MEANS LEONE SPP Oy EEO FEW OG LISS W SA Se 7 , aN XX Y AVA AX er rors we EW nae OK b =" # » » » *» » % + > » + » » » » » > ; » * * FEUER ENEMA AENEAN EEL EYEE EERE ERE EYEE EM EEA E EEN EMERY EYES EY YEE E ER MRM BREN MM S “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, =! Michigan Pere Marquette Railroad Co. DUDLEY E. WATERS, PAUL H. KING, Receivers F ACTORY SITES Locations for Industrial Enterprises in Michiga The Pere Marquette Railroad runs through a territory peculiarly adapted by Accessibility excellent Shipping Facilities. Healthful Climate and Good Conditions for Home Life, for the LOCATION OF INDUSTRIAL ENTERPRISES. First-class Factory Sites may be had at reasonable prices. Coal in the Saginaw Valley and Electrical Development in several parts of the State insure Cheap Power. Our Industrial partment invites correspondence with manufacturers and others seeking locations. All in- quiries will receive painstaking and prompt attention and will be treated as confidential. Astros GEORGE C. CONN, Freight Traffic Manager, Detroit, Michigan Bread is the Best Food It is the easiest food to digest. It is the most nourishing and, with all its good qualities, it is the most economical food. Increase your sales of bread. Fleischmann’s Yeast secures perfect fermentation and, therefore, makes the most wholesome, lightest and tastiest bread. Sell Bread Made With FLEISCHMANN’S YEAST Prepare Now Get ready for the BIG DAY It is your opportunity A complete stock, well displayed is absolutely necessary. Plan for it NOW. We will furnish a fine window trim for the asking. Putnam Factory ‘#7 Candy Company, Inc. GRAND RAPIDS SAFE CO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN 72nd- Year We extend a cordial invitation to all merchants inter- ested to visit us and inspect our line of Holiday Goods in Toys, Dolls, Books, Games, China, French Ivory, Brass, Silver, Cut Glass, Novelties. We invite you to come in and see our display in person because we realize that there is no such variety exhibited anywhere near us nor but few such stocks in the whole country; you would then be able to examine and handle the goods for yourself and consider your purchase with so much more satisfaction than if they are ordered in any other way. It is more important this year than ever before owing to so many unusual conditions. But we have our Holiday Catalog too. A faithful mirror of our stocks, pricing in plain figures the most popular staple goods, so that orders from it will secure quick selling CHRISTMAS LINES guaranteed to please in every respect. We make prompt shipments and give equal attention to small and large orders, mark all our goods in plain figures, and in every way strive to serve the trade as only a large and low priced wholesaler’s stock can serve. We sell to merchants only and have no connection with any retail store. Do not overlook the important fact THE CHILDREN MUST BE SERVED AND THE TOYS DEMANDED TO-DAY ARE TOYS THAT TEACH. ERECTOR SETS} Teaches Electricity, Machinery and Construction. Retails 10c to $15.00 per set, TINKERTOY Teaches Invention and Designing. Retails 50c. § ilding. ils $1. PEG LOCK BLOCKS ; a ~ i yire90 a Building. Retails $1.00 WOOD BUILDO as Self Instruction and Designing. Retails 10c 0 $1.00. STRUCTO SETS} ree Penaty and Correct Engineering. Re- BOY CONTRACTOR } Fest weaned caret coment M ASTER BUILDER { Teaches Steel Construction and Machinery. Re- ] tails 10c to $1.00 per set. H. Leonard & Sons Manufacturers’ Agents and Wholesale Distributors China, Glass, Crockery, Silverware - Bazaar and Holiday Merchandise Grand Rapids s=3 Michigan } > d a \ “ne ! ; i - ‘ \ i J ay ae. A DESMAN SPECIAL FEATURES. Are Prunes Too High? 4. News of the Business World. 5. Grocery and Produce Market. 8. Editorial. 10. Old Man Eloquent. 12. Automobiles and Ac¢essories. 14. Dry Goods. 16. Accounting Methods. 22. Financial. 26. Leaks and Losses. 28. The Meat Market. 29. Behind the Counter. 30. Woman’s World. 32. Butter, Eggs and Provisions. 34. Store Atmosphere. 36. Shoes. 39. Hardware. 40. Traitor to His Training. 42. The Commercial Traveler. 44. Drugs. 45. Drug Price Current. 46. Grocery Price Current. 48. Special Price Current. 49. Business Wants. TARDY ACTION BY GREECE. Greece comes into the Kaiser’s war under circumstances different from those attending the entrance of Bulgaria and Rumania and closely resembling conditions in Italy a year ago last May. In Bulgaria and Rumania the final deci- sion was made by the government. In Italy and now in Greece the decision has been forced by popular sentiment. Just as Italy declared war only against Austria. Greece is technically declaring war only against Bulgaria. But what we need not expect is the half-hearted way in which Italy carried on her earlier campaign. Italy learned after a time that it was a very grim business she had undertaken and that there was no room for the play of politics. King Constan- tine will profit by the example. With a population of a little less than five millions, or exactly the same as that of Bulgaria, it may be estimated that Greece brings to the side of the Allies a minimum strength of 200,000 men, with a potential increase to 300,000. The number would be larger if Eastern Macedonia were not occupied by the Bulgarians, and but for the loss of the garrisons in that region, including about 400 officers. Nevertheless, Greece does mean ten more divisions thrown at once against the Bulgarian flanks. The ac- count in the Balkans would then stand about 700,000 men for the Central Pow- ers—350,000 Bulgars, 200,000 Turks, and 150,000 Austro-Germans—as a maximum, On the Allied side there would be 200,000 Russo-Rumanians in the Dobrudja, 200,- 000 Greeks, and the Salonica army, which has been rated as high as 600,000, and which may be half a million strong. This would make the Allies as 9 to 7 in the Balkans, with Greece capable of greater efforts and indefinite reinforce- ments from Russia. But a clearer way of estimating the effect of Greek aid would be to judge what the result would be of throwing as much as 100,000 fresh troops against the Bulgar flank south of Monastir, which is hard pressed as it is. If the Greek army acts as a unit, it means the addition of 200,000 men for the reconquest of Servia and the cutting of the famous German corridor to Asia. But the Greek army is not the only increase of strength which the Allies will receive. With that country openly on their side will come that sense of security for the army at Salonica, lack of which has undoubtedly hampered the full development of its operations. Es- pionage at Athens and Salonica will be greatly reduced and the facilities for Austro-German submarine warfare in the Eastern Mediterranean, which have been curtailed of late, will disappear so far as the resources of Greek harbors and islands are concerned. The moral effect in Germany of a thickening ring of enemies may be counted upon, al- though the consequences may not im- mediately be visible. Broader prospects open up in the Balkan peninsula itself. It is Venizelos, the creator of the Bal- kan League, who has brought Greece into war. It may be that the man’s genius for statesmanship will yet be equal to persuading Bulgaria to a change of sides, a step which would carry such revolutionary consequences, and be of ‘such immense profit to the Allies, that the latter might well agree to forgive and forget. The great gains recently made by the Allies on the Somme are impor- tant for the light they throw on the probable nature of the trench prob- lem they must face as they push for- ward. It has been a commonplace to speak of France and Belgium be- hind the German lines as gridironed with trenches all the way back to the frontier, The Allied task was de- scribed as an unceasing steeplechase, with ditch hazards at every mile. But the comparative ease with which the Allies on the Somme have been push- ing forward a mile or a couple of miles at a time shows that if there are ever new trench-lines to cross, they are by no means as formidable an obsstacle as the original front along which deadlock was establish- ed for nearly two years. When one reads of the elaborate nature of the German underground system of forti- fications, of which a great part is now in the Allied hands, it is plain that no such vast labor could have been expended again and again on every mile of ground occupied by the Ger- man armies. If we may trust cer- tain accounts of French unprepared- ness around Verdun, the contrast be- tween the situation there and on the Somme is evident. Around Verdun the first German rush was over the easiest portion of the French defences. On the Somme the Allies have been breaking through what is probablv the strongest German line, at least for many miles to the East. [EEE The more a man gets the more he wants—unless a police judge is deal- ing it out. GRAND RAPIDS, WEDNESDAY, OCTOBER 4, 1916 OWNERSHIP OR REGULATION. The joint committee of Congress provided for by the Newlands resolu- tion will begin its hearings November 20, Chicago being named as the prob- able initial point. Government own- ership of the railroads and other pub- lic utlities, Federal regulation, in- creased powers to be given to the Interstate Commerce Commission— these are among the subjects to be investigated. The attitude of those who have inspired this enquiry is such as to suggest that Government owner- ship is gaining ground in their minds. One of the most curious claims set forth is that the Government as owner of the roads could reduce freight and passenger rates 50 per cent. by meth- ods of economy, In view of the known fact that Government labor is less efficient than private one does not clearly see how this can be achieved, and when a large percentage of the railroad properties of the coun- try cannot earn a fair rate of interest on a reasonable valuation of the prop- erty, although these roads are man- aged by highly developed and experi- enced men, one questions by what miracle these economies can be ef- fected. One of the curiosities of this plan assumes a value of $9,000,000,000 to $10,000,000,000 of the properties to be determined by the appraisal now go- ing on, whereas the capitalized value at the present time is about $20,000,- 000,000. The sapient author of this scheme probably does not recall the fact that public valuations already made in certain of the states exceed the value expressed by capitalization of the properties and also the esti- mate of good authorities that the Federal valuation of all the railroads in the United States will exceed the'r capitalization. He then mentions that the income from the railroads in one year would be about one-third of the cost of taking them over. These are peculiar figures in the light of statis- tics emanating from the office of the Interstate Commerce Com- mission. Then one cannot help asking what is to become of th: interest on the mortgages cov- ering these roads. It is commonly assumed that the contract involved in a mortgage is inviolable even by the Government. Cutting down the railroad rates would rob the bond- holders of their interest. Or does the purchasing Government intend to buy up the mortgages as well as the capital stock? In that case it is just as bad for the Government as it would be for the bondholders. The Govern- ment would have an enormous invest- ment and a beggarly income on it, if any, and the people would have to pay by taxation the difference be- tween that and a fair income. Also Number 1724 there is in this scheme a slight inac- curacy. The capital stock is set forth as $18,000,000,000 whereas the capital stock of all the roads in the country is about $9,000,000,000, the remainder of the $20,000,000,000 capitalization being in the form of bonds and other liens. It will be a good thing to have this investigation if only for the pur- pose of showing up as this. such crazy schemes —_—_—_—__— WILDLY IMPROBABLE. When such a story is put that of the deliberate infection of prisoners in Germany with the bacilli of tuberculosis, the only proper at- titude to take towards it is that noth- ing short of the most authoritative evidence can give it any standing. A story wildly improbable on its face is not much advanced towards credi- bility by the mere fact that it is dis- seminated from respectable quarters, is apparently vouched for by two or three persons of high standing and is circumstantial in its details. That Germany has justly incurred the de- testation of the world by many of her acts in this war, no paper has out as declared more strongly than the Tradesnyan, but between even the worst of these acts and the cold- blooded fiendishness charged in this story there is an immeasurable dis- tance. : bene Winter has hitherto in this war brought no general cessation of fighting, and there is no reason now to anticipate a slackening of operations on front. either victory around Lodz was won the first December of the war. Hindenburg won his second East Prussian victory early in February, The conquest of Servia was begun in Octo- ber and continued in December. The attack on Verdun was begun in Febru- ary. The unsuccessful French thrust at Soissons leading to a bitter week’s battle was delivered in mid-January, 1915. There is ail the more reason to expect a continuance of winter warfare in the West, because the Allies would naturally be unwilling to interrupt the impetus of their present sustained attack and afford the enemy leisure for the construction of new lines of defence or an elaborate regrouping of forces. It must always stick in the memory of the Allies that it was during the winter months of 1914-15 that Germany made the immense and silent preparations for the assault on the Russian lines in Ga- licia which ended in the conquest, or reconquest, of 10,000 square miles of territory. Mackensen’s But one doesn’t need to be a botan- ist in order to recognize a bloominz idiot. Most men wouldn't do a thing if they didn’t need the coin. MICHIGAN TRADESMAN October 4, 1916 ARE PRUNES TOO HIGH? Stubborn Facts From the Land of Sunshine. San Francisco, Calif., Sept. 30—Let- ters received from wholesale grocers seemingly all agree in stating that “prices on prunes are too high” and that jobbers generally are going to wait until later, believing they will buy for less; we want to call your attention to the situation from a world wide viewpoint, for the sole purpose of correcting any misapprehension that may exist in the minds of your readers as to the reason for present prices. You have but to look over the crop records for the past five years to see that this State has produced on an average of approximately 85,000 tons of prunes annually (as against an estimated crop of 65,000 tons this year) all of which have during that time gone into consumption, as for several years past there has been an absolute clean up— this in the face of large foreign crops as against very light ones this year. The trade generally have taken the posi- tion that with a lessening of the export demand more prunes would be thrown on the domestic market and lower prices result; therefore, just a word on the foreign situation. The average crop of France for years has been about 25,000 tons. This year the highest estimate given us by any of our correspondents is 4,000 tons (some put it at 2,500) and this is verified by the very heavy business all exporters are doing through their French corres- pondents, the volume, we think, sur- passing all records. France, instead of supplying Great Britain with a portion of her requirements from the French crop, will have but a small fraction of the tonnage necessary to supply her home needs and is buying California prunes accordingly. It is true that according to the ruling of the British government, a tonnage equal to only 50 per cent. of last year’s purchases of dried fruits may be im- ported this year, but the records of shipments to that nation show that the purchases for 1915 by the merchants of Great Britain were nearly double those of any former year, so that 50 per cent. for this year would mean that British imports of prunes will be practically normal. In Scandinavia the embargo, so far as direct sales to the importers by American shippers are concerned, is get- ting tighter and tighter, but the various governments are taking steps to care for their merchants’ requirements by purchasing direct and_ re-distributing under strict guaranties. Sweden has bought very large quantities during the past thirty days through a direct repre- sentative of the government, and it is believed that Denmark and Norway will soon arrange for purchases on similar lines, so that a continued demand from Scandinavia is confidently expected. Prior to the war, Russia bought prac- tically all her supplies of California products through German merchants. She is now buying direct and shipments via both New York and Vladivostok are quite heavy. For the past two years, because of the war, no Bosnian nor Serbian prunes have been exported to the countries (other than Germany) that have here- tofore used large quantities of them. This year it is reported that their crop will be light, and there will be few. if any, more than needed for home con- sumption. So far as domestic trade is concern- ed, the advance in prunes is no egreat- er than the advance which has taken place on most lines of food products handled by the average jobber. As com- pared with September 25, 1915, the pres- ent average prices on California canned fruits are fully 35 per cent. higher and stocks closely cleaned up. On Maine corn the advance is from 12'% to 15 per cent. Western corn, 30 per cent. Maryland corn, 30 to 35 per cent. Canned milk, 24 per cent. Canned peas, 30 per cent. Sugar, 20 per cent. Beans, 50 per cent. On many other commodities the ad- vance has been even greater. Although the tonnage of dried apri- cots this year is practically only half that of 1915, the crop is practically cleaned up, at prices which the jobbers ‘of this country earlier in the season be- lieved to be impossible, and the demand for the goods at the present high prices is greater than it has been any time this year. The peach crop throughout the United States for the year 1915 was the great- est on record. This year it was com- paratively light, and with the damage to small fruits because of the excessive hot weather throughout the East and Middle West, there will be but little home canning this year, as against very heavy stocks canned a year ago. This means that the housewives will have to cali on their grocers for their supplies of fruits, whereas a year ago they were using stock they themselves had canned. There are several excellent arguments in support of present prices. The crop is unusually early and it was cured under ideal conditions. Prunes this season are of exceptional- ly fine quality, large in size, contain an unusual percentage of sugar, and are in every way desirable. Growers have disposed of 70 per cent, of the crop, all at from 5@5'4c base net to them. There are no cheap dried or canned fruits to compete with them, as was the case a year ago. Labor throughout the country is generally employed at high wages, and the present retail price of 10@15c per pound does not look so high as would have been the case a few years ago, when labor and financial conditions were less favorable. Fvaporated apples were last year ex- ceptionally cheap and plentiful. This year, owing to the light crop in the Middle West, they are much higher and selling freely. Another point: the present low freight rates are only guaranteed until Decem- ber 31. They may not be increased, but all signs indicate that they will be, and if a decision should be reached prior to that time, making effective the quoted advance, there will be a rush to buy for shipment before Jan. 1, just as there was for shipment prior to September 1, that may. and probably will send prunes to much higher levels than they have reach- ed so far this year. The situation from production and selling standpoints is quite different from that of 1915, and while we have no wish to proffer any uncalled for advice, we believe the jobbers who are expecting to get prunes later in the season, or after the turn of the year, at lower prices, will find they have made a mis- take. A canner has just shown us some account sales received by him and gave us the following stay: A certain dis- trict in this State produces very fine Bartlett pears, the bulk of which he has handled for many years. Last year he contracted for the entire output of $27 per ton. This year he bought 750 tons under contract at $52.50 per ton. They were ready to pick at a time when de- liveries of green fruit were very heavy and his partner (an exceedingly smart man, by the way) thought they had too many pears, so they had them packed by a green fruit shipper and consigned East. He has received returns on the entire lot, and even at the high price paid for the fruit, the shipment showed a net profit of $8,000. Fruit could not have been very plen- tiful throughout the East when any such results as the above could have been achieved. It may be that prices on pears were “too high,” but it would be difficult to convince either the grower, who obtain- ed the $52 per ton or the canner who made the unusual profit by shipping, that such was the case. J. K. Armsby Co. —_+++____ Flakes From the Food City. Battle Creek, Oct. 2—“The greatest political gathering I ever attended.” Thus did Theodore Roosevelt declare himself, as he was making ready to leave Battle Creek after delivering his speech in the interest of Charles E. Hughes, Republican nominee for President. The day dawned as bright and clear as the committee men hoped for and until 10:55 a. m., the arrival of the Colonel, everyone was busy attend ng to the comforts of arriv- ing visitors; but after his arrival, well —things commenced. A parade of nearly a mile in length, composed of local Republican clubs, visiting clubs and six bands, numer- ous floats, campaign emblems, etc., followed the Colonel’: arrival and was reviewed by him and his party from a stand erected in front of Battle Creek’s $300,000 city. hall. Then to the barbecue, where over 70,000 sand- wiches were served, besides coffee ana other trimmings to the hungry crowd. Preceding the Colonel’s address there were numerous addresses from Nationally known politicians, but the crowd displayed little interest until W. J. Smith, of Battle Creek, chair- man of the entire proceedings, an- nounced the Colonel. Delivering a typical Rooseveltian address, the Colonel held the atten- tion of nearly 18,000 people for over an hour, and believe us, the Colonel has lost none of his pep in the few years out of office and we verily be- lieve that if he delivers the remainder of his speeches as forcibly as he did this one, somebody will be awake down the line. It sure took Battle Creek a long while Saturday night to get quiet again. Summing it all up, we of Battle Creek can feel justly proud of the fact that the enormous crowd was handled without a mishap. No one went away hungry and the purpose for which the day was held (a Re- publican rally) was even beyond ex- pectations. But, then. that is the Bat- tle Creek way! Don Mudica has purchased the gro- cery of A. L. Bivens, of this city. Mr. Mudica is a young man and this is his first venture on the sea of com. merce. We wish him success. Battle Creek will retain its gala attire put on for the Republican rally of Saturday last until the Sanitarium Golden Jubilee is over. The Sanitari- um has built hundreds of floats sur- passing any circus floats ever seen here and this divis‘on of the parade will require a length of twenty city blocks. A magnificent pageant, called the “Triumph of Truth,” will be an- other one of the stupendous under- takings the management will stage in honor of the occasion. It is de- serving of all the events held in honor of its fifty years of growth and suc- cess, for nothing short of marvelous will explain such a growth. Predom- inating in all this period has been the commanding figure of Dr. J. H. Kel- logg, the founder of the institution, and he will still predominate in the festivities Oct. 3 to There will be held in Battle Creek this week a campaign for establishing a permanent and Nationally incorpor- ated Boy Scout organization. Some of Battle Creek’s best known business men are taking the movement in hand and, like their various lines of busi- ness, the campaign can be nothing else but a success. There is a lot more I can write about, but I fear that after the storm will come a calm and news might be a little scarce and I chuck the rest of the items in the pigeon hole and continue with my wondering, How do we do it? Otto L. Cook. —__2-. How easy it is to acquire a bad reputation and how difficult it is to lose it! Boomlets From Bay City. Bay City, Oct. 2—The Detroit Apron & Cotton Goods Manufactur- ing Co., Detroit, has decided to es- tablish a branch in Bay City and has leased the Goetz building. The work of putting it in condition for use is being rushed so the company may be ready for business Oct. 10. One hundred hands will be employed to start with and it is expected the num- ber will be greatly increased later. According to the canvass of the primary vote, just made public, the Democrats made 21 very poor show- ing in Bay county. With three candi. dates for Register of Deeds, their total vote was 399, while the total Republican vote for the same number of candidates was 7,207. Two Demo- cratic candidates for sheriff had 431, and the seven Republican candidates received 7,647. The vote for the Democratic candidate for Judge of Probate was 375. What has become of the Democrats in Bay county? The officials of Bay City have at last come to realize that the time has arrived that some action must be tak- en to better our water supply. Burns & McDonnell, consulting engineers of Kansas City, Mo., were given the contract by the Water Works Com- mittee Tuesday night to furnish ex- pert information to the city in rela- tion to what changes are necessary in the water works system to ensure a better supply of water for the con- sumers. The “watchful waiting” policy of the officials in regard to this matter has become as painful as the “watchful waiting” policy of certain other officials we read about occasi‘on- ally. It is to be hoped that, now they have made a start, they will.not stop until they have given the taxpayers of the city what they are entitled to —water that is fit to drink. J. W. Grant, of Gaylord, who was engaged in the bakery and confection- ery business for a great many years and whose business was destroyed by fire two years ago, has decided to again engage in business and has pur- chased the A. T. Van Dyne stock and fixtures. He will conduct the busi- ness in the same quarters. Arthur E. Morrish, Gaylord, has sold his drug stock to Ted and Harry Gutteridge, who have taken posses- sion. The business will be known as the Gutteridge Bros. Pharmacy. George Dubey, grocer at Hale Lake, who recently purchased the Brown Hotel property, is remodeling it and will use it for his grocery and meat business. Mr. Dubey has been engag- ed in the grocery trade a little more than a year and has succeeded in building up a very successful business. J. H. Kocher, who was formerly en- gaged in the grocery trade in Hale Lake, and later moved to Toledo, has returned to his former home and will again engage in business. He will occupy his own store building, re- cently vacated by’ George Dubey. The stock of the Palace drug store, at Flint, under the management of Mat. McKay, is being closed out, pre- paratory to going out of business. a Rix, grocer at Oscoda, is taking a much needed vacation, visit- ing friends in Battle Creek. The Solomon-Hayes-Cowley Co.. of Oscoda, which recently purchased the H. W. Loud & Sons timber hold- ings in Tosco and three other coun- ties, has decided to build a mill in Oscoda to manufacture lumber and other products. Fred Alder, cigar manufacturer on the West Side of the river, died sud- denly Thursday night as the result of_a stroke of apoplexy. _F. J. McCartney, of this city, for nineteen years traveling representa- tive of the Osborne division of the International Harvester Co., has re- signed his position and signed a con- tract to represent the Sharpless Sepa- rator Co., of Chicago, in Tuscola and Huron counties in the Thumb dis- trict; also Arenac, Gladwin and Gra- tiot counties. W. T. Ballamy. { . oe | y - o ; « My? a a 4 q y y 4 ; ?. r * 4 » ajs y > at Yep v io Qk i> ¥ 7 » 4 we > © 8 ty » 4 8 Fs ¢G\y 5 a > «§o ¢ * fs + - Ri a dB é ‘ 4) (a 4 ‘ ~ r@- » ; : October 4, 1916 MICHIGAN TRADESMAN 3 < { BANKRUPTCY MATTERS. was on Sept. 13 adjudicated bankrupt. J. I. Case Company, Lansing .... 191.00 “Made in America.” The schedules show assets. listed at ap- Martin Produce & Lumber Co., Af 1 : ' ee F oe proximately $1,750. The liability is shown @asnovin 22.05 00000 0. $ 10.00 After all, the famous “tanks” which #. | .+ Proceedings in the Western District at approximately $1,966. First meeting Dr. S. J. Drummond, Casnovia ... 15.00 | folni . r . of Michigan. of creditors has been called for October J. L. Norris & Son, Casnovia . 22.22 are helping Tommy Atkins to win vic- Grand Rapids, Sept. 18—George W. 10, at which time creditors may appear, Malinis Holben, Casnovia ........ 16.00 Hart, who was adjudicated a bankrupt. September 1, has this day filed his sched- elect a trustee, prove their claims and transact such other business as may come Perkins Machinery Co., Grand Rpds. 13.72 tories over the Germans are not of Brit- ‘ C. O. Porter Machinery Co., Grand ish manufacture, insofar as the impor- ule, showing assets of approximately before such meeting. The schedules USED ee, ee i. 154.40 tant feature of thei thod of loco $1,100 and liabilities of $20,487.54. The show the following listed as creditors of | Michigan Tire Co., Grand Rapids... 22.62 © ature of their method of locomo- list of creditors is as follows: the bankrupt: Roland Webb, Grand Rapids .... 5.09 tion is concerned, but are \merican Grand Rapids Nat. City Bank. $8,206.20 Cc. P. Leddick, Sheridan $450 00 J. D. Hastie. Grand Rapids ...... 2.00 The bic ; : coe i pb .4 ee er te ee ee RES, Rictcaa Gmun, Grand fapias 1e big caterpillar tractor that is used My? aoa a i oe Alma Roller Mills, Alma .......... 44.09 get ee cart ccciee renee a on American farms is the same sort of etd, Coaad Maps ........... M181 @ f fee de | Skee «62 Wo Hayward, Grand Rapids .. 100.00 thing Great Britain has been using C. E. Converse, Jefferson Ave., Bank of Sherid Shetigan 0 mre Golden & Boter, Grand Rapids .... 25.00 |: ~ a 1 po ar Grand Bebidas 0... 5. a, Ol pee cea pit reer. ae, Adohh Salleh ron Works, Grand against the Germans. The British merely ‘ oe oak oe ee Wm. Bradley’s Son, Greenville 65.16 Co ees Sc cal Gh ce: as wa have armored and armed it. American : . § ? aE - - ; Vee y s .5 ° s. ot.Le : . ey : He a ao Belding os... 182.75 Hua Ge eo aioe a a Fivening Press. Grand Ravids .... 1.67 imgenuity has been utilized to give to John Collins, Grand Rapids ...... 142.50 2 Coffe opaeaia ol 959 Star Clothing Co., Grand Rapids .. 16.00 2 ea : bia 4 > SR Beda ores, Geena ogide GG BO ee OS eee 26.80 Allen & Dorthy, Grand Rapids .... 16.00 Wat one of its most remarkable weap- ; Lewis Electric Co., Grand Rapids 44.99 J q. Gardella, Grand Rapids ...._. 34.47 A. L. Holcomb & Co., Grd. Rpds. 5.60 ons, but the “tank” is not the first Chase Motor Truck Co., Syracuse 260.00 Greenville Fruit Co., Greenville .. 17.40 Grand Rapids Supply Co., Grand : : : H. E. Barclay, Grand Rapids 43.00 adie woe po oe aoe) 64.42 Product of American brains that has L. W. Straham, Grand Rapids .... 22.82 J Hale & Son. lonia ............. 36.22 Hernolsheimer Co., Grand Rapids 8:72 won an honored place in the great con- ‘ > Gordon Dudley, Grand Rapids 525.17 Jennings Mfg. Co., Grand "Rapids 995 Standard Oil Co., Grand Rapids .. 3.44 : a : ae : J. F. Meyer, Grand Rapids ....... 100.00 & &. Lower, Sheridan 80.00 De Good Transfer Co., Grand Rpds 1.50 flict. The aeroplane itself is of Ameri- Mrs. R. B. Rickenbaugh, Grd Rpds 18.00 tion & Daniels. Carson City... 42.89 Columbia Transfer Co., Grand Rpds. 19.25 Gan inve 3 The fect cobivicine ti V. D. Hinderlong, E. Grand Rapids 200.00 famberville Rubber Co.. Lamber- Nicklin Print Shop, Grand Rapids 16.00 “‘ €ntion. the first submarine that R. A. McWilliams, Grand Rapids 390.00 ville MN Tn 39.00 Reed Auto Co., Grand Rapids .... 5.00 ever damaged an enemy was of Ameri- <@ De. A A Studley, Grand Rapids 350.00 @. Ww. Mills Paper Co., Grand Rapids 48.09 Middle States Oil ial oo an ap can manufacture, Barhed wire which " . &: Clark, Saginaw ............ 400.00 fetal | o 21.6 Eckstrom & Walmsley, Kent City 24.7 ¢ ‘ ef. Dbarbe fire, wilc Chas. T. Mitchell, Cadillac ........ 400.00 Metre oe Patrons Mutual Fire Insurance Co., is of inestimable value in trench wz O. C. Severs, Toledo, Ohio .....: 202.00 Ny-way Stretch Suspender Co., NE oe sees 45 © oe ~~ ore Wor Frank Bohm, Howard City ....... 55.00 eo ee pee oe Cc. H. Whitney, Kent City ........ iS fare, was first “Made in America.” And “ Warren Fisk, Howard City ...... 55.00 ews | - 0-» : ot eee sey NE Ds e Co., Saranac .... 25 es - : : " Peoples National ao. a LPS 662.19 Quaker Oats Co., Chicago ......... 18.85 Loti Big eae ee 15.00 ©ven this does not complete the list. Grace F. Ellis, Grand Rapids .... 150.09 Rademaker-Dooge Co., Grand Rpds 69.86 a. a: i F. Blymeir, Grand Rapids ........ g.52 Renfro Bros., Chicago ............ 27.90 Will it add to the ill-feeling against Evening Press, Grand Rapids .... 135.32 Sarson & Shetzer, Detroit ....... 52.65 Butter, Eggs, Poultry, Beans and 11. United States fe ws seca ; “al>° Central Fuel Co., Grand Rapids ":; 42.22 Smith & Case, Greenville ........ — Potatoes ee Ue Wee eran i i cl i Saginaw Beef Co., Saginaw ...... .05 mer he s arine issue ee ee 45.34 M. Seyfang Co., Toledo ........... 92.05 Buffalo, Oct. 4—Creamery butter, © submarine issue and the fact that Heystek & Canfield Co., Grd. Rpds. 6.42 Stanton Candy Co., Stanton ...... 19.61 extras, 34@35c; first, 32@33c; com- the Allies have bought mountains of . Consumers Power Co., Grd. Rpds. 23.26 Shust Baking Co.. Saginaw ...... $4.50 =6mon, 30@32c; dairy, common to munitions in this country, when the Milton P. Adams, Grand Rapid 70.00 Selz. Schwab & Co., Chicago .... 5.62 z > : - ga pe a moet gee Ve Holland 8.00 choice, 25@32%c; poor to common, eeniane ia Lis Great Western Oil Co., Grd. Rpds. 351.59 H..Vantongren. Holland_......... 8. e, ne (2 Germans learn that the strange “tank FE. A. Maher, Grand Rapids ...... 55.00 Walley City Milling Co., Grd. Rpds. 36.60 all kinds, 24x@26c. a He i . Gan iSeanela| Granda Rapids i 15.00 Vieksburg Clothing Co., Vicksburg ae Cl coe No. 4 few. SOc: choice 19 is of American manufacture? Even oe pee eee ae, as : Wright Bros., Greenville .......... 2.3 - eye 1 oe? i aye oe os a he : at a ene ee ' ae os Crane 10.00 Wolverine Condensed Milk Co., @19t4e. Germany is said to have obtained some George S. Smith, Grand Rapids ... 12.45 Ee ohesi). ck eli etna Bape Eges—Choice, new laid, 34@36c, of the tractors since the war began. If Charles E. Ward, Grand Rapids .. 32.909 Walker Candy Co.. Muskegon 37.09 fancy hennery, 40@44c; storage, 30@ W. H. Howe, Grand Rapids ...... 15.00 Widlar Co.. Cleveland ............ Ce 7 = that be true and she could have spared U. Ss. Sponge Co., Chicago ........ 25.00 A. No Russell Sheridan .2........ 66.00 oa. : a : ow . i Leitelt Iron Works, Grand Rapids 1867 John Carter, Stanton ............ 175.00 Poultry (live) —Fowls, 16@19c; them for use as armored cars, it is Roseberry Henry Co., Grand Rapids 15.60 John Abbott, Sheridan ........... 30.00 broilers, 17@20c. old cox, 14c; ducks, font af voles tha hk was not th H. L. Merry, Grand Rapids ........ 35.00 John Andrews, Stanton .......... 54.31 16@18c. W y c é Vas no e Michigan Hearse Co., Grd. Rpds. 40.00 J. L. Jenks, Sheridan ............ ne Bo Medium. $5.75:@5.90: Germans but the British who brought Hastings Banner, Hastings ....... 8.64 The schedules of Hunter J. Hayward, eans—Medium. | $5.75105.90 | pea, z i Isaac Neuille Co., Cleveland ...... 20.55 of Casnovia, show assets eS ~ $5.65@5.75. Red Kidney, $6.00; White tractors to the battlefield and made in- aS Charles S. Reeves, Grand Rapids 6.00 proximately $492 and liabilities o 099. Kidney, $6.00: Marrow, $6.25. : i : : : Hooper Bros., Grand Rapids ...... 7.90 The schedules also show the following Beige Si 5a AG ger te struments of death out of them in lum News, Grand Rapids .............. 38.65 listed as creditors of the bankrupt: : ee ae R Wi - bering: charges Sept. 20—Emmet A. Davis, of Sheridan, Dr. S. J. Drummond, Casnovia ...$150.00 Xea & itzig. 2 7 » » 4 d ! ABSOLUTELY PURE .§ ROYAL BAKING POWDER has “no season” and R “no section” because it sells everywhere all the time. Of all the standard products in the grocery business, «qe none has more thorough distribution and active de- wl mand than ROYAL BAKING POWDER. | Keep a good stock of ROYAL BAKING POWDER on hand ~ - and keep it well displayed, because it will pay you more and J 1S Be surer profit than you can make on inferior brands. «H- Contains No Alum—WNo Phosphate ae MICHIGAN TRADESMAN October 4, 1916 Movements of Merchants. Greenville—Newton Slawson opened a grocery store. Maple Rapids—Edward LeRoy has engaged in the meat business. Evart—John Blanken has sold his bak- ery to William Chase, who has taken possession. Battle Creek—Harry Spier has en- gaged in the electrical business at 46 East Main street. Hastings—A. J. Brown & Co. succeed A. Clyde Brown in the grocery business on North Michigan avenue. East Jordan—F. S. Calkins has leased the Commercial Hotel and will open it for business Oct. 5. Elmira—John Petroski has purchased the A. H. Wickett stock of general mer- chandise and taken possession. Ludington—Juneau & Stillwell an- nounce their intention of discontinuing their dry goods business Jan. 1. Nashville—C. A. Pratt has sold his hardware stock to Seth I. Zemer, of Plainwell, who has taken possession. Belding—The Rex Upholstering Co. will remove its stock from Portland to this place and continue the business. Eaton Rapids—James Sanders has purchased the bazaar stock of the late A. R. Boyd and will continue the busi- ness. Saginaw—Edward E. Melville has opened a drug store in the Quinlin block, corner North Bond and Clinton streets. Kalamazoo—Joseph H. Vyerman has opened a merchant tailor shop and men’s furnishing goods store in the Burdick arcade. Hastings—T. J. Potter has sold his interest in the Consolidated Press Co. to H. B. Sherman, President of the company. Saginaw—Fire destroyed the bean and grain elevator of the Saginaw Grain & Produce Co. Oct 2, causing a loss of about $25,000. Alma—Mrs. Edna Kelly has engag- ed in the millinery and women’s ready-to-wear clothing business on Superior street. Alma—F. R. Willett has leased the west store in the Arcada Hotel block and will occupy it with a stock of gro- ceries about Oct. 16. has Hopkins—John Yeakey has taken over the interest of his partner, Daniel Re- qua, in the garage and paint business of Yeakey & Requa. Charlotte—James Sanders has sold his interest in the stock of the John Tripp Clothing Co. to his partners and remov- ed to Eaton Rapids. Grand Ledge—Thieves entered the store of the Clarke Hardware Co. Sept. 7, carrying away the contents of the cash register and considerable stock. Lansing—-A. M. Robson has sold his grocery stock to Charles Robson, who will continue the business at the same location, 327 North Washington avenue Jackson—The Central Distribut'ng Co. with plants here and in Detroit is erecting a brick and steel office building and warehouse on New street. Martin—Harold Kelsey, who has con- ducted an ice cream parlor and bakery for the past two years, is closing out his stock and will retire from the retail business. Ovid—W. D, Mosher, recently of St. Johns, has purchased the H.. D. Lewis & Son grocery stock and will continue the business at the same location. Owosso—E. G. Osborn has pur- chased the City steam laundry of M. D. Corey and will continue the busi- ness in connection with h’s dry clean- ing plant. Detroit—The Jefferson Auto Sales Co. has been organized with an authorized capital stock of $9,000, of which amount $4,500 has been subscribed and $3,000 paid in in cash. Martin—M. Piowati & Son, produce dealers of Grand Rapids, have purchased the Kent storage building and will con- tinue the business under the manage- ment of F. M. Sage. Detroit—The Rex Jewelry Co. has been incorporated with an authorized capital stock of $1,000, of which amount $500 has been subscribed and $250 paid in in cash. Ann Arbor—Fred J. Bason and Emil Golz have formed a copartner- ship and engaged in the monument and granite work business at 113 South Ashley street. Detroit—Miller & Fineberg has been incorporated to buy and sell raw furs with an authorized capital stock o! $15,000, all of which has been gsub- scribed and paid in in cash. Fountain—O. C. Hansen has sold his grocery stock to Charles E. Engfer, of Ludington, who will also act as manager of the Karl Ashbacker men’s furnishing goods stock located in the same building. Detroit—The Peoples Bazaar has been incorporated to deal in wear- ing apparel with an authorized cap- ital stock of $5,000, all of which has been subscribed and paid in in proper- ty. Grass Lake—Cochrane & Coulson, dealers in general merchandise, have dissolved partnership and the business will be continued by James E. Coulson, who has taken over the interest of his partner. Fayette—The Fayette Mercant'le Co. has ben organized with an author- ized capital stock of $15,000, of which amount $7,700 has been subscribed, $1,- 000 paid in in cash and $3,000 paid in property. Detroit—The Lane Brothers Coal Co. has engaged in business with an authorized capital stock of $10,000, of which amount $9,000 has been sub- scribed, $3,200 paid in in cash and $130 paid in in property. Alma—Alfred Anderson, recently of Belding, has purchased the J. B. Smith grocery stock, on West Superior street, and will continue the business at the same location. The store has been clos- ed since early in the spring. Ann Arbor—Wadhams & Co. have merged their clothing business into a stock company under the same style with an authorized capital stock of $30,000, all of which has been sub- scribed and paid in in cash. Detroit—The Linton Equipment Co. has been organized to deal in au- tomobiles, merchandise and parts with an authorized capital stock of $10,000, of which amount $5,000 has been sub- scribed and paid in in property. Weidman—Hiram Hall and E. W. Benn have formed a copartnership and engaged in the grain and elevator busi- ness under the style of the Hall Elevator Co. The company is building a modern elevator which will be completed by Nov. 1. Kalamazoo—Stanley Casebeer, alleged heir to a million dollars, accused of assaulting F. C. McQueen, an East Pat- terson street grocer, with intent to rob, endeavored to fasten the crime upon Philip Saia, who is accused as an ac- complice, when brought into Circuit Court. Casebeer had informed the of- ficers that he desired to plead guilty to felonious assault, and this was agreed to by Prosecutor F. F. Ford. However, after making his plea, Casebeer told Judge Weimer that Saia had attacked McQueen with a revolver and that in attempting to dash the weapon from Saia’s hand he accidentally dealt Mc- Queen a stunning blow on the head with an umbrella. The judge then refused to accept Casebeer’s plea of guilty and told the respondent he would have to stand trial on the charge of assault while armed with intent to rob, which convic- tion bears with it a sentence of twenty- five years. Casebeer then concluded that he really was guilty of felonious assault and so pleaded. This plea was accepted. The maximum punishment for this crime is three years imprisonment. Manufacturing Matters. Detroit—The Arctic Ice Cream Co. has increased its capitalization from $300,000 to $1,200,000. Watervliet—The Watervliet Paper Co. will enlarge its plant to enable it to double its capacity. Detroit—The General Aeroplane Co. has increased its capitalization from $4,000 to $14,000. Plainwell—Albert Dean has installed the machinery in his creamery and will open for business Oct. 7. Detroit—The Detroit Pressed Steel Co. has increased its capital stock from $350,000 to $736,700. Detroit—The Commerce Motor Car Co. has increased its capital stock from $200,000 to $400,000. Muskegon—The capital stock of the Amazon Products Co. has been in- creased from $20,000 to $50,000. Kalamazoo—The Bryant Paper Company has increased its capital stock from $3,300,000 to $6,300,000. Big Rapids—The capitalization oi the Four Drive Tractor Co. has been increased from $50,000 to $200,000. Kalamazoo—The capital stock of the Kalamazoo Vegetable Parchment Co, has been increased from $500,000 to $1,000,000. Escanaba—The Chatfield Machine & Foundry Co. has been incorporated with an authorized capital stock of $25,000, of which amount $12,500 has been sub- scribed and paid in in cash. Detroit—The Dewey-Bergeron Mo- tor Co, has engaged in business with an authorized capital stock of $25,000, of which amount $21,600 has been subscribed and $8,600 paid in in cash. Mt. Pleasant—The Mt. Pleasant Brick & Tile Co. has been organized with an authorized capitalization of $10,000, of which amount $6,000 has been subscribed and paid in in proper: ty. Detroit—The Detroit Commerce Co. has been organized to manufacture and deal in all kinds of food products and supplies with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. Detroit—The .All-Lady Garment Co. has been incorporated to manufacture and deal in women’s wearing apparel with an authorized capital stock of $10,- 000, all of which has been subscribed, $300 paid in in cash and $4,700 paid in in property. Bay City—The North American Construction Co. has merged its business into a stock company under the style of the Aladdin Co. with an authorized capital stock of $1,000, al! of which has been subscribed and $250 paid in in cash. Filer City—The Filer Fibre Co. has been organized to manufacture pulp paper and chemicals for manufactur- ing paper with an authorized capita! stock of $300,000, of which amount $200,000 has been subscribed and $30,- 000 paid in in cash. Monroe—The G. H. Wood Paper Co. has been incorporated to manu- facture and sell paper and all kinds of paper stock and products with an authorized capital stock of $300,000, of which amount $164,560 has been subscribed and $30,000 paid in in cash. Jackson—The L. C. Auto Co. has engaged in the manufacture of mo- tor vehicles and parts thereof and the general garage business with an au- thorized capital stock of $25,000, of which amount $12,500 has been sub- scribed, $6,500 paid in in cash and $6,000 paid in in property. Manistee—The Manistee Art Furni- ture Co. has been organized to man- ufacture and deal in lamps, picture frames, fixtures and novelties with an authorized capital stock of $12,500 common and $12,500 preferred, of which amounts $20,000 has been sub- scribed, $10,000 paid in in cash and $10,000 paid in property. —__>--+—___ The Floyd Laboratories, Inc., has been organized with a capitalization of $1,000 to deal in insecticides, sprays and disin- fectants. The company will work in connection with the Floyd Construction Supply Co. , s - 4 » sue 4 ’ 4 ~* . f > > 4 +@) ( Aly v > 4 > 4 » a s t ~ ce a > 4 ia | € 4 hip 7 > Ys | 4 a. | at} - Teennee ‘ , . en 4 d SLL, 4 ’ 4 xs . > > 4 «@ }. (Bly > 4 > 4 » a s ¢t Py cB i . 4 ‘a | € October 4, 1916 MICHIGAN TRADESMAN 5 = Crop shortage and higher exchange have __in controlling prices. Packers have been Serge been the stimulating factors in causing rather unfortunate from their stand- Review of the Grand Rapids Produce Market. Apples — Wealthy and Maiden Blush command 75c per bu.; Wolf River fecth 75@90c per bu. Bananas—Medium, $1.50; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25 up. Beans—The Association price is $4 for pea and $4.50 for red_ kidney. These are the prices buyers pay the farmers. Beets—$1.10 per bu. Butter—The market is firm at an advance of %4c per pound due to the falling off in the receipts and the good consumptive demand. Considerable but- ter is being exported and the market is healthy on the present basis. Every- thing points to a good market for some time. Creamery grades are held at 33c in tubs and 34c in prints. Local dealers pay 28c for No. 1 in jars and 24c for packing stock. Cabbage—$1.25 per bu. Carrots—75c per bu. Celery—20c per bunch. Citron—$1.50 per doz. Cocoanuts—$6 per sack containing 100. Crab Apples—$2.25 per bu. for Hy- slops. Cranberries—$7. 25 per bu. for Early Blacks from Cape Cod. Cucumbers—50c per dozen for fan- cy hot house; 60c for extra fancy. Eggs—The market is firm at the re- cent advance on account of very light receipts and a good consumptive de- mand. Quality is showing fine and the market is firm without likelihood of important change. Local dealers pay 30c for fresh, candled and loss off, and hold at 32c. Cold storage are held at 30c for April and May, 29c for June and 2%c for seconds. Egg Plant—$1 per dozen. Grapes—8 lb. baskets of Wordens, Niagaras or Concords, 18c; 4 lb. bas- kets, $1.50 per doz. for Concords and Niagaras and $2.50 for Delawares. Green Onions—Silver skins (black seeds) 20c per doz. bunches. Honey—18c per lb. for white clover and 16c for dark. Lemons—California, $6.50 per box for choice and $7 for fancy; Messinas $5 per box. Lettuce—$1.25 per bu. $1.50 per bu. for head. Maple Sugar—17c per lb. for pure. Maple Syrup—$1.40 per gal. for pure. Mushrooms—40@50c per Ib. Muskmelons—Home grown osage, 75c@$1 per crate; $2.50 for Standards. Nuts—Almonds, 18c per Ib.; fil- berts, 15c per lb.; pecans, 15c per Ib.; walnuts, 16c for Grenoble, 16%4c for California; 15c for Naples. for leaf; Onions—Home grown $2 Ib. sack; Spanish, either 50s or 72s. Oranges—Valencias, $5.25@5.75 per box. Peaches — Smocks .50 per 109 $1.75 per crate of and Lemons command $1@1.25 per bu. The crop is pretty well marketed. Pears—Anjous, Flemish Beauties and Duchess command $1.25 per bu.; Sickles, $1.50. Plums—German Prune and Blue Damsons, $2 per bu. Peppers—$1.25 per bu .for green; 20c per doz. for red. Pop Corn—$1.75 per bu. 4%c per lb. for shelled. Potatoes—Home grown are strong at $1.50 per bu.; Giants from New Jer- sey fetch $4 for 2% bu. sack. Pumpkins—$2 per doz. Poultry—Mixed fowls command about 14c; broilers, 22@23c; turkeys, 18c; ducks, 17c; geese, 11c. Dressed fowls average 3c above these quota- tions. Radishes—15c for round. Rhubarb—85c per bu. Squash—$2.75 per bbl. for Hubbard. Sweet Potatoes—$2.50 per bbl. for Virginias; $2 per hamper and $5.25 per bbl. for Jerseys. Tomatoes—$1.25 per bu. 75c per bu. for green. Turnips—75c per bu. Veal—Jobbers pay 13@14c for No. 1 and 10@2c for No. 2. — +> The Grocery Market. Sugar—The market on refined is very strong on the basis of 7c f. 0. b. New York. Higher prices are looked for in the near future. From the viewpoint of the seller of raws it is pointed out that Cuba is not pressing its supplies, which will not exceed 200,000 tons, most of which are held in strong. hands. Weekly meltings are estimated at 60,- 000 tons for the Atlantic ports, and the stocks are less than three weeks’ sup- ply. The combined stocks in the United States and Cuba are almost 100,000 tons smaller than in 1915, and in the event of a demand arising for exports of granu- lated on a large scale a bullish situation might develop. The Argentines has a short crop and may renew its buying in this country to make up the defic- iency. for ear, long; 12c for for ripe; Tea—The country is not over well supplied for fall requirements, and a continued movement is awaited from now on, covering the general list of black and green teas. The advices from Shanghai the past week undoubtedly helped the market. It is said that the Chinese have bought the. low grades and that the market is practically closed. higher prices. Colombo was a little easier during the week, because of the temporary cessation of buying by the Russians. London reacted on the heav- ier arrivals of late from India. The feel- ing, however, is still confident as regards the future. Coffee—The market is probably 4c weaker for the week, this including all grades of Rio and Santos. The reason appears to be weak reports from Brazil and a pressure to sell from there. Buy- appear to be distrusting the market. Milds are quiet and no more than fairly Java and Mocha grades are unchanged. Canned Fruit—Just as special efforts were being made to get shipments through from the Coast the entire situa- tion was thrown into confusion by the embargo being removed on the Sunset- Gulf lines. Local stocks are very light and new supplies are needed and the delays now likely to ensue may embarrassing. The market is very firm, with an advancing tendency. Canned Vegetables—Having the dollar mark tomatoes have stopped their advance for the being. A great deal will depend upon the weather this month, as to the ultimate outcome, but canners say that the demand has been so urgent, especially Yrom_ the Middle West, that there is nothing in sight on which to base hope of a de- cline. The pack is below normal and as against this is an abnormal demand. This is further emphasized by reports coming from Canada indicating that the situation there is very much the same as it is here, and Canadian dealers say that they would not be surprised if, be- fore the arrival of winter, wholesale houses would be obliged to import toma- toes from the United States. The Amer- ican consul at Kingston, Ontario, has already asked for sample and prices, and states that a strict compliance with the food regulations of the United States would prove acceptable to Canadian cus- tom officials. Corn is very scarce and very firm. Southern Maine style corn that opened around 60@65c is ruling at 95c to-day. The deliveries of Maine corn will not be more than 60 per cent. New York State will deliver about 25 per cent., and the Illinois pack, which is the principal Western pack, will also make very short delivery. Prices of Illinois corn are about 50 per cent. above normal. Peas are unchanged for the week but firm. Canned Fish—The demand for all kinds of fish is unusually heavy and as to salmon the situation is further com- plicated by the embargo on the Sunset Gulf lines, which went into effect on Saturday. This is going to seriously interfere with deliveries of new salmon, which is just arriving at San Francisco. Reports regarding tuna are quite dis- couraging, as the pack will undoubtedly be a minimum one. Sardines have been advanced during the week on the quar- ter keyless oils and mustards, but so far as the Maine canners are concerned they are practically out of the market. Dried Fruits—As a result of recent developments in the prune situation it has become more evident that the grow- ers have met with considerable success ers generally steady. prove reached time point, both as to the price proposition and the way the crop has turned out. Those who sold _ short season have not been earlier in the able to cover all their contracts at a profit, but, on the other hand, many instances. have sustained losses in They were also misled by crop conditions in that the grading has run to larger sizes, more particularly 40s to 50s, whereas 60s to 90s make up This of covering the smaller percentage of the run. has increased the difficulty contracts, as a large proportion of early sales was for these smaller sizes. The growers have apparently been able to stick to their 5% per cent. basis, and it is now believed that fully two-thirds of the crop has been disposed of out of an yield of 120,000,000 Prices aeeted by packers have estimated bushels. been gen- erally about 5%c for most of the sizes below ee and 534c for 60s to 90s, practically nothing offering in the very small with sizes. There is a good demand and prices are very firmly It appears as if the crop would fall short of the Thompson's, would have to be for raisins, maintained. demand, and, especially pro rated. Apricots show an advancing tendency, but with not on the part of local buyers. much interest There is no demand for peaches to speak of, which are offered freely at the equivalent of the Association’s not- withstanding the the Association has since announced. opening prices, advance of %4c which Cheese—The market is firm at an ad- vance of “%c. There is a light supply and a good demand, both for consump- tion and export. The quality is the best of the season. The market is healthy and if there is any change there will probably be a slight advance. Rice—The this is largely due to the getting shipment through, the Southern Pacific embargo again complicating the situation for local buyers. It is feared that this may spread to other lines, thus further limiting the arrivals from the Southern ports. The new Hon- duras has been poorer than expectations, so far as quality goes, especially the fancy head rice, which makes a bad com- parison with that of last year. Blue Rose is in demand, the price being firm owing to the fact that there is a heavy which lends support to market is quiet, although difficulty in crop short interest, the market. Salt Fish—The embargo on the ex- portation of mackerel from Norway is still on and various exporters are at- tempting to have it lifted. At present there is no bright prospect of any Nor- The catch unusual, wegian mackerel this year. of shore mackerel has been not only in quality but in quantity. As previously reported, the quality has been very fine, and the quantity so far salted is about twice what it was last year. Even with this prices, as previously stated. are several dollars a barrel above Cod is very scarce and very immediate prospect The price is around normal. firm, without any of lower prices. 5@6c above normal. Hake and had- dock are about 2c above normal. —_2+>—_—_ The capital stock of the Century Fuel & Materials Co. has been increased from $16,440 to $60,000. 6 Make Your Clerks More Valuable to You. Written for the Tradesman. The businesses throughout the coun- noticeable progress are those where proper con- sideration is shown clerks. Your clerk is the most try which show the most valuable ul He can bring you success or he can bring you fail- your clerks as not simp them. Be thereby Oo. partners anc ¥ Confide in courteous and kind to them tb mployes. & setting an example of the courtesy and consideration you wish them to Show ciples of how your customers. the fundamental pr’n- and help them ~~ ho o 1Q ot o wD wn meetings clerks you. Oftentimes points are suggest- ed which your clerks can use to splen- did advan ness. rour association ake your y tage in improving your busi- other stores how to improve the appearance of your store. Let your clerks visit and gain ideas business today are due to clerks venturing in- to business with a false conception of profits. This is not strange when considering that the clerk has never been shown how small the profit on a great many goods vou sell is. The clerk stations himself behind the counter day in and day out and doesn’t become f A great many failures in amiliar with any- thing but the receipts. When he sells a dollar’s sugar he-feels ether all or the major portion of it is profit. He is not to blame for that. You are.to blame because haven't taken the trouble to explain to him what it costs to run your business. Familiarize your clerks more fully with the merits of the various goods you carry, and them talking points to sell them. If you cannot do this yourself, then you should in- sist upon the salesmen who sell you explaining the merits of their products to your clerks. worth of you give When you get in a consignment of canned peas or canned corn, open a can and show your clerks how good the quality is. You carry one brand of peaches ai 15c and another brand at 25c. Are your clerks in position to tell your customers why the 25c grade is worth the difference in price? They should be. IT am in favor of manufacturers packing a circular in their cases ex- plaining the merits and giving your clerks talking points on their prod- ucts. Aside from Quality, Service and Courtesy, being thoroughly posted and able to explain the merits of the goods you sell appeals to the cus- tomers more than anything else. sell your to what Educate your clerks to customers additional items they ask to buy. Don’t let them feel that they are simply stationed in your store to hand out what people ask for. There are lots of items in your line which your clerks would sell and which your customers would buy MICHIGAN TRADESMAN if they were properly suggested to them. Single out certain items, give your clerks special talking points, and asx them to feature them. Analyze your accounts and see just what items your customers are and are not buying of you. If you find Mrs. Jones or Mrs. Smith is not buying coffee and tea of you, call your clerks together and say to them: “See here, boys, we are not selling Mrs. Smith and Mrs. Jones coffee and tea. There is no reason why we can't sell them these items. Now, the next time Mrs. Jones and Mrs. Smith come in, I want you to make an extra effort to sell them coffee and tea.” If necessary, offer your clerks an extra inducement to get this business Install beside your telephone a bulletin listing certain specials and ask your clerks to feature them when taking telephone orders. , We have a special slate which will serve this purpose, which we will be glad to supply you free on request. Last but not least,—show the prop- er interest in the advancement of your clerks. Keep them satisfied and help them progress. If you will follow these suggestions you will effect a healthier condition in your business and make salesmen and business men of your clerks. Paul Haserodt. _—o ooo Cut Trees by Exploding Dynamite. Instead of an axe and saw to remove the tops of trees that are to be used as masts in logging operations, dynamite is used to shoot off the tops. After the branches have been removed, a rigger climbs the tree, with a set of irons, to the point where it is necessary to cut off the top. Here the trunk is usually about 12 inches in diameter. The rigger ties a string of dynamite catridges, fast- ened end to end like sausages, around the trunk at this point, inserts a blasting cap with about twenty feet of fuse in one of these sticks, lights the end of the fuse, and descends before the explosion takes place. The tree top jumps into the air with the explosion and the trunk is left ready for attaching the rigging for dragging in and loading the logs. —Engineering Record. —_———>>—__ The railroad companies are evident- ly devising a method of contesting the eight-hour law. Their position in this matter will, doubtless, aggra- vate the antagonism against them, al- though they should fight the matter to the extreme limit, and one cannot see in the prospects of railroad stocks anything comparable with the outlook for the industr’al issues. The collapse of the strike in New York relieves the country of a grave danger, for since the President committed his of- fense against the rights of the Amer- ican people one mignt expect a long succession of revolts among the wage workers. Business may reasonably igmore for the present the reappear- ance of Villa as a conqueror among the Mexican people and a menace to our border, for the certainty that the Mexican sore will break out occasion- ally should now be considered a con- stant factor in our affairs. Activities in Michigan Cities. Written for the Tradesman. The Adrian Chamber of Commerce is planning to establish a factory loan fund and several new industries are reported to be knocking at the city’s gates. Jackson’s new city hospital will be known as the W. A. Foote Memorial Hospital, in honor of the late W. A. Foote, donor of the site. The Manistee Board of Commerce has issued 10,000 copies-of an artistic brochure, illustrating the industrial, argricultural and residential advant- ages of Manistee and its environs. Four fishing tugs are now operat- ing in the lake off Grand Haven, with daily hauls of 900 to 1,000 pounds of fish. This is a fair catch. They will operate until cold weather, although one of the boats will allow its nets to remain in the lake all winter, mak- in trips to them as cften as possible. Manistee rejoices over the forma- tion there of the Filer Fibre Co., cap- ital $300,000, which will build a plant on the Filer mill site, at Filer City, for the manufacture of wood sulphate pulp. E. C. Filer and other prom- inent men of Manistee are behind the enterprise and P. H. Schnorbach, for- mer Secretary of the Muskegon Chamber of Commerce, and Max Oberdorffer, former chemist at the Central Paper plant, Muskegon, will be identified with the new concern. Portland officials will set aside the surplus earnings of the electric light- ing plant as an industrial or improve- ment fund, to be used for purchasing sites or buildings or otherwise assist- October 4, 1916 ing or inducing manufacturing enter- prises to locate there. Mendon has engaged an engineer to make estimates on the cost of in- stalling waterworks and sewers. Saginaw will entertain the Michi- gan State Osteopath Association Oct. 26 and 27. About 9,000 school children of De- troit, have half-day sessions because of lack of room in buildings. An_ in- crease in this school census of 9,608 is shown over last year, the largest in the city’s history. Ann Arbor will again conduct a “city beautiful” campaign, under di- rection of the City Forester and the Civic Association. Shrubs are sup- plied at cost by the civic association tion. The output of the paper mill at Petoskey will be increased at least 50 per cent., which means additional prosperity for that city and territory. Jackson will lay six miles of new pavement during the coming year. Almond Griffen. There is a shortage this year of more than 200,000,000 pounds of wool in the United States, and because of the European war there will not be much chance to get any wool from abroad. The shortage in wool will .nean higher prices to: woolen gar- ments, but if the cotton crop does not fail calico will be in the market, and men, women and children can wear cotton clothes. ——_>+ + ___- A man isn’t necessarily bashful be- cause he declines to meet his obliga- tions. Clean MINNEAPOLIS NEW YORK Fancy shelled Pop Gorn IN PACKAGES Sweet THAT WILL POP Snowball Brand Packed 40 1-lb. pkgs. Retails at 10c PACKED BY THE ALBERT DICKINSON CO. CHICAGO, ILL. Branches: DETROIT Corn BUFFALO BOSTON «fs > 4 ¥ © » ¢ ’ 4 » ‘ » 4 4 ij iy hm > é . < i’ 4 ¢ > ash Ys "k- > ¢ ¥ «ht > @ > , % 4 ¥ © » é ’ 4 » ‘ » 4 4 ij iy a é . < 4 October 4, 1916 Noisy Cheese First Marketed in a Belgian City. “Four Limburgs dot the map of Eu- rope,” says a war geography bulletin issued by the National Geographic So- ciety, “but the probable location of the German camp for English prisoners, where the execution of two Irish sol- diers created a great stir in diplomatic circles recently, is Limburg-on-the-Lahn. The other Limburgs are: The smallest of the nine provinces of Belgium; the smallest province of Holland, and Lim- burg-on-the-Lenne; also called Hohen- limburg. Of course, there should be no confusion of these places with the Gali- cian city which is spelled Lemberg. “Limburg-on-the-Lahn is one of the oldest towns of Germany. It is situated in the principality of Hesse-Nassau and is 32 miles east of the important Rhenish city of Coblenz. As a prison camp it has the advantage of being comparitive- ly near the battle fronts of France and Belgium, yet sufficiently far removed to be out of the danger zone of possible raid and rescue. It is at least 160 > « > ess + + é > Wl, - ¢ , ad > o - ’ . > « By a ' a) ‘ € > < » » . “ } ; ae > ‘a, (am. ‘ » P ¢ 4 October 4, 1916 OUR NEWEST INDUSTRY. The formation of new corporations, under the protection of the high duties prematurely promised by Congress, goes on apace. One such corporation, cap- italized at $6,000,000 is installing ma- chinery to enable it to produce 5,000 pounds of dyestuffs daily by January 1, and much more later—and it is typical of many others. A year ago I. F. Stone, speaking to American chemists, stated that the production of aniline oil was growing toward the 10,000 ton mark yearly, while the normal consumption was but 4,000 tons, and that “at any rate, there will be enough manufactured in this country to take care of the whole consumption, so that Europe need not be depended upon.” In point of fact, enough will be manufactured by the end of the war to allow of a considerable export. Direct and sulphur blacks are being produced in large amounts, and even synthetic indigoes will be manu- factured in quantity by the end of the year. If we must still depend upon Eu- rope for some shades difficult to dupli- cate here, the staple colors we promise to make in abundance. Even more remarkable is the increase of other products dependent on coal derivatives. Fifteen years ago the coun- try’s output of ammonia from coke ovens was negligible; the by-products of coke-making were wasted. Now thousands of bee-hive ovens have been replaced by modern by-product ovens and the production of ammonia for 1916 is estimated at 235,000 tons. Much of this goes into munitions-making, but it will be useful after the war in making the nitrogen compounds of the fertilizer industry. The production of carbolic acid has risen in a similar way. Prac- tically none was made here before the war, although the normal demand is for from eight to ten million barrels. A year ago, Edison, who was one of the first to begin it, was making 12,000 pounds daily, and the country is sup- plying not only normal needs, but the huge new demand for it for making Picric acid, a constituent of explosives. After the war it can all be used for ordinary commercial purposes. Naph- thalene, another coal-tar product, was manufactured here before 1914 at the rate of only 2,500,000 pounds yearly, yet a year ago the output had come within 1,000,000 pounds of equalling the or- dinary demand for 9,000,000. In partial summary of these advances, the Govern- ment estimates that the production of naphthalene, benzol, toluol, and other crudes from coal tar has risen from about 15,000 tons before the war to not tar from ten times that amount to-day. There is evidence that the war has joined the chemical and mining indus- tries as never before. The barium in- dustry has become one of importance, although its permanency is doubtful. Up to 1914 we imported—chiefly from Ger- many—40,000 tons of crude barytes, to be used principally in lithophone. Now sources have been found in Tennessee, Missouri, Kentucky and Virginia; and within a year after the war had opened six large factories were turning out lithophone of purely American origin. They and other factories have since be- gun the making of other barium prod- ucts, as carbonate, hydrate, nitrate, and MICHIGAN TRADESMAN binoxide of barium, increasing the de- mand for the crude mineral. The dif- ficulty is that Germany will be able to deliver better barytes than ours at Phila- delphia or New York at $5 a ton, under- selling our own field. The chemist has assisted the zinc miner by devising elec- trolytic processes which have increased the production of a metal much used in munitions factories. He has helped make the United States the greatest tungsten-producing nation in the world, putting on the market 3,291 short tons in the six months ending July 1. Within a year from the opening of the war the United States, which had obtained most of its caustic soda, soda ash, and bleach- ing powder from Europe, was making a sufficiency of all three, and we are now producing enough for a large ex- port business. We formerly imported half our carbon tetrachloride, and now make all of it. Sulphuric and muriatic acids, stoppage of the European supply of which sent prices almost prohibitively high, are now made here in quantities that are bringing the cost to its old level. The same may be said of other drugs, as aspirin, acetanilid, saccharin, and so on. Fully to cover the field would involve an account of how the United States has taken up glass-making, varnish-mak- ing, paper-making, and so on, in a totally new way. Six months after the war began, industrial chemists hoped that it would be the means of putting a few new industries on their feet; a year after, they were confident that it would put many there; now they see that a number of these industries will be in a position to supply their product to for- eign lands. The whole development is calculated to give its observers a new confidence in the ability of American energy to meet an emergency and of American enterprise to make the most of an opportunity. PREPARE FOR THE SLUMP. It is very generally understood and appreciated that horrible as it is for those concerned and connected with it, the European war is bringing big pros- perity to the United States. The exports are phenomenally large, and the balance of trade immensely in our favor. The money which is coming to this country to pay for the goods grown or manu- factured here is counted not only in the millions but in the billions of dollars. Practically all of the exports are paid for at a very profitable prices, and as a result, anybody and everybody want- ing a job can get it at better wages than have previously prevailed. This is most excellent and enjoyable as long as it lasts and it will be wise for Americans to make the most of it during its con- tinuance. It is likewise very generally understood and appreciated, that when the war ends, there will be a falling off amounting to a positive slump in this country which will create very different conditions. When there is all this talk about preparedness in a military and naval sense it is equally and even more important to consider preparedness in an industrial and commercial sense. For time out of mind people have been ad- vised to prepare for a rainy day, and the maxim is full of sound sense. The trend of most of the comment on the situation sure to come has had to do with its depressing effect upon those who work in factories, and upon what is referred to as the commercial business of the country. In industrial matters it too often happens that the farmer is left out of intelligent consideration. Somehow he is expected to take care of himself, and not being organized, each has to do it separately and alone. If the farmers think that they are not im- mediately concerned by conditions sure to obtain in this country when the Euro- pean war ends, they will find themselves greatly mistaken. They, too, have profit- ed by the controversy on the other side. During the first two years of the war the United States sold $523,000,000 worth of gunpowder, fire arms, etc., but dur- ing the same time they exported food stuffs to the value of $1,938,000,000. In other words, the farmer sold about four times as much stuff abroad as those who manufactured munitions of war. When the fighting over there ceases, the mil- lions upon millions of men in uniform will return to their several vocations at home, farming included, and the first thing they will do is to raise their own food stuffs and sell outside as much as they can, and thus at least partially if not completely cut off the American market. It follows, then, that the farm- ers are or ought to be in favor of legis- lation which will prevent importations into this country to still further lessen the prices of their goods, which, then, are sure to be lower than they are now. In other words, the farmer is just as much interested in industrial prepared- ness as the mechanic or any other busi- ness man. THE AMERICAN SHELL. Only in Germany have they recog- nized from the beginn'ng the amazing effectiveness of American-made mu- nitions. What the American shell can do, according to the Morahts and the Hansa Leaguers, is apparently as follows: It can kill several months before the shell is loaded with powder, weeks even before the shell-casting is made. It is effective at a range of five thousand miles. When it ex- plodes it picks up its own fragments, reassembles itself, and ambles back to the Allied battery stations to be fired again and again. Such at least is the inescapable conclusion from the “fact” that American have robbed Germany of her victory. We know that American shells were slaying German soldiers long before the shells had left the factory. It was with American shells, presumably, that Brussiloff smashed the Austrian lines, getting his supply of munitions apparently through the air. It is only American shells that make up the ceaseless hurricane which has been pouring upon the German trenches on the Somme, the output of several thousand British and French factories being, of course, inconsiderable. That Germany can be in danger of losing the war through French generalship and devotion or British pluck or Rus- sia’s inexhaustible supply of men is utterly inconceivable. German defeat is so contrary to the dictates of hu- man reason that only a supernatural cause will offer an explanation. And that cause is the supernatural Ameri- can shell. munitions TIME TO CONSIDER PEACE. The meeting at Christiania of the representatives of the three Scandina- vian nations is the first conference of neutrals since the beginning of the war. It has resulted primarily in an’ agree- ment of these.three nations to collabo- rate in maintaining “a loyal and im- partial neutrality during the present This alliance was the result of a careful examination, it is stated, of the injuries to the rights and interests of the neutrals inflicted by all the belliger- ents. War.” But the three nations found that this was not the right time for them to offer mediation, either individually or as a group. This will come as a profound disappointment to many Americans who that there an offer of mediation at this time. The chances would be against any acceptance of such an offer by the Al- lies, but if there is one chance in a thousand of bringing about peace now on terms satisfactory to both sides, it ought to be utilized. Certainly, no harm would be done if the offer were made and rejected, as it probably would be in view of the widespread belief that the Allies are now getting the upper hand in so marked a way as to make it essen- tial for them to go ahead in their efforts to ensure a lasting peace by absolutely crushing the Prussian military power. Those who believe that this is not pos- sible, and that the outcome can only be the complete prostration of all the na- tions concerned, are the ones who are believe could be no harm done by particularly desirous that there be not only mediation now but a permanent body appointed by the neutral nations ready to offer mediation the instant the hour seems at all fitting. Whether one agrees with this or not, there are sound reasons for calling at once a gathering of all the neutral na- tions directly affected by the war with a view to comparing notes, precisely as the Scandinavians have been doing, and particularly with a view to agreeing what policy should be followed after the war in order to protect the neutrals from any subsequent economic war, and in order to re-establish and fortify inter- national laws which have suffered so gravely at the hands of the German General Staff. Such a conference might play a powerful part at the time of the peace negotiations; it might influence the parties to those negotiations in the direction of the only kind of peace which will last—the peace of universal dis- armament—for no peace will endure which is based merely on the entirely desirable smashing of the Prussian mil- itary power. When such a neutral con- ference was urged upon high authority in Washington a year and a half ago, it was rejected on the ground that it would be so anti-British as to be dangerous. The aggressions of Germany have grown worse, but that is still no reason why there should not be an immediate neu- tral conference to bring into existence a machinery of communication and a habit of co-operation which could easily be made of enormous value in helping the world towards that international or- ganization which is its one hope of pre- venting such horrors as we are now wit- nessing. It is an opportunity for high statesmanship which ought to, but prob- ably will not, appeal to Mr. Wilson. 10 MICHIGAN TRADESMAN October 4, 1916 OLD MAN ELOQUENT. A Man of Mark Half a Century Ago. Written for the Tradesman. On reading in the Sunday Herald the story of early ‘political campaigns, when torch-light and demonstrations were the order, I noticed the name of Alanson St. Clair among those who aided in the first Republican convention at Jackson. That name awakened old memories. Alanson St. Clair was an eloquent Con- gregational minister who preached both at Muskegon and Newaygo in the days immediately preceding and during the Civil War. He was an ardent patriot, an Abolitionist who joined his fortunes with the new party of freedom and made his mark as “The old man eloquent,” of that day. As a boy I remember him as he took up the ganutlet flung down by the South- ern slaveholders, hurling defiance from his pulpit with all the powers of a John Quincy Adams or the later per- fervid utterances of Joshua R. Giddings. St. Clair was an old man at the time of the Civil War, yet his voice was parades hurrah-boys heard from the hustings, appealing to the patriotic citizen to volunteer for the army to fight for the Union. He was in the habit of calling a spade a spade. Nobody ever went from one of his meetings in doubt as to his mean- ing. He showed no mercy to the Cop- perheads of that time, but plied the lash of his caustic tongue without letup. He was an old time Abolitionist, and during the Kansas troubles visited that territory, passing through extreme peril because of his outspoken denunciation of the border ruffans who streamed over the line from Missouri to vote the new territory into the Union as a slave State. On one occasion he was riding on horseback along one of the highways of Kansas in company with Jim Lane the border free soil hero. Coming to a creek crossing, where the undergrowth covered each side of the road, Lane caught sight of a man in the brush. He knew what this meant. rein he turned to St. Clair, saying: “There’s trouble ahead. They want me. I may be killed, but I am going through. You of course back.” The eyes of the old minister snapped as he replied: “I shall go with you, Mr. Lane.” And he did. Putting spurs to their horses the two free state men dashed forward, through the creek, and beyond, escaping a fusilade of bullets by the merest chance. I heard the elder tell this and I have reason to believe it true. Drawing will be safer to turn At another time he was on a steam- boat coming up the Mississippi River. A large majority of the passengers were proslavery, and they lambasted the free- soilers without mercy. To have resent- ed the insults would have meant a bullet or a toss overboard. It may well be supposed that St. Clair kept his tongue in leash with the utmost difficulty. Sometime later, at one of the land- ings, a large crowd of Kansans got aboard the steamer, after which the elder flayed his hectorers with caustic severity, almost creating a riot. There was no discounting the patriot- ism of Elder St. Clair. His eloquent voice was in constant demand outside the pulpit in that early day when broth- er was arrayed against brother in one of the most critical periods of the Re- public. At war meetings the minister was in constant demand. He often ad- dressed crowds of lumberjacks, and they were ready to cheer him to the echo, since a large majority of the men of the pines were true to the Union and the old flag. Many stalwart com- panies were recruited in the north woods to the duty as soldiers at the front. The Tenth Cavalry was largely recruit- ed from this hardy stock, rendezvouing at Grand Rapids. I remember well when this company was in course of formation several re- cruiting officers came to our pinewoods burg and held a rousing war meeting. The principal speaker of the occasion was Alanson St. Clair, who gave one of his most eloquent appeals for liberty and Union. He had but one child, a girl just out of her teens. In speaking of the need of men to go to the front, he declared that rather than surrender the Union to dismemberment by Southern traitors he would himself don the uniform, and if worst came to worst his patriotic daugh- ter would be found carrying a musket in the ranks. He was then well along in the sixties, although in fairly good health. At the meeting in question, four young men—boys rather, not one being 20, the youngest only 16—volunteered, and the captain of Company A had the pleasure of enrolling them as members of the Tenth, Of the four who signed the muster roll that night two of them never came back. One’s bones still rest in Southern soil, the other was fetched back in his casket and consigned to earth in the village cemetery. Alanson St. Clair preached the funeral sermon of this boy, who hardly one year before joined the army, influenced no doubt by the eloquent appeal of this master mind for men to join in defense of the Union. One of the four soldiers boys returned to afterward become a judge, and who is to-day living in happy, hearty old age not many miles from the little town in which he enlisted over fifty years ago. Alanson St. Clair was a man of mark in the State half a century ago. Many are stil] living who will call to mind this “Old man eloquent,” should they chance to read this article by one of the old time settlers of the pines. Old Timer. —_++ + Price Cutting That Did Not Pay. Written for the Tradesman. “Funny thing happened the other day in a town near Saginaw,” remark- ed the fat drummer, meditatively. “Just goes ‘to show that the public are quick to smell a rat—often a non- existent rat, too.” That a non-existent rat possessed any smell whatever was an unique suggestion; that the general public could and did smell it was an asser- tion which drew a half dozen inter- ested auditors to the smoke-blue vi- cinity of the knight of the grip. “There was a grocer down in—well, we'll call the place B——,” pursued the traveler. “He got a yellow streak the other day, just as even ‘the best grocers sometimes do, and started to build up his business by cutting prices. The other grocers in town didn’t like it. Some of them went so far as to remonstrate personally, but to no avail. Business was business, said the price cutter, and went on cutting. “One of the items he selected for the cutting process was a high class, Nationally advertised production. I won't tell you just what line, but it was a line that any grocer could sell on its merits at regular prices. Our grocer made a cut of three cents a box, and advertised it, along with his other ‘specials,’ quite extensively. “IT didn’t see the finish of the cut- ting war, but when I called at B—— the other day I found that that par- ticular biscuit was selling at the regu- lar price, and everything else was back at the old figure. I congratu- lated my man on coming back to his senses, although I put it in a more diplomatic style. He took it all very quietly for a minute; then he burst forth: “Cut it ont, old man. 1 had to do it.’ “Then he explained: “Tt was just killing my business. You know, for one thing, I started to cut on the Blank biscuits. Loppe off 3 cents on a box and advertised it broadcast—a penny saved is a penny earned, and all the rest of it. Adver- tised it every day for a couple of weeks, and how many boxes do you think I sold?’ “*A couple of hundred,’ I suggested. “ ‘Fight,’ he said. ‘Eight boxes ina week, where I used to sell dozens. And then I found out something, or rather, my wife did. Heard some peo- ple talking about biscuits at a picnic. Their dialogue was about like this: “«*«T see that McShea is selling biscuits cheap.”” “Yes, I guess it’s some old stock he’s had in his cellar for years, that he wants to get rid ol” A drug traveler countered with an- other story of price cutting. An ag- gressive but inexperienced young druggist had taken hold of an old, decadent business and wanted to pull in the crowds. In the stock list he found several thousand boxes of a stock herb tonic, put up for the old firm. The young man was prepared to make some sacrifices in order to advertise his business and draw cus- tomers. Among other things, he decided to sacrifice the herb tonic in order to draw trade. It was, as the drug trav- eler recollected, a collection of old fashioned herb remedies which, taken with a certain prescribed amount of gin and a certain proportion of hot water, was apt to make a person fee! temporarily better, particularly if there wasn’t anything the matter any- way. The young druggist planned his grand coup for the ensuing Saturday, and for days ahead ran double-space, in the city dailies with the announce: ment that on Saturday he would give away, absolutely free, one box of Blank’s spring blood, nerve and kid- ney tonic to every person making a 50 cent purchase at the Blue Jay Drug Store. “What will we do when the supply runs out?” remarked one of the clerks. “Have to order more,’ surmised the druggist. “We’ve only 2,009 boxés in stock.” In addition to the flaring newspaper advertising, dodgers were scattered broadcast and card coupons were dis- tributed on the Saturday market and from door to door throughout the town. The young ‘druggist waited expectantly —confidently —for the crowd to come, and to carry away in their joyful possession 2,000 boxes of the B. S. B. N, and K. tonic. But they didn’t. Saturday came-and went. Just two people handed in coupons. Just tw. free boxes of the tonic passed over the counter. And this, despite the fact that a good many people made 50 cent purchases. It was the old, old story. The pub- lic smelled a rat. When they saw someone giving something for noth- ing, they immediately began to ques- tion the quality of the something. The verdict was unfavorable. If a full size box of the tonic had any cura- tive value, it would not pay the drug- gist to give it away; and if it hadn’t curative value, they didn’t intend to take chances on any “joker” in the thing. The young man shut down on that particular form of price cutting right then and there, and proceeded to run his business on legitimate lines. He doubled that business in the first two years by straight quality adver- tising. As for the tonic—well, it was a dead issue, Of course, “leaders”—carefully se- lected—are legimate advertising for any merchant; but reckless price cut- ting is not good business. The public is more dubious regardiing bargains than it used to be. A decade of scientific advertising has educated a multitude of people into the firm belief that quality is an essential; that the cheapest is not al- ways the best; but that, on the con- trary, the best is usually the cheap- est. The fake “bargain” has ceased to deceive anyone, and furthermore, it has taken all the edge off the real bargain. Cry bargain, and a multi- tude of people will hear “bluff” and, like the priest and the Levite, will pass by on the other side. The public grows daily more and more suspicious of mere cheapness, and scents behind it the must of the cellar and nibbling rat--even if the must and the rat are merely products of the imagination. William Edward Park. a Nelson Not to Blame. Once an old lady was being shown over Nelson’s ship Victory. As the party approached the spot where Nel- son met his death, the attendant point- ed to the brass plate fixed in the deck and said: “That is where Nelson fell.” The old lady was impressed, but not in the right way. “No wonder!” she said. “I nearly tripped over that thing myself.” S wt y * S he. * October 4, 1916 MICHIGAN TRADESMAN 11 ~ Ether or 1, Cent er Dish ° J. Luscious Quaker Oats Flakes or Others : Nearly everywhere folks find this choice presented. There are Quaker Oats, made of queen grains only—fragrant and flavory, immensely inviting. And there are oat foods less tempting. Either costs ten cents per package, which is only one-half cent per dish. One is a wel- i come dish. Children enjoy it. It becomes the favorite breakfast, as it should be wherever folks prize vim. The other is considered duty food. We urge that this dish, above all others, should be made delightful. It is the premier grain food, rich in rare elements. Housewives who serve it should insist on the finest oat flakes made. | Quaker Oats The World-Wide Vim-Food ; The facts are these: grains. We get but ten pounds from a_ bushel. 4 Quaker Oats is the favorite brand wherever oat lovers live. It is so all the world around. It won that place on flavor. Nowhere do people find . another oat food so enticing. Please remember that. Whenever you ask for Quaker Oats you get this extra grade. No puny grains, starved and insipid, go into this premier brand. The reason is this: é : Quaker Oats is made of just the big, plump And you always will. cB 10c and 25c per package Except in Far West and South ‘me (1429) 12 MICHIGAN TRADESMAN AUTOMOBILES AND ACCESSORIES Autos Compete With Railroads on Pacific Coast. Automobil res, operated i . e begin- Pacific in other sec- un- ning to + Make rauro Coast. partic a i tions of the feel the competi- tion. Scores of automobiles are in competition with the railroads in thirty to 500 mile trips and with a success that has given trafic man- agers something serious to think about. is operating in long dis- 1 4 Be . cinece tance hauls and diverting business from the railroad at a rate of more One company, thirty-seven automobiles than $190,000 year. The concrete roads of the new California State highway system are responsible for the competition of the motor car with the railroad. Perhaps the motor-stage travel be- San €x- ample of the new method of transpor- tween Los Angeles and the Joaquin gives the mest striking tation. A recent consolidation of thx ee most successtul operators out of Stage ‘ Pr i the name of the Western Auto Company, is an excellent instance s+ capitalized at $200,000, the company is operating thirty-seven cars and 1S yperatin;: 5 naintains regular service between Los mati ree ic t we, Ss Angeles, Bakersfield, Maricopa, Taft, Fresno, San Francisco and intermed - ate points. ice between Los and Santa Barbara. Another lines gives serv- Angeles, Ventura, Already the railroad between Bak- ersfeld and Taft has discontinued a train. 1 lige Hu18 fty miles between : oe : the distance of these and a hall. stages cover the distance covered train fi towns in The auto in an hour and three-quarters for half the rail- road fare. Due to the directions of the State highway via the “Ridge Route,” the f four hours motor stages between Los Angeles and Bakersfield have a decided ad- vantage over the Southern Pacific local trains. which make the trip in seven hours. The Packard Twin Sixes travel on a six-hour schedule that includes a half-hour stop for lunch at Lebec or Sandbergs. Stage work is a severe test on the motor cars. Sections of the road are unpaved and rough in many places. The Twin Sixes 1 carry a load of nine passengers and Oo ver the 3,000- foot climb, and often make the round trip in a day. covering over 260 miles with loads of more than three-quar- ters of a ton. At end of two months’ service, one of the Packards showed a record of 9,000 miles. The men who tla tne drive know every inch of the road and almost unfailineg- lv reach their destination within five minutes of the scheduled time. One of the Los Angeles newspa- pers has characterized the competi- tion between the automobiles and railroads as a “battle of oil, steam and steel against gasoline, concrete and rubber.” [ —_+2>___ Selling Cars Now Is Opportunity. Among the different branches of the automobile business which have open- ed up golden opportunities for thou- sands of men, that of the retail deal- er stands out prominently as one of the most remunerative vocations con- nected with the industry. “The sale of motor cars at retail offers opportunities for making a big- ger return on the money invested than almost any other business,” in the opinion of Charles E. Baker, of Detroit. “Practically every city of any size can boast of its automobile row, and more often than not its location is in that part of town where real estate values are the highest and where trade is the This in itself is evidence of the automobile dealers’ prosperity. best. “The competition in selling auto- mobiles is keener than it was a few years ago. In the early days of tie industry motor car dealers were few and far between. It was not uncom- mon for half dozen men to contract for the entire output of a factory. Neither the dealer nor the purchaser knew much about the construction of a car, and the word ‘service’ was unknown to the trade. “The result was that after the dealer had sold a car he pocketed his commission and promptly forgot his customer. When the car came back for repairs the owner was in- formed that it would take weeks or months to secure a new part from the factory. “To-day the whole system of sell- ing motor cars is changed. The suc- cessful dealer pays attention to his customers’ wants. Service has de- veloped into one of the most impor- tant factors in the business, and the modern dealer sees to it that a suf- ficient stock of parts is carried to en- able him to take care of any repairs quickly and economically.” —_22>—_____ Oil Wells Will Last Only One Gen- eration. Petroleum has a useful history of little over half a century. In that time it has grown to a world’s yearly pro- duction of about 300,000,000 barrels, with a sickening history of waste through burning oi! wells, unstored surplus poured upor the ground, and insufficient provision against prema- ture water logging of producing wells. One cannot say that petroleum production, even in the United States, has reached its maximum. Neverthe- less it has been pointed out that in the early days of the industry the average depth of a well was 150 feet, ten years late it was 400 feet. At the beginning of this century .it was 1,100 feet, and to-day the average depth of oil may be placed at 2,000 feet, a very considerable proportion of the earth’s workable crust. M. L. Requa puts the probable life of the flowing California wells at ‘twenty- nine years.—Engineering Magazine. 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. Bell M 797 Citizens 4261 October 4,, 1916 FOR GOODNESS SAKE BUY Horse Shoe Tires Wrapped Tread System They are guaranteed for 5000 miles with many a long non-cost extra mileage tour in reserve. The Deitz Vapor System will positively save 25% to 60% in Gasoline. It will keep your En- gine absolutely free from carbon. May be attached to any car. 5-Minute Vulcanizer will produce a quick, permanent patch for inner tube — without cement, gasoline or acid. A full line of Batteries, Spark Plugs and Accessories Wholesale Distributors: Brown & Sehler Co. Grand Rapids, Mich. We have an interesting proposition to make to dealers. USED AUTOS —My Specialty. Largest Stock— Runabouts $65—$350 Touring Cars $150 and up Easy Terms What have you to trade Dwight’s Used Auto Ex. 230 Ionia, N.W. CYLINDER $1950. v7 ire ; Citz. Phone 9968 Tw0 Years service In Two Weeks A.A. A. Official Test Stock Car averaged 34 miles per hour for 10850 miles without stopping motor Write for interesting booklet giving complete details PHELPS AUTO SALES CO. DISTRIBUTORS New Location:—131 Michigan St. GRAND RAPIDS, MICH. char or carbonize. karbo Motor Oil It is the one oil that can be used successfully on all automobiles operated by gasoline or electricity. It will not 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 s+ &, 4 € > ‘.8,> « - * . we L > ‘®” & > € > ’ « * > % > soEt ss ¥ ~ « ~ ¢ , * » é ~ "8 4 4 » < > 8 ‘ » é » ia mS - a % 4 » a 4 « » ° ° er é « ’ a & > a > ’ « * > % > Eris ¥ + 4 ~ ‘ > * » é ~ t i 4 4 » < > a a » é » * - * » ‘ 4 » * October 4, 1916 Gabby Gleanings From Grand Rapids. Grand Rapids, Oct. 2—In answer to the enquiry of our esteemed erstwhile correspondent, Ja Dee, who has been so kind as to assume the duties .of scr.be during the absence of our reg- ular correspondent, [| wish to inform all members of Grand Rapids Council of the following facts: The committee for the U. C. T. dances for the season of 1916-17, com- posed of Mr. and Mrs. E. W. Smith, Mr. and Mrs. A. J. Burr, Mr. and Mrs, Clyde Hart, Mr. and Mrs. Bob E}- wanger, Mr. and Mrs. A. F. Rock- well and Senior Counselor A. N. Borden as an honorary member, met and have arranged for a series of parties for the coming winter. The first party will be held in the Council hall on the evening of Satur- day, Oct. 28, and the committee wishes me to say that this first party will be a regular affair, This will be a Hallowe’en party and extra music will be in attendance and an elaborate decoration and very fine refreshments are all being provided for. The parties will be given in a series of twelve for $5 or $1 for a couple for a single dance, with an extra charge of 25 cents for an extra lady who is not one of the member’s im- mediate family. They will have dances to suit all who come, including everything from the old square dances to the up-to- date fox trot, and all parties will be informal, so you may attend with or without your evening gown or full dress suit and feel that you are not out of place. This will not be a swell affair, but just a good time for all members and their families. Those who wish to wear their full dress and who are lucky enough to possess such an article will not be shut out. Don’t forget to invite your good friends to attend these parties. This is not a free-for-all affair, but we do want all the good friends to come whom any member may feel that he may wish to recommend to attend. The committee will have tickets printed and ready some time during the next week and they will be placed on sale at our next regular meeting of the Council. Don’t forget the date of the first party and let us all turn in and give the committee a good boost for a starter. The weather will be cool, perhaps, by that date and we will all be hungry for a good dance. The committee was given to under- stand that the Bagmen were think- ing very seriously of changing their meeting night to the third Saturday in each month, and as there will be no Bagmen meeting until Oct. 14, the committee was compelled to go ahead and fix their dates, and they have se- lected the second and fourth Saturday nights for these parties, so we hope the Bagmen will see fit to change their meeting night, and if this does not meet with the approval of the Bag- men, the committee would like to hear from them at once. Let us all get in and boost for these parties and make them the best we have ever had. In answer to Ja Dee in regard to the memorial services: During the hot weather and the summer vacations and touring trips, it has been nearly impossible to get a full set of officers and, in fact, very few members to attend the Council meetings, and I believe Grand Rapids Council is no exception to other councils in this respect. From now on we are looking forward to a goodly attendance at our meetings and when we get these officers all broken in and get them to- gether, we will try and get in shape for our memorial services. Look over the list of accidents we have had in No. 131 in the last thirty days: Charles H. Dunican, E. C. Leavenworth, Dick Warner, F. E. Rogers, H. W. Harwood, Perry Lara- bee and Ray Bennett. We are glad that a few of these were not serious and of those that were, they are all MICHIGAN TRADESMAN improving and all expect to get around to their regular duties this week except Mr. Larabee, whose in- juries are more. serious’ than he thought at first and he has been tied up for quite a while. Mr. Larabee Ives at 810 California avenue and |! know that he would be only too glad to have members of the traveling fra- ternity drop in and make him a call. William Sawyer reports that he has sold his residence and moved to 96+ Cherry street. Our next meeting of the Council will be held Saturday night, Oct. 7, at 7:30 p, m. and we will have several candidates and are in hopes that every member will bring in at least one new applicant for membership. Let us have a good big attendance, for there will be several important matters come up that all members should be interested in. _ Over 450 members in Grand Rapids Council and to think that only about ninety of these are taking advantage of becoming members of the Grand Rapids Traveling Men’s Benefit As- sociation, which pays $1 for each member in case of death. The cost is practically nothing and at the time when needed this money will come in mighty handy to those who are left behind to bear the burdens of sorrow and expense. Give any mem- ber of the Benefit Association $1.50 for an application and get in. Help the other fellow by helping yourself. I said to a traveling brother last week: “Do you know about so and so starting a new business in your lines?” He said, “No, I had not heard, but I suppose that if I would take the Tradesman, I would get the dope on all those kind of things.” And I said, “Of course, you would and I'll take your dollar and see that you get it for a year,” and he forked over the dollar in a hurry. Now, get in line, boys, and subscribe for this paper and get inside information which will enable you to make a few extra sales. Arthur N. Borden. es Light Up Wagons and Cut Down Ac- cidents. Education for the man who drives a wagon in the streets of Detroit is as essential to the safety of the mo- torist as any other item of education which might be named. Wagon driv- ers do not appreciate their danger when driving through city streets with no light front or back. On such streets as John R. and Cass or many others overhung with trees, wagons cannot be seen until the driv- er is close up to the object. Lights dimmed place the motor car driver at a disadvantage in dark places. Wagon drivers on country roads are in even greater danger than those on the streets of the city. This added danger has brought realization to many countrymen, for so many of these men of the outlying districts are automobile users themselves and realize the danger. But many do not and their lives are in jeopardy when the motorist cause accidents for which he is really not to blame. Lights for all vehicles should be the law from one end of America to the other. What is right for the motorist is also right for the wagon driver and in addition the man with the wagon is being saved from risk- ing his own life. Motorists are so thick now on coun- try roads and wagon drivers without lights escape serious accidents so of- ten that it would be supposed they | would become aware of their danger. Not so, however, and it is the oc- casional wagon that has no lights that is more dangerous than would be the case were all wagons to refrain from using lights. Daily reports tell of accidents due to the fact that drivers of horses fail to display lights on their wagons, but apparently this repetition has no effect on the sensibilities of men who do not read or who learn nothing from doing so. The automobile drivers and users do wat they can to give instruc- tions on the fly to the careless wagon driver by shouting warnings to car- ry lights, but their exclamations after escaping death or serious injury through coming up to the horse-drawn vehicle in a darkened spot, go over the horse driver’s head without ef- fect. The authorities should act in the matter and so cut down a fair percentage of these accident cases, which are becoming altogether too frequent to be wholesome, for the au- tomobile business as a whole.—De- troit Free Press. —— Against the shouters for unmitigat- ed Frightfulness the German Chancel- lor took a bold stand in his speech before the Reichstag. A German statesman should be hanged, he de- clared, if he hesitated to use against the enemy every available instrument of battle that would “really shorten this war.” In that word “really” is the complete answer to the Fright- fulness hecklers. What Bethmann- Hollweg asks his opponents to prove is that the gain from letting the U-boats run amuck will more than compensate for the entrance of the 13 United States in the war on the sid: of the Allies. For that is, after all, what the Reventlows are driving ac when they call for the use of all avail- able weapons. Put aside the hypothe- sis of certain German defeat which the German mind refuses to accept, and speak only in terms of the pro- longation of the war which Germany does recognize as a result of the in- crease in the number of her enemies. If Rumania’s entrance means a pro- longation, if the entrance of Greece means a prolongation, the question is how much would the war be “pro- longed” by using all available weapons to force this country into war. Or is it a question only of strong words to bolster up national confidence in times of tribulation? EVEREADY FLASHLIGHTS The superiority of EVEREADY Flashtights is proved by the remarkable popularity which they have won. About 80% of all the flashlights sold in this country are Eveready’s. Last year over 18,000,000 EVEREADY Flashlights, Tungsten Batteries and Mazda Lamps were sold. This year sales are still better. All EVEREADY’S are fully guaranteed. It’s a great line for you to han- die. Let us tell you more about it. C J. LITSCHER ELECTRIC COMPANY Wholesale Distributors 41-43 S. Market St. Grand Rapids, Michigan Tonnage upkeep is the modern method. to do and lots of it. 673 North Street Tells the Tale In the final analysis of what constitutes efficient hauling, tonnage tells the tale, because real hauling economy results only when big quantities of material are transported at the least possible cost. Big loads—fewer trips—less help—with minimum depreciation and United Trucks are designed essentially for heavy duty hauling. They have ample strength for the most severe service—plenty of power for quick trips—and the sta- bility to endure in hard daily work of any nature Made in 2, 3%, 4 and 5 ton sizes, and furiished with standard stake bodies or special dumping bodies with hydraulic hoists. We will be glad to demonstrate United Trucks at any time, and show their remarkable adaptability to any business where there is heavy hauling UNITED MOTORS COMPANY Grand Rapids, Michigan 14 MICHIGAN TRADESMAN oe = ss center of the city. The river view Don’t Despise the Drink- F Ss ee m NS \ was magnificent. On a cone-shaped ing Man— Help Him [2s 2. = . 3 -é = y site—the loftiest elevation on Bond Don't kick a man because he (= = = = = ~ 4, . ; i isdrunk. Help him. Surely ; e eS E DRY GOODS, . = \ Hill—surrounded by massive pines, every man is worth saving. . = : = 3s sugar maples, and gnarled oaks two Drop us a line and let us tell y= = = | Id you how we can aid him. Ad. fe ~ = | hundred years old, stood the olc dress The Keeley Institutel = | $ “AND : Tucker mansion. It was vast, dingy 733-35 Ottawa Ave., N. W., Grand Rapids, Mich. 7 eae = = = S brick structure comprising some six- ews we : es ty-odd rooms. In other days it had ~=S Ne Nt & i H | I te d Me e) | 2 Pr \ > Uy Gi \ SSR re VAS 5 g a S oe Zi 2 B Story of a Dry Goods Dealer’s Ro- mance. Chapter X. Written for the Tradesman. “The old Tucker mansion on Bond Hill, eh?” mused Elsworth Seaton Moore. And then he smiled as he read again the little lady’s words, “the property recently acquired by the city for park purposes.” Alas for fame! It was all too evident from this that Mrs. William Ernst Richard- son didn’t know that he, E.S. Moore, the dry goods dealer, was one of the five Centerville citizens who compos- ed that important body entitled, “the Board of Park Commissioners,” which invested millions of dollars of the city's money. If she had known ths, and the further fact that it was due primarily to his own activities in the matter that the old Tucker property was bought-in at a bargain price, she need not have been so particular in designating the place of meeting. Elsworth Seaton Moore is a public- spirited citizen as well as a merchant. From the very beginning of his busi- ness career he made up his mind that he would not allow his individual in- terests to monopolize his time and dwarf his sympathies; but, on the other hand, would cheerfully respond to the call, whenever it came, to serve his community in whatever way he could consistently. Without political ambitions, and emphatically refusing to accept appointments or nomina- tions that your mer2 politician con- siders “plums” or “bonanzas,” Mr. Moore vastly prefers to gain an in- dependent livelihood from the busi- ness which he inherited from his father and learned to love in his youth, and do what he can for his community merely for the satisfac- tion of doing his bit. This, of course, means no small sacrifice on his part, for the time and brain-energy de- voted to Centerville’s somewhat am- bitious park-extension scheme is just so much time and brain-energy, and he could very profitably invest it all in his own affairs if he chose. As every man in the trade knows, the pathway of the average dry goods dealer in a populous city isn’t any primrose affair by a jug full. Els- worth Seaton Moore is a man ot sound business sense and first-rate efficiency, as I think you will agree with me before this story is finished, but he hasn’t found any way of keep- ing ahead in the game of dry goods merchandising without a_ certain amount of real work, incidental worry, and Simon-pure responsibility. When you stop to consider this—and the further fact that Centerville’s Park Commissioners serve without pay—you'll understand .that his mo- tives are unselfish. And yet there is another phase to this proposition; or, in other words, a sense in which Elsworth Moore, the dry goods dealer, gets value received for all the time and talent that he gives his community so freely. It is based upon a very old and very sound principle, admirably summed up in these words: “Whosoever would lose his life, shall find it.” This is a fine phrasing of the law of compensation —a law that seems to pervade the entire universe and the whole social order, so that it invariably comes about that whatever we give volun- tarily of ourselves, our time, and our talent, open-handedly and_ unselfish- ly, comes back to us in some form of benefit, with compound interest. Els- worth Seaton Moore’s name naturally became associated with Centerville’s notable park-extension scheme. To him more than to any other man on the board belongs the credit for put- ting through the deal for a thousand- acre tract of land, including a hundred and fifty acres of the finest woodland in the state. This magnificent body of lands lies five miles beyond the present city-limits, north of the city. A fine piece of macadamized roadway has already been completed to the reservat’on, and our railway company promises us a double-track line thither in the spring. The plan of establish- ing there a vast nursery for the propa- gation and cultivation of imported and domestic trees, shrubs and plants, was another of Moore’s advanced ideas. Naturally such matters were featured in our newspapers. Before the Great War broke out and its glar- ing headlines began to dwarf local happenings, Centerville’s board of park commissioners and their doings used to get a lot of attention. There were pictures,write-ups, interviews and editorial comment, in all of which Elsworth Moore, as the leading spirit of the Board, got a whole lot of gra- tuitous publicity. And that, of course, is a big help in a business way to any man connected with the retail dry goods business. As Elsworth Seaton Moore drove out Ludlow avenue on his way to Bond Hill, he recalled the opposition he had encountered, both in the Boare and out of it, to his project to acquire the old Tucker estate, and convert it into a park. He also recalled how, later on, the Board had been loudly praised for putting the deal through. The tract embraced something over ninety acres of land, lying between a small valley known as “Mill Creek Valley,” and the river. It was in a rapidly-growing suburb to the south- west, and about five miles from the been one of Centerville’s show places, DOUBLE YOUR MONEY and was the famous home of an old and wealthy family. Within spacious apartments many brilliant social events had occurred in other days, and beneath its roof more than one tragedy had taken place. But it was Put in a line of PILLOWS Get this Leader Assortment: : a. Ae 3 Pairs Leader Pillows @ $3.00 now sadly out of repair—althoug’: its odie x 450 thick walls of well laid brick were soe @ : still solid and its interior woodwork of fine-grained, hand-carved cherry was still in a perfect state of preser- vation. At the expense of a few thou- sands, as Mr. Moore pointed out, it could be put into excellent condition —and, as soon as the Park Commis- sion can get the work done, it will once again become a local show place. It was a wet, soggy night. There VELLASTIC Elastic Ribbed, Fleece-Lined UNDERWEAR Made of special patented fabric—ribbed for elasticity and fleecelined for a degree of warmth not even found in thick, bulky, heavy underwears. The fleece cannot wear off, wash away, or knot, and the entire garment is made to hold its shape for several season's wear. 3 3. ‘ Special Geese Pillows @ 6.75 3 “ XXB Pillows - @ 9.00 12 Pairs for $19.00, in best grade ticking. Grand Rapids Bedding Co. Grand Rapids, Mich. VELLASTIC is the healthful, comfortable, durable and economical underwear for the whole family. We sell it in both Union Suits and Separate Garments. ~ Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. THE CITIZENS DIRECTORY is used for general directory and business purposes by subscribers. WHY? Because Citizens’ service is in the majority of homes and practically ALL BUSINESS PLACES. 15,196 Telephones in the Grand Rapids Exchange. Qiao eS ee ee ee EN TELEPHONE NUT EY Call Contract Dept. 4416 Citizens Telephone Company “‘The End of Fire Waste” COMPLETE APPROVED Automatic Sprinkler Systems Installed by Phoenix Sprinkler & Heating Co. Grand Rapids, Mich, Estimates Free Detroit, Mich. 115 Campau Ave. 909 Hammond Bldg. a4 vy“, a4 vy“, October 4, 1916 was a wild, snoopy wind, and ever now and then a spray of fine rain would spit against the wind-shield. And dark—my, but it was dark! After leaving the avenue, and turning onto the gravel drive that ascends at a rather sharp grade to the mansion, it seemed to Moore that his headlights were boring a precarious tunnel of light through a colossal hill of inky blackness. He didn’t know what manner of adventure was afoot. Mrs. Richardson’s note had been too guarded even to hint it at it. But it struck Elsworth Seaton Moore that this was an ideal night for adventure. Most anything strange, romantic, and marvelous might happen on a night like this! Heigh-ho, but it’s a worth- while thing to harken to the call of adventure! And Elsworth Moore was glad in his heart, the call had come to him, and grateful that he had respond- ed. “By George! It begins to look as if Lenier was right after all,” mused Moore. “My own dear little sister will meet you!’ Over and again the words recurred to Moore. They’re musical, he thought; one can almost sing them! And he wondered in his heart if Mrs. William Ernst Richard- son’s “own little sister” were as pret- ty and sweet as she. “Further in- formation how you can serve us in our time of need?” “All right,” he mused, “show me! And if it’s anything short of looting the First National Bank of Centerville or committing murder in the first degree, I’m with you, heart and soul.” It lacked one minute of 8:30 as Els- worth Seaton Moore drew up and stopped his car. The old mansion was as dark and silent as a graveyard at midnight. Above the soft purring of his engine he heard the soughing of the wind in the tree tops. As Mr. Moore knew, a caretaker and his family occupied ja suite of rooms somewhere in the rear of the build- ing. But no penciled ray of light filtered out on the enveloping dark- ness. Looking intently into the dark shadows filling in the vague outlines of the wide, old-fashioned porch, Moore presently ntade out two figures gradually disengaging themselves from the surrounding darkness, and moving down the gravel walk. When they got somewhat nearer he could see that the form of one was much slighter than other. “Mrs. Richard- son’s little sister,” he thought. The other was a man, and from the way he limped, Moore at first supposed him to old and infirm, but, when the two had got nearer the machine and he caught a glimpse of the man’s face, he knew he was not old, but ill. Charles L. Garrison. —_—_>---—__—_ Store Inventory Methods. I well remember when I was a salesman in a company store, and as the time for annual inventory came near it always caused a feeling of uneasiness, as we knew that for several days and nights, until probably 12 or 1 o'clock, it was dig, count and write, and then after the manager had fig- ured and extended for several days, he would announce that the inven- tory was finished, and that we had either done well, or made a poor showing for the year. MICHIGAN TRADESMAN Since becoming manager I have learned to take things calmly and not get excited on so simple a matter as taking an inventory. I might say that every item in our store is mark- ed, showing the cost including freight added, and thus the retail price of every case and package of goods in our basement warehouse is so mark- ed on the outside of the case or pack- age, and when a case of goods is brought up to be placed on the shelves, each can, bottle or package is marked showing our cost and sell- ing price. We find that this method takes a little time, but it is worth the effort, as when we begin taking the inven- tory, we have all our costs and can make extensions immediately, instead of doing as I have seen done many times—looking for old invoices, to see what was paid for certain goods. Our system of taking actual inven- tory is about as follows: We use in- ventory sheets spaced to show whole- sale price, retail price, extension of wholesale price and extension of re- tail price. The retail price would be considered by some as_ superfluous, but we can add our retail prices, and then compare with wholesale prices on any line of goods handled and see at once just what percentage of profit the line is showing. I start two competent clerks at work about three or four days be- fore the close of the fiscal year, and they count, measure, and weigh, and enter on inventory sheets, extending as they go, beginning in the base- ment, and warehouse, and then the shelves making a clean sweep, and by the last night of the year we use our entire force for a few hours and the job is completed. While the two clerks are working on the inventory the rest of the force is conducting the business along reg- ular lines; so you see we do not have any disturbance, and it is not neces- sary to work nights, Sunday and hol- idays to do the work. I am interest- ed to learn about what percentage of the stores have their entire stock marked showing costs, whether in basement, warehouse, or on_ the shelves. E, F. Alexander. —_+-++> Bright Salesman. The depression in business caused a local jeweler to discharge his ex- perienced man, replacing him with a high school graduate—a youth just out of school. He appeared very anxious to learn, and the proprietor at the end of the first week was much pleased with results. One day the merchant was obliged to be away from the store, and upon his return en- quired: “Well, Frank, did you sell any- thing?” “Yes, sir; I sold five plain band rings.” “Fine, my boy!” said the jeweler, enthusiastically. “We'll make an Al salesman out of you one of these days. You got the regular price for them, of course?” “Oh, yes, sir. The price on the in- side was 18c and the man took all that was left, sir.” ————_2+. —____ Success is the one sin some people refuse to forgive in their friends. 15 We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. GEO. S DRIGGS MATTRESS & CUSHION CO. Manufacturers of Driggs Mattress Protectors, Pure Hair and Felt Mattresses, Link and Box Springs, Boat, Chair and Window Se 1Cushions. Write for prices. Citizens 4120. GRAND RAPIDS 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. Safety First in Buying SAFETY in Buying means getting the goods and the quantities of goods YOU can sell ata profit. It means know- ing what to buy and getting it at the right price. You can be safe in buying when you buy from “Our Drummer.” If you haven't the cur- rent issue handy, write for it. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis § Minneapolis Dallas order. Are You Getting Deliveries? Bungalow Aprons, Store Aprons Shop Aprons House Dresses, Children’s Dresses are among the items that we can deliver promptly. Our goods are of the right sort and we know the prices will please. Have our representative book a trial Ss 2 ££ A FA A Ft OH 20-22 Commerce Ave. Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Mich. 16 ACCOUNTING METHODS. Simple System Adapted To Use of Retail Merchants. There is a tendency among retail merchants to conduct their businesses without an adequate system for de- termining their costs. This condi- tion carries with it various undesir- able results. In the first place, the merchant is unable to price his goods intelligently and conduct his business upon sound business principles. In the second place, he is unable, when seeking credit, to produce a correct statement of his financial condition which would enable a banker to ex- tend to him the full credit to which he is entitled. He thereby limits the possible expansion of his business. There are several forces at work which compel the retail merchant, if successful, to keep books, and the better and more comprehensive his methods the greater chance he has of being successful. The first of these forces is, of course, competition, which at times compels him to make close prices. The second, and one of vital import- ance, is the attitude of the banks re- garding the granting of credit. Banks are paying more and more attention to the accounting methods used by the merchant to whom they extend credit. They are willing to give larger loans and very often more lib- eral terms to the merchant who keeps his books in a way that enables him to show the bank at any time just how his business is progressing. A merchant who can show progress will undoubtedly receive more considera- tion with the same amount of ezssets than one who can not. Even if he is successful but can not show it be- cause of his book-keeping methods the bank will not consider him a de- sirable credit risk. Another very important point to which the bank gives consideration is whether the prospective borrower is making proper provisions for depre- ciation on stock, buildings, and fix- tures, and his books should he so arranged as to show the amount of these provisions. No merchant can be said to be managing his business properly unless adequate provision is made for depreciation. The system of accounts outlined in this article has been devised to meet the requirements of retail merchants. The aim has been to devise the least involved system which will give the information esséntial to successful management. The best system of ac- counts for any business is one which furnishes the information required with the least effort. The value derived from an ade- quate system of accounts is obvious. The greatest value is that of making comparisons and analyzing differ- ences. But before any fruitful com- parison can be made between figures of different periods or between fig- ures of different stores, it is absolute- ly necessary that the systems be uni- form. With a uniform system of ac- counts in use, differences in items re- flect differences in conditions, while without a uniform classification, dif- MICHIGAN TRADESMAN ferences in items may reflect only differences in accounting classifica- tion. In order to maintain the simplicity of the system, no departmentalization of the accounts is provided for, but any concern operating distinct de- partments can readily adjust the sys- tem to show the results obtained in each department. : A merchant in order to price his goods properly must know his over- head expenses. With a proper ar- rangement of his accounts the per- centage of overhead may be readily obtained. Goods not priced high enough to cover this percentage are actually sold at a loss. The most convenient way of arriving st the proper percentage to add to the first cost of goods for overhead is to use the average ratio of operating ex- penses to net sales covering a past period. For instance, if a merchant’s annual sales for the last fiscal year were $25,000 and the expense of con- ducting his business was $5,000, his overhead was 20 per cent. By adding Net Sales. and Ww Credit. Cash. Total. Force. San $3, 356.31 (81,301. 65 184, 657. 96 Feb. Mar. Per eent of Net ales. | Ps | | Form A.—For Monthly Summary of Busi ness. the desired percentage of profit on sales to this overhead percentage, and deducting from 100 gives the percent- age of invoice cost to selling price. The invoice cost of an article divided by this percentage gives the selling price. The rapidity of the turnover is a very important element in conducting a retail business. It is obvious that an increase in turnover goes hand in hand with an increase in profit. A slow turnover may be due to poorly selected stock, to overstocking, or to an inefficient selling organization. No effort should be spared to increase the turnover to its maximum. To ascertain the turnover divide the cost of goods sold during the year by the cost of the average stock carried. To operate the system of accounts here outlined requires but four books of account, namely, journal, general cash book. invoice book, and ledger. Sales tickets and credit tickets are used for recording sales and sales re- turns. Buying expense. Miscel- pense $25.00 | $14.00 _ From these books certain state- ments, particularly a monthly sum- mary of business, a profit and loss statement, and a balance sheet, should be prepared at definite periods ia or- der to present the results in compre- hensive form. Journal. The ordinary two-column journal can be used. The opening entry is an inventory of the assets and liabili- ties. The totals of the charge sales as shown by the charge tickets should be entered in the Journal, debiting Accounts Receivable, and crediting Sales. The totals of the credit tick- ets are also entered in the Journal, debiting Sales with returns and Sales Allowances with price concessions and crediting Accounts Receivable. Transactions which do not go through either the Cash Book or In- voice Book should also be journalized. These entries comprise such items as notes receivable and payable, allow- ances or corrections of purchase in- after entry voices in the Invoice Delivery expense. Selling expense. and Miscel- and _ |Miscel- Wages | Adver- | selling || WE°>| Deliv. Sales ©) Ex livery | FJ nee Force. pense. | Force. | Pense- 77.33 67 | $8.08 Book, the various adjusting entries at the end of the month, and the clos- ing entries at the end of the fiscal period. Journal entries affecting trade cus- tomers’ and trade creditors’ accounts will also have to be posted, respec- tively, to Accounts Receivable ac- count and Accounts Payable account. General Cash Book. This book is for recording all cash transactions. The left hand, or debit, side is for recording receipts, and columns should be headed as follows, in the order named: Date, Name of Accounts, Description, Ledger Folio or LF, Collections on Accounts Re- ceivable, Cash Sales, and General Ac- counts. The right hand, or credit, side is for recording payments, and these columns should be headed: Date, Name of Account, Description, Check. No., Ledger Folio or LF, Dis- count on Purchases, Payments on Ac- counts Payable, and General Ac- counts, October 4, 1916 The total cash receipts of each day should be deposited daily in bank and all payments should be made by check. The total of cash sales for the month should be checked against the total of cash sales tickets, and is then posted to the credit of “Sales,” that of the “Collections on Accounts Re- ceivable” to the credit of “Accounts Receivable account,” and that of “Payments on Accounts Payabie’” to the debit of “Accounts Payable ac- count.” The total of the Discount on Purchases column is also posted to the debit of Accounts Payable. All payments for expense items other than petty cash should be en- tered on the cash book as made and posted therefrom to the proper ac- counts. At the end of the month all expense bills for the month should be paid, so as to insure the expense being charged in the proper month. Petty cash disbursements, such as car tickets, telegrams, and such minor items for which it is not expedient to draw checks, should be handled as follows: General expense. Insur- Taxes ‘ Miscel- § Pe k toc: from an Rent. Store Bad Ex- pense. $2. 50 56 | $26. 79 25 Recommended by Federal Trade Commission. A check should be drawn for an amount sufficient to cover petty dis- bursements for a definite period. At the end of the period the cashier should prepare his petty cash state- ment, which should be supported by vouchers, and a check drawn fer the exact amount of the statement, there- by restoring the petty cash fund to the original amount. This check should be entered in the cash book in the regular way, charging the various expense accounts as shown by the petty cash statement. The balance of the general cash book at all times should check with the balance as shown by the check book plus the amount advanced for petty cash. In the check book keep checks and deposits footed separately. When the bank book is balanced, check up the bank list, then re-arrange the checks in numerical order, and check with the stubs. If any checks are out- standing, note them on the stub and deduct from total of checks drawn; Pat A MESSAGE tothe ANERICAN GROCERS & This i is to be a record voor on Aunt i ieties 's—the Quality Pan- - cake and Buckwheat Flours, More effort, more push, and more. energy are to be put behind _ these great selling brands than ever before. They will be advertised in a bigger, broader and more forceful way than was ever done by any manufacturer of a similar product. Full ‘pages, many of them in brilliant four colors, will appear in the Ladies’ Home Journal Saturday Evening Post Good Housekeeping ‘Woman’s Home Companion Ladies’ World ~ Woman’s World — ~ and other publications of national prominence and tremendous circulation, Street car advertising, bill posting, painted bulletins, and other forms of publicity will also be freely used to make Aunt Jemima’sa household word in every home in America. We carry stock and have mill representatives— 55 of them—all over the coun- try. This insures prompt deliveries and careful service. Aunt Jemima Mills Company, St. Joseph, Mo. + Aunt Jemima’: 's—the Quality Pancake Flour will dominate the market because of this advertising program, It’s the favorite brand — outsell- ing all other brands combined. Why tie up your money, stock- ing miscellaneous brands? Concentrate on Aunt Jemima’s the Quality Pancake Flour, the big seller! It gives you a quick tarn-over and a liberal profit. Recommend Aunt Jemima’s— you will do your trade a favor and besides that you will save ‘them money. Why? Because every housewife who buys Aunt Jemima’s Pancakes or Buckwheat Flour saves the cost of milk she generally uses, as sweet milk (in powdered form) is already mixed with the flour, saving ex- pense, saving trouble, saving time and adding to its convenience. - Push Aunt Jemima’s —it pays. Aunt Jemima’s Pancake Flour In the Red Package "Supreme in ee Buckwheat Flour In the White Package AUNT JEMIMA MILLS COMPANY OFFICE OF THE PRESIDENT ST. JOSEPH. MO. Gentlemen: It is our intention to make the season of 1916-1917 the greatest in AUNT JEMIMA'S history. The greatest in volume, greatest in profit, and greatest in satisfaction to the retailers of the country. The greatest in volume by increasing the consumer demand; the greatest in profit to the retailer on account of the quick turn-over; and greatest in satisfaction to the retailer on account of quick and good profits, as well as the good-will that comes to him on account of satisfied customers. The addition of powdered sweet milk in AUNT JEMIMA'S PANCAKE and BUCKWHEAT FLOUR formula, added materially to the cost, but it has improved the goods - really makes them perfect! While the cost was increased, yet we have been able to make considerable saving on account of the volume lessening the overhead expense, which still makes it possible for us to provide a liberal retailer's profit. Will you help us to keep up this volume? It means money to you. Just remember that the smaller manufacturers of other brands cannot serve you as we can. They must sacrifice either quality or retailers' profits. Usually it's quality--and lack of quality hurts the retailer with his customer. Every year we want to work closer with you for mutual profit. Every year we increase our advertising to help you make a quick turn-over on AUNT JEMIMA'S at a good profit. Just look on the other side of this sheet, and realize the magnitude of our advertising program for the coming season. Now, will you write me personally, if any way occurs to you by which we can do more, within reason, than we are doing, to help you and to push the sale of AUNT JEMIMA'S - THE QUALITY BRAND of PANCAKE and BUCKWHEAT FLOUR? Your advice, I assure you, will be very welcome. ROBERT R. CLARK, President pice nesta vee be October 4, 1916 the check book balance will then agree with the bank book balance, Invoice Book. This book contains the record of the invoices or purchases of mer- chandise only and should carry the following headings: Date of Entry, Date of Invoice, Number of Invoice, From Whom Purchased, Address, Ledger Folio or LF, and Amount of Invoice. The postings are made direct from this book into the Purchase Ledger and the total at the end of the month carried to the debit of Merchandise Purchases and to the credit of Ac- counts Payable. Where the business is department- alized a more elaborate form of In- voice Book should be used, giving departmental subdivisions of pur- chases. sales and Credit Tickets. The use of sales and credit tickets for recording sales and sales returns has become almost universal. A sales ticket must be made out for every sale and the daily total of these gives the sales for the day. The cash sales tickets are checked against the cash received and the charge tickets go to the book-keeper. Credit tickets must be made out for credits to customers and these likewise go to the book-keeper. Ledger. The accounts in the ledger should be arranged in the following order: 1. General accounts, 2. Accounts with trade creditors, 3. Accounts with trade debtors, allotting to each class such space in the ledger as may be necessary. The general accounts should be arranged in logical order. (See ar- rangement of accounts.) Accounts with trade creditors and with trade debtors should be arranged alphabetically, using preferably a loose leaf ledger. Where the volume of business per- mits, it is advisable to use three ledgers, a general ledger, a purchase ledger, and a sales ledger, keeping controlling accounts of the purchase ledger and the sales ledger in the general ledger. , Where only one ledger is used it should be divided into three sections corresponding with the above. The balances of the purchase ledger and of the sales ledger, or of these sections of the ledger if only one book is used, must agree with the balances of the Accounts Payable ac- count and of the Accounts Receivable account. The advantage of these controlling accounts is that the ag- gregate of accounts payable and of accounts receivable can be had at any time without listing the balances of the individual accounts. Customers are charged with goods purchased direct from the charge tickets. These tickets are first listed, then turned over to the book-keeper, who posts them to the debit of the proper accounts, listing the amounts as he posts, then comparing his total with that of the first list, which must agree. Credit entries for allowances, reductions, cash discounts, or return~ MICHIGAN ed goods, are made from credit tick- ets in exactly the same manner. Posting to the ledger therefore must come from one of four sources— the cash book, the journal, the invoice book, or the sales and credit tickets. Monthly Summary of Business. This record, Form A, will be found very useful for monthly and yearly comparisons of expenses and ratios. It is arranged with columns for sales, both cash and credit and total, and for the various expenses of the busi- TRADESMAN ventory should be taken at least once a year. The basis should be cost with conservative deduction for obso- lete and shelf-worn goods. The in- ventory at the beginning of the period is, of course, that brought down from the end of the last period. When monthly profit and loss state- ments are desired, and where the per- centage of overhead and profit is known, the approximate cost of the goods sold can be arrived at in the following manner: Deduct the per- © B tn ee a D eS & = S = ig & eae _ r merchandise at beginning. Meechend ea Purchases (cost delivered” | | to & Deduct inventory of merchandise at closing. Loss Stock Depreciation ...............005- seeescled se efoves 2; 09} $3,062 | 17 15 | ie | { | Perct. Perct. $1,659 | 96 || | 4,657 | 96 6a") 100.0 |} $3, 451 2,759 | 67 | 6,210 | 76 | 53} iL 2,909 | 06 | Net cost of goods sold.............cs-seeeeeef]. Gross profit from trading...........-.]|. BUYING EXPENSE. 26 | Salaries and Wages of Buying Eo nas senen 27 | Miscellaneous Buying Expense............. ae |...) 3,301 | 70 = - © 1,356 | 26 no | 3s Total buying expense.................[]. SELLING EXPENSE. Salaries and Wages of Sales Force.. Advertising Miscellaneous Selling Expense.... SSBB 30 OO. sacnp. OS s w8s Total selling expense. ............0064]]. DELIVERY EXPENSE. 31 | Salaries and Wages of Delivery Force...... 32 | Miscellaneous Delivery Expense...........- avewneclesae 211 | 08 Total delivery expense............-..-1], GENERAL EXPENSE. 33 | Management and Office Sal: ane Ce guasaeea's 34 | Office Supplies and ae See ae We caasueeen 35 | Insurance on Stock and Store E quipment .. 36 | Taxes on Stock and Store Equipment...... 37 | Losses from Bs ace Debts... ae 38 | Mis: s General Expense .. BOE FROIE oi inc avicnelncan'Sadis ace scy ann’ aeaees sone MOE ees enact. 2.4 BBBo-8e RSSSzES Total general expense.................]}. INCOME FROM OTHER SOURCES. AAC IDUNORY, occlu dc recbuaes Cenc cuas sc 43 | Cash Discounts a Merchandise Purchases. . 44 | Rent income (ne 45 | Miscellaneous Outside RNCOMG. 4.52.6. 5 2c Net profit from trading.............../[. ceeaees eee 426 | 74 787 | 57 9.2 16.9 aeseneee pane 568 | 69 o Seas Motalnet Heong eos ccs aes Form B.—For Profit and Loss Statement. Recommended by Federal Trade Commission. ASSETS. CURRENT ASSETS. Cash on hand and in bank... ...............-. Notes Receivable—Trade Customers. ........ An Receivable—Trade a stomers. . Less Reserve for Bad Debts.........-.. C200 we Inventory of merchandise (at cost)..........- Prepaid Insurance Accrued Intecest Receivable................- FPotal cuvrent asoctqy oo oo a oo FIXED ASSETS. pu 9 Less Reserve for Depreciation on Store and Warehouse. 98 10 | Store Equipment 11 | Ofiice Equipment... 12} Delivery Equipment...................- a. CURRENT LIABILITIES, 13 | Notes Payable—Trade Creditors. ............ 14 | Notes Payable—Banks.............. 15 | Accounts Payable—Trade Creditors. 16 | Accounts Payable—Others . 17 | Accrued Interest Payable 18 } Acerued Salaries and Wages. 19} Accrued Taxes, . co. oo. IGT IETOPOre ys ooo s ee ee NWarchouse Property... <2. os PEGtAr Sxpd aseats csc es PRORAT GSO se a c os LIABILITIES AND CAPITAL. Total current liabilities... .............. 21 | Mortgages Payable (warchouse)..........-.. POLAR MBDINMRS O52, ccc cect akc a 22 | Proprictor’s Capital Account...............- Total liabilities and capital............. eh. $1,611 | 67 191 | 84 ——|| 3, 485+] 25 hee || $8, 298 | 67 4,500 | 00 1,975 | 00 6,475 | 00 26 ——|| 6,448 | 02 a eae 7,191 | 77 «|| 15,490 | 4 6. 1 Coes ..--f} 7,640 | 20 : 7,850 | 24 : | +250 | 00 || Form C.—For Balance Sheet. ness. The figures on this statement are taken from the ledger. Each month the figures for that month should be added to the previ- ous total so that the record will give the totals from the first of the year to date as well as the monthly totals. Profit and Loss Statement. The amounts for making up this statement, Form B, can be had from the ledger and from the trial balance. It is made up at such times as the inventory is taken. A physical in- Recommended by Federal Trade Commission. centage of overhead and profit from 100 and multiply by the amount of the net sales; the result will be the cost of the goods sold, which, when deducted from net sales will give the approximate gross profit on sales. If desired, the difference between the values placed on the inventory and the actual cost of same can be shown on the statement. Show the actual cost of inventory and then the deduction under the title “Stock De- preciation,” carrying the net fo: ward 19 as illustrated. While this is not nec-_ essary it is valuable information and this method is recommended. The total net profit as shown by the statement is that carried to the credit of the proprietor’s account in the ledger. Balance Sheet. Ledger accounts should be kept by the double entry principle with all real (asset and liability) accounts. as well as with all nominal (profit and loss accounts. A Balance Sheet of the same date as the Profit and Loss Statement should be made up from the balances of all real accounts. The ordinary asset and liability accounts and a logical classification thereof are shown by Form C. Accounts and Their Explanations. 1. Cash on Hand and in Bank. Charge this account with the total receipts of the month and credit it with the total disbursements as shown by the cash book. The bal- ance should agree with the cash book balance. 2. Niotes Receivable—Trade Custom- ers. Charge this account with all notes, time drafts, and acceptances held against others, and credit it with the same when paid or otherwise dis- posed of. The balance will show the uncollected notes receivable. 3. Accounts Receivable—Trade Cus- tomers. Charge this account with the total of the charge tickets of the month, and credit it with the cash payments by customers (taken from the cash book at end of month) and _ with notes receivable, discounts, returns, and allowances (from the journal and credit slips). Balance of this account must agree with the sum of the bal- ances of trade customers’ accounts 4. Reserve For Bad Debts. Credit this account with an esti- mated amount. based on charge sales, sufficient to provide for losses, and charge the account with the balances of personal accounts when hope of collection is abandoned. 5. Prepaid Insurance. Charge this account with all insur- ance, fire, burglary, fidelity, plate glass, liability, etc. At the end of each month charge the proper ac- counts (Nos. 35 and 44) with their proportion, the balance being an asset s “Prepaid Insurance.” 6. Accrued Interest Receivable. Charge this account at the end of the period with all accrued interest (not yet paid) on notes, etc., due from others, crediting “Interest Ac- count.” When the interest is receiv- ed it is credited to “Accrued Interest Receivable.” 7. Store Property. Charge this account with the pur- chase price of the store property. Do not charge repairs to this account, unless they are in the nature of permanent improvements. A fair amount should be periodically credit- ed to “Reserve for Depreciation.” 8. Warehouse Property. Charge this account with the pur- chase price of the warehouse prop- erty. Do not charge repairs to this account, unless they are in the nature 20 of permanent improvements. A fair amount should be periodically cred- ited to “Reserve for Depreciation.” 9. Reserve For Depreciation. Credit this account with the amount of depreciation on store and warehouse, and charge same to “Rent Income” (No. 44). 10. Store Equipment. Charge this account with the value of all equipment such as counters, shelving, scales, measures, etc., used in the conduct of the business. A fair amount should be written off periodically for depreciation. 11. Office Equipment. Charge this account with office furniture, desks, safe, and other office appliances (not included in 34). A fair amount should be written off periodically for depreciation. 12. Delivery Equipment. Charge this account with the cost of automobiles, wagons, horses, and harness. This account must not be charged with repairs to automobiles and wagons, horseshoeing or any- thing of this nature. A fair amount should be written off periodically for depreciation. 13. Notes Payable—Trade Creditors. Credit this account with all notes given to trade creditors or time drafts accepted in their favor and charge the account as the same are paid. Balance of this account shows the amount of notes payable outstanding. 14. Notes Payable—Banks. Credit this account with all notes given to banks and charge the ac- count as the same are paid. 15. Accounts Payable—Trade Cred- itors. Credit this account with merchan- dise bought on account, the amount being carried to this account month- ly from the total of the Invoice Book and charge it with all merchandise returned and _ reductions (Journal), and payments made and discounts taken (Cash Book). Balance of this account must agree with the sum of the balances of trade creditors’ ac- counts. 16. Accounts Payable—Others. Credit this account with amounts owing to creditors other than trade creditors. 17. Accrued Interest Payabie. Credit this account at the end of the period with interest accrued (not yet paid) on notes, etc., due others, charging “Interest Account.” When the interest is paid it is charged to “Accrued Interest Payable.” 18. Accrued Salaries and Wages. Credit this account with salaries and wages earned and unpaid at the end of each month and charge the proper expense accounts. When pay- ment is made this account is charged and closed out and the balance of the pay roll charged in the regular way. 19. Accrued Taxes. Credit this account with the taxes due up to the end of each month, charging the proportionate amounts to the accounts in which they delong. When the taxes are paid this account will be charged. 20. Proprietor’s Drawing Account. Charge this account with all with- drawals of cash (not salary). At the MICHIGAN TRADESMAN end of the period the amount of this account is closed into proprietor’s capital account. 21. Mortgages Payable. When a mortgage is placed upon real estate (or assumed at the time of purchase) this account is credited. When paid it is charged. 22. Proprietor’s Capital Account. This account represents the pro- prietor’s net capital. At the end of the period the net profit is credited to this account. The amount of his drawing account is then closed into this account. The balance of the ac- count is his net capital at time of closing. In the event: of a partnership each partner’s net capital would be shown in his respective account and the net profit (or loss) carried to the credit (or debit) of their accounts in agreed proportions. In the event of a cor- poration this account represents the amount of the issued capital stock and the profit or loss is carried to “Surplus” account. 23. Sales. Credit this account with the total sales of all merchandise, the charged sales being taken from the total of the charge tickets for the month and the cash sales from the “Cash Sales” column in the Cash Book. Returns should be charged at selling price for all merchandise returned by custom- ers whether for cash or credit. The difference in this account will be the net sales which is transferred to the credit of “Trading Account.” 24. Sales Allowances. Charge this account with any al- lowance given a customer not con- templated when sale was made. AI- lowances should not be charged to “Sales,” but closed at the end of the period into “Trading Account.” 25. Merchandise Purchases. Charge this account with the face of the invoices of merchandise be- fore deducting cash discounts. The account is also charged with freight, expressage, and drayage on merchan- dise purchased. Credit the account with any returns of merchandise made to manufacturer or wholesaler and with any allowances for defects in goods received from manufacturer or wholesaler. The balance of the account is transferred to the debit of Trading Account. 26. Salaries and Wages of Buying Force. Charge this account with part of salary of proprietor, active partner, and manager or buyer and the wages of office force proportionate to the time given to buying. If, for exam- ple, the proprietor estimates alto- gether that he gave one-fourth of his time to buying and three-fourths to selling, then one-fourth should be charged to this account and_ three- fourths to “Salaries and Wages of Sales Force.” Similarly, the estimat- ed number of hours a week given by any member or members of the office force to buying should be charged to this account. 27. Miscellaneous Buying Expense, Charge this account with the trav- eling expense of buying trips and October 4, 1916 Piles Cured WITHOUT the Knife " a LTT — ; a TE TS The Largest Institution in the World 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 have been cured by us think of our treatment. 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. 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. October 4, 1916 other expense incurred in buying (not covered by account 26). 28. Salaries and Wages of Sales Force. Charge this account with wages and other remunerations of sales per- sons, order takers, and all others en- gaged in selling, both as regular and extra force; also with the part of the salary of the proprietor, active part- ners, or manager, and of the wages of the office force proportionate to the time given to selling. 29. Advertising. Charge this account with all ex- penditures for advertising purposes, such as space in newspapers and periodicals, space on street cars and billboards, circulars and _ postage thereon, advertising novelties, trading stamps, charitable donations, window display, electric signs, etc. 30. Miscellaneous Selling Expense. Charge this account with the cost of wrapping paper, cartons. twine, salesmen’s order books, and all other items of direct selling expense not covered by “Salaries and Wages of Sales Force” and “Advertising.” 31. Salaries and Wages of Delivery Force. Charge this account with regular and part time of employes engaged in delivering and with the part of the wages of other employes, whether on sales force or office force, propor- tionate to the time given to delivery work. 32. Miscellaneous Delivery Expense. Charge this account with all stable and garage expense, including all re- MICHIGAN TRADESMAN pairs, taxes, licenses, upkeep, and with the depreciation charged on the delivery equipment; also charge this account with payments for express, parcel post, and contract delivery service. 33. Management and Office Salaries. Charge this account with the sal- aries of the manager, book-keepers, office clerks, stenographers, and of other general office help not other- wise charged. 34. Office Supplies and Expense. Charge this account with purchases of stationery of all sorts, account books and forms (except selling and stock forms), typewriter supplies, printing and postage (except adver- tising), and depreciation on _ office equipment. 35. Insurance. Charge this account with all ex- pense of insurance, fire, burglary, fi- delity, plate glass, employers’ liabii- ity, and other. This account is not to be charged with insurance on store or business property. 36. Taxes. Charge this account with taxes on all stock and store equipment. As taxes are not payable in advance, the amount charged this account must he credited to “Accrued Taxes.” 37. Losses From Bad Debts. Charge this account with the amount that has been reserved for bad debts (4). 38. Miscellaneous General Expense. Charge this account with hear, light. repairs, depreciation on store equipment, and with any items that can not be charged directly to any of the above particular accounts. 39. Rent. Charge this account with all rents paid. If the store is owned, rent should be charged equivalent to the amount it could be rented for to oth- ers, crediting “Income from Other Sources;” in the latter event, “Income from Other Sources’ should be charged with the taxes, instirance, re- pairs, and depreciation on the store. 40. Trading Account. This account shows the inventory of merchandise at opening and is not touched again until the books are closed. It is then charged with Mer- chandise Purchases (25), and Sales Allowances (24), and credited with Sales (23). The inventory at closing is then credited and the balance will show the gross profit on trading. The gross profit is transferred to the credit of the “Profit and Loss Ac- count.” The inventory is then brought down as a new balance. 41. Profit and Loss. Charge this account with the bal- ances of all the expense accounts, and credit it with the gross profit from trading; the difference will be the nei profit or loss, which is closed into the proprietor’s account; if a partnership, to the partners’ accounts, according to their several interests, and, if a corporation, to the surplus account 42. Interest. Charge this account with all inter- est paid and credit it with all interes: received and close into “Profit and Loss Account.” 21 43. Cash Discount on Merchandise Purchases. Credit this account with all cash discount taken on purchases of mer- chandise. The account is closed into Profit and Loss. A record of such discounts avaii- able but not taken—cash discounts lost—will be found of use. 44. Rent Income (Net). If the store is owned, the rent which has been charged to account 39 should be credited to this account and it should be charged with in- surance, taxes, depreciation, and re- pairs on store. The account is closed mto “Proht and Loss.” 45. Miscellaneous Outside Income. Credit this account with incidental receipts such as toll from telephone pay stations in store, etc. —_——_>2>—___ You and Your Town. No matter how little to do and see There is in your town—on your street; No matter how lively the place may be; No matter how dirty—or neat; If you think it’s nothing at all to you Whether anything happens or not, So long as the business you manage to do Pays you to stay in the spot; If you have no feelings of sorrow or pride For the looks of the town, or its name, If you’re just that selfish you’re satisfied With playing your own little game; Why, then, here’s what I think of you, And I'd say the same to your face; I don’t care a darn how much business you do, I call you a town disgrace! Why don’t you take off your coat and join With the rest of the population? This isn’t a day of each one for the coin, It’s a day of co-operation! —_—_> >> Never form your opinion of an egg until the lid is off. ASK YOUR JOBBER FOR Hart Brand Canned Food HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. Flavor, Texture, Color Superior. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. — 22 MICHIGAN TRADESMAN Gereher 4 1016 [ = =: = a 3 . = 3 Ke : st a STOCKS, BONDS and GRAIN Y = “FIN NCI L: 2 @ Facing Monroe CS A A e = | ids, Mich. Grand Rapids, Office Fee = = er 305 GODFREY BUILDING aa = = . = = Capital - - - $500,000 Citizens 5235 Bell Main 235 So = a — on Se <= = urplus roti 500.000 Members x 2 L SS S “ee $ ' New York Stock Exchange yy \ G q * = Resources Over Boston Stock Exchange = ‘ = sli Chicago Stock Exchange )) : = 4 n S 8 Million Dollars New York Cotton Exchange 2 ae — : iS = New York Coffee Exchange Mutual Relation of Chemistry and the Banker. The present struggle at arms sooner or later will be followed by a struggle, possibly just as fierce, for tie supremacy of commercial interests, and in this the chemist will play no small part. At one time England held the whip hand, but this position has been wrested from her by the plodding and thrifty methods of Germany. The people of the United States of America never before have realized how dependent they were upon the German chemist, and the sudden collapse of the commercial relationship between the two countries is a calamity. The lesson has been taught us, and it now remains for the people of this country to profit by it. That they will do so, there is not the slightest doubt in my mind. Theoretically, I never was a believer in tariffs. Practice, however, teaches us a different lesson, and the cost of any other policy must be put to book in our National system, just the same as the cost of the upkeep of our military and naval service. Theorizing is all very well, but it does not take a very astute mind to deter- mine that if the flood gates are open for the influx of the world’s products later on a great deal of capital will be absolutely wiped out. It therefore be- hooves the banker, the merchant and the best efforts behind the one thought at the present time, and that is, to create a stability in our production that will resist all attempts of the outsider to overcome. The chemical industry of the United States is. making wonderful strides. It has quadrupled its output since 1889, and doubled since 1905. professional man to put his The capital in- vested is over six times as much as in 1880, and more than double that of 1905. The capital in 1880 was $29,000,000, in 1910 $155,000,000 and in 1915 approx- imately $220,000,000 million, this esti- mate of capital for 1915 being based upon official] figures of product of that year. The value of products turned out was in 1880 $39,000,000 and in 1915 ap- proximately $158,000,000. In addition to this there is a large group of products, many of them very important, classified by the census as “allied industries,” including fertilizers, dyestuffs, explosives, essential oils, wood distillation, sulphuric and nitric acids, bone, carbon and lampblack, and paints and varnishes. The value of the output of these “allied industries” 1s much greater than that of the group classed distinctly as chemicals, having been in 1880 approximately $72,000,000 and in 1915 $400,000,000; the capital employed in 1880 $57,000,000 and in 1915 approxi- mately $480,000,000. This makes the grand total of output of the groups of manufacturers classed by the census as “general chemicals” and “allied industries” about $550,000,000 in 1914 (census of 1915) and the capital invested approximately $700,000,000, the 1915 figures of capital being estimates based upon known figures of output in that year and also known figures of capital in 1910. Attention is especially called to the relation of capital employed to the value of output. It will be noted that a com- parison of the figures of capital em- ployed and product turned out in the appended tables shows a steady growth in the amount of capital utilized in the production of a given value of output. In the group, “general chemicals,” the census figures show for 1880 $29,000,000 of capital, and over $38,000,000 of prod- ucts turned out. The 1910 census shows $155,000,006 worth of capital and only $118,000,000 worth of products turned out. This increase in the amount of capital utilized in producing a dollar’s worth of chemicals has been steady and consistent. In fact, this general rule applies in most of the manufacturing industries, the capital employed, accord- ing to the census figures in 1910, thirty- five times as much as in 1850; the value of manufactures only twenty-three times as much. Chemicals form an important factor in the foreign trade of the United States, both as to imports and exports. Prior to the war imports of chemicals were largely in excess of exports, but the war has greatly increased the exporta- tion of articles included in the general group “chemicals, drugs and dyes.” The total imports. of chemicals, drugs and dyes has grown from $48,000,000 in 1896 to $70,000,000 in 1906, and $109,000,- 000 in 1916. The exports of che:nicals, drugs and dyes were in 1896 $9,000,000, in 1906 $19,000,000, in 1914, the year preceding the war, $27,000,000, in 1915 $46,090,000, and in 1916 $124,000,000. The United States is apparently the world’s largest importer of chemicals, the imports of Germany in 1913, the year prior to the war, being about $75,- 900,000, Great Britain $70,000,000 and France $50,000,000. The exports of Germany for 1913 were $140,000,000, Great Britain $60,000,000 and France $25,000,000. Production of General Chemicals. Census of— Capital Product ISB0) 6s $ 29,000,000 $ 38,600,000 190... 55,000,000 59,400,000 1000 4... 89,100,000 62,700,000 1905... eS. 96,600,000 5,200,000 ID. oe ea 155,100,000 117,700,000 21S *220,000,000 158,000,000 3 A Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan 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 First Mortgage Bonds Descriptive Circular Furnished Upon Request Howe SNOW CORRIGAN | @ BERTLES INVESTMENT BANKERS 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...............00. eceeee $ 1,778,700.00 Combined Total Deposits................. .cccc. cc eees 8,577,800.00 Combined Total Resources .............cceceu cece cess 11,503,300.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED t >, MICHIGAN TRADESMAN 23 October 4, 1916 Employes, Wages & number. salaries. aN go. 11,000 —$ 6,200,000 T8990) col 17,100 10,100,000 TOO cu...) 21,200 12,100,000 1905 eeste ars. 22,600 14,800,000 POO ee... 27,600 20,300,000 POR es No data No data *Estimated. Production of General Chemicals and Allied Products. (Allied products include fertilizers, explosives, dyestuffs, essential oils, wood distillates, sulphuric and nitric acids, carbon, bone and lamp black, and paints and varnishes. ) Capital Product 18800 2.3.) $ 86,000,000 $ 99,000,000 1900 ........ 238,500,000 202,500,000 1905 (2.0..... 324,100,000 281,000,000 POLO) 483,700,000 425,100,000 COND *700,000,000 550,000,000 *Estimated. Production of Fertilizers, Etc. Fertilizers Capital Product 1880) 2.5... .. .$ 17,913,000 $23,651,000 W890 0 oa 40,594,000 39,181,000 T9OQ 60,686,000 44,657,000 PO05) Go. 68,917,000 56,541,000 TOTO 121,537,000 103,960,000 OGY ee No data 168,388,000 Explosives Capital Product ARBO fc. $ 6,585,000 $ 5,802,000 1390 |. 8... 13,539,000 11,353,000 1900) 3... 19,466,000 17,125,000 1965 oo. 42,307,000 29,602,000 ADL 50,168,000 40,140,000 HOT ee: No data 42,160,000 Paints and Varnishes Capital Product ASRO es $ 17,333,000 $ 29,113,000 S00) 45,318,000 54,234,000 1900 oo. 60,653,000 69,582,000 MOOD) 6.6 c 0: 75,486,000 90,840,000 ROG 103,995,000 124,889,000 1915 No data 149,049,000 The relationships between the banks and the public in this country are quite different from what they are abroad. In America the banks are supposed to be the custodians of their clients’ mon- ey; whereas in Europe the general idea is that the banks are the investors of the public’s money and oftentimes the public is not quite so fortunate in the choice of its fiduciary. Therefore, in view of this known circumstance, when failure overcomes a bank, owing to bad investments, it is taken as a natural con- sequence and unless absolute fraud can be shown no particular odium attaches to the bank’s officers. In this conutry the law prohibits specifically National banks from owning stock of any char- acter whatsoever. This does not, however, mean that capital is not available for industrial purposes. No meritorious undertaking is ever allowed to suffer for want of the necessary means to develop it. Capital is a greedy monster and seizes upon every opportunity whereby an increase can be expected, and the attention of the investor of the United States to-day is directed in a great measure toward the development of the chemical industry and its allied branches. Chemistry is out of its swadding clothes, and, while it has a great future in most lines, the experimental stage in a great measure has been passed, and it seems to me the chemist should be a proud individual. In the olden days the alchemists sought the easy means of the transmutation of metals. The modern chemist, through his skill, his industry and his research, turns the basest prod- uct into glittering gold. John E. Gardin, Vice President, National City Bank. —_--.-+ + ___ Is Germany’s Credit Giving Out? The German government has depend- ed mainly upon domestic loans for the means of carrying on its gigantic war. It has avoided drawing heavily upon its own people by increased taxation, which they would have severely felt and which would tended to weaken their moral support of the ruling power, and it has not been able or willing to place loans abroad to any great extent. It has sought to induce the people to take patriotic pride in meeting its huge ex- penditures from their own substance, virtually promising that it would be restored by indemnities drawn from their defeated enemies. It looks as though both their substance and their faith in victory were reaching exhaus- tion, and as if financial support of the government might go with these. There seems to be peculiar significance in the report which comes from the Cologne Gazette by way of Amsterdam, that “small investors in Germany are holding back from subscriptions to the new war loan,” without which, that pa- per is quoted as saying, the “war would never have been a great success.” It is also said that “the farmers are afraid that Germany must suffer bankruptcy, owing to the gigantic and ever-increas- ing cost of the war.” This indicates, not only that faith in the promised in- demnities is disappearing, but that the means of meeting the demands are run- ning low in spite of all the privations which the bulk of the people must be suffering. There is no doubt that there has been depressing economy in the living of the people in order that this “sigantic and ever-increasing cost of the war” might be met, and it is not im- probable that the power to meet it is being exhausted. It is something of a mystery how it has been met so long, and on what the vast credit that has been drawn upon is supported. Alkthe real money of the people has been absorbed into the public coffers, and their own exchanges have been effected by a vastly inflated gov- ernment and bank currency of doubtful redeemability. Presumably those con- cerns that have furnished munitions and other war supplies have received to a large extent government obligations and not cash in payment. The military farces may serve for pay of a similar kind, but they must be fed as well as supplied with arms and ammunition. There must be a limit to the ability to supply this support and to the inflation of credit, without a financial explosion. May it not be that the war will be ended by such a catastrophe, and a violent reaction of the people under its stress? —Journal of Commerce. have ee A white lie is seldom as white as it is painted. ings which usually litigation expenses. Y making a Will, legally valid, you save your beneficiaries the exasperat- ing legal technicalities and misunderstand- arise from intestate estates and which frequently eat up such a large part of the funds for legal or Let us serve you in this matter. Send for blank form of Will and Booklet on Descent and Distribution of Property THE MICHIGAN TRUST Go. OF GRAND RAPIDS Safe Deposit Boxes to rent at low cost RN PRUAG SRA CWRU) 2 ax Cs ey 2 Gi GS Nass i aI Universal Valveless Motor Company Employs Expert Manager At a special meeting of the board of directors of the Universal Valveless Four-Cycle Motor company Wednesday evening, Irving P. Miller was employed as chief engineer and production manager of the company. Mr. Miller has a National reputation as a practical engi- neer and mechanic, and is an authority on gasoline motor con- struction, having been connected in the engineering capacity with such well-known concerns as the Pope Toledo Motor Car company, Ricard Engine and Boiler company, Universal Machine company, Toledo Motor Truck company, all of Toledo; the Atlantic Motor Truck company, New York city; Westfield Motor Truck company, Westfield, Mass., and Randolph Motor Truck company, Chicago. Mr. Miller was engineer and superintendent of construction . r iy - for the Toledo Carriage and Woodwork company of Toledo ~ manufacturers of the Trojan motor truck, which won the 9 famous endurance run from Toledo to Grand Rapids a few \ . years ago, being the only thing on wheels to complete the trip through the heavy snow. He brings to the company thorough experience in every department of the motor and automobile industry, having begun when the business was in its infancy and continuing right up to the present itme—through pattern room, foundry, machine shop and sales department. The company feels that it is very fortunate, indeed, to secure so versatile and competent a man at this time. It is needless to say that Mr. Miller is enthusiastic over the ‘prospects of the wonderful Clark-Anderson motor. The \ fact that he left a remunerative position with an old and well- a 3) established concern to ally himself with the new company is the best possible evidence of his faith. And it is the faith of experience and knowledge. GH The company has moved very carefully in the matter of selecting a man for this position, and has not made a mistake. It is handling the matter of location for its plant in the | same careful manner, being in communication with twenty live cities that are ready to make concessions to secure the factory. When the location has been determined upon, it will be as a result of the most thorough investigation from every stand- ae point. : : : 3) The Investment Opportunity of a Life- Time NG Description of motor and company sent upon request —~e 3 Universal Valveless Four-Cycle Motor Co. 406 Murray Bldg., Grand Rapids, Michigan y he a Ss CS 24 Reciprocal Relation Between Educa- tion and Business. It seems to me that the age is po- tential in promise to the business man who has the foresight, the intelli- gence and the vision to see and to appreciate the possibilities that the present day affords. We are living in an era of change. We might say that the conditions are that of flux, ready at any time for readjustment. The things that were novel yesterday are common to-day and to-morrow they will be relegated to their place on the shelf of the museum of an- tiquity. We must be ever ready for change, for such the world is de- manding and such the business world realizes. We are thinking to-day not with limited minds, not with limited vision. We are thinking to-day not as the farmer thought a number of years ago, when our. grandfathers could ride over the rural acres ad- jacent to their homes and in a day’s ride they would come home and tell you what the price of a bushel of wheat or a bushel of corn would be that season. The market was local and they could figure with a reason- able degree of accuracy, what their profits would be at the end of the year. But to-day we are thinking with the international mind; we are thinking in international terms, and before we can determine the probable price of a product that is put forth to-day we must reckon with the re- motest part of the world with which we are in competition. So the hori- zon of business has extended grad- ually and gradually until now it is symbolized by the equatorial circles that surround the great world. I write you in that spirit, as men who should keep in touch with the gradual changes which the business world has offered. You can appre- ciate the difference in the situation to-day from that which confronted even those who to-day reckon their success by having the grasp of the spirit of the times when they were in active business. We are neigh- bors to the world and with the world we must reckon. The time has come, then, when the attitude of the business world must be one of consistency. We are reck- oning more and more with the ulti- mate thought, which we some time must reach, that no business is worth while until it rests on a realistic, hon- est basis. The business world to-day is awakening to the realization that the only business to-day that is of any consequence is on an honest, realistic basis, and we are shaping our policies in consonance with this eternal principle. There is nothing in the world that is worth while un- less there is some good in it. Those who are familiar with Bosworth’s Life of Johnson are familiar with the fact that the time came in the life of that honest old Englishman when he thought he ought to have a wife. So he sat down and wrote to a widow, one Mrs. Cottingham, a proposal of marriage. He said, “I want to make to you three confessions in offering myself to you as a kusband. In the first place, I came from very low birth and parents; in the second place, I have no money, and, in the third MICHIGAN TRADESMAN place, I had an uncle that was hanged on the gallows.” Mrs. Cottingham wrote in reply: “I have received your proffer of marriage and I ac- cept same. I wish to make this ex- planation. In the first place I hold no man responsible for his condition of birth; in the second place I have no money and I do not expect it of the man I marry, and while in the third place, I do not remember of anybody in our family who was hang- ed on the gallows, at the same time I have three or four relations who ought to be hanged.’ - I think Thomas Higginson tells us that is the most interesting court- ship on record. The same thing ap- plies in business, and to the things we are doing every day. The new business world is going to bring such an ethical regime into the activities of business life that we will all feel that we have done some good in the world. Don’t you know that is the secret of life? I don’t care what the occupation of a man may be, how menial it may be, if it has been de- creed by fate that he shall sell soap and candles at the country cross- roads store, if he feels that he is the agent of some product that has hon- estly come to him and he distributes it out to those who need it, he be- comes a factor in the great economy of life and he feels he is an essential factor that can not be ignored or done without and his own business rises in the scale of his esteem. When a man has respect for his business and respect for himself, he has re- spect for his fellowman and for his God. Your business ought to be one in which you believe. There is noth- ing in the world that you can do so well as something that you believe in, through which your conscientious convictions run and with which you are in close and honest companion- ship. That is going to be the new busi- ness. That will make every man feel that he is doing his duty behind the counter or out in the field the same as if he was in the pew of his church. That brings returns from a life well spent and at the close of life we can say we have tried to do good to our fellowmen. That is coming into the business world as the ‘result of the standards you have been establish- ing. Permit me to say it is the busi- ness world that, as much as anything else, establishes the moral standard for society at large; for as the busi- ness world adjusts itself, so will so- ciety at large adjust itself, in accord- ance with the standards established in the business world. We are com- ing to the point when we are begin- ning to realize that honesty and in- tegrity and all that is best in human conditions is reflecting itself in a hu- manitarian way and humanitarian ideas are finding their way into the business world. The man who is working behind the counter, the man who is working behind a machine, has a right to the very best conditions that can be created for him. I believe there is a new spirit abroad in the business world. Wher- ever I find business men who are anxious to know the problems of edu- October 4, 1916 American Municipal Bonds Are tax exemptible in Michigan and free from increased Federal Income Tax. Shrewd investors are taking their profits from their increased business and from the stock market, and are investing in secure Municipal Bonds yielding 4% and 5 per cent. Ask for data concerning the effect on investment bonds of the increase of the Federal Income Tax and show- ing how you can profit from the present market on sound American Municipal Bonds. [;RAND RAPIDS [RUST | OMPANY MANAGED BY MEN WHO KNOW OTTAWA AT FOUNTAIN. BOTH PHONES 4391 Grand Rapids Safe Co. Barnhart Bldg. MIA AR Bank Safes, Bank Vaults Safety Deposit Boxes, Time Locks Fire-Proof Safes, Vault Doors Burglar-Proof Safes Burglar-Proof Chests Jeweler Safes, House Safes Wall Safes, Expert Work TL Only Stock of Safes Carried in Western Michigan Largest Line of Safes Carried in Michigan wae te» 0 ae October 4, 1916 cation, the problems of the boy and the girl—it does not always atrise from selfish motives—asking for a higher degree of efficiency, I know it is because they wish to make men and women out of the boys and girls of to-day. There must be closer co- operation between the business world and education, and that is what busi- ness men should request and require. In the readjustment of business con- ditions which must ultimately come with the close of the terrific conflict across the water, let us see that America has the place to which she is entitled, and let us hold to the idea that “Made in America” shall create a prestige in the rank and file of the people of our great Nation. Two years ago | stood on the mem- orable field of Waterloo. I looked over that broad expanse of what it seemed nature had thrown up as a sort of a stage on which the tragic dramas of life were to be enacted. I tried to believe that that was a scene representative of a century ago. Scarcely had I turned back to go to the city of Brussels to make my escape when the thunder of the can- non and the roar of artillery began to resound. It indicated that the ratchet that was supporting civiliza- tion was giving way and that nations of the earth were precipitated into great caldrons of slaughter. Men, what is the real cure? I am not prepared to prescribe for it to- day, but in some place there is a deep undercurrent that we must find to provide a pathway that we must follow in order to preclude the pos- sibility of the repetition of anything of this nature; and that deep under- current will be that of human service and sacrifice. It will wash away all agencies of selfishness and help us to make life worth while. Let us all unite on that; and I believe we can offer much in the development and evolution of that kind of a thought; so that in education as well as in business there shall be that ethical standard which respects the rights of those with whom we deal and which recognizes the coming of the dawn of a universal brotherhood. John D. Shoop. ——_>-.____ If Your Store Should Burn To-night. The Association of Credit Men has issued to retailers the following ex- cellent reminder of their obligations under their insurance policies: If Your Store Should Burn Up To- Night, Where Would Your Business Be? Your credit is what makes it pos- sible for you to conduct a successful business. This is not a new fact—it is a common saying and a true say- ing. and Your credit will be stronger MICHIGAN TRADESMAN better in every market where you buy goods if your financial statements given to commercial agencies show that you have adequate fire insurance on your merchandise. It is presumed that you have some fire insurance, but here are some questions it will pay you to consider well, because there is always a chance that your place of business may burn up during the night and cause you a serious if not fatal loss: 1. Is your fire insurance equal to at least 80 per cent, of the stock on hand? It should be. 2. How do you know it is? 3. Do you take inventory at least once a year? This is positively neces- sary. 4. How do you determine value of stock on hand at any other time? With annual inventory at cost prices plus freight as a basis, it can be esti- mated, twelve or twenty-four times even oftener There is a simple way of doing this. Do you know how? 5. If you have the co-insurance clause on your policies, do you know just what effect it has on your risk? Are you aware of the fact that in case of partial loss, you have to share your stipulated percentage and that the insurance company will not pay the full claim for damage unless you carry policies equal to or more than the stated per cent. mentioned in the co-insurance clause? each year. 6. Are your inventory. records, your books of accounts and your in- voices of purchases for at least a year back kept in fireproof safe or vault? They certainly ought to be. The in- surance companies are ready to be fair in adjusting a loss—but they must be shown what you claim the loss to be. 7%. Do you realize that you can have your rate reduced if you will make certain important improvements in your premises—water barrels and buckets, hand extinguishers, metal trash cans and packing material boxes, electric wiring in conduits, windows without broken glass, ele- vator traps, sprinkler systems—and perhaps even more important still if you never permit any rubbish, paper or old rags or kindling or paints or oils, to accumulate? 8. Do you realize your insurance policies are definite contracts, and that you are bound thereby? These are pertinent questions and deserve your careful answers. It will pay you to take these questions to your local insurance agent and dis- cuss them with him. If he cannot satisfy you completely, the insurance department of this Association will gladly furnish you the information. We will welcome any enquiries of this kind. Veit Manufacturing Co. Manufacturer of Bank, Library, Office and Public Building Furniture Cabinet Work, High Grade Trim, Store Furniture Bronze Work, Marble & Tile Grand Rapids, Michigan a THE OLD NATIONAL Sys GRAND RAPIDS. MICH. 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 THE BANK WHERE YOU FEEL AT HOME v Cc — “Gear QurisG anes anic WE WILL. APPRECIATE YOUR ACCOUNT TRY US! 25 Strength of Preferred Stocks of Public Utilities Companies depends upon five safe- guards. What these safe-guards are, and how they apply to the preferred stock of the Con- sumers Power (Michigan) those who send for our cir- cular No. R-81. Company is explained for Hodenpyl, Hardy & Co. Incorporated Securities for Investment 14 Wall St., New York First National Bank Building, Chicago OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS Co. tue Tisch 237-239 Pearl St. (near the bridge) Grand"Rapids, Mich. 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 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. WM. H. ANDERSON, President L. Z. CAUKIN, Cashier Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 JOHN W. BLODGETT, Vice President . J. C. BISHOP, Assistant Cashier Se areca a oe eR STE REE MICHIGAN TRADESMAN October 4, 1916 LEAKS AND LOSSES. How an Upper Peninsula Merchant Treats Them. If we had a barrel of vinegar in the store room which was leaking, when would we want to know about it, at once, or at the end of the year. How often should we ascertain our financial condition? The answer should be “often enough to prevent unnecessary losses and to have avail- able results so that we may know at any time where we are at.” I trust, therefore, that when I speak of “financial condition” you will un- derstand me to mean an accurate statement of assets and _ liabilities. These assets to consist of those things which will be converted into cash or which have a cash value to the busi- ness. Stock which has deteriorated or gone out of use or fashion is not a good asset; articles which have declined in value are not worth what they cost; goods of which there is an overstock are rarely worth cost; and so on as to stock. It must represent the equvalent of cash or we are fool- ing ourselves. Unfortunately, we can fool ourselves more easily than we can fool anyone else, so most stocks are overvalued. One of the largest store leaks is the failure to turn the capital often. The average retailer is a poor buyer. It is claimed that fully 90 per cent of all retail stores overbuy. We should keep accurate records, through the use of duplicate sales slips, or other means, of all sales. We will not likely duplicate the mistake, even if we do not prevent it the first time. A wholesaler’s discount of 50 per cent. from list is a loss if the goods will not sell. We shculd not buy for the extra discount alone, but for the profit. I believe every employe in a retail store should be put on a merit basis. The clerk who is not able to sell goods at a profit is incompetent and unprofitable to any store. Keeping them is like letting the faucet remain open in the vinegar barrel—only it is profits and not vinegar which is leak- ing. When a sale is made on credit and no record is made of it, we lose the profit we should make on the sale: the time which has been invested in buying; the time invested in the sell- ing of the goods; the cost of the labor of handling the goods; the cost of keeping them on the shelves, and several other losses, including the big loss the carelessness will cause in other work. It costs more money sometimes to keep incomplete records in an unsys- tematic way than it would cost to keep complete records in the right way.The book-keeping system should be adapted to the business and up-to- date. It should give the exact in- formation needed, as economically as possible. The amount of money lost in the average store every year through mis- takes in figures is large. If we make a mistake in our figures we are sure to lose, whether it is against us o7 against the other fellow. It is claimed by reliable authority that fully 75 per cent. of all retailers figure profits on a basis which gives them from 3 per cent. to 8 per cent. less than they think they are getting, often figuring themselves out of any profit. This is one of the most vital ends of a business. What is the use of selling goods if profit, the whole purpose of selling, is lost in bad methods of figuring prices? If we discount all our bills, the clean profit from this source alone amounts to a neat sum each year. If we do not take the discounts, we lose them, of course. It costs from 5 to 10 cents to de- liver every order sold. If from ten to twenty mistakes are made every day in deliveries, a leak of many dol- John I. Bellaire. The loss in increase the sum lars a year will result. customers may enormously. When we hire a cierk we simply buy a certain amount of his time to be used as we direct. If we direct wrong, or the clerk wastes part of his time, we lose. Time can be wast- ed in a thousand ways. Most of these are under the control of the employ- er. Most of the waste of time is caused by bad methods controlled by owner or manager of the store. When goods are marked to sell for a certain price and it is necessary for any reason to cut a certain per cent., the reduction from the marked price represents a loss. If a cut is neces- sary to make goods sell, it is a loss due to bad buying. It also produces another loss by giving our customers the impression that the original price allowed an enormous profit. Some retailers use too much space to run a poorly worded and poorly arranged announcement. Advertis- ing, properly directed, is one of the most productive expenditures of the modern retail store, but misdirected advertising can be very wasteful or even harmful. We can cut the cost of our store lighting and increase its efficiency by studying the arrangements of our lights. The proper lighting puts just the amount of light where it is need- ed. In some stores a clerk has to walk all over the store to wait on cus- tomers. A proper arrangement of the stock can stop a lot of this use- less work and loss of time to the clerks. This time, which costs money, can be more profitably used. Goods in a store should be placed in their proper places, so arranged where the customer who buys one item willsee many others that he might need in the same line. This arrangement will save much walking for the clerks and help each kind of goods to sell them- selves. Sales books, report blanks, office stationery, statement forms, blank books and pens, ink, pencils etc., cost a neat sum in a year. A big saving can be effected by the proper care and a leak is pretty apt to follow lax methods. Goods which have to be delivered to customers and goods which are purchased by our farmer customers require care in wrapping and packing. Many dollars worth of goods: are damaged or entirely spoiled by poor wrapping and poor packing. Money is wasted each year through the use of larger pieces of paper, paper sacks, and twine than is necessary. Even in a small store the cost of wrapping paper, twine, paper bags etc., amounts to a neat sum _ each year. A careless employe can easily cut a big slice off the profits by wasteful use of these suppiies. boxes Clerks working at small salaries are usually careless, inefficient and thoughtless. They will make enough mistakes any time, but when tired they make more. Unless they work under the direction of a system which makes their work pretty nearly me- chanical, and a close check is kept on their mistakes, they will likely do as much harm as good. It is claimed a regular customer is worth from $10 to $50 a year to the average store. Some customers are worth a great deal more, and some a great deal less. It is very easy to drive customers away. Often it is hard to get them. It is easy to lose a big amount of money through careless handling of customers. Some goods shrink in weight; oth- ers go out of fashion. These facts must be taken into consideration both in buying and in selling. Do not buy too much. Be sure the selling price covers the loss in shrinkage. Be sure of collections—we must have accurate and complete records. The slow-pay customer may not re- mind us if we forget his bill. If he asks for a statement some day, when he has the money, and we can not give him the exact figures at once, then it is our fault if he spends the money for something else. These leaks and losses suggested may apply to our own business. Some of them may cause only a little loss. Some may be swallowing about all the profits. We can not control the markets—the markets control us, but we can control our profits, however, and there is no excuse for our not doing so. We will get there safe and sound if we will regard the little dangers in business, but we are sure- ly pulling against the current with a broken oar when we try to make our clerks get full value by any method other than the most up-to-date. John I. Bellaire. —_—___ 2+. Many a good fellow has an excel- lent memory for faces and a poor memory for debts. The Devil’s Best Friend. I dm aware that there is a prejudice against any man who manufacturers alcohol. I believe that from the time it issues from the coiled and poison- ous worms in the distillery until it empties into the jaws of death, dis- honor and crime, it demoralizes everybody that touches it—from its source to where it ends. I do not believe anybody can contemplate the object without being prejudiced against the liquor crime. All we have to do, gentlemen, is to think of the wrecks on either bank of the stream—of deaths, of the suicides, of the insanity, of the ignorance, of the destitution, of the little children tugging at the faded and withered breasts of weeping and despairing mothers, of wives asking for bread, of the men of genius it has wrecked —the men struggling with imaginary serpents, produced by this devilish thing; and when you think of the jails, of the alms-houses, of the asylums, of the prisons, or the scaf- folds upon either bank. I do not wonder that every thoughtful man is prejudiced against this damned stuff called alcohol. Intemperance cuts down youth in its vigor, manhood in its strength, old age in its weakness. It breaks the father’s heart, bereaves the doting mother, extinguishes natural affec- tion, erases conjugal love, blots out filial attachment, blights parental hopes, brings down mourning age in sorrow to the grave. It produces weakness, not life. It makes wives widows; children, orphans, fathers, fiends—and all of them paupers and beggars. It feeds rheumatism, in- vites cholera, imports pestilence and embraces consumption. It covers the land with idleness, misery, crime. It fills your jails, supplies your alm- houses and demands your asylums. It engenders controversies, fosters quarrels and cherishes riots. It crowds your penintentiaries and fur- nishes victims for your scaffold. It is the life-blood of the gambler, the element of the burglar, the prop of the highwayman and the support of the midnight incendiary. It counten- ances the liar, respects the thief, es- teems the blasphemer. It violates obligation, reverences fraud and hon- ors infamy. It defames benevolence, hates love, scorns virtue and slanders innocence. It incites the father to butcher his helpless offspring, helps the husband to massacre his wife and the child to grind the parricidal ax. It burns up men, consumes wom- en, detests life, curses God, despises heaven. It suborns witnesses, nurses perjury, defiles the jury box and stains judicial ermine. It degrades the citi- zen, debases the legislator, dishonors the stateman and disarms the patriot. It brings shame, not honor; danger, not safety; despair, not hope; misery, not happiness, and with the malevo- lence of a fiend it calmly surveys its havoc. It poisons felicity, kills peace, ruins morals, blights confidence, slays reputations and wipes out that and more. It murders the soul. It is the sum of all villianies, the father of all crimes, the mother of all abominations. The devil’s own best friend and God’s worst enemy. Robert G. Ingersoll. °\9 At an om Avy an October 4, 1916 MICHIGAN TRADESMAN 27 Make Your Grocery More Profitable If you will read these questions and answers, we shall be glad to show you how a complete National Cash Register will solve these troubles. Do you always know that your cash is right? You cannot know unless you have an accurate check on every cent that comes over your counter in exchange for goods. Do you give goods away? You do when you or your clerks “‘forget to charge’’ cus- tomers who buy on credit. In such cases the customers gets the goods and you get nothing. Do you ever pay bills twice? You surely do unless you keep a permanent record of every cent you pay out as a safeguard against mistakes. Do you ever lose customers by billing them after they have already paid you? You do if you depend on memory, or on an uncertain system, to see that customers get credit for the money they pay you. A complete National Cash Register will help you—if you want to make more money; if you want to make your clerks more efficient; if you want to save yourself from worry and work; if you want to get ahead. More than 1,500,000 have been sold. And they pay for themselves as they go. Write us on your letterhead for the little book, ‘““Hints to Grocers.” The National Cash Register Company, Dayton, Ohio 28 MICHIGAN TRADESMAN October 4, 1916 ginnings and their greatest success tons at a time and at prices guaran- in the poorer quarters of the city. teed against decline on any amount The fellows that started them, and we may take out at any time during who run them, don’t allow their the thirty days’ period. neighborhoods to bother them; they We handle all the small vegetables know there is business there, and they in the market, such as beans, peas, THE MEAT MARKET go out and get it. The only time a_ radishes, green onions—all kinds ot butcher can attribute his failure to greens. Such articles as potatoes and the locality he is in—that is, in so cabbage we handle in the grocery de- far as the class of trade he deals with partment. We believe the proper is concerned—is when the poorer peo- place for the meat market is close ple quit eating meat, and that time, to the grocery department. 2 } I guess, will never come. We have just placed an order for Old-Time Butcher to His Son. I often hear butchers kicking about the neighborhoods where they are lo- cated. It is a common thing in the trade to hear a that the only hindrances he finds to building up his trade are the class of people he has as customers and the other obstacles which the locality he is in throws in the way of his suc- cess. Usually the butcher who does this is located in a poor or middle grade locality, and believes that al! would be easy sailing if he could only get where there is Fifth avenue trade. My boy, that’s all a2 lot of bunk. lh a neighborhood is weil populated, and there are not too many. meat markets fighting to serve the number of possi- ble customers within the radius from which they draw them, there’s no rea- son why a butcher should not be able to build up a good and profitable busi- ness just as quickly and as easily as he could were he located in any other place. Boiling the whole situation down, there’s just as much money to be made in First avenue as there is in Fifth avenue—and don’t you for- get it, either. marketman declare Take a case I happen to know of.’ Up here where I am there’s one mighty poor section. Right in the center of that section, and drawing his entire trade from it, is a butcher who has his market there for over fifteen years. During all this time, not only has he made a comfortable living, but if he were to retire to- morrow he wouldn’t have to worry about anything at all for the rest of his days. Show his location to the average man who is starting a new market and he would pass it up ‘in disgust, claiming that there was no chance of any success being won there. And, at the first glance, you wouldn’t blame him for thinking that, either. What's the answer? Simply this: it’s the butcher who makes the neigh- borhood, not the neighborhood the butcher. To be successful the mar- ketman has simply to conform to the neighborhood’s requirements; he has to study its likes and dislikes; he has to know it through and through. When he does this he knows the easiest lines of approach, and it is along these that success lies for him. It makes no difference whether the neighborhood be high class or low class; whether the people you are dealing with are well to do or poor, so long as an opportunity for a mar- ket exists there just so long will a butcher be able to build up a success- ful and profitable trade. Few butchers seem to realize this —judging from the way they talk at least. The fact that Jim Jones over on the avenue has his customers come to him to buy their meat in limou- sines, doesn’t mean that Jim is mak- ing any more profit than Johnny Smith over on the river front, al- though the only limousines his cus- tomers are acquainted with are the baby carriages that they leave in front of his market while they are inside Jim has to wait for his money with a smile on his face, us- ually on the side, for six months and a good many times more; he has to grease the palm of the cook or the butler, or else the meat he is selling will suddenly develop every- thing wrong that could possibly hap- pen to it: and his expenses are us- ually tr ple what Johnnie’s are, while his business does not by any manner of means increase to the same degree. And I'll bet right here that his mar- gin is no better, and that he sweats over his books at the end of a month trying to make both ends meet just as often as the butcher dealing with the poorer class does. Of course, Jim’s methods are not the same as Johnnie’s. Jim does the proper thing to hold his trade as Johnnie does to hold his, but he’s bound by the same limitations, no more and no less. There’s reason why the latter can’t build up his trade be- cause of the neghborhood he is in, until he has exhausted the possibil- ities of his neighborhood, and I have as yet to see a butcher that has been able to do that. One of the biggest chains of mar- kets in New York had ‘its start over on the East Side of that city. The biggest individual market in New York started in the same place, and is still located there, drawing the ma- jority of its trade from people who live in that section. In fact, the most prominent and most successful mar- kets in New York have had their be- buying. wrong Next time you hear a butcher kick- ing about his neighborhood just do a little thinking over what I have said here.—Butchers’ Advocate. > Handling Meats Successfully and Profitably. This a subject that is not a small matter to handle as it is a department dependent upon volume to a great extent. As one of our great writers of Wichita, Kan., once said in an ar- ticle in which he came to the rescue of the meat dealer of his city (no doubt they may have been accused of charging high prices) he had not vet dscovered any of them using limousines nor chartering Pullman parlor cars with, There is a great thought in this remark, one that is worthy of con- sideration. To begin with we have a regular day each week when we place our fresh meat order. We anticipate our wants in this line for about four or five days’ consumption and if neces- sary we place special orders in ad- dition. If we run short of beef there is a man in our locality who will fur- nish us with beef at short notice. We have an understanding with him that he is to furnish us for six months at a time at a certain price. We handle all kinds of fresh meats that can be had. We buy direct from the packers and the best we can get, as we believe it is best for our cus- tomers, as- they feel and have more energy when they consume good meats. We handle all kinds of dry salt meats, bacon, hams, salt com- pound and all kinds of canned meats in tins and glasses. For bacon, hams and dry salt meats, we anticipate our wants about one week, so this will eliminate the shrinkage. For com- pounds we anticipate our wants for one month, buying from four to five to take their vacations - an electric meat chopper, with vari- ous attachments and we believe this will prove to be a very good invest- ment to help us out on a little prof- it. A meat department needs special attention to put it on a paying basis, but it a necessity with most com- missaries. It takes volume to make it pay as most of the goods in it are sold on a close margin, But take the capital all in all invested if you pay strict attention to buying, selling and the care of the stock, the department will not show up as badly as you may expect. Of course, it looks as though there was a big amount of time over the amount made. We use the regu- lar meat refrigerator to store our meats in, but we believe strongly in the up-to-date refrigerator system and think of installing a system of this kind at some future time. We might also state that we quite an amount of fresh pork and mutton from the farmers, as_ this helps us to get considerable trade from the farmers. We try to buy from all of them, as just buying from one party in these lines works a hardship on others. Summing up the whole matter, you must pay attention to the buying, sell- ing, stock and above all have a good meat cutter and one that can make every cut count in a legitimate way. No doubt some day some of the great packing houses may conceive the idea of putting up the steaks, roasts, stew meats etc. in cartons the same as they put up sausage etc., and this no doubt would help us out as we know that meat cutting is an art not master- ed by every cutter, J. C. Ziegler. buy Bell Phone 860 Citz. Phone 2713 Lynch Bros. Special Sale Conductors Expert Advertising—Expert Merchandising 28 So. Ionia Ave. Grand Rapids. Mich. THE 326 W. MADISON ST. CHICAGO ALWAYS OPEN TERRITORY TO FIRST CLASS SALESMEN FIRST AND FOREMOST BUILDERS OF COMPUTING SCALES October 4, 1916 MICHIGAN TRADESMAN 29 — — = =” ~ _ ~~ = ~ = BEHIND te COUNT 14)))) Wan eri o MG: Make Yourself More Valuable to Your Employer. You are the coming bussiness men of our country, To be successful as a business man, however, you must first be successful as a clerk. The most successful business man is the man who can best serve the wants of the people. In every branch of business you are dealing with people. A business man is no more or less than a servant of the people. 4 There is no business that puts you in contact with people like the gro- cery business. If I had a hundred boys to educate for business men, no matter what par- ticular line I wanted them to follow, TI would start them in the grocery business. Think of the wonderful success of Marshall Field and John Wanamaker. They were once clerks, the same as you are to-day. To be successful business men you must know all about every branch of the business you are engaged in, and to glean that knowledge you must necessarily start at the bottom and work your way to the top. The president of any corporation must be thoroughly conversant with every element of his business in order to be successful and gain the respect of his employes. My advice to every young man is: Start at the bottom and work your way to the top. Learn the business you are engag- ed in thoroughly. Don’t change your position for the sake of a dollar or two a week. The boy that is willing to quit one job and take another for the sake of a dollar or two a week will never get anywhere. In most instances every time you take a new job you are starting all over again. This is a handicap. Stick to one job and prosper. Be loyal to your employer and be loyal to your fellow clerk, and ad- vancement will follow. It is Loyalty and Teamwork which win. Successful merchandising is the art of getting the public to prefer spend- ing its money with you. To effect this condition you must give the public the desired cause, and that cause is “Quality” and “Service.” Aside from Quality and Service, the strongest feature I know of to gain patronage is Courtesy. To be courte- ous you must possess an amiable dis- position. Be obliging always. Show your customers that you are willing to put yourself out to favor them. Don’t approach a customer with the idea of getting rid of her quickly. Be will- ing to entertain her. 3e prepared to suggest to her sucn items as will appeal to her desires. If you are busy getting out orders for a certain delivery when a custom- er calls, or if she calls about the time you are going to lunch, don’t approach her as if she were a hindrance. Unless you show her the same at- tention and offer her the same cour- tesy and consideration she demands and is entitled to, it would be better if you would let someone else wait on her. Your salary is governed by the profit you make for your employer. If he doesn’t prosper you cannot suc- ceed. Your employer’s profit is governed by the manner in which you serve your people. In every transaction you make, con- sider your employer’s and your cus- tomer’s interests mutual. See that both profit. Treat the business as if it were your own. Look upon each item in the store as money, and consider it your own money. Be willing to do even more than you feel you are being paid for. Remember: The man who doesn’t do any more than he is paid for never receives pay for any more than he does. Curtail waste. When you see the bananas turning black, or the straw- berries decaying, make an extra ef- fort to dispose of them. Go to the boss and say to him, “Don’t you think we better make a special price on these bananas and a special price on these strawberries to get something out of them before they prove a total loss to us?” Call up a restaurant or a hotel and see if you cannot sell them these goods for immediate use. I have frequently noticed while standing in stores that the clerk while waiting on a customer is called to the telephone. He leaves the customer w thout even excusing himself. He goes to the telephone with his mind set on getting back to the cus- tomer in the store. This is a disad- vantage in two ways: First: It is doing the customer in the store an injustice by keeping her waiting. Second: He does not give the proper attention to the customer on the telephone. If the lady on the phone says, “Send me 50 cents’ worth of sugar and a quart of beans,” he is glad because she doesn’t want more goods. That’s dead wrong. By giving preference to telephone calls you encourage your people to stay away from the store. You show the customers in your store that they can get better service over the phone than by coming to the store. This isa disadvantage to your busi- ness because you know as well as I do that you can sell your customers more goods if they come to the store, because they see the things you have and are attracted by your displays. Therefore, you should encourage them to visit your store all you possibly can. When talking to a customer over the phone, say to her, “Mrs. Smith, we have some very nice prunes. I would like to‘have you see them. Won’t you drop in when you are down this way?” While it is an advantage to your customers to come to store, there are of course some who prefer ordering by phone, and you want that business and you can make it valuable. In taking orders over the telephone get your you should not simply go to the phone - with the idea of getting an order. You should have at your tongue’s end something special to suggest. Always be pleasant to your cus- tomers, particularly on the telephone. I suggest that you have a bulletin beside your telephone, listing various items you wish to feature We have a special slate you can use for this purpose, and will be glad to send you one free on request. This bulletin -should be changed every day or every other day. When a customer phones in an or- der for 50 cents’ worth of sugar and a quart of beans, say to her, “Mrs. Smith, we have some very nice straw- berries.” If she orders a quart of strawberries, then say to her, “Have you ‘ever tried our brand of canned peas? ‘They’re_ delicious.” (In suggesting these various art'cles name one at a time). In view of the efforts mail order houses and soap clubs are making on coffee and tea, you should especially feature these items. You should be conversant with the customers who are not buying coffee and tea of you. Consult each customer’s Account and see what items she is not buying of you. If Mrs. Jones is trading at your store but isn’t buying her coffee and tea, make an extra effort to sell her coffee and tea when taking her order. Say to her, “Mrs. Jones, are having lots of compliments on our coffee. I would like you a pound. I know you would like it If you suggest it in the right way, the chances are ten to one she will let you include a pound of your cof- fee. It is especially important to show added courtesy and consideration to new customers. Whenever you see a strange face in the store, make an ex- tra effort to wait on her promptly and please her. If she receives better treatment at your store than at the store where she is accustomed to trading, you will get her business and thus make your to your em- we to send services valuable ployer. Always remember: who serves best. Last but not least: Practice econo- my. No matter what amount of salary you draw, save a little of it. If you are drawing $10 a week, make it a point to lay away $1 for a rainy day. You will be surprised how interest- more He profits most Save. ed you will become in your savings account and how rapidly it grows. It is the continued practice of what I have cited to you that will make you more valuable to your employer and to become a better busi- Paul Haserodt. cause ness you man. eee It is all well enough to begin at the want to go up a river. beginning—unless you Wilmarth show cases and store fixtures in West Michigan's biggest store - In Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants 1542 Jefferson Avenue Wilmarth Show Case Company Grand Rapids, Mich. { Made Jn Grand Rapids) 30 MICHIGAN TRADESMAN cy Caste eZ Sos PS =_ What Do We Deem of Greatest Im- portance? Written for the Tradesman. The Whipples, a mother and daugh- ter who live together and have known for some years, recent- ly moved to another town: Since ] like them and feel very friendly to- ward them, I have been sorry—I can not say that I was greatly surprised —to learn that they left a grocery bill of twenty-four dollars, two years whom I old, unpaid. Mrs. Whipple and Stella are not dishonest. They would not defraud anyone of a penny by deliberate in- tention. There is nothing of the dead beat or the adventuress about either one of them. They are thoroughly nice both are church members. All they have is what Stella earns as a stenographer and a few dollars a month income which Mrs. Whipple receives from a little prop- erty she owns in another state, so their resources are very limited. As a rule they pay their bills promptly. I believe that this account with the one grocer is the only indebtedness they have failed to meet during their residence in this place. The firm Stella was with went out of business, and it was a few weeks before she secured another position. During that interval they got behind. They paid for all later purchases of this dealer, but never succeeded in dis- charging the debt incurred while she was not earning. They live in a quiet way, but still they always rent a nice apartment, dress well, and indulge in many little entertainments and in occasional out- ings. Why didn’t they pay Mr. Hal- loran his money? They might have done it. They could have cut out a few good times. They could have saved on their clothes and hats and still have been perfectly presentable. As Mrs. Whip- ple is very handy with her needle, she could have learned that small amount of money in a short time, sewing for acquaintances who would have been glad to secure her help. Her light housekeeping leaves her many hours of leisure. She does quantities of crochet work for her own and Stella’s under wear and to own and Stella’s underwear and to the skill in her fingers into a little ready cash? The only reason why the Whipples have neither saved nor earned in some such ways as those spoken of, is because paying that old bill did not seem to them of sufficient impor- tance to make necessary any change in their habits, or the sacrifice of ac- customed pleasures. They could have paid had they really cared to, but the women and little pleasant things seemed to them more essential. If they were to get a windfall of five hundred or even of fifty dollars, they would write a check for Mr. Halloran at once. But they can not bring themselves to ‘save nickels and dimes for the sake of pay- ing him. What do we regard as the impor- tant things in life? This question is old as the hills, but if we stop and consider it we are likely to find sur- prising answers. Most of us, if we were asked it, would reply readily, naming the things that we think ought to be regarded most essential, as honesty and uprightness, devotion to one’s family, and the like. Our the- ory would be faultless. Trust us to rattle off a high-sounding string of virtues. But our practice may be vastly different from our theory. As I sit writing and look at the houses where live some of the women I know, I apply the question. In that gray two-story house on the corner, what does the mistress there con- sider most important? Candor com- pels one to answer, “The eats.” After the elementary morals, appetizing victuals rank everything else at that place. Health, digestion, reading, re- creation, self-improvement—all are sacrificed to high living. Do you see that little green bunga- low there on the south side in the middle of the block, with everything around it so spick and span? Neat- ness and order are that woman’s hobbies, Unceasing toil with dust mop and scrubbing brush, and no real comfort for anyone. The woman who lives next door to the green bungalow puts clothes ahead of everything else. No matter how slim the fare, no matter what else has to be gone without, she and her fam- ily always are dressed in the extreme of fashion. She sits up nights to sew and’ practices all manner of wretched little economies in order to achieve her one great desire. Very different is the woman living in the brown cottage just across the street. She is so anxious to lay up money that she begrudges every dol- lar spent for new apparel. Her hus- band and sons—the latter now nearly grown—are constantly humiliated by her shabby appearance. Her teeth have been in dreadful shape for years, but she is too saving—stingy, many call it—to have dental work done. Yet her bank account grows amaz- ingly. Off in another direction I see a lit- tle white house where an only child, a pretty girl of 16, is the mother’s idol. Lucile must have everything that dotingly unwise fondness can think of. The husband’s earnings are spent freely for luxuries for the daughter. ‘“Dad’s” mission in life is to bring home pay checks. Anything is good enough for “Dad” and “Moth- er’—nothing is quite good enough for Lucile. As might be expected, the young lady is badly spoiled and extremely selfish. In an elegantly furnished suite in a fine apartment house a few blocks away, live a young couple whose sole aim is to be in the swim of fashion- able society, As it happens, while many of their friends are wealthy, they have nothing but the young man’s salary, and this is not large. They are under a constant strain to put up a front. Debts are accumu- lating, yet they can not bear to give up the mode of life which they fool- ishly have begun. They are not yet ready to abandon the strugele. We must not condemn any of these too severely. The persons mention- ed are simply examples of a tendency —very human and so common that no one of us is entirely free from it —that of making some one aim or hobby the great end of life, to the neglect of other things that are equal- ly essential. It is a good plan occasionally to ask ourselves what are the things which we deem really important. How shall we know what these are? By two unfailing tests. What we spend our money for freely, and what we always find time to do, we may be sure we regard as genuinely im- portant. We are apt to think we can afford what we want very badly. Families having the same income will October 4, 1916 Just a Delightful Change of Flavor is MAPLEINE It reveals a taste which sur- prises all novices. Sell MA- PLEINE. It will improve your business—it will create de- mand. Order from Louis Hilfer Co. 1503 Peoples Life Bldg. Chicago, Il}. CRESCENT MFG. CO. Seattle, Wash. 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 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 oston Breakfast Blend —Splendid Quality ata Moderate Price Judson Grocer Co. The Pure Foods House GRAND RAPIDS, MICHIGAN zt a awe October 4, 1916 show the widest difference in expendi- tures. Toone woman a fifteen dollar hat would be an extravagance not to be thought of. To another, no richer, it is simply a necessary item of the wardrobe. To the person of parsimonious inclination, what he or she may be willing to do without in order to save money, may be the test of what is considered important. The moral of all this is plain—so obvious that it scarcely needs to be pointed out. It is that when we put excessive emphasis on one thing, we ‘are sure not only to overdo that, but to fall short on other things that are just as necessary, Quite a number of duties have claims on us that are practically equal. The problem is— and it is no small problem—so to ar- range our scheme of living that we can, under all ordinary circumstances, keep our bills paid and give just enough and not too much attention to such things as cooking and clothes and neatness and savings accounts and even to so precious an object of devotion as an only daughter. Quillo. —__>-->—___ Increasing the Efficiency of Clerks. I do not know any place where the Golden Rule will bring greater re- turns than when applied by the mer- chant to his sales force. The merchant should remember that his sales force is made up of men and women, human beings, fine- ly woven together with a set of high tension nerves, adjusted by the hand of the Creator, and he should not fail to remember that enthusiasm is the electrical current which supplies the pulling power of this human mechan- ism. It is all very much like the electric battery in your automobile. You must continually recharge the battery if you expect the engine to start when you press the button. If you are continually drawing off the current and fail to recharge, sooner or later you will find you have a weak battery which will not respond when you press the button. When the merchant comes into the store in the morning with a well- developed grouch and fails to greet the sales force with a pleasant good morning, he draws off just a little of the current of enthusiasm. Pro- ceed down the line and reprimand before the entire crew one who has made a mistake and you draw off more current; fail to give praise where praise is due and you fail to recharge the battery. The very best recharging machine on earth for this human battery in the sales force is a cheerful, kind, good-natured mer- chant—one who believes in and prac- tices the great fatherhood of God and brotherhood of man. When the inventory is over and the balance sheet is out, and the showing made is good, tell your crew about it. Let them know and feel that they have helped to make it so and that because they made last year good you have reason to expect and to know that they will bend every effort to make this year better. Pin your flower on them on this side of the grave. Make each feel that he or she is a part—an important part— of the store machinery; that you are MICHIGAN TRADESMAN depending on him to do his part when the wheel turn round to his cog, and he is sure to respond well, if you have used care and good sense in selecting the raw material. When goods are to be bought, con- sult the sales force in the department expected to deliver the goods. In this you wiil inject into them that quality of enthusiasm which is very necessary in the selling end. If it should happen, and it most surely will, that when your clerk is trying to make a sale, you pass along and the customer appeals to you for a lower price, never change the price made by the clerk, at least do not do it then. To do so injures the cus- tomer’s confidence in the clerk as well as the entire store system. It injures your own influence with the clerk, and can only create more troubles along this line which sooner or later must be eliminated or the confidence of your trade in your en- tire store crew is ruined and reduces the usefulness of your clerks to the minimum. On the other hand, when so ap- pealed to for a better price than that made by the clerk, let your reply be that the price named, which is shown on the article in figures so plain that “the wayfaring man although a fool need not err therein,” is what you think the article is worth; otherwise it would show a different figure and that the clerk has just the same right to change it that you have, and that you think the price is right not only for him but for anyone caring to make a purchase. This reply will recharge the clerk with enthusiasm for the confidence in him shown, and confidence for the customer in the clerk, in the mana- ger and the entire store system, for the customer is sure to think it is right, simply for the reason that it is right. In conclusion, I would sum the en- tire matter of increasing the efficiency of your sales force in these few words: Give your sales force exactly the same treatment you would like to have from your superior officer under the same conditions, and you are sure to increase your business. C. C. Jackson. ——~+-2 ___ Dealers in Bad Food Cannot Be Citi- zens, Citizenship was denied recently in Chicago to two men who had been convicted of violating the pure food laws. Judge Rogers held that by their offenses the applicants had proved themselves to be undesirable. They had not only acted contrary to good morals, he pointed out, but had en- dangered public health as well. The applicants rejected are Morris Bress- ler and Joseph Gratz. Bressler was convicted in January, 1915, of selling rotten eggs for food purposes. He was fined $200 and costs. In the last six years Gratz was twice convicted of selling unwholesome meat to poor people in his neighborhood. “The law of the United States,” said Judge Rogers, “requires that persons be of good moral character before they receive the high tribute of citizenship. In both of these cases the applicants are not deserving of citizenshin, as they have during the last five years not only behaved in a manner contrary to good morals but also endangered the health of the community by selling products unfit for food.” At a former session of naturaliza- tion court Bressler and Gratz were called for final examination on their qualifications, but their continued, pending an investigation into their records. When Judge Rogers denounced them as unfit for citizenship Bressler accepted the court’s decision without demur, but Gratz tried to make an “explanation.” Judge Rogers’ sharp questioning forced admissions from Gratz that he had been found guilty by a jury and that fines had been imposed upon him. cases were ——_+-~> The patient seldom knows anything about the medicine the doctor gives him—and often the doctor either. doesn't, Man wants but little here below, but a woman wants everything a little below its cost. 31 ———— ee The Reputation and Standing of Walter Baker & Co.’s Cocoa and Chocolate Preparations Have been built up by years of fair dealing, of honest manufacturing, an unwavering policy of maintaining the high quality of the goods and by exten- sive and persistent advertising. This means for the grocer a steady and increasing demand from satisfied customers, in the long run by far the most profitable trade. Registered U.S. Pat. Off. The genuine Baker’s Cocoa and Baker's Chocolate have this trade-mark on the package and are made only by WALTER BAKER & CO. Ltd. Established 1780 Dorchester, Mass. es The foo: For Sale by All Wholesale Druggists TANG hina) | at those she wuld s whom insomnia keeps awake @ a al 7 =o ae BREWINGCO. | ara anna na citi 32 MICHIGAN TRADESMAN October 4, 1916 | Sines SIO ee S| ! AK W Michigan Poultry, Butter and Egg Asso- clation. President—J. W. Lyons, Jackson. ee Hurley, De- troit. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Checking the Bet on the Egg Mar- ket. Eggs were too high—everbody had that settled conviction. And the worst feature of the situa- tion was that prices were constantly creeping up day after day. They had been cheap—relatively dirt cheap—at the beginning of the season. Their cheapness, coupled with the fact that they were all fresh and good, had stimulated a tremendous consump- tion, and that could have but one re- sult on the market when the time came for the big movement into stor- age. From $5.40 per case the market had crawled up to $6.80 on ’change to- day for spot delivery of round lots. By the middle of the afternoon sell- ers were asking 5@7%c per case above the closing figures posted on *change at the end of the day’s ses- sion, which was dominated by the bullish element among the trade. A regular procession of messenger boys had been filing in;and out of Nast, Haig & Co.’s place all day. Telegrams! Heaps of them lay on “Hen’s” desk. Some of them were un- opened. Most of them were unan- swered. What was the use? Plenty of eggs were available, but values and prices had become so estranged that it seem- ed impossible to get buyers and sell- ers together. “Can you buy 4,000 cases storage- packed firsts, six-fifty? If so, close trade; wire promptly!” ran a telegram that came at 4:15 from a Philadelphia customer. “Hen” tossed the messaye on the end of his desk where a healthy bunch of similar wires were lying that had come during the day from various Eastern firms, all wanting eggs, but below the market! Per con- tra, asking prices at country points were as high as in the big markets. “Raw” Haig (his first name was Rawson) walked in from the street with a springy step, whistling like a school boy. “Just bought two cars at six-eighty- five,” he chirped. “Sell ’em quick,” snorted “Hen.” “Sell ’°em! Man alive! I’m looking at a couple more cars at six-eighty- five,’ Raw” shot back with a look of surprise. “Hen” reached for 2 cigar and light- ed it nervously. “Told you we better grab off a hundred thousand or so cases around six-seventy-five,” “Raw” continued, as he scribbled a memorandum of his purchase and handed it to the book- keeper. “Hen” was sitting sphinx-like and said not a word for a few minutes. Slowly he arose from his desk, walk- ed to the closet, put on his coat and hat as punctilliously as if he were heading for a reception in his honor. “Raw,” he began as he turned fac- ing his partner, “I’m going to check this bet on the egg market—I’ll beat this bull crowd into a corner to-mor- row, Don’t ask me now how we'll do it—I haven’t time to go into de. tails. I’m going home to have a good night’s sleep. I want you to do the same. Meet me here at 7 o'clock sharp in the morning—rain or shine —7 o'clock.” The last words were spoken as “Hen” passed through the door to the street. So suddenly, so quietly had he gone, it almost seem- ed he had vanished into thin air. “IT wonder what the devil he has up his sleeve now,” “Raw” mused as he glanced nonchalantly towards the book-keeper. “I fear Mr. Nast is going to worry himself sick,” returned the accountant. “He is very pale, and hasn’t had a bite of lunch all day,” he went on in ex- planation of his fear that the re- sourceful old boss was on the eve of dragging down some dire calamity upon his head, long since bald from worrying over eggs. II. Precisely at 7 o'clock the next morning the two members of the firm exchanged greetings as they came into the office. “Raw” was whistling and cheerful. Apparently he had car- ried out instructions and had gotten a good night’s sleep. On the con- trary, “Hen” still wore a half-worried look. He seemed weighted down as though Atlas might have tired of his load and suddenly shifted the well known globe onto “Hen’s shoulders. How typical of men directing big events! : Wires! They were still coming galore—sellers all asking more money for eggs, and buyers slow to follow the advance, as for the past few days. ““Raw,’ we’re going to bust this egg market to-day,’ “Hen” blurted out. “Bust it—how?” “Raw” grunted. “Sell ’em = blind—sell ’em_ blind!’ “Hen” shot back as he banged his desk with his clenched fist to em- phasize that the moment had arrived for action. “We'll get out forty or fifty wires right now to the East, of- fering ten to twenty cars of storage firsts for future delivery at six-and- a-half. The first thing we’ve got to do is to throw a scare into New York, Philadelphia and Boston, and the only way to do it is to discount the future market. Those Eastern fellows will relay this dope back to every Western shipper before noon. That will turn the trick.” “Hen” stopped sharply and gazed at “Raw.” “You’re not well to-day—you bet- ter go home and rest, and if you don’t feel better by to-morrow, cali a doctor,” “Raw” ventured cautious- ly, for he was beginning to feel ap- prehensive over “Hen’s” state of health. There was no response, but “Hen” was already carrying out his plan of action by writing a telegram. When he had finished he handed it to “Raw,” then grabbed a blank sheet and be- gan making up a list of people to Grand Rapids Store Fixture Co., Inc. Better equipped than ever to “outfit’’ your store with new or used floor or wall cases, scales, cash registers, coffee mills, refrig- erators and soda fountain supplies. The Place, 7 Ionia Ave., N. W. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food so of every State and of the United S Manufactured a Wells & Richardson Co. Burlington, Vt. GOLD BOND PACKED IN C a CASES é R R | | AN Manuf'd by 2 Qy AMSTERDAM Z E D BROOM CO. AMSTERDAM, N. Y. E GOLD BOND Use Half as Much Champion Motor Oil as of other Oil GRAND RAPIDS OIL Co. Watson- Higgins Milling Co. Merchant Millers Grand Rapids, Michigan Owned by Merchants Products Sold Only by Merchants Brands Recommended by Merchants Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Live Poultry in excellent de- mand at market prices. Can handle large shipments to ad- vantage. Fresh Eggs in good de- mand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common plenty and dull. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to the People’s Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere. Both Phones 1217 SEND US ORDERS ALL KINDS FIELD SEEDS Medium, Mammoth, Alsyke, Alfalfa Clover, Timothy, Peas, Beans MOSELEY BROTHERS Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. ~ 4 ee ee sissies aati ? ’ es 5h ARNON Hi = Ste « » * Psp is October 4, 1916 whom the wire was to be sent. He never wrote so fast before. “Great jumping Jehosophat!” “Raw’ shouted; “you’re going to land us on the scrap heap. Do you realize, ‘Hen,’ we stand to lose $150,000 on that offer to fifty firms? They’re all sure to come back and take us up at this low price—six-fifty a case—my—my—it’ll break us,” he stammered as he mop- ped the cold perspiration from his brow. “Hen” rang for a messenger, He folded up the wire which his parner had returned with a trembling hand, put the message and list into an en- velope and dropped it into the ac- customed box outside the railing, Turning to “Raw,” “Hen” observed he was shaking like an aspen leaf. “Be calm, young man—I don’t care if every mother’s son of them comes back and takes every egg offered, which I’m sure they won't do—they won't dare do it—we can buy in more than enough to fill cur contracts be- fore time for delivery. I’m specify- ing September to December at our option. You see how this market is going. Right now there’s no top to it. Later on there’s going to be no bottom. Production is the heaviest ever known. It’s high time somebody took the bits in his teeth and brought the trade to their senses. All these high-priced eggs have got to come out of the coolers and be sold later, and unless they can be put in at a price that will allow them to be taken out at a profit, we’ll get on the shori side of the market. That’s where the profit lies,” he finished abruptly, and sat down. “But that’s nothing more nor less than crazy speculation,’ stammered “Raw.” “We simply can’t afford to take such a chance, ‘Hen.’” “Crazy speculation! Td like to know how speculation could be more crazy that it is now running,” “Hen” returned. ‘Here we are trying to buy eggs for more than we can sell them. There’s a mortgage nowadays on every egg before it is laid, and a dozen buyers are chasing every farm- er for whatever he has to offer. No- body, not even the farmer, benefits in the long run from this practice. The most we've done for the past week or two is to help put Western Union on a 10 per cent. basis. The trouble is there’s only one element at work in the entire market—the bulls. If eggs were selling at $30 a case it wouldn’t add a dozen to the possible production. What we need to even ups our chances to make some money is to get prices back in line with val- ues,” he explained in a softer tone of voice, for “Hen’s” face was lighting up with a smile. “Well, you can have your fling at breaking the market. I don’t want any of this short selling or price- cutting in mine. As soon as the book- keeper comes in I am going to have him figure up my account, and Rawson Haig will draw out his interest in the firm this morning. I hate to do it, ‘Hen, but my mind is made up and I’m not going to change it.” “Raw” grinned a sickly smile as he waltzed out of the office, leaving “Hen” seated at his desk opening a MICHIGAN TRADESMAN stack of fresh wires which a mes- senger had just handed him. Ill. It was early in October when “Hen” returned from his vacation. Most people were not back on the job— that is, those who had jobs to which they might return. This is by way of saying that business conditions were not at their best, and quite a few people were running unattached. Incidentally, consumption of stor- age eggs was slightly below par. Somehow, the production of fresh eggs had kept pace fairly well with consumption—neither was brisk, so it was a stand off. Moreover, the latest warehouse report showed a raft of eggs—a few more than the previous year’s big holdings. What made matters worse was the fact that withdrawals from coolers were being handled in obedience to that biblical injunction which declares it is more blessed to give than to receive! “Hen” was fully recuperated from the strenuous round of financing he had encountered some time before. How he ever stood the jibes and thrusts of pretty nearly everybody in the trade—aye, how he ever held his own partner in line—I don’t attempt to explain. The point is, he had survived. And to-day he was light spirited. It was he that was doing the merry-making —he walked from the station to his. office whistling, although he hadn’t heard a word about eggs while away. “Our Pittsburgh friends want to settle on those twenty cars. There were two long-distance calls from New York yesterday. They’re all asking how much we want to let them off.’ “Raw” began when _ his partner entered the office after his re- turn, : “They want to settle, do they? How much profit have we?” “Hen” smilled. “There’s 50 cents on twenty cars, and 60 cents on twenty more to Ben- ton and to Riley. P. Rock wired from Kansas saying he is coming to see us. I think we better begin settling with them all, don’t you?” “Raw” queried. “Whenever they’re ready to lay down, ‘Raw,’ let ’em cash in. We'll have enough profits on the season to tide us over.” It was “Hen’s” way, for he never wanted to press anyone beyond what he considered a sport- ing limit. “They all figured they were buying eggs—and they did buy real eggs, too, if they want them. But what they were doing last April was buying on the future market. They put the bet up to me, and I checked it. They didn’t realize it them, but I suppose it is clear to most of the trade now. They made a bet. I checked it—that’s all.” “Raw,” smiling, replied: “Vou certainly did.” “Next year some of them East and West will check it themselves, may- be,” “Hen” nodded.—Wm. T. Seibels in Ege Reporter. +> What’s the Use? Daughter—Father, our domestic science professor is teaching us how to spend money. Parent (interrupting)—-Why doesn’t he teach fish how to swim? Quality Guaranteed . er ee Taal ™ " - pee ~ oe tt a GUARANTEED? PURE pee een BRAND PEANUT BUTTER NET WGT. 7 OF. MANUFACTURED BY Ra EL CARM fe ME GRAND RAPIDS. MAee: Actual size 7 oz. Packed 2 doz. in case. Retails at 10c. This 10c jar is identical with Na- tionally Advertised Brands _ selling at 15c. Our packages re- tailing at 15¢ and 25c are equally at- tractive. Nice profit for dealers. Ask your jobber. See quota- tions in Price Cur- rent. Made in Grand Rapids. The Bel-Car-Mo Nut Butter Co., Inc Grand Rapids, Mich. Responsibility for Good Service cc telephone service depends not only upon the tele- phone equipment and the skill and intelligence of the telephone employees, but also to a greater degree upon the cooperation of the telephone users. The person calling assists in obtaining good service by always being sure to give the operator the right number. The operator assists by answering the caller’s signal promptly and by quickly and accurately giving the desired connection. The person called cooperates for good service by answering promptly, and each one helps materially by speaking distinctly and by practising courtesy and patience under all conditions. Michigan State Telephone Company ohana aOR ATARI VR ION LEE REPRE SENET TIC SE LERETC LE SEIN LD BERET TEE ET TT NCO IIOS 34 MICHIGAN TRADESMAN October 4, 1916 STORE ATMOSPHERE. Advertising Should Convey Warmth, Cheerfulness and Welcome. Webster defined the verb to ad- vertise as “to make known.” Later on some gentleman broadened upon this definition and said that ‘“adver- tising is salesmanship on paper.” But advertising has come to be more than this to-day, for advertising, as we understand it, is anything that creates an impression of a person, a thing or a business, and advertising, if it attains its highest purpose. creates a favorable impression, creating also desire and aiding in its fulfillment. Salesmanship attempts to create a desire, for generally the pro- vince of a “catch a good order” and let it go at that. But advertising than this, for its purpose is to gain atten- tion, to interest, to instruct, to sell and to hold the attention and the re- gard or favorable impression it has made upon all who come under its influence, Retail advertising is particularly informative and, consequently, it touches upon almost every phase of the retail business. seldom salesman is simply to does more In its application one comes across problems of art and literature, me- chanics, draftsmanship, business ef- ficiency and management, merchan- dise and merchandising, store meth- ods, store service and store policies, crowd-appeal, even telepathy. For instance, let me illustrate: We all know something about telepathy: At least enough al that one highly developed mentality can communicate with another with- out words, looks or gestures. If minds are able to communicate with psychology and about it to believe one another. can not a business com- municate with its public in ways just as subtle, for business to their public surely these ways are a study under the caption of advertis- ing, for have we not said that adver- that creates an impression of a person, a thing or a business. and if there are such ways communicate with tising is anything Steps in Psychology. Now, advertising also touches the subject of Although psychology may seem to some a mys- terious, impossible-looking word, ev- ery successful merchant applies some of its fundamental principles in his daily business, whether he knows it or not. psychology. For instance, when you hear some woman say: “Why, 1 trade at Smith’s, I don’t know just why but everything seems to be so nice there,” put it down that the answer may be found in the primer of psychology. For her to have such an impress‘on or sensation when the thought js shopping, there has been created in her mind a mental picture of Smith’s, his advertising or his store which is so pleasing to this woman that she holds Smith’s in her mind with favor whenever she has a thought that comes under her men- tal classification of stores, methods or merchandise. subconscious persons, Again, psychologists tell us that a mind can not picture a thing without identity. For instance, try to think just dog or house and we find that it can not be done, for before we can mentally visualize dog we must call to mind some particular dog; before we can think house we must think of some particular house we have seen or imagine. Now apply this principle to busi- ness and we find that we can create an impression in a person’s mind through advertising, that will at once force that person to visualize our store, when he or she is thinking “store.” Now all these matters are met daily by any advertising man or business man who is keen for analysis, and they do their share in making ad- vertising an interesting study indeed. We, of course, can easily see that advertising touches upon all the ma- terial features of a business. We must know merchandise, know the business romance of it, and be dream- ers enough to have that imagination from which we may weave the fabric of an interesting story. And, then again, we must have matter-of-fact common sense to leaven this imagina- tion with the practical features of business. In fact, while a store’s advertising should impart information, should help create desire and should definite- ly direct in its fulfillment, it should be a mirror of the store, and, conse- quently, touch upon every material feature of the business while its get- up and make-up are touching upon art and literature on the one hand, and cold type. brass rules and pica slugs on the other. There are a few simple rules which underlie the foundation of advertis- i We apply them in this way: an advertisement should, first, be like a news-story in any news- paper. It should attract attention with its headlines or its illustrations or both: next. it should engage inter- est. After that it should go beyond the usual news features, because it should inform and convince and turn conviction into action. In order to attract attention, we put the “surprise element” in the head-line. In order to engage interest, we carry this on in proper sequence inviting the read- er to continue his or her attention by using short sentences at least in the beginning, and making those sen- tences interesting and informative. Then, in the usual order and with the usual logic, we develop the interest into carefully constructed argument, finally carrying this argument to a point where we hone it will bring about conviction and action. Creating a Store Atmosphere. We try to create en “atmosphere” around our advertising that will re- flect the atmosphere of the store it- self, so that a person picking up a newspaper, in which our advertise- ment appears, will consciously or un- consciously get a fairly good mental picture of our store, helping in this way to create the desire to trade with us. This is accomplished in several ways—by type style, by continuity of pleasing illustrations, by the style of our writing and the way we write ing copy. of our store and the way we man- age it. In fact, we always like to look upon our advertising as the mirror of the store. We feel whatever else it may be that it is for us as a_ never-tiring stream, here laughing and sparkling over the rocks, there deeper in a quiet pool, but always the same hap- py, beautiful good-natured stream reflecting this store’s business life. Indeed, we try always to make our advertising a straight, frank, un- equivocal written presentation of the spirit and ideals of our business. As it came into being with our store itself, it is an integral part oi our store-policy and from its very inception it was addressed to the common-sense and_ self-respect of every person who patronizes’ the store. Its purpose is to appeal to discrim- ination, that those who think will, through reason, rely upon our pub- lished word as they would upon the word of any other friend, and others will rely upon it, because they have faith that this store would not under any circumstances take advantage of any person’s lack of shopping exper- ience, Our advertising is written remem- bering that intelligent men and wom- en know that an organization of this kind must have scientific, highly ef- ficient merchandising machinery, con- stantly in operation—and that, there- fore, when the phrase “unusual value” is written it can and does represent a concrete and dependable statement of fact to the purchaser. In the matter of fashions and all thereto appertaining, our advertising follows the authority of all the best sources of style, but we leave it to our customers to accept or reject as they see fit. We do not try to force a fashion upon them any more than we would try to force some out-of- date goods or merchandise not up to the right standard of quality. In the matter of furniture, house- hold devices, honest analysis is always given—of their elements, their oper- ation, their advantages over others. But this advertising, even though an inalienable part of each branch of merchandise, is not, we _ believe, merely a bald statement of fact, and unattractive because of its sheer strength, Although no empty, high-sounding phrases are used, no convolutions of rhetoric permitted to obscure the real character of the merchandise, it is our constant endeavor to use a phrase- ology that will convey our “merchan- dise” ideas, clearly and pleasantly— that these ideas in themselves may be a reflection of the atmosphere of our store and the spirit of its service Rather, then, is our advertising a “news story,” fresh, interesting, new- ly informed from day to day because it has to do each day with the new. refreshed offerings of this store, and, like the editorials of a trusted news- paper, this advertising is purposed to mold the merchandise opinions of an intelligent patronage, a patronage that has learned to put implicit faith in the honesty and trustworthiness of this word. Now, I think, many of these prin- ciples of advertising are to be ap- plied to any business, large or small— for advertising is a service in itself because it is part of the service of any store to inform its customers of its daily happenings, of the things that are new, and of events of a prof- itable and educational nature. To- day a store’s advertising largely takes the place of that personal element typical of the old “one line” store where the proprietor had the oppor- tunity of coming in contact with his customers, one by one. If the advertisement contains warmth, cheerfulness and a welcome written in between the lines it makes the reader believe that the message has gone out to him or her direct, and it leads the reader to believe that it is a message from his or her store, which it is, whether all this is ex- pressed in the first person and to the party personally by the proprietor of the store or not. It is the “atmosphere” which the advertisement carries with it that ac- complishes most, and atmosphere is after all only another word for per- sonality. If a man has a personality strong enough to carry throughout his store, whether it be a big or little, a per- sonality that his clerks can see and unconsciously acquire that man has an “individual” store. store’s spoken and -published He in his business is applying the Principles we apply in advertising, whether he knows it or not. He. having a personality, allows it to be- come the “atmosphere” of his store— and that personality, being liked. forms the favorable mental impres- sion of the store in the minds of those people who come into it to trade. Then if his store advertises, and the principles of advertising as I have put them down are applied, that “at- mosphere” is carried on and on in broadening circles until all who come in contact with his advertising know his store almost as well as do those who come in contact with his store, itself, or him, personally. J. R. Parsons. The Grocer. Who feeds the inner man each day? The Grocer. : Who hopes the outer man will pay? The Grocer. Who puts your foodstuffs in a sack And sends you on your homeward track Not knowing when he'll see you back? The Grocer. Who closes up each ni ht and si 2 : The Grocer. . ——— Who goes to bed with heavy eyes? The Grocer. Who walks all day from aisle to aisle And seldom gets a pleasant smile? Who longs to stop and rest awhile? The Grocer. Who gets fresh eggs and fruit each day? The Grocer. ; Who gets more products than pay? The Grocer. Who listens to your daily roar, Your threats to try another store Without a sign that he is sore? The Grocer. He tries to do the best he can, The Grocer. He’s kinder than the average man, The Grocer. : When days are hot and tempers flame And wild words take the place of tame, Who nearly always is to blame? : The customer. W. F. Kirk. A wise man does his duty; a fool does his friends. October 4, 1916 MICHIGAN TRADESMAN A War Record These DRY-SOX Shoes were in continuous service for 15 months and 13 days in the European War. The average life of an army shoe in this War is 6 weeks. DRY-SOX Honorbilt Brand The SHOE of SPECIAL QUALITY and CONSTRUCTION for WET WEATHER The DRY-SOX is not only a most profitable seller, but is unequalled as an advertising leader and feature for your store. It is made in many handsome styles and patterns and will give your trade the utmost satisfaction for style, fit, comfort and long wearing service. Send for our DRY-SOX catalog and selling plans. F. MAYER BOOT & SHOE CO. MILWAUKEE, WIS. Read the remarkable story of 1. S. Dangubich of Lead, So. Dak. ‘‘T am sending to you by express today the pair of Mayer DRY-SOX Shoes I wore during the entire time of my enlistment with the Serbian Army in the European War, which was 15 months and 13 days; beginning Dec. 25th, 1914, and ending May 7th, 1916. During this time the shoes received constant service over some of the roughest roads that had to be traveled in all the territory where the War raged. At one time I had to travel 8 days without removing the shoes from my feet, as we were retreating from the enemy at an average of 25 miles a day. Solid Oak Tanned Counter % Bellows Tongue Solid Oak Tanned Insole Nee NO Solid Oak Full Leather _ ° / 5 ¢ . Lc : ‘ * A, ee Extra Strong Steel Shank Best Quality Upper Leather Animal Parchment (Pigs Bladder) Inside Cork Filling Animal Parchment (Pigs Bladder) Solid Oak Tanned Outer Sole Rubber Welt Sewed in with Leather Welt, makes the shoe as waterproof as it is possible to get it. 36 MICHIGAN TRADESMAN Michigan Retail Shoe Dealers’ Association President—Fred Murray, Charlotte. Secretary—Elwyn Pond, Flint. Treasurer—Wm. J. Kreger, Wyandotte. Annual Meeting of Michigan Retail Shoe Dealers. The twelfth annual convention of the Michigan Retail Shoe Dealers’ Associa- tion, which was held at the Hotel Tuller, Detroit, was well attended. Mayor Oscar B. Marx welcomed the shoe retailers most heartily to Detroit, the convention city of the Middle West. He told the shoemen that since they were distributors of necessities as well as one of the most particular and im- portant parts of raiment, so far as health was concerned, their duty in life was a most important one. He made a few jocular remarks relative to the freakish fads that were being worn on the feet of women and wound up by offering the delegates the hospitality of Detroit, “where life is worth living.” Ferd Adams, shoe dealer at Flint, was the first speaker scheduled. He left home in sucha hurry he forgot to bring a carefully prepared paper cap- tioned, “Guarding the Profit Mine.” However, he did his best from mem- ory. He took the stand that the shoe retailer did not get the profit to which he is entitled. “We are more or less plungers and, when we consider the risks we have to take, we don’t make enough profit on our investment,” remarked the speaker. “I have in mind the case of a dealer in women’s clothing with whom I am ac- quainted. He placed in his display win- dow a beautiful velvet gown. He didn’t expect to sell it. He merely used it to attract attention to other goods of which he was making a specialty. A woman whom he had never seen hefore came into the store and asked the price of the gown. He didn’t want to sell it, so he said $135 was his price. The sale was made. After the woman left the dealer said he felt guilty, for the gown had cost him but $50 wholesale. However, much to his surprise, he had made a steady customer for the other merchan- dise. The woman got what she wanted and paid for it. “Tt is the same with shoe retailers. We should base our prices more on what the buying public want and what is in demand than we should on what the manufacturer or jobber charge us. The trouble is.we lack nerve and as a result many of us sail too closely to the rocks of bankruptcy. handing out a Jot of marked-down shoes and getting the thanks of the public in- stead of profits. This talk about big sales and short profits is not what it is cracked up to be. “Another thing is our failure to take There is nothing in proper care of our short or slow mov- ing lines. There is no use to hoard these until we have a store full of antiquated stock and then sell it at a big sacrifice. Keep this stock moving all the time. “Perpetual inventories are the thing for the shoe retailer. He should at all times know what he has in stock and know just where it is. He should not divide his inventory merely into classes of men’s, women’s and children’s shoes. He should divide them according to styles, lasts and colors, so that he knows at all times just what particular style is moving and what is not. He then knows better how to buy and better how to keep his stock moving at a profit, not at a sacrifice. “The sooner you get novelties and freak styles out of the store the better. Staples will take care of themselves. Keep your store looking clean and well decorated. You will not buy from a slovenly wholesaler—how about your customer ? “I went into a Boston house on a buy- ing trip not long ago. I asked what they had that was good. ‘We have some regular bargains upstairs that will move out of any store,’ was the reply. When I got upstairs the salesman took me over in a corner and from a pile of floor sweepings selected several samples which he dusted off with a cloth. Need- less to say, I didn’t take the ‘bargains.’ Neatness and proper care of stock is a mighty big factor in the shoe business just as it is in everything else.” At this juncture Ira C. Henry, former- ly a Michigan retailer and now a trav- eling man representing the Cahill Shoe Co., Cincinnati, took occasion to laud the remarks of Mr. Adams, but believed he left out an important item when profits were to be considered. “Did it ever occur to you dealers to ask the salesman what he should sell his shoes for?” queried Mr. Henry. “The traveler, if he is fair with you, can greatly help you in fixing the prices which you should charge for your stock. Don’t tell him what you paid for any shoe and then figure the smallest pos- sible margin, but ask him what you should sell that particular shoe for and what it is bringing elsewhere. It is profit that keeps the front doors open and it is profit that you must look out for.” The only other speaker at Tuesday’s session was F. J. Blake, manager of the sole and heel department of the Good- year Tire & Rubber Co., Akron, Ohio. He chose as his topic, “Is Leather Nec- essary for Shoes?” Mr. Blake gave a summary of con- ditions in the hide and leather market to show that leather is actually getting scarcer and higher in price each year, October 4, 1916 Use Extreme Care in Fitting Children’s Shoes Fit the little grow- ing feet with Playmate Shoes. Allow liberally for expansion. See that the shoes are amply long. You will make the child happy in the comfort secured. You will make the parents glad in the service Playmate shoes give. This is the satisfaction to the consumer that means profit to the dealer. We will gladly send samples or salesman. HIRTH-KRAUSE COMPANY Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Michigan The Shoe For You Every dealer wants to supply his trade with the most depend- able shoes the market offers. The more serious the dealer——the more earnestly do we say THE SHOE FOR YOU is : The Bertsch (“wei") Dress Shoe Line for Men In this shoe is embodied all: the essentials of good style — up-to-date lasts, perfect fit, and expert workmanship. The materials used are the very best obtainable—the constantly rising price of leather will cause cheap substitutes to be used by some manufacturers. The BERTSCH won its reputation through its uniform wearing qualities. These will remain so.—We will not substitute cheaper materials. wa is why the BERTSCH will always be THE SHOE FOR You can make more money selling the BERTSCH SHOE. ‘ THEY WEAR LIKE IRON — HEROLD-BERTSCH SHOE CO. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. | October 4, 1916 and that with this situation confronting the trade his company had found a sub- stitute for leather soles in a product which it manufactures and distributes under the name of “Neolin.” He de- scribes how “Neolin” had given satis- factory service in many extreme tests of the material and that since it was introduced the soles had been used with satisfaction by many manufacturers, re- tailers and consumers. He said that the United States Navy Department reecntly made tests of twenty-four pairs of shoes, the soles of which were made of material used as a substitute for sole leather and from individual reports received the Depart- ment felt warranted in placing a con- tract for its first order of 10,000 pairs of shoes to have soles that would re- place leather. The fact that the Gov- ernment has decided to officially recog- nize a material to replace leather soles should be proof that this material has passed the experimental stage. In con- clusion, he urged retailers to investigate any new product that appears on the market and if it possesses merit to give it careful consideration. Second Day’s Session. The programme as prepared by the committee was almost abandoned for the day because of the inability of several prominent speakers to appear as prom- ised. Eleventh hour telegrams announc- ed that those who had previously agreed to deliver addresses or read papers on important topics were detained in their home cities and could not appear. Clifford Page, a retailer of Lansing, wrote that because of a “Dollar Sale” being worked out by all of the mer- chants in his city he could not be pres- ent. His topic promised to be of great interest, as Mr. Page is a man of wide experience and progressive ideas per- taining to the retail distribution of shoes. His topic was to have been, “Coining Personality Into $$$$$.” Dr. Block, of St. Louis, an expert on foot ailments, was to have appeared with a paper at the morning session. He was unable to appear with his paper, entitled “The Correction of Foot Ail- ments,” but E. C. Dieckmann, represent- ing the Wizard Foot Appliance Co., of St. Louis, discussed the same subject and gave an interesting talk. F. W. Spencer, of Grand Ledge, who has been a speaker at the sessions of the Association in former years, was scheduled to read a paper entitled, “How to Meet the Catalogue House Proposi- tion.” Much interest centered in what “Mr. Spencer might have said” and it was a source of great disappointment when the convention was advised that he could not appear. “Adjustments and Readjustments” was to have been the topic of Harris W. Fleming, advertising manager of the Churchill & Alden Co., Brockton, Mass. This topic was another one of the head- liners of the convention, but Mr. Flem- ing wrote to Secretary Elwyn Pond that because of the protracted illness of a member of the firm he would be unable to attend. C. A. West, of the Pingree Co., De- troit, also was unable to appear. He was to have discussed, “Women’s Foot- wear.” Notwithstanding these disappoint- MICHIGAN TRADESMAN ments the retailers went ahead with their convention with more enthusiasm than ever. The lack of the scheduled speakers seemed to inspire the mem- bers with the idea that there was a hard situation to be met and they met it nobly by showing up in large numbers and taking part in the discussions with a will. Roy Pingree, of F. C. Pingree Son’s Co., threw a monkey wrench into the cogs of some of the well laid plans and pet ideas of the Michigan dealers when he decried the tendency toward fancy and freak ideas in footwear which are engaging the attention and filling the shelves of the shoe merchant. “To say that the fancy and freak shoes which are now being shown are in the majority, that the demand will continue and that these types are the best things to load up your shelves with is all bunk,” said Mr. Pingree. “If the situation is carefully considered you will find that 90 per cent. of the shoes now being sold are staple lasts and shades. They will always be with us and will continue to bring the profits that make a healthy business. “While we are clamoring for fancy and freak shoes let us consider what the war in Europe is doing to the fancy market by the stoppage of exports of European hides and dyestuffs. With embargoes on Russian and German hides, the enactment of laws in Russia and Germany forbidding the slaughter of cattle until they have grown to the meat producing age, we are facing a serious situation. We had better get down to staples and find ‘where we are at’ To load up with a lot of shoes with great high tops and a lot of fancy dyestuffs spread over them is a waste of hides and a waste of money. . Con- servation would be a good thing in these directions. “Tt is no wonder that the warring nations in Europe will not ship us hides. Did you ever stop to think that there are between 15,000,000 and 18,000,000 soldiers in Europe who are wearing out a pair of perfectly good shoes every six weeks when prior to the war they wore but two pairs a year? “We are crying now about the advance in shoe prices. Why shous haven't be- gnu to go up. Some shoes are going to cost $2 more a pair than they do now before the war is over. There will be no relief until a year after the war has ended and the retailer who loads up now with shoes that he considers high in price need have no fear that the stock will be dead wood on his hands, for there will be high-priced shoes until a year or more after the European con- flict has ended, whenever that may be.” Mr. Pingree was roundly applauded | as he sat down, and being a manufac- turer of shoes, his words caused a hum of “unofficial” discussion. President Edward Stocker rapped for order and then introduced J. E. Wilson, manager of the Walk-Over store in Detroit, which through aggressive business meth- ods has spread over the entire area of a five-story building. President Stocker called attention to the fact.that Mr. Wilson was a new member, having only just signed up an application blank. “Yes, ’m a new member and it’s all your fault,” began Mr. Wilson. “Why THEY WILL PROBABLY LAST ONE WEEK LONGER SO WE ARE REPEATING THIS ADVERTISEMENT Try: one of these (First come, first served) First is No. X10 We Have A Woman’s Mahogany Tan Russia Calf Lace. 9 inch. In Blind Eyelets. Goodyear welt. Louis heel. Whole Stock quarter. C wide, at .. TWO Second is No. X20 WORLD A Woman's Black Vice Kid BEATERS Lace. 9 inch. Blind Eyelets. Goodyear welt. Louis heel. Whole quarter. C wide, at Only 20 cases in all, but “believe us” they are great for the money, Fine Store Stuff and, NOTICE! all Genuine Goodyear Welts,—not sloppy McKays. Grand RapidsShoe ®Rubber@ The Michigan People Grand Rapids oe Value is Salvation in Merchandise, and Shoe-value is measured by Usefulness to the Wearer. Our MOHAWK line meets these standard Shoemaking Requirements They are $2.25 if you order now. Rindge, Kalmbach, Logie Company Grand Rapids, Mich. 38 MICHIGAN TRADESMAN October 4, 1916 didn’t you fellows come out and stick an application blank under my nose long And to think that the Association is charging $2 per year for dues! Why, I would rather pay $20 to belong to a ago: live wire organization than 15 cents to belong to one that wasn’t. Why don’t you fellows charge at least $5 or $10 a year? You'd have a lot bigger mem- bership of your officers had more change to handle. est on the part of the individual mem- There would be more inter- ber if you ‘soaked’ him a little more for the privilege of getting together with his fellow sHoe retailers and getting the great benefits that are to be derived from a gathering like this. “Everybody tells us that the business is getting to be a harder propo- shoe sition right along. Well, so be it. The harder it gets the better I like it. We will have to work harder, that’s all, and any regular healthy fellow likes to work. Drop your fears and pick up a lot of nerve and get together and you can’t lose. We can make our business easier by such gatherings as this. You are making things easier for yourselves by being here to-day. And there isn’t a fellow in the room right now that is too big to learn a whole lot from his smaller brother. “Shoemen are the most poorly organ- ized of any of the crafts, and many a shoe store is so conducted that at the end of the year the proprietor is lucky if he has enough left to buy himself a lot in the cemetery and a casket. Many a shoe dealer is afraid to take profits that will enable him to live and pursue his search for happiness and comfort. The only way to sell shoes is to make enough profits to live and to carry on your business. “Right here I am going to take a shot at my good friend, Roy Pingree. He is trying to tell you that staples are the only thing that is worth carrying. Why, he might as well tell us to live on beans and bacon like some of our ancestors had to. We have passed the beans and becon stage in the shoe business. The public demands fancy shoes and freaks. Give them to the buyer. The more fancy shoes you have on your shelves and in your windows, the more business you will do. If you haven’t got enough courage to carry the stocks that sell best, stiffen up your backbone. “Maybe I’m rambling, but let’s get back to this organization work. Shoe- men need more and stronger organiza- tions. Every man who comes to a con- vention with his eyes open gets some new idea that will help him to get profits if he properly carries out the suggestion given. I have in mind a young fellow who came to the last Buffalo convention of Walk-Over dealers. He came from a little town and was trying to live on a business of $1,700 a year. Someone sprung the rather unusual idea of hav- ing a reception room in the front of his store. When he got back home he thought over the proposition. He sized up his store and thought that a lot of improvements could be made. He got a saw and hammer and tore his store all apart. He established a reception room in the front of his store, not for the town loafers, but for citizens—women who were shopping and who were tired. He painted up. Why, the results were wonderful. Within two years he was doing about all the shoe business in his town and his store brought in $14,000 a year. If he had not gone to the Buf- falo convention he would probably be worrying along with a little business of $1,700 a year. 3efore adjournment on Wednesday, the following officers were elected: President—Fred Murray, Charlotte. Vice-Presidents—V. A. Osborn, Do- wagiac; J. E. Wilson, Detroit; A. Ger- mer, Mt. Clemens; Fred Adams, Sagi- naw. Secretary—Elwyn Pond, Flint. Treasurer—Wm. J. Kreger, Wyan- dotte. Directors—E. J. Dittman, Mt. Pleas- ant: Edward Stocker, Detroit; Charles Webber, Kalamazoo; Joseph Brozette, Bay City; L. P. Hyde, Hart; Albert Lutz, Ann Arbor; Rollo Chase, Owosso. ———_+ 2. PLEASANT SURPRISE! “TI say, chauffeur, what place is that?” asked a New Yorker yesterday, one ot 2 party of four who had entered an open automobile at the LaSalle Street Station only a few minutes before. They were riding north through Clark street. “That’s the New Kaiserhof Hotel,” replied the chauffeur. “but your Hotel is farther north.” “Well, why go farther?” asked the New Yorker. “Just stop here, old chap, and we'll have a look at this. This Hotel looks good to me.” They alighted at the main entrance unmindful of the glum looks of the chauffeur, who saw a short fee in the brief ride. Entering the Hotel the vis- itors found themselves in the main lobby, a luxurious and large, but home- like apartment, spread with costly rugs, with easy chairs here and there, inviting to rest. “Better and better, let’s register,” sug- gested the New Yorker, and they forth- with. Ascertaining that the hotel was a new one, the visitors afterward accepted the invitation of the manager to inspect it. Throughout the New Kaiserhof was found to contain every luxury, so dwelt upon in descriptions of more pretentious hostelries, Individual desks in the writing room, afforded every element of privacy to the guests in writing their letters to friends and business houses. Every desk was provided with stationary of the most artistic sort. An attendant was on hand to carry out the wishes of any of the guests using the room. The Ladies’ parlor revealed a dream of luxury and comfort. From there the visitors went in turn to the garden, where amid plants and potted palms they could dine as comfortably as in any Sum- mer garden. From there they went to the Ladies’ cafe and the grill room, and after making a tour of the private din- ing rooms which are especially fitted for social functions and small business assemblages, they entered the lofty and wonderful Louis XV. banquet hall. Lastly, an inspection of a number ot the private dining rooms was made, to the delight of the visitors. They were surprised to learn that the Kaiserhof has 450 rooms and that 300 of them have private bathrooms. That evening the New Yorker sent a night letter to his wife, reading: “T have found just the place for us, right in the center of the city, near theatres and business houses. It’s a dream. Come and bring the children.” —_2~-.____ Trying to Make Sure. “T say, what do you think that is?” said a man to an assistant in a gen- eral store. He laid on the counter a paper containing some powdery mat- ter. “Just taste it and give me your opinion.” “IT should say it was soda,” said the shopkeeper after putting some of it on his tongue. “That's what I said,” replied the visitor; “but my wife contended that make sure!” DORNBOS’ Seed and Havana A Smile With Each One Cigar Manufacturer 16-18 Fulton St.W., Grand Rapids, Mich. Ask about our way ‘ it was rat poison. Try it again to SINGLE p CIGAR [ PeTER Dornsos Mail Orders Promptly Attended To BARLOW BROS. Grand Rapids, Mich. Nein & Glaser Leather Co. Shvoemakers and Shoe Store Supplies 240 Pearl St. “Near the Bridge” stevie ait) Grand Rapids, Mich. 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 139-141 Monroe St. Both Phones GRAND RAPIDS. MICH. Brandau Shoe Co. ‘**Brandau-Brand’”’ Service Shoes FOR SHOP AND FARM Manufactured by Detroit, Mich. The Tradesman’s Sworn Statement Made Under New Postal Law Statement of the ownership, management, circulation, etc., of THE MICHIGAN TRADESMAN, published weekly at Grand Rapids, Michigan, required by the Act of Aug. 24, 1912. NOTE—This statement is to be made in du publisher to the Postmaster, who will send one cop (Division of Classification), Washington, D. postoffice. plicate, both copies to be delivered by the y tothe Third Assistant Postmaster General C., and retain the other in the files of the Editor—E. A. Stowe, Grand Rapids. Managing Editor—E, A. Stowe, Grand Rapids. Business Manager—E. A. Stowe, Grand Rapids. Publisher—Tradesman Company, Grand Rapids. Owners: (If a corporation, give names and addresses of stock- holders holding 1 per cent. or more of total amount of stock.) E. A. Stowe, Grand Rapids. W. N. Fuller, Grand Rapids. S. A. Sears, Grand Rapids. S. F. Stevens, Grand Rapids. Henry Idema, Grand Rapids. F. E. Stowe, Grand Rapids. John DeBoer, Grand Rapids. Fred Pettinga, Grand Rapids. E. L. Fox, Grand Rapids. Known bondholders, mortgagees, and other security holders, holding 1 per cent. or more of total amount of bonds, mortgages or other securities: There are no bonds, mortgages or other securities outstanding against the Tradesman Company. In regard to section 2 of the law, the Tradesman does not accept payment for any editorial or other reading matter printed as news. E. A. Stowe, Business Manager, Sworn to and subscribed before me this 2nd day of October, 1916. (SEAL) Florence E. Stowe, Notary Public in and for Kent Co., Mich, (My commission expires Jan. 9, 1919.) ! October 4, 1916 MICHIGAN TRADESMAN wt sie noe 2s => 4 = = oe Bee t = oe a IC le “ -~ RR Ss S > = = FA tet 4 aM Die ik 2 O Michigan Retall Hardware Association. President—Karl S. Judson, Grand Rap- s. Vice-President—James W. Tyre, De- troit. Scott, Secretary—Arthur J. Marine City. Treasurer—William Moore, Detroit. The Clerk Who Hadn’t Any Head For Business. Written for the Tradesman. Phillips smiled sardonically. The deal whereby Morris Jaffray acquired the Phillips Hardware Company was all closed up, signed, sealed and de- livered; and Phillips felt that he could now afford to be frank on one point. “Oh, the staff is just so so. Rut- land is a pretty good salesman, and the others are fair average hardware clerks—nothing very brilliant, but they’ll do because you can’t get any- thing better. Except for one—and he’s a regular dunderhead.” “They looked good enough to me.” commented Jaffray. He knew from experience that you had to work with a man a while to know all his possi- bilities for good and for evil, for achievement and _ for non-achieve- ment. “I'd recommend you to fire him. He’s got no head whatever for busi- ness. And he will persist in butt’ng in and insisting on doing things in his own fool way. He’s the big-eyed, big-nosed fellow, Clint Thompson. I'd say, fire him, even if you can’t get another.’ Jaffray found the staff pretty much as Phillips had described them. He tolerated Clint Thompson, the big- eyed, not from kindly motives, but because he didn’t believe in a new broom sweeping clean until the per- son-who held the broom had a chance to- size things up. Thompson was a junior, with an especial attachment for the smallwares and the house- holds, and a sort of roving commission (issued by himself, evidently) to get on the nerves of the rest of the staff. The first Monday Jaffray discovered Clint in collision with Dennis, who was putting on a paint window. “Say, Dennis,” he jeered, “that looks like a moving picture of the dead on a battle field.” “Perhaps, Clint,” intervened the boss, “I could get you to tell Denis here how to improve our paint sales. He’s had charge of the paint depart- ment only three of four years.” The sarcasm was quite lost on Clint. “Boss, if you can pad the day out to forty-eight hours, I’ll try,” he said, coolly. Jaffray laughed. A laugh was the easy way out of an embarrassing po- sition. He turned away. “But see here, Dennie” he heard the junior arguing, earnestly, “there does seem to be something lacking in that window of yours. It’s like lemonade without any lemon or sugar.” “What would you do to improve it?” snapped Dennie. The junior subsided. Evidently he had no remedy to suggest. “He’s a nuisance,” mused Jaffray. ‘The oth- er clerks don’t like him. I'll let him go.” Next day, though, he witnessed a 15 cent transaction at the small- wares counter. A customer’ had picked out a 5-cent fly-swatter, a very cheap affair. Big-eyed Clint butted awkwardly in. “This one at 15 cents is a beauty,” he declared. “It will be swatting the great grand children of flies that will be born after the other swatter is worn out. It’s worth ten times the money.” And he _ rang up a 15-cent sale. Jaffray eyed him. “Just why did you do that?” he demanded. “So’s he wouldn’t think afterward that the store had sturg him, I know what those 5-cent swatters are like. My mother’s used both kinds at home.” Any other clerk would have knock- ed at the entrance to Jaffray’s little office; but Clint at 6 o’clock blunder- ed noisily in unannounced. “Mr. Jaffray,’ he blurted out, excitedly, “T’ve figured out how that paint win- dow could have been improved? D’you know what’s the trouble? It’s too entirely neat. Now, when I was taking down the mail, I lamped every window between here and the post- office, and if I was making that win- dow over, I’d pump it full of home made show cards that’d hit folks square between the eyes and make ‘em sit up and take notice. And an umbrella, right in the center of it. Say, ‘Paint’s the umbrella that shelter’s property.” I'll hustle out and tell Dennie—” “Hold on,” said Jaffray. He called Dennie, and pleasantly suggested Clint’s ideas to him. “Clint will make the show-cards for you,” he added, “if you’re too busy.” The show-cards Clint turned out were crude, but forceful in their very crudeness. Clint had used what oth- er show-cards he saw in Carisford store windows as his imperfect mod- els; but the slogans he put into the window were terse, slangy expres- sions characteristic of himself. “There’s some punch to that dis- play now,” commented Clint, egotis- tically. Jaffray at 6 o’clock called him in and handed him a _ trade paper. “There’s an article on show cards I want you to read,” he said. The boss came down late next morning. The crude, curlicue-lettered cards of the day before had vanished from the window; their successors showed a decided improvement in legibility and effectiveness. Jaffray smiled. “I guess I helped him to ac- quire both knowledge and modesty,” he mused. A minute or two later he looked up to find blundering, noisy Clint Thompson at his elbow, staring at him with the same big eyes. “Say, Mr. Jaffray,” he blurted, “that trade paper had a dandy article about showing the small wares on tables instead of stacking them away on the shelves where folks can’t see them. Instead of waiting for a customer to ask for things, the goods jump right up at him when he comes in and howl to be bought. Don’t you think we'd better put in a couple of tables?” Jaffray choked. “I'll get them in,” he parried, “as soon as you figure out how big they should be.” To think that, far from being “taken down” by the lesson of the trade paper, this big, awkward boy would innocently read his own employer a_ lesson, would have irritated a good many merchants beyond measure. Jaffray had a sense of humor. Al- so, he was not entirely stupid. Only two of his sales people had volunteer- ed suggestions since he took hold, or had asked for advice. They were Rutland, the star salesman, and Clint Thompson, the big-eyed junior who —according to old Phill'ps—hadn’t any head for business and should be fired. Conversely, there were only two of the sales people to whom h? had volunteered suggestions, and they were the same two. At the first opportunity he made it a point to have a series of little, personal chats with the other mem- bers of his staff. These were not sessions on the carpet, but little, in formal gossipings as the boss moved about the store and happened to no- tice things. A little later he held his first staff conference. There were lots of staff conferences after that, but that was memorable. Jaffray knew—any student of salesmanship could see—Clint’s weak point and his strong one. His strong one was earnestness. His weak one was a noisy, blustering, know-it-all manner. Jaffray himself, quiet, smooth spoken and yet very earnest, himself went on the floor and impersonated a skilful 39 salesman answering all manner of ob- jections of an imaginary customer. Then, himself impersonating the cus- tomer, he put Clint through the same drill. The contrast wasn’t lost on Clint. Even before the conference closed, his manner showed a modi- fication that told he was learning to adapt himself to new ideals. But just as the conference broke up, he made a suggestion—not blurted out, but ad- vanced with an air of polite deference that was close to Jaffray’s own style. “Pardon me, Mr. Jaffray, but wouldn’t a customer be rather re- pelled by a salesman who kept run- ning his hand through his hair.” Jaffray dropped his hand. That lit- tle habit, he knew, was one of his pet weaknesses: something he had never thought to check. Old Phillips would have fired Clint for such a suggestion. Jaffray smil- ed—and, at the first opportunity, boosted Clint’s salary. Victor Lauriston. We have on hand for instant shipment:— 10 carloads Radiators, Boilers, Pipe, Asbesto® Cover, Cement and Paper. We can save you money and time. Ask for prices, VANDERVOORT HARDWARE CO. LANSING, MICH. AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich. Johnson Paint Company “Quality” Paint Manufacturers OU sey anil tey Get Our Dealers Proposition BIG RAPIDS, MICHIGAN Holland Ladder & Mfg. Co. Holland, Mich. High Grade Ladders of all kinds. Write for Catalogue and Prices. TENTS y.. — Write for catalogue. Grand Rapids, Mich. All sizes and orices. CHAS. A. COYE, INC. Foster, Stevens & Co. Wholesale Hardware ut 157-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. PTLD TS TETAS RN RC MCI i SN 40 MICHIGAN TRADESMAN October 4, 1916 TRAITOR TO HIS TRAINING. Right Kind of Experience Beats Wrong Kind. Hugo had just barely wriggle through his freshman year in college! No, bless your little heart, he had no difficulties with his studies—it was the finances that nearly flunked him. When he had first landed among the elms and essays, Hugo boasted a last year’s suit and enough money to hand the Dean for his tuition. They had to take his word that he would pay for his room and board. Many and many a night he had studied great themes while tendin:z the night switchboard of a second- rate hotel. Morning, noon and night he had slung hash at a beanery where his more fortunate classmates dined. bit- ing his lip while sarcasm, jibes and witty comment went the rounds at his expense. But with all this, Hugo had finaiiy made both ends meet ending with a supreme effort by which he managed to accumulate a reserve fund of five dollars. This latter incident was very lucky, for it enabled him to make his first plunge into society. He just finished saving the V on the day the richest man in class over- spent his allowance and Hugo had the fine revenge of lending it to him. But, at last, examinations were over and Hugo was turned out of house and dormitory while he watch- ed the boys who had other homes, packing their wardrobe trunks and golf clubs and beating it back to their thirty-room summer bunga- lows. On the other hand, Hugo beat it to the employes’ entrance of an es- tablishment which had signed its name to a little gem in the Daily Gazook. entitled “Wanted Experi- enced Salesmen.” A modest little chap like Hugo would never have applied when the word Experienced was mentioned, except that he had noticed by three months’ careful reading of the Want Columns that nobody ever mentioned Inexperienced ones, and so had come to believe it was pure bunk. When asked about it, Hugo had to admit that his sole experience had been selling cigarettes at the college smoke-shop; even this could hardly be called Salesmanship, it was like Automatic Vending! But it was enough to fill up the Application Blank and Hugo squeez- ed by, which explains the fact that we find him one fine morning (fifteen minutes too early) punching the time- clock and finding out that he had been assigned to Lace Curtains—- which meant less than Sanskrit to him. The fact that being the youngest apprentice in the place gave every- body for miles around the right to give him the dirty work they did not want to do, bothered Hugo not at all, for a freshman year in college makes a man meekly submissive to the most pointed insults. But along about ten o'clock, the chores done. Hugo had a chance to look around and be initiated into the mysteries of salesmanship. He found much to his surprise that selling lace curtains was not so un- like selling cigarettes as he had sup- posed. Even the star salesman, whom al! the others looked up to as a Grand Mogul of the Tribe, always ap- proached a customer with the inevit- able question as to what she wanted to pay. The question answered, he laid before her several samples and con- descendingly allowed her to take her choice—a privilege customers did not always seem to appreciate. The Grand Mogul’s success, he confidentially imparted to Hugo later in the day, lay in hustling them in and hustling them out. If they did not care to buy, he should worry— he passed on to the next who would probably prove a richer field. Hugo had been taught in college that the first foundation for any work he purposed to do was information. He had been raked over the coals a dozen times for neglecting to take the college library, the Encyclopedia and several other friends into his confidence when embarking on a new enterprise. Consequently. it is easy to under- stand why he made the break he did! He asked the Grand Mogul to tell him something about how lace cur- tains were made, where they came from, and something about the uses to which the various kinds were put. It took him exactly five minutes to learn his place. With a sneer and a lifting of eyebrows he was told that this was all rubbish. The thing to do was to find out how much they would stand and slip them the stuff. Hugo apologized and sneaked into his rat-hole. At lunch-time he sneak- ed out of his rat-hole and over to the public library. By 2 p. m., although he had a yearning void where a lunch should have been, he had satisfied one appe- tite and had learned the part that Belgium, Ireland, France and these United States played in the making of lace curtains. He had learned scrim from mar- quisette, and filet from both. He had learned where Barman lace, Arab color and Dutch valance got their cognomens. The next noon. he slipped over to see a college chum whose father was in the lace business, where he did some more research work, througn an introduction to the old gent. He learned to tell the real articie from the imitation. He learned of all the changes that the war had made and which of the substitutes were regular fellows and which were merely hoboes with their faces wash- ed! And that night as he lay in the little room he had hired at the Y. M. C. A., Hugo made up his mind that he would be a Traitor to the Sale:- men’s Fraternity. He would be a Nihilist, a Revolu- tionist, a Socialist, a Democrat—call it any hard names you wish—but he would not sell lace curtains the way they were selling them! And so we find Hugo taking in tow what the Grand Magul called a Hard-boiled Egg—a woman with an 1898 bonnet who looked as though she wanted a yard of cheesecloth to keep the sun out of a hencoop. What did Hugo care? If his new tactics were right, he could earn com- mission on the cheap-skates the more experienced salesmen would not con- descend to wait upon. Hugo’s first question was not how much the Hard-boiled Egg wanted to pay. He asked what kind of a room the curtains were for, he asked the color of the wall paper, the height of the windows, the color of the furniture, the maker of their piano— everything but the price. And then he laid before Mrs. Hard- boiled three lace curtains—all in the same color, a rich cream, which he told her would blend well with the furniture and finishing. One was a simple pattern that ccst little, but would wear forever; the second more elaborate, but a rank imitation of good lace that would fall away in, no time; the third their most expensive kind—true it did not look it, but its cost was justified by its rich simplicity, artistic design ani genuineness. For the first time, Mrs. Hard-boil- ed broke the frigidity of her coun- tenance. which as a matter of record had been frozen stiff by her set-tos with the dignities of the store—the doorman who had directed her to the bargain basement after giving her the once-over, the elevator man who had ignored her questions, and the Grand Mogul who had turned his back on her and left her for the “freshman. ’ With a friendly wave of her hand, she indicated the most expensive without asking the price, and ordered duplicate sets for a room with six windows. With a friendly nod, she gave the charge address of a name that always led the patronesses at charity ba- zaars and horse shows. With almost a smile, she asked Hugo to pass on to the curtains for bungalows as her summer home at Bar Harbor was to open shortly. And when the Hard-boiled Egg passed on, Hugo had earned enough commission to get a flying start on his next term’s tuition. No, dear reader, Hugo did not be- come the buyer the next week, nor marry the proprietor’s daughter, nor was he called to the firm’s office and given the Iron Cross. He merely went right along through the sultry summer selling lace curtains to Hard-boiled Eggs and the friends Hard-boiled Ezegs recommended him to. He went merrily along never in- quiring prices, but finding needs and supplying them—telling the truth and giving information. He applied real salesmanship to a fertile field which had languished for the want of gray matter. Along toward fall he had saved enough, so that he could study a little harder the next winter without slinging hash at a beanery. And when he left for the elms and essays. the Chief Guy invited him to come and spend the Christmas hol1- days with him—behind the counter, selling! ' Moral: Theright kind of inexperi- ence beats the wrong kind of experi- ence by a city block.—Francis Grover Harrison in Women’s Wear. Hunting For the Right Man. Jackson, an active manufacturing center of about 40,000 inhabitants, adopted the commission-manager plan in November, 1914. At the very out- set the City Commission determined to secure the best available “talent” for the city managership, regardless of all considerations of residence or politics. Its first selection was a man who had been holding a similar posi- tion in the very much smaller Michi- gan city of Big Rapids. He remain- ed, however, but a few months. When it came to appointing the successor, the Commission undertook to secure Mr. Ashburner, the city manager of Springfield, by an_ in- crease of salary of $1,500, but he de- clined. Still resolved on a tried man they offered the position to Gaylord C. Cummin, the city engineer of Day- ton, an understudy of Mr. Waite. He accepted, Mr. Cummin has made good in a conspicuous fashion—nothing spec- tacular but the sort of thing that distinguishes a well run municipality from a local “pie-counter.” He installed modern systems. Put the budget on a scientific basis. Started a water waste survey that will save the city 400,000 gallons a day. Instituted the purchase of coal on a heat unit basis. Centralized purchasing. Put back $300,000 on the, tax dupli- cate which had formerly been ex- empted without legal reason. Gave the city its first decent repair of unpaved streets. Instituted food and milk inspection. Reorganized the public welfarc sources. Gave efficient sanitary inspection Began work on a 520-acre park. Reduced the standing debt by $50.- 000, Gave $10,000 worth of extra service not figured in the budget. Paid off a floating indebtedness ot $14,000 and Ended the first year with a balance of $10,000. These are only a few of the items which suggest that the Commission was justified in seeking far and wide to get the best in the way of a city manager. —_+--___ Temporary Objection. A shoemaker was fitting a customer with a pair of boots, when the buyer observed that he had but one objec- tion to them, which was that the soles were a little too thick. “If that is all,” replied the shoe- maker, “put on the boots and the ob- jection will gradually wear away.” accounting or OD a? ve: October 4, 1916 ‘Ina Class by Itself ’’ MICHIGAN TRAD‘ESMAN Manufactured Under Sanitary Conditions Made in Fight Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. 42 MICHIGAN TRADESMAN October 4, 1916 very sorry to announce, is in a very = penne seo untidy condition. Th C h H | i ae "3 z Speaking of trains, funny so many e us man ote Ss == = 2s stick to the smoker on the guberna- PETOSKEY =: == = >: 3: torial train when numerous politicians : z= . ; prefer the Sleeper. The Leading Hotel of zz FHE COMMER IAL ¢ a oe ee Ye: Northern Michigan c= = 2=s Monroe about those bear stories, ,; sz : = > = Editor Stowe. He might get even. One day LAUNDRY SERVICE oe = = . We are informed that W. A. Mc- Send your soiled linen by parcel post ” 2 = \.: Farlind has purchased the Mulder Make the Cushman your headquarters : : ~ ee drug store, on Pine street, and placed while working this entire region e ; George Barr in charge. $2.50 and up We wonder when Milton Steindler : is going to take that business (?) trip American Plan All Meals 50 Cents i to New York. Say, Milt. we are W. L. MCMANUS, JR., Prop. getting anxious for that smoke. Grand Council of Michigan U. C. T. at the La Salle Hotel. The meet- Jay Lyon says he cannot make any Grand Counselor—Fred J: Moutier, it i Detroit. Grand Junior Counselor—John A. Hach, Jr., Coldwater. Grand Past Counselor—Walter S. Law- ton. Grand Rapids. Grand Secretary—Maurice Heuman, Jackson. Grand Treasurer—Wm. J. Devereaux, Port Huron. Grand Conductor—W. T. Ballamy, Bay end Page—cC. C. Starkweather, De- ‘hen Sentinel—_H. D. Ranney, Sag- ao Grand Council Meeting—Bay City, June 1 and 2, 1917. Pickings Picked Up in the Windy City. Chicago, Oct. 2—From reports Of the school board, Chicago schools will have enrolled for the winter session of night study between 40,000 and 50,- 000 scholars for the winter. This is the largest average of any at- tendance for the past five years, It seems that the foreign element in Chicago is grasping for more knowl- edge. This is the reason tor such a large enrollment. Chicago for the past three weeks has been hard hit by private bank failures. Each one closed has left so little cash or negotiable notes in the vaults that the depositors have very little chance to realize any returns. For four days past there have been from one to two failures per day. All but two were located in the foreign district and meant the life savings of some. A few, it was found, had ac- cepted money for deposit to be trans- ported to some foreign government to the war zone, but this money had never left Chicago, the private bank owners using same for their own benefit. This, as any one can see, 1s partly the fault of our State law makers in not having any jurisdiction over private banks in this State. It was found that some had organized for the purpose of manufacturing cer- tain merchandise and were drawing the money from their own banks without any security for the purpose of running these factories, and on closing some of the private banks, it was found necessary to foreclose on the factories in order to get back some of the depositors’ money. If ever there was a time for the State to put a check to this it is now by putting every private bank under the jurisdiction of the State banking law. It is expected that the city council of Chicago will vote to spend $1,500,- 000 on improvements the coming winter. If so, this will give a great many workers something to do dur- ing the cold weather. As election draws near in this town, one finds both sides doing their level best to make the other side look very small, some going so far as to try to have their political competitors pull- ed into court on some _ technical charge for the purpose of belittling them before the people. Money in Chicago is so plentiful— that is, with a certain few—that it took the Morrison Hotel Co. only four months to sell over $500,000 worth of stock for the purpose of building the new addition to the New Morrison Hotel. The past week Chicago entertained the National Vegetable Growers As- sociation. The convention was held ing it is said, will bring the commis- sion men and growers closer together in a way that both will derive a better understanding as to marketing this great food product and also give the growers an opportunity to hear the commission men’s side of the trans- action that both are interested in. It is reported that 500 were in attendance at headquarters. One of the dele- gates present from Grand Rapids was Otto DeJong. One of the commission men present and who enjoys the con- fidence of most all the vegetable growers throughout Central Michi- gan is Daniel J. Coyne, of Coyne 3ros., 119 West South Water street, Chicago. This firm, handles during the course of the season thousands of dollars’ worth of Michigan vege- tables and the vegetable growers al- ways feel at ease when shipping this firm goods. One of the interesting things that has come to the attention of the writ- er in Chicago is the way that the vehicle tax is used by the city to re- pair the streets. It is reported that 15 per cent. of this tax is kept by the Street Repair Department to be used in the section which carries the most traffic. The balance is allowed to the section where the owner of the vehicle lives. This, as one can see, gives each section a certain amount of avail- able cash to keep in repair the streets in that location. On the other hand it works a hardship tc some sections where there are not so many cars owned and vehicle tax paid. Where this money is not spread on the gen- eral tax rolls. The papers of late have been giving this quite a lot of publicity and, no doubt, very shortly this vehicle tax will be so arranged that every section of the city, regard- less of the number of cars owned and tax paid, will get the same amount of repair work. As it is now, some streets get a new pavement, other streets get patched and some streets will have to wait for the general tax fund before they get paved. Chicago has added one more boule- vard to its great boulevard system. This is known as South Park boule- vard, formerly called South Park av- enue. The writer learned this a short time ago by being stopped by a South Park policeman while driving on this new boulevard with a Dutch Master advertising car. Chicago is getting so full of boulevards that the poor advertising vehicles will be forced out of existence or else carry automatical- ly operated drop curtains, so that they can be dropped and raised every two or three blocks. There seems to be no let up in Chi- cago on the number of new apart- ments being built and it seems that the new ones are immediately leased by tenants. This seems to be the case twice a year—the first of May and the first of October—which is Chi- cago’s leasing seasons. All leases in Chicago begin and expire on the first day of the above months. Charles W. Reattoir. —_~+-2.___ Not From Our Regular Muskegon Correspondent. Muskegon, Oct. 2—A. W. Stevenson left for Mackinac Island Friday night, this being his last trip for the sea- son. The Muskegon union depot, we are progress writing without help from the balance of the U. C. T. boys, as he is no good in fiction, so come on, boys, let us give him a lift. Kaiser Bill Engle kas moved from his farm to the city for the winter. While busy selling lard, Will gets time to move every six months from the farm to town and back. Our correspondent says members of No. 404 ought to go and hear Dr. Honeywell preach, so we went and found one other brother there also. We must admit we rather enjoyed the meeting, as they have very fine sing- ing and we concede that the speaker tells you the exact truth. We hear the Muskegon people are liberal in their donations to the good cause. It is rather amusing to hear our friends from some other cities give their reason why Muskegon will never be a large city. We do not blame them for boosting their native city, but dislike to hear them knock ours. The local street railway company has two more new cars which arrived this week. Here is hoping it may continue in the good work, as it has not kept pace with our city’s rapid growth. We were highly entertained last week by John Sharp, of B’g Rapids. We always thought John a fine fellow and now we know it. No doubt if President Wilson could have heard all the wise (?) discussions we were forced to listen to last week and had put them into practice, we would have had the European war ended, the Mexican problem settled and never any thought of a railway strike, but he, poor man, did not have access to such great storehouses of knowledge. Charles Inman, (Heinz Pickles) and his smiling face were present on our territory last week. Charley always wears a cheerful aspect. Despite the fact that house build- ing is going on at a rapid rate, hun- dreds of Muskegon families are living in tents and temporary shanties in the outskirts of the city. The P. M. wreck at Newaygo caused somewhat of an _ uncertain train schedule last Thursday. E. P. Monroe. ———_»-.—_____ Idle curiosity is the busiest thing on earth. The Hotel Geib Eaton Rapids, Mich. L. F. GEIB, Propr. AMERICAN PLAN Artesian Water Steam Heat $2 Per Day Sample Room in Connection THE RATHBONE HOUSE AND CAFE Cor. Fulton and Division It’s a good place to stay and a good place to eat. You have service when you want it. If you will try us out once we'll make things so comfortable for you that vou’ll come again soon. HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$l and up. $1.50 and up bath. 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 GRAND RAPIDS Rooms Without Bath $1.00 With Bath (shower or tub) $1.50 Meals 5@ Cents . SEF =, ff onl ieee hg eB : a ay tor: yo 7 SD az, = Ch, Tz, Me eZ. Tne “St efiale Bek GN oot ie : te ee el i) 1, 4a 1z ft Sa =. fat fey tio? —— Fes Fire Proof c Be # s a a , a 16 % October 4, 1916 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis, Detroit, Oct. 2—Detroit has many criminals in its busy midst who stoop at nothing to accomplish their ends, even to murder. The Grand Trunk Railway, a foreign controlled corpor- ation, operates one of the vilest de- pots of any in a city the size of De- troit. Sunday several people were killed at a grade crossing of the G. T. If memory serves us right, the company has fought every attempt to make them separate the crossings. There are several methods of murder and several combinations to commit S. M. Weinberg, general merchamy of Prescott, was a Detroit business visitor this week. I. Altman, has opened a men’s furnishing goods store at 134 Lafay- ette boulevard in the building former- ly occupied by the Rochester Clothing Co. Straw votes may show which way the political wind blows, but $7 beans should: cause it to waft in the right direction. Burglars entered the jewelry store of P. D. Wicks, 1740 Woodward av- enue, last week. Proceeds, $100 worth of merchandise. For the benefit of those who have tried to telephone news items to us only to find an incorrect number was given in the Tradesman, we wish to announce the number is Hickory 3202 West. In fact, we already told the fellow. I. Korobkin and S. Rappaport have opened a men’s furnishing goods store at 331 Michigan avenue. Wooden shoes will be furnished Allied prisoners in Germany. The prisoners will, undoubtedly, object tv the innovation, wooden shoe? Employes of the Commercial Elec- tric Supply Co., 42-46 Congress street, with their wives, were entertained at dinner in the Hotel Cadillac Satur- day evening as guests of the company. The dinner is an annual affair. The gathering was presided over by F. W. Woolrich, general manager. Clyde Cochrane, general merchant of Yale, was in Detroit this week on business. A. MacMillan, department man- ager for Burnham, Stoepel & Co., is in New York on business for the firm. Fourteen hundred trail hitters in Billy Sunday’s tabernacle Sunday. The saloons, too, had a few thousand hit- ting ’em up. K. J. Hines, who has been connect- ed with the Detroit Board of Com- merce, has resigned to accept a pOsi- tion as manager of the Marathon Tire Sales Co., 580 Woodward avenue. The company will handle a complete assortment of auto accessories. Detroit hotels are going to charge extra for butter. That's what we call spreading it on. The Rochester Clothing Co., 134 Lafayette boulevard, has moved into a newly remodeled store at 255 Mich- igan avenue. Frederick Stockwell and William Hazelton, of Edson, Moore & Co. have returned from a business trip to New York in the interests of the house. The news last week of the death of Lem Thompkins, of Jackson, was received with regret by his host of friends, in this city. Others, no doubt, will eulogize him in this week's issue of the Tradesman. Suffice for us to say, he was a loyal friend whose personality was such as to make him friends wherever his business called him. His passing will also be felt by the United Commercial Travelers, an organization in which he took a great interest and devoted much of his time. J. V. Harding, formerly representa- tive for the Goodyear Tire & Rubber Co., of Akron, has been appointea General Manager of Sales for the Neville More Room Steering Wheel Co., 74 Congress street, West. The MICHIGAN TRADESMAN company is now seeking a new and larger factory location. John Scudder, Treasurer of the American Electrical Heater Co., of this city, has resigned and will retire from active business. Fred W. Chaffee, well know in lo- cal automobile circles, has been made Manager of the George W. Franklin Co., 700 Woodward avenue, and will cover a portion of Southeastern Mich- igan in the interest cf the Dort cars, which are sold by the Franklin agency. The clothing store of Jabor Karon. 566 Gratiot avenue, was entered and $100 worth of clothing taken last week. What promises to be the bon ton event of the traveling men’s socal season will bea banquet, followed by a ball, on Nov. 25. Full details will appear in these columns at a later date. The appointment by Cadillac Martin F. Reed. Council of Martin Reed as chairman gives assurance that no details will be lacking in the arrangements for the success of the event. M. Stone, 1066 Joseph Campau av- enue, dealer in men’s’ furnishing goods, has opened a branch store at 322 Ferndale avenue. Fred J. Armstrong, has been ad- vanced from Assistant to General Manager of the General Ice Delivery Co, Mr. Armstrone’s advancement is all the more notable from the fact he began as a driver's ‘helper for a small ice company in Detroit in 1883. Charles Holtz, for the past fifteen years identified with the leading hat stores in the country, has been ap- pointed manager of the hat depart- ment for Grimshaw & Stevens, haber- dashers and _ hatters, 16-18 Grand River avenue. Mr. Peters, department manager for the Davidson Mercantile Co., of Davison, was a Detroit business vis- itor this week. The slump continues in Detroit. Building permits for the past week fell off to $1,037,335. A fleet'ng glimpse of John D. Mar- tin was reported in our dynamic city last week. Whither bound, John? Charles Reattoir, the Chicago scribe says, “Don’t fail wher in Chicago to visit the great stock yards.” Person- ally, we don’t care a smell about it. What’s become of the old fashioned traveling salesman who used to write poetry for the Tradesman? One thing we must say for the hoozer who js in business—he never loses a_ scent. Billy Sunday is still with us and the dod gasted, rum soaked, blither- ing, ivory domed, inebriates are ketchin’ hell. Also other things too horrible to mention. James M. Goldstein. ++. A child’s cuteness or impudence de- pends on whether it belongs to you or to one of the neighbor’s. Not a Ford. William Judson Has a new car. A Packard. A twin-six. And it’s nice And shiney And smooth-running And he’s proud ©#f it, As well He might be. And he has A relative, A lady, A minister’s wife. And she’s nice, And honest, And a good judge Of automobiles, Nit. And William Being proud Of his new And wishing To show it to her Drove out To her home, And she, Being duly Impressed, And_ nice And _ honest, And his relative, Wished to show Her appreciation, And said My! that’s A nice car. I believe That it’s The nicest car I ever saw. Ts it A ford? —eoe a Why Do They “See Things?” The Tradesman is unable to explain what there is about the work of cor- responding for the Tradesman which causes its correspondents to “see things.” Reattoir sees snakes, Mon- roe sees bears, Martin sees commit- tees who are derelict in their duty. Borden sees the same committees working like Trojans. Cook sees great things in store for Battle Creek. Ganiard sees Jackson rivaling the growth of Flint. Goldstein sees Billy Sunday rolling in wealth, Tapert sees Cloverland blosson like a rose. Ballamy sees Democrats remain away from the polls at Bay City. Lyon sees Muskegon going ahead with giant strides. Hopkins sees himself writ- ing a letter to the Tradesman every week. car, ——-@-2—_—_——_ Received Too Late to Be Classified. Walter E. Mellenger, who went to Chicago last Saturday to attend the second annual dinner of the Amateur Editor Fossils, was introduced to the diners, at the conclusion of the re- past, as the most popular ladies man and the most colossal heart smasher in Michigan. Mr. Mellenger pleaded guilty to the charge and announced himself in readiness to stand trial on the indictment. E. A. Fellers, who for the past year has been in Ionia, has resigned his position in the Walk-Over store and taken a position as traveling sales- man for the Scholi Foot Co., of Chica- go, Mr. Fellers has been intereste:| 43 in foot work, having made a study of it for some time. Oka Town, of Allegan, has taken a position with the United Drug Asso- ciation, of Chicago and will travel over Southern Michigan. He has all of this territory to cover. A change has been made in the Alma Hotel, which will affect to some extent the management of the place. F. Gallagher, through arrangement with Mr. Moore, the proprietor, will have charge of the dining room in the future. Mr. Moore will continue to manage the hotel, which will be un- der the European plan in the future, the dining room _ being entirely separated through being under a dif- ferent management. Years ago yellow fever was a scourge of the tropics, and semi-trop- ical sections suffered from epidemics of the disease. But so effective has been the fight against yellow fever that on its tour of Ecuador, Peru and Columbia, the Rockefeller Yellow Fever Commission found the disease in only one port, at Guayaquil, Ecua- dor, and visitors are the chief victims there, as the natives are immune. Due to the yellow fever, the trade of the port of Guayaquil is slight. The city is now putting in a water and sewage system which will do away with stag- nant pools and the use of rainwater. The cisterns and pools help in the breeding of mosquitoes, and when Guayaquil abolishes them the yellow fever may disappear. —_+--.___ At the -annual meeting of stock- holders of the Macey Co., held last Thursday, a report was presented by the trustees showing that the indebt- edness had been reduced 37 per cent. since Jan. 3—from $412,000 to $275,- 000. A portion of this result is due to the reduction of the overhead ac- count $110,000 per year. The report was received with much enthusiasm by the stockholders. Provisions—All smoked meats are firm but unchanged in price and with a moderate consumptive demand. Pure and compound lard are steady and un- changed, with a light demand. No change seems likely at the moment. Dried beef, on account of aggravated scarcity, has advanced during the week and is firm at the advance. Canned meats are unchanged and so is barreled pork. —_++s—____ Katherine Stonehouse, dry goods dealer at 937 Division avenue, South, has merged her business into a stock company under the style of the Stone- house Dry Goods Co. The corpora- tion.is capitalized at $6,000, of which $5,180 has been paid in. The stock- holders are as follows: Katherine Stonehouse, 400; Evelyn Matthews, 104; Rupert V. Pfeffer, 14. —__2-.>____ R. J. Barnes, formerly engaged in the drug business at Otsego, has tak- en the position of prescription clerk for W. W. Barth, corner Wealthy street and Diamond avenue. —_—osoeo_—— T. R. White, who conducts a general store at Solon, in renewing his subscrip- tion to the Michigan Tradesman, says: “The Tradesman is the best paper I am taking.” MICHIGAN TRADESMAN S “> DRUGGISTS SUNDRIES: eo = = = = e = = = = = or _ The Fundamental Business Needs oi Pharmacy. host 2 ustrious men who 1€ : hiebxy of as no- ich success must be vizards of scientific re- unlettered youth ghout the mystic y bim the _ secrets. istening, wide-eyed and astonished, s heard the story and seen thz of an alkaloid; with trembling and brain alert, ie has beheld wonderful transformations 01 istry; with attentive ear and tolerant unders tanding, he has de- voured the wonders of serum therapy He is tutored in the ethical relations ain toward his co- hysician, in the field of usefulness. He is sent out into the world with material for a great su- structure, although, with sickening that he must maint worker, the ist realize that he has which to build. The commercial needs of pharmacy have been overlooked. Our educators have discussed every requisite of suc- cess save one. The young pharma- cist comes from the laboratory and lecture room with a knowledge of pharmacy that is superb. Before the State Board he displays a knowelge of the processes of pharmacy, the ac- curacy and thoroughness of which are beyond criticism. Yet to the veteran of the tile and spatula, who has been throwing bottles at the wall for a life- time, he is yet a child, because with all the tutorship of the masters of the mystic art, he has never learned that the grand prize of the high call- ing is a meal ticket and a room key. He has traced rare chemicals to their sources and made them reveal their identity, but has never been enlighten- ed on the subject, “How to pay the rent.” he mu no foundation eile. upon To the gray-haired, practical drug- gist, the battle-scarred graduate of the school of experience, who has given humanity the “once over” and recorded their numbers on the pages of a retentive memory, the pride of Alma Mater and the wonder of the State Board is a joke .He looks on the young man as a matriculate in pharmacy’s finishing school. He sizes him up from every angle, and with figures that do not lie shows that his real worth to a modern drug store is less than the young man could live on. The education of a pharmacist may start in a noble in stitution of learning that has to its credit nearly a hundred years of use- fulness, but until the curriculum is changed it mus+ have its finish in a where the n I parlor” dollar is a part of the goal. The pharmacy schools of the coun- y do not merit all the blame for the existing business needs of pharmacy. blame placed the journalists of the evaded commercial pharmacy with a reticence akin to The editorial publications A part of this may e doors of craft who have silence. greatest pages of our are prone to everything that pertains to pharmacy, excepting that one thing that is so needful, if we are the game—providing for the girl and the babies and garnering a few shekels for the rainy day. Con- tributing editors from the ranks and hand - embellished dream about how lator when discuss elaborately to stay in to pack a perco- the howling need of the craft is a thesis on how to melt the out of a cash register. The page is rife with meth- ods for making everything but a dol- lar. We seen so fascinated with the work that we forget the wage. Successful proprietors have come to look on a collegé graduate as be- ing a man capable of being educated to a degree that he will finally be able to steer a store clear of the breakers to success. So far, the col- leges have sent us unfinished prod- ucts and given us the task of teach- ing them the business of pharmacy. The writer does not wish to be mis- understood by having anyone infer that we do not believe in the highest standards of professional pharmacy. We would not for the world lower the plane of scientific pharmacy one jot or tittle. But since 75 per cent. of the business of a modern drug store comes from in front of the prescrip- tion partition, the business needs of pharmacy are at least as important as the scientific or professional needs, although they have never been recog- nized as such. A knowledge of the business end of pharmacy does not detract from. the professional ability of a pharmacist. That a man is able to call the alkaloids by their chemical initials and is versed in the technical processes of pharmacy should in no way hinder him from being thorough- ly conversant with the legitimate dol- lar-getting methods of modern busi- ness, The man who is to come up to the standard of the pharmacy of to- day should be able to make a trial balance and a urine analysis with equal deftness. His inability to do so shows that he is only half equip- ped. Some of the best pharmacists of this country argue that the busi- ness or commercial end of pharmacy cannot be taught successfully in the schools. This we think is an error, because not so many years ago many really bearings formula orthographical’ of the proprietors were prejudiced against the college man in favor of the man who got even his technical knowledge of pharmacy in a drug store. We have all seen this theory smashed into smithereens. We know that so iar as the scientific side of pharmacy is concerned, the college men of to-day are well-nigh faultless. Our state boards meet men who are wonders of scientific knowledge. If the great teachers are able to graduate men who border on scientific perfec- tion, we know that men may be found who can teach business. Once the highest priced man on the pay roll of the great factories was the chemist who worked and loved into existence the processes by which the products were made. This is not so to-day. The wizard who sets his own salary, the man who is of great- est importance and who is worth whatever he costs, is not the chemist —he is the man who is doing for the great manufacturing plants what somebody should do for pharmacy. He is the efficiency export who con- serves the company’s interests by husbanding its dollars and teaching its employes business. The needs of pharmacy are not confined to a thorough knowledge of it as a science. That part has been well cared for, A pharmacist who is unable to go further than the prepar- ation and dispensing of medicinal products can play but a small part in what we are pleased to denominate pharmacy to-day. A very small per- centage of the drug stores in Amer- ica can be divided into departments in which the worker is required to do only the work of his department. The ideal pharmacist is the man who can do whatever there is to do. We do not believe that the scientific end has been or can be cverdone, but we do believe that scientific achievement has been cheapened because our youns pharmacists have not been equipped to meet the business needs of phar- macy. The vocation of a pharmacist is 25 per cent. a profession and 75 per cent. a business. Some of us are loth to admit this, but it true just the same. To equip a man for the scientific end of pharmacy alone is very much like teaching a physician anatomy and sending him out into the world as a general practitioner. He cannot suc- ceed. He is not a master of his craft. October 4, 1916 He is only partially equipped for the work that is demanded of him. A pharmacist should be able to conduct a pharmacy. When he is given a diploma he is a finished product and should meet every demand of his call- ing. When a graduate of the engi- neering department receives the O. K. of the faculty he is ready to dig a tunnel, construct a sky-scraper o1 build a railroad. When a_ student finishes the school of law he is able to take care of himself and his client in any court in the land. But when James Brown, Ph. G., winner of the honors of the graduating class of nineteen-fifteen, is placed in charge of a busy store on Main street and told to make an inventory and render a sworn statement to Bradstreet, of the exact financial condition of the business, he feels like mailing the sheepskin back to the faculty with a request to please cancel the honors. He is up against the task of admitting his gross inefficiency. He must tell his employer that he cannot do it. He must make a confession that is the most humiliating one that any crafts- man ever had to make. He must say “I don’t know how.” He must acknowl- edge that the job is too big for him. This is enough to kill progress and crush every bit of punch and fighting jah Tlsfe ory,» ‘When mothers once take it They never forsake it.’’ ime Ld, doe For Sale by all Wholesale Druggists Satisfied Customers are the foundation of our business Good Merchandise and Prompt Service have strengthened this foundation Heystek & Canfield Co. Jobbers of Wall Paper — Paints — Factory Supplies 1916 the uct ind all- 'Zi- dig oO1 ent ble ent en the “ge nd ler October 4, 1916 MICHIGAN TRADESMAN spirit out of him. Is it an . . y wonder’ should do. Aft . fiat the ondieay of Anieti . After we have employed W American Bae : ES macy is thickly eon with sues a graduate pharmacist to conduct a HOL ALE DRUG PRICE CURRENT a store, many times we find i Nl ie , e find it necessary wrecks? Can you marvel at the fact to go toa hardware store or a | ib ; | chee pei ag al iil na that a large percentage of the drug yard and find a man who ee . Boric @onay 17 wee he fie Bo 7 stores of this country are insolvent know whether a hal - : HOt Borie (Mita ..3. ue 35 ecataok artifil oz, @1 be fron, clo. ....... @ ée Be hee eee cece Ge ts alogen Hi for soft a ooBe. 22 74@ 78 Olive, pure .... 2 ne 2 2 ee aaa ucla @ 80 s : : new name e RUBIO co occ see 1 5 aga, tteeeeeess a have been operated for years that nana split, but one We pe ee e Nine ate 2% @ * beg *. 1 60@1 75 Nux Vorice is 3 70 ave ie ; ell an HIG ...<--- ae ee ee aa eae « never been solvent. There has’ asset from a liability witl Bie: Oxalie ....:..... 0 is — _ : Opium, Capmh. 3 90 been no time since their establish- it to the lal y wi hout taking Sulphurie “20.7. a ca asda ass 1 oe ° Opium, Deodorz’d @2 75 ment that they could have | 1 aboratory. Merging the Tartaric .......- 82@ 85 Origanum, pure .. @2 50 eee at es Ae ave eee sold two men, we get an efficiency that we Ammonia Origanum, com’! 15 gh money to liquidate their should get from one. Thi le Water, 26 deg. .. 8 @ 12 Pennyroyal 2 25@2 50 Paints debts, yet the proprietor thinks he is’ ¢ a : is condition Water, 18 deg. ..5%@ 9 Peppermint .... 3 25@3 50 Lead, red d weit 1 oe s he is. grates on the nerves of the man who Water, 14 deg. .. 44@ 8 Rose, pure .. 12 00@14 00 Lead, whe é0 7 oes z ing along fairly well and has nev- wants both the professional 1 coun oe 3 25 Sandalwo aE. oe ae Se oll 10 giv ce ideaed thet hie hes been brok oe ' ional anc oride ....... 10 25 eC . Ochre, yell s roke business side of his busi Pe I. oes 9 60@9 75 Ochre, yellow bbl. 1 @ 1% . so - u I ea Si seen chr i. ee aaa dice in uk the Gad ys pian Z yusiness efficient Balsam ee Sassafras, true 1 25@1 45 Putty yenaw less 2 @ 65 of each year wond aged. e outlook is no: opaiba ........ 1 00@1 40 assafras, artifi'l 50@ 60 Red Venet'n bbi. 1 2%@ 56 : y — er why they have bright to the young man who has i. psa oS i “= 50 — coeee 3 oat 00 Red Venet’n less ing : o money to show for a year of hard 1 : | z a 60 Tansy ...... <1 ee A Z spent two or three years i Peru Tansy ...... .... 3 50@3 75 Wh » Amer. 25@ 30 Sake tak (hey do aot knew | ) years in a college Peru ---+--++- 14 a 76 Tar, USP . iting, bbl. .... 22} 45 10w to of pharmacy and on ; (ae... Ce Se » USP ...... 30@ 40 Whiting m ‘ J completing hi Turpentine, bbls. Ao ft: BoB ice 5 find out. Our educators and the course finds that he oa pes : Berries Turpentine, less oo L. H. P. Prepd. 1 8091 70 pharmaceutical press are too prone apprenticesh’ : We ot Gee se GG Weel on 5 50@5 75 to stand aloof f : e apprenticesh’p at a nominal salary to Fish ..... pean oa os Insecticides 4 rom simple, common- learn business. Of course, th _ fonlper ....... © @ i6 birch ...+..-- 4 00@4 25 Arsenic ...... 9 place business. Too many of us de-_ few places 1 od a a oe 6 Vom - sigh : aa = Bice Vitriol, “bbl.” @ 13 : ‘ " s de Witecse, tie gee )86=6—6™C:~™Ct—“‘<‘i‘“‘“‘i‘_aié‘“‘éC We @4 00 ue Vitriol, a light to ‘delve into science and dis- man whose ambition . £0. Ss es Barks te acu re Hellebore tis Pa 8@ io cuss the rare products ‘that mean lit- life wearing out a hole in a a Cassia (ordinary) 25@ 30 Potassium wea 35 tle or nothing to the druggist. We f ee oor in Cassia (Saigon) 9%0@100 8; insect Pocus’ oo a see Seanks ob the coat aaa ‘ e front of the tile and who is satisfied au ere a0@ 85 Eichromate . : 800, 83 Hine Arsenate’ "10349 is s craft, and to say with $25 a week f 1j : assafras (pow. 35c) @ 30 8B omate .....- 5 Lime and Sul h ae ce ae cs j $25 2 ek for dispensing physi- Soap Cut (powd.) romide ...... 1 80@2 00 ~—Soluti Oo a: served it poorly cans’ prescriptions; : 35¢ Carbonate 16 75 on. gal. 1b@ 25 : “heel ae : ans scriptions; but he is along °° ****""**" ae % Guiesi wiat 0@175 Paris Gree aie cs oo . mildly. We do not mean way from being an antidote for the Extracts aa 60 Ye © a : lat it is possible to make a business needs of pharmacy because Licorice ......... 38@ 40 one gran’r Bu 85 7. Miscellaneous | success of every man who the man who is satisfied with his sal Licorice powdered 50@ 55 Iodide ........_ ‘4 grea £ i cesses 90@1 00 enters e : _ Botandonnite 2 1n@e 0h cesar: eee J ee ee ary would be satisfied with his sales, Arnica Flowers 2. a Prussiate, yellow — = Alum, powdered oc 12 d : ‘ ‘ B z : » 4APTICA .oseeveeee 5 9 i . p harmacist is a man and the druggist who is satisfied with Chamomile (Ger.) 80@ %5 Seuhate” ~~ aa Sround ........ 1@ 15 i in the science of pharmacy, his sales is finished Chamomile (Rom) 55@ 60 ae : aa easil who i i : e ee eee s as is able to make a- statement We hope that in the near future the Gums — oo nt showing the profit on th | : : as € ec “Acaci: ‘ AIBANGE .......--. 90@1 00 for Jul ith th . eee bus'ness needs of pharmacy will be hae poe Soe 50@ 60 Blood, powdered 20@ 25 powdered ...... 10@ 15 sa : ne the gs ease with recognized and met by a system of Acacia, 3rd ...... ce bu a baa 20 py aeoeana te e shows the percentage of business : ; Acacia, Sorts 2 enti ed, 1G 8 SO we se es 1 9% nen i ge 0 s education that will equip the “hay 5@ 30 Gentian, powd. 38@ 45 Capsi “oa iodine in a specimen of the ti : equip the Acacia, powdered 40@ 50 Gi "Afri Capsicum ... 30 incture. young pharmacist . me Aloes (Barb. P nger, African, jem ar @ 35 The plan : doce : oF acist to fill efficiently . Pow) 30@ 40 powdered ...... 20@ 2 Carmine ...... 6 50 7 : ae Sabor nie education the position in the world’s work for ree (a Faw) doo - cua Eiger 306 35 Cassia Buds .... i o « g resent makes it necessary which he s See Asafoetida ; a cr vemaice, Cloves Ssar} seeks to qualify. oetida .... 1 W0@1 10 owde one poss 30@ 3 to employ two men to do what one d y i Asafoetida, Powd. ters >. BREAKFAST FOODS Tomato, 1 Ib. ........ 150 No. 19, each 100ft. long 210 National Mints 7 tb tin 20 : Cans and boxes ee Teer +o see Apetizo, Biscuits .... 3.00 Tomato, 2 Ib. ....... 2 80 COCOA Empire Pudge ....... 15 te ee ine -B D Bear Food, Pettijohns 2 13 Mushrooms Bakers ........ .. 39 Fudge, Walnut ...... aa Wik oo Drief Fruits ......... 6 Cracked Wheat 24-2 290 Buttons, %s ....... @25 Cleveland .... 41 Fudge, Filbert ...... 15 ace Fruit Cakes .. 15 E Cream of Wheat .... 5 40 Buttons, Is .......... @40 Colonial, \%s 35 Fudge, Choco. Peanut 14 Hous Oo s-+ if Evaporated Milk 6 rhea - Rye, 24-2 .. 300 Hotels, Is ........... on riggaa “ - = utes wenae, oS it Bo Poa — oo ii ee uaker Puffed Rice .. 4 25 PPS ...-...0e. : y ae : Wat ae F Quaker Puffed Wheat 3 45 Cove, 1 _ 75 Hershey's, \%s .. - 82 Fudge, Cherry ..... _2 ee Hai Cy - inaceous Goods .... 6 Quaker Brkfst Biscuit 1 90 dogs ee a Hershey’s, %s .. 30 Fudge. Cocoanut .... 15 es Ge tte 18 Farina Cove, 2 Ib @1 40 Cameo B Fishing Tackle ...... 6 Quaker Corn Flakes ..1 75 ernie ae Oe ee Seo = Flour and Feed s-..-- 1 Wheatena crore... 46) Plums... s--g-_,90@1 85 Lowney, Be 2H teed Gems sis: Sheese Tid Bite’... 39 oe Evapor’ed Su ears In Syrup Lowney, %s .......... 37 Iced Orange Jellies ., 13 poate Bar (cans Pee SO trees é rch Nuts ee 2 70 No. 3 cans, per doz. ..1 50 fone Sib. cans .... 37 Italian Bon Bons .... 13 Chocolate Puff Cake 20 Sugar Corn Flakes .. 2 50 Peas Van Houten, %s ...... 12 Jelly Mello ...... sees 18 Circle Cookies ....... 15 Gelatine ............. 7 Holland Rusk ....... 3 80 Marrowfat ....... 90@100 an Houten, \s ..... . 18 AA Licorice Drops Cocoanut Taffy Bar .. 16 Grain Bags .......... 7 Krinkle Corn Flakes 175 Early June .....110@125 vay Houten, %s °....: 36 Ib. box. 2.62.) - 125 oe Drops ...... 16 H Mapl-Flake, Whole Early June siftd 1 45@1 55 Van Houten, 1s ........ 65 Lozenges, Pep ...... 14 fee Macaroons 25 Herbs q Wheat ....,........ 3 60 Peaches Wan-Eta ........ See as Epeceees: Pink ...... ? hse Moker whee ia Minn. Wheat Meal .. 4 50 coeccenncece BORD Were 2.2) :... oc)... anchus ............ a : sae rao = oe : Ralston Wheat Food — 10 size can pie $3 25 Wilber, %s ..... cee. 33. Molasses Kisses, 10 Coffee Cakes Iced ... 15 cbastaius Lgege 186 ......5.- 8 8 Pincapple Wilber, 4s ............ 32 Tb. box pia Ce OE ovens ses as ia 1. & Roses Whole Wheat). “° Grated ......+- 1 75@2 10 COCOANUT Star Patties. Asst’. i4 | Crumpets 0.0..." 15 enero peer Biscuit secese 270 Sliced .......... 95@2 60 Dunham’s per Ib. Crystal Jumbles .... 14 J Saxon Wheat Food .. 2 80 Pumpkin %S, 5 Ib. case ........ 30 Chocolates Pails Dinner Pail Mixed .. 15 TONY ....22-secceree 8 i Pale .0.0500. 80 %s, 5 lb. case .......... 29 ; Extra Wine Biscuit .. 14 Shred Wheat Biscuit 3 60 Cg ee al Assorted Choc. ...... 16 zs ; oe Jelly Glasses ......... 8 ‘Triscuit, 18 ......... ye a pearebee 90 4s, 16 th. case .......- 29 Amazon Caramels .. 16 Fandango Fingers.” 16 i ‘y’ 11150 Fancy .......-. «seee- 100 %s, 15 Ib. case ....... - 28 G fan Fig Cakes Asstd. .... 15 M Pillsbury’s Best Cer’l 1 nN > Sie ia. SS ih. cane Tt 97 hampion ........... 15 We Nowtons 16 coms i 8 ee eee eG ee ne © Vee ae th case 8 Ce eR 2) ireside Pont dainh i = aurerennenie > fat Tacs Penk ge 2 80 PPS cae - Scalloped Gems ....... . olipas, Spr die . Fluted Cocoanut Bar 15 Mince Meat ......----. 8 ican Bea Mare °*""*** ig ideal Chocolates |."! i Frosted Creams. ..... 12 eee bk oceri eee. —- : BROOMS Warrens, 1 Ib. Tall .. 230 Bul’ barrels ........ 5 ag ae Chocolates 2 Praca Orie oo — = Deere . 3.5 scces.. Fancy Parlor, 25 Ib. 5 00 Warrens, 1 Ib. Flat .. 2 45 Baker’s Brazil Shredded Aabobs ...........4.. Fruited Ovals, Iced 13 Parlor, 5 String, 25 Ib. 475 Red Alaska .... 1 85@1 95 70 6c pkgs., per case 260 Nibble Sticks ........ 25 Ginger Ti ee — «Gomme SST PSR Mes Reg, Auesia 1 4094 HF Ho ee, Der cane #68 Nut Waters 20 He Ginger Brows coe pees. ee ‘ommon, p eeeee Pink Alaska ...... en r s : oe Li ° See SF omen o>. BES Sardines "peu a Resunt Clostors .. ee ee ee a Olives ....... g Warehouse, 23 Ib. .... 5 25 Domestic, 48 ........ 875 Bakers Canned, doz. .. 90 Quintette .......... Ginger Snaps Family 12 Common, Whisk .... 110 Domestic, % Mustard 8 25 Regina eeecercces oe Ginger Snaps Round 10 e Fancy, Whisk ....... 140 Domestic, % Mustard 325 COFFEES ROASTED Star Chocolates 1S Goimen Boa Benton i Peanut Butter ...... 8 BRUSHES French, 4s ......... 7@14 Rio Superior Choc. (ligh Hippodrome Bar .... 15 ee Products .. ; Scrub French, %8 ....... 13@23 Common .......... Pop Corn Goods Hobnob Cakes ...... 16 a . 2... La. g Solid Back, 8 in. .... 75 Sauer Kraut See terres en tarts Ra ‘seh igh ga Honey Fingers Asst’ 16 haying Garde pied noon ee, Te... No. 5 Gane ....... 2: 90 ola . Cracker Jack with Household Cooks. Iced 14 Paice: oe g Pointed Ends ...... 2. 8° -No 10 cans 2...” 275 Porkacy oe oo eee ed Bonet Dumpty, S Provisions ............ 8 “a Stove se Wace or - ie Cracker Jack, ‘with ' ‘Prize I ocean’ es é br O. DB ceveee péecsvenece ? eee wc Hurrah, 100s ........ 3 50 Jubil Mixed: ....../. — oe g No. 2.0 -.°128 Dunbar, 1448 doz.’-1..2 40 Common ........... .. 20 a jubilee Mixed "17°". 15 Rolled MS oeeeeeses OF 2 creeeres or Hurrah, 24s ........ 85 Lady Fingers § ~~ . Shoe Balloon Corn, 50s ....1 75 per Your Tae. No. 8 ...5. coe cane 1 0D : Cough Drops Lemon Biscuit Square 12. oll speeded ° NO. 7 .sseseseeereeees 1 30 Retains Maracaibo Boxes ee — sececeee 12 it Hola So 4 OO eee -- 1 70 ra oc Wale ooeip acc. ae 24 Putnam Menthol .... 100 Lemon Wafers ..... - 20 ce aces ceeee 9 NO. B creeseeeerereeee 1 90 —— sanpsseeees ae Caine), SC - Smith Bros. ......... 1 25 ee El ike 20 Salt Fish ..... teseee 8 BUTTER COLOR, oes au Mexican o eye nee Maes Cae. esecesveoceccoses . Dandelion, Cc Size .. oice ee rcesecce Ss. Me tm Sy NE oeees-- nance a i wee - 26 Almonds, ‘Tarragona 20 = Mary Ama ees 3 ~via adage Sa 3. 75 Guatemala Almonds, California Marshmallow Pecans 22 Bee ooo ce ees eccrce oe 10 Paraffine, - ccccooceve 1% No. 10 Fair 25 soft shell Drake --@20 Melody Cakes 18 ee wee oc ge Oe eee W4gis Mol’ Birt. ‘Cookie, icea 14 peeeeeeebeceae 1 - in case ... 2 60 ONO 3 ee ELe tore tes esses oney Cakes .. er . CANNED GOODS Me, 4 dos. in case .., $60 Private Growsh .... 2630 Cal. No. 1/8. 8.11! @20 Gatment Crackers .... 11 T Apples is "4 doz. in case .... 5 60 Mandling bck oa exe 31@35 Walnuts, Naples 16%@18% Orange Gems’ ...3..,. 12 ee esr $I. Standards .. @. . CATSUP Aukola ...... serene 30@32 nie an ee ear — Ey fasorted ..... i Pee eesersesesecese . oO. ee as . Mocha ? ‘ te eereee sees 1, 2 Snider’s pints ...... 2 35 Pecans, Large - @15 Pineapple Cakes .... 18 wae Peebles cess —— - CIACRUOFTIES ins gh Snider's % pints ..... 135 Ghort Bean ........ toes «Pecans, Ex. Large @17 Planet Cakes...” 14 2 Mo. nea weg! et » CHEESE ten OR nn eo es seo 8 Shelled Priscilla Cake ...., . 10 Vv Standar 0. 10 im. @22% H.L. O.G. ........ No. 1 Spanish Shelled Raisin Cookies ...... 14 Vinegar ........... w+ «18 Beans Carson City .... @221% Bogota Peanuts ...... 7 8 Raisin Gems ....... . 1b w Baked ..... eee 100@1 30 Brick ........ : @25 WOE cw cseccacssecsuce Os Ex. Lg. Va. Shelled Royal Lunch ........ 10 Wicking .............. 18 Red Kidney ..... 90@ 95 Teiden 91.1..." @15 Fancy ...... ...... . 26 Peanuts ..... 11%@12 ~—Reveres Asstd. 1.7" "' 20 Woodenware ......... 13 String ........ 100@175 Yimburger ... - @25 Exchange Market, Steady pecan Halves ...... @65 Rittenhouse Biscuit .. 18 Wrapping Paper ..... 14 Wx ............ 75@1 25 Pineapple ...... 40@60 Spot Market, Strong Walnut Halves .... @42 See Saw, S. or M. .. 11 Blueberries BONBIN o oss cwecess @85 Package Filbert Meats ..... @38 Snaparoons .......... 16 < Yv Standard ............ 140 Sap Sago ..:.... @ New York Basis Aimonede 2... @45 Spiced Jumbles, Iced 16 BOGE COM: cecdeonets: WA Mak WD 6 ocoeshs cca sees BO Swiss, Domestic @20 Arbuckle ........... 19 00 Jordon Almonds .. Spiced Marshmallow 18 wa ly 3 October 4, 1916 6 Sugar Fingers Sugar Crimp Vanilla Wafers Butter C, Square N B N Bc, secu Sod N B C Soda Crickan Premium Sodas Saratoga Flakes ..... 8 Oyster Dandy, Oysters 8 N B C Oysters Square ay Nabisco (10 cent tins) Nabisco (No. 204 Tin) Festino (No. 202 Tin) Festino (25c tins) Lorna Doone Anola 1 Minerva Fruit Cake 3 Above quotations of - tional Biscuit Co., subject to change without notice. CREAM TARTAR Barrels or Drums ...... 50 Square Cans Boxes Fancy Caddies DRIED FRUITS Anples Evapor’ed Choice blk @8% Evapor’ed Fancy blk @9% Apricots California Corsican Currants Imported, 1 Ib. pkg. Imported, bulk Peaches Muirs—Choice, 25lb. .. 7% Muirs—Fancy, 25lb. .. 8 Fancy, Peeled, 25lb. .. 12 Peel Lemon, American ..., 14 Urange, 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 Ib. boxes ..@ 6% 80- 90 25 lb. boxes ..@ 7% 70- 80 25 lb. boxes ..@ 7%4 60- 70 25 lb. boxes ..@ 8%4 50- 60 25 lb. boxes ..@ 9% 40- 50 Ib. boxes ..@10 EVAPORATED MILK Red Band Brand 5 case lots, 5c less; ease lots, 10c less. : FARINACEOUS GOODS Beans California Limas Med. Hand Picked Brown Holland Farina . 25 1 Ib. packages .... 1 70 Bulk, per 100 lb. ..... 5 25 Original Holland Rusk Packed 12 rolls to container 8 containers (40) rolls 3 80 Hominy Pearl, 100 lb. sack .. 2 75 Maccaroni and Vermicelli Domestic, 10 Ib. box .. 60 Imported, 25 Ib. box . 3 50 Pearl Barley Chester 4 50 Portage 90 Green Wisconsin, bu. 90 Spit, Tp 2... we eevee "6% Sago East India German, sacks German, broken pkg. Tapioca Flake, 100 lb. sacks .. Pearl, 100 lb. sacks .. Pearl, 36 pkgs. 60 Minute, 10 0z., 3 doz. 3 60 FISHING TACKLE ‘ Cotton Lines No. 1, 10 feet No. 2, 15 feet . No. 38, 15 feet . a 4, 15 feet .. o. 5, 15 feet .. , 15 feet ... Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 FLAVORING EXTRACTS Jennings D C Brand Terpeneless Pure Lemon No. 1, % oz. Panel .. 75 No. 2, 1% oz. Panel 1 13 No. 4, 2% oz. Panel 2 00 No. 3. 2% oz. Taper 1 75 2 oz. Flat 1 75 FLOUR AND FEED Grand Kapids Grain & Milling Co. Winter Wheat Purity Patent ...... ; Fancy Spring ....... Wizard Graham .... Wizard, Gran. Meal Wizard Poeete ewt. Rye Valley City * Milling Lily White Light Loaf Graham Granena Health Gran. Meal Bolted Meal Voigt Milling Co. Voigt’s Crescent nig Voigtus Roval ....:... Voigt’s Flouroigt . Voigt’s Hygienic Gra- ham 7 40 Watson-Higgins Milling Co. New Perfection 3 45 Tip Top Flour Golden Sheaf Flour .. 7 Kern’s Success Flour 9 Marshall Best Flour .. 8 Kern’s Wisconsin Rye hee Worden Grocer Co. Quaker, paper ........ 8 Quaker, cloth ../..... 8 Kansas Hard Wheat Voigt Milling Co. Calla Lily Worden Grocer Co. American Eagle, \%s American Eagle, 4s American Eagle, %s Spring Wheat Roy Baker Mazeppa Golden Horn bakers Wisconsin Rye Bohemian Rye Judson Grocer Co. Ceresota. %s Ceresota, 4s Ceresota, es Voigt Milling Co. Columbian Worden Grocer Wingold, %s cloth .. Wingold, 4s cloth .. Wingold, %s cloth .. Wingold, %s paper . Wingold, %4sS paper . Golden Granulated Red .0.000.., eae ces r White Michigan carlots ....... Less than carlots ..... Less than ecarlots ... Less than carlots Feea Street Car Feed .... 37 No. 1 Corn & Oat Fd 37 Cracked Corn 37 Coarse Corn Meal .. FRUIT JARS Mason, pts., per gro. 4 Mason, qts., per gro. 5 Mason, % gal. per gro. 7 Mason, can tops, gro. 2 ELATINE Cox’s, 1 doz. large .. 1 Cox’s, 1 doz. small .. Knox’s Sparkling, doz. 1 Knox’s Sparkling, gr. 14 Knox's Acidu’d doz. .. 1 25 Minute, 2 qts., doz. .. 1 25 Minute, 2 qts., 3 doz. 3 75 Nelson's 1 50 Oxford 15 Plymouth Rock, Phos. 1 25 Plymouth Rock, Plain $0 GRAIN BAGS Broad Gauge, 12 oz. Climax, 14 oz. Stark, A, 16 oz. HE Laurel Leaves Senna Leaves 25 HIDES AND PELTS Hid Green, Green, Cured, Cured, Calfskin, Calfskin, Calfskin, Calfskin, Shearlings Scdcuee 509 15 MICHIGAN TRADESMAN Unwashed, med. Unwashed, Ine .. @27 HORSE RADISH Per doz. ICE CREAM Piper Ice Cream Co. Brands Bulk, Vanilla 70 Bulk. Fancy, any flavor 75 Brick, Plain -1 00 Brick, Fancy 20 dlb. pails, per doz. .. 50 15lb. pails, per pail .. 70 30lb .pails, per pail .. 1 20 JELLY GLASSES 1% pt. in bbls., per doz. 19 1% pt. in bbls., per doz. 8 oz. capped in bbls., per doz. MAPLEINE 2 oz. bottles, per doz. 1 oz. bottles. per doz. 16 oz. bottles, per dz. 32 oz. bottles, per dz. MINCE. MEAT Per case MOLASSES New Orieans Fancy Open Kettle Choice Half barrels 2c oe Red Hen, No. 2% Red Hen, No. 5 2 Red Hen, No. 20 2... .. 19 MUSTARD 1% Ib. 6 Ib. box ¢...2... OLIVES Bulk, 1 gal. kegs 1 10@1 Bulk, 2 gal. kegs 1 05@1 Bulk, 5 gal. kegs 1 00@1 Stuffed, 5 oz. 9 Stuffed, 8 oz. Stuffed, 14 oz. Menai 8 oz. Lunch. 10 oz. Lunch. 16 oz. Olive Chow, 2 doz. es. per doz. PEANUT BUTTER Bel-Car-Mo Brand 25 Ib. fibre pails .... 10 14 lb. fibre pails .... 10% 10 Ib. tin pails 11 23 oz. jars, 1 doz. .. 2 Ib. tin pails. 1 doz. 3 00 7 oz. jars, 2 doz. 80 11 oz. jars, 2 doz. PETROLEUM PRODUCTS Iron Barrels Perfection 7.5 Red Crown Gasoline ° Gas Machine Gasoline 28.9 VM & P Naphtha .. 16.5 Capitol Cylinder .... 33.4 Atlantic Red Engine ..19.4 Summer Black 2 Polarine PICKLES Medium Barrels, 1,200 count ..9 Half bbls., 600 count 5 5 gallon Kegs ........ 2 2 Small Half barrels 5 gallon kegs Gherkins Barrels . Half barrels 5 gallon kegs ........ 2 Sweet Small Barrels Half barrels 5 gallon kegs ....... é PIPES Clay, No. 216, per box 2 Clay, T. D. full count Cob ores eereeeeses ese PLAYING CARDS . 90, Steamboat .... . 15, Rival assorted 1 20, Rover, enam’d ; . Bia, Special ..... 17 . 98 Golf, Satin fin. 2 . 808, Bicycle Slee 20 A 632 Tourn’t whist 2 POTASH Babbitt’s, 2 doz. .... 1 PROVISIONS Barreled Pork Clear Back .. 25 00@27 0 Short Cut Clr 23 00@24 90 Bean ans Clear 24 00@25 00 Dry Salt Meats SP Bellies eee 144% @15 Lard Pure in tierces 14 @14% Compound Lard 11%@12 80 lb. tubs ....advance % 60 lb. tubs ....advance 50 lb. tubs ....advance 20 lb. pails ...advance 10 Ib. pails ...advance 5 lb. pails ...advance 3 lb. pails ...advance 1 25 00@26 00- 9 Smoked Meats Hams, 14-16 lb. 18%@19 Hams, 16-18 lb. 18 @18% Hams, 18-20 th. 17 @18 Ham, dried beef sets 29 @30 California Hams 14 @14% Picnic Boiled Hams Boiled Hams .. Minced Ham Sausages Bologna ........ 1 Liver Headcheese ...... ef Boneless 20 00@20 50 Rump, new .. 24 50@25 00 Pig’s Feet Tr Kits, 15 lbs. uy bbls., % bbls., 80 Ibs. Casings Hogs, per Ib. Beef, rounds, set .. Reef, middles, oe 70 Sheep 15@1 35 Uncolored ee. Solid Dairy .... 183%@17% Country Rolls .. 15 @21 Canned Meats Corned Beef, 2 Ib. .. 4 50 Corned Beef, 1 lb. .. 2 40 Roast Beef, 2 Ib..... 4 50 Roast Beef, 1 Ib, Potted Meat, Ham Flavor, 4s Potted Meat, Ham Flavor, %s Deviled Meat, Flavor, “4s Deviled Meat, Ham Flavor, %s Potted Tongue, 4s Potted Tongue, %s ¥ Japan Style ...... 5 @5% Broken 3%@4 ROLLED OATS Rolled Avenna. bbls. 20 Steel Cut. 100 Ib. sks. 3 15 Monarch, bbls. 5 95 Monarch. 90 Ib. sks. 2 85 Quaker, 18 Regular .. 1 45 Quaker, 20 Family .. 4 SALAD as Columbia, % pint .... Columbia. 1 pint ..... i Durkee’s, large, 1 doz. 4 Durkee’s, small,.2 doz. 5 Snider’s, large, 1 doz. 2 Snider’s. small. 2 doz. 1 SALERATUS Packed 60 Ibs. in box. Arm and Hammer .. 3 0 Wyandotte, 100 %s .. 3 SAL SODA Granulated, bbls. .... Granulated, 100 Ibs. cs. Granulated, 36 pkgs. .. SALT Common Grades 100 3 tb. sacks . 70 4 Ib. sacks 60 5 Ib. sacks 28 10 lb. sacks 56 Ib. sacks 28 lb. sacks Warsaw 56 lb. sacks 26 28 lb. dairy in drill bags Solar Rock 56 ID SACKS ...ccccccee Common Granulated, Fine .... 1 Medium, Fine 1 SALT FISH Cod o Large, whole ...... Small, whole Strips or bricks .. Pollock Smoked Salmon Halibut Chunks Holland Herring Standard, bbls. .... 18 50 Y. M. wh. hoop % bbls. Sau kegs M. wh. hoop Milchers Med. Fat Sent. "S00 Ibs 8 00 T.aborador Split gee La 10 00 Norway 4 K, 16 50 Special, 8 Ib. alia wa 10 Scaled, in boxes .... 15 Boned, 10 Ib. boxes .. 18 i Naas 7 60 ; 2, 106 Ibs. ....... . 1, 40 Ibs... ...ceee 2 25 ie dy _ waweceeane 10 Mackerel! Caraway 28 Cardomon, Malabar 1 < Celery Hemp, Russian Mixed Bird Pp 10 SHOE BLACKING Handy Box, large 3 dz. 3 50 Handy Box. small .. 1 25 Bixby’s Royal Polish Miller’s Crown Polish Seotch, in bladders Maccaboy, in jars .... French Rapple in jars .. Whole Spices Allspice, Jamaica ..9@10 Allspice, lg. Garden @11 Cloves, Zanzibar .. @24 Cassia, Canton 14@15 Cassia, 5c pkg. doz. @35 Ginger African ... @ 9% Ginger. Cochin .... @14% Mace, Penang @90 Mixed, No. 1 @17 Mixed, No. 2 @16 Mixed, 5c vkgs. 2. 45 Nutmegs, 70-80 .... @385 Nutmegs. 105-110 .. @30 Pepper, Black @20 Pepper, White .... @28 Pepper, Cayenne .. @22 Paprika, Hungarian Pure Ground in Bulk Allspice, Jamaica .. @12 Cloves, Zaznibar .. @28 Cassia, Canton .... @26 Ginger, African .... @18 Mace, Penang @1 00 Nutmegs @30 Pepper, Black @24 Pepper, White @32 Pepper, Cayenne .. @25 Paprika, Hungarian @45 STARCH Corn Kingsford, 40 Ibs. .... Muzzy, 48 1lb. pkgs. Kingsford Silver Gloss, 40 1b. Gloss Argo, 24 5c pkgs. .... 90 Silver Gloss, 16 8lbs. .. Silver Gloss, 12 6lbs. ..8% Muzzy 48 1lb. packages ...... 16 3lb. packages ...... 312 6Ib. packages ...... 50lb. boxes Z _ ins No. 2, 2 dz. 2 doz. 24 Blue Karo, No. 2%, 2 Blue Karo, No. 5, 1 dz. 2 Blue Karo, No. 10, % 9 Red Karo, No. Red Karo, No. Red Karo, No. Red Karo, No. Folger’s Grape Punch Quarts, doz. case 6 00 TABLE SAUCES Halford, large ......-. 3 75 Halford, small TEA Uncolored Japan Medium Choice Fancy Basket-fired Med’m Basket-fired Choice Basket-fired Fancy No. 1 Nibs Siftings, bulk Siftings, 1 lb. pkgs. Gunpowder Moyune, Medium .. Moyune, Choice Moyune, Fancy .... Ping Suey, Medium Ping Suey, Choice Ping Suey, Fancy .. 45@50 Young Hyson ‘ 11 Oolong Formosa, Medium .. Formosa, Choice .. 32@35 Formosa, Fancy 50@60 English Breakfast Congou, Medium .. Congou, Choice .... Congou, Raney .... Congou, Ex, Fancy Ceylon Pekoe, Medium rere br. Pekoe, Choice .. 30@ Flowery 0. P. Fancy O80 TOBACCO 25@28 Bugle, 11 Dan Patch, 8 and 16 oz. Dan Patch, 4 oz. Dan Patch, 2 oz. Fast Mail, 16 oz. Hiawatha, 16 oz. ere * 5¢ No Limit, y oz. No Limit, 16 oz. .... Ojibwa, 8 and 16 oz Ojibwa, 10¢ Petoskey Chief, 7 oz. Petoskey Chief, 14 oz, Peach and Honey, 5¢ Red Bell, 16 oz. Red Bell, 8 foil Sterling, L & D, 5c .. Sweet Cuba, canister Sweet Cuba, Se 2.4, Sweet Cuba, 10c .... Sweet Cuba, 1 Ib. tin Sweet Cuba, % Ib. foil Sweet Burley, 5¢ L&D Sweet Burley, 8 oz. . Sweet Burley, 16 oz. Sweet Mist, % gro. .. Sweet Mist. 8 oz. Telegram, Tiger, 5c Tiger, 25¢c cans Uncle Daniel, Uncle Daniel. - Om .. Plug Am. Navy, 16 oz. .... Apple, 10 Ib. butt ... Drummond Nat. Leaf, “2 and 5 lb. . DO De Ol Ol im DS OTD CIO UI CO OT DOs Rte CRO OT « at md o t per doz. Battle Ax Bracer, 6 and 12 Ib. .. Big Four, 6 and 16 Ib. Boot Jack, 2 Ib. Boot Jack, per doz. Bullion, 16 oz. Climax Climax, Climax, Climax, 5 ins Day’s Work, 7 Creme de Menthe, Derby, 5 Ib. boxes 5 Bros., 4 Ib. Four Roses, 10c Gilt Edges, 2 Ib. 5 Gold Rope, 6 and 12 Ib. 58 Gold Rope, 4 and 8 Ib. G. O. P., 12 and 24 tb. Granger "Twist, G ih. .. G. T. W., 10 and 21 Ib. Horse Shoe, 6 and 12 Ib. Honey Dip Twist, 5 and 10 Ib. Jolly Tar, 5 and 8 Ib. J. T., 534 and ¥1 Ib. Kentucky Navy, 12 Keystone Twist, 6 Ib. Kismet, 6 Ib. Maple Dip, 16 oz. Merry Widow, 12 Ib. .. Nobby Spun Roll 6 & 3 Parrot, 12 Ib. Patterson’s Nat. Le ‘ Peachey, 6, 12 & 24 Ib. Pienic Twist, & Ih ... Piper Heidsieck, 4 & 7 Ib Piper Heidsieck, per dz. Polo, 3 doz., per doz. Red Cross Scrapple, 2 and 4 doz. Sherry Cobbler, 8 oz. Spear Head, 12 oz. ... Spear Head, 1424 oz. Spear Head, 7 oz. .. Sq. Deal, 7, 14 & 28 Ib. Star, 6, 12 ‘and 24 Ib. ‘ Standard Navy, 7%, 15 and 30 lb. Ten Penny, 6 and 12 Ib. Town Talk, 14 oz. . Yankee Girl, 12 & 24 ‘Tb. Scrap All Red, 5 Am. Union Scrap .... Bag Pipe, 5c Cutlas, 214 oz. Globe Scrap, 2 oz. Happy Thought, Honey Comb Scrap, Be 5 Honest Scrap, 5c .... 15 Mail Pouch, 4 doz. 5c : Old Songs, 5c 5 7 Old Times, % gro. .. Polar Bear, 5c, % gro. 5 Red Band, 5c, % gro. 6 Red Man Scrap, 5c .. 1 Scrapple, 5c pkgs. .... Sure Shot, 5c, % gro. 5 76 Yankee Girl Scrap 202 5 76 Pan Handle Scrp gr 6 00 0 45@56 Peachey Scrap, 5c ... 5 76 48 MICHIGAN TRADESMAN October 4, 1916 Roasted Climax, 100 oval cakes 3 25 oe : Gloss, 100 cakes, 5c sz 3 60 12 13 14 Magic, 3 doz. .......116 © Dwinnell-Wright Brands pig Master, 100 blocks 4 00 Sunlight, 3 doz. ...... 1 00 Naphtha, 100 cakes .. 4 : Sens, 105 O08. «oats oe Oak Leaf, 100 cakes’ 3 6 Smoking Rob Roy, 5c foil .... 5 76 Butter Plates Yeast Foam. 1% doz. 8&5 Queen Anne, 100 cakes 3 60 All Leaf, 2% & 702 80 Soldier “Boy, 5 "soon & 6 — Railroad, 120 cakes ..2 50 , 4 . oldier Boy, 5c gross Dry ; 5 oe te oe 600 Soldier Boy, 10e .....10 50 o> eS TELFER’S 82. COFFEE Saratoga, 120 cakes ..'2 60 BR 7 or .---.----6-- 12 00 ne ee epertene ee 5 _ pres daggilisess oe : ee oe, Fae ee BB, 14 0Z. ....---ee0. 24 00 Stag. 8 oz. giass .... 4 50 : - anne, . White Fleece, 200 cks. 2 50 Badger, 3 0Z. .....--- 5 04 Stag, 90c glass ...... 8 40 ” n crate .....- DETROIT Badger, 7 OZ. .....--- 11 52 Soldier Boy, 1 Ib. .... 475 3 tb., 250 in crate ...... 70 Proctor & Gamble Co. 5 76 Sweet Caporal, 1 oz. 60 5 m., 250 in crate ...... 90 WaenOk 5... bese ee 3 20 Se ewere Ee Bb -- F< * . Ivory, 6 0%. .......... 4 00 ee PPP creer err 160 Sweet Lotus, 10c ....11 52 Wire End Ivory, 10 oz. .......6. 6 75 Banner, 40c ...------ $m) Sweet Lotus, por Ss. += oa 88 swood, Mixture, tc $4 =weet Hose, 2% of. -- 82 4 th., 250 in crate -..--- ee ee hy Se a ** Sweet Tip Top, 5c .... 50 2 m., 250 in crate ...... 45 Se a on & Comey Big Chief, 2% oz. .... 6 00 Sweet Tip Top, 10c .. 100 2 m., 250 in crate ...... f5 = Belle Isle, 1 Ib. pkg. 27 oo Big Chief, 16 0z. .... 30 ated — ..10 : 5 Ib., 20 in crate ...... 65 Sinner inoue B Swift's a ee 2 86 Bull Durham, 5c .... 6 00 Summer ‘Time, ee 3 — 1b os 2 Wool, 6 oz. bars ..... 3 85 Bull Durham, 10c ....11 52 Summer Time, 7 0z. 1 65 Churns Telfer’s Quailty * oS Wool, -10 oz. bars ... 6 50 Bull Durham, 15ce .... 1 45 a — eee F = Barrel, 5 gal., each .. 2 40 Borer bacpenbrasensse White House, 1 Ib. ....eee Tradesman Company Bull Durham, 8 oz. .. 3 65 Standard. 10c paper 8 64 Barrel, 10 gal., each ..2 55 an oud ps coun, & WS cs-ss Rieck Hw cue box 2-50 ae ot a 4S ed ee ee - Clothes Pins Cherry Blossom Tea 87 Excelsior, Blend, 1 Ib. ...- Black Hawk, five bxs 2 40 5 . . oe > Buck Horn, 5c ...... - a “ota 2 Round Head Telfer’s Ceylon .... 40 Excelsior, Blend, 2 Ib ...-- Black Hawk, ten bxs 2 25 — akg "a cons 5 76 Three Feathers, 10c 1152 4% inch, 5 gross ..... - 65 Tip Top Blend, 1 Ib. ..... ee ere Three Feathers, and Cartons, No. 24, 24s, bxs. 70 AXLE GREASE Royal Blend ..........+- “5 Scouring eo oo Pipe combination -. 2 7 : Royal High Grade ....... Sapolio, gross lots 9 50 Black Swan, 5c ...... 576 Tom & Jerry, 14 oz. 3 60 Egg Crates and Fillers : ° - Sonnet... 48 pkgs., 10c size ....3 75 FO B 10c oe Joe 52 B. & S., Broadleaf ..... 33 Traps guaranteed to comply with - aot Ce ee re Four Roses, 10c ...... {6 : : Mouse, wood, 2 holes .. 22. ALL Pure Food Laws, both pkgs., << Full Dress, 1% oz. . 72 Johnson Cigar Co.’s Brand jyouse, wood, 4 holes .. 45 State and National. 20 pkgs., laundry size 4 00 Glad Hand, 5c ......-. 48 Dutch Masters Club 70 00 10 qt. Galvanized .... 1 6d Gold Block, 10c cece ~ Dutch Masters eae . _ 12 at. ne eat cae : 2 Naphtha Gold Star, 50c pail .. 1&0 Dutch Masters Pan. 70 14 qt. Galvanized .... eee Morton's Salt Gail & Ax Navy, 5c 576 Dutch Master Grande 65 90 Mouse, wood, 6 holes .. 10 y' ic a ae ee i: 60 pkgs., 5c size ....2 40 Growler, 5C ......---- 42 putch Masters 5c size Mouse, tin, 5 holes ....- 65 ke ee ee ae bate a 100 pkgs., 5c size ....3 75 Growler, 10c ........- 94 (200 lots) ..---.-- 10 00 Rat, wood .......---+: 80 . enn to Growler, 20c .......-. 125 Gee Jay (300 lots) .. 10 00 Rat, spring ...-.------ 15 ib cans bese tole Giant, 5c .....-..++-- 576 1 Portana (300 lots) 10 00 6 oz cans 1 90 SOAP a as — agi peereer” 3 34 Ss. C. W. (300 lots) .. 10 00 Tubs %ib cans 2 60 tice Gen’ oe Go . c _ aees ...... ae eae Bee, es Oe. oe . : packages ......... Hazel Nut, 5c ...... 6 00 Worden Grocer Co. Brands wo 1 Fibre .....---- 16 50 %Ib cans 8 75 [Apply to Michigan, Wis- Honey Dew, 10c .... 12 00 Sanadian Cb No. 2 Fibre .....----- - . 1%) cans 48@ consin and Duluth,’ only.] Oink Teal Hunting, 5c .......--- , 28 Londres, Sts, wood .... 35 No. 3 Fibre .-..----- ' 00 $ID cans 13 0@ Acme, 70 bars ...... 305 94 packages 3 75 IX L, 5c ........---- 5 i0 Tondres, 25s tins ..... 35 Large Galvanized ... 9 D sim cans 21.59 Acme, 100 cakes. 5c sz 3 60 p Ren 2... I X L, in pails ...... 3.30 Londres, 200 lots ..-.-- 10 Medium Galvanized .. 8 00 = Acorn, 120 cakes .. 250 100 5c packages ..... 3 75 Kiln Dried, 25c ...... 2 45 Small Galvanized .... 7 00 ee ee ee «>> - 7 TWINE FITZPATRICK BROTHERS’ SOAP CHIPS ub1s. eee 1 6 7 Waenmeerte White City (Dish Washing)...............+++++++++++210 Ibs......8¢ per lb. pay Sea 5e VATE 5 7 re eco : ny Ce ee . Banner, Globe oan es . 3 = Tip Top CRIB) ok keeles’ swiews co cee os 200 IDB... --< 4c per lb. Kittie Giant, 1%. -... 8 soe S wip -..--------- 9 fae” mais oe Fee BY cope enon caeeciavede oes.) +-2ee ies - GMO Oat ae. ao se «9 Hemp, 6 «Abe pads i. Double Peerless ..... 650 Palm Soap BBY Dry .....5-25.--.45 eeecccccceseses- 300 Ibs......6M¢ per lb ieee tei. © SS Te oe... | 10% Single ee ‘= SEND FOR SAMPLES Myrtle Navy, 10c ....11 52 earcr ee eae Northern Queen ..... : i Ww, BC .-5.. 5 78 Good Enough .....-- 4 65 [. t Maryiana tii, GO... © VINEGAR eat ae e n ive Uen eanser Mayflower, 5c ........ 600 white Wine, 40 grain 8% _ ; : Mayflower, MC (71111 192 White Wine, 80 grain 11% Window Cleaners = Guaranteed to Equal the Best 10c Kinds Nigger Hair, 5c ...... 6 00 White Wine, 100 grain 13 12 in. ..... voce oe 1 $5 Nigger a = ~~ : hiiiok ee ik ae . - cous D bece cess ic Nigger Head, 5c .... aklan n r & Pickle 16 in. .....-.-ee-eee+- Nigger Head, de «.-.10 58 Co.’s Brands 80 Cans...... $2.90 Per Case Noon Hour, 5c ...... Highland apple cider 20 Weadt Gon - . 11 52 — 2. US 7g Oakland apple eider .. 16 13 in. Butter ........ 1 75 SHOWS A PROFIT OF 40% Old English Crve 1% oz. 96 State Seal sugar ..... 14 : - eer Sco ue eee iz Gin Crop, SE «--.--<- 609 Oakland white picklg 10 n, Bu cache see Old Crop, Pee cs 2 &2 Packages free. 19 in. Butter ....... 0 50 Handled by All Jobbers P. S., 8 oz. 30 Ib. —, 19 P. S., 3 oz., per gro. 7 Patino Seal 1i;'ox. #8 No © oo. 85 vue acne oe nM Patterson al, 5 O04. . per gross ..... ibre ’ a : ; a Patterson Seal, 3 0z. .. 96 No. 1, per gross .... 45 ripre. Manila, colored Place an order with your jobber. If goods are not satis Patterson Seal, 16 oz. 5 No 2, per gross .... 65 No, J Mania ..------ 1% factory return same at our expense.—FITZPATRICK BROS. Peerless, 5c ........- 5 76 They save time and expense. ow Boy, 14 oz. .... ce EWM UNL UD : Pedro, ‘A0c beets as a - let ince 400 They prevent disputes. j J ee +» MATEO wcocceee : ote. erate ¥ 2 3 Erte eT aes 3 as Splint, wetium ...... 900 oy i a aise Lane They put credit transactions on cash basis. Queen eat. 5e . S Splint, small ........ 3 00 jute. Poultry and stock Free samples on application. Rob Roy, l0c gross .- Willow. Clothés, large 8 00 [aiuigceny Rob Roy, 25¢ doz. .... 219 winow, Clothes, small ¢ 25 [Aen COM SET TRADESMAN COMPANY, Grand Rapids, Mich. S. & M. Sc gross .... 5 76 Willow, Clothes, me’m 7 25 [iRasmananasaaansamseennninanen ¢ 4 G awh att £ v e ee s < © Gh i rf IG ah at « ° October 4, 1916 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 49 Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion, No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. Drug Store For Sale—Or trade. Mod ern, good stand, terms easy. $1,500 value. Write, Low Rent, care Tradesman. 533 Store For Rent—Nos. 238, 25 and 27 Ottawa avenue, six floors and basement, 80,000 square feet. Railroad siding and team track. Will rent first and second floors and basement if desired. Steam heat, electric light and power. Freight and passenger elevator service. Night watch and janitor service. Sprinkled for cheap insurance. Apply on the premises or to H. Leonard & Sons, Grand Rapids. 524 Tenant Wanted—For store room 30x 90 t., brick building with warehouse in rear 30x 30 ft., also flour house, county seat town 1,400. Good churches and good schools. Two railroads. Up to date build- ing on good location, suitable for general merchandise. Rent reasonable. Address H. P. Otto, Wapello, Iowa. 525 For Sale—Ice cream parlor, confection- ery, periodical and news store, all marble iceless soda fountain; located in a good live manufacturing town of 3,000. Ad- dress S. H. Browne, Sandwich, Ill. 526 For Sale—Lamson tube system, 21 sta- tions, with all accessories. Also one Otis passenger elevator and one glass en- trance display case. Paul Steketee & Sons, Grand Rapids, Michigan. 527 Store For Rent—In. Owosso, a very pro- gressive town of 12.000 inhabitants, before November 1. Write Star Bargain House, Owosso, Michigan. 528 For Sale—Seventy-four purpose farm, good soil, living water, fruit, stock or grain. 300 peach, 26 apple trees, other small fruit. Good eight-room house, barn, nice bunch timber, one-half mile to school, one and one-half miles to stone pike, or might consider clean stock of merchandise up to $3,000 or $3,500. Price of farm $4,500, including team of farm mares. For particulars write No. 518, care Tradesman. 518 For Sale—Prosperous drug store in city of Grand Rapids. This store is located in best growing part of city. You can clean up $2,000 per year. I have done this and better. Home must be sold with acre general store, both $11,000. Opportunity to get located right with city advantages. Ad- dress No. 519, care Tradesman. 519 For Sale Or Trade—For farm, three- story brick block suitable for department store or can be remodeled. Tremendous bargain for quick sale. Clear title. W. E. Miller, Cohoctah, Michigan. 520 Wanted—Good hardware stock in live Michigan village for good 80-acre farm, value $5,000. Might pay some difference. G. Mabey, Wayland, Michigan. 522 For Sale Or Trade—For farm, barber shop with three table billiard room in connection. No competition. A _ snap. Barbershop, Cohoctah, Michigan. 521 “For Sale Or Trade—For farm, imple- ment business, building, stock and two homes. Twenty-two .years in business. Best reason for selling. A. J. Peckens, Cohoctah, Michigan. 523 For Rent—An up-todate store-room, 36x 108, with a well lighted basement salesroom, 36 x 90, on a prominent corner in a manufacturing city of 30,000. A sec ond and third floor with 12 and 15 foot ceilings, if desired. For particulars ad dress S. L, Van Petten, Anderson, In- diana. 529 _ General Merchandise Auctioneer—Ten years success closing out and reducing stocks. Reference any reliable merchant in Cadillac. Address W. E. Brown, Cad- illac, Michigan. 530 For Sale Quick—Up-to-date and com- plete dry goods stock at Hart. Great re- duction sale this week. Will reduce to low figure. Great opportunity for a young hustler. Fixtures and balance of stock at a bargain. Must act quick. ae B. Eddy, Hart, , Michigan. _ 531 “For Sale—Feed and seed store doing good business in live town. Reason too much other business. Do not answer unless you want to buy. Address No. 532, care Tradesman. 532 Drug Store—Well located, good trade, low expense. Favorable terms. Owner wishes to retire. Address Age 66, care Tradesman. 534 For Sale—360 acres of virgin hardwood timher in Northern Michigan. Estimates furnished on application. Quality of soil Al. Might exchange for other desirable property. Mulholland Bros., Reed City, Michigan. 503 For Sale—Clean, staple, well assorted stock general merchandise. Discount for cash. Would conisder small farm as part payment. Good reasons. . F. Beatty, New Lothrop, Michigan. 506 ‘Galesburg, Illinois. For Sale—Wholesale paper and notions business in good town in Michigan. Ex- cellent territory. Established twenty years. Address Paper, care Tradesman. 514 For Sale Or Trade—Park View Hotel, Bloomingdale, Michigan for farm. Wm. Bensinger, Proprietor. 515 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—Half interest in grocery do- ing $45,000 business in college town of 8,000 population. If you are looking for a good paying business investigate this. Address No. 499, care Tradesman. 499 GOOD DRUG CLERK AT ONCE—Ex- perienced young man. Must be strictly honest, industrious and reliable. Good habits and references. State particulars and salary required. F. R. Skinner. St. Charles, Michigan. 512 For Sale—Drug store in Michigan town of 500. Wet county but no saloon in town. Good place for doctor who wishes to run store in connection with practice. Stock, fixtures and build- ing $3,800. Address Druggist, care Mich- igan Tradesman. a Northern For Sale—Bakery and grocery in good farming town of 500. The only bakery in town. Stock and fixtures invoice about $1.600. Owner must retire. You can buy this business right. E. J. Stanton, Cale- donia, Michigan. 507 Excellent Opportunity—Clean stock of general merchandise, shoes, groceries, men’s furnishings, salt and flour. In- ventory about $18,000. Can reduce to any desired amount in a few weeks. Will sell at invoice. Most stock advance from 10 to 50 per cent. in valuation. Good, excellent German farming country. A good chance for any live party to clean up from $1,000 to $2,000.before the first of the year. Pay $30 per month rent, $24 per week for labor and do business from $38,000 to $45,000 a year. This is a bargain, better hurry. Lock Box 222, Bonduel, Wisconsin. 509 For Sale—General merchandise stock in Southern Michigan. Established about 25 years; good locality; good business. Address No. 511, care Tradesman. 511 For Sale—One H. B. Smith moulder machine No. 1162, four inch head, four sides. This machine is in good condition. Slater Construction Company, Pontiac, Michigan. 500 For Sale—Elegant full modern brick boarding house, Illinois city, 40,000, cen- tral location; business established 25 years. Price $12,000. Union Sales Co., 501 For Sale—A stock of ladies’ ready-to- wear furnishings located in a thriving Michigan city. Address No. 489, care Michigan Tradesman. 489 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 For Sale—Meat market in prospering town of 5,000. Good business, good loca- tion in business section. Price reason- able if taken at once. Address No. 497, eare Tradesman. : 497 For Sale — Machinery, formula and patent for an absolutely fire and acid proof paint. A paint which can be heat- ed white hot without injury. Can be made cheap. There is an unlimited field and no competition. Would consider re- moval of plant to Southern Michigan or to Ohio or Indiana. For particulars ad- dress Box 87, Oden, Michigan. 498 A Partner Wanted—To conduct and have charge of a large manufacturing business; 100 emnloyes; working canital $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 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 oe 4 For Sale—Spring wagon with top, wood sides, driver’s seat, brake, pole, shafts, condition good, price $65. One 7% H. P., A. C. Motor, 3 phase, 60 cycle, price $120. One 3 H. P. second-hand gasoline engine, in good condition, price $55. One 4 H. 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. 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 onty sell your stock —but we sell it at a profit 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—Old established furniture and rug business. City 10,000. Al trade. Will sell part or all of stock. Must sell account ill health. F. Clemens, Michigan. The Detroit Mercantile Adjusters, counselors and executors of high grade special sales and buyers of entire stocks. Room 1, Vhay Block, 91 Grand River Ave., Detroit, Michigan. 32 For Sale—At a bargain, stock of mer- chandise, store and house. Wm. Sweet, Cedar, Michigan. 16 S. Gutschow, Mt. 410 POSITION WANTED. Position Wanted—As grocery clerk by experienced young man. Best references. Address Floyd W. Kniskern, Elkhorn, Wisconsin, Box 224. 516 Wanted—Position by experienced sales- lady either in general store or depart- ment. References furnished. Address No. 504, care Tradesman. 504 Wanted—Position as book-keeper by woman of experience. References. Ad- dress 623 E. Chestnut St., Denison, Iowa. 505 HELP WANTED. 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 Sale—Drug_ stock, consisting of drugs, paints, and oils, wall paper, books and stationery, school supplies. Only store of its kind in small but prosperous town, in best farming and dairying section in Central Michigan. One sideline alone pay- ing $85 per month. Owner wishes to retire. Snap for a live wire druggist. Price including one-story brick building 22 x 85 $4,500. $3,000 down, balance easy. For information address all enquiries to J. D. G., eare Michigan Tradesman or J. D. Gilleo, Pompeii, Michigan. 491 For Sale Cheap—One V. & K. No. D A 6 water motor. Used less than year. Address E. J. M., care Tradesman. 494 For Sale—120-acre farm twelve miles from Alpena. Ninety acres cleared; 350 fruit trees. Small house and barn, also eattle, horses and machinery. Owner dead. Address Lock Box 232, Onaway, Michigan. 475 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 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 Wanted—Experienced general store. Must be well recommend- ed. Married man preferred. Geo. M. Brooks, Manton, Michigan. 517 young man for Wanted—Girls work; $1 a vancement. Room and modern conveniences, including’ the use of the laundry, at the company’s -board- ing house at $3 a week. For information write Western Knitting Mills, Rochester, Michigan. 502 and Women. Steady day to beginners with board with all Wanted—A Married man or write J. butcher and meat cutter. preferred. 119 Bell Phone K. Jackson, Otsego, Michigan. 474 KINDS OF WAGON AND BLACKSMITH WORK PAINTING AUTOMOBILES CARRIAGES. ETC: CALL CITZ 34762 H. T. BALDWIN 9572 “Blizzard” Ensilage Cutters CLEMENS & GINGRICH CO. Distributors for Central Western States : ae Grand Rapids, Michigan 1501 Wealthy St. ad- — MICHIGAN TRADESMAN October 4, 1916 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Oct. 2—J. W. Mc- Tavish, proprietor of the Murray Hill hotel, has returned from Rochester, Minn., where he accompanied his wife, who underwent a serious operation at the Mayo hospital. Mr. McTavish re- ports her condition as favorable, but he will not be able to bring her home for several weeks. A large bull moose crossed the river from the Canadian side last Thursday morning, landing at the mill of Kelly & Mayor. It being fair time, he was ten- dered a reception at the fair grounds and was quite an attraction after the news was spread around the city. Escanaba is after the big armor fac- tory and an appeal has been sent to Secretary of the Navy Josephus Daniei and members of the General Naval Board at Washington. “Most of the slips occur after the cup has been to the lips.” Manistique is to have a new restaur- ant. The Cameron cafe, recently oper- ated by W. S. Bayliss, has been rented by Charles Sample, who will conduct a first-class restaurant. A deal which has been pending for some time was closed late Saturday af- ternoon, when papers were signed at the office of the Consolidated Lumber Co. for the transfer of the Manistique Light and Power Co.’s holdings and the water power right of the Consolidated Lumber Co. to Minneapolis capitalists, repre- sented by F. W. Little. This transaction will mean much to Manistique and may decide’ its future destiny to become the city of the Upper Peninsula, as the new owners have big plans in store regarding their newly-acquired property, involving expenditures of nearly $1,500,000. The power plant will be enlarged to its full capacity in development of power and will be thoroughly modernized to keep pace with the growth of the city, includ- ing a new concrete dam to reach from shore to shore. A pulp mill, with a capacity of 6,000 tons of pulp per year, will be constructed, to be ready in the spring of 1917. Manistique is also plan- ning on a $1,000,000 paper mill to be located at the old west side mill which has been idle for a number of years. F. A. Johnson, of St. Paul, has arriv- ed in the city to succeed E. D. McLean as Manager of Armour & Company. Mr. McLean has made many’ friends while here who regret to learn of his departure, but wish him every success. He expects to leave the city shortly for Minneapolis, where he expects to make his permanent headquarters. Mr. John- son comes highly recommended and will carry out the good work started by Mr. McLean. The Chippewa County Clam Bake Club held its second annual clam bake near Raco Sunday. The party enjoyed them- selves to the full extent, judging by the favorable comment made by those pres- ent. Expert chefs were engaged and the eats were excellent. The band was in attendance and Mr. Burns favored the crowd with ideal weather. The Chippewa County Fair here clos- ed Friday night and was pronounced by all a grand success, even with the bad weather during the week. A num- ber of prizes were awarded the list of winners. The officials of the society plan on having the grounds in better shape than ever for 1917. W. T. Feetham, jeweler, has returned home after a two weeks’ trip, during which he visited at Chicago, Milwaukee, Cleveland. Detroit, Elgin, Ill., and other cities. Mr. Feetham has added much to his already large stock and assures his many patrons he can take care of their Christmas orders to their entire satisfaction. Mr. Feetham says the war has certainly hit the jewelry business hard, but the Soo won’t suffer if Billy can help it. He was accompanied on his trip by his wife and while in Elgin they were guests of their son, George, who expects to make a visit to his old home town here during the holiday season. Francis T. M¢Donald, city attorney, has been appointed District Deputy Grand Exalted Ruler by Edward Righ- tor, of New Orleans, Grand Exalted Ruler of the National order. The posi- tion is one of honor and importance for our Soo man and he has been re- ceiving the congratulations of his num- erous friends here upon his selection. He has tendered his resignation as Ex- alted Ruler of the local lodge of Elks, to take effect next Tuesday as he can- not hold both positions at the same time. The County Clerk’s office has been a busy place during the past few days, getting out licenses for the rabbit season which opened Sunday and a long list of sportsmen left the city to enjoy the first day’s hunt. They were favored with ideal weather. Director Thompson, of the Y. M. C. A., has been a busy man during the past week or two, getting his training class in readiness for the season, which will open Tuesday evening with a big ban- quet. Mr. Thompson has 100 men now in his class and expects to increase this number to 140. About October 15 our weather bureau will inaugurate a new system of night storm warning displays on the Great Lakes. During the past several years night storm warnings have been display- ed by the aid of two lanterns, while the new system uses three lanterns. The small craft warning, a red _ pennant above a square red flag with black cen- ter displayed by day, or two red lanterns, one above the other displayed by night, indicate the approach of a storm of marked violence with winds beginning from the Northeast. The Southwest warning, a red pennant below a square red flag with black center displayed by day or one red lantern displayed by night indicates the approach of a storm of marked violence with winds begin- ning from the Southeast. The South- west storm warning, a white pennant above a square red flag with black cen- ter displayed by day or a white lantern below a red lantern displayed by night indicates the approach of a storm of marked violence with winds beginning from the Northwest. Hurricane or whole gale warning, two square flags, red with black centers, one above the other, displayed by day or two red lan- terns with white lantern between dis- played by night indicate the approach of a tropical hurricane or of one of the extremely severe and dangerous storms which occasionally move across the Great Lakes. This will be of great in- terest to the boats making late trips. Lorenzo DeLucca, one of our Italian grocers, is entertaining his brother, P. Delucca, and his son, Joe DeLucca, who arrived last week from Naples, Italy. America is not strange to the son, he having spent several years in this city, returning to Italy only a few years ago. The brother, however, is a stranger in a strange land. Fourteen of our young men and wom- en left the city last week for Ann Arbor, where they will enter the State Univer- sity, six others having left previously. This speaks well for the Soo and all join in wishing the young people every success during the coming year. O. J. Classen, representative of Swift & Company, who has been here during the past two weeks, left to-day for Saginaw. The Watson & Bennett Co., Drum- mond Island, suffered a large loss from the effects of a bad fire last week. It carried insurance ample to cover the loss. W. G. Tapert left last week on a business trip to Ann Arbor, Detroit, Saginaw and other cities. He was ac- companied bv his wife and daughter. Miss Jessie Tapert, who will enter the University at Ann Arbor. J. McMannen. Canadian salesman for the Cornwell Co.. returned last week from Toronto, where he spent a few days in the interest of the company. He was accompanied by O. J. Classen, representative of Swift & Company. Michael McCann, native of Mackinac county and former resident of St. Ig- nace, died at Rotterdam, Holland, where he had for several years been a repre- sentative of Nelson Morris & Co., Chi- cago. The news of his death was re- ceived by his many friends at St. Ig- nace with much regret. It was a terrible blow to his sisters who were prostrated over the news and have the sympathy of the entire community in their be- reavement, Fred Avery, well known pioneer gro- cer of Drummond Island, has sold his business to Adams & Leedy, who will continue the general store with a full line of groceries, merchandise, hardware and dry goods. The new proprietors are both young men having had previous experience in the above line and are considered both ‘hustlers and should make the new venture a decided success. William G. Tapert. —_2--. ___ Bankruptcy Proceedings in Western District of Michigan. Grand Rapids, Sept. 2i—In the matter of the National Woodenware Company, Ltd., a final meeting of creditors in this matter ‘has been called for Oct. 5. for the purpose of passing upon the final report and account of the trustee, which shows total receipts from the sale of the assets in this estate, $5,000; disburse- ments as follows: administration ex- penses, $154.81; preferred and secured claims paid by order of the court, $3,- 673.21; total $3,828.02; balance on hand, $1,171.98; and also for the purpose of de- elaring and ordering paid a first and final dividend to creditors herein. Sept. 24—Harvey L. Godfrey and Wil- der H. Godfrey, individually and _ co- partners as H. L. Godfrey & Son, doing business at McBrides. were this day ad- judicated bankrupt and the matter has been referred to Referee Corwin. The schedules show total liabilities of $7,- 345.25 and assets of $4,655.50. The first meeting of creditors has been called for Oct. 9, at which time creditors may ap- pear, elect a trustee, and transact such other business as may come before such meeting. The following are listed as creditors: Cora Godfrey, McBrides .......... $ 65.00 Allith Prouty Co., Danville, Til. 39.39 Allen & Company, Philadelphia .. 15.37 Atlas Oil Company, Cleveland 149.44 Assoc. Mfg. Co., Waterloo. Iowa . 632.73 Atherton Mfg. Co., Batavia, Ill. .. 24.16 Alma Roller Mills, Alma ......... 47.08 Andre, Julius & Son, Milwaukee .. 42.15 Bruick Sectional Book Case Co., BARA. ics cc cece ceca es os 5.45 Broks, Oil Company, Cleveland 112.79 Boye Needle Company, Chicago .. 19.45 Born Sales Co., Grand Rapids ... 104.25 Cc. Burnett. Lowell 125.00 Belknap Wagon Co., Grand Rapids 14.00 Carpenter Udell Co., Grand Rapids 199.61 Coison & Co:; Paris, TL .......... 30.00 Caughey. Jossham, Detroit ...... 129.50 Durant-Dort Co., Flint ........... 400.00 Fikenhout H. & Sons, Grand Rapids 44.96 Fales, 1. E., Belding «..........:. 10.60 Fleck. J. J., Tiffin, Ohio ............ 8.00 Foster-Stevens & Co., Grd. Rapids 104.56 Geographical Company, Chicago .. 14.50 Hale, J. & Sons, Tonia .......... 123.50 Godfrey, Cora, McBrides ........ 310.00 Hunt, Helm & Ferris, Harvard, Ill. 62.95 Haggard, Marcosson Co.. Chicago 11.93 Hardie Mfg. Co.. Hudson ........ 17.80 Kompass & ‘Stoll Co., Niles .. 35 50 Knanp, E. J. & Co., Belding ...... 11.20 T.eClear, C. KE, Edmore ........ 1,000.00 Mills Paper Co., Grand Rapids .. 81.68 Milwaukee Separator Company, DUIWAUIKOC oo ok cos ese 205.75 Michigan Coal Co., Lansing ...... 57.30 Monarch Mfg. Co., Omaha, Neb. 13.25 Newaygo Portland Cement Co., Grand HRavids ........s+...5-<. 0.00 Norcross, C. S. & Son, Bushne, Il. 1.00 Paragon Refining Co., Lansing ... 25.48 Philadelvhia & Reading Coal Co., PAU. oe og ee ie ees sees 135.57 Reliance Engineering Co., Lansing 69.81 Standard Oil Co., Grand Rapids 33.25 Superior Glove Co., Greenville .... 9.14 Seeley, Shafer Co., Detroit ...... 12.00 Saginaw Ladder Co., Saginaw .... 7.75 Turnbull Wagon Co., Defiance, O. 361.25 Tniversal Power Co., Edmore 72.68 Tisinger Razorblade Co., .......... 38.25 Winegar Mfg. Co.. Lowell ......... 12.50 Weller, Foard Co., Morristown, WEGNRARBOR sso vs ccs sos 4 bao 29.50 Walter A. Wood & Co., Moosac Weatis. Oi. Ye yc ase ato fe 1,413.88 Zeeland Brick Co., Zeeland ...... 87.55 Independent Silo Co., St. Paul 22.00 Review, McBrides ................ 21.00 Times; WOAMGLE 5 co8 ose ke ses 10.00 Clipper-Herald. Stanton .......... 10.00 Rumery Silo Co., Shelbyville ..... 150.00 Geo. Sherwood, McBrides ....... 1,377.81 Geo. E. Sherwood, McBrides ..... 300.00 Neff’s Bank, McBrides ............ 20.65 Albert Shuman, Alliance .......... 35.00 Chas. H. Dopp, McBrides ........ sc. oO. Cc. B. LeClear, Edmore ............ Neff’s Bank, McBrides ......... Albert Shuman, Alliance ........ 22.00 State Savnigs Bank. Stanton - 123.00 Bert Hayes, Lowell .............0% 12.00 Dr. R. L. Bently, Stanton ........ 8.00 Dr; Ally, Mebrides ......¢:ceces . 2.50 Lowell State Bank, Lowell ...... 25.00 The above named bankrupts were deal- a in hardware, farm implements and coal, Sept. 26—In the matter of Mason W. Manly, bankrupt, Grand Rapids, the trus- tee having filed a report and petition set- ting forth that he had an offer for all of the stock in trade, fixtures and book accounts of the bankrupt’s estate in the sum of $450, an order was made that the creditors show cause. if any they had, at the office of the referee on Oct. 6, why such offer or any other offer which might be received on or before such date should not be approved, and the sale of such assets confirmed. Sept. 27—In the matter of Michael Ss. Razzoog, bankrupt, Evart, a final meeting of creditors has been called for Oct. 9, for the purpose of paying certain admin- istration expenses and declaring and or- dering paid a first dividend to creditors. The trustee’s first report and account filed in this matter shows total receipts from the sale of assets, accounts re ceivable and rent of premises, $2,534.58: disbursements for administration ex penses, $93.04. and a balance on hand cf $2,441.54. Sept. 28—D. H. Geyer, of Clarion, wa; this day adjudicated bankrupt and the matter referred to Referee Corwin. The first meeting of creditors has been calle: for Oct. 12, at which time creditors may appear, prove their claims, elect a trus- tee, and transact such other and furthei business as may properly come _ before such meeting. The following are listed as creditors: Secured Creditors. State Bank of Petoskey .......... $100.00 Charles Gever, Clarion ........... 200.00 Unsecured Creditors. Armour & Company, Chicago ....$ 72.06 Vinkemulder Company, Grd. Rapids 9.48 Orator F. Woodward, N,. Y. City 18.20 Petoskey Grocer Co., Petoskey .. 828.97 Hankey Milling Co., Petoskey .... 122.90 G. R. Dry Goods Co., Grd. Rpds. 130.59 International Harvester Co.. Grand RADIOS ce ae, 26.25 W. R. Warner Company, Phila- GOIONIA oe i eae ae 11.00 American Thread Agency, N. Y. City 4.14 McCaskey Register Co., Alliance .. 5.40 Ideal Clothing Co., Grand Rapids 11.97 Straub Brothers & Amecotte, Trav- erse: CAG ee a 8.40 Standard Oil Co., Grand Rapids .. 12.92 F. E. Moore & Co., Lakeview ... 12.00 Foster, Stevens & Co., Grd. Rapids 22.42 Iowa Soap Company, Burlington 9.63 Woodhouse Company, Grand Rapids 12.64 Nat. Biscuit Company. Grd. Rapids 25.92 W. F. McLaughlin & Co., Chicago 26.20 State Bank of Petoskey .......... 175.00 October 3—In the matter of the Ar- cadia Co-Operative Co., an order was thts day made directing the trustee to make sale of certain property in his hands tc Vincent Babnaw for the sum of $10. This represented an equity in some real estate mortgaged for more than could be real- ized from it and the trustee is deeding to the mortgagor. ——— Mr. Hutchins a Wonder. Petoskey, Oct. 3—The Grand Rap- ids Wholesalers were successful in leaving a good impression with the business men of Petoskey. They gave us some good talks. Lee Hutchins is certainly a wonder and a city which possesses such a gifted speaker among its business men is fortunate indeed. John A. Lake. —_2+ >___ S. M. Frost, an experienced gro- ceryman, has taken the management of the grocery department of the I. M. Smith Co. —_——_-o---——_ Grass is naturally green, but after a man has bumped up against a grass widow he is apt to imagine he is color blind. —~+--___ No matter how bad a man may be, there is one woman who can find some good in him. BUSINESS CHANCES. For Sale—Only steam laundry in town 3,000; doing good business. Also hotel building, partly brick, on Main street. Cash or easy terms. H. C. Cobb, 221 W. Main, Durand, Michigan. 535 _ For Sale Or Rent—Double store build- ing. Electric lights, city water, steam heat (can be heated with stoves), best corner in the village. ‘Will rent store- rooms separately or as one. Manton is one of the best towns in Northwestern Michigan. Right in the center of the best growing dairy, stock and general farming district. Write or call on V. F. Huntley, Manton, Michigan. . 536 ° 5 * eo ’ ) ¥ s N 4 s a < ¥ 4 > ie ~ § s ~~ ‘ ed >» 4 4 tt ‘ » f Z & > } g Xx a i * ¢ / . a . * » oan