3 J See 7 7 ROA Mt cS (CB TO READER. When you finish reading this magazine place a one cent notice, hand same to any employee and it will be p in the hands of or sailors at the front. o wrapping, no address. A. 8. Burleson, P NN ea OS (Gp es o Thirty-Sixth Year AF WH \) NAS) y x r aS Ke SFG oe) ay L2PPUBLISHED WEEKLY a a WG Zz ~ (Se = SONOS: SSR WX PF £6 Ny) ys “7 eS PIER tw 4 G ) ruin S00) SNORE , Ss SX (ri\ Pl iG ax ea i AS-<.<. ode. ——— prem peed eed eed OP ee ON eed EO OK Oe OR 8 OS 7D Co Seg SO td et WY ee -_—_ ~~ ods. —— wy September 25, 1918 Gabby Gleanings from Grand Rapids: Grand Rapids, Sept. 23—Harold Sears, R. C. Parker and John: D. King left for New York Saturday, where they will spend a week in the interest of the Grand Rapids Dry Goods Co. Corwin S. Udell, formerly of this city, but now located in Detroit, has gone on the road for the Ansbacher Insecticide Co., Ltd., of New York. His territory has not yet been fully decided. 4 The first Officers’ training camp at Fort Sheridan appears to have de- veloped some _ remarkable ability among those qualified as_ soldiers. Those who received commissions as Second Lieutenant have mostly all been promoted to First Lieutenants, while some have already risen to the rank of Captains and Majors. Among the latter is Stephen D. Lankester, son of Peter Lankester (Judson Grocer Co.), who has been promoted to captain in the 47th infantry. He is stationed at Camp Lewis, Wash- ington. Capt. Lankester recently re- ceived an expert marksmanship deco- ration ‘at Camp Perry. The office of the Worden Grocer Company has resumed its normal condition since the sugar canning certificate department has been re- moved to the Klingman building. The furniture salesmen are hit pretty hard by the decision of the furniture manufacturers to do away with the exposition feature until af- ter the war. Jim Goldstein appears to be about as dependable as the Irishman’s flea. When you look for a nice bunch of news from the Detroit market you are disappointed, and when you have about given up looking for anything further from the versatile pen of the renial gentleman, along comes a page of correspondence which is in- teresting reading from the first to the last item. If Jim was as regular as he is entertaining, he would be a model correspondent. Many people still buy the butter cracker made by the National Biscuit Co. on the supposition that the “S” impressed in the center stands for Sears. As a matter of fact, it stands for Alonzo Seymour, who was the first traveling salesman employed by the old house of William Sears & Co. and who remained with the house rntil long after it was succeeded by the New York Biscuit Co. Mr. Sey- mour was a genial gentleman who lived for nearly forty years at the corner of Clancy and Hastings streets. He died about a dozen years ago. C. Krenz, pricer for the Michigan Hardware Co., left yesterday for Rattle Creek. where he will take a clerical position at Camp Custer. The office force of this corporation has been hit pretty hard by the draft. Officers and members of the sales force of the Johnson Cigar Co, made a tour of inspection of the branch factories of the corporation last week in three machines. The party consisted of Guy Caverly. Detroit; C. C. Hillabrand, Toledo; F. B. Mar- rin, Des Moines, Ia.; H. J. Rooney, Peoria, Tis H. E. Kennédy. Ed Zolla, C. W. Reattoir. Chicago, IIL: Tunis Johnson, R. W. Starr, Jno. Dietrich, C. C. Billings, H. F. McIn- tyre, Fred N. McIntyre, W. E. Gray, J. H. Brown, Grand Rapids: E. A. Bottje, Milwaukee; W. D. Beach, Indianapolis. D. Kawantes, 551 Southeast av- enue, has purchased the stock and good will of the Holland Coffee Co., 825 Grandville avenue. Johan C. Egner, the former proprietor of the Holland Coffee Co., will be employed by the Kawantes Tea and Coffee Co., thus consolidating two enterprises into one. Mr. Kawantes’ nephew, Frank Kiawantes, expects to leave next ‘month to enter the service of the United States. At .the -September’ meeting of Grand Rapids Council, Senior Coun- MICHIGAN TRADESMAN cillor Sawyer appointed fourteen War Fathers, whose duty it is to write at least once every two weeks to the fourteen members of No. 131 who are in the service. It is also the duty of these War Fathers to see to it that magazines and periodicals are sent from time to time and any other useful articles that may seem expedi- ent. That the distribution may be equalized a certain man was desig- nated to look after a specified mem- ber in the service. As time goes on and others are called, it is the. in- tention of the Senior Councillor to make further appointments. The Dance Committee for the en- suing year has been appointed and’ arrangements are being formulated to make the coming season one long to be remembered. More will be said in these columns from week to week as the season advances and the arrangements progress, If any are desirous of further information, they may apply to C. C. Perkins, chair- man. The giblets of to-day are the giz- zards of yesterday. We would like to see Grand Rapids Council 100 per cent. efficient in the Fourth Liberty loan. Asher Kantz, of the hardware firm of Kantz & Aurand, Vandalia, is motoring through the West in com- pany with Mrs. Kantz. They will visit their daughter in Colorado on their trip. The honest groceryman says he is not fond of oak, but his wife is fond of fumed oak, so he is going to send her down to Mears. There are two different ways in which the salesmen meet the buyer. They are directly opposite and the method of handling the buyer is as different as daylight is from darkness, For instance, if you are on duty as a house salesman, you meet your customer in your own yard—the advantage is all yours. Your customer comes to you with a full knowledge of just what he wants to buy, and if the price and quality are right, you will have no trouble in taking his order for those items. But with this much only on the order pad, the house salesman’s work has only commenced. You must in- terest your customer in a hundred and one other things you have in stock and you must see that he meets the heads of the different depart- ments and, if possible, some of the officials of the company. You must take an interest in him and his wants and make him understand by your attention that you are interested in his business to the extent of hand- ling your line, instead of that of some rival house. The writer has spent the last twenty-four years learning ‘only a few things, but I think the cement used in the building of large busi- nesses can be described in one word. That word is “confidence.” I think this one word describes the funda- mental principle in salesmanship. Once confidence is established be- tween salesman and buyer, the sales- man should be very careful that he -handles his customer’s orders and business.in such a manner that there will be no reason for the discontin- uance of this business relation, Re- member, Mr. Salesman, confidence in salesmanship is the watchword of life. The writer has in mind now a man with whom he has done business for the past ten years. I have enough confidence in this man’s judgment that I would not. hesitate to send him an open order for any amount reauired. I would know that the order would be filled with the best the market. produces and to my en- tire satisfaction. Such is confidence, to be acquired and built up during a life-time of business negotiations. It has been the custom for a good manv years for large and small mer- eantile houses. to..deal with their cus- tomers remote from their ‘place of business through their traveling salesmen. When this man leaves his home town and begins to travel and call on his firm’s customers, he is bound to leave either a good or bad impression. Thus it is that old established houses are very careful nowadays as to the several qualities that go to make up the successful salesman of to-day. They must know beyond the shadow of a doubt that the man who goes forth to represent them has the ability to represent them in such a way that the cementing of friendship will go on and add to the big wall of con- fidence they have been endeavoring to build up for perhaps years and years. This traveler must be a man, keen, quick to understand, of quick con- ception, and he must be a man who at all times has himself in control. He must be a man who has com- plete confidence in the house he represents and also the products which it is marketing. He must be able to show that the interests of the buyer and seller are mutual. I have had salesmen call on me and after two or three trips I have uncon- scientiously felt that, should I take a trip to the house they represent, I would not be a stranger to the house or the house to me, How was it that this traveler produced, or caused to exist, that feeling of congeniality? I do not know. I judge it is one of the many qualities that the success- ful traveler has. It is his working capital—his stock in trade; a quality recognized and paid for by the em- Ployine house. A quality absolutely essential in successful merchandis- ing. The other day I happened on an old note book—a sort of vest-pocket affair—and turning over its pages, I found some newspaper clippings I had pasted in. To me they are price- less. I still think they might be of some value to a salesman who has recently become a Knight of the Grip: “Victory belongs to the most per- severing.’’—Napoleon. “A man’s best capital is his indus- try."—Stephen Girard. “Show is not substance—reality governs wise men.”—Penn. “Punctuality, honesty and_ brevity are the watchwords of life.”—Cyrus W. Field. “There is but one method of ob- taining excellence, and that is by hard labor.”—Sydney Smith. “I hate a thing done by halves—if it be right do it boldly; if it be wrong, leave it undone.”—Gilpin. “There is only one real failure in life possible, and that is not to be true to the best one known.”—Can- non Farrar. “Don’t let your heart grow cold and you shall have youth with you into the teens of your second cen- tury.”—Gladstone. “There are no secrets of success in business. All you have to do is to attend to your business and go ahead.”—Cornelius Vanderbilt. “Whoever pays you more court than he is accustomed to pay, either intends to deceive or finds you neces- sary to him.”’—Courtenay. “T find nothing so singular in life as this that everything opposing ap- pears to lose ‘its substance the moment one actually grapples with it.’—Hawthorne. “There is no road to success but through a clear, strong purpose. The purpose underlies character, culture, position, attainment of whatever sort.,.—T. T. Munger. D. F. Helmer. No matter how wise you may be, every man you meet knows more about something than you do. The point to find out is whether his special knowledge is worth getting or is best avoided. | UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, Sept. 24—Goetz & McDonald, the hustling grocers of Detour, have added an auto delivery to their present equipment. The Huett Grain and Provision Co. is erecting two new warehouses on Ridge street. One will be for flour and the other for feed. The mighty hunters will do well by keeping away from the grounds of the Bartlett Lumber Co., at Shell- drake, as it prohibits-others than ‘employes bagging game on its lands. The Soo rapids claimed two vic- tims last week, when two brothers, Duncan R. and Frank Smith, were drowned, They attempted to cross to the Canadian side of the River above the rapids, but lost control of the boat and were swept down the rapids until the boat capsized and they perished. Ed Stevens, manager for National Grocery Co., left last Tuesday for Detroit and other Michigan cities. He was accompanied by his wife. A. H. Eddy attended the National convention of bakers at Chicago last week. J. C. Cayea, who kept the second- hand store in the Stewart block, has sold his business to Mr. McKinney, who will continue the business in the old stand. “Any old hen can teach a duck to swim, but the wisest duck can’t teach a hen. Natural “faculty” is every- thing.” N. J. Miller has assumed the man- agement of the A. H. Eddy food em- porium. He will enter his new duties Oct. 1. Mr. Miller is a promising young man with several years ex- perience in the grocery business with Mr. Eddy. Previous to that time he had charge of the store for the Stack Lumber Co., at Pike Lake. That Mr. Eddy has made no mistake in the selection of so capable a manager is a foregoing conclusion. Otto Supe, one of our leading jew- elers, with his bride, are celebrating their twenty-sixth wedding anniver- sary. They motored to Detour and the surrounding country, and when last seen they were stranded on a beautiful spot known as Albany Island. where they have nothing to eat but food, nothing to see but sights and nothing to do but enioy themselves. They successfully fer- ried the cap hetween the main land and the island in their touring car, and if the water is low enough to make the return trip in the same manner, it is expected they will re- turn some time this week. C, O. Pregitzer has returned to the Soo after a vacation of two years. He is on the job again with the Corn- well Company. T. A. Forgrave, for the past few vears proprietor of the Soo flour and feed store. has sold his stock to the McLauchlin Bros. Co., which has removed the stock to the Spruce street store. Mr. Forgrave has ac- cepted a position as salesman for McLaughlin Bros. and will cover the city and country territory. A. E. Merriet, popular manager of the Park Hotel, wishes it distinctly understood that, despite persistent rumors to the contrary, the Park Hotel will remain open this winter and indefinitely. He states that there is absolutely nothing to the gossip that the hotel will close. This is big fair week at the Soo. Up to the present writing the weather man has heen on the square. If the sunshine keeps up during the next days, there will be a record breaking crowd at the Chippewa country fair, William -G. Tapert. The man who never makes mis- takes is a deader. The point is to have brains and initiative enough to profit by one’s mistakes, oe MICHIGAN TRADESMAN September 25, 1918 SIM pa —— ik Movements of Merchants, Dublin—Robert J. Fouch succeeds C. E. Beagle in general trade. Lansing—Eymon W. Van Dusen succeeds A. Eicher in the grocery business. Corunna—Jennings & Son, under- takers at Owosso, have opened a branch here. Mackinaw City—C. V. Trumbull succeeds G. J. Peck in the grocery and meat business. Newberry — The Newberry Co- Operative Association has been or- ganized with a capitalization of $10,- 000. 3 Dansville—Lee Hullberger is clos- ing out his stock of general mer- chandise and will retire from retail trade. Evart—J. A. Harper, formerly en- gaged in the hotel business at Orion. has 'taken over the Trumble House and will continue the business. Vestaburg—Fire damaged the hard- ware stock and store fixtures of Clarence Gregory, causing a loss of about $6,000. Insurance, $2,200. Detroit—The Gunsberg Packing Co. has been incorporated with an authorized capital stock of $50,000, of which amount $25,000 has been paid in in cash. Ionia—The Lansing Laundry Co., of Lansing, has purchased the Ionia Steam Laundry and will continue the business under the management of C. H.: Lobdell. Sunfield—D, G. Turner has leased the A. G. Moore store building at Shaptown and will occupy it with a stock of groceries and men’s furn- ishing goods Oct. 1. Manistique—Sam Henks has sold his interest in the grocery stock of Osser & Hankin, to his partner, Saul Osser, who will continue the business under his own name. Flint—Fire damaged the stock and store fixtures of Hill Bros. Dry Goods Co. Sept. 22, entailing a loss of about $130,000, but $65,000 of which is covered by insurance. McMillan—The McMillan Mill & Elevator Co. has been incorporated with an authorized capital stock of $4,000, all of which has been sub- scribed and paid in in property. Owosso—Albert Todd & Co. wholesale hay and fuel dealers, have leased the Tod Kincaid elevator, at Kerby, and will continue the business under the management of L. E. Mil- ler. Ishpeming—William Williams has taken the management of the John Poulos confectionery business and will devote his entire attention to it during the absence of the owner, who has gone-to war, Cedar Springs—May Gilbert has taken over the management of the American hotel. Howell—F. P. Schroeder, of the Schroeder-Rutka Hardware Co., died at his home Sept. 22 and was buried Sept. 25. The company will continue the business under the same style, with J. J. Rutka as manager. Hersey—The Coakley Hardware Co. has merged its business into a stock company with an authorized capital stock of $9,000, all of which has been subscribed and _ paid in, $1,500 in cash and $7,500 in property. Marcellus—C. H. Hudson, who has been in business here for the past forty years, is closing out his stock of dry goods and shoes and will also close out his grocery stock as soon as the other goods are disposed of. Owosso—Voluntary petition in bankruptcy filed by Nathan Fain- burg, dealer in men’s furnishings, scheduled assets at $4,487.21 and lia- bilities of $3,340,838, with exemption claimed on homestead and furnish- ings. Petoskey—The Petoskey Co-Oper- ative Market Association has taken over the stock of the Gamble, Rob- inson, Shaw Co., wholesale dealer in fruits and produce, and will retain the services of its manager, O. C. St. Johns. Reed City—Holmgren Bros., deal- ers in general merchandise, have dis- solved partnership and Charles E. Holmgren has formed a copartner- ship with his brother, John F., a farmer near Big Rapids, and will en- gage in the grocery business about Oct. 15. re Manufacturing Matters. Caro—Lee Stewart succeeds L. E. Flink as manager of the Caro plant of Michigan Sugar Co. Detroit—The Michigan Flour Co. has been incorporated with an auth- orized capital stock of $20,000, $5,000 of which has been paid in in cash. Detroit—The Culto Tractor Co. has been jncorporated with an authorized capital stock of $5,000, of which amount $1,000 has been paid in in cash. Detroit—The New Kuenz Radiator Co. has been incorporated with an authorized capital stock of $100,000, of which amount $10,000 has been paid in in cash. Howell—The Spencer-Smith Ma- chine Co. is planning a large addition to its plant to provide for Govern- ment orders which call for 98 per cent. of the plant’s capacity in three months. In anticipation of a larger ‘working force the housing problem is giving some concern, for many of the employes are living at nearby lake resorts which will not be acces- sible this winter, Detroit—The Detroit Aero Radia- tor Corporation, Inc., has been or- ganized with an authorized capital stock of $50,000, $5,000 of which has been paid in in cash. Detroit—The Mercury Wheel Co. has been incorporated with an auth- orized capitalization of $5,000, of which amount $250 has been paid in in cash and $750 in property. Reed City—The Reed City Butter Co. has sold its plant to Clare M. Baker, of Luther, and C. O. Shook, of Alto, who have formed a copart- nership and will take possession about Oct. 15. Mr. Baker has sold a half interest in his creamery at Luther to Mr. Shook and both plants will be continued, Morenci—The Ohio Dairy Com- pany, of Toledo, with branch plants here and at Pioneer and Seneca, Ohio, has been taken over by a new concern known as the National Dairy Company, with a capital at $5,000,000. Several condensories will be erected in other states. It is said that the Government has informed the new concern that it will take all the evap- orated milk it can produce. Detroit—The manufacture of pas- senger cars has been suspended by the Packard Motor Co. for the period of the war, and from now on the company will turn its entire plant capacity to war work which includes aeroplane engines, wat tractors and motor trucks. The Detroit plant has sixty-one factory buildings, covering fifty-six acres. The company employs 12,000 men with a capacity of upwards of $100,000,000 of material annually. —_—_~+~+___— All pedestrians admit that motor cars are unskilfuilly or maliciously driven, but that they themselves are wanting in scrupulous observance of the rules, not of the road, but of the sidewalk, will strike them as incred- ible. Yet a well-known newspaper- man makes the direct charge. He has been watching pedestrians from his window, and finds them guilty of strange aberrations. An east-bound pedestrian, for instance, should keep on the right-hand or south side of the walk. “However, little attention is paid to the rules by the walkers. Men and women get in the habit of walking next to the buildings, re- gardless of whether they are going east or west, north or south. A man suddenly thinks of something he for- got, turns on his heel, and jams into the fellow behind him. Both men and women cut across. sidewalks, knocking against other pedestrians and showing little regard to their feelings.” To inflict punishment up- on pedestrians is, we suppose, out of the question. The pedestrian vote is too important. But just now, with the whole question of transportation unusually prominent, an appeal might be made: “Keep to the right and help win the war.” Perhaps the at- tention of the psycho-analysts or somebody might be directed to those who refyse to look where they are going. ae Until Then— There'll be no “business as usual” until the Germans are licked. Thoroughly licked— Behind the lines as well as in the trenches. Licked until their hellishness ap- pears as vile, as hideous, as damna- ble to them as it does to a civilized world on which they are now only a cancerous excrescence. Then—and not until then—can the world of business take off the khaki and return to the peaceful prosecu- tion of trade. But even then (make no mistake) it will not be the same old world we used to know. It will be a world pur- ified by fire, cleansed by privations, made better by the sacrifices that our boys are making—our boys and those of our Allies; by the women who are backing up the men—and by the loyal stay-at-homes! A clean, fair, honest world of busi- ness, at last. ———+-+—__ No More Rolled Oats In Barrels. The Quaker Oats Company an- nounces to the wholesale grocery trade that, effective Oct. 1, it will pack Buckeye rolled oats only in 100 pound sacks, the 90 pound sack from that date being discontinued. The sale of rolled oats in barrels is with- drawn. —~++>___ Wattell & Baker, flour and feed dealers at 441 Jefferson avenue, have uttered a trust mortgage on _ their stock and store building to the Grand Rapids Trust Co., which will under- take to liquidate the properties in the interest of the creditors, whose claims aggregate about $8,000. The assets are valued nominally at the same figure. —_+-2-2 Ernest B. Ghysels, who is now overseas, has sold his interest in the grocery stock of A. Ghysels’ Sons, 350 West Leonard street, to his brother and partner, Charles H. Ghy- sels, who will continue the business at the same location under the same firm style. —— r+ >—___ The Merchants’ Congress, which the Grand Rapids wholesalers plan- ned to hold here in October, has been abandoned on account of the inability of the Michigan University to under- take the programme planned for that occasion, due to war calls and neces- sities. —_+++—____ Bruggema & Ludwig have _ out- grown their quarters at 503 Bridge street and removed their stock of paints, wall finish and wall paper to the store building at 700 Bridge street. —_+-+----—__—_ The greatest yield of wheat per acre of which the Department of Ag- riculture knows was 117.2 bushels. the average of 18 acres in Island County, Wash., in 1895. The field had been under cultivation for 30 years, without any sort of fertilizer except such as may have been left by crops. The usual production of wheat in that State is 23 to 25 bush- els; in the United States, 14 tq 16 bushels, September 25, 1918 MICHIGAN TRADESMAN = Hye i? why F tb oh Se YS $y ep) nef NR a se. Wit GAs BE Duy x (e -2. The Grocery Market. Sugar—No change has occurred in the market during the week. Every- body is now working on old basis, outside of a few who happened to run out of the lower priced sugar. There is plenty of sugar for all re- quirements. The demand during the past week has been rather poor. No further advance or fluctuation of any kind is in sight. Tea—The tea market is quiet and business for the first time in several weeks is showing a slump. Prices of everything are steady to firm. Some grades of green teas, notably Gun- powders, are being offered at an ad- vance over last year of about 10c per pound. Probably the average advance on greens, taking the line through, will be 4@5c. Practically the only grades of new black teas to be offered is Formosas, which are also several cents above last year. It is certain that all grades of green and black tea will this year be very much higher than a year ago. Java tea is the only exception. The supply of Javas is very much in excess of the demand, owing to the fact that Java produces about 100,000,000 pounds, which is enough to take care of our entire con- sumption, and there is nowhere to send it but here. Java teas have been sold during the week in a large way at 22c per pound, but better grades are selling up to 40c. Even the latter, however, is 10c below a correspond- ing grade of Ceylon. Coffee—-The market continues steady to firm, No change has oc- curred in any grade of Rio and San- tos for the week, but the recent ad- vances are well maintained and de- mand fair. A firm Brazil market is still the reason for the advance. Milds show another advance of about '’% cent for the week and may ad- vance still further before getting out of a parity with Brazils» Canned Fruit—Offerings are very light and prices show a constantly advancing tendency. Canned Vegetables—Tomatoes re- main about unchanged for the week, sales having been made again at $1.85 in a large way, f. 0. b. factory. Noth- ing has occurred to seriously curtail the pack as yet and every day the situation is becoming safer. Predic- tions as to the pack vary all the way from 15,000,000 to 25,000,000 cases, but the latter figure is obviously ex- aggerated and impossible. A fair estimate of the pack is 17,000,000 cases. Corn is scarce and high. Peas are about unchanged. There is a de- cided scarcity in fancy peas. The market is characterized by different price brands of the same grade, vary- ing as much as 10c per dozen, this being caused by the ruling that pack- ers must sell on the basis of cost, added to the fact that the cost of various packers has varied very much, Canned Fish—Sardines are held at firm prices by Eastport canners al- though occasionally a car is offered at a reduction. There is very little salmon offering. Tapioca—The home trade buying only against actual requirements and little export interest is in evidence, but as there is apparently no prospect that the ban on imports from the Far East will soon be lifted the firm tone of the market is maintained. Rice—The trade continues to wait with such patience as it can command for a relief of the famine in spot rice. Receipts at Southern ports are in- creasing, but the supply of clean, par- ticularly, is far below that of last season jat the ‘corresponding time. As Government requirements have precedence, a fact which the trade ac- cepts with patriotic resignation, there is little stock available at’ the mills for general distribution. Corn Syrup—No abatement of con- sumption is apparent and the current output of the mills is barely sufficient to take care of deferred and new business. A firm feeling prevails and prices are unchanged. Sugar Syrups Limited offerings restrict business and the situation is without fresh features of interest. Molasses—There is a steady move- ment of stock on old and new orders, keeping the market well cleaned up. Quotations are firmly adhered to. Cheese—The market is ,very firm, ° with extremely light receipts of fresh-made goods. There is an active trade for the various styles and prices have advanced about 1 cent per pound over last week. No change of any consequence is looked for in the immediate future. Beans—There has been more or less delay in harvesting the crop, on account of rain, but 75 per cent. of the crop is now secured. While few beans have been threshed, all indica- 5 tions point to a yield of 10@12 bushels per acre and to a much larger yield of merchantable beans than we had last year. The farmer will re- ceive about $8 per 100 Ibs. for his crop, against an average price of $3.33 for about twenty years prior to the war. Provisions — The market on smoked meats is very firm, due to a moderate supply and a sumptive demand. The market on lard is slightly firmer, prices having advanced about %4c per pound. There is a good consumptive demand and a moderate supply. The market on lard substitutes is “ec per pound higher than last week’s quotations. This is due to a new ruling made by the Food Administration. There is a moderate supply and a good de- mand. The market on barreled pork is steady, with quotations unchanged. The market on dried beef is very firm, due to a scarcity and an active demand. The market on canned meats is firm at unchanged quota- tions. Salt Fish—It is astonishing how mackerel, which is selling at $45@ 47 per barrel, keeps up in demand. Ordinarily mackerel at this price would be dead, but only the abun- dance of money keeps it moving. Ocean white fish, which was formerly a favorite, particularly among the lower and moderate priced trade and which is now selling at only $11 per barrel, is very dull, where formerly it was impossible to get enough, Re- tailers report that their trade are demanding higher priced fish. No change has occurred in mackerel dur- ing the week. Supply is still com- paratively small, with prices un- changed but firm and high, —_++ > Mr. Hoover Hard Hit By the War. By the way, we have been accus- tomed to think of Mr. Hoover as a millionaire, comfortably taking a va- cation from his great mining interests for the period of the war, and doing a great public spirited service. It has not occurred to most people that per- haps the war has brought its own special troubles to Mr. Hoover, and yet, according to Food Administrator Heinz, of Pennsylvania, in an address before the recent convention of the Pennsylvania retail grocers. Mr. Hoover has been very hard hit. He is quoted as saying: “Mr. Hoover hasn’t any easy job in. Washington. He is a man who was a mining engineer, had worked very hard all his life from a start of abso- lutely nothing, and had been able to get a little fortune stowed up out of his work in the mines ali over the world, and when the war broke out his mines, which were mainly located in Russia, were suddenly grabbed up by the Bolsheviki, after the Czar’s empire fell, and his fortune is gone. He is working for the Government, without compensation and without expense money. He will come out of the war penniless. He is perfectly willing to do it. He has no poltiical ambition, no desire to have any office; you couldn’t push him into it—noth- ing but one thing, to win the war, that is all he desires.” , good con- MEN OF MARK. W. K. Morley, President of the Muskegon Interurban. Wilmot K. Morley was born at Georgetown, Ohio. His father was of English descent. His mother was a Kilpatrick, which indicates that she was of Scotch descent. When he was 6 years old his parents removed to Lafayette, Ind., where his father took the position of superintendent of the Wabash and Erie canal, which ex- tended from Toledo, on Lake Erie, to the Ohio River at Evansville. Some years later the family removed to Meredosia, Ill., where the head of the home conducted a mercantile busi- ness. A later change was made to Jacksonville, Ill, where Mr. Morley learned the trade of telegraph oper- ator on the Wabash Railway. He sub- sequently served as operator at sev- eral stations on the Chicago & Alton Railway, being promoted to the posi- tion of train dispatcher, then to super- intendent of telegraph and then to district superintendent. A few years later he took the position of general superintendent of the Kansas City, Pittsburg & Gulf Railway, now known as the Kansas City Southern. While so employed he made his _head- quarters in Kansas City. He was sub- sequently transferred to Shreveport, La., where he was superintendent of the Southern division of the same road during the period of construc- tion. His next connection was with the Southern Railway as superin- tendent of the division between St. Louis and Lexington, Ky., with head- quarters in Louisville. In 1903 Mr. Morley, removed to Grand Rapids to take the position of Vice-President and general manager of the Grand Rapids, Grand Haven & Muskegon Railway. He took hold of the road when it was in a somewhat chaotic condition and soon placed it on a substantial basis, speaking from the standpoint of service to the pub- lic and earning capacity for the stock- holders. His faithful service to the road found expression a few days ago in his election to the position of President, while still retaining the office of general manager. Mr. Morley found a wife in the person of Miss Ione Loehr, of Bloom- ington, Ill. They have two living children, a son and daughter, who are both married and settled in life. A third child, a son, died at the age of 14. The family reside in their own home at 900 Bates street. Mr. Morley is an attendant of the Fountain street Baptist church and a 32d degree mason. He has no other social or fraternal relations. Mr. Morley owns up to but one hobby and that is railroading. He knows every branch of the business down to the smallest detail and could, if necessary, step into the breach and discharge the duties of any position on the road under his charge. He knows every employe by his given name and has an accurate understand- ing as to the extent he can absoluteiy depend on every man employed on the system. He attributes his success to strict attention to business and be- ing perfectly honest with the public MICHIGAN TRADESMAN and his employes. To this fact is due the remarkable co-operative spirit and team work which have dis- tinguisbed the employes and attaches of the road since Mr. Morley assumed the management. Mr. Morley and his associates never hesitate to enter into the most difficult feats of trans- portation, because they know they can rely on the employes of the road to carry all undertakings through with satisfaction to all concerned. Before Mr. Morley assumed the man- agement of the road accidents were happening almost daily. As soon as his methods were put into operation avoidable accidents were reduced to a minimum. Pleasant and reciprocal relations have been cultivated with the patrons of the road to such an extent that much business which would otherwise be diverted to other channels is booked for the Muskegon interurban, Personally, Mr. Morley is one of the most companionable men in the city. Easily accessible during busi- ness hours, without the employment of the red tap methods insisted upon by many railway officials, Mr. Morley gives every caller to understand, with- out the use of words or printed signs, that his office is a business office and that nothing but business can be dis- cussed during business hours. Outside of business hours he is the personi- fication of graciousness and good fel- lowship. As an interesting conver- sationalist he has few equals, because he has a happy faculty of diverting the conversation into channels which are familiar to him and agreeable to his hearers. He is a remarkably well read man and is probably as well informed on all mechanical, scientific and abstruse subjects as any man in the city. Happy in his home life and in his social connections and fra- ternal affiliations, honored and trusted by his employers, respected by his associates and appreciated by his em- ployes, Mr. Morley has every reason to regard his career with supreme satisfaction and his future with con- fidence and composure. —_>->____ Some Collateral Benefits of the War. Written for the Tradesman. - Through the War Industries Board the Government has made certain recommendations concerning the manufacture and distribution of shoes that will, in the long run, prove high- ly beneficial to retail shoe dealers, although at the time of their promul- gation they may seem radical. Take, for example, the limitation to six colors (a rule going into effect October ist, in accordance with which manufacturers may cut only white, - black, and two shades of tan, and “two of brown), and the prohibition of new lasts for the coming season. Now the inevitable result of these restrictions will be to reduce the number of styles; and surely this will be a good thing for shoe dealers, as it will enable them to clean up a lot of stock that has long been on their shelves. It is often claimed that style puts pep into the retail shoe business, and the claim is doubtless true. But it also makes it a hazardous enterprise for many retail shoe dealers— especially the smaller ones. The dealer is naturally confused by the multiplicity of new styles; and often it happens that, in his efforts to get the lasts of the newest and snappiest sort, he buys a little of this, that, and something else, and few full lines of anything, Consequently he misses many sales simply because he cannot fit his customers. The war is changing all this. By cutting down the number of new styles, and reducing the number of allowable colors, and _ educating the public—especially women—anent simple dignity in footwear, the war is giving the alert shoe dealer an op- portunity to make some real money. Simplicity and Durability. Chairman Baruch of the War In- dustries Board recently issued the following sound advice in which he urges women to buy simple but dur- able shoes. He says: “Surely, when you reflect upon it, you will not buy anything merely for the sake of style. You will buy when you must buy with an eye for simplicity and durability. You will buy for’ simplic- ity because simplicity consumes less man power in making. And you will buy for durability because the longer an article wears the smaller will be the demand on our man power to make a new one to replace it.” So-called smart lasts, novelty shoes, and all and sundry of those types of feminine footwear in which style was the determining factor, are more or less precarious as merchan- dise. When they are alive they are very much alive, but when they are dead they are as dead as coffin nails. But simple, genteel, commonsense styles have a much more permanent value. The war will undoubtedly have the effect of making the demand for such things far greater than it has been in the recent past. Better Grades Are Selling. If shoes are to wear longer, they must be better to start with—and people are coming to understand this, and for that reason the higher grades of shoes are selling now more readily than they have ever sold. People are paying more per pair for shoes to-day than they ever dreamt of paying a few years back. Dealers in many sections of the country report a strong call for the better grades, The argument of econ- omy is proving effective. Consumers are coming to understand that the additional wear value represented by the difference in price between a medium and a higher grade shoe is a profitable investment, and they are not unwilling to make it. The first cost may seem high, but in the end it is economy. For many years retail shoe dealers have understood this perfectly, and gradually many of them have been bringing their trade also to under- stand and appreciate these things; but the war is helping us greatly. Ban Placed on Returning Goods. Also our old enemy, the return goods evil, is incidentally being hit by the war. Many towns and cities are taking measures to reduce the practice of returning goods, Mer- Re a TE eS a sa September 25, 1918 chants in many different lines are co-operating. None of them will be more greatly benefited by the sup-. pression of this nuisance than retail shoe dealers. Returning goods is a fine illustra- tion of waste motion. A sale is made, and then it is unmade. The profit that the dealer thought he had earned has proved illusory. The dealer or his clerk has spent valuable time and effort in vain. And the custom was growing in many communities. Cus- tomers were being encouraged to be- come captious, hypercritical and un- reasonable in their demands. But the nation-wide conservation program is changing all this. Dur- ing war times, at least, people must learn to decide quickly, or at least definitely; and when they make up their minds to buy a piece of mer- chandise, so inform the dealer or his salesman, and the transaction js closed, it must remain closed. It’s a good rule. Dealers in all our towns and cities should adopt it. Nothing. would be of greater benefit to retail shoe dealers than the uni- versal adoption of this plan. Retail Trade Getting on Cash Basis. Another good thing being encour- aged along by the war, is the custom of cash buying, Here, of course, is a proposition that may be looked at in two ways. It is doubtless true that people who buy on credit will buy more in a given length of time than they would buy on a strictly cash basis. But, on the other hand, the dealer would lose far less through bad accounts. Anyhow the volume of cash busi- ness even in stores that allow credit is increasing. And a cash trade is, after all, the best sort of trade. Many shoe dealers have taken the position that, in so far as the shoe game is concerned, it is the only ideal system; but there are others who sell on credit. Whether or not the whole country shall get on a cash basis re- mains to be seen. Probably the sit- uation is too ideal—to Utopian in nature—to be realized even in war times; but anyhow the percentage of cash basis is increasing tremendous- ly; and the wise shoe dealer will do all he can to encourage it. Cid McKay. ——~2>___. Stabilizing the Price of California Rice. It was announced recently that a voluntary agreement has been per- fected between the United States Food Administration for California and rice growers and millers, stabi- lizing the price of rice from the pro- ducer to the consumer. Under the terms of the new contract, which covers the coming crop, harvested in October, millers will pay the growers a base price of $4.32 per hundred for No. 1 grade, which includes fancy and choice Japan, The retail price at the grocery store for the best grades of California rice will be ap- proximately 11 cents per pound. The agreement had the unanimous ap- proval of the Pacific Rice Growers’ Association and was endorsed by a large number of independent growers. norman aetna September 25, 1918 Basis on Which Butter Must Be Sold. The Federal Food Board an- nounces that it has been watching the trend of the butter market fo: the past few days and in view of the fact that prices appear to have been rising beyond a margin warranted by conditions, it feels it to be its duty to issue the following statement for the benefit of all butter handlers: In view of the action of the United States Government in com- mandeering recently 60 per cent. of all the butter held in cold storage throughout the country for the use of our armed forces there may be temptation to some dealers to ad- vance prices beyond the margins permitted. The Board takes this oc- casion to serve notice on all dealers in butter—wholesalers, commission merchants and retailers—that viola- tions of the price regulations will be vigorously prosecuted. All dealers handling butter should advise their salesmen and other em- ployes of the regulations concerning the profits permitted in the sale of butter; as ignorance of the rules will not be accepted by the Board as an excuse for violations. Every transaction complained of as being a violation of the regulations will be closely scrutinized by repre- sentatives of the Federal Food Board and no dealer, who is so un- patriotic as to take advantage of the present situation need expect any consideration. Retailers are limited to a profit of five cents per pound on butter sold on a “cash and carry” basis. Credit and delivery stores are limited in their profits on butter to six cents per pound. A license dealing in cold storage butter is required to sell it without regard to the market value at the time of the sale and not more than a reasonable advance over the cost to him. A dealer, however, may average the cost of all cold storage butter of one grade placed in cold storage warehouses by him in any calendar month and may sell such butter at not more than a reasonable advance over such average cost. A dealer who averages the cost of any butter stored by him in a calendar month must average the cost of all butter stored by him in that month in fixing a price. In figuring the cost for the purpose of this rule dealers may include the following items: 1. Purchase price. 2. Transportation charges, if any. 3. Storage charges actually in- curred. 4. Insurance charges actually in- curred. 5. Interest on money invested at the current rate while butter is in storage. 6. Actual cost of printing if the butter is put in print form from tubs or cubes. Cost shall not include any allow- ances for shrinkage in weight, com- missions or other expenses. The Federal Food Board will con- sider the sale of any grade of cold storage butter, by any dealer other than a manufacturer or retailer, at any advance over cost (as defined above) of more than the following margins, as prima facie evidence of a violation of the rules of the Food Control Act: (a) One cent per pound on car- lot sales. (b) One and a quarter cents per pound on sales less than a carlot, but amounting to 7,000 pounds or more. (c) One and three-quarter cents per pound on sales of less than 7,000 pounds, but amounting to 700 pounds or more. : (d) Two and three-quarter cents per pound on sales under 700 pounas. In addition to the selling margin MICHIGAN TRADESMAN which ‘normally should be consider- ably below the above maximum mar- gins, and must in no case exceed such maximum margins, a dealer carry- ing butter in cold storage more than two calendar months may add a mar- gin of not more than one cent per pound and an additional one-quarter cent per pound margin for each cal- endar month thereafter during which the butter remains in storage. The total amount so added, however, must in no event exceed two cents per pound. The butter trade is advised that the above maximum margins are not to be regarded as fair, normal mar- gins. They are purposely made wide enough to cover cases where methods of doing business are more expensive and are designed chiefly to prevent speculation. The maxi- mum advances must not be exceeded in selling any lot of cold storage but- ter and the prices charged by deal- ers must not in any case return him more than a reasonable profit on his investment. —_23>—___ Past—Present—Future—W hat? Written for the Tradesman. Geology tells us this earth was a mass of molten rock at one time and probably gas before that period. Minds cannot comprehend how long. As the globe cooled down vegeta- tion came, next animal life, water first being formed. In the coming of all animal life the process of reproduction—the go- ing through and going out—are the same, be it lamb, dog or horse. We are told that we have some- thing within us called sotfl. A some- thing that is not an attribute of all other species, which have the same make up in a lesser degree. We are told we will live on after death, not in a body, but in a soul way. When did the soul take possession, : when does it leave, where did it come from, and where will it go? In what form does it exist? Why does not all animal kind have the same? What is it that governs in all cre- ation? Some natural law or a per- sonal deity to punish or reward ‘us in some way we cannot fathom? What is heaven or hell, other than what we get here on earth according to our conduct. Which saves, doing or believing? When I read and listen to all the appeals in prayer and see no proven results, all the foregoing comes to mind. I may be “off” or “astray.” If so, T cannot help it. Warren C. Weatherly. — 2. Fractional-Pound Butter Sales. The rule prohibiting manufacture or sale of butter in smaller units than pound prints has been amended to go into effect on January 1, 1919, in- stead of September 15, 1918. The extension of time will prevent the waste of supplies of printed paper and cartons already on hand. The rule is aimed chiefly at saving time and materials and when it goes into effect January 1, sale of quarter and half pound prints will be stopped Retailers may, however, cut pound prints and sell any fraction de- manded by the purchaser. Some New Jingles and Slogans for Fourth Liberty Loan Back Our Millions with Billions. Buy Liberty Bonds. Beat the Boche by Buying Bonds. Be Loyal to Old Glory—Buy; Liberty Bonds. Smash the Hun. Buy Liberty Bonds. To Shorten the War, Buy Bonds—Then More. Make Huns Retreat; Bonds Spell Defeat. Back Pershing’s Men—Buy Bonds Again. Your Gun to Shoulder, Be a Bond-Holder. On to Berlin! Bonds Help Us Win, Buy Liberty Bonds Liberally. Pledge Victory—Buy Liberty Bonds. When the War Is Won, Be Proud of What You've Done. Do Your Duty for Guns—Or Give Booty to Huns. A Bond Is a Prayer That You Send ‘‘Over There.’ If You. Cannot Go, Let Bonds Fight the Foe. Each Bond That One Buys Will Aid the Allies. To Win the Day, We All Must Pay. Buy Liberty Bonds. Send a Cheer to Freedom’s Frontier. Buy Liberty Bonds. A Bond Is Your Chance to Fight in France. Your Bond’s a Club to Sink the Sub. Pershing You Attack by Holding Funds Back. Bonds Tell Your Story, If Loyal to Old Glory. A Bond Aider Is a Pershing Crusader. Keep on With the Shootin’ to Help Down the Teuton, The Patriotic Plan—Buy What Bonds You Can. Don’t Let Pershing’s Army Worry; Buy Some Bonds To-Day—But Hurry. By Buying All the Bonds You Can, You Best Support the Fighting Man. This War Is Truly a Crusade: Both God and Country Ask Your Aid. Back the Yanks in the Tanks—Buy Liberty Bonds. Buy Bonds to Prove America’s Answer Is Force to the Utmost. To Trim the Hun Tribe, We All Must Subscribe. Fighters Take a Risk—Liberty Bonds Are No Risk. To Pocket the Hun, Dig Into Your Pocket. “Go Over’’—or ‘Come Over’’—For Bonds. Back Marshal Foch; Bonds Beat the Boche. Keep the Hun on the Run—Buy Bonds—Everyone. Help Halt the Hun—Buy Liberty Bonds. Expedite Right—Buy Liberty Bonds. Back Pershing’s Crusaders—Buy Liberty Bonds. Have Only the Hun Hungry; Bonds Buy Good Food. The Hun a By-Word; Liberty Bonds a Buy-Word. Liberty Bonds Are Pledges of Freedom. Each Liberty Bond Is Our Pledge to Fight for Victory. Participate in Victory—Buy Liberty Bonds. Doughboys Knead Dough! Buy Liberty Bonds. The Cry from Undersea: ‘“‘Buy for Liberty!” Throw the Hun Across the Rhine—Buy Liberty Bonds. Your Sacred Duty—Buy Liberty Bonds. Both God and Country Demand That You Buy Bonds to Fight This Holy War. The Salvation of Civilization Means Liberty Bonds. Salvation from Hun Domination Means Liberty Bonds. Salvation from Hun Damnation Means Liberty Bonds. Our Naval Ships by Bonds Are Manned; Lend Our Boys in Blue a Hand. Support Our Men of War—That’s What Bonds Are For! Back Our Boys in Blue—Buy a Freedom Bond or Two. Help Our Boys on the Seas Bring the Huns to Their Knees. You Must Share—and the Millionaire. Buy Liberty Bonds. You Pay the Cost—Or the War Is Lost. Buy Liberty Bonds. Our Cannon Is Louder, If You Supply Powder. His All the Soldier Offers—You Must Unlock Your Coffers. Be a Friend of Liberty—Lend Your Share for Victory. Duty Calis: “‘Subscribe.’’” Buy Liberty Bonds. Your Armor Is Donned With Each Freedom Bond. Of Home If Fond, Soon Buy a Bond. Free That Fighting Dollar Eagle! Buy Liberty Bonds. Buy Liberty Bonds to Arm Armies. Buy Liberty Bonds to Build Boats. Buy Liberty Bonds to Sink Submarines. Buy Liberty Bonds to Support Soldiers. Buy Liberty Bonds to Kill Kultur. Buy Liberty Bonds to Supply Ships. Buy Liberty Bonds to Transport Troops. Buy Liberty Bonds to Support the Stars and Stripes. Buy Liberty Bonds to Scotch Snakes. Buy Liberty Bonds to Hang Hohenzollernism. Buy Liberty Bonds to Provide Powder. Buy Liberty Bonds to Furnish Food. Buy Liberty Bonds to Acquire Aeroplanes. Buy Liberty Bonds to Vanquish Vandals. Buy Liberty Bonds to Beat Barbarians. Buy Liberty Bonds to Defeat Desecrators. Buy Liberty Bonds to Share In Success. Buy Liberty Bonds to Back Liberty’s Legions. Buy Liberty Bonds to Puncture Prussianism. Buy Liberty Bonds to Feed Fighters. Buy and Keep Liberty ‘Bonds. This space contributed for the winning of the war by WoRDEN GROCER COMPANY GRAND RAPIDS—KALAMAZOO MICHIGAN TRADESMAN September 25, 1918 GUESSWORK NOT PERMITTED One of the things which the Food Administration is just now under- taking as essential to intelligent price making is precisely the thing which representative grocers long ago de- cided was necessary to efficiency and mercantile safety—encouraging the keeping of accurate accounts in the grocery trade. Out in Allentown, Pa., a wholesale grocery house, G. H. Kleppinger & Co.—in business for many years, rated at half a million and doing a business of fully $500,000 a year—has been forced to close its doors, al- though it may apply for a license again on the first of next month. The offense was that the concern over- charged for goods, although the man- agement knew very well they were permitted to charge only a certain percentage above cost. The cause of the trouble was not deliberate profiteering, but lay in the fact that it was a house which had been run on guesswork for years and didn’t know just what goods did cost, For fifteen years it had not taken an inventory, and when Government ex- perts were put on the books to as- certain what the concern was doing, there developed a tangle such as the accountants had never encountered before. It was difficult for them to determine what should be the basis of costs in that house. Had Kleppinger been familiar with trade association ideals and enjoyed the benefit of its convention exchange of views, its committee recommenda- tions and its information, the meth- ods of conducting business would have been materially modified, it would have been a better concern for its owners and a safer and saner competitor for the whole field. There used to be a common belief that when a merchant was “going it blind,” he was an “easy mark” for the consumer, but trade association men long ago discovered this was not true: that the man who didn’t know what he was doing was the worst kind of a competitor and .a menace to himself and everyone else. The Kleppinger instance proves that the customer suffered, rather than benefited. Canned corn bought at $1, $1.05 and $1.10 per dozen cans was found to have been sold by Klep- pinger for $1.80, $1.90 and $2 a dozen, in defiance of the regulations allow- ing prices at $1.15, $1.20 and $1.30 per dozen. If the Food Administration does nothing more than establish and standardize grocery store ac- counting, it will have accomplished much for the uplift of the trade. HOW TO STOP PROFITEERING. As time passes, more emphasis is placed on the fact that the energies _of the country must, first of all, be diverted to war purposes and that everything else must be regarded as subsidiary. This is the meaning of the issuance of the priority list, which has just been promulgated. No in- _ dustry is declared to be non-essential _ except by implication. A certain*num-— ber are merely declared to be essen- tial and thereby entitled to prefer- _ when berries. ence in matters like fuel, power, and transportation. Incidentally, also, those engaged in them—if necessary to their continued operation—will be deferred in the draft classification. The disclosure of the list has caused a little fluttering in certain pursuits, notably so in the silk industry, but reflection has shown that it has not materially altered conditions from what they have been for some time. More disturbance was caused in busi- ness circles by the intimation that the authorities were meditating on having goods stamped with their wholesale prices so as to prevent profiteering by retailers, or else to fix retail prices based on the whole- sale ones with what is called a “fair” profit. This suggestion caused a quick protest from the interests con- cerned, which was followed late in the week by a disclaimer from the War Industries Board that any action of the kind stated was contemplated. It might not be so very difficult a matter to fix retail prices based on the wholesale ones if the same or- ganization were engaged in handling goods all along the line from the factory to the consumer, as is the case with regard to certain lines of shoes, for example. In such an in- stance, an average could be struck which might do no injustice. But the great bulk of the articles sold, espe- cially things to wear, come in an al- together different class and are han- dled in diverse ways which increase or lessen the selling cost. A large factor is the retail cost of selling goods, which varies in different parts of the country and in towns of dif- ferent sizes, as was shown a few years ago in some rather detailed reports on the subject. Then, too, freight and express, or other handling charges, cut quite a figure in the act- ual cost to the retailers in sections remote from the centers of produc- tion. If an attempt were made to equalize matters and provide for fixed retail prices on goods it would result in conduct which the highest court in the land has declared illegal. But, beyond all this, what avail or ad- vantage would it be to the ultimate consumer if he knew the wholesale price of the article he was buying, unless, that self-same price had itself been subject to proper regulation. The best evidence in the textile in- dustries -is that there has been pro- portionately more profiteering at the scurce—that is, by the mills—than by the makers of garments or the sellers of the ‘same, and this would doubtless hold true as well in the matter of footgear. A good way to stop profiteering would be to begin at the source. The evergreen blackberries which grow wild in the Oregon foothills are not going to waste this year. They bring six cents a pound at the Lane County cannery, and people motor out to pick them as a patri- otic vacation. The demand for the fruit is unlimited, as they are made into jam and jelly for soldiers. In the old days pickers used to camp they went after evergreen BEATEN AT THEIR OWN GAME There is small consolation for the Frankfurter Zeitung in the thought that it was not man power but tank power which smashed the St. Mihiel salient. More than a thousand .arm- ored cars are asserted to have taken part in the attack. What does this mean but that Allied resources are even more formidable than we have been led to suppose? At the same time with the gathering of their fight- ing men the Allies have been able to pile up tremendous stores of war en- ginery. The tanks are not the ulti- mate factor in Foch’s victories, but, undoubtedly, they have played a vital part; and once more it must be a sad reflection in Germany that in its own art of war an English idea has upset all traditions and calculations, It ‘s English ingenuity that has beaten the Germans at their own game. The German devices, in the matter of 42- centimetre guns, U-boats and Zep- pelins, have failed to bring ,victory. The comparatively humble tank seems to be in a fair way to force a decision. More than that, it is a significant thing that nearly a year after Byng introduced the tank to the Germans the latter have been un- able to adapt it for their own pur- poses, an extraordinary fact in this war, where opponents have been so quick to learn from each other. Whether this be due to lack of ideas on Ludendorff’s part or to a shortage of raw material, the effect is the same, That tanks by themselves will not explain the new aspect that has come over the war is made plain by the dramatic developments in Mace- donia, where the Bulgarian defeat is apparently assuming the dimensions of a rout. It is not to be supposed that in that remote theater or in such difficult mountain country the tanks could have been employed in con- siderable numbers. What counts there, as elsewhere, is man power ex- ploiting the method of surprise, and both under the guidance of a single eye embracing the entire war area. The Austrian defeat on the Piave and the German reverses in France have unquestionably drawn upon Teuton resources in the Balkans. The presence of Austrians in the west has been officially acknowledged. .The rumored presence of Bulgarians may be confirmed. Foch has immediate- ly taken advantage of the weakening of the line near Monastir, just as we may expect him to take advantage of any opening as far as Mesopotamia. For the present it is not necessary to speculate on the results of a Bul- garian defeat in political terms; that is still a good bit away. We must think rather of the inexorable pres- sure that is closing in upon Germany from all sides, of the depletion of her man power, of the worries cre- ated for Ludendorff, who must now hold his lines in the west with one eye over. his shoulder. ——_—_—_—_——_—— THE NATION’S INVENTORY. Inasmuch as a nation’s strength is in its citizenship and not in its ma- terial resources, the registration of citizens between the ages of 18 and og ee eee meme 45 constitutes something like a na- tional inventory. The registration af- fords also an opportunity, for a per- son in a position to observe, to take stock of our citizenship and judge somewhat of the working of our insti- tutions, especially with respect to their contributions to the making of an intelligent citizenship. Of course, political primaries, elec- tions and military registrations em- phasize in one way and another the duties of citizenship and bring into bold relief the merits and defects of our institutions as ‘instrumentalities for making citizens. It may be that experience in civic affairs and oppor- tunities to observe the needs of more effective teaching of civics would cause one to overestimate the im- portance of a knowledge of the ma- chinery and laws of the country. But a very great increase in knowledge of that sort would be possible with- out unduly encroaching upon other fields. We are in the habit of condemning the politician because of his machina- tions for effecting his own ends, which are not always of the noblest kind. But observation and experi- ence would seem to warrant the belief that the success of the crooked poli- tician is due wholly to the ignorance of the citizens, often to the ignorance of citizens who think they know. Moreover, the kind of men generally elected to office indicates that the qualities of statesmanship are not the qualities considered in the choice of candidates for public office. Perhaps the greatest defect in the civic conception of the average per- son is his lack of community con- science—his inability to consider his duty to his fellows of superior im- portance sometimes to his duty to himself. We vote for a man often because we like him, not because we think him a capable officer; and we tolerate conditions in our town, in our county and in our school dis- trict that we would not tolerate if it was all our own money that was spent instead of the public’s. We also are content to see public institutions con- ducted in such a manner as would wreck a private institution or person, because our actual pecuniary interest is small, The community iriterest thoroughly developed makes a strong nation— makes a nation of patriots. The slacker is the fellow who instead of getting into the civic harness himself says, “Let George do it.” Putting on the uniform of Uncle Sam is only performing a civic duty, and the slacker is the fellow who. would like to see the nation saved but has hope that it will be saved by somebody else, just as everything civic has been done for him in the past. Our civic teaching should be of a kind that will bring home to every man, woman and child the sense of civic duty and obligation. Canada is making plans for a war museum at Ottawa, such as _ that which has often been suggested for Washington. They will certainly have to have a collection of tanks, erence senna September 25, 1918 MICHIGAN TRADESMAN You May Buy Pure Wheat Flour Some have attempted to interpret the Food Administration Regulations as forbidding the use of pure wheat flour by the housewife. No such interpretation was intended, If you will write the State Food Administrator at Lansing and inquire about this he will tell you it is just as proper and just as patriotic to buy and use your wheat flour and your wheat flour substitutes separately as it is to buy the mixed flour. Certainly no true American would so unfit himself or herself for American citizenship as to use the wheat flour and not use the substitutes, That would be treason and the very lightest penalty should be expulsion from this blessed Land of Liberty. We have faith in the loyalty and patriotism of the American people, and so has the Food Adminis- tration, so that we have permission to continue to make - e Lily White “The Flour the Best Cooks Use”’ A pure 100% wheat flour without any adulteration of any kind, and you have permission to buy it. The Government has required all mills to make a. higher extraction of flour from the wheat which is a wise and conservative measure. But the quality really has not been impaired. The color of the flour is a little darker than that made from the lower extraction or pre-war flour. However, every atom of LILY WHITE is splendid flour, and bakes deliciously flavored, light, flaky biscuits, pastries and bread. You will be delighted with it. By all means use all your substitutes; every ounce, and economize in the use of wheat flour. If you are not going to live up to the Food Administration Regulations don’t buy LILY WHITE. It’s too good for slackers. It’s made for Americans. VALLEY CITY MILLING COMPANY Grand Rapids, Mich. The above is a sample of ads. we are running in the newspapers. Your customers are reading them—keep a good stock on hand to supply the demand. s 10 ¥ MICHIGAN TRADESMAN September 25, 1918 ws 4 ff tr 3 N Z ~ 7 2 Z 2 a. Y = ow = 8 = = ee : ‘Ss : cn = sy 3 = = ee t OE rs A N > Ay Sy S (3. ayy + ZAi| e4 ee Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. California Tomatoes To Remain At Home. Carrying coals to Newcastle has al- ways been used as an example of the extreme of economic inefficiency. With transportation lines congested to- the uttermost, and with labor at the highest premium it has ever been known to be, what may be termed un- essential transportation must of ne- cessity be eliminated. Where can be the justification, therefore, for bring- ing carloads of canned tomatoes across the continent ‘when they are produced in greater quantity here. California produces under favorable conditions 3,000,000 cases, and the territory east of the Mississippi 12,000,000 cases. Manifestly every carload brought from California to New York is sheer waste of effort, to say nothing of crowding more impor- tant shipments off the rails. The idea of the Government is that food should be consumed in the neighborhood in which it is produced first of all, and the surplus distributed later. Maine sardines for instance, are out of place in California, while presumably California sardines are out of place in New York, although if you try to convince a Californian of that you are liable to get into trouble forthwith, because he will show you immediately that they are two different items on the food list, bearing a similarity only in name. The official statement of the Pack- ing Corporation on the whole sub- ject of tomato pack and distribution therefore becomes of interest. They say: “Our Government’s requirements of tomatoes and tomato products for the current season are such as to re- quire the reservation of a heavy per- centage of our tonnage to pack our Proportion. In addition to taking alf of the solids and extra standards which we can possibly hope to pack. it requires the curtailment of our pack of standard tomatoes and to- mato products to an extent that will reduce the quantities of these avail- able for commercial distribution far below the figures which we had ear- lier planned. “This being the case, it is neces- sary for us to limit distribution of such tomatoes and tomato products, with the exception of tomato sauce, as we have to offer, to the Pacific Coast territory. It is obviously only fair we should give first consideration to this particular trade—primarily because they draw their requiremenis virtually exclusively from California in all seasons, irrespective of con- ditions as affecting supply and de- mand. As a consequence, they have no established sources of supply else- where, and to take from the already less than adequate supplies to give to the trade who normally supply the bulk of their requirements from Eastern sources would be grossly unfair and would work a distinct hardship upon them. “Furthermore, under existing con- ditions it is expected the trade in all sections of the country will supply, as nearly as possible, their needs of staple foods from sources nearest to their field of operations, not only to conserve railway equipment, but to bring the goods into consumers’ hands at the most favorable possible prices. “We wish it were possible for the packers of California to produce a sufficient pack of these commodities this year to take care of the Govern- ment, their first commercial obliga- tions, and in addition supply the Eastern trade with a portion of their wants, but as that is entirely beyond the limits of physical possibility, we must, therefore, confine our efforts to supplying the Government and the home trade.” ————_> <<. Rice in Ice Cream. There really is something new in ice cream. It comes of the freezing of rice and milk as prepared com- mercially by a company in Portland, Oreg. The rice and milk is steam- cooked in sealed cans, and is ready for the table without further prepar- ation, unless the consumer desires it hot. For ice cream, the only thing necessary is to place the milk and rice in the freezer, flavor to suit the taste, and proceed precisely the same as in the ordinary manner, The rice kernels, it will be found, are com- pletely disintegrated by the freezing, and according to reports, the product is delicious. —_2-.___ Ostrich Eggs for Candy. A small consignment of liquid ostrich eggs was recently sent from South Africa for examination at the Imperial Institute, with a view to ascertaining its yalue as a substitute for liquid hens’ eggs in confection- ery, The material proved to be sim- ilar in composition to the commercial liquid hens’ and ducks’ eggs. The opinions of confectioners were favor- able, and another consignment of the eggs is being obtained for further trials. nT TEA A STA TS a 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 APPLE BARRELS Get our prices for prompt or fall shipment. Reed & Cheney Company Grand Rapids, Michigan Plush Robes $5 to $40 Sherwood Hall Co., Ltd. 30-32 Ionia Ave., N. W. Grand Rapids, Michigan Rea & Witzig Produce Commission Merchants 104-106 West Market St. Buffalo, N. Y. Established 1873 United States 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, Rwve Buy 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. We also offer you our new modern facilities for the storing of such products for your own account. Write us for rate schedules covering storage charges, etc. WE SELL Egg Cases and Egg Case material of all kinds. Get our quotations. GGS KENT STORAGE COMPANY, We Sell GGS Grand Rapids, Michigan E. P. MILLER, President Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence Solicited Wm. Alden Smith Bldg. F. H. HALLOCK, Vice Pres. FRANK T. MILLER, Sec. and Treas Grand Rapids, Mich. SERVICE PIOW ATY QUALITY Largest Produce and Fruit Dealers in Michigan Fancy Figs and Cluster Raisins Beautiful stock. Write us for prices and place orders promptly. This is very necessary. M. Piowaty & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Saginaw, Bay City, Muskegon, Lansing, Jackson, Battle Creek, Kalamazoo, Mich., South Bend and Elkhart, Ind. Egg Candling Certificates One must be used in every case of eggs sold by the merchant to ped- dler, wholesaler or commission merchant. 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 Not to do so is to subject the GRAND RAPIDS ESTES REN meme ea came SRE ane emis September 25, 1918 Prunes No Longer Cheap... * Prunes have become a_ serious proposition. For some reason there has been hitherto more or less un- seemly levity connected with the sub- ject of prunes, except by those direct- ly interested in their production and distribution. Possibly it is because in times past they have furnished so much inspiration for the humorous paragrapher chiefly because of their peculiar distinction as the staple boarding house dessert. They achieved this position partly because of their cheapness and also because of their richness in food value. Prunes are no longer cheap and there is every possibility, growing daily into a probability, that they will disappear as a permanent attraction along with the corned beef hash now too expensive to be served three times a day, in the traditional board- ing house. The value of prunes as an article of diet is fully recognized by the army and navy. Large requisitions from the 1917 crop were made for the American Expeditionary Forces, but because this army was put in the field in such a hurry the provisioning produced more or less of a disruption of trade. This year ample provision was made, so it was thought, by requisitioning in advance all the de- sirable sizes for army use, although it is not yet quite clear whether or not these requisitions were made on the basis of the enlarged army. At any rate it meant that the civilian consumption would have to be lim- ited to the very small sizes. Now comes the news that there have been serious rains in the Santa Clara dis- trict of California where most of the prunes come from, just at the time when they were being picked and dried. The losses are believed to have been severe enough to have materially changed the entire aspect of things. The Government has taken about 61,000 000 pounds, or 45 per cent. of the California crop, which it is ex- pected will be for the use of the Army and Navy. It has also re- served about 40 per cent. of the Ore- gon crop, or about 18,000,000 pounds, which it is understood will be for the use of the Allies. The main point is that the Government has got to have its full quota of prunes. Star boarders must go pruneless, if neces- sary, but certainly not Uncle Sam’s fighting forces, It is, therefore, ex- pected that even the small sizes may have to be diverted to army use, which will mean a fine readiustment of plans for commercial distribution. SG ee Side Lines for Grocers. The retail grocer can sell anything any one else can sell, and he would often find it profitable to take on side lines which have no connection with the grocery business. The Chi- cago packers are the chief exemplars of the soundness of this principle. In the beginning they sold only meat and meat products, but they had the organization and the distributing sys- tem, and they found they ‘could do more work. So they took on every- thing they could sell through that or- MICHIGAN TRADESMAN ganization and that distributing sys- tem, and they are selling to-day what is practically a wholesale grocery assortment. The retail grocer who has-a store to which people come to buy gro- ceries, can sell them anything else they want if he has it there to sell. Mr. MacLean, the Chicago drug- gist, used to run a little neighborhood drug store no different from 50,000 other neighborhood drug stores. He conceived the idea that a drug store ought to sell anything the people wanted, whether it was connected with drugs or not. Therefore to-day he sells talking machines, records, women’s hair nets, tea, coffee, cocoa and other package groceries, sport- ing goods, fountain pens, alarm clocks, watches, seeds, cutlery and a lot of other incongruous articles which he has found people willing to buy of him. These foreign lines have been added gradually. . Somebody would ask if he had something or knew where it could be bought. The next day, if he hadn’t it he put it in, and so the stock has grown until he is running nine large stores instead of one small one. There is a lot in this. Grocers complain that many of their regular lines are cut, and therefore they are compelled to do much of their busi- ness without profit. Why don’t they hunt around for something outside of groceries to make it up? They have the store, the clerks, the people coming in every day. There isn’t any reason why a grocer should prefer selling groceries to selling something else that pays a better profit, is there? —_+-+.—___. Pure Wheat Bread for the Army. The American Army in France is getting bread made from pure wheat flour. There are several reasons why it is not advisable to carry out the wheat-saving-substitute rule in bread making overseas. Field bakers must work swiftly, and can not afford to experiment with new flour mixtures: Every effort is made by the Quarter- master Corps to give these bakers the best material possible and to make the baking process simple and standard. Our troops in the United States have been getting the prescribed amount of substitutes in their bread, and it has proved satisfactory. Here, bakers are definitely located and can easily work out mixtures that will produce good bread. The daily ration for soldiers of the American expedi- tionary forces is 18 ounces of wheat flour for soft bread. This has proved to be more than enough, and a reduc- tion to 16 ounces per day is now un- der consideration. The Army supply of flour at this time is 100 per cent. abundant at every place along the line, from the mills to the battle lines in France. Every requirement for flour, both for domestic and over-seas consumption, is being met. —— 22-2 It is well to be friendly with cus- tomers and to call them by name, but being too friendly and too fa- miliar with their first names may be fatal. ll The “Little Gem” Battery Egg Tester Write for catalogue and prices. We have the best. S. J. Fish Egg Tester Co, Jackson, Mich. Uncle Sam Wants the Whole Dairy Family Bossy her father and brothers—the man, woman or child who feeds and milks her —the man, woman or child who makes her milk into butter, cheese. ice cream, condensed milk, milk powder or any other shape or form, and the man, woman or child who used her milk in any form, all the folks who make or sell machinery and equipment she makes necessary Do You Want to Sell Your Store? PROFITABLE SERVICE rendered to Retail Mer- chants with a record of having closed out stocks of merchandise netting more than 100 cents and better. All Size Stocks Handled. For particulars mention size of stock and object of sale. C. N. HARPER & COMPANY. Inc. 905 Marquette Building CHICAGO, ILL. Bell Phone 596 Citz. Phone 61366 Joseph P. Lynch Sales Co. Special Sale Experts Expert Advertising — Expert Merchandising 44 So. Ionia Ave. Grand Rapids, Mich. NG ' Ask about our way BARLOW BROS. Grand Rapids, Mich to go to the National Dairy Show Columbus, Ohio October 10th to 19th Where he is going to deliver to each one A great war message On the team work he wants to do with the dairy people And how he wants The dairy people and the consumers of their products To work together. This is a call of duty and opportunity. GO Knox Sparkling Gelatine A quick profit maker A steady seller Well advertised Each package makes FOUR PINTS of jelly MOORE'S LAXATIVE COLD TABLETS The best known treatment for COLD and GRIPPE contains BROMIDE OF QUININE, retailing 25 tablets for 25 cents. Right now is the time to get in your winter supply. We can furnish you with a full line of Proprietary Medicines as well as a com- plete line of staple drugs. We specialize on Grocery Drug Sundries and have made a study of the needs in this line of General and Grocery stores, we can therefor give the best of satisfaction and service. THE MOORE COMPANY TEMPERANCE, MICH. Onions, Apples and Potatoes Car Lots or Less We Are Headquarters Correspondence§Solicited + Vinkemulder Company GRAND RAPIDS re! MICHIGAN Send us your orders ALL KINDS FIELD SEEDS will have quick attention. Both Telephones 12177 | Moseley Brothers, GRAND RAPIDS. MICH. MICHIGAN TRADESMAN September 25, 1918 (trae ennnng | Wonderful Changes the War Is Bringing About. Written for the Tradesman. It is doubtful if many of us realize the whirlwind rapidity with which life conditions are being changed through the great struggle now be- ing waged over seas. We are ap- proaching a new era when the world will be confronted with problems of reconstruction—commercial, fi- nancial and social—as well as inter- national. This reconstruction will be accomplished along new lines, Precedents—there are none. It is, however, safe to say that the new era under the wings of a permanent peace will bring with it prosperity in its finest conception. Our people and the peoples of the entente coun- tries having then passed through the crucible of fire and self sacrifice will come out refined, with a broader vision and a qualification and inclina- tion for the application of the Golden Rule in business. It, of course, would be folly to predict the millennium, but it is safe to say that there is apparent even to-day a de- cided upward trend of public thought. The personal equation between em- ployer and employe in industrial lines is being — partially restored, bread winners are being recognized as human beings rather than as cogs in the machines, and the interde- pendence of capital and labor is be- coming more patent even to that noxious thorn in the side of business life, union labor. This may sound too optimistic for a financial column, but these general conditions are so interwoven with all branches of business as to be the legitimate sub- ject of discussion. Take our banking scientific development has been much more rapid than the more widely ad- vertised growth of trade and indus- try. It has been estimated that the exchange of commodities and labor stated in nominal values now runs up to $700,000,000,000 annually in this country. Bank clearings from prin- cipal cities are now running at not less than $275,600,000,000 annually. Accumulated gold resources of the Federal Reserve banks, amounting to almost one-fourth of the entire gold stocks of the world, are less than 1 per cent. of the check turn over which finds its way into the clearing house. If to the volume of check business not cleared there should be added settlements can- celled by the set-off process, includ- ing board of trade dealings and other credits automatically extinguishing each other, we have a volume of business which has grown more system. Its rapidly than the accumulation of gold in our banks. As stated in a finan- cial journal, our economic growth is not exceptional, but parallel to that of the British empire and other countries of large undeveloped re- sources, where the sole coin of ulti- mate redemption is gold. Our situa- tion is one warranting calm confi- dence. With commercial failures at a minimum and unimpaired ability to settle every transac- tion, domestic or foreign, in gold, if necessary, there is but little to worry about. We are destined to keep on living in a stone, copper, iron and golden age, drawing suste- nance from these resources in al- most infinite multiples compared with the primitive uses to which they were subjected not many years ago. In its own high sphere modern finance quietly and smoothly works out the problem of the banks, It now assembles gold resources where they are needed and utilizes in true modern spirit the dynamic energy of a single gold standard always to pro- vide for the new values of com- merce, labor and invention. It is now safe to say that the retirement or refunding of every dollar of war debt will be accomplished without serious disturbance, no matter when, where, or how such debt was con- tracted, The convention of the American Bankers Association, now in session at Chicago, promises to be one of the most important in the history of the organization, a disposition being shown to temporarily cast aside con- sideration of ultra-technical ques- tions and take up those of a broader scope, insluding Government financ- ing and foreign and after-the-war problems. It is to be hoped that when the session goes down into his- tory its record will be one that will have great bearing on future pros- perity and that it will bear the stamp of “progressive conservatism,” maintaining the stamp of individual independence as well as co-operation with the Government. From reports from the Secretary of the Treasury, the question arises as to who is hoarding money? Plain deductions to be made from these reports show that much of the money which has heretofore been in circu- lation is now being hoarded, Ppossi- bly in the proverbial tin can or chim- ney corner. It is more than proba- ble that the most of this hoarding is being done, as before pointed out in the Michigan Tradesman, in dis- tricts where war work and high wages prevail, and the Treasury De- partment will strive to have the hid- Going to France? If you are going to France with the Govern- ment forces, you can relieve youriwife and family of all busioess cares while away by placing your financial affairs in‘the hands of this Company. There are many things we can do for you— collect and receive your income from all sources and deposit it to your credit so that you or mem- bers of your family may draw checks against it— take care of the payment of your insurance pre- miums and your taxes—place your securities and valuables in safekeeping. In short, we willtake entire charge of the business management of your affairs and in addi- tion will gladly give you or your family any ad- vice or suggestions developed from our twenty-. eight years of trust and investment experience. THE MICHIGAN TRUST Co. OF GRAND RAPIDS Send for Blank Form of Will and Booklet on Descent and Distribution of Property. Audits made of books of corporations, firms and individuals. $$ — a rr ESTABLISHED, Capital $800,000 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. THE OLD Monroe at Pearl - 1853 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. Wm. N. Senf, Secretary FREMONT, MICHIGAN AS iG AE RD a ERM Te ee eee ee ee LT a TT ETT TTT loses eee =—}- eran Map. ernest cor sete peamnenceemermeentecemsstiertanieceen ees oe omer eS — Gee —, ‘ ssi SER Regia ees September 25, 1918 den store turned into Liberty bonds and War savings stamps. The amount of money in circulation Aug. 1, 1918, was $52.44 per capita, com- pared with $50.86 per capita on July 1 and $46.53 per capita Aug. 1, 1917. Since Aug. 2 the amount of Federal Reserve notes in circulation alone has increased on an average of $42,000,- 000 per week. As compared with a year ago the volume of money in cir- culation has increased nearly 14 per cent. On the other hand, bank clear- ing as reported by twenty-four cities for the year to Aug. 24 showed a de- crease of 2.5.per cent., as compared with the corresponding period of one year ago. It is apparent that one reason for the steady increase in the amount of money in circulation is the unusually and unnecessarily large amounts carried in the pockets of in- dividuals or hidden by ignorant or unthinking persons. Wages are high- er than even before and prices are also at record top, which necessi- tates more money to transact retail trade. The remedy would seem to lie in appeals by the Federal Reserve Board and by the banks co-operating with them, for people to open bank accounts and conduct what business they can by check. It is unnecessary for wage earners to carry hundreds of dollars around in their pockets subject to loss and theft. They should be impressed that dollars must fight as well as men. Another encouraging feature of the general business situation is the great reduction in the country’s busi- ness mortality, the failures for August being fewer than in the past seventeen years, both as to number © and the amount of indebtedness. Paul Leake. —_--+-2—____ How Germany Utilized England’s Tin-Plate Scrap. The extent to which Germany ab- sorbed old tin cans and tin plate from Englar4 before the war and some of the processes by which the tin is removable from such material is doubly interesting at present, when we are urged to employ every means possible to save by-products and scrap of all kinds, and when tin itself has reached the highest price in its history. Before the war a German firm established in several parts of Great Britain large works for cleaning tin cans, recovering the tin and solder, and pressing the clean steel into bales. In this way they shipped a large quantity of good steel to Ger- many. Ultimately they stopped de- tinning in England and merely de- soldered the scrap and shipped it baled to Germany. Detinning by the chlorine process was cheaper on the Continent, yielding, in addition to the sheet, tin tetrachloride, a valuable product of silk manufacture. Tinned steel plate to the amount of some 150,000 tons, some of which js be- lieved to have been detinned, was exported from England for many years before the war, and thus Ger- many obtained at small cost a large tonnage of steel and other metals that could have been worked up into - marketable products. MICHIGAN TRADESMAN SAMUEL A. FRESHNEY. Tender Tribute By a Close Personal Friend, Yesterday, in the silence, I looked upon his quiet face and there arose the thought, “How kind he was!” This persisted throughout the ser- vice hour and there was an ardent desire that there should be some further tribute paid to him and this, his best remembered quality. Sensed truly, Freshney was very human and time, in silvering his hair, tempered his nature and finished him for his real work in life, that of “public service.” He was really and truly a “modern public utility man,” fitted by natural endowment and wide experience for that arduous task of “serving the public well.” Boyhood chums and _hail-fellow townsmen called him by his diminu- tive, “Sam.” To other man-grown friends who knew him very, very well, he was always “Freshney.” Friends—oh, so many! Enemies? Not from fault of his, it is certain. Ability he had in large measure and yet he was modesty itself in re- gard to his attainments, carrying on his affairs with a quiet confidence born of competence. He was loyalty personified and business co-opera- tion was to him fundamental, Men dealt with him in utmost confidence, which confidence was never betrayed, for in all his business dealings he was conscientious and just and wanted to do right. In early youth he set out to master that then little known science, the generation and distribution of elec- tric energy, and from ‘that time on throughout the years he steadily ad- vanced until he reached his goal. At first, the untrained workman in a new and halting industry, then the skilled mechanic developing into the electrical expert; afterward there were years of training as traveling expert salesman and electrical en- gineer and, finally, he was ready fo: the management and operation of plants and facilities. Never spectac- ular in his advancement in his chosen calling, each year found him more competent and with broader vision. At last, at the head of one of the largest industries of the city, he found his work; and under his man- agement the business went steadily forward, relations with patrons con- stantly improved and he died in the saddle, at work even to the last hour. Could his wish have been granted, he would still be at work, giving more and more of himself to the service; but his health and strength failed him and it was willed otherwise. Do we regard highly strong moral fiber, honest courage and the will to do and to perform one’s full duty with good cheer, even to the last, in spite of suffering and failing health? Do we remember fervently those who are tolerant and helpful in our lapses and who glow with friendly sympathy at our accomplishments and always lend a hand? Then surely we may take pains to pay Freshney, who was indeed toler- ant, helpful and sympathetic, our heartfelt tribute. Freshney, eager to be kind, a friendly man, willing to give of himself in full measure! serves well and does it at a reason. able profit. 13 H. H. Crowell. Line Up! It_ain’t the guns, nor armament, Nor funds that they can pay, But the close co-operation That makes them win the day. It ain’t the individuals Nor the army as a whole But the everlastin’ team work Ov every bloomin’ soul. Rudyard Kipling. The successful business is one that OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS tue ischoHine Co 237-239 Pearl St. (near the bridge) Grand Repids, Mich, 139-141 Mon: LL a eS GRAND RAPIDS. MICH Fourth WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier United States Depositary National Bank Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually = I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVAIT. EDISON, Ass’t Cashier CITY TRUST the city. district. On account of our focation—our large transit facilities—our safe deposit vaults e entire field of banking, our Institutions must wn bankers and individuals. and our complete service covering th be the ultimate choice of out of to GR Cl GRAND RAPIDS NATIONAL CITY BANK & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of Handy to the street cars—the Combined Capital and Surplus Combined Total Deposits ..... Combined Total Resources .... A T ieee eh oe kCnese aan 10,168,700.00 ND RAPIDS NATIONA Y AVI TRUST &@ § ASSOOLATED interurbans—the hoteis—the shopping sense ence ewes +8 1,724,300.00 Oh Pes cee eek ec eu 13, 157,100.00 L CITY NGS MICHIGAN TRADESMAN September 25, 1918 14 What Should Be Done With Ger- many? Chicago, Sept. 23—The question “What Should Be Done with Ger- many?” suggests that there may be some salvage after the Allies are through with that country. If full retaliation ensues, based on the hide- ous example set by the Huns them- selves in the treatment of Belgium, Serbia, such parts of France as they have reached, and other countries that fell under their ban, what is left of their country will not be worth junking for the Red Cross. If jus- tice is to be meted out untempered by mercy this salvage should be sold to the highest bidder and the pro- ceeds devoted to restituticn and in- demnity. But as this amount, how- ever great, will not begin to be suf- ficient to restore the ruin wrought by the vandals, the people should be treated as Germany has treated the innocent Belgians, whose only crime was that they respected treaties and thus thwarted the ambitions of their captors; the German people should be made to labor in_ restoration of the homes, public institutions, churches, art galleries and chateaux they have ruined. Since Germany acted like a brig- and in taking by armed forces such territory as it desired for its own aggrandizement, let that country be apportioned to the adjoining ones in partial indemnity for what they have suffered, Let the punishment fit the crime, Since the role was deliber ately chosen, after years of careful preparation, Germany can not be judged by the rules of war it has ig- nored, but by the criminal code evoked by its deeds. It has become an outlaw and must be judged as one. We imprison dangerous men; why not consider the evidence and ° de- clare that Germany is a menace to other peoples and let the Huns work out the penalty for their crimes? When in the judgment of a jury of the Allied nations, who have suffered grievous wrongs, the people have been so disciplined as to make it measurably safe to grant them some liberty, let them be pa- - roled during good behavior. There should no opportunity be given them for further misdemeanors, nor should Germany be put into such position as to admit of a repetition of its criminal career. While the above may seem a harsh iudgment, let us recall the words Shakespeare has put into the mouth of Brutus in his ora- tion over the dead body of Caesar: “There is tears for his love; joy for his fortune: honor for his valor; and de*th for his ambition.” The glory of Germany has de- parted; deeds of dastardly infamy have wiped out the remembrance of its glory; the famous “kultur” has become a byword of contumely— “For his ambition” let us kill the German as a people. C. A. Hail. Cowles, Neb., Sept. 23—Germany: By incontrovertible evidence you have forfeited any claim to future ex- istence in the councils of civilized nations; and as an outlaw you are too terrible to be endued with organizing possibilities for further schrecklighiet. So you are to be swept into oblivion. Longfellow’s “Evan- geline” in describing the fate meted out to the villagers of Grand-Pre nicely portrays what the writer thinks will happen to you. You are to be— “Scattered like dust and leaves when the mighty blasts of October (the Allies) seize them and bear them aloft and sprinkle them over the ocean; naught but tradition re- mains of the beautiful village of Grand-Pre.” What will we do t> you, Empire of Germany? What do Americans usually do to a vananished adver- sary? The overt things he did, necessitating the licking given, are compensated for by the pain and humiliation he must bear. When history reveals the terrible sufferings of the German people dur- ing five years or more of war—and we know with what ruthless hand the Prussian war lords dominated tu perdition a race that for generations has been taught to see, feel, hear, taste and smell as their imperial masters dictated—we will in a large measure consider their offences miti- gated. “Father, forgive them; they know not what they do.” When we are appealed to (no, we need not be beseeched) for mercy, that same great American heart that demanded nothing but unconditional surrender from the South; that freed Cuba from a tyrant; that remitted all the Boxer indemnity from China, will still be found as true to her tradi- tions of magnanimity as to those of her valor on the field, You German rulers—ypu pseudo supermen, who wantonly took up the sword; you will largely perish by the sword; the kingliest by your own, the craven by your avenging coun- trymen’s. St. Helena, Cayenne and Dry Tortugas will be hosts to some of you. May you there, in those barren asylums, endure long lives, alone “mit Gott.” F. A. Good. —_22+ >____ No Terms For Germany But Uncon- ditional Surrender. In an address delivered before the Chicago Association of Commerce recently Stephane Lauzanne, editor of Le Matin, Paris, said that the es- sentials of the terms of peace can be summed up in three words; repara- tion, restitution and guaranties. In the course of his talk, the distin- guished French journalist said: Germany, of course, can _ never make reparation for all the ruin she has wrought. There can be no repa- ration for the cathedral of Rheims or the town hall of Arras. There can be no reparation for the slaughter of women and children, but there are many other things for which there can be reparation. Treasures of art, like the fine col- lections of the museums of St. Quentin, Arras, Valenciennes, of Lille, have been stolen away; these collections must come back. All of the chateaux of the north of France have been stripped of their furniture, their tapestries, their paintings; the paintings, tapestries and furniture must come back. All the factories have been robbed of their pumps, of their equipment and tools; all the equipment, all the pumps and tools must be put in place. All the great cities of the north of France and of Belgium have had to pay enormous sums as indemni- ties. These indemnities have been “paid to the extent of more than one hillion of dollars. This billion of dollars must come back. No indemnities. Yes, quite so. We agree to it. but precisely because there must be no indemnities all the indemnities already extorted by Ger- many must be made good. Just as we want reparation, we want restitution. We want restitu- t'on of all the territories occupied by Germany, and I am going to tell you that we can not make any difference between the territories occupied since forty-seven months and the terri- tories occupied since forty-seven years. We are unable in France to make a difference between the five departments forming the provinces of Champagne and Flanders, and the five departments forming the provinces of Alsace-Lorraine. Over against the programme in part mapped out by M. Luzanne, and as an aid in properly appraising the present German “peace drive,” the Tradesman quotes from a letter Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - $700,000 Resources 10 Million Dollars 3 V5 Per Cent. Paid on Certificates of D+ posit The Home for Savings Attention Merchants! Insure with the Grand Rapids Merchants Mutual Fire Insurance Co. We will insure you at 25% less that Stock Company rates. : No membership fee charged. We give you 30 days to pay your premium and do not discriminate. We are organized to Insure Build- ings, Stocks, etc., any where in the State of Michigan. Since our organization we have saved our members Thousands of Dollars, and can do, proportionally, the same for you. Home Office. Grand Rapids 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. - APRAND RlaPins TRust [oMPANy OTTAWA AT FOUNTAIN BOTH PHONES 4391 Safe Deposit Boxes at Three [Dollars Per Year and Upward TE: Assets $2,700,000.00 Mercuants Lire Insurance ComPANy Offices—Grand Rapids, Mich. Has an unexcelled reputation for its Service to Policyholders $3,666, 161.58 Paid Policy Holders Since Organization CLAUDE HAMILTON Vice-Pres. JOHN A. McKELLAR Vice-Pres. & WM. A. WATTS President Insurance in Force $57,000,000.00 RELL S. WILSON Sec’y CLAY H. HOLLISTER Treas. SURPLUS TO POLICY HOLDERS $479,058.61 ‘ cs ee ee nn ed September 25, 1918 written by W. Rathenau, an official having charge of the organization of war industries in Germany, which recently appeared in the Lokal Anzei- ger, of Berlin. This utterance, which reveals Germany’s real attitude and dominant purpose and shows the ut- ter impossibility of considering for a moment any terms that Germany may offer except complete surrender, reads in part as follows: We began the war a year too soon. When we secure a German peace we must begin at once reorganization upon a broader and firmer basis than ever before. Establishments that produce raw materials essential to the army must not only continue their work but enter into it upon lines of increased energy, forming thus the necessary material for the next war. We must organize an in- dustrial mobilization; every techni- cian or semi-technician must be em- powered through official designation to take charge and direction of a given establishment upon the second day following a new declaration of war. We must finally establish some definite understanding with nations outside of Europe that will offer them advantages whereby these nations as neutrals will find it to their disadvantage to trade in or sell munitions during war to our enemies, and finally, when the next war comes it must not come a year too soon. ——__2++__-—- Gas Masks—You Can Help. Every American has the chance for direct war service that will save re MICHIGAN TRADESMAN 15 the lives of soldiers. Carbon is needed to make millions of gas masks fo: the American Cocoanutsmy have furnished much of this material, is but cocoanuts mean ships, and dur-§ 2 ing the present shortage material ‘ork carbon must be found nearer home. * The pits of apricots, peaches, prunes, olives, dates, cherries and plums and the shells of Brazil nuts, hickory nuts, walnuts and butternuts make carbon for masks that will outlast the most diabolical of the German gases. Army, ¢ Here is work for all, every home, church and school. Urge the boys and girls to scour the woods for nuts and incite your patriotic organiza- tions. See that the work is started in your neighborhood. Place collec- tion boxes in ‘schools, churches, banks and stores, and above all in your own home so your boys and girls can see the pile grow. It takes two hundred peach stones or seven pounds of nut shells to furnish car- bon for a gas mask and save the life of an American soldier. How many masks can your neighborhood furn- ish? Dry the pits and shells before What Dreams are Made of There may be horrid dreams following big “helps” of mince pie or plum pudding, but only lovely ones come after a dinner where Jell-O is the dessert. This isn’t “foolishness,” but goed sound sense, for JELL-O turning them in to the nearest Red Cross chapter, This organization is in charge of collecting all material. Above illustration, which represents the store front of a leading re- tail grocery house of Grand Rapids, was taken during “fair week” in It is notable in several respects. The man in shirt sleeves is Alfred J. Brown, then chief clerk for Horton & Stewart and now the leading seedsman of Michigan. 1880—-38 years ago. ; is as wholesome as it is good to eat and beautiful. There are six flavors of Jell-O—all pure fruit flavors. The retail price of Jell-O is now 13 cents for single packages, or 2 for 25 cents. Beautiful ten-color window display material of high quality will be sent to you, free of all expense to you, of course, if you can use it to advantage, and we believe you can. THE GENESEE PURE FOOD COMPANY Le Roy, N. Y. Grocers Everywhere! Watch your stock of Fleischmann’s Yeast. Fleischmann’s Yeast will keep in a ce 0, MCONTAINING 4 a! 's 045, \ tog /Oca FU ee! Ope feast ® 2 MMIII MMMM MMe Satisfied customers are your biggest asset. The Fleischmann Company Fleischmann’s Yeast Fleischmann Service COLEMAN ®8rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS You Will Benefit More from the steady, persistent adver- tising of Mapleine, the ‘Golden Flavour” that is now as generally sold as vanilla or lemon, by keep- ing your stock up and displaying the goods in the new counter carton. The sidewalk is composed of planks, instead of cement, as at present. The method of displaying fruits and vegetables on both sides of the sidewalk would not be tolerated at this time, both on sanitary: grounds and because it is now a settled con- viction that the sidewalk belongs to the people and cannot be encroached on by the merchant for the display of merchandise, Crescent Mapleine Order from your jobber or Louis Hilfer Co., 1205 Peoples Life Bldg., Chicago. (M-214) Made only by FOOTE & JENKS Jackson, Mich. 16 MICHIGAN TRADESMAN September 25, 1918 Power of Individuality. The business girl who wisely tries to be her own natural self has count- less advantages over the misguided young woman who thinks she is act- ing cleverly in assuming an affected attitude. The most disinterested observer quickly sees through the veneer many foolish girls adopt, and if such young women could be made to realize how ridiculous their deportment is they certainly would try to be their charm- ing real selves. Persons who are very attractive and very successful, too, are always natural and unaffected. They do not try to imitate this one or that one. They know they are at their best and can do their best work while forget- ting all about others they know ‘or have heard of. Indeed, the woman who isn’t brave enough to be herself will make a mighty poor showing while trying to imitate another. It is all very fine to be brilliant or clever. Most of us wish we were. Many of us think we are, while in reality we are only mediocre, but ad- mitting facts we can give a fair -ac- count of ourselves if we have the pluck and grit to act naturally. The business girl who expresses herself in simple language, words that every one can understand, is a diplo- matist of the first order. Indeed, in all business dealings the simpler and plainer one’s. language may be the better it is for all concerned. The man or woman who can cover an important subject in a few simple words is not often found in the ranks of the unemployed. Every one is willing to listen to a person whose remarks are brief and to the point, but no one will grant an audience to a “big” speaker. Persons who aim to be what they are not deceive only themselves. Most persons can quickly tell an imitation from the genuine—hence the affected girl or woman simply courts general criticism. Every one has an individuality. The way some women have while do- ing their housework is an inspiration to the looker on. Such women put individuality into the humblest task and the result is a happy one for all concerned. Be yourself and do not be afraid to act naturally. Forget all about those clever persons whom you are sO anxious to imitate. You cannot do your work well while your mind is occupied with thoughts of them and their achievements. Have a “way’—your own individual way— about what you do, and let those clever or otherwise attractive persons take care of themselves. The natural everyday girl or woman shines out from others around her as brightly as the North Star. In nine cases out of ten she isn’t either pretty or talented, but there is a something about her that is charm- ing. Perhaps her attractiveness lies in the fact that she makes the best cf things in general. She doesn’t spoil results by pretending to be what she is not. She has a smile and a pleas- ant word as she pauses on her way, meanwhile forgetting all about the plaudits that others are enjoying. There is a sort of first cousin re- lationship between envy and affecta- tion. Hence the girl or woman who wishes to be really attractive should rout both from her mind and wisely resolve, on all occasions, to be her own natural self. 2-2-2 —- The Tyranny of Things. One of the restful phases of visit- ing is that one takes with one only the things that one needs in the way of clothes and personal appointments. At home our own room is generally filled with things that we do not need at the moment. “We open our bureau drawers and are confronted by a mass of things from which we have to select those we want. It is the same way with the home closet. Most of us live at home surrounded by the unesssentials ‘for present use. Our rooms tire us. This should not be so,” said the woman who likes to find ways to make living easier. “Personal rooms should be restful places. They can be made so by banishing from them all superfluous articles in ornament, furnishings and apparel. “Bureau drawers and closets should hold only clothes that will surely be worn in the present season. Bits of ribbon and laces, the collar that doesn’t go with anything we are at the moment wearing, other season clothes, should be exiled into boxes or trunks far from our living room. Not a single article of wardrobe should be permitted to stay there that is not in present use. “I can think of few things that work for greater restfulness and com- fort than strict adherence to this rule. It is not an easy rule to follow. Bureaus and closets seem to have an impish zeal all their own for accum- ulation of the unnecessary. “Once every week I have a clear- ing-out hour in my room, for with all my resolves never to let my room get littered I find a fixed time for regu- lating the matter imperative. They will get filled in spite of all I can do. “I have made a rule to keep noth- ing that I ‘may use’ in evidence in bureau or closet—only what I know I shall use. What I may use I lay away under cover, if possible, out of my room. It is easier to get things when they are needed, even if it takes a little effort to do so, than to weary myself with the care and the clutter of them through the weeks, perhaps the months, that I shall not use them. Then, too, they do not have the need- less wear that they are subjected to hanging or lying about in my bureau and closet. “A bedroom should be a most rest- ful place. It cannot be this if it gives the impression of being choked with things. A bureau top should not be a catch-all. Its effect is spoiled by many cluttering objects. It is intend- ed to hold a toilet set and a few pret- ty ornaments, and nothing more. “When one’s eyes open in the morn- ing they should meet calm, refresh- ing order—no clutter. “The fact that most bedrooms are half sitting rooms makes it difficult to guard a restful simplicity of at- mosphere in them. But it can be done by a little well directed energy, and it pays in giving to one’s own room the calming quality that « friend’s guest room gives to one on a visit.” -—_+.2 More Nails in the German Coffin. What may not be improperly de- scribed as a few extra nails for the coffin of Germany’s dead hopes for after-war trade were recently shown in the British Scientific Products Ex- hibition held in London. The things displayed included chemicals, physi- cal appliances, electrical apparatus, optical instruments, porcelain, photo- graphing materials, measuring in- graphing materials, measuring in- struments, and_ textile fabrics, which were’ formerly’ sold _ in Great Britain bearing the label “made in Germany” but which are now of domestic manufac- ture. Every one has been made familiar with the progress made hy the British in the manufacture of dyes and other coal tar derivatives. But it is not so generally known that, now and hereafter, the United Kingdom will be independent of Germany for its supplies of tungsten, used in high-speed steel and glow lamps; for thorium, used in making incandescent gas mantles in which the Germans had no monopoly, for hard porcelains, used for electrical fittings and laboratory work; and for aluminum alloys, now better made in Great Britain than they ever were in Germany. Magnetos, also, for which the British were de- pendent on Germans, are now made at home in ample quantity. More interesting is the case of optical glass, a component of all kinds of instruments for peaceful as well as war uses. S %, AS Michigan Retail Shoe Dealers’ Associa- tion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige, Sag- inaw. Breaking in New Shoe Clerks. Written for the Tradesman. To the general and constant prob- lems confronting retail shoe dealers, this one has been added by war con- ditions, namely, the increasing scar- city of skilled help. .The draft and the allurement of big wages in muni- tion plants and other mills and fac- tories engaged in the production of war essentials, has taken hundreds of thousands of experienced retail shoe salesmen from retail shoe stores and shoe departments of the big metropolitan general stores, with the result that many shoe dealers are just now confronted with the task of breaking in new help. Women and girls, and men beyond the draft age, or men exempt from the draft from one cause or another, constitute the source of supply. And many of these people have had little or no previous sales experience. The development of these people from the condition of “raw recruits” to the shoe retailing rank into efficient salespeople, is not an easy task; but it is a condition that must be met— a problem that must be solved—it the retail shoe business of this coun- try is to be kept going. Time and again the writer has called attention in these columns to the importance of effective salesman- ship in the shoe store. That shoes as merchandise are more difficult to know, that their judicious distribu- tion requires a higher type of selling, than many other lines of merchan- dise, is a self-evident fact. And it isn’t enough to fit the eye, the foot must also be fitted. In other words there must be a conscientious regard for many details. Health, comfort, and goodwill of the customer is at stake; and mistakes are expensive. Intensive Training. Owing to the fact that the ranks must be filled up immediately by those who have gone forth from our retail shoe stores and shops, dealers are confronted with the task of train- ing their new salespeople quickly; or, in other words, intensively. Some of the larger stores have established what may be termed schools of sales- manship; that is they have classes in which these people who are new to the shoe game may come together and hear talks on shoes, shoemaking, methods of approach, selling points, difficulties— real and imaginary, cor- rect fitting, and the like. In these talks charts, blackboards, and even motion pictures are being used. Sometimes demonstrations are staged. One of the older and more ex- perienced salesmen or saleswomen will be selected to show how to sella pair of shoes to a man, or a woman, as the case may be. Some one will impersonate the customer. They wll come “in,” the salesman will make his approach, and proceed to show the merchandise. There will be all sorts of interrogations from the customer, objections, demands, and what not; but by and by it will come to the fitting, and here a demonstration of the correct use of the size stick will be staged; and ul- timately the sale will be consum- mated. , One store in Rochester has gotten out a printed booklet containing val- udble selling helps, and the new peo- ple are asked to read and study this booklet until they are thoroughly familiar with its contents. This is a good plan, and will no doubt be fol- lowed by many dealers. Others have a large single sheet on which certain rules have been set forth in a con- densed form, and posted them up where salespeople (but not cus- tomers) could see them. But going back to that Rochester concern, here are some of the items appearing in their booklet: “Inform yourself thoroughly on the store’s system; how to make out sales checks properly; how to use the cash register; how to use the carrying tubes. “Familiarize .yourself thoroughly with all stock; know what merchan- dise is in your department, or sec- tion, and its price. A few moments devoted to study and close observa- tion of the stock will give you the in- formation, “A neatly and correctly wrapped parcel is one of the store’s best recommendations. “Should a customer come to you with a complaint, or ask for an ex- change or refund, call the manager, or refer the customer to the store head. “Courtesy is the most important word in the dictionary of salesman- ship. You are the ‘point of contact’ between the patron and the store, and the store is judged by those of a Backed by Quality HONORBILT Bee SROE 5s Advertising Prepare Now ~ for the FOURTH LIBERTY LOAN DRIVE as you prepare for your spring and fall trade so you can buy just one more bond than you thought you could. This is your business and a mighty important one. By placing your spring order with US AT THIS TIME you will be better pre- pared to serve both your country and your customers. Hirth-Krause Company Tanners and Shoe Manufacturers Grand Rapids, Michigan Careful selection of stock and equally careful workmanship have maintained the high standard of quality in the H. B. Hard Pan Service Shoe At this season your outdoor customer is providing himself with strong, sturdy shoes that give the needed comfort and protection to his feet. Owing to War and Supply market conditions the temptation to substitute inferior materials has been great. It is there- fore important that a shoe line of known qualities, one that is made by a firm of unquestioned responsibility, be handled by every retailer. The H. B. HARD PAN Service Shoe- has always been made from specially selected and prepared stock. The same care is exercised in the selection of stock to-day. The shoe MUST measure up fo the same quality standard to-day that it has always measured up fo. You can RECOMMEND and SELL the H. B. HARD PAN Ser- vice Shoe tod-ay as the best service shoe on the market, be- cause they DO measure up to the same quality as in the past. For years it has been the sfandard in men’s shoes and it will remain so. HEROLD-BERTSCH SHOE CO. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. © © ® September 25, 1918 its employes who come in contact with the public. “Feel free at all times to ask ques- tions of any one who can answer them correctly. The more you know about the store’s merchandise the more valuable you will be to the store. We learn by asking questions.” Just a Question of Taking Pains. The training of new people for serving as clerks in our retail shoe stores and shops for the duration of the war, is largely a matter of taking pains. A great many things that seem simple and obvious to people who are experienced in shoe retail- ing, are not so to these new recruits to our ranks, The training must be- gin with elemental things. And _ it must proceed logically from these first principles to the more compli- cated and mofe difficult. It will re- quire time and tact, and above all, patience. There will be a disposition to become peeved at some of these green clerks because of their blun- ders: but it will not do to show one’s peeve. These are not normal times, and the problems of our day are more. difficult than those of any other day. But they can be solved. There are many people with no selling experi- ence who have in them good selling ability. In every community of any size, there are no doubt some people of that kind. If you are in need of one or more clerks, try to find out the most likely people availing in your community; and get in touch with them; interest them in the re- tailing game. The matter of interest is perhaps foremost of all. If a girl or a woman, or a man beyond draft age, or a younger man exempt from draft, can be made to realize that the business of selling shoes is one that offers splendid possibilities to ener- getic and capable persons—that rapid promotions are in sight, and a per- manent position in prospect—you have created the proper background for your subsequent training efforts. Cid McKay. —_+-+ > Don’t Imagine That You Are Indis- pensable. The business girl who thinks she has become indispensable to the firm that employs her will, soon or late, have to change her views. She who loses her head thinking that the busi- ness could not be run without her is indulging in a day dream from which she will, when she least expects it, be rudely awakened. The average employer meets his help half way, and in a great many cases more than half way. He ts will- ing and glad to recognize true worth, but has only contempt for the “know it all” type of employe. , The young woman who has per- haps developed a noticeable degree of efficiency is not so much of a won- der after all. Continued effort in the same direction generally results in one becoming more or less capable, but there is always more to learn. Girls who have made good should keep quiet about it. After all, every one is expected to do satisfactory work. Of course, some make a fine showing, meanwhile receiving many MICHIGAN TRADESMAN 19 plaudits for their accomplishments, but no one is indispensable. Any one’s place could be filled without effort, and always with the possibility that the newcomer would do far bet- ter work. The young woman who holds a position of trust, is in honor as well as in duty bound to respect the con- fidence placed in her. Such girls know the “inner workings” of the business with which they are con- nected, but these facts must not and are not, by the right thinking young woman, mentioned outside the office. If money is “tight,’ the market “shaky” and other disagreeable truths are staring her employer in the face, these matters should not be discussed with male friends, or in fact with any one. The good man or woman. who signs the pay roll check—to whom we are indebted for our week’s sal- ary, is deserving of our highest and most considerate regard; and if we can make our services truly valuable We are in conscience bound to do so; but right here we must rest on our laurels. We should not lose our heads, or become imbued with the idea that the business would immed- iately begin to lose life or die a sud- den death if we were to withraw from it. Good work is always stamped with the operator’s individual distinguish- ing mark; and no one can take away that distinction. It’s balm to the nerves of a busy man or woman to have help that can be relied upon. These employers know to the letter what such and such an operator can and cannot do; so if we are giving satisfaction, the business is running smoothly and we receive our salaries promptly on time, our lines are, indeed, cast in pleasant places; but we must not think our services are so wonderful that they could not*be duplicated. On the other hand we_ should humbly admit our limitations, wisely resolve to become more competent and demonstrate this sensible reso- lution by disposing of each task as well as we possibly can. —_2-+____ If it took suspenders to hold up a man’s reputation, no doubt the de- mand for this class of merchandise would be much greater than the supply. 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. You Need Shoes of Character with Service 8518—Men's Mahogany Calf Welt,A to E, size 6 to 11 $5.25 8582—Men’s Tony Red Calf Welt, Ato E, size 6 toll 5.25 8726-—Men’s Mahogany Side Welt, Ato E, size 6 toll 4.75 8727— Men's Gun Metal Welt, B to E, size 6toll...... 3 85 All Sizes and Widths TS Ready for Immediate Shipment Rindge, Kalmbach, Logie Company Grand Rapids, Mich. The Bullseye “Swamper” A Sock Over. In Two Colors. Exceptional Value Hood Specialty All made with the White Bullseye Soles. Men’s 12 inch Red Swamper with heél at. ........66.%, $3.90 : Men’s 8 inch Red at........ 3.40 Men’s 12 inch Black Swamper Witt Ger al... .. << in.- 3.90 Men’s 8 inch Black at...... 3.40 Remember that both the Red and the Black have the White Rolled Edge Soles, and are pressure cured. Grand RepidsShoe Rubber Grand Rapids The Michigan People MICHIGAN TRADESMAN September 25, 1918 vy = WN = ant = = = = = a 5 DRY GOODS, FANCY GOODS“ NOTIONS Ben wea eS = KS re oo L I Michigan Retail Dry Goods Association. President—D. M. Christian, Owosso. First Vice- -President—George J. Dratz, Muskegon. Second Vice-President—H. G. Wend- land, Bay City. Secretary-Treasurer—J. W. Knapp, Lansing. DEALER CO-OPERATION. How It Looks From the Dealer’s Viewpoint, I sent out 250 letters to farmers in Indiana .and Illinois, asking them what particular item or line of goods they ordered from the mail order houses. Twenty-eight per cent. of their replies stated that they were sending for infants wear; and let me tell you I was astounded upon in- vestigation to find that there was not a store in Illinois, outside of Chica- go, that had an infants’ department. ‘In one store they sell infants’ wear in a certain department but it isn’t distinctly departmentized. There is one in a store in Indiana, and that de- partment is doing four hundred and fifty thousand dollars worth of busi- ness in a year. Now, that brought a new question in my mind; a lot of farmers’ wives and expectant mothers have to go to the mail order houses, who have _in their catalogues sixteen pages of infants’ wear in sections, from the baby carriage to the accessory de- partment—every thing that infants wear, everything they want along up to five years of age; and all in this department. Get the catalogue and look it over. That is what I meant yesterday when I said that we are not merchan- dising properly. Think of it; twenty- eight per cent. ef the orders to the catalogue houses were for infants’ wear; from people that were compell- ed to sit down in their homes and order goods from catalogues because there was not a merchant or store supplying their wants. It is an astounding situation. One store here is advertising a babies’ department, but they have not got the spirit of the thing, yet. In our store we are going to have an infant’s wear department, I am going to have a woman in charge of it, who can talk to expectant moth- ers, and I am going to institute a mailing department, so that the mothers won’t have to come to the store to get what they want. I am not going to let the business go to the mail order hotses any longer. I don’t know anything more impor- tant in your communities than to call your attention to that. If you are a general merchant, don’t scat- ter your goods, but make a nice lit- tle department where everything can be had with the least possible effort or embarrassment on the part of the mothers. I am going to talk to you about advertising your goods. I am going to discuss that question from a prac- tical, every-day standpoint, and I want you gentlemen to understand now that when I talk these things to you, opinions I have are only my Own opinions, There is a lot being said these days about- national advertising, and to start with, I am sure some of ‘you gentlemen know some of the troubles with that -proposition, and I know how you feel about it, because you have been fooled on some of these nationally advertised goods until you feel you don’t want to hear about it, and you feel that they are not paying goods profits. I know that. I feel just like you do. I have had exper- ience in my own store; but let me tell you something, gentlemen. Be- cause there are some ills in that thing, it doesn’t mean that the idea is wrong. I want to tell you what I believe in, and I don’t want you to lose faith in nationally advertised goods or in national advertising. Here is the Associated Advertising Clubs of the World that has re-en- forced this idea of “truth in adver- tising,” which has done the retail merchants more good than anything I know of, because it has compelled the mail order house to tell the truth about its merchandise. Some people will say that the mail order houses have always told the truth. I know better. .They haven’t, and I can re- fer you to records on the matter if you want to know. They are telling the truth now, and I am glad of it, and I think the fact that advertising is more true is due to the efforts of the Associated Advertising Clubs of the World. I want this to continue ‘until the periodicals, all the maga- zines, and all farm papers in this country will be compelled by the force of public opinion and fairness and justness to say’ to every national advertiser in this country, who is advertising goods to sell, “We can- not take your advertising unless you give the dealers of this country a fair and legitimate profit.” And, gentle- men, that is coming. Don’t get dis- couraged about the nationally adver- tised goods. The man who is starting a national campaign for an item can’t afford to conduct a great big country-wide campaign unless he has all the things in it that are satisfactory, unless it has satisfaction, unless it has utility, or beauty, or uniformity of quality, or a standard of excellence. Sprinkle around in your lines some nationally advertised goods so that the custom- er will see everywhere goods that he has read about and knows about and in which he has confidence. That is the way to get the confidence of your customer; then, after you have their confidence, have a_ private brand which you can push as~a sub- stitute if you wish. Possibly you haven’t your own brand to substitute, and perhaps it isn’t advisable to try it, but if nation- ally advertised goods are good for the chain stores, with their splendid facilities for buying, to build up con- fidence with, how much better they are for you, not only to build up con- fidence with but to hold trade with. That is the reason why in our own store I try to carry every item in a nationally advertised line which will give a fair and square profit, and when it doesn’t I throw it out and I refuse to buy it. I am not advising any merchants to put in a nationally advertised line that doesn’t pay a fair profit, but I am here to say to you that my ex- perience is that they can be more economically handled, the ratio of selling to expense is less, and I find even with the smaller profit, that it pays to handle them. The very fact that they are being advertised is a double assurance that they have the quality, the workmanship, and the uniformity. It isn’t always a ques- tion of whether an item is good enough; you want to know whether the next shipment is going to be good or not. You can’t afford to build up a trade on an item and then have the second or third shipment fall down. Your customers lose con- fidence in you, and it hurts you whether they say anything to you about it or not. Therefore, national- ly advertised goods are an insurance policy, a standard of workmanship, a continuous quality. You can hold your business with advertised goods when you haven’t the assurance of doing so with your own brands. While I am on this subject another We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the genera] store trade. Trial order solicited. CORL, KNOTT & CO.. Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. Mr. Merchant: Do you wish to reduce your stock, or do you want to get out of busi- ness? Stevens & Company Sales People Men who know how to raise money for you. Call us up or write. Citz. 5025, Barnhart Bldg. Grand Rapids, Michigan Guaranteed Prices on Good Goods When you buy goods from ‘OUR DRUMMER” cata- logue you don’t have to wait until the bill comes in before you know what you have to pay. You know it when you place the order. This is be- cause the prices you see in this catalogue are guaranteed for the time the catalogue is in force. This keeps them secure and stable and un- affected by market rises. If you are a merchant and want a copy of this catalogue you may have one upon applica- tion. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas JUST ARRIVED A FALL LINE OF DRESS SHIRTS This season we are showing a very handsome line of Men’s Dress Shirts in a variety of staple and fancy pat- terns. These numbers priced from $9.50 to $21 per dozen. Get in touch with our shirt department and let them submit samples and prices. | Quality Merchandise—Right Prices—Prompt Service Paul Steketee & Sons WHOLESALE DRY GOODS GRAND RAPIDS, MICH. -—_—P a cca coin sscinndioniecouases © Seriieamennees co tenn Mareen September 25, 1918 thought occurs to me, and I want to tell you about it. Now when you are talking about stocking national advertised goods, and when the drummer comes along and spreads out a line of goods and exhibits a periodical or magazine and_ says, “Here, see what we are doing to ad- vertise you; see what we are doing to create business for you,” just use your thinker and first ask him for the schedule of that advertising. Say to him, “How many times is this going to appear?’ Don’t be fooled by a single display that costs five thou- sand dollars. Tell him you would like to see tha certified schedule. Maybe they are running it only once throughout the United States. Tell him you want to see the schedule and you want it certified. That is not all. Read the copy. You merchants may not feel you are ad-writers or are ex- pert at criticising copy, but it doesn’t make any difference how you feel, you know as much about the things your customers want as anybody in this world, and you know what ought to be in that copy as much as any- body else! knows. Don’t discount your own judgment, Look out for that kind of copy which is pure publicity and not sell- ing copy. When National advertis- ers want to sell their products, read their copy, and if the advertisement hasn’t got the stuff in it that you be- lieve will sell the goods to your cus- tomers, pass it up, but tell them why. If you will sit down once in a while and write these fellows and _ give them your ideas there will be a lot MICHIGAN TRADESMAN of these things remedied, and manu- facturers will benefit a whole lot. It - is often our own fault when we don’t express our opinions on these things because we know and they don’t— they don’t know what your trade wants. They may say they do, but they do not, and their advertising shows it. When you get the Nationally ad- vertised article, what do you do with it? Too many of you put it on the shelf and keep it instead of selling it. We have got to sell goods that go rapidly and easily, and Nationally advertised goods have that quality. They help to get returns, and our profits come not from a single sale but from repeat orders. When you get that item in your new store don’t put it on the shelf. Get into your system this idea of displaying mer- chandise throughout your store, and in your windows. When the copy of the paper containing the nation wide advertising comes talk about it. Put an advertisement in your local paper and use the-same line of talk. When the farmers read they will come into your store. The windows in your store always speak out “Here are the goods. you are thinking about.” There should be a display in a prominent place. Around the goods should be a decoration. of “Dealers Helps” artistically and for- cibly arranged, so that they talk to that customer. You have then com- pleted the selling cycle—you have sold him in the advertising, in your windows and in your store. E. B. Moon. What Doth It Profit a Man? Germany is working, by every scheme that ingenuity can devise and money can put into operation, to make American workingmen traitors to their country in its hour of need. What doth it profit a man if he sends his sons and brothers .to the battlefields, and after he gets them there he betrays them to the enemy by stopping the industrial home work without which they can neither win nor escape? The course of nations—the lives of millions—are changed by very small events. Had the Monitor not been ready for the Merrimac exactly when she was, the Union fleet would have been rendered useless and the Civil War might have had a different ending. Had someone then suc- ceeded in making serious trouble in a mine, foundry or a shop one then succeeded in delaying trans- portation while the Monitor was un- der construction, what would have become of the whole Union fleet of wooden ships which was blockading the Southern ports? Germany wants us to be unready or confused when a similar crisis comes. Our whole Nation is preparing for the turning point in this war which is to determine whether every man shall have a chance to work out his destiny, or whether he and his coun- try are to become subject to the dic- tation of a Prussian group. If we are not fully ready when the test comes it will be easier for Ger- man armies and German ships, Ger- had some- 21 man submarines and German aircraft, to kill the men that go out from your community to protect you and your rights. Whoever from any motive delays work bearing directly or indirectly on the war will be accessory to the mur- der of his fellow Americans. Every strike in the United States, while this war is in progress, is a blow in favor of Germany. Stand by your work for your own honor and safety, for the safety and success of your fellow-countrymen who go forth to fight, as well as for the sake of workingmen who are now in actual beneath German slave drivers, ——__.- A Leather Hardening Process. A method whereby sole leather can be hardened so that it attains to two or three times its natural strength has been invented by a Norwegian en- gineer, according to the Weekly Bul- letin of the Canadian Department of Trade and Commerce. The harden- ing may be done in several degrees, until the leather becomes as hard as wood. It is claimed that after suf- ficient hardening for common boots and shoes the leather still retains its elasticity. It is also said-to offer bet- ter resistance to moisture and heat after this treatment. The value of the new process lies in its making leath- ers, otherwise only suitable for inner soles, perfectly satisfactory as sole leather. The engineer is patenting his invention, and leather treated by this method will shortly be placed on the market in Norway. slavery SERVICE now. QUALITY Exclusively Wholesale WORKING HAND IN HAND with our customers, taking a live interest in their success, much merchandise we can sell them, We want you to consult us freely, have faith in both us and our merchandise, and should occasions arise when shipments are delayed or we fail to supply exactly what you expected, or factory advances force us to advance, we sincerely trust that you will bear with us and believe that we are doing our very best for you under the circumstances. We thank you for the splendid way you have stood by us and assure you of an even greater effort on our part, to do for you as we would like you to do for us. Grand Rapids Dry Goods Co. Grand Rapids, Michigan being of real help instead of merely seeing how has always been a fixed policy with our house. We realize that without your help we could not progress, without your support we could not advance, consequently upon your success largely depends our s«sccess. We want to sell you more than just dry goods, underwear, notions, mackinaws, and the thousands of articles that you use. plies. We want you to believe that our en desire it) and to render. any assistance that wool and cotton products, We desire to sell you our service also and all that that word im- tire organization is behind you for counsel and advice (when you may make your business path easier or your success more assured. And especially during these war times of stress and anxiety, when markets and sources of supplies are so uncertain, we would have you know that we are even more watchful for your interests than ever before. Depending on our judgment, leaning on us more and more for your requirements, we feel our increased responsibility and if there ever was a time when genuine whole-souled co-operation was desirable, that time is QUALITY SERVICE MICHIGAN TRADESMAN September 25, 1918 — — — — = = (ctl — ys Uae =F Michigan Retall Hardware Assoclation. President—John C. Fischer, Ann Arbor. oo President—Geo. W. Leedle, Mar- sh Scott, ~ Secretary—Arthur J. Marine ty. Treasurer—William Moore, Detroit. Why He Didn’t Sell The Stove. In a town between Galesburg, II- linois, and Chicago there is a hard- ware store owned by an old fellow who is doing business—or rather try- ing to—on the same methods—or lack of methods—as obtained fifty years ago when he first learned to use a pair of tinners’ shears. His stock is mixed up; you have trouble in getting what you want. He is crabby; his clerk and partner are unaccommodating. He blames everybody for not trading with him. He is as unprogressive as if he had lived all his life on an island in the ocean without any civilizing inflnences around him. Although he is not more than a couple of hours’ journey from Chicago, he has only been there a few times—and not to see how any- one else did business. He has really missed his calling. He .ought to be a grave digger, for his appearance and the expression in his face is enough to freeze out any feeling of cordiality which a visitor to his place might have. When people buy from him it is simply because they can’t find what they want in any other store. He is a detriment to himself, to the other retailers and to the town. Happily he is not a typical hardware dealer. If he were the mail order houses would have altogether too easy a time making profits. I had business in his town and in due course stopped into his store. I was not a traveling man, had nothing to sell, but possibly my general ap- pearance gave him the impression that may be I was one of “those smart city chaps whose business it was to load retailers up with a lot of new-fangled stuff that wouldn’t sell.” At any rate, whatever he thought I was or wanted, he let me _ stand around for quite a while before he gave me an opportunity to tell my errand. And it was fortunate in a way that he did, for while I waited an incident happened which showed plainly how so many stores miss op- portunities for good business with their resulting profits. An elderly woman entered and asked for a stove pipe, cut to a special length. The old fellow wait- ed on her and while he was cutting the pipe she looked around and notic- ed a stove on the floor. When the pipe was brought to her she asked the price of the stove and on being told remarked that it was too bad she hadn’t known of this, as she had just bought one like it—the same brand, the same style, the same size and she had paid $3.50 more to the mail order house in Chicago than the hardware man had asked. After she left I finally got the old fellow’s ear and secured the informa- tion I sought, When he found out that I didn’t want to sell him any- thing he became quite cordial for a man of his make-up, commencing to tell his troubles. The mail order houses were cut- ting into his trade something awful, he said; their big catalogues were full of lies setting the local retailer up as. a robber and highway man who ex- acted exorbitant prices from his cus- tomers. “Take this woman who was just in,’ said he. ‘They claim that their price is ever so much lower on stoves than mine, but you heard yourself that she paid them $3.50, besides the freight, and had to buy a special piece of pipe which I would have furnished free of charge, if she had bought the stove of me, to say noth- ing about setting it up, which she had to do herself.” “Well, said I, “why didn’t you let her know that you had just the stove she wanted?” “How should I know that she wanted to buy a stove? She never said anything to me about it.” “Neither did the mail order house know, but the man who looks after those things in the mail order house knows that every fall a certain per- centage of the homes in any com- munity will be equipped with new stoves, so in order to make sure of getting his message to the right one he sends his advertisement to every one in the community—and he not only says that his new stock of stoves is on hand, but he goes to the trouble of telling about them—how well they will bake, how carefully they are made, how long they will last, how little fuel they will burn, and all the other features that a woman is likely to be interested in; he prints a picture of the stove alongside of the description, so that the housewife may form a fairly good idea of its fine appearance; and he finishes by telling her just how little she can buy that stove for. “She read the attractive descrip- feel ‘sore’ at you, because in a way you made her spend nearly four dol- than yours. So as long as you didn’t tell her anything to the contrary and prove your case she naturally sent away for the stove which you might have sold her. “She has a very good reason to feel ‘sore’ at yau, because in a way you made her sepnd nearly four dol- lars more than she could have got it for.” But it was really useless to talk with the old fellow. He simply wouldn't see. He had gotten himselt into such a rut that he couldn’t change. He will never become a real merchant. He is too old for that. My only object in telling this actual occurrence is to show the inevitable result of the failure of some retailers to apply to their own business the methods by which other concerns selling to the same class of people, selling the same grade of merchan- dise, at the same price or even high- er, under the same conditions—have grown prosperous and successful. A. George Pederson. —2.-2-——__ Says Brooms Will Be No Lower. Hillsdale, Sept. 24—On account of the extreme and peculiar conditions which confront the broom manufac- turers at this time, it is necessary to make this further announcement to you. First, There is the smallest amount of raw material in sight ever known at this period of the year. All ma- terials necessary to the making of brooms are to be taken into consid- eration. Second. Prices for broom corn are almost prohibitive, with handles, wire, nails, and similar requisites on the prohibitive list. The help ques- tion is understood by all alike. If you are looking forward to a time when your broom requirements must be taken into consideration; if you are expecting such to be prompt- ly taken care of and at a much less price than now, you are going to be disappointed on the entire proposi- tion. Shipments will be slow and not frequent. Prices will advance in tune with raw materials, and if you expect brooms for winter use at prices that will not stagger, place your orders at your earliest con- venience and avoid the necessary de- lays of embargoes, etc., which will be in force as soon as coal and other winter commodities are on the move. E. E. Holdridge. Cowards. That incorrigible bachelor, George Ade, said dismally at a wedding breakfast the other day: “The single man is worse off than the married man.” The ladies applauded warmly. “Yes,” Mr. Ade explained, “for the married man fears only one woman, while the single man fears them all.” AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers' Theatre Bldg., Grand Rapids, Mich. 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 Tequirements, giving kind machine and size platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio HARNESS 9U8 OWN MaKe Hand or Machine Made Out of No. 1 Oak leather. We guarantee them absolutely satisfactory. If your dealer does not handle them, write direct to us. SHERWOOD HALL CO.. LTD. Tonia Ave. and Louis St. Grand Rapids, Michigan Foster, Stevens & Co. Wholesale Hardware ot 157-159 Monroe Ave. —:: Grand Rapids, Mich. 151 to 161 Louis N. W. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. ical eenis sii nniain September 25, 1918 Do Not Waste Your Profits in Bad Debts. Written for the Tradesman. The tendency among merchants in these times of stress is to look more closely after credits and as far as possible to sell for cash and cash only. The advent in the grocery trade of the cash-and-carry store is a symptom of this tendency; and the trend of the times is in the direction of more drastic measures to eliminate that bane of all merchants, the pro- fessional dead-beat. Merchants as a rule are not hard- hearted or close-fisted. On the con- trary, they are often too good- natured and generous for their own good. The easy-going merchant who assures his dilatory customer that “I don’t need the money—any time will do” is responsible for a good share.of the bad debts incurred in America every year. Fortunately, this merchant is awak- ening to the fact that in the matter of credits it is usually “kind to be cruel and cruel to be kind.” Irresist- ibly necessity is compelling him to be firm and business-like in his deal- ings with credit customers. He is coming to realize the indisputable fact, that the greatest blessing that can come to.some people is to be taught to meet their obligations on the dot, and, more than that, to pay cash for their everyday running ex- penses. Even at that, I doubt if any mer- chant would harass a debtor who was unable to pay his bill through illness, accident or other misfortune. Merchants as I have known them are not built on the Shylock principle. But every merchant can do his cus- tomers—and incidentally himself—a whole lot of good by seeing that his accounts are presented at the end of every month, and paid as regularly as the clock. For good business methods or bad business methods are largely the out- come of training of just this sort. The man who feels that he can post- pone payment of this or that little bill will get into the habit of spend- ing his money for luxuries and charging the necessaries of life. Next thing, he will get behind. While the man who realizes that his bills must be paid when they fall due simply finds the money and pays them, and learns to live within his means. I noticed a striking instance of that sort not long ago. A young married man living in his home town got sev- eral hundred dollars in debt. He bought on credit, his wife bought on credit, they bought everything they took a fancy to. Eventually the busi- ness which employed him failed. He borrowed on his insurance to clear up his obligations, and moved to an- other city where no one knew him. He got a job there. He couldn't, however, get credit. Neither could his wife. They simply had to pay spot cash, and that out of wages much less than the man had been getting. Yet to-day that man hasn’t a debt. He has paid his way, and has man- aged to put a little: money into each of three liberty loans, and is looking MICHIGAN TRADESMAN forward to the fourth without mis- givings. This just illustrates the basic fact, that a man with the right stuff in him can always do what he has to do. It is a peculiar circumstance, also, that the same man will often meet one obligation and disregard another. I know a man who has stood off his grocer for six weeks and his hard- ware dealer for six months and his doctor for close to six years. Yet if he has a note in the bank, he never fails to meet it. This type of man is familiar to many merchants. The psychology which actuates him actu. ates most individuals in greater or less degree. Therein lies the value of the trade acceptance. Here are some pointers an experi- enced merchant has to offer. First, never suggest credit. Rather, suggest cash and let the customer make the first suggestion regarding credit. Instead of saying, “Shall I charge it?” say instead, “That is $5.15.” This puts it up to the customer to ask for credit, Credit thereby be- comes, not a right, but a favor. When credit is asked, have a defi- nite understanding with the customer as to when an account is to be paid. If your customer is a stranger, you have a right to know where he lives, where he works, and how often he is paid. You say, “If I ask that sort of questions, I will drive away trade.” Yet there are plenty of merchants who ask that sort of questions every day, and not merely hold trade, but keep their books clear of bad debts. It’s all a matter of tact. A tactless man isn’t cut out to be a merchant. If he is superlatively tactless, he might qualify as a Teuton diplomat. Use tact, and you'll get your in- formation and keep your customer— if he’s worth keeping. Then, when the account comes due, render it promptly. In the old days the typi- cal merchant waited until he had a big draft to meet, and then scouted around with a sheaf of accounts big enough to choke a giraffe. When he had collected enough money to cover the draft, he quit collecting, and left the rest of his debtors alone until an- other draft came along. The modern merchant renders his accounts at least monthly, and promptly at the first of the month. If an account is not paid within a few days, usually he gets after it. Many merchants render their accounts month after month. That simple process is often singularly effective. For many people, the reappearance, regular as the calendar, of an account from a certain merchant will ulti- mately not merely force payment—to get rid of the account—but sicken the customer of credit buying. However, it does not pay to trust to this process in all cases. With the honest man it is effective. With the man inclined to be a bit slippery, it is not enough. The latter type of customer needs personal attention. Send a more forceful dunner. Use a follow up system. Use the tele- phone. See him personally. Use a bad debt collector, or a lawyer. Ifa man is honest, trust him. If a man is unfortunate, be kind. But if a man is slippery, don’t trifle—go right af- ter your money. The _ customer whose dilatory methods require so much work to collect an account that his business involves actual loss, is not worth having. Cash business is always preferable. It is the clear-cut, profitable kind of business. But well selected credit business is worth having, for the mer- chant who feels himself able to carry’ his customers. The great essentia} in handling credit customers to ad- vantage is tactful firmness. Never lose sight of the fact that credit ~is a favor to the customer, not a right; and that payment of an account when it falls due is a duty performed by the customer, not a favor granted by him, Victor Lauriston. Soldiers Get More Pork To Save Beef. Fresh pork twice in every 10 days in lieu of fresh beef will be incorpo- rated in the ration of the soldiers of the American Army within nental United States. In making this announcement the War Department says the expedient is only a tempor- ary one, and the action is to be taken for a period sufficiently long to per- mit the supply of fresh beef to re- sume normality. It will mean a large saving in fresh beef, for the substitu- tion will make pork 20 per cent. of the soldiers’ fresh-meat ration. The business man who allows a bad habit of any kind to fasten its clutches upon helping his enemy just that much. Michigan State Normal College YPSILANTI MICHIGAN Courses in preparation for all types of school teachers from Kindergarten to High School, inclusive. Special courses in Music, Drawing, Household Arts and Physi- cal Education. Fall Term Classification September 27 and 28, 1918 Write for Bulletin. Cc. P. STEIMLE, Secretary-Registrar. him is ‘Sand Lime Brick Nothing as Durable «Nothing as Fireproof Makes Structures Beautiful N 8 . fe R o 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 conti-~ Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 $3.50 $3.50 To Chicago Monday, Wednesday, Friday From Chicago Tuesday, Thursday and Saturday Nights. Boat car leaves Muskegon Interurban Station 7:30 P. M. Your Freight Business Solicited. Following Morning Delivery. Tickets sold to all points. Goadsics | Muskegon ee GOOD RICH Interurban St = | N F Station Powers @ Li mB 156 Ottawa Theater OCA TARY Ave. 8. ge. ff } " CHICAGO, SEEDS WANTED ALSIKE CLOVER MAMMOTH CLOVER, RED CLOVER SPRING RYE, ROSEN RYE RED ROCK WHEAT, FIELD PEAS The Albert Dickinson Company SEED MERCHANTS tot ILLINOIS September 25, 1918 uni UC ; svg CODY HOTEL GRAND RAPIDS i t bath RATES i sido un wits bath CAFETERIA IN CONNECTION Corner Store For Rent Corner store in well-established hotel. Suit- able for cigar, soft drink and drug trade. Will turn over established cigar trade to tenant. MERTENS HOTEL, Grand Rapids, Mich. Grand Council of Michigan U. C. T. aa Counselor—W.. T. Ballamy, Bay y. Grand Junior Counselor—C. C. Stark- weather, Detroit. Grand Past Counselor—John A. Hach, Coldwater. Grand Secretary—M. Heuman, Jackson. Grand Treasurer—Lou J. Burch, De- troit. ‘ Grand Conductor—H. D. Ranney, Sag- naw. Grand Page—A. W, Stevenson, Mus- kegon. Grand Sentinel—H. D. Bullen, Lansing. — Chaplain—J. H. Belknap, Bay The “Personal Touch” Forced: on the Salesman. “One of the traveler’s joys on the road is that of contributing to the support of hotel and railway help,” observed a veteran as he relaxed in a big easy chair. “This personai touch by employes tends to keep the traveler from lapsing into that state of depression where he feels that away from home no one is especially interested in him. “The amount of money a traveling salesman dispenses in this way in the course of a season is, of course, a mere bagatelle—possibly the price of a couple of suits of clothing for him- self, or a swell gown for his wife, but it is, perhaps, all he can afford. in view of other responsibilities. “The process of this disbursement is much the same in the case of each traveler. You arrive in town, let us say, in a parlor car. Before leaving the car you bestow some fractional currency upon ‘George’ as a token of esteem and evidence of your appreci- ation of perfunctory service at his hands which the unsophisticated per- son might think properly belonged to the duties for which he is supposed to draw a salary. “For anything you know, the bus man who drives you from the station to the hotel may have seen better days and is proud-spirited, therefore you control your feelings and re- frain, through fear of giving offense, from offering him anything beyond the regular fare. You can have no such sentiment with respect to the smiling bellboy who relieves you of your grip in the lobby and shows you to your room. There, with a devo- tion to your comfort that is truly ‘touching,’ he proceeds to open the windows, whether it be 90 in the shade or 10 below zero, keeping his eye on you over his shouder as he fusses about anxious to be off as soon as you produce the expected coin. “You have left your checks with the clerk, so as to have your trunk sent up on arrival. This brings a visit from the head porter, asking for more exact information, as though the clerk was not wholly to be trusted in the matter. His courtesy and solicitude are, of course, not to go unrewarded. After a more or less interval, his place is taken by a second porter. If the first was anxious to please, this one is even more so, asking you if you want the tables draped to the floor, and so on. It would be a shame not to ‘force’ a small piece of money on him. “You perhaps get a rest from going down into your pocket until the arri- val of your first customer. This calls for some such little amenity as order- ing cigars or refreshments sent up. For the sake of the looks of the thing before your customer, if for no other reason, you see to it that ‘George’ gets something out of the trip besides the exercise. There may be repeat orders of same nature as customers drop in. “Throughout the day, in your own room, in the dining-room, and else- where, smali donations for service keep dropping from your hand. Your last act before going to bed, after leaving your morning call, is to slip a dime to the affable lad in uniform who brings up the ice-water. How could you expect pleasant dreams if you saw him leave with a reproach- ful look on his face? “In the morning, when it comes to making the getaway, a zealous porter grabs your grip and escorts you to the waiting taxi. Here he bids you a jolly goodbye. As he swings you your grip with one hand, you are ex- pected to have something ready to place in the palm of the other. * At the station the taxi-driver tells you by his manner, if not by words, that he feels he ought to have a little something on the side for getting you there safely. “The final object of your attentions is the baggage man. He is found to be a very busy person, and he has grave doubts about being able to get your trunk on the train. Out of sym- pathy for his hard life, you hand him a 25 cent piece. This seems to have a magical effect in enabling him to locate your trunk promptly—and it gets on the train all right. “Thus with the traveling salesman the merry round of tipping goes on day after day. The opportunity to dif- fuse sunshine in the lives of hotel and railway help, by such means, is one of the reasons why he is so glad to get out on the road again when the vaca- tion season ends.” — >> The individual who is always tell- ing what a mean old place his home town or City is to live in is usually the last one to give or to do freely to make it better. 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 33 Michigan Automobile Insurance #22 2holue If you insure with an “‘old fine’’ company you pay 33'//3% more than we charge. Consult us for rates INTER-INSURANCE EXCHANGE of the MICHIGAN AUTOMOBILE OWNERS 221 Houseman Bidg., Grand Rapids, Mich. 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 See 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) . CONNECTING Boat Train én THE BOAT Leaves Grand Rapids Station Rear Pantlind Hotel EVERY NIGHT AT 9 P.M. Special Sales John L. Lynch Sales Co. No. 28 So Ionia Ave. Grand Rapids, Michigan OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon t-3 Michigan HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Plan, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch ltoom COURTESY SERVICE VALUE 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 MORTON HOUSE GRAND RAPIDS Se 75c Per Day Se $1.00 Per Day .. $1.50 and $2.00 Per Day Two persons in a room 50c per day extra. 00 Rooms at........ es 50 Rooms at............. 00 Rooms at............. Special rates by the week. September 25, 1918 Activities In Michigan Cities. Written for the Tradesman. Alma’s fire department has applied for $1,300 worth of the fourth issue of Liberty bonds. Muskegon’s _ school enrollment shows an increase of 514 over last year and provision must be made for more buildings. The dredging of Manistee harbor channel has been completed and the river now has a depth of 20 feet. When the breakwater is finished Man- istee will have one of the best har- bors on the lakes. The Menominee Common Council has voted $4,000 for recreation pur- poses, to be spent under the direction of a social service commission, ac- cording to plans of the Playground and Recreation Association of Amer- ica, Columbus day will be celebrated Sunday, October 13, in Muskegon with music, a big parade, speeches and other doings. Freight offices of the Pere Mar- quette and the Ann Arbor railroads at Alma have been consolidated and business will be done at the new freight house of the P. M. on State street. A U.S. free employment office has been opened at Bay City, to continue during the war. The Pere Marquette depot at Ionia has been closed and passenger busi- ness for the two roads is now handled at the Grand Trunk station. The Grand Trunk freight depot in that city has been closed and all freight trafic is now handled at the Pere Marquette depot. For the first time women clerks are being employed in the offices at Jackson prison. Benton Harbor now has a United States employment bureau. The postmasters of Michigan will hold a conference in Muskegon, Oct. 17 and will take up the various prob- lems growing out of the war. Hastings needs better fire protéc- tion and the Common Council has voted a second time to purchase a fire truck, only to find that the in- junction secured several months ago still blocks such action. An issue of bonds to buy a truck will probably be voted on in November. Representatives of the United States Housing Corporation are again in Muskegon to hasten the work of building houses for war workers. Almond Griffen. —_2---—___ Sparks From the Electric City. Muskegon, Sept. 24—The Piston Ring Co. claims to be making 1,000,- 000 rings per month. Yiou cannot expect a fellow to use capitals in the proper place when the only one he cares about is I. The Government has purchased 85 acres near Muskegon and will soon start to build about 360 homes. [t expects to eventually spend $900,000, which will add greatly to our present shortage of homes. Some men have, as they say, as much publicity as Newberry and yet they rattle more like a ford to us. The Muskegon Bjattery Co. has closed out its business, as both part- ners have gone.to war. The Huntley Machinery Co., which recently came here from Holland, is getting nicely settled in its new MICHIGAN TRADESMAN quarters on Webster street and re- ports business very good. About the only substitute we need fear in this country is a substitute for Americanism. Probably the reasons why Grand Rapids’ most popular street received the name it did is because Indian names were not popular; besides the constitution provides that cruel and unjust punishment shall not be in- flicted. The Pellston Hotel is soon to be closed, according to Mrs. Campbell, as she expects to join her husband in Detroit in the near future. This is a sad blow to the public, as the Campbells ran a good place. Surely the way of the peddler is getting harder each day. McKee must ‘have thought him- self the key to the whole political situation. E. P. Monroe. ———_+-- Bottom Facts From Booming Boyne ity. Boyne City, Sept, 24—The Farm- er’s Marketing Association has put in a cider mill in its warehouse— formerly the Farm Products Co. plant—and will take care of the ap- ples which are not top notch for marketing. Clarence Dickout, who has been running the First National barber shop for a number of years, has gone to the Marketing Association. His barber business has been taken over by Stanley Holland. Boyne City has now two lawyers in place of six, three doctors in place of seven, and one dentist in place of three. What we are going to do when the new draft goes into effect is a question. Have to settle our own disputes, live so that we are not sick and get the blacksmith to pull our teeth. J. M. Tompkins thinks this a world ‘of vicissitudes. The W. H. White fire moved him out in a very unsystematic manner, and anything unsystematic galls J. M. After the repairs to the office building were completed, he systematically moved back and just got settled in his old- familiar groove when it was decided to move the building, whereupon J. M. was moved, with more or less celerity, but little regard to the amenities of proper high-class audit- ing. A very moving story. Maxy. —_++>___ Topsy-Turvy Markets In Butter. It is hard to teach an old dog new tricks, and although ‘Government war-time regulation may have tem- porarily checked the operation of the law of supply and demand as an arbiter of price making, it will prob- ably resume work as soon as restraint is removed. The following story of the butter trade is told by the “Pro- duce Review” as an evidence of the fact: “A buyer came into our store this morning and enquired for a certain grade of butter. I showed him a lot that we had on hand rather more than a week, and I thought I would see what the butter could be sold for strictly on the merits of quality. I named a price of 51 cents. The buy- er became interested at once, and said he would look farther into the lot, which he did, and was so well pleased that he bought it. The cir- cumstance amused me so that I burst out laughing, and I said to the buyer the butter is yours, but the price is 47%4 cents, as I cannot charge you any more—that is the limit of profit that I am allowed to make. “This is only one instance out of scores that have come under my per- sonal observation during the past week. A broker told me that he sold extra creamery one day at a certain price, and the next day paid more money for seconds. Frequently re- ceivers have sold butter at a price, and on looking up the cost have had to send a revised sales ticket or in- voice. With the market changing al- most every day it has been extremely difficult to keep the maximum limit of profit always in mind. “And what is true of wholesale transactions is equally true of the re- tail trade. A representative of one of the large chain stores told me their retail price was 53 cents and it would have to remain there for some time as they had stock on hand at so low a cost that they could not charge more. That price is quite general at present in the chain stores of Greater New York, only a few selling at 55 cents, which is below the wholesale market for that class of goods.” —— +2. Pooling of Tin. To prevent war profiteering in tin an interallied pooling agreement has been perfected by the United States, Great Britain, France and Italy. The plan of distribution agreed upon al- lots to the United States an annual quota of 80,000 tons of pig tin, two- thirds of the entire production of the world. The distribution of this al- lowance will be supervised by the War Industries Board, All importa- tions of pig tin, tin ores and concen- trates will be consigned to the Amer- ican Iron and Steel Institute. This will receive, pay for, and distribute the metal to the industry through the United States Steel Products Com- pany. The price will be regulated by the War Industries Board, with one uniform price for all consumers o/ ten tons or over and another uniform price for users of less than ten tons. It is probable also that users and dealers will be licensed. —_22.___ There is one form of reparation, in the strict sense, which Belgium will not accept from Germany. It was symbolized in a touching ceremony which took place at Havre on August 26 last. This was the first meeting of the committee of neutral and Allied nations for the restoration of the Li- brary of Louvain. The day was the fourth anniversary of the destruction of the Library by the Germans, and the event took its meaning largely from the circumstance that at the moment the Allies were rolling back the German armies to ultimate defeat. There were present representatives from the universities of Belgium, France, the United States, Switzer- land, and Spain. One of the speakers recalled that Germany had made an offer of amends in the form of a pro- posal to reconstruct Louvain Univer- sity and its library. “But Belgium has no gifts to take at the hands of Germany: Germany has no benevo- lences to confer on Belgium.” Expia- tion must come in another way. And Henri Bergson declared that over the doorway of the restored Library he would have the words engraved: “Here a crime was committed against human thought: with a gesture the world wiped it out.” Hoover Says Packers Profits Are Small. In view of the drastic recommenda- tions of the Federal Trade Commis- sion regarding the handling of the big Chicago packing houses, and the persistent rumors that Mr. Hoover is strenuously opposing any such meas- ures of remedy, it is interesting to note what Mr. Hoover told his British food conferers during his recent visit there. Mr. Hoover plainly stated his gratification with the way the Ameri- can packers were participating in the great task of the hour, according to the food authorities in England. Sir William Goode, liaison officer of the Ministry of Food with the United States, was interviewed re- cently as to the rise in meat prices and its relation to the American meat packers. “I have quite recently dis- cussed this matter thoroughly with Mr. Hoover,” he said, “who stated that ever since last October—that is, soon after the American Food Ad- ministration was legalized by Con- gress—regulations have been imposed upon the meat packing industry which limit the profits of the larger packers to considerably less than one half- penny per pound upon their animal products. “Mr. Hoover pointed out that even in cases where the maximum profit is obtained by the American packers it is less than the packing profits al- lowed under the regulations controll- ing most of the European animal products. It is also well to remem- ber that the increase in the cost of ocean transport on these food sup- plies amounts to several times the profit per pound allowed to the Amer- ican packer by the United States Food Administration. Thanks to the control exercised by Mr. Hoover, all the Allies purchase their meat on the same terms as those paid by the American army and the American consumer. “The control of such a large and centralized industry as the American packers is a problem of intense com- plexity, and one of constant anxiety to the American Government; but as Mr. Hoover emphasized, the prob- lems involved are at the moment al- most solely of domestic interest to the United States, because, even if drastic legislation were substituted, as was recommended in the recent report of the United States Federal Trade Commission, for the existing methods of food administration con- trol, it would not be likely to reduce the price of meat products by an amount that would be appreciable to any European consumer. This is due to the smallness of the margins of profit on which the packers by vast turnover are able to transact their operations. In Mr. Hoover’s judgment the reasons for the high cost of meat products from the United States are simply the additional cost of produc- tion to the American farmers and the additional cost of transportation.” +--+ The merchant who complains about hard times always advertises the fact that business is rotten in his store. We never complain about hard times unless they affect us, MICHIGAN TRADESMAN fi ef HY. = yaqeveSs UGS “° DRUGGISTS SU 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 eee Associa- t on. President—J. H. Webster, Detroit. Secretary—F. J. Wheaton, Jackson. Treasurer—F. B. Drolet, Kalamazoo. Michigan Pharmaceutical Travelers’ As- sociation. President—W. E. Columns, Detroit. Secretary and Treasurer—Walter §8. Lawton, Grand Rapids. Several Formulas for Face Powders. If a flesh colored powder is desired, carmine is employed as the coloring agent. A so-called pink powder is more reddish than the flesh-colored and more carmine may be used, or also Armenian bole. Sometimes a brunette powder is desired and then burnt umber or sienna is used as the coloring agent; cream powder is pre- pared by the use of cadmium or chrome yellow (lead chromate), a trace of carmine being added some- times; a rachel tint is imparted by means of powdered turmeric or yel- low ochre. In the formulas given be- low, no coloring agents are mention- ed, being intended that these should be added only as desired. Face powders containing talc as the principal ingredient possess the great disadvantage of producing a “shine or gloss.” The following for- mulas show the composition: Velour Face Powder. aim Starch . 5... 6.5 200 Gm. Oe 2.2... 50 Gm. Magnesium Carbonate .. 20 Gm. Perfume, a sufficient quantity. Poudre La Mexicana. Precipitated Chalk ..... 100 Gm. Com Starch ........... 50 Gm. Wheat Starch .......... 100 Gm. Male 230: 30 Gm. Perfume, a sufficient quantity. Perborate Face Powder. Me es 94 Gm. Sodium Perborate ....... 5 Gm. Extract of Violet ........ 1 Gm. To whiten the skin the quantity of sodium perborate can be increased. Fatty Face Powders. Fat in the form of wool-fat is in- troduced into some face powders, ow- ing to dryness of the skin or to pre- vent the latter from becoming dry and scaly. The fat imparts to the powder a desirable smoothness, in- creases the power of adherence to the skin, and helps to preserve the latter in a smooth and supple condition. To prepare such a powder anhy- drous wool-fat is dissolved in some volatile solvent like ether or chloro- form, this solution is rapidly and in- timately mixed with the powdery in- gredients, the mixture is spread out and exposed to the air until all the solvent has vaporized and the residue triturated with the remaining ingred- ients of the face powder. Anhydrous wool-fat is soluble in two parts of ether and it has been suggested that this solution be mixed intimately with enough magnesium carbonate to make up three times the weight of the wool-fat originally employed. —_ 2 Convenient Service to Doctors. Monthly records of all prescrip- tions issued by physicians together with the value of each prescription and its number has proven a very de- sirable feature of the service offered by the Cardinal Drug Store at Mus- kogee, Oklahoma. These three stores, which constitute some of the best drug establishments in the city, have been doing. this for some time, and find that it is an excellent meth- od of giving the physician an accur- ate account of just what business he has done with these stores during the month. Incidentally, it gives the store an accurate tab on whether or not the doctor is giving them the better part of his business. The idea is simple enough. When- ever a doctor sends in a prescription its number and ,his name are care- fully noted down, as is the case everywhere. But each physician’s prescriptions are kept separate here, and at the end of each month he is sent a neat little slip with a complete list of each one of his prescriptions, just when each one was issued, what its number was, and how much was charged for it. This not only furnishes the physi- cian with a record of his business with this store, but it gives him an idea of how many prescriptions he has issued during the past month, and what their value was. Many phy- sicians who do business with this store have found this method so use- ful that they do not keep any other account of ,their prescriptions, know- ing that this is absolutely accurate in all respects. This cannot be called “soliciting business” from the doctors because the stores only do it after a physician has given them his busi- ness; but just the same it creates a favorable impression with the doc- tor, and there is no special reason why he should not keep on doing business with a firm as accommodat- ing as all this. The Cardinal stores have found this about the best sys- tem of keeping accurate track of pre- scriptions and at the same time doing the doctors a favor. ——_7+ 2 _What puzzles a small boy is how his mother can wear such a hot slip- per. Preparations for the Nails. To prepare the nails for manicur- ing, a solution of hydrogen peroxide may be used. If the nails are gently rubbed with a soft cloth dipped in the solution, and then washed with water, they may be readily mani- cured. Nail Polishes. French chalk is frequently employ- ed for this purpose, or a heavy vari- ety of precipitated chalk tinted with a little Armenian bole or carmine. It may be perfumed, if desired, with otto of roses or geranium oil. Oxide of tin diluted with twice its weight of chalk is also used as a nail ‘polish. Equal parts of precipitated silica and prepared chalk form an_ excellent polisher. Finger-Nail Polishing Powder. Powdered Tin Oleate ...1 oz. Carmine: 2.06.65 .0 6. 1 scruple. Putty Powder .........: 7 Oz. Otte Rese .2222....2... 8 minims. Ov Nero: 3.2.5... 0. 5 minims. Triturate carefully together. Nail Ointment. White Petrolatum .......... 4 oz. White Castile Soap, powder..% oz. Oil Bergamot or other periime 6020 00. ie sufficient. This is used for softening the nails, curing hangnails, etc. It is to applied at night, the fingers being covered with gloves. Wax Polish for the Nails. Pest ee 10 gers. White Wax .:.. 5.227225; 30 ers. Spermacett: ........5 6.5.3: 30 ers. White Petrolatum ........ 410 grs. The important point in the manu- September 25, 1918 facture of pastes of this kind is to have the anilin dye in the finest pos- sible state of subdivision. It would be best, perhaps, to dissolve the dye in a little alcohol, and incorporate the solution with the melted petrolatum. Orange Flower Skin Food (Cuti- cle Cream). White Wax 23. 00... 2 oz. Soetmaceh 620. i. eos 2 oz, Coeoantit Oi .5....:.... 2... 4 oz. Wool-fat, Hydrous ......... 4 oz. Sweet Almond Oil .......... 8 oz. Orange Flower Water ...... 4 Oz. Tincture Benzoin .......... 12 oz. Melt the wax and spermaceti at a gentle heat, add the oils and wool-fat, continue the heat until all are melted, then add the water and tincture, and stir vigorously until congealed and of a creamy consistence. Chocolates Package Goods of Paramount Quality and Artistic. Design 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 September 25, 1918 MICHIGAN TRADESMAN BANKRUPTCY MATTERS. Proceedings in the Western District of Michigan. Grand Rapids, Sept. 283—Harry M. Sibley, a grocer of Muskegon, has filed a voluntary petition in bankruptcy. The adjudication has been made and the matter referred to Referee Corwin. A first meeting of creditors has been called for October 3, at which time creditors should appear and prove their claims. The schedules of the bankrupt show the following: Liabilities amounting to $288.46 and assets amounting to $1,654.38, which sum includes stock in trade valued at $484.50, household goods, etc., $175, per- sonal property, $75, debts due on open accounts, $631.42, and unliquidated claims of $288.46 and out of which sum the bank claims as exempt the household goods and certain stock in trade, totaling $484.50. Following are the creditors listed by the bankrupt: Hume Grocer Co., Muskegon ...... $ 85.67 Reid Murdock & Co., Chicago .. 60.00 Burns Soap Co., Grand Rapids .. 26.25 Dunkirk Seed Co., Dunkirk, N .Y. 8.00 H. J. Heinz Co., Detroit .......... 16.25 Moore Co., Temperance ........... Hesper Bros. Baking Co., Muskegon 17.38 7 Schillaci & Co., Muskegon .... 20.14 National Biscuit Co., Muskegon .. 15.86 Peoples Milling Co., Muskegon .... 37.86 Hekman Biscuit, Grand Rapids 31.69 Francis Jiroch, Muskegon ........ 19.79 H. A. Franke, Muskegon ......... 34.00 E. J. Beukema, Muskegon ........ 16.67 J. W. Karn Candy Co., Muskegon 2.95 J. S. Shepard, Muskegon ........ 40.50 5S. Steindler, Muskegon .......... Hasper Bros. Baking Co., Muskegon 12.55 Swift & Company, Muskegon .... 32.50 William Mulder, Muskegon ........ 16.44 Moulton Grocer Co., Muskegon .... 29.59 Bour Company, Toledo, O. ....... 24.42 Liberty Root, Muskegon .......... 14.32 S. W. Jager, Muskegon .......... 3.80 KR. PThyde, Muskegon... ..,,.. | 30.00 In the matter of Snellink & Son, bank- rupt, Grand Rapids, a sale was had on Sept. 23 and the assets, consisting of a stock of meats and a few staple gro- ceries, were sold to the Grand Rapids Store Fixtures Co. for $125. was immediately confirmed. In the matter of John Hauser, bank- rupt, Grand Rapids, the first meeting of creditors has been held. There are no assets in this estate. No trustee was ap- pointed and the estate will be closed at the expiration of 20 days. _in the matter of the Kent State Garage, bankrupt, Grand Rapids, a spe- cial meeting of creditors was held. The first report and account of the trustee was approved and allowed. An order for distribution was entered directing the payment of certain administration expenses and a first divid 5 sod end of 5 per ee The Limit. “I’ve heard that old Closefist is the town’s champion tightwad,” -com- mented the stranger. “He certainly is,” answered the native. “Why, he is so stingy that he has been loafing in the drug store for the last two days, hoping that the odor of the drugs will cure his cold.” —~+---.___ Ma on the Job. “Pa,” said little Willie, “what’s an echo?” “An echo, my son,” answered Pa, casting a mean side glance at little Willie’s Ma, “is the only thing on earth that can cheat a woman out of the last word.” “Another definition of an_ echo, Willie,” observed Ma, “is a man who goes to old patent-medicine alma- nacs for his alleged wit.” And then nobody said any more words but Willie, whose infant mind was naturally confused by all this persiflage. ———_> >> —_____ Shampoo Liquid Without Ammonia. The following yields a preparation that gives a good lather and that is cheap: Castile Soap, White ........ 2 ozs. Potassium Carbonate ....... 2 drs. Borax oe eas 2 drs. PICODGL ea, 2 ozs. Dissolve the soap, in the form of thin shavings, in a pint and a half of water, by the aid of heat; then add the potassium carbonate and borax, both in powder and dissolve. Dis- solve the perfumed oil in the alcohol, and add to the other liquid. Finally add enough soft water to make 32 ounces. The sale ° PHOENIX Ice Machines enjoy a prestige won through sheer merit. Wherever refrigerating equipment is known, the quality of Phoenix is admit- tedly the highest. Everyone interested in the all impor- ' tant subject of low cost efficient refrig- eration should send for our new catalog describing Phoenix Ice Machines in de- tail. THE PHOENIX ICE MACHINE Co. 2702 Church St. Cleveland, Ohio 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 27 Prices quoted are nominal, based on market the day 01 issue Acids Cubebs ...... ao - Capsicum ....... @2 15 i i 1 95 WHigeron ........ 00 m Cardamon ...... @2 10 Pein eon : 4 25 Eucalyptus 1 25@1 85 Cardamon, Comp. @1 6v Carbolic .......e. 67@ 70 Hemlock, pure 2 00@2 25 Catechu ........ @1 60 Giles. 110@1 15 Juniper Berries 17 60@17 75 Cinchona ........ W2 3d Muriatic ........ 8%@ 5 Juniper Wood ..2 75@3 00 Colchicum ...... @2 40 Nitric ......... 10%@ 15 Lard, extra .... 1 95@2 00 Cubebs ......... @2 35 Ganka 2. ..-. 58@ 60 Lard, No. 1.... 1 85@2 00 Digitalis ........ @1 90 Sulphuric ....... 3%@ 5 Lavender Flow. 7 25@7 50 Gentian ......... @1 50 Vartarie sess 112@1 20 Lavender, Gar’n 1 256@1 40 Ginger .......... @2 00 DiGQWON yc ic cac 2 25@2 60 Guaiac .......... @1 90 Ammonia Linseed, boiled, bbl. @2 07 Guaiac, Ammon. @1 8v Water, 26 deg. ....12@ 20 Linseed, bld less 2 17@2 22 Iodine .......... @1 50 Water, 18 deg. ..10%@ 18 Linseed, raw, bbl. @2 05 lodine, Colorless @1 75 Water, 14 deg. .. 9% 17. Linseed raw less 2 15@2 20 Iron, clo. ........ @1 60 Carbonate ....... 19 25 etapa ~_, OZ. + - — Giecn se cete. @1 65 : i Gran. 30 35 Mustard, arti OZ. Oot in... @2 50 Chere $ ) @ Neatsfoot ...... 1 80@1 95 Nux Vomica . @1 75 Balsams Olive, pee -» 10 00@10 50 Opium .......... @9 00 Copaiba ....... 1 40@1 65 Olive, Malaga, Opium, Camph. @1 35 co (Canada) .. 1 25@1 50 yellow ....... 7 59@8 00 Opium, Deodorz’d @9 50 bir (Oregon) 40@ 50 Clive, Malaga, FERUBOID: ie ceccs @1 68 Peru .......++- 4 75@5 00 green 2.2. s... 7 50@8 00 LUI cocesee «see 1 75@2 00 Se ee: 3 a = Paints rig: , Barks Origanum, com’! @ 7 i 7 — statis Cassia (ordinary) 35@ 40 Pennyroyal 2 50@3 75 je8e. white 7 14@14% Cassia (Saigon) 99@100 Peppermint 6 50q@E 75 ~ORd, waite oll li@its Elm (powd. 35c) 30@ 35 Rose, pure ... 30 00@32 00 Ochre, yellow bbl. @ 1% Sassatras (pow. 40c) @ 35 Soap Cut (powd.) BUC sacra a eeees 26@ 30 Berries Cubeb .......... 1 60@1 70 BMIBN cicecceceee @ 60 Juniper .......... 12@ 18 Prickley Ash .... @ 30 Extracts Licorice ......+.- 60@ 65 Licorice powd. 1 20@1 25 Flowers AINiCA ..ceceses 1 20@1 25 Chamomile (Ger.) 70@ 80 Chamomile Kom. 1 76@2 00 Gums Acacia, 1st ...... 15@ 80 Acacia, 2nd ....-. 65@ 7 Acacia, Sorts .... 40@ 50 Acacia, powdered 6u@ 70 Aloes (Barb. Pow) 30@ 40 Aloes (Cape Pow.) 30@ 35 Aloes (Soc Pow 1 25)@1 20 Asafoetida .... 2 75@38 Pow. @3 00 Camphor ....... 1 56@1 60 Guaiac ......-6s6 @2 00 Guaiac, powdered @2 25 Kind ..ccccccceses 85 Kino, powdered .. @1 00 Myrr @ 8 HE pet esses ns Myrrh, powdered @ Gps seceeee 28 50@29 00 Opium, powd. 30 00@30 50 Opium, gran. 30 00@380 50 Shellac .......... 88@ W Shellac, Bleached 90@ 95 Tragacanth .... 40 Tragacanth powder 3 00 Turpentine ...... 15@ zu Insecticides Arsenic ....... «ee 15@ 20 Blue Vitriol, bbl. .. @11% Blue Vitriol, less 12@ 20 Bordeaux Mix Dry 20@ 25 Hellebore, White powdered ...... 38@ 45 Insect Powder ....40W 60 Lead, Arsenate Po 34@ 44 Lime and Sulphur Solution, gal. .. 20@ 35 Paris Green ... 4844@54% Ice Cream Piper Ice Cream Co., Kalamazoo Bulk Vanilla ......... 95 Bulk Special Flavored 1 00 Brick, Plain .......%;% 1 20 Brick, Fancy ........ 1 60 Leaves Buca: 6.6. cie ks 2 75@3 00 Buchu, powdr’d 3 00@3 25 Sage, bulk ...... 67 70 Sage, % loose ....72@ 78 Sage, powdered .. 55@ 60 Senna, Alex .... 1 40@1 50 Senna, Tinn. .... 40@ 45 Senna, Tinn. pow. 50@ 55 Uva Ursi ........ 45@ 50 Oils Almonds, Bitter, © .seeeee- 18 50@18 75 Almonds, Bitter, artificial ..... 7 00@7 20 Almonds, Sweet, SPUG ccc ek 0@3 75 Almonds, Swe imitation ...... 75@1 00 Amber, crude .. 3 00@3 26 Amber, rectified 3 50@3 75 Anise ......... 00@2 25 ae Bee A boas 2 MUU i cceces CMASIA gaa ct. 4 25@4 50 Castor ......... 3 40@3 65 Cedar Leaf .... 1 75@2 00 Citronella ...... 1 00@1 25 CHOVGS occ ccnus 50@4 75 Cocoanut ....... 0@ 50 Cod Liver ..... . 5 Cotton Seed .... 2 05@2 20 Croton ........ 2 00@2 25 Rosemary Flows 1 75@2 00 Sandalwood, I Sassafras, true 3 00@3 25 Sassafras, artifi'l 75@1 00 Spearmint ..... 6 00@6 25 Sperm oi. +. ss 2 85@3 00 PRBS oot cca e's 5 50@5 75 Tae WBE cnc cas ee 45@_ 60 Turpentine, bbls @ 7% Turpentine, less 80@ 8 Wintergreen, tr. 6 50@6 75 Wintergreen, sweet DIFGH 2.5.5.4 4 50@4 75 Wintergreen, art 1 25@1 50 Wormseed 15 00@15 26 Wormwood 7 b0@7 75 Potassium Bicarbonate .... 1 25@1 30 Bichromate ...... 60@ 70 Bromide ....... 1 68@1 78 Carbonate .....% 1 35@1 45 Chlorate, gran’r 65@ 70 Chlorate, xtal or HOWE, ok cess 60@ 65 Cyanide: 2 ..ceeess 45@ 1 FOGIGS oo ciac es 4 59@4 66 Permanganate 2 75@3 00 Prussiate, yellow @1 75 Prussiate, red 3 75@4 00 pulppate §.......< @1 00 Roots Aimahet ow. se. 3 60@3 75 blooua, powdered 51@_ 55 CAMINUS 26.5 ces. 60@2 50 wilecampane, pwd. 15@ 20 Gentian, powd. 27@ 36 Ginger, African, : powdered ...... 25@ 30 Giger, Jamaica 35@ 40 uinger, Jamaica, puwuereu ...... 22@ 30 Goldenseal, pow. 8 50@9 00 Ipecac, powd. .. 4 75@5 00 LAICOFICE ....ceees 50@ 55 Licorice, powd. 50@ 60 Orris, powdered 40@ 45 Poke, powdered 20@ 25 Rhubarb ........ @1 00 Rhubarb, powd, 1 25@1 50 Rosinweed, powd. 25@ 30 Sarsaparilla, Hond. é SYOUNG os occas 1 00@1 10 Sarsaparilla Mexican, ground 1 00 CRS kevin cvckes 35@ Squills, powdered 45@ 65 Tumeric, powd. 25@ 30 Valerian, powd. @1 00 Seeds BASe 6s ork eke oe 42@ 45 Anise, powdered 47@ 50 BPG, Is. cece cece 13@ 19 Canary esceee 224%@ 30 Caraway ....... 1b@ 80 Cardamon ..... 1 80@2 00 Celery (Powd. 75) 65@ 70 Coriander ....... . 27@ 380 PU oo ce chices is 30@ 35 Fennell ........ 1 00@1 20 TAX cccewsesses 114@ 16 Flax, ground .. 114%@ 16 Foenugreek pow. 22@ 30 GID ceccccsicses S$@ TS Lobelia .......... 40@ 60 Mustard, yellow .. 45@ 50 Mustard, black .. 30@ 35 OO os csceeas @1 Quince ........ 1 50@1 75 TAR uae ck ae uses 5@ 20 Sabadilla ....... @ 35 Sabadilla, powd. 35@ 45 Sunflower ........ 10@ 15 Worm American .. @ 25 Worm Levant .. 1 20@1 25 Tinctures ACODIG .......5. @1 65 BIOOR cv cccencss @1 35 PTC oa eee @1 50 Asafoetida ...... @4 40 Belladonna ...... @2 35 Benzoin @ Benzoin Compo’d @3 30 ERUGURE fisiiec cin ces Cantharadies .. Ochre, yellow less 2 @ BUY nce c cca 4%@ Red Venet’n Amer, 2@ Red Venet’n, Eng 2%@ Vermillion, Amer. 25@ 3 Whiting, bbl. 4 @ Whiting ....:... 34@ L. H. P, Prepd. 2 90@3 1 COawomunoc Miscellaneous Acetanalid ..... 1 10@1 20 BR vk cic neues 17@_ 20 Alum, powdered and BOONE: cis ccuns 18@ 21 Bismuth, Subni- Yate nic ice 4 00@4 10 Borax xtal or powdered ...... 10@ 15 Cantharades pu Zz 00@6 50 Calomel ....... 2 69@2 75 Capsicum ......<< 38@ 46 COnmine «....6.. 6 50@7 00 Cassia Bude ..... 45@ 50 Cloves i T7@ 85 Chalk Prepared ..12@ 15 Chalk Precipitated 12@ 1d Chloroform 97@1 04 Chloral Hydrate 2 82@2 42 Cocaine ...... 14 30@14 85 Cocoa Butter .... 60 60 Corks, list, less 40% Copperas, bbis. .... @ 3 Copperas, less .. 3%@_ 8 Copperas, powd. .. 4@ 10 Corrosive Sublm. 2 85@2 40 Cream Tartar 86@ 92 Cuttlebone ...... - 71@ 80 POOR UPING ois occ coe 0o@ 15 1 Dover's Powder 5 75@6 00 Emery, All Nos. 10@ 15 Emery, Powdered 8@ 10 Epsom Salts, bbls. @ 4 Epsom Salts, less 5@ 8 Ergot 2 00@2 25 Ergot, powdered 2 25@2 50 Fiake White .... 15@ 2 Formeldehyde, lb. 19@ 25 Gelatine 1 75@1 90 Glassware, full case 58% Glassware, less 50% Glauber Salts, bbl. @ 2% Glauber Salts less 3%@ 7 Glue, Brown ...... 25@ 35 Glue, Brown Grd. 25@ 35 Glue, White .... 30@ 35 Glue, White Grd. 30@ 35 Glycerine ........ 7i@ 90 WDE oe cv cwnctccs 60@ 75 ROUIG oC veee cscs 5 60@5 90 Iodoform ...... 6 59@6 74 Lead, Acetate ... MSOOU so cccn nec essse es 1 85 Fancy eorcesescccee French Peas Monbadon (Natural) per GOR: .-isc.++---- Gooseberries No. 2, FOI ..ccceccce No. 2, Fancy ....-cccce Hominy Standard .........--- 1 26 Lobster Oe MS oo eee ease 10 a A Fe ease ace 3 35 Picnic S9Gt oo. 6s sone 2 aD Mackerel Mustard, 1 Ib. ..... a Mustard, 2 lb. ........ 2 80 Soused, 1% lb. ....... 1 60 Soused, 2 lb, ......... 2 75 Tomato, 1 1b. ....2.<. 1 50 Tomnto, 2 ib. ........ 2 80 Mushrooms Buttons, +48 ........ @30 Buttons, 46 ........-.- @50 Hotels, 18 ..ccecscscs @44 Oysters Cove, 1 Ib. ......... @1 20 Cove, 2 lb. ........ @1 80 Plums 1 50@2 00 Pears In Syrup — No. 3 can per dz. 2 50@3 v0 eect eseee Peas Marrowfat ..... 1 50@1 65 Early June .... 1 75@1 85 Early y'une siftd 1 80@2 00 Peaches Pi6 ........--.- 1 60@1 75 No. 10 size can pie @4 7a Pineapple Grated .... Swiss, “esoaath: CHEWING GUM Adams Black Jack .... 70 Adams Sappota ........ 75 Beeman’s Pepsin ...... 70 Beechnut ........ Sescce uel Doublemint ............ 70 Hing Spruce ..cscccsece BD emicy Mrult ..c++ 4d Hummel’s foil, % gro. a Hummel’s tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ...... 5 50 Carnation, Baby .... 5 00 Hebe, Tali oD Hebe, Baby << Pet. Tau ...2<5.-ca0 Pet, Baby Van Camp, Tall .... 5 50 Van Camp, Baby .... 3 60 CONFECTIONERY Stick Candy Pails Horehound .......... 22 Standard ...... (see or Cases SUINDG oy sacs nescc ce - 23 Big Stick: ....... eee OS Mixed Candy ils Broken 4655502343 cone oe ont Jg0G8 co occ svscesn cae French Cream ...... 26 GTOCETE soc iccsseces - 18 Kindergarten ....... a ee sBAAGr oo. 4 5 cecces ee Novelty. ...<5.. ‘ 23 Premio Creams ..... 81 ROUEN 5 hisses spec eek DBCIGL cece csecboscs. Bx Oo ses eccae ce Ok Specialties Auto Kisses (baskets) 26 Bonnie Butter Bites .. 30 Butter Cream Corn .. 30 Caramel Bon Bons .. 27 Caramel Croquettes .. 25 Cocoanut Waffles ... 26 Coffy Toffty Fudge, Walnut ...... 28 Fudge, Choc. Peanut 27 Honeysuckle Candy .. 28 Iced Maroons ........ 25 Iced Orange Jellies .. 22 Italian Bon Bons .... 27 AA Licorice Drops 5. 4B DORs 63.55. a 2 25 Lozenges, Pep. ...... 29 Lozenges, Pink ...... 29 BAR ChUS | oo cass 27 Molasses Kisses, 10 1D. DOK 2.064 uecceeec ee Nut Butter Puffs .... 28 Star Patties, Asst. .. 29 Chocolates Assorted Choc. Amazon Caramels .... 30 CPAMPION «6.50065 cees 28 Choc. Chips, Eureka 26 Klondike Chocolates 33 IOVODS. ioe oss nsioss cee 3 Nibble Sticks, box ..2 . Pails 30 seeeee ‘Nut Wafers ........ Ocoro Choc. Caramels 32 Peanut Clusters ...... 36 Quintette .......... <. ee UPRIMS 656s k es gece ae Star Chocolates ...... 29 Pop Corn Goods Cracker-Jack Prize .. 5 60 Checkers Prize ...... 5 60 Cough Drops Boxes Putnam Menthol .... 1 50 Smith Bros. 1 COOKING COMPOUNDS Crisco 36 1 Ib. cans ........ 10 25 24 114 lb. cans ...... 10 26 6 6 lb. cans ....... -. 10 25 49 Ib. cans ......... 10 25 Mazola 5% oz ee : Pi 2 red Pints, tin, 2 ;Ts Quarts, tin, 1 . ocr 00 % gal, tins, 1 doz. Gal. tins, % doz. .. 5 Gal. tins, 1-6 doz. 18 50 NUTS—Whole Almonds, Tarragona 21 Almonds, California soft shell Drake .. PACS . 65 cisccccssss 18 MUI OUES 65s cea oes -- 20 Cal. No. 1, S. S. .... 24 Walnuts, Naples ..... Walnuts, Grenoble .. 22 Table Nuts, Fancy .. 16% Pecans, Large 17 Pecans, Ex. Large .. 20 sereee Shelled No. 1 2 opaaa Shelled Peanuts ...... 16 @16% Ex. Lg. Va. Shelled Peanuts ...... 164%@17. Pecan Halves ..... @ 90 Walnut Halves .... @70 Filbert Meats ..... @42 Almonds: ...5.......- @60 Jordan Almonds Peanuts Fancy H P Suns RAW. oan se - 18@18% Roasted ....... 20@203%4 P Jumbo BW nse ese 914@20 Roasted ..... 2144@22 Spanish Shelled, oO. ooccceceee LS@18% CREAM TARTAR Barrels or Drums ..... Boxes —— * — pple Evap’ed, Gules blk @i6 Evap’d Fancy blk.. @ eee eseeseseoeececs Apricots California ~.......... @21 Citron California ...5...... @30 Currants Imported, 1 lb. pkg. .. 26 Imported, bulk ...... 25% Peaches Muirs—Choice, 25 Ib. .. 12 Muirs—Fancy, 25 Ib. .. 13 Fancy, Peeled, 25 lb. .. 16 Peel Lemon, American ..... 27 Orange, American ..... 28 Raisins Cluster, 20 cartons ... Loose Muscatels, 4 Cr. Loose Muscatels, 3 Cr. 10 L. M. Seeded 11b. 12@12% California Prunes 90-100 25 lb. boxes ..@08 80- 90 25 Ib. boxes eeu 70- 80 25 lb. boxes ..@10% 60- 70 25 lb. boxes .. 50- 60 25 lb. boxes ..@12% 40- 50 25 lb. boxes ..@13 FARINACKEOUS GOODS Beans California Limas .... 15% Med. Hand Picked ... 16 Brown, Holland Farina 25 1 Ib. packages .... 2 66 Bulk, per 100 Ib. ...... Original Holland Rusk Packed 12 rolls to container 8 containers (36) rolls 4 32 Hominy Pearl, 100 lb. sack Macaront Domestic, 10 Ib. box .. 1 30 Imported, 25 Ib. box .. Skinner’s 24s, case 1 37%. sees 6% Pearl Barley CRORCOE esc a scisa oss 00 PGLIBE6 So Sap ccc tees e 6 00 Peas Green, Wisconsin, lb. 11% Split, Ib. ......02.2-.. 10% Sago East Inala ............ 15 German, sacks ........ 15 German, broken pkg. Tapioca Flake, Iv0 lb. sacks .. 16 Pearl, 100 lb. sacks .. _ Minute, 10c, 3 doz. .... 3 bo FISHING TACKLE Cotton Lines INO. 2, 15 feet’ 3... sss: 10 Wo. 3, 45 feet 2.2. .6.3. 11 No. 4.45 feet ooo: 12 Wo, 6, 15 feet :......5: 14 No. 6, 15 feet .2...35c3 15 Linen Lines Small, per 100 feet .... 50 Medium, per 100 feet .. 55 Large, per 100 feet .... 65 Floats No. 1%, per dozen ..... 13 No. 2, per dozen ...... 16 No. 3, per dozen ....... 2 Hooks—Kirby Size 1-12, per 100 ...... 8 Size 1-0, per 10U ....... 9 Size 2-0, per 10u ...... 10 Size 3-0, per lUU ..... soe Size 4-0, per 100 ....... 14 Size 5-0, per iv0 ....... 16 Sinkers No. 1, per gross. ...... 60 No. 2, per gross ...... 60 No: 3, Der £FOss iss... 65 No. 4, per gross ...... 15 No. 5, per gross ...... 80 No. 6, per gross ...... 90 No. 7, per SFOss ..3%4 1 25 No. 8, per gross ..... 1 65 No. 9, per gross ..... 2 40 FLAVORING EXTRACTS Jennings D C Brana Pure Vanila Terpeneless Pure Lemon Per Doz. 7 Dram 15 Cent ...... 1 25 1% Ounce 20 Cent .. 2 Ounce, 35 Cent .... 2% Ounce 35 Cent .. 24% Ounce 45 Cent . 4 Ounce 55 Cent .... 8 Ounce 90 Cent .... 7 Dram Assorted .... 1% Ounce Assorted .. Moore’s D U Brand Per Doz. 1 oz Vanilla 15 Cent 1 25 1% oz Vanilla 25 Cent 2 00 3 oz Vanilla 35 Cent 2 7a 1 oz. Lemon 15 Cent 1 25 142 oz. Lemon 25 Cent 2 00 3 oz Lemon 35 Cent 2 75 FLOUR AND FEED Valley City Milling hae Lily White ..:......: 36 Rowena Rye, \%s .... ii 2b Graham 25 Ib. per cwt. 5 3d Rowena Bolted Meal, NrOCwON NEE bet o 25 Ib., per cwt. .... 5 30 Golden Granulated Meal, 25 lb., per cwt. .... 5 40 Rowena Pancake 5 Ib. per cwt. Rowena Buckwheat _ Comp. 5 lb., per cwt. ...... 6 85 Watson —" Milling ‘0 New Perfection %s .. 11 40 Victory Mixed Flour 11 45 Worden Grocer Co. Quaker, %s cloth .. None Quaker, %s cloth .. None Quaker, %s cloth .. None Quaker, %s paper .. None Quaker, 4s paper .. None Kansas Hard Wheat Worden Grocer Co. Paper American Eagle, %s 11 75 American Eagle, %s 11 85 Spring Wheat Worden Grocer Co. Wingold, %s cloth 11 70 Wingold, 4s cloth 11 80 Meal BOGE: ivickccecccce : Golden Granulated Be . Wheat VOIR con scsscscaeese Oats Michigan carlots ..... Less than carlots ... CarlOlUy 2. cccscisccsce Less than carlots .... Hay Carlote 3 icin cscescss Less than cariota .. Feed Street Car Feed .... No. 1 Corn & Oat Fd Cracked Corn ...... Coarse Corn Meal .. ase FRUIT JARS Mason, pts., per gro. 7 60 Mason, qts., per gro. 8 00 ason, % gal. per gr. 10 35 Mason, can tops, gro. 2.30 ici A wii a wal sche BCS aaa scanaeNi BARR! September 25, 1918 GELATINE Cox’s, 1 doz. large ... 1 45 Cox’s, 1 doz. small .. 90 Knox’s Sparkling, doz. 1 90 Knox’s Acidu’d doz. .. 1 90 Minute, 1 doz. ...... 1 25 Minute,’ 3 doz. ...... 3 75 INGIGOIDR oo oe 1 50 Omiord 2. ibis oo a. 75 Plymoutn Rock, Phos. 1 50 Plymouth Rock, Plain 1 30 Waukesha ........... 1 60 Jell-O Assorted Case, 3 doz. 3 40 Lemon, 3 doz. ...... 3 40 Orange, $ doz. ...... 3 40 Raspberry, 3 doz. ... 3 40 Strawberry, 3 doz. .. 3 40 Cherry, 3 doz. ....:. 3 40 Chocolate, 3 doz. .... 3 40 Weight 11 Ibs. to case. Freight rate, 3d class. Jell-O Ice Cream Powder Assorted Case, 3 doz. 2 85 Chocolate, 3 doz. - 2 85 Wanilla, 3° doz, ::...; 85 Strawberry, 3 doz. ... 2 85 Lemon, 3 doz. ....... 2 85 Unflavored, 3 doz. 2 85 Weight 15 Ibs. to case. Freight rate, 8d _ class. HERBS MORO eee see e ae FIGS kc. css Laurel Leaves .. Senna Leaves HIDES AND PELTs Hides Green, Po elaeae des 16 Green, No. 2 ....2.6. 15 Cured; No. 1 .<....,. 18 Cured, No. 2 ......5; 17 Calfskin, green, No. 1 30 Calfskin, green, No. 2 28% Calfskin, cured, No. 1 32 Calfskin, cured, No. 2 30% Horse, No. 1 ...... 6 00 Horse, No. 2 ...... 5 00 Pelts Old Wool ........ 75@2 00 amps... 6s... 1 00@2 00 Shearlings ..... 1 00@2 00 Tallow Prime ....... a ieeee GOES Oot esis a aes acces Ghia INOS 2 ee stes: cose QTL Woel Unwashed, med. Unwashed, fine .... @55 HONEY A. G. Woodman’s Brand. 7 0%, per doz. ........ 20 oz. per doz. ...... 4 50 HORSE RADISH Per doz. ELLY 151b. — per pail ....1 45 301b. pails, per pail . ar} 65 JELLY GLASSES 8 oz. capped in bbls., per d0m 32.54... .. 2... 34 MAPLEINE 2 0z. bottles, per doz. 3 00 1 oz. bottles, per doz. 1 75 16 oz. bottles, per dz. 16 50 32 oz. bottles, per dz. 30 00 MINCE MEAT Per Case s.6ecc oe. cs 3 95 MOLASSES New Orleans Fancy Open Kettle .... 66 COIS 6 occ ec paket ase: 58 Good PSE, ag cee soe as Half barrels 5c extra i i ray Red Hen, No. 2 .... 2 80 Red Hen, No. 2% .... 3 40 Red Hen, No. 5 ...... 3 40 Red Hen, No. 10 ..... 3 80 Uncle Ben, No. 2 .... 2 80 Uncle Ben, No. 2% .. 3 30 Uncle Ben, No. 5 .... 3 40 Uncle Ben, No. 10 .. 3 30 Ginger Cake, No. 2 ..3 30 Ginger Cake, No. 2% 4 30 Ginger Cake, No. 5 .. 4 15 O. & L, Open Kettle, NO: 2% 6 essen ss 5 65 MUSTARD % Ib. 6 Ib. box ....... 30 PEANUT BUTTER Bel-Car-Mo Brand 6 oz. 1 doz. in case .. 2 90 12 oz. 1 doz. in case .. 2 50 24 1 Ib. pails ......... 5 75 5 76 7 00 12 2 Ib. Be eet eens 5 Ib. yee in crate 10 Ib. pails ........... 21% 15 Ib. pails ....... suc on 25 Ib. pails .......... 20% 60 Ib. tins ........... - 20% PETROLEUM PRODUCTS Iron Barrels Perfection ©... ccesccice: bast Red Crown Gasoline 23.7 Gas Machine Gasoline 44.2 . & P, Naphtha 23.7 Capitol Cylinder, Iron Bbls. we eee aa ees 1.8 Atlantic Red Engine, TFOn BOIS. Gece. cs ce 28.8 Winter Black, Iron BD oie aoe ee eee ae Medium, Iron PICKLES Medium Barrels, 1,200 count 12 00 Half bbis., 600 count 6 50 5 gallon kegs ........ 2 60 Small WOreels 2.1.2.3 os a ss 14 00 Halt barrels... 0.6... 7 50 5 gallon kegs ....... 2 80 Gherkins APrGlS ice ee Gees 25 00 Half. Darrela .. 3.2... 13 00 5 gallon kegs ........ 4 50 Sweet Small Barres 27.4. oo eas os 8 00 5 gallon kegs ....... 5 00 Hak barrels: 3....... 14 50 PIPES Clay, No. 216, per box Clay, T. D. full count 80 Cob, 3 doz. in box .. 1 25 PLAYING CARDS No. 90 Steamboat .... 2 25 No. 808, Bicycle .... 3 50 Pennant: 2.555625 032 3 25 POTASH 4 Babbitt’s, 2 doz. .... 2 65 PROVISIONS Barreled Pork Italian Bon Bons .... 25 Clear Back .. 50 00@51 00 Short Cut Clr 45 00@46 00 oo Clear 55 00@56 00 Dry Salt Meats S P Bellies ... 31 v0@32 00 Lard in tierces Pure 28@28% Compound Lard 24 @24% 80 lb tubs ...advance % 60 lb. tubs _. advance % 50 Ib. tubs ...advance % 20 lb. pails ...advance % 10 lb. pails ...advance 7 5 lb. pails ...advance 1 3 lb. pails ...advance 1 Smoked Meats Hams, 14-16 lb. 32 @33 Hams, 16-18 lb. 31 @382 Hams, 18-20 lb. 30 @31 Ham, dried beef GELS cs oct ees 37 @38 California Hams 214%@22 Picnic Boiled Hams Boiled Hams 5 @40 4444@45% Minced Hams .. 20 @21 BACON... es ass 40 @50 Sausages Bologna ... oes POVOR 444. ... Frankfort POU es css OR yes ge eee eas ct MONGUG oo oo. aces 11 Headcheese .......... 14 Be Boneless ..... 25 00@27 00 Rump, new .. 30 00@31 00 Pig’s Feet % DDS. oc ieee ns PA | % bbls, 40 Ibs. ..... 40 SG DIB, esc c ce ecees ee ese sececeee Tripe ESits, 15 IDSs os coe sk 90 y% bbis., 40 lbs. ...... 1 60 % bbls., 80 Ibs. 3 00 Casings Hogs, per 10, .......; Beef, round set .... 19@20 Beef, middles, wer .. 45@55 Sheep .......... 15@1 35 Uncolored Una Solid Dairy ........ 23@26 Country Rolls ..... 28@29 Canned ~~ Corned Beef, 2 lb. .. 65 Corned Beef, 1 Ib. 3 75 Roast Beef, 2 lb. . 6 59 Roast Beef, 1 lb. .... 3 75 Potted Meat, Ham Plavor, 458 2. .0..0: 55 Potted Meat, Ham Flavor, %s ......... 95 Deviled Meat, Ham Hiavor, Ma os 52 Deviled Meat, Ham Flavor, %s ........ 1 00 Potted Tongue, %s .. 55 Potted Tongue, %s .. 1 00 MICHIGAN TRADESMAN ROLLED OATS Monarch, bbls. Rolled Avena, bbls... Steel Cut, 100 lb. sks. Monarch, 90 Ib. sks. .. 5 10 Quaker, 18 Regular .. 1 Quaker, 20 Family .. 5 20 SALAD DRESSING Columbia, % pint .... 2 Columbia, 1 pint .... 4 Durkee’s large, 1 doz. 5 Durkee’s med., 2 doz. 5 80 Durkee’s Picnic, 3 doz. 2 Snider’s, large, 1 doz. 2 Snider’s, small, 2 doz. 1 SALERATUS Packed 60 Ibs. in box. Arm and Hammer .. Wyandotte, 100 4s .. SAL SODA we be on Granulated, bbls. .... 1 80 Granulated, 100 lbs. es. 1 90 Granulated, 36 pkgs. 2 00 SALT Solar Rock 56 Ib. sacks ....0-000e 50 Common Granulated, Fine .... 2 10 Medium, Fine ........ 2 20 SALT FISH Co Large, whole ..... @15% Small, whole ...... @15 Strips or bricks .. 18@21 POMOGK ce cnt scs @1 Holland Herring Standards, a Standard, kegs eee ©. M. Keg@e ...i.eess Herring Full Fat Herring, 350 to 400 count Spiced, eevee 8 Ib. pails ..... 95 No. 1, i No. 1, 10 Ibs. ........ 2 50 Lake Herring SRS eae eG SHEDs ATISO cease ecescess 38 Canary, Smyrna ..... 18% CAYAWAY =. sce ec vceks 8 Cardomon, Malabar 1 20 Celgey o.oo c st a ce, 50 Hemp, Russian ....... 9 Mixed”: Bird. .......... 12% Mustard, white ...... 30 PORDY cocsccctesss ess BO Hane .5 0. sc. cee cuns -. 16 SHOE BLACKING Handy Box, large 8 ds. 8 60 Handy Box, small .. 1 25 Bixby’s Royal Polish 1 20 Miller’s Crown Polish 90 SNUFF Swedish Rapee, 10c 8 for 64 Swedish Rapee, 1 lb. gis 60 Norkoping, 10c, 8 for ..64 Norkoping, 1 1b. glass .. 60 Copenhagen, 10c, 8 for 64 Copenhagen, 1 Ib. glass 60 SOAP Lautz Bros. & Co. Acme, 100 cakes .... 5 50 Big Master 100 blocks 6 00 CHa ae wen 5 00 Queen White ........ 5 90 Oak Leaf .......5.. 5 50 Queen Anne ........ 5 50 Proctor & Gamble Co. Lenox 5 RE 30 EVOry;, 6.02. 2.22.2... 6 15 Tvory, 10 07.0.5 5206. 9 95 SHA ea ok eens aes 5 30 Swift & Company Swift’s Pride ....... 5 00 White Laundry ...... 5 65 Wool, 6 oz. bars .... 5 85 Wool, 10 oz. bars .... 9 40 Tradesman Company Black Hawk, one box 8 75 Black Hawk, five bxs 8 70 Black Hawk, ten bxs 8 65 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. Scouring Powders Sapolio, gross lots .. 9 50 Sapolio, half gro. lots 4 85 Sapolio, single »>oxes 2 40 Sapolio, hand ... .... 2 40 Queen Anne, 30 cuns 1 80 Queen Anne, 60 cans 3 60 Snow Maid, 30 cans .. 1 80 Snow Maid, 0 cans .. 3 60 Washing Powders Snow Boy, 100 pkgs. . 5 65 Snow Boy, 60 pkgs. .. 3 55 Snow Boy, 24 pkgs. .. 5 00 Snow Boy, 20 pkgs. .. & 25 Soap Powders Johnson’s Fine, 48 2. 56 75 Johnson’s XXX 100 .. 56 75 Rub-No-More ........ 5 50 Nine O’Clock 4 Lautz Naphtha, 60s .. Oak Leaf Soap Powder, 26 PRES. oie ks chee cs 4 25 Oak Leat f Soap Powder, TOG DEGR. kc cccccues 5 Queen ie Soap Pow- der, 60 pkgs. ...... 3 Old — Cleanser, 10 SODA Bi Carb, Kegs sPICES Whoie Spices Allspice, Jamaica .. Allspice, lg. Garden @11 Cloves, Zanzibar .. Cassia, Canton .... 20 Cassia, 5c pkg. doz. @3865 Ginger, African .... Ginger, Cochin .... 20 Mace, Penang ...... 90 Mixed, No. 1 ...... 17 Mixed, No. 2 ....... 16 Mixed, 5c pkgs. dz. 45 Nutmegs, 70-8 .... @50 Nutmegs, 105- 110 @45 Pepper, Black ..... @32 Pepper, White ..... @40 Pepper, Cayenne .. Paprika, Hungarian Pure Ground In Bulk Allspice, Jamaica .. @16 Cloves, Zanzibar .. @68 Cassia, Canton @32 Ginger, African . @25 Mace, Penang ..... $3 00 Nutmiegs .:<......-. 86 Pepper, Black awece @35 Pepper, White ..... @48 Pepper, Cayenne .. @30 Paprika, Hungarian @45 STARCH c orn Kingsford, 40 Ibs. .. 9 Muzzy, 48 lib. pkgs. 9 Kingsford Silver Gices,” 40 llb. .. 9% Gloss Argo, 48 Bc pkgs. .... 2 40 Silver Gloss, 16 8lbs. .. 9% Silver Gloss, 12 6lbs. .. 9% Murzy 48 1lb. packages ...... 9% 16 3Ib. packages ...... 9% a3 6lb. packages ...... 9% 66 Tk boxes .......... 6% SYRUPS Corn Barrele cic. c cess Sbecce 72 Half barrels ........... 75 Blue Karo, No. 1%, AOE. ceo cc cece ccc 2 65 Blue Karo, No. 2, 2 dz. 3 30 Blue Karo, No. 2y%, 2 COR cox c cee cece 410 Blue Karo, "No. 5,1 ‘dz. 3 95 Blue Karo, No. 10, * GOe iio ess axs ees 3 70 Ree Karo, No. 1%, 2 Red Karo, No. 2,3 dz. 3 55 Red Karo, No. 2% 2dz. 4 Red Karo, No. 5, 1 dz. 4 Red Karo, No. 10 % doz. TABLE SAUCES Halford, large ........ 3 75 Halford, small TEA Uncolored Japan Médhim ics. ccc ces Fancy Basket-fired Med’m Basket-fired Choice Basket-fired Fancy Siftings, . ‘ Siftings, 1 Ib. pkgs. Gunpowder Moyune, Medium .. Moyune, Choice Ping Suey, Medium 25@30 Ping Suey, Choice Ping Suey, Fancy .. Young Hyson eeoeeres Choice Fancy Oolong Formosa, Medium .. 25@26 Formosa, Choice Formosa, Fancy 50@60 English Breakfast Congou, Medium 25@30 Congou, Choice .... ake Congou, Fancy .... 40@ Congou, Ex. Fancy 6080 Ceylon Pekoe, Medium .... 28@30 Dr. Pekoe, Choice 30@65 Flowery O. P. Fancy 40@50 TWINE Cotton, 3 ply .......+6- 67 “otron, 4 ply .......... 67 ae GC DIV cccicecees SO -, 100 Ib, bales .... 20 VINEGAR White Wine, 40 grain 20 White Wine, 80 grain 25% White Wine 100 grain 28 Oakland Vinegar & Pickle Co.’s Brands Highland apple cider Oakiand apple cider .. State Seal sugar ..... Blue Ribbon Corn .. Oakland white picklg _ Packages free. WICKING No. 0, per gross ...... 50 No. 1, per gross ...... 65 No. 2, per gross ...... 90 No. 38, per gross ..... 1 46 WOODENWARE Baskets BURNGIM. i 6. c. oka 5 cece 15 Bushels, wide band .. 1 85 Market, drup handle .. 70 Market, single handle 75 Solint, laree 2. ....605 5 75 Splint, medium .. « & 26 Splint, small ........ 4 75 Butter Plates Ovals % \b., 250 in crate .... 60 % lb., 250 in crate .... 50 1 Ib., 260 in crate ..... 65 2 tb., 250 in crate ..... 75 S it., 200 In orate ..... 90 5 Ib., 250 in crate ....-1 10 Wire Hind 2% ID, 260 In crate ..... 50 2 Ib., 250 in crate ..... 55 = Ip:, 260 im erate: ..... 65 5 Ib., 20 in crate: ....s. 75 Churns Barrel, 5 gal., each .. 2 Barrel, 10 gal. each .. 2 55 Clothes Pins Round Head 4% inch, 5 gross . 1.36 Cartons, No. 24 24s “Dx 1 50 Egg Crates and Fiilers Humpty Dumpty, 12 dz. 24 No. i complete ........ 50 No. 3 complete ........ 40 Case, medium, 12 sets 1 80 Faucets Cork lined, 3 in. ....... 70 Cork lined, 9 in. ...... 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan Spring >. ....<. 60 Eclipse patent spring 1 60 No. 1 common No. 2, pat. brush hold 1 60 ideal No. too. cae 1 60 120z. cotton mop heads .3 10 Palis 10 qt. Galvanized .... b 25 12 qt. Galvanized .... 6 00 14 qt. Galvanized .... 6 50 WOR oa cs ee nk 9 75 Toothpicks epee 100 packages .. 2 00 OCR oe eek es 85 Traps Mouse wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized .... 1 12 qt. Galvanized .... 1 70 14 qt. Galvanized .... 1 Mouse, wood, 6 holes .. 70 Mouse, tin, 5 holes .... 65 TE WOOG eis ti ee 80 FUGt, MOPS oo lees én ccc 75 Tubs Na TD PIRES soc ccnccs 42 00 ING. 2 Ee occas ee 38 00 INO. GZ Fre. cc cides. 33 00 Large Galvanized ... 18 00 Medium Galvanized 15 50 Small ‘ Galvanized 13 50 Washboards Banner Globe ....... 5 00 Brass, Single Glass. Single ........ 6 Double Peerless .... 8 Single Peerless Northern Queen Good Enough Universal DD TS ei cccesevebes 1 TA ey ca ceca Sie. 1 AO Pe ic acces veces 2 Wood Bowis 8 Ine: BOMer oes cases IS ip. Butter .......; 7 aT Te. Tete es sc cis 8 19 in, Butter ...... sakl WRAPPING PAPER Fibre, Manila, white .. 6 Fibre, Manila, colored No, 1 Manila ...... Butchers’ Manila .... 6% OPAL Coosa acc ses 11 Wax Butter, ‘short ent 20 Parchm’t Butter, rolls 22 YEAST CAKE Magic, 3 doz. ........ Sunlight, 3 doz. Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. .. Yeast Foam, 1% doz. 85 YEAST—COMPRESSED Fleischman, per doz. ..24 SPECIAL Price Current SALT Diamond Crystal 24 2 Ibs. shaker ..... 1 70 36 2 Ibs. table ....... 1 30 150 2 Ibs. table ...... 5 75 86 314 Ibs. table .... 28 10 Ib. flake ...... 4 80 280 lb. bulk butter ... 280 lb. bulk cheese ... 3 38 280 ib. bulk shaker .. 3 88 28 Ib. cotton sk, butter 40 56 lb. cotton sk butter 8&5 35 Ib. D. C. coarse ... 48 70 Ib. D. C. coarse ... 90 D. C. stock briquettes 1 30 D. C. block stock, 50 Ibs. 40 Morton’s gait FREE RUNNING Per case, 24 2 Ibs. .... 1 80 Five case lots ....... 1 70 ARCTIC EVAPORATED MILK PONE. un sone see beuee ves 6 00 Baby ...<. beeetcccces 4 25 Manufactured by Grand Ledge Milk Co. Sold by all jobbers and National Grocer Co., Grand Rapids. BAKING POWDER CALUMET TOC S128) 4 OF. vis cc cess 95 206 size, § Of. 62.6.5. 1 90 pee See. TO oi os 2 90 The size, 236 ID. <..... 6 25 w).20 Sie, 6 2b 403.2, 18 00 KITCHEN KLENZER 80 can cases, $4 per case . AXLE GREASE 1 lb. boxes,. per.gross 11 40 3 lb. boxes, per gross 29 10 a oar ata a ana Ts tp ayetrscsesstapainarmn ip ecg heneaNpeanhushini i ication energie iets SS MICHIGAN TRADESMAN Cotton Prices and Cotton Goods. In cotton the expected has hap- pened. Despite the protestations of Southern Senators and Representa- tives, President Wilson has decided that the price of the article must be fixed and, in addition, the Govern- ment will take charge of its distribu- tion just as it has done with regard to wool. This is the only logical course to prevent profiteering not only against private buyers of cot- ton goods but as against the Gov- ernments of this country and its Al- lies. It will also remove the one most outstanding anomaly in the price-fixing scheme of the authori- ties. It will serve to put an end to the gambling in futures and provide a uniform basis on which mills can proceed. Guessing is active as to what kind of a price is to be made the basis. The general opinion in- clines to something between 25 and 28 cents for middling uplands. One good effect of the move will be to obviate the need of recasting the prices of cotton fabrics every three months, and the mills will now be free to contract ahead with safety. This ought to result in the release of cloths which are said to have accum- ulated at the mills, and also to start activity in knit goods, the makers of which have been awaiting develop- ments. The situation with regard to underwear has been eased by the Government’s announcement that it will need no more of it for ten months or so to come. ———_-- What Is Doing in Wool. In spite of all kinds of Delphic ut- terances from official or semi-official sources, the wool situation is becom- ing somewhat clearer. There is no more talk of there not being wool enough to supply military needs, and no one doubts that there will be ample for other requirements. For the coming winter and spring seasons there will be plenty of all wool fabrics, because they are already made. So clothing manufacturers keep on advertising garments of all wool made of domes- tic or imported cloths. In the buying of wool abroad the Army Quarter- master has determined to do this through his own agents in the future, and men have been selected to go to Argentina and Uruguay for the pur- pose. There is also talk of co-opera- tion between this country and its Allies in the purchase of wool in South America, From South Africa wool keeps coming in, a single cargo received in Boston the other day con- taining nearly 10,000,000 pounds. Be- cause of the need of moving Austra- lasian wool, which has accumulated to an immense quantity, measures will soon be taken to shunt supplies from the antipodes to Great Britain and this country. Little buying of fabrics is now in progress in the primary markets and the cotton warp cloths are still looked on askance bv manufacturers and by retail dealers in garments. —_-. Another Decision On Price Fixing. Just when it seemed to be well- settled law that the manufacturer of an article had no right to fix the price at which a retailer could sell it comes a decision which runs counter to it. This decision was rendered by Vice Chancellor Lane of the New Jersey Court of Chancery. The case was one where the maker of a popular cheap watch sought to restrain a Newark department store from selling his timepieces at less than the adver- tised price. The defense asserted that the principle had already been decided against the plaintiff's contention by the Supreme Court of the United States. As to this the Vice Chan- cellor stated that the latter court had not passed on exactly the same ques- tion as was presented before him. He thought there was an element of fraud in this instance because the public might be led to believe, by the lower price of the watches, into the idea that all of the goods sold by the store were similarly low-priced. But this did not seem to be the controll- ing consideration in his mind. His decision was based on the right of the manufacturing concern not to re- tain any right in the article itself, but “to restrain the use of its trade name and good-will except under condi- tions fixed” by it. In other words, the retailer might sell the article at his own price but not under the name and guarantee of the manufacturer. The distinction is a fine one. It will hardly be allowed to stand without an appeal to some higher court, but even if it should its application is limited. ——_—_—~»-2-e_____ Dehydrating Fish. Experiments are in progress at the Horst vegetable dehydrating plant at Santa Rosa, Cal.,.on a proposition to dry fish by the same methods em- ploved with vegetables. The exper- iments are being confined to flat fish, of which a surplus of nearly 200 tons a month is caught in the neighbor- hood of San Francisco. If the tests prove successful, three times this amount of fish could be made avail- able for drying with no additional fishing facilities, While the experiments are being undertaken by private enterprise, the Food Administration, Dr. E. D. Clark, of the United States Bureau of Chemistry, and the State food and game commission are watching them with interest. —_—_—_+++-—___ Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, Sept. 25—Creamery but- ter extras, 60c; firsts, 58@59c; com- mon, 54@57c; dairy, common to choice, 40@50c; packing stock, 35@ 38c. Cheese—No. 1, new, fancy, -28c; choice, 27c. Eggs—New laid, 53@63c for fancy and 48@52c for choice. Poultry (live)—Old cox, 25@26c; fowls, 30@33c; chicks, 30@34c; ducks, 30@34c. Beans—Medium, $11 per hundred . lbs.; Peas, $11 per hundred lbs.; Mar- row, $12.50 per hundred lbs. Potatoes—New, $2.65@$3 per hun- dred lbs. Rea & Witzig. —_+2——___ The man who permits himself to - indulge in undignified, cantankerous, or quarrelsome language has lowered himself just that much, for they never advance one’s cause, no mat- ter how righteous it may be. 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 fill his orders in- stantly with the ready-wrapped gmino Package Sugars They save paper and twine. They save loss through spillage and broken paper bags and through overweight. ———————— eee American Sugar Refining Company ** Sweeten it with Domino” Granulated, Tablet, Powdered, Confectioners, Brown DWINELL-WRIGHT CO.'S Whi te House me Coffee ™= ea’ Teas hie SURE-THING Products ‘‘The Promise of a Good Cup” CERTAINTY We give you full permission to “GO THE LIMIT”’ in extolling the virtues of these specialties of ours. We'll back you up. soston D)WINELL-WRIGHT COMPANY ccuicaco an wRith Distributed at Wholesale by JUDSON GROCER CO. GRAND RAPIDS, MICH. September 25, 1918 Septembér 25, 1918 MICHIGAN TRADESMAN War Board Curtails Styles. Following up the announcement of its intention to curtail the output of straw hats to the point where the production will meet only the essen- tial needs of the civilian population, the War Industries Board has pro- mulgated a conservation programme for the manufacturers of men’s straw and body hats. restricting’ styles, width of brim and trimmings. The industry is asked to consider the pro- gramme in the light of war condi- tions, and co-operation is urged as of assistance in the entire industrial re- organization made ‘necessary by the requirements of the war programme. Adoption of the plan will tend to stabilize the industry, it “is believed, by reducing stocks and _ releasing capital, and by reducing the quantity of labor so the industry will be bet- ter able to maintain the framework of its organization after meeting the drafts for military service and for industries essential to the successful prosecution of the war. Based on recommendations now submitted, a final programme will be issued soon by the conservation di- vision, It is understood that mater- ials not in accordance with these recommendations may be used now, but no orders should be placed here- after for materials that do not come within the recommendations. Following are the recommenda- tions: (1) ° No new blocks to be intro- duced in yacht, soft braid, body hats or any other variety. This means that no designs are to be used by a manufacturer except designs used by that manufacturer in the selling sea- sons of 1917 and 1918. (2) Dimensions—Yacht Hats— Maximum height crown, 334 inches: minimum height crown, 3% inches; maximum width brim, 23% inches minimum width brim, 2% inches. Soft Braid Hats (except harvest hats for farmers).—Maximum height crown, 4 inches; minimum height crown, 3% inches; maximum width Straw Hat brim, 234 inches; minimum width brim, 24% inches. Alpine Hats—Maximum height crown, 5 inches (to be measured on the side); maximum width brim, 234 inches; minimum width brim, 2% inches (to be measured flat). (3) Band not to exceed 22 lignes in width. Length of band not to ex- ceed 39 inches for a 7% hat, this length to include the material used in the bow. Colors of band to be restricted to black, tan, brown, blue and green. (4) Leathers in jiggered or laced. to be 1% unturned. (5) No elastics, cords or buttons hats not to be Maximum width to be used and no eyelets except in harvest hats for farmers. (6) For tips for braid hats and for Javas, Porto Ricans and Manilas no material other than lace or net to be used for the sides. Satin, silk, or wood silk, used for these types to be restricted to strips of not more than 42 lignes in width. No tips or lin- ings to be used in any variety of hat other than those mentioned - above. ” government ‘right of recapture. (7) Six hats to be packed in a carton. (This does not mean that not more than one style may he packed in a.carton.) In order that stocks in the hands of hat manufac- turers, and paper manufacturers be fully utilized, no one special color or design of covering paper should be insisted upon by any manufactur- er. It is suggested that, wherever possible, uncovered chip board boxes be used. If a covering paper is used it should be unbleached. (8) Salesmen to carry not more than one trunk to a line. (Braid hats and body hats are to be con- sidered as separate lines.) (9) Sales of ticket hats to be dis- continued. —_—+>____- Retail Dry Goods Merchants Form State Association. The Michigan Retail Dry Goods Association has been organized with fifty-nine charter members, the lead- ing stores of the State being repre- sented. The officers elected are as follows: President—D. M. Christian, Owos- so. First Vice-President—George J. Dratz, Muskegon. Second Vice-President—H. G. Wendland, Bay City. Secretary-Treasurer—J. W. Knapp, Lansing. Directors—John C. Toeller, Battle Creek; Herbert N. Bush, Flint; J. B. Sperry, Port Huron; George T. Bul- len, Albion; H. E. Lintz, Constan- tine; W. O, Jones, Kalamazoo; Os- car Webber, Detroit. The organization will have ample funds through its system of dues, which is based on a sliding scale, ac- cording to the size of the store. Thus, for stores employing five peo- ple or less the annual dues are $10, and the dues range to $100 for stores having 75 employes or more, in ad- dition to a flat fee of $5. We have known, in a general way, that the Kaiser's government during the course of the war has been doing its best to eradicate French influence from Alsace-Lorraine. Some details of the process, however, were recent- ly given in various Paris periodicals. All real estate belonging to French- men or so-called French sympathiz- ers in the provinces has been seized by the German government and sold. But the sale of all this property was not free. The government did not pledge itself to give the land to the highest bidder, but could choose the bidder whom it considered most Ger- man. In addition, an absolute con- dition of the sale was that the buyer or his successors in title should never sell to an alien even after peace, the always reserving the Meanwhile, many semi-official land companies were formed which were awarded the auctioned estates on favorable terms over all bidders, and then colonized it with German settlers. This has been done particularly in Lorraine, which is for the greater part French. Thus the Germans are getting ready for that plebiscite which they do not want, but will submit to eventually if they must. 31 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 letters, double price. No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. Punctureless automobile tire, with or ORetail Merchants. GREENE SALESC® JACKSON, MICH. Up-to-date bakery for sale. modern and complete June, 1917, at a cost of $6,200. Fine location. Reason- able rent for building, 100 x 24, consisting of basement, first and second floors. Easy Equipped terms to responsible person. Bakery closed at present. F. J. Hoffner, Geneva, Ohio. 923 For Exchange—For stock men’s fur- nishing goods in Southern Michigan or Indiana, 79 acre farm. One of the best in Oceana county. Fine buildings. Fine soil. B. J. Collins, Shelby, Mich. 924 Decorating Business—Complete stock of wall papers and paints; will sell consid- erably below invoice price; large store, roomy basement; low rent; good reason for selling; act quick. John M. Schonveld, 623 So. Burdick St., Kalamazoo, oo 25 For Sale—Country store and_ stock. Selling reason, blindness. lL. V. Soldan, Butman, Michigan. 926 For Sale—Being too old to farm, will sell my 380 acre farm reasonable, if sold at once; all virgin soil, one-third ready for plow, partly fenced, two-room house, chicken coop, corn crib and stable and running water. -2+. A reminder of the old talk of divid- ing the State of California comes from Los Angeles and San Diego. The University of California is lo- cated not far from the center of the State; but population is so much heavier in the far South than in the far North that serious discussion is heard of the need for a branch State University. From San Diego to Berkeley is nearly five hundred miles as the crow flies. Los Angeles alone has about 25,000 high-school students, and to compel the steadily growing numbers from the lower counties to travel distances about as great as from New York city to Cleveland, or Augusta, Me., or Greensboro, N. C., is represented as unfair and discourag- ing to the desire for a higher educa- tion. Leland Stanford is also only a few miles from San Francisco Bay. Of course, Southern California has some sectarian institutions of sturdy growth, notably the University of Southern California. But the region is largely peopled by a stock from the Middle West, which cherishes the idea of a State University; and the institution at Berkeley offers ad- vantages beyond those of any other. A branch summer school was held in Los Angeles this year, and has led to talk of a permanent branch there. But the great fact that unity is strength in such State institutions ought to be held in mind. — >. Those interested in watching the war broaden woman's field cannot fail to point to the fact that our first great plan for educational co-opera- tion with France brings us a large body of young women, not men dis- abled or physically unable to fight. The European girl has been virtually a stranger in our colleges; the num- ber of American girls studying abroad has been the merest fraction of the number of American men. Modern society was tardy enough in reaching the conclusion that it was safe for women to engage in advanced studies under any conditions; the idea of sending a girl across the ocean, to live among strangers in a foreign land, has until to-day excited mis- giving that verged on horror. It has become evident in recent years that woman’s ambition for a definite part in the advancement of arts and science was certain to increase rap- idly the international movement of women among universities. While France sends us a first installment of women for undergraduate work, American girls may well think of availing themselves, to their full share, of the arrangements to facili- tate the going of American graduates to British and French schools. ————_-2 To expect to succeed to-day along old-time lines and by the use of old- time methods is to court disaster and disappointment. ———_>2-2—___ To be a mere time-server or clock- watcher is to doom one’s self to roosting on a lower rung of the busi- ness. ladder. If I Were a Grocer. I would try to educate my custom- ers in the use of starchy substitutes for sugar. In my window, for instance, I would arrange an attractive display of potatoes, corn, rice, macaroni, beans, and bread, with the sign: “These foods turn to sugar in your stomach.” In talking with customers, and in my newspaper advertising, I would also emphasize this fact of chemistry and thus I would give my customers practical suggestions for conserving sugar. : I might even, if I thought it wise, center attention on the potato, which» seems to be unusually plentiful and cheap this year, as a substitute for sugar. James Mather Mosely. —_+-.—__ The country is ‘resigned to seeing the colleges transformed or half- emptied, but it is anxious that the high schools should be as far as pos- sible maintained at the old level. Before the boy of from fifteen to eighteen there is now dangled a far more attractive bait of remunerative employment than in ordinary times. Industries concerned with the war may occasionally appeal to him on the ground that he is performing a patriotic service by forsaking his books. It would be well to refurbish the figures showing just how much it is worth in dollars and cents for boys to finish their school courses; nor will they be unresponsive to argu- ments that disregard mere money values. To meet the argument of September 25, 1918 patriotic service it should be sufficient to show how much more the War De- partment values those young men who have stuck to their books long enough to enter college this fall than it does those who, without a high-school diploma, are arriving at eighteen or more. The pinch of high living-costs and the departure of wage-earners for the front will cause all too many to leave the high schools. For them provision of continuation- school work is more urgent than ever. 2-2-2 To most untraveled Easterners the Loganberry is still a fruit of mystery, one of those artificial-natural prod- ucts grown somewhere west of the Rockies between rows of. pitless peach trees, shell-less walnut trees, and such like. However, the Oregon Voter says that more Loganberry products, in money value at any rate, are yearly shipped beyond the Alle- ghenies from Oregon than apples or prunes. But the recent rise in rail- way freight rates threatens the busi- ness with ruin. The effete East will now do one of two things, either cease consuming the juice of this berry, or grow its own crop. > -> A man may be honest, kindly, and well posted and yet fail for lack of plain every-day get-up and hustle. BUSINESS CHANCES. clerk. No Heeres Bros., man He 931 Wanted—Assistant drug Sunday work. Michigan. For Sale—Smali bakery. Money maker. Just right for man and wife. Price right. For further particulars, send 3c stamp to K. A. Range, New _ Boston, Illinois. Must Now Pay in Advance to this order. Under a stringent order issued by the War Industries Board the Tradesman is not only forced to reduce the consumption of paper 10 per cent., but EVERY SUBSCRIP- TION MUST BE PAID IN ADVANCE. This move is made necessary in order to conserve both paper and fuel. If you happen to be in arrears a single week, please do your part in WINNING THE WAR by giving immediate attention % € Eh ee ee CL ees) a ee ee co Mr. Retail Grocer: ; A large amount of money is: being spent by this Company in er advertisements to the housewif e to “Buy Coffee zirciiis Your Grocer Only.” ‘The big effort is Anti-Peddler | Anti-Premium Anti-Mail- Order. Your co-operation, asa it’ s needed, will yield you a good profit -and ee you satisfied coffee customers. Ask our representative or write for: par- ticulars. The Woolson oper Company TOLEDO : - OHIO Will stimulate your trade DUTCH MASTERS SECONDS G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS Handled by all jobbers -Let’s Have a Talk About Our Holiday Lines SO°PLEASED was a large buyer who was recently in our store that he said on leaving, “I COULD HAVE GONE MUCH FAR: ‘THER FOR MY HOLIDAY GOODS AND PAID MORE MONEY FOR THEM AS I HAD PRICE LISTS AND HAVE SEEN SAM.- PLES.FROM OTHER MARKETS.” He left us an order for $1,100.00. Another one, an order for $890.00 and we have received many crders and compliments on our line, prices and variety. Although merchandise is beimg marked up every day as every merchant knows, we are not changing our prices on HOLIDAY GOODS, TOYS, DOLLS, GAMES, BOOKS, ETC., as the goods were made for us to sell at certain prices and we hold them there as long as they last. BUT, there is the certainty that values are rising and quantity stocks are not now being made. THEREFORE, every merchant should act as quickly as possible as there is nothing more sure than that there will be a SPLENDID demand for this class of goods this fall AND MANUFACTURERS WILL NOT ACCEPT REORDERS AT ANY PRICE THAT CAN BE PAID. MATERIALS AND LABOR ARE TOO SHORT. GET YOUR SHARE OF PRESTIGE AND PROFIT OUT OF THIS Sample Assortment of No. 220 Popular Priced Dolls (May Be Changed to Suit) American Non Breakable Dols ‘are permanently durable and very at- tractive. China and Bisque Dolis will break; these will not. This is a very ‘ strong selling point and means larger and quicker sales. We show over 350 Samples of American Dolls, each one different, and this sample assortment is a guide to prices, styles and values of BEST SELLERS. Our Minimum Price Retail Price 1 Doz. 3000 5” China Limb Doll .............. $ .40 $ .40 $ .05 $ .60 -1 Doz. 3002 7” China Limb Doll eS «td 15 10 1.20 1 Doz. 3548 7” China Limb Doll este ae 86 10 1.20 1-6 Doz. 3400 Dressed Doll 9” ........... tk -29 .25 - 60 1-6 Doz. 3401 Dressed Doll 9” ..............0% cee 29, <20 50 1-6 Doz. 3465 Dressed Doll 10” 2: 30 38 15 1. Doz. 3506 Asst. 3 kinds Dressed Dolls 12” : 2.00 220 3.00 1-4 Doz. 3551 White Dressed Baby Dolls 12” 2.60 -50 525 .75 1-2 Doz, 3428 Asst. Dressed Dolls ........... 2.15 1.08 3D 2.10 1-2 Doz. 3699 Asst: Composition Hands Dolls 13” 3.00 1.50 -50 3.00 1-2 Doz. 3429 Asst. With Wigs, Dolls 12” 4.00 2.00 350 3.00 1-6 Doz, 3505 Hands and Feet Doll 18%” .... 4.50 1G th 1.50 1-6 Doz. 3507 Hands and Feet Doll 18%” .... 4.50 std tb 1.50 1-12 Doz. 3406 Dressed Doll 14” .............. 8.00 -67 1.00 1.00 1-12 Doz. 3407 Dressed Doll 14” ............. 8.60 . -66 1.00 1.00 1-12 Doz. 3408 Dressed Doll 14” ............. 8.50 70 1.25 “1.25 1-6 Doz. 3466 Jointed Character Baby Doll 11” 6.00 1.00 -95 1.90 1-12 Doz. 3468 Jointed Character Baby Doll RE NE rs pe ka ese ce keusviowias 8.50 ‘bk 1.25 1.25 1-12 Doz. 3480 Character Baby Doll 14” ..... 10.50 88 1.50 1.50 1-12 Doz. Jointed Character With Wig and : Movable. Hives 16 oe. ieee ciwsec es favs oe * 200 3.50 3.50 1-12 Doz. 3543 Long Dress Baby Doll 14” . $8.5 wl 1.25 1.25 1-12 Doz. 3405 Red Trimmed Dress Girl Doll 19” 9. oo 05 1,25 1,25 1-12 Doz. 3426 White Dressed Girl Doll 28” .. 10.50 .88 1,50 1.50 1-12 Doz. 3517 Soldier Doll 30” .............. 15.00 1.25 2.00 2.00 1-12 Doz. 3481 Window: Show Doll 27” ...... 21.00 1.75 3.00 3.00 1-2 Doz. 3816 Doll Heads 5” ...........:.... 3.75 1.88 50 3.00 1-12 Doz. 3398 Life Like Dolls Beautifully s and Sensibly Dressed ...........c.ceceeae $8,080. = 2.75 5.00 $28.05 $48.00 YOUR MINIMUM SELLING PRICE $48.00 OUR PRICE TO YOU $28.05 TERMS: To be shipped at once and date as November 1st, 60 days, 2% discount for cash November 10th, Net January ist, 1919. Send for catalog. H. Leonard & Sons’ GRAND RAPIDS, MICHIGAN W ith easy comfort to your customers ” good temper— That’s the way Wilsnap always will snap—stay snapped —and unsnap. Always Wilsnaps—Always advertised The November Advertisement Appearing in Vogue and Harper's Bazar. - NEW YORK OFFICE: 1182 Broadway, between 28th and 29th Streets Snap a Wilsnap —and smile confidentially. When Wilsnaps snap together they mean business! They stay snapped until — your finger tips command “loosen.” Then, and then only, does the Wilsnap spring ‘release. Which means snap fastener com- fort, doesn’t it? And are Wilsnaps rust. proof? Certainly! And do Wilsnaps come in all sizes for all weights of fabrics? Assuredly! “Wilsnaps — always Wilsnaps — wherever snap fasteners are used.” Always will snap: THE WILSON FASTENER COMPANY 117 East St. Clair Avenue Cleveland, Ohio = ae TT a a | —orange colored— et alll AC RO ARO REG. U.S. PAT. OFF, Fashion's Fastener