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Thirty-Sixth Year
Number 1868
HE IS THE POOREST MAN—
Who will take advantage of all who are at his mercy.
Who has made a fortune, but lost his manhood in the
making.
Who has lost the respect of his fellow citizens or
his own.
Whose character is not rich, who has not a rich man-
hood, a noble soul.
Who is unreliable, undependable, whom people will
not trust without question.
Who has millions of money, but who is despised by
his neighbors for his greed and snobbishness.
Whom those who know best do not believe in, do not
feel richer for knowing, are not proud of as a neighbor.
HE IS THE RICHEST MAN—
Who values a good name above gold.
In whose possessions others feel rich.
Who can enjoy a landscape without owning the land.
Who has a mind liberally stored, cultivated and con-
tented.
Who can face poverty and misfortune with cheerful-
ness and courage.
For whom plain living, rich thinking and grand effort
constitute real riches.
Who has a hearty appreciation of the beautiful in
nature and in human beings.
Who carries his greatest wealth in his rich personality
and fine character.
Who absorbs the best in the world in which he lives
and gives the best of himself to others.
“Double A’’
Who’s Candyr
Ti”
Made by
Putnam Factory Grand Rapids, Michigan
CANDY
CANDY OOD» 7
A Material Aid to Digestion
It is, therefore. necessary for us to 'take a laxative.
Compressed Yeast is a cleansing laxative that will keep the digestive
organs ingproper working order.
Recommend—
Fleischmann’s Yeast
to your customers for this purpose.
Fleischmann’s Yeast has also been used successfully to cure boils. car-
buncies and other skin afflictions.
Ask our salesman or—
Write for a supply of our booklets—
“Fleischmann’s Yeast and Good Health.”
Franklin
Package Sugars
are being extensively advertised
in newspapers throughout the
country. Powerful advertise-
ments are urging women to
“Save the Fruit Crop’.
| Get your share of the results
‘ | of. this advertising, by stocking
| and pushing Fragklin Package
Sugars.
The Franklin Sugar Refining Company
PHILADELPHIA
‘‘A Franklin Cane Sugar for every use’’
Granulated, Dainty Lumps, Powdered,
Confectioners, Brown
gnow O
THE FLEISCHMANN COMPANY
Why Not
Let a
Metzgar System
Do That
Bookkeeping?
LOOK HERE
If You Had a Metzgar Account System
Your accounts would be always posted up-to-the-minute.
Your collections would be kept up much better than ever before.
Your customers would be better satisfied and you would gain new
trade right along.
You would no lenger need to suffer continual loss and worry about
goods going out without being properly charged.
You would do away with Mixing Accounts, Bringing Forward Wrong
Past Balances and Losing Bills.
You could go home at night with the clerks feeling sure that all ac-
counts had been properly charged and would be properly protected against
. fire during your absence.
It doesn’t cost much te own a Metzgar and it will pay fer itself in
your business in a short time.
Write for free catalog and full particulars.
Metzgar Register Co., Grand Rapids, Mich.
Washing — Powder
through the jobber—to Retail Grocers
Family Size 24s
25 boxes @ $4.60__5 boxes FREE, Net $3.83
10 boxes @ 4.652 boxes FREE, Net 3.87
5 boxes @ 4.70—1 box
2boxes @ 4.75—%% box
FREE, Net 3.91
FREE, Net 3.95
F. O. B. Buffalo: Freight prepaid to yeur 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,
DEAL 1910
Lautz Bros. & Co., Buffalo, N. Y.
Will Not Hurt the Hands
|
4.
sais
aie ape FO
ADESMAN
Thirty-Sixth Year
MICHIGAN TRADESMAN
(Unlike any other paper.)
Each issue Complete In Itself.
DEVOTED TO THE BEST INTERESTS
OF BUSINESS MEN.
Published Weekly by
TRADESMAN COMPANY
Grand Rapids.
BE. 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.
LINEN TRADE EXCITED.
The demand for linens at the top
prices has been better in this country
in the past two or three weeks. Buy-
ers have been placing spot and future
orders for limited quantities of goods
and have been more exacting about
deliveries than Stocks are
badly broken and many are very lim-
ited.
values.
Reports say that production on the
other side is resuming slowly
and that costs are rising very rapidly.
The
Irish flax will be continued for some
very
3ritish government’s control of
time, the current growing crop having
been taken over as of July 1.
heard of the
held in’ Russia
It is also stated
mills are getting into
working order faster than they can
secure flax.
Various reports are
abundance of flax
awaiting shipment.
that Belgian
The general opinion current among
linen merchants here is that owing
to conditions on the other side they
can hardly look for any reasonable
amount of linen goods for this year.
They hope for larger quantities in the
next four months for the holiday trade
and they have been assured in several
cases that quite liberal orders already
placed will be filled. But it is true
that working organizations are in 2
most unsatisfactory state and that
manufacturers are outdoing merchants
in their desire to get prices to a high
level and build new business from that
level.
From a purely mercantile point of
view there is no fault to be found
with present conditions. Profits, bas-
ed upon high prices, make up for the
profits that might accrue from volume
distribution. There is no large volume
of linens moving at the current prices,
in many instances four times above
normal, yet buyers are willing to pay
what is asked if they can get what
they want, even if they want only
limited quantities at very fantastic
figures.
GRAND RAPIDS, WEDNESDAY, JULY 9, 1919
The foreign manufacturers will not
long continue their production of mer-
cerized cotton damasks.
facturers are
Some manu-
experimenting with
union goods in table cloths and nap-
kins and are reported to have done
very well with them. On the other
hand, it is stated that some of the
manufacturers, who are. skilled in
weaving, have done so well with cot-
ton damasks that they propose to
keep on with them. At least this will
be true until flax is more plentiful
and cheaper.
ATES
At this time of year there is usually
a drop in the activity of retail buying
for very obvious reasons. Seasonable
wants have been attended to for the
most part, and the purchasing there-
fore, is apt to be mainly of odds and
ends of extra articles needed and of
things that commend themselves as
This year, however, the
slack has not been so noticeable and
bargains are wanting. In many local-
ities there seems to be a plethora of
money and an eagerness to buy which
the prevailing high prices of mer-
chand‘se do not seem to check. This
phenomenon is ascribed by some to
bargains.
the belief, which has been sedulously
cultivated, that still higher prices are
to prevail in the future and that, con-
sequently, it is the part of prudence
to take time by the forelock and buy
now. Be this as it may, there is no
doubt but that the continuance of
brisk consumer buying has had much
effect in inspiring the feeling of con-
fidence which prevails in the primary
markets and which has had so much to
do with encouraging the large trad-
ing there. There are. of course, other
factors tending toward the same end,
principal among them being the 4s-
surance of bumper crops and of the
employment of labor at high wages.
Not the least satisfying sign is that
exhibited in the reports of the com-
mercial agencies which show a small-
er number of business failures in the
first half of the year than was shown
at any previous similar period in two-
score years.
nanan
There are a great many misfits in
business, and there are three courses
open to each. The first is to go on
being a misfit, satisfied, if possible,
with constant friction of nerves and
poor results; the second is to set
forth and find one’s right place, no
matter how late in life it may be;
the third is to view the situation as it
is, and to wse sandpaper, planes,
emery powder, and anything else
which may be needed to wear down
the rough edges, and to change a
misfit into as nearly a perfect fit as
is humanly possible. It can be done
if a man has the right sort of a back-
bone.
HOME DRESSMAKING.
The apparent increase in interest in
home dressmaking
the subject of discussion in the dress
goods trade for some time back and
which is generally admitted to be the
case is not having much effect just
With practically the
trade sold up for fall and with buyers
asking for spring fabrics there is no
for worry. But of the
more far sighted in the trade are not
unmindful of the change.
One of the best known factors in
the trade that retail
stores throughout the country reports
that they are noticing a steady in-
crease in the counter sales of woolens
and
which has been
now. entire
cause some
sells to large
worsteds for dress goods
poses and another factor in the broad
silk
known from one end of the country
to the other reports that his
to the retail trade are showing a
steady increase.
There has been some thought put
on this condition
creasing attention that is being given
to home sewing by schools and other
organizations is felt to be responsible
for the change. Retailers with neigh-
borhood neighborhoods
where such instruction is given, report
that they are having an increased call
for piece ribbons and other
dress accessories and the fact that
they are familiar with their trade make
it possible for them to make the
statement that of the
are women who are going to night
pur-
trade whose lining silks are
sales
and the ever in-
stores in
goods,
many buyers
school learning home dressmaking
and other similar arts.
To the manufacturer or seller of
dress goods it makes little difference.
In fact, some feel that it means the
advent of a period of greater sales
since it will be possible for a woman
to have more dresses by making them
at home than if they were purchased
ready made. But to the cutting up
trade it has a different meaning. Just
what the final solution will be is a
question; but it is a question that is
receiving some attention at the hands
of the manufacturers of women’s
ready to wear,
CO nenenionel
GO SLOW ON OIL SCHEMES.
Several country merchants write
the Tradesman regarding the merits
of a certain oil stock now being ex-
ploited in this market by a couple of
gentlemen whose antecedents are
somewhat doubtful, one of them hav-
ing formerly been associated with a
promoter whose methods are some-
what questionable, to say the least.
The Tradesman deems it its duty
to warn its readers at all times to
exercise great caution in purchasing
such securities, because of the ele-
ment of speculation involved. It is
all very well for the merchapt to
Number 1868
speculate in the things he deals in
and understands, such as tea, coffee,
canned goods, cider vinegar and soap,
because careful study of market con-
ditions enable him to form a fairly
accurate estimate of what the future
has in store for many of the great
staples which appear to be destined
to reach a higher range of values, but
to put up good money on the “other
fellow’s game” when the other fellow
is operating in far-off Oklahoma or
Texas is the height of absurdity and
more than likely to involve the oper-
ator in disappointment and loss.
One of the investments the
retail dealer can make is in the pre-
ferred stocks of the houses with which
he does business in a jobbing way.
These stocks usually bear 7 per cent.
best
interest, payable either quarterly or
half yearly, and their possession give
the holder an association with busi-
ness men and business methods
which cannot fairl to exert .>
KNIT GOODS TRADE QUIET.
The past week has been very quiet
in the trade. A semi-holiday spirit
seemed to rule throughout the trade
and with the knowledge common that
very little remained to be sold buyers
were content to let the present alone.
Spring action is still a matter of the
future. Buyers are more interested in
it than they have been for some time,
but mills are holding off and will not
do anything just now. The shortage
talks that have been heard for some
time back are still in evidence and
they are losing their horror through
being oft repeated. Buyers, however,
generally feel that a scarcity is on
the way and the keen interest they
are displaying in lines for next spring
would seem to indicate that they are
ready to back up their convictions
with real business.
The sweater trade is especially
strong and the shutdown of several
months at the beginning of the year
is making a shortage seem more pos-
sible in this trade than in others.
Yusiness has been good and the lim-
ited stocks remaining unsold are not
without interested buyers. All qual-
ities of wool and even mixture sweat-
ers have sold so there is no weak
spot in the market.
INCREASE YOUR BISCUIT PROFITS
Advantages of an
IDEAL SUNSHINE BISCUIT DEPARTMENT
Perfect Display —Clean—Neat—Attractive
A Complete Stock with Smallest Investment
It Creates Interest and Consumer's Demand
ce : ' Ask: the Sunshine Salesman—He-Knows .
JoosE-WILEs Biscuit (QMPANY
Bakers of Sunshine Biscuits
CHICAGO
menage
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MICHIGAN TRADESMAN
Movements of Merchants.
Saginaw—The J. C. Vogt Sales Co.
has increased its capitalization from
$5,000 to $40,000.
Clinton—The Clinton Clothing Co.
is closing out its stock and the busi-
ness will be discontinued.
Lansing—W. A. Conley has closed
out his stock of groceries and drugs
and will retire from business,
Stockbridge—Thieves entered the
general store of W. J. Dancer & Co.,
and carried away stock to the amount
of $3,000.
Muir—Ruel & Lobdell have sold an
interest in their bank to Arthur A.
Stoddard, who will assume the posi-
tion of cashier.
Caro—The State Savings Bank has
increased its capital stock to $200,000
and voted to build a new bank build-,
ing at a cost of about $75,000.
Jackson—Ralph Olds has purchased
the lark grocery stock at the corner
of New York and Mason streets and
will continue the business at the same
location.
Kalamazoo— The Swindell-Taylor
Co., wholesale produce dealer, has in-
creased its capitalization to $150 000
and changed its name to the Taylor
Produce Co.
Armada—The Armada Elevator Co.
has been incorporated with an author-
ized capital stock of $25,000, of which
amount $13,000 has been subscribed
and paid in in cash.
Portland—Leon E. Hixson, jeweler,
died at his home, July 7, of lockjaw.
Mr. Hixson stepped on a rusty nail
about two weeks ago and the infection
developed from this.
Muskegon—The Close Electric Co.
has been incorporated with an author-
ized capital stock of $5.000, of which
amount $3.000 has been subscribed
and $2.900 paid in in property.
Unionville—The Unionville Lum-
ber Co. has been incorporated with
an authorized capital stock of $20,-
000. of which amount $12.500 has been
subscribed and paid in in property.
Redford—The Neyer-Burgess Drug
Co. has been organized with an at-
thorized capital stock of $20,000, of
which amount $15,000 has been sub-
scribed and $2,000 paid in in cash.
Ionia—J. A. Brown, of Detroit, has
bought the L. S. Clark Jewelry stock.
Clark dropped dead about a month
ago and Brown will continue his busi-
ness in connection with a chain cf
stores,
Mt. Clemens—The Doemiing-Schi-
mel Co. has been organized to grow
and deal in horticultural and agricul-
tural products, with an authorized
capital stock of $25,000, of which
amount $15,000 has been subscribed
and $10,000 paid in in cash.
Detroit—Clarke & Clarke has been
incorporated to conduct a clothing,
underwear and hat business, with an
authorized capital stock of $5,000, all
of which has been subscribed and paid
in in cash.
Hudson—Asa Coppins has sold his
interest in the hardware stock of Dil-
lon & Coppins, to Walter Mulligan, of
Chicago and the business will be con-
tinued under the style of Harry T.
Dillon & Co.
Saginaw—H. B. Burdick, seed and
produce dealer, has purchased the
three story brick building at 113-115
North Water street and will occupy
it with his stock as soon as it has
been remodeled.
Detroit—The Central Products Co.
has been organized to deal in auto-
mobiles, trucks, tractors and airplanes,
with an authorized capital stock of
$10,000, all of which has been sub-
scribed and paid in in cash.
Mulliken—W. J. Lussenden, dealer
in shoes and men’s furnishing goods,
has removed his stock to his new
store building, which is modern in
every detail. He contemplates adding
lines of clothing and women’s cloaks.
Charlotte—Pierce & Co., conduct-
ing a chain of grocery stores at Lan-
sing, East Lansing, Jackson, St.
Johns and other points, have purchas-
ed the grocery stock of George H.
Tubbs & Co. and will continue the
business at the same location.
Ypsilanti—Jack Willoughby, who
for the past few years has been head
clerk in the shoe store of Frank E.
DeWitt & Son, has formed a copart-
nership with his brother Earle, and
purchased the DeWitt shoe stock and
will continue the business under the
style of Willoughby Bros.
Detroit—The Finsterwald Furni-
ture Co. has been organized to con-
duct a wholesale and retail furniture,
fixtures and carpet business, with an
authorized capital stock of $225.000
common and $150,000 preferred, of
which amount $225.000 has been sub-
scribed, $82,500 paid in in cash and
$142,500 in property.
As an indication of the
rapid growth of the banking business
in Detroit, the recent record of the
American State Bank in establishing
branch banks is regarded as _ note-
worthy. In the last sixty days this
institution has opened five new branch
banks, the latest one being located at
Randolph and Macomb streets.
Manufacturing Matters.
Detroit—The Zenith Carburetor Co.
has incteased its capital stock from
$40,000 to $320,000. .
Jackson—The Riverside Machine
Co. has increased its capital stock
from $5,000 to $100,000.
Battle Creek—The Purity Candy
Co. has increased its capital stock
from $10,000 to $20,000.
Centreville—The Dr. Denton Sleep-
ing Garment Mills is building an addi-
tion to its plant at a cost of about
$40,000.
Cedar Springs—The Cedar Springs
Co-Operative Co-Partnership Cream-
ery Association, Ltd. has increased
its capitalization from $9,000 to $15,-
000.
Muskegon—The Maring Wire Co.
has been incorporated with an author-
ized capital stock of $50,000, of which
amount $40,000 has been subscribed
and $30,000 paid in in cash,
Detroit—The Federal Steel Co. has
been incorporated with an authorized
capital stock of $100,000, of which
amount $60,000 has been subscribed
and $10,000 paid in in cash. ,
Detroit—The Union Paint & Chem-
ical Co. has been incorporated with
an authorized capital stock of $5,000,
of which amount $4,800 has been sub-
scribed and $1,500 paid in in cash.
Detroit—The Detroit Carburetor
& Manufacturing Co. has been in-
corporated with an authorized capital
stock of $10,000, all of which has been
subscribed and $1,000 paid in in cash.
Detroit—The Tire-Tool & Machine
Co. has been organized with an au-
thorized capital stock of $10,000, of
which amount $9,970 has been sub-
scribed and paid in, $1,970 in cash and
$8,000 in property.
Detroit—The Douthitt Diaphram
Control Co. has been incorporated
with an authorized capital stock of
$10,000, all of which has been sub-
scribed and paid in, $2,500 in cash
and $7,500 in property.
Detroit—The Eagle Candy Manu-
facturing Co. has been incorporated
with an authorized capital stock of
$50,000, of which amount $26,000 has
been subscribed, $3,000 paid in in cash
and $10,000 in property.
Detroit—The O. L. Lawrence Co.,
Inc., has been organized to manufac-
ture sheet metal. with an authorized
capital stock of $10000 all of which
has been subscribed, $2,090.09 paid in
in cash and $1,909.91 in property.
Manistee—The American Manufac-
turing Co. is removing its plant here
from Wheaton, Ill. The company
manufactures violins and will erect a
modern factory and install new ma-
chinery to the value of about $10,000.
Detroit —Schwerer Incorporated,
has been organized to manufacture
and sell millinery and similar mer-
chandise, with an authorized capital
stock of $15,000, all of which has
been subscribed and paid in in cash.
Detroit — The Denner Tot-Toy
Manufacturing Co. has been organ-
ized to manufacture and sell wood
furniture and toys, etc., with an au-
thorized capital stock of $10000, of
which amount $5,000 has been sub-
scribed and $2,500 paid in in cash.
Saginaw—The Germain Bros. Co.
has been organized to manufacture
and deal in pianos and parts, also in
wood products of all kinds, with an
authorized capital stock of $300,000
common and $125,000 preferred. of
which amount $425,000 has been sub-
scribed and paid in, $94,000 in cash
and $331,000 in property.
July 9, 1919
When You Get That “Tired Feeling.”
If any of us don’t feel like working
—why, we are sick. And we don't
have to be at home and in bed in
order to be sick. It is not normal not
to feel like working. We are sick if
we are short of normal. The remedy
is easy and cheap—cheaper to apply
than not to apply—not only in the
cost but in the final economy of doing
more with less effort and earning
more.
Here is the remedy in one or all
of the four following stipul tions:
1. Don’t eat so much; cut down on
concentrated food, like meat, eggs
and the like, and eat more vegetables,
like cabbage, greens and celery, of
bulk character.
2. Drink at least six glasses of wa-
ter a day, and more in summer.
3. Sleep with the windows up and
without the head covered with the
bedclothes.
4. Walk at least part way to and
from work. Walk fast and breathe
deeply.
The greatest mistake most of us
make is in believing that the more we
eat the more strength we add to our
bodies and minds.
Excess foods of certain types go to
make excess fat, which is the worst
kind of excess baggage. It takes
strength to carry this excess baggage
around that might better be used in
productive effort—working. Some of
us become fatigued in carrying this
excess baggage around, and the result
is that we don’t feel like working.
Most of the indisposition toward
work and that “tired feeling” are the
result of confusing stomach emptiness
with hunger.
The way most of us eat, it would
take about ten days-of fasting to
really get hungry. Fill up the empti-
ness with bulk fruits and vegetables,
and go without a meal or two now
and then by filling up on water.
If any of us don’t feel like working,
it is a good plan to keep on working
and quit eating.
As to what to eat, it is well to fol-
low our own instincts; that is, eat
what we want, or what agrees with
us, but cut down on the quantity ci
concentrated foods.
—_~+~-.—___.
No Bones in His Meat.
For half an hour the working class
audience had listened patiently to the
talented lady who was speaking to
them about economical and nourishing
cookery.
She had talked about eggless pud-
dings and butterless cakes, and now
said with a smile:
“T will tell you about a splendid
soup which can be made for next to
nothing. Take the bones left over
from the Sunday joint—”
At that a man in the middle of the
hall rose to his feet with a disgusted
look on his face and, said to his mate:
“Ere, Bill, get o’ this.”
“What's wrong?” asked the other
in surprise. “Don’t you like soup?”
“Ay, I like soup well enough,” was
the grumbler’s reply, “but how many
bones does she think there are in half
a pound of liver?”
—_>.->——_—_
A lot of people who pray for advice
don’t mean to follow it.
Pre US iii ey Bd
:
{
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‘
July 9, 1919
MICHIGAN TRADESMAN
RY4*> PRODUCE MARKET
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Review of the Produce Market.
Apples—Winesaps, $5 per box;
Transparents, $3.75 per bu.
Asparagus—$1.25 per doz. bunches
for home grown.
Bananas—$7.75 per 100 lbs.
Beets—New command 45c per doz.
Beet Greens—85c per bu.
Butter—The market is steady, quo-
tations on the different grades hav-
ing declined about 1c per pound dur-
ing the last week, there being slightly
heavier receipts due to a large make
in the country. There is a fair de-
mand for all grades of fresh cream-
ery at this time and we look for con-
tinued good trading and not mych
change in the market quotations with-
in the next few days. The quality of
fresh arrivals is showing up very
fancy. Local dealers hold fancy
creamery at 49c in tubs and 5ic in
prints. Jobbers pay 45c for No. 1
dairy in jars and pay 37c for packing
stock.
Cabbage—Louisville, $5.25 per 100
lb. crate; Kankakee, $2.75 per 50 1b.
crate.
Cantaloupes—Imperial Valley stock,
$2.25 for Flats, (12-15); $4.50 for
Ponies, (54); $5.50 for Standards, (45);
Arizona, $2.50 for Flats, $5 for Ponies
and $6 for Standards.
Carrots—25c per doz. for new.
Celery—Home grown, 40c_ per
bunch.
Cherries—Sweet, $3.50 per 16 aft.
crate; sour, $3; California, $2.75 per
box.
Cocoanuts—$1.25 per doz. or $9.50
per sack of 100.
Cucumbers—$1.65 per doz. for No.
1 and $1.40 for No. 2.
Currants—$3.50 per 16 qt. crate for
either white or red.
Eggs—The market is very firm,
strictly fancy eggs being very hard
to get. There is a good demand for
eggs at this time. With a continua-
tion of the hot weather we look for a
continuation of firm and unchanged
conditions. Receipts are moderate
for this time of year. Local jobbers
are paying 40c for fresh, loss off, in-
cluding cases.
Garlick—60c per 1b.
Gooseberries—$3.50 per crate of 16
qts.
Green Onions—20c per dozen.
Green Peas—Telephones, $3 per bu.
Green Peppers—60c per basket for
Florida.
Honey Dew Melons—$3.50 per crate
of either 6 or 8.
Huckleberries—$4.50 per 16 qf.
crate.
Lemons—California, $7.50 for choice
and $8 for fancy.
Lettuce—Home grown head, $3 per
bu.; garden grown leaf, $1 per bu.
Onions—California, $4.50 per crate
for yellow or $7.75 per 100 lb. sack.
Oranges—Late Valencias, $5.50@
6.25; Sunkist Valencias, $6.25@6.75.
Peaches—Florida stock, 6 basket
crate, $3; California Triumphs, $1.65
per crate; Georgia Carmens, $2.75 per
crate.
Pieplant—5c per pound for home
grown.
Pineapples—$5@6 per crate.
Plums—$3.50 per box for California.
Potatoes—Old command 75c_ per
bu.; Virginia Cobblers, $7 per bbl.
Radishes—Home grown, 12@15c
per doz. bunches.
Raspberries—$5 per crate for red;
$4.50 per crate for black.
Spinach—85c per bu.
Tomatoes—Home grown, $1.50 for
7 Ib. basket.
Water Melons—75@90c apiece for
Florida.
Wax Beans—Home
mand $4.25 per bu.
—_~--+ 2 —_—_
To Help the Fur Trade.
Somewhat after the manner of the
Pioneer Hudson’s Bay Company, rep-
resentatives in every State of the
Union, including Alaska, and every
Province of Canada are soon to be
appointed by the Metropolitan Fur
Exchange, Inc., of New York City.
These men will act as central collect-
ing agents for furs to be sold at the
monthly auctions of the exchange, as
well as at its semi-weekly floor sales.
grown com-
Each of these representatives will
keep in close touch with his territory
and, as most of their work will be
done among farmers and trappers of
the outlying districts, it is expected
by officials of the exchange that many
of the agents will in time come to
assume a position somewhat like the
Factors of Canadian Northwest fame.
These agents will co-operate with the
twenty-nine foreign representatives
of the exchange in helping the move-
ment to make this city the fur center
of the world.
——__.+<+-———_
What’s In a Name?
“Your daughter,” said Mrs. Old-
castle, after being conducted through
the newly-furnished wing of the mag-
nificent palace occupied by the new-
rich Bullingtons, “has such a splendid
vocabulary.”
‘Do you think so?” her hostess re-
plied. “Josiah wanted to get her one
of them escritoires, but I made up my
mind right at the start that a vocabu-
lary would look better in a room fur-
nished like hers, even if it don’t cost
quite so much.”
——_2--2—___
A man may “get by” with a few
shady deals, but he is liable to find
that he cannot “come back.”
The Grocery Market.
Sugar—Refiners still continue melt-
ing to full capacity with the distribu-
tion heavy. There has been no real
“shortage” of sugar, the present acute
situation being brought about by the
effort on the part of consumers to
purchase, in addition to present sup-
plies, sugar to cover future require-
ments. Months ago the Sugar Equal-
ization Board and practically all re-
finers urged manufacturers, wholesal-
ers and consumers generally to an-
ticipate future requirements and to
stock up. Refiners at that time had
millions of dollars tied up in stocks
of refined sugar, a large portion of
which was for Royal Commission
and other Allies, but could not be
shipped, owing to the lack of tonnage,
This sugar was offered to the domes-
tic trade at that time, but few if any
took advantage of the offer to buy
ahead and avoid possible shipping de-
lays. Now there is a scramble for
sugar with refiners sold out two
months ahead in most instances, al-
though it was reported last Thursday
that the Federal took a very moder-
ate business for July shipment. Some
sections of the country are said to
feel the acute situation more than in
others, owing possibly to railroad
shipping delays, but sugar is going
forward in large volume and with a
practical embargo for thirty days on
exports, it is believed that the general
situation will rapidly improve from
now on.
Tea—The market has been very
quiet during the past week. Some
new Japans are being shown, but they
are not very good quality and the
trade have not been much interested.
Still such sales as were made brought
high prices. The price list generally
of teas shows practically no change
for the week.
Coffee—Business has been quiet
during the past week. The market
has been a trifle easier and No. 4
Santos has ruled from 4@%c cheaper
than the week before. Rio 7s were
also a shade off. Milds continue firm
with no material change for the week.
Coffee is, of course, still very high
and comparatively firm, although the
feeling is not as strong at the moment
as it has been.
Canned Fruits—Some of the reserve
Government pineapple was sold dur-
ing the week it is said at a flat price
of $5. There were about 75,000 cases
altogether. Canned fruits show no
change, the market still being very
firm, prices constantly tending higher.
Prices on the new pack are expected
shortly.
Canned Vegetables—Tomatoes con-
tinue about unchanged, largely on ac-
count of reports of a short season.
Some futures have been sold during
the week, following these reports.
There are only a few packers in the
market who sold future tomatoes, and
strangely enough, some of those are
willing to shade prices a little. Spot
tomatoes are dull. Fancy peas are
very scarce and are commanding a
high price. There are very few sell-
ers. Everybody expecting deliveries
of fancy Alaskas from the West to
be very short: Corn unchanged and
firm. The remainder of the list un-
changed and in very moderate de-
mand.
Canned Fish—Domestic sardines are
perhaps a trifle more active, but the
general situation is more depressing.
Big packers have not yet started up,
but will do so within a week. Every-
body is talking an advance owing to
As to
show no. particular
Considerable
of the Government salmon has been
resold and absorbed.
Corn Syrup—There has been a
steady demand for some time and the
market remains firm.
Molasses—Prices continue to rule
steady. Trading of late has been
routine.
Sugar Syrups—There is an absence
of new developments. With supplies
small the market remains firm.
Cheese—The market is very firm,
quotations slightly higher than prev-
ious quotations, due to an increase in
the demand. Receipts are normal and
the quality is very good. We look
for continued firm quotations on
cheese.
Provisions—The market on smoked
meats has been very firm this week,
due to moderate supply and heavy
holiday demand. There will probably
be no material change in quotations
during the next few days. The mar-
ket on pure lard is firm and unchang-
ed, with quotations the same as last
week, There is a fair supply and a
good demand. The market on lard
substitute is very firm, quotations
having advanced ic per pound. There
is a fair supply at this writing, with
a good active demand. The market
on barreled pork is steady to firm with
an active demand. There is a mod-
erate supply and somewhat heavy ex-
port demand. The market on dried
beef is very firm. there being a very
light supply at this time. There is
a very heavy demand, causing a
shortage and a sharp increase in the
quotations. The market on canned
meats is steady to firm, with a good
demand and a moderate supply.
Salt Fish—Mackerel is very quiet
at comparatively easy prices. They
are catching new Cape Shores, but
in very small quantities compared
with last year. General trade in
mackerel is very dull.
Bill Wallace, the well-known dry
eoods salesman of Traverse City, is
in town to-day on his way home from
France, where he has been for the
past eighteen months. Mr. Wallace
has not grown in stature during his
absence, but he is as rugged as an
oak tree and brown from exposure
and outdoor work. Mr. Wallace has
no definite plans as yet for the future,
but will, in all probability, soon be
on the road with a dry goods line.
the high cost of production.
salmon, prices
change for the week.
acer ereeocatlipe-reliinnaelpeeen eer
Dan C. Steketee, manager of the
wholesale department of Paul Steke-
tee & Sons, is expected home from
New York to-day or to-morrow.
—_——_>+>—___
E. H. Simmons, grocer at 463 Col-
lege avenue. has sold his stock to
G. E. Bigelow, who has taken pos-
session.
—_—__..2
Labor saving devices are invented
by the hardest-working men.
1 cat eR TORE a
Speed the War on the Cigarette.
Ann Arbor, July 8—The cigarette,
cigar, pipe and quid are alike to me.
One can make himself exceedingly
offensive with any one of them if he
chooses. We doubt if one-tenth of
the grocers who sell tobacco abide
by the law forbidding the sale of to-
bacco to minors. Of one thing, how-
ever, we feel confident, and that is,
that any one who sells that which he
knows is used only for injury to his
fellows loves money more than he
loves mankind or else he is too cow-
ardly to break away from a wrong
custom.
Tobacco was made to kill—it is an
insecticide of value. Used by humans
it kills or deadens conscience, kind-
ness, honor, everything good, because
its effect upon the spiritual nature is
worse than upon the physical man.
Tobacco is a land robber, it takes
as much fertilizer to grow one acre
of tobacco as ten acres of ordinary
food crops. It is easy to tell why land
in the Southern states is poor and the
people leave it to earn a living in the
cities.
The clean soldier who never used
tobacco or liquor did not fall exhaust-
ed by the wayside because deprived
of his accustomed stimulant, as did
the tobacco user. Influenza and pneu-
monia hit hard tobacco users. Vacci-
nations also made them sick, whereas
the clean soldier felt only a slight dis-
turbance physically. Better a hun-
dred-fold to have given soldiers in
training anti-nicotine treatment for a
few weeks and cured them of the habit
than the humiliation of K. of C. and
Y. M. C. A. workers passing out cigar-
ettes and tobacco to soldiers.
Tobacco manufacturers plotted to
fasten the tobacco habit on as many
soldiers as possible for the benefit of
their business after the war, and many
zood people fell for the game by con-
tributing money to buy tobacco.
Whether whisky or tobacco is
worse we never could decide. The
longer one goes without liquor, the
less he cares for it, but the excessive
user of tobacco becomes almost in-
sane if forced to go a day or two
without his pipe, cigar or quid. Which
is worse?
No one need worry that the fanatics
will prohibit the use of tobacco as a
next step after liquor prohibition.
Our laws, to be of value, must have
popular sentiment behind them, and
that can come onlv through educa-
tion. as alwavs in the past. The use
of tobacco will no doubt increase until
it becomes too great a menace or
nuisance to be longer tolerated—then
it must go. E. E. Whitney.
—_2.2+2>—____
Utter Failure of Government Owner-
ship.
The theory of Government control
or ownership of public utilities is
highly alluring. There was a time
when I heartily favored it, but my
regard for it is growing beautifully
less. We have seen it tried, and see-
ing things is radically different from
theorizing about them. Of course,
this trial of Government control of
railroads came in war times, and per-
haps the test was not exactly fair;
but the control was far more absolute
and complete than it would have been
in times of peace. The Government
could do and did exactly what it
pleased. Its power was autocratic
and the result was overwhelming
failure. ~The whole problem swings
around the matter of men. The right
men under Government control could
take the railroads and make them
marvellously efficient. But politicians
are not the right men, for business is
the one thing they least understand
A good business man could success-
fully run the Government, but the
MICHIGAN TRADESMAN
best politician that ever set up the
drinks could not run a railroad.
The management of express coin-
panies under the old regime was bad
enough, but under Government con-
trol it has been infinitely worse. Be-
fore the change, if you forwarded a
package that got lost on the way, the
companies reimbursed you in
where from six to eight months, and
it was unnecessary, in most cases, to
write more than a dozen letters or
register more than a like number of
kicks. But now, when things are
lost, there seems to be little hope of
getting a settlement in time for your
immediate heirs to enjoy it. In May,
1918, I sent a valuable book by ex-
Chicago. I got a receipt
from the local agent, and the ship-
ment was correctly entered upon the
local records. There is no question
that I delivered the book for trans-
portation, but the book, up to this
day, has never reached Chicago. Its
whereabouts is as deep a mystery as
the present location of the Lost
Tribes of Israel.
It would seem to the average man
that it would be a very simple matter
to settle a matter like this, but for
more than a year I have been unable
to get a twitter, peep or grunt from
the official gentlemen who govern us
for a consideration. I have delivered
my receipt, filed claims, written letters
and registered indignant protests un-
til hope for reimbursement for the
loss is gone. Nobody, outside of me,
seems to care so much as a decimal
damn about the book, and naturally,
I do not care so much as a decimal
damn about the theory of Govern-
ment control. It is better to wait six
or eight months for an adjustment
under private ownership than to wait
eons under the present methods of
running express Here-
after set me down as a believer in in-
dividuality and _ private
rather than dilatory co-operation and
political public control. Business men
should run the business~of the coun-
try, and if politicians cannot be oblit-
erated, confine them to politics.
Frank Stowell.
any-
press to
companies.
ownership
—————
Political Part'es and Primary Laws.
Written for the Tradesman.
Have not the American people pro-
gressed far enough to adopt
better method of electing officers and
representatives than by the means of
political parties?
Just so long as we have parties, the
will of the people will at times be
defeated, ignored, overridden.
Sooner or later a_ political party
which has a large majority and holds
all the offices will become controlled
by unprincipled leaders, and men un-
worthy of office will be elected. The
primary laws are defective in this,
that they discourage independent vot-
ing. In order to be entitled to vote
at primary elections, one must reg-
ister as a member of a political party.
At the regular election he may vote
for whom he chooses on any ticket,
but on no ticket may he find the man
best qualified for the position.
Another bad feature of the primary
method is that a candidate must an-
nounce his candidacy. The worst men
may seek office and secure the re-
some
quisite number of petitioners, while
the best men could only be induced to
become candidates by a representative
convention vote.
We hope some time that candidates’
names for each office will be grouped
together, and whether one or a dozen
candidates for the office, the one
who receives the most votes shall be
declared elected. E. E. Whitney.
oe
Money will buy practically every-
thing, except a few details like health,
happiness and self-respect.
’
July 9, 1919
Merchants to Hold Picnic at Lowell.
The annual picnic of the Merchants’
Mutual Benefit Association will be
held at Lowell, Thursday, July 24. A
picnic dinner will be served at 12:30,
followed by a program of music and
good speaking. After the program
the regular business meeting of the
Association will be held.
All business and professional men
and their families and friends of the
surrounding towns are cordially in-
vited to attend.
90% of
PRICES room.
Model Four
Candler
For Electric Light
Use, $5
Models Seven
and Eight
Equipoed for
Batteries, $7
Model Three
Equipped for
Coal Oil
Lamp, $7
W.B.ALLGOOD,
CHIEF CLERK
1.T. QUINN,
ASSISTANT CLERK.
J.M.MOORE,M.S.,
FOOD,DRUG & FEED CLERK.
F.O.HOOTON,
MARKETS CLERK
Gtant Daylight Candler Co.,
Chicago, Til.
Gentlemen: -
Address
Copy to
Sims & Sauer,
Mobile, Alae
at shipping points are
candled with the Grant
|Da-Lite Egg Candler.
Do not get soae crude candling device
for which you have to build a dark
The Grant Da-Lite kg¢
Candler costs less than the cost of
constructing a dark room for any other
form of candling device, and it is more
convenient, reliable and time saving.
Here is a letter which shows how the
Grant Da-Lite Egg Candler is
regarded officially:
STATE OF ALABAMA
AGRICULTURE AND INDUSTRIES DEPARTMENT
M.C.ALLGOOD,commM!SSIONER
We are in receipt of a tober from Sims & Sauer
asking us to give them the name of a firm whose egg candling
machine we think best. we are advising them that the candler
manufactured by you is the standard commercial candler being
used throughout the country, and are advising them that you
will send them cuts of your candler No.7, with dry batteries
We would thank you to let these people hear from you as they
are anxious to secure a good candler at an early date.
all eggs candled
MONTGOMERY,
May 24,1919.
Yours very truly,
Supervisor of Division..
Per MRD
Send $1.00 for the Grant Egg Candling Chart, 19x25,
showing 12 different eggs in the exact colors.
208 N. Wells St.
Send your order for the Candler to your nearest distributor.
no distributor in your territory, send your order direct to
GRANT MANUFACTORING CO.
If there is
CHICAGO, ILL.
PORTRAIT
July 9, 1919
REACTIONARY OPTIMISM.
“Safety first’ is all right in its way,
but it has not worked out altogether
satisfactorily for the wholesale grocer
this year. Moved by an optimistic
belief that prices would be lower,
money tight and that there was dan-
ger of Uncle Sam letting go of large
surplus stocks of foodstuffs, grocers
generally deferred buying and let the
producer “hold the bag.” The result
has turned out badly.
First it was with canned goods. Na
grocer wanted to place future orders,
and the canner played the same game.
In the end, it turned out that prices
of raw canning stock were higher than
usual and could not be brought down,
and in the eleventh hour a compara-
tive shortage of canned goods loomed
large on the horizon, so threatening
as to change the plaint of the grocer
from coaxing the Government not to
sell its surplus to a clamor that some
of it be allowed to trickle judiciously
into trade channels for civilian needs.
Same way with sugar. No one car-
ed to take chances with sugar. The
retailer let the jobber hold the bag
and the jobber “passed the buck” to
the refiner. The latter “played safe”
by keeping his stocks of refined close,
lest something might happen with
sugars from unexpected foreign
sources, or the Central European rid-
dle might turn out differently from
what everyone guessed, meanwhile de-
voting their attention to refining for
foreign account and shipment. When,
however, the housewife sapped the
available domestic accumulations, the
grocer discovered that he had made
MiCHiGAN TRADESMAN
a mistake, and an excitable rush to
the refiners and the Sugar Equaliza-
tion Board for relief became neces-
sary.
And so, all along the line, the policy
of “safety first,” occasionally used
in pre-war days but especially acquir-
ed and practiced during the war, has
proved inadequate for the reactionary
optimism of the consuming public.
Happily, it is only an emergency, and
with the return of normal psycholog-
ical motives among people at large,
will probably adjust itself.
RL I
MAGNANIMOUS TERMS.
No American should ever use the
words “severe terms” when speaking
of the conditions imposed upon Ger-
many by the peace treaty.. So doing
is to give assent to what is absolutely
false; to admit that Germany has
some cause for complaint; to concede
that she is entitled to some degree of
sympathy.
Truly they are magnanimous terms
—an exhibition of mercy unparalleled
—as between nations, and which a
conquered enemy heretofore never
could expect, least of all one so des-
perately guilty. The peace terms evi-
dence a hope that Germans can ulti-
mately develop from beasts into hu-
man beings and that some time the
kindness and mercy of their con-
querors may find some_ responsive
chord in the hearts of a considerable
of their number.
Let it be proven beyond question;
let it be recorded in history for all
time that America began feeding a
defeated foe while some of her own
soldiers abroad were meagerly and
meanly fed, and before supplies reach-
ed the sufferers—like Armenia and
Serbia—whose lands Germany had
devastated. Immediately Germany
began to receive help to overcome the
conditions which she alone had
brought upon herself. Tens of
thousands of nearest of kin to Amer-
ican soldiers murdered by Germany
have put aside their claims for jus-
tice, asking not for vindictive meas-
ures or retribution, leaving their cause
to Him whose promises never fail
and who has said:
mine; I will repay.”
In time to come Germany will re-
alize what the bruitish people of that
country are now utterly unable to
comprehend—that she alone has
brought all her trouble upon herself.
American citizens of German de-
scent who desire to resume communi-
cation with their savage relatives in
Germany can prove their loyalty and
be helpful to all concerned if they
will assure their relatives that their
present lot is tolerable and their fu-
ture hopeful only because of the
Allies’ leniency and help.
“Vengeance is
The figure of 1,300,000, which is the
official estimate of the number of
aliens who are planning to return to
Europe, calls for two reservations be-
fore we can fairly iudge of the per-
manent after-war drain on our popula-
tion. In the first place no time limit
is specified within which the departure
of the 1,300,000 is expected to take
place. If the exodus is to stretch over
two years instead of one, the situation
changes radically.
have expressed an intention of re-
Many aliens may
?
turning without formulating definite
plans. whole number
specified were ready to go at once
the question of shipping remains, It
is doubtful whether enough bottoms
w ll be available to transport such an
army in a single year. The second
factor to take into account is that
there has always been a large annual
emigration. In the fiscal years 1913
and 1914 the annual emigration was
Even if the
well over 300.000 or about one-fourth
of the aliens admitted. The return‘ng
aliens to-day represent, of course. the
accumulat on of four years of war,
and the incentive is stronger than ever
before. Immigrants are flocking back
in order to get into touch with rela-
tives estranged for nearly five years.
Whether they will remain in their
home countries is another question.
On the other hand there is no such
doubt concerning the wealth which
they will away with them,
although here, too, the amount has
been exaggerated. The money that
will be taken out of the country also
represents the accumulation of five
years.
carry
Why not fence off Mexico—keep
the bandits in a sort of game pre-
serve? ask the military officials of
the Southern Department. A m'litary
road paralleling the border, augment-
ed by a wire fence, has been recom-
mended and is receiving serious con-
sideration in Texas, despite the fact
that it would cost about $12,000,000.
It is impossible to keep enough trocps
on patrol to protect the whole border,
and where wire fencing has heen used
in Arizona it has had good results.
. | What the Sales Record Shows
| is a pretty good index of popular favor. Judging from
this angle, Grape-Nuts is a big favorite of the Ameri- |
can people; and year after year the demand increases.
Grape-Nuts
with its high food quality always maintained, has
a still brighter outlook ahead. Ai little attention
to store display, and selling helps, yield added
returns to grocers. :
Seen 7 Good Profit Sale Guaranteed
: Postum Cereal Company, Battle Creek, Mich. 5
ASEAN
A Compound made of Wheat,
Bariey, Salt and Yeast,
Postum Cereal C,
i
Tate Cs mua OPA
A FOOD
SORES ene tate dems or ace
=cOnomy- ere
THREE YARDS FOR A DOLLAR.
An advance of 2% cents a yard in
Fruit muslins, announced to become
effective Monday morning, restores
the war time price of 30 cents a yard.
It was the price decline of this stan-
dard cloth early in the year, followed
by very moderate sales, that precip-
itated the sharp decline in many cot-
ton goods and led to a sound restora-
tion of trading fundamentals. With
the price back again at a very high
level, it will be profitabe to consider
just what the new value means.
There have been times when this
muslin could be bought at four yards
for 25 cents, and three yards for 25
cents was a common retail sale figure.
At the new price, the retailer can
barely offer the goods at three yards
for a dollar! What is true of this
cloth is true in greater or less degree
of hundreds of others in bleached cot-
tons, brown goods, tickings, denims,
prints, percales, ginghams, plaids,
cheviots, etc. These prices are going
to be reflected ultimately in the prices
asked for made up goods, of which
so many are now sold. They may be
hidden for a time, and will not appear
to those who do not use their own
needles in home work. But the price
is there, all the time.
The question every merchant asks
is to what extent will consumption be
contracted by the high prices. The
answer will not be given accurately
for several months. The production
of goods is below capacity, measured
by past performances, because of the
shorter working hours and the lack-
adaisical attitude of labor. Something
more than high wages must enter
into the problem of production to
stimulate it and to cheapen the mass
products of clothing for the con-
sumer.
The merchandising problem is far
more serious than it now appears to
be. It is so serious that many of
those who were bullishly inclined
three months ago have become very
conservative. They now propose to
sell, and repent if they have to. They
are convinced that goods may be
scarce, that prices may be very much
higher, that the demand for the long
future may be far greater than it is
to-day. Nevertheless, they can see
that the rapid rise has brought wide
margins of profit at the primary end
of trade, and while they may become
wider in consequence of the insistence
of buyers for more goods, they know
that merchandise values are volatile
at best and that provision must be
made for sharp contractions the high-
er prices move.
The common barometers of busi-
ness seem favorable. Failures have
been very few, collections are good in
most instances, crop prospects in the
food line are excellent and employ-
ment can be had by those who want
to work at something for the best
wage the country ever saw. Many
consumers continue their purchases
without a thought of the prices that
are asked. It is the common exper-
ience of merchants that ‘f ‘you have
what the trade wants any price will
~be paid.
In a time of inflation, whether it be
MICHIGAN TRADESMAN
from sentiment because war is ended
or because currency has become the
most plentiful and cheapest thing in
the world to talk about, the abnormal
becomes normal, and it is in such
times that merchants, like others, lose
their heads and forego immediate
profits for the still greater profits
they count upon.
Whether it is in clothing or in
foods, or in other things, abundance
is the true foundation of prosperity,
and at this time high prices ought to
tell any prudent merchant that abun-
dance does not exist in merchandise.
eR
ee
There used to be a time when the
word “expert” was used as a term
of honor and commendation, but to-
day it has become almost outlawed
through abuse. The poor word has
been overworked, and, not belonging
to a labor union, it has gone into an
early decline simply because it failed
to get time-and-a-half for night work
and double wages on Sundays and
holidays. In merchandising the term
“expert” is no longer found in the
trade lexicon. We have come to see
that common sense, persistency and
square dealing are separate and dis-
tinct from expertness and that they
alone are all the attributes that enter
into the formula of the man who
succeeds through advertising. It is
only a day or two, seemingly, since
every little fly-up-the-creek who es-
sayed to write advertising classed
himself as an “expert,” but the only
expert thing he ever did was to make
an adevrtiser here and there believe
he was an “expert.” That is to say,
he was temporarily expert in convey-
ing a false impression, and falsity of
any sort doesn’t last. Advertising is
now planned and carried out by the
dictates of horse sense, and when it
falls down, as is frequently the case,
the responsibility falls upon man’s
fallibility. Failure. the highest philos-
ophy teaches, is the natural outcome
of most human undertakings, while
success is the exception, so that the
services of the old-time “expert” are
not needed to register a failure. We
can reach the same end by ourselves.
ee inn
HANG OUR HEADS IN SHAME.
An organization of Grand Rapids
people have extended an invitation
to the escaped criminal who masque-
rades as “President of the Irish Re-
public” to visit Grand Rapids as their
guest.
We deeply regret that any set of
men who enjoy the blessings of liberty
and the freedom of American institu-
tions should so far forget their Amer-
icanism as to be parties to an act so
unfriendly to a friendly nation—a na-
tion whose navy saved this country
from invasion by Germany at a time
when the beasts of Prussia could have
easily repeated their record in Bel-
gium and France on Boston, New
York and Philadelphia. Men who are
guilty of such an act will live to hang
their heads in shame for giving coun-
tenance, encouragement and support
to the gang of cheap assassins who
call themselves Sinn Feiners, but who
are in reality traitors to their own
country and cohorts of the Kaiser,
Hindenberg and Von Tirpitz.
THE JUNKERS ARE IN POWER.
The German government has prom-
ised to surrender the Kaiser and the
authors of atrocities. The League of
German Men and Women for the
Protection of the Freedom and life
of William II. will have none of this.
It will protect the Kaiser and “the
brave U-boat commanders who gam-
bled their lives in steel coffins for the
Fatherland.” Being Germans, they
are sincere in their solicitude for the
safety of the murderers of women
and children; to the German mind the
murder of non-German women and
children is no crime, cannot even
seem a crime to non-Germans; the
only conceivable reason why the Al-
lies want the U-boat commanders
given up for punishment is that these
men by unlawful means almost won
the war. But it is not a question of
motive: it is a question of fact; and
the fact is that after the German gov-
ernment has promised to give up of-
fenders this league promises to build
around the Kaiser and his submarine
commanders “a wall of bodies” to
protect them against their enemies.
Officers of the General Staff resign,
but say they will withhold their resig-
nations if the government accedes to
the wishes of the General Staff against
its own word and refuses to give up
the Kaiser. Two thousand men have
offered themselves as a bodyguard to
General von Deimling in case the AI-
lies demand his surrender for trial.
The government has promised, the
Junkers say they will annul the prom-
ise. What answer will be given to
them by this government which is 30
valorous against rioters on the streets
of Berlin, but seems so careless of
insults and disobedience from Hoff-
mann and his like? If the Crown
Prince or some other leader should
eather the forces of reaction in an
actual attempt to overthrow the re-
publican government, they would
probably be beaten; but they do not
need to overthrow it; they are at this
very moment defying it, disregarding
it. announcing to the world that they
will not let it keep its word. There
seems to be no need for Junker revo-
lution; the Junkers are in power al-
ready.
Cee eet NEEL
READS LIKE A ROMANCE.
English-born, Anna Shaw came into
the wilderness in Mecosta county so
early that she justly called herself a
pioneer. She followed her ambition
to preach against opposition that
amounted to persecution. She work-
ed her way partly through Albion
College, and then—almost starving at
first—through Boston University. A
little pastorate on Cape Cod gave her
so much comfort that she feared she
was getting into a rut and used her
spare time getting a medical educa-
tion and lecturing. Contact with
Mary A. Livermore, Lucy Stone, Julia
Ward Howe and others fighting for
suffrage, temperance, and education,
with the renewed fear that “I was
taking life to easily.” led her after
1885 to give all her time to the plat-
form and suffrage organization. For
the twenty years following she and
Susan B. Anthony were seldom apart,
and they, with Lucy Stone and Eliza-
July 9, 1919
beth Cady Stanton, were the prin-
cipal leaders of the suffrage move-
ment. In her autobiography she tells
how she and Miss Anthony campaign-
ed in Kansas in the eighties and in
Colorado, South Dakota, and other
states to the Pacific in the nineties;
how the suffrage “stream” broadened
steadily; and how in 1904 she suc-
ceeded Mrs. Catt as head of the Na-
tional Association. No one played
a larger part in the movement that
before her death she saw nearing final
victory.
The determination and pluck of Dr.
Shaw were exemplified throughout
her life, and her statesmanlike ca-
pacities after she had reached posi-
tions of executive character. She was
like other women leaders in her de-
voted enthusiasm. She has told how
Miss Willard was so enwrapped in
her work that “she never rested, rare-
ly seemed to sleep and had to be re-
minded at the table that she was there
for the purpose of eating;” and how
Susan B. Anthony was similarly in-
attentive to heat, cold, privation or
fatigue—ready to sit up all night be-
tween two hard days’ work to discuss
her plans. Dr. Shaw had what she
modestly called a like superabundance
of energy. But memorable among
her traits were her evenness of tem-
per and calm sense of humor. She
had no “temperamental” qualities. She
enjoyed recalling how in preaching
an early sermon she asked if the
Ethiopian could “change his spots or
the leopard his skin,” and had pres-
ence of mind to keep calmly on; how
on a lecture tour she was advertised
in a town as the woman who had
whistled before Qiieen Victoria, who
would speak on “The Missing Link”
—and to satisfy the committee had
to refer to suffrage as the missing
link in our Government; how her
cordial thanks to a Stanford professor
for his suffrage advocacy was herald-
ed in sensational papers as her dis-
covery of an ideal man, and enabled
the professor to earn $30,000 as lec-
turer. Such good humor had its part
in her success.
ED
The trouble with most young men
is that they are not half committed
to their career. They are too easily
detached from their life work by dis-
couragement or outside influence. A
man never amounts to much until he
has a life aim, until he burns all bridges
behind him and commits himself, ab-
solutely without reservation, to his
work.
——
Business to-day is a science and
calls for training, concentration,
study and progress. Successful busi-
ness is not a matter of haphazard
methods and random results. It is
the definite working out of cause and
effect.
a
Every time you send a good idea
to your trade paper editor, you help
make the paper better for the other
readers and they will be encouraged
to help make it better for you.
The present is not a good time to
try to get along without doing any
advertising. When business is hard
to get, do more advertising rather
than less.
: ———— ia
CRETE RAIN PET ENE t
a
a
eA RENTS ROSIN
July 9, 1919
MICHIGAN TRADESMAN 9
ZREVI
7
“ai, 2
rrr -
Michigan Retall Shoe Dealers’ Associa-
tion.
President—J. BE. Wilson, Detroit.
Vice-Presidents — Harry Woodworth,
iansing; James H. Fox, Grand Rapids;
Charles Webber, Kalamazoo; A. E. Kel-
logg, Traverse City.
Secretary-Treasurer—C. JS. Paige, Sag-
inaw.
The Search for Leather Substitutes.
Written for the Tradesman.
The present high prices of shoes
and all other leather products will un-
doubtedly add new point and zest to
the traditional search for suitable
leather substitutes.
If leather prices even remain sta-
tionary at their present high level—-
which is perhaps as hopeful a condi-
tion as we can hope for—the popular
demand for non-leather shoes is going
to increase; but if there are still furth-
er advances—and these are frankly
predicted by the best informed author-
ities on leather—then it is a foregone
conclusion that we must resort to
leather substitutes on a far wider
scale than they are used at present in
the creation of popular-priced foot-
wear.
It is not exaggeration to say that
even now a very large percentage of
the people of this country are active-
ly in the market for some relatively
inexpensive products in the way of
shoes—especially shoes for work and
heavy wear; and when the stocks of
shoes now in the hands of jobbers or
in the in-stock departments of shoe
manufacturers are ultimately bought
and marked by retailers, the econom-
ically-inclined customer is going to
set a painful shock; and the first ques-
tion many of them are going to ask
is. “Haven’t you got something
cheaper?”
To meet the popular demand for
something bordering on reasonable-
ness in the cost of footwear, it must
be evident to all that the popular-
priced shoe of the near future must be
made largely of leather substitutes.
3ut what shall be used, that is the
question.
The work shoe must have a certain
amount of solidity, and it must contain
a certain amount of service-value. In
other words it must contain a certain
fairly fixed minimum of wear; other-
wise it is not a profitable investment.
It may be lacking in certain elements
of style, and at the same time get by;
but it must stand up under hard wear.
It doesn’t have to be a light, airy,
eraceful shoe; as a matter of fact it
isn’t supposed to be built on these
lines at all; but, by hypothesis, it must
be a good rough-wear shoe. And it
must be made to sell at a reasonable
price, and a fairly reasonable price
for a service-shoe to-day would, I
should say, be from three and a half
to five dollars. :
But a good all-leather welt shoe of
standard value for hard-wear purposes
cannot be now built to retail for that
price. Substitutes must be used. But
what? Will it be fabric, a rubber or
composite product, or some kind of
an artificial leather—something that
looks like leather, has something of
the flexibility and tensile strength of
leather, and something that will meet
the requirements of hard service with-
out disappointing the wearer?
Hitherto the strain on the sole
leather supplies has been more critical
than that on upper leather stocks; but
the standard fiber sole commodities
now familiar to the trade by name
and repute have seemed to meet the
requirements of a satisfactory sole
leather substitute; so we may say that
one major problem in the production
of a satisfactory non-leather shoe has
been solved. And perhaps it was due
to the fact that our chemists, inven-
tors, and manufacturers have long
been concentrating on the production
of a practical sole leather substitute
rather than practical substitutes for
upper leathers that this notable pro-
gress has been made.
But whatever the cause, anyhow the
time has now come when some mater-
ial other than leather is urgently re-
quired for the uppers of shoes—espec-
ially of the types of footwear above
indicated. Having produced a per-
fectly satisfactory fiber sole—a com-
modity lasting as long (if not longer
than leather), and supplying as much
each, comfort, and foot-protection, the
time is now ripe for American genius
to turn its attention to the production
of some material or materials for the
upper part of the shoe. That Ameri-
can genius will be equal to the emer-
gency the writer firmly believes.
Mill'ons of yards of “artificial leath-
er” are being sold to automobile man-
ufacturers for auto tops, and this ma-
terial is both cheaper and better ‘in
many ways) than ‘leather.
One of the large ammunition plants
of this country (the DuPont Powder
Company) makes an artificial leather
which is ideal far this purpose. The
writer heard a representative of this
Company, in an address before a re-
tail shoe dealers’ convention a year or
two ago, sav that his concern was
honing to perfect a satisfactory sub-
stitute for upper leather. But this
statement was made prior to our en-
trance into the war: and it is likely
that the heavv demand for munitions
and war supplies diverted their atten-
tion to some extent from this by-
product
It would be interesting to know
what experiments are now being made
by this and other American concerns
to find a solution of this vexatious
‘
What style of
Tennis
do you need?
Without doubt we have it.
In Hood Tennis are all good selling styles.
In our stock are all styles of Hood Tennis.
Keep in touch with Michigan’s
Largest Rubber Dealers.
This is the big tennis month.
Keep ready.
Grand RapidsShoe ®Rubber®
The Michigan People Grand Rapids
Don’t Govern Yourself
By Last Year’s Sales or
Any Other Year
This is an unusual year. There
will be more white low shoes |
sold in July and August this
year than any other two years.
Don’t forget when the women
started wearing low shoes. They are
going to wear then just as late.
See our ad in last week’s Trades-
man. Our stock is more complete
today and more coming.
Hirth-Krause Company
Tanners and Shoe Manufacturers
Grand Rapids - - Michigan
Stee ne eee
ee eee ceepeanan ae maga comin samaenaniine
10
ee eae caren made agains
ee tn a akan ennmnene os
MICHIGAN TRADESMAN
July 9, 1919
problem—the problem of a suitable
upper leather substitute; but such
concerns do not publish this informa-
tion in advance. They go ahead mak-
ing their experiments and perfecting
their products until the time is ripe to
put them on the market. But un-
doubtedly much is now being done
to find a satisfactory material which
can be used instead of leather in shoe
uppers.
Tf this product could be put upon
the market within the next few
months it would offer a much-needed
relief to present leather prices. It
would soive a difficult problem now
faced by the American shoe industry.
It would also afford a lot of relief to
many people in this country whose
financial circumstances are more or
less embarrassed by the exorbitant
price of footwear.
While on the subject of leather sub-
stitutes, the writer may also suggest
that some sort of restriction ought to
be put upon the manufacturers of
bags, trunks, and leather goods spec-
ialties of many k'nds. These people
are in part responsible for the present
high prices of leather in all the leath-
er markets of the world. And it is un-
doubtedly true that Jeather is used in
the manufacture of commodities that
might just as well be made of Jeather
substitutes already perfected and
eas‘ly available. The popular demand
for leather novelties and leather ac-
cessories of a thousand sorts is fool-
ish, one may sav; but it is the manu-
facturers of such commodities who
are chiefly responsible for creating
this unwise nonular demand. The
peonle couldn’t buy them if thev
hadn’t been made and advertised and
temntinoly displaved before the pub-
lic. If the averase consumer could
know that the more novelties and ac-
cessor‘es in leather he brvs. the more
he must pav for his shoes of leather,
he wonld prohahbly he willine to take
substitutes in other lines provided he
could have the real thine in his shoes.
Cid McKay.
_ ee OO
Growing Market for Rubber Heels.
The rapid strides made in the use
of rubber heels during the last few
years is generally regarded as remark-
able. Analysis of the situation de-
velops that the most remarkable part
is not so much the rapid growth of
the industry, but that while the in-
dustry was growing so rapidly in the
repair shops comparatively little at-
tention was paid to the almost un-
mistakable signs of the preference on
the part of many persons for rubber
heels upon shoes when buying them.
This is indicated by the fact that
while last year close to seventy-five
million pairs of trade-mark heels were
sold in the United States, not more
than five million of the entire seventy-
five were applied to new shoes—at
the shoe manufacturer has reasoned
wisely that if millions of people show
a decided preference for a rubber heel
when buying a heel as a_ separate
article, it would be good business to
furnish such a heel as original equip-
ment upon new shoes thus giving
them, with no extra charge, exactly
what they desire.
Manufacturers who have seen the
value of this have profited largely, and
one of the first to market rubber
heeled shoes upon this basis is now
making 85 per cent. of all his shoes
with them.
Having come to this decision re-
garding the merits of rubber heels
upon new shoes, by tremendous
strides manufacturers have in the last
year practically overtaken the repair
trade in their ability to supply cus-
tomers with what they desire, so that
the rubber heel industry which dur-
ing the last two decades has grown
steadily in the repair trade, has at-
tained a place of prime importance in
the shoe industry.
Shoe manufacturers, however, will
not overlook the fact that there is still
a tremendous unsatisfied demand for
new shoes with rubber heels. The
business upon rubber heels to the re-
pair trade will this year exceed seven-
ty-five million pairs, and to cater to
the desires of the consumer to the
same extent a tremendous quantity of
heels will be used by the shoe manu-
facturers.
It should not be overlooked that
the integrity of the manufacturers is
being evidenced by the fact that as a
rule they are not buying cheap, un-
branded heels, or special branded
heels which might be purchased at a
price advantage at the sacrifice of
quality; rather they are buying the
trade-mark heels which command the
confidence of the consumers, . and
there is other evidence that in choos-
ing rubber heels they are governed not
by price consideration but by the in-
herent value of the product.
H. L. Dost.
———_2-.—___
Liked the Treatment.
“Let me kiss those tears away,” he
begged, tenderly.
She fell in his arms, and he was
busy for the next few minutes. And
yet the tears flowed on.
“Can nothing stop them?” he asked,
breathlessly sad.
“No,” she murmured; “it’s hay fever,
you know. But go on with the treat-
ment.”
Signs of the Times
Are
HUT AH MTA A
=
TL
Mayer Honorbilt Shoes prac-
tically eliminate the
back” evil.
6s
come-
HIS is because Honorbilt Quality not only satisfies
for style, fit and comfort but gives your customer
a big value in iong wearing service.
F. MAYER BOOT & SHOE CO.
LNA
R. K. L
Milwaukee, Wis.
HULU LUA
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R. K. L.
Prompt
Shipment
Electric Signs
7166—Men’'s Chocolate Elk Nailed Outing........-.. 0... -eeeee eee aeons Price $2.90
least seventy million of the total being 7167—Men’s Chocolate Elk Nailed Outing. .......-.---.2.-25- sees ss eee Price 2.50
marketed through the repair shops Progressive merchants and manufac- 7119—Men’s Chocolate Split Nailed Outing.................-: 2 sere eens Price 2.25
: turers now realize the value of Electric 7168—Men’s Chocolate Mule Skin Nailed Outing.............-.. 2.05.05: Price 2.10
to go on shoes worn for some time. Advertising. 6138—Boys’ Chocolate Elk Nuiled Outing.........--..00000- see ceee sees Price 2.20
We furnish you with sketches, prices
True that on a great many sport
= : and operating cost for the asking.
shoes unbranded heels, known as fac- ie
tory heels, were used, but these do not ‘S
compare favorably in quality with the
trade-marked ones which dominate THE POWER co.
the rubber heel business. Besides, as Bell M 797 Citizens 4261
evicenced during the past few months, |
9822—Littie Gents’ Chocolate Elk Nailed Outing....... ............--..Price 1.90
Rindge, Kalmbach, Logie Company
Grand Rapids, Mich.
: R. K,. L. R. K. 1
—
July 9, 1919
Claims Michigan Is a Hard Road to
Travel.
Detroit, July 8—The last issue of
the Tradesman contained an inter-
esting article from the pen of Frank
Stowell on the subject of salesman-
ship. I was much interested in what
he had to say regarding a saleswoman
in a store who undertook to sell a
customer—another woman, by the way
—something she did not want. The
fact that the store woman succeeded
in effecting a sale and giving her cus-
tomer something she did not want
was really not a form of good sales-
manship but a fair sample of what
one encounters in the retail trade in
many of the big cities of the country,
and many small ones, too. Good
salesmanship does not always consist
in selling goods, but rather in holding
and pleasing customers. No _ invest-
ment is superior to the satisfied cus-
tomer, and none worse than the dis-
satisfied ones. I have always felt that
salesmanship is a fine art, but one
that does not necessarily carry with
it just talking power alone. It must
carry logic and truth, and the less
one has of the vapor of words the
better. If I have something to sell
and the article is good, it ought to
sell itself when the simple merits of
it are established, merit, also, many
times speaking for itself.
The right kind of salesmanship is
not a question of mere ability to make
the other fellow: believe that black 1s
white. It means much more than
this. That man is a fool who under-
takes to sell something just to get it
off his hands. In salesmanship I have
made it my universal rule not to play
for the order I have in hand to-day,
but to look ahead for those that are
to come after. No business can be
built upon any foundation so sure and
solid as the repeat basis. In billiards
if I do not play for position I do not
make a good average. It is never
allowable to play for just the point
that is on the table. We must have
imagination and _ skill enough to play
for the points ahead of us if we are
going to win. The order I get to-day
is of no permanent value unless I am
reasonably sure to get the same kind
of welcome from the man who gave
it to me to-morrow, next week, next
month or next year. We are all sales-
men. The preacher, the lawyer, the
schoolboy, the office boy, the news-
boy—all of us, have something to sell.
We do not know it, but we have. We
go along through life selling ourselves
unconsciously. It is thus that stan-
dards of value are established. Try-
ing always to know how far to go,
I have been fairly successful as a
salesman, but whatever I have done
IL believe has not been because I talk-
ed too much. Indeed, I believe I have
talked less than many men I know.
But I have had the habit of getting
around daily among the people with
whom I deal, trying always to treat
them just right; being as considerate
as possible; making them have faith
in my kind of faith; letting them un-
derstand that I am guarding their in-
terests all the time—not merely tell-
ing them so, but inwardly doing it.
My frequent visits are not necessarily
for the purpose of getting an order
to-day, but because I want to be on
the ground for conference, or for giv-
ing certain information that one never
knows when there may be a demand
for—information that may be of the
most vital importance in landing a
big order which may be coming my
way.
The unconscious influence of work
of this kind bears its own reward
sooner or later. People will finally
come to believe in you and want to
deal with you. It will bring business
where just talk wont. Mind you, good
salesmanship. while consisting of all
these virtues I have pointed out, must
carrv with it too, a certain force in
urging conviction when facts are
wanted The best salesmanship 1
know of is best evidenced by sim-
MICHIGAN TRADESMAN 11
plicity of style. This thing of over-
shooting the mark, overstepping the
bounds of common propriety in talk
is never carrying one forward. I have
frequently been in a contest where
everything depended upon the care
with which I presented my facts. In
some very close pinches I have sim-
ply laid my cards on the table, walked.
away and awaited results. Overplay-
ing over-anxiety and over-zealousness
will often fail where a confident atti-
tude based on truth seldom loses. The
street huckster sells a lot of foolish
things by glib talking, because he
fools people. He could never build up
a reliable business fooling people.
There are standards of value in sales-
manship processes just as there are
in the character of the goods you are
selling, whether it be a yard of silk
or a box of soap. And character of
men as salesmen to-day is sought
more often where the leaning is to
the cleaner ways of living than in other
times when men had to do a certain
lot of things to stand in, be a good
fellow and spend the money. The gay
life is no longer essential. Being clean
and having tact are two forces in
salesmanship that cannot be duplicat-
ed for power in delivery. And then
every salesman should know how to
get away—like a good speaker should
know when he has finished.
On the point made in the last sen-
tence above there is often a mis-
understanding in the minds of some
over-ardent salesmen who think that
by hanging on they are using the best
policy. I believe in hanging on but
practically it is many times the worst
policy. This is particularly so in
Michigan, where I believe competi-
tion is keener than in any other state
in the Union. I take it that most
salesmen who have worked through
the devious ways of Michigan for any
length of time have found that Jordan
is a devil of a hard road to travel
here. There is somebody always on
every corner with a blunderbuss or
bludgeon ready to pound you and it
does not make much difference how
it is done. My experience has been
that ethical consideration for the
other fellow in Michigan is more in
the statement than in the fact. I do
not make this as a charge against the
business system because I have always
felt that the objectionable parts of
any system could be beaten down
through a process. But competition
itself can hardly be overcome. There-
fore, it behooves every man to be
wide awake and to know the finesse
of dealing with men who have busi-
ness to go out er who are doing the
buying where you are doing the sell.
ing. The man who does not know
how to turn loose does not really
know how to sell. Many a man has
queered himself by just one last shot
at a customer with whom he _ had
fond hopes of landing. I was in an
office the other day where I had to
wait thirty-five minutes in order to
get my turn with a buyer who-_was
being literally bored to death because
the solicitor would not turn loose.
Finally, he did let go and the buyer
arose to show him out. I had heen
warming the bench for over half an
hour then but as the two men arose
the solicitor remarked, “By the way
I have another proposition I want
vou to look into to-day.” And then
and there he went off on another talk
that lasted just twelve minutes and
the buyer finally had to tell him, “T
eannot give you any more time to-
day. I will see vou another time.”
Charles Thomas Logan.
—_———_- 2
It takes two things to produce
profits. One is brains and the other
is labor. Labor undirected and un-
intelligently guided, barely provides
for itself. Brain power not backed
by labor ends in visions and dreams.
Harness brain power and labor to-
gether, and the team is a winning
one, 3!
United Motors Co., Grand Rapids
We want responsible agents in every town. Write us
for terms. In towns where we are not represented, we will
make truck buyers an exceptionally attractive offer.
Send for illustrated catalogue. 690 North St.
Use Citizens Long Distance
Service
To Detroit, Jackson, Holland, Muskegon,
Grand Haven, Ludington, Traverse City,
Petoskey, Saginaw and all Intermediate
and Connecting Points.
Connection with 750,000 Telephones in
Michigan, Indiana and Ohio.
CITIZENS TELEPHONE COMPANY
---Keds---
Early warm weather has
created a big demand for
“Keds,” the popular widely
advertised line of rubber soled
canvas footwear.
Keep your stock complete.
Send us your orders. We
are still in position to make
prompt deliveries.
we eae
P
ieee Kel ee
NO DY
Herold-Bertsch Shoe Co.
Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH.
Mae. =~ ee
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12 MICHIGAN TRADESMAN July 9, 1919
|
33 ; cos oe 4 °
/E FINANCIAL. : ji || We Have Established
Ce, =z ~ s ll Sa
y a =“ & A
® r Baby . Foreign
Financial and Labor Policies in wages than it ever before received. Department
France.
The war of guns and soldiers is
ended. The war of trade and machin-
ery has begun.
American business men have al-
ready discovered that France is sur-
rounded by a wall of adamant which
permits nothing foreign to cross over
it which can be made by Frenchmen.
A widely known Philadelphia busi-
ness man has but recently returned
from the seat of war. He wore the
insignia of a high officer of the United
States Government and he speaks now
with the double knowledge of his own
long experience in trade and that
gained by his intimate official rela-
tions with the material side of France
during the last year or so of the war.
“France,” says he, “will now buy
nothing which it can possibly manu-
facture. This rule applies to every-
thing.”
Then he cited the case of American
automobiles. We have in France to-
day thousands of auto trucks and pas-
senger cars which our army no longer
needs.
Will France permit a Frenchman to
buy one of these autos? Not once,
What the United States will do with
this vast accumulation of used vehi-
cles is not known.
French citizens need cars and plen-
ty of them. They would gladly pur-
chase the American autos, but their
government rules otherwise.
“France is poor.” savs Premi‘er
Clemenceau, “and so Frenchmen must
be thrifty.”
That being true, the French gov-
ernment proposes that its own people
shall reap whatever fru‘ts grow unon
the tree of general production. France
wants money and lots of it if it can
get it at a low rate of interest. It
needs some lahor. but bevond that
it has been ficured cut that the re-
buildine process is to he carried on by
home gen‘us and local enterprise.
A distinguished London editor was
in Philadelphia a few weeks ago. He
was really here on a mission for the
British nation.
“Eneland will not officially abandon
its traditional free trade policy,” sa‘d
he; “but England has already put into
force what amounts to .a high pro-
tective tariff law on some important
commodities.”
And then he added this highly sig-
vificant remark:
“England aims to be a seller, not a
buyer.”
Great Britain’s capacity to produce
everything from battleships down is
far greater to-day than it ever was.
On top of that is the fact that Brit‘sh
labor demands employment at higher
What is the answer?
Simply that the political powers in
London must enforce a policy of the
greatest possible production at home
in order to keep labor employed and
contented.
“Tabor,” said that London editor,
“cares more for a fat pocketbook than
it does for our tradition about free
trade for all comers.”
So the British market, like the
French market, is hedged in with an
exceedingly high hedge.
Here is another example of how
France looked after its own even
while the war was bleeding her wh'te.
The government fixed a price on tin-
“plate below what it cost the Un'ted
States Government to lay down tin-
plate in that country and a price be-
low that which French manufacturers
were quite ready to pay in order to
get it.
But France said home plate was
the order of the day and that settled
it.
“Are the German prisoners proving
valuable laborers in France?” the
Philadelphia business man quoted
above was asked.
“They are distressinglv bad labor-
ers,” was his answer. “They cannot
be made to do more than about three
hours of real work in a day. The
Yanks got much more work out of
German captives than the French
seem able to extract.”
France must raise money on a large
scale to carry on the task of rehabili-
tation and restoration of destroyed
towns and industries. Bankine syn-
dicates are forming to provide funds
“Here again.” sa'd the Philadel-
phian. “the Frenchman has refused to
permit outside participants to have
even a chance of making any profit
beyond the low fixed rate of interest
on the money loaned.”
This gentleman was consulted while
Kent State Bank
Main Office Ottawa Ave.
acing Monroe
Grand Rapids. Mich.
Capital - - - ~- $500,000
Surplus and Profits - $700,000
Resources
10 Million Dollars
3 45 Per Cent.
Paid on Certificates of Deposit
The Home for Savings
to encourage and
promote the
Foreign Trade of ‘This Section
Thru this department we are enabled to
provide to Importers and Exporters
facilities for establishing, financing and
handling Foreign Trade.
Information by mail or personal inter-
view.
AHQNAL BANK
NO BRANCHES
“We Thought We Could
Trust Him”
Too often this statement is made by the fam-
ily of the man who left his estate in the hands
of a friend.
Trusted people are responsible for most of the
defalcation and loss which estates sustain. To
trust people too much is to lay the unneces-
sary temptation in their way. It is just as un-
wise to trust the inexperienced and unequip-
ped as it is to trust the dishonest or weak.
Your will appointing the GF AND RAPIDS
TRUST COMPANY as Executor or Trustee,
assures absolute fidelity and efficient sei vice
in the han jling and settling of your estate.
We cordially invite confidential consultation
on this important matter.
| RAND Rapins [Rust [.OMPANY
OTTAWA AT FOUNTAIN
BOTH PHONES 4391
vr
vr
July 9, 1919
in Paris by leading French business
men and asked to make suggestions
about procuring labor for the heavy
industries, notably the mines.
“T told them,” said he, “that they
had better go to the Slavonic coun-
tries of Eastern Europe, and that is
what they have about decided to do.”
Importing labor on a large scale is
a new thing for France, but it must
be remembered that 3,000,000 able-
bodied Frenchmen out of 19,000,000
males of all ages in France were kill-
ed or permanently incapacitated by
war.
France needs men and France is
going to try to get men to work in
France rather than purchase the prod-
ucts of man from foreign lands.
“Both France and England,” said
the Philadelphian, “were much less
disjointed in a business way by war
than is America. Those countries
encouraged all business relations to
go on during the war, even where the
government was at both ends of the
bargain.”
This fact has enabled both coun-
tries to “get the jump” on the United
States in world trade since the armis-
tice went into effect.
Frank A. Vanderlip has given Amer-
icans something of a shock by his
observations on the situation in Eu-
rope.
Herbert Hoover is also quoted as
holding similar opinions as those ex-
pressed by Mr. Vanderlip and the
Philadelphian who, because of his re-
lations to the United States army ser-
vice, prefers not to be named.
The London editor above mention-
ed, who has the very best means of
knowing what is in the mind of the
British government, expressed the be-
lief that for the next two decades
Russia will be the most ferti‘e field
for outside cash, brains and enter-
prise, and Russia will also offer the
greatest possibilities in a world-wide
political sense.
—_—_———_—>--o-o——————
Do not brood over the past, nor
dream of the future, but seize the in-
stant and get your lesson from the
hour. :
MICHIGAN TRADESMAN 13
Standing Disgrace to Grand Rapids.
Hundreds of persons riding in auto-
mobiles stop at the Hydraulic Water
company pumping station on the Sol-
diers’ Home road, to get a drink of
refresh ng, cool, pure spring water.
Does any one stop at the filtration
plant for a drink of good water? Jf
not why not? A great wrong was
done to the people of Grand Rapids
when the Hydraulic Co. was forced
out of business in an effort to com-
pel them to drink the bleached, chem-
alized and unfit solution, the raw ma-
terial of which is taken from Grand
river, a stream contaminated with poi-
son, barnyard drainings and outhouse
seepings from its source to the city.
The chemicals used in bleaching and
changing the color of the river water
undoubtedly destroy the animal mat-
ter so that the water makes a good
showing for purity in the daily tests
that are made, but what the alum and
other chemicals used in the “treat-
ment” do to the human stomach, te
cooking utensils, to lawns and_ to
paint where the water is used for
cleaning is something of which no
record can be made. If there could
be such a record there would be as-
tonishment, where there is now ac-
quiescence through ignorance.—Grand
Rapids Chronicle.
TUR aLS
eT
FAMILY!
rs 5 01 01 On
Satisfied
Customers
know that we
specialize in
accommo
THE BANK WHERE YOU FEEL AT HOME
WE WILL APPRECIATE YOUR ACCOUNT
TRY US!
WM. H. ANDERSON. President
J. CLINTON BISHOP, Cashier
Fourth National Bank
United States Depositary
Savings Deposits
Commercial Deposits
3
Per Cent Interest Paid on
Savings Deposits
Compounded Semi-Annually
I
3%
‘Per Cent Interest Paid on
Certificates of Deposit
Left One Year
Capital Stock and Surplus
$580,000
LAVANT Z. CAUKIN, Vice President
ALVA.T. EDISON, Ass’t Cashier
Laying Aside Money
IME now,
high and values rising, to put by
‘*Rainy Day Funds.’’? We should “‘dig
Start
one of our “‘living trusts’? and then
add to it. What to do with the ac-
cumulations, will occur to you later.
when earnings are
in’’ in order to hold our gains.
Childrens’ portions can be ‘‘estab-
lished?’ confidentially, as readily now
as later, and the ‘‘living trust’’ can be
to the same‘effect as the later Will.
Audits. Systems. Federal Tax Returns.
Send for our blank form of Will.
THE MICHIGAN TRUST GO.
OF GRAND RAPIDS
GRAND RAPIDS NATIONAL CITY BANK
CITY TRUST & SAVINGS BANK
ASSOCIATED
CAMPAU SQUARE
The convenient banks for out of town people. Located at the very center of
pron’ city. Handy to the street cars—the Interurbans—the hotels—the shopping
strict.
On account of our location—our large transit facilities—our safe deposit vauits
and our complete service covering the entire field of banking, our Institutions must
be the ultimate choice of out of town bankers and individuals.
Combined Capital and Surplus ............+---8 1,724,800.00
Combined Total Deposits ..... je cececcccccccess 10,168, 700.00
Combined Total Resources ..... weccccecesce 13,187,100,00
GRAND RAPIDS NATIONAL CITY BANK
CITY TRUST & SAVINGS BANK
14
Some Facts About the Bank of Eng-
land,
What is the Bank of England?
Contrary to the general impression,
the Bank is privately owned and pri-
vately governed. It has a number of
branches. The Bank operates under
an old law by which it is empowered
to issue notes against Government se-
curities up to a certain amount and to
issue them freely against an equal
amount of gold and bullion. These
notes are redeemable in gold coin.
The Bank has two departments: One
called the Issue -Department, which,
of course, handles the notes; and the
other called the General Banking De-
partment. The Bank is practically a
fiscal agent of the Government, a
bank of issue and a depository for the
reserves of other financial institutions.
It does not serve the general business
public directly. Its functions in some
respects are similar to those of our
Federal Reserve Banks. Under nor-
mal conditions, the tremendous in-
fluence of the Bank of England ,on
exchange rates throughout the world
is naturally due to the great market
for international exchange existing at
London. Prior to the war, the effect
of the Bank’s discount rate might be
said to have been felt in all the civil-
ized countries. The commercial pa-
per market in London is keenly sen-
sitive to the discount rate of the Bank
of England. A rise in the rate having
the same effect as the rise in the
call rate of New York, in attracting
funds from other centers. So on the
other hand, a reduction of the rate
influences the withdrawals of invest-
ment funds from London. Thus, the
discount rate is almost automatically
responsive to the rise and fall of the
Bank’s reserves. We may hope some
day to see this experience repeated
in this country if our discount market
MICHIGAN TRADESMAN
and our foreign trade keep on ex-
panding.
Whereas England has the Bank of
England, we have the Federal Reserve
ISanks; whereas she has English joint
stock banks catering to the needs of
agriculture, industry and commerc:,
we have the national and state banks;
but whereas they have .many bill
brokers and discount houses, we have
comparatively few. In this country,
however, there are a number of large
commercial paper houses, and some of
these are beginning to deal in fore’gn
bills. They also enjoy another advan-
tage over there in respect to inter-
national trade and that is in the num-
ber of branches of foreign banks lo-
cated in London, as these banks fur-
nish a connecting link between their
respective countries and the English
money market.
Naturally, the war has interfered
with the normal basis of the opera-
tions of the Bank of England; for in-
stance, in order to increase the
amount of war currency, it was ail-
thorized that deposits at the Bank of
England were exchangeable for legal
tender currency without affecting the
reserve of the banking department,
thus imparting an artificial elasticity
to the issuance of notes with its re-
sultant inflation, and has had its direct
influence in making higher prices for
commodities. Albert N. Hogg.
———. +.
Whatever your work, make it your
business to appreciate its dignity and
worth-whileness and service. The
fabric of American business life is
mighty interdependent. Your work
is essential. It is pivotal. Appre-
ciate the Bigness of It, and be proud
of the way in which you do your
part.
og
Probably the majority of clergy-
men are poor because they preach
without notes.
POLICIES Written, June,
CLAIMS Paid, June,
—_—_——,
Total 97
During the Month of June
The Citizens Mutual Auto Ins. Co.
Issued its 50,000th Policy
(To Mrs. M. K. Upjohn, of Kalamazoo)
2,250 covering Fire, Theft, Public Liability.
1,040 covering Collision.
Ve ee
Oe Tiett 4... ss - ss
. 8 Personal Injury...
22 Property Damage .
35 Collision .......--
Web oSueee Geek ee $4,252.70
see ee ewe ewe we ww eee we eee
eer eee eee eee eee ees ee
cep ec ee es 8 te eo 8 0s 6 0 8 6 6
Sees. 2 se eso. Ries +s ss Se
Cash Resources, June 30th.........--.------...- $87,552.50
Insure to-day. Call on local agent or write to
W. E. ROBB, Secretary
You can’t leave your car on the Street of any city and be sure of finding it there
when you return. A reputable garage is the proper place.
4,549.76
1,394.40
1,383.03
2,072.33
$13,652.22
Howell, Mich.
adie cae ge unt are Seigs nnrnneriecrasneeadicainnicuaned aca ee eerie anaeetanipaseinmaiceaanreadania aaa PE ee tess upealiaiac dae
\_
eel cineekenernaiian tae ang insndenetnpesiisours oe
July 9, 1919
Investment Offerings
of many descriptions are being
presented to the public
To the Individual with
Money to Invest
we recommend a careful investigation of the
present high standing of cement stocks as dividend
earners.
Examine the future and see what it holds for
the cement industry.
This industry is almost universally prosperous
today and this prosperity due to the Good Roads
Boom is sure to continue for many years.
Filling out and mailing the attached coupon
will bring you complete information concerning
the Petoskey Portland Cement Company—now a
dividend paying company adding a cement plant.
No other industry today presents such a
strong opportunity for real investment.
Stock is all common, fully paid and non-
assessable, and is selling at $14 per share.
The excellent progress being made by the com-
pany justifies a further advance in the price of the
stock in the very near future. '
It will be to your interest to make an imme-
diate investigation.
Petoskey Portland “ement Company
PETOSKEY, MICHIGAN
CAPITALIZATION $1,500,000
A. B. KLISE, President JOHN L. A. GALSTER, Sec. and Treas.
HOMER SLY, Ist Vice Pres. J. C. BUCKBEE, 2nd Vice Pres.
F. A. SAWALL COMPANY, Inc.
405-6-7 Murray Building,
Grand Rapids, Mich.
Gentlemen: Without any obligation on my part please send
» all ro information you have regarding the Petoskey Portland
ement Co.
ir i i Se Sees
Pidwnie ee oa oe oe oe so Ls as
The Michigan Securities Commission does not recommend the purchase of any security, and its
approval must not be construed by investors as an endorsement of the value.
July 9, 1919
Chimney Sweep for Indiana Urged.
H. H. Friedley, Indiana state fire
marshal, who is thoroughly familiar
with conditions, is agitating a “chim-
ney sweep” ordinance similar to one
now in force at St. Joseph, Missouri.
This, he holds, would remedy the
“sparks from chimney” hazard.
Briefly, the duties of the chimney
sweep would be to sweep and clean,
once each year, all chimneys within
the limits of the city which have been
in use six months or more, for which
services he would be entitled to a
fee of 25 cents for each chimney in a
one-story house, 50 cents for each flue
in a two-story house, and 25 cents
for each additional story.
It would also be the duty of the
chimney sweep to report to the city
superintendent of buildings any de-
fective flue of which he might have
any knowledge, and the superintend-
ent would be authorized to require
that any such flue be corrected.
The biggest argument for the city
chimney sweep is the saving effected
by the reduction in the number of
alarms that would have to be answer-
ed, in addition to the reduction in
property loss. The cost of the aver-
age fire department run in the larger
cities has been figured at about $50.
Of the 932 runs, including false alarms,
that were answered by the Indian-
apolis fire department during the
months of January and February. it
has been estimated that practically
half of these were roof fires, and false
alarms on account of chimney fires,
or a total of 466, so the cost of
answering these alarms in the two
months alone, at $50 each, would
amount to $23,300. This does not
take into account the property dam-
age, which would easily amount to
$20 000, or more, making a total of
$43,300. This sum, allowing a charge
of 75 cents per house, would pay for
the cleaning of chimneys in over 50,-
000 homes.
aR le
Wooden Shingles Must Go.
The great need of fire prevention is
being recognized more than ever be-
fore, Ninety-one cities of the United
States have enacted ordinances that
prohibit the use of wooden shingle
roofs, according to statistics that have
been issued recently by the commit-
tee on construction of buildings ‘of
the National Board of Fire Under-
writers.
According to the report, practically
all the ordinances prevent the use of
wooden shingle roofs in all portions
of the ninety-one cities. The excep-
tions, where certain districts are
specified are: Shreveport, La., fire
limits: Fall River, Mass., first and
second fire districts; Jackson, Tenn.,
67 per cent. of the city; Knoxville,
Tenn., 75 per cent. of the built-up
area; Memphis, Tenn., 68 per cent. of
_the city; San Antonio, Texas, A, B
and C districts.
The report of the National Board
presents statistics from the states of
Alabama, Florida, Georgia, Illinois,
Iowa, Louisiana, Massachusetts, M‘s-
sissippi. New Jersey, New York,
North Carolina, Tennessee, Pennsvl-
vania, South Carolina, Texas and Vir-
ginia. The menace of wooden shingle
roofs has been one of great concern
MICHIGAN TRADESMAN
to underwriters and persistent efforts
have been made to obtain the enact-
ment of city ordinances that will pre-
vent the conflagration breeder and
fire hazard.
eo
Women Found to Be Superior Insur-
ance Risks.
Now that women are to have suf-
frage, they are also coming into their
own in the matter of life insurance
appreciation. The tabulation of the
experience of life insurance companies
on women, made by the Actuarial So-
ciety of America, shows that women
are better insurance risks than men.
Heretofore they have been discrimi-
nated against and some companies re-
fuse entirely to write them.
The figures show that unmarried
women are the best class of risks, the
second best being married women who
have made their children the bene-
ficiaries of their policies and paid the
premiums out of home savings. The
third class are married women who
make their children the beneficiaries
of the policies and whose husbands
pay the premiums, while the poorest
risks are married women with no chil-
dren and whose husbands are the
beneficiaries under the policy.
ntl nr
Good Mutual Fire Insurance Com-
pany.
Fred S. Piowaty (M. Piowaty &
Sons) requests the Tradesman to give
its definition of a “good mutual fire
insurance company.” Here it is:
1. One that obeys the laws, instead
of defying them, as the stock fire in-
surance companies do.
9. One that furnished valid insur-
ance at less than the stock company
rate.
3. One that has more assets, pro-
portionate to its risks, than the stock
companies have.
4. One that makes honorable set-
tlements in the event of loss by fire,
which the stock companies frequently
do not do.
—_+->——_
A home office agency man made a
trip out through the field he super-
vises a few weeks ago. Scarcely had
he reached home when an increase in
business from the agencies which he
had visited was noted. This illustrates
what “personal touch” does in the fire
insurance business. Everybody who
is on the square likes to deal with
somebody whom he knows. That is
why men buy newspapers from the
same newsboy night after night and
go to the same hotel trip after trip.
That is why some wise fire insurance
companies send daily report exam-
iners on periodical visits to the fields
for which they examine. They want
the examiners to know the agents
with whom they deal and they want
the agents to know the examiners.
That explains the uniformly good
results secured by some field men who
are not famous as inspectors, or
“schedule sharks,” or collectors, but
are real human beings, with the abil-
ity to make friends and possessed of
a store of sound common sense and
knowledge of the business that make
them welcome visitors at the offices,
of the agents.
$< ;
The man who rests on his oars 19
apt to be capsized by the breakers.
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.
INSURANCE AT COST
On all kinds of stocks and buildings written
by us at regular board rates, witha 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
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.
397 Houseman Bldg., Grand Rapids, and save
25% 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.
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
16
MICHIGAN TRADESMAN
July 9, 1919
E eS oe
5
es
Ce LL er,
—
—
_
Shaping the Lives of Our Children.
Written for the Tradesman.
“If it were a career to be an ex-
cellent father, he’d be very dis-
tinguished.”
Perhaps you will remember that
this is said in Henry James’s “Por-
trait of a Lady” of Gilbert Osmond,
who is described as a very indifferent
painter, but a devoted father.
How many men and women whom
I know would be distinguished as
parents if only they would put their
minds to the job! They are not all
so stunning in the other things to
which they devote themselves; in
business many of them “get along;”
in social converse they are only “so-
so,’ but as I know them and their
capacities I know that if they would
really turn their attention to the
business of being parents they could
make very much of themselves and of
their children.
They certainly are “called” to be
parents, and they certainly have
chosen that profession. Their chil-
dren did not ask to come under the
influence and care of those particular
individuals; yet here they are, and
they have a right to the best that
those parents can give them.
When I see mothers straining
every nerve to get into some kind of
public career, scrambling for the
limelight, spending hours and days
at the feet of “lions” literary, artistic,
political: leaving their homes and
wonderful children to the hit-or-miss
care of hired people who may or may
not be fit in any way whatever, I
want to cry out, “Blind, blind, blind!
What fools you are! How vast and
momentous an opportunity you are
throwing away!”
And when I see fathers, absorbed
in their business, in their clubs, in
golf, or what not else, at home only
_to sleep, losing all but perfunctory
touch with their sons and daughters,
it seems to me as if something must
be wrong with the system of things
that gives children to such people to
be neglected and spoiled, starved of
a thing which is their right—not only
their right, but absolutely necessary
for proper education and develop-
ment.
No doubt it is very important that
you should develop yourself and per-
form your duty to your generation,
as a war-worker, an artist, a singer,
a manufacturer, a business man, a
golfer, a poker player or whatever it
is to which you devote so much time
and energy away from home; there
is of course a fair chance that the
governess or nurse may do better by
them than you would. The little
ones may come up all right if some
one just sees that they go to bed
on time, have good food, properly
wash their hands and faces at meal
times, and get safely to school and
home again, learn superficial “man-
ners.” It may be that when you per-
formed your part in the physical
procreation of these youngsters you
really did give them all you had that
amounted to anything so far as they
were concerned,
The other day I sat on a certain
porch and watched a little boy play-
ing checkers with his devoted nurse.
The mother was away for the after-
noon attending a meeting to consider
some public matter about which she
and her “circle” were very much ex-
cited—something that had to do, I
believe, with gambling in the town
where she lives.
Pretty soon I observed that the lit-
tle boy was cheating at the game,
cheating quite openly, and that the
nurse, far from objecting, was prais-
ing him for his “skill” in beating her
every time. I spoke to her about it
afterward, but she seemed to think it
a matter of no importance; the great
thing was to amuse the child, and be-
sides, “Hie does so hate to lose any
game that he plays—it puts him in
quite a temper. In fact, he will not
play at all unless he can win.”
How is that for character build-
ing? When that boy is seventeen at
college, and is caught at the business
of cheating, what will happen to him
then? What sort of a “sport” will
he make in games, or in business
either? Hie is a “poor loser” right
now, and the person who has more
influence over him than anybody else
is cheerfully training him in dis-
honesty. I know his father well
enough to know that he would not
tolerate any such thing in a fellow
golfer or in an employe or associate
in his business. If somebody does
not catch this boy and teach him to
play fair, that father has a heart-
break in store for himself—and whose
fault will it be?
To what may a man or woman bet-
ter devote time and thought than to
the guidance and development of live
children—their very own? The little
things that happen every hour of
every day in the lives of children not
only shape their characters for all the
years to come but prepare character
for their children and their children’s
children. I have in mind a certain
child who is startlingly like her moth-
er in tone of voice and in every
mental and physical habit. Some
would call all this heredity, and per-
haps it is; but virtually every one
of those tones and habits that one
would attribute to her mother is
Therefore, Buy
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RED CROWN Ready-to-Serve Meats are a
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RED CROWN Ready-to-Serve Meats are the
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22 Varieties
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Stocked by all progressive dealers.
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Distributors
Grand Rapids Kalamazoo
July 9, 1919
equally present and striking in her
grandmother—her mother’s mother. I
dare say they were taught to grand-
mother by her mother, too; and so
on baek, nobody can say how far.
The things that one teaches to a
child, or permits the child to acquire,
both good and bad, do not stop with
the child; they go on, down the gen-
erations. And you never can tell of
what highty moment they may be in
some crux of human affairs. Consid-
er some man—any oné you please to
select—now vitally influential in the
crisis of the world’s history. The
things in his character, be it weak or
strong, that at the vital moment will
sway decisions affecting the whole
world in all probability were put
there, or trained there, by the mother
or father, or nurse or teacher or boy-
hood companion in childhood; very
likely some bit of wise guidance or
some negligence on some particular
day, at some particular hour, half a
century or more ago, turned the tiny
stream of his life this way or that,
and. settled for all time the momen-
tous decision which he is making
now, upon whose wisdom or folly the
whole world hangs breathless.
William of Hohenzollern was a lit-
tle baby once; he became the kind
of man he is largely by virtue of the
influences surrounding him in the
days when his character was plastic
and the seeds of future doings were
being planted in his soul.
What career could there be so po-
tent for good or ill in the story of
mankind as that of a parent, studying
his trade as he would study art or
science, book-keeping or invention,
law or medicine? What can you do
with your time and vitality, you
mother, so thrilling, so satisfying, so
worth while, as to find out by minute
and vigilant study what there is in
this little life that has been entrusted
to you, and help to make the most
of it, not only for yourself and for
him, but perhaps for the whole world
in the generations to come?
It is hard enough to know what
to do, to discover the needs and the
means to meet them, if you really
work at it and do your very best.
You may make great mistakes with
the best intentions, and after it is
too late find that your whole theory
and system were wrong as wrong
could be; but it will at least be a
comfort then to reflect that you did
the best you knew! :
Certainly there will be little com-
fort for you in any career you may
have had yourself, or in any honors
that may have come to you, if in get-
ting them, you neglected the great
privilege and opportunity for which
you asked by your own act, in be-
coming a father or mother.
Prudence Bradish.
[Copyrighted, 1919.]
——_.----— —
Do not complain that you are nut
appreciated and do not get the busi-
ness consideration to which you are
entitled. Command, compel atten-
tion, and you will suddenly awaken
to the fact that you have grown
strong enough to control the situa-
tion which once dominated you. Be
the captain of your own fate.
MICHIGAN TRADESMAN
It Requires a Large Measure of Cour-
age—
To live according to your convic-
tions.
To be what you are and not pretend
to be what you are not.
To say “No” squarely and firmly
when those around you say “Yes.”
To live honestly within your means
and not dishonestly upon the means
of others.
To speak the truth when by a little
prevarication you can get some spec-
ial advantage.
To refuse to knuckle down to and
bend the knee to the wealthy, even
though you are poor.
When mortified and embarrassed by
humiliating disaster, to seek in your
ruins the elements of future success.
To refuse to do a thing which is
wrong because others do it, or be-
cause it is customary and done in
trade.
To stay home evenings and try to
improve yourself when your com-
rades spend their evenings having a
good time.
To remain in honest poverty while
others grow rich by questionable
methods which you could easily use
yourself,
To refrain from gossip, when others
about you delight in it, and to stand
up for an absent person who is being
abused.
Not to bend the knee to popular
prejudice, but stand firmly erect while
others are bowing and fawning for
praise and power.
To be a real man, a true woman, by
holding fast to your ideals, when it
causes you to be looked at as strange,
as “nutty,” or perhaps as insane.
To do your duty in silence, obscur-
ity and poverty while others about
you prosper through violating sacred
obligations.
To make your own creed and to
live it when that creed is unpopular;
when you know that you will be ov-
tracized because of your strange re-
ligious belief.
To be talked about, lied about, and
yet remain silent when a word would
justify you in the eyes of others, but
which you cannot speak without in-
jury to another.
To dress according to your income
and to deny yourself what you can-
not afford to buy, when others all
about you are straining way beyond
their means to keep up appearances.
To stand for what you believe to be
right, to espouse an unpopular cause
from principle when you know it will
injure your standing in your com-
munity, or others’ estimate of you.
To throw up a position with a good
salary, when it is the only business
you know and you have a family de-
pending uopn you, because it does
not have your unqualified approval.
To look a frowning world in the
face, to refuse to go with the crowd,
to play the game of life alone if need
be, rather than sacrifice one iota of
principle to popular prejudice.
—_-~+ 6
Business dangers and troubles, like
others, look less fearsome when you
come face to face with them than
when you are trying to run away
from them.
17
Intensive Merchandising
Service
The difference between Intensive Farming
and Ordinary Farming is the difference be-
tween full ears and nubbins, bumper crops and
lean crops, progress and poverty; in truth,
between Success and Failure.
Some men do wheedle a sort of living from
the soil, by energy badly aimed. Their posi-
tion is precarious, because Nature is unkind to
the unwise.
But the men who take an acre of ground,
increase its productiveness until it pays a
dividend—these are Intensive Farmers, For
such are the rewards of agriculture.
These men are specialists—men who are con-
tinually studying their subject from every known
angle and point of view, profiting by their own
and others’ experiences. They understand their
subject. They are experts.
Merchandising, like farming, may be Ordinary
The latter is the kind that pays.
It is created by merchants who understand—mer-
chants who appreciate the possibilities of their
ot Intensive.
business and its capacity to expand and develop
under proper direction and management.
We are Mercantile Specialists. The mercantile
field has been our study for years. To make any
and every outlay of mercantile energy yield its
utmost return, to increase the productiveness of
the grocery store until it pays its utmost profit,
has been our constant aim and continued ambi-
tion,
This is Intensive Merchandising which be-
comes an investment. If you want us to help
you make your store the most vital force in your
community, we can do so by keeping you stocked
with our saleab‘e merchandise and furnishing
you information as to how to handle it ad-
vantageously and profitably.
NATIONAL GROCER
COMPANY
Grand Rapids
Lansing
Cadillac
Traverse City
18
MICHIGAN TRADESMAN
July 9,
1919
DRY GOODS,
CY GOODS » NOTION
=
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a A apen CRS
A
—d
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—
FUCEAE(
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.
Cotton Prospects and Cotton Goods.
Apparently the report by the De-
partment of Agriculture on the cotton
situation has been thoroughly dis-
counted by the professional traders.
The general belief had been that con-
ditions would be shown to be very
unfavorable, and the speculation had
been on that basis. When the Gov-
ernment estimates were finally made
public there was nothing shown in
them that altered conditions for the
worse. So, by way of reaction, the
quotations moved downward until the
last day of trading for the week, when
they shot up again on the basis of a
storm approaching from the Gulf. !t
should be remembered, however, that
the cotton plant has frequently proved
a surprise to those who have wagered
on its being true to predictions. it
is quite hardy and every once in a
while has a way of recovering from
an apparently hopeless condition.
While therefore, the guess or “esti-
mate” just now places the season’s
yield at 10,986,000 bales, it is within
the possibilities that it may exceed
this total by a million bales or more.
The goods market has been more
active than is usual at this time of
year. Wholesalers have been order-
ing more freely in view of the better
distribution and the increasing de-
mands from retailers. Bleached and
printed cloths are being pushed up in
price to correspond to the market
values of the unfinished material. Fine
fabrics have come in for a large share
of attention. In all lines of knitted
wear the reports are quite optimistic.
——__>2-s————
Wool Supplies and Woolens.
Little variation is shown in the wool
situation from week to week. Larger
quantities are coming in from abroad.
while the marketing of the domestic
clip goes on apace. Figures were
given out during the past week by the
Bureau of Markets of the Department
of Agriculture showing the consump-
tion of wool in the mills. These in-
dicate the use during May of about
55 000.000 pounds. grease equivalent,
which is a very good showing for the
time of year and denotes fairly active
machinery. If this average should
be maintained for the year it would
mean a greater consumption for the
period than for any similar period
prior to the war. and even for the
year 1917. Despite the quantity of
wool available. prices both here and
in Great Britain keep to high levels,
especially for the finer sorts. In Eng-
land much dissatisfaction is expressed
because the prices of woolen fabrics
and, consequently, of clothing are
very much higher than even-the cost
of the wool warrants. As a result
there is an agitation for government-
al restriction of profits. In the goods
market here the main matters of in-
terest are questions of deliveries and
orders will be taken for
spring goods and at what prices. Tt
is remarked that, no matter how
scarce fabrics have been reported to
be at various times, there has not yet
been a time when what was wanted
could not be had if one were willing
to pay the price. The cutters-up are
busy on their fall orders and remain
very bullish as to prices. None seems
to worry about cancellation of orders.
Some even suggest higher prices for
what has been already ordered on the
ground that labor costs have advanced
so much since the orders were taken.
of when
—_++.—_—_
What Have You Done To Help?
What have you been doing within
the last two or three weeks to bring
about a public protest against the
luxury taxes?
This is your fight and it is a serious
fight. Perhaps you say you are not
selling enough merchandise subject
to the tax to make the matter of in-
terest to you, but if you reason that
way with yourself, you have not
looked well at the question.
The great outstanding fact about
this luxury tax is that if it yields a
considerable amount of revenue and
retailers and public alike fail to op-
pose it strongly enough to get it re-
pealed, it will remain as a precedent.
Congress already is casting about for
ways to raise the money that will
be lost through National prohibition
and to raise other enormous sums for
Government use.
Do you want to be saddled with the
burden of collecting a very large part
of the vast. sums the Government
needs or may need?
The effort to secure the repeal of
Section 904 must not be allowed to
fail. The repeal resolution is before
the House of Representatives and it
can be taken up and voted on at any
time. If enough members of the
House -feel themselves obligated to
vote for the repeal we can put it
over and relieve our trade and the
public of the burden of this kind of
taxation.
Are you sure of the attitude of
your Congressman? Don’t be too
sure. Even though he has told you
he will vote for the repeal of Section
904 put him on record again and get
your public to demand that he work
for the repeal.
Why Worry About July First?
When you can buy and receive your Fa'l Merchandise
now and get dating on it of September Ist. We are not
philanthropists but business men and are calling your
attention to this, because we want you to buy and get
your Fall Merchandise in your store before shipping and
manufacturing conditions get so much worse that you
will be unable to take care of your customers. This
doesn’t take into consideration the fact that merchandise
is jumping in price every day and delay means that it w'll
cost you that much more. If you shou'd realize just how
bad it is you would hop the first train and come and buy
your merchandise from us immediately.
NEW TERMS
In line with other changes in our institution, we take
pleasure in announcing that on all merchandise other than
that sold on net terms, the follow’ng terms will apply:
3% discount if paid on or before 10 days,
214% discount if paid on or before 40 days,
2% discount if paid on or before 70 days,
After 70 days all invoices are due net,
positively without discount.
CITY DAY
EVERY WEDNESDAY you will find REAL BAR-
GAINS in EVERY DEPARTMENT. We often have
merchandise in too small lots to sample to our salesmen,
which we sell on CITY DAY and in these days of con-
stantly advancing prices, it will be weli worth your while
to come and see us on CITY DAY. At this season of the
year, many lots of merchandise become broken, and we
have to recali samples from our salesmen, On City Day, i
we put these on sale at interest.ng prices, and they w.ll
make just the right stuff to go along with your other mer-
chandise for July Clearance Sales. We are desirous of
having you come and see us because it enab.es us to get
better acquainted and have you realize what we have.
We are very proud of the kindly feel ng which has result-
ed from the visits of many of our customers to the House.
Our organization is proud and eager to do everything
possible to make your trip both profitabie from a busi-
ness standpoint and pleasant from a social standpoint.
Don’t forget that this is your headquarters when you are
in Grand Rapids and our REST ROOM is for your con-
venience.
Even though merchandise is going higher every day
we are still well protected and are holding our prices in
a great many cases under the mill prices. Either come
and see us at once or give your order to our salesmen or
phone or send us your order by mail. It doesn’t make any
difference how you order, we will take care of you. Delay
will be costly to you.
PROMPT SERVICE
Exclusively Wholesale No Retail Connections
July 9, 1919
Speed Up Turn-overs to Ensure In-
creased Profit.
At infrequent intervals wooden
dams were thrown across a mountain
stream to furnish power for a few
saw mills. The total power and the
total wealth developed by this stream
were very small in comparison to its
latent capacity. An engineer surveyed
the stream. He built masonry dams
close together throughout its entire
length. He transformed the water
power into electricity, transmitted it
to the near by cities and made a huge
fortune. In both cases the river was
the same. Its capacity for producing
wealth was the same. But the en-
gineer made the river do more work.
He increased the number of water
wheels it drove. He speeded up the
turn-overs.
A man buys a business. He turns
his stock once or twice a year. Busi-
ness is good but he makes no money.
Bills due pile up. His creditors be-
come impatient. He is driven into
bankruptcy and is forced out of busi-
ness. Another man takes over the
business. He turns the stock eight
times a year. His profits keep in-
creasing. Each year he has a large
balance for outside investments. In
a few years he becomes one of the
wealthiest men in the city. In both
cases the possibilities were the same.
All the second man did was to make
his capital work harder, to make it
produce more wealth for him. He
speeded up the turn-overs.
In a small New Hampshire city
there lived an erratic old fellow who
kept a little store> One day a lady
entered and asked for a can of toma-
toes. He told her that he had one
can left but had rather not sell it. He
desired to keep a good variety in
stock and if she could wait he wouid
get her a can of tomatoes later. This
man never made more than. barely
enough money to exist upon. He
«wore cheap clothes, lived in the back-
room of the store and had no more
than enough to eat. He was keeping
a store, not running a business. He
kept his goods rather than sold them.
He was not speeding in his turn-
overs.
Money like rivers must be made to
work to its utmost if it is to produce
the greatest possible wealth. It can-
not be allowed to lie idle in stock that
does not move. It cannot be allowed
to become stagnant in goods in dusty,
cobwebby warehouses. It must be
kept constantly on the move. It must
work continuously. No sooner should
it be invested in one lot of goods than
steps are taken to invest it in another
lot of goods. It is not the amount of
capital a man uses in his business as
much as how hard he makes that cap-
ital work for him that determines
the amount of money he will make.
It is not the amount of money used
but the way in which it is used that
counts. Annual profits depend upcen
the success with which the business
man has been speeding up the turn-
overs.
New merchandise is a profit maker.
Old merchandise is poison. It not
only eats up the profits but the capital
as well. It is a poison that soon per-
meates the whole business system.
MICHIGAN TRADESMAN
Unless it is eradicated it will even-
tually kill the business. The strong
healthy business has no old shop worn
merchandise eating out its vitals. It
has fresh new merchandise constantly
flowing through it from the producer
to the consumer. Storing goods is
fraught with danger. Selling goods
leads on to success and wealth. Every
business man has much to gain in the
revitalizing of his business which will
result from speeding up the _ turn-
overs.
It is not capital that business men
need to increase their profits. It is
a vitalized active business. Some tiny
city stores never carry enough stock
to last them more than three or four
days. The owners of these stores
are making money. Practically the
total capital invested is in fixtures, in
overhead that is necessary to carry
on the business. These men never
fail. They always make money. They
have no capital tied up in dead stock
that is sapping the life out of the
business. They need fear no compe-
tition. Their positions are impregnable
because they are speeding up the turn-
overs,
A dollar invested ten times in a
year brings in more net profits than
ten dollars invested but once. One
dozen each of six different items will
sell six times as many as six dozen
of one item. Six profits instead of
one. The thinner you can _ spread
your capital and still meet the de-
mands of your trade the greater the
profits you will make. The thicker
you spread it the greater the quantity
of single items that you buy, the
smaller will be your profits. Every
dollar more than is absolutely neces-
sary that is invested in any one line
of goods not only reduces the profits
by just that much but also clogs up
the business machinery and prepares
the way for the sheriff and his red
flag. There is but one way to guard
against this. There is but one safe
course to pursue. That course is to
speed up the turn-overs.
If you must bury your money bury
it in the back yard where you can dig
it up again. Don’t bury it in idle stock
where changes in value will prob-
ably prevent you ever getting it back
again. Idle stock transmutes your
money into dross. Active stock
transmutes credit into pure gold.
Keep on the active side of the line
and you become rich. Fall back to
the stagnant side and you die in the
alms house. There is only one safe
and sure way of maintaining your
position on the profit side of the
ledger. That way is by speeding up
the turn-overs. Robert Falconer.
—_—+—_- ~~ a
Obey the Law To the Letter.
So long as the luxury taxes re-
main in force merchants should obey
the law to the letter and every mer-—
chant should take it upon himself to
see that all other retailers do their
duty in the same way. Just so long
as some merchants do their duty to
the Government by imposing and col-
lecting the tax and some other re-
tailers entirely ignore the law we
shall have an insufferable condition
of unfair competition. It is just as
unfair and intolerable a form of com-
petition for a retailer to neglect to
collect these taxes as it is for a re-
tailer to advertise dishonestly.
A second consideration which
should prompt retailers to insist upon
all other retailers in their community
collecting the tax is that in this way
the public will feel the full burden of
the law and it is axiomatic that the
way to secure the repeal of a bad
law is to enforce it.
If these considerations are not
enough to warrant merchants in fol-
lowing up this situation there is a
third argument and that is, every
merchant owes it as a National duty
to see that the careless and dis-
honest merchants do not ignore the
law.
2-9
Johnny’s Manners.
Where the carefully trained child
learns bad manners is a_ standing
mystery to its watchful parents
These anxious rearers of the young
are often heard propounding this
query, but generally without result.
Once in a while, however, out of the
deep silence comes an illuminating
answer.
Johnny furnished one just the oth-
er day. He had just finished a par-
ticularly toothsome dish of apple
pudding, which he ate to the last
morsel, Then, despite the fact that
there was company at the table, he
deliberately picked up his saucer and
licked it clean.
“Johnny!” exclaimed his mother,
after a horrified gasp, “who did you
ever see do a thing like that?”
“Dogs,” replied Johnny.
19
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Corner Commerce Ave. and
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Grand Rapids, Mich.
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Unrrep A\GENCY
ACCURATE - RELIABLE
UP-TO-DATE
CREDIT INFORMATION
GENERAL RATING BOOKS
now ready containing 1,750,000
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Further details by addressing
GENERAL OFFICES
CHICAGO, =
Gunther Bldg. -
ILLINOIS
1018-24 S. Wabash Avenue
Specials in
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ccomemem®
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WHOLESALE DRY GOODS
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Paul Steketee & Sons
GRAND RAPIDS, MICH.
Assete $3,099,500.00-
CLAUDE HAMILTON
Vice-Pres.
JOHN A. McKELLAR
Vice-Pres.
@
MeErcHantrs Lirn INSURANCE COMPANY
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 $55,688,000.00
RELL S. WILSON
Sec’y
CLAY H. HOLLISTER
Treas.
SURPLUS TO POLICY HOLDERS $477,509.40
MICHIGAN TRADESMAN
July 9, 1919
=
Michigan Poultry, Butter and Egg Asso-
ciation.
President—J. W. Lyons, Jackson.
saa -President—Patrick Hurley, De-
tro
Secretary and Treasurer—D. A. Bent-
ley, Saginaw.
Executive Committee—F. A. Johnson,
Detroit; H. L. Williams, Howell; C. J.
C handler, Detroit.
A Possible Check to Inflation.
Suggestive and possibly threatening
to the large and varied tribe of profit-
eers in this country are the regula-
tions concerning fish which have been
‘passed by the Committee on Legal
Affairs of the Massachusetts Legis-
lature. These include, among other
things, the dictum that “maintaining
or increasing unreasonably the price
of fish commonly used as food is here-
by declared to be a crime.” This,
however, is made to apply specifically
only in cases in which some one in
combination or association with oth-
ers enters into an agreement or un-
derstanding to that effect. There
seems to be no reason why it should
not be made to apply to any one con-
cern alone. Such legislation as to
food goes back, in English-speaking
countries, beyond the time of Queen
Elizabeth and has been enacted in this
country as affecting bread and other
substances. Nor does there seem any
reason why similar legislation’ may
not be adopted affecting other neces-
saries of life than food. The State of
Massachusetts. while it is about it,
might prayerfully consider the output
of her cotton and woolen mills and
shoe factories to discover whether
their profits are not unreasonably
large because of the inflated prices
they have been able to force on their
output. It seems highly probable that
if the process of inflation on every-
thing that the people eat, drink, or
wear is pushed much further the over-
whelming public demand for regula-
tion will produce results that will be
highly unpalatable to the profiteers.
Too much insistence on higher prices
for the future is apt to be hazardous.
—_———o2s-___——_
The Government Surplus Salmon
Mystery.
The trade is at a loss to understand
the operations of the official mind as
applied to the matter of releasing the
surplus salmon which the Government
department having charge of it has
resold or is reselling to the packers
from whom it was originally obtained.
Although there have been frequent
reports of lots released, a close in-
vestigation fails to reveal a single in-
stance in which any of the salmon, in
large or small lots, has been actually
turned back to packers, enabling them
to meet the clamorous demand for
delivery from the buyers to whom
they have made resales of these goods.
One of the reasons assigned for
not getting their goods was the fail-
ure of packers to properly observe
the ruling which calls for the forward-
ing of their certified check to Wash-
ington ‘for the amount covering the
quantity they are to take back. In-
stead of complying literally with that
rule they had instructed their brokers
who had resold the goods to send
their (the broker’s) check to the Quar-
termaster General, which the latter
refused to accept. From what is held
to be a highly authoritative source it
was learned recently that while this
might be a contributory cause of de-
lay it was not the real reason why the
salmon is not getting into trade chan-
nels. This authority, who is located
on the Pacific Coast, in a letter to a
New York broker, says in effect that
the Government has not yet actually
released a single case of the salmon
to anyone, and that it is his under-
standing from statements made by a
high official that it will not re‘ease
any of it to any individual packer un-
til signed contracts have been re-
ceived from all of them that are in-
terested. “In other words,” he writes,
“the Government insists that there
shall be unanimous consent, evidenced
by signed contracts from all of the
packers, that they will take the sal-
mon back under the same conditions,
before a can of it will be released.”
Rebuilt
Cash
Register
Co.
(I: corporated)
122 North
Washington Ave.
Saginaw, Mich.
We buy, sell, exchange and rebuild all makes
Not a member of any association or trust.
Our prices and terms are right
Our Motto:—Service Satisfaction.
The maker’s confidence in
this delicious Peanut But-
ter keeps the name before
the public. Let your cus-
tomers know you have it.
Everybody likes it.
Ask Your
Jobber
In tins from
8 oz. to 100 ibs.
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.
M. J. Dark & Sons
Wholesale
Fruits and Produce
1‘and 3 Ionia Ave., S. W.
Citz. Phone 4227 Bell Phone M. 4227
Grand Rapids, Michigan
Correspond with us regarding Huckleberries.
Located one block north of Union Depot—call
and see us.
M. J. DARK
Better known as Mose
22 years experience
WE HANDLE THE BEST GOODS OBTAINABLE
AND ALWAYS SELL AT REASONABLE PRICES
It’s a Good Business Policy
to know that
Your Source of Supply is Dependable
You can
Depend on Piowaty
M. Piowaty & Sons of Michigan
MAIN OFFICE, GRAND RAPIDS, MICH.
Branches: Muskegon, Lansing, Bay City, Saginaw, Jackson, Battle
Creek, Kalamazoo, Benton Har or, Mich.; South Bend, Ind.
OUR NEAREST BRANCH WILL SERVE YOU
We Store
GGS
We Sell
KX Buy
GGS GGS
We are always in the market to buy
FRESH EGGS and fresh made DAIRY
\\\\ BUTTER and PACKING STOCK. Ship-
= pers will find it to their interests to com-
DS municate 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, ete. WE SELL
Egg Cases and Egg Case material of all
kinds. Get our quotations.
We are Western Michigan agents for
Grant Da-Lite Egg Candler and carry in
stock all models. Ask for prices.
KENT STORAGE COMPANY, Grand Rapids, Michigan
July 9, 1919
Advantages Enjoyed by the Smaller
Stores.
Despite the advantages of large
organization, big advertising appro-
priations and the lure of downtown
for shopping, the neighborhood stores
in every city have some distinct ad-
vantages over the big downtown
stores that are all their own.
Much of the merchandise carried
is the same as that offered by the big
stores. Prices are about the same,
and so are the sources of supply.
The neighborhood store has a dis-
tinct clientele, and it can stock to
suit its trade, which is very impor-
tant. ‘
The wise neighborhood store mer-
chant will watch closely the methods
of the big stores, whose buyers are
really, in a sense, successful mer-
chants on their own account and who
must make their departments pay at
a certain “rating” of profit independ-
ent of the store as a whole.
They have to pay for their share
of advertising and general expenses.
They pay rental higher than that of
the neighborhood store. They pay
their share of all upkeep expense and
other overhead, including costly ac-
counting systems, delivery, insurance,
losses by damage and theft and bad
accounts and general managerial costs
as well. And they are charged as a
department for the use of the firm’s
money.
The proprietor of the neighbor-
hood store and his principal employes
have the advantage of direct contact
with customers. That was in the
early days accounted one of their
greatest advantages by such mer-
chants as John Wanamaker, Marshall
Field, Eben D. Jordan, A. T. Stewart,
Isaac Clothier and Justus Straw-
bridge.
The clerks and salespeople in the
neighborhood store can and should be
either residents of the vicinity or well
acquainted.
The requirements of any neighbor-
hood in any line of goods can be very
readily ascertained by a live merchant
who keeps personally close to his
trade and through his clerks keeps
posted. Here he has an advantage.
Deliveries can and should be made
more promptly than by the big down-
town stores. But there is great cp-
portunity for economy here. Clerks
can be drilled to largely increase the
“take-with” trade and correspondingly
save money for the merchant.
In the Harlem, Bronx, Brooklyn
and Greenwich Village sections of
Greater New York a recent canvass
made shows an average increase of
32 per cent. in ‘“take-with” sales in
twelve kinds of neighborhood stores
in sixteen months.
Cash trade, with its many .advan-
tages, may also be encouraged in
many ways. Often the d'plomatic
word from the proprietor will trans-
form the slow payer into a cash cus-
tomer, or at least one who pays
promptly at the end of each week.
Sometimes signs bearing well-chos-
en words announcing the cash system
are desirable. Some successful neigh-
borhood merchants offer premiums,
discounts or other advantages to “take
with” and cash customers.
MICHIGAN TRADESMAN
The big downtown merchants have
high-pricéd specialists who study de-
mand under very advantageous condi-
tions. The neighborhood merchant
will do well to watch and follow their
offer or anticipate them. They know
when women are going to want ging-
hams and screens and fresh fruits, and
preserving jars and brooms and all
sorts of merchandise. They have built
up their furniture weeks, white sales,
glove sales, millinery openings, etc.,
on this definite knowledge.
Stock “turn-over”’ is what counts.
Keep in stock what the people of your
neighborhood want. Keep nothing else
merely for the sake of variety and
appearance.
In recent investigations I found the
following facts as told me by neigh-
borhood merchants who had ceased
to lend ear so closely to the urging
of jobbers and special salesman, and
have established campaigns to give
their trade exactly what it wanted,
when wanted:
One butcher sells 119 pork tender-
loins a week.
One store dealer has increased his
trade more than 100 per cent. on
shoes soled with neolin.
One hardware and general store
has had a tremendous increase in
sales of paint for kitchen and bath-
room walls and interior woodwork.
One dry goods store had a ging-
ham sale recently, totaling 6,200 yards
. more than in any week in its history.
And I could give other instances.
The point is that in every case the
tip was got by watching the “big
fellows.” J. F. Beale, Jr.
The Conscientious Scot.
“An enterprising drummer,’ says
a New York business man, “once at-
tempted to bribe an old Scotch mer-
chant by offering him a box of cigars.
““Na, na,’ said the old chap, shak-
ing his head gravely, ‘I canna’ tak’
‘em.:
“““Nonsense,’ said the drummer. ‘li
you have any conscientious scruples
you may pay me a quarter for the
box.’
“*Weel, weel,’ said the old Scot, ‘Tll
tak’ two boxes.’”’
We Manufacture Five Different
Styles of
EGG TESTERS
S. J. Fish Egg Tester Co.
Write for catalog. Jackson, Mich.
SEEDS
BUY THE BEST
_ Grand Rapids, Michigan
Reed & Cheney Company
21
WE BUY AND SELL
Beans, Potatoes, Onions, Apples, Clover Seed, Timothy Seed, Field
Seeds, Eggs. When you have goods for sale or wish to purchase
WRITE, WIRE OR TELEPHONE US
Both;Telephones 1217 Moseley Brothers, C®4}D. RAPIDS. MICH.
WE ARE HEADQUARTERS
WHOLESALE
Fruits and
Vegetables
Prompt Service Right Prices
Courteous Treatment
Vinkemulder Company
GRAND RAPIDS ro! MICHIGAN
To Price Your Merchandise the Right Way
on Sslling Price Use
Ready Profit Percentage
Profits are figured out for you right to the penny, even to the fraction.
These prices are figured on selling price— the right way.
Ready Profit Percentage wi'l be sent to any address in the United States
upon receipt of $1.10 by mail.
GEO. A. GILBERT & CO.
380 East Eleve: th Street Port'and, Oregcn
Bankers Use an Interest Book. Why Shouldn’t a Merchant Usea
READY PROFIT PERCENTAGE BOOK?
First Mortgage Bonds
TAX EXEMPT, PAYING
3/ 0
Ohh
$100, $500, $1,000
APPLY TO
The Michigan Trust Co.—Grand Rapids Trust Co.
Or Any State or National Bank in Grand Rapids
Moore’s Mentholated
Horehound and Tar Cough Syrup
This remedy has gained an enviable reputation during the past 6 years.
Grocerymen everywhere are making a nice profit on its sale and have satis-
fied customers and a constantly increased demand.
If our salesman does not call on you, your jobber
can get it for you.
We are liberal with samples for you to give away. the samples create a
positive demand.
Be progressive and sell the latest up-to-the-minute cough and cold
remedy. Join our delighted list of retailers.
THE MOORE COMPANY, Temperance, Mich.
22
MICHIGAN TRADESMAN
July 9, 1919
Some Suggestions In Regard To
Cordage Business.
Written for the Tradesman,
A good many hardware dealers are
inclined to list cordage among the
lines which they carry but do not
need to push. Cordage is a staple.
“When people want rope or twine,
they'll come for them,” is the hard-
ware dealer’s point of view.
The head of a certain large concern
which manufactures a well known
and nationally advertised line of
household goods was once asked the
reason for his extensive publicity
campaigns. “Every person has to
buy your goods anyway,” he was told,
“so why go to all this expense?” To
which the manufacturer pointedly re-
plied: “But we want them to buy
more of our goods.”
So while a lot of cordage business
will come to the hardware dealer itt
any event, it is only by pushing that
he can develop the full possibilities
of this line. You don’t need to push
cordage to the front to such an extent
as to crowd all other lines into the
background. But it will pay you to
remind the public that you handle
rope and twine. Mention these lines
in your newspaper advertising now
and then, put on an occasional win-
dow display—and see to it that the
display isn’t along a hackneyed, time-
honored pattern.
Take binder twine: the common-
place idea in display is a pyramid of
balls of twine. That has been done
so often that it ceases to pull, to the
extent that any display should pull.
The pyramid should therefore be
helped out by some accessory idea
that has a touch of novelty; or there
should be some entirely new idea
substituted for it.
Cordage lends itself to lettering,
and lettering is an essential in any
display. Normally, you use show
cards and price tags. But in your
binder twine display, you can vary
that by covering a board, say 2 x 5
feet, with crepe paper. Tack a length
of rope around the edge by way of
border. Then, inside the border, tack
a length or so of twine in the shape
of lettering. “Buy Your Cordage
Here” is a suggested slogan to use.
“Use Our Rope to Hang the Kaiser”
was used last year in a display. Think
up a catchy slogan, preferably in
three or four short words; and use
your twine-sign as the center of your
display. Around that you can arrange
coils of rope or balls of twine in any
form you please.
One display showed an old fash-
ioned well, built up with balls of
twine: and on top a sort of windlass
with a rope suspended. Another idea
was a model aeroplane made up of
hardware articles, suspended on a
length of rope stretched from one
corner of the window to the other.
Timely ideas can often be improvised
in connection with current events.
Signs lettered with twine or cord-
age can be worked into a good many
displays of other hardware lines, and
will help to keep the cordage depart-
ment before the public.
Of course one of the important
talking points with twine is its
strength and durability. The “weight
test” is often used in display to em-
phasize this point. Ascertain what
weight a single strand of your twine
will bear. Then place a bundle of
twine in the center of the window,
detach the end, and run it through a
ring suspended from the ceiling. At-
tach the weight to the end of the
twine. A show-card should state that
“Every strand of cordage can
sustain this much weight” empha-
sizes the point. Of course it will be
advisable to see to it that the twine
is renewed every night.
In selling rope, the pound basis is
generally used; but the average pur-
chaser usually wants so many feet
of rope, and knows nothing about the
pound equivalent. See that your
salesmen are posted on the equiva-
lents; so that they can tell any cus-
tomer approximately what a certain
length of a certain sized rope will
cost. Then, too, it is worth while for
clerks to know how much weight any
specified rope will carry—500 pounds,
700 pounds, etc. It is a good idea
to have this information typewritten
on cards and tacked up on the wall
in close proximity to the cordage
stock. This will serve as a safe guide
The Adjustable Price Card Holder
“Fits Them All’’
Shelves, Boxes, Glass Globes, Coffee Cans, Coun-
ter, Meats, Etc. Write for circular and prices.
J. FRANK GASKILL,
259 Mich St Grand Ra: ids, Mich.
Sand Lime Brick
No Painting
No Cost for Repairs
Fire Proof
Weather Proot
Brick is Everlasting
Grande Brick Co., Grand Rapids
So. Mich. Brick Co., Kalamazoo
Saginaw Brick Co., Saginaw
Jackson-Lansing Brick Co. Rives
Junction
Michigan Hardware Co.
Exclusively Wholesale
Grand Rapids, Mich.
UFFICE OUtFITTERS
LOOSE LEAF SPECIALISTS
Boston Straight and
Trans Michigan Cigars
H. VAN EENENAAM & BRO., Makers
Sample Order Solicited. ZEELAND, MICH.
237-239 Peart t. (near bridge) Grand Renide. 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 ine and size platform
wanted, as well as height. We will quote
a money saving price.
Sidney Elevator Mnfg. Co.,
A Special Ring for the Control ot Excess Oil
McQUAY-NORRIS
REG US PAT OFF
RINGS
: Use one in the top groove of each piston. Leaves
just the film necessary for proper lubrication.
oe
Distributors, SHERWOOD HALL CO., Ltd.
30-32 Ionia Ave., N. W. Grand Rapids, Michigan
Sidney, Ohio
Jobbers in All Kinds of
BITUMINOUS COALS
AND COKE
A. B. Knowlson Co.
203-207 Powers’ Theatre Bidg., Grand Rapids, Mich.
Foster, Stevens & Co.
Wholesale Hardware
a 4
157-159 Monroe Ave. :: 151 to 161 Lous NV.
Grand Rapids, Mich.
Brown & Sehler Co.
Manufacturers of
Harness, Collars and Fur Coats
Jobbers in
Saddlery Hardware, Summer Goods
Blankets, Robes, Mackinaws
Sheep Lined and Blanket Lined Coats
Farm Implements
MICHIGAN
GRAND RAPIDS,
July 9, 1919
to hardware juniors, who are apt to
get their figures confused.
The other day I was buying cord-
age in a hardware store. I had to
go down into a dingy, ill-lighted
basement to pick out what I wanted.
The salesman was very capable and
obliging; still, it is desirable wherever
possible to avoid taking customers
upstairs or downstairs. One dealer
who had for lack of floor space to
keep his cordage stock in the base-
ment, had holes bored in the floor
and the rope ends strung through
these holes. By means of this handy
device a customer could see all the
sizes of rope in stock and make his
selection, without having to go down-
stairs.
Cordage can take up a great deal
of floor space or a very little, depend-
ing on the arrangements for display-
ing and storing the goods. In one
large city store the cordage display
consumed approximately 68 feet of
floor space. By installing a handy
display rack, the amount of floor
space required was reduced to about
18 feet.: The frame of this rack was
made of light gas pipe, joined togeth-
er in sections to accommodate the
different sizes of rope. The shelves
were of wood sufficiently thick to
carry the weight of the stock. The
rack was placed against the wall and
the bottom shelf raised above the
floor level for sanitary reasons and
to keep the stock in good condition,
and convenient to handle. The
loose ends of each rope were run
through V-shaped eyelets which grip-
ped and held them from dropping
through the floor of the shelf into
the coil below.
On the floor of the stock room a
measuring scale running up to 100
feets was marked out with brass-
headed tacks; one tack for the first
foot, two for the second, three tor
the third, and the figures outlined by
tacks from four up. Thus the sales-
man is able to quickly secure the
size of rope wanted and measure off
the amount required.
Cards are placed in each section
listing the stock of short ends with
the length of each loose end. This is
accomplished by keeping a continu-
ous stock sheet, marking against each
coil of rope the amount ‘sold from it.
Thus the stock keeper tells at a
‘glance the length still in each coil.
The card gives the length of each
coil, and, as soon as this is sold, it
is erased from the list. This method
reduces the loss from waste ends and
keeps the stock in better shape. It
also reminds the salesman that there
are short ends to get rid of and he
keeps a keen look-out for opportuni-
ties to dispose of these.
An arrangement of this sort has
the added value, that a clerk can tell
instantly what is in stock. Where
stock is piled promiscuously in a
dark corner, the salesman is apt to
sidestep the difficult task of hunting
through the whole pile for some size
of rope that may or may not be in
stock. Thus sales are lost.
A small town hardware dealer
makes a practice of sending a mem-
ber of his staff twice a week into
the neighboring country with a truck-
MICHIGAN TRADESMAN
load of rope and twine. The sales-
man calls on all the farmers, and
quite often sells out his entire load to
farmers who are too busy to come
to town. Other goods are canvassed
for on such trips, and often these
trips are combined with deliveries of
articles already sold. With the help
problem less difficult then it has been,
outside canvassing can be carried on
more extensively.
In any event, cordage is worth
occasional featuring in window dis-
plays; and will pay for a little extra
thought and effort on the hardware
dealer’s part. Victor Lauriston.
The fact that England furnished
a higher percentage of her population
for the war than any other part of the
Empire has become familiar from
repetition—although a sneer to the
contrary has not wholly died. The
English sent forward 24.02 per cent.
of their male population; the Scotch
23.71 per cent.; the Welsh 21.52 per
cent.; Ulster, 31 per cent. and South-
Think About Your
ern Ireland 6.4 per cent. An interest-
ing comparison of colonial figures is
furnished by the Round Table. New
Zealand is strikingly in the lead, hav-
ing raised 19.35 per cent. of her male
population. Canada and Australia are
virtually tied—13.48 and 13.43 per
cent., respectively—while South Afri-
ca, counting those who assisted in the
short campaign against German
Southwest, makes the creditable
showing of 11.12 per cent. New Zea-
land had the advantage over Australia
of adopting conscription, and over
Canada of containing no such partly
indifferent element as the Freneh
Canadians.
———_>e--2—___
Do not give up your dream because
it is apparently not being realized;
because you can not see it coming
true. Cling to your vision with all
the tenacity you can muster. Keep
it bright; do not let the bread-and-
butter side of life cloud your ideal
or dim it. Keep in an ambition-arous-
ing atmosphere.
ONS ME: Tess
Bela
aa a
FOR GASOLINE
See
Oil Room
Think of the many minutes you lose in a day, nand-
ling gasoline and oil, minutes you could save by
CELLAR
OIL STORAGE
the use of up-to-date equipment.
Kent Steel Company
Grand Rapids, Mich.
Structural Steel
Beams, Channels, Angles
Ideal
Electric Co.
128 Division Ave., So.
Grand Rapids
We have on sale a most
wonderful display of Arti-
ficial Flowers, Palms, Ruscus
Trees, boxes, hanging bas-
kets, also a miniature thea-
ter with latest portable mov-
ing picture machine, etc.
be
oa
TOs 3
Has each sale made, actually paid you a profit, or
have the profits gone glimmering, because of over-
measure, oil spilled or lost through leakage and
evaporation and too much time spent in handling?
A
BONSER
OIL STORAGE OUTFIT
will put your oil business on a clean profitable basis. It 1s
leak and evaporation proof, accurate, convenient, absolutely
clean and -attractive and a great time saver. It will sell
more oil with less effort. No loss of any kind. No odor.
LET US SEND YOU LITERATUF
PROVING OUR CLAIMS
S. F. BOWSER & CO., Inc. FORT WAYNE nD
Toronto Office and Factory
66-68 Frazer Ave.
MICHIGAN TRADESMAN
July 9, 1919
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HE COMMERCIAL TRAVELER
WV
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i nea
’ UIs °
Grand Council of Michigan U. C. T.
Grand Counselor—C. C. Starkweather,
Detroit.
Grand Junior Counselor—H. D. Ran-
ney, Saginaw.
Grand Past Counselor—W. T. Ballamy,
Bay City.
Grand Secretary—Maurice
Jackson.
Grand Treasurer—Lou J. Burch, of De-
troit.
Grand Conductor—A. W.
Muskegon.
Grand Page—H. D. Bullen, Lansing.
Grand Sentinel—George E. Kelly, Kala-
mazoo.
Heuman,
Stevenson,
Gabby Gleanings From Grand Rapids.
Grand Rapids, July 8—A “com-
pound” item in the write up last week
of the Supreme session of the United
Commercial Travelers at Columbus,
Ohio, should have read, “Michigan
was well recognized, both by the pre-
siding Grand Counselor F. G. C. Cox
in his appointments for the session
by placing A. G. MacEacheron, of
Cadillac Council, on the Comm'tte of
Charters and Dispensations and the
newly-elected Supreme Counselor R.
A. Tate, in making his appointments
for standing committees for 1920, gave
an appo‘ntment on the Jurisprudence
Cammittee to Wilbur S. Burns, of
Grand Rapids Council.
Charles C. Perkins was in Grand
Rapids for a few days last week, but,
like the Arabs of old, he folded his
tent and has gone on to new territory.
Tuesday evening he and his family
were guests of William D. Bosman
and Mrs. Bosman. Wednesday eve-
ning Mr. and Mrs. John D. Martin
entertained Mr. and Mrs. Perkins and
their son, Stuart, at their home with
a nine course dinner and Thursday
evening they were guests of Mr. and
Mrs. Allen F. Rockwell. Friday they
went to Muskegon to say good bye
to Mr. Perkins’ mother, and from
there on by boat to Chicago to spend
a day with the family of Mrs. Per-
kins. before taking final departure for
their new home in Minneapolis. We
will miss them both—Charlie from the
meetings of No. 131 and the very able
support he gave all matters of im-
portance to 131, and we will miss them
both from our parties, picnics and all
other social functions. The best of
gond health. success and prosperity
goes with them to their new home
from every member of Grand Rapids
Council and manv other friends they
are leav'ng in Grand Rapids.
A nifty little prize-is offered for a
missing Grandville girl with a birth-
mark just below the knee. so keep
your eye on the street car steps.
Bob Ellwanger. Art Borden, Will
Cain and their fam‘lies motored to
Morrison IT ake for the 4th. Art Bor-
den had some time getting his B. V.
D.’s off after returnine. due to the
amount of fish bones sticking through,
L. E. Stranahan avd wife and C. F.
Hart and family will motor to Camp
Lake. making their home at the D’xie
cottace from July 15 to Sept. 1. Take
warning, all you nimrods, get ready
to swap some good ones this fall.
FE. A. Crandall and family returned
last week from a pvleasant two weeks’
vacation at Wall Lake. . Put on your
gas masks, fellows. when vou see E.
A. coming, for he is sure full of fish
stories.
Mrs. V. A. Pilkington and children
will spend the remainder of the sum-
mer at their cottage on picturesque
Torch Lake.
F. E. Beardslee and family will pay
Fred’s mother a visit this week at
Detroit. Fred claims the excitement
of going to Detroit is all over, because
Ohio has gone dry, the same as Mich-
igan. No explanations necessary.
William E. Sawyer and family will
spend the remainder of the summer
at Green Lake. Will’s mother, father
and sister from Allegan paid him a
visit last week.
Harry Winchester, of the Worden
Grocer Company, was confined to his
home for a few days, caused by the
heat.
Great doings at Green Lake Satur-
day! Will Sawyer christened his
beautiful new launch, the Florence.
Due to the lack of wine, Bill broke
a bottle of Worden’s lemon extract
over the bow, this being furnished by
Fred Beardslee.
L. E. Stranahan recently purchased
a new home on Francis avenue, near
the entrance of Garfield Park.
W. S. Cain and Will Bosman are
the happy owners of brand new
spanking Nash cars.
Complaints from an old time trav-
eler who has made his home for a
number of years past at the Hotel
Bryant, at Flint. This hotel recently
changed hands and from the way the
new manager is handing it to the
‘tbovs, his hotel experience is very
limited or he does not care for the
patronage of traveling salesmen. Con-
ditions of the lavatories and the
charging of 10 cents for checking of
grips are by far a very short-sighted
way to do business. Unless some
changes are made at once, salesmen
will look for new quarters.
William R. Allen, formerly book-
keeper for the local branch of the
National Biscuit Co., but for the past
dozen years book-keeper in the gen-
eral store of Cobbs & Mitchell, at
Springvale, died at the home of his
step daughter at Atlanta, Ga., July 5.
The body was brought to Grand Rap-
ids Sunday. Funeral services were
held at the Metcalf undertaking rooms
Monday afternoon, interment being
subsequently made in Garfield Park
Cemetery. Deceased leaves a wife,
to whom he was married four years
avo. and a_ step daughter, Mrs.
Thomas Modie. of Atlanta. Ga. Both
were present at his bedside when he
d‘ed and at the funeral in Grand Rap-
ids. Mr. Allen was a man of great
faithfulness and fidelity to duty and
enioyed the respect of all who knew
him.
Samuel S. Walker is spending the
month of July, sunerintending the
shipping of the machinerv from the
Star Kn'ttine Works. on Sibley street,
to Memphis, Tenn., where a new com-
pany has been organized to restme
the manufacture of underwear under
the name of the Star Knitting Mills.
The new companv has a nominal cap-
ital stock of $100.000 and is officered
as follows: President and Manager,
Samuel S. Walker: Assistant Man-
aver. E. Brandt Walker; Secretary and
Treasurer, Samuel A. Walker. The
latter has been engaged in the retail
furnishing goods business at Memphis
for the past seven years. S. S. will
remove from Detroit to Memphis as
soon as he completes the work of
shipping machinery from the Grand
Rapids plant. Brandt, who has been
in France for more than a year, is
now at Camp Mills, on Long. Islarid,
HOTEL McKINNON
CADILLAC, MICH.
EUROPEAN PLAN
Rooms with Ruoning Water.... $1.00 and up
Rooms with Bath .....---- ----- $1.50 and up
DINING SERVICE UNEXCELLED
139-141 More St
ioe CO
GRAND RAPIDS. MICH
Bell Phone 596 Citz. Phone 61366
Lynch Brothers
Sales Co.
Special Sale Experts
Expert Advertising
Expert Merchandising
209-210-211 Murray B'¢g
GRAND RAPIDS, MICHIGAN
erat
- Lee
aaa
cd oe ‘ ZB ed
Epa i a
GRAHAM & MORTON
Transportation Co.
CHICAGO
$3.5 Wer Tax
Michigan Railway
Boat Flyer 9.00 P. M.
DAILY
Leave Holland 9.30 p. m. DAILY
Leave Chicago 7p. m. DAILY
Prompt and Freight Shipments
To Chicago
Daily—8:05 p. m.
From Chicago
Daily—7:45 p. m.
FARE $3.50 Plus 28¢ War Tax,
‘ Boat Car Leaves Muskegon Electric
Station 8:05 p. m.
Goodrich City Office, 127 Pearl St., N. W.
Powers Theater Bidg.
Tickets sold to all points west.
Baggage checked thru.
W. S. NIXON,
City Pass. Agent.
HOTEL HERKIMER
GRAND RAPIDS, MICHIGAN
European Plan, 75c Up
Attractive Rates to Permanent Guests
Popular Priced Lunch loom
COURTESY
SERVICE VALUE
of the Union Station
GRAND RAPIOS NICH
CODY HOTEL
GRAND RAPIDS
$1 without bath
RATES § $1 rye with bath
CAFETERIA IN CONNECTION
OCCIDENTAL HOTEL
FIRE PROOF
CENTRALLY LOCATED
Rates $1.00 and up
EDWARD R, SWETT, Mer.
Muskegon te: Michigan
a i
AL SR spay os -_)
e
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anna
Cc
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aw Wer!
THE ‘ RENDESVOUS -OF-REFINED -AMUSEMENT - SEEKERS
9
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rea
Theatre Office.
“The same popular prices will prevail this year.
Matinees, except Holidays and Sundays, 10 and 25 cents.
Evenings. 10, 25, 35 and 50 cents, plus the war tax. For the
convenience of patrons, choice seats may be reserved at
The Pantlind Style Shop, Peck’s and Wurzburg’s at no ad-
vance in prices, or your seat orders will be promptly and
courteously attended to, if telephoned direct to the Park
rp=pmeneneneetrunrsmeencn a
July 9, 1919
and will take up his residence in
Memphis as soon as he receives his
discharge from the service of Uncle
Sam.
With three sheets of arrivals Mon-
day, the total of arrivals for the sum-
mer season furniture market will
reach pretty near the 2,200 mark, with
the probability of passing even that
before the week is over. This big
opening for this, the third week of the
season, is highly gratifying to every-
body in the market. There are some
with no goods to sell, yet the repre-
sentatives in nearly all the different
spaces are here with the glad hand to
welcome whoever may come. Some
who thought their lines were all sold
up last week have, upon going over
and checking up, found they can take
care of some more business, so the
market will go “merrily on” to the
end of this week, but it is a safe bet
that unless they want to just play
lazy for the remainder of this year
it will be absolutely necessary for
many of the fellows to find some other
employment until the opening of the
January market.
“Little’ Dick Warner, the salt sales-
man, is spending the heated term at
Pentwater with his family. They are
located at Verbeck’s Tavern.
Richard Warner, Sr., will round out
fifty years’ continuous service as a
traveling salesman July 19 and pro-
poses to celebrate the event in a be-
coming manner. Mr. Warner has al-
ways been as faithful as a clock and
enjoys the love and respect of every-
one who knows him.
L. E. Stranahan.
————_.2—e————_
A Sympathetic Collector.
“Carelessness is the most frequent
cause for delay in paying bills, I be-
lieve,’ says a retail merchant. “In
making collections, therefore, I sym-
pathize with my debtor, instead of at-
tacking him. This is the kind of let-
ter I find especially effective with
professional men:
Dear Mr. Barton: One day early
last month the postman left me a lit-
tle bundle of “isinglass-front” envel-
ops—the regular monthly statements.
It chanced to be a busy Monday
morning, and I didn’t have time to
make out checks, so I tucked the en-
velops into a pigeonhole of my desk
for future reference. Well, sir, do
you know I forget all about those
statements until I happened to run
across. them this morning in rummag-
ing around my desk. And here it is
the first of the month again!
“Strange I should do a trick like
that,’ said I to myself. And then I
got to thinking about the incident.
“Maybe it’s not so strange, after all,”
I added. “T’ll just bet there are a
whole lot of men afflicted with
pigeonholes and bad memories.”
I guess maybe you, too, are suffer-
ing from the malady, Mr. Barton. Or
perhaps yours is the “coat-pocket-file”
disease (that’s another of my pet
vices). Anyway, probably you’ve mis-
placed our statement, for we don’t
seem to have any record of receiving
your check for $3.50, covering a bal-
ance which we have on our books
against you. Won’t you please let
us have a remittance this morning,
so we can close out the item? Thank
you. Maxwell Droke.
—_——_-.-2o——_——_
Employment Tests.
Here are ten tests to apply to any
new worker who asks for a position:
1. Willingness to work.
2. Knowledge of work.
3. Quickness.
4. Loyalty.
5. Initiative.
6. Courtesy.
7. Sobriety.
8. Ambition.
9. Ability to serve.
10. Steadiness.
a a sn ain a pe nisin
MICHIGAN TRADESMAN
Detroit Merchants Organize a Retail
Bureau.
Detroit, July 8—Fifty down-town
stores have signed application blanks
and signified their intention of be-
coming members of the recently or-
ganized Retail Merchants’ Bureau of
the Board of Commerce and of co-
operating in every way possible to
make the Bureau a success. As yet
no active membership campaign has
been instituted by the Bureau. Ap-
plications are being received every
day from firms that desire to become
associated with an organization of
this kind.
Z. Himelhoch, of Himelhoch Bros..,
chairman of the Membership Com-
mittee, says: “Applications for mem-
bership in our retail organization are
being received much faster than we
anticipated. We have not as yet work-
ed out a definite membership drive.
The firms that have so far joined the
bureau have done so because they
realize the great advantage of becom-
ing affiliated with a retailers’ organ-
ization and know the immense amount
of good that can be accomplished by
such an organization.
A little later in the summer we are
planning to start a regular member-
ship campaign. During the drive we
will have a banquet in the auditorium
of the Board of Commerce. We will
have good entertainment and a speak-
er of National reputation who will be
able to give an interesting as well as
instructive talk on the present-day
problems which confront the retailer.
This banquet will be open to all re-
tailers whether or not they are mem-
bers of the Retail Merchants’ bureau.
“We will, at first, confine our ac-
tivities to the down-town firms and
will endeavor to have a 100 per cent.
representation of these firms in our
Bureau. The interest and enthusiasm
now being shown by the down-town
firms in the new retailers association
would indicate that this will be an
accomplished fact before very long.
The following are some of the pro-
posed activities of the Retail Mer-
chants’ Bureau:
1. To co-operate in all matters
tending to promote the retail trade
of the city and general welfare of the
community.
2. To take all necessary measures
to offset and discourage improper
forms of competition.
3. Control of charity and advertis-
ing solicitations.
4. To devise methods of attracting
the trade of those sections that are
reached by interurban cars.
5. To guard against detrimental
legislation.
6. To promote strictly American
methods in the conduct of business.
7. Patriotic activities.
8. Regulations and agreements on
Christmas shopping.
9. Tax regulations.
10. Protective service against shop-
lifting.
11. Control of transient and ‘tiner-
ant vendors.
12. Shop early campaign.
2
Late News From the Celery City.
Kalamazoo, July 8—Hale Whisler
has opened a grocery store at 922
Portage street in the building former-
ly occupied by Julia Hogan.
The finishing touches are being put
on the four new Standard Oil Co.’s
filling stations and are rapidly nearing
completion.
Arthur Van Bochove has completed
alterations on the building at 814
South West and now has a fully
equipped service station for the con-
venience of the motoring public.
John Rozankovich, who formerly
conducted a grocery and meat market
on Fourth street, has returned home
from Northern Russia, where he has
been stationed with a part of the 8th
Division Infantry forces.
A very sad accident occurred near
the home of grocer Dan J. Beadle,
when his son accidently: discharged a
gun which he was cleaning, the bullet
striking a neighbor lad by the name
of Ritter in the back of the head,
death resulting soon after. Both fam-
iiies have the sympathy of the entire
community, as the accident was of
such peculiar circumstance, the Ritter
boy having been riding past the Bea-
dle home on his bicycle as the gun
was discharged.
Fire which broke out in the stables
at the race track last week destroyed
a large part of the horse barns and
also caused the loss of a horse which
was here preparing to enter in the
Grand Circuit Races which are to be
held here the week of July 14.
Greetings are in order this week to
all the returning grocery salesmen of
Michigan and many are the tales of
the fishing excursions and motor par-
ties that the boys are handing out to
the trade. All seem glad to get back,
however, and once more get into the
harness.
The writer has often wondered how
Editor Stowe could find time to pre-
pare such long editorials and by a
singular coincidence this vacation, we
had adjoining rooms at the hotel in
Ludington and folks, as sure as I
breathe, that man Stowe writes the
stuff up in the day time and then reads
it over out loud to himself at night.
I tell you what, it is a great life to
be an editor. Frank A. Saville.
>
Bottom Facts From Booming Boyne
City.
Boyne City, July 8—The city began
the construction of the new bridge on
Park street last week. The bridge
will be concrete with steel reinforce-
ment, after a design by the State
Highway Commission, and will be
one more addition to Boyne City’s
public improvements which will be
worth while. We are still hoping for
the rebuilding of the East street
bridge this season, although the sea-
son is going fast and nothing has yet
materialized. It is an important link
in the Boyne Falls-Charlevoix State
road.
The Conrad Iron Works (F. C. Al-
trock) is beginning an extensive ad-
dition to its plant. The capacity of
the casting floor will be doubled and
up-to-date brass furnaces installed.
This improvement is made to take
care of the requirements of the Trac-
tion Engine Co.’s motor construction
and will be a valuable addition to our
industries.
Boyne citizens were in a state of
mind, so to speak. The glorious
Fourth was the occasion of a grand
celebration at Petoskey. Of course,
everybody with a fliver was going, but
the day before the Fourth Boyne City
went dry—of gas—not a drop could
be had. Our neighboring towns were
canvassed. Nothing doing. But late
Thursday night, the Northern Auto
Co. managed to get a truck load in
and a catastrophe was averted.
Tuttle & Hall have just completed
a fine job of painting on the Wol-
verine Hotel. The building was given
a complete new coat, which, together
with the improvement to the grounds,
make a very fine appearance for “the
best hotel north of Grand Rapids.”
The Michigan Transit Co. began
regular weekly service from Chicago
last week. The steamer Kansas came
in on her regular trip to the Soo with
a very good consignment of goods for
Boyne Citv people. With railroad
service as slow and uncertain as it is,
this inlet for freight is appreciated
by our business men. Maxy.
——— o-oo
A Correction.
Redd—The doctor said he’d have
me on my feet in a fortnight.
Greene—And did he?
Sure. I’ve had to sell my automo-
bile—Yonkers Statesman.
—_——2-2-—__
If you really must worry, see that
you pick out something worth while
to worry about.
ARNEL RAI Ea ERE RNG LET UN
A Girl Has Failed—
If the other members of the family
have to watch her moods in order to
avoid an explosion of temper or a
scene.
If she dresses beyond her means
and allows her mother to go out look-
ing like a pauper.
If she expects everybody in the
home to contribute to her pleasure
and happiness, instead of doing her
part to make home the happiest spot
on earth,
If she sulks about the house and is
disagreeable all day or evening be-
cause she has been crossed by some
one, or could not have her own way.
If the whole household is governed
by her whims as to its amusements,
its summer vacation, the guests who
shall be entertained, or what the rest
of the family shall do on every occa-
sion,
If the family is not able to keep a
maid, and she lets her mother clean
floors, wash dishes, scrub, and do all
the hard work for fear of coarsening
her hands, or because she is selfish
and lazy.
When she makes acquaintances
among her richer friends, and is
ashamed to-take her mother to call
on them, or to invite them to her
home.
When she tries to keep up false
appearances by running in debt for
clothes, millinery, jewelry, or flowers.
When she thinks it beneath her to
work, and is ashamed to let her snob-
bish friends know that she is obliged
to earn a living.
When she absolutely refuses to
work and do her part to help sup-
port the family because she thinks it
would lower her in the estimation of
those friends.
When she contradicts her father
and mother, and is imperious with her
brothers and sisters, and with the ser-
vants, whom she considers inferior
beings.
When she despises and holds her-
self aloof from all who are beneath
her in the social scale, and fawns upon
all who are above her.
—__>-->
Table For Figuring Profits.
To earn 10 per cent. on selling price,
add 11 per cent. to cost.
To earn 15 per cent. on selling
price, add 18 per cent. to cost.
To earn 20 per cent. on
price, add 25 per cent. to (cost.
To earn 25 per cent. on selling
price, add 33%4 per cent. to cost.
To earn 30 per cent. on selling
price, add 43 per cent. to cost.
To earn 33% per cent. on selling
price, add 50 per cent. to cost,
To earn 35 per cent. on selling
price, add 54 per cent. to cost.
To earn 40 per cent. on selling
price, add 66% per cent. to cost.
To earn 45 per cent. on selling
price, add 82 per cent. to cost.
To earn 50 per cent. on selling
price, add 100 per cent. to cost.
—_.2——_—_
Hard to Please.
“What is your dog’s name?”
“I don’t. know yet,” replied the
patient man. “I am still experiment-
ing. I have tried nearly all the dog
names I can think of and he doesn’t
answer to any of them.
selling
26
MICHIGAN TRADESMAN
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DRUGS “” DRUGGISTS SUNDRIES
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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—Detroit, June
17, 18 and 19.
Can the Retail Druggist Continue As
Manufacturer?
In many ways Washington occu-
pies the most unique position of any
city in the United States. In 1878
Congress in its wisdom voted us out
of a vote, and we therefore have no
suffrage. 1 will not discuss the rea-
sons here. In a measure we are
wards of the Government; Congress
adopts a paternal attitude toward us,
and passes all laws governing Wash-
ington and the District of Columbia
Many who live and conduct business
here feel that we are the “most” gov-
erned and best regulated city in the
world.
You are familiar with the great
National movement culminating in
the passage of the Food and Drugs
Act in 1906, giving three departments
of the Government supervisory pow-
er over food and drugs. The Depart-
ment of Agriculture with its corps
of brilliant chemists assuming the
duty of inspection, testing for purity
or impurity, with the power to en-
force the law, reaches out with its
strong and impartial arm to every
nook and corner of the country.
You of the States no doubt have
personally had experience with this
legislation in one way or another,
and profited by it. We know we have
in the District of Columbia, because
we have been up against double-bar-
reled inspection from 1906 to this
minute. Many of the practices of the
past are now the exceptions and the
exercise and enforcement of this
beneficent law has resulted in strik-
ing changes, advantageous to the
public and the retail druggist alike.
If you of the States have not been
forcibly impressed’ with its operation
you will, sooner or later, come to
recognize its virtue.
Immediately accessible to the De-
partment of Agriculture, the District
of Columbia undoubtedly provided a
fertile field for testing this much-
needed law, with the result that
changes were recommended and made
with regard to the compounding of
many of the so-called simple and
semi-complex preparations, and their
accuracy insisted upon under penalty
of the law. I want to say before pro-
ceeding further, that the deductions
herein presented are drawn, not only
from my own personal observation,
but also from the experiences of
others who have had occasion to
know the extent of the laws’ opera-
tion under executive authority.
lf the painstaking proprietor who
has successfully conducted a_ well-
regulated drug store for ten or fifteen
years could give his time to making
his own preparations, there is little
doubt in the writer’s mind that his
store would not be a favorite place
for Dr. Kehler’s inspectors, for col-
lecting samples prepared for human
ailments. In the retail store doing a
daily business of $100.00 or over the
proprietor is bound to pass on much
of the detail, and usually the manu-
facturing of simple preparations, to
clerks, in many instances irrespon-
sible clerks—men who will always
remain in that capacity because of
the lack of ambition and energy to
seek a higher level in the profession.
The druggist of the District of
Columbia is very nearly the average
druggist, or was up to 1906. Since
that day, many vicissitudes have come
his way. Members have received ci-
tation from the Department of Agri-
culture to show cause why their prep-
arations differed from the formulas of
the U.S. P. and N. F. For example:,
If in 100 different stores as many
individual clerks, of varying degrees
of ability, make an equal quantity of
the same preparation under condi-
tions peculiar to their locality, it is
quite certain that some of the prod-
ucts will vary materially from the
proper standard even assuming that
their supplies are derived from one
and the same source and are in them-
selves of proper quality. That this
variation is likely to be in excess of
20 per cent. on one or the other side
of the correct strength in a relatively
large number. of instances reference
to collections and analysis of samples
of simple and complex products has
demonstrated over and over again,
not only in the District of Columbia,
but elsewhere.
It is futile to say that another clerk
or the proprietor should assay or test
qualitatively and quantitatively each
preparation made, although obviously
this could readily be economically
done for the entire 100 pints or gal-
lons if made in one operation, at one
time, and by one operator. I do not
mean to imply that assaying or other-
wise standardizing is not advisable.
On the contrary, no one is more de-
sirous of dispensing a standardized
preparation than the pharmacist, but
can he do it under the conditions
found in the average store and make
and standardize them on the prem-
ises? Practically, he can not.
How many pharmacists have the
necessary facilities and technique to
standardize the assayable tinctures of
the Pharmacopoeia? Even experts
arrive at materially different results
with many of the processes, and com-
mercially well-known makes of many
of them are physiologically as well
as chemically tested before marketing
—an improvement, even if super-
pharmacopoeial.
Again, under stress of war condi-
tions, the reduced amount of avail-
able competent labor in retail stores
tends to eliminate any work that can
be as well or better done on the large
scale. Even in normal times it is
easily demonstrable that the waste
of time, energy and material in pre-
paring 100 gallons of such a useless
preparation as tincture of arnica by
100 different clerks in as many sep-
arate establishments makes it an
economically unsound procedure
when compared with making the 100
gallons at one time and at one place.
At current prices for arnica flowers
and alcohol, the futility of it is obvi-
ous. Who now makes his own tinc-
ture of nux vomica—even under the
procedure of the two previous edi-
tions of the U. S. P.? Was not the
maker of the powdered extract the
real manufacturer? Can you beat a
machine for making pills or seidlitz
powders?
The theory of standardization is
fast becoming a necessary commer-
cial practice—necessary because it
makes for economy and _ efficiency.
Nowhere is the value of co-ordination
more clearly shown than in the con-
*
July 9, 1919
duct of the present war. Not only
has the Government standardized
American products wherever possible,
but in some striking instances the
standardization has been extended to
conform to the requirements of the
Allies as well, making the use of one
device and parts of devices inter-
changeable. By this method the
highest efficiency in the conduct of
the war has been obtained.
Prior to the war, many large busi-
ness establishments, maintaining re-
tail stores throughout the country,
had already begun standardizing their
preparations with resulting economy
and accuracy and _ shipping these
preparations from one central pro-
ducing plant to all their distributing
points, so that the quality of a given
Chocolates
Package Goods of
Paramount Quality
and
Artistic Design
The 1919 Holiday Season
second.
twentieth of August.
up to Xmas.
We have made our usual arrangements to care
for the Holiday wants of our customers.
retail druggist should get the largest proportion
of the Holiday business throughout this state.
We have the merchandise and we should be de-
lighted to have you inspect it.
In the Soo from July seventh to July twenty-
In Saginaw from the last of July to the
In Grand Rapids from September first right
Buy, Buy Enough, and Buy Early
Hazeltine & Perkins Drug Co.
Grand Rapids,
The
Michigan
pape aN AMERIPLAN HERP HEP
ReneS,
REE Eee ee ee eee ee eee eee ee ee dices
ReneS,
July 9, 1919
product would be almost identical,
whether purchased in New York or
San Francisco, Chicago or New Or-
leans. Thus not only was economy
effected but time, labor and the pos-
sibility of wide variation in the qual-
ity of preparations
with attending local,
penalty.
were avoided,
state or federal
From most of
those
experiences
present will doubtless
the desirability of encouraging
the responsible manufacturers in the
movement they undertaken—a
movement which relieves the individ-
ual druggist of responsibility for ac-
curacy and at the same time assures a
uniform and standard product to the
public. Just how far such a move-
ment will succeed depends largely
upon the retail druggist. If his time
can be more profitably devoted to the
local manufacture of such prepara-
tions, undoubtedly he will continue as
at present, but it is my opinion that
no busy man can afford to devote his
time to their manufacture or super-
vise and assay compounds prepared
by his clerks, in order to be assured
of accurately prepared products in
conformity with the law. The logical
alternative seems to be the encour-
agement of the large and responsible
past
recog-
nize
have
manufacturers who are properly
equipped to produce standard and
uniform preparations with infinitely
less expense in comparison with the
facilities of the retail druggist, the
time invested and the small profit ac-
cruing from his labors in this field.
Frank T. Stone.
MICHIGAN TRADESMAN
WHOLESALE DRUG PRICE CURRENT
Chloroform Now Administered by
Tube.
A new method of
chloroform,
administering
brought out in France by
Dr. is described in the Scien-
tific American. The doctor no longer
applies the drug by the usual com-
press or mask placed over the mouth,
but introduces the chloroform vapor
directly into the lungs through a tube
running into the windpipe. The tube
method has already been employed in
several hundred cases, and with great
Besides being very useful for
operations to be performed on the
head and neck, it is of great interest
because it never produces nausea.
Guisez,
SUCCESS.
The effects of the new method will
serve to explain the reasons why
chloroform operations always pro-
duced nausea when operating by the
former method, for it appears evident
that the nausea was caused by a part
of the chloroform vapors being ab-
sorbed by the oesophagus and the
stomach.
A Three-In-One Flavor is
Mapleine
It imparts the ‘‘mapley’’ taste
folks are so fond of to desserts
and sweet dishes.
It makes a delicious syrup.
It’s a tempting savor in gravies,
soups, sauces, meats a d vegeta-
bles.
| Your stock is not complete with-
out Mapleine. Order of your job-
ber or Louis Hilfer Co., 1205 Peo-
ples Life Bldg., Chicago, Ill.
Crescent Mfg Co.
(M-408) Seattle, Wash.
Handled by All Jobbers
DUTCH MASTERS
CIGARS
Made in a Model Factory
Enjoyed by Discriminating Smokers
G. J. JOHNSON CIGAR CO., Makers
GRAND RAP DS
Sold by All Dealers
Priccs quoted are nominal, based on market the day o1 issue.
Acids
Boric (Powd.) .. 18@ 25
Boric (Xtal) .. ..18@ 25
COPHOHG oa. secs ve 28@ 27
CRUPIG cavceices 1 15@1 25
Muriatic 0.25... 3%@ 5
WIRENG snc cccceis 10@ 18
OMB cei pedsecs 35@ 40
Sulphuric ........ 34@ 5
"TAPtAQIG: .cncces 1 12@1 20
Ammonia
Water, 26 deg. .. 10@ 20
Water, 18 deg. .. 9%@ 18
Water, 14 deg. sta ly
Carbonate ....... 19@ 26
Chioride (Gran.) 17%@ 25
Balsams
Copaiba. ..i:... 1 20@1 40
Kir (Canada) 1 (bqm2 ou
Fir (Oregon) 50@ 76
POvH ccecccccese 4 75@5 00
POM vcs te kia 2 vuws zo
Barks
Cassia (ordinary) 40@ 45
Cassia (Saigon) 90@1 00
Sassatras (pow. 55c) @ 50
dboap Cut (powd.)
BOG are cic cence 29@ 35
Berries
CHBOD 205 See Ses 1 75@1 50
WIBB oS ck. esa e @1 25
Juniper ...6... 12%@ 20
Prickley Ash .. @ 30
Extracts
Licorice... f.5.4es 0o@ 66
Licorice powd. 1 26@1 60
Fiowers
ALMICR oceans 20@1 25
Chamomile (Gcr.) dw UU
Chamomile Rom. 1 00@1 20
Gums
Acacia, Ist ...... 65@ 70
Acacia, 2nd ..... - 55@ 60
Acacia, Sorts .... 353@ 40
Acacia, powdered 45@ 60
Alves (Barb. Pow) 30@ 40
Aioes (Cape Pow.) 30@ 35
Aloes (Soc Pow) 1 40@1 50
Asaioetida ....... @6 50
POW. cine ae @7 50
Camphor ...... 3 25W3 30
CHIBIBG Seeds ass xe @2 15
Guaiac, powdered @2 26
HINO vis cad s kes
Kino, powdered .. @1 00
Myrrh ....seeeees @1 40
Myrrh, Pow. .... @1 60
Opium § ..... - 15 00@15 50
Opium, powd. 16 50@17 00
Opium, gran, 20 00@20 50
Shellac 1 15@1 25
Shellac, Bleached : 20@1 30
‘Lragacanth .... 4 25@4 50
Tragacanth Sona oi 00
Turpentine ...... 15@ 25
Insecticides
Arsenic: ....... 13%@ 20
Blue Vitriol, bbl. @09%
Blue Vitriol, less 10% tah
Bordeaux Mix Drv 20@
Helievore, White
powdered ...... 46
Insect Powder .. 45@ 170
Lead, Arsenate Po 32@ 4%
Lime and Sulphur
Solution, gal. 20@ 25
Paris Green ..... 46@ 52
ice Cream
Piper lce Cream Co.,
Kalamazvo
Bulk, Vanilla ........ 100
Bulk, Chocolate ...... 1 10
Bulk, Caramel ....... - 110
Bulk, Grape-Nut ..... 1106
Bulk, Strawberry .... 20
Bulk, Tutti Fruiti .. 1 20
trick, Vanilla ...... -. 1 20
Brick, Chocolate .... 1 60
Brick, Caramel ...... 1 60
Brick, Strawberry .... 1 60
Rrick, Tutti Fruiti .. 1 60
Brick any combination 1 60
Leaves
BUCH cc ccccecene @3 00
Buchu, powdered @3 25
Sage, bulk ...... 7@ 70
Sage, %4 loose - 2@
Sage, powdered .. 55@ 60
Senna, Alex .... 1 40@1 50
senna, Tinn. .... 30 35
Senna, Tinn. pow. 35 40
25@
Uva Ursi
Oils
——— Bitter,
Mons Bitter,
artificial
sone Sweet,
Agen ‘Sweet,
imitation .....
Amber, crude ..
Amber, rectified
AMIN 2 cis cen
Bergamont ....
Cajeput
Cedar Leaf ....
Citronella
Cloves ......... 8 00@8 25
Cocoanut
Cod Liver ......
Croton
eeeeeceee
40@_ 50
5 60@5 75
2 00@2 25
Cotton Seed . 2 456@2 60
MWigGrOn 2.66 s< 10 50@10 76
CBO. ccacss ll BVG@ILL io
RASOPOR. ck sees 7 50@7 75
Kucalyptus .... 1 26@1 36
Hemlock, pure 2 00@2 26
Juniper Berries 16 one 25
Juniper Wood .. 3 00@3 25
Lard, S ..-. 1 80@2 00
Laird, No. 1 50@1 70
Lavender, ‘ian 9 00@9 25
Lavender, Gar’n 1 50@1 75
LQMON ... B3q@ 465
Carmine: 2.5.5, 6 50@7 00
Cassia Buds ..... 5b0@ 60
CIOVGN sivciccess 57@ _ 65
Chalk Prepared ..12@ 15
Chaik Precipitated 12@ 15
Chioroform ...... 45@ 655
Chloral Hydrate 1 70@2 10
Cocaine . 2... 12 > 85
Cocoa Butter ..... 65@ 7
Corks, Lst, less 50%
Copperas, bbls. .... @ 2%
Copperas, less .. s4@ 8
Copperas, powd. 44g 10
Corrosive Sublm 2 oo2 10
Cream Tartar .... 68@ 75
Cuttiebuone ..... yow 1 00
Dextrine § <....-.. 8%@ 15
Dovers Powder 5 io@6 Uv
Emery, All Nos. l@ 15
merry, Powdered 8@ 10
Epsom Salts, bbls. @ 3%
Epsom Salts, less 4@ be
ree oc. wees ceva ces @4
Ergot, powdered = 30
Fiake While ... b@ zu
Formaldehyde, Ib. i. 30
GO@IMALING §...5<1 75@1 90
Glassware, full waa 58%
Glassware, less 50%
Glauber Salts, bbl. @ 2%
Glauber Salts less 34%@ _ = 8
Glue, Bruwn ...... ow se
Glue, Brown Grd. 20@ 30
Glue, White . 80@ 285
Glue, White Grd. 30@ 38h
G@iveering: ..i5 cc. 24@ 40
MIQUE ck vceeecaxs 65@ 80
NOGUIO occ ccciscc 5 bu@S Yu
lodoform ...... 6 59@6 74
Lead, Acetate ... 25@ 3
Lycopodium .... 1 75@2 00
DURES cc cceceins so yu
Mace. powdered 9801 00
Menthol ..... 9 00@9 25
Morphine ‘14 30@15 00
Nux Vomica ..... 380
Nux Vomica, pow. 28 85
Pepper black pow. 53 65
Pepper, white ..... @ 60
Pitch, Burgundy @
Quseeie sc wc cece 12@ 15
GQhitine 2.4... 09@1 59
Rochelle Salts 55@ 60
Saccharine ...... @ 45
Sate Pater ...... 22@ 30
Seidlitz Mixture... 43@ 60
Soap, green ...... as 30
Soap mott castile 22% 25
Soap, white castile
CHRO cece cicecucs 00
Soap, white castile
less, per bar..... - @2 6
Soda Ash ....... 4%@ 10
Soda Bicarbonate 3%@ 10
Soda, Sal: ....... 24@ 5
Spirits Camphor .. @2 00
Sulphur, roll .... 4%@ 10
Sulphur, Subl. .. 4%@ 10
Tamarinds ....... 25@ 30
Tartar Emetic 1 03@1 10
Turpentine, Ven. 50@6 00
Vanilla Ex. pure 1 50@2 00
Witch Hazel .. 1 35@1 75
Zinc Sulphate .... 10@ 16
28 MICHIGAN TRADESMAN July 9, 1919
. COCOANUT Chocolates Pails Floats
GROCERY PRICE CU RRENT 5 Ib. Dunham 44 Assorted Choc. ..... - 82 No. 1%, per gross .. 1 50
ene . ee Ef ik case. ee 43 Auabeon Caramels ..-- 2 No. 2. per grout .... 2:78
These quotations are carefully corrected weekly. within six hours of mailing. i; & 14s, 15 Ib. case 43 Champion ..........-- 28 =—SNo. 2%, per gross .... 2 25
and are intended to be correct at time of going te press.
Prices. however, are
liable to change at any time. and country merchants will have their erders filled
at market prices at date of purchase.
ADVANCED DECLINED
Cheese Tapioca
Milk Canary Seed
Rolled Oats
Some Soaps
Peanut Butter
AMMONIA Beans—Canned CHOCOLATE
: ere Brand Red Kidney .... 1 35@1 45 Walter Baker & Co.
12 oz. 16c, 2 doz. box 2 80 String ......... 135@2 70 Premium .............. 87
16 oe: Sic, 1 dow box 1°98 War 4.5056 ess ; & Obs 70 CMPmBee os cos occ shanks 34
32 0z., 40c, 1 doz. box 2 85 Lima .......... 1 20@2 35 Walter M. Lowney Co.
OE civics gueeous 95@1 25 Premium, %8 .....eeeve
AXLE GREASE Premium, ¥%8 ....cceee - 38
; co : Clam Bouillon
Mica, 25 lb. pail .... 1 60 Burnham’s 7 02. .....
‘ oe an
Corn -eter Dornbos Bran
BAKED BEANS Country Gentleman .. 175 Dornbos Single Bndr. 48 00
Campbell, No. 2 Le Mins ..2: Se - 200 Dornbos Perfecto .. os
Daggett, No. 2 ...... 1 26 Van Tem, BC .ccsse
Fremont, No. 2 ..... - 1 45 Hominy Van Dam, 6¢ ....... “2 30
Van Camp -...3 204s 1356.4 =«©~Van Dam. fe ..... . 50 00
BAKED GOODS Jackson 120 Van Dam, l0c ...... 70 00
Loose-Wiies Brands :
K Crackers ......
Low goda Crackers - it % 3b. National Grocer Co. Brands
L. W. Butter Crackers 17 % Ib. ....- — Cigars,
Graham Crackers ..... SR 9 1D ceccccccssescsce GID, | BOM sesneress see 50
Big Hni Bar .......--- 18 Antonella Cigars, 100
L. W. Ginger Snaps .... 17 Mackerel FOIL .eccceeseececs 50
Honey Girl Plain ...... 23 Mustard, 1 lb, ....... 1 80 Antonelia Cigars, 25
Honey Girl Iced ...... 24 Mustard, 2 lb. . 230 TAR b,c ts soa 5) 50
Coconut Taffy ........ 27 Soused, 1% lb. .... 160 EI Rajah, Diplomat-
Vanilla Wafer ......... 85 Soused, 2 ib, ........ 2 18 : icas, 100s costs 3 00
Subject to quantity dis- El — corona, 50
count. Mushrooms | — _ POF 100 ...eceees 75
BLUING
Jennings’
Condensed Pearl Bluing
Smail, 3 doz. box .... 2 55
Large, 2 doz. box .... 2 70
BREAKFAST FOODS
Cracked Wheat, 24-2 4 60
Cream of Wheat .... 7 50
Pilisbury’s Best Cer'l 2 60
Quaker Puffed Rice.. 4 30
Quaker Puffed Wheat 4
Quaker Brkfst Biscuit 1
Quaker Corn Flakes .. 2 90
Kaiston Purina ...... 4
Ralston Branzos ...... 2 20
Ralston Food, large .. 3
Kaiston Food, small .. 2
Saxon Wheat Food . 4 80
Shred Wheat Biscuit 4
Vriscuit, 18 .....++206- 2
Kellogg’s Brands
Toasted Corn Flakes 4 20
Toasted Corn Flakes
individuai senanecce 2 00
Krumbles ........ sues OO
Krumbies, Indv. 2 00
Biscuit ........- « 3 00
Drinket ......- . 2 0
Peanut Butter . 3 66
BON .cocsccscsssscces S SO
BROOMS
Fancy Parlor, 25 Ib. 9 00
Parlor, 5 String, 25 lb. 8 75
Standard Parlor, 23 Ib. 8 50
Common, 23 Ib. ...... 5 25
Special, 23 lb. ...... 5 50
Warehouse, 23 lb. .. 10 00
BRUSHES
Scrub
Solid Back, 8 in. .... 1 50
Solid Back, 11 in. ... 1 75
Pointed Ends ........ 1 25
Stove
Me 8 oo aces cecee ee
Ro, 8 ok cc iscecenssss 2
Shoe
MS A 5 cei cess sessese ae
Ma: SB . c ic iccocccess 2 oe
BR gos iseeecsbescces = OU
BUTTER COLOR
Dandelion, 25c size .. 2 00
CANDLES
Paraffine, 6S .......... 17
Paraffine, 12s ..... .. 17
Wicking .....--sseeeee. 40
CANNED GOODS
Apples
8 lb. Standards .... @1 60
No. 40: o.5 565 see ss es @6 20
Blackberries
le eee worsesesesese
2 oe
Standard No. 10 .... 14 00
Beans—Baked
Brown Beauty No. 2 1 35
Campbell, No. 2 .... 1 50
Fremont, No. 2 ...... 1 45
Van Camp, % Ib. .... 75
an Camp, 1 Ib. .... 1 25
Van Camp, 1% Ib. .... 1 60
Van Camp, 2 Ib. .... 1 8
Buttons, 1s, per case 1 25
Piums
California, No, 3 .. 2 40
Pears in Syrup
Michigan ........-++. 1 75
California
Peas
Marrowfat .....
Early June .... 1 45@i 90
Early June siftd 1 80@2 25
Peaches
California, No. 2% .. 4 0
California, No. 1 .... 2 40
Pie, gallons ... 7 50@9 50
Pineapple
Grated, No. 2 ......+- 3 00
Sliced No. 2 Extra .. 4 00
Pumpkin
Van Camp, No. 3 .... 1 35
Van Camp, No. 10 .. 4 50
Lake Shore, No. 3 ... 1 35
Vesper, No. 10 ...... 3 90
Salmon
B
.
bo DS BS & Oo
~
a
Sardines
Domestic, 48 ..-
Domestic, 4s ..
Domestic, %S .
Calitornia Soused .... 2 25
California Mustard .. oa
California Tomato .. 25
Sauerkraut
Hackmuth, No. 3 .... 1 40
Shrimps
Dunbar, 1s doz. ..... . 1 8
Dunbar, 1%s doz. .... 3 40
Strawberries
Standard ...cs-eeeseee
Fancy .cccccccecceces
Tomatoes
No: 2 .sy.s005> 1 35@1 60
No. 3 jones 2 00@2 35
MG. 10) 6s. occccos css : 0
CATSUP
Snider’s, 8 OZ. ...... 1 80
Snider’s, 16 0Z. ...... 2 85
Nedro, 10% oz. ..... - 140
CHEESE
BIG | oi csws esses sees 36
Wisconsin Flats’ ssaae 37
Loonehorn: «2.6.2. s.55556 37
Michigan Full Cream .. 37
CHEWING GUM
Adams Black Jack .... 70
Beeman’s Pepsin ...... 70
Beechnut .......--.e00. 75
Doublemint ....,........ 70
Flag Spruce ...... soos. 30
Juicy Fruit .......... - 0
Spearmint, Wrigleys -. 70
Yucatan ....cecssvee dae it
GAMIO oo vc caccedeccevesns 40
100
El bawh, Epicure, 50
per 1000 -74 00
El Rajah, Epicure, 25,
per 1 cc. OO
El Rajah, Ark, 60,
mer 100 2 vscsacace 7 30
El Rajah, President,
50, per 100 ........ 10 00
Gdin, Monarch, 50,
wood, per 100 .... 5 00
Odin, Monarch, 25 tin 6 00
Mungo Park, 2500 lots 67 20
Mungo Park, 1000 lots 68 87
Mungo Park, 500 — 70 56
Mungo Park, less
BOO <5. csesss ee "73 00
Mungo Park, 25 wood 73 00
Johnson Cigar Co. Brands.
Dutch Masters Snyd 105 00
Dutch Masters Club 90 00
Dutch Masters Bang 90 00
Dutch Masters Inv’le 90 00
Dutch Masters Pan
Dutch Masters Spec 70 00
El Portana ........ . 47 00
Gee Jay 4
Dutch Masters Six ..
Little Dutch Masters 36 50
Ss. C. W. (new size)
Dutch Masters Seconds
(mew size) ...... a
Worden Grocer Co. Brands
First National ..... 35 00
Worden’s Hand Made 37 bv
Partello ..ccccccccee . 00
Qualex ....cseaeses 8 00
Hemeter Champion 43 00
Court Royal ....... 50 00
Boston Straight .... 45 00
Trans Michigan .... 45 00
Kuppenheimer, No. 2 46 00
Royal Major ........ 48 00
La Valla Rosa Kids 48 00
- Valla Rosa Blunt 72 00
Te oc iccee cass pe
Valla Grande ...... 49 00
CLOTHES LINE
Hemp, 50 ft. ........ 2 Ov
Twisted Cotton, ‘50 ft. 3 25
Twisted Cotton, 60 ft. 3 90
Braided, 50 ft. ...... : 75
Braided, 80 ft. ...... 25
Sash Cord ..... 2 75@4 00
COCOA
Baker’sS ..ccccsecces soe ee
Bunte, 10c size ........ 88
Bunte, % Ib. ........ 2 20
Bunte, 1 Wb. secre. - 400
Cleveland ....... essce ee
Colonial, %48 ......-... 35
a WS 00. >
EPPS 2. ccceces ped akouae 42
Hersheys, %s as
Hershey’s %S ......+.. 35
Huyler ..cccccccccccoce 86
Lowney, YS eecceeecee 38
Lowney, _ Jecbaseete RE
Lowney, iascatsk: 10
East India ....
Tapioca
Pearl, 100 lb. sacks .... 12
Minute, Substitute, 8
O€., 8 GOS. 566.0% 3 55
FISHING TACKLE
Cotton Lines
16 feet .....5: 1:46
15 feet ...... 1 70
AD FORE occ es 1 85
1p feet ..<..:.. 2 16
, 15 feet ...... 2 45
No.
No.
No.
No.
Z
°
Pm oo bo
Linen Lines
Small, per 100 yards 6 65
Medium, per 100 yards 7 25
Large, per 100 yards 9 00
sggen day > i
Size 1-12, per 1,000 .... 84
Size 1-0, per 1,000 .... 96
Size 2-0, per 1,000 1 15
Size. 3- 0, per 1,000 os 2 Oe
Size 4-0, per 1,000 .. 1 65
Size 5-0, per 1,000 .. 1 95
Sinkers
No. 1, per gross ...... 65
NO. 2, Der SFOBS 2... 72
No. 3, per gross ...... 85
No. 4, per gross .... 110
No. 5, per gross .... 1 45
No. 6, per gross .... 1 85
No. 7, per gross .... 2 30
No. > per gross .... ;
per gross ....
FLAVORING EXTRACTS
Jennings D C Brand
Pure Vi
Pure Lemon
Per Dos.
7 Dram 16 Cent ...... 1 26
2% Ounce 35 Cent .. 2 85
2% Ounce 45 Cent .. 8 10
4 Ounce 66 Cent .... 6 20
8 Ounce 90 Cent .... oc
7 Dram Assorted ....
1% Ounce Assorted .. 3 Fy
Moore’s D U Brand
Per Doz.
1 oz. Vanilla 15 Cent 1 25
1% oz. Vanilla 25 Cent 2 00
3 oz. Vanilla 35 Cent 3 00
1 oz. Lemon 16 Cent 1 26
1% oz. Lemon 25 Cent 2 00
3 oz. Lemon 35 Cent 38 00
FLOUR AND FEED
Valley City Milling Co.
lily White ...:....+,48 80
Graham 25 lb. per cwt 5 25
Rowena Bolted Meal,
25 lbs., per cwt. .... 4 90
Golden Granulated Meal,
25 lbs., per cwt. .... 5 25
Rowena Pancake 5 Ib.
DOr GW ois. sccccs
Rowena Buckwheat
Compound .........
Rowena Corn Flour,
Watson Higgins Milling
oO
New Perfection, %s
14 10
Meal
Bolted: .cccccccessscse 460
Golden Granulated .. 4 90
Wheat
BGG 520s bvsg sews es cose ae
WRG. iscssssncsccss 2 Le
Oats
Michigan Carlots ...... 7
Less than Carlots ..... 78
COPIOUS: ccs cae ccs cues 2 03
Less than carlots .... 2 10
Carlote cc ivesscsss -. 80 32
Less than carlots ... 32 34
Feed
Street Car Feed ... 74 00
No. 1 Corn & Oat Fd. 74 -
Cracked Corn ...... 77 0
Coarse Corn Meal .. 77 00
FRUIT JARS
Mason, % pts., gro. 8 00
Mason, pts., per gro. 8 20
Mason, qts., per gro. 8 60
Mason, % gal. 11 00
Mason, can tops, gro. 2 85
GELATINE
Cox’s, 1 doz. large ... 1 60
Cox’s, 1 doz. small .. 1 00
Knox's Sparkling, doz. 2 00
Knox’s Acidu’d doz. ..2 ae
Minute, 1 doz. ......
Minute, 3 doz. ...... 3 36
Nelson’s ......sceeeee a
Plymouth Rock, Phos. 1 es
Plymouth Rock, Plain 1 35
Waukesha ........... 1 @
TE ee
4 manatee eh saneey tii
errant
sesh sinttntstoai steer
maint tg i
eae eeeenes éebiyst
July 9, 1919
MICHI
HIDES AND PELTS GAN TRADESMAN
Gren. NM : aes “ea Small SALERATU
. 0. eeeeeeres i. Ss
Green, No. 2 .... = 5 gallon kegs ....... 5 Soap Powders =
Cured, No, 1 eos Half barrels ...... 5 00 Packed 60 Ibs. in box Johnson’s Fine 48 Oolong
Cured, No. 2 ........ 33 i Arm and Hammer 3 25 Johnson’s XXX 10 2 575 Formosa, Medium .. 40 WRAPPING PAPER
Calfskin, green, No. 1 = , PIPES Wyandotte, 100 %3 .. 3 5 Rub-No-M : 75 Formosa, Choice .. 4 @45 Fibre, Manila,
Calfskin. , No. 1,68 Clay, No. 216, gs .. 300 Nine crclock ....... 5 00 Formosa, Fancy 5@50 Fibre, Manila, =, *
een green, No. 2 66% Clay, T. D. tint count aes an Lauts Sa oak. Cigngece 4 25 :] 65076 Not Fibre colored
Calfskin, uscd a a ca Cob, 3 doz. in box oa Granulated. Pega 1 95 =~ Leet 106" wae. oe og English Breakfast Botenerr Manila .... i
Pie BEE coisa $ranulated 100 Ibs. cs ueen Anne, 60 pkg: ongou, Medium RE
Horse, Nu. 2 .....-+5 10 00 No. PLAYING CARDS Granulated, 368 pikes. of Oe eee oe Seeman ued -. BO Parchmt we short’ ent 20
P : eee 2S 25 1008 ....... 10 fo et sg60 tort a, oe
Ol elts ee ele le Congou, Ex. Fancy
ae Bee ee Th solar Rock SODA ce — YEAST CAKE
ee tas eetees 00 POTAS 6 Ib. sacks ....... gg BC Pekoe. Metina. Magic, 3 doz. .. 1
ea 50@1 00 Babbitt’s, 2 doz H oF ca arb, Kegs ........ 3% Dr. Pekoe, ‘Choice. on Sunlight, 3 doz. ...... 1 z
Prime ..-+.++++- vee @09 eae . foee oe 2 20 SPICES Flowery 0. B. Fancy 58060 oe a ton ia
Dea ge ey : NS ) Mie 0s 2 25 XY . s. .. 118
Neo. sesee @O8 Garreied P Ss Whole Spices TWINE east Foam, 1% dos. 8%
ee : @o Clear Back ork ALT FISH Allspic ; Cotton, 3
.. 54 00@5 Cc me e, Jamaica .... ; ply cone ...
Woel Short Cut Cir. 51 99 56 00 Middies ..... wes eo oo. ee 2 es 2. ee
; risket, Clear oe a 93 Cassia, Canton emp, 6 ply . eee Fleischman, per
Unwashed, th ee ie... 55 00@56 00 Tablets. 1 ih 23 Gassia, fo pkg. doz. @30 PLY ...... ee eees 28 per doz. ..
nwashed, fine ... @49 Clear Family ....... 48 00 Wood ae ses ae Ginger, African oe @15 whit —-
oe Ae Oh er ee eee 19 inger, Cochin yas e Wine, 40
ee a oe ware Wie © ome »
A ry Sait H , Penan e ine, 80
me 15 00 dP Balien en cone 00 Standards: bbls ss ae a ro ee oe rain 29 SP
oe ee ee 0 whe fed No, & |... 0:
rline; No. 26 -..... ee ware ees kegs ee Notiees. ae doz. or — Hoo aS Pickle P é —
HOR erces 36 A ee » 10-8 ...... Oaklan . rice
Per doz. a” RADISH compere Lard 26 O28 a aoe 105-110 ore Blue oe 7 rice Current
i specse cous - = -~: AG advance % KEK oe Penner, eit Sescace Gao Oakland whe ae 25 es
Pare a oy 60 Ib. tubs ie ne % 8 Ib. Sat Norway .. 20 00 Pepper, Gavenne eneces ax Packages no charge. ™ AXLE GREAS
pure er RA Yo wg yo MAR gale conamee Hono boas oi Baa eats” Om :
, . . pails ...advan oned, 10 Ib. boxes .. wick
5 Ib. ce % . boxes .... 29. Pure N ING
JELLY GLASSES 5 Ib. pails ...advance 1 Trout Mme eee ro bee eee ose ees 60
8 oz., per doz pails :..advancei N° cl or onaag @20 1, per gross
eee) No. i G oves, Zanzibar @b50 No. 2, per gross ...-.. 1 10
| MAPLEINE H Smoked Meats No. . assia, Canton ... @40 No. 3, per gross ...... 1 00
: pe ee ian per doz. 3 00 eases’ ae Ib. 35 @86 No. Paya aal pe igi cl eo 17
. bottles, : , 16-18 Ib. UStard .....ee sere 45
4 ee ee ie cae eee Ib. Hugit Mace, Penang @r00 WOODEN
32 oz. bottles, per ds. 30 0 Ham, dried beef . — bay Ibs. .. 25 00 Seeing as Con aoa.
' ; sets ... O68 We ance, epper, Black ...... Bushels
Californi sos 41 @42 Mess, 10 Ibs secesss 18 25 Pepper, White ...... @34 , wide band,
nance meat Sed 8 SEES Feber, Ue gi matin ged 2
> oz. ams . . 41, lbs oF aprika, H : w :
case for . seceeee 85 O40 N . sone 24 00 , Hungarian ..@60 ood handles
hehe catees 439 Botled Hams . No. 1, 50 Ibs. ... Market cress. 2 25
Quaker, 3 doz. ‘case Tere a en take ae Market, single handle 90
aie saad sees « 95 Bacon ........... 89 @52 % bbl Lake Herring Chili ‘goaeer tae ae large andle 90
-» 100 Ibs. Celery Salt, § on. |... go Splint, medium ......
as ooea ea 50 Sa y Salt, 3 oz. ...... ag Splint, small ........ 7 25 oe
New Orleans Bologna ....- SEEDS ee ee oo 6 75 25 lb. pails, per dos. ..18 8¢
Fancy Open Kettle TAWOE ooo scccesices 18 ae Mie sue see es 45 Garlic Alt cesses sees 1 35 Butte
Choice ne teens caes 5 Frankfort oe 4 Canary. Smyrna es = Pots be ot : $5 was Plates
Pee Wal ie pn ee = BO. Ore 3 cs es pies ween 19 LATAWAY ..-.s serene Ki . oe ete ee End
eg eerie 46 Veal Ssieeseca ii@it Caen. Metatar ‘1 20 feud beatae ‘111260 6,1 ,250 in crate 55 KI I CHEN
Sig ous EC okies Tongue eres ae Heme, pester 55 Marjoram, 1 oz. ...... eo su Pos in crate ..... 65
adcheese .......... 14 Mixed. oa Ee be Thea Be etree. 30 3 Ib., 250 tn — 75 N
a Bee ee oa aia 8 KLENZER
: MUSTARD * Mustard, white ... a a ee 30 «8 Ib, 260 tn ere onrses 90
%~ Ib. 6 th. box... 30 aes -s+2- 25 00@87 00 a 75 » 2% 0% «10... 90 veee 1 26
Nee , new .. Ane oe ee
- NUTS—whole : ee tes 15 STARCH Barrel, 6 a aT
mounds, Te Ig’ ; orn arrel, 1
Brazil, large. Washed - % bbls. _ 1 Hanay. Bo. oa ie ae 40 Ibs. .. 11% oe
eee ee Re ne Handy Box ives dn 62 [cece baie. oH Clothes Pins
” ores, Gartaicna .. 23 i ppbie vecceecett 906 pixby's Babel Petia 1% kao at barrels 7. 16 “1 Round Head
co oe He svsesessroneee BGS aamiers Crown Polish art pkgs. ”.. 400 Cartons,” 20-868, box.. 1 10
’ Virginia, : , 20-368, box
Roasted SNUFF 3 Kingsford ~. £70
poe cesseces Pi Ss Silve
pe spaces GE ge 8 ie ee OO ole abe tot Bias
Walnuts, alma dist % bbis., ‘0 ibs. oe ; g Roctoping He, 8 for o 64 Argo, 48 1 oe No, . complete oe 50 sans. sou
sees , ‘ : . a: Cas @ wseees i
Al Shelled Cc. a ee 60 —_ 12 3 Ibs. o -< e, medium, 12 sets 1 i =a ee
monds ........-.-+-+ 55 Hogs anne openhagen, 1 Ib. gla . 60, 85 Ibs. oo... 3 15
Paanuts, tpanish ‘ oo per Ib. ....... 00@U - ss 60 Silver Gloss, 16 ao Faucet
10 ib. bo ; eef, round set i Silver Glo 2.111% Cork lined, 3 in.
cae de Mem ages 188 Beef, middles, net. ssean saan oe eee ne cok Wet Oe 70
520 Ib. BDL. a aese- 16% 8 Sik a Tee & OE & Compan Muzzy Cork lined, 10 in. ’..... 90
eanuts, Spanish Uncolored O1! merican Family, 1 y 48 ilb. packages sens
200 Ib, bbl. ... Solid D: eomargarine Jap Rose, 5 y, 100 700 16 3lb. packages ...... 9% Mop Sticks 80 can
P . Po ivees 16 BF i cases Kirk’s WI 0 cakes .. 4 30 . packages ...... 91, ‘Trojan s an cases, $4 per case
St Country Rolls . 008 Pes White wuke G00 Ow tebe 91, Eclipse ia Fagg 1 75
nuts ...... stescns 90 Sa Pole 1 Pek. f pokes ........2. 6%, No. 1 comm on —- x
n Meats Acme, 100 s. & Co. No. 2, pet rash hola :
OLives Red Crown B Bi cakes .... 6 25 SYRUPS Ideal, 1 75 P
Bulk, 1 gal. kegs, gal 1 70 Corned Beef seal Se ieee Biccke 700 ae lao. cotton mop beada 8 16 genie hans
gal. kegs, gal. Roas i ee get tang 5 55 See cact eae
Bulk, | Bene ro = : - a Beef ....s00-+. 4 35 haa engi Pests 5 00 oe Bartels -.-.1- 050+ a
Stuffed, 5 02. si eeee : 36 Veal Loot eo coue 77 20 Oak Leaf ite Fee che 5 40 . No. 1%, ‘eas Pails
a Sh 03 fenna : , cakes 6 25 Be cece ak 3 qt. Galvani
Pitted “(not stuffed) . Savane dest Sausage ; ‘a facts Nophite. love” 7 Oo oc ho he =e ue Galvanized nae
es oa tted M seeccecs ’ s 7 00 ’ 0. 2%, 2 qt. alvanized iets
Manzanilia, § oz 3 00 Devil eat ......... 57% Proct doz. ... _ Fibre ed .... 4 25
Lunch, 10 08. .......: 145 & ed Meat ........ 57% Lenox = eer Blue Karo, No. 5, 1 a2 gg UES +e rec ee en eeesees 9 75
bane HE ae sss: 2 German Deviled Ham 3 ee 2-4 Blue Karo, No. cao #9
a woe 3 25 mburg Steak » 6 OZ. ...... 1 ’ Toothp!
a Mammoth, 19 aut ons and ‘ eat 10 oz ar = a Red or Dal pe vce cuee cs 470 Ideal picks
I ba dis cone a wale ce whe 5 50 orned Beef Hash” - 170 ok. 2 Pie ee a.
— Mammoth, 28 3 Cooked Betine ot 70 ae 5 80 sO eases 3° Ge 3 45 ‘Tratie Bel-Car-Mo Brand
ea es Pe 5 e , soeees : Cc ? . 9 a 4 . i
Olive Chow, 2 doz. cs. Cooked Lunch Tongues 3 35 Swift’s Pride, 100 8 oz 5 85 ea Karo No. 2% 2 dz. 5 30 Mouse, wood, 4 holes .. 60 8 oz.. 2 doz. in case ..3 10
per M08 fuse ee Chili Con C mae oe 55 White Tansey 75 5 5 85 Lope aim ae 5, 1 dz. 5 15 ening wood, 6 holes 7 . : an pails ..... 6 10
Sliced Rac arne ... a Oe se. if asa Wa 16 Mouse, tin, 5 holes .... 65 Bate 4s cases
PETROLEUM PRODUCTS Sliced mee medium 3 35 Woot ib hace 6 ca” ; GOZ. cee seceeess : 90 oe _— See 80 fo tt pails, 6 in crate 6 10
of Barrels Sliced Beef, 2% on oe Wool, 100 bars, 6 as at, SPE... ck... ee i ene 20%
pees osaerere is eee . ar on . eebeegeege
fae Machin Gasoline 28.7 Sliced Beef,’ 5c - 2 ees ™ bare, 8 ox 3 2 Tubs 50 ib. es 20.
y M. & = Gasoline 44.2 Sliced Beef, 7 oe 3 00 ‘ No. 1 Wikes.. 100 - thik 3 ec 19%
. Naphtha 22 Sliced B --- 8 90 Trad No. 2 Fibre ........ =° sg ubcnes on
: 7 eef, ti esm 0. 2 Fib vs+- 19%
Capitol n, 3% o an Com Fe .<. Uy
Te Cylinder, Lron Sliced Beef, tin, 7 z.225 Black Hawk pany No. 3 Fibre ........ ae 06
a Star bee Back Have goo Rex $2) nauotd tras Esige Galvanized’ 38 M9
Tron Bbls. .....-- RIC Hawk, ten bxs. 3 65 Halford, eh era 3 75 um Galvanized 10 00
Wubis. Black, Iron at Blue oie Soe Oey we 12% — contains 72 ae - Iford, small ...... 2 26 Small Galvanized ... 9 00
Be ens 14.3 settseceseee 12 a most remarkable 4d
Polarine, Iron Bblis. .. 44.8 ROLLE po aa once hig tg fe TEA a
D OATS out injury to the ski Banner Globe
PICKLES Monarch, bbls. ...... 9 60 _- og Japan ee a
Medium — Avena, bbls. .. 875 Sa peouriss Powders hte See eas 34@38 Glass, Single |.......
Rarrels, 1,200 Cut, 100 Ib. sks § 00 polio, gross lots 95 NUE eee cee eee 35@38 Double Peerless
Half bbls. ees t 00 soe 90 Ib. sacks 4 40 een half gro. lots 4 85 eeney ae 45@55 Single Peerless .
5 gallon kegs . uaker, 18 Regular 1 80 or single boxes 2 40 asket: biecd Med’n. Northern Queen
CEB anton Quaker, 6 Wenty . § 40 elgg Peeeees 2 40 ee ween Chotce Universal ...... +.
Barrels 14 Qo nne, 30 cans 180 % ao did nanan
SNe tes 00 SALAD DR ueen Anne. 60 v. 1 Nibbs ..... Wind
S galtar Bene oe 50 Columbia, % oon i Snow Maid, 30 Ge as citings bie SL Qa im ne aes SALT
tease ieee Oe Columbia, Coe > mow Maid, 60 cans .. 3 60 ftings, 1 Ib. pkgs. @23 24 in. eee 1 65
tees as Be recent
eeaide Gherkins Durkee’s le 1 ao .5 25 Washing Powders M oe 2 30 nla
Half Deicessd aw Oo Snider's. Picnie 00 Snow Boy, 100 oyune, Medium .. 35@40
: ft pares fe 13 gn ‘ * Snow Boy. 100 z os 3 95 Moyune, Choice .:.. 40@45 _ Wood Bowls
gall OES ec eker es 450 Snide ”~0 Snow Boy, z. 6 00 Young H 13 in. Butter .....
Gear Toe meee bee coe oh dis ope 15 in. Butter 2 e
es. 600 Fancy ......sseveee sogeo 19 ins Butter SITTIN £00. per case, 242 Ib
u we . ous
et rs 11 00 Five case lots C cence ‘ S
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EUS aE OE
Bes
30
MICHIGAN TRADESMAN
July 9, 1919
BALANCING THE OVERHEAD.
How That Resu't Can Best Be Ac-
complished.
A business man acquired a fortune
in the city. He purchased a farm,
equipped it with all the modern con-
veniences he knew about or learned
about, and moved to the country to
enjoy the rest of his days. For the
first few years his income from other
investments met the deficit on the
farm. When this became inadequate
debts accumulated and the farm was
finally sold to pay the taxes. The
business man then returned to the
city to make another fortune. What
was the cause of the failure?
Too much overhead.
A farmer, having accumulated a
considerable sum of money, comes to
the city and buys a store. He fills it
with all sorts and types of labor-sav-
ing devices. He rents large storage
space: and additional sales floors.
Each year he runs behind. Finally
the sheriff comes around and _ sells
him out. Why did he fail?
Too much overhead.
A miser is forced to take over a
business owned by one of his credit-
ors. He saves on every hand. He
lights his store only when customers
enter. He keeps his money in a cigar
box. His counters are boxes with
boards laid across them. Everything
is as cheap as possible. He hires
boys to help him. He considers men
too expensive. Not enough business
is done to pay expenses and the miser
loses the money he was forced to 1n-
vest in the store. What made him
fail?
Too little overhead.
The feats of balancing we see at
the circus are not nearly as difficult
as the feat every business man must
perform in balancing his overhead.
Just as the man at the circtts must
exercise great skill, for a false move
in any direction will upset the balance,
so the business man must exercise
great skill in keeping his overhead
exactly the right size. Too much or
too little will reduce profits.
Too much overhead smothers the
business. Too little overhead chokes
it to death. Too much overhead eats
up all the profits. Too little overhead
undermines the business. It is ex-
tremely dangerous to let the overhead
swing too far in either direction. It
must be balanced. It must be made
to fit the business. Only when it ex-
actly fits the business can the greatest
business progress be made. Only
when it exactly fits the business can
the business man be truly successful.
Too great an overhead is usually
fatal. It requires more than the profits
of the business to maintain it. The
overhead eats into thé capital. Even-
tually, unless cut down or the busi-
ness made to grow to fit the overhead
expense, it drives the business into
bankruptcy. All fixed charges must
be held down to a point where the
profits will more than cover them if
the business is to be successful.
The overhead presents. to the busi-
ness man one of his most difficult
problems. Every man with any am-
bition at all desires to have his busi-
ness grow. To grow, there must be
reasonable overhead. There must be
labor-saving machinery, there must
be equipment for rendering good ser-
vice to the customers, there must be
floor space enough to permit expan-
sion. ‘If these things become too in-
expensive, however, the profits do not
cover them and the business fails.
Too little overhead may prove just
as serious as too much. For a given
overhead profits cannot exceed a cer-
tain amount. This amount will vary
in different lines of business and in
different localities, but it is always
fixed. The service rendered by com-
petitors strictly limits profits to a
fixed sum. To have profits exceed
this sum the overhead must be in-
creased. If instead of increasing it,
the overhead is reduced the profits
fall off. Continued reductions will
continue to reduce profits even down
to the zero point where the man is
forced out of business.
Balancing the overhead is some-
thing that each man must do for him-
self. You cannot tell a man how to
place a ball on the top end of a pole
and balance the whole on the end of
his nose. Such a stunt requires prac-
tice. It cannot be learned from books
or correspondence schools, The only
way one can accomplish the feat is
through constant practice. The same
rule applies to the balancing of over-
head.
It is exactly the same with the
overhead as it is with the balancing
stunt in the circus. The business man
must practice. He must watch the
results of each movement just as the
circus balancer does. He must prac-
tice and watch until he has the over-
head just where it will produce the
greatest profits. He cannot stop there,
however. After the circus balancer
has everything nicely arranged a slight
movement of some other person or a
faint breeze may upset the whole bal-
ance. He must constantly watch and
adjust the balance or the act is a fail-
ure.
Once having balanced the overhead
the business man may find that a
slight change in business conditions
or some act of a competitor may
change things just enough to make
it’ necessary to re-adjust the balance
of the overhead. As his business
erows the overhead must be increas-
ed. Careful and constant watching is
necessary.
To keep the overhead properly bal-
anced everything in the business must
exactly fit. A $10,000 man must not
be holding a $1.200 position. A cash
register designed for a hundred thou-
sand dollar store must not be used in
a ten thousand dollar store. Each
machine and each individual must fit
the business exactly. Nothing must
be too small or too large. Sufficient
sales and storage floor space must
be provided to give adequate service
but not one inch more. Fixtures and
other equipment must be_ provided
that will adequately meet the demands
of the business but no more. Labor
saving machinery that will really save
labor must be used to the extent that
it cuts down operating and fixed ex-
penses, but not a dollar more than is
necessary must be invested in this
equipment.
Every penny spent must increase
the profits or make the business grow.
If possible every penny must do both.
Not a dollar can be invested in idle
overhead, in overhead that is not
needed, that is not making the busi-
ness more prosperous, if the overhead
is to be perfectly balanced.
Robert Falconer.
2-2-2 ——
Training Clerks To Be Real Sales-
men.
It is my conviction that you can-
not make real salesmen out of dis-
satisfied clerks, and to make satis-
fied clerks you must give as well as
receive, possibly giving more than
you receive to start. When I say
give, I mean that a man should not
figure how small a wage he can pay,
but rather how much he can afford
to pay based on future worth. Then,
too, salary is not everything or all
that appeals.. Extend words of en-
couragement now and then, words
of appreciation. These cost nothing
and often make a wonderful change.
A congenial employer and congenial
surroundings make for efficiency.
A clerk or salesman is just as
human as we are-and has just as
much feeling. Not a man in this
audience but enjoys a compliment
from the other fellow. Who does not
appreciate a slap on the shoulder
accompanied by, “Bill, you certainly
have a fine store and have worked
up a good business.” It’s a tonic;
makes you feel good all over and
sort of builds you up. Similar doses
now and then given to the men un-
der you are just as stimulating and
help to build him up, too.
I have heard of the sort of thing
called “salve” and I know of concerns
who hand out lots of it, but are slow
in handing over money. Not so
many years ago I labored for a con-
cern imbued with that spirit, never
getting a raise without asking for it,
and believe me, I hated to ask. [
never had a vacation with pay, in
fact was docked for all time off.
When about to be married I had to
ask for another raise to get $15 a
week, and had to plead for a few days
off. Both were finally granted, but
T was scared stiff for fear I might
meet with the fate of some predeces-
sors, becattse this concern had found
the most convenient way to rid itself
of a man was to let him go on a va-
cation. and while away write him a
sweet little letter stating that his ser-
vices were no longer needed. This
was pleasant for me to think about
while on my honeymoon, don’t you
think? I was luckier, however, than
some of those who had gone before,
for I was allowed to return and re-
tain the job, sticking to my post for
several years thereafter.
While so situated, however, I al-
ways planned and schemed to get in-
to business for myself, and resolved
that should that day ever come no
man should have to work for me un-
der such trying conditions. The day
finally dawned about 12 years ago,
and the resolution has held good ever
since.
T have always found it to my best
interests to hire young men and train
them to my liking. In hiring men I
try to find out whether they just
‘want a job or whether they really
would like to sell shoes. If possible
‘ working them in stock.
I aim to find out just why they care
to be a salesman. Needless to say
I do not consider the fellow who
only wants a job. After finding the
right kind of a young man I try to
instill in his mind that the most suc-
cessful fellow, the fellow who be-
comes a real salesman, is the one
who has the desire and ambition to
some day be a shoe merchant; and
that if he strives for that goal he will
naturally do this best, make good
and eventually learn the fine points
of the business. Men trying and
striving to accomplish must neces-
sarily be of service to you.
Train your clerks to have a thor-
ough knowledge of all goods carried,
keep them busy during spare time by
In no way
can they gain a better understand-
ing.
Every salesman should be thor-
oughly acquainted with the construc-
tion of a shoe and should have a clear
conception of leathers and their va-
riety in the making and in this way
be able to talk shoes intelligently to
customers.
Training clerks to be real salesmen
means that they should be thorough-
ly schooled in the art of fitting, which
is more than just covering a foot. It
is a science and, therefore, requires
skill. There are many kinds of feet
but more kinds of shoes. A measure
stick alone will not always tell the
size. One must study the foot and
use common sense, A skilled shoe
salesman will never take off and look
into the customer’s old shoe for the
size, neither will he ask a customer
the size he wears. Instead he will
show his ability by fitting the foot
correctly from the start.
In order to be a real salesman a
clerk should study the anatomy of
the foot, and there are_ several
courses of instruction available along
this line. I have also found that
men on the floor who possess this
training are valuable in stimulating
the sale of corrective foot appliances
which to-day form a profitable part
of the shoe business.
Train clerks to avoid the use of a
much abused word in connection with
the shoe business—the word guar-
antee,” which is nothing more than
a trouble maker. It is an unneces-
sary word in the vocabulary of a
good salesman who has plenty of
other good points to talk about.
Clerks should be trained in the
power of suggestions. A suggestion
at the right moment is really a ser-
vice to the customer. Without the
suggestion a patron may forget to
secure an extra pair of laces, or shoe
polish, or maybe a pair of rubbers to
fit or match the shoes just purchased,
A Quality Cigar
Dornbos Single Binder
One Way to Havana
Sold by AllftJobbers
Peter Dornbos
_. Cigar Manufacturer
65-67 Market Ave., N. W.
Grand Rapids :: . Michigan
July 9, 1919
and, just to emphasize the point, may-
be the old shoes need repair. Often
where customers complain about
aches and pains wouldn’t the mere
suggestion of an appliance to over-
come such troubles go a long way
toward an added sale?
Clerks should be trained to be
polite and patient, to show goods
willingly and to miss a sale rather
than force goods on customers which
they really do not want or need. And
here, again, I say be informative.
Say to a patron that inasmuch as
you do not happen to have just what
he wants that perhaps he had better
try elsewhere, and should he not
find what he is looking for that pos-
sibly this or that shoe may do. In
this way you are nursing a “come-
back”—the other way you are virtu-
ally counter-acting the situation by
inviting the patron to stay away.
W here clerks wrap packages teach
them the wisdom of doing it neatly.
Train them to hand customers their
change first, and then the package
and to make the delivery of both
with a pleasing, “Thank you very
much.”
After training clerks to be real
salgsmen—worthwhile to the store
and of benefit to those whom they
serve, | have found it profitable to
incorporate my business, and make
stockholders of those worthy to be
called Business Builders and future
merchants. In view of this, and some
other ideas I have tried to convey
here, I dare say that no concern en-
joys a more loyal corps of employes
than does Waegner & Co., Inc., of
Aurora, Ill, the house I represent.
Wm. C. Waegner.
—_—_2> +--+
Not to Know Too Much.
Whether it is better for a salesman
to know all there is to know about
the goods he is selling or not was the
question brought up by the sales man-
ager for a well-known line of woolens
and specialty fabrics. While many
arguments have been advanced by ex-
perts in salesmanship for a proper
and thorough knowledge of the mer-
chandise to be sold, this sales man-
ager from his experience holds a con-
trary opinion regarding the value of
such information. He prefers the
psychological effect on the salesman
of knowing little about his wares ex-
cept that they are first-class in every
respect.
Armed with the confidence that pe-
culiarly enough comes from such ig-
norance the salesman, he claims, can
more often win a sale than if he is
stocked up with a mass of details re-
garding raw material, manufacturing
processes and other factors in the
production of what he has to sell.
His opinions may be looked upon
with a degree of scorn by many self-
styled sales experts, but the fact re-
mains that his organization has been
highly successful in all its endeavors.
The product sold by the concern has al-
ways been extensively advertised both
directly and through its customers.
“Our sales policy,” he said, “is to
keep our salesmen just as meagerly
informed about the product they sell
as is consistent with the sale of the
merchandise. By that I mean that if
the salesman knows the weight of the
MICHIGAN TRADESMAN
fabric, the price, and in general what
it is composed of, he has enough in-
formation to carry him along. We
do not equip him with a whole mass
of informaton about the processes
used, the percentages of d'fferent raw
materials, the kind of dyes employed,
and the rest of the deta’ls most hous-
es believe it is necessary for a sales-
man to have at his finzer tips.
“Just take an incident that happen-
ed in my own case. I went into a
tailor shop and picked out a piece of
imported goods that looked like an
exceptionally fine fabric. I knew there
was cotton in it, but the manipulation
was so excellently done that I dd
not consider it a drawback. I had
the cloth made up into a suit and in
a short time I might just as well have
been clothed in a burlap bag. There
was 70 per cent. cotton in the goods,
it turned out, where I had imagined
the cotton did not amount to more
than 50 per cent. The tailor who sold
me the goods, however, did not go
into details concerning the construc-
tion of the cloth and, if he had, I most
certainly would have picked some-
thing else. I don’t think it was quite
the right thing for him to pass off a
piece of material like that on me, but
his selling method was quite correct
in that he let me form my own op‘n-
ion without the aid of a whole lot of
data to make me change my mind.
“Where a concern has an article to
offer of the best quality there is little
need of turning that article inside out
supposedly for the benefit of the cus-
tomer. It only causes a lot of con-
fusion in the customer’s mind, and
more often prevents a sale instead
of making one.
“Sooner or later I expect to see a
pure fabric law passed in this country,
and that will automatically supply all
the information necessary to the buy-
er, It will certainly relieve the sales-
men who are now forced in many in-
stances to be storehouses of confusing
knowledge.”
—_—_»+..—___
Sparks From the Electric City.
— Muskegon, July 8—The Muskegon
Auto Co. has sold out to Edward
Caslow, who has taken possession and
will continue the business under the
name of the Tewell Car Exchange.
Campbell, Wyant & Cannon have
acatu‘red a large tract of land on what
is known as the clay road and now
have ample room for their constantly
expanding business.
Peck street, Muskegon Heights, is
now nearly repaired and will aga’n
soon be in fine condition.
About 1,200 bovs arrived here Sun-
day and went into camp at Camp
Roosevelt Sunday night. A _ large
crowd was on hand watching them
make camp.
We are informed on good authority
that Muskegon will see very large
factory additions before Jan. 1, 1920.
The Heights surely is enjoying a very
laree residential development.
We get this from a leading Trout
Lake merchant: Some twenty or
thirty years ago, while lumbering was
in progress on the Manistique River,
it became necessary to leave about
one-half barrel of molasses (the head
having been knocked, in, as the molas-
ses would not run in zero weather) in
camp. Same was duly discovered by
a large bear, who climbed up to help
himself and, in so doing, emptied the
molasses all over himself. After eat-
ing his fill, he proceeded to roll in
-ome loose straw and when he came
forth looked very much like a huge
porcupine. E. P. Monroe.
31
BUSINESS. WANTS DEPARTMENT
Advertisements Inserted under this head for three cents a word the first
insertion and two cents a word for each subsequent continuous insertion.
If set in capital letters, double price.
must accompany ail orders.
No charge less than 25 cents. Cash
BUSINESS CHANCES.
For Sale—Have complete outfit for
manufacture of ice cream. Bargain if
taken now. Box 52, Northville, Mich-
igan. 358
iE =XPE RIENCE D merchant, age 25,
wants place as traveling salesman in
Arkansas with dry goods or gents’ fur-
nishing or overalls, shirts, ete. ELTON
BRONSON, Atkins, Arkansas. 359
W. ANTE D to hear from owner of a
good business for sale. Cash price, de-
seription. ry OF: Bush, Sneneo
Minnesota. 366
WwW anted—Meat cutter at once. 0 re fe 4
all around meat man. ‘ood wages. W
my expense. Chas. H. John, Narthoctt.
Michigan. 361
Wanted—E xperienced dry goods | man,
who can trim windows and display goods,
to take charge of department. Help fur-
nished. Permanent position. Address
No. 362, care Tradesman. 362
For Sz stock and business in
live city of 5,000 population; stock in fine
condition, about $9,000; will r duce to
suit purchaser. Reason, owner has other
interests. Lock Box 81, Ladysmitn, Wis-
consin, 36
SPARTA Pike Garage for sale, one of
the best paying garages in the State,
full equipment, tires, accessories, etc.;
terms to suit. Address Sparta, Michigan.
364
For Sale—Serviceable gotton hal
breeches, all sizes, bought from Govern-
ment salvage department. $6 dozen, cash
with order No C. O. D. George J. Mann,
Spartanburg, South Carolina. 365
For Sale—Up-to-date meat and _ fish
market. One of the best locations in
Kalamazoo. Fixtures modern and up-to-
date. Selling reason, ill health. Will
bear investigation. A. W. Howell, 210
West Main St., Kalamazoo, M I Mich. 88
Vost’ s Rebuilt
Cash Registers
Get our prices.
All makes and styles.
Huudreds of satisfied
customers brought to
us through Michigan
Tradesman. Ask for
information.
J. C. VOGT SALES CO.
Saginaw, Mich.
For Sale—Well-established business in
general merchandise, located in the heart
of a good farming and lumbering section
of Northern Michigan. For Cash.
Reasons for selling, ill health of owner.
For information, address No. 305, care
Michigan Tradesman. 305
TWO EXPERIENCED RETAIL GRO-
CERY salesmen. Men who care for an
association with an old established busi-
ness under good salary and _ working
conditions. Duluth is the coolest sum-
mer city in the country and is full of
opportunities for ambitious young men.
Write M. M. Gasser Co., Duli.th, Minne-
sota. 349
For Sale—New Butter-Kist Popper and
Peanut Roaster. Used one month. Cost
$750. Big reduction if taken at once.
Pays 60c on the dollar. Address No. 340,
care Michigan Tradesman. 340
For Sale—Old established drug store
doing big business in town of 900—good
surrounding country. Within forty miles
of Detroit on main trunk line to Ann
Arbor, Lansing, Grand Rapids, ete. Ex-
cellent equipment, soda fountain, ete.
Big opportunity. Investigate at once.
Address No. 341, care Michigan Trades-
man. 341
For Sale—Ice cream parlor and lunch-
room. For information, enquire J. E.
Storch, Pentwater, Michigan. 850
Wanted — Pharmacist or registered
druggist. George McDonald Drug Com-
pany, Kalamazoo, Michigan. 351
FOR SALE—ONE SIX-DRAWER RIB-
BON CASE, two: good Weiss counter
eases. Address J. E. Lugibill, Bluffton,
Ohio. 354
GENERAL MERCHANDISE BUSINESS.
For Sale—Good paying; including build-
ings and good living rooms; in good
town 100 miles south from Chicago. The
stock is in first-class condition and good
business. Address W. L. KINSMAN,
Loda, Tilinois. 355
For Sale—120 $50 shares of stock in
Farmers’ Co-operative Mercantile store
in good Southern Minnesota town, or
wll sell all of paid up stock if prefer-
able, amount $10,800. Will also. sell
b id ne alue $0,000; income, $572 per
year. Books kept up-to-date and audited
monthly; so can give full information,
and will make it interesting for some
one who can produce bankable paper or
cash or Minneapolis income property to
make quick deal. Address J. B. Martin-
sen, 824 22nd Ave. N. E., Minneapolis,
Minne sota, 366 5
An up- t6- date "$10,000 general _ mer-
chandise stock for sale in a very thrifty
community. Investigate this if you are
contemplating on business. J. G. Fosmoe,
Nelson, Minnesota. 357
Cash Registers (all makes) bought,
sold, exchanged and repaired. REBUILT
CASH REGISTER CO., Incorporated, 122
North Washington Ave., Saginaw, Mich-
igan. 128
Will pay cash for whole or part stocks
of merchandise. Louis Levinsohn, Sagi-
naw, Michigan. 767
Highest prices paid for all kinds of
stocks of merchandise. Charles Gold-
stone, 1173 Brush St., Detroit. 149
Pay spot cash for clothing and furnish.
ing goods stocks. L. Silberman, 106 E
Hancock, Detroit. 219
For Sale—200- -acre ‘grain farm; about
180 acres in crops: Southern Michigan.
Will take merchandise in part payment.
Wm. Wallace, 1419 Forres Ave., St.
Joseph, Michigan. 290
For Sale—Grocery fixtures stock and
building, doing $25,000 business a year,
Good location, price $5.000. Address Lock
Box 54, Coleman, Michigan. 346
For Sale—Two large and fully equip-
ped woodworking auto and truck body
plants, with steelworking machinery foi
trucks and trailers, if desired. Full la-
bor guaranteed. Best of shipping facil-
ities. See these plants at once. a.
Parker, Owner, Corunna, Michigan. 334
Watson-HigginsMlg.Co.
GRAND RAPIDS. MICH,
Merchant
Millers
Owned by Merchants
Products sold by
Merchants
Brand Recommended
by Merchants
NewPerfection Flour
Packed In SAXOLIN Paper-lined
Cotton, Sanitary Sacks
4
a
4
ey
0 2
2
4
BS
4 .
9G
g
Fire Proof Safes
Why pay for fire insurance and
then invalidate it by not keeping
your annual inventory and record
of daily sales and purchases in a
fire proof safe, as provided by the
policy rider?
We carry a full stock adapted
to the use of merchants.
Grand Rapids Safe Co.
Grand Rapids
TELEPHONE AS A SALES AID.
Two very important problems con-
front the retail grocer daily—purchas-
ing and selling. In these days of
keener competition the selling and
of the business is by far the most
complex and the most difficult with
which the grocer must cope. Buying,
although very important in the suc-
cessful management of the retail gro-
cery, is usually overstressed under
the delusion created by that antiquat-
ed maxim that “goods well bought
are half sold.” Recently, however,
this old time-worn proverb has been
revised to read, “Goods all sold were
well bought.”
There was a time in the retail gro-
cery business when it was true that
“goods well bought are half sold,” but
those days are past. The grocer is no
longer a mere “store-keeper,” waiting
with full shelves for a customer with
a desire for his goods to come in.
He can no longer content himself with
the thought that if business doesn’t
come to-day it will come to-morrow.
The grocer who would be successful
cannot sit with folded hands and wait
for trade to come to his store. He
must go out and invite the public into
his store. Business to-day is a sort
of warfare which calls for aggressive-
ness, alertness, initiative and push.
Therefore, selling is the main prob-
lem for the grocer to solve, and it is
a term which covers a score of activi-
ties. If the grocer would succeed in
getting into his store every possible
customer, he must be prepared to use
every legitimate means of attracting
people to his store. No one method
will appeal to all. Advertising in the
newspapers will attract some, sales
letters will attract others, the window
display will attract still others, while
there are still other methods that will
attract others that may not be at-
tracted by advertising methods.
The telephone offers to the wide-
awake grocers one of the most effect-
ive methods for increasing trade ever
put at their disposal. Grocers are just
beginning to wake up to the possi-
bilities of the telephone as a means
for winning sales and creating buying
interest, and to-day scores of selling-
by-telephone plans are being carried
out by progressive grocers in a way
that makes the bell on the cash reg-
ister ring more often.
The telephone has become so com-
mon that nearly every family has a
telephone in the house and the grocer
will do well to “play-up” his telephone
service.
Telephone campaigns naturally dii-
fer, for they are planned and conduct-
ed so as to fit the requirements of
specific situations and conditions.
There are, however, certain funda-
mental principles upon which their
success depends. These fundamental
principles are four in number. First,
courtesy; second, fair prices; third,
good goods; and fourth, prompt de-
liveries. No _ selling-by-telephone
campaign will prove successful unless
these four fundamental principles are
adhered religiously.
The telephone can be used in a
number of ways to increase trade and
the grocer will do well to encourage
his customers to use the telephone.
MICHIGAN TRADESMAN
If he follows carefully the above four
principles in soliciting trade by tele-
phone it shall prove one of the most
effective and profitable methods he
can use.
The first thing the grocer should do
when starting a_ sales-by-telephone
campaign is to select a special clerk
or clerks, as the case might be, to
take care of this work. This clerk
should be given a special training in
how to talk over the telephone, for
it must be remembered that the cus-
tomer at the other end of the line can
not see the face of the clerk and he
must have the ability to impress the
customer with the desire to serve and
to please through the inflections of
his voice, for the same methods that
are good when dealing face-to-face
with the customer apply to the tele-
phone campaign as well, only the clerk
must be able to carry them out
through his choice of words and their
expression. This clerk should be un-
usually patient and courteous and
should know how to handle a’ cus-
tomer when they call to make a com-
plaint, and thus be able to adjust the
complaint satisfactory to them and
the store and to hold their trade. He
should be well posted on prices and
the condition of the goods so that he
may give the customer an honest de-
scription of them.
All telephone orders should be giv-
en extra attention and great care
should be taken to see that the order
is filled with the best of goods. Some
grocers think that when an order
comes in over the telephone that it is
a good chance to dispose of some
inferior goods. By so doing they lose
the confidence of the customer and
a great deal of trade. If the telephone
campaign is to be successful, particu-
lar care should be given such orders
so that the customer can rely upon
getting just as good when they order
by telephone as they would if they
called in person at the store.
To this end, each clerk should be
instructed to fill all phone orders
with the very best and never to send
out anything that is not first-class. Tf
the customer is right there to see the
article and the condition it may be
in and does not object to it, that is a
different matter, but customers plac-
ing their orders by telephone expect
first-class goods. Whenever an ar-
ticle is not up to standard the cus-
tomer should be called and told of
the fact, and if he still wishes inferior
articles, after knowing the condition,
then it is all right to send them, but
always with the understanding that
should they not prove satisfactory
they may return them.
One of the best methods of con-
ducting a sales-by-telephone campaign
is first to provide an alphabetical list
of the names of all customers and
prospective customers. For this pur-
pose it is best to use an index card
file, equipped with alphabetical guides
and enter each name separately on a
card which will be filed in this file
behind the correct guide card. These
cards should be 3x5 inches and upon
them should be entered the name and
address, also the phone number and
any remarks which may prove of any
aid when soliciting this customer over
the telephone. It would be well to
use three different colored cards, a
white one for all regular customers, a
yellow one for the occasional cus-
tomer, and a blue for prospective cus-
tomers. This method would enable
you to immediately lay your hands
on which ever class of names you
wished without going through the
entire bunch. This file should be
placed right beside the telephone and
when soliciting orders the drawer
can be pulled out and the solicitor
can start right in with the first card,
and call each customer as he comes
to them.
The different customers will have
their regular days for ordering their
groceries and this fact must be re-
corded on the card, so that the solic-
itor will call them only on the days
as designated on the card. There are
Monday buyers, Tuesday buyers,
Saturday buyers, etc. The solicitor
should know this fact and never make
the mistake of calling a customer on
their off days. Another very impor-
tant fact that must be taken into
consideration in a sales-by-telephone
campaign is the time of day the cus-
tomer rises in the morning. Morning
is always the best time for telephone
solicitation, but there are customers
who rise early and others who are not
early risers, and the late riser does
not like to be disturbed too early.
Therefore, the hour for calling should
be entered on the card and the mis-
take of calling too early or too late
eliminated.
If more than one clerk is used for
this work, then these cards should
be divided, and each clerk have his
own separate list.
One Michigan grocer has been using
this system for a number of years and
reports it the best method for in-
creasing sales he ever used. Each one
of his telephone salesmen has taken
great care to make a notation of any
fact that would increase the efficiency
of this service on the various cards
from time to time.
An Ohio grocer who is now employ-
ing three telephone salesmen finds
that a Telephone Suggestion List has
helped the salesmen very materially
in increasing the sales to each cus-
tomer, in fact the sales average per
sale has been jumped from $1.12 to
$1.67 through the use of these lists.
This list is made up on a large card-
board, 14x28 inches and ruled into
seven columns, and each column is
headed as Canned Vegetables, Canned
Fruits, Canned Meats, etc. Under each
heading is listed the brands and prices
in stock, also the price per dozen.
When calling a customer the salesman
suggests various articles to the cus-
tomer from this list, and it has re-
sulted in more sales. By keeping an
account of their experiment they
found that two out of every three cus-
tomers purchased at least one extra
article through suggestion.
A very effective method of secur-
ing orders by telephone is to have a
special of some good standard article
for the day. For instance, take a
regular 40 cent orange and put a price
of 32 cents a dozen on it for that day
only, and then have the telephone
salesmen call their customers and an-
July 9,
1919
nounce this special to them and also
to suggest other articles as well. If
the list can not all be called on one
morning, divide the list and call half
one morning and the remainder the
second morning. If you can call 100
customers during the morning, and
sell fifty of them an average of $1
each, you have increased your sales
$50 for the day, and if your list is
large enough to furnish 100 customers
for each morning, of the week you
_ have an increase of $300 for the week.
At 20 per cent. gross profit you in-
crease your profit $60 or more than
$3,000 for the year. This is nothing
unusual for the grocer who carefully
plans his telephone campaign and
then carries out his plans. One gro-
cer located in a small rural commun-
ity increased his sales considerably
over $12,000 during the year through
his telephone campaign.
The grocer should not neglect his
country customers in his telephone
campaign. The country list should be
divided into three or four separate
lists and one-half called one morning
and another the second morning, and
so on until all have been called at
least once during the week. It is al-
ways best to have some special article
or offer to make them when calling.
This gives you some reason for call-
ing. The salesman may suggest that
he lay aside this offer for them until
they are in town. This list of cus-
tomers should not only consist of
your regular ctgtomers, but every
farmer to whom you feel you can sell.
If they accept the offer thev are very
apt to purchase other articles when
they call for their purchase.
Before starting in on the telephone
campaign the grocer should carefully
map out his campaign and systematize
it, so that each day will have its part
in the program, and if followed out
systematically and persistently, it will
prove a very successful booster of
sales and a builder of good-will.
++.
“Devil’s Organ” Found in Ozarks.
In Diamond Cave, Newton county,
Ark., one of the innumerable caverns
of the Ozarks, are many stalactite
formations. At one point the stalac-
tites, suspended from the roof of the
cave, possess a strange variety and
melody of tone. Those who have
visited the cave say that these stalac-
tites can be played upon as one plays
upon a xylophone, and that the re-
sultant music is unusually sweet. The
place has been called the ‘“Devil’s
Organ.”
Diamond Cave is about three and
a half miles from Jasper, county seat
of Newton. The cave has been ex-
plored to a length of more than three
miles. How much farther it extends
between the Ozark ridges is not
known. At one point in it are many
mounds, presumed to be the burying
places of Indians in bygone ages.
In Corncob Cave, also in Newton
county, the earliest settlers found
great heaps of corncobs, apparently
an accumulation of many years. Yet
no corn was grown by Indians in
the vicinity.
Ns ar
Get close to people who have done
what you are trying to do, and try
to absorb the secret of their success.
id
Judson Grocer Co.
Wholesale Distributors
of
Pure Food
Products
Grand Rapids, Michigan
BPO Ie
i STAL
cS ral
MOT CUTE TANYA
SHO RVI MICHIGAN.
a nannnemnatl
2 ie
SARE EELS AALOTUIEERE TE MARTI AONE
ee
Blessings on the
Good Cook
She certainly makes life worth living.
What is money, or position, or popularity, or anything else to
any one where food is unobtainable?
To a man in that position any cook would be satisfactory, or the
cook could be dispensed with altogether and the food. taken,
without preparation.
But why not appreciate our good cooks in this land of plenty
- without waiting until we lose them before we come to an under-
standing of their real value.
Appteciate them enough to provide them with ‘the really good
materials with which to work. Encourage them with a little
warranted praise occasionally.
Tell them what a splendid meal they prepared and how you en-
. Joyed it, then see to it that they have
Lily White
‘The Flour the Best Cooks Use’’
on hand at all Kisines, and you will be amazed at the goodness
of your Breads, Biscuits and Pastries.
A little appreciation and the right kind of materials wil! make a
lot of difference.
Of course a good cook will be able to bake good Bread from the
‘ordinarily good flour, but if you desire something a little better,
' more light, flakier, with a delicious flavor and splendid color
LILY WHITE FLOUR should be used.
Remember, LILY. WHITE FLOUR is sold with the under-
standing that the purchase price will be refunded if it does not
give as good OR BETTER satisfaction than any flour you have
ever used,
This guarantee is backed up by thirty-five yeats of successful
: milliig and.an investment of more than a million dollars.
Anyway, show your cook you appreciate her by providing her
_ with LILY WHITE FLOUR, “The flour the best cooks use.”
VALLEY CITY MILLING co.
Grand Rapids, Mich.
Ads like these are being run regularly and continuously in the principal
‘papers throughout Michigan. You will profit by carrying Lily White Flour
-4n stock at all times, thereby being placed in position to supply the demand
we are helping to create for Lily White Flour.
WHITE HOUSE | Red Crown
Gasoline for Power
|
[_
oe re) - ‘FE FE E 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
surely pleases—the solid logic of coffee honesty power—the most speed and the most miles ‘per gallon.
the compelling evidence of the increased sales of Red Crown, like your automobile, is built to specifica-
: tions and Red Crown specifications have been worked out
White House. by the most eminent petroleum chemists and automobile
: engineers available. ’
The public taste today is a cultivated taste; it Rad Crown conteins a continuous chain of boiling. point
knows and insists upon the best. 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
We, as distributors, are servants to this de- (eniersiarethe corvect proportion of intermediste bell-
mand. WHITE HOUSE is the BEST brand—the only ing point fractions to insure smooth acceleration—and the
: i correct proportion of high boiling point fractions with
question before you:—How many pounds of White their predominance of heat units to insure the maximum
House Coffee can YOU handle? power, miles and speed.
These are the things that make Red Crown the most effi-
Then PUT IT IN STOCK! cient gasoline possible to manufacture with present day
knowledge. j
Ce
Distributed at Wholesslo by For sale everywhere and by all agents and agencies of
GRAND RAPIDS, MICH. (NDIANA)
Chicago U.S. A.
JUDSON GROCER CO. STANDARD OIL COMPANY
ASK YOUR JOBBER FOR
Hart Brand Canned Foods
HIGHEST QUALITY
Our products are packed at seven plants in Michigan, in the finest fruit and vegetable
belts in the Union, grown on lands close to the various plants; packed fresh from the fields
and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior.
Quality Guaranteed
The HART BRANDS are Trade Winners and Trade Makers
Vegetables:—Peas, Corn, Succotash, Stringless Beans, Lima Beans, Pork and Beans, Pumpkin, Red
Kidney Beans, Spinach, Beets, Saur Kraut, Squash.
Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Blackberries, Plums, Pears, Peaches.
W. R. ROACH & CO., Grand Rapids, Mich.
Michigan Factories at
HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE, CROSWELL, NORTHPORT.