WV ced “GRAND RAPE 29 Rt RIG Lidhant NOTICE TO READER. When you finish nematic this magazine place a one cent stamp on this notice, hand same to any postal émployee 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. RAEN PLASM Y SS e AcE Yeo WS YANO 7 eel ONG lente 5 Nepean, )) “case ee) dC ; mY a aA : Be Roe: oy vy gX: Ey 4 y Noe A a IN LL Ee ; het Pe Ne g a ut oa as PESO SS: SS Raees Ree: WELZ zr PEN CO NN > z eS = = TRADESMAN COMPANY, PUBLISHERS ae aS LEST. 2, TIS EO Za : LNG OSIRIS OES SSRIS 5. ? : $f ee Thirty-Fifth Year GRAND RAPIDS, WEDNESDAY, DECEMBER 26, 1917 = 3 ber 1788 a eH OOOO OBIE ORR OO Q ORR OOOO OOOO OURO BO UOGO ROCCO OU UO OOOO OOOO OOOO COOL OOD OOOO LOI 34 wi: TORR RR 1 III RRR RRR RRR I RRR RRR II TR Following the Cross N LONG time before the kaiser started his A long-planned war of carnage and con- quest, Gilbert K. Chesterton said that the ‘modern maelstrom resembled contending armies which rush to meet each other under the same banner—and that banner a Cross! To-day we have the material demonstration. Kingly arms lift mailed fists toward the same God and violently pray that He smite brothers across the trench, and these same kings call themselves leaders of the faith. Behind the harvesting machines that mow down human heads Comes the real Cross—not the ‘ cross so blatantly borne by leaders in thought and © prayer, but borne by those who quietly SERVE. The Red Cross is on the arm of the scientific sur- : geon and the common clod who bears the litter; on the arms of the Sisters of Charity and Ladies of © -Nobility, and there’s no difference in titles; on the arms of American, Slav, Teuton, Frank, Jap, Sin- galese—there is neither caste nor creed nor color line. The bearded Russ ‘may parade the sacred icons before the praying forms in the Kremlin, the blond Teuton preacher may lift his pastoral hook toward his God, the Archbishop of Canterbury may bless armies with his jeweled Crucifix, but I . leave it to you, which is the true Christian—those who pray or those who serve—who bind wounds and bear cripples to safety, who nurse souls back to battered bodies? Which deathbed would you - prefer for yourself, that of becandled, gun-boom- ing of King or Czar, or that of Florence Nightin-. gale, Clara Barton, Louis Pasteur? Perhaps there IS a greater reward in service than mortal eyes can see—who knows? Thomas Dreier. BORGO ORO OOOO OOOO UO UDO LOO. OO CEU ULULOULOR GLU OLEULIC COLAC. OURO OCLC. I {oI III I IO IIT OI IO IOI III IIIS II I I OM I I eee eee et eran ont * SEER OE ROE DDI DOGO ESE OT IT ‘ex? PEANUT BUTTER CAN BE COMPARED TO COFFEE AS TO QUALITY Don’t be fooled by price. Buy where quality comes first. Buy Jersey Peanut Butter and notice the difference in taste. Order from your jobber today. Perkins Brothers, Inc. Bay City, Michigan Fleischmann’s Yeast will perform the same valuable function in making war-time bread foods that it does in wheat bread. The Fleischmann Company Ceresota Flour Always Uniformly Good Made from Spring Wheat at Minneapolis, Minn. Judson Grocer Co. The Pure Foods House Distributors GRAND RAPIDS, MICHIGAN DUTCH MASTERS SECONDS Will stimulate your trade Handled by all iohlion G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS ! You Should Carry All Franklin Package Sugars . Women who get used to buying Granulated Sugar from you in neat Franklin Packages will prefer to buy Dainty Lumps, Powdered and Confectioners Sugars in the same way. They like the clean, strong packages that will not burst in the market basket or cupboard as will a thin paper bag. It will pay you to sell ALL your sugar in the time-saving Franklin Packages. “‘A Franklin Sugar for every use’’ Cartons packed in 24, 48, 6O and 120 Ib. con- tainers aceording to grade Cotton bags of granulated sugar packed in 100 Ib. sacks and in barrels Made from Sugar Cane The Franklin Sugar Refining Company PHILADELPHIA oh oe FRA | aa ! rc ae Seoderdcr ' Thirty Fifth Year SPECIAL FEATURES. Page 2. Completely Collapsed. 4. News of the Business World. 5. Grocery and Produce Market. 6. Editorial. 10. Shoes. 12. Financial. 15. Business Creed. 16. Woman’s World. 18 Butter, Eggs and Provisions. 20. Hardware. 22. Dry Goods. 24. The Commercial Traveler. 26. Drugs. 27. Drug Price Current. 28. Grocery Price Current. 31. Business Wants. FIRE INSURANCE EXTORTION. Every merchant who is not already committeed to the subject of mutual fire insurance should read the remarkable report of the Insurance Commissioner of the District of Columbia, published elsewhere in this week’s paper. Com- missioner Nesbit clearly shows that a Lusiness which absorbs 45 per cent. of its receipts for expenses and salaries and returns only 35 per cent. of its premium receipts to its policy holders, as is the case with the stock fire insurance com- panies, will not be tolerated much longer by the insuring public; that the utter failure of the stock companies to con- duct their business with prudence, econ- omy and efficiency will necessarily re- sult in one of three alternatives: 1. They will be superseded entirely by mutual insurance companies. 2. They will be superseded by state insurance. 3. Their rates will be reduced at Icast one-half by state regulation. The conclusions thus recorded by Com- missioner Nesbit are by no means new or novel. They are identical with the findings which have been reached many times in the past by far-seeing and con- servative husiness men who have pro- mulgated their conclusions in the publi prints from time to time for the past dozen years. How the insuring public continues to tolerate such a condition with so little remonstrance and consents to be made the victims of such extor- tion, when they can obtain instant and stable relief through the organization and maintenance of mutual insurance companies, is more than the Tradesman can understand. COTTON AND ITS FABRICS. \ thine which helped to keep up cot- ton quotations during the week was the publication of the Government figures on ginning, showing nearly 700,000 bales less than those of last year. Whether this affords a really accurate line on the amount of the crop has been questioned in some quarters, it being asserted that the growers, for lack of help and other reasons, have been dilatory in picking. It is said that quite a fair amount of the bolls which had been touched by frost have yielded up some pretty good lint, and that there is considerable cot- ton which may never be picked. The next crop census may throw some light on this matter. The growers remain GRAND RAPIDS, WEDNESDAY, DECEMBER 26 optimistic on the subject of prices, and have no fear of any official price fixing sc far as the present crop is concerned. What may happen to the next crop does not as yet concern them. In the goods end, so far as the primary markets are concerned, little is expected to be done at this time of year. Transactions, ex- cept for special reasons, are few. Some signs of easing have appeared occasion- ally, but there is nothing to show any decided -trend. Sheetings have been strong because of their use in bagmak- ing. Certain colored goods. such as ginghams, continue in demand. But, in general, there is a listlessness which is rather welcomed than otherwise at this period. There is more truth than poetry in the statement published elsewhere in this week’s paper from the pen of a man who has devoted many years of his life te inveigling merchants into exe- cuting catch contracts containing im- possible conditions which the average merchant can not comply with. His statement that he has discovered a per- centage of merchants in every town who are so wise in their own conceit that they spurn the assistance offered by the well-conducted trade journal and who are therefore easy prey for the wary and wily dispensor of questionable schemes is, unfortunately, only too true. AS a matter of fact, the merchant who needs a trade journal most seldom uses it. One reason for this condition is Manitest: the Smart aleck’’ as) our correspondent designates him, would find himself held up to ridicule so often that he would be very apt to be inclined to doubt the sanity of a_ publication which presented his shortcomings in such an unfavorable light. People like to have others held up to public execra- tion and ridicule, but the moment you undertake to reproduce the shortcom- ines of the man himself, he loses inter- est in the undertakings with wonderful alacrity. So long as the “wise ones” continue to exist, so lone sharks and con artists will continue to thrive on their ill-gotten gains. ee \ gocd test by which to measure the value of a trade journal is the presence or absence in its pages of the advertise- ments of the various frauds and cheats in trade which are continually exposed as fraudulent by the Yradesman, If you note the announcements of these gentry who prey on the credulity of merchants in any trade paper, it is safe to set it down as a publication which worships at the shrine of Mammon, without any regard for the well being of its readers. If you act toward an entering cus- tomer as if you did not expect any purchase would be made, you increase the chances of getting what you ex- pect. UPPER PENINSULA. Recent News of the Cloverland of Michigan. sault Ste. Marie. Dec 24 RP ©. Coy for one year purchasing agent for the Kreetan Co., Johnswood, but for the past year with the McGueein Mercantile Co., Munising, has accept- ed a position with the A. H. Eddy food emporium. Mr. Coy is consid- ered one of the best grocerymen in Cloverland and his wide experience in the various lines will enable him to be of considerable service to Mr. Eddy. The firm of Smith & Granum, gen- eral contractors, has been dissolved by mutual consent on December 20 and the business discontinued, The Sault is to be congratulated on having so efficient a health officer as Dr. Griffin. While the work has been ample for two or three assistants, he has been handling most all of it sin gle handed, besides looking after the milkmen and = food supplies. Last week, in company with Inspector J. T. Roe, he discovered ome of our milkmen selling milk containing 20 Per Gent water and as this was in- fringine upon lake Superior, the quilty milkman was fined $20 for put- ting one Over, so that the Soo will be sure otf having the real thing, so fone as Doc Griffin is on the job. He also lined up some of the cheap restaurants which the unsuspecting public is apt to drop into, being handy fo the station. They, too have con sented to come up to the mark or eet out of business. Mr Sculley and ©. S. Bush have left the city and the Soo has been WD aSainst it fOr Ccafriace an®@ auto painters ever since. It will be pleas me mews to know that france. proprietor of the Erance Fainting and Weécoratine Co. has leased the entire second story of the Miller block, formerly used by Mr. Bush as a paint shop, which will be re-arranged and put in shape to take care of the Soo’ work this winter. Mr. Krance has secured a number of first-class carriage and auto paint- ers and will be ready to take on work aiter Jan. 1. ihe Chesebrouch Lumber Co., at Thompson, let a contract for a new office building, 24x26, of frame con- struction, to be located near the Mill- er building, which has been purchased and will be remodeled next spring to use as a store building. Fred Price, the hustling Rexall Drugeist, has opened up his third branch store in the Nicholas build- ing, at Algonquin. There were hun- dreds of visitors who were delight- fully entertained and given a souvenir in memory of the occasion. The new store will fill the long felt want at Algonquin and is a credit to the place, as well as Mr. Price himself, who be- lieves in doing things. right. His three stores are considered among the best in the State, with up-to-date fix- tures and a complete stock of drugs and sundries. The Elks gave their usual Christ- mas dinner to the poor children of the Soo last Sunday.’ About 300 happy youngsters accepted the invitation and their brother Bill’s generosity will long be remembered. Joseph S. ‘\ good many men who get credit for being close mouthed are in real- ity too lazy to talk.” The Prenzleur Bros. Co., one ot the Soo’s oldest mercantile houses, ‘917 Number i788 ess for the y-eight years, will be suc- ceeded by Cowan & Hunt after Jan. 1. This well-known h which has been doing busin Ouse has al- Ways enjoyed a prosperous business and last year reports the biggest busi- ness in its history. [t was founded in 1869 by Albert and Flerman Prenz- leur. Eleven years later they sold out and the house became known as the Prenzleur Bros. Co. Barney Desen vero, then manager, left at this time for California to manage the Central Department Store at Los Angeles, in which he and the Prenzleur broth ers were then interested. The new firm of Cowan & Hunt assume the management under favorable condi- tions. Mr. Cowan needs no intro- duction in this community, as Bob is a self-made man. Havine been man- ager of the old heuse for a number of years, he made a record for himselt Mr. Cowan came to the Soo many wears aso. [hree years later he ac cepted a position with Prenzleur Bros. in the store then on Water Street Fen years ; he went to Lake Linden, where for four years he was manager of the dry goods department in the second store, after which he tn assumed the management of the store owned by the Lake Lin- den’ Co-operative Society. The lat- ter position he held for five years until called to take the management of the big store at the So While he is yet a young man, he is full of pep and enterprise and OF a pleasant dis position which has won him many 1 triends. Marshall Hunt, the other member of the tirm, needs no intro- duction to the Sooites, as he 1s one of our lareest contractors and inter- 1 _ 1 s S ested in numerous other Soo business interests Fle is also known as one of the Soo’s leading capitalists. The many friends of the new firm wish them every success in their whieh has always been a the Soo. “Nothing succeeds like SUCEESS. Thomas J. Green, our well-known prosecuting attorney, is receiving much publicity since taking charge cf the campaign of Ex-Governor Chase S. Osborn’s candidacy for the United States Senate to succeed Wil- liam Alden Smith, of Grand Rapids. Mr. Osborn’s candidacy takes on local interest by reason of Mr. Green's former connections, especially at St. lenace, where he made his home for many years. Mr. Green is chairman of the Chippewa Republican county committee and has made a success of all of his undertakings. The hig ‘ob new on hand indicates that he has ambitions which carry him far be- yond focal affairs. The traveling public find it very tiresome making the small towns in the Upper Peninsula with teams who are used to making the trip by auto. William Hayward, well-known lumberman of Wellers, was a business visitor here last week, doing some Christmas shopping. The merchants here report a very satisfactory holiday trade. in many cases exceeding that of previous years. Everybody seems to be full cf Christmas cheer and the markets are filled with plenty of turkeys. No scarcity in the line of food has been noted this year. William G. Tapert. a Some people are always more su- spicious of a self-admitted saint than they are of a self-confessed sinner. MICHIGAN TRADESMAN December 26, 1917 COMPLETELY COLLAPSED. Merchants Gold Trading Stamp Co. Out of Existence. The exposure of the peculiar meth- ods and general irresponsibility of the Merchants Gold Trading Stamp Co. through the Michigan Tradesman na- turally put a crimp in the efforts of M. L. Katz, the erstwhile owner of the tottering concern, but it remain- ed for Prosecuting Attorney Hoffius to deal the institution, already tot- tering to its fall, the death blow. This he did in the course of an interview with Katz, who was summoned be- fore the county official to explain why he did not arrange to redeem the books more promptly. Katz at once admitted that he was broken, finan- cially, and that he was utterly unable to redeem the stamps now out. Katz stated that he proposed to discontinue the sale of stamps in Kent county hereafter and confine his operations to more distant points; that he had arranged to set apart 60 per cent. of his receipts from the sale of stamps and put it in a fund to redeem the books which are hereafter presented for payment, made up of stamps sold subsequent to this time. “Who will be the custodian of this fund?” enquired the adroit Prose- cutor. “I will be the custodian,” replied the wily Katz. “What salary will vou draw out of this fund for your services?” enquir- ed the Prosecutor. “Twenty-five dollars per week.” re- plied the crafty stamp dispenser. “In view of what you have told me regarding your own insolvency and the questionable manner in which you propose to conduct your opera- tion in the future,” said the Prose- cutor, “I am prepared to say to you that you must not sell any more trading stamps.” “T don’t propose to sell any more in Kent county,” said the stamp faker. “What I say applies to every lo- cality,” responded the Prosecutor, “you must discontinue the sale of stamps altogether and quit the busi- ness or I will prosecute you,” said Mr. Hoffius. “All right,” responded Katz, “I will do as you say.” This interview probably marks the completion of the career of the Mer- chants Gold Stamp Co.—a career marked by deceit, fraud, false pre- tenses and downright swindling. The merchants of Michigan would prob- ably continue to suffer from the op- erations of this financial wreck but for the discernment, firmness and peremptory action of .Kent county’s able and energetic Prosecuting At- torney. The record of Katz is suchas to justify his being watched carefully. If any merchant learns of his offering Gold Stamps—or any other kind ‘of stamps—for sale, they will be doing the trade at large a favor by notifying the Tradesman promptly. The Tradesman will then undertake to see that the matter is brought to the attention of the proper county officers or laid before the Federal grand jury. The Tradesman again warns its readers against haying any dealings with the so-called American Legal Stamp Co., with alleged headquarters in Benton Harbor and also at a ficti- cious address in Grand Rapids. This concern is sponsored by J. W. Kings- bury, who has failed in every under- taking he has espoused for several years—always with the loss falling on others, He puts out a blue stamp. He is utterly unreliable and should not be permitted to conduct opera- tions in Benton Harbor by the Prose- cuting Attorney of Berrien county. —_*-+.—_____ Partin Case Put Over the Term. The appeal case of the Commercial Securities Co. vs, H. E. Andrus, the Rockford druggist, has been trans- ferred to the next term of the Kent Circuit Court on account of the in- ability of the Commercial Securities Co. to have an officer present at the December term of court. In this case Andrus signed six notes for a representative of the Partin Manufac- turing Co., which agreed to increase his sales from $9,000 to $17,000 per year. Of course, the man who took the contract and the company which employed the man to take the contract never expected to make good on such a proposition. Instead of making good, the Partin Co. immediately transfer- red the notes to the Commercial Se- curities Co., of Chicago, which pro- ceeded to enforce payment on the ground that it was an “innocent third party.” The Tradesman has repeat- edly warned its readers to beware of any concern which does business in this manner, experience having clearly shown that in ninety-nine cases out of 100 such concerns are fraudulent. The Partin Manufacturing Co., which claims to have its general of- fices in Memphis and branch offices in Chicago and Des Moines, is a con- cern of the same ilk as the Brenard Manufacturing Co. and Practical Ad- vertising Co. It does not undertake to enforce its contracts where a mer- chant stands his ground like a man and is willing to put good money after bad to show up the rascally character of the concern. Two other actions are pending the Kent Circuit court against merchants who foolishly entered into contract telations with the Partin Manufac- turing Co, Both will be fought to the finish. ee Scarcity of Leather in France. Substitutes are being freely used in France, it is reported, owing to the serious scarcity of leather. It is said that some of the exclusive custom shoemakers have made shoes of pongee or Shantung to be used in Monte Carlo and Biarritz this winter. The vamps are of leather and the tops of the materials named. Some of the lower priced shoes are made entirely of pongee. —~++>—__ If your employes do not respect you and your methods, they will not give you their best efforts, nor will you be able to get and keep the best class of employes. —_—— oOo The chains of habit are generally too small to be felt until they are too strong to be broken.—Samuel Johnson. Ten Years of the Food and Drugs Act. Washington, D. C., Dec. 24—Ten years of enforcement of the Food and Drugs Act of June 30, 1906, are re- viewed in the current annual report of the Bureau of Chemistry, United States Department of Agriculture, which says that the Act’s chief con- tributions to the safety of the people’s health have been its corrective effect upon the drug and patent medicine industry, its control of trade in un- clean milk, polluted, decomposed or filthy foods, and protection of food- stuffs from contamination with poi- sons likely to be met in manufacture. The general effect of the Food and Drugs Act may best be estimated, says the report, by considering its effect upon food and drug control by the states; upon development of the food and drug industries and by the principal abuses that have been cor- rected. But to illustrate the scope of the work through figures and facts the report points out that more than 6,000 prosecutions have been termin- ated in the courts in the first decade of the Act; that manufacturers have been cited at hearings more than 40,000 times, that many thousands of factory inspections have been made, and that more than 750,000 shipments of domestic or imported food and drugs have been examined. Special attention has been given to shipments of polluted or spoiled food Milk shipped in interstate commerce and imported from Canada has been improved in cleanliness, purity, and the condition of sanitation under which produced. The canning of de- composed navy beans has been large- ly suppressed. Interstate shipment of oysters from polluted waters has practically ceased. Because of co- operation with state and municipal officials in controlling the shipment of bad eggs, it is reported that the quality of the eggs reaching the large cities is much improved. Other prod- ucts in whose handling and sale im- provement has been noted include mineral water, tomato products, fruit, vinegar and gelatin. One consequence of the enactment of the Food and Drugs Act was to encourage similar legislation in many of the states the purpose of which is to control local traffic in food and drugs which, since no interstate com- merce is involved, are not subject to the Federal law. For example, in 1906, many states had no feeding stuffs laws. A state could not prose- cute a manufacturer unless he were a citizen of the state. The Federal law supplements the state law in this respect and now most of the states have similar laws. In the beginning the confusion and apparent conflict between local and Federal laws and administration of laws not only made it difficult for the two sets of officials to co-operate, but often made it necessary for man- ufacturers to make special prepara- tions for shipment to certain states at extra cost, the extra cost being pass- ed on to the ultimate consumer. This evil has been remedied to a consid- erable extent by the organization of two agencies which in a large measure have removed some of the difficulties arising from the conflict of Federal and state jurisdiction. These agencies are (1) The Joint Committee on Defi- nitions and Standards and (2) The Office of Co-operative State. and Federal Food and Drug Control. The Food and Drugs Act was one of the first laws which to-day would be classed as laws for the prevention of unfair competition. The report says that the suppression of fraud upon the the consumer and of unfair competition among business rivals are “but the two faces of the same coin.” In consequence the food in- dustries are sincerely and actively helping the Bureau of Chemistry to enforce the law. Frequently, the report says, the Bureau is appealed to by the indus- tries to compel the cessation of un- fair practices and to encourage the standardization of the products, when the industry is incapable by itself o: bringing about these results. The Act is described as one of the influ- ences -which have helped to draw competitors together into associations like the guilds of the middle ages, although the modern associa- tions lack the special privileges which the ancient guilds often enjoyed. Some of the associations, under- standing the value of constructive work, now devote considerable money to experimental research into techni- cal problems, Thus is made avail- able to the small manufacturer sci- entific ‘assistance ordinarily beyond his reach. Since the Bureau always has regarded it as its duty not merely to report violations of the law but also to prevent accidental violations, through constructive work in tend- ing to improve methods of manufac- ture, it co-operates actively with such associations of manufacturers. Such co-operation, by the various Govern- ment agencies, says the report, is bound to exert the profoundest in- fluence on the country’s industrial and social development. The best evidence, according to the report, that many of the abuses formerly occurring in the food in- dustry have ceased is found in the fact that the violations of the Food and Drugs Act observed to-day are hardly comparable, in degree, with those in the first few years following the enactment of the law. Most of the staple-food products now found in violation either are of a higher grade than formerly or are products of clever adulterators who have more or less anticipated detec- tion so that the adulterations have been found only by the most pains- taking chemical analyses and factory inspection. Consequently there has been a de- cided change in the direction of the work. In recent years it has de- veloped quite noticeably in the di- rection of factory sanitation; of the study of spoilage and decomposition of foodstuffs and of improvement through laboratory research of meth- ods of detecting the more refined types of adulteration. ——)—-—-———_— The Boss Has His Eyes on You. The boss has his eyes on you. You need not worry for fear that he has not. Every day he is noticing the im- provement or the lack of efficiency in your work. He is human and always on the lookout for good men. His success depends upon his abil- ity to select good men and elimin- ate the inefficient. If you are little better than the other man—if you know more and do more—if you have formed the habit of doing the right thing without be. ing told, the boss will not pass you by to promote the other man. You wish you had a better job. You wish you could do more and knew more. The most certain road to this is unceasing study and earnest work. You can paste it in your hat that nobody will pay you more on the pos- sibility of what you may develop in- to. If you want a better job, dig into it. The price of promotion is doing things all the time that will make your boss feel that he can not do without you. } December 26, 1917 John Hach Answers His Saginaw Crit c. Coldwater, Dec. 24—In reply to my critic regarding my address before the hotel men in convention at Saginaw, I will say that if he had taken the same pains to learn facts that he did to pick flaws, he could have been of material assistance to our cause on that occasion, as I would gladly have yielded a por- tion of my time allowance to him for opportunity to parade his intellect, in the absence of which I would suggest to him that the time and place to show his interest is at the meetings of his Council, if he is a member in good standing, where he would receive infor- mation first-handed that would be of far more value and satisfaction to him and our cause than to resort to printer’ s ink. For the information of my. critic, I will say that I accepted the invitation on behalf of the hotel men and acted on the suggestion and instructions from the Grand Executive Board of the Grand Council. I was shown every courtesy, was win- ed and dined as their guest and have every reason to believe that they were sincere in their adoption of the resolu- tion and the appointment of a commit- tee to co-operate with us in our cause as they were in extending to me the in- vitation, and until] I am convinced to the contrary, I shall give them the bene- fit of the doubt. I am not so pessimistic as to reach the conclusion that the adoption of that resolution met with the full endorse- ment of their membership, which would not be natural in a large body of men, where there is alwavs a difference of opinion. Neither am I so ready to jump at conclusions as to charge treachery on the part of a bodv of men by reason of indifference on the part of some in- dividual member. I have every reason to believe that in C. W. Bosworth, the chairman of the committee appointed by President Pfuffer, who is also a member in good standing in the United Commercial MICHIGAN 1RADESMAN Travelers, we have a friend and man who has the courage of his own convic- tions. My meager acquaintance with George Fullwell, of Detroit and J. W. Smith, of Rochester justifies me in forming the same opinion of them, and for any of our fraternity, whether a member of our organization or not, to attack the veracity of these men is not only unjust, but cowardly in my belief. Regarding my talk before the hotel men in convention I will say that I am only a common everyday shoe salesman. I have never laid claims to oratory or given anyone reason to believe that I laid claim to being a public speaker, but as the Grand Counselor of the United Commercial Travelers of Michigan, I have learned to regard our order over and above any similar privilege that I enjoy, and I have given the best there is in me with the aid of my colleague and district deputies and my every of- ficial act I have reason to believe carried with it, not only the endorsement of the Grand Executive Board, but of the tried and true members who have passed through the chairs before me and who have been successful in the upbuilding of our order which stands as the peer of all other fraternal organizations, and I regard a man, who can, but don’t, as a poor excuse for membership in any order, where they do not have the moral courage of their own convictions, to criticize those who devote their time and interest in the common cause. Now, if my critic is honest and sin- cere in his motives and will come out into the clearing and make _ himself known, I will guarantee him ample op- portunity to make good use of his talent in our cause, in which he will find a few men who have accomplishments that are not fostered by a desire of cheap notoriety. John A. Hach, Grand Counselor. ——_>.~>—____ Work that is not self-remunerative can never be paid for.—Stephen Berrien Stanton. Reduction in Styles and Conservation of Materials. The Commercial Economy Board of the National Council of Defense has begun work on plans for still further economy in the manufacture of shoes. These plans, when perfect- ed, will apply to shoes for the fall and winter of 1918, which manufacturers will show in their sample lines next February and March. Due announce- ment of the Board’s recommenda- tions will be made, and in season to secure the full co-operation of manu- facturers and retailers. The first step in the Board’s plans has been taken in the form of a let- ter which has been sent to a selected number of manufacturers requesting their advice for further reducing styles and conserving materials. The same letter has been sent to A, C. McGowin, President of the National Shoe Retailers’ Association. The let- ter, in full, is as follows: “The Commercial Board is com- mencing its enquiry into means of securing economy in the shoe trade for the fall season of 1918. The con- ditions are such that we believe it will be necessary to make greater economies than have been effected for the spring season. A number of sug- gestions on specific points have al- ready been submitted to the Board. We would like to know what you think of these and what further sug- gestions along similar lines you can give us. Some of these suggestions are: “4. Reduction in number of styles. “2. Limiting the height of women’s shoes to eight inches. ike 3. The use of skeleton linings in women’s shoes. shoes and men’s black “4. Restriction of (leather) to two tan. colors, “5. The elimination of ornaments on men’s shoes, using only one style of perforation. “6. Restriction of men’s shoes to plain tip, straight tip, and wing tip. “Are these ble?” A general letter of enquiry will be sent out later to all and probably tailers, their suggestions practica- manufacturers, wholesalers and _ re- in which the Board will state recommendations and urge their general observance and adoption by all branches of the industry. ——_>~+. No Lawyer Needed. An Atlanta lawyer tells of a newly qualifed judge in one of the towns of the South who was trying one of his criminal cases. The prisoner was an old negro charged with robbing a hen-coop. He had been in court be- fore on a similar charge and was then acquitted. “Well, Henry,” observed the Judge, “IT see you’re in trouble again.” “Yessuh,” replied the negro. “De las’ time, Judge, you rec’lect, you was mah lawyuh.” “Where is your lawyer this time?” “T ain’t got no lawyer dis time,” said Henry. “Ah’s gwine to tell de troof.” What will SUNSWEET do for you in 1918? FoR months we have been busy building the groundwork upon which will rest our 1918 campaign to the housewives of America. We know pretty well what this campaign will accomplish. First—it will result unquestionably in a larger, day-in-and-day-out demand for prunes and apricots. Every force, every resource at the command of this State-wide, cooperative or- ganization will be used to impress upon the minds of American housewives that SUN- SWEET and Quality are inseparable. ! mT cal Prunes ie It goes without saying that this quality-appeal will be reflected in the sales that go over your counter. Your customers will not only buy better prunes and apricots and buy them oftener; but they will ask for them by their rightful name, SUNSWEET. Weare not urging you to stock SUNSWEET on our mere say-so. promises, no glittering generalities. We offer no wonderful We merely ask you to ask yourself this simple question: “Is it not to my profit-advantage to know SUNSWEET better?” Ask your jobber about it today! CALIFORNIA PRUNE Anp APRICOT GROWERS, INC., San Jose, California A cooperative growing and marketing association eebrace more than 5,000 growers engaged in this industry in California a favored A ra in prico (Oo Li 'S MICHIGAN TRADESMAN December 26, 1917 Movements of Merchants. Plainwell—Robert Kelly succeeds Garold Hyder in the meat business. Port Huron—The Church Garage has changed its name to the Black-McCabe Co. Alma—The De Luxe Candy Co. has opened a restaurant in connection with its store. Kalamazoo—W. H. Fletcher suc- ceeds Castner Bros. in the grocery business. Tallman—C. McLaughlin has sold his stock of general merchandise to Mrs. James Faul, whe has taken possession. Chippewa Lake—Osborne & Ward are closing out their stock of general mer- ckandise, Clarence Ward having enlist- ed in the service of the Government. Clarksville—E. A. Rising & Son, deal- ers in general merchandise, have filed a voluntary petition in bankruptcy, sched- uling their liabilities at $2,789.72 and assets at $542.46. Detroit—The Hamilton Co., Inc., has been organized with an authorized cap- italization stock of $30,000, which amount has been subscribed, $3,000 being paid in in cash. It will deal in fuel, building and foundry supplies. Detroit—J. W. McMann & Son, Inc., has been organized with an authorized capital stock of $1,000, which amount has been subscribed, $200 being paid in in cash and $800 in property. It wil! manufacture and deal in cooperage. Dighton—F. A. Tilley has sold a half interest in his confectionery stock to Miss Alice Worst and the business will be continued under the style of Tilley & Worst under the management of Mrs. Tilley, Mr. Tilley devoting his entire attention to the pool room which he cenducts at Marion. Hamilton—Hamilton has no hotel, no meat market and no barber shop. The three that were there two weeks ago are no more. The proprietors have gone tc war and for that reason the village has a meatless week instead of day. The villagers will forma colony of flying rollers if a barber don’t arrive soon, and the traveling man will have to pass it up uniess he can get three squares and a place to !ay his weary head. Manufacturing Matters. Lansing—The Melling Forging Co. has increased its capital stock from $17,- 000 to $34,000. Detroit—The Cyclone Experimental Co. has increased its capital stock from $4,000 to $10,000. Detroit—The capital stock of the Lib- erty Motor Co. has been increased from $400,000 to $900,000. Detroit—The Wadsworth Manufac- turing Co., manufacturing auto bodies, parts and tops, has increased its capital from $650,000 to $1,000,000. Howell—The Howell Electric Motors Co. increased its capital stock from $100.000 to $150,000. Owosso—The Independent Stove Co. has increased its capital stock from $225,000 to $350,000. Detroit—The Detroit White Metal Co., Inc., has increased its capital stock from $6,000 to $25,000. Muskegon—The Bush Lumber Co. has been incorporated with an authorized capitalization of $20,000, which amount has been subscribed, $2,000 being paid in in cash and $18,000 jin property. Detroit—The capital stock of the De- troit Range Boiler Co. has been in- creased from $120,000 to $210,000. Ontonagon—The capital stock of the South Lake Mining Co. has been in- creased from $2,500,000 to $5,000,000. Detroit—The Elijah McCoy Manufac- turing Co., which deals in graphite lub- ricrators, has increased its capital stock from $10,000 te $100,000. Saginaw—The John Stafford Co. has been incorporated to manufacture soft drinks, with an authorized capitalization of $8,000, all of which has been sub- scribed and paid in in preperty. Detroit—The Wolverine Paper Stock Co. has been incorporated with an au- thorized capitalization of $20,000, $15,- C00 of which has been subscribed, $3,000 being paid in in cash and $12,000 in property. Detroit—The Webb Manufacturing Co. has been incorporated to manufac- ture optical novelties and automobile accessories, with an authorized capital- ization of $10,000, which amount has been subscribed, $1,000 being paid in in cash. Centreville—Fire destroyed the cream- ery of George R. Deul Dec. 21, entail- ing a loss of about $2,000, fully covered by insurance. Mr. Deul has resumed business in the Keasey building and will put in a stock of groceries in connection with his egg and creamery business. The Monarch Storage Battery Co. has been organized with an authorized cap- italization of $20,000, $10,000 of which has been subscribed, $5,000 paid in in cash and $5,000 in property. SROEETE LEE pneu Ti puoi Dine ELSI Optimism is a mighty good thing, but it is pretty good business to ap- ply your optimism to selling and mix a little pessimism in with the buying. Though only success wins, only the effort rewards.—Stephen Berrien Stan- ton. REG. US. PAT. OFF. Leah) Pe) PT eel Els eee A BEVERAGE fq If Bevo were merely a summer beverage this warning might not be so timely — but, as all who drink it know — Bevo is an all-year-’round drink Everybody enjoys it for more than just its thirst-quenching qualities—the pleasure it gives comes from its flavor, purity and wholesome nutritiousness—the enjoyment of these qual- ities is independent of time or season. To get full pleasure out of Dutch lunches, Welsh rarebits, oysters, clams, lobsters, sausage, cheese and many other such delicious edibles, Bevo should be included. You will find Bevo at inns, cafeterias, restaurants, groceries, department and drug stores, soda fountains, dining cars, steam- ships, canteens, soldiers’ homes, navy, and other places where refreshing soft drink beverages are sold. Your grocer will supply you by the case. Demand the genuine—have the bottle opened in front of you —see that the seal is unbroken covering the crown top and see that the crown top bears the Fox. SeeThat(Rown Bears THis Fox Bevo is sold in bottles only, and is bottled exclusively by ANHEUSER-BUSCH—ST. LOUIS ' Anheuser-Busch Branch GRAND RAPIDS, MICH. Dealers Netiee Keep in mind the fact that Bevo, being a soft drink, will (i!) freeze at 32° Fahrenheit — just like any other non-alco- holic beverage. Be careful aVout this, as freezing affects the rich fullness of that delightful Bevo flavor which goes so particularly well with a meal or a bite to eat. ‘ 00 iy) Look for this Fox oneach crown { Dy | ith i { | % yay vamt ie AT a eee ara 3B. Sw ‘on 3 spre « e e a, » 4 * 4 » % « de 4 * . 4 . e é , @ v- . t my . e f . > 2 ° “ 7 e ® a > " e s - e e « ° 4 e e - * erence Te ; 4 - “al so 4 hs he + a. “ “id wie “7 thy a » a s nh os # : 4, 4 A é “@ c . t Py 2 s e t 7 td ° ? ° « > e ® 4 > a r » e s - - e e < ° 4 * e e December 26, 1917 MICHIGAN TRADESMAN Review of the Grand Rapids Produce Market. Apples—Winesaps and York Imper- ials, $2 per hamper; Baldwins, Green- ings and Wagners, $5.50 per bbl.; North- ern Spys, $6@7 per bbl. Bananas—$5 per 100 lbs. Beets—$1.25 per bu. Butter—There has been an active con- sumptive demand for all grades during the past week. The quality of butter arriving is about as good as usual for the season, but the make is reported tc be lighter than a year ago. The mar- ket is firm on the present basis of quo- tations, and we do not look for any change in price during the coming week. Local dealers hold extra fancy creamery at 48c for fresh and 45c for June cold storage; centralized brings 1@2c less. Local dealers pay 40c for No. 1 dairy in jars and 30c fcr packing stock. Cabbage—$2.50 per 100 lbs. Carrots—75c per bu. Cauliflower—$2.75 per doz. Celery Caboage—1l5c per bunch for California. Cranberries—$18 per bbl. for late Howes; $9.25 per % bbl. Eggs—Fresh continue to be very scarce. The market is firm on the present basis of quotations, with a good consumptive demand. We are not likely to experience any change in price of any consequence until we have an increase in the production, which is not likely to be for at least two or three weeks and then it de- pends considerably on weather con- ditions. Local dealers pay 48c for strictly fresh, loss off, including cases. Cold storage operators are putting out their stock on the following basis: Extras, candled, 39c; firsts, 87c: sec- onds, 34ec. 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—14c per lb. for hot house leaf; $2.50 per hamper for New York head. Limes—$1 per 100 for Italian. Maple Syrup—$1.75 per gal. for pure. Mushrooms—75c per Ib. Nuts—Almonds, 21c per 1b.; filberts, 20c for Grenoble; Brazils, 18c; Mixed nuts, 16%c. Onions—Home grown command $3 per 100 Ib. sack; Spanish, $1.85 per crate. Oranges—California Navals, $5.25@ 6; Floridas, $5@5.50. Oysters—Standards, $1.85 per gal.; se- lects, $2.25 per gal. Shell oysters, $9 per bbl. for either Blue Points or Co- tuits; 75c per 100 for Blue Points and $1.25 per 100 for .Cotuits. Figs—10 lb. layers, $1.65; 20 8 oz. packages, $1.85; $1.25. Grape Fruit—$4.50 per box for all sizes Floridas. Grapes—California Emperor, $5.75 per keg or $3.25 per crate; Malaga $7.50 @7.75 per keg. Green Onions—Shallots, bunch. Potatoes—Up State buyers are paying $1@1.10 per 100 Ibs. Poultry—Local dealers pay as follows for live: Turkeys, heavy, 22c; medium, 17c; small, 14c; thin, 12c; geese, 15c; ducks, 18@20c; springs, 17c; fowls, 16c; old roosters, 12c. Dressed, 2c above these prices. Radishes—35c per grown hot house. Sweet Potatoes—$3.25 per hamper for kiln dried Illinois. Tomatoes—30c per lb. for liot house. 22> _____ The Grocery Market. Sugar—The market is unchanged in price. Ten cars of granulated have been assigned to Grand Rapids this week and next, so that supplies will be a little more plentiful than they have been for the past two months. The Food Administration at Washington has pro- mulgated a new rule regarding the sale of sugar from the jobber to the retailer and from the retailer to the consumer. Jobbers are restricted to sales of 500 pounds to a dealer at one time and retailers are now authorized to sell 5 pounds at a time to a resident of the same city, town or village and 10 pounds to a farmer living some dis- tance from town. 12 10 oz. packages, 65c per doz. for home Tea—The near approach of the year’s end is having, as usual, a restraining in- fluence on all operations not made nec- sary by the exigencies of the moment. The tone, however, is characterized by extreme firmness, which is particularly nceticeable in connection with spot goods, the supply of which in most grades and varieties is so small as to be almost negligible. Coffee—Coffee seems to be a shade firmer for the week, meaning Rio and Santos, for no reason, however, than the continuance of a very firm feeling in Brazil. Milds are unchanged for the week, as are Java and Mocha. The de- mand is very small. Canned Fruit—The market is firm, but without much business being done,, either in the way of offerings or de- mand, except that the Government seems inclined to pick up anything that can be had. Canned Vegetables—Prices re- mained on a nominal basis for ev- erything on the list. There is no business being done just now, and the only offering of anything of con- sequence are of tomatoes, for which not inclined to make further concessions. Corn and peas are not being offered for sale in any quantity at the present time. is a general feeling of with business as it has been con- ducted recently, for, despite the diffi- culties that have canners are There satisfaction arisen as a resuli of Government regulation, it has been a profitable season, and the public evidently has had money to spend. The policy of the fixing prices thus far has not been to deprive anyone of legitimate prof- its, but some action to indicate a little more generosity Government in recent seems in this regard than might seem to be fully warranted. Canned Fish—The market, as it stands at the moment, is practically nominal, except for some export business being done on the Coast for salmon. Sardines are quiet and other items in similar posi- tion. The recent reduction in the price of salmon put into operation by the l‘ood Administration has had little more than a warning effect as to the policy to be followed during the coming season. It was generally admitted that the sal- mon prices, as finally determined, were excessive, when placed in comparison vith what the Government is paying for the same goods, even though the ex- planation was made that the Govern- ment’s price was met, and selling costs were not included. Nevertheless, there was too wide a margin, even on any such basis, to justify the prices, but, on the other hand, the bulk of the season’s tack had been disposed of, and any readjustment at this late date would be an injustice to present owners who paid for their goods on the inflated basis es- tablished by the packers. In _ other words, there was some consideration for the “innocent third party.” Dried Fruits—There is little business being done in dried fruit in these few remaining days of the year and there is very little that can be done. There are no supplies here to trade with everything being at a minimum with the possible exception of seedless raisins. Occasional cars of delayed shipments drift in from the Coast, but most of these find orders awaiting them, having already been very said. There is no disposition to do new business and for that matter there is no urgency shown on the part of Coast operators to force mat- ters at this time, although the Raisin Company is making some effort to secure business to be shipped out during ‘the first quarter of the new vear. Some Oregon prunes are get- ting in here and are held at 14c for 30s to 40s in twenty-five-pound boxes faced and 12c for 40s to 50s. New crop Muir peaches in twenty-five- pound boxes faced are held at 11%e for standard and 12c for choice. There are practically no loose Mus- catel raisins on the spot, but Three Crown in fifty-pound boxes are of- fered at 9c to arrive and Four Crown at 914c. There are very few seeded raisins to be had. Apricots are be- ing offered only in choice and extra choice with prices ranging from 1534 @17xH¢. Cheese—The market is very dull, with prices ranging about the same as a week ago. The make is reported to be light, but as a rule December trading is gen- erally light, and we do not look for any change in market conditions until after the new year. Provisions—Everything in the smoked meat line remains steady with prices ranging about the same as a week ago. The consumptive trade is light and stocks are also reported to be light. Pure lard is steady at a decline of about Yc per. pound from last week, while compound is firm at unchanged prices, with a normal consumptive demand. Barreled pork, dried beef and canned meats are steady and in light demand at unchanged prices. aes Co-operative Wholesale Grocery Company Under the Ban. The Tradesman is in receipt of a letter from the the Michigan Securities Commission, reading as follows: The soliciting and collection of sub- scriptions by the Grand _ Rapids Wholesale Grocery Company was strongly disapproved by this Commis- sion at their meeting last week. Fin- al action in the matter will not be taken until the Attorney General reaches here the latter part of this week, Notwithstanding the situation, the crafty promotor of the concern has at least three work in the State, and obtaining subscriptions to the capital stock of the corporation whose incorporation papers were obtained from .the Sec- retary of State through false repre- sentations. In each case these solici- tors collect $30 in advance, no part of which goes into the treasury of the alleged corporation, $22.50 being immediately absorbed by the solicitor and the remainder by the promotor. The Tradesman has warned its readers against this scheme so many times that it hardly seems necessary to refer to the shady character of the project again. Executive Officer ci solicitors at soliciting —_+-<-—____ Live Notes From a Live Town. Owosso, Dec. 24—With the many home duties, such as splitting wood (if we can get any) and bringing in coal (if we had any), I haven’t much of a column of news this week. S. S. Fraser, of Durand, who was severely burned several weeks ago by the bursting of a steam pipe in the basement of his store, is again at his place of business, but is still unable to take a hand in the game. He is at pres- ent dividing his method of locomotion about evenly between one good leg and one crutch. Hurry up, Sid, we’ve been missing you and here’s hoping for you a speedy recovery. Sam Carmel has sold his tavern, pool room and lunch counter at Middleton to Wesley Markham, who has taken possession. He will conduct an up-to- date hostelry with three squares per day. Boys, call in and see how we do it. Yes, he he’s got coal, too. The writer closed a deal this after- noon with Fred Hanifin for fifty rab- bits. Fred is going hunting to-morrow. Any one having cold storage to rent will do us a favor by communicating with us at once. Several merchants of our acquaint- ance in this part of the State have plans, specifications and blue prints for start- ing a cash business January 1. Big blowout at U. C. T. hall Jan. 5. Pot luck lunch. All turn out. The D. M. Christian Co. has installed a colonial lunch and rest room on the third floor. Regular good old dinners from 11 to 1, like mother cooks, Honest Groceryman, LABOR UNION TRAITORS. While the cantonment near Battle Creek was under construction the Tradesman frequently referred to the infamous activities of labor union of- ficials in delaying construction and increasing costs almost beyond com- putation for two fundamental reasons —to line the pockets of the union sneaks with ill-gotten gains and to delay the War Department in the work of getting the cantonment ready for the men who were waiting to be drilled to crush the Kaiser. Recent disclosures .of an _ official character show that the Tradesman’s statements fell short of the mark, documents recently filed with the De- partment of Justice at Washington proving that one branch of labor alone—plumbers and _ steamfitters— cost the Government a loss of from $50,000 to $60,000 and delayed the work of completing the cantonment so long that the lives of soldiers were imperiled. These reports, which now have be- come papers of state, declare that because of the exigencies of the oc- casion, and the haste with which the cantonment work was pushed hun- dreds of instances of evasion of re- sponsibilities were uncovered. Camp Custer is spread over 7,000 acres. At the beginning it was a typ- ical Michigan farming community, with hills and dales, fields of corn and potatoes, fruit orchards and farm- houses and schoolhouses and church- es. In a day thousands of workmen were turned loose to demolish the work of the settlers for the last three- quarters of a century and to trans- form it into a modern military camp. It was impossible to watch every man, to have a foreman for every group of half a dozen. Resulting were hundreds of instances of men who checked in at the commencement of day and who hid in the fields or houses or orchards of the reservation from their employers—men who did no work whatever for the dollars they received. Because of the shortage of labor the pay was high—so much above the union demands in nearby cities that thousands of workmen desert- ed their jobs and hied to Custer. To expedite matters a ten hour work day with pay for ‘eleven hours was instituted. Weekly pay checks for carpenters and plumbers and steam- fitters running from $50 to $60 per week were the rule rather than the exception. Here is a good place to cite an incident which shows the inconsist- encies of trades union leaders. An agreement had been entered into with one organization for the eleven hour day. It was reached after much hag- gling, for the organization in ques- tion had been a loud exponent of the eight hour day for many years. But the pay was attractive and the agree- ment signed. Along in October, when the days became shorter, it was found im- practical to continue the eleven hou- day because of the early approach of darkness. A notice was posted that in future nine hours would consti- tute a day’s work and immediately MICHIGAN TRADESMAN the officials in charge were visited by a committee from the union which demanded the eleven hour day be continued or they would order a strike. Their demand was granted. A certain piece of work which plumbers ordinarily consume twenty- seven hours in accomplishing took 120 hours at Custer, according to re- ports made to Washington. And this in face of cold weather and men who had been drafted into the service of the country sleeping in cold barracks. Early in the course of construction there appeared a union slugger and organizer at camp who constituted himself a leader. He was _ instru- mental in causing the plumbers’ union to raise its initiation feet to an unrea- sonable figure and was the instigator of a committee which threatened bodily harm to those who did not join the union or who refused to “lay down” on the work. He was arrested and turned over to the Department of Justice officials and his preliminary hearing has just been completed be- fore the United States Commissione:. When the street car line to Cus- ter was first operated its service was poor and its rate of fare high. The union men objected to both and em- phasized their dislike by beating up conductors, breaking windows and refusing to pay their fare. Major August Gansser, at that time in charge of guard duty, placed military police on the cars, to protect em- ployes and property, but on orders from Washington a day or two later removed them. The Government was informed of all these things in daily, weekly and special reports by Government in- spectors. Samuel Gompers knew about it, but, of course failed to re- buke such infamous conduct, because he realized that the union men were simply carrying out the ideas of the union. The time keeping force was re-organized, additional foremen were put on, and while the waste was checked somewhat, it was never stop- ped entirely. In the hearing of the confined labor leader before the Unit- ed States Commissioner the fact was brought out that foremen were threat- ened with bodily harm for insisting on a fair day’s work for the pay giv- en. There were those so unpatriotic as to brag about their loafing pro- pensities after they had quit their jobs. They went to the four corners of Michigan and other states and at- tempted to discredit the contractors who were constructing the canton- ment and the Government inspectors and expected their tales to receive credence in the face of admissions that they had robbed the Government of labor it needed and money it of- fered. Uncle Sam is certainly badly handi- capped in dealing with the Kaiser by three adverse influences at home—the pro-German spies and copperheads. the rascally union labor profiteers and profiteering farmers. As between the three, one is about as bad as the other. Honesty is the best policy—with advertising. FOR VIGOROUS GOVERNMENT Serious times invite plain speaking. We are in a period of evolution or devo- lution, depending upon the adequateness or inadequateness of our mental pro- cesses, and Government must be a fac- tor in the ultimate decision. It would be well to remember the traditional in- competence of a democracy in the pres- ence of such a test. It has a fashion cf slithering away from leadership in attempts to adjust itself to the passing sentiment of the street. This license would not be countersigned by common- sense in any other field of human ac- tivity. except the political field, where it still persists. And it is probably as rich in preventible mischief as any sin- gle human agency. England was warn- ed on three occasions in the last cen- tury—1854, 1866, 1870—of the signifi- cance of the German victory. The time to exterminate a pest is at the time of its inception—a stitch in time still saves the other nine. Intervention, however, was not devoid of danger, there was no immediate threat, and although the Eng- lish government came to positive knowl- ecge of German designs, it remained— criminally—silent. A secure political berth outweighed the welfare of the nation. The cost to-day, measured in millions of lives, dispenses with further comment. On this side of the water we have played the same little comedy in essentially the same way. For two years and a half we idly watched the war, in- sensible to moral obligations, and in- different to threats—hardly veiled—that were levelled at our existence as a Na- tion, by the bully of the world. Of course we were busy with many things —prohibition, woman suffrage, eight- hour days, dollars, and elections, and we were soothed by the slogan of being kept out of the war. Opportunity must be caught on the wing, and what we might have done yesterday will to-day cost us a thousand- fold more, and the cost will be in blood as well as in gold. All of this is ancient history, no doubt, but there can be no just estimate of the future that does not run its roots back into the past. We have the manhood and the resources to set the thing through, but we need —imperatively—a wise and _ fearless leading. We have a right to look to the Government for a policy that is sanc- tioned by the best brains of the coun- try, and that is independent of party, sec- tion, or the wishes of the man in the street, who bulks so largely in our political life. It is no time for small men, or petty jealousies, or personal motives, and it is no time for party politics. All concede the great ability of our President as a leader of thought and expression, but as an organizer and a judge of men, he is fearfully weak. His Cabinet is made up of men of medi- ocre ability in order to keep within the lines of political expediency. With such great minds as Root, Roosevelt, Leon- ard, Wood and Vanderlip ready and anxious to come to the service of the country in this extremity and crises, it is a crime to keep in positions of trust and great responsibility such inferior men as Baker and Daniels and such ex- ponents of union labor tyranny and un- fairness as Wilson. If there is a man of known efficiency he should be used December 26, 1917 whether he be persona grata to the Government or not, and if there is a man who fails to square with the emer- gencies, he should be promptly passed to the waste heap. This is the condition oi efficiency. If work in the factories and ship yards is held up by strikes fomented by vicious, unscrupulous and unpatriotic union labor officials, then labor should be conscripted. We have had military conscription and wealth conscription, and there can be neither undue hardship nor injustice in labor conscription. In the dark days of our Civil War there was a sad-faced man in the White House who had a fashion of saying to his Cabinet and people, “The time has come, in my judgment, when this or that must be done, and accordingly the’ sconer you come to think so too, the better.” Danger to his political for- tunes, threats and riots—and there was a good-sized one in the city of New York—brought no faltering in Mr. Lin- coln’s lines of cleavage. When we stand in his presence, we seem to be standing in the presence of immortality. Shall we catch the echo of words like these from Washington to-day? The danger is imminent and the need of the highest type of leadership is absolutely impera- tive. The country has responded, loyal- ly, to every demand made by the Gov- ernment, and the country looks to the Government to-day to do its part of the work. For two years the United States has had poor wheat yields; the con- sequence of a third might be so seri- ous that even the December reports on crop conditions will be carefully scanned. They are encouraging as to the efforts of the farmers, who have planted a record of 42,170,000 acres, and would have planted nearly the 47,000,000 asked had weather con- ditions been favorable. They are discouraging in that the state of the crop is unprecedentedly poor. The net result is a forecast of 540,000,000 bushels of winter wheat, which would ordinarily not be bad. Only twice, when in 1914 we raised 685,000,000 bushels of winter wheat, and in 1915, 655,000,000, has it been exceeded; and it is slightly more than the average of the five years ending 1915. But the showing is so far from promising the record crop needed that the coun- try must encourage a heavy planting of spring wheat. The best crop of spring wheat ever grown was nearly 360,000,000 bushels, in 1915; a;nd by bending every effort the country may reasonably try to surpass the 400,- 000,000-bushel mark. The “clean-up sale” idea has been worked to such a degree by shoe stores that the public is becoming as wary of believing the story of “short lines” as of “samples.” A Chicago merchant overcomes this feeling by displaying in his window a card tell- ing the sizes still remaining in each line. As a size is sold out a clerk crosses it off the sign with black cray- on, and passers-by thus are shown that the advertisement is absolutely true. Plant advertisements that sales may grow. 4 » ’ . a < > <8 > oa s 4 = 2 Ge. J oe we, . 4 s <> ve | ee “7 , iy? a s & ; ae ~ a4 > -@ « . ¥ af , & a a, ® * e ¢ ’ = tt | * Gr , ® e a ar + » e e « @ » e ® 4@. 4 . e ° ew = e e < > ¥ ’ ° e ‘ ° = ee — a December 26, 1917 MICHIGAN TRADESMAN The Passing Of The Old Year with its successful and very substantial progress for this company, leaves us with a debt of gratitude to our Friends and Customers, for the interest and support that have made possible an achievement so gratifying. The friendship of many reaches back through time and its multitude of changes. Others, more recently numbered among our patrons, have shown no less appreciation of our efforts to render effi- cient service in the face of many discouragements and hindrances, due to crop and food shortage and food control. To Friends, old and new, we join with our thanks for their consideration, our hearty good wishes for their success and happiness throughout the New Year and those to follow, and the assurance that we hope further to cement the pleasant relations of the past by our service in the future. To our Fellow-workers and Employes, whose co-operation and loyal endeavor have helped so much to make our company a_ house- hold word among our patrons, and the year so prosperous to the whole organization, we offer our felicitations for work well done. In wishing them a New Year of Happiness, we wish to have them know that a wish for their personal progress is closely linked with our desires for the continued progress of this company with which they have cast their business careers. WORDEN GROCER COMPANY The Prompt Shippers Grand Rapids---Kalamazoo MICHIGAN TRADESMAN December 26, 1917 Ss PCAs € ARE (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. Three dollars per year, if not paid in advance. Canadian subscriptions, $3.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents; issues five years or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. December 26, 1917. CHANGING A HABIT OF MIND. It is no easy matter to change a habit ef mind or a way of thinking. The frocess is laborious, and it takes much time for its fulfillment. That is one reason why so many believe the war will last for a long time yet because one thing essential to ending it is the chang- ing of the German mental viewpoint. In minor matters the persistence of archaic ways is about as remarkable. When the Tradesman was established, thirty-five years ago, the wholesale trade as a whole thought it a good thing to surround their doings with secrecy. Especially true was this as to prices ard terms of sale. They did not want ene buyer to know what kind of terms another one got, nor did they wish to let a retailer learn at what prices whcle- szlers and jobbers obtained their goods. The whole scheme was, of course, futile, because, in the nature of things, such matters could not remain secret, and the dealings encouraged sharp practice, which must needs be an injury to hon- est trading. Time and experience have served to eliminate some of the old notions, but there are still houses which cling to the ancient ways, mainly be- cause their conductors are creatures of the old routine. A little of the same spirit seems to have prevailed regarding Government purchases of things to wear. Before the war began, the widest publicity was given to the clothing needs of the army, navy and other departments and to the prices quoted in the bids put in. All this changed, however, after civilians were called in as advisers. How much of an article was wanted, when it was to be delivered, or what its price was to be were evidenily regarded as military secrets. Some persons apparently be- lieved that it would be of great value to the Kaiser to learn whether 20,000,000 or 30,000,000 yards of khaki or whether 10,000 or 12000 pairs of socks were called for, The mystery thrown about these matters was taken advantage of by unscrupulous manufacturers and dealers to exact higher prices from buy- ers by the pretense that Government orders prevented the delivery of goods ordered for civilian purposes. It also served to create the apprehension that goods would not be avaitable at certain times, and this forced many makers of ents and retailers to stock up ahead gar ; dangerous extent. In the case of te wool, as has been shown, it helped the plans of speculators to get exorbitant prices and to raise the cost of needed clothing to the general public. What is true of wool is also true as regards leather and, to a certain extent, of cot- ten as well. In a democratic Govern- ment where public opinion counts for so much it is always a good thing to take the people into confidence and let them know what is being done and by whom. The only exceptions to the rule are in the cases where it is against the public welfare, affording aid and com- fort to the enemy, and the like. It is just barely possible that the different committees now engaged in investigat- ing Government activities would have found fewer “leads” if such a course had been followed from the outset. FIELD FOR FOOL KILLER. The gullibility of some merchants surpasses all understanding. They will buy trading stamps of a man who is not worth a cent and who has no way of ever redeeming the stamps after they are passed out to the customer by the merchant. They will sign an iron clad con- tract with an utter stranger which turns up later to be an order for a quantity of phony jewelry which the merchant can not dispose of in the course of a lifetime. They will sign notes for a slippery stranger who promises to increase the volume of their business, but who seldom ever makes good and depends on a catch contract which no mer- chant can live up to, on account of technical conditions interpolated therein. The notes subsequently turn up in the hands of alleged “innocent third parties” who are really co-con- spirators in the swindle, leaving the maker no other alternative but to pay the notes and eat the bread of bitterness for his indiscretion. They will subscribe to a trade jour- nal and pay five times what the pub- lication is worth on the plea that the excess amount so paid will be devoted to securing impossible legislation and governmental rulings which a _ ten year old child ought not to place any confidence in. Of course the legis- lation never materializes and the rul- ings are never promulgated—and the merchant is the victim of the wily schemer who will be around next year with another con game no more plausible than the one described. They will jump at a chance to sub- scribe for stock in a mythical whole- sale house, paying $30 down. This sum is immediately absorbed by the schemers—$22.50 by the solicitor and $7.50 by the crafty chap who directs the movements of the irresponsible solicitors, whose stock in trade is misrepresentation and falsehood. These are only a few of the swin- dling schemes which wily strangers are presenting daily to the merchants of Michigan. The men who bite at these baits almost invariably sign up first and then undertake to post themselves afterward, when it is too late to get their notes or money back. There is an excellent field for the fool killer in Michigan at this time. If ashamed of your business, keep it dark. TRANSPORTATION IS KING. As in the ancient world all roads led to Rome, so to-day all the prob- lems of the business world lead di- rectly to the matter of transportation. Whether it be in the matter of keep- ing “the home fires burning” in the stoves or furnaces of dwellings or under factory boilers or of providing food, munitions and troops for the forces overseas, the one compelling need is that of furnishing the means of conveyance. The need is as great on land as it is on sea, and much of the energy of the Nation is being devoted to this end. If shipping and rail facilities were adequate, most of the troubles which now prevail would disappear, There is, for example, enough wheat in the world to provide for all the needs of the countries fighting the Teutonic powers and of the neutrals as well. The same is true of sugar, of hides and of wool, to say nothing of a whole lot of other things which are scarce in certain places. It is simply a question of conveying them to the countries or sections where they are in especial demand. Similarly, coal and other fuel and ore could be_ furnished where they are needed in much great- er quantity than they are if the loco- motives and rolling stock were ade- quate .Of as great consequence, at least, is the matter of transporting trcops to the foreign battlefields with munitions and other supplies and of aiding the Allies with what they need. Here, too, the great difficulty is the matter of transportation. Upon the solution of this problem depends the success of the war against militarism, and the hopeful thing is that each week brings the goal nearer. SALES OF HUNTING GOODS. Not only is the demand for sporting goods for hunting wild game suffering toth directly and indirectly because of the war, but likewise from a number of cther causes, which appear to be more permanent. Big game in this country inevitably and naturally grows scarcer each year, although deer are an excep- tion to this rule in those states where they are protected by game laws effic- iently enforced. Small game, on the contrary, shows a tendency to increase because game laws are being more ob- served and enforced in general than ever before. The trouble, therefore, is not so much in the lack of game as in the increasing difficulties and expenses of hunting. Fractically all states require a license irom the hunter, and each state dis- criminates against all other states by making this license almost prohibitory as to hunters outside the state. So the fashicn cf large parties of hunters from all over the Union flocking to the state where game is plentiful is fast becoming obsolete because of the great cost in- volved. Each state also limits the size cf the bag the hunter is permitted to kill. It is also very difficult to find hunt- ing grounds. are posting their fields against all hunt- ing, All these things make it very difficult, in many cases impossible, for the aver- age man to get any shooting, and prac- Farmers, more and more, tically shuts out all boys, save only the farmer boys on their own farms. The sale of sporting goods for hunt- ing game seems likely to show a de- crease as compared with past years. On the other hand, this sale is liable to continue indefinitely, even though on a reduced basis, because of the permanent conservation and preservation of small wild game laws rigidly enforced. AS TO WOOL AND WOOLENS. Wool dealers, especially those of Boston, have been taken rather aback at the conclusions of the War Trade Board, and have practically kept out of the market. There has been some move- ment in wools from Oregon and other domestic varieties, and some shiploads have come in from South Africa on board sailing vessels especially chartered for the purpose. The arrival also has been announced of one of the vessels bringing Australian wools. This par- ticular one’s cargo is of 33,000 bales, or about 10,000,000 pounds. Another vessel with 13,000 bales more is expect- ed within a very few days. A check has occurred in the buying of South American wools until the situation clears somewhat. The only thing cer- tain just now is that a halt has been called on the upward tendency in prices. which was becoming dangerous. The rigid rules imposed by the Government ou all wool imports give it an absolute control of the article. A similar control of the exports of manufactured woolens is proving something of a stum- bling block to the garment trades, but a workable scheme as to them will deubtless be devised. In the goods mar- ket the last week has ‘witnessed the opening of some more overcoatings at prices over 60 per cent. above last seas- on’s. Orders taken are said to have been satisfactory. The plan to appor- tion the output, which was at one time entertained, has been abandoned. Gar- ment manufacturers are waiting for fe- turns from salesmen on the road. Mr. Hoover may derive some consola- ticn from the present German food dic- tator’s predicament. Herr von Waldow is the fourth or fifth incumbent of this Prussian office, all his predecessors hav- ing been dismissed because of their un- popularity. Now he, himself, seems to be standing on the brink, because he has permitted some of the munition companies to profiteer at the expense of their employes. He might have been as innocent of all complicity in this con- spiracy as Liebknecht, as efficient in the pursuit of his duties as a Prussian drill- sergeant, yet he could not have even- tually escaped popular censure. Food dictators have a hard row to hoe. In the first place, they must face people’s unwillingness to draw their belts gen- erally tighter; secondly, they must try to suspend the customary laws of supply and demand in all the main commodities, erect a huge dam of government regula- tion against the operation of these laws. Any leakage leads at once to a roar of condemnation. Thus they have to face a storm of abuse from both sides, from preducers as well as consumers. This is why the casualties among food dic- tators are so great, greater, perhaps, than in any other branch of the service. December 26, 1917 PROFITEERING DEAD WRONG. We hear a great deal about prof- iteering and about the present Nation- al danger which it represents and about the unpatriotic attitude of any element in the Nation disposed to reap undue profits in these times of National emergency when every in- dividual’s efforts should be to aid in winning the war. Of course profiteering is wrong— dead wrong—but it might be well to look into the true National situation as regards danger from this source, so that we may realize how serious a menace profiteering really is and so that no sentimental or other con- sideration may render exempt from its application any person or interest whose present activities or tendencies suggest the possibility of profits in excess of what the Nation’s best war interests demand. It is beyond doubt that there is required regulation, to the end that the danger indicated in this word “prof- iteering’ shall be provided against, but laws or regulations intended for this purpose should be fully National in their operation; should affect all possible offending elements; should cover every class of enterprise in which the lack of proper control may result in profit accumulation out of proportion with the National inten- tion; should not be framed with ref- erence to conditions existing or sus- pected in one, or two, or three par- ticular lines of business, nor with ref- erence to possible prejudices develop- ed in times of peace, but which were swept away by the first breath of war. This is a war in which the en- tire Nation is interested, which the entire Nation must support, and in whose interest the entire Nation must sacrifice personal rights, without ref- erence to anything but war needs and National attitude. The producer who receives for his product a price out of harmony with a proper theory of war profits is a profiteer of the most dangerous kind, because he is situated so near the source of production, and because, in the aggregate, he represents such a dominating power in National re- sources, but principally because in so many cases the saving effect of profit taxing regulations has not yet been applied to his activities. The industrial laborer who, because in the Nation’s emergency he is able to do so, demands for his services a price out of proporticn with the econ- omy of war, and who backs his de- mand by the threat that if it is not complied with he will quit work, and thereby check National production. evidences a_ profiteering tendency which should be made the subject of most serious consideration upon the part of the Government, and labor organizations, and the great general public as well. The wheat grower, or cotton plant- - -er, controlling, as they do, necessities vitally important to the war, who are disposed to speculate at a time when kindred industries are forced to op- erate under close Government con- trol, and who threaten to hold their crops until they can force from war necessity a price in no manner based MICHIGAN TRADESMAN upon cost of production, are profiteers whose operations also well may form the subject of serious attention. Classes of activity which commonly are referred to, under the term “big business,” since the beginning of the war have been accused of a disposi- tion to profiteer. Whether this ac- cusation is soundly based or not does not matter now. The fact is that “big business” has responded to the call and has promptly placed its wealth and its services at the disposition of the Nation in a manner which shows that its appreciation of the Nation’s emergency is unqualified. It might be well for all of us who are disposed to treat profiteering in a restricted application—and particu- larly those of us in public office who are disposed to use this term to please an uninformed constituency—or to round out a well sounding phrase, to view the situation Nationally and to warn against not only possible dan- ger of profiteering from big business, but also against the equally serious danger from less conspicuous but not less important sources. IS MAN IMMORTAL? For ages this question has been uppermost in the minds of men. Has an answer been given that sat- isfies? A comparative few profess to be convinced, the great majority are still in doubt, wandering amid the shadows. There should be no shad- ows; all should be clear as the noon- day sun, yet despite the story told by the stars, by every blade of grass, every field of grain, heaving oceans and millions of miraculous growths in wood and glade, man still doubts and continues to ask from whence to where. Can the longings of the human soul be answered? We say yes when we lie in the tall grass and gaze upward of a declining day, into the heavens which proclaim the glory of an ever living entity, an everlasting God But if man is immortal why so many doubts and fears, so many queries of his inner consciousness left unan- swered? The one great question which dom- inates every intelligent human brain is, What is this all for? Why this world, why is man? It is a preponder- ating question, one which sages of all ages have undertaken to answer, yet in every instance have lamentably failed. Then is there no answer? Possibly not, probably there is. Why this world, why man’s creation if he is without soul, without immortality, simply a clod of earth with only a second of existence as compared with time? This is a puzzle which the wisest have been unable to explain. Man is born weakest of all created ani- mals of earth, yet as the years count upward he becomes the guiding star of all, the ruler of everything earthlv. He is even now conquering the ad- verse forces of air, is flying even as the birds, and is still unsatisfied, seek- ing other worlds to conquer. If man must die, why was he born? What great purpose is conserved by thrusting him into life for a_ brief period of commingled joy and pain. filled with heart and feeling that makes for deathless affection between members of families, only to be thrust: back to the clods of earth, mere ashes under the foot of the next who comes to plot and plan and seek great glory for the only reward—a lifeless grave. Talk about the horrors of inferno. What is it compared to the great tragedy of mankind without immor- tality? No success worth consider- ing, no hope above the worms that he for a brief time treads beneath his feet as he passes along. From whence came man, whither does he go? This question still lingers in the air, un- answered save only as each human soul answers for himself, and builds castles for future ‘habitation beyond the present unsatisfactory world, which holds nothing of lasting bene fit for even the most successful, and which, if man does not live again, were better never to have been cre- ated. Build your castles beyond ths earth, try bravely to face eternity with a cheerful hope that here is only the beginning, beyond which, on some other sphere, we find renewed life, re- newed love and laughter for all man- kind. POOR QUALITY OF COAL. The basic fact underlying the coal situation is usually entirely overlook- ed, Although they pay double the old price for coal, and are glad to get al- most any kind at almost any price, manufacturers report only four to five pounds evaporation where they used to get nine pounds or more steam per pound of coal. This means four-fold cost of power. But it means also double boiler capacity, double ashes, double transportation, and double the number of cars and loco- motives required to deliver the same power. Thus the evil multiplies it- self. The fact has been called to the attention of the Fuel Administration. If it can succeed in increasing the quality of output, the shortage of cars and motive power would be at once relieved to the advantage of food and other transportation, and the entire railroad situation would be bettered. The immediate cause for poor coal is the carelessness or cupidity ol! mine-workers and mine operators in breaking the slate with coal in poor seams or seam edges, to get ton out- put, and also of pickers at the screens. This is encouraged by Government fixing of a price without regard to quality. The B. T. U. (British ther- mal unit) basis for coal purchase, which was becoming general on the part of factories, and is thoroughly wholesome and effective, has been practically abolished. It seems ques- tionable whether Government price- fixing in actual practice has not done as much harm as good, especially when either a minimum price or a maximum price ignores the economic laws of supply and demand. It is hard, indeed to find any one who has bought coal, or for that matter, steel or copper, on the basis of the Govern- ment price plus transportation. The one useful effect seems to have been as a deterrent against evidently ex- treme and outrageous prices by fright- ening off those who might otherwise attempt them. The present Government price has had a deterrent effect, however, in the opposite direction also. Farmers and other workers in the coal regions, who had been working small surface fields under the stimulus of high prices, have quite ceased that prac- tice, because of the low fixed prices, and their fear of prosecution should they ask more. This product was, of course, no large proportion of the total output, but it is said to have been in the aggregate substantial in supply of local markets. eee eee Mr. Hoover’s straightforward state- ment as to the sugar situation, drawn from him by Claus Spreckels’ testi- mony before the Senate on Agriculture, adds much to our knowledge of the facts. He tells us that this country of slightly Committee basic over a hundred millions has ‘7d about 500,000 tons of sugar ‘n the 1 st two months, which is nearly ‘ve pounds per capita per month. Th’'s amount which seems liberal enough, is plac- ed at 70 per cent. of our normal con sumption, We shall have a ration of nearly five pounds each per month again this month, if the cars are avail- able. This is twice the Frenck monthly ration, and is quite as much as is good for normal human be ngs our usual consumption being regard- ed as excessive. By cutting down our consumption from over seven to about five pounds monthly, we have been able to send considerable ex- ports to France, and Mr. Hoover rightly says that the American people are proud of doing so. Probably af- ter Jan. 1 there will be more sugar available, but by maintaining the economy which has thus far been partially forced we shall be able to do just so much more for the hard- pressed Allies. The resolution introduced by Rep- resentative Wood, of Indiana, making it unlawful to buy or offer t> buy any Federal bonds issued sincl: April 6, 1917, for less than par and accrued interest, is very thoughtful. The avowed intent is to stop depreciation and speculation in war-time securities The net effect would be to prevent people and corporations who bought bonds at 100, and now see them selling around 97, from selling them at all. No matter how badly they needed money they would not be able to get it. Fer that reason sales would secret- ly take place far what the bonds would otherwise sell for on the market. In future bond issues nobody would subscribe unless he felt certain he could hold on wnt the maturity of the bonds, or at least until they went to par or a premium. Meanwhile the restriction on the sale of the bonds, and their undesirability for that reason, would act as the hest possible hindrance on their ever sell- ing at a premium. Other countries at war have made mistakes, but none so bad as that, Yet may not such resolutions be the fruit of unproven charges in responsible official quar- ters of “German selling?” below If your business is honest, why make it secret? MICHIGAN Ny (rina WA y > > > > - an ~ Wy) A Rose From Humble Salesman to Buyer. At last I reached my goal, shoe buyer for one of the leading stores in the country. How I obtained the post is a question which naturally comes tc your mind. It is no secret, and I had no patent on the process. Anyone can do the same; that is, anyone who is willing to go threugh the years of hustling, hoping and disappointment. For the benefit of those still in the ranks, and eager to climb I will relate my experience. To begin at the beginning, as they say in the story books, I heard it said early in my mercantile career (a remark credited to a great gener- al), “A marshal’s baton lies in every soldier’s knapsack.” So I resolved to find a buyer’s post with all the honor and glory (not to say cash consideration) back of it. When placing my name on the dot- ted line of the application blank, I noted the words “how much salary do you require” and saw that other applicants for positions placed fancy figures in this space, figures I knew full well impossible to meet, so wise in this respect, I placed to my credit the words, “A fair compensation.” Perhaps my way of putting it attract- ed the attention of the employment chief, for he asked me to step in his inner office, and said, “Young man, your request is rather an unusual one. We pay various salaries in the shoe department and a commission on what is sold, but we must have a working basis to figure on. Please state some figure.” I replied, “I know you have a limit, also a mini- mum, strike a medium and put me to work. All I want is a sales book and an opportunity to meet the buying public face to face. If I make good you want me to remain, and will pay me all Iam worth. If I fail, the store cannot use me, nor I the store.” To make a long story short, I was employed at $10 a week and commis- sion. I was given a sales book and placed back of the shoe findings counter. Here I discovered from the first that the structure of salesman- ship as applied to this somewhat technical line was wrong. I felt out of place, and no one offered to teach me; in fact, by asking a few ques- tions I found the other clerks did not know much more about the line than I did. For example. we sold three lines of rubber heels, one for 50 cents a pair and the other two for less. JI asked a fellow clerk, “what makes the better heel sell for more money?” The answer to my mind was far from satisfactory. It was, “The reason we get 50 cents for one make, and 35 for the other is that the 50 cent heel is better.” This was not a very bright answer and I felt would not make many sales, for any dolt would know that a lower price heel would be of a cheaper grade. Right here I made up my mind to note and keep account of these faulty practices, so in my memorandum book (destined to overflow in years to come) I jotted, “Do not permit salespeople to attempt to serve the buying public without schooling; they must know not guess.” The same thought applies to other branches of business. Indeed, in most retail stores dealers are barely told the common rudiments of re- tailing, and are not asked or told to study the finer points of the goods, such as history, process of manufac- ture, etc. Of course, I know a cus- tomer does not ask all these ques- tions, in fact, some do not care to be told, but found out in after years, if one knows these things, the knowing does not hurt, and in some unexplain- able manner the fact that he knows stamps him as an expert, making sales come easier. The next few days I devoted to se- curing an inner knowledge of my busi- ness. I studied all the trade journals I could secure, spent an evening ev- ery week in the public library. Af- ter a little while I had a good grasp on the history and subject of shoes. I knew who first wore shoes, how the modern shoe was adopted, who first made welts; in fact, I was a walkinz encyclopedia of shoe knowledge. The other clerks at my section laughed at me and said I was a nut and that I would not get any more pay for my “wasted” time. But more pay or not, T made up my mind I was gine to know everything there was to be known about shoes. I remember one incident which was ferhaps the turning point of my career as a salesman. One day we received a lot of shoes which did not sell, try as our buyer could. When I think of the incident now it seems trivial and foolish, for now fancy cloth tops are the vogue. but in those days they were just coming in, and like many ideas, did nut take. The buyer was in despair and 7 could see the boss glare at him every time he came into the department. TI went to the buyer and said, “The way we can move those shoes and start the sale is to show how well they match the various lines of suits in the suit section.” So we arranged a display with the suits, and the idea of wear- ing uppers to match costumes took with a rush. I next followed this up with another simple but money sav- TRADESMAN December 26, 1917 HA Merry Christmas and fi Bappy New Year To You and Yours and many more of them & B & from birth-Krause Company, and their employees We Wish You A Happy and Prosperous New Year We thank you for the patronage and courtesy accorded us during the past year. It is our desire to reciprocate in every way,—and to co-operate and render you service during 1918 which shall serve to help you make it the Satisfactory year that you now hope for. Me Grand RapidsShoe & Rubber(o The Michigan People Grand Rapids A _— v q 4 =o 5” . e e < > * ° e° . ee x ¥ ° ° Oo. q e e a W e e 4 > a é » ° e * e e < > ° ’ ° e . ee December ‘26, 1917 ing innovation. Our price tags would soil quickly and show stains and fin- ger marks, for the simple reason that white cardboard will always do so when handled. A soiled tag reflects on the goods, so I made (instead of the usual white cardboard tag with black printing) a black tag with white printing. Presto, the tags last- ed all season instead of a few weeks. Then ‘I rigged up a simple method of quickly telling sizes in a pile. For example, I made a series of color tags, one for each size shoe, red for size 6, blue for size 614, green for size 7, and so on down the range of sizes. Over the table I placed the key to the colors, so those who wore size 6 looked for a red tag which was affix- ed to the size they wished without rummaging through the entire heap oi shoes. I found that not one half the sates- people in the store knew what was advertised, and those who did know were in no position to explain the merits of the goods, why some were being sold at a lower price, if such was the case. 1 went to the buyer and state the facts. Of course, he knew it and said, “I have been a shoe buyer for a number of years and I do not know how to rectify this glaring evil.” I suggested that he make me his as- sistant, and allow me to place some of my ideas in operation, still rsun- ning a sales book, for I know full well a person’s efficiency is rated against the amount of dollars he di- verts to the coffers. He agreed, and this is what I put into effect. Nothing new or startling, but I watched the operation of all the plans, and saw they were carried out. First, I made a practice of clipping our advertisement daily, passing around the department and having each salesperson read them, signing his or her name and number. I also passed around the advertising of other firms in our line, so our peo- ple get an idea of what competitors had on sale, both as a matter of edu- cation and comparison. I[ numbered every pair of shoes in the windows and caused a smoother flow of busi- ness, for people came in and asked for “shoe No. 20” instead of “That pair of tan shoes in the left hand side.” I furnished every salesper- son with a list of goods so numbered and the rest was easy. Every day I held an impromptu sale before the opening of the busi- ness day, selling each clerk the shoe we had advertised: that is, I made practical sales demonstrations, call- ing attention to this and that feature, so when people come in the clerks could explain and talk about the goods in an intelligent manner, Early in my career I found that a man makes money from his “turn overs,” not his “left overs,” so I made it a business to see every line of shoes sell as well as another. If one showed a disposition to lag, I found out the reason why and remedied the trouble. If old stock, a little “spiff” did the trick, In every stock box I placed a slip giving a partial record of the number of pairs bought, how long in stock, and how many pairs sold, so when reordering it was only MICHIGAN TRADESMAN necessary to look in the stock boxes for a complete record of sales and turn over. f One thing I insisted on when I was made assistant. It was to see that customers were fitted, as I have met but few salesmen who were really interested in a true fit. If the patron thought the shoes fitted they were wrapped up, the object being to sell, and sell with as little trouble as pos- sible. I also made it a point to see that the better grades were sold whenever possible, not for the in- creased sale in itself, but for the sat- isfaction that a better shoe really gives. I tried to impress on the minds of my helpers that “The mem- ory of quality lingers long after price is forgotten.” I sent all the clerks to a local school of anatomy for the sole purpose of studying the foot, its muscles, bones and structure. Peo- ple called me foolish, but my clerks did not guess they knew every bone in the foot, where pressure came, and how nature formed the arch. In short, shoes were sold by science, not guess work. This made a deep im- pression in the minds of our custom- ers. My salespeople knew the meta- tarsal bone, and imparted this fact to the customer, demonstrating that they were shoe salesmen and _ not guess work clerks. Early in the season I was instruct- ed to visit the markets, not alone for the purpose of buying, but to note what was new and what other and perhaps more successful stores offer- ed. This was in the nature of a won- derful education to me, and I fol- lowed it up by trips to various shoe factories. I have always found the shoe maker willing and anxious to impart knowledge of a valuable kind. In turn, I imparted this to my help- ers and arranged to have them visit nearby factories. I knew the bene it of such visits by actual experience. Yes, I bought goods, but frankly said I was not an experienced buyer. I am glad I did because | have never found a salesman “stick” a buyer when he owned up to his newness. On my return to the store I was told that after January 1 | would be the buyer, and my old boss the mer- chandise man. This in itself was pleasing, for I was being advanced and my superior not demoted. When I*became the buyer, I called my peo- ple together and said, “Folks,I am now the head of this department and can make a success of it only with your help and assistance. I do not want you to feel that you work “for” me but “with” me. If we pull together we can enjoy good business and have no friction. If we pull in different directions we are both lost.” Need I say that to this day I have the most of my helpers, and we work as a unit for the betterment of one of the larg- est retail shoe businesses in the some country.—Shoe Retailer. Je SAOES 11 The STYLE and QUALITY Combination to be Found in The “Bertsch”? Goodyear Welt Shoe for Men will bring you the repeat orders. The insistent demand of your best trade for a moderate priced shoe, having both STYLE and QUALITY, can best be suited by selling them the BERTSCH shoe line. The BERTSCH shoe stands alone—is in a class by itself. We have aimed to make a line to appeal to the average man—the man who wants style. good conservative style and quality. so that he will get service from the shoes he buys. In the BERTSCH shoe you will find both style and quality—quality of workmanship and quality of material—far superior to any similar line offered you today. They are so carefully worked together into the shoe that the com- bination forms a trade builder you cannot overlook. Your customers will find in the BERTSCH shoes comfort and service- giving qualities they want. For the future success of your business YOU should RECOMMEND and SELL the BERTSCH shoe line to your trade. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. sta ii hh hd te Nifty New Novelties Ready to Ship No. 2806—Mahogany Tan Calf Welt, Bto D, 3 to 7......-.... . 2... eens Price, $5.35 No. 2828—Mahogany Tan Calf McKay. Bto D, 3 to7.................... Price, 450 No. 2815—Mahogany Tan Calf McKay. D only, 2's to7..................Price, 3.75 Rindge, Kalmbach, Logie Company Grand Rapids, Michigan MICHIGAN TRADESMAN December 26, 1917 li a) we —~ — ~ANnsss : (Ut: “| Zz. > Z 5 TOM ECE (ECC CU {eres WS =[] — D> ate — Ss = = = - : = = — s = : peo « = = IAL: = ’ = = ee an i ~ t = ~~} = ; = -2 d = ->> , i 4 f = ’ Magnitude of the Crop Movement For 1917. It is doubtiul if many even engaged in business realize the magnitude of the financial transactions of this country and the burdens being borne by the banks. The middle of Decem- ber is a most important date, because it really marks the end of the crop moving period. During the period from September to November in- clusive, every year the banks of the North Atlantic states ship amounts of money to the South and West to pay for agricultural prod- ucts. An idea of the magnitude of this movement can be gained when it is known that the crops of 1917 are worth about $19,000,000,000, in- cluding animal products. Deducting the approximate third which remains on the farm to be consumed, there is left $13,000,000,000 to be moved. As 45 per cent, of this is moved be- tween Sept. 1 and Dec. 15 it appears that purchases of other industries from agriculture within this period must approximate $5,500,000,000. Dur- ing the crop moving period the peo- ple of the United States subscribed to $3,800,000,000 Liberty Loan bonds, in addition to the purchase of $5,500,000,- 000 agricultural products, making $9,- 300,000,000 which had to be taken care of. A New York statistician fig- ures this total to be approximately equal to the yearly income of Italy, Japan, Portugal, Austria-Hungary, Turkey and Bulgaria combined. huge The distribution of the crop money has already commenced, and with the last Liberty Loan payment out of the way, the return to business chan- nels through Government purchases of the money realized by the first Liberty Loan and distribution of Jan- uary 1 dividends and interests, there should be a much more cheerful out- look for general business and a mark- ed improvement in the securities market. It now ‘seems probable there will be no general of the war tax bill, but that amendments to that mass of confusion will be made in order to whip it into workable shape. Just what the result will be is diffi- cult to forecast, but it is hoped that, with eliminations and additions, the business interests of the country will know where they are at. There has been no disposition shown to evade the tax. All are willing to bear their share of the burden of the war, but they naturally wish to know what their share is. revision Another amendment to the Federal Reserve law has been introduced. It proposes to permit any bank or trust company organized prior to Nov, 1, 1914, and having on that date a cap- ital stock of not less than $100,000 and otherwise eligible for member- ship in the Federal reserve system, to become a member, regardless of the population of the place in which said bank is situated. Of interest to Michigan manufac- turers and merchants is the fifth priority order under the Priority Shipments act, which directs prefer- ence in car supply and movement to be given to the following five classes of commodities in the order number- ed: 1. Steam railroad fuel for current use. 2. Live stock, perishable freight, food and feed. Shipments of military supplies when consigned direct to the United States Government or the au- thorized officers of the United States Army, Navy or Shipping Board, or to the Allies or the proper representa- tives thereof, destined to any post, cantonment or to any point of ex- port for movement thence to Europe, or any arsenal or navy yard, or ma- terial to any ship building plant under contract to the United States Ship- ping Board for the sole use of con- structing vessels for that Board. Other shipments for the United States Government, as the same may be authorized from time to time by the priority administrator as neces- sary in particular cases, but only on request of the United States Army, Navy or Shipping Board through a designated officer or representative of the respective departments located at Washington. 4 Coal to and ter cooking plants, and not subject to reconsignments and 5. Preference and_ priority in movement only to coal for current use but not for storage, consigned direct (and not subject to reconsign- ment) to hospitals, schools and oth- er public institutions, retailers of coal for use in supplying domestic con- sumers only; and to coal, coke and raw materials for current use, but not for storage, consigned direct (and not subject to reconsignment) to blast furnaces, foundries, iron and steel mills, smelters, manufacturers engaged in work for the United States Goverment or its Allies, public utilities (including street and inter- urban. railways, electric light and power plants, gas plants, water and sewer works) flour mills, sugar fac- tories, fertilizer factories and ship builders: also shipments jof paper, petroleum and petroleum products. Conclusions of the Board of Excess Profit Tax Advisors include recom- mendations that partnerships and in- dividuals engaged in business be al- by-product 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. 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. The Use of Voluntary Trusts Through a voluntary trust you can arrange immediately for the support and protection of those dependent on you. A voluntary trust takes effect during the maker’s lifetime. A testamentary trust, on the other hand, is one that is created by a will, and becomes effective only after the maker’s death. If you wish to be relieved from the care of your securities or other property, because of ab- sence, or other reasons such as advancing years, you may create a trust for your own benefit. We shall be glad to discuss with you, either personally or by mail, the various forms of vol- untary trusts. Send for Blank Form of Will and Booklet on the ‘Descent and Distribution of Property”’ THE MICHIGAN TRUST Co. OF GRAND RAPIDS Safe Deposit Vaults on ground floor Boxes to rent at low cost ‘ , € > ‘ > Fs a. oe « * . | e j £4, go f \ . 2 » ae 4 es ¢ e « j 4 A ’ * Ph « int: > ° e ¢ee e » 6 e ® ° ® e 4 ¥ a ¢ * e e ¥ . e e 4 . + bd e e *. 4 4 ® e December 26, 1917 lowed to include in their expenses reasonable salaries, that even when professional men use a small amount of capital they pay excess profits tax at the flat rate of 8 per cent., that merchants be permitted to make in- ventories of merchandise, either at cost or at market value, that brokers be treated as merchants with respect to securities they have for sale, and that any taxpayer who is content with a reduction of 7 per cent. on his in- vested capital should not be called upon to make a complete return of pre-war capital and income. The salaries of the President, all judges and members of Congress were made subject to the excess profit tax of 8 per cent. in an amendment offered by Congressman Dillon, of South Dakota, to the bill putting the salaries of members under the tax. The amendment was adopted. Con- gressman Longworth, of Ohio, en- deavored to make the tax ineffective for salaried men and men in business with no invested capital. His amend- ment was defeated. Inflation of credits and of paper currency are inevitable consequences of the war and now there seems to be a well-organized effort to add silver money inflation. This would be a serious economic mistake, and _ it seems singular that after long strug- gles and the establishment of our money standard on a gold basis that that old bi-metallic fallacy should be revived. To at this time, above all others, by such a movement iniect doubt as to the character and sta- bility of the country’s monetary stan- dard would be to place a great ob- struction to the financial processes for carrying on the war. As a noted financier points out, the greatest dan- ger from silver money inflation would come after the war. The period of financial reconstruction following the war will be the most momentous in the history of the world. The Finan- cial Chronicle truly says then it will be necessary to deflate credits and deflate prices. A long and tedious process of financial reconstruction will have to be engaged in by all the belligerent countries of Europe and possibly by the United States, de- pending on how much longer the war is to continue. The output of silver is now limited and the demand is un- necessarily large, due to circum- stances and conditions created by the war. What would the output of silver be under the stimulous of free coinage of the metal in all the leading countries of the world? Senator Shafroth’s resolution authorizing the President to appoint a commission of three to visit foreign countries with a view of reaching an _inter- national agreement for the coinage of silver, expressly declares in the preamble that the object is to stim- ulate the production of silver, If that would be the result in the Unit- ed States, it would be the same in all silver producing countries. The capacity of the silver mines of the world has never been tested under pressure, but there is no doubt pro- duction would respond to the stimu- lous, and what happened in the early nineties of the last century would not, MICHIGAN TRADESMAN it is asserted, be a circumstance to what would happen in the early twen- ties of the new century. It seems apparent on the face of it that this resolution .was put forward through the influence of the silver mine own- ers as a feeler to see if they could not reap some advantage from a re- vival of the bi-metal propaganda, and Congress should at once be made aware of an intelligent public senti- ment on the question. In this period of uncertainty the strength of the industrial and com- mercial situation in the United States by the recent statement of business failures is most encouraging. The insolvencies of November were, with the exception of September, the smallest in number of any monthly period as far back as September, 1911, and less in amount for all correspond- ing periods since 1909. Not only were the number of reverses fewer than in any month for six years, but the resulting debts well below those for November of all years since 1905. In such lines as general stores, gro- ceries, meats, fish and dry goods and carpets, where the stress would be expected to be the most severe, the failure situation appears to have been notably favorable. On the other hand, and reflecting the effects of the war revenue measures, the debts of the liquor and tobacco group were larger than a year ago. The United States Supreme. Court has rendered a decision in a West Virginia coal mine case which will be welcomed by all fair minded busi- ness men and which will be grate- fully received by employers of labor, as it protects them from the rapa- ciousness of organized labor. The ground taken by the Court is that em- ployer and employe may agree up- on their own terms of contract; that the employer may decide upon an open shop for himself or that he will have no more dealings with union members and may therefore lawfully exact a pledge to remain non-union as a condition of employment, and when he has taken this stand the per- son desiring employment may _ ac- cept that condition or not, but after he has accepted it, he is bound by it; hence whoever undertakes to inter- vene and unionize the plant, wheth- er by doing or threatening violence or by secretly inducing men to break their contracts, is entering upon a conspiracy against individual rights. In the present situation when venal and unscrupulous union labor leaders are particularly rampant in many states and when the welfare of the Nation demands that each do his part honestly in his own place, the decision is especially welcome. In addition to the decision mentioned, in what is known as the Arkansas coal cases, a judgment for damages against the United Mine Workers of America has been obtained, demonstrating at last that employers have some _ rights union labor must respect and that the unions have some civic responsibil- ities they must face, instead of vio- lating every law with impunity and hampering the Government in the prosecution of the war. Paul Leake. Kent State Bank Main Office Fountain St. ‘Facing Monroe Grand Rapids, Mich. - $500,000 - $500,000 Capital - - - Surplus and Profits Resources 9 Million Dollars 345 Per Cent. Paid on Certificates i_argest State and Savings Beak in Western Michigan 13 Dee tT ay Val SAVINGS BANK FAMILY! 33,000 [I Satisfied Customers know that we Syke Sirs ial accommodation and service. THE BANK WHERE YOU FEEL AT HOME vv Cc 2 "Gan Dyess VINGSMANK WE WILL APPRECIATE YOUR ACCOUNT TRY USI Fourth National Bank United States Depositary WM H. ANDERSON, President J. CLINTON BISHOP, Cashier Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually 3% = Per Cent Interest Paid en Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier TRE. BA NATIONAL i! 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 Merchants Life Insurance Co. ASSETS $2,471,351.65 OLD LINE INSURANCE AT ITS LOWEST NET COST 14 MICHIGAN TRADESMAN December 26, 1917 The Farmer as a Profiteer. Many unpleasant stories come to the Tradesman regarding the atti- tude of the average farmer toward food and fuel control. In a certain town on the G. R. & I. a dealer in fuel and building ma- terial had three tons of coal which he was doling out to his customers in town in quarter ton lots. A farmer of German descent came in and de- manded that the entire three tons be sold to him. The dealer demurred, giving his reasons for saving the coa! for town people whe kad ro reserves of cord wood on hand, as the farmer happened to have, whereupon the farmer exclaimed: “T am going to build a new house and next year and intend to give you the order for the lumber and other material, but if you don’t sell me those three tons of coal, I will buy my lumber elsewhere.” The argument was too strong for the dealer, who gave up the coal to the farmer. who carted it home. The next day the local banker, who had heen informed of the transaction called up the same farmer on the phone and asked him to bring him in five cords of block wood, which the farmer had been supplying at $2 per cord. The banker was informed that he could have the wood at $4.50 per cord, that the farmer was just as hoggish in selling wood as he was when he was buying coal. Dozens of similar reports come to the Tradesman every day, showing very plainly that the farmer as a class has profited by the teachings of grange officials and other false prephets and bad advisors and be- come as bad a profiteer as the union barn showing labor workman. Careful observers assert that thou- sands of farmers who purchased sugar in 100 pound sacks at the time of the sugar scare last summer still have their sugar on hand, having not yet opened the sack. They are now going from store to store in the towns roundabout their homes, picking up from two to four pounds of sugar at each place—and repeating this prac- tice every few days. 2-2. Where Tradesman Exposures Do Not Count. Detroit, Dec. 24—I note you ex- posed me and my methods in a fre- cent issue of the Tradesman. My first thought was to sue you for damages, because I thought then your exposures would put me out oi business. Careful investigation, however, leads me to believe that you have done me a good turn, instead of de- stroying my business. ° Prior to your exposure I approach- ed every merchant in every town I canvassed for my scheme. In most cases the first thing the merchant asked me was, “What does the Mich- igan Tradesman think of this?” Of course, I had some ready answer al- wavs at hand for this enquiry and frequently succeeded in landing m: man before he had time to communi- cate with you. There was always the fear. however, that something you might say would “queer” me with the merchants I had worked up to the point of signing up. Since you have publicly and scathing'y condemned me and my methods, I have been obliged to revise my methods. In every town I find some cute aleck of a merchant who thinks he is too keen and too cautions to learn any- thing from a paper like the Trades- man. I center my activities on him and almost invariably land him. So, you see, instead of putting me out of business, as you supposed you did by your exposures, you merely op- ened a way whereby I can make more mcney than ever by simply confining my operations to the men who refuse to avail themselves of your knowl- edge and experience. You can print this if you with- hold my name, because the men who patronize me in my present under- taking will never see it. Blank. ee Farm Conditions and Pork Produc- tion in Illinois. The following extract from a re- cent letter from a man 64 years old who has farmed in Northern IIlinois about thirty-five years, who once kept seventy hogs at a time and did not complain if only he had water and plenty of corn, tells of the changed conditions there: It is impossible to raise enough food when so few are left on the farms. There ought to be three men on the farms which now have but one. Abandoned land is getting very plentiful right near town. Farmers who paid high prices for farms have lost them because :corn failed three years out of four. Land is getting barren because of cold summers which have soured the soil, and the raising of rye for export is impoverishing the land, with little fertilizer being re- turned. Export of grain is driving hog raisers out of business. Corn can not be obtained at prices to raise pork profitably. Six out of ten farm- ers were forced to sell their pigs in the fall when half grown, as there was no more corn to be had. Farm- ers are selling off about two-thirds of their cattle, because they have not feed to winter all. When Northern Illinois and Wisconsin cannot raise or buy corn, there is sure to be a scarcity of meat. We need the whole world at work and twice the number cf farmers or else millions wi!l starve. ——__+-.____ Are Making Silk Knitting Bags. One of the well-known manufac- turers of the medium and cheaper grades of men’s flat silk neckwear has added a pretty penny to the profits of the firm this year by making up some of its most attractive silks into the huge knitting bags that are now so much in vogue. This has been done without interfering in any way with ‘the regular output of the fac- tory, and at prices ranging from $48 to $60 a dozen. Enough of the bags have been sold to aid materially in meeting the high cost of living. While the idea was taken up largely with the intention of carrying on the work through the holiday season only, the success of the project has been so marked that the concern probably will continue to make up bags as long as the call for them continues. —_——_.-2- Hail Grayfish! Two canneries on the Pacific Coast have begun packing grayfish in cans under the direction of the United States Bureau of Fisheries. Thecans will bear this label: “Grayfish, a new food fish packed at the especial request of the United States Bureau of Fisheries and pre- pared under methods approved by it.” In consideration of the right to use this label the packers are putting up an article which can be retailed at two cans for 25 cents. Do Not Delay Do you know what would be the disposition of your property if you died without a will? Do you realize the possible delays in settling your affairs; the dangers of your property going to those for whom the results of your life’s work were not intended? If you did you would not delay. Write or call for our booket on ‘‘De- scent and Distribution of Property.’’ [RAND RAPIOS [RUST [:OMPANY OTTAWA AT FOUNTAIN. BOTH PHONES 4391 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of ona ee Handy to the street cars—the Interurbans—the hotele—the shopping strict. On account of our ltocation—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and Individuals. Combined Capital and Surplus...... Sie fea ae -.-$ 1,724,300.00 Combined Total Deposits ............... ee 10,168,700.00 Combined Total Resources .................... 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASS TED * OCIA’ € | , 6 e i> ¢ . « e * @ ® e wey ¥ v eo e . 4 typ . ° e € i > 6 e i> ¢ ve « e * @ ® e wey ¥ v eo e . 4 December 26, 1917 BUSINESS CREED. Qualities Every Merchant Should Undertake to Acquire. I will be a business man. I will so operate my business that I may be able to prove that I am a business man. Myself and all those who work with and for me shall at all times be most courteous to customers, Uncivil lan- guage is not a part of real busi- ness. Those who would give us op- portunity for increasing our profits shall be given the utmost considera- tion. The “voice over our telephone” shall not be one that offends. We will always bear in mind that our mis- sion is to serve, not to be From serving.comes Our business growth, and the rapidity of this growth is determined by the quality of our service. Service is not the giving away of profits. Service is efficient serving. It is that by which I secure and hold the good-will of the customer. Il will not give my profits to my cus- tomers; I will have courage to ex- pound my principles of business and will stand upon them. servea. I will not fear my customers. I will secure a legitimate profit—and no more. I! will stand upon my own two feet and take what is mine by right. If I cannot make a profit I will not make the deal. I will employ proper methods in my business at all times. I will al- ways know the condition of my busi- ness, and of each department of my business, I will make my business methods tell me a true story of my business; I will know my losses and my gains and will endeavor to check my losses and increase my gains. I will maintain a system that is ade- quate to my needs. I will plan for new business, for the invasion of fields from which I have not secured business hereto- fore. I will aim at the acquisition oi new customers and the sale of goods for which there is a demand or for which I can create a demand but which have not brought me revenue heretofore. I will be clean. I believe filth is a disgrace. The daily grime of toil and the accumulated filth of neglect are not the same. I will remove all filth from my place of business. I will keep my corners clean. I will keep clean the clothes of myself and my co-workers. I will scrub the floor oi my office and store regularly. I will keep my windows clean. I will not permit the disorderly arrangement of anything in my place of business. I will never be content to be “average.” I will excel. I will try to enlist the co-operation of my co-workers in the upbuilding of the ideal toward which I strive. If I must succeed they must help me. Without their full co-operation I am handicapped. I will make my place of business my best advertisement. It is always my greatest advertisement, and | will make it an advertisement for good. When the stranger enters his eye shall be met by that which is pleasing. His desires shall be met MICHIGAN TRADESMAN with promptness and completeness. He shall be made—and kept—satis- fied. I will make the reputation of my work an asset. The botch job shall have no part in my plan. People shall bring work to me because they know I will do it well. They shall know this because they shall know that I have done well. I will build my business for pos- terity. I will so build that the com- munity may benefit from the part | have played. I will so build that those dependent upon me may receive from my business that to which they have a right in life—even after I have gone. It is my desire that the world shall be better for my having lived. —_++. Unable to Explain Attitude of Ger- man People. Detroit, Dec, 22—I am, like your- self, a man of German descent, and I am just as ashamed of it as you are. My reason for being ashamed is quite as much the attitude of the German people of this country as the savagery and bestiality of the natives of Germany, who have clearly shown that the teachings of the Kaiser and his cohorts have develop- ed a race of brutes, actuated only by hatred, lust and lawlessness. I can condone the conduct of the German people in Germany, but I cannot conceive how the people ot German descent who live in_ this country can stand up for the Kaiser and his brutish instincts the way they do. Of course, they are traitors to America and ought to be stood up against a wall and shot full of holes, the same as they would be in Ger- many if they spurned the K’aiser the way they do President Wilson. | I wish to commend your leading editorial in the Tradesman this week, entitled Handwriting on the Wall. It expresses my sentiments exactly. I could not have expressed the idea you intended to convey any better myself. The German people are go- ing to get a bump after the war is over and they will find that no other people will have anything to do with them for a hundred years—and long- er still if it takes a longer time for the German people to repent their misdeeds and crimes against civiliza- tion and make amends for their otf- fenses. Carl Braun. ——_>-.___—_ Parasols Back Again. There seems to be some indication that parasols next spring will be res- cued from the comparative oblivion of last year and brought back into the sunlight of popularity which they enjoyed a few years ago. They are said to be in more favor with the Palm Beach trade, and spring buyers are taking more interest in the new offerings, shown usually with spring millinery. Sets consisting of para- sols, hats and knitting bags are shown in many combinations of bright col- ors, and the pergola type parasol seems to be the most in favor thus far. Backgrounds of white and pink seem to be the most generally used setting for the various color effects. ——— i Oe In war, as in all life. thaumaturgy isn’t in it compared with hard work. There are always, to be sure, the lucky fellows. For most of us there is nothing like plodding away and keeping everlasting at it. There is no other secret of suc- cess in conducting a great war. From the high command to the _ lowliest private, everybody must work like a horse.—Evening Post. Canned Shellfish to Save Meat. Southern shrimp canners are tak- ing advantage of public interest in fish to broaden their Northern mar- ket for this delicacy, twenty-seven canners along the South Atlantic and Gulf coasts having combined for an advertising and marketing campaign. Shrimp is a staple Southern sea food, but throughout the North there are hundreds of thousands of people who only occasionally serve the canned article and who are under the impres- sion that it is a seasonable delicacy. 15 The shrimp canners are teaching Northern housewives to regard their product not only as a war-time food, to be used in the conservation of meat, but as an all-year-round staple article of diet. peatelary! STI aE gia aks Of All Jobbers PRESIDENT SUSPENDER CO., Shirley, Mass TAKE this means to show you my sincere apprecia- tion that you have so liber- ally and voluntarily ordered through my jobbers’ the Dornbos Single Binder Cigars. liability but an asset, for which I thank you. The wonderful , growth of my business as- “See sures me I have been no \ No. 1917 Prosperity Value Received and Charge to the Account of Grand Rapids, Mich., Dec. 25, 1917 Bank of Prosperity Pay to the order of DORNBOS SINGLE BINDER BUYERS 365 DAYS (Three Hundred and Sixty-Five Days) of Health and PETER DORNBOS, Cigar Manufacturer, 16-18 Fulton St., W. Public Telephones public telephones. PHONE. people. Michigan state Wherever busy men and women may be—in large places or small—public telephones place the conven- ience of telephone service (both local and long- distance) within easy reach. The Blue Bell Telephone Sign points the way to When you want to save time and effort, just look for the Blue Bell Sign and TELE- Public telephones are found at railroad stations, hotels, restaurants; in cigar stores, drug stores and other places where they are easily accessible to the | Telephone Company 16 MICHIGAN TRADESMAN December 26, 1917 )) {! _ — = = )))) ng SEP, See OBER WOMANS WORLD =~ | 2 eae Interesting One’s Self in New and Broader Things, “The so-called ‘woman of the world’ has a characteristic that we women not of the world would do well to cultivate,” dryly remarked the little homey woman over her tea- cup to the friend who was calling upon her. “Her life teaches it to her, insists upon it. She must have something to say. She cannot sit wrapped in silence the way so many of our kind of women do when in company. Her world deems this bad form. It ex- pects her to take effective part toward the general sociability. Some of us have this gift, but most of us haven't. “I started to think about all this the other evening at that company of friends and neighbors that met at my sister’s. The friend Mrs. Benton brought, Mrs. Clark—how she shone among the rest of us women, showing us up with but two exceptions, for just what we were sqcially—dull, un- initiative factors! “Mrs. Clark talked so easily and with such animation. Her talk was not clever (I do not think she makes the least pretense toward cleverness) Its charm lay in the way she tried to draw out the ideas of the person to whom she was speaking. Her art lay principally in the way she listen- ed, so alert and so interested. “She permitted no awkward pauses. When she told a story or an experi- ence it was with no hesitation or use- less repetition. She had assurance, but it was not in the least aggressive. “There sat Miss King—a truly clever woman—mum as an_ oyster through the whole evening, content, or apparently so, just to listen. And little Mrs. Benton, a sweet wife and mother and so efficient in her home, had nothing to say for herself save in little short answers to direct ques- tions. “Mrs. Brown was downright glum. She gave the impression of just wearily waiting the time of leave- taking, yet she is very far from being a stupid woman when one meets her out of company. I tried to talk. but could think of nothing really inter- esting to say. “As I watched my husband con- verse with Mrs. Clark I realized that he and I never really had conversa- tions, but my good sense showed me that the fault lay with me, not with him. “T studied the other husbands and found that they all seemed to enjoy talking to Mrs. Clark. It came to me that men of our quiet world are not as deficient as most of 15 ~vomen are in conversational power. I decided that it was their busy life with all its contact with other men and things that helped greatly to make them good conversationalists. “That is just the trouble with un- interesting women. “We let ourselves become so out of touch with matters of general in- terest that we are rendered dumb when discussion of our personal do- ings and interests is out of place. as it certainly is in a general social gath- ering. “Some women, many, in fact, do not realize that such talk is inappropriate then and prattle on about their house- keeping, their children, their ailments, etc. Conversation of this sort really is even more of a social blight than silence. “T realized in that to me humiliat- ing evening that I read the paper only by fits and starts, that I seldom look- ed at a magazine and that I took no deep interest in anything that did not touch immediately upon my family affairs or those of the few special friends that are dear to me. “Good taste kept me from discuss- ing these personal interests in any social affair of the least formality, so I had nothing to talk about. This was the reason why I did not like to ‘go out’—dreaded it every time. It was not that I did not like meeting people outside my home, but because I could not be at ease with them. “Then and there I resolved upon reform. It is simply amazing to me what a few hours of intelligent read- ing of the newspapers and magazines have done toward giving me subjects to talk about that are of general in- terest. “Last night at dinner I actually conversed with my husband on a matter of National importance. You should have seen his pleased ex- pression. “T made time to go to a lecture to- day, and I took that musical daughter of mine who is so buried in her spe- cial interest that she has nothing to say for herself when it is not the topic of talk. Coming home we chat- ted together on a fresh subject. I have not been just to my children not to train them into the gift of general talk, which is, of course, based upon general interests. “IT have won their co-operation in my resolution. We have agreed to fit ourselves in every way we can think of to be able to do our bit in conversation of general character. “We have all decided that dumb- ness and glumness should be consid- ered quite as stupid in our world as in Mrs. Clark’s. “Our efforts creak a bit now, for we are all a little self-conscious in them, but each day they grow easier. And I want to tell you that our new ways of trying to get out of the hab:t of just talking about personal matters and of interesting ourselves in new and broader things have made me feel twenty years younger.” ee oe The best advertising is the cheap- est in the end. —_--+ Don’t argue with a bee. cafries its point. It always SKINNERS 97! MACARONI The Nationally Advertised Line. 24s per On SPECIAL DEAL. See jobber’s CASE salesmen or write for particulars. SKINNER MANUFACTURING COMPANY Omaha, U.S. A. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. UL onl i Ss = a : RRY e os ORLEANS Three Sure Winners ORLE OLASSE PACKED BY RICH & BERRY We are now packing NEW CROP Pure New Orleans Molasses in the same standard size cans, full weight. You can also have the same in barrels and half barrels. Ut, NEW ORLEANS Oelerich & Berry Co. Packers of ‘‘Red Hen,”’ CHICAGO Cotas ee) 3550-8 0 ,~@; JUDGE FOR “x eo ron oe eo Coa POT a tia actin) SCHULZES | el s(ekeco Naa ax Seep) a » = ~ 4 » a ’ ays aes e 2g" _ — To ° a 6 a e* 7. IP ass ae CS December 26, 1917 Rhubarb. Written for the Tradesman. It is a safe bet that not one gro- cer out of ten who handles rhubar! really understands the full possibil- ities of this lowly herb as an ally in the present world-wide fight against high food cost. If he did, the average dealer would sell much more of it than he does, and housewives all over the country would come to regard it in a new light. All in all, the fruit crop of 1917 will doubtless measure up fairly well with the average yield of other years, but owing to the tremendcus demand to be made on this country by our Allies for meat and grain, the people of America must, if we would win the war, inaugurate a Nation-wide food conservation movement. In_ other words, we should eat more sweets —more jam, sauce, jelly, preserves and the like; and less meat and bread —and the latter should be sent across the waters for the soldiers at the front and the civilian population among the allied nations. While the cherry crop was a fail- ure, and while the berry crop in some localities is not as large as normal from present indications, and while some other fruits upon which house- keepers rely may, here and there, be less bountiful than usual, it would seem that the frugal housewife ought to be anxious to hear about the pos- sibilities of the lowly and inexpensive rhubarb, and not unwilling to at least try it out. Rhubarb seems to be used in this country chiefly for making pies, and many people seem to suppose that it is a good thing merely for tiding over a sort of trying period in the early springtime when the appetite is keen for something green and fresh, before gardenstuff or new fruits and berries have begun to arrive. So, in many localities—perhaps one might say, in most localities—the rhubarb has a brief vogue, And, even at that, many people do not care especially for the rhubarb pie. But yielding itself to pie-making activities is one of the least of the possibilities of rhubarb. ‘ It makes a splendid sauce, which can be served hot or cold, tart or sweetened to one’s taste, and is es- pecially adapted for breakfast use. It is cheaper than fried apples, and to many tastes quite as acceptable. By adding more sugar and cook’'ng lower, an excellent rhubarb iam may be made, and this, when sealed in glass fruit jars, sealed securely while hot, will keep indefinitely. If one is preserving during straw- berry season, a: fine combination jam or preserves may be made of rhubarb and strawberries, using either an equal amount of each, or one part of strawberries to two of rhubarb, as one prefers. The blend of flavors is quite as pleasing to the average palate as that of strawberries and pineapple. And any one who likes at all such combinations of fruits, will be most apt to like rhubarb and strawberries. Rhubarb jelly is especially fine both in the matter of color, flavor and MICHIGAN TRADESMAN consistency. Its color varies some- what according to the way in which it is made, from a lighter to a darker reddish shade. And in the jelly the rather pronounced rhubarb flavor un- dergoes a sort of refinement that makes it highly acceptable to people who do not at all care for rhubarb ‘in pies, as sauce, jam or preserves. The writer had a friend once who de- clared that rhubarb pies tasted to him as if they had been made in an apothe- cary’s shop. So far as I know he nev- er ate any rhubarb jelly; if he had, I’m sure he would have liked it. The best variety of rhubarb for all purpose is the so-called strawberry variety—the small, red-stalk kind; that does not require to be peeled. The chief flavor and merit of the rhu- barb is in the peeling that many housewives remove and throw away. The rhubarb is rich in food values, and ordinarily quite inexpensive, It comes on early in the spring, renews itself from time to time in a perfectly marvelous way when the edible stalks are carefully removed without injur- ing the plant, grows rapidly, and keeps right on growing through the spring and summer if excessive dry weather does not check it; and so it can be sold inexpensively. When berries and other fruits suit- able for preserving and jellying are below normal, the rhubarb supply is undiminished—and quite the cheap- est thing on the market. By the use of it in the several ways here indicat- ed, a greater variety of edibles for the winter can be laid by. And, in view of the prevailing high price of sugar, it behooves the housewife to get her remaining preserving materials as in- expensively as she can to keep down the cost to as low a level as possible. In addition to rhubarb jelly, or rhubarb sauce, jam and preserves, and rhubarb in combination with straw- berries, it can be successfully can- ned—the stalks washed and cut up into convenient lengths, and brought to a boil in syrup, or the stalks can be placed in a quart or half gallon glass iar, as closely as possible with- out bruising the stalks, and the same placed under a hydrant of cold water, allowing the water to run for a few minutes: then, having melted some paraffine and poured in the lid, care- fully and quickly, place it on the jar and screw it down securely. In this way all air is excluded from the jar, which, if kept in a cool dark place, will keep perfectly. When opened in the late winter it will be found as fresh and edible as if but recently cut. When the wife of a professional gardener who had been raising and marketing for years the finest variety of strawberry rhubarb, seemed sur- prised to learn that rhubarb could be made into jelly, and was interested to enquire the proportion of sugar, as happened recently to the writer’s personal knowledge—it would seem that a campaign of education in re- gard to possibilities of the lowly rhu- barb were not an untimely thing; and the grocers who handle rhubarb are the ones to impart this informa- tion. And now is a good time to make a beginning. Frank Fenwick. Why Grade Potatoes? Because it is For years the growers of fruit in Cali- fornia and the Pacific Northwest have progressive. with competed successfully erowers one or two thousand miles nearer the markets they entered. The West- ern growers grade their products so every uniform and pack in such manner that every fruit is per- fect consumer. Following their lead New York ap- ple growers and others now grade and pack carefully. states are box is when it reaches the Apples from such standard in markets, de- manded and well paid for by those who know good fruit and wish al- ways to be sure they get it. Southern potato growers’ associa tions have graded potatoes for years and marked their best grades. In the poor market year of 1915, prac- tically every car of 10,000 sent out by one Southern association was sold direct. The buyers knew just what they would get from this association and took its stock at a fair price, while ungraded potatoes went beg- Other shippers’ many ging. associations and have rec- ognized the trend of events and would have graded all their potatoes, even had the Food Administration not re- quired it. Be up-to-date, then, and grade your potatoes. large growers Flowers may blush must advertise. SKINNERS MACARONI The Nationally Advertised Line. 24s per On SPECIAL DEAL. See jobber’s CASE salesmen or write for particulars. SKINNER MANUFACTURING COMPANY Omaha, U.S. A. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Dressed Poultry wanted in large quantities for the holidays. Get shipments here early. Can handle large shipments to advantage. Fresh Eggs in good demand 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, unseen—you 87: 19 Mr. Flour Merchant: You can own and control your paC oe: CeCe ENCE to Moy) a eee man instead of an order taker. Write us today for exclusive sale proposition covering your market for Ie sdaciesie aoa Atm ise laah choice Michigan Wheat properly blended to pro- duce a satisiac- » tory all-purpose family flour. ee GRAND RAPIDS, MICH. The Sack that keeps the flour 1M and the dirt OUT. Sold in Sanitary Tin Packages— 2, 5, 10, 15 and 25 Ib. pails— by all wholesale grocers See Quotations in Grocery Price Current. SEEDS Reed & Cheney Co. GRAND RAPIDS, MICH. Use Tradesman Coupons Watson-HigginsMlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary: Sacks 1052 N. Ottawa Ave. G. B. READER Jobber of Lake, Ocean, Salt and Smoked Fish, and Oysters in Shell and Bulk Grand Rapids, Michigan MICHIGAN TRADESMAN December 26, 1917 : Wes) ics Sl i } WM. D. BATT HIDES, WOOL, FURS AND TALLOW 28-30 Louis St. Grand Rapids, Mich: H ARNESS OUR OWN MAKE 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 Grand Rapids Store Fixture Co., Inc. The Place, 7 Ionia Ave., N. W. BUY AND SELL Used Store and Office Fixtures Michigan Retall Hardware Association. President—James W. Tyre, Detroit. Vice-President—Joseph C. Fischer, Ann Arbor. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. It Pays to Review the Lessons of the Year. Written for the Tradesman. With the near approach of another year, it will pay the hardware dealer to take a few minutes, or a few hours if he can spare them, to review the year now closing, and to draw lessons from his experience. It may be done now, and it may wait until the stock-taking is over; but this looking back and _ taking profit from our gains and losses is a profitable stunt. And at the same time it will pay, also, to outline a few plans for the year that is coming. What you have done, and what you have failed to do, in 1917, will point the way to what you should do, and to what pitfalls you should avoid, in 1918. In the past few years, war condi- tions have presented new problems for the American merchant to solve, and these conditions have been to some extent intensified by our own entrance into the struggle. But the average will find, on looking back, that on the whole he has risen to his opportunities; that he has almost au- tomatically adjusted himself to the new conditions; and that the oniy dis- comfort has been in the brief periods of readjustment. In this there is strong ground for hope that, whatever difficulties may arise and however conditions may alter, the American merchant will quickly adapt himself to them, and will be found, as ever, able and willing and eager to serve the people. It is worth while to look with a critical eye at the conduct of your own business. On the whole, things have been going fairly well, A lot of merchants tell me that they have had a good year, and they are feeling quite comfortable about it. It is goad to feel that war has not killed busi- ness, but has only served to make American business men the keener and more wide awake; and it is good to draw from this comforting fact the further thought, that there is promise of American business men being able to meet the further emergencies that war and peace may bring. But it is not good to be too selr:- satisfied, too comfortable, in regard to business prospects. The thing to do now is to. anticipate furthe- emergencies by planning new im- provements. For instance, at the buying end. The situation just now calls for shrewd, careful buying, and civuse watching of the market situation. You have done pretty well in 1917, all things considered? That’s good. But isn’t there room for improvement the coming’ year? Just sit down, and turn over your experiences in your mind. How could you have done better on this occasion? Could you have avoided that other purchase which turned out bad? Do you keep as close tab on market prices as you should, and could? The answers to these, and to a host of other ques- tions, will suggest at least a few ideas looking toward the improve- ment of your buying methods. It is not the man who is satisfied with himself who rises in the world. Discontent is the parent of progress. Not nagging, grumbling, fault-find- ing, petty discontent; but that di- vine discontent which in the best of conditions still sees room for im- provement and which goes quietly to work to improve things. It is in that spirit that the American merchant in reviewing 1917 should seek for means of improving and rendering more ef- ficient even the most successful busi- ness. I don’t -think that any successful merchant is ever quite satisfied. If he was, he would cease to be success- ful. There is one merchant in my own town who is a very good advertiser; I think his advertising copy is the best, the most readable, the most ap- pealing and most effective that ap- pears in the local papers. He said to me: “I wish you could suggest some- thing that would improve this adver- tising of mine. I try and try and try, but I never seem able to get just the message I want to get across.” “Doesn’t it pay ?”I asked. “Of course it pays,” he returned. “But I’d like to make it better, so that it could pay more.” And therein is the reason why it does pay—this merchant is always trying and trying and trying to make better copy. If he adopted certain rules and was content to merely live up to a fixed standard, his advertis- ing would lose life and appeal. If you advertise, what can you do to improve your advertising in 1918? That’s another question to consider in the light of your 1917 experiences. Of course all merchants advertise. Newspaper advertising is only one avenue whereby to approach the pub- lic. There are also your show win- dows. Couldn’t you devise some sys- tem for improving your displays? Wasn’t there too large a proportion 139-141 Monr Both Phonas Fi GRAND RAPIDS. MICH AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich. 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. Ask about our way BARLOW BROS. Grand Rapids, Mich. cMc Ready-Made — PRICE CARDS 9%” are neat and attractive and Gi pectathido than you can make them—40 cts. per 100 and up. Write for Samples CARNELL MFG. CO. Dept.k , 338 B’way, New York WY rae su BEAN TRADE-MARK === The Home of SUN-BEAM GOODS extends the best wishes for a profitable and en- joyable Holiday Season and a bountiful New Year: with full appreciation of the many courtesiesshown during the past year. BROWN & SEHLER CO. Home of Sunbeam Goods GRAND RAPIDS, MICHIGAN 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 OFFICE OUILFITTERS LOOSE ! EAF SPRCIALISTS tu Sisco Kine Co Co. 237-239 Pear! St. (near the bridge) Graad 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 157-159 Monroe Ave. Foster, Stevens & Co. Wholesale Hardware wt Grand Rapids, Mich. 151 to 161 Louis N. W. & - ~ Ne = FG AT ee ae pe ePO acim » « » » December 26, 1917 of hit-and-miss displays in 1917? Dis- plays just thrown together on the spur of the moment, instead of care- fully planned? Why not start the year by getting together some ideas in regard to window display, and out- lining on paper your plans for 1918? Incidentally, there are little ideas in time-saving that it will be worth while to turn over. For instance, why not systematically gather ideas for displays? If you have a file of these ideas, clippings, notes, sketches, gath- ered from time to time, it will he a lot easier to put together your dis- plays. You'll find that a time-saver. You'll find it a time-saver, too, to keep a similar file for suggestions for newspaper copy, to be worked into your advertising as you go along. An outline, on paper, of your year’s plans, will help. Then there is your — salesforce. Doubtless you experienced both sat- isfaction and dissatisfaction in 1917. Is there room for improvement? What can be done to make the boys more interested, more efficient? Have you tried staff conferences? Would it be worth while to spend a little more time in. discussing selling problems with the boys individually? They don’t know the stock as they should. Well, what is the best meth- od to get them acquainted with and interested in the stock? Turn these questions over in your mind, and if an idea suggests itself that might be worked out in your own store, try it. The trouble with a lot of good ideas that occur to mer- chants is that instead of being tried out they are allowed to slumber. Yes, it will pay to take a little t.me in the next few days or weeks, even if it’s only a half hour on New Years Day, to think these things over. Look back at 1917 with its achievements and mistakes, and draw from these the lessons for the coming year. And having drawn these lessons, having sketched out ideas for improving your 1918 business, having put these ideas on paper—see that you make at least an honest effort to carry these ideas into effect, and to reap dividends from them. Victor Lauriston. —_———_- | —_——————_ Lansing Business Men Condemn Fake Advertising Schemes. Lansing, Dec. 24—The following resolution has _ been unanimously adopted by Lansing business men who represent over 90 per cent, of the legitimate advertising patronage of Lansing: : That it is the unanimous sense ot this meeting that we fully endorse the National Red Cross, all military or- ganizations, either local or National, and every other movement along ev- ery patriotic line and that we are especially anxious to co-operate in any effort to eliminate useless ex- pense and waste, parallel work and to conserve efforts, as in our judg- ment-a large amount of useless and wasteful advertising should be dis- pensed with during the war as a measure of economy and conserva- tion, as practically all special adver- tising, including programmes and oth- er similar schemes are expensive to solicit, collect and print, with an ad- vertising value of practically nothing, as somewhere between 90 and 99 per cent. of the money spent at the pres- ent time on this class of advertising is absolutely wasted. We realize the importance of judicious advertising and the necessity of keeping Lans- MICHIGAN TRADESMAN ing on the map, which will take a large amount of free publicity in local papers, which should be the log- ical advertising medium of all Lans- ing business men. While the Lansing Chamber of Commerce has endeavored to prevent fraudulent and worthless advertising and has, during the past few years, saved the business men of Lansing $100,000 thereby, still well intentioned but badly informed local activities constantly attempt to get past them and to promote advertising schemes with no advertising merit, and at a heavy expense, which does the local enterprise little good. Two recent activities along this line have come to our attention, at a serious loss to many Lansing business men, who in a spirit of loyalty and desire to as- sist worthy causes have contributed several hundred dollars to out of town promoters. Believing that it is impossible for the Chamber of Commerce to pre- vent all abuses along this line, we earnestly request all churches, lodges and other public activities in Lansing and surrounding towns to. refrain from such advertising schemes until the close of the present war. Worthy organizations will be accorded finan- cial help by our members when ab- solutely necessary and divested of any attempt to make charity or be- nevolence a matter of business. We ask this as a patriotic duty and act of conservation and will resent any attempt to evade it by any Lansing organization. We earnestly request every Lans- ing business man to carefully scrutin- ize all such advertising efforts and to avoid contributing to them as far as possible until normal conditions make it easier to waste money for useless and fake advertising. Please refer every request to the Lansing Cham- ber of Commerce for endorsement, as they represent the interests of Lans- ing business men and Lansing citi- zens, and are organized to protect them if given a chance. J. W. Knapp, President Lansing Advertiser’s Club. A. T. Vandervoort, Secretary Lans- ing Advertiser’s Club. C. O. Sprowl, President Retail Mer- chants’ Association. Chas. H. Davis, Secretary Lansing Chamber of Commerce. —_—__>->—_____ To Make Satisfied Workers. A small banker in ‘a Pacific Coast town gets unusually good service from his employes by cultivating their friendship. Every month or so he invites them to his home for dinner. Recognition of this kind, he feels, cannot fail to bring about in the em- ploye a friendly feeling and an inter- est in his work that is deeper than that produced by a raise in salary. A raise gives temporary impetus, this executive believes, but after a while the employe becomes accustomed to drawing the extra pay; then the in- spiration is lost. But the boys never forget the “eats.” Charles A. Singler. —_—_++.—___ The Kaiser’s Equivocal Position. Blocdy Bill Kaiser set out to over- run the world. In view of the dis- asters which have befallen him, how- ever, he must now be feeling a good deal like Cal Clay. Calhoun Clay, of Paint Rock, was fishing for tarpon in Florida and he hooked such a big one that it pulled him overboard. “As Cal went over the side of the boat and tore through the water in the tarpon’s wake he said: “What Ah want ter know is dis— is dis niggah a-fishin,’ or is dis fish a-Niggerin’?” a1 The Michigan Hardware Company and its efficient force of Traveling Salesmen 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 2 Extend to the thousands of friends and customers, whose patronage and kindly words have endorsed our business methods, our sincere thanks. Our business for Nineteen Seventeen, we are happy to say, was the largest in volume of any year since the inception of our company. The same liberal policies will be pursued dur- ing the New Year. Old friends and new are as- sured of the same courteous treatment as in the past, and a sincere desire on our part to render a genuine service to all. We wish you a Happy and Prosperous New Year os Michigan Hardware Co. Exclusively Wholesale Grand Rapids 2 Michigan MICHIGAN TRADESMAN December 26, 1917 = = = VE y ag i DRY GOODS, ODS» NOTION: Eger GS — = = = Building Up an Underwear Business. There is no staple line more neg- lected in the general store than under- wear, and yet, for those general mer- chants who have given the matter thought and attention, the underwear investment has yielded a very satis- factory profit. It is also true that many stores handle underwear in the long run at a loss, due to overbuying, mad buy- ing, and lack of sales attention. It is true also that most stores could increase underwear sales by giving more thought to the question. In visiting a number of stores: re- cently, the writer found that many of them have two or three or even four lines of underwear, when, as a matter of fact, the average store in the average town of 2,500 or less should have but one line and the same ought to apply to stores in the small- er cities up to at least 25,000. Much care should be used in select- ing a line, in deciding on a line to carry. You must have first of all a line that is made by a concern that can assure prompt deliveries. oe a me « » > ® a 2 ¢ » v December 26, 1917 that has finish and that will hold its shape, So, all of these requirements should be especially featured in the advertising and then your advertising may be varied by calling attention to the lines you carry, to show the fact that you are specializing in under- wear for tall, short and medium peo- ple, for misses, children, men and women, that your customers may know that your store is the store in which underwear is a specialty and not a side line. Then, with good window displays, with personal let- ters calling attention of your cus- tomers to your underwear offerings, with good advertising in your news- papers, coupling up your advertising with that of the maker and with par- ticular and especial training of clerks in the store, hooked up with an at- tractive display of the goods in the store at all times and careful atten- tion to keeping up the stock, results can be produced in any store. There is profit in selling underwear when the right effort is emphasized and a merchant can lay the founda- tion for better business and more profit by educating his customers from year to year, step by step. The buyers of the cheaper grades can be lifted up to buying the better quality of goods, and as all merchants know, there is more profit in selling the better ,grades of underwear. A $1 item usually costs $8.50, whereas a $2.50 garment can be bought from $18 to $20 per dozen and it takes no longer to sell a $2.50 garment than it does to sell a $1 one. A good gar- ment is always good, always com- fortable, always fits, as long as there is anything left of it, but a cheap garment can never be a satisfactory item and yet always it may be worth the money paid for it. So, particular stress and effort should be placed on leading up the trade to a better grade of underwear, it means more satis- fied customers and more profit for you. Of course, the question of weights and sizes is a matter that each mer- chant must determine for himself. Localities modify these problems so that no set rules can be made for any merchant but the one thing to remember is that underwear must be sold if the desired volume of busi- ness is to be reached. It is not so staple that any merchant can reach the desired volume of sales by just keeping underwear. Selling means effort all along the line. Careful at- tention to buying, careful attention to display, wise use of windows and dealer helps, careful and attractive display in the store coupling up your advertising with that of the maker, a thorough knowledge of the goods and stock, and the right kind of copy in the newspaper. It is much easier to sell a line of underwear that is generally adver- tised, Where the line is advertised in farm papers, the retail merchant can take advantage of the demand created by these mediums and by repetition intensify it by his own ad- vertising in newspapers. There is no line of merchandise where coupling up with the manufacturer in adver- MICMIGAN TRADESMAN tising can bring better or quicker re- sults than in underwear. Efforts on underwear should be made now, the real effort should be- gin before the demand comes from the weather. It is an item about which your customers begin to think early in the season, and as the sea- son advances and the demand intensi- fies from weather conditions, you will find your customers have practically made up their minds on the under- wear question long before they step in to complete the final transaction. So, your window display, your adver- tising, and your display in the store should be given attention early in the season before the real selling time for underwear begins. Let me repeat, it is much easier to sell an advertised item than it is underwear of unknown brand. or quality and it is better to concen- trate on one line, a line that will fill all the needs and requirements of your trade and then, push, push, push sales in all ways. It brings the busi- ness and profit. If you have not done these things or are not doing them with your winter line, there is yet time to be- gin and then start right with the line for spring. E. B. Moon. ———_.+____ Activities in Michigan Cities. Written for the Tradesman. The Northeastern Michigan De- velopment Bureau will hold its an- nual banquet in Saginaw Jan. 22. Covers will be laid for 200 people, with Gov. Sleeper as the guest >f honor. In order to save fuel, Saginaw’s street lights and electric signs have been reduced 50 per cent. No more ashes may be thrown on the streets at Muskegon Heights. They are unsightly and besides many sleighs get stalled. Muskegon boys and girls raised and marketed over $1,200 worth of garden crops this season under the auspices of the Muskegon Home Garden Association, that city makine the best showing per capita of any town in the State. Pupils of the Froebel school for a second time won the banner for having won best re- sults. The gas and electric company of Sault Ste. Marie declares it must have relief or go into bankruptcy and pe- titions for an advance in rates from $1.10 to $1.45 per 1,000 cubic feet. A potato show open to St. Clair county will be held Jan. 3-5 at the Chamber of Commerce offices in Port Huron under the direction of this civic body and the farmers. Nashville has 1,000 to 2,000 hard maple shade trees and a movement has been started to tap them the coming spring and assist in conserv- ing the sugar supply. For the first time in its history the life saving station at Macatawa will remain open all winter, with three men on the job. The other members of the crew have been draft- ed into Federal service for duty on the Eastern Coast. The factory at Middleville made vacant by removal of the Globe Knit- ting works last summer will be oc- cupied soon by the Western Knit- ting Co., of Rochester, Mich. Gloves will be made at the start and seventy- five people will be employed. Hastings is to have a public library at last, the Common Council having taken action to this end. For the present it will be housed in the new high school building and the school and women’s club libraries will be combined with it. The Belding Machine Co., recently organized in that city, is now in ac- tive operation. Almond Griffen. +++. Will Ribbons Come Back? The ribbon demand is unchanged so far as actual demand is concern- ed, but the announcement that Paris is using more ribbons in its new models is making the trade here sit up and take notice. Of course, noth- ing definite has resulted from this announcement and announcements have been made so often in the past that have not improved the demand for ribbons that there is a tendency to await further developments, but despite this fact there is some notice. able interest in the possibility of a wider use of ribbons. The renewed interest that the dress and waist manufacturers are showing in ribbons which while it is most limited is giving the ribbon trade the idea that possibly this time the forecast is right. It will be some little time before the new spring ready-to-wear models will have the indorsement of the buy- ers and until that time nothing can be said as to the further use of rib- bons, but in the meantime all quar- ters are hopeful to say the least. The one bright spot in the ribbon trade at this time is the dry goods demand for wide fancies which is showing signs of continuing for some time despite the closeness of the hol- iday season. Should this demand continue through spring in addition to a renewed interest on the part of the cutting up trade in ribbons the result would be most satisfactory to a trade which has gone through sever- al seasons now with little real busi- ness showing itself. ——————— Steer Clear of Mannish Effects. There is a growing disposition in the cloak and suit trade to shun the military and extremely mannish ef- fects in women’s coats and suits for spring. Although there is no obiec- tion to these creations so long as they are confined to design in which dress goods will serve the purpose, there is a fear that the idea might develop, as most styles for women do, to ex- tremes which would require the use of the men’s wear fabrics. Inasmuch as there is now hardly a sufficient supply of these goods to meet the de- mands of the: men’s wear trades, women’s coat and suit manufacturers do not relish creating a desire for something which they could only sup- ply with great difficulty and in small quantities. We are manufacturers of TRIMMED ANI 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. 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 572-584 SO. DIVISION AVE. - GRAND RAPIDS CALENDAR CO. GRAND RAPIDS, MICHIGAN The spirit of the season prompts us to express our appreciation of your past favors and we extend our best wishes for A Happy New Year full of prosperity. WHOLESALE DRY GOODS PAUL STEKETEE & SONS GRAND RAPIDS, MICH. 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- . — Treasurer—Lou J. Burch, De- roit. Grand Conductor—C. C. Starkweather, Detroit. Grand Page—H. D. Ranney, Saginaw. Grand Sentinel—A. W. Stevenson, Muskegon. Grand Chaplain—Chas. R. Dye, Battle Next Grand Council Meeting—Jackson. Good Resolutions which Apply t> Any Traveler. I believe in myself. I am the po- tential equal of every other human being. I believe I am a_ business man. When I tell the story of my goods I believe the time I am spend- ing is just as valuable as the time of the man to whom I am speaking. I will approach him without fear; I will tread firmly at every step; I be- lieve I have a mission in the business world. I am a supplier of needs. I am in position to benefit the world. The goods I sell are desired by it; it only remains to make the world acquainted with the goods. Once my goods are known to the world the world will want them; the world will use them; the world will be glad I have told my story. In this belief I go to every man as one who may become his best friend. I will be truthful always. In all my dealings with my fellow men I will not by word, act or otherwise give a wrong impression. To build for success I must obtain and hold the confidence of my fellow men. To obtain and hold that confidence I must be truth itself. I will so work that there shall be no flaw in myself. They shall say: “It is the truth. He has said it.” This shall be the cor- ner-stone of my _ success-structure. I will be ever loyal to my line and my house. I am paid not to sell but to “represent,” and this I cannot do unless I am loyal. I cheat myself, my employer and those with whom I deal if I am disloyal. If I cannot be loyal to my line I will not sell it. Among those who sell there is no place for traitors. I scorn to be such. I am a man. IT will know my goods—always—all of them. I cannot fulfill my mission if Ido not. Unless I know my goods I am not able to win for myself the highest rewards of salesmanship; | cheat myself. Unless I can tell my story with full knowledge I am not a proper representative of my line; I cheat my employer. Unless I can tell the world all the benefits my goods can give J cheat the world. I will not speak disparagingly of my competitor or his goods. I owe it to myself not to do this. Each dis- paraging remark serves only to cre- ate curiosity as to my competitor and his goods and this affects me and my goods adversely. Each disparag- ing remark serves to lower my moral caliber; it makes my _ progression downward instead of upward. It is evidence that I am not an able sales- man; it is evidence that I cannot hold my own and must stoop to under- handed means in my fight for busi- ness. I am a builder of the industry of which I am a part. Each word and act of mine are factors in the progress of this industry—and of the world itself, I will be a credit to that in- dustry. I choose to be known as one who adds something of value and merit to the whole. I will boost the industry. In so doing I elevate my- self. I am a creator of opportunity. I do not wait for it to come, because it seldom comes uninvited. : It is more often created by the man—for himself. I want it—for myself. Wherefore, I create it—for myself. I value my time. And I will not be deceived as to what becomes of my time. I will take accurate account of my activities to the end that each minute may be profitably utilized. My speed toward success depends upon the time I spend in traveling. I have confidence in myself. I know I can do. The world’s greatest suc- cesses are but a combination of de- tails, of steps, of movements. And since I can accomplish any one of these success-building details I can build success. I will be a_ better builder to-day than I was yesterday: each day I will add to the structure. Each day I will review my work of yesterday, and each day I will plan to surpass yesterday. I can build success—I will. Leaf From a Country Editor’s Diary. Went to office. Devil playing with cat—no fire in stove. Boxed his ears and told him he would never make a Ben Franklin. Smith, the dry goods merchant, called at office and said T had nothing coming from his adver- tising last month. The bill my wife had charged showed a balance of $37.28 in his favor, The morning’s mail brought five advertising letters and circulars from the geographical survey, U. S. Civil Service Commis- sion, Food Administration, Depart- ment of Agriculture, War Depart- ment, crop report, Alfalfa Co., Liber- ty loan campaign, recruiting station and three postals from postmaster requesting a discontinuance of my yaway, leaving no address. MICHIGAN TRADESMAN had moved Each ow- Tried paper because parties ed from two to three years. Ny to collect bills around town to-day. . Everybody hard up. Lady called who had received one of my statements. She was angry and said: “I never paid for my paper and never will.” We didn’t doubt her word. She also said she would report us to the Post- master General. Jones came in this morning with a four inch advertise. ment, He may not advertise for weeks, now that he is using so much space this week. Man came in for an auction bill, He thought my charges too high. Spent an hour ex- plaining the high cost of paper stock. Wife just called up and said baby had the croup. She also requested me to bring home for supper one- half pound of oleo, one-quarter pound of codfish and two. potatoes. Take me back to the days when the farmer brought in a bushel of potatoes for a year’s subscription to the paper. Ready print is here. is 8c higher than last week. End of a perfect day. Just getting into bed. Wife said it was necessary to get warm. Coal man refuses to deliver gold nuggets unless he has cash in advance, Can’t get any money until village council meets again. They owe for printing council pro- ceedings and village clerk has gone deer hunting. Verily, the life of the country edtor is not all sunshine. news- Fre'ght roses and Raymond Beers. 4 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. December 26, 1917 USED AUTOS My Specialty—Easy Terms or Trade DORT AGENCY Dwight’s Auto Ex. 230 Ionia Ave., N. W. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon t-3 Michigan CODY HOTEL GRAND RAPIDS $1 without bath RATES } $1.50 up with bath CAFETERIA IN CONNECTION Tae a, RS WIRE Yor RESERVATION A Hotel to which aman may Send his Ltd Special Sales John L. Lynch Sales Co. No. 28 So Ionia Ave. Grand Rapids, Michigan 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 HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Plan, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch Koom COURTESY SERVICE VALUE Cafeteria - Cafe - Garage ELI CROSS Grower of Flowers And Potted Plants WHOLESALE AND RETAIL 150 Monroe Ave. Grand Rapids Use Citizens Long Distance Service INDE PENDENT A z ut [Loeb brane TELEPHONE NJ Ty 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. Citizens Telephone Company ~ » : a oa & ‘ » - ‘ eae: wh os ee » 4 - ow a a » oe ' $i iv ‘ = & ° e 2S December 26, 1917 Gabby Gleanings From Grand Rapids Grand Rapids, Dec. 26—Well, the annual U. C. T. Christmas dancing party is relegated to the realms otf history and those present pronounced it one of the greatest social successes in the history of U. C. T.ism. The reception and dance halls were ap- propriately decorated for the occa- sion and Christmas chimes of a doz- en or more different harmonious tones were distributed through the room. These, together with the pop- ular strains cf Tuller’s saxaphone orchestra, stirred the blood of old and young, Every one of the 100 couples present entered into the Christmas spirit, putting dull care away, and enjoying himself to the utmost. Three rousing cheers were given the committee in charge as a mark of appreciation of their inde- fatigable efforts, and success in mak- ing this the most enjoyable and bril- liant sccial function of the year. Mr. and Mrs. J. Harvey Mann, 805 Madison avenue, are entertaining as their guests during the holiday sex- son Mr. and Mrs. George Walker, of Blenheim, Ont., and Harry Morris, of Collingwood, Ont. The members of No, 131 should not forget that the Grand Council is of- fering a medal as a prize to the one securing the largest number of new members for the year. Also, they recommend that our home Council, in addition to this medal, defray the ex- penses of the winner to the Grand Lodge convention at Jackson in June. This latter recommendation from the acted upon Grand Council will, doubt- less, be acted upon at our -next Council meeting Jan. 5, so. get busy, men, for the medal alone is worth going after, and if the Council votes to defray the expenses of the winner to the Grand Lodge conven- tion it will be worth your efforts, to say nothing of the value you will be to your Ceuncil in helping to increase its membership. Mr. and Mrs, C. W. Hall and son, Raynor, 425 Fullec- avenue, are spending the Christmas holidays in Lansing. Word comes to us from time to time that this or that member of Grand Rapids Council is pro-German, but knowing the fickleness of Dame Rumor, we are accepting the reports with a grain of salt. We cannot as yet bring ourselves to think that any C. T. member, living under the protection of the American Eagle and enjoying the prosperity, liberty and happiness assured him by the stars and stripes, can affiliate himself with a monster in human form who strides like a Colossus over the dead and prostrate bodies of the women and helpless little children of Belgium and France, and who, as shown conclus- ively in recent investigations, has laid deep seated plots to do likewise to the families of American citizens. There are distinctively but two classes of people in America to-day —the one hundred per cent. Ameri- cans and the one-hundred per cent. Germans. There is no longer a fifty- fifty middle ground for us to stand on. Either we are for America or we are against her, and any pro-Germans known to be such should be locked up until the war is over. Their prop- erty, if they have any, should be con- fiscated to help defray the expenses of the war, and they should be sent back to Germany to lick the feet of their idol, the greatest monster cf all the ages as “petty men walk un- der the huge legs and peep about to find themselves a dishonorable grave.” Here’s hoping Grand Rapids Council has within its fold no idolizers of Bill Hohenzollern and, until we have more conclusive evidence, we shall continue to disbelieve these rumors in the future as in ,the past. H. Morris Mann is home from Camp Custer, spending the holidays with his father and mother, Mr. and Mrs. J. Harvey Mann, 805 Madison avenue. Morris says ‘he gets along MICHIGAN TRADESMAN all right in the marches until they give the orders to “speed up” whe. he finds his excess supply of adipose tissue somewhat of a handicap. However, he has worked some of this off and he hopes very soon to go on these forced marches with little or no inconvenience. We all wish you a Happy and Prosperous New Year. The second pot luck dinner to be given by Grand Rapids Council will be held in the Council rooms, 38-42 lonia avenue, Saturday evening, Jan. 5, at 6 o'clock. All members, their families and friends are invited. sring your baskets and come prepar- ed for a big time. Initiation and oth- er business of the Council will take place beginning at 2 o'clock in the afternoon. Rupert Cain, of the U, S. N. ts home with his parents, Mr. and Mrs. W. S. Cain, 1115 Thomas street, during the Christmas holidays. He attended the U. C. T. dancing party Saturday night and made a fine ap- pearence in his navy uniform. Frank H. Starkey has invented a much called for and useful article which, when placed on the market, we feel sure will bring him in hand- some returns. It is a ruhm board or table provided with hinges and, when not in use on crowded trains—which, by the way, is seldom the case—can be used in the aisles as a seat, and will be greatly appreciated by strap hangers. As a side line Frank says he can use his invention to good ad- vantage for a sample hat case. Now is a good time to send the Secretary four dollars—two dollars for Ccuncil dues to July 1, 1918, and two dollars for assessment for No. 141, If you mail them in together, one recept will suffice for both and thus save stamps. large number of U. C. T. men met at the Hotel Pantlind Sunday morning and proved their loyalty to their country by devoting a large part of the day to securing subscrip- tions for the Red Cross. Harry Winchester (Worden Gro- cer Company) left Thursday for Santa Monica, California, where he and the missus will spend the winter. Harry has acquired the go-to-California habit so firmly that he cannot shake it Of | Fred J. Moutier, of Detroit. best konwn by the veterans of the eighties and nineties and Grand Past Coun- cilor of Michioan U. CC. F., is re- covering from aé_ severe attack of pneumonia, contracted early in No- vember, and expects to be able to attend to his duties soon after the first of the year. Geo. Letter, the Ypsilanti traveling man, died last Wednesday at his home in that city. J. Henry Dawley (Bunte Bros. Co.) remembered his friends of the trade with Christmas presents in the shape of handsome boxes of choice con- fectionery. George A. Pearce says he can stand wheatless days and meatless days, because they come only once a week, but the heatless days he bumps up acainst every day in the week at the country hotels get his goat. C. L. Blough, traveling representa- tive for Liggett & Myers Tobacco Co., has been transferred from Pe- toskey to Benton Harbor, which will be his headquarters hereafter. Mrs. Blough is recovering from a serious operation at the Lockwood hospital, Petoskey, and = be unable to join her husband at Benton Harbor for some weeks a The weakest point on the Michigan Railway Company is Monteith Junc- tion, where tedious delays occur sev- eral times every day, discommoding passengers destined for Grand Rap- ids, Battle Creek, Kalamazoo and Allegan. It is by no means unusual for a limited or express train to be held at Monteith thirty minutes for some imaginary reason apparent only to the flustrated and loud languaged train dispatcher who appears to be about as capable of holding that po- sition as a shepard dog would be capable of guiding an elephant. The result is that passengers who de- pend on the road to enable them to keep engagements and make connec- tions at junction points and termin- als find themselves greatly incon- venienced and discommoded. A delegation of Allegan business men visited the district officials of the road —Mr. Morgan and Mr. Brown—a few days ago to protest against the with- drawal of the early car (5:30 a. m.) out of Allegan and the late car in (12:30 a. m.); also to request that the road carry the mails in and out of Allegan, which would expedite the receipt and dispatch of mail very materially. The delegation was given a courteous hear- ing and subsequently informed by letter that the cars which had been discontin- ued could not be replaced, but that pouch mail would be carried as a favor to the people of Allegan, although the com- pensation paid for such service by the Government is not considered adequate. The spokesman of the Allegan delega- tion feelingly referred to the fact that Allegan merchants w ere routing all their incoming treight via Mich. Railway Company and intimated that unless all the concessions asked for were granted they might reverse their present policy by ordering their goods shipped over the steam roads again. Allen F, Rockwell. ———_~+ +. ____ Pickings Picked Up in the Windy City. Chicago, Dec. 24—Chicago will now proceed to tinish the Boulevard link connecting Michigan avenue, South, with Lincoln Parkway, North. The famous lawsuit of Kirk Soap Co., per- taining to the value of the property, has been won by the city. This will give Chicago one of the greatest boulevard links in this country. Christmas business in Chicago ex- ceeded all expectations. The stores were swamped with business. It was almost impossible to get heip to take care of the business. People can say all they wish regarding Liberty Loan bonds, Red Cross, Y. M. C. A. and Knights of Columbus, but there seems to be no let-up in money being spent for Christmas presents, taking into consideration the vast amount that has been put into the above. Real estate deals for the past weex have shown considerable : improve- ment, especially in vacant and manu- facturing deals. Flat and business deals have been a little slow the past week. A great number of Camp Grant soldiers are spending the holidays in Chicago. These boys are being en- tertained by the city in a number oi ways. Moving picture shows are eratis. All the theaters are carry- ing a special rate for their benefit and thousands of them who live so far away that they couldn’t make home are beine taken care of by residents of the city. The Police Department of the city is now getting very active in putting the damper on vice. There is hard- ly a week goes by but what there are from 300 to 500 arrests, covermg different offenses. This, no doubt, in a very short space of time will make Chicago one of the cleanest cities in the country, considering its size. ' The Red Cross Society will con- tinue to accept donations during the holidays, which, no doubt, will ex- ceed the $15,000,000 asked for. One of the largest and most inter- esting, up-to-date, banquets held in Chicago for some time past was that of what is known as “The Four Min- ute Men.’ These gentlemen cover the entire State of Illinois making four-minute speeches in behalf of the Government and patriotism. It is a volunteer organization and is accomp- lishing considerable good in a number of different ways. They are convinc- ing the pacifists that they are all wrong in their ideas. They are going into parts of the State where news papers have but little weight. These four-minute men cover the. entire country, working in co-operation with the Government. Chicago has now had the pleasure cf its third lightless night and one can readily see the difference throughout the city. There is hardly an outdoor sign left burning on Thursday or Sunday nights. This ought to be a great fuel-saver and is in co-operation with the Fuel Admin- istration at Washington. One of the most important Govern- ment investigations that has been brought before the public of late is that of the Stock Yards companies, and irom what testimony is becom- ing public, one can readily see that meat, especially, will soon be lower in price. It is a very good thing that Christ- mas falls on Tuesday, as Tuesday 1s Meatless Day, and a great number of people who have not been loyal to the Government’s wishes will have one chance to call on the fowl. T. Seibels, business manager of the National Poultry, Butter and Ege Association, talked last week concerning the moving picture ed- ucational plan which has been occu- pying the attention of the trade ever since the National convention. Mr. Seibels declared that the plan offerel the organization provides for a guar- anteed circulation of thirty copies to reach between 5,000,000 to 6,000,000 people and fifty copies to reach be- tween 8,000,000 and 9,000,000 people. These copies cn regular routing, not wasting an.hour unnecessarily from one theater to another, will require from twenty to twenty-five weeks. Mr. Seibels said that those who have contributed to the fund and who de- sire to get the film before the greatest number of people in the least possi- ble ine and at the least expense are glad to turn the distribution over to the film people through their ex- changes. It is believed that this is the most efficient way to effect the distribution. The film exchanges have their routes worked out in a thorough manner, and as has been stated, it would be impossible to cir- culate the films in any other way without losing a certain amount of t-me between theaters, which the sys- tem cf the exchanges avoids. : The writer wishes the readers of this magazine the compliments of the season and expresses the hope that the coming year will offset all past business. Charles W. Reattoir. ——_>-~>___ Boomlets From Bay C'ty. Bay City, Dec. 24—E. G. Cole, of the Cole-Grimore Mercantile Co... Augres, with Mrs. Cole, passed through the city Friday on their way to Loa Angeles, where they will spend the winter. Sam. Anker, East Tawas, proprietor of the Holland Hotel, one of the best known hotel men in Northern Michigan, died Wednesday after an illness of over a year. As a result of a conference between W. H. Boutell, local fuel administrator, and the coal miners and operators, all the coal mines in Bay county were oper- ated Sunday with full crews, which in- creased the fuel supply nearly 1,000 tons. Frank La Duke, owner and proprietor of the New Alpena Hotel, Alpena, has sold the property to O’Neil Bros., pro- prietors of the Union Hotel, who have taken possession. William T. Ballamy. ee The Kaiser has issued an edict that after the war is over the men of Ger- many will have to take two or more wives, in order to repopulate the country. Is this a threat which the Kaiser is making in order to keep them in the trenches? ——__.>>- There is nothing so “lucky” vertising. as ad- MICHIGAN TRADESMAN December 26, 1917 my — YY evoe Py 4 : Tao hk a anna SES NF WIQS4 CZ Michigan Board of Pharmacy. President—Leonard A. Seltzer, Detroit. Secretary—Edwin T. Boden, Bay City. Treasurer—George F. Snyder, Detroit. Other Members—Herbert H. Hoffman, Sandusky; Charles S. Koon, Muskeg=#n. Next Examination Session—Detroit. January 15, 16 and 17, 1918. State Pharmaceutical ciation. President—P. A. Snowman, Lapeer. Secretary—F. J. Wheaton, Jackson. Treasurer—E. E. Faulkner, Delton. Next Annual Meeting—Detroit. Michigan Asso- Michigan Pharmaceutical Travelers’ As- sociation. President—W. F. Griffith, Howell. Secretary and Treasurer—Walter S. Lawton, Grand Rapids. Corn Cures And Salves. Compound Salicylated Collodion is an excellent preparation and is pre- pared as follows: Salevuc Acid ..... 20.0.0): 1 oz. Extract of Cannabis Indica .80 er. AiconGl 200 eo, 1 oz. Flexible Collodion, to make 9 ozs. Dissolve the extract in the alcohol and the acid in about five ounces of flexible collodion previously weighed into a tared bottle. Then add the former solution to the latter and finally add enough of the collodion to make nine average ounces. This is to be painted on the corn every night for three or four nights with a camel’s hair pencil followed by a hot foot bath when the corn can be picked out. If the first treatment does not entirely extract the corn it should be repeated. This and similar preparations should be dispensed in small vials, and the top of the bot- tle and cork should receive a coating of melted paraffin to prevent evapor- ation of the ether and alcohol. A small camel’s hair pencil should ac- company the bottle. Salves. (a) Satuylic Acid .._..- i, Oz. simple Cerate ....... 4 ozs Mix well. This is to be applied to the corn on a piece of cloth every night for three or four nights, then follow with a hot foot bath when the corn may be picked out. ia) Salicylic Acid .......... 1% oz. Ammonium Chlorid 1 oz. Acetic Acid, Glacial .... 2 dr. Wool Fat, Hydrous 1 oz. White Wane ............ 1 oz. tara 4 Oz. Melt the wax, incorporate the lard and wool fat, allow the mixture to cool somewhat, and thoroughly in- corporate the other ingredients. Use like the preceding. ——_»+ 2+ >—-___ Some Interesting Store Orders. Flanel tea for baby (fennel). A box man-eating tablets (make man). Observant cotton (absorbent). Automatic cascara, Petticoat paste (Pebeco). “Please sent me 25c of those black cloth in those small holes” (porous plaster). Mentallanium (mentholatum). Pepperminted potatase (perman- ganate potash). Sodom and foasfait (sod-phos.). Perix ide of I. Dragene (H-O-). Powdered cast steel soap. Lystrean (Listerine). Queen Raymond Victoria Plaster (Raymond Pectoral Plaster). Diadem dyes. Pherasic acid (boracic ac.). Slippery ellen bark. Mackneischera (magnesia). Tintur I. O. Dine. Hykerpiker (Hierapicra). Permergated potash. —_22+2___ Bleaching Process Used By Laundries Make a strong solution of chloride of lime (hypochlorite of lime—bleach- ing powder) in water, allow to settle, and draw off the clear liquid. Rinse the goods in clean water containing about 5 per cent. of sulphuric acid, and then pass them slowly through the bleaching solution. They should then be well rinsed in water contain- ing a little carbonate of soda. If the cloth is much colored it may be necessary to allow it to remain for a short time in the bath. This is the usual method of bleaching in laun- dries. —_+-.____ Cloudiness in Chloroform Liniment. A soap liniment which is made from true castile soap, as required by the Pharmacopoeia, will not elo d when mixed with chloroform. Much of the castile soap of the market, however, contains animal fats— stearates and palmitates. A liniment made with such a soap is likely to precipitate in part when mixed with chloroform. Another cause of such cloudiness, at times met, is a deficiency of alco- hol in the soap liniment, due to ex- cess of water in the soap, or to care- lessness in the making. —_22+___ Stronger Than a Call. A young rector went to Phillips Brooks one day and said to him: “Bishop, I have come to you in a perplexity. In my present church I am getting $900 a year, and I have just received a call from another church that offers $4,000. What would you do, sir, if you were in my place?” “My boy,” replied the Bishop, “did I understand you to refer to that offer from the other church as a call?” “Yes, sir,” was the reply. “That isn’t a call, my boy,” answer- ed the bishop, “I would call that a yell.” Status of the Drug Market. Saccharine is lower under the de- pressing influence of a lack of demand of consequence and cheaper offerings for future delivery. Natural sassa- fras oil is a strong feature of the market. Supplies of that commodity are light and diminishing and a furth- er advance occurred in prices. Light soda ash is firm among second hands, supplies available for prompt deliv- ery apparently being small. Acet- phenetidin is lower owing to an ab- sence of demand of counsequence and competition between first and second hands. A further advance has occur- red in nitrate of silver. Naphthalene is firm with a fairly active demand. Citric acid is rather mecre active among second hands. Clove oil is lower under freer offerings due to a lack of demand of consequence and also because of a reaction recently in the spice. The demand for gum arabic has been rather quiet of late, and the market is easier, with amber sorts obtainable at concessions. Higher prices are demanded for hen- na leaves, supplies having diminished Nitrate of silver has been advanced by manufacturers to 557¢¢ per ounce in lots of 500 ounces. Acetphenetidin has been reduced by manufacturers of $6.75 per pound, and it is said to be possible to purchase at $6.50. The demand has been light recently and competition is keener. Quicksilver is scarce and strong, with up to $139 per flask demanded of some second hands. Refined glycerine seems to be firmer, so far as first hands are concerned, although no change has occurred in prices. It is said to be possible to purchase in second hands at concessions. A bid of 61c per pound for dynamite glycerine for de- livery over the first six months of 1918 is reported to have been rejected. Naphthalene is in fairly active de- mand and the market presents a firm appearance. ——_+->___. Limiting Drug Profits. Limitation of profits on drugs man- ufactured-in this country on licenses to use German-owned patents is be- ing exercised by the Federal Trade Commission to reduce the high prices which have prevailed since the war began. In announcing that the Ab- bott Laboratories, of Chicago, had been licensed to manufacture “vero- nal,” a hypnotic and nerve caimative, the Commission said that the drug would be produced for $20 a pound and sold “at'a 15 per cent. profit.” The present price is $40 a pound. The drug hereafter will be known as “Bar- bital.” The Rector Chemical Co. and the Farbwerke Hoechst Co., both of New York, have been licensed to manufac- ture “ovocain,” a local anaesthetic ex- tensively used in surgery, which in future will be called “pro-caine.” Re- cent sales have been made at a rate of $720 a pound, but the Rector Co. be- lieves the drug can be made for $65, and agreed to sell at about $95 a pound. Right to fix the price was reserved by the Commission. +. Had a Run For His Money. John J. Dooley bought a ticket, and then, going out on the platform said: “How soon does the train start?” “Why, there she goes now,” said the baggageman, “You’ve just miss- ed her.” Mr. Dooley kept on the track and sct out in pursuit of the train with all his might. But in two or three minutes he came trudging back. A laughing crowd had gathered, and the baggageman said: “Well, did you catch her?” “No,” said Dooley, ‘but, by jingo, [ made her puff.” It’s Pure, That’s Sure Piper Ice Cream Co. Kalamazoo, Mich. Chocolates Package Goods of Paramount Quality and Artistic Design GRAND RAPIDS “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. MICHIGAN Fo Ny Oye aa i. <8 « * Ge ae q » “ . ¥ e ge December 26, 1917 MICHIGAN TRADESMAN 27 Creditors of Williams Bros. Are Paid dling the 1916 crop and fulfilling con- WHOLESALE DRUG PRICE CURRENT ‘ in Fuil. P tracts the company had taken for Detroit, Dec. 24—Doubtless it wi sale of the finished product. At the be a pleasant surprise to the ma- close of the packing season, after sell- Prices quoted are nominal, based on market the day ot issue jority of the creditors of the Williams ing the residue of the merchandise on Acids Cuhehs eee 3 — = Capsicum one ca @2 15 Brothers Co. to learn that not only hand, the equipment of the Detroit Boric (Powd.) ..18@ 25 Higeron ....... 2 75@ ~ardamon ...... @2 10 are they to receive 100 cents on the pant’ and the country stations were Borie Gxtal)”..." as@ 25 Bucalyptus --: 1 23@1 39 Cardamon, Coinp. Gt 60 dollar on their claims, but that the sold and the business discontinued. Gide eas 9401 09 Juniper Berries 20 00@20 20 Cinchona ....... @2 35 Security Trust Company, receiver, The Detroit plant was sold sub- Muriatie 1.0... 3%@ Juniper Wood .. 2 75@3 00 on ovens, @2 40 has included interest in the checks sequently to Detroit capitalists. Be- Nitric vpn 4 tg a5Q1 = Digitalis’ qe hesess oF * for the final payment, which will be © sides paying the indebtedness of the Oxalic . Lavender Flow. 7 00@7 25 Gentian ........” @1 50 : : : Sulphuric ...... 34@ 5 : _ made to-day. ' . company in full, the receiver has add- Partaric 7/7”. 1 05@1 10 Lavender, Gar’n 1 25@1 40 Ginger .......... @2 50 The business of the Williams ed to the last dividend, $26,804.03 by eee ee cc 5 SE 25 ae Aas toa @1 9 Brothers Co., was established many way of interest from July 14, 1916, to Water, 26 ao 11@ 25 theca fie bt aes dg a. a = years ago. It grew from a very small December 22, 1917. : : Water, 18 deg. .. 12@ 20 Linseed, raw, bbl. @1 27 lodine, Colorless @1 75 beginning to one of the largest of its It is expected that, after having Water, 14 deg. . ae 15 Linseed, rw less 1 37@1 47 oe Go .....,, @1 60 kind in the country. Among its prop- paid the indebtedness of the company a iu i @ = ane. ata - +4 Zz ae 2 . erties, in July, 1916, when the Secur- in fl together with mterest, the “"" °” “"°°""" Neatsfoot ...... "go@1 95 Nux Vomica /77) @1 75 ity Trust Company was appointed re- receiver will still be able to make a : Balsame = Olive, pure .... 3 76@5 00 Opium .......... @9 50 ceiver, were over forty. canning Dot. Substanti payment to the preferred Gopeibe, 7 gi 6 Olive! Halaga,”” | 8S) Obm, “Gani” 8 i j i y We en a ease e © ? dine ‘and salting stations scattered stockholders. Fir (Oregon) 4u@ 50 Glivée Malice, : Rhubarh |... _. @1 65 throughout the State, where tomatoes, ——_>+>—____ Berm . 5 50@5 75 cos. 3 50@3 60 cabbages, cucumbers and other vege- Read By Everyone. gio We 1 20@1 40 Orange, Sweet . 4 25@4 50 Paints age a Sk eae ene The Michigan Tradesman recently Barks Giaanou eat a 75 ro red dry. . 1M @ 11% nish oe aa tie tye ed issued its thirty-fourth anniversary §assia eo apot = et nee a Ops 7 Lead, white ol i wile plant. corner Grand River avenue and edition, which was full of classy ad- oe (powd. ag 30@ * Rose, pure 30 00@32 00 Ginn =< =. a5 @ 1% Lorraine street, the entire product vertising and carried several extra ge cae a @ nwa a i © ae Sucdaakacg 3@ 6 Nee ao ae eo ee columns of spicy reading matter. © 36€ .....ccscece 23@ 25 im: eee ons 17, 00@17 25 ad wees = =“ . or shipment to all parts of the Unit- oe 7 : i teccsea assafras, true 2 00@2 25 Vermiices A ed States and to many foreign coun- Lhis paper is a credit to Mr. Stowe Cubeb ......... 1 40@1 50 Sassafras, artifi’l 50@ 60 Whiting. bbl. os * tries. ‘Mr. Pickle of Michigan” was and to Grand Rapids and it is read BRM ose ccccccces 20@ 25 pe ingag ee 2 a . Whitiig 2.0... 3%@ 6 a well known character in the Ameri- by everyone who can borrow or steal Paicbice a ‘| a Tansy 0 a 75@5 00 & H. P. Prepd. 2 15@2 25 can household. it. It is a weekly pa Nich all 0 Ter USP ......). 35@ 50 7 Ceive : ees aS Extracts Turpentine. bbls. @ 54 Miscellaneous ae ek wee i receees business people look forward to get- Licorice ......... 60@ 65 Turpentine, less 59@ 64 Acetanana ...... 1 00@1 10 was appointed, the coreray 2 liabil- : +} N : Licorice powdered 85@ 90 Wintergreen, tr. 5 50@5 75 Al ce oe : ities totaled $758,287.18. The assets ting with pleasure. More power to Wiktecuece. auuat UM 4... 12@ 15 had a book value of $1,271,848.16. The you, Mr. Stowe. Mancelona News. Flowers birch 0. ... 4 00@4 25 Alum, powdered and season for the purchase of the an- ee MICH, oon 5.5 -- 200@2 75 Wintergreen art 1 G1 Ge 8 ground ......... 144@ 17 : as A ° Chamomile (Ger.) 75@1 00 Wormseed .... 10 50@10 75 Bismuth, Subni nual crop was at ae ee ie The goal of life is imminent in each Chamomile Rom. 2 00@2 20 Wormwood .... 5 75@6 00 fa. 3 60@3 70 purchase of the products of more thn moment, each thought, word, act, and pe an as ones found itself. without means does not have to be sought apart from ss a eee ce * Bicarbonate .... 1 90@2 00 bowdered ...... 10@ 15 ) s ans : i ‘ ‘ » ONG .cccoe sichr é 2 ¢ f to finance its buisness. these. It consists in no specific achieve- a Gand : 40@ 50 ne sy on . po 2 00@6 00 The Security Trust Company ap- it the state of mind in which Acacia, powdered 60@ 70 (Garbonate @ alomel ........ 2 56@2 60 lied to tl Sun for onan ie gals, i ig ae Aloes (Barb. Pow) 30@ 40 Chlorate, gran'r 95@100 Capsicum ....... 35@ 40 oe eee - ee ~ having everything is done, the quality infused Aloes (Cape Pow) 20@ 25 Chlorate, xtal or Carmine ........ 6 50@7 00 aa ented. he ceeciver advanced ito existence. The function of man rere = 60) 6: By eat. seeeeees vs ne. 15 Cassia Buds... a @ the business $175,000, which was all is not to attain an object, but to fulfill Asafoetida, Powd. - lodide aed --+ 4 59@4 66 phi Sale. 77@ 8 se: mpli Ore... 2... .es 0 -ermanaganate ... @5 25 Chalk Prepared .. 12q paid off within the succeeding five 4 purpose; not to accomplish but to be ae chor oy 92@ 95 Prussiate, yellow @178 crew oo ne ¥ oe July, 1886. to May. 1917, ul accomplished.—Gtephen Berrien Stan- Guaiac das ghin aes. “9 50 Prussiate, red ..3 ar “ ¢ ns er sce a ‘rom july, 1916, to May, , the uaiac, powdered 60 Sulphate .......... ce pe teas . £ i i d 1 92@2 12 receiver conducted the business, han- (¢On. Kinie | ............ 70@ 75 G Ore ydrate 21 Kino, powdered .. 75@ 80 Roots ocaine ...... 11 75@12 3 an eau o ue. @ 45 Alkanet ........ 2 00@2 10 (Cocoa Butter .... 50@ 60 Corks, li Myrrh, needa @ 60 Blood, powdered 25@ 30 orks, list, less 55% Qpium ....... 0 00@40 20 calamus ........ oU@ , cee . 359 Copperas, bbls. @ 2 Opium, powd. 2 00@42 20 Mlecampane, pwd. lo@ 20 Copperas, less .. 24@ 7 Opium, gran. 42 00@42 20 Gentian, powd. 30@ 35 CORE a powd. .. 4@ 10 an Shellac .......... 70@ 80 Ginger, African, orrosive Sublin. 2302 40 Shellac, Bleached 85@ 90 powdered ...... 20@ 25 Cream Tartar .... 68@ 7% Tragacanth .... 250@3 00 Ginger, Jamaica ..30@ 365 wee teteeee c “ Tragacanth wder 250 Ginger, Jamaica, CLINE | ws esse ee 1 Tarpentine co eine 10@ 15 powdered Gar ne. = i eee 5 b>. oy . Idenseal ‘ > : Nos. 5 e Insecticides Fae cane 4 ry 25 Misia eae 8@ a Arsenic .......... 23@ 30 Licorice .......... 35@ 40 * ee Ss. @ *% m nd New \ @ars Blue Vitriol, bbl. @ 12 wuicorice, powd. .. 30@ 40 poco Salts, _— o@ 8 Blue Vitriol, less 12%4@ 20 Orris, powdered 35@ 40 Hrgot .......... 1 25@1 50 Bordeaux Mix Dry 20@ 25 Poke, powdered epi * ae ee 2 ior a Hellebore, White Rhubarb ........ 75@1 25 ee ee cscs Tee 4 owdered ....... 38@ 45 Rhubarb, powd. 75@125 Formaldehyde, lb. 24@ 30 Insect Powder ..1!'40@ 60 Rosinweed, powd, 26@ 30 Gutter Hi ee The observance and celebration of the Christmas ee Seen TRO ng Crceae eee ek and New Year holidays have a particular significance padlution, gal .. 16@ 25 Sarsaparilla Mexican, come ie oe i is ti ee ee Glue, Brown ..... 25@ 35 and a new meaning to us all at this time. Squills .....-.... ce a Glue, Brown Grd BO & Ice cn ‘ Squills, never ue = Gua While 30@ 36 . Piper Ice Cream Co., Tumeric, powd. .. ’ : ss The year 1917 has been a good year for business oe" Kalamazoo Valerian, powd. :: @109 Glue, White Gra. 30@ 35 from the standpoint of volume, but uncertainty has pre- ee a Seeds a. vetecnter is 60 ; i Heese . 25 ise 0, 5@ 40 Iodine ......... 60@5 vailed on account of the constant changing of values. pe ee og oe ae Se i Jodoform .. 6 9996 74 ° : ; 2 ead, eeee Added to this our part in the greatest war the _— = ae a Bird, ‘Is ....-.-.-- | @ 10 Lyeopatum stags 00 j j j Buchu ........ 1 75@1 @arawayvy ....i.e< 5@ 90 BECO cccecccceseee ever recorded in its history, we come to the close 0 e Bee -: | GL Caraway ...... 1 $092 00 Mace, powderéa’., 98g2 00 year with more thoughtfulness, with greater considera- Sage, bull sees 81@ zo Celery (Powa: ___ Prices of Sheetings Firmer Than Printcloths. From present indications, with the inventory season at hand, there will be no further buying movement of importance in gray goods until after the turn of the year unless something unusual and at present unforeseen comes up. Sheetings continue firmer than printcloths here, and at present prices present a more attractive man- ufacturing proposition than cloths of printcloth-yarn construction, It was pointed out yesterday, for instance, that while the poundage price oi four-yard 56-60 sheetings at 15 cents a yard was a little less than ‘the poundage price of 39-inch eighty square printcloths at 1534 cents a yard, the quicker weaving and other factors leading to a lower production cost for the former, make them the better “sell.” Printcloth prices continue to ease off slowly in first hands where there are goods actually to be sold. A price of 1134 cents has now been pret- ty generally established on nearby deliveries of 38%4-inch 64-60s. but the mills remain steadfast as yet in their refusal to let these goods out at a lower price. Liberal bids’ of 115% cents for them are reported to have been refused in the last forty-eight hours. Considerable question has been raised about the ability of buy- ers to get any reasonably nearby de- liveries of 3814-inch 60-48s, either from first or second hands, under 10% cents. It was asserted yester- day that a certain well-known buyer is ready to take over 2,000,000 yards of these goods for spring delivery, if they can be had at 10 cents, recent reports of business for this shipment at that price to the contrary. —_—o+-.____ Give the customer a chance to say something before you present to him all your selling points about the goods. Save a few shots until after he has fired. Greatly Enlarged in Scope prompt payment. spondence solicited. We have re-organized under the more liberal statute enacted by the Legislature of 1917, and are therefore in a position to insure store buildings, fixtures and merchandise stocks in which boots and shoes are included. This greatly enlarges our scope of operations and increases our usefulness to our members, who obtain valid insurance in our company at 25 per cent. less than the regular stock rate, with an additional discount of 5 per cent. for All losses promptly and honorably adjusted. Corre- Michigan Shoe Dealers Mutual Fire Insurance Co. Fremont, Michigan Putnam's Cough Drops Putnam Factory Grand Rapids, Menthol Packed 40 five cent packages in carton National Candy Co., Inc. MAKERS Michigan . =? « v 4 ” oe * ° é a -— 0. er Ne Ss 4: ee eS we. December 26, 1917 Advertisements inserted under this head for three cents a word the first insertion continuous insertion. BUSINESS CHANCES. For Sale—Three Bowser long distance pumps and three 100 barrel tanks com- plete. $175 each. Ed. A. Mitchell, Em- poria, Kansas. 485 For Sale—Drug Store—Rexall—in man- ufacturing town of 1,000; invoice $4,000; good country trade. Rexall Store, Han- over, Il. 486 Experienced salesman acquainted with Northern Michigan trade wants reputable staple line. Reference. Address 487, care Tradesman. 487 Bargain—Forty acres near Mountain Grove, Mo.; clear, perfect title, $500. Robbins, Peirce City, Mo 489 For Sale—Excellent opening. A _ fine millinery and art goods stock. Splendid city of 5,000, only one competitor. Oblig- ed to retire on account of ill health. Bar- gain for immediate sale. Address No. 488, care Tradesman. 488 Grocery Store For Sale—Located in Michigan city of 2,000 population, busi- ness established 20 years, sales $42,000 an- nually, invoice about $5,500. Fine opening. For particulars address Frank P. Cleve- land, 1609 Adams Express building, Chi- cago, Ml. 490. Grocery Stock For Sale The largest and best grocery stock in Alma, Mich. Large brick store with attractive lease, finest loca- tion in the city. Doing a strictly cash business of $75 000 per year. If you want something out of the ordinary. better look this up soon. Poor health cause for selling. MILLER BROS., Alma, Mich. Come To Florida—Uneaualled oppor- tunity to secure well established, exclu- sive, excellent paying, embroidery-art- needlework business in very best Florida citv. Requires least $5,000. Owner re- tiring on account of inheritance north. Address Box 675, Tampa, Florida. 478 For Sale—199-acre stock and _ grain farm. Good buildings. All fenced. Will take some property in part payment; balance easy terms. Southern Michigan. Wm. Wallace, 1419 Forres Ave., St. Joseph, Mich. 481 For Sale—Having decided to quit busi- ness I will sell at a liberal discount all or any part of my drug stock consisting of drugs, sundries, patent medicines, Nyal line, stationery, wall paper, window shades, furniture and fixtures, consist- ing of McCourt label cabinet, safe, counter balances, prescription balances, post ecard rack, shelf bottles, National cash register, desk and floor cases, etc. Theo. G. DePeel, Onondaga, Mich. 475 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 Safes Opened—W. Iu. 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 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—General stock of merchan- dise. Prices and terms to suit. Pros- perous trade. Address No. 4038, care Michigan Tradesman. 403 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 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 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sag- inaw, Michigan. 757 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 SEE NEXT PAGE. Advertisements received too late to run on this page appear on the following page. For Sale Going coal operation, with houses, tipple, sidings, store, stock of goods, haulage motor and mine cars complete. Now producing two hundred fifty tons per day. Extra good Eagle seam, by-pro- duct, gas producer or steam coal. Also No. 5 splint opened and can be put in operation at nominal cost. Proposition first-class and price right. For further infor- mation address Box 1306, Charles- ton, W. Va. Conservative Buyers Patronize Tradesman Advertisers No charge less than 25 cents. and two cents a word for each subsequent Cash must accompany all orders. Yearly Invoice Record The contract you enter into when you purchase fire insurance requires you to retain all invoices or keep a record of all purchases dur- ing the current year. Merchants who have small safes sometimes find it inconvenient to preserve all invoices intact. To meet this requirement, we have devised an Invoice Record which enables the merchant to record his purchases, as set forth in his invoices, so as to have a com- plete record in compact form for use in effecting a settlement in the event of a loss by fire. This Record is invaluable to the merchant, because it enables him to ascertain in a moment what he paid for and where he purchased any article in stock. Price $2. Tradesman Company Grand Rapids Michigan People should use Michigan Flour made from Michigan Wheat 1—It excels all other flours in flavor. 2—It excels all other flours in color (whiteness. ) 3—It excels all other flours for bread making. 4—It excels all other flours for pastry making. 5—It requires less shortening and sweetening than any other flour. 6—It fills every household requirement. 7—Michigan merchants should sell, and Michigan people should buy Michigan flour made from Michigan wheat for every reason that can be advanced from a reciprocity standpoint. RU Ul ru alin Pini ip Simple ei eee yee Account File Simplest and a Most Economical : Method of Keeping Petit Accounts File and 1,000 printed blank bill heads............. - $2 75 File and 1,000 specially fe . printed bill heads...... 3 50 & Printed blank bill heads, 2 per thousand...... soos. 125 @ Specially printed bill heads, per thousand.........., seve eee;ci D I Troy Sie) pwn Pee wy 200 & Tradesman Company, firnad Raoids. a Economic oupon Books They save time and expense They prevent disputes They put credit transactions on cash basis Free samples on application AM Tradesman Company Grand Rapids, Mich. THIRTY-FIVE PER CENT. Of Premium Receipts Returned to Policy Holders. Charles F. Nesbit in his final report as Superintendent of Insurance ofthe District of Columbia makes a mas- terly analysis of stock fire insurance companies, showing conclusively that they favor excessive fire losses as a means to boost premium rates, and draws a very favorable picture of mutual insurance as a means for fire loss indemnity. He says in part: The problem which attracts the most attention in the field of fire insurance is its excessive expense. Many people who have studied the situation feel that the cost of fire insurance is excessive. Since the establishment of this Depart- ment there have been received in pre- miums the total of $10,920,636, and the total losses paid have been $3,817,876. This shows that the losses paid equal only 35 cents out of each dollar paid in premiums. The losses are a little more than one-third of the premiums paid. These figures seem more startling to the average person than to those in the in- surance business who have come to look upon 45 cents out of each dollar re- ceived as a not excessive expense ratio for ‘conducting the fire insurance busi- ness. It is this situation which demands some further investigation into. the causes and the remedies for the exces- sive cost of conducting the fire insurance business. In considering the problem of the cost of fire insurance and the methods by which it may be reduced I can think of but three practical methods: First, com- petition between the insurance companies selling fire insurance. Second, the mak- ing and fixing of rates by the State. Third, State or municipal insurance. It has been definitely settled in this country that the States have the power to regu- late or to fix fire insurance rate. Competition between the companies in rate making has not worked out satis- factorily to either the companies or the public so far as it inovlved competition between companies of like character in the fire field. The. natural result of “rate wars,’ or ‘‘cut throat’’ rate cut- ting, is a demoralization of the business. Until the fire reserve is based on the risk assumed such rate cutting tends logically to insolvency. The only com- petition which seems to me to have been effective at all in the long run has been that between the stock companies on the one hand and the mutual companies on the other. These two kinds of fire com- panies have an entirely different theory of fire insurance. Stock fire companies are organized primarily for profit; they are in the business of selling indemnity, and it is their purpose to sell it for a profit. My purpose in going somewhat fully into the question of mutual fire insur- ance companies at this time is that our law has no provision for the organiza- tion of mutual insurance companies in the District of Columbia. An examina- tion of the records of this department since its establishment in 1902 shows that the largest mutual company in the District of Columbia, in these 16 years, received a total in premiums of $413,388 and paid total losses amounting to $114,835, and returned to policy holders $355,152. Thus the policy holders’ re- ceived from the company $56,599 more than the total paid in premiums. This cost in the District of Columbia could hardly be called conclusive evidence that mutual fire insurance is the cheaper. Individual instances would tend to make this conclusion almost irresistible, for in- stance, that a man should insure his house for 44 years. paying total premi- ums of $1,001.08, receiving back in re- turn of savings $800.13, and surrender his policy at the end of 44 years for $1,244.76, so that the total amount he received from one of our Washington mutual fire companies was more than double the amount of premiums he paid, the excess of receipts being $1,043.81 would seem to indicate that there was little ques- tion as to the lower cost of the mutual plan. This insurance carried in the stock companies, figured on a_ similar house insured for periods of from 3 to 5 years for the same 44 years, would have cost the insured approximately $1,750. Such illustrations are not unusual or ex- ceptional with the older mutual com- panies. The matter of cost experience is con- siderably illuminated by a study of the results of the Philadelphia Contribution- ship for the Insurance of Houses from Loss by Fire. This company has te dis- tinction of being the first fire insurance company established in the United States. It has operated in Philadelphia continu- ously since 1752, or 165 years. This com- pany writes perpetual business as well as term. A thousand-dollar policy is writ- ten for 5 years for $4 on a brick dwelling, or it is written perpetually for $20. After the tenth year dividends of 10 per cent. per annum are credited. On this basis MICHIGAN TRADESMAN the annual cost of $100 of insurance for a period of 20 years is 4c. This old mutual company has to-day about $25,- 000,000 of insurance in force. Undoubt- edly the vast surplus of this company, which is a monument to the integrity and wisdom of its directors and trustees for more than 150 years, amounting:to more than $6,000,000, has much to do with enabling it to operate at so low a cost, but it also is a remarkable demonstra- tion of the possibilities of mutual fire insurance. The company does not con- fine its business solely to dwelling houses, yet a study of its business for the past five years shows, on all classes of busi- ness, an average annual loss of 5c per $100 at risk, and during the past 15 years its losses on brick dwelling houses has averaged annually 24%4c for each $100 of insurance in force. During the same time its average annual cost of insurance has been 4c per $100 at risk to its perpetual policy holders. No consideration of the matter of costs in fire insurance can leave out the re- markable history of the mill mutuals. The accomplishment of the ‘¢mill mu- tuals,’’ as they are known, or the New England factory mutuals, in reducing the cost of insurance is one of the most notable economic achievements in this country. This system of insurance was developed chiefly by the Hon. Edward Atkinson, who was president of the Bos- ton Manufacturers’ Mutual Fire Insur- ance Company for many years. The originator of this insurance was Zach- ariah Allen of Providence, R. I During 1916, nineteen of these great companies collected premiums in excess of $16,000,000, their losses paid were less than one and a quarter millions, and they returned in the way of unused premiums to their members or policy holders on yearly premiums more than 90 per cent. of all the premiums collected. The ex- pense ratio of these companies was be- tween 7 and 8 per cent. of the premiums, as contrasted with an expense ratio of 36 per cent. for the fifty leading stock fire companies of the United States. Such illustrations are convincing proof of the possibilities of fire prevention, economical management and low cost of insurance. The low cost of mutual insurance is further indicated by the farmers’ mu- tuals: ‘‘The total amount of insurance carried by the 1,947 farmers’ mutual fire insurance companies in existence on Jan- uary 1, 1915, the latest date for which relatively complete statistics are at hand, was approximately $5,264,119,000. The total amount paid for losses during 1914 was $10,766,651, and the expenses of oper- ation were $3,138,649, making the total cost of this insurance $13,905,300. From these figures it may be seen that. the average cost per $100 of insurance in all these companies was about 26 cents.’’— Bulletin of United States Agricultural Department. A study of the figures mutual fire companies made by Prof. ov0hn A. Gilmore, Charlottesville, Va., brings him to the conclusion that about 1,550 stock fire insurance companies have started business in the United States, 1,800, or 84 per cent. of this total have either failed, retired or reinsured, leav- ing about 250, or 16 per cent. remaining. He also concludes that about 2,900 mu- tual insurance companies have been or- ganized; 700 of these have failed, retired or reinsured. This accounts for 24 per cent. of the entire number, and he states that 2,200 mutual companies are in exist- ence to-day, or 76 per cent. of al! mu- tuals organized. In other words, 76 per cent. of all mutual fire companies have survived, in comparison with 16 per cent. of te stock companies. These figures, which were made some months _ ago, would seem to indicate that the mutual companies in some way so commend themselves to their policy holders that, in spite of all competition and opposition, they persist. The mutual company not only furnishes insurance at a iower cost, but it is a more stable business institu- tion. An examination of the reasons for these differences will throw a great deal of light on the principal difficulties of the fire insurance situation to-day. We have first to recognize that the fundamental difference is in the theory on which these two forms of organization rest, and that this difference has a far-reaching effect on their methods and results. Stock fire insurance is a profit-making business for the purpose of selling in- of stock ana demnity. Its primary interest is in its profits; it is organized to secure them and uses every means at its disposal to further that end. The inevitable result is an opposition of interest between the management and stock holders on one hand and the policy holders and public on the other. Mutual fire insurance. in distinction, is insurance in its purest form. It is a pooling of risks by the individuals who own them. There is no division of interest, the enterprise is not undertaken for profit, but simply for the protection of those concerned. The chief purpose of the mutual fire insurance business is maximum protection at a minimum cost. It is interested in elim- inating every item of expense which does not contribute directly to furnishing the desired protection. All excess income in- stead of being turned over to a bodv of stockholders in the form of interest on their investment is returned to the policy holders who originally contributed it or is held as a surplus. In brief, every unprejudiced student of the situation recognizes: First-—-That the stock companies naturally are not greatly interested in reducing fire losses, while mutuals are. Second—That the excessive competition in the agency system of stock companies leads them to accept a great many doubtful risks and tends to encourage overinsurance, while the ob- ject of a mutual fire insurance company leads it to select its risks carefully and to avoid overinsurance. Both of these results undoubtedly tend to increase the expense of stock fire insurance, but they are not sufficient to explain the tremend- ous difference in expense which has al- ready been noticed. To fully explain this, other facts must be taken into considera- tion, for to some extent their extrava- gance is the result of the theory on which they are based, with the conse- quent separation of interest between the management and the policy’ holders which has been already noticed. But to an even greater extent it is entirely needless and wasteful. It has been pointed out that 45c out of every dollar is not regarded as an excessive expense in the conduct of the stock fire insurance business. One need only consult the annual statements of any large stock fire insurance company to discover how this money is spent. Much of it will at once appear to be legitimate costs of doing business, but no one can fail to be impressed by the great amounts expended in agents’ com- missions and salaries and the relatively small amount for prevention. It is char- acteristic of the stock companies to claim that these expenses can not be reduced. I think the most certain way to cut expenses would be to make the estab- lished banks, both National and savings, and the trust companies, agencies through which the insurance companies should do their business. These banks are solid financial institutions and have demonstrated their ability to conduct their own business with great economy. One, with current deposits of $5,000,000 and assets of $7,000,000, will conduct Its business as a rule at a total expense of around 2 per cent. of its deposits and about one-tenth of 1 per cent, of its re- ceipts. Congress has already passed a law providing that National banks in towns of ‘under 5,000 inhabitants may be authorized to act as agents for insurance companies. The fire insurance business could be conducted with a commission of 15 per cent. for the first year and 5 per cent. for renewals. The company could take off 10 per cent. from _ the premium for each renewal which should go to the assured and would tend to make the fire insurance business perma- nent. The stock company plan of policies for one year on buildings results in unneces- sary expense. The contract against loss by fire on a _ building would be more advantageous if a permanent one, run- ning for twenty years or during the normal life of a building. A survey could then be made of the building and its value and the contract should provide for an annual reduction of the amount insured, which would more than keep up with the depreciation of the building itself. The premiums should be collect- ed in installments, the larger part pos- sibly the first year, the smaller the sec- ond year and so on; the reserves neces- sary to protect this property should be maintained after the third or fourth year. The premium payments, after the first 3 to 5 years, should be little or nothing. It is practically this system that has worked admirably with some of the oldest and best mutual fire com- panies. But the stock companies have made no effort to adopt such a system. The management and stock holders do not lose anything by increased expense, it falls entirely on the policy holders, ana they, the only ones having any real in- terest in reducing expenses, have not a vestige of control over them. In addition to these sources of expense are the un- necessarily high agents’ commissions, due to the fierce competition for volume or premiums, and the high salaries of the home officers. All these sources of expense can be eliminated if the companies desire to do it. The mutual fire companies have adem- onstrated this. While it is true that the majority of mutual companies do a local business, a reasonable extension of it could be carried at a small additional expense. In other words, it is not the difference between the local and National character of the business alone which explains the great discrepancy in ex- pense. The public demands, and rightly, that fire insurance be furnished them at a lower cost than it is to-day. This de- mand is growing in strength everywhere. Fire companies can heed it now if they wil, and with no great difficulty consia- erably reduce the expenses of conducting their business. In any event an informed public will tend to turn more and more to the mutual form of insurance, and the final, and not improbable, result of a persistent refusal by the stock fire companies to mend their ways will be that the business of fire insurance will be undertaken by the State. That the State shall do the insurance business and that it can do it for much less is one of the frequently suggested December 26, 1917 remedies. The arguments for State fire insurance are exceedingly strong. Take, for instance, the District of Columbia. Out of general taxation we maintain the fire department for the purpose of put- ting out fires. Why should not the fire which the District fails to put out be paid for and the total fire loss be assessed to all the properties in the district? The expense of collecting and handling the fire loss money would be that of the tax collections of the district. The fire de- partment and the fire marshal’s office at a somewhat increased cost could be re- organized to make frequent and adequate inspection. i‘ The conclusions which this brief ex- amination of the situation seem to point to are: First—Fire insurance to-day is excessively expensive, and the public is beginning to realize this fact. Second— That mutual fire insurance companies do business at lower cost and on a more satisfactory basic theory and their ex- tension may be expected as one of the remedies for the high cost of insurance. Third—That a great deal of the expense of stock fire insurance is unnecessary and can be eliminated by the companies if they want to do it. Fourth—If no efforts are made by those companies to reduce expenses, it will become increas- ingly probable that the State will under- take the business of fire insurance. — >> Sparks From the Electric City. Muskegon, Dec. 24—The Leakey Foundry and Machine Co. is moving into its new building. which is 310 x 200 feet and two stories high, having 124,- 000 feet of floor space, the finest foun- dry in the State, according to experts who have examined it. The Muskegon Engine Co. will close the manufacturing part of its business for a few days during the holidays. Judging from the recent noise coming from Mears way one would think that Brubaker was not having a very sweet time of it; in fact. he seems to be pretty well stumped trying to heat his battery of buildings with pine stumps. I think he is taking in too much territory. Prob- ably the main reason he is still out of jail is because there is no jail in Mears. Besides, we hear that the sheriff at Hart has promised not to inflict dis- agreeable hardships during the Christ- mas 1ime upon present business. Muskegon Council is making a well- organized canvass for new members and is getting results. The firing squad got out Saturday in Stevenson’s fliver and rounded up five for the next meeting. We saw a sign in a window the other day reading, “Underwear, one-third off.” Well, not for us this weather. Improvements are being made in the building of the Moulton Grocery Co. F. Keegstra is superintending the job and Nick Lulofs is covering his terri- tory temporarily. John Peters, shoe salesman, reports that he is through for the winter. John has had a very successful year. Charles Oviatt is again able to travel, after being laid up with a sprained knee. Glad to see you out again, old boy. Lipman Bros., commission merchants, report the holiday trade as being very satisfactory. We hear that the Non-Breakable Doll Co. has purchased the unoccupied por- tion of the Moon Desk Co. plant and will move soon. Joseph Roeback expects to move into his new garage in a few days. Joe will specialize in Denby trucks and Oldsmo- bile cars. J. V. Porter, commonly known as Vinnie, is now special truck salesman for the International Harvester Co. If we do not get fired during the next week, will be out in 1918 selling needles and pins for the same old reliable house. E. P. Monroe. BUSINESS CHANCES. For Sale—Grocery and market in Cen- tral Michigan. Splendid farming com- munity. Invoice about $5,000. Owner’s reasons for selling has other business. Have made good, so can you. Best of references. Address No. 493, care Michi- gan Tradesman. 493 Bargain—Ten (10) “Smithsonian”’ Trusses in assorted salable sizes for sale at a bargain. Write No. 491, care Trades- - Man. For Sale—General store stock located at Butternut, Michigan. Good live farm- ing community. Good reasons for selling. H. J, Campbell, Butternut, Mich. 492