we * if om: . » * > ' - Te RAPIDS PUBLIC L1BR RY DEIR CRROS ISS SSLL SN EN 7 x Micn aia ) KG Tee LYALL Oey OE: LNA BS 4 a * a+ > #% * » q ’ SWhaat ha ant hn SOOT SIs Ry hs) f GRAND RAPIDS PUBLIC LIBRARY DESMAN Thirty-Fourth Year SPECIAL FEATURES. Page 2. Upper Peninsula. 4. News of the Business World. 5. Grocery and Produce Market. 6. Kills His Own Chances. 8. Editorial. 10. Piggly Wiggly. 12. Financial. 14. Butter and Cheese. 16. The American Revolution. 21. Dreamed of Great Things. 22. Men of Mark. 26. Hardware. 27. Burning Dollars. 28. Woman’s World. 29. Advertising That Pays. 30. Butter, Eggs and Provisions. 31. On the Pentwater Branch. 32. Three Essentials. 33. Shoes. 36. Dry Goods. 38. National Retail Grocers. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. OUR NEW FOOD DICTATOR. It appears to strike some observers of the developments at Washington as surprising and mysterious that there should be no opposition on the part of the food trades to the propo- sition of having a governmental food “dictator” interjected into our scheme of things. In fact some of the daily papers are so reluctant to believe it possible, that they still persist in talking about opposition from the “speculators” and “gamblers.” It may be that there will appear op- position to the Government control of foodstuffs, and some of it may be from “speculators,” whoever they may be, but the fact that none of the or- ganized trade associations are found in opposition ought to ultimately soak into the minds of some of the yellow critics as a demonstration of the fact, well known in trade circles for a long time. that the distributive end of the grocery trade is not “speculative” in the sense commonly used and wel- comes the advent of official supervi- sion, both as a relief from unhealthy price agitation and as a haven of refuge from much of the loose recrim- ination which has been floating about. Some day demagogues will learn something about the necessary ma- chinery of food distribution and re- formers will have run their course and proved the fallacy of their pet hobbies. Mr. Hoover as a practical business man knows the necessity for co-ordinated channels of distribution, and the Lever bill, manifestly fram- ed through his suggestion, indicates a disposition to make intelligent use of an efficient “going” machine, rath- er than to resort to untried theories and hobbies. It is this that gives the business man confidence in govern- mental control, as it is suggested. It is the sincere desire of the grocers to patriotically aid the Nation in this hour that eliminates all the bogies of opposition which imaginative agita- tors have been conjuring wp. Control of an intelligent sort fur- nishes no ground for opposition, when the “dictator” is a man who can state GRAND RAPIDS, WEDNESDAY, MAY 30, 1917 his views in the following words at- tributed to him: If it falls to my lot to control the food supply of the United States | shall begin at once to cut off every official and every theorist. There must be, above all, no professors on this job. The commercial interests of this country are the only people who know anything about food that is practical, and to them I shall look exclusively for aid in helping me solve the big and complex problems which, are involved in this work. I will not be shackled by anybody in the Depart- ment of Agriculture, and will not al- low a single job hunter or profit- monger to help. Some of the opposition to the pro- posed food control measures is mani- festly designed to please the farmers. Not content with being specifically exempted from the _ penalties for hoarding, combining, conspiring, fore- stalling and withholding, nor with being protected against a decline be- yond a minimum price—even of hav- ing the Government guarantee the price—farmers are apparently oppos- ed to the whole idea of having any limitation placed upon prices. The lamentations of their champions over the interference with the law of sup- ply and demand is ludicrous. No one denies that the proposed food administrator and allied agencies of control are an interruption of the law of supply and demand, nor that a democratic country ‘is introducing a highly autocratic system. Autocracy is the very essence of martial law and other control measures of allied pur- pose. In time of war normal condi- tions are admittedly suspended; in fact, it is one of the commentaries on our system of free government that in time of supreme trial, we must re- vert to monarchial things in the in- terests of efficiency. But since it is the free act of democracy to tempor- arily abrogate its rights, it need not necessarily deny the general funda- mental soundness of the democratic idea. And as for the law of supply and de- mand there are times when the public welfare demands that it be interrupt- ed, just as every other natural law must at times be suspended. Intimes of public scare, or panic, or famine— and recent times have been tinged with all these things—demand runs riot and has to be curbed for the pub- lic safety, Water has a natural right to run down hill, but that does not justify a disastrous flood as a desira- ble thing because it happens to be na- tural law. If the palpable selfishness of some of the obiectors were not so mani- fest, there might be some sympathy with their views. No one doubts that this is a time to encourage the farmer to produce, but when he has already been given the widest free- dom from all the restrictions that hamper every other factor of food supply, how much further must we go? Is not the farmer proving how uncompromising a tyrant he can be when given a chance? Some day his extreme exactions will react. One effect of the Food Administra- tor’s operations which will be very welcome if it eventuates will be the demonstration that Uncle Sam’s buy- ing machinery is deplorably out of date, superannuated, expensive and in. efficient; not to mention a great nui- sance at times. While the patronage of Uncle Sam is welcome to large jobbing houses, there is a general feeling that if the Government was really progressive it would have long ago resorted to the methods of other large buyers of food, to “buy on the market” and at the season of prudence. Of course, that would force Uncle Sam into the “speculator” class, but it would save him several million dollars a year and prevent his becoming such a “bull in a china shop” as the army and navy buying departments’ have proved of ‘late by drawing on secondary mar- kets for amounts of food which can ill be spared. Why should not the Government have ordered its canned foods months ago, its dried fruits, its flour, meats, etc., from the first hands, just as the jobbers do now? municipal At least one large unit has evidently daylight, for it is reported that city of Boston officials have awarded a contract for 20,000 dozen fresh eggs at 42 cents per dozen, to be put into cold storage along with some 10,000 dozen purchased a few weeks ago, to be drawn out as city intitutions. Contrasted with Mr. breadth of view, quoted above, one turns with very different emotions toward the quoted assertions of Uncle Sam’s Department of Justice (?) and its frenzied determination to convict someone as a sort of consolation of- fering to the element who will never rest content until they smoke out the “wicked malefactors.”’ Of course, if there are any real “corners” in food or any pernicious “operators” or spec- ulators everyone wants them punish- ed, but much of the stuff recently print- ed in this direction has a distinctly “fishy” flavor to‘one really familiar with business methods. seen needed for public Hoover's It is reported, for instance, that George W. Anderson, United States Attorney at Boston and special assis- tant to Attorney General Gregory in food investigations, has informed the House Agricultural Committee that under the law there is no way to punish food gamblers. One of the daily papers of New York is led by this to declare editorial- ly that the interests responsible for putting such “jokers” into the law Number 1758 should be strung up to lamp-posts. To a less agitated mind, it is evident that the trouble is in no wise “jokers” in the law, but the mere discovery by an overambitious prober that what has been done is not contrary to any law. Is it justice to start out with certain legal acts done in the ordinary exercise of business prudence, and, because on test they are found to be perfectly legal and ethical and estab- lished good practice, demand a change in the law so as to make them illegal, just to pacify an unwarranted public clamor? Why not adopt the much happier suggestion that a few business may still be honest, and that perhaps a frenzied lot of critics are misinformed? men He is also reported to have said: “My assistants cannot what is being held in storage in New ascertain York, Chicago, Boston, Duluth and other cities until witnesses. are brought before the grand jury and examined and the delay elapsing in that procedure gives full opportunity of shifting stock or otherwise getting rid of the evidence of violation of the law.” Mr. Anderson may be correct in his charges, but there are many men in the food trades who will not believe him for a minute. pol The country is just realizing what an asset it has in its highly adapt- able college undergraduates. Con- siderable numbers of the older stu- officers: thousands, especially in the Middle West and West, have, gone to the farms; thousands more have been en- rolled for aviation training at the six institutions where aviation camps been established. Great num- bers are en route to France in am- dents are in training for have bulance corps. Now the Government announces that it bodies—2,500 forward from two universities and one poly- technic institute alone—of the tech- nically trained below conscription age as apprentices in is enrolling large have come the yards in which hundreds of wooden ships are to be rushed through. Taking our colleges as a whole, they can furnish veritable armies of men cultural training, engineering training, with chemical training, and with agri- with the material for these armies is so fluid and easily controlled that they can be furnished when and where they are wanted. In the effort of both sides in the Civil War the col- leges played a considerable part, but it will be nothing to the role they will play in this one. The smart man knows when to quit the game, but the fool keeps ever- lastingly at it until he succeeds in advertising his failure. MICHIGAN TRADESMAN May 30, 1917 UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, May 29—Charles Farm, well known manufacturer of soft drinks for the past fifteen years, closed a deal whereby he takes over the Soo Bottling Works and will con- solidate the two plants. Mr. Farm has been very successful in his ven- ture, while the Soo Bottling Works also enjoyed a large trade. With pro- hibition going into effect in the near future, it will probably mean the en- largement of his factory to care for the increased demand for goods in his line. James Royce, the City Assessor, has been doing a land office business in po- tatoes the past week. The city has purchased a number of cars of pota- toes which it is selling to farmers for seed at actual cost—$3 per bushel. From all accounts there will be no potato famine next year if the weath- er permits. Many lots which have been heretofore vacant will be under cultivation this year. One of the busy summer resorts already opened is the hotel at Albany Island. Mrs. Hill, proprietress, has been getting an early start and, now that the roads are in good condition, the automobiles are heading that way. Up to the present time Mrs. Hill has been able to care for the crowds, es- pecially on Sunday, and is making preparations to accommodate many more as the season advances. AlI- bany Island is considered one of the busy spots of Cloverland situated as it is, in the neck of the Les Cheneaux Island, and those who have not vis- isted this famous spect would do well to avail themselves of the opportuni- ty this summer. Even the salvation army is having opposition now, as there are more war cries sold now since the news- papers have all entered into the war cry. John France, the court stenogra- pher, in his eagerness to fit up his commodious private launch, caught a bad cold, which laid him up for the past week. John says it is anything but pleasure and assures his friends however, that everything will be tn readiness as soon as the ice is out of the river and they can take their an- nual fishing trip in the near future. Joseph FE. Bayliss, our former townsman and_ ex-sheriff, but now holding a responsible position with the Midland Chemical Co., was a vis- itor here last week. His many friends were pleased to meet him. There is no necessity for buying farms now, as L. Winkelman, the merchant at St. Ignace, who owns two lots of land in Garfied township, has donated same to anyone who wants to use them for agricultural nurposes. The tracts are eighty acres in section 10 and fifty-seven acres in section 15, all in township 44, range 9. Parties who wish to use this land can do so by applying to Superin- tendent James McGraw, of Engadine. Ed. Fenlon, the well-known mer- chant of Hessel. was a St. Ignace visitor last week. John Pollock, superintendent of the Les Cheneaux resort is making prep- arations for the entertainment of a large number of guests this summer and if favorable weather conditions prevail they expect a record break- ing crowd this season. J. W. Gilligan. well-known merchant at Rexton, is showing his patriotism by planting potatoes in his fine garden at his home in the village. E. L. Smith, the hustling grocer of Trout Lake, has been obliged to add a new horse and wagon to his delivery service. This will be a blow to Mr. Ford, undoubtedly, and it would be well to jack up his agent at Trout Lake, as this is the first case that he has missed for some time. Clyde Hecox, well-known editor of the St. Ignace Enterprise, has been a busy man of late. It took him some time to figure it out on account of his being a married man. The rule may not apply to single men. He says if you wish to know when the war will end, add together the year in which you were born, the year in which you were married, your age in years now, and the number of years you have been married, and divide the number by two. S. B. Martin, the well-known quar- ry man at Ozark, was a business vis- itor here last week. He states that everything is coming along fine at the quarry. “T say,” says Ted to Oscar, “how ever do you use such an enormous quantity of fruits?” “Well,” replied Oscar, “we eat what we can and what we can’t,. we can.” “Indeed,” said Ted, “we do about the same in our business.” “How is that?” “We sell an order when we can sell it and when we can’t sell it we cancel it.” Friendly Tribute to the Muskegon Candidate. Muskegon, May 29—At the request of our good natured scribe, E. P. Mon- roe, the writer will try to add a few lines. As it has been some days since we contributed our mite to the columns of your popular paper, we ask the subscribers to overlook our mistakes Our candidate for Grand Sentinel, A. W. Stevnson, is the proud owner of a brand new honest to goodness ford. At this time it is fitting to say a few words for A. W. Stevenson, or Steve, as he is known throughout the State. A. W. Stevenson was the or- ganizer of Muskegon Council éight years ago. He gathered a bunch of eighteen travelers and organized our Council. He has never sat back and said, “I think I have done my share, let the other fellows do theirs.” He has worked hard; in fact, the records and thereby. benefit all travelers. A man of this caliber will be a credit to Michigan U. C. Now, boys, get out and do your best. If you have a friend who does not know how fine a man is running for Grand Sentinel, get out and tell him about it. Work hard and we can bring home the ba- con. By the ,way, Muskegon head- quarters are at the Wenonah Hotel, where we will meet you. Nick Luloff, better known as Old Nick, has resigned from the Grand Rapids Notions and Crockery Co. and accepted a position as book-keeper for the Moulton Grocer Co., of this city. We all unite in wishing Nick success in his new place. John Sharp, of the Hume Grocer Co., and Herman Anderson, of the Walker Candy Co., are on Muskegon’s roll of honor, Both of these gentle- men have disposed of their ford cars and are going to invest what they received in Liberty bonds. Ruling Prices of Mess Pork, Young Hyson Tea and Lard Oil the Second Year of the Civil War. Peter IF. Ostema, the well-known grocery salesman, favors the Tradesman with the which the following is a f five years ago: [pene tenet tt gn gang ay i 3. M. DURAND, } t H. ©. DURAND, H. G. POWERS § 2, ees | PREG Laie AL oe ete 2x a Z2E «es cay ‘Bought of DURAND BRO torers anh Protision NO. 131 SOUTH S. & POWERS, original invoice of fac simile, showing the cost of pork, tea and lard oil, October 14, 1862—nearly fifty- eet SP 1286 e& xt eabiey i WATER STREET. YOIP BYE OD as Lance Linkerman, of Cedarville, is now one of the hustling clerks in the Central Grocery Co. lf the rapids were inhabited with whales, we might be enjoying whale steaks at 9 cents per pound the same as Seattle is doing. The Great Lakes Laundry has add- ed a new auto truck to its present de- livery system. “Attending to one’s own business gives one a good steady job.” William G. Tapert. Grocery Salesmen’s Vacation Week. Detroit, May 28—At the annual meeting of the Michigan Wholesale Grocers’ Association, held last week in Bay City, the usual grocery sales- men’s vacation week was unanimous- ly adopted and the merits of the plan set forth most enthusiastically. Uniform Vacation Week for Sales- men—June 29 to July 9. This plan will be more universally observed this year than ever before. It certainly proves a trouble saver and we are pleased to announce its observance another year. C. C. Ward, Sec’y. —~++.__ Do you know any public officials who devote their entire time to the welfare of the public? show that Stevensou’s name appears on more than 50 per cent. of the ap- plications received to date. He can take any office in the U. C. T. and re- cite the work without the aid of a A. W. Bievencon, ritual. This goes to show the capa- bility of the man. He is ever aiming to better himself in U. C. T. work Ernest Welton, of the Hume Gro- cer Co., has gone into the hotel busi- ness as a side line and has purchased the Shelby Hotel, at Shelby. Ernie has only purchased the building. The hotel is being run by the same man- agement. Ernest Hentschel is laid up with a bad finger, having the misfortune to have blood poisoning in his mit. Ern- est is a true blue U. C. T. Pe in: forms the writer that while it will be impossible to drive his car to Bay City, he is going by train and do his bit for Steve. Milton Steindler. —_————o2.2a_______ Plant Something. Plant something: seed, or bulb, or bud; Plant bean or melon, vine or spud, A pumpkin seed for pumpkin pies— No matter what your garden's size, Plant something! Plant something: peas, or corn, or wheat: Who does not work he shall not eat. Plant things to grow beneath the ground, Above, on arbors, all around— Plant something! Plant something, or I'll tell you what You ought to plant if you do not; Go get the gun from off the shelf And dig a hole and plant yourself— Plant something! Douglas Malloch. ae sat q » yy ES > i i 3, » May 30, 1917 BUYING MOTIVES. Systematic Effort to Ascertain Wom- en’s Preferences. A great deal of interest has been occasioned in certain trade circles in the results of a questionaire conduct- ed by Raymond B. Callahan of the New York University in an effort to ascertain the average housewife’s attitude toward advertised and non- advertised goods. While there appear to be many opinions in trade circles as to the conclusions of Mr. Callahan, his figures are full of possibilities for mercantile study. They are the result of 141 answers to a list of questions submitted to 400 typical housewives of New. York City. Some reference has been made to his general con- clusions in these columns, but the figures are presented herewith as a basis for study by any grocer with whom the advertised specialty is still an uncertain commodity. 1. When you go to a grocery store and find two articles of similar nature for sale at the same price, one of which is a Nationally advertised ar- ticle and the other an unadvertised article, which article do you purchase? Answers—87.6 per cent. buy the advertised article; 3.6 per cent. buy the unadvertised article; 8.8 per cent. non-committal. 2. When you find two articles of similar nature for sale at different prices, the unadvertised article being priced lower than the advertised ar- ticle, which do you buy? Answers——60.6 per cent. buy the ad- vertised; 24.2 per cent. buy the unad- MICHIGAN TRADESMAN vertised; 15.2 per cent. non-committal. 3. Are you more inclined to pur- chase an advertised article when the retail price thereof is stated in the advertisement than when no price is stated? Answers—71.2 per cent. more in- clined to purchase when the price is advertised; 26.5 per cent. not more inclined to purchase when the price is advertised; 2.3 per cent. non-com- mittal. 4. Do you find that advertised ar- ticles are better quality as a general rule than unadvertised articles. sell- ing at the same price? Answers—66.2 per cent. find the advertised articles to be better qual- ity as a rule than unadvertised arti- cles; 26.8 per cent. do not find ad- vertised articles to be better quality as a rule than unadvertised articles; 7 per cent. non-committal. 5. When some Nationally adver- tised article which you use is adver- tised by the manufacturers as being on sale in retail stores at a certain price, and some grocery or depart- ment store offers the article for sale at less than the advertised price: (a) Does it lower your estimation of the value of the article? (b) Do you continue to purchase the article at the place where you have been purchasing it, or do you go and purchase it at the store which offers the article at less than the standard price? (c) Does the cut in price cause you to increase your consumption of the article? (d) If later the cut price is raised back to the standard price, do you stop using the article and use another brand in its place? Answers (a) 3.7 per cent. cut in price does lower estimation of the ar- ticle; 96.3 per cent. cut in price does not lower estimation of the article; (b) 29.9 per cent. continue to pur- chase the article at their regular pur- chasing place; 67.9 per cent purchase the article at the store which offers it at a reduced price; 2.2 per cent. non- committal; (c) 36.3 per cent. cut in price causes increased consumption of the article; 60.7 per cent. cut in price does not cause increased con- sumption of the article; 3.0 per cent. non-committal; (d) 8.3 per cent. dis- continue using the article when price is raised to its former level; 89.5 per cent. do not discontinue using the ar- ticle when price is raised to its for- mer level; 2.2 per cent non-committal. 6. Do-you find that stores which sell Nationally advertised articles at less than the advertised price also sell other articles cheaper than the stores which do not cut the prices on advertised articles? Answers—17.0 per cent. find that the cut price stores do sell unadver- tised articles cheaper; 44.8 per cent. find that cut price stores do not sell unadvertised articles cheaper; 8.2 per cent. non-committal. 7. At what class of grocery stores, as classified below do you purchase most of your groceries? (a) Small grocery store in your neighborhood? (b) Large retail grocery store? (c) Chain grocery store? (d) Department store? Answers—12.6 per cent. scatter their purchases among the four classes of stores; 87.4 per cent. purchase most of their groceries at one class of stores. The 87.4 per cent. of the women who have a regular purchasing place report that they purchase most of theirs as follows: 50.3 per cent. pur- chase most of their groceries at a small neighborhood store; 28.0 per cent. purchase most of their groceries at a large retail grocery store; 16.1 per cent. purchase most of their gro- ceries at a chain Store; 5.6 per cent purchase most of their groceries at a department store. Forty-six of the women who pur- chase most. of their groceries at one place also told where they made oc- casional purchases. The percentages are as follows: 10.9 per cent. make occasional purchases at small neigh- borhood stores: 34.8 per cent. make occasional purchases at large retail Sroecery stores; 26.1 per cent. make occasional purchases at chain stores; 28.2 per cent. make occasional pur- chases at department stores. 8. Do you believe that the manu- facturers of articles which they put out under a trade name should be em- powered by law to designate the price which the retailer must charge you for the article? \nswers—25 per’ cent. are in favor of a price maintenance law; 72 per cent. are not in favor of a price main- tenance law: 3 per cent. non-commit- tal. Make Sure of Your Butter Sales by insisting that the butter you sell be colored with Dandelion Brand Butter Color, which gives the butter that deep, rich golden color your customers want. Remember, Dandelion Brand Butter Color e ~e, We guarantee that Dandelion Brand Butter Color is PURELY VEGETABLE and that it meets the FULL REQUIREMENTS OF ALL FOOD LAWS, STATE AND NATIONAL. WELLS & RICHARDSON CO. BURLINGTON, VERMONT | . And 200 Mountain St., Montreal, Canada i Butter Color the 8olden shade ee ‘an (m) —> wm i. = = aq > (el [<. MICHIGAN TRADESMAN = SS =, = SSX (a- Movements of Merchants. Concord—J. E. Dixon has installed a soda fountain in his bakery. Lansing—J. L. Harris succeeds W. E. Stocker in the grocery business. Manistee—Frank Mucha _ succeeds John Bradshaw in the grocery busi- ness. Charlotte—Bledan & Costa succeed Marco & Akas in the restaurant busi- ness. Holland—Burns Ed Van business. Clare—The Wilson-Davy Co. has increased its capital stock from $35.,- 000 to $50,000. Detroit—The Duprey Faulman Co. has increased its capital stock from $5,000 to $10,000. Jackson—The Imperial Sales & Parts Co. has changed its name to Universal Parts Co. Port Huron—The South Park Lum- ber Co. has changed its name to South Park Mercantile Co. Dowagiac—The Bishop Hardware Co. is closing out its stock and will retire from business. Detroit—The C. B. Smith Hardware Co. has increased its capital from $10,000 to $30,000, Luther—Henry Stout has purchas- & Cole Drezer in the succeed restaurant stock ed the Henry Caine restaurant and will continue the business. Detroit—The Parkview Auto Ga- rage & Repair Co. has changed its name to Parkview Sales Co. Midland—M. M. Day lost his hotel by fire May 24 and the town is now without hotel accommodations. Cheboygan—Ray Matthews has en- gaged in the fruit, vegetable and flower business in the Gerow block. Bay City—Thieves the Dennison store and considerable stock May entered Hardware Co. carried away 25. vo Flint—The Symons-Moffett Co., wholesale grocer, has increased its capital stock from $100,000 to $150,- 000. Rockford—Bert Miller has sold his lunch counter and billiard parlor to Carl W. Hyde, who has taken posses- sion, Chelsez The William Bacon- Holmes Lumber Grain & Coal Co. has increased its capital stock from $5,000 to $30,000. Cedar Springs—J. D. Pierce has sold his stock of jewelry to E, B. Cul- ver, recently of Ashley, who has taken possession. Muskegon—Fred G. Neumeister. who has conducted a drug store at 117 West Western avenue for the past thirty-five years, has sold his stock and store fixtures to Torbeson 3ros., who conduct a chain of stores throughout the State. Clinton—R. H. Thmopson, of Leip- sic, Ohio, succeeds Miss Eleanor Mohr in the management of the Clin- tonian Hotel. Howard City—The Larry Hard- ware Co. store was entered by burg- lars May 28 and the contents of the safe carried away. Flint—Smith, Bridgman & Co., en- gaged in the general store business, has increased its capitalization from $100,000 to $200,000. Saugatuck—James A. Aliber is closing out his grocery and crockery stock and will devote his entire at- tention to his shoe business. Lapeer—Stephen A. Lockwood, dealer in general merchandise, has changed the policy of his store from a credit to a strictly cash basis. Kalamazoo—Fire damaged the millinery stock of Miss Mae Tacka- berry, at 116 East South street, May 23, entailing a loss of about $800. Ishpeming—D. C. Raphael, manager of the Style Shop, in the Pascoe build- ing, has installed new show cases and fixtures throughout the store. Grand Ledge—William Schavey & Sons are erecting a modern fire-proof garage on River street which they will open for business about July 20. Dowagiac—Thieves entered the dry goods and clothing store of Israel Oppenheim May 26 and carried away stock to the amount of about $400. Port Sanilac—Dunlap, Burgess & Co. have purchased the general mer- chandise stock of the estate of Wil- liam Thompson, Jr., and will tinue the business. Cadillac—F. Vandermarks has sold his interest in the bazaar stock of Nichols, Mertz & Co. to Walter Wil- liams, who has assumed the manage- ment of the business. Detroit—The Gaylord Stores Co. has been organized with an authoriz- ed capital stock of $10,000, of which con- amount $5,000 has been subscribed and $1,000 paid in in cash. Detroit—The Cosmopolitan Dis- pensary has been organized with an au- thorized capital stock of $2,000, of which amount $1,200 has been sub- scribed and paid in in cash. Detroit—The Tractor-Truck Sales Co. has been organized with an au- thorized capital stock of $10,000, of which amount $5,000 has been sub- scribed and $1,000 paid in in cash. Hillsdale—L. D. Keyes, wholesale and retail baker, has closed his retail bakery on Howell street and removed the stock to his bakery at 25 Broad street, where he will continue the business, Bay City—S. J. Skaff & Co. has been organized to handle rugs, car- pets and textiles with an authorized capital stock of $10,000, all of which has been subscribed and $6,000 paid in in cash. _ Charlotte—Warren P. Wilkinson and C. A. Murray, who conducted two grocery stores under the style of Murray & Wilkinson, have dis- solved partnership, each partner tak- ing a stock. Leslie—Mrs. Delia Barlow has sold her store building and harness stock to Jay DeLamater, who will remove his jewelry stock to the building and continue the business in connection with the harness store. Detroit—The Michigan Tile & Mo- saic Co. has been organized to furnish, install and deal in cement products with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. Manufacturing Matters. Kalamazoo—The Acme Paper Cur- ing Co. has changed its name to Acme Products Co. Cadillac—The Cadillac Auto Truck Co. has increased its capital stock from $200,000 to $330,000. Traverse City—The Helen Brick Machine Co, has increased its capital stock from $15,000 to $25,000. Detroit—The Witchell-Sheill Co., shoe manufacturer, has increased its capital stock from $75,000 to $150,000. Detroit—The J, C. Wilson Co., manufacturer of Wilson power truck and auto tops, has increased its cap- italization from $225,000 to $1,000,000. Caro—The Miller Auto Top Co. has been incorporated with a capital- ization of $20,000 to manufacture all year tops for ford automobiles. Caro—The Miller Auto Top Co. has been incorporated with an author- ized capital stock of $20,000, all of which has been subscribed and $2,000 paid in in cash. Houghton—The Burns Cigar Co. has been incorporated with an au- thorized capitalization of $5,000, all of which has been subscribed and paid in in property. Allegan—The Blood Bros. Machine Co. has installed machinery which will enable it to do all of the work which it has had to have done for it in Chicago heretofore. Marcellus—The Marcellus Milling Co. has been incorporated with an authorized capitalization of $75,000, of which amount $50,000 has been sub- scribed and paid in in property. Detroit—The Picard Carburetor Corporation has been incorporated with an authorized capital stock of $100,000, all of which has been sub- scribed, and $25,000 paid in in prop- erty. Vermontville — The Vermontville Co-Operative Elevator Co. has been organized with an authorized capital stock: of $25,000, of which amount $4,000 has been subscribed and $2,000 paid in in cash. Holland—The Poole Bros. Ticket Case Co. has been incorporated to manufacture ticket cases, office furni- ture and fixtures for railway stations and will open its factory on North River avenue June 4. Detroit—The Adams X-Ray Co. has been organized to manufacture X-ray machines, fire extinguishers, etc., with May 30, 1917 an authorized capital stock of $25,000, of which amount $15,000 has been subscribed and paid in in cash. Detroit—The Clark Electric Meter Co. has been organized at 1330 12th street with an authorized cap- ital stock of $10,000, all of which has been subscribed, $1,000 paid in in cash and $9,000 paid in in property. Detroit—The Burton Motor Truck Co. has engaged in business to pur- chase, assemble, manufacture and sell motor vehicles with an authorized capital stock of $5,000, all of which has been subscribed, $2,000 paid in in cash and $3,000 paid in in property. Pontiac—The McDowell Specialty Manufacturing Co, has been organ- ized to manufacture self winding hose reels and other specialties with an au- thorized capital stock of $30,000, of which amount $16,310 has been sub- scribed, $150 paid in in cash and $16,- 000 paid in in property. Detroit—The H-B-W Manufactur- ing Co. has been organized at 702 Gas building, with an authorized capital stock of $100,000, of which amount $51,000 has been subscribed and paid in in property. The company manu- factures rotary motion clutch, rotary pumps, auto accessories, etc. -—_—_2— Small speculators all over the coun- try are much concerned as to how Mr. Rockefeller is going to fare in his Government loan subscriptions. By asking for $5,000,000 worth more Liberty Bonds, Mr, Rockefeller’s sub- scriptions now total $15,500,000. The speculators assume that Mr. Rocke- feller, in order to. get this amount, sold or will sell $15,000,000 in se- curities yielding 5 per cent. —anyway, he could have gotten 5 per cent. in- terest by investing the amount in rea- sonably safe investments securities; therefore, buying Government bonds, 3% per cent., he loses the difference in in- terest, 114 per cent., or $225,000. It is not difficult to say what his income tax rate will be: it will be the highest, say, conservatively, 50 per cent. If he had held his $15,000,000 in ordinary securities, at 5 per cent., his income from that source would have been $750,000. On this he would have been taxed $375,000. But the income from the 3% per cent. Government bonds is tax exempt. Therefore, his net gain would be $150,000 for the year. Mr. Rockefeller is expected ul- timately to subscribe for at least $25,- 000,000 of bonds. The more he gets the more he saves. The action of the Federal Court in Boston in indicting Henry J. Vinke- mulder and Moses Dark because of their connection with the alleged union trust will probably result the same as nearly all such prosecutions by Government officials usually do— in a fiasco for the Government and a large bill of expenses for both parties. The affair is an unfortunate one for all concerned. The Trades- man is confident that the Grand Rap- ids defendents will be able to prove that the claims of the Federal sleuths are wholly unfounded. ~ —_2-2—____ If. every man could have his own way, how quickly others would get out of it May 30, 1917 MICHIGAN TRADESMAN PL The Grocery Market. Sugar—The market during the week has merely marked time, the tone, if anything, being a shade easier, which is only logical when dullness prevails. June shipment sold at 47¢¢, but spot sugars brought 1-16c higher, so that it could hardly be said that Cuba pressed offerings. Refiners have no incentive for buying raws on a large scale at present since it looks as if the situation favored their view- point. Supplies are ample to cover the meltings the next few weeks, and new business in granulated is not large, thanks to the heavy deliveries which have filled up many empty places in the country. Moreover, the uncertainty as to what the duty will be and whether an internal tax will be imposed keeps sentiment unsettled. The House has stuck to the ad val- orem on most of the free list, bur the Senate may change it to an ad- dition to the specific duty, In view, of the opposition and influence of the South and West, it is doubted whether the consumption tax advocated in some quarters will obtain much of a hearing in Washington, although fur- nishing an equitable and profitable source of revenue. Food control is bulking large in the discussion of trade circles, it being believed that the Government will regulate the sugar industry in some such way as is being done in the United Kingdom. Taking over the refineries ‘and beet factories would be less efficacious than purchasing the raws from Cuba and turning them over to refiners who would be allowed a certain margin of profit, thus stabilizing the price to the consumer. Of course, the effect might be to force the producer to take a lower figure since the competition of the British Commission would be to eliminate under this plan. Refiners quotations on granulated vary from T4@8ike. Tea—The situation locally shows little change. Business is practically at a standstill, pending developments in Washington, but there is no pres- sure to sell, stocks being exceeding- ly light and prices steady to firm. It is pointed out that the new crop teas will be late in arriving, American buyers not taking hold actively in the Far East to date. Cables report set- tlements of 35,000 half chests in Han- kow, suggesting Russian buying. Ow- ing to the high exchange and freights the Chinaman is not reaping any harvest. Coffee—The market is still disap- pointing, there being a light demand from the country and prices ruling merely steady. The heavy tone to futures and free offerings from Brazil had some sentimental effect, but the chief trouble with the market is the uncertainty as to the outcome in Washington which brings business practically to a standstill. Canned Fruit—There is a good de- mand for apples, but offerings are light. Other fruit is in light supply and firm. Canned Vegetables—At the moment there are no further offerings of spot tomatoes below $2.05, largely because the market is at a standstill, A job- ber who really wanted any might have no difficulty in buying below these figures. Futures have been offered as low as $1.40, although most canners are asking $1.50. Spot corn and peas command a premium for the small lots available from time to time. Dried Fruits—Changes have taken place in the dried fruit situation dur- ing the week that are not without their significance. Probably first in importance is the announcement by the California Associated Raisin Com- pany that they have sold out their 1916 pack , with the exception of neg- ligible remainders. Following so closely upon the clean-up of peaches, it marks the 1916-1917 season as an exceptional one in every respect and one particularly profitable to the growers by reason of their strong or- ganizations. In other years such conditions would undoubtedly have been of great profit to the packers; but the growers would have received little, if any, of the additional gains. If the supply of peaches in jobbers and retailers’ hands does not last un- til the new crop, the country will hardly starve, and the same may be said of raisins, except that the latter will be missed a little more, as raisins have a more popular hold than peaches, Now comes the Prune As- sociation preparing for the new crop. It is said that there are scarcely 2,000 tons of old prunes remaining in grow- ers or packers’ hands, so that virtual- ly the new crop will come onto a bare market. How much of a benefit to the consumer the new Association may be remains to be seen. That it may be of some benefit is possible for the reason that at present future prune prices quoted by outside pack- ers are about on a 7%c bulk basis, which is not considered justified by the present supply outlook, and the Association declares that it will name prices on the basis of supply condi- tions. Estimates as to the 1917 crop of prunes run well in excess of 200,- 000,000 pounds, even as high as 300,- 000,000, against about 165,000,000 pounds in 1916, so that a low price would seem to be justified and prob- able were it not for the fact that growers have had,their ideas inflated by the tactics of the independent pack- ers in naming high prices to the buy- ers. Rice—The market continues quiet and prices rule steady. There is lit- tle interest shown by the domestic trade for the moment, the tendency being to await developments in Wash- ington in the matter of food control. Exports are lighter at present ow- ing to lack of shipping space. In the South the markets are quiet as there are limited offerings from the mills. The new crop is progressing favor- ably and the outlook is good for a large yield if the acreage planted is any criterion. Soap—The market appears be ut- terly devoid of any stability. Quo- tations have been advanced by Fair- banks and Kirk. Fels Naptha has been advanced 60c, Lautz Bros. sent out an advanced price list, which is reproduced in this week’s price cur- rent. Molasses—The market continues quiet and steady. There are moderate supplies but, on the other hand, the demand is lighter owing to the duty uncertainty, the reaction in syrups being also a factor. Arrivals of for- eign molasses are small. Cocoa—There is a quiet dragging market for cocoa, buyers still hold- ing off for developments in Wash- ington, There is some business do- ing in low grades, prices ruling fair- ly steady, although in some cases con- cessions are made to move stocks. Tapioca—There is no feature to this market and it is ruling quiet and steady. No future sales were report- ed. Sugar Syrups—The offerings of sugar syrups attract less attention and buyers are bidding low for the same, owing to the recent break in price. The export demand for the time being is light. Corn Syrup—There is no change in the price of corn syrup. Cash corn shows no marked reaction and hence the comparative stability of the syrup. There is a fair demand from the vari- ous consuming interests, but exports are slow. Spices—There was still considerable interest shown in peppers in sympa- thy with the firm cables, freights be- ing high and primary supplies scarce. Cheese—The market is a_ shade weaker for the week, due to heavier receipts and the hesitancy of export buyers to buy very much cheese to go abroad. Export buyers have been buying right along with the market, but have grown more discriminating as to what they buy, now that prices are so high. It is expected that prices may shade off a little soon, but one of the strongest influences just now is export buying. Provisions—Pure lard is steady, prices being about the same as last week. Receipts are light and the home consumption moderate. No change is looked for in the immediate future. Compound lard for the week was only steady, with light offerings from the manufacturer and a good consumptive demand. The Govern- ment is a large buyer of cottonseed oil, out of which it makes glycerine, and this will undoubtedly affect the compound lard situation. Smoked meats are firm and unchanged, with a fair consumptive demand and mod- erate supply. Barreled pork is firm and .unchanged, with a light supply and a light demand. Dried beef is firm at quotations. Canned meats firm, with a fair supply and moderate demand. Salt Fish—The market is dull. The only mackerel on the market now are ruling the large sizes, which are not in ac- tive sale, although some are selling every day. The Government asked for bids on 1,000 barrels of mackerel, but have not gotten any bids up to aite, because nobody seems to have as much as 1,900 barrels. Cod, hake and haddock have taken a back seat for several months, and the situation is entirely unchanged. a Two Notable Flags. Among the many beautiful displays of flags in the city the most note- worthy are those of the Laundry and_ the The former is made up of electric lights and is one of the most artistic accomplishments in that line ever un- dertaken. American Evening Press. who. visit hundreds of cities insist that this ex- hibition is the most trical effect they The Evening accomplish- ment is just an ordinary flag kept in motion by a concealed fan and lighted up at night by the rays from a pow- erful electric lamp which is not visible from the street level. The effect is most remarkable and the maintenanc¢ of such a contribution to the patriotic sentiment of the community is at once an inspiration and an example. —-> >. This is the last opportunity the will have to appeal to its readers to devote as much as possible next week to the pro- gramme prepared for the Merchants Congress. The topics selected are live ones and their presentation will be by men who have had actual ex- perience along the lines they will The first Congress, held last year, was well attended, despite the unfavorable weather which pre- vailed every day the Congress was in session. It is hoped that the ex- citement incident to the war will not preclude a_ still larger attendance this year, because several of the sub- jects selected have particular ine on the unusual conditions which prevail in the mercantile world at the present time. ——_+ > ___ There never was a time when the trade journal was as necessary to the merchant as at present, when markets are wild and excited and prices pos- Traveling men successtul elec- find anywhere. Press Tradesman time discuss, bear- sess no suggestion of stability. To part company with any good trade journal in times like these, when con- ditions are critical and the future ob- scured by doubt, is to make the mis- take of a life time. —_—_.>>__—_ Glazat & Balgooyen have leased the Thomas Welsh & Son store at High- land Park and put in a grocery stock, furnished by the Worden Grocer Company. nen Nick :Bouma & Sons, implement dealers at Byron Center, have addet a line of groceries. The Worden Grocer Company furnished the stock. MICHIGAN TRADESMAN May 30, 1917 KILLS HIS OWN CHANCES. Lazy Salesman Wastes Time, Money and Energy. The “Jobbers’ Lazy Salesman” is a funny fellow, or rather he is amusing to some people. However, the jobber who has to foot the bills is entirely unable to see that funny side of his salesman. It is, indeed, a very serious problem to him. It is really a pity that some men are so constituted that they must play the part of the jobbers’ lazy salesman. And this is all the more of a mystery when one stops to consider how easy, pleasant and profitable it is to perform some really constructive piece of work stand upright man among men. —to and be a If the jobbers’ lazy salesman was v ndictive and malicious it would be but proper to give him a good roast- ing—in fact to abuse him consider- ably, but he is neither. Aside from being a thorn in the side of his em- ployers, as well as a source of neces- sary expense, he is more or less harm- less. He is not offensive. Merchants treat him with tolerance but do not buy his line. True, his indolent tactics work a real injury to his house, but in the end he hurts himself does anyone else, than he Watching him at work one is at first aggravated, then more amused by his antics. A Hook Worm Victim. The jobbers’ lazy salesman seems to be just one of those unlucky chaps which the Hook for its very own. Worm has claimed He laughs some, grumbles a little and works a bit too. but he has never been known to suffer nervous prostration because of zealous devotion to his duties. Most people would say he is worth- less and then dismiss the subject. But he is not altogether worthless. One feels at times that there are some vir- tues lurking in him, and it is this feel- ing—this these good qualities, which keeps him on the pay-roll for a while. hope of uncovering He is neither a chronic kicker nor a grouch. Frequently he emits a ray of sunshine and occasionally displays a flash of speed which makes his fu- ture loom up bright and promising. Then he subsides—gets back into his normal stride, and plods along on his weary way until some faint spark of ambition again goads him into a little faster pace for a brief time. His conversation generally consists of the most commonplace topics. He figures it is too much trouble to keep up wth the news of the day, and as a rule he is about a mouth behind. Even then he has but a smattering knowl- edge of what is going on about him, and most of this sifts into his system from hearsay sources. Let us pick out atypical specimen of the jobbers’ lazy salesman, christen him “Bill” and go along with him while he calls on the trade so we can ascertain how he operates. “Bill” will not object to our accompanying him. He desires company because he really has a conscience, and when he can talk to someone it furnishes him a good excuse for slowing up. So we wll go along with him for a day or sO anyway. yo Let us say that “Bill’s” assignment is such that he can get back home every other Saturday night, at least the house is perfectly willing that he do so, But Bill does not wait for Saturday night before hiking for home. No sir-e-e' It is not at all uncommon for him to arrive a full day ahead of schedule time. And something is wrong when he is not headed in that direction Saturday morning. Bill will tell you there is no use in trying to sell goods on Saturday. He will explain that the merchants are all too busy, and that a salesman wastes his time fooling with them. He can prove it to you too. “Of course” he will say, “if I wanted to make a nui- sance of myself, and annoy some deal- ers to death I might scare up a lit- tle order here and there, but life is too short for me to do that.” Well, anyhow, Bill has been lounging around home for at least thirty-six hours or more when Monday mornin: arrives, and he looks forward to the week’s work with just about as much pleasure as a condemned man does to his execution. “My, if I could stick around here a bit I'd be one happy man,” he says as he slowly prepares for breakfast. And he digs in to that breakfast just as if he was not to have another one for a full week. He will say with confidence, “I simply can’t work on an empty stomach,” and then proceed to gorge himself with a quan- tity of food that would kill a hunery boa-constrictor. Starts on His Trip. He reaches his first stop on h’s route at 10 a. m. and finds that his competitor, who left home on an earli- er train, had covered the ground and gone on to the next town on the very train on which he had arrived. He will not admit it but he realizes that had he done without breakfast at home, and caught the early train, he would have had ample time to eat it in this particular town. He knows, too, that this would have put him on an equal footing with his competitor because he would have at least had a chance to divide the business with him. He silently bemoans his fate—calls himself unlucky, but makes a stab at getting some business anyway. He ambles into the first store he comes to, gives the merchant one of those limpy, fishtail hand shakes, and says— “Well, Bo, what do you know?” “Not a thing, Bill; how’s tricks with you?” replies the merchant. “Oh, everything’s on the fritz prop- ei; you know, just one little old thing after another to worry the life out of a fellow,” Bill says as he eases down into a handy chair. “Been down to the home office late- ly?’ asks the merchant. “Yes, I ran down on some important business a week ago—they wired me to come in and help ’em straighten out some tangles. I ends the trip up with a big fuss with the boss, and believe me, Bo, what I told him was a good and plenty.” The merchant had not come in con- tact for many years with a few sales- men like Bill without getting a pretty good slant on them, and down in his heart he knew full well that what Bill really told the boss consisted of ex- cuses and promises. He Roasts the Boss. “You know,” continued Bill, “he is getting so nobody can please him; he’s more fretful these days than a sick child. He thinks I should sell all the goods shipped into my territory and get more for them than anybody else. guess he believes I’m some sort of a wonder worker.” “That’s the way things go days,” responds the merchant. He will not commit himself in anyway because the house has always been most reasonable and considerate of him. 3ill leans back, crosses his legs, and continues: “Another thing that gets on my nerves down there is that little old dried up, pigeon-toed book-keeper. Man, Oh man, but I burnt him up this last time. If I ever hear so much as a mild little murmur from him again I’m going to make it necessary for him to annex a new face. Honest. I am! If I ever do shove one across at him he’ll think an army mule kicked him sure.” Here Bill pauses for a minute, looks dreamily out of the door, beats a little tatto with his foot, and resumes: “Why, do you know that every time I go in he slips a few whispers in the boss’ ear, and then the old man gets me on the carpet and log-rolls m: about a bunch of puny little balances which have been left open on a few accounts; wants to know why I didn’t get ‘em settled up and all that sort of thing. And another thing—he had the crust to flash all my expenses, said they were running higher than any of the other men.” sill leans forward, begins to empha- size his remarks with a pointed finger, and his eyes sparkle a little because the book-keeper had really tipped off his true colors to the boss. Won’t Work Himself to Death. “He’s got nothing to do with my expenses, or how much [I sell,” Bill says, “I’m _ gettin’ dog-tired of this road game anyway, and I won't stand for a little rat like him shoving his face in my affairs. I’m wise to the whole shebang, and I’ve got too much sense to work myself to death for anyone and get no thanks for it. Yes, you bet I have.” After a dull pause of a few moments 3ill asks— “What you got on your list?” “Not a thing to-day, Bill!’ “What, ain’t there nothing on the log for the lizard?” “No, Bill, I really don’t need a thing to-day; I’m sorry.” “I’m bound to have an order of some sort. Don’t you need some sugar, coffee, meat or lard? And how about some tobacco? “What kind of deals can you make on tobacco?” / “Oh, we can give you the very best deals; what was you thinking about?” “Never mind—I don’t need any; I was just asking.” these The merchant knew at once that Bill was just bluffing, and was totally un- able to figure simple deals. He made up his mind right then not to waste his time with Bill, but would wait and buy his tobacco from some one who was able to give him intelligent in- formation about deals. The jobbers’ lazy salesman never bothers his head with deals on this much used commodity. Finding that he could not even sell the merchant the staples he indiffer- ently eases him a statement of a past- due account. The merchant quickly notes the lack of interest and firmness in Bill’s manner, so says: “I'll see you next week about this, Bill, in fact, I'll give you a big check and may even wipe out the whole account.” “All right,” replies Bill as he gets up, yawns, stretches and continues: “Now, don’t forget me next week— save me some kind of an order any- way,” he says as he shuffles to the door. He feels that he has done his full duty, and figures that if he was to insist upon the payment of the bill he would incur the merchant’s ill will and, after all, it was square up to the firm to worry about collections, and no concern of his. Dinner Most Important. Bill walks out, glances up at the sun and says to himself, “Well, one thing sure, it’s not long until dinner.” He goes into the next store. The mer- chant knows Bill of old, and knowing him to be easy he says: “I’m a little busy now, Bill. Suppose you see some of the rest of them and come back after dinner?” “All right, I'll see you later,” an- swers Bill. The merchant has no intention of buying anything from him, and this is just an easy method: of stalling him off. After having about the ex- perience at three other stores he shows up at the hotel without a single order or collection, “Say, boy, how long before dinner?” “One o’clock sir,!” promptly re- ples the boy. He casually scans the register, and some old out-of-date newspapers to kill time until dinner is announced. And he is the very first man at the table too. In less than five minutes the food looks as if it had been gone over with a lawn mower for an arm’s length in every direction same glances over from him. After dinner he takes a nap. Close to 3 p. m. he walks into a store and, realizing that he sold noth- ing, he strives hard to land an order for a barrel of sugar. Finally, he sells it and one or two other staple articles at a reduced profit, which was less to his house than if he had sold a pound of nutmegs, or a caddy of tobacco. He goes to the next town where he spends the night. Before retiring he sends in three small orders, and re- ports two collections amounting to twenty-five dollars. The Day of Reckoning. When that inevitable day of reckon- ing finally arrives Bill shows up at headquarters one Saturday afternoon. He delays reporting at the office until the last minute. When he gets within a hundred yards of the office his heart grows a trifle faint, The enquiring eyes of the boss. and the book-keeper make him wonder for the first time if he has really delivered the goods on this last trip? He braces himse!f and takes cour- age by remembering how impossible it is to please the boss even if he sold $e 4 May 30, 1917 everything in the store for cash, and got a bid on the building. And as for the gimlet-faced book-keeper—he would certainly fix later if he contin- ued to butt in. He told himself that any fool could sit behind a desk and scribble over a set of books all day, but that it required a real man to sell goods. “Come in Bill; how did you find things this trip?” enquired the boss pleasantly. “Not much,” answers Bill. “Things are in pretty bad shape all along the line. The merchants are not buying a thing on account of the war. I ran across a bunch of salesmen this week who hadn’t even scratched. We are selling more goods than anybody else, but its an uphill business—keeps a fellow moving early and late.” “How about Farmer & Planter’s big store in. \ noticed didn’t sell them anything?” “No, 1 them but Farmer who does all the buying, was out of town, so | didn’t waste any time fooling with Planter; he’s merely a figurehead you know.” “How about the Milltown?” “Well, they would have given me a big, juicy order, but they had just decided to cut down their force, and may even shut altogether, so they were not buying a thing.” “How about that old account of Stringum & Long down at Stonebot- tom? “T saw Mr. Stringum and had a good talk with him. He said it wouldn't be long before he would settle up in full. You don’t have to worry about them—they are just as good as gold.” “Why, Bill, that’s all you know about it—-they’re on the verge of bank- ruptcy.” Bill kept excuses and explanations on tap. He could prepare an alibi as quick as a wink. The interview finally ended, and he headed home- ward, relieved and glad that the fol- lowing day was to be Sunday so he could rest up a bit. Loses His Job. One Monday morning Bill did not go out on his trip because he claimed he was sick. During the first week of his absence, and following an investi- gation, the boss became convinced that something was wrong with the class of work Bill had been putting up, so he gave him his marching pa- pers. Sore and sarcastic Bill proceeded to make the rounds of the specialty men whose goods he had “pushed,” and told the division managers for coffee, tobacco and soap manufacturers what a dirty deal’ his house had handed to him. All the satisfaction he re- ceived from this source was: “I’m sorry, Bill, but I haven’t a thing open. Wish I could do something for you.” After five years of unsuccessful and ever changing business ventures Bill secured a job back of a retail grocery counter. He now wears a white apron. and realizes that it is a far call from a can of salmon and a dry cinnamon bun to the table of the rural hotel groaning under its weight of steaming viands, and with all expenses paid. To-day Bill considers himself a vic- tim of circumstances, and a martyr to Grovetown—I ou called on Mr. commissary at down MICHIGAN TRADESMAN hard luck. He marvels at the work- ings of fate and the doings of Provi- dence. It never occurs to him that a golden opportunity came to his door in the days of his youth, and knocked loudly, but vainly. Neither does he appreciate that he then had health and strength, and that it was the very time to have made himself solid for life. The jobbers’ lazy salesmen to-day but fortunately not in large numbers. There are some who seek what they believe to be the pleasant pastures. And unless they awake to the full realization that only through honest, intelligent and energetic ef- fort can they even hope to come into a permanent reward they will have the same finish as Bill—Open Door. exist — 22> The Economy of the Grocery Jobber. As wholesalers we believe that in the present system of distribution of merchandise through jobber, to re- tailer, to consumer, we have certain responsibilities toward the public. As an important agency in the serv- ice of distribution from the producer to the consumer each of our members service to other links in the chain, includ- ine the manufacturer, the retailer and the The real, the more efficient we can make this serv- ice, the more indispensable it must become to all. renders an indispensable the consumer. more However, it is one thing to render a real service and quite another to have that service clearly appreciated by those benefited. It is clearly a part of our responsibility to see that the extent and character of our serv- ice is properly impressed upon all concerned; that the public as well as each factor in the distribut- ing service realize the futility of the plans to take incomplete and imprac- tical distribut on and eraft them on to the present long established system. No fault could be found with such schemes if they were in any degre: general schemes. of complete, in the sense of being able entirely to displace the service ren- dered by the jobber and local retailer. The danger lies in the lack of a more general and specific realization of the true nature of extraneous agencies of distribution, whose only effort is, in fact, to “skim the cream” of the trade in profitable items and on bulk purchases by big consumers, leaving the handling of the more un- profitable lines largely in the hands of the jobbers and retailers of the regular system. The fact that the wholesale grocer carries under one roof everything that the retail grocer sells is in it- self a great service. The wholesale grocer buys in large lots and gets the benefit of carload freight rates, as well as the very lowest price on quantity purchases for cash. Instead of giving orders to twenty or thirty manufacturers each week the retailer groups the items and gives them to his jobber and actually pays less for them than if he had to deal directly with each of the various manufacturers. He gets his goods quickly with the least possible amount of bother and delay and always knows these just where he can get anything he wants. Without the service of the whole- sale grocer, each manufacturer would have to be his own sales agent to the retailer. This would add greatly to the cost of goods because of the higher expense of selling them. The retailer would then have to buy his supplies from many concerns located in all parts of the world. That would mean a great deal of work in giving out separate orders and keeping track of them. Other difficulties would be the de- lay in getting the goods sources. The comparatively small lots in which the retailer would necessarily have firm would increase from so many ach the eoods and the expense of having them shipped from many different points. from cost of to buy the The well organized wholesale gro- cery house renders another service which is perhaps more important than any of the foregoing. That is in the selection of suitable the of the retail The jobbing house employs — specialists, who know intimately the items in their particular department, and the retailer has the benefit of pert judgment. goods for needs customers, their ex- Anyone who will investigate along these lines must be impressed with the fact that without the service of the wholesale grocer the work of the retailer would be increased and complicated. more, and this would have to come out of the pockets of the dealer and the consumer. vastly Goods would cost Much of the success of the retail dealer, and consequently of the whole- sale grocers who supply him, depends upon what people think the service rendered by these distribut- ing agencies. If the general public eets the idea, that the present system is wasteful and inefficient it must tend to divert a considerable volume of business. No doubt such false im- pressions as have gained acceptance have been inspired to a great extent by those interests antagonistic to the present system. of distribution were to at- tempt to give the same service as rendered by the retail dealer they would not be able to equal his prices nor the quality of his goods. about If these extraneous systems I do not believe it pays to complain to those who do not co-operate fully DIAMONDS FOR GRADUATION The Herkner collection of Diamond Jewelry is the largest display shown in Western Michigan. before making a purchase. What they need is to have the truth of the real situation brought Every link in the chain needs to understand more with us. more forcibly to them. clearly the real service it is perform- ing as well as the possibilities for greater service. Up to date no better or more eco- nomical plan has ever been devised than the present plan of distribution manufacturer to wholesaler, to retailer, to consumer method. ©. C. Mattern. —_2->—__—__ from Personality Portraiture. Nothing is so fundamental in cre- ating a real and noble personality, Let a man choose such an ideal, and follow as the choice of a high ideal. it loyally, and he may give up all con- cern for his character; it will form itself, Such a man is emancipated, not only from the temptation to be selfish in his friendships, but from most of the fears that beset men of less clearness of Such a affected by the happenings of outward for- purpose. man is much less tune, by material disaster of every kind, than is a man who has not this and the constant upon inward guidance pressure of the nature. He is emancipated from the fear of men, because men can neither ideal his own make nor mar his career; he is eman- cipated from fear of disaster because conditions can neither make nor mar his career: his only source of fear is disloyalty to his own purposes, and that is a fear which guards and pro- tects rather than depresses. Such a man discards, one by one, all those things which belittle human life and fill it with weakening and cor- roding anxieties. He is not disturbed by the confu- sion of aims which he finds in the world about him; he is not concerned about his enemies, for he has none whom he has consciously made; he thinks and his friends, and he is lifted above all outward changes of fortune by the generously fearlessly of spirituality of the end which he has chosen. Hamilton Wright Mabie. —_2.> > Bad Business. Deaf and Dumb Beggar—“Do you think it looks like rain, Bill?” Blind Beggar—‘I dasn't look up to see, here comes one o’ my best cus- tomers!” Prospective buyers of Diamonds should consult us Our Quality and Values should interest you. 114 Monroe J. C. Herkner Jewelry Co. 121 Ottawa (Unlike any rather paper.) Each Issue Complete In Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. Two dollars per year, if paid strictly in advance. Three dollars per year, if not paid in advance. Canadian subscriptions, $3.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents; issues five years or more old, $1. Kntered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. May 30, 1917. HOW TO HELP. The United States Department of Agriculture says the statement made at the recent agricultural conference at St. Louis that the poultry products of the United States could be doubled within a year means that if everybody in a position to help did their part six hundred million dollars’ worth of food would be added to our supply this year. This includes both meat for the table, and eggs. Very few farmers practice a systematic plan of dis- posing of their fowls after they have ceased to be productive, although it is well known that fowls of the heavi- er breeds, such as the Plymouth Rocks, cease to produce a profitable number of eggs at the end of their second laying year, and that this holds true of the lighter breeds, such as the Leghorns, at the end of their third laying year. Consequently, if efforts were made to dispose of all females when their best laying days were over, a large quantity of poultry meat would be placed on the market. All poorly developed chickens should like- wise be culled out and used as meat. This way of disposing of unprofitable fowls would allow the farmer to feed his grain to younger and more produc- tive fowls. Caponizing the cockerels that are not intended for breeding purposes will not only increase their size but will place a more desirable poultry meat on the market. Another prac- tice that should be adopted more widely is that of fattening all chickens that are to be marketed before they leave the farm. This can be done easily by confining the birds for a week or ten days and feeding them a good fattening ration. They will come to market then in better condi- tion, and the farmer will receive a profit for their added weight. The greater production of turkeys, ducks, geese and guineas, all of which can be profitably raised and a ready market found in most sections, would increase the supply of poultry meat considerably. The production of ducks especially should be emphasiz- ed at this time, because of the rapidity with which they grow. Ducks of most of the meat breeds, properly fed and managed, frequently weigh from five to six pounds at ten weeks of age. It is estimated by poultrymen mak- MICHIGAN TRADESMAN ing a specialty of growing ducks that the feed cost per pound of producing duck meat ranges from 8 to 12 cents, depending upon the current prices of grain and feed. The number of marketable eggs can be increased by following a few prac- tical suggestions. Among the most important of these are the production of the infertile egg after the breeding season is over, and the proper han- dling of eggs by the farmer before sending them to market. The pro- duction of the infertile egg and the proper handling and marketing of eggs by the producer would increase tremendously the number of market- able eggs each year ‘by diminishing the quantity that are rendered unfit for food. An increased production of ducks’ eggs is advisable where available mar- kets are found. CURTAILING ONE ABUSE. That the executives of large de- partment stores may by concerted action endeavor to check one phase of the return goods evil is a possi- bility of the near future. The angle of the situation referred to is c. o. d. buying as it affects pur- chases under $1. Not only are pur- chases totaling amusingly small amounts requested sent to the cus- tomer’s home collect, but very fre- quently such merchandise, when de- livered at the purchaser’s residence, is refused. The store, in addition to going to the expense and trouble of sending home these very small pack- ages, in such cases also must have them brought back, unpacked and put back into stock. The return goods evil has had reams written concerning it, and many a writer and store executive has set forth means for eliminating it altogether—or at least remedying it and reducing the percentage of un- fair returns. It is a very difficult phase of retail merchandising to com- bat, and admittedly leads to many unfair tricks being practiced on the different stores—but the only thing found so far to do is to make the best of it, for it is rather hard to make a customer keep something she does not want, and hope to retain her patronage at the same time. With these small c. o. d. purchases, however, it is different. If the stores get together and agree not to make any c. o. d. deliveries of goods amounting to less than $1 it will stop such requests as having a 55c neckwear sent c. o. d., and perhaps refused, and also a paper of pins, hairpins, button molds and_ similar small purchases. Often when a woman enters a store, looks around from counter to counter in the different departments, she feels after she has been in the store a while that she ought to buy something. She consequently orders a small purchase sent home ec. o. d. Then, on getting home and thinking it over, she decides she does not need the purchase after all—and it frequently is refused. ——— EEE If wishes were automobiles, gars might kick for airships. beg- AN ALL STAR CAST. The Merchants’ Congress to be held in Grand Rapids on June 5 to 7 will be the most important gathering of retailers in Michigan this year and should be attended by the largest possible number of progressive re- tailers. Questions of the most vital impor- tance to the retailers will be con- sidered and discussed. These ques- tions are more important this year than they were last year because war conditions have so changed the prob- lems of retailing that many merchants are confronted with a situation they are facing for the first time. The market price of nearly every commodity has advanced. Has it reached the top? Shall the retailer buy long or short? Will present prices keep up for long? Will mer- chandise be plentiful or scarce. These and many others are the questions of the day. These are the questions which retailers are perplexed about. These are the questions which will be considered by the best men in the business to-day who will be in at- tendance at the Merchants’ Congress. Every speaker on the programme is a strong man. It would be diffi- cult to pick out the “star” attraction. This fact is true, however, the first day’s programme is an exceedingly strong one. Mr. Garver, of Strasburg, Ohio, is a man who has fought and won a wonderful fight. What he has accomplished has brought him Na- tional recognition to such an extent that National publications have vied with eachother in presenting his story. The first day’s programme is an at- traction in itself and well worth the trip and expense to Grand Rapids, and then, after the retailer is in Grand Rapids, he couldn’t afford to go home, because the second and third days’ programme are just as strong as Tuesday’s. The average retailers’ convention has one or two prominent speakers and, as a rule, much time is devoted to pleasure, elections and other mat- ters. Here is an event with an “all star cast.” Not a dull moment on the entire programme and no wasted time. Every retailer who is anxious to serve his customers better, every retailer who wishes to reduce his worries, decrease his losses and in- crease his profits, should attend the Merchants’ Congress. CANNED VEGETABLES FIRM. With the exception of tomatoes, there is a growing possibility of a clean-up in canned goods in jobbers’ hands before the new pack is avail- able, As a matter of fact, this has al- ready happened in many lines, and jobbers all declare that their stocks are full of holes. In addition to heavy private buying there ‘has been an enormous demand from unusual sources, such as the Belgian Relief, the Red Cross and the army and navy, to say nothing of an enlarged South American trade fostered by the Gov- ernment and the big financial institu: tions. The one hope is that the heavy buying by consumers, who have been hoarding canned goods in the fear of a panic, coupled with the advent of fresh foodstuffs, will check the de- May 30, 1917 mand from retailers sufficiently to allow remaining supplies to last until the new pack. Most of the jobbers have delivered their quota to the navy under the recent requisition on the understanding they were to be paid 50 per cent. of the bid price immedi- ately and the remainder to be deter- mined by the President. This means that some jobbers have more than $100,000 tied up, as thus far not even the 50 per cent. has been paid for a number of the items. According to one large jobber, any careful investi- gation by the Government will re- veal the fact that the prices bid were correct and based on actual supply and demand conditions prevailing at the time. Now there is the army re- quisition in the market and it is an open secret that some of the jobbers will not attempt to bid, while, all told, it is not believed that the Government will be able to buy all the goods it asks for. Even so, it will mean that in a number of instances private buy- ers will have to go without. On the question of tomatoes, the situation is becoming quite interest- ing. Throughout the season buyers declared that there were enough to- matoes to go around, and if not, what has become of them? Speculative holdings are believed to be consider- able, which would indicate that pres- ent prices are inflated. There is no demand for tomatoes at the present time, as retailers appear to be well stocked up and, furthermore, it is re- ported that the public is not buying, being undoubtedly influenced by the high prices. In other words, the pres ent prices are just a little more than the traffic will bear, a contingency that seems to have been overlooked by the large operators. ast week in this city have shown that there are some people in this community who are posing as leaders who are not worthy to be tolerated in their pres- ent positions. This refers to the dis- closures which have been made re- garding the movement—evidently in- spired by German influence—to hin- der registration, hamper enlistment and precipitate peace before the great object of the war—defeat of the Kaiser and the destruction of the things he stands for—has been accomplished. Among the people implicated in this movement are two clergymen of lib- eral faith, a public school teacher who has been a most pronounced pro-Ger- man ever since the Kaiser started the war and several others who ought to realize that there is a line beyond which citizens of the Republic should not go in times like these. Developments of the pa The retail merchant who is not making money in these times of rapid advances in merchandise, so that he is able to liquidate his indebtedness, pay himself a good salary and make his associates very happy over their investment in his business, is either a back number or a “no good.” The merchant who cannot make a record showing this year might as well come to the conclusion that he is not adapt- ed to pursue a mercantile calling. _____ Cultivating a Harvest of Vain Regret. Sez I, “Father Malone, what’s your opinion of a perfectly good, healthy wife and two full-grown, corn-fed daughters, who when hot weather comes, get together a real sporty bunch of duds and hike off to a cute little summer resort in the cool north woods, leaving the old man to plug away at the job of earning a living in his stuffy old store, six days and six nights a week, boarding luxurious- ly the while at a near-by lunch coun- ter for weeks at a stretch?” “Tis the way of the world, Mike,” sez he, “and so old that it antedates the most far reaching memory of the race not universal, but so common that it is monotonous. The man is simply ‘weaving the Rope of Ocnus.’” “T don’t get y’, Father Malone,” sez I, “The Rope of Ocnus, Mike,” sez he, “ig an old, old story, but it has a point.” “Tell it to me, sez I. “Well, it’s something like this— Ocnus was a Greek, hard working, frugal and counted tolerably success- ful, all things considered. His am- bition was to save enough to ensure a comfortable old age. His wife, on the other hand, had extravagant ideas and spent his money as fast as he earned it. Father Malone,” “Ocnus bore with her as patiently as possible, but finally, in despair, he told his troubles to his friend and neighbor Polygnotus. “Polygnotus was a famous Greek artist and while he could give Ocnus neither advice nor help, his sympa- thies were so aroused that he painted a picture which he named “The Rope of Ocnus.’ “The picture was of a poor man in- dustriously weaving a rope of straw, while behind him stood an ass, eat- ing the rope as fast as it was woven. “Good dope!” sez I, “did Mussus Ocnus tumble to it?” “According to the story she did and was so sincere in her repentance and so earnest in her efforts to make amends that together, they not only saved enough to keep them comforta- ble in old age, but attained to great prosperity.” Spending is easier than saving. Many a man, with fond indulgence, permits his productive years to drift by, unfruitful save for the present pleasure of those dependent on him. He conceals his secret anxieties, per- haps his failing health, in his unwise desire to give his family luxuries he cannot afford. He stints himself, la- bors unceasingly and consoles him- self with the cherished belief that he is being a good husband and father. And all the while, he is merely culti- vating in those he loves a spirit of improvidence, a habit of living be- yond their means, which, sooner or later, will inevitably bring down upon him and them, a harvest of barren regrets. William Penn once said: “He that is taught to live upon little, owes more to his father’s wisdom, than he that has a great deal left to him, owes to his father’s care.” Don’t make the mistake this mer- chant is making. Spend less than you earn. Live with, not for your family. Teach them the proper relation of pleasure to prudence, and you'll be storing up, not pelf, but happiness for all. —_+-~—___ Everybody wants something for nothing, yet very few people are satisfied with things they get that way. ~ i a Ale SBM ¥ ee ae ee a sik ll SOT ‘ - MICHIGAN TRADESMAN 11 Your Attention Is called to the Second Annual Merchants Congress to be held in Grand Rapids June 5-6-7 Business sessions every afternoon and evening at the Pantlind Hotel. Please do not overlook the importance of this Congress or the value you can ob- tain from attending it. If there was ever a time when it was absolutely necessary for the manufacturer and retailer to work together to the best possible advantage, it is now. This Congress is for the sole purpose of instruction and exchange of ideas. It has no amusement features, although provision has been made for enlarging your acquaint- ance with the jobbers and manufacturers. Automobiles will be provided to carry you from one business place to another dur- ing the forenoons of the days in question. Here is a rare opportunity to enlarge your business education, and, if it is possible for you to attend, you should certainly do so. We extend to you a cordial invitation to make the Valley City Milling Company your headquarters, and shall be pleased to render every possible service to make your stay in the City pleasant as well as profitable. VALLEY CITY MILLING CO. GRAND RAPIDS, MICH. Manufacturers of LILY WHITE FLOUR ‘“‘The Flour the Best Cooks Use”’ 12 MICHIGAN TRADESMAN May 30, 1917 ~_ ~ _ = a "*Uyy) we CONE EE (UCC CCC (AC “FINANCIAL CUCU f(a ic < il SS — = = (OI = = ~ = = = = ~ c = 5 = ‘ = - = x = = be = = . = = = - = ad = TT t —y SN) ' Se = ly fo ? x es 4 ’ if = Bankers Everywhere Setting a Good Example. The fact has already been brought home that in this National crisis food is the most needed commodity. The necessity for increased production has been impressed upon the minds of the public and steps have been taken by the Michigan War Pre- paredness Board to perfect an or- ganization which will follow a plan of concerted and harmonious action to bring about increased production. According to this plan, the banks of Michigan are to play an important ‘part. As a communication from the Food and Farm Committee states, in some localities the banks have not in sufficient funds to care for all de- mands which may be made upon them. Arrangements have been made, however, whereby these banks can secure additional funds. There is no doubt but that the banks will be subject to many demands from persons whose credit would not war- rant them in taking unsecured notes. To take care of these, the following plan has been adopted and is work- ing satisfactorily at Charlotte and Manistee. A note of from five to fifteen thou- sand dollars is made directly to the local bank by five or more citizens, composed of manufacturers, mer- chants and farmers, the proceeds of which are to take care of applica- tions of persons desiring seed, etc. The-needy person, who cannot se- cure an endorser makes his note to the committee which has given the blanket note to the bank. The bank- er cashes the note which he retains as trustee for the committee. This note may be renewed at the option of the committee. The local banker is supposed to be one of the signers of the committee note. To take care for this class of loans he should be no more and no less patriotic than the other citizens of the community. In case of loss on any of these sub- sidiary notes, the loss is borne pro rata by the signers of the main note Tt is believed this loss would not ex- ceed 5 or 10 per cent. of the aggre- gate loaned. Tt is understood that the plan thus outlined is to take care only of those whose financial condition is such that they could not secure a loan on their individual responsibility. It would seem the plan could be advantageous- ly adopted in every farming district in the State. It would not only great- ly assist in solving the food shortage problem, but it would aid in placing many men on their feet who would later become financially responsibile through the aid thus extended. Bankers, merchants, manufacturers, farmers, professional men and wage earners must understand, individually and collectively, that we all must make sacrifices for the preservation of our country, This, to those ap- parently far removed from the scene of actual conflict, may seem far fetched and somewhat hysterical. It is not. It is the solemn truth which will later be brought home to us. Preparedness through the stimula- tion of agricultural activity and through the widespread purchase of Liberty Loan bonds, will help to shorten the war. This is not a rich man’s war, nor a poor man’s war; nor a political war. Neither is it a war of conquest. It is a world war for the liberty, independence and happiness of the universe; a war for humanity, for which our young men are going to the front and offering their lives. It would be criminal for any of us to fail to do all we could to furnish all the nourishment, equip- ment, supplies and munitions they need to carry the war to an early and successful conclusion, thereby establishing a permanent world’s peace. Every dollar subscribed to this Liberty Loan is a patriotic tribute to our brave fellows at the front and an actual participation in the strug- gle by the man who, while he cannot fight in the trenches, helps to make it possible for those who do, to go on to victory. The banks, trust com- panies and bond houses of the large cities of the country, including De- troit and Grand Rapids, have virtual- ly set aside—suspended—all other security business in order to help dispose of this $2,000,000,000 Liberty Loan, needed at once and needed bad- lv. They receive no cash reward; no financial remuneration of any kind from the purchase of the bonds or from the Government. They have given, and are giving, of their time, their money and their energy at a financial loss to further the cause of their country and are making it easy for willing wage earners to secure the most gilt edged securities in the world—United State Government 3% per cent. bonds on very small pay- ments. The banks and trust com- panies of Grand Rapids go further than this, If the wage earner who, unaccustomed to buying and owning securities, fears he may lose his bond because of its negotiable value, or that it might be stolen from him. they will place the bonds in their safe deposit vaults subject to with- drawal at any time the owner may de- sire and will perform this service free of cost. Surely this example of real patriotism upon the part of the financial institutions should find an echo in the quick purchase of the $50 GRAND RAPIDS NATIONAL CITY BANK be CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE 4 The convenient banks for out of town people. Located at the very cente: of ' j . the city. Handy to the street cars—the interurbans—the hotels—the shopping { district. : i 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 ; i be the ultimate choice of out of town bankers and individuals. | Combined Capita! and Surplus................6. $ 1,724,300.00 1) Combined Total Deposits ............s.eeeeeees 10,168,700.00 | Combined Total Resources ............-220000- 13,157,100.00 ‘ C > GRAND RAPIDS NATIONAL CITY BANK CIETY TRUST & SAVINGS BANE fie -ASSOCIATED { oe » a é Hi fa ~ i The Need of the: Hour | , Michigan Must Help Feed the Country Ages FARMERS—Make every acre of your farm produce; and produce more than ever before. CITY PEOPLE—Make your Garden feed your ; family and others if possible. (iee@ VACANT LOT OWNERS—Make every vacant | space produce food product of some kind. a. § U. S. Agricultural Department is mobilizing the agricultural interests of the country— io» Government report estimates large shortage in wheat crop. “Means must be devised promptly to insure the largest possible production of food supplies. It must be recog- nized that the man or boy who puts all his energies into the increased supply of food is as truly a soldier of the “a? republic as he who, in uniform, fights in the ranks,”’ Will You “Do Your Bit?” } | \ THE MICHIGAN TRUST Co. OF GRAND RAPIDS } | \ } May 30, 1917 or $100 Liberty bonds by wage earn- ers and persons of small means. In many instances manufacturers have bought the bonds and are sell- ing them to their employes on even easier terms than those offered by the Government or the terms arrang- ed ‘for the partial payment plan by the banks and trust companies. An- other evidence of patriotic service on the part of Grand Rapids banks is the announcement that if a person who is keeping up a Christmas club book so desires, he can turn in this account as part payment on a $50 or $100 bond. The bank will purchase the bond and hold it, allowing the Christmas club depositor to pay for it in the same installments as the Christmas club book, the bank hold- ing the bond until paid for and credit- ing the depositor with interest on all payments made on bond. In case the buyer on the installment plan cannot complete the purchase, the money paid in on account of the bond will be returned to him. Michigan banks are still perform- ing most valuable services through the formation of calf, pig and poultry clubs, following out the suggestions made by the Agricultural Committee of the Michigan Bankers Association. A sample of this plan can be given in the case of the Allegan State Bank, which through educational advertis- ing has started several farmers of the future in business early. The Bank offered, if the boys of Allegan county are interested, to purchase a carload of Holstein calves and sell them t: the boys at just what the calves cost the Bank. The Bank takes the boy’s note, if his father will sign for him, the note to run one year at 5 per cent. At the expiration of the year, the Bank will hold an auction sale at Allegan and sell the calves for the boys, who can pay the notes out of the proceeds of the sale of the calf, and all above the purchase price of the calf received from the sale be- longs to the boy; or if the boy pre- fers, he can pay the note and keep the calf. Of course, during the year the calf will increase greatly in value and will be in greater demand, due to the present shortage of cattle. This will not only be profitable to the boys who take advantage of the of- fer, but will introduce them to busi- ness methods early in life. It will arouse their ambition by showing them the possible results of well di- rected efforts, The results of this kind of activity on ‘the part of the banks of Michigan will be of far reaching benefit to the State. The Michigan Tradesman has re- peatedly urged the necessity of thrift, and has done what it could to aid thrift; but it must be remembered that economy means something be- sides not spending money. To bor- row an expression, “It is not econo- my for the farmer to refuse to spend money for fertilizers, nor for him to use old and inefficient farm imple- ments or decrepit horses.” It is not economy for the housewife to buy poor food for her family. This is “saving at the spigot and wasting at the bung hole.” Real economy con- sists in the use of money which will produce the best and most permanent MICHIGAN TRADESMAN results. Every one must spend, but at this time he should be careful to view the probable results of his spending. He should cut down his luxuries, but increase his investments or savings in order that the general business of the country should be carried on efficiently—a condition nec- essary to our well being, whether in peace or war. As President Wilson said in an address on thrift: “Security is the basis of prosperity in National life. You must make your foundation of hope the founda- tion of confidence, and so every en- terprise must be conducted in the spirit of trustees for the welfare of the Nation.” Paul Leake. —_——_~+-»—_—_ Employ Historians to Record the Truth. Ithaca, N. Y., May 28—The United States will play a prominent part in the final settlement of the war. And it will be necessary for the American people to have a thorough knowl- edge of the situation in Europe and to be familiar with the many des- perate racial and religious conflicts which are part of the national inheri- tance upon the European continent. The war has now been going on for almost three years. To the aver- age American, however, the situa- tion is far from clear. There appears to be a conflict between an autocratic form of government headed by a Kaiser who is the embodiment ot all the evil and wickedness which has accumulated since the creation of the world—a fiend incarnate intent upon the murder of helpless people at sea and on the land, and a number of democracies fighting for the freedom of the individual and the right of small nations. The thousand and one wheels within wheels, the hopelessly complex nature of rival ambitions in the older parts of the continent, are either unknown or neglected. We have many committees. We have committees on defence and com- mittees on food and inventions and committees to provide our soldiers with recreation. The field of Eu- ropean politics, however, has been left to the tender mercies of the spe- cial correspondent. In nine cases out of ten he has tried to write something which would appeal to the average reader who wishes to be entertained. Persons whose ignorance of the Ger- man people was only surpassed by their lack of knowledge of the Ger- man language have told us all about the aspirations of the German so- cialist. Others who cannot read the signs in a Russian street are engagea upon the delicate task of explaining the Slavic soul. The future of Poland and Turkey and Greece and Holland is the topic of articles written by ladies and gentlemen who are densely ig- norant of the immediate and distant past of these countries. I beg to make a suggestion. Our historians have expressed their de- sire to help the good cause. Here they have a chance to do useful work for an excellent purpose. Let the Government ask them to edit a vol- ume of reliable and readable historical essays giving the approximate truth; about the conflicting political, social, economic, and religious problems in each of the different belligerent coun- tries. This will be of the greatest assistance to the American people. Hendrik Willem Van Loon. —-—_>-o~——__— German Efficiency. Detroit, May 28—‘‘Germans taught to eat grass,” says the morning paper. Preparing already, I suppose, against the day when they shall have to bite the dust, Optimist. >. The Adjustable Table Co. has in- creased its capitalization from $58,000 to $158,000. } - id ~ — ~~ - =) 7 SKU Be! AS RS YM aM Die =” em THE BANK WHERE YOU!FEEL AT HOME Geanpiriss AVINGS WE WILL APPRECIATE YOUR ACCOUNT TRY US! — LF 13 Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $500,000 Resources 9 Million Dollars 3 A Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan 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. Tee BA OLD NATIONAL is! GRAND RAPIDS, MICH. 177 MONROE AVE. Complete Banking Service Travelers’ Cheques Safety Deposit Vaults Letters of Credit Savings Department Foreign Drafts Commercial Department Our 3% Per Cent SAVINGS CERTIFICATES ARE A DESIRABLE INVESTMENT WM. H. ANDERSON, President J. CLINTON BISHOP, 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 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier cians aad i sis wena toe caaameeneen ee maar 14 MICHIGAN TRADESMAN May 30, 1917 BUTTER AND CHEESE. Tentative Definitions and Standards to Be Discussed. The Joint Committee on Definitions and Standards announce a public hear- ing on tentative standards for milk and milk products to be held in Chicago on June 12 and 13, 1917. The joint committee consists of representatives of the U. S. Department of Agriculture, the Association of Official Agricultural Chemists, and the Association of Amer- ican Dairy, Food and Drug Officials. All persons interested are invited to attend. Those who desire may present their views in writing to the Secretary of the Committee, Bureau of Chemistry, Washington, on or before the dates set for the hearing. Copies of the tentative standards suggested by the committee may be obtained upon application to the Secretary of the Committee at the above address. The committee desires to obtain from the trade and others the views as to the fairness of the suggested definitions and standard and also information as to what should be the basis of a stan- dard for butter. Shall it be butter fat; or moisture; or butter fat and moisture; or butter fat, moisture, and casein; or butter fat, moisture, casein and salt? The discussion will cover the following subjects: Milk, standardized milk, ad- justed milk, skimmed milk, cream, sweet cream, heavy cream, pasteurized milk or cream, buttermilk, mogenized milk or cream, cheeses and butter. The hearings will be held at the Hotel Sher- man. Standards for Cheese. 1. Cheese is the sound product made from whole, part skimmed, or skimmed milk, goat’s milk, or the milk of other animals, with or without added cream, by coagulating the casein with rennet, lactic acid, or other suitable enzyme or acid, and with or without the further treatment of the separated curd with ripening ferments, special moulds, or seasoning. A cheese bearing a varietal name in- dicating a special process and foreign origin, when made in America by the same process is designated as American Camembert, American Emmenthaler, American Swiss, or American Roquefort cheese, as the case may be and, except for the place of manufacture, conforms to the definition and standard of the foreign cheese. American cheeses made from cow’s milk to resemble European varieties made from the milk of other animals are designated in such a manner as to indicate that they are made of cow’s milk. 2. Whole milk cheese is cheese made from whole milk. 3. Skimmed milk cheese is cheese made from skimmed milk. (In the case of cheese normally made from whole milk, when milk is used from which any of the fat has been removed the approximate amount of this fat removal is stated in connection with the varietal name of the cheese; e. g., “one-quarter skimmed milk,” “one- half skimmed milk,” “three-quarter skimmed milk,” etc., as the case may be.) 4. Cream cheese is the soft cheese made in America by the action of lactic acid or rennet on cream or on milk with the addition of cream, and without further treatment with ripening fer- ments or special moulds. 5. Whey cheese is a product made from whey, separated from casein by means of rennet, lactic acid, or other suitable enzymes or acids. 6. American cheese (American Ched- dar cheese) is the cheese made in Amer- ica from whole milk by the Cheddar process. It contains not more than thirty-nine per cent. (39 per cent.) of water, and, in the water-free substance, not less than fifty per cent. (50 per cent.) of milk fat. 7. Limburger cheese is the soft cheese made by the Limburger process, from curd obtained by the action of rennet on whole milk and ripened in damp atmosphere to a strong characteristic odor. It contains in the water-free sub- stance not less than fifty per cent. (50 per cent.) of milk fat. 8. Brick cheese is the semi-hard, rip- ened cheese made in America by the American brick cheese process, from curd obtained by the action of rennet on whole milk. It has an elastic, more or less open texture and a strong sweet- ish taste 9. Stilton cheese is the hard cheese made in England by the Stilton process, trom curd obtained by the action of rennet on fresh whole milk with or without added cream. The unheated and unpressed curd is ripened by special blue or green mould. 10. Stirred curd cheese (sweet curd cheese) is the hard cheese made in America by the Cheddar process, from whole milk in which cutting and cooking of the curd are done rapidly without regard to development of acid. 11. Neufchatel cheese is the soft cheese made in France by the Neufchatel process, from curd obtained by the ac- tion of rennet and lactic acid on whole milk. The curd is kneaded and during the ripening process special moulds de- velop, and later reddish areas appear upon the surface. 12. Edam cheese is the hard cheese made in Holland by the Edam process, from curd obtained by the action of rennet on milk or partly skimmed milk, with or without the addition of harm- less color, and ripened by special slimy fermentation (bacillus viscosus.). It is commonly coated with harmless color and drying oil. 13. Emmenthaler cheese (Swiss cheese) is the hard cheese made in Switzerland by the Emmenthaler pro- cess, from heated curd obtained from whole milk or partly skimmed milk by the action of rennet, and ripened by special gas producing bacteria, causing characteristic “eyes” or holes. It is sometimes colored with saffron. It contains in the water-free substance not less than forty-five per cent. (45 per cent.) of milk fat. 14. Camembert cheese is the soft cheese made in France by the Camem- bert process, from curd obtained by the action of rennet on whole milk or slight- ly skimmed milk and subjected to slow process of ripening by the aid of special moulds (Penicillium Camemberti). 15. Roquefort cheese is the semi-hard cheese made in France by the Roque- BUY SAFE BONDS 6" Tax Exempt in Michigan Write for our offerings Hower Snow CorriGan & BERTLES INVESTMENT BANKERS GRAND RAPIDS SAVINGS BANK BLDG. GRAND RAPIDS, MICHIGAN. ‘Michigan Bankers & Merchants’ Mutual Fire Insurance Co. Fremont, Michigan We are organized under the laws of Michigan and our officers and directors include the best merchants, bankers and business men of Fremont. We write mercantile risks and store buildings occupied by our policy holders at 25 per cent. less than the board rate established by the Michigan Inspection Bureau. If you are interested in saving one-third of your expenditure for fire insurance, write us for particulars. Wm. N. Senf, Secretary. A Loan For Liberty It is the duty of every employer to see to it that his employees have an oppor- tunity to subscribe to the ‘“‘Liberty Loan of 1917”’ on the most advantageous terms possible. Many institutions are reserving a block for subscription by their employees. We are prepared to confer with those desiring to support the Liberty Loan and will gladly assist them in helping America win through the quick distribu- tion of the loan. BOND DEPARTMENT [;RAND apis TRust [oMPANY MANAGED BY MEN YOU:KNOW OTTAWA AT FOUNTAIN. BOTH PHONES 4391 i> May 30, 1917 fort process, from curd obtained by the action of rennet on sheep’s or goat’s milk. It is inoculated with mouldy bread crumbs, a special ripening mould Penicillium Roqueforti) and has a friable consistency and a mottled or marbled surface section. Standards for Milk and Cream. 1. Milk is the whole, fresh, clean, lacteal secretion obtained by the com- plete milking of one or more healthy cows, properly fed and kept, excluding that obtained within fifteen days before and ten days after calving. It contains not less than three and twenty-five hun- dredths per cent. (3.25 per cent.) of milk fat, and not less than eight and five-tenths per cent. (8.5 per cent.) of milk solids not fat. 2. Standardized milk (adjusted milk) is milk of which the original fat con- tent has been changed by the addition or removal of milk fat to maintain a declared percentage of milk fat. It con- tains not less than three and seventy- five hundredths per cent. (3.75 per cent.) of milk fat. 3. Skimmed milk is milk from which substantially all of the milk fat has been removed. It contains not less than nine and twenty-five hundredths per cent. (9.25 per cent.) of milk solids. 4. Cream (sweet cream) is that por- tion of milk, rich in milk fat, which rises to the surface of milk on stand- ing, or is separated from it by cen- trifugal force, and is fresh and clean. It contains not less than eighteen per cent. (18 per cent.) of milk fat and not more than two-tenths per cent. (0.2 per cent.) of latic acid. 5. Heavy cream is cream that con- tains not less than forty per cent. (40 per cent.) of milk fat. 6. Pasteurized milk or cream is milk or cream that has been subjected to a temperature of not less than 145 de- grees Fahrenheit for not less than thirty minutes and promptly cooled to at least 50 degrees Fahrenheit. 7%. Buttermilk is the product which remains when fat is removed from milk or cream, sweet or sour, in the process of churning. It contains not less than eight and five-tenths per cent. (8.5 per cent.) of milk solids not fat. 8. Homogenized milk or cream is milk or cream that has been mechan- ically treated in such a manner as to alter its physical properties with par- ticular reference to the condition and appearance of the fat globules. Old Age. A man who is old enough to have rheumatism is fortunate if he is still young enough to turn his disability into a joke. A physician met a patient and ask- ed him the usual question: ‘Well, John, how are you to-day?” “Gey weel, sir, gey weel,” replied John, cautiously, “if it wasna for the rheumatism in my right leg.” “Ah, well, John, be thankful it is no worse; for there is no mistake, you are getting old like the rest of us, and old age does not come alone.” “Auld age, sir!” said John. “I won- der to hear ye. Auld age has nothing to do with it. Here’s my ither leg just as auld, and it’s quite sound and soople yet.” MICHIGAN TRADESMAN Econemic Value of the Canner. It needs no argument to convince us that in a few months the world’s surplus food stocks have been swept away and there is on hand to-day but little more food than necessary to feed us until the next crop is gather- ed. This is an answer to the query— why is food so high? It is mere platitude to point out that our yields per acre are one-half what they should be. The farmer knows it but thinks it does not pay to urge the land to produce more heavily. Conservative methods grow our crops to-day and will until an- other generation, better taught per- haps, or stimulated by the increased value of its products puts into general practices a scientific agriculture. In the meantime by what means shall we bridge the gap? I have but one answer. We must consume the sur- plus of easily grown but perishable crops, and the canner with ware- houses filled with food that, without his art and aid, would have lain rot- ten in the row, furnishes the surplus that helps out the scanty harvest months after the season is gone. The demand for canned goods to- day, in spite of the high prices at which they are quoted, is proof that the housewife is at last, after years of nibbling, convinced that she has found in the tin package a real food. The bungaboo of ptomaines—where is it now? norance gave it birth and fostered it. Every tin can was potential poison until facts showed canned foods im- possible of producing ptomaines. Chemical preservatives—Dr. Wiley blew the blast that told the consumer the canner never used chemicals. Poisonous colors? The food chem- ists have convinced the skeptics that canned food does not need them and never contains them. Lead poison- Gone and forgotten, Ig- ing? Impossible, for lead does not touch the food in the modern tin package. Adulteration? A _ lying bugaboo. No food is less subject to adulteration, none less susceptible. Misbranding? The most substantial of all the host opposing the invasion of the kitchen, but now swept away by the honest effort to show the whole truth through the “window of the Can. Bad raw materials—a real bugaboo —is now driven to outer darkness by the canner himself who is proud of his pack and jealous of his reputation. Unsanitary factories, a historical bugaboo, is dissipated by the modern factory; a sunlit, sanitary shrine, open to the world. Carelessness— an ex- spensive bugaboo—is forced out by the advent of better business methods. Lacking in vitamines; a bugaboo bred of ignorance, is dispelled by fact. Food cooked in the can, fried in the skillet, baked in the oven, boiled in the pot, alike undergoes heat and alike goes to the table wholesome and sat- isfying. “Spoils with age,” a plausi- ble bugaboo, is easily banished by the mere telling of the story of the ex- plorers of the Artic and the Antipodes and pioneers everywhere who have advanced the outposts of civilization on a diet in imperishable form pre- pared by the canner. You have won the victory. The arguments that prejudiced the con- sumer against your products are torn to shreds. The tin can kitchen is a reality instead of a dream and canned goods by the case are as essential in a well stocked pantry as flour by the sack and barrel. But now is no time to rest content under the laurels of victory. The real success is still to be won. The public, won to the tin can package, is waiting for new sensa- tions in food, wider variety, less mo- notony in diet. 15 Canned salmon was a boarding house staple for years, almost the only canned food from the pastures of the seas. The American sardine was not admitted to polite society. The tuna fish of the Pacific Coast, the grey fish of the Atlantic—who had tasted them? Was it the war that gave the Maine sardine its opportuni- ty or was it the half doubtful notion of some packer that modern meth- ods of co-operation and_ sanitation would work even in a sardine plant? My advice is to extend the variety of your pack, prolong your season, reduce your overhead, create demands for new products, and, in all of your efforts, to take the public into com- plete confidence that it may furnish a wider and eager market for every product you conserve in the can. H. E. Barnard, Food Commissioner of Indiana. —_+2.>—_—_ Not So. “Oh, grandma,” exclaimed little’ Margaret, who had been rummaging through an old drawer in the attic. “What a curious old key this is!” “Yes, dear,” replied her grandmoth- er. — That your grandfather's latchkey.” “And you keep it in memory of the old days?” “No, my dear. old nights.” was In memory of the We Specialize In Automobile Industrial Public Utility SECURITIES THURMAN-GEISTERT & CO. formerly ALLEN G. THURMAN & CO. Michigan Trust Bldg. & G. R. Savings Bank Bldg- Grand Rapids, Michigan Citz. 4480 Bell M. 4900-01 business. Citz. 7645 Murray Building, GEM NEWS Superintendent of Production, Mr. Arthur Rogers, has assumed charge. Remodeling of the factory has begun. Deliveries will begin this week. National advertising campaign started for next year's Real progress every day, and good news always coming. The time, the place, and the proposition are the best in the world for investment. Don’t wait till stock advances or is cut off entirely. DEUEL & SAWALL, INC. Financial Agents Grand Rapids, Mich. Bell M. 2849 16 THE AMERICAN REVOLUTION. Underlying Causes of the Birth of Freedom. There would be very little intellec- tual uplift, and much time lost, if in the study of history, we were reward- ed only with the facts that there ex- isted such men as Alexander, Caesar, Cromwell, Napoleon, Washington, Lincoln and Grant, that thier lives were contemporary with certain his- torical events, and that certain na- tions or peoples prevailed and ruled and then gave way to other races as time progressed. It does, however, concern us to know, by what methods these nations were founded, by what steps they rose to that exalted station of gran- deur so much to be admired and re- sulting in true glory and happiness, and also to know the cause of their declension and fall. The object of history is, therefore to so pass before us in panoramic re- view the kingdoms and empires of the world and the great people of their times, that we may be instructed in the arts of empire building, the prin. ciples of government, and the con- duct of civil society and life in all ages and conditions. We must also consider as the basis and foundation of history, the wis- dom and providence of Almighty God, Who from all eternity appointed the establishinent, duration or destruction of kingdoms and empires in conform- ity with that great universal plan known only to Him. In the early ages the paternal domain grew to community governments, these in- to various forms of kingdoms and em- pires. Among the rulers were that class whose ambition could not be confined in a single kingdom, and with fire and sword swallowed up other kingdoms and fancied that glory con- sisted in depriving other rulers of their dominions who had not done them the least injury. Such was the origin of the famous nations of the Old World. The rights of the commonwealth were in the power of the monarch, and the people individually had very little or no conception of a form of government that would allow a cit- izen his freedom, and we shall find that with the Aryan race on the free soil of Europe, first came true prog- ress. The Carthaginians were a people devoted to commerce and had the good and bad traits, characteristic of a purely commercial people. In gov- ernment they were a republic ruled by aristocracy, but had founded a government that had the greatest esteem of the ancients, being free from any tyrannical oppression of the liberties of the commonwealth. The Egyptians, however, were the first people who rightly understood the higher rules of government, that of making life easy and a people hap- py. The wisdom and prudence of Egypt soon attracted the attention of Greece where liberty and a repub- lican spirit had breathed themselves into every part of that country and had inspired nearly all her people with a burning desire of independence and MICHIGAN an abhorrence of subjection and slav- ery, and were the first people to show to the world the true benefits of free- dom and civilization, for here the po- litical and intellectual life of the com- monwealth began. In studying the history of Greece and Rome we are attracted with “the glory of the Grecian and the grandeur of the Roman.” The history of these na- tions, fills the period from 1000 B. C. to 476 A. D. and we are impressed with the marked contrast between the government of these two nations and that of the Oriental empires, where under the overshadowing despotisms, Charles M. Alden. the spirit of individual freedom was completely crushed; that spirit first finds play in Europe where we see the rights of men asserting themselves and taking embodiment in free, self governing states. The history of the orient is the history of dynasties, the history of Greece and Rome is the history of the people; and is far more interesting and instructive. The Roman citizens from the earli- est time were divided into two classes, viz; that class consisting of the magistrates, priests and landowners and that consisting of the common people. The latter, although freemen, and personally independent were wholly destitute of political impor- tance. Servius Tullius, the fifth king of Rome, called the “King of the Com- mons,” effected a change in the con- stitution of Rome by establishing a national assembly called the As- sembly of the Hundreds, whereby the common people were given a share in the government, equal to that of the higher class, with some restrictions. Nevertheless it virtually admitted every free individual to a share in the government. Tarquinius Surperbus, the seventh king, attempted to undo these reforms and to establish a government of tyranny. This led to the expulsion of him and his family and to the aboli- tion of the kingly form of govern- ment at Rome 509 B.C. and ever af- ter that the Romans hated the very name of king. While these political events in Rome were taking place a change far more momentous than any political revo- lution, was coming over the mind of men. This was the mighty moral TRADESMAN transformation effected by Christian- ity. In the time of Augustus, a great variety of religions existed in the em- pire but all with the exception of the Jews were pagans; the diffusion of Christianity was powerfully aided by the fact of the assemblage of so many polytheistic nations in the Roman em- pire, thus enabling Christianity to operate over so large a surface at once, of the polytheism that it was to supercede and destroy, Christianity silently, but surely spread first among the Jews then the Greeks or Eastern and lastly among the Latin or West- ern gentiles. In the reign of brutal Nero, the Christians first suffered persecution. Indeed, it almost seemed that the many persecutions through which Christi- anity passed were needed for the sift- ing of the church, the gold was tested and refined in a fiery furnace and like the sturdy young oak, Christian- ity amid all these great and frequent storms struck its roots the deeper in to the soil and grew into recognition and power. Why was it that many of the em- perors, tolerating without concern all these forms of religion, singled out the Christians to make them the sole object of persecution? Summing up the several facts we can entertain no other answer than that of political reasons, rather than religious intoler- ance, realizing that the spread of this new faith, in addition to its direct effect on the belief, the lives and the conduct of men, had also a very im- portant intellectual result, that of giving to the mind of the age, great subjects to grapple with; political problems would under this new line of thought be solved in the interest of liberty and the independence of the people, and tend to over throw the despotism of kingly and imperial government. The historical races of Europe of ancient history comprise four grand divisions of the great Aryan stock, the Greece-Latin, the Celts, the Teu- tons and the Slavonians belonging to modern history, which begins with the downfall of the Western Roman em- IT IS UP ‘TO YOU to move forward or slip back Towns Do Not Stand Still Towns organized: May 30, 1917 pire 455 A. D, when a new civilizatio: arose. From the fifth to the fifteent! century this civilization was ripenin; and ,although in many respects this period seemed to relapse into barbar ism especially during the Dark Age: up to the eleventh century, yet in juster view it was the germinatin: season. The seeds of modern civiliz: tion cast into the soil were quickene ‘|! into new institutions and new nation and gave to the fifteenth and sixteent! centuries the fixed shape of moder: social and political life which the; assumed and to a great extent still wear. Let us now direct our attention t events happening in an_ obscur corner of Northwestern Europe. The Roman troops had been withdraw: from the province of Britain about a half century before the downfall o! Rome and the Britains who formed part of the Celtic race were left to shift for themselves. About the mid dle of the fifth century various Teu- tonic tribes who cared nothing for the arts or language of Rome, swept everything before them and the na- tive Celtic Britains were killed, en- slaved or driven to the regions of Wales and North Britain. Among these invaders were three tribes, the Angles, the Saxons and the Jutes. The speech which arose from the vari- ous German dialects took the name of Anglo-Saxon and soon Britain chang- ed its name to England. The German immigrations to Eng- land continued to the close of the sixth century and the greater part of that “Rome’s once Christian province of Britain” had become the heathen land of the Angles and Saxons; how- ever, in the following century they were Christianized by Roman mission- aries. Various kingdoms were formed until finally, early in the ninth cen- tury, under Egbert, these various dominions were united in the one kingdom of England. Feudalism had spread into all the land conquered by the Teutonic tribes before it reached England, and it was first introduced there in its perfec- tion by William of Normandy, when 455 Equity Bldg. Detroit [he WAGNER Way grow steadily and substantially Consult Chamber of Commerce Grand Haven, Mich. . ¢ ve May 30, 1917 he conquered the country in 1066, A. D., and claimed the right of giving estates to whomsoever he pleased on condition of receiving in return, mil- itary service and financial aid. It is certain that under this system there were monstrous abuses. The feudal barons secluded within their castles, and surrounded by a dependent and isolated village of serfs and tenants, grieviously oppressed the people who had no redress, as the nobles them- selves were legal magistrates. Here again the fact in history is presented where the mass of people, had no guaranteed rights and were at the mercy of the lords; and although we may believe that under good pro- prietors the condition of the people may not have been invariably or nec- essarily unhappy, yet any system is radically wrong and compels one vicious which man to be subject to the will and nofions of another. It tends to isolation, and retards the growth of nationality; in fact, such a system is a reign not of law but law- lessness. There were three influences that gradually undermined feudalism: Royalty, municipalities and the church, whereby the power of the lords, nobles, barons, weakened and kings were brought in close contact with the common peo- ete. were ple. Towns and villages were officer- royalty and boroughs charters of rights to given govern them- selves, out of which arose that great ed by power in European society, the com- mons, or free middle class that in the end tempered the despotism of kings and brought about limited, representa- ‘in history. MICHIGAN TRADESMAN tive monarchy and finally, the humane sentiments of Christianity, the doc- trine of the common brotherhood of men became a powerful agency in checking the injustice and the ar- bitrary power of feudal lords. Out of feudalism grew the great institution of chivalry, which for sev- eral centuries exercised a wonderful influence on the manners, habits, thoughts and sentiments of men in all the nations of Western Europe. It was pushed to fantastic extremes and although as an institution it ceased to exist when feudal society passed away, still; it is certain that the spirit of chivalry, in its finest essence lived. From the knight of the middle ages grew the gentleman of the mod- ern days and became a new character Antiquity produced heroes but not gentlemen; so it may be said “We owe the noblest human type the world has ever seen, that type of man in which we are richly blended a sense of personal honor, and Christian tenderness and helpfulness, to the same _ influence which shaped chivalry in the period of the Middle Ages.” The supremacy of King Egbert was soon interrupted by the Danes under Canute in 1017 and his reign by the Normans under William the Conquer- or 1066 who came Over in great crowds and became the ruling element. courtesy, gener- osity The Saxons, however, were of tough mettle and being in the majority held their-own and clung to their Anglo- Saxon language. When King John allowed the French in the beginning of the thirteenth century to win back Normandy, the Norman nobles were compelled to choose between England and the continent and being shut up by the sea, with the people whom they had hitherto oppressed and de- spised, they gradually came to regard England as their country and the Eng- lish as their countrymen. The two races, so long hostile, soon found that they had common interest and com- mon enemies and in the thirteenth century the constitution of England began to put on the shape which it has. kept since. brought on by the This war people. in 1215 forced King John to grant the “Great Charter” by which all of the old rights and good laws which he had broken €ver confirmed and it has ground work of English were been the freedom ever since. The next step of freedom occured in $264 and was of greater im- portance. It was that of a parliament in the form of an assembly with two houses. Led by Simon Montfort, King Henry IIT was attacked, defeated and made captive. Then Sir Simon is- sued writs which added to the old as- sembly of lords, clergy and knight, two burgesses or representatives from each borough which was the begin- ning of the English house of Com- mons and of true representative gov- ernment. A wonderful step in ad- War with France and Spain mingled with religious intervals for sixty years developed in strong All distinction of Norman vance. wrangles at England a sentiment of na- tionality. and Saxon had ceased and was sup- 17 }e¢Mc PRICE CARDS t 6 3 ¢ s put “pep in prices “os i As the price sells most goods more quickly than any other consideration, all goods on display should bear neat and at- tractive price cards—the eMc kind. 40 cents per 100 and up Samples free on request Dept. k, CARNELL MFG. CO. 338 Broadway, New York , oe ; iri my 7? THE SHORT LINE BETWEEN GRAND RAPIDS AND CHICAGO rome BA.40 See MICHIGAN RAILWAY co. (Steel Cars—Double Track) Graham & Morton Line (Steel Steamers) - CONNECTING Boat Train For tie Boar Leaves Grand Rapids Interurban Station Rear Pantlind Hotel EVERY NIGHT AT 7:00 P.M. rset ns 4atntsaliaieiseantihianasiitaihestluiitsghtnias it ie iis ances acaae alate 40° 40 degrees Temperature or Lower, as wanted. Freeze if you choose. NEW YORK, 176 Pear! St. The Modern Method Thoroughly Tested and Thoroughly Guaranteed Keep your fresh meats, vegetables, delicatessen, etc., all day long, also over night and over Sundays in a BRECHT PATENTED DISPLAY FREEZER CASE. Thorough Dry Air circulation, temperature below 40 degrees. Therefore your Main Offices and Factori TEMPERATURE AS ESTABLISHED 1893 sT-LOUIS TEMPERATURE C~y “taking out over night.” THE BRECHT COMPANY ESTABLISHED 1853 es ST. LOUIS, MO., 1248 Cass Avenue PARIS se Made A Valuable Asset to Any Store products are always fresh and attractive until sold. Nomore Plate glass and fancy oak, ena- meled white inside; tinned metal removable shelves in full view of your customers at all times. Thoroughly insulated; front has three lights of glass and two air spaces. 18° Stock sizes 8-10-12 foot long 36 inches wide 42 inches high All lengths made to order BUENOS AIRES 18 ace a nn MICHIGAN TRADESMAN May 30, 1917 planted by the national name “Eng- lishmen” and after 1588 the reign of Queen Elizabeth, were years of splen- dor and triumph, the flag of England became supreme on the seas, English commerce penetrated to the farth- est corners of the Old World and English colonies gained permanent footing on the shores of the New World: while the excitement of the past sixty years, took shape in a literature which is an external pos- session to mankind. Asa nation Eng- land advanced politically and commer- cially from the position of a second rate, to that of the first rate power. The proud pre-eminence which Eng- land held before all Europe while Elizabeth held the throne is the noblest epitaph on the Virgin Queen, whose reign ceased upon her death 1603. yet back of it all was the sta- bility of a liberty loving and royal commonwealth. The destinctive features of the seventh century, was the ardous and continuous struggle on the part of the people against the arbitrary and unconstitutional government of the Stuart sovereigns and the establish- ment of the English colonies in Amer- ica. The English people had in the meantime advanced in intelligence and consequently in the love of liberty. The famous Stuart doctrine of the divine right of kings was proclaimed by James I and transmitted to his son, Charles I. Under its provision the rights of the people were en- croached upon and soon civil war broke out, with Oliver Cromwell as leader of the opposing faction, re- sulting in Charles losing his head on the block. The only king of England to die on the scaffold. In 1688, instructed by the past, the people again secured their liberty against any future arbitrary acts of royalty, by the Bill of Right, by which the constitution became fixed and determined, secured by guaran- tees, all the old English libert’es which the Stuarts had violated, and destroyed at one blow and forever the false and pernicious doctrine of the supremacy of royalty over the fundamental laws of the land. It was a glorious triumph of the people over kings. It may be instructive to notice some of the most important articles of this Bill of Rights: 1, the king cannot suspend the laws or their execution: 2, he cannot taxes without the consent of parliament: 3. the subjects have a right to peti- tion the crown; 4, a standing army cannot be kept up in time of peace without the consent of parlia- ment; 5, elections and parliamentary debates must be free and parliament must be frequently called. levy This is what the people called the glorious revolution of 1688. It pre- sents a striking example of public opinion by wisdom, a growing spirit of independence and laid the sure basis of the stability and the pros- perity of England. The greatest event in the politics of continental Europe during the first part of the seventeenth century was the thirty years of war, when little attention was devoted to the colonies in America. French Hugenots, French catholic, Spaniards, Dutch, English protestant and English catholic occupied differ- ent parts along the Atlantic coast. depending to a certain extent upon the mother country. Owing to the neglect of their parent government, many of these were disastrous fail- ures. Those who survived had stern and trying first years. Each settle- ment had been inspired by an inpulse separate from that of the other; they were different as to race, form of gov- ernment, religions and political ideals, and each community expanded on lines of its own and knew very little of its neighbors. The principal object held in view by the Spaniards, French and Dutch was individual wealth and national acquirement of territory. They gave no real social or political life to America, no actual settlements were founded, that were infused with the spirit of local enterprise, or ani- mated by vital ambitions, looking forward to a growth in population industry and eventual statehood, and soon became merged with other races, among whom the English with their speech and their laws became su- preme. In the midst of political up- heavals and religious contentions in England the London Company found- ed Jamestown in Virginia in 1607, the first English settlement in North America. Here was instituted—July 30, 1619— the first American legislative assembly modeled somewhat after the English House of Commons and later in 1620 a Dutch ship brought twenty negroes and sold them as slaves, thus immedi- ately after the establishment of legis- lation in America follows the intro- duction of slavery in the same loca- tion. In 1620 a body of independents or separatists who had been driven from England to Holland by the laws against non-conformity, sailed from England Sept, 6, 1620, in the May- flower for North America landing Dec 21, 1620, and settled in New Eng- land, naming the place Plymouth in honor of Plymouth, England. They numbered 100 men, women, and children. They had no charter from the king or sanction from the Plymouth Company but depended on their own responsibility and looked to God for protection. While on their voyage they formed a government based on religion and civil justice. Their form of public worship was without liturgy, eliminat- ed every superfluous ceremony and reduced to the most lowly standard of Calvanistic simplicity. Their civil system was thoroughly republican, although the legislative power was at first vested in the whole people, yet as they expanded a legis- lature elected by the people was es- tablished. After an extremely severe testing the first winter they prospered from the start. These Pilgrims received their char- ter in 1629, soon after the Puritans settled around Boston, and existed separately until 1690 when these two bodies united under one government. They, with the Jamestown colony, are the most ancient of those Eng- lish colonies which had left the moth- er country to escape persecution and to establish for themselves political freedom, and after enduring many trials and hardships became perma- nent settlements, based on constitu- tional and legislative government. They were composed of a people who had participated in the political and social eruptions of England and were of that stock in whom was severely instilled that sincere loyalty and deep love for their country that compelled them to sacrifice life for any funda- mental principle that would preserve to that country a government of the people, by the people and for the peo- ple. It was, without a doubt, a part of God's eternal plan to select these people in ages back and out of them to construct and mold a human force which would be equal to the tremend- ous tasks, requiring such physical and mental endurance to be imposed up- on them, and finally wresting from the mother country the Atlantic sea- board and that vast domain of the Mississippi Valley, Gulf of Mexico and the Great Lakes, which had cost England so much to acquire. Thus in His time and in His own way pre- pare for the world a nation in whose people He could universally reflect the Light of Divine Wisdom. From the beginning of the English possessions the colonies bore their share through the troubles of the mother country with the Indians, Spaniards, Dutch and French down to the last French and Indian war which was the beginning of the Old French war and was the only one of the struggles between France and Eng- land in which the colonies bore a part because it originated in America in an obscure engagement on the Southern borders of Western Pennsylvania when that young Virginian, George Washington, fired the shot at Great Meadows, that set the world on fire. These conflicts and those of previous years, resulted eventually in ending French power and establishing Eng- lish supremacy in America, but left the colonies greatly exhausted both in men and money. They had shown a devotion to the mother country in a most conspicuous manner and had certainly earned for themselves at least the considerate forbearance of the parent government. However, the colonists themselves had learned val- uable lessons in modern warfare, had seen for themselves that British troops were not invincible. They had awakened to a lively consciousness of their own strength and ability to stand alone as shown by their achiev- ments. Great Britain failed to realize the importance of regarding her colonies with either parental wisdom or kind- ness, she was jealous of their growing commercial and manufacturing wealth, and sought in numerous ways to regulate their industries for her own gain. In all of the charters to the colonies beginning with the threc to Virginia in 1606-1609-1612 as late as the one granted to Georgia in 1732, while they contained to a certain ex- tent some concessions of liberty, yet in the main they were dictational and exacting, the ruling authority was absolute and retained in England. A\I- ways a law abiding people, the Ameri- cans bore all the harsh measures of Bell Phone 596 Citz. Phone 61366 Joseph P. Lynch Sales Co. Special Sale Experts Expert Advertising —Expert Merchandising 44 So.Ionia Ave. Grand Rapids, Mich. Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 OP Nel Simple u) INMATE 1 Account File Simplest and Most Economical Method of Keeping Petit Accounts File and 1,000 printed blank bul heads. -200005.0..05 $2 75 File and 1,000 specially printed bill heads...... 3 50 & Printed blank bill heads, fe per thousand........... 1 25 Specially printed bill heads, per thousand.....,...... 2 00 ViNiNiNininininininiAialyl Tradesman Company, Grand Rapids. RRA 99 Fort Street, W. LIVE WIRE COLLECTION SERVICE No collection, no charge We begin where others leave off We work just as hard on claims of $1.50 as we do on larger claims Prompt Reports and Remittances PURVIS MERCANTILE AGENCY DETROIT je tet ee ax May 30, 1917 the mother country in silence, en- deavoring to keep within the limits sanctioned by the crown until parlia- ment in 1733 passed what was called the Molasses Act, the object of which was to compel the colonies to traffic their products with the British West Indies instead of the French West Indies that was under more favorable and profitable advantages to the col- onies. This act was to continue for five years, but it so aroused the indignation of the colonials that it was systemat- ically treated with disregard and it remained a dead letter. Nevertheless it was one of the many incidents of history and the last fact that I shall present in this paper that had a tend- ency to lead up to a separation of the colonies from England and our in- dependence effected by the War of the American Revolution. Thus far I have endeavored, in a rambling way, to set forth some of the incidents in history as they ap- peared from age to age, establishing the fact that in the heart of the human race there is a God given instinct—an unconscious natural impulse—to re- sent the shackles of political bondage, with tendencies toward individual liberty and freedom embodied in a constitutional government. The eighteenth century was a per- iod of wonderful changes. Old ideas and old institutions were swept away in a manner that had never happened in any previous time. The great characteristic of this period was the advance of democratic ideas as pro- mulgated in France. When a number of writers attacked the state and the church with bitter and telling argu- ments, they voiced a passionate desire that swelled in the hearts of all the peoples, for those inalienable rights of which kings had robbed them. Of all parts of the world the American colonies were the ripest for democ- racy, consequently these democratic ideas found their earliest practical embodiment in America. The war in Europe and America had nearly drained the treasury of England and she desired to lay a por- tion of this burden on the colonies through a new system of taxation— a system that was obnoxious to the colonies and in their judgment dis- astrous to their political growth. The incidents which followed, that were connected with this system, were the stepping stones leading to the imme- diate cause of the revolution. This system of taxation consisted of the following acts of Parliament, viz: In 1755 the write of assistance was issued to collect duties and empower- ed sheriffs and custom house officers to enter stores and private dwellings in their search for goods suspected of unpaid duty. The first attempt to use these writs was made in Massa- chusetts where obedience was refused by the indignant people on the grounds that they were issued in viola- tion to the laws of England and the colonies. The persons refusing obedience to them were brought to trial. This prompted James Otis, the eloquent at- torney in the colonies for the crown, to resign his office and in the trials MICHIGAN TRADESMAN which ensued, pleaded the cause of the people which such force that, in the language of John Adams, “Every man in the crowded audience appear- ed ready to take up arms against the writ of assistance.” Judgment was suspended for inves- tigation and the writs were never used except where they were granted in secret. The next act was known as the su- gar act, passed 1763. It was the desire of the crown to put an end to the widespread violation of the acts of trade in the colonies. In order to enforce these laws, therefore, it was announced by authority that the crown would entertain no more re- quisitions from the colonial assem- blies for supplies, but that the colonies were to be taxed for the support of the appointed colonial governors and judges, and their authority was to be sustained by a standing army in the colonies of twenty regiments. Heavy duties were then imposed on sugar, coffee, silks, etc., and the molasses act of 1733 was revived and made per- petual. Before the colonies had taken de- cisive action against the sugar act, it was followed early in 1765 by the notorious stamp act, as a part of the plan of colonial taxation outlined in 18 1763. When the commissioners of stamp duties were requested to draft provisions for the extension of those duties to America, they reported in 1764 shortly before the sugar act and announced their intention to intro- duce the bill at the next session. In the meantime opportunity was given the colonial agents to communicate with their respective governments, in order that the colonies, in case the stamp act was objectionable, might agree upon some other method of rais- ing the desired revenue. It was view- ed with alarm in America, because any further trade acts would be dis- astrous to their commerce. Sieber Our boys in the Navy enjoy their Bevo, The Navy De- partment has put its official seal of endorsement on this triumph in soft drinks, by allowing it to be sold and served on all Naval Vessels. Ashore or afloat, you will find Bevo a palate-pleasing, refreshing and nutritious beverage. Just the thing to take along for sail or cruise—auto trip or camp and for the ice-box at home. Aru Le Bevo—the all-year-’round soft drink Bevo is sold in bottles only, and is bottled exclusively by ANHEUSER-BUSCH—ST. LOUIS A. B. B. A. GRAND RAPIDS, MICH. Dealers a0 Tein, acral Ryo Vere i ay A want wba 20 MICHIGAN TRADESMAN May 30, 1917 When the subject came before Par- liament in February, 1765, the colonial agents although remonstrating, were unable to recommend any substitute and the many petitions from the colonial assemblies and London mer- chants interested in American trade were emphatically refused consider- ation, under a ruling of the House of Commons by a vote of 205 to 47, the lords, without a division, and as King George was then insane the royal assent was received by commission. To carry into effect this ignominious plan in reference to America, the mutiny act of 1765 was passed author- izing the dispatch to the colonies of such troops as may be deemed neces- sary. Further, as it was anticipated that the number so sent would be greater than formerly the quartering act was passed, compelling the colon- ies to provide for their accommoda- tion. The first legislative protest against these acts, especially the -stamp act, came from Virginia, May 30, 1765, in four resolutions offered by Henry Clay declaring that, “The General Assem- bly of this colony together with his majesty or his substitutes, have in their representative capacity, the only exclusive right and power to lay taxes and impost upon the inhabitants of this colony and that every attempt to vest such power in any other person or persons whatever, then the Gen- eral Assembly aforesaid, is illegal, un- constitutional, unjust and has a mani- fest tendency to destroy British so well as American liberty.” In response to a circular letter sent out June 8, 1775, by the Massachu- setts House of Representatives to the other colonies, delegates from Massachusetts, Rhode Island, Con- necticut, New York, New Jersey, Penn- sylvania, Delaware, Maryland and South Carolina met in New York to consult on the present circumstances of the colonies. A declaration of the rights and grievances of the colonies was draft- ed and sent to the House of Com- Jan. 27, 1766, debate, passed it up without action By Nov. 1, the date on which the stamp act was to go into effect, the resolutions of assemblies and public meetings, the intimidation and lence of the Sons of Liberty and oth- ers had the execution of the act impossible. In consequence of the eloquent appeals of Pitt and Burke, of England, who sympathized with America, and Benjamin Franklin, who was then in England, the stamp act was repealed March 18, 1766. Another act of Parliament, condem- ing the New York assembly upon its refusal to comply with the quartering act, on the ground of financial in- ability and the Townshend revenue act, laying a tax on tea and many oth- er articles, so incensed the Americans that they revived their societies for discontinuing the importation of Eng- lish and refused to pay the duties. mons who after some vio- made goods This attitude on the part of the prompted the government to order a strong military force to occupy the town of Boston, which only increased the dissatisfaction of colonies the Bostonians, and on March 5, 1770, a collision occured between the citi- zens and the troops, in which the three Americans were killed. This massacre caused great excite- ment and the feeling throughout the colonies was so unmistakable that Parliament resolved to remove the obnoxious duties on all but tea, which article the king retained in order not to surrender his right to tax the colonies. The Americans, however, objected not so much to being taxed, but to the principle of taxation without rep- resentation, and resolved to use no tea, and when three ships landed at Boston loaded with tea their cargo was thrown overboard the night of Dec. 18 by American citizens dis- guised as Indians. The harbor government then closed the at Boston to all commerce, changed their seat to Salem and quar- tered all colonies with soldiers at the expense of the citizens. These acts caused tremendous ex- citement among the Americans and a breach between the colonies and the mother country grew wider every day. On Sept. 5, 1774, a congress of fif- ty-five delegates composed of some of the ablest sons of America repre- senting the colonies met in Philadel- phia. This body adopted a declara- tion setting forth their rights as sub- jects of the British Crown, to a just share in making their own laws, im- posing their own taxes, trial by jury, to hold public meetings and petition for redress and grievances. This document was sent to Eng- land and so impressed William Pitt that he declared in Parliament that “All attempts to impose servitude up- on such a mighty continental nation must be vain.” Other legislators and many of the English people sympa- thized with the colonies, but the king was obstinately determined to whip his American subjects into submis- sion. Nearly all of the American leaders now were confident that hostilities would soon begin as manifested in that fiery speech of Henry Clay before the.convention of delegates at Rich- mond March 20, 1775. %Immediate steps for any emergency were taken by raising and arming troops and storing munition of war at convenient stations. On April 18, 1775, the Eng- Ish troops, in their secret effort to secure these arms and munitions of war belonging to the Americans, were discovered. The people at once flew to arms and when the troops reach- ed Lexington they found their prog- ress opposed and by orders fired upon the citizens, killing eight and wound- ing several. The troops then proceed- ed to Concord, where they destroyed some storage and upon reaching the bridge on the morning of April 19, 1775 were met by a larger force of citizens who showed such a deter- mined resistance that the troops were forced to retreat to Boston followed by the Americans pouring in a run- ning fire of bullets which resulted in the loss of 273 British soldiers killed and wounded. This battle, if a battle it may be called, ended the long dispute between America and Great Britain and inaug- urated the American Revolution. Previous to this no one ever heard, as Jefferson remarked “A whisper of a disposition to separate from Great sritain,’ but after this occasion the Americans began to take arms for freedom, The colonial congress put an army in the field and commission- ed George Washington as Commander in Chief July 2, 1775, adopted a Dec- laration of Independence July 4, 1776, passed articles of confederation Nov. 15, 1777, and adopted the constitu- tion of the United States of Ameri- ca which went into operation March 4, 1789. The spirit of our fathers should ex- ist to-day in our characters, to re- sent any political, religious or social influence that may tend to intrude and undermine the fundamental prin- cipals upon which our Government so firmly stands and presents to the world to-day as never before in his- tory a Government of the people, by the people and for the people. Charles M. Alden. MAPLEINE The 3rd Standard Flavor Used as vanilla or lemon. Just as staple. Affords variety. Few drops equal to teaspoonful of other flavors. Makes a wonderful syrup. Adds zest to meats, vege- tables, soups and sauces. Crescent Mfg. Co., Seattle, Wash. Order from your jobber or Louis Hilfer Co., 1503 Peoples Life Building, AWNINGS Chain or Cog Gear Roller Pull up Store and Window Plain or Decorated CHAS. A. COYE, Inc. GRAND RAPIDS, MICH. Chicago. Chocolates Package Goods of Paramount Quality and Artistic Design customers and win new ones, store with No. 70 for Grocers and Delicatessens. No. 92 for Residences. Detroit Salesroom, 239 Michigan Ave. You Can Increase Your Business _ Your sales of creamery products and other perishable foods. fruits, candies, delicatessens, etc., will show a large increase if you display them attractively in a McCray sanitary display refrigerator. Keep your perishable foods clean, fresh and tempting to retain your old A clean sanitary store draws trade. and sivp leakage and losses in your business, prevent the waste of perishable foods from tainting and spoiling, incre: Ae oT er carry a large variety of stock sizes re special equipment to suit any space or store arrangement. Write Now for Catalog and “Easy Payment Plan” ise your sales and bank account. We ady for immediate shipment and build No. 62 for Meat Markets and General Storage, No. 51 for Hotels and Restaurants. McCRAY REFRIGERATOR CO. 744 Lake St., Kendallville, Ind. Equip your SANITARY REFRIGERATORS Agencies in all Principal Cities < © ’ e * * © « ‘9: ae ‘ « « ‘ e ' ¥ | | } M May 30, 1917 DREAMED OF GREAT THINGS. How Right Methods Brought Success at Last. Written for the Tradesman. Murder will out, so will facts re- garding men and things. There is no such word as fail to the boy who is determined to succeed in any certain line of endeavor which he has decided from his heart and soul to pursue. Poets are born, not made, other- wise we should be flooded with Shakespeares, Longfellows and Mil- tons. The son of wealthy parents may become a great financier or he may clog the wheels of progress, while the son of the ditch digger climbs the walls of opposition, lands in the shoes of a Schwab or a Carnegie. The gist of all this is that to suc- ceed one must have it in him. Even among the tillers of the soil, the suc- cessful ones are those who have an intense love for the work they are in and are not content to be always plod- ding in the furrow behind the plow, no better nor happier than the hired hand who sees only to-day, reckless of the speeding weeks,, months and years to come. “Give me the worker, not the idle dreamer,” says some high-up, in the councils of the great. Well, so be it, yet, unless there is a little dreaming in advance of the work, there'll be nothing accomplished. It is dream- ing and working that makes the kings of industry, the statesmen of the world. I have noticed in my observations of life that the man who is “on the job” is the one who swings later the baton of victory. I call to mind two incidents which I think fully illustrate the idea I wish to convey. It is a lumberwoods idyl, set in homely surroundings, yet there’s a lesson conveyed that has always been with me, reminding me of the fact that there is more than one way to win the crown success. Jacob Straub landed in America with a few dollars in his pocket, seek- ing the fortune which he understood paved all the highways of the Western Eldorado. He ‘was just turned 18. He made his way to the pine woods of Michigan, struck a small lumbering town and hired out chopping slabs at $8 per month. These slabs were burned under the boilers to make steam for the big sawmill. Thousands like Jacob came _ to America seeking a new world where opportunity spoke in a big voice to the sons of Adam. It wasn’t all pie and honey for Jacob, The hours were long and the task laborious, but he did not complain. Sometimes he lean- ed on his axe, gazed up at the big funnels of Burns & Killbark’s mill, wondering if some day he might not have an interest in a business like that. Jacob was a dreamer first of all He had some big ideas confined beneath his coarse wool hat. If he had not dreamed of great things yet to come he would never have worked his way as he did in the after time until—but I am getting ahead of my history. Eleven hours a day chopping slabs sent the tall German boy to his board- MICHIGAN TRADESMAN ing house nights tired and sore. He did not complain. Why should he when his castles loomed ahead to be gained only by hard and incessant toil? He was happy in a way. His ambition made him that. He found others of his country men in the town and sometimes talked with them of the future. He kept all his own ambitious feelings to himself, how- Ever: To please his boss was his first endeavor, and this he succeeded in doing. Although his job was a menial one, he did it well. He had one motto that his grandfather gave h'm before he was 10. “Whatever is worth doing at all is worth doing well.” This the youth made his own guide through all his after life. From a slab-chopper Jacob, after the first year, graduated to a position as bull-sawyer in the mill, with a raise of salary to $12 per month. Here was success on a small scale, yet there were other heights to climb. Dream- ing all the time of the future, the Ger- man lad kept pegging away at such work as came to his hand. After the first year he learned to speak fairly good English, so that the new world did not seem so big, lone- ly and uncomfortable. His boss liked Jacob. He was industrious, even though he was of an enquiring mind. The boy pursued the course marked out, proving deserving of trust and honor. From the mill he went to the log- ging woods. Here his work gave the same satisfaction. He obeyed the boss, worked steadily for the best in- terests of his employer and came out in the spring a well thought of young man. In time a logging camp was given to Jacob Straub to run, with a sub- stantial wage attached. Here was the most crucial test yet encountered. Some there were who regarded “the green Dutchman” as anything but a sure thing as a foreman because he neglected certain pieces of work which he could easily have done himself, thus saving an extra hand. People noticed that Straub loafed on the job. Getting above his busi- ness, they said. He won't last long with Burns & Killbark. They want men who work, not shirkers. This was true. Workers not shirk- ers were favored by the lumber firm, but the results were what counted, and these Straub produced, showing the best output of any other of the firm’s jobs on the river. In truth, what the public regarded as shirking was good business head- work. Now that he had discarded ordinary labor, Straub as logging boss, put all his time into overseeing the work in the minutest detail. Riding or walking he seemed everywhere present. First on the banking ground, then on the hill which was to be kept in trim by the man whose job it was to keep it properly sanded. Back in the woods, among the loaders and skidders, the well known sturdy form of the young foreman was to be seen. He neglected no spot on the whole job. No man knew when to expect the boss, consequently there was very little loafing among the hands on that job, The man who had the job a few miles farther up the stream believed in being on the job in a literal sense. In fact, he made of himself a work- er, often staying for days on the bank. ing ground, saving one hand by him- self doing the rolling. time sanding the hill. ed that Sammy Girding wasn’t at sturdy bone work. He saved the ex- pense of one hand, but he failed to keep an eye on all the workers, con- He also spent Not a day pass- sequently there was unseen shirking, so that his job came out the poorest in the spring. It is easy to follow to the end the careers of these two men, whose sys- tems of working were so different. There were those who insisted that the one consisted of working and the other of shirking, yet the dreamer, the shirker, combined these with the work in such a manner as to secure the largest amount of output. “Use your head as well as your hands,” was another of Straub’s mot- toes. A busy, tactful brain makes oth- er hands do the work, a fact that the “oreen Dutchman” had fully learned. As the years passeed Jacob Straub forged upward until, many years be- fore he paid the debt of nature, he became a member of the firm for which he first worked in the capacity of a slab-cutter at $8 per month. He died a millionaire, while the other man, who began life equaliy qualified to all appearances, lived out a long life to old age without ever getting beyond the state of a woods foreman. Olid Timer. 21 No. 75 Automatic Capacity 100 Ibs. Scales for GROCERS BUTCHERS GENERAL MERCHANTS HARDWARE CONFECTIONERS and many other lines of business. Guaranteed to comply with the Weights and Measures Laws in any State. A. C. Fessenden, of Boon, Mich., says: | “Your scale puts a plug in the down weight leak that makes a noise like silver dollars in the merchant's pocket.” Detroit Automatic Scale Co. Detroit, Mich. Grand Rapids Office, 9 Ionia St. N. W What shall it profit a man if he make a sale and lose a customer Or What shall a man give in exchange for confidence and satisfaction? DAY Neal 3 way Is the best, surest, safest remedy known to medical science for DRINK HABIT A harmless, vegetable rem- edy given with no bad after effects. No hypodermics used. It positively removes the craving desire for liquor and DRUGS aft the end of treatment, or money back. Neal Institute 534 Wealthy, S. E. GRAND RAPIDS Both Phones PERRY MILLER, Manager The Emblem rd n¥et-3-4 11a) bi eee sitet) TELEPHONE NOT T iT UY OF INDEPENDENT TELEPHONY STANDS FOR Satisfactory Service Reasonable Rates Use Our Long Distance Service Citizens Telephone Company sw sting mags tcaboris a audrina MEN OF MARK. J. Elmer Pratt, the Expert Automo- bile Exploiter. J. Elmer Pratt was born Oct. 19, 1861, on a farm near Titusville, Penn., which was the scene of great excite- ment and sudden fortunes in the early days of the petroleum oil trade. ~- He was personally acquainted with such National characters as Coal Oil Johnny and Farmer Tarr, whose daughter became known all over the country as Tarr through a chance remark of her father. At the age of 14 years, Elmer de- termined to see something of the world and started for the Boundless West. Landing in Nebraska, he sub- quently saw much of Kansas, Arkansas and No Man’s Land, which comprised the present State of Oklahoma. He husked corn and rounded up cattle and performed all the other duties of Capacity the typical cowboy of forty years ago. He made the acquaintance of Buffalo Jack other pioneer heroes, Indian fighters. In the fall of 1876 he land- ed at Ft. Smith, Ark., broken in purse and with no employment in sight. He decided that the only opening for and guides sill, Texas many and him was to join the regular army, which he started to do. He passed the examination successfully, stand- ing at the top of the list, so far as physical fitness was concerned. The night before he was to be sworn in as a private, he met a man who had served three the regular army who persuaded him to forsake his determination by .offering him a job as assistant cook and chore boy at Check Bar Camp at $15 per month, Mr. Pratt subsequently learned that his employer was a man who made a years in living by maverick branding, which caused him to part company with the gentleman at the first favorable opportunity. During the three years Mr. Pratt was a cowboy he did not sleep ,under a roof over twenty-five times. It subsequently transpired that the company he proposed listing in was part of the command which was annihilated at the time of the Custer massacre a months later. Mr. Pratt’s next experience was asa lumberman near Pinconning, where he worked two seasons. His next work was as clerk in the Campbell House, at Bay City, where he remain- ed until 1880. He subsequently work- ed in a store at Bay City, but on ac- count of failing health returned to Titusville for a few months. In 1882 he went to Meadville, where he took an evening commercial course in the Allegheny Commercial College. Dur- ing the day time he worked in a wall paper, carpet and house furnishings goods store for $25 per month. This was really his first experience in sell- ing and formed the basis of the suc- cess he afterwards achieved as a salesman of commodities. Three years later he went to Flint, where he was placed in charge of the carpet and rug department of Smith, Bridg- man & Co. He was then the highest salaried man in the store. He retired from this position after two and one- -half years to take a pos‘tion as road salesman for Gormully & Jeffrey, who en- few MICHIGAN TRADESMAN were then making Rambler high wheels in Chicago. He covered near- ly every state and city in the country and in the meantime invested $50u in stock in the Clipper Bicycle Co., of Grand Rapids. Not liking the way the company was being conducted, he relinquished a road position at $3,000 a year to take an office position at $2,000 a year. He did this to protect his investment because he had a su- perstitious fear that if the first invest- ment he made went wrong it was quite likely that bad luck would fol- low him all through life. He was Sales Manager and director of the corporation until 1900 when the business was merged into that of the bicycle trust. He then engaged in the manufacture of air guns, which he conducted with moderate success for some months. He subsequently fire which lasted thirteen hours. Within three hours after the fire started, he had moved his office into a building occupied by Benjamin Briscoe—un- known to the owner—and resumed business. His first work was to get out telegrams to his agents, stating that the company would be able to deliver cars within thirty days. His promptness in the face of a great dis- aster so pleased the directors of the company that they held an impromptu meeting before the fire was ex- tinguished in the factory and increas- ed his wages from $1,800 to $5,800 per year. He remained with the Cadillac company for four years, retiring in 1907 to take the position of Sales Manager of the Buick Automobile Company, at Flint. One year later he became connected with the Pierce- Arrow Automobile Co., at Buffalo, J. Elmer Pratt. assumed the position of advertising manager for the Michigan Trades- man, contributing very largely to the success of that department. He re- tired from that position to take the management of the Voigt Cereal Co., which had been organized to manu- facture breakfast foods. All of this time he was waiting for the auto- mobile business to develop to an ex- tent that would justify him in identi- fying himself with the industry. The organization of the Cadillac Auto- mobile Co., at Detroit, afforded him this opportunity. He became identi- fied with the corporation a few weeks after it was organized and would have been elected manager if his con- tract with Mr, Voigt had not preclud- ed his taking an active part in the business at that time. While he was acting as Sales Manager of the com- pany the factory was destroyed by a with which he was actively identified seven and one-half years. He has lately assisted very materially in the organization of the Higrade Motors Co., in this city taking a substantial amount of the stock and has arrang- ed to take the office of President and Commercial Manager of the corpora- tion. The company is organized with a capital stock of $250,000, of which $135,000 is paid in. Sample trucks are now being assembled at a tem- porary factory in Harbor Springs, pending the construction of a large and up-to-date factory in Grand Rap- ids. Mr. Pratt has surrounded himself with men of peculia- 4:ness for their positions and confidently expects to see the business develop to large proportions in the near future. If he is One-quarter as successful in this un- dertaking as he was with the Cadillac, Buick and Pierce-Arrow companies, May 30, 1917 he will make his stockholders very happy and be in a position to occup: both sides of Easy Street. Mr, Pratt was married Sept. 5, 1893. to Miss Lillie M. Foster, of Detroit. Nine children have come to the fam- ily circle, which has never been broken by death. The children com- prise four boys and five girls. They are at present living in their own home in Buffalo. Mr. Pratt has never disposed of the home he buil: on South College avenue, Grand Rap- ids, Mr. Pratt is not a member of any church, nor associated with any fra- ternal order. He has no hobby but business which he has studied with a fervor and determination possessed by few men in this country. He is known as one of the best expert sales- men in the automobile line and has studied the truck situation until he is thoroughly posted on the details and possibilities of that business. He confidently expects to build up an enormous business in the manufac- ture of Higrade trucks in this city He has the satisfaction of having help- ed make millionaires of over thirts men with whom he has been identified during the time he has been connected with the selling end of the automobile industry. He is a master hand in harmonizing conflicting interests and is an ardent advocate of the unit pow- er in manufacturing. Personally, Mr. Pratt is one of the most companionable of men. Con- versation never lags when he is around, but it is like pulling teeth to get him to talk about himself or his own business. He has studied other businesses so thoroughly that he is familiar with many other lines of industry besides his own and the suggestions he can make and the criticisms he can offer are all very interesting to the listener. In all the varied positions he has held, he has shown a stability of purpose, a bril- liancy of intellect and a record of achievement most creditable to him- self and most gratifying to his friends and associates. —_»+~-.__ Leaders. Some leaders lead too far ahead, High-visioned, unafraid; Yet ages after they are dead We tread the paths they made. Some leaders lead too far behind Nor seem to keep the track; Yet they bring on the deaf and blind Who else would hold us back. And some seem not to lead at all, Slow moving on the way; Yet help the weary feet and small Of those who else would stray. Lead on, O leaders of the race! Your work is long and wide; We need your help in every place— Before, behind, beside. Charlotte Perkins Gilman. —_—_~---+______ Woman’s Perversity. Old Crabton is particularly severe upon his wife in argument. During a recent passage-at-arms between the two his wife managed to interpose with: “My dear, I wish you wouldn’t be so very positive about everything. Re- member, there are always two sides to every question.” Whereupon Old Crabton roared back at her: “Well, that’s no reason why you should always be on the wrong side.” * id 4 ¢ ° ee eo a ae ee er es May 30, 1917 MICHIGAN TRADESMAN No. 1812 Congress. 20-22 Commerce Ave. Grand Rapids Dry Goods Co. Exclusively Wholesale We offer the following special prices for the week of June 4 to 9, both inclusive: A—Piece Goods Department 1614 inch Blue Stripe Glass Toweling ...................-.-----.----- 6 07% 4 igen © Bleached Heavy Crash 08th 18 inch Bleached Huck Crash ............... 8 18 inch Unbleached Cotton Twill -... ee 05 Big Injun Bleached Cotton -........... oo . i Ree ce COREG ete 1014 100 Pieces Zephyr Gingham, Asst. Fancies ee FOG) Punch Batn Seto 7714 58 x 58 inch Scalloped Edge Mercerized T able Cloths, each .671, 72x 72 inch Scalloped Edge Mercerized ‘Table Cloths, each 1.15 B—Notion Department Men’s White Hemstitched Handkerchiefs 1% inch Hem, Soft Winish, per dozen _........ eae ._. 40 Boston Snap Fasteners—a F astener ‘with a “Re al Soap Dice ond White, per gross... BS San Silk Crochet Cotton, Every Color on : the Card now im Stock, per box _... LL A214 Varsity Double Grip Garters, Morie Pad Rubber Buttons, Cable Web, big value, per dozen ~....... i ae Darning Cotton, Black, White and Colors, per » dozen oe 22 Metal Back Dress Combs, Metal Back and Metal Ends, seven meh length, per dozen _...................... Sa 6714 C—Gents’ Furnishing Department A Men’s Heavy Police Suspender, per dozen ............_ $2.25 Hosiery Department No. 105, Children’s Black Hose, 1-1 Rib 5-914, 10 dozen Mound. per dosco 8 .95 No. 219, Woman’s Black Hose, Rib Top, 814-10. per dozen 1.25 No. 502. Men’s Black Socks, 914-10%4, per doses 95 Underwear Department No. 1812, Woman’s Lace Knee Union Suits, 36-44, per dozen $2.25 No. 2050, Men’s Balbriggan Shirts and Drawers, all sizes, per COZEN ............----.ne-ncee-neeeeeeeeeeeeseeceteeeectttenertteteatotsenanetaes 4.25 No. 2160, Men’s Egyptian Spring Needle, Long Sleeve, Union Suits, per dozen -................-..--.-------------se--sesceeneeneses 9.00 We invite you to make our office headquarters during Merchants We have a large number of other bargains, in addition to those above cited, and we very much wish you to note the improvement we have made in our various departments, especially our notion department. Grand Rapids Dry Goods Co. Grand Rapids, Michigan 23 MICHIGAN TRADESMAN May 30, 1917 Geo. A. Garver, Strasburg, Ohio, will speak from the viewpoint of a man whose general mercantile business in a town of 1,000 people has grown to $500,000 a year. His advertisnig methods are most intensive, and his merchandising plans are a credit to any city of 100,000 population. Co-opera- tion and consolidation are his answer to the mail order business. Mr. Garver is a magnetic man, all business—and his story is an inspiration to merchants. Stephen W. Gilman, Madison, Wisconsin. Mr. Gilman is the head of the department of Administration and Commercial Law of the University of Wisconsin. He is a bril- liant orator and will present his subject “Personality in Business” in a way that will bring to a fitting close the Merchants Con- gress. Mr. Gilman is considered one of the brilliant speakers and big men in the Uni- versity Life of this country. Lee M. Hutchins, Grand Rapids Michi- gan. Mr. Hutchins is Treasurer and Gen- eral Manager of the Hazeltine & Perkins Drug Co., of Grand Rapids. In twenty years residence in Grand Rapids he has come to be one of its leading citizens and a director in the Grand Rapids National City Bank. A man with probably a larger acquaintance among the retailers of Mich- igan than any one in the State. Mr. Hutch- ins is a finished orator and will have a mes- sage fully up to his usual standard. L. H. Stubbs, Cedar Rapids, lowa. Mr. Stubbs is Manager of the Fidelity and De- posit Co., of Maryland, Cedar Rapids, Iowa. His talk on fire insurance will be one of the most interesting during the three days session. Mr. Stubbs has already appeared in Grand Rapids before the Credit Men and made such a favorable impression that we have been trying to get him to return ever since. N presenting this program to the Merchants of Michigan, the committee who have had the matter in charge have had in mind the securing of speakers who, in the first place, have had actual experience in handling and solving the problems which they are presenting for your consideration. The successful merchant today is a practical man and he wants a practical message—a message that covers the individual problems that arise in his store, that tells him how to best organize his busi- ness, that tells him how to conserve that business, that tells him how to enlarge that business. While business men are practical, we some times lack that decision for bigger things and so these speakers will bring to us a vision of a larger mer- chandise world, but a vision that can be understood and being understood can be applied. “oy The interests of the retailers of Michi- gan and of the jobbers of Grand Rapids are identical. If we can learn how to do a better business—how to enlarge sales—to do business at less expense and to increase profits, we are anxious to do so and the wholesalers of Grand Rapids are as vitally interested in this program as any retailer who will attend. Mr. C. B. Hamilton, Grand igan. Mr. Hamilton( is Pre Brearley-Hamilton Co., Gent ing Agents and has had a v dising experience. He has b tail business, been a galgsgnar been a salesmanager and is in selling and handling natio1 campaigns. The topic assig vital one to every retalery i Eee eee . | May 20, 1992 MICHIGAN TRADESMAN 25 . “dy 2 Here is the Program in Detail Mr. H. Leslie Wildey, Graettinger, Lowa. « If the mail order catalog house is getting . any business in your locality which in ‘ TUESDAY, JUNE 5—Mr. F. N. Rowe, Chairman your opinion rightfully belongs to you, here yn : is a chance to hear from a man who knows, L. H. Stubbs—Manager Fidelity and Deposit Company of Maryland, Cedar just how to overcome that obstacle. This Rapids, Iowa. lecture alone would be worthy of the time Topic: “Fire Insurance.” 2:00 p. m. spent here. Mr, Wildey will explain how 7 | he sells former mail order customers, good G. A. Garver—General Manager The Garver Bros. Company, Strasburg, Ohio. merchandise at a profit to himself and how Topic: “How the Foundation was Laid for a $500,000 Business in a he continues to hold their trade. cis Town of 180 People.” 3:00 p. m. C. B. Hamilton—President Brearley-Hamilton Company, Advertising Agents, a Grand Rapids, Michigan. Mr. ie i Lake is en wee : i faving been born = in inton county in Bier 999 e © j ~ . 7 7% Topic: “Where Do Profits Go To?” 8:00 p. m. 1875. His antecedents were English and G. A. Garver. lta He vanes oo - the : : <4 as *14° . ferris Institute and taught school three Topic: “The Method oe 5 : ; | a The ethods in o for Building a Million Dollar Business years in Clinton county and two years in v in a Town of 1,015 People.” 8:30 p. m. , Cheboygan county. He engaged in the grocery business at Petoskey in 1900 and WEDNESDAY, JUNE 6—Mr. H. A. Knott, Chairman has been remarkably successful. Six years tea Frederick C. Kuhn—Manager Retailers Service Department, The Sherwin- ago he and his partner engaged in the gro- cery business at Mancelona and last year Williams Company, Cleveland, Ohio. Bele . ey : at Harbor Springs. The annual sales of by Topic: “The Human Side of Retailing.” 2:00 p. m. the three stores approximate $290,000. Mr. Lake has long been an advocate of mer- Harold G. Ingham—University of Kansas, Lawrence, Kansas. 1 Sti - ‘ 1 eee - : r ” ; cantile organiza 10M alld 1S Se€FVINS 2a Secon Topic: “Merchandise Records, Mark Ups and Turn Overs.” 3:00 p. m. term as President of the Retail Grocers ' : tail Grocers Guy W. Rouse—President Worden Grocer Company, Grand Rapids, Michigan. Hi _General Merchants Association of Michigan. ‘ e 4 . . . . Topic: “Ethics in Business.” 8:00 p. m. H. Leslie Wildey—Retail Merchants, \Graettinger, Iowa. 7 #Y se : . age ” . : Topic: “Meeting Mail Order House Competition.” 8:30 p. m. Bred € Kuhn. Cleveland. Ohio. Mr. : Kuhn is Manager of the Retailers Service i THURSDAY, JUNE 7—Mr. E. A. Stowe, Chairman Department of the Sherwin-Williams Com- ' John A. Lake—President Retail Grocers and General Merchants Association, pany. Possibly no manufacturer in the Petoskey, Michigan. United States has developed their retail eae : - : service bureau to such an extent of thor- A Topic: “Co-Operation and Success. 2:00 p. m. oughness as has this company, and Mr. Harold G. Ingham. Kuhn has been responsible for that de- ee . Hece? 9: velopment. He will explain in detail how Topic: “Accounting Methods for Retailers 3:00 p. m the retail merchant may take advantage of * Lee M. Hutchins—Manager Hazeltine & Perkins Drug Com- the manufacturers advertising department pany, Grand Rapids, Michigan and “cash in’ on the “good will’ that is : a Dawe a dl i created. nilton, Grand Rapids, Mich- Topic: “Personal Efficiency.” 8:00 p. m. nilton( is President of the ton Co. General Advertis- Stephen W. Gilman—Business Administration Department, _has had a wide merchan- University of Wisconsin, Madison, Wisconsin. ‘e. Hie has been in the re- en a galgsgnan on the road. nager and is now engaged andling national advertising ie topic assigned him is a ry retadlers Topic: “Personality in Business.” 8:30 p. m. Mr. Guy W. Rouse, Grand Rapids, Mich- igan. Mr. Rouse is President of the Wor- den Grocer Company of Grand Rapids. His previous appearance in a public way before the retailers of various occasions is suffi- cient guarantee that the topic assigned him p : will be well handled. His wide experience If you have not already done so---write in business qualifies him cable to talk intelligently on the subject assigned him. the secretary of the Association of Com- merce that you will be on hand and tell him how many will be in your party MICHIGAN TRADESMAN May 30, 1917 )) — | a = <- — — - cet (as Ae ‘ MUAY josar—Tar = STOVES 4x» ri SZ a — ~ _ = - Jd vrrovers Wy Michigan Retail Hardware Assoclation. President—James W. Tyre, Detroit. Vice-President—Joseph C. Fischer, Ann Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Arbor. Items in the Hardware Dealer’s June Programme. Written for the Tradesman. To push while the pushing is good is one of the axioms of all business. With the near approach of summer. should be aggressively featured in the hardware seasonable summer _ lines store. June is, of month of brides, and it is Worth while for the hardware dealer to lay considerable stress upon the gift possibilities of the hardware store. course, the First, for the direct results he can obtain in the way of Second, because it interests the housekeepers of to-morrow. in his store, and paves the way for fu- ture trade. Incidentally, push the sale of sea- sonable goods while the still young. sales. season is A refrigerator or a lawn mower will be just as necessary in August or September as in June. But by August or September the season will be on the down grade. The time to sell is right now, when the pur- chaser has the summer still before him. The dealer’s June plans should in- clude one gift displays, or “shower” displays. Other lines, how- ever, should and will not be relegated to the background. It will be good policy for the dealer to look ahead and line up on paper the goods which it is timely to feature in the coming months. Push paints. The painting season is not over until the heavy summer dust commences to blow. Even after that it will be worth while to give the paint department a little fillip of dis- play and advertising now and then, if only by way of preparation for the fall campaign. Don’t let up in your paint campaign. Continue an ener- getic canvass and, if there’s any chance that a little more effort will land a prospect before the season closes, be sure you put forth that effort. Per- sistence pays in the paint business. A good paint display this month is not amiss. Be sure that the window is not over crowded, and that the color combination of the labels is carefully selected. The bridal aspect of June will give your final paint push a new angle of appeal. Try this show card: “Brighten Up the Home for the Wedding!” Right now, a good many merchants who started a very aggressive paint campaign early in the spring, find themselves in the letting-up mood. Perhaps they’re a bit discouraged entire or two with the outcome of the big drive. To such I would just say: Provi- dence hates a quitter. It’s the man who sticks when the clouds are gloomiest who gets the best view of the silver lining. The prospect whom you fail to canvass to-day may be the very man who has decided to paint to-morrow. Sporting goods should be featured right along in June. This month the summer exodus commences. Boat- ing, canoeing, tennis, croquet will be in full swing. Baseball, lacrosse and cricket acccessories should also be dis- played, although these games—par- ticularly the great National pastime— are well under way. Fishing tackle is always in demand. Then, too, there are camping out and picnic parties to cater to. A good camping out window will be seasonable some time this month. Rig up a miniature tent or portable house—if you handle the latter line— with a make-believe camp fire and all the accessories. Town folks will stop and look at a display of that sort ten times for one where they’ll glance at the mere goods you want to sell, The realistic touch adds immensely to the appeal and to the effectiveness of any window display. Do you handle silverware? Then bring it forward. Play up the cutlery too. These are fine gift lines, and you can link them up very nicely with the June wedding gift trade. Then there are the real summery lines that must be given their share of attention—refrigerators, ice cream freezers, water coolers and_ filters, lawn seats and swings, lawn mowers. Hammocks, too, should be played up. Here, again, make your display as much as possible like the “real thing in action.” Carpet the window with actual turf, put in a pond—a shallow pan with a little gravel and a little water will look very nice—and with the pond as a center of attraction, ar- range seats, swing, hammock, etc. in the middle background. That’s the kind of display that induces people to think along the lines of summer com- fort; and thinking along these lines is a first step toward buying these goods. The spring gardening campaign must be followed up. As the garden- ing season advances, the amateur gar- dener will discover the need of tools, Ife may have started out with an in- adequate equipment. It will pay to follow him up with a display, and to keep the spades, rakes, hoes and other tools well to the front of the store. Incidentally here’s a little stunt that you may find good advertising. Keep in touch with the amateur gar- deners and offer a little prize for the amateur — not professional — who scores the most “firsts” during the season. The first home grown, out of door lettuce and radishes, the first carrots, beets, potatoes, string beans, peas, green corn, grown in back yard gardens in your town. Bulletin the returns as they come in. You'll get a lot of folks interested in your store, for back yard gardens are three or four times as numerous as they were last year, This is a stunt that can be followed up from year to year and made a regular institution, if your first year’s try out proves it good adver- tising. “Push seasonable goods, and keep pushing,” is the watchword for June. As the weather grows warmer, there will develop an indefinable but very natural and human inclination to let up in your selling efforts. You'll in- cline to be careless about your adver- tising copy, slipshod with your win- dow displays, and in regard to actual selling not so aggressive and wide- awake as you might be. Fight that tendency for all you're worth. Push and keep pushing. Make hay while the sun shines, and _ sell summer goods while the summer is young. If you feel like letting up any day, buckle down to business and work a bit harder, just to keep your hand in. To-day, remember, is the one day you're sure of. It's the day to do business. If you want to save work, the thing to do is to plan ahead; to map out your advertising, window display and other incidentals on paper; to. sys- tematize this branch of your business Then, you'll have more time to let up, and you can use it in—well, in more aggressive selling. Victor Lauriston. —_——_-_>--o--a- The man with the largest library usually has the least time to read. Use Half as Much Champion Motor Oil as of other Oil GRAND RAPIDS OIL CO. ‘Ssuygean= Oe Farm Machinery and Garden Tools Plows, Harrows, Seeders, Corn Planters, Potato Planters, Weeders, Cultivators, Sprayers, Cutaway (Clark) Disk Harrows, Money-Maker Hay Presses and Silage Cutters. Wholesale Distributors: Brown & Sehler Co. Grand Rapids Complete catalog mailed on request Michigan Come one, come all! MICHIGAN HARDWARE COMPANY GRAND RAPIDS We trust as many of our customers as possible will arrange to attend some or all of the sessions of the second annual Merchants Congress, which will be held in this city June 5, 6 and 7. The meetings are free fo all, the entire expense of the Congress being borne by the wholesale dealers of this market. Among the many interesting features on the programme will be two talks by G. Albert Garver, of Strasburg, Ohio, who has built up an aanual business of $427,000 in a town of a thousand people. The city will be in its best attire and a cordial welcome is as- sured every visitor. Make our office headquarters while in the city. We will care for your wraps and parcels. Foster, Stevens & Co. Wholesale Hardware wt 137-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. e< ey » ee 4 4 oo = J oo: e May 30, 1917 BURNING DOLLARS. Furthering the Doctrine of Fire Pre- vention. Learned physicians studied and ex- perimented for years to find cures for disease; then some one came along and suggested that the best thing to do was to find the cause and the way to prevent it, hence we have the chase after the germ and the result—sanita- tion. Great railway men worked for years in efforts to prevent accidents on their lines; then some one suggest- ed that care be taken by everyone connected with the work of running the trains and the result was Safety lirst, which has become the slogan of the land, not only in railway op- eration, but in nearly every line of work, For years men studied to ob- tain the most effectual method of put- MICHIGAN TRADESMAN 1914 the vast sum of $1,500 per min- ute, Ehis is not fiction, but actual figures compiled by the association of fire underwriters. And for all this loss we, the people, are paying, Ev- ery fire means more than the actual loss—it means the loss also of the time of the persons thrown out of employment, the loss of profits that would have accrued had there been no fire and no interruption of busi- ness, and many more items. There- fore we are all going down into our pockets to help pay and we are pay- ing too much. Every week in this country there are two hospitals burned, three jails, eight department stores, seven the- aters, twelve churches, twenty-six hotels, 140 apartment houses and 1,- 600 dwellings. Nine persons lose their lives every day because of fires, Lurton H. Stubbs ting out fires. They talked fire in- surance and fire departments; then some one came forward with the sug- gestion of stopping the fire before it gained headway. The result was fire prevention. We of America are a busy people and, as a rule, attend to our own busi- ness. Perhaps we are too careful in this—we ought occasionally to notice what our neighbor is doing. Prob- lems that once were a lifetime study are now being solved in miraculously short periods by the application of practical business methods. Apply these methods to fires. Fire prevention means’ sanitation and safety first as well, for the clean- ing up that comes with fire preven- tion methods is certainly sanitary and the safety first of fires is the preven- tion of them. The fires in this country cost in while many times that number are injured, many permanently. The remedy for most of this is so simple and plain that it is almost incredible that we do not adopt it immediately. That remedy is precaution—fire pre- vention. People should not only look after their own premises but see to it that their neighbors take precautions, be- cause the fire that starts in a neigh- bor’s house is very likely to spread to one’s own home. There is always a tendency to blame some one else for what we do not do or do not un- derstand ourselves. It is like the two traveling men ordering break- fast. One gave his order and the other asked for the same, “with the eges eliminated.” The waiter went to the kitchen, but soon returned and asked about the eggs. The order to “eliminate them” was repeated. Again the waiter disappeared, but came back and explained that a new dishwasher had been employed the day before and “he has done mislaid the ‘limin- ator.” It is a mistake to presume that fire prevention is for the benefit of the insurance companies. They were in existence long before prevention was thought of. The man whose plant is the best protected from fire gets the best rate on his insurance. The ordinary merchant will some day be asked by prospective custom- ers what precautions he takes in his store for the safety of those who visit him for the purpose of trade. If he has none they will leave him and not risk their lives in his place. Lurton H. Stubbs. Mr. Stubbs resides in Cedar Rapids, Iowa, where he is Assistant State Manager of the Fidelity and Deposit Co., of Maryland. He is to speak on Fire Prevention at the second annual Merchants Congress to be held in Grand Rapids, June 5, 6 and 7. Re- ferring to himself he recently wrote the Tradesman as follows: “In 1901 T was connected with a large whole- sale house as traveling salesman and, on account of being away from home so much, decided to change my oc- cupation. The brother-in-law of the principal stockholder of the wholesale house was in the fire insurance busi- ness and it was suggested that I take up that line of work with the brother- in-law of my employer. I thought very little of it; in fact, made the re- mark that it would be impossible for me to go into the fire insurance busi- ness because | had neither a wooden In oth- er words, I assumed that the popular idea was correct—that the fire insur- leg nor a Grand Army badge. ance business was adapted only to freaks and cranks who were down and out, A year in the business taught me quite differently and I soon was convinced that if there could be a better understanding established between the insurance companies and the insuring public, it would result in lower rates, better insurance laws and a greater conservation of our re- sources. This became a sort of a hobby with me and I talked it on all occasions and am still engaged to a certain extent in the work.” > -—— — When a man is compelled to eat his words his appetite is soon satisfied. 27 Incomprehensible. “Maggie, how was it that I saw a young man talking with you in the kitchen last night?” asked the mistress of her cook. The girl pondered for a few mo- “Faith, an’ I can’t make it out mesilf; you must have looked through the key- hole.” ments and then answered: OUR OWN MAKE HARNESS Hand or Machine Made Out of No. 1 Oak leather. We guarantee them absolutely satisfactory. If your dealer does not handle them, write direct to us. SHERWOOD HALL CO., LTD Tonia Ave. and Louis St. Grand Rapids, Michigan IN Ask about our way BARLOW BROS. Grand Rapids,Mich. AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre bldg., Grand Rapids, Mich. ELI CROSS Grower of Flowers And Potted Plants WHOLESALE AND RETAIL 150 Monroe Ave. Grand Rapids Johnson Paint Company “Quality” Paint Manufacturers OMe sees tean yl t lta Get Our Dealers Proposition BIG RAPIDS, MICHIGAN Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Kepairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction Trans mission Equipment Pulleys— Hangers—Shafting Belting — Machinery Keystone Steel Split Pulleys Strongest — True Running Perfect Crown 213 Erie Street Adolph Leitelt Iron Works Grand Rapids, Michigan 28 MICHIGAN TRADESMAN dy if i j WOMANS WORLD | Knowing How and When to Be Dis- agreeable. Written for the Tradesman. The advice-givers lay practically all the stress on being agreeable. Hun- dreds of books have been written to show the desirability of being sweet, gracious, amiable. The same line of thought has been expressed in maga- zine and newspaper articles without number. Nor can it be said that the geod work has been in the least over- done. For being agreeable is one of the strongest winning cards in the great game of life. In everyday liv- ing it is superior to talent or even genius, and considered as to results it surpasses both wealth and beauty. And this whether you take it as to what it will do for its possessor as an individual, or as to what it will do for other people in general comfort and happiness. It is well to recognize the distinc- tion between being agreeable as a usual thing, and being able to make oneself agreeable for a short time on It is the former that really counts. If one does not have affabil- ity and courtesy and agreeablenss by natural gift, then these qualities should be cultivated until being agree- able is an ingrained habit—not some- thing that is assumed to accomplish a specific purpose. In the past, agreeableness, while considered an essential womanly trait, was not regarded as quite so indis- pensable in aman. The advice givers directed their efforts mainly to wom- en. Perhaps it was thought that men of ability could win out—as some- times they did—even if handicapped by a gruff manner or other repelling qualities. But now, in telling young men how to succeed, all the clever advisers are placing great emphasis on a pleasing, magnetic personality. If a man, endowed as he is with su- perior strength and power of will, needs this in order to get on, then it is plain to see that to a woman a pleasing personality is a sine qua non —she can hope for nothing without it. The woman who is habitually dis- agreeable is foredoomed to failure So let being agreeable be the normal and customary state. occasion. But no wise woman is always and unvaryingly agreeable under all cir- To be equiped for her work in life—it matters little what that work may be—a woman must know how to make things unpleasant for those who may need such disci- pline. And making things unpleas- ant generally means simply making herself somewhat disagreeable for the cumstances. time being. Show me the who takes everything sweetly and serenely, who woman allows all sorts of delinquencies to pass unnoticed, who never reproves nor rebukes, who never resents a dis- courtesy or a rudeness—and I will show you that your pattern of pa- tience and long-suffering is falling woefully short of her duty. If she is married, you will find that her husband has a lot of faults and little absurd peculiarities that should have been repressed but which have been allowed to grow. If she is a mother, you will find her children disobedient and impudent and spoiled. You will find she can not manage her maid. In all business dealings, large and small, the woman of this type is the prey of the unscrupulous. The per- son who will stand everything has about everything to stand. It is easy to see why this is so. We are most of us very human and not highly developed ethically. We dislike to be reproved or even criti- cized. We want those around us to be dead easy with us, and never take us to task for any of our shortcom- ings. But these dead easy people are not good for us. Very few of us are above taking advantage of their ex- cessive forbearance. Let us see how things work out with the woman who never utters a word of remonstrance—never sets her foot matrimony, for in- stance. It is safe to assume that she hasn’t married an angel. Her hus- band may be very good as men go, but he is not faultless. He has fail- ings of which he himself very likely is unconscious. Perhaps he is negli- gent of the small courtesies, or may- be he is extravagant in his own ex- penditures and parsimonious’ with her. Possibly he is a little domineer- ing: or he may have a harsh and un- governed temper. Such _ tendencies often can be curbed quite easily if taken in the beginning. But the bride who starts out to put up with all such traits will find that unchecked they grow and develop amazingly. She must keep on putting up with more and more as the years go by, or else some time take a stand in her own defense, Does it need to be said that the longer she waits the more she will have to overcome? There is life- long disappointment and_ bitterness, there are even divorces, that might have been prevented had an overmeek wife been possessed of the shrewdness and foresight to be a bit disagreeable when occasion required. This is written for women, and so points out especially to them the necessity for sometimes suspending clemency. But let us be perfectly fair. Since the matrimonial illustra tion has been used, it must in iustice be said that there are husbands also down. In who are too kind and _ indulgent. There are wives who are inconsider- ate and selfish, childishly petulant or unreasonable and exacting, simply be- cause they are married to men who are too good—men who are prevent- ed by some false idea of chivalry from ever being stern with a woman. In the present state of human na- ture it is necessary sometimes to be disagreeable. Don’t try to dodge your duty in this respect, but on the other hand don’t take it to be your priv- ilege to be unpleasant when there is no need of it. Very many are dis- agreeable merely because things have gone a little wrong. The fretful mood is taken out on some poor victim, us- ually one who is wholly unoffending and in a position to retaliate. We see others who are disagreeable in order to have their own way or to gain some purely selfish end. For such mani- festations there can be no justifica- tion, and commonly there is little ex- cuse. Another, word of caution. Don’t resort to being disagreeable when some other measure would answer better, Look to the cause of every fault that you try to correct. For ex- ample, if your husband sits silent and glum in the evening over his paper, determine whether he is inconsider- ate and deserving of a little censure, or whether he is overworked and wor- ried about business matters and so stands in need of sympathy and en- couragement. A child must not be chided. It should be the aim to sup- plant all such morbid conditions as worry and nervousness by a normal and healthy state of mind. In dealing with delinquencies that clearly are due to carelessness or selfishness—where culpability is plain —with these, judgment and discre- tion are required. Cultivate persua- siveness, and when practicable, appeal to the better nature. Remember that every expression of disapproval, even one that is humorous or very mild, is unpleasant to the one receiving it: and act accordingly. Learn how to speak the effectual word. Having spoken it, drop the subject. A habit of nagging and fault-finding is un- bearable. If reproof is needed, let it be suited to the individual and ad- ministered privately. A rebuke that is made in the presence of others. stings and humiliates, and may con- firm the tendency it was designed to remedy. The sum of the whole mat- May 30, 1917 ter is that it is a womanly fine art to know just when and how to be dis- agreeable. Quillo. ——_»-.—___ Although the top round of the lad- der of success is the most slippery, more people fall off the others. 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 vyheat, properly blended, to producea satisfactory all purpose family flour. GRAND RAPIDS GRAIN & MILLING CO., Grand Rapids, Michigan More Money for Grocers More than 5,000 country weeklies, 350 daily newspapers and fifteen national women’s pub- lications carry regularly the following adver- tisement: ERS EAT THE BEST cf MY SIGNATURE ef EVERY PACKAGE a MADE FROM THE HIGHEST GRADE DURUM WHEAT COOKS IN 12 MINUTES. COOK BOOK FREE SKINNER MFG.CO. OMAHA. US.A. Larges{ Macaroni Factory in A@merica The Skinner Manufacturing Company believes in national advertising, not as a club to reduce the profits to the grocer, but as a means of. aid- ing the grocer to make a better profit. Genuine macaroni can be made only from Durum Wheat. Macaroni not made from Durum Wheat is a fake. SKINNER’S macaroni is guar- anteed to be made from the highest possible quality of Durum Wheat and the Skinner Man- ufacturing Company will enter into any kind of written guarantee that this isa fact. We know of no macaroni company in the United States that will do this. The SKINNER line is the only nationally ad- vertised line of macaroni products and because of the fact that they are spending real money to add to the grocers’ profit, SKINNER’S PRO- DUCTS DESERVE THE SPECIAL SUPPORT OF EVERY WHOLESALE AND RETAIL GROCER. Putnam Factory Double A @3) Candy The Candy for Summer Get ready for your resorters They will want good candy We have it, and don’t forget the Lowney Chocolates Grand Rapids, Michigan * ¥ t te > @ May 30, 1917 ADVERTISING THAT PAYS. The Big Four-Page Announcement of Special Sale. Written for the Tradesman, This article is written to furnish practical suggestions to the small dealer whose advertising appropria- tion is necessarily limited. My own conviction has long been that it’s the little fellow who most needs and appreciates advertising helps, but un- fortunately most of the writers on advertising themes seem to overlook this fact, and so devote their atten- tion to plans, methods and appropria- tions that are entirely out of the reach of the small dealer. The four-page announcement of a special Two Weeks’ or Month’s Sale, for example, is a form of direct ad- vertising that does not contemplate a very large outlay, and is therefore easily within reach of the small store- keeper. A good quality of white book paper should be used, for newspaper stock seems to cheapen the dealer’s proposition. The size of the sheets is optional, except that they should be of a size to cut to advantage, so as to eliminate all waste. But this matter can well be left to one’s print- er, who will almost invariably tell you the dimensions he can handle to best advantage. I have before me at this moment a splendid example of the four-page an- nouncement, grade of white paper, the pages be- ing 17x22 inches, folded three times for mailing, making, when so folded, a piece 814x5% inches. One side of this folded piece of mailing matter is left blank for the name and address of the party, with the exception of the small boxed statement in the up- per right-hand corner (as required by postal regulations), indicating that 1 cent has been paid, giving the name of the postoffice, and indicating num- ber of permit; and a brief, three-line request to the postmaster in the lower left-hand corner, reading as follows: “Postmaster: If unable to deliver, please notify and return postage will be furnished. This is important.” This, of course, is quite a large an- nouncement, being practically news- paper size. It was gotten out by a large department store. And _ that gives another slant on this four-page announcement as an advertising prop- osition. It was gotten out by a big concern. They get one out every month. And they have been at it a long time. Evidently they have tried it out and proved to their own satis- faction that it is a profitable method of advertising, If it is good for the big fellow, why not for the small deal- er as well? But the small dealer will, perhaps, try it out on a some what less pretentious scale. Maybe his first four-page announcement will be only 81%4x11 inches. That isn’t large, but it is large enough to tell a bully good story, and put it up in tip top shape—provided one gets the hand of it. The cost for mailing the announce- ment will, of course, be the same in both cases; namely, 1 cent per piece. Before I come to sum up the strong points in this type of direct adver- tising, let me describe as intimately gotten out on a good - MICHIGAN TRADESMAN as I can some of the features ex- hibited in this exceptionally-fine speci- men before me. On the first page, in heavy type clear across the page, is the follow- ing statement: “Over 1,500 Individual Pieces—with no two alike—Go into,” and then below in identical type, the rest of the statement, “The February Furniture Sale!” Under this, in a double column space (7% inches wide and 234 inches deep), is the following: “To say nothing of vast reserve stocks which fill every inch of space—and more furniture on the way! Every piece of this entire stock is reduced 10 per cent. Some of it 50 per cent below regular prices! The only ex- ceptions are lines upon which the manufacturers will not allow us to lower the price. This is not a clear- ance—not a sale of odds and ends. By not means! The furniture is new. It is typical of the best factories in the world. All the fashionable periods are well represented. This is an op- portunity that you cannot afford ‘to let slip; for, of course, you know that raw materials and labor are advanc- ing every day. That there’s no re- lief in sight. That makers have to quote higher prices. And that we in turn will have to raise our prices to make even our low margin of profit. Then, for another thing, we make it our business to know market condi- tions. We buy when the time is right. We take advantage of every quirk and turn of the market. It pays us and you. Brides-to-be, folks who are building new homes and givers to such people—all profit by the sav- ings in this unusual sale. We make deliveries when you like. We store the furnishings without charge. And if the goods are going out of town, we're very liberal as to shipping charges. If you want only a piece or two to complete a room, they’re in the sale. If you want to furnish an entire house, you’ll find everything to your taste. We’ll have extra sales- people to take care of the sale crowds. And plenty of deliverymen.” Following these general statements about the sale, which appeared at the top of the first page, were four sep- arate advertisements filling the rest of the page, and treating respectively, of a household club plan, some library tables, sewing cabinets and desks for the home, a big mattress bargain, and a showing of fine wicker furniture conservatively priced. It may be that some of the readers of the Trades- man are interested in the household club plan as set forth in this adver- tisinge. They explain it as follows: “You select the furnishings, amount- ing to $50, for example. The first payment is only $5 plus a small club fee. You need not disturb your sav- ings. You need not borrow money. There’s no red tape at all. No one except yourself and the club secretary knows, but the furnishings are yours when you have them delivered You pay only the sale price—not a cent mor 50 per cent. And we deliver the goods whenever you tell us you are ready for them. In fact the club plan is a dignified, confidential charge account—with the payments spread over a longer-than- usual time. A new feature: We in- sure every dollar’s worth of furnish- ings you buy under the club plan— with no expense to you. If they should be destroyed or damaged by fire, even before payments are com- pleted, we will receipt your account in full. Better see the club secretary —Mr. O. K. Bloom—or ask any sales- man,” The second page featured brass and steel beds, davenettes, oak dressers and chiffoniers, a three-piece living room suite, an oak jardiniere stand at 98 cents, a regulation folding card table, a ten-piece William and Mary dining room suite, a separate William and Mary buffet, several styles of re- frigerators, and a four-piece bedroom suite in ivory enamel. The third page dealt with rugs, Irish point curtains, filet net curtains, Japanese covered aluminum ware and hand painted china; while the last page was devoted to groceries. There were thirteen cuts on the first page, fifteen on the second, six on the third, and forty small cuts (mostly canned goods) on the last page. I have been at pains to describe somewhat in detail this four-page an- nouncement because it shows the big latent possibilities of this type of ad- vertising. Of course the small shop- keeper who is trying it out for the first time will not attempt anything nearly so elaborate as the one here described. The page sizes will like- ly not be more than one-half or one- third as large, nor will there be such a profusion of cuts. But the effective- ness of the ‘announcement does not depend altogether upon its size and illustrations. Fewer illustrations will do quite well. Only this thought should be borne in mind: classify your announcements. Arrange them in an orderly way. And it’s a good thing to put all matter dealing with special commodities in a rule border to itself. This concentrates atten- tion and enables you to drive the point home. You should also instruct your printer to get up a good display matting boxes, 7 ANGLEFOO THE SANITARY FLY DESTROYER NON-POISONOUS Our TANGLEFOOT Handy Package, 5 Double Sheets, Retails for 10c. Saves Labor and Expeiise of Wrapping. and turn out a neat, clean-cut piece of printing—otherwise the effect will be marred. I commend the four-page announce- ment, mailed out from the store to regular or prospective customers, as a profitable form of advertising for the small dealer. Frank Fenwick. After a man is married he seldom buys a hammock built for two. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 139-141 Monroe St Lg rd 07.0) 2,8 op ae The Best Asset of a Grocery Business is Satisfied Customers Baker’s Cocoa and Chocolate Preparations are re- liable, always of f<-~uniformly high quality, easily sold, in constant de- mand; the stand- ards of the trade. a REG. U.S. PAT OFF. ALWAYS SATISFACTORY Walter Baker & Co. Ltd. Established 1780 Dorchester, Mass. FOR BREAD SUCCESS Hundreds of grocers are now enjoying increased bread sales and profits with minut BREAD Because everybody likes Creamnut. in other ways different from ordinary baker's bread We Have a Special Plan to Make Your Bread Sales Grow Grand Rapids Bread Company Prescott St. and South Ionia Ave. It’s clean, pure, appetizing and Grand Rapids MICHIGAN TRADESMAN May 30, 1917 tr ; SN 3 a 2 A) 2 ( morro J,; at (( LP. WW rr ; = GO CR WW, rN EB _ — \t ae: Michigan Poultry, Butter and Egg Asso- clation. President—J. W. Lyons, Jackson. Se enone eran 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. Urges Clean Grocery Stores. The National Wholesale Grocers’ Association has just issued a four- page pamphlet urging retail grocers to conduct clean stores. Some rather pertinent questions are asked re- garding the appearance of the store and some valuable hints given as to the best methods to use to make the establishment attractive to custom- ers. The retailers are urged to clean up May 1, and “stay clean.” Here are the suggestions: : If your competitor has an attrac- tive store, why not see to it that your store is more so? Are your delivery wagons and au- tomobiles attractive? If not, make them so, it is a good advertisement. Is your show window kept free from fly-specks in the summer and a dull appearance in the winter? Is your store clean enough to in- vite the custom of a good keeper? Is your store floor oiled or covered to prevent dust? Are your ceilings and walls painted or whitewashed? Are your shelves kept in order and made attractive to the customer? house- Does your clerk dust your shelves every morning and make the articles on the shelves look attractive? A chamois or sponge wet enough to absorb dust should used on the shelves. Do you screen your shelves in the summer with netting and keep your stock free from fly-specks? Are your canned goods properly displayed so that they will attract the customer's eye? Do you go over your stock every week and see to it that it always pre- sents an attractive appearance? Is your counter free from what you spilled of the last order you filled? Keep your counters, show and fixtures clean and bright. Use the scrubbing brush and hot water freely and often, to keep the ice-box fresh and clean inside as well as outside. Are your butter firkins and cheese exposed to dust on the counter? Is your butter handled with a ladle and paper, when serving a customer? Does your clerk keep your scales accurate, clean and polished? Is your clerk’s appearance likely to invite customers, or is his sup- cases posedly white coat soiled and greasy looking? Is his appearance in keeping with what your store should be? Is your wareroom, backyard and stable kept clean and free from rub- bish? Keep cats and dogs out of your store, they discourage some custom- ers. There is not a grocery store, large or small, that cannot prosper if it is kept clean, caters to the wishes of the consuming public and gives prop- er service. —_+-.>____ Profit in Keeping Backyard Poultry. In urging city folks to go into the backyard poultry business the Depart- ment of Agriculture suggests: “The actual economy secured by the keeping of a small flock of chickens depends primarily upon their egg pro- duction, and this in turn is largely a matter of care. Under favorable con- ditions, however, it is estimated that 150 eggs the first year and 120 the second is a fair return from the ordi- nary hen. On the other hand, at least from 25 to 50 cents a year must be expended for grain and other feeds, the exact amount depending upon the quantity of table scraps and green and insect food available. Where all the feed must be purchased, from $1 to $1.25 is allowed. Even in the most thrifty household, however, there is always a large quantity of table scraps, vegetable parings, and other ‘left overs’ for the hens, so that a con- siderable portion of their feed consists of what otherwise would be carried off the place by the garbage man. “Although of less importance than the eggs, the supply of poultry for the table furnished by the hotne flock is an item that can not be overlooked. As has been pointed out, in a flock of twenty-five which the owner is per- petuating there will be approximately twelve or thirteen cockerels, almost all of which can be used best for food. Half of the*hens must go each year also, so that, allowing for losses and for birds reserved for breeding, there still will be enough appreciably to affect the butcher’s bill,” —_——-__2 2. ___ At the Gate. On rs page clear-written one may rea How Rome, effeminate through its age- long greed, Dazed by its dreams of opulence and ease, Its hoarded wealth far-borne from over seas, Lolling about its marble porticos, Sated by triumphs into soft repose, Heard, on a sudden, its impending fate The midnight cry—The Goths are at the Gate! To-day, as then, the Hours have winged feet; Shall we, beat. Dally and palter, temporize and wait, Till we, too, hear—The Goths are at the Gate! unheeding their portentous Clinton Scoliard. a J WILSON & CO. on Rea & Witzig We are the Largest Buyers _ fee an Poultry, Eggs, Packing Stock ee ANTS Butter and Veal IN THIS CITY If not receiving our quotations write us, Get in touch with us before selling. 20-22 Ottawa Ave., N. W. Grand Rapids Michigan 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. S. J. FISH CO. Manufacturers of Electric and Battery Egg Testers Write for Catalogue Office and Factory 115 South Hill St. Jackson, Michigan Fancy creamery butter and good dairy selling at full quota- tions. Common selling well. 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. Early Seed Potatoes Seed Corn Write for Prices and Booklet Reed & Cheney Co. GRAND RAPIDS, MICH. } | If you want quick and satisfactory results, ship your crock butter, packing stock butter and eggs to F. H. Cash Company Bay City, Mich. Check Mailed Same Day Goods Are Received References, Any Mercantile Agency Farmers State Savings Bank Bay City, Michigan You pay no freight, cartage or commission. Weekly quo- tations mailed on request. Established 1876 Send us your orders FIE L D S E ED S Clover, Timothy, Orchard Grass, Blue Grass, Red Top Would like to have your trade Pleasant St. and Raiiroads WE BUY MOSELEY BROTHERS _ Grand Rapids, Mich. WE STORE EGGS ¥: tree EGGS Make us your shipments when you have fresh quality Eggs, Dairy Butter or Packing Stock—always in the market, quick returns. We sell Egg Cases and Egg Case material. If not receiving our weekly quotations write us. KENT STORAGE CO. GRAND RAPIDS, MICHIGAN The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. / a. i, i, May 30, 1917 ON THE PENTWATER BRANCH. Are the People Entitled to Better Service? People doing business on the line of the Pentwater branch of the P. M. Railroad are up in arms over the train service now maintained on that line—one train a day each way. The Tradesman recently brought this sit- uation forcibly to the attention of President Alfred, and suggested that he read the editorial in the Michigan Tradesman of May 16 entitled, A Lesson in Waste, referring to the paralleling of the G. R. & I. by an interurban between Grand Rapids and Kalamazoo. Mr, Alfred replied that the train service now provided on the Pentwater branch was all the patron- age justified. This letter was sub- mitted to one of the leading citizens of Muskegon, who made the follow- ing voluntary comment thereon and the situation in general: Muskegon, May 28—I am not sur- prised at the tone of Mr. Alfred’s letter, because it expresses correctly the attitude of the Pere Marquette toward the public as experienced by those of us who live in this territory. I am told that Paul King expended a lot of money trying to instill in the minds of the public that the Pere Marquette was a Michigan railroad and being run for the interest of the Michigan people; but my very limited acquaintance with Mr. Alfred would lead me to believe that he is not in accord with that view, nor of that dis- position and opinion in regard to the railroad’s duty to the public. It_is my experience in the operation of a public service that consideration of the public’s requirements leads to a more profitable business than to as- sume the position that the public is not to be considered. 1 am not conversant with the laws of Michigan regarding the operation of motor cars, but the tone of Mr. Alfred’s letter would lead me to be- lieve that he does not care to give the matter consideration or he might find a way to do this very thing. That portion of his letter about the result of the passengers operating on the Pentwater division surprises me, be- cause it seems to me that if he were to use this service as much as I do he would appreciate that the passen- ger trains are being run with 80 per cent. of their capacity, and in some instances the people are obliged to stand in the aisles between Muske- gon and Whitehall, Under these cir- cumstances I cannot see why it should not be profitable. In our business we are glad for localities and conditions that make it possible to use our older equipment and I presume the same conditions exist in the operation of a railroad. Surely the equipment that is being used on the Pentwater and White Cloud branches would look as though they were following this idea. To fully realize the conditions un- der which passengers are being serv- ed over these branches one should take a trip from Muskegon to Luding- ton. The first train to Ludington leaves at 7:25 in the morning from a depot of which the people in the city of Muskegon are and ought to be ashamed. Only a short time ago the health officer closed the lavatories and toilets because of the neglect and its general condition is bad. If one should want to board a train at the North Yards, which is a regu- lar stop announced by the brakeman, he is permitted to sit in an old back room with wooden board seats and two windows which it is impossible to see through, with an old soft coal stove that would disgrace the cook shanty of a backwood’s lumber camp. Sitting in the center of the room inside of a wooden frame are some MICHIGAN TRADESMAN cinders and sand for the stove to sit in and the people to spit into. You can imagine what is expected of this sort of a place. You are permitted to walk from this disgraceful wait- ing-room to the train by a big pile of ashes and an outside toilet, thence across three or four side tracks to ths train. If by chance the switch-engine isn’t working back and forth, wholly regardless of the passengers who wish to get on the train, they manage to land properly in a coach which in many instances is loaded to capacity. This picture is not overdrawn. 1] would just like to have the opportuni- ty of showing you these appartments. Actually we have a farmer living up near Hart who furnishes better quar- ters for his hogs than the Pere Mar- quette does for their passengers in this locality. Then, if by chance your train gets out of the yards without going off the track, you proceed over a neglected road bed, taking from 7:30 in the morning until 11:50 and sometimes 12:30 at noon to go (by way of White Cloud) to Ludington. The fare is $1.85, meaning that the distance is ninety-two miles. This for the passenger service. As for freight, I wish to say that for weeks we have been unable to get any local freight between Muske- gon and Pentwater and points on the White Cloud division. We are told that it is because they are unable to get help, while, as a matter of fact, the reason is that the local authorities are permitted to pay only 2ic per hour, which at the present time makes it absolutely impossible to obtain help. The inconvenience to those of us who are obliged to ship over their line is something terrible. Lo- cal shipments in Muskegon for Lud- ington, or from Ludington to Muske- gon, take anywhere from ten to twen- ty days before they arrive. Isn’t this a nice condition and doesn’t it show efficient management? What’s the matter? The P. M. Railroad has made a credible effort in the past to keep through trains on time, and will say for them that while in Detroit a short time ago I used their lines because T was more sure of arriving at any des~- tination than I was on a road that made through connections from the East, but iust so sure as we leave their main line, you can depend upon it, all kinds of delays and annoyances will be experienced. IT was told a short time ago by a P. M. Railroad man that one of the superintendents of the P. M. made the remark that he didn’t give a damn about those people in Muskegon be- cause they are a bunch of kickers any- way. I presume this is largely be- cause of the activities of the Chamber of Commerce and local manufactur- ers who have been obliged to raise hell in order to get any service. If Mr. Alfred could visit here incog, he would find that my description of the situation is not overdrawn, and that if he were to place himself in our shoes he would make more of an effort to devise ways and means that would save a large amount of money for the company and serve the people more satisfactorily. If motor cars, as have been sug- gested, were placed on the Pentwater division, a parallel electric line would never be countenanced and it would be unfortunate for any of us as well as the railroad if there was a parallel road built in this territory. The pub- lic doesn’t want anything of this sort, if they can get service over the line already in operation. Mr. Alfred ought to be broad enough to see this. There would never be any com- peting lines thought of. It seems to me that the railroads operating these branches are over- looking a great opportunity in the motor car and motor truck so equip- ped that it can be operated on rails. Think of the towns like Weidman, Coleman and others which are oblig- ed to send automobiles out to the main line points and get the mail because it comes tri-weekly only. Isn't that a pleasant condition? Chere is no reason why an auto with flanged wheels couldn't be operated on these tracks with entire safety and to the entire satisfaction of the small traffic that is handled over these lines, and if the railroad men would only grow enough and be progressive enough to try something outside of the regular and old way of operat- ing railroads, they would certainly ad- vance much more than they do. I came from Ludington to Hart yesterday in what is called an au- tourban bus. There were seventeen passengers in this bus on and off be- tween these points and the roads are not of the best, but the driver told me that they carried 20,000 passen- gers and collected over $9,000 (and the fare is 3 cents per mile) last year. A railroad cannot operate as cheaply as this bus, so far as overhead expense, cfc. is concerned, but a railroad could maintain a vehicle of this sort for much less money, and I would like mighty well to have the chance of operating a road between Pentwater and Muskgeon for passen- gers, served with vehicles of this kind, I venture to say I could show then a mighty good profit at the high cost of gasoline. You know there is a disposition among the railroad men to assume that the public know little about how to operate a railroad. There used to be a similar idea among the tele- phone men until some of them made up their minds that they would try some of the ideas suggested from the outside, and until some of the com- panies were being operated by some of the men who had had experience in other lines the same attitude to- ward the public that now exists with some of the railroads was universal. I hope you will have the patience to read this fully, because I really feel that if somebody with the proper influence could get a railroad to try this scheme, it would be advantageous to both the railroad and the public. 31 Grand Rapids Store Fixture Co., Inc. The Place, 7 Ionia Ave., N. W. BUY AND SELL Used Store and Office Fixtures ei FS A i am | F a : ‘ee Elevators 5 ms Electric and Hand Power Also Dumbwaiters Sidney Elevator Mfg. Company _Sidney, Ohio Mention this paper. United Agency Reliable Credit Information General Rating Books Superior Special Reporting Service Current Edition Rating Book now ready Comprising 1,750,000 names— eight points of vital credit information on each name— no blanks. THE UP-TO-DATE SERVICE Gunther Building CHICAGO ILLINOIS 1018-24 South Wabash Avenue Each Call Saves a Trip A PRIVATE Branch Exchange in your place of business means closer co-operation, with the minimum of time and effort. In a large establishment a Private Branch Exchange handles on an average 1,000 intra-office calls a day. Each call takes the place of atrip around the plant. Esti- mating the average length of the trip at 1,000 feet, the total saving is twenty miles each day. This saving runs up into big money when you figure the salaries of high grade men. Connected with the Universal Bell System the Private Branch Exchange links every department of your business with the whole country. Every Bell Telephone is a Long Distance Telephone Michigan State Telephone Company THREE ESSENTIALS. To the Success of the Retail Mer- chant. The shifting conditions governing the distribution of merchandise have added many problems to the already difficult situation under which retail- ers are laboring. These changes in distribution have been caused largely by the following things: The tremendous growth of the mail order house. The expansion of stores in cities. The widespread use of the automo- bile by farmers and people of small towns generally, : The good roads movement. The chain store proposition, The diffusion of knowledge regarding merchandise, etc., through publications of all kinds, in- cluding pattern magazines. The trend of population industrial centers. The mere naming of each of these reasons opens up to the minds of the reader facts and figures which show you without further talk and argu- ment that methods of distribution in this country are changing rapidly. It is patent that the retailer in the smaller towns and agricultural dis- tricts must adjust his business to these changing conditions or he will cease to exist, and the small town, as a social, educational and industrial center, deteriorates rapidly: in other words, these things affect the funda- mental strength and growth of our country and its institutions. As an example of these changes in a year of great merchandising activity like 1916, which increased in our large cities and in- dustrial center about 50 per cent. in- creased only about 10 per cent. in the towns supported largely by agricul- ture. Our last census shows a de- creasing population in some of our best agricultural counties. Our ledg- ers show decreasing prosperity among many merchants in the smaller towns. Sections like Lower Michigan, Northern Ohio and Indiana are affect- ed much less by these conditions than many other sections in the country, particularly in the South and West, for the reason that the retail mer- chants in this section are better or- ganized already to meet the changing conditions than they are in the newer parts of the country. Mail order com- petition is a small factor here com- pared with what it is in the West and Southwest. the department wide style, towards our own business, The needs of merchants and people in the West, owing largely to the mail order competition are, perhaps, best shown by the fact that the uni- versities are conducting schools and classes for retail merchants. Univer- sity extension courses and conven- tions are held for retail merchants in various centers strictly for the pur- pose of educating the retailers in all lines to meet the changing conditions. The courses cover such subjects as figuring profits, retail buying, retail advertising, mail order competition, managing a sales force, the commun- MICHIGAN ity and the retail merchant, town im- provement, a retail merchant and his banker, credit and collections in retail trade, use of mailing lists, the dollar and cents value of training clerks, etc. I read in the papers the other day about a three-,day convention at Sioux City, Iowa, attended by 700 re- tail merchants. These merchants are laboring under the pressure of stern necessity. Our merchants here are having fewer troubles, but many are alive to the necessity of organization and action. The jobber as an institution is very much interested in the retailer and his betterment. We are his source of supply; we must have his outlet or change our form of business. If he can not live and make money, we can not continue in business. Having these things in mind, the jobber is working, studying and watching these changing conditions, talking with retailers and attempting to help them solve their many prob- lems. Our experience is that the average small town retailer, while well posted in the detail of his line, knows little or nothing about the condition of his business from day to day and also does not know whether he is making money or not until the end of the year. He is guessing continuously as to the lines which he should push or on which he should slow up. He is often deceived by the apparent large profit in certain lines of goods, because he has no method of keep- ing track of his turnover in these particular lines. He understands, in a general way, the importance of a turnover, but he does not know whether he is getting it or not, at least until the end of the year, and then does not know where he is get- ting it. Our judgment is, after studying many retail problems, that one of the first things which should occupy the mind of the average retailer should be the organizing of his business along some definite merchandising system. By this I mean a method of keeping track from day to day in dol- lars the amount of a certain kind of merchandise he has to sell; how much of that merchandise he is selling; and how much his profits same. Such a system is strictly a merchan- dising proposition and has no neces- sary connection with a man’s ordinary book-keeping, although it can be worked out in a way to combine the two. We have adopted a merchandising system for some retailers who have asked us for help along this line and splendid results are being obtained. The system involves very little work, tells the retailer what he wants to know at all times and shows him how to spread his money to the best ad- vantage. The manifest advantages of this are obvious. In starting a system of this kind, it is necessary only at the time of inventory to invoice like goods in groups, after which the markup should be added to place the depart- ments on a retail basis, the “common denominator,” in other words. Sales are on TRADESMAN are always made at retail, therefore the stock should show on the record at retail, so that the sales could be deducted from day to day, and show at all times exactly the dollars invest- ed in each particular stock. It is comparatively simple to instruct clerks to make out their sales slips by departments; not at all complicated to add the purchases as made to the stock, deducting the sales from day to day, thus furnishing a perpetual inventory and a constant checkup on turnover. Nothing is more enlighten- ing to the retailer or will be of great- er advantage to him in the increasing and improving of his business. I read a story the other day of two merchants, who, although located in different parts of the country, were doing business under practically the same conditions—competition, salaries and other expenses about the same— but there was quite a difference in the showing made by each. The figures of the successful one showed a cap- ital of $20,000, gross sales of $70,000, net profits of $12,000, a net profit on the capital of 60 per cent. A splendid example of what a merchant can do when he knows which lines are his live ones, and which the dead ones. The figures of the other merchant showed a capital of $44,000, gross sales $135,000, net profits $1,200. With more than twice the capital of the other merchant, this man was making but one-tenth the profit—not even 3 per cent. on his money—and why? This merchant didn’t happen to know which were his profitable lines and which were his losers, and without this information he could not make the proper markups, nor could he tell the right amount of merchandise to buy. He was doing business on guess work and his reduction sales and op- erating expenses were “eating him up alive.” It is just as important that the small town merchant departmentize and conduct his business along scien- tific lines as the large city store; in fact, more so. By reason of his nar- row outlet for merchandise as com- pared with the city merchant, he must exercise care in buying, and keep in closer touch with the requirements of the trade. His customers will recog- nize and consider undesirable a piece of goods that has been on the sheir any length of time. It is therefore necessary that he turn his stock as often as possible, without of course, the sacrificing of profit, get in new styles and patterns to replace the old, thereby keeping the stock fresh and up-to-date. So that it seems to me, a system of merchandising such as I have mentioned is a most important thing for the small town as well as for the large city retailer. Co-operation, a word that is so fre- quently used, and often misused, is a big factor in the retailers’ success. By co-operation among themselves in the matter of credits, closing hours, special sale, etc., instead of endeavor- ing to cut one another’s throats. They will find that it means dollars to each. Also they should co-operate with wholesaler and manufacturer in the matter of terms, return of merchan- May 30, 1917 dise, etc. They can do a great deal towards restricting the business of mail order houses by co-operating in every way possible with their cred- itors in reducing the bad debt waste, which amounts to several hundred millions each year. The reader will readily understand that these losses must be added to the price of the merchandise, so that the jobber could necessarily sell on a closer margin of profit if his credit losses were less While there are, of course, and al- ways will be, some fraudulent failures statistics show that the majority o! failures are due to inexperience and incompetence. Realizing this, the National Association of Credit Men, is constantly urging its members to do all they can towards the education and development of the inexperienced and incompetent merchant. While I believe that credit men generally take advantage of every opportunity to do their duty in this regard, they can not accomplish the results without the help of the retailers and retailers’ associations. Some merchants misunderstand thi motive of the credit man when asked questions and given advice regarding his affairs and take exception to the credit man’s interest in his welfare, considering it none of the credit man’s business how he figures profits, how often he turns his stock, etc. While there are, I am glad to say, very few retailers who will not give out information to their creditors, there are a great many who give little consideration to the constructive ad- vice of the credit man. On the other hand, these same retailers would doubtless consider seriously any sug- gestion pertaining to the conduct ot their business from their own asso- ciations and association members. As I see it, the salvation of the small town retailer and the conserva- tion of the agricultural communities depends upon the following: Co- operation, organization and business education, Fred D. Keller. desired Watson-HigginsMlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks a q ia 8 % owen | CG | owen May 30, 1917 MICHIGAN TRADESMAN MLE ITCRA : (hy) Michigan Retall Shoe Dealers’ Association President—Fred Murray, Charlotte. Secretary—Elwyn Pond, Flint. Treasurer—Wm. J. Kreger, Wyandotte. Critical Condition Confronting Retail Shoe Dealers. Written for the Tradesman. The writer has frequently called attention in these columns to the un- precedented and extremely critical situation confronting the leather in- dustries of this and all other coun- tries—especially the shoe trade— owing to the increasing scarcity otf leather. Now that America has defi- nitely joined with the forces at war with German barbarism, a still heavi- er demand will necessarily be made upon the leather resources of the world. Once again the expected has not happened, for there were many who confidently looked to see a de- cline in the prices of leather of all kinds. (Just why anybody should have entertained optimistic opinions of this sort, by the way, is something the writer hasn’t been able to compre- hend; for all the facts and statistics appeared to him flatly to contradict any such idea). When one reads in his newspaper that large reserve stocks of leather are being held back by packer-tan- ners, leather jobbing houses and oth- ers, he should discount the statement, while sensational items exposing an alleged monopoly on the part of shoe manufacturers and retail shoe deal- ers to boost prices and fleece the long- suffering public, are too absurd to merit serious consideration. Of all big industries in this country, the shoe industry is perhaps freest from the taint of monopoly. The simple truth is we are up against a stubborn eco- nomic fact: leather-consumption has out-run leather-production, and the inevitable has happened. No officiai and concerted action on the part of tanners, or anybody else for that mat- ter, has caused the prices of leather to advance by leaps and bounds since the untoward outbreak of this world- war; and nobody on earth foresaw it, for a world-war of present-day mag- nitude is a new historic development; and no set of men in this country or in any other country could have pre- vented these advances in the price of leather. If, instead of declarations of war, which came thick and fast during early August of the memorable 1914, the snarl of European politics might have been peaceably settled, and all civilized nations might have contin- ued the pursuit of happiness and pros- perity—even in that event, leather to- day would have been selling at ap- preciably higher prices than leather sold in 1914; for the tendency of prices was upward under perfectly normal conditions, Two well-known facts will substantiate this contention: first, the increasing consumption of leather by the manufacturers of leath- er-goods commodities of kinds too numerous to mention; and, in the sec- ond place, by. the introduction of col- ors in women’s misses’ and children’s lines. At first it may not appear per- fectly clear to the reader what bear- ing this latter statement may have on the matter of price. For that reason let us look into it a bit more closely. Delicate colors in kid, such as cham- paign, canary, cream, buff, light tan, and all other and sundry of extremely precarious colors, and combinations of colors, that were even then being introduced into footwear of the classes named—all spell one thing (as the practical shoeman very well understands); namely, precarious and ephemeral wear. Such shoes have very little service-value. Their in- trinsic worth is all on the style-value side. They fade and stain and scuff and very soon show traces of wear that make them no longer serviceable. Hence they are discarded. Conse- quently the woman (or miss) that goes in for style, under existing style- conditions, must have not merely two pairs of shoes, she must have half a dozen or more. So the consumption of leather by this class of shoe store patrons has doubled—and in many cases trebled. Now these are reasons entirely independent of wars and rumors of wars. If there had been no war, it is entirely reasonable to believe that they should have existed just the same. And, in that case, exerted an influence on prices. But there are other reasons—rea- sons directly connected with the war —that must be considered. First of all, the enormous reduction in produc- tion. Belgium and the Balkan States were not especially noted for their leather production prior to the war; but whatever supplies of this sort may have gone into the hopper of the world’s leather needs, now that supply has practically ceased. The big, absorbing war game—and more recently the increasing food-shortage —has interfered seriously with leath- er-production in Germany; so_ she cannot contribute anything to . the world’s demand (even if she could have overcome the Allied blockade). France and the British colonies like- wise are too intently engrossed with the vital problems of national life and perpetuity to put any special empha- sis on the matter of leather produc- tion. And the same is true to a considerable extent of Russia, one of the largest sources of leather im- portation to America. Now all this isn’t fancy, but serious reality. These are the facts. And then, once again, consider the enormous consumption of leather by the almost unnumbered millions of men now active on the battle fields of the world; and, in thinking of men immediately at the front, you are not to forget that still larger host’ of men just behind the front, who must also be shod on a war-time basis. It has been estimated that, for every man on the firing-line, there must be four back of him to make him ef- ficient according to _ present-day standards of fighting. If this ratio (or anything like it) is maintained, it fairly baffles the imagination to picture the hundreds of millions of men who are now actually wearing out more footwear, by anywhere from 100 to 500 per cent. than they would under normal conditions. And, although the horse doesn’t figure so conspicuously in this war as he has done in previous wars, nevertheless he is still on the job. And he must have harness, saddles and bridles. When all these facts are given due consideration, the wonder is, not that the price of shoes to consumers haven't advanced appreciably, but rather that they haven’t advanced more than they have. And the price would undoubtedly have been very much higher—in fact almost prohibi- tive insofar as the poorer people are concerned—if it had not been for the epoch-making introduction of fabric for upperstock and fiber for heels and soles. Rather than foolishly criticise shoe manufacturers, as some PLAN TO ATTEND The Merchants Congress JUNE 5-6-7 Tuesday, Wednesday and Thursday 33 people have been minded to do ow- ing to false and misleading newspaper items, shoe manufacturers. should be credited with moderation in fixing prices, and especially for skill and adaptability in making use of these recent substitutes for leather. But, much as we may thank our lucky stars that such excellent sub- stitutes for shoe materials have been perfected and introduced, thus making far less critical a situation that might have been infinitely worse, let us not expect too much of these new shoe materials, I mean, let us not sup- pose that they can forever keep the shoes down to a certain These fabrics are made of cotton, while fiber is made of cotton and rubber; and both cotton and rub- ber are war materials. As such the price of them is immediately affected. America of all countries is most fav- orably circumstanced, in that Southland is the world’s biggest cot- tonfield; while the supplies of rubber in this country are still open. But price of price level. our For Bigger and Better Business SHOES Our Specialty: ‘‘Royal Oak”’ FOR SHOEMAKERS Bends, Blocks and Strips Shoe Store Supplies Wool Soles, Socks, Insoles, Etc. THE BOSS LEATHER CO. 744 Wealthy St. Grand Rapids, Michigan Three days, which will be brim full of ideas, explained by successful merchants, told in words we can all understand. Make Our Office Your Headquarters Plan to Spend an Hour in Our Factory See real leather being made into shoes And Then Do You Remember the Bargains Last Year? ‘*A Word to the Wise’’—You Know Rindge, Kalmbach, Logie Co. Grand Rapids, Mich. ON THE WAY UP FROM THE DEPOT 34 MICHIGAN TRADESMAN May 30, 1917 here again is a somewhat disconcert- ing thing. Much of this new material~ especially fiber for heels and soles— is a by-product of big leather con- cerns; and is apt to be cut down or shut off entirely, if these concerns should become too deeply absorbed in the production of tires and other war-goods. This, of course. is con- jectural, But who knows how long tl ly the big industrial resources of this iis war is going to last? or how deep- going to be taxed to demand for country are meet the peremptory specifically war-stuff? If our Gov- ernment should be under the neces- sity of mobilizing our big rubber- goods plants and putting them on Government contracts for other things, it may require their temporary abandonment of mere by-product ac- tivities. In that event shoe manufac- turers will feel pressure from a new source. And where, then, will the price of sole leather go? All of which isn't a bit optimistic, of course; but who can be optimistic with a world-situation such as we have at present? But the thing I am heading at and especially interested in, is the situa- tion confronting the retail shoe deal- er. The price of shoes has just about reached the breaking point in- sofar as many of his customers are concerned. It almost makes him cringe to name the figure at which they must be sold—and even then, he is often selling below replacement value. And his customers are hold- ing off trying to get along with their old shoes as best they can, and dread- ing the day of new footwear pur- chases. And business is easing up. In the big cities the pre-Easter sales of footwear were far below last year. when conditions were not as bad. People are beginning to feel that they ought to, and must, retrench; and when people get to feeling that way, it seems to be the most natural thing in the world for them to think they ought to retrench on footwear. I am not saying that this is a wise policy. Far from it. But that’s the way they feel anyhow: and that’s what they are doing. Profits on sales made are somewhat higher, but shoe dealers are not mak- ing as many sales as heretofore. On less business than they had last year, thousands of retail shoe dealers throughout the country made this year more money. But the life of a going shoe business is sales. Every- body knows that. And something is wrong when sales begin to drop off— no matter what the cause. And, if they are bucking at present prices, what'll they do when your next consignment of goods comes in and you've got to mark still higher? Will the people come to it? This is a serious question in the mind of many a shoe dealer. And what about those styles that you emphatically do not want to carry over into an- other season? On an advancing leather market, it seems the height of folly to cut shoes that are already marked below replacement value; and yet, if they aren’t cut, they won't sell: and if they aren't sold they de- preciate in value—just how much you can’t say. It all depends on what the style-tendency is. If this isn’t an acute situation, I don’t know one when I see it. Local conditions must determine for each man his own solution. I haven't heard of anybody with a pan- But in general, you owe it to yourself and to your trade, to give them the facts. And this you should be doing in your advertising and in the salesroom. Let the people know that this situation isn’t of your making; that you are as much a vic- tim of circumstances as they are—as we all are. If they can be made to realize that you are doing the best you can under the circumstances, then perhaps they'll do the best they can under the same circumstances, and we'll somehow manage to weath- er the storm. But the sledding doesn’t look good. Nay, brother, the sledding looks extremely rough. Cid McKay. ——_++->—___ Bottom Facts From Booming Boyne City. Boyne City, May 29—The employes of the B. C., G. & A. shops are putting up a 100 foot flag pole at the foot ot Water street on the lake front. It will fly a 12 x 20 foot flag. The Carnegie library building, which we thought was lost because the present cost of construction so far exceeded the appropriation allow- ed, has, through the efforts of J. M. Harris, become an assured fact. The contract for the building has been let and erection will be started as soon as the material can be secured. Our genial druggist of the Central Drug store has been sold out oi house, if not ,of home, twice this spring and thus expresses himself: “Another lot, A richer plot, A longer stop, So help me gott.’ Kennerd says, “If some of you fel- lers who are always whining would set to H——alifax out of here, the town would better off.” Wonder if that is sor The foundation of the new garage is laid and the basement wall of the new warehouse is up. Labor and ma- terial are both hard to get and it is not easy to hgure on any thing be- ing done on time. The sale of Liberty bonds is lively at both banks. One farmer offered 7 per cent. for money to invest in one. A sale of forty acres of wild land, two miles North of the city, indicates the growing sentiment that such lands are not worthless, if the price is low. These cut-over lands are all good if they are farmed right. Heaton & Hooper sent three men to Detroit to bring cars from the fac- tory. While returning, between West Branch and Gaylord, they had to shovel their way through snow from one to four foot deep—on May 25. Jim Dean went along for a pleasure excursion. The Boyne City Lumber Co.,.is in- stalling an electric lighting outfit in its camps East of Gaylord. Shades of the grizzled veterans of the '80s, what is this pampered generation coming to! Maxy. ———_*-2- As Good as He Sent. A young man, known for his face- tious manner, remarked at the board- ing house table one day, “This steak is like a day in June.” A thrill of anticipation went around the table. “Why do you say that, Mr. Slopay?” enquired the landlady. “They are so rare,” answered the young man. “And your board-bill is like March weather, Mr. Slopay,” said the land- lady. “Always unsettled.” acea as yet. Knowledge is Power Come to Grand Rapids to the Annual Merchants Congress June 5, 6 and 7 and hear G. A. Garver tell how he built up a $500,000 business in a town of 180 people. Also hear H. L. Wildey tell how he combats the mail order business in Iowa. Your time and money will be most profitably spent, and you will go home better able to cope with your business problems than ever before. Make your headquarters at the offices of HIRTH-KRAUSE COMPANY Tanners and Shoe Manufacturers 16-18 So. Ionia St. Grand Rapids, Michigan A Good Shoe for the Money, but it is more The “Bertsch” Goodyear Welt Shoe for Men has demonstrated its superiority in every way. Thousands of first class dealers are enthusiastically pushing the sale of the ‘“‘Bertsch”’ shoe line today. In all parts of the country, thousands upon thousands of men in every walk of life are demanding the ‘Bertsch’ shoe from their dealers. The reason is simple. Each and every one of them have been so impressed with the comfort and service-giving qualities of the “‘Bertsch’”’ shoe line that they will be satisfied with no other. The ‘‘Bertsch”’ shoe won its reputation through its uniform wearing qualities. These will remain so. You can recommend the “‘Bertsch’’ shoe line to your trade—Because it 1S the best comfort and satisfaction giving line offered you today. THEY WEAR LIKE IRON, Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. Ririnui” i ry ¥ a . 0 ee y - May 30, 1917 How We Should Adjust Our Bond Buying. Detroit, May 28—After the war is over, and very possibly before it is over, it will become evident that the gountry has been dividied into at least three groups by the issue and sale of war bonds. One group will own a great many of them. Another group will own none of them. A third will have a few of them. AIl- ready we see that in each of three capacities we are likely to be taxed to meet the payments upon _ these bonds—first, as individual members of society, by means of the tariff and similar taxes: secondly, as earners, by the income. tax; and, thirdly, as property-owners, by direct taxes and the like. The actual wealth of the Nation, represented by this bond issue, is to be destroyed within a short time. It would seem, therefore, that some method should be found for writing the loss off our National books of account. But this has never been done and it cannot be done in the present instance. The bond _ issue, however, affords us an opportunity to do, as individuals, that which, the- oretically, the country might better do. . The bond issue mortgages all ot us in one or more of the three capaci- ties already mentioned: As_ indi- viduals, as earners, as property-hold- ers. Is it not the part of wisdom for each of us to estimate in money the extent of that obligation, and pur- chase bonds as nearly as possible to counterbalance it? The present issue is $2,000,000,000 dollars. The population of the coun- try is estimated at 100,000,000 per- sons. If the bond issue were to be apportioned per capita, we would have a per capita debt of $20. A married man whose salary is less than $2,000, and therefore not liable to the income tax, and who has no appreciable amount of property, should buy one of the $50 bonds, al- lowing $20 for his wife, $20 for him- self, and $10 as a margin of safety. The man with an income of $3,000 and with one child and no appreciable amount of property, might take a $100 bond, made up $20 for the child, $20 for his wife, $20 for himself, $30 for his earning capacity, and $10 for a margin of safety. Similarly, a man with three or four children, with an income of $10,000, and property value of like amount, might well take one or two $1,000 bonds. When such a man dies, and these bonds are found among his effects, they will be considered as assets, but in fact they will be neither assets nor liabilities, for with them he wilt, perforce, hand down to his children a corresponding obligation that his Government has placed upon him and them, to pay taxes to meet these very bonds and others of the same issue. I propose to buy bonds to the ex- tent, as nearly as I can estimate it, that the debt itself will fall on me: Whether or not I should go beyond that as a matter of patriotism, I keep an open mind. Richard Boardman. —_222>—_—_ Sidelights on Celery City and Envi- rons. Kalamazoo, May 29—Henry Sweet, of Galesburg, has purchased the stock of groceries of M. N. Mac Gregor, on East avenue, and will continue the business at the same location. i Mrs. E. T. Duffield, who was ser1- ously injured two weeks ago in an automobile accident, is slowly recov- ering at her home on Locust street. Hiram Wriglesworth, of School- craft, has succeeded William H. Wol- cott in the grocery and meat business at 1114 March street. F. S. Schlicht, of 1701 East avenue, is enlarging his store room by build- ing an addition on the rear of his store building. C. W. Vanderbilt has been taking a forced vacation the past ten days MICHIGAN TRADESMAN 35 while nursing a severe attack of ton- sillitis. Frank Flaitz, who has the contract for the erection of the big addition to the plant of the Kalamazoo Loose Leaf Binder Co., expects to have the roof on the building in about ten days. Work is being pushed as rapid- ly as possible, as the company is far behind in its orders and needs the additional space. The Kalamazoo Sanitary Manufac- turing Co. is now planning on begin- ning operations in its big Southside plant July 1. The big building, 520 by 207 ‘feet in dimensions, is abou completed. One of the firm kilns has been erected and the second one is now going in. A concrete floor, 100,- 000 square feet, will be laid in the structure. For the benefit of the Kalamazoo chapter of the Red Cross, the Burdick House will give a big ball Saturday evening, June 2, in the ballroom of the Burdick. Fischer’s first orchestra will furnish music for the occasion and all the expenses of the party, which promises to be an unusually attractive event, will be paid by the 3urdick House. The entire gross proceeds will be turned over to the Kalamazoo chapter of the Red Cross society. As the result of the indefatigable efforts of the twenty workers in the twenty Red Cross stations through- out the city, upwards of 5,000 mem- bers were added to the membership roll of the Kalamazoo chapter of the Red Cross during the first week of the city’s big drive for 10,000 new members. The Lane Motor Truck Co. has en- tered a bid to supply the United States Government with a limited supply of trucks for military uses. M. H. Lane stated that he hoped to secure a small order and will take Liberty bonds in payment. Seven lumber firms of this city close their yards and factories Sat- urday afternoons during June, July and August to give their employes more time for recreation and the culti- vation of gardens. Those declaring the half holiday are: North Lumber and Manufacturing Co., Union Trim and Lumber Co., Kalamazoo Lumber Co., Celery City Lumber Co., Van- Bochove Lumber Co., Corbett-Stone Lumber Co., Godfrey Lumber Co., South Side Lumber and Fuel Co. W. S. Cook, ——->-+-o-__ Resolutions of Respect. Traverse City, May 28—At the reg- ular meeting of Traverse City Coun- cil, United Commercial Travelers, held April, 26, the following resolu- tions were adopted: _ Whereas--It has pleased Almighty God to call Brother Frank M. Gard- ner from his labor on earth; therefore be it Resolved—That Traverse City Council extend to the bereaved fam- ily our sympathy in this, their hour of sadness. Resolved—That a copy of these resolutions be spread on our records and our charter be draped for a period of ninety days. F. W. Wilson, H. C. Hoftman, Harry Hurley, Committee. ——_2>+.—___ Carrying It to the Extreme. They were a saving old couple, and as a result had a beautifully fur- nished house. One day the old lady missed her husband. “Joseph, where are you?” she call- ed. “T’m_ restin’ in the parlor.” “Not on the sofy?” she gasped in horror. “No, on the floor.” “Not on that grand carpet?” came back in tones of anguish. “No, I rolled it up.” The Dawn of a New Service— Introducing the Higrade Truck A worm-drive quality power wagon between the big tonnage jobs and the cheap delivery cars. It has the looks and quality of the high-grade quality wagons, but is light, yet capable of taking care of all the load the springs and pneumatic tires are guaranteed to carry. A truck designed to carry more should be fitted with solid tires, and on account of the extra shocks due to solid tires, it must of necessity be made much heavier; and if made of material equally as good, the cost and operating ex- pense is greater in proportion to its capacity. Therefore, a solid- tired, big-tonnage truck is likely to be wasteful for the mer- chant whose pay-load does not average over 1,500 or 1,600 pounds. On the other hand, a light delivery car made by using pleasure car parts, or by converting a pleasure car into a de- livery, is not all it should be, even if used on paved streets, with loads under 1,000 pounds; the strenuous service in the hands of inexperienced users is too much for it, and while this type is worth the price paid, and a long ways better than horses, it is too cheap to be all that a large number of users need. When we designed this wagon, we entered a field not properly cov- ered by any maker, although recognized by many merchants of experience in the motorizing of their delivery departments. To get a proper balance, a good deal of expert engineering was re- quired. Long experience in this line has enabled Mr. Coppock to produce a worth-while commercial vehicle. © A year’s service test has convinced us we are “in right.” But to be doubly sure, we are building 25 of these powerful little wagons for service here in Western Michigan. Who will be the merchants first to patronize and help to build up this local industry? The cars will be ready in July. HiGRADE Motors COMPANY SALES OFFICES EXECUTIVE OFFICES EXPERIMENTAL STATION BUFFALO, N. Y. GRAND RAPIDS, MICH HARBOR SPRINGS We Say It Again! Here She Comes! That Tennis Weather and— Hood Tennis with Pressure Cured Soles How They Do Wear The “Lenox” is a Leader The “Manhattan” is a Cinch Men’s Oxford only ...... $1.10 Men’s Oxford only........$0.76 Boys Oxford only ....... 1.00 Boys’ Oxford only......... 1 Youths’ Oxford only ...... .65 Loose lining and leather insoles Leather insoles too Get in Touch with the Great Hood Canvas Line Grand RapidsShoe &Rubber@ jhe Michigan People Grand Rapids 36 MICHIGAN TRADESMAN May 30, 1917 POTTS (Qet:: 2 ~~ — — — — = DRY GOODS, FANCY GOODS *” NOTIONS. EZ rd ke Why Guarantees on Gloves Are Now Undesirable. In order to fully understand the ac- tion of the glove manufacturers and importers in making an agreement it is necessary to go back to the genesis of the slogan “every pair warranted.” I have in my possession a pair of gloves made by one of the leading glove manufacturers in France forty-eight years ago and these gloves are as soft, elastic and strong as the day they were made, the thread with which they are sewn being still strong. I have another pair that were made by another French manufacturer over and this pair begins signs of weakness, having been dyed with vegetable dyes, fifty years ago to show while the first pair was dyed with analine dves which do not ferment and the which on leather had then first been discovered. Now the point of this exhibit is that when such gloves as these were imported and sold, no one thought of or needed guarantees. The word was unknown in connection with kid gloves which cost from $18 to $21 per dozen. In the ’60s, however, large quantities of low-priced lambskin and sheep gloves began to be shipped here from Naples. Italy, and found a ready market be- cause they were cheap, selling around $11 per dozen. The volume of this business did not greatly increase, however, as it was found that these gloves were neither strong nor dur- able. In 1868 a bright salesman con- ceived a new idea. These gioves had been selling in limited quantities at $1.50 retail with a big profit to all. This man said, “Drop the price so they can be retailed at $1 and warrant every pair.’ That is where the camel asked to be allowed to put only his head in the tent. The result was an enormous increase in the use of this class of gloves. One firm alone im- ported one hundred thousand dozer yearly. Another firm imported sixty thousand dozen a year. Remember I am only stating facts that I know. These gloves were retailed at one dollar and “warranted,” but mark you, the warrant was clear and very sharp- ly defined. If a glove ripped or tore the first time it was tried on, a new pair was given in exchange, but any sign whatever of wear barred the ex- change. This rule worked all right and was lived up to by everyone for several years, “Suppose I am away from home when I first try these gloves on and they tear, what shall I do?” I have heard women and men, too, ask when making a purchase. “Take them off and don’t wear them if you want them exchanged,” the salesman or woman would reply. However, after a time women, and use O01 men, too, began to demand slight con- cessions and a regular customer would get them allowed. “I only wore them once, or only an hour, or only a day,” would fetch a new pair, and the camel was now pushing his body into the tent. Once the barrier was down, there was no limit to the demands of the customers and sometimes al- lowed by the retailer and thus the fine kid gloves were dragged down to the level of this “junk.” A woman would threaten to withdraw all her trade from a store if an unjust claim was not allowed and that brought results. The claim would be allowed the retailer would fight it out the manufacturer or importer from whom he bought gloves, swing- ing the same club and using the same threat, actually or by implication, that his customer had used on him, viz: withdrawal of his trade. This started such a riot of absurd demands for glove exchanges that all the importers in New York held a meeting twenty- five years ago to devise “some plan to stop this growing evil.” This meet- ing was talked to death and came to naught. I thought then that this guar- antee absurdity could never grow any worse, but it has. A proposition which started innocently enough to market a class of merchandise of doubtful or questionable value in 1868 has brought about a system of merchandising that is unjust and improper up to the point of dishonesty. Gloves worn into holes are returned as “worn only once,” ete., and the worst of it is that this system has so fastened itself on the retailer that gray haired men of unquestionable probity who have lived under it all their lives consider that they are well within their rights when they ask for new gloves for old ones. Shame on such merchandising, it is not honest. Think a moment, this is the most delicate and difficult to make of any article worn, requir- ing 133 processes from the start to the finish in making and yet it is the only article worn for which the re- tailer wants unlimited guarantees. Would a man or woman wear a pair of shoes for instance, nearly out and then ask for a new pair in exchange: or failing that, ask to have them re- paired free of charge? A man bought a pair of gloves at a “mark-down” sale in a Fifth avenue store, wore them three months, cleaned his skates on them and then felt humili- ated when he was refused a new pair in exchange. The man was hardly to blame as he had been educated that way. He went to a reputable paper with his story, the New York Tribune, and that paper had the auda- city to try to bully or coax the firm into giving the man new gloves or his and with We manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. r. FF. . Crochet Cotton The best made, for all purposes Ask Your Jobber | Tr@ident < Suspenders | for_comfort | Of All Jobbers | { PRESIDENT SUSPENDER CO. SHIRLEY, MASSACHUSETTS United Automobile Insurance Exchange Carries Auto Insurance at Cost Without Mutual Liability For - Address ome Office: 737-741 Michigan coe Bidg., Grand Rapids. Mich. Detroit Office: : 524 Penobscot Building, Detroit, Mich. ness. Tradesman. FOR SALE Men’s Clothing, Furnishing and Hat Store This is the best store in a prosperous manu- facturing town of above 4,000 in Central Michigan, 100 miles from Detroit in a very good farming section. This store has always made money, and the reason for selling is that one of the two partners has a good propo- sition in view in California and the other partner is not actively engaged in this business. man who has been in the store since it started about 5 years ago can be retained and is well qualified to manage the busi- The stock and fixtures are clean and up-to-date, and will invoice above $15,000. Apply A. B., care Michigan A bright, capable young 164-166-168 Jefferson Ave. “HATS THAT SELL” HATS and CAPS THE STRAW HATS in All New Styles and NEWLAND All Grades for Men, Colors HAT Boys and Children We carry a complete line of the latest styles for prompt shipment Mail orders solicited Newland Hat Company Detroit, Michigan = AMIN. We Invite You to Attend Merchants Congress Do not fail to make us a call. Hotel Pantlind. GRAND ao = SUNUMIUSUUUTGSUSARLLSTS AOE NUN Our store is only three blocks from During this week we will offer special values in all our departments. Quality Merchandise—Right Prices—Prompt Service PAUL STEKETEE & SONS Wholesale Dry Goods 3 ssnaesncpuninal 1 cect "a « ee? vfs fo { = UAE May 30, 1917 money. I, will not go on on this line for retailers themselves know of the countless absurd and unjust demands that are made at their glove depart- ments to which they yield, thinking perhaps unconsciously, the “manufac- turer has to stand it, not I.” On a hot July day last summer a few importers met to talk over the feasibility of abolishing all glove guarantees. They said, “Gloves are scarce and growing scarcer and scarc- er and prices going up every New Moon. Under similar conditions in 1907 the guarantee on gloves was au- tomatically abolished. Retailers with- out instruction posted signs in their clove departments, “No long gloves exchanged or guaranteed,’ because they could not get enough to supply their customers. We are nearly at the same point to-day on all kinds of gloves and can partly meet the situation by cutting out the guaran- tee. It happened, however, that two importers at that meeting had been doing their guarantees on the fifty- fifty split for over two years with en- tire satisfaction to their customers and they argued that here was a sys- tem that would endure after the war was over and supplies of gloves be- came normal again. It was just, for it made the retailer a partner in the losses on this frail article and he would think twice before he gave a new pair on an unjust claim when he had to stand half the loss himself. This argument prevailed and “aboli- tion” was abandoned and “fifty-fifty” adopted. The proposition was pre- sented to the entire trade and accepted through my efforts at the request of that little group that met in July and later on a very similar occurrence in Gloversville called me to that city and Fulton county gladly embraced the opportunity to work hand in hand with importers on this question. IT ask retailers to read this over carefully, and they will find that its operation is going to put money in their pockets. It is the best thing that happened to the glove trade since those Naples gloves started the busi- ness on the downward path. O. M. Reid. > f——— Wafted Down From Grand Traverse ay. : Traverse City, May 2s—Complying with your request for news items from Traverse City, I submit the following: It will be of interest to the travel- ing public to know that the enter- prising proprietor of__ the Hotel Western, at Empire, Vean Barber, announces to his patrons that hereaf- ter he will serve meals at all hours. This plan is very much favored, I am cure. The writer can testify that the service is of the best at all times. Frank W. Wilson, member of the Grand Executive Committee and Sec- retary Harry Hurley had the pleasure of visiting Kalamazoo Council on May 12. On this occasion the new Coun- cil rooms were dedicated. They re- port a large attendance, several, candi- dates initiated and a good time in general. Mrs. George Creech, who under- went a serious operation at the Gen- eral Hospital some time ago, is on the road to recovery. Mrs. Ray Thacker, who_has been on the sick list for four or five weeks, is able to be out again. : FE. C. Knowlton, salesman for Reid, Murdock & Co., is again on the job after a bad sprain of an ankle, receiv- ed in alighting from a rig some weeks ago. MICHIGAN TRADESMAN _ We notice that everything is set for the convention in Bay City, June 1 and 2. Traverse City Council will send three delegates this year. Wm. Love, salesman for the Shelby Electric Co., of Shelby, Ohio, in a fall the other day, sustained a frac- tured rib or two. Bill will now have to take his wife with him on his trips to crank his ford. Elton B. Fick, proprietor of South Side Cass street grocery for the past seven years, who sold his stock to A. Rabinovitch Jan, 22 has spent near- ly four months visiting all the princi- pal cities in Southern Michigan, look- ing for another location. When call- ed on by the writer, he assured us that no place, from a business and social standpoint, looked so good to him as Traverse City. A host of friends and patrons joined in wel- coming Mr. Fick and family back again. The writer is a lover of the our- door life. For the past three years when weather -would permit I have covered my territory with a five pas- senger ford, and during the season of 1916 carried with me a tent, blankets, cot, stove and a fully equiped com- missary department. This enables one to camp wherever night overtakes. This policy will be continued this season, and should any U. C. T. notice by the roadside a tent displaying a sign “Use Turkey Red Flour,’ remem- ber that the latch string is always out and that callers will receive a warm welcome. All salesmen traveling with autos out of Traverse City report trouble with snow this week. Some found drifts three and four feet deep in places. With the completion of the two miles of stone road now under con- struction between what is known as the five mile corner and Acme it will make thirty-five or forty miles of fine road out of Traverse City north and east. It is well known that certain makes of autos will travel some on their reputation. But a new one was pull- ed off the other day by Frank Owen with a type B International tractor. He succeeded in getting within five or six miles of his destination on hor air when the dumb thing died and he had to call Doc. Standard Oil to re- vive the critter before completing the trip. Ss. B. ——_.->—___ Mears Claims Best Inn and Biggest Kicker. Mears, May 28—Mr. Waddell, sales- man for the Wright-Fendler-Pike Co., formerly G. H. Gates & Co., of De- troit, was a caller one day last week with his line of hats, caps, toques, etc. Mr. Waddell ranks No. 1 among the eight salesmen for this company. That is, in my estimation, although I must confess I have never had the pleasure of meeting the remainder of the bunch. JI assure you he is an all round good fellow and salesman. He informed me that he and his brother had rented an acre of ground near Detroit, where they will raise pota- toes and other vegetables. Any of their friends who wish to see them in the future on Saturdays:or Sun- days will find them chasing the elusive potato bug or sitting in the shade, making lurid remarks about the weather, These two gents are worried, as they are afraid there is going to be so many potatoes rais- ed they will be a drug on the mar- ket. They are ready to contract at a dollar per bushel for carlots, fall delivery. Mr. ‘Waddell put up over night at the Mears Travelers Inn and stated it is the best boarding house in the State. Strange, isn’t it, that so small a burg can have the best inn and also contain the Chronic Kicker. I have to throw a bouquet at myself, as no one else will speak a good word for me. Chronic Kicker. —__2+s____ Many a would-be poker player made a mistake in his calling. . WE UNDERBUY The Cheapest House in Chicago F. Dessauer & Co. Corner Market and Adams Streets CHICAGO, ILLS. WE UNDERSELL LEADERS FOR JUNE SALES Terms 2%—10 days from July 15th. Will ship all goods on approval. If not on our mailing list, drop us a Postal and get our Semi-monthly ‘“Bar- gain Sheets’ free. A Penny Postal will save you Dollars! Lot G201—200 boxes, 12 piece lot, % inch wide, Val Edges, assorted patterns (mo Insertions) sold in lots only, per yard ..................-- 2c Lot G202—500 boxes, Val. Edge assortment, in six yard pieces, all Edges, 36 dozen in 72 pieces to box, per piece of 6 yards ...... Daeeec ee. dae -. <6 Lot G203—6 cases 34 inch, double-fold Curtain Scrim, in White or Arab, with fancy colored floral designs, regular 74%c value, per yard ........ 534¢ Lot G204—500 pieces, 27 inch fancy printed White Curtain Scrims, (firsts) assorted color printed borders and assorted colors Chenille Ball ieee, DCE VOR 6 a i oe cae cence ice geeeeus cs. 7c Lot G205—10 cases, 25 inch (Norwich brand) Dress Ginghams, assorted large and small checks, light, medium and dark colors, regular price 8%%c, MEE Yar © es cn ett ne sec adnce dc Lot G206—500 pieces, 15 inch fast edge, bleached Dice Toweling, with rea borders, repular price fie, per yard ... <2. 6.2.446 25 6c ee tances ues. 8c Lot G207—5 cases 24 inch Calico, in neat small, pink and blue stripes BiG GOCS) ai Gis kt 10 Ue eu ee ee ee 6c Lot G208—6 cases 24 inch, (Manville) White Dotted Swisses, regular mmig@e 926C) Heb VAIO 6.8 soe ec sens cee ceases cng eens 7c Lot G209—6 cases 26 inch, white Dimity Stripes, long-fold, 8c quality, RG so a a sac vc cece ce wwe teeny ena 6l4c Lot G210—1,500 pieces 5-4 Table Oil Cloth, third quality, some pieces running in several lengths, and some pieces in full lengths, slighty im- perfect, sold only in assorted case lots of 25 pieces each, sasorted in plain white, white fancies, and assorted best colored patterns, in new designs, 12 yards to piece, BIG LEADER, FOR SPECIAL SALES, per piece of 12 RE ca ac cing ces ees ves sen ens dean cou wes $1.30 Lot G211—300 dozen Boys’ Police Lisle Suspenders, Leather’ ends, WIG COACH ah oe ac ce can canis ees sees eden 87'/oc Lot G212—50 gross, Boys’ Black Leather Belts, assorted sizes to dozen, WIGE GOZO oe os coc hac ae dine ea cane ces ccc taede ces So eees scenes sa ais 85c Lot G213—50 gross, Men’s Black Leather Belts, regular sizes, per Le ce eae see te as 87!/c Lot G214—75 cartons, Patriotic (red, white and blue striped) Ribbons. in 10 yard pieces, No. 5, 37!/c, No. 7, 45c, and No. 9, 60c per piece. Lot G215—300 boxes all silk wide Taffeta Ribbons, in assorted lots of 86 pieces to wit: 12 pieces each No. 22, No. 40 and No. 60, best colors of white, pink, light blue, cardinal, Alice blue and lavender, REGULAR 10c Eieader, pieces of 10 yards, all WIGthS .......-.2.. 0.0206 cn eee wece en eenes 7a¢ Lot G216—500 dozen Ladies’ Fine White Lawn Handkerchiefs, with embroidered Flag corner, 5 dozen to box, regular price, 75c, per dozen 60c Lot G217—100 gross small all silk U. S. Flags, size about 5x8, with sticks and spears, can be used as a great Leader, per dozen ......... 90c Lot G21S—250 dozen, all silk U. S. Flags, size 1ix 7, per dozen $2.25 Lot G219—500 dozen Ladies’ Boudoir Caps. light grounds, made of fine Lawns and Challies, Lace edge trimmed, per dozen ................... gc Lot G220—500 dozen Ladies’ good quality, white Shirt Waists, choice of 10 different styles, consisting of embroidered Lawns, Voiles and Organdies and Crepes, in showy embroidered and novelty corded effects, new large Sailor Collar styles, long sleeves, assorted sizes 38 to 44, EXCEPTIONAL WEATLEIESS per GOZEM . oe. os ns a i ne eee ss $4.25 Lot G223—500 dozen Ladies’ good quality, fancy Percale Dress Aprons, elastic waist band, button on side, Kimono sleeve, turned cuff, 56 inches long, in light grounds with figured patterns, per dozen ............... $4.50 Lot G224—5 dozen assortment, Ladies’ Standard best quality, fancy Percale Coverall Aprons, 3 different styles, elastic waist band, slipover and nursery styles, rick-rack trimmed, 56 inches long, 5 dark blue and 7 light grounds, assorted to dozen, per GOZEN ....... eee ee ee eee eee eee eee $5.50 Lot G227—175 dozen Children’s good quality Wash Dresses, in white or blue body, with tan skirt, Middy style, sizes 2 to 6 assorted to Qezen: BPEL GOZC 6 nae sa ew $2.25 Lot G228—200 dozen Misses’ large sizes, fancy Wash Dresses, good quality, (5 different styles) in Plaid Ginghams, plain colored Linene, assorted combinations. Chambray body with Gingham skirt, in checks or stripes, sizes 6 to 14, assorted patterns and sizes to dozen, SPECIAL VALUES, PON OMS os ene ie wn cow ee we te 2s $4.50 Lot G22%-—350 dozen Men’s White Sport Shirts, with ‘colored striped collar and pocket, sizes 14 to 16, per €OZen .........0e cence este cee $4.25 Lot G232—500 dozen Men’s Genuine ‘‘Amoskeag’’ Chambray Shirts, with label, full cut, neck band, faced sleeves, pocket, assorted sizes, 14% to 17, WOE OZ eae ey oa cee ke pew sie wens neces ences eee ree ses $5.25 Lot G234—4 cases Men’s Bleached, Knit Athletic Ribbed Union Suits, (firsts) sleeveless, knee length, sizes 36 to 46, 1 dozen boxes, per dozen $3.59 Lot G235—3 cases Men’s Open Mesh Union Suits, in Ecru or Bleached Color, (seconds) sizes 36 to 46, regular price 5.00, per dozen ........ $4.00 Lot G238S—5 cases Ladies’ Bleached Ribbed Gauze Vests, (run of mill) full taped neck and armpits, sizes, 4, 5 and 6, per dozen .............. 95c Lot G239—4 cases Ladies’ Bleached, Ribbed ‘‘Extra Size’? Gauze Vests (run of mill) full taped, wide shoulder straps, sizes 42 and 44, per dozen $1.10 Lot G240—150 dozen Children’s Blue and Tan Chambray Rompers, with either low neck or high round collar, white trimmed, sizes 2 to. 4 HGR GOZO oo coe os ie os eae alee Saeed eee e tee steed ec ese eas d. $2.25 Lot G242—350 dozen Boys’ Blouses, assorted stripes, sizes 6 to 14, Mer dozen ...........- oe due es casa 4 eau ee cee ccd acacedeaeacieec ue gsuee ‘ 25 Lot G243—150 dozen Boys’ White Linene, 2 piece Wash Suits, with blue trimming, also belt, sizes 3 to 7, regular price $5.25, per dozen $4.50 Sot ce tee anita esate 38 MICHIGAN TRADESMAN May 30, 1917 NATIONAL RETAIL GROCERS. How the Convention Looked to Sec- retary Bothwell. Toledo, May 22—The twentieth an- nual convention of the National As- sociation of Retail Grocers is in ses- sion this week at Toledo. Promptly at 9:30 a. m. Monday the delegates to the number of several hundred as- sembled at the Boody House, formed in marching order, preceded by the band, and wended their way to the Terminal auditorium, where the con- vention is being held. : At 10 o'clock J. A. Uhner, chair- man of the convention committee, called the meeting to order. Rev. Ernest B. Allen opened it with prayer. Hon. Chas. Milroy, Mayor of Toledo, in fitting words, welcomed the dele- gates in a most cordial way, closing with the assurance that there were but three keys to the city and these he had delivered into the hands of the committees with the promise that if these men did not give us the best there was to let him know and he would take the keys from them and sive them to some one else. ~ The Mayor’s welcome was respond- ed to by Sol. Westerfeld, Vice-Presi- dent of the National Association. Other addresses of welcome were given by Irving E. MacComber, Presi- dent of the Chamber of Commerce, responded to by Walter Horn, Chi- cagvo: William Post, President of the Toledo Association, responded to by H. A. Spinney, Boston; Ohio State Association by President John De- venne, responded to by F. B. Con- nolly, past President of the National Association. The chairman then introduced the President, John Schaefer, of Daven- port, Iowa, after which the real busi- ness of the convention was taken up. The President's address was one of importance, as to the work that was being done by the National of- ficers and was full of good sugges- tions. which, if followed, would be of great value to all the members. The various committees were ap- pointed at this time. John J. Ryan, National Secretary, eave the annual report of his office, which contained in detail the activi- ties of that important office and very particularly described the amount oi work which had been done for the National Grocers’ Bulletin. The Treasurer reported the finan- cial condition of the Association, this part showing a decided improvement over previous years. During the afternoon many reports were made by representatives of the various State associations wherein many thoughts of value were express- ed which, if put into practice, will be of inestimable value to those using them. a : The Asparagus Club gave their famous banquet at 6:30 and at 8 p. m. a reception and hall constituted the pleasures of the first day of the convention. Tuesday morning the visiting sec- retaries were breakfasted at the Boody House, where the annual meet- ing was held, and many valuable ideas were brought out for the advance- ment of the interests of the members of the National Association as « whole. for after all much of the work depends entirely on the energy and enthusiasm employed by the Secre- tary. At convention hall the meeting was called, where further reports were made by the State secretaries. An address by W. B. McIntyre, of Daven- port, Iowa, was enthusiastically re- ceived, the speaker forcibly bringing home to his hearers the importance and value to those who try to do things for the benefit of all having “hope,” that, although their efforts may not seem to be crowned with success, yet where hope is strong it keeps one actively pushing on to the desired goal. Visiting ladies were taken care of at this time by the ladies of Toledo and given a ride round the city and to the Children’s Home; also enter- tained by a luncheon at the noon hour. The afternoon was taken up by fur- ther reports from the State associa- tions, the report from the Michigan Association being as follows: It is with pleasure that as representa- tive of the Michigan State Association, I bring before you a short report of the work that has been accomplished in the past year. The membership has been very ma- terially increased and, tm consequence, finances also. The list of correspondents in the vari- ous smaller towns in the State has more than doubled and while each secretary does not mean an association, it does mean that we are in position to get direct action when we want to get in touch with our representatives and senators. Re-organization has been brought about in several places where little or nothing was being accomplished. New associations have been formed in towns where none existed. Credit rating systems are being in- stalled in many towns. This is of the greatest benefit to the retail men gen- erally, since if a man’s record is known before you trust him, you not only save the manual labor of tying up goods, but you cut out the expense of collecting a poor account and, last, you save yourself the anxious worry over lost accounts. Merchants, if you have not now got a good credit system in your town, don’t rest until you have set the machinery at work for establishing one. It may cost you ten or fifteen dollars per year, but what does this amount to as against one-half of 1 per cent. of losses on your entire sales? As a little illustration of the value of a credit system in a town of 9,000 peo- ple with twenty-six grocers. Six years ago only five of these grocers could take their discounts. To-day no less than twenty-three are discounting their bills and not a failure in the six years. In addition, many of these men are stock- holders in the new factories which have located in the town—motor truck, screen door and shirt factories—and, to crown it all, the record of the slow pay people of that town has been elevated no less than 57 per cent. over six years ago. Is it worth while having a credit sys- tem? The merchants of this town think so. The garnishee bill that we framed and had enacted by the Legislature gives us 40 per cent. instead of 20 per cent., as under the old law. This, however, brought about a bill for the repeal of all garnishee laws, but through the vig- ilance of the officers and legislative com- mittee the bill up to date has not been introduced. This was one of several bills which was intended to hit the retail grocer, but which was not put through. We are blessed in having two trade papers—Trade of Detroit and the Michi- gan Tradesman of Grand Rapids. The management of both of these are gen- erously giving of their time and space in promoting the interests of the re- tailer. The work of organizing is being carried on by the officers, with the assistance of the Secretary, and although the work is somewhat slower under this method, it is of a more permanent nature be- cause it is being done as a matter of business and not because of a wave of enthusiasm. We purpose organizing a ‘mutual fire insurance company under the law recent- ly passed which permits us to insure any kind of a risk that a stock company may insure. This law will work very much to the advantage of our members, as it will enable us to take what is classed as preferred risks as well as mercantile risks. We are grappling this year with the buy-at-home problem! Under the effi- cient offices of the Federal Trade Com- mission, it has been made known that while the average overhead expense of mail order houses is 30 per cent., that of the retailer is only 17 per cent. giving to the home merchant an advantage of 13 per cent. We are endeavoring to let the people know this, as well as other advantages they may enjoy if they will first give their home merchant an equal chance with the out of town mer- chant. Michigan per capita tax to mail order houses in 1915 was no less than $8 and we have resolved to persuade the retailer to pay his per capita tax to the State Association and help stop his customers paying it to the mail order houses. We feel more than proud of the officers of the Michigan Association and this feeling of pride and confidence by the members of the Association is fully evidenced generally, since at the annual convention held in the city of Kala- mazoo, in February last. each of the officers and executive committee of last year were re-elected for another year. The Michigan Association is well rep- resented at this convention, many of our Offer U.S. Aid to Rebuild Devas- tated Allied Districts Washington, May 21—It was learned today that Ambassador Jusserand has forwarded to the French and Belgian governments a unique offer on the part of Ameri- can students to aid in rebuilding the devastated regions of those countries as rapidly as the Ger- mans are driven back. The plan is to send city-beautiful units of architects and engineers to Europe to reconstruct the ruin- ed municipalities along model lines in order that the war zone in France and Belgium may emerge as one of the most beautiful regions on earth. * * * G. R. News, 5-21-1917. CEMENT Because of its cheapness, ease in handling, beauty and permanence, concrete will be the well-nigh uni- versal building material in this great rebuilding work. Petoskey Co. Gets Big Order TO SHIP LARGE AMOUNT OF CRUSHED ROCK First Shipment Will Be Fifty Cars and After That Ten Per Day Will Be Sent. The Petoskey Portland Cement company has just secured an order for fifty cars of flux stone for ship- ment to Mayville, Wis. The state of Wisconsin is supplied with large quantities of stone, but in the man- ufacture of high grade pig iron Petoskey high calcium limestone is required. After the first order has gone forward regular shipments of from eight to ten carloads per day will be made for the balance of the season. The stone crusher has orders now for more than twenty-five carloads of stone per day and it will keep the plant busy to supply the de- mand, —From Petoskey Evening News May 22, 1917. Note that this company is a going con- cern now operating at a profit. Deuel & Sawall, Inc. Financial Agents Petoskey Portland Cement Company Murray Building Grand Rapids, Michigan Franklin Package Sugars Are Uniform In Quality and Sweetness a For many years Franklin Package Sugars have been famous as “The Standard of Purity.” They are made from Sugar Cane by the most modern refining processes, great care being taken to maintain uniformity and secure the greatest sweetening power. Such sugar is sure to please your customers, and you can make a profit out of the steady sale that follows. The ready-to-sell cartons and cotton bags save you loss by overweight, save the cost of paper bags and twine. Franklin Granulated Sugar is sold in 2 and 5 Ib. cartons and 2, 5, 10 and 25 Ib. cotton bags. “A Franklin Sugar for every use” Granulated, Dainty Lumps, Powdered, Confectioners, Old Fashioned Brown The Franklin Sugar Refining Company Philadelphia FRANKLIN DOr er » 7 ( 4 May 30, 1917 Detroit members being here, as well as others, and on behalf of all these and the Association in general, I extend to you, Mr. President and officers of the National Association of Retail Grocers, the right hand of fellowship and pledge you the support of the Michigan Asso- ciation in all that you may undertake for the advancement of the _ interests of the retail merchant and would further say to you that it is yours to command and ours to obey. Addresses were also made by John A. Green on Modern Merchandising, C. F. Kurtz, Leon M. Hattenbach and others. In the evening a banquet was serv- ed to the delegates and their ladies, after which several addresses were made by Mr. Bartley, a wholesale grocer of Toledo, John A. Green, Judge Austin, Sol. Westerfeld and Fred Mason, while a moving picture was shown |'by the National Cash Register Co., illustrating the old and new methods of conducting business. The Michigan Association is well rep- resented by members from Detroit, including W, J. Cusick, First Vice- President of the State Association, C. A. Day editor of Trade and Secre- tary of the Detroit Association, as well as twenty-five others of the De- troit Association; Saginaw is repre- sented by Charles J. Christensen; Ann Arbor by the local secretary, Theo, Hi Grost: Ypsilanti by L. BD. Davis; Tecumseh by F. D. Avery; Monroe by two members: Cadillac by J. M. Bothwell. Owing to unavoidable circum- stances, the State President, John A. Lake, of Petoskey, is unable to be here and the report for the State of Michigan was made by the State Sec- retary. J. M. Bothwell. _ Toledo, May 25—The Wednesday ses- sion was largely given over to addresses on the various methods of attracting trade, advertising and its effect on local conditions, the various methods em- ployed in order that the best results might be obtained for the small mer- chant. The afternoon was given to a drive round the city and along the beautiful Maumee river and, although the weather was almost too cold for automobiling, the drive was thoroughly enjoyed by most of the delegates. The evening was given over to a smoker and play, which was thoroughly enjoyed by a great crowd of local merchants, as well as the delegates to the convention. Thursday was the really important day of the meeting, as final reports of committees were brought in and many of the resolutions presented by the Committee on Resolutions were of much importance to the retail merchants of the United States. It was resolved that a committee be appointed to co-operate and assist Mr. Hoover in his office of food distributor. It was resolved that the Association go on record as being in favor of Na- tional legislation declaring trading trading stamps, coupons and_ gift schemes of any class and nature illegal and detrimental to honest methods of merchandising. It was resolved that the National Association of Retail Grocers is in favor of a price maintenance law and that it re-affirms its support of the Stevens- Ayers bill. Election of officers resulted as foolws: President—John H. Schaefer, Daven- port, Iowa. Vice-President—Sol. Westerfeld, Chi- cago, IIl. Treasurer—William Jeffery, Hornell. N.Y. Secretary—John J. Ryan, St. Paul, Minn. The next convention will be held at Washington, D.C. J. M. Bothwell. —_+-2s——_ Sparks From the Electric City. Muskegon, May 28 — Muskegon Heights merchants are going to give’ away a ford June 28. Tickets are given with each 25 cent purchase. - According to Superintendent La Barge, Muskegon Heights has 2,000 school children, which is more than our entire population in 1910. MICHIGAN TRADESMAN Lost—Somewhere near Kent City, a grocery salesman (color red). Finder please notify J. T. S., Big Rapids. Jay Lyon combined business with pleasure and gave his family a joy ride out on his trip last Friday. Several of our young travelers have told me in confidence that the attraction was becoming irresistible and was soon to be transferred near home, but we cannot betray our trust, so will not an- nounce just yet. The cigarette fiend ye have always with you. Vick Lulofs has resigned his job with the Grand Rapids Dry Goods Co. and accepted a position as book-keeper with the Moulton Grocer Co. E. C. Welton (Hume Grocer Co.) has a new occupation—selling second- hand fords. ~ April 20 the P. M. R. R. issued a bul- letin saying they wished to co-operate with the public for good service and May 2 issued another annuling a large annulled the evening trains from both towns? The Moulton Grocer Co. is now fully settled in its new building. It has four floors of ample size and a fine basement. Their new office is finished in oak and is equipped with up-to-the-minute of- fice fixtures. They have loading station under cover, so as to handle goods in bad weather without damage. We wish to thank the Street Com- missioner for cleaning cross walks on Sanford street last week. E. P. Monroe. See Activities in Michigan Cities. Written for the Tradesman. St. Joseph has plans for building a large convention hall. Marquette prison officials, in be- half of the State, have bought 200 acres located five miles South of the prison, which gives this institution a farm of 440 acres there. It will be being sent out. to you personally. order to economize time. ance departments. than ever before. we hear from you? Retail Grocers and General Merchants Association of Michigan OFFICE OF THE SECRETARY Cadillac, May 29.—This is a circular letter, just one of many It contains information of dollar and cents value For this reason we ask that you look on it as individual which it really is—only written in circular form in We are organizing a Mutual Fire Insurance Department, hoping that the saving in premiums will be from 25 per cent. to 45 per cent. of your present premiums. saved in some of the other states where the associations had insur- We are establishing credit rating systems, whereby you may get information about a party applying for credit before you open an account with him and in this way avoid the possibility of get- ting slow pay and bad accounts. We are devising means of keeping trade at home which now goes to mail order and soap club houses. This is not only a very important matter to you, personally, but it is of vital importance to the entire people of your community. We are giving information which enables you to tell at any time the exact percentage of profit you are making on your sales. This is very necessary at the present time, owing to the great rap- idity with which prices are changing, so that the price you are selling at in the morning may not be adequate in the evening. Most lines of business is carried on under a co-operative plan as to price and distribution and in order that we may meet the con- ditions it seems necessary that the retailers co-operate more closely For this reason, we are anxious to get in com- munication with every retailer in the State of Michigan. This amount has been May J. M. Bothwell, Secretary. portion of their trains. If they re- organize any more, there will be no trains. : The Bishop Furniture Co. will move from its present location to the Hopper- stead block, on Pine street, in the near future. John Sharpe and Herman Anderson have both sold their fords, claiming they can travel by rail and livery cheaper than drive a car. A. W. Stevenson has a new ford and we predict he will have success, both in running it and also in his campaign for Grand Sentinel at the Bay City con- vention. : We are pleased to announce that Vick Tanis, Reeman merchant, is recovering from his recent attack of pneumonia. Extensive remodeling of store fronts on Western avenue are in progress. We beg to enquire why the G. R. & T, does not turn all of its Muskegon- Grand Rapids passenger service over to the interurban on a platter, as it has cleared by the prisoners and utilized in producing crops and for poultry and livestock. Jackson finds that lead pipe has ad- vanced from $4.50 to $11.45 per 100 pounds in the past two years, also that labor receives an additional 50 cents per day, which is quite a factor in the cost of making water con- nections these days. Creditors of the Michigan Buggy Co., Kalamazoo, will receive the sixth and final dividend June 7, which brings the payments to 23 cents on the dol- lar. This is 3 per cent. more than was estimated when the trustee took over the assets three years ago. The new creamery at Evart, back- ed by local capital, is now incorpor- ated with $40,000 capital and will con- dense and powder milk as well as 39 manufacture butter and other dairy products. A beautiful monument with bronze statue of the late Charles W. Post was unveiled Sunday in Monument park, Battle Creek. It was erected by citizens at a cost of $10,000. Vermontville has re-organized its fire department and will hold fire drills. Woodbury Post, G. A. R., has pre- sented to the city of Adrian a hand- some drinking fountain, located at Maumee and Broad streets. Formal transfer has been made of the rest building in Wenonah park, Bay City, from Mrs. J. Frank Eddy to the city. It is a beautiful building finished in marble and is presented by Mrs, Eddy in memory of her hus- band. Belding suffers from the freight embargo and it is stated the Richard- son Silk Co. will send its freight to Greenville for shipment over another line. The Copper Range railway will build a freight and passenger station at McKeever, the Southern terminus of the line and the junction point with the St. Paul road. Contracts have been let for a $20,- 000 Carnegie library at Boyne City. Almond Griffen. USED AUTOS —My Specialty. Largest Stock— Runabouts $65—$350 Touring Cars $150 and up What have you to trade? Easy terms. Dwight’s Used Auto Ex. 230 Ionia, N.W. The Goods! Net Prices! When you receive “OUR DRUMMER” catalogue regularly you always have dependable answers to these two important questions: What is the lowest net price at which I can buy goods? Where can | get the goods? Items listed in this catalogue have the goods behind them. The prices are net and are guaranteed for the time the catalogue is in force. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas MICHIGAN TRADESMAN May 30, 1917 SEHE tate —_ AST ee Q TNT Ut AACA JMMERCIAL TRAVELER UVP eco l ANZ Pickings Picked Up in the Windy City. Chicago, May 28—One of the most popular shows which ever visited Chi- cago was held at the Coliseum last week, known as the Musical Shows. They exhibited talent on every known mus- lical instrument, as well as having a chorus of three thousand voices. This was the first of its kind ever held in Chicago and it was so popular that it will be held annually from now on. Chicago has just washed its hands of the Marjory Delbridge case by turning this young girl over to her relatives in Tennessee. This is the case of “Mam- my” Jackson, who kidnaped this little girl, taking her to Detroit some time ago, causing the entire legal talent of Cook county considerable trouble to bring her back. One of the latest departments in- augurated by the Chicago Tribune is that known as “Beg your Pardon.” This department of the paper will be used each day, if. necessary, for a retraction, when they have in a previous issue mis- quoted any matter whatsoever. Chicago is still blessed with bank fail- ures, two more closing their doors last week—the Morgan Park and _ the Auburn State Bank. It is reported that they were heavily interested in the Drexel Automobile Company, as well as the Mechanical Piano Co. of Sagi- naw. The president of these banks, who is one and the same man, is en- joying his liberty under a heavy bond. Chicago’s School Board was brought forcibly to the attention of the public last week by the statements of Jacob M. Loeb. This was caused through constant misunderstandings with the city administration. It seems that Mayor William Hale Thompson is stepping from the frying pan into the fire at all times. One of the new rulings of the Gov- ernment which went into effect last week was putting the “loop” in the re- stricted district. where no alien enemy must reside within a half a mile of it or approach without proper credentials from the U. S. Marshal under penalty of arrest and detention. One of the most deplorable condi- tions coming to the attention of the Health Department of recent date is that of a dairyman of the South Side. This man was keeping six head of cat- tle in a barn basement sealed up by building paper, where the animals re- ceived no air or care. The place was condemned by the Department, the cat- tle ordered examined and the owner prohibited from selling the milk. One of Chicago’s business visitors last week was Fred J. Michels, sales manager of the Cutting Lubricant De- partment of the Franklin Oil & Gas Co. of Bedford, Ohio. Mr. Michels is a former Detroit boy, where most of his relatives reside at this time. He is now making his home in Cleveland. The engineers of the Board of Local Improvement in the city have agreed on a plan for the extension of Ogden avenue from Union Park to Lincoln Park. The new avenue, which is to be carved out of territory now occupied chiefly by industrial plants and small residences, will run diagonally across the near Northwest and North side of _the city. When this new avenue is com- pleted. people living on the West side will have a quick and easy route to and from Lincoln Park and the Lake, with- out the present necessity of coming all the way down town to the Loop and transferring North to Lincoln Park, Another new venture in Chicago last week was that of the Yiddish Theater Co., known as the Yiddish Musical Comedy. The entertainment was held at the Strand theater. Everything was in Yiddish. Chicago is getting ready to honor her civil war dead. It is reported there will be no public parade, but the members of the G. A. R. have been delegated to visit the different cemeteries through- out the county. The Red Cross is having a wonderful success in new members, running now something like 300,000. One of the latest additions to this order was that of 400 Chicago policemen joining in a body. This applies to almost every firm, fraternal order and club in the city of Chicago, and it is predicted that the Red Cross in Chicago will lead the country in members. Frank J. Rost, Secretary of the C. W. Marks Shoe Co., has purchased from Josephine Werveke about seven acres just west of the drainage canal, front- ing east on Asbury avenue and north on Isabella street, which is the northern limit of Evanston, for a price said to have been between $40,000 and $50;000. The property comprises part of the old Evanston Golf Club grounds, and upon the removal of the club to its new site it will be subdivided into about forty lots for residence improvement. The forest preserve district continues to add steadily to its already large holdings in the outlying townships of the county. Recent purchases involve a total of 311.44 acres, costing a total of $62,108. The Hygienic Ice Company has pur- chased a tract of more than 23,000 square feet of land, southeast corner Blackstone avenue and Seventy-second place, bisected diagonally by the Balti- more & Ohio Railroad, and will erect an artificial ice plant to cost about $25,- 000. F. J. Rodgers of McKey & Poague negotiated the transaction. The Post Graduate Medical School contemplates the construction of an ad- dition to its present school and hospital building and nurses’ home which will cost more than $125,000. The school has bought from Margaret Verhoeven 50x 105 feet east front on Dearborn street, 100 feet south of Twenty-fourth street, which, together with the 50 feet adjoining on the north, is to be used for a six-story addition to the school and hospital, to cost in excess of $100,- 000 and a two or three-story addition to the nurses’ home to cost approximate- ly $25,000. It is reported that the meat packers of this city are to enlarge their cattle and leather business in South America through the International Products Co., which has been organized with a capital of $5,000,000, J. Ogden Armour being in the lead and New York capitalists connected with the New York City Bank to be associated. The new company, it is stated, has bought the properties of the New York and Paraguay Quebracho Company. A packing plant is to be con- structed at Asuncian, Paraguay. Charles W. Reattoir. The best jokes told about a man are those he never heard. ANNOUNCEMENT New Kaiserhof henceforth to be known as Hotel Atlantic Clark, near Jackson Boulevard CHICAGO We will continue to serve our patrons as carefully and conscien- tiously as we have in the past. CARL C. ROESSLER MAX L. TEICH 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 Five Stories Completed April, 1917 HOTEL BROWNING GRAND RAPIDS NEWEST Fire Proof. At Sheldon and Oakes. Every Room with Bath. Our Best Rooms $2.50, others $2 and $1.50. Cafeteria - Cafe - Garage LIVINGSTON HOTEL AND CAFE Cor. Fulton and Division Grand Rapids It’s a good place to stay and a good place to eat. You have service when you want it, If you will try us out once we'll make things so comfortable for you that you'll come again soon. \ NN Chicago Boats Tues. - Thurs. - Sun. Night 7:30 P. M. VIA Muskegon Interurban and Goodrich Line The All Year Route FARE $2 75 Grand Rapids Station 162 N. Ottawa Ave. City Ticket Office 127 Pearl St., N. W. ing Man—Help Him Don't kick a man because he is drunk. Help him. Surely every man is worth saving. Drop us a line and let us tell you how we can aid him. Ad- dress The Keeley Institute, 733-35 Ottawa Ave., N. W.. Grand Rapids,Mich, OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mer. Muskegon t-! Michigan U , > ~~ = we '. MERTENS Ta ese PROOF Meir One half block Last aaa =f the Union Station | | SL cranp rapios nic CODY HOTEL IN THE HEART OF THE CITY Division and Fulton 1 $1.00 without bath TES | os ce ins wis badd: CODY CAFETERIA IN CONNECTION Don’t Despise the Drink- ¢ ae > May 30, 1917 MICHIGAN TRADESMAN 41 Vital Problems Which Face the Retailer In view of the changes in business conditions which have occurred during the last few weeks, and which are bound to re- occur in the months to come, we ate having many qucstions asked us each day regarding the situation, and the duty that re- tail merchants and the jobber owe to their business and the com- munities in which they operate. In an effort to answer these questions and be as helpful as we may, we offer the following suggestions which seem to be in line with the questions which have been most often asked by retailers: Shall a retailer follow the advances on the market promptly or not? Absolutely “Yes,” in all instances. It appears very clearly to us that each retailer must advance in price the different items in his store as soon as he knows the market has advanced, even though he may have on hand goods bought at the old prices. We know that there must come a period of re-adjustment. Prices will return again to a lower level, and at that time, we shall be obliged to reduce our prices promptly to hold our trade. In this connection, we want to urge that any seeming extra profits made in this way shall be treated as a trust fund and conserved to off-set the losses which are inevitable when the turn in the market comes.. It would appear that this ought to result in putting most merchants on a discount basis, and this is much better judgment than to use these funds for unnecessary expendi- tures at this time. Incidently. these extra profits might be in- vested in Liberty Bonds and thereby serve two purposes. It is the duty of merchants to do their utmost to have busi- ness continue in a normal way. Any man who advocates curtail- ment of business or the general stopping of buying is helping to produce a feeling of unrest, with the consequent harm to bust- ness. Business should go on as usual and continue to be profit- able, if properly conducted: In this connection, however, there is in this country an opportunity for the saving of a large amount of waste which has been going on for a long time. The need now is to stop the waste. This applies to food, money and energy. We must conserve all of these in a practical way to help supply the money, food and men necessary to win the war. | In this connection, we believe a campaign of education on the part of the retailer may induce the consumer to be more careful about asking for unnecessary deliveries. Some cities have tried the collective delivery system, whereby a transfer company has been given a contract to do their delivering by all the re- tailers, and has proven quite successful. This avoids duplication of equipment and energy and effects a real saving. WoRDEN The demand for money with which.to carry on the war can be met, to a considerable part, by employing the least possible money in our different businesses. In other words, let us turn our capital more often, and thereby release capital for war pur- poses. Let us carry as small stocks as we can to properly care for our trade, and let us collect our bills more promptly, and adopt a more strenuous policy regarding the settlement of accounts in full at stated periods. Let us become better mer- chants by collecting our accounts more promptly, and assist the consumer by causing him to appreciate the value of credits when properly used. What can the retailer do to help the Government in this crisis? One of the things that the Government will need in large quantities is tin. You will understand better than the consumer how much tin has been used unnecessarily in the past, and you can explain the conditions to the consumer with little effort. Let us explain to the consumer that pork and beans are no longer packed because dry beans will keep until needed and thereby save tin for other purposes. Let us take into consideration coffee. Coffee, if supplied by roasters near at hand, will keep in an entirely satisfactory manner for a reasonable length of time, and this will save tin for other purposes. Another thing we can do is for every one of us to bend our enetgy to induce all farmers to grow the largest crops possible, and the kind of crops that produce most food va‘ues. Also let each one of us, by working a little harder and more scientifically, release men for the army and navy; but we must remember that people who understand the food situation agree that the man who enlists voluntarily for food production—and does all he can in this regard—is helping to win this war. This is a splendid time to clean up stock. The tendency should be to conduct our business with somewhat smaller stocks than in the past, and you have this opportunity of getting out any stock that is not absolutely up-to-date, and disposing of it at a fair price. This will help the people in your community to reduce the cost of living. These things and many others will be discussed at the Mer- chants Congress at Grand Rapids, June 5, 6 and 7 for the purpose of making us all better merchants. We sincerely hope that you will come and join in the discussions and help to promote better merchandising methods in Western Michigan. Let us be patient, thoughtful, industrious, economical in a broad sense; avoid nervousness or the doing of anything which will disturb the normal condition of this great country. GUY W. ROUSE. ROCER COMPANY GRAND RAPIDS---KALAMAZOO THE PROMPT SHIPPERS May 30, 1917 g el € AS Z >= s 2 = y e =7 Za me - 3 = = - ety = : Se R (CUS MO) ye 1 a 3 GS “> DRUGGISTS.SUND ay ie i ; DYAar Uae QR) Nivy Ss _ ZI) a — a ei ry FE Ca ZZ iit fot Michigan Board of Pharmacy. President—E. T. Boden, Bay City. Secretary—Charles S. Koon, Muskegon. Treasurer—George E. Snyder, Detroit. Other Members—Leonard A. Seltzer, Detroit; Herbert H. Hoffman, Sandusky. Next Examination Session—Chemistry 3uilding, University of Michigan, Ann Arbor, June 19, 20, zi. 1917. Pharmaceutical : ciation. President—C. H. Jongejan, Grand Rap- ids. Secretary—F. J. Wheaton, Jackson. Michigan State Asso- Treasurer—John G. Steketee, Grand Rapids. Next Annual Meeting—Grand Rapids, June 19, 20 and 21, 1917. Michigan Pharmaceutical Travelers’ As- sociation. Acting President—Butler Treat, Detroit. Secretary and Treasurer—Walter Ss. Lawton, Grand Rapids. What to Do with the Objectionable Customer. Anyone occupying the position of salesman is often confronted with the above question. And if you are be- hind the counter you often hear some of the “That fellow is more bother than he is worth, I wish following: he would stay out of here!” “Don’t waste your time with that girl!” “Keep your eye on that woman!” “Get that gang out of here as quick- ly as possible!” and a number of oth- er expressions that signifies that the customer in mind is not welcome. They may be foreigners, beggars. bargain hunters, dead beats, or thieves; but to the busy storekeeper all arraigned under the head of ob- jectionable customers. The theaters have a way of handling them, hy refusing to sell them tickets. The hotel clerk informs them. more or less politely, usually less, that the are all taken. The saloon keeper grabs them by the the neck” and uncere- moniously plants them outside. But the druggist: He has neither tickets to sell, nor rooms to rent: al- though he may be called upon to hand rooms “nap of out some aromatic spirits of ammonia. or stir up a bromo for some belated knight. And yet, he has his full share of them and the question is what to do with them. In the first place. we are all in the business for the money there is to be votten out of it, whether. we assume the position of professional men or simply call ourselves mere tradesmen: and this being the case the proposi- tion is to see if it is possible to trans- form the obiectionable customer into a remunerative one. Tramps, rowdies, thieves, or flim- flammers, the sooner rid of the bet- ter, and if they see you step to the ‘phone will usually be some distance down the street before central can connect you with the police station. locations, are especially in the heard of one man Beggars, in quite a nuisance, poorer quarters. | some whose store was situated where there was a large transient trade and along with it drifted in quite a number of them, he made a practice of giving ach one a cent. The professionals never came back and the truly poor were not offended. Although the average storekeeper will not bother with them, usually cutting them off short. And yet there is always the question if you are not giving a wrong impression to customers who happen to be in the store at the time, and if a little diplomacy is not bet- ter. Foreigners: One druggist noticing that his best customers were leaving on account of the women who would bring their children and swarm all over the soda tables, by paying spe- cial attention to the better trade. see- ing that they had good tables, that the chairs were clean, the glasses bright and shining, prevented a stam- pede. And the foreign women. al- though receiving just as good serv- ice when he around to them, soon drifted back to the little store around the corner that was elad of their trade. got Another case was of a store where Italians were fast crowding out the Americans. The proprietor realizing that in time it would be all Italian, and their cash trade, rather than to change for an uncertainty, bought a number of Italian books and posted himself in their language. Phen the slow customer, the deliberating customer, the vacil- lating customer; takes a long time to make up his mind, wants to see all the different styles and kinds. And. as the young boy says, “wants to sleep on them a while.” If he is a physician take him back where the goods are and let him decide at his leisure. If a retail customer set the goods out while you wait on some one else. Some time in the near fu- ture they will eventually wake up, and perhaps make a purchase without taking much of your time. feeling assured of there is Then there is the crank, the whim- sical, or particular man that wants what he wants, how he wants it: He is particular about the size of the bot- tle, about how it is mixed, the label is adjusted. The only way to do with him is to cater to his whim and charge him a fair price for your trouble. It will often sur- prise you how willing he is to pay for the favor. Although, sometimes, he may feel as though you were over- charging him: in that case he will not trouble you again. or how I call to mind one poor fellow with a cancer in the side of his face, the War in Itself Does Not Cause — Business Depression OUR COUNTRY prosperous can pay our war costs, as they come, and have enough left over to aid our allies. Our country unprosperous, with business halting, money hoarded, through fear or false economy, will be hard pressed to keep food on the table and clothing on the back. Keep Business Going is a patriotic slogan. Keep money in circulation. Keep employment for everybody. Keep wages good. Keep on making money that we may have money to spend for war sacrifices. IN A WORD: THE NATURAL SANE LIFE OF THE COUNTRY MUST PROCEED AS THOUGH WE WERE NOT AT WAR IN ORDER THAT WE MAY HAVE THE NECESSARY PROSPERITY TO: PROMOTE THE WAR TO A QUICK AND SUCCESSFUL CON- CLUSION. Wall Paper Window Paints Shades HEYSTEK & CANFIELD CO. GRAND RAPIDS, MICH. Seasonable Goods White Lead, Mixed Paints, Colors in Oil, Paris Green, Lime & Sulphur Solution, Arsenate of Lead, Bug Finishes, Linseed Oil, Turpentine. Soda Fountains, Store Fixtures. Rock Candy Syrup, Fruit Juices, Crushed Fruits, and all Extracts, Flavors, etc., used in soda fountain work. Electric Mixers, Glasses, Carbonators, Tables, Chairs, Stools, and all appurtenances used in con- nection with the sale of soda water and in ice cream parlors. Hazeltine & Perkins Drug Co. Wholesale Druggists Grand Rapids, Michigan * ~ t a * ’ , « n ~ > > ~ ~ © > a * >» ~ r *. x ’ , alii ~ © - . . * * . ~ . | + May 30, 1917 MICHIGAN TRADESMAN 43 odor of which was so repulsive that still it is often better to put up with WHOLESALE DRUG PRICE CURRENT whenever he came into the store we him rather than to antagonize his had to air out the place. Finding tongue. George Garrie King. Prices quoted are nominal, based on market the day of issue that the only things he purchased was i ae oi Acids @ubebs .... 1. 6 50@6 75 Capsicum ....... @1 20 absorbent cotton and hydrogen _per- Straw Hat Cleaner. Boric (Powd.) 17@ 25 ee pieces: 1 ot 35 a Er eh @1 50 is oh ° ce pe . os quca MS ..... cardamon, omp. 5 oxide, we would hurry to the door The following formula is the best nt ev agapan ie ae rs Hoo. pure 150@1 75 Catechu ........ " a % with them, thus relieving him of his ‘that we have come across and is, with Gitrie ............ 86@ 90 Juniper Berries 20 n0@2e 20 Cinchona ........ @1 65 3 a ; he. he a Muristic ©... 2... 3@ 5 Juniper Wood .. 27 5@3 GG Colchicum ...... @1 05 embarrassing position, at the same the exception of the tartaric acid, a maa. Sige ig «bard, extra .... 1 90@2 00 Cubebe .......... @1 45 time of the annoyance to the custom- cheap combination: Oxalic .........-. oe i ae ne. § 50@5 78 Gone Pee) g 30 er. Sodium! bisulphite |...) 2: 5 ozs Ee er 9691 00 Lavender, Gar’n 1 25@1 40 Ginger Peas @1 20 There is still another kind of ol Tartaric acid 1 02 decanting va haa 1 bl oe ry Gusias ‘Ammon. Gi on ewWics < . SLIT | ¢ 9D- Cee Cae ee ; is i sinseed, boiled bbl. @1 34 Guaiac, Ammon. @1 00 oe ney Bee ae Coe ROGAN oe Y OZ. Water, 26 deg. .. 8%@ 15 Linseed, bld less 1 49@1 54 Iodine .......... @2 10 jectionables, and that is, the bargain Mee the ie sad dicte ok he Water, 18 deg. 52@ 9 Linseed, raw, bbl. @1 33 Iodine, Colorless @2 10 hunters; and if ever I have felt in- Mix thorougniy amd dispense im (he Water, 14 deg. .. 4%4@ 8 Linseed, rw, less 1 48@1 54 Ipecac .......... @ 7% clined to take out, in addition to the Usual package. For use as a cleaner Giodae oe 25 $ 35 jeuetaee oa on $2 28 ing ay <2 as ’ ¢ : fi ce) ERUORIGS oc ccncine ° i. MMM oy alos @ other varieties, a bartender’s license and bleach make into a paste with a Cities Neatsfoot ...... 1 s0@1 a Myrrh Seana ae a @1 10 sree a ce Ee : ‘ater and applv to the straw ; Olive, pure .... 2 50@4 0 Nux Vomica .... @ 95 it 1S W ge I see them coming into the pk a and apply to the s oes ead , et a os Sean 4 doce 4A oom esas @5 50 store. There are those who will buy Was Fir (Oreg o Veo aescs ? aoe plum, Camph. @1 05 ’ gon) 4u@ 50 Olive, Malaga, Opium, Deodorz’d ae : —— o-oo say momar fp ’ 0@2 15 ‘ @ if they see a bargain, and those who o : ORU oo. ec e ss 5 25@5 50 SECGCw 6.2. ce 200@2 15 Rhubarb ........ =" = . 7 a et : Wise is the chap who catches on at Tolu ............. 75@1 00 Orange, Sweet ..4 00@4 20 will not. The first, try and find out tl ti aid les ao at 4h 2 Origanum, pure @2 50 Paint Aq ) Bg S BO ¢ . i : Y’ @ 7 ee what they want, show them what you acl ie polski aban : @ascic ae Origanum, com’! @ i a : psychological moment. assia (ordinary) 25@ 80 pennyroyal .... 2 259250 Lead, red dry ..12%@12% have and if there are other customers 2 2 sic (Saigon) 90@100 peppermint .... 3 25@3 59 Lead, white dry 12. @12ts ——_—_++ +. ; 02 OM uke S 372 waiting, excuse yourself and attend ae , : S es lg a: 30@ 35 Rose, pure .. 26 00@28 00 Lead, white oil 12 @12% 1 a k TI ' : Le ) How it tickles a man’s vanity when Sean oa byl ry @ 30 Rosemary Flows 1 50@1 73 Ochre, yellow bbl. @ 1% is ors. ~ 1c “ ; i - * 7 Oc re ? sq § . uae a a ue second, is only he is asked to settle a disputed point! SUG) 6a ee ccs 23@ 25 Soueaieeoe - 16 50@16 75 Haat oy ee 2 aan e “ c os : ae re ty i one ea een ae ey See ee ots ee cea Scie ee Ree he oer cane meg Rc Mee wrelie gale «66 e pe Oe NOE never ecuae 3a 5 killing time, Ma canal time; he has none Berri Sassafras, true 150@175 ed Venet’n bbl. 14@ 4 of his own to kill; he may be con- Cubeb = me 00@1 10 Sassafras, —. ae 00 var mo mae 3 cubeb ......... G Spearmint ..... 9 ®t erm . . 25¢ verted into a gold mine, and the man It’s Pure. That’sSure Fish .......... a@ 3 aon 1 15@1 25 White. tn = si who converts him will not only re- pee ee TAG © Tangy .....--.. 3 50@8 75 Whiting .....1/." 34u@ 6 oF ; ) nee ee EO Gee, Ue ....... 30@ 40 L. H. P. Prepd. 2 00@2 10 ceive the thanks of the drug trade, . Extracts Turpentine, bbls @ 52 but ee at ace Piper Ice Cream Co. Licorice 2 9@ 52 Turpentine, less 60@_ 65 Miscellaneous ut a hearty applause from the rest @ “1 : : ‘Licorice powdered 85@ 90 Wintergreen, tr. 5 50@5 75 Acetanalid ....... 60@ 70 of the retail stores. If you can pass Kalamazoo, Mich. Wintergreen, BEE as .. Alan 9@ 2 a ay : oe Fi Qivem ........ 455 0 CON esaee this fellow along, well and good; and i ower a3 op Wintergreen art. 1 25@1 50 \lum, powdered and Cnamomile (Ger.) 75@1 09 Wormseed ..... 5 50@6 75 BFOUNG ...,.... 1i@ 15 Chamomile Rom. 2 00@2 20 Wormwood .... i 00@4 25) Rismuth, Subni- ee ae Gicia Botacciuni ‘ i trate “7 sence 3 60@3 70 oe Acacia, ist ...... @ Go Bicarbonate -... 1 90@2 00 forax xtal or Acacia, 2nd ..... @ 55 Eee oe: ; yee fe powdered ....., 10@ 15 Acacia, Sorts 27T@ 30 FOMIGE ----+--- bg Cantharades 2 00@6 Al th S Acacia, powuered 40m ov Carbonate ..... 1 60@1 75 a er aa sh a “— - ways e ame Aloca tach. Pow) aée@ 40 powdered cegee* 60@ 65 a ome a iea au ee 2 tee 2 60 Aloes (Cape Pow) 2 25 Yhiorate, sr Pe te APSIGUI oc 6 6... @ 3d Aloes (soe. oy “ 50 coer xtal or 75@ 80 Carmine .2.42.., 6 50@7 00 Asafoetida seis @1 75 ah act @l §9 Cassia Buds ..... @ 40 or ears Asafoetida, l’owd. oa ee 3 50@3 Go. Cloves ... ........ 35@ 40 ea sereeeseees © @2 00 Permanaganate ... @5 25 Chalk Prepared 6@ 8k ‘AMPhOr .. 6... 104@1 07 rissiate, yellow @1 60 Chalk Precipitated ae 1 Guaiac occ cecceces 49@ 9U prussiate, red @oso Chloroform ...... @ 87 And We Won't Sain powdered @ 60 Sulphate ee @ 90 Coe Hiydrate 1 sw2 12 OF eee aoe @ 7 OGAInNe ........ 3 09 3d Ch : ane : moun powdered .. 15@ 80 Roots Cocoa Butter ‘ ve 70 ea = s lr WOE oo. uc.... @ 40) an: 2 w2 10 Corks, list, less 60% ange the Quality for a Myrrh, powdered @_ bv toe ee aap 2a Copperas, bbis, a @ 32 Another 21 DORNBOS’ CIGARS Gea cy 2 eG 2 alana ....---- 5008 50 Copperas, less .. 2g 7 “ONE WAY TO HAVANA” Opium, Eran. 35 Hoss 29 Elecampane, pwd. 15@ 20 CODPSSive Sublm. 2302 40 » §ran. o Woo & x << 7d. 30¢ 35 a8 < <2 @a 40 Shellac arts acs 75@ 80 Ginger african _ Cream Tartar ... 58@ 65 e Shellac, Bleached 90@ 95 powdered a 20@ 2h Cuttlehone ...... ree 60 Except to Make Our Cigars Better. | trsgsceni (02003 0 ftger amaica’ dog a5 Bestrine oo Siew fragacanth powde1 250 Ginger. poe : Joyer’s Powder 3 75@4 00 Lurpentine ...... 0@ 1 powdered ...... 22@ 30 Hmery, all Nos. o@ So Our Insecticides Goldenseal pow. 8 was 20 ecu eatin nok — % j 3 25@3 50 , . : ; 5 | Aponte --ss.-- 28@ ap fpeeac, powd. 5 GSB) Ehsom Salts less” 6g 66 3 Blue Vitriol, bbl... @ 12 Licorice, powd. 30@ 40 Ergot .......... 1 25@1 50 ornbos “Single Binde Bi Vie to is beep daitla doy ae arn jini # gl Bordeaux Mix Dry 15@ 20 4 20a Klake White ---. 16@ 20 Poke, powdered 20@ 26 a0 Hellebore, White Rhubarb 5@1 00 Formaldehyle Ib. 19@ 27 : : : : ae | powdered ....... 38@ 45 See pocn cae Gelatme ...5... 1 40@1 60 from now until further notice, will be a little smaller | Insect Powder 12.2400 60 Rhubarb, powd. | 18Q1 25 Giesware, dull os. 66% on * Lead, Arsenate 14@ 30 ill: di Glassware, less 60% not much—and you and your customers might not Sen and Sunpecs Sarsaperilia, Hond. | gq Glauber Salts, DDL” @ 1% notice it—but we are cutting the higher cost of tobacco off colosion, gat -. 18@ 35 saresparila Mexican. aon ae : : z Paris Green 314% @581 ee (osc se | 35@ 40 Give, Brown ..... 25@ 35 the end of the Single Binder and not out of its heart. eek Se ics: ue @ s a wa ee i . 30@ 2 Piper Ice Cream Co., Squille, powdered 90 Glue, White Grd. 30@ 35 Kalamazoo eomeste pale 4 ™ o1 <0 Glycerine 70@ 81 A t ; ‘ Valerian, pow CGPEIG 2 oo sacs < eu W > Bulk Vanilla: 2.2... 80 FIOUS 5655 ote ccee 454 60 OUR GUARAN | EE ieee Special Flavored 90 Seeds 35@ 40 Mndgizo -.... 4... o gplek, lam: ............ 20 AmiSe .......--s«« 5 Fodine . 20.00... 4 50@4 60 E will give a written Guarantee that every Ibgiclk, Wancy 2.1.2.2... 30 a 7 sau aes “ “ iin aa 5 age as “Dornbos Single Binder” Cigar is made with ee Ce sae eo. hare af a ieee ee eee | 6 Buchu. .....:... 2 7h@l sb Caraway ....-.-.. Mace ©... 1.0). 2... 5@ but one binder blended with Havana and Seed See ae ee Se aa wy ee ce powers .. at : a ih | i a yp Celery rd. 0 0 SHChOl . 6.645. 94 5 | Filler. Quality and workmanship of the Highest | Sage, %s loose .. 72@ 78 Coriander ........ 30@ 35 Morphine 13 00@13 65 | i A | Sage, powdered .. 55@ 60 Dill .............. 25@ 30 Nux Vomica .... 22%@ 30 I Possible Standard. Absolutely Sanitary. | Senna, Alex ..... 70@ 15 ‘Fennell .......... @ 85 Nux Vomica, pow. @ 20 1 Senna, Tinn. « 40@) 45 Wias 2... ... 2... 84%2@ 13 Pepper, .black pow. 35@ 40 | Senna, Tinn. pow. so 55 Flax, ground .... 8%@ 13 pepper, white ..... @ 40 Wee aieaccenn tick os Uva Ursi ........ 18@ 20 secnearee™ pow. a _ pone Burgundy .. @ 15 | EMP .--eereeeces ge 2 MARSIO. «26 isc... 12@ 15 Olls Lobelia ......-.-- 0G 30 Gitiine .......... 90@1 00 | D rnbos ualit and Service Almonds, Bitter, Mustard, yellow .. 19@ 25 Rochelle Salts .... 46@ 50 | O y BUG) cou. 4.. 15 00@16 00 Mustard, black 19@ 25 Saccharine, oz. .... @2 50 | : Almonds, Bitter, Mustard, powd. 22@ 30 Salt Peter ...... 8@ 50 | Our 5 Cent Leaders Our 10 Cent Winners artificial ..... 7 00@7 20 Poppy .........----- @100 Seidlitz Mixture ..40@ 45 —— Almonds, Sweet, ay ae _@125 Soap, green ...... 0@ 25 | DORNBOS’ SINGLE BINDER DORNBOS’ BISMARCK Sete 5.5... 125@1 60 Ra paeetn set: ae a Soap mott castile 221%4@ 25 | DORNBOS’ PERFECTOS ALLAN D. GRANT i Almonds, Sweet, Sabad ee aacae Soap, white castile | imitation ...... 65@ 75 Sabadilla, powd. .. 35@ 45 enna 2 @12 00 | ALLAN D. | | Amber, crude : : ae? . oT paesass ‘; is Soap. white castile | ee . . i Amber, rectifie Worm American ‘ less, per bar .... @1 3 7 Watch the Tradesman for an announcement which we will So fa 2 00@2 25 Worm Levant .. 100@110 soda Ash ........ 4%@ 10 | | make soon. I sergamont 8 00@8 25 Soda Bicarbonate 2%@ 6 | i Cafenat ........ 1 35@1 60 Tinctures Soda, Sal ........ 5 | IT WILL MEAN $ $ $ FOR YOU | Cassia oo os cck 2 753@3 00 Aconite ......... @ 95 Spirits Camphor .. @ 75 | @astor | ...22... 2 70@2 80 Aloes ........... @ 75 Sulphur, roll 3%@ 8 | Cedar Leaf t 2g@) 40 «Arnica .......... @1 65 Sulphur Subl. 3%™@ 8 PETER DORNBOS 16-18 Fulton Street, West Citronella ....... 90@1 20 Asafoetida @1 35 Tamarinds «-..... 15@ 20 | Cloves 2.6. 6 c.8. 2 75@3 00 Belladonna ?165 Tartar Emetic .... @ 85 }/ CIGAR MANUFACTURER GRAND RAPIDS, MICH. Cocoanut ........ 40@ 50 Benzoin .......- @110 Turpentine Ven. 50@4 50 | Cod Liver ...... 4 75@5 00 Benzoin Compo’d @160 Vanilla Ex. pure 1 00@1 50 a Cotton Seed .... 165@1 75 Buchu .......... 160 Witch Hazel .... 80@1 25 Geotonm ..ccccces 1 50@1 80 Cantharadies ... 8 00 Zinc Suiphate .... 10@ 15 far AD ENS AR NN A RN NRL ERNIE

Gianiaet 7... 1 20 Candics ....-....--.-.- 1 BLUING lobster Canned Goods ...... 1, 2 Jennings’ Mb oe . 190 Catsup ..---eeeeeeee e Condensed Pearl Bluing MD, eae ees secs 3 10 Cheese .....-..++++++> # Small, 3 doz. box .... 185 Pienic Fiat .......... 3 iD Chewing Gum ........ 3 Large, 2 doz. box .... 2 40 abincicaanst Chocolate ......-+++-- 3 F s : 12 olger’s Mustard, 1 Ib. ....... 1 80 aero a > Summer Sky, 6 0z., Mustard, 2 Ib. ....... 2 80 Clothes Lines ....--- 3 per doz. 2.60.01... 45 Soused, 1% Ib. ...... 1 60 fee eer reer » Summer Sky, 12 0z., Seused, 2 th. :.......- 2 75 3 eoniga ener pee ee 2 R Tomntw, 1 th ......4: 1 50 fuabactiebs .......-.- 4 BREAKFAST Foops = 7°mto 2 . sreiee _— Cream Tartar ......- 2 Bear Food, Pettijohns 3 50 Buttons ys neon @30 D Cracked Wheat, 24-2 ..4 50 Ca ees ‘ ‘ae Drakis 5 Geom of Wat. 9s SU ei rieG FrultS ...--«+e. reas of Rye, 24-2 .. otels, Bib sie e oie be we ‘a F Quaker Puffed Rice .. 4 30 Oysters Farinaceous Goods 5 Quaker Puffed Wheat 4 30 Cove, 1 Ib. ....--.- D1 20 Fishing Tackle ...... 5 Quaker Brkfst Biscuit 190 Cove, 2 Ib. .......-. @1 80 Flavoring Extracts 5 Quaker Corn Flakes .. 2 60 Piums Flour and Feed ......- 6 Washington Crisps .. 230 Plums .......... 1 50@2 00 Frnlt Jars ......-.--- © Wheatena ...........- 10 Pears In Syrup G Evapor’ed Sugar Corn No. 3 can, per dz. 2 £0@3 00 Gtntine 6 are pert oes oe 2 85 Peas Grain Bags ......---- s Holland Rusk ag ve ae 3 80 ee ee Le : met . H Krinkle Corn Flakes ..2 60 Early June siftd 1 60@1 75 Herbs .......---.----- 6 Mapl-Flake, Whole afar iiss onl Pele ..... 6 Wheat. ...- 40 4, eacnes 1 00@1 25 a wedi... S Minn. Wheat Foot .. 650 FPP .2--.---2-2- : g3 - ee ee ae 6 Ralston Wheat Food . . ‘rious cee farce G85 oo... 3 60 J Ralston Wht Food 18s 245 rated ...--.--- 1 ae. = Seay ee 6 Ross’s Whole Wheat aries ge hehe a ne 7 SISCINE «cence esr c> ul umpkin a ae - Sica Wht ed BO ee 1 10 M Shred Wheat Biscuit 4 00 G00d .........+-seeeee 1 20 Mapleine ........---- q Trincstt i ......... 180 Fancy ......+--seseeee 1 30 Meats, Canned ...... 8 Pillsbury’s Best Cer’] 250 No. 10 ...--..++---e0- 3 50 Mince Meat ......... 7 Post Toasties, T-2 ... 2 80 Raspberries MIGMEMPS Soo. c oes 7 Post Toasties, T-3 .. 285 No. 2, Black Syrup .. 1 60 Bier . eS ese ee 7 Post Tavern Porridge 2 80 No. 10, Black .......- 7 00 : No. 2, Red Preserved 2 50 N BROOMS No. 10, Red, Water .. 7 25 Lope 4 Fancy Parlor, 25 lb. .. 7 25 Salmon Parlor, 5 String, 25 ib. T 00 Warrens, 1 lb. Tall .. 240 , Standard Parlor, 23 Ib. 6 75 Warrens, 1 Ib. Flat .. 3 25 GPR Cece eke 4 Commpn. 23 1. .....- 6 25 eo Adneka 2. 2 75 P apace 23 a or 6 = Med. Red Alaska .... 2 40 arehouse, 23 Ib. .... 7 ink Alaska ......... 2 00 Anessa Peres 7 Common, Whisk ...... is ne Sardines —— 175 omestic, 4s ..---+<- 6 25 Playing Cards ........ 7 BRUSHES Domestic, %4 Mustard 6 00 Pee ccs cease 7 Scrub Domestic, % Mustard 5 50 Provisions ..........- 7 Solid Back, 8 in. .... 75 Norwegian, 4s .... 11@16 R Solid Back, 11 in .... - Porinrnes. 48 ee Pointed Ends ........ : auer Krau eR ee eee ce 8 No G: Cams... ogee 2 15 Rolled Oats ........- 8 Stove nip. 18, chk Mo: 8 ..- cee: - 90 - 4Y, eereee ees Shrimps s _ : Oe ee : = Dunbar, Is doz. ...... 1 25 Salad Dressing ...... 8 Ce an Dunbar, 1%4s doz. .... 2 40 Baleratus .....-.....- 8 Shoe Succotash a Moun ~.i3....3...- RB Woe. @ 2.5... eee 100) aegis Be Cee eek eeee ee 8, 14 NO. 7 ...cccceececeees 1 30 Gack a 0 Salt Mien oc. ee ; ~ . be pees ows ct ee i= eee MONS eee BD. BD wavevcnccscsnare Strawberrles a ; BUTTER COLOR Sinediaill ..-.se--2~>> - 2.00 ~ pete eere er err et 12 Dandelion, 25¢ size .. 200 Fancy ......-.-.--.+- : DBD .cccvccrrecescnes Tomatoes Me cece 9 CANDLES <—s 13 eee ca eee 9 Paraffine, 6S ........ 10 Ne 8 8 oo 2 20 iar 6.2... . +. ® Paritine, 126 ....---+ 11 wo 10) 7 00 RIPREDS . ooo ecco e ses eee S Wicking .....,-:.-+-+- 20 Tuna . CANNED GOODS ray - Se 9 10 Appies ae" : doz. in case A we fe +10 3 1b, Standards .. @1 00 1s, 4 doz. in case lie 00 Tobacco ......-. wan i eye @3 85 CATSUP ee etree Blackberries Snider’s % pints ...... 1 50 Vv ie... 1 75@2 00 Snider's DMN nace sn- 2 50 Winewer .....--> 725 Swiss, wane % 3 4 D CHEWING GUM Adams Black Jack .... 62 Adams Sappota ....... 70 Beeman’s Pepsin ..... 62 Beeehnut |. ss... 60 Cnsaclets ooo 1 33 Colgan Violet Chips .. 65 Colgan Mint Chips .... 65 DODUGMO oe ene aw sso 62 Doublemint ..........:. 64 Maz Sprice: .........: 62 Hershey Gum .......... 45 Solew Pruitt) 20 es. 64 Sterling Gum Pep. .. 62 Sterling 7-Point Spearmint, Wrigleys .. 64 Spearmint, 5 hox jars 3 20 Spearmint, 6 box jars 3 85 Trunk Spruce .......... 62 WACRTAN Coe a. | 62 PNG Foe ces cuca os cis 64 Smith Bros. Gum ..... 62 Wrigleys 5 box lots .. 61 Oe GAA cc 75 CHOCOLATE Walter Baker & Co. German’s Sweet ....... 24 Premium .............5 35 CAPRCAB ic oic ccc se se cee 28 Walter M. Lowney Co. Premium, %5 .......:.. 35 Premium, 8 ......... 35 CLOTHES LINE Per doz. No. 40 Twisted Cotton 1 30 No. 50 Twisted Cotton 1 70 No. 60 Twisted Cotton 2 20 No. 80 Twisted Cotton 2 40 No. 50 Braided Cotton 1 75 No. 60 Braided Cotton 2 00 No. 80 Braided Cotton 2 50 No. 50 Sash Cord .... 2 50 No. 60 Sash Cord .... 3 00 BO. 60. Sate |... 1 25 NO. To BUte soe. ws oie 1 40 No. 60 Sisal:.......... 1 30 Galvanized Wire No, 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 2 10 COCOA Bakers |... .5.6s4s.6 39 leveland): ..3.. 65. ..5 4. 41 Colonial, 448 ........-. 35 Colonial, %s ........... 33 BURDE 255s cack os see oo se 42 Hershey’s, 8S .......-- 32 Hershey’s, %8 .......-.- 30 Suvier. 25.3 S sce. eset 36 Lowney, Y%S .....-eecae 38 Downey, VS .2.....-4% 37 Lowney, WS ....-.---- 37 Lowney, 5 lb. cans 37 Van Houten, Van Houten, Van Houten, Van Houten, 1s ........ Wan-fta ....----0220% Weep 3.255. 3.s es. Wilber, %s Witber, 1468 -.......--.- 32 COCOANUT Dunham’s per Ib. ys, 5 Ib. case ........ 30 %s, 5 lb. case ........-. 29 %s, 15 Ib. case ......-.. 29 14s, 15 Ib. case ........ 28 1s, 15 lb. case ......... 27 Y%s & %s, 15 Ib. case .. 28 Scalloped Gems ....-... 10 Ys & He pails ........ 16 Bulk, pails .......... 20 Bulk, barrels ........- 18% Baker’s. Brazil Shredded 70 5e pkgs., per case 2 80 36 10c pkgs., per case 2 80 16 10c sto 33 5c pkgs., per ca 2 80 Bakers Cannes. doz. .. 95 CORE eee eneree ; ° Common ......-+-+++> 19 MAW ool cesses se 19% CHOICE . oben ce es ccccee 20 Oe eR 21 Penperry =.....------ 23 Santos Common ...........«. 20 Mem coos oss. se eee see 20% Cneiee® ....2.52.-.--5- 21 ONCY ete eee es 23 Peaberry ..........-- 23 Maracalbo SOOAT oc ol ees sen ce ss 24 (Pholee .2..2 6 ss. 25 Mexican CROs 26s... o ose oe 25 Haney... ...42.--5- 26 Guatemala Mair oo seecs ecco ee es 25 WARGY 2.0 6kioes sc: 28 Java Private Growth .... 26@30 Mandling .......... 31@35 BUKGIA 230 ose es. 3 30@32 Mocha Short Bean ........ 25@27 me a Bean ....:... 24@25 H. ee 26@28 Bogota RE ca pee recast 24 Wegee 66.5) eel 26 Exchange Market, Steady Spot Market, Strong Package New York Bastr Arbuckle 20 60 McLaughlin’s XXXX McLaughlin’s XXXX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- Laughlin & Co., Chicago Extracts Holland. % gro. bxs. 95 Felix, % gross 1 Hummel’s fotl, % gro. 85 Hummel’s tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ...... 6 20 Carnation, Baby ..... 6 10 ehe Vail oo... 55.5 5 10 tebe, Bapy..... 55... 5 00 CONFECTIONERY Stick Candy Pails Horehound « .:........ 14 StAnganae <0. 6.5. ..6.4. 14 Standard, small ...... 15 Mwyast, Small ..3.5... 15 Cases SUMO oe. 15 Jumbo, smail:..-....:.. 15% Bie Stick: 22.0.5... 3 5 Boston Sugar Stick .. 17 Mixed Candy ails Broken: yo oss ce 14 Out Boat ooo ccs. 15 Hrench Cream ....-. 15 GROCCIS joo ese o 10 Kindergarten ........ 15 MC BIOL os es ose cae 14 MONATCH 20555 s6 sees 13 NOVEM 6 50 2..566.5 5 15 Paris Creams: ... 6... 16 Premio Creams ...... 18 ROMAN os oe catss ses) 12 BCCIOAN Coco cscs cee a 12 Valley Creams ...... 16 me 1 Oe ee ceo es 11 Speciaities Pails Auto Kisses (baskets) 16 Bonnie Butter Bites .. 20 Butter Cream Corn .. 17 Caramel Bon Bons .. 16 Caramel Croquettes .. 16 Cocoanut Waffles .... 16 Coty Toy. .......-.. 17 National Mints 7 lb tin 22 Fudge, Walnut ...... 1 Fudge, Choco, Peanut 16 Fudge, White Center 16 Fudge, Cherry ..... soe a6 Fudge, Cocoanut .... 16 Honeysuckle Candy .. 18 Iced Maroons ........ 18 Iced Gems ........... 16 Iced Orange Jellies .. 14 Italian Bon Bons .... 15 Jelly Mello .......... 14 AA Licorice Drops 5 ib. Bex. ...6o. es 40 Lozenges, Pep. ...... 16 Lozenges, Pink ...... 16 MaADCHUS .....60206 002 16 Molasses Kisses, 10 i MOR oe ce 16 Nut Butter Puffs .... 16 Star Patties, Asst. .. 17 Chocolates Pails Assorted Choc. ...... 18 Amazon Caramels .. 18 Champion .......5.... 17 Climax Eclipse, Assorted .... 18 Choe. Chips, Eureka —— 1 Ideal Chocolates ...... 18 Klondike Chocolates .. 23 Naveos Go. 03. 06.5. u6.. 23 Nibble Sticks ........ 26 Nut Wawrers ...:.2... 23 Ocoro Choc Caramels 19 Peanut Clusters ...... 26 Guintette: ......c. sess 18 BCPINA 66 ose s case ones - 16 Star Chocolates ...... 17 Superior Choc. (light) 19 Pop Corn Goods Without prizes. Cracker Jack with COUPON 22.36... s 3 50 Cracker-Jack Prize .. 3 75 Hurrah, 100s ........ 3 50 Hurrah, 505 ......... 1 75 murran, 248 ........ 85 Cough Drops Boxes Putnam Menthol 1 20 Smith Bros. ......... 1 30 NUTS—Whole Ibs Almonds, Tarragona 21 Almonds, California soft shell Drake ..@20 BRAPNS oe ss esse «ss @21 MB erts oa os sak @19 Cal. No. 1 8. s. @20 Walnuts, Naples 1wKO1e% Walnuts, Grenoble Table nuts, fancy 13@14 Pecans, Large 15 Pecans, Ex. Large @17 Shelled No. 1 Spanish Shelled Peanuts. ....< 15 @151% Ex. Lg. Va. Shelled Peanuts ...... 16 @16% Pecan Halves ..... - @80 Walnut Halves .... @54 Filbert Meats ...... @42 AIMONGS ooo s os @45 Jordon Almonds .... Peanuts Fancy H P Suns RAW ess sais os 104%@11 Roasted. ......55.. @13 H P Jumbo SAW oo ee ieee 114%@12 Roasted .oc.i..'s. @15 CREAM TARTAR Barrels or Drums ...... 55 Square Cams ...... ses. OD BOMCS 20. oo ss apices see's 56 Faney Caddies ........ 64 DRIED FRUITS Apples Evap’ed Choice blk @12 Evap’ed Fancy blk @ . apricots California <.0....... @25 Citron COFSiCaN ..iciwcesccccies 21 Gurrants tmported, 1 Ib. pkg. ..19 imported, bulk ....... 18% Peaches Muirs—Choice, 25 Ib. .. 12 Muirs—Fancy, 25 lb. .. 18 trancy, Peeled, 25 lb. .... Peel T-emon, American .... 16 Orange, American .... 17 : Raisins iuster, 20 cartons .. inose Muscatels, 4 Cr. 9 Luose Muscatels, 3 Cr. 8% L.. M. Seeded, 1lb 10%@10% Callfornia Prunes 90-100 25 Ib. boxes ..@ 8% 80- 90 25 lb. boxes . a 70- 80 25 lb. boxes .. 60- 70 25 lb. boxes .. 50- 60 25 lb. boxes . 40-50 25 lb. boxes . "@13% FARINACEOUS GOODS Beans California Limas .. 17% Med. Hand Picked ....10 Brown Holland ...... 8 Farina ci t lb. packages .... per 100 lb. ae Holland Rusk ttacked 12 rolls to container $ containers (40) rolls 3 80 Hominy Pearl, 100 tb. sack .... 5:25 Maccaroni and Vermicelll iomestic, 1 Ib. box .. 76 imported, 25 Ib. box ... Pear! Barley Chester 6 ei. 6 25 POMAPG 2026 oe 7 7 Peas Green, Wisconsin, bu. 7 00 SOME IDs 2... beseae Laue Sago Bast: India. 20.4 5.6.3, 13% German, sacks ....... 13% cerman, broken pkg. Tapioca Flake, 100 Ib. sacks .. 18% Pearl, 100 lb. sacks .. 13% Pearl 36 pkes: .2) 3. 2 75 Minute, 10c, 3 doz. ....3 25 FISHING TACKLE te 10 2 Ne oc ee 6 iy to 2 in. ...... Secea es i% to 251M. coc... ks 9 156 to 2 ime oes cc. sas li ee cece cue c cece ae SIMs i ocee ss Scuinecsces oC Cotton Lines s ey 8 1 No: 9, 15 feet ...<:..5. 20 Linen Lines Sma 6200... Sieg ease 20 MCAIGIN (Bical asics « 26 DAMES Cee ie ace 34 Poles 3amboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 FLAVORING EXTRACTS Jennings D C Brand Pure Vanilla NO. 1, % O%@ :.......... 98 No: 2, 05. OZ. 4 aca cs 35 INO: 4.246 OF. cae. 2 40 Terpeneless Pure Lemon No 1, % oz. Panel .. 85 No 2, 1% oz. Panel .. 1 20 No 4, 2% oz. Panel .. 2 25 No. 3, 2% oz. Taper 2 00 2 OR WIGE ia cccsss 2 OR ‘ Flour 0 J 5 Bp ausages Ce 8 cco Big Chi om .... @ 1 Golden Ghaat Pine. 12 90 Strai iffy-Jell ologna pent hui Age tee Bl Fine Cut Bul ef, 16 0 “oS Sheaf F . a jausages =.= Cardomon, Malabar — FD Ze aes Maranaie te Flour .. 1250 Per eet or Assorted Liver ... seoee 16 Cel omon, Malabar 1 3 Bug aaa Bull urham, 5¢ “sa Watertas est Flour 12 P. OZ) i. .o.. Fee gee coessseenegs 12 E Gby <..--.-- z Maia... 1 45 ul Durham, 10c ..” 5 86 ‘ , own Wi r 13 50 an ease net & doe 115 Pork baaees femp, Russian ...... aie... Bull D Oc .. 10 5 « Rye sconsin Seve » per 4 doz ork ... see L M , Russian D » 10c ... so 6B urham, 15 80 7 2 | oe ee n Flavors: (26 Veal 1 14@15 ixed Bird A an Patch, 8 and 16. 11 00 ull Durha e¢ ....14 ouoree” co Ge. ek rs: Raspherry, ‘Tongue 2000020020200: 15 Mustard, ‘white 0.0.1) 3 Dan Patch, ae eas Bull Durham, na an 9 . Quaker, paper : , Lime, Pincan n, madehoccal 11 POPPY sevseeeeeeeeeee F atch, 2 oz. he 52 orn, 5¢ oe @ O2 Fi Gusher ee 14 00 a 14 ae 70 ast Mail, 1 "1.."5 7g Buck Ho » BC 2... 57 3 i » (cloth |... _ SELLY GL Beek aes au nee es 13 Hiaw 6 oz. ... Bria rn, 10c . : Seles are oo. 0 % _ = bbls., oe . Boneless a Oe cs Handy oo meee Hiewather a oz. otf = wus ine pe oo a American E tracer Co & os hoe bls., per aa 37 ump, new .. 30 0 7 00 rae Box. s z. 3 50 ay Flower, 16 oz... 5 76 Black Swat G secs 11 5 neste Ee . iD ee ‘ ixby’ mall .. 1 2 No Li . 16 on. BI an, 5c 2 enon a Yes 15 25 ie eaves in bbls Pia’ 0@31 00 wy y’s Royal Polish & mit, 8 oz. .. 9 36 nek awa t4ae 5 76 ae Lag he te ; . sf . cee 14 American aye W%s 15 15 OV eoaceeded 9 1% bbls g’s Feet iller’s Crown P : 85 o Limit, 16 o ... 136 Bob White, on. .. $ , Basle, 4s 1525 2 2% MAPLEINE ee ae 17 SN olish 35 Qdsibwa 8 z. ...) 37g 0 ~Carniv Se .. £8 15 2I . bottle % bbis., 40 lbs s° 5 Scot UFF Ojibwa, and 16 o C al, 5c sce. @ OO Spring Wh > 1 oz. b Ss, per doz. 3 ein 3 40 ch, in bladd wa, 10c z . 40 wave & an 5 70 Fadson Ga eat Te ottles. per doz. SA 6 Maccaboy, i ers ... 37 Giltiwa & and 16 ce viie Camis % oz... , ocer 0z. bot oz. 1 75 Poe 00 oF y, in jars . P and 16 al, 16 0 <4. ag , $ oe 1s 00 32 of. beens peed = a Mm ca ca ene in jars . . Baigauee Gnice’ 1 os 3 a aoe Clip’ Ses 40 ; ‘ feresota, 43 ...... 5 MINCE - 30 00 ts, 15 Ib Box 7 Peach ef, 14 oz. Id ps Se 2 Ceresota ike eee ee 15 90 Per case MEAT % bbls. Se ic cieee nee 9 CS ..eeoee R and Hon 4 00 entity, 3 ymour 30 ‘ eee . | Ge 065-3. ., 40 Ibs. _. 90 Fess, Enaligh ........ sy ed Bell, ey, 5¢ 6 76 Darb and 16 o a Worden Grocer eg - ep eee 45 % dbls., 80 Ibs. ol : o a ectcccce 4y, Ph Bell, aad ace 3 96 cathe ce 4 = , i weer, Ws cloth 5 New Orle . H Casings All Whole Spices ce L&D, be. a ae Cake, re -— vee ee cloth «. if uy fe Open Kettle. ee ck lb. . 35 Allspice, ana 9@10 dae cate enitek 4 ig Corn Cake, 7 oz. 1. 2 65 ingold Ho 7° : oic cece ” rounds, set .. 19 5 e, ea ee ub e : Ha, 4s cloth -. 15 ogee ee a oo mraaias, cat -. fegee oa vee ae sacet om a Cream, oe oa bm Bolted eal oo 37 eep ...... i 1i5@ I Sassi, Canton @32 Sweet Cuba, 1 Ib. tir 95 uban Star, 2 ae Bolted .........-. ee i ic 2135 «Cassia, @20 Sweet C l Ib. tin 4 Cub 5e foil . b Gsiccn Geaeninica. : 15 Brees barrels 2c extra solid "Dairy Suntec . pean eean doz. ay Sweet Soe ee foil 2 - Clive, or 16 oz. pls 7 = nea Wheat Oe ey ae ee Se oe Smeal Biney: Soe? BIS ily Bese aif oe” 10 30 tee eeee ‘ ' coe +40 @e , n : rley, ase 5 eee 22 a a nee “oo a Gane Mixed, No. 1 Smee ee te Dills a 8% on 7 oe ee 2 78 ae 230 Corned anned aa Mixed No. : Dooce. Sweet Mist, ' gro. ..5 76 Dixie Kid. 16 ca |. a ao Oats % 1 USTARD Corned ; 2 Ib. .. 6 60 Wiiaon Ge phes an Telegram, Sou. .. thie 2S Ge 2... _< 2 Michig b. 6 Ib Beef, 1 5e pk Be 0 e’s Mis --- 48 Pe a carlots .. 7 CG box e003... 1g Roast Beef, 2 Fa "3 49 Nutmegs, 70- _ dz. @45 wie hk 5 76 Duke's mone So 8 76 ea ean canlote) 00 8 Bulk, 1 tee Roast Beef. 1 1h. . 6 60 Nutmegs, 105-11 sees 85 Tiger, 25c ae Weare we 6 00 Duke’s Canica.” Ie ..11 62 anc oo 80 Bulk, 2 gal. ee i toe Pepper, Black 0. a yee Daniel fa ee Drum, Se eo, Be .... 5 76 lots eon. Gi ulk, 3s 105@1 1 Mlavor, Vg Pepper, Whi @3 Incle Daniel. Aue e 60 rae Ca & 2 Poe hee cs AUT Stutfea, gal. ee 1 00@1 in Potted eee east 55 Pepper, oo: @32 (to 60 © = 4 : ~ Mee 5 aa 1 s0 Stuffed, 8 oz. tee eeees 95 node teat Paprika, Hungaria @22 Am. Navy Plug caoon, 5e een one 11 52 Coe Sieh ig tel tt teeeaee 140 | Savor, ae ma Nib. Temnate In Bulk Apple, ie on a eRe ree Om...) 5 28 Tuess “tttt esse ee es Ma Gack ceatca, Fle ror, Y¥, A Ss eT a3 +o; u a » Black ..... @3: \ {6 and 22 ih 32. 6G <5 eae 7 Mammoth, 23° i Male Bere .. .... 8@8% Poe Write ae Big Four, : 12 Ih. .. 30 Geld aa M00 455: 1 a Misa JARS one. Fess Broken’... @8 Sa veike Fazenne @30 Bost Jack, 2 oh 16 lb. 32. Gail eo 50c pall .. , 7 as L pts:, ow, oa | eee ean a, l re ae 3 oot eae ae € d x — 7 acs Mane, oe aoe bee. sa ve oe oe wc ee pean ets eS ee ac ieee be Neve Se ii Se % gal. Cee ee 640 PETROLEUM ‘p ea 25 aoa rew bbls. ....-- 9 75 STARCH Climax’ Golden ors 46 a Me as ) ca eae ae ony : ie Perf Pree Rolled. el nana a 180 Kingsford oa oan 14% ‘oz ol Giant, » 20e ee... ; 2 00 i 2 ate erfection arrels Ste Avenna, bbls. 1 an , Ibs eee ee 44 «Giant ao GELAT Das Cea Gell Steel Cut, 1 000 Muzzy, 48 Ss - 1%, Cli , Oz.) . Nant de 0 6 J Cox’s INE ed Crown f Pll . 2: Oug , 100 Ib. sks. 5 v, 48 1lb. pkgs. so iinmas Se tins... ? H AG . 00 Cox’, Vdoz. large... 1 45 Gas Machine ‘Gasoline 20.5 Te 2 ee 150 Silver qikinastord Creme ‘de tins .-.... 6 00 Hand’ Made, i" oz... i : nox’s Sparkli a o. 90 C: a P Naphtha . SAL. amily .. 4 90 baie 1b. 1% 5 iy; 5 Ib. boxes : 5 Honey D eeaee @ 0 ee ee at ‘apitol Cylinder, Wot cs ope we Ace, A to cee { eee eG age Dew, Wee <4 0 Rapes Asta: ling, gr. 2050 © Bale .... 1 oe Cc umbia, % pint Silver ¢ Se pkgs. .... 9 Four Roses, 10c ........ se O6U« XX L's oC ee : ‘ Capi pres eeecee sees 26 olumbia : sess 2 20 ilver Gloss, 16 3 -- 95 Gilt E , 10c .... MS se. 38 Minute, 1 ue doz. .. 1 85 ipitol Cylinder, I 33.9 DPurkee’s, t pint ..... £00 Silver Gloss. Ralbs: -. 7%, G dges, 2 Ib (gg € SE ie walla |) 61 we 6a foe nee sass ee ee ee doz. 4 20 loss, 12 6Ibs. |. 8% Gold Rope, 6 oe te eee . in pails ...... Climax, 14 ? OZ. 23 5 gallon x count 6 25 , s .. 8 00 iH cle |... olly Tar, 5 a geiewads 49 Le Hada. OZ. 16 ° Soo ae aaa 25 OBS ener ecee 220 G SAL SODA aif harcela .......... 54 «J, T., 5% and 1 8 Ib. 40 Myrtle N $ & 16 on... 40 i As oz. . Small ranulated, b Hie Kare No ik. 5g Kent ea tlh .. .4 ae Navy, 10c ....1 40 seecees Barrels G ; Bbls. .... 1 aro, No. 1%, icky Navy 0 Myrtle Navy. CS ..s08e ie Sage HERES Half barrels .-...---. 11 00 eouree se ues 8 50 Bine ard, No. 3, oa Senet 6 Twist, 6 I. 45 Maryland Club, 5 oe 5 76 Py Hops sigisie clas weciescie as 5 gallon kegs ....--. 6 25 , pkgs. ..1 40 Blue Karo o. 2, 2 dz. 2 75 Neal be aa Mayflower, 5c , Ge .... €6 . HOps -oeoeecseeseersess 15 Gherkins 50 ALT ee No. 2%, 2 Worry Dip, 16 oz. 9 Mayflower, l0c ...... 6 00 a oS Teaves (i) 15 Barrels . ne Gannon |G oie we eG 3 30 Nobby Wie oe 04 Mayflower, 20c acces EOS 4 Sf Se La 4 00 ot ae es We ao ae 6 dz. 3 25 Parsce. Spun Roll cae: ne ee oO ae Aa cont allon kegs ........ 5 . sacks oo doz NG: % Patt : Noe asa 3 5 NISECE Hair, ssa see 6 00 xe, HIDES AND news marron oe 2 75 . . Ib. sacks ngs °¢ Red Baa ayy 3 10 Peachey, 6 Nat Tear e pa es Head, = -10 70 Green, N “a Half barrels ..... «-< 240 7 oe 2 90 Oa. ..-..---+-- ' i See oe ce 4 Ib. 47 Noon ead, 10c ....1 Seed | baa oR RSS ped icaio, Nov a B00 Bike rinckes Mei. m8 noo Say & : ure 3. ae ee ll lee - Yo. 2% . vy eidsieck, $ Ks Mi , - gro. 11 2, Cured, No. . Bea 20 cl PIPES 56 Ib. sa Warsaw ae Karo, No. a ae : 65 Pe 3 doz., ea 96 Old Pralien C cess 4 5 a See ae ee oe oe ee ae alfskin, green, N 'e 2 C “al ull count rr bags - Raiser cia a at ace oa 4 Sh i and 4 doa ¢ Crop, — 6 00 t Calfskin, cu , No. 2 26% OD ......- 80 Solar Rock F Pure Cane : 5 erry Cobbler z. 48 Pg. Boge 2s 9 ! » green, No. 2 26% PLAYING CARE Ss , 8 o2 8 oz. 30 1 - 2 64 ; Calfskin okey No. 1 30 PLAYING 99 «56 Ib. sacks aie a. Spear Head, 12 Css) PSs b. case 1 ’ ed, No. 2 2 No. 90, “CARDS Ce ueas eles 38 ae 16 Spear Hes 12 on... 46 “9 0z., pe 9 ‘ : 8% ‘ Steamboat Com a 2 Cola Tead, 14% 0 Pat Hand, r gro. 5 70 ola Pelts Ne. 15, Rival assorted 1 5 Granulated, Fine pes eaccne sels us 5: - 34. Head, 7 ao as ae Patterson At. San ae 63 Leas ee 75@2 00 re i Rover. cana 1 oe Medium, Fine se 1 60 aate a oe Punch ae a " & 28 Ib. 30 Pals Seal, on S | . Seca e eres 5 . Rover, enam’d 175 © SaLT FISH " i S6.... < oe nd 24 7 erson . 96 | Shearlings ....... sO 00 Sg econ Satin fin. a _ FISH eau Ge SAUCES sae bag no i 1 44 Peerless, 5 oo 16 oz. 5 00 ‘ % , Bicye : od , large .. 3 ° ae a a eerless, 10c cloth _ 5 76 ji. No, ae Tourn't, whist 225 Large, whole ... Halford, small’ .--..- sn Sere ies sou Eee 100 cloth ..11 52 5 occ @6 er 2 50 Small, whole ae 2 26 Yank Talk, 14 oz 7 & Peerless, 20 paper ..10 80 Ea Cae aisle eee oie s @ 5 Babbitt’s. 2 doz a Strips or ries” Sie ones nee nog ankee Girl, 12 & 24 be 3 Peerless, ae see eeeees 04 Wool Bare ck 3... 2... colored J : aa. Fae coe 4 08 eet Pet Se Boia Gad Hallas ceae(r @ 8% Choice veceteree, 20@25 Scrap Plow ne te 7 . ashed, fine... @43 Clear Back _.. Eee a Standards, tala 0 38933 All Red, 5c mo iL 100 2222 an a0 | Be wootme Short Cut Clr #1 00@42 0 Ye Mi bis, ene-seccs 1B @0 Rarket-Aired “Medhii 38780 Am. tnion sera... 8 49 Pride oy, M4 oz. +... 4 70 i A . Wo odman's oo. Hrisket “gen 0 09 ‘ 1 in Seg kees (1 85 Besnet fired Ppa 35@37 cole, a be ee 5 88 Pilot of vine ix 93 20 02. enacts ts ae eee 96 No. 1 Nib ney 38@45 obe Scra Eocene 26 Q ’ oz. doz. . ee a , per doz. $0 Clear Family .... Med. rring S.---.- 3 Ha Pp, 2 oz. . ueen Quality, 5c ... 1 05 SLL 2 15 amily fl Fat Split, Soo Siftings bulk ss 0@82 Ppy Thought ) =-, 20 20b Rov wi Se . 4 HOR Co. coe wiecs 29 09 Laborador S Ibs 8 00 = ‘Siftin : Siccae Sane Honey Co : oz. 30 > Roy, 10c gross “7 a ) 2 Per doz ee RADISH Ss Pp ao Meats Norway 4 a 200 lb 10 00 gs, 1 Ib. pkgs. 12@14 Honest ae Scrap, 5¢e 5 76 ed toy, 250 das JR 82 ) ee 90 Rosas 19 @20 Special, 8 Ib. 00 Ibs. 1650 M Gunpowder Mail Pouch, P, 5¢ .... 1 55 2ob Roy, 50c doz. .... 2 50 5 ae JELLY Sia Lard Sealed, in bo pails ™ jee we” 6“wess GO ae fae ae Se —. 4 90 ie 5Ib. pai ure in tierce Boned OXeS ...... 17 oyune, Choice . 3 Old Ti Be... 5 76 Rob Roy, 5 esos 5 76 ) ‘ 15lb. Loar hig Loe doz. .. oes rad 1 10 Ib boxes |... 16 Masure, Fancy aoe Polar a. a gro. .. 5 50 Ss. &M., ‘ns 35 00 Johnson Cigar Co.’s Brand Dutch Masters Club 70 60 Dutch Masters Inv. 70 00 Dutch Masters Pan. Dutch Master Grande 65 00 El Portana Dutch Masters, 5c sc WwW. Gee Jay : Johnson's Straight Above five brands are sold on following basis: Less than 300 35 200 assorted ...-----++ 2500 assorted ...----- 33 00 3% trade discount on 300 or more. 2% cash purchases. Worden Grocer Co. Brands Worden’s Hand Made discount on all Londres, 50s Wood .. 33 00 TWINE Cotton, 3 ply -.----+++- 37 Cotton, 4 ply .-----+++- 37 Jute, 2 ply .---+-e-eee 20 Hemp, 6 ply ..----++-+: 22 Flax, medium ...-----+- 35 Wool, 1 Ib. bales ..---- 17 VINEGAR White Wine, 40 grain 12 White Wine, 50 grain 17 White Wine, 100 grain 20 Oakland Vinegar & Pickle Co.’s Brands Highland apple cider 22 Oakland apple cider .. 17 State Seal sugar ..--- 14 Blue Ribbon, Corn ... 12% Oakland white picklg 12 Packages free. WICKING é No. 0, per groSS ..------ 35 No. 1, per 8ross ..----- 45 No. 2, per gross ..----- 60 No. 3, per Bross ..----- 90 WOODENWARE Baskets PREIS 2c eee ee ee 1 19 Bushels, wide band .. 1 25 Market, drop handle .. 45 Market, single handle 59 Splint, large ........ 4 00 Splint, medium ....... 3 50 Splint, small ........ % 00 Willow, Clothes, large Willow, Clothes, small Willow, Clothes, me’m Butter Plates vals ¥% Yb., 250 in crate .... 35 % Yb., 250 in crate .... 35 1 Ib., 250 tn crate ...... 40 2 lb., 250 in crate ...... 50 2 %b.. 250 in crate ...--- 70 5 Ib., 250 in crate ...... 90 13 Wire End i ib., 250 im crate ...... 35 2 tb., 250 im crate ...... 45 R 4b.; 250 im crate ...... 55 5 ib., 20 in crate ...... 65 Churns Barrel, 5 gal., each .. 2 40 Barrel, 10 gal., each .. 2 55 Clothes Pins Round Heaa 4% inch, 5 gross ...... 65 Cartons, No. 24, 24s, bxs. 70 Egg Crates anc Fillers Humpty Dumpty, 12 dz. No. 1 complete ........ No. 2 complete ....... Case, medium, 12 sets 1 Faucets Cork lined, 3 in. ....... Cork lined, 9 in: ....-, 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan SOrine ........ a Eclipse patent spring 1 No. | common ...... 1 No. 2, pat. brush hold 1 fieayl Wie. 7 2. cee eee 12 12lb. cotton mop heads 1 Pails 10 qt. Galvanized .... 3 50 12 qt. Galvanized .. 4 00 14 qt. Galvanized .... 4.50 ROE eee cee 4 00 Toothpicks Birch, 100 packages .. 2 00 Ideal Traps Mouse, wood, 2 hoels .. 2 Mouse, wood, 4 holes .. 4 10 qt. Galvanized .... 1 55 12 qt. Galvanized .... 1 70 14 qt. Galvanized .... 1 90 Mouse, wood, 6 holes .. 70 Mouse, tin, 5 holes .... 65 Rat woot Jo... tse 80 Sat SOTIME 6k wc tae 75 Tubs No. t Bitire ....-s-55e 16 50 No. 2 Fibre .....-..- 15 00 No 8 Fibre Looe 13 50 Large Galvanized ... 12 50 Medium Galvanized 10 75 Small Galvanized .... 9 50 Small, Galvanized .... 8 75 W ashboards Banner, Globe ...... 3 75 Brass, Single ........ 6 To Glass, Single .....-. - 37 Double Peerless ...... 6 25 Single Peerless ...... Dd 2d Northern Queen ..... 4 60 Good Enough ....... 4 65 Universal ......-.--- 4 75 Wood Bowls 13 in. Butter ........ 75 15 in. Butter ........ 3 16 17 in. Butter ....... - 6 75 19 in. Butter ..... -.10 50 WRAPF:iNG PAPER Fibre Manila, white .. 8% Fibre, Manila, colored No. 1 Manila ......... 8% Butchers’ Manila .... 8 Beale eee 10% Wax Butter, short c’nt 16 Wax Butter, full c’nt 20 Parchm’t Butter, rolls 19 YEAST CAKE Macic, 3 GOz .....--- 1 15 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. .. 1 15 Yeast Foam, 1% doz. 85 Window Cleaners 1 Ib. boxes, per gross 8 70 3 Ib. boxes, per gross 23 10 Paar Us Carlots orlocal shipments. bulk or sacked in paper or jute. Poultry and stock charcoal. DEWEY — SMITH CO., Jackson. Mch toM O. DEWEY CO Nitrate ens 14 BAKING POWDER KC 10c, 4 doz. in case .... 95 15e, 4 doz. in case .... 1 40 25e, 4 doz. in case .... 2 35 5éc, 2 doz. plain top 4 50 80c, 1 doz. plain top 7 00 10 lb. % dz., plain top 14 00 Special deals quoted up- on request. K C Baking Powder is guaranteed to comply with ALL Pure Food Laws, both State and National. Royal tier, 10c size ... 1 00 ¥4Ib. cans 1 45 6 oz. cans 2 00 %lb. cans 2 55 %lb. cans 3 95 # 1lb. cans .. 4 95 os 5Ib. cans 23 70 SALT DCTs aT Lobe meV rae Morton’s Salt Per case, 24 2 Ibs. .... 1 80 Five case lots ....... 1 70 SOAP Lautz Bros.’ & Co. [Apply to Michigan, Wis- consin and Duluth, only.] Acme, 100 cakes 75 Big Master, 100 blocks 5 00 Climax, 100 oval cakes 4 25 Gloss, 100 cakes 75 seobe © io Lautz Master Soap ... 4 75 Naphtha, 100 cakes .. 4 85 Oak Leaf, 100 cakes .. 4 75 Queen Anne, 100 cakes 4 75 Queen White, 100 cks. 4 75 Proctor & Gamble © TenOK. 4. --. V. H. McKee succeeds Van Duinen & Forsma in the grocery business at 813 Cherry street. BUSINESS CHANCES. For Sale tures now and Ottawa, show cases, All the furniture and fix- in our drug store at Monroe this city. Cash registers, fountain apparatus includ- ing carbonator, scales, shelving, ete. Possession given June 15. Signed, Schrouders Drug Store. 134 For Sale— $6,000 stock of general mer- chandise in town of 800. Good farming community. Other business interests, Address No. 135, care Tradesman. 35 Hog Raising—Owner of large irrigated ranch in Southern Colorado would like partner, either silent or active, who has $6,000 or $7,000 to invest; I live on ranch; am putting in 350 acres of grain: have every equipment, including two tractors, alfalfa mill, etc.; now have 306 brood sows; want to increase them to 100 and go in the business on a large scale now while the prices are high; plenty of alfalfa for pasture and hay; finest country in the world for raising cholera; pure water. Can clear from $15,000 to $2,000 a year. I need more capital and will amply secure party furnishing that amount of money and will divide the profits evenly of both grain and hogs raised on ranch. No crop failure, as we have the best water rights in the State. For particulars address Alamosa Ranch, Alamosa, Colorado. 136 For Sale—Old established market and bakery, twenty-five years; no competi- tion; 8,000 population. Cold storage in well equipped slaughter house; buy and slaughter everything we use. Auto deg livery, electric chopper, computing scales: { Retiring. About $10,000 consideration. Some terms if wanted. Don’t write un- less sure enough interested. Addrses J. C. Studer & Sons, Canadian, Texas. 137 For Sale—A good store building at Hasty, Minn., $1,600, one-half cash. Six living rooms, good location. Fine oppor- tunity. H. A. Zum _ Brunnen, Hasty, Minnesota. 138 artesian Both Phones NOTICE We have moved to our new offices in the GRAND RAPIDS SAVINGS BANK BUILDING where we are selling the same RELIABLE INSURANCE that this agency has sold in Grand Rapids for the past 59 YEARS. We shall be pleased to welcome you in our new quarters. J. S. CROSBY & CO. 201-203 Grand Rapids Savings Bank Building Agency Established 1858 Early Rose at same price. SEED POTATOES For late planting we have Choice Michigan Rural New Yorkers and Colorado Pearls $3.25 Per Bushel f. o. b. Grand Rapids Also limited supply of Early Michigan and Colorado Write us today if want pure late seed. Kent Storage Co. Grand Rapids, Michigan