= uae Year, GRAND RAPIDS, "WEDNESDAY, DECEMBER 17, 1919 _ THOMAS CANNING — COMPANY ure Food Products GRAND RAPIDS, MICHIGAN ‘We have “served the trade with great fidelity for twenty years. We expect to continue the same policy in the future. as we have in the past, de- voting especial attention to quality and to the production of goods adapted to the needs of the trade and the requirements of the most discriminating consumer. | Fleischmann’s Yeast ee 4 is a wonderful remedy for skin , | Buckwheat Flour afflictions and is a highly com- mendable laxative. ABSOLUTELY PURE Sell your customers more yeast by explaining its almost magic ——— powers. | ioe 2 You will be doing them a good J . F. Eesley Milling Co. turn and helping yourself. THE SUNSHINE MILLS aga g yt So ts THE FLEISCHMANN COMPANY PLAINWELL, MICHIGAN OT aN ¥ AN pee SE GN |: Pe a Weep \ WS Franklin Golden cet Judson Grocer Co. Syrup A Cane Sugar Product of high quality. Wholesale Distributors of Its taste, color and smoothness give general satisfaction. A pure blend of syrup, made by Pure : the refiners of | Franklin Package Sugars In Four Sizes The Franklin Sugar Refining Company P [ O d U ct S PHILADELPHIA wo: ‘‘A Franklin Cane Sugar for every use ‘Granulated, Dainty Lumps, Powdered, es | Confectioners, Brown, Golden Syrup dl Gr and Rapids Michigan Ze ta Hey arr ern aa a EGRANULATE DIE eA 9 See == ——— = power 814" now Bo Family Size 24s ‘ Washing Powder Will Not Hurt the Hands . through the jobber—to Retail Grocers | 25 boxes @ $5.85__5 boxes FREE, Net $4.87 A 10 boxes @ 5.902 boxes FREE, Net 4.91 | )’ 5 boxes @ 5.95—1 box FREE, Net 4.95 j it. 2\4boxes @ 6,00__%box FREE, Net 5.00 F. O. B. Buffalo; Freight prepaid to your R. R. Station in lots of not less than 5 boxes. All orders at above prices must be for immediate delivery. ; - §> This inducement is for NEW ORDERS ONLY—subject to withdrawal! without rotice. : . rh Yours very truly, DEAL 1925 Lautz Bros. & Co., Buffalo, N. Y. ee _ a se + Pie tone i 4 wert ‘ee I nt N.S a nell ' a a NADESMAN Number 1891 Thirty-Seventh Year GRAND MICHIGAN TRADESMAN the great mass of business men. 1 (Unlike iny other paper.) i ny \ r ut Pee rr ~ Each Issue Complete in Itself. os ee ee ven yas DEVOTED TO THE BEST INTERESTS : | ae i OF BUSINESS MEN Democratic party was the party Published Weekly by ee ee | . JES N COMPANY ip] TRADESMAN COMPANY Cae Every Measure | en a Mbenad inapids, par hampior r enacted WI SIOWE, a ' " Subscription Price. ay i . ae ; on ees Peo) dane er ycar, if paid strictly fr. it was forced to chanee front and is the @reatest 1 : cy ~ i ~ M 1 in i : i: : des { r ' : : : t al, i\ : : f i | i i a Se ‘ ‘ | : : o Ss 2 t s ia ered; ¢ Postoflice of Grand | is under Act of March 3. 1879. ' 3 MY QDI AIm? rr : : : ” a THIRTY-SEVENTH YEAR. xcept tl Nat 1 banl : \ CiNt Tile onal anKing? Syst | ic] ss nfronted M: o ah. rr s erve s Le c. : ~ ) = ~ ~ \ | de A > c 1 J ] 1) r gs S 5 t > ss Xf : Vi M \i€¢ cc ) “4 s Ss ¢ s \ Ke : ar, : : c. : wey ' \\ : | + +} ime } i ; i c P S 1 a ~ PAL 1 +h MICHIGAN TRADESMAN December 17, 1919 ANNOUNCEMENT We beg to announce to the trade that following the public need we are establishing in our business an up-to-date Cigar Department. This will include a general line of tobaccos and cigarettes, so as to make compleiz delivery to all first-class dealers. This department will be in charge of Mr. Jas. J. McMahon who has secured the following well-known salesmen: STATE TRADE CITY TRADE Mr. C. P. (Pat) Ryan Mr. Carl Fink Mr. Kent Butters Mr. Glenn Mervau 4 Mr. Saul J. Benyas Mr. Olaf Johnson These men are all so well known to the trade that they need no introduction. They are so thoroughly posted in these lines that it will assure our giving your account the best possible attention. We have been fortunate enough to secure the state agency (Wayne county excepted) for the following nationally known and ropular brands of cigars: The Harvester Sanchez & Haya R. B. In addition to the above we will carry a large and complete line of other popular brands of cigars as well ene -s a full line of cigarettes and tobaccos. It will be our aim to give to the Cigar Department the same prompt and careful attention that we are giving to our grocery department. WorRbDEN (GROCER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers December 17, 1919 MICHIGAN TRADESMAN BUT $40,000 REMAINS UNSOLD In Two Weeks’ Time the Entire Offering of $250,000 7% Cumulative Sinking Fund Preferred Stock of the Valley City Milling Co. Grand Rapids, Michigan has been subscribed for, with the exception above noted. Subscriptions for this entire amount have been received by mail telephone and calls at our office as the result of two pre- vicus advertisements which have appeared. Nothing that we could say for this stock issue would be as strong an endorsement as this almost immediate response from investors and conservative bankers in all parts of the State. The security behind the stock, its marketability, and the reputatic- that has grown with the manufacture of such a product as LILY WHITE FLOUR, have been the factors that moved it sc cuickly. The Purpose of this Issue is the construction of a modern, fireproof, daylight mill, of increased capacity. Financial Statement After giving effect to this issue of Preferred Stock, the sale of our central real estate, and the completion of the new plant, the company’s statement will be approximately as follows: New Plant and Equipment.........-.- ,-.+.-.-.- $500 G00 Common Stock.....- eas. e ...--. $300 0 Nel Quick Cash Acccis ................- . 490,000 —~Preferred Stock ee 2 450,000 oe Surplus and Reserve ..... a eee 150.000 $900,000 $900,000 No liabilities other than warehouse receipts except under abncrmal conditions and then quick assets will be increased accordingly. We would like to close the issue quickly, and further orders will be Price $10 per share and accrued dividend. To Oe ea Pe i Cf net 7%. Free from State, Personal Property VALLEY CITY MILLING COMPANY. Tax and the Normal Federal Income Tax. FRED N. ROWE, Secretary. USE THIS COUPON FRED N. ROWE, Secretary. Issuei in Mu'tiples of Ten Valley City Milling Co., Grand Rapids, Mich, Dear Sir—Please enter my order for the following amount of Valley City Milling Company Seven Per Cent. Cumulative, Sink.ne Fund Preferred Stock at par $10.00 per share and accrued dividend. a NEW er OF Saree eto he issued) =.) |... e... eG... Memes Of Seabee 6 te he emed |... ew... 2)... 1S... Namner Of Siaees ta be sseued) 2...) 1... ....... 2... «19 I am. interested in this investinent, please send literature ......._.. | am interested in your PARTIAL PAYMENT PLAN ee. . Very truly yours, Name .......1......) F. QO. Address I MICHIGAN TRADESMAN December 17, 1919 Movement of Merchants. yhns Mrs Nas ¢n- Cos, Clark ieaie in md.se. diced at his > \ . i as 11 nome, Vex i2 liowing a yveat 1il- ness I = Pe ‘ ae Jansinge— kawrence & oster i}, a - * * _ one | na \ Ci is een mcorpota ted Witn al iutnorizea Capita: 5 ck L:4 Rees } $5,000, of which amount has een subscribed and $1,000 paid in i: casn Akron—The Gr Fievator Assoc mn - porate \\ a a stock $50,000 oO ¢ n t Pe Ss scribe | mn in cas Po tla ) } nas s ld : a teres S erocery an : / is 4 K s Cag Cicer ul ‘ siness wil it . . + 1, 1 + continued i€ ihe Stvie oO - { (+: 1- os ee ‘ Ook has l al E S StOCK ( PeENnCTAl mer- to the modern store build 1 , ‘ las tt i< 15 COMpICre 11 every t the rest room part 4 : : + } iy ¢ g appreciate, y 1.8 LOMeTsS 1 ha Det — Commercial pales Corporation ec Org Zeer t uy sell s KS ise anc Crrtics - €¢ < ot Sl In 6.000 Ss i i) cas a | S400 1 rty Q- 4 2]] a | I ciao ,Cil “« > Fe i es a t Pe tit ~ 2 > c ai fhoca «ith ie Ke Fees : cae 1tidla v\ t = LCS at as, aw, a thor ‘ aj tal STOC L > i) \ 5 CCil 5S = t ed anc ? 400 c pa t 1 casn \Ihion—The killing almox 1< aCk Spe re I + - 1 adt { a ai ; ler Z nN Six adjacent < ce “PR e¢ T stench NMEeVEr De the e Tv Of cal eat 1 * " $ Sit ts SKUT > com fe 1€1 in the ts Corunna—James Bettis ()wosso iL p d guilty Circuit . . } + 1 { Monday ernoon to a chargs = i etting 1 Ul TO ery ie oe t S e admit vs t} 5 and i: .. Jere nase ao 4 r. Prosecutor Matthews did Seb eee Gee an ie ee ¢ a arraic! Tne cnarge OF . m . farce \ i Feceivine stolen prop- o T vt . 2 erty e 2 st him He did iowever, file the information with the n R : f mrt, and Bettis may haye to face Georgiana ee Win- these charges when he serves term he is get. He was re- manded to await sentence. Manufacturing Matters. } Green Foundry factory. “ting “The a modern Mon: t sa. War pureror Lock Co. has been incorporated with al rized capital stock of $25,009, ( which las and IG in In Casa > is Bt “4 re a an Battle Creek—The Hamlyn Drug } } a4 ou peen mcorporated with an au- thori capital stock of $10,000, all scribed and Post Pack- ng Co. has been incorporated with nN uthorize cap.tal stock of $40,000, oO 1 amount $21,000 has been subscribed and %4.000 paid in in cash. Jackson—The Rex Machine & Tool ( as been organized with an au- thorized capital stock of $10,000, all ot which has been subscribed and id in, $8,873.01 in cash and $1,126.99 ty. t—The Ivory Ware Co. has en organized to manufacture and oilet articles, drug special et with at 1 capital stock ot 0.000. ot unt $7.000 has een subscri 00 paid in in cast yetroit-—-The Motor City Stampinz Co. has been incorporated to manu- cture and sell metal receptac‘es iil boxes, et with an authorized capital stock of $20,000, all of which 1d $8,000 paid schury Manu- organized to manufacture and sell fuse plugs, elec- l and gas appliances, with an orized capita! stock of $20,000, all h has been subscribed, $959 1id in in cash and $10,200 in prop- Lansing—Frank N Bovee has 1 tas Optical business into a tock company under the style of the Capital ¢ Optical Co. with an au- horized capital stock of $10,000, of hich amount $5030 has been sub- scribed and paid in, $1,630 in cash and $3,400 in property. Lansing—The Hall-Huston Co., Ltd., has been incorporated to conduct a estate, fuel and builders’ sup- an authorized The the coal W. Moore, business. stock of $15.000. com- 7 and ee stock o has over frank who oa wood will retire fis a eet man is able to swim he shou become a Swimmers are self-sustaining pauper. Items From the Cloverlamd of Michi- ' gan. Sault Ste. Marie. Dec. 16—Every- body feeling happy here this week, especially the coal wee have a full winter's supply and_a good de- mand. Frank Capicilli one of our grocers, celebrated his 62d birthday last Satur- day in a fitting manner, entertaining a large number of relatives and friends. Little Frank. as he usu- 1s ally called, was conspicuous during the davs of the war. He was one oi the first to join the Sco company of : he is sti ll treasurer There was never uards and organization. ,OMmMeE AOMe gt a patriotic parade in the Soo during that time that [Little Frank did aot head the procession and carry the ican Hag \'fred our nets, but mow a thrifty farmer, hog last week that dressed 575 Some hog for this country. €C Godin. one of former sold a p minds g The new flooring mill at Newb ing is being etn lt d this winter ae four nore machines installed. which will cive that thriving town an extra hum. Richard W. Ballisinger, formerly | 1 Bal isin le company vattled long against the Bolshe- \ rces in Russia, will open a meat ne rket on Ashmus street Dec. 16 in the buidi f occupied by Tos. Fuoco Mick, as he is known } is well qual- had t line havin experience in the mez neat market of A. H. Eddy. for another first- ified for y i Vears OF nple room fi here and the new ven- promise sto be as “ess. ies ee at en Eliasoff, the popular manager oO the Leader. entertained a few of his friends at a Christmas tree bee in the forest last — accompanied hy his son, Billv. who did the selecting for Santa Claus. Do. has also an- ced his plans for next June for a ten car auto trip from here to At- lantic City He is the custedi f the nds so there will be no ial fcu'ties. The only incidents that will not be barred are punctures, ac- co-dine to the schedule. John Hunt, proprietor of the hote at Newberry. announces that revring on remodeling the th sNrine sa t hetter as (0 De c care for hts increasing business. \. Roberg, one of Manistique’s ng butchers, was a business vis- ILOY Pele Ast WERK, TENCwine OIG ac- auaintances. He seems well pleased home town, which is coming very rapidly. antine between the held. one of our p ‘turers, predicts tobacco. {0 raisins cane but as Jchn avana gone acct¢ still contends that a ans have ad of pessimist he to: is a man ill appreciate the eift of a box of Be pane : st42 geod cigars more than a new necktie. ith age—-with Shins deteriorate hard the exception of Tapert. Conditions Flour. General In Wheat and Written for the Tradesman. During the past week there has no change in the general trend been [ flour prices. States ntinued its and prices present market trade in general are skeptical of odd brands and. as a consequence, this flour has not found a ready market ‘heat and The United tion has c a, Grain Corpora- soft wheat under However, the offering of wheat winter a uct sur core at ery m the and probably will not unless the well- advance to that event, established private brands $18 or $20 per barrel. in urse, the public will begin ;to for something che thus provide a market f grades offered. nothing in the situation either wheat or flour that to produce lower prices. ot ct around look and or 7. poorer “here is surrounding seems likely The sharp wheat movement has shown a fa ling off. Mills are more and more being forced to terminal points for supplies and this in itsel’ will add to the cost of a barrel of flour The wheat offered by the Grain Corporation has heen practically all requisitioned and when the carrying charges, together with the freight to from terminal points, are added, it will not be obtained at a price much heat market. varieties etter th Hard sas are bringing $3 lower than w Che vice : ¢? llinao at in the open oe Nan- of so that wheat harder varieties likely the erades of soft winter wheat will go varieties better eo Dod and the Dark or Grodan AE havc predictions oT lave the ther been realized on and it 1} cs is aitoge Choice to at least $2.75 per bushel and possi- higher. We 1 wheat havi through Wwe are g01ng to 1 ac . yeieve enough Carry wus to the new crop all right enough and hope prices will be kept within a reasonable range. We believe this may be accomplished bv conservative uyvin Neither the miller. jobber or ler desires to see materially high prices on flour or foodstuffs of nv kind. . There apparently will be no occa- for going back to the substitute and anv rumors to this effect ar« olly Flour is certainly a safe nurchase at mo foundation. without Going Into Textile Trade. Dec. Gen. Goethals . Mass 14—George iS & Co. of New York hased a controlling interest a E. Tillots Company worsted m Textile Companv. knitti Pittsheld from Louis Hollingswortl both CoOni- ed in the $2,500,- oo rs represen Knitting ompany. apitalized at $2 000 000, recently com- pleted a lar that is now being e( juipped Wi rchinery. Major General George \W. Goet Panama Canal, is head company, which is also under- nuuitder of the of the stood to control the Pierce-Arrow automobile interests and is interested } in other large indust This is its irst notable entry into textiles. a a The great trouble with most of us that we are too easy with ourselves. ead of bracing up to our job, we 1 eC rddle make Inst and try t to and pity ourselves excuses for our failure on. We right thing. rything but not stars, blame eve We our admit but underlings.” It will not in that hard up much easier, so uEL 4s selves, Wwe are le Tt is 5 satisfying work, too much troul weak points. much more iS too 1) DFaAce our to our vanity to work on the strong faculties in our team. Our pride is in these. and we ke the most of them and ignore the others Se ananassae anon aa aeRO aS December 17, 1919 M I Cc H I G A N ir R A D E Ss M A N 5 The Grocery Market. ruled the uni- firm: during the week, — a Sugar—The market is in the same condition as a week ago. Local re- tailers are charging 15c per pound and 144%4c in larger quantities. Country merchants who have freights to pay are permitted to charge lic straight. being scarcity. Prunes especially ‘the TOFMm cause ularly firm, large sizes, which are very scarce. yecially package seeded, as well as loose Mus Raisins are also scarce, catels and seedless Considerable sugar is coming for- are scarce, particularly fancy. and the Ward. but the searcity is still gf market in packers hands is about course marked. What will happen bare. Peaches are Scarce and firm to sugar after January is very uncer- tain, but everybody agrees that price will be higher, and a great deal high- and currants, dates and figs continue firm and in fair demand. Syrup and Molasses—New-crop mo er, some predictions reaching 20c re- lasses is very firm still and the retail Review of the Produce Market. Cd CO, 15c tail. Nevertheless, there will prob- price of fine molasses is higher than p.e Northern Spy, $3@3.50: Radishes—Hot house, 40c per doz. ablv be enough sugar to go around, the trade of the present generation App.e ort Py, pol , { Greenings, $2.50; Baldwins, $2.50; bunches. ha before. Fancy open Kussets, $2; Stars, $2.25. Squash—$2 per 100 lb. for Hub- aiter the last of January or the first of February. 1 as ever KnOoWn t iS € @ around $1.10 per Butter—There has been some in- _ bard. Tea—The market is quiet, but some _ gallon, in < way ‘ umf ease in the receipts of fresh butter Sweet Potatoes—$3 per hamper fc1 business is doing every day The tive dema molasses is good r during the week and the market is. kiln dried Delawares. undertone is still strong, but without ’ strong at unchanged | es. Because Tomatoes—$1.10 per 5 Ib. basket change of note during the week. Froi fresh butter is not as gor oy as it might from Florida. now until after the New Year the a ice ll probably d a little eee market will be quiet e, prices will probably drop a little in oe marke 2@ Guiec. 4 ; ae : Appreciation of the Late Hugh aul pa foe dail near future. Local dealers hold extra : Coffee—The market is very dull, Creamery at 69c and firsts at 68c — it usually is during the last few weeks P, B a 1diti oe Just about at the beginning of his a . i. doce ate oachance ramlts, @C Per 1b. AGGIIIOnal, JODOCTS . ot © YVCar. ices are ¢t lang i co . work as a lawyer, Hugh Wilson came : nee a & pay 50c tor No, 1 dairy in jars and for the week, both on Rio and Santos seco it tO0c for packing stock. Cabbage—$6 per 100 Ibs. Carrots—$1.25 per bu. Celery—40c per bunch. Stock 1s Setting very scarce. Cocoanuts—$1.40 per doz. or $10.50 per sack of 100. lowes com- Cranberries—Late | mand $11 per bbl. and ne per cumbers—Hot house, $2.50 per Eggs—There is no price on fresh ' because there have been no receipts, due to the heavy snow and steady cold weather. Cold storage holders are feeding out their stocks on the basis of 55c for candled into the office of the firm of which [ was a member, leaving to engage in practice on his own account with Judge Hatch. Many were again associated years later we in law work as partners and this business association continued until nearly the time when he left the active practice of the law. Personal and family ties continued until his death. lations from beginning to end of his These intimate re- adult life leave me filled with an in- tense appreciation of his. virtues. Many men are loyal always to their friends, through good and ill. are @enial and courteous to all and count their friends by the legion. hardworking Many are beyond phys- of all grades. The situation in Brazil is more or less firm, with some quota- tions from there showing an advance Mild coffees are steady to firm. with- out chang ranned Fi ae c. sh—Some of the Maine packers are asking ae } } Ae hat Feil a Vance, Dut the (raqde fave SO far NOt been willing to pay it. The demand is lieht. California sardines are steady to firm and in fair demand. Red Alaska 1 market firm and high through scarc- ity. Pink and chum Alaska salmo: Pins are easier and relatively lower. fish is scarce and firm. Canned Peas — Full peaches and apricots are improving oe ; ical capacity. Many sacrifice their _ . ‘ a imsts, 47c for seconds and 43c fer : ae 7 : | iw fone and the market is gradually ure. 4 ; : time and strength for the need of i : : a i ee a checks. | : | / Hod i hardening. despite the set ex- Christmas Goods—These are sell- : ee ee Ge ethers, but few unite all these quali- ‘ : a i : : Grapes—California Emperors, $8.25 : i a porting which the low exchange rate jne well and there is some shortag: { . ee ; : J) ties. When to these we find added a 4 : per keg; Spanish Malagas, $10@12 eauses. Ehe 10 per cent. under lots the big markets of (¢ trees Onions — California Australian through an Ore oe OPPOT- tast week. Pears are moving at 5. are not having that effect on trad Brown, $5.75 per 100 Ib. sack; Cali- tunities that opened; but his life was and 10 per cent. over the opening n1 R ents of hon oO fornia White, $5.50 ditto; Spanish, $3 2 greater success than that / There is no rush of business but a sumption are so poor! ovided f ‘ per crate for either 50s or 72s; hom: \rthur C. Denison. fair amcunt of trading. Apples have Vv arrivals to date s grown, $5.50 per 100 lb. sack Back BR Mile. «he hac bicep iden. ee aet for seme time as the sugar reion buyers so urgent that ther Oranges—Late Valencias, $5@5.50; tifed with ee traveling fraternity of shortage has interfered with the promises to be none of the slacker Sunkist Valencias, $5.25@5.75; Navals, Grand Rapids for more than thirty Sale. Pineapples are unch: anged. ing of activity that is usual at th $66.25 years, is seriousiy ill with Bright's Canned Vegetables—Practically the year’s end In sympatt with Sout} « Potatoes—Home grown, $2.10 per disease at his ine at 445 Paris whole lit ine is dull Corn is weak n er idvices the nar t nti es { bu.; Baking from Idaho, $3.50 per box. avenue. He was taken ill at Indian- the large 1919 pac report, and also show a rising tendency Poultry—The market is strong and = apolis and was confined in a hospital a lack of demand. Peas are dull, Salt Fish—The mackerel situatio C prices range considerably higher than there for three weeks. Mrs. Miles fancy grades being very scarce. T s unc ged, prices of Irish fish, the a week ago. The present ratio of brought him home last Saturday. His matoes are still weak and around chief erade about now, being about value will probably be maintained condition is exceedingly critical. $1.70, in a large way, for Maryland unchanged. The demand is fair. Cod : until after Christmas. Local dealers ——_2e.—__—_ No. 8s. — o. b. factory. Tomatoes ish continues rather weak, although pay as follows: The two retail cigar stores of the would appear to be good property at the continuance of cold weather wil! Turkeys, young Toms and hens 36¢ G. J. Johnson Cigar Co., which were’ present. California fruits are some- yo doubt stiffen it up some. ‘a Vurkeys,| old Voms 22.00. 0.00. 34c_ included in the transfer of the John- what firmer and a lot of the cheap ae Die Taney 231.8000. 2 ee 24c¢ son properties to the Consolidated stuff has been worked off. Prices makes a healt! (reese 2.4... oe , [J gee) Cigar Co. have been sold by the lat- show no particular change for the an change in the ‘ Fowl, heavy, over 4 Ibs. ........ 28c ter corporation to the United Cigar week. Small Eastern canned goods r } registered Fowl, light, under 4 Ibs. ........ 17¢c Stores Co. The transfer will be are unchanged. the brain by a physical change mor: Springs, all ayeragce |... . [Joo @8e made Dec. 28: Dried Fruits—All dried fruits have or less permanent in the tissue cells. per keg. Grape Fruit—$4.25 per case for ail zes ol Hlorida. Onions—Sl Green jallots, $1 per doz. i_emons—California, $6 for 300s and 5.50 for 240s and 360s Lettuce—Iceberg, > 50 per crate oi 3 to 4 doz. heads; hot house leaf has been reduced to 24c per Ib. Melons—Casaba, $3.25 a mental energy, a quickness of ap- prehension and a fertility of resource and apedica! so extreme as rightly to be called wonderful, we have a sum total of qualities very unusual, very admirable and very lovable Hugh Wilson was this combination. Greater loyalty, kindness, industry and unselfishness than his can not be. Except for his surplus of these quali- ties, he would have made a fortune are less in evidence and now quota- I tions are shifting toward a 5 per cent. under basis. Standard apricots whic! were urged to sale a short time ago at $3.15 are now held at $3.45. The weak holders are now dropping out of the market as stocks are passing fo the larger Standard 1 1 operators. peaches cannot be bought below $3.30. The domestic demand is on the in- showed crease and a healthy growth 6 MICHIGAN TRADESMAN December 17, 1919 Gabby Gleanings From Grand Rapids. Grand Rapids, Dec. 16—Hello Bill, old fellow, mighty glad to see you back again in good old Grand Rapids, i to hear you say you are back bag ud bagpage to stay. Whats that, Bill? You say Michigan looks just good as ever to you. Wel’, why should it not look that way. Nothing better, you know. Yours truly has traveled this State for better than twenty-five years. I frankly admit it is fine to make a trip occasionally to some territory West or South, but it #5 a fact, Bill, and you know it, that Wo a reeular there is not a State in 1e Union that has it over good old Michigan. and vou know it is a fact that no state has it over Michigan tor hotels, taking all towns together. large and small. and Bill, vou can’t tind anywhere a better, larger hearted lot of traveling men than you will meet every day of your life, if you travel Michigan. You say that the three years you traveled Southern ter- ritory you still retained your mem- bership in Grand Rapids Council. ul That certainly shows that your heart was still with the old bunch, and just misses ge: again as soon as you and the squared around and 1 settled brine her up to one of the danci1 parties, meet some of the old fellows and a lot of new fellows, because they are coming in all the time. At the last meeting a good bunch was taken in, and right here I want to tell you it was some initiation. ber Vern Pilkinton? Wel 1or Counselor this year and crackerjack. H¢ i of the Past Senior Counselors. Just as the meeting was called to order he began the initiary work, an alarm came at the inner door and in march- ed Lawton, Bradfie’d. Borden, Hon- dorp, Martin, Wilson and MacMillan, and after once around the hall and, say Bill, we have some hall now, Law- } : appointed i > > ton dropped off at the Senior’s sta- tion, Martin at the Chaplain’s, Brad- ield at the Junior’s, Wilson at the 1 Page’s station inside the door, Mac- Millan at the outer door, the Sentinal, . Counselor's sta- + at & f a 11¢ idorp at the Conductor's bat Walter Lawton rap- and things began to me, and not a ritua! in some presiding officer Homev Bradfield in the Junior's sta- tion did the work with all of the military precision he is full of all the time. Art. Borden is rtainly fine When he does the ounselor’s work, if vou could not see him and now who was doine all that fine talking, vou would just thir some regular sky pilot talking. I: the ha’l we have now there is a small balcony that the Elks when they used the hall had their pipe organ and just as soon as presiding Senior Counselor Lawton told the bunch ef candidates that before 12g farther they would listen to a very i ive lecture on the Widows anc ure of our organization who was acting Chap- station and went up in and gave the lecture. Could you hear him gues you could hear him. He always fills the Chap- lain’s station if the regu'ar is not pres- ent. When the bunch of Past Senior counselors marched in, all clothed in the regular initiatory robes and re- Palia, it cet ly was a very pretty sight. Wh: . 1s de ing thi Saturday night? That is the regular meeting of Ahbsal Guild, Bagmen of Bagdad—you are not a member, you say? Well, get busy and fill in this petition for membership right now. ] Thev have < Is coming I have one in my pocket. some good parties, too. I think their next party will be sometime in Jan- tary, but Saturday, Dec. 27, is the next regular party and I want you to Dromise me now that you will attend You say you will? Gord 1 must now hustle along, so will say good bye for now, but again I want to as- sure you that every one of the boys will have the glad hand out for you when vou put in your appearance at the meetings and parties. The meeting of Absal Guild, A. M. O. B., will be called to order at 7:30 p. m. Saturday, Dec. 20. Matters of great importance will come up at that mecting. Remember the place. time and date. Inexcusable Ignorance Own Reward. Max Schreiber, of Vineland, N. ja presumably Brings Its respectable and respected grocer, even if he doesn’t need a trade paper, got into a peck of trouble last Tuesday over the sale of some Jamaica ginger. Mr. Schreiber, not being, as stated, a reader of any trade paper, did not know that Jamaica ginger contain- ing 93 per cent. of alcohol was an un- lawful product under the wartime pro- hibition act. He accordingly bought a case of it from a Philadelphia jobber. who did not see the need of warning him—if, indeed, he knew anything about it—that Jamaica ginger could not be ireely sold as formerly and Mr. Schrei- ber put it on sale in small 10 and 25- cent bottles. Vineland is a good sized place, bui the glorious news that something was doing at Schreiber’s spread among the faithful in a marvelously short time. All the rummies in the town lined up and bought, and the first thing Mr. Schreiber knew. he was arrested 1 selling an I ilcoholic product. At the I hearing he said he didn’t know that war-time prohibition had anything to do with Jamaica ginger and nobody told him anything about it when he bought the goods. In spite of this perfect de- tense he was held in $500 hail for court. The first moral is that for the money it will cost him to clear himself of this mess, Mr. Schreiber could subscribe for trade papers for many, many years. This is not, however, the most impor- tant thing to say about this incident The really important thing to say is that grocers who do not look alive are sure to be used as stool pigeons under national prohibition. The woods are full of conscienceless crooks who. will 1 1 : ne people m fasten the rum habit on t every way they can. Through fake soft drinks, fake flavoring extracts and fake medicines, all of which are usually sold through grocers. Readers hereof know and perhaps do not need to be reminded that a heavy penalty attaches to the sale of any alcoholic product which can be drunk, no matter what form it comes in. Let them look sharp, for the man- 1 ufacturer who would do this sort of i€ thing cares nothing how many grocers get into trouble if he comes clear him- self. ——__>+.+____ E. M. McGarey. who recently pur- chased the ice cream parlor, confec- tionery and fancy grocery stock of T. Hear & Son, Pellston, subscribes tor the Tradesman and says: “I used to enjoy reading the articles your editor wrote when lambasting the Kaiser and did not think IT would soon be in business for myself and a sub- scriber.” ne one \ boss who nags his men has an irritable force never wholly in sym pathy with the interests of his busi- ness. Wishing You A Merry Christmas and A Happy New Year Grand RapidsShoe & Rubber(o The Michigan People Grand Rapids DuPont Paint Dealers ELIMINATE MAIL ORDER COMPETITION. Every sale of Bridgeport Standard product means a satisfied cus- tomer and a permanent advertisement of the durability and artistic- ness of Bridgeport Paints, Varnishes, Enamels and Stains. DuPent dealers capitalize on the extensive national advertising of Bridgeport Standard Products. DuPont dealers are assisted in their local sales campaigns by the co-operative advertising and promotion departments. DuPcnt dealers increase their general sales by building up the busi- ness in their paint departments through the direct campaigns which are carried out in their interests by the soliciting and sales depart- ment. PREPARE NOW FOR THE SPRING TRADE. Our representative will gladly call and explain the DuPont dealer agency proposition in detail. Will you grant us this privilege? Hevstek & Canfield Company CRITERION WALL PAPER AND WINDOW SHADES 61 Commerce Ave. Grand Rapids, Michigan Distributors for E. I. DuPont de Nemours Co., Bridgeport Standard Paints, Varnishes, Enamels and Stains. ¢ o en ‘ > .% 7 ‘ te | @ > ¢ > | e eS AGLI December 17, 1919 MICHIGAN TRADESMAN KUINGMAN'S) SSeS 6 Pues Ld ri AED Klingman’s, are under one roof, at / thousands of pieces of furniture—the finest products of our world famous Grand Rapids factories, and the finest sampics of hundreds of American manufacturers exhibiting in the great Grand Rapids Market for Mer- chants. Gathered many A Mecca for Furniture Lovers This is a friendly invitation to the readers of the Tradesman to visit Klingman’s, the National Furniture Store, when next you come to Grand Rapids. Kiingman’s is one of the show places of our city— its fame as the home of America’s finest furniture is nation-wide. Last year, for instance, lovers of good furniture came from thirty-two different states to szlect furnishings at Klineman’s. NATIONALLY KNOWN Every week people are in our store from distant paris, 1,000 miles or more away, coming through the great cities, and from the cities, because Klingman’s has become naticnaily known as America’s Greatest Furniture Store. For years actors and actresses, while appearing in the theaters of Grand Rapids, have been accustomed to make extensive selections from our displays. For a great many years, the name “Klingman” has stcod for the best in furniture. In 1898 the late Phil J. Klingman started the business. THOUSANDS OF PIECES The immense retail store, just off Monroe Avenue, across frora the Morton House, consists of four great floors and sub-floor, housing many thousands of pieces of furniture of in‘inite variety. Grand Rapids is known as the furniture city of the world, and at Klingman’s are displayed the finest products of our local factories, Klingman’s also owns a second immense building in which, twice a year, hundreds of furniture manufacturers from all over America exhibit their sample lines to thou- sands of retail furniture merchants who visit the market. WHY FINE FURNITURE IS PRICED LOW Aiter the buyers have left, Kiingman’s is privileged to purchase at low prices these fine samples representing the cream of the fine furniture of America, and re-sell them at unusually moderate prices. This is why Klingman’s prices are low, why Kling- man’s is able to maintain such extensive assortments in the face of the present furniture shortage. One great department is devoted to nothing but wicker and reed furniture—hundreds of pieces. A great floor is filled with a wonderful variety of bedroom suites. One large section contains a fascinating assortment of juvenile pieces. And so on. A CORDIAL INVITATION In extending this cordial invitation to the merchants of Western Michigan and their families to visit Kling- man’s, we want to emphasize that you must not feel obligated to purchase. Come, and bring your family, to while away an hour, or enjoy a half day, simply roaming from floor to floor and beholding the greatest assemblage of household fur- nishings you have ever been privileged to view. A guide will be glad to escort you, if you wish, or you may browse through unattended. On your next trip to Grand Rapids, bring your family, and plan your business so that you can spend a little time as our guest. We shall do our best to make you feel welcome and entirely at home. Klingman Furniture Company GRAND RAPIDS, MICHIGAN CALLING THE KETTLE BLACK. SITION AND CRIME MICHIGAN TRADESMAN Dle statistics show that the saloon was the most prolitic producer This point of view accepted that discuss it. Thomas Supervisor of Ad- Massachusetts, 1} w hibition has cut dow1 hat 1e cost Of court maintenance in t The workhouse at In- 1. which under license was always full, is now empty, so Mayor Jewett testifies. A Chicago ae . . nsible for the news hibition the in- Bridewell, the city work- been reduced from 2,100 one wing of the big The effect wil n good time be seen in the penal insti- tutions of the states it will caus such a reduction in the number « mates and also in the expense o aintenance as to gain the public ap proval LOCKING DOOR TOO LATE. Lincie Sam has once more made a iddle of business: this time in re- spect to the sugar situation. Advices + 4, 77 } + Or xCecping down and keeping up the an i Pils UP Tiic supply. But in trade circles it is com- asteed that it is no time to l | arn door after the horse has Ce stole: i ther words. it S aiove mer to o recapture control of the suga on, which Mr. Hoover had in ; : large measure mastered by care and t ly action Had the Conegress- December 17, 1919 whose opinion on a question of inter- competition was national law or morals would commission which hilarity even in the stockyards of Chi- The >d it and has asked those Nas entert: responsible members of -omplained against to appear and de- In this complaint the that leather fend the same. certain rnana iS Maadac New what it NO practical whole affair for just was worth—a silly f in York City have been possibly be step of the kind coul 2 leather to foreign customers taken throush the bi “which did not conform in value, qual- propose 1 I Recognition of foreign governments is ity, and grade to samples by which an Executive function. Senator Lodge same was sold.” Inferior leather has so stated recently in the plainest known as kips is said to have been terms. If the President should move — sold by sample and billed as calf, and in the sense proposed, an if of sheepskin as doubtless Per in the British cabre st sight this looks a4 mts F : ~ ’ hos pe a. Dee eee dt , peri is cr quotation of Lincoln's str like an indirect method of trying to in 1861 against any sort of 3at is virtually a swindle. Mis- representation of foreign nations in representation of the kind mentioned, Even that controlling a larec the Southern Confedercy. Ilion, fraction of our. territorv, which is calculated to injure Ameri- gigantic rel iched Lincoin maintained to be a “domestic ques- ith which outsiders would not » + < e permitted to meddle. But it the compe.1- government should follo anifest}\ } ~ . >+ L } ant 1 In Precedent, the blate ly, con- a husiness sut ; in their iti THE MINERS IN RETREAT. Recognition by the cra HIGHER PRICES ON LINENS. EY C1ement it opinion of linen importers on was retail circles will present what wi ent probably prove the lowest price hasis lis last en 4 : fae Val : - i ast » the consumer for 1920. Importers TOK have - otter s acknowle dae that some M1} rices are lower than the wholesale ed t st of the same article to-day, and FOCESS if as Clear ¢ the recent ore tha: advances trom | Scotland strik hav NOL yet een cted on the St retailers Counter Co ee ee Phe latest mail advices from the Poe re been aware other side lay great emphasis on the ae Planters have ¢thoir ou deas sugar values. and even if any ‘ siderable part of the unsold cror coul ve bought. it would be at large ces be ee lat t\ Var 5 t C< i dictat T\ 1< POOR OULD IRELAND! ee ee ee ian nas [0 Dray to - M e said that some of his country ae : ne ud always e counted upor1 tor either blarnevinge or blunderiny g@ before the House For- eiot of Washing- ion. 4 the bil) to ap- point consular repre- sentatives to the Republic of Ireland The measure was introduced by Rep- resentative “Billy” Mason of Illinois, more were it not that so many sources ank and file there was a very acute Se Ve ee ee a : of supply are out of the market witl 1 1 a pi sense of the risk involve m utter! antagonizing public ent. (4 15 no Ser 1,4 fc : Be aa whole cause of unionism and of th coal workers in particular. The Pres ie Pres- ee c / 1 : : : : i oo aly SOOG iil is ROW 1Ge€NT s UNTOT(Unate terms of peace, we 1 1 : times pre-war still offer them say such must ht early other side fine from an increasing ing toward the consumer at MORE UNFAIR COMPETITIO A Oa INOW POD lems keep being put up t any marked price advantage. Trade Commission, and stated that is such as to show the © bleached in Belfast com- petition”’ Most of the kinds 1 trade been ffecting domestic made the subjects of enquiry or com-. ed throug! parity on civilian vast scope of the term “unfair usua lave The aircraft linens distribur- 1 other channels have been plaints, and the power of the commis- moved at prices commensurate with sion over cases of “dumping” by for- val in other quarters and the mar- eign concerns seems to be undisputed. ket has already But, a few days ago, another kind of absorbed a large | ‘ N ~ , r | ‘ lla TB December 17, 1919 CHIGAN TRADESMAN Why the Wise Dealer Is Buying Candy Now! PROFIT! ....l he average Candy dealer has never realtsed his opportunities with Candy. * * * ing into consideration the rapid turnover in compartson with other items, oa no staple will yield as wide a margin of profit as Candy. * * * feature aline of Candy that will ap- peal to the greatest number of peopie passing and entering your store, < * An Indiana dealer conducts a fairly fitable Candy department in a small store measuring twenty feet in width and eighty feet in length. His Candy department covers a floor space 6x6 feet. This dealer's profit per square foot per da ei Cs Nett Fal Sh ek eee o SH! os partment coulda possibiy show this profit. 1s 20 cents ($7.20) no other de- ....L he value of Candy as an advertts- ing medium for your store cannot be estimated in dollars and cents. Candy in the fie'd of retail merchandising ts today the greatest factor fer stimulating sales of all lines, for stimulating good will, for building profit. ee pular priced Candy gives you the widest possible circle of customers—the greatest volume of sales....with such a line you should be able to obtain from twelve to twenty turnovers a year. NOTE: The above extracts from “The Secret Chart to Candy Success,” a book of startling merchandising facts. Live merchants will find it worth hundreds of dollars to them. Free, with a 10-pail Candy order, Candy is selling faster than it can be produced. Because we anticipated just such a condition months ago by placing large contracts with the man- ufacturers, WE ARE STILL ABLE TO MAKE SHIPMENT. We are advising our customers to buy candy ahead at least sixty days. Candy manufacturers are facing more serious difficulties than at any time during the war. The situation is critical. There is a decided cur- tailment of manufacturing operations due to the shortage of coal, the scar- city of sugar and other raw materials, the labor problems, the lack of ship- ping facilities. Your candy profits will be propor- tionately as large in January and Feb- ruary as they are in December. The eager and generous buying of the candy lover will be just as persistent next month as now. The supply will be less certain. We therefore urge you to sustain your stocks and keep your candy profits growing. Order next month’s supply now—order lib- ~~ FREE!! With a 10-pail order of candy we will send FREE a copy of “The Secret Chart to Candy Success,” a 70- page text-book on the merchandising of candy. It is worth hundreds of dollars to every live-wire merchant who will act upon its suggestions. It will tell you how to merchandise candy on a large scale. Don’t over- look it. Write today. Loss! Cheap, tifertor brands will not build your sales. They dest he confidence f you : } wt your candy d ai of wou oo : ir is 1 cer is 17 me ral I & Ge , €d ejyjyor up a high grade department with dies of character and by sustaining your SE Hoe 4 atto NOTE: These extracts from the re- markable book on Candy merchandis- ing “The Secret Chart to Candy Suc- cess” wll ilvstrate a few of the big th'ngs gained from reading it. Ask us to send you one with a 10-pail Candy order. NATIONAL GROCER COMPANY Distributors of Popular Priced Confections of Finer Quality GRAND RAPIDS, DETROIT, CADILLAC, TRAVERSE CITY, ESCANABA, BAY CITY, SAGINAW, JACKSON, PORT HURON, LANSING, SAULT ST. MARIE DECATUR, ILLINOIS SOUTH BEND, INDIANA 10 MICHIGAN TRADESMAN December 17, 1919 Building a Hosiery Business in a Shoe Store. Women rarely think of shoes without thinking of hosiery, so why should they have to buy each article in a different store? How to successfully conduct a hosiery department in connection with an ex- clusive bootery for women leads to the discussion of many things. Naturally, you will say “advertise.” Advertising To ect to the in- dividual requires the proper degree of :. } . reaches Tie masses. co-operation on the part of the shoe salesman in each individual sale. The shoe sa’esman, must first of all—being sure that his sale is made—indicate that it is good style for hosiery to match, and he should suggest that a shoe with a colored top never looks better than when worn with hosiery to match. This gives him an opportunity to suggest that the house carries a full line of hosiery, so that the customer need not go out of the store. The subject of hosiery thus brought to the attention of a customer, the ‘“‘on the job” shoe clerk, with the interest of the house at heart, will by courteous attention maneuver her to the hosiery Then it is up to the hos- department. { iery department. The selling idea lies with the impres- sion upon the customer of the conven- ience of obtaining desirable hosiery in the same store, and the shoe salesman can do a great dea] in this direction. Should the transaction not result in a sale, the effort is not lost because the customer is likely to patronize the hos- iery counter on her next visit. She has received the impression that the house has a hosiery department, and she may also tell her friends. There are essential details regarding the stock, but it must be kept in mind that, after all, the success of a depart- ment depends on the margin of profit. Profit is not compatible with an over- stocked department. ing of lines for which there is no call a profitable proposition. Nor failure to carry goods that are in demand. The “calls” suggest the style and volume of stock to be carried. Nor is the carry- for goods should I believe the successful buyer must be guided largely by these details. A good buyer is. of course, guided also by the frequency of calls for certain styles. It has been my experience that the best mentor is a book noting “calls” for sun- dry styles, sizes and colors. The final test to the buyer should be “Have I got everything that is being cal'ed for?” and “Have I got any goods not being called for?’ to carry, and the latter is a prevention The former suggests what against over-stocking. Another important detail is the ap- pearance of the department. Business- like furnishings and an air of prosperity are requisites. This is accomplished by an attractivevly furnished counter or showcase. located so as to catch the eye. And the sales girls should be modestly dressed, and should have every appear- ance of being neat and friendly, alert to attract the attention of a customer. Nervousness and fatigue often cause forgetfulness of the shopper's needs, and when an alert girl behind the hosiery counter meets the eye of a customer, it often brings a recollection of needed articles and a sale. After all, salesmanship is the keynote of success. It is not enough that through the co-operation of the shoe department, a customer comes to the counter. She has yet to be sold. It is here that the problems begin. Every bit of sales craft and personality must One dif- ficulty is that some people are likely often be brought into play. to consider the hosiery department as a Once the customer is at the counter she must be impressed with the fact that the de- partment is comp'ete and up to date, and amply stocked. side issue, or a one-horse affair. In short, the hos- iery department must have the appear- ance of being independent of the shoe department, and standing on its merits. own This means a smart and mova- ble stock selected along the lines prev- iously pointed out. Sales girls must also know the stock thoroughly, and be ready to show it quickly. I believe the hosiery department has a logical place in the exclusive shoe store, and properly equipped and con- ducted, profits are sure. The reason why so many women think the only p'ace to buy hosiery is a department store is because they have formed the habit. It cretainly is not the natural idea. Just let the women see that there is a complete line of hosiery to select from, standard goods at standard prices, where they buy their shoes, and at the time that they buy shoes, and they will make their selections promptly. Alice J. Classen. How Muskegon Merchants Regard the Tradesman. D. Kampenga, 82 Third street: “The oftener the Tradesman comes the bet- ter I like it. It is chuck full of good things each week. No business man should be without it, no matter what his line is.” C. E. Fonger & Sons, 145 Pine street: [ft is not in my line, but [ take it for the many pointers I get out of it and for the splendid Amert- can principles it teaches.” John Knooihuizen, 97 Terrace avenue: “I certainly like the Trades- It is a mighty good paper for and worth many man. any business times what it costs.” S. Van Bruggen, 237 Pine “T like the paper all right.” Vander Vort & Son, 81 Pine street: “We like the Tradesman. It certain- ly is a very fine paper. There is so much good in that we would hate to be without it.” Mrs. M. Besaw, 507 Western avenue: “I like the paper fine. It ts very useful, for there is so much in man Street: every one it that helps us in our business.” Lincoln Estes, 490 Lake street: “I have taken the Tradesman for fifteen years and I look for it each week es much as I look for my dinner. It is a splendid trade journal. Worth many times what it costs. It is chuck full of valuable information. TI would not be without it.” Thompson & McPherson, 49 Thomas street: “We have taken the paper six years and we certainly like it. There is much valuable informa- tion in it. No merchant who wishes ys) UEERERE LILY SOCAL | | | ANDO ! | DISTANCE) MICHIGAN Detroit Lansing Muskegon Hastings ee Traverse City Holland CITIZENS LONG DISTANCE SERVICE REACHES MORE PEOPLE IN CITIES TRIBUTARY TO GRAND RAPIDS, AND POINTS IN WESTERN THAN CAN BE REACHED THROUGH ANY OTHER TELEPHONE MEDIUM. DIRECT COPPER METALLIC LONG DISTANCE LINES CONNECT WITH ALL IMPORTANT POINTS IN THE STATE ........117.000 telephones Cagiac = 1,182 telephones 1,885 telephones aaa. rt 1,503 telephones oe 1.965 telephones (rent Hanes CR telephones ae 1.404 telephones ee ee a 1.566 telephones Owosso ictcree =6Be Gelephones .... 1.465 telephones aoe. LL 4.552 telephones AND ALL INTERMEDIATE AND CONNECTING POINTS CITIZENS TELEPHONE COMPANY ‘ c mec ‘ nll, 7 a my a i « ¢ ' { December 17, 1919 to be up to date can afford to be without it.” i Noah Wenger, Washington avenue: “Sure [ll renew the Tradesman. It is all right. Mighty glad to get it each week. It is always welcome. Wish it came oftener.” W. J. Carl, Muskegon Heights: “Have taken the Tradesman since 1901. Like it allright. It is a mighty fine paper and I certainly look for it each week and enjoy it and find it very beneficial.” Ralph Bush, 267 Western avenue: “T like the Tradesman for its Amer- iscanism and its stand on the labcr question. The Tradesman is for right and justice for every man.” —_—_+22.___ The Facts in the Case. Grand Rapids, Dec. 16—On account ot the unpleasant notoriety given us the past week through the newspa- pers, injuring not only ourselves but the entire canning industry, we wish to submit to the public through your newspaper the following facts. 1. None of our goods were con- demned by any public authority. » 2. The goods mentioned in the pa- } pers were voluntarily disposed of by Us. They were an accumulation of detective goods sorted out by us and a few returned by our customers un. der our guaranty and represented not more than one car in five hundred or one-fifth of 1 per cent. of our pack. 4. An official of the State Food and Drug Department came into this matter in an entirely unofficial capac- ity to assist us in finding a place to dis»ose of the material. We have always taken every pre- caution, as every reputable canner does, to ensure the purity of our prod- uct. Our Suaranty is always ftuliv MICHIGAN TRADESMAN met and we are confident that the true facts in this matter, as they will ulti- mately appear, fully justify us. Thomas Canning Company. ——_2.-2 Does This Prove Men Most Sensible? According to investigations recently undertaken by William Hahn & Co., shoe dealers of Washington, D. C., sell- ing shoes to women and selling them to men are two entirely separate and dis- tinct operations, calling for totally dif- ferent kinds of salesmanship and the stressing of certain definite points in each case. The three outstanding factors which determine a woman’s shoe purchase are, according to the Hahn investigations, Style (or beauty), exclusiveness and quality. In mens sales they are: quality, service and price. The nine factors, as listed in the order of their importance in each sex, are: Women Men Style Quality Exclusiveness Service Quality Price Price Reputation Service Testimonials Sentiment Style Exclusiveness Flattery Sentiment Reputation Flattery Testimonials ————_—_~>.>___ Foolish Confession. He advertised in his window Some long and silky hose. These will attract the ladies, As everybdoyv knows. Yet all who stopped to view them Read what he said, then passed He couldn't understand it— His wisdom was not vast. For th’s ‘s what he'd written The burden of his song: “Buy quick—they are a bargain; And they wont last long!” You Owe before buying. the office. Both new and used. 7 Ionia Ave., N. W. Us a Visit Scores of people who visit our salesrooms after they have outfitted their store or office regret they did not come We sell Scales, Cash Registers, Coffee Mills, Show Cases, Soda Fountains and Supplies, Counters, Account Systems, Safes, Desks, Files, etc., for the merchant and for Grand Rapids Store Fixture Co., Inc. Grand Rapids, Mich. 11 THIRTY-SIX YEARS IS A LONG TIME For One Brand of Shoes to Retain Popularity Think over the leading brands of various commodities of only a decade ago and then try to purchase some of them. Not half of them are on the market today. Thirty-six years ago the demands or service were not nearly so great as they are today. Machinery and modern business methods have made competition so keen in all lines that only the best have survived. It takes more than advertis- ing to keem goods moving today. The quality must be there or the demand soon ceases. Thirty-six years ago Hirth-Krause had a mere handful of dealers but they sufficed to distribute all the shoes this House of Three Generations of shoemakers could turn out. Today ycu will find a Hirth-Krause dealer in nearly every city, village and hamlet in Michigan and you will find them selling the same henest values that the Hirth-Krause deal- ers of three generations ago were distributing. Thirty-six years ago Hirth-Krause were making good shoes. To- day the same can be truthfully stated, If Hirth-Krause dealers were not satisfied dealers and Hirth-Krause cus- temers were not pleased with this product, this house of quality shoe builders could nct have witnessed both the birth of the Michigan Tradesman and helped celebrate its thirty-sixth birthday. Just as the Michigan Tradesman has played a leading role in improving Michigan retail methods, so has Hirth-Krause kept abreast of the times and improved shoe manufactur- ing and distributing metheds. Mirth-Krause Shoemakers for three Generations ae Tanners and Shoe Manufacturers 12 MICHIGAN TRADESMAN December 17, 1919 Sie) NaANS x COLE LCC uA vepveenbon) ((teyeges nn Looking to the Future. One of the shrewdest financiers « 1 tiie 1 Y Tece Pave Lit ollow- may 1 oS ( i est S Will O Well 2 Ge where fips all HACE 5 B- WHCTE (ney Wil OM wher Tne are in hve years from now.” What he meant was that there s likely ynside rable j ida n tiie sent conditio: ( SS < at é Vestor wn s not a spec IT 1 feels it neces s to play s s Id put his me ev in securities th will t alfect- ed the fluctuations market This advice is € t applies stron Ix the 1 tgac Tt is ke t} ny ves stable s cu lik sf rred stock 2 ms s bee little en vi is ft tI he lders of ~ iT ide durine the past thre ue { . wis! 3 that te O ed some the stocks soaring so comf Bui © 1 form 1gaces as. ti sa mn knov o LL. aps ¢ o time danger ss i that his securi- \ is t ct Wi ton te } 1 eas he land wl x ie ee Te Gc ff udeme \ h s ned f Licis ‘i * SixX s See eginning f e re dit Sti r } } . ce ed \ th t t Cr ex t € cS t possible t p 17 oO Qo rey - 4 the af ~ mS ey ( 417111 in 1 ces W th t t \\ y ce } «y S's 1 m loan wil f € s 1] securit? : paar e re cimnl \ 1 ( s as self, It 4 s a qd 1 ; s integ only the 1 1 ae i T + rr s 2 5 We hear muc the A € Sg ericultt 1 sect s it s stly il! i S { o TI € ~ < 1 des } it + S sing a f t ] d S e ris ips o S ild . calities it they will 3 cO ) e oO € few Cars ag The Nation is srowine ‘doe of laneuag he Weste God {t making ire | 1 This simple phrase explains why the far 1 Pret. 4 , sol; x In the next tw ce Gee eT 1] ¢ fall 2 F Pp ices od stufis—-meats have already } run 1 vard path. The farmer will complain but he will adiust his € enses t 5 nev conditic ne He will get labor cheaper and will pay less for his equipment. So the mort- gage debt will have still a backing that will make it a sound investment during the years when the country is setting its normal peace pace again. is aso entirely possible that we shall see a falling in interest rates ra time but the farm mortgage } Ww) wre - . Me .. “ C TOW 18 AWIlten at a rate that is ugher than prevailed for some time +L, cr e © tne Wa Lhe rate nN a tari rtgage note 1s hxed for five or ten irs Th lea of writing mortgage + j ee ISi€aG Of tive i farmer is thus 1 : and edu e his having to make a r off part at each a longer time in Ns afiairs. The average borrower is not going to pay 1g as he can make more than the interest out of the use the money and this is generally sssible these times, probably in part accounting for the maintenance of the total debt. But the future is going to ime of getting hack to normal tions and there will be closer nd the stability of the farm is sone to be a most satisfac- . ;. . tOTyY TeEsource tor the mvestor. CM. Hareer Manufacturers seeking good loca- tion where labor is plentiful and cost of living reasonable commu nicate with The Advancement As- sociation at Ishpeming, Mich. SAVE MONEY by insuring in the Michigan Mercantile Fire Insurance Co. Mich. Trust Bidg. Grand Rapids, Mich. Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital = : . . $500,000 Surplus and Profits - $750,000 Resources 11% Million Dollars 1. Per Cent 3% Paid on Certificates of Deposit Do Your Banking by Mail The Home for Savings Buying by Guess It is probable that a large amount of raw material and manufactured mer- chandise is bought by guess: bought because some one said the price would advance or the supply would be scarce. Knowing when to buy is important to the purchas- ing agent of a factory, the The trend of prices and the probable supply of things are wholesaler or retailer, or the head of a household. of Trade which As that be glad to mail you these Reports regularly without charge. if you will send Review every one who spends money should read. includes you, we will reported in our monthly your name and address. The Public Accounting Department of THE MICHIGAN TRUST COMPANY Prepares Income and Excess Profits Tax and other Federal Tax Returns. Installs General and Cost Account- ing Systems. Makes Audits and Investigations for any purpose desired. Room 2I1 Michigan Trust Company Building Citz. 4271 Bell M. 408 Grand Rapids, Michigan = December 17, 1919 The Farmer Did His Duty. A well deserved compliment was paid to our farmers by the Secretary of Agriculture in his annual message to Congress when he gave full credit to our increased production of food- stuffs as one of the principal means of saving Europe and preserving civ- ilization. In the last two years of the war all of Eurcpe was crippled so far as possessing enough man power to till the fieds and bring forth the sustenance for her fighting forces. An army with a well filled stomach has always the advantage, and Napoleon probably realized it more than any military genius and he also felt what the reverse was when his emaciated legions had to retreat from Russia. Through our well directed Depart- ment of Agriculture the farmer was stimu’ated to greater industry. The fruit of this intensive industry has not fully ripened. To-day the farmer knows much more about successful farming and his once disorganized methed of tilling his soil and depend- ing upon nature to vield him a good ercp has made way for a more busi- ness-like system. It was also well for the Secretary to point cut that notwithstanding the high prices the farmer received for his products his gain was by no measure equal to those made by other hranches of industry essential to the prosecution of the war. His labor cost him high and correspondingly his other expenses appreciated. The whole Nation is concerned in lending its co-operation in every ef- MICHIGAN TRADESMAN 13 fort made to increase the fertility of our soil and encourage increase in farming. Plentiful crops is the most effective weapon in the end against the common post-war foe, the high cost of living. One recommendation of the Secretary is worthy of unani- mous support and that is the exten- sion of good road building with the co-operative assistance from the Fed- eral and State Governments. Good roads assure economical distribution and marketing facilities —Financial World. —_——__s2->___ How He Did It. “How did you get such a gang of women to work tor you at such reasonable pay?” “Well, you see. I advertised for ‘young and middle-aged ladies.’ Ev- ery one that cailed, I looked her over severely and told her I had intended to employ mostly middle-aged ladies, and that I was disappointed that one so young should apply. After that, | hired her at my own price.” —_——_—_.2.>——__ Everything that has been done well has been done calmly. Many things that have been done poorly owe their failure to the haste, or lack of calin- ness, with which they were performed. This peace of mind which helps to win battles is a habit that can be formed by those who are willing to cultivate a tendency to forget rather than fret about trivial mishaps. It is a fact that many people who are strong in meeting great emergencies lose control over themselves as soon as little things go wrong. Reasons for Making a Will It is the only way in which you can control the choice of individual or corporation to settle your estate; or that you can have a voice in the distribution of your property. It is the only way you can prevent the immediate division of your estate, at your death, and provide for keeping it intact, in a unit, as may be best. It is the only way by which you can effect a distribution other than that decreed by an inflexible code of inheritance laws. Ask our officers for other reasons. [;RAND RAPIDS [RUST | OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 Books Savings Cadillac State Bank Cadillac, Mich. a —s Resources (Nov. 17th)...... . a -....... 100,000.00 Pe 2,790,000.00 0 /0 ON Certificates Reserve for State Banks The directors who control the affairs of this bank represeut much of the strong and successful business of Northern Michigan F. L. REED, President HENRY KNOWLTON, Vice Pres. FRANK WELTON, Cashier $ 100,000.00 13 Months GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. Located at the very center of the city. Handy to the street cars—the Interurbans—the hoteis—the shopping district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of town bankers and Individuals. Combined Capital and Surplus ............... $ 1,724,300.00 Combined Tatal Beposite ...................-.. 10,168,700.00 Combined Total Resources ...............0-00-; 13,157,100.00 GRAND RAPIDS NATIONAL CITY BANK CIiIryY TRUST & SAVINGS BANK ASSOCIATED Hugh E. Wilson as a Lawyer. ———_—_2--a Live Notes — a scacae Town. templates spendines MICHIGAN TRADESMAN the bucket brigade had gotten control of the fire. J. A. Atherton, of Duffield, having his store building and real estate. will move his stock of general mer- ‘handise to Flint in the near future. J. D. Royce, the successful vendor ot the Broadhead dress goods line, is this week in Northern Michigan, fin- ishing his trip on his spring goods ine and will spend hic winter at the home of their son in Florida. The latter is a vil engineer of consider- e distinction and is in the employ Uncle Sam in that State. Royce, send us a watermelon or an alligator i to amuse us back home for we are sure going to miss you. On our way down town last Mon- day morning we met about thirty peo- ple and on’y one man in the whole with an original idea. The first fel- 1 i Hello, is this cold enough for you?” The next fourteen wanted to know what we thought of the coat \s we turned the last corner. luffer said, “Hello. old top. is none of my business, but vou’ve got tobacco juice on your chin.” One morning this week, as the golden rays of Aurora shot out of the Eastern horiz n. Fred Hanifan took his good wife by the hand and said. “Out of the old house. Nancy. into the new.” and led her to the newly- me cottage on a beautiful hillside beneath the shade f nificent maples. ~~ roses come - home nest will be a repro- f veritable Ede n. Here's may oS to enjoy their : years. And ee wisdom, Dies a 4 S Ss abundanc ce 02 218 Ss blessings d when they have grown gracefully ae 1 : oid and a look through the vista of edi past and grand chil- red about their knees ught story, they, with ‘an tell them of the igh cost of living onest Groceryman. —_———__ 22 —__ Do Your Income Figuring Early. In order to give taxpayers oppor- make out returns immediate- e closing of books for the year 1919, when accurate knowledge of their accounts is fresh in the minds plans for early in December of forms income and excess profit tax are being made by the Bureau of Internal Revenue. The period for filing is January 1 to March 15, 1920. The normal rate of tax for 1919 is # per cent. on the first $4.000 above exemptions, and § per cent. on the remaining net income, instead of 6 per cent., respectively, the Surtax rates. which range from 1 per cent. on the amount of net in- me between $5,000 and $6,000. to 65 per cent. of the amount by which the net income exceeds $1,000,000. and the exemptions of $1,000 for single persons and $2,000 for married per- sons and heads of families remain un- These rates apply to every citizen 1 resident of the United States. Form 1040-\ will be used for filing individual income tax returns of 060 and less, Form 1040 for filing re- turns of income in excess of that amount. Form 1041 for filing returns iduciaries, Form 1065 for partner- ships and personal service corpora- tions ——_-2-2-2?_______ Man wants but little here below. when the people living in the flat above own a trapdrum outft. Good Opening For Salesmen I firmly believe in a large number of (= small Stockholders rather than a_ small ZHIGRADE, number of large Stockholders. First:—It is better for the Corporation; it means a large number of Boosters and plenty of Free Advertising. Second:—Instead of having to get Salesmen that only eall upon people that buy in large blocks it creates position for many more prospective Salesmen as well as giving the Small Investor and Laboring Man an opportunity to invest his lot in a business that will make his Money Make Money. Did it ever occur to you that when good opportunities present themselves that Only Bankers and Men of Large Means Were Solicited by These Different Concerns ? Why not give all the people a chance to share in the Big Earnings of a Successful Corporation. IT have an exceptional offer to make men who wish to take up Salesmanship. Write me today. HIGRADE MOTORS CO. C. E. RUGGLES, Fiscal Agent Cut This Out and Return at Once Without obligation on my part send me all the information you have on Higrade Motors Company, Harbor Springs, Mich. Sign here Address Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually 3% ‘Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 WM. H. ANDERSON. President LAVANT Z. CAUKIN, Vice President J CLINTON BISHOP, Cashier ALVA T. EDISON, Ass’t Cashier GRAND RAPIDS SAFE CO Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING oss GRAND RAPIDS, MICHIGAN December 17, 1919 _ _ oe . =< = S——--— December 17, 1919 MICHIGAN TRADESMAN 15 United Light & Railways Company Grand Rapids Chicago Davenport Michigan Illinois Iowa Organized in 1910, and controls through ownership of a large majority of their issued Stocks and Bonds, ELEVEN GAS COMPANIES FURNISHING ARTIFICIAL GAS EIGHT ELECTRIC COMPANIES FURNISHING ELECTRIC POWER SIX ELECTRIC STREET OR INTERURBAN RAILWAY COMPANIES Furnishing these indispensible services to a combined population of more than 600,000, in cities and communi- ties located in the States of Michigan, Indiana, Illinois, Iowa and Tennessee. m® PROGRESSIVE UTILITY 16 Changed Attitude of Advertising Agents Toward Trade Papers. Thirty-six years ago very few ad- vertising agents would even consider the use of a trade journal in any kind of advertising exploitation. | vividly recall a visit [ paid Lord & my reception by Thomas in 1883 at the late Mr. courteously until he learned I repre- 1¢ Lord. He treated me sented a trade paper, when he abrupi- ly terminated the interview with the statement that “Lord & Thomas could not do business with trade journals, because they did not have stable rates. They have as many different rates as they have advertisers.” I undertook to convince Mr. Lord that there least which had a stable Was one trade paper at tate. but hk Within a Sent me All would not listen to me. Lord & order—at a cut year Thomas price—which, ot course, was declined until the price Was revised several times to conform to our rate card, and ever since we have had more or less business from Lord X« Thomas have never gotten over the that trade have to be treated like jockeys, he- that house. Strange to say. ° * t . o idea j0utnmals as a class cause they always offer us less than e origina our regular rate in t —and always amend the order to meet our rate card before we accept the business. The adhe Lord & means annoyance acy «by but it seems to he so long as the Chicago h to the idea that it can thereby secure con- cessions and deviations which will never be made by us. : — a My reception at the ) \W. Ayer & Son was diametri F Op- Lord & Thomas. Mr Mckinney early saw the possibilities 5 7 | posite that of of trade journal advertising—not :s a substitute tor consumer advertising d valuable bit as a handn adjunct to make consumer advertisinz effective. More than twenty-five years ago he was offered a large account by a new advertiser in Grand : i. . —the manutacturer of ed hook and eye—if he would place the entire appropriation in the ladies magazines. The amount involved the first appropriation for advertising was $60,000. Mr. McKinney a schedule which called f penditure of $50,000 in the papers. 7} managers of the Grand Rapids con- and $10,000 in the trade 7 : i 44. a1! he , cern insisted that all the money be Mr. McKin 1 ne the expended in magazines. ney expostulated, taki ground that when the consumer began en- 1 quiring about the new article in the stores, the merchants should be abk to recall that they had seen the same article advertised in such the Dry Goods Economist and the Dry Goods Reporter and t to secure supplies without de'ay. On Mr. Mckinney’s refusal to go ahead with a campaign that did not include the trade journals, the appropriation was turned over to a Chicago agency. The results were just as Mr. McKin- ney predicted it would te. The -ad- balanced. the the company failed and the stockholders lost every cent vertising was not well returns were nil, MICHIGAN TRADESMAN of the $100,000 they invested in the undertaking. To get great difference in th Dack to my text, | Gnd a attitude of and thirty- think this is due o adver now aro. | quite as much to the organic change which has taken place in trade jour- nals as to the revised attitude of the agents themselves. In the early days trade journalism, too many papers mere conducted as ‘leaners’ on trade oragnizations. Many publishers sought to secure recognition by get- official ox- organizations and their papers made evans of mercantile -onnections as a club to secure patronage. Of course, such a . lived at 1 1 1 } ele ns via te rest, because the only basis on which policy could only be = short any kind of a medium should be judged is the character of the medium itself and not its connection—largely fictita- tious—with any association of buy- ers. Furthermore, trade papers thirty- SIX years ago did not contain the vital information they now carry to the unter of every merchant. Their subscription price was so low not employ the expert writers they now utilize to carry im- ages to the door of the uler who loes not peruse and act on the suv- eestions presented nal Is he by his trade jour- ight for the poor- cannot compete with his more progressive neighbors e 1 ie = pecause of those changes and also because trade journals ar2 now everywhere recognized as im- portant factors in the distributine system of the country, advertising : 1 "4 ee have been compelled to right + ° pusiness basis, de- prejudice and about front and deal with publications on a business void of their former inspired only by a feeling of the ut- most good will and = co-operation Some of the best friends I have gain- ed in this world are amone the ranks oO Sency men. Some of the most helptul hints and suggestions T have : utilize in my business have c voluntarily The bond endship he- Ime to me irom the avcucy iTateriity. ot co-operation and tween advertising agents and trade paper pubishers is strenethening every day. as they come to understand each cther better and appreciate the valuable service they can both render their chents by working together for a common purpose to a com end EH. A. Stowe. New Sweetening to Take Place of Sugar. BY 1 Malt sugar syrup is rand new aS arrived on a com- MmectCial scate at the psycho!logical . moment to reheve the sugar shortage. specialists of the Bureau of Chemistry, United States Department iculture, who have investigated in ad- sugar varicus substitutes for sugar. dition to being a sweet. malt syrup has a delicious flavor somewhat resembling that of honey, which adds much to its palatibilitv and value as rar substitute. While malt long been known to chemists, its production on a commercial scale is only beginning. sugar has Two factors have stimulated its pro- duction The sugar has developed a market for it, and the recent recently. shortage of prohibition law has made available both the raw material and the manufacture. machinery needed for its Malt made from the same grains as beer. sugar syrup is and may be made from corn or pota- toes or any plant containing starch. Barley, which was used until recently in the used Syrup. Breweries, with very little change. manufacture of beer, can be now to produce malt sugar can be used and are now being used Up to a certain the process for making for its manufacture. point, malt sugar is the same as the process for making beer. Evaporating pans 1s the principal additional equipment re- quired by breweries to become malt- sugar svrup factories. Malt sugar syrup looks very much like maple syrup. It can be used for that for. While its use on the table may everything cane sugar is used not be quite as convenient as sugar, it is a most excellent substitute for 1 table use when sugar is not to be had as it not only provides sweetness but is equal to sugar in food value. For cooking and baking purposes and for making candy it is not only equal convenience and_ food value, but is superior for some uses tO Slisar in because it will not so readily crystal- ize. Malt large quantities to commercial sugar syrup is being sold in bak- eries and candy and soft drink manu- facturers, who use it in place of sugar. The wholesa'e price as quoted in re- cent trade papers irom 7 to 9 cents Many retai! grocers do not handle it vet. re has been little demand for it on advertisements in and elsewhere is per pound in barrel lots. because the part of housewives. Grocers can row obtain it and no doubt will be glad to do so as the demand for it increases. Tlousewives can well con- serve their dwindling supply of sugar y using it in cooking, baking, and homemade confections, and even on the table for sweetening coffee, oat- desserts. It can be used for every purpose for which sugar is used. If the housewives want it. the grocers will get it. meal, and \ithough malt sugar syrup is being called upon, so far as household use is concerned, merely as a pinch hitter December 17, 1919 in the present emergency, the special- ists expect that it will make such « batting average that it will hereafter have a regular place in the-batting or- der. This is a case where the substi- tute makes so good that the regular may have to While it is not like- sweet will whose place it takes warm the bench. ly that this new replace sugar for tab’e use in normal times, it undoubtedly will make a place for itself in the household as it is doing in the manufacture of food products. It is an excellent, wholesome syrup, and on account of its delicious flavor, Is superior to sugar for some purposes in cooking and baking. —-s2..>_____ The number of things a man knows about women. is about 1 per cent. of 1 } i inks he knows. CANDY TRADE 1 / Wihlat he ¢t Mark The “DOUBLE A” Kind Made by People Who Know How Our record of over fifty years of continuous growing business, not only in Michigan but all over the United States, speaks for itself. You take no chances when you buy “Double A”’ Brand. TRADE The Sign of Good Candy Mark Made in Grand Rapids by NATIONAL CANDY CO. PUTNAM FACTORY Grand Rapids, Michigan Ask for a copy of our latest price list. We are agents for LOWNEY’'S in Western Michigan. GRAND RAPIDS WE ARE HEADQUARTERS Fruits and Vegetables Prompt Service Vinkemulder Company WHOLESALE Right Prices Courteous Treatment one MICHIGAN ‘ ‘ j ’ t ‘ f 4 * > + . 9 in i ? 4 r e. i F . oll December 17, 1919 MICHIGAN TRADESMAN New Perfection Flour is rich in high quality gluten, that healthful substance so necessary to the making of good bread. Recent laboratory tests have proven that cer- tain varieties of Michigan red wheat which are used extensively in the manufacture of NEW PERFECTION contain the highest known quality of gluten. We aim to keep the quality of NEW PERFECTION far above ordinary flour. Mes al a 4 a r 4 —— . Page Watson-Higgins Milling Co. Grand Rapids 18 MICHIGAN TRADESMAN December 17, 1919 TRUE AMERICAN SPIRIT. N’orange. Its Development Should Interest Every Business Man.* “Noo When Mr. Drees called me up the “Oh I give it up!’ said | was to come “Well, it's n’angleworm!” t, | demurred some- Before trying to talk to you on aid it was all settled this subject, however, | take the and I agreed that | would come erty of talking to you frankly about bring very deeply. a Nt T10n nes. iNCVET + + of S Will US 1 nN \ 5 . cai ai « WC a ia tha ur mutu terests nsettled that 1 it is my as a pres tative t tne TUIn OF VORT : + ot \ss ring to you to- ne ehooves us S + < + 2 ++ t a i € i t eo ot s atte t tc t + + + + ] > O1 $s 1071S i t ¢ i ( T sf { } + > +1 Cc > ila n ti en tS i+ XY T \ PAI 3 at \ WM t ~ rf \ W ¢ Pp Ou ‘ 1 1 1 L 2) ~ ie t oo i « \ a Wi T n € + a + x } = = ( t . es t V\ a S G S¢ Ofte yaN il ‘ + + Bs tia c se ft = e 1 jag £0 1 ‘ ect € 5 + a = a o , + i c ~ > SS 1} ¢ t « lat { 3 i oat 1 c 4 j - i 1 i Ve + Te ¢ a i 1 10 ‘ ¥ ) 1X Pa c + \ b < vy st | we are Y t : carl 1 4 r y I ) S 1eS ) \ ul aq ) = Y Wit tft + VC ulis { GQ 1 there are any i! comin: < r r¢ © Mever tac usiness Wi NVe any their attention. ques- me of the man on the back of the street car who can always run the street car system bet- ter than the general manager, al- though the manager may have been " io ot on the job f life-time, and has the assistance of a number of capable men. If you will permit me I want to talk to you about some of these pro- posed remedies, and along with them, bo et et ee aer things which ar 1 1 . wher the their ee : soods to arket en i > i sugfest t Cr nment migl ave ail 1 t s¢ € } F ¢ s g t to sell r | “e er t the it . teyy the ighes s ic. | 4 i s 12 t+ SOUL I € 2 ] OY ; : i os I i Pp | ’ ~ y¢ ft i have a pray ) mind the pl ha n f r | . | nes | ¢ rSt | i noti ba t 1, Ose a crs W oO [ I v ‘ ad every year when it is harvested and 1 a 1 al } - tt do not @amllie nave, in the long run, + = ee OnNTaIneG 1t tile } = 1 men i Nance i ' ‘ ‘ mn tt pes selling ole n Ket 1 1 3 | é Ss f quest Tt! ev G Tall a nig@ner market Very oiten, je Loa ae. tt re 18 aiso a shri ye, and this i : shrinkage and the cost 12 Very Otel OoTrsets any 11 in price; and if the price is lower later in the season than it was earlier, it means a very decided loss to the man who has carried his stock through. In regard to the Government offic- ial who is going to tell the farmer when to sell, I want to say that the Government may be able to find a man of this kind somewhere, some- how. However in most lines of busi- ness it is considered a gamble at all times to know what the markets are actually going to do. We study them. we try to analyze them and we spend considerable time and money in try- or +f ta tO ODwIN a 1 the information w2 can: but most of us in business have come to the conclusion long since that we can make more money by merchandising—that is, by buying and selling goods and rendering a service—than we can by gambling, nd t to-day here are very few of us who make our money—or hope to a soods at the a4 make at the market. Now, if the individual business man or company cannot speculate success- how under the sun can a Gov- 1 1 Clai WhO Cannot experience in the i as wide a scope of helpfu the individual, tell the farmers when to sell and when not to sell. This leads me to the question of i the Government's interference with the law of supply and demand during t riod, which, of course. has + isnt a lic Tr sf d 4 it the sale eae 1 have cen OVerconie ecaluse of the patriot attitude of people. Mee. oe taeee Gabe of fe bnere are a large number OF pe 1 are be ( > ment t vino mvernmen some n can govern litt'e regard for ‘ ‘ ¢ 1 the old law o piv and deman 1 1 } : . wl has peen in vogette for a long time and which is must be al : the final and determining factor as to what prices shall be. While I assume that none of the men in this room have any ideas of there are q large number f people in the United States who are it intimately connected with busi- } | who have no knowledge or he laws of business Service Your Customers Appreciate When you sell Fels-Naptha. you sell your customers service—that saves their hands, saves clothes. saves time and temper on washday. After a short trial FELS-NAPTHA SOAP becomes “A Regular Service." The cus- tomer who finds her washday troubles dis- appearing will show her appreciation in ways profitable to you. Fels & Co. Philadelphia, Pa. + o “2 ™ Seen 4 " q> December 29g dd dldllllldlllldlldlllldldlUlLhh MPLPeE BEGAN TRADES MAN a: _unanns ea ae is a = eve a é Cbanks: : us @ # Be . = e | | Wthe Jobber = . | ! : ees 2 S a the Retailer | e | | the Zonsumer = e | for their ¢o-opera- - ae ces | | ton and apprecia- = | | | tion thru the past = _ | | . oes OS 2 VOT BBwwAwB eZ ye icisisibtniscicecciaemnaall a 2 Putnam Factory, National Gandy Company = ee Grand Rapids, Michigan « « . S ee ee [ea eee MICHIGAN TRADESMAN December 17, 1919 who accept the theorist’s ideas that there is or may be some scheme whereby the Government can upset the economic law of supply and de- mand. There are the socialists of whom we have a large following in this country as a result of teachings Ww found their way into our c is a fact, I believe, that, Wi doubt. socialism in this -ountry is the result of German prop- aganda which was taught by German : _ professors sent out by German agen's 4 oo ae a4 aor to spread a doctrine which had a very selfish motive behind it. Of course, } 14 - 1 tner are it ¢ orees Of SOCIiaIISH ut nere are < irve nitmber or these ) aCe very He lished many Ss expecte 1 Ss ¢ to nave - ~ 1, ~ is 1 } - s a war. and from which she hoped to sake a Greater Germany. All of this eee Boe fs Geman t36 Ged F coctrine fas the (rerman fac ted to t, and t tag should be put in such that it can be recognized } 1 + ' 1 t +h € ) TEve treé a t rther ¢ + \" ) \ PLE pOws \ I s the paternalist, also (gern m tar As yet vol ~ } a+ } lave not d so much about this neOTy, ut S Prowing Very rapic- rF amone a Certalt class of people a our country [hey are the people who want to government own- g ent operation o > | . ? December 17, 1919 MICHIGAN TRADESMAN It has been my experience in meet- ing men that from the humblest to the most powertul, they are all very much alike. Some of them wear good clothes and some of them wear rough clothes, but when you. get down under the vest you find that most of them have a heart with the same desires and the same aspira- tions. Therefore, I wish that we might always stand for the idea that most men are honest, regardless of their position. Therefore, in dealing with the ques- tion of the labor unions, I think we should be very careful to analyze the situation. We can help these men to understand their leaders and help them to discriminate between the honest and the dishonest. If the leaders would guide their men along the lines of greater production, more efficiency and better concentration, we would all agree with them in working for shorter hours and help them in every possible way that the conditions would warrant; and also in this con- dition we must understand that the division between thc pay of labor and the income of capital must always be of the I. W. W., but has changed the initials of its name somewhat so that it would not have to start with the odium which the I. W. W. brought upon itself in different parts of the country. Then there is the Farmer’s Non- Partisan League. [ do not know tf you will agree with me or not, but I cannot sée that it is really for the best interests of the farmer and can- not believe from what we have al- ready heard about it that it is going to promote the farmer’s interest in an honest way and obtain for him anything better than he now has. There is no arrangement going to prevail and continue in this country which means that one class of men is going to get altogether more out of their production than any other class or that men of one locality will set more than men of another local- ity. Perhaps it is unnecessary to sas very much about this because the newspapers are beginning to tell us some of the results which are very discouraging. Now, I mention all these things be- cause to me they all have a very sig- Mr. Dealer:---Have you any of BAGLEY’S BUCKINGHAM CUT PLUG on a fair basis and neither to the nificant bearing on business. It ap- total advantage of the one or the pears very clearly to me that these —— other. things are all a call for patriotism a There are other movements such and there is just as great a demand as the O. B. U., about which we have for patriotism to-day as there was : heard very little, but which is becom- during the stirring days of the war. It will be your ing very powerful I am told in differ- There is just as much a demand that ‘ ent parts of the country. This is an men shall be men who shall stand next tobacco. amalgamation of all the unions, both up squarely and meet the issue as i good and bad, which shall undertake there was at that time. Sometimes » to regulate things according to their I think these forces which are work- . ; , ; &, i > ideas and obtain what they think are ing quietly within our midst are more the best results. This might be a dangerous than the war which show- splendid thing, but when the bad ele- ed its head and let us know just ex- J ment joins with the good, it makes actly where to strike. an organization so big that the temp- Where is) as | say, a call for pa- e e 9 tation for power is too great for us triotism. There is a call to the peo- s , to take any chance on permitting it ple of the country to take up these Dickinson S Popcorn to continue at this time. questions and solve them. My thought A We all know something about the in this connection is: Who shall be : : I. W. W., although our knowledge is the leader—where shall we look? In Packages limited because we have had almost Shall it be the clergy, the college pro- no experience with it in the State fessors, the Government officials or of Michigan. However, from reports who? SNOW BALL SANTA CLAUS from other states, we must realize After going over them all, and with- = ae oe a . . . . . [ sr . . . ‘ Fl / that it is a very serious matter and out intending to pass unkind judg- — ‘¢ There is an increasing de- T pICKINSO> : teers. j 2 V ij i ought to be weeded out wherever it ment on them, I am forced to sav © ills Ta ge - PLAlls shows itself in our community. that it appears to me that the man ot ALL mand for good Popcorn mM SAW ane : A ae Se think it is called, which I am told has who has the best knowledge, who is } a { : Then there is a W. W. ET A. as | who has the best practical trainine made some progress inside of our the best equipped to lead our coun- ! State and is working along very sim- try through this maze of remedies ilar lines if not identical with those that are being presented in the forins 5 will appreciate the qual- g ity of Snow Ball and Santa Claus — It pops — 40-1 lb. packages crisp, tender, sweet. b # thehome. Your customers |j _ When a Merchant— 100-10 oz. packages per case 50-10 oz. packages ,. Who deals in foods stuffs goes out of his es way fo explain that such products as Or a ‘‘BEL-CAR-MO” mean high food value ”» without the usual attending high prices, ; he is getting a hold on his customers be- Packed by THE ALBERT DICKINSON CO. CHICAGO, ILLINOIS cause he shows a real interest in their A. food problems. Say “‘Bel-Car-Mo”’ ln to your Jobber. which I have enumerated before, are the business men of the country. | think it is up to you and to me as business men to take a strong part in this and to give a goodly part cf our time to the study of the ques- tions which are before the country and to the proper solution of them, to the end that we may keep our country safe. We business men must have a tre- mendous amount of faith: faith in one another and faith in the other fellow h that will stand by us in th trying davs that are to ccme We must have a vision. We must see things in a big way. We must eliminate selfish interests to the greatest extent possible and see the wonderful good that may be accom- be accomplished if tider to plished and must the whee! we all put our shi hel ) and p solve the question. There must be integrity There must be the highest type of integrity. be more and more of the There must be honest There mu 1 dealing that is honest in dee as in theory—real honesty rather than honesty. } - mit pe rag \ e all ise we courage dt Be . - inner * Arce nicwiean There are always a large number ” x7} 1, A< o- Mimaae Hilt +1) mM€ nave SrCat Conndence im their own courage and talk about it. and yet I am sorry to sav that I am sometimes ed to think that many of us do not have the real courace we ought to when we come to the tes These days are going to require lot of courage—the kind of cc urage that stands up straight and square tor what is right th I want to apply this to present day merchandising just a little, be- cause [I | tion. believe it has a real connec- Last night, by your courtesy, I was invited to one of your committee meetings, and I must say frankly that I met some of the “old school” there and I was a little disappointed in some of the things I heard said. In fact. to he perfectly frank about it. I came toward the latter part of the ; ing to wonder whether I had not net some strange people. It almost sounded to me as though one gane of crooks was getting ready to deal with another gang of crooks and the ungs that were said about that con- tract made le me wonder whether or not gang could trust the other rang. Just before they got through ne to the conclusion that one gang would not trust the members of its crowd and. reallv. I was stac- We must have faith in one another and faith in ourselves if we are zoing to do business. Business must he done on that basis to he successful to-day. This all reminded me of one of our nik “au a . ang Nneip solve these tre- MICHIGAN TRADESMAN members of the Wholesale Grocers’ Association who never came to the meetings and who was continually telling about everybody else in the game being a crook. Finally, one day we got him to come to a meeting and we set down and discussed our trials and tribulation, and we have then just as you have them. Ile got into the discussion and he tried to solve some of our different complaints. Finally, he got up on h his feet and said that he wanted to apologize. He admitted that all of these years he had accused all of his competitors of being crooks and rob- bers and he himself had felt that he was rather above the rest of the crowd in having ideas of his own as to how he should run his business but, he said, “I have come to realize to-day that you fellows are just as honest as I am and are trying just as hard as I am to do what is right, from now on I want to be one of you and with you,” and he did be- come a very active member of our \ssociation and a very helpful one as Well, Now, you men do not want to take any advantage of the wholesale gro- cer and the wholesale grocer does not want to take any advantage of y ere should be a basis on we can do business that wil be to our mutual advantage; and that is the s you and ourselves are seeking. a suggestion along this line I would say that we ought to have confidence in your inspection, and you ought to have an we could have Tr 1 1 ie alan ++ . L We do not mean to say that we nave not. but I am inclined to think that there have heen some of your dealers who have tried to get so close tot line that it was hard work own inspector to decide whether thev 2 ae the Trouoie. mw. if you will permit me I wou! the ideals of the Michi- bbers’ Association should an inspection that shoul be so thorough and so complete that question about the goods that had O. K.’d. This is a matter of edu- cation—that is. a matter of your own no other inspector could ever find any x Association instructing your inspec- tors as to what you want. Of course, you would realize that as a resident of Michigan, I am as much interested in the Michigan bean as you are from the standvoint of aandising. I want the Michigan bean to stand the highest of any bean in the market. I want the people to an beans because they are yeans—the best inspected beans—and I know you have the same feeling. If we are to do this we must make the Michigan bean the best bean in the market. It should have that repu- tation and after it has that reputation we must keep it on that basis. If we this we will promote the interests of the Michigan Bean Jobbers’ Asso- ciation. CoO In conclusion, let me make this earnest appeal to you. that we busi- ness men in Michigan do all we can December 17, 1919 to promote honesty and well-thought- It will be readily seen from the out action, rather than adopting hasty above that we certainly a eee *0 cure-alls which are presented to ts Hove no surplus of wheat, ey : ee. bubshel will be required, and very by people who have, I am afraid, lit- likely if the market is permitted to tle knowiedge of what they are try- take a free course, materially higher ing to do, cr in some instances a prices than those current will prevail in before a new crop is harvested. l‘lour production up to Nov. 14, in the United States is given as 55,571,- : 000 barrels, against 45,708,000 barrels help to bring higher respect to law cf flour last year: so it would appear stocks of flour are now greater this year than last, or else the consumptic I selfish desire to promote order to promote their own interests Let us by our methods in business and order. Let us help to develop the true ot bread has been much greater than last. Mr. Barnes believes Let our business stand on so high stocks of flour are some greater. He a level that we shall help develop a also believes the consumption of read is materially greater. We do not advise the trade to spec- oe ulate on these markets, but, appar- Authentic Wheat Crop Information, ‘ly. they are eee puying for Grand Rap-ds, Dec. 10—Against the peer shipment to cover require- He June promise of 1,250.000,000 bushels nents, as flour and wheat are both t Ic POI ef Ot aw NE, J, UUs i tt wheat in the United States. tl i American spirit. 1 } } fair attitude between the constituent ) parts of American society. : mM an exceptionally strong position, as stated heretofore. If prices are “_ permitted to take their own course. estimate of the Depar ment of Agriculture indicates 917.- 000,000 bushels were actually pro- both Hour and wheat will oe duced this year in comparison with [tally higher. Lhe only unknown G16 000000 bachrlc & wear aco. factor is whether or not Government Areas to the Wheat Director's SUPervision will be renewed in event de i ¢ e ~ ‘ } L 10 < ic a Cs. statement. farmers marketed 582,000,- | too drastic advance oe : De Lloyd E. Smith 000 bushels this year, against 550.- oyd : ve DUSNeis [or the same period You will scar be able to elim:- : L : el fast year, that 1s, up to Nov. 14. From Gs | Ci cely 1: ; nate from your help qualities they see this movement there was in store in bate - ew a - id mills on Nov. 14, you permitting in yourself. | Factory Location Wanted Establisheq manufacturer desires factory location where girl labor is plentiful. Prefer good hustling town with good shipping facilities. Will buy or lease and remodel idle plant. Now employing about one hundred. Address Manufacturer, care Michigan Tradesman. hove seed rec sce isla } me } aiket durine the | crop year, or between 1920, is 238,000,000 or -41,000,000 a year ago yr Would you rather ride in a nice smooth, easy-going automo- bile or in an old-fash- ioned horse-drawn vehicle? It wouldn’t take you one minute to make your decision —would it? 150 Account Roll-top Fire-proof Metzgar Consider This Also If you had an important engagement to fill, involving several hundreds of dollars—had a fifteen-mile drive before you and only a short time to make it in, you wouldn't take chances of letting the other fellow beat you out by using the slowest means of locomotion to get to the meeting place would you? Perhaps you don't realize it but you are in a race with your competitors on every inch of the road of your business career and if you don’t measure up to the situation with the most safe, accurate and rapid means of doing business you are going to let the other fellow outdistance you. You can't do a 2 by 4 business and make money. You must have volume. You can’t secure that volume needed only by following the lines of least resistance. You must make it easy for your goods to be bought and delivered to your customers’ homes. But you must protect yourself against unnecessary loss in extending judicious credit, and the simple, safe way to do this is to install a Metzgar System. / Our catalog is free and gives full information. We can also save you money on our complete line of duplicate and tripli- cate salesbooks, Metzgar Register Co., Grand Rapids, Mich. easter tiie a ‘ \ ; -_* f { > ‘ { . + ete * “ este ee stif “ S ~~» ys ~~ , e@@a@- ‘ ; ‘ vo « ' Pn. December 17, 1919 MIiCHIGAW TRADESMAN 23 Cutaway (Clark) Double Action Harrows N G\ ©) | Bigger Crops at Less Cost Bigger crops always follow better disking. Note the heavy angle-iron main frame and how Strongly it is built. Each of the gangs is at- tached to this heavy frame—it forces the rear disks to cut exactly midway between the fore | disks, thus completely cutting, pulverizing, stir- ring and aerating All the soil. Once over the ground does all the work. It’s the farmer's greatest time and labor-saver in his most im- portant work. A Style and Size for Every Farmer Whether He Uses One Small Horse or a Large Tractor for Power. MONEY-MAKER SILAGE CUTTERS Bryan Plows, Land Rollers, Pulverizers, Harrows, Seeders, Corn Planters, Potato Planters, Weeders, Cultivators, Sprayers, Bean Harvesters, Bean Threshers, Garden Tools, Etc. A better idea of our line of FARM IMPLEMENTS and GARDEN TOOLS can be obtained from our complete catalog. If you haven't a copy, send for it to-day—_-NOW. Manufacturers Representatives: Brown & Sehler Co. Grand Rapids, Michigan “BLIZZARD” ENSILAGE CUTTERS ARE SOLD BY THE BEST DEALERS TO THE BEST FARMERS A Merry Christmas Anda Happy New Year To our many loyal dealers who have contributed to the splendid success of our business during 1919. The Genuine Dick “BLIZZARD” is easy to sell—stays sold—and brings more business. DEALERS’ 1920 CONTRACTS NOW READY—GET YOURS EARLY. CLEMENS & GINGRICH CO. DISTRIBUTORS FOR CENTRAL WESTERN STATES COMMERCE AND CHERRY GRAND RAPIDS, MICHIGAN Branch Houses at INDIANAPOLIS, IND., and DES MOINES, IOWA 24 Necessity of Giving the Motor Truck pace with the truck transporta t can, an t will it ; imevit that mot triicl Was iney mc (tat m0 tuck sho ecome ncreasinely im- ortal actor ) transporitati systems An inst of this was the successful On in such a 4 1 > winter S iast Ol a moter truck ex- ty ine re | and press route between New York and Ph lade} ee eon cecice 1adeil DCe (Men ine servic: has een extended ) a timore, | 1 ; : Washington, Boston and other points. T es Oop od up \ : vst i +} rans rtation ven- . } . 31 t ‘mat we ust avail SC :.Ve> 10 tne illest extent of the SET 1Cé ne i te tT x and ] nN ; sg once \‘ « UlNICiCiit } ¢ wo 1 } : das © 10 provide it tne COMm- : | as passenger vehicles n oper: irn2 1916. Even oO 1 nere ex oO i AP Vast f ne evel nt oO CoS l ot e 1. ho t should ecome necessary to r = oasol nas- OoLi € vas € VY pas 1 + \ « ‘ piecas © uses When } last year | issued a Stal ent Cc ) the Wow mal Defen-e said People + + } 1 - OO AuTOMOD- {Ee ' S es ¢ : y when 3 . "9 . ecdeq. “NOt a al ) vaso € t S¢ u Present enicy- ¢€ except son setul end.” t cy s € that ever es I ime < servat.o ( < \ ‘ Q e matt ] ( ecOme necessar 1 + } & + ( T Ge€ c G GTa2s c.4 o - + i fae. FAN cim ‘ 1s ; st 1 Y eqdiess Ons ny Yr t \+¢ + € € cal € acts At the 1916 there were abou 400,000 rs anc cks he Unit- t State At the eg ng 7 191; nz nui € creased to r 3,500 G00 The total aut e and truck . + : h ake e stration ne ountry as o + —— 45 + 5 7 ] ty 1 41S ccording to official = + ah by r 7 Sures urnisned Irom all of the Year . j . 1 o ett considering what this means to the petroleum industry, we ea +1 nent fa m™m Une ICK and pleasure rs a little further. For ou purposes rougl : : oe vailing [ motor truck industry may be accepted as sufficiently ac- ~499*} + j } aa 1 1 Curate. ana these PUuTeS Place - tne ber « rucks per n in this + + 1. } a country the beginning of this year at 351.000 \ compa f 9.000.000 cars at once suc- rison of this figure with ests the wid the and the cevelopment of appear tc be in industry would ex- cellent shape to take care of such a development. There are 378 com- MICHIGAN TRADESMAN mercial vehicle plants in this country, aS aga:nst 195 automobile factories. But we can look forward to a de- velopment of the motor truck indus- try, and estimates of motor high as current truck output to-day run as 22,000 per month. It is when we turn to the part that play that the figures Roughly, petroleum must grave significance. assuine 5.000 000 motor vehicles in the United States will require about 50,000,000 barrels of gasoline this year. Gaso- line exports to the Allies last year totaled rearly 8.000.000 barrels. They So that the on the petroleum wll be more this year. total demand made industry for gasoline this year wll be cver 60,000.000 barrels. In 1917 our producti n was from 50,000,009 to 55 000,000 barrels. In view of the increased demand conditions in regard to he prod crude ol? Here, ain, the eneral facts. on the ace o* them. are not encouraging. In 1917 ur consumption was in excess of Cur producticn and our im- portations of crude o'l from Mexico, and it is far to assume an increased 1918. present covsumption in Our produc- tion does not at measure up - . sr 491- } very weil to these anticipated de- nends, and frrthermo-e, it is prob- able that. owing to lack cf sippne ‘es, Our mportations from Mex- © this vear wll decrease (}n the other hand, there are fac- tors which tend to make the situa- ol o7-e encouraging Apart from + + . mick le HES . the poss bilty of relief in shipping condit ons, and therefore of more oil rom Mexico, we can hope for im proved conditions in duction. Most of last year and early this trillin largely : drilling operations were year, curtailed by the virtual im- possibility cf getting drilling tools and casing materials. Even pros- pecting was restrained somewhat Ly the uncertaint.es surrounding the iture of the oil industry. Many of now been cleared away, thanks to the Mr. Requa, representing the Oi! these uncertainties have trank and liberal spirit in which M iL D-vision of the Fuel Administration, has dealt with the industry. Realiz- ing the situation, all cil operators are keen to develop production with all possible dispatch. There is, above all, the broad gen- eral fact that there are millions of acres of prospective oil territory, and the future develop- ment in still practically virgin terri- possibilities of im- encourag- tory are encouraging. For the mediate present, another the improved processes which larger can be pro- which hereto- ing feature is of manufacture, by quantities of gasoline duced from the crude, ft fore was sold as fuel or gas oil. The development of motor trans- portation comes in as One aspect Cf a many-sided problem in which the l ‘uel oil requirements for our own and ; t] 1e Allies’ naval and merchant ma- rine furnish another complication. I mention fuel o1] because it may on gaso 1 easoline have an important bearin: that om what would cther- a . f. 4 1uei O11 I:ne supplies, in much is obtained fr ol. If, however, itself is in urgent demand, it natural- ly ceases io be available as a source t ine supply, and it is even pos- sible that the fuel oil demand might e so ursent that crude, which is at “resent run tor gasoline, might have +O te tin toc fuel o |; thus still furth- er limitne the source of gasoline supply, » the n. hcwever, although I have told frankly and in detail of the ieulties with wh'ch the petroleum still remain firm in difficult i my belief thet these es will e Overcome and that all the really requirements of 1 imcortart eosoline the country at large wil But let me again because repeat, I feel very deeply the sericusness of t—every consumer of gasoline must endeavor to purge himself of his snare of reproach because of any y use or waste of gasoline, unnecess< remembering there is still great de- nand for our own and our Allies’ war A. C. Bedford, rear <7) Company. needs. Chairman he provide i December 17, 1919 Why He Did Not Stand Up. I have a story I always start out with that occurred to me while we were sing- I happened to be an usher at a patriotic meeting ing “America” awhile ago. during the war, and when they sang the national anthem,, everybody stood up The first thing that oc- curred to the number of us who were but one man. ushering was that he was a German spy and was going to drop a bomb or some- thing, for we saw the fellow crawling down under the seats. So | back American touched him on the ana said, “Friend, are you an . + 399 CIIiZen ft He said, “Indeed, I am! I voted for Wilson,” and pulled a lot of stuff about how he conducted himself as a citizen, etc. I said, “Then why don’t you stand while the national anthem is beirg sung?” He said married, man?” I said, Not yet.” He said, “Wel’, you don’t know, then, why ° I said, (Why? What's that got to do with it?” TATE you young I’m not standing up.” I said, “I know a number of men in the hall who are married and they are I don’t see any restriction: bs standing up. as to why a man should cease to patriotic because he’s married.” He said, “You don’t know my wife do your” 1 said’ No the meeting.” He said, “Well, if you'd understand why but I'll meet her after you knew my wife, I don't when they play ‘America.’ that” every stand up “How’s "Well, the National arises, that woman drops her mesh ba time they start to sing anthem and the audience y = and her powderpuff and her fan and watch and her handkerchief things roll all over the floor, and I’ve crawled under the chairs and found ’em,” Frank Stowell. —_—_»~- + If you suspect an employe’s honesty justify your suspicions as soon as you can, or put them aside. her Wrist and the bef Te everything is over shipment over two thousand of this size in 18 gauge Polished *“*Litetime’” Brand, and are selling them at just 25% below Let us send you a case or two of these Order now, and we will ship when present factory price. Pans tor that January sale. you want them. HINKLE-LE \DSTONE We have in stock ready Price — $12.36 per dozen. co. > Aluminum Sauce Pans The 4-quart Lipped Sauce Pan is the most staple item in the entire line. 180 N. Wabash Ave. Originators of the ‘‘HILCO’”’ PROFIT SHARING PLAN tor immediate CHICAGO ‘ aa . 4 * j ‘ % =) 4 J ‘ -~. / ¢ < Fe a } . . + é . me sitine December 17, 1919 MICHIGAN TRADESWAN 25 Count the “Staples” That Make Your Business How many Specialties come into your store with attractive promises? How often do they “repeat?” Count the staples that you can absolutely depend on to repeat--- See if the first one you think of is not ROYAL Pine Absolutely Pure This being true, why jeopardize your good will and profit with doubtful baking powder just because it is said to be a little cheaper than Royal? 26 MICHIGAN TRADESMAN December 17, 1919 UNCONSCIONABLE PROFITS. President Urges Drastic Legislation for Retail Dealers. No one supposes for a moment that the President’s last message to Con- gress was written or even dictated by him, because his physical and mental condition preclude such a_ possibility It may have been read to him, however. so that he gave the document prepared by his subordinates his approval. This supposition is borne out by the fact that the paragraphs bearing on the fooa 45 shyyit + h . 7 ‘ oy lees distributors Of the country are almost ti identical with previous expressions ot the President on this subject It will be noted that he still entertains a bad opinion ot the food trade as a class: “IT renew and strongly urge the ne- cessity of the extension of the pr food control act as to the period of time in which it shall remain in oper- ation. The Attorney-General has sub- mitted a bill providin; sion of this act for months As it now stands and becomes inoperative upon the for- mal proclamation of peace. It is im- perative that it should be extended once. The Department of Justice has built up extensive machinery for the purpose < of which must be abandoned upon the f enforcing its provisions: all conclusion of peace unless the pro- WiSPONS Oi TIS act are Durin y tnH1¢ have an opportunity to make si permanent provisions and regula with regard to al] goods destined for in- terstate commerce and to exclude them from interstate nt af the require- =. ments of the law are not complied with Some. such tion is imperativels Cae Mo. ohio thot eee bea necessary. Ne apuses (nal nave crown up in manipulation of prices by the with- rc a holding of foodstuffs a ther neces- saries of life ttherwise be effec 1 1 nr. t } ] TIVEls prevented. CTE can t doubt of either the essity OT ine i¢€o1 : ' imacy such measures. As I f ted 6 +4 Inct ry ( nithli Out im Mv fast message }? i : ie@aiin s ) i the Goverme cht to the atte i. ae iwic or a i 1S W iTE 1 ¢ SOiCctayt € campaign, tully intormed about the efttorts of the Government Specific recommendation been made by the Attorney- Gen- in this regard I would strone’y 1k ~ AA upon you its immediate adop : + f i. - : t constitutes one of the preliminar in this campaign. pS np) — recomt ydation aiso renew my recommend? tion ae a. = ‘ ‘ } a “ale that the Congress pass a law regulat ing cold ste example. by the laws of the State of New Jersey. which limit the time dur- ing which goods may be kept in stor age, prescribe the method of disposing of them if kept beyond the permitted period and require that goods released from storage shall in all cases bear the date of their receipt. It would material- Iv add to the serviceability of the law, for the purpose we now have in view, if it were also prescribed that all goods released from storage for interstate shipment should have plainly marked soon cath sackaue +h Mine ac acres upon Cacn package the selling OF Market plice at which they went mt storage. } He UT ser would a 1 : 1 1 ways be able to learn what profits stood etween him and tl duce r in hole ] es wholesale deale i WV 1i¢ sO renew my ecommenda- } } 1 OT ti ill OK Ge GestineG ti nte should 1 CVET\ S¢ ‘ pac wwe Makcs 1 } ly marked w the ev left the hands e produce i“ 1 We 5s ( n te a law t + a line img a Cae ij lICeISe€ - ail PETSONS €h J ane ' ee : Sere Ed a, & | C Stal ee) t c¢ { t i aving CIIS¢ tie TIS nde 5 t i speci egulations desione » Set ‘ ‘ 11; bates mmpetith ve selling event 1 1 SC1¢ d le pT 2 1 Tit n } ~ 1 1 } Kt 1 law wou ( We C p nit ‘ ¢ 1ced- rer ‘ Tic S11 << t state 1 shipme ant I t 1 Ss ( rat Ss Wi « engare 1 Tt ¢ } ] ; eeauna ee Tor the moment i en recommen- . - ad S to « Ggiately im f ci. vn s We t st t \ Roosevelt's Sons) To Run _ Coffee Store. fhe «5 S | “¢ x sevelt 1 are 2 go to t i Cx { ona ; i cy \ ) AC ( x i I i sf i Brie £S eee < ent t < € \ \ | A 1Ty [ tie pl t la c es ‘ rs 2 Ss theo t Ar¢ MiG NWeTMiT s¢ ) ; 1 Yerby r ] St VCE \\ : Ve ive a nance | Mie s cy SalG one Ot Tile t s i +} aria af 4 iliac Ss tae Wilole exp -_—__--o2s>____—_ Phe merchant who has = 1 i€ L> o> t W ’ KES te Ost terest i S¢ Q tney pro ne t : \ 1] 1 } + aay as Ve Ss WaNnCWaLY Staying MV nim COLEMAN (Brand) Terpeneless LEMON and Pure High Grade Vanilla Extracts Made only by FOOTE & JENKS Jackson, Mich. Lily White “The Flour the Best Cooks Use’’ is without question the mest popular and most generally used fleur in Michigan, This popularity was not gained by extravagant claims of superi- ority, but by actually possessing superior quality. Good cooks know good flour; they cannot be deceived by claims. They positively know and demand quality and they have found it in LILY WHITE FLOUR. Note the delicious flavor and splendid appearance of the bread you bake from LILY WHITE and you will fully realize why LILY WHITE FLOUR is called “The flour the best cooks use.” Your money back if you do not like it better. 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 vy carrying Lily White Flour {n stock at all times, thereby being placed in position to supply the demand we are helping to create for Lily White Flour. The Cheapest Food In the World Considering its real nutritive value Shredded Wheat is without doubt the cheapest food in the world to-day. We pay more for wheat, more for labor and material, more for taxes, but we have made only a slight advance in the price of Shredded Wheat —so slight your customers will hardly feel it. Itis easy to beat the profiteers if you have Shredded Wheat in the home. Increased manufacturing facili- ties will soon enable us to supply the full demand for this product. SOLD ONLY BY The Shredded Wheat Company, Niagara Falls, N Y. a »>>.-. Fh nem eel. ~~ ____ One Difference. The cook was having a day off, and she came down wearing a very stylish frock. said the lady of the Why, Mary,” house, admiringly, “what a nice dress It would be hard to distinguish the mistress from the cook.” “Don’t you worry, mum,” replied Mary. “The cooking would tell To Our Customers: MASTER BRAND FOOD PRODUCTS Wish You A HAPPY CHRISTMAS and A PROSPEROUS YEAR of 1920 REY-FAULMANN of DETROIT 28 MICHIGAN TRADESMAN December 17, 1919 ROARED LIKE A LION. They’re 15 cents a quart, eight a pint. It is probably as hard for an old lion and I'll do better than that: I'll throw i it to learn new tricks as it is for an old in a nice stewing chicken. Powell and How an Arbitrary Grocer Was Com- “Mother told me to get just a nickel’ dog. White haven’t anything on me! Come pletely Tamed. worth,” hesitated the lit “Give you a dollar’s worth of gro- on and pick out the biggest chicken I’ve i Written for the Tradesman. “Well, then I guess yc to go ceries for that old couple and him a_ got!” Ene lon S oe _ er oe somewhere els¢ hoy, Who’s next?” And = drunken sot? Not on your life!” And H. H. Bowman, of Plainville, stood ed is Hezekiah A cas oe “the sole owner and proprietor turned the big voice boomed menacingly. with his back to a big oak tree. Around ‘ mas aera . to a large blond woman with a big UBUE quit drinking now, Mr. his pudgy body, binding him securely ‘ ae cone es gi oe ee ee as cet on a Bowman; since the county is dry, he to the tree, were dozens of sash cords. his place doesn t, of c urse, spev ont The little s the Bet it Try as he would he couldn’t move his the tull oe * oe Oey §=6door in a hurry door uh! well, that’s the only reason!” hand or foot. ~ for Pk hues, : oe he got, the faster hecame his Steps. By muttered the big party. “No \t a distance of twenty paces in front small town. The sign reads: e time he got ide he was in a run you'll please excuse me. I get a living of him were women and little chi!dren | ' He was gl] unsophisticated by honest work; and I’m as o!d as Joe all the women and little people of Plain- Tolliver.” ville. There wasn’t a man or a big boy os ic Ss Sick cx in the crowd. 15 § the booming voice, was a terror to He can’t’ work now: little people. plained the little woman. Something in the way these women t It was not so much that he positively been sick all his life. and children looked at him made the t sdis! \ithough really he had n't he save his money big storekeeper feel extremely uncom- not any for ss for t fortable. What could it mean? He ‘ s € rt bother soon saw. They meant to kill him. usy at the store hy a and his to hoom at them suddenly and startle plenty to keep him now. Some of the women had bows with face begins to get a bit s i To tf nans’ set s€ 0 f humor Hat we cant let them starve. Gomes. ‘lrets of arrows, some had sticks and It ossible that son it 5 great s terr tots dy must help them. You know ‘the Clubs, and the children had rocks in ae ’ ¥ its his- ' “a stt ne 1ust bear t infirmities of the their hands. Other little folks were q toricity, and sz WV themselves. if “Send it around before dinner noth- waa?” scurrying around hunting more sticks not out loud thing ne pi oe 1 oH ‘Mrs en eet” and rocks and clubs. actually happen: tha i! FE e simply swam \ pe : a ee Presently a little woman walked out dom C vould the n ill 1 to cet o'clock? | in front—it was the same little woman But listen M : T Gace s i who had come into the store for a dona ' 3 ( pos- ne tion the afternoon before—and said: sibly—” Me Gos and the oid Hon posed “When I count three. hegin on him ¢ 1 that is dy When we are through with him, there _ 4 a wont be much left. One, two, ——” keey { 5 we e got Just then H. H. Bowman, general : I s t SY e got storekeeper of Plainville. woke up. Per- { t t tur WM lon’t 4 tal spiration was on his hrow. He was cold { t g ind we'll d clammy. A S at Ss soon as \t the Christmas service next morn ' e can after ing all Plainville was astonished to set $ ic + ; ‘ the Mr. B yon the front seat. When ne e cae the co plate was passed he put 1 M in a $5 bill. His faith was radiant. He ( ' : -eemed to be the happiest man in tow ‘ It’s ¢ é sides. The littl woman had bearded the 9 ; lion to a finish Chas. L. Garrison | —_—_—_2-__ o oe But Did He See It? ' 7 = P here are times when I certainly od up an eens wish said his wife. 7 x Sater : i i. i i pass a milliner’s sea = i 7 : happy I could ee : ave bi my wife by giving her a present In — a Me : [ of a new hat.” ¢ Mee ite Late sg Ac : : Ae 4 e 7 eo So Good in Holiday; Tee : od the te : a ae . : ! oe . Dainties! face st emerge é H Making spe — ounter nearly opposite the storeke efforts 1 ( vas a ° = ¢ ras startled. No wonder! T ~~ ™ Mapleine; sa raspy. crack z qual ; ie , t ty suggestive s of a s a We had d i The Golden Flavor é oe : ones Gest s 2 gses Delicious in puddings 4 co oe e ee Se and pudding sauces—in L se : cela sc 1 s S ( s ‘ruit and nut cakes ' Hite oe ee ‘coph | ( frostings, dainty des- expectedly, as it m : ¢ RB serts. - pitied the Biaad Ge bic THe bee Tt a ee aae re 324.7 : ces oS : i : ; : It makes such good oe ] A waned Lae : ee maple tasting homemade candies, a - . ce oH aa llr There's nothing better on crisp, Ae ere . oo Hie ie cee | brown waffles than Mapleine Syrup : i ie _ _ - —instantly made ata 50% saving. . | “Say cau 4 : . s i nm : Do you have a good stock on hand? cher want?” demanded Hu oo lk as a : If not, order of your jobber or his voice who wae alc oe al . fe rae 4 Aaa ie tiie nicad. Louis Hilfer Co. store while it didn’t. But di ig party with genuine concern, 1205 Peoples Life Bldg., Chicago. 7 A ecleelc worth of coankec cee? in hg es eo ee Mont a al ' oes ras < coe cam i. . cran Pes 4 ae i a c ce A : oo a : ee ss a ane Crescent Mfg. Co. | formed the little chap. ishments observed that little hasty. I spoke before I thought. (M-490) SEATTLE, WASH. a “Don’t sell a nickel’s worth, sonny. the new store was growing perceptit Pll give you all the groceries you want; ss AMES December 17, 1919 MICHIGAN TRADESMAN 23 Lincoln on Property Procgerty is the fruit of labor; prop- erty is desirable; is a positive good in the world. That some should be rich shows that others may become rich, and hence is just encouragement to industry and enterprise. Let not him who is houseless pull down the house of another, but let him work diligent- ly and build one for himself, thus by exampie assuring that his own shail @e @ [ [ U be safe from violence when built.— Abraham Lincoln. A Merry Christmas and a Prosperous New Year We are as ever JUDSON GROCER CO. The Pure Foods House GRAND RAPIDS, MICHIGAN 30 DAY OF THE YOUNG MAN. This Is the Era of Dependence on Youth, A New York dry goods ot unusual perspicacity and merchant varied experience suggested one day this week that this was a young man’s day. He meant that old merchants may not be fully trusted to measure and act upon merchandising condi- tions accurately when so many vital changes are under way in commer- cial life and mercantile opportunities. He has no intention of (slerizing himself nor retiring from traue vut he questions very seriously whether progress toward sound read’ustment may not be hastened by allowing the youngmen to have their fling. He has found in his own busin customers has tende € that too close attachment to ultra conservative 1 toward putting his business in an eddy of uncertainty instead of in a channel of expansion. The New York trade has changed more in five eens, he said, than most merchants have realized, and the strangling of young men’s pleas to go after the new busi- ness has left sound opportunities to those whose experience does not iit them to take the best advantage of them. He calls attention to the dread that old men have of the changing unit of price as a barometer of buying and selling and the inelastic minds they have when goods are bought and sold at levels to which they have not beeu glue their eyes to the unit of past annual value accustomed. He says they in the goods without keeping their minds open to the necessity for keep- ing merchandise moving at the cur- rent value, whatever it may happ to be. He says he himself has lost thousands of dollars because of his standard cloths had gone be- some ond a price at which he thought they cis be sold. Others sold similar goods at handsome profits. He went on to apologize for some of the things he has done in the past few years. He said he could not help feeling that when large debts are con- tracted they must be paid and when banks and merchants go on expand- ing credits widely, the day must come when they will be restricted. He said he could not yet see how the huee taxes that must be id in years to come will be borne ; oo lv, and he still y or Ppatient- t believes that the day is near at hand when economy will be forced, and that will mean a dif- feult time for dry goods men. After listening to a confession of this sort an effort was made to lear just how a really young and vigorots dry goods merchant views the present feverish conAdion i trade. One of them was found in charge of a busi- ness he has controlled for three years and from which he netted $75,000 last year. He said the world is bare of goods and many people have plenty of mon- ey to pay for what they need. The man who has the goods to sell and knows how to keep the money turn- ing is the man who is eoing to do business and make profits It is up to the man himself as to what he does MICHIGAN TRADESMAN with the profits. If he goes on in- creasing his stocks so that he may become known as a man rich in mer- chandise he will lose out. If he spends his protits for things outside of his actual needs he will lose. He said that any young man who exercises prudence his expenses now is sure to reap a great harvest when thine and by. pretty wise talk from get cheaper | — DY This seemed a man hardly thirty years of age, and it proved exceptional. There are plenty of other young men who have made years who do not consider that hard money fast in trade in two times will ever come again in the land. A\ young merchant who is a con- verter but who has traded in cotton goods, silks, and woolens in the past two vears, said he had done his best business with foreign buyers coming into New York. He said he had made i unt to get in touch with for- hotels where they have been stopping a1 tuvers at small id has been able to show them where to get goods they needed, and to sell some of the goods he had for sale himself. Tle said he had established with exporters that will last for a long time and will grow much faster a business whenever he can get capital enough to broaden out or can show some of the older merchants just what they are missing. He said that most of the foreien language merchants who come to New York cannot get what they think is a respectful hearing in many of the best houses in New York. He how these buyers pointed are indifferent- ly dressed, according to the New York slow about making up their minds on standard, and why they are the goods they chase. would like to pur- A foreign buyer. he said, has to take into consideration a wholly different set of facts about selling thx goods he wants to buy from the facts that most of the older leben: have thought about. bie oncaaie customers’ ipping facilities. the time it takes goods to get home are all dif- ferent. tastes, sh ' The things that are rolling in the foreign minds are different seller may be buyers’ entirely from the things a buyer and thinking ahout when American houses and American selling fields. they represent He said a young man was quicker this kind than inclined These are some to grasp a situation of an older man was and was to be more helpful. of the things that were suggested by a young man who thinks that the United States is going to t exporting nation in the next fifty vears. It is notorious of the among merchants older class that the younger merchants do not take the social dis- turbances of the day as seriously as themselves. Hence, it follows they are quicker to see and grasp mer- chandising opportunities at a time when the whole country is upset by strikes. Is this a folly of youth, or does it illustrate the conservatism of age? In any case it indicates wher in the conservatism of age can easily stop business when fundamental things affecting not be so merchandising may radically dangerous as Ider men think they are. That things are moving very fast in the political and social world is a self-evident fact, and the effects upon merchandising are seen more clearly in retail than in wholesale channels. Young men are quicker to appreciate their drift, and they are certain less timid in meeting them. It is to be remembered, too, that the young men of the country have ne rgone an experience in wants self-reliance that the older merchants of the day never gained in a similar time. This applies not only to the young men rms and learned how many of the so-called essential of civilization are unimportant, it has who went into unif had its effect on the young men who stayed at home and worked at high pressure all through the war period. When to sell new people these young men find it easy goods, simply because want them and have money to pay for them, they think only the selling and the immediate pay ments. They do not give the same deep thought to the general drift of things that older men do and _ thei- merchan affected the rush or the drive where older men grow timorous boldness becomes a settled dising habit. They are wu They believe in while the older man doubts and hesitates. Having given the young man all he entitled to in the way of ex- pression of his position at this time the things about them, Seems the older man’s experience ought t7 attention. There :s . nothing more fugitive in va‘ues than those attaching ] receive a little to merchandise. Thev can drop taster than stocks without being near as salable. The older man has learned this as a part of an ex- perience of years. In a time of de- clining values the old merchant ho‘ds steady. The downward and oftentimes trips him- young man plunges self or throws over his load at great to all. In dry goods, the prone to damage young man is believe in the permanency of style and fashion. He clings te merchandise he ought to throw over quickly. It is young dry always difficult for a goods man to understand just why an old mill agent unloads his choice appearing goods without regard to previous gains, or previous December 17, 1919 prices. The fact is that the old man sees the storm brewing, and with goods in his stocks, he takes no chances. The young man learns after a few The old man knows the value oi money aS a comnodity. He knows fancy hard knocks. where to gand borrow it and what it is worth to the lender. Money is quite as important as merchandise many times, and when the demand is slack and supplies accumulating this fact bores itself into a merchant’s nund like a branding iron on a calf. It is the old man’s conception of money and its use that makes him The young man may turn up his nose at money strong in merchandising. and the evil therein, but the old mer- chant never loses sight of money in its relation to the fugitive thine he is handling. Perhaps the old man who started all this conversation means to allow the young man to have his fling, but he surely never intends to believe that the young fellow can measure money properly in times of great strain and expansion such as those the trade is now pass- ing through. —_—__2-2~. Novel Method To Keep Guest Dry. Traveling salesmen do not always sleep in a bed of roses, notwithstand- ing popular notions to the contrary, says James R. Graves, sales repre- sentative for the Detroit Vapor Stove Co., Detroit, in the territory around Chicago. He relates the following experience: The little turesque, but leaky. country ion was pic- Late one night my friend Graves rang his bell urgently, and the land- lord went to see what was the matter. ‘I say, look here!” snorted the in- dignant Graves, who was still in bed. ‘This roof’s letting in the rain, and I'm drenched!” remarked the landlord amiably, as he retired. “Very good, sir!’ A few minutes later he came back with a large wash tub. ‘This will make things right, sir,’ he said, still amiably I'll just put this on you re then, when it’s full, ring the bell, or shut out, ana lll have another empty one ready!” 2. ——___ Your customers care nothing about your troubles. Let them tell their hard You do the luck stories listen- ne ing. PREPARE for WINTER Don’t Get Cold Feet lest ENT oe on 2 or a a day! An Extension Telephone at the Head of the Stairs will save many unnecessary steps. The call in the night may be the important one. An extension telephone costs but a few cents Call Contract Dept. 4416. CITIZENS TELEPHONE COMPANY ee e ¢ ‘ 2 . bd € December 17, 1919 MICHIGAN TRADESMAN 31 Seasons Greetings Established 1871 We thank our many customers for the generous patronage they have extended us during the past year. We offer to the trade all the advantages of an efficient and aggressive organization backed by complete facilities for ‘“‘Unexcelled Service’’ We solicit inquiries from new accounts. A. KROLIK & CO. Wholesale Dry Goods Jobbers and Manufacturers DETROIT 82 Increased His Volume from $8.500 to Quarter Milion. Claysvile has a great big population of 1400 AEG + oe oe r nO, cin none ¢ Luc Ti Tair 0 a y , tHe vorid The tow IS paved and sewered and owns its ow water works 1 : ‘ ‘ a 4 oe Cucve > LOK Cst small tow 1} we es oe resent it as at tha + and 1. , ’ es VI Ones WC nt v } oe ri Ve OOstT 1 rignt t mea f r } cde t vit Ir st 1 414 t ¢ 1 Tr S PINS S t ‘ 11 1 + t s re Vill \ M48 t - - 4 \ tr + y stores oe¢ ) « s We » 21 wos eodd honest values ese é chit ma $ r tind ? 7 ( . this 5 1 1 ess | Ss 4 { t We nave ¢ 4 PO al omall engines to d So s wash- ine 1 separat 1 J J +f 1 re ery opular na ¢ ul eips % 1 {A~ } + si T VV Vé oO SiC << With these 1 + + ] +7 ehtine | to o f ting : 1 elec it e destined to he ery pop- 1 ar A e dealers that get bs ; } + + re } 1] y } Stic s rade V1il TE — OD : i ae 3 sft Wi < } ettortsc ¢ cel +}, cs that + ret vhile 5 41 2 It 18 T > is t “ed T SCil i Ler & f costing trom $100 to $500 as it is few 3 mount: m 1 + o> & s le aq am fe 41 Di) TO 32 1 Mar ¢ ers I = ) yy sImess We are rm MICHIGAN TRADESMAN to wait until goods are cheaper, for the farmer can buy cheaper to-day than ever before. He gets 75 cents per pound for fine wool, 18 cents for hogs and for other goods in proportion. One thousands pounds of wool. 100 bushels f wheat and ten head of hogs will buy more merchandise than ever before. So long as this condition exists the farmer cannot complain about prices It is necessary to show these and to always be optimistic is no trouble to do business. * cannot be a great success in merchandising any more than everyone t takes real tall hustling to make Can Make a QOOd musician. "1s to never lose a no matter how small. gives a person My recipe for success in busit trade as you can this vear and beat that record the next year. Do not buy more goods you can take the cash dis- count on. Be wide awake and add more 7° + lines to your already big stock. Vol- ume of business does count, but see that Handle goods y recommend. Do anything. Be courteous and | gs so comfortable for your 1st they will pass other stores to get to yours. Be sure to wear a d see that your clerks do like- wise { your customers value re- ceived. The best rule in business is 1 1 1 that old one that has never failed and never will. “The Golden Rule.” Geo. B. Sprowls. Le Umbrellas Sell All the Year Around. Written for the Tradesman. To hegin inition, the um- commodity, and, > ¢- sh] ‘ OT an iIntangipie na- ture, inasmuch as it is commonly out of pocket when most needed. While umbrellas are made principally ] ve several other impor- 1 } uses. For example, when the rain alls approxin ¥ at a right to a horizontal. a good umbrella can be off one’s hat ‘<7 oa nis shins or 1 * 1 a5 Iffely to Ones *t and soggy acquire a considerable Umbrellas for women’s uses come in u of styles. materials and colors to match the dress, suit ,coat. hat, or on particular or special oc- casions The well-dressed woman of o-day keeps an elaborate kennel of var- us colored umbrellas to match favor- .7 yns or hats as the case or ve. A clever and econom- unt recently introduced to combat HC of L gorgeous umbrella of variegated hue. is to purchase a perfectly which goes well with anything. While the umbrella is supposed to be lispensable commodity, it is ad- mittedly an aggravating thing. Umbrellas have alienated the best of started bitter feuds between good neighbors, and occasioned more lies than any other single commodity ever devised. Although it has not been proved scien- tifically that the umbrella has any actual effect on weather conditions, it is the universal belief that your decision about taking the umbrella down town is of the nature of a weather forecast. If you decide to take it, the sky clears and the sun comes out and you don't need it: if you decide not to take it, the sky thickens, the rain falls, and the floods come. Of course, logically speaking, it would not have made any great differ- ence, for you would have gotten soaked in either case; but the presence of an umbrella over one’s head at such times has a kind of psychological value. There are some very superstitious peo- ple who imagine that to loan an um- brella to a friend is a good way to break up a dry spell, but there isn’t any- thing in that, On the down-town shopping streets of rainy days, the ways of the umbrellas borne by pedestrians are highly discom- forting. At such times. and on such thoroughfares, the best plan is to do as Rome does and carry an umbrella over your own head. If you do not, you are liable to lose a hat or an eye. When people on the street desire to pass others in front of them, a vigorous little prod with an umbrella rib is, among the wise, considered a hint. There is an analogy between the clam- my folds of a wet umbrella and a wet dog: both have a fondness for one’s legs. Why people have no conscience on the subject of umbrellas is a matter the psychologists are still studying. If these learned gentlemen had discovered the answer to this riddle. you can be sure they would have told us. Hundreds of thousands of umbrellas are left annually on railroad cars, trac- tion cars, and street cars Bo far as | know, there is no case on record where the owner ever recovered his lost um- brella. When one goes up to the window and reports the loss of an umbrella to the preposterous upstart who handles com- plaints and traces lost articles, all you ever get is a languid smile and a prom- ise. A woman can shop around town in the morning, go somewhere and get her lunch, then attend the matinee, and get home at nightfall with her umbrella: but a man steps into the cigar store, lights a cigar, and comes out without his umbrella. The average masculine mind has no capacity for remembering an unmbrella. And yet even here there are excep- tions. For instance Horace Greely never sallied forth without his trusty ten rib- ber. Gladstone, it is said, never ventur- ed out without ihs umbrella. If one carried an umbrella habitually, even though a mere man of fairly aver- age ability, it is probable that he might eventually learn not to leave it places. Ultimately, one fancies. he would come to feel uncomfortable if he didn’t have an umbrella in his hand. It is estimated that there are in the United States about two hundred mil- lion umbrellas, or two umbrelas to each man, woman and child; and yet they December 17, 1919 tell us the umbrella factories are behind in their orders. The consumption of umbrellas in this country is simply prod- igal. Many of the umbrellas going to the farmer trade are consumed not by the farmers but by the farmers hogs. The hog doesn’t actually eat anything about the umbrella, but takes a special pride in rendering the commodity un- suitable for further use. China claims the honor of inventing the first umbrella. The covering was made of paper processed in some fash- ion so as not to dissolve or tear when wet. It is also said that archeologists have recently discovered in the rubble heaps of ancient Ninevah umbrellas in relief on the city’s walls. It is too soon to say what nation ac- tually was the first to perpetrate the umbrella; but from present evidence tt would seem that the rainstick is a very ancient commodity, Some one, writing in a facetious vein. says: An umbrella we all admire and seldom possess is the cute little folding trick that can be packed in a hat box or an over-night bag. We marvel at the ingenuity of the concealed hinge in the handle and the clever way the ferrule disappears into the chassis, but when it rains our folding umbrella is usually safely packed away in our bag at home. From the first umbrellas which were made of heavy oiled cloth supported by means of clumsy rattan ribs to the lat- est silk covered umbrellas, is a long and ly interesting story of industriai high achievement. Umbrellas are carried in stock by all kinds of dealers from the proprietors of little novelty shops to big department store magnates. In the large cities there are nifty little specialty shops that sell nothing but umbrellas. In spite of the incidental disadvan- tages connected with the umbrella as a personality commodity, the manufacture and distribution of umbrellas is becom- ing a more important matter year by year. Millions of dollars are invested in imbrella factories, in stocks of mater- ilals tor umbrellas, and in the finished products. So important a part does the umbrella now play in men’s equip- ment and women’s’ costuming that lib- eral sections of floor space in the big department stores are now devoted ex- clusively to this commodity. Umbrellas sell all the year around, and the wetter the weather the better they sell. All in all, the umbrella is a rather interesting commodity. Frank Fenwick. Holland Mercantile Agency Collections and adjustments anywhere in the State Prompt personal attention to all claims. Prompt remittance. Members of the Commercial Law League and the Mutual Association of Mer- cantile Adjusters. Holland Mercantile Agency, Holland, Mich. Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich.