i esos 7 Oo I SFR RIE NAB SP) eRe SHG HOTENE dH WC EOCENE NO OP ete Ss POM Va WES se 4 Qe y yar BY JS a” Gey | STS aS NNO ‘ ae) 4 Shes 3 Re Fe SO OF PRS NO NN, eal an Be) ae, A, St BP, BS. B | IVETE PLC EOrA ORLA TS I70 BOC EE TOE ON TEL SW ROSIE SG (4 a SA ? ag eS LO} a ba (( NY & 3 Ch (Hay) Y oy ANS) aEe) AY) RS CR See 2 tN SONS SR ee i NS GENEVA WZ eNO ANN ee DO }? PUBLISHED WEEKLY (GREE SS TRADESMAN COMPANY, PUBLISHERSR2 sO) YAS mS LEST. 1883 4% SAS OE SSG ANSON SOR IEE ms Thirty-Sixth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 26, 1919. Number 1849 Petoskey Portland Cement Co. AUTHORIZED CAPITAL STOCK $1,500,000 ALL FULL-PAID AND NON-ASSESSABLE COMMON STOCK é Now is the Time to Invest in Cement Stocks The Cement industry is paying big dividends and is sure to continue doing so for a good many years, because it-is only in its infancy. new uses for cement have been found and Roadbuilding alone will consume millions of barrels each year from now on. In a few years the present cement plants will be entirely unable to supply the demand according to the most reliable cement authorities, Cement Stocks are in high favor with investors because every cement plant in the country js making large profits. present going plants is on the market to-day, The Petoskey Portland Cement Company owns 377 acres of high-grade calcium rock. This fronts directly upon Little Traverse Bay and thus affords direct water communication to all cities of the Great Lakes. It i estimated by reliable authorities that there are over 50,000,000 tons of this rock above lake level, and over 100,000,000 tons below lake level. . In addition to the limestone acreage the Company owns 23 acres of the finest shale in Michigan. This is enough raw material to maintain a large cement plant 100 years and still sell millions of tons of rock. Many This is why no cement stock in Its Present Business is the sale of crushed limestone to foundries, paper mills, sugar refineries, road commissions and the Newaygo Portland Cement Co. The Company is increasing the crushed stone business many fold and has been offered orders for over 1,000,000 tons per year, most of is on long time contracts and at greatly increased prices compared with previous years. Upon the completion of the dock which will be started this spring, the crushed stone business will alone be able to make a 20% profit on the entire capitalization of the Company. which Dividends This company is not a venture but a strong going concern, having long ago is being built, the crushed stone business will alone guarantee good dividends. than 8% from the sale of crushed limestone—the future dividends of this part of the business will be even lar is being increased many fold. A Cement Plant is to be added just as soon as possible. This will still further increase the dividends of the stockholders. Other cement plants which buy their raw material and ship it great distances are making large profits. Why, then, should not the PETOSKEY PORTLAND CEMENT COMPANY make even larger profits from the manufacture of cement inasmuch as they own an inexhaustible supply of raw material and their cement plant will be located on their property. contributory to all of the great consuming centers on the Great Lakes, : Management That the management of any company is highly important is recognized by all ‘careful investors, In this important respect this company is particularly strong. . The men who are directing the affairs of this company are A. B. Kilise, Homer Sly, Vice-President. : These men have won their spurs by performances in business and have been successful. They stand the acid test for ability, hones : na ‘ : ty and experience—the three essentials that should be insisted upon by every investor in the make-up of the men who are responsibie for the use of the capital entrusted to them. This stock is now selling at $12 per share but will continue to do so for a limited time only. We recommend this stock to the public. as a bona fide investment. This business has been paying ‘dividends for some time and its future prospects are exceedingly bright. A careful investigation on your part, we are certain, will lead to your purchasing an interest in this company. F. A. SAWALL COMPANY, Inc. 405-6-7 Murray Bldg. Grand Rapids, Michigan Pres. and Gen’l Mgr., John L; A. Galster, Sec. and Treas. and Every grocery store has its own movie Ceresota —GOLD DUST. It stays just long FR] O Uu r enough to tinkle the cash register. Always Uniformly Good Made from Spring Wheat at \ a ell ar cee ah ee ee Bh, Detain. see. > Minneapolis, Minn. ) Sy coe ‘My . , 2 Judson Grocer Company 4p § ps The Pure Foods House i Distributors | i GRAND RAPIDS, MICHIGAN WE ARE ACCEPTING CONTRACTS NOW FOR 1919 DELIVERIES OF Fleischmann’s Yeast | J. Hungerford Smith Co.’s As a Medicine e e ‘ Soda F ountain F ruits and Syrups Compressed Yeast is being prescribed and used with splendid results in cases of boils, carbuncles, pimples and If you have not signed up, drop us a card. Protect lf f t ’s busi bef. it is t late. : : : igi ae as ae pri sr aga Ce It is also a gentle but efficient laxative. “The Healing Power of Compressed Yeast’’ is the title of a little We also carry a full line of Soda Fountain Accessories. booklet that will tell you all about it—sent free on request. Putnam Factory Grand Rapids, Michigan The Fleischmann Company Manufacturers of NEW YORK CINCINNATI Putnam’s ‘‘Double A’’ Chocolates ‘DEAL 1814 MORE PROFIT | | SNOW BOY WASHING POWDER 24s—Family Size i through the jobber—to Retail Grocers 25 boxes @ $4.85_5 boxes FREE, Net $4.04 10 boxes @ 4.902 boxes FREE, Net 4.08 5 boxes @ 4.95—1 box REE, Net 4.12 244boxes @ 5.00_%box FREE, Net 4.17 F. O. B. Buffalo; Freight prepaid to your R. R. Station in lots of not less than 5 boxes. All orders at above prices must be for immediate delivery. This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice. Yours very truly, Lautz Bros. & Co., Buffalo, N. Y. { \ | similar skin afflictions wf e | a ; Thirty-Sixth Year MICHIGAN TRADESMAN (Unlike any other paper.) Each Issue Complete In itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids. E. A. STOWE, 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 years or more old, $1. Entered at the Postoffice of Grand Rapids under Act of March 38, 1879. CANNED GOODS SITUATION. The only slowing up in the activity in canned fruit is due to the scarcity of offerings. While there has been a very large business transacted, it appears now that most of the offer- ings have been cleaned up. One feature of the situation, however, is that the supply for domestic use has been reduced to a minimum and do- mestic consumers will soon: find it difficult to obtain canned fruit of any description. The reason for this lies in the fact that there has been the greatest difficulty in inducing domes- tic consumers to pay the high prices asked and goods have been allowed to lie on the shelves unsold. quently when the Sprane tp. and Conse- export demand jobbers showed a willingness to buy back these sup- plies, sometimes at a profit to the retailers, there was no difficulty in securing them. It must be borne in however, that the fruit pack was not an exceptionally large one and that it will not take very lone to exhaust the surplus obtained by even such mind, methods as are now in vogue. The salmon demand is more or less intermittent, depending, as has heen previously pointed out, on the amount of steamer space available at the mo- ment. Prices remain firm. Tomatoes are the weak item on the list, and the absence of any serious export interest, as well as almost utter neglect by the domestic trade, is causing some cheap - offerings from time to time. An echo of old times is the letter of the former Kaiser, written in 1890 and now published in Vienna, explaining to Francis Joseph the of Bis- marck. The facts, as stated, do not differ from the generally received ac- count. They square fairly well with the statements made by Bismarck him- self in his “Reminiscences.” But the vivid color put in by Wilhelm II is all his own. No doubt, the old Chancellor was in poor health, was testy, irritable, domineering, and determined to let the dismissal GRAND RAPIDS, WEDNESDAY, FEBRUARY 26, 1919 young Emperor know that he was mas- ter; but he could hardly have been the impossible hypochondriac and marplot that this letter would make him out. The juster view of Prince Hohenlohe in his memoirs—the publication of which so enraged the Kaiser—will not be displayed by the new evidence. Hohenlohe held, in brief, that Bismarck made himself very difficult to get on with, but that the Kaiser, none the less, had made a blunder in “dropping the pilot.” Carl Schurz reported Bismarck’s telling how he used to bring the old Emperor to heel. He would threaten to resign, whereupon Wilhelm I would weep and let the Chancellor have his way. The method was tried on the youthful Emperor, to whom Bismarck repeatedly “flung” his resignation. The weeping duly followed—the Kaiser wrote of his being in “a convulsion of tears”—but it was not until after Bis. marck had been dismissed. coal Mr. Hoover’s letter to the President about the packing industry, written dur- ing the war but just published, shows once more his remarkable combination of cool judgment and inventive mind. He made a clear distinction between the policy necessary to provide the food supply during the war, and that neces- sary for apermanent economic ar rangement. To have seized the packing houses or attempted any radical re- forms during the war would have been to disrupt the agencies on which we had to depend for sustenance: abuses could be handled by regulation and taxation. But permanent re-organiza- tion wou'd demand something much more fundamental than a few Govern- ment fats. been economically businesses have efficient in their period of competitive upgrowth, but, as time goes on, this efficiency can not fail to diminish and, like all begin to “These monopolies, defend itself by repression rather than by efficiency.” The central- ization, Mr. Hoover points out, took place partly because of superior ability to utilize by-products and partly be- cause of access by the large firms to cheaper animals from the cheaper lands of the West. Both conditions have since been altered, and local abattoirs near the large cities might now suc- ceed if established with municipal help and protected from unfair competition. This suggestion, with that relating to control of the subsidiary by-product businesses, merits careful study. scares If the 180,000 labor unionists around New York make good their threat to ‘Strike against prohibition om July 1, in case the Federal dry law then goes into effect, it ‘will be a beer or no work rebellion sacred to the memory of booze bolshevism. soe When a woman is unable to con- vince a man she calls him a crank. WILD ORGY OF BUYING. As more detailed figures are made public of the tremendous purchases by the Government for war purposes, the full extent of the wild orgy of buying becomes more apparent. And there is no cause for wonder at the enormous stocks of all kinds which remain in the possession of the au- thorities. While the war was on, much stress was laid on the fact that civilian experts had generously ten- dered their services to help get the needed supplies. If they were re- sponsible for what happened, their a'm, seems to have been to find out the utmost that every mill and factory in the land could produce and then buy it for the Government, regardless of the quantity needed or which could be utilized. It appears, also, that de- liveries were expedited so that com- paratively little of the orders ,could be cancelled after the armistice was signed. This is shown in a statement made by the statistics branch of the War Department issued on Wednes- day. Only a few of the data are need- ed to make clear what happened. Of woolen stockings, light and heavy, about 133,500,000 pairs were ordered since April 1, 1917, and the cancella- tions were little over 1%4 per cent. Underwear was ordered galore, the amount being over 86,000,000 under- shirts and more than 81,000,000 draw- ers, and the cancellations a little over one-half of 1 per cent. Nine million four hundred and seventy thousand Overcoats were ordered, and more than 8,000,000 delivered, while of mel- ton cloth the orders totaled over 94,- 000,000 yards, hardly any of which were cancelled. Of duck the total or- dered was 202,702,000 yards, and of shoes 29,645,000 pairs. These are fig- ures taken simply at random. They help to show why trade was needless- ly handicapped and why a pretext was given for exacting high prices. PIECE GOODS ARE ACTIVE. Reports coming from secondary dis- tributors of dry goods here indicate considerable improvement in the movement of cotton dress fabrics in ‘the last week.’ Especially nice things are said of white goods, in which the movement of both staple and novelty cloths has been good in spite of the uncertainty that has prevailed in re. gard to prices. Departments handling linens, on the other hand, are none to busy. Most retail buyers regard prices on all-linen goods—where they can be had—as “sky high,” and are also said to look askance at such “unions” as may be offered. Wholesalers insist, however, that lower prices are abso- lutely out of the question, and in some quarters it is asserted that linen goods generally will see a further rise be- Number 1849 fore any sign of a decline appears. Not only that, but predictions regard- ing supplies for some time to come are none too cheerful. ee energetically about the utilization of water power, but it will surprise many \mericans to learn that a census of hydro-electric developments in the Dominion shows a total of 2,305,310 turbine horsepower developed. Un- less methods of computation have differed radically from those usually employed, Canada has developed nearly half as much water power as the United States. The estimate for our country was placed in a recent scientific bulletin for the Government at roughly one-tenth the amount which oculd be utilized without spec- 5,000,000 census ial storage provision, or horse-power. The Canadian shows about 1,750,000 horsepower de- central and most of the rest in pulp and pa- Ontario and Que: more than two: Only Norway useg veloped in electric stations, per manutfactories. furnishing thirds the total. more water power per capita. bec are The prompt and emphatic manner in which Armour and Company responded to the Tradesman regarding their reported in- telegraphic enquiry of the vasion of the retail grocery field is cer- tainly re-assuring. Disquieting rumors have come so thick and fast during the past few weeks that the retail trade as a class had about come to the con- c'usion that there must be some fire where there was so much smoke and had settled down to face the situation with the same composure it faced th: department store, the chain store and other invasions of its legitimate field The prompt denial and vehement pro- test of Watson Armour will be receive with the confidence its frankness de serves and do much to re-assure the trade that it is not to be invaded from the house of its friends. eee The programme prepared for the an- nual convention of the Michigan Retail Dry Goods Association, published else- where in this week’s paper, indicates the high plane on which that organization has been founded and will be conducted Every topic selected for discussion and action is vital to the dry goods mer- chant, whether his business be large or small. The Tradesman trusts the at- tendance at the Battle Creek conven- tion may be so large and _ representa- tive that the leaders of the movement for co-operative effort may never have occasion to regret their action in bring- ing the retail dry goods trade together for a common aim and purpose. oinaenaemmeeeeceemesn se If all lawyers took only cases they believed to be just, there would be a large falling off in legal business. re Sea MICHIGAN TRADESMAN February 26, 1919 RETIRES WITH HONOR. After Twenty-six Years of Faithful Service. Charles W. Mulholland has been notified by his long-time employer, the Fleischmann Company, that be- cause of his long period of faithful service he will be retired on a life pension April 1. His successor will be Isaac Douma, who represented the Fle'schmann interests in Holland elev- en years and has been acting as assist- ant to Mr. Mulholland for the past four years, with the exception of fif- teen months spent in the service of his country as a soldier, Charles W. Mulholland was born in Cleveland, Ohio, March 28, 1852. His father was of Scotch-Irish descent and practiced medicine for sixty con- secutive years. His mother was a Charles W. Mulholland. full blooded Yankee, having been born in Massachusetts. She lived to the ripe old age of 90, while her husband lived to pass 85 mile posts. When he was 2 years old the family moved to Peoria; two years later they moved to Muscatine, Iowa; two years later they took up their residence in Mil- waiukee and two years later they lo- cated at Detroit. He was 10 years old when the family located in Tusco- la, Tuscola county, where they re- mained about twelve years. At the age of 22 Mr. Mulholland engaged in the grocery business at Pine Grove, Pa. Two years later he sold the stock and engaged in the same line of business in Toledo. Three years later he sold the stock in Toledo and took the agency of the Fleischmann Company in the Saginaw valley. He was located in Saginaw, but covered all of the cities and towns contiguous thereto, including Bay City. After conducting this agency eleven years he resigned and re-engaged in the grocery business at Toledo. Two years later he sold the stock and came to Grand Rap‘ds where he took the management of the Fleischmann agency on the death of John Smyth. He has continued in this position twenty-six years, having made and retained in the meantime the friend- ship of every retail grocer and baker in the Valley City. Mr. Mulholland was married Sept. 3, 1872, to Miss Lila Owen, of Tus- cola. They have had one daughter who is now a widow and the daughter and grandson, 8 years of age, reside under the parental roof at 1256 Logan street. Mr. Mulholland is a member of the National Union and the Knights of Pythias, but he is not very active in either organization. His only hobby is his automobile. He attributes his success to keeping continually at work. As a token to his faithfulness to the Fleischmann interests it may be stated that he has taken only two vacations in twenty-six years, amount- ing to four weeks altogether. As a matter of fact, he is entitled to an annual vacation and could have it for the asking, but has refrained from doing so rather than to give his com- petitors any opportunity to make any inroads on the trade of his territory as the result of his absence from his post of duty. Like all the employes of the Fleischmann Company, Mr. Mulholland is exceptionally loyal to his house and would make any sacri- fice, within reason, rather than be compelled to chronicle the loss of a single customer. Mr. Mutholland has no plans for the future other than to take a long rest and to continue to make his home in the city of his adoption, in which is centered all his hopes and ambi- tions. Few men have been able to go through the ordeal of a long business career and retain as permanent friends so large a proportion of the men with whom they come in daily contact. ——_.-_ 2.2 The Lamp-Post. Written for the Tradesman. Up-raised above the sordid street Where oft I pass you in the night I wonder as you guide my feet What are the thoughts of the lamp- post light. Is it because a world grows dark And wicked men seek others harm That you send forth a glowing spark To lend the darkness thus a charm? Perhaps some stranger—gone astray— Seeks shelter from the driving snow And could not find a place to stay Unless you showed him where to g0. Or some far more familiar one Who oft has passed your way before Unconsciously—his day’s work done— Turns at his gate and waiting door. What is there too in your very mien That children coming late from play Soon as your radiance is seen Do know it’s you—and too their way? Thus ever from your iron post You look upon a varied world From where I think you see almost The lives of men—like flags unfurled. And as you come to know them too And greater grows your ambient host How many stop and say to you— “You’re The Light Of My Life—you old lamp-post.” Charles A. Heath. Now Soup Time. The woman with a big family usu- ally makes her own. Good idea to make a display of beans, peas, rice, lentils, macaroni, etc. Let the big card read, “Things for Making Whole- some Soup for Winter Weather.” If your store carries fresh meats, a cou- ple of soup bones nicely cracked and laid out on a platter will make your show doubly effective, Persons who do _ questionable things do not want to be asked about them. ——__—_+s-__ Most persons flatter themselves that they could be a lot worse than they are. TT TN TIN ARMOUR SAYS RUMOR FALSE. Denies He Proposes to Invade Retail Field. 3attle Creek, Feb. 22—There are reports now current here that are of very great interest to the retailer, if they are true, but they are not at all easy to verify, and I naturally turn to you to see if you are able to give me any help. { am informed that a leading mem- ber of one of Toledo’s large whole- sale firm stated before a large gather- ing of their employes that J. O. Ar- mour had bought out the Atlantic and Pacific Tea Stores and was going to run them. One report says that he has not taken possession as yet, but does in the not distant future. The party who gave me the last informa- tion said that he understood that Mr. Armour had been a heavy stockholder in them for some time. We, of course, know that he has gone into the manufacture of rolled oats, macaroni and breakfast foods on an extensive scale, and that is of it- self exceedingly unfortunate, as_ it shows a tendency to want to gobble up the whole earth and make all the rest of us eat out of his hand—and pay him well for the privilege of doing so. I have persistently refused to handle his new factory products for this reason, even though his fine new plant is within two blocks of my place of business. -Now if he is going into the retail business—and that of the very worst form of cut-rate, chain- store cut-throat-competition kind—it is time that we were awake to the fact, so as to meet it accordingly; not merely as retailers, but as retailers and consumers together, for in the end it means the same to all of us. fe manipulates prices: for his own benefit and the public pays the bill. Can you tell me as to the truth, or probability of truth, of the report that he has bought these stores: or the report that he has for some time been a heavy stockholder in them? Can you inform me as to the number of these stores in this country? I thank you in advance for any in- formation you may be able to give. Elon P. Boynton. Grand Rapids, Feb. 24—Yours of Feb. 22 to hand and contents noted. I have wired Armour and Company for a definite statement on the sub- ject. Will acquaint you with their reply, If you could give me the name of the Toledo jobber who made the state- ment you refer to, I might be able to trace the truth or falsity of the report from that end. I am glad to hear from you in this matter, because I want to be helpful i1 every way possible. E. A. Stowe. Telegram to Armour and Company. Grand Rapids, Feb. 24—Report from Toledo says Toledo wholesaler asserts that Ogden Armour or Armour and Company has purchased large interest in Atlantic and Pacific stores and will manage them hereafter. Is there any truth in any or all of these state- ments? Please answer this enquiry by wire at our expense. Michigan Tradesman. Reply to Above Telegram. Chicago, Feb. 24—The report that J. Ogden Armour or Armour and Company or anyone acting for Ar- mour and Company has an interest in chain stores or the general retail business is a deliberate falsehood. The report which has reached you is similar to rumors which have been spread over the country and it is as unfair and damaging as it is insidious. We have stated before and now state again that we have no intention what- ever of going into the retail business. Any statement to the contrary is un- true and obviously the work of some unscrupulous competitor. We are concerned over the fre- quency with which this falsehood is repeated and we will appreciate in- formation from you or from anyone which will enable us to identify the man or firm responsible for its circu- lation. Please give us the name of your informant so that we may trace this rumor to its source. Patience has ceased. to be a virtue and we have determined to put a stop to vicious and malicious rumor-mongering. A. Watson Armour. Reply to Above Telegram. Grand Rapids, Feb, 24—I am pleas- ed to receive your telegram and letter, both of which reached me by the same mail delivery. The enclosed proof, which will be run in the Tradesman of Wednesday, is all I can give you at present regarding the source of this latest rumor. As soon as I hear from my Battle Creek correspondent, I will gladly communicate with you further. In behalf of the retail trade, whose interests I have undertaken to serve during the thirty-six years I have published the Michigan Tradesman. 1 wish to thank you for the very em- phatic manner in which you stamp the falsehood of the rumor which 1 brought to your attention. E. A. Stowe. Rid of Old Toy Stocks. Toy buyers in the city say that the past year has been the most prosper- ous in their history and with Ameri- can goods forming 90 per cent. of the new stock handled. This latter fact is, however, only a pleasing incidental. The general benefit has come because, on account of market conditions, deal- ers have cleaned up all their old stock and disposed of things that in normal times would have lain on their shelves for several years to come. a Make a “game” out of your work. By force of will you can make it yield more pleasure than most things of life. Sanitary Slicing Machine Less parts than any other machine on the market. Easily cleaned. Will slice faster than any other ma- chine. Write for circu- lars and prices to Boot & Co. Michigan Agents GRAND RAPIDS eee ER —w Sen anneal February 26, 1919 LESSONS OF THE WAR. Some Hoodoos Which Might Well Be Annihilated, While there is no denying the old saying that “there’s none so blind as those who won’t see,” there is con- siderable evidence at hand that any grocer with his eyes open ‘might have discovered out of his war experiences that in some of his preconceived grievances at the hands of competi- tive conditions he was more scared than hurt; that much of his supposed hardship was psychological rather than actual. For instance, there has always been a cry that price governs everything, and that anyone with goods selling at low prices could put out of busi- ness all those who had to sell in com- petition with him at a higher price. Logically it is true, but the experi- ences of the war—now that some have had a chance to think it over—show that it isn’t so by a long shot; at least not invariably. In fact, there are other elements in competition which have proved more effective during the war than price itself. Out in California a grocery trade editor, who has been serving as deputy State Food Administrator, makes the observation that “up to the tme the Food Adminstration rules became effective it was supposed that wholesalers and retailers were forced by competition to follow the market, no matter what the loss or profit might be. But within the last year we have seen the spectacle of retail- ers in the same city and district sell- ing the same grade of tomatoes at a price ranging all the way from 10 cents a can up to 20 cents a can, and while the man with the 10-cent tcma- toes has had the “edge,” he has not done all of the business by any means. “Throughout the last year all ef- forts at uniformity in prices were given up, and yet on the whole a satis- factory business was done by the rank and file of the trade. “Tf the same policy can be followed on the downward swing of prices, all will be well. And it is the bounden duty of every grocer not alone to himself but to his fellow dealers to follow this policy, and not make cap- ital of the fact that he may from time to time own certain items lower than does the man across the street or around the block. The chances are a little better than even that his com- petitor has other items on which he has the advantage, and promiscuous price cutting by either dealer merely reacts upon himself.” There are quantities of grocers who can testify to the truth of the above —if they will. With everything on the “cost plus’ basis, the goods on the grocers’ shelves stood him in at all kinds of prices and hardly any two stores could truthfully sell at the same price and margin of profit at one and the same time. And yet, did the cus- tomer go “shopping around” among ten or a dozen stores to get a can of this or a package of that at a slightly lower price? She did not. The same thing is shown by those who will admit the truth—of course, not invariably—in the case of the no- MICHIGAN TRADESMAN torious price cutter. As a rule, price is his one and only lever with which to pry trade into his shop, and it very commonly happens that a_ higher- grade grocer, with a reputation for superior goods or service or uniform fairness, gets all the business he ought to expect to—even if not all he would like—right alongside him. As the California man says, it is the average of price level that finally tells the story; not the specific article. Anyone who will take the pains to study the thing out, from the over- head of each dealer, his margin of profit, his manifest bank balance, etc. —will find that chasing price cutters is a waste of time and that a steady, fair-principled base of family supplies is the best for the customer in the long run. The writer encountered in a Middle Western city last fall a woman who arose at 5:30 o’clock every morning, paid carfare two ways, and went two miles to a munic!pal market to “get in early on the bargains,” and she boasted that her saving was about a dollar a week. TI.ater she quit, and when enquiry was made it developed that she ‘had one day waked up to the fact that she was holding her time and labor and comfort at a mighty low level; too low for her own self respect, when once she saw it. And, in the long run, most people are pret- ty much alike. At least, it doesn’t pay to standard‘ze one’s practices on the measly minority. There is another thing which ap- pears to the average retail grocer like a veritable hoodoo, to which he might very properly give less magnification: and that is the idea of Sunday clos'ng. There is a lot of nonsensical hysteria about it and, while no one can deny the general soundness of the Sunday closing argument, a great many do deny all the hullabaloo that is made about it by some of the grocers. Of course, everyone ought to be willing to take one day off in seven, and it is good for the public morality that the law should require it. But much of the sanctimonious indignation heard because an occasional grocer here and there does not “observe the Sabbath” is nonsense and hypocrisy. It isn’t religious fervor for the ob- servance of the Sabbath so much as it is the fear that “the fellow next .door” is sneaking in an occasional dollar by the back door, and a lack of nerve to let him alone if he is small and penurious enough to waste his whole day for the few dollars he may pick up from one’s regular customers who are forced in the emergency to go to the side door. Any grocer with the right kind of mercant le spirit can impress his self- respect and fair trading on his cus- tomers enough to hold them, even if an emergency call does send them into the highways and byways to supply a temporary need. Not that the writer is in sympathy with seven-day business weeks, or with Sabbath breaking or perpetual slaving—nor again, out of harmony, with Sunday closing laws—but it might be well for the champions of the tight Sunday to fight in the open and bank on the traditional sense of American fair play, rather than as- sume a cloak of sanctity or run away from ghosts. By the way, someone has figured it out that, with all the watching and sleuthing, and the lure ‘of a chance to make a little more here and there under stress of wartime necessity, only 3,500 of the 375,000 retail grocers of the country ever broke the Food Administration rules sufficiently to invoke punishment. In fact, the Fcod Administration had listed about 450,- 000 retail food places and less than three-quarters of 1 per cent. of them broke the rules. It is doubtful if many Ines of business can make so good a showing, and even the friends of the grocer will feel surprised that the showing was so good. And another branch of the food trade is just now receiving much com- mendation for its loyalty in the war —the canner. Everyone knows how great was the part of the tin can in the war, but few had any idea how enormous was the task of furnish'ng all this stuff. Talking in technical terms of the canner, Captain Walker, of the army, at the recent convention of the National Canners’ Association made the startling statement of the vastness of the canned food used by the army that “it would take the latest model 4 spindle-closing machine, op- erating at the rate of 240 cans per minute exactly twenty-three years and six months to seal the cans fur- nished the Government if it worked continuously eight hours every day of the year.” Green Onions. Written for the Tradesman. One thing I crave else ill content But no sooner have than I repent; Nowhere I swear will taste again Lac Vieux Desert or Saint Germain— Green onions. I await them early; they reach our town In January from somewhere down The Florida coast, whose sunny sky My home almost has ruined by Green onions, The pungent things quick pass my lips No bee that stings such nectar sips They are so sweet. ice-cooled and small I really eat them tops and all. Green onions, My pleasure though not long did last I saw it go before the mast For I kissed and said “Shall we see a show?” She replied instead of ves or no— “Green onions.’ Charles A. Heath. —_-.--—___. She Pulled the Bell Cord. An old woman with a peaked black bonnet got aboard a train at Kalkaska, and after calmly surveying everything in the coach she turned to a red- haired boy and, pointing to the bell- cord, asked: “What’s that, and why does it run into the car?” “That’s the bell-cord; it runs into the dining car.” The old woman hooked the end of her parasol over the bell-cord and gave it a vigorous jerk. Instantly the brakes were set and the train came to a stop. The conductor rushed in and asked loudly: “Who pulled that bell-cord?” “T did,” calmly replied the old lady. “Well, what do you want?” shout- ed the conductor. “A cup of coffee and a ham sand- wich.” The Sugar Bowl Has Come Back In every home the housewife is filling the sugar bowl and putting it back in its accustomed place on the table. She is also using more sugar in her baking and puddings. More than ever she will want Domino Package Sugars The grocer, too, prefers Domino Pack- age Sugars because the sturdy cartons and cotton bags prevent spillage and breakage, save paper bags and twine; save the time of scooping and wrapping. With Domino sugars he really makes a profit and he {nots he makes it. ee American Sugar Refining Company ‘ PRODUCE MARKET Review of the Produce Market. Apples—The market continues firm. Baldwin, $3.50; Northern Spys, $4; Greenings, $3.50; Russets, $3. Bananas—$7.25 per 100 lbs. Beets—90c per bu. 3utter—The market is steady, prices having advanced slightly, following a very sharp decline. The market is fairly well-cleaned up, but the receipts are running slightly heavier than last week and there is not much butter on the market. -We look for a steady market in the immediate future, with continued active trading. Local deal- ers hold fancy creamery at 52c in tubs and 54c in prints. Jobbers pay 40c for No. 1 dairy in jars. They pay 28c for packing stock. Cabbage—$3 per 100 lbs. Carrots—75c per bu. Celery — California, $1.35@2 bunch, according to size. Cucumbers—Ind‘ana hot house $4 per dozen. Eggs—The market is steady, quota- tions having remained stationery the last few days, receipts having been a little heavier than usual. There is a good demand for fresh eggs at this time and we do not look for any great change in the near future. ‘The pros- pects are for heavier receipts, as the increase in the consumption has clean- ed up the receipts daily. Local deal- ers pay 36c per doz., loss off, includ- ing cases, delivered. Local storage operators are putting out their stocks on the basis of 32c for candled firsts and 29c for candled seconds. Garlick—60c per Ib. Grape Fruit—$5@5.50 per box for all sizes Floridas. Grapes—California per keg. Green Onions—Shallots, $1.20 per dozen. Green Peppers—$1 per basket for Florida. Honey—35c per lb. for white clo- ver and 30c for dark. Lemons—California, $5 for choice and $5.50 for fancy. Lettuce—Head, $3.75@4 per bu. hamper; hot house leaf, 23c per lb. Onions—The market is advancing rapidly, due to the fact that Wiscon- sin, Indiana, Illinois and Ohio are pretty closely cleaned. There is a much improved demand and _ prices much better. Dealers are asking $3 per 100 Ib. sack, either red, yellow or Australian brown. Oranges—California Navals, $5.50@ 6, according to size. Pineapples—$6 per crate. Pop Corn—12c per Ib. for shelled. Potatoes—The feeling is a little better this week, although trading 1s extremely light. Farmers still hold to their ideas and are not hauling per Emperors, $12 heavily and, consequently, receipts are light. This is extremely fortunate, as heavy receipts would easily demor- alze the market. Weather condi- tions are bad and there is no buying to speak of. Should farmers ever let loose lower markets would certainly be the rule. Good table stock ranges around $2 per 100 lb. sack. Radishes—Hot house, 35c per doz. bunches, Squash—Hubbard, $3.50 per 100 Ibs. Sweet Potatoes—Jerseys command $3.25 per 50 Ib. hamper. Tomatoes—California, $1.75 per 5 Ib. basket; hot house, 35c per Ib. Turnips—65c per bu. —_+-<__ The Grocery Market. Sugar—The situation in refined has developed no new features. There is a steady demand for stock as needed and orders are being shipped a few days after their receipt. Of beet sugar, buyers are confining purchases to ac- tual wants, but their stocks are low and need constant replenishing. Many of the orders for beets are accom- panied by urgent requests for allot- ment to nearby factories. This is not always possible, on account of de- pleted assortments of the individual! plants. Buyers who have heretofore been supplied from Ohio factories, es- pecially those in need of bags, must figure on a little longer time in tran- sit, as it is likely their allotments will have to move from Michigan factories. Ottawa and Fremont are entirely sold out. Findlay has 4-25s. and bulk bags only, in the proportion of two-thirds bales to one-third bags. Paulding has barrels and bales only. The major part of the unsold supplies are those of Eastern Michigan factories, prin- cipally in the Bay City-Saginaw dis- trict. With the beet sugar producing campaign now entirely over interest is centered on the new crop. Reports from all sections indicate that the sowings will show a decided increase over last year, when they were cur- tailed owing to delay in settlement of the price of beets. The prices this year are considered satisfactory. Tea—The situation presents noth- ing of unusual interest. A steady ex- pansion of trade is apparent, but it is still along jobbing lines. Distributers generally are interested in covering only their current wants, seeing noth- ing in the prospect to warrant the ex- pectation of- an upward movement in prices, while on the other hand the persistent policy of waiting, they argue, may ultimately be rewarded by the securing of stocks on a lower basis of values. Importers, however, are not in a mood to make conces- sions, claiming that prices now are at the lowest levels warranted by first costs and the condition of -supplies. They are satisfied that the buying movement must continue to grow under the impulse of actual consump- tion, and being aware that holdings by second hands throughout the coun- try are virtually exhausted, they loox upon the advent of the spring season with confidence as ensuring a good and strong market during coming weeks, Coffee—The demand is still ex- tremely light, particularly as the mar- ket showed some easiness during the week. Santos coffee is probably “Ye lower than last week. changed. Rio about un- The stock of milds is still piling up, but the market remains fairly steady. Canned Fruit—Canned fruits are still. very scarce, with no pressure to sell, prices very high and demand ac- tive, Canned Vegetables—Tomatoes are still weak and very dull. Everybody, in fact, is afraid to buy in spite of the general admission that prices are be- low the cost of production. Corn and peas and the other items of can- ned goods are unchanged and dull. Peas are inclined to be firm on ac- count of good export demand. Not very much interest has been taken in future peas. Canned Fish—Sardines are easing up a little and there is some pressure to sell. Salmon is exceedingly scarce and firm. Dried Fruits—Large size prunes are almost out of the market and even the small sizes are very high. There are some prunes now being offered of very small size that ordinarily would not have attracted any buyers whatever. This year they are be'ng eagerly snapped up. Dried fruits gen- erally are scarce, particularly peaches and apricots; prices are firm. Rice—While the home trade is of limited extent, there is a very lively export enquiry, and it is said by com- petent trade authorities that a large business could be done on_ orders from Southern Europe and Scandi- navian countries were tonnage avail- able at the Government rate of freight. Steamer space at a higher cost is to be had, but buyers are re- luctant to pay the difference, prefer- ring to wait and take the chances of securing freight room at the Govern- ment rate. The export demand is counted upon to relieve the market of the pressure of a heavy oversupply, consisting mainly of lower grades and broken rice, which descriptions are understood to be acceptable to a num- ber of the foreign buyers. Failing such an outlet, it is feared that the competition of the cheaper rice with the higher grades’ in a narrow home market will, notwithstanding the scarcity of the latter, precipitate a general slump in market values. steady to Syrup and Molasses—The glucose market shows a tendency to fluctuate but without material change for the last few days. Compound syrup is still exceedingly dull. Sugar syrup dull and firm. There is very little fancy molasses about and prices are high, in fact, they are so high there is § a prediction of an early decline, There is considerable poor molasses about. Cheese—The market is unsettled, due to receipts of fresh-made goods which have had a slight tendency to lower the market on old cheese. There is not much old cheese on -the mar- ket, however, and it is gradually being cleaned up. We do not look for any material change in the cheese market at this time, as the production is only moderate for this time of year, Provisions—The market on lard is steady to firm, with quotations the same as last week. There is a fair supply and an active demand. The market on lard substitute is steady, with quotations ranging the same as previous. quotations, there being an ample supply for the demand at this time. The market on smoked meats is slightly easier, prices having shown a slight decline last week's prices, due to an increase in the re- ceipt of live hogs and a slight falling off in the consumptive demand. The market on barreled pork is steady and unchanged, with quotations ranging the same as previous quotations. The market on dried beef is slightly easier, with an ample supply to meet the light demand. The market on canned meats is easier. There is a good sup- ply and a fair demand. Salt Fish—The market Irish mackerel continues to sag slowly and from for prices are now from $8@9 a_ barrel below what they were a few months ago. They are still, however, much above normal. The demand has not been very much helped by the decline in price, as nobody believes that the bottom has not been reached. >>. - Dr. Mary Walker wore to the last the trousers authorized by Congress. They were to her a badge of honor, recalling that she was the first woman to practice medicine, the only woman ever to be exchanged for a male prison- er of war, and all her life a champion of the equality of the sexes. Neither Dr. Mary Walker, however, nor Lydia Thompson nor the bicycle nor war itself could abolish the invincible skirt. And when suffrage triumphed, it was not because its leaders put on mannish garb, The more feminine they appeared the more persuasive they were. By trousers Dr. Walker will be chiefly re- membered. Prof. John Bascomb used to say that the pioneers among women are always eccentric. Posterity does them injustice if it lets eccentricity discount their claim to respect and gratitude. ———_2—2.___ During the war the Federal Railway Control forced the minimum carlot ship- ment up to 60,000 pounds on sugar, cereals, etc. Since the signing of the armistice the railways have eased up on the minimum to 40,000 pounds. An effort was made to hold a meeting in Chicago Monday to resume the 60,000 minimum, but the opposition was so great that the Government officials an- nounced that the meeting would be in- definitely postponed. ———_~+~____ Kulhowik & Koltok have engaged in the grocery business at 763 Fre- mont street, the National Grocer Company furnishing ‘the stock: a a a AFTER WAR PROBLEMS. How They Appear To the Retail Grocer.* In discussing the problem of busi- ness and reconstruction it will be well to remember that during the last few years we have not been facing normal conditions. From the time war first broke in Europe prices have been steadily advancing and since we have entered the war these advances have shown no margin to the retailer, as he was compelled to resell his goods according to the price at which he purchased them. During the early part of the war the average retailer believed the prices only of a tem- porary nature and did not attempt to take advantage of the raise. During the latter part he could not, on ac- count of control. The result has been that he sold his goods at about re- placement value and often at. less. Therefore, few retailers have benefit- ed by high prices, wh'le many have been seriously damaged or put out of business. It is also safe to say that the average retailer fully realizes the danger of his position to-day and that he is studying his condition as never before, for we are all fully aware that the retail business will un- dergo a weeding process such as it has seldom known and that many a successful pre-war business man will wonder how to conduct his business in order to avoid a loss that threatens to ruin him, for to-day he stands at the very pinnacle of high prices, with more borrowed money than ever be- fore and no created reserve fund to meet the decline that must come with- in the next few months or years. It shall be my purpose to mention some of the qualifications that will help us to survive and, like every- thing that is successful, chief among these are the “man who conducts the business.” His honesty, his industry, his ability, his judgment and his fore- sight. All these will be called into play and woe be it unto the man who seriously errors, for, unless backed by a wealth not possessed by the average retailer, his days may be numbered. Therefore it is up to us to study our business as never before, keep it alive and yet hold our expenses down to a minimum. This is no small job, but, like it or not, we must take our place in the cab and use the throttle occasionally if we ever expect to come down safe. I will mention a few things which are a great help to us all in normal times and much more in abnormal, such as a good location, good windows, good trade papers, cleanliness, good fixtures, ample finance, the jobber you deal with and the kind and class of goods you handle. Every merchant should buy care- fully and in limited quantities during the next few years for the market will, in all probability, show few advances and many declines. He should check in and mark his goods carefully and always take his discounts. Some mer- chants have criticised our jobbers for the shortening of terms of credit. etc. We should thank them instead, as it *Paper read at twenty-fifth annual con- vention Retail Grocers and General Mer- chants’ Association, at Saginaw, by John A. Lake, Petoskey. MICHIGAN TRADESMAN is a step in the right direction and if carried out it will ultimately put out of business the careless, indiffer- ent and slow-pay class of merchants who are largely to blame for the bad conditions of many retailers. The criticisms that migh justly be made of the jobber are the facts that many will carry long accounts that they ful- ly know must end in failure: also their policy of selling small restaur- ants, factories, working gangs, ium- ber camps and some consumers. Such tactics are wrong and, while it may save the fortunate individuals a few cents, the expense account of the job- ber is increased by these small sales which must be made up by the suc- cessful retailer. Our system of extending credits must undergo a change. Why should John A. Lake. a merchant extend credit indefinitely? Why should a merchant loan out his goods without security to a man whom a bank would turn down with secur- ity? This practice is wrong and de- cidedly unfair to a good pay cus- tomer as well as to the merchant. It is a very common thing to find a merchant with more accounts on his books than the value of goods in the store. Let us shorten our accounts by being careful in our selections of credit customers and then insisting on paying in full at each pay day. Our delivery system is also greatly abused. Let us cut expenses here by encouraging people to carry home small purchases, limiting our delivery to stated times and creating a mini- mum delivery. A general delivery is the best method if the merchants of a town will work together, while the separate charge for delivery is the just method. The subjects of cost, overhead, turn- over and inventory must be consider- ed. No store can exist and know that it is safe unless it has a proper sys- tem of cost. In conducting its sales this item should be thought of con- tinually and an effort made to force the overhead down, if possible. The NW RSI AS SLIT IF . . eeriectaeeeninenietecces areata eT TO TTI turn-over should be close to once per month. Try to increase that if pos- sible. An annual inventory should be taken. Goods should never be in- voiced above cost and if not worth that they should be discounted. The invoice should be accurate and con- tain no estimates. Fixtures should be discounted and no paper profits should be taken, for no goods have yielded a value until converted into cash, re- gardless of any rise in the market. Too many merchants deceive them- selves on this subject and believe themselves well off until they wake up to find how they have been de- ceiving themselves. Just remember that your store pays you what you actually draw out of your business and what you can sell it for if put on the market and no more. The sub- ject of clerks is important. No store should employ any but the best and the subject of pay is secondary, for it is not what you pay your clerks so much as what they do for the pay they get. We should employ none but clean, sober, courteous, honest, active clerks who have the business at heart and who work continuously for its growth. We should endeavor to keep them so, also, for no store has the moral right to take such a person and give back to the world anything but a clean and upright person. We should always remember that our store is not a reformatory and any clerk who cannot comply with the rules of a successful clerk should be dismissed at once. Legislation may also play a far more important part in the recon- struction of business than many of us realize. The people are complain- ing. Charges and counter charges are being made. The problems of freight, express, labor, wages, capital and pro- duction must all be dealt with and dealt with fairly. This will require some tact and mistakes will be made. It is unreasonable to expect that we can escape this general unrest and many uninformed persons now believe that the retail grocer has reaped a harvest during the war. Under such conditions legislation should be wel- come, but it should be of a safe and intelligent nature and not of the freakish and political kind, such as we are liable to face. To correct such evils we must unite to a certain ex- tent and that unity should exist only for a fair defence of human rights and the existence of our business which is so essential to the welfare of mankind as well as ourselves. It should never be used for the oppres- sion of others or endeavor to take un- due advantage, such as has been the case with so many organizations dur- ing the crisis through our country has keen passing. I believe the Retail Grocers and General Merchants’ As- sociation of Michigan can do a great deal for us along this line, but to pro- duce best results we must attend our conventions, pay our dues and, above all, elect honest, efficient, unselfish leaders who have not only our own, but the Nation’s interest at heart. The piece of work you dread most is the one to attack first and get off your mind. The longer you put off doing it, the bigger it seems. February 26, 1919 Farm to Home Project Fails. Up in fertile Clare county, north of Mt. Pleasant and in the center of the triangle formed by the towns of Har- rison, Leota and Temple, is a large tract of black muck land, which has had an interesting record in recent Detroit history. Melville M. George, formerly an attorney of Pittsburgh, Pa., and later lumberman, stockman and farmer of North Dakota, and Ellis M. Harrison, sometime sheriff of Ashley, N. D., ob- tained control of six half-sections of Summerfield township, Clare county, Mich., the soil of which was a rich black loam, suitable for production of vegetables and smaller fruits. They intended to form a develop- ment company, the Michigan Truck and Berry Association, members of which would purchase small tracts and work them under a co-operative plan. To find an outlet for their crops, the association was to establish farm- to-consumer stores in Detroit, where it was expected produce could be sold at a price 25 per cent. below the mar- ket. Experimental stores, stocked from eastern markets, were established on Woodward avenue, near Forest avenue, and on Grand River avenue on the west side and on Jefferson avenue on the east side. Efforts to sell sufficient number of small farms to justify the project fail- ed, however, and the promoters re- turned to North Dakota for more funds. They are now in Detroit giv- ing personal notes on 240 acres of the land, with promises to pay back every cent paid into the treasury of the de- funct Michigan Truck and Berry As- sociation. And so perishes another attempt to eliminate the middleman. Henry Ford owns considerable farm land adjoin- ing the George and Harrison tract in Clare county. The German. What is a Cross to a German? What is a Nurse to a Hun? A Nurse is a woman to desecrate, A Cross is a mark for a gun. A bursting shell in a temple As the worshippers kneel in prayer, A hospital ship torpedoed Though the Red Cross blazes there! The mothers of men in anguish, The heart of the world in pain, The fallen host, who ne’er shall look On this fair earth again! What can atone his betrayal Who put mankind on a Cross? Ask widow and babe and desolate maid— We're dumb before their loss. This is the crime of the German, That he turned life’s wine to tears: For this shall his name be a_ thing despised All down the coming years. And the Cross he desecrated And the woman put to shame Shall cast, throughout the centuries, A blight upon his name. Be True to Your Customer. It is not smart to mis represent things. It is smart to be able to talk them. It pays to be.true to your customers. It pays morally and financially. If a women finds the canned pineapple or the leg of lamb or the dozen of oranges just what you said, you’ve very likely won her. You made the sale purely on merit. The credit is yours. But don’t on your life de- scribe woody pineapple “delicious,” nor mutton “young lamb,” nor seconds California oranges “sweet and juicy.” a ewe YY Ss? February 26, 1919 UPPER PENINSULA. Recent News of the Cloverland ot Michigan. Sault Ste. Marie, Feb. 24—John Roe, former Soo butcher, has accepted a position with the Cudahy Packing Co. as traveling representative, cov- ering the D., S. S. & A. territory, with headquarters at the Soo. The town of Gladstone certainly needs a new hotel in place of the fire- trap that is allowed to operate as a hotel. A guest is almost a sealed package when put up in the third story in that frame structure in case of fire. The hotel is filled most of the time, with the exception of cne or two rooms in the garret, which, of necessity, is the choice of. the weary traveler arriving on the late trains. With a thriving town like Gladstone, doing a thriving business in all mer- cantile lines, it seems a mystery that they do not have a better hotel, They have most everything else, even to a big fire sale which is a record break- er for Cloverland, where you can buy damaged collars, water soaked, at the special low price of two for a quar- ter; good shoes which have gone through the fire but escaped special injury at $6.95 per pair. Customers are coming all the way from Escana- ba, buying as high as fifteen pairs each. Damaged ranvas mits on sale at 15 cents per pair and clothing in proporton. It was as good as a comic to nete the lucky purchasers of coats, while showing to their friends the unusual bargains, by having the seams separate at the sleeves and the coats coming apart with the least exertion. However, it is a great sale and much credit is due the promoters on their success in helping to reduce the high cost of living. It is safe to ‘say that Gladstone holds the record for fire sales. R. B. Haugh, one of our well-known grocers, has started the cash-and- MICHIGAN TRADESMAN carry plan. This is a move in the right direction and, with the experi- ence Mr. Haugh has had in the gro-~ cery business, only success can crown his efforts. The Supreme Court holding the Da- mon Liquor law invalid has created much joy to a bunch of prisoners in our county jail who have gained their freedom on the decision and are ‘re- turning to their homes, a happy but wiser bunch. When the Highway Transportation Comm ssion of the Council of Na- tional Defense appointed Fred Case, of the Soo, chairman, they made no mistake as he has entered upon his duties with a determination to make good and has appointed a committee of five members in each county of the Upper Peninsula to assist in making the most effective use of the high- ways as a means to strengthening the Nation’s transportation resources. We have eyery reason to believe that good roads will be the result, as surround- ing towns connecting the Soo with the Dixie Highway and Trout Lake are all eager and anxious to line up, which means much for their towns. They all- appreciate the benefit deriv- ed by the increased auto traffic which will be the result. Hurrah for the Field Nationals! Last week they won two double vic- tories over St. Paul, the first game resulting in a score of 4 to 0 and the second in a close margin of 6 to 5, with large crowds in attendance. The Soo hockey team will play two return games with St. Paul on March 6 and 7. They are scheduled to play at Calumet Monday and Tuesday of this week, Houghton Thursday and a game with Soo, Ontario, Friday night, Jim McKenzie, well-known grocery salesman and U. C. T. champion, cele- brated Washington’s birthday with a family dinner at the new Murray Hill Hotel. Jim says that George Wash- ington was a man after his own heart and he could not let the day pass without some special observation, “Do not consider a task impossible because you are unable to perform it Thomas F. Foll's, the well-known hardware salesman, paid the Soo a visit last week in the interest of the U. C. T., lining up the stray travelers who have been waiting until the war is over before coming into the fold. The old saying that the way to a man’s heart is through his stomach has proved true with the members of the Presbyterian church here, who arranged for light refreshments after the Sunday evening services. Fort srady has been turning out en masse ever since the new schedule went into effect. After refreshments, there is a social hour spent with the boys. “It is easy for a man to love his neighbor as himself, provided she is young and pretty.” One of the liveliest and most pros perous towns in Cloverland is at Hul- bert, on the South Shore line, a few miles north of Soo Junction. The new wooden howl company of the Perry Shephard Co., employing about twenty-five men, is in full swing. The lumber business of the Cramer Krego Co. is also an important industry. They are taking the timber off eighty acres this winter which they will soon he cutting in the mill recently built. They also average about thirty-five men. Three new residences were added last week and others are in course of construction. The new gen- eral merchandise store recently open- ed by J. W. Dillingham is enjoying a cond patronage. “Necessitv knows no law and it is the same with extravagance.” The Grand Rapids Elks sent to the Soo for an orator to deliver their George Washington address and our well-known attorney, Francis T. Mc- Donald from all accounts, filled the bill with great credit. William McGuire, of the firm of 7? McGuire & Garfield, well-known De- tour merchants, was passing real Havanas to his numerous friends last week when young McGuire, Junior, arrived on the scene. Mr. and Mrs. McGuire are receiving congratula- tions, William G. Tapert. Indiana is uncertain whether to be more diverted or disgusted over the way in which her Legislature is wrestling with the problem of Ger- man in the schools. Her statute books conta‘n a law passed in 1869, making the teaching of German compulsory upon the petition of the parents or guardians of twenty-five children in the school district. The simple re- peal of this law would seem to be the natural first step. Sut Legisla- tures have their own little ways of doing things. The bills that have been introduced upon the subject at Indianapolis lead the News of. that city to call for a rule that nothing but English may be used in the Legisla- ture. One bill sweepingly provided that nothing but the English language could be taught in the schools. thus excluding arithmetic, geography and so on. Some of the lawmakers appear to be unaware of the distinction he- tween “elementary” and “common” schools. It is not reported that these members pleaded that when they went to school they had to spend so much time upon German that they are not at home in English. 2 ____ In summer haye your store well screened and cool; in winter, warm and comfortable. Do not allow your trade to say, “I was glad to go out of that store.” Barney Langeler has worked in this institution continu- ously for over forty-eight years. Barney says— I am glad you are keeping Quaker and our other private brands of coffee up to standard. I felt sure you would do this, no matter how high the price soared or how hard the choice grades are to obtain. This is the only way the coffee trade of the retailer can be retained. People will pay the price for a good article if they know they are getting what they pay for. Another thing | have noticed: People judge the quality of a grocer’s goods by the kind of coffee he sells. WORDEN (GROCER COMPANY GRAND RAPIDS—KALAMAZOO THE PROMPT sHIPPERS 8 THE SAGINAW CONVENTION. The Tradesman is pleased to be able to present a fairly complete re- port of the twenty-fifth annual con- vention of the Retail Grocers and General Merchants” Association, which was held at Saginaw last week. The attendance was good, the inter- est in the various topics presented was clearly manifest, but lack of previous preparation on the pro- gramme feature rendered the work of the meeting less effective than it would otherwise have been. As usu- al, the entertainmert fetures were permitted to be predominant, so that every merchant who attended the con- vention went home with the idea that he had been given a good time an enjoyed a complete relaxation from business cares and responsibilities. The organization took a long step forward in increasing the annual dues to $2.50. ed to $5, but half that sum is a great improvement over the insignificant figure the organization undertook to mainta’n itself on. In this world we get out of our investments in propor- The dues should be increas- tion to the amount we contribute. It is the height of folly to expect to derive any great amount of good from a yearly investment of a paltry dollar or two. Five dollars per year is little enough for any merchant to contribute to a cause so vital to his success and so fruitful of results to the trade as a whole as organized effort, properly directed along safe and sensible lines. The Tradesman would like to see every progressive grocer and general merchant in Michigan send his appli- cation for membership and a check for $2.50 to the Secretary without de- lay. The Association is in good hands and the funds which come into its possession will be honestly and eco- nomically administered. President Jones has had a careful training for the executive office he now occupies and Secretary Bothwell becomes more valuable to the organization every year by reason of the added experi- ence and increased acquaintance he acquires. He is faithful, level headed and thoroughly dependable and in time may become as valuable an asset to the Association as Secretary Scott is to the hardware organization. It is very fortunate that the next convention will be held in Grand Rap- ids, because the wholesale trade of this market will probably undertake to assume the didactic portion of the programme, thus creating an interest in the meeting that will ensure the attendance of a thousand merchants. It was not unusual for the Grand Rapids market to entertain 2,000 re- tail merchants on the occasion of Merchants week when that event was celebrated several years ago and it ought to be a comparatively easy matter to attract half as many mer- chants to a winter gathering, which should yield 500 new members for the State Association. To do good work along the lines it has undertaken to exert its usefulness, the organization must have a full treasury and ample funds to prosecute the work with vigor and effectiveness. This can be accomplished only throuch team work of the most effective character on the MICHIGAN TRADESMAN part of the retail grocers and general merchants of the State. Gentlemen, it is up to you to make your organization a vital factor in the situation. It has been rescued from mediocrity and non-productiveness by a few faithful souls who have stayed by what appeared to be a hopeless task. Will you do your part by con- tributing of your time and money, so that the’ Old Guard may feel that their labors have not been in vain? AN APOSTLE OF WORK. The biography of the late George P. Richardson, President of the Richard- son Silk Co., published elsewhere in - this week’s paper, plainly discloses that the work habit he inherited from his New England ancestors and acquired on the New Hampshire farm on which he was born and reared stayed by him through all his busy career as traveler, organizer and executive. That was his motto all through his long and useful life and proved to be the mainstay of the remarkable success he achieved. Another distinguishing feature of his career was his indomitable courage. 3reaking away from the home of a similar industry and going out to start an industry in a new field required courage of an exceptional character. Mr. Richardson had that courage to a very high degree and his enterprise was successful and he lived to see his name carried to every corner of our country. Mr. Richardson was the possessor of mentality, having quicker or surer grasp of a subject, and being able to bring stronger analytical powers or a better command of language into use in discussing it. His interest in his business never lagged and his counsel was frequently profit- ably sought. Those who were associated with him will carry with them one impression of the man, one memory of him that will always be uppermost: that he was al- ways kind. The writer never saw Mr. Richardson when he was not courteous, interested, kindly and desirous of being helpful. He had an __ all-inclusive sympathy, much love of his fellowmen was ever actuated by the purest motives of charity, and to many unfortunates he quietly, unostentatiously, yet none the less generously extended a helping hand and was unsparing of encourage- ment, financial and otherwise. To say of George Richardson that he was one of natures’ noblemen hardly does jus- tice to his sincere spirit of helpfulness, his exceptional qualities of heart and mind and his clean, useful and splendid life. an unusual none none eee The Senate Committee on Public Health reported favorably on Senator James Henry’s bill to make it illegal for any person affected with a venereal disease to work in any establishment wher food products are prepared or sold. This bill is so clearly in the in- terest of the wholesomeness in trade that every merchant should give it his hearty and undivided support, —_____ A dishonest business may prosper while it lasts, but it does not last long enough to make it worth while. s cuymemetaimenemmnnmmenrn Wise is a girl who fears a man more than she does a mouse. THE SIGNS OF THE TIMES. As time goes on, the appeals of business interests for Government help in aid of the re-adjustment to normal become fewer and less pro- nounced, The clamor in that direc- tion, which was so noticeable just after the s'gning of the armistice, has ceased except in a few specific in- stances. Notable among the excep- tions are the cases of the dye and potash interests, which are conducting organized campaigns for the enact- ment of legislation that shall protect these newly established industries un- til they are in a position to meet Ger- man competition. But, as to prac- tically all other lines of business ac- tivity, the consensus of opinion is that the Government should take its hands off and let economic factors have full sway. Some even go so far as to ex- press the opinion that the problem of the re-employment of labor can best be solved in this way, and that there would hardly have been even a prob- lem to solve if army discharges had begun at the end of the winter season instead of at the beginning. As soon as frost ceases, there will be demands for labor of all kinds for both agricul- ture and construction work, and the latter will be stimulated by a lower- ing in. the cost of materials which is bound to come, and which will be hastened by a removal of any rema'‘n- ing Government restrictions. Warm- er weather, also, will remove one of the inducements of discharged men to congregate in the cities where their presence is congesting the labor mar- ket. Individual initiative and com- bined trade activities are safer to de- pend on in bridging the chasm be- tween the abnormal and the normal than is official interference. Perhaps as good an illustration as any of the ability of private interests to look after their own affairs is shown in the course of prices recent- ly. By Government regulation and the extravagance incidental to such control, high levels were set for every- thing, from wheat to shoes. In the textiles it is curious to note that wool and cotton prices, which came under official supervision, showed a much higher percentage of gain than did silk, which did not. Nor was this due to any scarcity, as events have shown. Since the Government removed its heavy hand, trade interests have been busy in doing the work of re-adjust- ment downward, being spurred there- to by an insistent public demand which objects to pay wartime prices in time of peace. A few interests are still trying to hold out against the inevitable, conspicuous among them being the makers of clothing and shoes. Against them the public is taking its revenge by giving more business to the renovators of gar- ments and the cobblers, whose trade recently has been exceptionally brisk. This kind of procedure hits the re- tailers hard, and they, in turn, dis- regarding the protests of manufactur- ers, are resorting to “clearance” and “reduction” sales to clear their shelves. They are undeterred by the predictions of the manufacturers that fall prices will be higher, and are willing to take their chances. The February 26, 1919 producers of fabrics are under no illu- sions. The biggest among them are making drastic cuts ‘n prices in order to get the business they need to keep their factories going. They watch the signs of the times and know when to take in sail. WOOL AND WOOLEN GOODS. More Government-owned wool was . offered at auction in Boston last week and at the outset it looked as though most of it would be eagerly snapped up. But this promise was not borne out as the sale progressed. All that can be said is that the mills are will- ing to pay a fair price for such sorts as they need, but they are not in any hurry to accumulate stocks. Arrivals of fereign wool, especially from Aus- tralia, have been quite large recently and there is no evidence that the ar- ticle will become dearer in the near future. A line on world prices will probably be had when the auction sales begin in London in April. Amer- ican bidders will not be there, since their supplies of Australasian wool will be obtained direct from the grow- ing countries. So far as woolen fab- rics are concerned, the sensation of the last week was the opening of the American Woolen Company’s fall of- ferings of wool mixed suitings and worsted overcoatings. The price re- ductions on these goods were regard- ed as very drastic. Comparisons with previous prices are difficult to make because of the variation in the fabrics, but an average reduction of nearly one-third is apparently shown. This week other openings will be held, and similar reductions are possible. Com- petitors are waiting to see the new prices, so that they may make their own to correspond. In dress goods there is no disposition to hurry up the offering of fall fabrics, although some advance business has been done unde: the system of guaranteeing prices. The tribe of Mulberry Sellers seems spreading all over Europe. Vigo, we learn from one enthusiastic press agent, is to become the great Europ- ean railhead for American commerce. twenty-four hours nearer than any other to New York. American cap- italists are going to put millions in it, and take tens of millions out. Not so, another press agent. Bordeaux is to be the great city of the future. A through trunk line is to be built at once from Bagdad, Constantinople, Athens and points west straight to Bordeaux, connecting with Paris lines and American steamers in the world’s foremost commercial city. All non- sense, from a third. Haven't you heard of the railway which, tunneling under Gibraltar, is to run right down to Dakar, in Senegal, near Cape Verde? It’s the shortest leap from Dakar to Panama, Bahia and New York. There’s millions in Dakar lots. The contempt with which aviation en- thusiasts regard these railway-grub- bers is ineffable. Meanwhile, com- merce seems ignorantly returning to the old routes. Lots of ‘people seem to think it bad form to be polite in public. A When you take things easy, be sure they do not belong to others, February 26, 1919 MICHIGAN TRADESMAN Feed Your Family Healthy Nutritious Food If you want to avoid doctor bills, illness, inefficiency and all the disagreeable things that go with them. Medical Science says most ailments are traceable either directly or indirectly to improper eating. It is an undisputed fact that most people eat too much and not properly balanced food. Sour pickles and sweet milk are a poor combination to put into a healthy stomach to say nothing of a sensitive one, but this com- bination has nothing on sour, soggy, indigestible bread and heavy, sticky pastries when it comes to destroying health. Look well to the flour you use when baking for flour is really the foundation of cookery, and the use of good flour will prove just as gratifying as the use of poor flour will be disappointing. One thing is certain, if you always insist on having Lily White “The Flour the Best Cooks Use”’ on hand, you will always be in a position to serve a healthy, nutritious, palatable meal. Only the very choicest wheat is used in the manufacture of LILY WHITE. This wheat is all cleaned three times, scoured three times, and actua'ly washed once before going onto the rolls for the first break. The result is a perfectly pure, clean flour. That is not all. Flour must be more than pure and clean to bake good biscuits and breads. It must be properly ground. Every woman knows it is necessary to have the pieces of potato of equal size to insure thoroughly uniform cooking. The same principle applies to flour. The granulation must be absolutely uniform to insure uniformity in baking and without this uniformity good baking results are impossible. Why take chances when you can get LILY WHITE FLOUR and be positively assured of having the best. VALLEY CITY MILLING COMPANY Grand Rapids, Mich. The Keystone of the Grocer’s Reputation You are not taking any chances with your reputation for recommending high grade goods when you select any or all of our brands of Coffee as your leading brands and push their sale. Thou- sands of grocers are availing themselves of the opportunity thus offered to drive home to their customers the fact that their’s is a quality store. If you are not pushing the sale of our Coffees you are not building as wisely as you have it in your power to expand and develop. The brands of Coffee the grocer recommends are, in the minds of his customers, the keystone of his reputation. The best, easiest and quickest way for him to establish a reputation for carrying quality products is to choose as his leading Coffee brands those he knows will give his customers complete satisfaction. Such brands are to be found in the following comprehensive line: Nagroco Lighthouse Red Cap Table Talk Pathfinder All of the above brands are sold in One Pound Packages. Once introduced your customers will never permit you to discard or supersede them. All of above brands can be purchased either in the berry or steel cut. NATIONAL GROCER COMPANY Grand Rapids Lansing Cadillac Traverse City 10 MICHIGAN TRADESMAN February 26, 1919 Michigan Retall Shoe Dealers’ Associa- tion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige, Sag- inaw. Efficient Merchandising Methods Es- sential to Success.* In order that you may understand the service which we are rendering retailers I must give credit to D. P. Morse, one of the big broadminded men of the country, who conceived the idea that if all retailers were success- ful, the shoe industry as a whole would be greatly benefited. He knew from experience that the average dealer had very little training in the art of retailing, and that he did not buy, sell, save or spend systematic- ally. After a careful study it was decided that there must be started a special service department, which should be separate and distinct from the regular business, and that the department must be managed by a retailer whose duty would be to study every retail condition and impart his knowledge to other retailers. I was selected for this tough job, and I tell you at first it was a tough job to convince retailers that I in- tended to give them something for nothing. But we were on the right track, and stuck until we succeeded in getting thousands to think of better methods in merchandising. Besides showing dealers the impor- tance of proper accounting in their business, we teach them the funda- mental of good business, one of which is “Service to Customers.” The re- tailers who give the best service in fact, so liberal that it may look as though they are giving away their profit are the ones who are most suc- cessful and make the most net profit. The large department stores are getting bigger profits than the indi- vidual stores, yet they do more busi- ness—because they sell something be- sides merchandise—service. Let us take one small item—that of settling complaints. A woman comes back with a pair of shoes and an imaginary “kick.” A dealer will argue for an hour, and after that he has lost the customer and her friends. and he is worn out for the rest of the day. When the same customer brings something back to a department store the chances are that the complaint clerk will express his sympathy, and in such a pleasant way, that when he offers to replace the article she is almost ashamed to take it. There are *Address delivered by Ben Jacobson, of New York, at the seventh annual conven- tion of the Texas Shoe Retailers’ Asso- ciation at Galveston, Feb. 12. some unreasonable customers, but the percentage is so small that it pays to lose a pair of shoes now and then for the sake of getting the liberal habit and reputation. It costs money to gain trade, and it costs less to hold the good will of customers than to get new ones. The way to hold customers is to satisfy them that they are just as safe in trad- ing at your store as at any other. Therefore, replace a new pair of shoes or refund the money with as good grace‘as when the sale was made. Merchants who are extremely liber- al, and who keep accurate records of all losses, find that the unjust com- plaints amount to less than half of 1 per cent. on the business, but that their liberality usually brings 10 per cent. increased business, which more than pays for the losses. Among other things we show retail- ers how to finance their business— how to create net profit. On several occasions I have had the unpleasant experience of showing men that they were living above their means. I have often had to show dealers the neces- sity of doing a little more work to save a thousand dollars a year on wages. We also try to show dealers the mistake of allowing their net profit to remain in the shape of dead stock, There are many retailers discount- ing their bills now who not long ago thought they were “down and out.” and were on the point of sell ng to unreliable auctioneers. Some men cannot stand temporary reverses, such as accidental overbuying, picking Lower-than-anywhere prices Boys Hi-Tops Black and tan as shown guaranteed to wear } $1.67% sizes 9 to 13% $1.97% sizes 1 to 2% Copper Toe Lace Shoes sizes 9 to 1334 $1.25 Try a Sample Dozen feature them at $2.45 See your boys’ business jump. Lansing Shoe & Leather Co. “The Wholesalers Ahead” LANSING, MICH. The Best Your Money Can Buy The H. B. Hard Pan (Service) and Bertsch Dress Shoe Lines Are made of extra quality and extra value throughout. We have always striven to make them so and our increasing business is procf of what we have accomplished. Dealers, everywhere, handling these shoes are enthusiastic over its profit-making power. Every pair is made of the best raw material, the best grade of findings and is made by the most skilled labor obtainable. You can safely recommend the H. B. HARD PAN (Service) and BERTSCH Dress Shoes to your trade as the best service and satisfaction giving lines on the market today. Their Merits mean repeat orders. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. The Wurkshu Every “Live” Dealer should carry this shoe. Supreme in its class. Finest Qualit or Exira Hoary Sail Buck “fal Fabri Toe Box Fibre Counter Fits the Heel Study the Fis ae details Runs fulllengt of shoe Loose Lining of High Grade Duck Keeps the feet cool Leather Sock Lining Highest grade ug hest gra: ° re Insole Prevents drawing (ae em Price Patented j “se Shock-absorbing : Pneumatic Heel >, Gray Rubber Foxing , . Sole and upper welded into one piece by our Special pressure cure Sole of : : Tire-tread Rubber Rubberised Fabrie Gray Topsole Rubberized Cloth, Waterproof Let your customers know about it---they will do the rest. Grand RapidsShoe ® Rubber The Michigan People Grand Rapids a i a ae wet mete eit cto February 26, 1919 wrong styles, cr bad competition. On top of these troubles come statements on which little notations appear such as “Please remit.” Then along comes one of those would be exporters, in reality a slick auctioneer, and Mr. Dealer is ready to lose in five minutes more than he can earn in five years. Gentlemen, take a friendly tip. If you ever get into a tight place, do not tell your troubles to Tom, Dick or Harry, but to your friend, the banker, or your favorite credit man to whom you owe money. Both want you to stay in business and to keep you as a customer. If their advice is not clear write us the full facts, and our candid advice will cost you noth- ing. While we have helped to keep men in business, we have also kept them out by showing them the profit they could expect. A young man recently explained to us that he was holding a responsible position and that he had saved about five thousand dollars. He thought his credit was good, and wanted to open a first class shoe store. Among other things, he told us that it cost him about three thousand dol- lars a year to live. the loss in wages. We showed him Rent and fixtures would cost about two thousand dol- lars before the store was opened. His capital would be shrunk to three thousand dollars. Granting that his credit was good he could not risk put- ting in a stock of more than six thou- sand dollars on a three thousand dol- lar capital. If he was a good mer- chant he might turn that stock three times. Allowing for the first year’s mistakes, he could not expect more than 25 per cent. gross profit on the twenty-four thousand dollar business, on which he might earn 10 per cent. net, which would be twenty-four hun- dred or six hundred dollars less than it cost him to live. After studying the figures carefully he was not so anxious to give up a good job. Some of the most important things necessary to business health, cleanliness and truthfulness. It is more important to look out for vour health than for the condition of veur stock. A sick man has no am- bition, and a man without ambition to do big things has no right in the retail business. Cleanlines is necessary not only in show windows but throughout the store, from the head of the house down to the porter or stock boy. A dirty looking clerk who produces a dusty box cannot expect the confi- dence of a customer, and lost con- fidence means lost profit. Don’t tell a customer that you sell shoes below cost unless you really do it, for you will be branded as a liar, and no one trusts a liar. Don’t keep too many business secrets from your salesmen as they are your mouth- pieces, and anything they tell a cus- tomer goes either for or against you. You must sell your ideas and your stock to your clerks before you sell them to customers. If a clerk cannot be trusted he is not worth keeping. Don’t try to fool your neighbor or competitor on the size or kind of your business. The chances are he knows as much about it as you do. Tell the truth to the traveling man or the SUCCESS are MICHIGAN TRADESMAN house you buy from, and right now it is a solemn duty to yourself and your country to tell the truth about your business—that it is good. Don’t pick out some one bad week or bad month .as a criterion for complaint. Business as a whole is good, and will continue good providing you help it along by making store improvements and push for increased business. If the stock on your shelves do not sell at one price, sell them at another price, but get the business. The time has come when more profit will be made on the turn-over than on the in- dividual pairs. Operators of the department stores, the chain stores, and the large shoe stores are all doing well because they conduct their business on a turn-over basis. At the beginning of a season plans are made that so much business must be done on a certain amount of stock—that the overhead expense must not exceed a certain percentage on the sales, and the gross profit is fixed, The trouble with most dealers is that they trust to luck instead of brains. They haven’t the necessary figures on which to base their calcu- lations. I have heard men say, “My business is not big enough for book- keep ng. I have too much other work to do.” Yet you and I know that many hours are wasted in every store, and it requires only about ten minutes a day for a man to create records which will in time be worth thousands of dollars in his business. It is such records which make big merchants of little store-keepers. It is through such records that a man is able to detect the weak spots in his business. It may interest some of you who do _not know the facts that the big end of the shoe business is in the little man’s hands—that about 75 per cent. of the husiness is done in stores which sell less than fifty thousand dollars a year. Yet the big money is made by the minority instead of the majority. I want to meet the smaller mer- chant and show him the better and newer bus'ness methods. Booklets have been distributed which will no doubt refresh your memory on busi- ness topics. I heard a man say the other day that the word business ought to be changed to busy-ness. Ti any of you are interested, get busy. _—2_> Some folks listen and learn, and some just listen. Spats which are so much in demand, in stock. Felt $16.00 Cloth $20.40 Fawn Light Fawn Taupe Dark Fawn Castor Pearl Gray White Medium Gray All with the invisible buckle. Hirth-Krause Company Grand Rapids, Mich. Mayer Honorbilt Shoes prac- tically eliminate the “come- back” evil. HIS is because Honorbilt Quality not only satisfies for style, fit and comfort but gives your cus- tomer a big value in long wearing service. F. MAYER BOOT & SHOE CO. R. K. L. R. K. L. Do You Like This Snappy Last? Immediate Shipment Will Be Made No. Price 2844—Havana Brown Kid MOR) oo ne cnkls. $4.50 2846—Havana Brown Chrome India ..... eee cask Gace 3.90 2848—Black Kid McKay..... 4.35 2851— Havana Brown Calf... 4.00 Widths C and D Sizes 3 to 8 on all above numbers. Order at Once Rindge, Kalmbach, Logie Company Grand Rapids, Mich. R. K. L. R. K. L. Milwaukee, Wis. 11 MICHIGAN TRADESMAN February 26, 1919 Impairment of Business By Govern- mental Interference. In criticising the administration one runs the risk of being set down as un-American and disloyal. It is not a pleasant task, but in certain cases it is pure Americanism, because it is in the interest of all the people and not in a pacific spirit either. In the present instance the writer feels fully justified in calling attention to certain conditions affecting the finan- cial welfare of the country, in a hope that it may arouse sufficient public interest to cause careful consideration upon the part of the people. Setting aside the proposals in many states and in Washington, D. C.., to institute. at the expense of the taxpayers, enor- mous projects of public works in or- der to create employment, the labor situation, like Buttercup’s babies. has been badly mixed up and so far as the present unemployment situation is concerned, is being shirked. It is not that finding any kind of work at a living wage is impossible. The dis- content is strongest among those who have been receiving too much and who demand a continuance of such wages, irrespective of the need of their services in war production. It is asked what the objection is to these great plans for public works. It is an open secret that in practice they create big jobs for contractors with a political pull. They are often hastily undertaken, illy considered and woe- fully wasteful. They add a further heavy burden to the almost impossible load the taxpayers are now carrying. Granting that many of these projects for public inprovements are highly de- sirable, the present is no time to un- dertake them. Immense business losses have to be met and every pen ny of capital, including the money which must necessarily be put back into going concerns, is required in restoring the business of the country to a sound peace basis. What is need- ed with labor is not the milk-and- water methods of war labor boards whose eyes see only an exaggerated political power of union labor, but the firmness and good sense displayed by Mayor Hanson of Seattle, who, him- self a radical, has placed himself in effective opposition to an attempt to capture the government and _ indus- tries of his city for the purpose of Bolshevic exploitation. As the Wall Street Journal truly says, it is hoped the incoming Congress will develop something better than that pitiful cowardice toward the labor union threat which has been such a humil- iating feature of legislation in Wash- ington, to say nothing of administra- tion pandering to this element. Why not look the situation in the face? There is in existence no fund of cap- ital or income available to maintain wages at a war level and the attempt to do so will surely bring disaster. Wages can, however, be maintained at a standard which will provide a high level of comfort for the worker if the Government will only keep its hands off and allow commodities to find their proper level. One thing is certain, capital will not undertake new enterprises until a re-adjustment is made. If there is an attempt to make it piecemeal through ignorance and meddlesome price fixing commissions. the effect upon industry cannot helo but be disastrous; far more so than would be experienced by a sharp re- duction in commodities to their true level—a level which will automatical- ly establish a reasonable -rate of wages. And it is up to the business interests to show Congress what should be done. Secretary of Commerce Redfield now proposes Government regulation of post-war prices. If there is any direct or indirect power of the Gov- ernment to fix prices, modification of that power cannot come too soon, so the privately arranged Federal price may be subjected to the only real test—the concrete expression of market opinion in market quotations. It can be asserted, without fear of contradiction, that our prices are the highest paid by any people for the necessities of life in a time of peace since the establishment of modern market records and our supplies the most abundant. Price regulation en- ables the Government to collect more money in revenue and taxes, so it could pay out more money for ma- terial and wages, an artificial equa- tion whose failure is shown by the necessity for asking the President to sanction the continuance of his ex- periment in universal bankruptcy. Postmaster General Burleson, tes- tifying before the Postoffice Commit- tee of Congress, stated bankruptcy will conftont the telephone and tele- graph systems of the country unless Congress speedily relieves the uncer- tainty of the period ‘of Government SALESMAN WANTED. TO REPRESENT TO THE PUBLIC THE STOCK OF A STRONG, GOING INDUS- TRIAL CONCERN PAYING GGOD DIvI- DENDS. PRODUCES AN ABSOLUTE- LY NECESSARY COMMODITY. THIS STOCK IS DEVOID OF SPECULATION AND IS WITHOUT QUESTION THE BEST GFFERING OF THE DAY. AN EXCELLENT OPPORTUNITY FOR DIS- CHARGED SOLDIERS OR ANY ONE WHO HAS HAD SOME SELLING BX- PERIENCE. CALL FRIDAY FORE- NOON. F. A. SAWALL CG., INC.. 405-6-7 MURRAY BLDG., CITY, ANTICIPATE THE RE-ADJUSTMENT Business men who successfully will meet the re-adjustment which now is at hand are making a thorough study of basic business conditions. These men are putting themselves and their businesses on more solid founda- tions. Such men will not miss a single issue of our Monthly Trade Report. YOURS FOR THE ASKING. > Y hy at oe , ‘eat ie Se leks - We 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. [TRAND RAPIDS [RUST CoMPANY OTTAWA AT FOUNTAIN BOTH PHONES 4391 Safe Deposit Boxes at Three Dollars Per Year and Upward A a a a a nt Sa Se Rei elie pilee tla fo _is well founded. There are obstacles February 26, 1919 control. In urging the extension of this control, Mr. Burleson said he be- lieved Congress should fix a date for ‘ts expiration sufficiently distant to permit the telegraph and telephone companies to re-adjust themselves to peace conditions. He added that un- til the companies knew exactly how much longer they were to remain un- der Government control it would be impossible for them to secure enough capital from the country’s banking interests to make those improvements and extens ons which are so urgently required for their systems. And that a dangerous period of deterioration had already been developed which must be relieved if the public, as well as the companies, were not to suffer “grave consequences.’’ Could there any greater confessicn of helplessness and lack of ability be made? Here is complete falure of Governmental control. The telegraph and telephone System were in good condition under pr-vate ownership. They had the con- fidence of the public sufficient to finance their needs. There was no crying necessity for the Government taking them over. Now. Burleson comes forward with his tale of woe. By all means, Congress, speedily set the date for the return of the tele- graph and telephone systems to private corporate control. This done, the financing will be easy. There is a great stir in automobile manufacturing circles. Rumors, ap- parently well founded, are afloat to the effect that General Motor Cor- poration is about to acquire the Re- public Truck Co. of Alma. Another rumor has it that Norval Hawkins, who recently severed his connection with the Ford Motor Car Co., is en- gineering a big motor truck combine which will take in the truck making concern known as the Commerce Car Company of Detroit as a one-ton truck unit. It is also stated that Kuhn, Loeb & Co., New York bank- ers, are the men behind the gun. Re- liable reports show that automobile manufacturers are rapidly getting back into quantity production. By March 1 all of the larger companies, at least, will be rapidly approaching the gait they were making when Gov- ernment requirements for war work curtailed the production of passenger cars. In answer to pessimistic pre- dictions relative to the suffering of the automobile industries by reason of business depression it can be state 1 that cars actually contracted for at the New York auto show broke all records, both as to quantity and val- ues. Something less than 1,000,000 passenger cars were sold in 1918 as against 1,700,000 in 1917. Automobile men believe the 1917 ‘figure will be restored this year and that 1920 will be the banner year in the history of the industry. Every cloud has its silver lininz. Nothwithstanding the apparent black- ness of the industrial horizon, large investors are steadily buying indus- trial stocks at the present low prices; not in sufficient quantity at one time to boost prices to any great extent, but enough to show that they have faith in the future. I believe that faith MICHIGAN TRADESMAN to be overcome and pernicious and pestiferous union labor rocks to be rolled from the road, but these will not stop Amer.can business enterprise by a long shot. Paul Leake. Prepare For the Liberty Loan. There is some unfortunate misap- prehension in the country concerning the action of the House Ways and Means Committee in authorizing .a note instead of a bond issue to meet the needs of the Government. this spring. The difference is merely one of terms. Secretary Glass has not been overruled. There has been no dis- turbing controversy over the ques- tion. The notes are to be obligations of the same kind and nature as short term bonds would have been. They are to be sold to the people in de- nominations from $50 up. It will be the privilege and the duty of every person in the country who has saved up a little money, or can save it up, to invest in the liberty victory “notes.” Secretary Glass has asked for large discretionary powers as regards inter- est rates, exemptions and premiums. Congress may or may not give him all the authority he has requested, but he is sure to be given ample authority to consult the interests and sentiments of the great investing public to make the loan sufficiently attractive as a business proposition and at the same time to safeguard the interest of the Government and the taxpayers of the country. In any event, there will be a popu- lar loan campaign, and tens of thousands of patriotic speakers will present the case to the people. The burden of subscribing to the loan should not be placed on the banks. That would be harmful to industry and trade and, therefore, to wage- workers and consumers. The I-an must be subscribed and oversubscrib- ed by the millions of investors who have made the previous loans so bril- liantly successful. ee It ‘takes a versatile man to make a different kind of fool of himself each day. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Penel % «near the oridge, Grand Rapids, Mich. 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 hs Per Cent. Paid on Certificates of Deposit The Home for Savings 13 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. 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. Handy to the street cars—the interurbans—the hotels—the shopping Combined Capital and Surplus ................ $ 1,724,300.00 Combined Total Deposits ..................c005 10,168,700.00 Combined Total Resources .................... 13, 157,100.00 GRAND RAPIDS NATIONA CITY TRUST & SAVI ASSOCIATED L NGS PLAN AHEAD Consider how greatly your heirs will profit if your estate is safeguarded by an experi- enced trustee and executor. Consult our trust officer re- garding this important mat- ter. Send for Blank Form of Will and booklet on “Descent and Distribution of Property” THE MICHIGAN Trust Co. OF GRAND RAPIDS Audits made of books of municipalities, corporations, firms and individuals. irene ponte retreat aetna 14 MUTUAL FIRE INSURANCE. What It Means to Michigan Retail Merchants.* I deem it a great privilege and hon- or to have the opportunity of ad- dressing you for a few minutes on the subject assigned to by your worthy Secretary—Mutual Insurance. I said I deemed this an opportunity, to be appreciated, because at a con- vention of this kind men are in better me condition to listen and discuss im- portant propositions pertaining to their business than they are able to give thought to when at home and when one’s direct interest takes all of his time and energy. I feel also, in discussing the proposition closest to my heart, I should be talking to men who are interested in the same proposition I interested in. In other words, without the merchant a merchant’s mutual fire insurance com- pany could not exist, so I feel I am one of you and you should become one of us. We are interested in co- operation and I judge from the very fact that you are here that you are interested in the same thing. Mutual insurance is the outgrowth of the spirit of co-operation. Mutual insurance is as old as is the spirit of co-operation. Mutual insurance was ‘the first and is the oldest form of insurance and right here I want ‘to say that if the principle were not cor- rect, it would long since have died out. A mutual insurance company is formed and organized in this way: To start with a few men get together and decide to organize a company which give them _ protection against whatever hazard they decide to secure protection against, be it life or property. One set of men may have different reasons for so confin- ing themselves than another set of men may have. Some like merely the idea of the principal, others may have grievances of some kind against other kinds of insurance. Neverthe- less, they get together. The spirit of co-operation is there and that spirit is absolutely necessary in order to successfully operate a mutual insur- ance company, and allow me to state this is one of the secrets of its suc- cess. I will enlarge upon that point a little later on. When organizing this kind of a company, you are simply doing this. In common, everyday terms, you are putting a certain amount of money into the pot in order to protect one another in case of a loss, be that death, fire, accident or any other form of insurance. You are thereby paid only what it actually costs to replace or pay for such loss. All moneys be- long to you. All privileges are yours and all responsibilities are yours. In other words, real democracy is exem- plified. Now, stock insurance differs from mutual insurance in every es- sence. Stock insurance companies are conducted on the principle of paying dividends, “making money” as it is commonly called, so that when you have say 50 per cent. loss ratio and 20 per cent. expense ratio, the stock company would be making a large am will *Paper read at annual convention Re- tail Grocers and. General Merchants’ As- sociation by Wm. A. Haan, of Grand Rapids. MICHIGAN TRADESMAN percentage of profit from your busi- ness. Now, if you were connected with a mutual company, this would go back into your own pocketbook because you are the company and the company the profit, Now | hear someone say: Suppose it works the other way and our class as a class would show a loss, then we would be the losers and the difference would come out of cur pockets. In other words, we would be assessed to meet that deficency. True, and very true, but experience—I mean the experi- eice of successful mutual insurance companies—have proven otherwise. They always have been able to show that they are able to do business cheaper and more economically than the stock companies have been able to do. There are many reasons for this, but do not forget this important point: The stock insurance companies are in business for profit and when these companies do not get profit they will go out of business. That profit, when insuring in a mutual com- pany, goes back to you—and more than ordinary stock company divi- dends are usually returned to a policy holder of a successful mutual com- pany, because a mutual insurance company, as. has been before stated, can do business more economically. Why? We come back to the same point we started with—the spirit of co-operat on. Through co-operat‘on you have not only welded yourselves together, but from the you have eliminated all the drones In other words, the moral hazard is reduced. In stock insurance that moral hazard is bound to be greater because the interest of the working together spirit is not there. Let me quote a concrete example: John Jones has a store near to you. You know him to be a careless, shiftless sort of a man, who does not keep up his place. Possibly he is in bad financial straits. He becomes a _ poor risk Now, if he was insured in a stock fire insurance company, the “You should worry” attitude would prevail. Whether Jones burns out is nothing to you excepting possibly if you were close enough so you would be direct- ly affected by such a loss, but other- wise you would cons‘der it none of your business, but if this same man was insured in a mutual company, in which you are also a member, do you see how interested you would be that he kept his place up and remained ©. K. in every other way, for the very reason that if Jones has a loss the loss ratio of your company goes up That interest—that vital interest—in your company keeps the cost down and helps to return larger dividends and that is the reason why mutual insurance companies, as the state and Federal records will show, can do business cheaper than the stock com- panies. You will notice, perhaps, I am using as an example a fire insur- ance proposition. I am doing that because I believe that fire insurance is what you are mostly interested in. Of course, more than all this is neces- sary to conduct a successful mutual fire insurance company. Owns organization There mus! be, as in all other business, efficient and careful management. The board of directors should be keen, success- ful and honest men and should under- stand the class of business their par- tcular company is insuring. The manager should be an insurance man who understands every angle of the business. He should know underwrit- ing, so that he will be able to discern a bad risk from a good one, he must know how much of a line his company is able to handle in a certain class, he should be a man who is able from ex- perience to suggest improvements for his policy holders risk. In the fore- going paragraphs I have only given you a general outline as to what mn- tual insurance is. Now, then, I desire ' 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 Gunther Bldg. - 1018-24 S. Wabash Avenue February 26, 1919 Fire Fire Fire Merchants! We can save you 32%, from Stock Co. rates, on your Fire Insur- ance cost. Write us for rates. Michigan Mercantile Fire Insurance Co. Mich. Trust Bidg. Grand Rapids, 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 $3 Michigan Assets $3,099,500.00 Mercuants Lore Insurance Gompany Offices—Grand Rapids, Mich. Has an unexcelled reputation for its Service to Policy Holders $4, 274,473.84 Paid Policy Holders Since Organization CLAUDE HAMILTON WM. A. WATTS RELL S. WILSON Vice-Pres. President Sec’y JOHN A. McKELLAR RANSOM E. OLDS CLAY H. HOLLISTER Vice-Pres. Chairman of Board Treas. Insurance in Force $55,088,000.00 SURPLUS TO POLICY HOLDERS $477,509.40 WM. H. ANDERSON, President J. CLINTON BISHOP, Cashier Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA.T. EDISON, Ase’t Cashier aga yes OO Torn 8 i j i919 Xe — . oes February 26, 1919 MICHIGAN TRADESMAN to say that since its inception mutual insurance has developed like your own business develops and grows. We have long ago dropped the old a:sess- ment feature, because we found that that system lacked practicabil ty, but the principle was not attacked. By so doing we have found that it is much easier and more substantial to operate like other companies do—by collecting the premium in advance, That, of course, will be an estimated premium, because it is collected in advance. We have found that this estimated premium basis of operation saves tus money because it creates less loss. When operating on the assess- ment basis companies often move from 5 to 10 per cent. from the assess- ments due them on account of policy holders moving away, bankruptcy, etc. On the advance premium basis this is not liable to occur, because the prem um is paid in advance in order to make the insurance effective. As I have said before, this necessitates estimating premium income. What difference does it make if the estimate is too high? It is returned to the pol’ cy holders because the excess be- longs to them. It is your money. It belongs to you absolutely. Then, also, a first-class mutual insurance com- pany will collect enough premiums, in order to create an emergency re- serve, so that extra assessments for extraordinary losses may he avoided. Do not allow anyone to tell you thai mutual insurance is not safe. ‘It is just as safe as any other stock com- pany can be. I think it is safer, he- cause in a mutual company the mem- bership controls the company, but in a stock company a pol’cy holder has absolutely nothing to say about its management, Now, possibly, I have given you the impression that all is roses—no thorns at all. This is not true. Like every other business, when organizing a mutual insurance company, trials and struggles will come and for that reason so as to avo'd all the trying difficulties it behooves an organiza- tion of this kind to back and sup- port with all its might the fire insur- ance companies in the mutual class now writing business in Michigan— the Grand Rapids Merchants’ Mutual Fire Insurance Co., the Michigan Mercantile, the Michigan Shoe Deal- ers an dthe Michigan Bankers and Merchants—all first-class companies. These companies have been able to reduce the cost of insurance to their policy holders from 25 to 35 per cent. from the premiums they formerly had to pay. — ++ Ultimatum. Willie was in a bad temper. His mother had just discovered that there was not a clean nightshirt ready for him to wear. “Never mind, Willie,” she said, con- solingly. “You will have to put on one of your sister’s nightgowns to- night.” “What, a girl’s?’ snorted Willie, drawing himself up haughtily. “Yes. Why not?’ asked mother, in surprise. “T won’t wear it!” declared the small boy. “I rather go to bed raw!” Attitude of Administration Should Be Changed. The atmosphere seems to be unfay- orable for the flotation of the Vic- tory Loan, and something should be done in the next two months to im- prove the situation. The Tax bill will have to stand, but the attitude of the Administration, in appearing to be inclined toward socialistic experi- mentation, ought to be changed forth- with. It should be recognized at once that investors are not Socialists. It is hardly proper to say that what- ever the Government does, outside cf its own rightful sphere, it does badly, but it is not much of an exaggeration. to say that this is the general belief among business men. One often hears such an expression as this: “Well, if I ran my business as the Government . runs its business I should ‘bust up’ in a year!” The ideas of the Postmaster-General should be repudiated, and instead of reaching out for more public utilities or for a firmer hold on them the Ad- ministration should endeavor to take ° its hands off. Then, too, the markets for merchandise would better be left to the laws of supply and demand. However able Government officials may be, they are not supermen and they have to blunder along as do the rest of us. And their blunders are very costly to the country. It would be extremely unfortunate if, when the Victory Bonds shall be offered, any important number of pos- sible investors should have any reason to think it quite as well for the best interests of the country if the present Administration should be short of money rather than flush with it. It was unpatriotic to criticise the Gov- ernment in its efforts to win the war, but the kind of peace we are to have and the measure of economic liberty we are to get are matters for general criticism and anxiety. People are just as patriotic now as they were when they took billions of bonds at low rates of interest and in the face of expectation of loss on the investment. T’o win the war was an object which overshadowed any faults in the manner of its winning. It would seem, now. however, as though the Government had acquired a habit of spending billions and must keep it up. It is fair to ask, for in- stance, what assurance there is that the merchant marine which the Gov- ernment is building will be composed of vessels which can be used or profit- ably used. Of course the Government has the credit necessary for the borrowing of any sums, however vast, but in order to borrow freely and at a low rate of interest it would seem to be advis- able for the Government to make it clear that no money is going to be wasted in trying out Socialistic theo- ries. State Socialism may be defined as the official way of stifling and mummitying, with swathes of red tape, all initiative and enterprise in trade, industry, transportation or communication. J. Howard Cowperthwait. —_——__—-_ 2-2. A lot of people get pity when they need help. INSURANCE AT COST On all kinds of stocks and buildings written by us at regular board rates, with a dividend of 30 per cent. returned to the policy holders. No membership fee charges. Insurance that we have in force over $2,500,000 MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE COMPANY FREMONT, MICH. One of the Strongest Companies in the State Bristol Insurance Agency FIRE, TORNADO AND AUTOMOBILE Insurance FREMONT, MICH. We specialize in Mutual Fire Insurance and represent three of the best Michigan Mutuals which write general mercantile lines at 25% to 30% off Michigan Inspections Bureau rates, we are also State Agents for the Hardware and Implement Mutuals which are allowing 50% to 55% dividends on hardware, implement and garage lines. We inspect your risk, prepare your form, write your policy and adjust and pay your loss promptly, if you meet with disaster. If your rate is too high, we will show you how to get it reduced. Why submit to the high rates and unjust exactions of the stock fire insurance com- panies, when you can insure in old reliable Mutuals at one-half to two-thirds the cost? Write us for further information. All letters promptly answered. C. N. BRISTOL, Manager and State Agent. 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 Attention Merchants! Insure with the Grand Rapids Merchants Mutual Fire Insurance Co. We will insure you at 25% less than Stock Company rates. No membership fee charged. We give you 30 days to pay your premium and do not discrimi- nate. -We are organized to Insure Buildings, Stocks, etc., any where in the State of Michigan. Since our organization we have saved our members Thousands of Dollars, and can do, proportionally, the same for you. HOME OFFICE, ~ GRAND RAPIDS elaine ie ee Fics Se EKGs SSN TORMSEMER Ral ADT ONT AD 16 THE BEST EVER. Retail Grocers and General Merchants’ Association Convention. Saginaw, Feb. 22—The Retail Grocers and General Merchants’ Association of Michigan opened their twenty-first an- nual convention here last. Tuesday morn- ing. The grocers started their first ses- sion Tuesday afternoon. with Mayor Paddock delivering the welcoming ad- dress. Rev. N. 8S. Bradley pronounced the invocation, and the meeting was occupied with reports of officers and mis- cellaneous business. Charles Christensen, President of the Saginaw Retail Grocers Association, de- livered the following address: Ladies and Gentlemen. delegates to the twenty-first annual convention of Retail Grocers and General Merchants’ Asso- ciation of the great, grand State of Michigan; When we sing “Sweet Land of Lib- erty”’ it means more to us to-day than it did before; let us therefore sing the anthem ‘‘America,’’ with enthusiasm, also, aS we never sang it before. Song ‘‘America.” It is indeed an honor and a pleasure to be priviliged to eall to order for its first meeting this auspicious gathering. We invited you to come to Saginaw for your twenty-first annual convention. You accepted our invitation. We are mighty pleased to see you and hope you will spend pleasant, as well as, profitable days among us. Let us just for a minute contrast conditions at the Ann Arbor cortven- tion with conditions to-day. Then we were in the midst of war with its tragic setting. surrounded lit- erally by an atmosphere of gloom and a premonition of ill tidings tegulations, restrictions, tension and uncertainty on every hand. Thank the Lord! ‘With the glorious victory given us at Chateau Thierry, our boys won for us even before the most confirmed optimist among us dared hope for that result that all of us so enthusiastically celebrated on the memorable eleventh day of November, nineteen hundred eighteen. Therefore, friends, this is not only a peace convention, but, ladies and gentle- men, a victory convention. The atmosphere to-dav is free from Shrapnel. There are no restrictions and no regulations to live up to, therefore while it is a fact that association mem- bers, as a class, did credit to their or- ganizations and while nearly all of them MICHIGAN TRADESMAN all over this great land co-operated with the Government to the fullest extent of their ability, nevertheless we are glad that war and regulations are no more. While the convention that is in session JOHN AFFELDT, Jr.. LANSING. First Vice-President. now is different than the one last year at Ann Arbor, friends. and while the era of peace has dawned, do not let me create the impression that this will not be an important convention. The period of reconstruction brings with it many problems heretofore not encountered by even the oldest member among us. The transition from war to peace is, to say the least, a most complicated process. The tremendously high prices Which are a symptom of all wars are going to seek normal levels some day. When? That is the question. Will it be the part of wisdom for merchants to continue or try to continue hereafter under a_ restricted delivery policy or would it be folly to attempt it? Many other questions of equal importance will come before you at this convention. All in all the Executive Committee figured that this would he a convention at which business would be given first consideration, entertainment next. The annual address of the President and the annual report of the Secretary were received with applause and satis- faction. Both appeared in full in last week’s edition of the Tradesman. Following are the various committees appointed by President Cusick: Ways and Means—Joe Sleder, Trav- erse City; J. T. Tatman. Clare: J. R. Rebone, Detroit; Wm. MeMorris, Bay City; A. C. Neilsen, West Branch. Order of Business—Theo. H. Trost, Ann Arbor; John Schaffer. Merrill: F. C. Wood, Port Huron. Auiditing—James T. Hughes, Grand Rapids; Wm. Milham, Kalamazoo: Fos- ter Winey, Ludington Cc. W. SHREVE, DETROIT. Second Vice-President. Resolutions—J. A. Lake, Petoskey; J. H. Primeau, Bay City; GC. §S. Shrieve, Detroit. Credentials—Otto Rhoda, Saginaw; L. Hildebrandt, Lansing; L. Seager, Cadillac. . Legislative—John Schaffer, Lansing; Frank McConnell, Lansing; M. C. Bow- dish, Lansing. By-Laws—Wm. McMorris, Bay City; C. D. Poole, Flint; W. W. Symons, Grand Ledge. Press—Charles Christensen, L. E. Schwerner, Saginaw. Saginaw; February 26, 1919 Insurance—J. M. Bothwell, Cadillac; J. A. Lake, Petoskey; J. M. Primeau, Bay City. In the evening at 7 o'clock there was held in the banquet hall of the Bancroft Hotel what one might term a good old fashioned get-together and get-acquaint- ed meeting. It proved a very delight- ful affair. At 8 o'clock S. W. Roth, of Chicago, spoke to the assemblage. He admon- ished the grocer saying above all things keep your store and show windows clean for cleanliness brings business. He urged the grocers by all means to read trade journals. He also strongly advocated good clean advertising. Specialize in teas and coffees. Keep your credit good with the jobber, establish a bank ac- count and pay by check. at all times have fire insurance. Mark all goods in your stere with plain figures, thereby establishing in the minds of your cus- HERMAN SCHMIDT, BAY CITY. Treasurer. tomers that you run a square deal one price store. He strongly advocated the eash and carry plan. saying, ‘The American public demand it.’ He also declared that the desire for credit has become so firmly implanted in Ameri- ASK YOUR JOBBER FOR Hart Brand Canned Foods HIGHEST QUALITY Our products are packed at seven plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Lim Kidney Beans, Spinach, Beets, Saur Kraut, Squash. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Blackberries, Plums, Pears, Peaches. a Beans, Pork and Beans, Pumpkin, Red W. R. ROACH & CO., Grand Rapids, Mich. Michigan Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE, CROSWELL, NORTHPORT. nee fi he met mt ee erm February 26, 1919 cans that the grocer is forced to eater to it, but he advocated an extra charge when credit is given. This charge, cov- ering the cost of the ¢lerical work and overhead due to credit. will make it cheaper for the consumer to pay cash, and will thus stimulate his business. He recommended an extra charge of one cent on every dollar’s vurchase as a proper charge for credit accounts At 9 o'clock a_ theater party was J. M. BOTHWELL. CADILLAC. Secretary, given at the Jeffers-Strand theater and it was largely attended. This ended the first day’s convention Wednesday. Wednesday morning’s session was called to order by President Cusick at 9:30. They first held a meeting for open discussion, the chief topic of the morning being the open discussion on the cash-and-earry system, as applied to retail grocery dealers. Whether’ they should try to educate the publie to this plan or abandon it altogether and go back to the old system of practically un- limited credit, and delivery of everything the customer wanted sent were questions discussed by the grocers. The concensus of opinion seemed to favor a compromise between the two plans. By this system the grocers, if they charged goods, would LEONARD SEAGER, CADILLAC. Director, add to the price to cover the cost of the service, and they would also make a flat charge for delivering articles. This mat- ter was discussed at considerable length by many of the dealers Tuesday morning. Guy W. Rouse, of Grand Rapids, ad- dressed the grocers on ‘What the Mer- chant Should Do During the Reconstruc- tion Period.” He described many exam- ples of laxness and bad management among grocers and urged them to intro- duce efficient management into their businesses as one of their duties in help- ing reconstruction. This masterly ad- dress will appear in full in the Michigan Tradesman of March 5. Wm. A. Haan then read an excellent paper on Mutual Fire Insurance, which is published verbatim in the insurance department this week. In the afternoon the delegates visited many of the wholesale houses and man- ufacturing plants, among ‘which were Sommers Bros. Match (Co., the Schust Co., the Cornwell Co.. Symnons Bros., Lee & Cady, the National Grocery Com- pany and the Oakland Vinegar and Pickle Co. In the evening at 6:30 they were tendered a banquet given at the Ma- sonic Temple. They served over 400 MICHIGAN TRADESMAN people and it proved a very delightful affair. P. F. Treanor acted as_ toast- master and, as usual, proved a whirl- wind at the end table. At the outset he paid a splendid tribute to President Wilson, the Secretary of War and the Secretary of the Navy, and asked that the entire assemblage stand and drink to the health of President Wilson and his associates, The first speaker called on was Presi- dent W. Cusick, who spoke of the successes during the past year and paid a special compliment to the men who had brought their wives to the festivi- ties of the evening. John W. Symons spoke on organiza- tion and the great good that can be accomplished if all members would only put their shoulders to the wheel and do their part. Ctto Steinbauer, manager of the Na- tional Grocer Company. Save aé short talk regarding the bright business fu- trre of the retail grocer, predicting that the eoming years of reconstruction will be the greatest in the history of the retail merchant Fix-President Jotn A. Lake, of Pe- toskey, spoke at length of the good that could be accomplished in organiza- ticn work. Foreigners are flooding the country and are putting in grocery stores on every corner. These people live in cellars, become rich, then send their money out of the country, which is a detriment to all mankind and the liberty loving public. W. R. Roach, Ex-President of the National Canners’ Association, said the retail grocery is an absolute necessity and such legislation should be fought for to further their work and help put them on a firmer basis of budiness. Speaking of canned goods and their stability, over two billion dollars’ worth were manufactured in this country in 1918. The National Association is spending $30,000 the coming year in re- CHAS. WELLMAN, PORT HURON. Director. search work and applied science. One million will be spent the coming year on publicity, endeavoring to educate the people to use a greater amount of can- ned goods. His predictions were that 17 the grocer was absolutely safe in buy- ing futures, emphasizing the fact that labor was hard to get and that the con- sumption of foods would be greater in the future than ever in the history of the country. Thursday. The meeting was called to order at 9:30 by President Cusick and the greater part of the forenoon was taken up in listening to the reports of the various committees. A considerable length of time was taken up in the discussion of insurance The speaker of the morning was Ex-President John Take, who gave a talk which should have been heard by every retail merchant in the State of Michigan. He strongly urged the discounting of bills and keeping a good credit record with your wholesale houses. Cleanliness is next to Godliness, he as- serted, and if by chance a. rooster should stroll into the store of some would-be merchants, he would immediately go out and wipe his feet on the grass. He charged his co-workers to be mighty eareful of over buying, Pointing out the folly of taking advantage of big deals when he should be a one ease buyer. Be careful of the clerks vou hire, They comprise one of the most important parts of a well-kept store, educate~ them in their line of work, teach them to be courteous and neat appearing at all times. Do not be afraid to pay good wages, for you will be renvaid a thousand fold when inventory comes at the end of the year. Take inventorv of your stock at least once a year and more often if possible. By all means. said Mr. Lake, be careful of your credit customers. 30 over your books once a month. This he asserted is one of the very weak points of the average merchant of to-day. He M. T. Chicago, U.S. A. _ Gentlemen: James S. Kirk & Company CHICAGO James S. Kirk & Co., Dept. J. R., Kindly send me........ boxes (50 cakes in box) Jap Rose Soap and one Jap Rose Wall Rack. This JAP ROSE SOAP Metal Display Rack Puts Cash in Your Pocket For itis a SILENT SALESMAN working for you without cost. It reminds your customers to purchase Jap Rose Soap at the most suitable time when they are in YOUR store and in the buying mood. It is in an attractive metal container that can be placed on an upright between shelves directly behind the sales coun- ter where JAP ROSE will be convenient to reach. Sent FREE with order for two boxes of Jap Rose Soap through your jobber. Name Address Jobber Jobber’s Address JAP ROSE SOAP is extensively advertised. It will pay you to push it. i | 18 made a strong plea for selling by weight, mentioning especially why Mrs. Jones Should come into the store and buy a stalk of celery at 10 cents. fumbling over the lot and picking out the very largest, while in a few moments later Mrs. Green comes in and pays the same price for a stalk of celery possibly one-third the size Those of you who sell oysters g0 home and measure out a quart, then put it on the seales and note how many more ounces you are fiving than you would if selling by weight. The time is at hand, you merchants of Michigan, when you must waken up to the condi- tions and opportunities that you are facing. Sam Poelstra presented the following report from Kalamazoo: During the past year the condition of the Kalamazoo Retail Grocers and Meat Dealers’ Association has been generally prosperous and effective. Regular meet- ings were held twice each month and several special meetings were called on extraordinary occasions. The interest in the affairs of the Association has been 800d and the meetings well attended. In fact the attendance this year has been much larger than ever before and the interest taken by the members has been much greater than in years past. These conditions have existed to a considerable degree on account of food regulations and the general uncertainty concerning food supplies. In common with all other retailers the business affairs of the members of the Kalamazoo Association have been seri- ously interfered with by the rigid regula- tions made necessary by the war with Germany. There was not found, how- ever, a single member of association who did not cheerfully and willingly ful- fill every condition by the Food Com- missioners, often at great personal loss. The patrictism of the members of the Kalamazoo Association in the critical period in our country’s history has been absolutely above reproach, At the suggestion of the officers of the Kalamazoo Association the County Food Administrator called a_ special meeting of all grocers in the county to consider the advisability of the use of sugar cards, The meeting was very largely attended and it was unanimously voted to use Sugar Cards throughout the entire coun- ty. The entire expense.of printing and issuing the cards, amounting to approx- imately $500.00 was paid by the retailers. The use of the Sugar cards was more than satisfactory as it resulted in al- most entirely removing the annoyances incident to the handling of sugar. In order to stimulate interest in the Association a very elaborate banquet was given by the Kalamazoo Association on Feb. 6, 1919, to which all dealers in food stuffs, both wholesale and retail, were in- vited. More than two hundred were in attendance, and a most enjoyable eve- ning was experienced. This was by far the most successful banguet ever held by the Kalamazoo Association and it has already resulted in a considerable addi- tion to the membership. An arrangement has recently been made which is resulting in greater in- terest in the meetings of the Associa- tion and giving much greater benefits. The Secretary of the Association handles the delinquent collections of the mem- bers and furnishes them credit informa- tion. At the meeting following the first of each month the Secretary gives a complete report on all collections of each member and delivers checks for the pro- ceeds of the collections made during the preceding month. He also gives to the members special and interesting items of credit information so that the mem- bers may be in a position to avoid giving to those that are unworthy of it. The Secretary also receives from the mem- bers the names of the delinquents and places them on file for future reference. This plan is being carried out with great Success in. Kalamazoo and with most 8ratifying results. Members of the Asso- ciation are very much inclined to attend every meeting when they feel sure that a check is waiting for them. The Kalamazoo Association is now in a thriving and prosperous condition. We are looking forward in anticipation to the best year in our history and expect to do great things. We have many plans for the betterment of trade conditions and the general prosperity and happiness of our members. Next year we will tell you how all these plans worked out. F. H. Stuit, of Grand Rapids, read the following interesting paper: We favor the wholesalers in our own city and give an honest salesman our time, as we find it pays to do sao We try to buy right and always discount our bills in order to keep up our credit. We never return any goods to wholesalers unless they receipt for them, so there is no dispute later, and always want a duplicate bill on everything we buy from them, so there will be no misunderstand- ing later. We believe in being honest to our wholesalers, as we desire to keep their good will. We do not keep quantity, but quality merchandise. We have tried both. We paint our store white every two years and keep our deliveries well painted and well lettered. Our store is painted white inside and we keep it san- itary. It makes our customers feel cheer- ful and at home, We also keep our Store well lighted and are g00d policy to meet with something wrong, but see them alon some of our employes a little and they get a divi- on a Customer, employes are valuable to us, We increase our employes too often. we expect our employes to speak to them we do not believe ir our customers. in getting too frie 1 getting too friendly Neither do we ndly with our em- would be liable of us if we should do so. no place for an employe who If they have any- and when an employe thinks he knows it our family and believe in harmo is out of the game. ny and no fools or swell- es knows what his each day and what profit he Our employes get and commission and we give Each of our employ L. E. SCHWEMER. SAGINAW. cation with pay, also days and when they We have our employes the compensation laws of We close our store noon to give them nights we close at when we close at ployes must be on t inventory every pay them for holi- every Thursday at a half holiday. Other 6, except on Saturday income tax rec We consider it esse what profit we make each know what our each week, and also think every mer- his salary the same as employes each all merchants should take everybody is not honest. and chant has an insurance o no inventory, he may h n his stock and ave a hard time for every merchant to ce policies examined by as it will pay him in case he have his insuran We also believe our customers run advertising and give our chen memorandum each t everything we have in in not letting any of customers a kit month of almos Some of our cus- tomers are forgetful memorandum will be their increases sales. tomers are our We find our book cus- best customers. ever, believe jin ‘ and ‘cut rate’ stores. We believe that our wholes ge dry goods or h cash and carry” not cater to lar. or drug stores. in our line shou so our wholesalers wi o the fact that we lieve in helping th ciation all we can and mittees who are or make room for We think we hay sociation and also system in the State, rs of our Asso- think the com- e the best As- and if you want to through, you are welc L r and his gang should have died fortv years ago and aiser should be to fight at the drop of the hat. coln and Roosevelt MICHIGAN TRADESMAN If there are new officers and new com- mittees appointed and elected, the old officers and committees should be just as faithful as when they had the honor. We believe in most everything which we think is right. We believe in wom- an’s rights. Now that they have the ballot, may God bless them for the good work they intend to do to clean up our large unclean cities from a moral and housing standpoint, so that the thousands of babies who came through this war and are in our institutions and elsewhere may be given a decent place to live and be educated, and that our boys who did our fighting over there and are coming home clean, will find our large cities as clean as our soldier boys are now, through the help of the fair sex, L. M. Steward was called on by Presi- dent Cusick to give a short talk on the necessity of the retail merchants having in their possession a trade journal of some kind. The day is at hand when the grocer must become more enlight- ened along the line of his profession. Show me a business man, he asserted, in whatever mercantile line he may be engaged that neglects keeping up with the topics of the day and searching for increased knowledge in his particular line, and I will show you invariably a man who is a failure in his profession. In the afternoon the election of officers was held with the following results: President—E, Ww. Jones, Cass City. First Vice-President—John Affeldt, Jr., Lansing. Second Vice-President—c. Ww. Shreve, Detroit. Treasurer—Herman Schmidt, Bay City. Secretary—J. M. Bothwell, Cadillac, Directors—L, E, Schwemer, Saginaw; D. L. Davis, Ypsilanti; Leonard Seager, Cadillac; Charles Wellman, Port Huron; Cornelius J. Appel, Grand Rapids. The selection of a city for the next convention was next in order, with but two towns bidding for Same—Jackson and Grand Rapids—and after a few flowery speeches and the reading of telegrams and letters from the Board of Trades and leading officials of the two towns, a vote was taken, with Grand Rapids an easy winner. Thus ended the Saginaw convention of retail merchants and it will long be re- membered for the work accomplished, the splendid attendance, and the excel- lent entertainment given by the local organization. J. P. SCHAFFER, LANSING. Chairman Legislative Committee. J. W. Symons, Jr., County Food Ad- ministrator, was called on. He paid a very high compliment to President Chris- was arranged and carried out. He spoke of the loyalty of the Srocers during the period of the war and thanked them for the assistance they have given him in his work as Food Administrator. President Christensen was called on and, in his modest way, thanked every one for their presence and shared the Success of the day with his co-workers. The entertainment feature of the ban- quet was probably the finest of its kina ever given before the Association. Ams- den’s orchestra provided the instrumental music, while Mueller Bros. delightfully entertained with many and varied songs List of Those Present. Arthur W. Ruprecht. Detroit. as. Bernecker, Saginaw. E. W. Deiss, Detroii. Jos. Erdman, Detroit. H. F. Merker, Detroit. Gus Kadan, Detroit. A. E. Renard, Detroit. W. H. Loeffer, Saginaw. H.. A. MacPherson, Flint. H. J. Daily, Bay City. Geo. Beaulieu, Bay City. John Bradley, Saginaw. A. A. Smith, Saginaw, February 26, 1919 Wm. Landskoener, Saginaw. John F, Waile, Flint. A, Blanchard, Bay City. C. J. Camp, Detroit. r,s: Pierce, Beaverton. H. J. Moulton, Eaton Rapids. H. L. Hubbard, Kalamazoo. Sam _ Poelstra, Kalamazoo. N. C. Davis, Morrice. L. C, Watkins, Perry. E. L. Selleck, Momiton Beach. EK. Fuller, Hemlock. H. E. Buck, Bay City. W. B. Eldred, Lansing, H. Griffith, Saginaw. Dwight H. Mahan, Battle Creek, l.. Himmelhock, Beaverton. C. M. Hartigan, Jackson. F. E, McDougall, Jackson. Gordan French, Chesaning. W. F. Case, Battle Creek, B. W. Rucker, Battle Creek. L. C. Weinman, Ann Arbor, Chas. Merrill, Breckenridge. M. L, DeBates. Bay City. Geo. J. Longtry, Detroit. Paul Gezon, Grand Rapids. F. H. Stuit, Grand Rapids. B. S. Aldrich, Fairgrove, J. A, Crimmerer, Saginaw. I}. A, Louffran, Grand Rapids. J. D, Kavanaugh, Bay City. Geo, A. Plietz, Ubly. F. S. Westren, Bad Axe. W. H. Westren, Bad Axe. Isaac Douma, Grand Rapids. D. S, Berman, Kingston. A. lL. McGee, Saginaw. B. B. Simons, Grand Ledge. Chas. Schluck, Saginaw. Gscar Johnson, Cadillac. C. Halley, Coleman. Emory C. Evans, Sanford. Robt. Sommerville, Sanford. H. P. Hansen, Greenville. L. G. Berry, Mt. Morris. A. J. Culletin, Mt. Morris. H. C. Stimson, Mt. Morris. Adolph J. Nuffer, Bay City. C. C. Barrill, Flint. Wm. H. Martin, Standish. R. J. Boomley, Pontiac. M. Smkule, Ypsilanti. S. W. Purser, Pontiac, T. J. Lendsay, Mt. Morris. Henry Schaefer, Pigeon. L. M. Steward, Saginaw. . John Doerr, Saginaw. Wm. Jasmond, St. Clair. C. C. Cole, Flint. E. R. Newberry, Flint. C. A. Day, Detroit. F. C. Kuhlow, Bay City. Wm. A. Haan, Grand Rapids. A. VanTiem, Detroit. Wm. O. Lee, Port Huron. Theo. Lankey, Bay City. J. J. O'Toole, Merrill. Kirk Williams, Saginaw. J. L, McDermid, Columbiaville, L. J. Johnson, Caseville. Wm. H. Wilson, Caseville. E. D. Shidd, New York, L. M. Kinney, Saginaw, A. H. Stevens, Montrose. Arthur Hunn, Breckenridge. M. Hopkins, Breckenridge. Wm. B. Fox, Breckenridge. Frank Rothberg, Imlay City. Mat O’Toole, Merrill. C. J. Ortner, Frankenmuth. W. J. M. Guegel, Frankenmuth. C. J. Appel, Grand Rapids. J. E. Sofer, Barryton. A. D. Fay, Chicago. Harris Jenkins, Merrill. A. E, Crosby, Merrill. C. E. Trahan, Merrill. W. H, Street, Flint. A. J. Gauther, Flint. W. A. Haven, Clio. William Blue, Merrill. Chas. Morris, Midland. Jas. T. Smith, Bay City. Jas. F. Pardee, Flint. , EK. B. Fuller, Montrose. lL. H. Nelson, Clifford. Elmer Ingle, Fairgrove. M. O. Adones, Fairgrove. John. Hersch, Flint. Claude Uroman, Flint. W. E. White, Flint. Frank J. Schultz, Bay City. A. H. Burk, Chesaning. C. Powell, Alma. J. H, Shaltry, Saginaw. G. A, Fauiman, Detroit. W. H. Lewis, Saginaw. John W. Brown, Vanderbilt. H. Becker, Bay City. Henry Heinetz, Hemlock. Geo. L. Goodrich, Saginaw. Albert Hitzert, Saginaw. e Perry, Saginaw. Frank Hyman, Saginaw. F. J. Schultz, Bay City. J. H. Walther, Bay City. Clarence J. Nauer, Saginaw. Wm. Boland, Saginaw. Ed. Stroebel, Saginaw. W. H. Jasper, Saginaw. J. D. Wilder, Saginaw. G. D. Harris, Saginaw. O. A. Rogers, Saginaw. Wm. Atkins, Saginaw, C. W. Mulholland, Saginaw. M. ’. Hemmeter, Saginaw. H. N, Stevens, Saginaw. R. F. Wolpert, Saginaw. John A. Lake, Petoskey. James P. Holbrook, Mancelona. C, H. Kretchmer, Saginaw. M. Schrems, Saginaw. a5. oA Heineman, Kingston. J. M. Bothwell, Cadillac, Jas. Sleder, Traverse City, 1919 usiness. Build up your good will and your business by becoming a regu- lar distributor of the bread made by THE SCHULZE BAKING CO. GRAND RAPIDS | aes 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 ail kinds. Get our quotations. KENT STORAGE COMPANY, Grand Rapids, Michigan MOORE’S D.U. Brand of Vanilla and Lemon Flavoring Is one of the many grades of Vanilla and Lemon Extracts or Flavors we make. For general use we recommend you to considerour D.U. BRAND for the following five Big REASONS— (1) The largest bottle consistent with quality. (2) Tastes “Just a little better.’ (3) Positively guaranteed against heat or cold. (4) Consumers get into the habit of asking for this brand. (5) Grocers find it increases their sales and attracts new customers to the store. If you are selling this brand, you know the above is true. never sold our line, try it and you will be convinced. THE MOORE COMPANY, Temperance, Mich. If you have GONE TO HIS REWARD. Appreciation of Life of George P. Richardson. George Parker Richardson, pioneer manufacturer of silk thread in the West, and prominent in Chicago busi- ness circles for many years, died in New York Wednesday, Feb. 12, in the 69th year of his age. He had gone to New York on business, after con- cluding which he expected to spend a couple of months in Southern Flor- ida for rest and recreation, but, not feeling well, he was obliged to post- pone this trip and the end came quite suddenly Wednesday evening at the Manhattan Hotel, where he was stop- ping. His sister, Mrs. Sarah A. White. and his daughter, Miss Isabel Rich- ardson, had joined him for the South- ern trip and were near him at the end. Mr. Richardson was born in Hills- boro, N. H., on Dec. 14, 1850. His parents were born and reared in New England, as were their forbears back to early colonial days, and his early years were spent on his father’s farm at Hillsboro. He received a good school education in one of the nearby academies and as a young man came to Chicago in 1871. Without friends or aquaintances to aid him, he was thrown entirely on his own resources. He had had no previous business ex- perience, but he soon found work an after a brief interval spent in his first position, was engaged by Belding Bros. & Co. as a salesman, being one of the first three employed by them as salesmen. H. H. Belding, who was at the head of their business in Chi- cago, and who died many years ago, hired him and Mr. Richardson, in telling of his early experiences in the silk business,- would humorously en- large on the thorough and valuable knowledge of the business he gained in a single afternoon, that being all the time Mr. Belding would allow him, as he hired him in the forenoon and started him out in the evening to be on hand for business at his first stop, bright and early the next morn- ing. Difficulties never balked him. His winning personality, tact and in- stinctive knowledge of human nature won him friends almost at sight and ina short time he became Belding Bros. & Co.’s leading salesman, his sales far exceeding those of any other man in their employ. After making Chicago his headquarters for a num- ber of years, he went to Cincinnati to manage Belding Bros. & Co.’s office at that point and he practically creat- ed their business in that territory. Many large accounts which they re- tain to this day he secured for them individually. In 1886 he returned to Chicago and organized the Richard- son Silk Co., of which he became President and so remained until his death. Under his wise and able man- agement, the Richardson Silk Co. has become one of the leading concerns in the silk thread industry in this country and has also built up a very large business in crochet and em- broidery and sewing cottons. It is also developing a large export busi- ness. Mr. Richardson is survived by his widow, Mrs, Isabel Richardson, and MICHIGAN TRADESMAN a daughter, Isabel. He was a mem- ber of the Union League, South Shore Country and Glen View Clubs. He lived at 4536 Sheridan Road. Funeral services were held in the chapel of Rose Hill Cemetery, Chicago, on Sat- urday, Feb. 15. Frederick A. Wash- burn, of Belding, and Stewart Hay- den, of Grand Rapids, were pesent at the funeral, with other associates and friends, Mr. Richardson will never be for- gotten by his friends, who include his associates, and by the latter he will always be remembered, not only as the strong and wise leader, but, most of all, as the kindly and un- selfish friend, Thomas S. Noyes. _———. >. Programme For Battle Creek Dry Goods Convention. Lansing, Feb. 25—Enclosed please find copy of the programme for the 11. Report of Secretary and Treas- urer. 11:20. Address by Lew Hahn, Secre- tary of the National Retail Dry Goods Association on “Benefits of Retail Organization.” 12. Adjournment for lunch. 2 p.m. Meeting called to order. Address by W. P. Emery, General Manager of Crowley, Milner & Co., Detroit, on “Merchandising on a Falling Market.” Followed by questions and discussion. Y 45. Address by Mrs. Lucinda Prince, Educational Director of the Na- tional Retail Dry Goods Association on “Education of Employes.” Fol- lowed by questions and discussion. z 45. Addres. by C. B. Clark, Controller of the J. L. Hudson Co., Detroit, on “Expense Accounting.” Followed by questions and discussion. to 6. Remaining time before ad- journment to be taken up by discus- sion from the floor. i George P. Richardson, Michigan Retail Dry Goods Associa- tion convention to be held at Battle Creek, March 12 and 13. The spirit of co-operation in your letter is certainly appreciated and I am quite sure that every merchant in the State, could he realize the benefits of a State organization, as many of us do, would endorse my statement to the effect that this is a wonderful and great time to be alive. The business man of this country, as a factor in its progress through honesty of purpose and sincere devo- tion to duty, cannot but help make this country what it should be: the greatest and best on earth. I again thank you for your very generous and appreciated offer of co- operation. J. W. Knapp, Sec’y. Wednesday, March 19. 9:30 a. m. Registration of all mer- chants. 10. Meeting called to order by Presi- dent. Address of Welcome by the W. D. Farley. Battle Creek. 10:40. President’s address. Thursday, March 13. 9:30 a.m. Meeting called to order by the President. Address by F. E. Mills, Mills Dry Goods Co., Lansing on “Discounts, Approvals and Return of Merchan- dise.” Followed by questions and discussion. 10:15. Address by H. C. Dart, Secre- tary Better Business Bureau, De- tro‘t, on “Comparative Prices and Honest Advertising.” Followed by guestions and discussion. 10:45. Address by L. G. Cook, Cook- Feldher Co., Jackson, on “Relation of Employer to Employe.” Follow- ed by questions and discussion. 12. Adjournment for lunch. 2 p.m. Meeting called to order by President. - Address by Albert Koch, LaSalle & Koch Company, Toledo, on “Com- mission System of Paying Em- ployes.” Followed by questions and discussion. 3. “Future of the Michigan Retail Dry Goods Association.” General discussion by members present on February 26, 1919 “How and in What Way to Make this the Strongest Organization oi Its Kind in the Best Country in the World and the Best State in your Country.” 7:30. Smoker. John C. Toeller, ot Toeller-Grant Co., Battle Creek, chairman. Following subjects to be discussed by the merchants present: 1. Discount to dressmakers, Where to draw the line. 2. The bribing of buyers and its many abuses; also better buying methods. 3. Retailers agreeing upon a fixed time at each season to begin clearance sales, especially in ready-to-wear, mil- linery and .furs; also better selling methods. 4. The charge for alterations in outer garments. 5. Advertising of comparative prices; also better advertising meth- ods and the limit for expenditure for same. 6. Lack of sales education among employes. 7. Harmful laws. Does the Mich- igan garnishment law encourage the instalment stores? 8. The return goods evil and how to control it; also the abuse of the approval privileges. 9. Building your store organiza- tion. 10. How best to arrange your store. Is it necessary to have a large reserve stock room? Other subiects may also be pre- sented for discussion and action. ——— <>< —_—__ Song of the Seas, Written for the Tradesman. Over seas we toss and are going Over seas the wild winds are blowing Out amidst the storm and wave Out upon Atlantic’s wave That we may the nations save Going, going, going! Over seas we rock and are rolling Over seas the coasts are vatrolling Out upon the briny deep Where the tempests stir the deep Lookouts watch nor ever sleep Rolling, relling, rolling! Cver seas all hail we are sailing Over seas our ships are prevailing Waves may wash their every part Tempests tear the rail apart On we go with stronger heart Sailing, sailing, sailing! Over seas we glide and are flying Over seas we haste to men dying Winds may rage the more and more Thunders roll yet more and more Soon we'll reach the Allied shore Flying, flying, fiying. Over seas we ride and are singing Over seas glad joy we are bringing We'll inspire them over there Hearts we'll fire when over there We will keep them everv where Singing, singing, singing! Back-o’er-seas home fires are burning Back-o’er-seas we'll come returning Braver still we'll cut the wave Prouder since we sailed the wave Fires of Liberty they have Burning, burning, burning! Charles A. Heath. Remove Pin Tickets, Written for the Tradesman. In all cases except when goods go out on approval or there is a prob- ability of being exchanged it would be a kindness to purchasers to re- move all pin tickets. Most every one has experienced annoyance of pain because of hidden pins. Even after tickets are removed from gar- ments there is risk of laceration un- less immediately destroyed. Whether it would be economy to retain and use tickets again is a ques- tion for each merchant to determine for himself. Where thorough systein prevails no appreciable extra time or care would be required to do so. Minion. i A ripple of laughter is worth a flood of tears at any stage of the game, aS Cage ee ee eg a oO -= A ma N al of fo th uf ar February 26, 1919 Wayside Jottings By a Lonesome Lansing Traveler. Norfolk, Va., Feb. 21—On a rainy evening and in a more or less dense fog, we left Washington for Rich- mond on a slow train. In the distance of 110 miles, more than sixty stops were made. Tiresome, of course, but after a good night’s rest at the Jef- ferson we were ready for business. We found later that by waiting an hour longer at Washington, we could have taken a fast train and reathed Richmond only 30 minutes behind the local. One passenger remarked that the difference in time spoke well for the local train in making so many stops. In our opinion, however, it simply doesn’t say much for the fast train. Richmond is, indeed, a beautiful city with a population of 60,000 and is famous for its splendid hotel accom- modations. Fora greater portion of the time during the civil war it was the confederate capital and many costly monuments adorn its streets, mostly of confederate generals, the most im- posing of which is that of General Lee. The traveler who is historically in- terested may find post cards which ex- plain in both pictures and words the notable events connected with the history of Richmond, among which is the burning of a considerable por- tion of the city by the Union forces April 3, 1865. At 2007 West Broad street we saw a large sign which re- minded us of home—Reo motor cars and Duplex trucks. On the opposite side of the street is located the home offce and factory of the world-re- nowned C. F. Sauer Co., manufactur- er of extracts. Several miles Southeast of Rich- mond is located the great Dupont powder mills, with its many metal storehouses, sixty rods apart, and covering and area which is reckoned in square miles. A little South of Williamsburg we could see from the car window long rows of soldier barracks occupied by colored troops, many of which, owing to the low ground and recent rains, were wallowing through mud appar- ently knee deep. In the absence of any explanation, we wonder why the Government established and © still maintains camps in such places. For miles before reaching Newport News and continuing to the water’s edge we could see soldier barracks almost without number, and oceans of machinery and equipment gathered for shipment overseas, including thousands of tractors of the type man- ufactured by the Reo Motor Car Co., of Lansing, which are now rusting and more or less exposed to the ele- ments. At Newport News we crossed by boat to Norfolk. Any person who can make this trip in cloudy weather for the first time and arrive at Nor- folk with a correct perception as to mint MICHIGAN TRADESMAN the points of the compass, is a won- der. Norfolk is said to have a resi- dent population of 110,000 and a float- ing population of 10,000 or more. The city virtually swarms with soldiers, sailors and marines, Returning from a business trip to Hampton we visited the Embarkation Hospital, which was formerly a Na- tional Soldiers’ Home, but is now used to receive disabled soldiers returning from France. Thousands are there and the effects of hun bullets are plainly visible. We also stopped off at Old Point Comfort and stood on the spet where the English landed in 1607 and who later established the first successful settlement on the con- tinent at Jamestown, about forty miles up the James River. We visited Fortress Monroe and had pointed out to us the casement thereto, in which the confederate President, Jefferson Davis, was confined for many months after the close of the civil war. This fortress in its present state was com- menced in 1819 and finished in 1830. The armament for the most part has long since been removed, and nothing but barracks and drill grounds re- main to be seen inside. Near by, how- ever, and continuing for a consider- able distance may be found large coast defence guns of the disappear- ing type, nearly fifty feet long and fourteen inches bore, with a range of sixteen miles or over. Also among others large transport batteries with locomotives complete and all ready for action. We might say that this fortress is an heir to Fort Algernoune, a palisade construction erected by English set- tlers in 1609 At Old Point Comfort an army of- ficer pointed out to us the exact spot in Hampton Roads where the Monitor engaged the Virginia (formerly the Merrimac) for hours in mortal com- bat on March 9, 1862, resulting in a retreat of the latter to Norfolk in a disabled condition. This spot is now the anchorage of several U. S. battleships. H. D. Bullen. —_—_~--.____ Greedy for Wasps. The common green frog has been discovered to possess an _ insatiable greed for wasps. This extraordinary appetite does not seem to be in the least checked by an occasional sting. The protecting color of the frog, wh'ch sits motionless upon leaves, no doubt deludes the most wary of insects into sense of security. 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. Ht “cece Laces and Embroideries very moderate prices. Have you noticed that your sales on laces and embroideries are increasing? The demand for these is better than it has been for several seasons. We are prepared to supply your wants in both lines at WHOLESALE DRY GOODS = Mi | Quality Merchandise—Right Prices—Prompt Service | Paul Steketee & Sons ‘ccc ITE GRAND RAPIDS, MICH. SERVICE QUALITY Mail Orders Our Specialty Now is the time to keep your stock well assorted. Buy in reasonable quantities but do not let your stock get too low in the expectation of much lower prices in the near future. We have reports from New York that the market has strengthened and on some items the prices have even advanced. Send us your mail orders and we will ship the same day the order is received. Do not wait for quotations. We will ship at Prevailing prices at the time of shipment. You can make large increases in your business if you will buy “Specials” and pass them along to your trade. Try some of these. We will ship as long as they fast. SPECIALS ON PIECE GOODs. 27 inch Hillsboro Cheviots, Bookfold .......................... Wecweeus $ .1814 26 inch Diana Ginghams, Short BROS cae ee. -15 ae inch Gi Mival Percales, Geokfoid .................-................. 12% 28 inch Strong Kloth Suiting, Plain and Fancies ................... .20 ee oy ioe Sock occ 124 27 inch Devonshire Poplin, Wh'te and COlOPRE coo oc -28)/5 ee ee 12% Oe ie ei 25.50 NE ON ORCONE ete ees OPS 27.50 ee er Pi eye 15 ch se hess “eto eer wat lo jogs EP en 17/5 SPECIALS ON NOTIONS. 7,200 Men’s White Handkerchiefs, longfold, Bxd. 10 Doz., Doz. cia ae 600 Congress Garter, Men’s, Satin Pad, Single Grip, Doz. ............ 2.00 400 Congress Garter, Double Oem, Der 6 2.00 2,001 Indigo Aprons, Asst. patterns and sizes to Boz, Dox ....:.... 13.50 215 Dust Caps, flowered patterns, Asst. to Doz., Doz. ................ .80 217 Dust Caps, solid colors, Asst. to IOReOSe 66.5 -80 SPECIALS ON HOSIERY AND UNDERWEAR. 1826 Women’s High Neck, Long Sleeve, Ankle Length Gauze Union ete, Pee Oe Oe .$ 5.00 Se ge ee ee fee ei we na eee 5.50 2508 Women’s Low Neck, Sleeveless, Ankle Length, Spring Weight Cotton Union Suits, sizes 34-38 ........................... 12.00 EG eee ee 13.50 2720-N Men’s Spring Weight Worsted Union Suits, sizes 34-46 _..., 16.50 226 Ribbed Top Out Size Cotton Hose, Seamless, s’zes 9-10\% ........ 1.75 249 “‘Burson”’ Black Cotton Hose, sizes ee 2.50 506 Heavy Weight Black Cotton Socks, sizes 10-11) ............... 1.85 SPECIALS ON MEN’S FURNISHINGS. 15250 “Blue Buckle” Overall Union Made ........................... $22.50 15251 “‘Blue Buckle” Jacket to match 15250 Overall cee 22.50 10106 Voile Shirt Waists, regular $22.50 values, all sizes ............. 12.00 10107 Voile Shirt Waists, regular $22.50 values, all sizes ..... 2.2.4.5... 12.00 10108 Voile Shirt Waists, regular $22.50 values, all sizes ............ 12.00 10139 Voile Shirt Waists, regular $22.50 values, all s'zes ............. 12.00 11230 Khaki Work Shirt, a bargain ...............00..0cecc cece eee 7.50 11268 Heavy striped cheviot work shirt ....................... faces Sy 10.50 11347 French Cuff Shirt 1414 x17 Bxd. Va OR ee ee 9.00 5606 Cabinet Brand Laundered Cuff Shirt, 14144 x 17, Bxd., 4° Doz. os foe 10935 Boys’ Work Shirt Khaki 13-132-14, Bxd., 5 Doz. solid Grand Rapids Dry Goods Co. 20-22 Commerce Ave., S. W. Grand Rapids, Michigan Citizens Phone 4428 THE HOUSE OF SERVICE Bell Phone—Main 393 EXCLUSIVELY WHOLESALE QUALITY SERVICE MICHIGAN TRADESMAN se med 1d: - iil HAP i 4 =e EC LETS OO TECVENTTNTea.))) __ AUTURCRECG UUs Wheto a WYNNE eet : Ante ST ’ : A) ww — = — > VELE 2 = sa oo “FH - Grand Council of Michigan U. C. T. oo Counselor—W, T. Ballamy, Bay ‘ity. Grand Junior Counselor—-C. c. Stark- weather, Detroit. Grand Past Counse!lor--John A. Hach, Coldwater. Grand Secretary—M. Heuman, Jackson. Grand Treasurer—Lou J. Burch, De- troit. : Grand Conductor—H. . Ranney, Sag- Page—A. W. Stevenson, Mus- Grand Sentinel—H. D. Bullen, Lansing. Grand Chaplain—J. H. Beiknap, Bay Set Your Mind To Higher Key. An objective point or certain goal in selling is an incentive to highest accomplishment. It is a good plan to set a mark for a certain of business which you expect to do in a year—and set it high enough so that you will have to hustle to make it. Then divide the total volume you strive for into monthly and weekly quotas, and start out each day with a steadfast determination to get your quota. Most of the top notchers among salesmen work on that basis—in fact, everyone who gets ahead in_ this world must have a definite purpose in view and constantly bend their efforts to the complete fulfillment of that purpose. Aimless work, however diligent, will not produce the results that are possible through a well defined plan and a standard by which to gauge your every effort. One trouble with a great many salesmen is that they keep in mind just about how much business is ab- solutely necessary to enable them to hang onto their job and they plod along month in and month out hovering around the dead line of production—usually coming out at the end of the year by a very narrow volume margin When the cancellations and bad risk are trimmed off on the year’s business the house often has to take a chance at unreasonable odds ‘that next year’s record will show an im- provement. That is a narrow and demoralizing rut into which the best of salesmen may fall if they do not exercise their own power of initiative. Men who get into that rut always have a ready excuse to hand out in their own defense—but the fact is that they have failed to get up a standard that will keep them safely inside of the correct margin of sellipg expense and work always with that standard in view. As a rule these men have a specified territory in which to work. If the house should send another salesman into their territory they would raise the devil—yet they. have contracted. with the house to get the business that is possible out of that territory and they are not fulfilling their end of the bargain. If a salesman thinks enough of a territory to accept it as his field he should think enough of himself to put forth his best efforts and see that he gets the benefit of the maxi- mum volume of business to be had in that territory. It is an obligation he owes to him- self first of all—and on top of that is the obligation he owes to his house to see that they are not stand- ‘ng any loss on the volume of busi- ness that is easily possible from the territory he has. The profits to be derived from look- ing at the proposition in that light are mutual—and the salesman who have the faith in himself and his line to set an optimistic and healthy record that is going to re- quire some tall hustling on his part will sooner or later become a drag to does not the business with which he is asso- ciated. “Laboring toward distant aims sets the mind in a higher key and puts us at our best.” The Firm. - OS —<——__—_——— Interest'ng Meeting of Traverse City Council. Traverse City, Feb. 23—Traverse City Council, No. 361, again went over the top on the success of its twelfth anniversary and banquet, for we never in the history of the Council enjoyed a more profitable, as well as enthus- iastic meeting, and our banquet was second to none. More than 200 plates were laid. The following Grand officers were met at the train and escorted to the Council chambers: Grand Counselor W. T. Bellamy, Past Grand Counselor W. S. Lawton and Grand Page A. W. Stevenson, who were here to make us an official visit. At promptly 3:30 p. m. the Council convened in secret ses- sion, at which time the Grand officers were introduced and the Council went into executive session, the chairs being filled by Past Senior Counselors of our Council and a large class was initiated into the mysteries of our order. Untiring efforts on the part of our genial Secretary, Harry Hur- ley, were more or less responsible for the large class, for the days are never too long for Harry to try to do some- thing for our order. Bert Snell, ow- ing to his past activities, was honored with an appointment for his meritor- ious work, which we think Bert can best explain to U. C. T.’s only. After the close of the session a gen- eral good fellowship meeting follow- ed, after which we repaired to the banavet hall to the strains of music rendered by the Junior U. C. T. Quin- tette. The same youthful musicians also entertained during the repast, which had been prepared by the ladies committee. Top much credit cannot be given th's committee for the good work, for that sure was some feed. Mrs. H. C. Hoffman is entitled to special mention as chairman of this -committee. : : The toastmaster, F. W. Wilson, in- troduced the several members of our programme, the address of welcome being given by our worthy Senior Counselor, B, J. Reynolds, in a few well chosen words, which were well received, after which the programme was opened with a selection by the Junior U. C. T. Quintette, consisting of the Misses Beatrice Wilson, Ruth Raub, Francis Burns, Georgia Jourden and Grace Hoffmann, followed by an address by our Grand Counselor W. T. Bellamy, who held the audience spellbound by touching features of our order, after which Miss Doris Taylor favored us with two well rendered vocal selections. At this time Past Grand Counselor W. S. Lawton ad- dressed the gathering and brought forth several features relative to the hotel amendment. Mr. Lawton should he complimented for the good work he has done for the interest of the travelers. The ladies quartette now sang and responded to an encore. This was followed by a recitation by Miss Mattie Royce, after which Prof. C. T. Mull pleased the listeners with two well rendered selections on the violin, accompanied by Mrs. Mull. Rev. H. H. Ford started in high and gave a clever talk which was well accepted by all. Our own Robert Edwards, better known as Bobbie, proved to us that he was still there and that Caruso had nothing on him as a soloist. ac- companied by Mrs. R. H. Bleom. Last, but not least, Grand Page A. W. Ste- venson gave us a good talk on the ladies and made a big hit. The pro- gramme closed with the singing of America by the assembly, after which dancing was enjoyed during the re- mainder of the evening. The only regret we have to offer is that we received a telegram from Past Grand Counselor M. G. Howarn, whom we style the Father of our Council, that it was impossible for him to be with us. Too much praise cannot be given our Past Senior Counselor Herman C. Hoffmann for the efforts put forth to make this occasion the high suc- cess that it was, even going so far as to give instructions to the Junior U. C. T. Quintette especially for this event, enabling them to render such beautiful music. Herman is always there and never weakens when _ it comes to doing anything for the in- terests of the U. C. T. Traverse City Council has again demonstrated that they know how to do things and wish at this time to thank the several entertainers who as- sisted us, as well as the Grand Officers for being with us. Many thanks to all. Fred C. Richter. Laid dN aloys) Oe aaa ets may send Lt] tg Bell Phone 596 Citz. Phone 61366 Joseph P. Lynch Sales Co. 7 ' Special Sale Experts Expert Advertising — Expert Merchandising 44So Ionia Ave. Grand Rapids, Mich. 139-141 Monrow St. Both Phons GRAND RAPIDS. MICH Only Brick Hotel in the City Whiting Hotel Traverse City, Mich. Hot and Cold Running Water "7 and Telephone in All Rooms Rates $2.50 and $3.00 American Plan Light Sample Rooms on Lobby Floor Free J. P. OBERLIN, Prop. Two Blocks From All Depots CODY HOTEL GRAND RAPIDS $1 without bath RATES {3 Foeat ath CAFETERIA IN CONNECTION HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Plan, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch loom COURTESY SERVICE VALUE Automobile Insurance * 2"2%olute 2 necessity. If you insure with an ‘‘old line’ company you pay 33'/3% more than we charge. Consult us for rates Miuaueeer og EXCHANGE e of t MICHIGAN AUTOMOBILE OWNERS 221 Houseman Bidg., Grand Rapids, Mich. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon i=! Michigan Why Travel?---TALK Our LONG DISTANCE LINES reach 200,000 Telephones in the State, also points outside. “It is cheaper to telephone than travel” is more true today than ever before. Use Citizens Telephone Company’s Service P48 Lid February 26, 1919 Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 25—It no doubt wll surprise many readers of the Tradesman to know that right here in our midst dwells a man who has spent a great many years in the study of bees of all kinds. The writer could tell that the man was an old hand at the bee business just as soon as he got cranked up, because he started firing at the first turn over. The writer gathered from the talk that there are a great many points in connection with the bee business, but in order to fully understand the busi- ness, it is necessary to take each Op- eration into consideration and -treat it separately. On second thought, it might be better to treat each bee sep- arately, because to treat them col- lectively might be the means of dis- astrous results. This bee man seemed very desirous of the writer having a fuli knowledge of the bee trade, so he related some past experiences: “First, you go to the flower field —not wheat flour, but just common dandelion or daisies. If you see a bug or something playing around on the blossoms, creep up on your hands and knees and quickly clap your hand over the flower. If you let go quicker than you hooked on, it is a bee: if you don’t, it ain’t, and sc vou keep grab- bing until you get the desired results, or until you are satisfied you have captured the object of the chase. After you have done this trick you will find the old saying true that ‘Birds of a feather, flock together’ so find another one just like the one you let go. This one should be very busi- ly engaged in extracting honey from the flower that is anyway two feet in height. (This bee man suggested your picking out a blind bee for this opera- tion). When you have selected the proper subject, crawl up and lay on your back with your head directiy under the flower upon which the blind bee is working. You lie there quietly until the bee has finished filling his sample case with honey. When this is done the bee will stand on his hind legs and gently walk around the edge of the flower to see if anyone is look- ing. If not, he spreads his wings (he has two sets, one set carried for emergency), starts his motor with a buzz and if all cylinders are hitting takes a sp'n upwards. This is where the operator wants to keep his eyes open, and he will observe that the bee flys about 100 feet up, and ther around twice to get the location, and then makes a straight line for his home. It is then necessary to get up and run in the direction this bee has taken, never taking your eves off that bee. Always let the bee be a little wavs ahead, so he gets to his home first. You must he verv careful and not act in a way that will arouse the suspicion of the hee, as he micht get furious and investigate, and that would spoil the game. Next comes the operation of getting the honey— I mean the bee’s honey. This is a simple process. Of course, you have already located his home in a tree, perhaps in some hollow not more than 100 feet up. Now you must wait un- til some dark night, as the bees. unlike some people, are so busy in the dav- time that they welcome the night an4 avail themselves of the opportunity io rest. This is your time to turn the tables on them. It is only necessary for you to put on a pair of climbers and go up.that tree, armed with a pair of barber’s shears. When you get up to the bee’s front door in the tree, the best thing to do is to be polite and knock on the tree, thereby calling attention to the fact that they have company. Thev will answer vour summons by coming to the door. This is vour time to act. As the bee comes cut of the door, you must clin his wines with the shears and he will drop down at the foot of ‘the tree. After this operation on the first one, the other bees will come out to see where the first bee has gone, and you can repeat the operation untill all the MICHIGAN TRADESMAN bees are out of their home, and then chop the tree down and get the honey.” The bee man said that while a great many fail in this industry, it is be- cause they do not recognize the abii- ity of the bee as a source of revenue, and after gathering the honey by the foregoing method think no more about it and leave the bees to crawl around on the ground, and because of their inability to fly, due to having their wings clipped, they are picked up by robbins and so pass their re- maining hours in solitary confinement. To make the game pay, it is only necessary to gather the bees into a round ball—just like a pop-corn ball, only larger, as there are thousands of them. If they have an idea they do not want to “ball up,” get a pail of water and put about a pound of sugar in it. This makes it sweet. Then dump the contente over the bees and each bee will think that every other bee is a flower and they will all huddle together and stick to- gether and become manageable, After this is accomplished, get a burlap bag and get them to go into it, then carry them home. Put them in a box or in the dog house and they will at once begin to get active, grow more wings and make things generally in- teresting. If they desire to leave their new home you may be consoled by the thought that “the bee that gets the honey doesn’t hang around the house.” The writer does not assume any responsibility for anyone gathering honey by the above process, but I don’t see any reason why it wouldn’t work out with the best results, as the information was given in good faith by no less person than Richard Pren- dergast, who has the reputation here- abouts of “bringing home the bacon.” Harry Winchester (Worden Grocer Company) was called to Detroit re- cently to attend the funeral of his brother-in-law, J. E. Lyon, who had been identified with the hosiery and underwear business all his life. Retailers’ experience during recent months has convinced them that con- sumers, as a rule, are seeking reliabil- ity, durability and quality, rather than low price. Prolongation of this con- dition is practically assured. It has been my experience that every fact | have ever learned from whatever source has at some time or other been of value to me, and that I should have been handicapped with- out that knowledge. This leads me to believe that many times I have been handicapped without knowing it be- cause ot the things I have not known. Life and humanity are so full of things to learn that one cannot get them all, but by diligence one can gather together a sufficient and spec- alized knowledge to enable him to accomplish something worth while. The most remarkable thing in the world, I think, is how much there is to learn. Ned Carpenter leaves this evening for Daytona, Florida, where he will meet Mrs. Carpenter. They will pro- ceed to Havana, via Key West, re- maining in Cuba about a month. E. D. Winchester (Worden Grocer Company) is in Porto Rico for a month. He is accompanied by his wife and Mrs. Kimball. They do some things quite well in Kalamazoo. For instance, at the De- cember meeting of Kalamazoo Coun- cil Frank H. Clay, J. D. Clement and G. E. Ranney were appointed a com:- mittee to suggest a plan for a mem- bership contest to the January meet- ing. Their plan was adopted and C. A. DeFrance and Geo. Kelly were appointed captains of the competing teams. Each captain selected five lieutenants. One team took the name of Wyse Guys and the other that of Jayhawkers. As the result of the work of these two teams, twenty-five new members were taken in at the February meeting of the Council, twenty by application and five by let- ter. Twelve applicants who had been accepted were unable to be present for initiation. The captain of the team winning the highest score will be presented with a beautifully in- scribed “diamond” emblem. The teams expect to round up 100 new members for the March and April meetings. The U. S. Railroad Administration has issued an order to the railroads, permitting them to go back to the a la carte system in their dining cars on March 1, if they desire to do so. All of the Michigan roads will resume the a la carte system, on the ground that they can better serve the inter- ests of their patrons, many of whom insist that they do not like the pres- ent method because of the limitations of the menu. D. F. Helmer. —_2--.___. Progress of State Hotel Inspection Bill Lansing, Feb. 25—There was but little opposition presented to the Sen- ate bill for annual hotel inspection and electric fire alarms at the public hear- ing before a joint meeting of the State Affairs Committees of the two houses in the Senate chamber. While a number of representative traveling men spoke on behalf of the bill not a single hotel representative was pres- ent. In support of their contention that a big majority of the hotels were not now living up to the State laws gov- erning them the traveling men pre- sented reports made by their mem- bers on 158 hotels in the State. Of this number only six were shown to be complying with all present legal requirements. The only spokesman in opposition to the bill was J. Lee Barrett, of De- troit, who explained that he appeared only as a representative of the tax- payers. His objections were based on the grounds that the present laws, if enforced, would bring about the ob- jects sought by the new bill, and the creation of a special inspection de- partment under the pronosed measure would be only an added burden to the State, financially. He declared the fees fixed in the bill would fall far short of paying the expenses of the inspection bureau. Representatives of the traveling- men’s organizations of the State in- sisted that at present there is no d-- partment qualified to bring about het- ter hotel conditions; that the travel'ne men have no place to effectively file their complaints and reports on hotels not keeping up to the standard, which situation would be taken care of in the new bill. “With this proposed law in effect the State will have 3,200 voluntary inspectors (traveling sales- men) who will co-operate with the in- spection department to see to it that hotels do conform to the requirements of the law at all times,” said one rep- resentative. Pleased Over Elevation of Mr. Schmidt. Bay City, Feb. 25—The retail gro- cery trade of this city is greatly elated over the elevation of Charles H. Schmidt to the position of Treasurer of the Retail Grocers .and General Merchants’ Association of Michigan. Mr. Schmidt was born in this city and has always resided at 700 Salzburg avenue. He has served three vears as Correspondine Secretary of the Bay City Retail Grocers’ Association and is very active in association work. He has been an attendant of the State conventions for years and is well aualified for the position given him. He has served two terms as Alder- man of Bay City and is a member of some of the most important commit- tees in the municipal government. Mr. Schmidt has been in the grocery business for the past fifteen years and is up-to-date and progressive in all things. _-.-o oo A man may be an adept at debat- ing religious subjects, and yet fail to have any Christianity in his heart. National Dairy Show Home Again. Chicago, Feb. 24—After an absence of four years from Chicago, the Na- tional Dairy show is to be held again in this city this year, October 6 to 12, inclusive. The show this year is to perform a greater service than ever before for the industry. It will be the clearing house for all matters of dairying in America as relating to dairy condi- tions in the Old World andthe South American republics. The Department of State at Wash- ington has given, through its Consu- lar Service, to the governments of the Old World and the South American countries, information of the show as a matter of information concerning the industry in this country, and has officially invited foreign governments to be represented. The Department of Agriculture will enlarge its character of participation over last year. The Bureau of Educa- tion of the U. S. Department of the Interior, and the Children’s Bureau of the U. S. Department of Labor will actively participate. The Show will be housed in the In- ternational Amphitheatre, 42nd and Halsted streets, which has been very much enlarged since our last Show, and we will have more room than we have ever had in the Halsted street buildings. The conditions regarding the dairy industry in the Old World are being thoroughly investigated by representa- tives of the Bureau of Animal Indus- try and it is hoped that a census at least of what there is in the pure bred dairy cattle kingdom of this country will be obtained before the Show by the American associations, and as the dairy industry here should be informed in its entirety as to its exact status concerning American de- mands, as well as foreign demands, for dairy cattle and products, the Roard of Directors of the Show ask that every man connected with the industry feel it his bounden duty be- tveen now and Show time to com- municate anything and everything cf value to the industry to the manage- ment of the Show to help round out a perfect Show this year. W. E. Skinner, General Manager. —_-—_2--2____ Bottom Facts From Booming Boyne ity. Boyne City, Feb. 25—The Boyne City Silo Co., after putting out fifteen silos, has shut down for overhauling until warm weather. In spite of the unfavorable conditions under which the plant was erected, they have put out a very superior product and the company is looking forward to good business the coming year. John Bergy, of Bergy Bros., Wil- liam Caplin of the Boyne City Hard- ware Co., and W. L. Martin, of the Boyne City Lumber Co., are in Kan- sas City, watching the performance of tractor men and machines, par- ticularly that of the Heintze tractor. All kinds of forest products are being rushed into market. The roads are good and the farmers are taking advantage of it. While we have good sleighing, automobiles are running almost as well as in summer. The coldest weather we have had, so far, is but 4 degrees below zero—some sultry weather for this country in February. E. J. Oleson has secured a good supply of ice of the best quality. Things looked very blue indeed to E. J. up to two weeks ago, but Boreas relented or perhaps woke up and he is smiling again. The man who is nominated on our city ticket this spring won’t have to spend any time on the election. There is but one primary ticket in the field. Our citizens seem perfectly willing for the office to seek the man. Maxy. Fred Oesterle (Rindge, Kalmbach, Logie & Co.) has been ill at his home for the past four weeks, but appears to be on the road to recovery. MICHIGAN TRADESMAN “© DRUGGISTS S = = = PS FF bf Ne 7 OGRE, OEE wecccuccee PIPER ICE CREAM CO. Bermemont bate 7 go Seth sic" Moe Cassia ...... @ @1 85 Sulphur, roll .... 4%@ 10 e e Castor ......... beeeae @1 = a 4 is a cue dk Asafoetida ....... @3 3 amarinds ....... 5 Kalamazoo me Michi an Sateen a ee Belladonna ..... @1 80 Tartar Emetic 1 03@1 10 . Benzoin ........ @215 Turpentine, Ven. 60@6 00 Cloves: oc. a ess Cocoanut ....... —— Compo’d @3 00 Vanilla Bx. pure 1 cae 00 Cod Liver ...... 5 60@5 75 Buchu .......... @2 70 Witch Hazel ... 1 35@1 75 ton ....+... 2 00@2 25 Gantharadics eee @3 60 Zinc Sulphate .... 10 16 sbi constr ee eee ee ice one Prigsiisinges rae MICHIGAN TRADESMAN 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, liable to change at any time, at market prices at date of purchase. ADVANCED © California Prunes Cheese Baskets however, a DECLINED Canned Tomatoes re ern AMMONIA Arctic Brand 12 oz. 1l6c, 2 doz. box 3 16 oz. gic, 1 doz. bux 1 32 02z., 40c, 1 doz. box 2 eu ane AXLE GREASE Mica, 25 ib. pall ...... i 60 BAKED BEANS No. 1, oor GOS. .....6..> 1 35 No. 2, per doz. ...... 2 00 NO. 4, per Moz, ...;>.. 3 15 BATH BRICK HOON noo ccocevces a 95 BLUING Jennings’ Condensed Pearl Bluing Small, 3 doz, box .... 2 55 Large, 2 @oz. box .... 2 90 BREAKFAST FOODS Cracked Wheat, 24-2 Cream of Wheat .... Pillsbury’s Best Cer'l Quaker Puffed Rice .. Quaker Pufited Wheat Quaker Brkfst Biscuit Quaker Corn Flakes .. Ralston Purina SHR er ce on Raiston Branzos ...... 2 20 Ralston Food, large .. 3 30 Ralston Food, small .. 2 30 Saxon Wheat Food .. 4 18 Shred Wheat Biscuit 4 50 TEM, AB kn oc we tees 2 25 Kellogg’s Brands : Toasted Corn Flakes 4 20 Toasted Corn Flakes Toasted Corn Flakes Individual ....2-.- 2 0G Krumbles ....... sacce & OD Krumbies, Indv. .... 2 00 BiSCUIC 2... 2 -csccccess 2 00 DSINKGE 206s. s 2 - aw Peanut Butter ...... 4 40 EPR nese css cneweses 4 30 BROOMS Fancy Parlor, 25 lb. 9 00 Parsee: 6 String, 25 lb. 8 75 Standard Parlor, 23 lb. 8 50 Common, 23 tb. ....-. 8 00 Special, 23 ib. ........ 7 25 Warehouse, 23 lb. .. 10 00 BRUSHES Scrub Solid Back, 8 in. .... 1 00 Solid Back, 11 in. .... 1 26 Pointed Ends ........ 1 00 Stove Na Sn occ issesee 2 OP No. 2 No. 1 No. 1 No. 2. No. 3 No. 4 BUTTER COLOR Dandelion, 25c size .. CANDLES e Paraffine, 6s ..... ae» 11% Paraffine, 12s ....... WICKING 2... cescecsce 66 CANNED GOODS @1 45 Apples 3 lb. Standards .... No. 10 . @5 00 eee eee eces Biackberries BUR ba cscenncees Standard No. 10 .. @10 50 Beans Baked ......... 1 25@2 25 Red Kidney .... 1 25@1 35 String csccessess 1 90@2 50 Was 3s - 1 80@2 50 Blueberries Standard ........... @ Me. 39 -.. 5.2. ....2. @11 50 Clams Little Neck, 1 lb. ...... Clam Boulilion Burnham's % pt. .... 2 25 Burnham’s pts. ...... 8 75 Burnham’s ats. ..... . 760 re and country merchants will have their orders filled Olives Some Soaps Twine 2 Corn CHEWING GUM eos ete e666 ae os oo oa 7 Adams black Jack 70 ha OC 5 30 Adams Sappota ........ 75 oes eth ease es xs Beeman's Pepsin ...... 7 French Peas SPREE ee 75 Monbadon (Natural) Doublemint ....... eooee 10 per dos. |. |. Flag Spruce ......... eo 65 OUCy PTR... csc ess5, 70 _ , Gooseberries Sterling Gum Pep. .... 70 NO. 2, MOM .2.55c65. Spearmint, Wrigleys 70 0; 8 775 Yucatan ...... eceseeu as (a0 ominy RO. oss55 S0c4eseusees. 40 Bienen . 25.55.55... 1 25 CHOCOLATE ie Lobster wes Walter Baker & Co, i ib desided Sitatcacded dud andes 3 35 German's Sweet ...... Pienie Fiat 7220222222. ‘S Geese ce S Mackerel Walter M. Lowney Co. Mustard, 1 Ib. ..... ++. 180 Premium, \s .......... 36 Mustard, 2 lb. ......;.. 286 Premium, ts ......... 35 Soused, 14% Ib. ....... 1 60 CIGARS SOURDG, 2 IDs covecccss 2 18 Johnson Cigar Co. Brands Tomato, 1 Ib. ......... Dutch Masters Club 2Omato, 2 1B. 2.38... butch Masters Bang. Mushrooms Dutch Masters Inv. Thittens, Ks 2. @30 Dutch Masters Pan. SUILONE, AD i sncess.as @av Dutch Master Grande Hoths 15. @44 Dutch Master Special : eyes Dutch Master Lond Oysters am POrttana 24... ce OO J6Y 2s. 5 ss : oon : = eee ee Dutch Masters Six .. Pheine Dutch Masters Hand Plu... 250@3 00 ,, Made Pears In Syrup No. 3 can pe rdz. 3 25@3 75 Marrowfat ..... Early June .... 1 90@2 10 Early June siftd 2 15@2 30 : Peaches £10.40 No. 10 size can pie @6 00 Pineapple Grated, No. @ ........ 2 85 Sliced No. 2 Extra .. 2 90 Pumpkin MOOR og os coca sac iske se 50 OMY eo ecg ce 1 05 OAD secs shoeecss e+. 4 50 Raspberries No. 2, Biack Syrup .. 3 00 INO.- 10, Biack . 225... iz 50 No. 2, Red Preserved No. 10, Red, Water .. 12 50 Saimon Warrens, 1 ib. Tall .. 3 65 Warrens, 1 lb. Flat .. 3 75 ited Algske .....5..04 2 85 Med. Red Alaska .... 2 60 Pink Alaska ........ 2 20 Sardines Domestic Ks ...... -- 6 75 Domestic, 4 Mustard 6 50 Domestic, % Mustard 6 80 Norwegian, %s .... 15@18 Portuguese, 4%s .... 30@385 Sauer Kraut No. 2; Gans 5.3.07... 1 45 No. 10, cans ..... chaeas Shrimps Dunbar, 1s doz. ...... 1 8 Dunbar, 14%s doz, .... 3 40 Succotash Fair sees eeesoene MIGOU a. co ecbs ss 5a. MRR oe cccae scnses. Strawberries Standard ............ 2 60 Fancy ..... eshicsacss 2 OD Tomatoes Ne 1 50 PON Base 2°25 0. 20 7 25 Case 4s, 4 doz. in case .... Yes, 4 doz. in case .... 1s, 4 doz. in case ....., CATSUP Van Camp’s, % pints 1 80 Van Camp’s pints .... 2 70 CHEESE Peeriess 2... ..,.. @29 PIO oo @27 Seen 6606. 5 @ Limburger ...... @27 Pineapple ....... @ Madam 2... coy... @ Sap Sago ....... @ Swiss, Domestic @ Dutch Masters Baby aoe 06 Little Dutch Masters et OV, a i Dutch Masters POCONGB ........ one Exemplar ........ aa. Peter Dornbos Brands Dornbos Single Bndr. 42 50 Dornbos Perfecto .. 42 Yan: Dam, be .:.5... 37 Van Dam, te .:...: 42 Van Dam, je ...:... 49 Van Dam, 10c ..;... 70 Worden Grocer Co. arenas ‘oe Boston Straight Trans Michigan .... 42 Court Boyar ..;... 48 Hemmeter’s Cham- DIOR. 5 o6555.055558 ~ 46 SOGUOS oo Lo 42 WUAIGX .4..5....2.5.- 46 La Quailatincia ....., 70 Worden’s Hand Made 40 BAe ose. 5. shes Royal Major .....,.. 45 La Valla Rosa ...... 80 La Valla Rosa, Kids 45 Valla Grande ........ 42 Kuppenheimer, No. 2 43 First National Knickerbocker CLOTHES LINE tee eee 50 50 50 00 00 Per doz. No. 40 Twisted Cotton No. 50 Twisted Cotton No. 60 Twisted Cotton No. 80 Twisted Cotton No. 50 Braided Cotton N. 60 Braided Cotton No. 80 Braided Cotton No. 50 Sash Cord ..., No. 60 Sash Cord .... No. 60 dite 2.2... oe NO. 72. Jute 2 ....,... No. 60 Sisal ........,. Galvanized Wire No. 20, each 100ft. long 1 No. 19, each 100ft. long 2 No. 20, each 100ft. long 1 No. 19, each 100ft. long 2 COCOA 1 DO im Co Go CO bo Co 0 tO OD Bakers .....:..,... bhee Bunte, 10c size ........ Buntie, 44°3D. 2.5... 5. 2 Bunte, 1 Ib. 4 Cleveland ......... weiss Colonial, 468 Colonial, %8 .....000.0. POR ieesss pice Hershey’s es ... Hershey’s %s PUsIer 5. oe ehee Lowney, %s .... set eeeeeae seeeereee lowney, 4i8 0205-5. o Lowney, %8 ........... Lowney, 5 Ib. cans .... Van Houten, \%s ....... Van Houten, is ., ‘ Van Houten, %s ........ Van Houten, Is ........ Wan-Eta Wier da... ur, 4s ...ccccccccs 88 COCCANUT 448, & Ib, Case ...4..0 38 “8, 5: WD: Chose 5... 37 48, 15 ib, cage... ... 36 4s, 15 Ib. case ....... 35 48 & %3, 15 lb. case 35% 6 and 12c. pails ...... 4 35 Bui, OAUS oo 27 Buin, varréla ..:...,..: 25 70 8c pkgs., per case 6 25 70 4 oz. pkgs., per case 5 26 Bakers Canned, doz. 1 20 COFFEES ROASTED Rio COMIMON 655i. 6. 24 PO foo 25 OOIOG oss oe 26 PORCy os a 27 Santos COmingn i ee . 27 PO on a 28 RGB 29 PARCY 44 ce 30 PORDOTEY oS 29 Maracaibo BOA cose ee 34 SUOIOO oe 36 Mexican BOC 34 BONCy 36 Guatemala BO ee 34 MOMCY i 37 Java Private Growth ,...... . MONGENS oo PUG 5650) eg. San Salvador O00 ei 34 ocha BNCTL Bean... .. 55 se Deen 4 55 Bogota for 22.5... POOCY ooo 39 Package Coffee New York Basis Arburkio (25.020... 27 00 McLaughlin’s XXxx McLaughlin’s XXKXX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Me- Laughlin & Co., Chicago. Extracts Holland, % gross bxs. 1 80 Felix, % gross ....... 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ...... 7 50 Carnation, Baby ..... 6 80 Eel, Me oes eS 7 45 PO, auy 45, 4. ye: 5 25 Van Camp, Tall 7 50 Van Camp, Baby .... 5 50 MILK COMPOUND Hebe, Tall, 6 doz. ....6 10 Hebe, Baby, 8 doz. .. 6 00 CONFECTIONERY Stick Candy Pails Horehound... ..)... 25 Standard ..... sees 25 Cases SUMNDO .s5s cs cscca ess 26 Mixed Candy Pails Broken ...,..., owes a ee Cut T0nt ....6.5..2... 3 GIDCBIE oo. oases oc: 20 Kindergarten ....... . 29 MePBMOr 6. 6s sos ssc. BB Novelty ........ Apt Premio Creams ...... 35 BOGOR oni os ooo 5: BE Special ..... seese es 24 x L Ceccescccseccce BB Specialties Pa Auto Kisses (baskets) 28 Bonnie Butter Bites ,, Butter Cream Corn .. 32 Caramel Bon Bons .. 32 Caramel Croquettes ,, 30 Cocoanut Waffles .... 28 ny Tomy 3... 30 Fudge, Walnut ,..... 32 Fudge, Choc. Peanut 30 Iced Orange Jellies .. 27 Italian Bon Bons .... 27 AA Licorice Drops D. 1B: DOK 403s, 23 eee 2.26 Lozenges, Pep. ...... 30 Lozenges, Pink ...,., 30 Mantes oe 27 Molasses Kisses, 10 . box «. 28 Nut Butter Puffs .... 28 Chocolates Pails Assorted Choc. ...... 32 Amazon Caramels .... 32 Champion 2... 66... 31 Choc. Chips, Eureka 35 Klondike Chocolates 35 NADODE -o55555.55.05., 35 Nibble Sticks, box ..2 25 Nut Waters ........., 38 Ocoro Choc. Caramels 34 Peanut Clusters ...... 35 Guinteite i o.66d.. s,s 32 MOMGA oo ose 30 Pop Corn Goods Cracker-Jack Prize .. 5 60 Checkers Prize ...... 60 Cough Drops Boxes Putnam Menthol 1 50 Sins Bron oo 1 50 COOKING COMPOUNDS Crisco $6 1 Ib. cans ....., - 10 25. 24 1% Ib. cans ...... 10 26 6 6 Ib. cans ......... 10 25 4 8 1D. came 5.2.5.5. - 10 2% 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. .... 18 80 5 Gal. tins, 1-6 doz. 19 60 CREAM TARTAR Barrels or Drums ..... 84 DOMON 5 ocd cece secs coe 86 DRIED FRUITS Apples c Evap’ed, Choice, blk @17 Evap’d Fancy blk.. @ Apricots Citron California .......... - @36 Currants Imported, 1 lb. pkg. .. Imported, bulk ........ Peaches Muirs—Choice, 25 lb. ..17% Muirs—Fancy, 25 Ib. .. Fancy, 48 11 oz. pkgs. 6 50 California Peel Lemon, American ...... 30 Orange, American .... 32 Raisins Cluster, 20 cartons ... Luose Muscatels, 4 Cr. Loose Muscatels, 3 Cr. 11 L. M. Seeded 1 lb. 18@13% California Prunes 90-100 25 lb. boxes ..@12 80- 90 25 lb. boxes .. 70- 80 25 lb. boxes ..@15% 60- 70 25 lb. boxes ..@16% 50- 60 25 Ib. boxes ..@17% 40- 50 25 Ib. boxes .. 30- 40 25 Ib. boxes ..@19% FARINACEOUS GOODs Beans California Limas .... 15% Med. Hand Picked .. 8% Brown, Holland ...... Farina 25 1 lb. packages .... 2 66 Bulk, per 100 Ib, ...... Original Holland Rusk Packed 12 rolls to container 8 containers (36) rolls 4 32 Hominy Pearl, 100 lb. sack .... 6% Macaroni Domestic, 10 Ib. box ..1 10 Domestic, broken bbls. 8% Skinner's 24s. case 1 87% Peari Barley Chester.) 4 65 POTtNSS 25 Peag Green, Wisconsin, lb. 9% BOUL Thos 936 Sago East Inaia ..... Pare ce - 16 German, sacks ........ 15 German, broken pkg. Taploca Flake, 1v0 lb. sacks .. 16 Pearl, 100 Ib. sacks .. 16% Minute, Substitute, 8 0z., O08. sce B66 FISHING TACKLE Cotton Lines No. 2, 15 feet .2. 2... -- 10 No: 3, 16 fest oo... 11 No. 4, 15 feet: ....... ts ae NO, 3; 1b feet 2 14 No. 6, 16 feet .....;... 15 Linen Lines Small, per 100 feet .... 50 Medium, per 100 feet .. 55 Large, per 100 feet .... 65 Floats No. 1%, per dozen .... 18 No. 2, per dozen ...... 15 No. 3, per dozen ...... 20 February 26, 1919 Hooks—Kirby Size 1-12, per 100 ...... Size 1-0, per 100 ....... 9 size 2-0, per 100 size 8-0, per 100 ....... ll Size 4-0, per 100 ....... 14 Size 5-0, per 100 ...... - 16 Sinkers No. 1, per gross «sa No. 2, per gross ...... 60 No. 3, per gross ..... - 65 No. 4, per gross ..... . No. 5, per gross ...... 80 No. 6, per gross ...... 90 No. 7, per gross ..... 1 26 No. 8, per gross ..... 1 65 No. 9, per gross ..... 2 40 FLAVORING EXTRACTS Jennings D C Brand Pure Vanila Terpeneless Pure Lemon Per Doz. 7 Dram 15 Cent . 1 25 1% Ounce 20 Cent .. 1 80 2 Ounce, 35 Cent .... 2 70 2% Ounce 35 Cent .. 2 85 2% Ounce 45 Cent .. 3 10 4 Ounce 55 Cent .... 5 20 8 Ounce 90 Cent .... 8 50 7 Dram Assorted .... 1 25 1% Ounce Assorted .. 2 00 Moore’s D U Brand Per Doz. 1 oz. Vanilla 15 Cent 1 25 1% oz. Vanilla 25 Cent 2 00 3 oz. Vanilla 35 Cent 3 00 1 oz. Lemon 15 Cent 1 25 1% oz. Lemon 25 Cent 2 00 3 oz Lemon 35 Cent 3 00 FLOUR AND FEED Valley City Milling Co. Ldiy White’. 6.5550 12 25 Rowena Rye, \%s .... 8 56 Graham 25 lb. per cwt. 5 56 Kowena Bolted Meal, 25 lbs., per cwt. .... 4 00 Goiden Granulated Meal, 25 lbs., per cwt. .... 4 30 Rowena Pancake 6 lb. Per CWE cea i Rowena Buckwheat Compound 6 20 Rowena Corn Flour, Watson Higgins Milling “0. New Perfection %s ., 12 25 Worden Grocer Co. Quaker, %s cloth .. None Quaker, \%s cloth .. None Quaker, %s cloth .. None Quaker, %s paper .. None Quaker, 4s paper .. None Kansas Hard Wheat Worden on Co. Ws 12 45 %s 10 90 ¥%s 10 95 Spring Wheat Worden oo Co. American Eagle, American Eagle, American Eagle, 100%. Wingold, %s paper 12 50 Wingold, %s paper 12 40 Wingold, %s cloth 12 45 Meat BOMed ia. citeieses 3 Golden Granulated .. ! Wheat PO ais echo cuca aces White Seeevesseesesoe Oats Michigan carlots Less than carlots ... CBPIOtS oe ks Snow Boy, 100 pkgs. 5c 3 95 Snow Boy, 60 pkg. 140z 3 55 Snow Boy, 24 pkgs. .. 5 w Snow Boy. 20 pkes. _. & 26 Soap Powders Johnson’s Fine, 48 2 5 75 Johnson’s XXX 100 .. 5 75 Rub-No-More ........ 5 00 Ning O'Clock... 4 25 Lautz Naphtha, 60s .. 3 45 Oak Leaf Soap Powder 24, DEGS. oo ee 5 00 Oak Leaf Soap Powder, 100 Dies. os oe 00 Queen Anne Soap Pow- der. 60 pkgs. ....,. 3 45 Old Dutch Cleanser, BOOS Soe ic eso. e. 4 00 8ODA Bi Carb, Kegs ...... 8% SPICES Whole Spices Allspice, Jamaica @12 Allspice, Ig. Garden @11 Cloves, Zanzibar @55 Cassia, Canton .... 20 Cassia, 6c pkg. doz. @86 Ginger, African .... @15 Ginger, Cochin .... 20 ace, Penang ...... 90 Mixed, No. 1 ...... it Mixed, No. 2 ....... 16 Mixed, be 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 @és Cassia, Canton @332 Ginger, African .... @25 Mace, Penang ..... 1 0é Nutmegs .......... 45 Pepper, Black ..... @35 Pepper, White ..... @52 Pepper, Cayenne .. #380 Paprika, Hungarian #45 STARCH Corn Kingsford, 40 lbs a Muzzy, 48 lb. pkgs. 94, Kingsford Silver Gloss, 40 1lb. .. 9% loss Argo, 48 5c pkgs. .... 2 40 Silver Gloss, 16 3Ibs. .. 9% Silver Gloss, 12 6Ibs. .. 9% Muzzy : 48 1lb. packages ...... 9% 16 3ib. packages ...... 9%, 12 6Ib. packages ...... 9% 50 Ib. boxes .......... 6% SYRUPS Corn WOQUVON os coe see: 75 Half barrels .......... 81 Klee Karo, No. 1 2 C08. oo. as 2-85 Blue Karo, No. 2, 2 dz. 3 45 Blue Karo, No 2%, COM i sk 4 35 Blue Karo, No. 5, 1 dz. 4 30 Rine Karo, No 16, % . MOG ee ee i 05 Red Karo, No. 1%. ? GOT ei ps eee ok ce 3 09 Red Karo, No. 2, 2 dz. 3 80 Red Karo, No. 214 2dz. 4 85 Red Karo, No. 5, 1 dz. 4 50 Red Karo, No. 10 % : GO Ce eye cek s 25 Pure Cane MRE ces eevee os GOO8 2... cscs: ne CHatrne TABLE SAUCES : Halford, large ........ 3 75 Halford, small ...... 2 26 TEA Uncolored Japan Medium <2... .....+< 34@38 CRORE cc es 35@38 ECG hy gaa ie Oe Ba er 45@55 Basket-Fired Med’m Basket-Fired Choice Basket-Fired Fancy No. it Nibbs: ........: @45 Siftings, bulk ....... @23 Siftings, 1 lb. pkgs. @25 Gunpowder Moyune, Medium 35@40 Moyune, Choice .... 40@45 Young Hyson CROWe rg ccs. cess 35@40 MOHCY Oo pages. 50@60 Oolong Formosa, Medium .. 40@45 Formosa, Choice 45@50 Formosa, Fancy 55@75 English Breakfast Congou, Medium 40@45 Congou, Choice . 45@50 Congou, Fancy 50@60 Congou, Ex. Fancy 60@80 Ceylon Q Pekoe, Medium .... 40@45 Dr. Pekoe, Choice .. 45@48 Flowery O. P. Fancy 55@60 TWINE COU 2 Pie i 65 CONOR ST eee ec 60 Cotton, 4 piv 22.5... 60 PIO, GC Pl cs. ee ce 25 VINEGAR White Wine, 40 grain 20 White Wine, 80 grain 25% White Wine 100 grain 28 Oakland Vinegar & Pickle Co.'s Brands Oakland apple cider .. 35 Blue Ribbon Corn .... 25 Oakland white pickle 20 Packages no charge. WICKING No. 0, per gross ...... 70 No. 1, per gross ...... 80 No. 2, per gross ...... 1 20 No. 3, per gross ...... 1 80 WOODENWARE Baskets Bushels, wide band, wire handles ....... 215 Bushels, wide band, wood handles ...... 2 25 Market, drop handle ., 85 Market, single handle 90 Splint, large 2... 8 09 Splint, medium ...... 7 26 Splint, small ........ 6 75 Butter Plates Wire End % Ib., 250 in crate .... 55 1 Ib., 250 in crate ..... 65 2 1b, 260 in crate ...... 75 3 Ib., 250 in crate ...... 90 5 Ib., 250 in crate .....1 25 Churns Barrel, 5 gal., each .. 2 40 Barrel, 10 gal. each ,, 2 55 Clothes Pins Round Head 4% inch, 5 gross .... 15 Cartons, 20-36s, box.. 1 70 Egg Crates and Fillers Humpty Dumpty, 12 dz, 24 No. 1 complete ........ 50 No. 2 complete ........ 40 Case, medium, 12 sets 1 20 Faucets Cork lined, § fit 2. 70 Cork lined, 2 th... .°, 80 Cork lined, 10 in. ...... $0 Mop Sticks 716jan Sprine 7.6 Eclipse patent spring Nod. } common 2... No. 2, pat. brush hold tdenl INO Ff o25 2... 120z. cotton mop heads : Palis Galvanized Galvanized Galvanized 10 qt. 12 qt. 14 qt. Fibre Traps Mouse, wood, 4 holes .. 60 Mouse, wood, 6 hules .. 70 Mouse, tin, 5 holes .... 65 BAU Wood ..3.2 02.63 80 Mat, apring ..2. 65.220 75 Tubs Naot Biba «. ys 42 00 NO 2. Pitre... 38 00 No 3 Fibre: 0... 33 00 Large Galvanized ... 15 00 Medium Galvanized 13 00 Small Galvanized ... 11 50 Washboards Banner Globe ,....:.. 5 25 Brass, Single ...:.... 7 Glass, Single ..:....- 6.00 Double Peerless ..... + Single Peerless ...... 6 75 Northern Queen .... 6 25 Good Enough ........ 6 25 Universal 5 oe. ec ss 6 25 Window Cleaners BOOM ea geck co eee eu eG 1 65 SO es ces 1 85 BO SO ee vec ccci eel 2 30 Wood Bowls 13 in. Butter ......., 18 in: Butter: ........ 00 it in: Butter 7.035; 8 00 19 in Butter... .6. 3; 11 00 WRAPPING PAPER Fibre, Manila, white .. 6% Fibre, Mania, colored INO TPIS oo, - 8% Butchers’ Manila .... 7 ROTATE ee eee: 12% Wax Butter, short c’nt 20 Parchm't Butter, rolls 22 YEAST CAKE MABRIC. 2 @6e. cS: i 15 sunlight, 3 doz. ...... 1 00 sunlight, 14% doz. .... 60 Yeast Foam, 3 doz. .. 1 15 Yeast Foam, 1% dos. $5 YEAST—COMPRESSED Fleischman, per doz. .. 24 SPECIAL Price Current AXLE GREASE 25 Ib. pails, per doz. ..18 80 BAKING POWDER CALUMET 10c size, 4 om 2.2.2.2... 95 20c size, 8 oz. ....... 1 90 0c size, t th :......; 2 90 Tae 8iz6, 9% Ib. .:..c 2 6 50 $1.20 Size, 6 Ib. :.. 2, 12 00 KITCHEN KLENZER CF s-scour? s-PoLISHes, itzparpicn BRS 80 can cases, $4 per case PEANUT BUTTER Bel-Car-Mo Brand 6 oz. 1 doz. in case .. 2 90 12 oz. 1 doz. in case .. 2 56 6 0 TD Hehe. oo 5 26 12 2 hb. patie . 3. 0 5 Ib. pails, 6 in erate 5 7( 10th. pails... 2.0.0. 18 ae 1: pate 3 17% a6 We patie oc 16% S070, ting 232.0506 16, SALT Morton’s gait MorTONS i FREE RUNNING SALT ts Per case, 24 2 Ibs. .... 1 380 Five case lots 1 70 selena OTe P's 2 30 MICHIGAN TRADESMAN = = = a — ~ = — = Fo = og — — = = ~~ ~— STOVES AND ll a - - HARD Michigan Retail Hardware Association. President—Geo. W. Leedle, Marshall. Vice-President—J. H. Lee, Muskegon. Secretary—Arthur J. Scott. Marine City. Good Buying is an Important Factor in Business. Written for the Tradesman. The first step toward successful selling is successful buying, This is true in the hardware business, as in every line of trade. And a prime requisite of successful buying is knowledge. The hardware dealer should know the goods, should know what he has in stock, and should know his cus- tomers. The annual inventory is useful to the buyer, if the hardware dealer takes its lessons to heart. He will find there the lines he has over- stocked for the sake of a better price; and the inventory will also indicate the slow selling lines and the best selling lines. It is only by experi- ence and by keeping closely in touch with his stock and his sales that the hardware dealer can secure that in- timate knowledge of his goods and his clientele that particularly equips a man to buy successfully. Hardware buyers are unconsciously handicapped by a very old tradition. It is the time honored tradition that “a hardware stock is perfectly safe, because hardware cannot deteriorate and knows no styles. That was true enough in the days when the hard- ware stock consisted chiefly of nails, glass, locks, hinges and tools. 3ut the hardware stock nowadays is a different proposition. New farm- ing implements, new mechanical de- vices, household goods and kitchen utensils, art goods, hammered brass and cut glass, alarm clocks—the modern hardware store in fact falls little short of the drug store as a varied collection of sidelines. Under these circumstances the first requisite in hardware buying is care- ful selection. Selection is more vital even than price. The article with a small margin bought so carefully that it finds a sure sale brings the merchant a better profit than the article allowing a large margin of profit, but which, because it is bought heedlessly, stays on the shelf. Quality and quantity are both im- portant factors. Quantity buying has tripped up many a _ supposedly shrewd hardware dealer. Quality, on the other hand, is even more im- portant. The hardware dealer’s problem is to know, and to buy, not the best, or the cheapest, article, but the one which his public will buy from him. everyday He must know the demand of his customers for regular lines. He must also be able, a more difficult problem still, to approximate their capability of absorbing specialties. He must also neither overestimate nor underestimate his own ability to persuade his customers to buy the goods he stocks. Price is often a pitfall. The lure of a big margin has frequently led to the purchase by a dealer of goods in larger quantities than his trade can easily absorb. Overloading is cangerous. It ties up capital that should be turned over frequently. Quick turn-overs with apparently small profits often represent better business than slow sales with sup- posedly generous profit-margins. It is from the goods he sells that the merchant must draw all his profits. The goods that stay on the shelves not merely bring him nothing, but reduce his profits. Goods Here, Price is, of course, vital. should allow a decent margin. again, knowledge is power to the hardware dealer. In this case what he requires is knowledge of the mar- kets. In recent years it has usually been a safe bet that tomorrow’s market price would be higher than to-day’s. But with a return to nor- mal conditions, with their up and down fluctuations, close watching of the markets is just as essential. One hardware dealer of my ac- quaintance keeps a card index of the more important prices, posting it every day. He explained his idea: “I really believe there are hard- ware dealers, even to-day, who try to carry all the price changes in their heads. I’ve always made it a prac- tice to relieve my mind of that sort of burden by jotting a change down somewhere where it would be con- venient to find when I wanted it, and never in the way at other times. Formerly I used an indexed book, but that proved cumbersome, and I resorted to the file. “The cards are arranged in alphabeti- cal order, each card being devoted to a particular article or line. This, it is a matter of just a moment to enter each price change as it comes to my attention. If there’s an advance, say, in turpentine, I take out the “turpen- t'ne” card under “T,” enter the change with the date, and replace the card. Of course, I have all the latest cata- logues filed away; but this system helps me to keep tab on all other quo- tations. It is more convenient than the book system, for when a card is filled I can start a new card for the same article and throw away the old one. “I find that I save quite a bit by keeping closely in touch with the mar- kets and following the trend of prices. In this the trade papers are a big help.” Another helpful accessory in caring for the buying needs of the hardware store js the want book. Various systems are used for keep- ing track of the “wants.” The book system is the original, but here again loose leaf and card systems are also useful. One store has little pads printed in red, blue and yellow. If an article asked for is out of stock and has not been in stock before, the salesman notes the item on a red slip and sends it to the cashier’’s office. If an article usually carried is out of stock, a blue slip is used. If an ar- ticle in stock is seen to be getting pretty low so that immediate re-or- dering is advisable, the name and par- ticulars of the article are entered on a yellow slip. Every time a call is made for an article out of stock or almost out of stock, a slip is filled out and turned over to the cashier’s office. At regular intervals the dealer him- self goes over the slips. They afford some idea as to the demand for lines not stocked, the call for goods that have gone out of stock, and the de- mand for lines that are running low. For ordinary purposes the want book, properly kept up, is ample. It is a good scheme to provide four or five books, hung in different parts of the store, so that the salesman will he able to enter the want immediately 't comes to his notice, without having to go to some other part of the store or to trust, even temporarily, to mem- February 26, 1919 Store and Window Awnings Made to order of white or khaki duck, plain and fancy stripes. Cotton and Wool Bunting Flags. Write for prices. Chas. A. Coye, Inc. Grand Rapids, Michigan Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich, SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating 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 HARNESS U8 OWN MAKE Hand or Machine Made Our of No. 1 Oak feather. We guarantee them absolutely satisfactory. If your dealer does not handle them, write direct to us. SHERWOOD HALL CO., LTD. Tonia Ave. and Louis St. Grand Rapids, Michigan Foster, Stevens & Co. Wholesale Hardware off 157-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. SE San SR antmeNAnSUREer ries Sas oe in isin Due § 3 £ iz February 26, 1919 ory with the chance of forgetting be- fore he has opportunity to make the entry. With his market quotations at hand, his list of wants, and his knowledge of the status of the stock, the hard- ware dealer is well equipped to buy © when the traveler comes. One man makes it a practice, on receipt of the notice of a traveler’s pending vis't, to get his material together and make out his list. Thus he knows what he needs, and how much he needs, and is not apt to be swept off his feet by argument or even by the lure of quan- tity prices. Of course more elaborate stock- keeping systems are in use in large stores, and have their value; but for ordinary purposes the prime requisite is mastery of these basic principles. Knowledge is certainly the corner stone of successful buying—knowl- edge of your customers, of your st: ck, of the demand for specified lines, and of the prices at which you should get those I'nes. The dealer must also be able to gauge his own ability to put across a new line in case he takes it up. Victor Lauriston. —_~+--< Talk By L. M. Steward Before Sagi- naw Convention, “The first shall be last and the last first.” During the past two days you have heard many topics discussed, among which were trade journals, The ed'tor of one publication spoke to you and also the solicitor of an- other. Gentlemen, I am interested, heart and soul, in one of the best Journals published in the United States, and the only one of its kind in Michigan. In every day life I belong to a class of gentlemen known as salesmen. My prime object in being in your midst is first, to listen and learn more about your methods and business affairs. Close association and intermingling of men’s thoughts should be at all times one of your earnest efforts. My second reason for being with you is the fact that the best friend you men have in Michigan, Mr. E. A. Stowe, requested me to come and ex- tend to you his best wishes and the hope that every man in attendance here would go home a better business man for having attended the conven- tion. A third reason for my presence, I might state is that Mr. Stowe request- ed me to report this convention for his journal and, while far from being in the class of a reporter, I am glad to do my best for him. The Michigan Tradesman covers every phase and point in commercial life—dry goods, shoes, drugs, hard- ware, groceries, etc., laying special Stress upon the latter. I have had the pleasure of meeting several men in this convention hall the past two days who claim that the market report secton of this paper alone has made them hundreds of dollars, saying noth- ing of the many benefits derived from other sections of the paper. Mr. Stowe is a very broad, deep and far-sighted gentleman, and well he should be, for he has spent the last thirty-five years in this line of work; also, permit me to say right at this point that the men who contribute their writings to the various sections of the paper are not theorists, but business men who have proved a suc- cess in those particular lines or call- ings by applying both theory and Practice. They are men of ability, men of means, big men if you please. For the benefit of those who, per- chance, are not familiar with Mr. Stowe and his writings, let me say he is a man who has fought for the past thirty-five years for your interests. MICHIGAN TRADESMAN He has fought the mail order houses, the trading stamp game and the un- scrupulous methods used by some in- surance companies. His observing eye has uncovered and exposed many trading trick games offered to you— the get rich kind. He is absolutely fearless in his attacks upon any busi- ness house which tres to swindle the retail merchant. The columns of his paper are open to your ideas, if you have ideas to express. Or if you have uncovered in your line of business something that would be a benefit to a brother business man you are welcome to forward same to him for publication. Remember “Love Thy Neighbor as Thyself,” and when you can help your brother by giving to hm the secrets of your success, you are doing only that which you should be glad to do. The advertisements published in this paper are of value to any merchant and let me assure you that when you see it in the Tradesman, it is not a fake, but the advertisement of a legiti- mate concern. If you have anything to sell, use this paper. If you wani to buy, watch the Business Wants de- partment. You may quickly find a muyer or be able, on the other hand, to purchase what you want. You have come to this convention ‘o hear and be heard. You have had your officers and various speakers urge you to take a trade journal and to read more. Now, gentlemen, re- gardless of what paper it is, by all means have some paper come to your place of business, and then take time to read it. If you cannot read, make a victrola cut of your clerk and have him read it to you. Insist upon your clerks reading. It will keep them posted and make them a more valu- able asset to you. Show me the busi- ness man who ignores reading mater- ‘al and I'll show you, invariably, a failure in whatever line he may be en- gaged. In conclusion, gentlemen, I want to thank the officers of your Association and you for the time and privilege of speaking to you in behalf of Mr. Stowe and his valuable publication. And I beg of you to recall the words of your Ex-President, Mr. Lake, in his fine talk to you this morning, in which he urged you to patronize Michigan jobbers whenever possible, and I do not believe that it would be unfair to ask you to patronize a Mich- igan paper. 31 BUSINESS WANTS DEPARTMENT Advertisements Inserted under this head for three cents a word the first insertion and two cents a word for each subsequent continuous Insertion. If set in capital letters, double price. must accompany all orders. No charge less than 25 cents. Cash BUSINESS CHANCES. Want small business and home. For $6,000 equity, in valuable 17% acres in Lincoln, Nebraska. Rev. Parvin, Union- town, Kansas. 119 Exchange For General Store—80-acre improved farm; sand loam; level; good fences; goad 6-room house, cement cel- lar; large barn; new silo: plenty of fruit; 21 acres fall grain. 1% miles from two good markets on railroad and 4% miles to South Boardman. P. H. Hunter, South Boardman, Michigan. 120 For Sale—Stock groceries and general merchandise. Invoicing $2,000. Good lo- cation. Address No. 122, care Michigan Tradesman. 122 For Sale—Clean stock of general mer- chandise. Stock invoices about $18,000. Up-to-date corner brick store. Twenty- one years established trade. Best stand in Central Michigan. No. stock buyers or a trade will be considered. Address No. 128, care Michigan Tradesman. 123 For Sale—General merchandise stock: only store of kind in town; invoice about $6,000; sales $27,000. Have other business. Gocd farming country all around. Ad- dress Box 86, Rothbury, Michigan. 124 Can lease or sell building for general merchandising purposes in best town in best wheat belt of Washington, or any- where else. Average annual business of present tenant, $400,000; profits $45,000. Present tenant retiring. Possession about March Ist. Wiley & Wiley, 926 Paulsen Bldg., Spokane, Washington. 78 For Sale—Two story brick store build- ing and general stock of clothing, shoes, dry goods, furniture and groceries; doing an annual volume of $65,000 per year. Business established since 1896. Reason for selling, ill health of founder and prin- cipal owner. Full particulars on applica- tion. Address No. 77, care Michigan Tradesman. 77 Beans—Choice hand picked pea beans in bag lots. Write for price, to Farwell Mils, Farwell, Michigan. 101 FOR SALE—CASH AND CARRY GRO- CERY; stock $3,500; sales last year, $50,000; expense 10 per cent. of sales. D. A. West, Greensburg, Indiana. 104 Administrator's Sale—Death of owner places on market a stock of drugs an¢ stationery. Will sell at great sacrifice Address C. W. Vining, Stanton, Michigan 1 Forty acre farm, on West Michigan Pike, modern buildings, 15 acres orchard, to trade for clean stock of men’s cloth- ing, furnishings and shoes. Description on request. H. J. Palmiter, Hart, Mich- igan. 125 Wanted—An experienced wrapping paper salesman to cover territory north of Grand Rapids. State experience, ref- erences and salary expected. Address No. 126, care Michigan Tradesman. 126 Wanted—Hardware man; one who is able to bulid up the hardware depart- ment. Must be a very capable man and must also be willing to assist in the grocery department. We will pay $100 to start and will do better if able to build up a first-class hardware depart- ment. State references and past record in first letter. Doering Mercantile Com- pany, Denton, Montana. 127 For Sale—Michigan drug stock, floor fixtures and fountain. Inventory less 40 per cent. or $1,800. Can be moved read- ily. Personal inspection solicited. Ad- dress No. 71, care Michigan a Cash Registers (all makes) bought, sold, exchanged and repaired. REBUILT CASH REGISTER CoO., Incorporated, 122 North Washington Ave., Saginaw, Mich- igan. 128 For Sale—Old established general store in prosperous Michigan town on railroad. Will sacrifice for quick sale. Address “Owner” No. 129, care Michigan Trades- man. 129 MECRA SANITARY REFRIGERATORS For All Purposes Send for Catslog McCRAY REFRIGERATOR CO. 944 Lake St. Kendallville, Ind. No " Ask about our way BARLOW BROS. Grand Rapids, Mich. Sand Lime Brick Nothing as Durable Nothing as Birepeoot 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 For Sale—A going variety store busi- ness in Western Michigan city of 5,000 population. Best location in city. Good lease. Manufacturing and _ prosperous farming country to draw from. If look- ing for something good, my proposition will interest you. Excellent opportunity for a live one. Reason for selling will be explained to buyer. Buyer must have eash or equivalent. $5,000. Address No. 110, care Michigan Tradesman. 110 STUMPAGE FOR SALE—Over thirty million feet oak, “chestnut, poplar and all the hardwoods common to this section. Also two hundred fifty thousand cords of chestnut extract and pulp woods. Prop- erty cut in half by railroads; eleven side- tracks and use of ample houses for labor- ers. Will sell right to whole tract or divide to suit. Principals only, no agents. Write NORTH CAROLINA TALC & MINING CO., Hewitts, Swain Co., North Carolina. 113 For Sale—A MINT. Modern’ well equipped cafe, centrally located in city of 20,000, in Oklahoma Gil District. closest investigation asked, leased four years more. Paid for itself three times last year. Don’t write unless you mean business. Address No. 116. care Michigan Tradesman. 116 Wanted—Two travelingmen, acquainted with the dry goods trade, to buy a well established wholesale house. Capital re- quired, about $15,000. Address No. 117, care Michigan Tradesman. 117 Special Sales To reduce merchandise stocks personally conducted for retail merchants anywhere. Write for date and terms stating ize stock. Expert service. A. E. GREENE SALES CO., Jackson, Mich. For Sale—Factory, ten million feet tim- ber. skidder, loader and 3 miles rail. Working near Norfolk, Virginia. John Slocum, 185 Kimball Terrace, Chesterfield Heights. Norfolk, Virginia. 84 For Sale—The Wm. J. Stephens’ resi- dence, basement under house and porch; hard and soft water; electric lights; all modern improvements. Also store build- ing and old established harness busi- ness with stock and fixtures, including shoe. harness and auto. tire repair equipment; all stock inventoried at old prices. W. J. Stephens, Elkton, Mich- igan. 53 We can sell your business, farm or property, no matter where located. Cap- ital procured for meritorious enterp. fses. Herbert, Webster Bldg., Chicago, Ill. 1 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sagi- naw, Michigan. 757 Pay spot cash for clothing and furnish- ing goods stocks. L. Silberman, 106 B. Hancock, Detroit. 936 Cash Registers—We buy, sell and ex- change all makes of cash registers. We change saloon machines into penny key registers. Ask for information. The J Cc. Vogt Sales Co., Saginaw, Mich. 906 For Sale—The best drug business in Michigan in city of 6.000. Santox and A. D, S. agencies pays all expenses except clerks. Stock and fixtures, $8,500 or 90 per cent. of inventory. Address No. 98, eare Michigan Tradesman. 98 COLLECTIONS. Collections—We collect anywhere. Send for our ‘‘No Collection, No Charge’’ offer. Arrow Mercantile Service. Murray Build- ing, Grand Rapids, Mich. 390 SEE NEXT PAGE. Advertisements received too late to run on this page appear on the following page. WM. D. BATT Hides, Wool, Furs and Tallow 28-30 Louis St. GRAND RAPIDS, MICHIGAN Chocolates Package Goods of Paramount Quality and Artistic Design “Or Teen ompR eagRad ae IP ah AKAs ae oe eters eerarnt rep session seein Ainaaeoainetmena maemo ene MICHIGAN’S OPEN WINTERS, They Find Frequent Counterparts in the Past. Written for the Tradesman. Is the climate of Michigan changing? Many times have I heard people spec- ulating on the wonderful turn our win- ters have taken since the early settle- ment of the State. Who is there, asks one, who ever saw such a mild winter as the present one? In truth, there have been at least a score of them since the date of the first settlement of Mich- igan at Sault Ste. Marie and the present time, and some of these are within the memory of our older inhabitants. Personally, I recall the open winter of 1862-3 when there was not a day’s sleighing until after March 1, at which time there came a snow fall that gave us three weeks of fair sleighing, giv- ing the lumberman a chance to get in some of the logs which had been cut and skidded preparatory to hau‘ing on sleighs. “Did anybody ever see such a mild winter as this?” was the general com- ment in December, '62, and January and February, ’63. Most of the early lumbermen placed their dependence on snow for the har- vesting of the sawlog crop, and an open winter was looked upon with a degree of dismay, bordering on panic. That winter the father of the writer was engaged in the shingle business. He had something less than a thousand cords of shingle bolts cut and piled in the woods awaiting snow for their transfer to his mill on the Muskegon. The open weather became a serious menace after February came along with its sunshiny days and bare ground. Father was meditating on buying a lot of trucks, of hiring teams to bring in the bolts on wheels, when March 1 dawned with a heavy snow storm. The fall was sufficient to make sleighing. Then it was there came a scramble for teams and sleighs. Every available team and sled was brought into service for miles around, since the lateness of the season precluded any great length of slipping. For three weeks the sleighing was very good and during that time there was a hum of industry along the roads leading to the Muskegon that had not been equal!ed since the dawn of the first day of lumbering on that stream. Many logs and shingle bolts were rushed in, but many logs remained to be trucked—a much more expensive manner of delivery. After that we had a number of snug winters in which all Western Michigan rejoiced. It was said that none of the lumbermen could enjoy fine weather in the winter time, because such weather threatened to interfere with his bread and butter. I well remember another open winter, snowless. full of sunshine, intermingled with rain storms, but lack of freezing, that gave some of the big loggers cold feet. One of the largest firms at Muskegon started operations in the woods on an extensive scale. By midwinter they had their skidways full. while the skies smiled beneath a tropic sun, and even freezing nights were rare. ~ Somewhere near March 1, every camp was broken MICHIGAN '’TRADESMAN and the men returned to the Sawdust City. The outlook was very discouraging. All those logs would have to be truck- ed. This meant more than double the expense of drawing on sleighs. The firm contracted with an up-river logger who made a business of jobbing, to put in their cut on trucks at a certain sum per thousand feet. It was a price that promised a fair return for his labor, and the jobber made ready to go after implements for the work when he awoke one March morning to find the ground covered with snow to the depth of six inches. You may be sure that man was up and stirring. Snow, snow everywhere, and more coming! Something that had not been seen before during the winter. The jobber had plenty of sleighs piled in an old barn, idle and useless up to now. These were brought into immedi- ate use. Men and teams went hustling like flies around a molasses cask, and soon the woods were filled with loaders and myriads of teams. At one point on the river, a small settlement, down one hill to the river dumping ground, eighty teams were en- gaged in rushing the logs to the water- side. These were not for one firm, but for several who had been caught as had the first, overloaded with pine logs with lack of facilities to ship them to the river. The jobber was in luck for once. Heretofore he had been considered an inpecunious chap because of his lack of foresight in taking jobs too cheaply. This year he received trucking price for delivering logs on sleighs and ended up with a snug little nest egg that gave him cheer for years afterward. Of the exact date I am not sure, but I thnik it happened in the year 1878. That winter may be set down as mild in the extreme. During the whole winter the Muskegon rvier was frozen over exactly eleven days! Usually the stream is frozen for several months. One spring in particular the voters of one township crossed the river on the ice town meeting day, April 3. The winter of "78 was snowless. On March 1 the writer, who at that time kept a diary, recorded, “Not one day’s sleighing this winter.” There have been other winters comparatively open, so that we can not believe that this un- usually mild winter is the precusor of an untoward growing season, or that the climate of the State is undergoing a violent change. ; It would be as interesting, perhaps, to look back and note some of the hard winters that have inflicted poor humanity in the Peninsular State dur- ing the past half century. Not this time, however. It is said that at an early day people from the dreary hills of New England came to visit their friends who had lately emigrated to Michigan, and found them in the middle of January sitting on the front porch, enjoying the balmy air, like that of late spring way down East. These visitors were enraptured with Michigan’s delightful climate and re- turned home fully resolved to sell out and quit the bleak New England home- stead fora more congenial one between the Western lakes. Our open and hard winters serve to balance one another, so, while the climate is not changing, we may con- sider that there are many worse places to live than within the borders of good old Michigan. Old Timer. Preventing Ex-employes From Dis- closing Business Secrets. There is nothing that the law guards more jealously than the right of an employer to keep his employes, when they leave him, from carrying his se- crets to some other employer or using them to go in business with them- selves. Any employer upon whom this imposition is sought to be work- ed by an employe can always get an injunction, not only against the em- ploye, but against any person who proposed to aid the employe to use the secrets of his former employer, whether as partner or employe. Th character of the secrets an em- ploye will not be permitted to dis- close, if they be peculiar and impor- tant to the employer's business, is not material. They may be secrets of trade, or secrets of title, or secret pro- cesses of manufacture, or any other secrets important to the business of the employer. They, however, must be the particular secrets of the com- plaining employer, not general secrets of the trade in which he is en- gaged, nor even the same secrets as those sought to be protected, if they be discovered by the independent investigation of outside parties. The duty of the employe not to dis- close the secrets of the employer may arise from an express contract be- tween them, or it may be implied from their confidential relations. Usu- ally there is no actual contract, al- though it is always a good plan to have one. Where the private informa- tion is given to the employe, however, because he is a confidential employe, he will not be allowed to communi- cate it to any one else, even though he d‘d not agree not to. The law thus expresses it ina recent case: ‘Where confidence is reposed, and the em- ploye by reason of the confidential re- lation has acquired knowledge of trade secrets, he will not be permitted to make disclosure of those secrets to others to the prejudice of his em- ployer.” When an employer goes into court to ask for an injunction against a for- mer employe who is proposing to make use of some private information he obtained while ‘in his employ, he must prove four things before the injunction will be given him: 1. That the imformation or secret was a trade secret, or some secret process of manufacture. 2. That it was of value to the em- ployer and important in the conduct of his business. 3. That the employer discovered or created this secret or private infor- mation, in a way which gave him the exclusive right to use it. 4. That the employer communicat- ed it to the employe because he was a confidential employe, and only for that reason, and that it would be high- ly unjust for the employe, under these circumstances, to-disclose it to others or make use of it himself. February 26, 1919 If the employer can prove these facts, and can further show that the ex-employe is endeavoring to make some use of the secret, he will prac- tically always be given an injunct’on, which will include, as I have said, not only the employe himself, but his part- ner if he has gone in business with somebody, and his new employer, if he has one. Profitable Patriotism. Written for the Tradesman. We would not impugn the motive of any who offered their services or their business establishments to the Government in its hour of need. Cer- tainty of financial loss for so doing would not have deterred some men. That the Government should speedily guarantee a reasonable profit to all was commendable, A great mistake was made in the application of that policy whereby millions of dollars were paid to in- efficient laborers. They were paid several fold more than the real value of their labor. An inexperienced man was paid as much or more than the pre-war time wages of an expert and the pay of skilled workmen doubled and quadrupled. The guarantee of expenses, plus 10 per cent., to manufacturers of muni- tions and supplies for the army, w'th- out a definite limit to expenses, open ed wide the door for graft, profiteer- ing or whatever other name you may call stealing from the Government. Instead of 10 per cent. on a fair com- pensation for one competent workman for a certain amount of work, it was possible to garner in 10 per cent. on the wages of a half dozen incompetent men who accomplished no more in a day than the one. A simple arith- metical demonstration will illustrate the point: A machinist who aforetime com- manded $100 per month is advanced to $8 or $10 a day when assigned to work on a Government contract. In- stead of a profit of $10 a month on his labor the contractor gets from #20 t> $25. In other work, where un- skilled laborers could be used, instead of one man at $2.50 per day, three sh'rkers could be put on at $5 per day each. For a given amount of work, instead of $2.50 expense and 25 cents profit, the expense would be $15 and profit $1.50, costing the Government $16.50 instead of $2.75 for a certain amount of work. Will anyone deny that this practice has not been employed in many cases? It is the right of every citizen to know who is to blame for such waste of the people’s money, and then it is the duty of every voter to help put such officials out of control. E. E. Whitney. —_2-—_____ After you have done a person a real injury it is useless to expect he will again be the same towards you. BUSINESS CHANCES. For Sale—Established mattress manu- facturing business. For information, write Union Mattress Co., Owosso, Mich- igan. For Sale—Up-to-date drug stock; in- voice about $1050; doing cash business of $25,000 yearly; no cut rate. Address No. 131, care Michigan Tradesman. 131 ‘Wanted—Second-hand automatic ma- chine for making fish net floats and portable box shook machine. Geo. A. Feneley, Engadine, Michigan. 13 1919 ese the ike ac- on, 10t rt- ith if to aero DUTCH MASTERS - SECONDS Will stimulate your trade Handled by all jobbers G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS Package Seas Means Efficiency Grocers who handle Franklin Package Sugars are enabled to have cleaner, neater, more attrac- tive stores because of the elimi- nation of bulk containers, spill- age and waste. They save the clerks’ time which can be devoted to window dressing and other store work of the kind that helps sell goods. The Franklin Sugar Refining Company PHILADELPHIA an ‘‘A Franklin Cane Sugar for every use’’ an Granulated, Dainty Lumps, Powdered, eal aes es |e Confectioners, Brown ASI O al ii SLUR Vt Red Crown Gasoline for Power The modern motor and improved carburetors have demon- strated beyond question that gasoline made especially for motor fuel—as Red Crown is made—will give the most power—the most speed and the most miles per gallon. Red Crown, like your automobile, is built to specifica- tions and Red Crown specifications have been worked out by the most eminent petroleum chemists and automobile engineers available. Red Crown contains a continuous chain of boiling’ point fractions, starting at about 95 degrees and continuing to above 400 degrees. - It contains the correct proportion of low boiling point fractions to insure easy starting in any temperature—the correct proportion of intermediate boil- ing point fractions to insure smooth acceleration—and the correct proportion of high boiling point fractions with their predominance of heat units to insure the maximum power, miles and speed. These are the things that make Red Crown the most effi- cient gasoline possible to manufacture with present day knowledge. For sale everywhere and by all agents and agencies of -STANDARD OIL COMPANY > (INDIANA) : ? Chicago ast U.S. A. The Grocer and His Problems Peace brings many problems. There are nearly four hundred thousand distribu- tors of our product in this country. They co-operated loyally and _patriotically with the Government. They made many sacrifices. Among the blessings of Peace is the return of Shredded Wheat to normal production, which enables all our distributors to supply the demand for the world’s standard cereal ‘breakfast food, Shredded Wheat comes out of the ‘ War pure, clean, wholesome and unadul- terated. There is no “substitute” for it. It is the same Shredded Wheat you have always sold, made of the whole wheat, nothing added, nothing taken away. The Shredded Wheat Company, Niagara Falls, N. Y. The Old Way The American Workman Must Rebuild the World To me«t this task efficiently, he demands the safety and comfort of the Outerall, the longest wearing one piece garment made. Flapp:ag garments that sag and bind, interfere with speedy produc- tion an: catch in machinery, do not measure up to the standards of American labor today. Mechanics, railroad men, garage workers, laborers and farmers wear the Outerall. Every auto owner should have one for work- ing avout the car. Made of heavy, durable fabric in khaki, olive drab and olive army shades, also plain blue, wabash stripe and shadow stripe. Guaranteed to was. without fading. Trim and neat. Sets snugly but comfortably. Children’s suits in sizes 2 to 14. Save clothes, mending and washing. Dealers, prepare for the demand this spring for the efficient work an« play garment. . S:.MPLE ASSORTMENT SENT ON APPROVAL. Write today. Michigan Motor Garment Co. Factories: Greenville, Mich., and Carson City, Mich. Offices or Branches: __. 4439 S. Michigan Ave., Chicago 3429 Ashland Ave., Indianapolis 30-401-2 Euclid Arcade, Cleveland 615 Locust St., Des Moines, Ia. 147 Dwight St., Springfield, Mass. “The Economy Garment”’ REG. U.S. PATENT OFFICE