NOTICE TO READER. When you finish reading this magasine place a one cent stamp on this notice, hand same to any postal employee and it will be P in the hands of our soldiers or sailors at the front. No wrapping, no address, A. 8. Burleson, Postmaster General. ss LOAN REROS RES SSO DS lay WTA SSE RTH WOOO OL ORE: QY Wee oN Po of IW AG i ey) Ces wr 3 ay oO AP eter gy Des aA NEE INC OVE AD aa CoN eNO Ry AN hex er Son So Ne OS ae es es | a4) I) SOE BR VE AG Be eS | an oO ANE BD Bee 5) Se eA Bai J ft ae a y 46) by EN (& if 2 | ke re >) a 4, ee L RS o, \ SN N ; a Z (CT Ne See VZZZes i ee IN) ‘ C@PUBLISHED WEEKLY (GRE ED. STIS. SOO rH Waele REC RS AGS LEST. 1883 Dee ASSESS Thirty-Sixth Year _ GRAND RAPIDS, WEDNESDAY, OCTOBER 16, 1918 Number 1830 III PENN AA AIA AIA AISA AIS AAI SA AIA IAAI IA AIA AISI I AIA AAI SAI A AAS AAA AIA AA AAA MA ANA A AO OOOO ook ok: III IIIA IIIA II IAA IS AAAI SIA IAI AAAI AAAI AAAI SIAAACS SCA HAS SOIC oto Marching Behind “I’m marching on, ‘‘said the colonel’s wife, ~ “Back of my soldier in the field, His to command brave men in the strife, Mine a weapon of love to wield. To soothe, to comfort, to help, to: cheer, Those that the soldier holds most dear; Gladly I turn to this task of mine, To work for the women behind the line.” “I’m marching on,” cried the mother brave, ““Back of my soldier across the sea, He fights this country’s cause to save, He leaves a sacred trust with me. Mine to keep burning the home-fires bright, To serve and to save with a patriot’s might, That our defenders shall have to eat, Beef and sugar and fat and wheat.’’ “I’m marching on,’’ said the maiden fair, “My brother’s a private far away; He’s doing his bit with the boys over there, I’m doing my bit with the ones that stay. I’m training the girls for farm and field, That crops may flourish and gardens yield; For we must answer this nation’s call, And our abundance replenish all.”’ ‘“‘We’re marching—sisters, mothers and wives, Back of our soldiers, brave and true, Giving our strength as they give their lives, Marching under the red, white and blue. _For us they are holding the foe at bay, But we’re holding behind, every step of the way, Our men to nurse, and to clothe, and: to feed, We're marching on with this Nation’s need.” Caroline Ticknor. FI AAA A IIIA IIIA AI IID A III IAI SSSA AAAI AISA AAD AA ASD AA AAA A A A AA HII III II IIIA AAAI III ISI AAA A AAAS AAAI ASDA AISA AD AAAS AAA A A A A A IA RRR RRR; ROA OE ORR IR DDO LLL ILI ARR RAAA AAR FERRI II IIIS III} I; I FOI III III II IOI IIASA A AK 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 EVERYWHERE Fleischmann’s Yeast is recognized as the standard yeast for baking. S a». It is uniform. It is reliable. It is economical. ot oO It makes good conservation bread and rolls and consequently makes satisfied cus- tomers who. will come back to your coun- ter again and again. THE FLEISCHMANN COMPANY ‘“‘Fleischmann’s Yeast”’ What We Might Do What We Don't Do What We Do Do eee ND WH ee We might make matches out of cheaper wood But We Don’t. We might save money by using cheaper chemicals But We Haven’t. We might shut down our scientific department and cease , trying to make the BEST match ever made BETTER. But We Won't. BECAUSE 40 years of pre-eminence as the leading match makers of ;. : the world is something to live up to, so a We’re Doing It. . The safest: match science can produce is none too yen for : the greatest nation on Esrth, and so ; 4 That’s What We Make. There’s no such thing as standing still if one is ditereiieed : to march at the head of the procession nowadays, so : We’re On The Move. Any American grocer whois progressive enough to place duty and responsibility above a mere fraction of a cent in price, in giving his customers the best and the safest and the greatest value for the money will pin his destinies to DIAMOND MATCHES |) [AMOND CAS. The. Salt thats akbsakk- eee eee DIAMOND CRYSTAL SALT €0., ST. CLAIR, MICHIGAN. LITTLE DUTCH MASTERS CIGARS ‘Made in a Model Factory Handled by All Jobbers Sold by All Dealers Enjoyed by Discriminating Smokers They are so gor d we are cempetied te work full capacity to supply the demard G. J. JOHNSON CIGAR CO., Makers © GRAND RAPIDS . ere ee ee ee ee oo | i Thirty-Sixth Year MICHIGAN TRADESMAN (Unlike any other paper.) Each Issue Complete In Itself. DEVOTED TO THD BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids B. A. STOWB, Editor Subscription Price. Two dollars per year, if paid strictly in advance. Three dollars per year, if not paid in advance. Canadian subscriptions, $3.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents; issues five vears or more old. $1. Entered at the Postoffice of Grand Rapids under Act of March 3, 1879, AFTER THE WAR PROBLEMS. How much foreign trade after the war will be influenced by some of the minor and easily negligible factors is a question. Take the matter of econ- omy as an instance. This has two aspects, one that of expenditure and the other the saving and re-using of waste products. Both are practiced to a certain extent in this country. But in certain European countries— and particularly in Germany—they have become a passion and almost a religion. In the Kaiser’s domain this is the result of the direst neces- sity. The people there have learned by experience on how little food they can manage to keep alive and how to make each shred of fiber go as far as possible in covering their nakedness. By them the collection and re-use, over and over again, of refuse or waste material has been done in the most systematic and thorough manner. It is only by this means that they have been able to do so well as they have in the face of the blockade which has stopped them from getting new raw material. When peace comes, the same ingenuity and care, it is argued, will enable the Germans to turn out cheap goods by the greater use of waste materials and, as for food, the pinching now prevalent will have become habitual. While there is a very good argu- ment in opposition to this view, there is just enough in its favor to em- phasize the need of curtailing un- necessary waste in this and other countries which intend to compete with the Germans for foreign trade. In the long run, cost is bound to be a serious item in the calculations for success in this field. Financiers do not always agree with merchants or producers as to the best policy to be pursued. A case in point just now is afforded in Great Britain. There the disposition is, on the part of business men, to fall in with the popular | feeling against permitting aliens, especially GRAND RAPIDS, WEDNESDAY, OCTOBER 16, 1918 enemy aliens, from participating in the economic life of the country after the war. They have been aroused by the disclosures of German _ eco- nomic penetration whereby British corporations have been made agen- cies of German syndicates. In con- sequence of this feeling, such recom- mendations for preventing aliens from getting control—directly or indirect- ly—of what should be British enter- prises were made by the Commission on Commercial Policy After the War. But a committee appointed by the British Board of Trade to look into the financial aspects of the matter has recently made a report in which it was assumed “that there is no de- sire to adopt any measures against aliens in general or to bar all foreign capital, in view of the fact-that not only is foreign capital essential to the maintenance of London as the financial center of the world, but that such capital as may be available for investment after the war will, in all probability, come from countries other than the Central Empires.” The problem seems to be how to encour- age outside capital to come in with- out at the same time permitting it to dominate the vital industries of the country. So the first point to establish was as to the kind of en- terprises concerning which a_ dis- tinction should be made. In this country there is.a problem somewhat similar to the one the British have. As is well understood, the great industrial and transporta- tion development of the United States was accomplished with the aid of foreign capital. Money poured in from Great Britain, gium and France to build railways and telegraph lines, to open up mines, etc. While it was cheerfully wel- comed, the foreign buyers also bene- fited because they got good securi- ties which paid them a high rate of interest. It was purely a_ business maiter, of advantage to both parties to the transactions. Later on came ‘nvestments from Germany, mostly in industrial enterprises of a manu- facturing character. In these, the profits all went to Germany and the plants established were for the pur- pose of forestalling or putting out of business domestic enterprises, and all of them were centers of German propaganda. They were outposts in the general German scheme of dom- ination. At present most of them are in charge of the Alien Property Custodian. Many of them are profit- able and are making added profits because of the war. It would seem unjust that this should continue, and this gives force to the suggestion of Mr. Palmer, the Alien Property Custodian, that such plants and the Holland, Bel- - profits made by them should be con- fiscated and that, in the future, no such opportunity should ever be again afforded to have German repeat their operation. interests WOOLS AND WOOLEN GOODS. The situation with regard to wool shows no marked change beyond the fact that the mills now manifest a little more uneasiness as to what they are to do when war orders fail them. Unofficially it is stated that prepara- tions are afoot for procuring about 200,000,000 pounds of wool from Australia and New Zealand, which have plenty to spare and are urgent to get rid of it. Some fabrics are be- ing delivered by mills to the trade on old orders, but there seems to be quite a quantity of left-over goods which pop up in unexpected quarters. There will be an ample supply of them for Spring, and there is plenty of time yet to arrange for the next heavyweight season. No enthusiasm is shown for the cotton warp fabrics which certain interests are trying to push, and this applies as well to dress goods as it does to cloths for men’s wear. There is the same disinclina- tion by buyers of ready-to-wear to take the part of cotton goods. So far as manufacturers and dealers are concerned, they are watching the signs which may indicate an early termination of the war. They are unwilling to be caught, when peace comes, with a lot of fabrics or cloth- ing composed partly of cotton, as such stuff if not unsalable could be disposed of only at a great sacrifice. This is particularly true because of the high prices current for the fabrics. So the tendency is to take no more than can be quickly disposed of. In men’s clothing the season promises to make a good showing for sales despite the hiatus caused by the draft. A slight lull in the buying of women’s coats and = suits, which has been noticeable in the last week o1 cen days, is believed to be only tempo- rary. Fresh evidence of the Railroad Administration’s realization of the human side of its great problem is found in its order concerning notice of changes in time tables. These changes are not merely to be posted at the station ten days before they become effective; they are also to be advertised in the newspapers’ ten days, five days, and one day before trains run according to the new schedule. This is a laudable en- deavor to accomplish a task that many railroad managers have given up in despair—the task of protecting the public from the consequence of its own inertia. Number 1830 GERMANS WORSE THAN HUNS. We have often been reminded of late that the Kaiser is himself re- sponsible for the qualification of his soldiers as “Huns.” He is quoted as having enjoined his Chinese expedi- tionary force in 1900 to “be as terri- ble as Attila’s Huns.”. His faithful emissaries, understanding the phrase to connote the highest possible de- gree of barbarous cruelty, tortured and butchered men, women, and children in China almost as brutally as they have maimed and massacred since in Africa, Armenia, France, and 3elgium. But is the comparison, which we have taken from the Kaiser’s own mouth, entirely just? Attila, or Etzel, plays a dignified and often quite laud- able role in Teutonic, Scandinavian, and Hungarian legend, with, it would seem, some hint of historical founda- tion. There is no question that he was violent and cruel, but he was clearly not without reverence, mag- nanimity, a sense of justice, or per- sonal courage. In the great battle of Chalons, in 451, he is recorded to have exposed his person as recklessly as any priv- ate soldier. Bishop Lupus, and later Pope Leo I., were able to appeal suc- cessfully to his generosity and to persuade him to spare Troyes and Rome. Whatever may have been true of certain of his nondescript fol- lowing, he himself lodged, dined, and dressed with Spartan simplicity. Pris- cus reports that when the _ inhabi- tants of the little city of Azimus, in Thrace, refused to abide by: the humiliating capitulation of the Em- peror of the East and offered a vig- orous resistance to the Hun, the con queror was so struck by their courage that he condescended to treat with them on equal terms. Gibbon infers that “this savage hero was not inac- cessible to pity; his suppliant ene- mies might confide in the assurance of peace or pardon; and Attila was considered by his subjects as a just and indulgent master.” Is the current identification of the Kaiser and his butchers with the army of Attila not cruelly unjust to the Huns? Sending Eggs Back to California. Some funny things are happening in these days of abnormal prices. Last February eggs sold in New York at 72c per dozen, and forthwith: Los Angeles, where spring had al- ready set in, began to send eggs there as fast as she could ship them. Now eggs are selling in San Fran- cisco at 65%4c per dozen and eggs are being shipped from the East to Cali- fornia. Merchandise of whatever character naturally moves toward the highest market. MICHIGAN TRADESMAN October 16, 1918 MEN OF MARK. D. A. Bentley, Well-Known Saginaw Produce Dealer. Starting his career on a farm near Brown City some thirty years ago and to-day head of one of Michigan’s newest and most promising wholesale produce houses is, in short, what Dun- can A. Bentley has accomplished. “Dune,” as he is familiarly known by both personal and business friends, was born on a farm, received a coun- try school education and, after finish- ing same, completed his education at the East Saginaw high school, after which he taught for several years. He then took charge of his father’s fancy herd of Holstein cattle. It was dur- ing this period of his life he conceived the idea of some day getting into the line of work he is so interested in at present. Owing to poor health, he left the farm and went to Detroit to re- cuperate. After a year’s rest, he came to Saginaw and was appointed man- ager of the Empire Produce Co., con- tinuing in that capacity for about two years, after which he received an offer from the Cornwell Co., of Saginaw, which he accepted. This was about eleven years ago and during that time up to Jan. 1 last he served in a most efficient manner as manager of the produce department. He took charge of the department in its infancy and by perseverance, study and earnest efforts, built it up to where it is con- ceded to be one of the biggest and most profitable departments of the company. Recognizing his ability and the wonderful work he had done for the company, he was, nine years ago, chosen by the Michigan Poultry, Butter and Egg Dealers’ Association, as ,their Secretary and ‘Treasurer, which position he still holds and han- dles in a businesslike manner. He is also closely and actively associated with the National Association of Produce Dealers, having just returned from Chicago, where they were in session the past week. Last January he severed his con- nections with the Cornwell Co. in or- der to enter the produce field for him- self. His present and strongest in- clination is to found for himself a brokerage business along the lines in which he is an admitted expert and in which he has achieved more than an ordinary measure of success, spe- cializing in butter, eggs and cheese. Shortly after the first of January he formed what is now known as the D. A Bentley Co., with headquarters at 406 Lapeer avenue, Saginaw, and in a very short period of time was doing a splendid business, controlling and featuring the following lines: Hem- lock creamery butter, Nut Spread margarine, Frankenmuth cheese and also handling a large line of Wiscon- sin cheese.. At the presént time he controls the sales of the whole State on Nut Spread margarine. When Mr. Bentley formed his com- pany last January, he was fortunate in securing the services of several men who are specialists in their lines. Wm. J. Brydges, one of the members of the company, is an expert accountant a a B SN I TR I and has charge of the books. Alex Sells, of the outside sales force, stands second to none as a judge of butter and, besides selling, is purchasing agent for this department. Patrick O’Toole, traveling North and West of Saginaw with a branch office at Clare, is one of the best known produce salesmen in Eastern Michigan. He looks after the egg department, both buying and selling. L. E. Gemmill, the latest addition to the sales force, is head of the margarine department. For the past few years Mr. Gemmill has devoted his entire time and atten- tion to the margarine business. At this point it might be mentioned that all the above named gentlemen were formerly with the Saginaw branch of the Cornwell Co. J. H. Jerome has charge of the city sales work. Mr. are upon him and with one voice wish- ing him the success he so justly de- serves. — 72. ____ Perfecting American Toys. A movement has been started in the toy industry of this country to improve the quality and standard of American-made toys from the stand- point of their artistic as well as their commercial value. The Toy Manu- facturers of the United States of America, Inc., the largest association of toy manufacturers in this coun- try, and the Art Alliance of America, which recently held an exhibiton of American toys in an effort to get manufacturers and designers to work in closer harmony, are laying plans now for a larger exhibit, to be held in this city probably during next February, at which it is expected that D. A. Bentley. Jerome was for several years in the produce business in Saginaw. Well known and well liked, he has proven a valuable asset to the company. While always active and with a keen eye for business, Mr. Bentley found time about nineteen years ago to marry Miss Carrie Drennan, of Yale, and to this happy union has been added two boys and two girls, who are the biggest assets in making a happy home at their pretty place on North Jefferson avenue. Mr. Bentley is a very active Mason, as well as a member of the United Commercial Travelers, belonging to Saginaw Council, No. 43. He is also a member of the First Christian church. Mr. Bentley is being watched very closely in his adventure and all eyes of the State Associatien and friends a very large proportion of the do- mestic manufacturers will be repre- sented. A better opportunity will thus be afforded American designers to criticise and make suggestions and for manufacturers to profit by these sug- gestions: and criticisms. Harmony in colors is coming to be looked upon as one of the most im- portant characteristics of any toy. The work of designing toys involves practically every art and trade there is. Mechanical and electrical en- gineers are needed in the toy indus- try, no less than are designers of women’s hats and gowns. Artists and portrait painters are required, no less than naturalists and those familiar with plumbing. The designing departments main- tained by most manufacturers have in the past devoted more attention to the work of simplifying manufactur- ing processes, it is said, than to the matter of getting out an article or a combination of colors which has a real artistic value. Now, however, the importance of work of this latter sort seems to be more generally recog- nized, and is being given more at- tention everywhere. The early re- sults of these efforts are already showing themselves in the toys that are now being turned out. “If American toy manufacturers are to hold the trade they have been able to get since the war started in 1914,” pointed out one authority in this city, “they have got to add beauty, harmony of colors, and other artistic qualities to the other char- acteristics of American-made toys. American ingenuity has developed toy making to a higher degree of perfec- tion than has been done in any other country, and it now remains for American designers to do their share from the artistic standpoint.” ——_2. 2. Tomatoes Will Probably Go Around. Tomato canners would like buyers to get the impression that tomatoes are going to be scarce this year be- cause the Government has taken 45 per cent for itself. Eastern canners think the United States ends at the Allegheny mountains. Out in Cali- fornia there is going to be a tremen- dous pack despite the rain damage of last month. Eastern packers say that California doesn’t count because her tomatoes cannot be shipped to East- ern markets. They forget that they ‘ are figured in the total and that with the large Pacific Coast pack figured in it will leave a greater number of cases available for the general public, An authority, who generally knows what he is talking about, has es- timated the total pack this year as not less than 18,000,000 cases. Last year the pack was: 14,000,000 cases and the average for the last five years has been 13,700,000 cases. The Govern- ment’s requitement of 45 per cent. would make a total of 8,100,000 cases, leaving, say, 10,000,000 cases for the public, to which must be added the equivalent of 1,500,000 cases put up by American housewives for their own use, making a total of 11,500,000 cases for the country to get along on, which it has been known to do be- fore. ——_.-2>——___. Helping the Food Administration. Each customer of one grocer re- ceives from him a small parcel con- taining a supply of pasters reading “meatless day” and “wheatless day.” With the pasters is a letter urging observation of the “less” days and suggesting to the housewife that she fasten the pasters to the calendar dates. Reminder notices are also dis- tributed, one to each housewife, with the last delivery before every “wheat- less” day—one of them; for example, contained corn-bread recipes. As the notices varied, the grocer was able to inform his customers of changes in the Government’s food program, and also to keep constantly before them - the necessity for living up to the pro- - gtams* 8 te Ty. He-Coleman. Ss ‘of trade October 16, 1918 COMPULSORY RATIONING. Why It Has Not Yet Been Under- taken. Some small merchants, struggling with the intricacies of our voluntary system of rationing food stuffs, have been apparently inclined to believe the difficulties would be less if a compul- sory card system were introduced. It is interesting, therefore, to contrast the system in effect in this country with that now being used in England, taking the observation from a mer- chant’s standpoint. The Food Administration and the dealers in food stuffs here have been absolutely together from the begin- ning in their desire to bring about the necessary conservation of food with the least possible disarrange- ment of existing trade methods and a minimum amount of disturbance to business in general... The compulsory ration system looks simple at first glance, but it has many phases which are incompatible with the maintenance on a normal peace-time basis. In the first place before any ade- quate compulsory rationing system can be carried out, the ground-work must be laid, embracing among other things: 1. An absolute control by the Gov- ernment of all food stuffs; 2. Some practical method for the arbitrary distribution of food by the Government based upon population; 3. The control by the Government of prices to prevent profiteering; 4. A very finely decentralized food control machinery to reach every cor- ner of every community. The difficulties attendant upon es- tablishing such a _ ground-work in America are far greater than they were in Great Britain, due to the fact that while Great Britain imports 66 per cent. of her food stuffs and is, therefore, able to control them from the moment of entry, we produce in this country practically everything we eat, making it necessary to regulate the producers also. Taking for grant- ed, however, that these difficulties can be overcome, there still remains the question of the proper basis for dis- tribution. England first tried the “datum” system, basing the amount of food available for each dealer upon a certain percentage of the supplies he had received during a specified previ- ous period selected for this purpose. This was found illogical because it re- sulted in setting a premium upon wastefulness. That is, the communi- ties which had consumed the most MICHIGAN TRADESMAN ing supplies. He is allowed a given amount of food stuffs for each cus- tomer and a small addition for emer- gencies—no more. It will be readily seen that such a system has its drawbacks. In the first place, having registered as a customer of a particular store, the food buyer remains a customer of that store ex- cept for extraordinary reasons, such as removal from the city or death. This naturally eliminates all competi- tive business, all initiative on the part of the merchant, all desirability of ap- peal to the transient trade. The mer- chant must be content to mark time and to hold his ground, if he can, until the war is over. This method has resulted in Eng- land in wiping out the little merchant. Customers desire to avoid as much trouble as possible, and therefore reg- ister themselves as buyers at stores which can supply all their needs. It also lays the way open for utilization by the stores of unrationed articles as a bribe for trade. Fortunate con- cerns which can obtain by one way and another fairly regular supplies of tea, cheese and other unrationed arti- cles are able to say to their customers, “If you buy your sugar, meat and flour from us. we will see that you get your half pound of cheese every week, or your supply of tea.” The little store which is not able to ob- tain these supplies—costly and _ so scarce—is helpless. The abuse of the unrationed articles is thereby exaggerated and encour- aged, whereas under the American system our people are put on their honor to conserve all kinds of food and are guarded with all the power the Food Administration has against profiteering, discrimination and_ in- equality in all lines, and the merchant remains much freer to exercise his own initiative and ability in building up his business. But there is a great argument in favor of voluntary conservation over and above all business considerations, one which should not be overlooked by any retail merchant. After all, war is our great business these days and anything we contribute to the winning of the war is worth while, no matter what it costs. The volun- tary method of conservation has brought home the war to every citi- zen of the United States as perhaps no other Governmental action has done. It has awakened in the minds of the people a sacrificial conscious- ness. The very difficulties which the housewives have had in buying flour substitutes and in making their two- pound allowance of sugar go round have also created in their minds a con- ception, however vague, of the great reason why. Our people can not live day by day under the personal food responsibili- ties thus put upon them without con- sciously thinking of the battle line atid the 120,000,000 Allies whom we must feed. Governmental regulation, when car- ried to an excess, produces that pa- ternalism and collectivism which are the very core of the Prussian system against which we are fighting. We glory in the freedom of the American citizen. We pride ourselves on the Food Administration’s faith that our people are strong enough and _ loyal enough to do their duty voluntarily and wholeheartedly. It should be the aim of every deal- er in food stuffs to foster and encour- age this war consciousness in his cus- tomers. Nothing could be more ideal for the furtherance of true patriotism than the knowledge that our Govern- ment trusts its citizens and permits them to be its partners and not its children. When your customers real- ize that we must share our food with the Allies as honorably and cleanly as we fight with them, the citizenship of America will be on a sounder basis and the world more nearly a safe place for democracy. Mrs. Gertrude Mosshart, Chief Retail Stores Section U. S. Food Administration. 22 —___ Late Notes From a Live Town. Owosso, Oct. 15—In the Tradesman of Oct. 2, we read an article advising us that whale milk will some day in 3 the near or distant future settle the question of milk supply; that is, in states where the farms are damp enough for whales to grow spontane- ously. We, no doubt, are a little thickheaded on a good many new en- terprises with which we are nowadays so frequently confronted and will own up that we do not grasp this one in its entirety. We can readily under- stand how a hired man can go out to the cow or whale yard, hang his shirt and trousers up on the fence, take a pail in one hand and a milk stool in the other, dive down into the whale- pool and under a whale and_ holler “hist.” But just how he is going to keep the water out of the milk while he is milking does not penetrate our think tank sufficiently well that we could go ahead and explain it to any- body off hand, W. S. Lamb, of Vernon, is closing out his stock of groceries and has accepted a position with the M. U. T. R. R. Co. in Jackson. H. B. Collins, of Owosso, the large. fat, good natured bald headed old groceryman of the Riverside grocery, has sold his stock to H. H. Morrow & Co., who will continue the business at the old C. M. Miller stand on Wash- ington street. Ira Hempsted, of Nicholson, is re- modeling his store building into a large up-to-date country store, with large basement garage and home building, with gas lighting plant and other convenient equipments. Skid Watson, of Bancroft, formerly with Marshall Field & Co.. who sep- arated from that concern four years ago to go into the hardware game at Bancroft, has closed out his stock of hardware, moved to Lansing and_ is again on the road with the Marshall Field & Co. Honest Groceryman. —_——@@—______ Cheer Up. You have two chances, one of being drafted and one of not; And if you are drafted, you have two chances, One of going to France, and one of not going to France; And if you go to France, you have two chances, One of being shot and one of not being shot. And if you are shot you have two chances, One of dying and one of not dying. And if you die you still have two chances. A. L. ARNOLD G. L. HAHN W. N. WHEELER J. L. COHN S. R. ANDERSON PAUL MARIENTHAL Automobile Losses Ruin Many Men The Following Buick Cars Have Been Stolen and Paid For This Fall: Owosso Buick Roadster Pontiac Buick Touring Saginaw Buick Touring Kalamazoo Buick Touring Romeo Buick Touring Muskegon Buick Touring Factory No. 243528 Factory No. 300136 Factory No. 299974 Factory No. 247522 Factory No. 297474 Factory No. 156446 food during the given period were ( Fire 102; permitted to profit to that extent un- Claims Paid in 1918 ) Theft ' 132; +Amount Paid 19,297.41 der the rationed distribution. | Liability 217; Amount Paid 26,899.58 The Food Ministry was, therefore, Fire losses occur many times in the public garage, and, as cars grow old, there is a greater danger of a back brought to the conclusion that the fire or a short circuit. registry system would be preferable, A few days ago one of our members driving his car away from home left it standing: another driver acci- and it is under the registry system dently bumped into the gas tank, setting the car on fire and burning it. that food is being rationed in Eng- No man can afford to go without insurance at this time. ee The Government expects everyone to keep well protected. They encourage insurance of all kinds, especially ae a: for those who are poor or in moderate circumstances. A small amount paid makes you safe. When the committee The registry system demands that for Liberty Bonds comes, it is a poor excuse to say, “My Automobile burned or was stolen,’ or “I have a lawsuit to every buyer of food in England shall defend, and cannot buy.”” You can keep yourself safe by carrying automolile insurance, as the cost is only about register as a customer of a food 2c per day. store. The registry blanks are care- Keep Insured in the BIG MUTUAL Able to Stand the Shock of Serious Losses. fully filed and stubs from his individ- ual customers’ books are used by the CITIZENS MUTUAL AUTO INS. Co., HOWELL, MICHIGAN food: merchant as a basis for obtain- Amount Paid $25,423.19 Total $69,620.18 MICHIGAN TRADESMAN ‘pli fn 7 pi 2 Zz [ee = Movements of Merchants, Sault Ste. Marie—Fire damaged the clothing stock of Michael J. Andary Oct. 11, causing a loss of about $3,000. Gobleville—Charles H. Ruell, who conducted a general store at Pine Grove for many years, was buried Oct. 10. St. Johns—F, C. Mason & Co., deal- er in agricultural implements, has in- creased its common stock from $45,000 to $55,000 and its preferred stock to $10,000. Sanford—The Sanford Elevator Co. has been incorporated with an auth- orized capital stock of $20,000, all of which has been subscribed and paid in in cash. Pinckney—Bank robbers blew open the People’s Exchange Bank Oct. 9, carrying away about $10,000 in cur- rency. They escaped in an automobile and no trace of them can be found. Detroit—The Wright Jewelry & Luggage Shop has been incorporated with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in prop- erty. Ishpeming—The Hendrickson Es- tate has removed its stock of general merchandise to the Johnson building, on Cleveland avenue. The store has heen remodeled and_ is thoroughly modern. Evart—Ernest Mahar has returned to Evart to take charge of the Evart Drug Co.’s store, Norman Weess hav- ing enlisted in Uncle Sam’s service. Mr. Mahar has been in Lansing the past two years. Negaunee—Ernest M. Klein is clos- ing out his stock of mens and boys’ clothing and will devote the room the stocks have occupied to the en- largement of the dry goods, cloak and shoe departments. Detroit—The Salesmanship Club of Detroit, of which Stephen Jay of R. H. Fyfe & Co. is vice-president, has decided to suspend activities for the duration of the war at the request of the World’s Salesmanship Congress. Battle Creek—The La Vogue Co. has been incorporated to conduct a women’s ready-to-wear clothing and dry goods store, with an authorized capital stock of $5,000, all of which has been subscribed and paid in in cash. Detroit—Gowans & Greve, grocers at 1535-37 Jefferson avenue, have merged their business into a stock company under the style of the G & G Grocery, Inc., with an authorized capital stock of $10,000, all of which has been paid in in property. Detroit—The Harlan Gas Coal Co. Stores, Inc., has been organized at Harlan, Kentucky, with headquarters at Detroit, to conduct a general mer- chandise business, with an authorized capital stock of $25,000, all of which has been subscribed and paid in in cash. Kalamazoo — Arrangements have been completed through the Chamber of Commerce for the annual conven- tion of the Michigan Implement Deal- ers’ Association to be held here No- vember 13, 14 and 15. Three hundred delegates will be in Kalamazoo for the meeting. A display of agricultural implements and tractors will be held in the Armory in conjunction with the meeting. Detroit—Oliver H. Grunow, 635 East Grand boulevard, Secretary of the Grunow Drug Co., and one of Detroit’s oldest merchants, is near death with heart trouble at his home, 635 East Grand boulevard. He was six years a member of the common council. His son, Corporal Oliver H. Grunow, Jr., is in camp at New Haven, Conn., and effort is being made to have him furloughed to be at his father’s bedside. Detroit—B. Burke, shoe dealer at 79 Washington boulevard, has decided to enlarge his selling space by moving to the rear the wall between the sales room and the store and_ shipping room. In other words, he will more than double his selling space. This he is compelled to do by reason of adding a women’s department. Dur- ing the year or more which Mr. Burke has been in business he has confined himself exclusively to men’s shoes. Now, he is going to have a women’s department also. Manufacturing Matters. Hudson—The Kefuss flour mill was badly damaged by fire recently and will be shut down from four to six weeks for repairs. Marine City—The Banner Salt Co. has been incorporated with an auth- orized capital stock of $150,000, of which amount $91,000 has been sub- scribed and $50,000 paid in in cash. Detroit—The Parker-Murton Steel Co. has been incorporated with an authorized capital stock of $1,500, all of which has been subscribed and paid in in cash. Constantine — Fire destroyed the plant of the Constantine Board & Paper Co. Oct. 11, causing an estimat- ed loss of $200,000, which is partially covered by insurance. Battle Creek—It is expected that the new macaroni plant of the Armour Grain Co. will be ready early in No- vember. The building will be the most modern of its kind in the State. Owosso — The Standard Flaked Food Co. has filed a voluntary peti- nee eee TT teers Fase TST AP ETE TET tion in bankruptcy. Assets, $36,000; liabilities, $32,000. L. A. Sanderhoff has been named as temporary trustee. Detroit—The Skinner Dry Gas Car- bureter Co. has been incorporated with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and $3,780 paid in in cash, Detroit — The By-Products Coal Corporation has been _ incorpora- ted with an authorized capital stock of $50,000, of whch amount $25,000 has been subscribed and $5,000 paid in in cash. Detroit—The Oelman Machine Co. has been organized with an author- ized capital stock of $25,000, of which amount $17,800 has been subscribed $8,710.06 paid in in cash and $8,089.04 in property. Detroit—The Wolf Sanitary Wip- ing Cloth Co. has been incorporated with an authorized capital stock of $20,000, all of which has been sub- scribed, $5,600 paid in in cash and $4,700 in property. Battle Creek—The Auto Primer Co. has been incorporated with an auth- orized capital stock of $20,000, of which amount $10,000 has been sub- scribed and paid in, $3,400 in cash and $6,600 in property. Bad Axe—The capacity of the Milk Products Co. will shortly be doubled. The headquarters have been moved from Detroit to the plant and prep- arations are being made greatly to ex- tend the business. Detroit—The Samson Tractor Co. has been incorporated with an auth- orized capital stock of $10,000, all of which has been subscribed and paid in in cash. The tractor will be manu- factured at Janesville, Wis. Port Huron—E, P. O’Rourke has been promoted to be factory manager of the Port Huron Engine & Thresher Co. Mr. O’Rourke has been assistant superintendent of the concern during the last twenty-three years. Detroit—The S. S. & B. Machine & Tool Co. has been incorporated with an authorized capital stock of $6,000, all of which has been sub- scribed and paid in, $2,400 being in cash and $3,600 in property. Detroit—The Kor-Ket Co. has been organized to manufacture and _ sell cork flush balls and plumbers special- ties, with an authorized capital stock of $1,000, of which $750 has been sub- scribed and paid in in property. Detroit—The Harding & Madden Engineering Co. has been incorporat- ed to manufacture and sell engineer- ing machinery, with an authorized capital stock of $50,000, of which amount $25,000 has been subscribed and paid in, $6,751.54 being in cash and $18,248.46 in property. Manistee—Considerable progress is being made on the construction work of the new Cooper Underwear Co. plant. It is expected that the plant will be ready for occupancy before the end of November. A feature in the construction is the unusually large number of windows, the purpose be- ing to provide as much daylight as safety in construction will warrant. Ypsilanti—A controlling interest in the Michigan Press Co., manufacturer of the Perkins power presses, has October 16, 1918 been purchased by Theodore H. Mill- ington and Charles W. Chapman, both of Detroit. The former, who was at one time connected with the General Motors Company and is a well-known engineer, is president of the re-organ- ized company. Mr. Chapman is sec- retary and treasurer, and C. A. Per- kins, well known in Ypsilanti, is vice- president. The company expects also to bring out a new four-wheel tractor. About forty men will be employed at the plant at the start. Allegan—Six months aco the Blood Brothers Machine Co. gave notice to its men that each pay day thereafter a Thrift stamp would be given to each one who worked full time during each pay day period, and that a War Sav- ings stamp in addition would be given each one who should obtain a Thrift stamp each pay day. This was done to stimulate a closer attention to busi- ness and increase production. Out of about 200 men employed the average number to draw Thrift stamps with their pay has been 140, and of these seven have qualified for the War Sav- ings stamps. In a letter given the men with the stamps President Mat- tingly pays them a pretty compliment for their fidelity to the work in hand, and reminds them of the important part the company is playing in fur- nishing the Government means for supplying necessities to the men fight- ing at the front. —_——-——o. - ~~. ——____ Liquidation of Grocer Martin at Petoskey. Petoskey, Oct. 12—J. E. Martin, grocer of this city, has assigned to me all of his assets to be distributed pro rata to his creditors. His ap- proximate liabilities are $3,773 and his assets consist of the following: POS $500.00 Buls receivable. 6... 520.82 Merchandise 05. 758.42 I will endeavor to have his affairs liquidated as soon as possible and dis- pose of everything at the highest price obtainable. Any further information desired will be gladly furnished upon appli- cation. Leon Loeff. John E. Kenning, camp salesman for the Kent torage Co., dropped dead suddenly at Camp Custer Monday. The remains were brought to this city and the funeral will be held at the family residence, 556 South College avenue, Thursday afternoon. De- ceased was formerly engaged in the manufacture of cigars under the style of Mohl & Kenning and John E. Kenning & Co. and had traveled out of Grand Rapids almost continuously for nearly forty years. If you have a clerk who is a relative, don’t let that be an excuse for treating him any different from the rest or you will have trouble with the whole force. H. C. Morrell has engaged in the grocery business at 121 Sheldon ave- nue. The Judson Grocer Company furnished the stock. N. L. Gage has engaged in general trade at Nelsville. The Michigan Hardware Company sold the hard- ware stock, ———_2 ++ ___ Frederick Neureither succeeds Neu- reither & Schneider in the grocery business at 1212 Madison avenue. Ae ANN aA ASS ee aaiaDeS eenaeeeeac eee eager WS eet 2 2s ee ee ee 2 ee eee ee ee heed ee ee — Re eb et fo ee et UM hUO.lUmA CUB tt OO OLD LUDlUlh Uf = October 16, 1918 MICHIGAN TRADESMAN The Grocery Market. Sugar—The entire situation is un- changed, with no change in sight. There is plenty of sugar about, and if any retailer who is entitled to sugar fails to get it, the fault lies in the Food Administrator’s office, if he has made his application properly. The consumptive demand for sugar is fair, Householders in future may obtain only half their monthly supply of sugar at one time by an amendment of the sugar distribution regulations announced by the Federal Food Board. The new ruling became effec- tive Oct. 15. THis will allow a family of ten persons to purchase half its monthly allowance of twenty pounds, according to the two pounds a-person- a-month rule, which remains in force, on presentation of the usual sugar card. Purchases of half allowance quantities must be made before and after the 15th of each month. Tea—While the market has a quiet appearance with buying confined with- in limits defining present wants of consumption there is a_ decidedly strong undertone which is apparent in connection with practically every- thing on the list. Of most descrip- tions the supply in sight is much be- low normal, Javas being the only not- able exception, while the outlook for an increase in imports to equalize the difference is made uncertain by the tonnage shortage and is further com- plicated in the case of producing coun- tries on a silver basis by the extreme- ly high rates of exchange. Latest advices from Japan are to the effect that the season there is closing and that prices remain at very high levels. Formosa reports an active and rising market, while in China export busi- ness is virtually at a standstill. Coffee—Rio and Santos grades are unchanged, but fairly well maintained on_the previously quoted high basis, the reason being the same reason previously given—short spot stocks, difficulty of replenishing those stocks from Brazil and high market in Brazil. Mild grades are firm. The general demand for coffee is fair and the general disposition is to put more life in trading, as the Govern- ment has shown more inclination to grant coffee dealers an increase in profits. Canned Fruit—There are no offer- ings at present and the market is on a nominal basis with business reé- stricted in consequence. Canned Vegetables—The one great feature of the market which every- body concerned has to deal with is the scarcity of goods. There seems to be nothing to trade with and even the tomato. situation is becoming stronger from the supply standpoint. Some canners have already withdrawn for the time being and others are ask- ing $2.10 for No. 3 Maryland tomatoes. The present strain seems to have de- veloped from the enormous require- ments which the Government has in- dicated for itself which has led some jobbers to believe that it could be only temporary until deliveries have been made to the Government and the situation checked up after which it may be found that there will be plenty of tomatoes to go around and possibly more to be offered by canners who have temporarily withdrawn. Offerings of corn are light and the market is strong on the basis of $1.75 for Maryland-Maine style f. o. b. Southern factory. Canned Fish—There are still no offerings of salmon on the spot and the market is a very strong one. The pack of sockeye salmon on Puget Sound is a complete failure, the out- put being the smallest, according to the best estimates now available, since 1893, when the salmon fishery of the district first began to assume com- mercial importance. Many canneries were closed entirely during the time the sockeyes were expected to run, and those that operated had only fish enough to keep them going a small part of the time. Nothing like a real run appeared at any time during the season. The pack in 1914, the cor- responding year in the previous cycle, was 335,230 cases, and packers felt justified in preparing for an output somewhat of similar proportions; but it now appears unlikely that the fig- ures for this year, when the final total is made up, will be more than 10 per cent of that amount. There were less than 150 purse seines oper- ating on the salmon banks this season, against over 400 last year, yet the average catch for the sockeye season was not over 300 fish per boat, and few if any of them made enough to cover expenses, and catches in the traps were correspondingly small. Sardines are unchanged. Dried Fruits—The situation in re- gard to peaches is again rather com- plicated. While the Association has said that it will be able to offer from 35 to 40 per cent. to the civilian trade, the fact remains that the only arrivals of new crop which have come East were immediately taken over by the Government. These were not new crop peaches but they indicate the urgent desire of the Government to obtain all the dried fruit possible and do not carry very much hope of any great quantity being allowed to get into commercial channels from the new crop. At any rate, even if the Association is permitted to deliver the percentage stated it will mean but a very small actual quantity that will become available, because the crop is a short one to begin with. Apricots are higher on the spot as there is a good speculative demand for this item, which happens to be unlicensed. Choice Blenheims are now held at 2ic, extra choice at 23c and fancy at 24c. There are a few 90 to 100 Santa Clara prunes in the market held at 103—___. Review of the Grand Rapids Produce Market. Apples—Maiden Blush, $1.50 per bu.; Pound Sweet, $2 per _ bu; Wealthy, $1.50; Wolf River, $1.50; Strawberry, $1.50@1.75; 20 oz. Pippin, $1.50; Hubbardstons, $1.25; Baldwin, $1.50; Northern Spys, $1.75. Bananas—$7 per 100 lbs. Seets—85c per bu. Butter—The market is strong, fol- lowing the recent decline. There is a moderate supply and receipts are light. Local dealers hold creamery at 57c in tubs and 59c in prints. They pay 45c for No. 1 dairy in jars and sell at 48c. They pay 33c for packing stock. Cabbage—$3.25 per crate or $1 per bu. Carrots—75c per bu. Celery—30c per bunch. Celery Cabbage—$1.50 per doz. Crab Apples—$1.75@2 for late va- rieties. Cucumbers — Indiana hot $1.50 per doz. . Eggs—The market is a little strong- er, due to the heavy demand. Local dealers pay 45@46c per dozen, loss off, including cases, delivered. Cold storage operators are putting out their stocks on the basis of 45c for candled and 42c for case count, Egg Plant—$1.50 per dozen. Grape Fruit—$6 per box for all sizes Floridas. Grapes—Home_ grown stock is practically all marketed. California Tokays and Malagas, $3 for 4 basket crate. Green Onions—18@20c per dozen. Peppers—$1.75 per bu. for and $2 for red, Honey—35c per lb. for white clov- er and 30c for dark. : Lemons—California have advanced to $9 for choice and $9.50 for fancy, on account of the flu. Stock is very scarce. Lettuce—Garden grown, 65c per bu.; home grown head, $1.50 per bu.; hot house leaf, 14c per Ib. Onions—$1.50@1.75 per 100 Ib. sack. The crop is large in yield and quality the finest ever. Oranges—California Valencias, $11 (12 per box. Pears—Keefers, $1.50@1.75. Pickling Stock—Small white onions, $2 per % bu. Potatoes—Home grown command $2 per 100 Ib. sack. Quinces—$4 per bu. Radishes—15c per dozen. Squash—Hubbard, $2.75 per 100 lbs. Sweet Potatoes—$2 per 50 Ib. ham- per and $5 per bbl. for Virginia. $2 per house, green Tomatoes—Ripe fetch bu. basket. -——__—_>-e Jay F. French, dealer in produce at 235 Ionia avenue, has merged his business into a stock company under: the style of the J. F. French Co., with an authorized capital stock of $20,000, of which amount $14,000 has been subscribed and paid in in prop- erty. The company will conduct a wholesale and retail business. RETAIL SALESMANSHIP. Extent It Depends on the Five Senses. The problem of the salesman is to get the customer to learn about the merchandise, to become interested, to desire to buy. This is essentially a psychological problem, for psychology deals with the methods by which the mind gets ideas and how it uses them. It is a matter of common sense that the way to reach a customer’s mind is through his senses, hearing, seeing, touch, smell and taste; but it is not a matter of common knowledge that individuals differ widely in their abili- ty to acquire knowledge through these senses. It is a fact of psychology that some people learn new things through their eyes more readily than through their ears, while others learn much more through hearing than through sight. Eyeminded and Earminded People. Those who learn most readily through their eyes are called eye- minded. Those who learn most read- ily through their ears are called ear- minded. The lesson from these simple facts of psychology for the salesman is per- fectly clear. To try to sell to the eyeminded per- son the salesman must show the cus- tomer the goods, point out the things that may be seen and give the cus- tomer the opportunity to look over the goods. The earminded person must be ap- pealed to by telling him the things he should know about the goods. A\I- though he has eyes, he may not see until told, appealed to through hear- ing what to look for. The eyeminded person understands what he sees. The earminded person understands what he hears. Some People Must “Feel of It.’ It seems that more people are eye- minded than earminded, but it may be stated that more people learn through the sense of touch than through either seeing or hearing. The sense of touch is a remarkable sense. Its contributions to the mind are not so definite as those from the eye and the ear, but it seems to be no less powerful in helping the mind to form ideas. It is the oldest sense in the body. It begins to function before any other. It continues to work up to the point of death, even long after sight, hear- ing, smell and taste have passed away. The deaf and the blind depend al- most entirely upon the sense of touch. Helen Kellar’s wonderful achieve- ment of a good education, ability to write and to speak, are all due to her cultivation of the sense of touch. - Everyone uses the sense of touch in acquiring a knowledge about things more than most people think or are conscious of. Why Shoppers Finger Merchandise. Hold a bright object up before a little child and it will not be satisfied to enjoy it by merely looking at it. It will want to get it into its hands. Why? Because Mother Nature has implanted an instinct in it that tells MICHIGAN TRADESMAN the child that its eyes may be de- ceived, that sight is incomplete as well as deceptive, and that, to know all about the object it must be touched or felt. ; This instinct to learn about things through the sense of touch is what prompts the shopper to handle the merchandise she is shown. This in- stinct is what makes the open mer- chandise tables and counters so suc- cessful wherever employed. People see and then feel the merchandise and upon the results of what they learn through these two senses they buy the goods. Hand the Merchant a Sample. Here again the lesson for sales- people is obvious. Get the merchan- dise into the customer’s hands. Fit it on. Get the customer to feel it in some appropriate way. Appeal to the ble to make an effective appeal through these channels. They are the type who learn more through the sense of touch than through either hearing or sight. Appealing to Taste and Smell. The sense of smell and taste are likewise important in the selling of some kinds of goods, such as per- fumes and foods. Expert salespeople will appeal to them whenever pos- sible. Without intimate knowledge of the customer it is impossible for any salesman to tell easily just which of the senses is the main highway into the customer’s mind. This is a difficulty that can be sur- mounted by taking no chances. Ap- peal to every customer through as many senses as possible. Show the goods, tell ‘about them, Paul H. Nystrom. sense of touch just as you appeal to the eye or ear. Every dry goods salesman makes his appeal to the sense of touch. The machine salesman gets the customer to work the machine. The clothing salesman gets the customer - to try the garment on. The shoe salesman sells shoes by fitting the feet, and fit- ting means appealing to the sense of touch. Even the life insurance salesman appeals to the sense of touch by giv- ing his prospect a card or folder to hold, something that will at least keep the touch nerves busy while he is try- ing to reach the customer’s mind through ear and eye. One of the reasons why it is so dif- ficult to sell insurance to some peo- Ple is because they are neither ear nor eyeminded. It is almost impossi- get the customer to feel them or try them on, and if there is odor or taste that should be known get the cus- tomer to sample the goods in that way. Nearly all people who are not de- fective get some impression through all of their senses. It is better to have the impression reach the mind through two senses than one, and bet- ter through three than two, even about the same point. Another fact of psychology that has enormous significance in selling is the following: Delicate Impressions Count. Every idea which enters a person’s mind is accompanied by some feeling, and this feeling is either good or bad, pleasant and unpleasant, satisfactory or unsatisfactory. There is no idea so small that it does not produce some Fake ee ee ee ee se ie a I ITI ew et October 16, 1918 feeling, causing the mind to like it or dislike it. It is easy to see how significant this fact is in selling when one recalls that everything that the customer hears, sees, smells, tastes, or feels may re- sult in an idea, and that every idea, whether fully formed or not, is classi- fied by the mind as satisfactory or not satisfactory, and, therefore, helps or hurts in making the sale. The store’s advertising, its architec- ture, the window trim, the doorway, the store management, the arrange- ment of goods, the appearance and dress of the salesperson, the voice, speech, breath, etc., all produce their effect on the customer’s mind. The merchant and the salespeople can set out definitely to have all these items produce satisfactory rather than un- satisfactory results. Study the Buyer’s Face. Another fact of psychology is that every idea that enters a person’s mind tends to be expressed. Not every idea is expressed, but it tends to be ex- pressed. There are dozens of ways in which the tendency of expression may show. Speech, exclamations, shaking of the head, movements of the hands or body, the brightening of the eye, the movements of the muscles of the face, laughing, crying and blushing are all forms of ex- pression. Many people learn to control this tendency to show what they are think- ing. Most people learn to control their speech to a certain extent. Some learn to control the expression of the eyes, but very few learn to control the movements of their finer muscles of the face and body. These expressions of ideas that are within the customer’s mind are very valuable to the salesman. Every good salesman watches his customer’s ex- pressions with great care, for it is by these expressions that he must judge whether he is showing the right goods, whether he is pointing out that which is interesting to the cus- tomer, whether he is on the right track or not. Switching Lines of Arguments. Skillful salesmanship consists in in- terpreting the customer’s expressions quickly, making the necessary adjust- ments if the expressions seem to in- dicate that the salesman is on the wrong track, or pushing ahead force- fully if the expression seems to in- dicate favor. Every salesman must take a chance at the start, present some idea, then watch the customer for expression. If the expression is good or favor- able, then the customer knows that he may push ahead safely and posi- tively, If the expression indicates disfavor, then the quicker the salesman turns some new idea or phase the better for him. The study of psychology yields cer- tain facts and certain theories about the mind. Both are of interest to the salesperson. Even the most practical minded must accept the facts such as those given above, and many others that might be given. Every good salesman succeeds be- cause his practice squares with. these it wr WwW ct Sa ey eS October 16, 1918 facts whether he knows it or not. Progress towards success can be made most rapid, however, by consciously ascertaining the underlying facts and then building one’s practices in direct accordance. Paul H. Nystrom. ——_>->—____ Gabby Gleanings From Grand Rapids. Grand Rapids, Oct. 15—James R. Brown, merchant at Delton, was re- cently called to Upper Sandusky, Ohio, to open the Better Wheat Fac- tory which was closed two years ago on account of shortage of wheat. Dur- ing his absence Mrs. Brown will look after the business. Mr. Smith, buyer for the grocery department of L. E. Field & Company, at Jackson, was in Grand Rapids the first of the week. J. E. Ehrenberger, merchant at Traverse City, was reported sick this last week. J. Fred Rood, general merchant at Kewadin, is closing out his business. A good large meeting was enjoyed by Grand Rapids Council Saturday evening, Oct. 5, followed by cigars and luncheon. Mrs. Rockwell, Mrs. Sawyer and Mrs. Lawton, with the assistance of Miss Hubbard, served the coffee and luncheon. Mr. Sawyer is evidently bent on making Grand Rapids Council one of the best in the State. As a preliminary in attaining this end he has appointed Walter F. Lawton and John B. Martin as cap- tains of two teams to capture new members. The captains have the privilege of choosing their own men for co-workers. The November meet- ing will be called at 1 p. m. the first Saturday in November for the trans- action of the regular order of busi- ness. There are a large number of candidates to be initiated. The offi- cers promise to make this meeting snappy and the committee in charge of the new ritualistic work and the new necessary initiary paraphernalia MICHIGAN TRADESMAN will be on hand with their new stunts. No member of Grand Rapids Council should fail to be at the afternoon meeting. The afternoon session will close in ample time for the officers and members to go to their homes and round up the members of their families in time for the pot-luck din- ner at 6:30 p. m. Wayne Hotel (Detroit) has “come back.” James R. Hayes, who man- aged the hotel for more than thirty years, states the proprietors have been discharged from bankruptcy, after be- ing insolvent for nearly a year. The place will not be conducted as a ' hostelry, but Mr. Hayes has re-opened the mineral baths, which are an annex to the hotel proper. Mr. Hayes be- lieves it will not be consistent with good judgment to re-open the hotel itself until some time after the war is over. John A. Hach, Jr., has been called off the road by the war edict until Feb. 1, 1919. Instead of loafing around home, he has removed from Cold- water to Battle Creek, where he has associated himself with the Gordon Shoe Co., 28 West Main street. John is a worker from Workville and will prove to be a valuable asset to his employer. At no time since the war started has the shortage of store help been so much in evidence as at present. Many dealers are getting along without any clerks at all, remaining in their stores from early morning until 6 o'clock, when they can secure the help of school boys for an hour or two. Such a thing as getting away for rest or recreation is out of the question. Wonder what Jim Goldstein ever did that he had to leave Detroit and move across the Detroit River into Canada? While a resident of Grand Rapids, some years ago, Jim’s conduct was exemplary to a remarkable degree— so remarkable that he was held up as a model by doting fathers and fond mothers in bringing up their off- spring. it can hardly be conceived how a few years in Detroit should nave contaminated so distinguished a paragon. D. F. Helmer. —_>--~—____ Late News From the Saginaw Valley. Saginaw, Oct. 15—Victor J. Tatham, proprietor of a chain of grocery stores and one of Saginaw’s most in- fluential mrechants, is ill at his home. In his absence, the business is ably looked after by his Secretary, Miss Anna Roth, at headquarters store No. 4 on Genesee avenue. Put the stamp of sincerity on your war economics—a Thrift stamp. It is not made in Germany, either. E. W. Tinkham, merchant of Burt, was in the city on business the past week, R. Sied, grocer at 218 South Wash- ington avenue, this city, recently sold out to Ailk Dhir, formerly in business at Quincy. Solomon & Kathe have opened a fruit store, with grocery in connec- tion, at Lapeer and North Warren avenue, Saginaw. Philip Jelmyer has opened a grocery at 510 Potter street, this city. Mr. Jelmyer was for several years in the grocery business in Midland. Notice to squirrels: Nutshells are needed to make gas masks. Conserve a nut and help win the war. Mayor Paddock, Manager J. A. Cleveland (Saginaw-Bay City Railway Co.), President Geo. Hannum and Secretary J. B. Kirby, of the Saginaw Board of Commerce, went to New York last week for a conference with W. C. Durant, head of the General Motors Corporation, relative to the establishment of bus lines to connect the Peninsular shell works, the Sag- inaw shipyards and other industries with the street car lines, making them easier of access to the workers. We are all wishing Mr. Durant would fur- nish the local street car system with 7 more real street cars, thereby improv- ing the much-needed service on cer- tain lines, Ernie Mesle has leased the Center House, at Bridgeport, and last Thurs- day night held a grand opening, at which time the place was filled to overflow with pleasure seekers. Mr. Mesle is well known in this city and his new undertaking will, no doubt, be a success. He especially caters to evening parties, serving chicken, fish and frog dinners. The Bancroft Hotel patrons are now having their wants attended to by colored lady bell hops. This has been brought about through the scarcity of help and so far the new system is proving a success. Saginaw folks were shocked last week by the new adventures of King Alcohol. A spree party was held in a Southern Michigan barber shop. The results were four deaths and several others in the hospital. Wood Alcohol was used in making high balls, instead ofthe grain alcohol. Hence the results. Flying is now said to be as safe as walking. This may be so six days a week, but the gasless Sunday is the pedestrian’s paradise. Jack Bradley, grocer at Warren avenue and Atwater street, this city, was operated on at St. Mary’s hospital last week. Late reports are to the effect he is doing well. Saginaw went over the top by bet- ter than a million dollars this time. Any wonder the Hun is crying for peace? Mrs. Catterfeld, wife of Hugo C. Catterfeld, the Lapeer avenue drug- gist, underwent a very serious opera- tion at the Woman’s hospital two weeks ago. She is reported as doing splendidly now, which is a great re- lief to her many friends. Genial John Haley, head of the Chesaning Produce Co., was a busi- ness visitor the past week in Saginaw. L. M. Steward. In France Alone Your Libert y Bonds Have Built The Biggest Military Seaport in the World. The Biggest Military Base Hospital in the World. The Biggest Staff Training School in the World. The Biggest Locomotive Roundhouse in the World. The Biggest Field Bakery in the World. The Biggest System of Military-Equipment Warehouses in the World. The Biggest Cold Storage Plant in the World. The Biggest Foreign Automobile Storage Depot in the World The Biggest Single Warehouse for Stock Provender in the World. WoRDEN GROCER COMPANY GRAND RAPIDS—KALAMAZOO ‘THE PROMPT SHIPPERS a = 1 Ra a GERMANY VS. DEMOCRACY. Through her entire history Ger- many turned a cold shoulder to is- sues and ideals which might have pre- vented the present war. In his book on “Imperialism” Prince Bulow justi- fies that policy on the ground that “the Germans are intellectually in- ferior and politically less skilled than other people, and can only survive by military achievement, in which they are most skilled.” Who is responsible for this lack of pclitical education? Who declined to sit at the conference table when Viscount Grey made his memorable request? Who declined to submit the tenth clause of the Austro-Serbian controversy to The Hague? Who de- clined the invitation of the Czar to make use of The Hague? Who de- clined on two occasions England’s proposal for mutual disarmament? Who are the leaders for universal liberation? There is President Wil- son, a man of the people, an ex- school-teacher, and as radical as the most radical progressive in Germany ever dared to be. There is Lloyd George, a man of the people, an ex- coal-miner, the same Lloyd George who condemned and agitated with all his might against the Boer War. There is Clemenceau, a man of the people, whose L’Homme Libre was the delight of the radical circles of Paris, Now, what kind of men has Ger- many to match against these? The marching millions of democracy have decided that Germany is out of step and must fall in step before there can be peace. Is there nobody big and brave and honest enough in Ger- many to-day to say what has to be said and to do what has to be done? The world is sick of bombastic phrases, and wants a man over there who has demonstrated his utter sin- cerity—a man who will not play to the boxes when things go well and to the gallery when things go badly, but a man who will show some stead- fastness of purpose, based on broad humanitarian principles. A new Cabinet has been formed in Germany. The head of it is a man of good heart who carries his Emerson in his pocket. However, what mat- ters now, and what matters only, is the independence these men will em- ploy in their speeches and in their actions. If they fail to repudiate the vicious influences which brought their country into war; if they again should but form the catspaw of some wilful men whose greed for power and adventure has at all times ex- ceeded their sense of righteousness, then indeed will they have neglected the greatest opportunity that was ever presented to any group of men. The writer of this editorial—who happens to be one-quarter German— believes that this is a war of ideals, not of birth certificates and that the American people are fighting for Ger- many, and not against it. He wrote along the same lines in the very early days of the war and vigorously pro- tested against the Belgian atrocities when so many German-Americans out-junkered the junkers in the de- fence of the indefensible. He had to MICHIGAN TRADESMAN face the unspeakable arrogance of certain German customers of the Tradesman who justified the unmen- tionable crimes of the German people against the innocent women and chil- dren of other nations. When he condemned the sinking of the Lusi- tania and other passenger ships carrying innocent neutrals then some German business men withdrew their patronage from the Tradesman and the boycott is still in effect, showing very plainly that they “are of the same opinion still.” Because of this personal touch with the infamous side of the German character—both in Germany and in this country— ° the writer believes he has not only the privilege but the duty to point to a new orientation in Germany’s political purpose. So far as the technical evolution of this great problem is concerned, and the test of sincerity or insincerity, that in- deed may be safely left to the judg- ment of the political genius at the head of this Nation, to whom free men everywhere look for inspiration and for leadership. THE WRONG WAY TO DO IT. A new and drastic regulation for retail grocers has been put into effect in California, which, it is said, will soon be put into effect every- where. It has been contemplated for some time by the Food Administra- tion at Washington, and is apparently built on the theory that the average grocer, that is the unlicensed grocer, is profiteering. Briefly, the grocer subject to this regulation must display on a bulletin board not less than 3x5 feet the price he pays for a list of twenty staples, and his selling price. The cost fig- ures he is ordered to display are not cost as understood in the trade—the only proper cost; the price of goods plus all cost of selling. They can only include cost of goods plus freight or cartage. This is unfair, because the consumer will at once conclude that the grocer makes the difference between these two figures, which obviously he doesn’t. As a cure for this injustice, the Food Ad- ministration allows a grocer to state at the bottom of his list what his ex- pense of doing business is, but before he can even do that he must analyze and tabulate his costs and send the analysis to the Food Administration. This isn’t a cure for the injustice, anyway, for how many consumers will pick up that cost of doing busi- ness, fit it in between the figures cov- ering so-called cost and selling price, and from those three factors correct- ly calculate the grocer’s real net profit? Not one. The result will be to give consumers the impression that the grocer is making more than he is, with contention and suspicion as the inevitable result. It would be interesting to know what possible reason the Food Ad- ministration could have for doing the thing in such a foolish way. —EEEEEeEoEeEeEe Business dangers and troubles, like others, look less fearsome when you come face to face with them than when you are trying to run away from them. UNTHINKABLE TREASON. Everybody longs for peace. It is the aim and hope of our fighting men, our civil governors of all our people in their homes and offices and shops. But this is not an ordinary war to be ended by an ordinary peace. The United States and the Allies have a vast and sacred trust committed to them. This asks them to plan and labor, to suffer and make supreme sacrifices, not for the immediate but for the long distant future; to safe- guard our children and their children; to take care to-day for civilization it- self as it shall be in the long lapse of years. Any peace which did not se- cure all this, so far as human endeavor and wisdom can secure it, would be shameful and intolerable. It would make the last estate of the world worse than the first. In considering the peace offers from Germany, it is for Americans and those fighting with them in France to think first of all, not of com- fort, but of duty. The easy way would be to patch up a peace. That could undoubtedly be done now on terms which two years ago, or even eight months ago, the German government would have scouted. But now we have to persist in the harder and sterner way which Germany forced upon us. We have to be as severe as justice, as unbending as truth. In a very true sense, the United States and the Allies are at present called upon to mount the judgment-seat. They have to pass upon monstrous crimes, They have to see to it that unutterable wrongs are righted. It is not a time to press merely for a military victory, certain- ly not for vengeance, but for the solemn delivery of judgment against a system and against men that sought to wade through slaughter to a throne dominating the world. We can not bold our hands now, when we have it in our power to demonstrate to the German people that their faith in Prussian militarism was a_ ghastly mistake, and that the whole Hohen- zollern conception of government and of loot through war must be forever doomed as something both horrible and obsolete. The enemies of Ger- many do not think of themselves as victors in battle, but as vindicators of right. This is the great reason why, as President Wilson has repeatedly said, anything like a bargained peace would be unthinkable treason to the ideals of humanity for which we have fought. When all is said, there is no deny- ing the immense significance of the most recent German plea for peace. It could only have been extorted from the German government by enormous pressure. This came undoubtedly from Austria and Turkey, both of whom must soon have peace or perish. It came also from the German people, now stricken with fear: It must also have been the case that even the Ger- man military leaders have notified the government that the game is up. Hence this amazing turn-over in the compositon of the government, this sudden promise of a responsible min- istry and the rule of the people. What- ever other interpretation may be put upon these astonishing changes, one October 16, 1918 ‘inference is not to be challenged: Ger- many is under the shadow of defeat. She has said A. to the Allies and the United States; she has said B.; in time she will say C. All that is needful now is for President Wilson and the Allies to make it clear that they will have no peace except one of restitu- tion and reparation, and the whole edifice of German lies and hypocrisy will come tumbling to the ground, the Kaiser along with it. What with the grip epidemic, the drive for the Liberty Loan and the possibility of an early peace based on the Allies’ military successes and the dire straits of the Central Powers, business circles have had ample rea- sons for agitation and uncertainty during the past week. The results of the first named of these causes have been more pronounced in cer- tain sections of the country than in others and have been manifest there particularly in reduced mill output and in ,checking retail buying, This check has been reflected somewhat in the wholesale markets. There are evidences, in all localities and in every occupation, of the influence which the loan campaign is having on merchandising. It is not only that producers, wholesalers and retailers are everywhere giving up most of their business hours trying to make the loan a great success, but those who buy from them have been re- stricting their purchases for the time being so as to have the funds avail- able for investment in the Govern- ment bonds. These two factors are, however, merely temporary. The more important source of hesitancy is the prospect of an early peace. This will involve such a re-adjust- ment of industries and values extend- ing over quite a long period that it makes business men cautious about future commitments, and so causes enterprise to lag. ED Both Democrats and Republicans in California have endorsed the Fed- eral prohibition amendment. The Democrats are now saying that they did it in a fit of absent-mindedness, but the wine-makers are alarmed. Timid—or _ far-sighted—vineyardists are looking about for another use for their acres. One company has planted walnut trees between the rows of vines, so that people accus- tomed to walnuts and wine after dinner may have at least half of the combination. The State University has been experimenting with plans for using wine-grapes in making syrups. Why, one would naturally ask, should not the vineyardists turn their produce into grape-juice? There may be horticultural reasons, but we suspect other obstacles. Anything but that, will cry the Republican grower, bitterly covering his eyes to shut out the image of an ex-Secretary of State. Let my thousand-dollar-an- acre vineyard go for the raising of turnips, or carrots, or jimpson-weed, but for grapejuice—never! —lEEEEEeeEEeeeeeee What you “give out” always comes back to you sooner or later. The optimistic, cheerful salesman always has business “coming to him.” Be a a eae sieseeneeeeeenenneeeneneeenne TT IT TE TT Ee a conte et October 16, 1918 MICHIGAN TRADESMAN 9 —_— = =a el ih Michigan Retail ae Dealers’ 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. Associa- Selling Shoes for Children’s Wear. Written for the Tradesman. “There must be some trick about this children’s footwear proposition that I haven’t gotten on to,” con- fessed the dealer of a certain estab- lishment, “I seem to make less money on my juvenile lines, according to the amount invested in same, than other lines; also get correspondingly smaller returns in the way of satis- faction on my time investment.” And this reminds me of a statement made by the author of a paper read in a certain session of the National Retail Shoe Dealers’ Convention, in which the writer went on to say that there was a time in his experi- ence as a retailer when the juvenile footwear game had him _ buffaloed. It seems that local conditions were such that he had to carry them, although he confessed that he knew less about children’s shoes than any other class of footwear; and the cause of his lack of knowledge—as he came presently to understand it, when he had analyzed the situation— was due to his lack of interest. A traveling shoe salesman who made his territory was good enough to criticize this dealer's merchandising scheme, and point out certain ways in which he could get a whole lot of fun, satisfaction, and money out of the game—provided he got into it right and played it as it may be played almost anywhere, and at any time. At the time I was listening to this interesting address—or especial- ly that part of it involving this con- fession—I was wondering if there aren’t many shoe retailers through- out the country who are in the same predicament. They’ve got ’em, but they don’t like ’em:; and the only reason they handle them at all is be- cause they must. Good Game Per Se. In itself the children’s footwear game is a good one. It isn’t a side-line proposition, and least of all a so-called “neccessary evil.” It isn’t an evil at all. The merchandise is _ interesting considered as merchandise. And it is salable. It carries a profit that will compare favorably with profits in other lines—being exceeded only by that of women’s and misses’ fancy shoes. It is as nearly on a staple basis as anything in footwear for modern uses; and the distribution of it does not involve any methods or principles that are capricious, difficult, or dif- ferent. And, finally, there is no apparent reason why any dealer who can sell other kinds of footwear at a profit cannot also sell children’s footwear. But the main point in getting a right start is in having the right sort of attitude to the game. One must care for it. If one has an instinctive (or supposedly instinc- tive) dislike for it, one must over- come this feeling. Nobody can successfully do the thing he does not like. If you can’t see the game, you can’t play it well. Therefore, I contend the first step in getting into the proposition right is to discover for oneself that the juvenile game is worth playing. An Old Game With New Rules. I personally feel that a good many retail shoe dealers appear not to realize that we have in juvenile foot- wear what may be called an old game with new rules. Many of them apparently think of buying, marking, and featuring the same. They do not seem to realize that a perfectly new day has dawned in the distribution of juvenile foot- wear. The goods are different from what they used to be—different as respects materials of which they are made, workmanship, lasts, looks, fitting qualities, comfort, wear, and price. Take, for example, a lad’s shoe of the typical medium to better grade sort, and what have you? You have a dapper piece of footwear made of some high grade material such as is now worked up in men’s shoes. Tf there’s any difference at all, it is that somewhat lighter portions of the skin have been used in making the boy’s pair; but the material is there. And so is the workmanship. It’s a well-made shoe. Nothing is slight- ed. The work isn’t skimped. It’s good shoemaking. And the shoe is built on a good last—one that fits. The last closely parallels the best sellers in the men’s lines—especially the practical, com- “monsense lasts for men. And there’s service in the shoe; and satisfaction. It'll fit the foot, and stand up under everyday wear conditions. There’s nothing cheap and shoddy about it. And you can get from $4.50 to $5.50 for it. And it is better value at that price than some others that sell for half that amount. And, from a dealer’s point of view, the-profits on that pair are just as To hold trade and to gain new trade, stick to a well established quality line. UGE UTE UU HULU EALERS who handle the MAYER HONORBILT line do not lose customers because of ‘‘shopping UES UL TUT around.”’ Their customers stick. F. MAYER BOOT & SHOE CO. Milwaukee, Wis. s = [UNUM With the Boys at the Front The Modified Lasts are in de- mand at home. This model represents the well known **Stetson-Stetson’”’ Last. No. 8721—Men’s Glazed Colt Welt Stetson, No. 104, last B to B. SieeGte il. Price... .:. <2... 6ces.. ieee. $4.20 No. 8723—-Men’s Surpass Kid Welt Stetson, No. 104, last B to E, Sizes G6 toll. Price: <.....0.5 0000... 0 0 es 5.25 Ready for Immediate Delivery Rindge, Kalmbach, Logie Company Grand Rapids, Mich. 10 MICHIGAN TRADESMAN October 16, 1918 inviting as the profits on an adult’s pair. And why isn’t it a good propo- sition? It is a good proposition. And I might go through the lists calling attention to other kinds of shoes for lads and growing boys, for little tots, for little girls, for larger children generally, and for misses. But what’s the use. Most dealers know what these things are, and the people who make them, and why children’s shoes to-day are made bet- ter than they used to be. But enough has surely been said on the subject of grading up chil- dren’s lines to prove that the game isn’t at all what it used to be. There’s more to it. It has ceased to be a skin game in the sinister sense of the term and has become a straight and~ legitimate proposition. It carries dignity, and affords the dealer a real opportunity. A single pair at $5 that’ll actually outwear two pairs at $3 is an econo- mizing opportunity. The Service End of the Game. But remember this: the service end of the children’s footwear game is a big and vital thing. You can’t afford to slight your ser- vice in the little folks’ department. Service here counts as much as service anywhere else in the store— more if any difference. The little people are entitled to a good fit in their shoes. And this whether they buy a medium or better grade pair or a pair of the less ex- pensive variety. I know stores that try hard to make the sevvice-end of their juvenile department as nearly perfect as they can. It pays. These stores are getting the busi- ness and making the profits. And best of all, perhaps, they are getting the goodwill of a class of trade whose goodwill means more than any other class, for, accordine to vital statistics, they have the greater life expectancies. Hence if you can get ’em coming young and keep ‘em coming all their days, you've got the best customers on earth. Cid McKay. ——_..._____ How the Merchant Helps. “Uncle Sam’s Melting Pot” is the means by which a jeweler promotes the sale of thrift stamps. He invites everyone to bring their old gold and silver to the store, where it is as- sayed, without charge. The owner is given thrift stamps in return for its value. The “melting pot,” displayed in the window, is a large iron kettle hung from three army rifles, Under this is a “fire” of sticks and shavings with a red electric light for the “flame.” A half dozen patriotic signs, old gold amd silver scrap, and_ thrift stamp books complete the window. The response has been so great that the jeweler believes he will sell hundreds of dollars worth of thrift stamps before he exhausts the neigh- borhood supply of old gold and silver, Another merchant—this time it is a hardware dealer—stimulates the sale of thrift stamps at mark-down sales, senetemiinaeaceimcei NE OTD sseaeeeieimiemmminm ema eLO OT eee SPP MRSA RR The Eight Commandments of Sales- manship. 1. Be Agreeable. Other things being equal, I go to the store where the clerks try to please me. I buy of the man who acts as though he likes me. Exert yourself to make a pleasing impression on me, please. I appreciate it, Hence, dress well. Untidy clothes mean you don’t care what I think of your appearance. Dress just right. If you don’t know how, find out. Cultivate a pleasing voice. Learn to converse entertain- ingly. Cut out all mannerisms. Give me the impression of a gentleman, honest, square, anxious to please, and good natured. 2. Know Your Goods. Don’t let there be any question I can ask you relative to what you have to sell that you cannot answer. Put in your spare time making of yourself an encyclo- pedia of information about your goods. 3. Don’t Argue. Go with me in your talk, not against me. Lead, don’t oppose. Don’t show me where I am wrong. Dodge a square issue, and show me wherein you are right. Sug- gest, don’t antagonize. Arguments, as a rule, result in irritation, not con- viction. 4. Make Things Plain. Don’t use any words I don’t understand. You can explain the most complicated mat- ter to a washerwoman if you know your subject perfectly and practice using a simple language. Don’t air your technical knowledge and try to impress me. I want to be flattered, not awed. 5. Tell the Truth. Don’t lie, or exaggerate, Or mislead, or conceal. Let me feel you are sincere, and mean every word you say, and that every statement you make is of par value. If you represent goods that need lying about, directly or indirectly, quit. There are plenty of articles that are straight and all right. Sell them. 6. Be Dependable. Even in small things, create the impression that whatever you promise is as much to be depended upon as your signed note. If you make an appointment at 3 p. m., Tuesday, be there at 2:45, or telegraph. If I order goods of a cer- tain grade, let them be found to be exactly of that grade when I receive them. 7. Remember Names and Facts. If you have not a natural gift for this, acquire it. Get a little book and set down every day the names of those you have met, with their character- istics. Practice this until you become expert. No man likes to be forgotten, or to have you ask his name. 8. Don’t Be Egotistic. Eliminate the pronoun “I” as much as possible from your vocabulary. Talk about me, not yourself. Don’t tickle your- self, tickle me. I’m the one you want to win. Frank Crane. A Saving All Around. In the place of heavy cardboard formerly used, the manufacturers of a food product use a lightweight paper for interior subdivisions in the packing cartons. It Saves money and weight, and many grocers find it ex- cellent for scratch paper. The Hood “Red Rock” Line Standard Compound Uppers with Red “Red Rock” Soles Men's Wavels—Dull finish with side ROMAN $1.10 Boys’ Wavels—Dull finish Waih 0e foming....-...............02 95 Youths’ Wavels—Dull finish with We ee 8 .8C Men’s Newvels—Dull finish with Ble tOtene 1.05 Boys’ Newvels—Dull finish with Big@ foxes 260 Men's Defender—Bright finish with red soles. London............... .95 Women’s Defender—Bright finish with red soles. Qpera... ......... ie Grand RapidsShoe ®Rubber® The Michigan People Here are some very attractive goods of late designs. ON THE FLOOR Grand Rapids The Best Your Money Can Buy The Bertsch Goodyear Welt Shoe Line Manufacturers of Serviceable Footwear For Men Here is a line of extra value and extra quality throughout. and We have striven to make it so our increasing business is proof of what we have accomplished. Dealers who handle this line are enthusiastic over its profit making power. Every pair has the best raw material, the best grade of find- ings obta You line and is made by the most skilled labor inable. will find it the best satisfaction giving that is offered you to-day. Herold-Bertsch Shoe Co. GRAND RAPIDS, MICH. aceon eon arenes este error eters ae October 16, 1918 CAN GIVE CANDY AND CIGARS. Edict of Federal Trade Commission Does Not Apply. West Branch, Sept. 24—We noticed in your issue of Sept. 18 an edict by the Federal Trade Commis- sion, regarding the treating of a cus- tomer, and for further information we are addressing you. It has been a custom of ours for a number of years at Christmas time to present candies td the children and chinaware to the women who visit our store during that week. What we desire to know is whether it would be contrary to the ruling of the Commission if we should con- tinue as before. It is our earnest desire to comply with all laws to a maximum point and we would there- fore appreciate any information that would enlighten us concerning the said edict. Philip Blumenthal. On receipt of the above letter the Tradesman immediately submitted the enquiry of Mr. Blumenthal to Mr. John Walsh, chief counsel of the Federal Trade Commission, who re- plied as follows: Washington, Sept. 30—This is to acknowledge receipt of your letter of Sept. 26, in which you have asked to be furnished with a ruling of the Commission on the subject of com- mercial bribery. I am enclosing here- with a copy of an order which has been issued by the Commission with reference to this matter, and from this you can determine whether or not the presents as given would be a violation of this order. John Walsh, Chief Counsel Federal Trade Com- mission. To this letter the editor of the Tradesman replied as follows: Grand Rapids, Oct. 3—I am in re- ceipt of your letter of Sept. 30, writ- ten in reply to my enquiry of Sept. 26, in which I embodied a letter from Philip Blumenthal, of West Branch, Mich., enquiring if the presentation of candy to the children and china- ware to the women at Christmas time constituted a violation of the commercial bribery order recently promulgated by the Commission. The order you send me concerning the Rockford Varnish Co. does not appear to have any bearing on the subject, because in the case of the Varnish Company the presents are made to the employes of the corpora- tion as BRIBES, pure and simple. In the West Branch case the mer- chant has been in the habit of pre- senting his own customers—direct to them—small tokens of his apprecia- tion of the patronage they have ac- corded him during the years he has been in trade; not as a bribe to in- fluence future business, but as an ex- pression of his good will and Christ- mas time thankfulness for the mutual relations which exist between cus- tomer and storekeeper. No obligation is imposed on the recipient of the present as to future relations. The present marks the close of a usually Prosperous year and is in thorough keeping with the Christmas spirit and holiday time habits and customs As an attorney, you will readily differentiate between the situation in Rockford and the situation in West Branch. I ask you to kindlv favor me with an opinion based on the merits of the West Branch case, independent of any other case which has no bearings on the matter at issue. E. A. Stowe. To the above enquiry Mr. Walsh replied as follows: Washington, Oct. 9—Replying to vour letter of Oct. 3, enquiring if the Presentation of candy to children and chinaware to women by a merchant of West Branch, Mich., at Christmas time as an expression of MICHIGAN TRADESMAN appreciation of their patronage con- stituted a violation of the Commer- cial Bribery order recently promul- gated by the Commission, you are advised that the orders issued against certain varnish manufacturers and others refer only to the giving of gratuities, valuable presents and en- tertainment to employes of custom- ers as an inducement to influence their employers in making purchases. I see nothing objectionable under these rulings to the giving of pres- ents such as you describe to cus: tomers; moreover the business is probably confined to the State of Michigan and is not of an interstate character within the jurisdiction of the Commission. John Walsh, Chief Counsel Federal Trade Com- mission. Character. Character is another name for in- dividuality. The beginning of good character is sincerity. Insist upon doing the thing that seems to you right. Persist in saying the thing that seems to you to be true. Never allow yourself to consent, even tentatively, to things that seem to be false. Nothing short of this is sincerity, Nothing short of this will lead to a good character. Character is the great heart tonic in the world. It quickens the circu- lation, strengthens the heart-beats, flushes the cheeks with blood. It gives strength to the nerves and expression to the face. It is composed of equal parts of sincerity, courage and human sym- pathy. It is a tonic that should be taken every day the whole year around, It is a drugless remedy in reach of everyone. It costs money, effort, and it never fails to give good re- sults. Character throws out its threads of usefulness everywhere, in standing for sentiment, in defending principle and in working for the good of the whole as well as for individual as- pirations. —_——__o3>2 > Liberty Bell. Written for the Tradesman. Ring it again Ring long and clear; Ring it again That all may hear Again and again afar and near. Ring it again That foes may fear; Ring it again They’ll disappear And never again will battle here. Ring it again Ring clear and long; Ring it again To right and wrong. Again and again till weak are strong. Ring it again All lands among; Ring it again The joy prolong And ever again—’tis freedom's song. Ring it again And over the top Ring it again Nor ever stop Again and again till tyrants drop. Ring it again With a bumper crop Ring it again In factory—shop Again all again right over the top. Ring it again The Liberty Bell, Ring it again And fear dispel. Again and again o’er seas as well Ring it again There patriots dwell; Ring it again Where heroes fell— Yet once and again—the Kaiser’s knell. Charles A. Heath. Inhuman Betrayal of Soldiers by Their Relatives. Kalamazoo, Oct. 14—The Trades- man certainly has a way of “talking right out in meeting,” as the expres- sion is. Your editorial on “Besmirch- ing the Soldier’ in the Tradesman of this week is one of the most appro- priate references to the subject I have ever had the pleasure of reading. You hit the nail squarely on the head and hit it hard. I do not think the war has developed anything more con- temptible—aside from the conduct of the Germans—than the disposition of relatives and friends to blacken the reputations of the soldiers at the front by refusing to meet the obligations they have left behind, trusting to the honor of the stay-at-homes to satisfy the claims of creditors. I am the victim of fully a dozen such cases. Fully 100 of my customers have gone forth to battle for the cause of right and justice and the triumph of liberty and freedom. In all cases the families are left well provided for—thanks to the kind thoughtfulness of a bene- ficient Government, yet a dozen fam- ilies—thirteen to be exact—withhold from me the money honestly due me for goods supplied them, because the head of the home has gone to war! Yet I know to a certainty that in every case the man made ample pro- vision for meeting his obligations be- fore he marched off to the training camp. The Tradésman certainly vaices the sentiment of every honest merchant when it editorially condemns the slackers and fire-in-rear relatives who thus besmirch the good names of our soldiers and sailors. Retail Merchant. —_>+-___ Staging the Sale. A lot of men’s shirts which a Chi- cago haberdasher bought to sell at reduced prices came in two big wood- il en cases. The expressman deposited these on the sidewalk in front of the store. The haberdasher; instead of taking them in immediately and un- packing them, nailed large, printed signs on the boxes: “These boxes contain shirts bought at auction. Will be sold within a few days at a great reduction in price.” It looked like “getting ready for a big sale” and performed its duty. ORetail Merchants. GREENE SALESC2 JACKSON, MICH. 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. These Shoes Now In Big Demand We Have in Stock Hirth-Krause Company, 7599—Chocolate Vici Kid Sinch, Polish % Fox, imt. Tip, Welt, 17% Louis Heel, Plate in Heel, 34 ABCD ..$6.50 761— Dark Grey, Vici as above, 34 BC D...$6.50 7568 — Chocolate New Kid as No. 7599, 3 ABCD.......... $5.50 7598—Dark Grey New Kid as No. 761, 3% ABCD.......... $5.50 Have above shoes also with Military Heel. Grand Rapids, Mich. Shoes when you need them eae rere MICHIGAN TRADESMAN October 16, 1918 McAdoo Places Merchants in Un- protected Position. : Written for the Tradesman. It would seem there are few un- mixed blessings. The © successful drive of the Allies and peace offen- sive and capitulation of Bulgaria have, in the minds of many, heralded the dawn of peace. This pleasant dream has so_ influenced public opinion as to cause the Fourth Lib- erty loan to drag, whereas it should have gone over with a whoop! The mere fact that it is very slowly mounting toward the $6,000,000,000 objective is most encouraging to Ger- many. This is unfortunate. The camouflaged peace offering of Ger- many and Austria is met with the only answer America and the Allies can give, “unconditional surrender.” The joker in the offering—acceptance of President Wilson’s fourteen points —is “as a basis of negotiation”—ne- gotiation, which, if an armistice were granted, would be prolonged under all sorts of evasive arguments until the Hun would be able to re-organize his army ready for further savage on- slaughts. The sentiment of the coun- try should now, above all other times, be backed by its dollars. A straw showing which way the wind of the public is blowing is seen in the sudden strength of the securi- ties market, dubbed peace markets. While .this is really premature, and the prospects are that we have still hard fighting ahead, it is a clear in- dication that the beginning of the end is in sight. To make predictions as to future speculative and investment conditions would be a hazardous task. There are, as has been pointed out, tremendous problems before us. There seems to be a hazy notion as to what is to become of the so-called “war babies” of the stock market. Before becoming too bearish on these, it is well to remember that all of these companies are in a much bet- ter condition than at the beginning of the war period. Many have entirely or partially paid off their funded in- debtedness. All are much stronger in working capital. Assuming that considerable shrinkage will occur in the inventory item, forming in most cases a large portion of this working capital, the asset value of these stocks will still be greater than be- fore. It must also be remembered these companies working on war orders have been earning for the last year or two from one-quarter to one- half of what the stocks have been selling for. In normal peace times a stock would sell for ten times its average earnings. These companies could, therefore, earn much less and Ae A eae Se Snes Nace saeceasae eee still have their stocks worth as much, Again attention is being called by financial writers everywhere to the apparent unpreparedness for peace conditions and it is probable that this constant prodding may awaken the business interests of the country and the same American energy and ingenuity which made us prepare for war in record breaking time may do the same thing for peace and our future prosperity, There can be no doubt that when peace comes there must be a drastic reduction in the prices of commodities and labor. It is true, a limit has been set upon the Price of the more important raw materials, so that re-adjustment will not have to be as severe as it would be otherwise, but even these fixed prices have, ‘necessarily, been above normal figures. No limit has been set to the price of labor, The Federal Reserve Bank of Chi- cago, covering the 7th district, which includes Michigan, reports that of the ‘first Liberty loan 314 per cent, bonds, owners of eighty-nine of these bonds aggregating $13,450, reported them to have been stolen, lost or de- stroyed. It is evident this loss fell upon those least able to afford it, as thirty of the bonds were $100 denom- ination and forty-nine were $50 bonds. It can be seen there is good grounds for Secretary McAdoo’s plea to either place Liberty bonds in a safe place or have them registered. Samuel Untermyer’s socialistic talk before the American Bankers’ Association at Chicago is provoking its full share of public criticism—and justly so. He insists that natural re- sources should revert to the people. Under this heading he places coal. iron, copper, oil, forests and water power. To carry his idea to its log- ical conclusion, why not the land it- self? As pointed out, it is lucky that possessing these Bolshevik views he is an American citizen possessing the Privilege of airing them. It is notice- able that Mr. Untermyer recog- nizes there is no socialism in govern- ment ownership. This js a patent fact. There is only inevitable and in- creasing inefficiency. The Postoffice Department is not socialistic. It is merely stupid and Mr. Burleson is rapidly reducing what was a few months ago the best telephone ser- vice in the world to the level of the incompetency of the Department which he so wretchedly mismanages. There was no war necessity in this movement and the same might be said of the railroad service. We are receiving under Government Mmanage- ment a change for the worse in both cases. Where jit was before cheap I LPG IN I Oe Fourth National Bank United States Depositary Savings Deposit S Commercial Deposits 3 Per Cent Interest Paid Savings Deposits Compounded Semi-Annually on 3% Per Cent Interest Paid Certificates of Deposit Left One Year on Capital Stock and Surp $580,000 lus WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier LAVANT Z. CAUKIN, Vice President ALVA.T. EDISON, Ass’t Cashier | | GRAND RAPIDS ESTABLISHED 1853 A Good Bank for You to Be in Touch With Capital $800,000 Surplus and Undivided Profits: $1,066,366.66 Resources: $13,533,633.28 Let Us Serve You OFFICERS: Willard Barnhart, Chairman of the Board. Clay H. Hollister, President William Judson, Vice President. Carroll F. Sweet, Vice President. H. Van Aalderen, As . and Cashier. sistant Cashier. G. F. Mackenzie, Vice President H. A. Woodruff, Assistant Cashier. ——— 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 ieee eT October 16, 1918 and efficient, it is now dear and in- adequate. Wages are not based upon the value of services rendered but, as the Wall Street Journal says, on “a ransom scale”—and this with a Con- gressional election well in sight. The effect of this is so vicious and serious elsewhere that England is already considering, so far as politicians dare, the disfranchisement of employes in Government-owned utilities for pro- tection of the remainder of the peo- ple, so that liberty shall not be trans- formed into a sterile bureaucracy. Bank clearings in the United States for September, 1918, form an exhibit similar to those of several months past. They register the effect of the continuation of marked activity in the industrial and commercial lines of the country as a whole, notwithstand- ing the extremely ruling high prices of commodities. Large inflation of prices under ordinary circumstances would mean a contraction in buying, but with the earning capacity under war conditions of a very large num- ber of wage earners in_ ratio far above the cost of commodities. there has been no perceptible tend- ency to curtail purchases. This be- ing so, the greater outlay for the Same quantity this year than last has in itself helped to swell bank clear- ings, The Poo Bah of the Nation, W. G. McAdoo, seems to be laying another plank in his political campaign foundation. In the absence of an ex- planation of this motive in issuing an order that the extremely highly paid railroad employes are not subject to garnishment process, it is reasonable to suppose that motive is to become even more popular with the petted army of railroad wage earners. What other basis can be ascribed to his action if it is not political? Of all classes of wage earners, those em- ployed upon the railroads are in the best position to pay their debts. It is difficult to understand why they should be exempted from due process of law to compel them to do so. One thing which has heretofore made the credit of railroad men good was the attitude of the railroad companies, which, as a rule, compelled their em- ployes to pay their bills and held fre- quent and repeated garnishment pro- ceedings, unless an excellent excuse was given, cause for discharge. This was before the Government made these men affluent. It is difficult to understand why they should now be placed upon a pedestal and why mer- chants and others should be deprived of their~lawful right to enforce the collection of money due them. This is paternalism with a vengeance, and is not a pleasant phase of Govern- ment control to contemplate. Paul Leake. —_++2>—_____ Check Collection Plan is Offered. Addressing the clearing house sec- tion of the American Bankers’ asso- ciation in Chicago last week, Clay H. Hollister, President of the Old Na- tional Bank, Grand Rapids, urged the establishment of a country-wide check collection system. “To reduce the cost of handling checks and to place the burden MICHIGAN TRADESMAN 13 where it properly belongs,” said Mr. Hollister, “there might be estab- lished, in reserve centers, country clearing houses. These should be near enough to their clients so that mails could reach them in not over eight hours. These clearing houses could be operated by joint member- ship of all banks in the district and used simply in a co-operating way for clearing purposes. The Federal reserve banks could place in charge of each country clearing house ‘a representative to link up the operation of it with the Federal Reserve bank. Each coun- try clearing house might receive from member banks a balance not subject to interest which the country clearing house might in turn deposit with the neighboring reserve city banks. This balance would consti- tute a fund to protect the clearing house from loss—in addition to this, member banks should make daily settlements of clearing house bal- ances by drafts on some neighboring reserve city bank. Rules covering details could easily be formulated, In this plan every country clearing house could receive and collect direct all checks in its designated zone. “This plan would relieve reserve banks from handling much detail and would leave steadier balances in their hands from correspondents, and from the country clearing house. In our judgment, the saving in detailed handling, postage, and in time of col- lection would be very great. The re- serve bank’s balances would be as large as before the shift, for the country clearing house would dis- tribute its funds not in transit in re- serve banks. “It seems more scientific and effi- cient than present methods and might work out .to greatly simplify the task of liquidating promptly the floating check currency. It would put it up to each bank, large or small, to make a service charge for service rendered to their customers. That is where the chief hitch in the plan lies, but is it not as well to face this squarely now? “With the extension of the Fed- eral Reserve ‘bank—its constant growth in membership, its ability to serve its members, and its insistence on getting par collection facilities— are we not facing the fact that sooner or later we must spread our expense where it belongs and not fool our- selves into thinking that we some- how will play even under the old practice?” —_2--____ Wanted the Proper Word Used. Judge West said to an officer one morning: “Officer, what is this here prisoner charged with?” “Bigotry, your honor,” said the officer. “He’s got three wives.” The judge giving a sneering laugh. “Officer,” he said, “what’s the use of night school, business college, cor- respondence train’, and eddicatin in general? Please remember, in future cases of this kind, that a man what has married three wives ain’t guilty of bigotry, but of trigonometry. Call the fust witness.” GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED : CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the interurbans—the hotels—the shopping district. On account of our focation—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and Individuals. Combined Capital and Surplus ........ - Combined Total Deposits ..... isneakoee Combined Total Resources ............ GRAND RAPIDS NATIONA CITY TRUST & SAVI Called to the Colors? If you are called away on Government service and do not want to put the burden of managing your financial affairs upon your wife or children—this company will be glad to serve you. There are many things we can do for you—col- lect and receive your income from all sources and deposit it to your credit or to the credit of some member of your family, so that checks may be drawn against it—take care of the payment of your insurance premiums and your taxes—place your securities and valuables in safekeeping. In short we will relieve you and your family of all details in connection with the business man- agement of your affairs, and in addition, will gladly give you any advice or suggestions that have been developed from our twenty-eight years of invest- ment experienced. Send for Blank Form of Will and Booklet on Descent and Distribution of Property. THE MICHIGAN TRUST Co. OF GRAND RAPIDS Safe Deposit Vaults on ground floor—boxes to rent at low cost. Audits made of books of municipalities, corporations, firms and individuals, asedeeemememer cre naan a eee eae EL ees 14 MICHIGAN TRADESMAN October 16, 1918 Personal Tribute to the Late Jacob Kleinhans, For more than half a century Jacob Kleinhans was a_ citizen of Grand Rapids and an active member of its bar. At the time of his death, and for many years before, he was one of our foremost lawyers. I have personally known him more than thirty years, and for the greater part of that period knew him well. I was associated with him during the last several years of my practice at the bar. I have never come in contact with a lawyer of sounder judgment. He was not only excellently versed in the law, but had a remarkable capacity for prompt and accurate decision of legal questions. His mind was as clear as a bell; it at once located the pivotal question and advanced to its solution by a path as straight as an arrow. While his practice in both the State and Federal courts was large, he was not conspicuously a jury lawyer, although he actively partici- pated in the trial of a great many important jury cases. In presenting a case, whether in the trial court or in the court of review, he used none of the arts of the advocate, if, in- deed, he knew how; yet his argu- ments, on questions both of fact and of law, were highly effective. He impressed his hearers by his intimate knowledge of his case, a simplicity of statement and a rare gift of clear and cogent reasoning. Although by no means lacking in a proper respect for his own views, he was always modest and unassum- ing. No one could associate with him without being impressed with his quiet strength ‘and the genuine- ness of his character. With his friends he was companionable and amiable; his sympathies were quick and generous. He had no taste for public life and his time was given almost en- tirely to his profession, his home and his church. To all these he was devoted. Outside his business and professional relations and his church he was not as widely known as many others who have lived with us a shorter time; but I think no member of our bar enjoyed in greater measure the esteem and confidence of judges and lawyers alike, as well as of the business community. His death brought to a close a notable, useful and honorable life of more than the scriptural three score and ten years. He will be remem- bered with deserved respect by all who knew him and with warm affec- “tion by those who knew him best. Loyal E. Knappen. —_+2>__ One of the most prominent lawyers in New York City, recently deceased and a director of a great bank, is said to have owed his legal success and his great usefulness as counsel for the bank to his fine inherent sense of justice. That is the base of all com- mon law, of course. Its exemplifica- tion, it seems to us, is well evi- denced in the decision of the New Jersey Court of Chancery, uphold- ing the Ingersoll Watch Company in senna i ESSE IS ST SANTI a restraining dealers from selling its watch below the company’s adver- tised price under the company’s guar- antee and trade mark. Should a manufacturer of an advertised article, the good will for which has been built up at great expense and effort and which is trade-marked and guar- anteed, be permitted to restrain the dealer from offering the article at prices below those advertised by the manufacturer? That is the point of issue in the Ingersoll case. There are considerations due the company for the obligation assumed by it un- der its guarantee as well as the value of the trade mark. Moreover the ar- ticle is not a monopoly and the com- pany offered to make a similar article without its guarantee on which it would not require price restrictions. The ‘court held that no rulings of the Supreme Court had as yet been made which applied to exactly similar cases. Furthermore, it was held that under- priced ,selling of the watch was an intention to mislead the public into the belief that all the goods sold in the defendant’s stores were similarly low priced. The guarantee. however, seems to have been the determining factor in the court’s decision, re- inforced, also, by the company’s de- clared willingness to exact no resale restrictions on similar goods without such guarantee. The ruling, of course, applies only to this limited type of case and only in the State of New Jersey, thus far, but it establishes a precedent which is important in its possible bearing on interpretations of the Sherman and Clayton Anti-Trust Laws. More and more are these laws being read in the light of reason and simple justice. When the whole record has been written, history will deny William II even the prestige of great evil. There is nothing great about the confusion of thought and speech, about the mixture of bombastic boastfulness and cringing whine, of this fiend in- carnate who was once supposed to embody in himself Germany’s good qualities as well as her sins. While his new Chancellor humbly recites before the world an indictment of Germany’s acts and motives, the War Lord keeps on mumbling old formu- las, with that awesome lack of a sense of humor which amounts al- most to pathology. His eyes still rest with admiration on his indomitable army and navy, and everything is as right as right could be—save that pesky Mace- donian front which has given way. It is not because he fears defeat, but because Bulgarians have refused to fight, that the Kaiser extends his hand once more in honorable peace; quite a different hand from that he waved over the burning fields of France last March. History has no place for William II as a leader. He has been a weak accomplice in the greatest crime the world has ever witnessed. — 2-2 —___ When you write an advertisement to fit a cut you happen to have on hand, you generally havé an ,adver- tisement that is a lemon. en aA ISTE ASTIN TT JOIN THE SEL UECLatby SAVINGS BANK ae 33,000 CI Satisfied Customers know that we specialize in ela tera ted) and service. THE BANK WHERE YOU FEEL AT HOME aq DA gPIDSS AvINGSR ANE WE WILL APPRECIATE YOUR ACCOUNT TRY US! 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 1s Per Cent. Paid on Certificates of Deposit The Home for Savings Assets $2,700,000.¢0 CLAUDE HAMILTON Vice-Pres. JOHN A. McKELLAR Vice-Pres. @ President Insurance in Force $57,000,000.00 MERcHaNTs Lirr Insurance GomPany Offices—Grand Rapids, Mich. Has an unexcelled reputation for its Service to Policyholders $3, 666,161.58 Paid Policy Holders Since Organization RELL S. WILSON WM. A. WATTS Sec’y CLAY C HOLLISTER reas. SURPLUS TO POLICY HOLDERS $479,058.61 HE naming of the Grand Rapids Trust Company as Executor and Trustee means that you will bring to the settlement and management of your estate the combined judgment and busi- ness ability of its officers and directors. The most competent individual has only his own experience and knowl- edge to qualify him. This Company offers your estate the collective knowl- edge and experience of its officials. ASK FOR BOOKLET ON “DESCENT AND DISTRIBUTION OF PROPER- TY” AND BLANK FORM OF WILL. [RAND RaPins [Rust [‘OMPANY OTTAWA AT FOUNTAIN BOTH PHONES 4391 Safe Deposit Boxes at Three [Dollars Per Year and Upward Sea 2 enarseasmamnini sete es "2 October 16, 1918 THE UNTHINKABLE TURK. Admirers of the almost incompar- able National Geographic Magazine winced at its even qualified praise, in a recent number, of the past and a possible future of Turkey. Since the time, some five centuries ago, when the Moslems fought their bloody Way to Constantinople, it is not easy to point out one national act or trait of theirs that has benefited ‘the world, while their falsehood, rapine and murder have been unequalled in any country except modern Germany. Even in the matter of ridding Con- stantinople of its pest and menace of wild ravening dogs, the Turks, not so long ago, showed cowardice and cruelty. Instead of exterminating or diminishing their number according to civilized usage, they shipped the beasts to a barren island and left them to starve or prey upon each other, their howls being heard for miles. , The unhappy Crimean War left few ameliorating memories, except the advent of Florence Nightingale, and the inception under Cavour of the unification of Italy. When the tragic conditions among the allied troops in the Crimea became unen. durable, Sydney Herbert, the English Minister of War, appealed ‘to Flor- ence Nightingale, whose passion and genius for nursing had already trans- formed English hospitals. Her great work of healing began when she was a girl and cured the broken leg of a shepherd dog which was to have been shot as no longer useful. She, with a few chosen friends, went to Scutari MICHIGAN TRADESMAN and out of the midnight of pain emerged the “lady of the lamp.” Herbert, in his plea for her help, said, “Your example will be multi- plied to good in ali time.” Is there now a day or an hour when we do not see the truth of his inspired pre- diction? When the cruel war was over and the so-called Peace Treaty of Paris was ‘signed, the so-called “integrity” of the Ottoman Empire was assured upon certain conditions signed by the Porte and witnessed by the Powers. One of these conditions was that Serbia should be unmolested. The most important was the pledge of the Porte to respect and protect the rights of Turkey’s Christian neighbors and vassals, How this Turkish “scrap of paper” was ignored, history since 1856 bears terrible witness. After the Armenian massacres and outrages depicted in Watson’s “Son- nets of the Purple East,’ Americans returning to this country from the devastated lands gave accounts of acts they witnessed equally as horri- ble as those perpetrated by German brutes during the last three or four years. A physician of distinction stated the following for which he vouched: In an Armenian village, the young mother of a young infant was outraged by Turkish soldiers before the eyes of her husband and father. When they tried to protect her, they were both shot before her eyes. Then she was bound to a tree and the in- fant was tied just out of reach of the mother’s breast. The child died of starvation, the mother died raving mad. This clearly indicates that German kultur and Turkish brutality are one and the same. Shall such a race have the protec- tion of Americans and their Allies? In this time of cleaning up the world, shall its “integrity” be maintained? When those treaties of peace were signed in Paris, it was agreed that any infraction of them was to be con- sidered a casus belli. How again and again, most strikingly in the present time, have such flagrant occasions of war been ignobly ignored! Of the many thrilling and heroic narratives of the war, none surpasses Masefield’s “Gallipoli.” Heaven grant that that high emprise may yet be one of the crowning achievements of this struggle for the right! ——_2.~> The advantages of a single tele- phone system over two systems would seem obvious, but Postmaster- General Burleson’s proposal to merge the two in Indianapolis is not re- ceived there with any great throwing up of hats. The nuisance of the double arrangement is admitted, but it is frankly preferred to the increased rate that is expected to follow the unification. Under the existing con- dition, any one who chooses may avoid the inconvenience of the two- fold system by paying for the double service. But the Postmaster-Gen- eral’s intervention is feared as mean- ing a larger telephone bill for every user of an instrument. He has ap- pointed a committee to determine a fair rate, but those affected recall that one of the first signs that the 15 Government had taken over the tel- ephones was an increase in the charge for moving and installing instru- ments, It would be a pity if Govern- ment control of a utility should re- sult in a lessening of the number of persons benefited by it, but that is seriously forecast as an outcome of the situation in Indianapolis. ———_+--____ Washington reports that the total number of Indians in the army is about 8,000, three out of four having volunteered. Almost every tribe is represented. Such names as_ Iron- thunder and Raincrow in the casualty lists bespeak an Indian origin, and there are many with Anglicized names. One of the engineering units early in action had a full-blooded Menominee named Peters. Commis- sioner Sells, speaking of the Indians’ fighting quality, tells us nothing new when he alludes to their bravery and endurance, but he brings out gratify- ingly the way in which they yield to discipline. A report from the Dakota reservations is of Indian women patiently organizing and carrying on Red Cross work as do white women, and contributing their bead-work and woven robes to sales to raise funds. Recent sales of Indian goods at Cheyenne Agency and Rosebud Reservation, S. D., brought in more than $2,500 for war charities. ——_-<-2_____ Keep a sharp outlook for new fam- ilies in town and see that they are given information right away about your store. You need to keep adding new customers. SEND US YOUR ORDER NOW “Vellastic’ Underwear “Hanes” Underwear “High Rock” Underwear “Wright's” Underwear “Sealpax” Underwear “‘Slidewell” Collars Staple Notions We are Specialists in Furnishings Wool Socks “Durham” Hose “Burson” Hose “Nelson Rockford” Socks Sweaters and Toques “Asbestol” Leather Gloves Canvas Gloves Our Furnishings Are Packed 8 Feet High and Cover 36,000 Square Feet of Floor Space We do not handle piece goods of any kind Wholesale Distributors of the Following Well Known Merchandise: Exclusive Distributors in Lower Peninsula for Famous ‘‘Soo Woolen” Mills Products SYMONS BROTHERS & COMPANY, “Hallmark” Shirts “Uncle Sam” Work Shirts “Wolverine” Brand— Overalls Work Pants Boys’ Knee Pants Flannel Shirts Saginaw, Michigan MICHIGAN TRADESMAN October 16, 1918 WW »)\ R Cag —_ = Sey i, = See , S ae ———_— —= —_— Se, =z »~~ Z © Sk FEE Ba oe ea <> ca — 1 Eggs Are Still Worth Talk'ng About. Seems as if only the rich could af- ford even to talk about eggs nowa- days! It would be a sort of mystery to me, and I should be thinking that the farmers were just conspiring against the city egg-eaters, if I hadn’t seen up in New England this summer a fine young farmer who sends eggs and poultry to the Boston clubs and hotels trying to figure out whether he could afford to keep on with his poultry-farm. Notwith- standing the gilt-edged prices he was getting for his product, the cost of feed had reached a point almost pro- hibitive, he couldn’t get labor at any price, and all the other costs were mounting accordingly. Since than I have been looking with more toler- ance upon the man who charges me awiul prices. I didn’t set out to excuse the price of eggs; I thought I would suggest some good ways to use them before they get out of reach altogether. Meat and fish are attainable now only with a financial balloon. Let us get what we can out of eggs while there are any to be had! The quality of eggs is as impor- tant as that of meat and fish; I some- times suspect that the inability of some persons to eat eggs at all had some of its origin in an experience with eggs that were not good. How- ever, I know that there are stomachs that cannot digest them at all. Own- ers of these will not be interested in what I am saying now. Raw eggs are usually digested in the intestines; therefore when eaten raw an egg should be absolutely fresh. When the stomach is out of order a raw egg is the most manage- able food. The yolk of the egg contains more fat and protein than the white, and is more difficult to digest; but on the other hand, it is of more food value, and is a good food for invalids and most children. It is concentrated food, like milk and bread, and there - are salts extremely valuable in the food combination. Already the war is showing its effect upon children of the poor, and one of the reasons undoubtedly is the high cost of these essential foods, and of butter with its wealth of fat. Let us talk about eggs a few min- utes, as if we really could afford to have them as of old. The ways of cooking them are innumerable. For children nothing is better than the simple soft-boiled egg—placed in boiling water and the kettle put on the back of the stove until the white and yolk are both soft and creamy; or the soft-poached egg. Another way is to allow four tablespoonfuls of milk to an egg; place in double boiler with a pinch of salt and stir till creamy, serving on toast. These are simple ways, easy and quick, and the result is compatible with very delicate digestions. I know a man who has scrambled eggs and bacon for breakfast every day, year in and year out. He was highly indignant when it appeared that the soldiers and the Allies needed his bacon. He never heard, I guess, that there are a score of ways of scrambling eggs, available for him but hardly for the army. You can scramble eggs with any bit of fish, meat, or vegetable, and spare your- self the use of quite so many eggs. Try them with asparagus tips, truffles, mushrooms, celery, tomato, lobster, tripe, oysters, clams, cheese, chicken-livers, green peas, crab-meat, shrimps, kidney, sausage, sardines, tongue, smoked beef, ham—almost anything that you have in the ice- chest. It is amazing, the variety that you can achieve with scrambled eggs. Try Fried Eggs au Beurre Noir— Fry eggs in butter or oil. When done, skim out, add more butter or oil, salt, pepper, vinegar, or lemon-juice; brown this and pour it over the eggs. Garnish with pieces of toast and parsley. Eggs a la Pauvre Femme—Melt a tablespoonful of butter in a baking- dish, break into it six eggs, and sprinkle over them fresh bread- crumbs. No, you don’t necessarily require six eggs! Set in the oven for two minutes, then remove and pour over a good tomato sauce and on top some minced ham. Or, in- stead of the tomato sauce you can use a spiced sauce made with a cup of rich broth for a base, flavored with carrot, thyme, whole peppers, clove, . celery, parsley, and thickened with cornstarch and chicken fat or butter. Eggs Baked in Cream—Put a half- cupful of cream in a_baking-dish; when it boils break into it eggs—I keep thinking of six—with a pinch of salt and pepper. Let cook for two minutes, and then set in the oven for three minutes. Serve. Eggs with Melted Cheese—Grate an ounce of Parmesan cheese on a dish. Set on a slow fire, add a little white wine, a pinch of parsley, chives, salt, pepper, nutmeg, and a-spoonful of butter, Stir, and as the cheese melts break in the eggs. Cook for five minutes and serve surrounded by croutons. There are many kinds of ome- lets as of scrambled eggs; all you need to know is how to make a good omelet; you can add almost anything, folded in when the omelet is turned just before serving. Here is about the best omelet recipe I know—it was given to-me by a French chef: Crack six eggs into a bowl; season with pepper and salt, and beat well for about four minutes, until it is thoroughly mixed. Place in a small- sized frying-pan one tablespoonful of butter; when it crackles pour in the eggs; stir well for three minutes; let it rest a minute. Then fold it over with a fork, the side nearest to the handle folded toward the _ center; then the opposite toward the center. Rest a minute; then have a hot dish in the left hand, and with the right turn out the omelet quickly and serve at once. Sweet omelets are very acceptable for supper, spread with jelly, mar- malade, or a tasty sauce. Creamed oysters, lobster, or tomato are nice with omelet. A heavy cream sauce or custard flavored with chocolate, vanilla, or coffee is sometimes spread on an omelet before folding, and the whole’ sprinkled with powdered sugar and garnished. That is, it would be if you had the sugar. You can put this idea aside until some day when the sugar cane blooms again! Many of us iook the precaution last spring to preserve a_ goodly quantity of eggs in water-glass. They will prove very valuable in the months to come. But neither these nor storage eggs are very acceptable in the ways that suit only the “strict- ly fresh”; therefore it is quite worth while for housewives to study the other ways of cooking eggs in com- bination with tasty things that give character enough to disguise the suggestion of preservation. There is some compensation in these days of unwonted economy; the home-maker is having to learn the things that our grandmothers learned at their moth- ers’ knees. But I must acknowledge that the eggs they had generally were fresh! Prudence Bradish. —_———_++._—_. Brevities for Busy Storekeepers. Written for the’ Tradesman. If you want to create in others confidence in the merchandise you sell, you yourself must believe in it. In view of the increasing difficul- ties in getting capable clerks, every dealer ought to try his best to keep the help he now has. It’s false economy to use old inade- quate cuts and illustrations that real- ly caricature your goods. . Provide yourself with new ones. Cultivate the sense of seeing busi- ness opportunities. There are plenty of ‘unrealized opportunities in every village, town, and city throughout the country. : Some one has said that whether or rot you do more business this year than you did last will depend upon yourself far more than times and conditions. The practice of courtesy is one of the cheapest things under the sun, but sometimes merchants and their salespeople treat their customers as if they didn’t know it. In order to keep the boys in the training camps fit and full of snap, they have every morning their regu- lar setting-up exercises—free arm movements and deep breathing. Not a bad thing for the merchant. You’ve no doubt got posters in your store informing your customers that you have War Savings Stamps for sale, but do you put in a good word now and then to supplement these printed appeals? Now concerning that tricky com- petitor of yours whose trade-seeking stunts have occasioned you a lot of worry. The best way to meet his competition is for you to be abso- lutely frank, honest, and open-and above board. Try it and see if that doesn’t get his goat. There are new articles, commodi- ties, and devices coming on the mar- ket constantly. Some of them are good, and others are good for noth- ing. The dealer who doesn’t want to tie up a lot of money in unsalable stock had better go slow and make sure the thing will sell, and that it’s worth selling. When children come to your store to buy something or other for mother or father, do you keep them waiting until you’ve attended to the needs of all the grown-ups irrespective of the order in which they have come in? If you do you are making a serious mistake. This isn’t fair, and the tot who is big enough to toddle to your store instinctively knows it isn’t. A hasty word or a sarcastic ques- tion on the part of a dealer or his clerk frequently gums the works in so far as his sale prospects are con- cerned; but a word of explanation fit- ly spoken goes a long way in remov- ing objections and paving the road for a nice sale. If ideas for your newspaper an- nouncements or other forms of ‘ad- vertising matter come slowly and seem to be as lame ducks, maybe it’s because you put off preparing copy until you are driven to it, and so miss the benefit that you might derive from those hours when your mind was more alert and resourceful. A whole lot depends upon the mood one is in at the time of writing. Frank Fenwick. ——_++.___ Standard Grades for Rice. Standards for milled rice have been prepared by the Bureau of Markets, approved by the Secretary of Agri- culture, and adopted by the Food Ad- ministration for use in determining the quality of milled rice submitted by rice mills, brokers, and dealers in filling their contracts for the United States armed forces and the Allies. These grades were requested by the Food Administration and published by the Bureau of Markets as “Mar- kets Document No. 15.” At the present time these standards are only permissive. It is expected, however, at a later date, possibly next spring, that these grades shall be formally announced, hearings held for sug- gested changes, and official grades promulgated for milled rice in the United States under the grain stand- ards act. This act provides for the Federal supervision of grading, but applies only in the settlement of ap- peals and disputes. October 16, 1918 MICHIGAN TRADESMAN 17 “We are handling our cash and records by machinery” “The best thing we ever did was to install “The new clerks catch on quickly. They an N.C. R. System. appreciate how the N.C. R. System protects them and increases their sales. ““We are now able to meet the Govern- ment’s requests to conserve man-power and “The clerk-wrap registers make our customers materials. glad to carry their own parcels, because “The cash registers in the various depart- there is no waiting for change. ments help our clerks wait on customers “I’m sold on the N.C.R. System for what quickly. We do more business—and without it does to help us tect the national needs congestion at the counters. for conservation of man-powerand materials. ‘The N.C.R. system is simple and complete. It benefits our customers, our clerks, and If a mistake is made, we know who made it. the business.” A National Cash Register stops guesswork and losses Fill out this coupon and mail it today. Department No. 10706 Please give me full particulars about an ‘The National Cash Register Company, N.C. R. System for my business. Dayton, Ohio. Address Name 18 MICHIGAN TRADESMAN October 16, 1918 Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Tn eee 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. Beware of Excess Moisture in Butter. The Review has repeatedly .called attention to violations of the law re- garding excess moisture, in butter, and the determination on the part of the Revenue officials to make it cost- ly for the manufacturers who exceed the legal limit in the product that they put upon the market. For the past two months inspectors have been constantly on the watch for shipments that show more than 16 per cent. water, and hundreds of tubs of creamery have been tied up while the Revenue Department has made the necessary chemical tests. How many cases have been made against creameries, and the amount of penal- ties imposed, it is not definitely known, but enough information has come to us to make it clear that some shippers have had to pay every dol- lar in taxes and fines that the law permits. It has been clearly proven that in most cases the excess moisture is the result of deliberate planning. We have in mind one particular case which is now in process of adjust- ment, where the butter seized tested 23 to 25 per cent. water. The Gov- ernment saw that a fraud was at- tempted and it went after the of- fender in a most vigorous manner. A payment of the tax of 10c a pound was first demanded, and then the question arose as to how the goods should be disposed of. It was finally agreed that the creamery should make up another lot of very dry but- ter—12 per cent. moisture—and ship here to be mixed with the lot that contained such an excessive amount of water. The two lots are now be- ing worked over in a local packing house, under Government supervision in the expectation that the product -will be under the legal limit of 16 percent. — Here are two shipments of butter made at the same creamery, one con- taining 12 per cent. moisture and the other 23 per cent. or more. The only evidence that the Government has is an attempt on the part of the cream- ery to put an adulterated product on the market, and with all such cases there is a disposition to make the of- fender suffer as much as the law allows. When butter prices reach 60c per pound or more, as they have recently, the temptation to incorporate more moisture into the butter is strong. But such a course is cpen to the most severe censure, especially these times when a high degree of patriotism de- mands fair dealings with one another. The rule that fixes the limit of water content in butter at 16 per cent. is considered fair to the producer and consumer alike, and it should be hon- estly observed. —_2+.—___ No Salmon Famine After All. There is not going to be a salmon famine after all. It may be a near- famine, but the situation will not be quite so bad as it appeared at first, because the Government has finally determined to release some of the grades it had originally held in re- serve, Latest advices from the Coast are to the effect that there will be re- leased for commercial purposes 35 per cent. of pinks, 40 per cent. of chums, 100 per cent. of medium reds and 20 per cent. of Alaska reds. The Government will, however, take all the sockeyes, although everything else on Puget Sound will be left to the general trade, The salmon run in Alaska and further down the Coast has been much better this year than was at first expected, and this addi- tional supply has enabled the Govern- ment to re-adjust its reservations. The sockeye pack last year amounted to 764,000 cases, and may run about the same this year, al- though it is nowadays an absolutely unknown quantity. Alaska reds last year packed 2,465,000 cases, making about 500,000 cases for commercial use this year. The pack of pinks, humpbacks and chums last year amounted to 5,577,000 cases, so that about 2,250,000 of these varieties would be available for the public. Chinooks, medium reds and all other kinds not required by the Government may amount to 1,500,000 cases, so that there may be a total of 4,250,000 cases to be turned into commercial channels. In 1910 the total pack of all kinds was 4,313,000 cases. In 1912 it was 5,600,000 cases; in 1914 it was 6,645,000 cases; in 1916, 7,355,000 cases, and last year, 10,125,000 cases. In 1910 the price of reds was $1.35 a dozen. This year it is $2.35. Pinks opened at 80 cents in 1910, 65c in 1912 and 1913, and $1.65 last year, and this, consid- ering that ten years ago 4,000,000 cases were considered a large pack, it is possible the public may be able to worry along after all. A few dollars’ worth. of paint put on the woodwork in your store at odd times when the store is closed will make many dollars worth of dif- ference in the looks of things. CIDER APPLES Why cannot you make a market for Cider Apples in your neighborhood? Forty thousand pounds Cider Apples for a good carload. For further information, write WM. W. VAUGHAN COMPANY, 209 Beecher Avenue, Detroit, Michigan. OUR OWN MAKE HARNESS Hand or Machine Made absolutely satisfactory. If your dealer does not handle them, write direct to us. ; lonia Ave. and Louis St. Grand Rapids, Michiga, Special Sales John L. Lynch Sales Co. No. 28 So Ionia Ave. Grand Rapids, Michigan Out of No. 1 Oak leather. We guarantee them SHERWOOD HALL CO., LTD. Attention Merchants! Insure with the Grand Rapids Merchants Mutual Fire Insurance Co. We will insure you at 25% less that Stock Company rates. Watson-HigginsMl.Co, GRAND RAPIDS. MICH. Merchant Millers : os No membership fee charged, Products sold by We give you 30 days to pay your Merchants premium and do not discriminate. We are organized to Insure Build- Brand Recommended ings, Stocks, etc., any where in the by Merchants State of Michigan. Since our organization we have ; e saved our members Thousands of NewPerfection Flour Dollars, and can do, proportionally, the same for you. Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks Home Office, Grand Rapids SERVICE PI O W ATY QUALITY Largest Produce and Fruit Dealers in Michigan Cranberries—Cranberries—Cranberries [Eatmor| Brand—Highest Quality 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. | Thee Buy We Store We Sell GGS GGS 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. KENT STORAGE COMPANY, Grand Rapids, Michigan E. P. MILLER, President F. H. HALLOCK, Vice Pres. FRANK T. MILLER, Sec. and Treas Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence Solicited Wm. Alden Smith Bldg. Grand Rapids, Mich. October 16, 1918 Rice Crop Doubled Since Beginning of War. The rice crop of the United States has practically doubled since the be- ginning of the war and the crop of the current year promises to be the biggest on record. A lecture deliv- ered before the class on international trade and commercial geography in the educational department of the National City Bank of New York shows that the United States has tecently become the largest rice pro- ducer of the occidental world, our total productions have grown from 136,000,000 pounds in 1890 to 253,000,- 000 jin 1900, 637,000,000 in 1914 and 1,908,000,000 in 1917, and a prospect for 1,136,000,000 in the current year if the predictions of the Agricultural Department are sustained. Rice production in the United States, said the lecturer, languished after the Civil War, for it was not then realized that it could be grown and harvested by the machinery and methods applied to the production of wheat and other grains. Rice can ‘only flourish on wet land, so wet that ordinary farm machinery cannot be used upon it. But a few years ago it was discovered that certain lands in Texas, Arkansas, Louisiana and else- where were so constituted with rela- tion to soil, climate and water supply that they could be prepared with the usual agricultural machinery, the rice also planted with machinery, the lands then flooded from nearby streams or artesian wells, and the water drained off as the rice ap- proaches maturity and ordinary reap- ing and threshing machines used in harvesting the crop. The people of the United States have greatly increased their consump- tion of rice with the large increase in production. The production has as above indicated doubled in a few years, and even quadrupled since 1900, yet the importations steadily continue to grow, and the exporta- tions although increasing are still less than the imports, indicating that the actual consumption at home has kept pace with the increase in production at home. —_>2>___ War Rations to Fatten Poultry. On account of the scarcity of wheat middlings many Ohio poultry raisers are finding that it will be necessary to use substitutes in their crate fattening rations. If ground oats and barley meal are available, a very satisfactory ration may be made of 55 pounds of cornmeal, 20 pounds of ground oats, 20 pounds of barley meal, and 5 pounds of fine meat scrap. Another efficient ration consists of 55 pounds of cornmeal, 40 pounds of wheat or buckwheat middlings, and 5 pounds of finely ground meat scrap. Heavy feeding of cornmeal gives a yellow fat and skin, while if oat- meal and barley meal make up a large part of the ration the fat and skin will be lighter in color. Either of the mashes mentioned is intended to be fed with milk, either skim milk or buttermilk, using 1% to 2 pounds of milk to each pound of mash, If milk is not available, add MICHIGAN TRADESMAN 10 pounds of fine meat scrap and mix the mash with water. The mash mixed ready for feeding should have the consistency of a good buckwheat cake batter. It is not necessary to mix the mash fresh more than once a day as a slight fer- mentation makes it more palatable and more digestible. The chickens to be fattened should be given nothing to eat or drink for at least 12 hours after they are placed in the crates. This permits the di- gestive tract to become empty and in better condition to receive the con- centrated fattening mash. —_+2>___ Looking For Violations. The Food Administration is turn- ing the full power of its enforcement machinery against dealers who are taking advantage of the present stringency in butter supplies and are reaping heavy profits from the rising market. Its inspectors throughout the country have been instructed to center their work upon investigations of butter operations and to obtain a close check upon the recent activi- ties of dealers. Some manufacturers. and dealers who had stored late butter have been taking advantage of a rising market to remove their goods and to sell, as fresh butter, on account of an ad- vanced market. This is a clear violation of Food Administration rulings, which state that butter, both fresh and storage, shall be sold at prices not to exceed stipulated margins of profit over cost The dealer is not allowed to sell on the basis of replacement value. This eliminates all possibility of specula- tion, as the dealers in butter are not allowed to profit by abnormal ad- vances in market quotations. Telegrams have been sent to fed- eral food administrators instructing them to take decisive measures in their states to keep a close check on butter operations and to take vigor- ous action wherever violations are disclosed. The inspectors have been notified that they are expected to center their attentions upon these operations and to make a thorough investigation of the entire butter sit- uation. ——— + >___ There’s a Reason. In the center of his window, a New England merchant has a large card- board cut-out of a smiling man. The man’s money-pouch is open over a barrel. There is an opening at the top of the barrel and another at the top of the pouch. Directly back of both openings is a circular disk on which are pasted one-, two- and five- dollar bills. As the disk revolves the bills ap- pear to drop out of the pouch into the barrel. On the barrel is the in- scription: “Yes, we are making bar- rels of money—because our custom- ers are satisfied.” 19 Knox Sparkling Gelatine A quick profit maker A steady seller Well advertised Each package makes FOUR PINTS of jelly Rea & Witzig Produce Commission Merchants 104-106 West Market St. To Help Out the Buffalo, N. Y. i. . a oe : Sugar Short Be Established 1873 Just thin corn syrup with hot water, add a little . United States Food Administration Mapleine License Nuniber G-17014 and the finest “‘mapley’’ syrup imaginable is ready to serve. Order of your jobber or Louis Hilfer Co.. 1205 Peoples Life Bidg., Chicago, Ill. Crescent Mfg. Co. (M-278) Seattle, Wash. Shipments of live Poultry wanted at all times, and ship- pers will find this a good mar- ket. Fresh Eggs in good demand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common selling well. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to the People’s Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere, The “Little Gem” Battery Egg Tester Write for catalogue and prices. We have the best. S. J. Fish Egg Tester Co, Jackson, Mich. 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 :: MICHIGAN Successors to FREIMANN & CO., “Northern Mich. Hide, Wool and Fur Co.” BUYERS OF HIDES, WOOL, FUR, TALLOW, METAL, RUBBER, OLD PAPER, GINSENG, BEESWAX AND IRON WRITE FOR OUR PRICE LISTS BEFORE YOU SHIP. Branch Office: 267 Grove St.. Milwaukee, Wis. 730-732 East Front Street TRAVERSE CITY, MICHIGAN APPLE BARRELS Get our prices for prompt or fall shipment. Reed & Cheney Company Grand Rapids, Michigan WE BUY AND SELL Beans, Potatoes, Onions, Apples, Clover Seed, Timothy Seed, Field Seeds, Eggs. When you have goods for sale or wish to purchase WRITE, WIRE OR TELEPHONE US Both Telephones 127 Moseley Brothers, GRAND RAPIDS. MICH. MICHIGAN TRADESMAN October 16, 1918 ~ esNY, = FANC = = = = re 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. Catering More To The Littie Ones. One of the most interesting of the recent developments in the retail dry goods trade is the increasing atten- tion that many merchants are giving to supplying the needs of the ex- tremes of their clientele. In other words, the “wise ones” are coming more and more to realize that the fruitful sources of profit provided by stout women and by young children and infants should be made use of, and they are acting accordingly. In general, it has been found that the trouble and expense of operat- ing departments catering to the needs of these classes of customers are small in proportion to the resultant profits. Many stores have, conse- quently, set aside certain space for the selling of various garments for stout women. Others will do so later. Probably very few retail dry goods establishments throughout the coun- try do not handle merchandise for use by young children and infants, but it is said by trade authorities that the owners and managers of the great bulk of them apparently do not realize the general trade-pulling powers of these goods. The result is that this end of the business is very often cramped as to-space and neg- lected to a considerable extent in the feature advertising, Often there is no separate depart- ment for the sale of the goods in question, :and the assortments are said frequently to look as if they were bought, as an afterthought, by the person intrusted with the pur- chasing of carpets and rugs or by the man who has the hardware section in charge. Excepting in the really “live” stores, little attention also is apparently given to window displays of the very class of goods that is most likely to attract the attention of the average, normal woman. The re- sult is that the stilted “set ups’—they can often be called nothing better— which pass for trims attract hardly more of a mother’s attention than a window full of hammers and nails. ' The various factors outlined, prob. ably coupled with some others that have been overlooked for the mo- ment, are said to be responsible for a considerable loss of trade in children’s and infants’ wear to the specialty shops and to the neighbor- hood stores. Realizing what their lack of attention to this end of the business had done, executives of many of the more up to the minute stores set about to repair the dam- age, and the result has been plainly seen. Stores which had not let these de- partments run down accepted the challenge to their prestige in this respect and sought to give even bet- ter service than before. In both in- stances departments were enlarged, more care was given to the selection and display of stocks, and the adver- tising staff was given more leeway in telling the public what mothers, expectant and actual, might find in the way of little garments and other supplies. In some stores the depart- ments in quest were virtually dug out of dark corners and re-established in a quiet part of the building where there was real sunshine and air and where the atmosphere of a morgue was missing. That efforts to improve the service have paid is proved, trade authorities say, by the steadily in- creasing number of stores taking the matter in hand. In view of the way American par- ents coddle their children and the way they sacrifice in a great many cases things that they should have for themselves in order to supply some real or fancied need of their offspring, it is nothing short of a mystery to men in the wholesale branches of trade that so many stores have not used to the utmost the open sesame to the pocketbooks of moth- ers and fathers which is supplied by infants’ and children’s departments. The failure to do it, however, is said to be more marked in the medium and smaller cities of the country than in the larger ones. By stores in the latter places many interesting meth- ods have been used to bring parents in to investigate the goods on hand. Sometimes this is done by special advertisements, couched in _ subtle language that can make a woman with any imagination at all almost see her offspring clothed in the little garments described, or playing with the various toys for children that may be told about and held out as bait to get mothers into the stores. Sometimes the appeal is made through really artistic and dainty win- dow displays. Often it is done di- rectly with the parents by a means that not only makes them well dis- posed toward the store, but which brings it one of the most valuable forms of advertising—word of mouth. Among the various things that have been done with these objects in view is the practice of a certain clothing store of sending to parents of new-born boy babies a letter of congratulation, accompanied by a tiny pair of trousers. In the letter is an invitation to return those trous- ers to the store, when the time comes for Willie or Johnny to doff skirts and exchange them for a real pair free of charge. While the direct re- sults of this device may not be large, measured by the resultant purchases for these babies after they pass the infant stage, the indirect advertising it gives the store and the possibili- ties it opens for business with the fathers of newly-born sons are not lightly to be overlooked. Somewhat along this line is the idea of a retail shoe concern in send- ing to parents of new infants of both sexes an invitation to call at the store and get baby’s first pair of shoes free. This invitation not only has a wider appeal than that of the clothing concern, because it is open to both boys and girls, but its direct and indirect results are apt to come more quickly. Not only is the aver- age small boy certain to wear shoes before he encases his little legs in his first trousers, but he is apt to use up several pairs of shoes before the “pants” stage is reached. In addition to this, the scheme has the advan- tage of encouraging mothers to buy their footwear at the store in ques- tion, as well as the fathers. The in- formation necessary to the workings of both the plans described is ob- tained with comparatively little diffi- culty from the locai records of vital statistics. ——— +++ These are times when the welfare of your business calls for a closer at- tention than ever before to the credit ratings of your customers. The United Agency System of Improved Credit Service Unirep A\Gency ACCURATE - RELIABLE UP-TO-DATE CREDIT INFORMATION GENERAL RATING BOOKS now ready containing 1,750,000 names—fully rated—no blanks— EIGHT POINTS of vital credit information on each name. Superior Special Reporting Service Further details by addressing GENERAL OFFICES CHICAGO, - ILLINOIS We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO.. Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. 139-141 Monroe St Both Phonas GRAND RAPIDS, MICH. OFFICE OULFITTERS LOOSE LEAF SPECIALISTS 237-239 Pear $ .Gear tne oridges Graad Rapids, Mich. | Gunther Bldg. - 1018-24 S. Wabash Avenue The Goods! Net Prices! When you receive “OUR DRUM MER” catalogue regularly you always have dependable answers to these two important questions: What is the lowest net price at which | can buy goods? Where can I get the goods? Items listed in this catalogue have the goods behind them. The prices are net and are guaranteed for the time the catalogue is in force. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas HA Government Recommendations 1. Retail shopping must cover a period of three months from Octo- ber 1, 1918. 2. Retailers will not be allowed to employ additional help on account of holiday business. 3. Retailers will not be allowed to keep their stores open evenings on account of holiday business. chases as possible. TATE 5. Packages are not to be wrapped where wrapping is not absolutely necessary. This is in order to conseive paper. 6. If tranportation facilities are overtaxed in December on account of holiday purchases, deliveries will not be made until January. This space contributed by PAUL STEKETEE & SONS WHOLESALE DRY GOODS Uy = = 2 = 2 = 4. Customers are asked to carry as many of their Christmas pur- = E = = GRAND RAPIDS, MICH. a. October 16, 1918 REALM OF THE RETAILER. Some Things Seen Last Saturday Afternoon. For some years I have devoted my Saturday afternoons to long trips into the country within a radius of 100 miles of Grand Rapids. Some- times I cover a half dozen towns, making from a dozen to fifty calls on the good friends who read the Tradesman and who are usually glad to devote a few moments to discussing trade topics uppermost in their minds. Aside from the pleasant friendsdhips which these trips enable me to cultivate and maintain, I find these calls to be a source of great stimulation and encouragement to me in my work as an expounder of advanced ideas on merchandising. - My first call last Saturday was on a merchant who has the only store in a railway town about twenty-five miles from Grand Rapids. While I was conversing with him, a farmer came in and asked for a ten quart galvanized iron pail. The merchant had two on hand and proceeded to pound them apart and hand one to the customer. All that was left for the farmer to do was to pay the price of the pail and go on his way. I thought to myself that if I was that merchant I would have handed both of the pails out to the farmer and permitted him to take his choice. Then he would have felt that he was really a party to the transaction— that he had been given an opportunity to make a choice and determine which was the better pail, if there MICHIGAN TRADESMAN was any difference. True, the cus- tomer received all he paid for, but I could not help feeling that he was en- titled to a little more deference, con- sidering that he stated his need quick- ly, paid spot cash for the article pur- chased and went on about his busi- ness without barter or controversy. I think, perhaps, I was led to the above conclusion by recalling the re- markable treatise on the psychology of salesmanship I published in the Tradesman about three years ago, in which that noted authority, Paul Ny- strom, urged merchants to permit their customers to finger the mer- chandise offered for sale. I think so highly of the contribution and its value to every progressive merchant that I am reprinting it in its entirety elsewhere in this week’s paper. At the picturesque old town of Smyrna I found the long-time mer- chant, George P. Hoppough, just re- covering from a severe illness. Mr. Hoppough was postmaster at Smyrna more than forty-two years and con- ducted a general store there for near- ly thirty-six years. He and his esti- mable wife are livilng in the quiet se- clusion of their comfortable domicile, under the shadow of the wonderful old tavern which has sheltered many distinguished guests during the past fifty years and which will some day become a mecca for automobile trav- elers if the right kind of people man- age to obtain possession of the prop- erty. The Hoppough family are happy over the rapid advancement of their son in Europe—he is Captain Hop- pough now—and bears on his breast the proud emblem of honor be- stowed by the President of France for exceptional bravery in battle. Carl N. Hoppough, who succeeded _ his father in general trade at Smyrna, now resides in Grand Rapids, where he holds a road position with the Judson Grocer Company. At the Hotel Belding, at Belding, Tom—everybody knows Tom—held out the glad hand and he and Land- lord Dunham, threw the dining doors wide open. Within a half hour Frank A. Washburn, manager of the Rich- ardson Silk Co., dropped around, as usual, and started in on his latest pet hobby—a cement road all the way from Belding to Grand Rapids. Mr. Washburn has lived to see many of his cherished plans put into execution and confidently expects to see the cement road project a reality “before he dies,” as he expressed it. I think he misjudges the time it will require to complete such an improvement, because there really is no valid reason why such a dominant descendant of New England as he is should ever leave us. When he does go—which, God willing, should not be during the present generation—he will leave us all a precious and priceless legacy in the memory of his buoyant spirit and enthusiastic good nature which have made his life a blessing, both to him- self and his friends. At Greenville I found a merchant who is doing his level best to educate his trade to the desirability of paying their store bills promptly. Only a few days ago he posted a well-worded notice in his store, stating that if 21 his customers would pay their bilis in full regularly every week and not ask for cigars and candy at each set- tling time, he would undertake to maintain the credit and delivery sys- tem a little longer. If they do not toe the mark, cash-and-carry must reign supreme in his establishment. Not being a betting man, I did not offer to wager him a hat against a paper collar that he would be doing business on the cash-and-carry plan inside of two months, but the next time I call on Howard C. Kipp, man- ager of the Isaac Kipp Co., I shall expect to see his cash balance at the bank larger than it ever has been in the past and his delivery wagons, carefully greased and covered, peace- fully reposing in the barn. At the Winter Inn, I was shown about the hotel by W. ‘H. Mills, the rotund proprietor. I never saw a more complete assortment of supplies for the winter season—and nearly all of the home made kind so dear to the heart of the poor devil who has to eat away from home five days a week. Mrs. Mills has enough canned fruit in her cellar to excite the envy of a New York hotel chef and Mr. Mills has done his part in meeting the win- ter demands in coal and wood fuel, potatoes, turnips, also eggs produced by their own hens, put up in water glass. evidence of scrupulous care and rigid Every room in the house bears oversight and, judging by the array of names on the register, the situa- tion is fully understood by the travel- ing public. E. A. Stowe. _ SERVICE QUALITY Make Your Store a Shopping Center Your opportunity to make your dry goods store a shopping center during the Christmas buying of the next two months depends on your having the “right dope” on the Christmas situation. All you require is the right stock of useful articles, such as the Government has requested the American public to buy for Christmas Gifts. We know, too, that every woman will be glad to go to you for her goods, and it is to the woman you must look this year for 90 per cent. of your holiday trade—as all stores will be closed on all even- ings—and all Christmas buying will be done during the day, when the majority of men are at work. All you need to “cash in” on this wonderful opportunity to get the “big end” of the Christmas trade—instead of permitting it to go to the jeweler, the confectioner, etc., as in other years—is to put in lines which will attract the trade properly tributary to your store, so that you will most surely clinch this unprecedented Christmas business. We are prepared to give you just the material you need to use in winning new trade, not only in this exceptional Christmas opportunity, but every month in the year. GRAND RAPIDS DRY GOODS CO. Exclusively Wholesale Grand Rapids, Michigan QUALITY SERVICE MICHIGAN TRADESMAN October 16, 1918 vy) = a j . — anv HARDWARE Z oe = ~~ vA == Michigan Retali Hardware Association. President—John C. Fischer, Ann Arbor. jg canara aaa W. Leedle, Mar- sha — J. Scott, Marine ‘Treasurer—William Moore, Detroit. Some Pointers in Regard to Stove Salesmanship. Written for the Tradesman. To get the customer’s viewpoint is a first essential in stove salesmanship. Add to that a thorough knowledge of the article you have to sell, and you have the ideal combination. Knowledge of the goods alone will not sell stoves; nor is that salesman fully equipped who looks at the cus- tomer’s side of the thing habitually but has not the exact arguments at hand to bring to bear upon the cus- tomer. As a matter of actual fact, the man who is in the market for a stove un- derstands very little and cares less about the processes which certain parts go in the course of construc- tion. It is a waste of time for the stove salesman to direct his selling talk along this line. What does in- terest the stove prospect is the -re- sults which that particular range or heater will produce in his own home. So, if a heater is under considera: tion, the element of comfort should be the basis of your selling talk. Add to this the element of fuel economy. Then, as bearing on these points, the prospect will be interested in learn- ing of any special features the heater may possess that make for greater efficiency and economy in the pro- duction and radiation of heat. If the prospect is interested in a range, then cooking and baking facil- ities are the vital consideration. A large, roomy oven is a selling point; also the even and fully controlled distribution of the heat for cooking purposes. Appearance is, of course, a factor in selling; here the salesman cannot speak for the stove. The stove must speak for itself. For this reason the stoves should be kept in spick and span condition at all times, that they may make the best possible impres- sion upon intending customers. But on the other hand there is a good selling point for the plain stove. It is easy to keep clean. This will appeal to the busy housewife, if prop- erly driven home; particularly in times like these, when competent hired help is difficult to secure. The ‘price objection is one with which the stove salesman is constant- ly forced to contend. The prospect is satisfied with the range or heater, but has figured on getting one with all these heating or cooking qualities for less money. It is here that the salesman’s hardest task is apt to arise. For this reason he should be sed- ulous in preparing the way to meet the price objection. The more fav- orable the impression the _ stove makes on the customer’s mind, the easier it will be to overcome the dif- ficulty of price. Probably the readiest way of meet- ing the price objection is to attempt to persuade the prospect that no other stove is worth the trouble of taking home. This decrying of com- peting lines, however, is as a rule far from good tactics. There is no bet- ter way of calling attention to a com- peting article than to “knock” it The logical way, and the best way, is to play up the merits of your own article rather than to decry opposi- tion. Discuss your stove from an investment standpoint. Figure out just what the service costs. It has a life. of so many years during which time it will give excellent service; divide the purchase price according- ly, and you see in an instant what a small annual output is involved. The salesman who, allows a pros- pect to throw him on the defensive is usually lost when it comes to clinching the sale. And it is at the crucial moment when it comes time to close the deal that the salesman generally fails down. Everything depends on the salesman’s ability to clinch things. A blunder at the cru- cial moment may lose the sale; a shrewd maneuver may turn things completely in the salesman’s favor. The salesman’s pet phrase, “Sign on the dotted line, please,” is familiar. It represents an attitude of calm con- fidence that helps to sway the pros- pect’s decision in your favor. Or, “We .can have this put up for you this afternoon,” is a pointer toward immediate action. But, while you drop the casual remark that hints that you consider the deal closed, remember not to be in any way of- fensive. It is at this point that tact in salesmanship achieves its biggest victories. Commenting on stove selling, an experienced salesman said: “It pays to watch out for new selling ideas. Then, if I find a customer hard: of ap- proach on one line of talk, I simply switch to another line along which he is more accessible.” This merely em- phasizes the idea I have urged, that the salesman must not allow his prospect to throw him upon the de- fensive. He must maintain the initi- ative for himself all the way through. “If one can ascertain the line of thought that causes the prospect to take even the slightest interest in stoves, the battle is half won,” says another salesman. “Give the pros- pect an occasional lead, a helping hand, a lift here or there, and he will seize on the natural argument and fly at the job of convincing himself. In such a case, the less the salesman has to say, the better. True, he must be there with the life-line to throw out if the other fellow shows a hint of weakness; but if one can, by suggestion, lead the customer’s thoughts into the proper channel, he will be likely to sell himself and pause between times to admire his own shrewdness. Even the most captious customers can sometimes Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co. Rives Junction Mr. Merchant: Do you wish to reduce your stock, or do you want to get out of business? Stevens & Company Sales People Men who know how to raise money for you. Call us up or write. Telephone 2636. Barnhart Bldg. GRAND RAPIDS, MICHIGAN AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich. Ask about our way BARLOW BROS. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio 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 Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware e 157-159 Monroe Ave. :: Grand Rapids, Mich. 151 to 161 Louis N. W. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. silent cca asia, re : i ; i ; ; | enue aes & Vv nt NSLS RAEG ALAN AS amt, etauaionemstat ease i t i i ¢ ; i ; ; 4 ; October 16, 1918 by the exercise of a little tact be led into this frame of mind. “I go pretty strong on demonstra- tions. They not merely give the pros- pect a better idea of the stove, but they give you a better idea of what the prospect wants. Just to illus- trate: One day a restaurant keeper came into my _ stove department to ‘look around.’ He wasn’t buying; far from it. I found that he seemed most interested in the time it took to cook things with my range. From that lead I found that he had a range al- ready that was a satisfactory article, except that it was a slow cooker. 1 brought out a loaf of bread that I keep always handy, turned on the gas in my demonstration range, and in a jiffy handed over some slices of nicely browned toast. That one move did the trick. ‘Send it up right away,’ the man said. I might have talked all day and never made a sale, had I not caught that particular cue—that what my prospect wanted was a stove that could be depended on to do cooking for him.on the double quick.” Of course all alike. customers are not That’s why it pays the stove salesman to get a line as quickly as possible upon the needs and wants and preconceptions of the individual customer, and to adapt his selling methods accordingly. Knowledge of the stove is an essential; but the sales- man should use his knowledge solely as it will prove to the prospect that the stove he is looking at will pro- duce the results he wants. Victor Lauriston. _—_———- >.<. One Man Less. This plan required the co-operation of every merchant in town, but it re- leased several otherwise necessary salesmen for other lines of work. At 1 o’clock each day a sign an- nouncing “Store Closed” appears on the door of every store. This gives the employes a chance to go to lunch. They are back at their posts at 2 o'clock. A few of the merchants, of course, who employ only one or two sales- men, have not been able to cut down their forces, but many of them who employ several men have found it possible to let at least one man go. The reason for this, of course, is bvious. Few customers came into the store at noon time. But there formerly had to be someone in. the store just the same. Now those cus- tomers plan to do their shopping earlier or later in the day. And for the same reason—to cut down the sales force—the stores close at 6 o'clock every evening ex- cept Saturday. Felix J. Koch. —_+-~+ The Dyspeptic. A well-known banker in a down- town restaurant was eating mush and milk, “What's friend. “Got dyspepsia. “Don’t you enjoy your meals?” “Enjoy my meals?” snorted the in- dignant dyspeptic. “My meals are merely guideposts to take medicine before and after.” the matter? enquired a MICHIGAN TRADESMAN Fourteen Rules For Figuring Costs and Profits. ‘ The National Association of Credit Men, one of the largest and soundest business men’s organizations in ex- existence, having 20,000 members, recommends the following rules for merchants for figuring costs and profits: 1. Charge interest on the net amount of your total investment at the beginning of your business year, exclusive of real estate. 2. Charge rental on real estate or buildings owned by you and used in your business at a rate equal to that which you would receive if renting or leasing it to others. 3. Charge in addition to what you pay for hired help an amount equal to what your services would be worth to others; also treat in like manner the services of any member of your family employed in the business not on the regular payroll. 4. Charge depreciation on all goods carried over on. which you may have to make a less price because of change in style, damage, or any other cause, 5. Charge depreciation on build- ings, tools, fixtures, or anything else suffering from age or wear and tear. 6. Charge amounts. donated or subscriptions paid. 7. Charge all fixed expenses, such as taxes, insurance, water, lights, fuel, etc. 8. Charge all incidental expenses, such as drayage, postage, office sup- plies, livery expenses of horses and telegrams and_ telephones, advertising, canvassing, etc. 9. Charge losses of every char- acter, including goods stolen or sent out and not charged, allowance made customers, all debts, etc. 10. Charge collection expense. 11. Charge any other expense not enumerated above. 12. When you have ascertained what the sum of all the foregoing items amount to, prove it by your hooks, and you will have your total expense for the year; divide this fig- ure by the total of your sales, and it will show you the per cent. which it has cost you to do business. 13. Take this per cent. and deduct ‘t from the price of any article you have sold, then substract from the remainder and what it cost you (in- voice price and freight), and the re- sult will show your net profit or loss on the article. 14. Go over the selling prices of the various articles ‘you handle and see where you stand as to profits, then get busy in putting your selling figures on a profitable basis and talk it over with your competitor as well. wagons, —~++-__ What the Customer Thinks. A customer on her way in or out of one department store passes a table on which is a supply of cards, with a placard inviting her to take one. The card is divided into two columns. The first column is headed: “What I like about this store.’ The second column jis headed: “What I dislike about this store.” Underneath each column are sug- gested likes and dislikes, in smaller type, like: the salesmen, the method of tying bundles, the prices, the de- liveries, and so forth. One blank line at the bottom provides for likes and dislikes not listed. The mailing side of the card has the printed ad- dress of the store on it. As the card need not be signed the customer feels that she may express an opinion with- out incurring publicity. ——_>-->__ Lots of Fun—And Business. A barrel of peewee marbles hrought many new customers to a Missouri store one day. And _ the merchant is sure that some of these new customers are permanent. The merchant advertised that the marbles would be sold at a penny a grab. The novelty attracted old and young. The marbles were put into bushel baskets and: for a penny anyone could have as many as he could grab in one handful. The merchant later said it was hard to tell who showed more interest—the children or the “grown-ups.” The grab lasted all day and the marbles paid for themselves, too. Buying them in barrel lots the mer- chant was able to get them at a very low price. The “stunt” paid over and over in increased sales of.the regular goods. A Way To Get Suggestions. Often customers would take ad- vantage of the opportunity to make suggestions to a concern were it not for the publicity involved, the Utili- ties Development Corporation be- lieves. So on each of its boxes for drop- ping the -suggestions appears the notice: “Only executives from the main office have access to this box. A representative of the main office will empty the box on his next in- spection trip, Let us have your co- operation,” This Gets Repeat Orders. After a customer has had several weeks’ opportunity to enioy his new talking machine and to “wear out” the records, a dealer in musical in- struments writes him to ask if a salesman, whose card is enclosed, cannot help him to make a further selection of records. The dealer is convinced that this simple follow-up increases his sales. —_~+-~+___ Refuse To Handle “Made in Ger- many Knives.” Binghamton, N. Y., Oct. 15—A number of German-made pocket knives were given away by the Croker & Ogden Hardware 6. of this city, to-day and the announcement was made that they would no longer car- ry goods of German origin in stock or offer them for sale. A large dis- play window filled .with knives was soon emptied by the droves of small boys who responded to the offer. Fiber Conta’ners May Save Tin. Experiments having in view a gen- eral substitution of wood fiber con- tainers for tin are to be made by the Forest Service. Relief for a decided stringency in the tin can market seems possible only through restrict- ing the use of tin to containers of commodities that can not be satis- factorily packed otherwise. Vandervoort Hardware Co. LANSING, MICH. Buy Bankrupt and Surplus Stocks of Hardware— Implements— Plumbing and Heating Goods. Have taken in during the past few weeks about $50,000 worth of merchandise, some of which over stocks us and will be sold below present market. woods guaranteed in first-class condition. Terms—Net 10 days. Prices only guaranteed 17 days. Order quick. 80 Bushel Litchfield Manure Spreaders, $110.00. 20 Wagons 1% to load price. 26 in. Wagon Boxes, $23.09. End Gates, $2.50. 1,500 lb. Boister Springs, Jute Rope, 8e pound. 1,000 Ibs. Sal Medico Stock Tonic, 5, 10, 20 and 30 Ib., 8c net. Charcoal Sad Irons, 50c. 50c. Mark Cross & Durham Safety Razors, lic. 1% and 1% inch Cotton Covered Thresher Suction Hose, 15, 20 and 25 feet, 40c. 5,000 Squares of Roofing, below car load prices, 1 Ply Common, 95c. High Grade Rubber, 1 Ply, $1.20; 2 Ply, $1.60; 3 Ply, $2.00. 85 lb. High Grade Red or Green Tile Coat, $2.25. Genuine Simplex Tin Head Roofing Nails, 3% inch, below car Steel Shovel $5.00. 1 inch Rope Machines, % in. Any quantity, 914c. Pint Cans Roof Cement, 5c. Gal. Cans, 35c. Gal. Black Roof Coat, 30c. 5 Gal., 27ec. 10 Gal., 25c. Bbls., 20c. Black Iron Paint, 85c. Black Asphaltum, 60c. No. 2 or $ Tar Felt $3%c. 20 Ib. Red Rosin Paper, 65c. 25 Ib., 75c. 5, 6 and 7 inch Stove Pipe Dampers, 9c. 8 inch, 17c. Genuine 40 Volume Formaldehyde Pint, 35c; Quart, 65c; Gallon, $2.50. 100 Ib. Steel Drums 99% Blue Vitriol 12%c. 100 Ib, Steel Drums, Good Ground Glue, 19'%e. Gallon Cans Liquid Fish Glue, $1.75. Best Rosin, 6e. Good, Full Polished D, or Long Handle Rd. or Sq. Point Shovels, $11.90. Set Length Pumps, $4.50. 3 inch Cast Cylinders, $1.60; 8% Check Leathers, 8c. 300 7 and 9 inch Cedar Cider Faucets, 6c. 25 Wood Vinegar Pumps, 80c. 4 inch Closet Plungers, 33c. Auto Tubing, 2%c. foot. 3 Tine Straight Handle Hay Forks, $4.00 per dozen. Full Stock of Bent Bob Sled Runners, 5 and 6 feet. Genuine Liquid Veneer, 50c, $3.60; 25c, $1.80. 3-16 Red 1 oz. Sewing Machine Oil, 45c dozen. 3 oz., 90c; Tin Cans, $1.00. Heavy D. A. Auto Pumps, $1.10. Electric Bike Lamps, 95c. 3 Good Safes Cheap—Paper Balers, $8.75 and $14.00. 4 lb. Cans Auto Hard Oil. Fibre Grease. Graphite Grease, 38c. 4 ib. Cans Black Axle Grease. Cement or Roof Putty, 25c. 100 Dozen Black Knight Stove Polish, 72c. 25 2 Qt. All Metal Fireless Cookers, 90¢ ea. 30 Buckeye & Queen Incubators at 50 off. 1,000 ft. 4 inch Extra Heavy Soil Pipe. Several Hundred Feet 3%, 4, 5, and 6 inch Pipe, nearly new that can be eut to any lengths for Posts. Have square cast plates for top and bottom. Furnace Prices quoted on request, stating length. 3x24 Cast House Movers Jack Screws, 9 OF % to 1% inch Sarvin Spokes, 3%4c. Neck Yoke Woods, 25c. 300 A-1 Single Tree Woods, medium and heavy, 13e and 18c. 10 T Malleable Rakes, 25c. 15 inch Ditch Spades, $1.25. 4% and 5 ft. Cant Hooks, $1.15. 36 Ib. Warehouse Brooms, $10.00. 2 12 H. P. Acme Kerosene Engines with Webster Magnetos, 144 under market. Kant Freeze for Auto Radiators, 5e Ib. Mix 5 pounds with gallon water, won't freeze at 20 below. Watch for further bargains next week. What have you to sell? We need Range Boilers, Pipe Fittings, Galvanized Iron, and Small Size Pipe, New and Second Hand Radiators. Our goods are actually on hand ready for instant shipment. We give you quick service and short prices. Vandervoort Hardware Co. Lansing, Mich. P. S. Will advance prices next week on all Roofing and Paint Goods. . MICHIGAN TRADESMAN October 16, 1918 Grand Council of Michigan U. C. T. — Counselor—W. T. Ballamy, Bay ty. 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- Grand Conductor—H. D. Ranney, Sag- Grand Page—A. W. Stevenson, Mus- Grand Sentinel—H. D. Bullen, Lansing. Grand Chaplain—J. H. Belknap, Bay One Man Does Two Men’s Work. The draft cut one manufacturer’s sales force exactly in two. This man- ufacturer did not want to replace the men who had gone. In the first place, he wanted those men to feel their jobs would be waiting for them when they came back, and, in the second place, he felt that if he tried to fill his ranks he might take men who were badly needed elsewhere. He decided to have his remaining men handle all of the sales territories. Consequently he redistricted the ter- ritories to give each man again as much as he had. Of course it would have been phy- sically impossible for the men to call on all the customers as often as they formerly did. So the manufacturer arbitrarily cut down the calls on each customer to one every two months. For the times between calls the manufacturer provided other means of contact. Each salesman sends out a personal letter to his customers and prospects twice a month. And twice between calls the salesman calls up each customer by long dis- tance. These long distance conversations are carried on at a minimum expense and effort. Each territory is divided according to the long distance rates. The salesman makes his calls from towns designated as “calling centers.” Three days before the salesman ar- rives at the calling center all of his prospects and customers in that sec- tion have received this card: “Our Mr. Faber will telephone you ‘Wednesday from Rochelle. We will give special attention to any orders you give him by telephone. We shall appreciate your co-operation in order- ing by this time-saving method and thus helping us in our effort to have each do two .men’s work while the war lasts.” When the salesman reaches the town he goes immediately to the locai telephone exchange. To the manager he gives a duplicate of the list of calls he wants to make. This duplicate is turned over to the long- distance operator, who puts through the calls one after another, and has one ready as soon as the salesman finishes talking to the previous one. Most of the customers find the combination of visits and telephone calls satisfactory, and many of them are ready with their orders as soon as the operator notifies them of the coming call, The manufacturer has made special arrangements for ship- ping the telephone orders as soon as they are received. P. L. Frailey. > They Cut Their Own Expenses. The salesmen for a middle western concern ride in day coaches when- ever they can without too serious in- convenience; and when they stop only an hour or two in a town they no longer register at the hotel, but instead check their baggage. This is because the sales manager adopted a plan whereby the saving in expenses directly benefits not only the salesman, but also the Nation. The plan was announced in a letter sent to the men by the sales manager, which read, in part, as follows: We are at war with the most ruth- less power on earth. If we are to win, we must save and sacrifice. We must cut out all luxuries and many of the things we formerly considered necessities. : Many traveling men are shaving their expenses to the bone. Some do it through choice; others because their house demands it. We make no complaint and cast no reflections, but we submit the following for your consideration. It is optional with you. : For every dollar saved by you in traveling expenses, based upon your average weekly expenditure last year, we will present you, or any one you may designate, with one 25-cent thrift stamp. : : Further, we will invest an addi- tional 25 cents in thrift stamps, and we will put the balance of the dollar into a permanent fund for the de- pendents of soldiers formerly in our employ. We feel sure that you will grasp the spirit of this proposition. We will all profit, and we'll have the sat- isfaction of knowing that we are giv- ing to the Government, to ourselves, end to those left behind, what would ctherwise be wasted. Chesla C. Sherlock. ——_* +o ____ “Why I Failed to Close.” That the other salesmen may profit by the mistakes their fellows make, one concern runs a “why I failed to close” column in its salesmen’s bul- letin. An occasional description of methods the salesmen should guard against has increased the percentage of closed sales, the sales manager says. There is only one way to sell dam- aged goods or seconds, and that is for just what they are, making sure the customer understands what he is getting. Automobile Insurance * 2°.2se"e If you insure with an ‘‘old line’’ company you pay 33'/4% more than we charge. Consult us for rates INTER-INSURANCE EXCHANGE of the MICHIGAN AUTOMOBILE OWNERS 221 Houseman Bidg., Grand Rapids, Mich. Corner Store For Rent Corner store ia well-established hotel. Suit- able for cigar, soft drink and drug trade. Will turn over established cigar trade to tenant. MERTENS HO1EL, Grand «apids, Mich. 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 se Michigan CODY HOTEL GRAND RAPIDS $1 without bath RATES { $1.50 up with bath CAFETERIA IN CONNECTION HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Pian, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch Room COURTESY SERVICE VALUE $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. Goodrich Muskegon ee — le f 8 8) R | * | Interurban - ® Station : LIN E 156 Ottaw Powers ttawa —_ STE yy aaeete Ave. N.W. g. ; OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R., SWETT, Mer. Muskegon see Michigan Beach’s Restaurant 41 North Ionia Ave. Near Monroe GRAND RAPIDS, MICHIGAN Good Food Prompt Service Reasonable Prices What More Can You Ask? LADIES SPECIALLY INVITED 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. MORTON HOUSE GRAND RAPIDS boas 75c Per Day aoa .... $1.00 Per Day .. $1.50 and $2.00 Per Day Two persons in a room 50c per day extra. SO Rooms at............. BO Rooms at.........:... 50 Rooms at ........-... Special rates by the week. Sc a Raia NA an Follow the Natural Impulse Michigan. Telephone Citizens Long Distance Lines Con- nect With Practically Every City, Village, Hamlet and Cross Roads in Also Points Outside. USE CITIZENS SERVICE eA a ase a tRNA October 16, 1918 BANKRUPTCY MATTERS. Proceedings In the Western District of Michigan. Grand Rapids, Oct. 15—In the matter of Arthur E. Clingman, bankrupt, Mus- kegon, a first meeting of creditors has been held. It appearing from the sched- ules of the bankrupt and the examina- tion of the bankrupt at such first meet- ing that all assets are claimed as exempt to the bankrupt, no trustee was appoint- ed. No further meeting of creditors will be called. The estate will be closed out at the expiration of twenty days. In the matter of Carl Zarbock, bank- rupt, Grand Rapids, a sale of the assets of this estate was held, and it appearing that there were no further bids received for such assets the ten shares of stock in the Peat Fuel Co., were sold to Her- bert Garnett, of Grand Rapids, for $50. An order was made confirming the same forthwith. In the matter of Alvan A. Brader, bankrupt, Grand Rapids, a sale of the as- sets of this estate was held. It appear- ing that no further bids were received the nine shares of stock held by this bankrupt in the Peat Fuel Co., were sold to Herbert Garnett, of Grand Rapids, for $45. An order was made confirming the sale forthwith. In the matter of Harry J. Campbell, bankrupt, Butternut, the adjourned first meeting of creditors has been filed. The bankrupt was sworn and examined, after which the meeting was further adjourned until Oct. . In the matter of Nels J. Larsen, bank- rupt, Manistee, the trustee has received an offer of $700 from S. C. Thompson for the real estate of said bankrupt, de- scribed as Lot 9, Block 1, of Engelwood addition to the city of Manistee, which property was scheduled by said bankrupt to be of the value of $1,200, subject to mortgage of $500 and interest, running to Frank Bauer, leaving equity of $700 for this estate. From the amount offered to the trustee will be paid mortgage claim, leaving a balance for general cred- itors of approximately $200. Restrictions on Christmas Buying. The Chamber. of Commerce of the United States has asked every retailer who advertises to publish the condi- tions under which the Government agreed not to stop extra Christmas buying. These are: Retail interests are not to increase their working forces by reason of the holiday business over the average forces employed during the year. Normal working hours will not be lengthened during the Christmas sea- son, Retailers will use their utmost ef- forts to confine Christmas giving, ex- cept for young children, to useful articles. Every effort will be made to spread the period for holiday purchasing over the months of October, November and December. : Deliveries will be restricted and customers will be asked to carry their own packages wherever possible. ———— > Case Count Eggs Must Have Candling Certificates. Grand Rapids, Oct. 11—Cold stor- age operators are now putting. out their stocks under two heads—can- dled and case count. Of course the eggs were carefully candled on being taken in last April or May. Is it necessary for the cold storage operators or people who have eggs in cold storage which they are disposing of to use candling certificates in the sale of case count eggs—quoted as case count, sold as case count and billed as case count? E. A. Stowe. Lansing, Oct. 15—Replying to your esteemed favor of Oct. 11, will state’ that it is necessary for all eggs ship- ped to be accompanied by candling certificate, whether or not case count. Geo. A. Prescott, Federal Food Administrator. Status of the Michigan Bean Crop. The bean market seems to be in a healthy state and without any specu- lation, as the profit to all dealers has been permanently fixed by the Food Administration. This, of course, offers no incentive for the dealers to buy beans except for immediate need. The Michigan crop is practically secured in good condition. The beans are of fine quality and will require very little labor to put them in mar- ketable condition, which will permit their being marketed very rapidly, pro- vided they remain around the present price, Previous to 1916 most of the beans consumed in the United States were grown in three or four states, while the Agricultural Department reports that nineteen states produced some beans last year. This seems unusual competition for Michigan. Particu- larly has California developed a very large acreage and _ produced beans than Michigan last season. The Army and Navy bought their beans from California, owing to the excess moisture in Michigan beans, which would not keep in their ware- houses or battle-ships without spoil- ing, but it would seem that the per- centage of moisture in Michigan beans this year is low enough to permit us to sell at least a part of our crop to the Government. At a meeting of the so-called Grow- ers Association at Saginaw something was said about the farmers not grow- ing beans at the present price, but when we come to figure carefully that the present price of beans is twice the price of wheat, which is being grown profitably by the farmers in Michigan, and that no other crop on the list has had as much to do with the pros- perity of the farmer in Michigan as the bean crop, it is the consensus of opinion of those interested in the bean industry that the average farmers in the State of Michigan is about as smart as the cheap politicians whose predictions are based on their inability to secure rigid price fixing and Mr. Producer will continue to grow beans and increase his acreage. The Secretary of State estimates the crop in Michigan this year at something over five million bushels. From present outlook we believe all these beans will be taken at a fair price, but doubt very much if there will be advance enough to warrant their being held by the farmers or any one else. The biggest and best bean produc- ers in the State of Michigan are mar- keting their beans this year as fast as they can get them threshed. Ernest L. Wellman. —_—_.-+>—____ Every Grocer Asked to Sign a Pledge. By the display of fair-price certifi- cates in the windows of loyal retail grocers, the public will be able to de- termine what stores are co-operating in the enormous food-saving pro- gramme which the war has imposed and which America is obligated to fulfill. Every retail grocer in the United States is asked to sign a pledge to conform to the rules and regulations of the Food Administration and to co- more operate fully in the conservation pro- gramme. All dealers who sign this pledge will receive direct from the Food Administration attractive certif- icates which are to be posted in the grocery windows, reading as follows: The United States Food Administra- tion, This certifies that ... 0... ..2.4..-.. has enlisted in the service of the Na- tion and as a dealer in the necessaries of life pledges to abide by the rules and regulations of the United States Food Administration, to give all cus- tomers the benefit of fair and moder- ate prices, selling the necessaries at only a reasonable advance over cost, regardless of market conditions, to discourage and prevent hoarding and waste, and to co-operate fully in the food conservation programme in or- der to Save Food For Our People, Our Armies and Those of the Allied Na- tions. United States Food Administration, Per Herbert Hoover. The Food Administration counts on the aid of the retail grocers in carry- ing cut the food programme for this year, which calls for a 50 per cent. increase over last year in the amount of food and feedstuffs which America must send to Europe. —_++.—— — Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, Oct. 16—Creamery butter extras, 59@)60c; firsts, 58c; common, 55(@j57c; dairy, common to choice, 40 (@50c; packing stock, 37@MOc. Cheese—No. 1, new, fancy, 31c; choice, 28c. Eggs—New laid, 62@68c for fancy and 54@58c for choice; storage can- dled, 45@46c. Poultry (live)—Old cox, 22@23c; fowls, 28@82c; chicks, 28@33c; ducks, 30@B3c. Beans—Medium, $11 per hundred Ibs.; Peas, $11 per hundred Ibs.; Mar- row, $11.50@12 per hundred Ibs. Potatoes—New, $2@2.25 per hun- dred lbs. Rea & Witzig. To the German Ambassador in Madrid has been given the melan- choly privilege of picking out those German ships in Spanish harbors which are to be taken over by His Most Catholic Majesty’s Government as indemnity for Spanish tonnage ruthlessly torpedoed. King Alfonso’s Ministers say, in effect: “We much regret being forced to help ourselves in this manner, and will do our best to make the whole proceeding as painless as possible.” The German Ambassador probably will not care to sanction the contemplated seques- tration by his presence or by his designation of the ships to be taken. In any event, a good many more important things must be occupying his attention just now. ——_>-~>_____ To overlook small savings is de- liberately to decrease one’s profits that much, but in watching small is- sues large and important ones should not be lost sight of. The big things first and details next. To neglect either one is unfortunate. If your business is not good enouga so you can afford to buy an occasional War Savings Stamp or a Liberty Bond it’s mighty poor busi- ness to be in in war times, MICHIGAN TRADESMAN October 16, 1918 ° MN N¢ XG “Go UG 3 ~, Ww S a QNowé xP DRUGGISTS SUNDRIES| wt wl) LILY, o F 3 ° : sno = 2 Z = = = = p= Zz j : E = Sie i — Se a Y = ee AG SAID TeeMS eas or x Dy b = FB ah ay WE i NSS o"- FSMD oF FZ Ss : 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. Examination Sessions—Grand Rapids Nov. 19, 20 and 21; Detroit, Jan. 21, 22 and 23, 1919. Michigan State Pharmaceutical Associa- 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 SQ. Lawton, Grand Rapids. Essential Features of the Neighbor- hood Drug Store. Of the nearly fifty thousand drug stores in the United States it is esti- mated that more than one-half can be placed in a class that depend for their patronage upon people who live in the immediate vicinity of the store. Such a class would include drug stores in villages and small settle- ments. The capital invested in such a store is, of necessity, limited. Purchases are made in small lots, The room occupied for business is generally small. The proprietor is often the whole show—clerk, porter and errand boy. At best life behind the drug coun- ter has its shadows, in a small store at all times there are clouds. Cus- tomers in such a store are prone to criticise, to contrast the size of the shop with the larger stores in suc- cessful centers. Hourly the drug- gist is told that such and such a store sells much cheaper. There are in- sinuations that the stock in a small store is not “fresh,” there are harsh innuendoes and comparisons of all sorts unfavorable, irritating and sometimes almost unbearable. The hours are long, work is made hard and it is but little wonder that at times one hears that the owner of such a store is a “crank.” But there are advantages as well as disadvantages in a _ neighborhood store. In many of them the owner _has succeeded in overcoming the dif- ficulties mentioned, and managed by reason of lessened expenses to make a comfortable living and amass a greater proportion of profits. In stores of this kind there is no need to be discouraged or become careless. Success can be attained in spite of all drawbacks. In the neighborhood store the druggist has the great chance of knowing every man, woman, and child who passes the door. He should be able not only to call them by their name, but to know their family history. This intimate personal knowledge of a customer— their business, their income, their habits, their peculiar traits, can be turned into a great lever towards in- teresting them in the things that the druggist has to sell. It is a lever that often the store with only a transient trade, would give much to possess. Under such circumstances one can, by his knowledge, amounting almost to a certainty, know to whom he can sell a given article or given class of goods, and thus avoid buying goods that he knows he will not sell. Such an intimate personal knowledge of one’s customers is one of the great- est assets of any business. On the other hand, the customers visiting a small store know the druggist, if he is worthy he can gain and hold their confidence, and they will often con- fide in him more than in the doctor, the lawyer, or the priest. In a small community the druggist has the opportunity to become a most influential and powerful citizen; in a restricted neighborhood he can _ be- come a most potent factor. He will, if he chooses, be the guide, counsellor and friend of his patrons in all the affairs of life. If he is wise he will not abuse his trust but will use it to bring in business. Many owners of small stores do not realize their opportunity. They are too apt to take things easy, to al- low the store and stock to run down; the shop to become unclean, dingy, a loafing place—until one by one cus- tomers pass by to the smarter shop “down town,” and the poor druggist sits and growls at the hard lots which prevail in the drug trade. Quite in contrast to this condition are the little stores whose owners are ambitious. They hustle for business and get all there is in sight, and often work up a smart trade, become owners of the building which they occupy, even reaching out as owners of tenements and buildings in their neighborhood, and at times aspire to the position of a political boss. A former fellow clerk of mine in a large city has a store only sixteen feet front and twenty-five feet deep, but he has a trade that keeps him and two clerks busy all the while. He is away out in the residence section, and there are but few stores of any kind near him. He has customers who come miles in the trolley cars to trade with him, and when a customer moves to another section of the city they are always sure to come back to his store for their drugs. When his customers go on their summer out- ings, as most of them do, he is still busy mailing their wants to their sea- shore and mountain homes. An important measure for any store, especially for the small store, is its appearance. Herein the small store again has its advantages and disadvantages. It is unwise and un- necessary for a small store to have elaborate and expensive fixtures. Board shelving and counters can be made to do. Oil cloth on the floor, or else painted and polished boards will serve every purpose. I know a store which presents a very nice ap- pearance. It does not have a coun- ter in the place, has only two show cases (bought second hand); instead of counters there are tables procured at the furniture store, and in appro- priate places are chiffoniers and side- boards (bought second hand). This store is kept painted, scrubbed and polished. It looks professional, busi- ness-like and gives the impression of inexpensive but substantial worth. Dirt is more noticeable in a small modest store than in a large elabo- rate one. Therefore the small shop should be kept extremely clean; no dust, dirt, litter, not even a fly speck, shotld be allowed. Soap, water and elbow grease should be everlastingiy at it. Extreme cleanliness may be made a hall mark by which the store is known. I know a small store that is notice- able for considerable distance. The interior and exterior is painted white, and the paint renewed frequently. White seems to me to be a striking color for a drug store, wherever it can be utilized. The small store can be made for appearance by a neat and orderly ar- rangement of stock. In my store we shift the stock about occasionally; that is, we move the different classes of goods from one side to the other —from the back of the store to the front—we shift the show cases, thus giving appearance of change and overcoming the sameness in the eyes of the customers. The small store should give every attention to the matter of wrapping up goods. Here time can be used making neat packages and containers; twine, paper and sealing wax are cheap. Every well wrapped package will make a good impression on the customer. Children are often the most fre- quent customers of the neighborhood store. Here is a chance to work up- on impressionable clay. Make your- self solid with the kids. Don’t scold them, rather jolly them. Interest them in your store, show them about, even into the mysterious prescrip- tion department where you “make medicine,” show them the scales, the soda fountain; let them look behind -the counter and into the closets; they will talk about you when they go home. Occasionally pass out bits of licorice root, candy, etc.; send samples of toilet goods home; keep a supply of picture cards, blotters and the like. When children are once familiar with the and friendly to your store they will become chattering ad- vertisements in your behalf. Small stocks while perhaps incon- venient can be made to count on the supplies very promptly. 1918 Holiday Goods Druggists’ Sundries, Books, Stationery, Etc. UR entire line of samples covering holiday goods, staple sundries, books, stationery, etc., has now been on display in our show room since about September 5th. The sales in this class of merchandise up to the present time have been greater than ever before and very much to our satisfaction manufacturers are shipping our Our stock is complete and we are sending out personal letters to our customers to give us the earliest possible date at which they can come to Grand Rapids and make selections from these lines. Covering holiday trade the Government is putting out a propaganda of early buying and early selling. Therefore, in the spirit of this, we ask you to in- spect this line at the earliest possible moment. We believe that we are better prepared than ever be- fore to serve you well and very promptly. Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Scott ki i SSN AAR Nate RSA IS HC October 16, 1918 MICHIGAN TRADESMAN 27 right side. People are very fond of store windows. His patrons proba- WHOLESALE DRUG PRICE CURRENT having “fresh” goods even in medi- bly have leisure to give considerable —— cines, Tell people your stocks are time to the examination of a well Prices quoted are nominal, based on market the day ot issue. small but that the goods are always made display. Even if the windows Acids Cubebs ...... 10 “eo 25 Capsicum ....... @2 15 fresh”—you have no stale medicine. are small, if they are kept spick and Boric (Powd.) .. 18@ 25 Higeron ........ 425 Cardamon ...... @2 10 . : : Boric (Xtal) .... 18@ 25 Hucalyptus = i al 35 Cardamon, Comp. @1 60 ‘An acquaintance of mine has a _ span, cleaned and changed frequent- Carbolic ........- 67@ 70 Hemlock, pure 2 00@2 25 Catechu ........ @1 60 ginalt 6 a a ‘ = Cite oc ee. Juniper Berries 16 "Teas oo 6Cinchona ........ @2 35 tore, limited capital and a ly, they will become the talk of the es eee he " Juniper Wood ..275@3 00 Colchicum ...... @2 40 meager stock, but he turns it all to neighborhood. One of my precep- Nitric ......... 10%@ 15 aud ot sree 2 tes . en eeeceeses @2 35 | ; i r 9° ceca ie 5 RMAC cece @1 90 good account. He is located just out tors had a small store and was an ex- ee oo a a sue . Lavender Flow. 7 25@7 50 Gentian ......... ol 50 of a large city and makes a strong pert in his window shows. He had Tartaric ..... - 112@1 20 prac aid =“ oS - pera ae. o = i A : : ee ee Nee ee sre Caan omar Ged taumtecn Ucce | RAM oe t MR 0 6 6 0 ea cus point of telling his customers that he the fashion of covering the bottom Ammonia Linseed, boiled, ‘Tia = Guaiac, Ammon @1 80 3 Sos oe oe : 6 . ith Water, 26 deg. ....12 20. «©6©Linseed, bid less 1 ROGING ice asee 3 @1 50 goes in” sev eral times a week, and of the window and the back with Water. ig an “igo ig Linseed, raw, bbl. 180 Iodine, Colorless @1 75 selects his goods especially for their colored cloths, sometimes indulgins Water, 14 deg. .. 9%@ 17 Linseed raw less 1 20@2 = aan clo, @1 60 : : ee, ustard, true, oz. 2 2 ONG oo. —___ Some superior beings may feel that in making the world safe for Democracy we make it safe for fools. But if so, why not? The wise can take care of themselves. What good is a world that isn’t safe for the fools? CHICAGO, SEEDS WANTED ALSIKE CLOVER MAMMOTH CLOVER, RED CLOVER SPRING RYE, RED ROCK WHEAT, FIELD PEAS The Albert Dickinson Company SEED MERCHANTS ROSEN RYE a ILLINOIS Sassatras (pow. 40c) @ 35 Beep Cut (powd.) Berries Cubeb .......... 1 60@1 70 IBD. cess ccs @ 7 Juniper ...... oeee 12@ 18 Prickley Ash .... @ 30 Extracts Licorice 60@ 6 - 1 20@1 25 Licorice powd. Fiowers APNICA os ice cces 1 20@1 25 Chamomile (Ger.) 70@ 80 Chamomile Rom. 1 50@1 60 Gums Acacia; Ist ...... 75@ 80 Acacia, Znd ...... 6b6@ 75 Acacia, Sorts .... 40@ 50 Acacia, powdered 6vu@ 70 Aloes (Barb. Pow) 30@ 40 Alces (Cape Fow.) 30@_ 30d Aloes (Soc Pow 1 25)@1 20 Asafoetida 2 75@s 00 POWs cecccseies @3 00 Camphor ........ @3 00 Gugine ..5..04.6. @2 25 Guaiac, powdered @2 50 KIND cecccccceees ‘ @w seo powdered .. @1 00 dkulno, Myrrh wo sccecs @ 85 Myrrh, powdered @ 90 Opium ...... - 28 50@z9 00 Opium, powd. 30 00@30 50 Opium, gran. 30 00q3s0 50 Shellac ...... sbq@ 0 Shellac, Bleached 900) 95 Tragacanth .,... @5 00 ‘Tragacanth powder 3 OU Turpentine ...... 15@ 20 Insecticides Arsenic ....... 15@ Blue Vitriol, bbl. ee Git Blue Vitriol, less 12@ Bordeaux Mix Dry 20@ 2 Hellebore, White powdered ...... 38@ 45 Insect Powder ....40@ 60 Lead, Arsenate Po 34@ 44 Lime and Sulphur Solution, gal. .. 20@ 35 Paris Green ... 4842@54% Ice Cream Piper Ice Cream Co., Kalamazoo Bulk Vanilla ......... Bulk Special Flavored . 00 Brick, Plain ......<. . Brick, Fancy ..... ae i 60 Leaves BUCH oii cece ees s 3 00 Buchu, powdered @3 25 Sage, bulk ...... 7@ 70 Sage, % loose ....72@ 78 Sage, powdered .. 55@ 60 Senna, Alex .... 1 40@1 50 Senna, Tinn. .... 40@ 45 Senna, Tinn. pow. 50@ 55 Biya Drer s3.2. 22. 45@ 50 Oils Almonds, Bitter, PUG oi ei cave 18 50@18 75 Almonds, Bitter, artificial ..... 7 00@7 20 Almonds, Sweet, true «+e. 3 50@3 75 Almonds, "Sweet imitation denace. t @1 00 Amber, crude .. 3 25@3 50 Amber, rectified 3 ase 00 Anise 2 25@2 50 Bergamont . 9 50@9 75 leput ........ 2 00@2 25 Cassia 6 oc. sack 4 BOO 75 Castor ......... 3 40@38 65 Cedar Leaf .... 1 75@2 00 Citronella ...... 1 00@1 25 Cloves ......... 4 50@4 75 Cocoanut ....... 40@ 50 Cod Liver ...... 5 60@5 75 Cotton Seed .... 2 05@2 20 Croton ........ 2 00@2 25 Rosemary Flows 2 00@2 25 Sandalwood, i Deas eae 18 50@18 75 Sassafras, true 3 25@3 50 Sassafras, artifi’ .. eet 00 Spearmint ..... 6 50 Sperm. .....4-. 2 scO8 00 OMAY sca cee cca 5 50@5 75 at UIE isc cea ce 45@ 60 Turpentine, bbls. @ 70 Turpentine, less 75@ 80 Wintergreen, tr. 7 00@7 25 Wintergreen, sweet birch 4 50@4 75 Wintergreen, art 1 25@1 50 Wormseed 15 00@16 25 Wormwood .... 7 50@7 75 : Potassium Bicarbonate .... 1 26@1 30 Bichromate ...... 60@ 70 Bronide . .....6. 1 68@1 78 Carbonate ...... 1 35@1 45 Chlorate, gran’r 65@ 70 Chlorate, xtal or DOWG. Goce. eee 60@ 65 CVGNIGE coisa cise 45@ 75 LOGIGS esos cece 4 59@4 66 Permanganate 2 75@3 00 Prussiate, yellow @1 75 Prussiate, red 3 75@4 00 Sulphate Alkanct .......% 3 Blood, powdered 66@ 70 Calamus 6 Hlecampane, pwd. 15@ 20 Gentian, powd. 27@ 35 Ginger, African, : powdered ...... 25@ 30 Ginger, Jamaica 35@ 40 Ginger, J'amaica, powdered ...... 22@ 30 Goldenseai, pow. 8 50@9 00 Ipecac, powd. .. 4 75@5 00 EACOTICE.. 4.2445. ¢s 50@ 565 Licorice, powd. 50@ 60 Orris, powdered 40@ 45 Poke, powdered “a. 25 Rhubarb ........ 1 00 Rhubarb, powd. 1 25O1 50 Rosinweea, powd. 25@ 30 Sarsaparilla, Hond. ground. ......% 1 00@1 10 Sarsaparilla Mexican, round ...... 1 00@1 10 PRT sacs os 35@ 40 Squills, powdered ‘eo 65 Tumeric, powd. 25@ 30 Valerian, powd. .. $: 00 Seeds BINA cv keeccns 2@ 45 Anise, ae 47@ 50 SG, £6 i cee ke 13@ 19 CORAEY 5 ocesincs 28@ 35 Caraway .....e. 75@ 80 Cardamon ..... 1 80@2 00 Celery (Powd. 75) pe 70 oe secede 27@ 30 Di 4. <. . -. 80@ 35 Fennell . 1 00@1 20 iat cegeg ee %@ 16 Flax, ground -- 11%@ 15 Foenugreek pow. 22@ 30 FIOM vec cccscuns 11@ 15 BROUGe oo ccc cc - 40@ 60 Mustard, yellow .. 45@ 50 Mustard, black .. 30@ 35 PODDY | ceccasces . @1 00 cog eestvece 1 50@1 75 pew sas beee 5@ 20 Sabadiila Poceees @ 35 Sabadilla, powd. 35@ 45 Sunflower ........ 10@ 15 Worm American .. @ 25 Worm Levant .. 1 20@1 25 Tinctures AGOMIG 26.0255. 1 65 PAOGR. 6 ccc ceaidec @1 35 PTTNOD. . . cnc eevee @1 50 Asafoetida ...... @4 40 Belladonna ...... @2 35 Benzoin ........ 2 50 Sonwetn Compo’d = & Centharsdics vs Ochre, yellow less 2 @ PURO coke cas 44@ Red Venet’n ‘Amer. 2@ Red Venet’n, Eng 24%@ Vermillion, Amer. 25@ 3 Whiting, bbl. VERE OS... ccs L. H. P, Prepd. 2 “sbo3 1 S68 Miscellaneous Acetanalid ..... 1 10@1 20 AIO oi can 17@ 20 Alum, powdered and MPOUNE 6c... 18@ 21 Bismuth, Subni- PACE oi cc. 00@4 10 Borax xtal or powdered ...... 10@ 15 Cantharades po 2 00@6 560 Calomel ..... -. 2 69@2 75 Capsicum ....... - 388@ 45 Carmine ....... 6 50@7 00 Cassia Buds ..... 45@ 50 CIOVOGR occ cc caus 77@ 85 Chalk Prepared ..12@ 15 Chalk Precipitated 12@ 15 Chloroform ..... 97@1 04 Chloral Hydrate 2 32@2 42 Cocaine ...... 14 30@14 85 Cocoa Butter .... 60 60 Corks, list, less 40% Copperas, bbls. .... @ 3 Copperas, less .. 3% @ 8 Copperas, powd. .. 4@ 10 Corrosive Sublm. 2 85@2 40 Cream Tartar ... 86@ 92 Cuttlebone ....... 18 80 Dextrine 10 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 PMO occ ccc cues 2 00@2 25 Ergot, powdered 2 25@2 50 Flake White .... 15@ 20 Formeldehyde, lb. 19@ 26 Gelatine 1 75@1 90 Glassware, full case 58% Glassware, less 50% @ a% eeceee Glauber Salts, bbl. Glauber Salts less s4¢ Glue, Brown ...... 25@ 35 Glue, Brown Grd. 25@ 35 Glue, White .... 30@ 35 Glue, White Grd. ae 35 Glycerine ........ 68@ Hops oa =e Iodine .. Iodoform Lead, Acetate ... 2g 30 Lycopdium poe ae 2 50 Mace ......... ae 90 Mace, powdered 95@1 00 Menthol ........ 75 Morphine .... Nux Vomica ..... 0 Nux Vomica, pow. 28 35 Pepper black pow. 53 55 Pepper, white ..... 50 Pitch, Burgundy Quassia ........+. 12 15 Quinine ........ 1 28@1 72 Rochelle Salts .. 69 65 Saccharine, oz. .... @2 65 Salt Peter ........ 36@ 48 Seidlitz Mixture ee 55 Soap, green ...... 30 Soap mott castile 22% 25 Soap, white castile CORO icc ccctcccs 5 00 Soap, white castile less, per bar .... @3 75 Soda Ash ....... 4%@ 10 Soda Bicarbonate 3%@ 8 Soda, Sab .......... 2@ 5 Spirits, Camphor .. @1 50 Sulphur, roll .... 5@ 10 Sulphur, Subl. ..5%@ 10 Tamarinds ....... 15@ 20 Tartar Emetic .. @ 90 Turpentine, Ven. 50@6 00 Vanilla Ex, pure 1 50@2 00 Witch Hazel ... 1 35@1 75 Zinc Sulphate .... 10 16 MICHIGAN TRADESMAN October 16, 1918 GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. and are intended to be correct at time of going to press. Prices, however. are liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. ADVANCED Canned Blackberries Citron Canned Peas Sal Soda Canned Shrimp Wicking Lemon Peel Canary Seed Hemp Seed Mustard Seed Some Soaps Orange Peel DECLINED AMMONIA Arctic Brand 12 oz. 16c, 2 doz. box 2 70 16 oz. 25¢, 1 doz. box 1 75 32 oz., 40c, 1 doz. box 2 83 AXLE GREASE Diamond, 1 ib., 4 dz., dz. 55 Mica, 1 lb., 4 dz., dz. 1 10 Mica, 3 lb., 2 dz dz. 2 75 Mica, 25 Ib. pail ...... 1 40 BAKED BEANS No. 1, per Gos. ........ 1 35 No. 2, per doz. ...... 2 25 No. 3, per doz. .......3 60 BATH BRICK English ..... 46° o oe, 17 Ae ee 18 CHOICE 5 oe. ee Le 19 AMO Y oo ee 20 Pasberry 3a 32 Maracaibo Wate ea eee 20 WBOCR 5 os oe 24 Mexican CAGES ee ce 20 POROY 2666606 eg 24 Guatemala AIR 6 eos 18 POMNOV! 354 kee cee: 19 Java Private Growth ..... 34 MOURNE 6... cea, 34 AMNOIR. 2655002 aes 34 San Salvador Good 3 55. 22 Mocha Muort Bean fo os 31 1One ean .2 5... 31 Bogota BIS oss sh. ols 21 BPONCY fe. bo... 23 Package Coffee New: York Basis Arbuckle .......,..; 21 50 McLaughlin’s XXXX McLaughlin’s XXXX package cotftee is sold to retailers only. Mail all or- ders direct to W. F. Mc- Laughlin & Co., Chicago. Extracts Holland, % gross bxs. 1 30 Felix, % gross ....... 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ...... 5 50 Carnation, Baby .... 5 00 Bene, Tal oo. is. 5 00 Hebe; Bapy ......05. 4 90 Rt, Beas ohio i ook 6 60 Pet, BAY oso. secs sc 4 50 Van Camp, Tall .... 5 50 Van Camp, Baby ... CONFECTIONERY Stick Candy Pails Horehound. .....-..65 25 Stantare oo... 25 Cases PUM sue aks occ « 26 Bie Sick: 2... sic, 26 Mixed Candy ails Mroken 2... costes ss 5 Cut toatl... 6.66 a. 26 French Cream ....... 29 KOropers. 24: 6.2... c. cs 20 Kindergarten ........ 29 MueBMer geo coe. oes 25 MOVOUY = oa 26 Premio Creams ...... 35 OVAR 55... oe koe 24 special. 425.5. eibc cae 24 Be oe cece cee 23 Specialties Pai Auto Kisses Carte) a Bonnie Butter Bites . Butter Cream Corn .. "33 Caramel Bon Bons .. 28 Caramel Croquettes .. 26 Cocoanut Waffles ..:. 28 Cofly TOR ooo ..56565 28 Fudge, Walnut ...... 28 Fudge, Choc. Peanut 27 Honeysuckle Candy .. 28 Iced Maroons ........ 28 Iced Orange Jellies .. 27 Italian Bon Bons .... 27 AA Licorice Drops bib. hex *: cose Lozenges, Pep. ..... 29 Lozenges, Pink ...... 29 MaAnChUs © o2 ooo oc sc. 27 Molasses Kisses, 10 ib. Te 4. ots S 28 Nut Butter Puffs .... 28 Star Patties, Asst. .. 31 Chocolates Pails Assorted Choc. ...... 32 Amazon Caramels .... 32 (CHBIMNDION: |... 65550... 31 Choc. Chips, Eureka 35 Klondike Chocolates 35 INANE 55s ces esas oss 5 Nibble Sticks, box .. Nut Waelers ...:..... Ocoro Choc. Caramels ros Peanut Clusters ...... 8 Quintette 3... ei. oo, 32 PROPAUI to esa ss oe 31 Star Chocolates ..... 32 Pop Corn Goods Cracker-Jack Prize .. 5 60 Checkers Prize ...... 5 60 Cough Drops xes Putnam Menthol 1 60 mimith “Bros, os esses 1 50 COOKING COMPOUNDS Crisco 36 1 Ib. cans ........ 10 25 ig 1% Ib. cans ...... 10 25 6 6 Ib. cans ........ - 10 25 49 Ib. cans ..... dese 10 20 Mazola 5% oz. bottles, 2 doz. 2 60 Pints, tin, 2 doz. .... 8 00 Quarts, tin, 1 doz. ... 7 50 % gal. tins, 1 doz. .. 14 25 Gal. tins, % doz. .... 13 80 5 Gal. tins, 1-6 doz. 19 60 NUTS—Whole Almonds, Tarragona 30 Almonds, California soft shell Drake BRAS: 5 ns se a ee 25 SAMOTE Races sive alee 6 23 Cal No. 1 S. S.-.... 36 Table Nuts, Fancy oxes 2 40 Sapolio, hand. . 2 40 Queen Anne, 30 cx ns 1 80 Queen Anne, 60 cans 3 60 Snow Maid, 30 cans 1 0 Snow Maid..80 eans 2 RO Washing Powders Snow Boy, 100 pkgs. . 6 «5 Snow Boy, 60 pkgs. .. 3 55 Snow Boy, 24 pkgs. .. 5 00 Snow Boy, 20 pkgs... 6 26 Soap Powders Johnson's Fine, 48 2 5 75 Johnson’s XXX 100 we & 26 Rub-No-More ........ 50 Nine O’Clock ........ 00 Lautz Naphtha, 60s .. se pareti Soap Powder, A DURE or ikea Oak Leaf if Soap Powder. 100 pk 5 Queen Rate Soap ‘Pow- der, 60 pkgs. ...... 3 Old Dutch Cleanser, 100 BD wevpeecececssc. 8 70 SODA Bi Carb, Kegs ...... 3% SPICES Whole Spices Allspice, Jamaica .. @12 Alispice, lg. Garden @11 Cloves, Zanzibar .. @66 Cassia, Canton .... @20 Cassia, 5c pkg. doz. @35 Ginger, African .... @15 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 22 Paprika, Hungarian Pure Ground In Bulk Allspice, Jamaica .. @16 Cloves, Zanzibar @68 Cassia, Canton .... @82 Ginger, African .... @25 Mace, Penang ..... @1 06 Notmees . 2... 5.. @45 Pepper, Riack ..... @35 Pepper, White ..... @52 Pepper, Cayenne .. @30 Paprika, Hungarian @45 STARCH Corn Kingsford, 40 Ibs. .. 9% Muzzy, 48 llb. pkgs. 9% Kingsford Silver Gloss, 40 lb. .. 9% Gloss Argo, 48 Bc pk ti 2 Silver Gloss, 16 Bibs. -. 9% Silver Gloss, 12 6lbs. .. 9% M 48 ilb. ouewaace eenes By 16 3lb. packages ...... hy 12 61b. packages ...... 9% 60 Ib. boxes 2.0.0... 6% SYRUPS Corn Barrels ..... Dceeu ces 72 Half barrels ........... 75 7 Karo, No. 1%, B GOR ee 2 Blue Karo, ‘No. 2,2 az. 3 Blue Karo, No. 2%, 2 GOR. ic sek cs cece: 4 10 Rlue Karo, No. +. ‘1 dz. 3 ae _— = 10, * : ee wae ees a 2 80 Red earn No. 2,2 dz. 3 55 Red Karo, No. 2% 2dz. 4 40 Red Karo, No. 5, 1 dz. 4 25 Red Karo, No. 10 % COR ee. sc. 4 00 Pure Cane Pate ...... ae ipveas une « OOd ose eeeeeeeseeeess TABLE SAUCES Halford, large ........ 3 75 Halford, small ...... 2 26 TEA Uncolored Japan Megtum =. .4.55.4... 34@38 CHOM6 oy ess 385@38 Panee oe, 45@55 Basket-Fired Med’m Basket-Fired Choice Basket-Fired Fancy Ne. fb ibbes 606562. @45 Sittings, bulk ......: @23 Siftings, 1 lb. pkgs. @25 Gunpowder Moyune, Medium 385@40 Moyune, Choice .... 40@45 Young Hyson CROIEG bei eee. 35@40 PANO oo oes. 50@60 Oolong Formosa, Medium .. 40@45 Formosa, Choice 45@19 Formosa, Fancy 55@75 English Breakfast Congou, Medium .. 40@45 Congou, Choice .... 45@50 Congou, Fancy .... 50@60 Congou, Ex. Fancy 60@80 Ceyion Pekoe, Medium 40@45 Dr. Pekoe, Choice .. 45@48 Flowery O. P. Fancy 55@60 PWwIiNE Cotton, 3 ply .......... 67 “otron, 4 ply .......... 67° hiemp, 6 ply nee pack . 35 WwW. ol, 100 Ae. bales Gece ae VINEGAR White Wine, 40 grain 20 White Wine, 80 grain 25% White Wine 100 grain 28 SPECIAL Price Current & Pickle Co.’s Brands Oakland Vinegar SALT Oakland apple cider .. 35 Diamond Crystal Blue Ribbon Corn .... 26 j Oakland white picklg 20 Packages no charge. WICKING Wo. ©, per g@rose ....;. 70 No. t, per goss ...... 80 No. 2, Der @YGSSs = 2:23 1 20 INO. 3, POF Bross 2... .. 1 80 WOODENWARE : Baskets % BUSRGIS oo cc ct ie ces 24 2 Ibs. sha ee Bushels, wide band .. 1 85 36 2 Ibs. table stony i 30 Market, drop handle .. 70 459 9 Ibs. table ...... B 75 Market, single handle 7 86 314 Ibs. table .... 5 60 Splint, large ......... G7) 693 10 Ib. flake ...... 49 Splint, medium ...... 5 25 980 th. bulk butter ... 8 38 Splint, small ........ 475 280 Ib. bulk cheese ... 3 38 Butter Plates 280 Ib. bulk shaker .. 3 88 Ovals - ~ cotton = butter 40 \% lb., 250 in crate .... 50 f . cotton sk butter 85 i 1b. 280 in crate .... 50 35 Ib. D. C. coarse .. 48 i Ib., 260 in trate ..... 65 _70 Ib. D. C. coarse ... 90 2 Ib:,- 960 in erate ...:. 75 D. C. stock briquettes 1 30 3 Ib., 250 in crate ..... 90D. C. block stock, 50 Ibs. 40 § Ib., 200 in crate .... 1.10 Wire mud Morton’s Sait 1 ¥b., 250 in erate ..... 50 2 1b.,, 260 tn crate. ..... 6&8 $ Ib., 250 in crate ..... 65 & 1b. 20 In Grate ...... 75 Churns Barrel, 5 gal., each .. 2 40 Barrel, 10 gal. each .. 2 55 Peer LLarel Clothes Pins Round Head SN , T 4% inch, 5 gross 35 AL vase ue Cartons, No. 24 24s bx 1 50 Egg Crates and Fillers a] \ Ns flumpty Dumpty, 12 dz. 24 ’ eb No. I complete: ....52.. 50 No. 2 complete ......-. 4u Case, mediurn, 12 sets 1 80 Faucets > 24 2 Ibs. .... 1 80 Cork lined, 3 in. ....... 19 Per case, . Cork ned, & tn. ...... 80 Five case lots ....... 1 70 Cork lined, 10 in. ...... 90 ARCTIC Mop Sticks 0 EVAPORATED MILK Troian GDTine ....... Eclipse patent ‘spring 1 60 Pee cs be ces ce biceeeed 6 00 No. 1 common ...... 60 Baby ............... - 4 25 No. 2, pat. brush hold 1 60 Manufactured by Grand ideal NO. 7 oc... 60 Ledge Milk Co. 120z. cotton mop heads 8 10 Sold by all jobbers and Paite National Grocer Co., Grand Rapids. 10 qt. Galvanized b 25 hapiae 12 qt. Galvanized .... 6 00 BAKING POWDER 14 qt. Galvanized 6 50 ne . BIOGG ee, 9 75 CALUMET Toothpicks Birch, 100 packages .. 2 00 TOGAY: os 85 Traps Mouse wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized 1 bo 12 yt. Galvanized .... 1 70 14 gt. Galvanized «ec £96 ‘ Mouse, wood, 6 holes .. 70 10c size, 4 oz ......... 95 Mouse, tin, 5 holes .... o 206 sine, 8 6%.) ......; 1 90 FOAG, WOOE 5 es. can ak 206 size 1 Ib. 62. 2 90 Rat ota Seesteecces + 765 wish tk Th 6 25 uba ee a 4 Wee 5.6... i., 42 00 $1.25 size, 5 Ib. ...... 18 00 NO. 2 Pitre. oo. 38 00 Mo. @ Mrore occas aus 33 00 ~ Large Galvanized ... 18 00 KITCHEN Medium Galvanized 15 50 Small Galvanized .. 13 50 Washboards KLENZER Banner Globe ....... 5 00 Trae, Sivisie .....3.. Gines, Singie ......4- Double Peerless Single Peerless Northern Queen Good Enough Universal 12 in. 14 in. 16 in. Wood Bowls Butter Butter Butter Butter WRAPPING PAPER Fibre, Manila, white .. 6 Fibre, Manila, colored NG. t Manila ...... 1% Butchers’ Manila .... un” Kraft ean Wax Butter, short e nt 20 Parchm’'t Butter, rolls 22 80 can cases, $4 per case AXLE GREASE soe eereee ee YEAST CAKE Magic, 3 dom. . 2.2.5... 1 16 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. .. 1 15 Yeast Foam, 1% dos. 85 a YEAST—COMPRESSED 1 Ib. boxes, per gross 11 40 Fleischman, per doz. ...24 3 lb. boxes, per gross 29 10 30 MICHIGAN TRADESMAN October 16, 1918 UPPER PENINSULA. Recent News of the Cloverland of Michigan. Sault Ste. Marie, Oct. 15—The Qual- ity store, owned by M. J. Andary, sus- tained a loss by fire last week to the extent of $2,000. The stock consisted of clothing and men’s wearing ap- parel. The damage was mostly by smoke and water. The stock was fully insured. This may lead to an- other fire sale in the near future. A preliminary survey of every county in Cloverland is now being made by the Department of the Inter- ior in order that Congress may enact suitable legislation providing for Gov- ernment assistance to returning sol- diers who may want to take up agri- cultural pursuits. Attorney A. E. Sharpe is the newly appointed treasurer to fill the unex- pired term of the late Byron C. Campbell, whose term would have ex- pired Dec. 31. The appointment was very satisfactory and no better selec- tion could have been made. The Marks-Schenk Co. has ar- ranged one of the most attractive show windows of the season. It is decorated in fall attire and devoted to showing the trade marks and sym- bols of nationally advertised goods handled by the establishment. The display is attracting much attention. G. M. Smith, well known merchant of Trout Lake was a Detroit visitor last week. W. H. Murner, popular merchant and lumberman of Raber, paid the Soo a visit last week. A. Nicholas was for a number of years the whole push at Algonquin, conducting two grocery stores, the A. Nicholas boarding house, employment agency and general man in charge over the Greeks working at the tan- nery. Later reverses came thick and fast, causing him to lose most of his prestige and wealth. He has disposed of his remaining interests and de- parted last week for Boston where he will make his home. “The best reward for any faithful work is the privilege of going on and proving our faithfulness with more difficult tasks.” “A new and better hotel for the Soo,” which has been the slogan for many years is to be a reality in the near future, and why it was not put up years ago has been a mystery. There is no place in Michigan, where a good hotel with ample accommoda- tions is needed more than in this beautiful country, surrounded by our lakes, greatest water locks in the world, Government parks, and the United States Army stationed at Fort Brady. It is decided that the Murray Hill, situated in the heart of the city, convenient to boats and trains, and having a frontage of 118 feet with a depth of 127 feet, three stories in height, built of sand stone, is to be remodeled into a first-class hotel. There will be a large rotunda, 60 x 70 feet, with 60 feet of observation win- dows overlooking the street. The of- ffice will be directly in the center of the rotunda with inviting stairways to the right and left, also elevator serv- ice. A large fireplace with palms here and there leading to a ladies’ reception room will be one of the features af- fording comfort amid enjoyable sur- roundings. Also quiet niches for writ- ing tables, settees, etc. A colonade feature will lead to the biliiard hall. An up-to-date cigar and news stand will be added, also five large com- mercial sample rooms. Baths and barber shop in a well lighted base- ment with inside and outside stair- ways. Two large inviting stairways or the electric elevator will place you on the second and third floors, where you will find spacious halls and invit- ing rooms which will accommodate about 250 guests. Telephone, hot and cold water in every room, and thirty rooms with bath. All cheerful outside rooms. A cafeteria plan with the lat- est thing in fixtures will be installed. Service will be day and night with special service as well for those who want it, all under expert management. The cafeteria or self serving plan will be stocked with the choicest of foods and will give zest to the new hotel. The intention is to remodel the in- terior in many ways to add comfort and beauty. Also by placing an at- tractive entrance in the center of the building, surmounted by marquese hung by chains, and many other features that will be pleasing. Mastic floors will be laid in rotunda, billiard hall and cafeteria. Modern plumbing throughout will also be installed. The decorations will be high class with furnishings to match. A free auto bus to meet all trains and boats. With high-class management, pleasing per- sonalities there is no reason why this can not be made a “Soo for you” hotel. Mr. Demar, the architect who has the matter in hand, will give the remodel- ing of the building his personal atten- tion. J. W. McTavish, the veteran hotel man now in charge, expects to retire as soon as the new change is made, The mighty duck hunters of the Soo are up in arms as usual, coming back with very few of the feathered species, so that the local meat dealers are not feeling the effects of the over- supply of water fowl. Mr. Shenks, of Marks-Schenk, is laid up with the flu this week. He is not the only one affected with the present epidemic although there have been few fatal cases here as yet. J. McKenzie, well-known grocery traveler, has been working overtime, trying to get members in order to or- ganize a U. C. T. here. William G. Tapert. ——>+2.____ A Millinery Forecast. If well-dressed women forecast the popularity of a fashion, says a bulle- tin of the Retail Millinery Associa- tion of America, then maline com- bined with fur will be quite the thing for dress wear in millinery this winter. These materials make a very soft combination, and some of the exclusive modistes are showing many hats made of them. Among the at- tractive models seen here is one that has a large brown maline brim and a crown of dyed squirrel. The only trimming is a brown ostrich tip placed at the back. A somewhat similar model has a black maline brim and a natural squirrel crown. Satin combined with fur will rival the maline-fur combination, the bul- letin also asserts, and it is possible that it will be given preference over all other materials because of its softness and high lustre. Black is ex- pected to be the dominating shade in satin hats. —_»+>—__ Fox Pelts In Demand. While the call for muskrat, skunk, and other of the so-called staple furs is active in the local market for raw furs, one of the interesting things at the moment is the demand for fox pelts. Practically all varieties of these skins are being purchased of the dealers by the manufacturing furriers. A good call for beaver is also re- ported in some quarters, but it is said to be a question whether this is due to an improvement in their sale in the manufactured state or the desire of those who sell them to the furriers to get them processed. Ow- ing to a shortage of labor the dress- ing process is slow ‘hese days. The more loose sugar you wrap, the more you lose The greater the number of packages of loose sugar you sell, the greater your loss—in time for wrapping—in spilled sugar—in overweight—in ex- pensive paper and twine. Dommo Package Sugars in sturdy cartons and cotton bags are packed, weighed and sealed by machine in the refinery ready for the customer. ee American Sugar Refining Company ‘* Sweeten it with Domino”’ Granulated, Tablet, Powdered, Confectioners, Brown ® The List of Substitutes Is a long one so that every housewife will be able to select the ones best suited to the tastes of herself and family. Corn Meal, Corn Flour, Barley Flour, Rye Flour, Buckwheat Flour, Oat Flour, Rice Flour, Potato Flour, Sweet Potato Flour, Peanut Flour, Bean Flour, Kaffir Flour, Milo Flour and Feterita Flour. and Meals may be purchased as substitutes. All of the above, except Rye Flour, must be used on the basis of at least 1 pound of substitute to every 4 pounds of pure wheat flour Rye Flour must be used on the basis of at least 2 pounds to every 3 pounds of pure wheat flour. Lily White “The Flour the Best Cooks Use’’ Is a 100% pure wheat flour, so it is necessary to buy substitutes with, it on the above basis. However, Lily White is so well milled and of such splendid quality you will not experience difficulties in using substitutes with it on the basis given by the Food Administration. In fact, you will be delighted with the splendid baking results you will be able to obtain from the use of LILY WHITE FLOUR and the Substitutes. Your dealer is instructed to sell you LILY WHITE FLOUR on the Guarantee of perfect baking satisfaction or the return of your money. Our Domestic Science Department furnishes recipes and canning charts upon request and will aid you to solve any other kitchen preblems you may haye from time to time. Public demonstrations also arranged. Address your letters to our Domestic Science Department. VALLEY CITY MILLING CO. 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. nisin a woe. ee PSA aN SNe RISING sacra srs san ae a ra ASEAN NRG NO MC oanesmmnsacliie - October 16, 1918 Stovemaking Greatly Restricted. In order to conserve the steel and iron needed for Government purposes the manufacturers of stoves may now, until January, 1919, manufacture only 50 per cent. of such production as they made for the similar period of 1918. This provision will also prob- ably continue after the first of the year. Moreover, commencing Jan. 1, 1919, the stove manufacturers are required to make only 25 per cent. of the assortment of stoves, that is in sizes and kinds such as they formerly made. Exceptions may be made as to the reduction in tonnage product between now and Jan. 1, 1919, in favor of wood burning stoves and down draft heaters, in which corn cobs and the like may be used, as that is really. a conservation of coal as fuel. Gasoline stoves, except the very cheapest, have declined in sales since the great perfection in the making of oil stoves makes them one of the most convenient and cconomical of all cook stoves. The abundance of oil as a fuel makes oil stoves great favorites even where coal is plentiful. Gas stoves are in general use in those sections where natural gas can be had in sufficient quantity and at reasonable prices. In some cases it serves as fuel in localities from 250 to 300 miles from the gas fields be- cause of the ease with which it is carried by pipe lines. Electric stoves grow slowly in general use, partly because of their expense and partly because it needs much intelligence to use them so as to get the best results in cooking. Their advantages in cleanli- ness are manifest, and their use will grow with the knowledge how best to handle them. The great number of steam laun- dries in the country have failed to put the old-fashioned laundry stove for home use out of business, as the demand for them continues unabated. There are still a good many old- fashioned “cannon” stoves made, the kind that always figure in the comic paper cartoons of the country store. Despite the constantly growing use of stoves, there is still a large de- mand, mostly in the South, for cast iron hollow ware such as furnishes the cooking utensils for the large open fireplace—such things, for in- stance, as_ skillets, fry pans, stew pots and the like. ——--+>—____ No More Platinum Jewelry. The use of platinum in jewelry is doomed: by Government edict. The use of platinum, iridium and palladium is restricted to war purposes and ab- solutely essential uses, such as in dentistry and the sciences. The use of platinum will not be permitted even in the arts, as it is the purpose of the Government to conserve to the limit this greatly needed metal for war purposes. Manufacturers and dealers in these metals will be licensed, and without this license no person, except an auth- orized agent of the Government, will be permitted to buy, sell or deal in the metals named or possess. one ounce, Troy weight, of any. of ‘the MICHIGAN TRADESMAN three metals or their compounds for more than ninety days after Oct. 1, 1918, Platinum jewelry not worn by the owner or platinum {jewelry in the stores and not sold are not brought under the license provision and such jewelry is not affected by the Govern- ment’s action. The War Industries Board leaves open to jewelers the opportunity to sell their present stocks of made-up platinum jewelry. But since Oct. 1 there can be no sales of unmanu- factured platinum, iridium and _palla- dium or their compounds, and as a consequence no manufacture of plat- inum jewelry. Desiring to build up as large a supply as possible, Chair- man Baruch has announced that any person who desires may donate platinum to the collection agency of the Red Cross or sell it to the Gov- ernment at the fixed price of $105 an ounce, and either course will be rec- ognized as patriotic. Supplies from this source will be of distinct help to the Government. ——_>-2>___ Retail Shoe Prices Fixed. Retail prices of shoes have finally been fixed by the War Industries Board. These prices range from a $3 minimum to a $12 maximum and are classified under three distinct classi- fications as follows: Class A includes shoes to retail from $9 to $12, Class B to include shoes to retail from #6 to $8.50, and Class C to include shoes to retail from $3 to $5.50. Pro- portionate prices for boys’, girls’ and children’s shoes have been fixed in each of the three classes. The new regulations eliminate en- tirely the shoes heretofore retailed from $12.50 to $25 and all the fancy novelty goods of footwear. These recommendations of the War Industries Board became effec- tive Oct. 15, and affect the shoe out- put for the spring and summer sea- sons of 1919. The sale of shoes cut and contracted for and already under way or in the hands of retailers be- fore the restrictions become opera- tive are not under the ban. The color restrictions, as given out at recent conferences between the War Industries Board and the shoe interests, still obtain and are black, white and one shade of dark brown. Manufacturers and retailers are en- joined by the War Industries» Board to respect the letter as well as the spirit of the regulations and those who run amuck will be refused fuel and practically put out of business. ~~ Wool Dresses Are Wanted. Among the few features of the local dress trade at the moment are said to be the re-orders that are being placed for wool garments of various kinds. While satin and other silk dresses are not ‘being neglected, rumor has it that women are show- ing a preference just now for gar- ments of serge, wool jersey, and similar goods. Wool jersey dresses, in particular, are said to be well re- garded by the “ultimate consumers.” Black, navy, and other staple shades ‘are the most favored. 31 BUSINESS WANTS DEPARTMENT Advertisements Inserted under this head for three cents a word the first insertion and two cents a word for If set in capital letters, double price. must accompany ali orders. each subsequent continuous Insertion. No charge less than 25 cents. Cash BUSINESS CHANCES. FOR SALE—New Elliott Fisher billing machine (now in _ transit), standard equipment, five registers, platen and desk. Owing to unforeseen changes we wil sell the above at discount of $100.00 for a quick sale. Address SHRIVER- JOHNSON CO., Sioux Falls, South Da- kota. 953 For Sale Cheap—A well stocked eorner drug store, on account of death. Rent reasonable. Theresa Crolly, Pleasantville, New York. 954 Wanted to buy stocks of merchandise; highest prices paid; no location consid- ered. H. Bloom, Hibbing, Minn. 955 For Sale—Complete battery shop equip- ment, office furniture and vulcanizing outfit, also a Singer Lockstitch tire sewing machine. Cuthbert Battery Shop, 215 North Rose St., Kalamazoo, —_— Bazaar Stock For Sale—Live town. Good business, established fifteen years. Selling reason, illness. Store rent rea- sonable. Good proposition for husband and wife or mother and daughter. C. E. West & Co., Linden, Michigan. 957 Confectionery, Ice Cream and _ Soda, Stationery, étc.—Live business; well es- tablished; next door to large motion pic- ture theater; good reason for selling. For particulars address D. G. McHenry, 6748 Sheridan-rd., Rogers Park, Chicago, Illinois. 958 Gur duplicate deposit slips are the best obtainable. Order 1919 supply now. Save money. Send sample slip for quotation. The Ed. M. Smith Co., Winterset, og oO For Sale—Drug store, less than half actual worth. Best corner in city. Pres- ent owner not druggist. Sell for $1,600 or trade for anything of equal value. Geo. H. Maier, Grand Ledge, Mich. 960 Wanted—aA position as traffic manager. Have fourteen years railway experience. For full information, address No. 961, care Michigan Tradesman. 961 For Sale—Drug store in Battle Creek, Michigan, ‘‘The Military City.’’ Situated in fine location and doing good business. Must sell on account of poor health. Ad- dress No. 962, care Michigan Tradesman. Cash buyer of clothing, shoes, dry goods, furnishing goods, will pay highest price for good merchandise. Sam Marks, 24 W. Hancock, Detroit, Mich. 963 For Sale—Gas, oil and tire business, including old established custom harness shop. Doing $15,000 per year. Good busi- ness year round. Best town in Michigan. A money maker and will bear strict in- vestigation. Good reasons for selling. Ad- dress No. 942, care Michigan Tradesman. For Sale—Store in a thriving little town in Western Massachusetts. Hardware, paint, oil, glass, sporting goods and auto supplies; between $4,000 and $5,000 stock. Ill health, reason for selling. B. H. Rix, Chester, Massachusetts. 943 Accounts, notes, claims collected any- where in world. No charges unless we collect. May’s Collection Agency, Somer- set, Kentucky. 944 For Sale—Hickory turned TOOL HAN- DLES of all kinds in quantities to jobbers and manufacturers. V. P. Philippi & Co., 32 Southern Express Bldg., Memphis, Tennessee. 945 Store For Sale—At 119 Michigan St. Price $3,500. Es . VanHeulen, 593 Jefferson Ave., Grand Rapids, Mich. 947 Wanted—Grocery business in a live town. Give full particulars in first letter. Address P. O. Box 173, Farmington, Michigan. 951 For Sale—Established drug! business. Cash trade. Located in splendid resi- dence district. Long lease. Address No. 952, care Michigan Tradesman. 952 Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 106 BE. Hancock, Detroit. 936 Exchange—Good 80-acre farm, price $6,000, for stock merchandise. DeCoudres, Bloomingdale, Michigan. 939 For Rent—The only real fireproof store building in Manton, Michigan. Built of solid cement. Large plate glass front. Fine sky-light for center of store. Hard- wood floors. Yellow pine wainscot, etc. Insurance less than 2 per cent. on this building. Others pay from 6 to 8 per cent. Possession given October 1, 1918. Grab it off quick. In the middle of the best block in the town. Enquire of Victor F. Huntley, M. D., 1318% South Wash- ington Avenue, Lansing, Mich. 930 Wanted—A good shoe salesman. State age, experience and salary expected and give references. We do almost one-third the shoe business in this city of 30,000 people.