NOTICE TO READER. When you finish reading this magazine place a one cent stamp on this notice, hand same to any postal employee and it will be eg in the hands of our soldiers or sailors at the front. No wrapping, no address. A. S. Burleson, Postmaster General. 58 N oe ae RE (Fs ag x C1 DA aN Wy) 5; ») aT HE We ER EIA NES ( Re A, yy Re e x Co 7. ae Wee \ECKI Ss MeN Nes 5 Aa 7 JE ws : AL IL a Yas AN M2 Bas we ee: sh a GN oy S| ENN Ze c at) ee eh Ne ue KG (AR i/ ea ag (BETS PUBLISHED WEEKLY © ESC: eo ESS K ‘i GS a a a 1 Aas PN‘: N 74 bs wear fe Lae SSE é af le Thirty-Sixth Year GRAND. RAPIDS, WEDNESDAY, SEPTEMBER 4, 1918 Number 1824 he KAIRIE IRR IRIAREAIKIICN 2 Te THE SONG OF THE MILLS From valley and tide-washed plain, From eastern to western gate, We rouse to the strain of a new refrain, Rhythmical, strong, elate, Proclaiming our blest estate To the bounds of the echoing hills; Loyal the ring of the song we sing— The chant of the rallying mills! With lever and gear and wheel, With artifice manifold, With timber and steel and loom and reel, With grist of the harvest’s gold, We fashion, and grind, and mould, And weave, as our chorus thrills; Freedom’s at stake for the wares we make— We are the tireless mills! We toil for a world-wide need, Unmindful of price or mart; We strive for the creed of the freeman’s breed, Till famine and fear depart. We throb with the people’s heart; Our vigor new life instills. While we abide shall no want betide— We are the Nation’s mills! Corinne Rockwell Swain. A EI YI RR I OR EO OE OF OO YO EEE I FY AAA AA IH RAAAAAIAAIAIAAAIAAIAAIAIAASAAIAISIA ISSA AAS SSSA ASISASISISAAISIAAA FI IAAAAAAAAAAAAAAIAAAADAAAAAAADAAAAAA I AAI AA II IA POCA IIA AA AAA IAAI AAA AAA AAA AAA AAA AAAI AISA AAAS AAAI ASAD AIDA S AIA IAAI ISI AISAA AAI ISIS AAI IAASAIAIAIAIN KikrkkkkkbKKKKKKKK | Red Crown Gasoline for Power C eresO ta The modern motor and improved carburetors have demon- strated beyond question that gasoline made especially for motor fuel—as Red Crown is made—will give the most power—the most speed and the most miles per gallon. Red Crown, like your automobile, is built to specifica. tions and Red Crown specifications have been worked out by the most eminent petroleum chemists and auto- mobile engineers available. Always Uniformly (,ood Red Crown contains a continuous chain of boiling point fractions, starting at about 95 degrees and continuing to above 400 degrees. It contains the correct proportion of A low boiling point fractions to insure easy starting in any Made from Spring Wheat at temperature—the correct proportion of intermediate boil- * . “—* ing point fractions to insure smooth acceleration—and the Minneapolis, Minn. correct proportion of high boiling point fractions with their predominence of heat units to insure the maximum power, miles and speed. These are the things that make Red Crown the most ef- ficient gasoline possible to manufacture with present day knowledge. For sale everywhere and by all agents and agencies of J udson Grocer Com pany | The Pure Foods House STANDARD OIL COMPANY Dictahatiee (INDIANA) ND RAPIDS, MICHIGAN Chicago U.S. A. See mUerN See éé 99 Uy NY: === Loose” Sugar Means '"==7 cr ° 99 S ms | osing Sugar : Careful tests have proved that a man cannot fll 175 ) two-pound bags out of a 350-lb. barrel of sugar. The loss of sugar runs from one : to five pounds. When you. but you also save labor and | every dav as prices rise. a handle the cost of paper bags and | The Franklin Sugar Xefining Company Franklin Package Sugars (Oe Sakt twine—an item that is AF ‘fA Franklin rane ns every use’? 5 | MEO OA wa) ue you not only save that loss thats abbsalt- — becoming more important conti es pee OREM YI Crst CCH NE ee a eel se Z, ty OG a * DN Thirty Sixth Year MICHIGAN TRADESMAN (Unlike any other paper.) Each Issue Complete In Itself. DEVOTED TO THE BEST ee OF BUSINESS MEN Published Weekly by TRADESMAN COMPANY Grand Rapids E. A. STOWHB, Editor 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 vears or more old. $1. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. LABOR UNION FIASCO. When Captain Charles E. Belknap accepted the position of manager of the labor day parade, some of his best friends chided him for attempt- ing the impossible—taming wild cats; wild cats being a proper term to apply to the venal and unscrupulous union labor leaders who have here- tofore managed the labor day cele- brations to the disgust of all decent people. Captain Belknap gave the unions a staggering blow when he announced that no socialists or anarchists would be permitted to take part in the parade. In this he was entirely suc- cessful, although some of the banners displayed by the union organizations were entirely out of place in a gath- ering which purported to be patriotic, instead of sectional and to eliminate all distinctions of classes, cliques and clans. But for the patriotic features which Captain Belknap introduced in such large numbers and with brilliant effect, the parade would have been a fizzle and a failure, because many unions which have’ been leading features of labor day parades hereto- fore were conspicuous by their ab- sence. There was ao oar tenders union, no brewery workers union and no hod carriers union in evidence. There was but a miserable handful of union cigar makers, compared to the hundreds of this craft who yearly marched before they practically de- stroyed the manufacture of union made cigars in this community by their extortionate demands and their filthy habits. The union carpenters were but a shadow of the numbers they once presented. Outside of the employes from the Pere Marquette shops, who were forced to march in the parade on peremptory’ orders from McAdoo, the representation of union men in the trades was greatly reduced from former years, showing very plainly the deep-seated revolt which has taken place in the minds of all honest men and competent Steseeecctirnecrrsernaeiet-ne wrest production. GRAND RAPIDS, WEDNESDAY, SEPTEMBER 4, 1918 workmen against the miserable meth- ods and grafting practices of union leaders everywhere. Captain Belknap is to be congratu- lated over the fact that, for once in the history of the city, he changed the labor day celebration from a mob of freaks, cranks, grafters, so- cialists and anarchists, flaunting signs and banners indicative of sedition and disloyalty, to an orderly parade of patriotic men and women whose appearance was so completely in har- mony with the spirit of the war and the effort we are making to perpetu- ate democracy as to leave a lasting impression on the city and the peo- ple who were so fortunate as to wit- ness the wonderful pageant. ad THE AUTOMOBILE OUTLOOK. The War Industries Board has not ordered curtailment of passenger car It simply can not prom- ise materials for non-war purposes, hence advises automobile manufac- turers to be prepared, if the ma- terial supply fails, by having muni- tion work sufficient to keep their plants busy. They can build cars as long as their stock of materials lasts anyway, therefore complete stopping of passenger car production by Jan- uary 1-is not probable. Even if that did happen, however, there would still be room for encouragement, as shown by the following analysis of the situation: It would be folly to deny that the outlook is disquieting since passenger car production is to be so gravely affected. Reasonable human beings, however, will be as optimistic as -possible and make the best of the situation. ‘What can’t be cured, must be endured.” Our problem then is how best to endure it. Railing at the Government and doing nothing constructive is not the way. To begin with, we must remember that winning the war is the primary consideration, the interests of any other business or industry notwith- standing. If necessary the automo- bile industry must suffer whatever is needful to that end, for no industry would be worth the saving if the war were lost. But total or perma- nent destruction is not even a remote possibility. The end of a victorious campaign against the Hun inevitably will bring a return of prosperity to all lines, transcending the best they have ever known. Like the warrior soldiers battling for us abroad, we, the soldiers of business, must marshal our forces and go through with the battle. How to do it calls for our present most urgent effort. Did you ever notice that there is always a cheap restaurant very near to a big, high-class hotel? aS ATES NEE BMT I TT I I IO DI TIRED OF LIVING ON LIES. Intimately connected is the morale of the German army with the morals of the people behind it in Germany. Signs that both are breaking are not wanting. News that can be got from inside Germany is, of course, frag- mentary and more or less uncertain; but we now have an accumulation of utterances by public officials, both military and civilian, and by news, papers and leading writers, which are sufficient to show the great revulsion of feeling. German public opinion has evidently been passing through successive stages of change. First came the growing disbelief in the official assurances respecting military events. The most credulous and docile people on earth could not go on indefinitely accepting the lying statements that everything which had happened to the German armies had been “according to plan”—to use the sacred formula—and that Ludendorff still retained the complete initiative. Admissions of serious defeat are now openly made by German military critics. They could not well do oth- erwise with the maps before them. Geography was every day proving the military bulletins to be tissues of lies. Then came the surprising and un- accustomed appeals to the German people not to despair, but to be as stout-hearted as the French in the face of disaster. Next appeared the talk now going on about the possi- bility of Germany yet winning by a “new policy.” This seems to have meant abandoning hope of military success on the Western front and capitalizing the victories in the east. But even this will not do, declares Paul Rohrbach, who asserts that the only way to obtain peace is by a “demonstrative repudiation of Pan- Germanism.” From the Junker stand- point, this is equivalent to saying that the only way to secure a rest is to commit suicide. KING’S TWO ACHIEVEMENTS. The nomination of Mr. Newberry for United States Senator by an overwhelming majority is a_ great tribute to the sterling character of the man, who is worthy of all honor for the unselfish service he has given his country in two wars. It is also a personal vindication of Paul King, Mr. Newberry’s cam- paign manager, effectively contro- verting and rebuking the ill founded charges of conducting a boodling campaign, preferred by a cheap poli- tician who personally assisted in ex- pending several times as much mon- ey while managing the prohibition campaign in this State a year ago. Mr. King depended almost wholly on the daily and weekly newspapers of the State to set forth the merits Se Number 1824 of his candidate and_ exploit his qualifications for the Senatorship. He He did not sneakingly publish his ap- peals as reading matter, with the in- tention of deceiving the reader. He purchased regular display advertising space at going rates made no effort to convey the idea that the publisher was committed to the sup- port of his candidate. Such paign has never before ducted in this State, but the success of the plan originated and carried into execution by Mr. King was so brilliant that it will probably be adopted by the friends of other can- didates in the future. Mr. King has now achieved suc- cess in two great fields—he has put a bankrupt railway system on its feet and placed a man of signal abil- ity and sturdy patriotism, with a strong personal following, in nomina- tion for the highest office in the gift of the people of Michigan. did this open and above board. and a cam- been con- Ludendorff has been playing into the hands of the Americans by sub- stituting open warfare for the painful routine of trench warfare. Open war was a game for which Americans are temperamentally the better fitted; it is also a game easier to learn than the intricate mathematics of the trench. Foch is now showing how the Ludendorff method—originally the Byng and Nivelle be turned against the enemy in another way. By substituting surprise for elaborate artillery preparation the German General Staff made possible the rapid succession of blows which Foch has been delivering along near- ly one-half of the entire western front. Formerly the preparation for an attack involved months of titanic labor—the building of special rail- roads and the accumulation of enor- mous quantities of munitions. To- day, no doubt, preparation is still es- sential, but on nothing like the earlier scale. The difference between an ar- tillery bombardment of an hour or two, or no bombardment at all, and the vast expenditure of shells involv- ed in the former preliminary artillery battle extending over three days, measures the difference in the speed with which an attack may be prepar- ed. Cutting barb-wire with heavy guns as against cutting it with tanks or by hand under the cover of mist notable change not only but when the Allies come up against the formerly impregnable Hindenburg line. means a now, A lawyer reasons by precedent; an engineer, by cause and effect. Who remembers when seven balls took a base? MICHIGAN TRADESMAN September 4, 1918 THE WOOLEN SITUATION. Radical Changes Brought About By the War. A great many persons in the coun- try, from several indications, would like to be set right on the wool sit- uation. During the past year or so many alarmist statements have been given out, frequently from official or quasi-official sources, telling of a great scarcity of the article and pre- dicting more or less of a famine. The statements have proved useful to a number of speculators in fabrics and have aided in increasing the cost of garments to consumers, besides being a good argument for certain interests in pushing the sale of cloths and clothes made of cotton admixtures. Then, too, there has been thrown a veil of secrecy and mystery about the amount of wool needed for Govern- ment purposes and that available which has worked to a similar effect. The remarkable part of all this propaganda is that it has not been resorted to in regard to other essen- tials such as coal, iron and _ steel, wheat, corn, etc., where the aim has been to inform those interested and the public in general of exact facts as to demand and supply. A charit- able construction on the withholding of data as to wool is that, unless the public were induced to think a famine was imminent, they would go on a wild orgy in consuming the ma- terial—like thickening their broth with it or using it as a road-making material. Yet the experience of the Food and Fuel Administrators has shown that the people, when prop- erly informed, would act patriotically in conserving whatever was needed in order to help win the war. To correct some misunderstand- ings, certain facts should be borne in mind. The first of these relates to the supply of wool this year. Ac- cording to the census of the Bureau of Markets of the Department of Agriculture, there was in the posses- sion of those dealers and manufac- turers who reported supplies a total on hand on Jan. 1, 1918, of 435,047,000 pounds. An _ indeterminate amount released by the British Government was in the possession of the army and navy or on its way to them. Up to June 30, the imports totaled 239,- 096,683 pounds, and the domestic clip, commandeered by the Govern- ment, is estimated at about 300,000,- 000 pounds. This makes a total of 974,143,683 pounds available during the first half of the year, exclusive of the imported wool held by the army and navy. The consumption of wool as reported to the Bureau of Mar- kets was, for the six months, 411,- 200,000 pounds. This left available 563,000,000 pounds without counting the imports for the last half of the year or the balance remaining in the possession of the army and navy. It ' may be stated that the Bureau of Markets’ report for June 30 shows wool stocks in the hands of dealers and manufacturers alone totaling nearly 500,000,000 pounds in the grease. There must be added to this the domestic wool bought and paid for by the Government and stored in public warehouses, as well as_ its holdings of imported wool. This sup- ply is much greater than the total amount of wool consumed in this country in any year before the war, with the exception of the years 1909 and 1910. The peak year in wool consumption was 1916 when 817,095,- 537 pounds of wool were used in the mills. This was occasioned by the war demands of the Allies for cloths, blankets. etc,, and showed up in the exports of manufactured woolens that year which totaled about $55,000,000 in value. What amount of wool is needed for military purposes is next to be considered. This has been variously stated. The wildest of guesses was that made a few days ago by Wool Administrator Penwell, who put the figures at 900,000,000 pounds. Others in official position, whose views have been echoed by certain manufactur- ing clothiers, have said that all the wool now in the country or to arrive would have to be used by the Govern- ment, and that none would be left for civilian purposes. No figures were given by these gentlemen to show on what they based their opin- ion, but it was vaguely intimated that they were in the possession of some secret information that could not be divulged which warranted the con- clusion. But the War Department tried to figure out the matter for its own guidance. Under the direction of Birg. Gen. R. E. Wood, the Acting Quartermaster General, a calculation was made of the quantity of wool required for each soldier. From this it appears that the complete initial equipment calls for 71 pounds, and that the annual renewal for service here and abroad is 42 and 75 pounds respectively, figured in the grease. The initial equipment has already been provided for about 3,000,000 men, and a considerable surplus has also been made and is in reserve. Then, also, 2,000,000 uniforms are be- ing made in Great Britain, and wool- en supplies have, besides, been ob- tained from Spain. It remains, there- fore, to estimate about what will -be needed for a year to come for the army now in existence and the addi- tions which are to follow the new draft. A million and a half of men, now in France, are amply provided for a year to come so far as their woolen needs go. A_ year’s renewal for service in France is required for 1,500,000 and, in addition, the initial equipment and a year’s renewal for 1,500,000 more. This will allow for an army of 4,500,000 men. Taking the army estimate of wool required as a basis, this will call for 341,500,- 000 pounds in the grease. But at least 30 per cent. should be deducted from this because of the percentage of shoddy or reworked wool which is used in the making of military goods. This will leave net 239,050,000 pounds of grease wool as necessary for a year to come. Throw in, for good measure, 61,000,000 pounds of virgin wool—enough to provide for the initial needs of 1,000,000 more men—and there would remain 263,- 000,000 pounds on July 1, aside from what was held by the army and navy. This surplus is being added to each month by the imports of wool. Then, too, the large percentage of shoddy entering into the manufac- ture of civilian cloths help out the virgin wool supply. Why, under such circumstances, the exaggerated state- ments of wool scarcity should be given currency from official sources is what is puzzling many men who have to buy woolens. If the calcula- tions given, which are based on the best obtainable data, are wrong, this should be made apparent. Mystery and secrecy are not called for or ad- visable, as it certainly can’t help the Kaiser to know what this country’s wool supplies are, they being infinite. ly better than his own. Such things merely raise suspicion of there being a nigger in the woolpile. It might be inferred, from a ques- tionnaire which has been sent to the woolen manufacturers, that the mills of the country are getting cleared of work for war purposes and will need civilian business to help reduce costs of operation and to keep the machin- ery busy. The initiative for this en- quiry came from the War Service Committee of the manufacturers, but the returns will be made to the War Industries Board. In the notice sent out it is stated that, “while the facts do not disclose that ‘wool will be available in the near future for’ civil- ian manufacture,” the board “desires all information possible in order that the situation may be most intelli- gently considered and as promptly as Government requirements will permit.” Each person may put his own interpretation on what this may mean. The information sought in- cludes the amount and kinds of wool and shoddy on hand or to be received, as well as the yarns of all kinds, tops, etc., the amount of cotton yarns on hand; the amounts of wool and cotton required; the classes of fabrics to be made; the yardage that can be produced from the stocks asked for and how long the mills can be oper- ated; the percentage of machinery on Government work, and how long this can be continued on present con- tracts. Certain things would seem to be needed to make this enquiry com- plete. Mill reports show that an average of less than 45 per cent. of the looms in operation this year have been engaged on Government work. What were the other looms turning out, and what became of their prod- uct? Incidentally, it might also be asked how much of fabrics are now in the possession or under the con- trol of the mills and when they were made. And then make public what is disclosed, so that the great gar- ment industries may know “where they are at.” Shoddy, or reworked wool, has been coming to its own since the war began. Used in the crude’ manner that was in vogue at the time of the Civil War in this country, it gained a very bad repute. But the British, who are past masters in the woolen industry, have for years been employ- ing the reworked wool to great ad- vantage. In this country, also, the use of it was extending rapidly, one reason being that the world’s wool clip of any one year was not suffi- cient to supply the world’s needs for wool in that period. When _ this country became a belligerent, and woolen supplies were called for with- out limit, the manufacturers of wool- en goods were able to convince the authorities that an admixture of 35 per cent. of shoddy for military cloths would answer every purpose. One reason for acceding to this prop- Osition was the possible scarcity of virgin wool, but another was that improved processes of incorporating the shoddy into fabrics made the latter of adequate tensile strength. The Government has recognized the essential character of shoddy by put- ting an embargo on shipments of de- sirable wool rags and clippings and by fixing prices on supplies in this country. It is also reclaiming the wool in discarded and worn-out uni- forms and the like for use in new fabrics. How valuablé some of the material for shoddy is is shown in the fact that the Government-fixed. prices for certain clips go as high as 93 cents a pound. How much shoddy has been resort- ed to in recent years is thoroughly well-known to those engaged in the garment trades, and even the general public is getting fairly well acquaint- ed with the subject. Buyers usually know that, when fabrics or garments are represented to them as being “all wool,” this does not necessarily mean virgin wool. In fact, in very few in- stances is cloth made wholly of new wool because of the great expense. Then, too, yarns made partly of cer- tain kinds of reworked wool are bet- ter than those made wholly of certain kinds of new wool. When once the cloths are made, it is difficult or al- most impossible to distinguish be- tween those composed wholly of new wool or those in which shoddy is a component. The ordinary caustic alkali test is, of course, useless, and it is doubtful if even a microscopic test would be conclusive. So people in general have ceased to worry on this score. Latterly, they have been ~ called upon to take fabrics with cot- ton warps, and this seems to be re- sented. This is one reason why job- bers and retailers are rather chary about buying them, or the garments made of them. The pretext for get- ting them out is the supposed wool scarcity, which includes also shoddy. Yet there must be some market for such fabrics. During the week there was an opening of part worsted and part cotton fancy suitings of eleven- ounce weight priced at $3.50 a yard net. And the mill producing them announced it would only allot the goods to regular customers. see apebeeca No Flies. “No flies on us,” is printed in large letters on the handle of the fly swat- ters a grocery sends out now and then free of charge, to customers and prospects. On the reverse side is the firm’s name, of course. —— One man’s story is as good as an- other’s until you hear the other man’s story. September 4, 1918 War Problems and How To Meet Them. It is a well-known fact that pro- gress in mechanics consists usually of simplifying the methods employed for accomplishing a given result, When an idea is first developed the means used for its application are crude in the sense that they are un- necessarily complicated. Improve- ment consists in getting rid of super- fluous parts, and working toward a simpler form of the same mechanism. Selling is largely mechanical or routine. The customer comes into the store, is waited upon by a clerk, inspects, with the latter’s assistance, a greater or smaller number of arti- cles before making a final selection, and finally, still with the assistance of the clerk, purchases the goods de- sired. The salesperson is there all of the time, making out the record of the sale, handling the payment and the change, and delivering the parcel. Simplifying sales mechanics in stores therefore, has to do chiefly with eliminating as much unneces- sary labor by salespeople as possible. The number of people who can be waited upon by a salesman can be greatly increased, it is obvious, if the attention given to each customer is cut down to a material extent. Consequently a change in direction means an immediate economy, and a possible reduction of great extent in the number of people employed for sales purposes. And _ this, under present conditions, is a consumma- tion which, if not devoutly to be wished, is at least worth giving a considerable amount of attention. Much attention has been given of late to the development of a type of store referred to as “self-serve.” In establishments of this kind the goods are displayed, with prices and other information in evidence, the customer makes a selection without any assistance from a_ salesperson, and only when this is done is any- thing in the way of service necessary. Many restaurants of the cafeteria type have reduced the cost of service by this plan. A great many gro- ceries and other food shops have adopted the idea, and the writer has even seen stores where women’s gar- ments are dispensed in this manner. It would seem that if merchandise of the latter character can be sold by the self-service store, almost any kind of goods whatever could be dis- posed of in that manner, since the matter of fit, style. “snap,” and a great many other points which are usually debatable come up in the mind of the customer who is examin- ing goods of that character. The elimination of the clerk during what might be called the preliminary stage of the buying routine, and at- tention only to the closing stage, in- volving preparing the package for de- livery, receiving the money, making change, etc., of course reduces the necessary number of salespeople to a fraction of what would be needed where the customer is given atten- tion of a personal character from the time he enters the store until he leaves with the goods, MICHIGAN TRADESMAN The self-service idea is unquestion- ably well adapted to a great many retail lines. Such products as food are especially suited to the plan, be- cause they are staple in character, there is no question regarding the method of use, and such brands as are in evidence are well known and to that extent quality is standardized. Besides, the high cost of living is usually interpreted in terms of food cost, and the greatest attention of the public is given to the opportun- ity for reduction in living expenses presented through improved methods of food selling. From all of these standpoints, the self-serve idea seems to be well adapted to the grocery trade. In other lines it is doubtful if the idea as a whole can be employed to advantage, but on the other hand, there is hardly a retail establishment which cannot study with profit the question of simplifying the mechanics of selling, and making it easier for the customer to buy. That is really what it amounts to. Under ordinary conditions the salesperson is there for the purpose of removing the obstacles between the customer and the goods, between the buyer and the sale. If these ob- stacles are removed in advance, to as large an extent as is practicable, then the routine can be shortened and the sales capacity of each employe made measurably greater. One step in this direction is to dis- play the goods better. The use of obsolete methods of showing the stock, either in the win- dows, inside the store, or both, con- stitutes the greatest possible handi- cap to selling, and imposes a greater burden on both customer and sales- man. Putting in modern fixtures, which display the merchandise well, show off its good points, and supply auto- matically the greatest possible amount of information to the pro- spective purchaser, without the inter- position of the salesperson, will shorten up your selling routine and make for quicker and easier sales. Furthermore, people who are not waited upon immediately, in a store of this kind, do not become impatient, because the arrangement of the stock enables them to look over the merchandise and make their selec- tions in advance of the arrival of a clerk. Supplying more complete informa- tion regarding the goods on the price- tags is another process in the same direction. In most cases the sales- man has to tell all about the charac- ter, quality, and use of the merchan- dise. Why should this not be pre- sented in printed form, so that the customer can read and digest it eas- ily? The use of better display methods and better descriptive tags will sim- plify your selling technique, and will enable you to get more business done with your present force, or to de- crease your sales force and still do the same amount of business. G. D. Crain, Jr. ER Defining Profiteering in Farm Equip- ment, Everybody handling agricultural implements will be interested in a bul- letin- issued by the Department of Agriculture defining profiteering and hoarding of farm equipment. Of course, retailers doing a moderaie business are not subject to licensing and regulation, but- the question is one of broad interest throughout the trade. Here are the salient points of the bulletin: Selling goods on a replace value in certain cases will be considered profi- teering, according to a statement is- sued to-day by the office of Farm Equipment Control of the United States Department of Agriculture, which administers the licensing of the farm equipment industry under the food control act. Farm equipment held, contracted for, or arranged for, in excess of the reasonable requirements of his busi- ness, for use or sale by him in a reasonable time, is considered hoard- ing, under the meaning of the Act of Congress approved August 10, 1917, to provide further for the Na- tional security an defense by encour- aging the prod:ction, conserving the supply and coutrolling the distribu- tion of food products and fuel. Any farm equipment that is hoarded cannot be considered under this rul- ing, but will be dealt with under the Act according to the merits of each particular case. The prices of farm equipment are more or less seasonal, but if the price should rise or fall during the season then, to be consistent, a person who wishes to sell on the basis of replace- ment values would be obliged to sell at a loss if the price fell. Equipment carried over from one season to an- other—that is, the residual from a previous season’s reasonable supply —should be considered in the same manner. Therefore, if persons have sold at replacement values, they must continue to do so when a drop in prices comes, and carry the same amount of stock as in the beginning throughout the period of the high prices in order not to profiteer. In short, it will not be considered profiteering if farm equipment is sold on the basis of replacement prices, provided the goods are replaced at once at replacement prices and this practice is continued during the per- iod of high prices caused by the war. It will be considered profiteering if manufacturers, wholesalers, retailers or other dealers having a_ regular stock of farm equipment, sell out at replacement value when prices are falling, Manufacturers, wholesalers, retailers or other dealers desiring to sell out without replacing should sell at cost price plus a fair usual profit. It will be considered hoarding if any manufacturer, wholesaler, retail- er or other dealer holds, contracts for, or arranges for a quantity of farm equipment in excess of the reasonable requirements of his busi- ness for sale by him over a reason- able time. Manufacturers, whole- salers, retailers and other dealers finding themselves inadvertently in this position should sell at cost plus a fair usual profit. —_——-—-* oo “Big Business” and the War. In spite of any graft or profiteer- ing of which individual concerns may have been guilty during this period of disturbed conditions and swiftly rising prices, the unprejudiced ob- server must admit that the big busi- ness men of the country as a class have shown the utmost willingness to shoulder their share of the National burden. None have been quicker than the so-called “wealthy classes” to ac- 5 oa ae i ii ie Mil knowledge their peculiar bilities in the present crisis. As a rule, the prosperous and wealthy have heartily endorsed the principle of super-taxation. And be- yond this they have given freely of their wealth, their time and their own flesh and blood—as the casualty lists will show. One good result of this terrible war is the demonstration it affords of the truly democratic spirit of our whole people. responsi- The incorrigible hog and the in- effable snob we have always with us —likewise those who raptly adore the divine right of dollars. But they are an inconsiderable minority, and conspicuously so among those who have already got their dollars. America is a real democracy. And this war proves it. —>---.——__ Make Your Letters Say We Will Win. Get the victory punch into your business letters. Pessimism is more infectious than a cold. One doubter can give the chills to a room full of people. The germ of this disease often creeps in- to our correspondence and does more harm than the spoken word. Especially in the case of mail sent to foreign countries, the color of our thoughts is searched for eagerly between the lines we write. The business man abroad—whether a neutral or an ally—is quick to see any weakness. The flag ought to be kept flying in all letters that leave the country. The same is true of business let- ters in America. All our correspond- ence should carry a positive, vital confidence, and a purpose to see the war through to victory. We are go- ing to win. Let your letters show you know it. —_—_.-~--~—_____ Eggs, Poultry, Beans and Potatoes. Buffalo, Sept. 4—Creamery butter extras, 47@48c; firsts, 46c; common, 42@44; dairy, common to choice, 42c; pacing stock, 33@ 35c. Cheese—No. 1, new, choice, 26c. Eggs—New laid, 50@57c for fancy and 45@47c for choice, Poultry (live)—Old cox, 25@26c: fowls, 32@36c; chicks, 33@38c; ducks, 32@35c. . Beans—Medium, $11 per hundred Ibs.; Peas, $11 per hundred Ibs.; Mar- row, $12.50 per hundred lbs. Potatoes—New, $5@$5.50 per bbl. Rea & Witzig. Butter, fancy, 27c; GRAND RAPIDS SEPT 162 4 ; i MICHIGAN TRADESMAN September 4, 1918 Movements of Merchants, Lowell—A. A. Scott has closed his restaurant and cigar stand and re- tired from business. Oakley—S. G. Babbitt has opened an ice cream parlor in connection with his general store. Whitehall—Mrs. M, G. Hollis has engaged in the millinery business in the Springer building. Nashville—Fred G. Baker has en- gaged in the clothing and men’s furnishing goods business. Owosso—Harry Utchenik is clos- ing out his stock of groceries, hav- ing been called for military service. Holland—Mrs, Nellie Toren, mil- liner at 34 East Eighth street, has sold her stock and store fixtures to Mrs. Adam Clark, who has taken possession. Kalamazoo—The Dunkley Com- pany was defeated in the U. S. dis- trict court of Los Angeles, Cal., in-its patent infringement suit against the Pasendena Canning Co. Kalamazoo—The largest. life in- surance claim paid in Kalamazoo dur- ing 1917 was one for $60,000 on the life of Lester Salomon, former man- ager of the Home Furnishing Co. Holland—James Van. Dyke has sold his grocery stock and store fix- tures. to A. F. Schuiling and Roy Decker, who have formed a copart- nership and will continue the business at the same location under the style of the North Side Grocery Co, Belding—Rogers & Neely, furni- ture dealers and undertakers at Glad- win, have purchased the .Charles S. Foster bankrupt stock of furniture and store fixtures and removed it to Gladwin. Arthur Fitzjohn has pur- chased the undertaking stock and balming equipment and will continue the business under his own name. Manufacturing Matters. Bay City—Fire damaged stock at the plant of the Chicago Creamery Package Co. to the extent of about $10,000 Aug. 30. Augusta—The flour mill of William Bowen & Son, in Augusta, was re- cently repaired) and additions built. The mill will soon have a capacity of fifty barrels a day. Manistee—The new plant of the . Cooper Underwear Co. in Manistee, is expected to be ready for occupancy one month earlier than anticipated, which means that it will be in opera- tion ‘probably by the middle of Octo- ber. The plant will cost more than $50,000. Detroit—The Paige-Detroit Motor Car Co. henceforth will be on a 24 per cent. dividend basis, as the re- sult of a new dividend of 2 per cent., payable Sept. 10, notification of which was given the Detroit Stock Exchange this week. Bay City—The Wilson Body Co. has made the first payment of $25,000 under an agreement with Bay City people that the company should pay for the erection of its plant in that city in annual instalments. At the Same time the above amount was - paid, the company paid the first year’s interest on the total cost of the plant. Carsonville—Leading business men in Carsonville are working out plans for the establishment of a new can- ning industry in the town. The con- cern is to have a capital stock of $50,000 and will employ fifty to seven- ty-five men and women. The Messrs. O’Connor, Williams and Reed are at the head of the citizens’ committee in charge. Tecumseh—H. Brewer & Co. have received war orders from the Emer- gency Fleet Corporation covering manufacture of bilge and ballast water pipe and fittings for thirty-seven 3,500-ton ships and for seventy-two 5,000-ton ships. This order will keep the plant busy for a long time, al- though other Government orders are being filled. Fordson—Henry ford has acquired a site for the Fordson State Bank, recently chartered, and the building to be erected will be one of the first in the new town of Fordson. The land was bought, it is reported, for $15,000, which, according to old-tim- ers in the vicinity, is a big price. Not so, however, in the mind of some realty people, who say that it is a bargain and that within two years the property will be worth at least three times the price paid for it. As a matter of fact, there is hardly any property in Fordson or within walk- ing distance which has not increased in value from 20 to 200 per cent. re- cently. —~++.—__ War correspondents writing from the Flanders front have mentioned the great masses of flaming scarlet poppies that spring up within a few months after each battle on the blood- soaked: fields. An appropriate flower for the battlefield is the. poppy, for, looked upon in some parts. of the world as the symbol of death, many profess to see a happier sign in the old superstition that the markings in its center are the outline of the cross. There appears to be a real connec- tion between these flowers and the. blood which has been poured out, for the same thing has been mentioned by historians who have recorded the stories of the countless battles fought. in this “cockpit of Europe.” Confine Christmas Buying To Useful Articles. The Council of National Defense authorizes the following statement: The Council of National Defense has heretofore emphasized the neces- sity of restricting Christmas buying during the coming fall for certain specific reasons which it has stated. These reasons are, in brief, the necessity for saving labor and ma- terial in the manufacture and sale of Christmas gifts and of saving the transportation and delivery facilities necessarily involved in the large volume of Christmas purchases._ After conference with representa- tives of leading industries and retail © interests concerned; it is found that the manufacture of goods for the coming holiday season has been sub- stantially completed, that the trans- portation of the goods to the point of sale is also largely done and that much of the material used for Christ- mas purchases, especially in the manufacture of toys, is the waste ma- terial derived from prior processes of manufacture. The retail interests represented at the conference have agreed not to increase their working force by rea- son of the holiday business over the average force employed by them throughout the year and not to in- crease the normal working hours of their force during the Christmas sea- son. They also agreed to use their utmost efforts to confine Christmas giving, except for young children, to useful articles and to spread the period for holiday purchases over the months of October, November and December. In order to relieve the transportation facilities of the coun- try from a congestion in the latter. half of December which would be so hurtful to the interests of the Nation that it can not be permitted, the re- tail interests represented at this hearing have agreed to co-operate further in the campaign heretofore and now being carried on under the auspices of the War Industries Board to restrict deliveries and to induce their customers to carry their own packages wherever possible. The retail interests to which refer- ence has been. made have further agreed to make an announcement to the above substantial effect in their advertisements commencing in early September and repeating same week- ly thereafter. The above suggestions if faithfully and loyally put into ef- fect throughout the country will make possible a continuance of the holiday custom without endangering the National interests thereby. The Council of National -Defense will co-operate in carrying out the suggested measures. It looks to or- ganized business bodies of every na- ture and throughout the countty ac- tively to join in the movement as providing means whereby that co- operation between the Government and the people can be had which alone will permit the continuance of holiday business in such -form, on such scale, and by such methods as are consistent with the Mational welfare. This announcement js defi- nitely conditioned upon loyal and thorough co-operation in spirit and in letter on the part of sellers and buyers throughout the country. Penalized By the Food Administra- tion. The first case of violation of food rules which has come to the atten- tion of the Food Administration from Alaska is that of N, F. Zimmerman, grocer of Ketchikan, Alaska, who was found guilty of selling ten sacks of wheat flour and three sacks of sugar to a fish packing company in his section without first applying for and obtaining the necessary permits required for the sale of these com- modities in excess of the regulations. Zimmerman’s place was closed for three days and a sign reading, “Closed for violation of Federal Food Regulations,” was displayed in the front of his establishment. The Hellums Company, of Grady, Arkansas, ginners and retailers ot cottonseed, has had its license sus- pended by the Food Administration for not obeying license regulations and for having made excessive profits. This firm was first permitted to contribute $500 to the Red Cross in lieu of the revocation of its license but having failed to make the’con- tribution, its license was revoked until further notice. William Culber of 56-58-60 Com- merce street, Newark, New Jersey, has been ordered to suspend business for two weeks from Sept. 2, for re- fusing to accept a car of onions which he had contracted for. —_22.__ Prospective customers often fail to buy even after all reasons have been made clear to them and accepted by them. All of us who have had any experience as salesmen have noticed this tendency. In other words, the prospective customer obtains a defi- nite knowledge of the merit of an arti- cle from the salesman, but fails to act on the knowledge, although he is thoroughly convinced he needs it. And, obviously, this is leaving out of all consideration the man who wants to buy but is without the money to buy: we are talking now of the man with the money whom the salesman meets every day, whom he absolutely convinces of the profit or pleasure to be derived from the use of an article, after which the prospect hesitates, delays and procrastinates in its pur- chase. He fails to act on definite knowledge. _ ——__ 2 —__ The Deacon Ellis-Connor Smith gang which handled the Sleeper and Osborn campaigns in Grand Rapids and Kent county succeeded in carry- ing: their bailiwick for their employ- ers, but. the methods they used and the weapons they employed were not such as to appeal to decent people generally. All of the old clap trap and grand stand tactics were brought into play, but even their questionable methods were not sufficient to land the candidates for county offices which the Ellis gang undertook to foist on the people. 2-2-2 —_____ Success will go a block out of its way to dodge a lazy man, ccogminnie sti September 4, 1918 MICHIGAN TRADESMAN — —~ ~ - =- ROCERY > PRODUCE MARKET = — i — ~ = = = Review of the Grand Rapids Produce Market. Apples—Dutchess, $1.50 per bu.; Maiden Blush, $1.50 per bu.; Pound Sweet, $2 per bu.; Wealthy, $1.50. Bananas—$6 per 100 lbs. Beets—$1.25 per bu. Butter—The movement is upward on account of the Government hav- ing commandeered 60 per cent. of the creamery stock now in storage all over the country. Local dealers hold fancy creamery at 47%c in tubs and 49c in prints. They pay 40c for No. 1 dairy in jars and sell at 43c. They pay 30@31c for packing stock. Cabbage—$3.75 per large crate and $3.25 for medium. Cantaloupes—Hearts of Gold from Benton Harbor command $4 for standards, $3.75 for ponies and $2 for flats; Colorado, $3.75 for standards and $1.75 for flats. Carrots—$1.25 per bu. Cauliflower—$3 per dozen. Celery—35c per bunch. Crab Apples—$1 per bu. for early varieties. Cucumbers — Home grown com. mand 85c per dozen for No. 1 and 65c per dozen for No. 2. Eggs—Local dealers pay 39c for No. 1 candled cases included, deliver- ed in Grand Rapids. Grape Fruit—$3.50 per box for all sizes Floridas. Grapes—$3 per doz. for 4 Ib. bas- kets of blue varieties. Green Corn—20c per dozen. Green Onions—18@20c per dozen. Green Peppers—$1.75 per bu. Honey—26c per ib. for white’ clov- er and 24c for dark. Lemons—California selling at $9 for choice and $9.50 for fancy. Lettuce—Garden. grown, 65c per u.; home grown head, $1.25 per bu. Musk Melons — Benton Harbor Osage, $2.50@8 per crate of 12 to 16; Honey Dew from Benton: Har- bor, $3.50 per crate. Nuts—Almonds, 21c per 1b.;_ fil- berts, 20c for Grenoble; Brazils, 18c; Mixed nuts, 16%c. Onions—Home grown stock now has the call, commanding $2 per 100 Ib. sack, a Oranges—Californta Valencias, $10 per box. Peaches—California Elbertas and Crawfords, $1.75 for flats: home grown Prolifics and Ingals fetch $3.50@4 per bu. Pears—Clapp’s Favorite, $2.50 per bu.; Bartlett, $3 per bu.; $3.25 per box for California Bartlett. Pickling Stock—Cucumbers, $1.75 per % bu.; white onions, $1.75 per Y% bu. Plums—s2@2. a5 per bu. for Brad- ian ici a aa Ns 2-—___—_ Chester A. Brubaker, general deal- er at Mears, was in town Tuesday to start his son off to the war. Mr. Brubaker is the Chronic Kicker of the Tradesman staff and pays his re- spects to two other correspondents of the Tradesman in his department this week. Se ence aa ae A forgiving disposition is the first law of self-preservation, The Grocery Market. Sugar — Purchases of raw sugar through the International Sugar Committee during the past week have been light, but the trade expects larger allocations later on, as it is believed that during the next two months practically all of the remain- ing stocks in Cuba mtended for the United States will be moved. Much interest in the trade has been cen- tered in’ developments at Washing- ton, and with the price fixing out of the way business is expected to assume more normal proportions. Re- finers still complain of their accumu- lating stocks of sugar and of the poor demand, although some — im- provement jn ‘the latter has been noticeable within the past few days, although it is far from normal. Tea—The market is quiet. Some look for an improve- ment in business this week. Mean- time stocks are small and the market remains firm. Canned Frit—Southern offerings of No. 2 unpeeled pie peaches are on the basis of $1.20.f. 0. b. factory, with $1.50 for No. 3s and $5.00 for No. 10s. Standard No. 2s, in syrup, are held at $2.00, and No. 3s at $2.50. There are no spot goods offered. Canned Vegetables—There is an increased demand for September de- livery and a little enquiry. for toma- toes also for October. Brokers are advising their customers to follow every decline down, but only in a moderate way, ana conservative houses are not suggesting any large purchases for the present. Deliveries at the canneries are increasing rapid- ly and the outlook now is that next week will be the glut week. It may be postponed to the following week, but production undoubtedy will be a large one and it is expected to even exceed that of last year. Growers are not obtaining the high prices they expected at first except those who made contracts on a $30 basis at the outset. Raw tomatoes have sold as low as 35c a bushel and have ad- vanced later to $1.50, ranging recent- ly from 50c to 75c a bushel, but sell- ing down again too close to the 35c mark. Canners are hoping to ac- cumulate stock while the glut period is on. Orders for the Government are expected to be very large and even with the increased pack the gen- eral public may have to get along with fewer tomatoes than expected. Some offerings of future sweet pota- toes have been made on the basis of $2.05 for No. 3 f. o. b. factory. Canned Fish—The salmon _ situa- tion is a very firm one, with offer- ings on the spot chiefly in the way of goods that could not be exported. These are held at $2.95@3.00 for red Alaska and $2.05 for pink. Rice—Quiet conditions still prevail in the local market for rice; but with stocks small prices remain steady. Dried Fruits—Although still on a nominal basis the spot market is very strong for all dried fruit. Holders are not inclined to sell and are ask- ing the full limit of what they think will pass the scrutiny of the. Food Administration. -Some jobbers say extremely eae 5 they can not understand how costs could be figured on any basis that justifies present asking prices. How- ever, owing to the competition of fresh fruit there is not much demand at present. The fact that Govern- ment,requisitions are likely to absorb the greater part of the new pack of prunes and peaches is causing all dried fruit to be held with increased confidence. The interesting feature of the situation is how recent specu- lative Operations in apricots are go- ing to come out. Some seem to think that the Government will take this fruit to help out on peaches but there is considerable question as to wheth- er or not they will be willing to guar- antee excessive profits to present holders. Apricots are unlicensed and offer about the only opportunity for speculation that is possible at present. Raisins are in demand and although the crop is a large one Government requirements are likely to be heavy. Th outlook for Amalia currants is not very promising from the market standpoint. There are large stocks still unsold on this market and the new crop is said to be a very good one so that losses are possible to the present holders. Nuts—There is only a nominal market possible under prevailing con- ditions, owing to the absence of any important offerings of imported goods while awaiting the opening of the season for California nuts. + 2. Status of the New Flour ‘Ruling. The retail dealer selling standard wheat flour is required to carry in stock either barley flour, corn meal or corn flour, and with each sale of wheat flour must sell 1 pound of such substitutes with each 4 pounds of wheat flour. No dealer may force any other substitute upon the con- sumer. If the retailer has ‘for sale, and the consumer desires them, the fol- lowing substitutes may be sold on the basis of 1 pound with each. 4 pounds of standard wheat flour: Rice flour, oat flour, peanut flour, bean flour,. potato flour, sweet potato flour and buckwheat flour. Pure rye flour or meal may be sold as a substitute only in the pro- portion of at least 2 pounds of okye with 3 pounds of wheat flour. Victory mixed flour shall consist of wheat and barley flour, wheat and corn flour, or wheat, barley and corn flours, and shall all be mixed on the basis of 4 pounds of wheat flour to 1 pound of substitutes. va Victory mixed flour may also con. sist of wheat and rye flour, and shall be mixed on the basis of 3 pounds of -wheat ‘flour to not less than 2 pounds of rye flour. . All victory . mixed flour sold without substitutes, greater price than flour, Exact may be buf at no standard wheat —.<-.————_ James M. -Goldstein (A. Krolik .& Co.) ‘was in town a couple of days last week on the tail end of, a fort- night’s vacation spent wth “his parents at Lakeview. -iHe::was.: iac- companied by Mrs. Goldstein: uo i i il nA i a ini eh cae — Gabby Gleanings from Grand Rapids. Grand Rapids, Sept. 3—We desire to correct some errors in our letter of August 14 concerning the names of the members of Grand Rapids Council who are in the service. We urge the writing of personal letters to these members and we feel it is important that their names be cor- rectly given. The corrections follow. H. P. Gardy, not H. P. Brady; L. Lupetsky, not F. Lupetsky; Peter de Kraker, not Peter DeKroker; W’ E. Wallace, not E. W. Wallace; August. Kaser, not Albert Kaiser; A. F. Jaunaufth, not A. F. Januausth; J. A. Berg, not Jay A. Burg; John Thorough, not John Phorough; Thomas DeNeut, not Thomas DeNut. We are glad to note that a large number of traveling salesmen from Grand Rapids availed themselves of the opportunity to use the absent voters’ privilege at the recent primary election. One of our members re- ports that his was the 94th ballot is- sued by the city clerk the Saturday previous to election and several more were waiting, It is safe to say that over 100 traveling men voted although absent. While this is a good show- ing compared to many voting places up state where less than one per cent. of the voting population took the trouble to go to the poles at all though within a stone’s throw of them all day, yet it is hardly as good as should be expected of a good group of redblooded, patriotic citi- zens such as commercial travellers. If you recall, it was you fellows who were a big factor in getting this ab- sent voters law through and now it would not look very well if you fall down on the job and don’t make use of it. It will look as though you were not sincere. If you forgot it August 27 try and think of it in November. It is our duty as patri- otic citizens. If the friends of Commander New- berry spent as much money on his nom- ination as Lieutenant Governor Dickin- son inferred they did, it was probably not so much to get Newberry in as to keep Ford out. If it accomplished the latter will say it is money well ex- pended. The Secretary reports that there is a certain. percentage of the mem- bers of Grand Rapids Council who are continually and persistently de- linquent in the payment of assess- ments and dues and who require the expenditure of an unnecessary amount of money in stamps to say nothing of the time and annoyance to the Secretary in sending out delinquent notices. The larger part of the mem- bers pay up promptly, but there are certain ones with whom this practice has become chronic, and we suggest that in the payment of No. 145 you get into the 100 per cent. efficiency class. Pay up on or before Septem- ber 15th. It is better for you and bet- ter for the Order. The meeting of No. 131 Council on Sept. 7 is important. Be on hand. We are not disposed to be critical and doubtless there is a good reason for the recent request for the con- servation of gasoline, but why make a Mississippi river dividing line? The necessity of one section of our coun- try should be the necessity of all sec- tions. We don’t believe in Mason and Dixon lines, Mississippi river lines or drawing any lines in favor of or against one section of the good United States. If we need to con- serve gasoline, make the ruling uni- versal in the United States. It is our opinion that cards should be is- sued permitting the pleasure touring cars to buy a certain amount of gaso- line each week for pleasure purposes. They can use this gasoline any time during the week as they see fit and when they use it up they will have to lay their car up and wait until ‘the time arrives when they can buy a new supply. This will also give the man who is out of town and the man MICHIGAN TRADESMAN who works each and every day in the week a chance so that he can take his allotment and get a little pleasure out of a Sunday drive, as Sunday is the only day that a great many of us have to enjoy our cars and our fam- ilies. Our climate this side of the Mississippi allows us but six months of the year to enjoy pleasure riding in our automobiles and until this Mississippi river dividing !line has been removed and the conservation of gasoline made universal through- out the country we shall feel that we are discriminated against. Harold H. VanSyckel, who has for the past four years successfully con- ducted the Cash Grocery Store at Douglas, has left for Camp Custer to do his bit for Uncle Sam. If Harold is as successful in “getting” Germans as he was in getting customers for his store, he will be some soldier. His store will be managed during his ab- sence by his father, F. P. VanSyckel. J. I. Wernette, well known to Grand Rapids traveling men, moved to Los Angeles, California, a year ago and this year has gone into the canning business in California. Mr. Wernette reports ,that there is a big demand for all canned goods and that his factory is running to capacity and that the fruit packed is already sold. Mr. Wernette is very enthusfasttic about the wonderful climate of Sun- ny California; the magnificent roads, the beautiful scenery and the business opportunities afforded by the state. His many Grand Rapids friends will be pleased to hear of his success in his new home. William E. Haas, general dealer at Bauer, has just returned from his first vacation away from his business in twenty years. He, with his wife arid children, jaindd some friends and motored to White Fish Lake, where they spent the week angling for the finny tribe. Will said he gain- ed about five pounds in weight and looks about ten years younger, need- less to say he had a nice catch of fish during his stay. W. W. Barton, G. T. Avery and E. J. Ash, grocers of Three Rivers, re- cently attended a convention at South Bend, where the system of delivery was the general topic of conversation. R. T. Heely of Moore Park, has bought the Howard stock of groceries and is moving his stock across the street into the Howard store. He has taken on the office of postmaster at Moore Park. E. T. Smith, of the firm Smith Bros., of Coats Grove, is acting as station agent at Woodbury while the oer agent is laid up in the hospi- tal. George C. Sausman and wife, of Fremont, recently made a trip by auto to Illinois. Mr. Sausman reports IIli- nois as a very interesting country and that he thoroughly enjoyed his two weeks’ vacation taken in this way. An old colored man named Zeno has a savings account in a Southern bank. One day the bank failed and Zeno was very much perturbed, al- though he didn’t know it by that name. He hung around the bank just to be near his money and when the receiver asked him why, he answered “Cause I’se got some money in that eré bank and I wants to get it.” Well, replied the receiver, “don’t you know that the bank has to be thoroughly examined before any of the depositors can get their money? Banks have failed be- fore. This isn’t the first time that banks have busted.” Sure ah knows that. I heard of banks busting fore this but this am the first time a bank ever busted right square in my. face. Finally the receiver announced that the depositors would be paid in alphabetical order. Unfortunately a mistake had been made in figuring and when they got down to the W’s the money gave out and Zeno lost his savings. How- ever he was not discouraged. After a couple of months he had some more money saved up. He took it to an- other bank where he was known and told the cashier he wanted to open a savings account. “Alright Zeno’ re- plied the cashier, ‘“‘we wiil be glad to open an account for you.” “Zeno noth- ing,” said the “darkey quickly. ‘My name ain’t Zeno no more. My name is Aaron.” Sitting Bull, an Indian chief was once taken to New York straight from the plains of the West. He was shown all the wonders of that great city— skyscrapers, underground channels, ele- vators and telephones. At the conclu- sion of the tour, he was asked to name the most wonderful thing he had seen. The party were standing in a hotel room, Sitting Bull walked over to one corner of the room and pointed to a water faucet. That, he said is the greatest. To the mind of the Indian who had suffered from thirst on the sands of the desert the most wonder- ful thing in New York was the sup- ply of water in every man’s house. Those things which habit inducés us to accept as a matter of course is often our greatest accomplishment. John Thirfty, representing Armour & Company, has been in the habit of carrying his little sack of sugar with him to ensure an adequate supply. However, the anxious eyes of his fel- low travelers had been concentrated on this little bag of sugar for some time. It happened at Mesick that like Lot’s wife of old John looked back, and lo and beheld, his little sack of sugar had turned into a little bag of salt and salt don’t do his coffee any good anyway. It is funny how things happen. Within fifty miles of Grand Rapids there is a hotel which serves a meal for 75 cnts which is well worth $1 of any man’s’ money, except for the wretched service which prevails in the dining room. The food is good, the cooking is superb and the portions are ample, but the red headed head waitress is so crazy to impose her.company and conversation on the young men who en- ter the dining room that she permits transient guests of middle age and past to wait many minutes at the door be- fore she directs them to proper seats. Instead of noting whether the guests are properly served, she hangs around the tables occupied by male guests ex- clusively, making herself so obnoxious that she actually drives people away from the hotel. Flies are so thick in the dining room that no one can eat with any degree of comfort. If the r. h. h. w. would let the young men alone for a few days and devote her spare time to the elimination of the fly nuisance, she would incur the lasting gratitude of the guests of the hotel. One feature of the {average hotel which strikes the occasional guest as peculiar is the manner in which the management overlooks proper provision for a second guest in a room. As a matter of fact, rooms are nearly always provided with towels for one guest on the theory that the room will be occu- Pied by one person. If a guest is asked to “double up” or is accompanied by his wife, the clerk never thinks of ask- ing the housekeeper or the girl on duty to add to the towel supply. As a rule, the short supply is not noticed until one of the occupants of the room starts to take a bath. Then it is about as easy to raise the dead as to secure an additional] equipment of towels for the use of the second guest in the room. A little more attention paid to this feature of hotel keeping would add to the pleasure and satisfaction of guests and increase the respect in which land- lords generally are regarded by their patrons. One of the most persuasive men in America—the head of a giant corpora- tion—gives this as the chief secret of his success in molding the minds of men in interviews, or of the public in advertisements: “I always try hard,” he says, “to mix recognized. truths with the particular points I wish to get ac- cepted, so that the listener or reader, September 4, 1918 in admitting the one class of asser- tions, unconsciously admits the other. This builds up in the listener’s or reader's mind the conviction that he is reasoning out his conclusions himself, and absolutely convinces him.” Throwing a young man upon his own responsibility is the only way to culti- vate his confidence in his own powers and to bring out what originality and initiative there are in him. The trou- ble with many older men who are train- ing young men for executive positions is that they want them to become exact reproductions of themselves. This new raw material may not fashion well into the old style garment and to attempt to so fashion it may result in hampering the aspirant in the development of his own initiative and through it lifting a business out of a rut. “About once in ten years a firm must get in some new blood,” said a far-sighted executive, “or else it will go to seed.” If new blood is compelled to run through old, hard- ened arteries it will lose all its red cor- puscles. The idea back of transfusing the new blood is to have some of the moss grown, back number’ methods superseded by later day ideas. Men who have been at the head of an enter- prise for years are apt to get into a rut. Holding the head of a department responsible for results and permitting him to accomplish those results in his own way is, broadly speaking, the prin- ciple to be followed. The wise man who has an embryo executive in train- ing will study his pupil’s characteris- tics and seek to give them direction, rather than to hold him down to hard and fast rules. If he sees that the young man is approaching a curve in the road at too high a rate of speed he can advise that some of the power be shut off and the turn taken under less momentum. But never to let a young man speed up and feel the exhilaration of his own daring will cut off his en- thusiasm. To compel him always to joo along in old ruts will destroy all his originality. What would a man without originality have done in busi- ness since the war commenced? How often it has been said that former land- marks have been obliterated and that business men have no precedents to guide them? Those Mexican the border are roughneeks across reported as “again quiet.” Whhat’s more, some of them whom our cavalrymen administered treatment are going to stay quiet, ~ In regard to marrying, one woman says: “I believe in letting a man marry whom he really wants.” Yes, and it’s the easiest way. Let him alone. If he is making a mistake he’ll find it out— when it’s too late. Dr. Garfield’s request to curtail the use of automobiles is all very well, but what profits a man if he saves gasoline and wears out shoe leather? The capture of Him is not only im- portant, but gratifying significant that the Allies will, ere long, be in posses- sion of the whole hog. The remarriage of an actor and an actress who were divorced three years ago merely shows that their original union meant home, and they discovered, as have others, that there’s no place like it. As a move against Germany the British parliament has passed a law forbidding the import of dyes for ten years after the war. At the beginning of the war Germany -controlled the dyes of the whole world. But in four years the dye making -industry has been successfully developed both in America and England, so that never again will the world have to depend upon Germany for its coal tar colors. If Germany is boycotted after the war, she will not be the first country that has been so treated. Many years ago the British boycotted Bolivia. It was in 1865 that the then president of South America republic ‘ill-treated the British minister by tying him on a mule, face to tail, and parading him around the capital,. For this offense official ~ September 4, 1918 England blotted Bolivia off the ap, and for 35 years she remained ostra- cized. From a commercial point of view Bolivia was almost ruined, and not until many years later did she re- cover from her punishment. D. F. Helmer. 2 News From Metropolis of Eastern Michigan. Saginaw, Sept. 3—Mr, Taylor, of Taylor & Co., who conducts a gro- cery at Second and Carroll avenue has purchased the grocery stock of Otto Rohde, Sixth and James avenue, and will continue the business at the same place. Mr. Rohde has spent over thirty-one years at the profes- sio nand is one of the few successful men. His success he attributes to being a careful buyer, constant at- tendance to business, clean stock and a fair deal to his customers. He has always been active in convention af- fairs, taking a great interest in the betterment of the grocery business and, although he is out of the game now, he will be found at the next convention to be held in Saginaw, doing his bit to help entertain the delegates. L. W. Yuncker, grocer on Sheridan avenue, is closing out his grocery stock, retiring from the business. B. N. Mercer, although defeated for the Republican nomination for sheriff of Saginaw county, can feel proud of the race he run, it being his first at- tempt in trying for office. He made a clean fight and judging by the vote cast, had good backing, especially from the commercial men, Ben’s a good loser and will be heard from again. Saginaw has sent her first ship, the Panchta, to the Atlantic. She’s a beauty and wel! we can feel proud of her. A sister ship is almost ready to sail and three others are under con- struction. The new man power bill just passed will put thirteen million men at the service of their country if needed. Wonder how old Bloody Bill likes the news? D. A. Bentley and William J. Brydgis, of the firm of D. A. Bentley & Co., wholesale produce merchants of Saginew, spent a part of last week and this in Detroit attending the State fair. Mr. Pohlman, member of the firm of Rimmann & Pohlman, Court street Late grocers, left for camp Monday. Mr.- Rimmann left over a month ago. The business will continue under the man- agement of Miss Rimmann, a sister. R. F, Wolpert, Potter street grocer, who recently enlisted in the naval service, is at the Great Lakes naval station. Mrs. Wolpert is continuing the business. H. Smith, grocer on Gratiot avenue, was asked to donate $25 to the Red Cross by Food Administra- tor Symonds for disobeying the flour substitute law. Borland, for several years manager -o fthe Saginaw branch of the National Grocer Co., has resign- ed. He has been Secretary and Treasurer of the Wolverine Glove Co., of this city, for some time and expects to now give his entire time to the glove business. The Wolver- ine people are doing a wonderful business, not only in Michigan, but in many other states. Otto H. Stim- bauer, formerly buyer for the Nation- al Grocer Co., is the new manager. This will come as pleasant news to the many manufacturers sales agents with whom he has done business the past few years, Otto, as he is known to all, did not get this position hand- ed to him on a silver platter, but through his untiring efforts in help- ing make his qoncern bigger and greater. He started several years ago at the bottom and, without a doubt, had in sight the position he now so worthily holds. _Congratula- tions and best wishes from the trav- eling fraternity: Patrick O’Toole, traveling sales- wi - a Nae A a PCa Sn ee tN tn iP Mn ANN LN et ACN IO NAL eC OE bt es A a ae MICHIGAN man for D. A. Bentley & Co., spent last week at Wenona Beach with his family. Great préparations are under way for making the Saginaw county fair the most successful ever held. The Saginaw Board. of Commerce is working hand in hand with the fair management and it is bound to be a success. It is to take place Sept. 23 to 28. Many Saginaw mothers breathed a big sigh of relief Tuesday morning, Why? Why, because school started and Johnny and Mable can pester the school marm for the next eight months. The writer just received-a letter from William J. Leppim, formerly salesman for the National Grocer Co. He was at an Atlantic seaport, having just arrived from France and expected to leave on a return trip any day. He states his first trip was wonderful and to his liking. He en- listed in the service about ten weeks ago. For the best in the land, come to Saginaw, Labor in abundance. We need help to supply our factories and keep them running. It is only an- other way to fight er Bill. . M. Steward. —_2--2—_——_ Brubaker Interested in the Lady Barbers. , Mears, Sept. 3—Even though I am most up to my ears in work—at least so far as the tip of my big nose—and have time to read only the main war news in the dailies, | do manage to read all the good, sensible and solid matter in the Tradesman. The last issue, as usual, was superb, but acci- dently I read some of the foolish trash stuff which will get by your censor once in a while. I refer to the dig given me by that long-legged dis- ciple of the grip who gets his half earned weekly stipend from some big Grand Rapids wholesale house. Referring to the lady who had re- cently got married and changed her name from Brubaker to Monroe, I can’t see where E. P. has anything to gloat about. I don’t know either party, nor does he. But the fact that her name was Brubaker establishes her identity as a lady. I do know that a Monroe had the honor of being President of the good old United States, but what has that to do with E. P.? He will never be president of anything unless it be a gas plant. I know several Monroes who are in the penitentiary and I don’t recall any more at present but what should be there. By some strange coincidence, my wife also is Mrs. Laura E. Brubaker. I noticed also several weeks ago a writer, unknown—signed h‘s name Honest Groceryman and I think his initials were D. I. S—made some er- roneous remarks about me in con- nection with a barber shop in Grand Rapids run by some female ladies. That was a libelous libel, as I can prove by Homer Bradfield and his whole relations that I have not had a hair cut in over a year. I expect to go to Grand Rapids the coming week and would like to know the address of that barber shop. Furthermore, I suggest that Homer Bradfield take the same helpers on his trips among the trade in the future as he has the past two weeks and his sales will increase a hundred fold. We never imagined a fellow like Homer could have such a nice family. , Well, Stowe, I must cut it out. If war is , so is business, Chronic Kicker. —_—_>--->——____ His Hour of Quiet. “On Sunday’s, the after-dinner nap is my favorite hour of the , whole day.” “I thought you: never slept after dinner?” ; “T don’t, but my wife does.” TRADESMAN More Powerful Than Cannon There is one army more powerful It is be- hind the counters of the retail stores of than all the cannon on earth! this country. Are you in command of part of it, you owner, manager or director of a re- tail business? You certainly are and you must launch it against the Powers of Evil now intent upon the destruction of everything worth your while as a busti- ness man. Sell War Savings Stamps Money will win this war and noth- ing else will. Valor without equipment is of no avail. Strategy without strength is of no avail. Money loaned our Gov- assure them all for our food, ernment will armies—ships, guns, munitions, clothing, medicines, hospitals. Your clerks and They They couldnt be soldiers in the greatest army in the Give the order. store associates will do the rest. are fighters every one. world if they were not the army of retail sales people. Contributed to the winning of the war by ~ WoRDEN GROCER COMPANY GRAND RAPIDS—KALAMAZOO MICHIGAN TRADESMAN September 4, 1918 WAR-TIME SHOE PROGRAMME. It is apparent from the news report of the conferences in ‘Washfngton last week between a large committee of retailers, manufacturers and wholesalers of shoes and the War Industries Board that the Govern- ment is considering a drastic and, to many, an unreasonable plan of price fixation, difficult of execution without serious and permanent injury to business, for securing greater econ- omy and conservation in the manu- facture and retailing of shoes. This new policy involving the shce indus- try which the War Industries Board now has under consideration is said to be necessary because of a new economic situation arising from war- time conditions which requires im- mediate and drastic measures to meet. For weeks there has been more or less talk in Washington of the need of standardizing gradgs of men’ and women’s shoes under Govern- ment supervision and manufacture and fixing the price and the profit under which they would be sold as a means of preventing profiteering and conserving labor, materials and capital. This is the plan which is now in operation in England, where it is admitted it has been a failure. It was generally believed that the regulations and _ restrictions which have been imposed upon the indus- try as conservation measures would satisfy the, recognized need for econ- omy. Apparently this view is not shared by the War Industries Board, for it is proposed to inaugurate a new Government policy, which will become effective just as soon as the War Industries Board -can draft a new plan based upon suggestions which have been placed before the Board by representatives of the shoe industry. The new plan will super- sede the War Industries’ programme for restricting styles and materials for spring and summer, 1919, shoes. The discussion of a line of war- time shoes has widened and ‘other al- ternative propositions have been ad- vanced. Among them are, establish- ing standard retail prices; stamping the retail price on all shoes; estab- lishing a maximum price of $10 and prohibiting the sale of any shoes at a higher figure: of regulating the re- tailer’s profit; of grouping together manufacturers of certain grades and permitting them to make lines of shoes to be retailed between certain fixed prices, for example, between $4 and $6, and so on through a price range beginning at say $4 and not ex- ceeding $10 for the highest price shoe. It will be observed that all of these propositions involve the retail- er in a manner that few, if any, ever thought would arise even during war times. It is certain, regardless of the practicability of any of the various plans, that whatever one is finally ap- proved by the War Industries Board it will call for manufacturers and retailers to make great sacrifices as their contribution to the winning of the war. The War Industries Board has _ invited the selectea representatives of the manufacturing, wholesaling and retailing branches to submit a new conservation programme and this is now before the board for con- sideration. We are of the opinion that what- ever sacrifices the Government calls upon the shoe industry to make the object can be achieved without in- troducing war-time shoes. We be- lieve that still further restrictions of styles and materials will produce the result which the Government de- sires. We have already gone a long way in reducing styles, in eliminat- ing colors and cheerfully accepting other restrictions. But the industry can make still greater concessions by which the Government can secure the result it has been said could only be achieved by the introduction of war-time boots. Washington corre- spondents report that the manufac- turers accepted practically all of the recommendations suggested by the committee of retailers and that this plan, with additional suggestions from the manufacturers has been handed to the War Industries Board. If the retailers have, gone far enough in their recommendations, as we believe they have, it would seem that there is no occasion for the Government insisting upon a policy of price fixation. When the War Industries Board walked into the no man’s land of price-fixing it probably did not realize the terra incognita it had entered. The accumulated wis- dom of the ages has not devised a perfect system of arriving at values. Markets and exchanges are sensitive and more or less efficient devices for determining prices. Experience has proved that raw materials quoted in open markets and sold only for cash are more susceptible of price-fixing than manufactured articles’ upon which labor is expended and upon which terms and datings are given. In our industry the task of fixing the prices of hides and skins was diffi- cult but not impossible. There was a much more complicated problem in sole leather, but it was finally overcome for the reason that sole leather is a semi-raw material. The prices of upper leather are in the vortex and likely to remain there be- cause of the complication of tan- nages and finishes. Following the chain along we should say that fixing the prices of shoes at the factory with any degree of equity is improbable and that es- tablishing fixed retail prices for shoes is impossible. Of course, rulings can be made which would have the full force and effect of law, and it is thus possible for the authorities to de- clare that shoes must not be sold for more than a dollar a pair. In that event the manufacturers would have to stop while the Government took over the factories and taxed the people to obtain the amount over a dollar the shoes cost. There have been exaggerated and false charges of profiteering in shoes, but Chairman Baruch is authority for the statement that profiteering is not involved in the Government’s new policy. It was reassuring to learn from Washington of the quick and unanimous approval given by the men who were conferring with the Board to the suggestion advanced by one member that they might not like to have their business investigated by the Federal Trase Commission. Their spontaneous acceptance of the suggestion was a striking demonstra- tion of their patriotism and of their honesty in dealing with the people. A price fixation policy that would treat fairly and equitably any large number of retailers or manufacturers is thoroughly impracticable. The shoe industry is spread over the United States. Conditions of doing business and the cost of operating vary in every locality. A fixed price that would be fair to one section would be most unfair to another. Under such a policy many retailers and manufacturers would be forced out of business. We recognize that “business as usual’ can not prevail during war times, but we can not accept the view that present condi- tions require the inauguration of a policy by the Government that will kill business. We are engaged in the greatest war of all time. Our war aims are altruistic. Shoe manufacturers, shoe wholesalers and shoe retailers are as patriotic as any other set of manu- facturers and merchants in the land. The question is not one of loyalty or of profiteering, but of how best to carry on the war successfully with the least incidental injury to a legiti- mate business. The greatest measure of conserva- tion and economy can be achieved by further voluntary regulations restrict- ing styles and materials, cutting to the bone if necessary, but to adopt a policy of price fixation, when it is admitted by the Chairman of the War Industries Board that the ques- tion of profiteering is not an issue, but on the other hand that release of man power and capital are the prin- cipal objects to be achieved, would be a mistake and an injustice when it is possible by other means for the Government to secure the measure ot economy it says it requires from our industry, which more than any other since the beginning of the war has voluntarily given up more than the Government has asked or ex- pected. LABOR UNION BOYCOTTS. People who have resided in this city twenty years or more and who have taken pains to note the parades of union labor men presented on labor day can not fail to note many changes as the years have gone along. Particularly is this the case with the flamboyant boycotting. notices which formerly adorned the hats and were prominently displayed on signs and banners carried by the various crafts participating in the parades. The absence of such manifestoes now in- dicates that the union dupes have finally learned a bitter lesson—that it does not pay to advertise those who refuse to bow to union domina- tion and that every attempt to de- stroy a man’s business by unfair means and clandestine methods in- variably results in his becoming a rich man. One year the union leaders had every organization in the parade dis- play a sign urging the people to boycott George Morse because the refused to close his store at an hour demanded by the union autocrats, who in those days imagined they had as much power as the Kaiser—the power of (business) life and death - over their victims. George Morse smiled significantly as he saw the signs and noted the effort made to destroy him, because he realized that that day marked the beginning of his good fortune. His trade increased immediately and kept on increasing until he soon found himself on the sunny side of Easy street. He in- sisted that the boycott was worth $10,000 a year to him and the fact that he was able to retire from trade a few years ago (with the boycott still in force) with over a quarter million dollars to his credit shows that he even underestimated the value of union labor hatred and male- violence. When directed against a business man who refuses to be dic- tated to by the grafters and sluggers of the union labor propaganda. About the same time the union leaders undertook to crush G. J. Johnson because he refused to em- ploy union cigar makers at prohibi. tive wages. On a certain labor day every man who walked in the pro- cession bore a card on his hat read- ing “Boycott S. C. W. Cigar.” That night there was not an S. C. W. cigar to be had in the town—every man who had read the sign immediately purchased an S. C. W. to see what there was about the brand which en- titled it to be boycotted. Finding it a wholesome cigar, superior to the filthy cigars turned out by the dis- eased members of the cigarmakers’ union, men who wanted their mon. ey’s worth kept on smoking Johnson cigars until his factory contained ten times more workmen than all the union cigarmakers in the city. Mr. Johnson retired from business a year or so ago, rich beyond the dreams of his boyhood days, while the dis- eased wretches who undertook to destroy him are lying in unmarked graves in the potter’s field or eking out a miserable existence in the county. poor houses or the venereal wards of charity hospitals. Every boycott ever instituted as the result of graft or malice on the part of venal and unscrupulous union leaders has resulted in the defeat of the schemers and the moral and financial triumph of the persons at- tacked. i The Great Lakes naval training station makes about a hundred dol- lars a day from the ten to fifteen tons of waste paper which accumu- late in that period. A force of from 65 to 100 men are engaged in gather- ing and bailing the daily crop, and there are eighteen _ waste-paper houses in each of the ‘camps. Soon they are going to sort it down into finer grades—“artcraft” and so on— and old shoes will be- eliminated. September 4, 1918 MICHIGAN TRADESMAN WHICH WILL BE THE MOST PROFITABLE TO YOU? THIS OR THIS To put all the money you have to invest in pancake flour for the season in half a dozen brands To put half the amount of money into ove highly adver- tised, very popular brand, the —and have some of five of them kind people like and ask for, left on the shelves at the end and turn your money over three of the season. or four times. Which method gives you the most profit for the money invested? Think it over. Keep this fact in mind— There are 36 packages of Aunt Jemima to the full case—not 30. The Aunt Jemima Mills Company St. Joseph, Missouri Each package contains 20 ounces—not 16. Don’t be fooled. ee Copyright 1918, Aunt Jemima Mills Go., St. Josesh, Mo. AUNTJEMIMA J "ANCAKE Flour MICHIGAN TRADESMAN September 4, 1918 10 P=] DRY GOODS, @ = § | .FANCYGOODS“” NOTIONS. | Gn = Am = a 7 Ames = S\ 3 > me » yt -q y)! a “me ( Ah (' f i { ~~ \ oo f | ff / = * HG ‘ if i lis ULE 5 The Bright Side of Wartime Garb. Scarcity of certain beautiful materials peculiar to evening clothes, consumers’ needs modified by war, and the Na- tional! necessity for conservation of all fabrics, are leaving their hallmarks up- on dress garments. Face to face with these profound modifiers, more intense each month, deprived of the inspiration of many Parisian designs, manufactur- ers are nevertheless displaying remark- able intuition in providing styles adapt- ed to present requirements of Ameri- can women. Demi-dress models of gowns are still going strong, and influenced no doubt by the Parisian models that have crept past the fashion blockade, as it were, predominate in black. One handsome frock just allowed on view was com- posed of Chantilly lace over a scant foundation of extremely soft, filmy sat- in. The drapery towards the front and balanced on the left side, while the back proclaimed the Premet panel in its elegant, long straightness. In the surplice corsage, over a dull silvery net, a gorgeous red rose flamed among the tiny spangles. Surely a wonderful frock for the woman past her early charms. hung Another quite the latest and far more youthful design is of peach-blow crepe de Chine, a very scant base finished with three two-inch straight bands on the bottom of the skirt so narrow as to almost hobble. These three bands gave the effects of tucks, and over them dipped an apron effect, almost an over-skirt, scalloping up to points on each side and a bit longer in front than in the back. The modish fringe style was wonderfully simulated in two rows of uncurled ostrich also peach-blow in tone, one row just touching the top of the other, and both headed by the tiniest bias bands of the crepe. These feathers had just enough body and spring to stand out and give a delight- ful swish to the otherwise droopy skirt, almost a farthingale effect. So simple was the bodice with all its edges picotted that the long, straight sleeves might have been merely an ex- tra epidermis. Now these two models were chosen for word pictures because they both so exactly personify what American manufacturers are doing to impress simple elegance on their fall models of evening frocks. Long sleeves certainly prevail. But on many youthful models we run across kimono sleeves, extremely short and untrimmed around the bottom, the square, chopped-off-short line being the thing. These armlets give the quaint- est possible effect to those frocks that feature butterfly bows of tulle, chiffon or net placed high exactly in the middle of panel backs, sort of an obi effect that precisely sets off and complements the kimono sleeves. : Also quaint little bunches and sprigs of posies are coming back. We find them poised lightly on the shoulders of debutante frocks, snuggling into the corsages of some grande dame’s demi- toilette, accenting the chic point of some Paris solitaire that slipped in with its piquant drapery past the port, and pointing the very ends of shirred net or chiffon panels that fly off tangent from ever so skimpy skirts. So chic boxy skirt of the garment being quilted models, so trim and narrow the founda- tions, and so free the panels, that they look for all the world like beautiful little maypoles with their winders flut- tering in the breeze. Manufacturers have not been slow to develop this variety into dance frocks, where the real action of these airy panels comes into full play. Evening wraps are certainly taking the flowing shapes of the ubiquitous army capes we have seen dashing cross-country all summer. As always such wraps must be loose in order not to crush beautiful frocks underneath. But the novel pictursequeness lies in their flow and spaciousness when put up in gorgeous materials. One of the new models from Paris has insets of Georgette in triple thicknesses, or bet- ter still, in thinnesses, of harmonizing tone, which, by the way, was a rich, old bricky red. Two such insets give the effect of shimmering bands about the body of the wrap, while a rich contrast is obtained in a square, vol- uminous collar of tailless ermine. The fabric being heavy satin, a delectable lining was achieved in plaited, finely plaited, chiffon about two tones lighter than the outside. Another late model proclaimed its beauty in Joffre blue satin hung on a rectangular collar of the fabric, the boxy skirt o fthe garment being quilted around the bottom in inch-squares of dull gold threads. This ornateness matched the collar in that the entire rectangle was a mass of dull gold squares of stitchery. Underneath all this color and adornment a lining of finely hand-tucked black silk voile gave “tone” to the garment. —— +> Sheetings Now Uniform In Width. In figuring the new prices on wide sheetings the weights have been the basis of calculation, as specified in the Government list. Heretofore these had not been given consideration on the market, and, as a result, some variation is to be found between the different widths which is not quite the same as that noted when the goods were merchandise according to costs and the market’s absorbing power. The wide goods prices announced last week range from 39c to 49c on the 6-4 bleached and from 34c to 42c on the same width brown. On the 10-4 they range from 62%c to 5c for bleached and 56c to 70c for brown, The new wide goods lists are, as forecast, about on a par with the last previously issued basis. Buyers, who have noted that 4-4 goods were con- siderably lower when brought to the Government figure than they were be- fore, would be wrong to expect a similar reduction of wide goods. Mill agents point out that the 4-4 had been selling at around 92c per pound be- fore the Government action, while wide goods had not exceeded 81c or 82c on the average. As the 4-4 goods had advanced proportionately more, they had a greater reduction to make than wide goods to line up with the established maximum. The lines priced during the week were, in the opinion of commission men, a better purchase than they were a sale. Especially is this true be- cause of the higher raw cotton level. It is understood that only a limited yardage is available in some quarters. Certain houses will not longer accept unassorted orders for their wide goods because there are some widths which they can not deliver for any month this year. Knit goods spring openings are still held in abeyance. Manufacturers are frank in criticising the level of cotton yarn prices as too high and they hesi- . tate to operate ahead until confident that that is the best that they can do. It seems, somehow, to be expected that the new week will bring develop- ments which will clear up some of their difficulties. We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO.. Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. ey ze 4 Nay, PARR ae lp N Ae panebiet: ane © OE en Seen eo ta iad = . ° = Ss > sas ; ee THE SHORT LINE BETWEEN GRAND RAPIDS AND CHICAGO FARE—$3.50 one way via MICHIGAN RAILWAY CO. (Steel Cars—Double Track) Graham & Morton Line (Steel Steamers) Boat Train CONNECTING FOR THE BOAT Leaves Grand Rapids Station Rear Pantlind Hotel EVERY NIGHT AT 9 P.M. QUALITY these goods. are right. SERVICE Fall house cleaning time is here. This means that many new cur- tains will be needed, and as most housewives prefer making their own curtains the sale of scrims and marquisettes will be good for some time to come. We have on hand for immediate shipment an_ extensive Prices and _ styles Much lower in _ price than the next season will show. Grand Rapids Dry Goods Co Exclusively Wholesale Grand Rapids, Michigan SERVICE line of QUALITY oe ae eee ee en nen me ee i September 4, 1918 The Ways and Wares of the Dainty Shop. Written for the Tradesman. Perhaps it isn’t’ very definite to call it the Dainty Shop, but really I cannot think of any other phrase that fits it quite so well, for of all the spic-and-span little stores of the type which I have seen in my Jjour- neyings to and fro on the earth, this is facile princeps, as the doughboys are learning to say over in Flanders. In it there is an assemblage of minor articles from many scurces—little necessitous commodities such as one thinks of suddenly, and at the last moment; convenience accessories— time and temper-savers of ever so many kinds; luxurious little person- ality commodities within reach of the most modest purse; and all that bright array of odds and _ bobtails too numerous and diverse to cata- logue even in the most sketchy way in these pages. However our little lady of the Dainty Shop manages to arrange all these things in order in her numerous counters and bins and cases and cabinets; and do it with- out seeming to crowd anything; and do it, furthermore, as if the physical place for every blessed little incon- sequent thing answered to a sort of psychic pocket in her own most or- derly mind—is quite beyond the tether of my masculine comprehen- sion. All that I can say is that she is able to do it just because shé is our little lady of the Dainty Shop. Our little lady of the Dainty Shop is perhaps fifty. But she doesn’t look it. That is doubtless because there is a perennial girlishness about her spirit. It crops out—this strange- ly winsome girlishness of her—in her alert little movements, in her flashes of wit, and in her smiles. And inher laughter it peals out. It would do you good to hear our little lady of the Dainty Shop laugh. Just as a confidence—I think there are a good many people of our ward who make it convenient now and then to drop in and buy trinkets of one sort or another of our little lady of the Dainty Shop, chiefly to hear her laugh. A Tidy Little Shop. The little lady of the miscellaneous lines maintains, as I am sure you would agree with me the moment you saw it, a most tidy and orderly shop. It’s a trick of arrangement that sets the Dainty Shop somewhat apart from the common run of small stores in which novelties and tid-bits of merchandise are assembled and offered for sale. It takes really a very high order of genius to make a place of that kind appealing to the eye. Where one is selling beautiful lines of jewelry or luxurious and costly furniture or bric-a-brac and - art products for the home or stylish and seasonable appareling, it’s easy enough to arrange window displays and interior trims and so arrange one’s stock as to make the store in- viting to the eye; but the case is dif- ferent with a vast collection of mis- cellanies. But the little lady of the Dainty Shop has overcome this in- herent difficulty. She has contrived MICHIGAN TRADESMAN to make her little shop really beauti- ful and attractive. What is the secret of it? It is genius—which, I believe some one had defined as an infinite capacity for taking pains; and suitable acces- sories, such as_ shelving properly dived into compartments of the right size and relation to each other, in- terior cases and cabinets, and a sense of color values and some other mat- ters into which we will not go far without running into technical mat- ters. As the writer has an impression that the editor of this journal would frown down upon anything of a se- verely technical nature, and savage- ly blue-pencil that sort of palaver, he'll play it safe by sticking to ex- planations of the simpler sort. The little lady of the Dainty Shop has provided her little store with shelv- ing suited to the lines: i. e. she has had the compartments made small. This cost very little more than hav- ing just the old, traditional arrange- ment. It makes the merchandise fit better; and, for another thing, it does away with empty wall spaces, which never did look inviting. And why should a merchant display these sporadic splotches of barren wall? He isn’t selling them, is he? If you’d offer to buy a bunch of empty wall splotches, he wouldn’t sell them. Maybe he would if he could, but of course he couldn’t. Every where you look in the Dainty Shop, you see merchandise. And there are glass counter cases, and cabinets—also of glass. One of the cabinets confronts you as you enter the door. It is seven feet in height, four feet wide, and two feet in depth. It stands on a marble base eight inches high, and it has . = glass shelves. It contains the more aristocratic. of the miscellaneous lines. But it does not contain always the same things, for it is trimmedas often as the little windows. And so are the showcases. And so is that other twin cabinet which sits to the right of the door mid-way of the counter case. Some Principles of Grouping. “Mrs. Dumont,” I said,.as I snip- ped off the end of a Mi Favorita, for Mrs, Dumont dispenses some excel- lent cigars along with her multitudi- nous other lines, “there is a matter that -has been puzzling my poor brain greatly. It concerns the ar- rangement of your stock. J—” “Yes,” responded Mrs. Dumont, brightly—for it always delights her fer people to seem interested in her little store. “How is it,’ I began, “you can ar- range all this—you have tooth paste and shoe polish and kiddy cars and you and the Lord only know how many thousands of other things— and yet it is all so disposed as to not offend the eye, but rather look pleas- ing. How d’you do it?” The little lady studied for a mo- ment, and then said: “You have seen mosaics, have you not?” “Yes,” I answered. “And how are they built up?” she asked. “Oh, out of all sorts of bright lit- blocked out certain areas. tle bits of colored glass, or whatever material is used in securing the tes- sellated effect,’ I answered. “Exactly. Well, that’s the way I try to arrange my stock, If you'll notice there is a kind of ‘color scheme. It isn’t perfect. But there are possibilities. JI try to make the most of them.” “But how do you know where things are? I have observed that dealers and clerks in other shops of this kind seem to have difficulty, at times, in locating the goods called for. Do you, ever?” “No, indeed!” she exclaimed. “There is a logical arrangement. 1 have a little diagram in which I have To each of these areas I assign certain classes of merchandise. From the lines in- cluded in this area I select certain ones that have what I call display value; i. e. they are made in colors or they come in containers which carry colors or type displays. So you see”’—and she smiled whimsi- cally—“there is a sort of system in my madness.” Charles L. Garrison. ———_+-->___ Greet your competitor with a smile and a good word when you meet him on the street. Quite likely he is every bit as good a scout as you are. 11 Bell Phone 596 Citz. Phone 61366 Joseph P. Lynch Sales Co. Soecial Sale Experts Expert Advertising — Expert Merchandising 44 So. Ionia Ave. Grand Rapids, Mich. The Goods! Net Prices! When you receive “OUR DRUMMER” catalogue regularly you always have dependable answers to these two important questions: What is the lowest net price at which | can buy goods? Where can ! get the goods? Items listed in this catalogue have the goods behind them. The prices are net and are guaranteed for the time the catalogue is in force. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas WAR ECONOMY There is a very strong indication that the Govern- ment will request hosiery and underwear manufac- turers to discontinue packing certain medium and lower grades of their goods in straw board cartons. We advise our customers to save their boxes as they will be a scarce article in the future. Any sacrifice that can be made in this direction will be a great help to the Government in the War Program. | Quality Merchandise—Right Prices—Prompt Service | Paul Steketee & Sons WHOLESALE DRY GOODS GRAND RAPIDS, MICH. Use Citizens Long Distance Service To Detroit, Jackson, Holland, Muskegon Grand Haven, Ludington, Traverse City, Petoskey, Saginaw and all Intermediate and Connecting Points. Connection with 750,000 Telephones in Michigan, Indiana and Ohio. Citizens Telephone Company 12 September 4, 1918 The Tale of a Tall Grass Town. The advertising manager of one of the largest mail order houses told a story of a town in Kansas which has been standing still for twenty years. He said that he had lived there during his boyhood and that when last sum- mer he went there for a visit he found the same poorly kept streets, the same old hitching posts in front of the stores, the same broken down wooden side- walk; the same old-fashioned store buildings; some of the displays, looked so dusty and fly-specked that, without any great stretch of imagination, one might think they had not been changed once in the twenty years. Stagnation showed itself wherever one might look. The public buildings were in bad repair; the grass on the court house square looked as if it had never been cut, except possibly for hay. One of those to whom he told this story remarked: “T’'ll bet you sell a lot of stuff here.” The advertising man said, “Yes, we do. It is one of our best territories in Kansas.” And it was no wonder, as I found out when last fall I stopped off to see a - business acquaintance. I talked with a banker, several of the storekeepers— there are no real merchants—I talked with the station agent, I talked with farmers—in short with practically every class of people living there—and from every one I heard nothing but criticism of the town, its business men, its newspapers, its farmers— everybody was “knocking”’—not a good word for any one or anything connect- ed with the town. The retailers were at odds with each other; competitors would not recognize each other on the street. The town was full of cliques, all out with an axe for the others. Not a redeeming feature to the place. When I talked with a farmer he would tell me that the retailers were in a combination to hold up prices on what he wanted to buy, and that the elevator men and provision huyers were in another com- bination to cut down prices on what he had to sell. Although the town lies in one of the best parts of Kansas, land is worth but little more to-day than it was twenty ago, while only fifty miles away farms have advanced from ten to twenty-five dollars an acre and in some cases even doubled in value. Everybody distrusted his neighbor and always looked for an opportun- ity to get the best of him—usually with the result that both of them lost out. Less than two hours journey west on the Santa Fe, I stopped at another town. It had grown in ten years from a mere village to over ten years thousand inhabitants. Its streets were well paved. The sidewalks were broad and laid in concrete. The stores were housed in fine buildings with modern fronts and equipped with handsome fixtures. The business section was brilliantly illuminated with electric lights mounted on hand- some candelabra. Everything showed that the town was up and doing, even to the point of the classy automobile bus that carried passengers from the handsome depot to the hotel. The banker on whom I called the next morning, told me how the town had grown from its small beginning to its present prosperous condition. One of the local retailers had a son who after several years spent in other places returned to take charge of his father’s business. This young man had learned'a great many things during his absence. His views had broadened. He had found out that the most successful stores had gain- ed their success by putting their chief effort on the selling end. He knew, of course, that goods must be care- fully bought, but he had seen that the real merchant while being a good buyer, devoted a great deal of money and thought upon the matter of em- phasizing the “Service giving” fea- tures of his store. So when he took charge his first step was to remodel the store. A modern front was put in. He was a clever window dresser and at first he trimmed his own displays, but while doing so he trained a couple of his salesmen to do the work and soon let them look after this part. He com- menced to advertise in the modern way—using attractive illustrations, describing his wares in an interesting and persuasive manner and—some- thing hitherto unknown—quoting a specific price on each item. The old- er retailers shook their heads over all these innovations and predicted that his new-fangled ideas would soon break him. Such a preposterous scheme as naming his prices in black and white for all his com- petitors to slash would soon drive every one of his customers away, and the expensive store front and the costly fixtures, certainly, must. add tremendously to his selling expenses. The fixtures, the new front, the win- dow displays, the advertisements—all of them cost money—and of course, the people who bought from him would have to pay for it, they argued to their customers. But not strange to say—the young fellow didn’t go broke. People seemed to like his new way of offering mer- chandise, and before long he foufd it necessary to enlarge his store, inci- HE naming of the Grand Rapids Trust Company as Executor and Trustee means that you will bring to the settlement and management of your estate the combined judgment and busi- ness ability of its officers and directors. The most competent individual has only his own experience and knowl- | edge to qualify him. This Company offers your estate the collective knowl- edge and experience of its officials. ASK FOR BOOKLET ON “DESCENT AND DISTRIBUTION OF PROPER- TY’ AND BLANK FORM OF WILL. [;RAND RAPIDS [RUST [ OMPANY OTTAWA AT FOUNTAIN BOTH PHONES 4391 Safe Deposit Boxes at Three Dollars Per Year and Upward ESTABLISHED, Capital $800,000 1853 Surplus and Undivided Profits: $1,029,158.35 Resources: $14,930,647.35 - Willard Barnhart, Chairman of the Board. Clay H. Hollister, President G. F. Mackenzie, Vice President William Judson, Vice President. and Cashier. Carroll F. Sweet. Vice President. H. A. Woodruff, Assistant Cashier. H. Van Aalderen, Assistant Cashier. T D NABONAL BANK HE OLD NABQNAL BAN Monroe at Pearl , Grand Rapids, Mich. as fe Fire Insurance that Really Insures The first consideration in buying your fire insurance is SAFETY. You want your protection from a company which really protects you, not from a company which can be wiped out of existence by heavy losses, as some companies have been. Our Company is so organized that it CAN NOT lose heavily in any one fire. Its invariable policy is to accept only a limited amount of insurance on any one building, in any one block in any one town. Our Company divides its profits equally with its policy holders, thus reducing your premiums about one-third under the regular old line charge for fire insurance. MICHIGAN BANKERS AND MERCHANTS’ MUTUAL FIRE INSURANCE CO. Se ee ee ne Ee ee nnn Wm. N. Senf, Secretary FREMONT, MICHIGAN eo i. #5, September 4, 1918 dentally taking over the stock of one of his competitors. He was now thor- oughly established. His business was prospering, but he could see far enough ahead to realize that unless the town grew very much faster than it had done before and the surrounding territory became better settled he would soon reach his limit. He knew that, singlehanded, he couldn’t overcome the difficulty which faced him. So he went after the other retailers and after much hard work suc- ceeded in having a commercial asso- ciation formed. He was wise enough to see that in order to get the best results and to have everybody boosting, the association must include in its membership every class which had an interest in the upbuilding of the com- munity, and this was the basis upon which the association was formed. Preachers, lawyers, doctors, real estate men, the newspaper editors, the hotel keeper, the station agent, and a num- ber of farmers, as well as practically every retailer, became members. But he also realized that unless the association had a definite purpose it would soon die or at least go to sleep. So each member was deputized to look after certain things; committees were appointed the chairmen of which made it their business to see that the purpose for which they were appointed was ac- complished. The first object was to improve the tittle park around the court house. The money was secured by public subscrip- tion, and here again the wisdom of get- ting everybody interested was proved. Even the school children were ercour- aged to pay their pennies, and when the work was completed the stores were closed and a celebration was held in which the children took a prominent part; short speeches were made—and another proposition made for which the association stood sponsor. The new work consisted in having the approaches to town improved. The roads were of the common dirt variety, poorly graded, badly drained, and in the spring and fall were almost un- passable, so this was something in which the farmers could be interested. The village board issued bonds to cover the work done within the town limits, and the country board helped along by voting an appropriation—with the re- sult that every road leading into town was put into good condition, properly graded, culverts built and surfaced with gravel. With this as an object lesson it was an easy matter to push the, road improvement farther out, and in a few years, the entire country was honey- combed with well constructed highways. In the meantime the association had taken up other issues. The two rail- road companies serving the town were induced to build a fine union depot in- stead of the two old frame buildings located half a mile apart. The business streets were paved and handsome elec- tric light posts erected. The retailers, by the open interchange of ideas in the special committee, learned to look upon each other in an altogether different spirit than had been their custom. They improved their stores, their stocks be- came more up-to-date, their methods of selling were changed. It was no MICHIGAN TRADESMAN longer the rule to treat the customer as a person who looked upon them with distrust. They had learned to know the farmer as a man who was as well posted on progressive methods in his field as they were in theirs. Meeting him in the association they came to appreciate him as a brother business man who was as vitally interested in the upbuilding of the community as they were. With all these improvements it was only natural that outsiders should hear of the town. It became known as a good place in which to trade—not only as a place where one could buy to ad- vantage, but also where the products of the farm could be sold at a good price. So people came from a distance—to buy and sell. But still the association found work to do. It was discovered that a large stretch of land contained a kind of clay which was especially suitable for the making of fine bricks, and a stock company was organized to operate a plant. This gave employment to a number of men who were thus added with the families to the inhabitants of the town. Little by little other indus- tries were established until now the factory employes number almost two thousand, many of which came from other places. With the growth and prosperity of the town which has now reached the “city” stage and counts over ten thou- sand people within its limits, the farm- ers in the surrounding territory found a greater demand for fresh produce, so that they were able to raise more profitable crops which in due course made their land more valuable, so much more that many an acre is now worth $100 where ten years ago it would not have brought $50. And all this was accomplished be- cause the retailers in this town were broad enough to bury their prejudice against each other and pull together for the good of the town. By their co-operaton they were able to infuse the same spirit into the farmers. Co-operation always wins out and always yields greater returns to the individual co-operator than his efforts —single handed—can ever produce. A. George Pederson. —_~++.———_. The Nation is not to have a gen- eral swearing-off of drinking on next New Year’s’ Eve. Financial considerations seem to have been at the center of this decision, the bil- lion dollars of war tax on liquors in- cluded in the estimate of the Ways and Means Committee being too large to be sacrificed, and the alter- native of an impost on. tea and cof- fee not being regarded as altogether satisfactory. Ultra-Prohibitionists ask what is the point in postponing war-time prohibition until the war may be on its last legs. Among themselves they confess that the task of drying up the country will be much harder after return of peace, Just now we are ready to give up anything that anybody assures us is interfering with the winning of the war; the better we like it, the greater is the probability that it is the very thing that ought to go. But when the menace of the Kaiser is past, there will be a renewal of the tendency to pursue not only liberty, but also happiness. Senator Sheppard may be trusted to have put the case for war-time prohibition forcibly before the President, who nevertheless re- mained unconvinced. It is even re- ported that Mr. Wilson would have preferred to extend the postponement to January 1, 1920—in other words, to the Greek Kalends. But a _ re- prieve of six months would satisfy almost any condemned man. 13 A Quality Cigar Dornbos Single Binder One Way to Havana Sold by All Jobbers Peter Dornbos Cigar Manufacturer 16 and 18 Fulton St., W. Grand Rapids $3 Michigan WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier Fourth National Bank . United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savinys Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA}T. EDISON, Ass’t Cashier CITY TRUST & GRAND RAPIDS NATIONAL CITY BANK SAVINGS BANK ASSOCIATED the city. district. Combined Total Deposits Combined Total Resources TRUST & CAMPAU SQUARE The convenient banks for out of town peopie. Located at the very center of Handy to the street cars—the interurbans—the hotels—the shopping On account of our location—our large transit facilities—our safe deposit vauits 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 .........sesee0- CRMs Oke cee se cae eee 10,168,700.00 Meee ee has cece ees 13,157,100.00 GRAND RAPIDS NATIONA CITY AVI ASSOCIATED LER SEER EERE LB SSS veers =. e 4 ceonpees $ 1,724,300.00 CITY L BAN NGS K S BANK ’ 14 MICHIGAN TRADESMAN September 4, 1918 SOLDIERS OF THE SOIL. They Take Rank With Our Fighting Men. The farmer and his city friend stood at the head of the lane where it topped the hill and ran its way down through the fields. Before the two men, as far as the eye could see, lay field after field, corn and wheat mostly, still fresh- ly green in the early summer air. “That will help win the war won't it?” questioned the farmer, a sweep of his arm taking in the cultivated miles of ground. ‘1 haven’t a son to go to war, and I’m not going mysei, but 1 sometimes think I’ve a right to put a service flag with a blue star in my front window, just the same as Mrs. Wood- ruff down the road, whose husband is in France. “She’s rightly proud of her service flag and her husband’s uniform. proud he’s my neighbor. I’m proud of every friend I’ve got that’s in service, you bet your, boots I’d like to go my- self.” “But someone has to stay home to grow food to feed the soldiers,” sug- gested the city man. “That's the very point,’ agreed the farmer. “The farm enlist and those of draft age must also go, leav- ing the older men and the half grown lads to tackle the heavy work of farm- ing. We must grow more food than ever before and we haven’t nearly the same number of men to work with that we used to have. We didn’t have enough before the war, heaven knows, and now the cry is ‘More Food, and we've less men. The trouble is no one wants to work on a farm. “There not much glory in it, and there is a lot of hard work, healthy work but hard for all that. There are no uniforms with gold bars and buttons and no parades and no lines of admir- ing girls. I think a uniform and in- signia would be rather a good idea and parades of men with pitchforks. Only they wouldn’t have time to parade.” “There is a movement on foot to call the farmers ‘Soldiers of the Soil’,” his friend reminded him. “Right,” agreed the farmer, “but that’s as far as it’s gone. Why don’t they go on with it? The papers talk a lot about ‘the glory and the pomp of war’ and enough of its adventure to make any red blooded man ache to get into the fracas. But where’s the glory and the pomp of planting onions, or the adventure of killing potato bugs?” The other man laughed. “There is a lot of interest in plant- ing and nursing a crop along, how- ever, in creating a plant from a seed, Tm boys in hardening your muscles in the open air. But the papers don’t preach it. A lot of posters on the attractiveness of working the soil, a lot of stories about the real pleas- ures of farm life, a lot of induce- ments to enlist on the farm would do for the farmer what they did in the early days for the army. And failing that, a draft, something that would take men from desks and fac- tories of businesses that are not es- sential at the moment, and putting them out on the farms. That would do wonders for the farmer, the draft- ed men, and would speed up the food production of the world. But as | said, no one talks of the adventure of killing potato bugs.” “But killing potato bugs is just as important as killing Germans,” the city man said. “Exactly,” the farmer agreed, “and right there is my kick. The space not taken up by a lot of city writers in lauding the soldiers, which is quite all right, is devoted to slamming the poor farmer. They say he is unpro- gressive, slip-shod, inefficient, unor- ganized, careless, ignorant, and heav- en knows how many other adjectives. Some of us farmers are, maybe, but most of us aren't. I guess every farmer would have his place equipped with fine stock buildings and _ silos and tractors and everything else, if he could afford the initial expense. That’s one thing a lot of these critics don’t take into consideration, the fact that most farming is run without capital. And you know how easy it is to run a business that way. Another thing is that about thirty- seven per cent. of the farms in the United States are operated by tenant farmers, and tenants have no interest in keeping a place repaired, and are generally not as good farmers as the owners who were born and bred to the trade of it. “But it’s unjust to the farmers to say that they are not organized. You'd be surprised how closely they are working together. I’ve got my place here on a win-the-war basis. I'm raising what Washington tells me I ought to raise to do my share. I'm working longer hours than men work in any other business. I have a harder time getting help than a man in any other business, and I don’t know, yet, where I’m going to get off financially. If I make money, all right, that’s what I’m hoping for, and if I don’t, at least I'll know that I’ve done my level best to help win the war. “TI thought, some years ago, that I was getting out of this place all that it was possible to get. To-day, I’m producing more from it than on any previous season. How? By work- longer and harder by taking greater care, by putting every avail- able inch under cultivation. by plow- ing close to fences, by making every possible bit of earth do its share. I figure that’s patroitism. If a man buys a Liberty Bond, and doesn’t feel the hundred dollars or the thou- sand dollars he puts into it, he isn’t so patriotic as the man whose bond cost him some sacrifices. Do you see?” The city man nodded. “But I don’t think the way to make the farmer produce more food is to nag at him,” the farmer went on. “T think a little bit of public encour- agement, a little of that warm sym- pathy, the kind we send our fighting boys, is needed by the man with the hoe and rake. The farmer will work a lot faster under stimulation and praise than he will under nagging. Indeed, I think it would be a fine plan for the Government to give medals to the farmers whose places ing é produce an appreciable amount more of foods, than they ever produced in the past.” Reports from various states in the country, especially from the middle west, show just how much the farm- ers are getting together to put their farms on a win-the-war basis. In Indiana, for instance, the day after a state of war was declared, a cam- paign for increasing the number of silos was started. It was estimated that Indiana had about 218,000 farms and that the number of silos in the state was enough to supply only one- tenth of the number of farms. Ten thousand more silos, they decided, would furnish half a million more tons of palatable cattle feed. A cam- paign was also started to get the land owners to plant three million more acres of wheat in the fall. Iowa, not to be behind, put in an extra million acres of corn, the es- timated yield was to be 34,000,000 bushels. While the work among the “war gardeners” and the housewives was such that 40,000,000 quarts of canned foods were put up in the vari- ous homes, an increase of some sixty-five per cent. From Michigan, reports showed that the “getting together” idea was being carried out in a_ business-like way. First, credits were established for the farmer to borrow on against his harvest, for the prices of seeds and such things were so prohibitive that many farmers would have been unable to plant their usual amount of ground, to say nothing of taking in more land! Then the men in charge went after the labor problem. They found that some 15,000 factory hands had once worked on farms and that ninety out of every hun- dred were willing to be drafted back into farm labor again, if needed. In Minnesota, the committees on food production started a publicity campaign last spring, a year ago, right after we entered the war, and when many crops were already plant- ed, which resulted in a 10 per cent. increase in wheat and twice as much as that in corn. And _ publicity is like a seed, that once planted in the human mind, grows and flourishes from season to season. Corn will win the war. It’s the greatest crop the middle west pro- duces, it’s a real American product TTT ST AUTRE 33,000 CO Satisfied Customers Sy a oI C ‘ i r know that we oer MPL) accommodation and service. THE BANK WHERE YOU FEEL AT HOME WE WILL APPRECIATE YOUR ACCOUNT TRY USI certain. Do Not Trust to Chance No man can afford to take a chance on life itself. And failure to make proper provision for the care of your prop- erty upon your death means that the results of your labor and effort may be but poorly conserved, and your family lose thereby. Send for Blank Form of Will and Booklet on Descent and Distribution of Property. THE MICHIGAN TRUST Go. OF GRAND RAPIDS Safe Deposit Vaults on ground floor; boxes to rent at very low cost. Audits made of books of municipalities, corporations, firms and individuals. It is too un- Beer ee ee OE ee ee eee ee RET MAE Se re eee ces —_ nO DN ws oF September 4, 1918 and ought to be a National dish. It was, in fact, with the Indians and the earlier generations. but with the increasing growth of civilization in the country and the adoption of European standards of living, corn became rather unfashionable. It was the “poor white’s” bread, the orphan’s breakfast, the negro’s stand-by. Europe does not know how to use corn, the United States does. Corn can not be shipped so easily as other grains, it will no keep so well under transportation. So, it’s up to the United States to grow corn, and eat corn and more corn—and win the war. There’s no grain so universally useful. It produces an abundance of grain. It feeds humans, it raises cattle. Which means it produces more beef for home use and army use, more milk, more butter, more fats, of which the country is in sore need. It raises pigs, and pork and bacon are indispensable to an army, and the world is short of rich fats gotten from pigs. Completing the cycle, it produces more manure to go back and enrich the earth. To most people, corn suggests mush and muffins, and possibly corn- starch pudding. But after reading the real story of the things that are made from this strictly American grain, one is reminded of the joke about the packing houses, where “every part of the pig is saved but the squeal.” Every bit of the corn is used, grain, cob, pith and stalk. It is altogether about the most valuable crop grown on American soil. The food administration re- ports a crop of 3,211,000,000 bushels of corn. And it is all used. There are more than one hundred by-products made from corn—it is used in everything from rubber shoes to muffins, chew- ing gum to dynamite, candy to war vessels. Possibly its most unusual use is in battle ships. For this, I understand, the pith of the corn stalk is taken, ground, compressed and fire-proofed, and put between the inner and outer skins on the ships. If the side of the ship is pierced by an ordinary shell, this compressed material gets wet and swells, and in two minutes closes the hole! Corn makes smoke- less powder, corn makes frying fats and cooking oils, syrups, candy, breakfast food. It enters into the composition of writing paper and the very gum on the envelope probably is made from dextrine, which is an- other corn product. Both as grain and as stalk, corn is fed to live stock. Corn enters into the manufacture of some whiskeys, and corn sugar and starch are used with malt from which beer is made. Corn on the cob, shaved off and boiled, or made into samp, is a vegetable, its syrups and starches make any number of desserts. The hot tamales of Mexico are made with corn and wrapped in corn husk. Mattresses are still stuffed with corn husks, indeed these have been sold in Europe as well as here in the States. The stalks are used as thatching and bedding for animals. MICHIGAN TRADESMAN Corn oil cakes are sold as cattle food, and corn oil mixed with rubber makes auto tires, surgical instru- ments, boots and mackintoshes. It is also used to insulate wires. Corn cobs make excellent fuel, ground up they make good fodder for cattle. And they make corn cob pipes! People who are apt to shake their heads and groan and talk about the fearfully high cost of foods should take heart and read some food prices that prevailed after the Civil War. Flour sold at $22 a barrel. Butter in half ton lots at 72 cents a pound. Coffee was 75 cents a pound. Tea was $2 a pound. To be sure, in those days that problem of “Supply and Demand” was not as well understood, where now it ranks second to old “High Cost of Living,” as a conversational topic. And they didn’t have a Mr. Hoover then to stir up production and regulate prices and prevent “cor- nering.” In Germany, last July, they adver- tised cooking fat at $4.50 a pound. And it’s a safe bet that next July it won’t be any cheaper. Whereas in New York city, popularly sup- posed to be high priced in every- thing, lard and other cooking fats average thirty cents a pound. Paul Pierce. — 72> ___ Dogs and Cats—Pro and Con. Written for the Tradesman. In these days it is a crime to feed a worthless dog. A worthless dog is one which does not pay his board, whether pure bred or mongrel, There is little need or excuse for keeping a dog in the city. There may be a number of good reasons for keeping a dog on a farm. We hope the days of the wandering hobo is past. Many a farmer’s fami- ly and property have been safely guarded against these miscreants by the faithful dog. Many a time the henroost would have been invaded by sneak thieves but for a dog. Straying stock have been discovered and kept from fields of grain by the dog.. Burglars have been foiled, a- larms given in time to save buildings from destruction by fire and families from death by the watchful dog. Many a boy has had a better compan- ion in his dog than in the neighbor’s boys and kept contented at home, in- stead -of learning to rove about. Many a man has found a dog a bet- ter friend and more helpful com- panion than the humans he would otherwise mingle with to pass away lonesome hours. The increased tax on dogs is help- ing to diminish their numbers. Two, three, five dollars a year looks big- ger'to some men than all the value of food consumed. The poor man cannot obtain help from the town in winter if he owns a dog. That helps, too. The careful dairyman will not have a dog to drive and worry his cows. Good fences obviate the need of a shepherd—man or dog. The dog which will bark or growl at peacea- ble neighbors is a worthless nuisance. i The United Agency System of The sheepkillers should be spotted and killed. More than half of the dogs could be dispensed with to great advantage. Now, cats. It is too bad that cats will destroy useful birds. All home- less cats should be hunted and killed, also all unnecessary ones. Were it not for cats on the farm, buildings would be hopelessly overrun with mice and rats. A good cat will save in grain one hundred times the cost of her feed. With a number of farm buildings one man tending traps an hour or two every day could not keep down mice and: rats as well as two or three cats. The cat is the best and cheapest means yet discovered for this purpose. It is not only grain that rats consume, but they mutilate harnesses, carriage cushions, grain bags, blankets, ropes, floors, parti- tions, barrels, boxes, undermine walls and floors, and so on. No grown up person in these times should idle away time with unneces- sary pets. The woman caressing a poodle and the bull pup leading an alleged young man by a chain are contemptible pictures in these days. Minion. —_—_+~-.__-- Behoovered. IT live on corn and oats and rye, On open-faced and sweetless pie, Each recipe I meekly try In Hoover’s menu book. I venerate that noble man And loyally support his plan, But, though I help him all I can, He is a darned poor cook! Improved Credit Service Uyrrep A\GENcY ACCURATE - RELIABLE UP-TO-DATE CREDIT INFORMATION GENERAL RATING BOOKS now ready containing 1,750,000 names—fully rated—no blanks— EIGHT POINTS of vital credit information on each name. 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Protect Yourself by Using EGG CANDLING CERTIFICATES See advertisement on page 21. Automobile Insurance * absolute necessity. If you insure with an ‘‘old line’’ company you pay 33'//3% more than we charge. Consult us for rates. INTER-INSURANCE EXCHANGE of the MICHIGAN AUTOMOBILE OWNERS 221 Houseman Bldg., Grand Rapids, Mich. CLAUDE HAMILTON Assets $2,700,600.¢0 (M; Mercuanrs Lore INSURANCE COMPANY Offices—Grand Rapids, Mich. Insurance in Force $57,000,000.00 Has an-unexcelled reputation for its Service to Policyholders $3,666,161.58 Paid Policy Holders Since Organization RELL S. WILSON ice-Pres. WM. A. WATTS Sec’y JOHN A. McKELLAR President CLAY H. HOLLISTER Vice-Pres. Treas. SURPLUS TO POLICY HOLDERS $479,058.61 MICHIGAN TRADESMAN September 4, 1918 Why Be Stingy With the Greatest Gift? Two young girls, sisters, that I know very well—one of them to be married in a few weeks—were talking in my hearing about how they would treat their children. One of them said: “Well, I know one thing that I shall do if I don’t do anything else— I shall make them feel that they are welcome; that I am glad they have come to me, and want them around.” I was very much impressed by this saying, for I know well the atmos- phere of the home in which they have grown up. To me, the remark was the reaction of a tragedy. That home is one of comparative wealth; every creature-comfort that one could reasonably desire has been available. The father and mother are “nice people,” cultured as re- gards education, of perfect manners toward the outside world. These girls have been to college; everything that one is supposed to have in that walk of life has been theirs. These parents would be vastly astonished if you were to suggest that anything has been wrong with their home. I doubt whether either of them would have sensed the significance of the remark of their elder daughter. “Yet that remark was a perfect fruit of the kind of home in which these girls have grown up. I think it is no wonder that this young woman vowed her service of affection to the children she hoped to have. For all her girlhood has been bare of the thing she had in mind. I have been in that home a good many times; never once have I seen between par- ents and children in that home the slightest outward sign of the affection that all would have professed if it had occurred to them to profess it. If it had occurred to them. That is the crux of the matter. I wonder if it is to the Puritans that we owe our reticence in this regard. Some- times it seems as if we of the Puritan blood thought there was a kind of indecency in any show of emotion. When we see it in others we suffer a sort of embarrassment, and deem it “vulgar,” “common,” banal.” It simply is “not done by _ well-bred people.” And so we go on through life, starving in our inmost souls; in our heart of hearts envying those who are not suppressed as we have been. Only in the face of dire illness or death do we dare to release our- selves from the inhibition. It is “good form” to exhibit grief at the death of one we love; but how often in her life did we show the feeling that justifies the grief? I heard a very witty lecturer say: “After she is dead, we take flowers to her grave and say with the sobs we would have died rather than let her hear while she was alive: Here, dearest, smell these.” A woman who is slaving her best years away in the care of an invalid mother told me once that she woula give a great deal to be able to put her arm around her mother and show her the affection that she felt. “But I just can’t do it.” It never has been done in my family. From the very beginning it has been deem- ed ‘silly,’ ‘undignified.’ I can not re- member my mother ever showing me the slightest physical sign of affec- tion; or even kissing me unless I was going away somewhere on a train to be gone a good while. Even then it was a kind of polite ceremony. And yet, sometimes I think she would be grateful if I would do it now. But I just can’t.” Probably you will say that this is an extreme case. I hope it is; but there are very many more of such than perhaps you realize. Now, it all goes back—’way back to the very beginning. I know it is very rarely that a mother—or a fath- er either—does not show affection to the baby and the very little child. But somewhere that comes to an end. I shall never forget once hearing a father say to his fourteen-year-old boy when he returned from an ab- sence and offered to kiss him: “There, there! You needn’t kiss me any more. You're too old for that now.” Something passed over that boy’s face. I almost bit my tongue to keep from telling that father what a fool he was; that he was throwing away something very precious, and never in all his life would he find it again! I was witness to the fact that there- after that boy was entirely polite and dignified with his father. It is not always so, particularly among those peoples who have not been brought up in-the Puritan tradi- tion: -My grandmother used to tell of seeing in a French railroad station two men fervently kissing each other, and exclaiming, almost tearfully: “Good-by, my father!” “Good-by, my son! My dear, dear son! I will see you again this after- noon!” Well, there is a middle ground. But affection lives by what it feeds on. You can not ordinarily begin it with a song. It is a subtle thing. If you have little children now, you can see that it does not end. A son is never too old to kiss his father—if he feels like it. The great thing is to see that he doesn’t stop feeling like it! I don’t take much stock in the idea that it is one’s “duty” to love pure the United States. one’s parents, or anybody else. Lov P yoody ese. Ove | Manufactured by Wells & Richardson Co. doesn’t go by rules. It is a live thing; Burlington, Vt A perfectly Pure Vegetable Butter Color and one that complies with the laws of every State and of Dandelion Vegetable Butter Color a spirit; the Bible says that spirit, like the wind, “bloweth whither it listeth,.” You Will Benefit More from the steady, persistent adver- tising of Mapleine, the ‘Golden Flavour’’ that is now as generally sold as vanilia or lemon, by keep- ing your stock up and displaying the goods in the new counter carton. Crescent — Mapleine Order from your jobber or Louis Hilfer Co., 1205 Peoples Life Bidg., Chicago, (M-214) So, home-maker, if you would have love in your home, you must keep the atmosphere such that love can grow there; you must make it a place into which the spirit will “list” to blow. Take note, right now: Do your daughters know beyond any possible question that they are welcome—that you are glad they came to you—that you “want them around?” Do they hesitate to kiss you—just for no rea- (IGN aa i gga | : vey S, Say 3 _ our * Facsimile Signature Grocers Everywhere! _ Watch your stock of Fleischmann’s Yeast. Fleischmann’s Yeast will keep in a cool, dry place. Take care of it. Caution customers to care for it. Satisfied customers are your biggest asset. ot CEMWing with 2 2. CONTAINING 2a 2!Oca FLO Pe yeqet The Fleischmann Company Fleischmann’s Yeast Fleischmann Service SEEDS WANTED ALSIKE CLOVER MAMMOTH CLOVER, RED CLOVER SPRING RYE, ROSEN RYE RED ROCK WHEAT, FIELD PEAS “a Dag The Albert Dickinson Company SEED MERCHANTS .. CHICAGO, cet ILLINOIS ITSTANDS ALONE Wilmarth show cases and store fixtures in West Michigan's biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none ‘ Catalog—to merchants WILMARTH SHOW CASE COMPANY 1542 Jefferson Avenue Grand Rapids, Michigan Made Jn Grand Rapids ON ESTEE aT SS aa eS a oa September 4, 1918 son at all except that they love you and want you to know it? Do you hesitate to show affection to them— even when they are not going away on a railroad train to be gone’a good while? Why? What is the matter? Whose fault is it? Always they have been taking their cue from you. It is in accordance with a law of nature that a stream does not rise higher than its source! And you, father, what day was it that you stepped on or froze to death that living plant of your son’s affec- tion for you? I think you would die for him; I know you have been sacri- ficing for him all these years; but why are you so stingy with the great- est gift of all? The soul of a home, I think, is measured by the love and unity of spirit that abides there. When that is absent, the home is just a shell, an imitation, a mere roost and breed- ing-place for human animals. As soon as you step into such a house, you feel that something is missing. And as soon as you step into the other kind of home you feel the pres- ence of something indefinable, in- effable, precious, that makes you want to stay there always. In that place each member is loved and appreciat- ed, and “wanted around’—and knows it! In Froebel’s “Mother Play” there is a “play” called “The Flower- Basket.” Mother and children are picking flowers to put into a basket to be given to father on his birthday. Forethought and concerted family action in expression of love. And does Daddy ignore or despise the flowers, or wonder why they didn’t give him something useful? Indeed, no, he is grateful and appreciative, talks about the blossoms, thanks each of. the givers, and tells them all how much he loves them. Sentimental? Gushing? Yes, if that is the way you look at such things—God pity you!— but what wouldn’t you give to have that kind of spirit in your home? Well, there’s plenty of it to be had. Here you are, all alive and under the same roof. And to-day is a new day. Prudence Bradish. In the past decade, so statisticians say, the population of the United States has increased 18 per cent., but the stocks of meat-making animals have decreased 20 per cent. Even if there were no increased meat de- mand abroad, this changed ratio of man to meat would require that Americans eat not more than 70 per cent. as much meat as they did 10 years ago. If we take into account the war demand, it is readily seen that half the meat ration of 1908 is all that Americans can reasonably ex- pect this year. While there is no quick way of increasing a meat sup- ply, poultry would seem to be a log- ical source—provided the inexperi- enced don’t use 10 calories of good grain to produce 2 calories of chick- en meat, i -O—<—— - All that stands between many mer- chants and failure is good clerks. If you do not have good clerks the fault is probably your own for poor choice or poor example. MICHIGAN TRADESMAN 17 Sugar Situation Handled Without Card. Written for the Tradesman. In our endeavor to stir up Wash- tenaw county grocers to adopt the sugar card system, we pointed out that, without a sugar card in order to accomplish the ends sought by the July regulations, every grocer would have to keep a record of every sugar sale, names, residences, amounts, dates, etc., and that to prevent dupli- cate buying every grocer would have to report often to County Food Admin- istrator, who must check over lists to find offenders. We thought the card system the easiest, However, the record system with weekly reports as outlined by us, has been adopted and seems to have had marked benefi- cial effects. People know that they must con- fine purchases to their regular grocer and that they, not he, must worry if they exceed their allowance. By this method one serious difficulty has been obviated. Sugar cards would be lost and mislaid, unless permanently con- fided to the grocer’s care, and if kept by him he might forget to check off sales. By this method no one can buy sugar on another’s card and grocers must know the name of every purchaser. His responsibilities are now definite and limited and he has the satisfaction of knowing that his endeavors to prevent overbuying are effectual. Grocers feel that the sugar situation by this method is now ac- tually under control, as it had not been since abundant supplies began to arrive in the spring. Many people will now have more sugar, even at two pounds per month, than they have had in the past ten months. And it rejoices the patriotic heart to think that some are now getting less than half they used during the spring and early summer. E. E. Whitney. ——~+-.—__ Boston People Get Whale Meat. Nearly 100 women tasted whale meat recently at the National Civic Federation Cottage on Boston Com- mon, and pronounced it good. “It tastes just like steak,” was the unani- mous verdict. The whale meat, which was new to everyone in the audience, was broiled just as one would broil steak. But- ter was spread upon it and it was seasoned with salt and pepper. Some of the large fish companies operating in the East have ordered carload shipments of whale meat from the Pacific coast, and the trade in all parts of the country is anxious to give it a trial. ——~>-2-- Farmers Raising Own Food Supply. Farmers are becoming more inde- pendent in regard to food supply than they have ever been since before the Civil War, in the opinion of a field man of the United States Depart- ment of Agriculture, who recently returned from an inspection trip in New York and the New England States. Farmers in that territory who have never before raised wheat, bar- ley, and buckwheat are growing small patches of such crops for their own use, No waste — Quick handling There is no need for the grocer to waste his time and his customers’ in scooping, weighing and wrapping sugar. He can fili his orders in- stantly with the ready-wrapped Domino Package Sugars They save paper and twine. They save loss through spillage and broken paper bags and through overweight. American Sugar Refining Company ** Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown Mr. Retail Grocer: A large amount of money is being spent by this Company in forceful advertisements to the housewife to “Buy Coffee From Your Grocer Only.” The big effort is Anti-Peddler Anti-Premium Anti-Mail-Order. Your co-operation, and it’s needed, will yield you a good profit and bring you satisfied coffee customers. Ask our representative or write for par- ticulars. The Woolson Spice Company TOLEDO OHIO i 18 MICHIGAN TRADESMAN September 4, 1918 = _ AEE : : \ Cra = = LES ‘8 See this one in our new ae 2 = a REVIEW or SHOE MARKET | | TENNIS LINES Lee NG U TF af Dg 7 TE. Z = By} S D> J} Nw? A vol Selling School Shoes in September. Written for the Tradesman. By the time this article appears in print it will not be too early for re- tail shoe dealers and all other mer- chants carrying shoes for children’s wear to be planning to capture the early fall trade, to-wit the school trade. Our schools opens, for the most part, during the first two weeks in September. The time of opening varies slightly with localities, but by the middle of the month they are pretty nearly all in operation. And the war is not going to interfere with our public school system in this country any more this year than it has other vears of the present war. It is the desire of the Government to keep the schools going. So, quite unmindful of the fact that we are engaged in the greatest war of all time, millions of carefree little folks the country over will flock to the little red schoolhouses of the countryside, the larger school build- ings of the little towns and villages, and the big school houses of the city. And hundreds of thousands of these little people will require new shoes. This is where the shoe dealer comes in. Let him spend some thoughtful hours within the next few days devising ways and means of capturing his share of this splendid new business. I call it new business advisedly. For the opening of the schools is a great event. It turns the minds of the people—younger people and parents as well as the lit- tle folks—to the thought of school and essential dress requirements of the children. And, of course, shoes belong amony dress essentials. The old ones that have been worn during the summer months are, as a rule, rather shabby by the time school opens. And as the opening is in itself quite an event in the life of the child of school age, it seems proper that the child should be outfitted in keeping with the oc- casion, And so much of this busi- ness coming all in a bunch caused me to use the phrase “new business.” The Ideal School Shoe. Dealers should advertise school shoes strongly. But what is a school shoe, and how does it differ from any other type of a child’s shoe? The difference of course is more in fancy than in fact. The so-called school shoe is just a good, common- sense, comfortable, serviceable shoe. It is advertised and sold as a school shoe because the occasion makes that sort of thing a good merchan- dising stunt, their You might call it an Ezee-Wunder Shoe or any other highfalutin thing you Happened to think of, and it wouldn’t change the nature of the shoe. Wedge heel shoes for the smaller children, low flat heels for the older ones, and broad, comfortable toes with plenty of room for flexing toes inside the shoes; substantially-built, hard-wear shoes of any one of many different types—all these are school shoes. And no doubt you have them in stock. They are the kind of shoes that you have found meets the require- ments of little people. good You have more than an experimen- tal knowledge of the lines. You've tried them out. And you have confidence in the people who make them. These, then, are the shoes that you should be pushing especially during the next few weeks. Trims and Advertising. A trim especially for the school shoe is a bully good stunt. The city dealers—some of the more progres- sive sort—arrange a neat window dis- play. Ideas for suitable trims are plen- tiful. The picture of an old-fashioned schoolhouse, poster size, is good for a background; or, if there’s some- body about the shop handy . with tools, a small schoolhouse model can be made out of packing cases and painted up and used effectively as a center piece. A _ single very large slate (single or double) with pencil attached to string, a large sponge, and maybe some other school acces- sories nearby, is a good eye-catcher. If a very large slate cannot be se- cured, a row of smaller ones. Base- ball accessories for the boys (not too many of them) work into school trims nicely, for the boys think of play when they think of school; and the recess periods are big moments in the life of the child. Jumping ropes, hand balls and the like for girls, will serve to add an attractive feature for the little girls who may view your window. A bit of comedy element (if so desired) may be intro- duced by the traditional dunce-cap (which isn’t being worn these days, but nevertheless serves to bring back Backed by Quality HONORBILT Boosted by Consistent Advertising Now being shown by our salesmen “ SPORTSHU A HOOD SPECIALTY %, One of the new “TAKERS” Don't Fail to See It Grand RapidsShoe & Rubber(o The Michigan People Grand Rapids Your Big Demand To-day | is Keds Our Stocks Are Very Complete Now. Send Your Sizing Orders at Once. | + Rindge, Kalmbach, Logie Company Grand Rapids, Mich. 4. September 4, 1918 memories of the time it was used.) So much for the schoolday effect in your window. Somehow contrive to get it. It gives your window character and _ individuality—makes it appropriate for the occasion. But you will want to make the real fea- ture of your window the merchandise you are selling. You'll want to dis- play samples of your good school shoes. And of course your newspaper an- nouncements should feature school shoes for two or three weeks prior to school opening. Remember that mothers and fathers of forethought are getting their little people ready days and weeks before school opens. And the little people are not slow in reminding mother or father (or both) that a perfectly new pair of shoes must be forthcoming. So take time by the forelock. Souvenirs. And remember that simple, expen- sive little souvenirs help. There are so many kinds—rulers, blotters, slate cloths, small scratch paper pads and the like for free dis- tribution to all callers at your store (I mean callers among little folks, either alone or accompanied by parents), and more valuable souve- nirs with each pair purchased. A small pencil box, a good tablet (for pencil or ink), or something in the line of toys or playthings—all make good souvenirs; and many others could be mentioned. The writer realizes that the policy is one that has certain drawbacks as well as advantages; but, if your policy is ever to give these little extras to customers of your store, the fall sea- son when you are disposing of school shoes would surely seem to be the proper time. And the little people are the ones who appreciate most the souvenir. Personally I am not at all strong on souvenirs for grown- ups; I believe we have passed the time when such things should be given, But for the little people I know of some leading metropolitan shoe concerns that give souvenirs and thereby make themselves strong with the little people. But whether you do or don’t, go after the school trade early, and keep after it strong. Cid McKay. _——_2.—-2 Loyal To Business First Essential. I consider loyalty to the store and to me as manager the most essen- tial thing in a new man, or in the old men, or in the development of employes. If I don’t want to do a thing, and don’t feel like doing it, and don’t feel that my services are required, why I am not going to do much, and that is one of the first things I tell my men; that I expect them to be loyal to the company and to me as manager. Until the last year I never had much experience in that, but recently I have had that problem, and I tell the young men that I take it for granted they want to do the best they can for them- selves, and next they want to do the best they can for us, and to do the best you can for yourself you have got to do for the other fellow. Then MICHIGAN TRADESMAN 19 next I tell them that I know enough to know that I don’t know all about the business, and I say, I want you to know that you don’t know any- thing about it, regardless of your ex- perience elsewhere, as applied to our particular business, and it has been my experience that I had rather take a man that thought he didn’t know a thing than to take a man that thought he already knew how to run the business. I then try to impress upon him that the first consideration after that is settled about loyalty is whether he wants to work for us un- der our system. That is the milk of the cocoanut. I say, do you want to use every bit of initiative and re- sources to get them customer’s good will and get his business, as that is what we are here for? My own ex- perience has been that if I could put myself in the other fellow’s place I would do as I would like to be done by. Then to come right down to de- tails, I put them on that side of the counter and let them get the view- point of a customer, and then I get on that side and I try to bring about a situation that would probably come up and see how he would handle it, and I want to emphasize that point of loyalty, and I find that if I can get a man interested and he can see that it is to his interest to take our interest to heart, then I know that I am going to get good results. An- other basic principle I find good is to let the young man especially feel his responsibility. Pardon me for a per- sonal reference: I have working for me to-day a 16-year old boy, who tcok the place of a man with five years of experience with us in our store. He was our boy on the wagon, and under the circumstances of the draft some of our men left us to go to war, and in going out to find men I found that other people wanted them also. I said, “Cliff, you come on in the store and go to work,” and I found that I got good results just by putting responsibility on him. I try to look back in dealing with my men to the time when I started right there. I went to work at $1.50 a day in the mines, and I went out of the mines into the store. So that is one of the basic principles I used in training my clerks and my help to get them to just do unto other as they would have them do unto them. J. E. Price. Make Your Plans Now to attend the Michigan Retail Shoe Dealers Convention to be held in this city Sept. 10th and 11th In these times of uncertainty every business man should keep posted as closely as possible. At this conven- lion there will be speakers of national repute, who will bring timely messages that you should be present to hear. We are now at our new location, 11-15 Commerce Avenue. Plan to visit us and make our office your head- quarters while in the city. HEROLD-BERTSCH SHOE CO. Manufacturers of Serviceable Footwear GRAND RAPIDS i MICHIGAN Fire Insurance On all kinds of stock and building written by us at a discount of twenty-five per cent from the board rate with an additional discount of five per cent if paid inside of twenty days from the date of policy. For the best merchants in the state. No Membership Fee Charges Our Responsibility Over $2,000,000 Michigan Shoe Dealers Mutual Fire Insurance Company Fremont, Mich. Write us for further information. NOVELTY SHOES sell early and at good profits. Get them out of stock in Welts and McKays in widths from A to D. The demand will be heavier than usual and the supply short. What are you going to do about it? Send us your or- der at once and don’t worry. Hirth-Krause Company Shoes in Stock When You Want Them. Grand Rapids, Michigan la i Et 20 MICHIGAN T RADESMAN September 4, 1918 t~ — = = = be = = = = = = : BUTTER, EGGS 4x» PROVISI —_——— Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, troit. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. De- Eggs and Poultry in the Food Pro- gramme, In the expectation that there will be continuance of the exceptional demands for food occasioned by the war. the United States Government is preparing to continue the program for speeding up food production that was first launched in the autumn of 1917. Plans are now being perfected for the efforts at stimulation during the year from July 1, 1918, to June 30, 1919, and these plans contemplate even more extensive reliance than heretofore upon poultry and eggs as mainstays in the American menu. On the theory that the American people must eat more eggs and poul- try to make up for certain other food- stuffs that may be lacking, congress has been asked for increased appro- priations to promote poultry and egg production. It is by no means cer- tain, either, that as time goes on it may not be necessary for the United States to export to Europe increased quantities of these invaluable edibles and the authorities at Washington are laying their plans with an eye to this necessity. During the initial year of this new governmental project for “speeding up” egg and poultry production the United States Department of Agri- culture spent upwards of $130,000 on this work. During the year to come even more extensive activity is plan- ned, it being the intention to spend close to $40,000 over and above the amount set aside last year. A goodly share of the additional expenditure will go for extra help—field workers who can carry the demonstrational and “missionary” work into sections of the country that have not been reached thus far. As has been the case during the past few months, the Department of Agriculture will co- operate with the state college of ag- riculture in each state to stimulate and increase poultry production along more efficient lines. The first object of the campaign that has been mapped out for the year beginning July 1, is to induce on the part of poultry men a more careful selection of breeding stock to reproduce a larger percentage of good types of profitable producers. The second aim is early hatching so as to produce fall and winter layers A recommendation that is to be “car- ried to the country” is to confine mother hens to brood coops for at least two weeks after the chicks are hatched. Effort will likewise be di- rected to better provision of free range for both growing stock and layers in order that growth and pro- duction may be stimulated. Various objectives that the depart- ment has before it in this new drive may be expected to have some influ- ence, (direct or indirect, upon the commercial trade, For example, the Government will discourage the mar- keting of all profitable pullets as broilers and of all well-matured pul- lets for meat. The caponizing of cockerels will be encouraged only when free range can be obtained and a special nearby market is afforded. On the other hand, the disposing of surplus cockerels as broilers is en- couraged in order to conserve grain. Furthermore, the department will discourage the marketing of all prof- itable hens of the general-purpose class until the end of their second year, and of the Mediterranean, or egg class, until the end of their third laying year. When conditions per- mit, the feeding of a wheatless ration will be encouraged along the lines advocated during the past few months. Discussing, the other day, the ob- ject of the new poultry products pro- gram George M. Rommel, chief of the animal husbandry division of the United States Bureau of Animal In- dustry, said: “The purpose of the poultry campaign is to increase pro- duction as far as it is humanly pos- sible. Our poultry production has been decreasing instead of increasing. The cost of feed in the east has caus- ed many farmers to discontinue poul- try raising. It has driven poultry producers out of business, and we are hoping to increase the poultry sup- ply by concentrating largely on the centers of heavy production, by urging suburban and city growers to raise poultry in their backyards, by extending the industry as much as we can into southern territory, and by every means possible to increase the amount of poultry on the mar- ket.” Asked whether, in his opinion, the invasion of the automobile has caus- ed a decrease in poultry production, Mr. Rommel! said: “There are some poultry buyers that think it has, and our poultry men are not a unit on that. We have discussed the subject considerably. Some poultry buyers claim they do not get as many eggs and poultry in their farming sections as they used to. The farm wife used to be the keeper of the poultry flock, and she depended on eggs, poultry and butter to clothe the family and buy the groceries. Now that her husband has an automobile, some people think the farmer’s wife puts in more time visiting her neighbors, and you can not much blame her.” That under present conditions the commercial poultry farm cannot be made a success and that the poultry and egg shipper must depend on farm sources for the bulk of his sup- plies was the significant admission ol Dr, Rommel. Said Uncle Sam’s ex- pert: “The great bulk of our poultry production comes from the middle west and is raised on the farms—the farm flocks that are being maintain- ed practically without any definite charge against their upkeep. They range over the farm and pick up waste grain. I do not believe the com- mercial poultry farm, where the feed is bought, can be made a _ business suc- cess; but it is perfectly possible for every farm in this country to in- crease the size of its flock of poultry without in any way noticing the slightest inroad on the farm income, but, rather, there will be an increase in profits. “This thing of a poultry man, or any other kind of fivestock man, buying all his feed is not a good economical proposition. It is false economics, and the sooner we find that out in this country the better. There is no profit in poultry if you buy all your feed at the price feed is at the present time. Here is the question: Why should a poultry man of New England or New York ask somebody to raise the feed for him 4 Rea & Witzig Produce Commission Merchants 104-106 West Market St. Buffalo, N. Y. Established 1873 United Seates Food Administration License Number G-17014 Shipments of live and dressed Poultry wanted at all times, and shippers will find this a good market. Fresh Eggs in good de- mand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common selling well. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to the People’s Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio APPLE BARRELS Get our prices for prompt or fall shipment. Reed & Cheney Company Grand Rapids, Michigan E. P. MILLER, President Wm. Alden Smith Bldg. F. H. HALLOCK, Vice Pres. Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence Solicited FRANK T. MILLER, Sec. and Treas Grand Rapids, Mich. We Buy GGS Kent Storage Company, We Store GGS We are always in the market to buy FRESH EGGS and fresh made DAIRY BUTTER and PACKING STOCK. Shippers will find it to their interests to communicate with us when seeking an outlet. you our new modern facilities for the storing of such products for your own account. Write us for rate schedules covering storage charges, etc. SELL Egg Cases and Egg Case material of all kinds. Get our quotations. We Sell GGS We also offer WE Grand Rapids, Michigan M. Piowaty SERVICE PIO W ATY QUALITY Largest Produce and Fruit Dealers in Michigan PE ACOCK—.* BIRD OF A DRINK’”’ (1 oz. with Carbonated Water—A 5c Drink) “The Taste is a Winner’ Sold in 10 Gal. Kegs and Cans of 4-1 Gal. Glass. & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Saginaw, Bay City, Muskegon, Lansing, Jackson, Battle Creek, Kalamazoo, Mich., South Bend and Elkhart, Ind. & ¥ ” »* September 4, 1918 that he has to have for his poultry? At the present price of corn he can not do it.” Government officials insist that no man in the egg and poultry line need fear that Uncle Sam’s present efforts to increase production will be ot doubtful value because of employ- ment of theorists instead of practi- cal men to preach the gospel to poul- try and egg producers. Only exper- ienced, capable poultry men are sought for the field positions. Ofthe poultry and egg boosters who are now at work in encouragement of produc- tion, four have had experience of 30 years Or more in the production of poultry; 17 have had 20 to 29 years’ experience each; nine have been in the business for periods carrying from 10 to 19 years; and 18 have had from 5 to 9 years’ experience. In- deed, the department will not take on for this educational and demon- strational work any man who cannot show a record of at least two years of successful poultry raising. Although the primary purpose of the food production program, as its name would imply, is to increase the yield of edibles, the United States Bureau of Markets, a branch of the Department of Agriculture which deals almost entirely with storage and distribution, has been given a hand in the new undertaking and has under way or in prospect certain activities which will affect the egg and poultry trade. For example the markets bureau is considering the ex- tension to eggs of its new system for the market inspection of perishable floods. As our readers possibly know, this branch of the Government is even now planning to undertake some important work in the inspec- tion of butter and is being urged to extend the plan to eggs. In answer to a question, Charles J. Brand, chief of the Bureau of Markets, stated that his institution has not as yet attempt- ed to work out with reference to eggs any such inspection system as has lately been arranged for butter—in- spection to determine its score and pass upon its condition and market- ability—but he did not say that such a plan might not be launched if the scheme with reference to butter proves satisfactory. The United States Bureau of Chemistry also is edging in on the food production program with a drive to bring about better packing and shipping of egg and poultry products by means of demonstrations, etc. The work has been speeded up appreci- ably because the secretary of Agri- culture has set aside an additional fund of $20,000 to be expended for this purpose. Waldon Fawcett. —_—_.-22 The United States Food Adminis- tration suggests that the over-feed- ing of poultry immediately preceding the sale thereof by producers is not only a waste of food but is the cause of a great number of birds dying. It is the desire of the Food Admin- istration that licensees, when buy- ing live poultry from producers, limit the amount of feed to 1 ounce to each 2 pounds of poultry. MICHIGAN TRADESMAN Fish Flavor In Milk Products. The fish flavor observed in milk and frequently in butter has been the subject of a great deal of investiga- tion, but its origin has remained ob- scure. The evidence, according to the Scientific American, has _hereto- fore been against bacteria being the direct cause of the trouble, and has indicated that changes in the product favored by high acidity and the pres- ence of oxygen was responsible for the objectionable flavor. O’Callaghan attributed the trouble to oidium lac- tic. Weighmann considered the “fish- iness” might develop from abnormal working and sometimes from the use of salt high in magnesium. Several experiments have indicated that spec- imens of fishy butter would not com- municate their flavor to good butter . placed in contact with them. There has been’ conflicting. evidence as to whether the flavor occurred in un- salted as well as salted butter. The latest contribution to this vexed question has been recently made by B. W. Hammer, dairy bacteriologist at the Iowa agricultural experiment station. From a can of evaporated milk that had developed a fishy odor he isolated an organism that was capable of producing fishiness in milk into which it was inoculated. In milk so inoculated there was, besides the development of the fishy odor, a co- agulation and a rapid digestion. The organism, however, did not produce fishiness when inoculated into but- ter, either directly, or into pasteur- ‘ized or sterilized cream, before churn- ing. The organism which appears to be closely related to the Proteus group has been named “Bac. icthyos- mium.” a All German Bluff. It is unwise to put too much faith in news of food riots in Austria and Germany which emanates from the enemy whose censorship is not prone to emit the publication of news which would give the allied world a true idea of the state of affairs in Hunland. Germany has spread stor- ies to lure the allied people into be- lieving that she is on her last legs. German propaganda of this kind was responsible for a lot of pacifists’ talk in England. We must not permit these stories to lull the United States into relaxing for a moment its effort to produce and save every last ounce of food for our Army and the Allies. The placing of too much faith in food-riot dispatches might have a tendency to discourage production or encourage wastefulness here. It is much better, therefore, to rate them as mostly Hun concoctions. i - A recent report from Canada is to the effect that the local consumption of eggs is phenomenal. This applies, not only to the large consuming centers, but to country towns and villages. One shipper is said to have sent numerous lots to small towns in his neighborhood, something he has not known before in his many years of experience. —_+~> To fail to show appreciation of good work by any employe is worse than foolish, It is expensive. 21 Labor Saving Devices Low Cost Feeds Low Cost Operation of Plants Will be some of the things the United States Govern- ment Officials are going to exhibit and demonstrate at the National Dairy Show Columbus, Ohio October 10th to 19th The show should be a pa- triotic rally of all dairy peo- ple of America this year. Watson-HigginsMlg.Co. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks Knox Sparkling Gelatine A quick profit maker A steady seller Well advertised Each package makes FOUR PINTS of jelly Chocolates Package Goods of Paramount Quality ‘and} Artistic Design Egg Candling Certificates One must be used in every case of eggs sold by the merchant to ped- dler, wholesaler or commission merchant. Not to do so is to subject the seller to severe penalties. We can furnish these forms printed on both sides, to conform to Government requirements, for $1 per 100, postage pre- paid. Special prices in larger quantities. TRADESMAN COMPANY GRAND RAPIDS Send us your orders ALL KINDS FIELD SEEDS will have quick attention. Both Telephones 1217 Moseley Brothers, OP *piesssnist. aed Railroads Onions, Apples and Potatoes Car Lots or Less We Are Headquarters Correspondence Solicited Vinkemulder Company GRAND RAPIDS 23 MICHIGAN Use Tradesman Coupons September 4, 1918 ——- ae ae = = — — a = <—_ Fees a f= STOVES s*> HARDWARE. | rosea _ an Z, nn = 2 — =~ = = S Zz S mA Michigan Retail Hardware Association. President—John C. Fischer, Ann Arbor. a W. Leedle, Mar- shall. oa J. Scott, Marine it y. Treasurer—William Moore, Detroit. Became Converts to the Life Elec- trical. J. Montgomery Briggs is a friend of mine. Three years ago he ac- quired Mrs. J. Montgomery Briggs, and two years later they accumulated J. Montgomery, Jr. Last spring, by way of bringing up J. M., Jr., as an outdoor baby, they emigrated to a smal] suburban town, and I went down with them to ad- mire the new home and assist in se- lecting the household hardware. Coming as the family did from a steam-heated city apartment where the landlord provides the refrigerator and shirtwaists are stored beneath the bed, there was much to add ere the family possessions were complete enough to cope with the simple life as lived at Blissville-by-the-Bay. So Briggs and I wandered into the local hardware emporium one morn- ing, and when Briggs wandered out some time later we had purchased one refrigerator, two galvanized ash cans, one rotary ash sifter, one coal shovel, one coal hod, one coal scoop, a clothes line, fifty feet of garden hose and a reel to wind it on, a lawn mower, a path edger, a folding stepladder,, twenty-four window screens, three screen doors and a few other things. The manner in which the “few other things” transferred to Briggs’ ownership was what inter- ested me and caused me to remain to interview the dealer while my friend hustled along to arrange for a char- woman. When Briggs had become proprie- tor of the assorted vanload of prop- erty enumerated above, both he and IT fancied that we were through, but the hardware man had other plans. “Where shall I send them?” he en- quired. Briggs gave the address. The dealer slid into his office for a sec- ond and returned with a smiie. “Your house has electrical fixtures in every room,” he observed. “Would not it be a good idea to use one of these electric disc stoves to warm your shaving water and the baby’s milk? You will miss the hot water supply and the gas range out here, you know.” Briggs, who had not thought of that, agreed. “Now here’s something which would come in handy to warm the baby’s bedroom and take the chill off the bathroom when the furnace goes out or on one of the chilly days were the rejoinder. that come during summer time,” and the dealer introduced us to an elec- tric heater. “That sounds good,” said Briggs. “T had forgotten that it’s our job to heat the house mornings now.” So the electrical devices, which boosted the bill considerably, were added to the list of purchases, “Run along,” I told Briggs, “I want to buy a pocket knife, and will be back at the house by lunch time.” “Now,” I said, advancing on the hardware man, with curiosity in my mind and a cigar in my hand, “how the mischief did you know how my friend’s house was wired?” The dealer accepted the smoke. “Did you ever go duck shooting?” he asked. I admitted the charge. “Well, then you know the differ- ence between a redhead and a canvas- back. The redhead swims around waiting for his grub to float down to him, while the canvasback dives and digs up his. When I started this store I made up my mind that I was going to be a canvasback and dig up custom instead of waiting un- til people got down on their knees and begged me to show them things that they had finally discovered they needed—provided that the — sheriff didn’t beat them to it and sell me out first. Now one of the nicest lines to handle are those electrical devices. They pay a good profit, and while to the city family with hot water sup- ply and an early-rising janitor to stir up the furnace they are mostly a fad, they take the raw edge off country living in a way that the new com- muter doesn’t tumble to until you’ve shown him. There’s not much use in showing unless he can use them easi- ly, so I make it a point to keep friendly with architects and the cen- tral station boys and find out out just how residences in my territory are wired, and when a new tenant comes along I know how to talk to him.” “Some memory you have,’ was my admiring remark. “Memory, my grandmother!” was “Do you suppose I’m going to muss up my temper with a lot of details when I can buy record cards for a small amount per thou- sand. When your friend gave me his address, I simply looked the house up in my card index, discovered that he could use some electric fixings with- out tearing up the house to do it, and sold him what he needed without waiting for the doctor to prescribe them.” “But don’t the electrical con- tractors keep you on the jump with competition?” I asked. Ask about our way BARLOW BROS. Grand Rapids, Mich. CHICAGO Goodrich Steamship Lines and Muskegon Interurban Ry. DAILY 8:15 P. M. Saturday Daylight Trip 7:45 A. M. $3.50 $7.00 One Way Round Trip Half the Rail Fare BERTHS Upper $1.25 Lower $1.50 Tickets Sold to All Points Interurban Station 124 N. Ottawa Ave. Goodrich City Office 127 Pearl St., N. W. Sand Lime Brick Nothing as Durable No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co. Rives Junction Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Elecfric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich. OUR OWN MAKE HARNES 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 CoO., LTD. Jonia Ave. and Louis St. Grand Rapids, Michigan Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. 4 157-159 Monroe Ave. :: Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware 151 to 161 Louis N. W. oo -.% ve September 4, 1918 MICHIGAN TRADESMAN The dealer blew a scornful whiff of smoke heavenward and smiled. “You will find one of those fellows down by the station—at least you'll find his shop, with a ‘Back in an Hour’ sign stuck in the windew. If you want anything from him you can wait until he’s at liberty to attend to you and if you don’t want to cart the goods home yourself you'll get them when the helper isn’t too busy to de- liver.” “But does not the contractor get first whack when the houses are oc- cupied?” I asked. “He does not,’ said the dealer. “When a house is rented the occu- pant generally comes to me just as your friend did for household goods, while the contractor is off on a job. Before he wakes up I’ve sold the electrical devices and made the cen- tral station folks happy. And even if . a house isn’t equipped with outlets for appliances, I can sell a current tap or two which will allow Mr. Tenant to connect up fan, percolator, toaster, cooker or all the rest of the electrical family with his existing lighting fix- tures without tearing up for alterations —which is something Mr. Contractor won’t do until he sees that it’s hopeless to expect the alteration job. Some of the electrical appliance manufacturers still stick to the contractor as an out- let for their goods. They say that only a man who is an electrical engineer can provide the proper equipment. They forget that while a hardware dealer is no ballistic expert he sells a powerful lot of ammunition. The cartridge fac- tories figure out the proper loads and the dealer sells them—and you don’t hear of many guns bursting from over- charges either. The electrical manu- facturers figure out the proper ap- paratus for different voltages, and my job is to know what ours is and stock with to suit. The man who, in cold blood, will walk into an elec- trical contractor’s office or the appli- ance sales office or the appliance sales- room of a central station and walk away with about $20 worth of sundries neatly wrapped up is about as numer- ous as he who invades the sanctuary of a life insurance company and yells for the examiner to give him a clean bill of health, waving his premium all the while to accelerate matters. Well, the hardware dealer who is in touch with his customer’s needs and can push electrical goods is to the manufacturer what the solicitor who keeps eternally on the job-is to the insurance com- pany.” “Don’t the central stations kick at your competition?” I asked. zoods “Why should they?” countered the dealer, “The central station’s business is to sell current. They only handle appliances to induce people to use juice instead of gas or coal ; and the only time that they see the average subscrib- er is when he calls to kick about a bill or make a deferred payment about which there has been trouble—nice time to sell him something, eh? They only took up the selling game when the con- tractor fell down, and the more I sell the more their own business is helped, without the trouble of going into mer- chandising, which is really outside of their line anyway. By the time your friend has the fly screens up he will begin to need an electric fan. Heres’ a bully little folder telling all about a line that he can run on his current.” I took the booklet and my departure for the Briggs residence, foreseeing how, with that canvasback in town, the famly of my friend would becone con- verts to the life electrical—E. T. Keyser in Hardware Age. —--» 2. Other Ways To Do Our Bit. Written for the Tradesman. He who wants to do his bit can do so by doing without it. A little patriotism would enable one to eat sweet apples grown in his own country instead of bananas which require ships and trains to transport them. The grocer turns away the farmer who offers sweet apples because they are slow sellers. If he _ has sweet apples he does not display them to the best advantage, does not tag them with price cards, does not call attention to them, either by word or placard, when he should make a drive of them on purpose to help people conserve sugar. And what does the farmer or fruit grower do? If he can spare the time and is determined to get pay for spraying and care of trees as well as gathering the fruit, he goes into the resident sections of the town and sells sweet apples from house to house, in amounts of half peck and upward. Ten or twelve dollars for a half day's work, aside from going to town and returning and buying a few necessities, pays well. And then he has the satisfaction of hav- ing saved so much food from wasting in the orchard. No one can be guided entirely by the experience of former years. Time was when one could not get 25 cents a bushel for pears and could not give away sweet apples except to the boys and girls on the street. If one is not near a school where it would take a whole load of apples it is good advertising to offer an apple to every boy and girl one meets. One can get seven half-pecks out of a bushel and give generous meas- ure and being guided by store prices can get a little more than he would to sell by the bushel. But many a fruit grower hates to peddle any- thing and only does so _ because local dealers will not buy. Some people prefer to buy from the wagon. They act on the assumption that the fruit is fresher or they think they can get it for less than when they buy of the grocer. Minion. ee Not Too Small To Use. All the delivery wagons of one dealer are equipped with large metal disks which fit over the wagon hubs. They are hung ana weighted so they do not turn with the wheels; on each disk is an advertisement of the busi- ness. As the wagons pass through the streets, the lettering on the disks attracts a lot of attention. ——_>++—___ Instead of insignificant space in all the local papers, use larger space in the one best, or alternate it in the two best. Using Waste Heat From Gas En- gines. For a considerable time the waste heat from steam engines has been ‘turned to good accounts, but there have been difficulties in using the ex- haust gases from a gas engine, as they readily attack the metal of the conduits, says the Popular Science Monthly. However, the difficulty is being overcome, for a New Jersey candy factory has an installation in connection with a 60-horsepower en- gine which is used to heat the fac- tory. The gases pass through an economizer made of cast iron, with the passages to the different sections staggered so that all parts are heated for the whole length. Water circu- lates in jackets surrounding the gas passages. > Down To the Weakest Link. One of a chain of stores constantly reminds its customers of its size and vitality—and consequent purchasing power—by a slogan across the front of the store, part of which is change- 23 able. It reads “108 stores and still growing.” The figure is increased with each additional store. Thus the least imposing of all the stores of this chain reflects some of the prestige that comes to a large organization. The “Little Gem’’ Battery Egg Tester Write for catalogue and prices. We have the best. S. J. Fish Egg Tester Co, Jackson, Mich. Special Sales John L. Lynch Sales Co. No. 28 So Ionia Ave. Grand Rapids, Michigan Protect Yourself by Using EGG CANDLING CERTIFICATES See adver.isement on page 21. theft, and liability. without surplus. Automobile Factories will Turn to Munition Plants By January |, 1919 Mr. Automobile Owner: To be protected you should repair, rebuild and repaint your car and keep it insured against fire, When the committee call on you to purchase War Savings Stamps or Liberty Bonds or to con- tribute to the Red Cross, you should not make the excuse that you have had your car burned or stolen, or lost money through a law suit brought against you on account of an automobile accident, when you can keep protected against these losses for a few dollars, and keep prepared to do your bit. wait until you purchase a new car, but insure to- day inacompany with a membership of over 35,000, and a surplus of about $70,000, also a fire-proof building in which to keep your records, with up-to- date equipment with which to give you service. This is no time to insure in a small company Insure in a safe company that was organized and developed before the war. Cost is only $1 for policy and 25c per H. P. Citizens Mutual Auto Insurance Company HOWELL, ses Do not MICHIGAN MICHIGAN TRADESMAN September 4, 1918 wie Att Qisceucedy Vera Bt ( (( rl = Oo <= < 7m © > E rn P 17 AYE YN NANA) ANU LE PO Aww MAA —3 eH k N ae ae i. “Tl oe = The Vicious Factory Catalogue wording of the descriptions, the illus- Scheme. trations—all are typical of this form Professional agitators have taken ad- vantage in many various ways of the fear which so many retailers have of the mail order houses. First comes one man who is going to “kill” the mail order competition by taxing them for doing business in Po- dunk, Indiana, and ridiculous as_ his proposition is he actually manages to separate enough money from the re- tailer’s bank account to keep him in comfort for quite a while. Next comes the fellow who is go- ing to fight the parcel post law. He collects a couple of dollars from every retailer who is foolish enough to believe that a petition from a lim- ited number of retailers will have any influence as against the hundreds of thousands of consumers who will yell for parcel post without knowing anything about what its effects may be—and he lives in luxury for a while. Then we have the shining genius who is going to camp on the trail of those mail order fellows and make it too expensive for them to do business by ordering catalogues from them and then burning the catalogues. The genius collects some more of the retail- ers’ money and has a fine time spend- ing it. But none of these professional agi- tators—or all of them put together—is to be compared in danger with the latest mail order “Giant Killer’”—the “Factory Shipment” catalogue scheme which is being exploited by a dozen or more distinct organizations. All of these catalogue schemes are based upon one idea—that of furnish- ing to the retailer a certain number of catalogues whch he is to distribute to the people in locality. Various amounts are charged for the “privilege” of distributing these catalogues which bear the imprint of the local repre- sentative. The publishers of these various cata- logues claim to have arrangments with manufacturers of different lines of mer- chandise—none of which are known by established trademarks—by which when a retailer sends in an order for an article it will be shipped direct to the consumer. For his services in han- dling the order the publisher charges the retailer or the manufacturer a fee —and in some cases he collects from both. The retailer-agent makes a small profit on each order. What is the effect of such a cata- logue upon the consumer—for the effect upon the consumer is what gov- erns the question as to whether it is a good thing for the retailers? I have before me one of these cata- logues. Its general appearance, the now his seers entices ere =e ATLA CT STR II of mail order house “destroyers.” On page 3 I read in the descrip- tion of a steel range priced at $27.95: “Another instance of great price re- ducing. In offering this particularly high grade One Profit All Steel Kitchen Range we wish to call your attention to the remarkable price re- duction we have made for the benefit of our customers, etc., etc.” What is Mrs. Smith likely to think when she reads this fine description? What would you think if you were in Mrs. Smith’s place? One of two things: Either, that Jones, the dry goods dealer who sent her the catalogue, in some way was in position to do better with her than Williams, the hardware man, and if she did want a kitchen range, wouldn’t she be likely to buy it from Jones who would make $6.00 profit on the sale, a little over 20 per cent. The profit, of course, was all right for Jones who had made no in- vestment, but what about Williams? Would the transaction be likely to in- duce her to come to Williams in the future for such other items of hard- ware as she might want? Or, if Williams had sent her the catalogue, wouldn’t she be likely to argue in her mind that so long as Williams could do so much better on the stove if he didn’t carry it in stock, possibly it would be a good plan to buy all the goods out of the cata- logue, and what she couldn’t get out of one she might get. out of another —if need be out of the regular mail order catalogue? How would Mr. Williams like that kind of sentiment to sift through the people, to serve whom he had invested his money for goods carried in stock? And did you notice those two word “One Profit?” Emphasizing on every page the idea that the middleman adds an unnecessary and therefore useless expense to the selling price of an article. Arguing for the meth- od employed by the mail order houses. Telling people in so many words that the retailer is a back num- ber and that the proper way for the consumer to buy is to go “direct.” Can you imagine any better advance agent for the mail order house?” Every one of these catalogues— distributed by retailers in the false hope of stopping mail order competi- tion—actually fosters the buying from catalogue instead of from retail stores —actually educates the consumer to look upon the retail stores as an out of date method of selling goods. True, the individual retailer may get the profit on some sales which may be induced by the catalogues, but the small profit which he does make does not recompense him for the customer who has been weaned away by himself and fortified in the thought that buying from catalogue is the most economical method. The wholesalers and manufacturers selling through retail stores might possibly think that this was not a matter which concerned them a great deal. Let us see whether it does or not. Every sale made through one of these catalogues means the loss of a sale from one of the regular stocks in the community and the gradual wean- ing away of a former customer of the retailers to the catalogue method of buying. If the retailer stocks can not be turned over as often as before they must be reduced—which means small- er purchases from the wholesalers and manufacturers. So after all, the catalogué has a very direct effect upon both whole- saler and manufacturer—an_ effect which in time will cut into their busi- ness very materially, unless steps are taken to show the retailer who has tied himself up with one of these catalogue concerns what a mistake he is making, No reputable manufacturer, whole- saler or retailer can afford to be‘con- nected with any of these concerns— either as a source of supply or as a distributor of catalogues. Any manu- facturer, wholesaler, or retailer who connects himself with one of them New Hotel al GRAND RAPIDS ROOMS WITHOUT BATH $1.00 UniOn wits BATH Ghower or . tub) $1.50 Stati “ MEALS 50 CENTS ie 4:6. st a2 annh ae thereby takes a step which is directly against the interests of those who believe in the retail store. the whole- sale house and the manufacturer sell- ing through these two as the most economical chain of distribution. 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 loom COURTESY SERVICE VALUE OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mer. Muskegon 3 Michigan HOTEL GRANT Mrs. W. Boosembark, Prop. Newly Furnished New Management Everything First-class #8 | fey GRANT, MICHIGAN LZ Wf, Vas ge N b grb ae 6 £ as ® od IEP PET, = > VL. Pole Pig a ee \ "\ WY \\ eet Sie Ta PEP yt tp Vie 74 fevico? , Ae S ri Ca. rm) =n x Wan \ “= fa fio i CODY RATES | HOTEL IN THE HEART OF THE CITY Division and Fulton $1.00 without bath $1.50 up with bath CODY CAFETERIA IN CONNECTION 1- September 4, 1918 UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, Sept. 3—J. L. Lynch, well known lumberman of Shelldrake, was a business caller here last week, Mr. Lynch has a unique steam vessel which is the only craft of its type on the fresh waters. It is famous for its carrying capacity. While it was not built for speed, it is causing much attention as an odd craft plying the fresh waters. The Dixie Highway leading into the Soo, known as Ashmun hill,- is now completed, after having been closed to the public for the past month. This is good news to the Soo motorists who have been obliged to make one of the worst detours in the Upper Peninsula while this piece of road was under construction, The anti-Sunday pleasure motoring was a great success in the Soo this week, as it rained nearly all day and caused no inconvenience to the pleasure seekers and berry pickers who had made previous engagements. “Hope is a froth on a man’s imag- ination.” Labor day was a huge success here Monday. Old Sol forgot to come out. In the early hours the weather man allowed the dust to settle, but before the hours of the parade, the rain let up and one of the largest parades held here in the past two years was pull- ed off. Many unique business floats were in evidence and the small boys were kept on the jump, picking up prizes( peanuts, bananas, etc., which were distributed en route by some of our business houses. Arrangements have been made by the Board of Education to give us a grand opera treat this winter. The San Carlo Opera Company has been hooked for performance at the High Schoo! Auditorium December 4. The nroceeds from this entertainment will ke devoted to a patriotic cause. “The biggest man on earth began life in a small way.” The Soo tis getting better now. It was necessary to build a new church at Pleasant Park to keep up the good work. Joseph F. Martin, one of Bay City’s leading druggists, is visiting relatives here. Mr. Martin is accompanied by his family. He notices many im- provements here since his last visit. Mosef, Yalomstein, proprietor of the Hub, one of our leading business houses, made a trip to St. Ignace last week in his new automobile. He went each way in three hours’ time, which shows the splendid condition of the Dixie Highway between the Soo and the city of the straits. Sam Kirvan, well known proprietor of the hotel at Eckerman, was a Soo visitor last week. Sam reports an ex- ceptionally good season. He has a large number of cottages which he is renting to berry pickers and is reap- ing a harvest during the season, which keeps him in a happy frame of mind, his only regret being that he did not locate at Eckerman a few years sooner. T. L. Derocher, of the Derocher Wrecking Co., at Detour, is doing a land office business this season, hav- ing secured the contract for building the breakwater at Harbor Beach, Mich. While labor is scarce, Mr. Derocher has not been handicapped to any great extent and expects to make up for the poor season last year. P. J. Kelly, of Shelldrake. has re- signed his position with the Bartlett Lumber Co. and left -for the East, where he expects to reside. Eugene Thibert, merchant at Bai De Wassi, was a business visitor here lost week. Deer seem to be somewhat plenti- MICHIGAN TRADESMAN ful in Chippewa county this year... It is a common sight to see them feed- ing in the gardens and fields around McCarron. William G. Tapert. —_>-+ Late News From the Celery City. Kalamazoo, Sept. 3—What might have resulted in a more serious ac- cident, occurred last Tuesday evening at Portage and South streets, when Carl Upson, son of Mr. and Mrs. A. H. Upson, of Upson’s Cash Grocery, was run down by an auto driven by one of Armour & Company’s em- ployes, Carl came out of the wreck with a badly bruised and skinned arm and knee, with no broken bones, but his “bike” is only good for mak- ing shrapnel to lick the Kaiser. W. H. Stover made a business and pleasure trip to Detroit for the week end. While there he witnessed the last ball game of the Cubs to be play- ed until after the war is over. Wednesday of last week, when nothing but rain could’ be seen on North Burdick street, the fire alarm was sounded and when the steamer, “Big Ben,” of the Central fire station, turned the corner at Kalamazoo avenue he collided with the corner of the Niagara Hotel, resulting in a badly damaged front, breaking two plate glass windows of the drug store and causing the entire front of the building to settle about four or five inches. Some fire truck that! E. L. and M. L. Stevens, proprie- tors of the Stevens-Buick garage and sales agency, have purchased the D. Waud building, on East South street, and will occupy the new quarters as soon as alterations are made. Fred F. Morley, the genial pill and tonic artist of Oakland drive, is tak- ing a much needed rest down in the Hoosier state, going by the way of “hank ford’s overland express.” John Armenis, manager of the Paris cafe, has a real broad smile these days. Why shouldn’t he? He’s a brand new dad, with a seven pound boy, and all his friends are going to the christening on Thursday after- noon. Mrs. Lester Shirley is again greet- ing patrons of her father’s grocery on South Edwards street. Ray Johnson, of the Johnson mar- ket and grocerteria, was at home sick a few days the past week. He just moved in from south of town and hasn’t got used to city life yet, per- haps. Frank A. Saville. —_----.—____.. There was dissatisfaction last fall over the disparity in sugar prices be- tween different cities. Now the Government is moving to prevent such. inequalities. Announcements that sugar will be higher refer to a step in the interest of even-handed justice. The Government has agreed with American growers that pro- duction costs would warrant a higher price to them, which means a higher price on American sugar. At the same time, sugar refined from the Cuban product of 1917-18, purchased at a lower price than the new Amer- ican crop, is still reaching the market. If two retail prices were allowed, con- sumers who paid the higher price would be dissatisfied; if the Govern- ment simply asked all dealers to ob- tain the higher rate, some would reap an unjustifiable profit. The Sugar Equalization Board is therefore to purchase all sugars in storage or transit at the old price, and resell them to the holders immediately af- terwards at the new. It will thus absorb the extta profit. The charges of “profiteering” in sugar last year fell through; no basis will be given for any this year. NEW RULES ON WHEAT FLOUR Fifty-Fifty Rul Superseded By Eighty-Twenty. Washington, Sept, 2—Pooling of food resources by the 120,000,000 people waging war against Germany, as ar- ranged at the recent inter-allied food conterence, calls for continued wheat conservation -in America, The food administration announced how this is to be brought about. America must bear greater share of feeding the armies and civilian popuia- tions of Europe. Ten million tons of food were shipped last year, as com- pared with 3,000,000 in peace times. This coming year, 18,000,000 tons must be shipped. To make this possible all the Allied nations have agreed that wheat bread used in the Allied countries shall con- tain at least 20 per cent. of other grains than wheat. America is pledged to the same programme. This programme also means elimina- tion of food supplies from Australia, India and South America. There is an immense supply of wheat and meats in these countries. but the necessity of utiizing every available ton of shipping to place America’s armies in the field makes shipment of these supplies out of the question. Distance from New York to Liverpool is 3.036 miles, while from Australia to Liverpool is 6,258 miles, and from Bombay to Liverpool 10,680 miles. By concentrating upon food shipments from North America these immense distances are avoided and the shipping is made available for the transportation and supply of the American army. “Victory bread” will become the only bread in the Allied world. In outlining the programme of wheat conservation, which takes place of all former regu- lations on the subject, the food ad- ministration says: “Distribution and transportation cir- cumstances in the United States render it necessary to rely very largely on the voluntary action of our homes to en- force this mixture. The ‘victory bread’ so made is wholesome and there is no difficulty in preparation. We desire to emphasize the fact that the mixtures outlined below are for wheat bread and the saving of wheat flour but they are not intended to displace the large use of corn bread. “For this purpose regulations are formulated below, effective September 1, providing, first, for preparation and marketing by manufacturing and dis- tributing grades of a mixed flour, com- plying with the international policy, which will be available for purchase by the household; second, in regulations covering the case where straight wheat flour is sold by retailers. that at the same time 20 per cent. of other cereal flours must be sold co-incidentally; third, requiring that all bakers’ bread shall contain 20 per cent. of other cereals, ° “The food administration relies upon the householders of the country to mix at least 20 per cent. of substitute cer- eals into the wheat flour at home for all uses. Corn meal for the use of corn bread should be purchased separatel: from combination sales. “It is desired to ensure a supply of ready mixed flours on the market and to have millers and dealers encourage the use and sale of this flour, so that the country may be on a mixed flour basis without the necessity of retailers making combination sales of flour and substitutes. “All such mixed flours made accord- ing to following recommendations should be labeled ‘victory mixed flour’ and are to be labeled with the ingredi- ents in order of their proportion. No ‘mixed flours’ (except pancake flour) shall be made or manufactured except in the exact proportions as outlined below. “Mixed wheat and barley flour in the proportion of four pounds of wheat to one pound of barley. “Mixed wheat, barley and corn flour —eight pounds wheat to one of barley and one of corn. “Whole wheat, entire wheat, or gra- ham flour or meal—at least 95 per cent. of wheat berry. “All the above ‘Victory flours’ may be so.d without substitutes, but at no greater price than standard wheat flour. “The new regulations supersede the 50-50 rule. The retaii dealer selling standard wheat flour, is required to carry in stock either barley flour, corn meal or corn flour, and with every sale of wheat flour must sell a combination of some one or more of these in the proportion of one pound of. substitute to each four pounds of wheat flour. “The following flours may be sold in combination in lieu of the above flours at the ratio of one pound to each four pounds of wheat flour—Feterita flour and meals, rice flour, oat flour, kaffir flour, milo flour, peanut flour, bean flour, potato flour, sweet potato flour and buckwheat flour. Pure rye flour or meal may be sold as a substitute, but must be sold in proportion of at least two pounds of rye with three pounds of wheat flour. “In compliance with the general sit- uation above, the. following alterations are made in the regulations governing the baking trade: “Rule 1—Consumption of wheat flour in bakery products not to exceed 70 per cent. of the 1917 consumption is rescinded. “Rule 2 a——Wheat flour substitutes for bakers remain as heretofore with the exception of rye, which will be a substitute when used upon a basis of not less than 40 per cent. “Rule 6 a—Bakers will be required to use one pound of substitutes of each four pounds of wheat flour in all bak- ery products including bread, except class 3 a—crackers, in which only 10 per cent. of substitutes other than rye are required. “Previous rules limiting licenses, millers, wholesalers, retailers, and bak- ers of 30 days’ supply of flour will be changed to permit 60 days’ supply. The rules limiting sales by retailers of wheat flour to an eighth of a barrel in cities and quarter of a barrel in sparsely settled districts are rescinded. “Manufacturers of alimentary pastes and wheat breakfast foods are limited to their normal consumption of wheat or wheat flour with the understanding they are not to unduly expand their ordinary consumption of wheat. : “Rules prohibiting the starting of new plants ready for operation prior to July 1, 1918, are rescinded. “Wheatless days and wheatless meals are discontinued.” —_+-~+ Very satisfactory is the report that over 90 per cent. of the men in our army and navy have been insured by the War Risk Bureau. This would seem to be an astonishingly good record. Another excellent feature is that most of the men are asking for the maximum policy of $10,000. The country has a right to congratu- late itself on the complete success of our Government’s insurance under- taking. And in this matter of in- surance, when the war is over, the Nation will be in a better position than ever before. Not only shall we be relieved of the financial and politi- cal burden of an enormous pension system, but, in addition, thousands of men who never would have taken out insurance will emerge from the conflict amply insured against acci- dent, illness, and death. There is no doubt that most of these men will continue the policies which covered them during the war, even in peace times. ’ 26 MICHIGAN TRADESMAN September 4, 1918 a = > = - = GS“=-DRUGGISTS SUNDRIES | - = = =— => 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, Muskegon. Michigan State —_— Associa- . Webster, . Wheaton, Jackson. B. Drolet, Kalamazoo. President—J. aaa 3. Treasurer—F. B Detroit. Michigan Pharmaceutical Travelers’ As- sociation. President—W. E. Colins, Detroit. Secretary and Treasurer—Walter 8S. Iawton, Grand Rapids. a What the War Means to the Drug- gist. To-day we feel that we are not only “at war” but are now in the war. What is more, we know the war is just beginning to come home to us. Increased taxes, contributions to the Red Cross, the purchase of Liberty bonds and the departure of our boys for the army or the navy have held our attention. The advance in prices and scarcity of goods have been a ruling topic of war talk among phar- macists. Human nature remains con- stant and we accustom ourselves to the times even when great changes occur over night. We are just com- mencing to feel the stress of drain on the man power in pharmacy. The cry for drug clerks has a distress sig- nal echo. We have not reached the most supreme phase of the war. The casualty list is as yet a minor matter. But we are on the eve of a new phase for us in the war. When this coun- try is dotted with military hospitals, we will wait breathlessly for new developments. As the mained come home, we will realize a new phase of the war situation. Make up your mind to a Long War and a Hard War. Pharmacists are looked up to in any community as persons well post- ed on general affairs. The customer feels that it is a reasonable assump- tion that his druggist can give him good advice, no matter what the en- quiry may be. First of all, reach the conclusion that the end of the war is not in sight and also realize that the hardest struggle for this country is yet to come. Such a point of view rests on a solid foundation of logic. A few days ago, a St. Louis family discovered a hen’s egg which had ridges on it forming the capital “p”. The conclusion was at once reached that peace is coming in the immediate future. This is a good illustration of the position in which those stand who predict an early peace. Their founda- tion support is as thin as an egg shell. Will Drug Stores Become Places for’ Compounding and _ the Sale of Drugs? We can see how it is possible as the years of war pass by for the gen- eral department store business so common in drug stores of to-day to drift into separate lines and leave what little real pharmaceutical work ~ we have to a few stores devoted ex- clusively to the manufacture, com- pounding and dispensing of medi- cines. We are on the eve of radical changes in many branches of human activity. Will the pharmacist come into his own? Just where he stands to-day is difficult to determine. Only recently, did a graduate of a reput- able school of pharmacy fail in se- curing a good paying position with a large drug store because he could not satisfactorily draw a glass of ice cream soda. He was licensed as a pharmacist, applied for a position as a pharmacist and was turned down by a proprietor who was a pharmacist because he was not expert in the soda water business. What will become of your Drug Store if you are Drafted? Perhaps it will be closed. Some stores have already gone out of busi- ness on account of the draft and, no doubt, many more will meet a similar fate as the war progresses. While this is a personal loss, it is of Nation- al concern. Your store is not, the only one, thus far, left to serve soda water and the restaurant can furnish sand- wiches. The general stores are per- mitted to handle patent medicines and the grocers will look after the sale of Epsom Salts and the like. The notion stores will take care of the sundries. What else have you in the way of business? You may have a prescrip- tion trade and are the only one quali- fied to dispense medicines in your community as a skilled pharmacist. If such is the case, you have a right to consider the interests of the public as the closing of your store might prove to be a calamity in the neigh- borhood. Possibly, you can be of more service as a druggist at home than as a soldier at the front. If there is any doubt in your mind, take the matter up with your local exemption board. According to Provost Mar- shal Crowder, the exemption boards have authority to grant exemptions in cases of “industrial necessity.” That gentleman has also indicated that a drug store may be an “indus- trial necessity.” We can-see how a real dispensing pharmacy can be a necessity to the public but we feel that the service is professional rather than “industrial.” Druggists are not slackers an do not object to military service. But it may be in the inter- est of our country for a druggist to continue giving real pharmaceutical See nh io ase caer onstncmestannomnasetrncnneeneene service where he is established in business. Write the Boys in the Service. Every druggist must know person- ally a number of young men from his community who have entered the ser- vice. We little realize how anxious- ly they look for letters from home. Write to each one. It will cheer them and make them more service- able to our country. This is one way of doing your bit at home, You know the editors of the country papers. Show them letters you re- ceive from those in service. Per- sonal references in home papers and in drug journals cheer the soldiers and comfort the relatives at home. I quote from a letter in which a col- lege of pharmacy boy says, “Have a drug journal give me a write-up and send my mother a marked copy, for she sure will be proud to read some- thing about her son in the army. Such an item would cheer her up and she is now sick.” We who are at home and even those of us in editorial work do not comprehend the far-reaching and beneficial effect of these per- sonal items. Henry M. Whelpley. ——_+--.—____ Baby Trade Bulges the Bank Book. The trade that makes a pharmacy a success or failure, the trade that the druggist should value most and work the hardest for—that really means the biggest number of dollars to his cred- it at the First National, is repeat trade. That is, trade that comes to your store for everything wanted in the drug line—customers that simultan- eously think of your drug store when any drug store want comes to mind. This is the trade that makes or breaks you. And there is hardly a more valuable lever which the druggist can employ in obtaining the most profitable and consistent repeat trade than supplying comforts and luxuries for the baby. This calls to mind the fact that “Baby week” was observed through- out the United States in May, and that in some portions of the coun- try it was “Baby month,” instead of “Baby week.” Last year, baby week was observed in forty-seven states and 700 towns and under the direc- tion of the Children’s Bureau in Washington and the Federation of Women’s Clubs, it is planned to honor the baby much more generally and in- tensively this year than fast. Time was in the South Sea Islands when mothers used to slay their chil- dren just prior to their death, that the youngsters might wait on them in the other world. In China, history tells of many thousands of mothers drown- ing their babies to save them the suffering they knew was in store. In India, mothers for centuries fed half of their children opium that they might die happily and evade the trials of life, and in Greece, children were carried to the mountain peaks and left that the Gods might take them in their innocence. But to-day the baby is the most im- portant member cf the family circle. Anything for the baby bears an es- pecial interest for the parent and is sincerely appreciated. their requirements. and times. prompt shipments. 1918 Holiday Goods Druggists’ Sundries, Books, Stationery, Etc. UR entire line of samples covering holiday goods, staple sundries, books, stationery, etc., will be on display in our sales room in Grand Rapids on and after September 5th. The very large and well assorted stock is not only the best that we have ever displayed, but the magni- tude of the same and the quality of our purchases will convince our customers and buyers that we were never better prepared than today to meet As previously announced this line was bought with the keen appreciation of present conditions We ask our customers to make dates with our salesmen as has been the custom during the last few years. We advise early buying and Hazeltine & Perkins Drug Co. Grand Rapids, Michigan v= Ue OO ° wow ee Ul. Te. eee ae m Oo wee ON On he oases September 4, 1918 MICHIGAN TRADESMAN Marking Prices vs. Selling Goods. Good advice to dealers about mark- ing their selling prices is being plen- tifully offered in current trade journ- als. Convenient percentage tables are given which save much laborious fig- uring. But there is not sufficient emphasis laid on the vital points of successful merchandizing. To bank a good total net profit in cash at the end of the year is the all-important objective in any busi- ness. No amount of figuring will en- able a dealer to do this unless it is backed by sensible buying, a low ex- pense margin, quick sales and prompt collections. You hear a lot about averages, but “average” is a slippery word. A grocer can figure his average turn-over, his average _ selling-ex- pense, his average profit—and this is all right for a working basis, but every line of merchandise has an average of its own—and its selling price ought to be figured on a sep- arate basis. For example if the average turn- over of the dealer’s whole stock is four times a year it is plain that a line which turns only once a year involves four times the average over- head expense, while a line that turns twelve times involves only one-third the average overhead. The dealer must remember this and mark the different lines accordingly if he wants to make his average profit. But buying right and selling right are more important than correct fig- uring. A dealer must pick out and stock the lines that turn quickly and then turn them quickly if he wants to make money. He should cut out the slow-selling duplicate lines which tie up his cap- ital and increase his cost of doing business, The quick-sellers give the dealer quick cash. He can buy closer, take advantage of discounts and sell cheap- er while he makes the same net profit per sale. And he makes a larger total profit for the year. Also the lower prices he offers en- ables him to make a larger propor- tion of cash sales and to insist on prompt payment of credit accounts. In short, stocking the right goods in the right quantity at the start, and cutting out the others, opens the way for every other move that helps to make a profitable business. >... Swedes Invent New Ignition Cap. A new ignition cap of a high qual- ity has been invented by the Stock- holm Superphosphate Company, ac- cording to a dispatch from Consul General Albert Halstead of Stock- holm quoting the Aftonbladet. The new detonation cap does not contain quicksilver but copper, and is said to - have shown itself greatly superior to the one previously made by this com- pany. The making of these caps has already begun at the company’s ex- plosive mill where the output at pres- ent is 3,000 a day. The company has under construction, however, a new mill where the manufacture during the coming fall will be sufficient to supply the country’s requirements of ignition caps. Moore’s Mentholated Horehound & Tar Cough Syrup Dealers should now be placing their orders. Be on the safe side. If our representative does not call on you, write us direct. THE MOORE COMPANY TEMPERANCE, MICH. EXTRACTS, COFFEE, TEA, SPICES, GROCERS’ DRUGS, NON-FREEZE BLUING AND AMMONIA. | WE ARE ACCEPTING CONTRACTS NOW FOR 1919 DELIVERIES OF J. Hungerford Smith Co.’s Soda Fountain Fruits and Syrups If you have not signed up, drop us a card. Protect yourself for next season’s business before it is too late. Prices guaranteed against advance or decline. ‘We also carry a full-line of Soda Fountain Accessories. Putnam Factory Grand Rapids, Michigan Manufacturers of Putnam’s ‘‘Double A’’ Chocolates nr arene Prices quoted are Acids Boric (Powd.) .. 18 25 27 WHOL! SALE DRUU PRICE CURRENT nominal, based on market the day ot issue. Cubebs ...... 10 00@10 25 Capsicum ....... @2 16 BPerOn v6... sw 4 00@4 25 Me eeeene 10 Bucalyptus .... 1 236@1 85 Cardamon, Comp. Boric (Xtal) .... 18 25 Carbolic ......... 66 COMIC oe. sy Muriatic ........ 3% 5 IRIS oo. vce ks we Owaloe. 0.2550 - 53 60 Sulphuric ....... 34@ 6 Tartaric ...... 1 12@1 20 Ammonia Water, 26 deg. ....12 Water, 18 deg. .. Water, 14 deg. .. 9%@ 17 Carbonate ....... Chloride 1 90@2 00 veeeceee Copaiba ....... 1 40 Fir ) =~. 1 ¢ Fir (Oregon) .. 4 60 Cassia (Saig POrU os il as caus Tolu 36 40 on) 1 00 Elm (powd. 385c) 80 35 Sassafras (pow. 40c) @ 35 — Cut (powd.) Oe crc eens ee reecereses Barks Cassia (ordinary) 26@ 30 Berries ECubeb: ...... --o- 1 60@1 70 PIG ices keuss 60 Juniper ... sccecee 12@ 18 Prickley Ash .... @ 30 Licorice ......... 60@ 65 Licorice powd... 1 05@1 10 Flowers Arnica ......... 1 50@1 75 Chamomile (Ger.) 200 80 Chamumiie Kom. 1 7o@2 uv Gums Acacia, Ist ..... 16@ @ Acacia, 2nd ...... 66@ 1% Acacia, Sorts .... 40 60 Acacia, powdered 60 70 Aloes (Barb. Pow) 30@ 40 Aloes (Cape Pow.) 30@ 35 Aloes (Soc Pow 1 25)@1 20 Asafoetida 2 75@s 00 WO We cone desc cins @3 00 Camphor ...... 1 47@1 50 GQUBIBR 60's cid ave @1 75 Guaiac, powdered w2 0 FRING: oie léwcceoss @ so Kino, powdered .. @1 00 WESTER Fh che cc @ 8 Myrrh, powdered @ 90 Opium ....... 28 50@29 00 Opium, powd. 30 00@30 50 Opium, gran. 30 00@30 50 Shellac .......... s5@ Shellac, Bleached 90@ 95 Tragacanth .... 3 50@4 00 Tragacanth powder 3 00 Turpentine ...... 18q@ 2v ineecticides Arsenic’ .......... 15@ 20 Blue Vitriol, bbl. .. @1i% Blue Vitriol, less 12@ 20 Bordeaux Mix Dry 20@ 256 Hellebore, White powdered .......38@ 45 Insect Powder .... 40 60 Lead, Arsenate Po 34 44 ip! Solution, gal. .. 20@ 35 Paris Green .... 48% @54% Ice Cream Piper Ice Cream Co., mazoo Bulk Vanilla ........... 96 Bulk Special Flavored 1 00 Brick, Plain .......... 1 @ Brick, Fancy ........ 1 60 Leaves Buchu ......... 1 85@2 00 Buchu, powdr’d 2 00@2 10 Sage, bulk ...... 67% 70 Sage, %& loose .. 18 Sage, powdered .. 55 6 Senna, Alex .....1 40@1 50 Senna, Tinn. .... 45 Senna, Tinn. pow. 66 65 Uva Ursi ........ 46 eo] Oite Almonds, Bitter, true ........ 18 50@18 75 see peat, artific coors 1 COQT 26 Swee Pek Se acane 3 50@3 75 Almonds, Sweet, imitation ...... 75@1 00 Amber, crude .. 3 00@3 25 Amber, rectified 3 50@3 75 Bergamont .... Cajeput ........ 2 00@2 25 Cassia eeeereres PORUOE cis ce ces Cedar Leaf Hemlock, pure 2 00@2 25 Juniper Berries 17 50@17 75 Juniper Wood .. 2 75@3 00 Lard, extra .... 1 95@2 00 Lard, No. 1 .... 1 85@2 00 Lavender Flow. 7 25@7 50 Lavender, Gar’n 1 26@1 40 Lemon ......... 3 2% Linseed, boiled, bbl. 2 09 Linseed, bld less 2 19@2 24 Linseed, raw, bbl. @2 07 Linseed raw less 2 17@2 22 Mustard, true, oz. 3 25 Mustard, artifil oz. 3 00 Neatsfoot ...... 1 1 96 yg pure .. 10 00@10 50 cesses 5 35@5 60 green ........ 5 35@5 60 Orange, Sweet .. 3 26@3 60 um, pure 3 50 Origanum, com’! 15 Pennyroyal .... 2 50@2 75 Peppermint .... 6 @ Rosemary Flows 1 75@2 00 Sandalwood, B. Bees eh cs wk 18 50@18 75 Sassafras, true 3 00@3 26 Sassafras, artifi’l 75@1 00 Spearmint ...... 5 25@5 60 Sperm ......... 2 85@3 00 MOAMRY oo oo, 5 00@5 25 2Ot, USP. occce --- 45@ 60 Turpentine, pbbis. @ 70 ‘l'urpentine, less 75@ 80 Wintergreen, tr. 6 50@6 75 Wintergreen, sweet BINGE ooo cs ox : on = Wintergreen art 1 35@1 Wormseed ... 15 00@15 25 Wormwood 6 50@6 75 Potassium Bicarbonate .... 1 25@1 30 Bichromate ...... 60@ 70 Bromide ..... -» 1 68@2 05 Carbonat e...... 1 50@1 60 Chlorate, gran’r 65@ 70 Chlorate, xtal or POWG. .......... 60@ 65 Cyanide ......... 45@ 75 lodid@ ......... 9@4 66 46 Permanganate 2 50@2 75 yellow @i 7 Prussiate, red ..3 76@4 00 Sulphate .......... @ 90 Prussiate, Reets Alkanet ....... 3 25@3 50 slood, powdered 46@ 50 Calamus ......... bu@4 bu Mlecumpaue, pwd. 16@ 20 Gentian, powd. 27@ 365 ainger, African, powderea ...... 25@ 30 Ginger, Jamaica 30@ 40 Ginger, Jamaica, powdered ...... 23@ 80 Goldenseal, pow. 8 50@9 00 Ipecac, powd... 4 00@4 26 Licorice ......... 50@ 4565 Licorice, powd. 50@ 60 Urris, powdered 40@ 45 Poke, wdered 320 45 hubarb ....... . 1 0 foadesk come. ze. = we pow: parilla, Ho ground ........ 7% 30 Sarsa Mexi e ground ,.......1 00@1 10 uills, powdered 8 6s Squills, po Tumeric, powd. 25 30 Valerian, powd, .. 2 00 Seede AUS oii cccecccs 45 one” oo = ae Canary Caraway .....-. 7T@ 80 Cardamon ..... 1 80@2 00 Celery (Powd. 65) 55@ 6 or vesvedan SI. Se Fennell ........ Flax, ground ‘oenugreek pow. AQUA cco bse caw ewe 4 15 EODGHS .c.ccccees & 50 Mustard, yellow .. 38 45 Mustard, black .. 26 30 Mustard, powd. .. 35 40 BOGOF cceviccccec i 00 Gaues setccess & DOGEL 10 ee er 20 ‘ pow 30 & erie eubccese: L025 Worm American .. ¢ = Worm Levant .. 1 20@1 25 ' Tinctures Aconite ......... es peueicececs 1 36 APNE occ cccks @1 50 Asafoetida ...... 4 40 Belladonna .... 3 BS Benzoin ........ 2 60 Benszoin Compo’d 30 Buchu eeeeeeeeee ” Cantharadies ... oe Cinchona Gentian ....... Guaiac, Ammon. Iodine Iodine, Coloriess “eg * apr igatangh Myrrh ........... Nux Vomica .... OOM ooo eck oom um, Deodors’d sro ae eécecs =D = 6S bs BO bt bs Ot bh be bes BO bs bt OO OO OS Ot BD 8 RSRERTSHKSRTSESESESSaSse SOOSCSOSOOOSS OE SSSOOCES Paints Lead, red dry ..., 14@14 Lead, white dry aeieie Lead, white oil 14@14% Ochre, yellow bbl. Ochre, yellow less 2 Putty 3 6 L. H. P. Prepd. 2 9 @3 10 Miscellaneous Acetanalid ..... 1 10@1 20 Alum ...... 15@ 18 Alum, powdered and ground ..,... +» 16@ 20 Bismuth, Subni- trate ........ 4 00@4 10 Borax xtal or powdered ...... 10@ 15 Cantharades po 2 00@6 50 Calomel ......, 2 69@2 75 Capsicum ....... -*38@ 45 Carmine coscceee 6 5OQ@7 00 Cassia Buds ...., 45@ - 50 Cloves ........... 717@ 8&8 Chalk Prepared ., wue@ 15 Chalk Precipitated 12@ 15 Chloroform 97@1 04 Chloral Hydrate 2 32@2 42 Cocaine ..... - 14 30@14 85 Cocoa Butter .... oo 60 Corks, list, less 40% Copperas, bbis. .... Copperas, less .. 3 g 2 Copperas, powd. .. Corrosive Sublm. 2 86 40 Cream Tartar .., 86@ . 92 Cuttlebone ....... 78 80 Dextrin $ bO6 @ cccccsee 16 15 Dover’s Powder 6 7 Ad Emery, All Nos. 10 wb Emery, Powdered 8 10 Epsom Salts, bbls. @ 4 m Salts, less § 8 HOROE oor. 1 50 Ergot, powdered 1 75@2 00 Viake White .... 30 Formeldehyde, lb, 19 25 Gelatin © seeccees 1 TEQ@1 90 Glassware, full cs. 58% Glauber "Bake uber Salts, bbl @ 2 Glauber Salts, less 3 @ * Glue, Brown ..... 36 Glue, Brown Grd. 35 Glue, White .... 36 Glue, White Grd. 3 36 Glycerine ......., 90 OU hice csicceas 16 Iodine ......... & 6 90 Iodoform ....... 6 59@6 14 Lead, Acetate ... 25 30 Lycopdium .... 23 25@32 60 Mace ...csccceess 85 90 Mace, powdered 95@1 00 Menthol ........ 4 75@5 00 miorphine .... 15 45@16 00 Nux Vomica ..... 30 Nux Vomica, pow. 28 35 Pepper black pow. 538@: 55 Pepper, white ..... 50 Pitch, Burgundy 15 Quassia .......... 12 15 Quinine ........ 1 28@1 72 Rochelle Salts .. 59 65 Saccharine, oz. .... @3 25 Salt Peter ..... oe. 86@ 45 Seidlitz Mixture ..48 55 Soap, green ...... 20 30 Soap mott castile 22%@ 25 Soap, white castile case ..... eeeesee @35 00 Soap, white castile less,. per bar .... s Soda Bicarbonate 3 : Spirits Camphor .. 1 265 Sulphur, roll .-.. 10 Sulphur, Subl. 6 1-1 16 Tamari 2 MICHIGAN TRADESMAN September 4, 1918 GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. and are intended to be correct at time of going to press. Prices. however. are liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED 12 oz. l6c, 2 doz. box 27 16 oz. 25c, 1 doz. box 1 AXLE GREASE Diamond, 1 ~ 4 dz., dz. Mica, 25 lb. pail BAKED BEANS No. 2, per doz. ........2 No. 3, per doz. .......3 BATH BRICK gs’ Condensed Pearl Bluing Small, 3 doz, box . 55 2 aoz. box .... 2 90 BREAKFAST FOODS Cracked Wheat, 24-2 Cream of Wheat .... Quaker Puffed Rice .. Quaker Putfed Wheat Quaker Brkfst Biscuit quaker Corn Flakes,.. Saxon Wheat Food .. Shred Wheat Biscuit RODS Pm Le SRA Pillsbury’s Best Ceri Kellogg’s Brands Toasted Corn Flakes Toasted Corn Flakes Toasted Corn Flakes op y Parlor, 25 lb. 10 Parlor, 5 String, 25 Standard Parlor, 23 Ib. 9 Warehouse, 23 lb. Solid Back, 8 in. Solid Back, 11 in. Pointed Ends ....... BUTTER COLOR Dandelion, 25c size .. CANNED — Fog standaeds. ee 2 Ib. moles Standard No. 10 Clams Little Neck, 1 Ib. Fair Good 1 85 POMCY. 2. dccccccsaus French Peas Monbadon (Natural) DOr DOR. ceca ccces +s Gooseberries MO; 2 Pee so ike cess No. 2; WORT. ..ccsccnse Hominy Standard ........... - 1 26 Lobster MTR ie sees 2 00 Be RO a eo ceauss 3 25 Picnic Plat: ......2.0s 3 75 Mackerel Mustard, 1 lb. ........ 1 80 Mustard, 2 Ib. ........ Soused, 1% Ib. ....... Soused, 2 lb. ......... 2 75 Tomato, 1 Ib. ........ Tomato, 2 Ib. eecoseece Mushrooms Buttons, %s ........ @30 Buttons, 1s........... @50 Hotels, 18 ...csscssss @44 Oysters Cove, 1 Ib. ......... @1 20 Cove, 2 lb. ........ @1 80 Plums Plums ......... 1 50@2 00 Pears in Syrup No. 8 can per dz. 2 50@3 00 Peas Marrowfat ......1 35@1 55 Early June .....1 60@1 70 Early June siftd 1 70@1 85 Peaches Pile 22.206 eoceee 1 50@1 75 No. 10 size can pie @4 50 Pineapple Grated ......... 1 75@2 10 Sliced ..... eccee 1 45@2 60 Pumpkin ceecckessceus 5 an Raspberries 2, Black Syrup .. : = No. 10, Black No. 2, Red Preserved 3 oo No. 10, Red, Water .. 10 60 Salmon Warrens, 1 lb. Tall .. 3 36 Warren’s, 1 lb. Flat .. 3 45 Alaska 86 Red ceecsecece Med. Red sees 3 60 Pink Alaska ......... 3 30 ~ Sardines Domestic, %e ........ 6 50 Domestic, % Mustard 6 60 Domestic, 3% Mustard 6 60 Norwegian, %5 ..... oe Portuguese, %8 .... 830@35 Sauer Kraut No. 3, Cams ....cccceee 1 65 No. 10, cans Shrimps Dunbar, 1s doz. ...... 1 50 Dunbar, 14s doz. .... 2 80 eeesevesce %4s, 4 doz. in case .... gs, 4 doz. in case .... 1s, 4 doz .in case ....1 CATSU Van Camp’s, % Yann 1 90 4 50 7 60 0 00 Van Camp’s pints .... 2 85 CHEESE Peerless .......% @29 Brick -§ ... =. Pes @33 Leiden .. @ Limburger ____ Compulsory Candling Improves Egg Quality. Although in the past the impor- tance of candling eggs has been re- peatedly pointed out, the practice has been, for the most part, a vol- ‘untary matter among country egg buyers. As the result only a few, comparatively, candled and producers who sold eggs of poor or ‘doubtful quality received as much for them, in many instances, as was paid in the same locality for the fresh, first- quality product—an obvious injustice with no incentive toward improve- ment in quality. The general level of prices to producers was conse- cuently depressed in order to make up for the losses from bad eggs which had little or no market value. Experience during the summer months of the past five years, ac- cording to Government specialists, shows that about 25 per cent. of all eggs were a total loss, and 40 per cent. materially depreciated in food value. The Food Administration has made candling compulsory. The Food Administration, in line with this, has specifically requested pro- ducers to offer for sale eggs known to be fresh and to support the gener- al plan of paying for eggs on the hasis of quality, thus ensuring justice to all. ——_+-2~ Olive Oil Has New Competition. Whether the Spanish government has been moved to modify its em- bargo against olive oil by competetive conditions or not, there is more or MICHIGAN TRADESMAN less evidence that old Mother Neces- sity, in the midst of war, is rapidly discovering substitutes for olive oil heretofore unsuspected, and some of them likely to prove serious compet- itors. Once upon a time the olive oil was regarded as the only source of good edible oil, but many years ago cot- tonseed oil came into good repute, followed later by peanut oil and copra oil, corn oil, soya. been oil and vari- ous other nut oils. Under the im- petus of the chemists skill they have been steadily improved in quality and are now quite acceptable. More recently, due to embargoes and the general appreciation of vegetable fats as food, there have appeared oils pressed from the kernels of peach and apricot pits, which are declared fully equal to olive oil, and finally comes news that an acceptable oil is being pressed from grape and raisin. seed. Even the mineral oils are claim- ing recognition as edible products. We are also discovering new -prod- ucts made by treating edible oils with hydrogen gas, and __ solidifying them so that they are made usable in place of lard, butter and other animal fats. All in all, the vegetable oil industry looks to be one to which the war has brought blessings rather than adversity. 2-2. Good-Egg Campaign. The good-egg campaign of” the United States Food Administration is bearing fruit, and bad eggs are as scarce as hens’ teeth in many sec- tions of the country. The rigid rules laid down for the candling of eggs on June 1 have pro- vided a safeguard which has reduced losses to an astonishing amount. One company in Tennessee reports that the quality of eggs which it handled in the first ten days of June showed a marked improvement and that it looks forward to a virtual elimination of loss from spoilage. Prior to June 1 they had been los- ing about twenty-one eggs in every case. At the time of their report this loss had been reduced to an average of four to each case. —Bakers’ Review. —_— -» 3; Indian Pipes. Written for the Tradesman. Slender stems like frost abright— In the dim-lit forest shade— With an opalescent light Are you the pipes the Indians made? - Snuggling close each other so With your pearly heads adown, Surely fear you cannot know Wearing such a spotless crown. Are you flower or fantasy? Ghost-plant some would feign call you; Through your very self I see But your heart I wish I knew. Shunning sunlight—timid thing From the leaf-mould in decay, What’s the message you would bring Where was life one yesterday. Bearing not on high your head Altogether boastfully O’er the ashes of the dead Claiming yours the victory, Rather bending low your face Whispering to a sordid earth Life will ever claim its place Time and tide reveal its worth. Every age is made to serve— Sordid days or sordid dust; Every one, as they conserve, Lives again, for live we must. Charles A. Heath. 31 BUSINESS WANTS DEPARTMENT Advertisements inserted under this head for three cents a word the first Insertion and two cents a word for each subsequent continuous insertion. If set in capital fetters, double price. must accompany ali orders. No charge less than 25 cents. Cash BUSINESS CHANCES. “To Trade—680 acres improved land for general stock merchandise. Price $25.00. Address Box 292, Purcell, Oklahoma. 897 Extraordinary Chance—Complete up- to-date hardware stock in live town 25 miles from Port Huron. Inventory from $10,000 to $11,000. Terms cash. Good business’ established. Correspond with Patent, Box 25, Capac, Michigan. 898 Wanted—A merchant for a _ general store in one of the best farming com- munities in Michigan. Nice building. Cheap: rent. Address, F. J. Lawrence, General Delivery, Hastings, Mich. 899 For Sale—$425 double-door, Mosler Fire and Burglar Proof Safe, 54x 38 x 31 outside. Will sell cheap. Lenmar Manu- facturing Co., Saginaw, Michigan. 901 For Sale—Hall safe, 24x 24x37 out- side. Big bargain. Lenmar Manufactur- ing Co., Saginaw, Michigan. 902 For Sale—Armand Hotel in Osage City. A fine hotel containing 18 rooms. Strict- ly modern. Hotel and cafe combined. Opposite Santa Fe depot. Armands Hotel, Osage City, Kansas. 903 Address ~ To Rent Or Sell—Two-story brick building, 24x 110 feet, with full base- ment and heating plant. Warehouse in rear. Store equipped with counters, shelving, electric light and power. Best location, Main street. Address Farmers & Merchants State Bank, Carson City, Michigan, 882 Cash Registers—We offer exceptional bargains in rebuilt National or American registers. Also fireproof credit systems. All makes. We buy, sell or exchange. We carry a full line of supplies. Address The J. C. Vogt Sales Co., Saginaw, Michigan. 335 HELP WANTED. WORK SHOE SALESMAN—For Mil- waukee line exclusively work shoes of high grade wide variety and at compet- ing prices. Just Michigan open. Estab- lished trade. Want good mixer, per- sistent, self-confident man on _ straight commission basis. No side line. Ap- pointment subject to personal interview. State qualifications and references in first letter. LUEDKE SCHAFER BUT- TLES CO., Milwaukee, Wis. 900 Punctureless automobile tire, with or without casings. Substituting compres- sions of an elastic body throughout and against the periphery of the tire for compressed air. It is a mechanical equivalent to a pneumatic tire in appear- ance and action, except punctures are impossible. The United States and Canadian patents are for sale. Address enquiries to B. A. Lange, 406 Market Street, St. Louis, Missouri. 904 ~ Bargains—Furnish you names and ad- dresses free, businesses, farms, unim- proved lands, any kind anywhere. West- ern Sales Agency, Minneapolis, Minne- sota. - 79 For Sale—$18,000 stock of dry goods, furnishings and shoes, mostly at the old prices. Establishe@d business in good manufacturing district in Detroit. Seven year lease at cheap rent. Good reason for selling. Address No. 888, care Mich- igan Tradesman. 888 For Sale—Good established grocery business lodated on lone of the best corners on Gratiot avenue, Detroit. Rent reasonable, Will take $2,000. Reason for selling, am expecting to be in one of the next drafts. Address No. 889, care Michigan Tradesman. 889 Your window is your greatest asset, our colored current event cartoon service attracts 200% more people to your win- dow, it brings you greatly increased pub- licity which results in increased sales. Write for particulars. Experienced ad- vertising men, write us regarding our salesmen’s proposition. Paramount Ad- vertising Corp., 1475 Broadway, New York City. 894 Store For Sale—The Hub clothing, gents’ furnishing, _ store. Up-to-date. One year old. Duwn-town location. Reasonable rent. Good reason for selling. The Hub, 119 Michigan Ave., Detroit, Michigan. 896 Fine bakery; two good restaurants for rent or sale (terms). Splendid locations, modern equipment, living rooms. Write now. Box 127, Chrisman, Illinois. 873 Wanted—Registered pharmacist or ex- perienced drug clerk. Good wages, hours ang steady position for right party. Schrouder’s, Grand Rapids. 877 For Sale—To close an estate, we offer for sale our established business in the heart of the resort region. First-class stock of general merchandise; also build- ings for sale or rent. Stock and fixtures will inventory about $6,000. Estate of F. E. Martin, Indian River, Mich. 865 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sagi- naw, Michigan. 757 Collections—We collect anywhere. Send for our ‘“‘No Collection, No Charge’’ offer. Arrow Mercantile Service. Murray Build- ing. Grand Rapids, Mich. 390 Pay spot cash for clothing and fur- nishing goods stocks. L. Silberman, 106 E. Hancock, Detroit. 08 Wanted—To hear from owner of good business for sale. State cash price, full particulars. D..F. Bush, Minneapolis, Minnesota. 789 Wanted—Clerk for general store work; from 4 to 6 years’ experience or more. If within draft age must be classified in class 3 or 4 or later. Position steady. Salary $100.00 per month. Give refer- ences. Murray, Midland, South Dakota. 890 POSITION WANTED. ‘Wanted—Position as traveling sales- man after Sept. 10. Tobacco line pre- ferred, but other lines considered. Not in draft age. Best references. Address No. 895, care Michigan Tradesman. 895 SEE NEXT PAGE. Advertisements received too late to run on this page appear on the following page. Economic Coupon Books They prevent disputes. They save book-keeping. They limit the line of the customer. They give the merchant in- terest on past due ac- counts. They put all credit trans- . actions on a cash basis. Free Samples on Application Cash Buyers of clothing, snoes, dry goods and furnishings. Parts or entire stocks. H. Price, 194 Forrest Ave. East, Detroit. 678 Wanted—Second-hand cash register, for cash. Address A. F. Hunt, 215 So. Washington Ave., Saginaw, Mich. 767 We can sell your business for cash, no matter where located; no publicity. Describe fully in first letter. All corre- spondence confidential. Herbert, Webster Blidg., Chicago, Mlinois. 872 Tradesman Company Grand Rapids - Michigan Sp aot vast aap ame Stagpnmeniisgis fs cm Ro i sh Ress aincane sates Sr AR ae Sapo ee ee inom 32 MICHIGAN TRADESMAN September 4, 1918 PACKAGE GOODS VS. BULK. Economy That Lies in the Carton Container. I firmly believe that package goods are more profitable to the retail gro- cer than bulk goods: :First, as a money maker; as a convenience, as a silent salesman, and as a sanitary feature. No doubt my friend who holds the negative view will tell you by the conservation of material, such as paper, tin, glass, etc., that enter into the make-up of packages necessary for the marketing of the products of our country, that millions of dollars will be saved the American people in the buying of food products at lower prices in bulk than in packages. Also, no doubt, he will picture the retail grocer becoming a millionaire from extra profits derived from the sale of bulk goods and he may go farther and make the statement that our present war with Germany may be won through the same source of revenue. But, let me tell you, he is not thinking or seeing straight if he puts up any such argument as a mon- ey saver for the customer and a money maker for the retailer; expect- ing thereby to win this war for a world-wide democracy. The American people must, of course, conserve their wastes; not only in food stuffs, but money. But they can best do it by purchasing their food products in packages only, at the right prices, at up-to-date cash- and-carry grocery stores; also save money by carrying their purchases home, not asking for service, but do- ing their own service. Saving the time of charging goods by paying cash is one way the American buy- ing public can make and save money. The retail grocer can make most money by selling well-advertised attractive-looking packages. They require in many and many cases no salesmanship, but just a display, they talk for themselves. And, as to winning the war, we are asked: “Are you going to win the war with packages?” I say yes; with 10,000,000 sons, tha pride of American youth; “packages” with hearts, soul, brain and blood enclosed: human “packages” that, hurled against the German Hun will wipe from the face of the earth Prussian militarism and make the world safe for a free and independent democracy. And every package will be marked “Made in America.” But let us take up the argument in favor of packages. First, as a money- maker: I will offer in evidence a pic- ture of an up-to-date, perfectly ar- ranged cash-and-carry package gro- cery somewhere in New York State. Marked exhibit “A” for identification as against one that your imagination would have to create—as none exists —an all-bulk-goods grocery store. In the up-to-date package store you will find a well displayed, price marked, general stock. The fact of it being so eliminates about 50 per cent. of your overhead in clerk hire. A clerk can wait on from two to three cus- tomers in the cash-and-carry store in the same length of time he would use in waiting on one charge-and-delivery customer in the other kind of store. Also count the time wasted in fol- lowing charge customers around the store, because they do not know just what they want but are willing to take your time for a small order on which you make ten or fifteen cents profit, with cost of twenty cents to deliver. No money in that; just a money loser. Second, as to convenience. Hardly any argument necessary on that part, when you think of the time wasted and the money lost in weighing and doing up packages of food, saving nothing of por shrinkage. It re- calls the old days of the hand-grind- ing coffee mill and the many sales you lost while customers waiting saw you had from three to five pounds of coffee to grind and went out of your store to buy elsewhere. Compare it to the up-to-date electric coffee mill of to-day. While it is doing its work you are waiting on the extra cus- tomer and getting the extra profit. Third, as a silent salesman. We go through schools and colleges to ac- quire teh art of languages. But did Mr. Salesman ever learn the language of the little jar, the tall bottle and the attractive, labeled can and package? They have a language all their own. Their silent talk is a money-maker for the grocer. I never go into a well displayed grocery store without getting in conversation with the pack- ages rather than with the proprietor; as the proprietor has his collective stock to sell the packages has its per- sonal self to sell. It says to you: “Don’t I look good to you?” There never was a time in the history of business when packages of all kinds are crying out to be brought forward to the front, cleaned up and convert- ed into cash. For who? You Mr. Grocer, if you will only listen to the language of the silent salesman, the package. Fourth—As a Sanitary Feature— “Cleanliness is next to Godliness.” applies to what we eat as well as to our Saturday night bath. The clean- liness of packages with food in them, protected from the thousand and one dirty conditions of the average gro- cery store, appeal to everyone. Look- ing back over forty-seven years of business career as a retail grocer 1 view with pleasure the passing of the old time grocery store with its saw- dust floor, display of fish kegs and boxes in the most conspicuous and prominent part of the store, filled with all kinds of food stuffs that we , had to put ,up in paper, having no bags. Those were the “good old days” of bulk goods, my opponent says: Yes, like the passing of an old friend where the spider wove his web and the festive fly made life unbear- able to its occupant they have passed to the storehouse of memory and the great American people now sit in the luxurious lap of modernism. So passes the old time grocery, fly specks and all, relegated to the store- house of memory never to return be- cause it had to make way for the modern, up-to-date, cash-and-carry package store. : Living in the 20th century one may graciotisly bow to the greatest of all centuries, for in it we have seen the advent of many great things of won- derment, beside which other centuries sink into insignificance. Even nature has done its bit in giving us the seed- less apple, orange and lemon. And man, not to be outdone, has given us the meatless, the wheatless, the heat- less and the coal-less days, but may we never see the return of the pack- ageless store, J. Walter Duncan. ——_——_2---.—___ Panne Velvet Most in Favor. Panne velvet promises to be one of the leading materials in women’s hats for the coming fall season, according to the bulletin of the Retail Millinery Association of America. It is most popular at the present time, at any rate. Black, brown, navy, purple, and taupe are the colors most frequently seen in this fabric, while light shades are used for facings. Velvet is also used but, as velvet has been more or less of a staple material and has been used extensively for so many years, panne velvet is a needed change, it is felt, and will probably lead this sea- son. It is employed both in tailored and in dress hats and for the draping of turbans and crowns of various shapes. At present panne velvet sells best. when combined with another material, but the prediction is that later in the season solid panne will be most wanted. + <-____ Tapestry Business Still Good. The tapestry industry is reported to be doing a fairly substantial busi- ness, although like many others its cli- entele is undergoing a revision. Those of wealth, on whose patronage man- ufacturers depended for business in former years, are too occupied with war bonds and other funds, charities, income taxes, etc., to devote much attention to the less essential matters of household decoration. The busi- ness now being done by tapestry houses comes from those of wealth in the country whose affluence is of more recent growth and whose dwell- ings are still to be furnished up. From such sources demand has been very good, and if volume of business has not increased it is holding its own in a very satisfactory manner. —_—__++. Full-Length Panels Liked. There has developed during the summer months quite a vogue for dresses with sweeping full-length panels hanging from the shoulders down to the bottom hem of the skirt. This feature has been seen in everything from the gingham or cali- co dress to the most elaborate sum- mer evening gown. It is now attain- ing equal prominence in fall lines. While it by no means monopolizes the fall style field, this feature seems destined to a prominent place in the well dressed woman’s wardrobe dur- ing the coming season, just as it fig- ures conspicuously in the orders al- ready placed by discriminating re- tailers everywhere, ——_+-2-o ____ You may think that your personal character has nothing to do with the sale of goods in your store, but it does have a good deal to do with the confidence people feel in your goods. BANKRUPTCY MATTERS. Proceedings in the Western District of Michigan. Grand Rapids, Sept. 3—John J. Haus- er, who conducted a saloon and soft drink parlor at 104 Ionia avenue, Grand Rapids, has filed a petition for adjudica- tion in bankruptcy. The adjudication has been made and the matter referred to Referee Corwin. No meeting of cred- itors has as yet been calied. The sched- ules of the bankrupt show the follow- ing: Liabilities, $2,492.75 and asséts consisting of household goods valued at $250, which are claimed as exempt. The creditors of said bankrupt are as follows: Dr. W. A. Dorland, Grand Rapids $ 50.00 Henry Smith, Grand Rapids ...... 2.50 G. R. Taxi Co., Grand Rapids .... 10.00 Sanitary Milk Co., Grand Rapids 5.00 Dr. Thos. C. Koon, Grand Rapids 6.00 Houseman & Jones, Grand Rapids 17.00 Dr, A. V. Wenger, Grand Rapids 50.00 E. J. Curry, Grand Rapids ....... 42.00 Geo. Hanna, Grand Rapids ........ 6.00 John Noel Company, Grand Rapids 3.00 Lewis Electric Company, Grand PRON eas ay bes he's ho ee aie 2.25 Holy Rosary Academy, Bay City 101.00 Donovan Credit Clothing ‘Co., Grand HApias 563 oy os ses 30.00 Dr. Louis Barth, Grand Rapids .. 20.00 St. Mary’s Hospital, Grand Rapids 5.00 Collins Ice Company, Grand Rapids 30.00 Dierdorf Cigar Co., Grand Rapids 33.00 Woodhouse Co., Grand Rapids .. 35.50 A. L. Joyce & Son, Grand Rapids 8.50 National Grocer Co., Grand Rapids 25.00 Goodspeed Realty Co., Grand Rapids 27.50 Radcliffe & Co., Grand Rapids .. 5.00 Wurzburg Company, Grand Rapids 125.00 Arthur W. Hess, Grand Rapids .. 47.50 Siegel Co., Grand Rapres ........ 115.00 Consumers Ice Co., Grand Rapids 30.00 Drueke-Lynch Co., Grand Rapids 100.00 The following are debts of Dekker & Hauser, a copartnership of which peti- tioner is and was a member, and for which he is now contingently liable and asks discharge, so far as his individual liability is involved. John Grabel, Grand Rapids ....... $ 18.00 Anna Knoonhuizen, Holland ...... 300.00 C. A. Scheufler, Grand Rapids .. 18.00 Julius Loser Company, Chicago .. 400.00 Greenbaum Bros., Louisville ..... 200.00 Furniture City Brewmg Co., Gland Rapids <2. oc cir ee. ee 505.00 G. R. Brewery Company, Grand WROIGS 2 ee a eee 8 es ha ea 60.00 Peterson Brew. Co., Grand Rapids 25.00 Furniture City Brewing Co., Grand Rapids: 2... 23 5.033.550 2. 35.00 Heyman & Company, Grand Rapids 300.00 Walter Hotham, a machinist of the city of Muskegon; has filed a voluntary petition for adjudication in bankruptcy. Adjudication has been maae and the matter referred to Referee Corwin. No meeting of creditors has as yet been called. The schedules of the bankrupt show the following: Liabilities, $413.30, assets, $250, claimed as exempt. Fol- iow ne are the creditors of said bank- rupt: John W. Jackson, Shelby ........ $370.00 Shroeder Bros., Shelby ........... 32.50 Harrison Lumber Co. ............ 10.80 —— +> The United States Food Admin- istration considers the practice of slaughtering so-called broiler tur- keys, weighing 2 to 4 pounds each, which is approximately one-fourth of the weight of the matured birds, _ wasteful. This department of the Government is appealing to hotels, clubs and restaurants, where this class of poultry is mostly consumed, to discontinue the service of these smal] birds. It is the request of the Food Administration that dealers re- frain from purchasing immature birds and also that they encourage producers to allow them to grow to proper size, thereby increasing our meat supply. —_~---____ On guard against the pink boll- worm of cotton and other insect enemies of plants, the Department of Agriculture has undertaken the larg- est fumigation project ever attempted. Five fumigation houses will be erect- ed along the Mexican border, at great cost, and in these, freight cars, motor-trucks, and wagons entering the United States can be treated with hydrocyanic-acid> gas. BUSINESS CHANCES. Wanted—To buy a small second-hand elevator. State cash price and_ send full particulars at once. Hilderley & Sprague, Hersey, Michigan. 995 ec en eee ee earn nee ee aT 0 )0 0) i: bE »f - Manufactured only by the 3 J. Johnson Cigar Co. : fe Grand Rapids, Michigan Getting More— and Giving More Mr. Dealer: CALUMET Baninc power : ; SAVES THREE It is to your interest to give your Le trade to the loyal manufacturer. aes Baking Powder of greatest merit. Honestly made. Honestly sold. Economical in \ every way. Every particle is full of actual leavening value. A full money’s worth, 2) You save time when yow use it. Calumet is all _ Five Thousand Newspapers are Carrying espec- ially prepared copy that shows the new retail prices and helps you enjoy a fair profit on Calumet Baking Powder. oven. You ; : “peeping” to see i right. ‘ou kno e u- met is su: ver fails. That's economy. And true economy—in time, cost—in use—in One trial will prove it and show in results why millions of = ifty housewives Get into the game and help. No Above is a minature reproduction of . . one of our regular 2 column 10-inch article sold in the grocery store affords more Economy Series. Aca patuatic dealer you cannot afford to allow your opportunity for saving food than Baking Powder. Calumet stock to run low. A good way to help the Food Administration— sell Calumet Baking Powder with corn and_ other coarse flours. You will save wheat for the Government. You will save time and trouble for yourself. You will be sure of satisfactory results. The Government has selected Calumet Baking Powder for the Army and Navy. Your jobber will sell you Calumet, or you can write us for our Special Quantity Discount Deals. | Calumet Baking Powder Company 4100 Fillmore Street, Chicago ] ‘