SIDI C6 ESFIEEN RRSP VNB II INTIAL + RILEY RSA TIA 51] DS W754 SE GHMAOE ENY CHO) NZ PAS oS YEN YA ZANK y eS VIPS WS: Hi eee BE: S() ih. “Ene pal OU) RASS (en NOK OS CM CIA ; Wei | CP) Le CON CI Caren OURS DOVE BRON B72 >) ae) San eu Vom » te SS OFS )~) ae SENN ad Su YG a RS a CR ho eae BR Beet : KG ee ee a st aS CNS « LN » aes? f Yj XI Ry ee Nie is RN » A) o_ ne MeCN; (6 TANTO Pa (a are oA Na) MN Ne EN ae KO a7) Xt CRY CL RAG pS SCO MAS) EO ao) US NESE: NEL. St Nae SSS AS eR GN Netntsy ECO oy LW Zs inf Pos = INT eeN SPIO CEPUBLISHED WEEKLY © (2 SU GSR TRADESMAN COMPANY, PUBLISHERSA 30) Ae i DIE NOE SE SG ELC RES COE SSS Re Thirty-Sixth Year GRAND RAPIDS, WEDNESDAY, MARCH 5, 1919 _ Number 1850 © Petoskey Portland Cement Co. AUTHORIZED CAPITAL STOCK $1,500,000 ALL FULL-PAID AND NON-ASSESSABLE COMMON STOCK An Investment Opportunity _ This stock is now being offered to the public at $12 per share. The raw materials alone possessed by the Company, according to very reliable geologists, is worth $5,000,000. This is over 3 times the capitalization. In other words undeveloped the stock is worth $33.00 per share. This gives an idea of what is back of an investment in the stock of the above company. Not a Speculation This stock is being offered and is being purchased as a real investment because it has paid dividends for years from crushed stone sale alone and to this in a year or two will be added dividends coming from the manufacture of cement. _With cement companies paying from 30% to 40% per year after buying raw material and paying heavy freight charges to haul same to their plants, what will the Petoskey Portland Cement Company reasonably be able to do with a saving of $150,000 above such other companies. To this add the already sure dividend that comes from the sale of crushed limestone. It cannot be disputed that the Pecoskey Portland Cement Company has more than sufficient raw material, both shale and high calcium limestone, to maintain a large cement plant for 100 years and’ still continue to sell crushed limestone to other concerns. It is a fact that its location on Little Traverse Bay gives it the best possible transportation facilities. Besides water transportation, it has two railroads. It is also an acknowledged fact that its management is as strong, honest, and capable as could be had. This company possesses every requisite for success. The Future of the Cement Industry No industry has a brighter outlook, and the demand for cement is growing very fast and will grow even faster as soon as all states start doing what Illinois and Michigan have already done—voted $60,000,000 and $50,000,000 bond issues respectively for good roads. While con- crete roads will consume much cement it is only one of the many uses. Cement authorities are making no ite prediction in stating that in a few years there will be a very great shortage of cement. This industry will have to run full capacity for years and even then the out-put of the present cement plants will be entirely imadequate to supply the demand. The Future of the Petoskey Portland Cement Co. The Petoskey Portland Cement Company is destined to become one of Michigan’s large concerns. Its location, supply of raw materials and management, all point to that fact. IT IS NOW PAYING GOOD DIVIDENDS. It should pay larger returns very soon and is destined to become a Big Dividend payer, but is not a get-rich-quick proposition because it is not speculative enough but a possibility of 30% to 40% each year ‘when its cement plant is com- pleted is within reason because a large number of cement companies are-doing as well after buying raw material and paying freight on same. The future of cement companies as regards dividends is much better than anything they have paid in the past. The Limestone Industry The limestone industry is as essential as the wheat industry for all foundries need limestone, as well as paper mills. Without limestone no pig iron, no steel, no sugar. Any number of other manufactured articles require limestone. The Petoskey Portland Cement Company has offers of large contracts for all of these purposes. Its dock will be started April 1st, and upon completion the limestone business alone will annually pay from 15% to 20% on the entire stock of the Company. Investigate this proposition now before stock advances in price as it can sell at the present price for only a short while. It is a good purchase at $25 per share but a better one at $12 per share. F. A. SAWALL COMPANY, Inc. 405-6-7 Murray Bldg. Grand Rapids, Michigan F. A. Sawall Co., Inc., Grand Rapids, Michigan. : Gentlemen:—Without any obligation on my part send me all information you have regarding the Petoskey Portland Cement Company. Nerang i se ae ae so cele wr eet oo ee a Pe Raper ere Cae org tebe ce ect ae ce ens . De a ee ov Fo ce oe BES Cis pare On eects ees ee kes heehee explains how Fleischmann’s Yeast can be used as a simple remedy for con- stipation, and ordinary blood diseases which result in boils, carbuncles, pimples “It is cheaper to telephone than travel” ——— * i ] f ly of this book. is more true today than ever before. Ask any Fieischmann salesman for a supply o is book Circulate it among your customers and increase your sales. W 3 ; “The Healing Power of Compressed Yeast” hy Tr avel ? --- TALK acai —is the name of a booklet which e ar oar : Our LONG DISTANCE LINES reach 250,000 Telephones in the State, also points outside. Use Citizens Telephone Company’s Service THE FLEISCHMANN COMPANY NEW YORK CINCINNATI SEATTLE SAN FRANCISCO Ceresota Flour Always Uniformly Good NC a | Thousands of Pounds of Sugar go into your store and are sold to your customers every year. Make a profit on every pound by handling Franklin Package Sugars. The profit is in the money you save in time, twine, paper bags and wasted sugar. The Franklin Sugar Refining Company PHILADELPHIA Made from Spring Wheat at Minneapolis, Minn. Judson Grocer Company _ Pure Foods House Distributors GRAND RAPIDS,. MICHIGAN Granulated, Dainty Lumps, Powdered, Confectioners, Brown DEAL 1814 MORE PROFIT SNOW BOY WASHING POWDER 24s—Family Size through the jobber—to Retail Grocers 25 boxes @ $4.85_5 boxes FREE, Net $4.04 10 boxes @ 4.90.2 boxes FREE, Net 4.08 5 boxes @ 4.95—I1 box FREE, Net 4.12 2i4boxes @ 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, NY. 7 4 pao atone asinaey eet ® CZ NATO SINS) Thirty-Sixth Year GRAND RAPIDS, WEDNESDAY, MARCH 5, 1919 Number 1850 MICHIGAN TRADESMAN (Unlike any other paper.) Each tssue 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 3, 1879. WANTING IN VISION. He is beginning to show his age and his tall form is already bent. He pays his employes fair wages and he sees to it that their housing condi- Although a trifle close, he is an all-round sood man, who takes his life, his work, his for- tune and his responsibilities serious- ly. Nevertheless, he is a Philistine. tions are sanitary. sodden A man in industry needs a larger vision than hogs and lard or twills and tape or whatever else may constitute his line of business. Making a standard product and pay- leading a standard life as he does has merit, but ing standard wages and not quite merit enough. One must have something more, and the only trouble with this man is that he lacks the little twinkle of some fugitive extra quality. His laborers are mostly foreigners who do not speak English. He would like to see them improve, but he is without the sporting curiosity to find out what may be developed out of those curious people who live by themselves in their bosky Babel. The sanitary houses are kept freshly paint- ed, they stand along a beautiful tree- hordered road, and yet they are mo- notonous, short in the eaves and as ugly as everything else the good man owns. Despite the grass and the green trees, the place is not inviting. The children run pretty wild, and while parents are prolific, the rising genera- tion is not promising. There is a Catholic priest who lives alongside the little shack of a church around the bend in the road, who speaks the exotic language and seems to under- stand the people. man, but the man of circumstance is a stanch Protestant, and both he and the priest are shy of one another. He is also a good The local schools are not very good; they seem, somehow, to lack inspiration. The good citizen minds his own business and does not inter- fere with the school commissioners. He pays his taxes and does his duty as he sees it. He lives in an immense house which was expensive to build when building was cheap. The archi- tect who designed it was a person of taste, but the master did not know enough to work with him or to leave him alone, and so it is a sorry exam- ple of misspent wealth. The old man has not cultivated the graces of vis- ion beyond the market place, and now he has no eye for them. Thus the more he worse it is for the home town and the duller and less attractive it becomes. The more houses he builds the uglier it grows. The more employes he en- gages the more disorderly are the youth, because they have a bad start and a bad name. There was a chance to make the place an example of en- lichtenment, a delight to the eye and an inspiration to every one who visit- ed it. This would have required two missing things—a cheerful, kindly, sporting interest in human reactions and a searching taste for beautiful things. Once upon a time the master had the beginnings of these qualities, but he neglected them and they be- came atrophied. He was “too busy.” It is too late to change now. Never- theless, he is a good man and the town can ill afford to lose him. His sons are given to idleness and ease, and that forebodes want and neglect along the shady road. eee The result of the election of an American as Speaker of the Federal House of Representatives, is evidence that the present leaders of the Repub- lican party are carefully laying their plans for the Presidential election of next year. Mann as Speaker would have been a heavy weight for his party to carry. He would have had continually to be explained and apol- ogized for. To Mr. Gillett, on the other hand, the party can point as an earnest of its determination to bring forward its best men. The new Speaker dwells with becoming grav- ity upon the tremendous questions with which the next Congress will have to deal. All the wisdom and character which the Republican party has at command will be needed. There will be a great work of investigation to do. The seamy side of the war will have to be laid bare. Enquiry will be made into the » Administra- tion’s handling of finances and war contracts and railroads and shipping. Every business man knows there has been profligate waste and notorious inefficiency. It will be the duty of a Republican Congress to bring out all the facts. To do this not in a pal- pably partisan spirit, but as a part of a public-spirited housecleaning, will require delicate management. Speak- er Gillett may be counted upon to do his part in this desirable and inevit- able work of investigation with hon- esty and intelligence. prospers. the CANNED GOODS SITUATION. In some quarters there is an effort being made to figure out a higher tendency for canned goods. The ar- gument goes further and estimates that there can be no possible reduc- tion in prices of the new pack, all of which seems to bear out the sugges- tion that the wish is father to the thought. As matters stand now, re- tailers are not buying very much from jobbers, and jobbers in turn are not replenishing their own supplies. It may be true that people are buy- ing canned goods, but it is equally true that they are not them in the same volume that they usually do at this time of the year. It is also true that retailers have larger stocks on hand than they usu- ally have, due in part to heavy buying early in the season, and also to the slow demand. Hence they are not likely to replenish very readily when they see themselves overstocked with high priced goods. It is possible that the canned goods market may ad- vance some time in the future, but the present tendency is the other way. Of course, exception has to be made to the items of fruit and salmon, which have been in active demand for export, but even these seem to have reached the top so far as prices are concerned. purchasing ADDED COST OF CLOTHING. Rather an interesting little contro- versy was stirred up a short time ago by Maurice L. Rothschild, who deals extensively in clothing. He asserted that the clothing manufacturers were laying too great stress on how muci more the cost of their product would be because of the reduction of work- ing hours to forty-four a week. His notion was that it would not amount to more than 50 cents in the cost of a suit or overcoat. As against this, Ludwig Stein, President of the Na- tional Association of Clothiers, stated that “the conversion cost of a good suit to-day is approximately $2 high- er than a year ago. This will apply to suits retailing at $30 and upward, with a corresponding increase for the higher grades.” In response to this, Mr. Rothschild’ gave detailed figures showing actual labor costs, aside from “overhead,” of from $4.40 to $7.30 per suit: At the highest rate the differ- ence under the new work schedule would be only 58 cents a suit. Mr. Rothschild qualified his statement further by saying this was on the basis that the work-people in the re- duced hours would only do a propor- tionate amount of labor, but that he believed the increased efficiency of the workers through reduction of hours would offset the decreased pro- duction. This seems to be virtually admitted by My. Stein, who remarked, with a different notion, however, in view, that “few people seem to realize that the reduction of the working week to forty-four hours entails over- time work. This means decreased efficiency. You expect a worker who is employed on overtime cannot one day to be as fresh as on the day foliowing.” Yet apparently all the overtime needed—which would make theni less efficient—would only be to even up the former schedule. ee President Wilson’s reported deter- mination not to be a candidate in 1920 is in line .with private expres- sions of his quoted before. He has made no explicit and public state- ment. Perhaps he thinks it unneces- sary. He may expect the people to take it -for granted that he regards the tradition against a third term a> binding. But both McKinley and Roosevelt thought it desirable to reassure the public on that point. One motive which Mr. Wilson may have in declining to do so is his desire to keep the Republicans in uncertainty about his intentions. In all the re- ports about his anxiously looking for- ward to the time when he will be out from under the strain of office, and free to pay his respects to his op- ponents in a “history” which he would like to write, there is always a sort of latent threat. If the Republicans go to too great extremes in attacking him, he will go forth to do battle with them again! This is based, of course, on the patent fact that the Democrats have no one in sight who could make anything like the formid- able fight that Wilson could offer them. The Republicans, by the way, are having their own worries. They are said to fear that Taft may be a candidate once more. But as this is based on the theory that he is be- coming highly popular for his stout advocacy of the League of Nations, and as at the same time it is a fixed article of belief with the Republican leaders that the League of Nations js the most unpopular thing going, it would appear that their logic has got mixed. TEDL EE ELIAS ONAL EED Most of us tap the great life supply by inserting a half-inch pipe, and then we pinch even this with doubts, fears and uncertainty, so that we get only a meager quantity when we might get abundance. There is no lack “in Him in whom all fullness lies.” The lack, the pinching, is in ourselves. The supply is inexhaustible. eS Your aspirations, your heart’s long- ings, your yearnings are indications of what is possible to you, of what you can do and be. It is your busi- ness to nurse the vision which you see in your highest moment and to match it with reality. 2 Late News From Michigan’s Metrop- olis. Detroit, March 4—Cadillac Counci! endorsed the good roads amendment bonding the State for $50,000,000 for good roads, in a resolution presented at the Council meeting Saturday night at 298 Randolph street. It is the desire of commercial trav- elers all over the Nation to see such a system of good roads in existence that long hauls by motor trucks will be made possible to facilitate quicker deliveries from jobbing or manufac- turing points. More than one sales- man has entered a town prepared to sell a bill of goods only to find that the previous orders taken have not been delivered through no fault wf the consignee. C. C. Starkweather, former-presi- dent of the East M’chigan Pike As- sociation, addressed the meeting, his figures and conclusons tending to prove that the good roads amend- ment would not ‘ncrease State taxes more than one mill as the bonds vould only be issued as needed. thus spreadig the expenditure over a per 10d of thirty vears. The automobile tax, amountine to #3.000.000 a year. would avgregate in thirty vears, $90.000.000. The federa’ aid, Covert act and State apnror a- tion as applied to county valuation, permitting four counties to construc! highways otherwise impossible to- gether with Government supnort of dollar for dollar for amcunt appro- priated bv the State, wou'd give Mich igan $200.000000 for road building. Thus Michican would hecome a mammoth tourists’ highway and mil- lions of dollars would be broucht into the State offsetting what is a neces- sary expenditure. The Council cons‘dered the anpoint- ment of a hotel inspector on the as- sumption that the Henry hill will be passed. Officers elected are as fol- lows: Senior Counselor. A. W Word: Junior Counselor, E. J. Herring; Past Counselor, O.-E. Jennings: Secretary- Treasurer. F. J. Burch: Conductor, B .H. Wil'ard: Pace, A. F. Ho't: Sen- tinel. JM. Maitland: Chaplain. A. G. MacEachron: two-vear memhers, executive committee. Morely Brown. Martin Reid: one-vear members, E. S. Cheney and Ell’s Rine. Delegates to Grand Council. Flint, first week in June: T H. Sweet O. E. Jennings. A. W. Wood. T. E. Bul- lock, A. G. MacEachron. J. E. Hardy, J. P. Soloman: Alternates. T. B. Kel- lv, C. W. Peddie S. B. Rosenfie’d, J. W Dean. G. H. Fleethham, H. B Auger, H. F. Doweld: Chairman of the Grand Jurisnrudence Comm'ttee, M. G. Fowarn: installing officer, Mr MacEachron. Indenendent crocers have formed a buy'ne organization to meet the competition of chain stares, accord- ing to an announcement bv the Re- tail Grocers’ Association. Tt is ex- plained that the 250 orocers in the organization now have a warchouse with Michican Central sidetracks and a number of tricks sunniving the dealers. Ivestead of buving in small quantities. the grocers now have the advantage of carload buying by ex- perts. Voters of Detroit on April 7 will be asked to annrove the issuance 0f $10,000.000 in public utility bonds cov- ering the acquisition of a mun'cipal street ralway system, including, if necessary, subway and elevated lines, as well as surface line. An ordinance to this effect was adopted at Tues- day night’s session of the Council. M. W. Taber has returned to De- troit to resume his position as Detroit manager of the Aspromet Co. (for- merly Asbestos Protected Metal Co.) At the beginning of the war Mr. Ta- ber was transferred to Pittsburgh as factory manager to assist in the pro- duction of Government orders. His present offices are at 1858 Penobscot bu Iding. Detroiters will vote on a new bridge MICHIGAN TRADESMAN to Belle Isle at the spring election, April 7. At that time approval of a $3,000,000 bond issue to build the link to the island from the foot of E. srand Boulevard will be asked of the voters. A resolution to this effect was introduced by Charles F. Bielman and adopted by the council Tuesday night. The proposal in the form of an amendment to the charter requiring a three-fifths vote of the people for its adoption. When the Heynz Bazaar occupies its new bu Iding in October, 1919, at 183 Woodward avenue, there will be a big department for women’s shocs which will probably be leased out. It is understood the company is now negotiating for lessees for a number of departments. Contracts fdr the new eight-story building were let this week, and work will start as soon as the old Fyfe store is razed. Detroit retailers are showing great ‘nterest in the convention of the Na- tional Credit Men’s Assoc ation which ‘Il take place in Detroit next June. Some 2,500 delegates will attend. A number of retailers and wholesalers re members of various convention comm 'ttees of the Detroit Credit Men’s Association, who are making the necessary arrangements. It will “ring to Detro't a great many mer- hants from all parts of the country, nd most of the subjects to be dis- sed will have direct bearing on the nercant le business, both retail and ho'esale. >>. Live Notes From a Live Town. Owosso, March 3—E. A. Rutten- ‘ord took advantage of the change in the weather to-day and started a small army of men gathering ice. Sheridan Lake without doubt pro- duces the best ice of any waters in the State. That water is very ciear and, what is quite phenomenal, the water is very soft. The writer was informed by one of the men that it didn’t hurt so badly to slip down on that lake as it did on some others. We took his word for it. B. N. Felty, of Vernon, has added to his line of confectionery and ice cream a nice stock of groceries, pur- chased a new roll-top desk and a new nickel topped stove. He is doing business every minute. Here’s hop- ing you get tired out! He has also bought the P. E. Kirkham residence and moved his family into the same. Sturgis & Son, of Crystal, have pa- pered and decorated the interior of their general store and meat market; also laid a new floor and new top; on the counters. They have now some swell store for a country town. Roy E. Brooks, of Sethton, has sold his general stock to R. W. Hurd, of the same village, who took possession March 1. George Banton, former storekeeper at Butternut, at present owner and operator of the elevator, was severe- ly injured by an explosion of the acet- vlene gas plant at his home last ~veek, blinding one eye and nearly ever ng his nose from his face. He *s at present in a critical condition. H. H. Morrow, who recently came among us and started a grocery in the old Miller store, has purchased a gen- eral stock in Millington and is clos- ing out his stock of groceries here preparatory to taking possession of ‘he Millington store. HT. J. Fuller, Owosso, proprietor of he Corunna road grocery, was found “nceonscious in his delivery auto Thursday afternoon and passed away that evening, without regaining con- sciousness. Death was due to heart failure. W. E. Rawson, of Bannister, who recently sold his grocery to C. D. Wooley on account of poor health, has gone to Rochester, Minn., and placed himself under the care of Mayo Bros. Here’s hoping the operation will prove successful! Honest Groceryman. —_—>--__—__ Pugilists lead a sluggish life. March -6, 1919 Feed Your Family Healthy Nutritious Food If you want to avoid doctor bills, iliness, 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 Whit “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. qmsapasntpnessmasnacneiumns TT j i eqeueonernran ey ~~ 2 uno ttectce RSE ita. aa Te. as ae fh | | me sey eee Aether A et. ek. oo Oe } Kana sc p0- pte ll ong ~~ > meanest se ieee Reena? es 2 pple aati eons : iin ye Ne im } eel March 5, 1919 Resolutions Adopted By the Saginaw Convention. The following resolutions were adopted at the meeting of the Retail Grocers and General Merchants’ As- sociation, held at Saginaw, Feb. 18, 19 and 20, 1919: WHEREAS—We believe that the stand taken by the Butterick Publish- ing Company in refusing to accept advertising from mail order houses is for the best interests of the country at large; therefore be it RESOLVED—That we endorse the stand taken by this and other com- panies who adopt like methods and that we give the manufacturers who advertise with such companies a pref- erence in the selection of our stock. WHEREAS—Many of our soldier boys now being discharged from ser- vice in the army and navy, and WHEREAS—Many of these boys are without employment or the pros- pect of being employed at an early date, and WHEREAS—Many of these boys have given of their time, energy and ability in the defence of the United States and the principles she upholds; now therefore be it RESOLVED—That each and every member of this Association do his utmost in giving employment or help- ing secure employment for these boys in such positions as will best sut them. WHEREAS—The sale of food- stuffs through the jobbers and retail- er appears to be the proper method of distribution; and WHEREAS—The sale to consumer direct from the jobber tends to de- moralize business in other lines; and WHEREAS—This practice does not promote a spirit of harmony be- tween jobber and retailer; now there- fore be it RESOLVED—That we request these jobbers who are supplying these goods direct to the consumer to re- frain from a practice that can only result in a very limited trade and un- fair competition to the retailer; and be it further RESOLVED—That a copy of these resolutions be sent to the Wholesale Grocers’ Association of Michigan as well as the: jobbers selling goods in Michigan. WHEREAS—We believe the prin- ciples embodied in the Stevens bill are for the best interests of the manufac- turer, merchant and consumer; there- fore be it RESOLVED—That we favor the passage of the bill now before Con- gress known as the Stevens bill; and be it further RESOLVED—That copies of this resolution be sent to the American Fair Trade League, the Federal Trade Commission, the Michigan Represen- tatives and Senators and to Congress. WHEREAS—Mr. John A. Green has given of his time in helping the organization of various towns; and WHEREAS—The work has been productive of most gratifying results in increasing the membership of the Association; now therefore be it RESOLVED—That this Associa- tion convey to Mr. Green hearty com- mendation for the assistance given us the past year, and be it further MICHIGAN TRADESMAN RESOLVED—That a copy of this resolution be sent to Mr. Green, as well as to the American Sugar Refin- ing Co. for making the work possible. WHEREAS—The Michigan Trades- man has generously given both time and space in advocating good busi- ness principles and in warning against unfair practices by stock fire insur- ance companies; and WHEREAS—Its editor gives of his best efforts at all times in issuing these warnings; now therefore be it RESOLVED—By the Retail Gro- cers and General Merchants’ Associa- tion that we commend the Michigan Tradesman and its able editor, E. A. Stowe, and be it further RESOLVED—That a copy of this resolution be mailed to the Michigan Tradesman. a Two Price System Not a Success. Ypsilanti, March 1—Can you tell us anything about the success or otherwise of any one who has adopted the so-called four-square system of doing business, as advocated by Mr. Roth, of the Retailer’s Journal, of Chicago? This is a system, as we understand it, where a charge is made for each delivery and also a small percentage is added for carrying ac- counts. We thank you in advance for any information you can give us. Davis & Company. Grand Rapids, March 3—Replying to your enquiry of March 1, I beg leave to state that I have never yet found a merchant who made good in starting at one price and adding ex- tras thereto for extra service. I do not believe it can be done success- fully. On the other hand, I have seen many merchants succeed in offering discounts for cash and carry. The Goodman & Akom Co., at Allegan, for instance, have everything on its shelves marked in plain figures with price tags. You buy $2 worth of goods to be charged and delivered and you pay $2. If, on the other hand, you pay spot cash and take the goods with you, you get 10 cents in — change. I go to Allegan every few days and I have been watching that store like a cat watches a mouse to discover any inherent weakness in the system. No weakness has developed during the two or three years the system has heen in effect and I have recommend- ed the same plan to many merchants. Those who adopted the plan are warm in praise of it, because it seems to present a solution of a very difficult problem, Tht Bertsch grocery, the largest store of the kind in this city, under- took to establish and advertise the two-price system, but it proved a dis- mal failure and Bertsch then fell back on the cash-and-carry plan, which he says is working out satisfactorily. He was forced to adopt radical measures hecause there is a Piggly Wiggly store only a door or two away from him. E. A. Stowe. —_—— > Purely Objective. Uncle Jethro sat fishing on the bank of a tiny rivulet when a stranger stopped beside him. “Is it possible that there are any fish in such a small stream as that?” he asked. “No, there ain’t none!” Jethro grunted. “But you're fishing!” “Yep,” said Uncle Jethro. “What, then, is your object?” “My object,” replied Uncle Jethro, “fs to show my wife I ain’t got no time to sift the ashes.” Uncle Buy Less and Buy Often This is the policy we advise our customers to pursue in handling the tea department of their business. Our containers are modern, sanitary and attractive. Our line of package teas is complete. No line can boast of more up-to-the-minute fea- tures than ours. Our brands of packages are as follows: Nagroco Pathfinder Lighthouse Red Cap We aim to make it convenient for the mer- Each grade is packed in 50 No dealer will find it necessary to overstock, thus keeping his goods Good tea kept good is the secret of a successful tea business. chant to buy our teas. lb. cases or 12 lb. cartons. fresh and clean at all times. Quality teas at fair prices has always been our watch word. Our Tea Business is healthy and increasing rapidly, due to the care we exercise in selecting teas of known cup merit. Next week we will tell you about our Profit Sharing Plan in the handling of teas. NATIONAL GROCER COMPANY Grand Rapids Lansing Cadillac Traverse City MICHIGAN TRADESMAN Movements of Merchants. Minkel succeeds John Kirivan in the grocery business. St. Joseph—August Schaefer has purchased the bakery of Nimtz. Edmore—Arthur E. Mecosta—Henry Jenning & Stewart suc- ceeds C. B. LaClear in the grocery business. Muskegon — Dertier & Katthauf succeed Lewis Smith in the grocery business. South Haven—The Citizens State 3ank has increased its capital stock from $50,000 to $100,000. Niles—The Pike House will be raz- ed and a modern brick and steel hotel] erected in its place, early this spring. fon‘a—A. Gregor, recently of Grand Rapids, has leased the West Store in Ionia, and will occupy it with a bak- ery. Allegan—William Oliver has taken over the lumber business of Griswold & Nichols, taking immediate posses- sion. Alma—The Sanderhoff Bakery will move to a new and better location with increased facilities on or about March 10. Charlotte—Bert Porter, meat deal- er, has taken over the meat stock of Pettie & Milks and consolidated it with his own. Cedar Springs—Riley Eldred has purchased the Willard & Sevey gro- cery stock and store fixtures and wilt continue the business. Caro—Mrs. D. M. McLellan has sold the Caro Hotel to S. J. Daugher- ty, who will take possession April 1 and continue the business. Alma—John Glass, senior member of the hardware firm of Glass & Han- nah, died at his home, March 2, fol- lowing a lingering illness. Ypsilanti—C._ R. dealer at the Williams, shoe corner of Michigan avenue, is closing out his stock and will retire from business, owing to ill health. Lamont—J. C. DeMaagd & Son have sold their store building and stock of hardware to C. Bouwense, recently of Grand Rapids, who will continue the business. Negaunee—The Ripon Produce Co, of Ripon, Wis., wholesale dealer in butter, eggs and cheese, has leased the Muck building, on Iron street, and vill establish a branch plant here. The company has four other branch houses. St. Louis—E. J. Alexander has sold his grocery stock and store fixtures to P. G. Thorp, formerly of Clare, who will continue the business in the store building recently purchased by Mr. Alexander, which is now ‘being remodeled, Fe RTD AN he ee BL ate 8 ngewe: Beet eS Vermontville—Mrs. W. H. Cheffee & Son, who are conducting a bakery and confectionery business here, will occupy the L. Hammond store as a bakery in the near future. Charlotte—Frank Twitchell’ has sold his store fixtures and stock of agricultural implements to Guy C. Adams, who will continue the busi- ness under the management of his brother, Glenn Adams. Jackson—Charless Heffner has sold his stock of meats and butchering equipment to William Millerlile and James Oliver, who have formed a co- partnersh’p and will continue the business at the same location, 121 North Mechanic street, under the style of the Model Meat & Fish Mar- ket. Saginaw—E. H. Lee, the _ well- known refrigerator and coffee mill salesman, has engaged in the sale of grocers and butchers’ supplies at 213 South Washington avenue. He will handle the Detroit automatic scale, Royal coffee mills, meat grinders and meat slicers, refrigerators and Saginaw Showcase Co.’s line of showcases. Mr. Lee has had long experience in the business and oucht to achieve a success in his new under- taking. He will be assisted by Otto Rhode, who was formerly engaged in the retail grocery business in this city. Ligonier Harbor—The Boardbent Portable Laundry Corporation has bought the patents, patterns and equipment of the Watts Laundry Ma- chinery Corporation, of Williaman- tic, Conn., and will move the ma- chinery into the new building which the Lutes-Sinclair Co. erected here some time ago. A selling arrange- ment has been made between the 3roadbent and Lutes companies, so that the latter concern now. has a complete line of machinery to equip laundries, from engine room to office. About forty men will be employed at the start. 3enton Manufacturing Matters. Homer—The Homer Furnace Co. is erecting an addition to its plant, the second within a year. Temperance—An addition to cost $12,000 will be erected in the spring by the Moore Products Co. Port Huron—The Port Huron Sul- phite & Paper Co. has donated $1,000 toward the payment of the indebted- ness of the Port Huron Hospital, as a mark of recognition of the good the hospital is doing the community in general and the industries in par- ticular. Other manufacturing con- cerns are expected to follow the lead of the paper company. ; ¥ : a ritheaee BOD Ant mee e Ishpeming—The Home _ Industry Glove Co., which had been idle since last May, owing to its inability to obtain material, has resumed opera- tions. Zeeland—The Zeeland Art Products Co. is being organized here to manu- facture furniture novelties, floor and table lamps, stands, etc. B. Boes- winkel, of Grand Rapids, has been retained as manager and chief de- signer. . Ypsilanti—The New Way Knitting Co. will remove its plant here from Williamston, where it has outgrown ‘ts quarters and will occupy the plant and buildings of the Scharf Tag & Label Co., which it has just pur- chased. : Alma—Alma Board of Trade has taken an option on the Alma Grain & ‘Lumber Co., including the entire assets, which consist of water power, water rights, mill, elevators, stock The Board plans to re-organize the compan, which is cap- ‘talized at $100,000. Grand Ledge—The business of the Grand Ledge Milk Co. is increasing so rapidly that additional buildings are to be erected at once upon a tract of land which adjoins the plant and which has been recently purchased. During the last month the company paid out for milk and labor nearly $20,000. Pontiac—Expansion of manufactur- ing plants in Pontiac during the pres- ent year is likely to result in increas- ing the c'ty’s population by 5,000. One of the largest plant enlargements to be started is that of the Wilson Foun- dry & Machine Co., which will con- sist of an addition 100 by 800 feet. When this is completed, there will be jobs open for several hundred more men. It is reported also that a new unit will be erected soon at the plant of the General Motors Truck Co. and another at the plant of the Oakland Motor Car Co., these two projects being part of the General Motors Corporation plant expansion pro- eramme. Probably from 1,000 to 2.000 more men will be employed by these two concerns within the next six months. and real estate. Cutlery Prices Not Like’y to Be Re- duced. The spirit of hesitancy which was heretofore reflected in the demand from retailers and jobbers for cut- lery has apparently passed = and manufacturers report a decided in- flux of orders, particularly dur- ing the closing weeks of Feb- ruary. The trade has become educated to the fact that the funda- mental costs of making cutlery will not recede in the slightest until the cost of labor takes a tumble, and cer- tainly this is not a probability of the near future, at any rate. As has been pointed out often heretofore, the cost of the human labor involved in the production of cutlery goods repre- sents from 80 to 85 per cent. of the total cost, and while such high wages prevail as at present the cost of the finished product must be kept at pres- ent levels. While the prices on certain varie- ties of raw steel have been moved downward to encourage active buying March 5, 1919 throughout the country, the price on peculiar vatieties of steel adapted to cutlery manufacturing needs have not been shaded any from their wartime range. The result of any lowering of prices in that direction, however, could have no material effect on the price of the finished article, as one can readily realize when it is taken into consideration how many pocket- knife blades, or how many carving- set blades, for that matter, are secur- ed from a ton of raw steel. The unit cost of the steel in each piece of goods is so small that a difference in the price of a ton of steel is in- consequential, and certainly no hope of lower cutlery prices can be based upon that expectation. ~~» 4 - Peroration of U. S. Senator Reed of Missouri. Great applause was given the elo- quent peroration which closed the speech of Senator Reed, against the proposed League of Nations. He said: “The past rises before me like a dream. Again I see the lantern in the Old North Church; I hear the clatter of galloping feet as Paul Re- vere rides out into the night; I see the farmers gathering along the lanes of Lexington, and I hear the sharp reports of their rifles. I catch the glimpse of them next day as these coonskin-capped heroes stand along a little stream that was spanned by the bridge that Emerson made im- mortal by the lines: By the rude bridge that arched the flood, Their flag to April breeze unfurled, Here once the embattled farmers stood, And fired the shot heard round the world. “And from there on to Valley Forge, again I see them as they walk amid the snows and the frost, stag- gering and hungry, falling dead, but not surrendering. I behold Washing- ton with his troops crossing the Deld- ware to attack the Hessian horde. Then I see the flag of Cornwallis pulled down above the battlement of Yorktown and the Starry Banner go up, never again to be drawn down by human hand. Shall it be placed in the hands of foreigners? Shall it be turned back to the monarchs we de- fied? Shall we yield here the sov- ereignty we then. gloriously ob- tained?” ee Government officials are not wholly to blame for the attempts that are being made to regulate business and control it through business channels. Some business men who .have been able to handle Government officials for their own purposes by sugges- tions as to business procedure are not above trying to keep their pulse on the markets by acting through Gov- ernment functionaries who do not see business moves as keenly or so quick- ly as some others. —_++2—__—__ The Federal Trade Commission has attacked the legality of the practice of guaranteeing prices against de- cline. A certain Western condensed milk company had habitually guaran- teed prices against decline for six months. It practically amounted to agreeing to sell as cheap as any com- petitor, and the Federal Trade Com. mission decided that that was a re- straint upon competition and started prosecution. : eseaseodltzraree March 5, 1919 a Pre —~ ~N \ GROCERY» PRODUCE MARKET ny wt oy A) aaa Stee Sail > NR ES Dy sh Review of the Produce Market. Apples — Receipts are somewhat heavier than during the earlier weeks of the month, but the demand for bar- reled fruit continues unusually active. The open weather permitting prompt distribution and consumption of fruit is helping the market considerably. While there has been no marked ad- vance in prices this week, with the exception of Greenings, the market is steady, with the probability that it may go h'gher. The market continues firm. “Baldwin, $3.50; Northern Spys, $4; Greenings, $3.75; Russets, $3. Bananas—$7.25 per 100 lbs. Beets—90c per bu. Butter—The market has moved ahead rapidly, recovering the greater part of the recent slump. There has been a big consumption at the re- duced prices and receipts have not been adequate for the demand. Prac- tically all of the short held butter that accumulated on the recent slump has been taken out of storage and used up, so that the demand is de- pendent more than ever on the imme- diate supply which is light, conse- quently the market has been moved ahead fast, especially on undergrades and centralized. Extras are holding their own and have not moved ahead as fast as undergrades. Local deal- ers hold fancy creamery at 54c in tubs and 54c in prints. Jobbers pay 40c for No. 1 dairy in jars. They pay 30c for packing stock. Cabbage—$3 per 100 Ibs. Carrots—75ce per bu. Celery — California, $1.35@2 per bunch, according to. size. Cucumbers — Indiana hot $3.50 per dozen. Eggs—The market is stead to firm, with quotations ranging about 1c higher than previous quotations. Re- ceipts are running moderate for this time of year and there is an extremely heavy demand. We look for heavier receipts in the near future and unless there is a falling off in the consump- tive demand, prices will not decline materially. Local dealers pay 37c per doz., loss off, including cases, deliver- ed. Local storage operators are put- ting out their stocks on the basis of 34c for candled firsts and 30c for can- dled seconds. Garlick—60c per Ib. Grape Fruit—$5@5.50 per box for all sizes Floridas. Green Onions—Shallots, $1 per doz. 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, 22c per Ib. house, On ons—There is quite some im- provement in the market and condi- tions are much better. Quite a few country storages are absolutely clean- ed out and there is a better demand. Checking up dealers will probably find themselves quite short. Dealers are asking $3 per 100 lb. sack, either red, yellow or Australian brown. Oranges—California Navals, $6@ $6.25, according to size. Pineapples—46 per crate. Pop Corn—12c per lb. for shelled. Potatoes—The market is weak on table and still weaker on seed stock. It shows no reaction with the weath- er. .Théere are plenty of potatoes. Farmers have been hauling heavily, but demand has been exceedingly light and there are potatoes for all purposes. Locally, trade is slow and outside demand is at a standstill, De- spite the cold wéather there was no clean up on track. Local dealers are pretty well stocked up and are not in the market. Outside dealers are in the same fix. The warm weather was rather a drawback to consumption and there is no tendency to big buy- ing. There will probably be no reac- tion as a result of the cold weather. There is only one way dealers look, and that is down. Good table stock ranges around $2 per 100 Ib. sack. Radishes—Hot house, 35c per doz. bunches. Squash—Hubbard, $3.50 per 100 lbs. Sweet Potatoes—Jerseys command $3.25 per 50 lb. hamper. Tomatoes—California, $1.75 per 5 Ib. basket; hot house, 35c per Ib. Turnips—65c per bu. SSicrines cso “Usp ee The Grocery Market. Sugar—The situation of refined, as that of raw sugars, presents no feat- utes other than those that have been commented upon recently in these reports. There has been no change in. the buying policy of jobbers and manufacturing consumers who con- tinue to draw on refiners stocks only as fresh supplies are needed. In some quarters the idea is suggested that the fact that buyers are not anticipat- ing may mean that invisible supplies may still reflect hoardings by house- wives during the time when they looked for a sugar famine. The ex- port movement continues fair includ- ing shipments to the Royal Commis- sion and to netittral countries. Tea—The market is still very soft and dull. The general average of prices is around 8c below the highest point. Nobody is pushing it for sale except some weak holder who has to have the money, and there are very few buyers except for wants. The only thing that can save the tea market from continued slump immediate © MICHIGAN TRADESMAN There are The Na- tional Tea Importers’ Association has appointed a committee from among the leaders in the trade to discuss ways and means of bringing some ad- vantage to tea from prohibition. The plan may involve the spending of sOme money in propaganda work, but no very large sum. Coffee— The market change, but it is hard to see how a slump of several cents a pound can is a lively export business. some signs of this already. shows no be avoided much longer. The supply of Rio and Santos in this country, and on its way to th’s country, is steadily increasing and the market would have declined by now had it not been that Brazil's strong hand has held it up. The .time is soon coming, however, when Brazil's hand will probably not be strong enough to prevent a col- lapse. Nobody is buying anything except for immediate wants. There is also a good supply of milds, which remain steady in sympathy with Bra- zils. Java and Mocha about unchang- ed. This is a°good time not to own much coffee. Canned Fruit—High prices are ask- ed for the remaining restricted hold- ings. California fruits continue very high and in good demand. Prices are very high and the domestic trade is dull. One packer is already out with future 1919 prices on the same basis as last year, but the trade think they ought to be able to buy this year’s fruit very much less than last year and are taking no interest. Small Eastern staple canned goods show no change and light demand. Canned Vegetables—The tomato market continues weak, unchanged and very dull. Goods can be bought at $1.50, in a large way, f. o. b., but there are no buyers to speak of. The Government has asked for bids on its stock of tomatoes and inasmuch as Government. supplies in other lines have been recklessly sacrificed since the armistice was signed, there is much yncertainty among the trade as to ‘what is going to be done to Government. owned tomatoes. Some - packers are asking for future orders at $1.10 for No. 2s and $1.55 for No. 38, in a large way f. o. b. factory, but there are no buyers. Peas are want- ed.at about unchanged prices, espec- ially cheap peas. Corn is dull and unchanged. Canned Fish—Salmon is very quiet and is offered a little more freely in some quarters. Pink is quoted on the basis of $1.95@2. quiet. Sardines -are very Dried Fruits—Dried fruits are in pretty good demand owing to scarci- ty. Prunes are extremely scarce and high priced, and so are peaches and apricots, peaches being almost un- available. California raisin packers are going to have more to deliver on 1918 crop than they expected and have approached buyers along that line, but with not much success as yet. Other dried fruits steady to firm and unchanged. Cheese—The market is slightly firmer, quotations on various ‘Styles having advanced about 1c over prev- ious quotations. There is an active demand for new-made. goods at this time and receipts are very light. Quo- tations will probably. be higher in the next few days. Tapioca—There is only a moderate demand and prices are easy, although without further quotable change. Corn Syrup—The mills are sold well ahead and are still booking numerous; orders from the home and_ export trade. Prices are firmly ‘maintained on the basis of previous quotations. Sugar Syrups—Demand and supply keep about even and, in the absence of accumulations, the market remains steady. Molasses—Light supplies hold the market for grocery grades’ firm at the quoted prices, although demand is slow and on the jobbing order. Condensed Milk—Something has happened in evaporated milk. The bottom has dropped out and the price gone down a whole dollar, from $6.75 to $5.75. This is supposed to have been due chiefly to a disaprity in the export demand for condensed and evaporated milk. The demand - has been largely for condensed and the result is that, by comparison, evapor- ated has been moving slowly and holders felt compelled to level things out somewhat. season when milk is getting more plentiful and the canned product is in less strength. downward due to seasonable considerations. Except in the 3esides, this is the Even condensed shows normal tendency Rice extremely scarce and wanted fancy.grades the market has.an easy tone, although there are no quotable price changes. Provisions—The lard is steady, following a recent ad- vance of 1c per pound, due to an ex- tremely heavy consumptive demand and a moderate supply. We do not look for any material change in ,the near future... The market on lard substitute is steady, with quotations ranging the same as last week. There is an ample supply to meet the cur- rent demand. The market on smoked meats is steady, quotations ranging about the same as previous quota- tions. There is a moderate supply at this time, which is equal to the pres- ent demand. . The market on barreled pork is steady, with quotations rang- ing the same as previous quotations. The market on dried beef is unchang- ed; there is a moderate supply and a fair demand. The market on canned meats is unchanged, with an ample supply to meet the demand. Salt Fish—The supply of Irish mackerel is now larger than the de- mand, with the result that prices are low and tending even lower. There is a little demand for mackerel, but not a great deal. Codfish continues very firm on account of scarcity and good export dernand., : —_+ 2 +—___ J. Co Nims? ’erdcer at: Manistee, writes’ the’fradesman as follows! “I just noticed my time is up‘on’’the Tradesman, so hasten’ to renew ‘my subscription as I do not want'té miss a sitigle issue.” - sy + eal eg OD ennis.: PSVES The Eclipse Flag Masnpfaetuting Co. has remowediigsifaptoryidram 751 Divisioi Yavennesitos1842 »Monroe avenue, where it will add the manu- facture of awnings to its line. market on hog sophau MICHIGAN TRADESMAN March 5, 1919 THE INCOME TAX. Puzzling Questions Which Confront the Retailer. Dealers all over the United States are seriously interested in the income tax under the new law, for it carries a tax beginning at 6 per cent. and climbing to dizzy heights on all prof- its exceeding legitimate business ex- penses and certain specified credits. The very nature of the income tax makes it an impossibility to establish a standard assessment for any line of merchandising or any given amount of sales. The share that any busi- ness will have to bear must depend on the particular facts and figures entering into the conduct of that busi- ness. It is all a matter of net in- come for the taxable year, computed under definite rules laid down in the new law and in the Government regu- lations. Just what steps the retailer should take to arrive at his correct~net in- come is of paramount interest and importance to himself as well as to the Government. The dealer who merely guesses at his affairs, and con- ducts his business accordingly is blocking his own road. If he does not make a complete account of the progress and the condition of his business each year he must guess whether he is gaining or losing, and he cannot know the worth of his business. The growth of his bank account is not the only barometer of success; for some of the most successful re- tailers have their gains represented in stocks in their stores. In its broadest sense, the income of a merchant means all the wealth which flows into his store other than as a mere return to capital. When any article is sold, the income which the dealer realizes is the difference between what he paid for it and what he received. His account books, if properly kept, should clearly show the net result of the sales made during the year. The method employed in arriving at that result is immaterial—the important thing is the result itself. The law provides -that “the net income shall be computed upon the basis of the taxpayer’s annual account period (fis- cal or calendar year, as the case may be), in accordance with the method of accounting regularly employed in keeping the books of such taxpayer.” Most merchants keep accurate rec- ord of the cost of each lot of mer- chandise. But to replace the tabu- lating of gains from each sale ac- counting practice has established a formula by which the cost of the goods sold for the entire year can be accurately found. Add the cost of merchandise bought for sale during the year to the inventory taken at the beginning of the year; from this sum deduct the inventory taken at the end of the year. The balance is the cost of the goods sold. This cost, plus business of overhead expense, when deducted from the gross receipts, gives the correct net income of the business. Every merchant should take inven- tories of merchandise on Hand at the beginning and end of each year, and should use these inventories in com- puting the net income of the busi- ness. The inventory is fully as im- portant as the cash account in deter- mining gain or loss, and has, besides, many advantages, such as disclosing overstocks, etc. In making inventory, a merchant may list his stock by either of two methods: the cost of the goods, or the cost or market price, whichever is lower. Freight, cartage, express and storage costs may be added to each lot of goods, but no reduction should be made to cover shop-wear or absolescense of goods unsold, since such charges may be made when goods are sold. Besides the net cost of the goods sold, the retailer is allowed to deduct from his gross sales for the year the expenses incidental to his business. These expenses may include the rent of his store, clerk hire, interest on h's business indebtedness, and taxes on his business and business property; also there may be included ordinary repairs necessary to keep the business property in usable condition, losses through fire, storm, theft, etc., which were not covered by insurance; bad debts, insurance, light, heat, tele- phone, etc., but may not include his own living expenses. Under the item “wear and tear” the merchant may claim depreciation on property used in his business; on fixtures, the al- lowance is usually 5 to 10 per cent. of the cost price. Many merchants do not pay them- selves a salary, but have a drawing account. Such accounts, generally speaking, are withdrawals of capital in the business and cannot be includ- ed in the deductions. Such portions of the drawing accounts as represent reasonable salaries and expenses in- curred in the conduct of the busi- ness, however, are deductible items. The retailer may take a salary for his services, but if he does so he must consider his salary as part of his in- come. This amounts merely to taking the money out of one pocket and put- ting it into another, so far as his in- come tax is concerned. Corporations and partnerships may pay salaries to their members, but their salaries must be gauged solely upon the services performed, and, in the case of part- nerships, these salaries must be shown in the business return, and the part- ners receiving them must consider them as gross income in computing their tax obligations. Under the new bill, a corporation, or partnership, must file a return even though the business was conducted at a loss. An individual retailer, how- ever, must file a return only if his net income, if single, was $1,000 or more, or, if married, $2,000, or more, for the year. If the merchant makes payments to any one person during the year of sums aggregating $1,000 or more (such as in salaries, rent, for invoices, etc.), a return must be made showing such payments. A_ separate return must be made for each person receiv- ing sums aggregating $1,000 during the year; these are used to check up against the returns of the persons receiving the money. Returns, together with the first pay- ment thereon, are due on March 15, and severe penalties are provided for failure to make returns by that date. The payments, however, may be made in quarterly instalments. —_2-.-2.—-— Other people’s faces are mirrors in which we see ourselves. They give back a frown for a frown, a smile for a smile, hatred for hatred, love for love. The world is a whis- pering gallery whose echo is faithful to the original sound. If we grumble and growl and find fault we shall get the echoes of our grumbling, our growling, our faultfinding. The world will give us back in kind whatever we give to it. li i WM. D. BATT Hides, Wool, Furs and Tallow 28-30 Louis St. GRAND RAPIDS, MICHIGAN We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misses and Ch Idren, especially adapted to the general Trial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. store trade. CU UU Ladies’ and Children’s Dresses $19.50 to $36.00 dozen. dresses, attention. It is nearly time when the trade will want new DRESSES. We are showing a very attractive line for the spring trade made up in small checks, with large pockets suitable for house, porch and street wear. Sizes 34 to 44. Also a few numbers in children’s Mail orders are always given prompt and careful Prices from WHOLESALE DRY GOODS SSAA [ Quality Merchandise—Right Prices—Prompt Service | Paul Steketee & Sons GRAND RAPIDS, MICH. 5 HOMIE : Out of the Fighting Uniform Into the Industrial Uniform Soldiers who have been ac- customed to the dignity and efficiency of the khaki uni- form will now insist on the Outerall one piece garment for the peace time job. It is the ideal working gar- ment for mechanics, railroad men, shop workers, garage men, laborers, farmers, and for every man to slip on when he works about the house or garden. Get ready for the spring de- mand. Over 1000 Michigan stores now sell the longest wearing one piece garment made, the Outerall. Made also in children’s sizes 2 to 14. SAMPLE ASSORTMENT ON APPROVAL. Order today. MICHIGAN MOTOR GARMENT Co. Factories: Greenville and Carson City, Mich. Offices and Branches: 4439 S. Michigan Ave., Chicago; 3429 Ashland Ave.. Indianap- olis; 30-401-2 Euclid Ave., Cleveland; 615 Locust St., Des Moines, Ia.; 147 Dwight St., Springfield, Mass. sabia hana ACs asl i tae OI A Sh nas al Se ee eee ee SL — i Aeraateactnllslian tall ..th. a oe ttt cena at dae OM ai se -_ Se en Rk eat a -} March 5, 1919 Gabby Gleanings From Grand Rapids. Grand Rapids, March 4—Company attention! right dress, front, shoulder arms, forward march to the U. C. T hall for the next Bagman party Sat- urday evening, March 8. Say, you fellows and girls who are not attend- ing the social parties of Grand Rapids Council and Absal Guild, you are missing a lot of good times. The last party given by the Bagmen, and the last party given by No. 131, were both cracker jacks and same is true of the banquet at the Pantlind Satur- day evening, March 1. Now check up the date—Saturday, March 8—and whether you are a Bagman or not you know you and your friends will all be welcomed at the door by the committee. These parties are not full dress. Music, as usual, will be Tul- ler’s orchestra. Lynch Bros. are now conducting a ten day sale for B. J. McKillion, Es- canaba. They start a sale March 8 for Freeman Bros., Swartz Creek, and have contracted to conduct a sale for Henry P. Niergarth, Reed City. Ira M. Smith, who left the city about a month ago, is traveling in Montana selling overalls and blouses for the Burnham-Munger Root Dry Goods Co., of Kansas City, Mo. William Judson and wife leave Thursday for Jacksonville, where they will remain two weeks. They will return via Washington and Atlantic City, being absent altogether about four weeks. We frankly confess that we are no admirer of Government ownership of public utilities. From the postal ser- vice to the administration of the rail- ways, telephones and telegraphs, Gov- ernment control has meant ineffic- iency from the start. In the long run it means placeholders and _ poli- tics and the perpetuation in power of a partisan political party to the detri- ment, if not the destruction, of true democracy. The thing that disturbs our tranquillity at the moment is the proposed additional freight rate ad- vance of 10 per cent. This, on top of the 25 per cent. advance of last June, would be enough to put every- one responsible in jail had it been so much as suggested by any railway system under private management. These high freight rates constitute a grave menace to the whole scheme of National distribution and thus in- crease the difficulty of equalizing the cost of living throughout the different sections of the country. There was a good turnout at the seventeenth annual U. C. T. banquet, there being about 400 present. James H. Bolen pulled the cork with a pop by introducing Edward T. Donahue as the toastmaster. In this capacity Mr. Donahue did exceptionally well, considering that he had one weak lung and was not able to make him- helf heard very well. However, we got along very nicely and understood what he had to say without any dif- ficulty. A. P. Johnson, of the News, gave a very interesting talk on the sales. man, going back to the first salesman. We find in Mr. Johnson’s estimation that ‘some of the old-time salesmen were good peddlers, and some were no good. The writer would like to ask Mr. Johnson what kind of a sales- man he thought Noah was. Mr. Johnson’s talk was followed by a talk by Rev. C. O. Grieshaber, who had as his subject, “The Salesman’s Wife.” This talk was enjoyed very much by all the ladies and some of the married men, but I think Rev. Grieshaber is not a good salesman, as his talk certainly set the unmar- ried men to thinking and thus queer- ed his own game to a certain extent. Another enjoyable feature of the banquet was the introduction of a little vaudeville in the way of some of the leading songs of the day by the Large Sisters, 9 and 12 years of age. A talk was also given by Major John Emery, who gave us an account MICHIGAN TRADESMAN of some of the experiences of an American soldier in France. All in all the banquet was a suc- cess from every viewpoint and, if nothing happens, we shall look for- ward to the eighteenth annual feed, but we hope that Edward T. Dona- hue’s voice will be in good condition. D. F. Helmer. —_——_.- 2-2 Wayside Jottings By a Lonesome Traveler. Petersburg, Va., March 1—Febru- ary 23 we Sundayed over at Peters- burg. The day being warm and sun- ny and, still possessing historical in- clinations, we visited among other in- teresting points what is familiarly known as the Crater. This is found about two miles Northeast of the business center and marks the event of a mine explosion, under the con- federate defense works, by the Union forces July 30, 1864, clear conception of this attempt to capture Petersburg, which resulted in a disastrous failure, can only be gained by a personal visit and ex- planation by the attendant. The Union forces gaining the ravine be- low the works tunneled a distance of 510 feet and, terminating in a. tee shaped construction, planted 8,000 pounds of powder thirty feet beneath the strongest part of the works, 4,000 pounds on either side of the main iead. The Confederates were aware of the Unionists’ designs and attempt- ed to frustrate them by sinking a shaft within the works. But the Union forces, being warned of this by observers stationed in a tall tree on an adjoining hill, changed their course in a way that they avoided the shaft. The original plan was to have the explosion take place an hour before daybreak, but a defective splice in the fuse compelled another attempt and the explosion did not take place until some hours later. This is supposed to have contributed largely to the failure of the enterprise. The Union forces gained the en- trance thus formed, but after a hand- to-hand conflict lasting several hours were driven back and Petersburg re- mained in possession of the confed- erate forces until after the surrender of General Lee. The force of the explosion produced a “crater” 150 feet long, 60 feet wide and 60 feet deep and it is said that over 300 of the Union soldiers who gave their lives in this futile attempt were later buried in the bottom of this crater. The entire premises are poor- ly kept and several trees are now growing near the bottom of the pit. No monuments are erected in the im- mediate vicinity, except some large stones that have been placed to mark the farthest advance of the Union troops which the attendant pointed out with more or less evidence of pride. At a small: museum close by may be seen many relics of the destruction wrought by the explosion and the conflict which followed. Skulls and other human bones are plentiful. Old muskets of both contending forces, found in cultivating near by fields, are there in a rusted, twisted and broken condition. Cannon balls that had been fired from both light and heavy artillery on both sides are num- _erous. Perhaps the most unique specimen in the collection is that of two bullets or slugs fired from muskets of op- posing sides, which met in the air squarely end to end. The points were welded together and flattened equally by the force and presents the appear- ance of ‘a ragged edged lead wheel with the rear end of each bullet form- ing the hub. In this conflict the Union forces lost 5,000 men and the confederate loss was 2,500. H. D. Bullen. o-oo You can’t afford to make enemies. It means lost business and it means bad advertising for the store. The Ability To Serve In these das of uncertain markets, and while the retailers are trving to reduce the stocks the, are carrying, it becomes necessary to have your jobber, the best j bber in the com- munity. As an evidence of nis abil t. to take care of vour wanis, it would be well worth the while of any retailer who con- templates changing his ac- cunt, to first take a look over the plant and stock of mer- chandise carried by the jobber. We respectfully solicit such inspection, and will gladly abide by your decision after looking over the immense stock we are carrying at this time so as to be able to take care of your needs. o WORDEN (ROCER COMPANY GRAND RAPIDS—KALAMAZOO THE PROMPT SHIPPERS | 8 NO GOVERNMENT CONTROL. The proposition that is coming out of Washington to use the Govern- ment purchasing power as an avenue for stabilizing prices because the Government will be the largest cus- tomer in many lines does not apply with the same force in textiles that it does to railroad supplies, steel, cop- per and other things. But it is sought to enlist the co-operation of textile merchants in a plan for controlling or attempting to regulate the law of supply and demand, just as though the wartime needs for textles con- tinued as a controlling factor in pur- chases. Against this proposition sell- ing agents are beginning to raise their voice and far-seeing manufacturers of mercantile ability are inclined to do the same thing. The dry goods merchants of the country have been clamoring for a prompt release from Government control of all textiles, and if the wool markets were free it is contended that better progress would have already been made in revising prices and re- storing confidence in values. British textile manufacturers and merchants are asking for about the same sort of release from Government control that is requested here. It is hoped that the dry goods trade will be able of its own initiative to re-adjust its markets so that trading may proceed with confidence. By subjecting busi- ness to further Government control it is contended that reconstruction will be greatly delayed, and eventual- ly a situation will be created where it will appear to average consumers that prices are being held up to their disadvantage by the political forces of the land. The consequences of such a condition can be grave and even menacing to financial stability. It has already appeared in several sections of dry goods markets that where all war time profits have been wiped out and new prices have been made in keeping with peace time con- ditions, the buyers from mills are regaining confidence and are re-ar- ranging their own business without Government assistance or direction. This was shown in the case of the Amoskeag Company’s withdrawal of lines of French serges, offered for fall, and now sold up. It will be seen in a similar way in many lines of goods opened by the American Wool- en Company this week and offered at prices competitors do not want to meet unless they, too, have decided to forego abnormal profits and to undertake reconstruction on _ their own initiative. It is being seen in many lines of convertibles where prices have been reduced to a point where there is no question as to lack of large profit in production at first hands. ~Far-seeing converters who propose to run their own business in their own way have been buying moderately and steadily. at low prices. Some of the large users of cloths in the manufacturing trades are doing the same thing. It is still true that many jobbers and retailers have been slow to pass lower prices along to their customers, but where they have done so they have found that consumption can be stimulated. MICHIGAN TRADESMAN If impediments to the natural opera- tion of the law of supply and demand were not being placed so generally by merchants in other lines of busi- ness, ‘the dry goods business would have already made greater reconstruc- tion progress than it has done. Those who talk of lower prices be- ing necessary to the stability of busi- ness are being called prophets of gloom and worse things, but those who are going to their trade with lower prices are getting new business and are steadily placing themselves where they will suffer less loss than those who persist in trying to stem a tide that has set in in another di- rection. THE KNIT GOODS TRADE. The knit goods trade is sort of marking time until the jobbers come back into the market some time this month, There better feeling around the market and there is some business passing, much more, in fact, than was the case a month ago, But real snap is not expected to show itself until the jobbers have had a chance to come back again and go over the situation anew. is a The business that has come through for the most part indicates that job- bers are running low on goods and the fact that “via express” is the fre- quent shipping order would seem to back up this belief. Should this be the case there does not seem to be any reason why jobbers will not operate when they return to this mar- ket. The price decline, which was so keenly fought at the opening of the market, has about gone its course, it is felt, and while further reductions may come through, the situation is on a firmer basis than since the war started .and the common knowledge of this among the buyers is expected to aid activity in the market. Little is heard of the price guaran- tee proposition now. The fact that some of those who originally came out with a price guaranteeing proposi- tion have since dropped it and gone back to the plan of selling without any guarantee has helped along the opinion that the guaranteeing plan was not sound and not conducive to good business. In the knit goods trade it did not help buying to any extent, which was its prime reason for being put into effect. As far as sweaters are concerned they are showing very little change from the condition as previously re- ported. There has been and is still ‘some business passing, but it is lim- ited. The coming of the jobbers this month is expected to change the situation considerably. - Prices are still somewhat uncertain, frequent re- visions being common. THE RULE OF THE MOB. In New Jersey 30,000 union labor- ites are wearing buttons bearing the ominous threat, “No beer, no work.” In New York, 350,000 union serfs are displaying a button bearing the warning, “No beer, no bonds.” In Pennsylvania 120,000 union min- ers wear a button inscribed, “No beer, no coal.” : PASSING OF HELIGOLAND. The report that the Allied Supreme Council will demand the demolition of the fortress of Heligoland in the final armistice terms is, of course, tu be credited. The island is not terri- tory that any of the Entente Powers would have special use for, although it is a pleasant spot for a summer resort. But, manifestly Germany can- not be permitted to retain it for mili- tary purposes, as an outlying base of operations and a “pistol at the head of England.” If Germany is to be reduced to impotency as a war pow- er, Heligoland must be dismantled. Lord Salisbury’s action in ceding the island to Germany in 1890, which was criticized by far-seeing English- men before the war proved that his trustful diplomacy had played into the hands of a power that was deliberate- ly planning to rule Europe and the world by force of arms. The English had seized the island from Denmark in 1807, and it was formerly trans- ferred to them some years later. It proved a valueless possession as time went on. England could not have armed it without plainly indicating a purpose to threaten Germany, since the island is only twenty-eieht miles from the mouths of the Elbe and Weser. The consideration for its cession to Germany was that the latter should recogn’ze the island of Zanzibar, off the coast of East Africa, as a British protectorate. But, in fact, such recog- nition was only a diplomatic tech- nicality. Had the British Ministry not been amicably inclined, it could have asserted the protectorate without asking Germany’s consent. The fact was that Heligoland was given to Germany with the distinct stipulation that it was never to be fortified. This promise was made by the Kaiser to his grandmother, who was then the Queen of England. As showing the destestible character of the Kaiser, he violated his solemn promise and began to develop the island into an impregnable fortress within a month after he promised not to do so. As a result the island will never again be permitted to be misused by a_bar- bar‘an or brutal monster. a es It does not follow that a big Na- tional debt is a menace to the country if the debt is held largely by the peo- ple within that country. Take the United States, with its twenty million Liberty Bond investors, redemption and interest requirements are in a large part collected by the Govern- ment from among these twenty mil- lion investors and are in turn paid back to them by the Government. It is like taking money from one pocket and putting it into another. The ease with which this is done naturally de- pends upon the wealth-producing pos- sibilities of the country. How impor- tant then is the safeguarding of the home market and the exploitation of new markets! It is small wonder that England, France and Italy have _ been preparing for foreign trade long in advance of the termination of the war. Their debts are a staggering burden. compared with ours. The tremendous tax on their citizens is at one and the same time a handicap March 5, 1919 and a necessity for intensive thrift and enterprise. Thus their great war burdens have been replaced by great peace burdens, and the problem of production and markets, as important as it is in the United States, is more so in those other countries which have had to pay so much higher a price. Does this situation, so far as the United States is concerned, mean more immigration than emigration, Does it mean a men- ace to the gold holdings of the Unit- ed States? We confess that we have heard equally plausible arguments pro and con. Perhaps the answer will depend largely on the kind of busi- ness legislation the country is going to receive—whether it will be con- ceived along business lines or created and enacted by theorists and social- ists. or vice versa? sea aeiacanssuasaaenebiton The Tradesman calls attention to the action of the National Association of Hosiery and Underwear Manufac- turers, chronicled elsewhere in this week’s paper, involving the creation of a fund to prosecute merchants— both wholesale and retail—who un- dertake to cancel their orders in the event of a slump in prices. It is also the plan of the organization to keep a permanent record of merchants who resort to this practice, with a view to refusing to sell them goods manu- factured by any member of the or- ganization. The Tradesman places itself squarely on record on this vital question in its answer to thé enquiry of a Hillsdale merchant, published on page 27 of this week’s edition. The integrity of contracts must be re- spected or the term “business honor” will become a hissing and a bye wor}, the same as it is in Germany. }o salesman ordinarily has authority to cuarantee the price of the goods he sells, and in the usual case a sales- man’s guarantee cannot be enforced against his house, no matter how strong it seems to be. It would be binding upon the salesman, if other- wise sufficient, but the average buyer would never salesman, and therefore gets no benefit from hi: supposed guarantee. Sue -.2 WOOLS AND WOOLENS. In the woolen goods situation it cannot be said that the official selling is all it ought to be, and the woolen mill men are waiting for the Govern- ment to go out of the business alto- gether. Greater interest during the past week, however, was shown in the goods market than in that of the raw material, because of the open- ing of the American Woolen Com- pany’s offerings of serges and other fabrics for fall. That company makes about 40 per cent. of the woolen goods of the country, and its prices are apt to be controlling. The figures it made were regarded as very low, being more than a third below those of last fall and considerably under those of a year ago. They are much lower than what the clothing manufacturers thought they would be, and they will furnish the retailer with an argument for insisting on lower garment prices. Probably this week will see prices set for dress goods, and these are likely to be at levels corresponding to those made on men’s wear. Plc Nha see ain ws March 5, 1919 MICHIGAN TRADESMAN 9 ‘The Master Cigar NR oe ag SI Re canner? — eal TARR eenetvane saci tere Static ier a: a Ain £t bi i ae 4 Manufactured only by the . J. Johnson Cigar Co. Grand Rapids, Michigan 10 MICHIGAN TRADESMAN March 6, 1919 eref ara AAS LEG Wi Pa t 1) Wes 343: (1 Michigan Retall Shoe Dealers’ Assocla- 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. Becretary-Treasurer—c. 3. Paige, Sag- n: *. Refinement in Men’s Shoe Styles. Written for the Tradesman. The writer has hitherto called at- tention to the refining process that has taken place in the evolution of the present-day last for men. And to free this proposition from ambiguity, he should qualify it by stating that the shoes he has in mind are those of the better sort, commonly classed as medium and high grade shoes. Among the many different lasts there are at least two well-defined types or modes, and between the two many connecting links in the way of shoe styles that partake of certain features of one or the other type. These are; first, the rather broad- toed, comfortable shoe, providing plenty of room, tending toward, and consummating in, the Munson army last; second;.the shoe with a some- what narrower toe, built on a straighter last, and commonly de- scribed as the English type or last. 30th of these radically different styles are subject to modifications in scores of ways. So that we have a variety of so-called lasts built around a particular type. Popularity of the Munson Army Last. There are some people who seem to think that the so-called Munson army last was the product of a single brain; ‘that somebody—evidently a person named Munson—conceived the idea of building a shoe on entirely new lines; and that, when the shoe was built, this one man should be credited with the glory of a unique achievement. Nothing could be farther from the truth. There were lasts very like the Munson before the Munson army last acquired its country-wide fame. When you examine a shoe of this type you will not discover ‘much, if anything, that is essentially new. You simply have a broad, soft-toed, easy-fitting shoe. There were shoes of that type years and years ago. In most of them, it is true, the toes were not soft as they are in the army type, but that is a deta‘'l of small conse- quence. The type was here before it was taken up and popularized by the United States Government. The var- ious features embodied in it that go to make it a comfortable, easy-fitting, fairly serviceable shoe (if properly made out of the right sort of ma- terials), were developed in the process of evolution, It is undoubtedly a good type of shoe for certain kinds of feet. For the long, slender foot, however, it is not suitable. If one is fitted short (as the writer was) in a pair of Munson army shoes, he is pretty apt to lose whatever en- thusiasm he originally had about the shoe. And just because there is so much width to the last—and one’s foot eases into it so gratefully—one is liable to get a pair a full size too short. The experience of our Government in this respect is illuminating. At the very first there were literally thou- sands of our soldiers who were fitted short. In some cases this was due to the fault of the manufacturers, in other cases it was due to the fault of the officers who placed the orders, and in still other cases it was due to the inexperience of fitters in the quar- termaster’s department. Sut who- ever was to blame, the ill-fitting army shoe caused no end of trouble. But this, as I have intimated, was at the very beginning. Later on an error proof fitting device and system was invented and worked out, and put into use; and this enabled every man to get an approximately perfect fit. Civilians and Army Shoes. Military styles are always popular —especially were (and are) they so in this war. Civilians fell for the Munson army last—probably for two reasons: first, because it was a comfortable shoe; second (and chiefly) because it was the particular type of comfortable shoe that happened to appeal to our Government. The man beyond mili- tary age, who couldn't go to the front and win lasting glory by helping to chase the unspeakable Hun back be- yond the Rhine, could at least go about his affairs at home comfortably ‘clad in a pair of shoes similar to those worn by the boys over there. And the small lad, who is very likely to fall in love with a military model always clamored for shoes built on the same popular last. Ten years ago the writer had a pair of hunting boots built specially for himself (and according to his own ideas), and if those hunting boots were now compared with the Munson army last, about the only difference that could be observed would be the height of the boots exceeded those of the shoes by probably five inches. A good ‘many of my friends com- mented favorably upon those hunting boots, and I had, from time to time, many enquiries about who made them, who designed them, and all that sort of thing; but the style didn’t become popular. It took a great world-war Important to You Hood Princetons In Stock LONDON Standard plain round toe. GOTHAM For English last shoe. Price $.89 Hood or Shawmut Women’s Newport (Croquet) IN STOCK Mode—High Louis or Spike heel. City—Medium Cuban or Military heel. Opera—Medium Low heel. Durham—-Low broad. Price $.63 These goods are now on the floor. Don't lose out. Grand RapidsShoe & Rubber(o The Michigan People Grand Rapids Repeat Customers Are Necessary for the Success of Any Business Dealers everywhere are realizing more and more that the Bertsch and H. B. Hard Pan Shoe lines are repeaters in every sense of the word. It is the repeat customers that build up your turn over and your profits, and the line of shoes that will create repeat customers is a good line to push. There is no other line of shoes so well and favorably known—and coming—as the BERTSCH and H. B. HARD PAN Shoes. They are honestly made all through. When your business is founded on such honest values you are bound to succeed in building a permanent and increasing business. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. March 5, 1919 and conscription to popularize that Munson army last. But how long is this popular vogue going to last? Nobody can say. Many retail shoe dealers; yes, and many shoe manufacturers also, would like to know. In a modified form, it is likely that the last will continue to be popular for quite a while. It would seem to be entitled to popularity because it is a good, practical, comfortable last. But let us not overlook the fact that it isn’t suited to all kinds of feet. Some people now wearing that type of shoe have already made that dis- covery. Will Soldiers Stick to Army Last? This question is being frequently asked to-day. One hears a variety oi answers. Some say, Yes—because it is such a comfortable last; and the soldier has learned to appreciate foot com- fort. Others are just as positive that the average soldier is anxious to get away from the Munson army last (and all other paraphernalia of his soldiering life) just as quickly as he decently can. One bright shoeman recently said: “The soldiers want an English last, if they can possibly wear it. In most cases, however, soldiers not only need shoes considerably larger than before going in the army, but such a width that they cannot wear an extreme English last. They must be fitted with a modified English last in extreme widths, such as D's and E’s.” There you have two opinions—one the direct opposite of the other. You can take your choice. A Word About the English Last. Before closing this article at least a word should be said about the Eng- lish last. It is, as has been said, a distinct type; and it has many good points. It is to be commended on_ the ground of looks. It is nifty. Also genteel. And it is well adapted to the requirements of certain kinds of feet. For a straight, rather narrow foot, no better type of shoe was ever evolved. The more stylish and dressy shoes of to-day incline. towards this last, rather than that of the broader, swing type. It, too, is subject to many varia- tions. The American English type is very different from the Simon-pure English model, as worn by the cock- ney. By American shoe manufacturers _ this particular type of shoe has been subjected to a refining process. The various styles grouped about this popular footwear mode are numer- ous. In the main, they are worthy. Some of them are footwear creations de luxe. But there will be yet other styles. We haven’t reached the end of Amer- ican ingenuity. Cid McKay. —___++ + ____ Don’t. Don’t be a mere apology of the man God intended. Don’t be satisfied to be an appren- tice at the work which He planned you to do. MICHIGAN TRADESMAN Don’t allow self-gratification, the love of ease, or the lack of what some people call a “chance” to stifle your ambition. Don’t let the man in you die for the lack of energy, of vigorous in- dustry, and a definite purpose in life. Don’t forget that to build cities, railroads, and steamships, to perfect inventions is secondary to the larger work of man-building. 29 Appreciates It More and More. Tecumseh, March 1—I notice by the number on the label that it is time to renew my subscription. En- closed find draft for $2 for same. Have usually paid your representa- tive at the convention. Was obliged to remain away from the convention this year, for the first time in ten years, on account of not being well enough to go. Have not been well all winter, but am now on the gain, but did not think it advisable to go away from home. I need the Trades- man more than ever and appreciate it more and more the longer I read it. Have been too busy to read all the convention news yet, but surely will not miss any of it before I am through. I take several trade papers and en- joy them all, but if I could only have one, it would be the Michigan Trades- man. Frank D. Avery. Spats! Spats! Spats!!! IN STOCK Black Satin $23.40 doz. Felt $16.00 Cloth $20.40 Dozen Dozen Fawn Light Fawn Taupe Dark Fawn Castor Pearl Gray White Medium Gray All with the invisible buckle. Hirth-Krause Company Grand Rapids, Mich. P. S.—Now is the time to place that order for POLISH. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures utiful: No Painting o Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting wae Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co. Rives Junction _ POUT ptt aanee ALLL ny Faeroe ere oa Cami ‘Suges ime R. K. L. R. K. L. : SPRING TIME SHOES Black Vici Kid Glazed Colt No. Price 8723— Surpass Kid Welt ...... $5.25 8721—Glazed Colt Welt ...... 4.20 Widths C, D, E. Sizes 6 to 11 With prices high these ought to look reasonable Ready for shipment Rindge, Kalmbach, Logie Company Grand Rapids, Mich. R. K. L. Gt your trade off the low price idea and onto a quality basis. : You then have a class of cus- ee tomers that will stay with you. The ‘‘Price Trade”’ can be re- lied on no more than transient trade. MAYER HONOR- BILT SHOES build perma- nent business. F. Mayer Boot & Snoe Co. Milwaukee, Wis. IU LT TULL LULL LLL LY a eee ee See 12 MICHIGAN TRADESMAN March 5, 1919 vs f { Uj f ‘ ‘ 4 is 4 (Toit YT 1 Killing the Goose Which Lays the Golden Egg. Written for the Tradesman. Harping on one subject, of course, gets tiresome to the reader, but this is One instance where the future pros- perity of the country depends upon an aroused public opinion, It is the union labor problem, far-reaching and widespread in its importance, The attitude of union labor would be humorous were it not for the possible seriousness of its effects. Selfish, un- reasoning and self-destroying, union labor leaders are so bound up with their individual and class greed that they cannot see the inevitable destruc- tion and misery their methods will necessarily precipitate unless they change their course. Their best friends will be those who, through either persuasion or force, compel them to put on the brakes. It is only necessary to point to the most recent developments to illustrate the above. With but one end in view class benefit —including more money, shorter hours and autocratic power—the rail- way brotherhood presented to the United States Senate their plan to dispose of the transportation problem. Chief Garretson, of the conductors and trainmen, told the Senate Com- ‘ mittee “why labor supports in prin- ciple the plan to turn over the opera- tion and profits of the companies to the workers.” It is simple and highly effective from the brotherhood stand- point and absolutely destructive from a practical standovoint. with a purchase of the roads from seginning the Government, it would turn all management over to a single corpora- tion to be two-thirds chosen by the employes and then the net earnings to be divided between the Govern- ment and the men, “each employe receiving a dividend proport’onate to his wages.” The farce of the physical valuation of the railroads is lightly brushed aside in this plan by the proposition that the roads are to be purchased on the basis of the present market valuation of their stocks. If the owners have not lost all hope and object to selling, they are to be com- pelled to sell at the purchasers’ own price in Government bonds, but whether at par or the present market price is not made clear. It seems that this period of riding rough shod over rrivate rights on pleas of war emer- gency appears very attractive to union labor, whose motto is ‘“‘take what you want if you have the power.” Just where the difference comes in be- tween the railway brotherhoods and the Bolshevik of Russia, ‘it is difficult to'see. There seems to be no ques- tion but that the Government now has the power to do anything that looks good to the lawless gang of union labor cut-throats who dominate the Wilson administration, largely be- cause it makes the loudest noise. As the Financial Chronicle puts it, the employes would now in their turn, “take over” the roads the Government began by taking over; just another seizure following the first. Chief Gar- retson is progressive and he perceives that revolutions never go backward. He said to the committee: “It is a brave man who, after a world-wide convulsion like the pres- ent war, would expect the tangled threads of civilization to be picked up where they were broken. This is not an era of turning backward. Forces have been let loose by this war which must be reckoned with and every man must go ahead doing his bit, to the end that the better civilization we fought for shall be carried forward.” This sounds nice and looks well in print, but in view of the fact that the only fighting Mr. Garretson and _ his comrades did was for outrageously high wages and ridiculously short hours it is somewhat paradoxical. There is no question, however, that, as Mr. Garretson said, forces have been let loose which must be reckon- ed with and the sooner the American public awakens to this fact the better it will be for the country. “Above a certain return,” this plan reads, “the Government’s share would be absorbed by automatic reduction in freight and passenger rates; below that amount it would be used for betterments and extensions of the properties.” There is one slight flaw in this proposition of dividing the earnings of the roads above fixed charges and expenses between the Government and employes and that is there would be no surplus to be di- vided. As to betterments and exten- sions, these would be placed upon the shoulders of the public through en- forced contributions. In the face of the ghastly financial results of the first year of Government control and operation, and the fact that the roads are largely failing to earn their ex- penses, how can any sane man pro- pose such a hairbrained scheme as this, by which the men for whose ben- efit the roads have been plundered to the verge of bankruptcy are to have the properties which have become almost theirs in effect turned over to them absolutely? ’ Mr. Garretson, with a most pleas- ant smile, said to the committee: “Railroad attorneys and railroad pres- idents may smile when I say I have studied the railroad problem deeply; T have, in my own way.” There can be no question of the truth of those childishly candid .re- A Great Educator The World War, no matter how deplor- able, at least was a Men have learned the value great educator. of being informed Those men who are studying underlying conditions now will find valuable and interesting information in each issue o0f THE OLD NA- TIONAL BANK’S Monthly Trade Reports. 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 Go. OF GRAND RAPIDS Audits made of books of municipalities, corporations, firms and individuals. March 5, 1919 MICHIGAN TRADESMAN He has studied in hs own way—the way he and his gang of grafters studied to turn the screw tighter and tighter for their own ben- efit, oblivious to everything else in the world. To them there are no other interests to be considered and no other persons to be concerned. They cannot see the complicated financial structure founded on railway securities and welfare, nor the many inillions (including themselves) whose rest upon this foundation which they, in their blind selfishness, have been undermining. marks. savings Surely this situation warrants us in taking our citizenship seriously and giving the matter our best thought, to the end that our senators and rep- resentatives shall feel such a pressure of public opinion that they dare not further pander to the exaggerated po- litical influence of union labor, which is a very small proportion of the vot- ing population of the United States. These are two distinct sets of opin- ions about the immediate future of business: One is that there will shortly be a drastic drop in prices; that labor will be cheap and abundant because of the tide of immigration, which these pessimists say will set in; because there are m llions of men released from war work and from the army and navy who will be seeking work; that money will be tight be- cause the bankers consider it is not necessary to check the inflation which seemed necessary in time of war; and that all these conditions are going tv make for a depression in business. On the other hand, expert and suc- cessful business men, heads of big business, see signs of the sun of pros- perity behind the clouds. They see that some of the very circumstances which frighten the timid ones are going to make for a continuance of high prices and reasonably active busi- ness. Union labor has had a rather consistent diet of the sweets which accompany high wages and is not going to easily relinquish its grip on the situation which the war, plus the Wilson administration, has given it. There is no question that there will be a drop in wartime prices, but there is no indication of such a sudden de- cline as to bring the disaster te calamity howlers are looking for. It must be remembered there has been for two years a curtailment in the pro- duction of goods of peace. Our fac- tories have been busy making the goods of war. This has necessarily created a shortage in the goods for civilian trade. This shortage has to be made up; our factories must make ‘it up and restock the shelves of the stores that have been practically swept bare of goods. It is true the stocking up process has not yet set in, but it will set in when the public feels a reasonable level of prices has been reached. When it does set in it will take a long time to fill the demand, whether the “reasonable level” of prices be high or low. Does it not seem reasonable that this con- dition will stabilize prices, check downward tendencies and make for active business? It is estimated that the shortage in the supply of cotton goods alone will amount to upward of 7,000,000,000 square yards of cloth. It will take time to fill this shortage, much of which is deferred demand. Not only that, but Europe is looking to the United States for a supply of many commodities in the essent al class. That a large portion of the business interests coincide with the latter view of business conditions and prospects for the future is shown by the strength of the country’s security market. This sentiment is reflected on the Detroit Stock Exchange, where there is active trading in Michigan industrial stocks at prices which re- man steady, with an undertone of in- creasing strength. Paul Leake. ——>-+ M. Tardieu having announced that one French item in the bill against Germany will be for 450,000 houses, the Germans must be curious about other items. A Serbian ex-Minister, M. Savcic, has stated in London that the enemy seized thrte Serbian har- vests, and the value of one has already been computed at $320,000,000. He destroyed 8,000,000 sheep, goats, and pigs, 1,300,000 cattle, and 130,000 horses. The damage to buildings and property is estimated at $146,000,000; currency and jewelry were taken to the value of $12,000,000; requisitions, subscriptions, and loss to private financial concerns are computed at $160,000,000; and the destruction or theft of manufactured goods comes to another $150,000,000. Museums, l'braries, universities, and churches were in part stripped. In the grasp of Teutons, Hungarians and Bulgar- ians. Serbia was treated more ruth- lessly even than Belgium and France, but had less to lose. Mr. Savcic would add the support of 150,000 or- phans and 100,000 disabled men, and partial support of widows and father- less; certainly those orphaned and widowed as a result of atrocities should be indemnified. The bills the brutal and debased German people will be compelled to pay will lack neither variety nor strength. _ OOO Most persons feel like giving more when it is called an offering than when it is taken as a collection. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pear’ $i .gear the oridge Graad 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 345 Per Cent. Paid on Certificates of Deposit The Home for Savings 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- This Company offers your estate the collective knowl- edge to qualify him. edge and experience of its officials. ASK FOR BOOKLET ON “DESCENT AND DISTRIBUTION OF PROPER- TY” AND BLANK FORM OF WILL. [FRAND RAPIDS [RUST [ OMPANY OTTAWA AT FOUNTAIN BOTH PHONES 4391 Safe Deposit Boxes at Three Dollars Per Year and Upward GRAND RAPIDS NATIONAL CITY BANK CIT Y TRUST & SAVINGS BANK ASSOCIATED the city. district. GRAND RAPIDS NATIONA ciTy AVI CAMPAU 8QUARE The convenient banks for out of town people. Located at the very center of Handy to the street cars—the interurbans—the hotels—the shopping On account of our location—our large transit facilities—our safe deposit vaulte and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and individuals. Combined Capital and Surplus ..... ussaeacues $ 1,724,300.00 Combined Total Deposits .........-..cseeceses 10,168,700.00 Combined Total Resources ..............0.- «-+ 13,157,100.00 FRUST & §& 14 From a Stalwart Champion of Public Rights. : Coldwater, March 3—I am exceed- ingly pleased that you are no quitter in a fight where the right ought to prevail. Such infernal crookedness of men who bear the honors of office in this State is a shame to be deplored, but such conditions are not beyond rem- edy. You and I may fall in the fight. We may suffer the ignominy that comes to all men who ask for the restraint of public greed, but in time a foundation for change will be laid and others will build the structure from our blue-prints. Yes, mutual insurance contains the remedy, but unless the Legislature will permit the mutual insurance com- panies to use the tariff sheets of the stock companies as a basis of rates to be charged, it will be hard for some of them to get on their feet. The stock companies have secured, illegally and wrongfully, the sanction of law to their schedules and tariff sheets. These tables for Michigan have cost, undoubtedly, $1,000,000. No individual company could afford to make such a table. They know this and hope to bar all mutual companies from competition. Why, pray tell, can these stock companies ask the State to make them the basis for an Anti-Discrim- ination law? Why can they permit only stock companies to use them? Why not permit mutual companies to make like use of them upon payment of the required uniform fees for their use and support? Such an amendment was agreed to by the Insurance Committee of the Senate last winter and then, through the perfidy and jugglery of the chair- man of the Committee in the last hours of the session two years ago, this provision was knocked out. The Insurance Commissioner writes me that the law will not permit mu- tual companies to use these ratings. I believe this matter should be put before the Legislature at once by an amendment and the issue clearly joined. The taxpayers of the State—and that means our property owners of all kinds—will some day awake to the conditions that are making for Bol- shevism in America, as well as in Europe. It is the deserved distrust of public servants who work clan- destinely behind the back doors of great combines. These servants know the road to Chicago and to the headquarters of the great combines thoroughly and make frequent visits to them. Respectable and wonderfully active agencies have abundant means to use politically, and spread the trust gos- pel along with politics. Why not? It means not less than eight to ten millions of dollars to them in the State every two years. One dollar in twenty of the ill-gotten gains tak- en from the people of the State through insurance alone will pay for the game. I know what they will say at such statements. But what care we, with the proof at the door—and they know it. I do not lay the blame at the door of any legislator who is uninformed and not 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 EX- PERIENCE. CALL FRIDAY FORE- NOON. F. A. SAWALL CG., INC., 405-6-7 MURRAY BLDG., CITY. MICHIGAN TRADESMAN March 6, 1919 SAVE MONEY by insuring in the Michigan Mercantile Fire Insurance Co. Mich. Trust Bldg. Grand Rapids, Mich. Fourth National Bank United States Depositary THE BANK WHERE YOU FEEL AT HOME ete: eT yRA DR gris SAVINGS AN Savings Deposits PTGS ST FAMILY ! 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 33,000 CI Satisfied Customers know that we Sekar MIP eta aa eee and service Capital Stock and Surplus $580,000 WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier LAVANT Z. CAUKIN, Vice President ALVA.T. EDISON, Ase’t Cashier WE WILL APPRECIATE YOUR ACCOUNT TRY US! JANUARY 1, 1919 Sixty-Ninth Annual Statement National Life Insurance Company MONTPELIER, VERMONT Ledger Agucts January 1, 19168 .. $66,709,654.09 Premiums Gor tosurance 7,91'7,820.31 Received 1018 ___ The Broad-Minded Insurance Agent. The days in which a man could en- ter the insurance business as an agent or solicitor, 'and make a success of his business without preparing him- self, to some extent, by study of its principles, have gone by. The suc- cessful agent of the present day real- izes the necessity for keeping thor- oughly informed, not only as to cur- rent events and prevailing methods in the class or classes of insurance in which he may specialize, but also as to the various other branches of in- surance. This can best be done by reading, from week to week, an insurance journal which covers the news of the day in the insurance world and pre- sents timely statistics of the business in all its ramifications. We believe, therefore, that every agent should prepare himself by the weekly perusal of a general insurance newspaper, presenting news, com- ment and statistical data as to all branches of the business, and that it would be to his ultimate profit to do so. MICHIGAN TRADESMAN Getting Back to Normal. Written for the Tradesman. In a world of progress the idea of going backward is not to be tolerated. Getting back to normal need not nor should not mean retreating. It does not mean falling back to obsolete or injurious methods. In whatever ways war events have forced unnatural or undesirable conditions in those re- spects it is commendable to seek to get back to better things. But where unprofitable, wasteful methods have been forced aside and real improve- ments and benefits substituted there should be no thought of resuming former ways. Getting back means that divergent lines are to be brought to conform with a straightforward, progressive course. The tried and approved meth- ods—the fundamental principles are unchanged. In whatever respect we have been forced away from them, in that respect we should return. And we shall return with a better apprecia- tion of that of which *we have been deprived. Waste and extravagance are not normal conditions, no matter how long or to what extent such habits have prevailed in the past. To prac- tice or allow such now is going back- ward—losing the gain made during the war and defeating the good which has been attained through much struggle. Rudderless individuals, driven hith- er and thither by every wind and wave of public opinion or change of policy, are looking back to pre-war condi- tions as the most desirable known, They want ease, indolence, affluence or opportunities which are not for the good of all. What can be done for them or with them we know not; we do know that the rising generation should be started right and kept going right. The necessity of normal habits of life and more economical methods of business are not in the least lessen- ed by the return of peace. Minion. —_>-~>_____ Insurance Companies “Soak’ng” Mich- igan Merchants. Covert, March 4—I do not feel that I could do business without your valuable paper and I fully appreciate the fight you have made and are con- stantly making to protect Michigan merchants on their fire insurance. The stock compan‘es are surely soaking it to us. I assure you of my high es- teem. Chas. Gunzaul. Assets $3,099,500.00 CLAUDE HAMILTON Vice-Pres. JOHN A. McKELLAR Vice-Pres. Mercuants Lire Insurance ComMPany Offices—Grand Rapids, Mich. Has an unexcelled reputation for its Service to Policy Holders $4, 274,473.84 Paid Policy Holders Since Organization WM. A. WATTS President RANSOM E. OLDS Chairman of Board Insurance in Force $55,088,000.00 RELL S. WILSON Sec’y CLAY H. HOLLISTER reas. SURPLUS TO POLICY HOLDERS $477,509.40 15 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 What is Mutual Fire Insurance? It is the principle of self-government of gov- ernment “of the people, by the people and for the people” applied tothe fire insurance business. Do you believe in that principle? Then co-operate with the Grand Rapids Merchants Mutual Fire Insurance Co. 327 Houseman Bldg., Grand Rapids, and save 209% on your premium. For10 years we saved our members thousands of dollars annually. We pay our losses in full, and charge no membership fee. Join US, 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 = nee secre rears if : ‘ a ee 16 RECONSTRUCTION PROBLEMS. Serious Questions Which Confront the Retail Merchant.* In addressing your convention to- day, it is with a feeling of satisfaction and appreciation of the compliment you have paid me in asking me to present this topic to your members at this meeting. The question of the jobber in the community seems to me is one that could be answered very easily. It is not a question of whether or not the jobber is necessary, but it is rather a question of whether or not the present method of distribution, which includes the jobber and retailer, is es- sential. It is a question of whether we shall continue to have the present method of distribution or whether we shall have another system of distri- bution which shall be entirely differ- ent. Any theory which may be present- ed, and has for its basis the elimina- tion of the jobber or the retailer, is absolutely unworkable. The jobber cannot carry on the work of distribu- tion, nor can the retailer carry it on without the jobber. Just for one moment look at the proposition of trying to conduct a re- tail grocery business and obtaining your supplies from the original source of production. Think of getting ship- ments in such quantities as would enable you to obtain the minimum freight charges, and it is very easy to see that there are very few men in this meeting able to carry such stocks of goods if such a project were attempted. In the second place, it is an abso- lute certainty that there are no mer- chants to speak of in the entire State who could make any money conduct- ing a grocery store if they had to carry stocks of the size that would be necessary in buying direct. The turn-over would be about one-fourth the present turn-over, and any of you merchants who are good mer- chants realize that you cannot make money in the grocery business to-day with your small margin of profit, if you are to operate with one-quarter of the turn-over that you have under present conditions. Really, my friends, we are in this boat together, and it is very clear to me that we must either sink together or we must work together, and I am firmly convinced that our future lies in working together. The only question in my mind is whether or not the present method of distribution is the most economical and whether it will continue to be so. From my own knowledge of the busi- ness I am convinced that it is the most economical method of distribu- tion, and so long as it continues to be, it will be the method which the country will accept as the right plan of distribution. On the other hand, when some more economical method of distribution is devised, then you as retailers and myself as a iobber will be eliminated. So if you will pardon me, I shall direct my attention to-day to what I *Paper read at twenty-fifth annual con- vention Retail Grocers and General Mer- chants’ Association. at Saginaw, by Guy W. Rouse, Grand Rapids. MICHIGAN TRADESMAN think is necessary if we shall con- tinue to fulfill our obligations as dis- tributors. 3riefly, it is that we shall so under- stand our business that it shall con- tinue to be the most economical meth- od of distribution. It is our duty to study costs of doing business and make analyses of our business, to the end that we are constantly reducing costs as far as they can be reduced. In this way we shall continue to be the logical means of distribution. Personally, I am violating no con- fidence when I tell you that the wholesalers of the country in all lines are studying this same question of economy in distribution. They recog- nize, as you as retailers must recog- nize, that competition in the future store; the serve-self store; the co- operative store; the commissary; the mail-order and the box-car merchant. Most of these are experiments and I am convinced to-day that from the present frame of mind of the average person that the only thing for us to do is to stand by and let them try these experiments. You successful merchants know, as well as I do, what the outcome of most of this will be. You realize that the profits of the retail grocery trade are such that there is no opportunity for anyone to conduct a‘business on a basis of saving a material amount of this cost and render the service. This leads me to suggest very posi- tively that the first thing we must do in merchandising is to study the cost of the different kinds of service and Guy W. Rouse. will be keener and only those men who merchandise along scientific lines will remain in business through the re-adjustment period, In the first place, we must remem- ber that the whole business com- munity as well as the social com- munity, is going through a period of re-adjustment and consequent unrest. We must realize that many people are listening to theories and unworkable schemes which shall reduce the cost of living. We are constantly hear- ing people accuse some other class of people of being unfair and earning their livelihood at the unnecessary expense of someone else. As a result of this people are lis- tening to-day to all kinds of new de- vices for carrying on business. We have in the retail grocery business to- day the grocery store with full ser- vice; the grocery store with non-de- livery service; the cash-and-carry know something more about what we ought to add or subtract to our cost to cover the different kinds of ser- vice we may or may not give. That is to say, I think that every retail grocer ought to know what it costs to deliver goods. He ought to know what it costs for clerk hire and he ought to know what it costs to carry book accounts. Then it is a very easy matter to analyze the dif- ferent prices used by different kinds of stores, and to know what kind of a store you want to conduct and what kind of competition you can expect from a man who operates a store who does not give the kind of service which you give. In this connection, I have had some very interesting experiences of late in talking to retailers about their business. At a conference some months ago I asked a number of suc- cessful retailers what it cost to de- March 5, 1919 liver their orders. One man said it cost 4% per cent.; another one said it cost 14 per cent. This sounds ridiculous and impossible, and yet I am inclined to say to you to-day that I think both of those men may have told the truth. On the other hand, I want to say just as frankly that the majority of the men in the room had no idea of what it cost to deliver goods and I question to-day if many of us know what it costs to deliver our goods. This leads me to suggest that one of the things we ought to do when we go home is to study the cost of delivery. We ought to be sure and include in the total cost of delivery all of the items, including interest on in- vestment, depreciation, new tires for cars, gasoline, etc., in making the sum total. In spreading this we ought to spread it on that part of our business which is delivered or that part of our bus'ness which is contingent on de- livery service. We ought, also, to figure the cost of carrying book accounts. A few days ago, in talking with a retailer, I asked him what it cost to carry book accounts, and he answered 1 per cent. He may have been right, but I doubt if retailers can carry book accounts for 1 per cent. when you figure the cost of book-keeping, the cost of sta- tionery, bocks, etc., and the losses on bad accounts. : Of course, some dealers have no losses on bad accounts. I talked with one of these recently and he had at this time $16,000 of book accounts cutstand ng ‘and told me with tears in his eyes that this represented his profit for a good many years past. Now, as a matter of fact, this man has made no money during all of these years because his loss on book accounts has offset all the profit that he did make. Suppose this man was in the posi- tion of another man with whom I talked who had $350 outstanding. The latter man may have done a little less bus'ness, but he had some money left at the end of the period, and that was more than the first man had. Therefore, I would suggest in this connection that we figure the cost of carrying book accounts, and figure scientifically, so that we shall know— each one for himself—what it costs to carry book accounts. After we have found these figures we will know what kind of a store we wish to conduct, and we will be in a position to meet competition with the other kind of stores in a thoroughly satisfactory manner and solicit the kind of business that wants the kind of service that we are extending. As I have sai‘, we shall be better merchandisers. That is to say, we must educate curselves along the lines of gettiig the greatest possible volume with the smallest possible stock. The Bureau of Fusiness Research of Harvard University has conducted an investigation whick is very inter- esting and I wou’! suggest to any of you merchants who want to study this matter seriously that you write to them and get their Bulletin No. 5, covering the item of “Expenses in March 5, 1919 MICHIGAN TRADESMAN 17 Packed in 11 Oz., 2 lb. and 5 lb. Cartons Nationally Advertised During the months of April, May and June, BLUE RIBBON PEACHES will be advertised in four-color pages in the Ladies Home Journal, Delineator, Designer and Womans Magazine reaching over four million readers. This big effort should surely result in a big demand—Be Prepared to Meet It. Order from your jobber today. Main Office - 7 —No Waste, No String, No Paper Bags, No Bother. —No Dirt, No Bugs, No Uncleanliness. Offer Your Customers Dried Peaches In Packages Dried peaches will ultimately be marketed in packages—why not take the progressive step and put them in stock right now? Dried peaches in packages mean the sav- ing of string, paper bags and time. It means the elimination of the waste of frurt which occurs when sold in bulk, and it means offering your customers dried peaches free from dirt and vermin. Almost all worth while foods which for- merly sold in bulk are now being put up in packages. It is the modern, progressive and most satisfactory way. BLUE RIBBON dried peaches represent the choicest product of the California orchards. They are carefully selected and put through a process which removes the fuzz and most of the peeling. They are very select. Offer them to your customers. See how much they will appreciate them. Produced and Packed by California Peach Growers (nc.) Over 6,500 Members Fresno, California 18 Operating Retail Grocery Stores.” You will find that this contains some very interesting figures and figures which you can use as a sort of meas- uring stick for conducting your own business. Among other things they found in _their investigation, was that the turn- over in different retail grocery stores in the United States varied from 3.5 to 23.8 times per year. They found that most of the stores were rangin: between four and ten times, and the average was seven times. They found, however, that there were enough re- tail grocers operating in this coun- try who were getting a turn-over of twelve times per year so that they suggested very freely that the aver- age retail grocer ought to get a turn- over of twelve times per year. In estimate that a grocer who handles meat with his groceries should get a turn-over of fourteen times a year. If you are not turning your stock over twelve times a year in a regular retail grocery store, you can see what the possibilities are that you can ac- complish in your business if you give it some more thought along this line. At this period of re-adjustment, when we are expecting declines in the market, it is absolutely essential to good merchandising that we con- tinue to reduce our stock to the low- est point possible. This is good busi- ness at all times, but particularly good at this time, and I urge each one of you to reduce your stock to the low- est point possible and thereby avoid the possibility of taking any more loss than is necessary during the per- iod of re-adjustment. Just a word more about this matter of accounts and collections. Are you collecting your accounts as you ought or are you letting your customers pay when they want to? Are you follow- ing a definite rule regarding the ex- tension of credit or are you following a hit-or-miss rule regarding the credit you are extending? It appears to me from the knowledge I have gained from friends of mine in the retail business that the successful retailer of to-day must have as definite a rule regarding the extension of credit to his customers as the wholesaler has. It appears to me that a retailer’s ac- count must come due and should be paid at maturity. It is very clear ta me that those retailers who are mak- ing the most money to-day are those who insist that accounts should be paid on the day of agreed settlement and that credit should not be extend- ed to people who do not keep their word in regard to the payment of their account. This may appear to be rather hard in some instances, but I am convinced that you are doing a kindness to the consumer himself when you help him to keep his per- sonal accounts down to the minimum. You are in reality helping your cus- tomer when you insist that he pay for his merchandise in accordance with the terms upon which it was pur- chased. Along this line it might be inter- esting if your Secretary would tabu- late some figures regarding the dif- ferent items about which I have spok- en and include in this the percentage connection w-th this, they MICHIGAN TRADESMAN of outstandings. It would be very interesting to us jobbers if, when we look at a retail grocer’s financial statement, we could have some def- inite idea as to what volume of busi- ness he should have, compared with the stock he has on hand, and also how much his outstandings ought to be compared with the volume he is doing. These figures, if they were properly assembled, would serve as a standard for comparison with the different merchants, and I am sure would be very valuable and exceeding- ly helpful to those of you who are striving to be better merchants. I cannot help saying in connection with this matter that it is my firm belief that the competition in this country in the future will be much keener than it has been in the past and that those dealers who continue in business through the re-adjustment period must be real merchandisers. You know in England a business is handed down from father to son and is continued during several genera- tions, In this country it has been the custom for business men to change very rapidly. It is stated on appar- ently good authority that 95 per cent. of the dealers change every fifteen years. This means a big economic loss. This means a lot of men are trying to do something which they do not know how to do and it ap- pears very clear that our success in the future lies in our becoming real merchants, and after we have become educated and trained merchants, we will stay permanently in business and offer a kind of competition which the uneducated merchant cannot meet and will not attempt to meet. Permit me, also, to call your at- tention to-day to unnecessary losses which are going on in our business. I have already referred to the loss from bad accounts which, in many in- stances, is very large, and reaches almost to a point of being suicidal to the man who extends such credit. Also I want to call your attention to the fire waste. You and I as citi- zens of the great State of Michigan are interested in the question of re- ducing the amount of loss by fire. Fire loss per capita in the United States in 1916 was $2.10, while in England it was 33 cents and in Hol- land 11 cents. The fire loss in 1916 for Michigan was $6,593,000. Figur- ing on the basis of the fire loss per capita in Holland, we find Michigan’s loss should have been a little over $327,000. In other words, the unnec- essary loss in 1916 was over $6,000,- 000 in Michigan, and that came from the pockets of you and I and the cther business men of the State. Is it not time that we took this matter of fire prevention seriously? Is it not time that we help pass such laws as will protect the property in this State from unnecessary loss and that would make us take the proper care of our buidings and avoid wast- ing money in this way? It is to-day an economic crime for a retailer, a wholesaler or manufac- turer to have around his institution waste materials which are liable to cause fire, augment fire or in any way retard the fighting of it. Therefore, let us go home and clean up our risks March 5, 1919 DWINELL-WRIGHT CO.’'’S Whi te House “None Better At Any Price” Keep Your Minds Open to the unquestioned value of these two inimitable products—representing the choicest values in both stock and manufacture, and in the selling and satisfying elements they possess. As you well know: The Dwinell-Wright Co. prin- ciple of absolute uniformity in all its products gives an asset of certainty to protect all handlers of them—AND THE PUBLIC, TOO. Distributed at Wholesale by JUDSON GROCER CO. GRAND RAPIDS, MICH. ENO 1 (20.8 The. Salt thats abbsatt- moon DIAMOND CRYSTAL SALT CO,, ST. CLAIR, MICHIGAN. se nl ase March 5, 1919 and give some serious study to the question of reducing fire losses. It may be of interest to you to know that in the United States there were $60,000,000 worth of preventable fires last year; that $12,000,000 was lost in fires due to defective chimneys; $11,- 000,000 lost from stoves and furnaces; $8,000,000 from smoking and so on down the list. All of this could be eliminated with proper care and prop- er legislation. Then there were $93,000,000 fires which were partly preventable and $41,000,000 of this came from expos- sure to other fires. This argues the need of our watching the risk of our neighbors and see‘-~ that they ar: kept in proper shape and also the building of fire walls and other means of prevention. Some one said to me in answer to this that if a man was insured he would not lose the money, but I claim that anybody who takes a _ second thought on the subject will realize that if we furnish the money with which to pay the insurance by paying these premiums that this is an eco- nomic loss to the community and ought to be stopped. In addition to this, I want to say a word about keeping records regard- ing your business. You who have buildings in towns of fifth and sixth class have agreed in accepting your fire insurance policies that you will keep an annual inventory, your book accounts, invoices and records of your business in a fire proof safe or in a place that they cannot be destroy- ed in case of fire. If you do not do your part and keep your agreement in this connection your fire insurance policy is of no value and the insur- ance company can claim, and the court will sustain them in claiming it, that they owe you nothing in case of a fire. Let us be sure that we do our part in keeping these records and fulfilling our part of the insurance contract, to the end that in case you are unfor- tunate enough to have a fire, you will be able to collect the insurance. Any of you who are not doing your part in the matter might just as well tear up your fire insurance policies as to carry a policy which does not cover your risk and cover it properly. You are also interested in keeping other records of your business and I believe if some of you would spend a little more time in looking over your records and making compar sons with the results of your business from month to month, it would pay you in the long run. I am a great be- liever in the theory that every busi- ness ought to have some man who studies the figures and makes com. parisons. It is my honest belief that a comparison of figures is as vital to a successful business as are any of the th ngs which the manager does in try- ing to carry it on. Therefore, I urge all of you to adopt stich systems of accounting as are reasonable and can be taken care of without too much work and carry forward these sys- tems and keep them in operation. We are also interested in the propo- sition of enacting from time to time such laws as shall be helpful and fair to the people in our line of business. There is no reason why the retailers and the wholesalers should not join hands at all times in watching legis- lation and trying to promote such legislation as shall protect the deal- ers and enable them to collect their accounts for the goods they have de- livered. In conclusion, I want,to say just a word in summing up this whole matter. I want to feel, and I want you to realize, that the jobbers are always willing and glad to lend a helpful hand to the retailers. On the other hand, I want you to understand that the jobbers and the retailers must solve these problems together. During these trying days, we must have patience. We must be willing to let the different theorists work out their ideas and prove how faulty they are. There is no doubt in my mind that the co-operative, commissary, mail-order and box car merchants cannot live. I am thoroughly con- vinced that they are economically wrong. I do not believe that we will have to resort to legislation to put them out of business, because I be- lieve that a fair trial of this kind of merchandising on a normal market will sound the death-knell of any one of them. During those days of advancing markets it was a poor stick of a man who could not make money, under pre-war conditions it took a man of considerable ability to make money in the grocery business. This ex- plains why so many of these stores have been starting during the last two years. Now, however, in the time of de- clining markets, it becomes not only a question of ordinary ability, but it becomes a question of unusual ability and unusual knowledge of the busi- ness for any one of these institutions to continue to do business, and I am thoroughly convinced that if we will let them give themselves a fair trial and be patient in our attitude that a large part of these trying experiments will, as they have in the past, demon- strate that they cannot operate suc- cessfully, for any length of time, and will disappear. Let us remember that our own future as the distributing agents or the distributing service of the coun- try, depends upon our continuing to render this service to our community at the lowest possible cost. We shall be glad at any time to join hands with you in the consideration of any subject which shall tend to veduce the cost of doing business or to render the service to the com- munity which we are supposed to render in a more efficient manner than we are doing at the present time. Permit me to thank you very earn- estly for your patience in listening so attentively to this rather long talk, but your close attention indicates your vital interest in this very vital question. HARNESS OUR OWN MAKE Hand or Machine Made Out of No. 1 Oak feather. We guarantee them absolutely satisfactory. If your dealer does not handle them, write direct to us. SHERWOOD HALL CoO., LTD. Tonia Ave. and Louis St. Grand Rapids, Michigan MICHIGAN TRADESMAN “Betcher I Can Eat a Ton of It” There are only two things, we believe. which children like well enough to contemplate with satisfaction eating them in quantities of a ton or more. One is ice cream and the other is Jell-O. No grocer can safely ignore that kind of an appetite when he is making up his stock. There are six flavors of Jell-O—all pure fruit flavors, and all so good that no two persons ever seem to agree as to which is the best of the six. The retail price of Jell-O is now 25 cents for 2 packages. Beautiful ten-color window display material of high quality will be sent to you, free of all expense to you, of course, if youcan use it to advantage, and we believe you can. THE GENESEE PURE FOOD COMPANY Le Roy, N. Y. GRAND RAPIDS SAFE CoO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN Wilmarth show cases and store fixtures in West Michigan's biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants Wilmarth Show Case Company 1542 Jefferson Avenue Grand Rapids, Mich. upCreCee Fem Goebel toed ter 3} MICHIGAN TRADESMAN BUTTER, EGGS 4%» PROVISIONS. . = ~ Y = = ¢ > ' IN = — as 7 ae Hl SI : Michigan Poultry, Butter and Egg Asso- clation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary and Treasurer—D. A. Bent- ley. Saginaw. : Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. : Two Egg Laws Recommended For Enactment. A joint conference was_ recently held at St. Louis, Mo., between agents of the U. S. Department of Agricul- ture, officers of dairy and food commissioners and others, to consider practical methods of continuing certain requirements in respect to candling eggs at country stations that were last year instituted through authority of the U. S. Food Administration. There was a large attendance at the conference, Dr. C. L. Alsberg of the Bureau of Chem- istry, U. S. Department of Agriculture acting as chairman. state associations, The conclusions of the conference were as follows: 1. That the judgment of the con- ference is that every effort should be made to stop bad eggs as near as possible to the point of production. 2. That bad eggs shall neither be bought nor sold unless broken in shell and denatured. 3. That the proposed legislation means the producer will get more money for his eggs if all are good than if part are bad and part good. 4. That in states like Illinois and Iowa where reasonable rules and reg- ulations are in force against bad eggs both sellers and buyers-were quick to realize the advantage of complying with the law against bad eggs, and have aided to stop traffic in them. 5. That the “Uniform Good Egg Law” will require everyone handling eggs in a wholesale or iobbing way to procure a license—probably rang- ing from $1 to $5 in different states. Licensing is merely an aid in help'ng to carry out the provisions of the law. 6. That the “Uniform Egg Break- ing Establishment Law” will also re- quire a license, and that before a license is granted the enforcing officer must inspect and certify the estab- lishment as being sanitary. 7. That both measures require bad eggs (see descriptions) to be “broken in shell and denatured so they cannot be used for human food.” 8. That candling certificates shall be placed in every case of candled eggs—the time and conditions for candling to be covered by special rules and regulations of the enforcing officer in different states. 9. That both bills are patterned after the laws in Illinois, where they have worked out successfully and proved themselves truly constructive measures, 10. That states or producing sec- tions which lag behind in this cam- paign to stop traffic in bad eggs will suffer, for it is the seasoned judg- ment of the conference that a sub- stantial premium will hereafter be paid for eggs enjoying the protection of these laws. Two model laws were drawn up by a committee during the conference and endorsed by the whole confer- ence at which a resolution was adopt- ed recommending the measures foi early passage by the several state legislatures. These measures are as follows: The Uniform Good Egg Law. 3e it enacted by the Legislature of the State of Section 2. That no person, firm or “corporation shall sell, offer or expose for sale, or have in his possession, or trafic in, any egg unfit for human good, unless the same is broken in shell:and then denatured so that it cannot be used for human food. For the purposes of this Act, an egg shall be deemed unfit for human food if it be addled or moldy, a black rot, a white rot, or a blood ring; or if it has an adherent yolk, or a bloody or green white; or if it be incubated be- yond the blood ring stage; or if it consist in whole or in part of a filthy, decomposed or putrid substance. Section 3. That no person, firm: or corporation shall, in buying or selling eggs, take or give a greater or less dockage for eggs unfit for food as defined in Section 2 of this Act than the actual dockage which has been determined by careful candling of the eggs so purchased or sold, and he shall keep such candling records as may be required by the rules and regulations of the (enforcing officer). All such records shall be open at all reasonable times for examination by the (enforcing officer) or inspectors of the ———— department. The term “candling’ as used herein shall be construed to mean the careful exam- ination, in a partially dark room or place, of the whole egg by means of a strong light, the apparatus and method employed to be such as shall be approved by the (enforcing of- ficer). Every person, firm or cor- poration engaged in the business of buying eggs in this state for resale or consignment shall provide and maintain an adequate place for the accurate candling of eggs and a suit- able place for the proper handling of eggs which are intended to be used for human food. Section 4. That there shall be plac- ed on the top layer under the top flat of every case of candled eggs, by the person candling the same, a candling certificate. Such candling certificate shall be printed on cards or sheets of ‘aper not smaller in size than 234 x 414 ‘nches and shall give the date of can- dling the eggs contained in the case in which it is placed, the name, ini- tials or number of the person candling the eggs, and the name of this state and the license number of the person, firm or corporation for which the eggs were candied. March 6, 1919 ANGLEFOO e 3 The Non-Poisonous Fly Destroyer The U. S. Dept. of Agriculture says in the builetin: “Special pains should be taken to prevent children from oe pes soned balts and poisoned flies dropping into foods or drinks.” Onions, Apples and Potatoes Car Lots or Less We Are Headquarters; Correspondence Solicited + Vinkemulder Company GRAND RAPIDS co! MICHIGAN’ WE BUY AND SELL Beans, Potatoes, Onions, Apples, Clover Seed, Timothy Seed, Field Seeds, Eggs. When you have goods for sale or wish to purchase WRITE, WIRE OR TELEPHONE US. Moseley Brothers, GRAND RAPIDS. MICH. Both Telephones 1217 Pleasant St. and Railroads DEPEND ON PIOWATY This Should Be the Slogan of Every Live Merchant in Michigan and Northern Indiana Selling Fruits—Vegetables—Grocers Sundries M. Piowaty & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Muskegon, Lansing, Saginaw, Bay City, Jackson, Battle Creek, Kalamazoo, Mioh., South Bend and Elkhart, Ind. OUR NEAREST BRANCH WILL SERVE YOU ‘i We 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 thelr interests to communicate with us when seeking an outlet. We also offer — you our new modern facilities for the storing of such products for your own account. Write us for rate schedules covering storage charges, etc. WE SELL Egg Cases and Egg Case material of all kinds. Get our quotations. KENT STORAGE COMPANY, Grand! Rapids,” Michigan E. P. MILLER, President F. H. HALLOCK, Vice Pres. FRANK T. MILLER, Sec. and Treas Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence Solicited Wm. Alden Smith Bldg. Grand Rapids, Mich. Use Tradesman Coupons 19 wet March 5, 1919 Section 5. That for the purpose of enforcing the provisions of this Act it is hereby required that ten days after this Act takes effect, no person, firm or corporation shall engage in the business of buying, selling, dealing in or trading in eggs, those retailers who do not buy direct from the pro- ducers and who do not sell in lots greater than one case, without first obtaining from the (enforcing officer) a license to conduct such business. Such officer upon receipt of a proper application upon forms such as he may prescribe, accompanied by an an- nual license fee of $...., shall there. upon issue to such person, firm or corporation an annual license to en- gage in such business. Section 6. That the (enforcing of- ficer) shall enforce the provisions of this Act and shall make suitable rules and regulations for carrying out its provisions. He shall determine the conditions under which eggs previous- ly candled shall be recandled before sale in order to safeguard the pur- chaser against buying as a part of a lot, eggs unfit for human food. Section 7. That any person, firm or corporation failing to comply with the requirements of, or violating any of the provisions of this Act, shall be guilty of a misdemeanor, and _ shall upon conviction for the first offense be fined not less than $15 nor more than $50. For the second offense he shall be fined not less than $50 nor more than $100, and for the third or any subsequent offense, he shall be fined not less than $100 nor more than $200. and in addition to such fines, in the discretion of the court, for the first offense his license may be suspended for not more than 30 days, for the second offense not more than 60 days, and for the third or any sub- sequent offense his license may be revoked. Section 8. That the words used in this Act shall be construed to import the plural or singular, as the case demands. Section 9. That all laws or sections of laws, and amendments thereto or thereof, now in force in this state, which may be in conflict with the pro- visions of this Act are hereby re- pealed. Uniform Egg Breaking Establishment aw. Be it enacted by the Legislature of the State of Section 2. That no person, firm or corporation shall engage in the State of in the business of re- moving eggs from their shells, in the manufacture or preparation of frozen, liquid, desiccated or any other forms of whole eggs. yolks, whites or any mixture of yolks and whites for food purposes, with or without the addi- tion of any other ingredients, without frst obtaining a license from the (en- forcing officer). Before such license shall be granted the (enforcing of- ficer) or his agent shall inspect the establishment or equipment to be used in said egg breaking establish- ment, and he shall also ascertain if the said establishment complies in method and equipment with the san- itary law and the rules and regula- tions which shall from time to time he established by the (enforcing of- ficer) to govern these establishments. If, after such inspection, it shall ap- rear that such establishment com- plies with the provisions of the sani- tary law and the rules and regulations governing ege breaking establish- ments. then the (enforcing officer) shall issue an annual license to said establishment upon payment annually of a-fee of $.... Section 3. That no person, firm or ceorporation shall manufacture or pre- pare in any egg breaking establish- ment an'‘ege unfit for human food. unless the same is broken in shell and then denatured so that it cannot be used for human food. For the pur- poses of this Act, an egg shall be deemed unfit for human food if it be addled or moldy, a black rot, a MICHIGAN TRADESMAN white rot, or a blood ring; or if it has an adherent yolk, or a bloody or green white; or if it be incubated be- yond the blood ring stage; or if it consist in whole or in part of a filthy, decomposed or putrid substance. Section 4. That every egg break- ing establishment shall include his l’cense number as a part of the proper labeling of all cans or other recep- tacles in which frozen or desiccated egg products are sold or offered for sale for human food. The form and manner of placing or affixing said license number on containers shall be in accordance with regulations pro- mulgated by the (enforcing officer). Section 5. That any person, firm or corporation failing to comply with the requirements of, or violating any of the provisions of this Act, shall be guilty of a misdemeanor, and _ shall upon conviction for the first offense be fined not less than $15 nor more than $50. For the second offense he shall be fined not less than $50 nor more than $100, and for the third or any subsequent offense, he shall be fined not less than $100 nor more than #200 and in addition to such fines, in the discretion of the court, for the first offense his license may be sus- nended for not more than 30 days; for the second offense not more than 60 days and for the third or subse- auent offense his license may be re- voked. Section 7. That the words used in this Act shall be construed to import the plural or singular, as the case de- mands. Section 8. That all laws or sec- tions of laws, and amendments there- to or thereof, now in force in this state, which may be in conflict with the provisions of this Act are hereby repealed. —_———-2-e-o—_—_ It Brought Good Will. A restaurant owner found that his cigar and cigarette counter was not paying. Investigation showed him the trouble. Most of his customers smoked two- or three-for-a-quarter cigars. He noticed that while they hesitated to pay 10 or 15 cents for a single cigar, they did not care to buy two or three even at the reduced rate, for they had no convenient place to keep the balance. So he had bills printed to hand to his customers. They read: “After a good meal there is nothing like a good cigar. Why not try one? If you don’t want to take a whole quarter’s worth, take one. We will give you tickets for the balance of the quar- ter’s worth, which we will keep fresh and moist for you in our humidor, until you ask for them.” This often results in bringing a casual customer back for his cigars and incidentally for another meal, the restaurant owner is sure. ———>-2 Woman will do as much for love as man will for money. IT SELLS! Nationally Advertised Jap Rose Soap This New Metal Display Rack ATTRACTIVE—holding just 12 cakes of the extensively advertised, car- tonned Jap Rose Soap. Sent Free with an Order of Two Boxes or More JAMES S. KIRK & CO. CHICAGO ese cee At otte etaeL A RIN E eRbCHE Rte 21 New Delicious Desserts— housewives are making them from old recipes by simply adding Mapleine The Golden Flavor to get new taste, beautiful maple-gold color. Talk Maple-~ ine and increase your profits. Order of your jobber or Louis Hilfer Co., 1205 Peoples Life Bldg., Chicago. Crescent Mfg. Co., (M-382) Seattle, Wash. Knox Sparkling Gelatine A quick profit maker A steady seller Well advertised Each package makes FOUR PINTS of jelly “Bel-Car-Mo” To Your Jobber Delicious Peanut Butter that comes in 1 to 100 Ibs. air- tight tins. Write us for 1919 Wholesale Price List of Seeds, Fertilizer and Insecticides Reed & Cheney Company Grand Rapids, Michigan Watson-HigginsMlg.Co. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks Money Saved by Buying Your EGG TESTER S. J. FISH CO., Write for catalogue. Jackson, Mich. Special Sales John L. Lynch Sales Co. No. 28 So Ionia Ave. 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 consider our 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. If you have never sold our line, try it and you will be convinced. THE MOORE COMPANY, ‘Temperance, Mich. WE ARE ACCEPTING CONTRACTS NOW FOR 1919 DELIVERIES OF J. Hungerford Smith Co.’s Soda Fountain Fruits and Syrups If you have not signed up, drop us a card. Protect yourself for next season’s business before it is too late. Prices guaranteed against advance or decline. We also carry a full line of Soda Fountain Accessories. Putnam Factory Grand Rapids, Michigan Manufacturers of * Putnam’s ‘‘Double A’’ Chocolates MICHIGAN TRADESMAN March 5, 1919 -aawynr ’ UAW ot THEY ACU E (vi su YY) rc = = \\ fo Sy * Sa (CHA x ll an | “S DRY GOODS, ANCY GOODS “» NOTION i \) = = \ [se & 4 . ree - + “a ~ Y “es = 2 - a N ; : = 2 = = = 2 aod > ee i — 2 =. ~ = S = Michigan Retail Dry Goods Association. President—D. M. Christian, Owosso. First Vice-President—George J. Dratz, Muskegon. Second Vice-President—H. G. Wend- land, Bay City. Secretary-Treasurer—J. W. Knapp, lansing. Side Lights From the Standpoint of Supervision. I went with a concern at about 20 years of age that at that time did a business of about $14,000,000. I was supposed to be associate general superintendent. I had been there a couple of weeks when my side part- ner was called to Havana. The man directly over me had in him a strong streak of suspicion; consequently, we had an iron-clad and_ iron-bound, * locked-four-ways order that no rear doors were to be opened under any circumstances. About 5 o’clock one night, after I had been in charge of this business for a couple of days, a porter walked into the office and. said, “Mr. So- and-So wants the key to the rear door.” I scratched my head a mo- ment and said to the porter, “You tell Mr. So-and-So that it is against the rules to deliver these keys except upon a written order.” I heard noth- ing more of the incident. Two things might have happened there if I had given the porter the keys. The next morning I might have been in this gentleman’s office and he’d have said, “How did you know I told the porter to go to you to get the keys?” If I hadn’t given him the keys but had taken the keys back myself with the porter, I might have been in his office the next morning and he’d have said to me, “Do I pay my superintendents to act as messenger boys in carrying keys?” The result of this method of pro- cedure was that I was with that con- cern for about eight years and we never had any trouble with regard to instructions or anything of that kind —I mean from a fundamental stand- point. Whether or not that was a test he placed, I do not know, but 1 am telling you the way I responded and what happened. The thing that started me to thinking along these lines was this: I noticed a good many years ago that when you went to a banker, the banker would dispose of a proposition on a basis of banking fundamentals. I determined then that certainly large businesses over the country must be doing business on some basis of law business, but an analysis revealed that a great many of them didn’t know that law. They were successes frequently in spite of what they did and not because of what they did. In our line of work to-day, we fre- quently find that a man will reiect some of our reasoning because, as he puts it, we don’t know much about silos or about silk hosiery or furnaces or refrigerators. He wants us to know the details. Our angle is that we are not interested in that. We must get the customer’s view- point because everything is bought for what it is or what it does and not what it is made from. I use the homely simile frequently that a watch isn’t bought because it has seventeen jewels or a couple of hands or a face or any other anatomy, but it is bought for the time-telling service that it gives. If you could take a horse-radish or a pill-box or a bottle of vaseline or anything equally ridiculous, and have it deliver the same time-telling ser- vice, then, as as far as the consumer is concerned, those things automatic- ally come in competition with the watch. I also use a comparison at times which some think ridiculous, and that is the angle of what the consumer buys. Let’s take ready-to-wear ar- ticles for women. Some say that the milliner who, for example, charges $20 for a hat when the intrinsic value represents $2.85 is a commercial thief. I claim that that is subject to analysis. We must first determine what the purchaser desires in that hat. If she simply wants to keep the rain off, then $20 for a hat that costs $2.85 is too much money. But if, on the oth- er hand, this woman is on the shady side of fifty and she wants to look the part of being on the sunny side of twenty and the saleswoman is suf- ficiently diplomatic to convince her that this $20 hat is going to make her look twenty years younger, then the $15 excess iS money ‘mighty well spent, because it was sold her men- tally on the condition. She will go out and get her friends to substantiate it, not by saying, “How do you like my hat?” but by saying, “Don’t you think my hat is beautiful and makes me look younger?” or words to that effect. There is a salesmanship ele- ment there. Walking down Woodward avenue in Detroit one day, along in Decem- ber, I saw a man in a dry goods store window fixing the trim. He _ had placed a line of women’s skirts there and stood a sign in front of them reading, “Special! To-day only— $2.98.” That sign gave every evidence of the fact that the flies had been doing business around there for two or three summers and you can quick- ly see how much conviction that sign carried that the price was for “To- day Only.” The Cheapest House in Chicago F. Dessauer & Co. Wholesale Dry Goods Corner Adams and Market Sts. Chicago Convention Leaders Now on Sale We are members of the National Associated Man- ufacturers and it will pay you to attend these great Conventions at Sherman Hotel, Chicago, Cadillac Hotel, Detroit, Deshler Hotel, Columbus, O. March 13-14-15 Fort Pitt Hotel, Pittsburgh, Pa. March 16-17-18-19-20 If cannot attend, mail us your orders for any of the following Leaders and will ship them on approval: Terms: 2%-10 days, from May Ist. (All items quoted are strictly firsts unless otherwise mentioned.) Lot Gi—Men’s good quality, plain white, hemstitched Handkerchiefs, % inch Nem, SEN TAL. per dozen 23. ee 45c net Lot G2—Men’s good quality, Japonette Initial Handkerchiefs, large silk embroidered Initial, 18 best Initials to round, 1 dozen boxes, March 3-4-5-6-7 March 9-10-11-12 ees, DEP AOCON ote ke 90c Lot G3—34 inch wide, white Novelty Fish Net, Curtain Goods, neat BUCH Casio per Vara 02 es 12Vc Lot G4—27 inch fancy border, Curtain Scrims, in white or Arab color, deep Lace effect border, regular price 16%c, SPECIAL, BED GOZO os os i ee 13/ec yard Lot G5—Good quality, white hemmed, Crochet Bed Spreads, size attractive Marseilles pattern, 5 to package, per piece ’.............. $1.40 Lot G6—White Nottingham Lace Curtains, width 30 inches, length 2% yards, figured center, showy border, 12 pair to package, pair 52Voc Lot G7—Fine quality, Lace edge Marquisette Curtains, 36 inches wide, 2% yards long, % inch fancy Lace edge all around, hemstitched border, resuiar $1.50 value, pér pair os... . 2. a $1.15 Lot G8—Good quality, Bleached, linen finish, hemmed Huck Towels, size 14% x 25%, $1.60 value, per dozen ........... ues ccm a uw es $1.37 Lot G9—72 piece lot, narrow Valenciennes Lace Edges (6 yard pieces) assorted patterns, % inch wide, sold in lots only, per piece ........ 8c Lot G10—All Silk narrow Wash Ribbons, in fancy and plain patterns, No. 142 and No. 2 (no No. 1) on 5 yard wooden spools, in light blue, pink and white, put up 36 spools assorted to box, per spool 7lfc Lot G1i—JOB, 100 piece lots assorted fancy Braids, assorted Stickerei, Feather stitch, edgette and Ric-Rack, (odd lots and broken lines) in assorted 3 and 4 yard pieces, assorted colors, (sold in lots OMe) Der IICCR 2 ee loc Lot G1i2—Ladies’ up-to-date fancy Boudoir Caps, colored Voiles, flowered effects, Silk Ribbon and Lace Trimmed, 4 different SUVIOS, $0.19 Vales, SPICIAL. per dozen .........025.25.. 0: $2.00 Lot Gi3—Ladies’ Muslin Corset Covers (2 different styles) showy embroidery yoke, also embroidery, with Val. lace trimmed yoke, Silk Ribbon Beading, sizes 36 to 44 assorted to dozen, BIG patos et, DET GOZen oo sss s e e 2.25 Lot Gi4—Ladies’ Flesh Coior, Jap Silk Corset Covers, deep Filet Lace, Elastic Belt, sizes 38 to 44, assorted to dozen, SPECIAL, per dozen $4.25 Lot G15—1% dozen assortment, Ladies’ good quality, Muslin Petticoats, neat and showy Embroidery flounce, including wide Insertion band, and, double ruffle styles, values up to $13.50, per dozen .............. $8.50 Lot Gi6—Ladies’ Slipover Style, Muslin Night Gowns, neat Embroidery trimmed, $0.00 value, per dozen 2... 6.2606. $7.50 Lot Gi7—Ladies’ colored Petticoats, (imitation Heatherbloom) assorted black, green and navy, deep tailored flounce, regular $12.00 value, 2 GoeOn ANS. Gor WOVEN. oy ee eS $8.50 Lot G18—Ladies’ good quality, Muslin Drawers, 2% inch wide showy, open work Embroidery ruffle (open or closed) Regular price $6.00, BON OOF ae i eae ee eae ee 4.50 Loot Gi9—Ladies’ blue and white striped Gingham Petticoats, 36 inches lonm, SPeCinds, per dozen 2... 28 $6.00 Lot G20—11%4 dozen assortment, Ladies’ up-to-date, fine Voile and Organdie Blouse Waists, attractive Embroidery and Lace trimmed fronts, neat tailored effects, large collars, including round and V necks, assorted sizes, Values up to $18.50 (sold in lots only) DD ORGON Gee ie ee ek so ee $14.50 LotG21—Ladies’ medium weight, good quality, Black Hose, (seconds) double heel and toe, sizes 81% to 10, 1 dozen boxes, $1.50 value, POU GGEOR eee eel e ee ees se ee ee 90c Lot G22—Men’s good quality, black, seamless Half Hose, (seconds) Fine gauge, double heel and toe, sizes 9% to 11%, Regular $1.50 MAING, DOU GOZeH ee ee, abet ce cs 95c Lot G23—Ch'ldren’s Fast Black, 1x1 rib Hose, (seconds) sizes 5 to 9%, (more of larger sizes, from 7 up) right through, per dozen $1.50 Lot G24—Children’s good quality, fast black, 1x1 rib Hose, double heel and toe, sizes 5 to 9144, Regular price $2.75, per dozen ............ $2.25 Lot G25—BIG JOB, Ladies’ bleached, ribbed, Union Suits, (samples and odd lots, perfect goods) full taped, and showy Lace fronts, Lace trimmed bottom, assorted sizes, values up to $6.50, sold in 2 GOOD NOLS) Ber Goren. a ee $4.25 Lot G26—BIG JOB, 10 dozen lots, Ladies’ bleached, ribbed Vests, (sam- ples and odd lots) full taped, plain and Lace trimmed fronts, Values ranging up to $2.00 (sold in lots only) per: dozen . 00... ; $1.35 Lot G27—Men’s white Athletic knit Union Suits, (sleeveless, knee length) sizes 36 to 46, BIG BARGAIN, DOr GOREN es eo $3.75 Lot G28—Boys’ good quality, bleached, ribbed Union Suits, short sleeves, knee length (seconds) sizes 26 to 34, $5.50 quality, per doz. $3.75 Write for our latest “FLYER” listing a great many other BIG VAL- UES. Mailed free on request. Get in touch with us. F. DESSAUER & CO. ae March 5, 1919 A little further up the street (and this is on the question of getting the other fellow’s viewpoint was a girl operating a vacuum cleaner on a rug over which she had sprinkled sand. This girl had on a pair of shoes that had been in active service for some time. I turned to one alert-looking, good-looking chap alongside of me and said, “What do you think of the display?” “Well,” he said, “it looks all right to me, but I feel like chip- ping in to buy the dame a new pair of kcks.” So you can see the im- pression that that advertising stunt made on that fellow, simply because whoever was operating that end of it didn’t pay attention to details. With regard to the angle of super: vision, many of you know of sales- men going out on given territories who come back with results so differ- ent as to suggest that they had either been carrying a line entirely different from the other fellow or traveling an entirely different territory. Why is that? One fellow was keenly alert; the other fellow didn’t see the oppor- tunities that existed. That means a burden and an expense. The analyst need not of necessity go out on the territory to find out those conditions, because there is a fundamental law which exists. We are yet in our in- fancy, I would say, along this line of reasoning, but we do know that if we place a farmer’s wife in her home, she can look you squarely in the eye and tell you where to go to. Put her in the Blackstone Hotel and you have contributed an environment that de-energizes and neutralizes her mental activities. It is the same wife and same brains, nevertheless. We know that if we start off and antag- onize a man in an argument, our chances for getting the better of that argument are not so good as if we first give him, or apparently give him, what he wants and then proceed to get what we want. Yet a man who will reason and act that way verbally will sit down and write a letter that contains seven paragraphs of antag- onism, and he closes up the last para- graph by telling the customer. that his adjustment is included herewith and he hopes he is satisfied. That is just about as ridiculous as inviting a man to your home for dinner, meet- ing him out on the front porch, box- ing him in the jaw, and then saying “Come in and let us eat.” There is one more thought that I would like to mention, and that is the need of going home or going to our businesses and applying the good things that we hear in business meet- ings. This material is valuable. But the application is up to us. It is just like the two colored men who were arguing about this war draft. One fellow disputed the fact that Presi- dent Wilson could make him fight. His friend said, “Mebbe he cain’t, but he can take yo’ to whar de fighting is, and yo’ can use your own judg- ment.” H. Walton Heegstra. Sailor Hats in Vogue. Sailor hats for women are running strong for the coming season, it was said yesterday at one of the exclusive establishments where women’s tail- ored hats are a specialty. A few of MICHIGAN TRADESMAN the hats are low, but the average crown will run four inches high. Good colors will be brown, black and Navy, with a few purple and taupe. The white sailor will be put out a little later. Very small is the tricorn with the hatter’s plush crown and straw brim, or vice versa. It is rather a large tricorn made up with leghorn in the plainer shades and with a Milan braid in others more ornate. In some of the hats the brim is lined with black, with the straw on the outside, or the outside is black, with the light straw lining it. The all-hatter’s plush sailors will be out agan for the coming fall and winter, The tailored hats are not, however, selling to the exclusion of the more elaborate ones. The retail trade shows that the woman who comes in for a dressy hat takes away a sailor also. Self-supporting women earning good salaries, it is said, are spending more money to get substantial value in a hat. Colors for Spring. Neutral colors are still dominant for spring. Sand, gray and putty are in great demand for street wear. Blue is strong in all the light tones known as Victory blue, Browns are good in the tones verg- ing on copper or henna. Pinks are represented by shades of old rose and crushed strawberry. Novelty shades of pinkish mauve, such as cyclamen and hortensia, are also good. Light blues, including turquoise, are well spoken of for evening wear, White, and combinations of white with black, still hold their own for day as well as evening wear. Selling may sometimes be made easier by the buyer’s ignorance of the goods, but ignorance on the part of the seller never works that way. Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., 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 PRE pa eT i) FLAGS. t y 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 SERVICE The QUALITY House of Service QUALITY Mail Orders Our Specialty Are you prepared to get your share of the Spring Trade? Is your assortment complete? You don’t have to buy in large quantities to take care of your trade. WE ARE YOUR RESERVE STOCK; right here, almost at your door, with a complete, fresh, up-to- date stock of merchandise, right in quality and variety. Our salesmen are your assistants. Ask them: they can help you increase your business and profits. WE SPECIALIZE ON MAIL ORDERS. Consultation with our salesmen and frequent mail orders will keep your assortment complete without overstocking. Don’t wait for quotations. We fill orders the same day received AT PREVAILING PRICES THEN. Think of the saving you can make in time and cost by buying from us. TRY IT AND SEE! Grand Rapids Dry Goods Co. 20-22 Commerce Ave., S. W. Grand Rapids, Michigan Citizens Phone 4428 Bell Phone—Main 393 THE HOUSE OF SERVICE EXCLUSIVELY WHOLESALE SERVICE 24 MICHIGAN TRADESMAN "4 S ‘ G - + = = Za: — = So = & = = ZS H + =E 6 - =e oe = a — = ~ ~~ oes ae = = : =¢ =s my = = —34 j id -~ = fl } # CT yi spit . a | I = ej , ) h De. TS j => a 5 € MH <— am. OMMERCIAL TRAVE “t : 3 MWR: AVA 3 wll PO hee 815 eee 3 g Le M (i ~ W =\) | Sif) », ff Kj Grand Council of Michigan U. C. T Grand Counselor—W. T, Ballamy, Bay City. Grand Junior Counselor—-C. . Stark- weather, Detroit. Grand Past Counse!lor--John A Hach, Coldwater. Grand Secretary—M. Heuman, Jackson. Grand Treasurer—Lou Jj. Burch, De- troit. Grand Conductor—H. ). Ranney, Sag- inaw. Grand Page—A. W. Stevenson. Mus- kegon. Grand Sentinel—H. D. Builen, Lansitg. Grand Chaplain—J. H. Beiknap, Bay City. Golden Road to Success as a Sales- man. I called on a merchant at Canton to-day. He is a prosperous merchant. He has the largest store in Canton. His store is well kept and stocked. The employes in this particular store are pleasing and courteous, just like their They follow the leader, just as you and I used to do when we were kids only they do the sensi- ble things now as we did the foolish things then. When I had finished my selling talk with friend merchant we drifted into a friendly talk on sub- jects akin to our line, especially about selling, and he told me of an incident boss. in his early business life which he called Customer,” and he told the story like this: “T started in down “Clinching a business two blocks this main. street twenty-nine years ago. I did’nt have much mon- €y, nor years of experience. weighed hundred three pounds. IT looked I only one and twenty- was .beardless and seventeen at the most. Well, I made up in energy and being on the job what IT lacked in years and experience. not over “One morning I was busy cleaning up. putting away stock and righting things generally when a tall dressed man came in and said: we I- “*Young man, have you any gum asphaltum ?’ "Wes, sit, sad 1 ‘How much do you wish?’ ““Oh, not very much; about the size of an English walnut will do’ “T knew exactly where it was in my stock and went and got it, wrapped it up, and handed it to the customer. who said: ““How much?’ * “Well, really, I don’t know what to charge you. I don’t think I can conscientiously make a charge for anything so small. There may be something else sometime which will make up the amount it’s worth to you.’ When I said this he thanked me and I went about my work. He did not leave the store right away, but stood looking around. He called out: “*Young man, have you any Robin’s Sarsaparilla?’ “It was the good old days of full prices and I sold him the sarsapar lla for a dollar. “T again thanked went about my job. Again I was called away as he discovered he needed a whisk broom, soap and several other articles, all of which | carefully wrap- ped and sealed with, ‘I thank you.’ That’s always been my seal in busi- ness and I think it’s a mighty good one. him and “Still the customer did not leave the store, but I went about my work. He finally came over ‘near where I was working and said: “*Young man, I went across the street to get that piece of asphaltum you gave me and I asked the clerk to sell me two or three cents worth of it and he said, “We don’t sell three cents’ worth of anything: five cents is the least we wait on any customer for,” so I told him it mattered not what the price was, I would pay it, but he hunted high and low and wa3 unable to produce the goods. He made no apology, but simply said, “We ain’t then asked him if he would please direct me to Bot any.’ 1 the nearest drug store and he said, “Across the street there’s a young feller just starting up, but he ain’t got but it seems you have a stock of the things TI need and among the things you seem well supplied with are courtesy and ambition. “i nat where nothing,” pretty good You'll succeed.’ gentleman never forgot nor did he let his friends, and he was my personal frend and customer for twenty-five years. That’s what I call ‘clinching a customer,’ ”’ my store was Now this story is so good and so applicable to our everyday existence and business life I thought it worth setting Big merchants have small beginnings, but there never has been one who succeeded except by the golden road of fair, just and cour- teous treatment of customers. Frank Healey. Ss a Some Job for Dad. A school-teacher received the fol- lowing note: “Dear Madam, Please excus tommy to-day, he won't come to skule because he is acting as timekeeper for his father, and it is your fault. U gave him a example, if a field is 5 miles around how long will it take a man walking 3% miles per hour to walk 2% times around it? Tommy ain’t a man, so we sent his father. They went early this morn- ing and father will walk round the field and tommy will time him, but please don’t give my boy such ex- amples agin, because my husband must go to work every day to support his family.” down. my HOTEL HERKIMER GRAND RAPIDS, MICHIGAN European Plan, 75c Up Attractive Rates to Permanent Guests Popular Priced Lunch Room COURTESY SERVICE VALUE OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up- EDWARD R, SWETT, Mgr. Muskegon March 5, 1919 139-141 Moores St Roth P ATU.) ee 9 at beled Improved The United Agency System of Credit Service it Michigan Automobile Insurance ‘2.20! If you insure with an ‘‘old line’’ company you pay 33//3% more than we charge. nsult us for rates. ro EXCHANGE ie of t MICHIGAN AUTOMOBILE OWNERS 221 Houseman Blidg., Grand Rapids, Mich. Bell Phone 596 Joseph P. Lynch Sales Co. Special Sale Experts Expert Advertising —Expert Merchandising 44So. Ionia Ave. Grand Rapids, Mich. | GENER CHICAGO, Gunther Bldg. - Citz. Phone 61366 ‘Unirep A\cency ACCURATE - RELIABLE UP-TO-DATE CREDIT INFORMATION GENERAL RATING BOOKS | now ready containing 1,750,000 | names—fully - EIGHT POINTS of vital credit information on each name. Superior Special Reporting Service Further details by addressing rated—no blanks— AL. OFFICES - ILLINOIS 1018-24 S. Wabash Avenue Signs of A Quality Cigar Dornbos Single Binder One Way to Havana Sold by All Jobbers Peter Dornbos Cigar Manufacturer 65-67 Market Ave., N. W. Grand Rapids Advertising. Electric Signs Progressive merchants and manufac- turers now realize the value of Electric We furnish you with sketches, prices and operating cost for the asking. the Times Are -- Michigan Bell M 797 THE POWER CO. Citizens 4261 CODY HOTEL CODY CAFETERIA IN CONNECTION IN THE HEART OF THE CITY Division and Fulton $1.00 without bath RATES $1.50 up with bath NeW Hotel Mertens , GRAND RAPIDS Union ROOMS WITHOUT BATH $1.00 WITH BATH (shower or tub) $1.50 MEALS 50 CENTS Fire Proof ~~ GBM incepta ~~ March 5, 1919 MICHIGAN TRADESMAN Late News From the Saginaw Valley. Saginaw, March 4—Saginaw’s fifth automobile show will be held March 11 to 14, inclusive, under the auspices of the Saginaw Auto Dealers Asso- ciation. It will be, without a doubt, the biggest event of its kind ever held in Saginaw. Wednesday, March 12, is to be known as Victory day and any man wearing Uncle Sam’s_ uni- form will be admitted free of charge, together with any friends he may bring. A display of $100,000 worth of motor vehicles is assured. H. D. Ranney, Saginaw, Grand Conductor U. C. T., is ill -at his home. W. H. Staten, who travels for the Chas. E. Cormier Rice Co., New Or- leans, La., was in the city over Sun- day. If size and a congenial per- sonality stands for anything, we be- lieve we know his secret of success. He calls on the Michigan jobbers but once a year. He lives in the Dela- ware Court Apartments, No. 25, In- dianapolis, Ind. C. W. Harder, Western sales man- ager for the Continental Trailer Co., of Detroit, has returned from a trip through the Western States. While in Los Angeles he attended a U. C. T. convention. He was well received and given a great reception. Like Saginaw, he asserted, they know how to do things. His home is at Bay Port. A big booster meeting was held for Ben. Mercer Saturday night at the Bancroft Hotel. It was well attended and campaign enthusiasm ran high. Before this paper reaches its reader I feel safe to predict that our next Mayor will have been selected—and his name will be Ben N. Mercer. A. L. Donaldson, for a number of years traveling for the Marshall-Jack- son Stationery Co., of Chicago, now represents Piowaty’s Saginaw branch. He recently’ moved his family here and now resides at 403 North Third avenue. Mr. Donaldson is a mighty likable chap and we trust he and his family will learn to like Saginaw and surroundings. 1D. Daniels, one of our highly re- spected commercial men, who repre- sents Arbuckle Bros. in this section of the State, has just received word that his daughter, Vera, is on her way home from France. Miss Vera offered her services to her country and left for France in July, 1917, with Roosevelt Unit, No. 15. Born to Mr. and Mrs. Stanley Jar- ock, St. Charles, a son, Stanley says, owing to increased business and shortage of labor, he had to have help and, furthermore, he wished to keep the business all in the family. We congratulate you and yours. The family of A. Campau, of North Saginaw, -is experiencing -a second attack of influenza. A son is now sick. However, at this writing he is doing nicely. Mr. Campau represents Morley Bros. in the Thum district. Ben Eicher, formerly of Elkton, has opened a grocery store in Bad Axe, opposite the P. M. depot. He is run- ning a light lunch counter in connec- tion. The P. M. depot was the scene of a near calamity Monday morning, when Saginaw’s many hundred trav- eling men had kicked off the covers in the early hours of the morning and hustled down to. get their trains, only to find the train time on the Port Huron & Bad Axe division had been suddenly changed and no public no- tice of same had been given. The train schedule was set back one hour so that the train leaving regularly at 6:50 now goes at 7:50. On the return trip from Bax Axe trains leaving for- ‘ merly at 2 p. m. now leave at 12:50 p.m. While the change might benefit some one, it has worked a hardship on the commercial men. Although the writer is no judge, yet speaking of the general sentiment handed out by the Saginaw iobbers, they claim the only people benefited by this change are the jobbers of Bad Axe and Port Huron. The little daughter of W. J. Rob- inson, 536 South Weadock avenue, Saginaw, is suffering from a second attack of the influenza. However, not serious. Mr. Robinson, when not boosting and burning gasoline for Ben Mercer, represents the Bay State Milling Co. and enjoys a_ splendid business, As a proof of Saginaw’s progress along commercial lines one has to but look around at the many new traveling men.who are coming here to make the city beautiful their head- quarters (you notice I said nothing about our water). One of the late arrivals is W. A. Johnson, who rep- resents the James Manufacturing Co., of Ft. Atkinson, Wis., manufacturer of sanitary dairy barn equipment. This gentleman is a specialist in his line and is looking forward to a most successful year in this territory. With his bride of but two months he now resides at 810 Janes avenue, Saginaw. We extend the glad hand. The John- sons hail from Fond Du Lac, Wis, The Davison Mercantile Co. of Davison, has placed itself in the class of real general merchants under the leadership of Clay Whipple. This establishment has grown wonderfully during the past few years. The store has undergone a real change, putting in all hardwood floors, new front si- lent salesmen showcases, new and up- to-date refrigerator system and re- decorated throughout. Mr. Clay has his business office placed in the rear of the store in an elevated position, giving him a clear view of the work- ings of the entire first floor. A big opening will be given March 10, at which time there will be public dem- onstration work put on by various manufacturers and a great crowd ex- pected. Ali in all, this business es- tablishment would be a credit to any large city. Coffee is coffee, says Mr. Merchant; but, says A. E. Miller, who travels for the Royal Valley Coffee Co., of Detroit, “some coffee is better than other coffee.’ Mr. Miller formerly represented the National Grocer Company in Eastern Michigan terri- tory and enjoys a splendid business, which he justly deserves, for he is a mighty earnest worker and is held in high esteem by his many cus- tomers. L. M. Steward. —_+++—_ Annual Meeting and Dance of T. P. A; Grand Rapids, March 4—The an- nual meeting of Post A, Michigan Division, T. .P. A. of America, will be held Saturday, March 8, at 3 o’clock, in the T. P. A. clubroom of the Pantlind Hotel, Grand Rapids. The principal business of the meet- ing will be the election of President, Vice-President, Secretary-Treasurer, two directors and sixty delegates to the Michigan State convention to be held in Grand Rapids in May. To make the elections short and snappy, and interesting as well, the Board of Directors is following the suggestion of your Nominating Com- mittee and has adopted the plan of voting by ballot, authorized by the National office. Post A, of St. Louis, the largest post in the Association, is voting in this manner. The annual T. P. A. ball will be held on Saturday evening, March 8, in the Pantlind Hotel ball room at 8:30. It has been decided that this party will be for T. P. A. members ex- clusively and we want every member to be there on that evening. If you have attended the T. P. A. parties in the past you know that we always have a splendid time and if you have not attended these parties, you are missing a great deal. We would like to have every mem- ber at this party. Even if you don’t dance, come anyway, as there will be lots of fun and amusement. G. E. Pelgrain, Sec’y. The Secret of Success. The secret of success is not a se- cret. Nor is it something new. Nor is it something. hard to secure. To become more successful, become more efficient. Do the little things better. So work that you will require less supervis‘on. The least supervision is needed by the person who makes the fewest mistakes. Do what you can do and what you should do for the institution for which you are working, and do it in the right way, and the size of your income will take care of itself. Let your aim ever be to better the work you are doing. But remember always that you cannot better the work you are doing with- out bettering yourself. The thoughts that you think, the words that you speak, and the deeds you perform are ‘making you either better or worse. Realize with Henley that you are the master of your fate and the captain of your soul. You can be what you will to be. Forget your- self in rendering service to others. As an employe, strive to make your- self of greater value to your em- ployer. Look upon yourself as a manufac- turer. Think of yourself as being in a business for yourself. Regard your- self as a maker and seller of service and ever bend your thought and your energies toward the improvement of your product. The wise manufactur- er never injures his machinery wil- fully. Your body, your mind, your soul serve as your plant. Eat and drink only that which will nourish your body, entertain only those thoughts that will enrich your mind, and if you feed your body with the best physical food and your mind with the best mental food, you will build up a service factory that will find its product in constant ‘demand. The world is hungry for quality service. It wants to pay for it. It is paying for all it can get. The mar- ket is not crowded. There is a chance for you right now. There is a chance-for you right where you are. The time to start is now. Thomas Dreier. —_++-> Recent News of the Cloverland of Michigan. Sault Ste. Marie, March 3—The branching out of one of our co-opera- tive stores has terminated in an addi- tional co-operative store here. The Erickson Grocery Co. has opened a branch at Rudyard. The Finnish Co- operative Association of Rudyard has returned the courtesy by opening a branch in the Soo and it is expected that the new Association will arrange to purchase the business of Frank Batdorff, who has been one of our successful grocers for the past sev- eral years. It is a good location and the new adventure promises to be a success. The old saying that compe- tition is the life of trade may prove true. Anyway, the progress of the new Association will be watched with much interest. Mr. Stevens, who for a number of years has been in the employ of the McKinney Grocery Co., has resigned and purchased the stock and fixtures “of R. H. Campbell, who for a num- ber of years has been in the grocery -business on Easterday avenue. Mr. Campbell has decided to retire from business account of being in feeble health and advancing years. Mr. Stevens is a young man with several years of experience in the grocery business and is considered one of our live wires. A $250,000 film, Graphic Photo Play, entitled “Illinois,” is being shown in one of our local theaters this week. It pays to advertise, but an advertise- ment of this kind does not help swell the population in our local town and the only good which is derived locally is an incentive to do likewise. The Soo has many good points and places of interest which would be an ad- vertisement for Cloverland. J. J. Veyet, for many years one of our local grocers, but who last year disposed of his business to A. H. Ed- dy and has lived a retired life ever since, has decided to get back’ into the harness again and, in company with J. E. La Londe, has opened a new and second-hand store at 550 Ashmun street. The business will be conducted under the same. of J. J. Veyet & Co. W. H. Kline, of the Boston Store, has just returned from a business trip to New York. Mr. Harmon, President of the Con- solidated Lumber Company of Manis- tique, is to be the principal speaker at a luncheon of the Soo Civic and Commercial Association Tuesday. The subject will be the development of Manistique. O. W. Smith, former proprietor of the Trout Lake House, Trout Lake, which was destroyed by fire a short time ago, has moved to Superior, Wisconsin, where he will make his future home, much to the regret of the Trout Lakers, as it will mean that the prospects for a new hotel are not very encouraging. A hotel is badly needed at Trout Lake. ; Herbert Peterson, of Manistique, has leased the warehouse formerly used by the Schlitz people at the de- pot, and will use the same in his fruit business. David Eliasoff, one of our mer- chant chiefs, has placed an order for a Reo sedan, which he is having built especially to conform with his ideas of a family car. The only thing that is bothering Dave is watching for the approach of spring and the good old summer time. Dave is batching while the family is spending the winter in the South and the new car will be a sort of surprise upon the return of his folks to the Soo. “An idle brain is the devil’s scheme factory.” The surest way we know to keep vourself from exceeding the speed limit is to pay as vou go. William G. Tapert. 2-2 Cornered! A business man in Chicago was one day showing his wife about his p!ace of business. “And these are the day books,” said he, indicating certain shelves in the book-keeping depart- ment. “Good,” said the wife; “now show me the night books.” The husband was mystified. night books?” he murmured. “Yes: those that you have to work over at night and keep you down here until two in the morning.” —_2-2-» —_—_ L. M. Steward, the. well-known Saginaw traveling salesman — for many years on the road for the Pos- tum Co.—is now covering the Thumb country for the D. A. Bentley Co., of Saginaw. Mr. Steward is an ex- cellent salesman and should achieve marked success in his new connec- tion. “The —_+2.—__ Henry Stewart has engaged in the grocery business at Harbor Springs, the Worden Grocer Co. furnishing the stock, SASSER RANA MICHIGAN TRADESMAN . oN ~N WW EO Frwy % g 3 DRUGS“ DRUG - gy Z cs 7 : x nA ia Y ii q (is “ie @he 2 hei i WWF = / puee GISTS SUND eon) aah woul) Wy : ! C(t Maes PP y May Vi ‘ \\ Sa ws uy aa to — i, ke SY WW G cS Y _Z4 e Michigan Board of Pharmacy. President—Leonard A. Seltzer, Detroit. Secretary—Edwin T. Boden, Bay City. Treasurer—George F. Snyder, Detroit. Other Members—Herbert H. Hoffman, Sandusky; Charles S. Koon, Muskegon. Examination Sessions—Grand Rapids, March 18, 19 and 20; Detroit, June 17, 18 and 19. Michigan State Pharmaceutical Associa- on. President—J. H. Webster, Detroit. Secretary—F. J. Wheaton, Jackson. Treasurer—F. B. Drolet, Kalamazoo. Next Annual Convention — Lansing, March 18, 19 and 20. Michigan Pharmaceutical Travelers’ As- sociation. President—W. E. Collins, Detroit. Secretary and Treasurer—Walter J. Lawton, Grand Rapids. Hot Soda In a Medium Size Town. It is not unusual in places of this kind to find most of the leading busi- ness establishments grouped in the center of the town. Perhaps there will be four or five drug stores only a block or two apart, and all doing well. That is because they get trade from all over town. There may be a few stores scattered around in the actual residence section yet the down- town stores will draw trade from all around these establishments, and do it every day in the year. You see, it is only a few moments’ walk to the center of things. In a big, sprawling city it may take forty minutes to ride “downtown.” Consequently, the up- town store gets plenty of daily trade that the downtown store cannot touch. But when it is only a few minutes’ walk to. Main Street, pretty much everybody in town is apt to cir- culate ‘down to Main Street once a day, and maybe three or four times a day. Social conditions are differ- ent. The down-town druggist knows practically all the business men who have offices or stores in his immediate vicinity. He knows their tastes and habits, and is therefore in a position to do some highly intelligent adver- tising. Then, he knows a lot of peo- ple who live all around town, but who come downtown frequently, possibly every day. It ought not to be difficult to reach them with advertising mat- ter. Now, just because a town has not half a million people within its corporate limits, we need not assume that there is not plenty of money in circulation. Big cities have lots of wealth, and they also have lots of about the virtues of chocolate as a restorative and safe stimulant for tir- ed business men. He had a type- writer, and during spare moments he would write to business men of his acquaintance letters about like the following: Dear John—I know you are work- ing pretty hard. When you need a quick harmless “bracer,” I’d like to have you drop in and try a mug of my hot chocolate. Yours truly, He got excellent returns from these little letters. The personal note counts for much in a town of this kind. With many a man the fact that you think enough of him to address a letter to him makes quite a hit. An appeal to an- other’s iudgment is always flattering. For instance: “I know that ladies are good judges of chocolate. I would appreciate your opinion of this hot chocolate I have just put on sale.” Or, again: “Say, old man, I wish you would give me your verdict on this clam broth I have stocked. They say it’s the real thing.” A druggist who knows his cus- tomers can always be doing something to advertise business. One very suc- cessful druggist used to say: “I have watched my fellow clerks talking baseball by the hour with a customer. It may be an interesting topic, but I would not confine myself to it unless I had baseballs for sale.’ This man would talk, all right, but he made it a business rule always to switch the conversation around to something he had on sale—that is, before the con- versation ended. He didn’t brag in his wares by the ears, but he would steer the conversation his own way whenever he got a chance. “Wonderful what they are doing in the packing and canning lines these days,” he would say. “Just take a look at this bottled clam bouillon. Try a whiff (removing the cork); smells like the original salt sea, eh? Taste a little of the concentrated stuff ina spoon. The real goods, eh? They say that stuff will stay on the weak- est stomach. Pure goods, all right.” And thus he would lecture on hot tain element coming in for afternoon tea. Some establishments work it in this fashion: Having an appointed hour to begin serving makes it interesting for the young people. The town belles can drop in and there are plenty of young business men who will find that a convenient hour to drop in, also. Some appointments are made, but there are a good many “accidental” meetings. This is all right. Helping the young people to meet in a friend- ly way is not a bad part to play in life; and the young folks are always good to help business along. ‘ For older men, the luncheon club is a very ‘good social bait to offer. “Form a club of four, and we will reserve a table for any hour you say” —such is the proposition. You can make the proposition very attractive if you go at it in earnest. The idea may be explained in a folder. “Meet a few friends and have a good laugh while you lunch—it will improve your digestion.” Three is a starter, and then you can go on to explain the idea of a luncheon club composed of four or five congenial spirits who agree to meet every day at a certain hour, and for whom a table will be reserved. The luncheon club is an institution not unknown to our larger cities, but there ought to be a good field for it in a medium-sized town, where people do not gulp their food and run. Music always adds much to the social side of life. A small orchestra is fine if conditions will justify. A good graphophone comes in very March 65, 1919 well. Don’t forget the motor busi- ness. Hang out a big sign where they can’t miss it: “Hot Soda for Motorists.” This will land the mo- torist if you put the sign where he can see it. Remember, he is a stran- ger, and is probably looking for a place to go. And, as most motorists scan the shops on the run, have your sign striking enough to make it dif- ficult for him to get by without see- ing it. There is a good deal in this idea, as most motorists will admit. ir Ask about our way BARLOW BROS. Grand Rapids, Mich. Chocolates Package Goods of Paramount Quality and Artistic Design who adequate to the 1919 Drugs, Sundries, Books, Stationery. Soda Fountains, Carbonators, Tables, Chairs and Fountain Supplies. We are diligently reminding our friends, customers and thos@ contemplate making any change or who are considering the in- stallation of a new outfit in the way of a soda fountain and all of the appurtenances, that the coming season is to be without doubt one of the most prosperous in this line that we have ever known. We are pleased to state that every indication brings ample proof that our prophecy is well founded. Many parties who in the early part of the season hesitated have already installed new outfits and many inquiries are coming to us as regards styles, prices, etc. Considering the fact that soda fountain supplies are to be fully d, we are now confident that within the next sixty days the factories and the distributors will find themselves with more business than they can possibly attend to promptly. We are, therefore, once more urging those who are at all inter- ested to take this matter up with our Mr. A. W. Olds, who is devoting —— { his entire time to this department. We have continued our agency Y for the Guarantee Iceless Fountain made at Grand Haven, Mich., and which gives universal satisfaction not only as to its workable features, but as to its style and quality of construction. We would be pleased to have you make an engagement with Mr. Olds at the earliest possible moment. Yours respectfully, Hazeltine & Perkins Drug Co. Grand Rapids, Michigan poverty. In the average town there is less great wealth and less extreme poverty. There is a big class of well- to-do people. They have money, are willing to spend money, and the local druggists are just as safe in putting out 25-cent fountain novelties as are druggists on Broadway. soda instead of baseball. This may be worked up to advan- tage in a medium-sized town. Your efforts won’t be lost in the shuffle. There is not so much to distract the attention as there is in the very large cities. Afternoon tea is a good leader to try on those who have social as- pirations—and who has not? After- noon tea always sounds “smart.” Have some tables, some nice acces- sories, and you can always get a cer- In such a town, one druggist who wanted to boom his hot-soda business went about it in this manner: He got up a little folder of scientific stuff O- ch. —— March 5, 1919 Busines Based on Integrity of Con- tracts. Hillsdale, March 1—I have received your general letter sent to the retail merchants and cannot interpret it ex- cept as an affront to all who come under the ban. Never since I have been in busi- ness have I been asked by a sales- man to place orders in advance of our needs for our protection that we could countermand before time of shipment if we wished as this season. This was done extensively before the armistice was signed. Some of these we countermanded. Some were shipped in advance of the time and some we have returned. Yet the first paragraph of your letter will apply absolutely in my case, but I take ex- ceptions to your application and wish to say, further, that it is an implied if not an understood law and also practice of the retail trade that they have the right of cancellation in case of future buying before the time for shipment. Thisis usually the grounds upon which future orders are- solicited by salesmen. F, L. Farnsworth. Grand Rapids, March 3—You are mistaken in thinking I sent you the editorial entitled “The Mettle of the Man” in circular form. I wrote the editorial and I believe every word is true, but I am not responsible for its production in circular form by fully a half hundred wholesale dealers, lo- cated all the way from New York to Seattle, many of whom were so kind as to say that it was one of the best contributions to the cause of the maintenance of contracts ever pre- sented to the buying public. I do not agree with you in the statement that contracts entered into in good faith are subject to cancella- tion by either party. It takes two parties to make a contract and it is a point of law and equity—as well as honor—that it requires the consent of both parties to alter, amend or abrogate a contract. If you contract MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT i = nominal, based on market the day ot issue. for a future supply of goods and the price advances before the date of de- livery, you get the goods just the same, no matter how heavy a loss the manufacturer or jobber may sus- tain. You would have nothing but contempt for a manufacturer or job- ber who would repudiate the obliga- tion he had entered into in apparent good faith. Likewise, when you sign happens to decline, it is up to ‘you as a man who believes in maintain- ing his good name and the integrity of contracts to live up to his signed agreement in man fashion. To do otherwise, would be to stamp you as a repudiator, for. whom there is no proper place in the world of busi- ness. The Kaiser repudiated the pledged faith of Germany not to invade Bel- gium under any circumstances, and what is the result? He is a fugitive from justice in a little country he despised and) frequently threatened to invade and subjugate, condemned and hated by every civilized person in the world, while the German peo- ple have sunk so low in the estima- tion of the world that no one will take the word of a German or deal with a German for a hundred years to come. The entire fabric of good business and good government is based on the integrity of contracts. : A. Stowe. oe Cloth of Spun Glass. After a series of experiments made in Venice and Murano, felt and cloth made from spun glass have been suc- cessfully produced, says Consul Gen- eral David F. Wilbur at Genoa. A new society has been formed, with extensive plants at Naples, where this material will be manufactured, for use as insulators in storage bat- teries, Kalamazoo Its Pure, That’s Sure PIPER ICE CREAM CO. -- Michigan Prices quoted are Acids Boric (Powd.) .. 18 26 Boric (Xtal) .... 18 26 Carbolic ..... weee. 40@ 45 CMFIS occas 1 48@1 " Muriatic ........ MRE a cceiscaeess Oe 6 63 @ OFBNG occ cccscase Sulphuric ....... 343 5 Tartaric ...... 1 12@1 20 Water, a6. — «2--12@ 20 Water, 18 deg. ..10%@ 18 Water, 14 deg. .. 9 17 Carbonate ....... 25 Chloride (Gran.) 20 30 Balsams Copaiba ....... 1 20@1 40 Fir (Canada) .. 1 76@2 00 Fir (Oregon) .. 40@ 50 POP ce ° Kellogg’s Brands Toasted Corn Flakes 4 20 Toasted Corn Flakes Individual ........ 2 00 Krumbles ............ 4 20 Krumbles, Indv. 2 00 Biscuit ......06. - 2 00 Drinket ....... 2 60 Peanut Butter «3 65 POR Ss os Gade cd's a eewe 3 60 BROOMS Fancy Parlor, 25 lb. 9 00 Parlor, 5 String, 25 lb. 8 75 Standard Parlor, 23 lb. ; 50 Common, a cwuces - ial, 2 S ubesne acceheen. 23 lb. .. 10 00 BRUSHES Serub post Back, > ees o-4 Solid Back, oose Pointed Ends ........ 1 0 Stove BEG DB 5 icbccdcccscacnca 2 00 No. : eeeeeeeeecesteses 1 60 No, pectssvactbscesce BS OD -_ 1 00 mi oo ie BID, DB ccwesecccisecesn 1 10 BD. B cssscessnssscaes & BUTTER COLOR Dandelion, 25c size .. 2 00 CANDLES Paraffine, 68 ........ 17% Paraffine, 128 ....... 18% WEIR occniccdecces CANNED GOODS Apples 3 Ib. Standards .... @1 45 RUG 20. cose chase ss @5 00 Blackberries 2 Ib. eae oe Standard No. 10 .. @10 50 - Beans cocccceee 1 25@2 26 Red “Kidney” sees i 1 sig? 86 cseseasess O0@2 50 oS 1 80@2 50 Blueberries Standard ..........5 @ No. 10-......00:06. @1l 60 . Clame ‘Little Neck, 1 Ib. ...... Clam Boulilon Burnham’s % pt. .... 23 25 Burnham’s pts. ...... 3 % Burnham’s qts. ...... 7 50 Twine Wicking Corn MM sows see pise ssc. 1 85 WOODEN occ cede acucce; 2 15 OMIET so vk cost ose. 2 80 French Peas Monbadon (Natural) per OG% ...,<,.....- Gooseberries air No. 2, geevecss INGE AO ood s eee . 4298 Hominy Standard ............ 1 25 Lobster MED, oo veces ees asa 10 | eS ee a 3 35 Pienic Flat ......... - 8 76 Mackerel Mustard, i lb. ........ 1 80 Mustard, 2 Ib. .....06. 2 80 Soused, 1% Ib. ....... 1 60 Soused, . Ms geseeecas 4 16 Tomato, 1 DD. Sess csos Tomato, 2 Ib. ......0.. Mushrooms Buttons, %s ........ @30 Buttons, 1s .......... 50 HAOCOIB, 16 ccesnesscde 44 Oysters Ove, 2 ID. 6s sevsceses Cove, 2 Ib. ..ccccsocs Plums Plums .......... 2 50@8 00 Pears in ore No. 8 can pe rdz. 3 26@3 76 Peas Marrowfat ..... 1 75@1 85 Early June .... 1 90 ; 10 Early June siftd 2 15@2 30 eeacce No. 10 size can pie. @é6 00 Pineappie Grated, No. 2 ........ 85 Sliced No. 2 Extra 70° 90 Pumpkin Good ..... sheesencsase A BO BRUBCY occccccovesccsee 1 BD INOS 40 00664 cshbocccess 4 50 Raspberries No. 2, Black Syrup .. 3 00 No, 10, Black ....... 12 60 No. 2, Red Preserved No. 10, Red, Water .. 12 50 Salmon Warrens, 1 lb, Tall .. 3 Warrens, 1 ib. Flat .. 3 Red Alaska .......... 2 85 Med. Red Alaska .... 2 Pink Alaska 2 Sardines Domestic es ........ 6 76 Domestic, % Mustard 6 50 Domestic, % Mustard é 80 Norwegian, \%s .... 15@18 Portuguese, %s .... 30@85 Sauer Kraut No, 3, CANS ....000% » 1 46 No. 10, CANS ...ccececee Shrimps Dunbar, is dos. ...... 1 80 Dunbar, 14s doz, .... 3 40 Succotash PORE Sos kavcesbibssces MUOOG avsncnececcssssss Fancy eoeecere eeeecegesecoecse Strawberries Standard .....c.ee00- 0 MOUNT ssc ccdcnsecsss Tomatoes : BNO 2 oh neces 1 50 INQ Bosco chon cc cae. 2 25 ING 30 | oo occ sca sas 7 25 1s, 4 doz. in case ...... CATSUP Van Camp's, % pints 1 80 Van Camp’s pints .... 2 70 HEESE Peerless ......... BU ig cays EOIGON oo éccuess Limburger. ...... Pineapple am @30 @27 @ @27 @ @ CHEWING GUM Adams Black Jack .... 70 Adams Sappota ........ 76 Beeman’s Pepsin Beechnut Sterling Gum Pep. .... 70 Spearmint, Wrigleys .. 70 ZUCRION ccccccesscccees 1 WMOD: 5s ss issocsecsiocss, 0 CHOCOLATE Walter. Baker & Co. German’s Sweet ...... PPO oss cs cecccccs 36 ee Walter M. Lowney Co. Premium, \%s .......... Premium, %~ ......... 35 CIGARS Johnson Cigar Co. Brands Dutch Masters Club Dutch Masters Bangq. Dutch Masters Inv. Dutch Masters Pan. Dutch Master Grande Dutch Master Special Dutch Master Lond El Portana SOO DRY 6 iieccssesces Dutch Masters Six .. Dutch Masters Hand Made : —. Masters ‘Baby Little D Dutch Masters Dutch “ae Seconds .....cc00. Exemplar ......sscce Peter Dornbos Brands Dornbos Single Bndr. 48 00 Dornbos Perfecto .. 42 50 Van Dam, 6c ....... 87 50 Van Dam, 6c ........ 43 50 Van Dam, 7c .......; 50 00 Van Dam, 10c ...... 70 00 Worden Grocer Co. Brands Boston Straight .... 43 00 Trans Michigan .... 42 50 Court Roya ..... pas 00 Hemmeter’s Chem- PION wececccccecsee 46 00 Iroquois . 42 50 Qualex . 5 46 00 La Qualatincia - 00 70 Worden’s Hand Made 40 00 ue Abs ndenescn. 50 Royal Major ........ 46 = La Valla Rosa ...... 80 La Valla Rosa, Kids 465 00 Valla Grande ........ 42 50 Kuppenheimer, No. 2 43 00 First National ...... 33 00 Knickerbocker ...... 42 60 CLOTHES LINE Per doz. . 40 Twisted Cotton 2 00 . 50 Twisted Cotton 2 50 60 Twisted Cotton 3 00 . 80 Twisted Cotton 8 25 . 50 Braided Cotton 2 60 . 60 Braided Cotton 3 00 80 Braided Cotton 3 50 o. 60 Sash Cord .... 3 40 . 60 Sash Cord .... 4 00 . 60 Jute .......... 1 % . 72 Jute ......... 2 00 - 60 Sisal .......... 1 85 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 3 10 COCOA Baker's ..sccccecscccses 29 Bunte, 10c size ........ 8 Bunte, % Ib. Bunte, 1 Ib. Cleveland ... sreescseee 41 Colonial, %3 ....cececev 85 Colonial, ES ccevecs - 33 TM coos sessisccss 42 Hershey’s \%s ..... 32 Hershey's %%s ..... 30 FABVIOE oo veh eeescs 36 Lowney, %& Lowney, % B scccvccceses 88 - Seasvereeses BL 5 Tb. cans .... 87 Van Houten, %s........ 12 Van Houten, \s ....... 18 Van Houten, %s ........ Van Houten, is ........ Wan-Eta Wilbur, %s . Wilber, We... .sececcss: BS COCOANUT %s, 5 Ib. case ........ 88 seeceeen Ot eee cias . 8, 15 Ib, case ....... %s & %3, 15 Ib. case a6ie 6 and 12c pails ...... 4 3 Bulk, pails Bulk, barrels ......... - 25 70 8c pkgs., per case 5 25 70 4 oz. pkgs., per case : 26 Bakers Canned, doz. 1 20 COFFEES ROASTED Rio . Common ...... Sir basa ce 24 BME oo ose occas ssi se vus ce 25 CGD 5 555-5, os ee BOO bes sass es 27 Santos COMmimBOn 66555 oes. cd 27 OIE ess vasa eos oe 28 MO oo ea sds ea, 29 Peney .oo s .e. 30 POODOITY 6G oss oe se 29 Maracaibo WO eke 34 CNOICO oboe oc ccs 36 Mexican OCROICE bhi 66 oe sek ss ey 34 BONG 52 bo eck, fo ks, 36 Guatemala OA is ue se eae BORCY 26555; Seas rans 37 Java Private Growth ....... . MANGUNS oo oo occ cakes Ankola ......... es vaae 6 : San Salvador MIO00 oo oe es oe 34 Mocha Short Bean .........:.. 65 Long Bean s5. cece css «. 55 Bogota BOM sce cs gs eae wacees FPONCY ..0s5505 aeee coer 39 Package Coffee New York _— Arbuckle ............ 27 00 Mel-suemlin's aye 23 Off aa te packame. coffee is sold to retailers only. Mail all or- ders direct to W. F. Meo- Laughlin & Co., Chicago. Extracts Holiand, % gross bxs. 1 30 Felix, % gross 1 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONDENSED MILK Carnation, Tall ...... 6 25 Carnation, Baby ..... 5 80 Pet, Tall 2305. ss 6 35 Pet, BOR 5.2.65. 6 4 30 Van Camp, Tall ..... 6 25 Van Camp, Baby .... 4 30 MILK COMPOUND Hebe, Tall, 6 doz. ....6 1 Hebe, Baby, 8 doz. .. 6 00 CONFECTIONERY Stick Candy Pails Horehound .......... 26 Standard .......0.... 25 Cases SUMBO ..ccccccocecees 26 Mixed Candy Pails Broken ....ccccceceee 25 aa DORE og oicyicsces 06 Wentenerian pessscec Ee TIBOR obs oes oc'akss coc: BB IOVORG on oes secon es Premio Creams ...... 35 Royal teceeecceecccees BE xLo cocceccccccene 28 Specialties Auto Kisses (baskets) 28 Bonnie Butter Bites ., 32 Butter Cream Corn .. 32 Caramel Bon Bons .. 32 Caramel Croquettes .. 30 a Waffles .... 28 Coffy Toffy .......... 30 Fudge, Walnut ...... 32 Fudge, Choc. Peanut 30 Iced Orange Jellies .. 27 Italian Bon Bons .... 27 AA Licorice Drops 5 1b, DOR 6 ie cscits Lozenges, Pep. - 30 Lozenges, Pink ...... 30 ManChUS 2... 25.5... — Kisses, 1b. bwin eeedcses a OP Nut Battec Puffs .... 28 . Chocolates Assorted Choc. ...... Amazon Caramels .... 32 Champion ............ 31 Choe. Chips, Eureka 35 Klondike Chocolates - PIRDOUE sss sees ss cs Nibble Sticks, box ..2 26 Nut Wafers ........:. Patis 32 Ocoro Choc. Caramels 3 Peanut Clusters ...... Quintette ............ 32 MOMs 666 30 Pop Corn Goods Cracker-Jack Prize .. 5 60 Checkers Prize ...... 5 60 Cough Drops Putnam Menthol Smith Bros. seceeseee 150 COOKING COMPOUNDS Crisco 36 1 Ib. cans ........ 10 25 24 1% Ib. cans ...... 10 25 6 ib. poccecs 40 O68 0 25 eeeecseoce Boxes 1 50 49 lb. cans Mazola 5% oz. bottles, 2 doz. 2 = Pints, tin, 2 doz. .... 8 0 Quarts, tin, 1 doz. ... 7 50 % gal, tins, 1 doz. .. 14 25 Gal. tins, 4% doz. .... 18 80 5 Gal. tins, 1-6 doz. 19 60 CREAM TARTAR Barrels or Drums ..... 84 ORON oie cc ckencvcescss U6 DRIED FRUITS Applies Evap’ed, Choice, blk @17 Evap’d Fancy bik.. @ Apricots California ..5.sscnecss @22 Citron California ............ @86 Currants Imported, 1 lb. pkg. .. Imported, bulk ........ Peaches Muirs—Choice, 25 lb. ..19 Muirs—Fancy, 25 Ib, .. Fancy, 48 11 oz. pkgs. 6 60 Peel Lemon, American ..... . 30 Orange, American .... 32 Ralsins Cluster, 20 ong woe Loose Muscatels, —— Muscatels, 3 Gr M. Seeded 1 Ib. 3a18% California Prunes March 6, 1919 Hooks—Kirby 1-12, per 100 ...... 8 Size 1-0, per er 100 $ecpese 8 Size 2-0, per 100 ...... 10 Size 3-0, per 100 ....... ll Size 4- -0, per 100 ....... 14 Size 5-0, per 100 .......°165 Sinkers No. 1, per gross ...... 60 No. 2, per gross ...... 6U No. 3, per gross ...... 65 No. 4, per gross ..... - No. 5, per gross ...... 80 No. 6, per OSS 5 it es 90 No. 7, per gross ..... 1 25 No. 8 per gross ..... 1 65 No. 9, per gross weed 40 FLAVORING EXTRACTS Jennings D C Brand Pure Vanila Terpeneless Pure Lemon Per Dos. 7 Dram 16 Cent ...... 1 25 1% Ounce 20 Cent .. 2 Ounce, 35 Cent .... 2% Ounce 35 Cent .. 2% Ounce 45 Cent .. 4 Ounce 55 Cent .... 8 Ounce 90 Cent .... iw oon Assorted Ounce Assorted .. Moore’s D U s r Doz. 1 oz. Vanilla 15 Cont 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 0z. Lemon 35 Cent 3 00 FLOUR AND FEED Valley City Milling Co. Lily White .......... 12 25 Rowena Rye, %s .... 8 56 Graham 25 lb. per cwt. 5 50 Rowena Bolted Meal, 25 Ibs., per cwt. .... 4 00 Golden Granulated = 25 Ibs., per cwt. .... 4 30 Rowena. Pancake 5 Ib. POF CWl 6 ose cas: Rowena Buckwheat Compound Watson Higgins Milling New Perfection %3 .. 12 25 Worden Grocer Co. luaker, %s cloth .. None uaker, 4s cloth .. None juaker, %s cloth .. None luaker, uaker, Kansas Hard Wheat Worden = LOOLLHO American Eagle, Ws 12 45 90-100 25 lb. boxes -.-@12 American Eagle, %s 10 90 80- 90 25 Ib. boxes .. American Eagle, %s 10 95 70- 80 25 lb. boxes ..@15% 60- 70 25 lb. boxes ..@16% Spring Wheat 50- 60 25 lb, boxes ..@17% Worden Grocer : 40- 50 25 lb. boxes .. 100%. 30- 40 25 lb. boxes ..@19% Wingold, %s Fey Pat 10 91 Wingold, %4s paper 10 81 FARINACEOUS GOODS Wingold, %s cloth 10 86 Beans Meal California Limas .... 18 Bolted 3.5 Med. Hand Picked .. 9 Golden Granulated Brown, Holland ...... Farina Wheat 25 1 lb. packages .... 2 65 Red eS Wd edie Sa beso cin o Bulk, per 100 Ibs. .... WHO sce eee oe Original Holland Rusk Oats Packed 12 rolls to container Michigan carlots 3 containers (36) rolls 4 32 Less than carlots : Hominy dines Pearl, 100 Ib. sack .... 6% Carlet. - ic or se css Macaroni Less than ecarlots ... Domestic, 10 Ib. box ..1 10 Domestic, broken bbls. 8% — ay Skinner’s 24s, case 137% Carlots .............. Peari Barley Less than carlots ... Chester ........c0022. 4 65 Portage ............ es Feed Peas Street Car Feed .... Green, Wisconsin, Ib. 9% No. 1 Corn & Oat Fd Sput, Wb. 0. oe oes sok 9% - Cracked Corn ....... ‘in Coarse Corn Meal .. pe SUGIA sc hcceceese a FRUIT JARS rman, eeecocce Mason, pts., per gro. 7 60 German, broken p Mason, qts., per gro. 8 00 Tapioca Mason, % gal. per gr. 10 35 Flake, v0 lb. sacks .. 16 Mason, can tops, gro. 2 80 Pearl, 100 Ib. sacks .. 16% Minute, Substitute, 8 GELATINE oz., 3 doz ........ Cox’s, 1 doz. large ... 1 45 Cox’s, 1 doz. small .. 90 FISHING TACKLE Cotton Lines 1D TOO. kccsavec 10 45 feet ..csesaes. 12 BB f66b- ivccccses k 15 feet ......... 14 15 feet ......... 15 gman, par senfost.... 80 per mt 5.5, Medium, per 100 feet .. 65 Large, ~~ feet .... 65 oats No. 1%, per dozen .... 18 No. 2, per dozen ...... 15 No. 3, per dozen ...... 20 Knox's Sparkling, doz. 1 96 Knox’s Acidu’d dos. .. 3 Minute, 1 doz. Minute, 3 doz. Nelson’s ord Plymouth Rock, Phos. 1 Plymouth Plain 1 = 1 eoecee A eecococe Ssgasares HERBS Sage ROOM ives sds suas eed cee La’ WOU ce dv cence Senna Leaves ....csecs GSES oe a on 10 86 7 60 10 35 2 80 1 45 0 1 96 00 “ee a 2 8,75 1 60 1% freee ssa GSES oe a on March 65, i919 MICHIGAN TRADESMAN HIDES AND PELTs Hides Green, No. 1 Green, No, 2 .. Cured, No, 1... eos Cured; 10; 2 0, 17 Calfskin, green, No. 1 Calfskin, green, No. 2 28% 1 9 Calfskin, cured, No. Calfskin, cured, No. Horse, No. 1 ....... 6 00 Horse, No. 2 ....... 5 00 Pelts Old Wool ...... «-. 75@2 00 Lambs ..... see. 100@2 00 Shearlings ..... 1 00@2 00 Taliow Pee se @ 07 PD eer as @06 MQ 8 as @05 Weoel Unwashed, med. .... @35 Unwashed, fine .... @30 HONEY A. G. Woodman’s Brand. 7 oZ., per doz. eoeesece 16 0%., per doz. ...... 4 80 HORSE RADISH Per doz. ..... Peek cie es 90 JELLY 10lb. Kanakin, per pail 1 40 30lb. pails, per pail .. 2 50 JELL-O Assorted Case, 3 doz. 3 40 Lemon, 3 doz. ...... 3 40 Orange, 3 doz. ...... 3 40 Raspberry, 3 doz. ... 3 40 Strawberry, 3 doz. .. 3 40 Cherry, 8 doz. ...... 3 40 Chocolate, 3 doz. .... 3 40 Weight 11 lbs. to case. freight rate, 3d class. Jell-O Ice Cream Powder Assorted Case, 3 doz. 3 40 Chocolate, 8 doz. .... 3 40 Vanilla, $ doz. ...... 3 40 Strawberry, 3 doz. .... 3 40 Lemon, 3 doz. ...... 40 Unflavored, 3 doz. .... 3 40 Weight 15 Ibs. to case. Freight rate, 3d class. JELLY GLASSES 8 oz. capped in bbls., per doz. MAPLEINE 2 oz. bottles, per doz. 3 00 1.02. bottles, per doz. 1 75 16 oz. bottles, per dz. 16 50 32 oz. bottles, per dz. 30 00 MINCE MEAT Fer 0886 <.........5.. €435 MOLASSES New Orieans Fancy Open Kettle .... 68 Bi) RR a ere 58 GOOG sie cece Bales NON ei oba ois bee vae es Half barrels Be extra Red Hen, No. 2 ...... 5 Red Hen, No. 2% ... Red Hen, No..5 .... Red Hen, No. 10 .... Uncle Ben, No. 2 .... Uncle Ben, No. 2% .. Uncle Ben, No. 5 .... Uncle Ben, No. 10... Ginger Cake, No. 2. Ginger Cake, No. 214" Ginger Cake, No. 5 .. 9 & lL, Open Kettle, INO: 26 eee es 5 60 MUSTARD % Ib. 6 Ib. box ....... 30 NUTS—Whole Almonds, Terragona 30 Brazils, large washed 34 Fancy Mixed 28@29 Filberts, Barcelona .. 24 Peanuts, Virginia ... 18 Peanuts, Virginia, Roasted Peanuts, Spanish Walnuts California s@87 Walnuts, French .... 32 02 wm GO 00 CO GO DO CO CO CO DD bo “I uo Shelled AIMONGN o5 oo cise e ess 55 Peanuts, Spanish, 40 3B. BOX. 2. sees: 19% Peanuts, Spanish, 100 Ib. bbl. ....... . 17% Peanuts, Spanish, 200 Ib. bbl. ........ 17 PECANS 642555 ieee. 1 00 WV Ae rs ce ae es 90 PETROLEUM PRODUCTS Iron Barrels Perfection ..... Red Crown Gasoline 23.7 Gas Machine Gasoline 44.2 Vv. M. & P,. Naphtha 23.7 Capitol Cylinder, Iron Bbls. Atlantic Red Engine, TRON MOBS eo ee os 24.8 Winter Black, Iron BP eee ees et 14.3 Polarine, Iron Bbis. 44.8 PICKLES Medium Barrels, 1,200 count 12 00 Half bblis., 600 count 6 50 5 gallon kegs ........ 3 60 Smali BRRYUGNS ook oc Ge vaca ce - 14 00 Half barrels ........ - 7650 5 gallon kegs ....... 2 80 Gherkins BArrele. oc ccecscseces BO 00 Half barrels ........ 13 00 5 gallon kegs ........ 4 50 Sweet Smal! Barrels .......:+++. 28 00 5 gallon kegs ....... 5 00 Half barrels ........ 14 50 PIPES Clay, No. 216, per box Clay, T. D. full count Cob, 3 doz. in box .. 1 25 PLAYING CARDS No. 90 Steamboat .... 2 25 No. 808, Bicycle .... 3 50 Pennant «i iicsscccess 8 2b POTASH Babbitt’s, 2 doz. ...... 2 75 PROVISIONS Barreled Pork Clear Back ., 52 00@53 00 Short Cut Clr 44 00@45 00 gaa Clear - O00@5E 00 Oiear “Family pees 48 00 Salt Meats sP Bel ies ... 31 00@82 00 Lard Pure in tierces .. 29@30 oe Lard 24 = a Ib tubs ...advance $0 lb. tubs vt ladvance % 50 Ib. tubs ...advance % 20 Ib. pails ...advance \ 10 Ib. pails ...advance % 5 Ib. pails ...advance 1 3 Ib. pails ...advance 1 Smoked Meats Hams, 14-16 Ib. 85 @36 Hams, 16-18 = sae Hams, 18-20 33 @84 Ham, dried ead SOUR es owes cc @338 California Hams 25 @26 Picnic Botled Hama ...4.... @40 Bolled Hams .. 51 @52 Minced Hams .. 22 @23 BGCOn . 2. ceccess 39 Sausages Bologna Liver ..... Frankfort . POM oo. cx. os WORD ool ii cscaeees 11 TONSHE ccc ce ccc e cies 11 Headcheese .......... 14 Beef Boneless ..... 25 00@27 00 Rump, new .. 30 00@81 00 Pig’s Feet te DN i oa ee 75 % bbis., 40 Ibs. ...... 3 40 Me DOI ws ees. ees 9 00 RDO yc ceuee ccck Ca. 16 00 ripe Es 0 WR ik ess 90 bbis., 40 Ibs. ...... 1 60 % bbls., 80 Ibs. .... 3 00 Casings Hogs, per Ib. .......50@68 Beef, round set .... 19@20 Beef, middles, ~~; .- 45@55 Sheep .........; 1 15@1 35 Uncolored Oleomargarine Solid Dairy ..... eee Country Rolls eae awes 30@31 Canned Meats Corned Beef, 2 Ib. .. 6 60 Corned Beef, 1 Ib. .. 470 Roast Beef, 2 Ib. .... 6 60 Roast Beef, 1 lb. .... 4 70 Potted Meat, Ham ‘ Flavor, %s eevee ee 55 Potted Meat, Ham Flavor, %s .......... 90 Deviled Meat, Ham BISvVor,: 348 6 sncscs: sce 55 Deviled Meat,.Ham Flavor. %s ..... ee Deviled Tongue, a -. 1 80 Deviled Tongue, 3 10 RICE BANCY. ; cscccasucua Blue Rose ...... - 9% @10% Broken: wcsscsccccees ROLLED OATS Monarch, bbls. ...... Rolled Avena, bbls. ..10 Steel Cut, 100 lb. sks. 5 Monarch, 100 Ib. sks. 4 Quaker, 18 Regular .. 1 Quaker, 20 Family .. 6 SALAD DRESSING Columbia, % pint .... 2 Columbia, 1 pint 4 00 Durkee’s large 1 doz. 5 25 Durkee’s med., 2 doz. 5 80 Durkee’s Picnic, 2 doz. 2 75 Snider’s, large 1 doz. 2 4 Snider’s, small, 2 doz. 1 « SALERATUS Packed 60 lbs. in a Arm and Hammer .. a Wyandotte, 100 %s .. SAL SODA Granulated, bbls. .... 1 95 Granulated, 100 Ibs. cs. 2 10 Granulated, 363 pkgs. 2 25 SALT Solar Rock 56 Ib. sacks ....cseeeees 63 Common Granulated, Fine .... 3 10 Medium, Fine ........ 23 20 _— Fish e, whole ..... @15% Small, whole ...... 15 Strips or bricks .. 20@23 POHOCK scctcccsiacs 14 Holland Herring Standards, bbls. .... Ye M., OBB. csccecse Standard, kegs ...... 3. Be ROSS 56. 3s... rein He @ Full Fat Herring, 866 to 400 count .... Spiced, 8 Ib. pails ..... 98 T No. 1, 100 Ibs ro No. 1, 40 lbs. ........ No. 1, 10 Ibs. ...... No. SADR oo, Ma Mess, 100 Ibs. ...... 25 00 Mess, 50 Ibs. ....... - 13 25 Mess, 10 Ibs s 2 95 wens, & ibe: .....:., 30 No. 1, 100 Ibs. ...... 24 00 No. 1, 50 Ibs, ...... 12 75 No. 1, 10 Ibs. .... 80 Lake Herring Be ees ke pe tves ces REDs BING ei oes enue ks 45 Canary, Smyrna ...... 28 CAPRA osc sp ee se ce Cardomon, Malabar 1 #0 Colery 3. eee eG 65 Hemp, Zen esac lke Mixed Bird .......... 12% Mustard white cavede 50 Bape ....... ueeuee ee SHOE BLACKING Handy Box, large 8 das. : 60 Handy Box, small Bixby’s Royal Polish i 20 Miller’s Crown Polish 90 SNUFF Swedish Rapee, 10c 8 for 64 Swedish Rapee, 1 Ib. gis 60 Norkoping, 10c, 8 for ..64 Norkoping, 1 Ib. glass .. 60 Copenhagen, re 8 for 64 Copenhagen, 1 Ib. glass 60 SOAP James S. Kirk & Company American Family, 100 6 00 Jap Rose, 50 cakes .. 4 00 White Flake, 100 .... 5 40 Acme, 100 cakes 6 50 Big Master 100 blocks 6 50 Climax ....... ac ueee - 6 00 Queen White ........ 6 00 OGm Teast 2.3. .... 8, 5 50 Queen Anne ......... 5 50 Proctor & Gamble 3 Lenox 5 50 Ivory, Ivory, 10 oz. .. Star sete wee weer eere Swift & Company Swift’s Pride ........ 5 50 White Laundry ...... 5 65 Wool, 6 oz. bars .... 6 50 Wool, 10 oz. bars .... 9 40 Tradesman Company Black Hawk, one box 8 75 Black Hawk, five bxs 8 70 Black Hawk, ten bxs 3 65 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. Scouring Powders Sapolio, gross lots .... Sapolio, half gro. lots Sapolio, single boxes Sapolio, hand ........ Queen Anne, 30 cans Queen Anne, 60 cans Snow Maid. 30.cans .. Snow Maid, 60 cans .. Washing Powders CO et OO et DD DO 1 LO eo ° Snow Boy, 100 pkgs. 5¢ 3 95 Snow Boy, 60 pkg. 140z 3 55 Snow Boy, - pkgs. .. 5 00 Rnow Roy, pkgs. .. & 36 Joh ve regent 5 75 ohnson’s Fine Johnson’s XXX 100 .. 5 75 Rub-No-More ........ 5 00 Nine O’Clock ........ 4 25 Lautz Naphtha, 60s .. 3 45 oo Leaf Soap Pereer. PERS, oes seers swe 5 00 Oak Leaf Soap Powder, 100° PRES. 66s ov one es 6 00 Queen Anne Soap Pow- der. 60 pkgs. .3 Old Dutch. Cleanser, T0086 os cckcaus sissies € OR SODA Bi Carb, Kegs SPICES Whole Spices Allspice, Jamaica .. @12 Allspice, lg. Garden @11 Cloves, Zanzi as 55 Cassi: Pepper, White eos Pepper, Cayenne .. Paprika, Hungarian Pure Ground tn Bulk Alispice, Jamaica .. @16 Cloves, Zanzibar .. 68 Cassia, Canton .... @383 Ginger, African .... 25 Mace, Penang ..... 1 66 Nutmegs .......... 45 Pepper, Black ..... @35 Pepper, White ..... @52 Pepper, Cayenne .. 80 Paprika, Hungarian @45 — Kingsford, 40 Ibs. . sie Muzzy, 48 lb. pkgs. 9 Kingsford Silver Gloss, 40 lib. .. 9% Gloss Argo, 48 5c pkgs. .... 2 40 Silver Gloss, 16 8ibs. .. 9% Silver Gloss, 12 6lbs. .. 9% Muzzy 48 llb. packages ...... 9% 16 SIb. packages ...... 9% 12 61b. packages ...... 9% 60 Ib. boxes .......... 63 SYRUPS rn WARUTOU Ob na ioe ec es 75 Half barrels .......... 81 Blue Karo, No. 1%, O° O08. fs. 5 5 cress ee 2 85 Blue Karo, No. 2, 2 dz. 3 Blue Karo, No. 2%, 2 COR Se 8 ik cee sos 4 35 Blue Karo, No. 5, 1 dz. 4 30 — ere, No. 10, % a 3 Rea gee No. 2, 2 dz. 3 80 Red Karo, No. 214 2dz. 4 Red Karo, No. 5, 1 dz. 4 Red Karo, No. 10 % COR. oe eee ie aek ces 4 25 Pure Cane Rat ....- chaweneseceed Mrniae TABLE SAUCES Halford, large ........ 3 75 Halford, small ...... 2 26 TEA Uncolored Japan Medium ........... 34@38 CHOLES. ses snce cess 35@38 BOUNCY ccnsiceveuses> 45@55 Basket-Fired Med’m Basket-Fired Choice Basket-Fired Fancy No. } Nibbs: ....:.... @45 Siftings, bulk ....... @23 Siftings, 1 lb. pkgs. @25 Gunpowder Moyune, Medium .. 35@40 Moyune, Choice .... 40@45 Young Hyson CHOICE oa che es cece 35@40 BONCY .64 sues «+e. 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 Pekoe, Medium .... 40@45 Dr. Pekoe, Choice .. 45@48 Flowery 0. P. Fancy 55@60 TWINE Cotton, 3 ply cone .... 60 Cotton, 3 ply balls .... 55 Hemp, 6 ply ..s.sec. es 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 picklg 20 Packages no charge. WICKING No. 0, per gross ....... 60 No, 1, per gross No. 2, Der Gross <..... 1 ING: (S; per regs 3535 3% 1 75 WOODENWARE Baskets Bushels, wide band, wire handles Bushels, wide band, wood handles Market, drop handle .. § Market, single handle $0 SOMME, JAree. .6.. 2s. 8 00 Splint, medium ...... T 2 Splint, small ........ 6 75 Butter Plates Wire BDnd % Ib., 250 in crate .... 55 1 Ib., 250 in crate ..... 65 2 Ib., 250 in crate ...... 75 $3 Ib., 260 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 .... 1 50 Cartons, 20-36s, box.. 1 70 Egg Crates and Fillers Humpty Dumpty, 12 dz. 24 No. i complete ........ 50 No. 2 complete ........ 40 Case, medium, 12 sets 1 80 Faucets Cork lined, $ in. ....... 710 Cork lined, 9 in. ...... 80 Cork lined, 1¢ in. ...... 90 Mop Sticks Trojan spring Eclipse patent spring 1 60 No. 1 common 1 No. 2, pat. brush hold 1 60 Ideal, No. 7 1 120z. cotton mop heads 3 10 Palls 10 qt. Galvanized 4 00 12 qt. Galvanized .... 4 50 14 qt. Galvanized .... 5 00 WVONG: i perce ances 9 7% Toothpicks FOGS) ce deans eneseee 85 Traps Mouse, wood, 4 holes .. 60 Mouse, wood, 6 holes .. 70 Mouse, tin, 5 holes .... 66 Hat, Wo00d 2.5 ...csces «.. 80 MGC, GOPIRE oo coc cs cece 76 Tubs Na TD Bibre 2.6. ccc. 42 00 No.* 2 Fibre ....<.-. 38 00 No. S$ Fibte ........ 33 00 Large Galvanized ... 15 00 Medium Galvanized 13 00 Small Galvanized ... 11 50 Washboards Banner Globe ........ Brass, Single ........ Glass, Single ........ Double Peerless Single Peerless Northern Queen Good Enough Universal eee mew enone © seeee ee eee eessesece Wood Bowis . Butter . Butter 17 in. Butter 19 in. Butter eeeccoes WRAPPING PAPER Fibre, Manila, white .. 6% Fibre, Manila, colored INO. EF FIGNS sicccecscs 8 Butchers’ Manila .... 7 ROURES aig css cscs icnce 22% Wax Butter, short e’nt 20 Parchm’t .Butter, rolls 22 YEAST CAKE Magic, 3 doz. ........ 1 16 Sunlight, 3 doz. ...... Sunlight, 146 doz. .... Yeast Foam, 8 doz. .. 1 15 Yeast Foam, 1% dos. 85 YEAST—COMPRESSED Fleischman, per doz. .. 24 SPECIAL Price Current AXLE GREASE 25 lb. pails, per doz. ..18 80 BAKING POWDER CALUMET 10c size, 4 OZ .......4. 95 20c size, 8 OF. .....0. 1 90 80c. size, 1 Ib. ....0.06 2 90 T5c size, 244 Ib. .:.... 6 50 $1.25 size, 5 Ib. KITCHEN KLENZER 80 can cases, $4 per case PEANUT BUTTER Bel-Car-Mo Brand 6 oz. 1 doz. in case .. 12 oz. 1 doz. in case G4 2 1D DANE ofa. cscs 5 25 12:2 16... Palle: ok ck aes 5 Of 5 lb. pails, 6 in crate 5 7( TO 1D. Bae oi. oo oe 55 18 AO UR Oe oc. ce ek tail oo 1b. pails 666.683 ROD, Cie oo ce igi SALT Morton’s gait FREE RUNNING? Per case, 24 2 ibs, Five case lots MICHIGAN TRADESMAN ae on ann HARDW: mt »))) \ = 3 = 4 — ~ oe: a — 4s - “4, — peut 2 Michigan Retail Hardware Association. President—-Geo. W. Leedle, Marshall. Vice-President—J. H. Lee, Muskegon. a ae J. Scott. Marine ty. Treasurer—William Moore, Detroit. Some Things to Do In the Month of March. Written for the Tradesman. March is a good time to have the store cleaned up and made bright for the spring trade. It is astonishing the decorative effect that a few tins of paint will produce. Discolored walls can be made pleasing, dirty ceilings made lighter, silent salesmen polished, drawers and_ shelves re- varnished, new price tickets prepared to replace those that have done duty for so long, and the entire store in- terior made as pleasing as possible. Particularly noteworthy is the ef- fect of a proper color scheme on the lighting of the store. The old-time hardware store was dingy and unat- tractive. Light is essential to modern merchandising. When all the win- dow space the merchant can contrive has done its full duty, darkness may still be measurably present. A white or cream ceiling, with a light colored tint on the walls, will make a tre- mendous difference in the lighting of the store. Now, too, is the time to put through any interior re-arrangement that has been contemplated. The work can be done much more thoroughly right now, and probably with less outlay, than a month or two from now, when labor is in greater demand. And, while the interior of the store is being touched up, take a look at the exterior, and see what is necessary to bring it up to the top-notch of attractiveness. Re-arrangement of the various de- partments may be desirable. It may be found advisable to shift the posi- tion of show cases or counters to some extent. This work should be done in March, if it has not been done before. Around the end of March, house- cleaning will be under way in a host of homes. The annual outbreak of the housewife against dust and dirt will by that time be in progress. In the hardware store, the hardware dealer, having himself carried out his store-cleaning, should make his ap- peal to those engaged in house-clean- ing activities. Goods required in house-cleaning should be prominently featured. Vacuum cleaners, curtain stretchers, carpet sweepers, step lad- ders, mops, pails, scrubbing brushes —these and a multitude of other ar- ticles should be shown prominently and pushed aggressively. The house- cleaning season is long, but the mer- chant who gets on the first display thereby secures the inside track on his competitors. a) A circular letter to a selected list of one friend in the community. Next time anything in your line is wanted, your store will be pretty sure to get the benefit. There is the further inducement to a canvass of this sort, that people moving into a new town or a new neighborhood are pretty sure to need a lot of new hardware. Keep close watch, not merely on new arrivals to town, but on people who are mov:ng, and on newly mar- ried couples. Let them know that Syou are in the hardware business. Put pthem on your mailing list. 4 Fishing tackle will be worth featur- housewives, dealing primarily with ;' ing again this month. Following the ° 5 sf ¢ labor saving devices in house-clean-> © ing, might prove a very good stunt ; at this stage. 3 The paint trade is, of course, at its busiest during the spring. Around the first of April, perhaps a little sooner depending on the weather, the de- mand begins. In March good work can be done in the way of putting through the final preparations for the spring paint campaign. Indeed, be- fore the end of March the mailing list advertising should be well under way. It should be possible to secure quite a few advance orders by a per- sonal canvass of some of the likel’est prospects. Such orders give the spring paint drive a first class start. Indeed, March is a time when the hardware dealer should be able to do quite a bit of outside missionary work. The spring feeling is in the air, and people are looking forward to new activities. There are builders who can be interviewed. Farmers in town can be canvassed for wire fencing orders. Athletic organiza- tions should be canvassed also for their requirements. Much of the farm trade can be~=reached by rural tele- phone. Even if orders are not secur- ed in the majority of instances, a good foundation is laid for the “fol- low up” in the spring. And as a mat- ter of fact, such a personal canvass, put through by a man who knows how to handle people, will bring in a lot of business, much of which would otherwise go into other channels. Few hardware dealers go after new business as energetically as they should. The tendency of war condi- tions has been to remove the neces- sity of aggregSsive selling methods, to some extent. The customer has been canvassing for goods, rather than the merchant for sales. We must now look for a return to some extent to old conditions. The merchant who quickly swings back to the aggressive methods demanded and necessary be- fore the war will have an advantage over his slower competitor. In the search for new business and new customers, individual work is the sort that counts the most. How many merchants keep a strict lookout for new residents, and make personal calls upon them? Very few. Yet this would pay. Call upon strangers, welcome them to the district, offer to help them any way you can, and incidentally leave some printed mat- ter of yours to look at. Make the call yourself, if possible. It enhances the importance of the visit, and makes the newcomer feel that he has at least inventory, these lines have of course been sorted up and stocked in their proper places; so that everything is now in readiness to cater to the early fisherman. Very artistic window dis- plays can be contrived out of fishing tackle, with little or no extraneous aid in the way of scenic accessories. A nice rod and line is, in fact, quite enough of a display, usually, to stimu- late the imagination of the enthusi- astic angler. Throughout all these March activ- ities, the hardware dealer should keep an eye always on the months ahead. He should plan to make this a big and successful year in his business; and, having planned, he should pro- ceed with the advent of spring to execute his plans. Early March is the time to put the finishing touches on your plans for handling spring and summer trade; the latter part of March is the March 5, 1919 time to launch the campaign. In the final planning of the first few weeks of March, the dealer can profit im- mensely by studying his past mis- takes and failures, and also his past successes. It is the man who under- stands his own capabilities and limi- tations, and who profits as much from mistakes as from achievements, who gets ahead the fastest. In carrying out the plans now laid, persistence is one of the biggest fac- tors. The best laid plans of hard- ware dealers cannot accomplish very much if they are not carried out. There will be a tendency, later, to slacken efforts, particularly when you are busy; or, if things do not move fast enough on the other hand, there will be a tendency to get discouraged and to quit trying. The one thing to do in either circumstance is to push, push, push and keep on pushing. Persistency is a paying commodity in the hardware business. It is per- sistency that turns the prospects into customers, that paints the houses of your town with the brand of paint you handle, that turns your stock into cash and your efforts to serve the community into dividends for your- self. Play persistence as the winning card in your spring merchandising. Victor Lauriston. Bowser Oil Storage Outfits keep oils without loss, measure accurate quantities. Write for descriptive bulletins S. F. BOWSER & COMPANY, Inc. Ft. Wayne. Indiana, U.S. A. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. _:: Grand Rapids, Mich. 151 to 161 Louis N. W. | AOC 8 PAO BON PS >. » 1919 n the veeks ; im- mis- past nder- limi- from who laid, fac- hard- very out. r, to |, you nove there aged ig to push, 2, odity per- into 2s of paint into the your- ning g. on. oils ties. C RRR SEARO Rg BSS ri rosie ppl eh pal pe RRR ‘Aa apse seas ost ——emgne Pore anatase eter ete ee nme PARDON March 5, 1919 New Ice Cream Factory on Market Street. F, A. Horner has been awarded the contract to erect a new ice cream plant in this city by the Arctic Ice Cream Co. The Piper Ice Cream Co, will be consolidated with the Arctic Co. and Claud G. Piper will be man- ager of the Grand Rapids end of the business. The Arctic Company is a $1,000,- 000 Detroit corporation, one of the strongest organizations of its kind in the United States. It controls num- erous cream and condensing plants in various parts of the State, those at Grand Ledge, Hastings and Fenton be-ng the source of supply for the new Grand Rapids industry. Claud G. Piper. The vacant lot, 150 feet by 250 feet, on Market street, next to the Con- sumers Ice Co. plant, has been pur- chased, and work has already com- menced on a two-story model ice cream factory of re-inforced concrete and brick, with interior of white glaz- ed brick, which will be the largest and most up-to-date plant of its kind in this part of the State. The con- struction work will be rushed, and the plant is expected to be in com- plete operation by the end of May. The floor of the new plant will be of polished granite composition and every facility will be provided for keeping it spotlessly clean. When ready to operate in May, 8,000 gallons of cream per day will be delivered. C. G. Piper has been for years the MICHIGAN TRADESMAN head of the Piper Ice Cream Co., of this city. His hobby has always been a superior brand of cream and his product has become noted for its high quality. Under the new arrangement, the high grade of cream will be fully maintained and improved. One of the results attained with the new machin- ery and up-to-date equipment will be the absolute uniformity of every batch of cream delivered. Each lot will be tested rigidly for butter fat, bacteria, acidity and milk solids or food values, in the complete testing laboratory which will be a part of the new plant. This will ensure by far the most delicious and uniformly good cream ever produced in _ this part of the State. —_2+.___ Getting Rid of the Surplus. How to get rid of the vast accumu- lation of needless stuff which it owns is one of the serious problems of the Government. On the first day of last month the War Department alone had stocks of clothing, equipage, and textiles amounting in value to nearly $750,000,000. Of machine tools, drugs, foodstuffs, and other supplies the quantity was proportionately as large if not larger. The totals run up in value to billions of dollars. If the materials were to be dumped on the market for what they would bring, there would be an all-around smash in values. Doling out the stuff would mean that big storage charges would be added to the Government’s ex- penses. Some slight success has been met with in disposing of certain arti- cles to foreign governments and to charitable agencies for relief pur- poses, and arrangements have been made to sell some things to state and city ,authorities. But, when all this is considered, there will still remain an enormous amount of superfluous material that must be disposed of. Now it is proposed to try and have the sellers take back what they can on some kind of an equitable basis, or, in default of this, to have others in similar lines do so or to offer the goods to regular distributers. As long as these vast reservoirs of mate- rial remain they will constitute a menace, and until they are absorbed by the trade and disposed of they will tend to restrict further production and sales. Uncle Sam is discovering that it is harder to get rid of stuff than to acquire it. Sanitary Slicing Machine Mr. Grocer: If you sell cold meats and do not have a Slic- ing Machine, ask us about increasing your profits: also giving your customers better satis- faction and more slices per pound. A postal will bring you the information. Boot & Co. Michigan Agents GRAND RAPIDS 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 lf set in capital letters, double price. must accompany ali orders. No charge less than 25 cents. Insertion. Cash BUSINESS CHANCES. Wanted to hear from owner of good general merchandise store for sale. Cash price, description. D. F. Bush, Minne- apolis, Minnesota. 35 For Sale—Up-to-date drug stock; in- voice about $1,050; doing cash business of $25,000 yearly; no cut rate. No. 131, care Michigan Tradesman. 131 For Sale—No. 5 VanHouton dough divider in good condition; 3 barrel Hunt- ers Lightning flour sifter and mixer with hopper and scales; 2 bread wagons cheap. Fairbanks & Morse 15 H. P. gas or gaso- line engine, almost new. Model Home Bakery, Portsmouth, Ohio. 133 For Sale—Stock of dry goods, groceries, men’s furnishings and shoes, located in a small town in Southern Michigan, on a branch of the New York Central, and is a splendid money maker. Stock about $8,500 to $9,000. Building of brick, quite recently built and location is the best. Rent $25.00 per month. Stock to remain in building. This is one of the _ best propositions any man can invest in who is able to handle it. Address No. 134, care Michigan Tradesman. 134 For Sale—Butter tub factory and saw mill at a price that is an inducement. A going concern. Complete running or- der. Enquire of C. S. Jones, Marcellus, Michigan. 1385 For Sale—Good brick store building, 25 x 80, equipped for general stock. Could also be used to advantage for a restaur- ant, lunch room, ice cream parlor, or bakery or all combined. An Al opening in a live town for the right party. Call or write Furber & Kidder, Hopkins, Michigan. 136 Exchange For General Store—80-acre improved farm; sand loam; level; good fences; good 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. D. 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 Siale—General merchandise stock; only store of kind in town; invoice about $6,000; sales $27,000. Have other business. Good farming country all around. Ad- dress Box 86, Rothbury, Michigan. 124 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. 1 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, —— igan. 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 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 ou no agents. Write NORTH CAROLIN TALC & MINING CO., Hewitts, swain Co., North Carolina. 113 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 Address . Beans—Choice hand picked pea beans in bag lots. Write for price, to Farwell Mils, Farwell, Michigan. 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 and stationery. Will sell at great sacrifice Address C. W. Vining, Stanton, en 08 For Sale—Factory, ten million feet tim- ber. skidder, loader and 3 miles rail. Working near Norfolk, Virginia. John Slocum, 135 Kimball Terrace, Chesterfield Heights, Norfolk, Virginia. 84 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sagi- naw, Michigan. 767 Pay spot cash for clothing and furnish- ing goods stocks. L, Silberman, 106 BP. 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. The Goods! Net Prices! When you receive “OUR DRUMMER” catalogue regularly you always have dependable answers to these two important questions: What is the lowest net price at which I can buy goods? Where can I get the goods? Items listed in this catalogue have the goods behind them. The prices are net and are guaranteed for the time the catalogue is in force. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas LOSS AND DAMAGE CLAIMS. Why They Should Be Handled By Consignee. It is inevitable that in a business of such large volume as the whole- sale grocery business, involving so large a percentage of perishable and fragile goods, there must originate many claims for losses and damages, due to fires, accidents, carelessness, larceny and various other causes These claims represent a wide range from the larceny of a box of cigars to the destruction of a carload of merchandise by fire. One of the smaller railway systems of the State, with perhaps 400 miles of main track in Michigan reports that the claims presented to its freight department approximated 25,000 each year. The promptness with which this class of claims is disposed of by payment, withdrawal or declination is clearly set forth in the following comparative table for 1917: 49.1 per cent. 21.1 per cent. 12.1 per cent. 17.7 per cent. within 15 days within 30 days within 60 days within 60 days The record of disposal for 1918 is not quite so good, owing to the fact that the department lost seven men to the service of Uncle Sam. It is as follows: 39.1 per cent. 21.6 per cent. within 15 days within. 30 days 16.3 per cent. within 60 days 8.0 per cent. within 90 days 3.5 per cent. within 90 to 120 days 3.5 per cent. between 120 to 6 months 4.8 per cent. between 6 & 12 months 3.2 per cent. over one year. For many years it has been the cus- tom for wholesale dealers to assume the collection of these claims, in whole or in part. This was due, in large measure, to the fact that the individual retailer was subjected to loss so infrequently that he did not know exactly how to proceed to present his proofs of loss. The job- bing salesman came along and offer- ed to assume the work of collection in behalf of his house. There was formerly some excuse for this prac- tice, because it was once the custom of the transportation companies to settle promptly only the claims of large shippers, permitting the small shipper to await the tardy action of the claim department. This was so obviously unfair and inequitable that it was abolished about ten years ago, since which time all claims have been taken up and considered in rotation. Under this changed method the claims of the smallest retailer receive iden- tically the same attention as those of the largest jobber. The wholesale grocers of Michi- gan, following the lead of the jobbing grocery trade in many other states, have decided to ask their retail cus- tomers to assume the collection of these claims after April 1 of this year. There are a good many good and valid reasons why such a resolution should be put into effect, because the present machinery provided by the Federal Government for collecting claims of this character involves the execution of certain blank forms, while much detail work has to be MICHIGAN TRADESMAN done by the retail merchant and the local freight agent. If these blanks are mailed to the jobber or turned over to the traveling representative of the jobber, they are quite likely to be lost or mislaid, whereas if they are turned over to the local freight agent they are immediately sealed up in an official envelope and sent on to the claim department of the railroad for consideration and action. There is another reason why the retailer should attend to the presen- - tation of claims of this character per- sonally and that is that he can call in the local freight agent to inspect and certify to any shortage or dam- age which may have developed while the goods were in transit or in the possession of the transportation com- pany. This he can do when the loss is discovered, whereas if the matter is left until the jobbing salesman comes along on his regular trip, it is then frequently too late to make a personal inspection of damaged goods. In the case of the express com- panies it was almost next to impos- sible to secure: the adjustment of claims prior to the time the com- panies went under Federal control ex- cept by referring them to the whole- saler, and the losses thus sustained by the retail trade of Michigan must have amounted to many hundred thousand dollars. The claim depart- ments of the various express com- panies were so dilatory in their meth- ods that thousands of claims died in their hands through the death and disgust of claimants. Now all this is changed. All claims are docketed and numbered on receipt and are taken up in rotation. In former years Michigan claims had to go to Cleve- land or Cincinnati for adjustment. Now they are passed on by claim agents at Detroit and Grand Rapids and all claims are handled expedi- tiously and, as a rule, satisfactorily. Under existing conditions the retailer would be only prolonging the date of settlement by asking his jobber to handle this class of claims for him. The jobber naturally wishes to be helpful to his customers and is will- ing to go out of his way any time to serve them, but, under the changes which have occurred of late years, the retailer can serve himself better than the jobber can, because all of the conditions are in complete control of the retail dealer. —__—__-| sj Knit Goods Association to Fight Can- cellations. A fund for protecting knit goods manufacturers against the unreason- able methods of merchants seeking to cancel orders or indefensibly return- ing merchandise was established at a recent meeting of the National As- sociation of Hosiery and Underwear Manufacturers. Immediately following an outlining of the proposal cash payments into the fund and pledges of stipulated contributions began to come until nearly every person present ‘author- ized to speak for his principals had committed them. Yarn merchants and knit goods selling agents con- tributed to the fund, which, it was estimated, may amount to $25,000 or more. “Many manufacturers,” said Fred A. Rakestraw, “are under contract to take in yarns purchased at high prices. These yarns must be accepted and paid for in accordance with the terms of contract or we write our-~ selves down as repudiators and Kaiser Germans. It is not fair to the manu- facturers that they be forced to accept cancellations of orders for their prod- uct which they sold at high market prices while they are compelled to take the high-priced yarns. The spin- ners of and dealers in yarns are in- terested in a proper measure of pro- tection for their customers—the man- ufacturers—whose contracts should be regarded no less binding than those by which they are bound for yarns.” It is planned to make the fund ap- plicable to all members of the Asso- ciation, even those who feel they cannot at the moment contribute to it such substantial sums as they might desire. Every proposed cancellation re- ported to the Association and contro- versies now in process of adjustment will, if the facts warrant, be referred to the Association’s attorney after notice to the offending party. The executive board will have certain dis- cretionary powers in the use of the fund, the one purpose of which is to contend for the rights of manufactur- ers in their relations with merchants undertaking to evade their liabilities and, through cases taken into court, establish a precedent for arriving at decisions in future controversies in- volv'ng like questions. Further, for breaking up the cancellation evil it is purposed that the Association maintain a list of all merchants in- sisting upon indefensible cancellation, and that any member of the Associa- tion shall have the right to ascertain from the Association whether the name of any merchant as to whose methods the mill is in doubt is in- , cluded in the list. —_+2-s—_—_ Retail trade the country over is showing little signs of abatement, the reports for the last month giving evi- dence of quite satisfactory conditions. It is true that, to bring about the re- sult, dealers have been obliged to ex- ert themselves and to make prices attractive. A strict analysis would show that in not a few instances the margin of profit on the sales has been negligible or entirely wanting. But it seems to have been considered the part of wisdom to dispose of as much as possible of the stock bought at high prices on the best terms obtain- able. The retailers do not doubt the'r ability to secure goods for replace- ment at lower price levels, and are, in fact, rather eager to get down, as speedily as can be, to a more perma- nent basis. Disposing of stock also enables them to pay their bills promptly, which has been notably the case recently, to the great satisfac- tion of jobbers and their credit men. In the primary markets, however, the halting and hesitating policy still pre- vails, although there have not been wanting signs during the last week March 5, 1919 that this will soon come to an end. It is noticeable that, whenever buyers feel that prices have been cut down to a point like bedrock, they show eagerness to trade. Their hesitancy has been due to the natural dislike at having prices drop after they have made their purchases. ——_—_»~- > —___ The precise method by which the Government will make good to the farmer its guarantee of $2.26 for every bushel of wheat has legs imme- diate interest than the question how the price of wheat will be allowed to find its level in an open market. The erain trade is naturally anxious to see all Governmental restrictions re- moved. The New York Produce Ex- change proposes a plan under which the wheat grower may be re-imbursed for the difference between the mar- ket price and the Government price. Farmers will certify to their wheat acreage and threshing returns, but will sell their grain as usual to the mills and elevators, receiving in each case a receipt for the amount de- livered. These receipts will constt- tute the basis for collecting the dif- ference in price from the Government agency. The Government’s own scheme has not been disclosed, but the provision in ‘the pending Loan Bill, permitting the Treasury to advance funds to Allied countries that wish to buy our “guaranteed” wheat, car- ries an interesting suggestion as to the disposal of next autumn’s surplus. —_+22.—__ Announcement by Director-Gener- al Hines, with the President’s ap- proval, that the railroads are not to be turned back incontinently to pri- vate ownership, marks the end of Mr. McAdoo’s arrogant and uncalled for bluff. His threat was that if the Government were not at once given authority to hold the roads for five years, the Government would at once relinquish all control, no matter if it meant public disaster and financial wreck. This impossible position has now been abandoned. Congress will be given a “reasonable time” to see if it cannot work out a plan for a rational and safe return of the roads, under such restrictions by law and by Government oversight as will pre- serve what has been gained by joint operation, while guarding against the recurrence of old evils. This is one of the biggest pieces of work falling to the new Congress, and is one reason why its summoning in extra session should not’ be long delayed. —_—_+-22—_ A hatred thought is a hatred mag- net iust the same as a success thought is a success magnet, a prosperity thought a prosperity magnet; a jeal- ous thought is a jealousy magnet which attracts more jealousy, a love thought is a love magnet which at- tracts more love, and so on through the whole gamut of human thoughts and emotions. Every thought, every motive. every emotion is a magnet which tends to attract that which is like itself. BUSINESS CHANCES. For Sale—One 35 light and one 50 light pilot acetylene light plants; brand new. Also, set of tinners’ tools. Armin Eberlin, Hermann, Missouri. 1 Red Crown ss. 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 U.S. A. The stranger who moves into your town is pleased to learn you handle reliable goods he used in a distant place. PORTER’S gg - (ap GLASS” Pr. LAMP CHIMNEYS ‘Is the most well-known brand in the United States. Five widely separated factories insure prompt ship- ments; and their. growing favor is a fair index to the - benefit they bring the merchants and the service they give the consumer. They cost more and are worth more If your local jobber does not have them write us : for complete price list. PORTER POTTERY CO., Inc. _ Clinton, Ky. - 944 Lake Street What Does Your Refrigerator Reveal? If, by chance, a customer looks in your refrigerator—what is revealed? Cleanliness? Well kept provisions? Firm butter? Palatable cheese and appetizing fruits? Or is a thoughtful look within merely de- pressing? Buy a McCray and know-that the customer of intelligence ——gazing over your shoulder into the refrigerator—feels assured that the cleanliness and sanitation revealed within the McCray are char- acteristic of your entire establishment. Sanitary Refrigerators assure: positive, cold dry air circulation—the walls are constructed of materials that have the greatest heat repelling qualities. Remember! The handsome appearance of the McCRAY will add to the attractiveness of your store. The McCRAY is more than a refrigerator, it is a fine display case for food products. The Economy feature makes the McCRAY an. investment that pays big dividends in increased profits—it stops waste. Every McCRAY is fully guar- anteed. Ask About Our Easy Payment Plan Let.us send you catalog that describes a great variety of designs—to suit every requirement. No. 71 for Grocers and Delicatessens. No. 62 for Meat Markets and General Stores. No. 93 for Residences. No. 51 for Hotels and Restaurants. ‘‘Refrigerators for All Purposes.’’ McCray Refrigerator Co. Kendallville, Ind. * “New Era Association Wins Again” Our modest reserve has met the ‘‘Flu Epidemic. ’”’ No extra assessment or double headers are necessary. New Era’s position sup- ported by facts. Present experience proves rate adequate. | New York Conference law —EE makes insurance by the people for Laugh! Laugh! Laugh! themselves at cost impossible. / | | | | | Fraternal -Valuationf (Inventory) Exposed Now is the time to get busy with petitions and let the little ballot put Michigan’s Constitution and laws behind the fraternal system. Read the Record for February New Members.-.-.....-.......4....... 1065—Amount $1,181,000.00 Ree Ge 60% of Expected. Ios 30% less than one year ago. Now have over 38,000 members representing or carrying over $40,000,000.00 in over 350 local Branch Boards. The only life insurance founded on democracy and practicing it. A real, mutual, fraternal life insurance. The New Era does not leave its mutuality or fraternity to the “little proxy” or a bunch of delegates in a Grand or Supreme Lodge. Managers wanted, Traveling salesmen, fraternal organizers, women solicitors, and life insurance agents making good money selling New Era goods. For full particulars apply New Era Association CHAS. D. SHARROW, General Manager Grand Rapids Savings Bank Building.