RFA RE WEEE, aS OS LOBES OIE ) oe See GAN adres OW IS aaa aN 7 ; ss Rod cy eS DN @ DIN) Bi Y OMe CRG G CA CUA aS ae (GS AG oN TS () | Sed (Geet Re RN NSGESMOO Bey ZZ ie OSPUBLISHED WEEKLY “G 55S 7s TRADESMAN COMPANY, PUBLISHERS 55) SSG OE Zz CA AED CSI ORL PEER ONE Thirty-Fourth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 13, 1916 Number 1721 5 am - Pane hundred years ago there were no white men in Grand Rapids and the waters of Grand River responded only to the paddle of the Indian, whose Sole occupation was bunting and trapping and whose only medium of exchange was beads and wampum. The West Michigan State Fair will typity the remarkable evo- lution which a single century bas brought to Grand Rapids and Western Michigan. Tt may Well be designated as One Hundred Years of Progress, because the ex= hibition will show at a glance the difference be- tween the primitive prac- tices of the untutored sav= ' age and the up-to-date ee TT aN methods of the Twentieth ir i, 7 WAT, Century merchant and _ farmer. ®@ eR eeenee RV vi ul me LL “A Smile Follows the Spoon When It’s Piper’s” Made for a Discriminating Public by a Discriminating House for Discriminating Dealers. If you wish to secure the agency of the BEST ICE CREAM it is possible to produce, write at once to Piper Ice Cream Co. Kalamazoo, I SSy5 DEAL NO. 1601. NEW DEAL BUFFALO, N.Y., January 3, 1916. MORE PROFIT SNOW BOY WASHING POWDER 24s—Family Size through the jobber—to Retail Grocers 25 boxes @ $3.05—5 boxes FREE, Net $2.54 10 boxes @ 3.05—2 boxes FREE, Net 254 5 boxes (@ 3.10—1 box FREE, Net 2.58 2% boxes @ 3.20—box FREE, Net 2.66 F.O. B. Buffalo; Freight prepaid to your R. R. Station in lots of not less than 5 boxes. All orders at above prices must be for immediate delivery. This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice. Yours very truly, Lautz Bros. & Co. ~ >> a2 ee A fs. a a oe | 4 i A 4 ‘ RD) J Dh )) a mee —- +.—____ Mr. Root’s recent speech to the American Bar Association upon stan- dards in law has had a most promis- ing sequel. The section on _ legal training has completed ten years’ work upon proper standards for ad- mission to the bar; the rules it has suggested at Chicago will be voted on at the next meeting. It is hoped that all states can be persuaded to enact them into law. The first re- quirement is that examinations in each state shall be conducted by a board appointed by the highest ap- pellate court, and that no law diploma shall take their place. Strict and de- tailed credentials as to character are demanded, two of them from lawyers. Students shall be officially registered upon the commencement of their course of preparation; but no student shall be entered until after he has passed the necessary requirements for entrance to the collegiate department of his state university or to a college approved by the board. All appli- cants shall be compelled to study law for four years, the first three of which must be spent in completing the pre- scribed course at an approved law school. The subjects in which the candidates must be prepared are also listed by the Association, while there are minor requirements. These stan- dards will seem unduly high in many states where laxity prevails, and it A DESMAN GRAND RAPIDS, WEDNESDAY, SEPTEMBER 13, 1916 Number 1721 is held that the bar should be “dem- ocratic.”’ But they are demanded by legal and judicial progress, and there is no reason why the Bar Association should not be as successful in obtain- ing them as was the American Med- ical Association in advancing medical standards. 2-2 __- In the Balkans the battle-front is a gigantic mortise-joint, a saturnalia o/ salients, a field for flankings and counter-flankings, which would test the wit of a Napoleon. Look at the map of Southeastern Europe. Aus- trian Transylvania lies like a gigantic walnut between the two arms of the Rumanian nutcracker. But is Ru- mania in a position to bring all her force to bear? No; for Southern Ru- mania must face the Austrians on the north and the Teuto-Bulgars on the south, a problem which is now keep- ing her busy. But Bulgaria can only direct against Rumania such as she can spare whence she is threatened by the Allied army from Salonica. Is that army ready to turn its attention ex- clusively to Bulgaria? Almost, but not quite. The possibility of a Greek stroke full in the rear the pressure exerted by the Allies at Athens. Not even now is there cer- tainty that in case of a serious Allied defeat on the Bulgarian border King Constantine would refrain acting revenge: for the he has been subjected to. In this confusion of battle-lines it is plain that a very high degree of skill is called for in much force you can apply against the enemy you outflank, and how much you must spare for defence against the enemy by whom you are outflanked. And a decisive victory 01 any section oi the compound battle-line is bound to have its repercussion along the entire front. forces from the south, accounts for trom ex- humiliations calculating how —__~+-.__ Ohio has made a promising start in dealing with the outrage at Lima, where, two weeks ago, a mob stormed the jail and all but lynched the sheriff in an attempt to get its hands on a negro prisoner. The Allen county grand jury returned indictments against sixteen of the would-be lynch- ers, including “several business men,” and thirteen of the sixteen were promptly arrested. All praise is due to the authorities for their dispatch, and to the members of the grand jury for their courage. QOhio’s handling of the disgraceful affair seems, so far, to be in marked contrast to the apathy and cowardice shown by such states as Georgia and Texas in dealing with these horrors. Meanwhile the prison- er awaits trial for murderous assault. Let swift justice be done to him—and to the men who sought to wipe out one crime by another as foul! MICHIGAN TRADESMAN September 13, 1916 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis. Detroit, Sept. 11—Unlike our es- teemed co-scribes from different points in the State who have been making predictions of what the popu- lation in 1917 of their native heaths will be we proudly announce as the lead-off of the page this week that the new directory, just published by R. L. Polk & Co., lists the population of Detroit at 820,778, which ranks this city fifth in size of the cities in the United States, leaving our rival Cleveland so far in the rear that it will almost take extra postage to hear from them. And this is still several months from January, 1917! Friends of James Mahar, who came to Detroit several years ago from Saginaw to take charge of a depart- ment in a local jobbing house, later taking charge and becoming a ‘stock- holder in the Cadillac Garment Man- ufacturing Co., will be pleased to hear of his success in developing the busi- ness of that concern. The house has become known from coast .to coast and is listed among the leading man- yfacturers of children’s dresses in the tountry. Mr. Mahar received his early education in the mercantile business as general utility boy in the wholesale department of the Wm. Barie Dry Goods Co., of Saginaw, ad- vancing from one position to another until he became general manager of the department. His ability and ag- gressiveness were recognized by those who came in contact with him and he was later offered a lucrative posi- tion in Detroit, which he accepted. When he decided to throw his lot with the Cadillac company it was then in its infancy hardly known be- yond the borders of the State. Those who know him advance full credit to him for the wonderful growth and present prosperity of the concern. Billy Sunday’s evangelistic cam- paign in Detroit has opened. The work of $aving $ouls has $tarted. The W. L. Douglas Shoe Co., of Brockton, Mass., has purchased the unexpired lease of E. A. Fetters, flox- ist, 237 Woodward avenue, and opened a branch store. Mr. Fetters has transferred his business to a building on Adams avenue East. Hundreds of out-of-town merchants took advantage of a combined fair and business trip during the past week. The Hotel Charlevoix is one of the few. hotels which does not discrimin- ate against the traveling man in the anxiety to cater to the tourist which has been so much in evidence during the past few years. Manager Kel- logg believes in staying by the boys who stay by him, year and year out, and enjoys a steady run of custom which keeps the Charlevoix comfort- ably filled all the time. The Grand Rapids scribe insinuat- ed our story of the theft of father’s dress suit was a myth because we weigh !!! while father only weighs in the neighborhood of 130 pounds. J. Dee seems to overlook the fact that some years ago we were much younger than father and_ likewise there was a time many years ago when father was as large as his oldest son. Miss Frances Kain, formerly in charge of the millinery department of Himmelhoch Bros. & Co., and Miss Alice Parshall, formerly with New- comb-Endicott & Co., have opened a millinery store at 56 Library avenue under the style of Kain & Parshall. The regular monthly meetnig of Detroit Council will be held next Sat- urday night in their hall in the Elks Temple. Visiting members of the order are invited to join with the local council. Joseph A. Burns, who died at his home in this city Saturday, Sept. 2. was well known in the State as a former dry goods salesman, represent- ing various mills. After a number of years on the road, a greater part of the time spent in Detroit. he resigned about five years ago and engaged in the retail dry goods business in the building at 230-234 Woodward ave- nue. He remained in business about three years, retiring from business whn he sold his lease to a local de- ° partment store. Mr. Burns was born and educated in Detroit. He is sur- vived by a widow and two sisters. Charles Demschak has moved his stock of hardware and house furnish- ings from 2247 Jefferson avenue, West, into a new building recently completed at 2233 Jefferson avenue, West. The new store is one of the most modern and complete of its kind in the city. It will be but a few short weeks before the rock-the-boat fools will be able to transfer their affections to the thin ice. Raup & List, clothing. shoes and men’s furnishing goods dealers of Ecorse, a Detroit suburb, will move into a new building near their present location about Sept. 15. F. List, general merchant of Bay City, was among the out-of-town business men who visited Detroit last week, : The infection in our eyes was not caused, as many would surmise, by straining them looking for news notes from the traveling men. John MHartner. representative for Edson. Moore & Co., and member of the retail dry goods firm of Hartner & Schoeneman. has been obliged to relinquish his duties on the road ow- ing to a nervous breakdown. D. M. Zeliman, dealer in men’s furnishing goods. has moved from his former location at 260 Gratiot avenue to 208 Fort street West. We now have an opportunity to rub it into the missus real often. She has a lame shoulder and hands us the liniment. A. E. Eggert and F. C. Funke have organized an office equipment firm under the style of Funke, Eggert & Co. They have the exclusive agency in Detroit for the line of filing cab- inets and office system supplies man- ufactured by the Yawman & Erbe Manufacturing Co. Both men have been identified with the Y and E company for a number of years. There was considerable trouble for consumers of ice in Detroit getting deliveries this summer, but with coal at the present high prices the dealesr will probably be ready to make deliv- eries more often than a fellow has the money to pay the C. O. D. bill. The plant of the New England Pie Co., recently completed at Fourth and Beech streets, is again being enlarged, the work being practically completed. The capacity of the bakery will be 35,000 pies daily. Charles Moore, pioneer salesman for Edson, Moore & Co., has recov- ered from an attack of appendicitis. A. W. Beste will engage in the shoe business in the building recently com- pleted at the corner of Ferndale and Springwells avenues about Oct .1. Personally we have the greatest admiration for the doctor in the East end of the city who called on a patient and, after an examination, told the wife her husband needed a rest and handed her some tablets containing morphine. “How often shall he take them,” she asked. “He is not to take them. They are for you,” replied the M. D. W:. Gustine. former proprietor of the Delray Dry Goods Co., has pur- chased the dry goods stock of B. J. Koenig. 635 Oakland avenue. He has already made many improvements in the store which have added to its at- tractiveness and general convenience. Mr. Koenig was one of the pioneer business men in the city. having en- gaged in the dry goods business long before the boom that hit Detroit was ever considered. He made many for- tunate real estate deals during the past few years. C. Taylor has been appointed assist- ant service manager of the Puritan Machine Co. and will work in con- junction with E. W. Hawley, service manager. Work in Cadillac Council has taken on added impetus since the advent of cooler weather and Senior Counselor Frank Ferris states that when the season has rolled by there will be no question as to the status of the Coun- cil which not only intends clinching its lead as the largest Michigan council. but expects to pass many councils now leading in membership. Only seventeen councils in the Univ- ed States and Canada have more members. The Detroit Opera House is to be razed and a modern twelve-story mercantile building is to be erected on the site. It is reported that the new building will be leased by Heyns Bazaar. Perhaps President Wilson figured that the base ball rule that it takes three strikes to put a man out might also apply in his case. Baetz Brothers. proprietors of clothing stores at 55 Monroe avenue and Springwells and Ferndale ave- nues, have remodeled the latter store, making it one of the finest and up- to-date stores of its kind in that sec- tion of the city. Lloyd P. Jones, for the past five years with the American Bronze Co., has been appointed sales manager of the Federal Brass Works, 364 Tromp- ley avenue. The Gartner Hardware Co., Wyan- dotte, has opened a branch store in Ecorse. A big celebration was held on Sep- tember 4, by the West Michigan Ave- nue Improvement Association, an or- ganization composed of Michigan avenue merchants, at Schaefer’s grove. During the recent hot spell David Brown, President of the General Ice Delivery Co., was most vociferous in his demands that the public be patient in face of the apparent ice famine and the fact that the delivery men were overworked. These statsments credit- ed to him were published at intervals in the daily papers. The other ice company heads said nothing and pro- ceeded to do the best they could. These companies, since the hot spell was broken, have taken care of the wants of their customers as well as at any normal time. Not so with the General Ice Co., which blamed every- thing to the hot weather rush. No ice last week was delivered in some sections from Monday until the re- mainder of the week. If companies selling natural ice can make deliv- eries, it seems a company that manu- factures its product should surely be able with the advent of cool weather to make deliveries, providing, of course. it is able to hire help as its competitors are doing. To make a bad matter more aggravating, on cali- ing the company on the telephone one is informed after many futile attempts to get them, by the chief operator, “they have taken their phone down and refuse to answer,’ a cowardly thing or very unbusinesslike to say the least for any legitimate business concern to do. In other words it is no use making things hot for an ice company that can not deliver ice. Otto Frohman, formerly connected with the clothing firm known as the House of Herbst, and one of the best known clothing salesmen in the city, has been appointed manager of a clothing store opened by L. Goldes and known as the Golde Clothes Shop, at Campius Martius and Woodward avenue. This is one of a chain of twenty stores located in various cities, owned by Mr. Golde. Leo Feder, of Loraine, Ohio, has purchased the balance of the bank- rupt stock of the Delray Shoe Co., State Fair our ters, gang plows, etc. Kerosene Tractor Farming Is Growing Rapidly In Michigan The farmer through study and experience is becoming more and more convinced that kerosene engine power is more economical than horse power, We will show this year at the West Michigan 8-16 Mogul Kerosene Burning Tractor together with some of the machines with which it may be used, such as corn huskers, ensilage cut- We hope to see you and your customers at our exhibit during the week. International Harvester Company of America Grand Rapids, Mich. i i % September 13, 1916 2206 Jefferson avenue, West, and will remodel the store and add a new stock of shoes. He will have an opening the latter part of the week. All that Detroit lacks now is the winning of enough games to make it a pennant winner. , Dear & Snell have opened a hard- ware store at 1918 Fort street, West, with the title of the Southwestern Hardware Co. Last week’s building permits in De- troit totalled $499,610, which is less than the week before, but exceeds the same period last year. The Michigan Retail Hardware Dealers Association has planned the largest hardware exhibition ever held in Detroit as a feature of the conven- tion to be held in this city Feb. 13-17. An attendance of 1,000 is anticipated. “Jack” Schaefer, of the Schaefer McKinnon Co., Merrill, is a Detroit visitor this week. Unless all signs fail, the visit will be prolonged until after Wednesday, (The Tigers return home Wednesday.) H. A. Thiery, is remodeling the building at 507-509 Dix avenue and will open one of the largest and most complete bowling alleys in the city. All of the news notes of the trav- eling fraternity and the U. C. T. which were furnished by the traveling men themselves will be found on the front cover. That is to say, all that they furnished. A baby boy arrived at the home of Mr. and Mrs. Al Shaw last week. Mr. Shaw is a special representative for Burnham, Stoepel & Co. Martin E. Galvin, of this city, who © took over the Hotel Barry, at Hast- ings, has announced his intentions of remodeling the hotel and making it one of the most modern hotels in the smaller towns of the State. The Detroit Insulated Wire Co. is building an addition to its plant on Wesson street. District managers and members of the sales force of the Denby Motor Truck Co. held a convention in De- MICHIGAN TRADESMAN troit last week. One of the features of the meeting was a demonstration by H. G. Shockey, the local dealer, of how to sell a hard prospect. C. S. VonPoettgen, attorney for the com- pany, acted as the prospect. W. J. Aitken is sales manager of the com- pany. Another demonstration of the won- derful prosperity that has been the lot of Detroit was witnessed this week when William Peabody, real estate dealer, with offices in the Peter Smith building, frizzled his home on Coplin avenue with a handsome coat of paint and next week he intends to give the house another handsome coat. Wil- liam, by the way, does not confine his activities to the real estate business. He is also an accomplished animal trainer and some day if he persists in the taming business he may be what some call a finished tamer. Harry M. Freed, well known in the local retail section, having been con- nected with two of the leading ready- to-wear stores in the city for the past few years, has organized the retail ready-to-wear house of Harry M. Freed Co. The house has opened a new store at 19 Adams avenue, East. Kirk Taylor, well known Detroiter, formerly assistant manager of the New Era Spring & Specialty Co., has been appointed sales and advertising manager of the Evapco Co. and the Jiffy Starter Co., an associated con- cern. The company has secured sales room at 427 Grand River avenue. M. Seeberg will open a 5 and 10 cent bazaar store at 1914 Jefferson avenue, West, about Sept. 15. E. G. Kelly, local sales agent for the National Cash Register Co., re- turned last week from a trip to Day- ton, Ohio, where he attended a con- vention of the sales managers of the corporation. The fall campaign for business was outlined and Mr. Kelly says that the various district man- agers are very enthusiastic over the prospects of a large fall business. When Billy Sunday winds up his campaign in Detroit the saloon in. terests will know they have been up against the real thing. We thank the numberless—mostly less—traveling men once again for the many news notes they promised us. One thing we can boast of is the fact that we have no wrinkles and moth ball smells to thrust from our overcoat this fall—thanks to the rag man. Mother sold it to him this summer for $1.50 James M. Goldstein. —_+->____ Notice to Makers of Tomato Prod- ucts. Washington, D. C., Sept. 11—The Department of Agriculture has been requested to inform manufacturers and dealers in tomato products of the tests which it applies in arriving at its decision whether to recommend proceedings under the Food and Drugs Act against tomato products. Under Section 7 of the Act, articles of food are adulterated if they are found to consist in whole or in part of filthy, decomposed or putrid ani- mal or vegetable substances. In Cir- cular 68, of the Bureau of Chemistry, there were announced the numbers‘ of yeasts and spores, bacteria and molds which, in the opinion of the Depart- ment, may ordinarily be found in to- mato products handled with reason- able cleanliness in the process of manufacture. Examination of a large number of tomato products and toma- to canneries convinces the Depart- ment that it is entirely practicable for manufacturers to keep the yeasts and spores, bacteria and molds with- in the limits stated in Circular 68. Although the Department has not recommended proceedings under the Food and Drugs Act unless the prod- uct, upon examination under the con- ditions prescribed in Circular 68, was found to contain yeast and spores or bacteria or mold filaments in excess of the following numbers: Yeast and We Have the Most Complete Line of Flour and Feed in Western Michigan ee ey NEW PERFECTION The Trade Winning Flour is Manufactured by Us We Manufacture Scratch Feed and Chick Feed Buckwheat Flour and Self-rising Pan Cake Flours Cotton Seed and Oil Meal in Car Lots or Ton Lots Grain and Feed of All Kinds Watson-Higgins Milling Co. Grand Rapids 3 spores per ome-sixtyth cubic milli- meter 125; bacteria, per cubic centi- meter, 100,000,000 mold filaments in 66 per cent. of the miscroscopic fields, it is considering the adoption of fig- ures approaching those given in Cir- cular 68. When such a scale has been adopted public announcement will be given. Since Circular 68 was issued, there are being produced in increasing quantities, tomato products of vary- ing degrees of concentration. The Department is considering the adop- tion of a scale for testing tomato products, varying with the degree of concentration. If it is decided to adopt such a scale, public announce- ment will be given. —_++>___ Russia’s Winter Port Problem. European Russia will not again be cut off from her Allies during the winter. The new ice-free port of Mur- man, on the Artic, will, it is believed, be ready for traffic when Archangel is frozen up at the close of the pres- ent season of navigation, or shortly thereafter. The new railway from Petrograd to Murman will be ready for traffic at the beginning of the year, and will permit of the shipping to Russia by a relatively short route of supplies that last winter could be for- warded only by way of Vladivostok. Four sections of the new railway, amounting in all to 695 miles, are completed, and work is proceeding rapidly on the last section, comprising 215 miles, which passes through a difficult country in which there are many watercourses and swamps.— Toronto Globe. ——_++>—____ No man who hasn’t been tempted is sure of his honesty. Michigan MICHIGAN TRADESMAN September 13, 1916 = —e i {Wil eo = Bo 4 ——————— = = or ee ‘ i\ E _— g SortH#e BUSINESS WOR _ Ati Reet At ——_| CS Wi — OTA N\ S A Movements of Merchants. Fern—M. F, Huddleston succeeds C. Dawson in general trade. Olivet—Miss Patty Spooner has en- gaged in the bazaar business. Alma—Miner & Bennett succeed Mrs. A. B. Cook in the millinery busi- ness. Kalamazoo—The Harrow Spring Co. is building another large addition to its plant. Flint—C. C. Aurland, formerly of Standish, has engaged in the grocery business at 1801 Lewis street. Marquette—N. R. Duyore has op- ened a-grocery store at the corner of Michigan and High streets. Holland—Austin Harrington suc- ceeds Nicholas Schmidt in the owner- ship of the Consumers Fuel Co. Alma—C. A. Ogle & Son have added a vulcanizing department to their harness making industry. Battle Creek—V. E. Parrott, gro- cer on Graves avenue, is remodeling and enlarging his store building. Battle Creek—Ed. Sargent has closed his cigar store in the Ward building and will retire from business. Battle Creek—Harry Hall succeeds Oscar Wilmarth in the cigar and to- bacco business on West Main street. Flint—Vallo & Co., formerly oi Dayton, Ohio, have engaged in the grocery business on South Saginaw street. Custer—C. G. Franz has purchase] the grocery and meat stock of De- ward Beadle and will continue the business. Ishpeming—The store building oc- cupied by N. E. Skud Estate drv goods stock, is being remodeled and enlarged. Flint—R. D. McGeach has removed his clothing stock from Beaverton to this city, adding lines of dry goods and groceries. Detroit—The Wm. L. Krieghoff & Co., cement and roofing con- tractors, has changed its name to Krieghoff Company. Sons Ishpeming—Lavigne Bros. are re- modeling the interior of their grocery store and meat market and installing a new meat refrigerator. Lowell—Lee E. Jones has sold his meat stock and fixtures to Rufus Gregory, who will continue the busi- ness at the same location. Alma—Mrs. J. W. Pitman, of Flushing, has purchased the Wood- land bankrupt stock of millinery and will continue the business. Allegan—Andrew Greenland has sold his interest in the Imperial Carv- ing Co. to his partner, J. H. Meaa, who will continue the business under the same style. Alma—Charles R. Murphy has pur- chased the W. C. Bleamaster book stock and will consolidate it with his drug and stationery stock. Escanaba—L. C. Schrader, who conducts a music store at Ishpeming, will open a branch store at 1019 Lud- ington street about Sept. 20. Big Rapids—Jay Moore and W. Randahl have formed a copartnership and .purchased the Merritt garage, taking immediate possession. Flint—Hammond & Close have erected a new store building for their grocery and meat business at the corner of Davison and Richfield road. Caledonia—Pryor Bros. have sold their stock of general merchandise and store building at Green Lake to Arthur Cook, who has taken posses- sion. Jackson—Ralph Lewis and G. K. Doud, both of Parma, have formed a copartnership and engaged in the hardware business on East Main street. Lawton—James Lawton lost his store building and furniture and un- dertaking stock by fire Sept. 6. Loss, about $5,000, partially covered by in- surance. Belding—Knott Cobb has purchas- ed a half interest in the Belding Vul- canizing Co. and the business will be continued under the style of Cobb & Cowles. Allegan—H. H. Cook has purchas- ed an interest in the Wood garage and the business will be continued under the style of the Wood & Co. Auto Shop. Custer—John R. Booth has sold his interest in the Briggs & Booth Lum- ber Co. to his partner, E. M. Briggs, who will continue the business under the same style. Fennville—Sheffer Bros. have sold their grocery stock and restaurant to A. B. Whiting, who will continue the business, buying and selling butter and eggs in connection therewith. Centreville—J. Hampton, who has conducted a grocery store here for the past thirty-five years, has sold his stock and store building to W. H. Soule, who has taken possession. Flint—Hamady Bros. are moving into their new grocery and meat store on Industrial avenue. It is claimed that it is the finest retail establish- ment in the State, outside of De- troit. Hemlock—The Hemlock Elevator Co. has been re-organized and its capitalization increased with $8,275.36 being paid in in cash and $27,724.37 in properties. The elevator business will be continued as previously, here and at Birch Run. a aca Traverse Ctiy—J. B. Master & Co. have traded their grocery stock and store building at 402 South Union street to, J. M. McCormick. for his ‘fruit farm and given immediate pos- session. Ainger—Dale Quick, who recently purchased the interest of his brothe:, Arthur, in the general merchandise stock of Quick Bros., has sold it back to Arthur, who will continue the business. Muskegon—W. D. Hardy ‘has sold his interest in the dry goods stock of W. D. Hardy & Co. to W. E. Thornton, A. L. Dearborn and Charles W. Dearborn, who will continue the business. Ontonagon—Richard A. Heard, who has conducted a_ confectionery store and ice cream parlor for a num- _ber of years, died at the home of his parents, following an illness of sev- eral months. Eaton Rapids—Dr. J. B. Bradley has been appointed administrator of the estate of the late Nelson A. Strong. The Strong elevator business here and at Onondaga will be contin- ued under his direction. Redford—The Detroit ‘Mushroom Cellars Co. has been incorporated with an authorized capital stock of $20,000, of which amount $10,000 has been subscribed, $2,000 paid in in cash and $8,000 paid in in property. Detroit—The Stauber-Stone & Co, Inc., has been organized to deal in automobiles and operate a garage with an authorized capital stock of $20,000, of which amount $10,100 has been subscribed and $6,100 paid in in cash. Detroit—The Demerara Cocoa-Nut & Produce Co. has been incorporated with an authorized capital stock of $10,000 common and $5,000 preferred. all of which amounts has been sub- scribed, $2,750 paid in in cash and $5,250 paid in in property. Hancock—Edward F. Slattery & Co. have merged their general store business into a stock company under the style of E. F. Slattery & Co, with an authorized capital stock of $30,000, all of which has been sub- scribed, $1,336.29 paid in in cash and $28,663.71 paid in in property. Millbure—The Millburg Packing House Co. has been incorporated to handle fruits and other farm produce with an authorized capital stock of $1,000, all of which has been sub- scribed and $500 paid in in cash. Hillsdale—C. H. Hiller, who has conducted a grocery store and seed business here for the past sixteen years, has sold his grocery stock to Milo Humiston and Milan Watkin;, who have formed a copartnership and will continue the business. Mr. Hil- ler will devote his entire attention to the seed business. Manufacturing Matters. Kalamazoo—The Kalamazoo Stove Co. has increased its capital stock from $315,100 to $500,000. Lake Linden—Edward Hodge, re- cently of Baraga, has engaged in the cigar manufacturing business. Vanderbilt—The Vanderbilt Manu- facturing Co. is building its new fac- tory which will enable it to greatly increase its output. ~ Howell—The Howell Electric Mo- tors Co. has increased its capital stock from $30,000 to $100,000. Kalamazoo—The Kalamazoo Mal- leable Iron Co. has been incorporated with an authorized capital stock of $125,000, of which amount $66,000 has been subscribed and $12,500 paid in in cash. Muskegon—The Campbell facturing & Foundry Co. has been incorporated with an authorized cap- ital stock of $100,000, of . which amount $60,000 has been subscribed and $17,700 paid in in cash. Saginaw—Michel J. Hart and AIl- bert W. Tausend have purchased an interest in the Bernhard Co., manu- facturer of silk waists. The plant will be remodeled and enlarged to about double its present capacity. Detroit—The Lewis Motor Corpor- ation has been organized to manu- facture engines, motors, motor parts, vehicles and all appliances with an authorized capital stock of $10,000, of which amount $6,330 has been sub- scribed and paid in in cash. Kalamazoo—The Kalamazoo Util- ities Co. has engaged in business to manufacture automobile accessories, metal and electrical appliances with an authorized capital stock of $10,000, of which amount $7,000 has been sub- scribed and $1,000 paid in in cash. Owosso—Randolph, Hall & Young have engaged in business to handle grain, feed, beans, manufacture feed and do a general mercantile and man- ufacturing business with an author- ized capital stock of $30,000, all of which amount has been subscribed and paid in in property. ——_+-.—_— Kansas has declared her independ- ence of the ordinaiy spelling-book. Observing that children spell five- syllabled words glibly, but hesitate over those of one and two syllables, she has boldly decided to concentrate their attention upon the smaller words. It is appalling to be reminded that the spelling-book of our fathers contains from eight to fifteen thou- sand words, and a great relief to learn that one-tenth of the lower number is more than one really needs’ to know in order to get along. Kansas has not jumped at this pleasing con- clusion. Her Text Book Commis- sion looked at letters written by Klansans—business, and to some ex- tent social and personal, letters. Only 2,000 words were discovered in them, and 500 of these were used but once. This leaves a minimum of 1,500, or several times the “between 200 and 500 words” which we are assured is sufficient for everybody éxcept pro- fessional writers. But even 1,500 is not a formidable number. It is noted that Kansans will not be hampered in their reading by not knowing how to spell all the words they see, and they can continue to indulge in poly- syllables in ordinary conversation and on the stump. No fears are enter- tained of adverse effects upon Kan- sas literature. When did uncertainty about the letters conventionally used in a word hamper a literary genius? ee Lots of men go where duty calls, and stand around with their hands in their pockets after they get there. Manu- © September 13, 1916 MICHIGAN TRADESMAN ; ‘ Review of the Grand Rapids Produce Market. Apples—Astrachans, Transparents, Wealthy and Maiden Blush command 75c per bu.; Wolf River fetch 75@90c per bu. Bananas—Medium, $1.50; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25 up. Beans—Prices range around $5 for pea and $4.25 for red kidney, unpick- ed. Beets—75c per bu. Butter—Receipts continue light and the market is very firm on the ruling basis of quotations. There is a good consumptive demand for all grades and the quality arriving is averaginz good for the season. Everything de- sirable meets with a ready sale and the trade look for a continued good demand at about unchanged prices. Creamery grades are held at 32c in tubs and 33c in prints. Local deal- ers pay 25c for No. 1 in jars and 22c for packing stock. The trade has been astonished at the movement of butter during the past few weeks and no one has yet been fully able to fathom the unusual features which have developed. Although June, July and August receipts have been heavy, there has been a surprising increase in both domestic demand and foreign export and the result is that the stor- age stocks to-day are fully 60,000 cases less than at this time last year, while August accumulations were considered less than half those of August, 1915. Cabbage—$1.40 per bu. Carrots—75c per bu. Celery—20c per bunch. Cocoanuts—$6 per sack containing 100. Cucumbers—50c per dozen _ for fancy hot house; 60c for extra fancy. Eggs—The market is firm and un- changed, with light receipts and a good consumptive demand. The qual- ity of the eggs arriving is as good as it could be expected to be during the hot weather. No change in sight. Local dealers pay 27c for candled, loss off, cases included. Their selling prices this week are 29c for candled extras, 27c for firsts and 26c for sec- onds. Egg Plant—$1.50 per dozen. Green Corn—25c per dozen for common sweet; 30c for Bantam and Evergreen. Green Onions—Silver skins (black seeds) 20c per doz. bunches. Honey—18c per lb. for white clover and 16c for dark. Lemons—California, $7 per box for choice and $7.50 for fancy; Messinas $6 per box, Lettuce—$1.25 per bu. for leaf; $3 per bu. for head. Maple Sugar—i7c per Ib. for pure. Maple Syrup—$1.40 per gal. for pure. Mushrooms—40@50c per Ib. Muskmelons—Indiana Gems, 50c per basket; Indiana flats, 60c; Indiana Standards, 36s, $1.50; Benton Harbor Osage, $1.25@2.25 per crate; Gold Coin, $1.25 for flats and $2.50 for Stan- dards. Nuts—Almonds, 18c per lb.; filberts, 15c per lb.; pecans, 15c per lb.; wal- nuts, 16c for Grenoble, 16'%c for Cali- fornia; 15c for Naples. Onions—Home grown $2.50 per 100 lb. sack or crate; California in 100 lb. sacks, $3.25 for red and $3.50 for white; Spanish, $1.75 per crate of either 50s or 72s. Oranges—Valencias, $5.25@5.75 per box. Peaches—Prolifics, $1.35;@1.50 per bu.; Ingles, $1.50@1.65; Elbertas, $1.85 @2. The crop is coming in in fine condition and will be much larger in volume and finer in quality than was expected earlier in the season. Pears—Bartlett, $1.25@1.50; Anjou $1@1.25. Plums—Lombards, shaws, $1.50. Peppers—Home grown, $1.25 per bu. Pop Corn—$1.75 per bu. for ear, 4l4c per lb. for shelled. Potatoes—New $1.75 per bu. Vir- $1.40; Brad- _ginia cobblers, $5 per bbl. Poultry—Mixed fowls command about 14c; broilers, 22@23c; turkeys, 19c; ducks, 17c; geese, 11c. Dressed fowls average 3c above these quota- tions. Radishes—15c for round. Rhubarb—85c per bu. Spinach—$1 per bu. Sweet Potatoes—$3.50 per bbl. for Virginias. Tomatoes—$1 per bu. Turnips—65 per bu. Veal—Jobbers pay 13@14c for No. 1 and 10@12c for No. 2. Water Melons—$2.50 per bbl. of 8 to 10. Wax Beans—$1.75 per bu. ——__>->____ It looks as though the fool killer was badly needed up around the ses- sion room of the Grand Rapids Asso- ciation of Commerce. Some one sug- gested that Grand Rapids adopt East- ern time, instead of Standard time which is now the legal time in Mich- igan and a committee was appointed to investigate the subject. Grand Rapids needs Eastern time about as badly as an elephant needs a Bible. long; 12c for The Grocery Market. Sugar—All of the refiners are still on a 6%c basis except Federal, which increased its quotation 15 points Tuesday. Under the influence of the recent decline, buying is much larger in volume. Indications point to a slightly higher market in the near future. Tea—Distributers are awakening to the fact that stocks are moderate in this country and can not be replen- ished from primary points except at higher levels. The country has let supplies run down and is realizing the wisdom of purchasing more freely. Back of the better feeling in local circles, is the advance in the Far East. Calcutta, it had been feared, would be a weak spot this year and the market there in fact started off rather poorly. But the Russians have apparently stepped into the gap and their buying is once again supporting Indias and Ceylons. Formosas have been steadier and the buying continues. In China the exchange situation is making its influence felt, thanks to the rise is silver. The seller is getting his price, Shanghai advices being decidedly stimulating on greens and Congous. Coffee—Rio and Santos grades are Ye higher, but the demand is only fair. Milds are unchanged, but if the speculative movement in Brazils con- tinues it may be their turn next. Java and Mocha unchanged and dull. Canned Fruit—The demand _ has has been more active during the past week than for some time. This has been due to belated buying, resulting from the recent hesitation on account of rail transportation difficulties, both as to a possible strike and the ques- tion of freight rates. The tone was very firm at the close, with hints of advances in quotations. Dried Fruits—Jobbers express the belief that the prices now being in- sisted on by prune growers will be the highest of the season, and that there is no reason therefore why they should concern themselves about sup- plies or why they should stock up in advance of their needs. They con- tend that if growers want to contrcl the situation, let them do so and in- cidentally carry the load. For that reason the expectation is that Eastern jobbers will buy only as they need the prunes rather than attempt any- thing in the way of speculative pur- chasing. The advance in the price of peaches during the week over the opening prices previously announced aroused no interest. Apricots, raisins and currants are unchanged. Canned Vegetables—Packers are busy getting up their pack and are not pressing for sale, as they have not yet packed their entire future sales. The season for packing toma- toes so far has been ideal and if there is no interference from the weather there will be a large pack af fine goods. Peas remain generally quiet, although there is much enquiry for the finer grades, the offerings of which are limited. Corn is firm on the spot, but there is little doing in futures at the moment, although the market is held very firm, owing to the unfavorable crop reports. Canned Fish—Salmon of all grades are unchanged at the opening prices. Sardines are very firm, with light of- ferings and discouraging reports from Maine. Tuna arrivals, although in- creasing, are not as yet large enough to meet the demand, although reports from Southern California are more encouraging as to the pack. Rice—The trade is inclined to go slow for the present, taking supplies as needed to eke out pending the active movement of Blue Rose. The arrivals of Honduras are light, owing to the difficulty in getting shipping room at New The -later market has been since the in- terior, in contrast to New York, has been buying quite freely. Orleans. firm Prices are steady, with the fancy heads firm be- cause of the damage from the rains. The mills are delayed in starting op- erations in the Southwest. , Cheese—The market is very firm, with very light receipts. There is a fair consumptive demand. Prices have advanced %c during the week. The make is light and cheese is still being sold to go to Europe. This makes the supply available for ‘this country very small and is the cause of the present firmness. Provisions—All smoked meats are firm at an advance of %c. Pure lard is firm at 4c advance, and compounl is firm at 3c advance. Both are in active demand. The high price of hogs is the reason for these advances. Barreled pork shows an advance of 50c per barrel, and dried beef an adc- vance of 1c per pound. Canned meats are unchanged. Salt Fish—The trade are still wait- ing for new Norway mackerel to be offered, but none have been as yet. Some are being caught, but are ev:- dently being disposed of elsewhere. Shore mackerel show no change from a week ago. Some autumn Irish mackerel are expected here shortly at prices several dollars above normal. The demand for mackerel is good. Cod, hake and haddock show no change for the week. —_—_»-+.—___ Crop conditions in Northern Mich- igan have improved wonderfully dur- ing the past two weeks. If the frost stays away another fortnight and the present pleasant weather continues, there will be average crops of late potatoes, beans and corn. Two weeks ago this did not seem possible, but the warm weather and frequent show- ers have wrought a remarkable im- provement for the farmers. —_+-+—___ John L. Jackson, President of the Grande Brick Co., has suffered a great bereavement in the death of his only son, which occurred yesterday at the cottage of his father-in-law, Congress- man Fordney, on White Lake, near Whitehall. The body has been taken to the home of the deceased at Sag- inaw, where the funeral and in- terment will be held. —_+++>—__ The Hine Concretile Roofing Co. has been incorporated with an author- ized capital stock of $5,000, of which amount $2,500 has been subscribed, $2,500 paid in in cash and $2,000 paid in in property. UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Sept. 11—The Turner Meat Co., of the Canadian Soo, has leased the Dalgleish market, which was formerly occupied by the Soo Meat Co., and the former will move from its present quarters to its new place of business to-day, where it will open with a full line of meats, sausages and summer specialities. Mr. Turner is a veteran butcher, hav- ing been in the business for many years. With his new location he will add much to his present patronage and should meet with every success. Anges Goetz, one of DeTour’s prominent young men, has been ap- pointed deputy postmaster by Post- master McDonald, at DeTour. He will have charge of the office during the absence of Miss Mae Goetz, who is at present enjoying a well earned vacation. Colonel Fish, the well-known phy- sician at DeTour, is now a confirmed bachelor. The Colonel expects to make a trip over his various proper- ties in the near future before settling down at DeTour for a long winter’s stay. R, B. Haugh, one of the Soo’s prosperous grocers, has added a new auto delivery to his present equip- ment and is now able to cover more territory and take care of his largely increasing business to better ad- vantage. Mose Yalmstein and party returnea last week from an extended auto trip to Milwaukee and other cities. They returned through all the rain of last week in Mr. Yalmstein’s new Jeffrey, which had the appearence of an old car when they reached home. Mose reports a most delightful time while away. Manistique has a new bakery which will be known as the City Bakery. Peter Dearchambeau is the proprie- tor. He has installed a large modern oven and all the necessary para- phernalia for an up-to-date bake shop. This will fill a long felt want at Man- istique. Frank LaRose, of Garden, has rent- ed the store next to the City Bakery at Manistique, and expects to move in about Sept. 15, with a complete line of fancy and staple groceries. “The man who can’t meet his ob- ligations is always meeting his cred- itors.” The prediction is that the Soo will be a warm town this winter, judging from the large colored population that is flooding in here this summer. It will soon represent a Southern planta- tion. The steamer Chippewa made her last trip between Mackinac Island and the Soo last Thursday. This com. modious steamer will be greatly miss- ed by the remaining tourists who have been able to take in the many sights at the Soo and Mackinac Is- land. D. H. Moloney, one of our esteem- ed citizens and proprietor of the Man’s Store, left Wednesday for a trip to St. Paul, whence he will go into the wilds of Northern Minnesota for a two weeks’ stay. Frank Cullan, of St. Ignace, has accepted a position with the Bennett Lumber Co., of See Why. “This world wouldn’t move so fast if it depended on some people we know of to push it along.” The ice crusher St. Ignace, the first car ferry plying the ice through the Straits, was burned at her docks in Port Arthur last week while un- dergoing repairs. This was one of the old timers here which used to keep the channel open in the Straits until new crafts replaced it. Mr. and Mrs. Stannus, proprietors of the Dunham House, at St. Ignace, did not let labor day go by unnoticed. They arranged for a semimasquerade party for the guests which, from all accounts. was a most enjoyable af- fair. Bill Harmon, well-known trav- MICHIGAN TRADESMAN eler, and K. Pierce, another famous Knight of the Road, made a hit dur- ing the evening in dressing up as bowery girls. Dancing was engaged in until the break of the next day and from all reports it takes the hosts of this hotel to entertain the guests. Schwartz Bros. & Co. purchased from the Ward estate its large mill and sold it to the Shelldrake Lumber Co., at Shelldrake, to replace the Shelldrake mill destroyed by fire a few weeks ago. Swearing off continually is a bad habit. William G. Tapert. ——_2+.>____ TRUST MORTGAGE SALE. Default having been made in the conditions of a certain trust mort- gage, made and executed by Joseph Klassen, of Traverse City, Michigan, to Walter H. Brooks, of Grand Rap- ids, Michigan, and Matt N. Connine, of Traverse City, Michigan, as Trus- tees, for the creditors of the said Joseph Klassen, dated the 12th day of January, 1916, and field in the of- fice of the Clerk of the City of Trav- erse City, Michigan, on the 13th day of January, 1916, Notice is, therefore, hereby given that by virtue of the power of sale contained in said trust mortgage, there will be sold at public auction to the highest bidder, on Monday, the 18th day of September, 1916, at two o'clock in the afternoon, at the store building known as 131 East Front Street, Traverse City, Mich- igan, the property covered by and described in said trust mortgage or so much thereof as may be neces- sary to satisfy the amount then due, including the principal and interest, and the costs of such foreclosure sale. The property covered by and de- scribed in said trust mortgage, and to be sold as aforesaid, is described as follows: to wit: the entire stock of boots, shoes, rubbers, footwear, etc.: all store fixtures, shelving and show- cases, including all goods, wares, merchandise, books of account, etc., and all personal property used in carrying on business at the location aforesaid, in the City of Traverse City, Michigan. The undersigned hereby reserves the right to reject any and all bids that may be received at such sale. Walter H: Brooks, 537 Michigan Trust Co. Bldg., Grand Rapids, Michigan. : Matt N. Connine, 401 State Bank Bldg. Traverse City, Michigan. Trustees. Dated at Traverse City, Michigan, September 9, 1916, Connine & Connine, Attorneys for said Trustees, Traverse City, Michigan. Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, Sept. 13—Creamery butter, extras, 32@33c; first 31@31%c; com- mon, 29@30c; dairy, common _ to choice, 23@30c; poor to common, all kinds, 22,@24c. Cheese—No. 1 new, 17@18c; choice W7@i17%e. Eggs—Choice, new laid, 32@34c, fancy hennery 36@40c. Poultry (live) —Fowls, 17@19c; broilers, 19@23c; old cox, 13@14c; ducks, 16@18c. Beans—Medium, $5,75; pea, $5.50@ 6.65, Red Kidney, $6.00; White Kid- ney, $6.00; Marrow, $6.25. Potatoes—$1.40@1.50 per bu. Rea& Witzig. The Moral Effect of Discounting Bills. B. B. Cushman, of Detroit, one ot the live wire chairmen of the Nation- al Wholesale Grocers’ Association, recently wrote a letter to a large manufacturer in an effort to secure an increase in the allowance for cash practiced by that manufacturer, in which he forcibly presented the val- ue of discounting bills in a way sel- dom considered by even progressive business men—a_ suggestion which many a grocer might find it worth while to consider. The letter in part reads as follows: “Tam one of those fellows who be- lieve that every jobber should dis- count his bills. If he cannot see the wisdom of discounting because of the Y% per cent, that is allowed, let us en- large that cash discount so as to make him know what it means to take ad- vantage of making a profit that his discount will give to him if he will pay his bill within the discount period rather than to pay it at maturity. If the jobber can learn to discount his bills he will soon preach the gospel to the retailers, and if the retailers learn to discount their bills they will know what it means to push ‘collec- tions. The result will be beneficial all along the line. “IT remember some time ago while visiting our Escanaba house a young man was introduced to me who our manager told me was going into busi- ness in an adjacent town. The man had saved $600 and expected to open a small grocery store. He was buy- ing an ‘opening stock’ from our Es- canaba house and in the course of conversation I asked him if he was going to discount his bills and he said he wouldn’t be able to, but he would pay promptly at maturity. “T told this young man that he should build a character for himself and establish a credit standing in his community by discounting his bills. He didn’t know how this could be accomplished unless he had_ the money, and he thought he’d have to sell some goods first to get the money to permit him to pay bills so he could buy more goods. “T told this young man that im- mediately when he went into his town he should call upon the local banker, get acquainted with him, give the banker references as to who he was and where he came from, and then deposit what money he had in that bank. He should then say to the banker that it was his desire to buy merchandise and discount his bills and to do so it would be necessary for him to borrow some money from the bank from time to time. He wouldn’t want much, but his requirements might grow as he developed in busi- ness. I told that young man to go to the banker within the next week on such a matter and borrow $50 for sixty days at 6 per cent. It would only cost him 50 cents for the use of the money, The banker would loan it to him and then I told the young man to deposit the proceeds of the note to his own credit right at the bank. The young man said: ‘What will I use the money for?’ “T told him he needn’t use it at all —just leave it there to establish him- September 13, 1916 self as a person in the community that has a bank account. I told him he was only paying 50 cents for the privilege of having the account there for sixty days and at the end of sixty days he ought to walk into the bank- er’s office and say: ‘Mr. Banker, I owe you $50, due to-day. Here’s my check for the amount.’ Mr. Banker would give the man back his note and charge the check to the man’s account and he would realize that that young man had kept a balance in the bank as great or greater than the money the banker actually loaned him. In this way the young man established confidence, and he was able to borrow $100 and continue. He followed my advice, and although I haven’t had any op- portunity of knowing how he is doing now, nevertheless I kept watch of it for almost two years, and in that time it was found that he had not only paid his bills, but the money that he had earned in discounts paid the interest at the bank on loans, and this young man had through this method been able to greatly develop his business and buy new fixtures and take on re- sponsibilities which he never could have taken on if he had not establish- ed a credit for himself in his com- munity. “Now I believe every jobber should establish for himself a credit in his community to the extent of borrow- ing his money of the banker if nec- essary to use for the purpose of pay- ing the bills to manufacturers within the discount period, and the only way we can teach the majority of jobbers to do this is to give them a reason- able discount that will make them see the value of paying their bills within the discount period, even though they have to borrow the money at the bank for that purpose. “And I believe that all lines of busi- ness should be more or less uniform in the cash discount that should be allowed to jobbers, and I honestly believe a man who will pay his bills promptly ought to have 2 per cent from the manufacturer as against the fellow who never pays until maturity, even after that period. If the manu- facturer knew that he could be as- sured of his money within the dis- count period from all jobbing con- cerns he dealt with, just think how much less money it would take to carry on his business.” —_>++___ Store Manager Held as Burglar. South Haven, Sept. 11—Ed. Kagel, manager of the bargain basement of Hale’s department store here, and Arthur Hinz, a young blacksmith, confessed Sept. 8 to having taken $865 in money and checks from the vault of the store. The money was buried in ginseng beds in a tool chest at the home of Hinz and the checks were hidden at his shop, The entered the store the week be- fore, the officers say they admitted, to rob the vault, but threw the bolts of the vault doors, so waited a week until the firm had a larger sum than usual on hand because the banks would not be open Labor Day. _ Kagel has been with the Hale store six years. Hinz a year ago was dis- missed from Troop A, cavalry, M. N. G., after having been found guilty by court-martial of drunkenness and conduct unbecoming an officer. ¥e* « \ \é September 13, 1916 DEVIOUS TACTICS Pursued By the Disheartened Trad- ing Stamp Fakers. New York, Sept. 11—“One of the most amusing features connected with the efforts of the trading stamp and cheap-John store combination to be- fog the issue concerning the Stephens- Ashurst honest pull gs bill is the recent pamphlet issued by George B. Caldwell’s so-called National Trade Association purporting to give the re- sult of a consumer investigation made by one ‘Raymond B. Callahan, of New York University,” said Edmond A. Whittier, Secretary of the American Fair Trade League to-day. “A young man of that name was this year regis- tered as a student at the New York University but, in issuing the pamph- let, Caldwell’s association of trade disturbers followed his usual devious tactics and sought to give the impres- sion that the author of the screed was a prtessor in that institution of learn ing! “According to the statement sent out by the ‘something-for-nothing’ ag- gregation, Callahan sent letters to a selected list of 400 women in Greater New York, asking them a series of questions concerning their marketing. It is claimed that replies were re. ceived from 141 of these women and of these 141 replies this young student of economics solemnly assumes to determine the attitude of the hundred million residents of the United States on the great question of truth in trade and honesty in advertising. But even with this hand-picked list the trading stamp coterie slipped a cog, for the 141 answers, when analyzed, contain little comfort for the advocates of dishonest advertising and false pre- tenses in merchandising.” Without explaining how they came into his possession, Mr. Whittier ex- hibited a bundle of blanks and said that they were originals received by Mr. Callahan. He smiled as he fin- gered the blanks and continued: MICHIGAN TRADESMAN “These blanks and the information they contain have been used by ad- vocates of the Stephens-Ashurst hon- est advertising bill in speeches sup- porting that measure and it was only by a distortion of the replies that our trading stamp friends have been able to make it seen that the 141 se- lected and personally conducted New York housewives are in favor of de- ceptive advertising and questionable methods in merchandising. A glance at the tabulation of the answers will show this. “For instance, out of eighty-one women who answer the question whether they preferably buy national- ly advertised articles, rather than those that are not advertised, seventy- one—that is, practically all of them —say yes; eight women say they are uncertain and usually test both ar- ticles before making a decision; while only two say they buy the article that if not advertised. One of these bases her answer on the theory that adver- tising is an expense that the consum- er must pay, entirely ignoring the fact that advertising increases consump- tion and thereby decreases the cost of production, a decrease that is pass- ed on to the consumer as a stimulous to still greater consumption. “Another question asked by Calla- han was: ‘Do you find that the adver- tised articles are better quality as a general rule than wunadvertised arti- cles selling at the same price?’ Sixty- one of the ninety-four women who answer this question say, ‘Yes,’ only fifteen answer in the negative while eighteen say they are unable to ex- press an opinion. It is significant that practically all of these eighteen undecided ones and many of those who answer this question in the nega- tive were among the seventy-one who say they buy advertised articles in preference to unadvertised. “Is it not perfectly clear that these women, who are almost a unit in pre- ferring ‘advertised goods to those that are not advertised, will be in favor of uniform prices when they learn that in no other way can the quality and supply of advertised articles of standard price be assured? We think so, and the American Fair Trade League welcomes this opportunity to thank the trade disturbers for circu- lating information that will have a tendency to emphasize this fact and get the housewives of the country to thinking. “Mr. Callahan also asked his select- ed list of 400 women if they founa that stores that cut prices on Nation- ally advertised articles sell other ar- ticles cheaper than stores that do not cut prices on standard goods. The ninety-eight women who _ responded divided evenly on this point, forty- three saying ‘Yes’ and forty-three say- ing ‘No’ and twelve declaring their inability to answer definitely. “The final question propounded by Mr. Callahan was: ‘Do you believe that the: manufacturers of articles which are put out under a trade name should be empowered by National law to designate the price which the retailer must charge you for the ar- ticle?’ In answer to this question seventy women say ‘No,’ twenty-one say ‘Yes’ while three frankly say they do not understand the subject sufh- ciently to answer intelligently. It it obvious that this last question was deliberately framed to so appeal to selfish interest as to invite a negative reply. The form is distinctly unfair when one considers that it was ad- dressed to women who are presumed to know nothing about the principles of standard prices, If the question had been, ‘Do you believe that manu- facturers of trade-marked goods should have the right to establish uni- form prices for their goods?’ the tenor of the replies received would have been very different. While it is gratifying to learn that more than one-fourth of the ‘selected’ house- wives are intelligent converts to hon- est advertising principles, it is im- possible, considering the negligible 7 number, as compared with the great mass of the public, to make any defi- nite deduction on that or any other point covered. 3ut the absurdity of Mr. Calla- han’s efforts to bolster up the col- lapsing case of the trading stamp crowd in his conclusions is so evi- dent and there is so much in the tests mony that is helpful to the honest advertising cause that we shall be glaa to assist in the distribution of the pamphlets.” —_+3-.____ Quotations on Local Stocks and Bonds. Public Utilities. Bid Asked Am. Light & Trac. Co, Com. 3/§ -382 Am. Light & Trac. €o., Pid. 109 112 Am. Public Utilities, Com . 40 43 Am. Public Utilities, Pfd. 73 75 Citizens Telephone 7% T% Comw’'th Pr. Ry. & Lt., Com. 62 6314 Comw’th Pr. Ry. & Lt.. Pid. 83% 85% Comw’th 6% 5 year bond 102 108% Michigan Railway Notes 100% 10114 Michigan Sugar 107 =109 Pacific Gas & Elec., Com. 58 60 Tennessee Ry. Lt. & Pr., Com. 10 12 Tennessee Ry. Lt. & Pr, Pfd 48 50 United Light & Rys.. Com. 52% 54 United Light & Rys.. ist Pfd. 75% T7742 United Light 1st and Ref. 5% bonds 87 90 Industrial and Bank Stocks. Commercial Savings Bank 225 Dennis Canadian Co. 75 85 Fourth National Bank 225 235 Furniture City Brewing Co. 40 50 Grant Motor ts 2 Globe Knitting Works. Com. 140 150 Globe Knitting Works, Pfd. 98 100 G. R. Brewing Co. 80 85 G. R. National City Bank 150 156 G. R. Savings Bank 250 Holland St. Louis Sugar 16 17 Holland St. Louis Sugar, Pfd. 8% 10 Hupp Motor 64% Th Kent State Bank 250 Old National Bank 199 205 Peoples Savings Bank 300 ‘ United Motors 63 65 September 138, 1916. —— Experience sells at par, or higher, yet rarely pays dividends. —_~+++—_____ Imaginary troubles cause worry than real ones more — , Barney Langeler has worked in this institution continuously for over forty-five years. Barney says— I wish you would say something to the Retailers about Quaker Powdered Sugar. = but there are a few yet who do not buy it. Be sure and fell them that it is especially prepared, super-dried, and never cakes in the package. what the women have been looking for and everybody who uses Quaker Powdered Sugar likes it. \W/oRDEN THE PROMPT SHIPPERS Most of them are selling it, (GROCER COMPANY GRAND RAPIDS— KALAMAZOO This is scream aetna ¢ MICHIGAN TRADESMAN September 13, 1916 GANSRADESMAN (Unlike any other paper.) DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance. Two dollars per year, advance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents. if not paid in Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. September 13, 1916. WHERE FORD IS MOST WEAK. The world has been learning some deep economic truths in the past twenty years. The old classical econ- omists taught that the best possible philanthropy is attained through good business. It is now coming to be believed that the best possible busi- ness is attained through philanthropy. That, at least, seems to be Mr. Ford’s belief. He thinks his opinion con- firmed by the report of his company for the year. It is truly an astound- ing report. It seems at first to vindi- cate the great manufacturer’s the ories. Figures do not lie. But some- times, no matter how truthful they may be, they prove simply nothing. Such may be the case here. Mr. Ford sold 472,000 cars during the year; his profits were $59,994,600—more than a million a week and more than $127 per car; his total of employes was nearly 50,000, of whom more than 36,000 are getting $5 a day or more. That is remarkable. The real question is, what would his profits and his number of em- ployes have been if he had adopted an entirely different policy; in other words, if he had not been philan- thropic? To pay employes higher wages undoubtedly does, up to a cer- tain point, increase their efficiency. It does more than this; for, insofar as labor is mobile, the company pay- ing the highest wages in an industry may draw to itself the most efficient workmen in that industry. And to the extent that the higher wage en- hances the labor productivity of a concern above the added amount of the wage, the policy pays. When we come to a wage of $5 a day for all employes, however, the question of whether it pays becomes more than doubtful. It may even undermine effi- ciency in some cases, by removing the incentive of higher pay, which acts most when the pay is lowest. Mr. Ford may, indeed, admit that his policy does not pay himself or his company from a financial stand- point. He may insist that it is to be judged ethically. This is just where it is most weak. For if Mr. Ford paid lower wages—say a little above the average paid in the auto- mobile industry— he could employ more men. As it is, he pays super- wages to a selected group of men, aN la tt tt at while others who might be given jobs at even more than average wages are left out. Thus he encourages the very evil that philanthropic reform is sup- posed to help cure: the condition, not sO prominent in these abnormal times, but prominent at other times, in which some are well paid and others are not paid. If Mr. Ford were to take on more men at a lower wage he would not only distribute his wealth better, but the additional men would mean an addition to the output of the company, an increase in the total of the world’s wealth, and, possibly, even lower prices for Ford buyers. THE COUNTRY SFUNNED. The thoughtful people of the coun- try—the people who compose the pa- triotic class—have been in a dazed condition for the past ten days. Their fury over the greatest achievement in personal politics ever undertaken by an American President is sub- siding into a dull ache and they are beginning to consider what is to be the future of the country if such per- formances are to be tolerated. The answer of clear-headed patriots is plain enough. It is an emphatic dis- approval of what happened and a de- termination that this crime against the people and our free institutions shall be corrected in some way at some time in the future. What the rank and file of the voters think is yet to be developed. There is much evidence, however, that, on the part of many, relief from danger of a strike and increase in wages among certain men and probably increase among others have proved a bribe to their sense of right and wrong. The ques- tion of the rightfulness and expedi- ency of this measure will be made prominent in the presidential cam- paign, once that campaign is in full tilt. At the moment it seems as if Mr. Wilson had deliberately destroy- ed any chance of re-election, but this can only be determined after the votes have been counted in the cold, gray dawn of next November. ——EEEEE Renewed demands on the Chinese government bear out the opinion ex- pressed the world ovér many months ago that Japan contemplates acquir- ing full sovereignty in China. There is a little increase all the time in the requirements placed upon the Chinese, and every incident, such for instance as an outbreak against the Japanese, is used as leverage to gain severer terms. It is now demanded that the Chinese army in South Manchuria and Eastern Mongolia shall employ Jap- anese military advisers, that Chinese schools and colleges have Japanese military inspectors, and that Japanese soldiers in Chinese territory shall be entirely above the control of Chinese soldiers. All this is interpreted as threatening a monopoly of Chinese affairs by the Japanese ultimately and the closing of the “open door,” that Secretary Hay secured many years ago for American commerce. While this threatens our trade in that part of the world, there is this consola- tion that by as much as Japan has China on her hands by so much will she be unable to meddle with Ameri- can affairs. FACTORS IN PROSPERITY. In discussing the elements going to make up the immense prosperity of the United States during the past twelve months, emphasis has been laid alternately on one and on another. During most of 1915, this country’s production of 128,000,000 bushels more of wheat than the year before, while the rest of the world produced 377,000,000 less and while Russia’s 700,000,000-bushel crop was cut off from the world’s market, was accept- ed as the dominant cause of our own financial revival. We certainly ex- ported, in the twelve months ending with June, 1915, $245,000,000 more worth of wheat than the year before. By that time, the “munitions or- ders” were playing their sensational part, and at least $500,000,000 of such products were sent out in the next twelvemonth. How far the turn of the foreign exchanges in our favor, and the enormous import of gold, was a result of the grain exports, how far of the “munitions orders,” and how far of the movement of the world’s free capital to the United States as the surest refuge in war-time, could not possibly be determined; but, as time went on, the gold imports them- selves came to be assigned as a main cause of our financial prosperity. It will be easier, this coming sea- son, to form opinion as to one of these influences, for the Government’s crop estimate of last Friday shows a radically altered situation as regards the United States and the world’s grain trade. The 611,000,000 bushels now estimated for the country’s wheat crop would be the smallest harvesr since the very unfavorable yield of 1904. With that exception, it would be the smallest yield in sixteen years. We shall not dominate the world’s grain trade during the next twelve months; indeed, that period may be one of novel and striking experiences in the problem of feeding Europe during war. The United States is still turning out huge munition orders. When they slacken—as they presumably soon will—we shall still have our ex- ports of steel and copper, the raw ma- terial for Europe’s munition factories. We still have the outside capital which came here for safe-keeping, and along with it the accumulated wealth and accumlated gold of the two past years. The situation as a whole suggests that American finance may be enter- ing on a somewhat different phase of its war-time history. re THE NEW REVENUE LAw. The new emergency revenue law, enacted during the closing hours of Congress, was rendered necessary by the stoppage of revenue from cus- toms through the enactment of the Underwood tariff October 3, 1913, and largely increased expenses of the Government, including the liberal ap- propriations for army and navy. The special revenue provisions are an in- crease from 1 to 2 per cent. in the normal income tax and increases in the surtaxes, a schedule of inheritance taxes, 12% per cent. on the net profits of the manufacture of war munitions, increased taxes on intoxicating drinks, 50 cents for each $1,000 surplus and undivided profits of corporations but includes no stamp taxes. The meas- ure reverses Democratic pledges and traditions by making a concession tuo the theory of protection in a tariff on dyestuffs presumed to be sufficient to encourage the manufacture of such commodities in the United States. A tariff commission is provided for. The provision commanding most at- tention among the legislators, and highly interesting to all Americans, is that wh’ch gives the President au- thority to prohibit importations to this country from nations which pro- hibit importations from the United States. This is designed to meet the recently announced determination of German manufacturers to refuse to ship dyes to America under any con- ditions. Protection against excessive unloading of European goods on the American market after the war is made in a section setting forth that it shall be unlawful to import goods at prices substantially less than the actual value in the country of their production, This law is expected to raise $205,000,000 per year. The vote in the Senate, 42 to 16, and the vari- ous votes in the House as the meas- ure has come up in different forms indicate a unanimity passing party lines. EEE LONG-HEADED FARMERS. An interesting sidelight on the effect of the “strike legislation,” is the view taken by the farming com- munities away from railway centers. Just now there are being held scores of picnics, where a few hundred fam- ilies spend the day visiting and listen- ing to speeches by local orators. At one of these last week, the subject of common conversation was the ac- tion of the President and Congress in pushing through the greatest crime ever perpetrated upon the American people. The farmers almost without excep- tion took the view that in the end the increase of wages meant a lower price for their products. One of the farmers summed up the position thus: “We are willing that the laborers should be well paid; but if the freight rates are raised, it is a fair guess that we shippers out here will have to pay the bill. ‘We ship our wheat and stock to market in the East, then we ship back almost every- thing we use, and every increase in the cost of transportation means just that much more for us to pay.” The farmers do not go deeply into the principle of compulsory legislation, although they consider that as a factor, and criticise it; but the thing which comes close to them is the mat- ter of their own financial operations. The inference that rates will be raised seems to be accepted as natural, and there was generally an expression of resentment at the whole programme. 4 4 < > Y . 4 x 22 September 138, 1916 THE TRIUMPH OF MOBOCRACY The labor brotherhoods were un- able, by their threats, to overawe the presidents and managers of the rail- ways. There is still some courage, manhood, and civic spirit left in this country. But most of these qualities seem to have departed from the city of Washington when the presidents and managers of the railways went away to prepare for the strike. There were a few men in Congress who had the bravery and patriotism to arise and tell the truth about the proceed- ings leading up to and attending the passage of the so-called “Eight- Hour” law, but the number was piti- fully few. It was insufficient; demo- cratic government fell, and there was erected where it stood a servile autoc- racy headed by Congress and the heads of the railway labor unions. When any body of men get enough power to coerce a government they themselves become the real govern- ment. In every particular the recent cap- ture of the National capital and its consequences were more disgraceful and terrible than its destruction by the British. A handful of men rep- resenting about 200,000 of our own citizens descended upon the capital and the halls of legislation. They surrounded them with the menace of force as truly as if they had had guns in their hands. They threatened to destroy the property of every man and concern in the country by stop- ping railway transportation. It was an insurrection of 200,000 men who threatened to ruin and starve the Na- tion unless the Nation’s Congress within a week passed a law to pro- mote the selfish interest of the insur- rectionists at the expense of the re- mainder of the people. It was a revo- lution; for it was successful, and suc- cessful insurrection ‘s revolution. Nothing was done to. prevent strikes on railways. It [Congress] passed the legislation demanded by ’ and for the benefit of those who were threatening to wreck the Nation’s in- dustry and starve its people, while it gave scant consideration to the bills intended to prevent such crises from recurring. One hundred million peo- ple must be left forever at the mercy of 200,000, rather than that when the 200,000 happen to feel like striking they shall be required to postpone do- ing so until some governmental body shall ascertain what they feel like striking about. This is fit logic to be used in a home for the feeble-minded; and yet it might be thought, from the developments in Washington, that it convinced Congress. With a pistol at its head and a bay- onet between its coat-tails, Congress with an unprecedented celerity rush- ed through the so-called “Eight-hour Day” bill. The defects of this meas. ure are so palpable and vital that it is inconceivable it can ever go into effect. First, it was passed under duress. Everybody in the United States knows that Congress never se- riously considered enacting such a law until President Wilson demanded that this price be paid instantly to buy off those who were threatening a strike. Second, the law does not MICHIGAN TRADESMAN provide for an eight-hour day. It merely provides that the railways shall pay a small portion of their em- ployes in’ their train service a day’s pay for eight hours’ work. It does not provide that train employes shall give the railways eight hours’ work for a day’s pay. It does not provide that any train employe shall quit work at the end of eight hours, but by re- quiring them to be paid overtime after eight hours it clearly contemplates that they shall work any number of hours up to the sixteen hour limit fixed by the Hours-of-Service act. Third, it attempts to provide that the wages paid for the basic ten-hour day shall be the minimum paid for the basic eight-hour day. Is there a lawyer in the United States who be- lieves such a provision is constitu- tional? Confronted with such a. statute, passed, under such conditions, the course which the railways should and must adopt is plain. They should and must take it into the courts at the first opportunity and carry it, if necessary, to the Supreme Court of the United. States. An unconstitu- tional “law” is no law. It is merely a piece of paper on which printers’ ink has been wasted. If the inconceivable should happen, and this measure should be upheld, the second step which the railways should take also is plain. Their pres- ent contracts are based on miles run as well as hours worked. Doubtless, if the railways attempt entirely to abolish the mileage basis of pay, the country will be confronted again with a threat of a strike. Very good. It is unfortunate from the standpoint of both the railways and the country that the strike was avert- ed at this time, since it had to be averted by the destruction of a re- _ publican government and the substi- ~ tution of a mobocracy. The manage- ments are confident that if the strike had come they would have won it, and if the train employes should strike rather than work eight hours a day, there can be no doubt that the rail- ways would whip them. The railways should take the stand from now on that if they must pay a day’s wage for eight hours’ work they must be given at least eight hours’ work for a day’s pay, and they should maintain this. stand regardless of consequences. When the presidents and managers of the railways were engaged in a desperate struggle with the railway brotherhoods and the Government at Washington, they were adjured by the press and the business interests of the entire country to stand fast for sound principles and for their own rights and those of the public. Now that the principle of voluntary ar- bitration has been overthrown, what are the business interests and the peo- ple, who in the long run will be the most injured, going to do about it?— Railway Age Gazette. If we could borrow money on our good intentions, “poverty” would soon be an obsolete word. How a busy man does enjoy set- ting two chronic bores to boring each other! THEN AND NOW. Extract from a Baccalaureate Ser- mon of June 13, 1909, by Professor Woodrow Wilson: “You know what the usual stan- dard of the employe is in our day. It is to give as little as he may for his wages. Labor is standardized by the trade union, and this is the stan- dard to which it is meant to conform. No one is suffered to do more than the average workman can do. In some trades and handicrafts no one is suffered to do more than the least skillful of his fellows can do within the hours allotted to a day’s labor, and no one can work out of hours at all or volunteer anything beyond the minimum. “I need not point out how econom.- ically disastrous such a regulation of labor is. It is so unprofitable to the employer that in some trades it will presently not be worth his while to attempt anything at all. He had bet- ter stop altogether than operate at an inevitable and invariable loss. The labor of America is rapidly becoming unprofitable arder its present regula- tion by those who have determined to reduce it to a minimum. Our economic supremacy may be lost, be- cause the country grows more and more full of unprofitable servants.” Extract from a letter of Woodrow Wilson dated January 12, 1909, in reply to an invitation to speak at a banquet of anti-strike and anti- boycott advocates: “TI am a fierce partisan of the open shop and of everything that makes for individual liberty, and I should like to contribute anything that it might be possible for me to contribute to the clarification of thinking and the formation of right purposes in matters of this kind.” At a dinner in the Waldorf Hotel on March 18, 1907, Dr. Woodrow Wilson spoke as follows: “We speak too exclusively of the capitalistic class. There is another as formidable an enemy to equality and freedom of opportunity as it is, and that is the class formed by the labor organizations and leaders of the country.” President Wilson told Congress that an eight-hour day was justified in the interest of health, efficiency, contentment and a general increase of economic vigor. Whether or not he is right is not the present ques- tion. In the Adamson bill, introduced in the House, it is provided that: “Eight hours shall in contracts for labor and service be deemed a day’s work, and the measure or standard of a day’s work for the purpose of reck- oning the compensation for services of all employes who are now, or may hereafter be employed by any com- mon carrier by railroad,” etc. Had Congress decided that rail- roading was such an employment that made it injurious to the health of the employes or safety of the public for men to work more than eight hours a day, legislation to that effect would have been within its powers. Laws that may properly be classed as police regulations have been enacted before this. But it cannot be claimed that authority for such legislation comes 9 through any Federal police power. The Federal Government has no powers except those expressly grant- ed, or which can be implied from the constitutional grants. Authority for such laws therefore must come from the commerce clause. But by no stretch of the imagination could a power be implied to regulate the contractual relations between em- ployer and employe in_ interstate commerce. This legislation does not say railroad companies shall not keep men at work more than eight hours. It means that compensation shall be on the basis of eight hours. If a man works ten hours he has worked « day and a quarter and is to be paid accordingly. This is not a regulation of hours of employment, but of com- pensation. Should Congress pass a law that hereafter all coal sold to a railroad for locomotive use should be on the basis of 1,500 pounds for a ton, and if a locomotive took more than 1,500 pounds in its tender, payment should be at the rate of one and one-half times for the excess, we would rid- icule such a law. Wherein is the dif- ference? Doing evil that good may come is ever a specious plea and never justi- fied. Making a scrap of paper of the Constitution is an evil which cannot be justified by the plea of necessity, Once admit that expediency is a jus- tification, and all our constitutional guarantees are sttre in time to be whittled away. Even a railroad strike would be preferable-—Wall St. News. The old Lexington-Concord con- troversy, as to which town furnished the enrbattled farmers shot was heard round the world, is reviv- ed. It was Samuel Hoar, who, in an oration upon Lafayette’s second visit, awoke the jealousies which have a faint echo to-day in the proceedings of the Massachusetts Historical Society. In his time con- flicting depositions were collected wholesale from the old residents, while now the historian laboriously cons over these documents, old prints, the evidence on the clash colonials and regulars gathered by the Crown and by the Continental Congress, and other available sources. The weight of opinion Lexington as having offered the first forcible resistance. But it is a shock to the schoolboy picture of the com- mon bather in smoke and fire to learn that this clash was brief, unpremedi- tated, and irresponsible, and_ that while om the British side one man and one horse were wounded, the man marched on to Concord and the horse bore his rider through the morning and at one o’clock found strength to run away. Lexington historians have contended that their townsmen deliberately held in battle ten times their number of British in- fantry; the fact is that they were dispersing when some hotheads fired as individuals. The latest investigator also has some remarks on the sensible retreat of the Concord men before the British advance. Plainly, it might have been better for some of the Lexington-Concord traditions had the controversy never been stirred up. whose local between inclines to MICHIGAN TRADESMAN September 13, 1916 GUS VORHEES. Story of a Popular Clothier Salesman in Action. - Written for the Tradesman. It was along in the middle of the afternoon shortly after the holidays that this vivid series of incidents happened, and only because that I must have been in a peculiarly re- ceptive mood they seemed to photo- graph themselves on my mind so as to come most readily to memory, down even to inflections and accom- panying gestures as well as words. And it took place in the Browning Clothing Store. I had remembered to drop in on my way to the 5:30 commuter to get a few collars and ties. And of course I wanted Gus Vorhees to wait on me. If you knew Gus, you wouldn’t wonder. Gus has such fine taste—and he’s such a fine fellow. Believe me, he's some kid —Gus is. He’s got the largest per- sonal following, I’ll venture to say, of any salesman in the retail cloth- ing and furnishings trade of Center- ville; and I want to put it to you straight, that’s some, for Centerville certainly has got some live-wires. The Browning Clothing Store of Centerville is, as you should know if you haven’t heard it before, the styl- ist shop de luxe for everything in men’s wearables—I mean smart, high grade, dependable and genteel mer- chandise. If you buy anything from going Browning’s it’s got to be good. They say so and they mean it. And their advertising has so impressed this idea on us Centerville men that we know everything we get there is good whether it is or not. And what a beautiful store it is to shop in! How I fiove to stand in the grand first floor salesroom, in some quiet little cuddy where I'll be out of the way of other customers and busy clerks, and just look about, ad- miring it and drinking in its sumptu- ous beauty. Finely figured mahogany in a soft, exquisite finish: and the most wonderful cabinets and cases. Sometimes—now this is interesting for it’s a bona fide confession from a rank outsider, or, in other words, TI am one of those strange animals you men in the trade all love so dearly and refer to so breezily, name- ly “the ultimate consumer;’ some- times, I repeat, the environment of that store seems to go to my head I get extravagant—and I try to be economical ordinarily, for that’s the way I have to be—yes, I get extrava- gant and run up a bill that fairly makes me gasp when the statement comes. But I write ’em out a check —and in a few days I find myself just hankerin’ to have a look-in on their windows: and in a few more days I’m right back—inside the store this time—and forgetting for the nonce that Iam not a rich man. Talk about the psychology of advertising! Well, take it from me there’s some- thing—I don’t know whether you'd call it psychology or not—about that beautifully furnished Browning Store that makes it amazingly easy for me to part with my hard-earned coin when I’m shopping there. But wait; I’m saying too much; ? want you to hear Gus Vorhees talk. “Oh say!” exclaimed Gus brightly, “we have a few white shirt specials— two dollar grade cut to one-fifty. If you can use a couple of ’em, Mr. Patton, you'd better get in on this. Sure, they’re a splendid value—just the kind you generally get. Wait a minute I’ll show ’em to you.” And Gus went to get the shirt. He was back in a trice. Gus knows the stock. They all do at Brownings. “All right,” considered the cus- tomer, “put in a couple.” “Any ties?” enquired Gus _ pleas- antly. “Oh, I think not!” he made reply. “Take a look at these scarfs, Mr. Patton,” Gus tempted. And Gus picked up (apparently at random) a beautiful green-and-red design, did it into an attractive knot, and held it off at arm’s length. “Pretty isn’t it?” he exclaimed in the kind of tone that makes one look again— and look longer next time. “Too flashy for me,” commented the customer. “D’ you think so?” echoed Gus with mild surprise, yet not of the kind to give offense. “T did think so,’ considered the customer looking at the tie more close- ly, “but I’m not so sure now. Really, Mr. Vorhees,” he went on almost as if he were talking to himself rather than the salesman, “sometimes I wonder if I’m not too partial to grays and blacks—conventional things, don’t you know?” And his voice took the rising inflection just at the end, and I had to smile inwardly as I noted that the customer—this Mr. Patton —had already gotten the habit of put- tink it up to Vorhees. We all do. Gus knows. If you doubt it, listen closely: “I don’t wonder,’ discriminated Gus Vorhees, laughing good-humor- edly, “I know you are! Consider the proposition for a moment. You are not an old man by a jug full. Then why dress like one? Men's suitings are conventional enough, heaven knows—especially for winter. Think it over! Take the suit you've got on —dark oxford gray; and you’ve got a black with a light pin-stripe, hard- ly noticeable—isn’t that your limit? Sure: and what’s true of you is true of ninety-eight other men out of every hundred—all of us conventionalized and toned down until we’ve lost the note of individuality and tone. Isn’t it the truth?” mitted that it was. “So,” pursued Vorhees, “the tie is about the only chance left us of brightening up—relieving the sheer sombreness of our present-day ap- pareling. Let’s not pass up the chance and doom ourselves to ever- lasting drabness. I’m strong person- ally for bold, decisively, sharply-defin- ed colors in men’s scarfs. They have character, individuality, and smartness (in the legitimate sense of that much abused word). What d’you think about it?” And Vorhees was not in the least surprised to hear his customer frank- And the customer ad- . ly confess that he considered the point well taken. But not to extend the account of the incident unduly, I may conclude by telling you that the customer took the green-and-red tie, also two other brightly colored scarfs that the sales- man assured him were genteel and tasteful for a man of his age and station of life. “How about collars, Mr. Patton? Here’s a fine one I think. How d’you like it? Yes, that’s just what I think. Oh no, it isn’t a bit higher than the one you have on; or if it is, not enough to make any difference. Of course you understand we've got it in a lower collar—like this, see? But if I were you I'd wear the higher one —half a dozen, d’you say? All right. Now, Mr. Patton, is there anything else?—underwear, socks, gloves—? Oh, all right! Take ’em with you? Very good, I'll have them done up in just a minute!” ‘ “Mr. Vorhees, just a minute!” It was Mr. Buffington, junior partner of the store speaking, and he came up where Gus was finishing his sales slip, bringing with him a fine-looking, full-blooded young fellow of about 23. “Gus, I want you to meet Mr. Middleton of Mt. Bird, one of our customers. This is our Mr. Vorhees, Mr. Middleton—familiarly known as Gus, but He’s not ‘gloomy;’ also I may say for him, he’s the most in- teresting specimen in captivity. He'll fix you up.” “Are you in any special hurry?” Gus enquired of me, in an undertone; “Sf so—” “Plenty of time, Gus!” I answered. glancing at my watch, and inwardly pleased; “go to it!” “All right, Mr. Middleton, with you in a pair of seconds! Good-bye, Mr. Patton—and thank you very much! Oh, don’t mention it! Only too glad! Now, Mr. Middleton—?” “Pair of gloves?” Sure! Number? D’you know,” gurgled Gus, “I made a mental bet you wouldn’t remember! Seven men out of nine don’t, from one time to another.” And Gus proceeded to measure his hand. “All right, I got you! What color? Something mighty nice here in a steel gray, smooth finish. Yes it is! Good, hefty stock in that glove! Something to it! Why that glove would make a bully good driving glove, only you boys have pretty much quit driving, haven't you? No, I should say old Mr, Horse isn’t in it! Good? Say boy, look at that trade-mark! Same quality year in and year out. There’s nothing bet- ter—if there was, we'd have it. Two dollars the world over—but if this war keeps on, and the visible sources of glove-leather keep diminishing, they’ll have to be more. All right. Wanted Immediately to buy beans, potatoes, seeds, grain, fruit, farm produce and sell feeds, coal, cement to farmers. Strong, able bodied, willing to work and do the work. References needed as to character and ability. We own a good MOSELEY BROS., Grand Rapids, Mich. house for residence. Another pair—tan, eh? Sure, I don’t blame you, You never have too many gloves; and one thing dead sure, they aren’t going to be any cheaper.” “Scarfs? We’ve got the swellest line this side of Broadway!—” but I'll forbear entering into details. I might tabulate results, though. One $2 scarf, three 75 cents ties in colors—four-in-hand style, and one white bow tie for evening wear, 50 cents: total, including gloves, $8.75—in exactly twelve minutes by the watch. “Pumps?” repeated Gus, “yes but they’re on the second floor. I’ll take you over to the elevator at once, and your bundle will be ready when you come down. And there’s a $1.25 com- ing to you out of that bill, will you wait a minute? Oh, all right, let it go until you come down.” And Gus led this new-found coun- try friend to the elevator, talking breezily as he went, asking about a couple of Mt. Bird people that often visit the store, and, I dare say, suc- ceeding in establishing himself in the good graces of that young person. And then he came to me and start- ed to apologize for his delay; but I assured him the delay had_ not in the least inconvenienced me; for it hadn’t I was amply repaid by enjoying the sight of Gus Vorhees in action. He’s some kid, Gus is. Chas. L. Garrison. —_2+>___ Made Sure. The Marketer—‘“Aren’t you wasting a good deal of that steak in trimming it?” The Butcher—“No ma’am; I weighed it first.” United Light & Railways Co. Davenport Chicago Grand Rapids Preferred Stock Dividend No. 24 Common Stock Dividend No. 7 The Board of Directors have declared a dividend of One and One-Half Per Cent. (1%%) on the First Preferred Stock and a dividend of One Per Cent. (1%) on the Common Stock payable out of the surplus earnings on Oct. 2, 1916, to stockholders of record at the close Oi eaaea 3:00 P. M., September 15th, Stock transfer books will reopen for transfer of stock certificates at the open- ing of business September 16th, 1916. H. HEINKE, Secretary. L.. September 6, 1916. Office of American Public Utilities Company Grand Rapids, Michigan Preferred Stock Dividend No. 27 The Directors of the American Public Utilities Company have declared the regular quarterly dividend of one and one-half per cent on the pre- ferred stock of the Company, payable September 30th, 1916, to stockholders of record at the close of business September 20th. 1916. Transfer books will be re-opened September 21st, 1916. Kelsey, Brewer & Company, September 11, 1916. Operators. Experienced, capable man with wife at Moseley Station tlhe : 4 > ‘eu < > Y a {.h4 i thee { ¢ > if. 4 > Y oo {.f- “ty > t f > 4 , a ¢ . » e » ees 4 September 13, 1916 Congestion Always Means Trouble. With business men taking a more lively interest in matters of health, the theory of what causes disease be- comes an interesting subject, and may help us to avoid trouble. Most of the theories of the past, no matter how childlike they appear to us now, contain some element of truth which explains how they have passed current in different ages. One of the oldest and most. universally accepted notions was the idea that dis- ease is caused by an evil spirit. This conception dates back as far as record- ed history and is still part of the re- ligion of the millions of people in such countries as India. The idea was quite common among our own pilgrim fathers in New England a few hundred years ago and so we read of the trials for witchcraft and the various means of punishment in trying to dispel the evil spirits that were supposed to cause disease and many other troubles. While the en- lightened public now look upon such theory of disease as altogether fool- ish, yet we recognize an element of truth in it in our modern philosophy which gives due weight to mental in- fluences on conditions of health. Most all schools of medicine now take into consideration the fact that wrong thinking such as anger, worry, fear and malice produces its natural phy- sical effect in some form of sickness. The nineteenth century idea of what causes disease seemed to have been that it was due to a lack of some particular drug or chemical ele- ment in the human system, at least we are justified in this conclusion by the all but universal practice of ad- ministering drugs for every sort of human ailment. The entire mineral and vegetable kingdoms were ran- sacked to discover cure-alls for dis- ease and the patent medicine business grew into a great industry. During the past generation or more a new idea of what causes sickness, followed the work of the students of microscopy and we have the germ theory of disease. According to this school of medicine no matter what ailment you have there is a disease germ making war on your physical anatomy, This theory is responsible for all sorts of extravagant health regulations from certain health boards. Later on it was discovered that the body is full of health germs at all times and that perfect health is impossible without the presence of this microscopic life. More re- cently. some biological authorities tell us that there are very few disease germs—that most of the disease germs were simply health germs that had taken on a war-like attitude. If this is correct, it would seem that germs are like people and some of them go crazy on occasion and like the European nations go on a war spree until subdued by some counteracting influence. The most modern and to many the most rational and common sense the- ory of disease, and that now held by the practitioners of many different schools, is that congestion is the ini- tial cause of most of human ailments and that the neglect of this conges- tion and failure to give it quick re- so-called . MICHIGAN TRADESMAN lief or “break it up” as the doctors put it, is what lands us in the clutches of a hard cold, the grippe, various forms of rheumatism, pneumonia and a long list of ailments that you see listed in the patent medicine adver- tisement. The working theory of those who treat disease from this basis is that the first congestion causes muscular contraction, bring- ing abnormal pressure on certain nerves which in turn causes imperfect action of the various organs, and then follows dyspepsia, liver trouble, pneumonia, or a thousand and one ailments that afflict us. To break up this congestion at the start is a comparatively simple mat- ter, but if neglected the results may be very serious and relief may even come too late. This at least may be said for this particular theory that it offers a reasonable explanation of such troubles while most other the- ories have altogether too much shrouded in mystery and left to the imagination. Dr. Woods Hutchinson’s article on “Health Hints for Business Men,” published in this journal some months ago, was given up mostly to suggestions on avoiding congestion. Congestion means trouble, whether in the individual in great cities or in rail or ocean traffic. Quick relief is the first need for acute congestion, and in your physical body nature pro- vides sure signals of distress through the agency of pain. It is up to you to find some means of getting rid of the pain by relieving the congestion without delay—Commercial West. ——_>+ + Activities in Michigan Cities. Written for the Tradesman. The newly organized Chamber of Commerce of Hillsdale has elected the following officers: President, Fred E. Perry; Vice-President, Don Buchanan; director of organization, H. J. Burgess; director of industry, George E. Tubbs; director of busi- ness, F. L. Farnsworth; director of civic affairs, J. W. Mauck; director of agriculture, Guy Stone; directors at large, F. A. Roethlisberger and Fred Pinkham. Ann Arbor must adopt some other curfew signal as the whistle on the pumping station has been declared a nuisance by the Common Council. One argument in favor of retaining the whistle was that the farmers set their clocks by it and an alderman in a retort courteous suggested that it might be a good thing to move the signal five miles out in the country. Reports from Houghton and Han- cock show a large increase in both passenger and freight business for August through Portage Lake, as compared with'a year ago. Copper shipments were 14,023 tons, as against 9,968 tons last year. Petoskey will build a septic tank this fall, following plans of the State Health Department, to care for its city sewage. H. L. Clemons, of Racine, Wis., is the new Secretary of the Escanaba Commercial Club. He is a former newspaper man. The Ann Arbor News-Times is now in a nice home of its own and one of the features is an auditorium, rest rooms and women’s retiring rooms, which are placed at the disposal of town and country folk as a munity center. Pontiac reports an increase of 445 children in the grade schools alone, besides a large increase in the high school this year. Belding’s new boulevard lights have been turned on and the night effect downtown is pleasing. There are sixty of the single light posts and the new system, with the new paving and other improvements, makes shine, The Menominee Commercial Club has arranged for get-together lunch- eons Monday noons. Lansing’s health officer reports over fifty cases of typhoid fever there since Aug. 1, most of the cases being com- 3elding il in the Northeast section where sur- face wells and outside toilets prevail. Albion and Vicksburg have added motor driven apparatus to their fire fighting equipment. Business men of the Calumet and Laurium district are considering plans for a paid fire department. Almond. Griffen. 2 2 They Were Not Affected. A doctor attended an old lady from Scotland, who had cold. caught a severe “Did your teeth chatter when you felt the chill coming over you?” asked the doctor. “I dinna ken, doctor; they were ly- ino on the table!’ was the pleasant reply.

ESTABLISHED 1879 “Alte [OhimeSi ry & Heating CG 45 PEARL STREET GRAND RAPIDS, MICHIGAN Pisit our booth at the Fair in east entrance next to herpolshetmer’s, to have pour requirements analp3zed bp our erperts THOSE surroundings are most pleasant. is up to the minute. to have you call on us. Guarantee GooD oe ORNBOS f Cigars Made in an absolutely new, sanitary daylight factory where the The building is new and everything When in Grand Rapids at the State Fair, we would be pleased FIVE BRANDS OF CIGARS: DORNBOS SINGLE BINDER - - - 5¢ One ame Cll Cl lll tl tll THE DORNBOS BISMARK | + . 7 THE ALLEN D. es = + THE ALLEN D. GRANT - - - - 10¢ We are prepared to give a written guarantee that every Dornbos cigar is made with but one binder blended with Havana and seed filler. heid up to the highest possible standard. PETER DORNBOS - Quality and workmanship are 16-18 Fulton St.,W. MICHIGAN TRADESMAN September 13, 1916 Je LU) i2 « Piacoa S. 3 Fe mo) rou = ad “ee a E Gwe = ae . © & 7 = = > = € => aa a : a “ . . — ER orm SHOE MARKET B ~ =. : = ss 2 a= FF = f= = - Bz G iN ~ a a Cee ae — - a ose - pa nfl A “Sas pra SS -_—— a ey _ ee - . - fi < Effective Salesmanship in the Shoe Store. Written for the Tradesman. Under the caption, “The Art of Salesmanship,” there recently appear- ed in the Pittsburg Chronicle-Tele- graph, the following item: “Mrs. Aytoun wanted new shoes, so she went into a shop where an obliging assistant brought out a se- lection for her to try on. “*That’s strange, madam,’ said he, after many vain attempts to fit her. ‘One of your feet is larger than the other.’ “Bristling with rage, the lady left that shop and sought another. Here gain the assistant failed to find a air that would do. “ “How madam,’ he said, ‘one of your feet is smaller than the other.’ “And i © curious, with a beaming smile Mrs. Aytoun bought two pairs.” This briefly-told. incident, the read- ing of which causes one to smile at the naivete of the so-called “assist- ant” as well as this quirk of human nature displayed by the patron of the shoe store, is nevertheless true to truth. And it teaches a good lesson in shoe salesmanship, No woman relishes being told that her feet—are large—or that even one of her feet is disproportionately large. They may be large; or one of them may be larger than it should be. 3ut the salesman is surely not going to get himself into graces by telling her so. That kind of a statement is on a par with the oft-quoted negative ap- proach: “You don’t want to buy so and so, do you?” And of course the person thus approached responds by “No, I believe not.” Natur- ally the negative idea is suggested to the mind of the prospective cus- tomer, and the prospective customer takes it up. This suggested notion of “one foot being larger than the other” is not only negative, but irritating as well. And, for other reasons, it is ob- jectionable and—silly. milady’s good saying: There is generally a full half size difference in feet, both among men and women. The veriest tyro in shoe salesmanship ought to know this much. In some cases—as doubtless in this one—the difference in the size of the two feet is even more ap- preciable. The thing to do is not to talk about it at all, but to proceed to fit one’s customer as nearly as possible. Se- lect a last that suits the general shape of the foot, and of a size that fits the larger of the two feet—not loosely, but snugly, comfortably; and let the smaller foot take care of itself. If necessary, slip in an insole to take up the surplus space. This will take out the creases under the instep— if there are any, as there are likely to be—and make the shoe fit almost, if not altogether, as well as the other one. And, if necessary to refer to the matter at all, do as the second sales- man did; speak of it as being “small- er’ than the other one. This is tact, commonsense, good judgment, selling genius—or what- ever you are minded to call it. I have quoted this interesting little item because it gives an insight into human nature and illustrates a splendid idea in salesmanship at one and the same time. Happy is the shoe salesman who possesses the knack of rubbing the fur the right way. People who sell things must understand how to in- gratiate themselves by saying the things that please, rather than dig- annexing themselves from hints and suggestions that irritate. Sometimes this understanding is born in one— I think this is true generally of the best salesmen of whatever line; but if one realizes that he doesn’t possess it naturally, he ought to studiously apply himself to the acquisition of it. He needs it, and will never succeed as a salesperson until he acquires it. There are vocations. in life, per- haps, where one can be frank and out- spoken—perhaps even brusque—and still get away with it; but not as a retail shoe salesman. I heard a man say once: “Well. maybe you don’t like it because I say this (I have forgotten what he was saying); maybe you are saying that I shouldn’t ‘rub the fur the wrong way.’ Now listen: if you think I’m rubbing the cat’s fur the wrong way, you turn the cat around!” Now that pretty- clever I thought. The man was a lecturer, and he could say things like that. But suppose, as a retail shoe dealer or shoe salesman, you try that sort of thing out and see where you head in. It won't work in the shoe store —it won’t work in any sort of a store. Now the line between effective salesmanship and the ineffective sort, is often a very thin line. Two shoe salesmen may be relatively equal in their knowledge of shoes, in their willingness, and in their enthusiasm about the business; both of them may have pleasing personalities—up to a certain point; and both apparently on an equal footing as regards ability. And yet—one of them may be ever so much more efficient than the other and put it all over him in the matter of sales. Why? was In Stock The Latest in Women’s High Cut Boots Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. Stock No. 757 761 762 7543 7553 7554 7555 7556 7562 7563 7564 7565 7570 7571 7575 7591 7593 Stock No. 7554 seven inch dull kid, plain toe,, lace, grey cloth top, half Louis heel, McKay, sizes 3 to 7 D....$ 2.50 seven inch patent, plain toe, lace, grey cloth top, half Louis heel, McKay, sizes 3 to7 D.... seven inch Golden Brown kid, plain toe, lace, brown cloth top, half Louis heel, McKay sole, mivee Sto 7D 6 eight inch patent, plain toe, lace, matt top, machine sewed sole, turn finish, half Louis heel, Wash CaP... 2... 3... eight inch patent, plain toe, button, matt top, machine sewed sole, turn finish, half Louis heel, meee Te aes... eight inch bright kid, plain toe, lace, mach'ne sewed sole, turn finish, half Louis heel, sizes 3 to 7 B and C seven inch patent, plain recede toe, lace matt top, welt, sizes 3to 7 CandD.... seven inch gun metal, plain toe, lace, matt top, single sole welt, sizes 3 to 7 C andD .... eight inch bronze, lace, plain toe, single sole, turn finish, half Louis heel, sizes 3 to 7 B,C, D eight inch Mahogany Russia Calf, sport shoe, ball strap, tan rubber heel, heavy single sole, Oe eT CD... seven inch black vici kid, and low fancy heel fox- ing, white kid top, single sole, two-inch leather Louis heel, sizes 3 to 6% C, 3% to 644 D.... eight inch Russia Calf, plain’ recede toe, lace, machine sewed, turn finish, half Louis heel, Preset te Cago........ 2... eight inch stone grey vamp and fox, pearl grey top, plain toe, lace, machine sewed, turn finish, covered Louis heel, sizes 3 to7 BandC...... eight inch bright vici kid vamp and fox, white washable kid top, plain toe, lace, machine sewed sole, turn finish, leather Louis heel, sizes 3 to ee eight inch bright vici kid, plain toe, lace, ma- chine sewed, turn finish, leather Louis heel, Meee etT ec... eight and one-half inch new Brown Kid, three- quarter fox, plain toe lace, white washable kid top, perforated edge on vamp, invisible eyelets, single sole welt, two inch leather Louis heel, 3% to 6% B,3to6%CandD............... eight and one-half inch black vici kid, lace, Stag vamp, imitation tip, whole white washable kid quarter, single sole welt, two-inch leather Louis heel, 31%4 to 6% BandC........_. a To hesitate is to lose sales. Order today. HIRTH-KRAUSE COMPANY Grand Rapids, Mich. 2.50 2.75 2.85 3.50 3.75 3.50 3.75 5.00 4.56 3.50 4.75 4.50 <4 4 EF ¥ September 138, 1916 Well, to revert to our newspaper incident, one of them is the sort of a fellow that says: “Madam, one of your feet is larger than the other.’ While the other man exclaims, as if he had discovered a wonderful and charming secret: “How curious, madam! one of your feet is smaller than the other!” And no doubt he said it in such a way as to convey the impression that even the other foot was small, but this one appears to be strangely small. In all of this it should be under- stood, of course, that there should be discrimination, good taste, or finesse —to lay it on too thickly or over-do it is perhaps worse in its effect than not to attempt it at all. But one “to the manner born” will make no mis- take here, and all others who aspire to efficiency in the art, will learn the charm of discretion. As a class, I think it may be truly said that retail shoe salesmen, the country over, measure up well with retail salesmen in other lines—and yet one may say without incurring the charge of being biased or cap- tious, that there is ample room for improvement. Not so much in the big points of shoe salesmanship as in the little points, Wherever you see one shoe sales- man surging ahead of all others and smashing sales records, study his methods a bit and see if I am not right in my contention that it is a mastery of the small details—the fine points of salesmanship—that is en- abling him to turn the trick. Cid McKay. MICHIGAN TRADESMAN Keeping Down the Loss From Fire. A few months ago the largest shoe store in the State of Arkansas was totally destroyed by fire, involving a money loss of upwards of $125,000. A few weeks ago the Retailer report- ed the destruction by fire of the larg- est exclusive shoe store in the State of Wisconsin. The loss from this fire approximated $125,000, with in- surance of about $100,000. It must be borne in mind that in both cases the loss of money applied to the in- surable stocks, and does not repre- sent the substantial loss to the owners in being temporarily put out of busi- ness. These two big fires are striking il- lustrations of the necessity of dealers excercising every care to lessen the risk of fire in their stores. The base- ment ordinarily is the weakest point, hence the one place in every store where precaution should be taken to prevent fire. While it is true that the mental habit of people is to as- sume that fire departments are main- tained for the exclusive purpose of extinguishing fires, it is obvious that a moral duty rests upon every citizen to protect himself and the community by co-operating with the fire depart- ment to lessen the risk of fires. There are certain specific rules or obligations which the insurance com- panies insist upon when they take a fire risk, but in addition to these ob- ligations there must be a_ personal consideration of them by the insured. Property owners can do good service both in their own interest and in the interest of their community in this matter by first caring for the hazard of their own property, and then help- ing in any local movement to elimin- ate or reduce the fire hazard of their city. The Retailer recommends that every dealer in the study of his own prop- erty should give specific attention to the following items: Exposure Hazard. If your premises are surrounded or exposed to proper- ty that is inflammable or otherwise hazardous, you are paying for this danger in your insurance rate. Study your location and your exposure haz- ard and the reasonable means of bet- tering your own property (such as fire-proofiing doors and windows and outside walls, extending fire walls above roof, non-combustible roofs, etc.), so as to minimize this physical exposure hazard. Construction. A large part of your insurance rate is always based on deficiences in physical construction of your property, Study this (such as unprotected and horizontal openings, too large areas undivided by fire walls, concealed spaces, etc.), and ascertain how they may be reasonably reme- died, and how much improvement will reduce your insurance rate. Protection. The best located and constructed property in the world without adequate fire alarm and ex- tinguishing facilities may suffer from fire either in building or contents or both. Burning contents often ruin so-called fireproof buildings. Study the deficiencies of your property in this respect and better them (by in- stalling metal waste and ash cans, 13 fire buckets, chemical extinguishers, automatic sprinkler or standpipe sys- tems, etc.), and you may find the in- vestment highly profitable in the in- duced hazard and rate. Occupancy. Every business has in- herent in it certain dangerous hazard characteristics. Study the na- ture of your business and properly fire care for and isolate material or pro- cesses which may unduly or accelerate fires. occasion Equipment. Virtually all property must be heated, lighted and ventilated, and all this equipment, in addition to special apparatus required by al- most every business, has fire hazard. Study the character of your equip- ment thoroughly before purchasing, and that improve which you now have. Management. Keep your property clean. Half‘of all American fire waste comes from careless accumulation of dirt and rubbish, and disorder. Teach your people and order, and organize them to detect and ex- tinguish fire, and how to call the pub- lic fire department quickly necessity requires—Shoe —_>+--___ Knew By Experience. Said the teacher to the little He- brew boy: “Ikey, is the world flat or round?” “Tt ain’t needer vun, teacher,” said Ikey. “But what is it, Tkey,” teacher in surprise, “if round nor flat?” cleanliness when Retailer. asked the it is niether “Vell” said Ikey with conviction, “mine fader he says it vos crooked.” Attention Shoe Merchants of Western Michigan and Elsewhere We invite you to be our guests at the West Michigan State Fair September 18-22. Your and your wife’s fully paid admission is waiting for you at our office. During this week we offer you a certain quantity of high quality shoes at a price that will give you a large, quick retail profit. We are not going into details as to what kind they are. Rest assured they are all live-wire sellers. Though you live in Michigan, we know that you hail from the mythical region of Missouri and have to be shown. In this ad we are merely asking for a chance to show you, and we earnestly believe that if you visit us during Fair week you will be glad you came. 10 North Ionia Ave., just as you come up from the depot SHO! Rindge, Kalmbach, Logie Company GRAND RAPIDS, MICHIGAN RETURNED GOODS. The Paramount Trade Evil of the Nation. Every decade has and always will a ils present- ing themselves as problems requiring solution. \ the altering condi- tions and ethics of trade there must have its peculiar trade e De VEXINg questions. The present finds us in mental con- flict over the questions of legislative mail order compe- price mamntenanc ie <° t1t1i0n, trading s5s nps comparative credits, free or deliveries, labor, None of these has hin ents that threaten the oundations of merchandising. Yet there is one that does, and it be- hooves us as business men, not to allow derivative problems to blind us to a fundamental evil. Not within my memory or ken has nenace to trade which 1g practice of return- known as the re- The law of eco- nomics 1 it violates,is that which was in in the memorable polit- It will be re- called that the proponents of a bimet- talic money led by syran were opposed by the support- ers of the existing single standard of gold led by McKinley. Without dis- cussing the merits of that issue, I wish to note that the vital question ical campaign of 1896. 7 ; ¢ standard or before the voters was whether “free silver” would unstabilize our cur- rency. In that stirring campaign, we were all brought to a full realization of the fundamental necessity of keep- dollar at par, a necessity both recognized. The “free silver” advocates were accused of threatening the fixity of the dol- lar’s value and the fear of this de- cided the election. Now through another and far subtler channel, there is working a force that is actually undermining the value of the dollar. That force is the growing tendency throughout all trade to change the psychology of sale, by attaching an expressed or implied reservation of right to trade back, It is the practice of tying to the dollar a string known as the re- ing the which sides turn goods privilege. A dollar that has a string to it is just as bad as one that has a plug in it. Meaning of Term. To preclude any divided sympathies in this question and to compel every thinking man to condemn the return goods practice let me define just what is meant by the term. Essentially the anti-return goods movement is but a protest against the suspension of inviolability of contract. A _ sale is a contract wherein the seller agrees to deliver a definite commodity for a definite sum of money. Against any invasion of this law by the return goods practice we protest, but with its operation otherwise there is no Therefore we assert that if the seller has delivered the merchan- dise when and as ordered the buyer has not or should not have the right of return unless expressly provided in the purchase contract. It will be issue. MICHIGAN TRADESMAN seen that this does not preclude the buyer from returning merchandise which is other than he has ordered, or which has proven defective or even the actual merchandise purchased if the purchase was made with the ex- press stipulation of such right. It is only desired that both parties stand by their contract. Trade contracts are entered into with very little formality, and much of their essence is based upon trade custom and here is where the dan- gerous element enters. The return goods practice is growing so preval- ent that it is beginning to assume the dignity of a custom. The introduc- tion of India rubber into sales con- tracts is what we contend against for with this tendency unchecked a sale will ultimately mean nothing defi- nite. With a string on the dollar, the buyer will be able to pull it back at any time. The Issue. The question before every trades- man and ultimately before every citizen in America from the humblest consumer to the greatest king of com- merce is, do we want the American dollar leashed? The extent to which this has al- ready been accomplished is amazing. Figures show that in the dry goods trade from 10 per cent. to 50 per cent. of all the dollars taken in by retail stores have strings attached, that is, from 10 per cent. to 50 per cent. of their total “sales” come back to the store. The cost of maintain- ing this “service” is in some stores equal to or even larger than the rent. Nor does the string extend only from the consumer to the retailer. The re- tailer passes the strung dollar to the jobber, the jobber to the manufac- turer, the manufacturer to the raw producer and all of them pull the string more or less frequently. This is trading backwards—an unnatural process whereby the commodity de- mands the dollar instead of vice- versa. The commodity assumes a fixity of value, (the price it origin- ally sold at) and regardless of de- preciation through lapse of time. usage, and exxpense of handling, change in style or popularity, etc., demands that the dollar come down to its level of depreciation and ex- change on equal terms. What this level of depreciation may be, of course, varies under different conditions, but the essential point is that variation is injected and there- fore the dollar is variable and unstab- lized. Of the two factors of trade the dol- lar must be the stable factor and the commodity the variable factor. The dollar is the anchor and if it is shifty the ship of commerce may be dashed against the rocks by wind or wave. Whether it be the housewife who returns a piece of merchandise after six months use, or a retailer who re- turns merchandise after he finds he can not use it, the practicer is com- mitting a serious offense against trade that threatens to demoralize the whole institution. Sale Must Be Kept Pure. We must conserve the purity of sale. The consummation of sale is September 13, 1916 The Ideal Shoe From a Dealer’s Standpoint H. B. HARD PAN SERVICE SHOE There are also thousands of wearers who consider them ideal. They are the most satisfactory service shoes to wear and sell. If you want to swell the ‘‘Net Profit’? column ° and the ‘Satisfied Customer’ sell H. B. Hard Pan Service Shoes Every retailer knows that the more ‘‘steady customers’’ he can obtain the more solid his business will become. There is no shoe to-day whose construction requires such high grade material and such infinite care in the making as the H. B. HARD PAN Shoe. All this care in the selection of material and in building the shoe is taken to the end that the finished product will give the utmost satisfaction to the wearer, and make him a ‘‘steady customer” for the retailer furnishing him the shoe. Think what an agency for this line means to you in protection and profit. THEY WEAR LIKE IRON HEROLD-BERTSCH SHOE CO. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. Are You Keen for Real Classy Shoes? Be one of the ‘‘Live Wires” who are getting the Snappy, Classy Gotshall Shoes For Growing Girls No 20244—Patent Colt Lace. Good- year Welt, Mat top, 2% to7 DD WE 55) de eceicecees ce: . $2.75 No. 3608—Gun Metal Lace, Goat top, Goodyear Welt, Be OD jo acco. $2.50 Clean, high grade, fine and profitable merchandise. Gotshall’s Specialties at Gotshall’s Boston Prices. Grand RapidsShoe ® Rubber The Michigan People Grand Rapids Se Se Ay September 138, 1916 the object of trade and when the ac- tual exchange of commodity for money is effected trade is satisfied. The return goods practice does not permit this happy consummation, be- cause a sale is not a sale with the re- turn privilege attached. Settlement periods and fiscal state. ‘ments mean nothing under the re- turn goods practice because the final position of the dollar or its value can not be determined. This insidious trade practice substitutes in business the element of conjecture for the ele- ment of fact. It makes business un- definable, unmeasurable and un- manageable, in truth it utterly de- moralizes it. The Future Threatening. Manifest as this evil is to-day its harm will not be fully realized until we reach a declining market. With commodities appreciating there is an automatic influence against trading back, but when prices commence to go down this deterrent will be dis- placed by a provocative and it is easily imaginable that merchants will be swamped with “come backs” that may effect with other contributing causes a National panic. There cer- tainly exists in present conditions a dangerous element of inflation be- cause many commodities are appar- ently sold but not actually sold be- cause buyers have “buying” with a reservation. We are fast becoming a Nation of speculators instead of traders. We are putting india rubber into our sales contracts, so we can stretch them to any desired length —when the debtors let go the cred- itors will get an awful sting. This is a National question tran- scending every other economic prob- lem because it violates the first law of trade which requires the security of contract, the fixity of money value and obligation and the preclusion of repudiation. The trade press and trade organ- izations and individual merchants should join in agitation against the return goods evil in the hope that we may rouse the National business conscience against trade repudiation and, repudiationists and arrest a spreading evil that is superficially vexatious and fundamentally menac- ing to the whole institution of trade. E. C, Riegel. 2 Importance of the Small Distributor, Is it not time for manufacturers to pay less attention to large distribu- tors and more carefully look after the wants of the “fellows on the edges?” Has not centralization reached its limit, and is not the present tendency toward decentralization among whole- salers and retailers alike? Consider a few figures: Expenses of department stores now average 266 per cent.; but in cities of 500,000, such stores are burdened by expenses of around 28 per cent.; while in Chicago the figures run from 30 per cent. to 31 per cent. in the “Loop;” and the same holds good of New York in the downtown district. This condition in the big centers is offset by averages of 22 per cent. to 25 per cent. in outlying districts and smaller towns. So there is room for a splendid net profit to the smaller stores in the more re- MICHIGAN TRADESMAN stricted districts in the margin’ be- tween their expense accounts and those of the big fellows. Again, twenty years ago there were very few grocery jobbers in small towns. New York, Chicago, Phila- delphia, and other cities had things their own way, and every fac- tor, including large volume and fre- quent general turnover, contributed to a low average of expense. Those houses then did business under a bur- den of about 5 per cent. To-day, New York grocery jobbing houses carry expense accounts of not less than 10 per cent—some claim even 12 per cent.—while Chicago is probably not far behind, although she has the great advantage of an underground freight tunnel of labyrinthine ramifications. Chicago probably runs between 7% per cent. and 9 per cent. So the lo- cal grocery jobber operating in towns of from 25,000 down to distributing centers with only 1,000 souls, carries an expensive-average of only 6 per cent., and thus occupies an impreg- nable position under the umbrella of the big-city distributor, big Analysis of the expense account has resulted in some very remarkable con. ditions. For example, there is the State of Colorado with total popula- tion of less than 1,000,000, and with over one-third of her people in the three cities of Denver, Pueblo, and Colorado Springs. Mountain freights are so heavy that it is economical for most grocery jobbers to maintain branch houses, or affiliated connec- tions, at several points. In these cir- cumstances, what chance has the Chi- cago or New York house, aside from special lines, imported items, and a few private brands? There can be no tonnage, properly so called, for the big fellows. Hence, dry goods jobbers in St. Joseph, Missouri, and Kansas City flourish under conditions which caus- ed the suspension of one of the oldest houses in New York only a few years ago. One Kansas City grocery job- ber has affiliated connections in Pue- blo, Colorado, Dodge City, Kansas, and Albuquerque, N. M., if not else- where. Meantime, retail stores of very large proportions are developing in the outlying districts of big cities. There is Koch & Co., in 125th street, New York; Wiebolt, Milwaukee av- enue, Chicago, and very recently the Robinson Dry Goods Company, one of the strongest and highest grade department stores of Los Angeles, has broken away from the high-rent dis- trict and occupies a superb new build- ing at 7th and Grand avenues. Charles Weisbecker, one of the largest food distributors in Manhattan, has stores on 125th street and on Broadway, near 110th street. few stores in New York, taken in- dividually, do a larger business than the two Weisbecker stores consider- ed as units. In the little town of Madison, Wis., is one dry goods store that would loom up quite respectably beside Gim- bel’s in Milwaukee; and what is prob- ably the most successful grocery store in the country, considering population and sales, is in Elgin, Ill. With a population of around 28,000, the sales It is probably true that are close to $4,000,000 a year—all re- tail business. Similar conditions prevail through- out the entire country. Supplies are getting closer to the retailer and con- sumer. And these changes have oc- curred within the life-span of men still in the harness. Some of us well remember when a gross margin of 12% per cent. on groceries was suf- ficient for expenses and point, where- as the expense account alone of the most efficient grocer of 1916 is around 13 per cent., while the average is 1634 per cent. So it should certainly seem as if the most productive field for the man- ufacturer of to-day and the future, the field the intensive cultivation of which promises richest and most per- manently valuable returns, is the dis- tributor, wholesale and retail “on the edges.’—Printers’ Ink. A man’s sins usually find him in: his neighbors find him out. N eneeenens & Glasér Leather Co. ; Shvemakers and Shoe Store Supplies 240 Pearl St. “Near the Bridge” sie aay Grand Rapids, Mich. arts eeley FOR tu) LIQUOR AND DRUG USERS Before You Decide on Liquor or ‘Drug Treatment, consider carefully into whose hands you place your- self. Serious investigation by phy- sicians and prospective patients in- variably results in selecting the KEELEY—the Original, Scientific, Rational Treatment. Brietly, here’s why: 86 years success, skilled phy- sicians, kindly treatment, natural health building, reasonable charg- es, no restraints, no publicity. We treat both men and women. No nausea or bad after-effects—we do not use Hyoscine, emetics or “Knock-outs.’’ Established 36 vears. Interesting booklet mailed in plain sealed wrapper. Write to-day. THE KEELY INSTITUTE 733 Ottawa Ave., N.W., Grand Rapids “Brandau-Brand”’ Service Shoes FOR SHOP AND FARM Manufactured by Brandau Shoe Co. - Detroit, Mich. Handled by All Jobbers DUTCH MASTERS CIGARS Made in a Model Factory Enjoyed by Discriminating Smokers G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS Sold by All Dealers 16 GETTING A PROFIT. Proper Buying and Provision for Turnovers Essential. One of the lesser 5 and 10-cent store syndicates made $352,000 net profits last year. This sounds pretty big. If it were not for the fact that the men operat- ing this syndicate are made out of the same poor fragile clay as the rest of us, some retailers would be dis- posed to regard the showing as some- thing approaching superhuman. Even as it is, they look upon it as the working of a system in which they, being ordinary sellers of goods, can They think this syn- dicate must have some remarkable and hidden sources of supply, from which it can buy goods at a price that gives them a fancy profit. There is something not understandable. something about the thing. There are the glittering profits that are shown up at the end of the year but how profits are attained is, according to the idea of some, a thing too deep for the average store man to fathom. 3ut let’s dig into the thing a little and see if there really is any mys- tery, anything occult. Let’s peer be- hind the curtains and see if there is any trace of a gentleman in a flan- nelette nightgown wearing long whis- kers and a cap with stars on it and having a crystal globe in his hand. We see none. Let’s listen and see if we can hear the departed spirits rap- ping on the table. We hear none. Neither do we see any clairvoyant or any gypsy reader of the palm. I guess we'll have to conclude there is nothing supernatural about the thing. So let’s investigate in plain United States. Let’s look up the figures, the business that brought in these profits. We find that this syndicate last year did a gross business of $5,500,- 000. We figure with a pencil a little bit—not in mysterious signs, not in unfathomable symbols but in plain ordinary one’s, two’s, three’s and four’s—and we find that the net prof- its gained by this syndicate amounted to only about 6 per cent. on sales! Where is the mystery? If you, Mr. Merchant, made less than 6 per cent. net on sales you would not be very well satisfied. The chances are you make more. The thing behind this syndicate’s showing is not mystery. It is not some undue advantage of buying that you do not possess. It is not some wonderful species of retailing that is beyond your reach. It is turnover—the gain- ing of a compound profit, which is the profit of the turn on the turn on the turn. This concern simply goods and sells them. It buys some more and sells them. It buys just enough of each line of goods to make fts investment stretch out over as many lines as possible. Buying the goods in modest quantities, it can crowd an almost unbelievable num- ber of items into a store. Thus it gets many profits instead of a few and makes every dollar of its capital work to the limit. Instead of having in stock a hundred dollars’ worth of one item, it has ten dollars’ worth have no part. dark, those buys some MICHIGAN TRADESMAN of each of ten items. Therefore, it makes that hundred dollars bring in ten profits instead of one. That, gen- tlemen, is the great principle of mak- ing a dollar turn. What seems to be mystery is noth- ing but hard headed business. And there is not any make believe about it, either. Turnovers proves itself. It does not ask favors. All it requires is proper application of certain prin- ciples which I shall endeavor to touch upon here briefly. Take the case of the gentleman from sunny Italy who sells bananas on the street corner. If he had to bring his bananas from Central America, if he had to conduct plantations, if he had to dicker with fickle governments for concessions and fight with rebellious plantation workmen he would not be able to G. A. Nichols. “sella da banan” at 10 cents a dozen or eight for 10 cents. Behind this man is a marvelous system of ships, of capital, of brains that brings the bananas to him as he needs them. The Jobber’s Place in Business. Right here is a good place to say that somebody has to take a risk in business. Somebody has got to buy in huge quantities. Somebody has to provide the capital, the organization and the skill to bring merchandise from all quarters of the earth where it is made or grown. If the individ- ual retailer had to do this, what chaos would result! This mighty work that makes pos- sible the prosperity of the retail store is done by the jobber. Modern whole- saling is conducted on a plan of mar- velous efficiency. Methods of buying, assembling and distributing mer- chandise have been worked down to a position of 100 per cent. correct- ness. The jobber with his millions gets the goods and carries the invest- ment. The retailer with his hun- dreds or his thousands buys the goods as he needs them, sells them as he buys them, discounts his bills, thus increasing his buying capacity and in it all actually turns his jobber’s cap- ital to make a profit for himself. Let’s go back to the gentleman with bananas. He starts in the morn- ing with a bunch of bananas for which he has paid cash. He sells that bunch during the day. Next day he buys another bunch and sells it. Ditto the next day. Next day or the next or the next he may have worked up his business to a point where he needs two bunches. He is always on the job. So he really turns his stock 365 times a year. In other words, he does a gross business of a good’ many hundred dollars on an investment of the single bunch of bananas. Suppose this man should some morning see a favorable opportunity to buy several bunches of bananas at a discount. Should he buy them he might use up all his available cap- ital and that day have nothing but bananas to sell in place of the sev- eral lines he had the day before. He might have to have more room in which to display them. It is possible that he would need more help to take care of them. Now get this: The fact that he had several bunches of bananas to sell in place of the first bunch he had the day before would not enable him to sell any more bananas. Remember always that it is in the selling and not in the buying where the profit is made. He buys a bunch of bananas and his investment is an absolute loss until he sells the bananas. And when he sells them, his profit is not owing to what he bought but owing to what he sold, If retailers would keep this princi- ple in mind—that profits come from sales and not from purchase—much less complaint would be made about failing to gain an adequate net profit. In a certain large city there is a haberdasher who does a business of many thousand dollars a year in a little hole in the wall on a side street. He makes more net profit than many a merchant with twenty times his in- vestment in stock. His tiny little cigar box of a store has space for only a few hundred dollars’ worth of goods. His investment is just about what he can sell in two days’ busi- ness. One day’s supply he keeps on his shelves. The other day’s supply is kept in a storeroom over his sell- ing floor. Every night at the close of a day’s business the stock is re- plenished as it needs from this store- room and next morning the store- room is replenished in turn from the jobber’s stock. Thus this man is able to make each dollar do the work of twenty. And if I should tell you the number of times his stock turns in a year you would hardly believe it. This is what can very rightfully be called buying for a profit. Of course, not every man can buy this way. This haberdasher is particularly happily situated, being in close touch with an unlimited supply and having his line limited to quick turning specialties. But the same thing can be applied although in a lesser degree to every business, No matter whether a man is run- ning a commissary, a department store, a variety store, a hardware store or any other kind, most of his troubles can be summed up in just three words: | Lack of Turnover. What should be profits is piled up in the store month after month, year after year, in the form of unsalable merchandise. Their so-called profits instead of being put where they can September 13, 1916 compound and grow are locked up in merchandise that hangs on and hangs on until these very profits are transformed into actual liabilities. It would be just about as wise for a man to bury his money under a tree or drop it down a cistern. Or he might hide his money in a barn, as a Kansas farmer did. The farmer had $300 in paper money that he was very anxious to keep safely. So he put it in the barn. A cow ate it. But the money is just as safe now as it was before—and incidentally it is doing the farmer just as much good in the cow as it did in the barn. Make your money work. Don’t let a dollar of it loaf. And you do let it loaf when you buy unwisely. It is even better to let a cow eat your money than to spend it for goods that are going to litter up your shelv- es and never sell. When a cow eats the money the money can’t hurt you. It actually does hurt you and make you poor when you spend it for mer- chandise that won’t sell. Unsalable merchandise makes the entire store suffer—the good as well as the bad. I said a moment ago that it was in the selling and not in the buying that you made your profits. You can sell yourself into wealth. You can buy yourself into bankruptcy. Without wishing to be too personal I believe I can safely say that every merchant reading this article is sell- ing enough merchandise to make him a great deal more money than he is making now. But his profits are lost and are frittered away to an extent through leftovers. Marshall Field said that profits are made on _ turnovers and profits are lost on leftovers. There is the secret of the whole thing. But a merchant in this situation must not necessarily conclude that he is buying too much merchandise. It is not the aggregate quantity of merchandise you buy that keeps you from turning your stock often enough. Not enough merchandise is almost as bad as too much. Overbuying can mean buying more than you can sell. Or it can mean buying more at a time than you can turn fast enough to gain an adequate net profit. Or it can mean buying so much of a few items that your capital and selling expense are taken up, thus shutting you out from the great benefits that can be yours through buying many items and getting many profits in place of a few. Suppose you sell $50,000 worth of merchandise in a year. You anticipate your probable sales fairly accurately and then place a lump order for enough merchandise to sell for $50,- 000. If you have gauged your orders reasonably well you probably sell a greater part of the merchandise—as much as you thought you would. But you have turned your investment less than once. This is an aggravated form of overbuying. On the other hand, suppose you do that $50,000 worth of business on an investment of $5,000. In this case, figuring your gross profit at 30 per cent. on sales, you turn your stock about seven times. In the one case you are a mere plodder. In the other, you are making a satisfactory profit all the while doing the same amount September 13, 1916 MICHIGAN TRADESMAN 17 ¥ COME TO SEPTEMBER GRAND RAPIDS 18=-22 Once Again the Wholesalers of Grand Rapids Invite Every Michigan Retailer | ” To attend the West Michigan State Fair as their guest. The Fair opens Monday, September 18th, and continues daily until Friday, September 22nd __ It will be the most wonderful Fair ever held in the State. Complete, Entertaining, Instructive Come any day you prefer Come prepared to stay two or three days and while in the city call upon your jobber and be presented with a free ticket to the Fair. Combine business with pleasure by making an an- nual visit to Grand Rapids during Fair week for the purpose of seeing the attractions at the Fair and visiting the wholesale houses from which you purchase goods Do not fail to ask your jobber for a free ticket to the Fair. Wholesale Department . Grand Rapids Association of Commerce , A BE FREE TICKET | OUR GUEST 18 of business. This is an extreme case. store space, his capital or his oppor- But it illustrates the point. n Just a word for variety. Do You would lose on the $50,000 in- you know why it is that the well con- bec or for} . fae oF hae oO w vestment because you would be for- d department store makes more ue co L oe Cee ss 2 on ae getting that the number of items al- other? It is because turnover—that caters to 2 n of its customers’ “ < : in surplus Stock ns. One any mer- Z € t the habit people have of show dozen rou get people there e€ is practically won. , times $1,009 Vir W hy his tremendous asset? is greater than on one time $50,000 1: ; ; ; Ze Aoeguenaesneuc -d beyond a doubt when net fi a merchant is equipped to sell these , comparatively i the many they very glad- } him if he had them to sell. But how is a merchant going to spread his investment over 1 st to cater to his cus- tomers’ needs if he overbuys to the extent of tying up his capital and his people or few things place o ly would buy from lines j room in the few items instead of the : 7 ee " : many? On the way you answer this you buy it. The when and how have : ne : depends the whole proposition of et, Mn ce Acar with the question your business success. does the i uyi i matter of buying too much. The big thing to consider in start- ing a business—or rather one of the big things to consider—is that of having sufficient capital. But capital without turnover means a loss rather h profit. This is so because s more to handle goods that sell but once a year than it does those that turn twice to a half a dozen or more times a year. al, so much about the same whether the sales be larger or smaller. The you can make y expense. remain more volume of sales tnan a it cos 4 tnout increasing your ot investm your expense or your room, tke greater your net pro‘it wil! be. This being so, it should be no rouble at all for a merchant to know talking a great deal Well, what is man starts in business been here about turnover. turnover? >—__—_ Chicago Produce Men Refuse to Be “Buried.” Vigorous opposition has arisen to the plan for “burying”? South Water street, Chicago, by the raising of the grade. The commission merchants have let it be known in high circles that the grade of the street will not be raised without a vigorous fight, as it would be equivalent to driving them out of their places of business. The plan is viewed in some circles as a scheme to force the commission houses out of the district. “They can’t make us move, so they are going to bury us” is an expression of the sen- timent by one man. The Original A. J. Shellman. — Authority on all defects of the eyes. Headache, eye strain, dizziness, floating spots before the eyes, blurred and poor eyesight corrected, glasses prescribed. Consultation and examination free. My offices are on the second floor of the Gilbert block over Smith’s department store, away from the noise and dust of the street. Citz. 7155, Bell M. 511. Iam not connected with any optical store. 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. GUARANTEED ed any peacclau BRAND Feanut Butter i a MANUFACTURED BY THE BEL-CAR-MO-NUT BUTTER COMPANY GRAND RAPIDS, MICH. Large 10c, 15c¢ and 25c Sanitary Glass Packages Nice Profit for Dealer Sold by All Wholesale Grocers See Quotations in Grocery Free Tickets For West Michigan State Fair Sept. 18 to 22 > ALL FRUIT and PRODUCE DEALERS in Western Michigan are cordially in- vited to come in and get a free ticket of admission to the Fair. MAKE YOUR HEADQUARTERS WITH US “The House of Quality” A. Casabianca & Son Price Current Every Grocer Should sell at least one brand of Flour packed in the “SAXOLIN” Paper Lined Cotton Sanitary Sack. 3 34 Michigan Millers Can Supply the Trade Alma Grain & Lumber Co., Alma. Mich. David Stott Flour Mills, Detroit. Mich. Hart Bros., Saginaw, Mich, Christian Breisch & Co., Lansing, Mich. Shelby Roller Mill Co . Shelby, Mich, Allegan Milling Co., Allegan, Mich. Grand Rapids Grain & Milling Co., Ada, Mich. Valley City Milling Co., Grand Rapids, Mich. Darrah Milling Co., Big Rapids, Mich. Pickford Roller Mills, Pickford, Mich. Watson & Higgins Milling Co., Grand Rapids, Mich. Judson Grocer Co., Grand Rapids, Mich. Manistee Flour Mill Co., Manistee, Mich. Brand & Hardin Milling Co., Saginaw, Mich. Beach Milling Co., Holland, Mich. J. Hale & Sons, Ionia, Mich. A H. Randall Mill Co , Tekonsha, Mich. Sprague & Ward, St. Johns, Mich. Utica Milling Co., Utica, Mich Constantine ‘Milling Co , Constantine, Mich. Colby Milling Co., Dowagiac, Mich. J. H Gibb & Son, Edmore, Mich. Hannah & Lay Co., Traverse City, Mich. Commercial Milling Co., Detroit, Mich. Kellogg Food Co., Battle Creek, Mich. Wenonah Flouring Mills Co., Bay City. Mich. Voigt Milling Co., Grand Rapids, Mich. Eldred Milling Co., Jackson, Mich. Chatfield Milling Co., Bay City, Mich. Peck Milling Co., Cassopolis, Mich. Argo Milling Co., Charlevoix, Mich. ; L H. Shepherd Milling Co., Charlotte, Mich. Wm. A. Combs Milling Co., Coldwater, Mich. Thunder Bay Milling Co., Alpena, Mich. . Ask us about our co-operative advertising campaign for dealers and consumers THE CLEVELAND-AKRON BAG CO., CLEVELAND ae MICHIGAN TRADESMAN September 18, 1916 ee 2 . fresh water to the required strength. ' The pickle, taking into consideration Your Trade will Repeat the amount of sugar and the amount MAPLEINE of salt contained in it, is usually as ' mild as can be used with safety as a donipiigge . rings back your customers. curing agent. You can make no mistake. They ————_+ -.____ ‘ come back for that genuine Headcheese Without Pig Skins. ““Mapley” tang. A real Amer- { : . ican flavoring used for every { It will not be necessary to use pig purpose. * skins or rinds if you follow this for- Urder from wuts: To tweiv ted pie head Louis Hilfer Co. mula: o twelve salted pig heads use 1503 Peoples Life Bldg. ten pounds of beef cheek meat, meat Chicago, Ill. “4 hearts or neck trimmings. Cook and ~ _ co. t = then cut into dice or narrow strips, Seattle, Wash. An Old-Time Butcher to His Son. Most men are honest, but a lot of men are weak. It’s easy enough for you and me to declare that no man should fall a victim to temptation, and that if he does he must suffer the penalty, but what’s the sense of de- liberately subjecting a man to temp- tion and deliberately throwing him in its way? For that is what the butcher does who never takes any precautions to protect the money which he takes in at his market. Every time that I hear about a butcher who has lost the pilfering of an want to know whether or not he has taken some precautions before I place the entire blame. For to my mind the man who is the proprietor of a business and who takes no precautions to safe- euard his cash must share the blame equally with the employe who pilfers it. That may be a radical statement, money through employe, I always I know, but it’s based upon the mu- tual responsibility that must exist be- tween the employer and the employe if their relations are to be successful ones. Of course I have no sympathy for the fellow who works and schemes long weeks sometimes to reach the cash drawer, despite all the safe- euards that are thrown around it by the butcher. He is absolutely dis- honest; temptation or weakness can offer no excuse for his crime. He deserves all he gets and the sooner he gets it the better it is for himself and for all the rest of us. Take a case that I heard of not long ago. The master butcher in the case was one of those fellows who still continues to use the old-fashioned cash drawer. Into that went all the money that came in, and every night he used to empty it into his pockets and take the day’s receipts home with him. He never had any use for such a thing as a cash register or other such safeguards; to him — such things were no more than an addi- tional expense without any ponding profit to him. “T know what I take in,” he would declare, “and I don’t need any ex- pensive new-fangled notions to tell me what it is, either.” This fellow did a fairly good busi- ness and netted quite a bit of profit week. A couple of months ago, however, he began to notice that his weekly surplus was showing rath- er a marked falling off. He couldn’t account for it. He was buying just as much meat as he ever did, his volume of trade was holding up to its normal levels for all his meat was moving readily, and he was getting good prices, yet the surplus he was cOrres- every drawing from h’s market was show- ing a decided decrease. There was a mysterious leak somewhere, but where he couldn’t’ determine. Finally he took a balance. His sur- plus was $20 less than it should be. The next week he did the same thing. A $15 shortage showed. The third week things came out all right, but in the meantime he remembered that he had told his clerks about the mat- ter. Putting two and two together he came to the conclusion that one of them had been tapping the till. He had no way of telling which one it was, of course, but he was abso- lutely certain that this was the cause of the falling off. Determined to discover the guilty party, he said nothing more, but con- tinued to strike his batances at home, without the clerk’s knowledge. For three weeks things were all right, but the fourth and fifth weeks showed shortages again. Evidently the clerk was back to his old tricks. Of course the master butcher could have remedied the whole matter by discharging both of his men, but ne did not feel that he ought to consider either of them guilty until they were shown guilty. He did begin to en- quire into their lives quietly. He soon discovered that one of them was liv- ing on a scale that would not have been possible had he simply his sal- ary to depend upon. This confirmed his belief. Calling this man aside he accused him of it, and after a few denials the man finally admitted that he had taken the money. The butcher had to be content with discharging him, for he could have made no case in court if the man had denied his confession. Now to my mind this butcher was as guilty as the man who had taken the money. It was up to him to protect what was his own. To-day he does it, and he also runs his market on a decent accounting basis. The money that he lost through the pil- fering of his clerk was a good invest- ment for him, for it taught him to run his market right—Butchers’ Advo- cate, +2 Pickle for Extra Mild Cure. Pickle to produce this article should register about 72 deg. on the sal- ometer. The sweetening in this pickle should be about 750 pounds of cane sugar and 150 pounds of saltpeter to the mixing vat of 2,000 gallons. The 750 pounds of sugar are put into the mixing tub and the 150 pounds of saltpeter dissolved in warm water with the plain pickle and the whole agitated and then run down to the curing vat until] the vat is two- thirds full, when it is diluted with adding a few pigs’ tongues cooked and cut into strips. For 100 pounds of meat use eight ounces of pepper, three ounces of coriander, two ounces whole mus- tard seed, one ounce cloves, and one ounce cinnamon. Mix well and add some of the broth in which the meat has been cooked. Stuff into beef bungs, drop into the kettle for fifteen minutes. then into cold water for fifteen minutes. Press tightly between boards. 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 139-141 Monroe St Roth Phones GRAND RAPIDS. MICH. 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 to be busy. you the number. telephone door. “The Line Is Busy” ee billion and a half telephone calls were answered last year in the Bell System. not surprising that some telephones were found It’s a mistake to think that, to save herself work, the oper- ator reports the line busy when it is not; it’s more work for her to notify you that the line is busy than it is to give Busy men have busy telephones. you may sometimes have to knock more than once at their Michigan State Telephone Company It is It is unavoidable that as ee September 13, 1916 Pennsylvania Merchant Writes Mich- igan Friend From Border. El Paso, Texas, Sept. 10—Your let- ter and money order received. It is beyond my ability to express my thanks, as it certainly is appreciated. You know we get 50 cents per day, whether we earn it or not, and months having thirty-one days we are paid on the basis of a thirty day month. A man without a country is pitiful, but one without a cent is beyond comprehension. Luckily for me, ] have not been going to town much. Our Colonel is rather a precise gen- tleman and we are held under more restrictions than either the artillery or infantry. We are obliged to be in quarters at 9 p. m. and yesterday he issued a new order allowing no passes except from 6 p. m. to 9 p. m., so that all men drill and we haven't time to spend much money. We finally have received our horses, so you will have to take back your statement regarding “walking caval- ry.’ Have been drilling with our horses for the last week, although drilling is merely walking the horses in a square or circle to break them in. Presume it will be two weeks be- fore we drill in troop formation. As a whole, the horses are fair, but some are pure broncos. The European war evidently took the best horses. ‘The cast-offs, along with some good horses, Woodrow got for us . No doubt you are aware the Penn- sylvania is the only complete State division here on the border. Our Major Genéral evidently wanted to display his outfit to the regulars, so he had a grand review last Saturday. It took the division two hours to pass his staff and reviewing stand. Ap- proximately 14,000 men were in line. Infantry and artillery passed first, we laying off to the side, seeing most all of it. It sure was a fine sight. The whole division i8 together on a mesa, eight miles out of El Paso, as level as a floor in three directions, Mt. Franklin looming up about three miles west, so we have plenty of good drilling ground. Nothing growing on it but cactus, horned toads and snakes. For two miles you can walk through nothing but company streets. The weather is fine now. The Michigan- ders are out just in the opposite di- rection from El] Paso. In all probability you have been down through this section and know the nature of the country. The first two or three weeks the temperature was up to 130 deg. every day and with sand storms mixed in, but they really did not affect us very much. One night it started blowing, keeping up all night. Needless to say I slept through it, but it got on my tent mate’s nerves so he could not sleep. You can imagine how we looked with about two inches of dust all over us in the morning. Now the weather is fine—very few sand storms—al- though maybe we are accustomed to it. The nights are fine. We are using blankets every night. This cer- tainly is a fine experience and the hardships the papers paraded when we first reached here were all bosh, As for me, I have stood it fine. I have not missed a meal or felt the least bit sick in any way and find I have gained five pounds. Several weeks ago we had a rain, which flooded our grounds with six inches of water. Rained for about two hours and with the water com- ing off the mountains made a small sea of our camp. Our tent sets a little high and while the water came in on our floor it didn’t touch our cots. Our regiment, as a_ whole, sets high, compared to the infantry, the water all draining down to the infantry, where they had over four feet. Michigan, too, got it, so, ne doubt, you have already heard of it. 1 miss our automobile, especially at nights. The evenings here are fine, although the roads outside of El Paso are fierce, due to the ruts made by the large motor trucks. The dust MICHIGAN TRADESMAN is ten to twelve inches deep. El Paso itself is a fine city. You would be surprised, but it reminds me in a way of Grand’ Rapids, if they only had more lawns and trees. Fine bunga- lows and lawns where they are able to grow any grass. You will see in some sections the finest kind of bun- galows and nothing but stones for a lawn. Some manage to have a lawn and they appear to value each blade, as they are continually watering. It is quite a problem to get the grass to take a start. Ned. —____-..--—— Pickled Lamb Tongues. When the tongues are pickled they should be put up in a white wine vine- gar and handled as follows: After they are sufficiently chilled they should be scalded enough to take off the outer film or skin. This is scraped off with a hand-scraper or knife, the tongue being then trimmed, cutting off any part that is discolored or any loose pieces. Cook the tongues until they are sufficiently soft to pull out the bones readily. No special time can be fixed upon for this work, as the time of cookikng varies according to the conditions of the animals from which the tongues are taken. It is well in cooking them, however, to keep the lamb and sheep tongues separate. After they are cooked and the bones at the roots of the tongues pulled out They they are ready for pickling. should at first be put in a forty-five- degree vinegar for at least twenty-four hours. They are then ready to be pack- ed in packages for shipment, using forty-degree vinegar by adding full strength fresh vinegar to the pickle, which was first used. —_—_ +++ Freezing Livers. Livers should be trimmed as soon as they are taken from the animal, care being taken that in cutting the gall-bag that they are not contaminated by it. Let them hang in cooler for twenty-four hours at a temperature of from 33 to 36 degrees Fahrenheit. Be- fore exposing to the outside tempera- ture, they should be thoroughly wiped to remove any surplus moisture that may be left on the surface. The vital point is to keep them dry. Before freezing livers they should be properly chilled and dried. temperature of zero Fahrenheit as pos- sible. If quickly they retain their natural color, whereas if they are put in a higher temperature and freez- Freeze at as near a frozen ing is delayed, they will have a dark appearance when they are thawed out. a There is no place like home—ac- cording to the glowing description given by the man who is trying to sell his. NA A BEVERAGE 23 J. C. Herkner Jewelry Co. GRAND RAPIDS, MICH. Visitors in the city during Fair Week should visit our store and see some of the latest crea- tions in Jewelry and Silverware. 114 Monroe Ave. 121 Monroe Ave. bl in Bevo is the one soft drink that goes perfectly with a meal—or a sandwich. The flavor is delightful—with just the touch of bitter from the Saazer Hops that adds zest to the meal. - A pasteurized beverage in sterilized bottles—sure to be pure—-something one cannot be sure of in all water or milk. Grocers sell Bevo by the case. Yours can supply you— Bevo is served everywhere, 10 cents a bottle, at inns, restaurants, groceries, department and drug _ stores, picnic grounds, baseball parks, soda foun- tains, dining cars, steamships and other places where refreshing bever- ages are sold. Look for the Fox on the crown top of every bottle. Guard against substitutes. Have the bottle opened in front of you first see- ing that the seal is unbroken and the crown top bears the Fox. ANHEUSER-BUSCH, ST. LOUIS TUCO ICs CAUTION TTC mcs Poa ay Anheuser-Busch Branch GRAND RAPIDS, MICH. Distributors , 24 MICHIGAN TRADESMAN September 13, 1916 Me oe " BS eS: = SS a. = 4 , ee Ss 2. a 2 F:: FINANCIAL: :{ We Invite Correspondence ft ‘3 iy ] ¥ ti a sal 4 5 (2 Duty of Banker to Nation and the World. A great planet rolling through space toward eternity suddenly became en- dowed with the spirit of man, and the brute forces of its nature, which had hitherto blindly crushed and ground each other, were gradually chained to the uses of this new power. This man had vast and unseen prob- lems to solve that grew with the gen- erations, and when they seemed about to overwhelm him, he would rise to a higher and still higher plane, and again and again could cast his mind over the ages, and rejoice in his great advancement. The philosophies of life were early discovered, but so close to nature was this primitive man that he must needs crush and grind himself, even as the elements were wont to do, as he strove to puri- fy his existence. So we may look back upon seething masses of strug- eling men, with the blackness of envy and hatred upon them, or toward periods of peace and contentment, which tell of the growth of brotherly love, and that uncover the progress of the world as it makes for that goal, which is still only a dream in the soul of man. And what of the future? Are we so blind, because of our personal ex- istence, that we cannot see that cen- turies ago men taught peace and goodwill on earth with the same con- viction, and even greater power, than is true to-day? Have we any reason whatsoever for believing that our world of the present, which repre- sents only an atom in the cosmos of life, is even remotely near eternal peace? Cannot we instead clearly see inevitable struggles for unknown gen- erations between man and man, as destiny goes on its way? And what has our Nation that other nations lack that will protect it from the baser attributes of mau, while they still exist even as they exist to-day? We have helped chain those elements that baffled the early peoples of the earth, and filled them with fear and consternation, but we still use them to kill, and have called upon the lightning to take the life of man, because that man has himself, when free done murder. Since the birth of this Nation no period of two score years has passed that has not seen it at war, and has the time yet come when even the paci- fist will not strike his brother if in anger? While struggling for ideals, we must not neglect facts, and willful ignorance will neither save our sons from destruction nor our daughters from travail, if we measure our duties by our desires. The last to be discovered, our con- tinent is peculiarly protected, both by the great oceans that separate it from the old world and by its peo- ples, which, in our own country, in- clude representatives from all nations, but so intermingled that no geograph- ic line separates one from another, and no lust for territory can exist among them. Even so, our danger is great from both within and without, and thinking men shrink from con- templation of that which may happen, if we continue in our irresponsible way. From within our greatest menace comes from the abuse of our public forum. We allow the dishonest and self-seeking, on the plea of the right to freedom of speech, to breed dis- trust, envy and hatred.in the minds of the people. Have not those who read and listen the same right to de- mand truth as those who write and speak have to demand free speech? It is because of our fear of autocracy that we have neglected to analyze the real meanings of freedom of speech, and in so doing we have overlooked the fact that the autocracy of the mob is the most dangerous form of the abuse of the power of might. Does not freedom of speech actually mean the right to express one’s opin- ions based on fact, and is there, or can there be any justice or right, or even necessity under our constitution in allowing the demagogue or the ig- norant to use false statement on which to base argument for discred- iting, from the public forum, certain of our peoples or our customs? The writer or speaker who is allowed by the people to express his opinions from the public forum should be held to as strict accountability in his state- ment of fact, upon which his logic is based, as is true in the case of the public statements of corporations or banks. The public can discover false logic, whereas it is only the exceptional in- dividual who can check up false state- ment. The result is that good logic based on misrepresentation is injur- ious to the people, and leads them far from truth, and toward anarchy, and much of the discontent of the present day can be traced directly to dishonest teaching. Some day the public forum will not be open to those who abuse it, and the people will demand truth of those who would teach them, but whether it comes before a period of chaos has developed depends upon our willing- ness to meet the problem face to face, and then upon our courage to fight for that which we know to be right. We require men who would care for our dollars to take a charter from the state, and we appoint other men and personal interviews rela- tive to investments. You can i Gold Bonds by mail as readily purchase our as in person Write or call up for particulars THE MICHIGAN TRUST Co. OF GRAND RAPIDS GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU’ SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus..................eeeeee $ 1,778,700.00 Combined Total Deposits..................cccee ce eees 8,577,800.00 Combined Total Resources .............ccccec sees cece 11,503,300.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED ee ae 4} ty » «¥ «iy ty » «¥ September 13, 1916 to examine their acts for the protec- tion of the public, but he who would take our conscience into his keeping is allowed to steal our contentment at will, either to further his own base purposes or because he is personally ignorant or unfit. Is one so much less valuable than the other? Can dollars buy happiness while discon- tent lasts? It would seem as though the charters might better be required of those who would use our public forum for the purpose of forming our public opinion, and if proper examin- ers were appointed, not to object to opinions but merely to check the statements of fact upon which they were based, it is just possible that our dollars would be safer, and our peo- ple might get visions of real happi- ness. It is worth thinking over, and also this—who would be injured, and who could honestly object, if the people should some day awaken, and while according freedom of speech, demand truth of all who would use the public forum—congressmen, legislators, pol- iticians, agitators, reformers, and all who speak or write for the public? It sounds almost like the millennium, which only goes to show how far away we are from the control of our public opinion. We are building a fool’s paradise, and every class is being played against every other class—farmer, laborer, middleman and employer—to the detriment of all and the happiness of none. From the outside the menace is just as great, and it may be, as has hap- pened before many times in history, that the external danger will ulti- mately solve the internal problem. Commercial power has been the dom- inant power for many centuries, and we find ourselves to-day fast ap- proaching a premier position in a world of trade and commerce. The United States produces a trifle over one-fifth of the gold mined each year, and over one-quarter of all the silver. Its foreign trade is second only to that of Great Britain. Growing 70 per cent. of the world’s cotton, it supplies to other nations about a half billion dollars worth of raw cotton annually. From a production of about 60 per cent. of the world’s copper and nearly 45 per cent. of its pig iron, it furnishes other countries with over $100,000,000 worth of copper, and two to three hundred millions in iron and steel and their manufactures. Al- though growing three-quarters of all the corn, it exports comparatively little, but from one-quarter of the world’s supply of wheat it ships great quantities, and also many barrels of flour made from it. Over one-third of all tobacco is grown in this coun- try, and a little larger proportion of all coal is mined here, and they are exported in large amounts. Nearly three-quarters of the oil comes from the United States, and it is shipped to almost every country on the globe, the total value of refined and mineral oil exported being in excess of one hundred million dollars. Other great values in exports are represented in shipments of meat and dairy products, hides and leather MICHIGAN TRADESMAN goods, and in miscellaneous manufac- tures, Our 230,000 miles of railway, which is a mileage approached by no other country in the world, enables us to carry these vast productions to our ports with speed and certainty, where the ships of other nations pick them up and carry them to foreign coun- tries. If we received payment in gold for these commodities it would take many times the annual production of the world to settle the exports of a single year. In round figures, $350,000,000 in gold is mined outside of the ter- ritory of the United States each year. If payment were confined to gold, our total exports would be limited to $350,000,000 annually, provided all the gold mined in the rest of the world would be spared in this country. Such use of gold would destroy its value, and it would become entirely useless as a reserve upon which to base cred- it. We could export only about one- eighth of our annual total, if we re- ceived in payment all the gold pro- duced in the world. As under pres- ent monetary systems the other na- tions require a large proportion of the gold produced, if we depended upon payment in gold for our exports our foreign trade would practically disappear. What then is it that we receive for our exports that causes the great de- sire to increase their total that is being expressed throughout the length and breadth of the United States to- day? What we want in return is nothing more nor less than the goods of other nations, and increasing our exports enables this country as 12 whole to import from all parts of the world those things which are not among the resources of our people, or that may be better or cheaper made because of the difference in the tem- perament and customs of those of other nations, or the special develop- ments peculiar to them. Among those things not found, or impossible to obtain, in the United States in sufficient quantities to serve the needs of our people are many of the gums and roots and chemicals of various kinds, imports of which total nearly one hundred million dollars— cocoa and chocolate, which is im- ported to the value of about twenty million dollars. We import over one 25 Peoples Savings Bank S. W. Cor. Monroe and Ionia Aves. GRAND RAPIDS, MICHIGAN Capital Stock....-.. Wiette ..... - 6k... Deposits ........... Fees $ 100,000.00 171,908.07 2,000,000.00 There is nothing in Safe Banking that we cannot do for our depositors WM. H. GAY, President E. D. CONGER, Vice President T. WM. HEFFERAN, Cashier WM. SMITTON, Asst, Cashier Fourth National Bank WM. H. ANDERSON, President L. Z. CAUKIN, Cashier United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 JOHN W. BLODGETT, Vice President J. C. BISHOP, Assistant Cashier THE PREFERRED LIFE INSURANCE CO. Of America offers OLD LINE INSURANCE AT LOWEST NET COST What are you worth to your family? Let us protect you for that sum. THE PREFERRED LIFE INSURANCE CO. of America, Grand Rapids, Mich. THE BANK WHERE YOU FEEL AT HOME WE WILL APPRECIATE YOUR ACCOUNT TRY US! EEA, MICHIGAN TRUST BLDG 60 First Mortgage Bonds Descriptive Circular Furnished Upon Request Howe SNow CORRIGAN & BERTLES \, GRAND RAPIDS MICHIGAN INVESTMENT BANKERS 26 hundred million dollars worth of cof- fee each year, and nearly twenty mil- lion dollars of tea. Rubber is an- other commodity that cannot be pro- duced in this country, and our im- ports run close to one hundred million dollars annually. We buy from other countries over one hundred million dollars of silk and its manufactures, and while we grow a small amount of cane sugar in our Southern states, yet our imports of such sugar exceed one hundred million dollars. Fruits and nuts of the kinds that do not grow in the United States to any extent are imported in totals running close to fifty million dollars. Many of these articles requ're for their production the climate and con- ditions of the torrid zone, and come from countries either in that zone or near it. It might be of interest here to recall the home of some of these products. Our cocoa, for instance, comes from the West Indies, Santo Domingo, Brazil and Ecuador—coffee, from Brazil, Columbia and Central Amejica—rubber, from Brazil, jhe East Indies, Mexico, Central Ameri- ca and the Straits Settlements—cane sugar, from Cuba, Porto Rico and the Philippines—fruits and nuts, from Central America and Brazil. Among other commodities that are not raised or found in this country to any extent we obtain tea from Japan and China—silk, from Japan and Italy— spices, from the Indies—fibres, such as manila, jute and sisal grass, which comes from the Philippines, India and Mexico respectively, and which are imported in the raw and manufactur- ed state in totals averaging close to seventy-five million dollars annually —precious stones, from Africa, Bra- zil, India, Columbia, Ceylon, Burman —tin, from the Straits Settlements and Great Britain—tobacco, from Cuba and Turkey, and wool from New Zealand and Australia, Uruguay and Argentina. Many of these commodities do not reach us direct, but are imported from the country of production to the Eu- ropean countries, principally Great Britain, where they are prepared for the market, or actually manufactured, and shipped to us. In addition to the articles mention- ed are many others brought from the countries which excel in their manu- facture, or where their peoples are able, because of special conditions, to make them on a better basis than is possible with us. While our tourists absorb a large total from the credits made by our exports, it is incidental, and in part actually representing imports. In the light of these facts it is not difficult to see why we desire to in- crease our exports, for it means that we are able to obtain from the rest of the world many things necessary MICHIGAN TRADESMAN for our comfort and convenience. It also represents an exchange of labor for labor, each being applied in its Own country to the production of those things most natural to it. A tariff is placed upon imports for protection and for revenue by many of the countries of the world. When for protection it is to enable home labor to supply its own market, and in this country to allow the laborers in a protected industry to obtain a wage that will make it possible for him to live in the manner of our peo- ple. When tariff for protection is car- ried to the extent that enables the development of an industry in one country to the exclusion of the article from another country, where all the natural conditions favor its produc- tion, it means an ecOnomic waste, and as the destiny of population increases in the more recently discovered coun- tries, necessity will gradually elim- inate such tariffs. When the tariff protection is re- quired only because of a difference in the character of labor, the waste is not as evident, and in a country such as the United States, it has un- questionably made possible the em- ployment of a great part of our peo- ple. As time goes on the tendency will be to lower such tariffs, for the great increase in the world’s trade in recent years, that will unquestion- ably receive a tremendous impetus after the present war has run _ its course, will gradually work to level world conditions. Such tariff, how- ever, will probably be legitimate for many years to come, if scientifically applied. In this connection it is interesting to note the “antidumping” plans being talked over in this country. How is Europe going to pay her debt to us after the war, if we will not take her goods? In making for- eign loans we have in effect been loaning goods for other goods to be returned when opportunity makes possible, and if we would sell’to the world, we must buy from the world, or the world cannot trade with us. In extending our commerce we must realize that the world’s markets are ours only so long as our market is theirs. It is right that we should work for the world’s trade with all our energy on the broad basis of re- ciprocity, but if we hope to build our trade through crippling our best cus- tomers, it is only a question of time when we will find that we have made a serious mistake. We should take great satisfaction in seeing the trade of Great Britian, France, Germany and.other countries grow, and their wealth increase, for it means ability to buy from us, and will represent increased prosperity in every land. If, on the other hand, our competi- 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 September 13, 1916 Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 1s Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan Investment Buying Does not put the stock market up because it is done on reactions. There are good chances to make money. Let us assist you. Allen G. Thurman & Co. 136 Michigan Trust Bldg. GRAND RAPIDS THE OLD NATIONAL BANK GRAND RAPIDS. MICH. LOGAN & BRYAN STOCKS, BONDS and GRAIN Grand Rapids, Office 305 GODFREY BUILDING Citizens 5235 Bell Main 235 Members New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange New York Cotton Exchange New York Coffee Exchange New York Produce Exchange New Orleans Cotton Exchange Chicago Board of Trade Minneapolis Chamber of Commerce Winnipeg Grain Exchange Kansas City Board of Trade Private wires coast to coast Correspondence solicited 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 In Olden Times Either relatives or friends were named as executors. Although usually conscientious they often lacked sound business judg- ment, and hardship to the heirs resulted. Today the naming of the [RAND RAPIOS TRUST [‘OMPANY As your executor insures both business fidelity and business judgment. Our officers will gladly confer with you. They are the MEN YOU KNOW. OTTAWA AT FOUNTAIN. Mi BOTH PHONES 4391 al IPF September 13, 1916 tion is unfair, and at the same time we are building up our own trade we are trying to destroy that of our neighbors, our prosperity will be tem- porary and false. If we develop our resources and our talents to the uttermost, and make merit the foundation of our salesman- sh'p, we will help key up the whole world to better and better forms of production, and each will have to de- pend upon its excellence in the things that it is best fitted to produce for its trade. and we will be working toward the greatest economy of pro- duction possible, which will mean the largest return to humanity in the con- veniences and luxuries of. life, the opportun'ty to enjoy them. An attitude of money swaggering and contemptuous and superiority can only stir up envy and hatred, and our natural resources are so great that those less fortunate are apt to desire our fall without any provocation on our part. As man is still constituted, the strengthening of our commercial position is certain to develop friction, and if we continue large in words and small in our physical power, we can be certain that we will meet with dis- aster. Even though we win in the end, if we are caught unawares, the destruction we must endure may ex- ceed that of the warring nations to- day. But the circuit of the earth has been made, and can we not fairly hops that our destiny may be to lead in the ways of peace and prosperity. ___. Receivers May Liquidate Williams Bros. Business. The: Security Trust Company, of Detroit, receiver of Williams Broth- ers Company, pickle packers, has late- ly discovered that running a pickle plant at this time of year takes mon- ey. It has recently been before the Federal Court in Detroit, seeking per- mission to borrow a large sum of money for the purpose of purchasing the raw materials contracted for sev- eral months ago, and to the end of satisfying the court on the company’s condition, submitted the following statements of July 14: Cash on hand in banks ........ $ 8,829.11 Accounts receivable .......... 100,301.64 Stock—raw and _ finished 390,055.51 Detroit real estate .......... 463,004.00 Country stations and equip- POMC cee eee cee cok 164,354.06 Detroit plant equipment ...... 144,334.00 Prepaid insurance ...........+ 969.84 POA oe cleus $1,271,848.16 The total known liabilities are 758,287.18 $513,560.98 “Commencing about August 1,” says the receiver, “the crop of cucum- bers, tomatoes and other vegetables put up by the company’s plant is pur- chased from the growers and taken MICHIGAN TRADESMAN 27 into the collecting stations scattered over the State of Michigan within the short period of less than three months. Practically all of the raw material for the year’s business is thus purchased during that time. To care for this crop, to convert it into a salable condition, and to otherwise protect and conserve the property and business, it has become necessary for the receiver to borrow. This has been arranged by means of receiver’s certificates, the issuance of which has been authorized by the court after due notice to all creditors and a full hearing in open court, to the amoum of $200,000, if this sum be required. “Unless the assets are to be sold as a going business, liquidation will be an enforced policy which, to real- ize to the best advantage for all con- cerned, will require several months. For this reason no order for creditors to file claims has yet been made by the court. This matter will be taken up a little later, at which time the receiver will send the creditors blanks for proving claims, with proper in- structions regarding the same. Full information as to the condition of the receivership estate will be at all times willingly given to creditors who are urged and requested to co-operate with us in the conservation of the business and assets and the ultimate (Gf not sooner sold) liquidation.” —_+~-.____ Necessity for Knowledge on Food Values. While complaint is being made of the high cost of living, dietary ex- perts are suggesting that the people of the United States are using no judgment in the purchase of foods, and that they would be much better off, physically and financially, if at least as much attention be paid to relative human food values as is paid by the stock raiser to the food of his cattle. Pamphlets have been issued bearing on this question. The human body is likened to an »® engine, and it has the same need for wise selection in the fuel em- ployed to produce energy. It is sug- gested that our present popular ra- tions are as extravagant and imprac- tical as would be the burning of ma- hogany, walnut and rosewood to pro- duce steam for an engine. The average workman requires 3% ounces of proteins, 3% ounces of fat and 17%4 ounces of carbohydrates to answer his daily needs for energy and tissue building. The majority of people satisfy their huger without any regard for scientific food rations. The carbohydrates, like potatoes, wheat, corn and oats, produce heat and energy; the proteins, like eggs, milk, gluten and flour, produce mus- cle and repair tissues; fat is burned in the body and produces power; plenty of water helps digestion and distributes food material to all parts of the body.—Modern Miller. —_——_—_. 2... —____- The Soul Triumphant. I lift my cap to Beauty, I lift my cap to Love; I bow before my Duty, And know that God’s above! My heart through shining arches Of leaf and blossoms goes; My soul, triumphant, marches Through life to life’s repose. And I through all this glory Nor know nor fear my fate— The great things are so simple, The simple are so great! Fred G. Bowles. Piles Cured WITHOUT the Knife = ae a the World The Largest Institution in for the Treatment of Piles, Fistula and all other Diseases of the Rec- tum (Except Cancer) WE CURE PILES, FISTULA and all other DISEASES of the RECTUM (except cancer) by an original PAINLESS DISSOLVENT METHOD of our own WITHOUT CHLOROFORM OR KNIFE and with NO DANGER WHATEVER TO THE PATIENT. Our treatment has been so successful that we have built up the LARGEST PRACTICE IN THE WORLD in this line. Our treatment is NO EXPERIMENT but is the MOST SUCCESSFUL METHOD EVER DISCOVERED FOR THE TREATMENT OF DISEASES OF THE RECTUM. We have cured many cases where the knife failed and many desperate cases that had been given up to die. WE GUARANTEE A CURE IN EVERY CASE WE ACCEPT OR MAKE NO CHARGE FOR OUR SERVICES. We have cured thousands and thousands from all parts of the United States and Canada. We are receiving letters every day from the grateful people whom we have cured telling us how thankful they are for the won- derful relief. We have printed a book explaining our treatment and containing several hundred of these letters to show what those who We would like to have you write us for this book as we know it will interest you and may be the means of RELIEVING YOUR AFFLICTION also. You may find the names of many of your friends in this book. have been cured by us think of our treatment. We are not extensive advertisers as we depend almost wholly upon the gratitude of the thousands whom we have cured for our advertising. You may never see our ad again so you better write for our book today before you lose our address. DRS. BURLESON & BURLESON RECTAL SPECIALISTS 150 East Fulton St. GRAND RAPIDS, MICH. 28 MICHIGAN TRADESMAN City or Small Town as Place of Resi- dence? Written for the Tradesman. As a place of residence what does the small town have to offer in com- parison with the large city? Can a family who have been dwellers in a metropolis, find a happy, satisfying life in a village or a small town? For the past few weeks the Quintons have been considering and discussing these questions, not in an abstract way, but for very personal and prac- tical reasons. The father, who is 55, the two sons of 28 and 26, both married, and an unmarried daughter of 21, all hold positions with the N and K Manufac- turing Company. The father is an superintendent, the older son is an overseer in the shipping department, the younger has charge of a certain branch of the mechanical! assistant work, and the daughter is a stenog- rapher. All feel that they have as- sured places and all are drawing good salaries. For the people there is opportunity for promotion The management of the N and Kk always has liked the Quintons and seems disposed to do well by them. Recently the N and K have decid- ed to move their works to Holton, a town of about fifteen hundred in- habitants, which number may be in- creased to two thousand by the com- ing of the N and K. There are sev- younger eral reasons for the change. The shipping facilities are unusually good at Holton, while supplies of one very important raw material always have been obtained from that Land has become very valuable in the city, so they have sold their old site at a price that buys all the space they possibly can use in Holton, and leaves a handsome sum to put into the busi- ness. The N and K Company want the Quintons to stay with them and the vicinity. Quintons feel that there are excellent® reasons why they may better hold on to their positions. They have looked about to see what chance they would have to get in with other firms in the city. The young people likely could secure places. Indeed the sons have each had an offer from a manu- facturing concern recently organized. 3ut this new business is somewhat of an experiment, and anyway the pay proposed is not nearly so large as the salaries they are getting from the N and K. A change of employers at best would mean considerable finan- cial sacrifice and a loss of the favor and prestige earned by years of faith- ful and competent service. The only possible objection to remaining with the N and K is that it will necessi- tate moving from the city that has been their home for over twenty years, and living in Holton. Not un- naturally they feel averse to doing this. Of their friends, some flatly advise them to stay in the city at all hazards: others, realizing more fully the perils of “quarreling with one’s bread and butter,” still regard the prospect of their going to Holton with ill-con- cealed pity. “It always seems to me that living in one of those little places is the next thing to being buried alive,” comments one. “When I am travel- ing I often look out over the village as we stop at some little station, and I just wonder how the people who have to stay there manage to stand it. I should suppose their brains would dry up and rattle like seeds in a gourd. I can understand how a family may get a_ back-to-the-land craze and want to get out on a farm, but no village life in mine.” Another acquaintance, a woman who is quite literary in her tastes, talks loitily of the “small town at- mosphere,” as if breathing it for a few years must result in provincial- ism and narrow-mindedness. Only one of their circle of close friends makes any suggestion that there may be compensation in Holton for all they must lose by going there. This is Mr, Bartlett, a shrewd ob. server and a man of especially wide and varied experience. He was their guest last Sunday when the elder Quintons had the sons and _ their wives over to dinner. “You may find it far pleasanter our there than you think,” he began. “I was raised in a large city but from the time I was 20 until I was 35 I lived in three different villages, two of them places much smaller than Holton. Those were pleasant years and I always have regarded them as profitable in more ways than one.” The Quintons looked interested and Mr. Bartlett continued— “That superiority which so many city people affect, is, it seems to me, largely a delusion. Some of the brightest, broadest-minded, best in- formed and most widely traveled men and women that I ever have known have been village residents. The small town atmosphere—taking the term in its usual sense of disparage- ment—is now little more than a fig- ment of a certain class of metropol- itan imaginations. For genuine pro- vincialism and restricted mental vis- ion, look to the confirmed city dwell- er rather than to the resident of a small town. “In a small place every right-mind- ed citizen feels a sense of responsi- bility for local conditions. You can’t September 13, 1916 OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS Co. 237-239 Pearl St. (near the bridge) Grand Rapids, Mich. ECZEMA also EXTERNAL CANCER Treated by methods that make results we promise before you pay. Eczema cases may be treated by our method at home when you know our hot compress system. PURITAN INSTITUTE, Incorporated 77 Sheldon Ave Grand Rapids, Michigan a Euttae Telit Cut Flowers—Floral Decorations Funeral Wreaths and Sprays 72 N. IONIA, Just North Monroe Both Phones Grand Rapids, Mich. DOUBLE YOUR MONEY Put in a line of PILLOWS Get this Leader Assortment: $3.00 3 “ Boston a @ 4.50 3“ Special Geese Pillows (@ 6.75 3 “ XXB Pillows - @ 9.00 12 Pairs for $19.00, in best grade ticking. 3 Pairs Leader Pillows @ Grand Rapids Bedding Co. Grand Rapids,*Mich. SOMETHING NEW “DIXIE RICE” Crisp Toasted Flakes- Ready to Eat eo . Zz Ray STOASTED Zo EAT yy NO COOKING REQUIRED |73 Mamernee, % THE Grain Propucr Cc # BATTLE CREEK wick oe 'Z, Order from your jobber $2.70 per case—3 dozen Retails for Ten Cents Give your customers the newest and best thing in cereals. They will ask for it after one trial. Manufactured by The Grain Products Co. Battle Creek it ALWAYS suits. eee It’s Just Wonderful how that superb “WHITE HOUSE” COFFEE does SELL. Wherever it is introduced it prompt- ly ESTABLISHES ITSELF in the most PER- MAN ENT manner and becomes one of the most active items in the grocer’s stock—BECAUSE Let it get busy for YOU é Fadel) G obled Bey edo one eee: Distributed at Wholesale by- JUDSON GROCER CO. — Grand Rapids, Mich. Le September 13, 1916 shirk this as we so easily do in a large city. If a corrupt gang gets control in your village, you feel oblig- ed to take hold and help oust the rascals. If unsightliness prevails in the streets and yards and alleys, you join with others in a movement to make your town a village beautiful. The public spirited and patriotism which develop in the small town are good for one. I like better a place like Holton, that is off by itself and must stand on its own feet, than a suburb which is simply tributary to a bio city, “There are small towns and villages which are dead—in which no person of judgment would care to locate. There are those which are objection- able in other ways. But the right sort of town furnishes to persons of medium ability—and that is all most of us have—better opportunity for development in resourcefulness, in- itiative and force of character than does the big city, “Socially the advantage lies with the small place. You don’t have to be a millionaire to be as good as anybody. You ladies will soon be leaders of the most exclusive set in Holton. “As to the objection of which many make so much, that in a small town everyone knows everyone else’s busi- ness, was anyone ever seriously in- jured by practicing the circumspect- ness of conduct that naturally comes from realizing that cne’s actions are watched closely by neighbors and ac- quaintances. Neighborliness grows and flourishes in the little town. If you are sick or meet with some mis- fortune, you have the sympathy of the ent’re community. And for those who are down and out—whether the loss has been of money or of good name—I have seen far more of gen uine kindness and charitable consid- eration i the small town than in the big city. “Some city people in moving to a small town, do not hit it off well with the people there, and so do not come in for the friendliness that might be theirs. The small town resident will not stand for airs and snobbishness on the part of a new- comer. Nor will it answer to try to run things before others are persuad- ed of our fitness to do so. The man or the woman who lacks tact and adaptability, or who affects a haughty, distant manner, is likely to be given a cold shoulder. But persons who are w.lling to take their proper level eas ly MICHIGAN TRADESMAN 29 and who meet advances half way, will find warm hearts and a cordial welcome, “Not the least of the advantages that the small town has to offer is that you are near your work and don’t have to spend a good part of each day on the street cars. Amusements are not so good, there are fewer dis- tractions, but there are not so many ways to spend money. You escape the dirt and noises of the city. You have more opportunity to read and to think. You go to a smaller church and probably listen to a less brilliant preacher, but you are more likely to make some growth in the Christian graces. When the pros and cons are all summed up, I find cause for regret, not that many must spend their lives in small places, but that conditions now tend to give villages and towns a less proportion of the whole popu- lation than formerly.” Whether their old friend has so imbued the Quintons with his wisdom and philosophy that they will be able to overcome their deeply seated prej- udice in favor of city life, remains to be seen. But is there not a great deal of truth in Mr. Bartlett’s view of the matter? Do persons who are well situated in a small town have any real reason to envy their city friends? And may not city people who move to a little town, find com- pensation for the pleasure and ad- vantages which they leave? Quillo. —_2+____ The Perfect Day. She always kept everything clean From the cellar clear up to the top; For neatness and order she surely was keen And no one could get her to stop. Her husband could never find comfort at home For fear he would muss up the place Where his wife, with a broom and a duster would roam With a stern sort of look on her face. perfectly She never had time to be reading a book, She never had time for a call, Instead she was scrubbing some corner or nook Or sweeping the stairs or the hall. She swept all her beauty and gladness away, She swept all the joy out of life Until she became an automaton gray, A cleaning machine—not a wife. She scrubbed all the love from the heart of her spouse, Her children were playless and glum, She had her reward—an immaculate house Where nobody ever would come. She swept and she dusted and scrubbed like a slave Till she swept herself into the tomb, And the monument now at the head of her grave Is a duster, a brush and a broom! Berton Braley. —_——_—_->-2 Prejudice is the daughter of ignor- ance. and safe, with an absolute guarantee. results, Citz 5572 534 Wealthy St., S. E. Neal Institute, Formerly at 71 Sheldon Ave., Has Moved to 534 Wealthy Street, S. E. The Neal 3-day liquor cure given by skilled physicians. and all desire for liquor or drugs is taken away and perfect health restored. When at the State Fair come and investigate us thoroughly. Do your duty to your- self, family. friends and business. Your better self tells you to take this treatment, it is quick NOTICE—The Neal 3-day liquor cure can now be taken at HOME if desired. Any member of the family can administer this course of treatment safely and with satisfactory If you cannot come and see us personally write for complete details. NEAL INSTITUTE, UNDER _NEW MANAGEMENT PERRY MILLER, Manager Hundreds are taking treatment Bell 1692 Grand Rapids, Michigan > MANY EYE TROUBLES <— Are overlooked by those of little experience that might be easily detected and corrected by men of recognized ability. Do away with unsatisfactory GLASSES by coming first, last and always to the SHELLMAN OPTICAL CO. 1°6 Monroe Ave oppo>ite Herpolsheimer Grand Rapids, Michigan J = = Secure the Customer's Confidence EVER recommend an article which does not stand up and meet every claim you make for it. An article may appear very attractive the first = time because of cheap price, but no customer ever developed an enthusiasm for such an article : which reacted favorably upon the dealer who sold it. Good merchandise, fair prices and no overstatements will soon build up for any dealer Ci a confidence in his honesty and his goods that compels growth. Any grocer can recommend, without fear of overpraise, any product of National Biscuit Com- pany. We use only the best of materials, employ the most up-to-date methods and exercise the greatest care in the making of every article we bake. The N. B. C. reputation is proof of the confidence the public places in our goods. Ss Uneeda Biscuit, Graham Crackers, Zu Zu Ginger Snaps, Nabisco, etc., will help you to create public confidence in your store. NATIONAL BISCUIT COMPANY By y NELTY as | i ‘*The End of Fire Waste’’ COMPLETE APPROVED Automatic Sprinkler Systems Installed by Phoenix Sprinkler & Heating Co. Grand Rapids, Mich Detroit, Mich. 115 Campau Ave. 909 Hammond Bldg, Estimates Free 30 MICHIGAN TRADESMAN — DRY FANCY GOO te ~ al — = = = - _ — — — — = y= SVG GOODS, Saxp Story of a Dry Goods Dealer’s Ro- mance. Chapter VII. Written for the Tradesman. Without betraying by any sign or . + noticed her pallor ne wrought-up 1 Elsworth Seaton Moore drove on in silence, black time condition of her nerves, giving the little lady in to regain her ire. in the me reverted to the occupants of the disabled car, and compcst meanti his thoug he wondered if they would secure an- other machine and continue the chase. him seemed to It oc- curred to him that it was rather a motoring Something within voice a wish that they would. thing to be streets of a city. little followed by he i by a charming accompanie stranger in black, and some one—maybe a jealous lover, or the little lady’s husband for | Well, if meant to own aught he knew or cared. they were following he make it as interesting for them as possible, so he increased his speed, although in so doing he fully realized that he was exceeding the speed limit by a good, wide margin. Ah _ well, little old fine To one as solidly prosper- ~ I i Whats 4 anyway? ous as Elsworth Seaton Moore, dry goods dealer of Centerville, not much assuredly. Indeed the mere possi- b d and made to vility of being reporte pay a fine for this deliberate viola- tion of city ordinance was pleasing rather than otherwise, for it would be but an incident in a day of memorable happenings. Of course he was an out and out ally of the little lady in black—and had been from the mo- ment he had handed her into the car. That she somehow felt it to be im- perative to cover the distance to her home as speedily as possible, she had given him to undestand. He also knew that her nerves had been, a lit- tle while back, in such a wrought-up condition that the sharp report of a blow-out in the car back of them had, for the nonce, bowled her over. To Moore it was relatively immaterial as to why she was in such a des- perate hurry. She might, for aught he knew, be the innocent victim of some dire plot, or a fugitive from justice—oh, perish the thought, not that! But even so, he was her loyal ally; and, in her good cause, he would himself become a speeder. Now does any one feel disposed to break in with denunciation of the ex- gentleman who occupies so conspicuous a place on the stage of this narrative? If so, please don't do it, for the writer doesn’t like to be interrupted; moreover it’s all going to end charmingly, as you will agree when we get around to it. Are you inclined to be scandalized at actions apparently contrary to the habits of a staid and respectable citizen? Tush! Likewise piffle! What is mere staid- ness and conventionalized, surface- deep respectability when the gods of love and of chance are calling? If you hastily charge our hero with con- duct unbecoming a sober and respect- cellent able person, it is evident you do not in the least comprehend the workings of the masculine mind. From the time knighthood began to flower even unto the present, it has been a thing accredited of men and gods to cham- p'on the cause of the fair lady in dis- tress. Espouse her cause at once! Fly immediately to her relief, and get her out of the clutches of her pursuers: afterwards, when the facts are at hand, there’s time enough to make up your mind whether you should or you shouldn’t—but either way you'll be glad you did your bit as a knight-errant. From Hopple street west there is a gentle rise, which, in the course of a mile or so, amounts to perhaps suf- ficient elevation to ju name West View. Although not accounted Centerville’s': most aristocratic and _ exclusive suburb, it is nevertheless a good average community, for which no apology need be made. Elsworth Moore was by no means a to this locality, having motored thereabout; so he m mistake in turning west on Edg avenue. Broad, straight as and sentineled on either side by some residences, Edgewood asphaltan shoulders proudly the western sky-line. The e2 seemed fairly to whet the of his engine as the big, riding car bounded forward. And i was well that it did, thought Elsworth Moore, as, on glancing back, he saw a taxi far down the avenue fair burning up space, and quickly judged that the person or persons in the taxi didn’t intend to abandon the chase just yet. “All right,” said Elsworth Seaton Moore, half aloud, “it’s a cle and no favorites.” smooth- “Beg your pardon,” said the little lady in black. “IT think we are being followed by September 13, 1916 We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. ial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. GEO. S. DRIGGS MATTRESS & CUSHION CO. Manufacturers of Driggs Mattress Protectors, Pure Hair and Felt —,. i -¥ Box Ey Boat, Chair and Window Seat Cushions. prices. Citizens 4120. GRAND RAPIDS Leading Merchants Sell NOTASEME HOSIERY “Direct from Mill to Retailer’ For Men - Boys - Ladies - Children Acard and | will call with Samples. S. P. BERNS. Michigan Representative 518 Murray Bldg. - Grand Rapids, Mich. All sizes and prices. Write for catalogue. CHAS. A. COYE, INC. Grand Rapids, Mich. SPEED—SAFETY—COMFORT “w= DAY AND NIGHT BOAT TO CHICAGO FARE $2.75 GRAHAM & MORTON LINE MICHIGAN RAILWAY CO. Boat Flyers—Twice Daily Leave Interurban Station, Foot of Lyon St., rear of Pantlind Hotel, at *8:00 a. m., 9:00 p.m. *Except Sunday—Flyer for Day Boat Leaves Sunday 11:00 a. m. Outings and Flannelettes Bath Robe Flannels, Etc. These are staple items in every dry goods stock and it pays you to carry a good assortment. ‘We havea fine complete line to select from in full pieces and assorted 100 yard bundles. Bleached and Unbleached Shakers, Mottled Flannels, Wholesale Dry Goods Paul Steketee & Sons Grand Rapids, Mich. See Our Complete Exhibit at West Michigan State Fair “Holland Furnaces Make Warm Friends” : «i> September 18, 1916 a taxi from now on,” announced Els- worth Moore. “Want me to evade them, d’you not?” “Oh!” she exclaimed, “please do, if you can.” , “Very well, then, you command and I obey orders. And like this, please: if I’m to keep on, say ‘straight ahead!’ At the middle of the block before a turn, say, ‘Left’ or ‘Right,’ as the case may be, and the number of squares. See?” She nodded, leaned forward to- wards the wind-shield, and the ex- citement was on. Their team-play was perfect. Her orders came in even tones, quickly followed by his wordless and unhindered execution of them. It was a zig-zag course she chose, and, although the taxi-driver was a good hand at the wheel, he was handicapped by the other’s lead, and soon lost sight of his quarry. But Moore was the kind of a man to play it safe, so the big car held on at a lively clip, neatly making the corners and deftly swerving around streetcars and vehicles, inevitably drawing the gaze of the populace. As the good car sped on, followed no doubt by a determined taxi-driver (although for the present lost to view), Elsworth Seaton Moore could not help thinking this thing that was so new to him was not so radically different from that to which he had long been accustomed. For modern business is a race; and in dry goods lines, as in other branches of re- tailing, there is always the fellow who is hot on your trail. And between you and him—or them, as the case may be—it’s a race. Now in the race for business Elsworth Seaton Moore had, as we have seen, been able to give a good account of himself. He led his nearest competitors by a com- fortable margin. At the same time he stoutly resisted the inclination to slow down and take it easy. It’s this just, ubiquitous and whole- some rivalry that serves to relieve the world of business from the curse and blight of tedium and _ degeneracy. There were other dry goods dealers in Centerville besides Elsworth Moore, and good ones, too—bright, capable and ambitious fellows, who were bending their efforts to get for- ward, and, if possible, occupy first place in the race for trade. Fortun- ately for everybody concerned, most of them were willing to run the race MICHIGAN TRADESMAN according to the rules of the game. Competition, although keen, was hon- orable. But this is just an aside. And while we have paused to put it across, Mr. Moore’s car has slowed down and come to a stop in the center of the block south of Pell Place, on Brigh- ton street. This, explained the little lady, was not her home; that was half a square further on, at the southwest corner of the street. But she had better get out here, she urged; and he, would he kindly drive straight on? He would, of course; and how could she ever thank him sufficiently for his kindness? And she hoped he would not be fined for speeding; and if he was, would he kindly call up her husband and let him make good the fine? And he told her to forget it. But, as he helped her out of the car, he handed her one of his cards; and she told him her name. And was this the anticlimactic end- ing of his adventure, he thought, as he jumped into the car and started off on high; if he then mused that the incident was a trivial one, he had occasion to reverse his opinion some five minutes later, when his car was brought to a quick stop at the sharp command of a police official on a motorcycle. “What's the charge, officer?” en- quired Elsworth Seaton Moore non- chalantly. “First charge, speeding;”’ informed the officer, “and maybe a more ser- ious one. But you'll hear about that in due time.” And the officer in a very officerlike way, proceeded to take the offender’s name and address. Already he could see the plot thick- ening, and the sensation was not un- pleasant to the adventurer. Charles L. Garrison. —__++.—___ Quick Work on Retail Dry Goods Store. No greater expedition in the con- struction of a large permanent build- ing was ever accomplished in this city than in the case of the new Ste- ketee building, on Monroe avenue. Hauser, Owen & Ames have crowded the work through in a manner cal- culated to excite the admiration and secure the commendation of all con- cerned. , ———_.<-~. Possibly the explosion of the theory that two can live as cheaply as one is responsible for a good many divorces. Silver Too Costly. It was a local train. The ancient engine having wheezed laboriously over equally ancient rails, jolted to a restful stop at no place in particular. Time passed tediously. Some of the passengers looked anxiously out of the windows, while others drew their hats down over their eyes and tried to forget it. When a half hour had elasped the brakeman came along. “Hi, brakeman,” said a querulous- voiced old man, “as near as you can tell, what’s the trouble?” “We’re taking in water,’ was the explanation. “Well, why on earth don’t you get another teaspoon? —_+->—____ A distant manner doesn’t lend en- chantment to one’s view of friendship. 31 Do it Electricallv Washing Machines and Vacuum Cleaners Wholesale and Retail s Demonstrated at West _— Michigan State Fair. $22.50 MAFFIT SALES CO. 118 Bostwick Ave N.E. GRAND RAPIDS, MICHIGAN Tel. Citizens 8821 Bell Main 5165 Merchants visiting this city during “West Michigan Fair Week” are cordially invited to make our store their headquarters des Grand Rapids Dry Goods Co. Exclusively Wholesale 20-22 Commerce Ave. - Grand Rapids, Mich. Gh neem 2 7'" 3 Fp mets af i e Frie Pianos Player Pianos ARGEST and most complete line of musical instruments and sheet music in Western Michigan. Everything for the band, orchestra, music school, soloist, teacher and pupil. Victrolas We have special catalogs for every class of musical instrument and gladly send any of them free on request. other instruments on monthly payments. drich Music House ...Prices and Terms in our Store .-.are always lower than you ... would expect to pay ...for the same quality. We sell pianos and all ESTABLISHED 1873 206 Monroe Avenue, Grand Rapids, Mich. 32 MICHIGAN TRADESMAN September 13, 1916 THE VELVET TOUCH. Work With Others in Spirit of Con- structive Optimism. Most of the readers of the Trades- man are engaged in a business which requires your dealing with anotier chap, a man who necessarily does not want to do the thing that you want him to do, I have been won- dering whether any of you have an- alyzed the viewpoint of the man you deal with. I wonder whether any of you have ever had a motion picture of the mental, the physical and the esthetic activities of your customer. You sell goods to him; and sometimes you advertise effectively; but some- times you feel that all of your selling and advertising are inefficient. You don’t know the reason for your in- efficiency any more than you know the reason for your efficiency. What I have said gives me a reason to parade before you for a little while this morning as a perfectly average American citizen who buys goods that your customer buys, who looks at his tradespeople exactly as your customers look at you. I have a wife who is the business manager of our family, thank heaven. We have two children. We live ex- actly as you people do when you are surrounded by your own home en- vironments. We start the morning in a sanitary way, using as much water as you do. We are served our breakfast by a young woman called Annette. She can not cook nearly so well as the chef at the Southern station in Asheville, N. C.; she isn’t very well educated, but we like her. Her disposition has got the right turn to it. We have never seen her raise her hand or her voice in anger at the children. She surely controls them with kindness, When break- fast is over I kiss as many of my family as time will permit: I walk seven blocks to a place where I can get means of transportation to the city. Suddenly thrust upon my con- sciousness is the choice between three ways of getting to the city, and I have to solve that problem. I climb on to a Carriage or a car in which I am treated in a way that smooths me down the back. I get a seat on the train, but I pay twice as much as I would if I came to the city in some other way. The train crew know me and I know them. If I have forgotten my ticket I am neith- er thrown off of the train nor flayed from head to foot by a glance or by a word. The man who deat with me the day I forgot the ticket gave me credit for being moderately hon- est. He got my viewpoint; he kept me from getting sore at the insti- tution he represented; and because he acts that way and his fellow labor- ers act in the some way, I take that method of transportation. The paper that I read is on one side of the po- litical fence and I am on the other. The managing editor's religion, if he has any, is this brand and mine is an- other. Neither of these considera- tions cuts any ice with me at all. I read the paper and boost it to audi- ences like this, because it has a tone of optimism that makes you feel that the editor and his associates have got the other fellow’s viewpoint. When you read that paper you feel that there is a constructive instead of an eternally destructive element behind it, and even though they attack some pet theory of yours or throw a brick at a candidate of whom you are a disciple, yet they do it in a way that keeps you on their circulation list. At noon I sit at a table in a res- taurant of a certain hotel, surrounded by an atmosphere that does me good. My food digests more easily because I am in a pleasant frame of mind. The people who waited upon me act- ed as if I were a human being and showed some traces of humanity in their own visages. If any of the food does not suit me, the man who waits upon me is more likely to dis- cover that fact than myself, and he will say, “If that is not satisfactory, 7 . Anderson Pace. will exchange it.” That is the reason I go there. When I go home at night and have to decide between two institutions near my home, I never hesitate, but I go te the smaller and poorer equipped store, because I know the man at the head of it. He has a personality that suits me. He has solved the problem of making the purchase of a postage stamp on credit a pleasure for the buyer. He runs a drug store. At this moment the institution I am connected with is working on a tremendously interesting piece of work. We have been delegated to develop a relationship between the public and the railroads that will make for team work in the State of Illinois. Our order said, “Find out for us what the other fellow thinks about us. Find out the criticisms he has to make of us; learn the good th'ngs he has to say about us; but by all means solve the problem of developing co-operation that has two sides to it.” That means give and take from both sides; that will result in team work aiming toward greater prosperity in the State of Illinois. Never have I been brought so close into contact with the innate selfish- ness of human beings as I have on this job. Never have I seen the naked prejudice of the other fellow in such a way. In this instance the other fellow isn’t dealing with an in- dividual; he is dealing with a soul- less corporation, Team work be- tween the various elements that go sir, we "even to make the industrial fabric can never come until all sides get the viewpoint of the other fellow. You can not do that by sending out an office boy to use bigotry and arro- gance when he is dealing with a man that you are trying to win to your view of the case. I know a railroad president who considered it worth while to go from Chicago to New York State in order to tell a com-. plaining shipper face to face that the claim he had for $2.75 on a barrel of apples was a justifiable claim and that it was worthy the attention of the president of the road, who had come to that town personally to sign the check to pay off the claim. Another railroad president I know lives in a small town on the road, and travels up and down that single track sys- tem shaking the hands with the people who can either cause great trouble or bring great profits to his institution. The velvet touch is not simply a practice for the individual; it is a practice for a municipality. The velvet’ touch can not always be ap- plied in one direction. If you have ever examined a monkey as closely as I have you know that you can not rub him the same way that you can rub a cat, because his hair, like a man’s, grows up the arm, while the cat can be stroked this way without exciting it. That same figure can be applied to the human race in the same way, though all of us have skins of about the same texture. To apply that to the town you live in is as important as it is to apply it to your business. Do you know whether the traveling man or the transient comes to your town or leaves it with pleas- ure? Do you know whether he is glad or sorry over leaving your town? What people think of a town is de- termined by the individual on the street, by the clerk in a store. Here we have a slogan, “T will,’ that has been changed to “We will.” If there is anything that a citizen of Chicago can be proud of, it is not the lake that preceded him by hundreds of centuries; it is not the equable sum- mer climate that we usually have here; it is not the massive buildings that make the streets look like ca- nons; the thing that we take pride in is the spirit of Chicago, getting to- gether at one end of the rope and pull- ing with all your might until you and the other fellows have pulled the oth- er end over and have gained the vic- tory. Have’ you ever thought that it would be wise to start in this coun- try a species of organization without membership dues, without pledge cards, but composed of a lot of peo- ple who would say, “I sincerely. thoughtfully and earnestly pledge myself to do one thing for this coun- try every day I live?” Do you think that would be a good thing if the people lived up to it? The one thing might be kicking a banana peeling off of a hard pavement or reporting an insanitary spot in an alley. The last thought that I want to leave with you is the idea that you and the other fellow, whether he be your competitor, the man who sells you goods, the politician who rules your state, or the ordinary, common, undefined citizen who walks your streets—the best thing you can do is to work with each one of these peo- ple in a spirit of constructive opti- mism, and not in a spirit that is ex- emplified in some of the dirty news- papers of the country which feel it their duty to reach out their filthy, clawing hands and drag down any- body whose prominence and ability have put him on a pedestal, where he becomes as fair a mark as you have ever known for blackmail and other schemes to ruin his character. Every one of us ought to say, “I will pledge myself to try to do some- thing constructive for the other fel- low, for my town, my state, my country, every day of my life, if it be only a helpful, optimistic thought.” Anderson Pace. —_—_—--o-+->_——__—_ The Goal of Fifteen-Cent Cotton. The goal of 15 cent cotton, thought impossible until after the end of the war, has been reached. Not only is 15 cent cotton a certainty, but further rises are expected, in spite of the reaction bound to follow in the wake of the continuous rising market. Fifteen cent cotton, if we in Mont- gomery can speak selfishly, greatly helps this city overcome the unfavor- able crop conditions, which two weeks ago brought gloom to the business circles. It is certain that we are to have a short crop—perhaps the short- est crop in a quarter of a century— but every business man knows that money has been plentiful in this city every time cotton has been 15 or 16 cents, no matter what the crop condi- tions have been. Cotton seed is also bringing an ex- cellent price and right now a bale of cotton, including the seed, is worth approximately a hundred dollars. Any sort of cotton crop, in which a bale of cotton represents a hundred dol- lars is bound to mean considerabl:- ready money for spending in the fall months. Cotton is worth $6.25 a bale more than it was on Monday. If, say Montgomery should receive 50,000 bales of cotton this season, the value of that crop in one week has increased by $350,000. It is no wonder that our merchants are feeling the invig- oration of a better business spirit— Montgomery Adviser. —_~+<-—.____ Retailers and Bad Debts. J. M. Hager, representative of the Harvard Bureau of Business Re- search, who has been busy in Cali- fornia, addressing the retail grocers’ associations in the larger cities, states that the result of the research work of the Bureau throughout the coun- try shows that there is a great di- versity in the percentage of losses from bad debts, just as there is a great diversity in cost of doing busi- ness, net profits, etc. In response to a question put to him by a grocer at the meeting held in San Francisco, he replied that the Bureau research shows that the low- est loss from bad debts is 0.1 per cent. on the net sales, the highest 2.2 per cent. and the average 0.5 per cent. The standard attained by the more ‘efficient stores is 0.2 per cent. September 13, 1916 MICHIGAN TRADESMAN 33 ‘Leas ‘That Please High Grade 50c Tea A High Grade 50c Japan Teas That Tease Customers in Your Store For More Our tea expert, together with our superior buying power, enable us to supply you with teas that will posi- tively bring trade to your store. NATIONAL GROCER COMPANY €.C.LETTS, Presicent CHICAGO, ILL. —. ps ea C.ELLIOTT, Vice Presioenr : setae WHOLESALE GROCERS cern et 8.B.CUSHMAN, Treas. & Generar Manacea SAGINAW, MICH. DETROIT, MICH. Y, ; wW.LCOLW ee lel eesommich. Serna ee 8 Anan. wise + ones! MICH. ©? ee | GRAN Ramone, Mic. Pen Coe nF comeinenenes ——ie;) aaute @ TE. MARIE,MICH. 4 RS TH IND. GENERAL OFFlCeCG anamreesS «==. lL ee ee 8 BORE HOR Ow Nice. 29-35 LARNED STREET WEST leave vidaunen. ESCANABA, MICH. OWOSSO, MICH. * OECATUR, ILL. DETROIT MICHIGAN TRADESMAN —_ "ns SS ~ — = = - = _. — aA 6 aa i Alia Wea res nL ify je Ca [JJvvveeees Wy bo 20 : Michigan Retail Hardware Association. __President—Karl S. Judson, Grand Rap- ids Vice- President—James W. Tyre, De- troit. Secretary—Arthur J. Scott, Marine ity. Treasurer—William Moore, Detroit. What Some Dealers Think About Stove Selling. Written for the Tradesman. The man who does things is usually the man best posted upon how to do them. The merchant who has wrestled with the various problems attendant on successful stove selling has views upon these problems which, even if they may not be universally applicable, neverthe- less have a great deal of value. Here are some views picked up from successful stove dealers: “Don’t overtalk the customer,” advice of one stove dealer.. two ways in which you him—or her. “One way is to wade up to your neck in stove technicalities. It is easy to bewilder a man or a woman with talk about drafts and temperatures and this thing and that. But the customer isn’t interested in the make of the stove for its own sake. What interests him is the results he can secure. Tell him for instance what your best kitchen range can do for him in the way of saving fuel, saving labor and saving stomach trouble. Less expense, less waste of time and better cooking—these are three range results the very mention of which will make the average customer sit up and take notice. “When you have driven home these points it is all right to go into the tech- nicalities. But do it sparingly. Use the technicalities just to prove your main important points. The technicalities are merely against which to paint an outstanding picture of what a modern efficient cooking range will do for a household. “That’s one point where you can over- talk the customer. The other lies in talking too much and incessantly. The wise salesman gets the customer talk- ing as soon as possible, and gives him free rein. Pretty nearly every custom- er has objections to make to your range or heater. Let him get them off his chest. When he’s done that, he won't take them so seriously himself; and when you know what they are, you're in a better position to explain them away. The way to land a game fish is to play him. Let the customer talk all he wants to. Give careful attention to every point he raises. Don’t side- step his questions, but answer them ex- plicitly. And all the while see that you work toward the ultimate clinching of the sale. If possible, keep one strong point in reserve for the crucial moment.” Says another dealer: is the There’s can overtalk the background “Don’t give away the coal scuttle. Sell it. In other words, after you have sold your stove, sell the accessories too. If you don’t, you are not making what you should of your opportunities. “To get down to cases: every coal range or coal heater needs a coal scut- tle. If you sell the buyer a scuttle you won't have him back next day com- plaining that you should have given him one with the stove. Then, too, there is the job of setting up the stove. Your men can do this work in less time and can do it better than the purchaser himself. He will appreciate having a dirty, messy task taken off his hands. And, while you are at it, find out if he has other stoves to put up. “Then there is stove pipe. Many buyers of stoves use old pipe with new stoves. Frequently this old pipe is as full of holes as a sieve. This is danger- ous with coal. It will pay the stove buyer to let you go over this old pipe and replace the defective lengths; and he will let you if you approach him right. “With the wood stove you may sell an ax; also a hatchet for chopping kindling. Perhaps the purchaser has an ax which needs a new handle. Sell him one, and the fitting of it. Then there is the matter of a stove brush, and stove polish. There is the ash sifter for the coal stove—the coal shovel—the ash shovel—and so on. The list of ac- cessories reaches out. You may as well sell them as give them away; and you can sell them if you take the trouble to suggest them. “This accessary trade can be made an important item in the store department.” The mail order problem doesn’t trou- ble this dealer. “My advice is, don’t cut your price to meet the mail order house,” he says. “Instead, compare the stoves. “I make it a point to get a line on the range the mail order house is featur- ing in its current catalogue. I have the catalogue right here in the store. I get hold sooner or later of a good share of the stove prospects in town. A good share of these prospects sooner or later see this catalogue and put it up to me, that So-and-So in Chicago is selling the same stove for ten dollars less than I ask. “‘Let’s compare the stoves,’ I urge, and take down my mail order catalogue. I take the customer down to where my range is standing on the floor and 1 go over it item by item, comparing it in every detail with the catalogue stove. I compare weight of metal, and size of oven, amount of ornamental nickel work, general appearance, wearing val- ue, fuel economy, and every other item that interests him in the least. If I can’t outpoint the catalogue house with my stove prospect at my elbow and my stove right under his eyes, it’s time for me to quit selling stoves and go to the poor house. “But the point is: to do effective sell- ing you must get the stove prospects into your store. This in turn means that you must advertise and reach out for them and grab them, and pull them in. They won’t come just for you sit- ting still. I make a note of every pros- pect who comes to the store and fails to buy at the moment. I have the clerks on my staff turn in the names of peo- ple with whom they come into touch. I have a cook book compiled that I give to anybody who will give me the name (with further particulars) of a prospective heater or range purchaser. I put on displays and run demonstra- tions and play the game for all it is worth. Where I can get in touch with a prospect personally I’ll go a few blocks or sometimes a good many blocks out of my way to do it. Maybe I push the thing too hard, but I don’t think so,” Keeping the customer satisfied is an important item in the view of one lead- ing stove merchant. He feels that his duty isn’t done when he sells the range or heater. “I invariably say: this stove is guaran- teed not to go wrong: If anything about it at any time seems to be giving dis- satisfaction, just remember that we’re back of it and we'll make it right. “Now, to begin with, my leading line —my only line—is one selected for qual- Holland Ladder & Mfg. Co. Holland, Mich. High Grade Ladders of all kinds. Write for Catalogue and Prices. 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 Sagiaaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction September 13, 1916 Hardware Help Wanted Retail Salesman who can handle farm trade. Retail salesman who understands builders hardware. Shipping Clerk who understands hardware and sup- plies. VAN DERVOORT HARDWARE CO. LANSING, MICH. AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich. REYNOLDS ge ESTA ONY 9, << OF Fine ere 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. EVEREADY FLASHLIGHTS «a are made in 75 styles, among which your customers are bound to find some that just meet their needs. Vest pocket lights, tubular pocket lights, home lamps, hand search-lights, fountain pen lights, guest candles and flashlight clocks are just a few of the many kinds. The EVEREADY Line is a real profit maker. LET US TELL YOU MORE ABOUT IT C. J. LITSCHER ELECTRIC COMPANY Wholesale Distributors 41-43 S. Market St. Grand Rapids, Michigan ee rence Narre Sena see Wet ae ee od BN a ne] ee ee rod Foster, Stevens & Co. Wholesale Hardware | wt 157-159 Monroe Ave. :: Grand Rapids, Mich. 151 to 161 Louis N. W. p- Je September 13, 1916 ity. I sell goods that I can count upon to satisfy my customers if they are properly handled and looked after. Im- proper handling is the reason for 90 per cent, of the dissatisfaction experi- enced with even inferior stoves. My verbal guarantee, personally given with every new stove we send out, means that if there is any trouble, the custom- er will come right to us and demand sat- isfaction. “*What a nuisance?’ you say. But it isn’t a nuisance; it’s a great help. For instance, a lady complained that her biscuits cooked on top but were soggy on the underside. She kept the flues cleaned regularly and was sure the fault was in the range. I investigated. She told me not to bother cleaning it out at the bottom, as she had done that a few days before. She had cleaned it through the opening under the oven door, but had forgotten that there was a flue door in the ash box. I found it packed solid with ashes; it hadn’t been cleaned since the range was bought. Now, that range is working like a charm. That customer is perfectly sat- isfied, has had no more trouble, and is one of the best advertisements we have. It’s that kind of service that helps to keep our stove customers satisfied; and a satisfied customer is the very best sort of advertisement.” This merchant keeps a list of all cus- tomers to whom he has sold stoves or ranges. As opportunity offers, he en- quires regarding them. He keeps in touch as closely as possible with every customer; and can invariably refers a doubting prospect to a stove customer who is thoroughly satisfied. Victor Lauriston. —_2+-<.—___ Anti-Trading Stamp Law for N. Y. State. At the recent convention of the New York Retail Grocers’ Associa- tion at Ithaca it was decided to urge the enactment by the Legislature of a new law against trading stamps, some of the main provisions of which are as follows: Every person, firm or corporation who shall use, and every person, firm or corporation who shall furnish to any person, firm or corporation to use in, with, or for the sale of any goods, wares or merchandise, any stamps, coupons, tickets, certificates, cards, or other similar devices which shall entitle the purchaser of such goods, wares or merchandise to pro- cure from any person, firm or corpo- ration, any goods, wares or merchan- dise, free of charge or for less than the retail market price thereof, upon the production of any number of said stamps, coupons, tickets, certificates, cards, or other similar devices, shall, before furnishing, selling or using the same obtain a separate license from the county clerk of each county wherein such furnishing or selling or using shall take place, for each and every store or place of business in that county, owned or conducted by such person, firm or corporation, from which such furnishing or sell- ing, or in which such using shall take place. An applicant for such license shall pay to the county treasurer of the county for which such license is sought the sum of six thousand dol- MICHIGAN TRADESMAN lars. Receipts therefor shall there- upon be issued and upon presentation thereof to the county clerk of the same county, he shall issue to the ap- plicant a license to furnish or sell, or a license to use for one year, the stamps, coupons, tickets, certificates, cards, or other similar devices herein mentioned. Such license shall contain the name of the grantee thereof, the date of its issue, the date of its expiration, the town or city in which and the loca- tion at which the same shall be used, and such license shall be used at no place other than that mentioned therein. Every person, firm or corporation who shall offer or deliver with goods, wares or merchandise, bargained and sold or to be sold, any premium or prize or any article of value in the nature of a premium or prize, or who shall sell or give or offer to sell or give any goods or other articles of value in the nature of a bonus, prize or premium in consideration of the purchase of or agreement to purchase any goods, wares or merchandise, or who shall sell or offer to sell any article of value in the nature of a bonus, prize or premium in connec- tion with the sale, or offer to sell any goods, wares or merchandise and as an inducement to purchase such goods, wares or merchandise shall before performing such acts or any of them, obtain a separate license from the county clerk of each county in which such offering, selling or de- livering shall take place. An applicant for such license shall pay to the county treasurer of the county for which such license is sought the sum of $6,000. A receipt there- fore shall thereupon be issued and upon presentation thereof to the county clerk of the same county, he shall issue to the applicant a license to offer or deliver or sell for one year, premiums, prizes or articles of value as inducements in connection with the purchase or sale of goods, wares or merchandise. Such license shall contain the name of the grantee thereof, the date of its issue, the date of its expiration and the name of the county in which such acts shall be authorized, Penalty: Any person, firm or cor- poration violating any of the provi- sions of this article shall be guilty of a misdemeanor. If any clause, sentence, paragraph or part of this act shall for any rea- son be adjudged by any court of com- petent jurisdiction to be invalid, such judgment shall not affect, impair or invalidate the remainder of the act, but shall be confined in its operation to the clause, sentence, paragraph or part thereof directly involved in the controversy in which such judgment shall have been rendered. —____6¢.___ Progressiveness. To be progressive simply means to stop marking time and go ahead. Either way wears out shoe leather but the “go ahead” way supplies new and better shoes. You grasp an idea while it is new in the public mind and you supply— or create—a public want. Result is profit for you. You sense the public demand a bit before its full stock is felt and prac- tice preparedness. Result is a tribute to your alertness and a feeling by your customers that your store is a good place to shop. You successfuly dodge the mer- chandise morgue and your stock is fresh and clean. The steady staple numbers are given new life by the appearance of some of the newer lines. Result is the attractiveness of your store. But behind your progressiveness there must be the progressiveness of some jobber or manufacturer in whose judgment and ability you have confidence. —__—_-- Even a prohibitionist makes no kick about the horn of plenty. 35 Value and Quality Are the two essential things to consider in the purchase of JEWELRY. The low prices and guaran- teed quality of our merchan- dise is sure to interest the careful buyer, We Invite You to Come in and Look Around Jos. Siegel Jewelry Co. 82 Monroe Ave. Grand Rapids, Michigan Office Desks. Always Ready To buy or sell store fixtures. BARGAINS in ‘‘USED” Cases, Scales, Coffee Mills, Safes and We also deal in new fixtures and our prices are the lowest in Western Michigan. We buy merchandise stocks complete. Get in touch with us if you want to sell. Grand Rapids Store Fixture Co. 7 Ionia Ave., N. W. Grand Rapids. State Fair. MAIN OFFICE 1501 WEALTHY ST. The Genuine “DICK’S” “BLIZZARD” ENSILAGE CUTTERS We can still ship any size promptly from We will show all sizes at the West Michigan Clemens & Gingrich Co. Distributors for Central Western States GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN September 13, 1916 a AUTOMOBILES AND ACCESSORIES Street Railways May Enter Business Shortly. English street railway, or “tram,” companies are finding the use of motor om: Jitney Several ises profitable as their mail service, and at the last annual con- vention cf the American’ Electric Association, held in San Francisco, it was decided to investi- feeders or auxiliaries to Ratlwaw Nauweay gate the possibilities of supplement- ing the regular street car service with motor busses in this country. Thus, the final outcome of the fighc that the street car companies every- where have made against the Htney bus may be adoption ot regular buss- es by the companies themselves. The motor bus section of the Shef- field Corporation Transways in Eng- land earned a gross profit of $26,850 during the business year ended March 25, 1916. The company operated twenty-one busses in regular service on ten routes totaling thirty miles in length, five of which extend for a considerable distance beyond the city limits. More than half a _ million miles were traversed by the busses during the year. The 3irmingham Corporation Tramways earned a profit of more than $50,000 in the year ended March 31. Its forty-one motor busses car- ried 6,300,000 passengers and covered 938,226 miles, earning a gross average revenue of nearly 25 cents per bus- mile, while operating expenses aver- aged less than 18 cents per bus-mile. Other English systems operating motor busses are the York Corpora- tion Tramway Department (four), Oldham County Borough (three) and 30urnemouth Corporation Tramways. All of these municipally owned ser- vices are finding that the motor bus is giving them a new lease of life, for without spending large sums on permanent track and overhead equip- ment, fresh revenue is brought in. The busses, while not always show- ing profits themselves, increase the trafic on the rail lines. A year ago the United Railways & Electric Co., of Baltimore, organ- ized the Baltimore Transit Co. and began operating twenty-five twelve- passenger busses to determine their desirability. ——_+-.___ Dealers to Be Big Factor in Tractor Field. Men of experience in the automo- bile field, many of whom entered mo- toring as a business from the field of cycling, are turning to farm tractors, now opening with a rush. When the tractor show was held in Kansas City during the same week as the automobile show, the object was easily found when every effort was made to secure the services of practical automobile men as salesmen and to place the agencies for tractors with automobile dealers of established reputation and business. There were many large contracts closed at this time and a number of automobile men were instrumental in inducing dealers in their field to enter the new line of business. At the many motor tractor demon- strations held during the year, the most active men have been graduates of the automobile world whose knowl- edge of the business has enabled them to score successes among the trade of the country, and more particularly the automobile trade. In one large agricultural area an automobile dealer reported at a re- cent tractor demonstration that, hav- ing sold over 75 per cent. of his auto- mobiles to the farmers he had taken up the tractor business and was sell- ing to all the motoring farmers trac- tors which would enable them to drive the horse still farther to the rear. There is considered to be no more logical person to handle the farm tractor in agricultural states than an up-to-date automobile dealer. Not all automobile dealers, how- ever, will be tractor dealers. Some are not qualified for the work. Some handle cars that do not suit the agri- cultural trade, others are not capable of handling farm business. The fact remains that where it was expected that most of the tractor selling would be done by implement dealers throughout the country the automobile people are taking so strong a foothold in this field, which will bring them even larger returns than they have ever obtained from the automobile. —_-2-—___ Chicken a la Car. A stranger, arriving in a small town, hailed a passing resident and enquir- ed: “Can you direct me to a place where they take boarders?” “Hemmandhaws keeps ’em,” the man replied. “Is that a pretty good place?” “Fair to middlin’.” “Have chicken very often for din- ner?” “Reg’lar and unexpected.” “What do you mean by regular and unexpected?” “They have chicken reg’lar Sunday——’” “T see—— “And they also have it when an au- tomobile unexpectedly kills one in the roads.” every , —_—_2>+>—___ Some people can best make their presence felt by their absence. al Hills Melt! , before this powerful car — and they are mostly taken in high gear. ray ] Watcsh a CYLINDER Phelps Auto Sales Co. DISTRIBUTORS New Location: 131 MICHIGAN ST. GRAND RAPIDS, MICH. a $1950. 7 os ; ie, | — zh. See us at the Fair with a striped chassis and w winter car. CITIZENS 9968 the ne 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 oil for the cheapest car. WRITE FOR PRICES AND PARTICULARS The Great Western Oil Co. Grand Rapids, Michigan The Best Time to stop tire trouble is before it begins. The Best Way is to install MAXOTIRES in your casings while they are in good condition. Maxotires Are Built just like the carcass of a tire and are made to protect the tube from fabric breaks and rim cuts, which are the sole causes of blow outs. Maxotires Will Enable You to get all the miles out of the casings you are now throwing on the junk pile—tires you couldn’t wear out because they gave out first. Maxotires Will Be 2 on exhibition at the north end of the Auto Building at the Fair. Don’t fail to inspect them. ‘THE UNION SALES Co. “A SMALLIDGE CONCERN” 9 OAKES ST.,S.W. itz. Phone 8880 GRAND RAPIDS September 13, 1916 BANKRUPTCY MATTERS. Proceedings in the Southwestern Dis- trict of Michigan. Joseph, Sept. 4— Maynard J. Toad, formerly engaged in the retail meat business at Benton Harbor, filed a voluntary petition and was adjudi- cated a bankrupt and the matter re- ferred to Referee Banyon. The schedules of the bankrupt show no assets above his exemptions, except the sum of $168.38, which is claimed as part of his exemptions. The fol- lowing are listed as creditors: Swift & Company, Chicago, $377.49 C. L. Applegarth Co., Balti- more, 74.50 Parks Wendzel Co., Baltimore, 13.95 South Bend Bread Co., South Bend, 17.92 Charles’ W. Triggs, Chicago, 12.17 Loose Wiles Biscuit Co., Chi- cago, 3.31 Geand Rapids Butchers Supply Co., Grand Rapids, 8.90 Haegar Coffee Co., Bangor, .. 6.00 S. Islander & Co., Chicago, .. 45.21 John F, Jelke Co., Chicago, .. 3.96 Pentecost Bros., Chicago, .. 17.45 Armour & Co., Chicago, .... 279.29 Morris & Co., Chicago, 240.49 Vette & Zuncker, Chicago, .. 53.76 Arnold Bros., Chicago, 69.27 C. a Hammond & Co., Chica- Roan & Co., Indianapolis, Sulzberger & Co. Chicago, .. J. S. Hoffman, Chicago, Friedman Mfg. Co., “Chicago,. Illinois Casing Co., Chicago, Independent Pack: ng Co., Chi- cago, 128.28 David Sax, Benton Harbor, .. 40.00 Benton Harbor & St. Joseph Gas Co., 14.30 Michigan State Telephone Co., 13.70 Hall Hardware Co., Benton Harbor, Peters Hardware Co., Benton Harbor, ——— oe MICHIGAN TRADESMAN News-Palladium Co., Benton Harbor, 4.50 W.S. Waite & Co., Benton Harbor, 30.60 Hipp, Enders & Avery, Benton Harbor, 29.25 Arthur Higman, Benton Har- bor, Benton Harbor’ Paper Benton Harbor 4.99 Benton Harbor Produce Co., ‘Benton Harbor, 12.00 City of Benton Harbor, 4.00 Farmers & Merchants Bank, Benton Harbor, 100.00 H, O. Wilson, St. Joseph, .. .. 9.29 St. Joseph, Press, St. Joseph, 3.60 $1980.84 September 5—In the matter ot Ezra V. Hayden, bankrupt, of Porter township, Van Buren county, the first meeting of creditors was held at Pew Paw. No claims were proved and after the examination of the bank- rupt by the referee an order was made that no trustee be appointed; also that the bankrupt be allowed his ex- emptions as claimed. The first meet- ing of creditors was then adjourned without delay. September 6—In the matter of the Spencer & Barnes Co., a corporation, bankrupt, of the city of Benton Har- bor, a special meeting of creditors was held at the referee’s office and the trustee’s second report and ac- count were approved and allowed. A second dividend of 10 per cent. was declared and ordered paid to all un. secured creditors whose claims were filed to date. Sept. 7—In the matter of Elmer E. Stamp, bankrupt, of Cassopolis, the final meeting of creditors was held at the referee’s office and the trustee’s final report and account were approv- ed and allowed. A final dividend of 9.1 per cent. was declared and order. ed paid on all unsecured claims. The final order of distribution was enter- ed for the payment of administration HEY do me wrong who say I come no more When once I knock and fail to find you in; For every day I stand outside your door, And bid you wake and rise to fight and win. Wail not for precious chances passed away, Weep not for golden ages on the wane; Each night I burn the records of the day, At sunrise every soul is born again. Walter Malone. expenses. Creditors having been di- rected to show cause why a certificate should not be made recommending the bankrupt’s discharge and cause having been shown, it was determined that no such certificate be made. The trustee was authorized to interpose objections to the bankrupt’s dis- charge. The final meeting of cred- itors was then adjourned without day. Sept. 8—In the matter of the Ross Cabinet Co., bankrupt, of Otsego, the final meeting of creditors was held at the referee’s office and the trustee’s final report and account were approv- ed and allowed. A final dividend of 3.33 per cent. was declared and or- dered paid on all unsecured claims. The final order of distribution for payment of administration expenses was entered. Creditors having been directed to show cause why a certifi- cate should not be made recommend- ing the discharge of the bankrupt, ana no cause having been shown, it was determined that such favorable cer- tificate be made. The trustee was au- thorized not to interpose objections to the bankrupt’s discharge. The final meeting of creditors was adjourned without day. Sept. 9—In the matter of Bert Reu- ben, bankrupt, of Paw Paw, the trus- tee filed his final report and account, showing total receipts of $872.10 and disbursements of $461.87 and balance on hand of $310.13. The final meet- ing of creditors will be called in a few days. ——_------___ When Politics Is Treason. An exceedingly grave situation con- fronted the country. In some re- spects, the strike of railroad em- ployes, threatened to be inaugurated Sept. 4, would have been worse than war with a great power. The situa- tion was, unfortunately, complicated by the fact that this is a presidential year, and it was extremely difficult to 2S Don’t bewail your “Luck” because you didn’t buy Ford, Hupp, Reo Chandler, Buick, Saxon or Continental stocks when they were within your reach and capitalization was low. A greater opportunity is knocking right now. The greatest improvement in the greatest profit paying industry in the world offers you an insider’s opportunity. The Clark-Anderson—the greatest motor in the world—offers you a chance to make up for your disappointment from other opportunities lost through indifference and lack of courage. The chances are better than 100 to 1 in favor of a phenomenal success. Universal Valveless Four-Cycle Motor Co. Grand Rapids, Mich. . 37 obtain action free from partisan con- siderations. What the country de- manded was that there should be no truckling to the unjust demands of labor nor granting of any unjust claim on the part of railroads. It also de- manded that the President act withour regard to the possible effect on his po- litical fortunes and that the opposition party in Congress do its full duty, whether it helped or marred the suc- cess of the party at the November election. The man who subordinates his country to his party is a traitor. The backbone of the Debs strike of 1894 on the railroads was broken by Grover Cleveland. The same stern devotion to duty and unflinching courage was needed as never before Sept. 1 and 2, but, unfortunately for the cause of freedom and democracy, they were lacking in our chief execu- tive—Iron Trade Review. ———_»>2 I Don’t Mean To Be Mean But— There is no one so tall that he couldn’t be taller; There is no one so small that he couldn’t be smaller; There is no one so thin that he couldn’t be thinner; There is no one so fat that he needn’t have dinner; There is no one so mild that he couldn’t be milder; There is no one so wild that he couldn’t be wilder; And so on and so forth, this, that and the other, , just for the fun of it, here goes another: There is no one so keen that he couldn't be keener— But there are folks so mean that they ecouldn’t be meaner! Arthur J. Goodhart. oe The last step in a questionable un- dertaking may be a lockstep. 38 Gabby Gleanings From Grand Rapids 1i—Very few Grand : Rapids, Sept. jen have ever died of too much cheer- Sees but we sure will be some glad when friend Haight gets back on the jo Our column was short of items in last week’s issue because the other helper failed t write any oP. : . . We noticed quite a few of the boys last week were still wearing straw and Panama hats. Duck them, fel- lows. for if we see any more this week we 3 right up in “open meeting names. Lask w Traverse City the first early i hape. crop. ed in good pretty fair 5 d frosts so far. give and absence of s promise of'a good crop of wd pota- toes and at the prospective good prices you can read not thing bs it pros- gan this fall busi- perity for Northern Michi and largest resort ness an excellent cherry and pea crop and now coming a good te crop is sure putting a smile on every merchant's face. So many resort people wanted to get out of ankfort Saturday, Sept. s necessary to make up an extra to carry the baggage. Had it not been for the threatened: rail- road tie up many people would have staved for at least two weeks longer in the resorts This is true from ogy paegeand Island all the way down to Joe and it took away many thou- =e dollars from the resorts. r, 2. that it was 48 + A little boy’s version of a hypo- crite was “a boy who can go to school with a smile on his face.” How about the traveling man who smiles when everything dead wrong? Thar is called optimism, In one store this past week we saw in one place of bus- you have nothing to do. On the screen doo: was the card, goes iness, at don’t do it here.” of a clothing store “Pull—don’t knock.” Now that the hot weather has sub- sided and the members are back from their vacation, let us renew our old- time enthusiasm and amble up to the Council rooms Oct. 7. Grand Rapids Council, which has been slumbering during the hot summer months, should get busy and put some of her old time “pep” into this Oc- tober meeting. Not only has the proper spirit been lacking, but the membership has fallen off slightly, due to the fact that new members have not been secured in numbers sufficient to offset the deadwood that always has to be er whenever an assessment is called. Now is a good time for those ten captains to get busy. buckle on their armor and go out in quest of new members. There are two meetings left before the period of contest is ended—Oc- tober and November. Up to date H. D. Hydorn and L. V. Pilkington are tied for first place, H. W. Harwood and his team are second, while C. C. Perkins and J. H. Schumacher are tied for third position. There is plenty of time for some of those who are far behind in the race to take the lead if you will only get busy. Let us make our membership 500 by the end of the year. There is a lot of good material to work on. All they need is to have the many rea- sons for becoming a member explain- ed to them and they will join the big- gest and best fraternal insurance or- ganization of traveling salesmen in the world. At the last meeting of Grand Rap- ids Council the following committees were appointed by Senior Counselor Borden: Dance—E. W. Smith, to select his assistants. Hotel and Transportation—John D, Martin and Charles C. Perkins. with power -arade, Badge and Uniform—H. W. Harwood. Don't forget to pay your assess- ment No. 133 which expires Thurs- day, Sept. 14. MICHIGAN TRADESMAN N. H. Graham has taken up his abode, temporarily at least, in Grand Rapids and left this week for an ex- tended business trip in the East. We hope Nate and his family will like ix well enough here so they will make it permanent. It is strange how many traveling men have trade to see in their home towns on circus day. That was true in Traverse City Thursday of last week and also in Grand Rapids Mon- day. Buffalo Bill’s show is making this neck of the woods. Atoliics for the winter season be- gan in Absal Guild Ancient Mystic order Bagmen of Bagdad Saturday evening, Sept. 9. Admitting the fact that 80 per cent. of the regular officers were conspicious by their absence, yet there was enough “has beens” there to enable Great Ruler Bradfiela to fill all the stations and still an “audience” left, W. E. Mellinger, chairman of the w ays and means com- mittee, outlined some of that com- nittee’s plans for social activiti es the oa winter and they sure “listen- ed good” and will bring results in membership to Absal Guild. In the absence of Captain Burgess, of the -atrol of the Kings Guards, First Lieutenant H. W. Harwood will be- gin active operations. A call for drill will be made very soon and at the October meeting Second Lieutenant H. F. DeGraff will give some talk on Patrol activities and its benefits to Absal Guild. Right here we want to make it known good and loud that an invitation is extended to all members of the Bagmen and all members of Grand Rapids Council to meet with the Patrol and drill and it sure will stimulate and ultimately be the means of bringing good results for a march- ing squad for Grand Rapids Council. All Bagmen are U. C. ©’s at heart and soul in the future of good old No. 131. E. Stott was appointed a commit- tee of one to formulate plans for a Grand Council Convention Club and more will be told about that later. H. W. Harwood was one of the eighty-two passengers in the coach on the G. R. & I. that jumped the rail and turned completely over on the night of Sept. 2. Harry gave a very graphic description of the thrilling experience and hopes it never will be his to go through with again, yet he came out of it without any broken bones and, in fact, was the first per- son to get out of the coach and was instrumental in getting assistance from Kalkaska and Mancelona and assisted in getting out the wounded in the coaches. Had the train been made up with wooden coaches, it would have been one of the worst ac- cidents and holocausts in the history of Michigan. Every traveling man, every friend of the traveling man, every friend of humanity should holler loud, holler often and keep persistently at it until every road is fully equipped with life protecting steel coaches. Keep at it, boys—keep at it Mr. Editor—keep at it every- body. They are the only mode of travel in this rapid age that offers you any chance for your life in the event of an accident. Ja Dee. —_+~-.—____ He Paid the Penalty. “I took my girl to the ball game yesterday.” “Veale” “Uh-huh! I bet ker a pound of candy against a pack of cigarettes on the game.” “Who won?” “a did” “Did she pay up?” “Say, what kind of a cheap skate do you think I am. Why, the girl felt so bad about losing that I had to buy her two pounds of candy and swear off smoking cigarettes for life before I could cheer her up.” September 13, 1916 Use Half as Much Champion Motor Oil as of other Oil If you need anything for Your Automobile GRAND RAPIDS OIL Co. or Carriage Let us serve you. Allen & Dorthy 236 IONIA AVE., N.W. GRAND RAPIDS - MICHIGAN Week’s Special in Used Autos Paige, 4-cylinder, electric lights and starting fine condition; special ....$395 Overland, 4-cylinder, foredoor; special 95 Hupp, 4-cylinder, running fine; special 185 Overland, 4-cylinder, 1912; special .. 195 Regal light 7-passenger, electrically equipped; special Ford 1913, electric lights, 2 new — special Brush runabout, very reliable; Whiting roadster; special ccc ccuseces Aue Krit roadster, unusually good; special 245 Chalmers 30 speedster, very classy; preset ee. 395 A bil N 1t1 a speedster, very classy; spe- a utomo ] e ecessities Cit ee Ss aa At the long established and reliable Factory Distributors for —. : a - Diamond asy terms no extra charge. Congress + Pneumatic Tires and Tubes Dwight’s Used Auto Ex. 230 Ionia, N, W. Sudachart \ Swinehart Solid Truck Tires Eveready Non-sulphating Storage Batteries Weed Chains Champion © United Trucks =")... Red Head ) 1% to 6 ton all Rayfield Carburetors worm drive American Eveready Flashlights American Eveready Flashlight Batteries United Trucks are the best busi- Tuthill Titanic Springs ness and profit builders a dealer Simplex Automobile Jacks can secure. They are standard- Atlas Mfg. Company Tire Doh ized in construction and are Interlocks and Reliners capable of performing beyond Hill Smith line of repair parts for Ford cars the requirements usually made Stewart Warner complete line of accessories on similarly rated trucks as to capacity and endurance. including repair parts You will be interested in the particulars Thermoid Brake Lining WHOLESALE ONLY when you hear about them. Write. wire or visit us personally. You can buy all these goods through The United Motor Truck your regular garage man. Company SHERWOOD HALL CO., LTD. Grand Rapids, Michigan Grand Rapids, Mich. ee HAVE YOUR TREAD-WORN OR RIM-CUT TIRES MADE INTO ONE GOOD ONE BY US. SAVES 75% OF TIRE COST THE ECONOMY SYSTEM LOOK FOR OUR BOOTH AT WEST MICH. STATE FAIR IN AUTOMOBILE BUILDING. GRAND RAPIDS DOUBLE TREAD TIRE CO. 214 DIV. AVE.,S. - BELL MAIN 4052-W. - GRAND RAPIDS, MICH. ‘AmericasGreatest "Light Six Two Models—Three Body Styles Model 36—America’s Greatest “Light Six’’—5-passenger Touring Car, 121-inch wheelbase.............. -. $1,485 Model 37—The “Light Six’’—7-passenger Touring Car, 127- inch wheelbase ................. ol, Peeves y ss 15000 Make the Haynes Exhibit your headquarters while at the West Michigan State Fair The Haynes Agency 512 Division Ave., South Successors to The Grand Rapids Saxon Company The Haynes Automobile Company Kokomo, Indiana » September 13, 1916 _ meetings are to be held. Boomlets From Bay City. Bay City, Sept. 11—The Wright Carson Co., Gladwin, is erecting a store building at Winegars. When completed, it will be stocked with a general line of merchandise. D. Mills, Gladwin, who has been engaged in the mercantile business for more than twenty years, has de- cided to retire from business and has sold his stock to Miller Bros, and B. C. Henderson, the former having pur- chased the dry goods and shoes and Mr. Henderson the grocery stock. H. O. Whitney, formerly ot Rhodes, has recently opened a new store at Highwood. He will carry a general line of merchandise. H. O. is a hustler and is making the other merchants in that section of Gladwin county sit up and take notice. Grant Martindale, owner and pro- prietor of the Atlanta Hotel, died very suddenly Tuesday night after a short attack of pneumonia. Franklin E. Parker, a prominent lumberman of this city, was. shot down in the street Sunday night by unknown parties and died Monday evening, The murder is surrounded with mystery and no clue to the mur- derer has been’ discovered. The Board of County Auditors has offered a reward of $500 for information lead- ing to the capture of his slayer. Chief * Davis believes the party or parties who committed the deed are still in the city. In addition to the above, private subscription has raised the reward to $3,000. Frank Wolfson, of Hale Lake, has erected a new store huilding at Long Lake and in a few days will open the door ready for business with a full stock of general merchandise. Mr. Wolfson, until recently, was in the employ of Joseph Pearlman, of Hale Lake. Memorial services were held by Bay Council Sunday afternoon in the Council chamber. The programme was good, especially the memorial address delivered by Rev. Fredrick Allen, pastor of the First Baptist church. The solo by Counselor G. H. Bonhajo and instrumental music by Mr. Osgood were well received and highly appreciated. Six new names were added to Bay Council’s membership list at its reg. ular meeting Saturday night. One hundred workmen, members of the carpenters’ union, reported for duty Saturday at 7:30 a. m. and com- menced the erection of the big taber- nacle in which the Bromley revival The build- ing has a ground space of 108 x 120 feet and will be ready for the opening service next Sunday morning. The meetings will continue for several weeks. The workmen donated their services, as did a large number of citizens. After reading Wilkie White’s humorous letter in regard to the nomination for Governor, which he would accept under certain condi- tions, I am of the opinion that the Democratic party could do a worse thing than place his name on their ticket in case Mr. Bender resigns. The traveling men’s influence has a great deal to do in shaping legislation in the past and it is about time they were represented in State affairs. How would this ticket do? Governor—Wilkie White. Lieutenant-Governor—James M. Goldstein. United Brown. This ticket would be a sure winner. W. T. Ballamy. — +> Flakes From the Food City. Battle Creek, Sept. 11—The water has claimed two more of Battle Creek’s well known and highly re- spected business men. This makes a total of four who have been lost in this way and all who have been taken away were life long residents of Bat- tle Creek and known by almost every- body in town. Robert Bock, of the States Senator—Mark S. Bock-Walker Hardware Co., and Frank Hamilton, of Bauer & Hamil- ton, dealers in sporting goods were two of those drowned. A son of Mr. Hamilton was included in a fishing party on Houghton Lake and during a severe storm they were all lost. Mr. Bock and Mr. Hamilton were members of nearly all of Battle Creek’s sporting fraternities, besides being Masons and Eiks. Battle Creek as a whole will mourn the loss of these two men, for they were public spirited to the highest degree. As individuals we business people feel we have lost two honest, co-operative, always liked, business associates. They were buried Sunday and Mon- day, respectively, the services being in charge of the Masonic and Elk lodges. W. A. Young, of Bellevue, has sold his grocery stock to Fred Lam- phere, who will continue the business in the Young store. Battle Creek has been entertaining the Grand Lodge of the Knights of Pythias the past week. delegates were in attendance and, ac- cording to those interviewed, every- body’s heart was filled with good cheer and his stomach with Battle Creek’s world renowned foods. Three candidates for next meeting night in Battle Creek Council. We believe in starting early and avoiding the rush. It will be well for sinners to bear in mind that Billy Sunday will be in Detroit for a time. ' A handsome new business’ block has just been completed here with ac- commodations for seven ground floor stores and numerous offices in its upper stories, The block is known as the McCauley block and is one street back from Battle Creek’s busi- est four corners, on Main street, East. We need it, for nearly all the stores are rnted now. While passing remarks about stores we are moved to brag a little and speak of the Binder Bros. meat mar- ket. This is the finest market of its kind in the State and thirty years of honest dealing has built it. A beauti- ful white tile finish bedecks the in- terior and with fine fixtures, pleasant salesmen, good goods, honest prices —well, there is no more to say! His intentions were good any way! So we say of John O. McIntire, man ager of the Purity Candy Co., who undertook to land F. C. Emery, local cigar manufacturer, and the writer home a few evenings ago from Belle- vue, where we were calling on the trade. John has a ford car and very kindly offered us a ride home. Of course, we accepted, We were get- ting along nicely at about blank miles an hour when a satanic noise sounded from ne rear tire and we stepped. But we were on our way again in the course of an hour after putting a new tire on twice and blowing up two inner tubes. But we very gratuitously acknowledge that not once did John lose his temper and endeavor to remark to the Maker about fords. Well, winter is coming on now and material to write about will be less scarce we hope. We will see more of the boys anyway and for another six months will enjoy those effer- verscent, trouble banishing council meetings that No. 253 is famous for. We like visitors, too! Otto L. Cook. —_»+++—___ . Complimentary. Gebhard Von Bluecher, the famous Prussian general field marshal, had as surgeon major of his army a man who was very homely, but extremely proud and vain. One day Bluecher entered the sut- geon’s tent and found him standing before a looking-glass arranging his toilet and admiring himself generally. “Doctor,” said Bluecher, laughing, Some 500° MICHIGAN TRADESMAN “T suppose that you are the luckiest man in the world.” “How's that, sir, may I ask.” “Why, here you are quite in love with yourself, and you haven’t a single rival.’ —_+++___ The jewelers of the United States have been holding their annual con- vention in Minneapolis and issuing edicts for the coming year. They say the wrist watch will be more used than ever, and class it as a neces- sity instead of a luxury. Feminine readers may be interested in the jewelers’ announcement that laval- lieres, earscrews and brooches will be worn more generally, although male readers may wonder how that can be. 39 BANKRUPT SALE OF IMPLE.- MENT STOCK. The bankrupt stock of L.. L. Winslow at Saranac, Mich. consisting of farm implements, gas engines, cream separators, harnesses, blankets, robes,.etc, inventoried at $5350.00 will be sold at public auction on Saturday, Sept. 16th, 1916 at 1:30 p. m. at the store at south end of Bridge street in said village of Saranac. Sale will be for cash and will be immediately confirmed. The inventory will be on file at the store in Saranac on Sept. 15 and 16 for inspection. address, For further information E. D. Collar, Auctioneer, 7 Ionia Ave., N. W., Grand Rapids, Mich. Carbide Sealer Cures Punctures While You Ride Guaranteed to instantly and permanently seal any puncture up to 20d nail, will stop slow leaks, prevent flat tires and rim cuts from that cause; will not freeze, gum, dry out or get hard in tube, will not injure rubber or cloth, will outlast tube and reduce tire cost. Not a filler, easy to apply, one gallon will treat four 4 inch tires. Retails at $3 the gallon, $1.50 the tire when put in tube at garage, 100% to dealers and garages. ODEN CARBIDE PAINT CO. Oden, Michigan UNITED LIGHT & RAILWAY CO. 5% 6 % 4% BONDS PREFERRED STOCK COMMON STOCK The securities of this company are a purchase at the present time. Call us for information regardiig earnings and future prospects. MAIN 4684. R. E. COLEMAN & COMPANY MICHIGAN TRUST BLDG. CITIZENS 7374 DOLLAR DAY GLASSES Pair of Lenses. Let Us Make Your Glasses Tell Your Friends to Come DOLLAR DAY GLASSES A Dollar doing more than Double Duty Read Carefully: Buy a pair of lenses or complete glasses at our regular prices. Pay a Dollar More and Get an Extra (This offer does not include Kryptok lenses) 216 Monroe Avenue Williams Eye Glass Shop Grand Rapids, Michigan aeeaiiess Ig hae cig SPS cae ee rr marca emn , 50 an acre. Charles W. Reattoir. 40 MICHIGAN TRADESMAN September 13, 1916 the exceptionally beautiful “ a Sete lying southwest of the city in Palos . a i a a “Bz and Lemont townships has already The Hotel Geib S 'e" = = = eS been taken. SS f hi o — | ; qi ty Ay ey Grand Council of Michigan U. C. T. Grand Counselor—Fred J. Moutier, Detroit. Grand Junior Counselor—John A. Hach, Jr., Coldwater. Grand Past Counselor—Walter S. Law- ton, Grand Rapids. Grand Secretary—Maurice Jackson. Grand Treasurer—Wm. J. Devereaux, Port Huron. Grand Conductor—W. T. Ballamy, Bay City. Grand Page—C. C. Starkweather, De- troit. Grand Sentinel—H. D. Ranney, Sag- inaw. Next Grand Council Meeting—Bay City, June 1 and 2, 1917. ’ Heuman, Pickings Picked Up in the Windy City. : Chicago, Sept. 11—Chicago during the last week has been entertaining the Spanish War veterans. The city has been decorated accordingly and at one of their meetings each dele- gate expressed his wish to again go to the front if called on by the Government. Each delegate the writer talked to seemed well pleased with the way Chicago had received and entertained them. Michigan friends of William Clin- tock will, no doubt, be glad to learn that he has again opened up a first- class barber shop at 104 West Madi- son street, corner of Clark. This is but a step from the Morrison Hotel, where he has been conducting a shop for some years back. Politics in Chicago are getting pretty warm as primary day draws nearer. The candidates are throw- ing the mud so fast that one would think there was a small riot going on. One of Chicago's small prosperous business men is F. F. Boudevin, lo- cated at Irving Park boulevard, and Lawndale avenue. Mr. Boudevin_ is a Michigan product, coming to Chi- cago some four years ago, opening up at above address a very fine cigar, candy and stationery store. All schools in Chicago were opened on Tuesday, Sept. 5, from the first grade up. Some 400,000 children re- ported for classes. Each child, little or big had to have a doctor's cer- tificate as to his or her health. This was caused on account of so much infantile paralysis. R. W. Faulkner, of Charlevoix, pro- prietor of the biggest little restaurant in Chicago, located at 225 North Clark street, has returned from spending a few weeks with his fam- ily in Michigan. While at home he got so impressed with the old town that he has offered his Chicago res- taurant for sale and will return to Charlevoix for good. One of Chicago’s improvements now being worked out is the widen- ing of Twelfth street, from Michigan boulevard, to the Western city limits, giving the city one more driveway, East and West, which is something needed for years back. F. Carr, for many years night clerk and manager of the Morrison Hotel, has taken over the manage- ment of Hotel Warner, at 33rd and Cottage Grove avenue on the South Side. Mr. Carr will be pleased to meet his old friends at his new ad- dress. All Chicago theaters are now open- ing up for the winter season. It is reported that the plays showing at all the houses are very good and well worth seeing. Mayor Thompson is now revoking the licenses of all saloons found open on Sunday. No excuses are accepted, the Mayor making the statement that they have had plenty of time to dis- cover what his order means. So Chi- cago is now quite dry on Sunday. The automobile accidents seem never to run out in Chicago. There is hardly a night or a day but what there is one to three killed, caused from fast driving, skidding and turn- ing corners with too much haste. Let us hope the people driving cars come to their right senses and not try to tear up the roads. Senator Taggart, of Indiana, is en- titled to the thanks of his State and Illinois, indeed of the whole country, for introducing in the Senate a meas- ure looking to the conversion of the dunes along the south end of Lake Michigan into a National park. These wonders have been attracting more and more attention for some years and steps should be taken to preserve them from the invasion of commerce or vandalism and provide better fa- cilities for seeing them. Quite a big project is taking shape in Seventy-first street. It is proposed to duplicate at that place Wilson av- enue. It is said that twenty-two feet will be added to each side of Seventy- first street from Stony Island avenue east to the South Shore Country Club. The Illinois Central, which runs in Seventy-first street, will be elevated on a structure of unique and beautiful design. It is said that the movement is making much progress and that the railroad is in hearty sympathy with the project. It is said that many pieces of real estate have been placed under contract of sale recently as tne result of the proposed improvement. Sales are said to include the holdings occupied by the Wanderers’ Cricket Club. Contracts for the purchase of near- ly 1,000 acres of attractively wood- ed land in outlying parts of the coun- ty, for use as part of Cook coun- ty’s forest preserve, have been signed and it is expected that the first sec- tions of the outer park belt will be thrown open to the public within a few weeks. Surveyors are at work mapping out the boundaries of lands already acquired, and as soon as that work is completed the land will be dedicated to the perpetual use of the public. The first tract to be opened comprises 400 acres of timbered land lying between the Dundee road and the south boundary of Lake county, which was bought for $90 an acre. Another tract in the same vicinity comprises about 150 acres on the Dundee road on both sides of the Desplaines River, purchased by the forest preserve board for $192.50 an acre. About eight miles northwest of the city limits is a small tract of about sixty acres, lying along the east and west banks of the Desplaines River, and partly fronting on Mil- waukee avenue, which was acquired at an average of $75 an acre. Con- siderable property in this neighbor- hood will be acquired for the pre- serve district either by purchase or condemnation. The first step in the establishment of a forest preserve in ———_ +. __—- Only Once. “Only once.” It doesn’t matter much, you say; it was only once. But it does matter. There was the grocery boy who carried the basket of eggs very care- fully. But he dropped it—only once. There was the man who walked the tight rope over Niagara. But he slip- ped—only once. There was the chauffeur who took a chance crossing in front of the on- coming train. But he did it—only once. Napoleon had the success habit. He lost a battle—only once. The salesman had the big order nearly won. But he lost it—only once. The devil of it is that “only once” gets to be a habit—and a fatal habit. —_+++___ Definition of Men. A little girl wrote the following composition on men: “Men are what women marry. They drink and smoke and swear, but don’t go to church. Perhaps if they wore bonnets they would. They are more logical than women and al- so more zoological. Both men and women sprung from monkeys, but the women sprung further than the men.” Artesian Water Steam Heat $2 Per Day ‘ Sample Room in Connection 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 The Cushman Hotel The Leading Hotel of Northern Michigan Petoskey has excellent railroad and boat facilities Make the Cushman your headquarters while working this entire region $2.50 and up American Plan All Meals 50 Cents HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$l and up. $1.50 and up bath. ssa 7 Valo) a adalat ya) may Send his tg THE RATHBONE HOUSE AND CAFE Cor. Fulton and Division It’s a good place to stay and a good place to eat. You have service when you want it. If you will try us out once we'll make things so comfortable for you that you'll come again soon. Hotel Hermitage John Moran, Mgr. EUROPEAN PLAN Grand Rapids, Mich. Rates without bath 50, 75 and $1.00 Rates with bath $1.00 and $1.50 per day CAFE IN CONNECTION USE CITIZENS LONG DISTANCE SERVICE Lae aaekerN wy To Detroit, Jackson, Holland, Muskegon Grand Haven,. Traverse City, Petoskey, Saginaw and all intermediate and connecting points. Ludington, Manistee, Connection with 750,000 telephones in Michigan, Indiana and Ohio Citizens Telephone Company September 13, 1916 MICHIGAN TRADESMAN A PERSONAL Invitation From Butler Brothers ERCHANTS visiting the State Fair will M find it to their advantage to inspect the remarkable showing of Holiday Goods in our Grand Rapids sample rooms, 216 Pearl street. We cordially invite you to let our Mr. Manson show you the cream of the -season’s offerings. If you have been fearing you would have to select your holiday goods this year from a sparse, poorly balanced line you will be agreeably surprised when you see what we have to offer. Our holiday line is also ready for your inspection in Detroit at 158 Jefferson Avenue East. You will make a serious mistake if you commit yourself in the matter of Holiday Goods until you see the strength of our importance and compare our prices. Grand Rapids Sample Rooms 216 Pearl Street BUTLER BROTHERS Exclusive Wholesalers of General Merchandise NEW YORK CHICAGO ST. LOUIS MINNEAPOLIS DALLAS MICHIGAN TRADESMAN “7%, 34; a ow) } ut wn) SLD, snen) °§ SUNDRIES (AAAs A. j yy — The Hyoscine-Scopolamine Contro- versy. The hyoscine-scopolamine contro- versy is a singularly futile one, never- theless it will go on until the crack of doom. There are two reasons for this. In the first place, it is impos- sible to start from an agreed point. The British Pharmacopoeia of 1898 committed us to the statement that hyoscine and scopolamine are iden- tical, and the 1914 edition perpetuates that statement. The chemist main- tains that the Pharmacopoeia is right, while the physiologist tells us that it is wrong. Until one of these parties convinces the other that there is something more important on the one hand than chemistry, and on the other than physiology, we shall not be able to “start fair.’ In the second place, it has not been possible for some years to obtain a guarantee from the dealer that what he sells as hyoscine is obtained from henbane, although it is not so difficult to get a scopo- lamine guaranteed from scopola. This was the case long before the war, and ‘t is still more so to-day. I believe it is a fact that while the principal manufacturer of alkaloids on the con- tinent got double the price for hyo- scine that he charged for scopola- mine, he would not give any guaran- tee that the hyoscine was a pure hen- bane alkaloid. —_—_++-___ Some Hunches for the Fountain. It is a good healthy working hunch that: Unless your customer is a finger- print expert he will get no joy out of the sight of greasy finger marks on the glasses. Cleanliness is next to godliness; and it wouldn’t be surprising if it came first in importance at a soda fountain. Flies look better on a sheet of fly paper than on a sundae. At that price they are not objects of beauty. Even to a grouch, a fountain with a cheery air of invitation is irresist- ible. . Clean washed eggs piled up in a bowl and fresh fruit tastefully ar- ranged in dishes are not the worst kind of fountain decorations. It is good to anticipate a dish in which you know you'll get fresh eggs or fresh fruit. The slogan of a successful fountain should be—quick and cheerful service. The fountain is not the clearing house for your moods or troubles. Satisfied customers are the best ad- vertisements. A knock may be a boost but it is better not to depend upon it. You are never going to make mon- ey off a specialty if you do not bring it to the notice of your customers. If you smile at the world, the world will smile back at you. Friendliness is a mighty fine thing. It is worth a goodly amount in dollars'and cents if it is constantly on tap at your foun- tain. —_2 2 > Cherry and Maple Extracts for Syrup. In giving the cherry flavor the na- tural juice should be used. This is prepared as follows: Crush _ black, sour cherries with the stones to pulp, set aside in a covered vessel so that it will be at a temperature of about 20 deg. C., and stir frequently. From time to time filter a small quantity oc: juice and when this no longer pro- duces a cloudiness with half its vol- ume of alcohol, the entire quantity of juice is to be strained with ex- pression and filtered. An artificial maple flavor may be obtained by using aqueous extract of guaiac wood. The wood, finely rasped, is boiled down to the condition of an extract. This is shaken up with ether, or a mixture of alcohol and ether, to get September 13, 1916 rid of-the resinous matters taken up in boiling. Some manufacturers at- tain the desired end, although not so completely, by adding cold water to the aqueous extract while still hot, which causes the resinous matter to precipitate. After standing a little the clear extractive is poured off and is ready for use. It is said that when a proper mixture of cane syrup and glucose is used the imitation of the maple flavor is so near as to puzzle an expert. Aen, ‘‘Made of purest hops and malt— Guaranteed without a fault.’’ For Sale by all Wholesale Druggists OUR SALESMEN ARE COMING = —— == == 4 ——4 Ss => => — 4 = => = => == => Ee a Se LLL of eee s = [Wee 7) a Le NS. one . Crewe /2)° °° ZY ‘ on So a i‘ A FORINT ~~ oan EGO" . We, > " fi <3) es J yh Pose wee ff. gra fe EN ¥ ~~ Ms With the Criterion Wall Paper Line (custtrce If our salesman has not called on you in the past send us a post card and we will instruct him to do so. HEYSTEK & CANFIELD CO. - GRAND RAPIDS, MICH. i = = e F «Wy September 138, 1916 Push the Line OF Already Created Demand Foley’s Honey and Tar Compound Foley Kidney Pills Foley Cathartic Tablets Ist. Because the goods are practically sold when you buy them. 2nd. They move off briskly and turn your money quickly. 3rd. Advertising and sampling never ceases—is always going on. Ath. Foley’s goods are made right and_ priced right—al- ways give satisfaction to your patrons, and they repeat. FOLEY & CO. 2835 Sheffield Ave. Chicago, IIl. Holiday Goods Staple Sundries OUR line of samples representing the above will be on exhibition in our own show room in Grand Rapids on and after September ist. Those of our cus- tomers who have visited our Sundry Department in the past will know what to expect when we say that our line is a better selected and more comprehensive and well balanced line than we have ever shown be- fore. We shall have all the conveniences and facilities for taking care of our visiting buyers promptly and well. We desire to say, however, that orders placed with us early, we can give better satisfaction upon than those that come to us later. Our Mr. F. L.Raymond who has been with us for years is in charge of this line and you will receive further notice from us asking you to make dates so we may give you prompt and first class service. Hazeltine & Perkins Drug Co. Wholesale Druggists Grand Rapids, Michigan MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT 43 Prices quoted are nominal, based on market the day ot issue Acids Boric (Powd.) 17@ Boric (Xtal) .... 17@ Carbolic ......... 82@ OTIC... sce ese we 31@ Muriatic ........< 8@ INitMieG § ......6 -- 84@ Oxalie .......... 80@ Sulphuric .......- 2@ Tartarie ........ 82@ Ammonia Water, 26 deg. .. 8 @ Water, 18 deg. .. 54%@ Water, 14 deg. .. 4%@ Carbonate ...... 13 @ Chloride ....... 10 @ Isams Copaiba ........ 1 00@1 Fir (Canada) .. 1 25@1 Fir (Oregon) 40@ Peme | oo 65 5.5 4 50@4 TOME cece. cccccae OCD Berries Cubeb ........ . a @ WISH (2.52... . 1 @ SUBIDGE «2.06. 8 @ Prickley Ash .... @ Barks Cassia (ordinary) 25@ Cassia (Saigon) 90@1 Elm (powd. 35c) 30@ Sassafras (pow. 35c) @ ar Cut ene Licorice Licorice powdered Flowers Arnica Chamomile (Ger.) 9 Chamomile (Rom) 5 eee e eee eeee Acacia, ist Acacia, Acacia, 3rd Acacia, Sorts ... Acacia, powdered Aloes (Barb. Pow) 30@ Aloes (Cape Pow) Aloes (Soc. i bon Asafoetida .... 0@1 a. a eeceee eeccee MEG ...5.05- 15@1 U. S. P. Powd. i 30@1 Camphor ........ 75@ G@uaise .......... 40@ Guaiac, oe 50@ Kino ...... 0@ a powdered -. T%@ Myrrh .. Myrrh, powdered @ Qpium ....... 12 75@13 Opium, powd. 14 25@14 Opium, gran. 14 — Sheliaeg . 0.2.25... Shellac, Bleached rit Tragacanth 1G 3 ee @3 Tragacanth powder 2 Turpentine 10@ ser eee Buchu. ......... 1 75@1 Buchu, powdered 1 85@2 Sage, bulk ....... 67@ Sage, 4s loose .. 72@ Sage, powdered .. 55@ Senna, Alex ..... 55@ Senna, Tinn. .... 42@ Senna, Tinn. pow. hs Uva Ural .......: Olls Almonds, Bitter, true ....... 15 00@15 Almonds, Bitter, artificial ..... 7 00@7 Almouds, Sweet, tEUG ..c.c-0e. 1 26G@E Almouds, Sweet, imitation ...... 6 Amber, crude .. 2 00@2 Amber, rectified 3 00@3 ANIBG 2 ...6...-. 2 00@2 Bergamont .... 8 00@8 Cajeput ....... 1 35@1 Canaiq ...<.... 2 25@2 Castor ......... 40@1 Cedar Leaf .... 1 25@1 Citronella ........ 90@1 @loves ..:...... 1 85@2 Cocoanut ........ 20@ Cod Liver ..... 5 90@6 Cotton Seed 1 15@1 €raton .<... --- 150@1 Cupbebs ....... 4 25@4 Bigeron ....... 1 75@2 Eucalyptus .... 1 0@1 Hemlock, pure .... @1 Juniper Berries 10 “eS Juniper Wood .. 2 00 Lard, extra Lard, No. 1 ...... 85 Lavender Flow. 5 00@5 Lavender, Gar’n 1 25@1 Lemon ........ 2 00@2 Linseed, boiled bbl. @ Linseed. bld. less 79@! Linseed, raw, bbl. @ Linseed, raw, less 78@ 83 Mustard, true, oz. @1 Mustard, artifil ~ so. Neatsfoot Olive, pure .. 2 3003 Olive, Malaga, yellow ...... 60@1 Olive, Mal Teen .......- 1 60@1 Orange, Sweet ..4 00@4 Origanum, pure .. @2 Origanum, com’l @ Pennyroyal 2 25@2 Peppermint .... 3 00@3 Rose, pure 12 00@14 Rosemary Flows 1 50@1 Sandalwood, E. Ez Sadesecuaes : 50@9 Sassafras, true 1 25@1 Sassafras, artifi’'l 50@ Spearmint ..... 2 75@3 SPGrm ....2.4..,- 95@1 TESHSY | ooo cess sss 3 50@3 Tar, USP .....- 30@ Turpentine. bbls. @ Turpentine, less 57@ Wintergreen, tr. 5 50@5 Wintergreen, sweet birch eecre ca. 4 00@4 Wintergreen, art 2 60@2 Wormseed ..... 3 50@4 Wormwood .... 3 75@4 Potassium Bicarbonate .... 1 90@2 Biehromate ...... 60@ BFOMMIAG: 05... 1 80@2 Carbonate ..... 1 60@1 Chlorate, xtal and powdered ..... 7@ Chlorate, gran’r 62@ @€Cyanide ........., 40@ fodide@ ........ ¥% 30@4 Permanaganate 2 15@2 Prussiate, yellow @ Prussiate, red .... @S Sulphate ...... scan GE Roots Alwamet .........; 90@1 Blood, powdered 20@ Calamus ......... 75@3 Elecampane, pwd. 15@ Gentian, powd. 38@ Ginger, African, powdered ...... 20@ Ginger, Jamaica 30@ Ginger, Jamaica, powdered ...... 30@ Goldenseal pow. 7 504 OT Ipecac, powd. . 3 5@3 Eicorice .....<. 32 %@ Licorice, powd. .. 28@ Orris, powdered 30@ Poke, powdered 20@ RhubarpD ..-.....-. ise Rhubarb, powd. 75@1 Rosinweed, powd. 25@ Sarsaparilla, Hond. @round ........ 55 Sarsaparilla Mexican, @rOunG 2.22454. 25 PIS gv ew ca 35 Squills, powdered 40@ Tumeric, powd. 13 Valerian, powd. 9@ Seeds PSG (oc cacee 20@ Anise, powdered @ Bud, is ........; @ CAnaEY <4... wc. ee CHFAWSY .60 500.05. 30@ Cardamon ...... 1 30@2 Celery (40) ..... - -28@ Coriander ...... 10@ )) Benne 2.66. @ OI oa vea cece 54%@ Flax, ground ... 64@ Foenugreek, pow. 8@ IGM ice cccccces SG Lobelia ....... 40@ Mustard, yeliow 22@ Mustard, black 19@ Mustard, powd. 22@ ROBDY <<... .<<- Evapor’ed Sugar Corn Grape Nuts ........ Sugar Corn Flakes .. Holland Rusk ....... Krinkle Corn Flakes Mapl-Flake, Whole “yReAL 5. e---.-ss-- Minn. Wheat Cereal Ralston Wheat Food Large 1868 ..-....0% Ralston Wht Food 18s Ross’s Whole Wheat BIMCHIE cece eer cence Saxon Wheat Food .. Shred Wheat Biscuit Triscult, 1B .oses++s> Pillsbury’s Best Cer’l Post Toasties, T-2 .. 2 Post Toasties, T-3 .. 2 1 90 --1 75 1 85 4 2 1 45 2 2 80 3 60 1 80 1 35 Post Tavern Porridge 2 80 BROOMS Fancy Parlor, 25 Ib. 4 75 Parlor, 5 String, 25 Ib. 4 50 Standard Parlor, 23 Ib. 4 00 Common, 23 Ib. ..... 3 75 Special, 23 Ib. ...... 3 25 Warehouse, 23 Ib. .... 4 75 Common, Whisk .... 1 10 Fancy, Whisk ....... 1 40 BRUSHES Scrub Solid Back, 8 in. .... Solid Back, 11 in. .... Pointed Ends ........ Stove WAGs BD oe cccesce co ieee MO. 2 ecsesn po ee cease Me 2 .5ie ee eece peeee Shoe MO, B icocececccss bees MIO: 7 ccs ccteceeee . a cccaeuas MO. Bcc ccevnce- cence BUTTER COLOR Dandelion, 25c size .. 2 00 CANDLES Paraffine, 6s ......... 7 Paraffine, 12s ........ 1% MVACEINE .ccclscceess 20 ae GOODS 3 Ib. Standarte os @ 30 Noe. 10 225,565... @2 75 2 Standard No. 10 @5 25 Beans Baked ....... +. 1 00@1 30 — Kidney ..... 90@ tring ........ 1 00@1 75 Wax .....---.... T5@i 25 Blueberries UOT ones scccese OIG, 80 fvosecceesasccs Clams Little Neck, 1 Ib. Burnham’s 4% pt. Burnham’s pts. Burnham’s qts. Mon > ae. BOAT cocks ee ees 1 se eee e were eeseeees Soused, 1% Ib. Cove, 2 Ib- cessor es Pears In Syrup No. 3 cans, per doz. . Early June siftd i sol Pie No. 10 size “can he 3 Warrens, 1 Ib. Tall .. 2 Warrens, 1 Ib. Flat .. 2 as oe @ Med. Red Alaska 1 40@1 @1 2 Domestic, 4S ........ 75 Domestic, % Mustard 3 25 Domestic, % Mustard 3 . Dunbar, 1s doz. Dunbar, 1%s doz. \%s, 4 doz. in case Y%s, 4 doz. in case 1s, 4 doz. in case . Snider’s pints Snider’s % pints ..... 1 35 een ae TRADESMAN 3 CHEWING GUM Adams Black Jack .... 62 Adams Sappota 65 Beeman’s Pepsin ..... 62 BBCCHNUE . 26.5 esses 62 CUNIeIe coo 1 33 Colgan Violet Chips .. 65 Colgan Mint Chips . 65 DOntyne 2... ssc cece Doublemint ........ Fiag Spruce ........-> Meshey Gitm .........- Suiev rut 52... ss... Ree BO o.oo: cee +s Sterling Gum Pep. Sterling 7-Point ..... - 6 Spearmint, Wrigleys .. 64 Spearmint, 5 box jars 3 20 Spearmint, 6 box jars 3 85 Trunk Spruce ........ 59 Sagan Coeds pee Scbun Oe oe Se 64 Seatth Bros. Gum Seaces Oo CHOCOLATE Walter Baker & Co. German’s Sweet ....... 24 PPO ok ones con sees es 35 MORVOROR ooo occ cncencc es 28 Walter M. Lowney Co. Premium, 145: ....+-.2-+ 35 Premium, 8 .......-. 35 CLOTHES LINE Per doz. No. 40 Twisted Cotton 1 00 No. 50 Twisted Cotton 1 40 No. 60 Twisted Cotton 1 75 No. 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 45 No. 60 Braided Cotton 1 85 No. 80 Braided Cotton 2 25 No. 50 Sash Cord .... 2 25 No. 60 Sash Cord .... 2 75 No. 60 Jute ....,.... 90 No: 72 Jute .......... 110 No. 60 Sisal ........ - 100 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 2 10 COCOA Bakers ......25 beeeees 39 ReOVRIN 4 ooo ee ows oe 41 Colonial, %s ........ -. 35 Colonial, %s ...... fc... Be Oe ogee cbbescon ae Hershey’s, %S ...... coe OC Hershey S, Us ....2.. - 30 BAMVICl 4.5.5. e ss Ce eeee ee 36 LOWREY, 48 «2-0-5 s0c0 38 LOWNEY, WB .ncsccvess 37 Lowney, %S .......... 37 Lowney, 5 Ib. cans .... 37 Van Houten, %&s ...... 12 Van Houten, %s ...... 18 Van Houten, Ys ...... 36 Van Houten, ls ........ 65 WVBR -Fn .05.. 2.2 ss . 36 WEDD. ..52-<5 pebeeces ss 38 Wilber; U8 ..-...s----s 33 Wilber, WS .-.ccce--0-+- Se COCOANUT Dunham’s per Ib. %s, 5 Ib. case ........- 30 \%s, 5 Ib. case ........-- 29 %s, 15 Ib. case ........ 29 %s, 15 Ib. case ........ 28 1s, 15 Ib. case ......... 27 %s & %s, 15 Ib. case .. 28 Scalloped Gems ........ 10 %s & %s pails ........ 16 Bulk, pails .....s.c.ees 16 Bulk, barrels ........ 15 Baker’s Brazil Shredded 70 5c pkgs., per case 2 60 86 10c pkgs., per case 2 60 16 10c and 33 5c pkgs., POF CASE ....ceceeee Bakers Canned, doz. .. 90 Coreers SONeTe? ° Common .......--..- 19 WOOAe oe case twee ee 19% Choice ..2...6> aeeou ee 20 MOMNCY oo. ccec-s ses shsas me Peaberry | bce cceeea see 23 Santos Common ......... sees 20 aw 3265405555 Sees ee 20% CROICE .basecccccsse sc 21 OAT os ocean ss as 23 Peaverry .:.<.s2.--6. 23 Maracaibo Fair Goteoetessesec a8 Choice ...0s0 oe ess 25 Mexican CROCS ices cea i 25 PONG seinen cekccce ee Guatemaia PAM oo beac access oe PARGY .5éssase seen ee Java Private Growth .... 26@30 Mandling ....... --- 31@35 AUK 2. .6s00sss 5 30@32 Mocha Short Bean ........ 25@27 Long Bean ........ 24@25 H. L. O. G. ........ 26@28 Bogota WORE csc ccavccesteses Oe Fancy ... 26 Exchange “Market, “Steaay Spot Market, Strong 4 McLaughlin’s XXXX McLaughliin’s XXXX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- Laughlin & Co., Chicago. Extracts Holland. % gro. bxs. 95 Felix, % gross ...... 115 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONERY Stick Candy Pails Horehound .......... 11 MERMGATE ooo lce cs sees 11 Standard, small ..... 12 Twist smal ........ 12 Cases AUINO Faces ses es 11% Jumbo, small ... ee Bie SUCK ......5..<.¢ Boston Sugar Stick .. 15 Mixed Candy ails PVOKON oe esa cece oss 1 Cit NoOnt occ cee oc. 12 French Cream ....... 12 AMOR es os eee 14 Grocers ob ia ec eese ee se 8 Kindergarten ... . 12 Leader ....... oo Monarch . 11% Novelty : 12 Paris Creams" cs 13 Premio Creams . 17 TOVRA foc. c es 5 10 Special... ...6.'. -- 10% _— Creams .....- 15 Mis 42.3.5... paseo. 8 Specialities ails Auto Kisses (baskets) 13 Bonnie Butter Bites .. 17 Butter Cream Corn .. 15 Caramel Bon Bons .. 15 Caramel Dice ........ 13 Caramel Croquettes .. 14 Cocoanut Waffles .... 14 Coty: TOMY . 6. .s ces 15 National Mints 7 tb tin 20 Empire Fudge ...... 15 Fudge, Walnut ...... 16 Fudge, Filbert ...... 15 Fudge, Choco. Peanut 14 Fudge. Honey Moon .. 15 Fudge. White Center 15 Fudge, Cherry ...... 15 Fudge. Cocoanut .... 15 Honeysuckle Candy .. 16 Iced Maroons ....... 15 Iced Gems ........... 15 Iced Orange Jellies .. 13 Italian Bon Bons ....13 Jelly Mello ...... eee Le AA Ticorice Drops S Ib, DOK ........ 4 2p Lozenges, Pep ...... 14 Lozenges. Pink ...... 14 MAnCHUB 4,........- 14 Molasses Kisses, 10 3: NOx ....25....< . 13 Nut Butter Puffs .... 14 Star Patties. Asst .. 14 Chocolates Pails Assorted Choc. ...... 16 Amazon Caramels .. 16 Champion ........... 5 Choc. Chips, Eureka 20 CCUIMAR ooo es oa sebee AD Eclipse, Assorted .... 15 Ideal Chocolates .... 15 Klondike Chocolates 20 INGDOBS oecccc cece sace 20 Nibble Sticks ....... 25 Nut Wafers ......... 20 Ocoro Choc Caramels 18 Peanut Clusters ..... 23 Quintette ...... Soca ao ROCING oo cesses csesse 14 Star Chocolates ..... 15 Superior Choc. (light) 18 Pop Corn Goods Without prizes. Cracker Jack — COUDOD so cceecoses - 3 25 Oh My 4008 2. ce cc cs 3 50 Cracker Jack, _ Prize Hurrah, 100s ...... -. 3 50 Hurran, 508 ......0s. 1 1D TUrran; 248. ..scecs 85 Balloon’ Corn, 50s ....1 75 Cough Drops Putnam Menthol .... 1 00 Smith Bros. ......... 1 25 NUTS—Whole Almonds, Tarragona 20 Almonds, California soft shell Drake .. 18 PAVATUB occas ss ..14@16 PUPOrtes 5 ssc y se 14 Cal. No. 1 S. S. @18 Walnuts, Naples 16% @17 Walnuts, Grenoble Table nuts, fancy “et Pecans, Large Peas Pecans, Ex. Large or Shelled No. 1 Spanish Shelled Peanuts ...... 7 Pecan Halves .... Walnut Halves .. @38 Filbert Meats .... @88 Almonds ........... @45 Jordon Almonds .., September 13, 1916 5 Peanuts Fancy H P Suns CRACKERS National Biscuit Company Brands In-er-Seal Trade Mark Package Goods Per doz. Baronet Biscuit ..... 100 Flake Wafers ....... 1 00 Cameo Biscuit ...... 1 50 Cheese Sandwich .... 1 Chocolate Wafers ... 1 Fig Newton ........ 1l Five O’Clock Tea Bet 1 00 Ginger Snaps NBC .. 1 Graham Crackers .... 1 Lemon Snaps ...... M. M. Dainties ......1 Oysterettes ... PretzeenosS ....... Royal Toast Social Tea Biscuit .. 1 Saltine Biscuit ..... 1 Saratoga Flakes .... 1 Soda Crackers, NBC .1 00 Soda Crackers a 1 TOKENS §...... ececes & Uneeda Biscuit cesar Uneeda Jinjer Wayfer 1 Vanilla Wafers ...... 1 Water Thin Biscuit ..1 Zu Zu Ginger Snaps 50 Zwieback ....+...... 100 Other Package Goods Barnum’s Animals .. 50 Soda Crackers NBC 2 60 Bulk Goods ‘ Cans and boxes Amimals. 205 co. c: 13 Atlantics. Asstd ..... 16 Avena Fruit Cakes .. 15 Bonnie Doon Cookies 12 Bonnie Lassies ...... 14 Bo Peeps, S. or M. .. ll Bouquet Wafers ..... 22 Canto Cakes ........ 18 Cameo Biscuit ...... 25 Cecelia Biscuit ...... 18 Cheese Tid Bits .... 20 Chocolate Bar (cans) 20 Chocolate Puff Cake 20 Choc. Honey Fingers 20 Circle Cookies ....... 15 CTACKMEIS, 22 ts. 25 Cocoanut Taffy Bar .. 16 Cocoanut Drops ...... 16 Cocoanut Macaroons' 25 Cocoanut Molas, Bar 16 Cocont Honey Fingers 14 Cocont Honey Jumbles 14 Coffee Cakes Iced ... 15 CrumpetsS .'.....;. cece OD Crystal Jumbles .... 14 Dinner Pail Mixed .. 15 Extra Wine Biscuit .. 14 Family Cookies ...... 14 Fandango Fingers .. 16 Fig Cakes Asstd. .... 15 Fig Newtons ........ 16 Fireside Peanut Jumb 13 Fluted Cocoanut Bar 15 Frosted Creams ..... «12 Frosted Raisin Sqs. .. 14 Fruited Ovals ...... ~ 12 Fruited Ovals, Iced .. 13 Hull MGOn |... ..<.65 «a2 Ginger Drops ........ 16 Ginger Gems Plain .. 12 Ginger Gems Iced .. 13 Graham Crackers .... 11 Ginger Snaps Family 12 Ginger Snaps Round 10 Hippodrome Bar .... 15 Honey Fingers Asst’ 16 Honey Jumbles, Asstd 14 Household Cooks. Iced 14 Humpty Dumpty, S OU Ne ee 11 Pnperigis: 2.5. olor. 12 Jubilee Mixed ........ 15 Kaiser Jumbles Iced 15 Lady Fingers Sponge 30 Leap Year Jumbles .. 20 Lemon Biscuit Square 12 Lemon Cakes ........ 12 Lemon Wafers ...... 20 TiGMONA 6.005. sae oe 12 Lorna Doone ........ 20 Mace Cakes ......... 12 Macaroon Jumbles .. 25 Mary Ann ...... 10 Marshmallow Pecans 22 Mol. Frt. Cookie, Iced 14 NBC Honey Cakes .. 15 Oatmeal Crackers .... 11 Orange Gems ....... «ka Penny Assorted ...... 15 Picnic Mixed ........ 16 Pineapple Cakes .... 18 Priscilla Cake ...... 10 Raisin Cookies ...... 14 Raisin Gems ....... ~ 45 Royal Lunch ........ 10 Reveres Asstd. ...... 20 Rittenhouse Biscuit .. 18 See Saw, S. or M. .. 11 Snaparoons .......... 16 Spiced Cookie ...... 12 Spiced Jumbles, Iced 15 « + September 13, 1916 6 Sugar Fingers ...... 13 Sugar Crimp ....-:.. 12 Vanilla Wafers ...... 22 Butter Boxes N B CG, Square ...... N 6B C, Round ......: 8 Soda N B C Soda Crackers : Premium Sodas se eece Saratoga Flakes ..... 1B Oyster gta Oysters ...... 8 N B C Oysters Square 8 Boer ae 814 Specialties AOGRA fe oe a. 1 00 Nabisco (10 cent tins) 1 00 Nabisco (No. 204 Tin) 1 75 Festino (No. 202 Tin) 1 50 Festino (25c tins) 2 50 Lorna Doone ........ 1 00 PMO 66. bees vce scin ee 1 00 Minerva Fruit Cake 3 00 ‘ Above quotations of Na- tional Biscuit Co., subject to change without notice. CREAM TARTAR Barrels or Drums ...... 50 Square Cans ......... 54 HOXOS) Be ce... es 51 Fancy Caddies ........ 59 DRIED FRUITS Apples Evapor’ed Choice blk @8% Evapor’ed Fancy blk @9% Apricots California, ......... 13@15 Citron Corsican: ..5)......... 17 Currants Imported, 1 lb. pkg. 15% Imported, bulk ...... 154 Peaches Muirs—Choice, 25lb. .. 7% Muirs—Fancy, 25lb. .. 8 Fancy, Peeled, 25lb. .. 12 Peel Lemon, American .... 13% Orange, American .... 13% Raisins Cluster, 20 cartons .. 2 25 Loose Muscatels, 4 Cr. 8 Loose Muscatels, 3 Cr. 7% L. M. Seeded, 1 lb. 8% @9 California Prunes 90-100 25 lb, boxes ..@ 6% 80- 90 25 Ib. boxes ..@ 6% 70- 80 25 lb. boxes ..@ 7% 60- 70 25 lb. boxes ..@ 8 50- 60 25 lb. boxes ..@ 9 40- 50 25 lb. boxes ..@10 EVAPORATED MILK Red Band Brand 5 case lots, 5c less; 10 case lots, 10c less FARINACEOUS GOODS Beans California Limas ..... 8 Med. Hand Picked .. 7 50 Brown Holland ...... Farina 25 1 Ib. packages .... t 70 Bulk, per 100 lb. ..... 25 Original Holland Rusk Packed 12 rolls to container 8 containers (40) rolls 3 20 Hominy Pearl, 100 lb. sack .. 2 75 Maccaroni and Vermicelli Domestic, 10 Ib. box .. 69 Imported, 25 Ib. box . 3 50 Pearl Barley @hester ...0..<...-..< 4 50 WOTtARG fio cccc ices es se 6 90 Peas ‘ Green Wisconsin bu. 3 25 Spt, 1D. -......-:.-.- 6% Sago Hast India ........... 8% German, sacks ....... 9 German, broken pkg. Tapioca Flake, 100 ib. sacks .. 8% Pearl, 100 Ib. sacks .. 8% Pearl, 36 pkgs. ...... 2 60 Minute, 10 oz., 3 doz. 3 60 FISHING TAGSe INO. @ 15 feet .:...-..- 7 No. 8, 15 feet ........ 9 Wo, 4 15 feet ......-. 10 No. 5, 15 feet Coe No 6, 45 feet ........ 12 No. 7, 15 feet ........ 15 No. 8, 15 feet ..<...-. 18 No. 9, 15 feet ........ 20 Linen Lines Small ......... Be we 0 MECOTUIN cance ccccccec ss 26 LGPRO oo eso as ce wees cae 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 7 FLAVORING EXTRACTS Jennings D C Brand Pure Vanilla WNo.-t, % og.) oe. ea 90 No. 2, 194 Oa cur... .. 1 25 No. 4,.2¢% Of t.4:..... 2 25 No. 3, a4 oz. Taper c 2 0%. Biat 222.2021. 23% epi 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 2 0z. Flat 1 75 _ FLUUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent ...... - 750 ay Fancy Spring ....... 8 75 - Wizard Graham .... 7 40 Wizard, Gran. Meal 5 00 Wizard ee t cwt. 3 vU RYO 2... memes 6 50 Valley City “Milling Co. bily White .....4... + 8 20 Hight Loaf .....0.2... 7 85 Graham (oo. c ee. 3 60 Granena Health .... 3 70 Gran. Meal ......... 2 70 Bolted Meal ........ 2 60 Voigt Milling Co. Voigt’s Crescent .... 8 15 Voist's Royal ...... 8 50 Voigt’s Flouroigt .... 8 15 Voigt’s Hygienic Gra- DAM oe cee eo 7 00 Watson-Higgins Milling Co. New Perfection ...... 8 15 ip | Pon. Biour | oo... 7 75 Golden Sheaf Flour .. 7 40 Kern’s Success Flour 9 00 Marshall Best Flour .. 8 50 Kern’s Wisconsin Rye 6 50 Worden Grucer Co. Quaker, paper ....... 8 25 Quaker, cloth ....... 8 35 Kansas Hard Wheat Voigt Milling Co. Calla Lilly 1.02.2... 8 85 Worden Grocer Co. American Eagle, %s_ 8 90 American Hagle, %s_ 8 80 American Eagle. %s_ 8 70 Spring Wheat Roy Baker Mazenpa. ooo ca oc. 8 50 Golden Horn bakers 8 40 Wisconsin Rye ..... oe 20 Bohemian Rye ...... 7 40 Judson Grocer Co. Ceresota, 4S ........ - 9 70 Ceresota, 4%S ........ 9 60 Ceresota, 45 i205... 9 50 Voigt Milling Co. Columbian .......... 8 85 Wootten Grocer” Co. Wingold, %s cloth 9 30 Wingold, %4s cloth .. 9 490 Wingold, %s cloth .. 9 00 Wingold, %s paper .. 9 Zz Wingold, 4s paper .. 9 00 Meal IBOIEGG cc ons cicie aa ccs 4 80 Golden Granulated .. 5 00 Wheat Med 0.6.65 1 39 White |. 000.0... 20.3. 1 35 Vats Michigan carldts ....... 50 Less ‘than carlots ..... 52 Corn Cariots 2 osc cice eciccns 96 Less than carlots .... 98 ay Cariots 2... 60.5.8 -. 14 00 Less than carlots .. 16 00 Feeo Street Car Feed .... 37 00 No. 1 Corn & Oat Fd 37 00 Cracked Corn ...... 37 00 Coarse Corn Meal .. 37 00 FRUIT JARS Mason, pts., per gro. 4 Mason, qts., per gro. 5 Mason, % gal. per gro. 7 60 Mason, can tops, gro. 2 GELATINE Cox’s, 1 doz. large 1 Cox's, 1 doz. small .. Knox's Sparkling, doz. 1 Knox's Sparkling, gr. 14 00 Knox's Acidu’d doz. .. 1 25 Minute, 2 qts., doz. .. 1 25 Minute, 2 qts., 3 doz. 3 75 NeIsOn Ss ..c2 26 ce ccs ce 1 50 Oxford 6.2). o cel. 75 Plymouth Rock, Phos. 1 25 Plymouth Rock, Plain 90 GRAIN BAGS Broad Gauge, 12 oz. .. 18 Climax; 14 027. ...3.... 23 Stark: A, 16 oz. ....... 26 HERBS SABC uc, cece ce cay 15 FAGHS oo, ceca cae cee 15 Laurel eee Seo ewenc 15 Senna Leaves .......... 25 HIDES AND PELTS Hid Green, No. 1 Green, No. 2 Cured, No. 1... Cured, No. 2 Calfskin, Calfskin, Calfskin, Calfskin, Shearlings ....... 50@ 75 MICHIGAN TRADESMAN Unwashed, med. Unwashed, Ine .. HORSE RADISH Per doz. ..::.......... ICE CREAM @ @ Wool @ @ Piper Ice Cream Co. Brands 70 Bulk, Vanilla re Bulk. Fancy, any flavor 10 Brick, Plain §.....5...; Brick, Bancy ......... 1 JELLY 5lb. pails, per doz. .. 2 15lb. pails, per pail . 30lb. pails, per pail ..1 JELLY GLASSES ¥% pt. in bbls., per doz. 1% pt. in bbls., per doz. 8 oz. capped in bbls., Der G@Om . 222.6... MAPLEINE 2 oz. bottles, per doz. 3 1 oz. bottles, per doz. 17 1 60z. bottles, per dz. 18 16 oz. bottles, per dz. 18 32 oz. bottles, per dz. 30 MINCE MEAT Per case 2... 2235. 2 MOLASSES New Orleans Fancy Open Kettle ... Chole! ob GOOG ceo eee SEOGK oo oc cose ee, Half barrels 2c extra Red Hen, No. 2% ....2 Red Hen, No. 5 2 Red Hen, No. 10..... 1 9F MUSTARD % Ib. 6 Ib. box ..... OLIVES eee 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. Stuffed, 14 oz Maneagiia. 8 oz. Lunch. 10 oz. Lunch. 16 OZ. Olive Chow, 2 doz. cs. per doz, ......4.05. PEANUT BUTTER Bel-Car-Mo Brand 25 Ib. fibre pails .... 10 14 lb. fibre pails .... 10% 10. Tb. tin pails ...... 1 23 oz. jars, 1 doz. .. 2 30 2 lb. tin pails. 1 doz. 3 00 7 o2. Jars, 2 doz .... 1 80 11 oz. jars, 2 doz. .... 1 35 PETROLEUM PRODUCTS Iron Barrels Perfection .o.is...3 4.6 Red Crown Gasoline 17. Gas Machine Gasoline 28.9 VM & P Naphtha .. oe Capitol Cylinder .... 33.4 Atlantic Red Engine . et Summer Black ........ POImMring ..-....6...- - 82.4 PICKLES Medium Barrels, 1,200 count ..9 Half bbls., 600 count a 5 gallon kegs ........ small Barrels =o. .ce5 5s deue 20 Halt Darrels ......... 6 25 5 gallon kegs ....... 2 Gherkins BSrrers <.0....52. 2. Hialt barrels ........ 6 5 galion kegs ........ 2 Sweet Small Barrels: cn c6cc setae Half barrels ...... «tk 5 gallon kegs ........ PIPES Clay, No. 216, per box 2 Clay, T. D. full count @COD 2.200012... PLAYING CARDS No. 90, Steamboat .... No. 15, Rival assorted 1 No. 20, Rover, enam’d 1 No. 572, Special ..... No. 98 Golf, Satin fin. 3 No. 808, Bicycle ...... No. 632 Tourn’t whist 5 POTASH Rabbitt’s, 2 doz. .... 1 PROVISIONS Barreled Pork Clear Back .. 23 00@24 00 onert Cut Clr 20 00@21 00 cc bllees« 21 00@22 00 Pie oe eee wees Clear MOM (i... n 6 26 00 Dry Salt Meats s P Bellies .... 144% @15 L ard Pure in tierces 14 @14% Compound Lard nee. 80 lb. tubs ....advance ‘60 lh. tubs ....advance 50 lb. tubs ....advance 20 Ib. pails ...advance 10 lb. pails a 5 Ib. pails ...advance 3 Ib. valle .. advance 9 Smoked Meats Hams, 14-16 Ib. 18%@19 Hams, 16-18 Ib. 18 @18% Hams, 18-20 tb. 17 @18 Ham, dried beef SGUS .......... 29 @30 California Hams 14 @14% Picnic Boiled Hams <:...... 19% @20 Boiled Hams .. 2914@30 Minced Ham .. 13 @13% Bacon. ......... 19 @24 Sausages Bologna ........ 10%@11 Biver .......... 94%@10 Frankfort ...... 12 @12% Pork .......... 11 @12 Weal... 2.5. ee le 11 BOMSUe . 2... ccc a cs 11 Headcheese ......... 10 Beef Boneless ..... 20 00@20 50 Rump, new .. 24 50@25 00 Pig’s Feet We DBE, 2.55. c cee eons 1 05 % bbls., 40 Ibs. ...... 2 10 % Baa Sc caw ee cau ies 4 25 1 aug eee. ceeeas « 8 50 Tripe Kite, 16 Ibs. .......... 90 % DbIs.. 40 Ibe. ...... 1 60 % bbls., 80 Ibs. ...... 3 00 Casings Eloges, per Ib. ........ 35 Beef, rounds, set .. pn Beef, middles, ae a nara Sheep ......... 15@1 35 Uncolored i Solid Dairy .... 18%@17T% Country Rolls .. 15 @21 Canned Meats Corned Beef, 2 Ib. .. 4 50 Corned Beef, 1 Ib. .. 2 40 Roast Beef, 2 Ib..... 4 50 Roast Beef, 1 Ib. .... 2 50 Potted Meat, Ham BIGVON, SS .ccccccs . & Potted Meat, Ham Wiavor, %4S ..c.. sec 90 Deviled Meat, Ham Binvor, 369) ....ec5 ce 48 Deviled Meat, Ham Blavor, 3695 ..6<..s- 90 Potted Tongue, 4s .. 48 Potted Tongue, %s .. 90 RICE Waney ........-..¢ 7 @T% Japan Style ...... 5 @5% Broken .......<.- 34% @4 ROLLED OATS Rolled Avenna. bbls. 6 20 Steel Cut. 100 Ib. sks. 3 15 Monarch, bbls. ...... 5 95 Monarch. 90 lb. sks. 2 85 Quaker, 18 Regular .. 1 45 Quaker, 20 Family .. 4 50 SALAD DRESSING Columbia, % pint .... 2 25 Columbia, 1 pint ..... 4 00 Durkee’s, large, 1 doz. 4 20 Durkee’s, small, 2 doz. 5 00 Snider’s, large, 1 doz. 2 35 Snider’s. small. 2 doz. 1 35 SALERATUS Packed 60 Ibs. in box. Arm and Hammer .. 3 00 Wyandotte, 100 %s .. 3 00 SAL SODA Granulated, bbls. .... 1 75 Granulated, 100 lbs. cs. 1 85 Granulated, 36 pkgs. .. 1 75 SALT Common Grades 100 3 1. sacks ...... 2 60 70 4 Ib. sacks ...... 2 50 60 5 Ib. sacks ...... 2 50 28 10 Ib. sacks ...... 2 35 5G IDC SACKS .......- 40 28 1b. sacks ......<. 20 Warsaw 5G Ib sacks ....2..... 26 28 Ib. dairy in drill bags 20 Solar Rock 5G I. SACHS ..cccecccce. SE Common Granulated, Fine .... 115 Medium, Fine ....... 1 25 SALT FISH Cod Large, whole ...... @9 Small, whole ...... @ 8% Strips or bricks .. 9@13 Pollock. ........... @ 5 Smoked Salmon Strips © <<. ..0< eecseccess Halibut Strips ..... ceecse wa cae Chunks ..-cceee Raeeen Holland Herrin ng cee ard. bois... _ 50 M. wh. hoop % Db Standard Kegs .-.... Y. M. wh. hoop Milchers KegS ...cecece ecene Med. Fat 8 slit, MX Ibs 8 00 1 aborador Split 200 Ib 10 00 Norway 4 K, 200 lbs. 16 50 Special, 8 Ib. pails .. 70 Trout No. 1, 100 lbs. ....... 7 50 No: 1, 40 lbs. ...... . 2 25 No. 1, 10 lbs. ..... aces 90 No. 1, 2 Ibs. ..cceceeee 18 Gaadaucen, Malabar 1 20) Mustard, white 1 SHOE BLACKING Handy Box, large 3 dz. 3 50 Rixby’s Royal Polish Miller’s Crown Polish SN French Rapple in fars .. Pepper, White Pepper, Cayenne Paprika, Hungsrian Pure Ground in Bulk Allspice, Jamaica .. Pepper, White Argo, 24 5c pkgs. Blue Laas No. 1%, Rlue ‘Karo, No. Red. Tao No. 2, 2daz. 2 Red Karo, No. 2% 2dz. 2 99 Red Karo, No. 5, 1 dz. Red Karo, No. 10 % Foiger's Grape Punch TA BLE SAUCES Fialford, large ......:. 3 : Uncolored Japan Basket-fired Med’m Basket-fired Choice Basket-fired Fancy Siftings, bulk ...... Siftings, 1 Ib. pkgs. Moyune, Medium Moyune, Fancy Ping sacs. wine 45 11 Oolong Formosa, Medium .. 25@28 Formosa, Choice .. 32@35 Formosa, Fancy .. 50@60 English Breakfast Congou, Medium .. 25@30 Congou, Choice .... 30@35 Congou, Fancy .... 40@60 Congou, Ex. Fancy 60@80 Ceylon Pekoe, Medium .... 28@30 Dr. Pekoe, Choice .. 30@35 Flowery O. P. Fancy 40@50 TOBACCO Fine Cut Bot... 1 45 Bose, 16.08. ........ 3 84 Bustle, ide ...:...... 11 00 Dan Patch, & and 16 oz. 33 Dan Pateh, 4 oz. .... 11 52 Dan Patch, 2 oz ..:. & 76 Fast Mail, 16 oz. .... 7 80 Hiawatha, 16 oz. ...... 60 Hiawatha, §@ ........ 5 May Flower, 16 oz. .. 9 36 1 ING Limit, 9 of _...., 86 No Limit, 16 oz .... 3 7% Ojibwa, 8 and 16 oz . 40 Ofibwa. ide ........ 11 10 Ojibwa, § and 16 oz. .. 42 Petoskey Chief, 7 oz. Petoskey Chief, 14 oz. Peach and Honey, 5e Red Bell, 16 of ...... Re@ Bell, § foil ...... Sterling, L & D, Se .. Sweet Cuba, canister Sweet Cuha, 5c .... Sweet Cuba, 10c .... Sweet Cuba, 1 Ib. tin Sweet Cuba, % Ib. foil Sweet Burley, 5¢c L&D Sweet Burley, 8 oz. .. Sweet Burley, 16 oz. Sweet Mist, % gro. Sweet Mist. 8 oz. —* a @ DIA TIA OTR NOTIDI mw GIO UI WOT ie bo on ° Telegram, Se ....... 76 iver, Ge .....- 0... 00 Vieer, 25¢ cans ...... 40 Uncle Daniel, 1 Ib. .. 60 Unele Daniel, § oz. .. & 22 Plug Am Navy, 16 om .... 34 Apple, 10 Ib. butt 37 Drummond Nat. Leaf, i) and S$ ip .........,.. 60 Drummond Nat. Leaf, per dom. ............. 96 Battle Aw .....2...22. $2 Bracer, 6 and 12 Th. .. 30 Big Four. 6 and 16 Ib. 32 Boot Jack, 7 1 ....... 90 Root Jack, per doz. .. 96 Ballion. 16 of ........ 46 Climax Golden Twins 49 Ciiminx, £456 of. ....... 44 Climax, 7 an. .......... 7 Climax, Sc tins ...... 6 00 Day’s Work, 7 & 14 lb. 38 Creme de Menthe, Ib. 65 Derby, & Ib. boxes .... 28 S Bree. 4. ..... 22... 66 Baur Noses, ide ..._.... 90 Gilt Edees, 2 Wb. 2.25... 50 Gold Rope, 6 and 12 Ib. 58 Gold Rope, 4 and 8 Ib. 58 G& ©. F.,. and 24m. 40 Granger Twist, 6 Ib. .. 46 G. & W.. 10 and 23 Horse Shoe, 6 and 12 Ib. 43 Honey Dip Twist, 5 and 10 Ib. eeu esceaee 45 Jolly Tar, 5 and 8 Ib. 40 J. T., 536 and 12 ih .. 40 Kentucky Navy, 12 Ib. 32 Keystone Twist, 6 lb. 45 Miaomoet, © We ..u... ce. 48 Maple Dip, 16 oz. ..... 32 Merry Widow, 12 Ib. .. 32 Nobby Spun Roll 6 & 3 58 Parrot, #2 0 .....2... $2 Patterson’s Nat. Teaf 98 Peachey, 6, 12 & 24 lb. 43 Pienic Twist, & hm .. 45 Piper Heidsieck, 4 & 7 Ib 69 Piper Heidsieck, per dz. 96 Polo, 3 doz., per doz. 48 Red: Grose ....4.....:. 30 Scrapple, 2 and 4 doz. 48 Sherry Cobbler, 8 oz. 33 Spear Head, 12 oz. ... 44 Spear Head, 1434 oz. .. 44 Spear Head, 7 oz. ... ‘c Sq. Deal, 7, 14 & 28 ib. 3 Star. 6, 12 and 24 Ib. .. 43 Standard Navy, 7%, 15 ONG 40 Me oi. osc a5, 34 Ten Penny, 6 and 12 Ib. 35 Town Talk, 14 oz. 32 Yankee Girl, 12 & 24 ‘Tb. 32 Scrap AW Wed, Se |. 65...2... 5 76 Am. Union Scrap .... 5 40 Base Pine. Ge ........ 5 88 Cutias. 256 G8) ........ 26 Globe Scrap, 2 oz. .... 30 Happy Thought, 2 oz. 30 Honey Comb Scrap, 5c 5 76 Honest Scrap, 5c .. 1 55 Mail Pouch, 4 doz. 5e 2 00 Old Songs, Se ....<.. 5 76 Old Times, % gro. .. 5 50 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 Yer 6 00 Peachey Scrap, 5c ... 5 76 September 13, 1916 46 MICHIGAN TRADESMAN Pp SPECIAL PRICE CURRENT 15 16 = a Climax, 100 oval cakes 3 25 TELFER’S t2: COFF EE ~~ Gloss, 100 cakes, 5c sz 3 60 14 Dwinnell-Wright Brands jig Master, 100 blocks 4 00 12 13 Naphtha, 100 cakes .. 3 4 Oak Leaf, 100 gps : . ueen Anne, 100 cakes Smoking Rob Roy, 5c foil 5 76 Butter Plates DETROIT pa White; 100 cka. 3-90 . 2 30 S. & M., 14 0z. doz. .. 3 20 Ovals Railroad, 120 cakes ..2 50 All Leaf, 2% & 7 oz. Soldier Boy, 5c gross 5 76 “b> ohn a 35 Samatoen, 19) cakee . 6 50 me 346 Oe. .. sees 6 00 Soldier Boy, 10c ..... eo 50 #4 “2 nee White Fleece, 50 cks. 2 50 hE Saal gees ae EES 15 op Stee, be oo 76 % Ib., 250 in crate .... 35 White Fleece, 100 cks. 3 25 sa 3100 ne Mc... --->+ 1 Tb., 250 in crate ...... 40 White Fleece, 200 cks. 2 50 BB, 14 0Z. ......-++++ : ce Stag, ot Yous : 2 i. 250 in crate... 50 Jamo, oat? re » 3 OZ. weeeeeee Stag, c glass ...... id en. n muecre =a oz ...11 52 Soldier Boy, 1 Ib. 3 Tb., 250 in crate ...... 70 Belle’ Isle, 1 tb. pks. 2 Proctor & Gamble Co. Se ee 576 Sweet Caporal, 5 T., 250 in crate ...... 90 Bismarck, 1 > P EenOx |... 5... 3 20 Banner, 5C ...--+-+++ Sweet Lotus, 5c 6 Vera, 1 ». oes Ivory, 6 0Z. ....... --. 4 00 Banner, 20c ........- 160 Sweet Lotus, 10c ....11 52 Wire End Koran, 1 pee coe, 3 Ivory, 10 oz. ......... 6 18 Banner, 40c _ 820 eee eg tigi om ‘ 4 1 ee oe 35 Pelfers Qual ty 25 .. 19 Star of e 35 ee Swe ose, 2%4 OZ. .. - Coe are e bikbee sss teeeee Belwood, Mixture, 10c {4 sot Tip Top, ce. - eg case oC Werner, Tackeon. Gale Johnson's Fine, 48 2 3 25 Corn Cake, 7 oz. , 235 CUE colle eben eee ee 1 52 Mop Sticks 25c, 4 doz. in case .. 2. mark, Durand & Go., Bat. Johnson’s XXX 100 5e 4 00 rec gas-tight 276 Union Leader tie box ‘5 10 Trojan spring ...... - 119 50c, 2 doz. plain top ..400 tie Creek; Fielbaci Co., Rub-No-More ....... 3 85 ree oe bee .--- Fa Wer Path, 0 ..-+-- a Eclipse patent spring 105 80c, 1 doz. plain top 650 Toledo. Nine O’Clock Cuban Star, 5e foil .. 5 76 war Path, 20c ...... 1 60 = hig yg cera ic nn ‘; a ee OOK io. 3 50 Cuban Star, 16 oz. ~ ; 72 Wave Line, 3 0z. ...... 40 No. & oat bem beh tO m5 % dz., ~ of = ast Sl eee - e r 10 a ; as WASHING POWDERS. s Best, 1% oz. .... : ay Up, 2% bake Dills Best, 314 oz. 77 wae up 16 oz. pails 32 12Ib. cotton mop heads 1 50 Special Deal No. 1. Gold Dust Dills Best, 16 oz. 738 Wild. Fruit, Sec ...... 00 12 doz. 10c, 12 doz. 15c, tS 2 inne peckaies 4 te Dixie Kid, 5c ..-...-. . 48 Wild Fruit, 10c ..... 12 00 Pate 12 doz., 25¢ ........ 49 IVER CARES OR HARDENS 100 small packages ..3 §5 “ae ida — bes a -5 yum Yum, c re heee 7 = 10 at. otrentond ee - Barrel Deal No. 2 SS Duke's Mixture, 10c ..11 £2 yum Yum, lc ...... 12 qt. Galvanized .... 3 doz. each 10, 15 and | : Duke’s Cameo, 5c .... 5 (6 yum Yum, 1 Ib. doz. 480 44 qt. Galvanized .... 3 00 — 2 80 M X by Lautz Bros. & Co. Drum, 5C ...-...+++- 5 A Habre 2.65.6... see 3 00 With 4 dozen 10c¢ free R {Apply to Michigan, Wis- rr. F. A, a On 2... > CIGARS % B , A consin and Duluth, only} S 4% Barrel Deal No. 8. REE RUNNIN zr. wr. Al. 7 o£: .. Lo. a = Barrett Cigar Co. Toothpicks i 6 doz. each, 10, 15 and Sune box Fashion, 5c .......... Birch. 100 packages .. 2 00 25 24 60 Fashion, 16 oz. ...... 5 28 La Qualitencia, Londres 68 85 Cece eres esses oe AL 106 oles. Ge see 3 75 ive Br 7 ia, Panetella 60 'deal ................ With 3 dozen 10c free. ee ee oe 58 Half-Barrel Deal No. 3 60 pkgs., 5c size 2 40 Five Bros., 10c ...... 10 53 La Qualitencia, Concha : Tries ‘on oe a ce co ce Five cent cut Plug .. 29 B. & S., Havana ...... Stun auct Shoe = i. pkgs., TOR Ms _......- 1152 B. & S., Broadleaf ..... House, wood, (holes 6B eter aecenr ae one, ee a me, Oe us. 4 ee . NO Full ro 1% 07 72 Johnson Cigar Co.'s Brand - oe oe ee ; 70 a barrels sold F. O. B. 20 pkgs., laundry size 4 00 ind Hand, Ge ..-- +++ 48 Dutch Masters Club 7009 14 at. Galvanized .... 1 90 — —_——— Nephih ee eee eer 12 6 Dutch Masters, Inv. 7000 xfouse, wood, 6 holes .. 70 aphtha Gold Star, 50c pail -. 1° Dutch Masters, Pan. 7000 arouse’ tin, § holes .... 65 Royal Morton’s Salt 60 pkgs., 5c size ....2 40 Gail & Ax Navy, 5¢ 576 pHuteh Master Grande 68 00 Pat wad 80 Per case, 24 2 lbs. .... 1 70 100 pkgs. Ge size _...8 % OWI, BE nao one nn: 42 Little Dutch Masters Rat, spring .......-... 15 10c size .. ¥0 Five case lots ...... . 160 Growler, ive poke eos : . (200 lots) ......-- 10 00 %Ib cans 1 85 . , oe Pee 244k. 5 =e Gee Jay (300 lots) 2 = Tubs 6 oz cans 1 90 SOAP ueen nne a 372 Hl Portana ........-- 2 Mo. 2 Witee ......455 16 50 ih oaas 468 60 5c packages ....., 2 40 fa oe Py SOL We ceeeee eee eee = Met ee 15 vd Lautz Bros.’ & Co. a a ae oe oe 7 Not Wee oc, 13 50 %Ib cans 375 4 a. rin, RR ae Hazel Nut, 5c ...... 6 00 Werden Grocer Co. Branus Taice Galvanial oes ne 4 08 [Apply - ~ : ag ae Honey Dew, 19%c . 12 00 Canedian Cmp Medium Galvanized .. 8 00 ro — a papa Lng Hing u on %4 Oak Leaf ee 3 jg Londrés, Ss, wood .... 35 Sman Galvanized .... 7 00 ee Ace ie ce x 8 on 2A 8 75 I - ts 4 pails Pongo 3°40 a leey — ee 10 Washboards —. Acorn, 120 cakes .. 250 100 5c packages ..... 3 75 fin D Ty i ee 3 65 King Bird,'7 02. ..-... 2 16 oe Brass, "Single «20.22: 5 80 FITZPATRICK BROTHERS’ SOAP CHIPS King Bird, 0c ...... 11 52 ™ Glass, Single ........ 360 White City (Dish Washing)....... beaches eu ee de cee ‘210 O'lbs.. ... Sc per Ib. “pay? tangy ag stteeee oe Auten, 6 oy... - 27 Double Feonees . : 4 Tip Top IO oc cre nec cncsecessnsse siccocs Ae Ue ics. Be Bee Eee a urKka CV ascieee o 6 Single eerle Little Giant, 1 Ib. .... 28 Potton, a eee it Northern Queen ......5 25 No. 1Laundry 88% Dry...............seseceeeeeseeee, 225 Ibs..... 5Me per Ib. imcky Strike, 10c .... 96 peace (_“....... 1e Good Enough ....... 465 Palm Soap 88% Dry ..... Pos ae eee ce cco 300 Ibs... . 6%c per lb = — 8 = os a 7” : Flax. medium (eheee ee Universal ...-......- 4 75 SEND FOR SAMPLES oe oe L 1 tb. bales ..... 10% Myrtle Navy, 10c ....11 52 Wook Window Cleaners Th O l Fi “ie t Cl Myrtle Navy, 5Sc_..... oa VINEGAR 8 Decor eeceneseeee 2 e n y ive en eanser Maryland — 5¢e hee = wn 40 grain 8% if Be cerecseeees aaa 1 85 Mayllower, 5c ........ f White ine, grain i Uh Sie . Mayflower, J0c ...... 100 white Wine, 80 grain 11% ua Guaranteed to Equal the Best 10c Kinds Nieeer Hair. be |... 6 00 White Wine, 100 grain 13 “i ee 1 75 Nicecr Head, Se 111.340 Oakland Vinegar & Pickle 15 in. Butter ........ 3 18 80 Cans...... $2.90 Per Case Nigger Head, 10c ....10 56 Co.’s ego ~~ oe wate 10 50 Noon Hour, 5c .....- Highland apple cider Be ae a ee SHOWS A PROFIT OF 40% Om Mn. Ge. ......... 5 76 14 Fibre Manila, white .. 6 Old English Crve 1% oz, 96 State . hite pickle 19 Fibre, Manila, colored Oi Creo, Se ......-- ) akland white 2 Manta eg Old Crop, 2e 1.2.2... 252 Packages free. Gee ee eget E Handled by All Jobbers P. 8., § oz. 30 Ib. case 19 ROE cece a 8 ce hag 3 — gro. 5 = WICKING Wax Butter, ort e’nt iy On SSA, 2 OE -- >> Wax Butter, full e’nt 15 , : Patterson Seal, 1% Oz 48 — : cas — - ascent Butter, rolls 15 Place an order with your jobber. If goods are not satis- Patterson Seal, 3 oz. .. 9 o. 1, pe scse = Patterson Seal, 16 oz. : = No. 2, per gross .... 655 YEAST CAKE factory return same at our expense.—FITZPATRICK BROS. Peerless, 5c ....-.--+ : Magic, 3 doz. ....... 1 16 oe i ee eee. a 1 99 : ee Peerless, 10c — Sunlight, 1% doz. .... 50 pa pata ( ) Peerless, 20c .... -- 2 a ee Yeast Foam, 3 doz. ..1 15 FOOTE & JENKS | arney REGISTERED Inger e Peerless, 40c ........ 4 08 Baskets Yeast Foam, 1% doz. 85 —_—_——— Plaza, 2 case .... : - RRUIBHEIS co occe ccs. (CONTAINS NO CAPSICUM) Fw T0y, of ....----5 Plow Boy, l0c ...... fo. WEVAHIE UE An Agreeable Beverage of the CORRECT Belfast Type. ow Boy, x< aveet 3. a ok te ik ee --.---. ae nen Supplied to Dealers, Hotels, Clubs and Families in Bottles Having eo 1 » 173 «+ varlotso ca a : Pilot. 7 ov, Gor: .....- 105 Splint, medium ...... bulk or sacked in paper or Registered Trade-Mark Crowns Queen Quality, 5c .... 48 Splint, small ........ jute. Poultry and stock Rob Roy, 10c gross ..10 52 Willow, Clothes, large ere A Partial List of Authorized Boftlers: A. L. JOYCE & SON, Grand Rapids and Traverse City, Mich.; Rob Roy, 25 doz. ..-. 7 14 Willow, Clothes, small DEWEY — SMITH CO.. Jackson. Mcb. KALAMAZOO BOTTLING CO., Kalamazoo, Mich.; KILLARNEY BOTTLING CO., Jackson, Mich. S. & M,, 5c gross .... 5 76 Willow, Clothes, me’m aaa _ 4 Ai pues zy eB py eka > a en a ee ee ee ee ee ee eee a ae Qa Ve a September 138, 1916 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 47 Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous inse rtion, No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCE>d. For Sale—i120-acre farm twelve miles from Alpena. Ninety acres cleared; 350 fruit trees. Small house and barn, also cattle, horses and machinery. Owner dead. Address Lock Box 232, Onaway, Michigan. 475 For Sale—Cash grocery and crockery business. Always leading store in .live Southern Michigan town. Established 55 years. Wish to retire. Exceptional op- portunity. Address No. 476, care Trades- man, 476 For Sale—One set tinners’ and plumb- ing tools and stock; well established busi- ness in town of 1,500; fine opening for young man; cheap rent. Address A. kL. Cates, Yale, Michigan. 477 Gall Stones—Your bilious colic is the result; your physician can not cure you; only ‘one remedy Known on earth, posi- tively cures. Free Booklet. Brazilian Remedy Co., Box 3021, Boston, Massa- chusetts. 478 Business Chance For Sale—Half inter- est in good going real estate business in good field in which to do business; also half interest in 395 acres of land; all for $2,500. Address Box 287, Eldon, Missouri. _ a “For Sale—200-acre stock and grain farm in Southern Michigan. Will take some property in part payment. W. Wallace, 1419 Forres Ave., St. Joseph, Michigan. 480 For Rent—Sept. 1, store 22x44. Good location on Main street. Cnquire of N. M. Welch, Charlotte, Michigan. 481 Salesmen—Our Improved Honey Comb Chocolate Chip deal to retailers and job- bers pays big commissions as a sideline. Increase your earning capacity $75 to $250 per month. Excellent opportunity to build up profitable business. Samples and particulars freely furnished to men who mean business. ‘‘Taylor-Made.’’ Battle Creek, Michigan. 482 For Sale—National cash register and paper baler nearly new, office safe, twelve iron couch trucks, six wood, nine iron Eureka table racks, lace curtain rack, glass and wood caster cups, one hair picker. Furniture wagon and horse. Ad- dress No. 447, care Michigan a : 4 Kor Sale—Home bakery and restaurant, only one in town. Good resort trade Box 456, Bellaire, Michigan. Kor Sale—Clean stock general mer- chandise and new building 28x50 with flat above in small town surrounded by good farming country. $3,500 takes everything. Poor health cause of selling. No. 439, care Tradesman. 439 For Sale—Bazaar stock in 2,500 population. Three factories. town of Large trading territory. Will sell invoice price about $2,000. Address No. 451, care Tradesman. 45 For Sale—Stock dry goods, groceries and fixtures on account of other busi- ness. In coming oil town. Invoice about $2,500. Box 151, Morrison, Okla. 411 THE WORLD’S GREATEST SALES CONDUCTORS—Offer you the serv- ices of men who have had extraordi- nary success, In handling both large and small stocks in the United States and Canada. There is no sales pro- moter operating in the world to-day can furnish you with the references we can. We not oni» sell your stock —but we sell it at a -rofit during one of our personally conducted sales. We handle Department Stores, Clothing Stores, Shoe Stores, Furniture Stores and General Stores, and no town or stock is too large or small for us to handle successfully. You pay us abso- lutely nothing until we have sold your stock at a profit. Write to-day for free plans and information. LYNCH BROS., 28 So. lonia Ave., (Wm. Alden Smith Bldg.) Grand Rapids, Michigan. For Sale Or Trade—Small new stock hardware and groceries. Very little com- petition. Cash trade. No. 472, care Tradesman. 472 For Sale—Grocery stock in small coun- try town. Telephone exchange in con- nection. Good farmers _ trade. Have other business to look after. Address No. 473, care Tradesman. 473 Tro Rent—Two brick stores, newly re- finished for dry goods, shoes, furnishings or clothing. Best business opportunity in Michigan. If interested and mean _ busi- ness write Box 162, Richmond, oe For Sale—Spring wagon with top, wood sides, driver’s seat, brake, pole, agli condition good, price $65. One 7% H. A. C. Motor, 3 phase, 60 cycle, price 5130" One 3 H. P. second-hand gasoline engine, in good condition, price $55. One 4H. P., oil engine, new, price $145. One 7 H. P., new, gasoline engine price $155. One 20 H P. Callahan gasoline engine, good con- dition, price $260. ‘‘M’’ Engineer, Box 4, Station “U’’ Cincinnati, Ohio. 462 Business Opportunity—Chance to en- gage in coal, wood and building material. Cream buying in connection. Splendid chance to get started on small capital. Fine Northern Michigan resort town of 500. Investigate at once. Address No. 463, care Michigan Tradesman. 463 ‘For Sale—Restaurant, confectionery and ice cream. Michigan town of 6,000. Good business; up-to-date place. Have other business. Address No. 464, care Michigan Tradesman. 464 For Rent—Very reasonable, two story brick stores, 20x118 and 40x118. Best loca- tion in a good live town of two thousand inhabitants. Located in the heart of the best farming section in the State of Michigan. Great opportunity for moving picture, furniture or five and ten cent stores. Long lease if desired.’ For furth- er particulars write to D. Seitner, Can- ton, Ohio. 466 For Rent—Store room 20 x 140, right in the heart of the shopping district. First- class location for ladies’ ready-to-wear, millinery or any other business. Address Welker’s, Fort Wayne, Indiana. 468 Wanted—To buy, an undertaking busi- ness that can show good business. Mich- igan location preferred. Box 282, Man- ton, Michigan. 469 Wanted—Want to correspond with mer- chant who has good clean running stock and willing to sell right. 1037 E. Main St.. Galesburg, Illinois. 446 For Sale—Fine stock of groceries with all the latest up-to-date fixtures, good location and doing a yearly business of $43,000. Reason for selling have other business which requires my time and at- tention. Address Postoffice Box 77, Hills- dale, Michigan. 448 For Sale—$7,000 stock dry goods, shoes, groceries and crockery. Well assorted. Al condition, best location in town. Good farming country. Good trade. Lib- eral terms or will consider real estate. Address N. B., care Tradesman. 18 We buy whole stocks or part stocks for cash. Address M. Guettel, 216 W. Monroe St., Chicago. 301 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 128 Ann St., N. E., Grand Rapids, Michigan. 104 The Merchant’s Auction Co. The most reliable and successful sale concern. For closing out, cleaning or reducing, address Reedsburg, Wisconsin. 289 Stocks Wanted—Write me if you want to sell or buy grocery or general stock. KE. Kruisenga, 44-54 Ellsworth Ave., Grand Rapids, Michigan. 304 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sag- inaw, Michigan. 757 Merchants Please Take Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 House- man Bldg., Grand Rapids, Mich. 859 For Sale—Good clean stock of drugs and stationery in town of 12,500. Busi- ness established 40 years. W. H. Oakley, Administrator, Ishpeming, Mich. 984 For Sale—Old established furniture and rug business. City 10,000. Ail trade. Will sell part or all of stock. Must sell account ill health. Clemens, Michigan. For Sale—Meat market in Kalamazoo. Good location. Owner wishes to retire after 12 years successful business. Doing good business. Well equipped market. Address No. 398, care Tradesman. 398 Business Wanted—Owner will exchange clear farm and town property for a going business. What have you? Confidential. Address 419, care Michigan Tradesman. F. S. Gutschow, Mt. 410 The Detroit Mercantile Adjusters, counselors and executors of high grade special sales and buyers of entire stocks. Room 1, Vhay Block, 91 Grand aise Ave., Detroit, Michigan. For Sale—Best grocery and meat mar- ket in Northern Michigan. Will sell be- low inventory about $6,000 stock. Lo- cated at one of the finest summer re- sorts in the United States. Doing $70,000 business a year. Good reasons for sell- ing. Apply owner, Box 84, Charlevoix, Michigan. 338 For Sale—Store building located on main street. Good living rooms overhead. Basement and barn. Good location for any line of business. Will bear investi- gation. Terms easy. J Cazier, Conklin, Michigan. 86 Store For Sale Or Rent—In first-class location in center of town and center of business. Size 25x65, two stories and basement. Baleony from ffirst floor. Splendid opening for dry goods and mil- linery, clothing or general stock. Write to H. L. Cornwell, Lawrence, Michigan, at once. Building ready for occupant September 1. 42 Kor Sale—Dry cleaning and dyeing es- tablishment. Auto delivery, dry cleaning equipment, ete. If business is new to buying party am willing to teach all the necessary particulars for running busi- ness successfully. P. O. Box 203, Mus- kegon, Michigan . 426 For Sale—General merchandise stock in Southern Michigan. Good _ business; good locality; good place for partners. Address No. 371, care Tradesman. 371 Collections—Our collection service cov- ers the entire country. List your past due accounts with us for. collection. Claim sheet and rates on request. The Arthur Mercantile Agency, Terminal Building, Coffeyville, Kansas. 44 For Sale—Meat market and _ grocery. Only market in town of 700. E. C. Lind- sey, Litchfield, Michigan. 455 Factory For Sale—The plant and equip- fent of the Come-Packt Furniture Com- pany at Ann Arbor. Also a large supply of furniture, furniture in process and lumber. For further particulars address F. A. Stivers, Ann Arbor, Mich. 437 For Sale—$10,000 stock general chandise, mer- in town of 600 Northwestern Ohio. Excellent trade, good reasons for selling. E. C. Lindsey, Litchfield, Mich- igan. 454 Merchants Relief—This little book is a volume of information, and. will be sent free to any merchant who desires to reduce stock, clean up odds and ends or sell his stock complete. W. D. Ham- ilton, Galesburg, Illinois. .- 452 For Sale—At a bargain, chandise, store and house. Cedar, Michigan. Bakery For Sale—Last ten years aver- age sales $9,000 to $11,000 per year. Further information address Fred Lage- stock of mer- Wm. Sweet, sen, Pentwater, Michigan. 457 HELP WANTED. Wanted—A butcher and meat cutter, Married man preferred. 119 Bell Phone or write J. K. Jackson, Otsego, Michigan. 474 AT ONCE —_bx- Must be strictly ~ GOOD DRUG CLERK perienced young man. honest, industrious and reliable. Good habits and references. State particulars and salary required. F. R. Skinner, St. Charles, Michigan. 48° Conservative Investors Patronize Tradesman Advertisers Grand Rapids Safe Co. TRADESMAN BUILDING Dealers in Fire and Burelar Proof Safes individual. and inspect the line. E carry a complete assortment of fire and burglar proof safes in nearly all sizes, and feel confident of our ability to meet the requirements of any business or Intending purchasers are invited to call If inconvenient to call, full particulars and prices will be sent by mail on receipt of detailed information as to the exact size and description desired. Trade At Home Campaign. Calumet, Sept. 11—The Calumet- Laurium Business Men’s Association is planning a big trade at home ad- vertising campaign, the purpose of which will be to show residents of the community the advantages to be gained through trading at home and buying and demanding home made and manufactured goods wherever possible. Several lines of goods are manufactured right here in the copper country and the Association members believe that the infant. industries shoud be patronized and encouraged by the people of the community. A big boosting campaign for the trade at home idea will be run dur- ino the holding of the fair of the Keweenaw Agricultural Society at the Colosseum rink Sept. 20 to 23, in. clusive. During that time the Asso- ciation proposes to distribute 10,000 buttons, which will bear the words, “Trade at Home,” or “Buy at Home.” The Association will have a prettily decorated booth at the fair which will help advertise home merchants and industries and from which will be dis- tributed the “trade at home” buttons. The committee in charge of plans for the “trade at home” campaign is made up of James F. Wiggins, Jerry J. Sullivan, William M. Lyon, William J. Reynolds and George T. Miller. For several weeks the Association members have been discussing the ad- visability of merchants of the com- munity holding their fall openings at the same time. The committee named to take charge of the “trade at home’’ campaign has been authorized to visit the various merchants and_ secure their opinions on the matter. This idea is successfully carried out in most of the larger cities. BUSINESS CHANCES. For Sale—A new stock of dry goods and furnishings in one of the most pros- perous towns in Michigan. The reason for selling on account of sickness. The MICHIGAN TRADESMAN best prospects for a hustler. Address No. 486, care Michigan Tradesman. 486 For Sale—Drug and grocery store in thriving Northern village of 500. No other drug store. For particulars ad- dress No. 487, care Michigan Tradesman. For Sale—Hotel St. Joe, Colon, St. Joseph Co., Michigan, ideal location be- tween Jackson and Niles. Property is an estate matter and will have to be sold. Rents for $70 per month, and has for the last fifteen years. Big value for someone who wishes to locate in a thriving town. Come and look this property over and we will make you the right price. FE. Hill & Sons, Colon, Michigan. 484 A Partner Wanted—To conduct and September 13, 1916 have charge of a large manufacturing business; 100 employes; working capital $100,000; will be able to pay 50 cents divi- dend or more upon working capital each year. 22,000,000 customers (a _ patent). Partner can own one-fourth interest if desired. A youngish man preferred, but must be a thorough business person. Write for full particulars. Address P. 0. Box No. 155, Howell, Michigan. 485 When you attend the West Michigan State Fair Do not fail to visit us and in- spect the finest Show Room of Plumbing Fix- tures in the State. 56-70 Ellsworth Ave. Also our immense stock of PIPE, FITTINGS PLUMBING and HEATING SUPPLIES See our Pneumatic Water Supply Systems and Private Electric Lighting Plants GRAND RAPIDS SUPPLY CO. Two blocks west of Union Depot Grand Rapids, Michigan Barney Langeler has worked in this institution continuously for over forty-five years. Barney says— I forgot to say anything about the Fair in our ad. By Golly, | want every one of our customers and friends to come in and see us and let us show them how we roast our coffee. WoRDEN GRAND RAPIDS— KALAMAZOO P. §S.—Make our office your headquarters (GROCER COMPANY THE PROMPT SHIPPERS