‘i \ CP IB OJ 4 SS eS) SS ea) A US er ey CS ye Saal lia acy WZ Ww ae CPPUBLISHED WEEKLY ¥ 7@ (pp \" (Z x SONS : ZS Thirty-Fourth Year QPS FERS FATE aS —— ih MO) VA ie yi \( Aerial Ke A si . rh be ‘ BY | —VN SANE AEROS IE WZZZZ-B IES NS SaTRADESMAN COMPANY, PUBLISHERSA— QQ; yy X GAPE HDC SOO PD AORN IAS GRAND RAPIDS PUBLIC LIBRARY GRAND RAPIDS, WEDNESDAY, JUNE 13, 191 bah cf alieale Soll. Boelipeirclincfiecipie-ch oa 4 = Pat RRR RR RRR RRR RRA RR RRR RRR RRR RRR RAR RRRRRRRZRRRRARARAR po a ae ae ae ae ae ee ee a ee a Bie ctchatn ch Abb 8 8 8 8 8 Bich h chick a oa 4 po KRERKXAAARAARRARRRARMARARRA RRR RAR ARARRARA Bh efi ict che cie | Philadelphia a seoc0ecocoococco o oo Ramona is ready, after weeks of preparation, to welcome recreation and pleasure seekers. Dancing Thrillers, Refreshment Booths, Rowboats and Canoe docks freshened, brightened and made more fasci- nating than. ever. eo * ' ‘aan n » af | sts { ! fj “fr : IR Lica ' Meas ! ax AA Ww j oe? wt y ¢ , ees anf: ct mat ~ * = & Long Distance Service in Emergencies A MEMBER of a family in the South was taken 4 seriously ill and it was desired to have a nurse from an Eastern city take charge of the case. At six o’clock Friday evening a long distance telephone call revealed that the nurse had gone to another city in the East many miles away. A second long distance call engaged the nurse while a third call made 4 — a Pullman reservation for her on a midnight train so that she reached ; the patient’s side early Sunday morning. It is the universality of the Bell System, coupled with the efficiency os of its employes that makes such emergency service possible. Every Bell Telephone is a Lon? Distance Telephone Michigan State Telephone Company GRAND RAs PUBLIC LIBRARY Thirty-Fourth Year SPECIAL FEATURES. Page 2. Present Day Duties. 4. News of the Business World. 5. Grocery and Produce Market. 6. Upper Peninsula. 8. Editorial. 9. Where the Profits Go. 10. Personality in Business. 12. Financial. 16. Laying the Foundation. 22. Fire Insurance, 26. Organization and Success. 28. Merchandise Records. 29. Accounting Methods. 30. Unfurl the Flag. 32. Woman’s World. 34. Liquor and Tobacco. 36. How He Did It. 40. The Commercial Traveler. 42. Personal Efficiency. 43. Drug Price Current. 44. Grocery Price Current. 46.. Special Price Current. 47. Business Wants. EARNED A REST. The announcement of G. J. John- published elsewhere in this week’s paper, to the effect that he has retired from the G. J. Johnson Cigar Co., will be received with genuine re- egret by the trade because of his long and honorable connection with the Mr. Johnson digni- fied the cigar manufacturing business by destroying the domination of the union and replacing the filthy work- men who typify the union with clean, wholesome girls whose product a smoker can use without fear of the contamination and disease peculiar to union made goods. Mr. Johnson demonstrated that the manufacture of cigars could be conducted without the use of the boycott—in fact, fi defiance of it—and other pet weapons of the venal and unscrupulous ‘indi- viduals who usually work to the front in union organization. Mr. Johnson’s first great achievement was his de- fiance of the organization which sought his destruction. It was a hard fight, becatse the union was backed by the politician, the saloon, the brothel and every other evil influence which was then at the beck and com- mand of organized labor. Mr, John- son won a signal victory which has been an inspiration to every employ- er of labor in the country. He did this quietly and effectively, without resorting to grand stand methods and brass band effects. son, cigar industry. Instead of aping the practices of the “idle rich,” when he arrived on the sunny side of Easy Street, Mr. Johnson’s thoughts turned to the im- provement of his employes from physical, social and musical stand- points. He gave them commodious rest rooms, competent musical in- struction and every advantage possi- ble to enable them to make good and usual citizens of themselves. No manufacturer ever did more to in- culcate in his employes lofty ideals, wholesome thoughts and_ correct theories of living than Mr. Johnson. He did this because he wanted to— not because he was forced to do it. It was not done as a sop to counter- GRAND RAPIDS, WEDNESDAY, JUNE 13, 1917 act the efforts of labor agitators and other trouble workers, but solely as an act of justice to those who helped him acquire a competence and because he felt it his duty to share with them the good things which come to those who deserve them. PRESS PINEAPPLES. This delicious fruit is well deserv~ ing of all the good words which can be said about it and the housewife who can purchase by the dozen at a little discount from regular rates will be glad to fill some of her empty cans now.’ This is the season of emp- ties” and no one can tell for a cer- tainty just what the future has in store. Besides, the average woman abhors the fact that her fruit closet is so depleted and is easily persuaded to replenish her shelves with the first really choice product offered. What if the price is a trifle high? This highly concentrated flavoring can be stretched out by combining with strawberries and_ still more cheaply with rhubarb. The latter is at its best and its cheapest, and by the union of the two, one gets very much more substance and the flavor of the product is excellent. Whether as material for pies, a condensed con- serve or plain sauce, it will surely be appreciated. It is one of the easiest fruits to can and the addition of the acid rhubarb renders the pro- cess still more certain. Some object to the eyes, feeling that there is waste in the process of paring as well as disagreeable work. With a sharp knife they can be re- moved without much bother, and if the fruit is carefully washed before this process is commenced the par- ings may be saved and stewed until all the good is extracted from them. Then strain and add this juice to the fruit which is to be cooked,—and what fruit really offers less of waste? Pineapples are less perishable by nature than almost any other fruit carrying so much of agreeableness. Attractive prices will ensure almost no loss in this way. Not every one knows that the crown carefully re- moved and planted will make an at- tractive sub-tropical plant for the summer garden. As a curio this is an added incentive to the purchase. CANNED VEGETABLES LOWER. Not only is there a sharp falling off in the volume of business being done in canned goods but there is also a distinct easing in prices. Be- cause of the immense volume of busi- ness in recent weeks there has been an impression that it would go on forever and the trade seems quite surprised that it should come to an end. They have counted also on a big demand to fill army and navy re- quirements, and while this would un- doubtedly bring a strain if it came all at one time the expectation now is that all this buying will be done on a scientific basis direct from pro- aucing sources. This, of course, will check the retail demand, for when the army is mobilized there will be just so many less mouths to feed at private expense. However, as to present conditions, the reaction from the frenzied buying is complete. Consumers are the ones who are really overstocked, for re- tailers report that business has fallen to a minimum and many of them now fear they were too enthusiastic when they replenished a short time ago. Jobbers, however, have been willing enough in most instances to relieve them of their surplus stocks, although in some instances may the motive. Consumers are beginning to find that they have bought not wisely but too expediency have been controlling well, for prices are coming down for Fresh tables are coming onto the market practically all staples. vege- from the South at a tremendous rate, greater in many instances than the market can absorb, and all along the line there is a revision of ideas as to values. Americans have long borne the rep- utation of being the most good-na- tured and -cheerful people on earth. But some of our act as if they thought the country was filled with acrid, suspicious and gloomy citizens. To meet the desires of these imaginary readers, they employ writ- ers at Washington and elsewhere who daily essay the double role of Cas- sandra and Jeremiah. Every thing is going wrong. But it will soon be No dne is allowed to tell the truth, but those who know it are con- vinced that the mismanagement of the war is something frightful. It usually happens that the blackest out- pourings of this kind of pessimistic journalism occur just on the eve of some striking display of skill and ef- ficiency. It is pretty hard on a prophet of woe in naval affairs to have -his droppings of salt tears moisten the paper only a few hours before such announcements come as the arrival of our flotilla of destroy- ers in England, or the landing of Gen. Pershing. Such manifestations of despair ought at least to be sav- ed up for some actual disaster, and not wasted upon horrible imaginings. And the cheer-up man ought now and then to be given a job in certain editorial offices as well as in Con- newspapers worse, gress. There is one comfort, how- ever. The professional dweller in the cave of gloom becomes, in spite of himself, a comic figure, and so unintentionally lightens the spirits which he seeks to depress. Number 1760 RIGHTS OF MAN MUST WIN. The great steps which the United States have taken operations—the registration for con- toward real war scription and the campaign for the Liberty Loan—have brought home to the people the enormous responsibil- ities of our situation and the realiza- tion of sacrifices which individuals, and impending we must make as which will grow heavier and heavier These siderations have produced a as the war progresses. con- pessi- mism which has induced some to give weight to the unfavorable aspects of the situation than are war- ranted in forecasting the final result. It is natural that the strain of mo- enormous forces in a few months to combat the carefully built greater bilizing up aggressive legions of militarism which it has taken years and years to perfect, should veriods of doubt and depression. But produce occasional the dominating fact is that on the side of the Allies is arrayed a preponderat- ing balance of man power, of finan- cial power and of unlimited natural resources, which, even in a war of exhaustion, must win. Add to this the fact that the rights of man as against the lust for world power—the subjugation of all nations—is_ the cause for which we are fighting, and there can be no doubt of the result. WITHIN THE LAW. The California Lima Bean Growers’ under investigation for several months by agents of the Federal Government in the National anti- trust laws, is reported to have been bill of health. The Department of Justice has advised the California Lima Bean Growers’ Association that it finds its Association, which has been connection with given a clean Federal organization and conduct of its affairs entirely satisfactory and not contrary te law. : The profit corporation and constitutes in effect a pooling of the beans of its Lima Association is a non- grower members, which are sold to the best advantage of the growers and all of the value returned to them, the Association itself not making any profit and retaining only its necessary Manager Shipley of the Lima Association is much grati- fied at the outcome of this Govern- mental investigation. nema office expenses. enough in talks be- There are suggestions either of Albert Garver’s fore the Merchants Congress, pub- lished elsewhere in this week’s pa- per, to change any mercantile career from the commonplace to the suc- cessful, providing the man who is making the career avails himself of the opportunity to adopt the sugges- tions and put them into execution. MICHIGAN TRADESMAN June 13, 1917 PRESENT DAY DUTIES. How the Retailer Can Help the Gov- ernment.* Your committee asked me some months ago to give a talk to the con- ference this evening on the question of Ethics in Business. This is a very interesting subject, but one that has been dealt with many times in such a manner as to be very well covered. In the meantime, changes in the con- ditions in this country have been so fast and so radical that it appears to me very much more to the point to talk about meeting new business con- ditions, and particularly so, in view of the fact that no other speaker in this conference has this subject. I presented the matter to Mr. Prender- gast, chairman of the committee on speakers, who has authorized me to make a change in the subject; there- fore this evening I shall endeavor to talk to you on this question of meet- ing new business conditions. What are the new conditions? How have they affected business at this time? In answer to these questions, it seems worth while to go back and review conditions in the other coun- tries at this moment. You will re- call at the declaration of war business conditions generally in other coun- tries suffered serious changes. In some countries a moratorium was declared and in some instances was continued. This was done for the best interests of all parties concern- ed and prevented serious’ results which might have occurred if this ac- tion had not been taken. However, with the experiences of the last two and one half years and the working out of these problems, business con- ditions have now arrived at the point where they are in quite a satisfactory condition at the present thne. In mentioning this matter, T Am doing it for the purpose of having our people in this country in our locality obtain such a viewpoint and under- standing of the conditions as_ shall help us to meet these conditions with the least possible disturbance in om business relations. It is gratifving to notice that bank clearings in Canada in April showed an increase of something more than one billion dollars. which, with one exception, is the largest ever shown in that country. In England business conditions can be iudged by the fact that the new 3ritish loan which has heen taken out has been placed at the rate o1 45% per cent. for three months, and 47% per cent, for twelve months. Conditions in France have been gradually getting better and have shown quite a marked improvement since this Government made a loan o1 $100,000,000 to the government oi France; also the last few days gives the pleasing intimation that Spain may join with the Allies. In Russia, conditions are not as good, because of the unsettled condi- tion due to the establishment of the new democratic form of government. They are in sore need of money, and the $100,000.000 loaned by this country to Russia has already helped condi- tions there. It might be of interest to you to know that the national deb: of Russia of $3,400,000,000 at the be- ginning of the war has increased and will show a total of about $20,000,000,- 000 at the close of the present year. In the United States at the present time, we are justified in say that the volume of business is very large and most lines of business will probably be larger in the months to come. There is full employment for all men and undoubtedlv the demand for la- bor will be such that there will not only be this big demand for men, bus also for women in many of the in- dustries. so that the wage income in this country will continue very large. The showing of building for the *Address before Merchants Congress by Guy W. Rouse, President Worden Gro- cer Company. last few weeks is somewhat less than last year, but in the contruction or army quarters an expenditure is be- ing made of $70,000,000. Our banks all over the country are in a strong financial condition and in splendid shape to do their part in helping to win in this tremendous struggle. With this brief statement of the conditions and from the information already at hand, and the knowledge of what has happened in other coun- tries, our Government appreciates the urgent need for the production and conservation of food; for the conser- vation of energy and for the handling of our financial affairs in such a man- ner as Shall release this tremendous amount of money without crippling business. We can interest ourselves in the production of food; many of us have already spent a considerable effort in April 9, a conference of agricultural representatives from most of the states of the Union with the Secretary of Agriculture. After a careful dis- cussion and consideration, this con- ference adopted a report covering the conditions. From this record, I quote as follows: “We are the most wasteful people in the world in our ways of living. Our tastes and desires have been edu- cated beyond our incomes. “Our breadstuffs supply may be in- creased by one-twelfth or 18,000,000 barrels of flour a year, by milling out wheat so as to make 81 per cent. of the kernel into flour, instead of 73 per cent., as at present. “An important saving may be effect- ed by making the diet as largely veg- etarian as possible, without lowering food efficiency: by a partial substitu- tion of foods such as beans and peas and of milk and its products, includ- Guy W. Rouse trying to induce the farmers of our different communities to plant more crops. While it is too late in many instances to accomplish much more in planting, there is still time for some little planting in some lines. There is an opportunity, however, to help and a real necessity during the coming weeks for all of us to exert ourselves to assist the farmers in ob- taining help which they will need in taaking care of these crops. Later there will be a still greater need of help in the harvesting of the crops. We can be of material assistance in mak- ing the situation understood to the other employers of labor. The manufacturing of munitions and equipment for the army must go on at full speed, but other industries must realize that they must release the labor which shall be needed to harvest these crops. If you fail to obtain for the farmers the men that are necessary to harvest these big crops which will be needed, we shall be guilty of failure to do our duty. The next way in which we may be of help at this time is in preaching the gospel of conservation of food. There was held in St. Louis, Mo., ing skimmed milk, for the more ex- pensive meats. “At present prices a larger use of corn and rice products as partial sub- stitutes for the more expensive wheat products is suggested. “The substitution of the home- grown and home prepared grain prod- ucts for the much more expensive re- fined commercial foods, known as breakfast foods, will make a large saving.” This ought to suggest a line of work which every one of us can do in our separate communities in an effort to educate the people along the lines which seem to be most neces- sary. One thing that we can do to help the situation very materially is to put all business nearer a cash basis. Cred- it badly used is one of the worst things in the business of a commu- nity or a country and we must plead guilty to the fact that a number of us have used credit badly and in a way that has produced extravagance and hardship for the very people it should have benefited. On the other hand, credit properly used, is one of the biggest elements in building the business of our different communities and in the development of our great country. There are good and sound reasons why credit may and should be extended on fair conditions. Credit properly used stimulates business and simplifies it and makes possible a large amount of business which could not otherwise be conducted for want of capital and want of cash. What I do urge, however, is the shortening of time of credits, and of this I want to talk somewhat at length, because it has to do with your business and with mine. I want to state my position clearly. For a num- ber of years I have been a firm be- liever in the restriction of time for credits; in other words, in getting more action or more turnovers of capital. Perhaps the company I rep- resent has been more aggressive along these lines than many others, but I firmly believe that we have been working along the right lines. Now, with the changing of conditions, we find a certain element in business who seem to go to the other extreme and shorten the time of credit to what would practically be a cash basis. It will be a distinct hardship on all merchants if credits are eliminated, and must result in restricting busi- ness. The situation appears to me to be one that demands thoughtful and intelligent consideration and reason- abe and positive action. Personally, I am convinced that the time can and should be shortened, both as regards the dealings of the retailers with his customers and the wholesaler in deal- ing with the retailer; but I do not believe that credit should be abol- ished, In talking with a retailer many times we find that he has altogether too Jarge an amount of outstanding bills on his books, I am sorry to say that in many instances this is due to the fact that the jobbers have permit- ted the retailer more credit than the conditions seem to warrant. I re- member very distinctly the story of the consumer who said that his best friend was a retailer who once told him that he was a fool to use his credit to the extent to which he did. The would-be purchaser went home very much wrought up, but he told me that after thinking it over, he realized that he had bought so many things he did not need, had kept himself in debt and had not been able to save a dollar. He admitted that the retailer was right and reformed. To-day he holds a responsible posi- tion in the city, draws a nice income, and says that he owes his success to the retailer who told him the plain truth about the use of credits. Did any of you attend a funeral— a financial funeral, I mean? Well, some of the gentlemen in this room along with myself have. While it is unpleasant enough to attend such a meeting, it is somewhat galling ana humiliating to have the bankrupt get up in the meeting and tell the jobbers that they gave him too much credit. I am telling these things so that we can fully realize that there are two sides to this question and for the benefit of those wholesalers and re- tailers who are afraid to hurt their customers feelings by refusing to give them too much credit. Right is right and wrong is wrong and it is a well established fact that where credit is extended, it should be on a thorough- ly understood basis regarding the amount and the time; and the seller, whether wholesaler or retailer, who insists upon the fulfillment of these terms by the purchaser will not in- jure his business, On the other hand he will gain the respect and confi- dence of that part of the trade which is desirable to have. Also, I want to say a word about economy of operation, and because the time is short, I will treat this matter very briefly, Already in some cities the retailers have found that (Concluded on page 41) June 13, 1917 MICHIGAN TRADESMAN 3 m... am Se | ‘ WHOLESALE DRUGGISTS - = 7 a a KINS_DRUG (ox va ce The Home of the ‘A Hazeltine & Perkins Drug Co. € ea Corner Oakes Street and Commerce Avenue Three Hundred Feet from Main Entrance to Union Depot The latch string is always on the outside of our door. Just pull it and come in without knocking ‘ | , and have a good time. This Means You Merchants Congress, Michigan State Pharmaceutical Association, Western Michigan Fair, | Trade Extension Excursion, and the Every Day Customer and Visitor. 1 Hazeltine & Perkins Drug Co. Grand Rapids, Mich. MICHIGAN TRADESMAN June 13, 1917 == pane Movements of Merchants. Flint—The Gordon Shoe Co. has changed its postoffice to Detroit. Stanton—C. E. Mesler will engage in the grocery business about June 30. Coral—J. E. Skeoch & Sons suc- ceed Chapple & Skeoch in the produce business. Lapeer—Fire destroyed the H. C. Kruth bakery June 8, entailing a loss of about $10,000. Grand Junction—Fred Lyons has closed out his stock of drugs and re- moved to L’Anse. Ludington—David Gibbs has open- ed a cash-and-carry grocery store on East Ludington avenue. Otsego—H. R. Walters is closing out his stock of bazaar goods and will retire from retail trade. Howell—Charles FE. Stalter has opened a creamery in the Earl build- ing on South Division street. Detroit—The Detroit Wholesale Furniture Co. has increased its cap- ital stock from $10,000 to $50,000. Detroit—The Mathew-Tanzey Cor- poration, Publishers, has changed its name to Frederick C. Mathews Co. Climax—The Helmer-Goodale Drug Co. has closed its store and removed the stock to its store in Battle Creek. Edmore—James Tobin, of Gladwin, has taken over the Gibbs flouring mill and will continue the business. Cadillac—Victor Roussin has sold his drug stock and store fixtures to C. J. Ayres, who will continue the business. Corunna—The Farmer’s Co-oper- ative Elevator Co. has been incorpor- ated with an authorized capital stock of $40,000. Conklin—William Gray, of Nunica, has purchased the Sawyer meat stock and store fixtures and will take pos- session June 15. Dimondale—H. troit, is erecting a which he will open soon as completed. Saginaw—Israel_ Rich, clothing and shoes at 317 avenue, sustained a_ loss $1,000 by fire, June 4. Manistee—Alex C. Hornkohl is in- stalling a modern oven in his bakery, with a capacity of 500 loaves of bread every forty minutes. Three Rivers—W. G. Major has sold his grocery stock to R. J. Schoon- maker, who will continue the business at the same location. Portland—Mrs. Agnes Mills has sold her stock of fancy and art goods to Mrs. N. G. Esch who will con- solidate it with her own. Freeport—The Freeport Farmers’ Elevator Co. has increased its capital stock to $10,000 and is installing a new engine and recleaner. E. Elliott, of De- grain elevator for business as dealer in Genessee of about Saginaw—Charles Konieczka has formed a copartnership with his father and engaged in the grocery business at East Saginaw. Holland— Robbertt Bros. meat dealers, suffered a loss by fire of about $1,000 June 6. The loss is par- tially covered by insurance. Quincy—A. A. Wilcox, who has conducted a shoe store here for the past fifty years, has closed out his stock and retired from business. Eaton Rapids—George Fabino has sold his stock of fruits and confec- tionery to Angelo Colerine, who will continue the business at the same lo- cation. Albion—Patrick Phelan has taken over the Silver Moon restaurant and hotel and wili continue the business under the style of the Albion Home restaurant. Battle Creek—Nelson E. Williams will erect a new store building at Lake and Rittenhouse avenues, on the site of the one recently destroyed by a cyclone. Corunna—The Farmers’ Co-Oper- ative Elevator Co, has been organized with a capitalization of $40,000, $20,- 000 of which has been subscribed and paid in in cash, Three Rivers—H. L. Baird, of Fre- mont, has taken possession of the undertaking and furniture stock of Schoonmaker & Worthington, which he recently purchased. Lapeer—Peter J. Brophy has sold a half interest in the Lapeer City garage to Peter Skelley and the busi- ness will be continued under the style of Brophy & Skelley. Pewamo—James Davarn has _ sold his interest in the Pewamo Elevator Co. to his sons and partners, William and Nevile Davarn, who will continue the business under the same style. Detroit—The Detroit Barbers Sup- ply Co. has been organized with an authorized capital stock of $25,000, all of which has been subscribed, $2,- 000 paid in in cash and $23,000 paid in in property. Sault Ste. Marie—Royce & Coulter, grocers at 550 Bingham avenue, have dissolved partnership and the busi- ness will be continued by J. Charles Royce, who has taken over the in- terest of his partner. Bay City—The Sun Coal Mining Co. has been organized to conduct a general mining business with an au- thorized capital stock of $50,000, of which amount $30,000 has been sub- scribed and paid in in property. Marquette—The Workers Co-Oper- ative Association, with a capitalization of $15,000 and a membership of 120, has taken over the grocery stock and store fixtures of John Lammi, on West Washington ‘street, and will continue the business. Regular prices will be charged the members for mer- chandise, but a 5 per cent. dividend will be paid them at the end of each year, Jackson—The Wagner-White Co. Inc. has been incorporated to handle wholesale and retail grain seeds and food products with an authorized cap- ital stock of $3,000, all of which has been subscribed and paid in in cash. Flint—The F. F. Russell Co. has been organized to conduct a retail store for cigars, tobaccos, lunch room, billiards, with an authorized capital stock of $2,000, all of which has been subscribed, and $700 paid in in cash. Lansing—George W. Burhans, of Portland, has purchased an interest in the stock of the M. J. & B. M. Buck Co. undertaker and furniture dealers and will act as secretary- treasurer and credit man of the com- pany. Battle Creek—The Battle Creek Provision Purchasing Association has been incorporated to buy and sell all manner of fuel and provisions with an authorized capital stock of $5,000, of which amount $2,500 has been sub- scribed and paid in in cash. Gobleville—John L. Lynch, of Grand Rapids, who is closing out the general stock of G. W. Duguid, sold goods to the amount of $2,000 the op- ening day of the sale last Saturday. The largest day’s sale ever recorded in the store before was $500. Detroit—A. Simon & Co., Inc., has been incorporated to deal in waste materials of all kinds and manufac- ture same into various articles with an authorized capital stock of $250,- 000, of which amount $125,000 has been subscribed and $50,000 paid in in cash. St. Joseph—F. A. Schoenberg & Co., handling musical merchandise, have merged the business into a stock company under the style of the St. Joseph Music Co., with an authorized capital stock of $5,000, all of which has been subscribed and paid in in property. Marquette—Wiilliam Maxwell has severed his connection with the F. Doncker confectionery business and formed a copartnership with W. C. Wilcox, of Ironwood, under the style of the Wilcox-Maxwell Co. and en- gaged in the wholesale confectionery and ice cream business at 313 West Washington street. Lyons—For more than a year the safe in the office of the elevator com- pany here remained unlocked and a sign informing burglars to that ef- fect was left out. A day or two ago someone carelessly turned the dial and locked the safe and it was then discovered that no one in town knew the combination. The safe had to be drilled. Muskegon—C. S. Daniels, who is connected with A. C. McClurg & Co., of Chicago, has purchased the stock and store fixtures of the Long millinery shop, 90 Western avenue and is closing it out at special sale, after which he will occupy the store building with a stock of books, sta- tionery and gift articles for men and women, Manufacturing Matters. Detroit—The Wadsworth-Campbell Box Co. has increased its capital stock from $30,000 to $60,000. Owosso—The Mullinix Organ Co., which recently moved here from Bay City, suffered a loss of $8,000 by fire June 10. The loss is partially covered by insurance. Coldwater—The McKenzie Cereal Food Co. has declared a dividend of 15 per cent. to its stockholders and one of 7% per cent. to its employes, to be paid July 1. Traverse City—The Napoleon Mo- tor Co., of Napoleon, Ohio, is remov- ing its plant to this city, where it will continue the manufacturing of pleasure cars and motor trucks. Detroit—The Woodworker Manu- facturing Co. has been organized with an authorized capital stock of $30,000, of which amount $15,000 has been subscribed and $10,000 paid in in cash. Holland—At a meeting of the di- rectors of the Veit Manufacturing Co., L. H. Mattingly, of Mattingly & Co., public accountants at Kalamazoo, was elected to assume the management of the company. Detroit—The Merritt Engineering Co. has been organized to manufac- ture and deal in furnaces with an au- thorized capital stock of $1,000, of which amount $900 has been sub- scribed and $250 paid in in cash. Detroit—The Monroe Chemical Co. has been incorporated to manufacture and deal in chemicals at 1605 Kresge building, with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. St. Johns—The Triangle Motor Truck Co. has been incorporated to manufacture motor vehicles and trucks with an authorized capital stock of $50,000, of which amount $30,250 has been subscribed and $6,050 paid in in cash. Detroit—The Holt Company, Inc.. has been organized to manufacture food products of every kind with an authorized capital stock of $5,000, of which amount $2,900 has been sub- scribed, $8.26 paid in in cash and $28,- 891.74 paid in in property. Lansing—Seymour Foster, trustee, has closed out the stock and machin- erv of the Michigan Knitting Co. and will pay 100 cents on the dollar to all stockholders and creditors. The three-story brick factory and ground upon which it is built is still to be disposed of. Detroit—The Merz Capsule Co.. manufacturer of medical, pharma- ceutical and druggists’ goods and sup- plies, has renewed its corporate ex- istence for a term of thirty years, with an authorized capital’ stock of $50,000, all of which has been sub- scribed and paid in. Jackson—Alva F. Watkins, dealer in druggists’ specialities has merged his business into a stock company under the style of Alva F. Watkins Co, to manufacture drugs and phar- maceuticals with an authorized cap- ital stock of $5,000, of which amount $4,000 has been subscribed, $1,000 paid in in cash and $3,000 paid in in property. r ie ee at etree - _ s June 138, 1917 MICHIGAN TRADESMAN oe eS ee E:.. 4 (i 2 c= » = ‘ ede —— iti > ee GROCERY. +*> PRODUCE is sicte Nyaa i \. Im J (T=, y i Sseissa] i N The Grocery Market. Sugar—With the adjustment of list prices to the 7c basis—with the ex- ception of the Federal, which will be out of the market for some time yet— the refined market is getting to a natural basis, and some circles hope for an improvement in the demand. It is pointed out that the weather is favorable for an active consumption by manufacturers, while the preserv- ing demand should be more in evi- dence. Of course, prices are high and this tends to curtail the use of sugar, but refiners look for a good business, arguing that despite the large de- liveries the invisible supplies are not excessive. Food control is likely to figure later in the situation, but at present it is not a large factor, al- though undoubtedly exercising some retarding influence. Refiners have been indifferent because of the situa- tion in Washington, for the revenue legislation has a kaleidoscopic char- acter, new features being introduced daily. Thus, following the settle- ment of the excise tax at Yc, a sur- prise was sprung by a Louisiana, Senator in the shape of the elimina- tion of the drawback provision that would hit the export business badly. This would mean that the foreign buyer must pay the domestic price, which, with the enactment of the excise impost, would be 1%c a pound higher than at present paid in bond for export. The effect, it is pointed out, might be to drive Europe and South America to purchasing raws at lower prices, especially such kinds as Java whites, which already are competing, in a measure, with granu- lated sugar. Tea—The trade is still hesitant over the outcome of the excise or, what it amounts to in the final analysis, duty, and until the matter is settled by Congress will go slow in buying tea. There are always some orders being filled where supplies are de- pleted, but speculation has been stop- ped completely, Prices, however, hold well under the circumstances. The effect is also felt in the pur- chases of new crop in the Far East, which are reported to the light for American account. Of course, the shipping scarcity plays a part in the dullness, only Japan apparently be- ing in a position to provide sufficient tonnage to guarantee fairly satisfac- tory movement to this country. Coffee—All grades of .Rio and Santos coffee are a shade weaker for the week, probably 4c. This is prin- cipally due to the fact that the Bra- zilian market has weakened somc- what. The question of tax is, of course, unsettled. Milds are un- changed for the week, Java and Mocha are steady at the advance noted last week. Canned Fruit—The_ situation re- mains practically unchanged with a light demand, but prices well main- tained. Canned Vegetables—The pressure of fresh vegetables and the absence of demand for spot goods are sending prices of tomatoes down in spite of the efforts of canners and dealers to hold them up. It is now possible to buy Standard 3s as low as $1.90 and some canners .are willing to sell at $1.25 f. o. b, cannery, but there are still others who have the courage of their convictions and ask $2. There is no new buying of futures, although some canners are now willing to take $1.40. A similar feeling exists in re- gard to some other items, although corn is keeping very firm. Peas are easier as crop prospects brighten. Canned Fish—With the exception of Columbus River salmon the mar- ket is easier. Spot lots are offered at concessions in some instances, al- though holders in general believe there will be a renewal of the demand as soon as the hot weather sets in. Sardines are in light supply and prices are maintained. Dried Fruits—Dried fruit men are saying that, while there may have been some dull times in the past, there has never been anything to equal this. Psychology may have something to do with this feeling, as, for instance, the impression of dark- ness following a blinding light. Ex- treme contrasts are apparently with- out precedent, the mind being seem- ingly unable to grasp any other con- dition than the one then existing. Hence. the practically complete ces- sation of business, following the ex- treme -activity of a few weeks ago, makes it appear all the more intense when business suddenly stops. In other words, the trade had enjoyed such an unexampled season of pros- perity that it had become accustomed to it and gradually came to regard the abnormal as normal. Neverthe- less the present period of stagnation is most pronounced, for usually there is some business going on in one thing or another, but dried fruits have practically come to an end. The raisin crop is sold out, peaches and apricots are exhausted, prunes are al- most gone out of first hands, and the remarkable condition has been reach- ed where there is nothing to do busi- ness with, Such supplies as there are are the property of jobbers or re- tailers. The former have little, if anything, on hand, but the latter are believed to have enough to keep them going over to the new crop. It is true that similar conditions have on rare occasions in the past prevail- ed just prior to the advent of a new crop, but never as early as this. This has been a season of abnormal de- mand rather than of short crops, but now the point has been reached where buyers have all they want and some perhaps a little more than they want, so that after all, if it were a question of actual demand? it might be possi- ble to dig up some fruit. Cheese—The market is very firm following advances in the country markets, chiefly of the West, amount-~ ing to 14@2c. The average receipts are showing improvement in quality, but are still not up to standard. Home demand is fair, with more or less ex- port demand for the best marks. A higher market is expected in the near future. : Corn Syrup—The market is steady at quotations with a good movement into consumption for this time of the year. The domestic trade is keeping up well and there is no accumulation of stocks. Tapioca—The market is quiet and unchanged for all grades. The trade is going slow for the moment as prices are high. Rice—The market is quiet and prices rule steady. There is a little more export enquiry despite the high level and the advancing freights, which now are the equivalent of al- most 6c per pound. The domestic en- quiry is slow and the general ten- dency of the trade is to hold off in purchases until the final passing of the revenue bill. The advices from the South note quiet markets and no pressure of supplies. No change in crop conditions are reported, the planting going on favorably, although the harvest this summer will be late. Provisions—Smoked meats are steady and unchanged. Receipts ap- pear to be somewhat heavier than before, with a fair consumptive de- mand. Slightly lower prices are look- ed for in the near future. The mar- ket for pure lard is off from “%@%4c, also due to the increase in the re- ceipts. Compound is steady and un- changed, with a good home con- sumptive demand and a moderate supply. Dried beef is firm and un- changed, with a good consumptive demand. Canned meats are firm and unchanged, with a light supply and a fair demand. Barreled pork is un- changed. Salt Fish—The mackerel situation is becoming somewhat critical as to supply. Even the large sizes are erowing scarce, and the prospects for fishing for new shores are not very good, owing to the shortage in barrels, shortage in men and shortage in salt, It is expected that fishing this year will be restricted by the war onerations, and altogether it would not appear as if the catch would be very heavy. The Norwegian mackerel situation is unchanged for the week. Prices may be named on some sum- mer catch fish in a short time. —_» +> G. Broene has sold his dry goods stock to Dr. Hofman, who will con- tinue the business at the same loca- tion, 1501 Coif avenue, under the management of Mrs, Riddering. 5 Summarized Report of Merchants Congress. The second annual Merchants Con- gress, which was held in Grand Rap- ids three last the center of interest the jobbers trade of this market, because days week, much was among it so happened that the subjects pre- sented were of vital importance to the jobber as well as of great interest to the retail dealer. The four talks presented the first day of the Congress are published verbatim in this week’s issue of the Michigan Tradesman. The first topic presented Wednes- day afternoon was by Fred C. Kuhn of Cleveland, on the Human Side of Retailing. The Tradesman that it is unable to reproduce this paper, because it was copyrighted by the author for publication in one of the current magazines. It is an ex- cellent treatise on the subject. Later in the afternoon Harold G. Ingham presented one of his topics. What he said is presented in detail else- : where this week. The same is true of Guy W. Rouse’s talk on the Ethics of Business. Later in the evening H. Leslie Wildey presented his formula for meeting mail order house competi- tion. The Tradesman regrets that it cannot present a full report of this regrets paper, because Mr. Wildey refuses to permit the use of his manuscript by trade paper publishers. Thursday afternoon John A. Lake paper on Co-operation and It is published in full else- The same read a Success. where in this week’s paper. is true of the second talk presented by Mr. Ingham. In the evening Mr. Hutchins and Professor Gilman both gave excellent talks. verbatim. The last day of the Congress vocal Their addresses are published music was furnished by Hiazel Reily with a young lady accompanist, which added much to the pleasure of the affair. At the evening session the G. J. Johnson Cigar Co.’s Ukelele Or- chestra, composed of seven young ladies, contributed to the pleasure of the session by several selections. The young ladies are all employes of the factory and won instant recognition and applause because of their modest demeanor and the simplicity of their playing, which was utterly devoid of affectation or striving for effect. The cost of the stenographic re- ports of the talks printed this week undertaken by the wholesale dealers. The cost of com- position and publication is cheerfully assumed by the Tradesman. —_++2>-—_ The Ira M. Smith Co. is now in the hands of a trustee for the creditors. The liabilities are $163,000. The as- sets are estimated at $60,000, which probably means that the creditors will receive about 20 cents on a dollar. —__22o——— Arthur E. Gregory (Judson Grocer Company) is growing a crop of pota- toes from Australian seed and offers was generously to supply seed potatoes for next year’s planting on the basis of $5 per bu. ee Tonia—The Tonia Filor Board Co. has increased its capital stock from $10,000 to $50,000. MICHIGAN TRADESMAN June 13, 1917 UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, June 11—K. R. Eddy, the well-known movie photog- rapher, has purchased the entire business of the Chippewa Film Co., which has heretofore been run under the name of the Soo Amusement Co., in which Beardsley & Cook were in- terested. Mr. Eddy has been doing some very fine work for the movie world within the last year. The pic- tures of the ice blockades at White- fish Point, which were taken a short time ago, have been shown on the screen throughout the United States and are considered among the best of this kind taken as yet. A card was received from Howard Thomp- son, Assistant Weather Observer at Trenton, N. J., who witnessed the picture the other night and says that it almost made him homesick, as he was a former Sooite and can appreci- ate the predicament the boats were in in the ice blockade. The partnership heretofore existing between Royce & Coulter, one of our leading eroceries, was dissolved last week. J. Charles Royce purchased the interest of James Coulter and will continue the business as hereto- fore. The Royce grocery is situated in the business part of the city and has always enjoyed a large share of the patronage. Mr. Royce is a veteran at the business and is considered one of the best grocers in the State, hav- ing been affiliated with the Retail Grocers’ Association of Michigan for a number of years. Mr. Coulter*s health has not been very good dur- ing the past year and he has taken a position with Gamble, Robinson & Shaw Co. as city salesman, which will keep him outside, which was his reason for making the change. Herbert Fletcher, Assistant Cashier of the Soo Savings Bank, has droppee his membership from the ford au- tomobile club, having purchased a large touring Jeffrey auto. Herb has been one of the faithful ford owners, with a record of getting a new car every six months. He made a recora breaking trip throughout Chippewa county, initiating the new car, last Sunday. His friends who were for- tunate enough to make the trip with him declared that Barney Oldfield would be jealous had he been along. The steepest hills were made with the greatest ease and the muddy roads were plowed through without any inconvenience. Herb is very well pleased over his new car and the chances are Mr. Ford has lost a very good customer. St. Ignace merchants have discov- ered a new counterfeit $10 certificate of the 1917 series. While it is not! as finely executed as the genuine cer- tificate, it is a very fine specimen. The Liberty Bond has been doing a land office business with the Sooites, as there are many who cannot go to the front, but wish to do their mite in the Liberty Bond channel. The conscription regulation almost put the ferries out of business be- tween the two Soos in preventing males from 18 to 45 from leaving the country without a passport. The Canadians have been big buyers on the American side and the American business will suffer. Not only will the business suffer, but the young folks, as well as many of the Ca- nadian boys, have a best girl living: on this side. of the river. It is al- most impossible for them to get an excuse big enough to enable them to cross the border, Numerous wed- dings have been the consequence. “In guarding his reputation, every man should be his own watchman.” Paul Litzner, one of Moran’s lead- ing. business men, bought a new Buick ear last week. The first thing which hanpened was the blowing off of a evlinder head. It didn’t discourage Paul, as the Buick company has a large supply of cylinders on hand. A little thing like that did not incon- venience Paul for any length of time. Captain James Bennett, of Detroit, returned last week to Mackinac Is- land to start getting the Bennett Hall in readiness for the season. The branch grocery of A. H. Ed- dy, at Sailor's Encampment, opened last week for the season. This is good news to the resorters who make the encampment their summer home. Mr. Eddy caters to needs of the re- sorters by making a special delivery od boat from the main store at the Soo. “Some banks are being embarrass- ed by having too much money. No- body else is.” N. D. Moorish, the well-known druggist, is laid up at his home as a result of being hit by an auto driven by William Smart. Although no bones were broken, Mr. Moorish was badly shaken up and bruised. Mayor Tyman is truly an econo- mizer. It is by his veto that we will have no circus at the Soo this sum- mer. He believes in keeping the spare change in circulation, instead of bidding it good-bye in one day. William G, Tapert. —___-->5__ Activities in Michigan Cities. Written for the Tradesman. Every loaf of bread sold or made in Muskegon must be stamped with its exact weight after July 1, accord- ing to the new ordinance passed by the council. The measure is design- ed to protect consumers in this time of high prices. Escanaba is preparing to entertain the State convention of Eagles June 19-22 and a large attendance is ex- pected. Menominee has changed her mind and will celebrate on July 4. The expense will be cut out, with no waste of money for fireworks, the feature being the great parade of students, boy scouts, lodges, etc. and there will be a programme of music and speaking. Walter O. Lochner, Secretary of the Chamber of Commerce at Wa- bash, Ind., has resigned to accept a similar position at Adrian July 1. Members of the Masonic order at Portland are showing their patriotism. They had plans well under way to build a temple this year, but have voted to suspend operations until af- ter the war and to invest the money now in the treasury, amounting to $2,500, in Liberty bonds. Floyd Puffer has been elected as Secretary of the Belding Board of Commerce and will iassume active duties next week. The Piqua Handle Co., of Thomp- sonville, has received a big order from the Government and is turning out half a million tent poles. Girls are being employed at the plant, due to the scarcity of men. Saginaw is developing into an im- portant insurance center, the Com- monwealth Fire Insurance Co., with half a million dollars capital, and the U. S. Mutual Automobile Insurance Co. having been organized there re- cently. Michigan Elks will browse in Mus- kegon June 20-23. This is trade extension ‘week in Battle Creek with refund of railroad fares and other inducements offered by local merchants. Almond —_—— oo An umbrella does a lot of good, but has to be put up to it. Griffen. HOME CANNING FACILITIES. Never before was the outlook for the sale of canning materials more favorable. First, there is the canner, which will do the work of several wash boilers on the kitchen range, besides doing it more easily. Every housewife has found out that she can can anything, from fruit to vege- tables and meats. Absolutely noth- ing edible need go to waste. Espe- cially on the farm is this knowledge worth much. She knows that in for- mer years enough odds and ends went to waste to keep several fam- ilies in canned goods, all because there was no near market for the fresh products. Now all is different and the housewife is assured of a ready market for all her surplus at profitable rates. In many localities the regular can- ner is not familiar. The folks have all read about it, but they have never seen One in operation. Why not get a sample canner of the best type and prepare not only to show it but to show it in operation. Arrange for this with some capable woman who will be glad to do the work for a share of the products, Have a special day each week on which she will make a public demonstration of the work. The sample canner can be made to pay for itself in a season by this method, even if you should not suc- ceed in selling any. It will be bet- ter to feel safe in the fact that your share of the canned goods, some of which may be stock from your own store which would have otherwise been in part lost, will be placed up- on your shelves eventually to be dis- posed of at good price, besides ad- vertising the canning outfit. Then there are cans and rubbers always in demand. People are fast learning that it pays to use new rub- bers. They will be disappointed if you are just out. For this is a thing which cannot be delayed in the pur- chase. If your stock is exhausted, be sure they will ge elsewhere, per- haps a bit miffed because you do not keep such essentials at the time most needed. —23..+—___ TIME YET TO PLANT BEANS. The unfavorable season in many parts of the country has delayed seed- ing and some that was already done must be repeated, but it is not too late for beans. Even for the later varieties there is a hope that they DIAMONDS< may mature, If the frosts catch them, there is still the alternative of the fruit can, which will convert them in- to an acceptable food, even though not in the condensed form more avail- able for the needs of the soldier. Navy beans are among the quick- est to mature, and the fact that it is not too late for ensuring from them a crop cannot be too fully impresseed upon the people who may have an acre or only a rod of vacant ground. We need every food product possi- ble and beans are one of the most eagerly sought foods, containing most nutritious matter in a condensed form. So many who are well up in gar- dening fail to realize that because it is weeks later than the usual time of planting, it is still not too late. Their memory must be substantially jogged, They will, when attention is called to the fact, recall how those little white beans were scattering up- on the ground in the hot days of Au- gust on some previous year. Why not have them ready in September, which is usually comparatively free from frost. Those who have been so fortunate as to get good results early in the season will be glad, too, to have their attention called to the possibilities between the early rows of onions and lettuce. Even for home _ con- sumption, they are in popular demand as meat substitutes. The picnic lunch and the evening social gathering alike welcome the old fashioned dish of baked beans. The woman skilful in canning may add to her pocket money by canning them for some of her neighbors. They find sure sale in a variety of forms, and at paying prices, if we may judge by the experience of last year. Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, June 13—Creamery butter, extras, 35@40c; first 38@38'%c; com- mon, 36@37%c; dairy, common _ to choice, 32@40c; dairy common, all kinds, 30@32c. Cheese—No. 1 choice 23%4c. Eggs—Choice, new laid 35c; fancy hennery, 36@37c; duck, 36@37c. Poultry (live) —Fowls, 23@25c; Broilers, 37@40c; old cox, 16c; ducks, 23@24c. Beans—Medium, $10.50@10.75; pea, $10.50@110.75; Red Kidney, $8.00@8.50; White Kidney, $10@11.00; Marrow, $10150@11.00. Potatoes—New, $10.50@11.00 per bbl. Rea & Witzig. new, fair 24c; FOR GRADUATION The Herkner collection of Diamond J ewelry is the largest display shown in Western Michigan. Prospective buyers of Diamonds should consult us before making a purchase. Our Quality and Values should interest you. J. C. Herkner Jewelry Co. 114 Monroe 121 Ottawa ¥ ° a. «9 ‘4 * > “4 x fe vt 4 June 13, 1917 MICHIGAN TRADESMAN ? || It Is Up to Us To merchandise scientifically. To merchandise intelligently. pe To help produce food. ys To help conserve food. &, To prevent the hoarding of food. To increase the turn over of our stocks. To make our money move faster. To do our business in such a manner ry as to tie up the least possible amount of cash and merchandise. To help finance this war by releasing ‘ surplus stocks and idle money to the extent of our ability. { ) To eliminate waste of money, food or i energy. To keep business going as usual and avoid any nervousness or hysteria. WoRDEN (GROCER COMPANY GRAND RAPIDS---KALAMAZOO THE PROMPT SHIPPERS < - — a = “ « 5 F TT ag GEE OB et 68 a a, . ° oo ¥ * 4 = » & ae t f Tee a \q & “fe wy 4 a? ¢ s > I ~ ‘ “| af 4 ¢ 4 & ae Nig” ‘ °e « aoaneutl 4 SaaS « a £5 RM 4 “ * t « eo? June 13, 1917 WHERE PROFITS GO. Leaks the Successful Merchant Must Discover and Stop.* The question of where profits go to is probably the most vital question which concerns a merchant. Without a business which makes prof- its the business soon ceases to exist, and no discussion that may follow in future sessions of this Congress that has to do with the handling of business after it is produced, has, it would seem, as im- portant a bearing on business as the earning of a profit. The first essential in discovering where profits go is to be able to recog- nize a profit, and that raises the ques- tion of what is a profit?) The large list of failures which occur every year would lead naturally to the assumption that to many merchants it is an unknown quantity. Of course, I understand that it is quite possible to earn a profit and then dissipate it by loose business meth- ods, but I think before we can discuss the question of methods that may have a tendency to dissipate profits we must first know that one is being earned. I can well remember when the maga- zine called System had its inception in the minds of two young men who lived here in Grand Rapids. I have seen the erowth of that magazine from a small 4 by 8, 16 page issue, to its present splendid proportions. I have circulation grow from a few hundred copies per month to nearly 290,000 per month. That circulation has come about through the adopting of System in busi- ness. To my certain knowledge this publication and the work that it has undertaken to accomplish has had a splendid influence for good upon the merchants of this country, because, in the first place, the retail store, as a rule, suffers from a lack of system, and that system begins when or before goods are purchased. seen its Its absence is evidenced at once in the lack of knowledge of what goods cost. Possibly the reason for a great many failures among the retail stores of this country has been largely accountable to the small amount of capital re- quired by which men can engage in a retail and as a consequence many men have so engaged who have business been lacking in business experience. My first leak, therefore, if you call it a leak, in a retail business is in the lack of knowledge of the cost of merchandise. It is too easy to think that because an article costs $3 per dozen its cost is 25 cents apiece and to set a profit ac- cordingly, while probably the actual cost of the article ready to sell is nearer 30 cents than 25. It is not my purpose in the few min- utes that are allowed to me to point out to you all the features of a business that enter into overhead expense. At the same time no business is properly managed which does not have a fairly accurate knowledge of what this over- head is and the percentage it amounts to in relation to the volume of business transacted. Possibly the greatest leak in any busi- ness is the leak which occurs from a lack of the appreciation of the possi- bilities of the business. Too many men have too narrow a view of the oppor- *Address before Merchants Congress by Charles B. Hamilton of Grand Rapids. MICHIGAN TRADESMAN tunity which is presented to them; too many men are content to busy them- selves at work that could better be in- trusted to a $10 a week clerk; too few men in visualize the future; too few men set a goal of achievement and then, having set that goal, endeavor to reach it. In every business this business endeavor to year’s volume should only be a starting point for next year’s volume, and every man connected with the institution should be imbued with the idea of reaching the total de- termined upon. What are the possibilities for a re- tail store in the point of sales in a town of 1,000 people? programme is going to tell you how he has successfully built up a $500,000 busi- ness in a town of this size. One speaker on this I am here to say to you that the people to whom his goods are sold are very little dif- child in certain this country. It means that manufacturers and distributors of merchandise spent $7 apiece to ac- quaint the people of your locality with the goods they have to sell. Are we as local merchants taking advantage of this enormous amount of advertising and the advantages which it presents to us? This is what I mean by the profits which are never earned. | mean that we need to get a larger vision of busi- ness and that we need to grasp the idea that we can sell people goods that at the present time they do not dream they want and we can do that by first bring- ing their attention to these goods; sec- ond, by arousing their interest in the goods; third, by arousing a desire for the goods and, fourth, by bringing them to a decision. These are the four steps The taken every time a sale is made. Charles B. Hamilton. ferent from the people who are living in the locality you serve. I am here to say to you that human nature is the same, regardless of where you find it. I am here to say to you that never in your life or in my life have the people you are aiming to sell goods to had as much money to buy these goods or to buy anything that they can be made believe that they want as they have to- day. The trouble with most retail stores is that they are content to sell the goods people ask for. They are not taking advantage of their ability to influence the minds of their potential customers to buy additional merchandise. It is estimated that there was spent in the year 1916 in the United States seven hundred million dollars in adver- tising. That means an average of $7 per head for every man, woman and trouble is that most of us wait until the customer has taken the first and second steps of their own volition and then we sell them goods for which a demand is created by an outside force. If we desire to enlarge our business we want to begin at the first step. Se- cure attention, create interest and desire and take advantage of the proper time to get a decision. If I am handling a general line of merchandise, then pos- sibly in addition to a well selected stock which meets the present requirements and the future them, of my community, I want to call attention and create an interest in the Service demands as I can see service that my store renders: is about the only thing left for the gro- cerman to sell in bulk. This is still his own commodity, a service that is dif- ferent if you please than can be found elsewhere. Just as stire as we are here to-day we are approaching a time when the question. of big profits has got to go, when it will be a question of larger volume and smaller profit, and the mer- chant who is not prepared to make his business fit this things will gradually into new scheme of find his volume decreasing. Do I make myself clear that the mer- chant in any community to-day ought to plan his time so that it is not taken up completely with the handling of de- tails as they are forced upon him every day, but that each day a certain time is set aside wherein he can lay definite plans for an enlargement of that busi- ness. Big businesses do not grow hapha- zardly. They grow as a result of def- inite and well laid plans. I am handling an advertising account of a successful retail clothing store which has in the last fifteen years built up a splendid business along lines which are the accepted ones in stores -of a similar kind, but this store, after a care- ful study of plans in few similar stores in larger cities, has come to the definite conclusion that it must right-about-face; that it must recognize vogue in a that smaller profits are here and that its plans must be laid for a bigger vol- that it into its complete confidence; that they ume; must take its customers must have a new understanding of what the word that goods are not really sold until those service really means; eoods are completely satisfactory to the that proper understanding of what is meant customer; they must come to a by that phrase “the customer is always right.” The tion in this country to-day is that of the National Cash This company has not been satisfied at all to most successful sales organiza- Register Co. simply study the mechanism of its prod- ict and then sell that mechanism to a possible customer. It has studied every possible angle of its customers’ needs and when the sale is made it is made from the viewpoint of the customer and not the viewpoint of the manufacturer. It is this view you must get of the potential customer in your community. You should take advantage of this tre- which is mendous amount of being spent in advertising in your local- money ity and copy, if need be, in a local man- methods used in a ner the successful National way by your larger competitors. This, then, is my second proposition— that a great leak in the profits of the retail merchant occurs at the point that they are never earned—that he is con- tent to stock goods and largely wait until customers come for them, that his fight for trade has been largely one of price cutting rather than of creation of desire for new merchandise. There is a third place where profits eo and that is in the credit systems if you can call them such that are usually employed in a retail store. Did you ever stop to investigate how the wholesaler or the manufacturer 1s surrounded by safeguards when he opens a new account. Go to any manufacturer or any wholesaler in Grand Rapids to- day and endeavor to open a credit ac- count and what do you find? You find that you are investigated, that before your credit is extended an almost com- plete history of your business dealings 10 is on file in that office. Such concerns as Dun and Bradstreet have for years and at the expense of millions of money been compiling reports on the merchants and manufacturers of this country and any manufacturer or wholesaler who sells you to-day, knows before he extends you credit the kind of a man you are from a moral standpoint, the kind of a reputation you have with his com- petitors—in short, a complete history of your financial transactions in years past. When he gives you credit he is nearly certain he is safe in doing so. Now, what is the method employed in the usual retail store? It is a wonder there are no more loses than there are because to a large extent system ceases to exist. I heard of a case a short time ago where a retail merchant went to his banker to borrow $3,000 to pay current indebtedness, but the banker, before he would loan the money, wanted to see the books of the merchant, and when he found the amount of outstanding ac- counts, he refused to give the loan, be- cause he knew that many of the peo- ple to whom credit had been given while they were apparently able to pay were not paying and had money on deposit in his bank; in other words, they were using the merchant’s money, depositing it and drawing interest on it. The banker agreed to go with the merchant and inside of five days he had collected over $3,500 in accounts which were past due and the merchant did not need the loan. It is a serious question in my mind whether the biggest loss which comes to the retail merchant comes from the lack of understanding of how to create a larger business or the giving of credit unduly in a business that is already established. Retail stores suffer there- fore, in three definite ways and in all of them profits earned or unearned leak out. First, from a lack of system in buy- ing and a proper knowledge of costs. Second, from an inadequate under- standing or appreciation of the possi- bilities of business as they exist in every community. Third, from loose methods of extend- ing credits and making collections. These three leaks are in my opinion the main ones through which profits go. How to Double Sales and Salaries. Study -your goods. 3e courteous. Acquire, if you do not already pos- sess them, correct habits of dress and carriage. Be alert. Put yourself in the other person's place. People come into the store to buy as much as they can for their money. Give “snappy” people a tactful an- swer. Health has much to do with suc- cess. Take half-hour walks daily. Make up your mind you will force yourself ahead. Size up your customer. Cultivate tact. Don’t argue with a customer. Take a personal interest in your customer. Most people like to be made a lot of, Show your best goods first. MICHIGAN TRADESMAN PERSONALITY IN BUSINESS. Why It Necessarily Contributes to Success.* Before I commence what I have to say to you to-night, I just want to say that this city and this community have a special and peculiar interest for me. In my young manhood, when Grand Rapids was not so great a city as it is to-day, I was here frequently and I knew about Grand Rapids activities, and I knew the young men who were making Grand Rapids and have since made it a wonderful success, I am going to say a few words on the subject of the personal relation in business. I am not going to talk as a university professor, because I don’t appear here especially in that guise, but in a direct and straight way, in as many earnest words as I can crowd into the limited time at my disposal, I want to speak on my valuation of the personal and human element in business and this same element in life. It seems to me we are having too much of the material and too much of the mechanical and mathematical and too little of men. We have not been having enough of the men. Our merchants think if they have a lot of para- phernalia—card indexes, files, the proper kind of shelving, ete.—that that is going to make the merchant. It does not do it. You must have the human equipment and the human and individual element. Let me say, with all the force that is pos- sible within me, that in these distracted days indispensable, and you are going to get on.’’ The very first word that any one said to me that started the machinery inside of me was that word by T. B. Blackstone. I have watched the world carefully. I know the retailing business from one end to the other. I have been in it and I know its problems. And it seems to me that the trouble is with the fellow himself, the personal element, this fellow who has inherited all the ordinary med- ley of traits from his ancestors of the past, who is uncouth and lacking in the applying of the lost art. It is so simple to please people—really, you can please people with so little. They are so anxious to be pleased. But you cannot do it with this glum attitude toward people, with the corners of the mouth drawn down. It is the wrong ideas we have on the subject of per- sonality, when the kindly thing, the gracious thing, the charm of manner is what we want. The wise thing in this world is this lost art, this being able to make yourself acceptable. And what a glorious time people like that have! For this a man does not have to surrender his manhood; a woman does not have to surrender her womanhood. And if you disagree with peo- ple, you can do it in a gracious kind of way. It is the fashion to look down on the kind of thing we are talking about. It is absolutely true that in every business of any magnitude—— anything worth while in politics, religion, busi- ness or education—there has been a tendency to minimize the men. But just as Mr. Hutchins said, there is a kind of a pendulum swinging back. The small organization, dominated by a STEPHEN W. GILMAN —these days when we pick up our morning paper with dread and horror—there is just one thing for us to do, and I Say every morning, when I confront this distracted and torn world, there is just one thing for me to do. I cannot handle these rifle things, but there is one thing I can do. “I will cultivate. this fellow right here; I will intensively cultivate me. Get this thing intensively—I will cultivate me—the way the Japanese cultivate their farms, and make of myself—something inside myself—a_ fellow who can exert power, capable and right and a human engine of glorified equipment. There is an overestimate on the technical side of business. There always has been. It is perfectly natural for me to say, if I fall down with this equipment, that I did not have this or that kind that would have made me success- ful, and it is the last thing in the world that I want to face—that there is something the matter with me. So I am going to talk about this human equipment, about what is in. this fellow. I wes reminded of it to-day, in coming down Michigan avenue in Chicago, past that great tower, the Blackstone Hotel. When I left the farm I was sent up to that corner with a mes- sage for the president of the Alton road, T. B. Blackstone, His house was on that corner. He stopped me and said, ‘‘Young man, you have just recently come from Wisconsin. You have zone to work for Colonel Sweet.’’ ‘‘Yes, sir.’ Then he gave me this advice, “Young man, you make yourself absolutely indispensable to that man, Cultivate yourself and make yourself *Address before Merchants’ Congress by Stephen W. Gilman, of the University of Wis- consin, personality, is the thing that is going to win. If you cannot be a big personality by reason of inherited traits, then go right in and be the shadow of the biggest man you ¢an find; get as close to him as you can. I say to the younger merchants and to the older merchants, tie up to some one big man. [I know it is worth while when I think of the feeling I had at one time when I was called in for some words of appre- ciation for something I had done and some one patted me on the shoulder and said, ‘‘Gilman, you are an emergency man;’’ when a great big, fine dominating man said to me, ‘‘You have done well.’’ I say to you, make yourself abso- lutely indispensable to that kind of a man. You hear folks say, ‘‘Oh, it is so hard to get people to serve you enthusiastically and loyally.’’ The price of it is proper recognition. I know when the hand comes on my shoulder and the great big man says, ‘‘You have done well,’’ fire and water and blood cannot keep me away from him. Money cannot pay for that kind of serv- ice. There are too many cases which occur to me to illustrate this. This human element Seems to me absolutely the most powerful force in the world—just touching the human heart. Everyone longs for something. It is so easy to please by some little word of recognition. We are looking for better men. You may make yourself a better man. No matter how skilful you are, you may make yourself a better man, in organization and administration: you may make yourself a better emergency man; you may make yourself a man with a_ gracious, kindly way. But do you know, some people have this idea of commercial life: They say, ‘‘There is no more use for this idea of spirit and personality and kindliness and graciousness in the commercial June 18, 1917 fight than there would be use for creased trousers for the men in the trenches.’’ But it is the thing that wins. My father had great difficulties to overcome, I had difficulties and I overcame them, but they were not these that my father had, and to a certain extent they are not the difficulties that confront my son to-day. His are different. He has to match his wits against the highly cultivated and intensively trained man—against the man who knows how to analyze problems quickly. Every man’s face carries with it a kind of a show, a kind of a stage. I fix up mine. You fix your stage, a financial stage, an intellectual Stage, something to show what you are. You want people to judge from your manner and from your accomplishments. It is my business ——your business, everyone’s business—to just push these curtains aside and look behind. Be- hind this skill, behind the financial systems, behind the individual faces, search for the twist- ed look; for the film over the eye; for man- hood; for character; for the human element. A little white-faced fellow stood before me in a salesmen’s convention in Madison and I thought, ‘‘There is a winner.’’ He represented a Detroit lamp contractor, making small minia- ture lamps to be used on automobiles and such things. He told us of a campaign covering three and one-half years with one of the great automobile manufacturers. Talk about infinite patience and the cultivation of the human ele- ment! For a long time he could not get any closer to the manager than to talk with the seventh purchasing agent. He said, ‘‘For three and one-half years we stientifically courted that man.’’ And after all that time, putting his heart and energy and the human element all in, they landed a contract for 1,600,000 of these lamps, amounting to $360,000. I cannot help but think it was the fellow who did it, just simply putting himself—the human element— into it all the time. This is what we call manner and _ spirit. I don’t want to use a threadbare word with you to-night. I would like to have you remem- ber me. I would like to have you say a kindly word with respect to my being here, but I just thrill with the hope that I can say something you can carry home with you. This thing that contemplates the expression of manner and spirit must be shot into us, if we are going to make this thing of business a great success, This fellow here, you, me, has got to dominate. Prepare personality performance — plans. I would just like to impress that on every young- Ster I have under my control, on every one I see. I would like to say, ‘“‘You are one of my boys. I want to help you. Prepare personality performance plans.’’ It is the mental blue print which every single man should have up be- fore him. These are the days of blue prints, the days of financial budgets and _ financial plans. The air being full of financial budgets, I hope for a mental budget to guide, restrain, direct and make plain the scheme of activity. This may take the form of a clean cut, mental per- sonality performance plan. I. should plan my personality in connection with my business. It is absolutely irresistible. I am reminded of a young man who keeps a store on a side street in Madison. I walk by his store almost every morning. Ten years ago he couldn’t speak a word of English. Tle had just arrived from Russia. I watched him at first and got him a position with a countryman of his who drove a fruit and vegetable wagon at the lake where we spent our summers, Jerry would always smile; his frank cordial manner was always noticeable. I have watched him closely and have run across him almost every morning in the last ten years. He is always more gracious and more accommodating than anyone else, always putting Jerry into every- thing connected with that store. People go there on purpose to have him simply say, ‘‘Good morning,’? to them. The first time I went into that store, I did not suppose he had “any way of knowing my name, but he said, ‘‘Professor Gilman, I wonder if you know what it means for you to come into my store. I eame over here a poor boy and I made up my mind that I would have a store someday.’’ He has now five stores and twelve or fifteen clerks, and they all just thrill with Jerry. He has trained his personality; he has not relied on counters and show cases to build up his business; it is his personality. I believe that this thing is well worth while. IT want everyone to have some idea of what I mean by this subject of the human element in business. I have enough illustrations to make up a book of hundreds of pages, of what personality will do, and how it is cultivated. I am reminded of a white faced boy who came to see me. There is no one in this room as young as this young man was when he came to see me seven years ago. His face was almost livid; he was not very well. He had come to consult me about his education and his plans for the future. I said, ‘‘You don’t look very well.”” He replied, ‘‘No, I am not very well, but my mother said that this matter of the per- sonal cultivation of power was the thing to be thought of.”’ TI learned that he was an Towa boy, that he had an invalid mother, that he was trving to help a_ rather unfortunate family. But this matter of cultivating personal power Seemed to be burned in upon him, I believe that the reason why people I know, old and young, in all kinds of business, whole- sale or retail, fall down—the reason they col- lapse—is because they do not have this idea. Almost everyone collapses; almost everyone is an ordinary, inefficient, incompetent nobody. I am talking straight out now about the thing we call force. I believe this had been burned in on this boy and I believe there was a time when the en- thusiasm of that invalid mother put into George this ability to succeed, and it went to all parts of him, and from that moment he possessed, as never before, a spirit which was absolutely irresistible. I heard something of his history after he left college. He graduated in 1913. He was an invalid type of fellow and did not weigh over seventy-five or 100 pounds. In less than four years after he left college, he has renews erssrenane ' ° é- Bad “4s, ‘ ‘ « & 2 ‘ * & wy b + € 7 _ : June 18, 1917 come to dominate the profession of which he is a member. His income is between $7,500 and $10,000 a year. I really believe that it has come from the intense and almost insane desire to cultivate himself and his personality. He did not do this necessarily for his own selfish ends, for he is a philanthropic type of man. I believe we have this same power within us and that we can use it in our business and pro- fessional life. I believe a man can literally grip himself, can train, push and boost himself. No two men are equal. It is absolutely fool- ish to try to make them equal. You never can. Mr. Patterson says that it is like putting horses on a race track. The idea of business houses paying two men the same salary, with the idea that they were doing the same work is ridicu- lous. They are never the same. You put horses on the track and inside of ten seconds they are drawn out. ‘That is life. That ought to be so, A man may take himself at any early stage of life and make himself the possessor of these qualities and put into his business the fine, splendid, human element. I want to talk about should belong to everyone. That is discrimina- tion. Why do I say that a certain young fellow who comes to see me will be a success? Le uses discrimination. He does not treat all peo- ple alike. It is his business to know psychology and human nature. He is able to present his side and fill it out; he fills the atmosphere; he is able in a discriminating way to conduct this interview. He is able to walk up to a closed door, as I did in my young manhood, and open it. When I was 18 or 19 years old I went to see Jay Gould. I knew he was a great financier and would be hard to meet. —__. Sparks From the Electric City. Muskegon, June 11—According to the State labor report Muskegon Heights’ average daily wages is $2.85 —just 18 cents lower than Detroit and 50 cents higher than Grand Rap- ids, which is $2.38. Fred Sheringer, Sullivan merchant, is adding 30 feet to the rear of his store. The depot at Ravenna, is surely kept in a very fine ‘condition. The agent not only keeps the floor swept, but scrubbed. We note what has been said through the Tradesman regarding de- pot conditions at Muskegon and am ashamed to admit that conditions are even worse than described. The Chamber of Commerce and the U. C. T. have tried very hard to get them changed, but to no avail. Surely “the public be damned” looks like their motto all right. J. E. Esch, of Honor, is complet- ing a fine new garage. Jake is a’ hustler and we predict success in his new venture. We hear that the front seat of his ford is still large enough and he has not had to buy a No. 9 hat since our A. W. got to be Grand Sentinel. _H. D. Bullen, of Lansing, says that Lansing is coming out next year with American Public Utilities Company Preferred Stock Dividend No. 20 The Directors of the American Public Utilities Company have declared the regular Quarterly Dividend of 1%% on the Preferred Stock of the Company payable July 2, 1917. to stockholders of record at close of business June 20, 1917. Trans- fer books will not close. KELSEY. BREWER & COMPANY, Operators. 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 UNITED LIGHT & RAILWAYS CO. Davenport Grand Rapids Chicago The Board of Direetors have declared dividend of One and One-Half Per ‘Cont. (144%) on the Preferred Stock and a dividend of One Per Cent. (1%) on the Common Stock, Ppay- ae oyries ee on July 2, 1917, stockholders of record at the cl i 3:00 P M., June 15, 1917. —— Stock transfer books will reopen for transf. of stock certificates at the opening of eae wot June 16, 1917 L. H. HEI June 1, 1917. H. HEINKE, Secretary. 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 Ms Per Cent. Paid on Certificates Largest State and Savings Benk in Western Michigan THE BANK WHERE YOU FEEL AT HOME Gene jes Gaines ane WE WILL APPRECIATE YOUR ACCOUNT TRY US! Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually 1 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier THE PREFERRED LIFE INSURANCE CO. Of America offers OLD LINE INSURANCE AT LOWEST NET COST What are you worth to your family? Let us protect you for that sum. THE PREFERRED LIFE INSURANCE CO. of America, Grand Rapids, Mich. Sonesta THe OLD NATIONAL BANK GRAND RAPIDS, MICH. 177 MONROE AVE. Complete Banking Service Travelers’ Cheques Safety Deposit Vaults Letters of Credit Savings Department Our 3% Per Cent Foreign Drafts Commercial Department SAVINGS CERTIFICATES ARE A DESIRABLE INVESTMENT “I June 13, 1917 a‘new and strong candidate and in my judgment it cannot be done. Mr. Bullen is as capable a man as Mich- igan U. C. T. possesses and could fill to his credit any position possible in the gift of the order. Mr. Bullen should not be disheartened by the large majority secured by his op- ponent, because the majority of councils in the State recognizee Muskegon’s right to the election of an officer in the Grand Council. Bet- ter stick, Mr. Bullen! While at Atlanson last week we were told that a rural mail carrier of that place was using very defama- tory language about the country; al- so President Wilson. We cannot see, if this is true, why the postmaster and other citizens of the place do not see that he is reported. The same fellow is soliciting drives from travel- ing men when they get off trains. All American citizens should take notice and patronize only loyal citi- zens; also those who are legitimately: entitled to this patronage. E. P, Monroe. —_e 2... - Gerrit Johnson Retires From John- son Cigar Co. Grand Rapids, June 12—The write: feels under many obligations to the Michigan Tradesman. The first loan I ever made at a bank was obtained on the recom- mendation of E. A. Stowe. If any problems arose, I could always leave them at your office. That is why I want you to know, first of all, that on May 4, 1917, I sold practically all my stock in the G. J. Johnson Cigar Co, to those who have been as- sociated with me these past years. The last few years I have been what is called a figure head. Now I think the time is ripe for me to get out. No, I am no trich. I fully realize that I could not acquire riches unless it was in exchange for what I would call, “my soul.” Ever since I was a boy, my great- est dream has been that if I ever became economically free, I would go to school. That opportunity has now presented itself, and if my health permits, I am going to make use of that opportunity and am going to do all in my power, so that the “child of the future” will not have to grope its way through life. You may be further interested to know that I intend, just as a pas- time, to consider a co-operative cigar factory. This plan is as yet incom- plete. As I look over my past, I realize that my greatest failure in life has been in wishing I could do some big: thing, while I let the little things that were within my reach slip by. I promise you that I will try and turn over a new leaf. G. J. Johnson. —_-- Wanted the Priest To Be Consistent. The priest had labored hard with one of his flock to induce him to give up the habit of drinking, hut the man was reluctant. “T tell you, Michael,” said the priest, “whisky is your worst enemy, and you should keep as far away from it as you can.” “My inimy, is it father?” responded Michael. “And it was your riverince’s self that was tellin’ us in the pulpit only last Sunday to love our inimies!” ———-- 2 The Chapel Pumper Co. has been incorporated to manufacture gas en. gine driven pump jack and accessories with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. —_++.____ The Baltimore Coal Co. has been incorporated with an authorized cap- ital stock of $15,000, of which amount $7,500 has been subscribed and $1,500 paid in in cash, MICHIGAN TRADESMAN 15 CHAMPION MOTOR OIL LUBRIKO AUTO GREASE 7 Champion Is to Gasoline What Sterling Is to Silver CHAMPION GASOLINE is the perfect, efficient motor fuel. The best petro- leum chemists in the world, working from authoritative scientific data, have es- tablished the basic principle of measuring the efficiency of gasoline by the adjust- ment of the range of boiling points. There is no other measuring rod. CHAMPION GASOLINE is composed of fractions, having low, intermediate and high boiling points presenting a continuous chain, beginning at about 95 de- grees Fahrenheit and ending above 400 degrees Fahrenheit with no gaps, each one vaporizing at a different temperature. CHAMPION GASOLINE contains the correct number of low boiling point frac- tions to insure easy starting when the engine is cold. Too many low boiling point fractions cause, in addition to starting troubles, undue evaporation in storage. CHAMPION GASOLINE contains the correct number of intermediate, or high- er, boiling point fractions to insure smooth acceleration. It contains the correct number of high boiling point fractions to insure a maxi- mum of power. Too many high boiling point fractions cause carbon in the cylin- ders and on the spark plugs. CHAMPION GASOLINE vaporizes to the last drop and leaves a minimum of carbon deposit. Gravity has nothing whatsoever to do with the efficiency of gasoline. That theory is a relic of the dark ages of the industry. BUY CHAMPION GASOLINE It gives more power, more speed, more miles per gallon and burns with a quick, snappy explosion. Grand Rapids Oil Company Michigan Branch of the Independent Refining Company, Ltd., Oil City, Pa. Citizens 9558 J. I. HARWOOD, Mer. Bell Main 3093 16 LAYING THE FOUNDATION Of a Million Dollar Business in Small Town.* I want to thank you for.your very gracious words of introduction and I want to thank the audience for the reception given me. This is my first appearance in the State of Michigan. To be frank with you, I am a little surprised there is not a larger gather- ing here to-day. I always like to be able to say that we people in the East —and we count Michigan of the East —are progressive. But we will have to confess that the West, as T saw it in January, at Wichita, Kansas, and Sioux Falls, South Dakota, has it all over us. There may be some reason for this here to-day, and that is be- cause it is registration day. Just one word in regard to insur- ance. I have had a little experience along that line. One day an inspector drove into our town and asked the man who was driving the carriage, as they approached our store, “What is that?” The reply came, “That is known as the big store at Strasburg.” and the inspector cried, “For God’s sake, drive out of this town before the dashed thing burns down.” That is the opinion that the fire inspector had of our risk. The place fortunate- ly did burn down some years after- ward. We don’t know whether it was We are inclined to think that some enemy set the store on fire, but we do know that it burned down. It might have been that rubbish which was referred to in the previous talk that had accumulated in the box on the outside of the store, where the fire started. But to-day we have every appliance in our building to protect us from fire. arson. It may be of interest for you to know where Strasburg is located, be- cause the success of a store depends upon location whether it is in a vil- lage or in a city. Mr. Forrest Crissy, when he wrote the story of this store in the Satur- day Evening Post of September 18, 1915, made this statement: “The achievement of this store would be less remarkable if this little burg were the commercial capital of an isolated valley in the frontier West command- ing the trade of an extension region by force of its strategic location. Al- most literally the management of this store has reversed the order of na- ture and forced the stream of trade to flow up hill. Not less than 80 per cent. of its trade is taken away from larger neighboring towns to which it was supposed to belong by natural right.” Strasburg is not strategically locat- ed. We are situated in a very rich and fertile section of Ohio. We have some very large industries in our val- ley. Here is the problem that most merchants in the small towns, as T see it, are up against. We are sur- rounded by a circle of large towns. For instance, North of us the first large town is Massillon, on the trolley line connecting Strasburg with Cleve- land, with a population of some 18.- *Address by G. Albert Garver Merchants Congress. before MICHIGAN TRADESMAN 000. To the East is Canton, with a population of 90,000. On the same line is Akron, with a population of nearly 115,000, and then comes Cleve- land, the sixth city of our country, only eighty-five miles from Strasburg. Six miles south of us is Canal Dover, a city of 9,000 people, and on this same trolley line, New Philadelphia. the seat of our county, is only nine miles away. Then there are the twin cities, Uhrichsvile and Dennison, with a population of some 17,000, on the same trolley line, about twenty-five miles from Strasburg. So we have plenty of competition in all these good cities located on this interurban line which passes through Strasburg. In addition to these towns on this trolley line, we are surrounded by a circle of towns which are the county seats of bordering counties. There is to have the trolley line running through Strasburg for bringing trade to our doors. When we built our present building, a brother-in-law of mine in business at Massillon questioned the advisabil- ity of putting up so large a store in so small a town as Strasburg. I went into the matter with him. We dis- cussed it thoroughly and I convinced him that we were perfectly safe. Even in the year that we burned out we did a business of $308,000, the largest business any department store in all our locality, because we are enabled to do business at so much less expense in a small town than in a larger town, and thus we have a tremendous advantage over our com- petitors in the larger cities. There are a number of very good small towns within the circle. We done by G. Albert Garver Carrollton, of Carroll county, Can- ton, of Stark county, Wooster, of Wayne county, Millersburg, of Holmes county, Coshocton, of Cos- hocton county, Cambridge, of Guern- sey county and Cadiz of WHiarrison county. I mention all these county seats, because we do take in all this territory. We draw trade from all the counties | have mentioned, not only a small portion, but a very consid- erable trade. Most small towns consider the trolley line a menace and a detriment to the business ot the village. But we have discovered it is one of our greatest assets, because it is certainly true that the cars run in both direc- tions. The fare is no more from these larger towns to Strasburg than it is from Strasburg to the larger towns, so it is really of the greatest use to us NIE OSCE OI have indicated just a few on this map. There are good small towns within four, five and six miles. When we took the business over from father, some of these small towns had better stores than ours. My heart had often bled, when I would go into these stores and see that they were far more prosperous than my father’s business. Often as a child I felt that some day, if it were my privilege to be a merchant, I would do my very best to own a store which would be worthy of the name. The seeming disadvantage to the small town, re- ferred to before, that is the trolley line, brings us hundreds and thou- sands of customers throughout the year, and we would subscribe a large sum of money for an East and West line. Our total sales for the past year, _ orders or the jobbing. June 13, 1917 1916, were $472,790.67. The popula- tion of Strasburg is slightly over 1,000. So if our sales were approxi- mately $473,000, a Grand Rapids store, with its population in the city of 137,- 000, would have to sell $65,000,000, to keep up with our record. In addition to a very large retail business, we do some mail order business, and some wholesale business. To be fair with you, I will have to give you the fig- ures of the wholesale and the mail orders. As I was coming over the G. R. & I. Railroad, I noticed the sta- tions as we passed along, and there were quite a few towns with familiar names, to which we ship goods, with- in a few miles of Grand Raipds. We were building up a very nice mail or- der business when my brother died some ten years ago, and it was up to me either to give up the mail order business to a great degree or neglect the retail business, and so I chose to give more of my attention to adver- tising the retail business, rather than to the mail orders, and so our mail orders amount to-day to a little less than $40,000. The wholesale is $34,- 602.02. It has often been questioned wheth- er we would be able to keep this busi- ness growing; whether there would not be a limit some time. We are proud to say that so far this year we have made a gain of 41 per cent. at retail. This does not include the maii The greatest month so far was the month of May, in which the total was $57,684.98. The gain for the month of May over May of last year was $18,781.79. The daily average was $2,210.63. The greatest day we ever had in business was four weeks ago on Saturday, when our sales reached $5,840.09, without any special attractions offer- -ed. The sales on last Saturday, which We considered a quiet day, or an off day, because there was no pay-day in in our town or in the towns near us, were $4,034.50. At the present rate of increase, we estimate our sales at retail will be $666,000 for the year. When father located at Strasburg some fifty years ago, it had altogeth- er eighty-five souls. There was a store there already. Father had come away from one of the biggest busi- nesses of its kind now in America, the Meyers Brothers Drug Company, then of Fort Wayne, now of Saint Louis, Kansas City, and other branch houses. This concern developed into a very large business. Father was one of their most trusted men and com- petent employes. William and George Meyers both begged of him to stay with them, but he decided to go to Strasburg. You may wonder why. It was for a sentimental reason—to please mother. Mother had an only brother and an only sister living at Strasburg and so father consented to go there and start this little business. It was started in an old log sheep- fold which was moved on to the cor- ner where the store now stands. It was about 20x 25, and father started a little country, general merchandise store. One of the departments in that store was a drug department. We have often been asked why we re- Judson Grocer Company Equitable Food Distributors 18 mained at when we had opportunities to go elsewhere. After the burning of our store, we had very : Strasburg, many importunities to go to larger We had a chance to go to Lorain, which is now a big city and on account of another to go to Canton to take over one of the largest and oldest dry goods stores: another to go to New Philadelphia, the coun- ty seat, where we would have been financed by one of the wealthiest men in the county. But after going over the ground thoroughly and dis- cussing the question from all sides, we decided to remain at Strasburg and rebuild there. And we did that for father’s sake. I believe, men, that if any prosperity has come to us, it is because we were kind to our parents. Every morning after my preliminary work was done at the store, I could step across the lot and visit my moth- er. It was my privilege every night to kiss her good-night. And these are remembrances that we shall treas- ure as long as we live. Father was a man ability. towns. growing very rapidly the steel industries: of exceptional He won the confidence of the community, and built up a very nice business. But father, like very many of us, made mistakes. He divided his energies. He did not put his whole life and whole soul and all his abili- ties into that business. If he had done that, without a question he might have accomplished more than we have accomplished, because he lived in the day of opportunity. It was not in a day when competition is as keen as it is at this time. And father’s business grew. A few years after he had locatel-there, he built what he thought was a large building. It was of pretty good size for a little village, 25 x 40, with a real glass front. Later he remodeled the old original sheep-fold. Now, get this, men—those of us who have sons who are coming up and for whom we have ambitions, no doubt, that they shall succeed us in business—note what father did. When that old store was remodeled, he saw the need of a larger hardware stock in the town, and he sent my brother, a boy of 12 years, to purchase it. Some of you will question that. You would think it impossible. If I had a little child of 12 years, I would not think of sending him to the market to buy hardware, but that is an absolute fact. That child was sent to Cleve- land alone, with the money tucked away in his trousers somewhere, to buy a stock of hardware for that building. What was father’s purpose? To interest that boy in business. And even as a child, my brother got back of that stock of merchandise and took an interest in the disposing of it. Again, father built an addition to this room. This old corner building was moved away, and a new building two stories high, with a 35 foot front was built, for the purpose of putting in a larger stock of dry goods. And then he sent me to Cleveland. I was about 13 years old. He gave me a let- ter of introduction to a general sales- man with what was then the Morgan, Root & Company. This gentleman’s * MICHIGAN TRADESMAN name was Toole. I remember it very well. Father said, “This introduces my son, Albert. He has come to the city to purchase goods. Please show him such goods as he wishes to look at. Don’t urge him to buy, but ship the goods he selects.” So we were put into the harness quite young. To-day we are not willing to trust our boys that far. I have a son who is a grad- uate of an Ohio University. He has taken a course at Harvard College and he is to-day working his way up through a large department store: and I don’t know whether I would trust him yet to go to the market and buy a bill of goods. But for some definite reason, father saw the advisability of taking us when we were children and putting this responsibility upon us. This has been a great help to us in our business career. Now, as father went along in busi- ness, he was very conservative in a great many ways, and he began to lose out in the game, because a young competitor came into the field. This competitor acquired the store on the opposite side of the street, and he put into exercise some of the things he had seen in the busy West. This young man had had an opportunity of traveling for a- concern making agricultural implements and he cov- ered quite a great deal of the West and met the men who were progres- sive in the business world. He put into action a great many things he had seen and father soon became dis- couraged. This man advertised and that was something father felt he could not afford to do. He was a clever salesman and here is one thing he also noticed, and turned to his ac- count, and that was to anticipate the needs and wants of the community. He heard someone else touch on that thought in a business men’s confer- ence—“to gain new trade, anticipate the community’s wants.” This is what this young man did. In a very short time father acknowledged his defeat and arranged with my brother and me to take over the business. At that time the town had a popu- lation of 180 people. Father’s sales had never reached more than $12,000 a year. I doubt very much whether he ever sold as much as $12,000 a year. He kept no sales records. We wonder why that is true also to-day; that merchants are so careless about their affairs that they do not keep records and do not take inventories. It was our records and inventories which saved us when we had our fire. The insurance adjuster said we had the best inventory he had ever seen. In taking it we had even put down the stock numbers, and our inventory was worth something after it was taken. We could refer to it in mak- ing purchases in the coming months and years. The third day after the fire we were doing business. There was no halt to our business. We were almost immediately displaying and selling in sheds and barns, in rooms in private houses and in all sorts of odd places. We were in business al- most within forty-eight hours. Just a few days ago I had the priv- ilege of looking at a stock of gro- ceries, one of the cleanest stocks I ever looked at, with an idea of pur- chasing it. It had been owned by two men who had been in business for three years and had started with $35. After three years there was great dis- satisfaction because the men had been drinking; they had quarreled and their business had been thrown into the hands of a receiver. When the offi- cials began to investigate their busi- ness, they found that mail was actu- ally unopened six months back. If there are any jobbers within the sound of my voice, I wonder what you would think of retailers of that kind. These men had credits, but they had no account of what they were doing. They simply guessed at it. The receiver had no means of knowing what they owed, until he wrote the creditors. I say to you, better make an invoice once a year, and twice a year, if possible, and make it as clear and correct as possible. You will have no trouble then with the fire insurance adjuster. You will get every cent, as we did. The insur- ance adjusters said to us, “We are sorry we have not more to pay you.” I had tried to see that we were fully insured. I had just gone East to buy a great many goods nad told our insurance broker to place $20,000 additional insurance for three months. It was just at the time of the big Baltimore fire and the big losses the insurance companies sustained at that time made them very careful about where their insurance was _ placed. And our man neglected to place our June 13, 1917 order for this insurance. So we los: $20,000 clean dollars through the care- lessness of this insurance broker. Father made the mistake of divid- ing his efforts, and when my brother and I formed that partnership, the first thing I said to him was: “Your time belongs to this business, just as much as the money we take in or the stock on the shelves, and my time belongs to the business just as much as the money or the stock. All of our time and our money belongs to this business.” That was the first re- quirement, and I think it was one of the things that helped our business to become what it is. Now, before this, during the time that father was in business and help- ing us, as I indicated above, we re- ceived a great deal of inspiration by seeing and by reading of things that other men were doing; but we did not get the inspiration that merchants can get to-day, by hearing, also. Here we are gathered together, and we can exchange opinions and experiences with the very best merchants in this territory. These are the wondrously helpful things that have come into the merchant’s business life in these days and every merchant in Grand Rapids territory and as many of his assistants as could be spared should be in at- tendance at this Congress. When we took over this stock of father’s, it consisted of merchandise valued at about $6,000. In it were a lot of hoop skirts and old shaker bonnets, serge gaiters and a large variety of old articles of all sorts. One Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. :: Grand Rapids, Mich. 151 to 161 Louis N. W. 213 Erie Street Be Leitelt Elevators Single Belt Electric Engine—Ceiling Type ADOLPH LEITELT IRON WORKS Freight and Passenger Honest, Sturdy Construction Highest Grade Workman- ship and Accessories Write for Particulars and Estimates Grand Rapids, Michigan € ’ + * 4 4a, . ~ ¢ o "A . ¢ » @. «oa s ¢ » he ang 1% co < » fa 4. €. , » ¢ » June 13, 1917 of the traits of the old-line merchants was that they would not part with anything unless they got their price. Father would not sell on old shaker bonnet for less than the original price for anything, no matter how long he had had it in stock. We-immediately cleaned that stuff up. We got rid of it in quick order, for whatever we could get for it. Get rid of your old stuff, if you have any. We agreed upon an interest and rental of $18 a week. That rental was paid, too, every Monday evening. We started without any capital. We did not have any money in the draw- er. I did not have any money to put in, and although my brother did have a little, he did not put it in because I didn’t have any. We started even. All we had was father’s stock. But we did have lots of nerve, and con- siderable enthusiasm, and exhaustless energy, and, thanks to father’s wis- dom, we had some training. Now, the first thing that came into our business life was the force of ad- vertising. We started an advertising campaign. I had thought for a long time that if ever the time came when I could do as I would, I would ad- vertise. Fortunately for us, we be- gan our advertising campaign without very great expense. There have been a great many things in our business career which have been fortunate. The matter of advertising was really an accident with us after all. We, perhaps, would not have gone as strongly into it, if it had not been for this accident. An old printing press came into our possession, and my brother arranged the type and be- gan to set up little advertisements, and these were mailed to people in that vicinity, were put up on blank spaces or were handed to customers as they came into the store. We soon began to see that advertising had in- fluence in bringing in trade. We be- gan the issuance of a circular regu- larly. This has grown into a circular like the one that I have in my hand. Some merchants issue what they call a store paper. Our circular is an ad- vertisement, pure and simple. There is no news in it. It is simply a bulle- tin quoting prices. We issue this cir- cular every month. At the beginning of the month, these circulars are ready for mailing to the 14,000 names on our mailing list. The circular is always the same size and represents every department in the store. For instance, the groceries have the first page; the next page is for men’s clothing; the next page for furniture; -the next page for shoes; a double page for dry goods; another page for dry goods; a page for hardware; a . double page for the house furnishing department, etc. Because we get these circulars out regularly, our customers look for our prices at the beginning of each month. In writing up the advertising mat- ter for these circulars we try to use clear description. We do not use bombast or the superlative adjectives that some merchants do, because we believe the public generally is disgust- ed with that kind of advertising. We follow, to a very large degree, the MICHIGAN TRADESMAN plan used by the mail order houses, giving a clear, clean-cut description of the goods. We try to use adver- tising in such a way that it will in- terest the reader and use the conver- sational style as much as _ possible. We use a great many cuts. A man who is a very famots cartoonist at present was the designer of some of our earliest cuts—Mr. Donahey, of the Cleveland Plaindealer. I said a little while ago that we started without capital. I wonder if some of the merchants here have had experience along the line of credit troubles. The business grew faster than our credit permitted. We soon began to buy in large quantities. Do- ing a credit business, we, of course, carried large accounts on our books, and we needed more capital. We did not concern ourselves very much about the credit part of the business, because we were so much interested in building up the trade, but we soon learned something along that line. I went to Cleveland and bought a bill of dry goods, but before we finished the transaction, I was asked to go into the credit office. That was some- thing new to me. I was asked to make a statement. I told the truth as nearly as I could, but the credit man was not very much pleased and so refused to sell us any more goods. I walked the streets of Cleveland, not knowing where to go to buy dry goods; and I vowed the day would come when I would sell goods to the customers of that jobbing house. When I was in Cleveland this sum- mer, addressing the Adcraft Club, I had the pleasure of exhibiting an or- der that we had just received from a dry goods concern at Thomas, Oklahoma, and I assure you that I[ did that with considerable satisfac- tion and a feeling of a real triumph. We hoped that we might be able some day to do a business of about $50,000 annually. We watched for opportunities to extend our trade. The nearby cities afforded us the op- portunity. We were not afraid to go after business at New Philadelphia. Canal Dover, Massillon and Canton, and even before we had the trolley line, we had people who drove to Strasburg from these towns to buy their goods. Because of our aggres- siveness we aroused the opposition of other merchants at home and abroad and the more these opposing mer- chants knocked us, the more our busi- ness grew. We kept the old printing press going every moment we had time. One of the most valuable things we have to help us in our advertisin is the mailing list. These mailing lists are considered among the most valuable assets that the big mail or- der houses have. It took quite a great deal of time for us to get this mailing list, which now numbers 14,- 000 names. The beginning of it was registering the names of all the cus- tomers who came into the store from day to day, and not only that, but we went out into the country after names —I rode on horseback from school- house to schoolhouse, in the spring time when business was slow and the Qg a roads were bad, and secured the names from some boy or girl at school of people in their districts; and in this way built up a mailing list which included names of all the fam- ilies in the districts and townships and counties surrounding us. We did our own printing. After the old press became too worthless for further use, we purchased new presses, and at the time of the burn- ing of our store, we had two presses and employed two men and two girls who did nothing but print the circu- lars and get out printed matter of all kinds. For the purpose of advertising our business, in addition to this monthly circular, we circulars, cards, folders, etc., for the purpose of advertising special For in- stance, we have used the Dollar Day sales. use special sales. This has been very successfut. In getting out the circulars for spe- cial days, we often vary the form and use cards and forms different from the monthly circular. We have very keen competition with the stores at Massillon and Canton, particularly, and we were told by our customers that our Dollar Day sales were far ahead of the sales towns. We had a very successful which we pulled off at Canton. bought a men’s’ furnishing stock at a ridiculously low price. It had to be sold quickly, because the room had to be vacated very soon. We wondered what we could do to interest the people of Canton in the given in these sale We goods 19 sale of this stock. We used the idea used by the Rexall stores the “one- cent” sale plan. It worked finely. We advertised to sell a hat for a cent: men’s union suits for a cent; traveling bags for a cent; shirts for a cent; ties for a cent; anything we had for a cent. We filled the with goods and put price tickets on —one cent. windows We made it known, how- ever, in our advertising, that the cus- tomer would pay the regular price for the first article and then get the sec- ond article for the cent, the same plan as the Rexall people use. It was a great success. We sold out in a very few days. On the first day we took in more cash than the stock had cost us. We don’t overdo the special sale business. We believe that is a mis- take. sales too much, the people tire of it. If merchants advertise special They lose confidence. But when you do advertise a special sale, let it be special. See that when your advertis- ing comes out, it will have influence in bringing in the trade. Now, we that we accomplished that say, have We believe believe that at our believe what we Strasbure. customers and so when we do advertise anything special, it brings them in. We had a basket sale not long ago in the grocery department, which was very effective in bringing trade to the store. We had more people in the store on the two days of that sale than we had ever had up to that time. The basket sale was conducted in this way: We wrote to all manufacturers scientifically correct. salable at all times if you install No. 70 for Grocers and Delicatessens No. 92 for Residences 744 Lake Street Why Throw Your Profits Away? Your perishable stock is a source of loss through waste and spoilage. It can be made a source of profit by proper preservation— this means that your refrigerator equipment must be You can stop losses and make more money by keeping your perishable goods fresh and We manufacture a complete line of stock size refrigerators, cooling rooms and display cases for every requirement of grocers and meat markets. It will cost you nothing to inves- tigate the McCray patented system of refrigeration. Ask for Catalog and ‘‘Easy Payment Plan” No. 62 for Meat Markets and General Storage No. 51 for Hotels and Institutions McCRAY REFRIGERATOR CO. Detroit Salesroom, 239 Michigan Ave. Agencies in All Principal Cities SANITARY REFRIGERATORS Kendallville, Indiana 20 who get out little samples of their wares, You know a very great many manufacturers distribute samples from house to house, and they are thrown on the porch, and the children pick them up, and a great many of these samples never reach their intended destination—they never get to the housewife. So the manufacturers were very glad indeed to send us samples. We had some eighty-eight samples and some of the packages were quite large. They filled a half- bushel basket. We advertised we would give a basket of samples, worth $1.50, to each customer buying a dol- lar’s worth of groceries. We gave away nearly a thousand baskets, and it brought us a very great deal of trade. When we had our golden anniver- sary sale, we got up a very nice cir- cular with a yellow cover. This gold- en anniversary sale was carried out throughout the entire store, with ban- ners and pennants and cards. I have here some of the advertising sent out by some of my fellow mer- chants, who evidently take pride in sending out this kind of stuff. It is full of bombast exaggeration, and the most extravagant phrases. No one believes that kind of stuff. There is nothing printed on the other side, at all. As expensive as paper is, why not utilize both sides of the paper? To show you that the people have confidence in our advertising, let me tell you of this instance: We bought a very large quantity of men’s neck- When I came home, I told the manger in the clothing department about the purchase. He said, “We have plenty of neckwear; we can not use it.” I said, “All right, we will sell it in the dry goods department.” So when it came in a dray load, it seemed as though I sure was stuck. I was about to go to look at a stock of shoes at the county seat. I had the boys arrange this neckwear and we counted the dozens and found that we could give forty-one neckties for 25 cents, and make a profit. But it had to be quick action. We could not possibly keep this neckwear any- where. I said, “Now, you fellows go right down the line and take one necktie from each pile until you have forty-one, and tie them up in bundles. On Saturday morning we will sel} these neckties at 25 cents a bundle, We will put one-half the lot in the clothing department and one-half in the dry goods department.” Strasburg had a veritable necktie carnival that day. It seemed as if everyone, men, women and children, went home with neckties. I believe there are men to- day wearing some of these neckties. After reading Crissey’s story in the “Saturday Evening Post,’ a man at Cleveland sent me one of these ties, and said, “Here is a tie that I bought at your store at the sale mentioned by Mr. Crissey, in a bunch with forty other ties.” It was a regular standard 50 cent tie. Of course when we give values like that to our trade, it brings them in. I am reminded again of another in- stance: I bought a large quantity of suits at Cleveland at a very low price. wear. MICHIGAN TRADESMAN They had been sent to Chicago to be sold, but had been sent back, and had just come back into the hands of the Cleveland house. The suits were bought by me at my own offer. I had two of the girls with me on that trip and I asked permission to work in the house, after the place had closed. So we worked there in the evening. We divided these suits into lots. I called up the people at home and told them about the suits and told them to advertise on Friday in all the papers in the nearby towns for a Saturday sale. We marked all these goods at Cleveland. When they came down on Saturday morning, they were all ready to be thrown on the tables, ready for the customers. On Satur- day we sold seventy-three suits out of that lot, in addition to many suits which had been in stock before. Mr. Thomas, a fire insurance adjuster was there that day, and he helped us out in selling that merchandise, and de- clared he had never in his experience seen such bargains and such selling anywhere. I might call your attention to other sales, but that would be superfluous. In addition to advertising by cir- culars, we do a great deal of out-door advertising. In coming up from Fort Wayne to-day, I did not notice a very great deal of out-door advertising by merchants from Grand Rapids. There was a little by Kalamazoo merchants, but there was practically none by Grand Rapids firms. And I did not notice out-door signs of mer- chants in the smaller towns. We have blank spaces on barns leased, and all sorts of other spaces and we have bulletin boards on all the country roads. We have a man in our employ the whole year round who does noth- ing but this painting, with the help of other men whom he employs. He keeps these boards freshened up and changes the matter from time to time. In our advertising we try to use catch phrases, that in a way may be original. For instance: “We go the limit to please.” We have driven that into the minds of our people until they believe it. “Money back if you want it.” People come to our store and buy goods with the utmost con- fidence, because they know that they can have their money back if they are not satisfied. I believe I can con- scientiously advise that plan to any merchant. I dare say it does not cost us $200 a year and it is the cheapest advertising we can do. There is no argument. A woman comes in with a dress, a coat, a suit or even millinery, and if she is not pleased with it, she can exchange it, or have her money. Our people know that. If we do lose $10 or $20 or even a larger amount in the millinery department, it is a mat- ter of no moment at all. It is the best advertising we can do. “We exist for your benefit.” This gives the impres- sion that we are not in business for our own benefit alone, but for the public’s benefit. “We feed you. We clothe you. We furnish your homes,” indicating that we sell everything. With Canal Dover, our neighboring city, we come into the fiercest con- any flict for trade. The Board of Trade use bulletin boards extensively, with the phrase, “Deal in Dover.” That is very fine, but we put up boards that say, “Save in Strasburg.” We follow up these “Deal in Dover” signs with our “Save in Strasburg” signs. And people believe they can save in Stras- burg. Even some of the business men from these other towns come there. When one of the big iron con- cerns imported a large amount of negro labor, they came to Strasburg to buy their beds and bedding. When the Pennsylvania lines were prepar- ing for a strike at Dennison, Ohio, they came all the way to Strasburg to prepare themselves for that strike, and we sent them almost a carload of merchandise. That indicates we have the merchandise. That indicates that even the Pennsylvania company has confidence in our methods of trading and our prices. We do a lot of personal advertising, too. Here is something I think very many merchants are neglecting these days. Some of you may be from the country and from small towns. You say, “I can not afford to spend money for printing; I can not afford to have a multigraph; I can not afford to have a typewriter. I can not afford to go to this extent.” You can afford to employ your time in writing letters by hand, if you can not get them out in any othre way. You can not afford to sit down and make yourselves comfortable and read the newspapers and smoke and talk politics, and think or talk about everything else except your own business. Employ your time. Employ the time you have got, and write personal letters, if you can- not do any other kind of advertising. Call up your customers over the tele- phone and tell them about the spe- cials you have. What I have been doing for the last year I think is the best possible kind of advertising. With all the other kinds we do, it is not enough. We must still do some- thing more effective. I used to say to myself, once when I was 50 years old and had accumulated a certain amount of money, “I am going to take it a little easier. I am going to take a day off once a week and have my own recreation day and do just what I please.” I have never found great pleasure in going out in the woods camping, as some men do. I don’t get a good time out of that sort of life. But when that day arrives in the week, I have my automobile ready early in the morning, and in that automobile I have a lot of advertis- ing matter, gotten up by this card- writer of ours. These cards are paint- ed on waste steel sheets that we buy very cheap from the steel mills, Our man will get up a lot of cards on steel plate, and we will nail these up in prominent places along the roads. In addition to these signs we will have cards sent to us by the various manufacturers—the Studebaker, Ford, clothing, shoes, etc.—all sorts of ad- vertising furnished by the manufac- turers. I take plenty of circulars along and some of the grocers’ sam- ples which were left. These were tied up in packages and I took them along, June 13, 1917 AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowleon Co. 203-207 Powers‘ Theatre Bldg., Grand Rapids, Mich. NO " Ask about our way BARLOW BROS. 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 The Prompt Shippers Get Our Dealers Proposition BIG RAPIDS, MICHIGAN OWN HARNESS Bons oy Mate 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 CoO., LTD Ionia Ave. and Louis St. | Grand Rapids, Michigan 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 af the end of treatment, or money back. Neal Institute 534 Wealthy, S. E. GRAND RAPIDS Both Phones PERRY MILLER, Manager Sunbeam Luggage Sunbeam Trunks Suit Cases and Bags will withstand hard service— “they are made to wear.”’ They will build up a foundation for a bigger and better business for you. Our catalog is complete and up-to-date, with full descriptions and illustrations. Brown & Sehler Co. Distributors for the Largest Trunk Factory in the World Grand Rapids Michigan ods > -and she is June 13, 1917 too. We had the automobile filled with advertising matter, except on the rear seat I had three boys, and my own son was driving on the front seat. Cigars for the men and chew- ing gum for the children and women was provided. We started out and stopped at the first house outside the town and called at every house on the road that led East. We visited forty families that day. I made a per- sonal call at each place. Nearly all these people were surprised to have me come into their homes. They knew me personally. I meet them in the store, but I can not talk with them at any length. But this thing of getting into the homes of the peo- ple and the things: that I have learned that have been for the benefit of our business can not be told in a few min- utes. For instance, I learned that there are some Sears-Roebuck cream separators in our neighborhood. After having a social visit, | make some en- quiry as to how the customers are pleased with our service. Among these forty families I visited two weeks ago, there were only two com- plaints. One woman said: “Now, | don’t want to make any fuss. I don’t want to get anyone into any trouble.” I said, “Mrs. B., you can be perfectly frank with me. I will not scold any- one. I may say something in general to the people of our store, that will cover the matter.” So she went on to say, “I was in the store just last week and the clerks in the grocery department must have supposed that I wanted some feed, and they let me stand and wait for quite a while, and they seemed to shy away from me. I was in a hurry to get back home, and did not want to wait. That is all there is to it.’ She had made mention of the fact simply that she would like to have quicker service. She was the mother of a six-weeks old baby, she has three other children, a big garden, eight cows to milk; all the mending, all the sewing, all the baking and cooking to do for all those children, the big house to keep clean. trying to raise geese, ducks, chickens and she has all that work to do, and many other things. I could see that with my own eyes, because these little boys were happy, to show me those little goslings and little ducks. And this customer told me the next time she came to the store, “I was very sorry indeed that you came in on me just as you did the other day, because I had so many things in the way.” I said, “You need not excuse yourself at all. Our house is all torn up to-day and you might not find a place in it to sit down.” She said, “Well, if I had taken you into our best room, you would have found an incubator in there.” The next morning I made use of that fact in our talk to our salespeople. This evening I am going to give you an idea that we have been using to help secure better service for our custom- ers. It will be worth hundreds and thousands to any merchant who will use it. Some manufacturers have put this idea into use. I used that inci- dent as a basis for my talk in the next morning’s “Bulletin.” I said, “Be MICHIGAN TRADESMAN sure to wait on the farming trade first in these days, because you will be doing your ‘bit’ for our country just now, by helping farmers to get back to their work, and thus helping along the production of food.” This is my advice: Always make a thing right at once. Don’t put it off. It will always cost you less to make it right at once and get it off your mind, and have the customer satisfied, and do not lose the trade. I think that is a pretty good way of advertising. 7 I don’t believe there are very many merchants who could not afford to spend a day once a week, and go out among their trade. I believe it would be a fine thing for the jobbing trade to do the same thing. I believe all you retail merchants would be pleased to have your jobber come in and see you some time. You would be tickled to death if the men you have been buying goods from for years would drop in and spend an hour with you. I now have more invitations than I could accept in six months to go out in the country to dinners. We use the multigraph a lot. It is not very expensive. Most merchants could utilize it in their advertising. We do something like this: We pur- chased a few weeks ago a large lot of coats and suits. We could sell suits worth $40 to $50 for $15. “In addition to using all the newspapers —and we use the newspapers in all surrounding towns and have standing contracts for space—in addition to ad- vertising these suits and coats in all these papers, we got up some letters and every woman who came into the store when the suit sale was on was handed a letter printed on nice sta- tionery—a personal letter from me— signed with my name personally, stat- ing that I had been in Cleveland last week and had made this marvelous purchase of Printzess coats and suits, and would offer goods worth $50 for $15 and would be pleased to have the customer look at them. This resulted in a number of sales which would not have been made but for that method of reaching the customers as they came into the store that day. Some of them had not noticed the advertise- ments in the paper. To-night I will try to show that what we have done is not remarkable. Even though we have sold, as stated; nearly $500,000 this past year, I am going to try to show you merchants from the country that it is not impos- sible to match in a way what we have done. We don’t take any particular credit for having done what we have accomplished. I am going to try to show you how we carry on a campaign of intensive merchandising. That is really what has brought the business to our town and to our store, and what I will tell you can be applied to any city of any size whatever, and with the same good effect. We will try to show you what plans we are using to build this business up to a million dollars. When we once thought that we: might some day sell $50,000 worth, I felt that would be more impossible than to- day I think it would be to sell a mil- lion dollars. We are using plans by which we think we can accomplish that feat within the next four or five years. We will try to show you how, after bringing customers to the store by our expensive and laborious ad- vertising plans, we can give service so that merchandise will be sold to the customers who are brought in. That, after all, is the crux of the whole thing. od Economy supplies old age with an easy chair. 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 21 Sidney Elevators Electric and Hand Power Also Dumbwaiters Elevator Mfg. Company Sidney, Ohio Mention this paper. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting | No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction Always the Same For 21 Years And We Won't Change the Quality for Another 21 DORNBOS’ CIGARS “ONE WAY TO HAVANA” Except to Make Our Cigars Better. So Our Dornbos “Single Binder” from now until further notice, will be a little smaller— not much—and you and your customers might not notice it—but we are cutting the higher cost of tobacco off the end of the Single Binder and not out of its heart. OUR GUARANTEE WE will give a written Guarantee that every 1 “Dornbos Single Binder” Cigar is made with but one binder blended with Havana and Seed Filler. Quality and workmanship of the Highest Possible Standard. Absolutely Sanitary. Our 5 Cent Leaders DORNBOS’ SINGLE BINDER DORNBOS’ PERFECTOS ALLAN D. Je Watch the Tradesman for an announcement which we will You always can bank on Dornbos Quality and Service | Our 10 Cent Winners make soon. IT WILL MEAN $ $ $ FOR YOU PETER DORNBOS CIGAR MANUFACTURER 16-18 GRAND RAPIDS, MICH. DORNBOS’ BISMARCK ALLAN D. GRANT Fulton Street, West SeReee cca sein eae alee 22 MICHIGAN TRADESMAN June 13, 1917 FIRE INSURANCE. How It Looks From Stock Company Standpoint.* I am very glad to come back to Grand Rapids. I had the pleasure of talking in the old Pantlind Hotel. I remember it very well, because as I got up to talk —it was all on a level floor like this —someone “Will the speaker please stand up?” and then I said, “All right.” and they brought me a little box to stand on. I see this after- noon they have a little platform to stand on. That is very fine, because a fellow who is 5 feet, 4 inches tall, and weighs 192, can not see very far on a level over the heads of a lot of I am glad to be here this afternoon, because when they invite you to come back to a town for the second time, I think it is a compli- ment. I had such a good time before that I brought my wife with me to- day and I have a new suit of clothes About four years ago said, people. and am feeling very happy: and I am sure for that reason I should make a wonderful talk to you this afternoon. In times like this, we all have got to do our bit in helping out the con- ditions of the country and preaching the gospel of conservatism. That is what I am going to preach to you for . a little while this afternoon, because it is up to you and to you and to me to do just exactly what the people are talking: about. Waste! Waste! sides. We hear it on all It has never come to us so forcibly as it is comrng to us to-day. People in fair, businesses, credit men’s associations and large or- ganizations of business men through- out the country have been preaching to a certain extent what we call fire prevention, but it has had very little, if any, perceptible effect upon the fire losses of this country. That is the one thing in this Con- gress and this meeting to-day that is up to me to tell you about—insurance. I am going to talk to you this after- noon honest as a man who has nothing to It does not make any difference to me whether you carry insurance or not. It would not benefit one iota. I do not represent any compan- say. me ies, any insurance people or any or- ganization of any kind, but I am go- ing to talk to you as one man to another. I have written out here definition of insurance. surance? Insurance is a a little What is in- reimbursement in cash for loss of life or property, de- struction of property, interruption of business, or loss of time caused by disaster. It protects property and keeps widows, orphans, injured peo- ple and dependents from becoming bankrupts or public charges. It is the one big thing we all want, need and should have, when the unexpected happens. That is about what insurance is, in my estimation. It is a peculiar idea of the situation that a great many of us have as to why we carry insurance. You would be surprised if you were *Address before Merchants Congress by L. H. Stubbs, of Cedar Rapids, Iowa. in the business, as I am, of going from one property owner to another property owner, from one merchant to another merchant, to find just why they are carrying insurance. More people to-day are carrying it for the real protection that it is than have ever carried it before, but there are a great many property owners and a great many merchants who carry it to-day just to satisfy their creditors. If you have a house and it is encum- bered, you carry a sufficient amount of insurance on that house or mer- cantile building to satisfy the man who has the mortgage. And _fre- quently, if you are a merchant, you carry it simply to satisfy the credt man of some wholesale house, who insists on putting on the invoices a line to the effect that you must be fully insured. Often you find a mer- insurance on my stock of merchan- dise. What kind shall I carry? How can I tell whether it is good or not?” There is nothing else you buy but you can tell something about it, whether it is good or whether it is bad. About other things, you can tell something about how much you want. You can tell something about the class of merchandise you want and the kind you want. So it should be about your insurance. Now, the first thing we find in a great many instances, in going in to visit a merchant after a fire, is that he does not know much about his in- surance, and he says, “What shall I do? My place was burned. What shall I do?” This sort of thing is being rapidly eradicated and mer- chants are looking at their insurance, Lurton H. Stubbs. chant who says, “I never have had a fire, I don’t expect to have one and I don’t see where one would start in my establishment anyway,”:and such a man carries insurance in a very slipshod manner. At least, that is what has happened in the past in a great many places where I have been. I hope they don’t do it in that way in Michigan. If you are going to carry insurance for the protection of your creditors, for the protection of the wholesale houses from which you buy your mer- chandise, be sure that you have good insurance; be sure that it is written correctly; be sure that it is in com- panies which will pay their obliga- tions; be sure that you have a suffi- cient amount of it. Niow, the question comes up nat- urally: “How can I tell what good insurance is? How can I tell? I want but in the past, aftera fire, we often found that situation. That is not the way you buy mer- chandise. You may be mistaken some- times about some article you think will sell and does not sell, but with the staples of your business, you un- derstand what they are. One of the staple things of your business is pro- tection insurance. You want to know about it. Is it written correctly? That is a simple thing. You know where your building is located, what kind of a building it is and the contents of the building. Wien you buy insurance, you buy it with the idea that it is going to cover everything of an in- surable nature. It is your intention to do that. Yiou may tell your agent, “T want $1,000 or $10,000 worth on my stock” He brings in the policy, you put it in the safe and it is $10,000 worth of insurance. But what does it cover? Have you a wareroom de- tached from your storeroom and is it properly described? Are you insuring stock and merchandise or is your stock to be increased? Does it cover all merchandise on your premises? Policies that companies are permitted to write in Michigan state specifically what that policy can cover and what it must cover. So see that your stock is properly described and that the policy covers everything. “Stock in trade” is a good way to put that. “Stock in trade, consisting principally Olt sn: ” See that the description of your property is correct, that your buildings are properly described, that it covers merchandise in cars, if you are backing cars up to your platform. If you have merchandise in a barn right next to your building, see that it covers that. See that it covers completely. Take that question up and read your policy and you can tell whether it does cover all. The peculiar part of it is, after the fire, when you open the safe or raise the top of your desk and_ search through the burned and charred pa- pers or find your water-soaked poli- cies and spread them out on a table —possibly in a lawyer’s office—it is remarkable how quickly you can un- derstand the conditions of that fire insurance after the fire. You read with amazement some oh the conditions that you find in the insurance policy. contract Recently, I had occasion to adjust a loss with a man—a small loss in a little outlying grocery store—where the conditions of the policy were that he keep a correct set of books, take an inventory at least once a year and keep that set of books and inventory in a place of safety. When the fire occurred, he had not taken an inven- tory for ten years, he had not kept a set of books and he had violated the policy conditions. It was no fault of the insurance company that he violat- ed the contract. It was no fault of the insuring agent that he violated it, because on the outside of the policy ‘contract was the statement, “Please read your policy carefully.” And those were the conditions. To arrive at a just conception of that man’s stock was practically impossible. He had no idea of it. We took the deposits he had made in the bank. We tried to get an average of what he was taking in daily. We got accounts from the wholesale houses to arrive at some sort of value of that man’s stock of merchandise. We finally ar- rived at an estimate, unquestionably to the loss of the merchant, because he could not prove a cent of value of his merchandise at the time of his fire. That is what I mean by under- standing your policy. Know how it is written. If there is any clause you don’t understand, have some one ex- plain it to you. There is not a whole- sale house doing business or a manu- facturing establishment in Grand Rap- ids, who would not be glad to tell you the correct manner of having your policies written or who would not cheerfully examine your policies + > in we: a ee «Ts ay 4 q4e June 18, 1917 if you were to send them to them. There is not an agent doing business in your town who would not gladly tell you if they are correctly written When we explain this to merchants, they think, perhaps, we are after their expirations. They will say, “I have $2,000 with John Jones; $3,000 with someone else, $5,000 with someone else,” and they will show you the out- side of their policies and try to keep them away from you, for fear you will find out just what the other man is doing. If you don’t want an agent to tell you exactly whether they are written correctly, send them to your wholesale houses and ask them to do it. This is what I want to impress up- on you; prepare beforehand for the disaster that may come. I fancy many of you do that, but it is no time to look at the insurance policy after the fire. What do 1 mean by good insur~ ance? I don’t care whether it is in mutual or in stock companies, so it is good insurance, and you khow what it is. See that you know what you are buying. There are mutual com- panies that are perfectly wonderful companies. Take the millers’ mutual companies, for instance. They are about the most wonderful line of companies in the world. Then there are a whole lot of other companies you might not want to be insured in. I asked a member of a large cor- poration about his insurance and he seemed to have it in for the stock companies, because he thought his rate was too high. He was buying some of his insurance in companies which were not authorized to do busi- ness in that state. He was buying it from inter-insurance companies and mutual concerns. There are some in- ter-insurance concerns which are splendid institutions, but there are a lot of them that are different. But do you know what you ought to buy? I asked this man if he knew what he was buying on this inter-insurance proposition. I am not talking against them, but as man to man. He said, “No, A man came in and showed me that Mr. So-and-so, of such a place, was a member of this organization and certain other men were members of mutual insurance concerns. So I said, ‘All right.” He had bought it because these men’s names were at- tached to the policy. I said, “What did you do?” He said, “I gave a man power of attorney in the matter.” “You gave a man power of attorney?” “Yes, sir.’ “You gave a man power of attorney to sign your name to in- surance policies throughout the coun- try?” “Yes, sir.” “All right. Your corporation authorized you to do business of a certain class—mercan- tile business?” “Yes.” “But you have gone into the insurance business. You are conducting an insurance business.” “No.” “But what are you doing?” “I am buying my insurance for a less price.” “Oh, that is the reason you went into it. Now, I will tell you ex- actly just what it is, and it is your privilege to buy it, if you want it. Inter-insurance is started and operat- ed by an attorney-in-fact. Say there MICHIGAN TRADESMAN are five of us in the inter-insurance concern. All right. This man over here wants $10,000 worth of insur- ance. These other four people sell it to him, $2,500 each, for which they receive a specific premium. Now, if this man burns out, these four people must pay for it. There is no capital. You must pay a_ certain specific amount—$100 or $2,500, or whatever it is. These four people must pay the loss of this man. This man wants in- surance and these four people give it to him. There is no mutual proposi- tion about it. If one of these four should fail in business, the other three are not compelled to pay the entire loss. They pay just exactly the amount they are obligated—$2,500— and that would make $7,500. You re- ceive a specific premium and it is credited to your account, just the same as all underwriting is done. If you place a policy in the Hartford company, you pay a specific premium for that. If you are underwriting risks all over the country, on property you never have seen and know noth- ing about, you are paid for that spe- cific obligation. All right. That is what you are taking upon yourself.” This was a corporation authorized to do mercantile business. This man, as Secretary, had signed that corpora- tion’s name over to a power of at- torney. There was nothing in the ar- ticles of incorporation to permit him to engage in the insurance business. There had been no resolution passed by the board of directors, authoriz- ing the Secretary to issue such an or- der. He had done it because a great many others had done the same thing. Hl was not to be obligated for more than a specific amount upon any one policy. This man had on the list shoe dealers, general merchants and one other which I have forgotten. There was not anyone who would be obligated for more than a specific amount, in a block, or should be liable for obligations in blocks for more than he could afford to pay. By be- longing to so many of them, he had assumed a liabliity that would be apt to wipe him out of business at any time. He had assumed obligations that credit men would not take into consideration. What he did not under- stand is a condition that a great many merchants would not understand. If you go into one of these concerns, thoroughly understand what you are doing. Be sure that it is a good one and is operated by men of respon- sibility and know what you are sign- ing. I asked this man if he knew what his responsibilities were in any town in the country and he said no. We began to investigate and found that in one city he had $27,000 worth of stock. If a conflagration should wipe out that town, he would be called upon to pay $27,000. What was back of that? A paper signed by him- self as Secretary of the corporation— something that was not authorized and that was not a matter of record in the corporation. Thoroughly un- derstand this. What are you going to pay for in- surance when you do get it? That rests entirely with the man who buys it; en- tirely. The rate is not up to any rate maker, who may live in Grand Rapids or Detroit or any other place. It is up to you. I have been in the business a good many years and I have seen rates reduced from a high plane to a very low plane. What has been done along the line of making rates?) You know some people have an idea—and I am speaking now in the particular sense— that a man comes into your establish- ment and says “Your rate is so much.” Their trouble has been in one thing that has troubled insurance men more than the making of fair insurance rates, one thing that has caused perplexity and required more study than any other. There was a time when a man in the grocery or the dry goods business paid so much for that business. Then they got down to what they called the right basis and began to write a schedule. We took what is known as a stan- dard building—one that is prescribed by the building ordinances of a majority of cities—of a certain size and built in a certain manner. That is the basis. Our basis rates are invisible charges. You can hardly understand what they are. They are arrived at arbitrarily. We place that building in a vacant lot, out in a field, where there is nothing that surrounds it, and that becomes the highest Put it little village that has no fair protection, classification. into a not even a volunteer fire department, with a lot of people around it, and it takes a higher rate. Then put it in a village with the volunteer fire depart- ment and the rate little lower: then in a village with a volunteer becomes a department and good water works, and the rate is a little lower still; then in a town with a paid department, and a still lower rate; then with a paid de- partment, good water works system, and a police department and this pushes the rate still a little lower. In propor- tion to the manner of protection that you provide, good police department, water works, fire department—this is the basis for the That is the starting point. What else helps make up that rate? Is the building built standard? Are the walls the proper thickness? If not, we rates. are going to charge you a little for that, because it is deficient. If you have a solid brick wall and cut an opening in it, so that a fire in the next premises REGUS PAT OFF As a suggestion for Sunday green peppers stuffed wi Bevo for everyone. 24B —the home drink Besides its popularity at drug stores, fountains and restaurants, Bevo has found a welcome place in the home. A family beverage—a guest offering—a table drink that goes perfectly with all food. supper—Sweet red or th cream cheese and chopped nuts or olives, served on lettuce leaves. French dressing. Cold meat. A beverage that tastes like no other soft drink. Pure, wholesome and nutritious. Bevo—the all-year-’round soft drink. Sold in bottles only and bottled exclusively by ANHEUSER-BUSCH—ST. LOUIS Toasted crackers. Double Your Bread Sales No article in your store turns so quick—so clean—so profitable as a superior loaf of bread. mint BREAD The new “Airylight’’ Bakery Loaf is different from ordinary baker’s bread—a fine moist grain and such an appetizing flavor. Your customers will DOUBLE YOUR BREAD SALES if you pro- vide them with this new and better bread. Write To-day for Selling Plan and Particulars Please send “CREAMNUT” particulars “How to Increase My Bread Sales.” POWELL < cece cs -0es secece n= cece weeset ates ese teee: Mail This Coupon Today Grand Rapids Bread Co. Prescott St. and So. Ionia Ave. MICHIGAN TRADESMAN June 13, 1917 could get through that window, we are going to charge you a little more. This is what is known as an exposure charge. If your heating device is not effectively installed, we will charge you a little more. If you have defective wiring, it will be a little bit more. Everything that is not standard about that building we charge you for. Then the next charge is for occu- pancy. What are you going to put in that building? If it is a dry cleaning establishment where you will use naphtha and gasoline, cordingly, we will charge you, ac- a growing rate. If it is used for a machine shop, there is rather a high rate. If it is a boot and shoe store, there will be a lower rate. If you use it strictly for storage and ware- house, we charge a less rate. The con- ditions under which you occupy the premises make the rate. What provisions have you made for extinguishing the fire? If you have a water bucket equipment for a fire ex- tinguisher, we are going to knock off a little. If you have a stand pipe with a hose attached, we will knock off a little bit more. If you have regular fire extinguishers and automatic sprink- lers, then your rate goes way down This is the method that we have. The location of your building counts: whether it is built correctly, how it is equipped, how it is used, how it is kept, all have a bearing. This is the most scientific method and has proven a basis. We would like something that would be better and we do welcome the co-operation of business organ- izations. Such co-operation has al- ready been a wonderful help to in- surance men. We know that the as- sociated business men’s co-operation in this city would be a wonderful help. We are constantly asking for help. What else have the companies done to help reduce the cost? That is what we are interested in—the cost of insurance. That is what we want to lower. Time was when an inspector would come in and look around and _ say, “You want to fix that up and do this or that in a different way.” And the next day another inspector would come in and say, “You need not do that at all.” So they got together and commenced an _ organization and agreed on standard conditions and is- little pamphlets to describe So that after that an inspec- “You ought to have a and you would sued them. tor might say, fire door over there,” ask, “What kind of a fire door?” And he would say, “Here is a little pamphlet which will tell you what kind. If you will have a fire door like that, we will reduce your insur- Get anyone to make it, but be ance, sure to make it by the rules.” You call in the tinsmith and say, “Can you make a fire door like the one described in this book?” and he says, “Sure.” He does not have tin quite thick enough or hinges quite heavy enough and he does not get his meas- urements just right: but he goes on and builds a door that looks like the one in the book, and they put it up and send for the insurance inspector. He takes out his rule and measures it and finds that the thickness is not right; that the bolts are stuck into the wall. instead of being put through the wall, and none of it is quite right. It looks like the fire door, but it is not like it. The insurance man says, “We can- not give you the reduction, because this is not really a fire door.’ Then you are mad, because you had order- ed a fire door, you had paid for a fire door, it looked like a good door to you, and it seemed to you that the companies were taking an arbitrary stand. Then someone had an idea and from that condition of affairs and the idea came the establishment of under- writers’ laboratories. It is an institu- tion founded in exactly the same way as a hospital, a college, a place of learning or science of any kind you can think of. It was endowed and never has been run for profit, and never will be run for profit. It nev- er has paid a dividend, excepting good work, and it is never expected to. I am going to explain to you the operations through which you must go to get a fire door. If you are a manufacturer and want one that the companies are going to pay for by reducing the cost of insurance, what must you do? You build a door and send it to the underwriters’ laboratory and it is given a severe test by actual fire, probably much heavier and hot- ter than it will ever be called upon to withstand, and if it withstands that, then that man can build fire doors and install them under the in- spection of the underwriters’ labora- tories, and the man who installs them will receive a reduction in the cost of insurance. In the first place, you must build a door that will resist fire. We want to know that, if we are go- ing to help pay for that door by re- ducing the cost of insurance. If we are going to reduce the rate on ac- count of the installation of fire-fight- ing devices and fire-resisting material, Wwe want to know. The man must pay the freight on the door, build the door at his own expense and pay for the actual time spent in testing it. The original cost is less than 75 cents. After that, you apply for the inspection service of the underwrit- ers’ laboratories, At the laboratory it is inspected twice. After it is hung, it is inspected again. If it is correct and right, the laboratory puts _ its stamp of approval upon it. What is the cost of doing that? The lowest inspection charge for that is 18 cents The charge for the most intricate doors is 38 cents. This average of three inspections at 9 cents apiece. That is all the charge for a correct fire door. The com- panies are doing this, because they want to know. The same is true for fire extinguish- ers—6 cents for inspecting a fire ex- tinguisher and putting on the mark. They are selling millions and millions of labels each year. Manufacturers are accepting it in good faith, and the cost is being steadily reduced. There is also a wonderful hydraulic concern, for the improvement of pub- lic water works. They will send the best engineers to your town to make an inspection for you of your water- works and tell you just what you need makes an. for the best fire protection. can tell you the best things to install and the most modern methods, and they charge you not a cent, If you follow their suggestions—and_ they must be completed to the letter—the insurance companies will reduce the cost of insurance of every man in that town, and the charges for every prop- erty owner will go down to a certain extent. But you must pay the cost of installing that system. 3ut the saving of your insurance after all does not amount to much. It is the conserving of your property that is worth while. You should do it for that reason. The trouble with so many people is the idea that this is being done for the benefit of the companies, Don’t forget this: Your establishment can burn up, it can burn to the ground and it will not make a ripple upon the experience of the in- surance companies; but it will make a terrible ripple in your lives if your establishment burns down. I heard the assertion made the oth- er day that there was not one mer- chant in ten who had any means of extinguishing a fire in his own es- tablishment, not even a barrel or a bucket of water set aside for the spe- cial purnose of being a fire extinguish- er. .If ¥ was not afraid to ask it, I would like to know how many people here to-day, either in your office or vour place of business, have some kind of fire extinguisher, even if it is only a barrel of water, that is put there for no other purpose. You see there are none too many hands. There is hardly one in ten of the peo- ple here now. Think of it! Yet fire extinguishers cost about $7.50 or $8, in the 2% gallon size. But some day the call comes, “The place is on fire!” You run to the telephone and the line is busy, You look for a bucket of water and you can’t find one. And before you can stop it, your place is Fone. T don’t care what you pay for in- surance or what the fire losses are, it is not the insurance companies that are paying for them. It is coming out of your pocket and your pocket and your pocket. We cannot con- duct our businesses much longer and pay these terrible insurance. rates. It is too much, but they barely pay the interest. You know a lot of people think that when a man has a fire and can get a lot out of the insurance companies, he is so much getter off. Ninety-eight per cent. are not paid enough for their losses and yet prac- tically every fire loss is overpaid. I helieve that 90 per cent. of the fire losses are overpaid. That comes from actual experience. Very few people carry enough insurance to meet dis- aster, because the maiority of fires are partial losses. I knew a man who was paying his insurance at a good rate, $1.10 and he had always paid $1.75 or $1.80 be- fore. He was satisfied because he was getting insurance below the mar- ket price. This was down in Mis- souri. He ran a large department store. We passed a special anti-dis- criminatory law. I think it is one of the most wonderful laws in the world and you will think so, too, after you thoroughly understand it. You have They just passed one here in Michigan that is very much like it. Under this law, individual cases cannot be taken into consideration. This man was a good merchant and a very good friend of mine and conducts one of the largest department stores in the town. Af- ter the law was passed, he had to pay $1.85 for his insurance. He went up in the air and he was mad about it. I didn’t blame him, because he didn’t understand. He thought the com- panies had put one over on him. But that was not so. The local agents had put the law over. I know, because I had helped to frame it. I was crit- icised by some of the companies in Chicago for doing it, They saw the handwriting on the wall. It is the only method of standardizing your rates. This man and several other mer- chants had a little meeting and they called me in to explain why the rates had been increased. They said some things I wouldn’t repeat and they blamed me personally for the interest I had taken in the enactment of that law. They called me all kinds of names. In fact there had been two articles in the paper attacking what they called the gigantic insurance trust for the passage of the law, when the companies had nothing to do with it. I said to that man, “All right, I will explain it. You have had two ar- ticles published telling what you think of this law, Now suppose I come out in the paper and I tell the people of this town why their rates have been increased. What would I have to say to them? I would tell The Emblem INDEPENDENT TELEPHONY STANDS FOR Satisfactory Service Reasonable Rates Use Our Long Distance Service Citizens Telephone Company ifs + dy! ' ‘4 «<4 a < ? <= ‘ 7 Soceneanes Ne a a he aratnanernsnn » - 7 < ag ih «i * ’ Y ‘ e di 4 45 ® o 44 4 . q Aw ef ‘ ‘ » B f Ay , . * * ¢ f a ty ) * 4 « ¢ June 13, 1917 merchandise consistently as the base of all percentages, your results will be quite as reliable and you will not be mislead in assuming .that your profits should be higher than they really are. There are, however, a number of rea- sons why it is best to use the net sales as the basis of all percentages. First. Because the remuneration of salesmen is figured on a certain per- centage of the selling price. Second. Because the percentage of expense of conducting business is based on the selling price. If you talk per cent. of profit on cost and per cent. of expense on the selling price, where are you? Third. Because the mercantile and other taxes are invariably based on a percentage of the gross sales. Fourth. Because the sales totals are always given in books of record, while cost totals are seldom, if ever, shown. Fifth. Because a profit must be pro- vided for two items of capital—one the capital invested in merchandise; the other the capital necessary for operat- ing expenses and other expenditures not properly chargeable to merchandise’ ac- count. This is only possible by figurin profit on the selling price. ; Sixth. Because it indicates correctly the amount of gross or net profit when amount of sales is stated. The per- centage of profits on sales is indicative of character of result of year’s business —percentage of profit on cost is not. Seventh. Because allowances in per- centage to customers are always from selling price. Eighth. Because no profit is made until sale is actually effected. Ninth. Because nine stores in ten which do not figure on the selling price get mixed somewhere in ‘their figures and do not know whether they are going forward or backward. Tenth. Because the big stores figure on the selling price. Eleventh. Because it puts the retailer where a customer will not be so likely to call him a robber if he learns the percentage of profit. Twenty per cent. of the selling price is 25 per cent. on the cost, but the 20 per cent. does not seem as large an amount. Of these eleven reasons, the eighth is probably the most important because no profit is made until sale is actually effected. In figuring turn-over, be sure to divide the total sales for the year by the aver- age inventory at selling price, or the cast of the total sales for the year by the average inventory at cost price. ———»+-2—__ Price Cutting. Making a cut in price to secure a customer is a grievous mistake, as it is impossible to get the right price again, and the customer is never satis- fied, as he always feels that he is getting an inferior article. How can you expect a customer to have faith in your goods if you have no faith in them yourself? Buy as good goods as you can, get them where you feel they are right, and then have backbone enough to demand a fair price for them. It is self-evident, and an admission on your part, that your goods are not up to the standard when you cut the established price. W. H. Keig. MICHIGAN TRADESMAN ACCOUNTING METHODS. Necessity For Greater Exactness on Part of Retailers.* A considerable emphasis was giv- eil in my talk yesterday afternoon to the attitude of banks and the credit men of wholesale houses toward the granting of credit to retailers. Banks and credit men are paying more and more attention to the accounting mehods of the merchants to whom they extend credit. They are willing to make larger loans or to extend larger credit and frequently to al- low more liberal terms to the mer- chant who keeps his books in a way that enables him at any time to show the exact condition of the business. The merchant who can show progress in his business will, unquestionably, receive more credit than the one who cannot, but even if he is successful and cannot show it, he will be con- sidered a less desirable risk. Another force which is compelling merchants to pay more attention to their accounting methods is the keen competition which at all times (ex- cept perhaps, in the present condition of rising prices) forces them to maké close prices. In order to price goods intelligently, a merchant must know his costs, or “overhead.” A retail business demands informa- tion from the accounting department, just as truly as does the large manu- facturing or jobbing house. A cer- tain amount of book-keeping is nec- essary in order to conduct the. busi- ness insofar as it relates to your cus- tomers and the people from whom you buy. IT might add here that I be- lieve there are a large number of men in the retail business who consider this all the book-keeping necessary. At least, a large number are attempt- ing to run their businesses without keeping further records. While you are making these records, if your books are well adapted, it will give you the basis for information con- cerning your business which you can use to advantage in determining the policies of the future. The day has passed when a retail business may be run with profit by the merchant who carries his invoices in one pocket and his receipts in the other, and whose charge sales are recorded on a piece of wrapping paper and filed on a spindle hanging on the wrapping counter. Keen competition and modern business methods have created a demand for better account- ing facilities in the retail stores. This is evidenced by the fact that a num- ber of the large universities, as Harvard, Minnesota, Kansas, and Wisconsin, have made a careful study of ways and means to bring to the retailer assistance of a nature that will enable him to utilize his book- keeping and convert what is now a dead expense into an item of produc- tive value. A majority of the trade organizations of the country, both state and National, have also taken up this matter and are giving it spe- cial attention at every annual meeting and through their trade papers. Such agencies as the System Magazine and the Curtis Publishing Company have *Address before Merchants Congress bv Harold G. Ingham, of the University of Kansas. gathered statistics and have gone far in the work of assembling average costs. Large manufacturers and wholesale houses in nearly every line are constantly endeavoring to bring the material and help available on this subject to the attention of the retailer. The Federal Trade Com- mission is attempting to place before the retailers of the United States a simple system of accounts designed to enable them to know more accur- ately their own costs and to take ad- vantage of the data compiled. That this is not only an indication of the necessity for better methods, but the awakening of retailers gen- erally to the desirability of availing themselves of this information is shown by the fact that these Mer- chants Weeks or Short Courses, con- ducted for this very purpose by state universities and associations of wholesale merchants, are becoming more numerous throughout the Mid- dle West and generally better attend- ed each year. A great deal has been written dur- ing the past few years concerning failures among retail merchants and almost invariably the largest per- centage of failures is accounted for by the lack of information concerning the cost of doing business. The av- erage retailer takes too many things for granted. He fails to realize, when totaling his sales at the close of a big day’s business, that the cash in the drawer is not all his, but that it may take every cent of it to cover the cost of the goods sold and the expense of doing business, including all losses, donations, subscriptions, ete. He fails to analyze the business from a dollars and cents standpoint. If you think that your prices are as high as you can consistently main- tain them, that you are doing all you can to keep up the volume of your sales and simply decide to make the best of it, the chances of success are against you. It may not be possible for you to increase your prices, or to increase the volume of your business, but it is possible to make a careful study of the items that go to make up your cost of doing business, and devote a considerable portion of your energies to the decreasing of these items. / Let me illustrate this point with an anecdote taken from the System Magazine of October, 1913: “A retailer in a men’s furnishing store in an Indiana town found that his expenses were eating up more than one-third of his sales. He was perhaps rescued from this situation by taking a traveling salesman into his confidence, ‘I sold twenty-nine thousand last year—after taking out thirty-five dollars a week for my work, I had left about two hundred dollars net,’ he explained. “The manufacturer had given his selling force rough cost averages for clothing stores and instructed them to protect future business by helping storekeepers who could not pick the expenses which drove their costs too high. The salesman offered to classi- fy the retailer’s expenditures. ‘You're too high on your selling expense,’ he declared, after figuring out percent- ages for the more important items. ‘The sales were $29,030.19 and you paid out, including what you drew yourself, $3,556.57 for wages. That’s exactly 1244 per cent. of your sales, and it should be about 10. On that one item alone you're six hundred dollars above the average.’ ““That backs up what I’ve been thinking, replied the retailer. ‘One of my men asked for a raise just when ‘I was buying out my former partner, and I gave it to him because he knows people about town and I thought I needed his influence. Since then he has laid down on the job and I’ve had _ to young fellow from Chicago to help us. I guess that is why I am spending too much, but I had no way of telling. Now he’s got to make more sales, stand a re- duction, or get out.’” Variations in the account as slight as these point to success or failure to-day because the cost of doing business, rising with the ad- vance in rentals, wages and supplies, has cut down the net profit on sales. One obiect of your book-keeping is to ascertain the facts concerning these items of expense. Your whole plan of accounting must be well defined, systematic, and arrive at certain set- tled and definite conclusions. T have already mentioned the sys- tem of accounts for retail merchants which has been designed by the Fed- eral Trade Commission and is fully described in the small pamphlet pub- lished by them. If you have not al- ready read this pamphlet it will be worth your while to send for a copy and read it carefully. If the retailers generally can agree upon a set of accounts which is essentially uniform it will enable them to establish stan- dard costs for all different lines and classes of stores and will provide a which any merchant may compare the results of his not only with that of the previous year or years, but with that of other merchants conducting a similar busi- ness under like circumstances. —_++>—____ Few men make their way through the world on the strength of their phrenological development. hire: a expense means .by business The Best Asset of a Grocery Business is Satisfied Customers Baker’s Cocoa and Chocolate Preparations are re- liable, always of uniformly high quality, easily sold, in constant de- mand; the stand- ards of the trade. PAT.OFF. ALWAYS SATISFACTORY Walter Baker & Co. Ltd. Established 1780 Dorchester, Mass. MICHIGAN TRADESMAN June 13, 1917 UNFURL THE FLAG. Why Flag Day Should Be Properly Observed. Written for the Tradesman. We toast to-morrow the flag of our union. The flag which came into being nearly a century and a half ago, which has been the emblem of freedom to every for- eign emigrant who has sought to better his condition under its heaven-tinted folds and which now waves against the sky, beckoning every free born Ameri- can to come to the rescue in an hour when the freedom of the world is men- aced as never before. Kaiserism must go. Autocracy has beaten its last tattoo, since the flag— my flag, your flag, our flag—calls the independent freemen of America to do battle under its folds for the liberty of man, both in Europe and America. The hour has struck, the hour which freemen of long ago foretold when the gorgeous ensign of the Great Republic shall wave over the hosts of men who go forth to free their brothers in every land beneath the sun. The flag means much. It means everything worth liv- ing for, everything worth fighting for, everything worth dying for. The flag of free America is the sign in the heavens toward which the eyes of republican as well as despotic Europe are gazing, hoping, fearing, trembling, as they await the result of the tremen- dous forces set in motion under its star spangled folds which flash back the colors of heaven from which it borrow- ed them. 3etsey Ross fashioned better than she knew when she made the first American flag which was to afterward billow above Washington’s hosts from Valley Forge to Yorktown in the first Ameri- can Revolution, which again beckoned the men of America to the bloody ar- bitrament of war in 1812. It was during that memorable struggle that the Lon- con Times declared in derision that Briton would ‘soon drive the bits of striped bunting from the ocean. We were as unprepared then as now for a battle with a foreign foe. Our little navy, however, did itself proud—did so well, in fact, that when peace was con- cluded three years later, the “bits of striped bunting” had grown to a con- siderably augmented showing of that bunting, spattered with stars in a blue field and stripes that marked the vic- torious colonies of an earlier war. Our Hulls, Jainbridges, Farraguts and Deweys have given added Decaturs, luster to the stars and stripes we love so well. Let us cherish their memories by standing true to the old flag which symbolizes all that is good and elevating in National government. Back in slav- ery days, when three million human beings were subject to the slave-driver’s lash, when there were men bold enough to declare their intent to some day call the roll of their slaves beneath the shad- ow of Bunker Hill monument, a bit of doggerel appeared in one of the leading newspapers entitled “Tear down that flaunting lie.” This referred to our starry flag, which permitted the curse of slavery to stain its brightness, seeming to cast a mock- ery upon the name of our Republic. Afterward came the great Civil War, growing out of slavery, which bathed the land in blood, consuming thousands of precious lives and billions of treas- ure. The stars and stripes waved .in victory in the end over the hosts of liberty. The stain upon the flag was washed out with the proclamation of the great Lincoln freeing the slaves. From Sumpter to Appomattox that flag was carried through four years of bloody strife. To-day the stars and stripes wave over a united land, un- marred by a single human being wearing the gyves of slavery. It required four years of fratricidal war to cleanse the flag that it might represent in truth as in name a Nation of freemen, regardless of color or caste. Is not such a flag worth fighting for, worth dying for? If not, then all hope for beneficent human government on this earth is a myth, and we may as well place our necks under the yoke of a Hohenzollern and proclaim ourselves cowards unworthy the name of freemen. When the boastful German King on the English throne threatened to drive the bits of striped bunting from the ocean, and referred to our starry flag with its red and white stripes as “the Yankee gridiron,” they did not imagine how soon their boastful sneers were to turn to willows, and the neatness and dispatch with which their own big navy was to find itself done brown on this same Yankee gridiron. Time has demonstrated the value of a flag, more especially our flag, which to-day flies high in the heavens as a beacon of hope to the milions of down trodden people of Central and Eastern Europe. The flag is a symbol representing the great free Republic to the Western world. It has been the Mecca to which millions of the oppressed of the earth have turned in their wretchedness, hailing that standard as their guiding star which has led so many of their fellows from out the slough of despond into the board light of intellectual and physical freedom. Our flag, my American brethren, is the sign set in the heavens proclaiming liberty to all the world, as it once pro- claimed liberty to a paltry thirteen, colo- nies. The breaking waves of the At- lantic no longer confine liberty to the shores of America. The gorgeous en- sign of this, the greatest Republic on earth, is bidding even the brutal Ger- man to take heart of liberty and to cast cut the autocratic in his own govern- ment, to make of the Prussianized em- pire a great republic fashioned after the United States of America. Unfurl the flag. Let it wave from every housetop on June 14 in commem- oration of that auspicious hour when 3etsy Ross’ nimble fingers wrought in the cloth the stars and sewed together the stripes of alternate red and white that was to prove liberty’s banner for a waiting world. Our flag is no longer “a flaunting lie,” but the best symbol of freedom known to the civilized and at present waring world. Let us see to it that its broad stripes and bright stars continue to light the world to deeds of valor in the name of liberty and right. Old Timer. 2 —_—_ _ He who calls all men fools is right in one instance. Paris Green Arsenate of Lead Get Our Prices Reed & Cheney Co. GRAND RAPIDS, MICH. Mr. Flour Merchant: You can own and control your flour trade. Make each clerk a “salesman’’ instead of an “order taker.” Write us to-day for exclusive sale proposition covering your market for Purity Patent Flour We mill strictly choice Michigan wheat, properly blended, to producea satisfactory all purpose family flour. GRAND RAPIDS GRAIN & MILLING CO., Grand Rapids, Michigan Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St.. Buffalo, N. Y. Established 1873 Live Poultry in excellent de- mand at market prices. Can handle large shipments to ad- vantage. Fresh Eggs in good de- mand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common 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. EGGS wWestore EGGS Make us your shipments when you have fresh quality Eggs. Dairy Butter or Packing Stock—always in the market, quick returns. not receiving our weekly quotations write us. KENT STORAGE CO. We sell Egg Cases and Egg Case material. If GRAND RAPIDS, MICHIGAN The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce 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 FI E L D S E ED S Clover, Timothy, Orchard Grass, Blue Grass, Red Top Would like to have your trade Plessant St. and Railroads MOSELEY BROTHERS _ Grand Rapids, Mich. 4a oe & June 13, 1917 Some of Those who Attended Mer- chants Congress. Not all who attended the Merchants Congress last week took the trouble to register. Those who did so are as follows: Lionel A. Wertheimer, Albion. C, B. Geiger, Albion. Henry E. Ohlson, Allegan. E. T. Horan, Allegan. D. E. McGeath, Allegan. G. J, Maier, Alma. C. F. Thomas, Bailey. Miss L. Corkey, Bailey. Oscar Getz, Bangor. Frank Stiles, Battle Creek. A. A. Zimmerman, Beaverton. A. M. Hall, Belding. W. R, Van Anken, Big Rapids. E. S. Allen, Bradley. H. E. Ross, Bradley. Edwin Q. Webster, Carson City. G. H. Doyle, Cedar Springs. A. E, Mason, Charlevoix. J. H. Wilson, Clare. R. E. Patton, Cloverdale. M. P. Woodward, Coldwater. W. A. Lovelace, Conklin. Edward Harris, Conklin. Archie McKinnon, Coopersville. M. Durham, Coopersville. Chas. P. Lillie, Coopersville. Ellis P. Lillie, Coopersville. H. H. Rhodes, Coral. Sam Bright, Covert. John H. Burke, Delton. Ellis E. Faulkner, Delton. Henry J. Beld, Dennison. William Danielson, Dewing. L. W. McDonald, Douglas. Roy A. McDonald, Douglas. Vernon C. Redner, Dowagiac. MICHIGAN TRADESMAN A. K. Richey, Dowagiac. John Lubbers, East Saugatuck. M. Hansen, Eaton Rapids. Alfred E. Curtis, Edmore. F. C. Shaw, Evart. Fred E. Fleming, Evart. E. B. Griswold, Fremont. J. Mulder, Fremont. Frank Newlin, Fremont, John Pikaart, Fremont. Eibert Pikaart, Fremont. L. J. Graves, Fremont. W. F. Reber, Fremont. A. P. Reber, Fremont. F. H, Smith, Fremont. G. N. Slater, Fremont. W. W. Pearson, Fremont. L. D. Puff, Fremont. M. W. Tibbetts, Fremont, George C. Sausman, Fremont. Burt Long, Freeport. Floyd R. Everhart, Freeport. R. D. McNaughton, Fruitport. J. Ball, Grand Haven. E, E. Lessiter, Grattan. George F, Cook, Grove. Henry K. Boer, Hamilton. W. A. Gibson, Harbor Springs. R. DeVries, Hart. Thomas Welsh, Hart. Carl D. Olds, Hartford. N. B. Waterman, Hastings. J. Vandersluis, Holland. J. F. Nelson, Jennings. O. B. Weenick, Kalamazoo. P. A. Berggren, Kellogg. W. R. Grayburn, Lacey. Charles E. Tew, Lake Odessa, Edgar A. Tew, Lake Odessa. H. J. Coom, Lowell. H. S. Taylor, Lucas. Frank Scheiff, Manistee. Jos. Nederhord, Marion. J. B, Sherwood, Marshall. R. E. Shear, Marshall. T. Clyde Patterson, Martin. C. A. Brubaker, Mears. Jas. L. Ruge, Middleville. E. C, Whitney, Morenci. J. W. Marvin, Muskegon. James DeKruyter, New Era. Harry B. Dillon, New Lathrop. J. R. Pixley, North Park. Ray C. Eaton, Otsego, E. D. Horne, Owosso. A. B. Horne, Owosso. C. L. Kling, Palo. Bryan Winney, Perrinton. A. C, Smith, Plainwell, D. S. Way, Rapid City. A. E. Young, Ravenna. Frank E. Thatcher, Ravenna. E. P. Carr, Rodney. George Burghdorf, Rodney. T. G. Mercer, Saranac. H. S. Hagsis, Saranac. T. D. Smith, Scottville. A. R. Heald, Shelby. I. B, Gilman, Sheperd. J. C. Ballard, Sparta. George Schuab, Jr., Spring Lake. Fred Sheringer, Sullivan. R. M. Forquer, Sumner. Glenn Willis, Tallman. George O. Stockhill, Thompson- ville. J. T. Bernins, Vestaburg. R. L. Hammond, Vermontville. G. B. Tracy, Walkerville. F. E. Sias, Wayland. Ellis E. Sigler, Wayland. C. F. Wilson, Whitecloud. Emer Barnhard, Whitecloud. W. H. Dendel, Hopkins. $1 Benj. Gezon, Grand Rapids. F. B. Ewing, Grant. D. A. Van Oort, Whitehall. Henry Alkema, Grandville. R. L.. Hackett, Lansing. Henry R. Brink, Holland. Geo. Steffens, Holland. 3en Steffens, Holland. B. H. Coon, Rockford. Fred J. Schlegel, Belding. D. D. Skellenger, Belding. Henry Gildemeister, Belding. E. E, Hudson, Belding. Fred Brack, Big Rapids. A. J. Zelle, Big Rapids. C. E. Alberts, Ravenna. A. H. Moore, Ravenna. M. H. Maier, Grand Ledge. N. Pell, Plainwell. Chas. Webber, Kalamazoo, R. W. Dowdy, Portland. John A, McClelland, Portland. J. O. Berglund, Muskegon. X. H. Loppenthien, Hastings. x . M. Loree, fonia. F. H. Wilkinson, Prairieville. PF. F. C. Crochet Cotton The best made, for all purposes Ask Your Jobber Thanks---And Come Again E wish to thank the many customers who called on us last week during Merchants Congress and gave us an opportunity to show them through our establishment. We wish to extend a similar invitation to all merchants, whether customers or not, to call and look us over at the earliest opportunity. Our latch string is always out. Grand Rapids Dry Goods Co. Exclusively Wholesale ra ss EP TENT MICHIGAN TRADESMAN June 18, 1917 — — > STS WOMANS WORED | wi) Ses No Stigma Should Attach to Mother’s Earning. Written for the Tradesman. “It was a fine day and the ride was simply perfect both coming and go- Three Elms is a beautiful farm home and the Hoveys are lovely peo- ple, and they served the most de- licious homemade ice cream and tried to show us all kinds of a good time, but something happened that just about spoiled everything for Agnes and me,” began Henrietta Byrum in answer to my enquiries about her auto trip to the country. She had come over on an errand just after getting back. “Tt was awfully kind of Mrs. McNie to take us in her machine, but still I think she needn’t have been quite so thoughtless. You see when Mrs. Hovey asked why mamma hadn’t come, Mrs. McNie blurted right out that mamma had an unexpected call- up from the factory. Why couldn't Mrs. McNie iust have said quietly that something important came up at the last moment, and that mamma was very sorry, and so on and so on? She didn’t mean to be unkind, but she’s too plain-spoken. She had to bring it out that mamma_ works. Agnes and I were so mortified! I'm sure Mrs. Hovey never before had even suspected that mamma goes out and earns. And what made it all the worse, there were guests there, persons we were meeting for the first time. And two ladies, friends of Mrs. McNie’s whom she took with her—they tried not to look surprised, but I could see they were astonished. “Unless we are obliged to, we never any of us mention mamma’s working. It isn’t necessary that everybody should know it. Of course we don’t try to keep it from the neighbors like you, but there are lots of people in our church and among papa’s and mamma’s acquaintances that never have dreamed of such a thing. It nearly ruined our trip to have the Hoveys and all those others know. Mrs. McNie is one of our best friends, and she never has looked down on mamma for working, but she might have been more careful of our feel- ings.” It was plain that Henrietta was deeply hurt. Mrs. Byrum’s situation is so like that of many other women as to re- quire only brief explanation. Mr. Byrum is an industrious, hard-work- ing man. He earns fairly good pay, every dollar of which goes to the sup- port of his home. He is not success- ful in that sense of success that spells only a big income, but if you call him a failure, then you must class as failures two-thirds or three-quarters of the men—many of them very good ing. and useful men too—in almost every community, His wages would sup- port the family—that is, provide ne- cessities. But the Byrums, like all bright, ambitious people, crave some of the comforts and luxuries—some of the things that although not ac- tually required to sustain life, go a long way toward making life worth living. Two years ago Mrs. Byrum deter- mined to put her shoulder also to the wheel. She has since been doing ex- tra and substitute work in a large manufacturing establishment. She is a sort of emergency helper. Being strong and quick and capable, she can take hold anywhere. If illness keeps away some regular worker, she can fill the vacancy. If a rush order comes in, she helps out in the pack- ing room. She has no stated duties and is not employed all the time, put is called upon just as she is need- ed. Because she is willing to work, in this way and because of he rswift- ness and all-round capability, she re- ceives considerably higher pay, by the hour, than most of the operatives. No week passes that she does not earn three or four dollars, while on some Saturdays her pay envelope con- tains as high as twelve or fourteen. This ‘additional income mdans a great deal. It means a piano that is the delight of the household and is being paid for on the installment plan. It means music lessons for the two girls, Henrietta and Agnes, 14 and 11 years of age. Tt means that the boy Charlie, now 16, who is eager for an education and is partly paying his way by a paper route and by working Saturdays and vacations— it means that Charlie can stay in high school until he finishes, and perhaps can have some further advantages. It means that every member of the family is better dressed and can en- joy a higher grade of social privileges because of mamma’s earnings. It means that the home, on which there still is a small indebtedness, is be- ing paid for more rapidly than would be possible with Mr. Byrum’s earn- ings alone. It means bright hopes for the future. Among other things, the Byrums plan that after quite a while, when they shall own their home entirely clear, and when Charlie shall be doing for himself and Hen- riettta shall be almost through high school, that maybe they can buy an inexpensive automobile. Who would not wish that this dream may come true? Mrs. Byrum’s earning as she does really means more of satisfaction than we have tried to picture. But unfor- tunately it means also that she feels a sharp sting of humiliation that she, a married woman, should need to be working for wages. Mamma’s earn- ing is a very sore and sensitive spot with the whole family, as shown by Henrietta’s indignation because of Mrs. McNie’s overfrank explanation of Mrs. Byrum’s absence from the auto trip. Sometimes Mrs. Byrum wishes she might do something “better” than factory labor—say office or store work. But she is well paid where she is, her part-time employment allows opportunity for home duties, and if she were to make a change, the real thorn in her flesh—that she is hav- ing to help earn the living—would still remain. That thorn in the flesh, that rankling of wounded pride, is some- thing that ought not be. Still you can’t blame Mrs. Byrum and her husband and children for feeling as they do. Such as they have not had the making of the deep-seated prejudice from which they suffer. We are learning fast these days. We are learning that the stigma should attach to idleness and not to any useful work. Women of wealth and rank are engaged in homely toil. It is high time that all such foolish notions as that some kinds of work are better than any other honest la- bor, or that a married woman sacri- fices her dignity by becoming a wage- earner, should be swept away. In bringing about this change in the public mind, the women who do not need to work may render a great service to the women who do need to work. And there are very many of this latter class. We may wish that this were not true, We may hold to the opinion that it is detrimental to the home and to the best training of children for the mother to go out to earn. This view has some sound ar- guments to sustain it. But under present economic conditions it is in- evitable that a great number of earn- est, conscientious women shall feel that they can best serve the interests of their families by devoting at least a part of their energies to earning money. Can it not be that such may labor without the least humiliation? They are deserving of praise for their pluck and energy—let them not hang their heads. Let the true pride of the worker—the pride that openly takes pleasure in what is accomplished and in what is earned—displace the false pride that seeks to conceal the efforts. And let the children feel that it no more something to be kept secret that mother works, than it is that father works. Quillo. MAPLEINE — The 3rd Standard Flavor Usedsas vanilla or lemon. Just as staple. Affords variety. Few H 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, Chicago. ‘a SLINIS S BS KS eS Every wholesale grocer, every retail grocer and every wholesale or retail grocer’s salesman or. in fact, anyone at all interested in the gro- cery business, should read this great grocery publication regularly. Special July issue gives the inside facts as to just how I started with a small amount of capital and built a great national business within the short period of six years. It also gives the de- tails, how the running of this = MACARONI advertisement in more than 5,000 country weeklies, 350 daily newspapers and the leading national women’s publications is today increas- ing the profits of every retail and wholesale grocer in the United States. The July issue gives the story of Macaroni in detail: shows why genuine macaroni can be made only from Durum wheat; tells why Maca- roni not made from Durum wheat is not genuine: contains my personal guarantee that Skinner s Macaroni is made from the highest possible qual- ty of Durum wheat. If you wish to know more about your business and more about the Skinner national adver- tised line of Macaroni products. simply write your name and address plainly on a postal card, stating your business or firm and address me personally, Pav F. Skinner, PRESIDENT SKINNER MANUFACTURING COMPANY. OMAHA, U.S.A. Chocolates Package Goods of Paramount Quality and Artistic Design 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 ‘ June 138, 1917 MICHIGAN TRADESMAN 33 National Grocer Company OPERATING JOBBING HOUSES AND BRANCHES DETROIT, MICH. SAGINAW, MICH. BAY CITY, MICH. JACKSON, MICH. LANSING, MICH. CADILLAC, MICH. GRAND RAPIDS, MICH. SAULT STE. MARIE, MICH. TRAVERSE CITY, MICH. SOUTH BEND, IND. PORT HURON, MICH. LUDINGTON, MICH. MANISTIQUE, MICH. ESCANABA, MICH. OWOSSO, MICH. DECATUR, ILL. GENERAL OFFICES AND MILLS 29-35 LARNED STREET WEST DETROIT Buying Power MICHIGAN TRADESMAN June 13, 1917 LIQUOR AND TOBACCO. Should Be Subordinated to Grain, Land and Labor. The world is now facing a food shortage which is due in part to a fall- ing off in production, in part to the ruthless destruction of food ships by the German submarines. In some way the world must try to get more food, and the appeals to women and children to apply their labor to the solution of the problem by cultivat- ing back yards and odd corners de- serve every consideration. But there is another way of helping the situa- tion which requires no additional la- bor, but simply an exercise of will power on the part of the consumer. In the last resort, the consumer is the real food dictator, and his wishes determine the course of all produc- tion. If he elects to spend his money for that which is not bread, the pro- ducers will try to meet his demand, and so much of the productive force of the country as might be used for food will be used in other ways. The consumer of whisky decreed last year that our distilleries should use up thirty-nine million bushels of grain of various kinds (corn, rye, malt, etc.), as well as 152 million gal- lons of molasses. Our breweries pro- duced fifty-eight million barrels of fermented liquors, which, according to an advertisement published by the Connecticut Brewers’ Association in the New Haven Register of May 6, required fifty-two million bushels of barley, nearly sixteen million bushels of corn, and two million bushels of rice, or seventy million bushels of grain in all, Other estimates are higher, but IT have taken the figures of the brewers in order to avoid the charge of exaggeration. In other words, the consumers of alcoholic drinks used up about 109 million bushels of edible grain in addition to the molasses, all of which had to be withdrawn from human consump- tion as food, although a part of the refuse went into food for live stock. The grain used for liquor, if used di- rectly for human consumption, would have supplied a bushel apiece for ev- ery man, woman, and child in the country, or about four bushels for an average family. The users of tobacco in its various forms required for their satisfaction the use of 1,368,000 acres of land in 1915, and the area used in 1916 was probably more rather than less. The acreage devoted to tobacco was about a third of the acreage devoted to po- tatoes in 1915. If we assume a crop of only eighty bushels to the acre, which is less than the average crop of the United States, this land was capable of giving us 109 million bush- els of potatoes, or more than a third of the crop of 1916. This would sup- ply each family of four persons with four bushels of potatoes a year. Not only is the amount of land de- voted to the production of tobacco very large, but it is increasing. Since 1905, the acreage devoted to this plant has increased by about 75 per cent. in the United States, while the acre- age devoted to potatoes has increased by about 25 per cent. JT have selected potatoes as a convenient object of comparison, because it is a iamiliar and standard product. All of the land devcted to tobacco may not be well adapted to potatoes, but it is a fair assumption that land on which tobac- co can be raised could be made avail- able for some kind of food crop, pro- vided only the consumers would ex- ercise a demand which would make it more profitable for the farmer to raise food than to raise tobacco. The consumer could also ac- complish another result quite as im- portant. He could set free for feod production or for military purposes a large part of the workers whom he requires, by virtue of his demand, to work in the manufacture of liquor or tobacco, At the time of the last census, nearly eight years ago, the number of persons engaged in the production of distilled and malt li- quors, apart from those engaged in their distribution, as bartenders, waiters, restaurant keepers, ctc., was about 75,000. About three-quarters of these were males over 16 years of age. The number of persons en- gaged in the manufacture of iobac- co. not counting those engaged in selling it or advertising it, was 197,- 000, and the number has doubtless in- creased very greatly since that time, with the increase in the consumption. Of these, 90,000 were males over 16 vears of age. There is at present a great shortage of farm labor, and we are drafting women and children, as well as men, to the farm. If we could give up the consumption of whisky and beer, we should release some 175,000 people. Tf we could cut our consumption of tobacco in half, we should probably release over 100,000. To do this, it would only be necessary for tobacco users to content themselves with the amount which now satisfies our ally, Great Britain. In the year before the war, our consumption of tobacco was over 514 pounds per capita, or more than 2% times that of the United Kingdom. It seems clear, from what has been stated, that all of us who consume al- coholic drinks, and tobacco are either directly or indirectly cutting into thie food supply of the world as effective- ly as a submarine which torpedoes a food ship, and each drinker of whis- ky and beer, and each user of tobacco has virtually become a one-man sub- marine, each doing his bit. That bit seems small to the individual because of the small price of a single cocktail or a single cigarette, and as long as we can afford the expenditure, we ceive the matter little thought. Few know how much they spend indi- vidually on such things in the course of a year, and still fewer realize how ereat is the aggregate for the coun- try. Alcoholic drinks absorbed in 1915, according to the American Gro- cer, took about $1,600,000,000, and I have estimated that tobacco takes from $1,200,000,000 to $1,400,000,000, As- suming only the lower figure, the peo- ple of the country spend on these two items about $2,800,000,000 a year, or nearly four times the total ordinary exvenditure of the United States Gov- ernment, including the interest on the public debt, for the last fiscal year. If the many people who are doing such splendid patriotic work in other fieids would decide to cut off but a fraction of their expenditure on these two items, they would increase the available food supply of the world, they would save some of their own money for public purposes, they would set free thousands of hands for agri- culture, and they would, incidentally, by cutting alcohol and nicotine out of their own systems, keep them- selves in better condition for public service. This line of thought: will doubtless be very distasteful to many readers, but we are confronting re- alities now, and it behooves us all to look the facts in the face, even though they may run counter to some of our most cherished habits. Henry W. Farnam, Professor of Economics, Yale Uni- versity. ——————EEE Bottom Facts From Booming Boyne City. Boyne City, June 11—Street Com- missioner Dow has begun excava- tion of Water street and Boyne ave- nue, preparatory to the construction of the concrete road through the city. Work will be pushed this season from the head of Boyne ,avenue to Park and State streets and as much more as weather and finances will permit. A small park is located on Water street, in front of Federal building site, from Boyne avenue to East street, in the center of which is located the 100 foot steel pole fly- ing the 16x25 foot flag donated by G. von Platen. Work is being rushed on the ware- house of the Farm Products Co., the Heaton & Hooper garage and Carne- gie library buildings, material hav- ing been secured for the prosecution of the work on all three. Work will be commenced at once on the completion of the B. C, G. & A. Railroad to Alpena, the re-or-. ganization of the company havine been brought to a_ successful con- clusion and funds secured for the work, The man:who doesn’t know when. he is licked is pretty sure to eet there in the end. H. B. Sayles is moving his grocery stock to the Capelen & Bolen block, on Park and Water streets, giving him much more commodious quar ters for his growing business. The Red Cress people will occupy the room fitted up for them by the Boyne City Electric Co., in the Elec- tric building, on East street, this week. The place is being fitted up with everything for the comfort and convenience of the Woman's Reserve. The heavy rains of the past ten days, although interfering with plow- ing and planting, have been the need- ful thing for the hay crop. With the rain and warm weather, one can av- most hear the grass grow. Maxy. ——~++-__ Any magazine will gladly accept your contribution—if it comes in the form of a subscription. Pe SAOES 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 The Michigan People ‘Tennis GALORE Hood Tennis of All Kinds on the Floor “The Harvest is Ripe” We Have the Goods Write, Wire, Call Or Get in Touch With Our Salesmen Grand RapidsShoe @ Rubber(o Grand Rapids June 18, 1917 MICHIGAN TRADESMAN 35 Did You Take In the Merchants Congress? If Not, Do Not Fail to Read the Proceedings in This Issue of the Tradesman Read how Garver built a business of $1,000,000 in a town of one thousand. Let us help you build business by linking up with advertising to the consumer and selling Hirth-Krause shoes that repeat. A customer sold is a customer made. 33 Styles Women’s White Shoes in Stock Rouge Rex Shoes not only sell easily, but wear well. Let us prove it by ordering a case of oe 1e No. 3514 : our number 4125 Choco- ae High and low Washable Kid, Poplin and Canvas, 1% ate Wolverine Veal Out- } covered heels to 5s low rubber heel, leather and fibre soles, —— A to E wide in prices ranging from one to seven dollars. All : i F on the floor ready to ship. and a half inch cuff. 3014—Women’s White Ostend Cloth, Sport Oxford yight and iceable, 6-10—$3.00 , { \. White Kid ball strap, white rubber sole and heel, 3-7 a en a BC & D—$2.50. : 4126—Same in black. 7, Tennis shoes now in stock. Piiteds a4 Shee Metaiasuiiers HIRTH-KRAUSE COMPANY Grand Rapids, Michigan - A ego |: The STYLE and QUALITY Combination Rindge, Kalmbach, Logie Company to be Found in Ay Originators of “The Grand Rapids Shoe” The “Bertsch”? Goodyear Welt Shoe for Men will bring you the repeat orders. The insistent demand of your best trade for a moderate priced shoe, having both STYLE and QUALITY, can best be suited by selling them the BERTSCH shoe line. The BERTSCH shoe stands alone—is in a class by itself. We have aimed to make a line to appeal to the average man—the man who wants style, good conservative style, and quality so that he will get Stock No. 8604 Men’s Black Outing ah mika ates woes service from the shoes he buys. Stock, Nailed, ‘4s DS i : 3 $2.85 In the BERTSCH shoe you will find both style and quality—dquality of workmanship and quality of material—far superior to any similar line offered you today. BE LOYAL They are so carefully worked together into the shoe that the com- bination forms a trade builder you cannot overlook. President Wilson says that every one who increases the food cp supply is loyally serving the country. Your customers will find in the BERTSCH shoes comfort and service- Plant and cultivate vegetables in your back yard this summer. giving qualities they want. Start right with a pair of R. K. L. Garden Shoes. 5 We have a Special Outing Bal at $250. Let us send you a For the future success of your business YOU should RECOMMEND 7 sc ehcadancian and SELL the BERTSCH shoe line to your trade. vv Rindge, Kalmbach, Logie Company Shocmakers Since 1864 Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. 36 MICHIGAN TRADESMAN June 13, 1917 HOW HE DID IT. Information Worth Thousands to Progressive Merchant.* I was telling you something about our advertising this afternoon, and I assure you that to some degree advertising is costly. I had a little talk with one of the merchants here just a few moments ago, who wanted to know just how much he ought to spend for advertising. I am pleased to have the figures with me. and can tell you what we are investing in advertising at the present time. These are the facts: For printing our circulars, which we send every month to 14,000 names, fer the newspaper space we use—and I mean all the newspapers within a radius of twenty-five miles—for the out-door signs, the total expenditure is $6,785.98. We keep down the expense for the printing of these circulars, because we do the printing practically all ourselves. We own an interest in the printing plant in which these circulars are -printed. We do all the printing of our forms and printed matter we use in our own busi- ness. That reduces the expense consid- erably. The postage is $2,063.93. We use what we are pleased to call the coupon system, to which I will refer after a while, and this is charged to the advertising department and to the ad- vertising expense, because it is really advertising. This expense is $6,903.52. Our total expenditure for advertising is $15,750.43, or 314 per cent. of the sales. The gentleman who spoke to me and asked me the question in regard to our expenditure for advertising wondered whether he was spending too much when he invested 3 per cent. in adver- tising. I should say not. I believe a merchant can very safely put, say 4 per cent. in advertising. It is money well invested. That is proven conclusively to us by the growth of our business and the returns it has brought us. We had a very hard time to con- vince our father that the money spent for advertising was paying and I very well recall an argument that I once had with him. We were so busy during those early days of building our busi- ness—and we are busy yvet—that we had very little time to talk with father about the business. We would come to him with our annual inventory and report and he would say, “If this is so, it is pretty good, but I am afraid you fellows are spending too much money for advertising. You ean’t stand it. fear you will bust.” One day I had to go with father to tne county -seat to probate a will, on which IT was a witness. In those days the freight was coming into our little station in such quantities that the place was not large enough for the accumulation and the railroad was assembling the freight for Strasburg in cars set off on a side track. We had special permission to unpack the goods in these cars and mark them there, so that the goods could be sent up to tre store marked and ready for sale. On this particular morning I was so busy marking goods on the sidetrack that I told father to come to the cars, and I would go with him to New Philadelphia, when he was ready. After I got into the buggy, he said: “I don’t see how you can stand it. You have overbought vourself surely. I can not understand how you can get rid of all this stuff. Tt is costing you too much for help and the advertising is an expense you ean not stand.” I said, “Father, let’s look at this thing in the right light. Now, father, we will take a farmer. for ar example. The farmer plows his fields, he throws his grain into the ground, he puts fertilizer on that field; and if he did not put fertilizer and grain into that field, you would think he was a very foolish farmer.”’ Father immediately said, ‘““Yes.”’ I went on. “Now, the farmer, after putting all that work onto h's land, and the fertilizer into the ground, and throwing the seed on to the ground, is not nearly so sure of returns as we are from the advertising. And the ad- vertising is to our business what the fertilizer and tre seed is to the farmer.”’ That morning, while I was marking goods in this car, a merchant from Coshocton, Ohio, thirty-two miles away. (he showed me the first canvas gloves I ever saw; these gloves have become quite an item in commerce in these days, and this ‘merchant was interested in their manufacture) asked me, ‘‘How is it possible, Garver, that you can get my customers to come up to your store to trade? I see people from near Coshocton at your store this morning.” The only explanation I could give .was that we had the merchandise and we had the prices, and, in addition, we are letting these people know by advertising what we have. If we did not spend some money to let these people know, how in the world could we get the people from Coshocton county to do trading with us? One of the best customers we ever had fas a woman who came from midway between Strasburg and Wheeling. Her natural trading point would have been Oe ee *Address before Merchants’ Congress by G. Albert Garver, of Strasburg, Ohio. Wheeling. One day she was up in the barn loft, throwing down hay for the cow. when she found a paper in the hay and picked it up and saw it was one of our circulars with the prices we were offering. She went into the house and waited on the boarders at the table. Among her boarders were a good many railroad men and she enquired if any of them knew of a store in Strasburg. One of them had just come from Stras- burg and said, ‘“‘Yes, we were working up there a while ago and I had a cir- cular from that concern.” She laughed and said, ““Yes, 1 found it im the hay- mow, where you were playing cards with the other men last night. What do you know about that store?” And he said, “There is more freight unloaded at that little town of Strasburg than at any other point except Massillon and New Philadelphia.” That woman came up to see vs, and she came regularly every month, until .her death, and her bills never amounted to less than $40 or $50. and often went as high as $150, and she bought not only for herself and her family. but for neighbors and _ friends. You never can tell exactly where ad- vertising is going to strike and bring results. I can not indicate the point on this map, but over in Portage county, in the neighborhood of Ravenna, there lived a farmer who came over to Stras- burg. Thre only way he could come was by getting up at 2 o'clock in the morning, driving to Ravenna and taking the trolley road to Akron. Akron is a pretty good town of about 120.000. but he did not stop there. From Akron he came over to Canton. then to Massillon and down to Strasburg. He came on a day when we were very busy. I noticed this man among the other shoppers. He was all excited and worked up and fussed about getting waited on. I asked him if he was in a hurry and he said he had to take a certain car to get home. I said, “Where are vou from?’ He told me and told me how he came and that even if he took the next car back, he would not get home until 2 o'clock in the morning. He certainly pought a big bill of merchandise. An auto party came aver one day from Cumberland, Ohio, seventy-one miles off; five men drove over in a ford to Strasburg and did their purchasing. One woman came in from Arthur, Illinois, and did some buying. She had received some of our adver- tising matter. She came to Strasburg to visit some friends and made it a point to come into the store. I happened to run across her buying goods in the store and learned she was from Arthur, Illi- nois. She had her list all made up. On one purchase of corduroy, she saved the whole cost of her trio from Arthur to Strasburg and from Strasburg back to Arthur Perhaps you are acquainted with a sect of people known as the Amish people: they use this corduroy. and to them we are shipping goods all aver the United States. It so havnened that this woman from Arthur, Tllinois, was one of these people. I don’t think we need to discuss this matter of advertising any further. T believe in it thoroughly, and I want to leave that imvression with you. You merecrants who have feared the expense of advertising. test it, try it out and see what it will do. I spoke about some jolts that we had in our earlv career. One iolt was when we were denied credit. That was one of the most serious things which ever came to me. It annoyed me more than anvthing that ever happened. The next jolt was a fire. Everything was burned un. We lost evervthing we had in the store Tre only stock saved was some merchandise we hae stored in ware- rooms. But out of that old frame build- ing grew this brick building, and at Toledo, when I spoke before the Chamber of Commerce I said it was one of the best things that ever happened to us It was. really. Even though we _ lost $20,000, it gave us a building in which we ean do business comfortably in a busi- ness-like wav. Before we got into these new quarters. we did business on the old plan of allowing the salesneople to sell anywhere throughout the place; but now we are doing business on the same plan used in the large cities. of having special salespeople for each department. In fact, people from the large cities often say to us, “It seems as though this building was dropped from some large citv into this small town.” So the fire really was a blessing in disguise. The greatest loss we sustained in the burning of this building was the destruc- tion of our printing plant and mailing list. The very first thing we did, which indicates our firm belief in advertising. even before we knew what our financial standing would be, so far as our insur- ance was concerned, was to send our printing foreman into Cleveland to buy new presses and new type. On the side, I wish to say again about insurance adjusters this much: Men who make a business of adjusting insurance came in and said the insurance companies would try to take advantage of us in this settlement, and we would need assistance, and for that assistance they would charge us only 4 or 5 per cent. But we did not feel we could afford to pay 4 or 5 per cent. to get ‘circulars there after the fire. our just dues from the insurance com- panies; and we did not employ the service of any adjuster. And you will not need to do so, either, if you have your affairs in good shape. Well, we installed the new press in a barn and turned out our first We kept up our advertising campaign just the same as we had when we _ were doing business with all the merchandise and facilities we had in the old store, even though we were seattered all over town in a variety of places, trying to do business. That year, doing business as we were, under such adverse circum- stances, the fire occurring in June when our business should have been at the highest, we sold $308,000 of goods. The mailing list of 14,000 names that we have built up _is one of our most valuable assets. There is a big mail order house at Pittsburgh, the W. & H: Walker people, who spent $1,500,000 for their mailing list. They cover our terri- tory thoroughly with their catalogues. One thing gave me a great deal of con- cern—because it does cost money to send out 14,000 circulars every month (the postage alone is quite an item) and that is the waste of circulars which go to people who may not be interested; that are addressed to some who may be dead or removed. We tried a number of plans, until we came to the one I have with me _ to-night and I am _ going to give that to you, because I believe that this is a very valuable idea for any merchant. I am told there are very few merchants in Michigan who have mailing lists and this is a good time to begin to start one. We hear a great deal about intensive farming and I do not see why we should not apply the same principle to business. It is very true that the Government has not done very much for us aS mer~ chants. It is ‘beginning to see treat something must be done, and a little money is being spent in the interest of the merchants. But the past year there was $32,000.000 spent by the Government for the farmers. In our own State, in each county, we have an. expert who goes from farm to farm, from township to township, and makes personal visits to farmers for special instruction and suggestion. What has the Government done for the merchant? I was told by 5 Ss. Knox, of Clevealnd, that he ap- plied to the Secretary of Commerce, at Washington, asking that he might ap- pronriate $10.000 that 2 certain investi- gation might be made in reference to merchandising and could not get even that small amount. It is up to bodies of this kind to get the Tnited States Gov- ernment to do something for us as mer- chants. I had come to the conclusion, also, that we were scattering our advertising over too big a territory. We were sending eirculars to neovle for ten years who never came to our store. That did not discourage us, but we wanted to put our circulars and advertising matter where they would do the most good. So, in- stead of sending the advertising over to much territorv, T drew a circle on the map, and said. “Within that circle, we will go over the territory carefully with a fine-tooth comb, so to speak, inten- sively.” In the first place. we sent out our advertising man. We have a man who looks especially after our advertising. There was a time when I did the writ- ing, addressed envelones, folded and mailed the circulars. We have a man now tho looks after this advertising and we sent him out from school district to school district. He first visited each school district, for instance, in our own Franklin township and found there were a great many people in the near neigh- horhood who were not getting our cir- culars; also people to whom they were addressed were dead, or had removed. He secured some young man or young woman to represent us in that school district. He sought a family which had a purchasing power quite large, a family of some vrominence in the school dis- trict, a family of some wealth and of come standing which could be expected to remain in that district for some time, a family with a grown daughter or a grown son. That young man or young woman was instructed and was interested in giving us the information we wanted. In the first place, we have a form for the heads of families, with blank enaces for the county. district number, township number, reported by . post- office address, date. then there is a column for names, @ column for the oc- cupations, the postoffice address, thre eounty, the state. The reason we want the occupation of these various people is because we may have something special that a person in a particular occupation mav be interested in. For instance, in the case of a miner, we sell mining tools, and if we should have anything special in miner’s sup- plies that special offer would go to the miners. For these names we pay this repre- sentative 2 cents each. That may not seem very much, but on this list there are some fifty names, and that would have made one dollar this girl received for sending us this list of names. printing - Then the next thing we do is to fur- nish these people with blank forms for monthly reports. These monthly forms come to us filled with information from the representatives in each school dis- trict and our territory covers at least a radius of twenty-five miles from Strasburg. This form is headed, ‘‘Month- ly Report to Garver Brothers Company,” and there are lines showing that it is reported by ——; postoffice address. date, district number, township, county, state, and then follows the instructions that we give the representative, SO trat we will get the information we want. We ask them to mail the report not later than the 10th of each month; first to give the name of each householder or person who has moved into the district. Should any family move into your neigh-~ borhood and come within the radius of your business, if you get that customer to trade at your place first, he will con- tinue to trade with you so long as you treat him right. That will apply to the city, as well as_ to the country. We want the name of each householder who removes from the district, and if the representative can ascertain the future address, we ask them to do 50, because if you keep in touch with customers who have been satisfied with your service and merchandise, even though they move away, perhaps hundreds of miles you can continue to sell them goods. We do. We follow them with our mail matter. We ask for the name of anyone the representative knows of who may be wanting to buy anything worth while; look over the list of items in our cir- eulars as a guide; report the names of people who, for some fault of ours, do not trade here, and if you know of some plan by which we could regain the good- will of such persons, we would like to have you help us. This request has helped us a very great deal to find out where people have felt they have not heen treated right and we could make thing satisfactory and get them back again. We say, if you know of anv place in your district where we could advantageously place a sign, let us know. Let us know anything that in your opinion would make our service better and help build up the business. Here comes a report: It gives the removal of two people to Dover Citv. -There happens to be no new residents. Next, is the erection of new buildings. We deal in builders’ hardware, in plumb- ing, in house furnishings goods of all kinds and so the matter of new build- ings being erected is wort" a great deal to us. We make an effort. then, to get business for any goods such as the people may need who are erecting new houses or other buildings. : Then come the names of people want- ing special things we may have to sell. One man wants a gun. Another man wants a buggy. We write and send prices to these people wanting the spe- cial things and solicit their patronage. The next item is people who become automobile owners. It is a wonderfully valuable thing to know this in these days, because a merchant who can keen in touch with automobile owners and get them to come his way is as fortu- nate as is the merchant who is sit- nated on a trolley line. The automobile has become a factor to be considered in the matter of transportation of peo- ple who buy goods. My little son, 14 years old, Saturday asked me, ‘Papa, how manv automobiles do you suppose were lined uv in front of the store this afternoon?” “Tt don’t know; I was. busy inside.”’ “Thirty-seven.” People who have auto- mobiles come from twenty to fifty miles to trade with us. Did TI tell you jabout the customer who came from near Barberton. located near Akron, really a suburb of Akron? Karly on a Saturday morning five people drove over in a ford to Strasburg to make purchases. So you can see how far people will come in an automobile. the other It is worth a great deal to have the names and addresses of automobile owners. When a man becomes an auto- mobile owner, especially if it is his first automobile, he feels pretty good. We send a letter to the man who acquires an automobile congratulating him. and we invite him to come to Stras burg and let us see his new machine. We make mens and boys’ clothing to order; we clean, press, and dye clothing: we make and repair harnesses, we also have a jewelry department and a revair department; we fit spectacles, we enlarge and frame pictures; we buy and sell farm produce of all sorts. We want the names of boys and girls who graduate in the spring of the year, because they all will need new costumes for the graduation exercises. The friends and families will be interested in buying presents for them. So we get the names, not only of the graduates, but of the parents. And we write the parents a letter, congratulating them that their boys and girls are about to graduate. We congratulate the graduates and: in- cidentally we send them some appro- priate advertising matter, ealling atten- tion to our clothing, suits, dresses, dress materials, shoes. millinery, etc. : There is one thing we do that I might mention at this time. In Ohio we have es Lil Ly r- of 19 i to AS ut ot ke ck nv 1a ur er BO- to- iles ner ted on? ple low ile. the bile ito- irst vho ing as to ng; ilso air rze sell ‘irls ar, mes The 1 in the t of ants heir ate in- oro- ren - ress ight lave June 18, 1917 contests in the public schools in the counties and in the townships and the, boys and girls from certain grades in school contest with each other in essay work, in reading, in arithmetic, in spell- ing, etc. We aim to get the names of the winners and we write them a letter of congratulation and send them a little present, perhaps a little book, say of 25 cents or so in value. I had the good fortune this past year to buy all the county atlases that were left on the publishers’ hands. It is a beautiful work, costing in the neighborhood of $12 to publish. I bought them at a _ very low figure. We have been giving these atlases with the finest history of Tus- caroras county and the finest history of Ohio in them, and beautiful illustrations —a great big book a little fellow can hardly carry—to these boys and girls. I will send a letter of congratulation to a kid of 8 or 10 years old who has won the spelling contest in the county, congratulating him and telling him to come in, that I have a little present for him. Then we have our card writer inscribe on the fly-leaf: ‘‘Presented to by the Garver Brothers Company,” ete. I gave a little fellow one of these big atlases one day. and don’t you for- get it that little fellow was pleased, and not only was he pleased, but his mother and his father were pleased, and his cousins and his aunts and uncles also were delighted. Everyone was _ pleased. We go a little further than that and we get the names of confirmants and communicants and of parents and their postoffice addresses. The same business opportunities apply to them as indicated in reference to the graduates, They need new clothes. I want to call attention to one par- ticular item that was worth all the cost we will be put to for at least one month's service in all this territory. Our repre- sentative furnishing this report’ says: “Mr. H. F. R. will have for sale a large auantity of vegetable plants. Also flow- ering plants, ete ’ That was valuable information for us, because we were un- able to secure from our greenhouses all the plants we could sell this year. For- tunately, we are getting plants to-day from this man and he will have all we can use for two or three weeks to come, and that means several hundred dol- lars to us. Now, additional information we want to get from these special representa- tives is a report that is known as a “Special Report.’’ The report I just gave is the ‘‘Monthly Report.’ The ‘‘Spe- cial Report’’ form is as follows: Reported by ———-, postoffice address, date, dis- trict number, township, county, state. “This report should be made out at once and promptly mailed to us, as soon as the information is due.’’ When a citizen dies, we want to remove him from our mailing list. Why? That fellow can not buy. any more goods, for a very good reason. But that is not the only reason, or the only advantage we take from that information. For instance, we have folks who have been trading with us for twenty-five years or longer. We think it is perfectly fitting that we should remember the mourning friends with some token of our sympathy and regard and so we send a floral offering to people with whom we feel well enough acquainted, personally. We do not send it unless we do feel well enough acquainted; and, to be frank and honest, it is not a matter of advertising, al- though it might be considered a good advertising stunt. We have a standing order with a florist at Canton for these pieces; we pay him $3.for the floral offerings and he furnishes us with a very excellent design and _ beautiful flowers, because we use quite a great many in the course of a year. We have had people come to us and thank us very feelingly for the respect we have shown them. When a family is par- ticularly well known to us. I make it my business to go there with this flora) offering and make a personal call and offer my services and express my Ssympa- thy. The next thing we want to know is when a child is born. You know how you felt when that first boy or first girl came to your home. Pretty good, T guess. I have had the experience and know all about it. That is the reason I thought it would be a mighty fine thing for us to know when a child is born into a family. That ‘gives us an opportunity to send the parents a beau- tiful little baby booklet. We use one that is published, I believe, in your State. This little booklet will contain the history of that little baby. It is a standing advertisement; it won't be thrown away. That booklet will be treasured by that Ititle boy or girl and will be considered of some value when they get big. They will look it over once in a while and will see our advertisement in it. We send a personal letter to the happy parents and tell them we have anything the baby may require. And we do do a very nice business in infants goods. If you have not a department for infants’ wear, it is a very good thing to develop in your store. At Toledo, the Lamson Brothers make a_ specialty of infants’ goods and they do a big business all over the United States. Often the MICHIGAN TRADESMAN parents, when the baby is old enough, come to the store and bring the baby around for us to see. Some of them even name the babies after us. There are quite a few boys in the community whose names are Albert. And we always try to remember these namesakes on their birthdays and at Christmas time. The next thing is in regard to fires. We went through a fire ourselves and know what it is to receive letters of condolence and sympathy. We remem- ber these expressions of sympathy with great gratitude. We will not forget those firms who wrote to us at that time. They have had our good will and patron- age ever since. When there is a fire in the community, we offer our assistance to our unfortunate customer. One time a barn burned. down for a farmer in our community. The next morning he was in the store, buying hardware to rebuild. TI asked whether he had enough help. He said, the neighbors had offered to help, but it was a very busy time and he did not know how many woulda come. I suggested that some of us would come up and help him. So I, with some of the other boys, went out. TI got next to some of those farmers in a very pleasant way and showed them how to work and do things and they were sur- prised that a merchant could really work. They very much appreciated our help. We want to know when people get married. We take advantage of that. We have a beautiful booklet we send to the happy couple. In it they can keep a record of the wedding, the witnesses, the guests, the gifts, the _ honeymoon, etc. We send them a special letter. The form letter sent to newly-weds is like this: “As one of the best known stores, we take the opportunity to congratulate you on your new happiness. It means one more family to be interested in the instt- tutions of the town. We trust you will do us the honor to visit our store when we can be of service to you. There are many things required by the new home and many services to be rendered which a firm like ours is well fitted to sup- ply,’’ ete. There is space, too, for other informa- tion which the’ representative’ thinks might be of value to us. In this way, we keep informed on everything going on in our community. I expect in the coming months, when my daughter returns from Boston. where she has taken a course in a Summer School for training sales people, that she will train our sales people, and in addi- tion to this, I expect to have a bureau which will make clippings from all the newspapers in which we advertise, of all special events in social circles, of people who are visiting the community, etc. Then we will send these people who are visiting, even in the larger cities around us, a beautiful invitation to come to Strasburg and see the wonder of America. the biggest country store. Very many people who formerly sneered at this store are taking delight now in bringing their visiting friends to Strasburg to see the store. Just this past summer we had a visit from _a party of New Philadelphia men, including a banker who had lived there all his life and had never been in our store. We had sent him circulars for vears. Just this past summer he eame to Strasburg, with a party of men from Baltimore who wanted to see the store, and as he went out one of our sales people heard him make a remark which I used since as an advertisement on one of our monthly circulars. I think it is on a sheet that I gave to one of you this afternoon. This quotation was then used in our advertisement: ‘‘One of the most influential men, one of the best financiers in the county, as he was leav- ing our store, was overheard to say to his friends: ‘That store is worth a mil- lion dollars to this community.’” We used that as an advertisement and it was a fine thing for us. People are tak- ing pleasure in bringing visitors to our store from these larger cities. I think the system I have described will be a very fine thing for any of you who are expecting to go into the adver- tising field. It is bound to bring re- sults. : After going to all of this expense— and it certainly costs money to get peo- ple to come to your store—then what? What kind of service do your customers get from your sales people? I need not stop to tell some very funny things that may raise a laugh, in regard to how customers are treated by sales people. Service is a problem that is troubling many a merchant these days if he must look to assistants to render it. I was in a store at Canton not long ago; the stock was offered for sale, and I noticed that their goods were marked in cipher. I said, ‘‘Have you been mark- ing your goods in this manner? How can you put that across in these davs when merchants are marking in plain figures?” We adopted the plan when we took the business over from father, of marking the goods in plain figures. All goods are marked; every pair of hose, every piece of neckwear, is marked, even if it is in a carton—and not the carton alone is marked. I have seen unmarked mer- chandise in stores, and I have seen un- checked invoices, nothing not even the cartons. There was something matter of losing profits because of care- less credit. Here is where very serious mistake, I believe. Of course it is a matter of discussion. felt and believe now that the only to do bushiness is on advocated this when we ness over from father to-day we are doing both credit and cash. ruled by both my brother and father. So a to tell you how much books, but, doing as enormous ness as we do, we have a large amount of money on our books. we have one special man to pass on all eredits. I would not credit myself. A customer “Well, Mr. Garver, can eredit?”’ And I always reply, have to see Mr. St-—.’ cent. of our sales. I did say that They are taken to the office, and have to answer a cer- tain number of questions can get credit. Unless they can these questions satisfactorily, care to give them credit. money on bad accounts large percentage—a little per cent., about three-fifths 37 But I felt that something must. be done to put our business on more of a cash basis. About the time we were con- sidering this matter, my brother died; and this was the third jolt) that came to us in our business. This was the greatest loss that ever came to me. He was older than I and was one of the best business men in the State of Ohio, I believe. It was commonly said that after Rudy Garver’s death, the business would not go.on as it did before and I felt it was up to me to do something. I called the force together on the first morning the store was opened after the funeral. I had my plans prepared and enlisted not only the sympathy of our sales force, but I enlisted their interest. I placed my plans before them and was assured of their co-operation. The busi- ness has gone steadily forward. The one thing I adopted at this time I think, perhaps more than any other plan, which has helped in increasing this business, is our ‘‘coupon plan.’’ In order to stimulate cash buying, and to be perfectly fair with our customers—be- cause I have always thought it is unfair to sell goods at the same price to the man who asks for credit as you would charge the man who pays cash for his goods, and I have always tried to be fair in every particular—I adopted the 25% Cut in Your Gasoline Bills by using GAS-PEP Many thorough trials show it increases efficiency of gasoline 25 to 40 per cent. Eliminates carbon trouble. Engine runs smoother. Guaranteed not to injure your motor. Convenient tablets—use one tablet to each gallon of gasoline. 100 tablets tocan. $1.00 retail. This is equal to 25 gallons of gasoline for $1.00. Display cards and circulars packed with every carton of a dozen cans. Price to dealers, $8.00 per dozen cans. Retails for $1.00 per can, TRADE MARK SELLING AGENTS ~uple | ERCHANTS®*"/ CHICAGO. Actual size of can. Send orders to American Merchants Syndicate 155 East Superior St. LB Contains 100 tablets. CHICAGO, ILL. ANGLEFOO THE SANITARY FLY DESTROYER NON-POISONOUS Our TANGLEFOOT Handy Package, 5 Double Sheets, Retails for 10c. Saves Labor and Expeuse of Wrapping. 38 idea of giving coupons to people who paid cash. Some might consider this a cash discount. We thought of that plan, also, but we finally concluded that if we would redeem these coupons with premiums, these premiums would be kept in the home, and_ they would be a standing reminder to the family of our store—another advertisement, you see. This catalogue I have in my hand illus- trates the premiums we give to redeem these coupons. I was told by a cus- tomer only yesterday that they have a very great many things in their home which they got with these coupons, by paying cash. And there are a great many people who will not buy goods on credit. even though they may be tempted very strongly, because of great induce- ments, but will wait until they have the money to buy the bargain they may be interested in. So our cash business has been increased very largely by this system, and the accounts have been re- duced. If any of you merchants have that problem to solve, I think this is a good plan. It has been used by other merchants to whom I have explained it, and they have found it very satisfac- tory, too. I do not know what you Grand Rapids merchants do in regard to paying railway fares. Some of our very good competi- tors at Canton pay the railway fare of the people from New Philadelphia. Stras- burg, and towns within a certain terri- tory who come _ to buy merchandise. There are some firms at Cleveland who pay the fare of people who come as far as 100 miles away. I want to say that if you people pay the railroad fare, you are not treating all your customers fair and square. A whole lot of people in Grand Rapids, buy hundreds and thou- sands of dollars ‘worth from merchants in Grand Rapids every year and they would have to help bear the expense of paying the railway fares of customers who come in from other towns and it is not fair. Would it be fair to have a farmer drive in twenty miles to do his trading with you and go to all the trou- ble of keeping his horse and feeding him and hitching him up and driving in, and not pay his fare, when you would refund the railroad “fare of a lady who comes up in a Pullman from Kalamazoo? That is not fair. We don’t rebate anyone—dressmakers. preachers or anyone else. We like the preachers all right and we do our share towards keeping uD the church—every one of us do—but when the preachers come into our store, they pay the same price as does the saloon keeper. We make no difference. We hate the saloon business and fight it tooth to nail, but our saloon keepers are our customers, because they know that we treat them fair and with consideration. We don’t throw anything in. pay for everything they get. If a piece of goods measures 1-8 of a yard over the customer pays for that 1-8 of 2 yard, and eighths of yards amount to a great many hundreds and thousands of yards in the course of years. A merchant at Camden, New Jersey, who commenced to measure his short lengths after I told him of this. says it now amounts to thousands of dollars to him in course of a year. We also refund are ,returned. Some of your country merchants have the produce problem. % had a ietter from a very suecessful merchant at Dunkirk, Indiana. who asked me what we did about this. We pay for produce according to its worth. All butter is not alike. Some butter is almost all salt on the inside of the rolls. We have had butter with mashed potatoes on the inside of the rolls. I have seen butter that was not fit to throw to dogs. Every woman thinks her butter is just as good People cash for goods that as anyone else’s, and she would be in- sulted if you offered her anything less. There is a difference. even in eggs. and in any kind of produce. We have solved the produce problem by having one man handle the produce, with assistants on busy days. He grades the butter. and if the customer is not satisfied, she can take it and sell it to someone else. We pay cash for all produce. Our buyer is furnished a_ cash register, and he pays cash for all produce taken in. Then the customer can go into any department of the store and spend that money, or not, just as she pleases. And very few customers take all their money home with them. Pay for the produce what it is worth, and pay cash. I believe that is the solution. We have a great many farmers wd come from a_ distance and we have 2 lunch room for them. In this lunch room we serve 4 lunch which costs noth- ing to the customer and there is always hot coffee. Our customers who come from a distance have a room by them- selves, with tables and chairs and hot coffee; and on very eold days. hot soups and various kinds of sandwiches. A great many peonle bring their lunch with them and utilize this lunch room in which to eat it. with our hot coffee. I might go into details. and tell you how this came about, but I can not take the time for it. But I believe it would be a fine thing for you people who are try- ing to build up 4 clientage from distant MICHIGAN TRADESMAN farming communities. lunch room cost us tenance. I want to ask you merchants where you locate your desk. Where is it? Is it away off in some corner where the people have to go gunning after you and no one can find you? Is it away off in the corner where you can be quiet and read and smoke or take a nap? If so, it is in the wrong place. You should have it where you can meet Last year the $317.84 for main- every customer that comes into your store. Do not make the customer hunt you, but be where the customer will run into you before he gets out of the store. My desk is—right in the center of the first floor. The floor is divided into five sections. Leading from the main entrance is the main aisle, and two-thirds of the way down that aisle I have my desk. I can see everyone coming into that store. We have a large hitching vard and a _ place_ for parking automobiles at the rear. There is a rear entrance also, so that nearly all the farmers bring their produce in the rear door. and I can easily see them coming in. The stairway is in this center aisle in the rear, and I can see everyone go up stairs and come down again. In this way I can come into personal contact with nearly all my ¢cus- tomers, and can see them and say “how- do-you-do” and ask whether they have been served satisfactorily. I catch manv a sale that would otherwise have been lost. I find many a customer who would otherwise go out of the store wrathy over the treatment he has received. And because I do come in contact with these customers, my people are more particu- lar to give better service. because the chances are that I will see the cus- tomer and find out about the lack of service. If I am dictating to my stenographer, I will stop in the middle of a word or the middle of a syllable, for the sake of speaking to a customer who is going by. I try to shake hands with as many as I can. I know a great many of the women by their first names. hecause I have grown uv with them. The other day I was buying goods from a New York salesman, and a married woman, 50 years old or 50, Was nassing through the department and TI‘ said, “How do you do, Amanda?” The sales- man seemed shocked at my addressing her by ber first name, and IT said, “T went to school with her. and we used to play ring together, and I used to tap Mandy on the back. because she was a pretty girl and I liked her.’ It nleased that. woman a good deal. I talk with the boys and girls: I know them by their first names, and they knew me by my first name. I like it. So, if I were vou, I would have my desk where IT could meet all the customers coming into the store, if possible. After spending all this money to get customers into the store. what kind of service do they get, and how are you going to bring it about that your sales people will give better service? By in- spiring a_ certain element of desire to make good. to do something a little bet- ter, to beat the sales of the dav be- fore, or of the vear before. Here I have it. T evolved this plan years ago, and I believe it has done more to sell mer- chandise for us than any other thing, and it will be worth, I think, hundreds of dollars. yes, thousands of dollars, to any merchant. who will follow it closelv. and get the idea and use it. got to go to school just four summer terms. of about ten weeks each. During this time JT taught school four years. During these four short terms I learned from one pro- fessor to be thorough in my work, to do everything 1 undertook, and to do it thoroughly. Another thing I learned from that professer was this: He hung on the door of his recitation room a report at the close of the term giving the percentages of all the students in that class. From that report T learned that it inspired me to make greater efforts. in order to get a higher per- centage. because IT did not want the girl I liked best in that college to <0 down the hall and see my name at the bottom of the list. I wanted to be as close to the top as T could. So I made an extra effort. Most men have some pride in playing the game. so well that they will win. Again, in New York, there was a fellow in business by the name of Rouss. He made a wonderful success of his busi- ness. I noticed that his sales people would keen looking at a sheet hung up at the side of the main entrance and on that sheet was reported the sales of the day before, and they were discussing the sales they had made, among them- selves. So when I got home—and there were only three of us selling goods at that time—I adopted the plan of keeving records of the sales of each salesman. We tried to beat each other. and to beat the previous records. So later, when we had more sales people, we were finally enabled to have a_ cashier who could keep record and make daily revorts, and the report that we began with in such a simple way has grown into a dailv bulletin such as I have here. It is not enough to report the sales of people once a month. The effect will soon wear off. It is surely not enough to report the sales every six months or once a year. A short time ago I entertained a rep- resentative of Mr. Warren of Three Oaks. This gentleman was requested by Mr. Warren to spend the day with us. He was very much taken with this system and noticed its workings in our store and he told me that he thought this would be a wonderful thing for Mr. Warren to adopt at his store and in his fac- tory, and with his road salesmen, as well. He said, ‘‘The territory T have been covering now has been all shot to pieces, because I believe Mr. Warren has not a good system by which he can keep his salesmen spurred on to do their best work.” This daily bulletin is for the purpose of securing better service in the store, ana to sell more goods. These are the items reported: First, the sales that must be made for the month. For in- stance, the sales for June should be $38,319.19. That is what we sold last year in June. The next item is the sales that we made on the day before, or rather on the second day before, be- cause it takes one day for the assistant eashier to get out these revorts. The pulletin for Tuesdav would give the sales for Saturday. This saturday’s sales were $5,337.40. They showed a gain of $4,228.28 over last vear’s ,sales, because Saturday’s sales this year are compared with Friday’s sales of last year. The sales for the corresvonding Saturday last vear were $2.597.32: therefore the gain for Saturday over Saturday WAS $2,640.08. The sales for the month so far average $2,242.42. The daily average must be $1,440.86 in order to hold our own against last yer. The sales to-day will be compared with $1,653.01. Sales on the eorresnonding day. Tuesday. of the week. were $2,214.76. Retail sales for 1917 so far have heen $206,722.85. The gain at retail for the year so far $60.331.95. Then comes the weather report that the pre- ceeding speaker said should be kent. We knew that the weather happened to be cold, cloudy or stormy on Monday. I ean refer back to the weather conditions for. twenty vears, and I know why busi- ness is not as good this year as last vear. because I have these records. I know the reasons. The bulletins are hound by the month, be easy for reference. ; Our business is divided into eight de- so that they will partments, and the next item is the rerort for the devartments. Department G is at the head. selling the most goods. So far has sold $18,- 078.61. Then comes Denartments Hx, 2D; F. Cc, S M. with their sales. Then the next item is the report for each individ- ual salesman, starting with the top notch one. For instance. Mr Lebold’s sales so far have been $4.712.27, and his sales on Saturday were $790.44. So all these eales are recorded each day on this bul- letin. the sales for the departments, the sales for the store. the sales for the sales people, and it is hung up where evervone ,can_ see it, and not only the sales people, but the customers as well. We made a lot of fun out of this bulletin. when we voted our country dry some vears ago because Garver had gone out and worked day and night to make the county. dry. It is only 10 minutes ride to the town in the next county, and there _ were six saloons there, and it was claimed all the busi- ness would go over there. So our wet friends watched this bulletin every dav. and thev exvected to see the sales go down. But I just want to say that anv business man whothinks that the saloons are an asset to a town and make busi- ness good. is an ass. You people over here in Michigan are all right. You voted this State dry, and we are going to do the same thing in Ohio. No, sir. The sales did nof g0 down. This bulletin showed increased sales right along. And when Stark county voted on this question. instead of advertising merchandise in the papers of Stark coun- ev, we took half pages and advertised our sales, the sales that we were making during the dry period. as compared with sales which were made during the wet period. We were never S0 much dis- eussed aS we were during that campaign. We had people from all over the county come and buy goods of us. because we were standing vp for the right. So we had a lot of fun and excitement out of this bulletin during that period. The next item is a comparison of de- nartmerts for 3 vears. How do you stand for three years? For instance. Department G has made such a gain over a year ago. and 50 much gain that year over the year before that. showing a gain for three successive ‘years. At the beginning of the month we set a standard for each department and a standard for each salesman that must be reached. We say. you should sell so many goods. According to this sheet. Department F_ should sell $4.752.68: K should sell so much; W so much, and so on, down through all the departments and all the sales people. I give a daily talk at the bottom of this bulletin that has a good effect. To prepare that talk _is the first thing I do in the morning. Then I hang the bulletin up, and as soon as it is hung, you will June 18, 1917 see sales people coming over to read it, and to discuss it. Here is a sample of our little “yellow slip.” It is the report that goes to each individual sales person and is handea by me personally to each sales person every morning. After the bulletin is finished and hung up, I go over these sales reports, and learn what each person has done the day before. I usually put some mark on them, and if they have done well, I mark them ‘‘good,’’ ‘‘ex- cellent,” ‘‘bully,’’ or something of that sort. Sometimes, if they have not done so well, instead of saying anything to discourage the sales people, I just make a sort of an arrow, indicating that I have noticed that they are losing. If there is something radically wrong with the service they are giving, I have a little private talk with them, with one at a time every morning, with the de- partment managers as well as the sales people. I go to them with their reports and perhaps I say, ‘‘Well, how was it yesterday?” “Fine, we had a good trade ae Then he will tell me what was done and if he is a little blue, I will encour- age him, and if I am bue, he can en- courage me. It is a mighty fine thing to come into personal touch with your employes every morning. Even the time is mentioned on the slip—the time that ek o lose. We have a time re- : g clock, and i is on, this sinc en aieg time is reported f the end of the month w oO é ecard something like this, with | wee of the sales people of each department This happens to show the sales for De- cember in Department D. There is a red star and that means danger ahead. De- partment D is now losing over the sales of the year before. There also are red stars for some of the sales persons. Here is a gold star. That means the salesman is selling more goods than.in the previous month and also the same month the year before. and more goods during the year. > Wafted Down From Grand Traverse Bay. Traverse City, June 11—On next Saturday, the 16th, a large delegation of Traverse City Council will motor to Manistee where they will initiate a large class into the order of the United Commercial Travelers. After the work they will be entertained at the new hotel which opens on that date. Every one go that can and take your wife or lady friend along and have a good time. W. F. Murphy has accepted a po- sition with the Queen City Bottling Co. When he passed us on the road the other day his Tin Lizzy was say- ine pop, pop, pop, pop. We notice that three or four of the boys are driving new Overland cars lately. Judging from the re- marks they are reported to have made when stuck in the mud this last week, their Sunday School teacher would have been shocked. _ Traverse City Council is initiat- ing a number of candidates at every meeting. There will be several taken in on the next regular, June 23. Meeting called for 3:30 p. m. Pot luck supper at 6:30, followed by a good programme, in the evening. Visiting brothers invited. Mr. Landlord, while you are busy raising the rates of your hotel on account of the H. C. of L, please look around and see if you are complying with the state hotel law as you should; also see if you cannot im- prove the conditions just a little. Possibly you can replace that old mattress which is humpy with a new one. We notice that some forget about that rope to be used in case of fire. After going through a_ siege of scarlet fever in his family, F. W. Lake is again on the road. Mrs. H. C. Hoffmann was pleasant- ly surprised last Tuesday evening by a number of her friends dropping in, the occasion being her sixteenth birthday. The Northern Michigan Transpor- tation Co’s. S. S. Missouri made her first appearance of the season in thts port this week. Ye scribe also went to Bay City to the convention, The least said about it the better. S. BY. Inharmonious. “What’s the matter with them Twis- terino brothers that does the contor- tion act?” demanded the circus pro- prietor. “They’re always among themselves.” “They can’t help it, boss,” replied the manager. “You see, two of ’em is Germans, one is a Frenchman and the other one is a dago, and every once in a while they git to arguin’ about the war.” scrappin’ 39 Treident Meals 5So¢ ca Mead MER 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 United Automobile Insurance Exchange Carries Auto Insurance at Cost Without Mutual Liability For Particulars Address Home Office: 737-741 Michigan Trust Bldg., Grand Rapids. Mich. Detroit Office: 524 Penobscot Building, Detroit, Mich. THE SHORT LINE BETWEEN GRAND RAPIDS AND CHICAGO FARE $275 VIA MICHIGAN RAILWAY CO. (Steel Cars—Double Track) Graham & Morton Line (Steel Steamers) Boat Train CONNFCTING FOR THE BOAT Leaves Grand Rapids Interurban Station Rear Pantlind Hotel EVERY NIGHT AT 7:00 P.M. ¢ , 4 ‘F ~ ae « ’ a ee d zg 5 ms s . i «4 é 4 1 ‘ ag 4 > « > { » ~ _—_ Inauguration of New Era For Port Huron. Port Huron, June 12—Port Huron has awakened. : From out of the melting pot of sodden, petty jealousies, opposition and effort at personal gain has come a new city. : From a lumber village of °57, 1n- habited by rough men and untamed beasts, has grown a hustling, bustling metropolis. The growth during the years has heen slow. Now those who _ have the welfare of the community at heart, believe it will grow rapidly and pros- per. Great has been the change in the last sixty years, but greater has been the transformation during the last several weeks. Port Huron has been awakened by her new “nerve center.” That. busy, bustling air, has been born by the energy smothered in her hitherto- hidden storehouse. The men of Port Huron have awakened, have realized their faults and have banded them- selves together for the good of the city. Last week the Port Huron Cham- ber of Commerce was incorporated. sional men of the community. These men are now at work solving the problems which have been left tw solve themselves for so many yearg. The chartering of the new Cham- ber of Commerce marked a new era for Port Huron. It marked the civic awakening. Upon the shoulders of the 900 members now rests the suc- cessful future or the miserable fail- ure of the community. The organi- zation has been founded on the basic principles of modern Chamber of Commerce methods. Since the organization the men who do things—these big men or Port Huron—have seen the advis- ability of placing the administration in the hands of another—a man jus: as big and with expert experience in the rejuvenation of civic centers. The board of directors chose Chas. W. Haensel of Newburg, N. Y., as the man they wanted just a few days ago. Mr. Haensel has had much ex- perience. He is not a new hand at the “game.” He has confidence in the men of Port Huron, just as they had confidence in him when they, elected him to guide the new organ~ ization past the pitfalls which have swallowed up several other less- staunchly founded associations. It took only two months of a good hard work to place Port Huron o: her feet. After considerable work the campaign for members was start- ed April 30, Monday. From the firs: interest was at a high pitch and the first two days were far above ex- pectations. At the end of the fourtn day 700 had been enrolled. So great was the effort of the fifth day that a total of 905 memberships were reported on the books. Gov- ernor Sleeper came down from Lan- sing to do what he could toward aiding in bettering one of the towns in his district. He commended the workers highly for their spirit and pledged himself to lend his support as much as possible. Capt. LeRoy Pearson of the 33rd National Guards Co. C, also spoke at the new lunch- eon held at the Harrington hotel as did C, F. Biellman of Detroit, man- ager of the White Star line and Thomas Cook of the Sarnia Board of Trade. This ended the week's campaign. Throughout the campaign Roy Smith and Frank P. Mabee of the American City Bureau did what the present members of the Chamber re- gard as very creditable work. Both with years of experience in city or- ganization and both possessing un- told enthusiasm and_ interest the campaign was kept at “fever heat” until the end. Not only did business houses take Chamber of Commerce. stock, but individuals, women and_ children, churches and_ societies contributed to the cause considered so worthy. Considering her size, her interest and her enthusiastic work, Port Hur- on was credited by the American City Bureau with establishing a rec- ord equalled by no other community. But yet the organization was nor perfect. The members saw that and at once began to patch the leaks They lacked a manager, an experi- need helmsman and two men, J. Will Kelley of Topeka, Kan., and Charles W. Haensel of Newburg, N. Y.., came to look over the _ situation. Haensel proved acceptable and will report for duty, June 18. Thetberth was offered to both Roy Smith ane Frank P. Mabee of the American City Bureau, but both, because, of other engagements were compelled to refuse. From the thoughts of the member- ship have come many working plans and a definite program has been worked out and is being put in force. One of the underlying advantages will be the aid given in public affairs and to public officers. This may be sum- tiful St. Clair river in the shade of the historic old Ft. Gratiot, the city of Pert Huron has many times been referred to in the history of the coun- try. Even as early as 1882 farsight- ed men have seen the possibilities of ‘the community. During that year a Detroit journal- ist, after making a careful survey of this part of the country, wrote quite an interesting apostrophe to “Border Towns” in which he spoke very high- ly of both the opportunities and ad- vantages for industry and residential possibilities. Port Huron was first organized early in 1857, getting its charter April 8, of that year. Its first residents were French who came here in 1790. Port Huron’s first industry—in sharp contrast with the several here now—was the Black River Steam sawmill located in 1833. During 1835 and 1837 enterprising citizens drew up what was then known as the “pa- per city.’ Their plans were never carried out. Anslem Petit, a French- man, was the first in Port Huron to possess a real house. Regarded at that time as merely a “lumber city, Port Huron residents were mainly nomads who lived in wigwams and shanties. The town was. first plated in 1835 and given the name of Peru. In 1837 it was incorporated as Port village. ge Gabby Gleanings From Grand Rapids Grand Rapids, June 12—Among those who attended the Merchants Congress last week was George Gane, Eastern’ sales manager for the Valley City Milling Co., with headquarters at Southville, Mass. Mr. Gane has sold flour continuously for about forty years. For many years he was sales manager of the flour depart- ment of Hannah, Lay & Co., at Trav- erse City, when he was known intt- mately by every dealer in Northern Michigan and the lower portion of the Upper Peninsula. * G. Hamel has returned from Waukesha, Wis., where he was callea by Manager Glidden, of the Jiffy Jell Co., for a conference, It is under- stood that Mr. Glidden is greatly, pleased with ‘the distribution Jiffy Jell has secured in this State through the personal efforts of his Michigan representative. Although James B. Shaughnessy has been elected Secretary and Treas- urer of the Michigan Hardware Com, pany, he has not yet retired from the road to sit all day at a desk in the office. It is mighty hard for an old campaigner like Jim to give up the road. It is quite evident that Perry Barker (National Grocer Co.) and the Chronic Kicker settled their dif- ferences regarding Barker’s ignor- ance of angling during the visit of the Mears philosopher to this city last week to attend the Merchants Congress. It is understood that the final pipe of peace was smoked in x famous emporium on Monroe avenue where other men less circumspect in manner and action than these two worthies indulge in Gambrinarian libations. Now that the automobile season is in full blast it will be well for Harry Spindler to keep a nickel in his pocket, so he will not have to walk from one end of the citv to the oth- er in the event of anything happen- ing to his car. Harold Sears, Manager of the Grand Rapids Dry Goods Co., is liv- ing with his family again, the quaran- tine on his home having been lifted by the health officer. Both young- sters are well and happy again. Cornelius Crawford again wears the smile which won’t come off. Reason? Why, the horse race season is nea: at hand. Love of horseflesh and a fondness for the race track are the only weaknesses which mar the char- H. A. Gish probably wears the belt. He recently drove 200 miles a day and made a half dozen towns in the meantime while on his recent trip through the Upper Peninsula. On his return home he drove from Frankfort to Grand Rapids in a single day—a feat probably never before undertaken by a ford driver. Mr. Gish is greatly elated over his new home in East Grand Rapids and has learned to sing several verses of the ballad, “I am a merry villager.” Many Grand Rapids travelers re- mained in town last week to assist in entertaining those of their customers who were in attendance at the Mer- chants Congress. There will be many druggists in Grand Rapids next week. Likewise, there will be more than a hundred pill peddlers to assist the drug mer- chants celebrate the event which is now held in Grand Rapids every other year. They say Manley Jones is so proud over his new home that he some- times forgets to speak to an old friend, The illusion will soon dis- appear however, because Manley is not the kind of a man to ever go back on an old friend. There is a wide difference of opin- ion between C. B. Hamilton and the editor of the Tradesman. Hamilton claims that Mr. Garver’s two talks at the Merchants Congress last week are worth a million dollars, while Editor Stowe places their value at $100,000. When two such authorities fail to agree on such a small matter as $900,000, what chance is there for the rest of us to get together on a controversy over a rhum game or a base ball match? F. J. Seibel, of Mt. Pleasant, has resigned his position with the Nation- al Biscuit Co. to cover the same ter- ritory for the Grand Rapids Dry Goods Co. He is posting up in the store during June, expecting to start out on his initial trip for his new connection July 2. Governor Sleeper has less than three weeks in which to demonstrate whether he cares anything for the c®-operation and support of the traveling fraternity. If he does, he will appoint John D. Mangum State Insurance Commissioner. If he does not, he will turn Mangum down and select some one who wears the col- lar of the insurance combine. Glad to note that the Tradesman has a correspondent in Traverse City again. Hope he will remain in the harness as long as Fred Richter dia and represent the Grand Traverse Bay county as accepably of Fred did. By the way, why don't some one send the Tradesman a regular letter from. Petoskey, Manistee, Cadillac, Pontiac, St. Joseph, Holland, Grand Haven, Adrian, Port Huron, Hills- dale and Coldwater? John A. Hacn ought to cover the last named place regularly. John J. Dooley, who has been ill with the epizootic for the past two weeks, is able to resume his calls on the trade this week. Ann Arbor—The Porter Manufac- turing. Co. has been incorporated to manufacture all kinds of metal prod- ucts including auto bodies and ta conduct a general machine shop, with an authorized capital stock of $90,- 000, of which amount $45,000 has been: subscribed and $20,000 paid in In property. Muskegon—Charles E. Jacobson, of Banninga & Jacobson, shoe dealers, died at his home, 239 Washington avenue, June 7, following an attack of heart disease, of several weeks duration, 42 PERSONAL EFFICIENCY. Presented By a Man Who Typifies His Topic.* I am here to-night, not only because it is an appropriate place for a respresentative of the wholesalers’ division, but particularly as a pre- face to the gentleman who will follow me, and I know you will all be very much delighted when you have heard him. Professor Gilman, who will speak, is an instructor in the univer- sity where my son is a student, in a university in the State where I was born and in the edu- cational institutions of which my relatives were interested previous to ISSO; in fact, back to 18n0. We have a treat in store for us to-night. I am standing here to night reminded of a little occurrence in Grand Rapids when IT was to appear as just such a preface to a distin- guished man from the East, a clergyman, and a man in the audience said, ‘‘What does Hutch want to speak here to-night for? We can hear him anytime.’’ I feel just like that, but 1 be- lieve you will bear with me for fifteen or twen- ty minutes while I pave the way for Mr. Gil- man. Our subjects are somewhat relative and, therefore, I desire to confine myself particular- ly to the word efficiency, but you cannot divorce that from personal efficiency. If you will turn to your Webster’s or Century dictionary, you will find that the definition of the word Efficiency reads this way: ‘Bringing to bear the requisite knowledge, skill, indus- try; capable: competent.”” A few years ago we heard nothing on the streets, in the halls, at dinners, at gatherings of this kind, but speeches on co-operation, and that word was given a meaning, was given a significance in commercial life, as well as other avenues of pursuit, with such force, to such an extent and with such efficacy that we were born anew to the meaning of that word; and so that men in distinct lines of business sloughed off their hostility and spoke to their competitors en the street, and soon found themselves e2- joying the same trips and parties, and willing to talk to each other about the other man’s busi- ness. The word co-operation was handled by the best men of the country until it became a by-word, a watchword and a guide, and you and 1 are very proud that we had something to do with the campaign. The most prominent and significant word at the present time is Efficiency, and if you will go back to that meaning, which JT read to you. and study it word by word, you will find that if you put on a coat eut on this pattern, it would fit very snug, all around and everywhere. I surmise that some of us, if we attempted to wear the coat, would find spots where the coat is loose and we didn’t quite fill it out, and we would say, “‘That garment was not just exactly cut for me.”’ sut we must remember that the pattern has been made and garments are being cut after that pattern. The slipshod way in which we have done business in the past is a thing distinetly of the past, and if we follow it, we cannot be a citizen of the present or an heir of the future. We have come to a turning of the road in the opening of the twentieth century, where non-effictency Or inefficiency has no place in the activities of life, when business has become so concentrated, when competition has become so keen, when brain power is at such a pre mium, when cash discounts in many industries make up their net profit, and hence efficiency must prevail, or the profit is on the wrong side of the ledger. I have given you the dictionary definition of the word efficiency. tefore I go any further I want te give you an example. A year ago last February I attended a meeting of drug whole- salers in Indianapolis, where is located the cele- brated firm of Eli Lilly & Co. I am personally as well acquainted with the selling staff, the office force and general management of that in- stitution as I am with the wholesalers of Grand Rapids. I was invited to go through the manu- facturing part of that institution by Mr. Lilly’s son. He had just come away from such an institution as Professor Gilman has charge of in Madison, Wisconsin. He had come away trained in efficiency and he said, ‘‘I want to show you what I am trying to do out here in the factory.’’ I stepped into the department where the liquids were bottled, the elixirs, tinctures, etc., and on the side wall was a. blackboard about 1) x 12 feet, and upon that board was the name of every person in that room and at the right of each name a figure. He said, ‘‘At the right hand edge are the percentages of efficiency.’’ There were people in that room, working under that management, well directed, well housed, well encouraged and well paid, and their per- centages were at the bottom 23 and at the top 95. A man will come along to-morrow and tell you and me that the employes were earning the same amount of money. No two men ever did the same amount of work in eight hours or ten. No two men ever earned the same amount of money. There were the percentages—from 23 to 9. He took me over to where they corked, Jabel- ed. wrapped and sealed. They had a little higher grade of help in that department and the efficiency ranged from 35 to 110. The voung man said to me, ‘‘What must I do? What is efficiency?’ He must go hack to the unit and educate towards a collectivism and create a better average, and he would in part solve his problem. The average man does not use the tools be has. There is one man at 23 per cent. and another at 95. What is the dif- ference? That is the problem to-day. Every- where you go, in the bank, in the factory, in the retail or the jobbing business, or on the farm, hand the men the tools and they don’t know how to use them. “Bringing to bear the requisite knowledge; skill and industry: capable, eompetent.”’ What is the matter with the American peo- *Address before Merchants’ Congress by Lee M. Hutchins. MICHIGAN TRADESMAN ple? Ask our friend, Mr. Garver, of the great You and I must think things over. big institution. Ask Professor Gilman, What is the matter with the American people ? There come to my. office every day men who We are committing a great big error when, in our com- mon school system, we teach percentages and other details as we do, and then put our children want jobs. They put their hands on the rail and young people through life without instilling und lean over and say, “Have you something in their brains the thought, ‘‘You must do for me to do?’ And I ask, ‘‘What can you something better than any other one can do it.** do?’ “Oh, anything.” They can do anything That is the whole problem of success in life. and nothing well, They are not efficient in It is no crime to be either a small or a large any one single thing in life. And Professor dealer, a small or a large merchant, but the Gilman and the Wharton School of Finance and crime is the way in which the business is done the other institutions along these lines, are and the results obtained. It is just as much trying to teach you and me how that men in n crime for me to take a good business and run business may be successful or unsuccessful, and it. with lack of attention, incompetence and in- what the unit of efficiency or of inefficiency is. You give one man a tool and he works it about balf the time. You put another man in charge ef a machine and he keeps it going all the time, and now that unit earns something. We had a series of articles a short time ago on inefficiency in the railroads. What is it? Every car that stands on the track and does : not tum 2 wheel for a day has lost $2.40. The Are we prepared for the requirements of the railrond is not. efficient with it. Run it up to twentieth century ? We are coming out of the Grand Ledge and it costs $4.80, instead of nineteenth century, with all of its selfish in- $2.40, It does not move after it is loaded. You terests, the influence of the big stick, and the and [1 don’t move after we are loaded. ruthless advance of the big corporations, to the We continually speak of the employment of saner effort of the personal equation. Time was hands. We should speak of the employment of when the corporation was such that a man might minds and the employment of souls. work for it for years and he could not get any- The United States against Germany! Germany where near the manager, put to-day the mana- efficient to the last degree! Every man, woman ger has learned that he must be near or he and child taught to do something and do it cannot be efficient. He must know his men, efficiently. When war was declared, Germany There are two men side by side; each wants was five years in her genius in advance of any a dollar more in pay. There is a dollar for nation in the world. She is twenty years in one, but not for the other. Why? Because they efficiency, as it is to steal a man’s purse. I only do it in another way. It is not the man who comes in through your window and snatches a piece of coin or a jewel who is the criminal to-day, but it is the dishonest, inefficient man who makes a failure and steals your good name and mine. They are the criminals to-day. Lee M. Hutchins advance of any other nation on the political economy. — She has sought to gain the crown by force, instead of by righteousness. The prize is thrown into the discard—you and efficiency, not only along mechanical lines, but I do that in individual life. Many a man has the demand is for brain knowledge. The big become efficient and knows the right way to do institutions of the country are not picking up and seeks to achieve by some false method, and the bey who knows how ‘to work on the farm lines of are not alike, absolutely not alike. You and I must take this into consideration. We have come into a century which requires efficiency checks him, and he passes off the and has simply come to the city for a change. scene, When other men having learned effic- He may get a subordinate position, but he is not what they want. You go into the leading in- stitutions in the big cities and Mr. Gilman will tell you what they are looking for. You go to the M. A. C. and into the graduating class of any year except & war year, and find out where the efficient students are going. Men throughout the country have put their hands upon them and picked their men. We want trained men, not only mentally, but from the standpoint of efficiency, and they are taking the positions and taking them away from some of us old fellows who went to the old red school house and have traveled along the road and taken our time. iency, having put their skill, power, knowledge of the business industry right into action, reap a harvest and keep it not only for their own benefit, but for that of some one else, There is no sadder thing in life anywhere, in any factory, wholesale institution or other business, than for a man to come in the front door and go out the back door. It would have been a sad thing for that bottle washer you heard of to go out the cellar window; in those days he washed bottles in the cellar, and there wasn’t any fire in the cellar the year round. He could have gone up and out the cellar door, but not the cellar window. If he went out through the office, that was different. There is no sadder thing in industry than men going in the front door and going out the back door. From forge and farm and mine and bench, , Deck, altar, outpost lone, We hear of factories having to employ ten Mill, schoel. battalion, counter, trench, men in order to get one good one. Why? Be- Rail, senate, sheepfold, throne, Creation’s cry goes up on high, From age to cheated age: “Send us the men who do the work For which they draw the wage.” cause we have not begun to teach efficiency. If 1 could get it into my boy’s mind that if he learned to do one thing and do it better than any other living man, he would be a king, I would have accomplished everything I desire for him. If a man looking for work should say, ‘‘T can do one thing and do it well, the manager would say, “Sit down, I want to talk to you.’’ Words cannot help nor wit achieve, Nor e’en the all-gifted fool, Who will not enter, bide or leave The lists he cannot rule; June 13, 1917 Beneath the sun we eount on none, Our evil to assuage, Except the men that do the work For which they draw the wage. ae: Chronic Kicker Registers a Real Kick. Mears, June 11—Well, I did not miss the Merchants Congress, but am inclined to wish I had. Gee, | am sore. Not at the committee or the line of lectures or the entertainment given the visiting merchants. I wonder what is wrong with the merchants in Michigan anyway. To think the wholesalers put up the very best talent procurable at an expense of $1,500 or more and only the measley number of 175 attended! I wish 1 Sad the eift+ of Mark Twain. Wouldn’t I ball out the go-easy ma- jority of merchants in this territory who either are not progressive enough or think they have nothing to learn about up-to-date methods! The meager attendance at the lectures is a crying shame, had always con- sidered myself the most behind-the- times merchant in the State, as I am handicapped fearfully by uncontroll- able conditions, but | new refuse to be branded as such, as I always at- tend any place wherein I can gain from the other fellows experience. Last year I could excuse the small attendance, but after that experience I thought there would be thousands who would break their necks to at- tend. Now, you back numbers, may be you have an idea that, because it was free, it would not amount to any- thing. Let me tell you, you can’t buy anything at any price that would give you the information to be gathered at these meetings. If the people who put this on at a great expense are not disgusted with the lack of interest, they certainly are an optimistic bunch. They have a right to be discouraged. Towns of one to two thousand with none or only one representative merchant! My own town took a better interest than that, as half the merchants from here attended. I was there and there are only two of us here. And I know +f it was necessary to close the store a few days it would pay me to at- tend. I suppose if the committee wrote each absent merchant asking their reasons for non-attendance, they would get answers like those quoted in the bible when a bunch were invited to the wedding feast. If you missing merchants knew what you are missing your wives couldn’t keep you at home, nor would you let your business keep you. If you knew your business as well as you think you do you would know it was your business to attend. To the Committee: I wish to thank you for the school of instruction and offer an apology for the slack mer- chants who did not attend, who do not realize they owe you an apology for not taking any interest -in their own welfare when you worked so hard for our good. There could be a few qinor changes and I could may- be offer—some small suggestions, but, on the whole, the entire programme was well arranged to suit the bunch there. I doubt very much that you will be willing to go to the ex- pense and trouble again for such an apparently non interested class of merchants who stayed at home. For the ones who did attend—and a great many I personally talked to—I cali only voice our thanks and assure you we know are very appreciative of your efforts. In last week’s issue of the Trades- man I stated I was fearful I could not attend, but I did, like a thousanc of bricks. If you noticed the guy with the straw hat, a fur overcoat and a look of extreme joy and rap- ture, listening with both ears and mouth open, it was the Chronic Kicker. —_222>__ _ Any man may be justified in blow- ing his own horn, but not in going on a “toot.” ry + af 's ~ ~ 4 * . a 4 > . ‘ \ « > ¢ ) ( 4 > & 4 ! m4 ? é > ( > » ‘ S Y oa « @e mn iT des- yuld anc guy coat rap- and >r. low- oing June 18, 1917 MICHIGAN TRADESMAN The Chemists’ T oast, bi vs ; 43 May his oc : xitter spirit of enmity. Should fick ccupation never become [ owe fells W SA ee ei 6k one aa to oo refuse him her smile, HOLESALE DRUG PRICE CURRENT atieks (ike tis ow nay he find an antidote in tl I wn plasters) to busi- ine : he sooth- Pri ness. May he never be bruised i yusi- ing opiate of woman’s love; be ces quoted are nominal, based on market the day o1 iss cue ap gaa uised in the strengthened by the tonic of exp Acids Cis cea ue Ff versity by the pestle of ience and - xper- Borie (Powd.) .. 17@ 25 Higeron ....... 1 75@2 te ce sae @1 20 misfortune. May his rise in hi . nd purified by the sudorific of Boric (Xtal) . 17 25 Eucalyptus ..... 1 361 ps Cardamon ....... 1 50 fessi 1 se in his pro- patience-——Chemist and Druggi Garbolie .5........ 66@ 6s Hemlock, pure 1 50@17 arias, Comp OTe : ion be as accurately marked as Urugeist. oe Gee tocs ce .. 86@ 90 Juniper Berries 20 00@20 20 caches Sedeqaeos @ 7 his i ee Dine iC ee es Juni We 56665. graduated measure. May his suc- Many a man suffers painful expos- Nitric ---.-..---- ane < rae cae =: 5 see os cuonicam ...... >>—__ Ammonia Tnecea,, bel as 2 00@2 25 Guaiac 1111.1...” = whereby he transmutes human. ail- Sau ceva always judge the dinner wee 26 deg. .. 8%@ 15 fared. ney eed sees zi Guaiac, Ammon. o1 00 ments into preci by the price. ae 18 deg. .. 6 @ 93 Linseed, raw, “bbl. @1 20 Hodine .......... G nee precious metal and pre- Wiles tides 2G @ & “Lincecd ew . @120 Iodine, Colories @2.10 cipiiates We col oes . Carbonate ..... “a @ § uinseed, rw, less 1 35@1 40 Ipecac . ess @2 10 golden deposit into his Chloride .. 25 $ 3 Mace true, oz. @200 Iron, clo. ......- a own pocket. May his career be as It’sP That’ Balsam ee ee ant a WE eras, . = unsullied as distilled water and as s Pure, That’s Sure Cusia a ane Give jue...) 3064 ge sae eecs @1 10 smooth and pleasant as pure Nar- Fir teneaces ieee mers pes 2 15@2 25 ae = iol $s $0 INd i on 40 VYOHOW ...e260-5 2 »( SO | es a bonne honey. May he never be call- ae Piper Ice Cream C Men 06h... 5.5 5 3505 30 — Opium: Sone 1 05 oA eas ! ) cea m Co. rolu oa. 215@2 25 | Deodorz’'d @65 50 d upon to swa low the bitter pill of Pape Kal es 75@1 00 Orange, Sweet . 4 25@4 50 thubarb ........ @ 85 disappointment or be incensed in tl ~~ alamazoo, Mich. Sark Origanum, pure .. @2 50 he Cassia (ordinary) 25@ 30 Origanum, com’! @ 175 Paints fo Gat mee ue oe Popnermint ..., 3 2668 60 Lead, red dry ..12% @131 Ww c permint .... 3 25 cad, white dry igiieis Sassafras (pow. ac) @ 30 Rose pure .. 26 ti lead, while ol ee Soap Cut (powd.) Rosemary Flows 1 50@1 75 Ochre, yellow bbl. — 2213 —_— .. 23@ 26 Sandalwood, Ochre, yellow less 2 ¢ 4 ou Are Assured si semen 16 50@18 18 BHR ee 2 ue 50@1 75 enet’ a Cubeb eee 00@1 10 Sassafras, artifi’l) 50@ 60 Red Venet'n ae 76 : ne 5-5 ees is a ag een _ 273@3 00 “ermillion. A ae (CS Good m TUEDGE - <= + == 8%@ 16 Sperm .......... i i6@1 36 Whiting, bbl 25@ 30 ere andise Picies Baa... @ 16 ae Nos 3 50@3 75 iV hiting oo ae G ISP i cccs ce LL BP ee 4@ Bicacic Extracts Sel ee a one bbls. whee P. Prepd. 2 00@2 10 Dee tases e ss: 50@ 55 ‘urpentine, less 60@ 65 Miscellaneo and Good Service site powdered s6@ 99 Wintarerean, tr. § E0@6 75 desta 0! ene 4 Flowers birch + eee Alum oS &2 8 Maen 5... eet OO Mt 10@ 12 When you order ee oa woe @3 00 Wintorerees art. 125@1 50 “'Um. powdered and » 1 a 1 er.) 75@1 0 ormseed ..... 5 50 ro : : Chamomile Rom. 2 o0o2 a Woswua 4 eat a a Me 12@ 15 Criterion , aise awe eo Acacia, Ist ..... Bicarhonat ae Hcae ated co ins § GE Wall Papers, Paints and Window Shades Acacia, Sorts “11. co en er s , Sorts 27@ 30 Bromide ........ 14 ONO 4-5: 1w@ 1 ane powuered 4um ov Carbonate ..... 1 s0Q1 73 Cantharades pe 4 nes . nee a Sai ne 40 ace ee 60@ 65 Calomel .... 2 56@2 60 : ow @ 25 Chlorate, gran’r 90 5 Capsic ae HEYSTEK & CANFIELD CO. ee ee rae se (oo cone : Bk D2 POWG cc sco se. CS a cce sans B 6 GRAND RAPIDS, MICH. Asafoetida, Powd. lead Cyanide .........- 61 50 Cassia Buds .. _" UNG |. 25.63... @2 5, lodide ......... 3 50@3 60 Cloves ......0000! mn ie Camphor ...... 104@1 07. Fetmanaganate ... @5 25 Clalk Prepare +: oo ae 5 04@1 07 a ‘ b d .. 6@ 8 CE occ cn ican 45@ 5y Erussiate, yellow @1 60 Chalk Precipitated to of Guaiac, powdered @ 60 Prussiate, red @3 69 Chloroform .... ao fu aa. og fg Sulphate ...-....-- @ 99 Chlvrat Hydrate 1 ae $i; Kino, powdered 75@ 80 Cocaine ... 91 a be Myrrh see eee s. - @ & An an rosa Butter. sue. 70 yrrh, powdered met 2... 2 00@2 10 Corks, list, less 6 ons oes 35 o0ges a pat powdered 20@ 25 Cone bie, on @ 3 pium, powd. 35 00@35 20 amus ...:...- 50@8 50 ebberas, less .. 2% q Opium, gran. 35 00@35 2 Elecampane, pwd. 15 ‘ Copperas, powd. Opium, gran. 3 n0@ss 20 Gentian, a 300 35 Corrosive Sublm. 2 3002 40 Shellac, So sae 2 Ginger, African, Cream Tartar .... 60@ 65 Tragacanth .... 250@3 00 Geowers unica” 20@ 2 Cultlebone ...... 55@ 60 Tragacanth powder 2-50 Ginger, Jamaica ..30@ 35 DeXtrine ....... 8%@ 12 A A ‘lurpentine ...... ie i oa. Jamaica, eee s Powder 3 75@4 00 ‘ powdered ...... 22 winery, all Nos. n Automobile or Truck made in Grand Rapids? _ Insecticides Gdidenseal pow. 8 0098 20 ZMETY” newderad io pias APSOMIG 5. <<... 23@ 39 Tpecac, powd. ..3 25@3 bu Epsom Salts, bbls. @ 4% Blue Vitricl, bbl... @ 12 ‘Licorice ---------- 35@ 49 Psom Salts, less 5@ 8 Blue Vitriol, less 13@ 2 Licorice, powd. 30@ 40 Kirgot .......... 1 25@1 50 If so, wh pees Mix ey ce 20 Gioe vowseee =e Kirgut, powdered 2 75@3 00 ¢ ' ebore, hite ,» powdere 20 e White i f , why not contribute to that result by investin couse ss@ 45 Snubarb .......-- 7041 09 Formaldehyle Ib. isa a g mec Powder . 40@ 60 popes anla oo . > Ge fai: 1 40@1 60 ‘ ead, Arsenate .. osinweed, powd. iy 30 assware, full es. in the stock of the ee eee Glassware! less ‘iam olution eal .. 16@ 2h ‘acteccccnin Age 8 zslauber Salts, bbl. fe reer. ea Sarsaparilia iiéxican, ® Glauber Salts less 20 "q so e8 ' ground ........- @ 49 Glue, Brown ..... 25@ 35 Ice Cream SOUS acne 33@ 40 Glue, Brown Grd. 25@ 35 GEM MOTOR vie co, aul, tamed ie @ She Bike... Me. & CORPORATION Kalamazoo umeric, powd. .. 13@_ 20 Glue, White Grd. 30@ 35 au Vans (o.... 80 Valerian, powd. . @1 00 oo Vaedee ua 70@ 8g ulk S is ‘av OPS ....00. G en be Flavored 90 a. Seeds os falee Rredesescess 45@ 60 [eo lg ea a G Wiese |... 45 ayes ee se, powdered.. 40@ 45 lod «sense 9 Sure oe whi / 7 odeform ...... Roo ich can now be purchased at the low price of $10 per — = Bird, "18 -e-s.00-. ved, 18 heen eotaie.. g8@5 70 civecuce. 1 10@2 05 Caraway ......-.: copdium ..... 1 75@2 00 Buchu, po _ eases - 8@ 90 Mace ... share? Don’t delay so long i ‘ ; : Sage, a a s1o- 70 Celery Ce (Powd. 50 1 $0@2 00 Mace, powderéa’ 9501 00 g in getting in your application pee brs dcres . ag 78 Coriander .. 360 +5 Morphin Loe + ee oe , powdered .. 55@ 60 Dill .............. ‘ orphine .... 13 00@13 Senna, Alex 10@ 15 ee rcccccccccce 3o 30 Nux Vomica 65 that you will have to Senna, Tinn. :... 100 MOON =e0-+ 033 @ 8 N v+++ 22%@ 30 ot Seee 45 Fla ux Vomica, pow. ? pay more for the stock or shut out Senna, Tinn. pow. 60@ 65 Flax, ground... %@ 18 Pepper, black we 250 40 Uva Ursi ........ 18@ 20 Bouma bae: “ac ag Pepper, white .. 40 : 5 waa altogether. Oils Hemp ..-+..++++++ (8@ 12 Quassiasceesse- “8 is duciscanes @ oot oreo ee Almonds, Bitter, | moa, sie. Ge fcc me” a” of ee a ‘miee an. Entiae 0@16 00 Mustard, black .. 19@ 25 Sacchari ee 48@ 55 sp amar onois n cm ooougc ag ? ter, Mustard, powd. .. 22@ 30 < arine, Of. .... @2 3 artificial .... 00@7 20 Po Salt Peter ... 38@ 50 Anos * MW occa cccuaen @1 00 Seidlit “so v ds, Sweet, one es @1 25 zZ Mixture . : ae 45 cae PMOL Have ....--....-- ne @ ee 25 S Ae weet. Chocolate ..-----+*-"" Cigars .-----+---**""° Clothes Lines .------ [pes ---«----990+-" 7" Cocoanut ..-----+++°"" Ciniiee ..---<+0+7-e = s. Confections ..------+-- Cream Tartar .------ NnNnre — Ol om co co CO PN C9 09 TO on D Dried Fruits ..------- F Farinaceous Goods Fishing Tackle .------ Flavoring Extracts Flour and Feed ..-.--- Fruit Jars ---------"* Amor Gelatine ..---+---+*+ Grain Bags .-------- H Blerbs ..--------279°"" Hides and Pelts ..--- Horse Radish ..------ Honey .-----es07777'" AAAN rnn 1m Selly ..-----------°*"° Jelly Glasses --------- Mapleine ..-----:°"** Meats, Canned ..---- Mince Meat .-------- Molasses .-----:+**"" Mustard ...----++++"" ~y2-10-1 ~ Olives ...------++++°°"" Pp Petroleum Products .. Pickles ..-------+-++* Pipes ...---+--+-+++"" Playing Cards ..------ Potash ..-----++++e+9> ProvisionS ..---+++-+- aQaged-3-2-2 Rice ..--.-ccecccrecee Rolled Oats ..------- 00 00 Ss Salad Dressing ..---- NE occu ee ecee > Salt Fish ....-------: Seeds ...------+-+e2"" Shoe Blacking .-.----- > _ + 00 4 00 00 00 nn 28 » eo ba WOO OMOO Vinegar .---++++++9°" 12 Ww Washing Powders ..-- 14 Wicking .------++9*"" 12 Woodenware ..------- 12 Wrapping Paper ----- 13 Y Yeast Cake ..------:: 13 1 ARCTIC AMMONIA 12 oz. ovals, 2 doz. box AXLE GREASE Frazer's 1tb. wood boxes, 4 doz. itb. tin boxes, 3 doz. 3%Ib. tin boxes, 2 dz. 10%. pails, per doz. 15tb pails, per doz. 25tb. pails, per doz. .. BAKED BEANS No. 1, per doz. ....--- 13 No. 2, per doz. ......-- 22 No. 3, per doz. ...---- 2 BATH BRICK English ........------ BLUING Jennings’ Condensed Pearl Bluing Evapor’ed Sugar Corn Grape Nuts .....---- Sugar Corn Flakes .. Holland Rusk ....---- Krinkle Corn Flakes .. Mapl-Flake, Whole Wheat ...ceceeereee Minn. Wheat Food .. Ralston Wheat Food Large 18s ...------ Ralston Wht Food 18s Ross’s Whole Wheat Biscuit ..-+ee-cesee Saxon Wheat Food .. Shred Wheat Biscuit Triscuit, 18 .-.----++- Pillsbury’s Best Cer’! Post Toasties, a Fe Post Toasties, T-3_.-- Post Tavern Porridge BROOMS Fancy Parlor. oy 10. 2» Parlor, 5 String, 95 Ib. Standard Parlor, 93 Ib. Common, 23 Ib. ..---- Special, 23 Ib. ...---- Warehouse, 23 os. Common, Whisk ...---- Fancy, Whisk ..------ BRUSHES Scrub Solid Back, 8 in. Solid Back, 11 in Pointed Ends ..------ stove No. 3 .--ceeeercerrer No. 2 ..----20+27"*° Mo. & .----------->--* BUTTER COLOR Dandelion, 25c size .-. CANDLES Paraffine, 6S -----+--: Paraffine, 12S ..-+++-- Wicking .-----++++e9%" CANNED GOODS Applies ~] onw a> 2 00 3 ib, Standards .. @1 No. 10 ...----eeees @3 2 Ib. Standard No. 10 .. @7 Baked ....-.--++- Red Kidney .--. 1 25@1 String ..-.--++-- 1 50@2 Wax ..---+. »- 1 50@2 Biueberries Standard ......-----> No. 10 .ccccceceeesrs 7 25 er9Siet 2 Clams Little Neck, 1 Ib. ....-1 45 Clam Bouillon Burnham’s % pt. ..-- 2 25 Burnham's pts. ..---- 3 75 Burnham's qts. ....-- 7 50 Corn ait. cas ose er eeee as Good 2s cccnets nesses ee 1 85 FANnCy ..-ccccecce oe French Peas Monbadon (Natural) per GOZ. ...ssseceeee Gooseberries No. 2, Fair ...-.-+e+: No. 2, Fancy ..+-++eess Hcminy Standard ......+--++++- 7 20 Lobster Yb. ...ccceeosers .. 290 Ue ID, ..-.ceccceeeccee 3 10 Picnic Flat ....---++. 3 75 Mackerel Mustard, 1 lb. .....-- 1 80 Mustard, 2 lb. ....--- 2 80 Soused, 1% Ib. ...--- 1 60 Soused, 2 1 2 75 Tomato, 1 Ib. ...----- 1 Tomato, 2 Ib. Mushrooms Buttons, %S .---seees @30 Buttons, 1S ..----+++> @50 Hotels, 1S ..--e+-+++> @44 Oysters Cove, 1 Ib. ....---- @1 20 Cove, 2 Ib. ..---++e- @1 80 Piums Plums .....----+- 1 50@2 00 Pears In Syrup No. 3 can, per dz. 2 50@3 00 Peas Marrowfat ...-.-- 1 25@1 35 Early June .... 1 50@1 60 Early June siftd 1 60@1 75 Peaches Pie 2... -cseeeee 1 00@1 25 No. 10 size can pie 3 25 Pineapple Grated ....-.-+- 1 75@2 10 Sliced ...-+++-- 1 45@2 60 Pumpkin Fair .....-csccceeesers 110 GOOd ..c.ceccceceee aos 2 2D Fancy ..---ceeeereeree 1 30 No. 10 ..---+--20++2** 3 50 Raspberries No. 2, Black Syrup -- 1 60 No. 10, Black ....-- .- 700 No. 2, Red Preserved 2 50 No. 10, Red, Water .- 7 25 Salmon Warrens, 1 Ib. Tali .. 3 10 Warren3, 1 lb. Flat .. 3 25 Red Alaska ...--++- 2 75 Med. Red Alaska ...- 2 40 Pink Alaska ...-++++- 2 00 Sardines Domestic, %S 6 25 Domestic, %4 Mustard 6 00 Domestic, % Mustard 5 50 Norwegian, %4S ---- 11@16 Portuguese, %8 . 2 -22@30 Sauer Kraut No. 3. CAMS «---+e-e+s 75 No. 10, CAMS .-ceereres Shrimps Dunbar, 18 dOZ. ..++-- Dunbar, 1%8 doz. ..-- Succotash Fair ..-+- eosesees OF GOOG .ccesceeeressrre® Fancy .--+--+++er9" . Strawberries Standard ...-- 2 Fancy ..--++: oo. Bae Tomatoes Mo, 2% op ececten er sreer 1 75 NO. BS .scccereceesere 23 No. 10 ..cceeess000" 7 00 Tuna Case Ys, 4 doz. in case ....4 50 14s, 4 doz. in case ...-- 50 1s, 4 doz. in case ..--10 00 CATSUP Snider’s % pints .----- 1 50 Snider's pintS ..---+- 2 50 CHEESE Acme ..---se+09" @29 Carson City .--- @29 Brick ....--++-+> @28 Leiden ...----+:- Limburger .----- @29 Pineapple ..---- 1 we 35 Edam ...------- 1 80 Sap Sago ..------ @ Swiss, Domestic % CHEWING GUM Adams Black Jack Adams Sappota Beeman’s Pepsin Colgan Violet Chips Colgan Mint Chips Hershey Gum .....--++++ Sterling Gum Pep. Sterling 7-Point Spearmint, Wrigt Spearmint, 6 box jars Trunk Spruce ....-.+--+- 62 ieee eee ws ee eee he? Smith Bros. Gum Wrigleys 5 box lots Walter Baker & Co. German’s Sweet ....--- Walter M. Lowney oe CLOTHES LINE Per Twisted Cotton Twisted Cotton Twisted Cotton Twisted Cotton Braided Cotton Braided Cotton Braided Cotton Rich. .ns-- >> Galvanized Wire 20, each 100ft. long 19, each 100ft. long 100ft. long 2 10 Colonial, %S .--++++++"° PPS ceseeccereereeeree ershey’S, 48 ---+-+*°- Hershey’s, %S --+--+++> jcneanenee cc ee ee Van Houten, 1s igs, 5 Ib. CASE ---+-+°*"° i£e, 1b 1D. CARB ---s+2"* i6e, 16 ib. Case +----*-* 30 4a. 45 1D. CBRE --222°7\* & Ws, 15 Ib. case -- d 10c pails ..--- 4 Bulk, pails .------+-° 2 Bakers Canned, doz. .. COFFEES ROASTED Rio ep apa ae eee ee Private Growth ..-- Fancy .----- <::s°"'g Exchange Market, St Spot Market, Strong New York Bastr 4 June 18, 1917 5 McLaughlin’s XXXX McLaughlin’s x package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- Laughlin & Co.. Chicago. Extracts Holland. % gro. bxs. 95 Felix, % gross ..-.--- 115 Hummel’s foil, % gro. 85 Hummel's tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ....-- 6 20 Carnation, Baby ....- 6 10 Hebe, Tall ....---++> 5 10 Hebe, Baby ...--+--+> 5 00 CONFECTIONERY Stick Candy Pails Horehound ....-.+++- 15 Standard ........--e-> 15 Standard, Small ....-- 16 Twist, Small ......-- 16 Cases Jumbo ...------ ees 16 Jumbo, Small .....-- 164% Big Stick .......-+++: 16 Boston Sugar Stick .. 18 Mixed Candy Pails Broken. ...<0-22enrees 15 Cut Loaf ....--+-.00% 16 French Cream ....--- 16 Grocers ..--eeeceeeees Al Kindergarten ...--++++ 17 Teagan 2.662 ose + see 15 Monarch .....--ceeees 14 Novelty .....cceeeeees 16 Paris Creams ....-.+++ 17 Premio Creams ..--- 19 Royal ...ceeeeeeeeeres 13 Special ....--e-++eeee> 13 Valley Creams ....---- 7 Ki TAD ue stew ceceses 12 Speciaities Pails Auto Kisses (baskets) 17 onnie Butter Bites .. 20 Butter Cream Corn .. 19 Caramel Bon Bons .. 18 Caramel Croquettes .. 17 Cocoanut Waffles .... 16 Coffy Toffy ....---+:: 19 National Mints 7 lb tin 22 Fudge, Walnut_....-. 18 Fudge, Choco, Peanut 1 Fudge, White Center 1 Fudge, Cherry ..--++-+ 1 Fudge, Cocoanut ...-. x Honeysuckle Candy .. 18 Iced Maroons ..---+-- . 48 Iced GEMS ....eeeeee 18 Iced Orange Jellies .. 16 Italian Bon Bons .... 15 Jelly Mello ...--+-+-++ 15 AA licorice Drops 5 Ib. box ......--- 1 50 Lozenges, Pep. «---+: 17 Lozenges, Pink ...--- 17 Manchus ....---+++s: 48 Molasses Kisses, 10 Ib. DOX ..--eeeeeee . 48 Nut Butter Puffs .... 16 Star Patties, Asst. .- 17 Chocolates Pails Assorted Choc. ..---: a9 Amazon Caramels .. 20 Champion ..--+++see+ 18 Choc. Chips, Eureka ..24 ClimaxX ..----seeeeeee? 18 Eclipse, Assorted .... 1° Ideal Chocolates ..--- 19 Klondike Chocolates . 24 Nabobs ..----+-:+se%? 24 Nibble Sticks ...----- 26 Nut Wafers ..-------> 24 Ocoro Choc Caramels 22 Peanut Clusters ...--- 27 Quintette ...----++++: 19 Regina ..---+++-esere? 17 Star Chocolates sees ig Superior Choc. (light) 19 Pop Corn Goods ’ Without prizes. Cracker Jack with COUPON ...-eeereeeee 3 50 Cracker-Jack Prize .. 3 75 Cough Drops Putnam Menthol .... 1 20 Smith Bros. ....----- 1 30 NUTS—Whole Almonds, Tarragona 21 Almonds, California soft shell Drake ..@ 0 Brazils ...--e+-+ees FilbertS ...---e--e+> @19 Cal. No. 1S. S. ... ore Walnuts, Naples 16% 1814 Walnuts, Grenoble Table nuts, fancy 13@14 Pecans, Sere 16 Pecans, Ex. Large ‘17 Shelled No. 1 Spanish Shelled Peanuts ...... 16% @17 Ex. Lg. Va. Shelled Peanuts .....- 16 @16% Pecan Halves ....-- @30 Walnut Halves .... @54 Filbert Meats .....-. @42 Almonds ...-+--+++: @45 Jordon Almonds .... —— Peanuts Fancy H P Suns RAW ..csescesee 10%@11 Roasted ....- 11%@12 H P Jumbo BAW olen se es = 11%@12 Roasted .....- 12144@13 CREAM TARTAR Barrels or Drums ...- 58 Square Cans ..-----+::- 62 BoxeS ...-cceecsrerccees 57 Fancy Caddies ....-++--- 70 ORIED FRUITS apples Evap’ed Choice blk 12% Evap’ed Fancy blk @ spricots California ....-+++++> @25 Citron Corsican ....eeeeerereee 25 Currants imported, 1 Ib. pkg. ..19 imported, bulk ....- -. 18% Peaches Muirs—Choice, 25 on Muirs—Fancy, 25 Ib. .. 1 Fancy, Peeled, 25 Ib. .... Peel Lemon, American ..... 20 Orange, American ...... 21 Raisins Cluster, 20 cartons .. Loose Muscatels, 4 Cr. 9 Loose Muscatels, 3 Cr. 8% L. M. Seeded, 1lb 10% @10% Callfornia Prunes 90-100 25 Ib. boxes .-@10 80- 90 25 Ib, boxes ..@10% 70- 80 25 lb. boxes ..@11% 60- 70 25 Ib. boxes ..@12% 50- 60 25 Ib. boxes ..@13 40- 50 25 Ib. boxes ..@15 FARINACEOUS GOODS Beans California Limas .... 17% Med. Hand Picked ....10 Brown Holland ...... 8 Farina 25 1 lb. packages .... 2 50 3ulk, per 100 lb. .......- 9 Original Holland Rusk Packed 12 rolls to container 3 containers (40) rolls 3 80 ‘ Hominy Pearl, 100 Ib. sack .... 5 25 Maccaroni and Vermicelll Liomestic, 1 Ib. box .. {mported, 25 Ib. box ... Pearl Barley Chester Portage Peas Green, Wisconsin, bu. 7 00 Split, Ib. ..eeeeeeoeee Sago East India ........... 138% German, sacks ......- 138% German, broken pkg. Taploca Flake, 100 Ib. sacks .. 18% Pearl, 100 lb. sacks .. 18% 2 75 Pearl, 36 pkgs. ...... 7 Minute, 10c, 3 doz. ....3 25 FISHING TACKLE » to Ll im. ...cceeeee -. § 1 fo Sin cll sence F 1% to 2 im. ........--- 9 13% to 2 im. ....--eeeee 11 2. se caw ee Wieeucse AR o UM. cecces seco eeccece 20 Cotton Lines No. 1, 10 feet .....--- 5 No. 2, 15 feet .....-+- 7 No. 3, 15 feet ......-- 9 No. 4, 15 feet ......-. 10 No. 5, 15 feet ..... eas oe No. 6, 15 feet ....---- 12 No. 7, 15 feet ....---- 15 No. 8 15 feet .....-.- 18 No. $, 16 fbet ..---+.. 1 Linen Lines Small ics. - es csnsconcce 20 Medium ......cceeeeere 26 LArTge ..ccccccsereceees 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 FLAVORING EXTRACTS Jennings D GC Brand Pure Vanilla No. 1, % OZ .--eeeee se. 28 No. 2, 1%, OZ. .eveeeers 1 35 No. 4, 216 OZ. -sseeees 2 40 No. 3, 2% oz. Taper 2 25 2 oz. Flat ....-e+ee- 2 00 Terpeneless Pure Lemon No 1, % oz. Panel .. 85 No 2, 14% oz. Panel .. 1 20 No 4, 2% oz. Panel .. 2 25 No. 3, 2% oz. Taper 2 00 2 oz. Flat ....eseeeees 2 00 ‘i 4 June 13, 1917 6 T MICHIGAN TRADESMAN 9 8 FLOUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent Fancy Spring ...... 14 75 Wizard Graham .... 13 00 Wizard, Gran. Meal .. 9 00 Wizard Buckw’t cwt. a . Rye Valley City Milling co, Lily White 50 iagnt Loet ......... it 10 Graham oe es. 5 80 Granena Health ...... 5 90 Gran. Meal oo... 2... 4 20 Bolted Meal ......... 4 10 Watson-Higgins Milling Co New Perfection .... 13 50 Tip Top Kiour ...... 13 00 Golden Sheaf Flour .. 12 60 Marshalis Best Flour 13 50 Watertown Wisconsin WVG) occ e cae. 12 00 Worden Grocer Co. Quaker, paper ...... 14 00 Quaker, cloth ...... 14 00 Kansas Hard Wheat Worden Grocer Co American Eagle, 4s 15 40 American Eagle, 4s 15 30 American Eagle, %s 15 40 Spring Wheat Judson Grocer Co. Ceresota, \%s ....... 15 20 Ceresota, 4s ...... 15 10 Ceresota; tS ...... 15 00 Worden Grocer Co. Wingold, %s cloth .. 15 70 Wingold, 4s cloth .. 14 95 Wingold, %s cloth .. 15 50 Meal Bolted) 0 cs ce. 8 75 Golden Granulated 9 00 Wheat ROG coe oe aia. 26 White co ceuec cede 2 55 Oats Michigan carlots ...... 75 Less than carlots ...... 78 Corn @Carlots coco. ko. 17 Less than carlots .... 1 80 Hay Canlots (c06.0. 0... 18 00 Less than carlots .... 20 00 , Feed Street Car Feed .... 67 00 No. 1 Corn & Oat Fd 67 00 Cracked Corn 6 Coarse Corn Meal .. 67 00 FRUIT JARS Mason, pts., per gro. 7 00 Mason, qts., per gro. 7 40 Mason, % gal. per gro. 9 85 Mason, can tops, gro. 2 TE GELATINE Cox’s, 1 doz. large ... 1 45 Cox’s, 1 doz. small .. 90 Knox’s Sparkling, doz. 1 75 Knox’s Sparkling, gr. 20 50 Knox’s Acidu’d doz. .. 1 85 Minute, 1 doz. ........ 1 25 Minute, 3 doz. ....... 3 TD Nelson's =...>-.---.-.- 1 50 Oxford) ooo ee eats es Th Plymouth Rock, Phos. 1 40 Plymouth Rock, Plain 1 25 GRAIN BAGS Broad Gauge, 12 oz. .. 23 Climax, 14 02. ......... 25 Stark, A, 16 0% .....-6. HERBS BAO colo k ccs ceca eee At EIODB . cee cece sees ess os 3D Laurel Leaves ......... 15 Senna Leaves .........-. 25 HIDES AND PELTS Hides Green, No. 1 ...:.... 18 Green, No. 2 ... cae ee Cured, No. 1 30 Cured, No. 2 ......--- 19 Calfskin, green, No, 1 28 Calfskin, green, No. Calfskin, cured, No. 1 30 Calfskin, cured, No. 2 28% ld Wool ......--- 75@2 00 Tones Sees ee 50@1 00 Shearlings .......- 50@1 00 Tallow ao. No. 1) ....< sed INO. Bo ccc cewecniese @ 5 Wool Unwashed, med. ... @53 Unwashed, fine @48 HONEY A. G. Woodman’s Brand. 7 oz., per doz. ......-. 90 20 oz., per doz. .....- 2 75 HORSE RADISH Par G0. 2.2.65 .0 3.4306 90 JELLY 5lb. pails, per doz. .. 15lb. pails, per pail .. 30lb. pails, per pail . Jell-O oe. Assorted Case ....... 2 85 Lemon (Straight) .... 2 85 Orange (Straight) .... 2 85 Raspberry (Straight) 2 85 Strawperry (Straight) 2 85 Chocolate (Straight) 2 85 Chocorate (Straigrt) 2 85 Peach (Straight) .... 2 85 Jell-O Ice Cream Powder. doz. Assorted Case ..... 85 Chocolate (Straight) 2 85 Vanilla (Straight) . 2 85 Strawberry (Straight) 2 85 Lemon (Straight) ... 2 85 Unflavored (Straight) 2 85 Jiffy-Jell Straight or aoe. Per doz. oo. 6. cc... 15 Per case, per 4 doz. 4 60 Seven Flavors: Raspberry, Strawberry, Cherry, Lemon, Orange, Lime, Pineapple. JELLY GLASSES % pt. in bbls., per doz. 25 % pt. in bbls., per doz. 27 8 oz. capped in bbls.. per doz. MAPLEINE 2 oz. bottles, per doz. 3 00 1 oz. bottles, per doz. 1 75 16 oz. bottles, per dz. 18 00 32 oz. bottles, per dz. 30 00 MINCE MEAT Per case MOLASSES New Orleans Fancy Open eee. acces 00 Choice: - 23.03... 43 Good oo. .c ce 37 SlOGK sos cd sews cae Half barrels 2c “extra Red Hen, No. 2% ....2 90 Red Hen, No. 5 ......2 90 Red Hen, No. 10 ......2 80 MUSTARD % Ib. 6 Ib. box ........ 16 GLIVES Bulk, 1 gal. kegs 1 10@1 20 Bulk, 2 gal. kegs 1 05@1 1b Bulk, 5 gal. kegs 1 00@1 10 Stuffed, § OZ. . Stuffed, 8 oz. .......< Stuffed, 14 Of. 2.2... 2 80 rage ‘(not stuffed) Manzanilla, Son... ms Lunch, 10 oz. ........ 1 40 Euneh, 16 oz. ........ 2 4 — Mammoth, 19 on Qucea, tao 23° OF Givers caes ce Olive Chow, 2 doz. cs. per doz. PETROLEUM PRODUCTS Iron Barrels Perfection <...0.....06 9: Red Crown Gasoline .. 20.5 Gas Machine Gasoline 32.9 VM & P Naphtha .. 19.5 Capitol Cylinder, Wood Bale occ te sae « 3 Capitol Cylinder, Iron Bale .62. ccs eee eee 32. Atlantic Red Engine .. 19.9 Winter Black ....... » 10.4 Pomme 2.6... ....5.- 37.9 PICKLES Medium Barrels. 1,200 count .. 9 50 Half bbis., 600 count § 25 5 gallon kegs ........ 2 20 Small Barrels ...... Seeaue -- 11 00 Half barrels ......... 6 25 5 gallon kegs ....... 2 50 Gherkins Barrels ........ .- 14 00 Half barrels Ae ey 5 gallon kegs ........ 2 75 Sweet a IBArrels <- 6. csc. cess 4 00 Half barrels. Uouees cack OO 5 gallon kegs ........ 4 20 PIPES Clay, No, 216, per box Clay, T. D. full count 80 COW feo. sales 90 PLAYING “CARDS . 90, Steamboat .... 85 . 15, Rival assorted 1 50 20, Rover, enam’d : 75 . 572, Special ..... 2 00 . 98 Golf, Satin fin. 2 26 . 808, Bicycle Scene 2 25 632 Tourn’t whist 2 50 OTASH Babbitt’s. 2 doz. PROVISIONS Barreled Pork Clear Back .. 42 00@43 00 or Cut Clr a aa 00 Wen. 2. sens se @41 00 Brisket, Clear 0048 00 Pi ee Dry Salt Meats S P Bellies ..... 19 @20 Lard Pure in tierces ..24144@25 Compound Lard 18%@19 80 lb. tubs ....advance % 60 Ib. tubs ....advance % 50 Ib. tubs ....advance % 0 Ib. pails 2 ---advance % 10 Ib. pails ...advance % 5 Ib. pails ...advance 1 3 Ib. pails ...advance 1 Smoked Meats Hams, 14-16 Ib. 25144@26 Hams, 16-18 Ib. 21 @22 Hams, 18-20 lb. 20%@21 sieaciaeo 29 @380 California Hams 21 @21% Picnic Boiled Hams ...... «+ 193%4@20 Boiled Hams .. 38 .. Minced Hams ...... @19 BACON «6... 30.5 34 @37 Sausages Bologna: oi ...cccwcces LO Liver ..... aaclece cclccs Sal Frankfort ..c. cc. ccces BE OR oe cl 14@15 Meal 220.5. co ke ace a 11 PORRUG <. 02 c6sceces ce EE Headcheese .......... 14 Boneless ..... + 00@27 00 Rump, new .. 30 00@31 00 Pig’s Feet % hid Gola siere sesaee £10 % pbhis:, 40 Ibs. ...... 3 40 Se DIS) oes 6 00 BODO oo soc. cca as 12 00 Tripe Kite: 16 Ips: .......... 90 \% bblis., 40 Ibs. ...... 1 60 % bblis., 80 Ibs. ...... 3 00 Casings Hogs, per Ib. ........ 35 Beef, rounds, set .. Beef, middles, set .. Sheep 1 15 Uncolored Butterine Solid Dairy 22 @ Country Rolls -25 @27 Canned Meats eee eee ere Corned Beef, 2 1b. 6 60 Corned Beef, 1 lb. 3 40 Roast Beef, 2 Ib. .... 6 60 Roast Beef, 1 Ib. .... 3 40 Potted Meat, Ham Flavor, US ..ccccce 55 Potted Meat, Ham Flavor, %48 ........ - 100 Deviled Meat, Ham Flavor, “4S ......- : 55 Deviled Meat, Ham Flavor, %S ......e.- 1. 7 Potted Tongue, 4s . Potted Tongue, %s .. RICE Waney ..........-4< Bule Rose .. .... @8 Broken ROLLED OATS Monarch, bbls. ...... Monarch, 90 Ib. sks. .. 4 80 Rolled Avenna, bbls. 10 00 Steel Cut, 100 Ib. sks. 5 00 Quaker, 18 Regular .. 1 50 Quaker, 20 Family .. 4 90 SALAD DRESSING Columbia, % pint .... Columbia. 1 pint ..... 4 00 Durkee’s, large, 1 doz. 4 20 Durkee’s, small, 2 doz. Snider’s, large, 1 doz. Snider’s, small, 2 doz. SALERATUS Packed 60 tbs. in box. Arm and Hammer .. 3 10 Wyandotte, 100 %s .. 3 00 SAL SODA Granulated, bbls. .... 1 40 Granulated, 100 Ibs. cs. 1 50 Granulated, 36 pkgs. ..1 40 “e eo eee ercocsee bn nw SALT Common Grades 100 3 Ib. sacks ...... 3 16 70 4 lb. sacks ...... 3 05 60 5 Ib. sacks ...... 3 05 28 10 lb. sacks ...... 2 90 56 Ib. sacks ........ 48 28 lb. sacks ......... 24 ooo 56 Ib. sacks .......... 26 28 Ib. a in drill bags 20 Solar Rock 56 Ib. sacks ......-. wee ee Common Granulated, Fine .... “4 60 Medium, Fine ....... 1 75 SALT FISH Cod Large, whole ...... @10% Small, whole ...... @10 Strips or bricks 114%@15 POMOC ok cise se ccs @ 8% Holland Herring Standards, bbls. . ¥.. M., Dole. 2... io Standard, kegs ¥. MM. Kegs ........-.- aoe Med. Fat Split, 200 lbs 8 00 Laborador Split 200 Ib 10 00 Norway 4 K, 200 Ibs. 16 50 Special, 8 Ib. pails .. 7a” Scaled, in boxes ...... Boned, 10 Ib. boxes .... 16 Trout No. 1,-100 Ybs;.....-., 7 50 Wo... t; 40 Ihe: 2... .. 2 26 Wo. 1,10 The. .........5 90 Ne. 2, 2 the. ...:.....: © Mackerel Mess, 100 Ibs. ...... 16 50 Mess, 40 lbs. ........ 7 00 Mess, 10 Ibs 1 85 N oO E Gece. No: 1, 10 Ibe. ....-. -. 1 Lake Herring VOQ Wha occ eee ae 00 mia ...... eeu 35 1@ We 2.5.6: ieee. ae Om 8 1 Gd ccaine ceee ce 54 SEEDS IRS) coe cc ccc cccccuc Canary, Smyrna ...... a Caraway . cece scccas Cardomon, Malabar 1 ie Celery Hemp, Russian ....... “7% Mixed Bird .......... $ Mustard, white ...... 20 ODD o..c cusses cscs 70 REpe |. ious. oc eke wens 13 SHOE BLACKING Handy Box, large 3 dz. 3 50 Handy Box. small .. 1 25 Bixby’s Royal Polish 85 Miller’s Crown Polish 85 SNUFF Scotch, in bladders ... 37 Maccaboy, in jars .... 35 French Rapple in jars .. 43 SODA eee Whole Spices Allspice, Jamaica ..9@10 Allspice, lg. Garden @11 Cloves, Zanzibar .. @32 Cassia, Canton .... @20 Cassia, 5c pke. doz. @&5 Ginger African ..... @15 Ginger, Cochin @20 Mace, Penang ..... @90 Mixed, No. 1 ...... @17 Mixed, No. 2 ...... @16 Mixed, 5c pkgs. dz. @45 Nutmegs, 70-80 .... @35 Nutmegs, 105- 116 .. en Pepper, Black @30 Pepper, White @32 Pepper, Cayenne @22 Paprika, Hungarian Pure Ground In Bulk Allspice, Jamaica .. @16 Cloves, Zanzibar ... @40 Cassia, Canton @32 Ginger, African .... @24 Mace, Penang ..... @1 00 Nutmeégs........... @36 Pepper, Black ..... @32 Pepper, White .... @38 Pepper, Cayenne ... @30 Paprika, Hungarian @45 STARCH Corn Kingsford, 40 lbs. .. 7% Muzzy, 48 ilb. pkgs. .. 714 Kingsford Silver Gloss, 40 IIb. ™ Gloss Argo, 24 5c pkgs. .... 95 Silver Gloss, 16 3lbs. .. 7% Silver oe 12 6lbs. .. 8% Muzzy 48 1lb. packages ...... 74% 16 3lb. packages ...... 6% 12 6lb. packages ...... SY, 50 Ib bexes ......:..; 5% SYRUPS Corn NASBROIG (ce ccc cs ees caccs Half barrels .......... Blue Karo, No. 1%, Oo OOZ 2c c. pence ss 2 85 Blue Karo, No. 2, 2 dz. 3 50 Blue Karo, No. 2%, 2 GO i geese es 4 30 Blue Karo, No. 5, 1 dz. 4 25 Blue Karo, No. 10, % GON ost crete aye ese 4 00 Red Karo, No. 1%, 3 GOA. secs cccee csc case 3 00 Red Karo, No. 2, 2 dz. 3 75 Red Karo, No. 2% 2dz. 4 55 Red Karo, No. 5, 1 dz. 4 55 Red Karo, No. 10 % OOF oe oaks se cna 30 Pure Cane Watr oo... sees +s eccee- 16 Good): 2.0.3... . 5. 20 Choiee ......26...--- 25 Folger’s Grape Punch Quarts, doz. case 6 00 TABLE SAUCES Halford, large ........ 3 75 Halford, small ...... 2 26 TEA Uncolored Japan Medium ........-.+- 20@25 Ghoice: «........-0-- 28@33 WAney 2.6. si secu 36@45 Basket-fired Med’m 28@30 Basket-fired Choice 35@87 Basket-fired Fancy 38@45 No. 1 Nibs ........ 30@32 Siftings, bulk ...... 9@10 Siftings, 1 Ib. pkgs. 12@14 Gunpowder Moyune, Medium .. 28@33 Moyune, Choice .. 35@40 Moyune, Fancy .... 50@60 Ping Suey, Medium 25@80 Ping Suey, Choice 35@40 Ping Suey, Fancy . . 45@50 Young Hyson se 28@30 45@56 Choice ee 10 Oolong Formosa, Medium .. Formosa, Choice 32@385 Formosa, Fancy 50@60 English Breakfast Congou, Medium .. 25@30 Congou, Choice .... Congou, Fancy .... 40@60 Congou, Ex. Fancy 60@80 Ceylon Pekoe, Medium .... Dr. Pekoe, Choice .. 30 35 Flowery 0. P. Fancy 40@50 TOBACCO Fine Cut BOG occ ek 1 45 Bugle, tin pail ...... 4 50 He, 100 2.3.0. 8., LL vu Dan Patch, 8 and 16 oz. 36 Dan Patch, 4 oz. 1 Dan Patch, Zon .... & 76 Fast Mail, 16 oz. ( Hiawatha, 16 oz. ‘ Hiawatha, 5c ........ 5 76 May Flower, 16 oz. .. 9 36 No Limit, 8 oz. Petoskey Chief, 7 Oz. Petoskey Chief, 14 oz. Peach and Honey, 5c Red Bell, 14 oz. Rod Hell, 206 ........ Sterling, L & D, 5c .. : HOW BOR DO: me rear Oo Sweet Cuba, canister 16 Sweet Cuba, 5c ‘ 16 Sweet Cuba, 10c ...... 96 Sweet Cuba, 1 lb. tin 4 60 Sweet Cuba, % lb. foil 2 40 Sweet Burley, 5c L&D 5 76 Sweet Burley, 8 oz. .. 2 45 Sweet Burley, 16 oz. 5 50 Sweet Mist, % gro. ..5 76 Sweet Mist, 8 oz. .. 11 10 Welepram, Se ....... 5 76 Wiser. G6 2... 5.6.5: 6 00 Tiger, 25c cans ...... 2 40 Uncle Daniel, 1 Ib. .. 60 Uncle Daniel, 1 oz. .. 5 23 Plug Am, Navy, 16 02. ...... aa Apple, 10 Ib. butt ...... 41 Day’s Work, 7 & 14 lb. 42 Drummond Nat. Leaf, 2 and. GIN. oo o.3......: 60 Drummond Nat. Leaf, DG G02) . 2.5.3. .4555 9b Battie Ax ...0......2. 32 Bracer, 6 and 12 Ib. .. 30 Big Four, 6 and 16 Ib. 22 Boot Jack: 2 Ip. ....... y0 Boot Jack, per doz. .. 9. Bullion, 16 oz. Climax Golden Twins 4% Climax, 14% oz. Climax, 7 oz. Climax, 5c tins Creme de Menthe, Ib. 63 Derby, 5 lb. boxes .... 28 & Bree, 4: 1b. ......-... 66 Four Roses, 10c ........ 90 Gilt Edges, 2 lb. Gold Rope, 6 and 12 Ib. 58 Gold Rope, 4 and 8 lb. 58 G. O. P., 12 and 24 Ib. 40 Granger Twist, 6 Ib. .. 50 Gc. T W., 10 and 21 Yb. 38 Horse Shoe, 6 and 12 Ib. 48 Honey Dip Twist, 5 and 10 Ib. Jolly Tar, 5 and 8 lb. 40 es. BT o%6 and fib. .. 46 Kentucky Navy, 12 Ib. 32 Keystone Twist, 6 Ib. 45 Kismet, 6 ib. .......... 48 Maple Dip, 16 oz. .... 5 04 Merry Widow, 12 Ib. .. 32 Nobby Spun Roll 6 & 3 58 Parrot, 12 Ib. Patterson’s Nat. Leaf 98 Peachey, 6, 12 & 24 lb, 47 Pienic Twist, 5 lb. f Piper Heidsieck 4 & 7 Ib. 69 Piper Heidsieck, per dz. 96 Polo, 3 doz., per doz. 48 Red Cross Scrapple, 2 and 4 doz. 48 Shorry Cobbler, 8 oz. 33 Spear Head, pl 0%. ace. 4G Spear Head, 14% oz. .. 46 Spear Head, 7 ‘OZ. ; 50 Sq. Deal, 7, 14 & 28 ‘Tb. 30 Star, 6, 12 ‘and 24 Ip. .. 48 eniene co 7%, 15 are: 30 IDe o.oo ccc ee 36 Ten a 6 a 12 Ib. 35 Town Talk, 14 Yankee Girl, 12 r 24 Ib. 33 Scrap All Red. Se .......3.. Am. Union Scrap Globe Scrap, 2 oz. Happy Thought, Honey Comb Scrap, 5c 6 76 Honest Scrap, 5c .. Mail Pouch, 4 doz. Be Old Songs, 5c Old Times, %& gro. Polar Bear, 5c, % gro. Red Band, 5c, %4 gro. Red Man Scrap, 5c . Scrapple, 5c pkgs. .... Sure Shot, 5c, % gro. Yankee Girl Scrap 202 6 00 Pan Handle Scrp % ger 6 00 Peachey Scrap, 5c .... 5 76 Oo mAb «1 a 45 11 Smoking All Leaf, 2% & 7 oz. 30 BB, 3% oz. ..... 00 BB, 7 oz. BB, 14 oz. Badger, Badger, Banner, Banner, eee Banner, 40c : 3 20 Belwood, Mixture, ‘0c 94 Big Chief, 2% oz. .... 6 00 Big Chief, CEC Bull Durham, Se ..... €@ Bull Durham, 10c .. 10 80 Bull Durham, 15e . Bull Durham, 8 oz. .. Bull Durham, 16 oz. .. 6 72 eeeee eeeee Buck Horn, 6c ...... 5 76 Buck Horn, 10c ..... 11 52 Briar Pipe, Ge ....... 5 76 Briar Pipe, 10c ...... 11 52 Black Swan, 5e ...... 5 76 Black Swan, 14 oz. .. 3 50 Bob White, Se ...... 6 00 Carnival, §@ _........ 5 70 Carnival, % oz. ...... 39 Carnival, 16 of. ...... 40 Cigar Clip’ Johnson 30 Cigar Clip’g Seymour 30 Identity, 3 and 16 oz. 30 Darby Cigar Cuttings 4 50 Continental Cubes, 10c 90 Corn Cake, She ..... 3 55 Com Cake, 20e ...... 1 90 Corn Cake, Sc ...... 5 76 Cream, 50c pails .... 4 70 Cuban Star, 5c foil -- &§ 76 Cuban Star, pails .... 4 40 Chips, 10c Dills Best, 13% oz. Dills Best, 3% om .... Tf Dills Best, 16 om .... Dixie Kid. 5ce Duke’s Mixture, Sc .. 8 76 Duke’s Mixture, 10c¢ ..11 82 Duke’s Cameo, 5c .... 5 76 Brum, Ge... .. 22)... 5 76 Loe. A 4 Om: ..... 5 04 EE. A. Tt oe ...... 11 52 Bashion, Ge .......... 6 00 Fashion, 16 oz. ...... 5 28 Five Bros., SG... 5 76 Five Brose, We ..... 10 80 Five cent cut Plug .. 29 KF © 8 i@e ....2..... 11 52 Four Roses, 10c ...... 96 Full Dress, 1% oz. ... 72 Glad Hand, 5c ........ 48 Gold Block, 10c ...... 12 00 Gold Star, 50c pail .. 4 60 Gail & Ax Navy, Be 6 00 Growler, 656 .......... 48 Growler, I5¢ ......,., 1 50 Growler g@e ........ 3 00 Giant, we ..s5..65s.c.. 6 00 Giant, 406. ......... 3 72 Hand Made, 2% oz. .. 60 Hazel Nut, Se ...... 6 00 Honey Dew, 10c .... 12 00 Fhuntine, Ge _.2....... 38 EM WY. Ge 2... i... § 10 EX £. te pata ...... 3 90 Kiln Dried, 16 oz. 3 50 King Bird, 7 om. ...... 2 16 King Bird, i@e¢ ...... 11 52 King Bird, Se ....... 5 76 Le Torka, Ge ........ 5 76 Little Giant, 1 Ib. .... 28 Lucky Strike, 10c .... 96 Ee Redo, 3 om. ...... 10 #0 Le Redo, 8 & 16 oz. .. 40 Myrtle Navy, 10c ....11 52 Myrtle Navy, Sc ..... 5 76 Maryland Club, 5c .... £0 Mayflower, 5c ........ 6 00 Mayflower, 10c ...... 1 00 Mayflower, 20c ...... 1 92 Nigger Hair, 5c ...... 6 00 Nigger Hair, 10c¢ ....10 70 Nigger Head, 5c ... Nigger Head, 10c ....10 56 Noon Hour, 6c 4 Old Colony, 1-12 gro. 11 52 Old Mill, 5c 5 Old English Crve 1% oz. 96 Old Crop, 5c 6 0 Old Crop, 25c 2 P. S., 8 oz. 30 Ib. case 19 P. S., 3 oz., per gro. 5 70 Pat Hand, i oz. Patterson Seal, 1% oz. 48 Patterson Seal, 3 oz. .. 96 Patterson Seal, 16 oz. 5 00 Peerless, 5c 5 Peerless, 10c cloth 11 52 Peerless, 10c¢ paper ..10 80 Peerless, 20¢ ......... 04 Peerless, 40c ........ 4 08 Plaza, 2 gro. case .... 5 76 Plow Boy, Se ........ 5 76 Plow Boy, te. ...... 11 40 Piow Boy, 16 02. .... & 46 Pedro, 10c 11 9 Pride of Virginia, 1%. - 77 Pilot, & om. dos. ...... af Queen Quality, 5c. cane & Rob Roy, Se foil .... 6 60 Rob Roy, 10e gross ..11 52 Rob Roy, 25¢c doz. .... 2 50 Rob Roy, 50c doz. .... 4 90 S. & M. 5c gross .... 5 76 S. & M., 14 oz. doz. .. 3 80 Soldier Boy, 5c gross 5 a Soldier Boy, 10c ...... 10 Stare. G6 oo ocean ce 5 76 Stam 30¢ ... 6. .cssa5<. 11 52 Stag, 8 oz. glass .... 4 50 Stag, 90c glass ...... 8 40 Soldier Boy, 1 Ib. .... 4 75 Sweet Caporal, 1 oz 60 46 MICHIGAN TRADESMAN June 18, 1917 SPECIAL PRICE CURRENT The Only Five Cent Cleanser 12 13 14 Guaranteed to Equal the Best 10c Kinds Sweet Lotus, 5c .... 5 76 Wire End BAKING POWDER ae Te gl aaa 52 4 Ib., 250 in nba sucebe 35 KC 80 Can Cases -.-:-- $3.20 Per Case Sweet Rose, 2% oz. .- 30 : ~ ee ee $5 10, 4 doz. in ca a Sweet Tip Top, 5c -.-- 59 «3 1B.» 200 in Tate ..---. oa se .... 99 Sweet Tip Top, 10c .. 1 00 ', 2 ie cee -----> 65 a5. 4 aoe. e ar eves 2 36 d b All J bb Sweet Tips, % gro. .-11 52 Churns 50c, 2 doz. plain top 4 30 Handled by obbers Sun Cured, 10c_ ..-.-- 98 Summer Time, 5c ...- 5 76 Summer Time, 7 oz. 1 65 Summer Time, 14 oz. 3 50 Standard, 5c foli .... 6 6 Standard, 10c paper 9 60 Seal N. C. 1% cut plug 790 Seal N. C. 1% Gran. .-- 63 Three Feathers, 1 02. 48 Three Feathers, 10c 11 52 Three Feathers, and Pipe combination .. 2 25 Tom & Jerry, 40c .--- 4 60 Tom & Jerry, 20¢ .--- 2 09 Tom & Jerry, 5s or. .. 4 Turkish, Patrol, 2-9 5 76 Tuxedo, 1 oz. bags -- 48 Tuxedo, 2 0Z. tnis .... 96 Tuxedo, 20C ...+-+++e* 2 04 Tuxedo, 80c tins ---- 7 68 Union Leader, oc coil 5 76 Leader, c greet SS eee cere 11 52 y ader, ready Union Le ae CUE ccoecccerences** 1 Union Leader 50c box 5 10 War Path, 5c .------- 6 00 War Path, 20c -.---- 1 60 Wave Line, 3 0Z. .---- 40 Wave Line, 16 0Z. .--- _ 40 Way Up, 2% 0Z. --.- ° 75 Way Up, 16 02. pails 36 Wild Fruit, 5c ..---- 6 00 Wild Fruit, 10c ..--- 12 90 Yum Yum, 5c ...----+ 5 76 Yum Yum, 10c 2 Yum Yum, 1 Ib. doz. 5 40 CIGARS Peter Dornbos Brands Dornbos Single ss Binder 35 00 Dornbos, Perfectos .. 35 00 Dornbos, Bismarck 70 09 Allan D. Grant ...-- 65 00 Allan D. .---+-e+ee++? 35 00 Johnson Cigar Co.’s Brand Dutch Masters Club 70 60 Dutch Masters Inv. 70 90 Dutch Masters Pan. 70 00 Dutch Master Grande 65 90 El Portana Dutch Masters, 5c Sc, Ww. Gee Jay i Johnson's Straight Above five brands are sold on following basis: Less than _ 5 300 assorte 9500 assorted ...-----> 33 00 3% trade discount on 300 or more. 2% cash discount on all purchases. Worden Grocer Co. Brands Worden’s Hand Made Londres, 50s Wood .. 33 00 Cotton, 3 ply Cotton, 4 ply Jute, Hemp, Flax, medium - Woo!, 1 Ib. bales ...-.- 17 VINEGAR White Wine, 40 grain 12 White Wine, 80 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 pickle 12 Packages free. WICKING No. 0, per gross ...----- 3 No. 1, per gross ..----- 45 No. 2, per gross ..----- 60 No. 3, per gTOSS ..----- 90 WwW OODENWARE Baskets Bushels ........---+-- 119 Bushels, wide band .. 1 25 Market, drop handle .. 45 Market, single handle 50 Splint, large ......-- 00 Splint, medium ....... 3 50 Splint, small ........ 3 00 Willow, Clothes, large Willow, Clothes, small Willow, Clothes, me’m Butter Plates Ovals % Yb., 250 in crate .... 35 % Yb., 250 in crate .... 35 1 Ib., 250 in crate ...... 40 2 ib., 250 in crate ...... 50 3 lb., 250 in crate ...... 70 5 Ib., 250 in crate ...... 90 Barrel, 5 gal., each .. 2 40 Barrel, 10 gal., each .. 2 55 Clothes Pins Kound Head 4% inch, 5 gross ...... 65 Cartons, No. 24, 24s, bxs. 70 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 4 No. 1 complete ........ 2 No. 2 complete ....... 35 Case, medium, 12 sets 1 30 Faucets Cork tined. 3 im. ..-..-. 70 Cork lined, 9 in. ...... 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan spring ...--... 1 25 Eclipse patent spring 1 25 No. 1 common ...... 25 No. 2, pat. brush hold 1 25 Ideal No. 7 1 12lb. cotton mop heads 1 75 Pails 10 qt. Galvanized .... 3 50 12 qt. Galvanized .... 4 00 14 qt. Galvanized .... 4 50 Mitre oo 22. o ces 4 00 Toothpic«~ Birch, 100 packages .. 2 00 CAL coe cee 85 Traps Mouse, wood, 2 hoels .. 22 Mouse, wood, 4 holes .. 45 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, WO0d ..cccccccececes 80 rat See 4c oboe oe 75 Tubs No. 4 FUTE -.- cee c- 16 50 No. 2 Fibre ........- 15 00 No 3 Fibre .........- 13 50 Large Galvanized ... 12 50 Medium Galvanized 10 75 Small Galvanized .... 9 50 Small, Galvanized .... 8 75 Washboarads Banner, Globe ..... , 8 76 Brass, Single .......- 6 7D Glass, Single ........ 3 7. Double Peerless ...... 6 25 Single Peerless ..... - 02 Northern Queen ..... 4 60 Good Enough ......- 65 Universal .......-.--- 4 75 Wood Bowls 13 in. Butter ........ 1 75 15 in. Butter ........ 3 15 17 in. Butter ...... -. 6 75 19 in. Butter .......10 50 WRAPB:NG PAPER Fibre Manila, white .. 8% Fibre, Manila, colored No. 1 Manila ........ 8 Butchers’ Manila .... 8 Kraft 10 Wax Butter, short c’nt 16 Wax Butter, full c’nt 20 Parchm’t Butter, rolls 19 YEAST CAKE Magic, 3 GOZ. .......+- 1 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. .. 1 15 Yeast Foam, 1% doz. 85 ee : Window Cleaners 1 Ib. boxes, per gross 8 70 3 Ib. boxes, per gross 23 10 PUG Ue Carlotsorlocal shipments. bulk or sacked in paper or stock jute. Poultey and charcoal DEWEY — SMITH CO.. Jackson. Mch bv toM O DEWEY CO 80c, 1 doz. plain top 7 00 10 Ib. % 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 4 10c size ... 1 00 Hf w%4Ib. cans 1 45 6 oz. cans 2 00 lb. cans 2 55 %lb. cans 3 95 1lb. cans .. 4 95 “4 5lb. cans 23 70 SALT Mesa ce bs cleat Take 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 .....-4 75 Big Master, 100 blocks 5 00 Climax, 100 oval cakes 4 25 Gloss, 100 cakes 75 Lautz Master Soap ... 4 75 Naphtha, 100 cakes .. Oak Leaf, 100 cakes .. 4 75 Queen Anne, 100 cakes 4 75 Queen White, 100 cks. 4 75 Proctor & Gamble Co EAMNOK —-2ca ewes sens . £9 Ivory, 6 OZ. .sseeeeees 5 75 Ivory, 10 OZ. ..sseees 9 60 SEAT Co css5 ods ceenersee 4 60 Swift & Company Swift’s Pride ......--- 4 50 White Laundry .....- 4 25 Wool, 6 0z. bars ...- 4 65 Wool, 10 oz. bars ...- 6 50 Tradesman Company Black Hawk, one box 3 25 Black Hawk, five bxs 3 10 Black Hawk, ten bxs 3 00 Scouring : Sapolio, gross lots .. 9 50 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 40 Sapolio, hand ....---+- 2 40 Scourine, 50 cakes .. 1 890 Scourine, 100 cakes .. 3 50 Queen Anne Scourer 1 80 Soap Compounds Johnson’s Fine, 48 2 3 2 Johnson’s XXX 100 5c 4 40 tub-No-More ...-+-+++. 4 10 Nine O’Clock .....--- 3 50 WASHING POWDERS. Gold Dust 24 large packages ..- 5 00 100 small packages .. 4 8 Lautz Bros.’ & Co. [Apply to Michigan, Wie- consin and Duluth, only} Snow Boy 100 pkgs. .-.-++-eer eee 4 85 30 pkgs. ..---e-eeeee 3 00 48 pKgS. ..--eee reece 4 85 24 pkgs., family size . 4 25 20 pkgs., laundry size 4 75 Napntha 60 packages .......---- 3 00 Queen Anne 60 packages ......-.+- 3 00 Oak 24 packages ......... 4 25 100 packages ......... 4 85 Place an order with your jobber. If goods are not satis- factory return same at our expense.—FITZPATRICK BROS. FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. White City (Dish Washing)....----++++--see85 ort 210 lbs.....- cae Tip Top (Caustic)....----++*°** ee LT!) le ae FOR No. 1 Laundry 88% Dry ...cceeccceeecceeeceseeceeseces R26 IDB. «++ PRICES Palm Soap 88% Dry cececeeceese+-300 Ibss.---- ‘* "SEND FOR SAMPLES “Blizzard” Ensilage Cutters CLEMENS & GINGRICH CO. Distributors for Central Western States Grand Rapids, Michigan 1501 Wealthy St. The Iron Safe Clause in Fire Insurance Policies, which is frequently used as a club by unscrupulous insur- ance adjusters to coerce mer- chants who have suffered loss by fire to accept less than the face of their policies, has no terrors to the merchant who owns a York fire proof safe. This safe is carried in stock and sold at factory prices by the Western Michigan representative of the York Safe & Lock Co. GRAND RAPIDS SAFE CO. GRAND RAPIDS, MICHIGAN é r ¢ 4 a “Ss « @* . a ge . 4 aed 914 coy + t , a &‘R * ¢ ¥ « ’ ‘ J 2 : ‘ 4 t ' » » w ' ‘ “ Y ¥ & 4 > ” “—% ¢@ 4 ¢ ‘ « a g¢ B- S. . 4 — hy é , x \ 4 » . ¢ #, ¢ x » 14 ye ‘ v4 > , + t As ay n — : » * v Be .< Be ‘ ® \ Ll k . ¥ « e a J’ ? ‘ ‘ f ‘ a 2 s a . y , rt ‘ & + ~ OG June 138, 1917 MICHIGAN TRADESMAN 4? BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for three cents a word the first insertion and two cents a word for each subsequent continuous insertion. SUSINESS CHANCES. For Sale Or Rent—Building | L formerly occupied by the Clune Furniture Co. on Main street, Cheboygan, pecially suited for wholesale grocery, Michigan. Es- furniture store or ! 200 feet long, 60 feet wide, two floors. Will sell outright or rent at reasonable figure. Mrs. Ida E. Clune, Cheboygan, Michigan. 156 Hotel—For sale cheap, 50 room hotel in oil district; for further information ad- dress Mrs. M. S. Dickinson, 517 No. 5th, St. Joseph, Missouri. 146 For Sale—Only bakery in town of 2,000 in connection with confectionery and ice cream parlor. Good reason for. selling. Address Box 413, Portland, Mich. 147 For Sale—Rexall Drug Store in city of 1,000 in Central Michigan. Invoice $3,000. Address No. 148, care Michigan Tradesman. 148 For Sale—Because of owner serving in U. S. Army, one-fifth interest in best hardware in Northern Michigan. Will take about $3,000. Address Lieut. Joe Murphy, Michigan. Lederer-Feibelman Co., ment store business at Terre Haute, Brazil and Clinton, Indiana, want to dispose of their Brazil and Clinton stores, in order to concentrate and enlarge their Terre Haute store. We offer for sale, eash only, at Brazil, Indiana, modern de- partment store doing $85,000 business an- nually, all cash, good profits. At Clin- ton, Indiana, modern department store doing business $75,000 annually, all cash, good profits. No old stock, no clothing no shoes, no grooceries in either store; good lease. Either stock will be reduced to suit purchaser; no trade; no agents. Come and investigate. Address Lederer- Feibelman Co., Terre Haute, Indiana. 150 Sale—Harness stock of Theodore deceased; invoices $1,500. Clean, stock. In business” three years; shop within 15 miles. Located in of the best farming sections of Illinois. Profitable and nearly cash busi- ness. Fine opening. Address R. W. Ruekman, Amboy, Illinois. 151 For Sale—$6,000 hardware, implement and harness” stock. Two. story brick store and fixtures 25 x 114, $4,000. Large house and two lots. Home large enough for two family apartment. Will con- sider farm or city rentals of real estate. Only stock of kind in town. I have run it 24 years, want to quit. Over $30,000 business last year. Located on steam and electric road. Lock Box 6, Morrice, Michigan. 152 _ For Sale—Extra good store gas light- ing system at less than half cost price A real bargain. Write, J. B. Hompe & 825 Michigan St., Petoskey, 149 doing depart- For Nohe, new only one Son, Dear Creek, Minneapolis. C 153 _ ~ Druggist—Splendid opening for good live druggist in one of the best cities in Illinois outside of Chicago. With a steady increasing population having doubled during the past ten years, now 24,000 without a corresponding increase in druggists, offers an exceptional oppor- tunity for an up-to-date druggist. A new up-to-date corner store on one of the main streets, in a building rentea exclusively to professional men. Dr. WwW. F. Schmeckebier, Chicago Heights, Mli- oO nois. “For Sale—For cash, $8,000 stoek dry goods, men’s furnishings. shoes and no- .25,000 population in Northern Indiana. No old goods in stock. Will sell at inventory price, which is about 25 per cent. less than goods cost to-day. This is an old established busi- ness. Have been in this location for 15 vears. Want to retire. Address Box 660, Buchanan, Michigan. 155 ~ For Sale—Several ear loads of cedar pile posts. A. Mulholland, Reed City, Michigan. 143 Collections everywhere. We get the money and so do you. No_ charge unless collected. United States Credit Service, Washington, D, C. 57 tions in city of No charge less than 25 cents. Cash Buyers of clothing, shoes, dry Drug Store (snap) for sale in Blue goods and furnishings. Parts or entire Island, Ill. Big snap. Good business. stocks, H. Price, 194 Forrest Ave. East, Full particulars free. Address Public Detroit. 678 Drug Store, Blue Island, Illinois. 131 Free For Six Months—My special offer to introduce my magazine, “Investing for Profit.” It is worth $10 a copy to any one who has not acquired sufficient money to provide necessities and comforts for self and loved ones. It shows how to be- come richer quickly and honestly. ‘“In- vesting for Profit’? is the only progressive financial journal and has the largest cir- culation in America. It shows how $100 grows to $2,200; write now and I'll send it six months free. H. L. Barber, 433-28 W. Jackson Blvd., Chicago. 800 CASH REGISTERS—We buy, sell and exchange all makes of registers, also re- pair, re-build and refinish all makes. Let us quote you price from Vogt-Bricker Sales Co., 211 Germania Ave., Saginaw, Michigan. 646 General Merchandise and real estate auctioneer. Closing out and reducing stocks, address Leonard Van Liere, Hol- land, Michigan. 799 Wanted—Location for grocery store or would buy stock at reasonable price in town of 1,000 or over. Will pay cash. Cc. E. Groves, Edmore, Michigan. 44 For Sale—Clean hardware stock, well located in most rapidly growing portion of Grand Rapids. Good farming trade. Stock and fixtures will inventory about $5,000. Chas. M. Owen, Attorney for trustee, 1019 Michigan Trust Bldg., Grand Rapids. 45 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 128 Ann St., N. E., Grand Rapids, Michigan. 104 Merchants Please Take Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 House- man Bldg., Grand Rapids, Mich. 859 Cash Buyer of clothing, shoes, dry goods, furnishings and carpets. Parts or entire stocks. Charles Goldstone, 335 Gratiot Avenue, Detroit. 63 EVERY MERCHANT IN MICHIGAN Can use the John L. Lynch Sales Co., to build up their business, sell out their store, stock and fixtures, reduce stock, raise money or clean up odd lots left in stock. We can get you a good price for your merchandise. We sold for Blood & Hart, Marine City, Michigan, population 3,500 in nine days, $17,774.00. Write them! We sold for George Duguid, Gobleville, Michigan, population 350 opening day of the sale over $2,000.00 Write them! We have worked wonders for others and can do same for you. Write to-day for information, dates, references, etc. Please mention size of stock. John L. Lynch Sales Co., 28 So. lonia Ave., Grand Rapids, Mich. Clean, up-to-date stock millinery; wom- en’s ready-to-wear. Art goods. In pro- gressive town on St. Clair river. Box 177, Algonac, Michigan. 84 For Sale—Cement block factory, gravel pit, power tamper, mixer, dry kiln, six horse power steam boiler. J. Prochnow, Romeo, Michigan. 119 For Sale—Billiard room, two billiard tables 44% x9; two pocket billiard tables 4% x9, Brunswick-Balke make; 12 bil- liard chairs. Everything complete to do business with. Enquire F. O. Lord, Yrand Ledge, Michigan. 121 For Sale—Drug stock and fixtures in one of Michigan’s best cities. Suburban store. Located near school and factory district. Present owner has to get out on account of health. Last invoice $5,700. Will invoice or lump off. $1,500 cash re- quired, balance terms to suit buyer. Ad- dress all communications to F. C. C., care Michigan Tradesman. 82 For Sale—Good live drug and grocery ace located in the heart of Flint. Rea- son for selling, ill heath. Must be sold at once. J. C. Hughes & Co. 98 Advertisers—I re-write a eo ; print or manuscript; any size de- prneat ise $1, cash with order. Let me boost your sales! Dax the Ad. Fixer, Lock Box 270, Chicago, III. 133 le—Clean general stock in grow- iy ae Fremont. Stock will inventory about $12,000. Will rent or sell store building. Address No. 102, care Michigan Tradesman. 102 First-Class confectionery and ice cream parlor, Lock Box 72, Montpelier, eis Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sag- inaw, Michigan. 157 Your opportunity for up-to-date stocks in clothing, dry goods and shoes; cloth- ing and shoe merchant having retired. No shopworn, fire or damaged stocks need apply. Great business opportunity. County seat, surrounded by excellent farming community. Splendid crop pros- pects. Address F. W. Hill, Keytesville, Missouri. 41 For Sale—General stock in one of the best market towns new and up-to-date. tween $7,000 and reasons for selling. Hemlock, Michigan, in Michigan. Stock Will inventory be- $8,000. Satisfactory Address Box 127, 142 HELP WANTED. Wanted—Man capable of running small shingle mill. A. Mulholland, Reed City, Michigan. 144 SPLENDID OPPORTUNITY FOR YOUNG MEN Study Veterinary Medicine. Have a profession of your own, be independent. It is one profession that is not crowded. Its future looks brighter than ever be- fore. No one doubts the future of the livestock industry. The U. S govern- ment needs Veterinarians as Meat In- spectors, Serum Inspectors, etc. Become a qualified veterinarian and a good open- ing is practically waiting for you. The Grand Rapids Veterinary College offers every opportunity for studying Veterinary Science. Three fully equipped laboratories, a veterinary hospital, ex- ceptional clinical facilities, a faculty of 12 members, three good lecture rooms, a large dissecting room, 1,800 free clinics in one vear, 500 alumni all making good. Organized and operated under state law. Governed by board of trustees. Months Each A 4 Years’ Course of 6! School opens in September, ends in April. Nearly six months each year to earn money to pay expenses. Grand Rap- ids offers remarkable opportunity to make money while at college. Every student is given a free mem- bership in the ¥. M. C.