ie ld 1e 1e id at dy 1g 10 ne be as + ; an \ pf NOTICE TO READER. When you finish reading this magazine place a one cent stamp on this : notice, hand same to-any postal employee and it.will be placed in the hands of our soldiers or sailors.at the front. No wrapping, no address. A S. Burleson, Postmaster General. 2 > 7 ARBAN CRS SRN PDP TS ASHI YO VEN LLANE 5 RENTS br PPO EO oir aca) ORS mbar RR aera wy OA yk WP ee CAC CS Dees Bi ee NN: SOV EF re OG Pa (CONS CRS a /g SYNE) BS UE oe CTR eRe Cece RE WZ Oe aN CUPUBLISHED WEEKLY “iG AAG TRADESMAN COMPANY, PUBLISHERSA OSHC) ASRS "| E | SOTO IR OLB AES MCS FEES SORA tas * Thirty-Fifth Year GRAND RAPIDS, WEDNESDAY, NOVEMBER 21, 1917 Number 1783 | @* Semi-Annual House Sale, which will be held Dec. 3 to 8, will -made on these goods to ensure their immediate movement. This affords Semi-Annual House Sale include seasonable goods in every department. Special prices will be the dealer an exceptional opportunity to pick up odds and ends of holiday goods with every assurance that he will be able to secure them in plenty of time for the holiday trade. Because the supply of these special offerings is exceedingly limited, and also because these goods cannot be replaced at present prices, we are unable to place these bargains in the hands of our travelers or accept mail orders for same They must be seen to be appreciated. Better plan to visit Grand Rapids and inspect these offerings any time between Dec. 3 and 8. See our advertisement on page 19 for lines carried. Grand Rapids Dry Goods Co. Exclusively Wholesale 3 Grand Rapids, Mich. * Holland Crystal Creamery The Oldest Creamery in Western Michigan Established 1886 C. J. LOKKER, Manager HOLLAND, MICHIGAN Send Us Your Cream and Receive the Most Money PREPARE EARLY For the Holidays This Year Get your FANCY CHRISTMAS PACKAGES ordered without delay. There is certain to be a shortage this season on account of labor conditions, so buy now and be safe. Two Large Complete Lines Lowney’s Fancy Package Chocolates Putnam’s Fancy Package Chocolates Putnam Factory, Grand Rapids, Michigan S EY: BLADDER A Strong and Steady Seller Generously Sampled Widely Advertised In 50c and $1.00 Sizes A Reliable Article to Recommend In Demand Everywhere Keep Up Your Stock FOLEY & CO. CHICAGO, ILL. Carried Home by a Patriot Reports on results of the adoption of the recommendations, cov- ering the curtailing of deliveries, minimizing returned goods and C. O. D. privileges, that men may be released for service on the call of the Government without unfortunate results to the merchant, have been extremely pleasing, showing that practically every live city and every State is pretty well lined up and endeavoring to carry out the wishes of the Government as closely as possible. In view of the demand from every section of the country for a universally adopted STICKER, the Tradesman Company hereby recom- mends that every merchant immediately adopt for use on all “Take With” purchases a sticker reading as follows: CARRIED HOME FROM (Merchant's Name Here) | BY A PATRIOT | These stickers can be supplied by us on the following basis, properly imprinted in the center: 1 000---.....,--...-.-; $1.75 2000................ 3.00 BS 000-.......-...-..... 4.75 io 000... ......... |... 6.75 This is a good way to start the co-operative and enthusiastic spirit of carrying home all possible purchases. It is now a certainty that every man, woman and child will feel it a matter of pride to be seen with a bundle having one of these stickers attached to it. Be one of the first to use these stickers. Tradesman Company Grand Rapids Michigan Ceresota Flour Always Uniformly Good Made from Spring Wheat at Minneapolis, Minn. Judson Grocer Co. The Pure Foods House Distributors GRAND RAPIDS, MICHIGAN ¢ ¥ ‘ \Y > oe ? ° ee ee gree - ¢ e . 'é. co. ‘ e > a 4 ‘ s : He wie’ Pf i va ‘é ’* ‘ i. ae | » (\: 4° . t IGA THIRTY-FOURTH Thirty-Fifth Year CANCEL GERMAN INSURANCE. The Tradesman has repeatedly ure- ed its readers to cancel any fire in- surance policies written in German or Austrian companies because the pro- tection afforded by such companies is in jeopardy. Now the Tradesman urges immedi- ate action in compliance with this suggestion. Why? Because the maintenance of these companies in the United States is un- safe, unsound and unpatriotic. These companies have access to the work of the engineers and imspectors on the National and State beards of under- writers and send their own inspectors through properties, including muni- tion plants, flour mills, storage ware- houses of all kinds, docks, wire fac- tories and many other industrial es- tablishments. Documentary evidence is on file in Washineton to the effect that this in- formation is immediately transmitted to Germany and to German representatives this country for use in crippling and de- of the government in stroying these establishments. Hun- Jérds of and explosions have been traced to this source. fires The Tradesman has made a care/ul compilation from the reports of eleven of these alien institutions, which show that they have assets of only $27,772,- 00 as against risks of $2,853,000,000 or less than one cent for each doliar of risk. The danger to American citizens holding policies in these Ger man companies is that in case of a conflagration, which is an ever-pres- ent danger, so long as the country is full of German spys and incendiaries, these German companies bankrupted and_ the not be paid Tt is would be policies would that no money can come from Germany to the United States to German companies, obvious support these and judging by the experiences in the San Francisco would come the Ger man companies to pay their legitimate American conflagration, no money from Germany to enable losses even if Germany were able to send the money. As bearing on the normal hazard of the panies in German fire insurance this country, it is that in the San Fran- cisco conflagration the German com- com- worth while noting panies. distinguished themselves as welchers. The settlements of some of these companies were as follows: The Nord-Deutsch, anid Moselle, Austrian Phoenix and Trans- atlantic denied liability. The Hamburg Bremen sian National paid 75 the Aachen & Munich paid 75 cent. and in a few cases higher, Rhone and) Prus- per cent, and per It may be argued that in case of a GRAND RAPIDS, WEDNESDAY, NOVEMBER 21, 1917 great conflagration many American would be shown companies bankrupt, bu that companies, first, have a sense of hon- history has American or which the German companies are utterly devoid cf and value their busi- ness reputation, and second, have a valuable annual premium income, and hence they could and would assess their stockholders for any money nec essary to make good their losses. Germany is bankrupt and German fire insurance companies, so far as their funds go, are now either bank- rupt or semi-bankrupt. The German fire insurance companies, which have been compelled by the German gov- ernment to sell their good securities and to take the bonds of the German government in thereof, place must face a severe scaling or possibly an entire repudiation of these German governinent bonds. Possibly the enly argument which enemy or ally of insurance that the protection of their underwriting cap- ital is necessary to the United States enemy companies can advance is It is easy to prove that there is noth- ing in this argument since, as has been stated, not a single American fire in- surance company has any reinsuranee COntracts with the words, the German com- panies. In other enemy reinsurance business is practical’y wiped out. \s to the four direct Whitine Ger- man companies, their premiums have amounted to about 1 per cent, of the total premium income in the United States and this is diminishing con stantly and is now probably not ove one-halt of 1 The smal! balance of their business can be ecasi- per cent. ly and gladly absorbed by the Ameri- can companies in conjunctien, if nee] be, with the English and French com panies. The highest authorities in the insurance world bear testimony that there will not be the slightest difficulty on the part of the American companies in absorbing all the insur- ance shifted ffom the German com- panies. In France and England at the hbe- ginning of the European war the Ger- man insurance companies were promptly ousted and it is difficult to see why they suffered to continue so long in the United States. ( Mbviously have been there no argument per- initting enemy or ally of enemy fire insurance companies to do business in this country which would not ap- ply equally to hanks, mercantile com- panies, manufacturers or steamsh'p companies of Germany or her allies. The whole subject resolves itself in- to this: Are you are, you will never again patron- yOu an American? If ize a German insurance company, be- cause it is unpatriotic for you to do so. If you have any German pol cies, you will see to it that they are re- placed in American, English or French companies before the sun sets again ee If Americans scarcely know whether to be complacent or mortified over what they are doing for the war, the fault lies mainly in the contradictory news served up to them. They are told erat- ifying things about the United States troops in France, about the good work of the navy, about the multiplied patri otic services of men and women. and are asked to do a little honest jubilatine about the great and successful Govern ment loans. On the other hand. they eet They more and must sacrifice more. Now. if frequent warnings. must Save tHe war foes Gn it is this latter not which is certain to be more frequently sounded. As a matter of fact. we in this country have not begun to make the exertions, or to undergo the privations, common in all the other belligerent na- tions. In America, only the surface has thus far been scratched. Life and busi- ness, luxury and pleasure, move on much as before the war. Eneland vis- itors, Freneh Visitors, are amazed al what they see here—our care-free spirit, our easy indulgence in what has been resolutely cut off abroad. Many citizens who have bought Liberty bonds and are preparing to pay their taxes withou grumbling speak with a certain pride of what they have done for the war. But they ought to be bracing themselves for the real strain which will come upon them in ways not now dreamed of in their comfortable philosophy, if the war Tums on for a year or two years more. ee The situation in the motor industry has aroused great interest. It is pe- culiar, and the factors are multitudi- nous. The predicted great falling oft i miotor-car sales, based on the that was to be } Gcevernment bond ; ; money absorbed by issues and income taxes, has so far not taken place. Gen eral Motors reports sales in October of 19,169 cars, or 48 Cars, an increase of 6.221 per cent. Over sales in October a year ago. Most of the mo- tor companies report similar results. “ehawl havine a hard An explanation offered is But the high-priced cars, the feur-driven” cars, are time of it. that the sales of the lower-priced cars keep up because wages are so high. But all the companies face difficulties not in sales, but in getting materials: Washington pleasure cars cut 40 per Cent. wants production of An of ficer of the Studebaker Corporation is quoted as predicting that the pro- duction of automobiles will be less in the last than in the first six months Of 1917, and that in the first six months of 1918 there is to be ther decided cut. a fur- Number 1783 SOME OF THE CITY’S WASTES. Not content with permitting $100,- 000 worth of natural fertilizer to be destroyed annually through the burn- Rapids ing of leaves each fall, Grand has another bad habit of dumpine in to the river the deposits of the catch basins and the sweepings Ot the t streets, These deposits and sw ee] ngs are made up largely of animal manure dropped in the streets and are rich in fertilizing properties. South of the both and townships there are hundreds of acres I city in Paris Wyoming of worthless land which can probably ; : ’e purchased for $10 to $25 per acre. By dumping these deposits and sweepings on this land its value cou be increased to $200 per acre in a very few years. Under the present system the mu nicipality stands before her people as a wasteful city, dissipating a valuable asset which c ruld be made to yie.il - mr r ] rot r ie cod returns through proper disposi tion and manipulation. SAVING DEMOCRACY. If union labor leaders cannot con- trol their followers, the country is put to a choice between reliance upon union or non-union labor in the work of saving democracy. It is unionism which is in danger, not the country Non-union labor outnumbers union labor ten to one. Ht would be better But there ith ke those of foreign proletariats upon must be no dailyine w acts supported by arscuments rretense of benevolence or 1 uplitt. The United P States has mo use for 4 Bolsheviki party. The Government's difficulty is not the opportunity for the establishment of the unlawful ac tivities of unionism or for the unfair betterment of conditions of organized labor at the non-unionists expense of and taxpayers alike. ———————— Closed shop control means lessene) output of the worker and the enfore- ing of many rules and restrictions which mean increased cost of produc- tion. It is inevitably so. A man who secures and holds his job throuch his own merit. and who gets an average wage with all other workers, has no incentive to exert himself. The ood that after worker gets less pay in order } the shirker can get more, and a while the good worker hecomes a shirker himself. ——— The Tradesman herewith expresses its thanks to the contributors and ad- vertisers who have assisted in mak- ing its present anniversary edition so thoroughly representative of the great mercantile, commercial and industrial interests it undertakes to represent. eee The man who likes his job is nev work, er a slave to his IMPLEMENT DEALERS. Saginaw Convention Most Successful Ever Held. Saginaw, Nov. 19—Saginaw again proved her worth as a real convention city the past week. The Michigan Im- plement and Vehicle Dealers’ Associa- tion had the greatest convention in its history. It was great in several re- spects—in attendance, quality of pro- gram and exhibition of agricultural im- plements. There were 500 delegates, salesmen and manufacturers in attend- ance. Exhibitors were here from Ne- braska, Minnesota, Wisconsin, New York, Indiana, Illinois, Iowa, Ohio, Michigan and Massachusetts and, as one man, they pronounced it as one of the greatest conventions they had ever attended. Dealers were buying their futures freely and several record sales were made, one of the largest being four carloads of machinery sold by the Studebaker Corporation, represented by W. C. Ingham, of Grand Rapids, who made the sale to F. D. Travis, of Plain- well, who is opening a chain of stores in Western Michigan. President Isaac Van Dyke, of the Assaciation, was loud in his praises of Saginaw and the welcome accorded the Association by the Saginaw Board of Trade. He said it was the greatest convention he has ever attended, greater interest being shown by dealers than ever before, and the increase of membership was most gratifying, as it doubled during the past year and he holds out greater hopes for the year to come. For the benefit of the Association and dealers at large, I take great pleasure in furnishing President Van Dyke’s address of wel- come verbatim; it surely is worthy and should be read and pondered on for the benefit of all mankind: As we open this, our fourteenth an- nual convention, I want to assure you that I feel very much out of place on this platform, I would prefer and enjoy much more a chair among you than the one here facing those so much more able and qualified to preside over a meeting of this kind. It is indeed an undeserved honor for me to be your President, and preside as we meet in convention as the Michigan Tmplement and Vehicle Dealers’ Association. I do not know of a more intelligent, energetic, loyal and patriotic body of business men anywhere than that of this Association to-day. It is indeed a great privilege to meet as we do to consider matters of importance pertaining to our business. I always look forward to these meet- ings with pleasure, for it is here I meet those who greet me with a warm hand- shake and a pleasant smile, who sym- pathize in trouble and rejoice with us in our happiness. My only regret is that so many im- plement dealers in the State fail to share in the profits and pleasure that we re- ceive here. The reason for these pleasant rela- tions among us is, no doubt, because we feel that we meet here those whose difficulties are of the same nature as our own, and at this time I need not call your attention to the many difficul- ties and hard problems before us. Those of the past are as nothing to what we are facing now, but let us remember that difficulties are a challenge to courage, thought, energy and perseverance. You, as a business man—I trust an energetic leader in your community, loyal to our flag, patriotic to the core as I believe you to be—are going to con- tinue to fill your position in your com- munity even more so than in the past, and in doing our duty let us not forget to show kindness and sympathy and give encouragement to those with whom we come in centact, who perhaps need just that now more so than in the past. We are continually meeting those and and in the future wili meet more of them, whose thoughts are of the boy MICHIGAN TRADESMAN in France or somewhere giving his best for the flag we love. You who stand as a buffer between the manufacturer and user of a com- modity which at this time is a neces- sity second only to weapons of war, should remember that your place is one of service in your community and there- by of service to your country. In the almost fourteen years exist- ence of this Association much has been accomplished to the direct benefit of its members and indirectly to all implement dealers of the State by the service and sacrifice so freely and willingly ren- dered by its former officers and mem- bers and by the trade press who always faithfully supported us and cheered us on the victory. At this time we are grateful for the good work done and evils eliminated from the business with which we otherwise would still be bur- dened in addition to what we are-facing to-day in the implement trade. The world is at war. And although we may not yet realize it, we will in the near future feel that we will need each other’s support to our mutual bene- fit, and I therefore appeal to you to remain loyal to this organization and its officers. I have no doubt and believe that you feel with me that those who take an interest in these meetings and in the Association because of council and bene- fit received through it are going to be best able to weather the storm now upon us. It is not my intention to discourage or dishearten you, that is not our object in coming here. We all, I trust, know, at least to some extent, conditions in the business world as they exist to-day. I simply want to remind you zw dealers that now if ever is the time to co-oper- ate to the fullest extent with the manu- facturers and user of farm tools to the benefit of our country as a whole as well as those directly concerned. Not since this Nation was born up to the present time has the farm implement business been as essential in saving labor on the farm and so vitat in food pro- duction as it is now and will continue to be in the future. Shall we do our part with courage and devotion that have always sustained and distinguished the true American. To that end shall we see to it that we have the necessary stock on hand and above all a full stock of repairs giving that special thought and careful consideration so that we will be able to supply the users’ needs promptly and above all order early and give early shipping dates. The farmer is going to need tools, although quantities may be cut down for a while. And just here a word in regard to standardization. The manufacturers are making an effort to standardize. For instance drills formerly were built about fifty-three different styles and sizes; that number has now been cut down to thirty-two and I hope and believe some of these will be cut as soon as we educate our customers to certain sizes and styles best adapted to our own locality; the same is true of wagons, disc harrows and other farm tools. Standardization is of great economic value to the dealer as well as to the manufacturer and no loss to the farmer. I also want to suggest that is an ex- pensive burden for us to sell the same class of goods manufactured by several different concerns. I have seen five cream separators and as many wagons on a dealer’s floor, everyone made by a different firm. That may be an ex- treme case, but such a condition means either that the dealer is trying to pre- vent his competitor from getting some of these goods or that he has not the courage to say no when the tempter in the form of a salesman comes in to sell him. But it brings him no sales; it confuses the customer, weakens the dealer’s talking points, adds a financial burden or an expensive closing out sale, or a lot of dead stock. In my judgment it is not possible for a dealer, as a rule, to sell more than one or at the most two lines to advantage; conditions to- day more than ever emphasize the neces- sity of making an effort and doing everything in our power to cut down our expenses and at the same time give ade- quate service. Prices of implements have advanced considerable, but it is for us to see to it that we satisfy our customers that we are not taking advantage of their prosperity. The wide-awake dealer bought early last year and will do so this year. This has and will again prove to advantage not only to the dealer but to the farmer as well. We have nothing to apologize for when we name a price giving us a legitimate profit on any commodity that we sell; we are doing the best we can under the circumstances and are paying a good price to the farmer for his products. We should, however, encourage him to make use of all forms of labor saving tools so as to overcome the shortage of help on the farm and assist in the more intensive cultivation of a larger acreage. Let us prepare for the future cheerfully and with courage. There are many topics of interest which will, undoubtedly, be brought up at these meetings, such as prices and discounts on repairs, wrapping and in- surance charges on parcel post pack- ages, the tractor trade, the twine situa- tion, community development, etc. May we depend on you to be present at every session and be promptly on time? We want to make good use of our time while here and in order to do that we need the co-operation of all of you. As a Nation we are at war to win; we must win; we are here to receive inspiration how to do our part in the struggle as well as for the benefit of our business which we may not neglect, in order that we may stand by our President to good effect and that the emblem of freedom, opportunity and civilization may continue to wave over this great and good land for the benefit of mankind. Talks were given by several travel- ing men, including B. N. Mercer of this city, who said he had been calling on the implement dealers for twenty-two years. W. O. Barton of Portland, dele- gate to the National Convention of Im- plement Dealers at Chicago, reported on that convention. Committees announced by President Van Dyke as follows: Auditing committee—E. J. Merrifield, Bloomingdaie; Frank S. Smith, West Branch. Necrology—George Burr, Rochester; James B. French, Flushing. Nominating—Ernest Paul, Pigeon; Alfred Schantz, Grand Rapids; Fay Barker, Battle Creek; William Wood; O. R. Burrier, Saginaw. Resolutions—Charles Meach, Lake- field; Arthur Martini; W. O. Barton, Portland. Special question box committee—W. L. C. Reid, Jackson; William Calligan, Bloomingdale; David Drummond, W. E. Graves and A. Silcox. Curtis M. Johnson of Rush City, Minn., ex-president of the National Federation of Retail Implement Deal- ers’ Association, a rapid fire and in- spirational speaker and an orator of no mean ability, was the feature of the meetings Wednesday morning and eve- ning. In the morning he delivered a lively and instructive address on “Serv- ice to the Community.” In the evening he led in the question box discussion, in which many members participated, speaking on subjects of interest to the dealers in the conduct of their business. C. L. Glasgow, Michigan Railroad Commissioner and implement man, spoke at the morning meeting on the value of the Association and of the changes in business conditions wrought by the war to which the dealers must adapt themselves. Nevember 21, 1917 The annual report of the Secretary, L. F. Wolf of Mt. Clemens, was pre- sented, showing the remarkable increase of 50 per cent. in membership during the past year. The report of the treas- urer, F. E. Strong, Battle Creek, showed $1,298.62 in the treasury, a good in- crease over last year. The resolutions adopted by the As- sociation pledged the organization to aid in the conservation and production of food; request that the custom of insuring parcel post packages valued at less than $1 be stopped; endorse the Stevens standard price bill, and express thanks to the exhibitors, Board of Trade, speakers, entertainers, and all who assisted in making this the most successful and most largely attended meeting in the history of the Associa- tion. J. A. Craig of Janesville, Wis., gave an address on “How the Implement Manufacturers and Retailers Can Do Their Bit in the War,” advising early orders and labor help for the farmer. Ex-Gov. Fred M. Warner told of the formation of the Oakland Patriotic League and the combining of all war funds to prevent duplication of effort. He emphasized the necessity for a big crop production. Secretary L. E. Wolf, Mt. Clemens, was instructed to send each son of an implement dealers in the Federal serv- ice a Christmas gift and keep in touch with him, while the Association ap- propriated $50 for the Y. M. C. A. fund and gave liberally as individuals to the Sammies’ Christmas fund taken by young women. The old officers were re-elected, as follows: President—Isaac VanDyke, Zeeland. Vice-President—J. F. Follmer, Vicks- burg. Treasurer—F, E, Strong, Battle Creek Secretary—L. F. Wolf, Mt. Clemens. Directors—C. L. Glasgow, Nashville; W. L. C. Reid, Jackson; W. O. Barton, Portland, and J. F. Hayden, Cassopolis. Following were the exhibitors and their representatives present: The DeLaval Cream Separator Co., in charge of W. E. Graves, 2434 Holly- wood avenue, Toledo, Ohio, assisted by J. L. Collins, 1209 Olivia street, Ann Arbor. This was one of the most at- tractive displays on the floor. The American Steel Wire Co., rep- resented by W. H. Parker, Otisville, L., N. Silverman, R. C. Baker, Grand Rap- ids and W. F. Shepard, Adrian, with headquarters at Bancroft Hotel, The International Harvester Machine Co. had a most attractive and unique display, which was designed by O. C. Gould, local representative of the com- pany. O. C. reported business excellent and he knows how to get it. Turnbull Manufacturing Co., wagons, Defiance, Ohio. Miller Bean Harvester, displayed by the LeRoy Plow Co., LeRoy, N. YS W. H. Hammond, of Saginaw, in charge. The Oliver Plow Co. had a large exhibit in charge of Geo. B. Hayes, Ohio Rake Co., Dayton, Ohio. _Studebaker Corporation, of South Bend, Ind., represented by W. C. In- gram, Grand Rapids and assistant sales ae C. S. Taylor, of South Bend, nd. United Engine Co., Lansing, in charge of C. L. Sprinkle, President of the com- pany, Lansing, J. G. Finkbeiner, Sec- retary and Treasurer, and O. C. Brown, traveling representative, of Lansing. Mier Buggy and Carriage Co., Ligo- nier, Ind. John Deere Plow Co., Lansing. The Celina Manufacturing Co., Ce- lina, Ohio. American Seeding Machine Co. Michigan Moline Plow Co., Jackson, represented by John Bogart, Bay City, and W. H. Supernaw, Grand Rapids. _Eastern Rock Island Plow Co., In- dianapolis, in charge of local represen- tative, W. F. Myers, Franklin Hotel, “ | = 47 ie 4 bat 4 a ss a we ) —- Ne! ( | | t, v 4 x Wy 2 t * ' | | , » mel 4 y* mn (lt a ~ * “ eae ey > “a ’ go , ’ b i> as \ 4 ( a , « 4 i « 4 4 November 21, 1917 Saginaw, assisted by L. G. Ferguson, manager Indianapolis branch, C. H. Ganson, Kalamazoo, W. H. Grove and Ed Thieleke, of Rock Island, Ill. Sterling Manufacturing Co., manufac- turer of hay machinery, Sterling, IIl., in charge of C. J. Shaw and W. F. haw, Owosso. Brown & Sehler Co., Grand Rapids, D. A. Drummond and J. H. Colby in charge and probably two of the busiest men in the show explaining the merits of their Horseshoe and Safety Tread automobile tires. Morley Bros., Saginaw, had an ex- tensive display from their harness and saddlery department, in charge of Dan MtArthur and D. W. Ephoff, of Sagi- naw. The Wood Bros. Silo Co., Lincoln, Neb. Huber Manufacturing Co., Lansing. James Manufacturing Co., Ft. Atkin- son, Wis. Perfection Manufacturing Co., Min- neapolis, Minn. Independent Whip Co., Westfield, Mass., represented by G. D. Wiggins, of Saginaw. Gillam & Moore, tire rebuilders, Sagi- naw. Keystone Steel Wire Co., Peoria, IIl. Owensboro Ditcher & Grader Co., A. Broderick, representative, Saginaw. The Fox River Butter Co., of De- troit, had a fine exhibit of Beatrice Cream Separators under the supervision of J. E. G. Cooper, Detroit, assisted by J. E. Skidmore, Detroit, W. H. Moore, Alma, and O. H. Hall, from Owosso. Emerscon-Brantingham Implement Co., Indianapolis, A. P. Ferguson in charge. West Bend Barn Equipment Co., West Bend, Wis., represented by F. L. Klumb and F. A. Carlson, of Lansing. Banting Machine Co., corn silage ma- chinery, C. L. Haskins, 114 Superior street, Toledo, in charge. The Saginaw branch of the Herschel e MICHIGAN TRADESMAN Manufacturing Co. was in charge of L. W. West, local manager, J. D. Webb, Chesaning, J. B. Hubbard and Paul Herschel, Jr., of Peoria, Ill, factory representatives were present. The Maytag Co., power washing ma- chines, Newton Ia., Corson Elliott, De- troit, and W. E. McMillan, Mendon, in charge. Sharples Separator Co., Chicago, rep- resented by A. E. Aeby, Bay City, E. Baker, Grand Rapids, C. H. Mashino, Traverse City. Thornburg Manufacturing Co., Bow- ling Green, Ohio, in charge of F. E. Rolland, Toledo. Birdsell Manufacturing Co., wagons, South Bend, Ind., represented by J. W. Peck, Detroit. The McClure Co., Saginaw, manufac- turers of milking machines and _ silos, E. J. Bonnell and R. J. McKnight in charge. Stoughton Wagon Co., Stoughton, Wis., H. DeKalb and W. P. Bouwman, Battle Creek, and H. P. Egan, Eaton Rapids, in charge. Massey-Harris Harvester Co. Chas. Farrington, of Chicago, was at the convention in the interest of the Agrimotor, a magazine devoted to the motor driven and tractor interests. W. F. Shaw, member of the firm of Shaw & Son, from Owosso, asked me to make special mention of the trans- parent cuspidors they used inside the railing of their beoth which, by the way, was one of the nicest at the show, being equipped with easy chairs for their friends and_ prospective buyers, while Shaw & Son were ever busy sell- ing hay harvesting machinery manufac- tured by the Sterling Manufacturing Co., of Sterling, Ill. The Irishman’s flea was never busier jumping around than B. N. Mercer, of this city; who was chairman of the convention and, as usual, did things right. He also was one of the speak- ers on the first day’s program. Mr. Mercer has been calling on the imple- ment trade twenty-two years. Special mention is due Louis F. Wolf. of Mt. Clemens, Secretary of the Asso- ciation. Certainly he has filled his office the past year with credit to himself and the Association. He was built for the job and should be kept there as few men are fitted for such an important office. One of the pleasing features of the convention was pulled off by F. E. Strong, of the firm of Strong-Barker Hardware Co., Battle Creek, who held the audience spelibound with his voice. Few knew he was so gifted and he was kept busy when there was occasion for music, Mr. Strong says when coming to Battle Creek, just look for the “Big Hardware Corner.” J. F. Follmer, from Vicksburg, Sec- retary and present Vice-President, was busy meeting old faces and making new acquaintances and talking organization. J. L. Collins, formerly of Bellefon- taine, Ohio, where he represented the DeLaval Separator Co., has moved to Ann Arbor to continue work for the same corporation. One of the happy and busy men at the show was W. C. Ingham, who hails from Grand Rapids (and, by the Way, he still wears a No. 1 Council button). Mr. Ingham says the past year has heen the greatest since 1911. He rep- resents the Studebaker Corporation, One of the familiar faces at the con- vention was that of Ed. Merrifie'd. of Bloomingdale, known as Western Mich- igan’s “Biggest Booster” and most suc- cessful merchant. The entertainment committee for the conver‘ion was composed of the fol- lowing Saginaw live wires: B. N. Mercer, chairman: C. M. How- ell, s-cretary; Chas. Frueh, florist; FE. B. Mowers, shoe merchant; W.. T. Loney, jeweler. They all lived up to their reputation and Wednesday night gave the implement dealers a real treat. B. N. Mercer broke into the lime light as a toastmaster and kept things hum- ining. Many speeches were made and talent from the Jeffers-Strand furnish- ed the laughter. After the entertain- ment, a banquet was tendered the of- ficers and entertainers of the evening at the Vincent Hotel, convention head- quarters. Plates were laid for thirty. W. H. Aubrey, manager of the hotel, certainly deserves great credit for his splendid work in making it a real affair. The entertainment committee have nothing but praise for the genial man- ager and owner of the Vincent. seing a good judge of human nature and in order to play Safety First, Mrs. B. N. Mercer, with “Baby Vic” spent last week at Watrousville. Ben was so busy he didn’t know himself part of the time. The American Press says the “Kaiser is gratified at tonnage sunk by sub- marines,” the black angels of the sea. The devil is always happiest when com- mitting his most dastardly deeds. Charles H. Topps, representing the Oliver Plow Co., has moved from Far- well to Clare. L. M. Stewart. oe Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, Nov. 21—Creamery butter extras, 4444(045c; first 48@43'4c com- mon, 41@42c; dairy, common _ to choice, 35@ 0c: dairy, poor to com- mon, all kinds, 33@36c. Cheese—No. 1 new, fancy, 24@25c;: cheese, 23@}23%4c: held 26c. Eggs—Choice, new laid, 50c: fancy hennery, 60@65c, Poultry (live) — Fowls, 18@23c:. chicks, 20@25c; old cox, 17c¢: ducks, 22(@25c. Beans—Medium, $9.50: pears, $9.50: Red Kidney, $8.00; White Kidney, #9.50010.00; Marrow, $10.00. $22.40 per hun- Rea & Witzig. Potatoes—.New, dred. ROYAL BAKING POWDER Pleases Customers Millions of families Use ROYAL exclusively and always find. it satisfactory. Unquestioned merit, persistent advertising and wide use have firmly established ROYAL as the “Absolutely Pure” high grade standard baking powder No Alum No Phosphate Pays Grocers Thousands of grocers Sell ROYAL steadily and never find it dead stock. MICHIGAN TRADESMAN Vira 2 ) EWS or™#e. BUSINESS WORLD ., J yf i? beng UR rcuctt == =a, Se DAF =< aes ‘vi Movements of Merchants. Oakley—C. A. Coy has sold his hardware stock to H. Hoshield. Battle Creek--Mrs. John Newton has opened a delicatessen at 413 Maple street. Laurium—John Beigle has opened a fish and meat market on Hecia street. Millbrook—Fay R. Swisher & Co. succeed L. W. Harrison & Co. in gen- eral trade. Manton—The Manton Produce Co.’s capital stock has been increased from $15,000 to $30,000. Marion—C. Morningstar his bakery to E. Howell, continue the business. Augusta—Fred W. Black has sold his meat stock and fixtures to Charles Jones, recently of Climax. Marcellus—George Hartson has sold his grocery stock to Elmer Ter- rill, who has taken possession. Jonesville—B. E. Poor has sold his stock of cigars and tobacco to H. ip Gries, who has taken possession. Lapeer—J. H. Daniels is closing out his stock of hardware, stoves and oil stoves and will retire from business. Owosso—Randolph, Hall & Young, wholesale seed dealer, has increased its capital stock from $30,000 to $35,- 000. Coleman—Clarence Tilman has sold his bakery to Floyd Kinnie, recently of Gladwin, who will continue the business. Detroit—The W. E. Waite Co., jeweler at 652 Dix avenue, has in- creased its capital stock from $2,000 to $6,000. Thompsonville—C, N. Menold has has sold who will sold his store building to M. T, Karcher, who will occupy it with his drug stock, Morrice—C. gaged in A. Coy, formerly en- the hardware business at Oakley, has engaged in the same line of business here. Muskegon—Peter Miller, who con- ducts the Miller Cash Market, has re- moved his stock and fixtures to 18 South First street. Bronson—Perry Davis has pur- chased the cigar stock and restau- rant of the late Clyde Fuller and will continue the business. Muskegon—Henry DeWind suc- ceeds A. T. Parker as President of the Parker Home Furnishing Co, at the corner of First street and Clay avenue. Hillsdale—Fay Marsh has sold his interest in the grocery stock of Rogers & Marsh, to his partner, who will continue the business under his own name. Alma—The Francis O. Lindquist Co., of Grand Rapids, has opened its clothing store in the Merchants Build- ing Co. block, under the management of Mr. Cooper. Flint—The M. & S. Electric Co. has engaged in business with an au- thorized capital stock of $50,000, $25,- 000 of which has been subscribed and $25,000 paid in in property. Detroit—The Geofge R. Eldridge Co., which handles wholesale butter, eggs, cheese and oleomargarine at 494 Eighteenth street, has increased its capital stock from $10,000 to $25,- 000. Alma—L. B. Kehn is erecting a store building at the corner of Rose- dale street and Grover av enue, which he will occupy with a stock of gen- eral merchandise as soon as it is com- pleted. Lapeer—Henry Heffelbower, who has conducted a drug store here for the past twenty-two years, has re- moved his stock and store fixtures to Flint, where he will continue the business. Menominee—Matt Graf, dealer in general merchandise at 4100 Norzh State street, has sold his stock to John Hinker, who has taken posses- sion, adding lines of staple and fancy groceries. Kalamazoo—M. E. Maher, who conducts a billiard parlor and cigar store at 113 West Main street, has merged his business into a stock com- pany with an authorized capitalization of $35,000. Bay City—The Central Auto & Ac- cessory Co. has been incorporated with an authorized capitalization of $15,000, of which $8,210 has been subscribed, $200 being paid in in cash and $8,000 in property. Marcellus—E. J. Ettler has sold his poolroom to George Hartson, former- ly engaged in the grocery business, who has taken possesion and opened a grocery store in the front end of the building. Bay City—Ed. L. Baumgarten, who retired from the grocery business about a year ago, has re-engaged in the same line of business at his fcr- mer location at the corner of Adams street and Center avenue. ‘ Eaton Rapids—A. M. Smith, of A. M. Smith & Co., wholesale butter. egg and poultry dealers with branches in other cities throughout the country, died at his home in B oston, following an illness cf about four weeks. Jackson—C. K. Maino, who con- ducted the Maino Shoe Co. store fo1 years and closed out the stock some months ago, has formed a copartner- ship with Harry G. Chapman and en- gaged in business at 226 East Main street, under the style of the M. & C. Cash Shoe Store. Kalamazoo—The M. E. Maher Co. has been organized to deal in whole- sale and retail cigars, tobacco, etc., with an authorized capital stock oi $35,000, of which amount has been subscribed, $3,500 being paid in in cash, Saginaw—The Paul Nissen, Inc. has been incorporated with an author- ized capital stock of $20,000, of which amount $10,500 has been subscribed and paid in in cash. The company will sell and repair auto equipment and accessories. Flint—Hamady Bros., general mer- chants, have merged their business into a stock company, to be conducted under the style of the S. H. Hamady Co., with an authorized capitalization of $5,000, $2,500 of which has betn subscribed and paid in in cash. Chesaning—The Farmers Co-Op- erative Union has been incorporated to buy and sell co-operative farm products with an authorized capital- ization of $5,000, all of which has been subscribed, $2,500 being paid in in cash and $2,500 in property. Detroit—McCandless_ Bros. 703 Chamber of Commerce building, have engaged in the timber products busi- ness with an authorized capitalization of $25,000, of which amount $12,600 has been subscribed, $6,005.18 being paid in in cash and $1,287 in property. Alma—Bert Eckert, meat dealer in the western part of town, has formed “a copartnership with Mr. Giles under the style of Eckert & Giles and op- ened a meat market and grocery store at the corner of East Superior street and Euclid avenue. Mr. Giles will manage the business. Manufacturing Matters. Lansing—The Four Wheel Drive Mo- tor Truck Co. has changed its postoffice address to Webberville. Saginaw—The Saginaw Shipbuild- ing Co. has increased its capital stock from $350,000 to $500,000. Detroit—The Ospeco Manufactur- ing Co. has changed its name to the Michigan Auto Products Co, Marshall—The Simons-Leedle Fur- nace Co. has increased its capital stock from $25,000 to $50,000. Otsego—The name of the Otsego Power & Manufacturing Co. has been changed to the Otsego Furniture Co. Detroit—The capital stock of the Detroit Accessories Corporation has been increased from $25,000 to $200,- 000, Greenville—Fire destroyed the new plant of the Michigan Marl & Fer- tilizer Co. Nov. 14. Loss, about $10,000. Kalamazoo—The Victor Wire Wheel Co. which recently moved here from Detroit, will float an issue of common stock with a value of $200,- 000. Coldwater—The Combs Milling Co. has sold its plant to the Amendt Milling Co., of Monroe. The busi- ness will be continued on a much larger scale. Detroit—The Gordon-Chapman Co. has been incorporated with an author- ized capitalization of $35,000, of which $26,000 has been subscribed, $942.87 being paid in in cash and $25,057.13 in property. It will manufacture beds. November 21, 1917 Jackson—Fire destroyed the flour and feed mill of the late George W. Thorpe, at the corner of Mechanic and Chicago streets, entailing a loss of about $3,000. Frankfort—The Benzie Auto Co. has been organized with an authoriz- ed capital stock of $10,000, of which $5,000 has been subscribed, $2,500 be- ing paid in in cash. Vulcan—The Armstrong Shovel Co. has been organized with an authorized capital stock of $10,000, $5,100 of which has been subscribed, = ,500 be- ing paid in in cash. Detroit—The American Machine Products Co. has been organized with an authorized capitalization of $10,- 000, of which amount $5,000 has been subscribed $4,000 paid in in cash. Flint—The Auto Supply & Electric Service Station has been incorporated with an authorized capital stock of $10,000, of which $5,100 has been sub- scribed and $5,000 paid in in property. Detroit—The Unilectric Corpora- tion has been organized to manufac- ture gas engines and electric lighting outfits with an authorized capitaliza- tion of $250,000, $125,000 of which has been subscribed and $100,000 being paid in in cash. Detroit—The Campbell & Mead Co. has been organized to engage in the manufacturing of brooms at 747 Tenth street, with an authorized cap- ital stock of $10,000, all of which has been subscribed, $3,500 paid in in cash and $6,500 in property. Holland—The Veit Manufacturing Co. has been incorporated with an authorized capital stock of $50,000, of which amount $40,000 has been subscribed, $15,000 being paid in in cash and $25,000 in property. It will manufacture interior finish and fix- tures. Detroit—The Crosby 6-5-4 Pro- ducts Co. has been incorporated with an authorized capitalization of $30,- 000, of which $22,500 has been sub- scribed, $7,500 paid in in cash and $15,000 in property. It will manu- facture paints, varnishes, soaps, enam- els, etc. Ludington—The new cigar factory of Lubetsky Bros. & Kleiner is near- ing completion. It is 180 feet long and 45 feet wide, with an L 50 feet wide, two stories. It is the expecta- tion of the owners to be able to be- gin manufacturing in the new quar- ters by Dec. 10. —— +2 Charles D. Lathrop, of Chicago, has taken the positon of sales manager of the Rindge-Kalmbach-Logie Co. Mr. Lathrop was connected with the shoe department of Marshall Field & Co. for eleven years. For the past three years and a half years he has been sales manager of the Harry M. Husk Shoe Co. He brings to his new position an enthusiasm and ex- perience which bespeaks success. Mr. Lathrop and wife are both delighted with Grand Rapids and have already explored’ much of the country round- about with their automobile. They are making their home at the Hotel Browning. — ++ : In these days of quick deliveries the man who watches the clock gets the raise in pay. ie ale ia 2 5 > > » ‘ menses mm & * peseenee- Ane . a ’ . — ; oli remem . . » ~ ¥ f ~ 4 ‘. \? | > November 21, 1917 MICHIGAN TRADESMAN SITE Te eI ee 208 2, A (See a UNG ooo ty seas RY «x» PRODUCE MARKET The Grocery Market. Sugar—The price of granulated is, of course, unchanged. Jobbers are filling orders promptly, but are re- stricting sales about one-half, so as to give every grocer some sugar to work on. From present indications no more cutloaf or cubes will be manufactured until after the war is ended. Soft sugars will not be in the market until after the first of the year. Tea—The position of Ceylon teas in American markets, which was some- what dislocated by the flood of Javas a while back, is in the way of material improvement, according to all pres- ent indications. Not only has the Java competition been greatly lessen- ed by the absorption of supplies com- ing on these markets but the shipping Situation at the primary point has caused a virtual cessation of ship- ments from Java. Added to this is the fact that spot stocks of Ceylons, according to all accounts, are very moderate and that late developments; are opposed to any material addit ons through shipments from Colombo. That market has shown a steady ad- vance for some time past, which has been decidedly accelerated within the past few days. Whether this was in- cidental to local conditions or was assisted by the recently avowed pur- pose of the British Food Control to relieve the great stringency in the English markets by buying up all of the tea remaining in Ceylon and In- dia for distribution among British consumers at cost is a matter for con- jecture. Coffee—The market continues weak and on a low basis on account of the very large available supply. Rio and Santos grades may go even lower. Canned Fruit—Offerings are light. There is a demand for practically everything that comes in gallon cans, but it is impossible to buy anything more than jobbing lots. Canned Vegetables—After the sharp decline in tomatoes of the past ten days or so canners are inclined to as- sume that the bottom has been reach- ed for the time being. Sales have been made, however, on the basis of $1.72% f. o. b, factory for Standard No. 3 Marylands. There are, however, some canners reported to have turn- ed down business on that basis. In other words, the Government level of $1.70 has not yet quite been reached. There has not been a great deal of activity, however, because jobbers are more anxious to obtain goods for im- mediate delivery than to make new purchases and trust to having to run the freight blockade, which has dis- organized business so completely. It is acknowledged that a premium over canner’s prices would be paid for goods on the spot, but there are none offering. There is considerable com- plaint that California canners are making short deliveries on tomatoes and some local brokers are quite bit- ter at the treatment they are receiv- ing, declaring that in some instances only 50 per cent. deliveries have been made and the same canners have sold unlabeled goods in other territory at higher prices. These practices, it is said, are more flagrant on the Coast than they have been East. There have been no changes in either corn or peas as yet, although for some rea- son jobbers here are expecting de- clines in both of these items. They seem to feel that the official reports of the pack are not consistent with present prices, and that there must be some supplies somewhere that are being withheld from the market, Nevertheless there have been no of- ferings at lower prices, although there have been no advances in prices since the licensing system went into effect. Canned Fish—Salmon shows no change as yet, although’ the price of $1.75, which the Government has fix- ed, throws a very destructive bomb into the market. In fact, it is about $1 a dozen below. current price. Eventually the market will go to the Government’s figure, without a doubt, but it has not done so as yet. The rumors are that canned whale meat will soon be offered in Eastern mar- kets. It is now being packed on the Pacific Coast. The Bureau of Fish- eries has also announced that atten- tion has been paid to the canning of seal meat. Both are said to be good foods. Dried Fruits—There is only one feature in the dried fruit situation at the present time and that is a scarcity of supplies. There is a complication of freight congestion. Government buying and uncertainty on the part of dealers as to the developments of the immediate future. It seems quite certain that there are no speculative supplies held in this vicinity. Usual- ly, in one way or another small op- erators, of the shoe-string variety, manage to acquire varying sized lots which are often in the aggregate, suf- ficient to keep the market supplied, and might have been welcome at a time like this. So far as could be learned, however, this fraternity dis- posed of its holding some weeks ago, evidently concluding that small prof- its were much more valuable than possible losses in the future. The fear of Government regulation prob- ably had a good deal to do with the selling. Large jobbers have not re- sold to any considerable extent, but they are unable to secure such sup- plies as they need to meet require- ments of their regular business. Con- sequently, retailers are receiving on their contracts only small allotments from time to time in the hope of keeping them going, but it is said that even this method is not capable of supplying everybody. It is prac- tically impossible to buy anything larger than 50s to 60s in the way of prunes on the spot, and even these sizes are not very plentiful. The smaller sizes are somewhat firmer in price, while Oregons are coming for- ward very slowly and are being sold subject to arrival. Cheese—The market is very firm, with prices ranging about “%c higher, due largely to extreme light receipts of fresh-made goods. The make ot cheese has now come to the point where there will be very few arrivals of new-made cheese. There is a good home consumptive demand and some export enquiry. The marks of old cheese are bringing the top of the market and commanding the high- est figures. Continued good trading is looked for in cheese and also higher best prices. The market on skimmed cheese is firm, with very light re- ceipts. Provisions—The market on lard 1s very firm, quotations averaging 1c per pound higher than last week, due to a very heavy consumptive demand and an extreme light su»ply, local packers killing enough their im- mediate needs. The market on com- pound is very firm, with quotations about “ec higher than previous quo- hogs for tations, Compound is in very light supply and there is an extremely heavy demand for same. Refiners of this product are having consider- able difficulty in securing the raw product. Higher prices are looked for in this commodity in the immedi- ate future. The market on smoked meats is firm at unchanged quota- tions. There is a very light supply and a good consumptive demand. Dried beef is steady, with unchanged quotations, there being a good con- sumptive demand and a moderate sup- ply. Barreled pork is firm and un- changed, quotations about the same as last week, there being a light supply and a moderate consumptive demand. Corn Syrup—Demand from manu- facturing consumers is heavy, keep- ing producers sold well ahead and imparting a strong tone to the mar- ket. Sugar Syrups—The market is still practically bare and must so remain until supplies of raw sugar at the re- fineries are more liberal. The few lots coming out are quickly absorb- ed by exporters, who are readily pay- ing top prices. Molasses—Lack of supplies pro- hibits business for prompt delivery, and so far as can be learned there is no prospect of early receipts from the South. Rice—In view of the continued up- ward trend of prices at primary mar- kets, it is believed that when. trans- portation conditions admit of the re- sumption of business it will be at prices considerably higher than those now current. 5 Pickings Picked Up in the Windy City. Chicago, Nov, 20—The Chicago branch of the Y. M. C. A. again went “over the top,” collecting in the first week over half of what was asked for. Chicago people are surely doing their bit, when one stops to consider all of the different matters which have had to be taken care of. They have gone “cver the top” on the Liberty Loan, Red Cross and local charities. A very interesting news item ap- peared in all the Chicago dailies last week, to the effect that Harry New- man, President of the Newman-Strat- ton Company, distributors of the Maxwell had listed all of the grocery throughout the city which were trying to live up to the daily price list of food the Food Com- missioner recommends and that he would be glad to direct any person Or persons to the stcre nearest his home where these prices will be main- tained, stating they had added a num- ber of operators to take care of this special work. From what information the writer can gather these operators have been kept very busy. One of the most important matters confronting the School Board of Chi- cago to-day is that of the penny linch. Up to a few weeks ago the children in different schools through- CaFs, stores out the city were served fer one penny a,bowl of soup and a sand- wich. Of late they have been getting a bowl of soup or sandwich which the city physician claims is not suf- ficiently nourishing, A small appropri- ation of not to exceed five or ten thousand dollars would enable the full lunch to be kept in force. No doubt public opinion will be on the. side of the pupil. From Dec. 1 to 9, the International Stock Show will be he!d at the Union Stock Yards. This is a yearly event in Chicago and has a great following, especially with the Western people. All of the Chicago Elks are feeling very chesty right now. One ought not to blame them, for they have re- cently opened up one of the finest temples in the West, located on Wash- ington street, between La Salle and Wells street (formerly Fifth avenue.) [It is said that the latch string never wears out and all Bills are welcome. Real estate deals in Chicago were not much to talk about last week. They were few and far between. One of the many court trials now holding the attention of the public is that of former Chief Healy, one ot Mayor William Hale Thompson's ap- pointees. Graft is the charge. Chicago is doing its part to con- serve the coal supply at the present time, All large electrical display signs are dim from dusk to 7:45 and also after 11 p. m. Frank Annibale, who has been the manager of the Morrison Hotel drug store for the past three years, has handed in his resignation, effective at once. Mr. Annibale has accepted a position as traveling salesman, cov- ering a number of Eastern cities, rep- resenting a number of staple articles going to the drug trade. It is much easier to get a glass ot intoxicating liquor in Chicago an Sunday to-day than it is for anyone to have served to them meat on meat- less Tuesday, or wheat bread on wheatless Wednesday. This applies to all the hotels and restaurants throughout the city. The invitations mailed by the Chi- cago papers to the Great Lakes Naval Training Station, inviting the jackies to partake of Thanksgiving dinner at private homes were so numerous that the Commander of same notified the public that if they accepted all of them there wouldn’t be a corporal’s guard left at the training station. This goes to show that the Chicago people are Icoking after the boys. Charles W. Reattoir. If we knew better we would all do better. UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, Nov. 19—The en- terprising firm of A. Westin & Co., Newberry, purchased a herd of fifty beef cattle from John Fyvie last week, which will be sold in their retail market. The purchase will be about a five weeks’ supply for this concern. The little village of Hendrie is getting to be some place, now that the D. N. McLeod Lumber Co. is putting in a big lumber camp there. It has petitioned the Chippewa Coun- ty School Commissioner for a school at the camp. The camp has found it dificult to keep men there unless there are school facilities for the children. The company has signified its willingness to erect a suitable building providing the county will do its part. The St. Ignace Business Men’s As- sociation got together last Tuesday for a big dinner. They also invited the ladies. After the usual routine, the remainder of the evening was spent in card games. This get-to- gether movement is found to be very succesful and the business men find that co-operation and working to- gether not only proves profitable but is entertaining as well. They are looking for many more just such get- together meetings during the winter. From all accounts, the prediction that by reason of the draft calling thousands of young men into the service, coupled with the labor short- age, there would be fewer hunters in the woods this fall than in previous years, has not proven true. Accord- ing to figures given by Joseph Wen- zel, well-known purser of the Macki- nac Transportation Co., giving the figures including the morning’s trip of the car ferry Nov. 14, 2907 hunters came across the Straits, bound for various parts of the Upper Peninsula, which was more than at that time last year. The rush is also on in the various cities and towns in Clov- erland, and it is rather difficult to find many of the business men who are camped in the woods in search of deer. While the supply of deer coming in is not very plentiful, there is no lack of opportunity for the deer not being rudely dealt with when running at large at the present time. Five carloads of cattle and hogs were shipped out of Newberry last Friday to the Chicago market. Clov- erland is getting to be some country for raising stock and is now doing its share to increase the meat supply for the entire country. Newberry reports a large deer be- ing killed by a South Shore locomo- tive, between Newberry and Dollar- ville. last week. The game warden turned the deer over to the State hospital. Oscar Denkmann, who for the past year has been in the employ of the Cornwell Company as book-keeper, has resigned his position to take a course in military training in one of the New York military training schools to fit himself for the enlist- ment later. Mr. Denkmann has made many friends while at the Soo, who regret his departure, but hope to see him back after the war. Mr. and Mrs. I. B. Jefferson and daughter left last week for Jackson- ville, Florida, where they expect to make their future home. Mr. Jeffer- son has been conducting a general store at Sailor's Encampment for the past year. The cash and carry parcel business at the Soo, which was started by the Soo Co-operative Association under the direction of the hustling manager, Leo LeLivre, has proved to be a won- derful success, practically doubling the business. It is now being adopt- ed by others. Dick Bass, another of MICHIGAN TRADESMAN our enterprising grocers, has just gone another step further by offering 5 per cent. discount to purchasers who pay when groceries are delivered to the door. Dick has a good auto- mobile and enjoys the drive, so that he is amply repaid for his extra generosity. “Don’t be a chronic kicker. If you must kick, do it swift and sure.” Paddy Moher, manager for the John D. Oil Co., in company with Mr. Smith, also of the Soo, made a visit to Sterlingville last Wednesday. From all accounts business was good with them and the hunters had no effect upon the wares they had to offer. E. W. Doke, of Escanaba, was in Manistique last Tuesday for the pur- pose of opening a business college in Manistique. He has made arrange- ments with the Secretary of the Chamber of Commerce, so that all who are interested in either a day or night school should get in com- munication with him. William G. Tapert. 22> Late News From the Saginaw Valley. Saginaw, Nov. 20—Saginaw Councii held a very interesting and well attended meeting Saturday night. Three new members were received through initia- tion and one by transfer, as follows: Ed. G. Goembel, representing the Sag- inaw Medicine Co. and living at 1026 South Washington avenue. Ed. J. Sonnenberger, representing John Sonnenberger, this city, and living at 113 South Fifth. L. W. Lambertson, representing Sy- mons Bros. & Co., Saginaw, and living at 324 North Warren, city. Fred C. Striffler, salesman for the Pittsburg Steel & Wire Co., and living at Caro. He was received by transfer from Council No. 201, Waterloo, Iowa. Mrs. M. V. Foley, wife of our beloved “Mike,” is at the Burleson sanitarium, Grand Rapids, where she was operated on Friday. Late reports are that she is doing nicely. We extend our sym- pathies and best wishes to Mr. and Mrs. Mike. The ladies of the U. C. T. were pleas- antly entertained at the home of Mrs. Horace Fox, on South Warren avenue, Thursday. The ladies are devoting much time to the work of the Red Cross. No. 43 subscribed $25 toward the war camp community recreation fund. Ben N. Mercer sprung quite a sur- prise during the evening by stating he would not be a candidate for re-election as Secretary of No. 43, his object in early announcement being that the Council members could do some figuring of a future Secretary. Ben has done noble work and his services will be missed and the vacancy hard to fill. Between now and the January meet- ing, life will be miserable for those traveling men in and around Saginaw who do not belong to the U. C. T. Sen- ior Counselor O. C. Gould appointed two captains for the membership teams —Ed. Knoop on one side and Archie Dorman of the other. To pick the win- ner at this distance would be impossible. Both boys are live wires and will be out to win. The losers in the contest are to give a Hoover banquet to the winners. Old No. 43 now has 235 mem- bers, so look out, you big comets of the State. we’re coming. William H. Wallace. of this city, gen- eral manager of the Michigan Sugar Co.. has been appointed as a member of seven on a war council of Michigan manufacturers and as a representative of Saginaw. The Saginaw Shipbuilding Co. has increased its capitalization from $350,000 to $500.000. This will mean a larger force of employes and a bigger industry for Saginaw. The first order to be filled is six ocean-going ships to be de- livered November, 1918. Over 300 men are now at work constructing the yards and buildings and work on the first ship will begin next month, What Saginaw needs now is laborers of all kinds. There is a cry of a short- age of help among the factories and it will be still worse after this week when almost 200 of our young men leave for the army cantonments. Following is a letter from one of our boys at Waco, Texas, which will be interesting to many and especially his friends in answer to our sending him, as well as all the C. C. T. boys in camp, a couple of weeks ago a box of cigars. Mr. Hierin has just received a Second Lieutenant commission of which we are all glad to hear: I was much pleased to recetwe the box of cigars a few days ago, and in replying, ask you to pardon the seem- ing untidiness of my stationery, which I know you will do, when I inform you that we had a typical Texas sand storm yesterday, since which time, life is just one clean-up after another. The old 33rd Michigan landed here on the 13th and immediately ceased to be; we are now the 125th Infantry, and Company letters have been changed entirely. The old F Company from Saginaw is now K Company, and my own company, the old H, is now M. With all the re-arrangements and splitting up of companies, we have hard- ly gotten squared away yet, but we are working at the eight-hour schedule, and have had our first two shots of Para-typhoid, which is well named, in comparison with the first three of ty- phoid we had. Not that it produces much soreness of arms, but it seems to spread a sort of feeling of age and decrepitude through the system that hangs on for about forty-eight hours. Liberty bonds went like hot-cakes here, our company taking nearly $23,000 worth and the 125th Regiment over $180,000.00 with final returns not yet in. Of course the soldiers have the privilege of alloting out of their pay over a per- iod of ten months, but I understand that a similar privilege is offered to civilians, and I firmly believe that if the big majority of our good people could see how eagerly all the boys signed up in this camp, a drive for Bonds wouldn’t be necessary, the drive would be to keep from selling too many. Speaking of the schedule, it is well- timed, in fact so well so, that some of the boys claim that if they make a mis- cue and break a shoe-string in the morn- ing, they either have to miss their break- fast or their morning visit to the latrine. It is strenuous, though, with the eight hours work in the field, school at night, wash-day, inspections, etc., but it is just what our gang needs to remove some of the surplus pep, or rather divert it into proper channels. I won’t bore you further, but do want to thank you kindly for remembering me, and assure you that I will be glad to hear from any of the boys of No. 43 who may find the time and inclination to write me. Will you please see that my address is made known to the bunch? November 21, 1917 CANNED GOODS SITUATION. Ever since the licensing rules went into effect and for some time before that, as a matter of fact, business in the canned goods trade has been very quiet. The rule requiring jobbers to sell at a cost-plus-profit basis proved to be a good deal of a stumbling block. Some jobbers had goods com- ing to them on contract placed early in the season as ‘futures,’ some at the lowest prices that were made and graduating up to the highest; others, beginning higher, also purchased clear to the top, but in varying amounts. If, as the original interpretation of the rules seems to indicate, each lot would have to be sold at its own cost basis, the mere book-keeping and labor involved would be almost im- possible of accomplishment, and in- stead of a stabilized market nothing more erratic could have been devised. The new ruling of the Food Ad- ministration, therefore, has @leared this all away. Jobbers may average their costs on purchases made prior to November 1. Naturally such a ruling had to be surrounded with re- strictions or there would be all kinds of averaging, to say nothing of re- averaging every time a cheap lot was disposed of. Hence, there can be only one average, that is, a jobber may take his stock on hand purchased prior to November 1 and average his costs. Having arrived at this average and having placed it in actual use, in computing his selling price, it must thereafter remain until all such goods are’ disposed of. But he must aver- age only like things—things of sim- ilar classification and grading. He must remember that peas are peas, and that beans are beans, so that they cannot be averaged together, The ruling is sane and simple and merely calls for plain honesty. About the only item on the list of canned goods that has thus far felt the effect of the Government’s prices is tomatoes. These thave dropped from the artificial basis of $2 down to $1.72%4 for No. 3s, as against the Gov- ernment’s price of $1.70. Just why the commercial buyer should pay more than the Government is not quite clear, but canners seem to think so, for the present at least. Other items remain ‘unchanged, but ‘there have been no advances made. ++. ____ Every man must catch cold for him- self, OHIO BLUE TIP MATCHES SILENT WITCH MATCHES 204-6 Ellsworth Ave. C.W. Mills Paper Co. Wholesale Jobbers Paper and Supplies Twines, Notions, Novelties Stationery, Inks, Mucilage and Paste Ledger, Journal, Cash and Day Books Western Michigan Distributors for OHIO NOISELESS MATCHES ROSE BUD MATCHES Grand Rapids, Mich. a {\ # i ee ye é “ 4 o ' t « Rr > dy eae | y B “~ Ais ¢ © { 5 vite & eS ~ ’ — ~ < a . mA» 7) ° - 4 ~ *. f= Aare ne pa Te, ‘ = a * a Sx: on “ November 21, 1917 MICHIGAN TRADESMAN Let Us Be Patriotic lTogether These are trying times and there are many problems coming to us every day which demand our attention and consideration and should be solved in a manner that is satisfactory under the circumstances and fair to all parties concerned, Let us realize that with all the perplexities which are upon us that most of us are living under unusual pressure. Therefore, let us be considerate of the other fellow. Let us make every effort to promote the interests of all of us. This is no time for individual striving, but rather a time for collective operating, Business must go on as nearly as it can according to the customs which existed prior to the war, but we must keep clearly in mind that the good of all of us is now more necessary than the interests of any one of us. War has brought with it unusual conditions which have changed materially the relations between business men, and occasion has arisen whereby, in order to take care of the Government, individuals have sometimes given way, which has meant reduced delivery on contracts. If contracts are not filled in full or shipments are delayed, let us bear in mind that conditions are unusual and that this is probably due to war conditions, rather than any selfish desire or unfair methods. Let us appreciate that to adjust our business to war conditions, all of us must co-operate with one another and endeavor to do our part to adjust business to these new conditions. Let us continue to compete with our neighbor along legitimate lines. Let us all refrain from taking advantage of any of the unfortunate condi- tions which may arise among our competitors, due to war conditions. Let us collectively and individually undertake all legitimate measures we can to put business on a good basis and to continue to improve conditions in such a way as shall contribute to the winning of the war. Let us go as far as we can towards promoting our own interests, but let us remember always that as long as the war lasts, we are one people with a common cause, working together! WORDEN GROCER COMPANY The Prompt Shippers GRAND RAPIDS---K ALAMAZOO POND a (Unlike any other paper.) Each Issue Complete in Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. Two dollars per year, if paid strictly in advance. dollars per year, if not paid in advance. Canadian subscriptions, $3.04 per year, payable invariably in advance. Sample copies 6 cents each. Extra copies of current issues, § cents; issues a month or more old, 1@ cents; issues a year or more old, 25 cents; issues five years or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. November 21, 1917. THIRTY-FIFTH YEAR. This anniversary edition of the Michigan Tradesman is published in celebration of the completion of the thirty-fourth year of publication and the entering upon the thirty-fifth year. Thirty-four years is a long time to look forward to, but it does not seem nearly so long to look back over, be- cause the years have been years of pleasure and profit—pleasure because of the faithful service rendered and profit in more than the narrow aspect of financial returns to a single class. Mingled with the disappointments and accomplishments of these many years have come the formation of lasting personal friendships which can only be severed—or suspended—by death, and a mutual feeling of confidence and co-operation between reader and editor which has increased in depth and sincerity as the years have mark- ed themselves off into history. Prob- ably no trade journal editor in the country has so large a circle of strong personal friends as the writer, be- cause of the close touch he has kept with his readers ever since the Trades- man was established, which he hopes to maintain so long as he is permitted to remain in his present position. The editing of a paper like the Tradesman has long ceased to be merely a financial arrangement. It has become a labor of love, because of the pleasant associations it per- petuates and the atmosphere of good will which pervades and dominates the work. The advantage of this per- sonal relation is apparent to all con- cerned, because acquaintance begets a feeling of mutual confidence and ap- preciation on both sides which is ot benefit to both. Without this mutual relation, which comes only after years of faithful service on one side and constant support on the other, the editor fails to do his duty to his readers because he lacks the inspira- tion and encouragement which are the mainsprings of a successful ca- reer. The past year has been the most critical one in the history of the country. Particularly has this been true of the merchant, because increas- ing costs, both in merchandise and selling expense, have presented many new problems which he has been MICHIGAN TRADESMAN forced to face and work out, The same is true of the trade journal. Re- markable advances in the cost of pa- per, ink and nearly everything else entering into the make-up of the pub- lication have increased the burden to a point which no advance in subscrip- tion price and advertising rates has been able to equalize. There has never been a year in the history oi the Tradesman when the returns were so small, considering the effort made to secure satisfactory results, from a financial standpoint. Notwithstanding these drawbacks, which have been precipitated by the greatest war in the history of the world, the Tradesman enters upon another publication year in the be- lief that it has never rendered more valuable service to its readers than during the year just passed and that the year to come will demonstrate that every dollar paid the Tradesman by its readers will be returned to them in tenfold measure. Surely there never was a time when the care- ful merchant—who aims to do his full duty to his creditors, customers and the Government, as well as himself— needed the assistance of a _ well-in- formed trade journal as now. Changes in methods and practice are of almost daily occurrence. The rule of to-day may be tabooed by the ruling of to- morrow. Customs which bear the dust of ages have been instantly swept away by the summary action of gov- ernmental dictation in the interest of better service and greater efficiency. Old methods of accounting and still older methods of computing profits and establishing prices have been eliminated. A new era has dawned on the mercantile world and we find ourselves confronted with novel ideas, arbitrary rules, unheard of customs— and summary punishment for any violation of the iron clad rules laid down by the strong hand of govern- mental authority. Such radical changes were never foreseen by the trade and many merchants have ac- cepted the situation with grumbling and protest. The rank and file, how- ever, have assumed the burden with zest and cheerfulness, accepting the situation in a philosphical spirit, de- termined to do all in their power to strengthen the hands of the Govern- ment in every measure it suggests and every rule it promulgates to as- sist in the successful prosecution of the war. As to the future of the Tradesman it is content that the conduct of. the publication in the past may be ac- cepted as a criterion of the future. The same general policy which has prevailed since the Tradesman was established in 1883 will be maintain- ed. New ideas and new methods of merchandising will, of course, require the same careful consideration, dis- cussion and action which radical changes and innovations have receiv- ed in the years which have slipped in- to history. One of the greatest changes which has taken place since the Tradesman was established is its viewpoint on the subject of fire insurance. As originally organized and conducted, the Tradesman could not see its way clear to commend mutual insurance for retail merchants, because in the days when the insured was forced ‘to sign a note and become in effect a co- partner with hundreds of other pclicy holders, the act created a_ liability which no dealer who has merchandise indebtedness ought to assume. Re- cent Legislatures have so modified the laws governing mutual fire insur- ance that mutual insurance compan‘es may now be organized on a safe and equitable basis and so conducted as to save the insured from 25 to 50 per cent. over the rates charged by the stock insurance companies. Even this saving would not have caused the Tradesman to espouse the cause of mutual fire insurance as it has done but for the fact that the stock fire insurance companies have gradually become despots, instead of servants —influencing legislation by corrupt methods, securing court decisions by underhanded means, raising rates un- necessarily high, issuing thousands of policies which are clearly invalid and delegating the settlement of losses to irresponsible agencies which have deliberately swindled policy holders who have sustained losses by fire in hundreds of cases. With full knowl- edge of these facts, fortified by docu- mentary proof, the Tradesman under- took to remedy these abuses by direct and personal appeals to the companies themselves. Instead of being met in the proper spirit, all overtures were greeted with jeers and sneers and in- sults. The officers of many com- panies admitted the truth of all the allegations, but assumed a “public be damned” attitude which left the ' Tradesman but one alternative—to as- sist in every way possible in the cre- ation and maintenance of mutual com- panies which will do business along honorable lines and reverse the ne- farious methods of the stock com- panies. This work is going bravely forward and within a very few years it will not be necessary for any mer- chant to exchange good money for an insurance policy which is not worth the paper on which it is writ- ten. In some respects this is the greatest work the Tradesman has un- dertaken in behalf of the retail mer- chant, but it is only one of the achieve- ments it has accomplished during its long career as the faithful servant and conservative advisor of its readers. The Tradesman believes that in in- teresting its readers in the subject of mutual fire insurance it is doing them a three-fold favor—saving them money, keeping the profits of the business in the State instead of send- ing them East or abroad, and ensur- ing them honorable adiustments of their losses in case of fire. Of course, the fact that a company is doing busi- ness on a mutual basis does not en- title it to the confidence of the trade. It must be properly organized, prop- erly officered and properly managed to entitle it to the support and rec- ognition of the Tradesman. ee MORE LEADERS NEEDED. If people were brave enough to be independent they would not wait for popular movements to begin various economies. Housewives willingly sign pledge cards to conserve food. November 21, 1917 They respond readily to the cash and carry system where a sure saving is apparent, but how many take with them receptacles in which to carry home goods with the definite view of saving wrapping paper, twine, paper bags, wooden butter and lard dishes and tin pails? Evidently it is up to the grocers to inaugurate a system to this end by letters of appeal or by posting signs such as: “Bring your sugar pail to be filled and save paper bags.” “Bring your lard pail’ “Bring your basket or sack for potatoes or vegetables.” “Don’t burn your flour sacks. We can use every one if you cannot,” and so on. It is no trouble to follow the crowd, but for any one to step aside from the ordinary cus- toms without a leader, without the example of prominent persons or without an appeal from some one in authority is to provoke comment to be looked upon as ec- centric. In economy as well as other things people wait for leaders. They are too unassuming to make them- selves conspicuous, They want pop- ular approval before they begin a re- form. They want the assurance of plenty of company in any course or cause. Let people think for them- selves how they may save, then begin in their own way and do ther best until others join them or until bet- ter plans are made known to them. The present is no time to wait for leaders. Be a leader yourself—not by going about and persuading others to join you—but by doing the things most needed to be done and be sure if it appeals to others they will fol- low your example. This might well apply to grocers and others. There are items in your stocks that are not necessary or beneficial to any one. Close them out. Do not re-stock. Perhaps it is gum, candy, trash or knickknacks. Your time now ought to be too valuable to spend dealing out such things to people who have no higher 'purpose in life than to pass away time with these things. It is coming anyway. Do not wait until the Government tells you not to sell the things you well know are a waste, a loss or a damage to the purchaser. Be a leader! sneer Kansas merchants have been more fortunate than their Michigan fraters in suppressing trading stamps. The Kansas Legislature of 1917 enacted a law prohibiting the use of any trad- ing stamps in that State. As soon as the law went into effect, the Topeka agent of Sperry & Hutchinson was arrested and convicted by the Shaw- nee county district court. He took an appeal to the Supreme Court, which handed down on opinion Nov. 10, holding the law valid. There is only one course open for Sperry & Hutchinson and that is to pay the $500 fine imposed on their Topeka agent by the district court and retire from the State. Fortunately, the Kansas law did not include the ex- ceptions in favor of manufacturers’ trading stamps which caused the highest Michigan tribunal to hold the Michigan law invalid. ba asunasseuseasuansmeeeseeee nel Se eae estssaraouenacesfonastessesatneramiseaua Science can cut through almost anything—except mental concrete. 4 > f % iv fe « Ty | " * . tt a¥ " ‘we ¢ | i? | Me pV ug i - > » 2 ~ a e « s 5 . , ‘i aaa. SO! Cos te 3 y*? , + . a » é a « < . » F hee ponies November 21, 1917 MICHIGAN TRADESMAN 7” ~ nn - - s * a x = ke : A © eerie gf pen TA 3 Le " = ¥ ° - ; < ov ‘ oe * v w ¥ ASSETS $2,471,351.65 SURPLUS TO POLICY HOLDERS $435,179.57 OF IOWA EXECUTIVE OFFICES --- GRAND RAPIDS, MICHIGAN INSURANCE IN FORCE $58,403,744.00 POLICIES PROVIDE FOR PAYMENT OF DOUBLE THE FACE AMOUNT FOR ACCIDENTAL DEATH ANNUAL INCOME FOR TOTAL DISABILITY : OR LOSS OF ONE EYE ONE HAND ONE FOOT PROTECTS YOU WHILE YOU LIVE -- YOUR FAMILY WHEN YOU DI£ WM. A. WATTS PRESIDENT CLAUDE HAMILTON JOHN A. MCKELLAR 1ST vVICE-PRES. 2ND VICE-PRES. RELL S. WILSON, SECRETARY CLAY H. HOLLISTER, TREAS. MICHIGAN TRADESMAN November 21, 1917 10 eS Aelia C SSN Zia 4 GSS = a ae \ cet. = = -. eS < > : = = = mS = » a: ue ; = 1. Sr 3 ZREVIEW ert: SHO KET 5 a = @ a : | a = =. ; it — = 3 Bf YS . } = Ja = = ‘ , B ya = - i¢ia Ay — Lob SIF _) Ape LY 7 "a Stl AE Se 1K (>> \ SN ‘ Mf ul Fee Shoe Store Equipment as an Invest- ment. Written for the Tradesman. The term equipment as applied to the shoe store includes all store furni- ture and fixtures and whatever else of an accessory nature may be used in the store for the accommodation or display of merchandise. The ar- rangement of the stock would come under the general head of equipment. All in all, it is an important matter for the shoe dealer. Much depends upon equipment. Among some primitive peoples where exchange and barter have not been developed to the extent they are in civilized countries, travelers have told us that some of the shoe mer- chants display their shoes—most of them being of the sandal type, made from wood or straw—on the bare ground under a blue sky. At night- fall, when the day’s business is done, they gather their remaining wares into a big bundle and carry them home for the night. Bright and early they are in their place for the next day’s business—provided, to be sure, some competitor hasn’t beaten them to their favored location. Such merchants have reduced equip- ment to the minimum—making it to consist simply of a wicker basket or a big, stout bag in which to carry their merchandise back and forth from the place where they spend the night to the location where they do busi- ness during daylight hours. That would seem to be the irreducible min- imum in the matter of equipment. In a civilized and highly conven- tionalized country such as ours, the shoe merchant must have a store in order to secure and hold the trade of customers. And, in the matter of equipment, there are certain thines that have come to be rather general- ly taken for granted in the way of necessary equipment. For instance. the stock must be arranged in such a way as to make it easily accessible, so the merchant or his clerks may get at it quickly. For shoes, the shelving plan has proved to be the best meth- od of stock arrangement. The shoes come in cartons—and these may be placed just as they come on the mer- chant’s shelves, or he may have the uniform carton, which is far better; but findings and subsidiary stocks, coming in different sized containers —boxes, tins, parcels and what not— present to the merchant a more com- plex problem of stock arrangement and display. It isn’t enough merely to have mer- chandise convenient and accessible, it should also be displayed. It has taken the retail shoe dealers of this country a long time to grasp the im. portance of display in the sale of footwear. They have had their show windows for a long time, it is true; but the arrangement of interior of the store was generally suchas to conceal, rather than reveal, the merchandise they had on hand. In other words, they made a good beginning in the windows fronting the street, but they did not keep up the idea of display on the inside of the store. When the customer came in he saw only rows and tiers of variegated or uniform cardboard boxes which were supposed to contain shoes. Of material, style, workmanship and the like, the cus- tomer of course could have no idea whatever until the cartons were op- ened one by one, and the right shoe brought forth to be examined, slip- ped on and compared with other rights—a process often sufficiently tedious for both parties to the trans- action. How greatly it would have simpli- fied matters if the display-idea begun in the window outside could have been carried forward on the inside of the store. There is a far larger per cent, of people than one would imagine who will sell themselves a pair if given the opportunity. In the psychological laboratory it has been demonstrated that the eye-gate is the safest and quickest route to informa- tion—in fact the chief gate to knowl- edge. And likes and dislikes depend upon information about things. Dis- playing is creating wants. Now all this is so elementary it sounds like a kindergarten lesson in merchandising, and yet to any man who has been about and taken a slant at a good many different shoe stores in towns and cities of different sizes and sorts, it will appear to be a fact that cannot be denied, that the aver- age shoe merchant doesn’t yet fully realize the importance of displaying shoes. There is still far too much concealment. Showcases and interior cabinets of one sort and other, with perfectly transparent, dust-proof glass tops and fronts, where shoes and other mer- chandise proffered by the shoe mer- chant, may be arranged and display- ed—is the one solution of the prob- lem,-and the big need of the day. Why must retail shoe dealers fall in- to the everlasting goose-step of those who have gone before? What’s to hinder breaking away from the old- style, old-fashioned, time-honored custom of arranging a shoe stock? There’s no law against originality. On the other hand, there is a flatter- ing prospect of bigger and better success for the fellow who's game enough to cut the caper. Showcases should be more gener- ously introduced. Wall cabinets should be installed. Shoes should be more in evidence in a shoe store. Yes, and whatever else the shoe deal- er may have for sale, should be dis- played and wrought into trims—in- side the store as well as in his front windows. In the matter of furniture, much may be said. Furniture serves a two- fold purpose in the store: it is for use and for ornament. The plainest, sim- plest and most inexpensive chairs or settees might answer the purpose insofar as sheer utility is concerned, but such things will not do if one is fitting out an attractive store—one that is beautiful as well as convenient. In the arrangement of an attractive store there are certain fundamental principles of color, balance and con- sistency that must be observed, if one hopes to produce satisfactory re- sults. Manufacturers of shoe store furniture and fixtures will be glad to help the local dealer solve the problem of his special requirements, And this whole subject, of course, is so vast that only a few of the most general things about it may be: set down here. But to get the right effect the color of the open wall spaces and ceiling, and the finish of the wceodwork of the store, should of course be taken into consideration in the selection of finish for the store furniture. To get it just right in some instance will re- quire a special rather than a stock finish. The equipment of a new store or the refitting of an old. out-of-date one will necessarily cost money these days, but even so it is a good invest- ment. For more and more people are going to patronize the shoe store that is modern in arrangement and equipment. Cid McKay. ———_23>___ November on the Farm. Written for the Tradesman. T love the chilly days that come “Long in November, when there’s some Of winter’s tingle in the air; The shucking done, and the crib is there Chuck full of golden ears*of corn A peekin’ through the cracks each morn At yeller pumpkins in the shed Just lonesome ‘cause they’re harvested. The taters dug; yet I do hate A pullin’ tops, from morn till late— Or gath’ring up the little ones Pa calls the pig pertaters: tons Of them he has each year; when cooked With chop and pumpkins, why it looked To me his hogs and little swine Have food to eat as good as mine; And oh! how fast small pigs will grow If only food is cooked you know. Then hangs the blue-jay ’round the farm A huntin’ for some place that’s warm More sassy jes because he sees He's the only bird now in the trees. When th’ wat’ring trough is almost froze An’ horses don't bubble with their nose Like summer time, but each one sips The ice cold water through the lips. The rooster now delays his crow Because the dawn does linger so. I love to rake upon the ground The fallen leaves that lie around Full ankle deep beneath the trees To bank the house—else it will freeze The vegetables now stored below And which we use through months of snow. The cellar warm has lots of stuff That mother makes—and good enough To set before a king:—an’ say, I'll match her sweetmeats any day Against the finest in the land. So now I know you'll understand The why my heart jes sings and hums When with its chill November comes. Charles A. Heath. o> A Plan Customers Appreciate. For the convenience of travelers a hotel in a small town prints the railroad time-tables on its menu cards. The little help is appreciated, the manager says. STORE’S STRONG ARM. How It Reaches Out to Distant Cus- tomers, Merchants, who as a war measure, are curtailing their service, should make a sharp distinction between the service that actually sells goods and the service that only runs up expense. By no means is all of the service that is given in stores unproductive. A portion of it pays its own way and nets a profit besides. Making it convenient for people to buy is the very heart of our modern theory of distribution, To get the actual necessities of life, people will go to any trouble that they may have to. But when it comes to things that they could easily get along without, the average person will travel only a buying path that offers little resist- ance. General knowledge that the product exists and its accessibility to those persons who desire to own it and have the ability to buy it, are the things in merchandising that make the sale of an article possible. Retailers have adopted dozens of conveniences that facilitate the sale. True enough, the store can dispense with many of these, and its cost of selling will look healthier for the rid- dance, but at the same time still oth- ers of these conveniences actually sell a lot of goods at a low rate of ex- pense. Before chucking a service, the merchant should be sure to find out on which side of his profit and loss account its cost has been going. An example of a service that may look extravagant on the face of it, but which in many cases has been found to pay its way, are the shop- ping stations which quite a few big stores have established at outlying points in their trade territories. This plan is not entirely new, but for one reason or another great impetus has been given to the idea during the last year. Retailers, in some! sections, whose summer business was always depressed because their best trade emigrated to a hot-weather resort, suddenly hit on the plan of extending their service to the temporary abode of their customers. Buying booths were opened at the summer colonies. Here two or three competent sales- men or salesladies, who had a wide knowledge of the store’s merchandise, were put in charge. Colonists who may have become interested in the store’s advertising, catalogues or let- ters, but who hesitated to order through the mails, because they want- ed more information, could go to the merchant’s local station, find out all they wished about the goods they wanted to buy and then place their orders. It is a device that extended a much appreciated convenience to people who were unable to visit the store. The military situation has done much to develop the same plan. Cloth- ing stores, tailors and others have established agencies at Officers’ Re- serve Training Camps and at various cantonments. Many of these agencies are doing a land-office business. But probably as good an example as any of the growth of this service is the recent experience of T. Eaton +.—____ Does the merchant ever wonder why the farmer hangs on to mail or- der buying when at least half the times he visits a grocery he has to “wait until we get this delivery off,” before he can unload his produce that he promised them or get his empty crates, bags or baskets, or get pay for his stuff, and then leaving his or- der for groceries until he can transact other business in town, comes back to find nothing put up? oo Ee & a. 6 - Fa 7 i November 21, 1917 MICHIGAN TRADESMAN 15 ' + Ce . Go ee oe Established 1885 || Alfred J. Brown Seed Co. Growers, Merchants and Importers - OD mw * WP ® ao on Fe OO 4 + © Der DO DO ct es OSD r * mS OD ~ oe Warehouse & Office mn Ss Sy —. + OP P48 A ae mes oe AOTIEEGE v ee : . 5 st CLEC Tee eee a i : ~~ : aan Sie CAT 1-8 Be : DS Se em tt ete § Ye Grass, Agricultural and Garden Seeds oo Peas, Beans, Pop Corn and Onion Sets FP Onna nVUeTda dm i Cos oo eS ‘| Grand Rapids a. 2 Michigan 16 MICHIGAN TRADESMAN November 21, 1917 TELEPHONE RATES. Cogent Reasons Why They Should Be Advanced. The question is frequently asked nowadays, “Why is it that telephone rates have not been raised?” Possi- bly an answer to this question will pave the way to a better understand- ing of why telephone rates should be raised now. Telephone companies, as well as most of the other public utilities, have felt the burden of the increased cost of material and labor very keenly, and yet, notwithstanding these increased costs, there have with few exceptions been no increases in the rates. Telephone companies have been able, to some extent, to offset the in- creased cost of labor and material by economies in operation and increased efficiency in handling their property. One of the economies in operation has resulted from the use of auto- mobiles instead of horses. In coun- try exchanges, where there are a great many miles of lines to take care of, troublemen are able to cover the same territory with a big saving in time and in that way great economy in labor has been accomplished. In the city where crews of men are em- ployed it is possible to cover more ground and do a great deal more work by using automobile trucks instead of teams of horses On account of the extremely high price of copper it has not been deem- ed advisable to build many additional toll lines during the past few years, but the toll line facilities of the Citizens Telephone Company have been increased to a large extent by the installation of what is known as “phanton circuits.” Where we have two physical circuits of the same kind and size of wire between two points, we are able, at a small ex- pense, by the installation of repeating coils and other apparatus, to install another circuit called a “phantom circuit,” and in that way have avail- able for service three circuits where we actually have only two pairs of wires. We have by means of these “phantom circuits” and other changes in methods of handling long distance business been able to take care of an increased volume of business by mak- ing a very small addition to our toll line investments. The other principal change in handling long distance busi- ness has been the installation of au- tomatic calling dials at exchanges near Grand Rapids where there is a con- siderable volume of business to Gran4 Rapids—such points, for instance, as Rockford, Middleville and Hastings. By means of these dials the operator ut the distant point can call the Grand Rapids subscriber automatically and in this way the service is not only improved for the subscriber, but on account of the rapidity with which the calls can be put through, the ef- ficiency of the toll lines are material- ly increased. These schemes have helped out considerably, but the point is now reached where they are more than offset by the increased cost of doing business. Why does the hardware dealer charge more for nails, bolts, nuts, iron, wire, etc., than he did a few years ago? Why does the grocer charge more for butter, eggs, flour and other things than he used to? Why does the butcher charge more for meat? It seems absurd to ask these questions, but the facts of the matter are that the retailer has to pay a larger price than he formerly did for the things which he sells to his cus- tomers and his margin of profit is not large enough to absorb the ad- vance in price, so that he can con- tinue to sell to his customers at the same price that he formerly did. Not only does he pay more for the articles that he sells, but his other expenses are higher. The same rule which ap- plies to the retailer applies to the telephone company, for it, in a way, is a retailer. It buys at wholesale and by means of the material and labor thus purchased it retails tele- phone service to its subscribers. The margin of profit upon which telephone companies do business is very small—so small that the slightest increase in labor or material affects their profits materially. When con- sideration is taken of the fact that practically every item of expense in connection with the operation of tele- phone exchanges has increased to a very large extent during the past two or three years, it seems wonderful that the companies have been able to continue to do business at the old rates so long as they have. Not only has there been an increase in the price of labor and material, but other things, such as taxes, liability insur- ance, rent, heat, etc., have advanced. Taxes are now being again increased and more will have to be paid for freight, express and railroad fares. Linemen’s salaries have _ increased about 25 per cent.; inspectors, install- ers and troublemen about 30 per cent. and so on down the line; dry bat- teries, 88 per cent.; anchor rods, 84 per cent.; bolts, nuts and other hard- ware, 100 per cent.; iron wire, 95 per cent.; poles, about 50 per cent.; lead cable, over 75 per cent.; receiv- er cords, 45 per cent.; transmitter mouth pieces, 45 per cent.; receiver shells, 70 per cent. Practically every- thing else used has increased any- where from 25 to 100 per cent. and *n some cases over 200 per cent. It can readily be seen that it is impossi- ble to continue giving service at the old rates. The public is vitally in- terested in the continuance of tele- phone service. There isn’t anything a person buys which he obtains so cheaply as he does telephone service and it does not seem possible that there will be any serious objection to a reasonable increase in telephone rates. Before telephone rates are increas- ed, telephone companies must publish a notice in a newspaper of general circulation in the territory in which the rates are to be increased that it proposes to make application to the Michigan Railroad Commission for permission to raise the rates. The Commission, after receiving the ap- plication, sets a date of hearing and later on a public hearing is held in the office of the Commission at Lansing, Anyone who questions the reasonableness of the rates proposed to be charged has a right to be pres- ent at these hearings and the com- panies must show the rates they ask for are reasonable or permission will not be given them to put them into effect. Reasonable rates mean rates which will enable the companies to earn a fair profit on their investment, after making proper charges for mainten- ance, operating and depreciation. C. E. Tarte. +o Several Birds With One Stone? The proprietor of a retail store dressed his store window with all the dealer helps on hand of one of his best selling lines. In the middle of the window he put a fine pair of skates, with the announcement that the child under twelve who would best draw the company’s trade-mark character from the models shown in one of the company’s booklets would receive the skates. The booklet, the sign said, would be given away with each purchase. Naturally, every child with an eye on the skates had to have a booklet to draw from; booklets could be ob- tained only with a purchase; and so the store was extremely busy mak- ing small sales for several days. As a result that store was stamped in the mind of every child and parent who had been interested, as was also the line’s trade-mark. The sales and income of the store were increased from the first appearance of the ad- vertisement, and innumerable book- lets with suggestions for using the product found their way into the hands of consumers, imparting ideas and stimulating the desire to carry them out, which would mean the purchase of more goods. And all this was accomplished for the price of a pair of roller skates and a little window space. E. M. Cordsen. —_~+++—___ The perfidy and insincerity of union labor is shown by the two-faced ac- tion of the men who attended the annual convention of the American Federation of Labor at Buffalo last week. In the meeting they adopted fulsome resolutions, pledging their support to the Government in the present crisis to precipitate no more strikes for the enforcement of per- nicious union doctrines and infamous union propaganda. Before the echo of their voices had died out, they rushed to the telegraph offices and wired their cohorts and associates who were conducting strikes in vari- ous parts of the country that their action in this connection was “all bunk,” taken solely to fool President Wilson and confound the country. All of which tends to show that any pretensions to patriotism on the part of Union leaders are a cloak for trea- son and that the men who chuckle over the manner in which they can deceive an American President have hearts as black as nether darkness. —_22>___ The fellow who complains that he is not getting enough is usually not giving enough. — 7.2 > Most of our bad luck comes from expecting too much. What Co-Operation in Raising Food Will Do. Written for the Tradesman. Yielding to the call of the Gov- ernment to plant, sow or go hungry, fifty men living in the East end of Grand Rapids formed an organization last spring to plant beans and po- tatoes. The experience, while per- haps not a money maker, was a prof- itable one, so far as farm work is con- cerned. Men from nearly all the walks of life took part in this patri- otic work, ranging from 21 to 60 years of age, together with their children. The plan worked out as follows: Ear- ly in the month of April the organ- ization was formed and standing com- mittees were named. Four men con- stituted the seed committee whose duty it was to buy the necessary amount and the right kind of seed. Seed beans were bought at $11 per bushel, Early and late potato seed ranged from $2.25 to $3 per bushel. A labor committee was created of four men. These men were to call from the organization sufficient men each day when needed. The other committee was named the managing committee. It was the duty of these men to arrange for machines to con- vey the members to the farm, which was fifteen miles South of the city, about one and a half miles East of the Kalamazoo road. This committee had charge of the arrangements of the farm and issued orders to the dif- ferent committees from time to time, according to requirements. For fi- nances, each man contributed at least $5, some $10 and others more, the total amounting to $700. As the ma- jority of the men were in the ordinary status of life it was necessary to call on a few men with more substantial means. Here such men as T. J. Barker, Thomas Carlyle, Louis Han- sen and E. A, Crandall helped to do their bit in the great cause of pro- ducing food for the Nation and Allies. It was planned in the beginning that 300 days of work would be the requir- ed number to carry out the project. This gave each man six days for the season. This, however, amounted to about 400 days. At the time of har- vest each man was to have his original investment paid first, either in beans or potatoes, according to the market price. After each man had his orig- inal investment paid in crops the bal- ance was to be distributed, pro rata, according to the number of days put in. The result of this venture was that 1,354 bushels of potatoes were raised and about fifty bushels of beans. As the beans are not thresh- ed, a definite figure cannot be given at this time. The part of the farm used by the organization is owned by Valentine Geib, who was at all times ready to give advice and aid when- ever needed. B. J. Jonkman was president of the organization, The success attained is largely due to R. Van Noord, John Top and William A. Haan who, with zeal and good judgment led the patriots to victory. The experience the men have had has made every man a general to lead other organizations in the future in the fine art of agriculture. Gerrit A. Lindemulder. eo) ee ae ae am Cm PG SD oe ce ‘ mh tv oN ee ae ee: 8 SO eo = 2 ene ce rs November 21, 1917 MICHIGAN TRADESMAN 17 mePORTANT MOLASSES TRADE MARK REGISTERED a peas ge = ee f] y CONTAINS SULPHUR DIOXIDE : wa | oP a Ronse gioxidé FACTS We feel justly proud of the reputation we enjoy among the trade for honest square dealing, on which our success has been built. Our aim has always been to protect the interests of the trade in marketing Pure New Orleans Molasses under our various brands, and we invite a continuation of the co-oper- ation of both Jobber and Retailer. Every Jobber, Retailer& Consumer should know that we are the only Packers of Molasses who continue to give full weightin standard size cans. A comparison with competitive brands proves that we are giving the Consumer from three to ten ounces per can more Molasses than any other packer. OELERICH & BERRY CO. Packers of “RED HEN” New Orleans Chicago 18 COMPENSATING CUSTOMERS. Women Want Rebate for Carrying Their Parcels. While there was a disposition in local dry goods circles not seriously to regard the movement initiated in Washington a few days ago by Mrs. Newton D. Baker, wife of the Sec- retary of War, and the National Woman Suffrage Association, with a view to obtaining discounts on pur- chases carried home from the stores, some regret was expressed that so much publicity had been given a prop- osition which, in the case of the great majority of stores throughout the country, is highly impracticable. According to E. L. Howe, ‘Secre- tary of the National Retail Dry Goods Association, not only would it be practically impossible to give dis- counts on goods carried from the stores by the purchasers, but the granting of such a request would be an opening wedge for a dozen and one others. “Tf a store gives a woman a dis- count for carrying her small pur- chases home with her,” he writes the Tradesman, “the question will soon be raised why it should not give a similar discount to a woman who trades early in the business day, as against the one who trades during the rush hours. Similarly, the wom- an who buys $50 worth of merchan- dise in one hour would soon claim a better price on her goods than the woman who takes two hours to buy the same amount, the theory being that she does not make so large a demand on the time and service of the store as the latter. Again, if a discount for carrying parcels were given, the woman who lived a mile from the store would consider her- self entitled to a bigger rebate for her efforts than the woman who lives just around the corner. “Suppose the idea of giving dis- counts for the purpose in question were practicable. How could the proper discount be determined? To begin with, the delivery cost of some stores runs as low as 1% to 134 per cent. of the gross business done Two per cent. might well represent the average. In the case of the store with a low percentage of delivery cost, it can readily be seen that a dis- count for carrying purchases, based on that percentage, would be so smalt as not to make it worth the custom- er’s while to take the goods home with her. “For purposes of illustration let us say that a store has offered a 5 per cent. discount on all non-delivered goods. A woman of slender means comes into that store and buys a waist at $1. The store gives her a rebate of 5 cents for carrying it home with her, and saves money on the transaction .A wealthier woman comes in and buys a waist at $10. She takes it home with her ‘in her au- tomobile, and on the 5 per cent. basis, she gets a discount of 50 cents. Now, the second woman’s waist probably makes no bulkier a package and costs no more to deliver than the first woman’s, yet the latter gets a discount equal only to one-tenth of that given the former. MICHIGAN TRADESMAN “Not only would such a case be un- fair to the poorer woman, but the store would make money on the non- delivery of the first waist—assuming that it costs 10 cents each to deliver them—and lose money on the second. In addition to this it would definitely establish a two-price basis of selling goods, a thing that all good stores eliminated years ago and which none of these stores wants to see come back. “Some one may suggest that, on the illustrative assumption that it costs a certain store an average of 10 cents per package to deliver its customers’ purchases, a flat rebate of 10 cents on all carried purchases would settle the matter equitably. But would it? Suppose the article only sold at 10 cents to begin with, what then? Suppose it sold at 5 cents? These instances, while more or less far-fetched, easily could come up in the actual transaction of bust- ness. “Tt may be argued that this diffi- culty can be overcome by setting a limit on the smallness of purchases on which these rebates should be given. Let us assume that this is done, and that the limit is set at $1—that is, no rebate will be given for carrying pur- chases costing less than that amount, What would be the result? “The result would be that, in giving a 10-cent rebate on a $1 purchase, the store with a 5 per cent. delivery cost would be doubling that cost. In oth. er words, it would be paying 10 per cent. of the purchase price for having the package carried by the customer when it would deliver the package itself for 5 per cent. Then, again, where would justice enter this ar- rangement in the case of a woman who buys a large tin dishpan, costing less than $1, and who gets no rebate for taking it with her, while another woman is paid 10 cents for carrying home a small, fancy pin that might cost $1.49? “Another thing to consider is the effect the offering of a discount or re- bate on non-delivered goods would have on the total number of deliveries made by a store. Unless the plan resulted in a material lessening of the number of articles to be delivered there would be nothing saved for any- body. As long as a delivery wagon or automobile has to be sent over a given route at all, it costs less per package to deliver its contents when it is full than when it is only partly filled. Unless the number of vehicles sent out or the number of deliveries a day would be lessened thereby, a discount or rebate system would do a store more financial harm than good. “There are only two ways to solve the problem that I can see. One of these is for the merchant to sell his goods on an ‘free on board store’ basis and charge for delivery. The other is for the women of the coun- try to carry home with them every package they possibly can, relying on the honesty of the merchants to give them the fruits of their labor in the shape of lower prices. “Even now a great many merchants are selling goods lower than they should in view of conditions and prices in the wholesale markets, but it is my honest opinion that they would sell still more cheaply if they could reduce their cost of doing busi- ness through co-operation on the part of their customers.” In other quarters the view was ex- pressed that the only fair thing to do, if a change were to be made, would be to charge for deliveries. It was suggested that a charge might be made for delivering goods costing less than $10, but several objections to this plan were raised. The chief one was that it might increase the re- turned goods evil by encouraging women to buy merchandise they dd not intend to keep in order to equal or exceed the amount necessary to obtain free delivery. ————_. War Savings Stamp Plan Announced. Investment in war savings certifi- cates will be as simple as the purchase of postage stamps under a plan an- nounced by Secretary McAdoo for the Nationwide certificate sales campaign, which he will inaugurate on Monday, December 3, with the assistance of the War Savings Committee, which he has created. Any person may invest amounts as small as 25 cents at a time at post- offices, banks or trust companies, at most railroad stations, stores and fac- tories and at many other public places where accredited persons will act as authorized selling agents. After the sales begin, the certificates may be purchased at any time. At the aver- age 1918 selling price such invest- ments in certificates will yield 4 per cent. interest, compounded quarterly. The certificates will be dated January 2, 1918, and will mature ,January 1, 1923, five years after date. The en- tire wealth and security of the United States is behind them. The tax exemption provisions of these certificates, particularly from the standpoint of the purchaser of small- er amounts, makes the investment at- tractive. No person may purchase at one time more than $100 worth or hold at one time more than $1,000 worth of these certificates. These obligations of the United States will be evidenced by stamps of two de- nominations, a war savings stamp costing from $4.12 to $4.23, according to the month in which purchased, and having a maturity value of $5, and a thrift stamp costing 25 cents. During December, 1917, and January, 1918, war savings stamps will be sold for $4.12 each. At the beginning of each of the succeeding months of 1918, starting February 1, the cost of a stamp will increase 1 cent per month. All war savings stamps issued during 1918 will mature on January 1, 1923, when they will be redeemed at $5 each. The difference ‘between the purchase price paid at any time during 1918, and $5, represents the interest the Government will pay the holder. With the first war savings stamp bought the purchaser will obtain, with- out expense, a war savings certificate containing spaces for twenty such stamps. If the twenty spaces are filled during December, 1917, or Jan- uary, 1918, the cost to the purchaser will have been $4.12 for each stamp or $82.40 for the filled certificate, and November 21, 1917 on January 1, 1923, the Government will redeem the certificate at $100, giving the holder a net profit of $17.60 for the use of his money. Thrift stamps costing 25 cents each ate from time to time as purchased to be affixed to thrift cards, which will be supplied without cost. Thrift stamps will not bear interest but a thrift card when filled at a cost ‘of $4 may be exchanged for a war sav- ings stamp bearing interest at 4 per cent. compounded quarterly merely by turning the card into the post- office, bank or other sales agency and paying the difference between $4 and the current price of a war savings stamp. The thrift stamp feature of the plan will afford ‘an unparalleled opportunity for the small investor to save in order to place his or her money at interest with an absolute safety. The privilege of surrendering a cer- tificate to the Government and re- ceiving the cost thereof plus interest at the rate of about 3 per cent. has been provided for the convenience of those who may have bought certifi- cates and later find themselves in need of their money. It is hoped, however, that this privilege will be exercised only in cases of necessity. Upon ten days’ written notice after January 1 next postmasters will pay off certificates at their cost to pur- chasers plus an increase of 1 cent a month on each war savings stamp on the certificate surrendered, as shown by a table of value appearing on the certificate. Under this plan it will be absolutely impossible for a _ certifi- cate or the stamps thereon to depreci- ate in value, nor can there ever be any question that it is not worth the price shown thereon. That is the story of the system un- der which the sales and redemption of war savings certificates will oper- ate, There can be no technicalities to confuse, no chance of depreciation in value, nor any operations which any child who can read and count can- not comprehend. Money derived from war savings investments will be used to meet the expenses of the war. The greater part of these funds will be expended within the borders of the United States. —_> +. What a Bargain Counter Will Do. Somewhere in the store put in a bargain counter. It pays because: It works off dead stock and stick- ers. It is good for dull seasons. It enlivens business because it sat- isfies the cry for cut rates. It makes quick profits because the goods will go. It attracts people who have other things to buy. It has no come-backs. The cus- tomer buys on his own judgment. It shows that you are keeping things moving. It will sell goods out of season. It will force sales. It is a good advertisement. —_——_-@©-.—— Keeping old customers is as im- portant as getting new ones. —~2.—___ The force of a statement is in its truth and not in its sound. 4 » , a ye we ™ y 4 r at 4 , a’ > » . 4 » “ ; i . 2 4 % . * < fe < i a 4 y re ~ ee i NS oe Se eee Oo me OO be =n MN vt Ov - | | ae x November 21, 1917 MICHIGAN TRADESMAN 19 7 . i * = ee ~ . rand Rapids Dry Goods Co. Our Piece Goods Department which is located on the First and Second floors is offering splendid values in: White Goods, Linens, Dress Goods, Ginghams, Percales, Prints, Sheetings, Tickings, Linings, Flannels, Draperies, Crashes Our Men’s Furnishings Dep’t. is on the Fifth Floor. Here we show the celebrated “Hallmark” Dress Shirts, a big line of Work Shirts consist- ing of exceptionally good values, the always satisfactory “Empire” brand of Overalls and Pants, also carefully selected lines of Raincoats, Collars, Neckwear, Suspenders, Boy’s Blouses, Rompers, Hats, Caps, Gloves, etc. Fancy Goods and Notions Our entire 3rd floor is devoted to the dis- play of same. Beautiful Fancy Ribbons, Pretty Laces and Embroideries, Leather Goods, Ladies’ Neckwear, Corsets, Hand- kerchiefs, Art Needle Work Materials are only a few of the lines shown in this department. Hosiery, Sweater & Underwear Department covers the entire 4th floor, and here you will find the unexcelled “Lincoln Mills” brand which embraces all those good solid numbers your big business is done on year after year. We show a very attractive line of popular priced Undermuslins in all combinations. Also full line fancy Fiber Sweaters. THE BEAN SITUATION. How It Looks to an Expert Han- dler. Each day it becomes more difficult to forecast the bean market. In con- versation over the telephone with a member of the Food Commission at Washington this morning, I was ad- vised they, were not going to permit the canning of beans until they had full information relative to the quan- tity of tinplate available. Only last week I was advised by one of the largest can makers that they had plenty of plate and that there was no consistent reason why the canning of beans should not be permitted. | also talked with some of the largest pork and bean canners and they are confident that this matter will be set- tled satisfactorily at the hearing at Washington next week, If this order is not recalled imme- diately it will mean the loss of a mil- lion bushels or more of wet beans, which can only be saved by canning at once, as the canning plants only are equipped to save the beans in large quantities because of the fact that there are so few driers in Mich- igan and the drying process is very slow. In our opinion the reports are greatly exaggerated relating to the Manchurian bean crop. We have di- rect reports from men in the field who advise us that the planting of white beans was not as large as re- ported, due to the shortage of seed of the white variety. Their acreage of Soya beans and colored varieties was materially increased, but very few of those are used in this country. The Kintoki, which is a round red bean, much like our Red Marrows, and the Manchurian Pinto, are used quite extensively by customers who desire a very cheap bean, not caring so much about eating qualities. The Soya bean is used principally for the oil that is pressed from it and will not enter into competition with Mich- igan beans. The Government estimate of Nov- ember 1 gave the total crop of beans in the United States as 15,957,000 bushels, but we believe that the actual result will be considerably less than this, as New York State lost 75 per cent. of her crop from the frost which was followed by several weeks of rain. In Michigan we estimate 3,009,006 bushels of good beans and about 600,- 000 bushel of rain-damaged beans. Nearly all of the latter will be lost if the Food Administration does not permit the canning factories to use them up quickly. In California 75 per cent. of the beans have passed from the growers’ hands at prices considerably above the present market. The Government will take nearly all of the Colorado crop. There will be no importations this year from South America. It will be necessary for growers and dealers to use the most extreme care in handling the beans they own, because of the excess moisture in this crop. We have been informed that wet beans can be dried by mixing them MICHIGAN TRADESMAN with common salt. We are experi- menting with this process and sin- cerely hope that it will prove success- ful. Anyone who has knowledge of successful methods for conserving the bean crop should give it all the pub- licity possible. There is no commo- dity of greater importance in time of war than the humble bean. Since my visit to Washington I have the greatest confidence in the members of the Food Administration being able to eventually work out a plan for the handling cf beans which will be fair to all concerned. They have, perhaps, made some mistake and will, doubtless, make more, but when one considers the tremendous work it is surprising what they have already accomplished. F. E. Lewellyn. ++. ____ War Christmas and Practical G/‘fts. Written for the Tradesman. If there ever was a time when flashy, unserviceable gimcracks were suitable for gift purposes—which is doubtful—that time has now surely past. These are war times, and the Christmas cf 1917 is going to be our first war Christmas. I do not believe that there is going to be any spirit of retrenchment; in- deed I am rather inclined to agree with some of our best merchandising authorities who have expressed the belief that more money will be spent this coming yuletide than ever be- fore in our country’s history. Why should the people retrench in the midst of prosperity such as we have not known in our day? And why should legitimate needs be denied and produce an artificial and unnec- essary panic? The more freely people make money, the more freely they spend it. And they are making it now as never before. But this war has given emphasis to a note of sane economy in the spending of money. The gos- pel of wise and judicious expenditure is being taught. All sorts of tirades are being published and _ delivered against the sin of wastefulness and extravagance. And that is. well enough. America needed the lesson. We have been spend-thrifts in a thou- sand ways. But all this doesn’t mean that peo- ple are not going to buy gift com- modities for their friends this Christ- mas just as they have in the past; it only means that Christmas money is going to be disbursed far more wise- ly and thoughtfully, than is usually the case with the Christmas spender. And this new note of economy and sobriety in the matter of gifting will be most heartily welcomed by mer- chants who read the Tradesman. For many years this paper has done its bit to help inaugurate the day of sane. economical, rational giving. In edi- torials and special contributions from countless pens, the practical, service- able gift has been exalted above the gift that is merely novel, pretty and fetching. Not in the memory of the people now living have we had a Christmas fraught with such oppor- tunities for dealers handling lines of wearables—clothing, haberdashery, footwear, leather goods and the like; and for merchants handling station- ery and office equipments and appli- Grand Rapids National City Bank and City Trust & Savings Bank (ASSOCIATED) CAMPAU SQUARE, GRAND RAPIDS, MICH. Grand Rapids National City Bank OFFICERS: DUDLEY &. WATERS .......:......-.... Chairman of Board and President GHARECEe HL GENDER |. ....5.....-..........5...5...-.--,- Vice President ROBERT W. IRWIN IRA B. DALRYMPLE Cashier PRT te SEAGHT jose ee Assistant Cashier MAHLON A. SMITH Vice President City Trust & Savings Bank OFFICERS: DUDLEY EF. WATERS ................; ee Gees Chairman of Board RMPREES Tt BENDER 2.6 eee oes seek: President WALTER CG. WINCHESTER ...............:...-. Weegee eis Vice President MARTIN ©. MUGGETT ...:.............52.... Vice President and Cashier Gis FH. GABCOCK ........:. ee. eee Assistant Cashier DAY 0 Pinte oo ee . Assistant Cashier and Branch Manager JOHN KORYBALSKI ............... Ce ea Branch Manager a. 09. VANDER WERP 2... cis cele, Branch Manager ee As PO Branch Manager DIRECTORS: D. M. AMBERG PH. C. FULLER CHAS. H. BENDER CLAUDE HAMILTON M. C. HUGGETT (City Trust) ROBT. W. IRWIN J. BOYD PANTLIND CHAS. TRANKLA W. S. WINEGAR THOS. FRIANT WM. G. HERPOLSHEIMER LEE M. HUTCHINS FRANCIS LETELLIER Ss. A. MORMAN G. W. PERKINS CHAS. R. SLIGH J. J. TUCKER DUDLEY E. WATERS WALTER C. WINCHESTER JOINT RESOURCES $13,600,000.00 November 21, 1917 yk » gt e” y 5 | ¥ t > 4 > 9 ‘ 4 (* November 21, 1917 ances, or those handling furniture and house furnishings. Featuring Soldiers’ Goods. Some one. has put it aptly by say- ing that, to most of us this will be a double Christmas—one that will be celebrated at home and one in which we shall all help to make merry for the boys in France and in American camps and cantonments. This, of course, divides Christmas gifts into two general classes: those appropri- ate for soldiers and officers, and those intended for civilian use. Under the head of Christmas boxes, Christmas comfort bags, kits, per- sonal outfits, patriotic boxes, etc, there have been listed by enterpris- ing merchants seeking the holiday trade of folks shopping for their sol- dier boys or -friends, such articles as: towels, wash cloths, handkerchiefs, combs, tooth brushes, tooth pastes, soap, soap boxes, writing paper, writ- ing pads, envelopes, stamps, foun- tain pens, indelible pencils, toilet pa- per, dominoes, playing cards, candies (especially chocolate bars), pipes, ci- gars, cigarette tobacco, cigarette pa- pers, pipe cleaners, package wafers, tins of cocoa, tea tablets, malted m'lk, sardines, boneless turkey, chicken tablets, fruit cakes, pork and beans, sausage Vienna, luncheon tongue, chewing gum, shaving materials— soap, paste, brushes, shaving outfits: pocket knives, scissors, sewing kits, etc. What the boys ‘over there” or off at the training camp in cur country will appreciate most from the folks back home, is something or other that will be really serviceable—some- thing he can use from day to day un- der the limitations of a soldier’s life. Merchants and salespeople should get in touch with soldiers and officer; and find out from direct enquiry the kind of commodities that are most ap- propriate for, and most highly ap- preciated by, the boys at the front or the boys in our own training camps. With this information well in hand they will be in a position to help Christmas shoppers who are seeking the gift suitable for the soldier boy. Merchants of some of our towns and cities—more especially of those larger communities in the vicinity of camps or cantonments—are putting on special campaigns to round up this class of pre-holiday business. New York City had its ‘“Soldiers’ MICHIGAN TRADESMAN Gift Week.” This was observed in November, from the fourth to the tenth, and was intended primarily for shoppers buying gift articles for the boys who have already crossed over. But special shopping periods can easi- ly be gotten up for the benefit of peo- ple who are remembering the boys in our camps. And this be carried up to a much later date. When in Doubt, Buy Orders. At the beginning of this article the writer called attention to the fact that the American public is learning the much needed lesson cf sane and economical gifting. Merchandise 3ut even so, there are lots and lots of folks who find it hard to decide at the very last moment whether this or that would be the most economical and practical gift for such and such a person. They want to give something that can be used—something that will be appropriate and worthy; something that will have the solid merit of utility along with the sentiment of the oc- casion. What shall it be? Many times they are unable to decide in their own minds. In that case, buy a merchandise bond or order. Every merchant should issue mer- chandise orders cr certificates. In- asmuch as we are hearing so much about bonds these days, some of the merchants are calling them “merchan- dise bonds.” No other form of gift is more highly appreciated—espec al- ly by the average man—than a mer- chandise order; and it is destined to become more and more popular as time goes by. There is a double sat- isfaction in it: it enables the person thus remembered to get the thing he most desires and needs; and it enables the merchant to save many a Christmas sale that might otherwise be lost; for at the last minufe there are always those who cannot decide. Let me close as I began by re- minding you that this is to be a war Christmas, and that, as a dealer, you should co-operate to the fullest ex- tent with your customers in promot- ing the spirit of sane and economical gifting. In that way you will not only get rid of the goods you want to sell, but you will promote the sort of holiday buying that, in the end, is most satisfactory to all concerned. Frank Fenwick. 21 FULL WEIGHT Tay) ONNOd 3NO Se PIE ale BLUE VALLEY BUTTER is good butter These are strenuous times for the retailer. How many of your “lines” are money makers? Is your butter department a “money maker” or a “loss taker?” We can help you develop your butter trade to high water mark. A pleased customer will come back. Blue Valley print butter will please. Write us for particulars or come and see us when in Grand Rapids or Detroit. ab Blue Valley Creamery Co. Grand Rapids, Mich. Detroit, Mich. Bread is Doing Its Bit It is the most wholesome, least expensive, and most nourishing food of all. yw Sell More Bread a | The best bread is made with Fleischmann’s Yeast 66 HOMAS” Pork and Beans Tomato Sauce HOMAS?” Red Kidney Beans HOMAS” Sauer Kraut ‘MADE IN GRAND RAPIDS” By the latest approved sanitary methods and sold in every State in the Union. 22 MICHIGAN TRADESMAN November 21, 1917 SMALL TOWN TRADE. How It Can Be Built Up Success- fully. It is absolutely indispensable for you to study all the catalogues. You will get more merchandise suggestions out of them than you will get anywhere else in this country. Why? Because they are selling merchandise to your trade. There never is an item cata- logued until it is a fixed and firm seller. It can’t have space in the cata~ logue until it has proven to bea seller. Now, you have been merchandising along a good many lines and this question of merchandise is the big subject, Farmers are buying things in very much larger quantities than formerly and you have got these things to sell. A great many things are sold in pound packages in the grocery line. We in my store have got out of that. We buy everything we can get hold of in three’s or five’s. Why? There are two reasons. The first is, when we sell the five pound package it takes no more effort than to sell the one pound package, and it increases the profits. The second is, if the cus- tomer buys five pounds of coffee we shut off five chances of his sending to the catalogue house. It is the same with soap, or with anything. Push your soap by the box. They do— why not we? The same with hosiery, push it by the box, not by the single pair, or three for 25 cents. In every- thing that you can, put up a quantity proposition. If you will study the catalogues, you will see they do it, and what they can do you can do, be- cause they are selling to your trade. You will find that by doing that, you can afford a little smaller margin of profit, because you will get the vol- ume. You have got to have a mailing list. I haven’t said anything about that so far, but, do you know that you can’t make a success in a retail business without a mailing list? I don’t care where you are. If you are making a success now, it is only half a success. I don’t know of a general store in the United States that has built up a business that stands out, that wasn’t started with a mailing list—not one. It is absolutely indispensable to any fixed plan of advertising that you may work out. Put out your advertising according to a mailing list, and try it. Have an up-to-date and syste- matic mailing list. I don’t care how many newspapers you have; it is ab- solutely indispensable. You can’t get anywhere without it. If you haven’t a list, you can get one. The cards cost about 50 cents, and you can get the whole thing for about $1 or $1.25. It is not the ques- tion of work and time because you have all those. Now, what do you want on that card? You want these: your cus- tomer’s name, his postoffice address, the name of his wife, the children’s names, and their ages. A mailing list without the children on it is absolute- ly incomplete. Then you want a list of the young men and women sep- arate. Why do you want the chil- dren? For years and years as a re- tailer I went along without it. One day I made a trip calling on the trade in my territory. I called on twenty- five or thirty people that afternoon, just went up to the back door and said, “How do you do?” I didn’t have anything to sell, but called at several homes and in many places I found the children sitting on the floor looking at the pictures in catalogues. In sev- en out of twenty-five or thirty calls the little tots had a catalogue on the floor playing with it. Is there any psychology in that? I should say there is. Children learning the pages of catalogues before they get old enough to walk! How can you meet it? You cannot unless you have the children on your mailing list. It is the only efficient way of getting back at the catalogues, and you will find it in every community. So you want on that card the names of all the chil- dren. I have a card which is very simple. I don’t believe in having complicated things. Anybody can rule it off, and anybody can have it. Every piece of advertising I send out is recorded on that card. If I send out a letter to Mr. Jones to-day, I will call that No. 1 and paste a copy of No. 1 in my book. I give each piece of advertising a number, so that next January I will know what I sent out this January. I try to send out at least twelve per- sonal letters in a year, not all on mer- chandise, but suggestions of one sort or another, and reminders. If it is a plow, I write John about it, but if it is anything else, I write his wife about it, If it is about painting a house, I write his wife, because I have learned that the farmer’s wife buys about 80 per cent. of the goods that are sold to his farm. In our country the farmer doésn’t ever buy a buggy without consulting his wife, and if he does, he usually brings it back and gets what she wants. Now to get back to the subject, you will find that John does not respond to your letters, does not come in. Pos- sibly has found a friend in some- body’s else store. If you will check up your records, you will know when your customers were in last. I am not recommending that you keep a separate set of cards for your cash sales, but I make a practice of doing so and I know what every customer has bought in my store. I check them up occasionally and when they begin to drop back a little, I writ them a letter. In one particular instance that I am going to relate regarding a family with three children, neither the father nor mother had been in the store for sixty-four days. It was along in Sep- tember and we began getting in a line of sweaters for school and so I said, “Now is the time to write the children.” I sat down and _ wrote Mary a letter and told her about the sweaters that we were getting for little girls 6 years old, which was her age, That is the reason I want the age shown on the cards. Next year I will write to John about some- thing for boys 10 years old. So I wrote Mary a letter and said, “We have these sweaters in blue, red, and white, for little girls 6 years old, eer ete, oe oe. ce Storm-Proof Lighting Gas is the Storm-Proof Light. It rarely faiis the user. Nothing short of an earthquake can really vitally affect the mains which bring gas to your home in fair or foul weather. Equip Your Home For Gas Convenience Architects and prospective builders now realize as never before that it is false economy to leave gas piping out of their plans. Gas has scores of household uses in every one of which it is safe, reliable, economical. The cost of gas equipment is, undoubtedly, very much less than you think. Ask us about it. Citz. 4321 Gas Company _ sell M. 637 tte ee e Pp BPR RS S | oa — November 21, 1917 and I want you to come in and see them; I want to show them to you myself.” I wrote Mary on Tuesday, and on Friday night her father came. in and . her mother too. They walked up to me and said, “Here is Mary,’ and I got up and waited on Mary. When the children come into my store, they are always given my personal atten- tion. The old folks are neglected; the children are looked after. As I walk- ed over to show Mary the sweaters. she had the letter I had written her in her hand and would not let them have it. I made the sale. As they were leaving, her father touched me on the shoulder and said, “Say, we have t telephone. Hereafter if you want us to come in, just call us on the tele- phone and tell us, but don’t write the kids any more letters.” Now that illustrates the value of a mailing list for the children. It cre- ates good-will, not only with the children but with the parents as well. That is the purpose of a mailing list, and when you keep an efficient one, you can cultivate the trade intensive- ly. Then if you advertise as you ought to advertise, with the kind of copy that ought to go in advertising, the informative copy that tells all about the goods as the mail order houses describe it, you will increase your trade and your good-will. After you have your advertising and your store systematized, get into your minds one thing; that is, that you are running a service institution, not a warehouse for merchandise. Remember, you are the hired buyer MICHIGAN TRADESMAN for your community, and that the profit which you seek to exact is a remuneration for services... That old adage of the fifteenth century has been eliminated through public opin- ion to-day. It is no longer a slogan in business. “Let the buyer beware!” It has been supplanted everywhere, and every merchant has inaugurated into his mind and into the store the spirit of that new slogan of the twen- tieth century: ‘He profits most who serves best.” E. B. Moon. —_> + ___ Can They Handle Your Goods? - A policy of encouraging customers to handle the goods wher- ever the conditions and the kind of merchandise permits has been intro- duced by a large department store. The management proceeded with the idea that whatever a human being gets into his or her physical posses- sion he is likely to want as his own, and that an instinct of possession tends to restrain him from letting go of anything he gets into his hands. definite The application of this idea to re- tail selling in this store has been pro- ductive of the most gratifying re- sults. Salesmen found that, in many instances, the article was as good as sold once it had rested in the cus- tomer’s hands. Where previously the customers had made their decisions through the salesman’s arguments, they now decide through the actual experience of possessing it. C. R. Rosenberg, Jr. 2-2 ___ It’s awfully hard to give away some of the things you want to get rid of. Have the Brightest Store on Street. Your store should be the brightest one on the street, and if you make it brighter than any other store on your street—that’s one mighty good way to advertise. The way to do it is to keep your windows cleaner than your neighbors keep theirs. Let one person clean them at all times, It is not everybody’s job; and if you try to make it so, your win- dows will be no brighter than those of the other stores in your neighbor- hood. The inside of the windows should be washed with tepid water applied by means of a chamois skin, using no scap or powder of any kind. Dry with a chamois and_ polish with cheese-cloth. The outside requires different treatment, however. It should be cleaned with the following mixture: One ounce pulverized whiting. One ounce grain alcohol. One ounce liquid ammonia. One pint water. Apply with a soft cloth, after hav- ing sprayed the window to remove the surface dirt. When this preparation is allowed to dry, and is then rubbed off with a polishing motion, the sur- face of the window will be extremely brilliant, and will remain so for long- er than when washed in the ordinary way. If the window has become badly scratched, a filler should be applied, consisting of an ounce of white wax dissolved in a pint of pure turpen- tine. This fills the cracks or scratches and prevents dirt lodging in them. 23 A show window thus treated will ap- pear much brighter in the daytime than a window washed in the usual way, while if properly illuminated at night it will stand out prominently among the ordinary show windows along your street. Karl Frederick. ——_++.—____ He Sells His Samples. Situated in a populous apartment house district of a Western city, a delicatessen and novel dainty could did some effective advertising by serving The store newspaper space, be- cause of its restricted trading radius. By the mailing list, bill- boards, and posters the people of the neighborhood invited to luncheons at “bargain prices.” On the menus, the store called at- store noon. luncheons. not use use of a Were noon tention to the fact that every dish was from the store’s own stock. For example, a menu would read: “This is Black’s coffee we are serving to- day, 35 cents a pound;” ‘this salad is made from Brown's salmon, 25 cents a can: “this iced tea is pre pared from our own special blend, 60 cents a pound.” Each item on the its own goodness. card advertised As a result of the demonstration the dealer in- creased his trade in fancy groceries 25 per cent. What's more, the lunch- eon experiment grew into a profitable line which now pays a good profit. C. S. Garrison. eo ee A woman with a poor voice is al- daily side ways wanting to sing; if she has a good voice, you can’t induce her to sing. Energine Excels all other preparations Dry Cleaning Sold by all druggists in 10-o0z bottles Otte Brothers American Laundry are the only dry cleaners in Grand Rapids who buy Energine in bulk and have the sole right to use it exclu- sively for dry cleaning used for 24 MICHIGAN TRADESMAN November 21, 1917 DRIVEN SNOW LARD. One of the First Attempts at Food Sophistication. The fellow who said you can’t make a silk purse out of a sow’s ear wasn’t on to the packing business. You can make the purse and you can fill it, too, from the same critter. What you can’t do it to load up a report with moon-shine or an inventory with wind and get anything more substan- tial than a moon-light sail toward bankruptcy. The kittens of a wild- cat are wildcats and there’s no use counting on their being angoras. Speaking of educated pigs naturai- ly calls to mind Jake Solzenheimer and the lard that he sold half a cent a pound cheaper than any one else in the business could make it. That was a long time ago, when the packing business was still on the bottle, and when hogs that came to Chicago got only a common- school. education and graduated as plain hams and sides and lard and sausage. . Literature hadn’t hit the hog business then. It was just Graham’s hams or Smith's lard, and there were no_ poetical brands of high-art labels. Well, sir, one day I heard that this Jake was offering lard to the trade at half a cent under the market, and that he’d had the nerve to label it “Driven Snow Leaf.” Told me, when I ran up against him on the street, that he'd got the name from a song which be gan, “Once I was pure as the driven snow.” Said it made him feel all choky and as if he wanted to be a better man, so he’d set out to make the,song famous in the hope of its helping others. Allowed that this was a hard world and that it was lit- tle enough we could do in our busi- ness life to scatter sunshine along the way: but he proposed that every can which left his packing house af- ter this should carry the call to a bet- ter life into some humble home. I let him lug that sort of stuff to the trough until he got tired, and then I looked him square in the eye and went right at him with: “Jake, what you been putting in that lard?” because I knew mighty well that there was something in it which had -never walked on four feet and fattened up on 60 cent. corn, and then paid railroad fare from the Missouri River to Chicago. There are a good many things I don’t know, but hogs ain’t one of them. Jake just grinned at me and swore that there was nothing in his lard except the pure juice of the hog; so I quit fooling with him and took a can of “Driven Snow” around to a chem- ist. It looked like lard and smelled like lard—in fact it looked better than real lard: too white and crinkly and tempting on top; but the next day the chemist dropped by my office and told me that “Driven Snow” must have been driven through a candle fac- tory, because it had picked up about 20 per cent. of paraffin wax some- where. Of course, I saw now why Jake was able to undersell us all. but it was mighty important to knock out “Driv- en Snow” with the trade in just the right way because most of our best customers had loaded up with it. So I got the exact formula from the chemist and had about a hundred sample cans made up, labeling each one “Wandering Boy Leaf Lard” and printing on the labels: “This lard contains 20 per cent. of paraffin.” I sent most of these cans, with let- ters of instruction, to our men through the country, Then I waited until it was Jake’s time to be at the Live Stock Exchange, and happened in with a can of “Wandering Boy” un- der my arm. It didn’t take me long to get into conversation with Jake, and as we talked I swung that can around until it attracted his atten- tion, and he up and asked: “What you got there, Graham?” “Oh, that,” I answered, slipping the can behind ‘my back—‘that’s a new lard we’re putting out—something not quite so expensive as our regular brand.” Jake stopped grinning then and gave me a mighty sharp look. “Lemme have a look at it,” says he, trying not to show too keen an interest in his face. I held back a little; then I said: “Well, I don’t know as I ought to show you this. We haven’t regulariy put it on the market and this can ain’t a fair sample of what we can do; but so long as I sort of got the idea from you I might as well tell you. I'd been thinking over what you said about that lard of yours, and while they were taking a collection in the church the other day the so- prano up and sings a mighty touch- ing song. It began, ‘Where is my wandering boy to-night?’ and by the time she was through I was feeling so mushy and sobby that I put a five instead of a one into the plate by mis- take. I’ve been thinking ever since that the attention of the country ought to be called to that song, and so I’ve got up this missionary lard,’’ and I shoved the can of “Wandering Boy” under his eyes, giving him time to read the whole label. i 1!” he said. “Yles,” I answered; “that’s it. Good lard gone wrong; but it’s going to do a great work.” Jake’s face looked like the Lost Tribes—the whole bunch of ’em—as the thing soaked in; and then he ran his arm through mine and drew me off into a corner. “Graham,” said he, “let’s drop this cussed foolishness. You keep dark about this and we'll divide the lard trade of the country.” I pretended not to understand what he was driving at, but reached out and grasped his hand and wrung it. “Yes, yes, Jake,” I said: “we'll stand shoul- der to shoulder and make the lard business one grand sweet song,” and then I choked him off by calling an- other fellow into the conversation. It hardly seemed worth while to waste time telling Jake what he was going to find out when he got back to his office—that there wasn’t any lard business to divide, because I had hogged it all. You see, my salesmen had taken their samples of “Wandering Boy” around to the buyers and explained that it was made from the same form- ula as “Driven Snow, and could be bought at the same price. They didn’t sell any “Boy,” of course—that wasn’t the idea; but they loaded up the trade with our regular brand, to take the place of the “Driven Snow,” which was shipped back to Jake by the car- lot. Since then, when anything looks too snowy and smooth and good at the first glance I generally analyze if for paraffin. I’ve found that this is a mighty big world for a square man and a mighty small world for a crook- ed one. ———__2--. Help Promote the Shop Early Senti- ment. Written for the Tradesman. Make your Christmas purchases now, deliveries when you want them Shop in the morning and avoid the afternoon rush. Make your selections of gift arti- cles now before our stocks are de- pleted. Have a heart: Remember the mad- dening crush and jam of the last few days preceding Christmas, and shop early. Such are the sentiments that you should be impressing upon the minds of the people in your community; for thereby you will be doing both your- self and them a real service. Delayed, last-hour shopping is un- satisfactcry: to you because your store is jammed, your goods all muss- ed and tumbled up, and your clerks fussed up and overworked; to your customers because they shop under disadvantages over which you have no control. Try to abate this nuisance of de- layed shopping. It is an incubus that has too long haunted us; it’s an evil and pernicious habit that has too long dominated the public mind. Nothing but agitation can put it on the blink. And the time has come to rise up and hit it— and hit it hard. When a thing is devoid of rime or reason, why hang on to it as though it were a precious thing under the sun? The American people are sensible folks, and any wise and worthy edu- cational propaganda amongst them will succeed, if intelligently directed and vigorously pushed. Witness the Nation-wide movement inaugurated by Mr. Hoover on ‘be- half of the conservation of our food- stuffs. And behold how the ladies are knitting for the soldiers! Marvelous things are being accomp- lished in this country through educa- tion Booze is being ousted, cities are being beautified, garbage cans are being starved, and many other ex- cellent and worth-while things are being brought to pass through pub- licity and everlasting pounding. And so it will be in regard to this deeply intrenched custom of delayed Christmas shopping—provided you and I and all the rest of us who are interested in the distribution of mer- chandise get on the job and do our bit to push the “shop early” senti- ment along. Every newspaper announcement from the first of November’ onward should carry some simple, direct, categorical statement in favor of early shopping. All advertising matter sent out direct for weeks before Christmas should carry the suggestion. Deal in positive statements. Ad- duce arguments showing why. Tell plain facts plainly. Let the people know. What they need—what they lack—is information. The people are indifferent, careless, unmindful They don’t know what nuisance procrasti- nated shopping is. They can’t imagine how burdensome it makes life for you and your salesforce. It isn’t that the people deliberately and maliciously conspire to increase your burdens and complicate your problems. They just don’t think. Nine-tenths of the woe in the world is due to the same fruitful cause— thoughtlessness. People go along with their noses down—goose-step- ping, following the crowd, doing the thing that is easy. It’s the line of least resistance. 3ut when somebody blocks their way and compels them to look up and use their brains and make up the'r minds, they discover suddenly that they have faculties of their own, and that they can do things differently. They can, if they will, break the fet- ters of custom. They can get out of deep-worn ruts. But it takes a lot of hard work to produce such results. And your help is needed. Do your bit. Frank Fenwick. —_ + — FROM THE FIRST, Twenty-Seven Original Subscr bers of the Tradesman. Twenty-seven of the original sub- scr>ers of the Mich’'gan Tradesman —‘hat is, those who have taken every issue since the first number in 1883— are stll on the subscription list, as follows: Charles H. Coy, Alden. Amberg & Murphy, Battle Creek. J. L. Norr’s, Casnovia. F. H. Bitely, Casnovia. James H. Voller, Detroit. F. S. Botsford, Dorr. R'chard D. McNaughton, Fruitport. Wolbrink Bros., Ganges. D. Gale, Grand Haven. Belknap Wagon Co., Grand Rapids. Frederick C. Beard, Grand Rapids. George Carrington, Grand Rapids. William, J. Clarke, Harbor Springs. Walsh Drug Co., Holland. Frank B. Watkins, Hopkins. L. M. Wolf, Hudsonville. Charles G. Phelps, Long Beach, Cal. Rodenbaugh & Stevens, Mancelona. Wisler & Co., Mancelona, Thompson & Co., Newaygo. Aaron Rogers, Ravena. M. V. Wilson, Sand Lake. H. P. Nevins, Six Lakes, Milo Bolender, Sparta. Mrs. Anna Mulder & Son, Spring Lake. O. P. DeWitt, St. Johns. S. E. Wait & Sons, Traverse City. —_+-.____ Why They Cheered. As the regiment was leaving, and a crowd cheering, a recruit asked: “Who are all those people who are cheering?” “They,” replied the veteran, “are the people who are not going.” | November 21, 1917 MICHIGAN TRADESMAN 25 4” ap : The Master Cigar an f ie? , oe le btn, . > . » a f » ‘ x £ 4 ze Manufactured only by the + G. J. Johnson Cigar Co. ‘it Grand Rapids, Michigan. ee MICHIGAN TRADESMAN November 21, 1917 EDUCATIONAL JARGON. Excessive Use of Unfamiliar Words Spells Defeat. What a marvel of inefficiency is the written word! Forests are swept away; mechanical skill is exhausted in converting these forests into books, pamphlets, reports, Sunday editions and advertising matter of all kinds; and trains thunder across the land to bear this material to the re- motest corner of the continent. But how little of it reaches the mark! The author does not achieve his intention in the book, or if he does the book fails to reach the one who might profit by it; pamphlets and reports are promptly sold by the ton to make material for more pamphlets and re- ports; and the huge Sunday edition goes to kindle the Monday fires of the Nation. A closely related and hardly in- ferior form of waste energy is the spoken word: the address, the lecture, the speech, the sermon. And the pity of it, when by common decency, the suggestions of our superiors, or the hope that here at last we shall find something really worth while we are compelled to listen to so much formal speech. Such thoughts as these kept run- ning through my mind as I sat the other day to listen to an address the substance of which I had heard many times before and which seemed to have reached here the lowest level of dullness and inefficiency. Asking myself why this want of power in presenting to a willing audience mat- ter of such intrinsic interest and im- portance, I was driven to find the defect in the fact that the speaker was using a language which was a foreign tongue to most of his hearers. They knew only the vernacular; he addressed them in_ ultra-technical language. Such terms as the child, motivated, adolescence, apperceptive mass, action-pattern, psychoses form- ed the warp and woof of the ad- dress—terms about as little familiar on the farm, in the shop or the schoolroom as the things denoted by these terms are familiar. It was my privilege to hear the essential matter of this address as it originally came, burning hot, from the lips of a great thinker and dis- coverer in the realm of moral ideas; and how real, how living it then seemed! But this great student of education was so convinced of the supreme importance of his message that he dared not trust it to the frail bark of our common speech and so invent- ed—unfortunately, as it seemed to me—a technical vocabulary in which his new doctrine should fare forth upon the world. He by no means emphasized this vocabulary. He used common terms freely alongside these technical terms; he interpreted, ex- emplified, illustrated and so avoided quenching under the wet blanket of verbiage the flame of enthusiasm and high resolve that he had kindled in the minds of his hearers. Then came, with the same mes- sage, a well-trained disciple who somewhat “featured,” as the news- papers say, the technical vocabulary, but who was still clear and cogent, with a strong hold upon the realities and with an ability to express them in the language of the common peo- ple. And so the doctrine filtered down through disciple after disciple, becoming constantly more formal and technical, until at last we reach the mere verbalism of the discourse to which we are listening. The funda- mental difficulty with this speaker is that he feels no moral obligation to be interesting, or even to have his meaning apprehended. Hence his end- less repetition of general and ‘ab- stract terms; his weak sliding into the technical jargon of the classroom from which he has but just escaped; in short, his failure to get into com- munication by a common language The technical terms—and by tech- nical terms I mean, in this connec- tion, terms used in the professional study of education—are usually gen- eral or abstract terms. Now a gen- eral term is not unlike a label on a box, which is used to save the trou- ble of knowing anything about the contents of the box, while yet some important things are done with it. Whether the label reads ‘“‘durians” or “chestnuts” or what not, the contents may be billed, transported, receipted for, stowed away, identified, and talked about, without the loss of any energy in opening or inspection. We may indeed quite forget that we have only a very dim notion of what is in the box. Now it is a stimulating experience to toss these packages dexterously back and forth in a pro- E, A, Strong, with the common people who form his audience. This sacred technical term as essential to the idea brings about monotonous repetitions at once irritating and in bad taste. For example, the expression “group motivation” was used twenty-two times during the discourse referred to. Evidently the speaker not only knew no synonym for “group mo- tivation,” but he was unable to de- scribe it or, presumably, to recognize this activity when he saw it. The thing itself had no interest for him, the term alone was important. For another example, the speaker having occasion five times during the ad- dress to inform us that children like to play could do no better than re- peat as many times this delicious nugget: “Play functions largely as a factor in the psychology of the child.” The vocables “function” and “factor” were worked quite up to the limit during the hour. view of a and fessional school but it is quite an- other thing to fling them indiscrimin- ately into the faces of a miscellane- ous audience. These people do not care for the label; they want to see what is in the package. True, the attainment of generalized concepts and familiarity with the terms by which they are denoted is of inestimable value—a precious in- heritance of our race; but it should not be forgotten that it is only after untold ages that we have gained any facility in this process. The attempt to make it the work of a moment must result in disaster. The wonder- ful vogue of the “movies’—the most astonishing psychologic fact of the time—should have taught us that most people are perishingly desirous of really understanding communica- tions made to them and, partly for this reason, flock in crowds to this simplest, most obvious and direct of all methods of appeal. Or one may attend an ordinary play and assure himself by a little observation that most of the audience are ill at ease because they do not completely ap- preciate the situations or understand the dialogue. In some cases they fail to disentangle the difficult syntax, but more frequently the words are strange and unfamiliar. And so with the speech or lecture. People do not apprehend what is said to them or apprehend it only in the vaguest way; and, more’s the pity, they are learn- ing to be satisfied with that. They even applaud and commend; the speaker is gratified; but nothing hap- pens. It was not expected that any- thing would happen; this sort of lec- ture is understood to be merely a linguistic exercise. And so this su- preme agency of enlightenment and incitement to action fails of any good result. Yes, this supreme means of en- lightenment and incitement to action; for, casting about for such an agency, I for one can discern nothing, when at its best, to compare in efficiency with the popular lecture—address, ap- peal, sermon, discourse—whatever form it may take. If the public press claims a higher place in expressing our National spirit and advancing our civilization, by all means let it make good. If the newspaper and the periodical, with their myriad-minded and antagonistic articles, news items and advertisements, can _— steadily make existence in America more safe, sane and interesting and give higher unity and nobler content to our American life, by all means let us recognize and reward this high serv- ice. But whatever be the relative value of the public address, if it can only be made to reach the people, it will unquestionably deserve a_ high place among the agencies of civiliza- tion. But here is the rub. It does not, aS we have seen, reach the people, since by custom and practice it is so often couched in language foreign to their habit of mind. Moreover, the failure is a_ capital failure and not merely an elegant and interesting infirmity. A speaker or writer who refuses to follow Buffon’s admirable rule of discourse, “to seek always the most general term’— meaning, not the most highly gen- eralized term, but the one in most general use—and who for that reason fails to implant his doctrine in the hearts and lives ‘of his hearers or readers should know that he has met an ignominous defeat and, moreover, a self-defeat of the most humiliating form. In my boyhood a neighbor who was serving a term as Superin- tendent of Schools in a county of Central New York mailed to his con- stituents a circular letter asking for re-election, partly on the ground that during his term, then about to exe pire, he had “prepared and published a juvenile chrestomathy.” His record had been good, no one had anything against him; but the preparation of a juvenile chrestomathy seemed to the electors a deed so huge and mysterious that they promptly re- lieved him from further service as Superintendent. So always a profes- sional jargon addressed to unpro- | t< a «7 . i) ’ ena Ap ‘ e goer i November wT. ( ‘ | ‘ ‘ J . ra { y ( wy 4 | 53 [ j b : ) Equitable Distributors Judson Grocer Co. Che Pure Foods Bouse Grand Rapids Equitable Distributors 28 MICHIGAN TRADESMAN November 21, 1917 fessional people means failure and defeat. 3ut it is rare that any custom which has prevailed long and widely is utterly unreasonable. Is it not possible that the almost universal de-~ parture among popular speakers from Buffon’s rule of discourse has some foundation in reason? Technical terms are bad simply because they defeat the very purpose for which the address is made. But how if they do not defeat this purpose? How if they add to the speech a leaven of picturesqueness or some element of interest and attraction which the language of the people does not possess? An admirable suggestion. By all means let us beware of sacri- ficing anything of value on the altar of style or to secure conformity to any rule of discourse, no matter of how universal repute. A man of good taste and large reading whose heart is in his work can not go far wrong. And let us not cherish a childish and illusory anxiety about the mother tongue; the mother tongue will take care of itself. It is of the excess of unfamiliar words, the tiresome repe- tition of cabalistic expressions that are not illuminated and rendered in- teresting by the context, of which we complain—in short, of that which defeats the very object for which the address is made. And may we not reasonably ex- periment in this matter? Language should grow as thought grows and linguistic experiments should be as fruitful as scientific or artistic ex- periments. Why not linguistic cubism = or vorticism in our erature—anything ter a living and growing lan- guage of the subject to keep pace with the living and growing thought of the time? Already the general public has gained a more or less nebulous sense of the meaning of some of the most important of the terms of educational literature; and allow some futurism or educational lit- which will fos- as in time this sense becomes more definite our language will be enriched and thought transfer become easier and more effective. Surely! Surely! 3ut it is not of the man who experi- ments with our language of whom we complain; it is of the man who does not and can not experiment, who knows only one way of ex- pressing an alleged thought—the way of the technical treatise. It is true that the popular educa- tional address has other faults of language beside this excessive use of a technical vocabulary. The opposite fault, which may take its rise from a violent reaction against a technical vocabulary, may become even more irritating; the excessive use of slang; “talking down,’ as to an_ infantile intelligence: an effort at extreme pic- turesqueness. And even here the fault is one of excess and repetition rather than of the single instance, for freedom is the last word in style. If a speaker rising on his toes and punching holes in the air with his fists shouts, “I have found out what every plant under God's heaven needs for its dinner this very noon,” one does not mind the intellectual irasci; bility in the single instance, but feels that he may well question the effect of keeping it up too long. Yes, a dry verbalism is not the only limitation of the usefulness of the popular edu- cational address; it is only the most grievous and universal one. It is true that the popular lecture should come to the people with some sanc- tion of authority; it should be marked by a high taste and a genial spirit; it should be combined with the clinic and the survey. But above all it should be less stilted and academic, and should interpret education and the school to the people in a language which they can understand. If we can not hope that on every lecture platform a great personality will be present to take captive the hearts of all who listen; if we have ceased to look in the popular educa- tional address for that transparent and radiant clearness which we as- sociate with the idea of style, we can at least demand that one who would teach the people shall learn their language and be competent to ex- his deepest thought in the vernacular. The apostle Paul had some experience with those who could speak with “tongues’—who prided themselves on their ability to bewilder and astonish an audience with high-sounding and _ familiar words—and his advice is still sound. “Except ye utter by the tongue words easy to understand, how shall it be known what is spoken? For ye shall speak into the air. I thank my God that I speak with tongues more than you all; yet in the church I had rather speak five words with my un- derstanding, that by my words I might teach others also, than ten words in an unknown E. A. Strong. 2722s Chain Grocery Stores Do Not Drive Out Small Dealers. There has never been any lack of people who could see disaster for the public in every new development of business along lines that departed from the traditional, and these alarm- ists usually hasten to voice their fears without taking the trouble to secure any specific information on a sub- ject about which they usually are tctally ignorant. press thousand tongue.” At the beginning of this century, you will recall, there was a perfect epidemic of “trust” organization. Pro- moters and financiers, with little or no knowledge of particular lines of business, saw visions of great wealth in the organization of combinations in business. Few, if any, articles of commerce escaped their attention, and gigantic corporations were organized to ab- sorb practically all of the manufac- turing plants in every given line of production. Bankers who watched things at that time stated that thousands of such concerns were organized, each one capitalized in the millions. What has become of them? Beginning with the bicycle “trust,” they practically all fell to pieces of their own weight, Those that are living are in no respect dangerous as monopolists; in fact, they have ac- Your Banker Cannot afford to have his accounts inany othershape than perfectly balanced, and to this end he employs up-to- date automatic machinery and uses every precaution to protect his business against leakage. Can you as a business man afford to ignore your banker’s method of doing business? Certainly not. You want to make your legitimate profit the same as he does. You have got to depend on your weighing equip- ment to insure this profit, but if this equipment is Inaccurate you are going to lose out. The DETROIT Automatic Scale Protects You It automatically saves youmoney, saves your time and satisfies your customers Why not write us about it—Today DETROIT AUTOMATIC SCALE Co. DETROIT, MICHIGAN Grand Rapids Office: 9 Ionia Street « a & oF x op Tle 4 ’ q 1 > 4 - - _ canteen ¢ s z 6 t Aa ~~ s ~ « ‘ s a a = a . . s : : @ ¥ » ° E - ay . ——— . < ea a a - ‘ * q « a & oF x op Tle 4 ’ x > November 21, 1917 tive competition which has sprung up usually out of the very capital that was used to buy out the original con- stituent companies absorbed in the “trust”? corporation. Even the Standard Oil Company, which is the best representative of the monopolistic corporation now in ex- istence, is curbed by conditions which keep its possible rapacity within rea- sonable bounds. Some of those con- ditions are natural ones, as in the case of kerosene. It would be impossible for the Standard Oil Company to raise the price of kerosene beyond the point where it offered a cheaper il- lumination than gas or electric light, and it is equally impossible for it to raise the price for other products be- yond the point where their profits make the investment of capital at- tractive to other financial interests. To-day the Standard Oil Company has active and sometimes severe com- petition in many fields, and this is the more remarkable when it is con- sidered that the solution of the trans. portation problem is even more vital to the concern entering the oil busi- ness than is the problem of buying and refining the oil. Anybody can buy oil in its crude state, but it doesn’t require much of a brain to figure out that the concern that is able to equip a pipe line to run from the refinery to the oil well is in bet- ter shape to buy the oil at the well than is the concern that has to haul it out in tank cars which they must buy themselves, and pay the railways their tariff rates for transporting it to the refinery. MICHIGAN TRADESMAN There can be no monopoly of the grocery business by any chain store system, for the reason that the goods in which such stores deal are mostly staples that are universally producetl, and mostly by individual dairymen, etc. It is said, as an indictment of the chain store system, that chain gro- cery stores drive out the small deal- er. This is not true; the small deal- er referred to drives himself out of business by his inability to adjust himself to the merchandising basis of the chain store. He cannot install the economies in the way of buying in bulk, distribution of overhead ex- pense, and elimination of bad debts. His structure is topheavy when com- pared with the chain store. It is barely possible that most of the so-called “small dealers’? must sooner or later either go out of the grocery business or so modify their lines as to make them much less competitive; but, admitting that the theory of the “survial of the fittest” will hold good in this case, and that the “small dealer,” the old-time “cor- ner grocery,’ is forced out of ex- istence by the overwhelming competi- tion of the chain store, how public, or, more properly the consumer, harmed by of affairs? There is nothing in all this that is not to the distinct advantage of the consumer, for he is getting efficiency and the keenest kind of competition all the time, which guarantees him against paying exorbitant profits to the grocers. farmers, is the speaking, this state That competition is here to stay. It is possible that the day of the small independent dealer is drawing to its close, but his passing does not mark the end of competition, by any means. The chain store grocery business is not in the hands of one set of men, and never will be, in all probability. In fact, a multiplicity of young chain store companies are daily tak- ing up the burden of the small re- tailer and fighting for foothold or a neighborhood dominance. The consumer has the best kind of a guarantee of real, permanent bene- fit from the development of the chain store business; he by it. cannot be injured The real fight will not be between the chain stores and the small deal- ers. It will be between the big chain store systems themselves in their bat- tles for territory, men, ance. or predomin- This rivalry will keep prices down better trade regulation scheme by the Government could do. than any Moreover, the natural problem of feeding the people will always pre- sent the same obstacles in the way of any scheme for arbitrarily prices monopolistic control of the vehicles of retail distribution. raising through The moment prices showed more than fair profit, the field would be flooded with rival chain store and, since it would not be pos- sible for any concern to buy up the food supply or otherwise arbitrarily control it, the field would always be Sys- tems, 29 open to the concern that could com- mand the capital to enter it. No doubt the country will see some busi- ness during the next few years, The great changes in the grocery fighting will be severe and in the battle for existence the consumer will bene- fit. Moreover, self, the consumer a in order to maintain it- chain store must show the saving over any other system. It always has proved true that whatever the chain store saved it gave away to its customers. small. As a business proposition its attrac- Its net profits are decidedly fact that it turns great fre- tiveness lies in the investment with quency, and, by over its general efficiency, cuts down the cost of operating any figure that would be impossible in the case of the indi- vidual dealer. There will in the grocery given store to a competition and the con- always be business, sumer cannot be harmed by it. But the benefit the “pay-as-you-go” chain store—by its policy—dees, and will do, is not only in the lower prices at which the consumer will be able to buy his food; it will find its best exemplification in the habits of thrift, carefulness in buying, and freedom from the deadening influences of hope- less debts that throughout all time have been the evil influence in the grocery business as done by the old time “evedit grocer.” C. F: Adams. ——_» - ._____ It takes half of life to learn how to live the other half and then we don’t practice what we know. 7 Acres Floor Space What is it that brings to Grand Rapids home owners from every State to make their furniture selec- tions It's the knowledge that Grand Rapids is the “Furniture Center of the World”—the place where furniture styles are determined. And in that city is “America’s Greatest Furniture Store” featuring the Grand Rapids product. Klingman’s have customers in every town in Michigan—in practically every city in the country. And you business men who appreciate worthy furniture, moderately priced, are invited to avail yourselves at any time of our service. Klingman’s Sample Furniture Co., “America’s Greatest Furniture Store” 15,000 Distinct Samples — — A Model Furnished Apartment 30 MICHIGAN TRADESMAN November 21, 1917 THE TRUST COMPANY Has Many Functions and Offers Many Facilities. The most obvious function of a trust company—banking—is apt to obscure the many facilities it has to offer the public. A trust company is organized under the laws of the state wherein it is located and is subject to the supervision. of the banking de- partment of that state. This super- vision is usually very stringent, but it is supplemented by careful scrutiny on the part of the company’s board of directors and, in the case of trust companies located in the large finan- cial centers, by the local clearing house association. Trust companies are organized for profit and issue shares of stock hav- ing a specified par value, upon which dividends are paid when earned and declared. As in any corporation, the stockholders are the partners and elect a board of directors to manage the company’s affairs, who in turn appoint officers to do the greater part of the actual detail work. Di- rectors are usually men of prominence in the community, representing the various industries and professions. The trust company does an ordi- nary banking business, receiving de- posits subject to check, etc., but in all cases also has what is known as a trust department; the company ‘acts as fiscal agent for corporations, has a safe deposit department where val- uables and securities may be kept, a re-organization department which at- tends to the details of corporations undergoing financial re-organization or readiustment, a foreign depart- ment, a real estate and property man- agement department, etc. A trained specialist is at the head of each department, so that a person availing himself of the services of a trust company, particularly in the larger cities, can feel that he has em- ployed the best talent that is pro- curable. With all of these facilities in one organization, the trust com- pany is able to offer its depositors valuable advice in all matters pertain- ing to finance, investments, real es- tate, trusts, etc. Banking. The purely banking function of the trust company consists of receiving deposits subject to withdrawal by check; issuance and interest-bearing certificates of deposit; domestic and foreign drafts and letters of credit; lending of money on promissory notes which are either secured by deposit of appropriate collateral or endorsed by persons who are known to be fi- nancially responsible, etc. Interest may be, or may not be, paid upon de- posits subject to check, depending upon the size of the account or the arrangement made when the account is opened. Trust companies in the large cities pay from 2 to 3 per cent. interest, while in smaller centers 3%4 or better is often paid. In the larze trust companies in financial centers, however, interest is only paid on bal- ances of $500 or $1,000 or more. Aside from the accounts of individ- uals and business men, trust com- panies handle the accounts of large corporations, institutions, municipal- ities and states, and are depositors for funds of the United States Gov- ernment and foreign governments. In this manner large sums of money that are not immediately needed by such depositors .are available for the requirements of business men. An account with a trust company is an opening wedge for a depositor to se- cure the confidence and advice of men who are trained in many branches of business which should be of particular value to young men who are just start- ing a career. Trust companies wel- come the accounts of young and am- bitious business men, however small the amount may be. A New York City trust company official told me not long ago that the account of one young business man had grown in a few years from a few hundred dollars to over twenty-five thousand dollars. While the account of a few hundred dollars was not carried at a profit, it paid in the long run to accept it, as it soon grew to profitable propor- tions. Personal Trusts. Trust companies are authorized by the laws of many states to act as trustees in various capacities. A trust company can act as trustee or ex- ecutor under a will, as custodian of securities held in escrow, as guardian of minors, as depositary under a court order, as trustee under a deed of trust for minors or incompetents, etc. A man makes a will and appoints his best friend his executor. The friend may have sound judgment, or may not have, but he is in any case not a permanent agent or trustee, and not always available, for he may become incapacitated through illness or other- wise and the estate neglected; or he may die, and the courts be required to appoint an administrator who may be totally unknown to the testator. An individual executor may be press- ed for funds for personal use and be tempted to use the funds of the estate entrusted to him. He may make in- vestments, in perfectly good faith which may turn out badly; this is particularly likely in cases where the trust allows discretionary powers. A trustee should .possess integrity, re- sponsibility, sound judgment, a know?- edge of the duties to be performed, and be an experienced man of affairs. But, more important than these, he should be in a position to safeguard his trust without hindrance or inter- ruption. This is a physical impossi- bility in the case of an individual, but it is a possibility in an organization. A trust company has an organiza- tion that has been trained for years —in a rather cold blooded manner, we will say—to deal with matters of this sort. But, if for personal rea- sons a testator wishes a friend or relative to have an eye over his af- fairs, and yet prefers that the brunt of the responsibility should be laid upon an organization, he can appoint the trust company as co-trustee along with his friend or relative. This pre- caution is particularly warranted to relieve a woman executrix of a great deal of routine work of a more or less technical nature, which she could not attend to without legal advice and, incidentally, without consider- able added expenditure. The cost of such trusteeships is fixed by statute in many states, and is a small charge considering the service rendered. Corporate Trusts. The trust company acts as fiscal agent for corporations, trustee under a mortgage on real property or pledge of securities, depositary for securities of corporations undergoing re-organ- ization, registrar and transfer agent for stocks and bonds, etc. A large part of the work of the great trust companies in financial centers like New York, Boston, Chicago, St. Louis, etc., consists in acting as fiscal agent for railroad, industrial and pub- lic utility corporations and for gov- ernments, states and municipalities. In this manner the enormous details incidental to the transfer of stocks and bonds and registration of secur- ities are handled by the trust com- pany under one roof, with a mini- mum of lost motion, rather than by the individual corporations, The amount of labor saved by corpora- tions of whose shares thousands are sold and transferred each day on the stock exchanges, is enormous. A large and well-known corpora- tion wishes to borrow money to in- crease its plant or buy new proper- ties; it executes a first mortgage on its entire property for a million dol- lars, we will say to a trust company which permits the issuance, against the mortgage, of one thousand cou- pon bonds of a thousand dollars each. The bonds are sold to the public through a firm or firms dealing in such securities. The property thus legally belongs to the trustee for the bondholders until all of the bonds have been paid off. The mortgage will contain certain covenants on the part of the corporation to safeguard the interests of the bondholders, such as: prompt payment of principal and interest when due; payment of taxes and assessments, income taxes and fire insurance premiums; maintenance of property, etc. In default of which covenants, the trustee is empowered to seize the property for the benefit of the bondholders and sell it or op- erate it, as may be deemed best. " Re-organization, Take the case of a corporation which must undergo re-organization or financial readjustment of some sort. Previous to the formation of a plan of re-organization, a group of prominent financial men will form a protective committee for the secur- ities in default or in jeopardy and will request the deposit of securities un- der the provisions of a deposit agree- ment. The depositary is usually a well known trust company, an of- ficer of which is also appointed to serve on the protective committee. The trust company issues as depos- itary, its certificates of deposit for the securities and these certificates of de- posit are usually listed on the stock exchange where the original secur- ities were listed, The certificates of deposit are negotiable and pass by delivery, but are in registered form in many cases. The trust company will also act as the medium for the issuance of new securities, for the lending of money to the re-organization committee pending the payment of subscriptions or assessments by security holders, for the receiving of subscriptions on new securities and assessments on the old ones. In fact it attends to all details of the re-organization plan after it has been passed upon by a legislative or public service board. In the case of large railroad, industrial or public service corporation, these details involve a mass of routine work which no individual corporation could attend to without impairing its own organization. The trust company has a great many facilities to offer the individual business man or woman, corporation or firm which the National bank or state bank cannot offer because such services are not provided for in their charters. It is hoped that this arti- cle will enlighten the readers of the Tradesman as to what sort of facili- ties a trust company has to offer that may be of individual interest to them. Luigi Criscuolo. ———~+-->___ New Store Idea. A “varieteria” store was opened in Ottawa, Kan., recently by J. E. Colby, of the Colby-Shaw Variety store. Five or six people handle the busi- ness, instead of fifteen or twenty un- der the old plan. Customers are provided with baskets when they en- ter and as they go through the store they pick out what articles they want. The price of each article is plainly marked. When selections have been made, the customer has his basket checked over and pays the cashier. According to Mr. Colby, the plan has proven very successful, not only through the lowered cost of opera- tion, but because customers are bet- ter pleased and receive quicker serv- ice. Several women, ix: said, had come to him and declared that it was much easier to secure goods and that it was a saving in time to them. Business so far has been unusually heavy, and Mr. Colby predicts that it will continue to increase as the pub- lic becomes accustomed to the store. 35 Pearl St., N. W. S. A. MORMAN & CO. All Kinds of Brick and Builders’ Supplies Lime, Cement and Sewer Pipe and Fuel Grand Rapids, Mich. v a . = —a ‘ , * . lea wv 2 — “ N i o 7 Sy sf! i _ ’ y 2 , ons Fa hen eg ze 3 3 Lent 3. ae Oil a 4 Se <= <%, - = = aol \ rT ge moe BS VPA RBAAARAN a He WY Yew iNet feed Spe % tye Fy, % Sas 4 ltraveanaa wh 5 WEA SA Li =D) = MAL MICHIGANS LARGEST WHOLESALE GROCERS = Q TO SERVE OUR COUNTRY . Q WE HAVE ENLISTED . | IN = > THE UNITED STATES FOOD ADMINISTRATION = n 2 > Z GENERAL OFFICES AND MILLS 29 W.LARNED ST. DETROIT,MICH. BRANCHES SAGINAW, MICH. DETROIT, MICH. LANSING, MICH. DECATUR, ILL. BAY CITY,MICH. GRAND RAPIDS,MICH. PORT HURON,MICH. ESCANABA,MICH. Y JACKSON, MICH. TRAVERSE CITY, MICH. SOUTH BEND, IND. CADILLAC, MICH. y Y | 70) meee Nee y Y y Y y MWA LLL si CLM a NAAT a 3 ; 32 MICHIGAN TRADESMAN November 21, 1917 NEW SPECIALTIES. How the Live Merchant Can Develop Trade. The alert merchant is always on the watch for opportunities to add to his list of staples. Adding to the list of staples consists, simply, in push- ing and developing the sale of a new specialty until it comes to be in steady demand. The process is one where personal salesmanship, sugges- tion to individual customers and dis- playing, introducing and advertising the goods will, if steadily persisted in, accomplish big results. New lines are being constantly put upon the market and the merchant who picks the winning line, takes hold of it when it is still compara- tively unknown and pushes it locally is pretty sure to find that he has developed the new product to the stage where it is practically as staple as sugar—and that at a time when his more cautious competitors are just getting ready to take hold. Then, again, the merchant may de- cide to take on a line that, while it may be old to the trade, he himself has not handled before. Whichever line of enterprise he adopts, the same methods to a large extent hold good. For instance, in one small city there are several druggists who are attempting to handle cameras and photographic supplies. One of these druggists has a large and profitable business in this line. He started ten years ago on a small scale, but he took time to study out the problems of the business. To-day he knows just what his customers want in the way of supplies, keeps his stock clean and up-to-date, and if the customer has any problem of exposure or de- veloping or printing, the druggist is able to answer his questions intelli- gently and give him a real, helpful service. If he develops films, he has them done within the time specified and does the work well. He handles the business in a thoroughly business- like way. A competing druggist, attracted by this man’s success, also undertook to stock photographic goods. He start- ed with a fairly good line, but event- ually reached a stage where he was carrying a stock of odds and ends— papers purchased from one house, an inadequate stock of films and plates of a good many different varieties, and a few cameras that never seemed to be: in demand. He neither took time to study the local demand, nor time to intelligently size up the lines offered him. It was merely the old, old story of a merchant undertaking to handle a line which he didn’t un- derstand and in which he felt no real interest for the sheer sake of the “money there is in it.” He hasn't made money at it, either. A line which some merchants find profitable—particularly grocers and general merchants in small places—is that of summer drinks. This is a good line, with a good margin of profit, but if calls for intelligent han- dling. You can’t make a success of it by just laying in a stock and wait- ing for the goods to sell themselves. The heedless merchant listens to the traveling salesman, says, “Here’s a line that’s sure to make a big profit. I'll try it.’ Then he tries it—by put- ting in a poorly selected stock and maybe putting in a show card with a list of summer drinks. That may bring a little business, but precious little. The wide-awake merchant before trying out the line at all, sizes up his community. Is there a prospect of developing a good business in that line? If so, what goods are likely to “catch on?” He may be merely guess- ing in his answers to these questions, but that is better than going it blind. Having stocked what he thinks will sell, he displays the goods promi- nently, puts in an attractive window display, keeps the main stock in a refrigerator or in a cool corner of the basement, and seizes every opportun- ity to recommend the line to individ- ual customers. In handling a new line, good serv- ice is important. A grocer recently had.a call for a well known mineral water. He did not carry it, but of- fered another line. “No,” said the customer, “if I wanted something else I’d ask for it; but I use this reg- ularly.” Here was a chance to reach out for steady business. The grocer, however, did not even offer to stocx the goods or even order an emergency supply. An alert competitor, next approached by this customer, did not have the goods in stock, “but we'll get it and get it up to your house by the next delivery,’ added the sales- man. He made nothing on the first order, but he secured a repeat busi- ness and a regular customer who buys other things as well. This is how good service helps. A general merchant some time ago tentatively stocked a new line of ma- ple products. The trial order for one case was merely an experiment. On a Saturday they opened the case. In- stead, however, of waiting for cus- tomers to ask for the goods, he dis- played them prominently in the store and the salespeople made a point of calling the attention of practically evety customer to this new line. Be- fore 2 o’clock in the afternoon the entire case was sold out. This was followed by a fairly steady repeat sale, the firm finding it necessary to re-order regularly. This firm has in- troduced new goods also by sending salespeople out for orders, equipped with pocket samples. siderable farm trade took on a new brand of poultry food. The mer- chant had convinced himself by care- ful enquiry that the line was a good one. He put on a good display in the store which attracted numerous en- quiries; but the cautious farmers seemed reluctant to buy. “Take some home and give me half the increased number of eggs during the month and I won’t charge you a cent. for the stuff,’ said the merchant. The novel argument convinced most of the doubters; they paid their cash and took the new line, which proved to be a good and steady seller. An important point in introducing any specialty is to play it up prom- inently. Thus, a new sauce or jam should be given a fair share of win- dow display, and, between times, should be put in a prominent place on the counter. One merchant who has been very successful in introduc- ing specialties has adopted the expe- dient of entrusting each specialty to an individual clerk. It is this clerk’s business to bring the specialty to the attention of every customer he waits upon. The clerk first posts himself thoroughly regarding the specialty; very often he rehearses his selling talk on his fellow salespeople who bombard him with questions whici he must learn to answer. Then, knowing his goods thoroughly, day in and day out for a week he goes on introducing the new line. In most cases he does not effect a sale, at least in the first instance. Some customers have already tried the specialty and like it. A few don’t like it, after a trial. In that event, he finds out the trouble, and is often able to point out how it can be met. Ina good proportion of cases he makes straight sales, and thereby starts new business for the store. In this connection, it is worth while to bear in mind that it isn’t enough to just make sales. It pays to fol- low the goods up to a certain extent and find out how customers like them. As has been shown, trouble and dissatisfaction may be explained away; on the other hand, a satisfied customer is a good advertisement. When, a little later, the salesman is suggesting a new meat sauce to Mrs. Brown, he can urge, with perfect good faith and honesty, “Mrs. Smith tried this the other day and she is greatly pleased with it.” An important point is that the pro- cess of suggestion does not need to be kept up indefinitely. The mer- chant gradually develops his specia!ty to the point where a definite, steady demand is created. After that point is reached, the goods will pretty wel! sell themselves. The specialty has ceased to be a specialty and become a staple. Of course, much depends on the goods themselves. New lines are not always meritorious or successful. Nevertheless, the standard of food products is steadily rising and there is to-day less risk of the merchant “putting his money on the wrong horse” than ever before. Neverthe- less, one merchant who has made a practice of picking winners in the specialty line invariably tries out the goods on his own table before put- ting them largely in stock. He can thus give them his personal recoim- mendation; or, if they seem (which is rarely the case) lacking in merit, he is saved from making poor invest- ments. A striking feature of the grocery business in recent years is the number of specialties which have come into steady use until now they are as sta- ple as sugar. Men now living can remember when bananas were impott- ed and sold in tinfoil as so much each; to-day they are the great American fruit. Peanut butter, intro- duced at a comparatively recent date, is now in regular use on many tables. The number of manufactured, patent- ed or trade-marked foodstuffs un- known a few years ago which now sell by the hundreds of thousands of packages indicate the possibilities awaiting the merchant who keeps his eye open for promising new lines and joins the manufacturer in pushing them, Victor Lauriston. —— +22 Believes Weather Bureau Should Be Treated Seriously. Grand Rapids, Nov. 20—I note your comment in the Michigan Tradesman of Nov. 14 on the work of the Weather Bureau in general and my work in par- ticular. I am going to write you freely in this connection and feel sure you know me well enough to understand that there is no rancor in the remarks that follow. Humor and good nature, as we all know, are the saving pinch of salt which prolong life and make business easy and pleasant. It seems to me, however, that the newspapers, especially the better ones, should inaugurate a new method of handling the “weather man” and his work. My profession is not only a very useful one, but one which is serious and of which I am proud. The relationship of the Weather Bureau to business— and. in fact. to every phase of human endeavor—is important and in many cases vital, but it seems to be the fash- ion to treat the Weather Bureau and its activities with more or less levity. Statistically, our success expressed in percentages is greater than in many other professions, where the elements of diagnosis and resultant prognostica- tion are involved. It is rather a far cry, I will admit, but there might possibly be as much sense in ridiculing, joshing or treating lightly in some way every doctor when a death occurs among his patients or every lawyer when he loses a direct issue law suit, to say nothing of the treatment which might be accorded to the 90 odd per cent. of business failures that occur. Referring directly to your mention of my work, it seems to me that it would have been more worth while to use the statistics furnished by the Weather Bu- reau, which develop that the past Octo- ber was the coldest in Michigan for over forty years; that it had more rainy days and more cloudiness than has ever before been recorded; that the possi- bility for more Indian summer is not really over until December 1 is reached. Indian summer periods may occur any time between the middle of September and the first of December. I might also add that the nature of my business makes it absolutely neces- sary for me to herald my opinions as to coming weather conditions from the very house tops. I wonder how men in other professions would measure up if they had to herald their business or professional forecast for the coming thirty-six hours to the world, so that the world could know at the end of that time just how successful or unsuccessful they were. On the other hand, I want you to know that I appreciate that the Weather Bureau is a public servant, paid by the public, endeavoring to do its best for the public, and if the public feels like poking fun at its servants, it may have the right to do so, but it does not appeal to me, as one of those public servants, as a thoroughly dignified procedure. C. F. Schneider, Meteorologist. —_—_o+—___ A Small Service—But It Helped Sales. “All nuts bought of this store by December 18 cracked free.’ This offer by a grocer in a large city brings him a heavy trade in nuts for holiday use, and best of all it comes before his rush has started. 4a “a oe ‘a ‘ f & : Ne November 21, 1917 MICHIGAN TRADESMAN 33 “ | Moseley Brothers Grand Rapids, Michigan Commenced business in 1876. Own their Grounds, Ware- L , houses, Stables, Railroad Tracks and Offices. On the block bounded by Pleasant street, Hilton avenue, Grant street and Railroads, S. W. They own a thousand feet Railroad trackage on their own grounds Have the best Railroad Warehouse facilities in the city. Own and operate a Line of Refrigerator Cars, the only Line of Private Retrigerator Cars owned and operated by Grand Rapids firm, loaded only by them, which are carrying Pro- duce and Fruits to all parts of the United States and adver- tising Grand Rapids and Michigan Products. Moseley Brothers are in Business to Buy and Sell Farm Products. Will Buy or will Sell you Beans, Seeds, Potatoes, Fruits and Farm Produce MK , Moseley Brothers Both Telephones No. 1217 Grand Rapids, Mich. 34 MICHIGAN TRADESMAN November 21, 1917 THE BOOKBINDING BUSINESS. Three-Quarters of a Century Old In Grand Rapids. Like a strain of music written in a minor key or like the feeling which comes to us at times on a quiet even- ing in autumn, comes the realization that we have reached the top of life’s hill and have started on the road which leads ever downward toward the Valley. This realization comes to most business men to-day, as a shock. Busi- ness life is so strenuous of late years that, in the daily and weekly grind, we overlook the fact that the years re swiitly fading away into that tremendous background of “the past,” until some fine day we suddenly real- ize that we are on the other side of the hill. A feeling not wholly free from sad- ness came to me when, a short time back, friend Stowe of the Tradesman, called to my mind that I was “the old man” among the employing book- binders of Grand Rapids and suggest- ed that I write a sketch of the craft as connected with this city. While disavowing the general ap- pellation of “old man,” still as con- nected with my life’s work, I must needs “wear the cap” and so, as I have had time during the few months past, I have gathered together the following history which, while follow- ing more especially the craft of book binding, I have found it hard to keep from mentioning different kindred lines of trade such as printing, book stores, etc. In the year 1854 John C. Wenham with his wife moved to this city from Cleveland, Ohio, and during that year started the bookbindery of which I have been able to get any trace, locating on one of the upper floors of a building three or four doors west of the present Herkner jewelry establishment. Mr. Wenham must have continued in business som three or four years, as we find him in the hat, cap and fur trade either in the late fifties or the early sixties. He taught his craft of bookbinding to at least two Grand Rapids boys, Julian Wheeler and Alfred Currier, both now dead. Mr. Wheeler did not follow the business he had learned. Mr. Currier however, about the year 1869 or 1870, with Theodore Putnam, started a book store in the small store at the Northwest corner of the Arcade and Pearl street, afterward moving into the Leonard building on Monroe ave- nue, about where is located to-day the Houseman & Jones Clothing Co. Above the store they started a bookbindery in charge of Mr. Currier and continued in business about eight years. Mr. Putnam is still living in this city, having been one of the mem- bers of the Putnam Candy Co., now the National Candy Co. As a matter of history, as told to me by George Nelson, who still lives in this city, in July, 1866, a book- store was started by the firm of Nel- son & Eaton in a store on Pearl street, next to the Northeast corner of Pearl and old Canal streets, they having purchased the business from a first started a bookstore in the George P. Barnard, who had been preceded by a Mr. Howe. Mr. Eaton left the firm of Nelson & Eaton in 1870, the business being continued as Nelson Brothers, the firm moving in February, 1874, to the corner store in the Morton House, corner of Monroe and Ionia, and in 1880 again moving into the old Luce block, where the Herpolsheimer building now stands. Their business here gradually changed into wall paper and in 1892 was sold to the Heystek & Canfield Co. About the year 1861, Henry M. Hinsdill with his brother and under the firm name of Hinsdill Brothers, Lyon block, on the East side of old Canal street, somewhere between Pearl and Lyon streets, later moving into the large store at the Southeast corner of as foreman until the early part of 1873, when he started in business for himself. During Mr. Chilver’s foremanship was perfected and patented the Hins- dill scratch book. An extensive busi- ness was built up in this article which extended over the entire country. Mr. Hinsdill went out of business about isso. The Eaton & Lyon bookstore con- tinued business at the Southeast cor- ner until about 1876 and while here they put in what I believe was the first general stock of flat and ledger papers used by printers and book- binders ever brought to this city, this branch being in charge of Will Utley, still living in Chicago, and afterwards in charge of A, C. Horton, still living in this city. The firm moved their store about 1876 into the Botsford John B. Barlow. Canal and Lyon streets, now occu- pied by the Giant Clothing Co. The Hinsdills continued at this point until August, 1870, when they sold out to the firm of Eaton & Lyon—Charles W. Eaton, before mentioned as part- ner with the Nelson people and Charles D. Lyon, both now dead. Henry M. Hinsdill started a station- ery store during the fall of 1870 at the Northwest corner of Canal and Lyon streets, where the new Com- mercial Bank building now stands. Mr. Hinsdill started a bookbindery above the store, with A. J. Dygert, who had moved to this city from De- troit, as foreman. Mr. Dygert did not remain long with the firm and in his place came a person long and fav- orably known as a resident and a bookbinder in this city, Joseph Chil- ver, who continued with Mr. Hinsdill block, on Monroe, about where the Boston Store is to-day, and after sev- eral changes in ownership and loca- tion is continued to-day as Higgins Book Store. The old store on Canal street will be remembered by older citizens as probably the best appoint- ed bookstore ever in this city. It must have been about the year 1870 when A. J. Dygert started a bookbindery and afterwards, together with his brother, I. S. Dygert, a printer, carried on what was in those days a very considerable business in printing and bookbinding, being lo- cated at the Northwest corner of Lyon street and old Kent street, now Bond avenue. About the year 1872 the writer of this article began his apprenticeship in this old Dygert bindery and I have very clear and happy remembrances of the old plant. A. J. Dygert, or as he was best known by his many friends, “Jack” Dygert, was an ardent sportsman and many animated discus- sions took place in the old shop as to whether the 10 gauge, or the 12 gauge breech loader was the better gun, or whether the proper charge in shooting wild ducks should be 3% or 314 drachms of powder, or 1% or 14% ounces of shot, or possibly talking over and preparing for one of the many trap shoots, at which in those days were used the real wild live pigeons which are nearly extinct to- day, but which then were shipped from such points as Shelby, Traverse City, Petoskey, etc., where millions of these birds congregated in “gi- gantic” roosts. Such old time hunters as Lon Hascall, George Decker, Jim Glenn, Mart Boorhem, Charles Par- ker, George Baars, Jim Buff, Sandy Thomson—yes, and our distinguished citizen of to-day, Charles B. Kelsey— and other lovers of the rod and gun, took part in these palavers. Business? No, it was not good business and would not, nay could not be tolerated in the close competition in trade to- day, but it was mighty interesting to a growing boy, and the memory of the old shop would not be as dear with those “meets” cut out. Space forbids a general description of the bindery which, in fact, would be more interesting to myself than to my readers, but the room comes back to me very clearly, with its different machines and their exact location, many of which would be antiquated to-day. Even the smell comes down through the years—the smell of leather and paste and printer’s ink and occasionally a kettle of glue sit- ting on the big box stove in the cor- ner, burned dry. Any person who has encountered the “ethereal” fragrance of an old glue kettle burned dry will never mistake the aroma when it again assails his nostrils, even though years “may stretch their weary length” between the sniffs. Mr. Dygert’s family included four sons, all of whom followed different branches of the bookbinding trade. The business continued until 1875 or 1876, when Mr. Dygert sold his in- terest in the business to Eber Rice, the printer, and with his family moved to the Pacific coast. The business here continued under the name of Dygert, Buff & Rice, Isaac Dygert, the printer, still being one of the firm, with James Buff at the head of the bindery. The plant was moved to the Southwest corner of Canal and Huron streets and later to old No. 2 Pearl street, between Canal street and the river; about 1880 Mr. Rice and Mr. Buff sold their interests to Mr. Dygert, who con- tinued the printing end of the busi- ness until his death, some years later, selling the bookbindery to Tom Ellis, who carried on the bindery for a time on Pearl street, afterwards moving back to Lyon street, somewhere near the original location of the Dygert bindery. Mr. Ellis dying, the bulk of the plant was bought by A. J. Tucker, and J. W. Hannen, Mr. Hannen soon retiring and Mr. Tucker continuing until very recently, when the plant November 21, 1917 MICHIGAN TRADESMAN Bel-Car-Mo Peanut Butter The Delicious “Bread Spread” that is Going Big — « * £ 4 y 4 4 4 Extensive Advertising Uncle Sam Says: Campaign Just Starting. “Ten cents worth of Peanut Butter is equal to twelve eggs in food value. e Ten cents worth of Peanut Butter will B e |- C a [- M O IS Popular purchase more than twice the Protein and six times the Energy that could Potente Sit Ba ate and Profits are Good---- Come in, the water’s fine E - a * : — ‘J = oo. - ~ 2 a , - = > a te, . I. = ——————— a és , S - . - om. resets cae A perenne ra Neem AEATOIO LT e —S~ e ~~, — cr ee — Ue . 2 S ‘ _ ‘7 + = = < = = ‘ Ye « “ = * é ° i .-* ~ © * ¥ —” * . “ss ~ > . e ’ > , s » TRG er i. > wf ~ ‘ ¥ ’ e ’ ‘ > v & : « = . Government reports, Bulletin No. 332. Retail Price: 2 |b. Pail 50c Your Price: | 5 Ib. Pail $1.25 2 lb. Pails - 1 doz. Cases - $4.40 per dozen —_ $1.60 Profit 5 Ib. Pails - 4 doz. Cases - $5.25 per case = $2.25 Profit Order from your Jobber Bel-Car-Mo Nut Butter Co, Grand Rapids, Mich. was discontinued, the remaining tools and machines being sold to different plants around town. Joseph Chilver began business for himself early in 1873 under the firm name of J. Chilver & Co. and located in upper rooms of a building opposite Friedrich’s music store, where he con- tinued until 1882, then moving to the second floor above the Eaton & Lyon bookstore, on Monroe street. In 1889 he again moved his plant to the fifth floor of the Blodgett building, on Ot- tawa street, just back of the present Herpolsheimer building. Shortly after this Mr. Chilver died, the business continuing in the Biodgett building until 1896 when it was moved into the William Alden Smith building on Ionia avenue, remaining there until 1901, when the plant was again moved to the old Eagle building, on Lyon street, remaining there until 1906 when it was moved to its present lo- cation, 245-247 Pearl street, second floor, the business being owned and run to-day by the Powers & Tyson Printing Co. Barlow Brothers, of whom the writer of this article has been man- ager since its start, began business February 20, 1877, in two small rooms on lower Lyon street and back of the then Daily emocrat, a newspaper edited by M. H. Clark who died sev- eral years ago. The bindery was at that time a small affair, it had been the property of Mr. Levi Stanton, who at that time was proprietor of the Stanton Printing Company, and a George Burr. The Barlows only stay- ed at the foot of Lyon street a month, when they moved to the third floor of the Ledyard building, on Ottawa avenue, remaining there until about 1880, when they moved to the ground floor of the same building, at 101 Ot- tawa avenue. It was during their stay in this location that they bought the paper box business owned by Frost & Andrews, and continued this box busi- ness, besides the bookbindery, untii the year 1887, when they sold this branch to W. W. Huelster and it is running to-day as the Grand Rapids Paper Box Co. In 1884 was invented the Barlow manifold shipping blank, which devel- oped later into a large business, the blanks being sold up to the present time in nearly every state in the Union. The business had been moved dur- ing these years into the ground floor and basement of the Houseman build- ing, where the Roseberry & Henry electric plant is to-day, and from there a move was made to lower Pearl street, near the river, in the building now occupied by the Tisch- Hine Co. and in October, 1900, they moved back to the fifth floor of the Weatherly & Pulte building, to-day the dining rooms of the Association of Commerce. Their latest move was made in January, 1913, into their pres- ent quarters, the fifth floor of the Campau building, at 59-63 Market avenue, the business being owned and run to-day by the two brothers, J. B., and W. H. Barlow. The late Heman G. Barlow, was a partner in the con- cern from its start up to about three MICHIGAN years ago, when he sold his interest to J. B. “Barlow. I mentioned the Tisch-Hine Co. This bysiness started as the Edwards- Hine €o., March 8, 1904, at 8 Lyon street, and in 1906 moved to 5 and 7 Pearl street, taking up three floors at that point. In September, 1908, the Edwards- Hine Co. was succeeded by the Tisch- Hine Co., which are still running the bindery in connection with its general stationery business on Pearl street, and the Proudfit Loose Leaf Co., this company beginning at 8 Lyon street. In 1909 it increased its space by tak- ing in the second floor of 10 Lyon street and in September, 1912, moved their plant to its present location, 12 to 18 Prescott street. John E. L. Miller ran a_ book- bindery for a few years at 841 Bates street, and on his death, about a year ago, the bindery was bought and con- tinued by James Delnaay. N. L. Rodenhouse started a bindery during the fall of 1911 and continues it to-day at 308 Monroe avenue. I have given in the foregoing arti- cle, as well as I have been able to trace, the list of plants known as book binders, but there are other plants run in connection with printing concerns, of which I mention the Dean-Hicks bindery, a large plant run in connection with their business of printing and book making, at the corner of Ellsworth avenue and Wil- liams street. The Dean-Hicks Co. was organized in 1889, but the bindery part of their business was not started until about the years 1896-7, while the TRADESMAN November 21, 1917 HART BRAND Canned Fruits and Vegetables Pears, Plums, Peaches, Cherries, Strawberries, Black- berries, Red Raspberries, Black Raspberries, Peas, Corn, Pumpkin, Succotash, String Beans, Green Lima Beans. We wish, particularly, to call your attention to the extra fine quality of our Hart Brand Pork and Beans with pure Tomato Sauce and our Hart Brand Red Kid- ney Beans. Our products are packed at five different plants in Michigan in the finest fruit and vegetable belts in America, grown on lands close to various plants, packed fresh from fields and orchards under highest sanitary conditions. Every can absolutely pure and guaranteed. Write for descriptive booklet. Be sure the Red Heart is on every can you purchase. W. R. Roach & Company Hart, Michigan Judson Grocer Company, Distributors for Grand Rapids and vicinity DETROIT, MICH McGRAW ACCOUNT REGISTER COMPANY petrol, Micu. McGraw Fire-Proof Account Register. Holds 200 Accounts Price $95.00 Special Half Price $95.00 for $47 50 Saves the time and cost of a bookkeeper A Beautiful Store Fixture. Will last a business lifetime. “I have had your Register one month today in use and I have checked up my month’s business in 5 minutes, where last month it took me a whole day. My work is finished at night when I lock the store. The old way I worked nights and Sundays to keep up what I now do at every charge. I remain yours.’’—C. E. sSARVIS, General Merchandise, West Sound, Wash. “Gentlemen:—Your 200 Fireproof Account Register just arrived. Please ship us two more.”’ Yours truly, BEEMER & CARLTON, General Merchandise, Orion, Mich. “Enclosed find P. O. M. O. to pay our last installment on our Register. We want to say it pays for itself every 60 days. We could not do without it at any price now.”’— T. W. BUGG & SON, General Merchandise & Drugs, Barling, Ark. Protect Your Accounts Against Fire The McGraw Steel Clad Fire Proof Register is filled with 4 ply Air Cell Asbestos, securely fastened and flang- ed between two steel walls. Asbestos is indestructable by fire and the air cells prevent the heat from penetrat- ing. It is not merely a “makeshift” of so called Fire Protection, but real protection against fire. It takes 10 seconds to lock Register, and if your store burns ‘‘which might happen any night,’’ your accounts will be safe and sound. An Account Register that does not protect against fire is danger- ous and worse than nothing. Just think for one moment what it would mean to wake up in the morning and find your accounts’ burned! You would lose hundreds of Dollars. OUR GUARANTEE The McGraw Account Register is sent out on a 30-day actual use test, under a positive guarantee to be the best method ever devised for keeping accounts. Try it out side by side with any other make, regardless of price, and if we do not make good, re- turn at our expense. Could an Offer be More Fair > Try It Ou Sign and Mail the Order Blank today. You can not lose. We take all the risk. Use it 30 days. McGRAW ACCOUNT REGISTER CO., Detroit, Mich. - Ship as soon as possible, f. 0. b. Detroit, One McGraw Account Register, at $47.50. 200 account capacity. To be returned at your expense within 30 days from arrival at my Statio do not consider it Fire-proof and the very best on the market for ecitug vial Og ce os I will keep the Register and pay for it in six easy monthly payments of 7.95 each. Cee newer aera s secre esesoesseesarersesessesseses BLALO ccc rece ernrvuserevcvvesee cee wrens esere —— \ w sient November 21, 1917 : , MICHIGAN TRADESMAN 37 + é company occupied floors in the Wil- BANKRUPTCY MATTERS. eee zor. Se «+ 66.00 “ a ae oe pape . ‘a ‘a reo, SCCHOY, win ME ee uakadce DOU. i liam Alden Smith block .on Ionia : : a i C404 Alle Tusk, Moskeson |... 143.00 i; street. The bindery was first started Proceedings in the Western District sianey La Barge, Grand Rapids .. 77.51 Pelon’s Market, Muskegon ....... 140.00 ‘ .‘ : of Michigan. J. B. Moorman, Grand Rapids .... 20.00 Leahy Company, Muskegon ..... 54.00 to take care of pamphlet work, but Grand Rapids, Nov. 13—Herbert A. New Era Association, Grand Rapids 64.00 C. H. Panyard & Co., Muskegon nee : ; ete se = Postal Telegraph Co., Grand Rapids 2.44 Deeters Market, Chicago ........ 80.01 later the plqmt wes added to, during | Forter, Sole | hosiene ac lela cane. J. D. Porter, Detroit .........--. 298.00 Marie DeBishee ...........c0s00- 700.00 the years the company occupied space tary petition in bankruptcy. Adjudica- Paige-Detroit Motor Car Co., De- : Acme. Brick Co. 4st teseed eee wacs 178.00 : a tion has been made and the matter re- CRON Foo occa eal sae ces 228.00 Beatrice M. Farqgrar ........... 1,050 00 ; in the Houseman building at corner ferred to Referee Corwin. The first meet- J. C. Rappaport, Grand Rapids ... 29.00 L. G. Sloat, Chicago ............ 2,101.53 of Lyon and Ottawa, until at present ing of creditors has been called for Nov. Mrs. Wesley Skinner, Grand — 636.00 y : , : Pp 26. The schedules of the bankrupt show Scarborough Motor Guide Co., In- the bindery is a well appointed plant In the matter of James Vanden Berg, bankrupt, Big Rapids, the final meeting sa biliti ; oC " ea Gianapolis 22... ce. co ce. esse 5.00 of creditors has been held. The trustee's in all lines The bindery has been piophipeieatie aun cage pemeoger ty Skinners Garage, Hastings sa ea5e es 100.00 final report | and account, showing total under the direction of G i ee ee .. 38.74 SLLIO, leaving a tetance an hand. of nder e direction eor jl- jaune is a list of the ereditors of shid . VIBE 22. eee ce cc cee e eee s eee oo. dO11.10, aving ¢ alance é i ‘ ‘i o S ee ia tnd . a list of the creditors of bere Standard Oil Company, Grand $854 and an interest item of $5.42 added. ler since its beginning. : Pe . Riamigs eo. 5.00 making a total balance of $859.42, was The Cargill Compan at Wealth Case de oe Be $ 3.00 Sherwood Hall & Co., Grand Rapids 23.72 approved and allowed. Certain adminis- re} OMe EY: . y join Je, z ae a ‘ R. E. Sproat, Grand Rapids .... 40.00 tration expenses were ordered paid and and Commerce; the James Bayne Co., a Secured Creditors. — The Stern Company, Grand Rapids 10.00 a final dividend of 468-10 per cent. ny) i ‘Ls : City Trust & Savings Bank, Grand » Tornga Bros., Grand Rapids ....... 8.75 In the matter of Bethiah Williams, at 964 Front street; the White Print- Rapiags 0 ios) ooo ce $ 70.00 valley City Ice & Coal Co., bankrupt, Big Rapids, the final meeting ing Co. 136- Division: Dickin- Unsecured Creditors. Grand Hapids ..........-....-. 24.00 of creditors has been held. The trustee's oy at eee : = a Allen & Dorthy, Grand Rapids ...$ 7.00 Western Mich. Paige Co., Grand report and account was approved and son Bros., at 144-146 Division; and Auto Tire & Vuleanizing Co., HADIOS 6k. 636.91 allowed, and a final dividend of 13 4-10 (OC ee 41.99 G. R, Walbrecht, Central Lake .. 100.00 per cent. was declared and ordered paid. the Tradesman Company at the cor- ronne han , Ce Seth ‘ : : us \ Association of Commerce, Grand Vacuum Oil Company, Chicago .... 21.84 In the matter of Leon D. Wilson, bank- } ner of Ionia and Louis, all have bin- RADIOS «cece cee eee e ee cee 20.00 Wurzburg Dry Goods Co., Grand i rupt, Harbor Springs, a sale of the stock “ey devices pormectet with tick printing a eae Supply Co., Grand as u ater ea a 21.25 A ee ate a s appraised at 8 OOS ooo ee eee _ i Initel School o 1ysical Culture, The orchandise a appra £ establishments to take care of their M. R, Bissell, Jr., ‘Grand Rapids 400.00 @MGae0 -..-..-..- 2-1... - 3... 22.50 $1,309.49, tre re “a og the Ce Mrs. M. R. Bissell, Sr., Grand eG So i accounts receivable at $250. he .mer- a.” individual lines of pamphlet and cata- : RaApIGS ods ole fa uaa 100.00 aes hee cules ccuden chandise and fixtures, excepting those J. B. Conger, New Ba ous 1,715.25 ee ou: aotey Be on title contract, were sold to Adams logue work. P. een ac Cy 100.00 bankruptey. Adjudication has been made & Company, of Harbor Springs, for $1,200. : Sieecs * 7 a and the matter referred to Referee Cor- As I look back over the list of fel- J. B. Conger & Son, New Era .. 100.00 : ; oe Pee eee eos Coral Auto Co., Coral 100.00 win. No meeting of creditors has as low craftsmen, I ask myself, what Ghampion Oil Co., Grand Rapids i yet been called. The schedules of ‘the A Splendid Bargain. %’ , is ll th diff t ople wiad Cable Piano Co ‘Grand Rapids 10.00 bankrupt concern show liabilities amount- Th eleik a up to hi . : ave a ese diferent pe gal " : "6 ing to $21,621.53 and assets amounting e clerk was iS ears In L. E. Colgrove, Grand Rapids .... 31.20 Fp : ri : ; i . . 7 to $40,340, of which $40,000 is the esti- arasols i tea 4 aman colee ca for the years of toil put into their J. 8 Croshy & Co. ie ue ee east Gr ine Gand ana buildine. Paras Is. He was a good salesman, + work?. Many have taken their last 5,5" Dodson & Hildreth, Grand of the Sanitarium. Following is a list had a rare command of language, and : : of the creditors: : trip across the dark river and none of Rapids ......0...ses essen eee se. 54.50 : knew how to expatiate on the best P . : . Eagle Cheical. Go. Milwaukee ... 10.00 Preferred Creditors. _ co : : these have gained either great riches Firestone Tire & Rubber Co., Lo Amt. Unknown points of the goods he sold, As he i ; lef Grand, Rapids |. ..7.........4. 32.30 Frederick E. Marshall ............ $200.00 picked up a parasol from a lot on : r or great fame, but every one has left GR Parciie & Iron Co. Gran Scon 44 Oceiacia 1 - I , ) a clean record and a wholesome mem- . 7 pe ae et es Peles Dr. Ellsworth Goldthorp, Chicago $2,400.00 the counter and opened it he struck : ran apids Press, Gran aplds 251.00 Geo. H. Barker, Pittsford, N. Y. .. 500.00 4 : le of Imirati and said: 4 Ed ory. -We who still work on, let us 8 °R Gooarich Tire Co., Grand o an attitude of admiration and said: ao ' . * a irst State Savings Bank, Mus- remember that “All service is the Rapids ..............5 cen cea 25.51 keson Foishts |...0.,........ 450.00 Now. there! Lok at Mine iil ‘ . G. R. Oil Co., Grand Rapids ..... - 2148 Clarissa M. Austin, Williamson, co ; oe same with God—with God, whose’ Jj, G. Herd, Nashville ............ 100.00 Ne eee 1,800.00 Isn’t it lovely? Particularly observe - F. E. Hathaway, Muskegon ...... 75.00 Mary Hanson, Chicago ........ 1,400.00 : cite. esa ea . ds puppets, best and ee ase We A cal Ghuuovean me fa cane 1000.00 the quality, the finish, the general ef There is no last or first. We all ae eld geo a ae “wee os. Garrety, Chicago ............ 400.00 fect. Feel it. Pass your hand over : : eystek & Canfield, Gran apids +35 A. K. Maynard, Chicago ......... 00.00. - . : a, may work in such fashion that some © ‘Ss. "Holt, Grand Rapids yee nice oT piss bei Pp oo it. No nonsense about this parasol, & ts ‘ : as a eae : se N» Le , C ISO sees sees 2, 100. a ts her scribe may say of us’some Hilding & Hilding, Grand Rapids .. 4.00 Alvira Fluke, Unknown .......... 300.00 is there? bron : | Hamilton-Quigley Pub. Agency, Frederick E. Marshall, Twin ees ‘es later day, there was an honest work- Grand Rapids ..0. 65.00 Were ee 3,900.00 No,” said the lady, “it has worn H. H. Jordon, Grand Rapids .... 250.00 L. C. Austin, Williamson, N. Y. 2.000.00 e That i , 11S i er and a es oo Dr, Jennings, Grand Rapids ...;-. 11. 50 Gehl Bros., West Bend, Wis. .... 148.00 7 rai ao old one. 1 inst ohn 5B. bBariow. . Kos ompany, Gran apids 5 Albert Anderson, Montague ...... 150.00 it down here. y - om ‘ | ; > h 4 % BUILDING CONTRACTORS GRAND RAPIDS, MICH. HAUSER-OWEN-AMES COMPANY PEANUT BUTTER. Rapid Growth of a Most Remarkable Industry. The peanut is generally conceded to have originated in Brazil, whence it was introduced into Europe shortly after the discovery of South America and whence it has been carried by man to nearly all warm climates throughout the world. It is said that peanuts were introduced to the United States by ne- groes imported from African slavery. Since the Civil War, peanuts have been an important agricultural crop in the South, especially frem Virginia to Texas. In Tennessee the peanut is known locally as “goober-pindar” or “ground-pea.” From 25 to 50 per cent. of oil may be expressed from the shell- ed nuts, and this, if carefully prepared, is useful for cooking and in the arts. The “cake” which is left after the oil has been expressed makes an excellent food for cattle and is used as such to a great extent in some localities. Peanuts are important from _ the standpoint of human food available from an acre for the reason that, be- sides being available as a catch crop in corn, they are gaining favor as a staple crop in the sandy lands of the cotton states, especially where the cot- ton-boll weevil is troublesome. In many sections alternate rows of corn and peanuts give good results, particu- larly on semiarid lands. In the South- eastern states. from Virginia to Florida, peanuts have long been recognized as ene of the chief crops for hog raising. The acreage for this and other purposes has increased greatly as hog raising has been introduced in the coastal-plain sec- tions of the Southeast. The demand for peanuts has widened ereat'y as a result of new methods and the product now enters into two im- portant avenues of commerce—(1) in the form of cake or meal, after the oil is extracted, as a valuable food for live stock, and (2) as a source of valu- able fat for use for cooking and other purposes. A larger acreage of this crop is to be encouraged as a means of in- creasing the amount of pork products in the Southern States and to meet the demand for peanuts for the manufac- ture of peanut butter and for use in confectioneries. Recent experiments at the Texas experiment station demon- strate methods of feeding peanut meal or peanut cake to avoid the soft flesh in pork which ordinarily results from feeding the raw product. In addition to the nuts the hay is in great demand and it has a feeding value similar to that of alfalfa. At the first anniversary of your won- derful paper, peanuts were only thought of in connection with circuses, fairs and carnivals. To-day peanuts are an established article of consumption. Last year the crop harvested in the United States amounted to over 40,000,000 bushels and was worth over $50,000,000, and with the high prices of to-day, no one can tell what the crop this year will sell for. Going back to the subject of peanut butter, it may be of interest to yourself and readers to know that this product was first invented by the Seventh Day Adventists, which people are vegetar- MICHIGAN FPRADESMAN ians. They found that butter made from peanuts was very nutritious and began manufacturing this product in a small way and sold it exclusively among their own people. The demand for this product gradually increased, as other people who were not vegetarians began to find out that it was a very palatable food and very nourishing. It seems that the Adventists did not commercial- ize their product. They left this for other people to do. Until within the last few years peanut butter has only been thought of as a delicacy and was used in connection with picnic. afternoon teas, etc. To- day you will find it in nearly every home, and where people cannot afford cow’s butter or oleomargarine it is used exclusively. It is also preferred ;to animal fats by some people of unlimited means. drning the process of manufacture. Peanuts contain plenty of natural oil which is nourishing to the human sys- tem, but it is only possible to obtain this oil by crushing the peanuts in prop- erly constructed machines. It is almost impossible for the human teeth to mas- ticate peanuts sufficiently to make them ready for digestion, which accounts for the reason that professional men sug- gest the use of peanut butter in prefer- ence to roasted peanuts. Although the peanut butter business is practically in its infancy, the annual sales at the present time run into mil- lions of dollars, and it has been pre- dicted by reputable men that in time to come peanut butter will share first place with cow’s butter in human con- sumption. The acreage planted to peanuts is rap- idly increasing. Two years ago it was L. P. Hadden. For the benefit of those who are not really familiar with exactly what peanut butter is, it would be well to state, that peanut butter in reality is roasted pea- nuts, thoroughly masticated, with the proper amount of salt added. Only No. 1 Spanish and Virginia peanuts, the choicest grown, are used, and the two kinds are carefully blended ‘for ‘the finest flavor. After the peanuts have been carefully selected, they are roast- ed properly. Then the skins, defective kernels, the little bitter hearts and grit are removed. This process is called blanching. The peanuts are then placed into a large machine, where they are crushed and seasoned. The finished butter is poured directly into jars, cans cr pails and is then sealed up imme- diately. The process of making peanut butter is entirely mechanical. The peanuts are not touched by human hands once approximately 30,000 acres. Last year it was over 275,000, and this year, it is predicted that the crop will be 300,000 acres or more, which will yield approx- imately 50,000,000 bushels. The pros- pect is that this is only the beginning ef an industry which will run into the hundreds of millions of bushels per annum, and will have a money value that will compare with the greatest crops in the country. Not all of the crop of peanuts, by any means, goes into the manufacture of peanut butter. Numerous quantities of peanuts are pressed to obtain peanut oil, which has the same value commercially as cotton oil, cocoanut oil, etc., and is used for frying and shortening pur- poses. Due to the shortage of animal fats, large quantities of vegetable oils will be consumed from now on, and this industry, together with the peanut butter industry, will use up the output November 2], 1917 of peanuts every year, regardless of the continual increase in acreage. We have the natural resources in Michigan, in the way of soil and climate to raise peanuts, except for the fact that our season is not quite long enough to give the peanuts an opportunity to mature. L. P. Hadden. ——_>-+.__. Some Dainty Uses for Peanut Butter. I have wondered why those who like dainty dishes easily prepared and served have not more widely given attention to the possibilities of peanut butter. When one passes by a peanut stand whose cheery whistling roaster gives forth an aroma to tempt the gods them- selves, only a sense of dignity restrains one from going over to purchase a sack of peanuts. But here, in the form of peanut butter, you can enjoy this de- lightful flavor in your own home and in numberless dainty ways. Of course the most usual way to use peanut butter is as a sperad for bread cr crackers However, for luncheon cr tea, I have served it successfully in the following ways: Stuffed Dates: Cut the dates open and remove the pits. Fill the cavity with peanut butter, press the edges to- gether and roll the dates in powdered sugar. Peanut Butter Salad: Fill crisp, in- ner stalks of celery with peanut butter which has been softened slightly with cream Place on lettuce leaves, garnish with white grapes from which the seeds have been removed. Chill and serve with a French dressing. Peanut Butter Layer Cake: One-half cup butter, one cup sugar, three-quar- ters cup milk, three eggs, two teaspoon- fuls baking powder, one teaspoon vanil- la, two and one-half cups flour. Cream butter. add sugar and beaten yolks of Add milk, sifted flour and baking powder. Lastly stiffy-heaten whites of eggs. Bake in twe layers in rather quick oven. Filling: Boil one and one-half cups shaved maple sugar and one-half cup water, with one-fourth teaspoon cream of tartar until syrup will thread; pour gradually on stiffly-beaten whites of two eggs. Add two tablespoons peanut butter, and continue beating until thick and creamy. Spread between layers and on top of cake. Peanut Butter Drop Cakes: One- fourth cup butter, one-half cup sugar, cne-fourth cup milk, one cup flour, two teaspoons baking powder, one-half cup peanut butter, two eggs. Cream butter and peanut butter. Add sugar, beaten yolks of eggs, milk, sifted flour and baking powder, lastly stiffly-beaten whites of eggs, and one teaspoon vanilla. Drop in small spoonfuls on greased baking sheets one or two inches apart. Bake in a moderate oven to a delicate brown. Peanut Butter Fudge: This the chil- dren will enjoy making. One cup of maple sugar, two-thirds cup milk, one cup peanut butter, one teaspoon vanilla, a pinch of salt. Put milk and sugar into a saucepan, let it boil until a soft ball may be formed when the mixture is tried in cold water. Remove from range, add peanut butter, vanilla and salt, beat to a creamy consistency, turn into a buttered pan, cool, and cut into squares. Florence Sethlow. eggs. o Fi” : November 21, 1917 MICHIGAN TRADESMAN 39 | | FOSTER, STEVENS & CO. 187-159 Monroe Ave. N. W. 151 to 161 Louis St. N. W. Oldest Hardware House in Michigan pes We Have Built Up Our Business by Handling 14s Quality Goods and Furnishing Unequalled Service cl» Ever since our business was established, eighty years ago, it has been our aim and our ambition to have our goods and our service equal every expectation that is implied in the use of the words “Quality and Un- equaled.” We consider there can be no higher aspiration than to so individualize our business that it will (1 truly represent and stand for the highest ideals in merchandising methods and practices. In pursuance of this policy, we have built up a permanent good will which we consider equally as 7 valuable as any of the more material elements which go to make up our extensive business. The length of time our customers retain their connection with us and the constantly increasing vol- ume of their patronage are decisive proofs, in our estimation, which definitely determine the correctness of our position. Fully convinced that efficiency is only another word for service, we are constantly adopting the most modern methods and bringing into active service in our’ institution young men full of energy and enthusiasm, with a view to not only perpetuating the good name we already enjoy, but to augment it by years of faithful ee ee 4s, service and constant endeavor by men carefully trained to revere the sturdy honesty and progressive spirit of ) the venerated founder of our house and his successors. We gladly avail ourselves of this opportunity to express our appreciation to the trade for the generous ) ' ‘by? patronage accorded us and to express the hope that it may be continued in unrestricted measure so long as i} we ate worthy of same. 1 43 If the past is any criterion—and we have always insisted that the only way to judge the future is by the past—the eighty years which have elapsed since our house was established have given us an accumulated knowledge of the hardware business and an intimate acquaintance with the trend of market conditions and tendencies which enable us to be of peculiar service to our customers. Square Dealing--- Honest Values--- Good Service Fw eee Oe 40 FROM CRACKERS TO CALICO. Metamorphosis of 2 (Genial Gentleman and Salesman. It is perhaps not inappropriate for _ me to introduce this article with a sin- cere appreciation of the honor extended to me when Mr. E. A. Stowe, the edi- tor of the best trade paper in Michigan, invited me to furnish him the following. Nor will it seem amiss, I hope, when I remind the reader that it is no easy matter for a modest drummer to pen a composition which is largely in the first person on a subject which is the very alpha and omega of human nec- essity—the inner and the outer needs. The subject I think cannot be treated in an impersonal manner, for “From Crackers to Calico” is an autobiography of my activities as a salesman, yet, if I can in its narration give some patient reader a few moments of pleasure by recalling similar efforts, similar ambi- tions and parallel experiences, or if these lines stimulate the ambitions of some embryo knight of the grip, my temerity will be justified and my time will be well spent. In an earlier edition of the year ap- peared an article of which the following is in part a repetition, yet not so much a repetition as an amplification. As a youth, life on the farm was absolutely impossible to me. Like many a reader probably, out at 4 in the morning, in the fields all day and chores by lantern light held little fascination for me. Things on the farm, they say, are dif- ferent now, for with automatic milking machines, automatic manurers, automa- tic cultivators, corn cutters, weeders and what-nots, life to-day on the farm is pretty much touching one button after another or pulling a rope here and a lever there, and blisters, they say. now appear on other portions of the anatomy than on the palms of the hands or on the soles of the feet. But when I was a boy farming I knew no such super- efficiency. I left the farm at the age of 12 to try city life, getting a position in my uncle’s store. Like any boy under the same conditions, city life even in a small town looked pretty live'y as compared with what I had known. It will not seem strange that my eye was soon caught by the prosperous looking gen- tlemen who came to the general store with distinguished looking trunks and a general air of confidence in himself and in every thing about him. The more I saw of him the stronger became my conviction that life held no more fascinating occupation than that of the traveling salesman, and that as soon as my age permitted it, I would make that my Own occupation. Young as I was I distinctly remember comparing the gen- eral appearance and behavior of the drummers who carried groceries, to- bacco, dry goods, notions, etc. and I made up my mind that the textile side of the house was the business I would like best. Ambition being at least a portion of my capital stock, it was easy for me to accept a position in a local printing effice, where I could get something of an education as well as earn a living. For three years I served as an appren- MICHIGAN TRADESMAN tice and then remained three years more on the staff of a village newspaper. I have never regretted those six years in a print shop, but the desire to become a drummer never left me. Seldom did I lose an opportunity of an evening or late afternoon when I spied a salesman lugging that inevitable travel-scarred grip to foliow him to his destination and tarry to see him make his advances, display his samples and take his order. At 19 nothing else would do. I wrote to about every wholesale house I had ever heard of, applying for a position as a traveling salesman. I wanted to travel with dry goods, but when one lonely answer was all 1 received to all my applications, I for- got the “line” in the joy of an oppor- tunity. The offer was from the Ham- mell Cracker Co., of Lansing, and I remained with that house three years, serving the company in various other lines in that time and gaining a liking for the cracker business which not only banished all other lines from my mind, but gave me an_ experience which I was well able to capitalize when a position was offered me by the National Biscuit Co. Most of my friends will recognize me here. For twelve years and bet- ter I served that magnificent organ- ization. Many the friendship that was cemented during that period, many the obstacle and the opportunity en- countered, but the most cherished memory I carried away with me was the memory of the sterling quality of the men I aided and worked with. It was with these men that I learned what a salesman should be and their environment. I pay them willingly this tribute. They not only brought out the best steel there was in me, but also taught me that corollary of our profession, that to be successful as a traveling salesman it is absolute- ly necessary to be honest with the trade, honest with the house, honest with yourself and work like blazes all the time for all three. During these twelve years with the National Biscuit Co, I met, as stated before, many big men, but H. W. Sears soon loomed head and shoul- ders above them all, not necessarily and yet possibly because of superior qualities, but most of all because he embodies more than anyone I know, my ideal of what a business man should be. When H. W. Sears left the company to assume control of the Grand Rapids Dry Goods Co., a word from him was all that was need- ee Frank J. Seibel. ed for me to see the larger opportuni- ty and, although I felt my many good friends with the best of understand- ing and with not a few regrets, I felt that it was a case of a man’s first duty to himself and to his own and I turned from crackers to calico. Not until I had been duly accepted did it dawn upon me that the ambition of youth was at last mine—that I had returned to my first love. Needless to say, this realization helps more than a little to spur me on in my new field, but although I have worked hard to get acquainted, not only with a new line but also with a new class of customers, I am not so far as yet able to relate much of whether this first-love is sweeter than that which I learned to know so well. I shall not devote any time to an endeavor to give advice to my brother salesmen in the cracker trade, many November 21, 1917 of whom probably could still give me pointers. Nor have I in these few months absorbed sufficient knowledge of calico to attempt any violation of the erudition of my brothers in my newer occupation as a dry goods salesman. May I say with becoming modesty that I am now and always have been willing and anxious to learn, I ex- pect to continue my efforts in calico in the only way I know, with a full appreciation of the three parties most interested and with all the energy of which I am capable. I will say with no apology for the statement that I expect to win in calico. I can hardly close this article with- out expressing an appreciation of the co-operation given me by my many loyal customers, some of whom will probably be reading these lines, and to inform them that if success should fail to smile on my efforts in calico, I hope to write a supplement to this composition which may be very in- teresting reading, which is but an- other way of saying that this is the last time you will have an opportunity to read any article by yours truly. Frank J. Seibel. —_~+~-++___ Sentiment in favor of mutual insur- ance appears to be growing rapidly in all parts of the State. Mutual companies are not being organized fast enough to meet the requirements of the retail mer- chants for protection of this character. , — : SW he ar SB = Beautiful — Robes of wonderful fast colorings, original, unique designs. Comfortable — Shields you like the coat of fur given Arctic animals by Mother Nature. Durable— Chase Plush Robes will outwear—many times over— other woven fabric robes, Sanitary — Not easily soiled — the hair being smooth does not attract or hold dust or germs. Clean—a simple shaking removes dust. We carry a full line of these robes in stock, Your orders will have our best attention. Sherwood Hall Co., Ltd. 30-32 Ionia Ave., N. W. Grand Rapids Michigan s Ned 9 een ree aha < ” WS WITMAFLAVOR QTE T NY ELL WRIOK.O7 CoS SS sie The Coffee ’ ‘ > Wy COFFEE. “ ! CHCLae f) 0 WITHAFLAVOR GNSS KS at 5 4 | ae g A SEL WRI co; , aT j OEE WRG; STON - CHIC , oh oN, QS i = -< cits a . SecLNaeae ee TE Oy Riacrrsrerevereet tte s “ Trees anne ts — % 7 WE A, Co SLL WRIS Oe ar TOR cHIchZ November 21, 1917 MICHIGAN TRADESMAN 41 + Leas ‘IN, S Wit rs eS Bo SLL WRIST C07 Oo EL WRIO07 Oc EU -WRISS.0; Son ewer QS Qa L- WRICY -cH Noo eo Gy c ats Ao, STOR, ca U S29 ae One Quality, Only—the Best Packed in 1, 2and 3 lb. All-Tin Cans Woulcay GH WD eet WRI; STON = CHIE The Tea—Several Varieties—also in All-Tin Cans 14 and VY Ibs. net. ARE BOOMING The great public—always discriminating—has conclusively discovered that our “WHITE HOUSE” COFFEE AND TEA measure up to a standard of quality and uniformity no competing brands seem to be able or willing to approach. woRAL:-bo—Talk-Sell“WHITE HOUSE’ | Boston DWINELL-WRIGHT COMPANY Chicago } a LL-WRIS So: Wich’ © WITHAFLAVOR: YEE one * STOR, oAS ero: Oso WR a EE: CS “ins AN, So ELIE WRIE 07 CS7on eich Smal) NZ “s COFF ewe Ke wns, S TON We che “ip ALE SS Oo ELLE-WRIP 07 os ek WRN CNL a Ry oNerr Teo; CSTW WeichS RTT) ONG ES %, “ WE OnEUL- WRION.O: Qos PLU) NZ = Cine GX eS KO No. Cha BN Hie Oo NES y tL Ivo; S76 WCE CAQ TENT Oey Oo ELL-WRIO07 On ELi-WRIO.O7 oELT-wRIOO> Coes 870K ee QS QS Oyo: 4 ha Bee Oo ELT-WRIS C07 oro, Wee Tire ay Cok WRIGT.O: TON Whee MICHIGAN TRADESMAN November 21, 1917 INCREASED EFFICIENCY. Methods By Which It May Be Secured. The watchword of the world to-day is efficiency. It is the touchstone that is applied to the efforts of every individual in the world of work, whether the occupation be profes- sional or commercial. The one ques- tion asked in every walk of life is, can he or she deliver the goods? Can he or she give a full equivalent for remuneration received? Com- petition is so keen that none but the efficient survive—the inefficient ones fall by the wayside. Efficiency pre- supposes a clear, alert brain, quick to perceive and capable of reasoning correctly; combined with a vigorous, healthy body, equally capable of re- sponding promptly to every cerebral impulse. This combination produces the acme of physical excellence—a sound mind in a sound body. The highest rewards in every de- partment of life—in every field of effort, are gained by efficiency. The test of efficiency is being applied everywhere in every calling. I shall endeavor in this article to point out and explain some of the ways in which we may become more efficient as clerks and merchants. Some of the most essential things are ambition, honesty, enthusiasm, determination, a good personal appearance and a thor- ough knowledge of our business. All of these things are possible, and if we perfect ourselves in these we will have gone a long way toward overcoming some of the greatest obstacles. It is said that no person was ever born lazy, and I believe this is true. If we doubt this, watch any baby, and see if it shows anything but life. So you see we learn the habit of being lazy. To reach the desired goal we must get out of the lazy habit. Hitch the ambition habit to ourselves if we expect to be win- ners. What others have done we can do—there is nothing impossible under the sun. We all know what it is to be determined: we were de- termined to get the girl we made our wife; we were determined to have this, that or the other, and we got it. Why? Because we made up our mind to it. We determined to get it. That is why. We should set our mark high, and be determined to reach the mark sought, and we will. It is often said that clothes do not make the man, and this is true, but a neat personal appearance gives us more weight with the world; and while a man should not be judged by the clothes he wears, he often is. Anyway, it’s our stock in trade, so we should look well to our personal appearance. Our employer's business depends largely on the appearance of his store. If our idea is to keep the stock in “ship-shape” our boss will not overlook this point in us, and all other things being equal, we will have made at least a start for the desired mark. It is very necessary that everything in and around the store be kept in a most sanitary condition, and ag merchant can have no better advertisement. The day is coming—in fact, it is at hand—when the Government is going to demand that the store or shop be kept in a perfectly sanitary condition. The man who never does more than he is paid for will never be paid for more than he does. Every clerk is or should be a salesman, and, in fact, he must be if he would reach even part way on the road of success. Many times a clerk has said to me, “We couldn't sell this or that,’ and I have said to him, “You could, but you won't, and there is a whole lot of things you could do, but you won't.” This kind of a clerk we will find growing old in the harness, and he will be slow in getting an ad- vance. He is the fellow that does as little as he can for his wages. He is the fellow that watches the clock. He is the fellow that is satisfied with his job, all he hopes is for it to hold J. I. Bellaire out. Give me the clerk with the spark to him. He is the fellow who some day will be signing the checks. Everything comes to the fellow who goes after things some fellow is wait- ing for, Nothing pays better to all of us than being courteous. Take the clerk who is courteous to his customers at all times, and I will show you a “comer,” and an “‘is’er.” A pleasant word costs nothing, and it may mean a whole lot to us. Remember, bread cast upon the waters returns after many days. No matter how badly the other fellow does his work, we should do ours right. In taking up the last point—a thor- ough knowledge of our business—I wish to call your attention to the fact that to make any progress at all’ one must have a thorough knowledge of one’s business. Make ourselves perfect as far as we can. And right here I wish to state that what success I have attained I owe to the fact that I always have my eyes and ears open, and never miss an opportunity to read any and everything I can get hold of that has any bearing on busi- ness building, and I am always ready to apply that gained from reading and with contact with different peo- ple. To-day is the day of the “spe- cialist.” A man takes up a special line and follows it until he has be- come perfection in his line, although the more we know about things in general the better we become in our specialty. It is not possible for all to be specialists. Some must have a general idea, like the doctor who follows up general practice; like the grocer who has to know, or rather have a general idea of everything in the grocery store; and the general store manager the many lines that go to make up his mixed stock. Now, the better knowledge we have of our stocks, the better we will know how to buy, and the more money we will make. The better knowledge the clerk has of the different lines, the better he will know how to talk them to the customers, thus the more sales he will make, and the more he will be worth to his employer. To acquire this expert knowledge we must take one thing at a time, and thoroughly digest it, and so on. If we follow out this line it will not be long before we will become an “authority.” The many different arti- cles that go to make up the stock of the average general store are, as a rule, under cover, that is, we know the cost and selling price, but do we know of their real quality, their real efficiency, their real value? We must know all these points or we are not what we should be as a salesman. Right here I wish to say that boys behind the counter are commonly called clerks, which, in many cases, they really are. May I ask what they are? I believe the pay envelores would contain a larger amount of cash on pay day if they could change their style from clerks to salesmen. They can do this; it’s up to them. The value of our services depends upon how valuable we make them. The weak spirit has no place in the make-up of the successful merchant. One step at a time—one thing at a time—is the right idea to become proficient, and every step in the right direction puts us that much nearer the desired goal. Then business first, that takes in a lot—and it takes out a lot. Business first every hour of the working day. Talk business, act business, be business. Few men can mix up outside attractions with busi- ness and make the business pay. The principle applies to us. Talk the play the night before. Talk the game out the night before. But when we get on the job in the morning, forget everything but the job. In other words, business first. Be ashamed to be absent. Whenever we feel a cer- tain pride in being late on account of the night before, we’re going back. Then speak the truth. There’s mon- ey in it. The liar doesn’t last. The truth builds. It makes the come- again customer. Describe faithfully, but attractively, what we’re selling. For instance, in selling some peaches, it won't do to say they’re in heavy, pure sugar syrup. They’re not. Far better to tell about the syrup being light of body and most agreeable to sup. We can describe a second-class thing so that it becomes really good. Some of our best compound pre- serves are good and truly whole- some, but if we commence to shoot off about “compound” we chill the buyer, Present the truth attractively. Here’s something a bit personal. When the store door was locked Saturday night, and we knew it was a poor day, how did we feel? Did we feel a bit put out, or did we sling on our coats and go home as happy as though the day was a hummer? Now, these are searching, practical questions. But their honest answer tells our attitude toward the com- pany. If we were in the put-out class of fellows, we’re safe. If we were in the indifferent class, we’re a doubtful proposition. man can do honest, faithful work un- less his heart and soul and feet and hands are in that work for all he’s worth. Never mind pay. For the love of goodness, don’t work for the pay we're getting. If it’s $10, fit our- selves for the 20-dollar man. Hiow in the world are we ever going to command $20 a week when we're giving only $10 worth of service? We ought to see the point. Then the fellow with the overalls, look out for him. Maybe he’s got a five-dollar bill to spend in less time than it took us to sell her ladyship a bottle of ten-cent stuffed olives. Treat him like a millionaire. Maybe there’s seven of them at home to feed. That’s our man. Nail him. And be good to the woman who brings a big basket and has the money in her hand to fill it up. It’s nice to wait upon refined people and give them strict attention. But he’s the big valuable business fellow that can give the poor man and the poor woman equal attention. Often a woman will land at the counter with several bundles. Don’t wait until she asks us to wrap them together for her. Suggest doing it ourselves. It shows a nice, courteous considera- tion. Don’t let a woman struggle with a basket of goods if she drives up in front of the store. If the young one is crying ask the mother if you may give it a stick of candy. Fish out a chair where you see an indica- tion of weariness or old age. Little things these are, to be sure, but big friendship-binding factors. Many a corner is turned until the customer gets to the store where “that accommodating clerk” works. Put these little things into practice. It takes no special talent; no extra labor compared to the reward. My first mercantile experience was in a corner grocery in a farming com- munity. I made it a point when I saw a farmer’s wife drive up to the store to step out, tie her horse or team, carry in her butter, eggs and farm produce, then to put her gro- ceries in her buggy or wagon and untie her horse when she was ready to go home. It was not long before there was a contest to get to our corner. Our trade greatly increased. It doesn’t pay to stand still; that is, figuratively speaking. A business can’t do it and remain a big invest- ment a great while. A young man can’t if he intends getting the best out of himself. A beaten path is easier to travel along than a near cut through the woods. Keep think- ing. That’s what our brains were placed in our heads for. We should try to figure out a bet- Because no- Se Se S = ee UN OM OD Lt lee SO lee ee ee ON we Wot eo o we — to oN oe § Ue lS Oe — Oo 1.9 2 & BS to OR ae ‘ TAM MeN NE NE Me ee Na ee ee OS ee ee ae Fi MiMi ee = 2 Freee z . xy » = < i November 21, 1917 MICHIGAN TRADESMAN 43 ha * Pddelt. ola: [cote The Home of the Corner of Oakes St. and Commerce Ave. Hazeltine & Perkins Drug Co. Three Hundred Feet from Main Entrance to Union Depot We invite you to call and make yourself at home We began business in 1873 We are also celebrating our anniversary, but ours is the Forty-fourth Grand Rapids, Mich. Hazeltine & Perkins Drug Co. 44 ter way to handle the delivery or a more .convenient arrangement for placing our shelf and counter stock. Is the cash register in as handy a place as it might be? If the tele- phone were moved to a more con- venient place would it save steps and time? Look over the stock for im- provements and suggest these things to the head. The boss has more on his mind than we think. Then cut out personal talk, never be guilty of letting a customer hear us discuss a fight or game, a show, or anything personal or foreign to the business when we're back of the counter, It’s the worst of taste. Occasionally, we give offense without knowing it. My whole object in writing this article was to try to assist some one to be a better merchant. If anything pinches, size ourselves up.’ I hope it may be the means of making some one a better salesman, a better busi- ness man, a better man altogether by following up and carrying out:the suggestions it contains. We should keep a clean counter; don’t leave a sheet of paper on the counter. Put the remaining bags back in the rack. After showing sam- ples, place them back on the shelves. The same with any of the goods in stock. Yet we should have a neat counter display always and we should change it often. In connection with this, let me impress upon you the importance of keeping the scales clean and adjusting them every morn- ing. This can. be done in a few minutes. The effect of the shining scale on the buyer is good. Do we know there is an art of dis- posing of samples? Never them into the order one to a customer along with a word or two. about the goods is better. It throw box. Handing suggests importance. It associdtes more directly the store with the goods. The impression is good. Handing them out is more of a com- plimentary affair. The fact that they must be carried home and in a meas- ure taken care of, along with our ap- parent consideration, gives them weight. Make the most of samples. They cost us nothing. Then we should be our jobs. bigger than Then we can make the jobs as big as we are and draw in- creased salaries. If our jobs are big- ger than we are, we are bound to be swamped. Some young men labor under the idea that they are not being paid enough, and under that false opinion, lie down and decide not to work so hard. Their jobs are bigger than they are. We no doubt have wondered why this fellow has risen from obscurity to the higher positions in so short a time. He was bigger than his job. He puts his whole soul into his work. He tries to do more and better work than anybody else who ever before held the job. He is not afraid to do more than he thinks his salary requires. He who tries to measure his own orbit and fixes the amount of work he thinks his salary is worth never succeeds. The fellow who gets up and does things, and does not think of salary and time, but of his job, is the one who makes a success of MICHIGAN TRADESMAN life. Find an opening that has in prospect a reasonable success, and then, adapting ourselves to the cir- cumstances that surround our labors, bend everything to achieving suc- cess, and we will soon be up where the traveling is easier. I have worked in stores with clerks who have had the habit of being sick. i < \ a lak | | 2 & 2 a. - 1 Or in- T ve dit ret ne. ith ns SS yli- al. Lp- ith fee ed itt, a » é ame | 28 November 21, 1917. MICHIGAN TRADESMAN 45 Michigan Hardware Company EXCLUSIVELY WHOLESALE Corner Oakes Street and Ellsworth Avenue, Grand Rapids, Michigan he a) igiciapasores once ene ‘ies Seaman 2 fae es 4a pean TRE ew - a —“ Te E have made marked progress during the past year in many different directions. our office and traveling forces and have taken on many new lines which enable us to serve our patrons even more acceptably in the future than we have in the past—and we have had a pretty fair reputation in the past for filling our orders and meeting the requirements of our customers in an accept- able manner. Our traveling force is now covering Michigan territory very completely, as will be noted by the following list of our representatives and the schedule of the territories covered by them: W. A. McIntyre—Eastern Michigan Territory. ° W. J. Klein—Southern Michigan Territory, A. Upton—Northern Michigan Territory. V. G. Snyder—North Central Michigan Territory. E. F. Goebel—South Western Michigan Territory. R. J. Nichol— Central Michigan Territory. M. J. Kiley—Western Michigan Territory. J. T. Boylan—City. Michigan Hardware Company Exclusive Jobbers of Hardware and Sporting Goods Established 1912 We have added to. MICHIGAN TRADESMAN November 21, 1917 PATRIOTIC SERVICE. What Uncle Sam Asks of the Leather Trade. Napoleon is credited with the state- ment that an army marches on its belly. Of course the great leader of men was dealing in metaphor. He meant to emphasize the vital impor- tance of the commissary. His state- ment really means that in establish- ing the efficiency of an army a well- filled belly is second only in impor- tance to well-shod feet. So, first, Uncle Sam expects the leather industry to provide the army with shoes, also with leather coats, harnesses, saddles, straps, holsters, scabbards, belts, puttees, etc. Not only must these leather goods be provided, but the goods must be promptly delivered and the skill of the tanner, the science of the chemist and the technique of the manufactur- er must combine to furnish them of the best quality possible to be pro- duced. To this task the leather industry addressed itself in the early days of the war. A committee, known as the Shoe and Leather Committee on Supplies of the Council of National Defense, was organized under the leadership of J. Franklin McElwain, of the well-known Boston shoe com- pany which bears his name, and the need of the army for shoes was promptly supplied. Next a Leather Equipment Branch of the same sup- plies committee, headed by Major Joseph C. Byron, a popular tanner of Williamsport, Md., with previous army experience, a West Point man, took charge of the harness, bag and strap leather situation, promptly pro- viding the needs of the army in these leathers. The size of the undertaking assum- ed can be best expressed in the state- ment of goods purchased by the army under the advice of these two com- mittees which total twenty million pairs of barracks and marching shoes and over two million sides of harness. strap and bag leather, totalling in value $120,000,000. A considerable portion of these purchases have already been delivered and daily immense quantities of leath- er and leather goods are being de- livered to Uncle Sam. These goods are, in most cases, not regular, commercial lines, not the customary articles of trade. They are special, of special design, special tannage, special weight, made from specifications fitted for army use, but unsuited to the regular civilian trade. Uncle Sam, however, expects oth- er assistance from the leather indus- try, of perhaps not equal, but of vital importance. Not only must the needs of our own armies be supplied, but large quantities of leather and leather goods must be sent to our Allies. England, France and Russia are com- ing to this country for supplies. In October, enormous quantities of leather were bought by the British government, including sole leather, side upper leather, glazed kid, sheep leather and woolskins, all for Eng- land’s war work. Some of this leath- er is manufactured into goods for the soldiers’ wear, but a larger portion is for the war workers of England, people who are working in the muni- tion plants and are under govern- ment control. Russia recently bought a million pairs of shoes and is now asking for bids on additional quanti- ties likely to total three million pairs more. Premier Kerensky has just empha- sized the great need in Russia for shoes and leather and will, doubtless, ask for immense quantities of both. So long as our Government furnishes the money to pay the bills Uncle Sam proposes to buy the goods and these requirements will doubtless be se- cured through the shoe and leather committees. One of the smaller items is a re- quest for a million pairs of shoes for the Red Cross which are being se- “That we. commend the loyal and efficient service rendered by our President and the other members of the trade serving on the Shoe and Leather Advisory Committee of the Council of National Defense, and of- fer our further assistance in any Ca- pacity where we can be of service.” The spirit of this resolution has honestly guided the men of the hide, shoe and leather industry who are co-operating with the Government in these war needs. The immense re- quirements of leather goods have been secured without advancing prices, packers and tanners combin- ing, under Government supervision, to prevent either a runaway market or profiteering. The average market of hides, leather and leather goods is lower to-day than it was before the Government began its enormous pur- Van A. Wallin cured through the Council of National Service of the Shoe and Leather In- dustry, This buying is done after consultation with representatives of our Government to prevent interfer- ence with the needs of our own army which must first be met. At the spring meeting of the Na- tional Association of Tanners held in Boston in May of this year, the fol- lowing resolution was unanimously adopted: “That we extend to our Government the fullest co-operation of the tan- ners in the preparations for the con- duct of the war. “That we pledge ourselves to sup- ply the different departments of mil- itary affairs the highest quality of leather that can be produced and that the same shall be offered at fair and just prices, chasing. Uncle Sam expects of the leather industry just what he has a right to expect: Good leather, the best that can be tanned; fair prices; no profiteering; preference in de- liveries. No civilian contracts must come ahead of our soldier boys, no matter how attractive the business or how valued the customer. Finally, Uncle Sam insists on having the per- sonal service of every man needed for advice, counsel, guidance, instruction and assistance in the tremendous un- dertaking. Uncle Sam will not be disappoint- ed in the leather industry. Van A. Wallin. — ++ >___ No matter how much a clerk may need to be called down, it is a fatal mistake to let the event happen in the presence of customers. The Record of the Average Man. The American Bankers’ Association has compiled some appalling tables of figures setting forth in blackest hues, relieved only with a very little dark gray, the life experiences of one hundred average men at the age of twenty-five, who are healthy and vigorous in mind and body, and de- pendent upon their own exertions for their support. Let us see what happens to them, within the purview of this report, as they pass thé milestones of each suc- ceeding decade. At the Age of Thirty-Five. Five have died. Ten have become wealthy. Ten are in good circumstances. Forty are in moderate’ circum- stances. Thirty-five have not improved their condition, At the Age of Forty-Five. Eleven more have died, sixteen in all. Three only are wealthy, all the oth- ers rated at age 35 as having re- sources having lost their accumula- tion. Sixty-five are still working and are self-supporting but without other re- sources. Fifteen are no longer self-support- ing owing to illness, accident, etc., a few still earning something but not enough for self support. At the Age of Fifty-Five. Four more have died, twenty in all. One has become very rich. Three are in good circumstances, but net the same three quoted at age 45, for one who was wealthy at 45 has lost everything, and another not quot- ed wealthy at 45 has taken his place. Forty-six are still working for their living without any accumulation. Thirty are now more or less de- pendent upon their children, other re- lations, or upon charity for support; some still able to do light work are being replaced by younger men. At the Age of Sixty-Fve. Sixteen more have died, making thirty-six in all out of one hundred. One is still rich. Four are wealthy, one of those who lost everything before 45 having again become wealthy. Six still at work; self-supporting. Fifty-our are dependent upon chil- dren, other relations, or charity. At the Age of Seventy-Five. Twenty-seven more have died, mak- ing sixty-three in all, sixty of whom left no estate. Two only are wealthy, two who were rated as wealthy at 65 having lost their accumulation. Thirty-five are dependent upon children, other relatives, or charity. These old men will die off rapidly, we are told, but their financial con- dition will not improve, and thirty- three of them will not have sufficient means to defray funeral expenses un- less insured. —__>---—____ Proof Positive. Tom—“So you really think you have some chance with Miss Cold- cash, do you?” Jack—“That’s what. She is begin- ning to find fault with my necktie.” ~ nel od woe s a ——— —. -S- 1. ho ng on ly, ne y- nt ou d- ae s 4.4 ‘ November 21, 1917 MICHIGAN TRADESMAN 47 72nd Year iad me ree etter) eo a Hal F ait Pang ‘J Y 4 aes nee iY bi Mh ——— tena & it a gs ape We extend a cordial invitation to all merchants interested to visit us and inspect our line of Holiday Goods in Toys, Dolls, Books, Games, China, French Ivory, Brass, Silver, Cut Glass, Novelties. We invite you to come in and see our display in person because we realize that there is no such variety exhibited anywhere near us nor but few such stocks in the whole country; you would then be able to examine and handle the goods for yourself and con- sider your purchase with so much more satisfaction than if they are ordered in any other way. It is more important this year than ever before owing to so many unusual conditions. But we have our Holiday Catalog too.. A faithful mirror of our stocks, pricing in plain figures the most popular staple goods, so that orders from it will secure quick selling CHRISTMAS LINES guaranteed to please in every respect. We make prompt shipments and give equal attention to small and large orders, mark all our goods in plain figures, and in evety way strive to serve the trade as only a large and low priced wholesaler’s stock can serve. We sell to merchants only and have no connection with any retail store. Do not overlook the important fact THE CHILDREN MUST BE SERVED AND THE TOYS DEMANDED TO-DAY ARE TOYS THAT TEACH. ERECTOR SETS } etait ioc'to 815.00 erst TINKERTOY } PEG LOCK BLOCKS § Zrsgigj Fundementa! Buiding WOOD BUILDO {| Texter Set inatction and Desiming. Rotails 100 STRUCTO SETS } Teaches Blectricity and Correct Engineering. Re- BOY CONTRACTOR } ficce'vient® Retails 10 to sh00: MASTER BUILDER { Rachie Sees ot Meche H. Leonard & Sons Manufacturers’ Agents and Wholesale Distributors China, Glass, Crockery, Silverware Bazaar and Holiday Merchandise Grand Rapids so3 Michigan Teaches Invention and Designing. Retails 50c. Retails $1.00 EDSON, MOORE & CO. Wholesale Dry Goods And Furnishings | Remarkably Complete Lines of Seasonable Merchandise For Immediate Delivery In All Departments Automobile Robes Make Acceptable Christmas Gifts No. 222 54 x 72 All Wool 4 Patterns 3- 2 Ib. $ 5.00 each No. 333 54 x 72 All Wool 4 Patterns 3-14 Ib. 6.00 each No. 444 54 x 72 Ail Wool 3 Patterns 4-\7p Ib. 7.50 each No. 555 54 x 72 All Wool 3 Patterns 4-34 Ib. 8.50 each No. 777 54 x 78 All Wool 2 Patterns 4- Ib. 10.00 each No. 888 5¢ x 72 All Wool 3 Patterns 5-' Ib. 11.00 each Two Special Numbers WATERPROOF Wool Lined 50x60 Grey, Navy or Green $4 each DEVONSHIRE All Wool 54 x 72 Plain Colors, Black, Navy or Green, $5 each We are Sole Distributors for LITTLE BOY BLUE CLOTH 32-in. Sun and Tub Proof. For children’s rompers, ladies’ house dresses, etc. ROSE ARDEN POPLIN 27-in. Silk finish cotton poplin in a big assortment of solid colors. ORANGE BLOSSOM TAFFETA Has established a very definite prestige throughout this part of the country. Dependable in wear, rea- sonable in price. 35-in. Black only. Prices quoted and samples submitted on request. Send us your orders for seasonable merchandise. Efficient service and satisfaction assured. Edson, Moore & Co 494-514 Fort St. West Detroit, Michigan 48 A BETTER SALESMAN. How the Clerk Can Increase His Usefulness. Create a favorable first impression by being prempt in approaching ev- ery customer. Attend to your stock with your mind on the aisle. Customers are more important than merchandise. When the customer comes, discon- tinue any work you may be doing and go forward immediately. Meet your customers more than half way without seem ‘ng to hurry. Be courteous. Bow recognition. Look interested. Smile. Show that you are glad to see the customer. Appear energetic. No one likes to be waited upon by a salesman who finds it necessary to lean against the shelves. Your bearing should inspire confi- dence in your ability. Look as though you knew your business. Offer your services immediately. A slight inclination of the body or rais- ing the eyebrows in an enquiring manner may be sufficient. If not, use some form of greeting that stands for service instead of selling. Avoid such expressions as “Some- thing?” or “Did you want to be wait- ed on?” You may assume that the customer wants something or she would not be in the store. Suit your opening remarks to the type of person confronting you. Say and do first what you think the cus- tomer will like best. Let your speech ring with sincer- ity. Talk as though you believed what you said. -Be prompt in showing goods that are asked for. You should know your stock so well that you can immediate- ly find anything enquired for. Bring the goods to the customer, if possible, instead of asking her to walk the length of the counter or of the department. Doing so cannot fail to impress the customer with your desire to be of service. If possible, place the goods in the customer’s hands, or at least within easy reach. People like service that saves them physical exertion. By sizing up your customer, try to determine her preference in color, style or quality, and to show first what will suit best. What she looks at or picks up may give you a clue to what she is interested in. What she wears is an index of what she likes. Handle your goods in a manner that will enhance their value, instead of throwing them on the counter or otherwise showing that they do not impress you as being desirable. See that nothing is on the counter that may detract from the appearance of the goods you are showing. That the first sight of the goods may create a favorable impression, show them in a way that will inter- est the customer most. Men’s four- in-hand ties look best tied, sheer hosiery shows up best when stretch- ed over the hand, dress goods appear to better advantage when draped. Demonstrate right at the ‘start that these goods have all of the required merits the customer’s needs demand. MICHIGAN TRADESMAN A hat will look better on the cus- tomer’s head than in your hands. Ask the woman enquiring for a tailor- ed suit to try on the coat to see if the size is right. Try and select for this try-on something you think will satisfy. Never ask, “What price do you want to pay?” Possibly the custom- er doesn’t know. In any event, the statement that she wants to pay only a certain amount will make it diffi- cult to sell something more _ ex- pensive. Begin showing the goods as quick- ly as possible. Do not ask too many questions regarding price, size, color, etc. You should be able to judge about what will suit, and by doing so will please the customer. Cross- examining the customer will show that you wish to avoid unnecessary effort, and will not create the impres- sion that you are anxious to show goods. Your first words about the goods should give the best reason why the particular customer you are serving should want them. If the price is the most vital selling point, use it at the beginning of the sale. If not, cre- ate a desire for the article, and the price will often seem low by com- parison with the advantages of the purchase. Adapt your selling talk to the cus- tomer’s words and actions. If she looks away while you are talking, pushes the goods from her, or picks up other merchandise, you may as- sume that she is not interested in what you are saying. In this case you will immediately attack her mind from another angle. If you have been concentrating on style, you will change to price, durability or some other desirable qualification of the merchandise. If she shows interest by examining the goods, asking ques- tions, or agreeing verbally with your statement, you may know you are On the right track. The rapidity of presenting ideas should be regulated according to the individual needs of each customer. All people do not think at the same rate. Those of nervous temperament, who seem hurried, will need a more rap- id-fire presentation of selling points than those who are more deliberate. The nervous man may jump at con- clusions if you do not give him the facts in a concise manner. The de- liberate man will require minute ex- planation without a semblance of hur- ry. A study of human nature will enable you to “size up” customers with a fair degree of accuracy. Be positive in all statements regard- ing your merchandise. Don’t “think, guess or believe.” You should know all about the lines you are handling, where they come from, how they are made, what they are ‘made of, how they compare with similar lines, what may be expected in service. Nothing will inspire confidence more than demonstrating the fact that you know your goods. A study of the merchandise itself, enquiries directed to the manufac- turer, a talk with your buyer, and a careful study of the editorial and ad- vertising pages of trade papers de- voted to the subject will supply the information necessary to tell why your goods will fill the customer's wants and enable you to overcome objections that the customer may make. Talk as if you believed what you said. Make statements as though they were well known facts. Get the customer to agree that what you say is true and she will have no rea- son for refusing to purchase. Show enough goods to demonstrate that you are willing to work hard to please the customer but eliminate as rapidly as possible those not vitally interesting to avoid confusion and assist in arriving at a decision, Be careful regarding color con- trasts in your presentation of mer- chandise. If called upon to show twe colors that will clash, place a piece of gray, black or white between them. At times a direct comparison with other goods may convince the cus- tomer that the merchandise you are trying to sell is most desirable, If the article is one recommended by durability, tell of the experiences of former purchasers, how satisfied they were with its wearing qualities. Physical demonstration of points of merit will add to the effectiveness of selling. Stretching elastic web will show its resiliency, running a heated electric iron over a wrinkled cloth will show its advantages better than words, spraying perfume from an atomizer will give the customer a better idea of its odor than any amount of description could. Pointing directly to some particular feature of superiority will assure the customer’s knowledge of its existence. Try first to show about the grade of goods the customer will want to buy. It is so much easier for the customer to say “Show me some- thing better” than to admit that she cannot afford or does not wish to pay the price asked. Work upwards in price from this first article and each succeeding article will benefit by comparison with the preceding one. Overcome objection tackfully by seeming to agree. If the customer says it is “too high priced” your re- sponse might be “That may seem to be so, but” and further selling points follow. ed. There are various grades of goods and some are better than others for reasons a well-posted sales- man will know. Anticipate objections. It is infi- nitely better to tell about colors be- ing fast than waiting for the custom- er to say “I believe this will fade.” Close the sale as quickly as possi- ble. At an opportune time when the customer is thinking favorably of the merchandise, when all expressed ob- jection have been overcome, show some advantage of immediate buying. There is always some real reason why the goods you are showing should be bought to-day instead to- morrow or next week. Your conver- sation with the customer should have brought out this reason. Do not try to sell goods unless you are firmly convinced that the customer ought to have them and Nothing is high-pric- November 21, 1917 that they will serve her purpose, all things considered, better than any- thing else you have in stock. J. W. Fisk. ———_—_> + >—___ Necessity of Harmony in Business. The business: organization can be compared with an orchestra, made up of stringed instruments, wind instru- ments and vibrating surfaces. You may not play the first fiddle; they may have assigned you the flute, the pipe or the flageolet; you may beat the drum, swing the cymbals or tote a tom-tom. But, remember this: Wherever you are, keep in harmony. Harmony among humans is not always easy to get. Most men can play their part fairly well, but a lot of men fail to keep in tune with the other fellow. They seem to think that the player next to them is in their way. In other words, and in perfectly plain words, they are jeal- ous. When humans are jealous, they are as hysterical as a tree full of sparrows at sunrise. Jealousy has done more to stall success in business than lack of cap- ital or want of experience. Jealousy makes a man’s heart as heavy as a boarding-house dumpling, and his hands as far from help as limbo is from bliss. If you would know the man who is melting away, the ever-deceiving, al- ways-inferior individual member oft an organization, find the fellow who is out of harmony when playing the tune “Co-operation.” The lazy, indifferent, indolent hu- man seldom gets us steam enough to be jealous. It is the ambitious, en- ergetic live wire who suffers from this green-eyed disease. If it were the small fry, the crum- bling cuss, whose real worth can be compared with a sliver on a hemlock log, I would not devote so much space to the subject of jealousy. The mémber of a business organ- ization who is jealous of another ‘ member should be given an oboe and sent to the cowshed to play a solo. —_—_» +. Expert Testimony. Young Mrs. Cornwell was a bride of but.a short time. One afternoon she confided to her friends at a pink tea that she was sure her husband never played poker at his club. “How,” queried one of the women, “did you find out?” “Oh,” explained the young - bride, ~“T met a couple of the members of his club the other day and I asked them: ‘Can Percy play poker?’ They looked thoughtful for a moment and then answered very sincerely: ‘No!’” —_>+____ Where It Belonged. While traveling through Ohio a few days ago, John J. Dooley consented to address a few remarks to the pupils of the district school that he had at- tended when a boy. “Did any of you,” he asked, “ever see an elephant skin?” A boy held up his hand and wrig- gled excitedly. “Well?” said the traveler. “T have,” said the boy. “Where did you see it?” “On an elephant.” ° ie, a sf rd wa iw A er WS ' a, November 21, 1917 MICHIGAN TRADESMAN 49 Send Candy to “The Boys” Veterans returning from the fighting fronts tell us that soldiers ‘crave candy.” A German prisoner offered his watch for a small piece of chocolate. The High Food Value of Candy Is accepted as a scientific fact. Various kinds of food elements are required by the body. One of the most important being carbohydrates, which supply fuel and energy. The craving for “something sweet” is, therefore, nature’s call for fuel for the human engine. Sugar is 100 per cent carbohydrates, 98.9 per cent of its total energy being available to the body. Candy has the food value of sugar, combined with other materials of as great or greater food value. It is a highly concentrated, and highly nutritious food. Its purity and wholesomeness is conceded. Send candy to ““The Boys’’ for Christmas. Early come early served as we shall, of course, reg- ulate our output in accordance with the wishes of the government. PUTNAM FACTORY, National Candy Company, Inc. GRAND RAPIDS, MICHIGAN 50 STOCK SELLING STAGE. Co-operative Jobbing Projects Sel- dom Get Beyond It. Last week while conversing with a former Government official and a man unusually well informed upon many matters I was struck by this state- ment, “This country must do some- thing to prevent the cost of living going higher. The costs of distribut- ing merchandise are much tco high. Jobbers alone take a toll amounting to nearly 15 per cent. of the price the consumer pays for his goods. What does the jobber do that he should have the right to 15 per cent. of the people’s expenditures? In my opin- ion, most of this is wasted so far as the public benefit is concerned.” Expressions like that quoted have been coming steadily from newspaper editors, magazine writers, farmers’ organizations, public officers, and even from men engaged in the business o° distribution. The wave of criticism has been helped along both by retailers and jobbers. There is, perhaps, a strong element of vanity in the claim, par- ticularly when it comes from a small retailer, that the jobber’s margin is saved and “passed on to the con- sumer.” Jobbers sometimes call themselves manufacturers in order that their representatives may tell re- tailers that they are producers, and are in position to deliver directly to them. Trade papers going to re- tailers frequently contain advertising urging retailers to “buy direct and save middlemen’s (jobbers’) expens- es.” In the long run, this kind of publicity goes far toward increasing public skepticism for the jobber. Certain classes of retailers, such as the large mail order houses, chain stores, five and ten cent systems, and department stores, though far from all, do most of their buying direct now. Not a few manufacturers have developed sales organizations and the necessary machinery to carry their goods direct to retailers. Jobbers themselves have expanded, in some cases, into manufacturing, on the one hand, or into control or ownership of chain stores on the other, seeming, as it were, to seek a safe foothold in one direction or another in case of further elimination. There is a widespread idea among jobbers that trade changes are under way which may prove disastrous to jobbing as such. Since the entrance of this country into the war there has grown up the idea that revolu- tionary changes are likely to occur in our business and industry, that Government regulation and price fix- ing, as now proposed, are but the entering wedge to far reaching re- forms. Public or municipal markets still have many active supporters and we may look for many more experiments in this direction, although the public market ceased to have any signifi- cance as an important factor in dis- tribution after the industrial revolu- tion, a hundred years ago. As a dis- tributing device, the public market looks simple, almost ideal, but the conditions of village and country life, MICHIGAN TRADESMAN or simple family wants, and of home industry, have largely passed away, and with them has gone the need for the public market. The strongest movements ncw aiming at reforming distribution methods are for state and municipal marketing departments or commissions. The iobber’s claim to a place can be given no more ur less considera- tion than that of any person or in- stitution performing a service. Is it necessary? Is it worth what it costs? Is there any wther person or institu- tion which would perform the same or an equally satisfactory service for a lower cost? Just because the jobber has been in existence a long time I assume that no one would urge that he is therefore out of date per se and should be put out. Length of service in the past proves nothing, either for or against fitness or efficiency in the pres- ent, either in an individual or in an institution, Every factor in business must, is forced, to justify its exis- tence at all times and rightly so by its output, product or service. So let us approach our analysis of the job- ber’s service without any presump- tions of favor of disfavor from the past. What is a jobber? To the man on the street the jobber is a large, im- portant commercial house, ranking in stability with the best institutions in the community. Its working cap- ital is relatively large. Its credit rat- ing is excellent. It is an institution whose whole business is to buy goods and resell them to retailers. It is a specialized organization of market- ing—a sales organization first, last and always. That is about as far as the average man’s notion of a jobbing house goes. But much more is involved in the work of the jobber that becomes ap- parent enly with a closer view than most people are permitted. The job- ber studies the consumer’s needs of his trade territory, determines what the people will want and then sets out months in advance of the actual demand to assemble the goods to sat- isfy the needs, drawing upon all parts of the world. Assembling the mer- chandise that people will want next season is an enormous social re- sponsibility when you stop to think about it. A grocery jobber must secure from two thousand to five thousand items. He must buy from hundreds of producers, thousands in some cases. A superficial count of the countries of origin of the merchan- dise of a single jobbing concern show- ed that there were over thirty coun- tries represented. To care for these incoming goods storage must be provided, warehouses that will keep the goods safely and free from deterioration of any kind, whether from weather, temperature, fire, dust, vermin, or what not. The jobber’s warehouse is the source of supply of most retailers for most goods. It should be kept in mind that the jobber of to-day is generally and es- sentially a local institution. Not many grocery jobbers can sell large volumes of goods more than a hun- dred miles away. The jobber’s strong points of service are that he carries a large open stock, from which the retailers within a certain radius can erder through salesmen, by mail and wire and secure the goods in a few hours; that orders can be made up for practically everything the retail- er wants and in such quantity as de- sired. The advantages of the jobber to the manufacturer or producer are ob- vious, Months in advance of con- sumption and in advance of the re- tailers’ orders the jobber places his erders and thus relieves the manu- facturer of watching the market and making his own studies of consum- ers’ demand. A- great many manu- facturers are saved practically all selling expenses by selling their en- tire product to one or a few job- bers by contract for the season, year or in large quanties at a stated time. It is easy to underestimate the val- ue of and the necessity for salesmen. The mail order exceptions merely prove the rule. Even Government bonds cannot be sold without sales- men and sales organization. The jobber’s salesman represents a large line of goods co-operatively handled. The manufacturer’s repre- sentative carries nothing but what his concern makes. The expense for the jobber’s salesman, including both sal- ary and expenses, in the grocery line prcbably does not exceed, on the average, 3 per cent. of his sales. In other words, out of one hundred dol- lars $3 or less is required to pay these salesmen. The manufacturer’s repre- sentative costs many times. that amount. I have never heard of any manufacturer claiming that he could sell his product at a lower selling expense than the jobber. The credit man of a jobbing house performs a service in stabilizing busi- ness that is highly creditable. His knowledge of his customers extends to matters purely personal and of character in detail as well as of busi- ness matters, He is able to judge with great precision how far the re- tailer may extend his business. If ichhers were to eliminate all of the trade with retailers who are classed as bad credit risks by some manu- facturers great hardship would ensue in many parts of the country. The line between success and failure is often finely drawn, but the = skillful local jobber’s credit man stands in much better position to discern it than the distant manufacturer’s cred- it department. That the wholesaler performs an economic service to the retailer is clearly evidenced by the fact that more than 80 per cent. of the retail merchandise of the ccuntry is bought through jobbers. The jobber main- tains a constant, open supply close at hand. Orders may be sent in at any time and for smaller quantities than manufacturers care to handle for the retailer. Orders can be made out for a large variety of goods and all will be filled from source of sup- ply. One order for twenty-five items, instead of twenty-five orders to as many manufacturers, means a saving November 21, 1917 of time, postage, stationery and ac- counting. Transportation charges are reduced toa minimum. Both time and money are saved. Most jobbers fill practical- ly all orders on the day they are re- ceived. Buying in small quantities of each item makes rapid turnover possible and consequent pro rata re- duction of overhead expenses, result- ing in higher profit per sale and each profit multiplied by the turnover. Manufacturers as a rule while making price concessicns require the retail- er to buy in larger amounts than the jobber, But what the retailer gains in price he sacrifices in higher over- head, shrinkage and waste. The small retailer must of phy- sical necessity patronize a jobbing in- stitution. If he were to buy all his goods from individual manufacturers he wouldn’t have any time left in which to sell his goods. In dealing with manufacturers the retailer is re- quirédd to pay out large sums of money, sometimes at inconvenient times, whereas the jobber’s times and terms of settlement are regular and may be easily provided for in ad- vance. There is another important func- tion of the jobber which I have touched upon only lightly so far, and that is the educational help given to the retailer. The jobber’s salesman is frequently the teacher of the re- tailer, showing what the demand will be, how to prepare for it, what sales methods to use and so on. This, without doubt, has been an impor- tant factor in the success of many retailers. We may summarize the functions of the jobber to manufacturers, re- tailers and to the public by stating that he is the specialist in distribu- tion on a large scale. We need spe- cialists in manufacturing. We need specialists in every work, and we need specialists in marketing. The jobber is the shock absorber of distribution. He helps the retail- er and relieves the manufacturer. Changes in demand are interpreted to the manufacturer. The risks of distribution are largely borne by the jobber, In doing these things the , jobber stabilizes production on the one hand and keeps the consumer’s wants adequately satisfied on the other. Prices are stabilized, specu- letive gambling minimized. Were it not for the enormous stocks and ca- pacity Of jobbers price variations would be extreme every year. The jobber is to distribution of merchandise what the Federal re- serve banks are to their respective regions and to the National money market. The weakness of the old money and banking system was that the Government prevented banks from handling credit freely through wholesale financtal organizations. The National banking system was too much of a “direct from producer to consumer” proposition. There was no shock absorber such as the job. ber in distribution of merchandise to take up the violent variations that occurred in the demand for money from time to time. It should be obvious to anyone - . MICHIGAN TRADESMAN te Ld a re el Nn be o 2 8 o > ° a OOOO is WE MANUFACTURE Freight and Passenger Elevators, Lumber Lifts, Special Machinery, Boilers, Smoke Stacks Fire Escapes, Patterns, Grey Iron Castings, Steam Forgings and Steam and Hot Water Heating Systems We Carry a Complete Line of Pipe Fittings, Mill and Factory Supplies GENERAL REPAIR WORK A SPECIALTY ADOLPH LEITELT IRON WORKS ss 211-213 Erie St., Cor. Mill Ave. 52 acquainted with the facts concerning the work that jobbers actually do that the jobbing system, or some system very much like it, is abso- lutely necessary and is here to stay. His precise functions will vary from time to time, as they do now from community to community and from line to line. But the study of mar- ket demand in a broad way, the as- sembling of merchandise in large quantities from the widest sources months and even seasons in advance of the actual demand, the redistribu- tion of these products in such quan- tities as desired at the precise times when needed, are functions that must be carried on some way by some one. Paul H. Nystrom. 2-2 Real Discontent is the Signpost of Achievement. Discontent is the moving force of the world. It is the force that moves moun- tains. It is the animating energy that conquers difficulties. It is own brother to Ambition, born of the wedlock of Desire and Vision; and its child is Success. Don’t confound Discontent with querulous inefficiency, which in its impotence rails at the things that are. Real Discontent is an animating, energizing, inspiring influence. The other kind is a puling, weak-souled apology for failure. Show me a man who is satisfied with his lot, and I will show you a man whose soul is incapable of soar- ing beyond the pitiful bounds of pet- ty necessity. Discontent is the discoverer of con- tinents, the builder of mighty cities, the thinker of great thoughts. It is the spur that drives men to colossal deeds. Had Edison been satisfied with the puny light of an oil lamp, we might never have had electric lights. Had we been satisfied with what our grand- fathers thought “good enough,” we should have had no palatial steamers coursing the ocean lanes; no limited trains hurtling across continents at the speed of comets; no automobiles; no gas stoves; no trolleys; no ele- vators; no elevated trains; no sub- ways; no gas-driven engines; no tele- phones; no telegraphs; no wireless; no aeroplanes; none of the countless improvements that modern civilization affords those who live in this age of maximum comforts. Discontent was the mother of all the inventions. Discontent has peopled the desert places and reclaimed the arid lands. Discontent has burrowed the earth for its treasures of minerals and oils. Discontent has given us our great geniuses and our master builders of success. Discontent has lifted the humble and put them in the seats of the mighty. Discontent has brought us universal education. Discontent has crushed the auto- cratic power of Divine Right to rule and given the world a government of the people, by the people. Discontent is the awakener of Great Dreams. ERNE a RIAN MICHIGAN TRADESMAN Discontent is the soul of Achieve- ment. Once Discontent—Ambition— dies, then Achievement is ready for interment in the grave of hopeless- ness. When a man confesses that he is satisfied; when he admits that he has no dream of empire, no longings un- fulfilled, nothing further to crave, then you can read the burial service over the corpse of his Ambition. Better be dead than to be without Ambition—you are dead anyway from the heart up. If there is so much as a spark lefs, no matter how feeble that spark may be, there is still hope, for that spark may be fanned into a blaze that will light the whole course of your life. Nurse that precious spark. Kindle it with brave thoughts and gallant hopes. Nurture it with the warm red coals of Hope. Build it up into a blazing beacon. Set yourself a goal to race for. Train yourself body and mind and heart for the struggle. There’s an infinite joy in achieve- ment, in doing things. Too many men consider that age is the grave of Ambition. Read what some of the biggest men have done after they have passed beyond the half century, many after they have passed threescore years. Take heart from the annals of oth- er men and women. There is only one foe to fear—yourself. The power to succeed is in you, and in you alone. No one else is go- ing to do for you what you don’t do for yourself. The goal is for you to reach. No one is going to push you up to its threshold and beyond it. Push your way through the strug- gling mass of the invertebrate, puling, whining inefficients—the soul-dead. There’s always room at the front. It’s only those who fall behind in the race who fall over one another’s heels. J. M. Handley. —_2>-.—— Fourteen Mistakes of Life. Setting up one’s own standard of right and wrong and expecting oth- ers to conform to it. Trying to measure the enjoyment of others by our own. Expecting uniformity of opinion. Looking for judgment and exper- ience in youth. Endeavoring to mould all dispo- sitions alike. Estimating men and women by their nationality or by any outside quality. Refusing to yield in unimportant trifles. Looking for perfection in our own actions. Worrying ourselves and _ others about what cannot be remedied. Not alleviating as much suffering as we can. Not making allowances for traits in others, apparently unfitting them- selves for success in life. Considering anything impossible that we ourselves cannot perform. Refusing to believe anything that our finite mind cannot grasp. Living as if the present moment would last forever. J. A. Rentoul. Successful Collection Letters Used By Successful Grocer. Jeans P. Brown, a grocer in Hills- boro, Ill, uses a few strong collection letters which have brought excellent results. The letters are short and to the point, businesslike and courteous; and while not apt to give offense, make it plain that payment on the account is due and settlement is ex- pected promptly. The last two let- ters, while in the nature of an ulti- matum, are still courteous, with the idea of giving as little embarrassment as possible to the customer, who may be a good one generally but, through carelessness or a temporary shortage of funds, has let the account creep up. The idea of every collection system should be to get the money, but at the same time retain the trade and the good-will of the customer. The letters used by our Hillsboro friend are on the sectional plan, as, for instance, Form No. 1 can be used with any one of the other forms in making up a letter. It is also easy to vary or revise any one of the forms to meet a particular case. The book-keeper in going over the accounts can simply note the num- ber of the letter to be sent to each individual. For instance, if he makes a notation that Letter No. 3 is to be sent it is known at once that this is a request for a_ past-due account having an old balance, and Forms 1 and 4 are to be used. A notation to the effect that Letter No. 3 has been sent out should be made on the ledger page, with the date. The various combinations as used by Mr. Brown are as follows: Code Numbers. Letter No. 1. Regular Request for Account Due. Forms 1 and 2. Letter No. 2. Past Due. Forms 1 and 3. Letter No. 3. Past Due and Old Balance. Forms 1 and 4. Letter No. 4. Small Account, Pay All. Forms 1 and 5. Letter No. 5. Can’t Pay All, Pay Part. Forms 1 and 6. Letter No. 6. Must Have Cash Now. Forms 1 and 7. Letter No. 7. Cash or Note. Forms 1 and 8. Form No. 1—General Heading. We naturally depend upon collec- tions from our good friends who are owing us to pay our own bills, so we are writing to you. Form No. 2—Due Now; Regular Request. Your account is Due Now and amounts to $...... and we will ap- preciate a remittance from you in set- tlement of same. Form No. 3—Past-Due Regular Request. Your account is now Past Due and perhaps has been overlooked by you. Now that your attention is again called to it, we feel sure you will send $...... in payment of sare. Form No. 4—Past-Due Account With Account; November 21, 1917 Old Balance. Your account is now Past Due and part of it has been running for a long time. You no doubt have re- ceived statements and may _ have overlooked them; but if there is any- thing wrong with it let us know at once, otherwise we will expect a re- mittance for $...... to cover same. Form No. 5—Small Account; Pay All. Yours is a small account amount- ing to $...... and no doubt you will prefer to pay it all in full now, for which we thank you. Form No. 6—If Can’t Pay All, Pay Part. Your account amounts to $......, and if it so happens it is not con- venient to pay all at this time let us have as much as you can spare, say, about $...... (fill in here one-fourth, one-third or one-half of amount due. owing to conditions, i. e., how long been running, the amount involved and has ability to pay), for which we thank you, Form No. 7—Must Have Cash Settle- ment Now. We have had no response to our statements, letters or itemized bill of your account, which is $...... If it is not correct, or you cannot pay it all just now, come in and see us about it at once. We surely want to do the right thing and would regret and dislike to pursue any course that would disturb our present friendly business rela- tions; but in view of the conditions as mentioned above, we now feel that unless we do hear from you that you will compel us to do that which both of us will regret—so come in soon. Form No. 8—Must Have Cash Set- tlement Or Note. You have received from us state- ments, letters and an itemized bill of your account, which now amounts to Rese , but we have not heard from you. You must, therefore, know it is past due, and if you cannot arrange a cash settlement now, then sign and return note enclosed. We shall, of course, expect to hear from you promptly, but, failing to do so, our next step will have to be to refer the claim to a professional bill col- lector. —_—ooo The Ten Commandments of Business 1. Honor the Chief. There must be a head to everything. 2. Have confidence in yourself, and make yourself fit. 3. Harmonize your work. Let sun- shine radiate and penetrate. 4. Handle the hardest job first each day, Easy ones are pleasures. 5. Do not be afraid of criticism— criticise yourself often. 6. Be glad and rejoice in the other fellow’s success—study his methods. 7. Do not be misled by dislikes. Acid ruins the finest fabric. 8. Be enthusiastic—it is gious. 9. Do not have the notion success means simply money-making. 10. Be fair, and do at least one decent act every day in the year. ———_>+-+__. Never put off until to-morrow the advertising of to-day. conta- November 21, 1917 MICHIGAN TRADESMAN 53 ~Now or Never! If the well prepared retailer cannot have a big business the remainder of this year he never can. NOW is the time to get ready. NOW 1s the time to get ~ “ i “~ p a > 7 7 # 4 the goods. WE HAVE THE 7 GOODS. Ordering from “OUR , DRUMMER” you know what Ak the goods are going to cost and what goods you are going to get. Thus your holiday profits---and this means your net profits for 1917---can be assured. Get ready NOW! z * * ee a! I 5.5 8 BUTLER BROTHERS Exclusive Wholesalers of General Merchandise NEW YORK CHICAGO ST. LOUIS MINNEAPOLIS DALLAS ~ r ah - a ~ fr s &. ‘ ye 3 - sioaceai 1a Pi ane samuel” Ft 5 IR ss: RT: oer ea % s » > » 54 MICHIGAN TRADESMAN November 21, 1917 HANDLING RETAIL CREDITS. How a Successful Merchant Did It Advantageously. The crux of the matter is that you, as well as all other merchants, must decide for yourself. The cor- rect solution depends altogether on the merchant, his location, his cir- cumstances, the times and the char- acter of his trade; but, most of all, on the merchant himself. When we get short of change and have borrowed our limit from the bank, also owe as much as we can for goods, we con- template our “creeping balances” and evade responsibility. Therefore, credits are mighty risky anyway— perhaps I had better get on to the cash basis. Some reasons exist to- day which it may be well for you to consider very seriously the idea o! changing. Market Advancements. These may have affected you in two ways—by increasing your stock in- vestment, so that your capital is hard- ly sufficient to carry your business, and by consequently increasing the average customer's account so tht vour investment in outstanding bills is larger than you can carry, while the average customer’s account now makes many accounts unsafe which formerly were o.k. Uncertainty of the Future. Prevailing high prices are liable to decline and thus cause your stock holdings to shrink in value. In face of this contingency you may want to trim sales. reduce investments, cash in on present holdings and generally he on the safe side to meet untoward conditions. Inability to Handle Credits. Maybe you have concluded that you are not made right for handling cred- its. If you are sure that this is so, there is really nothing you can do except change. But note that this must be decided from your own stand- point, behind your own counter in your own store. But you can control your accounts, as goods change in price. Customers’ accounts automat- ically increase in average totals. The family whose monthly bills run $20 will have an average account of more like $30 at the end of each month. Thus if you have the same number and same kind of customers you will be carrying about 50 per cent. mo*ve in accounts; but if that condition pre- vails to the inclusion of customers not financially good for the changed sums, the fault is your own. It is not the credit system which is to blame, but your own handling of it. For if stocks require constant watch- ing, and everybody concedes that they do, accounts outstanding require more watching. Accounts always require watching. They require extra watch- ing in times like these when prices are jumping. Where Credits Are Weak. The big trouble with the credit business, as conducted by the average grocer, is that he tries to stretch it too far. He doesn’t realize what he is overdoing until, like a toy balloon in the hands of a youngster, it final- ly reaches its point of endurance and goes ker-bang, giving him a wallop in the eye and then crumpling up like a German dirigible that has wandered within range of the Allies’ guns. It is a wise kid who knows when he has stretched his toy balloon to the limit. When he sees the thing he has invest- ed his money in fade away into a use- less piece of rubber, he wished he had been wise in time. And so it is with the retailer who overtaxes his credit, giving limit by allowing cus- tomers to over-inflate their account with him. The credit business is all right, providing it is not allowed to spread out too much like a fat man in a lawn swing. The man who is in- sulted when he is presented with a bill that has been in existence since the last Presidential election is a trial and tribulation to the timid storekeep- er, but his money is worth much more at such a stage of the game than his chants to pass any rules which would work any hardships on the consumer, but owing to the short credit now ex- tended by the jobber and manufactur- er, the retailer is obliged to limit the extension of his credits. The six years I was in business at the corner of Sixth street and Scribner avenue I was successful in doing a credit business. I figure my losses were about 3 of 1 per cent. My ex- perience in the credit business is that the customer who makes his pay day your pay day is the best customer. The one who is living beyond his means and when pay day comes, pays only part and leaves a balance with a promise to pay all up next pay day is not a desirable customer. This is a case where if you can’t keep up, you can’t catch up, so why not. pay up? Taking orders and making deliveries Arthur Cox friendship and long term credit busi- ness. If merchants were more careful about long term credits and unre- liable accounts, more of them would be riding around in their own gas wagon and spending week ends at the summer resorts, instead of walking home to save carfare and sitting up nights, wondering if the sheriff will be sitting on the doorstep when they get down in the morning. Because of the distressing times brought about by the war, the Government asks the support of retail grocers throughout the whole country and, as true Amer- icans, it becomes our duty to heed this appeal, The Government has ap- pealed to the grocers in a great many ways. One appeal is that they be very conservative in the matter of extend- ing credits. It is not the desire of the Government nor the food mer- is expensive. Sending out a man to take orders is expensive. Taking or- ders from house to house requires one extra man. Where is your profit in that, considering the extra amount of business you get? Deliveries should be adjusted to at least two per day. Orders in before 9 a. m. should be deliveried before 12 m. Orders in after 9 should be delivered before 4 p. m., and no orders of less than $1 should be deliveried. Why should a grocer be expected to make special deliveries without exacting compensation therefore? If you are in a hurry to get a letter to its des- tination, you pay the Government 10 cents extra for the service. If you go to a doctor’s office during his of- fice hours, he writes you a prescrip- tion for $1, but if you ask him to come to your house to see you, in- stead of your going to his office to see him, he charges you $2 for the prescription. In conclusion, permit me to say that I believe in giving a reasonable amount of credit. My motto is qual- ity and service and keep a clean, san- itary grocery. Arthur Cox. ——_—_---. ___ Making His Anniversary a Souvenir Day. The souvenir has in some instances proved an effective means of wooing buyers, although it is a practice which can, if not carefully guarded, be car- ried to the unprofitable point. An unusually successful dealer in a Michigan city of 20,000 each year celebrates his business anniversary by the distribution of suitable sou- venirs to all individuals making pur- chases at his store on this day. Naturally, new gifts are offered on each occasion, so as to provide an in- sentive for those already possessing souvenirs from past years and it is surprising the assortments which have been accumulated by some customers of this store. In the forming cf a connecting link between giver and re- ceiver, they, of course, have real merit. The last two of these affairs were unusually elaborate and in all ways the most successful ever conducted, an entirely new feature being introduced. A local artist of considerable talent spent the entire day in one of the big show windows of this. store, sketching landscapes. Working at all times on five different views, he applied one color at a time to each picture until all were completed. A crowd of spectators could always be found outside, watching with intense interest the work of developing the various sketches. These art products were awarded to each customer making a purchase amounting to $3 or over. After the picture had been chosen, the sales- man made it a point to show the cus- tomer how nice it looked in a frame, with the result that a very large num- ber ordered their selections framed, for which a reasonable charge was made. The pictures are all of uni- form size. Those whose purchases aggregated less than $3 received inexpensive but quite attractive souvenir spoons. This anniversary day was widely advertised and the dealer says it is surprising the number of people from considerable distances who were at- tracted to his store on this occasion. >> Holding Over Old Business. A merchant who moved minimized the usual drop in trade and made capital of moving by displaying this large placard: “To repay our cus- tomers for the slight inconvenience of looking us up at our new loca- tion, we will make a sweeping reduc- tion of 10 per cent. on all merchan- dise for the first fifteen days in our new quarters.” Below this he dis- played a chart showing a dotted line from his old to his new location. This plan helped him to keep a large proportion of his old customers and directed a considerable number of new ones in the old territory to the new store, thus making up for his discounts. S. B. Hoffmann. November 21, 1917 MICHIGAN TRADESMAN 55 MICHIGAN OFFICES AND SAMPLE ROOMS H. L. PROPER 207 Ashton Block Grand Rapids E. D. PRESS Palace Theater Blk Flint CHAS. KLAFFKE 117 Germania St. Saginaw The largest women’s and children’s ready-to-wear de- partment in Michi- gan and one of the largest in the Mid- dle West. All the latest novelties in women’s silk waists ready for delivery. W. E. WALLACE Wilhelm Block Traverse City IRA N. SIMMONS 118 Cavanaugh St. Alpena Cc. E. ROLFE 331 Ogden Street Menominee Exclusive selling agents for Puritan underwear for men, women and children and Trufit Union Suits for men, brands responsible for the success of hundreds of under- wear departments. Our Representatives Are on the Road with the Lines for Spring Delivery BURNHAM, STOEPEL & CO. DETROIT, MICHIGAN 41-43 Market Ave. S. W. Grand Rapids, Michigan C. J. Litscher Electric Co. Wholesale Electric Supplies “Service is What Counts” 56 MICHIGAN TRADESMAN November 21, 1917 WRONG IDEAS OF RELIGION. Perverted Notions Entertained By Too Many People. There is the notion, regnant un- fortunately in many an American youth, that red-blooded virile man- hood is inconsistent with virtue, that it is smart to be fast and stupid to be temperate, sober and chaste; that it takes a clever man to be really bad and a fool to be good, particularly to be pious; a notion for which un- fortunately certain types of piety give some ground. There is the fear with which pious parents often send their boys to the university, anxious lest their faith be shipwrecked—a fear sometimes well grounded where a shallow, conceited sciolism in the professor’s chair sneers at the deep things of the spirit, but groundless where knowledge is rever- ently and honestly imparted with a single-minded passion for the whole truth. There is the feeling so often charac- teristic of the young student, the cal- low beginner who is just learning to walk in the paths of knowledge, that he can establish his reputation for intellectually by no surer proof than by ostentatiously exhibiting a some- what loud scepticism about things he has never deeply studied nor under- stood. Now these are but moods and tenses of that innate and presistent prejudice, so characteristic of our Anglo-Saxen mind, that strange, irra- tional feeling that intelligence and goodness are mutually exclusive, that faith and knowledge, reasonand reli- ‘gion are irreconcilable. Throughout his teaching, Jesus identifies intelligence with goodness, sin and selfishness with folly and im- becility. When one stands in his presence, one knows not which to admire the more, his mind or his character. Both fill us with awe. The intellectual grasp of his para- bles, the marvellous insight of his words, the penetration of his teach- ing, the amazing knowledge of hu- man nature, the surpassing wisdom of it all, they fairly overwhelm us. And before the splendor of his soul, we fall on our knees and cover our eyes. In Jesus, the two are one, really and essentially one. He could not have been the supreme character of the world had he not also been its supreme intelligence. The character is transfused with the intelligence and the intelligence is transformed into that moral and spiritual wisdom which is the character. And no man can share the character of Jesus who does not also to the same degree share his spiritual intelligence. If he is to be built up into the perfect manhood, unto the measure of the stature of the fullness of the Christ. a young man must have in him that mind which was also in Christ Jesus. It requires intelligence to keep a rational, reasonable and vital religious faith, and such a faith is the highest form and mark of intelligence. Some young men have had or are going to have the experience of losing certain old and cherished forms of belief as A CNN ERTL TIELEMANS LIND I SOIT they advance in knowledge. To earn- est and serious minded men that ex- perience will come with an utterable sadness, the sense of an irreparable loss, the loss of the light that guided their steps in youth and the consola- tion that comforted them in sorrows, the strength that enabled them to fight with sin, in their doing of duty and rendering of service. To others that experience may come with a kind of shallow and silly satisfaction, be- cause such a scepticism seems to be a mark and a proof of intellectuality, of growth in knowledge. Two things I would remind young men of when that experience comes: to religion. If the process be pur- sued honestly, with a single-eyed pas- sion for the truth, Christ will prove himself to a man’s soul as its one true master. It requires intelligence not only to keep a reasonable and vital faith but intelligence simply to be good, to guide conduct aright, to build up a good character, the first practical end of religion. Any idiot and imbecile can go the fast gait. Any weakling can make a wreck of himself. You can do it just by letting go. The man of mighty passions and appetites and fierce tempers is not necessarily the strong man. If those forces within Charles D. Williams First, these forms of belief are not of the essence of faith and may have nothing to do with it. They are mere- ly the pot in which the plant has grown and the pot may be burst be- cause the plant has grown too large for it. Never confuse the passing forms of belief with the abiding sub- stance of faith. And second, true faith and complete knowledge can never conflict. A young man thinks he has ceased to believe because he knows. It is sim- ply because he does not yet know enough. As Lord Bacon said, “A little knowledge leadeth away from God. Much knowledge leadeth back into His bosom.” Therefore, apply intelligence thoroughly and fearlessly be unruly, if the man is driven by them without control or guidance, he is like the rudderless ship, the rider- less horse and the run-away engine. The really strong man holds all those powers under the control of a wise intelligence and a right will. And that control can be learned only through mastery of the art of conduct and the science of character —the highest art and science a man can master. They make the most ex- acting demands upon the _ noblest powers and faculties of a true man- hood, They cannot be achieved by subjecting oneself to a few religious emotions or cherishing a few fine im- pulses and good intentions. Much of our popular religion mistakenly stirs the emotions without strengthening the will. It has no discipline in it. Conduct and character require more of the judgment, the intelligence and the will than they do of the emotions and the impulses. Men and women go wrong and wreck themselves as often through mistakes of judgment and lack of intelligence as through wrong impulse and unruly passion. It is a fine.art, a high art, this art of being good. And there is only one supreme master of this art from whom we may learn it in its noblest form and its highest efficiency. And that master is Jesus Christ. And there is that second practical issue of religion, doing good. That also is a fine art which requires intel- ligence. This age has a passion for doing good. It is more and more translating its religion into terms of social service, social reform, social iustice and righteousness, that is do- ing good in a large way. But more attempt this task than are fitted for it. The only equipment they bring to it is a few gocd intentions, noble motives and burning zeal, Often it is a zeal without knowledge, motive without intelligence and _ intention without wisdom. The world has suf- fered as much from blundering benefi- cences as from intentional knavery. A wise sociologist said to me a few years ago, “Social forces are accumu- lating with astonishing rapidity. Things are moving fast. What we need to-day is not so much more stimuli, more pricks and goads, as a driver on the box who knows where he is going.” We need men like the children of Issacher of old, “with un- derstanding of the times to know what Israel cught to do.” Religion, that highest and all-em- bracing interest and inspiration of life, both in its faith and in its practical issues of character and service, of being good and doing good, demands intelligence. Therefore a man needs to bring to it the best he has, the best he can get. Faith, goodness and wis- dom these three are one. Charles D. Williams, (Episcopal) Bishop of Detroit. —_+++___ Changing a Town’s Habits. Many neighborhcod stores, as well as those in smaller towns, advertise their telephone service not only to at- tract trade but to build it up. A drug- gist in an Iowa town of 15,000 ad- vertised “’Phone Red 100 when you sit down to dinner. Your ice cream will be there for dessert.” A large enough number of new customers took advantage of this service to in- crease sales materially. This same druggist suggested, through the newspapers, that his pa- trons stay home, telephone Red 100, and eat ice cream on their porches, instead of walking downtown on sum- mer evenings for soda or ice cream, as is the custom in many small towns. He developed almost a monopoly in the ice cream business, through mak- ing his number known, J. Heywood. _ o-oo The advice of successful men can be of much value to you if you will act upon it. November 21, 1917 MICHIGAN TRADESMAN 57 || Our Holiday Line A Practical One We have given special attention this year to select a very popular and useful line of Holiday Merchandise. Gifts that will prove practical to both the Sammy and Civilian as well. If you want a share in this business give us an opportunity to show you our lines. \} one ai i aN AARNE A yt q = ¥ en} : t _ Ouality Merchandise, Right Prices Prompt Service These three facts are the cause for our steady growth a Paul Steketee & Sons . Wholesale Dry Goods Grand Rapids, Michigan “THE FIRM I REPRESENT.” Famous Address on Subject Which Interests All Men. At the recent annual banquet of the National Wholesale Dry Goods As- sociation, its auxiliary associations and its associate members at the Waldorf- Astoria, New York City, Rev. John R. Davies, D. D., was one of the speakers and repeated by special re- quest his address, entitled “The Firm I Represent.” The entire member- ship of the Association expressed great appreciation and approval of the speaker’s eloquent and forceful address, which was as follows: There are firms represented here which are spoken of as being among the oldest in our country, but their age is measured by the life of a fath- er, a grandfather, a great-grandfather, or, at the most, by that of a great- great-grandfather. The firm with which I am connect- ed was old before the Caesars ruled in Rome: before the Pharaohs built the pyramids: before Nineveh reared its walls upon the banks of the Tigris, and before the Hittites built up their creat world power in Western Asia. Backward the life of this firm goes, past all known records, into that re- mote period which would ever be an insoluble mystery if it were not for the light which revelation so graci- ously throws upon the opening mo- ments of the world’s history. Like many other great enterprises, we began in a humble way. At first there were only two customers, by name, Adam and Eve. I fear they were not material of which to be proud. Indeed, to tell the truth, they started with a large capital, but left to their own resources they soon became bankrupt; were turned out of house and home, and when they died they left a debt upon the books of the firm which neither they nor their relatives were able to discharge. However, as time went by other customers took their place, each suc- ceeding generation supplying an in- creasing number, so that to-day our adherents are numbered not by mil- lions but by tens of millions, there being but few places upon the globe without some one representing the firm. Take the department with which I am connected, and we are working not only throughout our own country but in Alaska, Mexico, South Amer- MICHIGAN TRADESMAN ica, Africa, Japan, China, India, Korea, Siam, Laos, Persia, Syria and the Philippines. What we are doing other depart- ments of our firm are doing, and some of them in a larger and per- haps more zealous manner; and one of the inspirations that impels us forward in this work is the state- ment of the head of our firm that He will not be satisfied until all the world is His territory and every creautre His customer. The goods we represent are in several’ particulars unlike those of any other house. They are historic facts, divine truths and heavenly graces. So far as our part is concern- ed we charge nothing for the manu- facture, The only cost is a slight one for expressage, so that multi- tudes, especially in our foreign trade, are to-day receiving our products without money and without price. Many of you at first had but few articles to put upon the market, and these were somewhat crude and in- complete, but through tireless appli- cation and skillful workmanship these articles were not only increased in number but also in quality, so that to-day they command the market. The goods we represent have also passed through a development, but a development connected with such great names as those of Moses, the lawgiver; David, the psalmist; Isaiah, the prophet; John, the evangelist; Paul, the theologian; Peter, the preacher, and especially with that of Jesus, the Christ, who gives to all our products their finest finish, their greatest glory. It is a frequent saying that com- merce follows the flag. I think it is far truer to say that commerce fol- lows the introduction of our goods; because they have the peculiar power of making all who use them dissatis- fied with themselves and their sur- roundings. For instance, a savage in Central Africa comes under the in- fluence of one of our representatives and soon he says: “I am ashamed of myself. Get me a few yards of calico with which to hide my nakedness.” After a time another says: “Get me a plow so that I may cultivate my land and grow crops as you do.” After a time still another says: “I am tired of my way of living. Get me tools to cut down these trees so that I may build myself not a hut but This is no flight of fancy born in the speaker’s imagination, but a state- ment of facts that are all the time being verified, and I would ask you gentlemen to compute, if you can, the vast developments which must come to all forms of American com- merce, as our representatives make the myriads of the Orient ashamed of the conditions in which they are now not living but existing. Then, if a man becomes our cus- tomer in dead earnest we never lose him. He never substitutes any other goods for those of our house. He say: “I know this firm. They have never sent me a bad article. They have never broken a promise. Their goods just suit me. They give me peace with God, strength to meet temptation, and light in the hour of November 21, 1917 darkness and doubt. They enter most graciously into all the needs of my life, and, judging from the ex- periences of multitudes, I have every reason to believe that they are go- ing with me to the end of the jour- ney, and when the eventide falls about me -they will be my eternal support and stay.” I presume in every business repre- sented here, especially if it is of any size or moment, there are those who, because of incompetence, you would like to discharge to-morrow. Repre- senting the different departments of our firm we have in this country alone at least one hundred thousand workers, and need we be surprised that now and again some of them say and do things which we properly criticise and condemn? But, notwith- Golden Berry Coffee Importers and Roasters From the Roaster Right to You Always Fresh Always the Same b If You Wish to Furnish Your Trade with the Best There is Stock Golden Berry Coffee b HUME GROCER COMPANY st Muskegon, Michigan IF YO BARLOW BROTHERS When We Say We Can Help You TALKING THROUGH me OUR WILL GIVE US A CHANCE Descriptive matter free — We warn you in advance — Our system is ‘‘Catching’’— Please send for “Inventory Booklet” today. - GRAND RAPIDS, MICH. a home.” We CAN help you -_just as we have and e- arehelpingthousands * of others. dexed costs of goods. IT OUT. JUST ONE POINT AMONG MANY In our finished scheme your Inventory becomes a strongly bond and in- BOOK OF REFERENCE showing quantities and In becomes invaluable, We KNOW, we have TRIED We are also just getting out a great thing ina new Cost and Quotation Book. SEND FOR FREE DESCRIPTION on ARS RT ELIAS BEL SERIE AME ORCAS IR NCEE OTA te RA A ALN PION EAC 2 — Se © > yy aN oe Ve am, Pp Mio TE: November 21, 1917 MICHIGAN TRADESMAN — ¢ 59 ai standing all this, we can truthfully Jesuit missionaries, who for Christ’s language and individuality, they were of the influence of this manual. of say that our firm represents a type sake traversed the primeval forests so superintended as t a to their WI rer i es it civili i X- of intellectual, moral, religious lead- of this continent to find their West- S : ae : cee io a eee eelatttp Ine pclae vl . e cealie ualike eta seat ciel put oO 1 es message a divine quality which em- founds schools, builds churches, saves os see die th au we coher: ce 3 ey . graves unknown by powers us to speak of their work as the drunkards, redeems the harfot a . abe tees . ro ut - to od. Think of Henry the Holy Scriptures; furthermore, and into such communities men love lls <*> the Jewish sypapouus and there Tad page te Se Ws lant af Tacat many . these napa _ differ: to go, to invest their money, to live as ] ee ie ee chose conn. o e avid Livingstone, whose heart ent periods, in different communities, their lives, bring up their children, and ’ ps e. ee ia ie is buried in Central Africa; of the from different points of view, entire such statements can be verified not a: 1a 7 len of Chobkcadam- David a mn Hannington, Patterson, strangers to each other, and yet when only in our own country but every- a 4 ‘he sit whose a i. | odge, Pitkin and others whom we their work comes together there is @ where around the wide, wide world 10, g sung by witions for centuries alone crek mane: vo this world =e characterizing the whole, mak- where men have made the instructions Id j eee es dee ee te_the book one great cathedral, of this manual a lamp to their feet ad “Pe idae cent shes jon is si sgh oa themselves, who, giv- which finds its central page of wor- and a light to their path. of 4 ith ‘. ; re ay ing up the things for which this ship in a divine Savior who upon he cts weil ee i a wi e Beesent ONL ats0 drawing world willingly devotes its gold and Calvary’s cross is sacrificed to bring v =u oe ry back the veil which conceals the cen- its blood, and crossing storm-swept to i wet ol: thels guilt words about our Master, or to use your nd turies. seas, traveling through fever-laden and ace with Gad. language, the Head of our firm. The ed ae -— worshiping in one of the great forests, living in pagan cesspools, have : : : story is told of an artist, who, in 2m Catholic cathedrals, and there I see with peace unsseakable dicd 44 their Look at the unique experiences ot painting one of the scenes of the rly Anselm, Bernard, Aquinas, Manning, posts for Jesus Christ. this manual. For centuries it has gospels, when he came to the face of th- Newman, men of imperial minds, i been hunted by the persecutor, de- Christ laid down his brush, declaring molding the living and loving of When you send salesmen to repre- nounced by the infidel, garbled by himself incompetent for such a task. = myriads yet unborn. sent your firm you give them a man- the critic, misrepresented by its Something of the same spirit touches I am worshiping in the protestant ual of instructions outlining the goods friends, and yet, in spite of the malice every one who in any way attempts communion, and there I meet great YO have for sale, the qualities they of its foes and the neglect of its fol- to portray the life of our Lord. His leaders like Calvin, Edwards, Wesley, PSS€SS and the terms upon which lowers, this manual not only lives parents were Jewish peasants, and He Chalmers, Hodge, who have done they can be bought. but to-day is more published and read Himself the greatest representative such splendid service in the creation The representatives of our firm than ever. of the Jewish race. By a strange of our modern civilization. These have a manual which is so unique Then, the truths of this manual ex- Providence His cradle was a man- names are only a few, but they are that it stands absolutely alone. It ercise a peculiar influence. A friend ger; angels foretold His birth, and sufficient to bring before every edu- ‘edquired nearly sixteen centuries for of mine was selling a farm, and when Shepherds knelt about the Babe. cated, thoughful man in this com. its development. Almost 141 years the bargain was completed he said Wise men came from afar offering pany that stately succession of have passed since the Declaration of to the buyer: “As soon as you set- their wealth and their worship. To - scholars who for thousands of years [Independence was read in Philadel- tle among us we will be glad to have save him from Herold, Egypt threw 3 have been one of the greatest as- phia; since then, what colossal chap- you come and help us in the worship about this child the safety of her i sets of our firm. ters have been written in the world’s and work of our church.” With sar- sands. (@ But there is not only intellectual history! Such a day seems ages away, castice scorn came the answer: “No, Of the first thirty years of His life, i. power; there is also the splendor of and yet the development of our man- [| have no time for the church.” beyond a few brief statements, we ofa self-sacrifice without a parallel, Think ual demanded a period nearly twelve Then, with curious inconsistency, the know nothing. If He had only been $ of Raymond Lull, stoned to death times greater. buyer said: “But I would not pur- man His biography would have been j at Bugia; of Francis Xavier, dying More than forty authors were en- chase a foot of ground in a com- written in detail; because He was i alone in China, with the ocean spray gaged upon its pages. While they munity where there was no church.” more than man, inspiration drapes q dashing upon his person; of those held the pen and used their own style, This, in a nutshell, tells the story this period with the garment of an { | We Have the Most Complete Line of FI | d Feed in Western Michi NEW PERFECTION The Trade Winning Flour is Manufactured by Us We Manufacture Scratch Feed and Chick Feed 8 Buckwheat Flour and Self-rising Pan Cake Flours Cotton Seed and Oil Meal in Car Lots or Ton Lots 3 Grain and Feed of All Kinds } Special Low Prices on Ear Corn in Car Lots ! e e e e + Watson-Higgins Milling Co : e = A Z e e e 7 Grand Rapids Michigan a ma al 60 MICHIG AN TRADESMAN November 21, 1917 impressive silence. The foxes had holes, the birds of the air had nests, but He had nowhere to lay His head. His last Passover He ate in a bor-. rowed room, and after the tragedy of the cross His body was laid in a borrowed grave. Consistency, so rare a jewel in us, was such a commonplace in Him that even His enemies were compelled to acknowledge Him sinless. In re- sponse to His touch, disease, deformi- ty and death fled from the human frame: so that the blind saw, the lame walked, the deaf heard, the leper was cleansed and the dead were raised to life again. : He had a peculiar influence over others, calling men like Peter and John, women like Martha and Mary, who left all and followed Him, glad of the privilege of suffering for such a Master. The words He spake responded to every possible need of the human soul, They are just as much at home in the cottage as in the castle, just as suitable to the sovereign as to the subject. His sacrifice, a profound mystery, a blessed simplicity, offers to all men, regardless of country or condition, freedom from the condemnation of sin: freedom from the tyranny of sin; freedom from the pollution of sin; the three greatest blessings that an infinite God can possibly bestow; the three greatest blessings that poor, sinful man can possibly receive. He came to bring life and immor- tality to light, and this He does in language never to be forgotten, when, in speaking of the glory to be, He said: “In my Father’s house are many mansions. I go to prepare a place for you; that where I am, ye may be also.” This is our Master, the Head of our firm, who, now risen and glorified, we humbly worship as Prophet, Priest and King. 2 oe Interesting Relic of the Civil War. The facsimile of an issue of the Vicksburg Citizen on this page is a photographic reproduction of one of the most interesting and valuable relics of the Civil war. The entire edition of this paper was printed on the back of strips of wall paper, which was the only kind of paper left. in Vicksburg at the time the city was taken by the Federal forces under Gen. Grant. Grant invested Vicksburg May 18, 1863, having started the attack at Corinth, Mass.. and Boliver, Tenn., Nov. 2, 1862. He was supported for a time by Gen. Sherman and Gen McPherson on land and by Porter on the river. The investing line was fifteen miles long. The Con- federate forces were commanded by Gen. Pemberton, Grant’s embargo of the city was so complete that he cut off Vicksburg from receiving any food from the outside world and prac- tically starved the beleagured army and people into submission. Grant ordered a general assault to be made July 6, but Pemberton realized that his men were too enfeebled by hunger and exhausted by constant duty to repel an attack and sent a representa- tive to Grant under a flag of truce July 3, proposing an interview to ar- range terms of capitulation. Terms were agreed upon and at 10 o'clock July 4, the 31,600 Confederate troops marched out to Grant’s headquarters and deposited 60,000 muskets on a pile, laying their battle flags on top of the guns. They then walked back “had not dried up. Admiral ‘iiaimaeieal THE DAILY CITIZEN J. M. SWOR8DS,......Proprictor ViCKSBUKG, MISS. THURSDAY, JULY 2, 1863, Mrs. Cisco was instantly killed on Mon- day, on Jackeon road. Mra. Cisco’s husband is Dow in Virginia, a member of Moody’s artille- ry.and the death of such a loving, affectionate and dutiful wife will be a lose to him irrepara- ble. ek ta We are indebied to Major Gillespie for a steak of Confederae beef aliaa, meat. We have tried it, aud can assure our friends that if .it is rendered necessary, they need have nv scruples at eating the meat. It is sweet. Aarory and tender, and so longas we have a mule left we are eatisticd our suldigrs will be content to subsist on it. —_ oO €M” Jerre Askew. ove of our most esteémed merebant-citizens, was wourde at the works in the rear of opr city a few days since, and breathed bis Jast on Monday. Mr. Askew was @ young man of strict integritw, great_indusiry and an honor to his family ani friends, Le was s member Uf Comau’ Walningteyp. vothe Lilt with iheir vaunting fue, and bow {4° i> gving to Naan aad thence to Cound, each wusket uf out infantry has told sts fetal, _ Wasmixcton, June 21.—A Larrisburg. Pent. texdeu tale. a _ * f dispateh to the Berald etges that Jefikine ‘Yo-day Maryland is ours, tg-marrow Penn-?. passed through Greefcasile Jast_ evening wit! sylvauia will be, and ibe next stay OMo—now } tho mounted Infantry, in ‘he “direchiun o: apidway, like Mabommed’s cuffia—wili fall. , Waynesborut ‘Theirebels are reported 'y have Buccess.and glory to our arms! God and--sixieen pieces of artillery, with view large right are wih us. cE : “foros. They occupy the south bank of the me (HF Ve have beretofure refrained from aif * Lhodes has 20,000 men at Williamsport. luding toa matter which has been a source of i. a — ee extreme annoyance and loss to our citizens.. Saltinere Their myvements indicate this, We refer to the lax discipline of some of our | andvfears are emertained for the safety of that P = ' : J company officers in allowing their men to a cavalry fired Aler- prowl around, day avd night, and purloin f A Chomberckerth despatch pays the rebela truit, vegetabics, chickens, etc, from our deni«jare scuuritig the cagutry’ for horses, and have zens, aud, in the majority of easés, trom ‘those 4 alwut 20U0 licad of cxltle soot 2000 bornes.” whose chicf gubsistence’ is derived thefefrom. # —* 56 eee ica io This charge js not‘confined solely. to thede at With eightduwys rationa ou.a fyaging expedi-’ the works, but is equally, it not’mainly; attrib; tion.” ‘ utable to the wagoners and others in charge. of: : gy sage Jone 21—A diepec hot co ac . : ere laic this evening xtates that a r avimals. Several crore have ~— Z -™ Peavalry force is wihin cight’ miles of Gettys- kriowledge wherein tle offenders have, it % burgh, ang had erossed South’ Mountaing evi- daylight, entered premives, seized: cattle ancy dowdy advnaing to. the Nerthern Central a «s Railroad. other things, and defied the owners td Lele’ Ghenttack. An~ample force is prepare ‘to recth. We are pained to learn that-an esicemed y : : ce : New Yoru, Juve 21.—A Harrisburg gis- citizen of our Vicksburg, Wm. Vortertield, sean patch to-nighs, coutaina the fullowing: The under the neoessity.‘in protecting hix property.! rebels are reported 40080 wri at stagars- to wound one of tworsoldiers and deprive | 'e*" — Bled} he gt ——— * . , , « ure stila Oud un. roope here afe Ek- another uf bia life. We fully ay preciate the fa.‘ peciing marching orders } decdiatehy. tt. 30 tiguee. hardships and privation to whicty our~tearcd Ewell is in Withantyirt, bet epimin men are sytjec:ed: Lut upon ingu'ry it may be —— he 1s = - oe at voless Lie . Sie : : isabout to cio-s below Ueary rae may that opyeity is evcund Ao noe SBave raised the Lotem cond larriey bim of, tothe “wclfaceud shore getanh: Gor, Curia T-vght received a dirpauth spirits who risk tbeit Life atl linb fur the} from Chamberstmry, siuting that Jenkins boat urtived at Waynesturo aud bad thrown oat achievement of an end which will make ws q rickets five mikes this side, bus wibdrew tLor'o of the most bonored people of the earth, and4 inie mepmng. There is ne information ait such conduct of which we complain is but bate} Wayreshory of rebel sefamry at Hagerstown, ingratiiude A soldiet has his bonor at work! Jevkiue "bas been plondering bores in the : . z monntaink, General Cech received a dio- at stake as when a civilian, then let Lim pre-} patch ty-night confirming the repurt of rebel: verte his good nanie and reputation wih the} casalry at Gellysbary. ; same jealous care as before he entered his count —< — 21 a ae ree x fe a rom Pjain No 4. say that heavy rin as ury‘e ranks. But so long as this end is lot? men beard here at ieursals throughout the sight of. # log may we expect to chronicle day. scenes of bluodshed ainung ibose of our own! Ls tnione. Jone2i —The rebels made thetr, jemle We make this public exjosure. worti= — ut oa _— evening. : - jutet aboot 7 u'clock ia de Caviniry Tene fy ong ae it is to us, with the hope that a salutary | capeberene ile. four oe ae i: ~ tmprevemwent in maiere will be made by our Frederick ‘Thgrebels paroles all the sick w military avthoriice she buspitel and Beery Goveremeni employe ee Fboey svarcred the sablen fur horses. seizing Ox Dit — that the great Ulyeses—the Van. . al warhed U. 5, A very lurge force of rebel kee Generaliseime, surnamed Grant—hbas ex.) tvfamry, eralry and artillery crossed at pressed bis intention of dong on Vick#lun | Sotetan dering yesic lay, Relugees say contributing, July by a grand dinver aud & tenth. ben es fepert then g0 Qesti0 EBaribwoths sre ashed it be would invite Ger Jo Jebneton i. beter er cred ern the west ad monies sr les yen he sand. No! fur fear there will be @ res of alpine. thus Cornpdoting the cham of at the tabie* Ulysses toust get tato the cy 1"! Biirrreades are bemg erected before be dives 1m it. The wey te egok ajenb » he city extending from tbe tigh grevud on the east to the annth: western ex- 2H ees thems as they would the ; .rialeof beli itself Htabbit is “first catch she rabbi@” tr p the Tits gece ih) fe use one pisin of asbes |° rbraere i xlanght upon tho abolition hordes, and sboy, ,2la@u were at iiranswiek, Ceorgia, and large: tor. between Cumberland aud _ Marper’s | Ferry. tremity of the city Theses wri] be defended by Union League men, who are being ari by Gen Schenck Tbe Unive men are confi- degs tbat the rebels will uot be so ranb an to avvewpta raid wn that directivo The destoyal afhong us are cvidtently uneasy, und begin to realite that aay hustle Movenate of the rebel aray eypiest Lallimare aught result disas- Uowle arbung chenselses, & Beran special from Blonocacy Station, Md the Qi-t, says: About 4 o'cluck, Po My Major Cule, of the ist Maryland cavalry, made a gallant dash into Frederick, wah forty men driving ous the enemy, killing iso and caps Luring Ones, Bo lors vo oUF Bde Our cavalry raosed throagh the civ, aud immediately after about 1,580 rebel cavalry tes cupied Ibe warn, hucbel envatry enerd Fredeock yesterday fe. M.: about © o’clvek, Ant dashed furivarly ‘brongh tre city, eaptaning une of our men om daty at the signal staiion, and paroled the invalid suldier, bun dermug abvut sixty, ip the hospiinl A number of horses were seized. Necéssiun Gaya were displayed at the Central Yutel, aint gome Citizens collecied there welc.me the rebels A majonty of the at nlatiou evinced no pleasure at the vielt. lathes were excecdingly expressive in tbeir demonstrations of disgust, and showered words of rympaihy upon our prisoners as they passed ibrough theaown. the party which entered the ciry tid not number over twenty, and many cf :bese seemed to be intoxicated, as they reel d.in ther saddles, Vieketa were stationed on the ouside of town. No one was allowed 10 Jeate unti) about midmgbt, wheo the cavalty ail icft, going toward Middletown, Thie masa.ng + .ey entered the city egain, and estiblisess indtels Di ihetuutsaing€ Tie tele- uraph poles were curdown and the wis de- streyed. There was supposed to be abvut Usirty rebels in the city tba p.m, Phe enemy Las nw foree betweeh Frederitk and Boones- ULoro except a smal, cavalry camp at Middle. town, Nv attempt had b-en made to destru) the bridge over the Monocacy mver, although the enemy came down last nixht wubin a few rode of the junctivn, The rebyls te reported to be fortifying South Moumain, They have in the vicinity of Wile lauispoyt abyui 6000 infantey, 1000 cavalry att atew pieces of artillery. A squadron of casalry could undoubtedly capturé the entire tuice this side of South Moontain. ee Mid the din and clash of arms, the, screech of shells and whistle of bolleis, which ate a continual feature in the siatua of our Lelea- guered city, incidents of happiness often grice lo sary ina cheery way-the Phases of so stern ascece. On the e¥ening of the 20th ult, with gaiety, myrih and good, feeling, at a prominent Hospital of this city, through ibe ministerial cftices «fa ebaplain ef a gallant regiment, Charles Royall, Prince Imperial of Ethiopia, of tbe Berberigo family, espoused the lovely and accomplished Rosa Glass, Arch Duchess of Scnegambia, one of the most celebrated Princes of the Lawudsetsma Regima. The af- fair was conducted with great nngnificences though as is usual in froublecowe times the sabler clement was predominant. The foe may hurl their deathly botts, - And think we, ure a’frightened. Well may we seorn them, silly dulte, Oar Blacks are new united. L Vigruzge.—Wa legrned, ofan. instavee wherein a -knightof tb¢ quill” and avdisciple Lof the black art,” with malice in their hearts and vengeance in their «yes, ruthlessly put a period to We existence pf » senetable feline that has for dime, vot wiihin the 2ecollection of the “oldest inkabuant,” faithfully discharged “qhe daties tb be expected. of him to the tevrer of sundry sermin in‘ his peigbborhood. Puor ;«lesunes Thomas was theo prepaied, not fur the grave. Luttbe pot, and several friends invited Yo partake ef-a nice rabbit. As a matter of course, no ope would wound the feelings of | asuthor, erpecial'y in these. timer, by refusing ;a curdialinvitation to dinner, and the guests as-usted in consuming the poor animal with a” reljsb tbat-did honorto their epicurean taste. The “sold" assure us the meat was delicious, and that’passy must look out for her safety. oe | The Federal General McClernand uns til eeently Gutside the rear of our city bas been supereeded. He and Grant could sot Tun in the same harness, Ho was for. eplurging and Grant for gassing, ‘both got the logger- beads, 8 poor Mac. had to leave, and Grant i> has all bie'own way. oe E27 The Yanks outside our city aro enn- siderably on the ajck list. Fever, dysentry and disgust are: their companions, and Grant istbeir masier The beys are desertivg daily and are crossing the river in the region of Warrenton, cusaing Grant and sbolitioniats gen-rally. - The boys are down tpon the earth | delvingmgt H copy of our booklets “Baby’s Welfare’ and : : : “Recipe Book” and look them over—examine : “ | these booklets and post yourself on the uses . of these standard products and try to let your a customers know more about them—you will * surely be able to sell a great deal more of 5 "9 these milks and turn over a good and quick - profit, because, if a woman knows what splen- me did results she can obtain and the economy s and convenience she can enjoy she will be a - steady and regular customer for Borden’s “Eagle te —é Brand” and Borden’s Evaporated Milk. ‘ is. ald : ! BORDEN'S CONDENSED MILK CO, Leaders of Quality. Est.1857 NEW YORK y Pe ene ATT IIIT TLD LLDPE POCO UCC C ICES SEE TTT TT TTT TTT T TTT TTTTT ——S ’ 66 MICHIGAN TRADESMAN November 21, 1917 THE FLOUR TRADE. It Is Working in Co-operation With Uncle Sam. The flour trade ran true to form when the great European conflagra- tion broke out. As far back as records are avail- able, one of the first effects of war in any country has been the immediate inflation of food values generally and wheat and flour particularly, The removal of a large percentage of the most physically able men of not only one or two countries, but of practical- ly all of the civilized world from the ranks of production cannot but run any commodity that is normally con- sumed in the crop year in which it is grown dangerously near to exhaustion, So long as we were able to isolate the war to the old world, wheat val- ues here were allowed a free course, governed in part by a flood of specu- lation, never even remotely approach- ed before, by purchases by domestic and foreign millers and in many cases representatives of allied governments actually bidding against each other, and the result was a steadily advanc- ing wheat and flour market. This was the condition we were facing in the spring of 1917 when, partially on account of the speculation of the public, and partially by the representatives of foreign govern- ments now frenziedly seeking sup- plies of wheat which did not exist, prices began to soar. Labor repre- sentatives invoked Government aid to reduce the abnormal inflation in the staff of life and President Wilson, harking to the now general cry, call- ed in Herbert C. Hoover and the ma- chinery was set in motion to regulate and revise downward food values gen- erally and flour values particularly. It is no secret at this time that Mr. Hoover’s original plans contemplated the commandeering of all the flour mills in the country and their opera- tion under Federal control, which plan was later abandoned when he became convinced that the millers were willing to operate on a mini- mum of profit during the war and to faithfully observe any regulations which the U. S. Food Administration, as Mr. Hoover's activities were of- ficially labeled, might think for the best interests of the country gen- erally. The price of wheat was fixed by law at $2.17 for No. 2 red wheat at Chicago for the 1917 crop and flour values have declined about $6 per barrel from the high point of last spring, as a result. The various Boards of Trade throughout the country were request- ed to discontinue trading in wheat op- tions, as the grain corporation cre- ated by the food control law was practically to control every bushel of wheat in the country. A campaign was begun to conserve our wheat supply. To make up the loss thus entailed by the American millers, our Allies were asked to take flour instead of wheat, thus leaving also the normal amount of mill feed for the livestock of America, while ensuring the American millers their normal operation. Every mill is expected to operate under a Federal license and all must secure a permit to buy their wheat supplies. As only licensed mills are allowed to participate in Government or expert orders 99 per cent. of all the mills have taken out licenses. It is this Governmental action that has halted the wildly fluctuating flour market and stabilized prices at a point that, existing conditions considered, is eminently fair to producer and consumer, It is safe to say that a wildly cha- otic condition was avoided by Goy- ernment control coming when it did. With our Allies constantly increasing shortage in flour supplies, the comparatively short wheat crop of 1917 in this country would have resulted in an enormously high price for flour at this time. The shortage facing John A. in the 1917 wheat crop, being more pronounced in the hard winter and spring wheat districts, has resulted in a surplus of soft wheat and a scarcity of hard wheat flour. Now under normal conditions this would have meant an immediate and sharp advance in those grades of flour, but we are instead confronted with the almost miraculous fact of stationary or lower prices in the face of the urgent demand and the abso- lute inability of the mills to supply the flour. If the people more fully understood what “Hooverism” has meant for them in this one commodity alone they would rise up and bless the system, instead of taking the nar- row attitude of blaming him for the failure of everything to work out per- fectly the very next day following the placing in effect of the food regula- tion rules. If we would contemplate the social and industrial disorder that would surely have followed the high flour prices that would undoubtedly have prevailed without the elimination of wheat speculation and price control, we would be more appreciative of conditions as they exist to-day. Under the present regulations, not only are all mills licensed and regu- lated, but all dealers in flour and kin- dred food products are under the same control, To guard against hoarding, no wholesaler or jobber is allowed to have in stock to exceed a thirty day supply of flour; no miller is allowed without special pérmission more than a thirty day supply of wheat, and no retailer is allowed i supply that will last him for a long- er period than thirty days, with the exception that he may purchase a Higgins. car load of flour, even though that may constitute a supply for longer than thirty days. This latter pro- vision is in line with the govern- mental policy of getting the flour to the consumer as cheaply as possible. The efforts at conservation of cur wheat and flour are only just begin- ning to bear fruit. The recent cam- paign to secure pledges from house- wives to comply with the Food Ad- ministration’s request has resulted in an almost unanimous response and while the consumption of wheat flour has decreased, the use of rye flour, corn flour, barley flour and corn meal has received a strong stimulus. Stocks of flour the country over were the lightest ever known at the beginning of the new crop year, for obvious reasons. The extremely high prices prevailing in April and May induced all dealers, large and small, to curtail purchases and take profits on all low priced flour then in stock. Then the announced intention of the Government to fix a price on the 1917 crop and the general feeling that it would be in the neighborhood of $2, the figure already set for the 1918 crop, led everybody to await as far as possible the movement of the new wheat at the reduced prices before purchasing more than the most mea- ger supplies. When the ‘new crop. started to move everybody wanted flour at once and as the rules under which the mls were operating prohibited the sale o: flour for more than thirty days in the future, the demand far exceeded the supply and for two months and in some cases even longer every mill had its full thirty day output sold and a waiting list who were booked in their turn as fast as the completion of old orders allowed. On top of all this the Federal Government has been urgently beseeching all mills as a patriotic duty to take on as much ex- port flour orders as possible each month, on which the full allowance of profit, as allowed under the milling rules, would be permitted. The maintenance under the above conditions of low prices, and in some instances the voluntary reduction of prices by millers after sales have been made, is at once a tribute to the successful operation of the food con- trol law and to the integrity of the millers operating under it. From the operation of the law thus far it is reasonable to assume that the supply of wheat in this country will be ample to care for the reasonable needs of our own people and leave a considerable amount for export to our Allies. The Allied soldiers must be fed if they are to fight, and when they for any reason are compelled to leave the battle field, it must not be forgotten that we are as much in this war as they and our soldiers must take up the fight in much great- er numbers. There will be no famine in Ameri- ca. We can take care of our own bread needs easily, but we have a duty to our Allies and indirectly to our fighting boys which bids us con- serve our wheat products and avoid all unnecessary use or waste, Every dealer will be allowed a fair margin and will be practically ensured a flour supply, but abnormal war prices are not to be allowed. The most pleasing thing about the flour trade is the pa- triotic co-operation shown by every- body all through the list from pro- ducer to the ultimate consumer. John A. Higgins. —~+-+___ Bad Both Ways. Charles’ mother was reproving him for not being more tidy about his hair, when his uncle, who was very bald, thinking to soothe his feelings, said: “Charles, don’t you wish you were as bald as I? Then you wouldn't have any hair to comb?” Charles heaved a long sigh of resig- nation. “No, I don’t,” he said. would be that much more wash,” “There face to November 21, 1917 MICHIGAN TRADESMAN 67 Still Reigns Supreme For many years a nickel was the popular price for a domestic cigar. Now the price of the same cigar, smaller in size, possibly inferior in quality, is 6 cents. For many years dozens of articles in the grocery line could be purchased for a nickel. Now the same articles are sold at 6, 7 and 8 cents. The 5 cent loaf of bread has passed into history and its counterpart is now sold at 7 or 8 cents. The seductive ice cream soda has mounted from 5 to 10 cents per glass. Your favorite Sunday newspaper, which has been sold for 5 cents ever since the memory of the oldest inhabitant, is now hawked about the streets at from 6 to 10 cents per copy. Even the big schooner of amber foaming liquid which once delighted the palate of the thirsty has disappeared. In its place the patron of the bar is served lager beer in a schnit, with a capacity of less than a quarter that of the schooner. Everywhere you go, every store and shop you enter, every stand you patron- ize, you look in vain for the old familiar sign, “Only a Nickel.” It is no longer there. In the mad haste to advance the price of nearly every article under the sun, the nickel has lost out in the shuffle. It has passed into the discard. It has ceased to be the popular expression of cheapness and good value. Happily, there is one place where the nickel is still king—on the street car. Here you get more for a nickel than you ever did in the past. You ride in clean, wholesome cars with easy seats over heavier rails than the steam roads used up to a few years ago. You can travel faster, further and with more comfort and sat- isfaction than ever. Your destination is frequently anticipated by the obliging conductor, who helps you on and off with your packages and your children, ac- cepts your nickel with a smile and forthwith sees to it that you get more solid satisfaction for 5 cents than you can in any other place in the city. When you hand out the nickel you realize that you are patronizing a company which does everything it can to render you an equivalent—a company which hesitates at no expenditure or expedient which will contribute to your comfort and safety and get you to your destination in the shortest possible time. In the disarrangement of values and the readjustment of prices which have occurred since the Kaiser started out to conquer the world, Grand Rapids people can congratulate themselves that there is still one place—and one only+—where The Nickel Still Reigns Supreme Only One Place Where the Nickel MICHIGAN TRADESMAN November 21, 1917 Ml(@ ES ay PATA lu) Jibeveviers Wy Michigan Retail Hardware Association. President—James W. Tyre, Detroit. Vice-President—Joseph C. Fischer, Ann Arbor. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Suggestions in Regard to Handling of Cutlery. Written for the Tradesman. It is superfluous to urge the featur- ing of cutlery in the hardware store at this season of the year. All hard- ware dealers feature cutlery, more or less. Some displays are excellent: others are not so good. Many hardware stores in their cut- lery displays rival the very best and brightest of the jewelry shops for artistic effect and striking arrange- ment of the goods. In others, the cutlery is in no sense displayed— merely, the customer is given a chance to see it in dusty, neglected cendition, Such stores are doubtless exceptional, but they exist. Now, there are in every hardware store plenty of lines that do not lend themselves readily to display. Cut- lery is not one of these. The hard- ware store, in its efforts to brighten up and be attractive, has no more effective agency than a first class cutlery display. Cutlery should be kept well to the front of the store. The proper meth- od as every wide-awake merchant knows is to display the goods in glass show cases where they can be seen to best advantage and yet kept free from dust and dirt. The cases them- selves must be kept clean. The stock is at its best when properly kept, clean, bright and attractive. Displays should be made at least once a month, if possible, this com- prehending not merely table cutlery but allied lines that may be handled, such as silverware, cut glass, brass goods, etc. It will pay to have the windows well lighted at night, at least during the hours that people are out. In preparing a cutlery display, put some thought into it. Such a display can’t be just thrown together. It helps considerably to make before- hand a rough sketch or outline on paper, and to work from that. It is possible to make displays with very little expense, but as a rule it is better business policy to spend some money on each display in order to secure the best possible effect. It is possible to make a good show- ing without putting into the display an overwhelming amount of stock. The attractive show cards and other advertising material supplied by man- ufacturers can here be used to good advantage. There are many dealers who do not get the full advantage of this material which is supplied them for display purposes. Indeed, I have known some who say: “Why should I use my window to advertise Blank’s paints or So-and-So’s shears? If I do any advertising, I want to adver- tise myself.” Now, every display the retailer puts on should primarily aim to advertise the retailer. He should put his own personality into it, as well as the coods he handles. This knack of im- parting to a display the individuality of a merchant or of a store is an im- portant feature. Don’t fail, in put- ting together your display, to feature Smith’s, to use the slogan, “See Smith’s and Save Cents,” or whatever else the slogan may be. Put into the display every personal, every local touch that belongs there. But when that is done, use the manufacturer whose goods you are showing to help you. . If you object to using Smith’s win- dow to show Blank’s paints or So- and-So’s shears, all well and good. But you can profitably reverse the process and use Blank’s paints or So- and-So’s shears and all the accom- panying manufacturers’ advertising material you can lay your fingers on, to impress on folks what, A-1, first class, thoroughly excellent lines Smith has to offer. So, you can make first class use of any advertising material the manu- facturer furnishes you when you put together your next cutlery display; and you can do that without robbing yourself or your store or your dis- play of one iota of personality or in- dividuality. The first thing in making a dis- play is to arrange the background. This is most important as it is the first thing to attract the attention of the passer-by. Considerable time and thought should be spent on this, as it is the main part of your display. With a great many window trim- mers the background is the main trouble, as all windows do not have a solid back. This can be overcome by the use of wall-board, which can be secured in sheets of various sizes and can be used either in one large sheet or cut into circles, stars, etc. and hung at the back of the window. These circles, etc., can be covered with colored crepe paper or sateen and are splendid for showing cutlery as well as other goods. The cutlery is easily fastened to them with fine wire which is not visible from the street. A solid back to the window enables the trimmer to work to much better advantage. The wall-board can be cut into panels to cover the entire back. Cover these panels with color- Grand Rapids Calendar Co. PUBLISHERS WEATHER CHARTS, MARKET BASKET and BANK CALENDARS We also carry an extensive line of Wall Pockets, DeLuxe, Art Calendars and Advertising Specialties Order Now Territory Open for Salesmen GRAND RAPIDS CALENDAR CO. 572-584 SO. DIVISION AVE. - GRAND RAPIDS, MICHIGAN Pere Marquette Railway Co. FACTORY SITES Locations for Industrial Enterprises in Michigan The Pere Marquette Railway runs through a territory peculiarly adapted by Accessibility excellent Shipping Facilities. Healthful Climate and Good Conditions for Home Life. for the LOCATION OF INDUSTRIAL ENTERPRISES. First-class Factory Sites may be had at reasonable prices. Coal in the Saginaw Valley and Electrical Development in several parts of the State insure Cheap Power. Our Industrial Department invites correspondence with manufacturers and others seeking locations All in- quiries will receive painstaking and prompt attention and will be treated as confidential. Address Cc. M. BOOTH, General Freight Agent, Detroit, Michigan Leitelt Elevators For Store, Factory Warehouse or Garage Built for Service Send for proposal on your requirements Adolph Leitelt Iron Works 213 Erie Street Grand Rapids, Michigan Foster, Stevens & Co. Wholesale Hardware ut 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. « Pe ‘ ’ 4 ia - € " ’ . y \ . 3 Ay A } > | ( Be { ? ofS 7 | ma fi ios & S - November 21, 1917 ed sateen or other material, and you have a splendid “false back” for yo ir window. Trim your panels in the store beforehand, fastening the cut- lery on with fine wire, and when ready to make your display you can simply place them in the window and your background is complete. Another good way to make a back- ground is to use one large sheet of wall board, cut so that when placed on the back there will be a space of about a foot or 18 inches left vacant around the edges. Cover this center- piece with some bright colored goods, green or red if possible. Then work out some design on this with your cutlery, fastening on the goods with fine wire. Use some other color of goods to cover the rest of your back- ground around this panel. In this space hang scissors or any other pieces of cutlery easily placed. Show cards can also be used here; or the space can be draped with various sizes of brass jack chains, and then in the resulting loops hang scissors or other articles. With the background complete, start work on the floor or bottom of the window. A raised step should be made across the back, perhaps 12 or 18 inches high; with an extra deep window, use two steps. be covered with bright sateen and cutlery placed on them. Have the larger goods, such as case cutlery or cut glass vases, at the back, and work toward the front with smaller articles. Pedestals and stands can be used to good advantage, par- ticularly to show the larger articles. Incidentally, the placing of the vari- ous items is important, as one article misplaced will produce a jarring ef- fect that may even spoil the display. Back of the window display there should be organized effort to push cutlery. Discuss the subject in your sales conference, encourage your staff to learn more about the goods they handle and to push their sale. Keep the goods where they will be seen, display them well, push them at every opportunity, and you'll get good re- sults. They are especially pushable at the Christmas season, and make excel- lent gift lines, William Edward Park, ——_o---2___ Might as Well. A man went into a hardware shop and enquired: “How much do you ask for a bath tub for a child?” “Two dollars and a half,” was the reply. ‘W-h-e-w!” whistled the customer. “We'll have to go on washing the baby in the coal scuttle until the price comes down.” —__2 22> ——___ Revenge. “Jack, I do believe that was a bad quarter you put in the collection plate for the heathen.” “Quite true. I owe the heathen a grudge for eating a missionary uncle of mine.” —_+2 > His Business Is Growing. “Our business is growing,” reads the catch phrase on a New York florist’s stationery. These can - MICHIGAN TRADESMAN 69 Here’s a Good Display Plan. I adopted an idea last year used by a paint dealer who had erected a paint testing board across the road from my plant. One end of the board was painted, while the other was not. I watched the board with great inter- est and in a short time noticed the superior appearance of the painted part. Then I saw how I could use his idea in my business. I found a vacant lot of a car line, where many owners of homes with lawns pass each day. I erected an artistic sign explaining that half the ground was planted in the ordinary way, and that half was being treated with the special lawn fertilizer pro- duced and sold only by me. From time to time I posted figures on the amount of watering done. My vacant lot soon became a cen- ter of interest for lawn owners. By the middle of the summer the sale ot my fertilizer was already seven times what it had been the entire previous year. J. G. McNear. ——_+-+-- Too Much for the Lawyer. Dr. Ferguson was once summoned as a witness in court. Naturally, in the cross-examination, a lawyer seiz- ed the occasion to be sarcastic. “Are you,’ demanded the lawyer, “entirely familiar with the symptoms of concussion of the brain?” “Yes, sir, I am,” replied the genial doctor. Then the smart lawyer put a hypo- thetical case before the doctor in this way: “Tf my learned friend, Mr. Reid, and myself should bang our heads to- gether, would we get concussion of the brain?” Dr. Ferguson calmly replied, “Mr. Reid might.” —_—_s2s—_—__ Obtuse. “Now, see here!” said the’ lawyer. “Before I take your case I want to know if you're guilty.” “Am I guilty?” replied the prison- er. “Wot d’yer s’pose? D’yer think I’d hire the most expensive lawyer in town if I was innocent?” Put “pep” in your prices by Using cMc sl] PRICE CARDS 40 cts. per 100 and up Write for Samples CARNELL MFG. CO. Dept. k, 338 B’way, New York United Agency Reliable Credit Information General Rating Books Superior Special Reporting Service Current Edition Rating Book now ready Comprising 1,750,000 names— eight points of vital credit information on each name— no blanks. THE UP-TO-DATE SERVICE Gunther Building CHICAGO ILLINOIS 1018-24 South Wabash Avenue “Seeing” By Telephone That’s the secret of one business man’s suecess in talking over the telephone. He pictures himself face to face with the man with whom he is talking. And he talks to him with added carefulness and consideration He “sees” his man over the telephone. and courtesy, because he knows that all depends on his voice and manner of talking. The practice of trying to “‘see” the man you are talking with goes a long way towards making all your telephone conversations pleasant and more of them profitable. Michigan State Telephone Company You Can Buy Flour — SAXOLIN Paper-Lined Cotton Sanitary Sacks DUST PROOF DIRT PROOF MOISTURE PROOF BREAKAGE PROOF The Sack that keeps the Flour IN and the Dirt OUT Ask Your Miller in Your Town —he can give you his flour in this sack Our co-operative advertising plan makes the flour you sell the best advertised flour in your community For samples and particulars write THE CLEVELAND-AKRON BAG CO., CLEVELAND MICHIGAN TRADESMAN November 21, 1917 HANDLING CHEESE. Some Valuable Pointers For the Re- tail Grocer. Written for the Tradesman. Why is it so many grocers will tell you there is ‘no money in handling cheese? The answer is simple and to the point, They do not understand their business. Not one grocer in ten knows any difference between a cheese suitable for his trade and another which can only result in a loss to him, unless someone fool enough to buy the whole cheese comes along about the time it is cut, and fewer yet know how to care for it while being sold. I mean the common American cheddar cheese, of which more than ten times as much is consumed in this country than all other varieties combined. It is also the most economical and best balanced in food value of any variety. I was buying some groceries a few years ago in a large Sault Ste. Marie, Mich., grocery store. Among other things I wanted a piece of cheese, but when the clerk took the cover off and asked, “How much?” I = answered “None this time.” It was one of those hard, dry, crumbly and mealy cheeses which left a lot of broken off crumbs about the size of kidney beans, when every slice was cut. 1 said, “I wonder folks don’t kick when you send them a piece of such cheese.” “They do kick like hell,” he answered, ‘but it don’t do any good. As a mat- ter of fact, the boss does not know a good cheese from a bad one. Some- times he happens to get a good one. By the time that is sold, and the cus- tomers begin to ask for another piece same as the last, he will like as not have stuff that no one cares to eat.” How long would a butcher last in business if he did not know when one tried to sell him a “staggerin bob” and another tried to sell him a car- cass of bull beef, and another could sell him a “stag hog?” Well, the gro- cer who doesn’t know when he is buying a bad cheese is in exactly the same class with that kind of a butch- er, if such a one could be found. More would-be merchants go into the grocery trade without any real knowledge of the business than all other lines combined. Jumping from a working life in a sawmill or logging camp into the grocery business is quite commen, but the fact that a great many of them fail, mostly from lack of business training, has no ef- fect on deterring others from _tak- ing up something they do not under- stand. I have no thought of reflect- ing on those who work in a sawmill or in a logging camp. All honest la- bor is honorable and the idea works both ways. Put a man who has been trained in business from his school days into a sawmill or logging camp, and where is he at? He doesn’t know, but he is likely to very soon find out that he is not “there!’ In other words, he fails for lack of training in that kind of work. To be a successful grocer, means to be a practical judge of a hundred and one articles which are used as hu- man food; it means that the grocer is able to explain to his customers where his coffee grew, how it is pick- ed, dried, winnowed, packed, roasted or ground; it is his business to have the same knowledge of the different kinds of tea or explain to them the difference between tapioca and sago. When he is offered a side of bacon by a packing house salesman, it means that he is capable of knowing wheth- er it is fro ma farro wor from a suck- ed sow, and that he will not pay as much for one as for the other. The great majority of grocers nev- er give a thought to acquiring any knowledge about scores of articles they sell every day. But I started to write about cheese. A greater share of the blame for so much second and third grade cheese being produced in this country rests more on the grocers as a class than can properly be laid to all others in connection with the cheese trade. Practically all the cheese made in America passes through the hands of the grocers of America, who are num- bered by hundreds of thousands, and if each one would study out, and know for himself what constitutes a good cheese, then insist on buying only the best, cheese producers and cheesemakers would be compelled to make the quality of cheese called for or else go out of the business. There is no reason, except ignor- ance of what he requires, why the average small grocer, or any grocer, should not make a fair profit on what cheese he sells. The margin of profit is generally larger on the face of it than on most other staples handled in the store, such as sugar, flour and a long list of package goods on which the manufacturers arbitrarily establish the price. Also there is no other staple article in teh store which gives such an opportunity for increasing sales. Think of it! The total amount of cheese made in the United States, counting all varieties having a com- mercial value, would only give each one of our population about four pounds for a whole year. I might add that no other article sold by any grocer has anywhere nearly so great a food value per pound as cheese, es- pecially American cheddar. Let us consider some of the causes why, under these circumstances, so many grocers are selling cheese at a loss. The average grocer orders cheese from his dealer. Along comes afresh, soft cheese, containing perhaps more than 40 per cent. of water, usually called “moisture,” as it sounds better, which he places in a wire cage called a “safe,” which permits a full circula- tion of air, while the thermometer hovers around 90 in a dry room in summer, or near a red hot stove in winter, where it remains until the last piece is sold, maybe two weeks or more, during which time 10 to 15 per cent. of the weight has gone to help moisten the atmosphere. The next cheese to be cut may be one containing only 25 per cent. of moisture, but, in the process of cut- ting half pounds and pounds, the same percentage or more is lost through crumbling. Besides, poor quality will cause very slow sales. Another grocer permits his cheese to remain on the counter summer and winter, exposed to dust and flies. Customers- To the Merchants SUPPLYING DAIRY, HOG AND POULTRY FEEDERS. During the past few weeks we have taken over the Wykes & Company business of this city, thereby adding . many valuable lines to our business. We have been able thus far to give quick shipments from Grand Rapids on L. C. L. orders and prompt carload shipments from the manufacturers of Hammond Dairy Feed, Dried Malt Grains, Scratch Grains, Millfeeds, etc. Considering the fact that we are facing the most seri- ous freight problem this country has experienced; by an- ticipating the actual needs of the feeders the coming win- ter, and getting a reasonable stock of goods in your ware- houses, you will aid the manufacturers, the feeders, the railroads and keep business going as usual. Don’t wait until the last minute, when your feeders have got to have the feed immediately to keep their stock in condition for producing food. The freight congestion may be so serious at that time that it will take weeks and possibly months to get goods to destination. HAMMOND DAIRY FEED is a good balanced Dairy Ration, requiring no mixing, plenty high in protein, fat and carbohydrates to produce the best results, and at the same time an economical feeding ration. Wire or phone us for prices, don’t wait. GRAND RAPIDS GRAIN & MILLING CO. Grand Rapids, Mich. ILI I 7 ) ; : Se = SELL LOWELL GARMENTS and have satisfied customers Our Spring Lines are now ready and we guarantee to fill all orders we accept. LADIES’ Gingham, Percale, Lawn and Fleeced Housedresses, Sacques, Wrappers, Kimonos, Aprons and Breakfast Sets, Crepe Slip- ons, Middy Blouses, Outing Flannel! Night-gowns and Pajamas. CHILDREN’S Gingham and Percale Dresses, Middy Blouses, Outing Flannel and Crepe Night-gowns and Pajamas. MEN’S Outing Flannel and Muslin Night-shirts and Pajamas. Out Sizes and Stouts for Men and Women a Specialty. LOWELL MANUFACTURING CO. GRAND RAPIDS, MICHIGAN 0 Linares SS eS) November 21, 1917 will look at it, pass on and say noth- ing—no temptation for them to buy cheese there. The face is dry and cracked and about the time the last piece is waiting to be sold a nice batch of skippers will appear. If it is sent out with an order, the customer brings or sends it back with compli- ments and a resolve to buy no more cheese in that store. Result, he has lost not only weight and flavor in the cheese, but at least one customer as well. Some grocers set their cutting machine so as to cut 12 or 14 ounces for a pound, having the idea that his customers “won’t know any better.” Such a one does not know enough to be honest, even from policy, but he has taken the most effective means of committing business suicide, for fam- ilies keep scales and find them a good investment. When a business man loses the confidence of his customers it is “good night.” Every grocer who handles cheese should have a good nickel plated trier, with which to sample each cheese before it is cut. If he does this with a determination to learn, he will soon be capable of judging the class of cheese the majority of his customers want. When he should refuse to ac- cept any cheese which does not come up to his standard. As I have stated above, if every grocer in America would do that, cheese producers would soon have to see to it that the demand for quality must be met. There can be no harm done if one who has grown old and gray in the cheese business, as cheesemaker and cheese dealer, and who in stress of war time is again in the harness mak- ing cheese, gives a few principal pointers that may help some grocer to acquire by degrees a knowl- edge so hecessary to success in this branch, which should be a very im- portant adiunct of his business. A good cheese will always “look good” unless it has been especially abused. It should feel firm, but not hard and rigid. It should feel slight- ly elastic, but not soft or spongy, un- der pressure of the thumb. The rind should feel smooth, “satiny” and neither moist nor dry. When a plug is taken out it should fill the trier and show a coating of cheesy matter on the back of the trier, an impor- tant and infallible indication that the cheese has “broken down” and is not dry, although from causes that space will not permit me to explain here, it will be crumbly if the plug falls to pieces when removed from the trier. The best cheese never shows holes in the plug, but for home trade a plug may show -quite porous and yet be a good cheese for eating and will sel- dom fall apart when sliced. The color should be a clear orange yellow or pure white, depending on whether it is a colored or uncolored cheese. In texture it should be smooth and silky, melting in the mouth like a piece of hard butter. Always turn down a cheese that feels coarse on the tongue, giving a sensation of hav- ing fine corn meal in the mouth, for whether it is young or old it never was and never will be a good cheese. A. word about the care of cheese while it is being sold. Before placing a cheese on the block it should always MICHIGAN TRADESMAN be stripped of the bandage and face cloths. Particles of paraffin or other matter should be brushed off, giving it a tidy appearance. If a cutting ma- chine is used, the board should be washed with vinegar occasionally to kill the mold, and the knife should be washed with soap or other alka- line, thoroughly dried and then rub- bed with sweet oil to prevent rust. A dirty, rusty old knife which will leave a streak on every piece of cheese it cuts, and a rusty, dirty board that will start a growth of mold on the cheese in a few hours is a poor combination to draw customers. Un- less a cheese is cut and sold every day or two, it should be greased all over with butter, after pulling off the bandage, to prevent it from drying out. Then if the knife is kept shut down on one side of the cut and the shield kept on the other side of the cut, very little loss from evaporation will follow. If cutting is *done by hand, there is nothing better than a glass cover. which fits perfectly tight all around. It should be replaced at once when a piece is cut. In a word, the idea is to keep cheese shut in from air after it is out. Those deal- ers having show cases fitted with re- frigeration have the matter under best control. It is up to the grocer whether his cheese business will be a factor in the Nation’s economics or not. The possibilities are unlimited and_ its greater consumption would not only benefit the consumer in town. The benefit reaches away out to the farthest nook in the hills and valleys all over America, in stimulating farm- ers and dairymen to greater produc- tion; but the quality produced will de- pend on the grocer’s ability to select a good cheese, and his determination to handle only the best. R. Robinson. —_++~—___ Colors for Attractive Displays. Below is a list of colors that har- monize, and which will be of value to those desiring to make attractive displays, either in the show window or in the store. The list should also be valuable to the salesman in sug- gesting colors that will be suitable for different color garbs: Blue and white. Blue and gold. Blue and orange. Blue and salmon. Blue and maize. Blue and brown. Blye and black. Blue, scarlet and lilac. Blue, scarlet and black. Blue, brown, crimson and gold. Red and gold. Red and black. Scarlet and purple. Black with white, or yellow and crimson. Scarlet, black and orange. Crimson and orange. Yellow and purple. Green and gold. Green, orange and red. Purple and gold. Purple, scarlet and gold. Lilac and gold. Lilac, scarlet and white or black. 71 You Owe Us Visit Scores of people who visit our salesrooms after they have outfitted their store or office regret they did not come before buying. We sell Scales, Cash Registers, Coffee Mills, Show Cases, Soda Fountains and Supplies, Counters, Account Systems, Safes, Desks, Files, etc., for the merchant and for the office. Both new and used. Grand Rapids Store Fixture Co., Inc. 7 Ionia Ave. N. W. Grand Rapids, Mich Our Pride Potato and Special BREAD No reason why every town in Michigan shouldn’t have the best. Send for a trial order. We pay all express charges to regular customers, B&B MB Bw Bw & City Bakery Company Grand Rapids, Mich. 72 MICHIGAN TRADESMAN November 21, 1917 THE VISION OF ANTON. It Meant Much When Transformed Into Action. Once upon a time there lived a near- sighted and obscure clock maker in an ancient town in Flanders. It was in fourteen hundred and something, at - about the time when new continents were being discovered, and old conti- nents being ransacked for whatever might serve to enrich the life of Europe. We call it the period of Renaissance, and this is the story of the Renaissance of Anton, the Flemish clock-maker. Anton was an apprentice to an old craftsman who made clocks to help very rich people to know the time of day. No one but the rich could afford to buy clocks in those days, so the old clock- maker needed but one assistant. They were crude clocks with one hand, but they served the purpose. Anton, how- ever, had a soul in his body and he be- came very tired of bending eternally over his work bench, making one-hand- ed clocks for people he didn’t know. His was a restless sort of soul, but a starved one, and it didn’t know how to show Anton the way to better things. So Anton decided to find out for him- self. As he went about the streets of a Sunday, he heard of the good gray monks that lived beyond the hill. He was told that they were wise and kind and that they made sure their entrance into Heaven by many prayers and much fasting. They were so good that they had time enough left from their prayers to engage in scholarly pursuits. In short, they lived an ideal kind of exist- ence and one that Anton thought would satisfy the cravings of his soul. So one day Anton left the old clock- maker and journeyed over the hill to the monastery of the good gray monks. They took him in as a lay brother and set him to weeding the garden; but soon they learned that he was skilled with tools and they gave him the task of building the new altar in the chapel. When the altar was nearly finished the abbot of the monastery came to Anton and said: “My son, I perceive that thou has much cunning. Canst thou carve a legend for the front of the altar?” “T can, Father,” said Anton. So the abbot sought for a legend that would fit the space on the front of the altar, and after much searching he brought to Anton this: “Where there is no Vision the people perish.” Anton accordingly selected a piece of hard, close-grained oak and began to carve the legend. Now Anton possessed enough of the craftman’s soul to make him strive to carve the legend well and he spent many days and took infinite pains. As he worked he said the words over and over to himself: “Where there is no Vision the people perish.” He found himself wondering what these words meant and as he carved his perplexity grew upon him. At last he could contain himself no longer and he went to the abbot. “Holy Father,” said he, “I am much troubled to know the meaning of the words thou hast given me to carve.” Now the abbot had selected the legend without great thought. It sounded well and it was the right length. So he made answer lightly. “Those, my son, are the words of a Wise Man of old. They refer to that divine guidance which saves men’s souls and which comes only through prayer and fasting.” But Anton had prayed and fasted and no Vision had come to him. He asked his brother monks to ex- plain the words to him, but they could not satisfy him and Anton nearly went mad in the endeavor to understand. When the carving was complete and the altar finished, Anton found no more work that interested him. He looked about him and saw the monks feasting and fasting, praying and working, but he could not discover to what purpose. “Tf it be true that without a Vision the people perish,” he said to himself, “shall we not all perish? Not even the good gray monks have a Vision. They know not what a Vision is.” So gradually he became dissatisfied with the monotonous life of the good gray monks and their tiresome prayers and fastings to save their souls, until at last he could stand it no longer, and, never having taken the vows, he left the monastery. It was then that he be- thought himself of the old clock-maker for whom he had worked in the town. He remembered how wise he was and he sought the familiar shop. The old clock-maker was glad of the return of so good a workman and received him joyfully. Then Anton told his story— how he had longed for something to satisfy his soul, how he had failed to find it even among the good gray monks and how the words of the legend. had perplexed him. Then spake the wise old clock-maker. “A Vision,’ quoth he, “is something good and lofty and desirable which the soul may see, and having not, may reach forth to obtain. Without a Vision the body may live, but the soul is starved. It is death in life. Men may eat and drink and sleep and laugh and work and quarrel and beget children and die, but all to no purpose. They might as well die in the first place, and so the Wise Man saith, ‘Without a Vision, the people perish. ” “And what may I do to get a Vision, that I may live?” asked Anton. “He that seeketh, findeth,” replied the clock- maker. “Where shall I seek?” asked Anton. “At thine own workbench,” was the answer. “Thou has been to the monas- tery of the good gray monks and found no Vision there. Thou may’st travel the world over and no Vision will re- ward thy search. Look within thy heart Anton, even unto its hidden corners. Whatsoever thou findest that is good and worthy, examine it. Thus wilt thou find thy Vision. Do thy daily work, Anton, and let thy Vision find thee working. Then shalt thou be ready to receive it and the meaning of thy life and work will be made clear to thee.” Anton marvelled at the words of the wise old man and pondered them in his heart as he went back to work at his bench. And every day he talked with the old clock-maker, and strove to learn, until at last the light broke in upon him, and he understood. For the meaning of the legend appears only through much thought and self-examination. A day came when the old clock-maker arose no more from his bed and Anton took his place as master of the shop. “Now,” he said, “I will see if I can find a way to work with a Vision, for I know it is better than to work without one.” Every Sunday he went through the market place and talked to his fellow- townsmen. He found that there were many things good and lofty and desir- able that were lacking in their lives, but he could discover no way to supply them. His soul was reaching forth, but it had not yet laid hold on a Vision. One day in his shop, however, a Vis- ion came to him. It was a little Vision, to be sure, but it was a beginning. “I cannot give bread to all the poor or bring happiness to the miserable,” he said. “I know only how to make clocks. So I will make a clock for the people, that they may have what only the rich may buy.” So he set to work and built a huge clock with two hands, like one he had seen that came from the South. Its face was two cubits across and it was fashioned to run in all weathers. Be- neath the face he carved and painted a legend: “Where there is no Vision, the people perish.” In twelve months the clock was done and he received permission to place it on a tower in the market place, where all men might see it and read the time of day. Many came and saw and learn- ed to tell the time from the figures on the dial, and the clock became famous throughout Flanders. But there were many in the country- side who seldom came to town, and so never were benefitted by the clock, and it occurred to Anton one day that the reason for this was that the roads were so poor. He was now a man of sub- stance and influence in the town, so he went to the burgomaster and told him that he would like to build better roads for the country people to use in coming to town. It took him a long time to make the fat burgomaster see this Vis- ion, but at last he succeeded, and the upshot of the matter was that in a few years there were fine, smooth roads running in all directions. Anton’s fame spread throughout Flanders and, to make a long story short, the king at last sent for him and make him a counsellor at the royal palace. This gave him a chance to broaden his Vision. He saw a greater and happier Flanders, with the people prosperous in trade and industry and art, and when he died, full of years and honors, he left Flanders a better place because of his Vision. Walter A. Dyer. — +22 Vivisecting’ the Sales Force. “One very serious fault with a large number of retailers is that they do not devote sufficient time and atten- tion to training the men who repre- sent them to the public,” says a high- ly successful hardware dealer. “Ap- parently they fail to fully appreciate that indifferent selling effort can knock a tremendous hole in the year- ly earnings. “As the proprietor and highest salaried man on the force, I con- sider it my duty .to see that every salesman at all times gives to the business the very best there is in him and in working out plans design- ed to increase the selling power of our organization, I have spared neither time nor effort. “One little scheme I have adopted which I think has real merit, is to pass out at more or less regular in- tervals small slips of paper contain- ing questions touching various phases of selling, which the sales- men are asked to answer in writing and hand in their replies to me. “From the way a question is han- dled, I am at once enabled to decide whether a salesman is strong or weak on that particular point. If this reply portrays a thorough un- derstanding of the subject, I, of course, am perfectly satisfied so far as that is concerned, but if it sug- .gests uncertainty or manifest lack of knowledge, I at once confer with him and do my best to set him right.” Following are some specimen ques- tions which this dealer called upon his clerks to answer: Suppose a customer objects to the price of a lawn mower on the ground that a mail order house offers one almost like it for less money—what is your argument? How would you proceed in con- vincing a woman that the best in- terests of herself and family de- mand a refrigerator in the home? When a customer seems unable to decide which of several styles of a commodity he prefers, how do you assist him to arrive at a satisfactory conclusion? American Sugar Refining Company SE Reduce your bag and twine expense by selling omg Package Sugars These neat, strong cartons and cotton bags of clean cane sugar are always ready to put into your customers’ hands. ES American Sugar Refining Company The Most Complete Line of Sagar in the World November 21, 1917 MICHIGAN TRADESMAN 73 +. | The Vinkemulder Company Grand Rapids, Mich. Rie ho I hci EL alee a tf set a. | We are Headquarters for POTATOES, ONIONS and APPLES and are in the market : to either buy or sell in car lots or less. No order and shipment ‘Be. | too large or too small to receive prompt and painstaking 4 attention at our hands. Take advantage of our thirty-four years experience MICHIGAN TRADESMAN November 21, 1917 (Ueyeeeesb lg yt (¢ ad iad Lay) of re eae ee Union Labor a Menace to the Gov- ernment. Written for the Tradesman. Looming larger and larger on the business horizon is the union labor problem. It is assuming proportions which compel the most serious con- sideration. Are the labor unions for or against the United States? This question is pertinent and well war- ranted, The time has come for put- ting them to the test. A great deal has been said and written of manu- facturers and others being engaged in “profiteering” by charging exorbi- tant prices, but recent events have demonstrated that labor unions are engaged in a species of “profiteering” no less reprehensible than that prac- ticed by the conscienceless manufac~ turer. The Government has taken steps to curb the greed of the manu- facturer and the scheme of regulat- ing the prices and distribution of products is the result. But while dealing in a somewhat relentless man- ner with the manufacturer, the Gov- ernment has not taken union labor in hand and apparently evinces no dis- position to do so. The consequence is labor unions are running things pretty much as they please. While shouting loyalty and vehemently dis- claiming any desire to embarrass the Government, they are crippling it in the most criminal manner through strikes and threatened strikes. There is an undoubted scarcity of labor. The cost of living has so enormously ad- vanced, and is still advancing, that there were reasonable grounds for higher wages, but the unions, taking advantage of the needs of the Nation, are piling demand upon demand in a ruthless manner, little less than pirati- cal. No sooner do they get one in- crease in wages than they demand another. The manufacturer, the pro- ducer and the merchant are one and all helpless against these infamous demands of the venal and unscrupu- lous union leaders. With the coun- try at war, strikes cannot be permit- ted since they would interfere with industrial activities of all kinds. Ac- cordingly, labor leaders only have to make a demand, follow it up with an order for the men to quit work and they can depend on getting all they ask for. There is a limit to endur- ance. That limit has about been reached. No thought has been given by labor unions to the effect upon the millions of people who are not within the ranks of union labor, and are not, therefore, receiving exorbitant wages with which to meet the higher cost of living forced upon them by the greed of the unions. Mr. Gompers is a member of the Council of National Defense and of a number of impor- tant war committees. He is also the head of the American Federation or Labor. If he is not able, willing ana anxious to bring the demands of union labor to a reasonable basis, he should either resign from the Coun- cil of National Defense or be KICK- ED OUT. As a matter of fact his presence in that organization is a menace to the Government and a fearful handicap on the prosecution of the war. It is high time the Gov- ernment acted with firmness, If not awake, it will be aroused from its slumber by a fearful shock when the people rise in their indignation at al- lowing an_ insignificant portion ot American wage earners to place our forces in jeopardy by blocking the production and distribution of muni- tions and supplies necessary for the successful prosecution of the war. Comment may be made that the seriousness of the labor situation may be overestimated. Pause before judg- ment is passed. On Nov. 3, accord- ing,to Government reports, 500 strikes have occurred since our war with Germany began, as against 144 during the entire year 1916. On Nov. 3, 100 strikes were still in force. Fifty of these were given up as impossible of adjustment under the present system of dealing with such matters. We can learn much from England in this re- spect. Sir Stephensen Kent, K, C.B., now visiting the United States, in an address at Boston said: “Neither the laborer nor the employer in Eng- land is allowed to make a profit from the Nation’s needs, and if the in- creased cost of living hampers the laborer, the minister of munitions distributes 15 shillings a week to the working man in order that he may not be made to suffer. In England, because of compulsory arbitration, it is impossible to go on strike. The MAXIMUM PENALTY IS PENAL SERVITUDE FOR | LIFE. The safety of the army and the ultimate success of the war are dependent up- on the ever increasing stream of mu- nitions.” England took some time to reach this stage of control, the re- sult of bitter experience. The United States is beginning to realize it is in- volved in a struggle for existence. When this realization is complete, labor and capital must both yield to the necessity of the hour. The condition of the securities mar- ket is in anything but a satisfactory condition. The selling is largely. caused by the necessity for providing, war capital for the Government. The public is selling stocks on a large =a ad GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the Interurbans—the hotels—the shopping district. On account of our location—our large transit facilitles—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and Individuals. Combined Capital and Surplus.................. $ 1,724,300.00 Combined Total Deposits ..............ccceeeee 10,168,700.00 Combined Total Resources ..............ee.0:: 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK -ASSOCIATED Seven Reasons Why You Should Appoint This Company Executor of Your Will 1. It never dies. 2. Neither illness nor old age affect its capacity for management. 3. It is always at home when there is business to be transacted. 4. It is impartial—accurate—economical. 5. It always strives to work in complete harmony with the beneficiaries. 6. It will act with any co-executor or retain any attorney the testator desires. 7. Its affairs are directed by men of wide ex- perience, mature judgment, and who have no personal interests to exploit. Send for Blank Form of Will and Booklet on “Descent and Distribution of Property”’ THE MICHIGAN TRUST Co. OF GRAND RAPIDS eeovember 21, 1917 scale in order to pay for its Liberty Bonds, John Moody pertinently re- marks, “It is impossible to extract $12,000,000,000 of war capital from the $3,500,000,000 of American yearly sav- ings.” The market is breaking be- cause our expenses exceed our in- come and we must therefore sell our assets. It is doubtful if the public generally has realized the significance and im- portance of the thrift campaign and the value of the earnest advice to save given by thinking bankers. It should now be brought home with sharp emphasis. Until the American people can be trained to increase their sav- ings aS a war measure from 9 per cent. or 10 per cent. to 30 or 35 per cent., the liquidation of securities to provide war capital will continue. An increase in current saving means not only individual benefit, but National welfare. This liquidation and conse- quent fall in security prices, however, should not precipitate people into the slough of despair. Brighter times are ahead of us. The strain on fi- nancial resources is close to its apex. The $700,000,000 falling due Nov. 15 on the second Liberty Loan has been paid. December will witness a de- crease in the financial strain cause:l by the harvesting and movement of the crops, the returns for which flow back in the regular channels of busi- ness, while the enormous January dividend and interest disbursements will make the payment then due on Liberty Bonds much easier to meet. As these facts become clearly evident there will be a decided check to the pessimism which so largely governs security prices at the present time. It should also be remembered that pres- ent market prices by no means repre- sent the intrinsic value of securities. Those who now buy seasoned secur- ities are not only placing themselves in a position to secure large profits at some future time, but are also rendering a patriotic service to the Government through thus furnishing additional war capital. It is well to let the people know what the effect of their co-operation with the Hoover food conservation will do. The monthly bulletin of the National City Bank of New York says regarding what it considers the most vital facter in the economic sit- uation—food supplies—that these sup- plies have been greatly improved by the certainty that we are to have a much larger amount of corn than has ever been harvested in the Unit- ed States. So far as grain and vege- tables are concerned, the United States has, so the bulletin states, an abundance of them, with the excep- tion of wheat. Evidences are plenti- ful that the people of the United States, as a whole, are beginning to cheerfully cut down their wheat con- sumption and will continue to do so until the harvesting and distribution of the 1918 crop. Washington esti- mates there will be a 10 per cent. reduction in the use of wheat in the United States and, if this expectation is realized, there will be a surplus of nearly 78,000,000 bushels available for export. MICHIGAN TRADESMAN In connection with the food prob- lem there is also another vital factor to be considered—labor on the farm. It is short and will be shorter. Here is where our Michigan bankers and merchants can again be of invaluable service to the farmers and at the same time benefit themselves. In certain Southern and Southwestern com- munities bankers and merchants have clubbed together and bought a num- ber of farm tractors, holding them as a community asset. These tractors are rented to farmers at small rentals, thus enabling the agriculturists to more than make up for deficiency in man and horse power at much less cost. The rentals could be applied on the purchase price pro rata among the purchasers of the tractors after the cost of maintenance is deducted— the farmers renting the machines pay- ing for the gasoline, oil, etc., necessary for operation and for parts and re- pairs due to breakage while in their possession. A plan of this kind has rendered possible largely increased acreage in the territory where the tractors have been used at a minimum cost to the farmers, enabling them to devote the money they would have otherwise been obliged to pay out for labor and team up-keep to the pur- chase of additional seed or other nec- essary expenditures. The cost of the tractors when divided between the business interests of any agricultural community would be comparatively small and would be in the nature of an investment, returns from rental ultimately paying back the principal, besides furnishing a small amount of interest on the money invested. lf this experiment should be tried, there is little doubt but that manufacturers of the tractors selected would gladly sell them upon terms which would make the payments upon the ma- chines easy to meet. There is also little doubt but that the farmers would appreciate this movement and gladly avail themselves of the trac- tor service, thus benefitting them- selves and at the same time serving their country through increasing the food supply. The scheme is worth trying. Before any tractors are pur- chased a canvass of the farmers should be made, perhaps accompanied with a demonstration of tractor service. In this way the project could be put upon a mutually beneficial basis which would obviate any guess work as to cost and receipts. Paul Leake. 22. Tips to the Feminine. Every woman wants to know how to be beautiful, Having a few ideas ourselves, we suggest: 1. Speak no ill, think no evil, hear no gossip. 2. Overlook your husband’s short- comings. You have a few of your own, but he’s too considerate to men- tion them. 3. Don’t stoop to the curtain lec- ture; it goes with an ugly face and ugly disposition. 4. Never strike a child in anger; it makes wrinkles inside and out. 5. Sing at your housework; re- member, hubby is up against it down. town. 6. Smile; then smile again; keep smiling, and smile! Kent State Bank Main Office Fountain St. “Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $500,000 Resources 9 Million Dollars ° 3 A Per Cent Paid on Certificates Largest State and Savings Bank in Western Michigan 75 MTOR ALS ST FAMILY ! 5010) 0 ee | Satisfied Customers know that we specialize in erat ened) and service. THE BANK WHERE YOU FEEL AT HOME Se r =, “Grand IDS QAVINGS BANK WE WILL APPRECIATE YOUR ACCOUNT TRY US! THE PREFERRED LIFE INSURANCE CO. Of America offers OLD LINE INSURANCE AT LOWEST NET COST What are you worth to your family? Let us protect you for that sum. THE PREFERRED LIFE INSURANCE CO. of America, Grand Rapids, Mich. WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually 3% a Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier THEE OLD NATIONAL BANK GRAND RAPIDS, MICH. 177 MONROE AVE. Complete Banking Service Travelers’ Cheques Safety Deposit Vaults Letters of Credit Savings Department Foreign Drafts Commercial Department Our 3% Per Cent SAVINGS CERTIFICATES ARE A DESIRABLE INVESTMENT MICHIGAN TRADESMAN November 21, 1917 FRENCH DELAINE. How a Backwoods Merchant Sold Twelve Bolts. Written for the Tradesman. Herman Rivers thought he had a bargain when he bought out the com- plete stock of a general store at Muskegon, and toted the same over rough, muddy roads to his store build- ing in one of the backwoods towns in the up-river country. The stock invoiced something like $3,000 and was made up of odds and ends of all manner of goods, some of it shelf worn and weary from lon? travail on the shelves of the Wood iron store. “T’ll make those up-river store fel- lows sit up and take rot'ce,” chuckled Rivers. “I'll startle the natives too with the big things I’ve got to show them.” Now this was back in the early days when farming was less in evi- dence than logging, lumbering and working in the pinewoods, making fortunes to be spent later on in the building up of Chicago and _ othe- prairie cities of the West. Rivers was a millowner as well as storekeeper. He employed a score of men, to whom he sold all their be- longings, from clothes, bcots and shoes, meats, dried apples, salt pork, codfish to the del’cious familv butter, put up in firkins on the Wisconsin dairy farms, and which reached the consumer in a state of frowy strength that would stagger the strongest ath- lete. IT can testify to the native strength of that butter. since until quite well into my teens I had never tasted any- thing else in the dary line, and sup- posed the rank taste a part of the qualifcations of standard churned cream. Later, when mother made a fresh article from the cow imported into the woods, I learned the true joys to be had from eating a fine quality of golden butter. Then there were the dried apples of commerce. An apple tree I had never seen, and the apples, dried and pack- ed in barrels, were solid masses which required a hook and strong hand to dig up for p‘es and sauce. These ap- ples were black and sticky, many of them uncored, and a liberal quantity bored through and through by the worms. There was one article of food, how- ever, that beat anything the modern grocery can supply, and that was the codfish of those days, packed flat, immense, meaty, whole fish the like of which we shall never see again. Mess pork came in barrels, cut in large pieces averaging fifteen to twen- ty pounds each. Some of the early settlers lived on salt pork, potatoes and firkin butter, the latter spread upon home made bread from flour not deleted of its wholesomeness by modern processes. Herman Rivers’ store was the mec- ca for a large surrounding region, and when the new goods arrived from the Muskegon store everybody talked about them and of the enterprise of the man who fetched them. Everything was not, however, plain sailing for the backwoods merchant. In the language of the every day woodsmen he feared, when he un- packed the goods, that he had bitten off more than he could chew. And this was true of many things in that conglomerate mass of odds and ends from the hither-most parts of the earth. It was said of Rivers for a long time after he introduced that stock of goods into the North woods that you could not ask for anything under the sun that he didn’t have in his store. One Eastener who happened in the burg, overhearing the remark, bet with a native a new hat that he could stump Rivers by a first en- quiry. “You can’t do ‘t, Ben, and I'll take your bet.” The two men repaired to the long wood-colored building that housed Rivers goods. Stepping to the coun- ter behind which was the merchant- lumberman himself, the man asked for a par of goose yokes. “Eh? Goose yokes,”:commented the merchant, “Ah, I’ll see.” “Your man is stumped now, chuckled the customer, grinning at his friend. “Wait. He'll find ’em, see if he don’t.” The merchant went ‘nto a _ rear room, brought out a ladder on which he climbed to the upper shelf, and from a dusty corner produced the de- sired articles. “I knew I had ’em,” laughed Rivers, “but I’d forgotten for the minute where they were.” Needless to say the native won his new hat. Of course, in such a variety of goods there were many unsalable articles: in fact, so many of these that Rivers afterward regretted the “bargain” he had secured when he bought out the Muskegon store. “There’s something you'll never sell,” sa‘d his wife one evening as, with closed doors, Rivers was oOver- hauling some of his new-old goods. He had piled nearly a dozen bolts of dress goods of a single pattern upon the counter. These goods were ex- pensive for that region, since a new calico gown was the height of style among the backwoods belles. “T can sell that stuff for two-and- six,” said Rivers,” and come out ahead on the deal. But there’s more of it than I wish there was.” “Why, there’s enough to stock the country from one end of the river to the other,” laughed the wife. “It’s nice looking goods, though, and you might get rid of one piece—no more. Won’t Mr. Woodiron take the rest back?” “T shan’t ask him to do that.” The merchant gritted his teeth and look- ed troubled. It was true, as his wife said, there was enough of the cloth to make every woman and girl a dress from the mouth of the river up to and including Croton. What to do with it was the rub. This was rather the hardest propo- sition Rivers had been up against in the whole line of his experience. He whistled and cogitated. Twelve forty yard bolts of dress goods which must fetch at least 30 cents per yard in order to make a profit. “Tl tell you what,” said his wife, “you might put one lone piece on the ” Michigan Bankers & Merchants’ Mutual Fire Insurance Co. Fremont, Michigan We are organized under the laws of Michigan and our officers and directors include the best merchants, bankers and business men of Fremont. We write mercantile risks and store buildings occupied by our policy holders at 25 per cent. less than the board rate established by the Michigan Inspection Bureau. If you are interested in saving one-third of your expenditure for fire insurance, write us for particulars. Wm. N. Senf, Secretary. auras Trust Company is incorporated un- _ der state laws and is subject to official examination. Furthermore, in the discharge of its functions as executor, trustee, admin- istrator, guardian and receiver, it must make reports showing that its duties have been properly carried out. It is your duty to your beneficiaries that you safeguard the distribution of your estate with the wisest precaution in selecting a responsible and faithful executor and trustee. Our Trust officer will be glad to counsel aod advise you on the details and advantages of Trust Company Executorship. Ask for Blank Form of Will and Booklet on Descent and Distribution of Property [TRAND RAPIDS [RUST ['OMPANY OTTAWA AT FOUNTAIN. BOTH PHONES 4391 BUY SAFE BONDS 6" Tax Exempt in Michigan Write for our offerings Howe Snow CorriGan & BeRTLES INVESTMENT BANKERS GRAND RAPIDS SAVINGS BANK BLDG. GRAND RAPIDS, MICHIGAN. ot By tye (eph 4 > be = .¢@ ¢ : ‘ ¢ > * a 5 ’ a oe 7 w& > ¥ \’ ¢ > a 4 s a) ce 4 ° “ ie * a Pad . | f P awe 64 ~ we? - ° a ° tye ‘eph 4 § > be ‘© ¢ ~ ¢ > Be fe ’ a a Gg: § (wm > ¥ \” a s 4 o> ap 4 f - “ ie * * November 21, 1917 shelf at a time, and as it is a fine looking cloth you’d be apt to sell some at least.” “Yes,” agreed the merchant, “but think of a dozen pieces!” However, Mr. Rivers acted upon his wife’s suggestion, placing a single bolt of the dress goods upon the shelf at a time. It was a beauty, and it at- tracted much comment from the wom- en of the woods. “How many yards in the piece?” asked Mrs. Newman, the blacksmith’s wife. “Thirty-nine only,” chant. “Mercy! from the mer- I must have a dress pat- tern off’n that sure, Tll speak to John about it to-night. It’s certain- ly a beauty—French calico, ain’t it?” “French all right, but no calico,” said Rivers. “You see it’s mostly wool goods, an elegant figure. It will make any lady a fine gown.” “And there’s only thirty-nine yards! Mercy me, I must have some of it right off, before it’s all gone!’ And she did. That very night, she called the merchant out of his house after he had closed the store, telling him she couldn’t sleep without that dress pattern, for fear it would be all sold. She bought thirteen yards to make sure of having enough. She was a large woman, and as that was in the days of hoop skirts ten yards was only a small pattern. The way that dress goods sold was astonishing to Mr. Rivers. Every woman who saw it was determined to have a dress regardless of price. It was “so handsome—and so little left.” And that was the way the merchant got rid of his. over stock of “French delaine!’? Women came from near and far to buy a dress. Even from Muskegon came several who wanted © to get a pattern off the wonderful French delaine that enterprising Mr. Rivers had got direct from across the water. And you know that same goods had lain undisturbed for a year on the shelves of the Woodiron store at Muskegon. The great fear was that the goods would be gone before one could pur- chase. The merchant put one piece upon the shelf at a time, and the good ladies imagined that this was all to be had. Soon after the last piece of French delaine was sold the cat was let out of the bag. It happened at a grand ball given by one of the hotel men of the time. Fifty couples were there to dance, and of the twenty-five ladies present nineteen wore a French de- laine of most intricate and beautiful pattern. It is not necessary to tell of the comparing of notes, of the wrath and indignation of many worthy dames. Lucky was it, however, that Herman Rivers was not a dancing man, con- sequently, was not present at that ball. Old Timer. —— oe A Reasonable Question. Editor—Have you submitted these poems anywhere else, first? Poet—No, sir. Editor—Then where did you get that black eye? MICHIGAN TRADESMAN Frightening Unsuspecting In- vestors into Losses Quite properly operators of large and well-known public service cor- perations as well as investment bank- ers who have financed these projects are indignant at the vicious bear raids engineered against their securities by They have unscrupulous brokers. run across instance ofter instance where such brokers have gone short of their stocks and in order to cover their operations with a profit have not hesitated in circulating disquieting rumcrs so as to induce unsuspecting holders to throw them on the mar- ket. Such tactics in a period when it is the duty of every American citizen to lend all of his efforts to maintain confidence among American investors in the integrity sound securities is not only unpatriotic but could be called by a worse name prostituted as are such methods with extreme selfish- ness. Vicious bear raids can more easily be engineered by brokers who wish to engage in profitable short sales in public utility securities for they are more closely held and dealt in princi- None of The telephone and .the telegraph can be pally on the outside market. these trades need be reported. used to advantage in making quota- tions which do not exist without much of an opportunity for checking prices up. To such raids have been subjected such well-known utility securities as the American Light & Traction, Cities Gas & Electric within the last few months and at the Service, American expense of considerable loss to many unsuspecting stockholders, who, out of sheer fear that something which was never existent was responsible for the decline in prices, threw their securities overboard. Efforts have been made to drive the vicious bear raiders into a corner but like crafty foxes they are too wary for they never at any time go short more than a few hundred shares when they cover and then feed out Were it not for this shiftiness on their part again another low price. they could be punished by making them cover at a considerable advance but this cannot be done with them seeking their rat holes at the first in- dication of their dariger. Therefore it is necessary to warn unsuspecting holders of public utility securities be- fore selling to first learn the char- acter of the broker who is endeavoring to induce them to part with their stocks at the low prices. present ridiculously 77 TANGLEFOOT The Sanitary Non- Fly Poisonous Destroyer Gets 50,000,000,000 Flies a Year Vastly more than all other means combined POISONS ARE DANGEROUS! The O. & W. Thum Company Grand Rapids, Michigan Manufacturers of Tanglefoot Fly Paper, Tanglefoot Fly Ribbon and Tree Tanglefoot DUTCH MASTERS SECONDS Will stimulate your trade Handled by all jobbers G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS 78 MICHIGAN TRADESMAN November 21, 1917 BEING FRIENDLY. Most Desirable Attribute of Human Character. Written for the Tradesman. A smile at the right time is some- times worth while. Practice it and see. Make your store a resort for the good country folk; have a nice easy chair for the tired little country mother with the babe in arms, She'll appreciate it, never fear, and it is worth something to your own peace of mind to be good to even strangers when you feel that they need a little comforting. The grouchy person, wherever he may be, is one who ought to be let alone. Life is too short to fill up even the minutes with bad thoughts and ugly frowns. It is not necessary to go about with an inane grin forever on your face as did one minister I knew of. Just be friendly and you'll make friends. That is the secret of life— being friendly. The Lord helps him who helps himself and you merchants who have an ever welcome word or nod for even the passing stranger will never rue the little courtesy. When Hannah, of Moss Hollow, comes into the store, meet her with a kindly smile of interest. Be ready to show her the utmost attention, even though her gown be of plain print, her form uncomely, her accent not of the best. It pays in more ways than one to be courteous. The suc- cessful merchant is the one who is filled with the milk of human kind- ness for all the world. Never notice a slight. enquire why so and so quit trading with you and now deals solely with your rival; that will settle itself in due time. Seldom does a customer quit the genuinely honest, up-to-date merchant without again returning to him later. He'll make no apologies, of course, when he returns. It will be in a casual way, for a small pur- chase, feeling his way back gradual- lv. Why not? This is a free country. Men and women have a right to trade where and with whom they please. Never for one instant question that right. Your only concern should be to make your own store so attractive the disgruntled customer cannot help returning after a time, when he is very likely to become a fixture as a Never even customer providing his backsliding be not noticed or commented upon. Never even question the right of a customer to do all his trading with a big city mail order house; he will re- sent it if you do, and that leads to a wider degree of estrangement. I have known men to make a parade of their big mail order catalogues by a store front for the very purpose of aggravating the proprietor who has been heard to speak disparagingly of the whole mail order business. “T’ll trade where I please,” is the resonant declaration of the independ- ent American citizen. He feels a sort of lofty pride in making the announce- ment. Many such, however, have been won back to allegiance to local stores by the tactful deportment of the local merchant. Be ever on the alert to please. No abject subserviency to the multitude. but a courageous pleasantry that wins by its likableness. The suavely honest merchant need have no fear of the ultimate success of his busi- ness. There may be places occupied by men who deal with the public in a sour severity which the public must stand, but in the mercantile business no such equipment will win. A _ busi- ness that depends wholly upon the gsood will of the public must cater to the better feeling of that public else prove an ultimate failure. Once a young fellow, just entering upon the mercantile trip, wrote an advertisement for the local paper, submitting copy to the writer for criticism. Among other things the advertiser made declaration (he lived in a farming community) that he de- sired the trade of all the common people of the vicinity; the poor man’s money was more than welcome. In fact, he cared more to please this class than the big fellows with money to burn. I pointed out the mistake here, tell- ing the embreyo merchant that it was hardly good business to make any excepticns. One man’s dollar was as good as another’s and, as there were a number of wealthy farmers in the district, it certainly seemed bad poli- cy to point them out for ostracism. The young merchant saw the point, changed the wording of the adver- tisement, and sent it out, winning a start that, by judicious advertising, wholesouled cordially and business sense won for him an enviable repu- tation. Being friendly is one of the most desirable attributes of the human character. A well known divine, who had a wide acquaintance and whose friends were numbered by these, de- clared that “if you want friends prove yourself friendly.” So it is with the trader. He must be a man of many parts, above all genial and kindly, ready to treat everybody as a friend, thus alone can he hope to succeed in his business life. One way, perhaps, go to extremes, even in the line of being friendly. The ordinary human being is not de- ceived, He knows whether the mer- chant’s smile beams real friendliness or is a smirk, put on for the occasion. The smile of welcome that is wholly manufactured for the occasion is un- natural, therefore of doubtful utility. Above all things be natural. Don’t put on an outward seeming that has not the heart in it. If you cannot be naturally pleasant with others then you have missed your calling and had best cast about for some desert is- land where you may hide your per- sonal inadaptability until such a time as nature turns the curdled milk of human kindness in your bosom back te the sweet cream of friendliness for all. Perhaps this last would come about as hard as unscrambling eggs. If so you may know that being a merchant is something not in your gnarled na- ture to become, consequently you are ishment. Niagara Falls, N. Y. More Nourishing Than Meat Your customer who complains of the high cost of living is, no doubt, paying for a meat breakfast now about five times the cost of a Shredded Wheat breakfast and without getting any more nour- Tell your customers about the low cost and economy of Shredded Wheat and you’ll get the benefit of our extended, far-reaching newspaper and magazine advertising cam- paign in which we are em- phasizing these points. The Shredded Wheat Company MANUFACTURED ghow Washing Boy Powder Pays Retailer Good Profit Pleases the Consumer . 4 mam © Pp e2© a t so ! BY LAUTZ BROS. & CO. : = BUFFALO, N. Y. «7 Sy qs cop) «7 Py se Cop. November 21, 1917 marked for some other line of work. Whatever it may be is not for the writer to state in this article. The knack of being friendly isn’t so hard if you only cultivate the bet- ter part of your nature and firmly resolve that you love your neighbor as yourself and decide to treat him in the manner that you know is pleasing to you in your intercourse with oth- ers. Be friendly whatever else you may put into your deal with those around you. Old Timer. ——_+ +--+ Hoover Rules Issued For Govern- , ment of Bakers. Rules and regulations governing the licenses of manufacturing bakery products have been promulgated by the Food Administration. These are the regulations which go into effect December 10 next, according to the President’s proclamation. The regu- lations provide as follows: The licensee, in selling bakery prod- ucts, shall keep such products mov- ing to the consumer in as direct a line as practicable and without un- reasonable delay. Resales within the same trade without reasonable justifi- cation, especially if tending to re- sult in a higher market price to the retailer or consumer, will be dealt with as an unfair practice. The licensee shall not buy, contract for, sell, store or otherwise handle or deal in any food commodities for the purpose of unreasonably increasing the price or restricting the supply of such commodities, or of monopoliz- ing, or attempting to monopolize, either locally or generally, any of such commodities. The licensee shall not destroy any bakery products and shall not know- ingly commit waste, or wilfully per- mit preventable deterioration in con- nection with the manufacture, distri- bution or sale of any bakery products. The licensee shall not accept re- turns of bread or other bakery prod- ucts, nor make cash payments, nor allow credit, to any retailer, for any unsold bread or other unsold bakery products, nor shall the licensee ex- change any bread or bakery products for other bread or bakery products which he has sold. These special rules and regulations governing licensees manufacturing bread and rolls were made public: Rule 1—The licensee shall manufac- ture bread and offer it for sale only in the following specified weights, or multiples thereof, which shall be net weights, unwrapped, twelve hours af- ter baking: 16-ounce units (not to run over 17 ounces), 24-ounce units (not to run over 2514 ounces). Where twin or multiple loaves are baked, each unit of the twin or multiple loaf shall conform to the weight require- ments of the rule. Rule 2—The licensee shall manufac- ture rolls and offer them for sale only in units weighing from 1 to 3 ounces, but no rolls shall be manufactured or offered for sale which shall weigh, unwrapped, twelve hours after bak- ing, less than 1 ounce or more than 3 ounces. Rule 3—The standard weights here- in prescribed shall be determined by averaging the weight of not less than twenty-five loaves of bread of any one MICHIGAN TRADESMAN unit, or five dozen rolls of any one unit, and such average shall not be less than the minimum nor more than the maximum prescribed ‘by these rules and regulations for such units. Rule 4—The licensee in mixing any dough for bread or rolls shall not use the following ingredients in amounts exceeding those specified be- low per unit of 196 pounds of any flour or meal or any mixture thereof. Sugar—Not to exceed 3 pounds of cane or beet sugar or, in lieu thereof, 3% pounds of corn sugar. Where sweetened condensed milk is used, the licensee, in determining the permit- ted amount of sugar, shall deduct the added sugar content of such condens- ed milk from the net amount of other sugar, of the kinds herein designated. Milk—Not to exceed 6 pounds of fresh milk from which the butter fats have been extracted, or the equivalent thereof. Shortening—No_ shortening be used except as follows: Not to exceed 2 pounds of com- pounds containing not more than 15 per cent. of animal fats. In lieu of such “compounds” the licensee may use not to exceed 2 pounds of vege- table fats. The licensee in making any bread or rolls shail not add any sugars or fats to the dough during the process of baking, or the bread or rolls when baked. The United States Food Adminis- trator made these recommendations to bakers: The United States Food Administra. tor earnestly urges all wholesale bak- ers to establish as the wholesale prices of their products the prices at which they will offer such products for sale in lots of 25 pounds or more, unwrap- ped, for cash, at the bakery door, the prices so established to be subject to such additional charges as may be fair for wrapping and delivering when such services are performed by the baker. The United States Food Ad- ministrator requests that when such wholesale prices are established the licensee report this fact and state such prices to the Federal Food Ad- ministrator in the state where his bakery is located. Inasmuch as some wholesale bak- ers in certain communities are now re- tailing bread at their plants direct to the consumer, unwrapped, unde- livered and for cash, at wholesale prices, the United States Food Ad- ministrator recommends that this practice be extended wherever bak- ers find it possible to do so, adding only sufficient extra charge to cover extra expense. The United States Food Administra- tor believing that frequent deliveries are uneconomical and tend to enhance prices, urges all bakers to reduce de- liveries wherever possible to one a day over each route, and to consoli- date deliveries or zone their terri- tories in order to reduce the expense of deliveries as far as possible. ——_> +. Advantageous Marriage. Mrs. Jiggs: “So your daughter mar- ried a surgeon?” Mrs. Noggess: “Yes; I’m so glad. At last I can afford to have appen- dicitis,.” shall 79 Watson-Higgins Mls.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 Coleman (Brand) Terpeneless LEMON Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof ' Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction 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 Chocolates Package Goods of Paramount Quality and Artistic Design PEANUT CAN BE COMPARED TO COFFEE AS TO QUALITY Don’t be fooled by price. Buy Jersey Peanut Butter and comes first. notice the difference in taste. your jobber today. BUTTER Buy where quality Order from Perkins Brothers, Inc. Bay City, Michigan MICHIGAN TRADESMAN we er FTE = Before the Visit of the Stork Is Due. Child-training begins with the train- ing of the mother. Dr. Holmes thought it ought to begin at least with the care- ful selection of grandparents—or was it great-grandparents? For most of us, however, the best we can do is to try to get the parents, and especially the mother, into the right frame of mind toward the expected infant, and toward the tremendous job she has undertaken. Happily for most of the mothers of to-day, the coming of a child is no long- er spoken of in whispers, as if it were something to be ashamed of. Almost extinct is that nauseous breed of dirty- minded folk like the woman who “thought it indecent to speak of a child until it was at least six months old!” The right-minded mother, surrounded by right-minded friends, goes about her wonderful business of preparation se- cure in the knowledge of sympathy and approval. But even vet, sadly few women enter upon marriage with any adequate notion of the importance and privilege of moth- erhood. Many of them are well edu- cated in mathematics, languages. liter- ature, history, art, economics, science, and so on, and all that is well enough; but the principal reason and purpose of marriage is still treated as if it were the least of the happenings of life. For few of them is there any definite prep- aration for the most wonderful experi- ence they are to have, an experience in- volving not only their own welfare and the welfare of their children, but that of the whole of humanity. Who knows what this child that is coming may be in the history of his generation and the generations following ?? Even a plumber or a letter-carrier has to have some training for his business. What trade is there for which one is not fitted somehow by instruction, by know]- edge of the elements of the work to be done? But mothers! Most of us were suffered to go about the most important trade in the world with little or no preparation or understanding of any of its aspects. For most of us, we were left to learn our business of being moth- ers by the hardest kind of experience, and at the cost of the first of the chil- dren. Yes, it was a wonder that they turned out as well as they did! During the last twenty years or so, the change in the general attitude to- ward this subject his borne fruit in a wonderful lot of research on the part of doctors, scientists, reformers, statesmen, teachers, and plain, earnest women with- out professional status. The physical, mental, and moral growth of the child has been worked over and written about until there is a large and inspiring lit- erature about every phase of his devel- opment from infancy through adoles- cence. In every degree of simplicity and elaboration these books are available for the expectant mother. I am far from meaning that she should delve deep into medical books, and get herself in a morbid state of mind by reading of obstetric technical- ities. Leave that to the doctor; it is his business. But I do mean that she should make herself intelligent about the ex- perience that is to come to her, and about the great task she has undertaken, cf bringing a new life into the world. First of all, she must realize now vastly important it is that she should keep well, that her body should be a fit home for the coming child. She must see that she has plenty of simple, nour- ishing food, warm and _ comfortable clothing, freedom for constant walking and muscular action and for her own breathing, and without restriction of the soft parts that must have room for the growth of the child, during the entire nine months before the baby is born. Every minute cf the period is impor- tant if mother and child are to keep well. Heredity is no doubt immensely im- portant; but that is a settled matter. Let us hope that you selected the right father for your child. Anyway it is too late now to alter that. Be the hered- ity what it may, vou can work wonders with environment. The worse the heredity, the more important it is that the environment shall be the best pos- sible, and the physical well-being and mental attitude 6f the mother are for the child the beginnings of environment. Try to live in an atmosphere of love and happiness. I know that is some- times easier to say than to do, but strive for it, nevertheless. Try to keep sen- sible, calm, well poised, high-minded. Avoid petty gossip and irritating quar- rels. Keep worry out of your life, and anger most of all; both are deadly pois- ons. Keep out-of-doors at least two hours of every day, and walk as much as possible—two or three miles, if you can. Let the doctor advise you about how much physical exercise you can safely undertake. Insist upon ample and undisturbed sleep at night, and have a nap during the day. See that your house is in good run- ning order; reduce its detail to the out- most of simplicity, and in any event do not permit yourself to get fussed over picayune matters. Let nothing interfere with your daily bath and rub, deep breathing exercises, and as much of a walk as you can stand. After the baby comes there will be a most exacting round of duties; your leisure will be scant, your sleep will be interrupted, and every ounce of strength that you can store up in advance will be drawn upon. Begin your study at once, even if you expect to have a trained nurse to care for your baby. Nurses are going to be hard to get for a long time now, and you want to know as much as you can. You may have to do most of this work yourself. Anyway, you will want to know whether the nurse is doing it prop- erly. There is something about doing the physical things for your child as much as you can yourself that draws you to- gether wonderfully. For myself, I would not surrender this experience altogether to any nurse, although she were the most competent in the world. The whole character and personality of the child are influenced by these simple and commonplace things. mind and soul of a child are not con- fined in separate compartments; he is a person, and all of him grows together and is influenced together. Every de- tail reacts upon his whole nature. Right at the beginning, the simplest physical experiences may be dealt with in such a way, or neglected so as to fasten upon him bad habits that will clog or curse his whole life. That is why you should inform yourself in advance about the best way to conserve the physical wel- fare of your child. Prepare plenty of simple clothing for him; consider your own diet with refer- ence to your intention to nurse your own child. Take advantage of every oppor- tunity to equip your mind to lead his. Get in touch with a good kindergart- ner, who may be able to explain to you some of Froebel’s “Mother Plays” deal- ing with the early life of the child. Read good and helpful books, attend concerts, visit art galleries, do every- thing to get and keep yourself in a peaceful, happy, forward-looking state of mind. Keep it before your very soul that you are about the most wonderful business there is in the whole world. Prudence Bradish. —_2>+-2____ Serving Every Customer. Instead of giving a bad impression every time a customer catches him out of an article, this druggist im- presses the quality of his service by the following plan: “IT keep two want books. One of them is the usual kind by which I order my goods; the other is taken downtown by myself or by one of my clerks on each trip that anyone makes. All ‘wants’ of customers which we can not fill are listed in it. “For instance, Mrs. McWilliams calls for a specified make of soap. I do not have it; instead of expressing my regret and letting it go at that, I say, ‘I’m sorry, but I do not have that brand. I’ll have it delivered to your house this very afternoon, though. Count on me.’ “Although the transaction yields no profit, I obtain the soap on my trip downtown and have my boy de- liver it to the customer. She appre- ciates this service, and so do the hundreds of others who know it and who consequently give me all their trade.” The body, November 21, 1917 How Suggestion Increased Sales. “Most hardware stores sell wash- ing machines,” says a merchant who has made a success in this line. “In our store we carry out the idea of suggestion as far as possible. Our window display, for instance, gives the prospect a picture of wash day in a properly equipped kitchen. We show the washing machine, the wringer, the tubs, the boiler, the washboard, a big, collapsible clothes horse, a small clothes rack attached to the wall, common flatirons with stands, electric irons attached to the current so that they may be demon- strated at a moment’s notice, an iron- ing board, and a stretch of clothes- line—as well as a half dozen other articles used on wash day or ironing day. To add to the realistic effect, a strip of white cheesecloth or cot- ton hangs from the ironing board into a clothes basket. “The display typifies the method of salesmanship used inside our store. If a customer buys a washing ma- chine, the salesman follows up the sale by calling attention to the wringer, and then turns to tubs, boil- er, washboard, and the rest. .If the customer comes for a flatiron, the merchant directs attention to the ironing board, the clothes horse, and other items that logically follow. “In our advertising and circular matter, instead of talking merely of this washing machine or that wringer, we talk of saving labor on wash day by providing modern equipment to do the work. This plan helps us to sell additional articles, and in several cases we have sold entire wash day outfits because of it.” W. E. Park. 2+. If You Want New Customers. Below is a particularly interesting letter from a successful grocer in a Middle Western town in which he tells his method of getting new fam- ilies to trade at his store. “I go after the business of every new family that comes to town. I secure the names of new families from the newspapers, from real estate agencies, and any other available sources. “Among my plans for getting these names is an agreement with the pas- tors of several churches. I say to them, in effect, ‘If you will tell me the names of any néw families you know of moving into your territory, I shall do the same for you.’ Both the pastors and I have blanks that we fill out once a month. We both benefit by the scheme. : “Then I go to the new family in person, taking with me samples of al! the advertised food products of which I have samples at the time. I give them the samples with my com- pliments and explain that I carry all the well known brands and can give them the goods they know about. This appeals to them as being better than starting on new and_ untried foodstuffs. The sample assortment is a gift; constantly their good will and their business frequently come to me. I keep after them with personal letters, until I feel that I have the business permanently.” e «fhe * Ye q ey Cc. » «fhe * Pe q ey Cc. i” Vy November 21, 1917 MICHIGAN TRADESMAN 81 We Divide Our Profits With You This company was founded on the principle of an equitable division of all its profits with the policy holders. Under this system, backed by careful selection of risks and economical management, we have been able to return to our policy holders each year Thirty-three and One-third Per Cent of Your Premiums There is every reason to believe that we will be able to do as well or better in the future. We adjust and pay all losses promptly. Note the following facsimile letter for proof of this statement: “Boctage” (CENTRAL VULCANIZING COMPANY “= *son oor NON-SKIO TIRES INSURE SAFETY 215-217 DIVISION AVE., N. W. FREE AIR STATION EXPERT TIRE REPAIRERS WESTERN MICHIGAN OISTRIBUTORS “Hortage’ Cires GRAND Rapips, MicH.,_ August 27,191_?- Mr. Wm. A. Haan, Secy. & Treas., Grand Rapids Merchants Mutual Fire Ins. Co,, City. Dear Sir:- Your letter of the 27th instant, enclosing checks to the amount of $1896.53 constituting payment of fire loss to my stock of tires which occurred on the 29th day of July, 1917, at hand, We desire to thank you for the courtesies which you have extended to us in the adjustment of this claim and also desire to thank you for the promptness in the settle- ment of this loss. If, at any time, the writer oan favor you by recommending your Company, you may ask it with the greatest of freedom and without any hesitation, Again thanking you, we are Very truly yours, CENTRAL VULCANIZING COMPANY. rye agua This isa MERCHANT’S company. It was organized and is officered by retail merchants. It is the out- growth of a demand for relief from excessive fire insurance rates and unfair adjustments. We now have over $3,000,000 of the very best class of fire insurance on our books. Our losses are very low and our assets are ample to meet all demands. We are earning good profits, and we divide those profits equitably with our policy holders. Correspondence Solicited. Grand Rapids Merchants Mutual Fire Ins. Co. Wm. A. Haan, Sec’y and Treas. 325-328 Houseman Building, Grand Rapids, Mich. MICHIGAN TRADESMAN November 21, 1917 ~ ae ~ Z yf has sya) )e wa(( ign 14y, Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, troit. Secretary and Treasurer—D. A. Bent ley, Saginaw. Executive Committee—F. A. Johnson Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. De- SAGE CHEESE. General Outline of Method of Manu- facture. While we have no actual records at hand we doubt if there has been any material increase in the manufac- ture of sage cheese in this country during the past few years in fact, it is possible that there has been an ac- tual decrease in the quantity manu- factured. The cheese has only a lim- ited outlet and while it is possible that were it more widely known it would find a larger sale, it would be a risky variety to make up in large quantity without an assured outlet. The best sage cheese at times com- mands a substantial premium over the best cheddar cheese, but at other times the margin is very narrow and since the outlet is more limited the market is more easily surplussed than in the case of cheddar types of cheese. To anyone contemplating its manu- facture we would suggest that they get in touch with the larger handlers of the product before starting in or if they contemplate building up a demand for the cheese in a new field it would be advisable to start in a rather small way. Sage is a flavor that is well liked by many and dis- liked by some and it is too pronounc- ed a flavor for a steady diet. We give herewith the method of manufacturing sage cheese, recom- mended by the U. S. Department of Agriculture: Sage cheese, with its yellow surface mottled and flecked with small dark grayish green spots, is an old-time favorite. Sage is a very old season- ing herb and sage cheese is very probably of old English origin. The manufacture of sage cheese is now carried on in a limited way only in the United States, and is restricted to certain localities, yet a great many people are exceedingly fond of it, and will pay from 1 to 2 cents per pound more for it than for ordinary cheese. The Michigan Experiment Station has studied the subject of sage cheese making and states that this cheese is prepared in exactly the same way as cheddar, i. e., common American factory cheese, differing from it only in possessing a sage flavor, which is imparted to it by adding sage extract or sage tea to the milk before the curd is precipitated, by adding the extract to the curd before salting, or by adding sage leaves to the curd before salting. The addition of sage tea or extract to the milk is objectionable, requiring a large amount of sage, ten to twelve ounces for 1,000 pounds of milk. The addition of extract to the curd gave entirely satisfactory results in tests at the station when the extract was not too dilute, added cautiously to prevent waste. The amount of sage require/] was six or seven ounces for the curd from 1,000 pounds of milk. The most satisfactory method, how- ever, was tound to be the old-fashion- ed way of add’ng the sage leaves to and when it was very the curd, Th’s required the least amount of sage, three ounces being sufficient for the curd from _ 1,000 pounds of milk. In following this method the sage should be weighed, the stems all picked out and the leaves finely powdered and added to the curd just betore salting. Following is the method recommend- ed by W. W. Fisk, of Cornell Dairy School: The milk for the making of sage cheese must be of the very best qual- ity. Many makers believe that bad flavored and foul smelling milk can be made into good sage cheese, for they think that the sage flavor will cover any bad flavors in the milk. It is true that these flavors can be part- ly covered by the sage, but they can- not be entirely disguised and they will show just as in an ordinary Cheddar cheese. No maker can expect Ched- dar cheese of the best quality from overripe or milk and neither should he expect to make sage cheese of the first quality from milk of this sort. In fact, it would be rather dif- ficult to make sage cheese from over- ripe or gassy milk, as will be seen later. The finished product can be no better than the raw material from which it is made. Leaf Method. In this method a regular Cheddar cheese curd is made up to the time of salting. Just before the salt is added, sage leaves are mixed with the curd, The leaves should be dried and freed from stems and other coarse particles and the leaves themselves broken up rather fine. The leaves are then added at the rate of three ounces for every 1,000 pounds of milk. Care must be exercised to see that the leaves are evenly mixed through the curd or an evenly mottled cheese will not result. The salt is then added and this tends to drive the flavor into the curd. If these cheeses are consumed as soon as well cured no fault can be found. On the other hand, if they are held for any length of time, there gassy Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food — of every State and of the the United Sta Manufactured by ell & Richardson Co. Burlington, Vt. Turkeys Geese, Ducks and Chickens Telegraph, phone or write us for special ++ Be prices before you sell SEEDS Wilson & Co. oe Reed & Cheney Co. 20-22 Ottawa Ave., N. W. GRAND RAPIDS, MICH. Grand Rapids Michigan bods E. P. MILLER, President F. H. HALLOCK, Vice Pres. FRANK T. MILLER, Sec. and Treas. seh Miller Michigan Potato Co. | |. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions 1 Correspondence Solicited ; + Wm. Alden Smith Bldg. Grand Rapids, Mich. : he LOVELAND & HINYAN CO. | ~* CAR LOT SHIPPERS dip Potatoes, Apples and Beans | - - Write or telephone when you have anything to offer ge Association of Commerce Bldg. Grand Rapids, Michigan ; « a » ~ WE COVER MICHIGAN is me. M. PIOWATY & SONS Distributors of Reliable Fruits and Vegetables MAIN OFFICE, GRAND RAPIDS Branches: Saginaw, Bay City, Muskegon, Lansing, Jackson, Battle Creek, South Bend, Ind., and Elkhart, Ind. Onions, Apples and Potatoes | - - Car Lots or Less aw We Are Headquarters tale Correspondence Solicited y aca Vinkemulder Company GRAND RAPIDS re! MICHIGAN Pleasant St. and Railroads MOSELEY BROTHERS — Grand Rapids, Mich, Wholesale “(fe BEANS, POTATOES, SEEDS x | Telephones 1217, or write when have stock to offer me oe 4 a a * ¥ ~% iy oe ite i \’ aca November 21, 1917 will be a collection of yellow material about each piece of sage leaf and soon the leaves will decay and so spoil the cheese. This method gives a very true flavored sage cheese and the only objection is the fact that it cannot be held in storage for any length of time. Sage Extract Method. When this method of making sage cheese is employed it is necessary that the maker have a vat with a mov- able partition or a large and a small vat. In many cases the receiving can is used as the small vat. After the milk is properly ripened and ready to set, one-sixth to one-seventh of the milk is put into the small vat. To this small vat, green coloring matter is added. The juice from the leaves of corn, clover and spinach, which was pressed out by the maker, was formerly used as the coloring matter. For this reason, the manufacture oi sage cheese by this method was lim- ited to the seasons of the year when these leaves could be obtained. But now the dairy supply houses have a harmless green color paste which is much cheaper and it can be had at any season of the year. The amount of color paste to use will vary from 30 to 35 cub’c centimeters for every, 1,000 pounds of total milk. This amount of paste should be added to the small vat of milk. This gives a green milk and later a green curd. 30th vats are worked along to- gether, until the time of removing the whey. Then the partition in the vat is removed or the small vat is mixed with the large vat. The green curd should then be evenly mixed with the white one or an even green mottled cheese will not result. The curds should not be mixed until they are well firmed or the white curd will take on a greenish cast and so spoil the appearance of the cheese. After the whey is removed the curd is allowed to mat like an ordinary cheddar curd, but care must be exer- cised to pile the curd so that it can- not draw out. Because if it does draw out the small green spots will be stretched out and large blotches or patches of green will be the result. This is one of the places where the cheesemaker must watch his curd closely or he may not get the much desired small green mottles. When the curd is well matted, it is milled like an ordinary Cheddar curd and just before the salt is added the sage extract is applied to the curd. Sage Tea and Commercial Extracts. The sage extract can be obtained from dairy supply houses or a sage tea can be made by steeping the sage leaves. In many cases the commer- cial extract gives the cheese a strong, disagreeable flavor and not a true sage flavor. The sage tea gives a MICHIGAN TRADESMAN 83 flavor which is more like the flavor when the leaves themselves are put into the curd. Too much of the ex- tract or the leaves will give a very rank flavor. The sage extract can best be put on the curd by means of some sort of a sprayer or atomizer with which it can be evenly sprayed over the entire curd. The extract should be applied two or three times and the curd well stirred after each application. The amount of the ex- tract to use will depend altogether on its strength; an ounce of the extract or three ounces of the sage tea to 1,000 pounds of milk will be found to be about the right amount to use. After the extract has been added the salt is added at the same rate as with a normal Cheddar curd and the sage curd is carried along the same as a Cheddar curd should be. This method gives a sage cheese mottled with small green spots which somewhat resemble the green of the sage leaves. A cheese made after this method can be held for a long time, as nothing has been added which can decay. The only obiect’on to this method is the fact that the sage extract may not give a true sage flavor. Therefore the maker must try to get the best extract possible or make his own out of the sage leaves. ——_~» 2 2 The Correct Way. During a sale of safety razors a drug store decorated its window ac- cordingly and then captured custom- ers with the sign: “Shave safely. If you do it right it is awfully simple; if you do it otherwise it is simply awful. Come in and we will show you the correct and easiest way.” 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. : 1052 N. Ottawa Ave. G. B. READER Jobber of Lake, Ocean, Salt and Smoked Fish, and Oysters in Shell and Bulk Grand Rapids, Michigan ELI CROSS Grower of Flowers And Potted Plants WHOLESALE AND RETAIL 150 Monroe Ave. Grand Rapids Ask about our way BARLOW BROS. Grand Rapids, Mich. For Sale by all Jobbers and by the Manufacturers VAN TONGEREN CIGAR CO. HOLLAND, MICH. VAN LOPIK KNITTING CO. Zeeland, Mich. College and High School Caps Made in 110 Combinations of Colors Try us on your mail orders Samples sent on request Use Citizens Long Distance Service To Detroit, Jackson, Holland, Muskegon, Grand Haven, Ludington, Traverse City, Petoskey, Saginaw, and all intermediate and connecting points. Connection with 750,000 Telephones in Michigan, Indiana and Ohio. C tree va Pras tee cz TELEPHONE NOLL FLY Citizens Telephone Company MICHIGAN TRADESMAN November 21, 1917 THE BELL TELEPHONE. Historical Facts Concerning Its Birth and Development. The birth and development of the telephone reads like a chapter from fic- tion, instead of a page from the prosaic book of plain business. It is almost pre- cisely forty years this fall, since the commercial development of the tele- phone began. It was during the years 1874 to 1877 that the germ of this in- vention was incubating in the brain of Alexander Graham Bell, its inventor. Prof. Bell, an instructor of the deaf came every day from his home in Sa- lem, Mass., to Boston for his profes- His were spent at the home of his parents in Brantford, Ontario. His father, Alexander Melville Bell, was also a teacher of the deaf, so that father and son were, we might say, experts in mat- ters pertaining to accoustics and allied subjects. To quote briefly from an ad- dress made by Prof. Bell before the Telephone Pioneers of America at its annual convention, a few years ago: “And so it happened that in the summer of 1874 during my visit to my father’s house in Brantford, Ont., considering myself and discussing with my father the numerous experiments I had made in Boston relative to the reproduction of musical sounds by electricity, for the purpose of multiple telegraphy, the thought of the membrane telephone was elaborated. So the conception of the telephone originated in Brantford in the summer of 1874. You are all familiar with it. It was practically the same instrument that was shown in the patent. It was a theoretical conception of a magneto telephone, that the vibrations of the voice might create electrical im- pulses like the aerial impulses and pro- duce an audible result at the other end. And so on my return to Boston in Oct., 1874, and all through the winter of and through the spring of 1875 I was work- ing and trying to devise methods of in- creasing the strength of these electrical undulations. Then came the discovery on June 2, 1875. In a moment all of the difficulties in the way of a practical solution of the telephone disappeared. This took place at 109 Court street, Bos- ton, where the telephone was born.” sional work. summer vacations Had this experimental work not been in the hands of so skilled a man as Prof. Bell, who actually had known in advance what he might expect as a re- sult of his researches, and to recognize the results secured in such crude fash- ion, the invention of the telephone would have been delayed likely, for many years. The application for the patent was filed Feb. 14, 1876, and granted March 3, 1876. In the case of the telephone, the scientific world almost at once took up the new invention. The public gen- erally and the business men of the coun- try, on the contrary, were very slow to see any value in the telephone. Prof. Bell read his first paper on the telephone before the American Society of Arts and Sciences in Boston on May 10, 1876. The invention was exhibited at the Cen- tennial Exposition, held that year in Philadelphia, and for the most part ex- cited little comment. Prof. Bell, busy at his school in Boston teaching visable speech to the deaf and dumb, had little time to devote to it. However, on a quiet Sunday at the great exposition, Sir William Thomson, the great English inventor, and Prof. Bell met quite by chance, when Don Pedro, the Emperor of Brazil, was a visitor and through them the attention of others was direct- ed to the invention, and thus the neces- sary start was made. On Oct. 9, 1876, the first conversation held by telephone between persons separated by miles of space was held between the Walworth Manufacturing Company office in Cam- bridge, Mass., and its office in Boston, two and one-half miles. On Nov. 26, 1876, the distance was in- creased to eighteen miles over a line between Boston and Salem. On Dec. 8 of the same year a conversation was held over a telegraph line between Bos- ton and North Conway, a 143 mile cir- time the telephone was used for news- paper dispatching. That article in the Boston Globe was copied all over the world. : It is interesting to note, in this con- nection, that in October of this year (1917) an imposing memorial to Prof. Bell—a creation in marble of vast di- mensions—was dedicated at Brantford, Ont., on which occasion the Governor- General and other prominent citizens of Canada and the United States were present. The memorial was erected by the citizens of Brantford in commem- oration and recognition of its being the birthplace of the telephone. The undertaking which confronted Theodore N. Vail when he became man- ager in 1878 was enormous. What they undertook to do was to transform the great undeveloped possibilities of the telephone into a concrete and commer- cially practical and, theretofore, unknown Charles E. Wilde. cuit. In January, 1877, a line was con- structed between the rubber shoe fac- tory of J. W. Converse, in Malden, and his residence in Boston and this line called a great deal of public attention to the telephone. About this time two young Japanese students in Boston be- came interested in the telephone and asked Prof. Bell for a demonstration of it, asking if it would talk “Japanese.” A test of the apparatus developed that it would, and this was the first foreign language used over the telephone. Years afterward, Prof. Bell, traveling in Ja- pan, met these two students under quite different circumstances. They were then Baron Kaneko and Mr Kamuro, the two foremost men in Japan to-day. On February 23, 1877, a lecture was given on the telephone at Essex Insti- tute by Prof. Bell and a reporter pres- ent sent an account of it to his paper, the Boston Globe. This was the first public service. They had the tunda- mental idea, but no one else clearly saw its possibilities. There was no telephone art and only the merest beginning in apparatus. They were without the as- sistance of either experience or tradi- tion. The telephone pioneers did not even know what they needed, but they did know that there were certain great ends to be accomplished. Capital was wary. It is related that in seeking to interest one great New York capitalist in the invention, a demonstration was arranged for him. After testing the instrument, he acknowledged its merit as an inter- esting creation, but he said that he doubted the commercial success of the thing and added “What would people find to talk about, even if the thing does work?” Eventually however in Boston, the money was forthcoming to make a start and during the year 1878 an ex- change was started, and the invention was exhibited in various parts of the country. From that time the develop- ment of the telephone in all parts of the United States dates. Licenses were granted to various associated companies, covering in some instances one state, sometimes more than one, and the work of development went rapidly forward. It was at this period, it should be re- membered, necessary to develop and create all the accessories of the business —switchboards, signalling devices and all of the machinery which makes inter- communication possible. Practically none of these devices had at that time been invented. But those responsible for the growth of the Bell system never falter- ed. The obstacles to be overcome can- not, however, at this day be appreciated or understood by the vast majority of people. They were all overcome even- tually and the great system which stands to-day as the monument of their faith and persistency is another illustration of unbounded energy and imagination of the American people, for Prof. Bell saw in advance the great possibilities of his invention and in a letter written about this time, he forecasted the cen- tral exchange with its business and resi- dence connections; cables carrying tele- phone wires; both underground and overhead; long distance lines connecting central offices in distant cities affording communication between distant portions of the country; the capitalists whom he sought to enlist thought that he had a splendid imagination. He was right and they were wrong. The development of the telephone in Michigan dates from the year 1878, when William A. Jackson, then in the employ of the Western Union Tele- graph Company, became interested in the subject and procured two of the “machines,” as they were then called, and exhibited them in Detroit. The ex- change in that city was opened the same year. He interested Senator James Mc- Millan and others in the business and the construction of lines was started in many of the cities and villages of the State. The first electric telephone ever seen in Grand Rapids and Western Michigan was brought to Grand Rapids by J. W. Converse, from Boston, where he had seen it exhibited by Prof. Bell. Mr. Converse was at that time a large holder of real estate and the owner of large plaster quarries in Grand Rapids. These instruments were first used on a tele- graph wire owned by the Lake Shore & Michigan Southern Railway between the Plaster company’s office over 16 Mon- roe street and the Plaster company’s mill office at the plaster quarries on the West Side of the river. They were in- stalled by William S. Hovey, of the Grand Rapids Plaster Company, and were first used on the evening of Oct. 30, 1877. Mir. Hlovey had secured a li- cense from Prof. Bell for the use of the patent in Grand Rapids. However, he felt skeptical about the possibility cf its ultimate use and never pushed the project. In the latter part of 1878 the Michigan State Telephone Company, having been organized at Detroit, the work of establishing an exchange in Grand Rapids was undertaken. S. E. Watson, then an operator here for the af We feb tody af we feb tJ J } oe) ¢ i “Ys ‘ap a A, WF pe ‘ 7 rd shad >a Oh. \ November 21, 1917 MICHIGAN TRADESMAN vw ff, > li » A, . s = Ey | GD | CD | CI TAT) GALT) | LCE) MTN) rary aaa TU tra epee eu UW tras UTE SUGAR [SUGAR HSUGAR [SUGAR “Sendang Ses | | i —— x a l of Parity. ot Pastry. z . Petry. PRania ; Mr FRan, The TRay Fr, % aay ' Laverne Leen, DREN, Facts About the Sugar Situation Our Government has asked you to use sugar sparingly. We believe that the people of this country will be glad to do their part to conserve the sugar supply when they know the facts. These facts are as follows: More than two-thirds of the source of Europe’s sugar supply is within the present battle lines. This has resulted in greatly reducing the production of sugar in Europe England and France and other countries have been forced to go for sugar to Cuba. Ordinarily, nearly all of the Cuban raw sugar comes to the United States and is refined here, chiefly for home use. This is not the case now. In view of the exceptional world demand for sugar there is no surplus, and barely enough to tide us over until the new crop comes in. The people of the New England and Atlantic Coast States should use sugar sparingly. No one should hoard or waste it. This Company has no surplus sugar to sell. It is working with the Government to conserve the supply and to take care of the Allies so far as possible. The Franklin Sugar Refining Company PHILADELPHIA ‘‘A Franklin Sugar for every use’’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown 86 Western Union, was appointed mana- ger. On June 1, 1879, an exchange with twenty-one subscribers was opened over 12 Canal street and the first completed call was from the office of Curtiss & Dunton, who were then in business at 17 Canal street to the Rathbun House, located where the Widdicomb building now stands. On June 15, 1879, the first directory was published and showed six- ty-five subscribers. Lines to surround- ing towns were constructed during the years 1881, 1882 and 1883. Night service was first established April 22, 1884. In October, 1888, these quarters in the Ca- nal street office having been outgrown, a new office was established in the Blod- gett block and here the office remained until August, 1899, when the present main exchange building was _ erected. In December, 1884, the exchange had 1,000 subscribers and there were in the State about 6,700. In those days all the lines were grounded circuit (single wire) and mostly iron. Contrast these conditions with the present and appre- ciate what a development has been ac- complished. To-day copper meiallic cir- cuits connect every telephone and the developement of the common battery relay switchboard is one of the marvels of the electrical age. The Grand Rapids exchange district is served by five ex- changes and Grand Rapids subscribers talk with ease with 352,000 subscribers connected to the Bell system in Mich- gan, and, in addition, to any one of the nearly ten million Bell subscribers in the United States. Let us go into fig- ures for a moment. On Dec. 31, 1916, there were in the United States in use in the Bell system the following: 337,289 miles of pole line. 19,850,000 miles of wire, 5,397 central offices, con- necting 9,847,192 subscribers, who use the telephone 28,530,000 times daily. To this can be added 889,860 long distance messages daily. The great trans-continental line. whereby subscribers in New York and San Francisco are in daily communica- tion, as well as all places in between, is ene of the wonders of the world. In no country in the whole world is the tele- phone service at all comparable. The total outstanding stock and bonds of the American Telephone & Telegraph Company (Bell system) Dec. 31, 1916, was $580,605,700. The number of share- holders was 70,555. Of this number 62,090 held less than 100 shares each; 8,064 held less than 1,000 shares each. No great fortunes, contrary to general public opinion, have been created by the developers of the Bell system. During the current year the task im- posed upon the Bell system in connec- tion with the war has been immense. At the principal centers of activity the trafic has grown by leaps and bounds. This has been particularly true im the city of Washington. In addition it has been required to construct complete ex- changes of varying capacities for sixteen U. S. army cantonments in various parts of the country. Additional local and long distance circuits for Government requirements have been provided in record time. The sixteen exchanges above referred to were constructed and equipped complete in ninety days. In all these matters Government has had encanta A eS NN A AION SNE BRE ERAGE MICHIGAN TRADESMAN the right of way. As is well known the military telephone plays a very im- portant part in modern warfare and all sections of the battle fronts and first line trenches are in constant communi- cation with each other and the officers in command. Here, as elsewhere, many important maneuvers could not be made but for the use of the telephone. The Signal Corps, then, becomes the ears of the army, and for this important branch of the service many telephone men have volunteered and are now in service at the front and elsewhere. There is no public service or utility upon which the public is more depend- ent; no utility whose quality of service is more important. It has become one of the dependencies of modern life and may be correctly termed as it has often been, “The nervous system of social and economic organization.” The prerequis- ite of a telephone service is that it should be a continuous, immediate tele- phone service, free as possible from any interruptions, and it must be possible for anyone in any one place to get in personal conversational communication with any one in any other place; any other service would be a limited service. There is no other public service or util- ity in any way analogous. Electric light, gas and water are from a common supply. Your service is obtained by turning a key. Personal transportation is conveyance in a vehicle in common with others running on schedule be- tween definit. points. On the contrary, telephone service is designed for the personal and exclusive use of the par- ties talking. No others can use it at the same time. The Bell was pioneer in the exchange system, pioneer in the toll line system, pioneer in the long dis- stance system and at all times met the incredulity of the public, first as to the possibility of any telephone service, then as to the possibility of anything but a lecal service, and then as to the possi- bilities of any but a short distance serv- ice, and, finally, as to the possibility of a long distance service. This service was always given to the public in ad- vance of the demand. The demand was created by the service given. No public service is so close to the whole public all the time as the telephone. Further- more, telephone service is now and al- ways has been worth more than has been asked for it. It is further unique that it has no alternate, no substitute, but the poorest approach to it, would always cost at least ten times as much. Charles E. Wilde. —_——_> +. ___. The sooner every one accepts the situation and plans his life according to a war basis, the better it will be for us and for our fellows, Prepare for the worst in order to avoid the worst. If we wait to see how it is all coming out before we do anything, we will wait too long to save our- selves or anyone else. Veen lail Se aE yaa eer ain Of All Jobbers PRESIDENT SUSPENDER CO, Shirley, Mass November 21, 1917 Liquor, Drug Addicts TAKE SAFETY FIRST The NEAL Remedies given at NEAL Institute will destroy the appetite at the end of treatment. A guarantee Bond, for every patient, with (3) day Liquor Treatmests, upon request. Don’t doubt nor hesitate, COME; make us prove it, at our expense if we fail; strictest privacy is maintained to patients, their friends, at our Home. 534 Wealthy St. S. E., City PERRY MILLER, Manager Bell Phone 596 Citz. Phone 61366 Joseph P. Lynch Sales Co. Special Sale Experts Expert Advertising —Expert Merchandising 44 So. Ionia Ave. Grand Rapids, Mich. 139-141 Monroe St Both Phones GRAND RAPIDS, MICH. USED AUTOS My Specialty—Easy Terms or Trade DORT AGENCY Dwight’s Auto Ex. 230 Ionia Ave., N. W. Used For Syrup A syrup most folks prefer is made from Crescent Mapleine, sugar and water. Costs half as much as good, ready-made syrup. Demand for Crescent Mapleine for making syrup is extra heavy. * * Crescent Mfg. Co., Seattle, Wash. (M-10) Order of jobber or Louis Hilfer Co., 1205 Peoples Life Bidg., Chicago. Crescent Mapleine =— aw EAT ERS THE BEST INN MY SIGNATURE wf EVERY PACKAGE GEO. J. HEINZELMAN, President 40 Market Ave. N. W. Grand Rapids Paper Co. WHOLESALE DEALERS Mill Agents for Comet Roofing Mullin’s Wax Lined Butter Dishes Tablets and Envelopes B. Heller & Co. Products FRANK VANDEVEN, Sec'y and Manager Grand Rapids, Mich. Sugar Bags Blue Seal Matches Uy Led ak Ro )s Rae eet SCHULZES SILVER GOLD FRUIT SPICE Svan ese iat paca a SERVE IT x UDGE FOR | We solicit shipping accounts from country dealers SCHULZE BAKING COMPANY GRAND RAPIDS, MICH. fed, ee - November 21, 1917 Boomlets From Bay City. Bay City, Nov. 9—In compliance with the request of Grand Counselor Hach, Bay Council will hold a rally meeting Saturday afternoon and evening, Dec. 8. The various councils in this zone will be invited. Several of the Grand Coun- cil officers will be present and the Su- preme Council is also expected to be represented. A class of twenty-five or thirty new members will be initiated and a general good time is expected. If each member will do his bit, this can be made the most successful meeting ever held by Bay Council. Now, boys, get busy. The S. M. Isbell Co., Jackson, has bought a half interest in the Rhodes elevator, at Rhodes, from Henry Schultz, the present proprietor. The Ross Land Co., of Detroit, has established a branch office in Bay City, with George Rood as local manager. Bay City oversubscribed her Liberty loan quota by 9714 per cent. If the re- mainder of the State had done as well, the amount of bonds taken by Michigan would have been $147,125,000, instead of $106,210,150. The Y. M. C. A. subscrip- tion of $25,000, the city’s quota, has also been taken care of. As a result of the action of the Post- office Department, closed pouch service has been established on the Handy Bros. - road, between Bay City and Port Huron. This will be a great saving in time, as heretofore all mail from local points on the road came to Bay City and Saginaw and then to Port Huron. Postmaster William Hemmeter, of Saginaw, met with a serious accident Thursday evening while repairing the acetylene lighting plant used to light his home. His face was seriously burn- ed, causing temporary blindness. Edward Baumgarten, who a_ few months ago sold his grocery business to Peter Smith & Son, has re-engaged in business on the corner of Center avenue and Trumbull street. John Pettinger, Atlanta, who has been engaged in the general merchandise trade for the past twelve years, has sold his stock to Michael Doty, formerly en- gaged in the hotel business. Mr. Fet- tinger will continue the business until Jan. 1, when Mr. Doty will take pos- session. James Ames, general merchant at: Sterling, has sold a half interest in his business to Clark Pomeroy. One of the union miners working at the Beaver coal mine, located about three miles from the city, claims his pay envelope was $3.50 short last vay day which the operators dispute. The result was a strike was called, which resulted in the mine lying idle three davs, causing a loss to the people of nearly 2,000 tons of coal and $3,000 in wages to the miners, at a time when the people of Bay City were suffering for fuel. It is very evident that the operators or the miners care but little for the suffering public. Such actions are paving the way for State or Federal control of coal mines. The erection of the Grand Trunk Railway car shops, and the plant of the Mueller Manufacturing Co., at Port Huron, is causing the merchants to smile a smile and then a broader smile in anticipation of increased business. G. M. Hamlen & Son are now pro- prietors of the Economy shoe store, formerly owned by M. Gardner, Roch- ester. A canning plant will be erected at Croswell, the estimated cost of which is $100,000. The citizens of Croswell donated the site and $12,500 in cash. The Balmer Bros. Co., Yale. has mov- ed its stock of general merchandise to Newberry. P. H. Zuelch has built a large store building at Fargo and moved his stock of general merchandise from Avoca where he has been engaged in business for several years. The Saginaw Shipbuilding Co. has increased its capitalization from $350,000 to $500,000. The plant will be greatly MICHIGAN TRADESMAN CIGARS Dornbos Single Binder enlarged over the original plans and will be nearly double the size that was first scheduled. It recently secured sev- eral large contracts from the U. S. Government. Buehler Bros., who have been con- ducting a retail meat business on Water street the past two years, have moved to their new location, 109 Center avenue. The building they now occupy has been recently remodeled and is said to be one of the most modern and up-to-date re- tail meat markets‘in the State. H. M. Loud & Sons are starting a saw and planing mill at West Branch. Be- tween thirty and forty men will be em- ployed. Roy Whitney, druggist at Bentley, has sold his building and drug stock to John Falk, of Rhodes, who has taken possession and will contintie the busi- ness. The Wright-Carson Co., which recently purchased the Heubner grocery stock at 1307 Colum- bus avenue, Bay City, has decided to move same to Gladwin and consolidate with its business there. W. T. Ballamy. 2-2-2 Plenty of Food in Cold Storage. The November report of the Bureau of Markets of the United States De- partment of Agriculture covering the amount of foodstuffs in cold storage in the United States was made public Nov. 15. In almost every classifica- tion it reflects the refusal of the pub- lic to pay the high prices asked, with the consequent accumulation of prod- ucts. Some of the comparisons with last year’s totals are sensational. Frozen beef, for instance, shows an increase of 93.7 per cent., while the increase for the month of October is 49.4 per cent. Although the in- crease of frozen lamb and mutton compared with last year is negligible the increase for October this year is 39 per cent., as compared with 33.1 per cent, last year. This is the time of the year when poultry, butter and eggs should come out of storage. In spite of the efforts to force frozen poultry into use the decrease for the month was less than 1 per cent. Turkeys did better; they showed a decrease of 9.9 per cent. Creamery butter, which has been showing a deficit as compared with last year in total stocks in storage, now shows an increase of 9.3 per cent. Only 6 per cent. has come out of stor- age for the month, as compared with 15.7 per cent. last year. Cheese stocks are 66.5 per cent. greater than last year. Egg holdings are 20.8 per cent. greater than they were at this time last year. The most significant fea- ture of all is that the stocks of stor- age eggs decreased only 19.8 per cent. for the month of October, as against 25.3 per cent. last year. At this rate it will be well into March before these stocks are consumed when _ they should be out of the way by the mid- dle of January. Poultry and some other items can be carried over but eggs cannot, although under the new Government regulations a year is the limit. It is declared in the trade that only a sharp cut in prices can get the eggs out of the way in time. ——2-.>—___ Two Wives. “My wife jis like George Washing- ton; I don’t believe she could tell a lie to save her soul.” “You're lucky! Mine can tell a lie the minute I get it out of my mouth.” Gladwin, Wm. . Give your order to your salesman now PETER DORNBOS 16-18 Fulton St. W. Grand Rapids, Michigan Mr. Flour Merchant :. You can own and control your flour trade. Make each clerk a sales- man instead of an order taker. ‘Write us today for exclusive sale proposition covering your beet Ba <1) Purtty Palent Woy ta Atte ne ahg choice Michigan Wheat properly blended to pro- duce a satisfac- tory all-purpose family flour. UCU) US rT TV Tem Yolo Mel The Sack that keeps the flour 1M and the dirt OUT. _ 87 OUR OWN MAKE HARNESS Hand or Machine Made Out of No. 1 Oak leather. We guarantee them absolutely satisfactory. If your dealer does not handle them, write direct to us. SHERWOOD HALL CO., LTD. Tonia Ave. and Louis St. Grand Rapids, Michigan We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO.. Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. WY ' SSSUN BEAM == TRact - mane - ‘“‘Sunbeam’”’ Harness and Horse Collars We use only carefully selected leather and the very best grade of trimmings. Our manufacturing facilities are unsur- passed, which enables us to offer a pro- duct that has unusual MERIT. Owing to the extreme scarcity of all materials, it is imperative that dealers place their orders early. While we are making every preparation to keep up to our orders, but in spite of any service we can give you, you will be disappointed unless you anticipate your probable re- quirements as far in advance as possible, and specify early shipment. We will appreciate your inquiries and orders. BROWN & SEHLER CO. Home of Sunbeam Goods GRAND RAPIDS, MICHIGAN You'll Like It FLOR DE ODIN Dime Quality 6c Cigar Contains Havana National Grocer Co. Michigan Distributors The Old Reliable B. L. CIGAR Sold by All Jobbers Lubetsky Bros. & Kleiner Manufacturers GRAND RAPIDS MICHIGAN MICHIGAN TRADESMAN November 21, 1917 — — - = Grand Council of Michigan U. C. T. Grand Counselor—John A. Hach, Cold- water. Grand Junior Counselor—W. T. Bal- lamy, Bay City. Grand Past Counselor—Fred J. Mou- tier, Detroit. Grand Secretary—M. Heuman, Jack- son. Grand Treasurer—Lou J. Burch, De- troit. Grand Conductor—C. C. Starkweather, Detroit. Grand Page—H. D. Ranney, Saginaw. Grand Sentinel—A. . Stevenson, Muskegon. i Chaplain—Chas. R. Dye, Battle Next Grand Council Meeting—Jackson. Salient Suggestions From Saccharine Saginaw. Saginaw, Nov, 19—Judge Arthur Ciements, at present justice of the peace, has been honored by both the Republican and Democratic parties in being endorsed for Justice of the Consolidated Courts. The election will be held Dec. 11. Judge Clements is one of Saginaw’s most respected citizens. He has held his present of- fice for several years with honor, al- ways handing out justice to rich and poor alike, regardless of color or creed. He is a man who is not afraid to stand for the right. Owing to his popularity, he will not be opposed for the office. George A. Prescott, State Federal Food Administrator, has placed a ban on the great public holiday nuisance, feather and keno parties. Thousands of dollars go into the pockets of the manipulators from the fellow who should go to the market and buy what he wants in an honest manner, but instead will go play the game and spend several dollars to obtain his holiday feast for we all know the fel- low running the game never loses. Hats off to Mr. Prescott! While we are all ready to condemn, and justly so, the kaiser for the bar- barious deeds he is daily committing by murdering, starving and freezing human souls, we ought to take notice of some similar acts committed in our own great State. Thousands of peo- ple are shivering—yes, suffering—for want of coal daily and we note just the past week where one of the coal mines closed for one day, because the union refused to permit the men to go to work simply because one miner claimed he had $3.50 coming, while the owners or operators of the mine claimed the opposite. Closing the mine one day deprived the general public of 650 tons of coal they so badly need. Where is the patriotism of such men? Let us hope the day is not far off when such union iniquity will be handled in a severe way by our Government. Charles H. Close, who for many years traveled this section of the country in the interest of the Wixon Spice Co., of Chicago, called on the jobbing trade here last week. Mr. Close makes his heme in Chicago. The grocers and butchers of Sag- inaw started Nov. 1 doing their bit toward helping to Hooverize the food question by going on a cash basis. It means better service, better prices and the making of better merchants from a financial standpoint. Next Friday Saginaw county will send forth to the cantonment camps nearly 200 of her young men to make ready for the fight for liberty. The Saginaw Retail Merchants’ As- sociation has sent an appeal to Na- tional State Fuel Administrator H. A. Garfield, State Fuel Administrator W. K. Prudden and the Michigan Rail- way Commission for aid in bringing about relief from the situation aris- ing in Saginaw through the cutting off of passenger and freight trains, especially those running through the Thumb territory. Great injury has been done to both the retail and wholesale trade here and in nearby cities and the general traveling pub- lic—especially the commercial travel- ers—have suffered immensely. In reality the railroads are the losers. Let us hope for better service. The local order of Odd Fellows are making strenuous efforts to -have Saginaw made the permanent head- quarters of the Grand Lodge of Mich- igan. The Grand Lodge at present 1s located in Lansing. A better home could not be wished for than Saginaw by this noble order and we hope they accept the invitation of the local i, ©. ©: FE, Harry C, Reinke, of the Reinke Grocery Co., on East Genesee avenue, has been called to the colors and will leave Friday. The Reinke Grocery Co. is one of the livest concerns of its kind in the city and much of its success is due to Harry and his brother Ed., the latter being busi- ness manager. J. J. Dewald, formerly manager of the Majestic Theater, of Flint, has taken charge of the Jeffers-Strand here. Mr. Dewald comes here highly recommended as a real theater man and promises to give theater goers the greatest they have ever had for their money. Assistant Secretary C. M. Howell, of the Board of Trade, announces that two conventions have been se- cured for Saginaw—the Michigan Hotel Men, December 10 to 11, and the Michigan Dairymen, February 4 to 7. Mr, Howell is working hard to secure the next State Grange con- vention. Boys, are you boosting Saginaw? Don’t forget it is your town. Saginaw had the largest delegation of any Michigan city, outside of De- troit, at the war conference in De- troit last. The local delegation was headed by Mayor Paddock and Presi- dent Fred Buck, of the Manufactur- ers’ Association. Hats off to Saginaw, the convention city! The latest out, a stick pin studded with an ivory white American navy soup bean. The same is being worn by some of our street car employes. A new company has entered the automobile field. Frank & Co. will handle Kissel Kars and trucks for the entire State. The new concern has taken over the splendid salesroom ana service station formerly occupied by the Coleman-Frank Co., on South Washington avenue. Within a short time they expect to open a branch salesroom and service station in De- troit, which is under construction at the present time. Did you send that holiday greet- ing card to the boys somewhere in France? Don’t forget it. It will do them more good than a pipe of to- bacco. Also don’t overlook the op- portunity to cheer the boys who are at our cantonment camps in this coun- try. Elmer H. Rohring, for many years connected with Seitner Bros., has gone into service. Mr. Rohring is well known and is held in high esteem by his many friends and companions who wish him good luck. He leaves a widowed mother at 1623 Holland avenue. We are mighty sorry to hear that E. M, Roberts, member of No. 43, is in such poor health. He is one of the best known travelers in Michigan, having been on the Hemmeter Cigar Co. sales force for the past twenty- five years. He would be glad to have you drop in and see him at his home, 311 Brockway, Saginaw. Mike Conaton is traveling these parts now, introducing to his old trade the new local representative of the John W. Ladd Co. in the person of George Rohrbeck, 106 Brockway, this city. Mike’s headquarters are in Cleveland, Ohio. Secretary Bennett, of Bay Council, has sent Saginaw Council an invita- tion to come to Bay City Dec. 8, at which time they expect to hold a rally meeting. Both Supreme and State officers will be on hand. It is hoped that many of the local boys will go and enjoy a good time, as Bay Coun- cil knows how to plan for such events, Frank M, Watson, member of No. 43, is sick at his home, 208 West Sixth street, Flint. Through the courtesy, of P. S. Counselor Wim. C. Moeller, of No. 43, representing the Cudahy Packing Co. and living at the Robertson Hotel, South Bend, Ind., an invitation has been extended to B. N. and Mrs. Mercer to attend the annual Thanks- giving U. C. T, ball at South Bend, Nov. 28. They expect to attend. One of the high spots about U. C. T.ism: John “Jack” Baker, salesman for the local branch of the National Grocer Co., while playing ball with the local U. C. T. nine last summer, slid home and broke his leg. His total disability was thirteen weeks; partial disability, four weeks, He filed his claim Nov. 3 and it was paid on Nov. 9, drawing a total of $387.50. Dear reader, think it over and if not a U. C. T. member, get busy and sign an application blank and join your nearest council. Remember, it works when you are hurt and is a good pal when you're well. R. B. Horine, former representa- tive of the Booth-Boyd Lumber Co., who enlisted in the service of his country as a private, has been pro- moted to Second Lieutenant in his company, stationed at Waco, Texas. Mr, Horine is a member of No. 43 and we are proud of him. J. W. Stout, at present making his home at the Planters Hotel, Chicago, a former representative of Libby, Mc- Neill & Libby, covering’ Michigan territory for many years, has entered the services of Uncle Sam, not as a soldier, for there are many ways we can rightly serve our country aside from taking up arms, and this Mr. Stout has done. Mr. Stout is under the supervision of Capt. W. F. Mof- fatt, commander in charge of the Great Lakes Naval Station, and Dr. J. B. Kauffman, who is P. A, Surgeon and athletic officer. He is assisting these men in writing the history of the Great Lakes station from the time it was organized up to the present time. There will be 25,000 copies is- sued and the money derived from the sale of the books will go toward mak- ing life happier for the boys in train- ing. At present they have no enter- tainment fund and Mr. Stout is de- voting his entire time to assisting the athletic end in giving the young men there the opportunity of their lives before they sail overseas. J. W. is a member of Saginaw Council and we all wish him well. He is the son- in-law of Mr. and Mrs. Thomas H. Burton, of Bay City. Will wonders never cease? An Eastern man recently wrote the Sag- inaw Board of Trade, offering to fur- nish an outline of all the details of a condensed milk plant if the Board would send him one bushel of Michi- gan beans. It is understood the Board holds the beans too valuable to waste on such a trivial matter. L. M. Steward. ———-_ >< A store is conspicuously successful in just the same proportion that its advertising is conspicuously good, attractive and well written. HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Plan, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch hoom COURTESY SERVICE VALUE oo OC ZIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mar. Muskegon t-2 Michigan CODY HOTEL GRAND RAPIDS $1 without bath RATES } Feo with bath CAFETERIA IN CONNECTION Tenet a NS WIRE Yor Rates $ leo By RESERVATION With Shower $1 A Hotel to which a man 2 Meals Sot Cal eli MER Beach’s Restaurant 41 North Ionia Ave. Near Monroe GRAND RAPIDS, MICHIGAN Good Food Prompt Service Reasonable Prices What More Can You Ask? LADIES SPECIALLY INVITED Five Stories Completed April, 1917 HOTEL BROWNING GRAND RAPIDS NEWEST Fire Proof. At Sheldon and Oakes. Every Room with Bath. Our Best Rooms $2.00; others at $1.50. Cafeteria - Cafe - Garage OFFICE OULFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (gear the bridge) Grand Rapids, Mich. os be ~~ oe” Sa oe as afb i ib t ay && st q a} “qp* wruvember 21, 1917 Review of the Grand Rapids Produce Market. Apples—Winesaps and York Im- perials, $2 per bu.; Baldwins, Green- ings and Wagners, $5.50 per bbl.; Northern Spys, $6@ per bbl. Bananas—$5 per 100 Ibs. Beets—$1.40 per bu. Butter—The market is firm, at previous quotations. There is asharp scarcity on strictly fancy butter and a moderate supply of the medium grades. There is a fairly active de- mand for all grades and trading has been generally good. No change is looked for in the immediate future and the withdrawals from the ware- houses are gradually increasing. Re- ceipts of fresh creamery butter are very scarce. Local dealers hold ex- tra fancy creamery at 44c; centralized brings 1c less. Local dealers pay 40c for No. 1 in jars and 30c for pack- ing stock. Cabbage—-Home grown, $2.50 per 100 Ibs. Carrots—75c per bu. Cauliflower—$2 per doz. Celery Cabbage—10c per bunch. Cranberries—$14 per bbl. for Late Howes; $7.50 per % bbl. Eggs—The market on fancy new- laid is very firm. There is an ex- treme scarcity of new-laid stock and a fairly good demand for the same. The market on storage eggs, how- ever, is somewhat draggy at this writing, The withdrawals from stor- age, however, are gradually increas- ing. The consumption of both fresh and storage eggs is in good shape now and no material change is look- ed for in the near future. Local deal- ers pay 45c for strictly fresh, loss off, including cases. Cold storage oper- ators are putting out their stock on the following basis: Extras, candled, 38c; first, 36c; seconds, 34c. Green Peppers—65c per basket for Southern grown. Honey—22c per lb. for white clover and 20c for dark. Lemons—California selling at $7.75 for choice and $8.25 for fancy. Lettuce—15c per lb. for hot house leaf; $2.50 per hamper for New York head. Limes—$1.50 per 100 for Italian. Maple Syrup—$1.75 per gal. for pure. Mushrooms—75c per Ib. Nuts—Almonds, 21c per Ib.; filberts, 20c for Grenoble; Brazils, 18c; Mixed Nuts, 16%4c. Onions—Home grown command $3.25 per 100 lb. sack; Spanish, $2.25 per crate. Oranges — California $4.75@5. Oysters—Standards, $1.85 per gal.; selects, $2.25 per gal. Shell oysters, $9 per bbl. for either Blue Points or Cotuits; 75c per 100 for Blue Points and $1.25 per 100 for Cotuits. Figs—10 1b. layers, $1.65; 20 8 oz. packages, $1.85. Grape Fruit—$4.75 per box for all sizes Floridas. Grapes—California Emperor, $5 25 per keg or $2.25 per crate; Malaga, $6.50@7 per keg. Green Onions—Shallots, 65c per bunch. Potatoes—Up State buyers Valencias, have ‘ safest to ship live or dressed. MICHIGAN TRADESMAN stopped taking in stock to a great ex- tent, because their warehouses are full and they cannot obtain cars in which to make shipments. In some cases 75@90c is being paid. Poultry—Every indication points to a good poultry market for the com- ing holiday, Prices will be high and the demand will be extremely heavy. It will not be a question of price, but supply. There will be a big de- mand for both live and dressed poul- try, and the condition of the weather at the time must decide whether it is Tur- keys will be scarce, so this will cre- ate an added demand for geese, ducks and large springs. The market is firming up now on. good weight springs and hens and large fat geese and ducks. Shipments of dressed should be made in time to reach des- tination any time between now and Nov. 28. Local dealers pay as fol- lows: Dressed turkeys, young No. 1 35@ 36c. Dressed turkeys, Old Toms, 32a Sac. Dressed geese, fat, 25@26c. Dressed ducks, large, 28@30c Dressed springs, large, 24@25c Dressed hens, No. 1, 24@25c. Live turkeys, young No. 1. 30@82c. Live turkeys, Old Toms, 27@28c. Live geese, fat, 20)22c. Live ducks, colored, large, 23@24c. Rabbits, wild, per dozen, $3@3.25. Live ducks, white, large, 24@25c. Live springs, large, 21<@22c. Live hens, No. 1, 20@21c. Dressed calves, fancy, 18@19c. Dressed calves, choice, 15@16c. Dressed hogs, light, 21@22c. Dressed hogs, heavy, 20@21c. Dressed roasting pigs, $4@5. Live roasting pigs, $3.50@5.50. Belgian hares, per lb. 16@17c. Radishes—25c per doz. bunches for small. Sweet Potatoes—$4.50 per bbl. for Virginia. Tomatoes—30c per Ib. for hot house. —_—___> > +___ Security Holders Advised to Be Courageous. The Superintendent of Banks of the State of Ohio, Philip C. Berg, has ad- dressed a letter to all banks under his jurisdiction advising them that the de- partment would not require the charg- ing off of the depreciation in bonds and other high grade securities at this time. He says that it is not be- lieved that the present low levels will continue and remarks: “The advice of this department to holders of high erade American securities is to be courageous and back up their unlimit- ed faith in America’s future by hold- ing them until the purchasing power of the market is restored.” Mr. Berg adds, however, that “bankers must always be conservative, and reserves should be maintained to provide against unforeseen exigencies.” o-oo The Hefner Art Shop, Inc., has been organized with an authorized capital- ization of $6,000, of which amount $4,100 has been subscribed, $4,000 be- ing paid in in property. ———_»2. > “One opportunity is enough for a man who knows how to take advant- age of it.” Newago Portland Cement On account of its Superior Strength and Uniform Color Is particularly recommended for Concrete Roads, Sidewalks and All Exposed Work On your next job try Newaygo Quality and Newaygo Service Newaygo Portland Cement Co. General Offices and Plant: Newaygo, Mich. Sales Offices: Grand Rapids, Mich. The Heyboer Stationery Co. EXCLUSIVELY WHOLESALE (Successors to WILL P. CANAAN CO.) 3 IONIA AVE., N. W. 3 :: GRAND RAPIDS, MICH. We Carry the Most Complete and largest stock of NOVELTIES, SEALS, TAGS, BOOKLETS, POST CARDS, STATIONERY, FIRE-WORKS, SPORTING GOODS, SCHOOL SUPPLIES and DRUG SUN- DRIES in West Michigan. FOR THE CHRISTMAS TRADE We Prepared in Advance—Long before the rise in price on all classes of merchandise. Send Your Mail Orders to Us with the assurance that you will receive quick service and a Guarantee of the Best Merchandise in America at Before-War-Time Prices. MICHIGAN TRADESMAN November 31, 1917 BUSINESS ECONOMICS. Create a Sinking Fund as a Re- serve. When we turn to our encyclopaedias we find the term political economy and the term is very generally used, but in a large measure misunderstood. About fifteen years ago a quite not- ed gentleman of the United States Senate was asked by a Western lady to give his definition of political econ- omy. He replied that it was the art of buying no more votes than a man needed. If we apply the term politi- cal economy to Congress and the Senate of the United States, it would be very difficult for us to define just where political economy begins and where it ends and to what extent it exerts its influence. It is not the object of this article to engage in a discussion of political economy, as referred to above, but only to remind our readers that the term is quite generally applied now- adays to all forms of economy and, regardless of whether it occurs in the productions of nature, in individual effort, in family life, in community engagements, in city, county and state administration or in the opera- tions of the Federal Government. When we were young especially did we shudder when someone stated to us that we must economize. We in- ferred from the term and the caution that we must necessarily be deprived of something that was necessary to our existence and which would re- dound to the benefit of someone else. This is what might be called the fear- ful side of economy. The facts are that safety in all the undertakings of life depend upon the knowledge of economics from beginning to end. The American Nation has been for fifty years enormously extravagant. When we measure the distance be- tween the extravagance of to-day and the point at which economy must be practiced in order to bring us back to operations which are nearly nor- mal, we will be surprised at its great- ness. Everything in the operations of nature about us—through animal life, through business operations and conduct of government—must be bas- ed upon certain knowledge of the law of economics. The further we get away from this into the field of ex- travagance, the greater the difficulty to get back by recovery and become normal again when exigencies occur and necessities require. When we are going through trials and tribulations from an individual or a collective standpoint, when the Nation passes from prosperity into depression or a panic, we then say that never again in the future will we violate the law of economics, but pros- perity is one of the greatest enemies of the human race, and through covet- ousness, jealousy, competition, etc., we at once expand our undertakings, our expenses and everything apper- taining thereto into full proportion to our undertakings and our accomplish- ments. Whenever an individual allows him- self to be carried away under pros- perous circumstances and loses sight of the fundamental law he is immedi- ately in danger. We all know what this means in the life of a family, we all know what it means in community life, and we are well aware at the present time what it means in our National life. If our country had not been reinforced by natural pro- ductions and we had not been ex- tremely prosperous for a great length of time, the present crisis which is upon us would be even more severe. We have just begun to realize that we have been so far beyond the nor- mal condition that even to-day the word economy has no effect upon our every day life. We travel, we visit large cities and live at expensive hotels, and there is not a single evi- dence of economy, and in this we refer to the things that might be dispensed with and that are not absolutely nec- essary. Beyond the elimination even of the in large undertakings of manufactur- ing, wholesaling and retailing have, without exception during the last two or three years, enjoyed what are call- ed war profits. Many men have be- gun at once to live up to the full limit of these profits. The writer is not a pessimist, but he knows that there is a weather chart in the busi- ness life, the same as there is in the weather, and that for every hill there is a valley, but to our relief the valleys are not always in proportion to the hills and so we are in hopes in the present crisis. The business men as referred to may be called upon to pay to the Government a share of these war profits, but the remainder of them or the greater portion of them should be put into a reserve to take care of the valley that is beyond the hill, We Lee M. Hutchins unnecessary is a very vital principle. In many instances we preach economy from false premises when we should preach economy from the standpoint of the proper use of everything that enters into our lives to the elimina- tion of waste by using everything to its utmost. In the household it is not so much a matter on the part of the cook as to doing without certain items of food, but as to the proportion and the use of the same without waste, This applies to all departments of family life. A large amount of the time that is wasted in preaching economy should be used in teaching conserva- tion. The one thing that we would like to say at the present moment is that business men should take warning just now. Those men who have been are told by many eminent men that there will be no valley this time and we hope that these men are correct but if the valley is not beyond the hill, it will be the first time in the history of this country. We take the position that every manufacturer, wholesaler or retailer should establish what might be called a sinking fund to be held as a re- serve against this time, be it ever so small or great. We hear someone say that this is all right for business, but does not apply to me. There are few exceptions to the rule, as history will prove. The same illustration as given above will apply not only to the productions of the earth, as brought forth by the hand of man, but to the endeavors of the mechanic, who to-day is getting larger wages than ever before; it will also apply to the book-keeper, to the small mer- chant, to the large operator, whether it be in wholesaling merchandise or the manufacture of the same. The fact was established many years ago that every undertaking of life put forth in an honest way is en- titled to a profit and that every man and institution should, out of its achievements, accumulate certain re- serve for the benefit of others or for the taking care of exigencies when they arise. This applies to man, physically, mentally, morally and fi- nancially, Lee M. Hutchins. ———r-- Showing Appreciation of 2 Popular Merchant. LeRoy, Nov. 19—You have not for- gotten our own Frank Smith, at one time a most popular merchant in LeRoy, nor has his wife forgotten you, as Sat- urday afternoon after the crowd had dispersed that lady requested me to send data of an event to you for publication in the Tradesman. Ray Smith has been in business in LeRoy for several years. He is by far the most popular merchant in town, his name being a household word. He deals in everything legitimate and hon- orable and his dealings are always on the square. He is dependable in every sense of the word. These facts have so endeared him to the people that they feel they can not do enough for him. Sat- urday afternoon more than 200 of his customers and friends met at the Grange hall. Mr. Smith was escorted to the hall and there for the first time told of the object of the meeting—told of the high esteem in which he was held as a merchant and benefactor of the people at large. The meeting was a complete surprise to Mr. Smith, who for the mo- ment was taken off his feet. A _ fine luncheon had been prepared by the peo- ple and served. To further show their sincerity, the people present made up a purse and presented Mr. Smith with $85 in cash. Such a demonstration of friendship was never before shown a merchant in these parts and certainly it was an honor to be proud of. Mr. Smith deals in everything, but principally flour, feed, poultry, farm products and gro- ceries. R. H. Allen. Established 50 Years BUY Diamonds. Watches JEWELRY FOR CHRISTMAS The HERKNER JEWELRY CO. solicits your patronage upon the quality and merit of their merchandise and the moderate prices given you throughout the store. Our vast buying power en- ables us to quote you better values on Diamonds, Watch- es and Jewelry than you are accustomed to paying for goods of equal merit. Our holiday stock is the largest we have ever shown and invite your inspection when in the city. Selection packages sent any- where in Michigan to re- sponsible people. HERKNER’ 114 Monroe Ave. GRAND RAPIDS - MICH. > ef ' Sy \ {neh ef * ay. ae a » . , 4 ° ~) Me " ae rf oa ae abe a fx 1F Ne ir PRai nor wt r re IK TI OI DOARARROAAR:! wmeOKMHD I OT eS ' November 21, 1917 Castenholz SELF CURING Headache Remedy The Most Wonderful Remedy for Sick or Nervous Headaches, Neuralgia and that Tired Feeling Known. “~ ¢k 25¢.° a3. 10¢e Known as the Best Because it has Stood the Test, If it is not true, I will refund your money to you. ° = ra u Pee) \ 5 ad ies] ies | ary qTvusonv , = a ) This ie 10 CENT SIZE of the most WONDERFUL HEADACHE REMEDY known and I chal! anyone to produce its ual. Try it today and if it does not cure you 3 will refund to you your money, * Yours truly Pitt laut KGf, f ¢ SIZE CONTAINS THREE TIMES AS 25) MUCH AS THE 10¢ SIZE. Your Money Back if it Fails to Cure. Guaranteed by Fred A. Castenholz under the Food and Drugs Act, June 30, 1906, i SERIAL NUMBER 25472 OFFICE AND LABORATORIES _ MUSKEGON, MICHIGAN. Trade Supplied by Hazeltine & Perkins Drug Co. Grand Rapids, Mich. MICHIGAN TRADESMAN THE WHOLE COUNTRY IS AROUSED AGAINST Fire Loss Automatic Sprinklers solve the ques- tion and provide a suitable and effi- cient remedy. Get in touch with us. Phoenix Sprinkler & Heating Co. Grand Rapids, Detroit Office, 999 Hammond Bldg. Michigan HOLIDAY GOODS Druggists’ Sundries Stationery Books and Novelties It is our custom each year on or about November ist, to make a statement to our customers as regards the above lines of merchandise. Upto the present moment our volume in output of these goods is larger than ever before. Weare nearly thirty days ahead of our work as compared with other years, and November Ist finds us yet with a good stock of this class of merchandise and well prepared to extend further invitations to the buyers who have not visited the market to come and see us and inspect our line. We have a good stock, but the indications are that later in November merchandise will be scarce. If we can have an early date, we will make prompt shipments upon holiday datings, and will be very glad to see you at the earliest possible moment. Hazeltine & Perkins Drug Co. Grand Rapids, Michigan It’s Pure, That’s Sure 7 Piper Ice Cream Co. Kalamazoo, Michigan “CRITERION” House Paint, Flat Wall Paint and Finishes THE CRITERION PAINT LINE is made especially for Michi- gan needs—gives perfect protection, maximum spread and costs little compared with brands that offer less. SOME MICHIGAN TERRITORIES are still open for the right kind of agent. Write for our agent proposition NOW. Know the facts—then you will make no mistake. Heystek & Canfield Co. GRAND RAPIDS MICHIGAN 91 Sia irc cA Net Fi Sai MICHIGAN TRADESMAN ee November 21, 1917 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing. and are intended to be correct at time of going to press. Prices, however. are liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED Clothes Lines Green Peas Rolled Oats Canned Meats Peanut Butter a = ARCTIC AMMONIA Clams 12 oz. ovals, 2 doz. box 2 40 = Sign fe ks ne Burnham’s ¥ pt. 2 25 a GREASE = ts. oe. 3 75 razer’s urnham’s qts. ...... 7 50 1™. wood boxes, 4 doz. 3 00 Corn 1tb. tin boxes, 3 doz. 235 wPoair ......... : Z 3% Ib. tin boxes, 2 dz. 425 Good 1.7... oe 10%. pails, per doz. ..6 00 fancy .........c000, 15% pails, per doz. ..7 20 ecu gera thee 261Ib. pails, per doz. ..12 00 Monbadon (Natural) BAKED BEANS per doz. eeccerccccee No. 1, per doz, ....... is Gooseberries No. 2, per doz. ........ 225 No. 2, Fair .......... No. 3, per dow. ....... 2 75 No. 2, Fancy A gna Hemin englisBATH BRICK = Standard ss. a pee ce eke i abeter BLUING Ma ID. og. et cce naan 2 O00 Jennings’ ie aD, Ls... cccesee 8 10 Condensed Pearl Bluing Picnic Flat | Cceseecsce B UD Small, 3 doz. box .... 1 95 Mackerel Large, 2 doz. box .... 2 40 pow : >. oe - 180 Foiger’s ustard, Bo 80 Summer Sky, 6 oz., soeneee 2% ib. 2... 1 y per Gnm. .....-2..-. 45 oused, Ses e coe ee 2 75 Summer Sky, 12 oz., Tomato, 1 Ib. ........ 1 50 per tee el. 85 Tomato, 2 Ib. ....... 80 Mushrooms BREAKFAST Foops Buttons, 4s ..... re Bear Food, Pettijohns 290 Hotels, 1s ........... @44 Cracked Wheat, 24-2. 2 " a. Cream o heat .... Cream of Rye, 2.2 .. a 20D. ..548 @1 20 Quaker Puffed Rice .. 4 30 ove, 2 ID. os. ss. . @1 80 Quaker Puffed Wheat 4 30 Piums Quaker Brkfst Biscuit 190 Plums ........ -. 1 50@2 00 Quaker Corn Flakes .. 2 75 Pears In “gy 3 Washington Crisps .. Pz No. 3 can, per dz. 2 50@3 00 Wheatena ............ Peas oon ad aneer Corn - ae ne 1 25@1 85 rape UTS os seeeeee arly June .... 1 50@1 60 Souer ae Sikes o : ° Early June siftd 1 60@1 75 olland Rusk ........ Krinkle Corn Flakes . 3 $0 Pie : ene 25@1 50 Mapl Flake, Whole | 4, No. if size ‘can ple 8 16 Minn. Wheat Food .. 6 50 Grated ——, Ralston Wheat Food : 2 90 Larme, US ..---ss- 95 18s Ralston Wht Food 18s 1 Ross’s Whole Wheat Biscuit eee eeececore Saxon Wheat Food .. 4 50 Shred Wheat Biscuit i. = pone Triscoit, 18 .....--.. aspberries Pilisbury’s Best Cer’! 250 No. 2, Black Syrup .. 2 00 2ost Toasties, T-2 .. 3 30 No. 10, Black ...... 10 50 Post Toasties, T-3 .. 330 No. 2, Red Preserved 3 00 Post Tavern Porridge 2 80 No. 10, Red, Water .. 10 50 Salmon BROOMS Warrens, 1 Ib. Tall .. 3 25 Fancy Parlor, 25 lb. .. 900 Warren’s, 1 lb. Flat .. 3 30 Parlor, 5 String, 25 lb. 8 25 Red Alaska .......... 2 85 Standard Parlor, 23 lb. 8 00 Med. Red Alaska .... 2 60 Common, 23 Ib. ...... 759 Pink Alaska ......... 2 20 , special, 7 ib. ....... 7 2 Sardines Warehouse, 23 Ib. .. 10 00 Domestic, %s fa ene 6 50 Domestic, % Mustard 6 50 — = 4, Mustard Sep 25 Solid Back, 8 in. .... 100 Norwegian, %s ..... 15@18 Solid Back. 11 in. .... 125 Portuguese, Ys 111) 30@35 Pointed Ends ........ 1 00 Sauer Kraut No. 2. cans ......... ; 15 Stove No. 10, cans ....... “ MO: BS ce5-e cheeses 1 00 Shrimps ee 1 50 Dunbar, is Gos. .....; 1 25 ee ee a oe 2 00 Dunbar, 1\%s gog. .... 3:00 Shoe 100 Fair DD posasipsceteii oo ee ere the ree Leer ee aati gs 1 90 DU ees ee 1 30 Fancy On Ss Ss es 1 70 oe ee mo § ea eee 1 90 Strawberries Btamiard ...csescecce 2 UD . BUTTER COLOR Yancy gcc tat 2 1% Dandelion, 25c size .. 2 00 “ami 1 40 CANDLES NO. 2 cs sok 1 75 Paraffine, 6s .......... a ONO. 10 2... 8 60 Paramne, 1276 .....+-.. 12 Wel os 46 Tuna Case CANNED GOODS %s, 4 doz. in case .... 4 50 Apples 14s, 4 doz. in case .... 7 50 3 Ib. nientarbe S 1s, 4 doz. in case ....10 00 Me @ 1.42... @5 00 ATSUP | Van Camp’s, % pints 1 90 Blackberries Van Camp’s pints ... 2 75 ee ei sues secu ee @ 5 Standard No. 10 @9 50 CHEESE POU bocce ct ceee @29 Carson City : @30 eet 17662725 Brick ........02. @32 Rod “Kidney 1 25@1 35 Leiden .......... @ i a es 50@2.00 Limburger ...... @32 WOE 625,55...4-- 150@2 00 Pineapple ....... @ Blueberries SOGOU | os oe ewe ce @ Standard .......... @1 75 Sap Sago ....... @ me 60 25... --. @8 ® Swiss, ee Demestio @ CHEWING GUM Adams Black Jack .... 65 Adams Sappota ...... 70 3eeman’s Pepsin ...... 65 SePCCRMUE 4... eee cc 65 Poupiemint ...5......., 67 ries Spruce 2.500.072; ; 65 Hershey Gum ......... 45 wuicy Prait ............ 67 Sterling Gum Pep. .... 65 Spearmint, Wrigleys .. 67 Spearmint, 6 box jars 3 85 WuCAtan: 2.08. 65 ec cS 65 O, Ko Gum 2.050083. 70 Wrigleys (5 box asstd.) 65 CHOCOLATE Walter Baker & Co. German’s Sweet ....... 24 EPOMIMM 200. 5ce conse sk 35 CAPAras (25626655 ese ce 28 Walter M. Lowney Co. Premium, 448 .......... 35 Premium, %8 ......... 35 CLOTHES LINE er doz. No. 40 Twisted Cotton 1 50 No. 50 Twisted Cotton 1 80 No. 60 Twisted Cotton 2 35 No. 80 Twisted Cotton 2 50 No. 50 Braided Cotton 2 00 No. 60 Braided Cotton 2 25 No. 80 Braided Cotton 2 75 No. 50 Sash Cord .... 3 00 No. 60 Sash Cord ...; 3 50 ia. GO: JUGC ooo ca 1 25 No. 72 Jute .......... 1 40 No. G0 Sisal .......... 1 30 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 2 10 Baker's .....- Cleveland Colonial, Colonial, RODD ook ceca cso e cece Hershey’s, %8 ......... 32 Hershey’s, %s ..... cco BO PAUVIOT ooo. econ ees 36 Lowney, %8 ..........-. 38 Lowney, %8 .......... 37 Lowney, %8 ......ee6- 37 Lowney, 5 Ib. cans 37 Van Houten, %s ...... 12 Van Houten, \%s ...... 18 Van Houten, %s ...... 36 Van Houten, Is ........ 65 WAn-TIR .oscccsese cee = WUD ice cpccee woes wiee Wilbur, 8 ....ccccecce 33 WVTIDUT, WO occ cc snccccs 32 COCOANUT Dunham’s per lb ys, 5 Ib. case ......---- 32 i4s, 6 Ib. case .......- 31 4s, 15 Ib. case ........ 31 14s, 15 Ib, case ........ 30 1s, 15 Ib. case ......... 29 %s & %s, 15 Ib. case .. 30 5 and 10c pails ...... 4 25 Bulk, pails : Bulk, barrels Ve Baker’s Brazil Shredded 70 5¢ pkgs., per case 3 00 36 10c pkgs., per case 3 00 16 10c and 33 5c pkgs., per Case ......--.-. Bakers Canned, doz. 1 10 COFFEES ROASTED Rio Common Fair Choice Fancy Peaberry c. Santos Common sonteesae ee PO oo. cc ecsrecewe 20% CTICR nos soak Gene e 21 POnCyY ..-s00-5; a 23 Peaberry 23 Maracaibo Wir ol. ec cbeee cess oe COICO o5sie cesses: + 2 Mexican CHOICE isecesss o4ss.0 oO Pancy ........ peweesbe oe Guatemala PAU 6 cs ceusscceseces OO PORCY scp ccscscsceens Be Java Private Growth .... 26@30 Mandling .......... 81@35 Aukola ...csesccee> SOQ@82 Mocha Short Bean ........ Long Bean ... H. L, O. G. Bogota WOO coc ccceeeepse see Oe WANCY . cise acsccssac OO Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckic ......:..... 21 50 McLaughlin’s XXXX McLaughlin’s XXXxX 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 Dundee, Tall ........ 5 50 Dundee, Baby ........ 5 40 Hebe, Tall .......... 68 10 Hebe, Baby .......... 5 00 CONFECTIONERY Stick Candy Pails Horehound .......... 16 Standard ....... cess Oe Cases Jumbo ..... DoeGkoeaee 0 Bie Stick: ......0.65. 17 Boston Sugar Stick .. 20 Mixed Candy ails BPOUOR 6 sess sec isees 17 Cut oat... .......s 18 French Cream ...... 18 STOCEMS (wc eke 13 Kindergarten ........ 19 TSCAMCT os ck Neco 17 MoOnaren .... 66 esses 15 INOWEIGY oo. ks 18 Paris Creams ....... 19 Premio Creams ...... 22 moval .2) ee 16 SPeCial ........2..3.. .16 Pe a oe ae, 14 Specialties Pails Auto Kisses (baskets) 19 Bonnie Butter Bites .. 23 Butter Cream Corn .. 21 Caramel Bon Bons .. 21 Caramel Croquetes 20 Cocoanut Waffles .... 20 Coffy Totty 2...) 55.5; 22 National Mints 7 lb tin 24 Fudge, Walnut ...... 22 Fudge, Choc. Peanut 21 Fudge, White Center 21 Fudge, Cherry ....... 21 Fudge, Cocoanut 22 Honeysuckle Candy .. 22 Iced Maroons ........ 22 Iced Orange Jellies .. 19 Italian Bon Bons .... 20 welly Melo. ..........- 18 AA Licorice Drops 5 lb, Le eeu regse 1 75 Lozenges, Pep. ...... 19 Lozenges, Pink ...... 19 Mancnue ......22-...- 20 Molasses Kisses, 10 ib. OR. un... 20 Nut Butter Puffs .... 20 Star Patties, Asst. .. 22 Chocolates Pails Assorted nee. 2.6.5 22 Amazon Caramels 23 Champion: . 22.2.5. ss s6 19 Choe. Chips, Eureka 26 Climas. i. 30... 20 Eclipse, Assorted .... 21 Ideal Chocolates ..... 21 Klondike Chocolates 27 NIADGDS .. 65-5 -+5 sess 27 Nibble Sticks, box ..1 75 Nut Wafers ......... 27 Ocoro Choc Caramels 25 Peanut Clusters ...... 30 Quintette 26.2... 50006 22 MORAG oo cece. 18 Star Chocolates ...... 20 Superior Choc. (light) 22 Pop Corn Goods Without prizes. Cracker Jack with COUDON . 6 o55-00 0 -. 3 50 Cracker-Jack Prize .. 3 75 Checkers Prize ...... 3 75 Cough Drops xes Putnam Menthol .... 3 35 Smith Bros, .......... 1 35 NUTS—Whole Almonds, Tarragona 21 Almonds. California soft shell Drake ... TAVARES oh ccc cs kes oes 18 iiperts see 20 Cal No. 1S. 8S. .... 24 Walnuts, Naples ..... Walnuts, Grenoble ...22 Table nuts, fancy ....16% Pecans, Large pec aa he 17 Pecans, Ex. Large .. 20 Shelled No. 1 Spanish saci we Peanuts ...... @16% Lg. Va. ghentes Peanuts ...... %@17 Pecan Halves ...... oe Walnut Halves ...... Filbert Meats ...... ot Almonds .....:.... @60 Jordan Almonds ..... Peanuts Fancy H P Suns BAW ss 114%@11% Roasted ..... 12% @12% H P Jum BW oo. -»- 183%@138% Roasted ..... 144% @14% CREAM TARTAR Barrels or Drums 60 Square Cans .......... 64 BOKGS. .. 64.555. ceca ce 62 DRIED FRUITS Apples Evap’ed, Choice, blk @16 Evap’d Fancy bik.. @ Apricots California .......... @25 Citron Corsican ...... Setmcae @oe ES Imported, 1 lb. pkg. .. 26 Imported, bulk ..... . 25% Peaches Muirs—Choice, 25 Ib. .. 12 Muirs—Fancy, 25 Ib. .. 13 Fancy, Peeled, 25 Ib. ..., Peel Lemon, American ..... Orange, American ...... Raisins Cluster, 20 cartons ... 20 21 Loose Muscatels, 4 Cr. 9 Loose Muscatels, 3 Cr. 8% L. M. Seeded 1lb. 10% @11 California Prunes 90-100 25 lb. boxes 80- 90 25 lb, boxes 70- 80 25 lb. boxes .. 60- 70 25 lb. boxes 50- 60 25 lb. 40- 50 25 Ib. boxes --@10% --@11 @12 --@13% boxes ..@14 --@15 FARINACEOUS GOODS Beans California Limas .... 17% Med. Hand Picked .,. 15 Brown, Holland ...... Farina 25 lelb. packages .... 2 50 Bulk, per 100 Ib. ........ 9 Original Holland Rusk Packed 12 rolls to container 3 containers (40) rolls 3 80 Hominy Pearl, 100 Ib. sack .... 6 Maccaroni Domestic, 1 lb. box .. Imported, 25 lb. box Pearl chester ...... POMARe ........2...; 7 Barley : Peas Green, Wisconsin, bu. 7 split, Ib ee eeercccocce Ss Hast Totin 2s... | German, sacks ........ German, broken pkg. Taploca Flake, 100 1b. Sacks .. Pearl, 100 rob sacks .. Pearl, 36 pkgs. ...... Minute, 10c, 3 doz. ....3 FISHING TACKLE % to 1 in. ew sceeeseccce weer eccccere TN. cecccee cee ecccecces Cee ease reseesceeses Cotton Lines 20 feet: onc is ccs ) Ae BOCE .5 ec sce ID TOGE . os cceesse ie eS t feat 2 .0.5.. a - 0) Ap KOOL. oie. e tes yy 2 TOBE oi ces cee ss 8, ap feet ....5..<. No. 9, 10 foGt ..522255 Linen Lines Small ..... ebelbe caes WEOOSOIN foe cecle cece cece PARES. oc ck hb cac pec ss ces Poles Bamboo, 16 ft., per doz. Bamboo, 14 ft., per doz. Bamboo, 18 ft., per doz. and Vermicelll 75 6 00 50 50 % FLAVORING EXTRACTS Jennings D C Brand Pure Vanila Terpeneless Pure Lemon Per Doz. 7 Dram 15 Cent ..... 1 20 1% Ounce 20 Cent ... 1 75 2 Ounce 30 Cent -. 2 60 2% Ounce 35 Cent ... 2 75 2% Ounce 40 Cent ... 3 00 4 Ounce 55 Cent .... 5 00 8 Ounce 90 Cent ..... 8 50 7 Dram Assorted ... 1 25 1% Ounce Assorted .. 2 00 FLOUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent ...... 11 35 Fancy Spring ...... 12 50 Wizard Graham -. 11 00 Wizard, Gran. Meal 12 00 Wizard Buckw’t ewt. 7 00 VO cco ac cae ees -- 1100 Kaw’'s Best ......... 12 50 Valley City Milling Co. lilly White .......53. 11 85 dAght Loaf ......... 11 45 Graham 26... sess 6 4 90 Franena Health ..... 5 00 Gran. Meal .......... 5 30 Bolted Meal ........ 5 20 Watson-Higgins ne | Co. New Perfection oa 4k 00 Tip Top Flour ...... i 10 Golden Sheaf Flour 10 60 Marshalls Best Flour 12 00 Watertown Wisconsin Rye .2.4, Miss cccee 10 00 Worden Grocer Co. Quaker, paper 0 65 Quaker, cloth 10 65 Kansas Hard Wheat Worden Grocer Co. American Eagle, %s 12 30 American Eagle, 4s 12 20 American Eagle, %s 12 10 Spring Wheat Judson Grocer Co. Wingold, %s cloth .. 12 30 Wingold, 4s cloth .. 12 25 Wingold, %s cloth .. 12 15 Worden Grocer Co. Wingold, %s cloth .. 12 40 Wingold, 4s cloth .. 12 35 Wingold, %s cloth .. 12 25 Meal Bolted... 3. ese e 10 55 Golden Granulated .. - 10 75 Wheat ROG eae ae. 2 08 White ...........55 we 2 OD Oats Michigan carlots ..... - 65 Less than cariots ..... 68 Corn Carlote: =. 2.3.0. 5...5. 214 Less than carlots coos em ee Ha Carlots 2.625 40.0.5 20 00 Less than carlots .. 22 00 Feed Street Car Feed .... 75 00 No. 1 Corn & Oat Fd 75 00 Cracked Corn 80 00 Coarse Corn Meal .. 80 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 75 GELATINE Cox’s, 1 doz. large ... Cox’s, 1 doz. small .. 90 Knox’s Sparkling, doz. 1 75 Knox's Sparkling, gr. 20 50 1 45 Knox's Acidu’d doz. .. 1 85 Minute, 1 doz. ....... 1 25 Minute, 3 doz. INGISON S|... 5s. . OxIOVe 2 oa Plymouth Rock, Phos, 1 40 Plymouth Rock, Plain 1 25 Waukesha 1 60 GRAIN BAGS Broad Gauge, 12 oz. .. 24 Climax, 14°02. ......2;,° 39 Perec eesces Stark, A, 16 oz. ..... eee HERBS Sage. ...00.,- wesceese ca LO Mons: ....5.4.. Meceeee. OO Laurel Leaves. Siete e am Senna Leaves ........ . 25 HIDES AND PELTS Hides Green, No. 1 .........; 19 Green, No. 2 0333 eis. 18 Oped): INO. fo. sy es 21 Cured, No. 2 3.2...) 20 Calfskin, green, No. 1 26 Calfskin, green, No. 2 24% Calfskin, cured, No. 1 28 Calfskin, cured, No. 2 26% Horse, No. 1.0 7 00 Horse, No. 2). oe. ek: 00 elts Old Wool ........ 75@2 00 BIOOS csi ccd eves 50@1 50 Shearlings ...... 50@1 50 q » * o aw ee ie » ¢ » 4 » « » @ 4 _ @ 4 - ~ » < ~ RY > + 4, > ¢ . é a. ye a e é 1 ‘4 fj ¢ a ie? < > a * « - a se os k & > . ¢ ae 7<, BYP. a4 aA s ro 4 . ~ - « e ’ ’ ~ as + oe he » £ as a en an oJ 2 ‘ “f ~ - ~ @ 2, , November 21, 1917 MICHIGAN TRADESMAN 93 Ss Wool PLAYING CARD Uukeasie ee. OU ONO. O68 Gtemmnboat 2 36 —. - — Halter Gree BT _ — Unwashed, fine .... @55 No. 808, Bicycle ..... 3 50 . 9 be Sag Barrel, 5 gal., each .. 240 Johnson’s Fine, 48 2 3 25 ‘ Pennant 2 2: Large, whole ...... @1 Halford, small ....... 226 Barrel 10 cal i 2 55 . . FURS . poate ec oe. 3 25 Small, whale (0000. @l ee , gal, each .. 429 Johnson's XXX 100 5c 4 40 . oon, large ........... Strips or bricks ..15@18 Rub-No-More ....... : Coon, medium ....... 2 00 POTASH Pollock ............ @10 Uncolored Japan Sohn oat nay O'Clock ; i: 5 Coon, small oe 100 Babbitt’s, 2 doz. .... 1 90 Holland Herring Median .... 0.0... 5: 20@25 41, “ata. _ ) ink, large ..........- s CHOICE 22.0.6. 5. ese 28@ . te ae ae we . $e *. Mink, medium ...1... 3 00 pee asics ee ee eee 8@%3 Cartons, No. 24, 248, bxs. 70 «49 WASHING POWDERS. 0 Mink, small .......... 2 00 Barreled Pork Standard, kegs ..... 85 Basket-fired Med’m 28@30 Gold Dust 0 arson ig Sad eee a Ciser Bake. GY enasa O6 «N-. M Reese ........... 96 Basket-fired Choice 35@37 Egg Crates and Fillers 24 large packages .... 5 75 | ats, fail ........ asket-fired F 3 3 fi ~ ae,» Muekrats, small fall .. 15 Boon owt CF FF oo@as 00 Med. Fat Split, 390 Ibs. 800 No. 1 Nibs vee. 30083 wise... a er eee Te 0 a re tage us a : i. Brisket, Clear 52 00@53 00 Laborador Split 200 Ib. 10 00 Siftings, bulk ...... 9@10 No. 2 complete ....... 3 we sia a. a aes Bie oe ae Norway, 4 K, 200 Ibs. 16 50 Siftings, 1 lb. pkgs. 12@14 Case, medium, 12 sets 1 30 Steam NO 2 csc d gy Clear Panky 6 ee Meni Se Faucets SPECIAL Sak ao eS. 50 Dry Salt Meats = ’ OS... 4... Moyune, Medium .. 28@33 ae ' : ’ : : sPB . . oned, 10 lb. boxes .... 17 Moyune, Choice 35@40 Cork lined, 3 in. ....... 70 Pri e le > HONEY el mee - 00@33 00 Trout Ping Suey, Medium 25@30 Cork lined, S ii cy... 80 fn © : Current ins . A. G@ Woodman’s Bran@. pyre in tient” soy@so Nor bs 100 tbs ------- 750 Ping Suey, Choice 35@40 Cork lined, 10 in. ...... 90 0 1 Oz., per OZ, ...cceee Com oe No. 1, 46 Ibe. 2... 225 Ping Suey, Fancy .. 45@50 BAKING POWDER 0 20 oz., per doz. ...... 90 9 1b. cee ws tao: ly Ne. + 0 ibe. corcceee 90 Young Hyson mene Soaks Ke 0 ¢ . HORSE RADISH eof. saeco an Me sneroee a Cndiee 22.4226... 28@30 Trojan spring ........ 1 35 Doz. ° Per doz. ........+. sala ch tee akeeuoe a Mackerel WES eines cus sess age Veins vetoes spring 3 & i oe JELLY 20 lb. pails ...advance % Mess, 100 Ibs. ...... 0 00 Oolon a COE ans 53 1 35 : 4 ae 0 a ca Gee tow i. ie one ane Meee, 40 The. 8s. 6s Weenoes Mean _. 25@26 No. 2, pat. brush hold 135 25c, 4 doz. in case .... 2 35 15lb. pails, per pail ....130 5 Ib. pails ..-advance 1 Mess, 10 Ibs. .......- 240 Formosa, Choice 32@35 a a hak 35 50c, 2 doz. plain top 4 50 7 _* 30lb: pails, per pail ....250 3 Ib. pails ...advance 1 osu hea aaa 13 8 «Formosa, Fancy 50@60 =e Connor eee Neen TT soe 4 dot pte Oe 9 ked Meats ae os English Breakfast % 0 Jiffy-Jell smo Bo, 1, @ the. ....-... $6 Ped Pall 10 lb. % dz., plain top 14 00 0 Straight or Assorted Hams, 14-16 Ib, 28 @29 = No. 1) 10 Ibs. 11.1212! io Congou, Medium .. 25030 1) 4+ Gatanize Special deals quoted up- 0 Pet 0a. ..45...-405 .. 115 Hams, 16-18 Ib. 27 @28 Lake Herrin Congou, Choice .... 30@36 ee ee + oe oan requant 9 * «B+ * Per case, per 4 doz. .. 4 60 Hams, 18-20 lb. 26 @27 100 Ibs. ....... 9 400 © Congou, Fancy ace Oe eee ot cee Eight Flavors: Raspberry, Ham, dried beef Ib the 1 ggg 4«(Conaee. Ex Fancy coq@so [hat Galvanized .... #% _K C Baking Powder & Strawberry, Cherry, Lem- (SetS -:++:5---- SO he occ, 58 Ceylon as 5 50 guaranteed to comply, with , on, Orange, Lime, Pine- - ifornia Hams 23 @23% Sips 54 Pekoe, Medium .... 28@30 Toothpick ALL Pure Food Laws, both a. _ apple, Mint. icnic Boiled Dr. Pekoe, Choice ..30@35 : — State and National. ; Z > JELLY GLASSES oe ee $1 Qs SEEDS Flowery O. P. Fancy 40@50 Birch, 100 packages .. 2 00 % pt. in bbls, per doz. 25 pled ame sy Gat Amze --useeece see eeee 35 CIGARS ee eee: ™ 0 % pt. in bbls., per doz 27 Bacon.’ 37 O42 «Canary, Smyrna 9 . Traps sii . Pace nee Ue Caraway ............- 15 eter Dornbos Brands 7 > cee 27 Sausages Cardomon, Malabar 1 20 Dornbos Single Mouse, wood, 2 hoels .. 22 10c size 1 00 5 eae Bologna ........ csace OR Coley ..... pies cise 45 Binder .........+.. 87 00 Mouse, wood, 4 holes .. 45 4b. cans 1 45 5 eS BA ek oc cee es. 12 Hemp, Russian ...... 7%, Dornbos, Perfectos .. 37 00 10 qt. Galvanized .... 1 55 ; ce Roe per doz. 300 Frankfort ........... 17 Mixed Bird .......... 9 Dornbos, Bismarck 73 00 12 qt. Galvanized .... 1 70 L 60z. cans 2 00 : asia Aas oie oe ne a a PE sivcaces .... 14@15 Mustard, white ...... 22 pon D Grant ...... ce at Conese .... * 90 | %lb. cans 2 55 ~ Peed ’ é © Hi eee ees @ cele 5 WM» v ’ ee 0 « ee ee ee i FP ERBRW ceeeesn eer snnes a0 he 1 ae oe tte oe fo 0 ' MINCE MEAT Headcheese ...... ee ae Johnson Cigar Co.’s Brand Rat, wood .............. 80 ; lib. cans .. 4 96 hx ys Ber Cre 15 SHOE BLACKING Dutch Masters Club 75 00 Rat, spring ............ 75 Faq Sib. cans 23 70 : MOLASSES tae een Be ee oo ie Sui teers inv. 75 00 Tubs a ! New .Orleans oo a ea ae Masters, Pan : Fancy New orleans gg. Rump, new .. 30 00@31 00 Bixby’s Royal Polish 85 ee oe, 1 ce No. § Fibre ........-- 16 50 : Gheica 4 Pig’s Feet Miller's aaa 85 aT aa ster Grande 7200 wo 9 Fibre 15 00 ‘ “ MWe 5.8... 1 75 ortana Cac. Camel X bbls, 46 tba... 3 40 Scotch, in bladders 37 Dutch Masters, 5c ING & Fire .......5.; 13 50 0, yee es xii ie 9 00 re ey. 7. dara 2)... 35 a nye Large Galvanized ... 12 50 . ‘Red Hen, No. 9% .... 290 1 DBL ..........-66. 16 00 French Rapple in jars .. 48 co aay Medium Galvanized 10 75 rb « SODA } Red Hen, No. 5 ..... 2 80 Tripe 7 s y : “@i'* Red Hen, No. 10 .... 2 65 Kits, 15 Ibe. Pa ef ee i a eee tees oe ) 1 ibie:, 40 ibs. 25... OO ee 4+ Less than 3 aes 37 w 5 MUSTARD Cis ie 3 00 si eo aa ow 7. +s en , % lb. 6 Ib. box ........ 16 Casings SPICES 2500 assorted ........ 3500 Brass, Si gah aah : UMAR on COM H ib 35 _ Whole Spices ao! e Ace zo rass, Single ........ 6 75 Erninccaronat sR. Hogs, per Tb i--igi9§8 Allsice, Jamaica -9@10 ,,2%,,ca8h atsoount on all Glass) Single 0000." 4 90 — 5 Bulk, 1 gal. kegs 1 20@1 30 Beef, middles, set .. 45@55 Allapice, Ig. Garden @11 : i Meee Scere tars 6 25 1 tb. boxes, per gross 8 70 - Bulk, 2 gal. kegs 1 15@1 25 , , *: Cloves, Zanzibar .. @48 Worden Grocer Co. Bran EIREIO FOCHGGS «««-=- 5 50 : ’ 5 °~% ~” Bulk 5 a ee ; obi re Sheep .......... 115@1 35 Cassia, Canton @20 Boston Straicht +7 ae Northern Queen ..... 475 8 lb. boxes, per gross 23 10 g meta 119 Uncolored Oleomargerine Cassia, Se pkg. doz. @35 Trans Michigan 11..13¢ 50 Good Enough ........ 4 65 Stuffed, 3 0%. nae : 15 Solid Dairy ...... 23@ 26 Ginger, African .... @15 TL 2... 87 ce TMIVORBAE « «+0 - nek oa... 66 Boast Bcct 7 ip. og te vutmegs, =80 eees @85 La Azora Bismarck ..70 00 19 in. Butter ........ 11 00 jute. Poultry and stock 4 5 >: Nutmegs, 105-110 .. @30 Whaleback .......... 37 00 dre Queen. Mammoth, 19 Potted Meat, Ham Pe Black . ; ‘ Sn Ne er ae 00 Piicer We... lc. i Epes: a Sen ae @30 Worden’s Hand Made 36 00 WRAPPING PAPER DEWEY — SMITH CO., Jackson, Mch. Dg ces Queen, Mammoth, 28 Potted Meat, Ham P abit ess ass ee everest 40 00 Fibre Manila, white .. 5% Successor to ¥.'0. DEWEY CO ~< ny 25 Flav epper, Cayenne @22 Fibre, Manila, colored a Olive Chow, 2 doz. es. ote we a PR umeerion TWINE No i Sane D per doz. 2) alti opi 2 25 Flavor, 4s Pe ss 52 Aliens em ane Senor : red a a Butchers" Manila .... 64 é yg a 5 > ia ply eo. 47 4 is, PEANUT BUTTER bes Cloves, Zanzibar .. @60 _— Jute, 2 ply ........... ae ee ah aesta : THE ONLY 0 Bel-Car-Mo Brand Potted WBS sacweeee 100 Cassia, Canton @32 Fem, @ ply ............ 32 W ae Bu tar short ent 16 0 4 oz. 4 doz. in case ..3 60 Pp hed epee 4%s .. 65 Ginger, African .... @24 Flax, medium ......... 35 Pa chk re Bu oe e’nt 20 5c CLEANSER : 4 OF SO coe a gy Potted Tongue, %e -. 108 Maco, Penang ..... era, We we ks i Oe’ ee ee * 5 8 oz. 2 doz. in case .. 3 30 RICE Nutmers 2.0.0. 0.5 7. @36 YEAST CAK J ~\ 18 oz. 1 doz. incase .. 300 Fancy ............. 8@8% Pepper, Black ...... @30 VINEGAR ; . 5 ‘5 lb. pails, 6 in crate 5 40 Blue Rose ........ @8 Pepper, White ..... @40 White Wine, 40 grain 15 Magic, 3 doz. ........ 1 15 0 10 ib. paila ..0.. 2.2. 18% Broken ........ ee Pepper, Cayenne @30 White Wine, 80 grain 21 Sunlight, 3 doz. ...... 1 00 5 15 - balls 18 ROLLED OATS Paprika, Hungarian @45 White Wine, 100 grain 25 eee 1% i se . : 5 eile ee 17% Sooo soos ons: 0 4 * ? 50 Ib "a iz, Monarch, bbls. ...... 10 00 STARCH Oakland Vi Yeast Foam, 1% doz 85 5 ¢ 50 Ib. tins .......... 17% Rolled Avena, bbls. 10 25 c oe » ~ 5 gallon kegs ....... 260 Granulated, 36 pkgs. ..1 40 Blue aro, No. 2, 2 az. $80 Splint, small ........ 3 00 Black Hawk, one box 8 60 j a email ke Bite Karo, No. 2%, 2 Willow, Clothes, large Black Hawk, five bxs 8 45 ‘Mortons Barrels 20.0... ....< 14 00 Cc G OZ. «+. 460 Willow, Clothes, small Black Hawk, ten bxs 8 40 i bavecle Coe 400 ommon Grades Blue Karo, No. 5. 4 “az. 445 Willow, Clothes, me’m Box contains 72 cakes. It te NING | 5 gallon kegs ..... . 280 70 : a casi Ree : . ee Karo, No. 10, % B P is ae aa ait ; “Ren jesaeka | 0. 8 0b | ome 2 kl... oe: tt 1 8S i oe : “ Gherkins 60 5 Ib. sacks ...... 305 Red Karo, No. 1%, 2 — c Gen and grease remover, with- SALT ‘ SSS 25 00 28 10 Ib. sacks ...... 2 90 OE ori ccc: 320 % Ib., 250 in crate 35 out injury to the skin. 3 Half barrels ......+. 00 G6 th. cacks ......... 48 Red Karo, No. 2, 2'dz. 4.05 1% Ib., 250 in crate 1... 35 : 5 5 gallon kegs ........ 450 28 Ib. sacks ........ 27. Red Karo, No. 2% 2dz.5 00 1 Ib., 250 in crate ...... 40 Scouring ‘ iTPQURS we > Sweet Small Warsaw Red Karo, No. 5, 1 dz. 4 85 2 lb., 250 in crate ...... 50 Sapolio, gross lots .. 9 50 ae 0 BAG ics. see 24 00 56 Ib. sacks .......... ag «Hee Mero, No. 16 % a ee ae --- +s bb lio, half lots 4 rey 0 Half barrels ........ 12 50 28 lb. dairy in drill bags 20 SOR oo ciceccciccc.. 400 + i, 256 tr erate ...... 90 ©‘ Sapolio, half gro. lots 4 85 Setar coee7 0 ,, 5 gallon kegs ........ 4 20 6 tae Meck Pure Gane Sapolio, single boxes 2 40 . 2s PIPES 56 Ib. sacks ........... 48 4 hs dade ee eee cates .° Morton’s Salt Clay, No. 216, per box : 20 1 Ib., 250 in crate ...... 85 sScourine, 50 cakes .. 1 80 orton’s Sa Pp Common 25 2 Ib., 250 in crate 45 , «se. aay ve ag count 80 Granulated, Fine .... 1 80 Folger’s Grape Punch $ Wb. 260 in crate ...... 55 Scourine, 100 cakes .. 8 50 Re eee 1) 'o oZ, in box .. 125 Medium, Fine ....... 90 Quarts, doz. case ... 00 5 1b., 20 in crate ...... 65 Queen Anne Scourer 180 Five case lots ....... 170 94 Sparks From the Electric City. Muskegon, Nov. 19—Muskegon Council, No. 404, held a very success ful rally Saturday, Nov. 17. A good- ly number of Grand Rapids coun- selors, accompanied by their ladies, were in attendance. Eugene A. Welch (General Gene of Kalamazoo) and H. D. Bullen, of Lansing, were also present and made very appropri- ate remarks. A. W. Stevenson acted as toastmaster in his usually capable way. Several musical numbers were rendered by local talent, Mayor Ellfson told of what they were doing in the new venture with the city fish market. Ernest Hopperstead, Secre- tary of the Chamber of Commerce, also made a very pleasant talk in wel- coming the visitors. The following were admitted into the order: er Jacob Wynn (Walker Candy 0.). John Henry Bodine (Fink Cigar Co.). Jesse Vincent Porter (International Harvester Co.). Louis Manning, pastor of Central M. E. church, accompanied by Mrs. Manning, were guests of honor. The eats surely were a credit to the com- mittee in charge. They were so good that M, Steindler stayed all through the meeting and we hear that Allen F. Rockwell ate so much that he had to be assisted to his car. Any one want- ing further proof, ask C. B. Higgins. John D. Martin gave the Ray of Hope lecture in a very impressive manner. The Muskegon Chamber of Com- MICHIGAN TRADESMAN merce is advocating bonding the city for general paving and street im- provements. It also wants a two year term for mayor and favors the com- mission form of government. It went on record as oppsed to a thirty year franchise to the Traction Co. After a careful canvass we are in- formed that the restaurants and hotels of Muskegon are desirous of com- plying with meatless and wheatless days. Work on the Union National Bank building and the armory is being rush- ed before cold weather sets in. Muskegon’s fish market hopes to get at least 1,000 pounds of fish to sell three times a week, Fish are sold at cost or about 14c for trout and 7c for herring. Chas. O. Vialt (Armour & Co.) is laid up with a very bad limb. William Engle has severed his con- nection with Swift & Co. and is now selling meats for the Albers-Casten- holz Co. Harry Waters leaves for Camp Custer in a few days. Rudyard farmers are having a hard time handling their hay. In the first place it grew so long they had to cur it in two several times before they could load it on the wagons and so large that mice in ‘large numbers built their nests in the hollow roots. The crop was so large that, like Abe Lincoln, they stacked all they could get out of doors and put the rest in barns. E. P. Monroe. A STORE © PEOPLE INSTALL A Save V3 Your Coal Bill With coal going up to $12 and $15 a ton, saving two or three tons in a win- ter is worth your consideration. And the Majestic Du- plex Heating Sys- tem saves 1-3 of the coal you are now using with your old stove or furnace. M a je Stic Duplex Heating System And Get More Heat at 43 the Cost The Majestic not only saves 1-3 of your coal, but gives you more heat evenly diffused. Every corner of your store is warmed and the neat duplex register fits under an extra . The ends of the register draw the cold air in to be warmed and the sides send the warm air through the room. No dust or ashes to make your store untidy. The Ma- counter in place of the stove November 21, 1917 Piles Cured WITHOUT the Knife The Largest Institution in the World ||. for the Treatment of Piles, Fistula and all other diseases of the Rec- || |: tum (Except Cancer) WE CURE PILES, FISTULA and all other DISEASES of the yo’ RECTUM (except cancer) by an original PAINLESS DISSOLVENT METHOD of our own WITHOUT CHLOROFORM OR KNIFE and 4 with NO DANGER WHATEVER TO THE PATIENT. Our treat- ment has been so successfu! that we have built up the LARGEST PRAC- Se TICE IN THE WORLD in this line. Our treatment is NO EX PERI- MENT but is the MOST SUCCESSFUL METHOD EVER DISCOV- s ERED FOR THE TREATMENT OF DISEASES OF THE RECTUM. We have cured many cases where the knife failed and many desperate WE GUARANTEE A CURE IN “oe EVERY CASE WE ACCEPT OR MAKE NO CHARGE FOR OUR SERVICES. We have cured thousands and thousands from all parts . cases that had been given up to die. of the United States and Canada. We are receiving letters every day from the grateful people whom we have cured telling us how thankful ‘ they are for the wonderful relief. We have printed a book explaining our treatment and containing several hundred of these letters to show what those who have been cured by us think of our treatment. We would like to have you write us for this book as we know it will interest you and may be the means of RELIEVING YOUR AFFLICTION also. may find the names of many of your friends in this book. We are not extensive advertisers as we depend almost wholly upon the gratitude of the thousands whom we have cured for our advertising. e You a You may never see our ad again so you better write for our book today a # before you lose our address. jestic does away with the uncleanliness and disorder of the old fashioned stove or furnace and does not allow any heat to escape in the basement. The Duplex Register does not become a cuspidor as do the large floor registers. WRITE FOR FREE BOOK “A Store People Like” which describes the Majestic Heating System thoroughly. 731 Erie Street The MAJESTIC COMPANY Huntington, Indiana DRS. BURLESON & BURLESON , RECTAL SPECIALISTS 150 East Fulton St. GRAND RAPIDS, MICH. ‘ \ i~ ia = ¢ . of Reed City, *space; steam heat. ox t November 21, 1917 MICHIGAN TRADESMAN 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. No charge less than 25 cents. Cash must accompany all order: BUSINESS CHANCES. For Sale Cheap Or Exchange For Real Estate—Stock of drugs and fixtures. Will sell half interest to live wire. Located in best town in Michigan. Address No. 437, care Michigan Tradesman. 437 Soft drink bottling plant, established twenty-eight years. Death, reason for selling. Big buy for some one. Mrs. C. Shuttz, 39 Cherry street, Wyandotte, Michigan. 438 For Sale—Billiard room and cigar store. Seven B. B. tables; doing good business; lease, largest and best place. Terms cash. C. J. Barber, Lapeer, Michigan. 439 Down Town—Good shoe location, half store with large modern window. Rea- sonable rent. For information write to The Hub, 115 Michigan Ave., Detroit, Michigan. 440 Market and Grocery—Doing business of over $25,000 a year. Only market in live town of 750. Best reasons for selling. Address No. 442, care Tradesman. 442 Wanted To Purchase—Used time clock. Bryan’s, 444 So. Fourth, Louisville, Kentucky. 443 For Sale—Dasco Detroit Automatic Computing Scales. Double weight bars, glass platform, weighs thirty pounds of produce. Tested and sealed November 29, 1916. Good terms. Fred Woods, Bellevue, Michigan. 444 For Sale—General stock inventorying about $1,200. Annual sales, $12,000. Can be increased. Rent low. Good reason for selling. Will sell with or without fix- tures. Fred Narrin, Sigma, Mich. 446 For Sale—Good clean stock of general merchandise in country town of Southern Minnesota. Will invoice about $9,000. Doing big business. Can give good rea- son for selling. Address No. 447, care Michigan Tradesman. 447 Merchandise For Sale—New running stock consisting of dry goods, shoes and notions. Invoices about $4,500. Located in Kusa, Oklahoma. A new gas and smelter town. Will sacrifice for cash. Address J. R. Mize, Owner, Kusa, Okla- homa. 448 Laundry For Sale—Wichita’s best laun- dry. Annual net profits fifteen thousand dollars. Terms. Write or call 308 Barnes building, Wichita, Kansas. 449 For Rent—First floor and basement of the Masonic Temple in the hustling town Michigan. 5,400 ft. floor Grand opportunity for furniture and undertaking establish- ment. John Schmidt, Reed City, Mich- igan. 450 Merchandise Auctioneer—W. E. Brown, office 110 North Mitchell St., Cadillac, Michigan. Ten years’ experience. 451 UNITED SALES CO. 431 Houseman Bldg. Grand Rapids, Mich. WE CONDUCT SALES FOR MERCHANTS ANYWHERE If you want to stimulate business or retire from business, get in touch with us at once. For Sale—Grocery and meat market. One of the best locations in Lansing. Doing a fine business. Reason for sell- ing, sickness. Enquire of Northrup, Robertson & Carrier, Lansing, a If you have $100 to $1,000 to invest in a live Western wholesale and manufac- turing drug company, write I. S. Steens- land, Secretary, Hutchinson, Minn. 430 For Sale—Best country store with ten acres of land. Good building and good business. Address No. 427, care Michigan Tradesman. 427 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 128 Ann St., N. E., Grand Rapids, Michigan. 104 Cash Buyers of clothing, shoes, dry goods and furnishings. Parts or entire stocks. H. Price, 194 Forrest Ave. East, Detroit. 678 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sag- inaw, Michigan. 757 Merchants Please Take Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 House- man Bldg., Grand Rapids, Mich. 859 For Sale—Good, clean stock dry goods, groceries, boots, shoes, furniture and undertaking, invoicing about $10,000. Location Central Michigan, splendid farming community. Good live proposi- tion; will bear closest inspection. Ad- dress No. 398, care Tradesman. 398 For Sale—General stock of merchan- dise. Prices and terms to suit. Pros- perous trade. Address No. 403, care Michigan Tradesman. 403 Collections. We collect anywhere. Send for our ‘“No Collection, No Charge” offer. Arrow Mercantile Service, Murray Building, Grand Rapids, Michigan. 390 Cash Buyer of clothing, shoes, dry goods, furnishings and carpets. Parts or entire stocks. Charles Goldstone, 333 Gratiot Avenue, Detroit, Mich. 407 General Store For Sale—This store has been established thirty-five years. Splen- did business opportunity. Best location in Isabella county for a general store. Nine miles to the nearest town. Stock and fixtures will invoice $7,000 to $8,000. Am doing good business—over $32,000 last year. Expenses light. Am a dentist by profession. Will trade the real estate. The brick store building is 32x 100 with basement, and an L, 18x50. The busi- ness is in fine running order and the store is needed here. Will trade the real estate. Would be glad to have you come and investigate. B. M. Adams, Winn, Michigan. 410 Cash Registers—We offer exceptional bargains in rebuilt National or American Cash Registers. Will exchange your old machine. Supplies for all makes always on hand. _Repair department in connec- tion. Write for information. The J. C. Vogt Sales Co., 215 So. Washinbton Ave., Saginaw, Michigan. 335 HELP WANTED. Wanted—First-class dress goods sales- man. One capable of helping in adver- tising. Good wages to the right man, Reply to S&. Rosenthal & Sons, Petoskey, Michigan. 441 Wanted—Salesman to carry a line of art needlework specialties as a main or side line. Apply to The Euclid Art Manu- facturing Co., 2042 East 4th St., Cleve- land, Ohio. 445 SEE NEXT PAGE. Advertisements received too late to run on this page appear on the following page. For Sale—Restaurant at East Lansing. Doing good business; good opening for bakery in connection; none in place; soda fountain. Box 1032, East Lansing, Michigan. 433 For Sale—One story brick shoe build- ing, containing shoe stock and fixtures and shoe repairing outfit. In good farm- ing district. Address No. 434, care Michigan Tradesman. 434 For Sale—Country store to close es- tate. Stock of dry goods, _ groceries, boots and shoes and small stock of hard- ware. In connection with store is post- office, which paid $340 last year. Post- office has one R. F. D. route. Also in connection is railroad station, which work is done in store. That pays $20 per month. Property has about $600 annual income from postoffice and station. Store sales will run about $6,000 per year. Stock will now invoice about $2,000. Store and dwelling can be rented reason- able.. Fine opportunity for right party. Mrs. Frank Wright, Administratrix, Cressy, Michigan. 435 Oil Claims—Located in coming Pecos Valley oil fields. free. » « Mexico. Map and particulars Dooley & Yates, Artesia, a Conservative Buyers Patronize Tradesman Advertisers PIANOS Chickering Vose Kurtzmann Herrick Irving Victrolas $20.00 to $250.00 VICTOR RECORDS Most Complete Library in Western Michigan 35 No. lonia Ave. Way to Depot Grand Rapids, Michigan Portland ement Co. Sales Office Grand Rapids Mich. SENN Bocas ERED Sa es Rane set cc Ea Peas Db as Cah 8s B 4 E WRECK OF OLD IDEALS Hoover Ruling Supercedes Law of Supply and Demand. It would be hard to find any more loyal and patriotic men anywhere than are represented in the food trades. Yet a great many hundreds and thou- sands of them have not yet fully come to realize that we are at war and that the war is the biggest enterprise America ever faced. This remark is suggested by the oc- casional complaints heard in the food trades about Mr. Hoover’s policy oi eliminating all speculative elements from the trade and running things under bare poles. While grocers and those allied with them in the work of feeding the people are determined to stand by the President, there has been more or less grumbling about it, because there is no longer any chance to make money, save through a practically fixed allowance for duty performed. Speculation and hoarding are see- ing their finish, Selling licensed food articles on a basis of cost is proving successful. The law of supply and demand is out of commission, and will not be revived until the close of the war. It is not necessarily lack of patri- otism that leads to the complaint of the grocer; rather he finds it hard at one jump to changes the whole mer- cantile principles and practice of a lifetime, and he has just commenced to grasp the meaning of the rule that limits his earnings to a ‘reasonable profit” for the work he performs. The lesson is the more bitter, as he finds goods coming into his store from the packer and producer at cost prices far below the price his customer would gladly pay, and he cannot avail him- self of the opportunity without dis- obeying the law and rendering him- self amenable to the penalties, the chief cf which is the loss of his li- cense and being put out of business. And yet the plain fact is that the business man must cease to think of “profits” as such, must sacrifice all the advances in the market and con- tent himself with working for Uncle Sam. To rebel against it, or grumble at his lost opportunity, is really of the same stripe as the plaint of the sol- dier who leaves a lucrative salary to werk for $30 a month and wear a khaki uniform. “Doing his bit” is the same in either case and sacrifice is the spirit of the age. A great many things are being up- set by this war in a mercantile way. First of all is the fact that it is illegal to report that this or that thing is high on account of its scarcity or the tremendous demand. Scarcity and de- mand may deprive us of things, but the price is no longer to mount be- cause of it. The price will stay where it was in its relation to cost until the stock dwindles and vanishes. Everyone will be served as long as the stock lasts #nd when it is gone no one can have any, whatever the price. This is hardly comprehensible to the mind that continues to dwell in the realm of old ideals. Nor are grade and brand and repu- tation to play their part. Jobbers are MICHIGAN TRADESMAN getting in canned foods to-day at prices far below the market value, and, under the law, must sell them at prices far below what they would cost them to-day; for they can advance only a “reasonable profit” over the actual cost, based on future prices of last February or March. The packer must sell at less than the market or lose his license. Sal- mon held on the Coast for sale at $2.50 must now be sold for $1.75, un- der penalty of losing the license. Con- tracts of the past may govern the price at which the goods now coming in will be received, but it may be high- er or lower than spot goods wceuld cost to-day. The packer with a fa- mous reputation packs beans or peas or sardines to sell on the same basis with those packed by an unknown packer without reputation. Unless his goods are clearly a specialty there can be no difference in the value. Maine corn—long at the top of the corn list for price—must be sold on the same basis as Southern corn, save that the actual increase in cost only may be counted in. Corn is corn and peas are peas, and salmon is salmon and sardines are sardines; no matter where packed or by whom. The cost must be averaged and the price made on the basis of that average cost; even though it may destroy the general level of uniformity that has so commonly prevailed in the market. It will mean that the low- priced goods will run out first, or the best grades be taken first. Price wili not reflect the situation or the quality. As one grocer who has really absorb- ed the situation thoroughly said: “We are no Icnger selling grades, or brands, or futures, or spots, or “bar- gains’ or any of those things; we are only selling ’food, and the sooner we forget all our old notions the better off we will be. It may make us all ‘slot machines’ of distribution, but we must realize that we are only soldiers of a special type, obeying the orders of our officers and no longer doing as we think best. We’re not expected to do the thinking now.” _~ A few days ago there appeared a complaint of a certain wholesale gro- cer in the South, in which he suggest- ed that jobbers in that section of the country were handicapped more than those of the North by the Hoover rule of eliminating speculative advances. His chief point was that Southern territory grocers do a very large part of their business in staples, whereas the Northern jobber has many spe- cialties on which he makes good the losses he sustains on staples. This raises an interesting point on which there will probably be more or less complication for the government- al plan. While it is true that profits on staples are small, it is probable that if the grocer was forced to sell every article of his stock on a flat percentage of profit—specialties as well as staples—he could not comfort- ably live and prosper on the “reason- able profit” suggested in the Hoover plan, And this is already causing some jobbers considerable anxiety. It has been said by good authorities heretofore that as -high as 40 per cent. of the grocer’s stock is sold at a loss; made good out of extra prof- its on the other 60 per cent. Of course this is no longer legal. If now the uniform profit is to be applied to the 60 per cent., some grocers claim that it will require a new set of prices on the staples, materially higher than in the past. The Government figures, in this connection, sometimes operate to in- crease the profits of a grocer. If ac- tual cost 1s to be the basis, some goods wil) be sold at a higher price than if sold on the basis of the “mar. ket.” Yet no one has heard any pop- ular complaint that the governmental price fixing had advanced prices. But it would not be surprising if it does eventually. In the face of complications like this the only remedy is for the grocer to forget the whole question of liberal profits and by every endeavor co- operate with the Government, ascer- taining exact costs and eliminating unnecessary expense. These are times when selfish interests are not to be considered. The problem of Mr. Hoover and of every food trader is to feed our own people comfortably and save enough to help our Allies win the great struggle. If Germany should win the war there will be no occasion for thinking of profits; little enough room for the survival of the independent trader anyway. If sacri- fice of profits to-day will be the one sure way by which profits may be possible after peace is obtained the merchant who can’t make the sacri- fice for the period of the war in a spirit of patriotism doesn’t deserve to be perpetuated. ——_- Gabby Gleanings From Grand Rapids. Grand Rapids, Nov. 20—Consider- ing the large amount of transients who visit Holland it is a little singu- lar that some one does not inaugurate a good hotel and restaurant in that enterprising city. As a matter of fact, there is not a good eating place any- where in the city. So far as the hotel is concerned, the less said the better. The building is old and out-of-date, the rooms are not any too cleanly, the housekeeping is not up to stand- ard and the service—punk. The Hot- land people are a live bunch and in- sist on having most things right. How they have managed to overlook the hotel situation is almost wunac- countable. Holland offers to-day the best opening for a first-class hotel of any city in Michigan. Uncle Louie Winternitz (Fleisch- mann & Co.) is spending a few weeks at Excelsior Springs, Mo., en route to his winter stand at St. Augustine, Florida. Douglas Malloch, the poet of the forest and the lumber camp, delivered his celebrated lecture on the “Seven Sinners of Business” before the Grand Rapids Rotary Club last Thursday. According to his idea, the seven sinners are the liar, gossip, grouch, whiner, quitter, pessimist, and the man who works all the time. Mr. Malloch will be recalled as a regular contributor to the Tradesman when he was employed on the Muskegon Chronicle, about fifteen years ago. He left the Sawdust City in 1903 to be- come a member of the editorial staff of the American Lumberman. He was subsequently promoted to the posi- tion of associate editor, which he still fills to the satisfaction of all con- cerned. He is now a regular contrib- utor to Life and has published four books of poems: In Forest Land, Resawed Tales, The Woods and Tote- Road and Trail.. November 21, 191 In the death of Bastian Rade-. maker, the wholesale grocery trade of Grand Rapids loses one of its oldest and most respected members. Thirty-four years ago Mr. Rade- maker was book-keeper for Fox, Mus- selman & Loveridge, then engaged in the wholesale grocery trade on South Division avenue. He_ subsequently forsook the ledger for the sample case and covered the city trade for Mus- selman & Widdicomb and the Mus- selman Grocer Co. for many years. As one of the founders of the whole- sale grocery house of Rademaker & Dooge, he faithfully devoted many years to the upbuilding of the estab- lishment and did much to place the house in the proud position it now occupies among the wholesale _insti- tutions of the city. Charles Sergeant, manager of the hosiery and underwear department of the Grand Rapids Dry Goods Co., is attending the opening sales of goods in his line in New York this week. Harry Rindge is again on the staff of Rindge-Kalmbach-Logie Co. He is now house salesman. His many friends are pleased to see him back in the old environment. L. M. Steward, the well-known Saginaw salesman, has been so fortu- nate as to secure the most respon- sible and best paying position he has ever held—that of State representa- tive for the Wixon Spice Co., of Chi- cago, with headquarters in Saginaw. Mr. Steward is one of the most pains- taking salesmen in Michigan and will prove a valuable accession to his new - house, which, by the way, bears an excellent reputation, both as to char- acter of goods handled and business methods. Mr. Steward has had rather more than his share of reverses, due to the unfortunate injury he received at the hands of a Bay City grocer some years ago, and his myriad friends will rejoice in his good for- tune and unite in wishing him the success which he so richly merits. William Logie has severed his con- nection with Rindge, Kalmbach, Lo- gie Co. to take a position as road salesman for the Chicago branch of the McElwain Shoe Co. Mr. Logie is a gentleman of such pleasing ad- dress and energetic dispositon that he can hardly fail to achieve success in his new connection. When E. R. (Ned) Carpenter was on the road selling cigars, he was considered one of the biggest eaters in the fraternity. Now that he is manager of a big paper house, he satisfies his ambition in that direc- tion by feeding every outside soldier wiio passes through the city on his way to camp. No matter what hour in the day or night the troop trains pull in, Ned is on the spot with the best the market affords. Hull Freeman has recovered his shattered health and gone on the road for the C. W. Mills Paper Co., cov- ering territory which has not been covered thoroughly by that house heretofore. Hull’s many friends will be glad to hear of his improved health and also that he is at work again with his old time vigor and effective- ness. Funeral services for Wallace W. Wendell, who died Thursday at his home, 1059 Dunham street, were held at 9 a. m. Saturday at St. Andrew’s cathedral. Interment in St. Andrew’s (old) cemetery. He was a member of Company F, commanded by Ber- key Jones of the old 32nd Michigan regiment, during the Spanish-Amer- ican war. Since that time he had been representative in Michigan of the Pittsburgh Plate Glass Co., and was well and_ favorably known throughout the State. His widow, who was Miss Elinor Lynch, daugh- ter of Mr. and Mrs. Daniel Lynch, five children, one brother and_ six sisters, survive him. His age was. 44 years. : i & - rd w *, ¥ a * ro) ( 1 a4 is +, } 5 $ : Yel "4 ' E , } ¢ be , ° v; «Be, ; : r ; bs ¢ . rm i { Ry « aS = J ¥y * 14 ry } ses bf Vy - ‘A. ° ane 2 A? 7 ¢ r +4 hy" i « wt ta ‘ mT faa -u ce 4 OP vin aifen fe « ¢ 5 % “i “ VE ow A - a” nes “a Mu ' a a i & i 'e 1" Wate