%) YY y Vv ’ ; oS QPT Arar WHA Se ak Sa EO oy We Fe / C | 5 Dy aN € ; é Fe C KG Oy) NG We IVETE THANE AE: AG EN SESE AS EEW PAA &, @ (G a7 x 6 ty 2y A\(G a. rH LS 4 a5 {m7 sip =e Pe ESCO) NAGS Rint @EteOU ey ZZ eg PUBLISHED WEEKLY UG: NOSES Ss TRADESMAN COMPANY, PUBLISHERS Sd) YASS | OG SRO ZS SO RE LGR SSSI Dee Ae =, GRAND RAPIDS, WEDNESDAY, FEBRUARY 4, 1920 fe 7 208k FARA OOOO UOC CU OOO UOC UO UCU GOGO. OOOO OOO... Thirty-Seventh Year Reference Public BE A BOOSTER! Boost your city, boost your friend, Boost the lodge that you attend, Boost the street on which you're dwelling, Boost the goods that you are selling. Boost the people round about you, They can get along without you, But success will quicker find them If they know that your’re behind them. Boost for every forward movement, Boost for every new improvement, Boost the man for whom you labor. Boost the stranger and the neighbor. Cease to be a chronic knocker, Cease to be a progress blocker, If you’d make your city better, Boost it to the final letter. Library, Library St 3 t Number 1898 | PIAA AAAAAA IAA AK IA IC IK both HII II IIIA II IAIA IAA IIA AAA AAA AAAS AAA AAAI AAAI SISA AISA SAA SASSI ASA A AAAI AAD ASA AAA AAAI ASIA AI SAS AISA A SISA ASA ASIA AAAS SSSA SASS SA SIS ASSIS SAS SSACSAS: bt FI III III AIA IIA DISD AISI ADI SII SIDI AID IAD IASI AI IIIS AIAI IIIS SASS AAI IASI IAD IIS IH IIIS III SAI I IID IAD IAI DAI IA RIA AAA He tte toe AIA AAAI A AAAA AAAI AAAA AAA AAAI AAA AAAA AAAS AAAASIASASD SI SIASISSSS SAI AISISASS—s SI SSI AI AAAS AAA ASSASSAASSASSASIASSSASAC e Judson Grocer Co. Wholesale Distributors of Pure Food Products Grand Rapids, Michigan e e Lily White “The Flour the Best Cooks Use’ is positively guaranteed to give you as good, or better satisfaction, for both bread and pastry baking as any flour you ever used, Your money will be refunded if for any reason it does not. However, LILY WHITE will make good. It has made good, and you _ will be thoroughly pleased with the delicious goodness of everything bak- ed from it. VALLEY CITY MILLING CO. Grand Rapids, Mich. Ads like these are being run regularly and continuously in the principal © papers throughout Michigan. You will profit by carrying Lily White Flour in stock at all times, thereby being placed in position to supply the demand we are helping to create for Lily White Flour. The glow of good health comes from within. Fleischmann’s Yeast? taken regularly, three times a day, gives you more nourishment from your food, greater strength, ambition. It will eliminate the disorders which cause pimples, blackheads, boils; carbuncles, and acts as a mild, cleansing laxative. Increase your sales by telling your customers about it. THE FLEISCHMANN COMPANY Fleischmann’s Yeast Fleischmann’s Service Insurance in Force $55,088,000.00 Assets $3,099,500.60 a Mercuants Lirn Insurance Company Offices—Grand Rapids, Mich. Has an unexcelled reputation for its Service to Policy Holders $4,274,473.84 Paid Policy Holders Since Organization CLAUDE HAMILTON WM. A. WATTS Vice-Pres. JOHN A. McKELLAR Jice-Pres. ] RELL . WILSON President Sec’y RANSOM E. OLDS CLAY H. HOLLISTER Chairman of Board Treas. SURPLUS TO POLICY HOLDERS $477,509.40 Show Washin Boy Powder 1S the jobber—to Retail Grocers Family Size 24s Will net Hurt the Hands 25 boxes @ $5.85__5 boxes FREE, Net $4.87 10 boxes @ 5.902 boxes FREE, Net 4.91 5 boxes @ 5.95—I1 box 2\Zboxes @ 6,00__% box FREE, Net 4.95 FREE, Net 5.00 oF. O. B. Buffalo: Freight prepaid to your R.R. Station in lots of not less than 5 boxes. All orders at above prices must be for immediate delivery. This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice, Yours very truly,} Lautz Bros. & Co., Buffalo. N. Y. DEAL 1926 BA és ry ae oR her a pi 1 j a - ~ ’ ‘ é ae, Thirty-Seventh Year (Unlike any other paper.) - Each Issue Complete In Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. _ Published Weekly by TRADESMAN COMPANY Grand Rapids E. A. STOWE, Editor. Subscription Two dollars per in advance. Three dollars advance Canadian s payable invar Sample copies cents Extra copies current tissues a month or Price. year, if paid strictly Per year, if not naid in ibscriptions, $3.04 in advance. per year, eact issues, 5 cents; more old, 10 cents: Issues a year or more old, 25 cents: j [ five veans or more old, $1. ae Entered Postotfice of Grand Rapids Of Mareh 3, 1879 THE COUNCIL OF FOUR ° \ it L hundred) yi il 1 twee a . t 1 nel sister lived on a littl : Hlampshit arn Hey an : their ow lothes. fron the w ) ; CS ¢ Cob Ca er rdes isthe then vit 1) t WT) 11x } + ] Out STINE | vecetable - ue 1 ' \ ) ne 4 } j t o l et) Wl Nea t ane 1 ? | + +} + Pney Ss ert ( ¢ ( mM 2 rey to + i 4 1 Sane See i el \ ’ a 1] c } le trec y | eCeS NT CLE } 111¢ . ther 1 1} ¢ ) ! wid) ron this state solation 1 independ : Ss : es) elie ence tO née Orme ChATIOT a d qe J T ’ sie endence It e 111Se¢ ou o it 1 4 44 1 1 ° visions to [he rmed, each so in Pottant that the tour may well | lap 1 1 Cf fA iiled the ( 111 f business + 1 1 Scuy) | ness | ae Tt f ’ 4 ssilivg 1 1 ee, Consumer These fo workine ha > ’ 4 : na if lis mar e! is res lte = ‘ t De 1 \ ( Tne, € @itt OF harmon either 1 +: mo on t¢ lisast¢ ollows. or + ect a ' ‘ _ ' r . ae t results ! @ those of 1 arte { ? 7 . . ( e enone \ th i¢ ition wires 1 . a connected to the wrong cylinders oT 1 . ‘ i! rota mital is a in suct i pit rk . ' . ; CON€ \ 1\ t t { I a YY tO TT 1 . q fe . to a certain class of people somecthin : | ‘ 7 ied to orind down | ioran to n tet ' a VI onsttmet Wie tO ither class A isses look up capital in much t+! 1 eu i $2 1 : 1 ut IrOm a dierent angie Tn oF feiml Are Wrone mattet ACE a 4 1 1 ' nore r less than} which those who run them have saved cy ! ’ ' ey LT ¢ r 1pOn U MONey VV ! ni } 4 Mah \ people have lent FOYT he put pose 1 1 1 Fhe so lied capitalists are mo tt ths +} ' nm xl OItén that IGE Ch men wh trade 1} Treat WhO lO rrOW a d I : re 1 MOnCY, WhO are dealers in the proxie ' 1 Of wealth which are so necessar Te Gyeat and rapid progress It is onl \ 1 WHE Capital 1s looked pon or use il a WIONo way that trouble resul | 1 Capital 1s merely a silent partner to siness enterprise : 1 itis th smoothly shevism The present st n Rus Sia ts due to the ittempt cs ' “34 Is DEMS made to PY With 14 a Out Ws cos YELITV { apital 41s pres : 4 Ct The DOHC VIKI eaders ippar- 11 144 : ' x 1 COMGCT ail thre “aApital THEV Wily need tor the rest Of their lives. Phere 1 1 1 - s Iabor. Thousands of men and won \ A CT cre 1 I¢ cll ticts ( Vet ( Ts €SS Natl was E€movect, T 1 7 [ ery USINnCGSsS Wal 1s Cede + 1 1 ! Lit CY iG eC UW Ee! Eile Wi tne Ultimate consum- TS MOt necessary to look wnon tahoe labor, but as merely individua WOTrKETS Tn ese days when evet the school teachers ire formit unions. tt is hecoming more and mot Necessary {0 treat with labor masse Whether Or not this is ¢! aquestior We hax com we have ombine? harsip Vv eans of adver f sine WAY have even oathered the con sumers into rather distinctive oroun: 1 i es SHOU natural that lahor | vine That it has is evident. That the } een the labor -andition of world Menlous has. alre idy demon strated. small 1 * a . . DUSIIESS mat 1S likely to find that his emploves helong to some labor union or combine. TI PUNISHING Pt EERING. only wai to avoid s h t is to go back to t tions « that ( dition 1S 1 eX Sts i ad 4 ( 1) Of Four it shoul oat SUCH, 1 itte 1] ' keeps thin S C t t ; 1 tive OY 0 la t | accompli ed and | Ss entitl ind ¢ ntually 3 nel { ‘ iu rie ( 1 ne Istlal ( 1 t t 1 V1 } ta } Vi ~T ' } ) 1 Cy ' 1 1 NESS miace too low a vali pon ¢t i : ’ | one recoeonizesc tl i t ‘ ( summers Ey Fy Orne 1 h t vet recoesnized tl 1 é ' 1 te]}y thecy one < th thre oc] kn | i Hoimte the council B 1 1 ot Uusiness and Cry] 17 E t cecret diple Wacy [ ] 1 l F Lye est wna ¢ S t 1 1 1 WAV TO CET tiie Onsu ( ( } ‘ 1 throws ( fe! 1 } -\] Tie ) + all That. he \ i t ress If 1 1 eY : nich the } t Ve that a i Fi | 1 a1 : i SECUTE © Creare Thar ¢ 11": es S¢ ts VV Ith 1 tnis One onsumer. the W1sinessa aS - . T 11 1 { 1 fa Pat Galt and nk 4 ; 1¢ ; r + wseli prevents 1 7 af reates conhder oval ) { }, ) 1 er irt of the consumet ind 7 resnit | 1 1 s S £eal Sieress real nt Yrecs t RRS Whe it are suffer : AA Or wort Oll may ¢ \ : / ' 1 ¢ idowe 1 Sot t{ t . } at A 1s at Vet VOU UT rw { ( ( ! t ! : : 1+ my rained such a f that i tear it shows that : 1.1° 1 1 } @Shn ished EWeet 1 1 ' 7.4 1 rN t { how to t 1 + Z VANE mental chemistry \\ ti 1 : } iY pn qistressed | ' 7 i: V1) Tate 1 tal rie S ate fo sc 1 SO ft 1 | t 1 | t ) 1 1 ¢ { WhICH O11 tO ¢ etc eel t cote as tt is fo destroy t { } t a4 { 2 a 1. at : 1 { ron 1 C ‘ + f 11 [ + } 1 . otf! i 1 Cy . } Sy 1 1 ee RR ' hiici vho | \ 1! | | Of atly VUIS1 o,f Vi \ < S 1 ' ny “4 ed Wp are uncovered The so-called ve what | Ils rnest ‘ : a ° : ' rortinat INE LITOLS re Ul TO estness Ss 4 t S Y le ft hehince { t oY Sons 2 Gabby Ryeeince Pree Grand Rap- ids. Grand Rapids, Feb. 3—The ways and means committee of the Bagmen, at their meeting Saturday at the Pant- lind Hotel, reported their plans of the big doings Saturday, Feb. 21, were not yet matured, but a full report will be given by them and same will appear in next week’s issue of this paper. They did let go of enough of their contemplated plans to assure the Bagmen members of ‘all Michi- gan that their meeting and the social features will fully come up to their expectations and eclipse some of the entertainments pulled off by the Bag- men of Bagdad. C, W. Krum & Son, at Schoolcraft, have added a fine office and store room to their all ready up-to-date garage and are preparing for a big season. The only difference between the men who conduct the Interurban restaurant at Niles and Jesse James is that Jesse wore a mask. If you don’t believe this, pay a check after eating one of the so-called meals at that establishment. Patch & Remington, hardware dealers at Marcellus, are preparing to be well represented at the retail hardware men’s convention in Grand Rapids. If there is anything new in hardware, you will find it at P. & R’s. Put “Frank’s Tavern,” at Marcel- lus, in the Hotel Blue Book. It is as good for Marcellus as the Statler is for Detroit. Frank Schaffer, of Sparks & Schaf- fer, hardware dealers at Berrien Springs, is quarantined at his home on account of his family being con- fined to their home with the flu. Harry Hill, hardware and furni- ture dealer at Coloma, is visiting the auto show in Chicago. Mr. Hill ex- pects to drive his new car home. John DeHoog, who has been iden- tined with the Grand Rapids Mer- chants Mutual Fire Insurance Co. for a couple of years in the capacity John De Hoog. of traveling soicitor and adjuster, has been elected Secretary—a worthy honor worthily bestowed. Mr. De- Hoog has made a careful study of fire insurance for several years and, having been a contractor and builder for several years, he enjoys the ad- vantage of. being able to accurately determine the value of buildings, which gives him a strong leverage in his business. Frank Welton, Cashier of the Caa- illac State Bank, delivered a strong talk last Thursday before the Rotary Club on the “Observations of a Country Gentleman.” Like all of his addresses, Mr. Welton’s speech was full of valuable suggestions and teeming with uplift. Edward C. Winchester (Worden Grocer Company), who underwent a minor operation at Butterworth hos- pital a couple of weeks ago, is con- valescent at his home on North Pros- pect avenue and expects to resume MICHIGAN TRADESMAN his desk at the store some time next week. The late John Barleycorn died in- testate and practically broke, leaving only a large number of clamorous heirs, who may gradually subside when the truth dawns on them. Perhaps, after all, the most prac- tical plan would be to cut Ireland in two, and have two united Irelands.’ Maurice Maeterlinck says our American girls are as pretty as our jazz music is ugly. It is a good thing to have some discerning artist with a proper perspective drop in once in a while and tell us just how ugly our music has become. Fizzless soda water is a fizzle just the same. If a cook has a good temper it’s a sign that he is not a good cook. It is far better to have a policeman call you down than take you up. The self-made man is often the only one who is satisfied with the job. How disappointed the average man must feel every time he looks into a mirror. Perhaps a pretty girl is called a “peach” because she has a heart of stone. Don’t wait for your ship to come in, boy; charter a tug and go out to meet it. The mantle of charity protects a multitude of amateur theatrical per- formances. The wise man adroitly tries to con- ceal his ignorance, while the fool awk- wardly attempts to display his know- ledge. Joseph Petz has been added to the city cigar salesmen force of the Wor- den Grocer Company. William Getts, who has been man- ager of the co-operative store at Coral for the past year, during which time he made an excellent record as buyer and salesman, has_ resigned that position to engage in general trade at Six Lakes. Mr. Getts will, undoubtedly, achieve success in his new undertaking, because he is a faithful worker and capable merchan- diser. At the annual meeting of the Mich- igan Hardware Co., held yesterday, all the old directors were elected except James B. Shaughnessy, who was succeeded by Frank Jewell. The annual election of officers has not yet been held for this year. —_22s—_____ The Department of Agriculture has found a mixture fatal to the boll weevil, which rejoices Georgia. It seems that something equally dis- tasteful might be provided for the February 4, 1920 influenza germ. The first announce- ment of the discovery has been made in Atlanta, and it is officially declar- ed that the South can now rid itself of the plague. Ten years ago Gov- ernment experts began experiments in the cotton fields of Louisiana and Missiissppi to find a way to kill the weevil. They tried everything, sub- stances ranging from lead poison to paris green, but not until 1916 did they hit on the limelike powder— calcium arsenate—which gave results. Their discovery being in the experi- mental stage, they withheld official announcement until sure it would ac- complish what they hoped. Seventy- five Government experts have been at work since supervising experi- ments in the Mississippi River lands, each directing calcium arsenate pois- oning on 200 to 2000 acres of cotton land. From the results. obtained through such wide use of the powdery poison the United States Department of Agriculture announces that it has solved the boll weevil problem. weevil problem. paint. clerks. They improve appearance of fruit and store; compel system and profitable neatness; keep goods fresh and clean: sell more to regular , customers and attract new trade. More profit earned in half the time soon pays for a DAYTON—The most needed, biggest paying fixture grocers can install. Write to-day for illustrated book. It’s valuable and it’s free. Perfect display of fruits and vegetables—I8 to 24 bushels in 30 by 71 inches of floor space all-steel, compact, durable, port- able, sanitary and wonderfully . attractive in pure white enamel Guaranteed to increase sales: Save labor, space and time of DAYTON DISPLAY FIX- TURES will clear your floor of boxes, barrels, baskets: Pro- vide more display and working room; concentrate your fruits and vegetables in one conven- ient place where customers can see all and orders be filled easi- ly and quickly. February 4, 1920 MICHIGAN TRADESMAN 3 Our New Offices It is with a great deal of pleasure that we announce that our new offices in Grand Rapids are nearing completion. Within a very few days we shall move our entire office force to the top floor of our building where we will have room enough to care for the big growth that has come to us within the last two or three years. It will be a pleasure for our customers to visit us because you will find many conveniences which have been placed there for your accomodation, and which will make your visit to Grand Rapids more worth while. A fast passenger elevator will be installed just inside the doorway, and this will take you from the first floor to the sixth floor without any stops, con- sequently avoiding all delays. The big value of this change means that we will have a very large amount of ground floor space which will enable us to render our customers in and about the city of Grand Rapids the best service possible at all times. We particularly invite you to come and see us on your next visit to Grand Rapids and assure you it will be a pleasure to show you our preparations for continuing to give your account good service. WoRDEN GROCER COMPANY © 2 « GRAND RAPIDS—KALAMAZOO—LANSING THE PROMPT SHIPPERS MICHIGAN TRADESMAN Movement of Merchants. Saginaw—Symons Bros. & Co. has increased its capital stock from $400,- 000 to $500,000. Flint—The Industrial Savings Bank will erect a bank office building at once. Detroit—The Little Wonder Store Co. has increased its capitalization from $250,000 to $350,000. Manistee—The A. twelve story and H. Lyman Co. druggist, has increased its capital stock from $20,000 to $40,000. Flint—The Genesee County Sav- ings Bank is erecting a ten story bank building which it will occupy about April 1. Lansing—Hunter Bros. are remod- eling the store building at 333 North Washington avenue and will occupy it with a stock of groceries about Feb. 16. Ishpeming — George Wanek has leased the Quayle building and will occupy it with a stock of automobile parts, accessories, battery service station, etc., March 1, Jenison—The Fred Klumper Im- plement Co. has been incorporated with an authorized capital stock of $5,000, all of scribed and paid in in cash. Saginaw—The McGee Finlay Hard- ware Co. has been incorporated with an authorized capital stock of $25,- 000, of which amount $14,100 has been subscribed and paid in in cash. Detroit—The Albert F. Engle Co. has been incorporated to deal in auto which has been. sub- accessories, parts and supplies, with an authorized capital stock of $1.000. all of which has been subscribed and paid in in cash. Jackson—The A. L. been Stecle Co. has conduct a house furnishings business, with an author- ized capital stock cf $6,500, all of which has been subscribed and $3.- 849.460 paid in in cash. St. Charles—J. E. Brownell has pur- chased organized to the interest of his partner, George Shovan, in the general mer- chandise stock of Brownell & Sho- van and will continue the business under his own name. Lansing—John E. Wood has merg- ed his into a stock company under the style of the John E. Wood Undertaking Co., which has leased the property at 227 undertaking business South Capitol avenue, and is remod- cling it or the business. Watervliet—The Watervliet Co- Operative Association has been or- ganized to conduct a general mer- chandise business along co-operative lines, with an authorized capital stock of $10,000, of which amount $5,090 has been subscribed and $2,560 paid in in cash, Nels Christenson has merged her general merchandise Newaygo—Mrs. business into a stock company under the style of N. Christenson & Sons, with an authorized capital stock of $25,000, all of which has been scribed and paid in in cash. Muskegon—The Fawley-Abbott Co. has been incorporated to conduct a sub- retail house furnishings business, with an authorized capital stock of $100,- 000 common and $50,000 preferred, of which $75,000 has subscribed and paid in in cash. amount been Manufacturing Matters. Ludington--The Federal System of Bakeries has opened a bakery here. Cadillac—The Kol-Ben Wheel Co. has increased its capital stock from $200,00 to $500,000. Saginaw—The John W. Ladd Co. has increased its capital stock from $150,000 to $300,000. lint—The Genesee Manufacturing Co. has increased its capital stock trom $7,000 to $10,000. Kalamazoo—The Bushouse Candy Co. has increased its capital stock from $29,000 to $40,090. Jackson — The Lockwood-Ash Mo- tor Co. has increased its capital stock from $150,000 to $300,000. Vicksburg—The ment Co. has increased its stock from $30,000 to $100,000. Detroit—The Detroit Knameling Co. has changed its name to the Richardson Gar- capital Porcelain Enamel- Wolverine Porcelain ine Co. Traverse City — The Northern Creamery & Cold Storage Co. has increased its capitalization from $50,- 000 to $100,000. Kalamazoo—The Central Manufac- turing Co., makers of screen plates etc., used extensively in paper mills, will erect a modern plant between Grace and First streets. Sturgis—The Watters & Portman Wheel Co. been incorporated with an authorized capital stock of $15,000, all of which has been sub- scribed and $7,900 paid in in cash. The Store System has been incorporated with an stock of $25,000, cf which amount $12,500 has been subscribed and $2,500 paid in in cash. has Detroit - Inter-Changeable authorized capital Detroit — The Detroit National Stamping Co. has been incorporated with an authorized capital stock of $75,000, of which amount $50,000 has been subscribed and $10,000 paid in in cash. Battle Creek—The Avery Motor Sales Co. has been incorporated with an authorized capital stock of $20,- 000, of which amount $12,500 has been “subscribed, $1,000 paid in in cash and $6,290 in property. Detroit—The Walker-Liberty Ma- chine Co. has been incorporated with an authorized capital stock of $40,- 000, of which amount $25,000 has been subscribed, $600 paid in in cash and $12,914.80 in property. Detroit— The Detroit Automatic Lock Nut Co. has been incorporated with an authorized capital stock of $10,000, all of which has been sub- scribed and paid in, $5,500 in cash and $4,500 in property. Highland Park—The Highland Park Cabinet Co. has been incorpor- ated with an authorized capital stock of $8,000, of which amount $4,100 has been subscribed, $516 paid in in cash and $2,783.31 in property. Shepherd—The Shepherd Tractor Co. has been incorporated to deal in tractors, parts, etc., with an author- ized capital stock of $5,000, of which amount $2,500 has been subscribed and $1,000 paid in in cash. Detroit—The Kerr Manufacturing Co. has been organized to manufac- ture and sell toys, novelties, etc., with an authorized capital stock of $50,000, of which amount $25,000 has ben subscribed and $10,000 paid in in cash. Port Huron—The Economy Wall Paper & Paint Co. has been incor- porated with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed, $4,000 paid in in cash and $3,000 in prop- erty. Detroit—The has Otwell incorporated to Co. manufac- ture and sell tractor equipment, ma- Mower been with an au- capital stock of $100,000 common and $30,000 preferred, all of chinery, supplies, etce., thorized which has been subscribed and $45,- OGO paid in in cash. Edward Jakubowsky and Nagel have formed a partnership and purchased Westphal's Bakery at 521-523 Lyons street, tak- The new owners will remodel the store build- Saginaw Edward co- ing immediate possession. ing and install modern machinery and equipment throughout. Grand Ledge—The Briggs-Michi- gan Clay Co. has been incorporated to manufacture and brick, tile and other products, with an author- ized capital stock of $300,000 com- mon and $200,000 preferred, of which amount $250,000 has been subscribed and paid in in property. sell Three Rivers—-Increase of the cap- ital stock of the Eddy Paper Co. to $15,000,000 the stockholders at the annual meeting. Was authorized by The increase will make the company the largest paper corporation in the State, the second largest being the 3ryant Paper Co., of Kalamazoo, with ot $6,300,000. The company in the last year purchased the White Pigeon Box Co. and the White Pigeon Coated Paper Co. and started work on the erection in this city of the largest board mill in the Middle West. a capitalization —_2-~-___ Review of the Produce Market. Apples—Northern Spy, $3.50@4; Greenings, $3; Baldwins, $3; Rus- sets, $2.50; Starks, $2.50. Butter—Local dealers hold extra February 4, 1920 at 62c and firsts at 60c. per Ib. additional. Jobbers pay 55c for No. 1 dairy in jars and 40c for packing stock. Cabbage—$8 per 100 Ibs. for home California, $6 per crate of creamery Prints, 2c grown; 70 lbs. Cauliflower—$2.75 per doz. for Cali- fornia. Celery—60@75c per bunch for home grown; Calif., $2 per doz.; Flor- ida, $8 per crate of 4 to 6 doz. Coc anuts—$2 per doz. or $15 per sack of 100. Cranberries— Late Howes com- mand $10 per bbl. and $5.25 per 4% bbl. Cucumbers—Hot house, $4 per doz. Eggs—Local strictly fresh. jobbers Soc for Cold are steady at 50c for candled pay storage stocks firsts, 45c for seconds and 40c for checks. Grapes—California Emperors, $8.25 per keg; Spanish Malagas, $10@12 per keg. Grape Fruit—$4.25@4.50 for all sizes of Florida. Green Onions—Shallots, $1.20 per per case doz. Green Peppers—90c per basket. Lemons—California, $8 for 300s and $7.50 tor 240s and 360s. Lettuce—Iceberg, $5 per crate of 3 to 4 doz. heads; hot house leaf, 22¢ per Ib. Onions — California Australian Brown, $6.50 per 100 Ib. sack; Spanish, $3.25 per crate for either 50s or 72s: home grown, $6.25 per 100 Ib. sack. Oranges—Navals, $@6.25 for cy and $5.25@5.75 for choice. fan- Potatoes—Home grown, $2.75@3 Jaking : per bu. from Idaho, $4.50 per box. Radishes—Hot house, 45c¢ per doz. bunches. Squash—-$2 per 100 Ibs. for Hub- bard. Sweet Potatoes—$3 per hamper for kiln dried Delawares, Tomatoes—$1.40 per 5 Ib. basket from Florida. ——_--o-o— Gabby Gleanings From Grand Rapids Grand Rapids, Feb. 3—The semi- annual round-up of the traveling salesmen and department heads ot the Grand Rapids Dry Goods Co. was held last Friday and Saturday. All were present except two—C. 5. Simpkins, who was ill with the flu at Albany, and Frank J. Neuman, who was ill at home with the same disease. The dinner was served at the Browning Hotel Friday evening. At the conclusion of the repast, brief talks were made by Guy W. Rouse, Clarence J. Farley and E. A. Stowe. The speakers were introduced by F. J. Seibel who eacted as toastmaster. The annual banquet of the Mich- igan Retail Dry Goods Association will be held at the Hotel Pantlind the evening of March 11. Manager Hammond will be in the city Friday to complete arrangements for the event. William Judson, President of the Judson Grocer Company, leaves soon for Jacksonville, Florida, where he will spend a month with his brother and other friends. Mrs. Judson will accompany hini as usual. H. T. Stanton, credit man for the Judson Grocer Company, is casting longing eyes toward Fresno, Calif., where his daughter resides and whither Mrs. Stanton went about a month ago. Daniel McDougall succeeds Guy B. Hoag as regular salesman for the Grand Rapids Dry Goods Co. in the Kalamazoo district. ¢ t \ 1 { ( e ett’ tlie... s , a 4 - é + 1] y | i 4 | J / s 7? : i a. * s cd 7.» February 4, 1920 MICHIGAN TRADESMAN y ‘ ’ ‘ ’ ‘ \ ZS — = = o - x ’ The Grocery Market. Sugar—No change except that sup plies are more plentiful. Local job bers. sell granulated at $13.67 and Eastern cane granulate] at $18.50 and $19.33. Canned Fruits—A routine demand was shown for all stocks, with pine- apples in the lead in activity. A sat- isfactory jobbing demand exists for standards and other grades. Cali- fornia pears and peaches are chiefly active in the No. 1 grades but dull in other lines. The demand is wholly local. Apricots are quiet. Apples have been in indifferent request all week and slow through all trade chan- nels. Canned Vegetables—In the chief interest was in No. 2s, with No. 3s and No. 10s dull and neg- lected. Government No. 3s have hurt the sale of that size way No. 2s are Michigan tomatoes and in a retail more attractive to which makes them in more popular demand. The surplus of Southern corn keeps that line easy, as there is little support from the Maryland Maine style standards are going as low as $1.10 factory. Considerable future Illinois and Indiana 1920 packs were reported sold at the convention at $1.25 for standards, $1.35 for extra standards and $1.45@1.55 for extras f. 0. b. fac- tory. No prices on future Eastern packs were named. A good demand for future Wisconsin peas in the fancy lines was also mentioned at the con- vention, particularly the small sieves. The bulk of the Wisconsin fancy pack has been sold, packers state. In the spot market all grades of peas were slow all of last week. Other vege- tables were dull and neglected. Canned Fish—Enquiries from do- mestic buyers are more frequent for both salmon and sardines, but orders for goods are not in much larger volume than a week ago. Maine sar- dines are firmer in tone and quotably higher on keyless oils, which are held at $4.75@5 f. o. b. factory. Clean up lots are going at a discount, de- pending upon the packer. California sardines of the better grades are scarce and firmly held. Foreign sar- dines are naturally slow sellers at this season. Salmon held at the same range all week. Red Alaska display- ed the strongest undertone, due to the light reserves, while pinks were the most active because of the export de- mand, Chums and medium reds are quiet. Tuna fish is light on spot in all three grades. Very little standard white meat is to be had even in sec- ond hands. Blue fin and striped are selling steadily. Dried Fruits—A marked consumers, buying trade. change occurred in the dried fruit market last week. Weakness developed in every except and that article showed neglect on the part of buy- ers. The entire week’s business was line raisins, considerably under the previous sev- en days. The change in raisins was more sentimental than actual and was caused by the uncovering of export both here and abroad. The Coast is closely cleaned up and transit goods have light, but from England offered back that country side of the stocks been cables raisins in this as a larger profit and other lots on water, had by can be selling on spot than abroad. The unexpected offering of these goods checked the buying rush and market, out materially affecting prices. still demanding full tions until they find the available supplies. with- Hold- quota- extent of the Package created an easier ers are Thomp- better de- other kinds. The son's and seeded are in mand than edge is also off the market on currants and dried black grapes. Export apricots One lot of 20,000 boxes of choice has been offered for sale at Havre, France. The goods are in bond and will be return- ed if Stocks of the better grades are light, fairly firm, but undergrades are and weak. Ven- There is very little spot business in apricots or in peach- dull. show weakness on the smaller sizes of Cali- fornia offerings, although large prunes are steady and in very little exporting going on. Straight 40s have been reported sold at 23c, 50s-60s at 17%c, but with most holders asking 19c; 60s-70s, 15!4c; 70s, 144%4@l15c; 80s, 13@13%c, and 90s, 12@13c, depending whether sold alone or in conjunction Oregon 30s-40s can be There is Oregon are also available in a resale way. desired. which are slow Choice and extra choice turas are scarce. es. Pears are Prunes moderate demand. There is with other sizes. as low as 22%c. very little movement in stocks. Apples are lifeless in the domestic and markets. bought foreign Molasses — Grocery going steadily into full quoted prices Corn Syrup—The mills are kept well sold up under a steady demand from the home and export trades, and the market remains firm. Sugar Syrups—Supplies are still light, but apparently adequate to pre- sent requirements. Quotations are repeated. Rice—The new features. consumption at situation presents no There is a steady de- mand, and with moderate supplies prices are maintained. Nuts—California No. 1 Walnuts move steadily in a small way. For- grades are. eign stocks are plentiful and slow, Outside of an enquiry for the limited new crop Brazil nuts the market is dead, as old stock is not wanted. Filberts are not moving well at their lower level. Pecans are able at any price. in sympathy hardly sal- Almonds are weak with other offerings. —_—_+-<__ College Men Discriminate Against Their Own Country. Grandville, Feb. 3—Where, if not to the students and faculties of our colleges, should we look for an ex- position of the finest in American manhood, both intellectually and mor- ally? The late intercollegiate refer- endum in which more than 300 col- leges in the United States took part, and in which the several faculties as well as the studens cast their bal- lots in reference to America’s stand with regard to the league of nations, produced an unexpected and surpris- ing result. Out of 114,000 ballots something over 11,000 were recorded in opposi- tion to ratification of the treaty in any form. This was purely an Ameri- can question, involving the weal or woe of the whole American people for decades to come. Think of it for a moment! Less than one in ten of the brains of the country willing to stand up for the independence of the United States! I say brains, since where, if not in our great institu- tions of learning will one look for the intellectual heads of the nation? Nine out of ten of these brainy Americans were in favor of a league of nations in one form or another; in favor of turning the destinies of America over to be guided by the hands of an international league which might in some instances vote to pledge the United States to carry on a war in which we as a Nation would have no interest; in fact, might believe both unjust and inimical to American citizenship. Bound by our signed agreement we could not disobey the mandates of the league without dishonor to our- selves and treason to our colleagues. Think of it, ye common, every day man, who has no thought of being above these wise men of our colleges where the curriculum aims to teach wisdom of the highest order, and ask what means this drooping of Ameri- can pride of country, this willingness to become a third rate power in the councils of the world. Where now is the spirit of a Washington, a Jack- son or a Lincoln that does not prompt our college bodies to take on a more patriotic stand and demand _ that America remain free and independent as she has stood nearly a century and a half? It is not necessary to dissect the vote of the collegiates in detail. It is enough to know that only a pitiful number in all the American temples of learning, including the faculties, have said by their ballots that they stand first, last and all the time on solid American ground. It is a shame- ful showing of subserviency of our learned men to the bidding of Brit ain and the nations of Europe who are so clamorous for this compact. If we are willing to stand with hand on weapon ready to go to war at the summons of the nations across the water, then these students and teachers voted right, and we of America are no longer an indepen- dent republic, but a subject to those monarchial powers that rule beyond the sea. A considerable plurality of these students and men of learning con- ceded the necessity for some reser- vations, mostly those that conflict the least with the out and out, go the whole hog or nothing leaguites as represented by Hitchcock and Presi- dent Wilson. The main question, however, is league or no league, Out of the more than hundred thousand voting some ninety thousand voted to have a league of nations, with the United States the water boy for the other 5 nations of the world. Such a humil- lating situation never before con- fronted the Nation, and the amazing thing is that only one citizen in ten favors his own country. What is the matter leges? Where is certainly ten in Denmark. a stitinge out of Instead of examine with our col- something rot- There needs to be college professors. boosting wages, better into the heart of this matter and see why it is that our young men of the student bodies are taught to discriminate against their own coun- try 1 a matter so grave as to call for the most considerate thought of the best citizenship of the Nation. An honest, upright, sturdy Ameri- can, who believes in the Monroe doc- trine, keeping the United States true to its traditions, without entangling bargains with foreign nations, who believes and reveres the Constitution under which we have lived and pros- pered during five generations, who holds that his country is entitled to as many votes as any other nation in the league should we ever be fool- ish enough to tie up with the Leag- uers, such an American, even though he has no knowledge of books be- yond the primer, is far more to be honored, than the learned professor of the biggest institution of ring in the land who begs the question of American independence and bows the knee to a foreign master There is something wrong in these colleges of ours when we find the students and faculties voting away the liberties of their country in order to cater to any motives whatever. What are we coming to when the educated men of the Nation are will- ig to. forego the Monroe doctrine, willing to play sixth fiddle to the power that tried twice to lick us into submission in bygone days? England is our friend, we are told. Heaven trust it may be so. Doubt- less she is America’s friend, we cer- tainly are hers, but not to the tune of giving the mother land six votes in the big international council to our one. There is such a thing as a de- sire to be saved from our our friends, and this is distinctly one of them. A few small matters, dear to every true American heart, might with profit be dinged into the ears of the highbrows of our colleges, such as standing true to the interests of the United States first, last and all the time. True to the Monroe doctrine, which has preserved the American continents from foreign invasion and colonization by nations inimical to our own safety and liberties. True to that Constitution that has held the states of this gorious Union together, on and indivisible, even throughout a four years of fratricidal strife. That Constitution is the bed rock on which our liberties and republican institu- tions have found solid footing. When that work of the fathers of the Re- public is subverted, then good-by to American liberty, good-by Republic. We shall then be ready to welcome the soviet foolishness and dig our own graves with the fragments of a destroyed American Union piled up to mark the last resting place of the defunct American Republic. Old Timer. Clarence J. Farley has been asked to deliver the address of welcome at the opening session of the annual me eting of the Michigan Retail Dry Goods Association March 10 and has accepted. ——___2 2... Cady S. Simpkins, piece goods buyer for the Grand Rapids Dry Goods Co., returned from New York last evening. He was ill with the flu a week or ten days while in the East. Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST 6 Some Special Features Provided for State Convention. Cadillac, Feb. 3—The convention of the Retail Grocers and General Mer- chants Association will be one of great importance to the retail trade. as many of the subjects will be of much interest to all lines of trade. An urgent invitation is extended to every meat dealer and gen- eral merchant in the State to be in attendance on Feb. 24, 25 and 26 at the Pantlind Hotel. Grand Rapids. The program is partly arranged and some of the important business must be attended to the opening day in order that we may get through with all the work that must be done if business is to go on in the regular way without being hampered by pro- posed legislation of an unfair kind. One of the bills spoken of is one to compel wholesalers to sell goods to anyone who has the price and an- other to compel them to sell to co- operative groups. Such legislation would simply be the means of clos- ing up 50 per cent. of the retail ) i, as a result, burden the ith so much taxes that- they not exist. If you want legisla- tion of this nature defeated, you should realize tha at it is only by united effort it can be accomplished and you must not sit back and say, “Let Brocer, George do it,” because George may do just the same as you do Be a “peptomist.” Throw off your coat, roll up vour sleeves and throw your hat in the r In other words, come to the ion the first day, so you can eport of the Presi- dent, Secretary and the Attorney Gener ral as a result of his investiga- tion of the H. C. of L. Learn wheth- r not. These spc osed of the first such work as the folk Ow ing er vou are matters w afternoon, has been committees: Le; gislativ e—L. ing; John Affeldt, Jr., C. Bowdish, R. Manning, Lan- Lansing; M. w } .. s—John A. Lake, atman, Clare; Geo. ener Nash- Rap- hee Food| C. McDerby, Workman, Grand ids: W. A. Tibbitts, Fremont. Organization —Chas. J]. Christensen, inaw; Theo. H. Trost, Ann Ar- bor; Mr. fecker. Tonia. Arbitratio n—Wm McMorris, Bay (aty: A. J. Paimer, "Gagetown; How- ard Western, Bad Axe. Quesction Box—cC. Laster, Ionia; Paul Gezon, Grand Rapids: J. Gd. Primeau, Bay City. The Grand Rapids Association an- nounce that they will banquet the crowd at the close of the afternoon session and vou will miss a treat if you fail to attend. The numbers se- cured by the committee in charge will not only be pleasantly en tertain - Savina agine ing, but one of the numbers is of special interest and carries a ae and cents message that you can take back home and use in yo to your great profit is from California and has a message on profits and correct computation that you cannot afford to miss This will come on the evening of the first day. Wednesday forenoon will be taken up with such business as must be transacted and at 11 o'clock, i Bertch, Grand Rapids, will ac s the meeting on “Get Acquainted With Yourself.” The subject in itself be- oO speaks a valuable message and the speaker, while an exceedingly busy man, can yet take time t is with , hearers to get better acquainte themselves and by doing so make use of the power that has been be- stowed for our use. Wed nesday afternoon has a spec- ial interest from the fact that the Ww holesalers of Grand Rapids are most heartily co-operati: ig with the re- ers in a uw ited effort to fully and publict 'y demonstrate that the inter- ests of wholesaler and retailer in the distribution of foodstuffs is so inter- MICHIGAN TRADESMAN woven and so direct from producer to consumer, the method having stood the test of ages, so that the wise merchant seeks to improve the service rather than risk both capital and reputation by attempting shorter cuts The afternoon will be given over from 1 to 2 o’clock in general dis- cussion, when John A. Clark, Presi- dent of the Michigan Wholesale Gro- cers Association, will address the meeting on “Why Wholesaler and Retailer Should be Interested in the Welfare of Each Other.” Frank Stockdale, an expert business builder, and Edgar A. Guest, of Deiroie, whose wonderful talent as a poet has made him famous, are some of the men whom the wholesalers announce will take part in the program. They fur- ther announce an evening of pleas- antness that will make us forget for a time other problems that seem perplexing. A complete program will be ready next week. When you get it, you will surely not resist the de- sire to be in attendance. Thursday has not been overlooked in the provision of good things. The forenoon will be largely given over to business and we are able to make the announcement at this time that J. A. Ulmer, President of the Nation- Association of Retail Grocers, will tell us of the work we must do if the business of the retail grocer is to emerge from the reconstruction per- iod on a more safe and sane founda- tion than it has had for some time. Come to the convention and bring your neighbor grocer along also. J. M. Bothwell, Secretary Retail Grocers & General Merchants Association. —2->___ Merchants Optimistic Over the Future. Chicago, Feb. 3—In what goods are the stocks on hand unusually large? The question was put this week to a man who is regarded as one of the best informed on business lines in this part of the country, and who has every opportunity of know- ing what is going on in every branch of trade. His reply was: “There are no stocks of goods. How can there be ‘liquidation’ under such _ condi- tions: Until there is a surplus of unsold merchandise, such a condition is not to be seriously considered. Moreover, there can be no surplus of goods un- til there is greater production, and there can be no great increase in pro- duction until efficiency is increased. When workers increase their efficien- cy and the output is enlarged to a degree where stocks of goods are in excessive supply, there will be a sur- plus to liquidate: but viewed from present conditions, with no surplus of cottons, woolens, silks, leather or any other merchandise, there need be no uneasiness about disposing of the goods.” One may carry this reasoning fur- er. Repo rts from the leaders in distribution, the leading jobbers and retailers, show pace sales are exceed- ing last year’s and that far more buy- lave “al here the past few weeks to secure bargains for their mid-winter sales than last year. Sales for forward delivery are greater than those of last year. Merchants in the country are optimistic over the fu- ture because the farmers are buying freely. It is true there are the bargains ad- vertised by the big department stores, but a merchant conversant with con- ditions says they are no more than the usual January sales of the odds and ends, and investigation confirms his statement. — 72 2>____ How to See the Wind. Choose for the trial a windy day, when the air is free from rain or snow. Take a bright, clean hand saw, or any other polished metal ob- ject about two feet in length and hav- ing a straight edge. Hold the saw m = wo Yhap February 4, 1920 or metallic surface at right angles to the direction of the wind. Incline it at about 35 or 40 degrees to the horizon and with the back up, so that the moving air, in striking the surface, will glance upward and flow over the edge of the metal, as water flows over a dam We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL-KNOTT COMPANY, Corner-Conmerce Ave. and Island St. Grand Rapids, Mich. Sight carefully along the edge of the metal at a sharply defined object, and you will see the Waves, pouring graceful curves. wind, or air over the edge in The Wurzburg Dry Goods Company is known to every one in Grand Rapids and to all visitors from surrounding towns. The business of the Wurzburg Dry Goods Company is very sub- stantial in nature, having to do principally with the necessities of life. The business of the Company embraces 50 departments handling everything from the simplest necessities up to pianos and all house- hold furnishings. . We offer and recommend: $150,000 Wurzburg Dry Goods Company 7% Cumulative Sinking Fund Preferred Stock (Par Value of Share $10) Preferred as to Assets and Dividends. Price 983 to Net 7.15% Callable at 103 and dividend. Due and payable November 1, 1931. Dividends Payable quarterly. Free From Normal Federal Income Tax Free From State, County and School Taxes to Michigan Holders Authorized $400,000. Outstanding $400,000. ASSETS: Total net assets $286 per share. Net current assets ($1,081,951.54) $270 per share. EARNINGS: Net average annual earnings for the past three years nearly five times annual dividend require- ments. For present year over five times. SINKING FUND: Not less than $20,000 of this Preferred is to retired each year by the Company. PROTECTIVE RESTRICTIONS: No mortgage or funded debt. Company cove- nants to maintain net quick assets equal to 150% of this issue and total assets equal to 200% of this issue plus any other indebtedness. We sincerely believe the WURZBURG DRY GOODS COM- PANY PREFERRED to be the best local 7% Preferred Stock ever offered to Grand Rapids investors. HOWE, SNOW, CORRIGAN & BERTLES INVESTMENT BANKERS Grand Rapids Savings Bank Bldg. Grand Rapids, Mich. pias T February 4, 1920 MICHIGAN TRADESMAN The Reason for Present Situation in Dry Goods and When the Turn Will Come Following our open letter several of our salesmen at a meet- ing Saturday, suggested that I put down the facts developed at our meeting so that you would know the reason for the present unparalleled situation as to scarcity of dry goods and high prices and when the turn will come. In order to see the reason for the situation, the first thing to be considered is the world situation. 1. Of the total world production of Cotton Piece Goods prior to the war the following facts are essential to the understand- ing of the situation. Percentage of Per Capita Name of Piece Goods produced Consumption Percentage of Country by same In Pounds World Exports. United States _.....___ 24.4% 19.0 5.7% Great Britain 18.0% 6.8 64.0% Ceeaty 8.3% 8.9 5.0% ee 8.7% 4.0 Prange 4.5% 6.6 5.4% Austria-Hungary _____- 3.8% 5.5 oe 4.0% 6.5 5.2% Ce 4.4% 4.0% Tee 6.8% Other Countries _______ 17.1% 10.7% Of the Cotton Goods exported above: MA hee 29.0% ee 12.2% ee 6.6% Patch Vast fadies 5.1% eee 3.7% ee 3.1% Australia & New Zealand __________ 2.3% her Counities 38.0% THE NATURAL CONCLUSION THEREFORE IS THAT EUROPE IS THE MAIN SOURCE FOR THE WORLD OF MANUFACTURED GOODS, AND THAT WHATEVER THE UNITED STATES PRODUCES WE CONSUME OURSELVES. Now to show the real situation of Europe today, you know that instead of having a large surplus of manufactured goods to export, Europe is not taking care of herself and is like a tot- tering giant. In the Eastern part of Europe, Russia is in chaos and the wave of revolution is lapping up against the Central Powers and Western Europe. The following table will show you the financial situation: Paper Currency Percentage of Gold held outstanding Gold Reserve before the war before the war before the war Central Powers $ 600,000,000 $1,200,000,000 49.7% Alles) 0a 3,763,000,000 4,900,000,000 76.6% Neutrals _____ 516,000,000 1,166,000,000 44.3% Paper Currency Percentage of Gold reserve outstanding Gold Reserve after the war after the war after the war Central Powers $ 327,000,000 $18,771,000,000 1.7% Allies) 2. 5,071,000,000 29,600,000,000 17.1% Neutrals _____ 1,441,000,000 2,421,000,000 59.9 % Thirty principal countries at the beginning of the war had paper currency of a little over $7,000,000,000 with gold reserve of $5,000,000,000. At the end of the war, November, 1918, paper dollars exceeded $40,000,000,000 with practically very little in- crease in gold reserve. However, the saddest part of the picture is that during the past year Europe has done nothing but prac- tically “mark time” and in that time has increased the total paper outstanding from $40,000,000,000 to $51,000,000,000, all of which doesn’t include the paper currency of the Russian Bol- sheviki Government, which is estimated at $34,000,000,000 and which doesn’t have any gold reserve back of it. ‘Therefore, you can see the reason for the world shortage in Cotton and Wool Goods. Likewise you can see why Italy doesn’t re-enter the silk market, leaving this entirely to Japan. Incidentally I want to call your attention to the fact that China has boycotted Japan and the shipments from Japan to China have decreased month by month. These figures will tell you why there is a world shortage. bo as The next big outstanding fact is the condition in our own United States. I could quote you facts and figures regard- ing the Cotton market, the production of cotton and wool and other manufactured goods, which would show you that while the usual increase in population and consumption in the United States has averaged 5% per year, our production at the present time, both as to raw materials and manufac- tured merchandise is not any larger, if as large as it was in 1913. Along with this lack of production, we have high wages and the resultant reckless extravagance and reckless buying, so that we have a situation which could be likened in the United States to a demand of 125% and a production of 75%. Taking the World situation into consideration along with the United States, you have the reason for the scarcity of merchandise and constantly jumping prices. 3. When will the turn come? The best way to answer this question that I know of is to say that the turn will come when Europe gets down to work and when the extravagance of the United States is replaced by sane buying and full pro- duction. One man’s guess is as good as another, because these are things which the people themselves determine. It is well, however, to look at the other side of the picture also, considering what will happen if Europe does not get down to work; also how long the United States as it is, can proceed at the present pace. The credit of Europe and the United States is expanded like a rubber band. Whether or not it can be stretched farther is a question. The rapid fall of European Exchange would indicate that Europe’s credit can- not be stretched much farther. The firm attitude of the Federal Reserve Board and banks of the United States would indicate that it is time for everyone to be careful about their borrowings. If it were not for the laws of the various States setting a maximum interest rate, it is probable we would be paying eight or ten per cent. for money right now. Whether or not you apply this knowledge to your business is the final determining factor of whether or not you make a success and have a permanently profitable business. This situation can- not last forever and some day conditions will change. One of the biggest things that we discussed at our meeting was the fact that a great many merchants do not take the trouble to dig into their stock and find out what is and what is not moving. The merchandise which is moving will take care of itself but the other merchandise must be moved by some effort by you. If you do not do this at this time, you will regret it later on. Every one of our salesmen (I like to call them representa- tives) will gladly advise you on any of these points and assist you in any way that you desire. Please bear in mind that we are always ready to assist you in your accounting or merchan- dising in any way that we can. We would appreciate having you call on us whenever you can and do not want you to forget that EVERY WEDNESDAY is CITY DAY when you will find REAL BARGAINS in EVERY DEPARTMENT. Very truly yours, GRAND RAPIDS DRY GOODS CO. C. J. Farley, President. 8 OUR GREATEST PRESIDENT. Lincoln the Emancipator! Middle West man of any age; From. the came the from the poor white cof Kentucky this boy graduated to greatest floorless log cabin of a the highest office in the gift of the American people. On the against the hustings he contended Little Giant of Democ- racy, Judge Douglas, of Illinois. The rating of Douglas was among the highest, and facing him in debate seemed temerity for this gaunt back- woocs lawyer, unused to the refine- ments of society, whose schooling was that gained by rubbing up against the Western world of that day, unpolish- ed by a collegiate course, yet brilliant because of a natural ability which in after years made the name of the poor Kentucky youth known wherever civ- ilization extends. That wonderful debate, with noted and loudly acclaimed Judge Douglas, first opened the eyes of the American people to the fact that out there on the Western most in a prairies had arisen al- single day a new prophet and bold knight errant in the cause of human liberty. Douglas, the logician, the wily champion of the slave power in the with victories to his Nation, many credit in the past, regarded as the greatest of all the defenders and apologists of slavery, must have ex- him- self confronted by this tall, awkward ulted inwardly when he found backwoods lawyer, who had the au- defy the greatest orator and profoundest jurist in the West on the question of the right of a dacity to challenge and slaveowner to carry his chattels into free territory. Lamely, it seems to us now, the took the ground that Was recognized by the United States that the slaves stood on the same footing as the ox and the judge slavery Constitution, and about wherever his owner elected to move horse, to be moved him. Lincoln denied this and plainly showed that the Constitution did not recognize slavery in any of its pro- Furthermore, slavery in itself was wrong and per- mitted to extend into new territory. ViSOs. should not be states in which it then existed the institution By confining it to the would soon be in the course of ulti- This debate, begun in simple manner, soon attracted the most learned men of the Nation, and mate extinction. the whole citizenship of the United States awoke to the fact that a new gladiator had arisen in the Middle West who dared to speak and work in Opposition to the tenets of the slave power, which at this time dom- inated President, Congress and the Supreme Court of the United States. This Western man irom nowhere, a mere country lawyer, “clown, this sprung to fame in a single summer, and thereafter became a power to be reckoned with in the after history of the Nation. in outward uncouth appearance, this new champion of the freedom of mankind Awkward and had within his breast a heart big and pulsing with vivid compassion for the poor slave. He openly declared that the Nation MICHIGAN TRADESMAN could not endure half slave and half free. Either freedom or slavery must at length prevail throughout the land, and it was his sublime hope and be- lief that the Nation was destined in the course of time to become free Lakes to the Gulf, from Maine to California. from the His hope met with grand fruition in and after time, but not until the land was deluged with fraternal blood in the greatest rebellion the world ever saw, with Lincoln the guiding star that led the people out of bond- age into the light of a new and glor- ious Even after he came to the presidency the great Eman- cipator grew in freedom. character, imbibing new thoughts from his later surroundings. Searcely acceptable in the begin- ning by those born to the purple, be- force of fore the close of his four years in the White House Lincoln was in a measure granted his true niche in the temple of fame. Had anything been lacking to com- plete the stature of this greatest American, the hand of a wretched actor furnished the concluding link in the chain, and the pistol shot of John Wilkes Booth, at Ford’s theater on that fateful April night in 1865 served to cancel all doubts and send the name of the great martyr for liberty ringing down the ages, to grow brighter and brighter as the years multiply, even down to the end of time. SS Credit is a matter which, in one form or another, is now coming to the fore more than ever as the controlling element in business methods and en- terprise, to say nothing of price lev- els. Nothing has contributed so much to the inflation of values and the stimulation of speculation as the ease with which borrowing could be done. It has enabled unscrupulous profiteers to keep from the markets stores of raw materials and finished products until they were able to compel those needing them to pay what was asked. It has also encouraged the creation of a lot of middlemen to intervene and carry the same process still further, until the cost to the public of articles of food or raiment became double or treble what it would have been with- With these things in view, the recent action of the Federal Reserve Bank in rais- ing the discount rate is regarded as out these untoward elements. significant of a turn in the tide. There is, however, some little doubt as to what the effect of this action will be except that it will make borrowing somewhat more difficult and that there is likely to be a more careful scrutiny on the part of lending institutions, which will judge loans on the basis of what they are to be used for. It is considered, also, that this will result in checking the disposition of re- stock up too heavily in advance, which they have been en- couraged to do by the fear that un- less they did so they would be unable to obtain the goods they needed when they wanted them. a Be courteously cordial with your customers, and don’t appear too anxious to get their money. tailers to PRICES AT HIGH LEVEL. The second month of what prom- ises to be a most extraordinary year in textile markets opens with prices at the highest levels yet reached and with the demand persistent for more merchandise. Jobbers and _ cutters have laid down as large orders as mills can take for fall cotton goods, such as blankets, flannels, ginghams, yarns and knit goods. It is futile to discuss the wisdom of it all when the demand is so clearly ahead of the supply. The large manufacturers of wool goods have held back on naming prices and they are in a_ position where latent dangers may become active at any time in the labor world. Some part of the demands for abnor- mal shares of production have been in labor circles, but de- velopments in the clothing field and suppressed in some parts of the silk manufactur- ing field show that great care must be used in handling situations that are capable of bringing on a further limitation of output. Cables from England during the week showed that unrest of a similar character is even greater in the textile field there than here, and underlying it all as a potent cause is the speculation in mill shares that is placing fictitious plants many years old. vaules on In the silk industry the most cap- able manufacturers and merchants, some of whom have grown up with the great expansion of silk consump- tion in this country, have sounded a note of warning against the dangers existing as a consequence of unre- strained speculation in this queen of all materials. The expansion of cred- it has become menacing beyond any- thing heretofore known in the world and appeals to further extravagance in dress must be suppressed. If merchandising is to remain sound leading merchants are convinced that sacrifice of possible profits must come before sacrifices of other kinds can be exacted of any one. Mills will go on bidding up prices that make abnormal profits possible, and in the last analysis of business the buyer holds the key to conditions, for he still holds the money. The course of foreign trade is changing in a way that makes it vital to give further thought to the possi- bilities of the next six months. Tex- tile imports are gaining, while it is becoming more difficult. to arrange for exports. There has already been some backing up of goods in this market purchased in good faith to be distributed abroad. At the present ratio of importing gains old volumes of imports will be restored this year and will go on gaining rapidly so long as prices here are so much more inviting than elsewhere. Unless there is an early change in money condi- tions it will not be possible to count upon an abnormal export shipment as a factor making goods scarce here. There is plenty of business and plenty of profits now, and the real problem that looms up is the one of maintaining them without strain that may assist in credit demoralization. Far-seeing merchants have been de- claring that political condition have February 4, 1920 largely been responsible for the ab- normal economic conditions that have been witnessed. And they say that conditions are going to change very fast in the near future. Farmers are political already protesting earnings they foresee as one cause of changing po- litical Abroad against the lessened conditions. political conditions are even more unsettled than they are here. An _ insistence upon greater mercantile caution at this time can do a great deal toward meeting any conditions that come for- ward to affect prices before midsum- mer. errs ee HARD WORK AHEAD OF THEM. In recent months we have observed a great increase in the activities of the promoters of new insurance com- panies, particularly in the fields of fire insurance and reinsurance. In Michigan alone there are at this time twenty companies in process of or- ganization, and it appears to be very easy work to obtain the necessary which in some instances runs well into the millions of dollars. The real difficulty will be for these newcomers to secure com- petent people to manage their under- Writing operations; and they capital and surplus, even then will be confronted by another most serious obstacle to success. If they confine their writings to the state in which they are incorporated, and where the names ‘and reputations of their carry — sufficient weight to attract some good business to the new company, the loss ratio directors will probably be low, but the prem- ium volume obtainable will not be sufficient to carry even a modest “overhead” expense for rent, salaries, and the other necessary expenses of operation. If, on the other hand, the company enters several states, in the effort to secure a volume of premiums which will enable it to bring down the expense ratio to a normal figure, the quality of the busi- ness is almost sure to be poor, and the loss ratio correspondingly high. The fire insurance business, if con- ducted upon broad lines, under the wise direction of skilled and exper- ienced underwriters, and backed by adequate financial resources—which last thought raises at once the ques- tion of the great size of many of the older companies which the newer ones must meet in competition—is an honorable, useful and reasonably profitable one; but, unfortunately, many honest business men enter upon new the task of launching new insurance companies without any real concep- tion of the technical difficulties be- fore them. We believe in wholesome competition and welcome new com- panies for that reason; but we cannot escape the conclusion that many of the newer companies have a_ hard road ahead of them because their equipment of technical skill and finan- cial resources are not sufficient to enable them to achieve success in this highly specialized and strongly com- petitive business. tne If a contented mind is a continual feast, ‘very few persons are in dan- ger of acquiring mental gout. t 4 * . os Ser 4, t 4 ee —mernstnanees sarees ted 4 t ? t Fs, S605 Mtge 3 me EPL AER, ORS iM = \ ‘ { - range Pg gee 4 t a nope” PRR Ps, pega FP nga z P ' * ‘ a “ i SAA NNR cme ) > ‘ + 4 February 4, 1920 Make More Profits Sell ‘‘Seconds’”’ Auto Tires Hardware Dealers, General Stores and mer- chants in many lines are adding automobile tire seconds of good, well known standard makes, to their stock. These sell quickly—give good service and show a fine profit to the dealer. We distribute reliable Akron brands such as Firestone, Oldfield, Miller, Goodrich, Star, India, Amazon, Swinehart, Falls, etc. Write for our Dealers’ Proposition See our display in Booth No. 148 at the Michigan Retail Hardware Association Convention, February 10-11-12-13, at Grand Rapids. The Rubber City Clearing House Co. AKRON, OHIO Michigan Branch, 62 E. Congress St., DETROIT, MICH. MICHIGAN TRADESMAN Losing $10.00 Means Dropping Your Profits on $100.00 Worth of Business 150 Account Roll-top Fire-proof Metzgar Can You Afford It? LABOR and STOCK are too high for you not to stop every needless waste in your business. EVERY HOUR of TIME you can save by adopting modern methods means just that much more money added to your net profits at the close of the year. POSTING ACCOUNTS is TIME and MONEY wasted and your time should be applied to something more profitable. Why Not Stop All Needless Waste With a METZGAR SYSTEM? It will do your bookkeeping with one writing. It will relieve you of all Posting of Accounts. It will eliminate FORGOTTEN CHARGES, MIXING ACCOUNTS. and bringing forward of WRONG PAST BALANCES. It will please your customers and bring you new business. It will FULLY PROTECT YOUR RECORDS AGAINST FIRE. Write at once for full information, also get our prices on salesbooks, before putting in your next supply. Metzgar Register Co., Grand Rapids, Mich. Mr. Retailer: Table Talk Coffee is Good. Blended with a view of pleasing the Largest number of Consumers. Recommend Table Talk Coffee WATCH YOUR BUSINESS GROW Detroit Grand Rapids Cadillac Port Huron Saginaw Escanaba ASK OUR SALESMAN He Can Tell You “OQ” How Good It Is HE HAS TRIED ae WON’T YOU? SOLD BY ALL OUR HOUSES NATIONAL GROCER COMPANY Bay City Sault St. Marie Jackson Lansing Traverse City Decatur, Ill. South Bend, Ind. MICHIGAN TRADESMAN . February 4, 1920 “ad)yy { ) _—Ae Aaa Za ON PSE > = ES = = - — TT a = © pas > — = . = ~ = = > = ‘}| = 4 = > AV \ ! “we Pri ng 5 ne | MI Fr Syne Michigan Retail Shoe Dealers’ Assocla- tion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing: James H. Fox, Grand Rapids: Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige. Sag- inaw. Selling Shoes With or Without Service. There are two ways roOOotwear are any service , eat much coal or shboilers or potato mash- what is offered them or they can pick up on bar- guessing at the sizes, ht fhe results are asu- not always tneir teet 1 “i 1 7. mea as 7 This will always be so. and in some grades of merchandise this condition 4- } than de- may well +> 1, me nar ot high It is not now my purpose to criti- : form of shoe retailing. It upon its own merits he long run. My object is to hold up, as it ne 6s a ideal, tne goal, to- ward whic The retailing of footwear is not on the same basis as retailing of many other kinds of merchandise. While we call it a craft. and while t truly is such in ¥ s, the re- tailing of footwear properly done has risen t T LO a protes- sion. it requi skill and knowledge. | with the ; anatomy of the related to the health and vitality and human body. It is well being of millions of people. Great universities and schools of learning are devoting time and effort to re- duce the foot and the footwear to a science. Money is being poured out like great rivers to arrive at correct models of shoes, lasts and patterns that’ conform to the exact needs of nature. Schools for the study of the foot are springing up everywhere, and books and journals are being printed to disseminate that knowledge Hours could be spent in talking about t, and whole libraries are being col- ected to inform us about it. In short the foot, its needs and the way to supply them with correct is really the mission and properly footwear business of the retail shoe dealers of the world. And the opportunity for vice in so doing is now my It is true we all wish to make a living and profit, and with that thought I have no quarrel, but the retailer who sells only the merchan- dise on his shelf, is selling junk, no matter what the quality of his mer- chandise may be, because ultimately he will find that most people demand something more, namely what I call the unseen but most real values. Now some of these unseen values are what I like to call opportunity for service, and can be briefly listed under two heads: 1. Service in the realm of fit and price. 2. Service in the realm of the hu- man element. Opportunity for service in the ing, and all that it jn- up an interesting and ast ten years the lost and fitting shoes prop- erly to the foot has developed to a remarkable degree. Into this new world of correct foot fitting we have the opportunity of rendering a great service to ourselves and to the buy- ing public. Every retailer knows that he has certain numbers in his stock that sell. He banks on them. When all else fails they are his refuge. them in all widths and sizes, and never has any bugs in these lines. He carries They carry the load, and he does not know how he would do business with- out them. Why is this? Just be- cause they fit. The best materials on earth will die on a man’s shelves if they do not fit. Why not take a shoe like that and develop it. If it is good in black kid, why not in tan or Study the What makes it sell even when the price is raised? white or other materials? “why” of it. if it isa wide toe, why not develop it in a dressy model, always Maintaining the correctness of the fitting elements. The development of a correct model, when pushed with zeal and determination, will lead to amazing results. It will solve many problems rica Backed by Quality ‘a le) NORBILT iy ct SROES Advertising Hood's Bulls Eye Pressure Cure White Tire Soles. Heavy Rubbers WHITE ROCK WAVERLY AND OVER They Wear the Rocks Smooth WHITE ROCK WAVERLY Dull finished heavy high instep White Rocks are made to give service. They have tough soles -e se mM]- 2 p > x r soie ¢ 1: over, semi-rolled edge, oe of white rubber that wll stand and foxing, net lining. Packed in : cartons. _ up against the hardest kind of Women's, Misses’ and Child’s made bright finish. wear. If you have a dissatisfied customer sell him a pair of these. WHITE ROCK OVER Dull tinished heavy over, sem: rolled edge, gray sole and foxing, net lining. Packed in cartons. Women’s, Misses and. Child’s inade bright finish. Mens— ize 6-11 2 $1.38 Boys’—Size 24-6 2 1.25 Youths Size 112... 1.08 Womens size 2.8 1.13 Masses. ive 112 1 98 Chiidcen’s Size 6.10% . 88 A WARNING Rubbers are scarce, not plen- tiful. Be visionary and _ look ahead. You are surrounded by MensSize 6-12 S138 snow now. In the spring vou Boys—-oize 20556 i 123 will have slush and water. Now Youths-—Size 11-2 1.68 is the time to order your mud Women’s—Size 214-8 _______ 113 rubbers. We have them. Order Misses Size 11-2 2 98 shipped same as received. Children’s—_Size 6-104 ___- 88 Hood Rubber Products Co., Inc. GRAND RAPIDS, MICHIGAN The BERTSCH shoe is so honestly made and so sen- sible and practical in de- sign and character that it insures the dealer against loss. IT IS A SELLER, and when sold its qual- ities so impress the wearer that he will want no other. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. February 4, 1920 if store turnovers, and at the same time you are selling the unseen but much felt element of service in fit. Customers will come from distan- ces, and will pay any price, will be- lieve anything you tell them if you once convince them that you have sold them service in fit. They will even take poorer shoes at higher prices with a good fit and correct type of lasts rather than a_ better shoe, but one that hurts and is not correct. The search for a good last to fit certain types of feet is liking hunting for gold, full of expectancy and won- der, but when found it is prized above all others, because you can then sell service in fit. My second point, in the namely, Service Realm of Human Element, opens up a world of glory and in- spiration. If it is true that if what a man sells to another is just and only just the material thing, then he has sold junk It is equally true that if what a man gets from his business is money and only money, large sense a failure. he i$ in a For the money he gets he should not only give shoes, but business character, honesty of purpose, open- ness of mind, spirit of fairness and sympathetic human touch, a joy and desire to come back, and a score of other things that are the _ real reasons why people come back and like to come back and bring their friends back with them. It is my experience that people will respond to courtesy, and a feeling that they have ly and been served technical- scientifically correctly, far quicker than they will merely on a price basis. The retailers who rec- ognize this will find a quick and last- ing response that builds solid and sure Let us recognize that we are part of a mighty army—the great army that satisfies the needs of humanity. It is a noble calling, and just as im- portant as those great groups which feeds the world, administer to its health or houses it. As such our call- ing should inspire us to the dignity of a profession. Let us not regard our- selves as peddlers of shoes, but pro- fessional servants of humanity for which we are entitled to a fair re- ward. Let us look at our own business as one that inspires and calls out the finest there is in us of manhood, and of public servants supplying the needs of humanity Then shall it be true Of us as it is always true of life— that the greatest among men should be he who serves. Wm. Pidgeon, Jr. ————_2-2 > ____ What Muskegon Merchants Think of the Tradesman. W. F. Morford, 813 Peck streef: “I have taken the Tradesman for several years and like it. It always was a good paper, but I think it constantly improves and I look for it each week and it never disappoints me. It is worth many times what it costs.” Henry Van Allsberg, 88 Pine: “1 cannot speak too hishly of the Tradesman. Jt is) by far the best trade journal | ever saw. It is a money maker for any merchant who MICHIGAN TRADESMAN will read it and put into practice the many gocd things it teaches. Ine pointers I get out of it are worth many dollars to me.” Emerald: “Whe Tradesman is all right. I like it.’ tleury Lluizenga, 11 West Western avenue: ‘I like the Tradesman ve- cause | can depend upon it to keep me posted about what is going ou through the State, and it seems like Eo Roman 47 getting a letter from home whenever it comes. | would not be without tt. It certainly is a mighty fine paper and worth much more than it costs.” J. W. Carskadon: “Have taken the Tradesman over thirty-one years. Al- ways read it thoroughly and find it pays well to do so. It is a very val- uable paper and keeps one posted and I can depend on it.” Bimil’ Haas: (Uhink the Trades- man is fine. Glad to see it come each week.’ Peter Krufta, 605 Seventh. street: “The paper is all right. You bet.” Mrs. A. Evans, 836 Seventh street: “We ike the Tradesman.” Central Drue Store Co., 35 West “T like the Trades- man and I like Stowe and would not Western avenue: think of doing without his paper.” Cowin& Kerr, 16 Requa avenue: * | have taken the Tradesman for twenty-five years or more and I cer- tainly would not be without it. I have aiways found it very reliable first-class, high grade trade When it comes |] devote one and a journal. always evening each week to reading it and | know by experience that it pays me to do it.” Carlson & Butcher, Peck street and Sumimitt avenue: “We like the Tradesman fine. Would not do with- Out it. It has done and is doine a wonderful service to all the trade. It is really the best friend the mer- pleased to re- We expect to take it as long as we are in business.” chant ever had. Am new our subscription. EE Rat and Pig. Presumably the reason Moses had for forbidding pork to the Israelites was that the eating of the pig-meat was proved accountable for the dis ease now called “trichinosis.” That dreadful malady adays, because we cook our pork “trichinae” that it may contain are kiled by the heat Not until recently, has it come to be known that trichinosis 13 is rare now- thoroughly, and any however, really a disease of the rat. Pig-sties haunted by footed vermine, four- which the pigs often are usually those kill and eat, thereby becoming in- fected. The pig, however, serves merely as an “intermediate host” for the para- site, which, when taken alive into the human body, proceeds to multiply at a fabulous rate, the tiny wormlike organisms invading the tissues with serious and ofttimes fatal results. Z Latin yt “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. School the year round, Me Catalog free The John Seven Co. Grand Rapids, Michigan Wholesale Paints and Wall Paper Distributors: Benj Moore's Paints, Muresco and Varnishes The J. B. Pearce Co.’s Wall Papers Columbus Architechural and Automobile Varnishes WHOLESALE ONLY 11 139-141 Monroe St Both Phones GRAND RAPIDS’ MICH. GRAND RAPIDS, WM. D. BATT FURS Hides, Wool and Tallow 28-30 Louis St. MICHIGAN Papers of All Kinds For Wrapping Purposes Before placing your next order, write us for prices. The Dudley Paper Company Lansing, Michigan OUR MOTTO—Prompt Shipments— Quality Stock. Grand Rapids, Mich. the most ad rapid turn-overs. STOCK interests. The Foundation of Our Success rests upon our ability to serve you in fantageous manner. Likewise your success depends on Frequent size-ups from our IN- DEPARTMENT enable you to turn your stock quick- ly and profitably. ready and willing to co-operate with you in the development of your best We are always SIZE UP WITH US TO-DAY. RINDGE, KALMBACH, LOGIE CO. 10 to 22 lonia Ave. N. W. GRAND RAPIDS, MICHIGAN will ELEC — — INANCIAL: MICHIGAN TRADESMAN veppreedo ddd CU Cd ave gaan sauna The Banker as Your Business Part- ner. The majority of business men are the velopment in this line of commercial or industrial the That they do keep more or less familiar with de- enterprise during past twenty years. posted as to developments quite re- mote from their own immediate busi- ness interests makes more surprising the failure of a large number of them to keep ments in which tact. informed on_ the the they are in The business in the last two decades are paralleled by develop- banking world with close daily con- changes in expansion of equally important de- velopments in banking. The modern bank, in point of equipment and in the service it places at the disposal of its patrons, is as much of an im- provement banking over the old-fashioned institution as the electric light is superior to the old-fashioned oil lamp. The permits business man of to-day who himself to remain ignorant of the service his bank is equipped to render him is putting himself at a dis- advantage. There is far more to be found behind the doors of a modern bank than a place in which one may Hun- dreds of depositors come in and out deposit funds or cash a check. of the banks in Boston every business day who have never met one of the bank’s officers. Apart from the fact that they know the bank is a sound institution where their funds are safe. they may know absolutely nothing of the many services the bank is ready and anxious to furnish. That the knowledge and experience of the bank’s officers is available for the solution of their business problems does not occur to them. Few realize the extent of the bank- er’s experience which qualifies him to act as a business adviser. He re- ceives every day the confidences of many business men representing many lines of business. He is com- pelled to study the operation and Management of Many enterprises. Through a far reaching organization, which may include a thousand or banks scattered throughout the world, he is in close touch with conditions velopments which may at home and which occurred recently how this equipment and how it may be used. sentative of a more correspondent and with de- affect markets abroad. An incident illustrates broad may be A repre- large bank called on a New England cotton mill owner recently, and during the inter- view the mill man expressed a wish for specific information about an is- olated district in West Virginia. He wanted to know about factory sites, Boston water transportation, sanita- tion, labor supply and other details. The bank man’s former experience with conditions in the South enabled him to supply the needed information almost instantly. Every sort of business proposition, from perpetual motion schemes to building cotton mills in power, financing China, is up to the banker. All that wide and practical experience, and the benefit of the vast co-operative behind it all is at the Nor are such requests for service confined to mere business matters. A wealthy South American wrote to a bank a short time ago asking for in- formation as to boarding schools in the vicinity of New York City where he might organization service of the bank’s customers. Soston send his young and daughters He desired to arrange for a trust fund for the care and educa- tion of the children,and wished to have an officer of the bank assume a cer- tain interest in the wel- Such a request, while unusual, presented no serious difficulty. son children’s tare. Every bank officer knows that the prosperity of the bank is but a re- fection of the prosperity of the com- munity. They therefore, cer- tain to be interested in the success of their customers. It is upon that foundation that modern bank service has been developed. ly that service is will be the are, The more wide- used the greater resulting benefit to the depositor’s business, to the commun- ity and to the bank. The importance of making full use of banking facilities is greater now than ever. iS passing. constant The day of large profits Competition is umprovement forcing not product and in processes of manufac- only in ture, but in every detail of business administration. In a report issued in 1915, E. N. Hurley of the Federal Trade Commission, stated that 190,- Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $750,000 Resources 11% Million Dollars 345 Per Cent Paid on Certificates of Deposit Do Your Banking by Mail February 4, 1920 GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK AA TRAE LE RN OAR DNINE An RR 8 MTN IE SIRE ST TT ASSOCIATED CAMPAU SQUARE The convenient banks for out of town people. the city. district. On account of our focation—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our Institutions must be the ultimate choice of out of Combined Capital an Combined Total Combined Total D RAPIDS GR I TRUST AN cCiTy Deposits Resources town bankers and Individuais. d Surplus ............+..$ 1,724,300.00 mebecccctwaccessecsces $0,108,700.00 rerccsaresccceccesne 10,107, 100.00 NATIONA & SAVI ASSOCIATED L NGS Located at the very center of Handy to the street care—the Interurbans—the hoteis—the shopping The Home for Savings ren 2..__ Manufacturers Unfriendly to the Reg- ular Retailer. Among the manufacturers who elect to go out of their way to place themselves in an unfriendly attitude toward the regular legitimate dealer by catering to the Creasy victims through the advertising pages of the Mercantile Co-operator are the fol- lowing: Armour & Company, Chicago. United Pepsin Gum Co., Madison, Wis. Badger Condensed Milk Co., South Germantown, Wis. Thomas P. Sullivan, Chicago. Arc Paper Co., Chicago. Rumiord Chemical Co., Chicago. Star Wing Co., Chicago. Fiber Glass Food Co., Chicago. Independent Match Co., Union City, Ind. Elgin Margarine Co., Elgin, Ill. EP. Mueller Co., Chicago. Merchants Office Supply Co., Chi- cago. Chicago Steel Tank Co., Cicero, III. Condon Brokerage Co., Chicago. Emerson Soap Co., Dixon, Il. The sixteen houses above named are all catering to the regular retail trade of the Middle West. It will be noted that among the houses who go out of their way to give the regular retailer a slap in the face only two are large concerns—Armour & Com- pany and the Rumford Chemical Co. Smile at Breakfast. One should always wear a smile at breakfast. If you are in a good humor at breakfast you will be merry and bright all day. The breakfast face is the most important face to cultivate. The other faces take care of themselves: for if the face is pleasant and easy to look upon in the morning it will im- prove as the day goes on. But if the breakfast face is hard, scowling and for- bidding, it becomes set in its disagree- able form and it takes hours for it to smooth out into a smile, and that smile is of the sickly, half-hearted nature that only expands the heart slightly. Always wear a smile at breakfast and the chances are that the rest of the day will take care of itself. In picking out a place for any tool or accessory used in the store, pick out not merely a place but the best place, the place that will be most convenient of access. Sarena SESS eT MICHIGAN TRADESMAN Clap Trap Legislation for Political Effect. It is reported that Attorney Gener- al Groesbeck proposes to stand spon- sor for anumber of freak bills which will be introduced at the next ses- sion of the Legislature, two of which are especially interesting to the regu- lar retail dealer, as follows: 1. One making it a penal offense for any wholesale dealer to refuse to sell goods at the wholesale price to any person calling at the store and tendering the amount of the purchase. 2. Ancther making it a penal of- fense for any wholesaler to refuse to sell chain stores or co-operative establishments. Of course, Mr. Groesbeck is too good a lawyer to seriously espouse such ridiculous measures. He is an active candidate for Governor on the Republican ticket and is pulling every string to capture the union labor vote. There may be a few laborites (union labor shirkers) who will be attracted by such clap trap, but the rank and file of laboring men are too wise to be caught by measures which are so clearly unconstitutional that they would not stand up a day in any court of competent jurisdiction. >>. For Those Who Depend on Luck. Luck pictures a dollar, while work earns it. Hard luck is almost a synonym for laziness. Good luck is the twin brother of hard luck. Luck walks, while work rides in a carriage. Luck dreams of a home, but work builds one. Trusting to luck is like fishing with a hookless line. Luck is a disease for which hard work is the only remedy. Luck longs for a dinner, while la- bor goes out and earns one. Luck goes barefooted, while work never lacks for a pair of shoes. Luck takes a nap while brains and hard work are winning prizes. Luck needs a P before it to make it worth anything. —_2+->___ If you are running a sort of “neigh- borhood store” be sure vou know and can call by name all the neigh- borhood people as fast as you learn who thhey are. So you can _ hold their trade. JOIN THE CLD aTS SAVINGS BANK aoe 33,000 [ Satisfied Customers know that we specialize in alte and service THE BANK WHERE YOU FEEL AT HOME Tea iris AINGSB ANS. WE WILL APPRECIATE YOUR ACCOUNT TRY US! February 4, 1920 United States Depositary R Fourth National Bank Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% ‘Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier Petoskey Portland Cement Company Authorized Capital Stock $1,500,000 All Common Stock Fully Paid and Non-Assessable No Preferred Stock No Bonds The Petoskey Portland Cement Company has very little treasury stock remaining, and therefore those desiring to put- chase holdings in this Company should investigate at once. This Company could not enter the cement field at a more opportune time, because of the great shortage of cement. The United States Government will spend $1,000,000,000 in 1920 for good roads, in addition to what all the states, counties and town- ships will spend. Even now there is a great cement famine spreading over the country, and it is impossible for the demand for cement to be met. The Petoskey Portland Cement Company owns an unlimited supply of raw material, and its facilities for shipment both by rail and water are excellent. This Company also operates a large and profitable crushed stone business which has been established for a number of years, and which is now being enlarged. The stockholders of the Pe- toskey Portland Cement Company will also participate in the earnings of the crushed stone business. Clip the coupon and mail to us, and we will gladly send full information. F. A. Sawall Company, Inc. 405-6-7 Murray Building Grand Rapids, Michigan F. A. Sawall Company, Inc., 405-6-7 Murray Bldg., Grand Rapids, Mich. Gentlemen: Without an me all the information land Cement Co. y obligation on my part, please send you have regarding the Petoskey Port- Name - 20 2 6.010 © ale «0 sole «a os + 6 ee [029 2 * 28 66206 6s ee 6s ta ee pace as 66 Address 72 es e200 «50's 6 ao y eee eee eece oP CCC CCP eee een eee sece eres eens ene The Michigan Securities Commission does not recommend the purchase of any security and its approval must not be construed by investors as an endorsement of the value. February 4, 1920 MICHIGAN TRADESMAN Collective Bargaining and a Closed Shop Twin Infamies. New York, Feb. 2—I read with a good deal of interest your open let- ter to Hon. Milo D. Campbell on the subject of collective bargaining. You seem to take a direct, unequivocal stand against collective bargaining, rather than the methods employed in transacting same. If it were not for collective bar- gaining power, as the method has been in the past, | doubt very much if union labor would ever have got- ten a fair share of what it produces. I do not believe in the walking dele- gate having plenipotentiary powers, but I do believe in collective bargain- ing and believe that it should be done by a committee of the laborers them- selves, rather than a professional agi- tator and so-called “representative” that in my opinion might better be called a “mis-representative” of la- bor. It is not on record that the capital- ist ever called together his laborers and voluntarily advanced their wages. Hence, of necessity, men were com- pelled to band together in labor unions in order to force from capital pulled the $4 man even things up.” down to $3 “to The result was that the poor workman had no incentive to improve, because he was sure to receive the scale anyway. The pro- gressive workman who could see $10 per day ahead of him if he had not been hampered and held down. by the level scale, naturally.lost all in- terest in his work and ceased to aim to excell. The destructive and outcry against this socialistic method strong that the union spirators saw they must abandon the term “level scale.” They changed the name to “collective bar- gaining,” but kept the principal in- volved intact. bargaining is part and parcel of the closed shop and has no meaning in the union vocabulary un- less the combination of the two is in effect. Was so con- therefore This is why collective necessarily 3ecause the closed unChristian, selfish, its shop is unAmerican and utterly twin infamy (collective What capitalist, please, “came out and declared he made 2,000 per profit?” misinforined the man who made this statement was the slipshod, McAdoo, has done more to destroy sane meth- ods of cent. Unless I am slippery who railroading in this country than all the tyrants since Nero. When asked to present proof of his. state- ment, he failed to qualify. E. A. Stowe. —_2++___ Exercises for the Business Man. Morning Tired Rise 7 a. m., stand in the middle head, take deep breath and say “Damn the administration,” lowering arms in attitude of despair. Ten times. Extend body that cover eves with hands, downward on floor, think of the railroads and weep. Kneel, wring hands, meditate upon the labor unions and groan 150 times .\ssume sitting hands on hips, sway gently to and fro and con- position, 15 Collapse on floor. Grovel vigor- ousy, think of the income tax and gnash your teeth as in anger. Ad. lib. While cooling off try to get a num- ber on the telephone. Observe this simple regime every morning before breakfast and you will reach the office with most of the cares and troubles of the day already out of your system. Sand Lime Brick Nothing as Durabie Nothing as Fireproof Makes Structures Beautifu! No Painting No Cost for Repairs Fire Proof Weather Proot Warm in Winter Cool in Summer Brick is Everlasting Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo bargaining) is equally infamous. No honest man will defend either if he a sufficient amount of return for their 7) work that they might bring up their K families in a decent and Christian- =) - like manner. Labor union is not an if a) un-American institution; it is rather E the child of Republican institutions. , 5 { Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co. Junction centrate on Mr. Burleson until a gen- erous frothing at the mouth sets in. knows what he is talking about. Do this until completely Rives exhausted. It is not a matter of record that in 3 any foreign country the laborers got and asked their emperor, queen for an advance in } wages, but it is a well-known fact $ - that they bore the yoke of feudal autocracy, dragging the burdens ot a : despotic, autocratic and degenerate government, so that I would feel very glad if you would write an open { letter to Hon. Milo D. Campbell and | not take any exception to his collec- tive bargaining, but rather to the method employed, by which, of course, I mean the walking delegate. Labor unions can be too autocratic, as was proven in the recent steel strike and coal strike, but when a capitalist comes out and declares he ] made 2000 per cent. profit, while the ignorant, illiterate and unpaid alien + - was struggling along in unsanitary i surroundings, is it to be wondered ‘ that he rebelled, and is it to be won- | q dered that he endeavored to get what ' “gi - he thought rightfully belonged to J him, emploving even as he did, a : There is no more serious business in the the investment business. together king or doubtful method? > If Christ, in his tremendous sacri- i fice for the redemption of the world, : was willing to be born in a stable to show by his example the true power of humility, which was later followed by His glorious sacrifice on Calvary, it does not necessarily follow that the children of man have to live in filthy ede perhaps not as clean as the stable at Bethlehem. I trust you will receive this letter in the true spirit in which it was ee - written. Entrance to Grand Rapids O fice $100,000 United Fuel & Supply Co. or 20 years Frederick R. Fenton, President of Fenton, Detroit, Mich. Corrigan & Boyle, has been associated with financial activities in this State. During this period his entire energy has been directed to a grasp of the fundamental principles and practices of corporations, municipalities, states and governments, so that he might be well grounded in the primary essentials of sound invest- ments. PcG are ae be world than It is a personal service business—a linking together of the financial interests of an industry, a city or a government and those of our friends and customers. In it speculation has no place. Safety must not only be predominant but as consistent as human endeavor can make it Naturally, in such a business, the character of the composing it 1s most essential to the wise men T. J. Riordan. investor. Unfortunately, we cannot adapt our own definition of words and make the other fellow accept same, Closed First Mortgage when he has a contrary idea. Foster, . sonal ene r r : ax xem in chigan the I. W. W. who organized the em- ( Pp gan) oe These bonds are ployes of the U. 5. Steel Co. under daca fet temtcue on all the guidance and control of Boss real estate, improvements and : : fod 1g th equipment of the Company, ap- Gompers, called a strike for the rec- PrainGG at ower $4,000,000. 7 ognition of the union and collective The Company agrees to pay E i normal Federal Income Tax up secured by a He has been an outstanding force in enlisting sources, protection for investors. . Pa eas Whether you have a hundred, or a hundred re oe oe 7 ae : dollars, his personal counsel on financial gether in all union p opaganc Maturities — 193 bead ‘ union activity—based on his idea of CAP) let bh ga Gen ° what collective bargaining should be. Hollis these suhdect bn paion sale: FENTON CORRIGAN & BOY LE The union men formerly used the Circular on request. 9 term “level scale,” instead of “col- Michigan Trust Building Bell Phone—Main 5139 lective bargaining,” meaning thereby GRAND RAPIDS, MICH. Citizens Phone—4212 4 that all should be paid the same, no matter what the capability of the worker might be. This plan gave the $2 man $3 per day, whether he could earn $3 or not. Likewise, it from all thousand matters is a Offices: Grand Rapids, Detroit, Chicago CLAUD H. CORRIGAN, Vice-President nme 16 GENUINE CONTENTMENT. It Bears no Resemblance to Feigned Satisfaction. Adventures in Contentment came to me at a critical period in my life in the Spring of 1911. Mr. Charles W. Garfield was the first friend to visit me when I was recovering from a long and critical illness in the hos- pital and he brought me the first book I had seen for nearly four months. It came at a time when my mind was in a clouded and unsettled condition. I had dreamed so many dreams during seventy-two days of delirium that I could hardly distin- guish between the real and the un- real. An arrogant doctor and a sub- servient nurse had kept from me all knowledge of the outside world. I did not even know whether my busi- ness was still in existence. In my delirium I had seen my mother car- ried to the grave, my office burned to the ground, my publication dis- continued, my employes scattered and the earnings of a lifetime dis- sipated. No effort was made to dis- abuse my mind of these erronious ideas or to set me aright with the world until weeks after consciousness had returned. Adventures in Con- tentment served to bring me back in- to the world of living things and did more to assist me to recover my equilibrium and enable me to develop a new and broader vision of life and its duties, responsibilities and oppor- tunities than any other influence could possibly have done. I shall al- ways regard the writer of the book with gratitude and veneration. I car- ried it with me to Bermuda and en- joyed the pleasure of seeing people scramble for the privilege of reading it. During the five weeks I was at Hamilton thirty-five different people read it more or less thoroughly. Ly- man Abbott pronounced it the most wholesome book of the year. Rear- Admiral Sterling, U. S. N., Retired, insisted that it was the most enjoy- able book he had ever perused. Even my friend Wernicke, who carried me to Bermuda, cheerfully relinquished the championship of golf to join in the prevailing topic of conversation at our hotel. On my return I wanted my home friends to know how much good could be gotten between the covers of a single book and I pur- chased and distributed fifty copies. Among the friends so favored, was Mr. W. L. Brownell, of Kalamazoo, who wrote me regarding the book as follows: “You will, perhaps, recall the very neat compliment Mark Twain paid the new preacher at the close of his first Sunday’s sermon. “I attend church services occasionally,” said Twain, “but I shall never go to hear you again. ‘I go to church,’ he said, ‘so that I may quietly pursue my own thoughts, half awake and half asleep and with nothing to disturb me or distract my attention. This morning you forced me to keep awake and fol- low you closely and so I shall not go again.’ “Adventures in Contentment rob- bed me of four hours sleep last night, but I must admit I was never robbed of anything before that gave me such MICHIGAN TRADESMAN pleasure. Long after I retired I could see Starkweather greasing the wagon and my eyes closed on Dr. North’s funeral procession as it slow- ly wound its way over the hill. The man who can hold the reader’s at- tention for hours as he relates the homely incidents of ploughing fur- rows and digging ditches, country funerals and raised biscuits is, indeed, a great writer. “Tl thank you for remembering me with the book and I trust and believe as much pleasure came to you in the sending as to me in the receiving. The law of compensation is, indeed, a wonderful law and yet so simple when once understood.” A specialist is quite frequently a man who knows how little he knows and yet who, in spite of his knowl- edge of his lack of knowledge, pos- sesses the knack of looking wise and charging for what he claims to know, but knows he does not know. I do not claim, my friends, to be a specialist in the art—and it is an art —of contentment, but I do claim, after more than 60 years devoted to a few partial successes and some to- tal failures, to have discovered the difference between the kernel of real genuine contentment and the husk of feigned satisfaction. The Master said “Do violence to no man, neither ac- cuse any falsely and be content with your wages.” You will observe the Great Teacher did not command or advise the people whom he addressed that they be satisfied with their wages simply that they be content. Solomon, , will also remember, said this: “All things are full of labor; man can not utter it, the eye is not satisfied with seeing or the ear filled with hearing.” Solomon, like the Master, was a student of human nature. He knew that it was possible for a man to be philosophically content, but he also knew that no genuine man; no man whose veins are filled with good red blood; no man who did not sim- ply exist, but who really lived, could, in this world, at least, be perfectly satisfied; and if, perchance, he be wholly satisfied in some other world, then the theory of evolution is cer- tainly a failure and a myth. A friend of mine once remarked: “When a man reaches a point where his debts cease to worry him, the fellow he owes might as well forget it and commence to about something else.” He is right, but he might have gone still further and said, “Whenever a man reaches a point where he is perfectly satisfied, another man has stopped growing; another man has ceased to be pro- ductive of good to himself or his fel- lowmen and the sooner he is out of the way the better for him and also for those who stumble over him. Lacking the time for argument, I state it as my firm conviction that no unusually selfish man—because the law of self preservation makes us all more or less selfish—can be either satisfied or contented. With reference to selfishness my thought is this: Selfishness in the heart of man, and as carried out in his conduct, is the cause of at least two-thirds of human misery and unhappiness. Eliminate selfishness and you have decapitated you worry a large share of the world’s troubles. Selfishness on the part of employer and employe—exhibited sometimes on the other sides—is side, sometimes on side, but both the cause, the main cause, of the un- which and one usually on conditions exist capital satisfactory to-day Courts may continue to sit in judg- ment; occasionally a man clad either between labor. in a dress suit or in overalls may be placed behind the bars; investigators continue to compile statistics and wise men may continue to write treatises, but not until the individual may man softens his heart, recognizes in his thought and carries out in his conduct more of the spirit of the Master, not until he shall have sup- planted much of his personal selfish- ness with a put-into-practice attitude of either interested or disinterested fairness; not until the individual man shall unselfishly recognize the rights of others will existing conditions ap- preciably improve. When we think of contentment and friendship—and no man can be con- tented who isn’t friendly—our next thought is of David Grayson and of his Adventures in Friendship and his Adventures in Contentment. Gray- son must have lived much and lived well in order to have much of and instilled so sweetness Poetry, so much that is kindly and beautiful in- to mere words—words that, as we tead them, play only upon the best and truest keys in our makeup, words that stay by us and make us better men because of the impressions they have left upon our hearts. When Grayson pictures to you the funeral of Dr. John North, you fail to see the mourning friends, the long funeral cortege or the white horses with the black plumes. You do not see the grave or the deserted home. You see only John North’s unselfish life—a life of service to his fellowmen. Speaking of him, Gray- son says, “I saw the mystic sign in him deep lettered in the hearthstone of a home; I heard it speaking brave- ly from the weak lips of a friend: it is carved in the plastic heart of many a boy. I never fully realized until this morning what a supreme triumph it is, having grown old, to merit the respect of those who know us best. Mere greatness offers no reward to compare with it, for greatness com- pels that homage which we freely be- stow upon goodness. So long as I live I shall never forget this morn- ing. I stood in the door-yard out- side of the open window of the old doctor’s home. open It was soft and warm and very still—a June Sunday morn- ing. An apple tree not far off was still in blossom and across the road on a grassy hillside, sheep fed un- concernedly. Occasionally from the roadway where the horses of the countryside were waiting, I heard the clink of a bittering or the low voice of some newcomer seeking a place to hitch. Not half of those who came could find room in the house: they stood uncovered among the trees. From within, wafted through the window, came the faint odor of flowers and the occasional minor in- tonation of someone speaking—and, finally, our own Scotch preacher. I February 4, 1926 could not see him, but there lay in the cadences of his voice a peculiar note of peacefulness and finality. The died Dr. North had said: “I want McAlway to conduct my funeral, not as a minister but as a man. day before he He has been my friend for forty vears; he will know what | mean!” Henry Ward Beecher once said. “We only see in a lifetime a dozen faces marked with the peace of a con- tented spirit.” Mr. Beecher posessed not only a brilliant mind, but he was also an unusually keen observer. If he was right in his observation and if, also, as he implied, contentment is a jewel to be sought, why so rare, why so hard to get and so difficult to keep? Before Mr. Chrales Kingsley this wise: 3eecher spoke answered him in “We shall be truly wise if we be made content; content, too, not only with what we can under- stand, but content with what we do not understand—the habit of mind which theologians call, and rightly, faith in God.” Faith in God impels us to a life of service—service to the sons of God, to the children of men. If I were asked what would bring to you and to me the greatest con- tentment of mind, I should unhesitat- ingly reply, the rendering to our fel- lowmen the greatest and truest serv- ice of which we are capable. It is an unalterable law of the universe that we draw to ourselves just such conditions as our minds constantly picture and dwell upon. One writer has said, “Thoughts are things,” and again,’ “They fly o’er the track to bring you back whatever went out from your mind.” If, then, we would be contented, let us not confuse the term with satisfaction and contented- ly cease to grow, but let us give to the world the best that is in us of kindness, love and intelligently direct- ed service and then, like Grayson’s Dr. North, the things we shall be remembered by will be the things we did as we passed along the way to make the world a little better for our haying lived in it. E. A. Stowe. Sideline Salesmen We have an attractive line of PREMIUM ASSORTMENTS for live salesmen Commission from $5.00 to $20 per order If you want an up-to-date line, write to-day Canfield Mfg. Co. 4003 Broadway, Chicago é Vy, 1* &® } 21. 8 ig Hd | i -j4 a ' } February 4, 1920 MICHIGAN TRADESMAN ELASTIC KNIT UNDERWEAR Hanes Underwear ranks as standard with banks as it does with your customers! Hanes Winter Underwear for Men and Boys is nationally known, nationally sold, nationally worn! It is the largest as well as the fastest selling cotton-ribbed underwear in the world! Hanes quality and Hanes workmanship on a stock and sales basis may be likened to government bonds! Hanes Underwear is worthy of your confidence. It has for years held the confidence of thousands of America’s best stores. It has won the respect of wearers throughout the nation. Hanes cannot be excelled at the price! Your judgment and the judg- ment of your customers will instantly prove this statement. Hanes Winter Weight Underwear for Men is made up in Union Suits and Shirts and Drawers. Materials, workmanship, comfort-fit and warmth cannot be excelled at the price. They are the greatest trade builders and trade holders any store can stock. Hanes Union Suits for Boys are the most extraordinary value ever put into boys underwear. They are similar to the Men’s Union Suits in all important features plus extra cosy, downy warmth. Sizes 20 to 34, covering ages from 2 to 16 years. Two to four year old sizes have drop seat. Four colors—ecru, nat- ural or peeler, silver gray and bleached white. The “HANES” Labels. Each Hanes garment bears a Hanes label, a duplicate of the trade-mark printed above either in red or in blue. The Hanes blue Jabe/ on Shirts and Drawers means 10-lb. weight; the blue label on Men’s Double Carded Union Suits (new weight) means 13-lb. weight; the blue labelappears on Boys’ Double Carded Union Suits. The red Jabel on Men’s Shirts and Drawers means 11-Ib. weight; : the red label on Men’s Carded Union Suits means 16-Ib. weight. P. H. HANES KNITTING CO., Winston-Salem, N.C. New York Office: 366 Broad Agents for Export: AMORY, BROWNE & CO., 62 Worth St., New Yerk 17 18 On With the Dance—A Yarn. Written for the Tradesman. One morning early in May of the year 1930, Josephine Foucar, of the Hosiery Department, in Grinn & Bearit’s specialty shop which catered to the medium and better class of trade in women’s wearables, came in with her saucy little chin tilted at a nonchalant angle. Also there was a devil-me-care expression in her rath- er bold blue eyes. The studiedly languid movements of Josephine, and the impudent, airy poise of her pretty little head with its wealth of yellow, silken hair, clearly indicated that she knew she was fifteen minutes late, and yet was there no twinge of conscience in Jos- ephine. Everything about her seetn- ed to say: “Of course I’m late; but what of it? IT should worry about your old store rules! If you don't like it, just dare to tell me and you can have your old job!” You see Josephine was a very in- dependent little saleslady. They were all independent in 1930. Oscar Logan Grinn, senior Grinn & 3earit’s, used to size up the situation partner of in these words: “Singers, leading wo- men of the legitimate, and movie ac- tresses used to have a corner on the artistic tempermental. but nowadays everything in skirts from the cash girl up goes around wearing a pla- card, “Handle with care.’ Storekeep- ing ain’t what it was in the good old days—not by a darn sight!” Josephine Foucar was neither bet- ter nor worse than the average sales- girl of 1930, but she was good enough Ss | Pree su Reasreo Corte | ' per minute ROYAL No. 5 Coffee Roaster CAPACITY 25 Ibs. PER ROAST Electrically Operate d, uses gas or gasoline for fuel ROY AL No. 77 Coffee Mill Steel Cuts 2% Ibs. per minute. Pulverizes % Ib. MICHIGAN TRADESMAN to come fifteen minutes late if she chose—as she not unfrequently did— and at the same time get away with it superbly. Josephine’s envelope called for $180 per week, the regular union scale for D-class_ salesgirls. B-girls got $240 and A-girlss $300. But it Didn’t Mean Anything. Time was when $180 a week sound- ed like a lot of money, but it wasn't so in 1930. Prices had gone up and up in spite of all the Government could do to stem the tide during an eventful era of ten years, beginnine in 1919. Women’s shoes cost from $60 to $250 a pair. The price of the simplest little blouse similar to the $2.48 kind of former years, was now from $40 to $80. The more elabor- ate Ones ran anywhere from $100 to $1,000, or more—depending largely on the whim of the marker at the time of his marking. One cou‘dn't get a coat suit chic enough for the average self-respecting salesgirl at a cost of less than $200. It was more apt to be $300. Everything was unionized. Even the cash boys and girls had a union of their own. From 1920 to 1930 it was just one strike after another—- and always the demand was for more money, shorter hours, less responsi- bility, and the universal recognition pf unions of every kind. Nobody worked over five hours a day in 1930 Stores opened at nine and closed at four with an hour off for luncheon. Most merchants were afraid to say anything if a clerk came in from ten to twenty minutes late. They could- n't be docked, and one didn’t dare intervals? ROASTED DAILY. gladly sent on request. 1151 WEST ST. BECAUSE he realizes as well as you that every day that c large portion of the aroma and strength that your trade rightft And in addition you realize At any rate, it will cost you nothing to investigate. scold them. If he did they'd quit and the merchant would run a fat chance of getting somebody even less reli- able. They seemed to run from bad to worse instead of from fair to mid- dling. But what could a poor mer- chant do? Of course prices of everything had gone up correspondingly. It could- n't be otherwise. Production had been cut half in two, shortage of ma- terials, increasing costs of materials, difficulties and increased cost of transportation, strikes, short working hours with double, triple. quadruple prices for everybody that had a bles- sed thing to do with manufacturing processes of every kind—this had had its inevitable effect. “Dearie, looks to me as if you'd get a new pair of laces for those hoots—I see one of them’ tied.” The speaker was Gertrude Dolman, head girl in the Hosiery. “I meant to get a pair yesterday,” apologized Josephine, “but I really didn’t have the price, dearie. You know they are $2.00 a pair now—$1.50 to us—and we got to pay cash now same as everybody else. I think it’s an outrage.” “What?” inquired Gertrude, “mak- ing us pay cash?” “Yes: that’s downright mean. But it ain’t as bad as jumping the price of shoe laces from $1.50 to $2.00 the pair. When are they going to stop?” “They say it costs moré to make shoe laces than it did,’ explained Gertrude. “Well, maybe it does; but not that much more! Tt does look as if every- WHY? WHY is it recommended by authorities that coffee stocks be moved as quickly as possible? WHY does your jobber prefer to sell Of course you move your stocks as often as possible because you want to better serve your cus- tomers, but why take a chance on them being dissatisfied at all? A fRo¥*” Coffee System eliminates all possibility of any dissatisfaction by enabling you to furnish your coffees FRESH A large supply of green coffee can be carried on hand to insure con- stant stocks because —unlike roasted coffee —green coffee improves with age. The result is that your trade is better satisfied and your business increased substantially—often from one hundred to five hundred per cent, according to reports from ROYAL users. a saving of from five to fifteen cents a pound through eliminating the wholesaler’s profits—this saving quickly pays for the machines. We teach you how to roast and will assist you all possible to make your coffee business a paying one. We also furnish suitable green coffee supplies if you desire. supplies at lowest possible prices and eliminates guess-work blending. you small orders often, rather than larger orders at longer offee stands on your shelf it loses a illy expects. Write today for full information. , THEAT. DEER (. February 4, 1920 thing’s getting worse and Where’s it going to stop?” “Search me!” shrugged Gertrude prettily; but don’t you think you'd better take off your hat and gloves and stay awhile?” Whereupon Josephine Foucar got ready for business. Eight or ten wo- men had been patiently waiting in the hosiery department for the last quarter of an hour. They hoped to be waited on in due time. Depart- ment store customers of 1930 had come to take many things for grant- ed; and above all they had developed in patience and forbearance. worse. Chasing Rising Costs. In 1930 there was quite a lot of grumbling about increasing costs cf everything. Some of the prices were, no doubt, rather higher than they should have been; but producers and merchants figured that there’d natu-- ally be difficulties ahead—strikes, I:- bor difficulties, and what they'd make a good profit while they were at it. Fat profits for a while, of course, would be later on somewhat deflated by the higher prices that had to be paid labor; but it wouldn’t be long until new price levels would be at- tained. All precedents were long since an- tiquated. It was a new era. Some o: the prices would have seemed rather exorbitant to folks in 1920. The streetcar fare in most cities was 25 cents; milk was 60 cents a pint ,or $1 a quart (delivered); newspapers 15 cents each weekdays, and 25 cents on Sundays ahd all holidays—and not—so This service insures uniform Catalogs HORNELL, N. Y., U.S. A. , . « ’ . , ee ¥ . soar we February 4, 1920 they were only half as large as they used to be in the good old days when they were 2 cents the copy. caused a lot of complaint. four-room flat rented for month up—mostly up. a ton. Rents A modest, S150 4 Coal was $30 It was the unusual and unexpected items of expense that knocked the calculations of the wage-earner into a cocked hat. By rigid economy in the use of one’s salary one might get by if luck broke right; but let a few extras come in and the surptus the average worker counted on dwindled like snow in hot sunshine. And of course the temporary dis- ability of a working person was a very serious matter. It frequently meant a debt that had to be carried along for weeks or even months. There were folks who sometimes thought of the good old times when the price of everything was cheap and one’s dollar had ten times the purchasing power of other days, but the face of the unions was against these hacyon days. They were be- ginning to agitate a four-hour per day schedule, with three working days in the week, and twenty-five per cent. increase in wages of every- body that did anything. ee The Profitable Art of Pleasing Cus- tomers. A widow lady bought a boarding house patronized by college boys. This boarding house had never prov- ed a great success, but this woman was a motherly old soul and had boys of her own of about the same age as her boarders. She took a real friendly interest in all these young fellows. When any one of them was confined to his room with a cold or any other ailment not serious enough to take him to the hospital she, her- self, cooked little delicacies and took them to his room. The service was not expensive. In fact, it was more profitable for the boarding house to have the boarders sick, than to have them well. They did not eat so much when sick. It was these little home-like acts, how- ever, that pleased her customers and made the business a profitable one for this widow lady. There is in a little New England city a retail business that was estab- lished seventy-nine years ago and which not only has been. steadily growing and prospering, but has now become an institution that people point to with pride. This success has been due to the friendly helpfulness that the succeeding managers of this business have extended to their cus- tomers. The customers of this busi- ness are pleased customers and as a result this retailer leads all others in the State both in volume of business done and in profits made. A real friendly, helpful feeling towards cus- temers pays big dividends in pleased customers. It is the lack of a friendly helpful feeling that causes all the troubles in this world. If we could create a friendly helpful feeling between all people we would not have to have a league of nations to prevent wars. Tf we could create a friendly helpful MICHIGAN TRADESMAN feeling on both sides of the labor- capital controversy there would be no more strikes. Because this feeling is so very far from universal it pays business men extraordinarily well to cultivate it in their business. “Honesty is the best policy,” but unless you can make people believe that you are honest, honesty does not pay any dividends. Truth is some- times stranger than fiction. Nearly every one has had the experience of telling the absolute truth and having it received with incredulity. Many a true story is never published because it is incredible. A great bargain or an exceptional service may arouse distrust and make enemies rather than please and make friends. To make certain that all will be pleased it must be shown that the bargain is genuine. To make the ‘exceptional service pay dividends peo- ple must be shown the good reason back of it. It is not enough to be honest. You must also be plausible. More than one concern is paying goodly dividends simply because the people in its employ who come into contact with the public wear smiles. One very successful organization re- quires each of its salesmen to receive payment for goods sold with a smile and a pleasant “Thank You.” The officials of this concern are aware that a welcome smile and a friendly “Thank You” means many dollars in the dividend column of the annual earnings. Who can tell how much the hotels in our big cities will eventually lose because grouchy hotel clerk grow!ed to tired would-be guests that there were no rooms left and he didn’t know where they could find one. He didn’t tell them to go out and sleep in the park, but he put that idea into his voice. As a result when business again becomes normal and every hotel has room for extra guests, those that are going to be crowded are the ones where guests have been turned away with a smile and some encouraging information if any such is available. some A cheerful smile always pleases. Even though it is not possible to meet the demands of everyone, kindly words and a pleasant smile will please although they may not satisfy. It is pleased customers who help swell the profits. They go about sowing good words and it is from these good words that comes the harvest of big sales volume and pleasing profits. Tell a thing a certain number of times and people begin to believe it. Continue to tell it and you come to believe it yourself. Keep right on telling it and perhaps it will come true. The man who is always talk- ing hard times and poor business, sooner or later convinces others that his business is poor and that as far as he is concerned times are hard. \fter he has continued this line of talk for a certain period of time he has the best of reasons for believing it himself and if he keeps it up long enough his business is sure to go to the dogs. He iust simply talks his business to death. The rule works just as effectively with optimism as it does with pessi- mism. Always look upon and _ talk about the bright side and people will help you towards success. The man who is always optimistic is bound tu make money in the end regardless of how dark the present may be. Op- timism is the searchlight which helps one to avoid the shell holes in the road of experience and illuminates the guide posts that point out the pathways to success. This is the reason why optimism is so effective in pleasing customers. Merely com- ing into contact with optimistic peo- ple makes one more successful in life. Pleasing customers does not de- pend upon how much you do for them or on how much money you spend in rendering service. An optimistic atmosphere’ gracing rough pine boards and little or no service is more pleasing than expensive service accompanied by a despondent atmos- phere that makes real mahogany look dark and gloomy. Real optisimsm is always backed up with a smile, and if to optimism and smiles is added a real friendly, 19 helpful feeling for the customers and every step of the business policy is made a plausible one there will never be any question about pleasing cus- Customers just simply can- not heip being pleased under such conditions. Robert Falconer. ——_ @2-oe—_—_ -- How to Stay Young. Some one asked an old lady how it was she kept her youth so wonderfully. tomers. Her hair was snowy white. She was eighty years old, and her energy was waning; but she never impressed one with the idea of age, for her heart was still young in sympathy and _ interest. And this was her answer: “T learned how to forget disagreeable things. I tried to master the art of saying pleasant things. pect too much of my friends. I did not ex- I kept my nerves well in hand, and did not al- I tried to find any work that came to hand congenial.” low them to bore people. This is good advice, but it is of value only to those who are still young. Will they heed it? in stock. write us. Watch for par- ticulars of Re- tailer’s contest, to be announced next month, Retailers — Ready-made Coffee Ads for YOU We have just prepared for YOU some very attractive newspaper ads to help you sell COFFEE. These ads direct the strength of the big national magazine adver- tisements to the brands YOU carry They are made in one, two, three and four-column widths, and are so arranged that they talk for YOU. Any coffee retailer can secure the use of these electrotyped adver- tisements through the wholesaler from whom he buys his coffee. Ask the salesman who calls on you about these advertisements, or Joint Coffee Trade Publicity 74 Wall Street, New York Committee THE SLEEPER. What Helps the Modern Business Man Most? Of the many inventions which are now regarded as an indispensable ad- junct to the everyday existence of the human race, none was greeted with greater scorn or derision, when first broached by the inventor, than the sleeping car. It is sixty years since the first sleeper made its appearance, and upon the annivesary of the intro- duction of this revolutionary feature of the railway world it is timely to recall the vicissitudes that were ex-. perienced by the man who conceived the idea and who refused to be dis- couraged by the skepticism and an- tagonistic attitude displayed both by the railroad officials and the traveling public in the first years that the new type of cars were in operation. George Mortimer Pullman, the in- ventor, is dead; but he lived to see the sleeping car developed into a commercial success far beyond his wildest dreams. The man who built the first cars, Leonard Seibert, mas- ter car-builder of the Chicago & AIl- ton Railroad, in Bloomington, is also in the long sleep; but J. L. Barnes, the first conductor, yet lives, making his home in Chanute, Kansas. The original cars have long since gone to the junk heap, but their successors are now numbered by the thousands, while the capital invested runs _ far into the millions. The inventor was a native of New York state and was born in Chau- tauqua county March 3, 1831. He learned the trade of cabinet maker at Albion, and securing contracts from outside cities experienced the discomforts of night traveling at that time, one of the most unpleasant fea- tures of the primitive railroading of that era. His mind conceived a means to relieve the traveler of such hardships, and the germ of the sleep- ing car was born. Receiving no en- couragement in the East, he deter- mined to go West. He resided for several years in Grand Rapids and in 1855 reached Chicago. The Western metropolis was then in its swaddling clothes. The streets were marshy and the drainage villainous. Young Pullman conceived the idea of rais- ing the level of the streets and se- cured contracts for this undertaking. The money derived enabled him to finance the construction of the first sleeping cars and carry on the battle against prejudice and the ridicule of railway officials and the patrons of the various lines of travel. When Pullman was ready jto launch his project he looked around ior shops which would be in a posi- tion to carry out his ideas. Most of the railway lines were so antagonistic that they would not give him an audience. He was finally successful in securing the consent of the Chi- cago & Alton officials to use the Bloomington shops and what em- ployes were necessary. Going to that city, he engaged Seibert and em- powered him to employ what help would be needed to remodel two of the coaches best adapted for the a total of twenty. MICHIGAN TRADESMAN needs of the inventor. These cars were purchased from the railroad and rebuilt to correspond to the ideas of Pullman. The length of these cars was forty-four feet. They had the flat roof that marked the primitive coaches of those days of pioneer railroading, and fifteen windows on each side, the glass in each being fif- teen inches in length and twelve inches is width. The roof was low, barely six feet nine inches from the floor. The cars were remodeled into ten sleeping berths on each side, or Wash rooms were placed at each end, and there were also lockers for the bedding, towels, etc. Cherry wood was used for the interior finishing, it being the desire of Pullman to give the cars as much distinction and luxury as possible. The upholstery was in plush, the cars were heated by oil stoves and lighted by oil lamps, the latter being somewhat more ornate than those used in the day coaches. A _ supply of candles was available for each placed in service in the summer of 1859. [ J. L. Barnes, the first Pullman con- ductor, afterward became superin- tendent of the Santa Fe Railway and was prominent in the railway world for many years. Of late he has lived in retirement. He recalls that when a young man of twenty- boarded a family in Chicago residing near the office of Pullman on Madison street, Chicago. Upon reading in the newspapers that the inventor was about to test out the first sleeping car Barnes stopped at Pullman’s office one day and ap- plied for the position of conductor. Pullman examined the references pre- sented by the applicant and then en- The first trip was made from Bloomington to Chicago. While all of the patrons were from Bloom- ington and all of these were men, the initial trip was without public in- terest, as no one appeared to realize that history was being made and that something revolutionary in transpor- two he w.th gaged him. THE GREATEST REFORMER. The greatest reformer, is old Father Time; The man with the sickle and beard; Who reaps with the former human beings and swine; In manner fantastic and weird. He weilds supreme power from his mystical throne; His edicts are always enforced; He knows of the hour, you. too, must atone, While doing your best or your worst. When the vicious and bad of our youth once awake To terrors the fates hold in store For the dissolute cad and the conscienceless rake: They'll never go wrong any more. Father Time takes a year for that exquisite hour, When you mortgaged your health and purse; Your reward then is near, having we!l earned the dower, The physical pain and the curse. Now old Father Time charges up to us all, Tenfold for each weakness or wrong; And we pay, though we whine, in dread fear at the call, When Life’s thrown away for a song. Elon Alan Richards. passenger in case the oil lamps were not burning. The floor was minus carpets for the aisles, but there were small between the seats. The backs of the seats were hinged, and to make up the berth the porter merely dropped them back until they rugs were on a level with the seat. The mattress, blankets and sheets were then placed upon the rude _ couch, forming the lower berth. The upper berth was suspended from the roof by ropes and pulleys, being lowered at night, hanging about half way be- tween the lower berth and the roof. One of the sections was used to store a portion of the mattresses and bed- ding. Curtains were hung between each section and in front of each berth. The cars traveled on the old- fashioned trucks of four wheels each. The wheels were of iron. At the outset the sleepers did not carry porters. The brakemen were required to do this work, being paid extra for making up the berths when on trains which operated the new type of cars. The first car was tation had inaugurated. The passengers were loath to remove any part of their apparel or their boots and it required some coaxing upon the part of been 3arnes to bring about The men ap- peared to be desirous of dying with their boots on if their existence was to terminate on this eventful night. Barnes relates that business was poor at the outset and few persons appeared w.lling to experiment. They had been accustomed to the old- fashioned, straight back, uncomfort- able seats and were slow to make a change. the disrobinge process. however, discouraged or Pulman, refused to be disheartened, and, carefully conserving his capital, built another sleeper upon a more elabor- ate scale and which represented an investment of approximately $20,000. He named this car the “Pioneer.” It carried improved trucks, was wider and higher than the ordinary cars and in many respects a long step forward in car building, especial at- tention being paid to the furnishing, February 4, 1920 decorations and solidity. The en- larged car forced alterations of sta- tion platforms, bridges, etc., in order to ensure proper clearance. The initial trip of the “Pioneer” was made as a part of the funeral train which carried the body of Abraham Lincoln from Chicago to Springfield in May, 1865. It was next utilized by General U. S. Grant in making a triumphal trip from Detroit to his home in Galena, Ill., following the surrender of Lee. In 1867 the Pullman Palrce Car Company was incorporated, and that year the first car was operated be- tween Chicago and New York. Pre- viously the variation in the gauges of the various roads made this impos- sible. That year also marked the completion of the first combination sleeper and dining car. A_ kitchen was constructed in one end and meals were served on small tables placed between the seats. This car was named the “President,” and became so popular that others followed it. It soon became evident, however, that it was not wise to combine the sleeper and diner, and later the dining car made its appearance and the kitchens were removed from the sleeping cars. The first exclusively hotel or dining car made its appearance in 1868 and was christened the “Delmonico” by Mr. Pullman in honor of a famous caterer of New York. This diner was first operated upon the Chicago & Alton between Chicago and St. Louis. Many others followed as the traveling public demanded them. The year 1869 was equally epochal. It was then that the Central Pacific, building eastward, met the Union Pa- cific, building westward from Kansas City. Omaha formed the junction, forming the first transcontinental line and making it possible for a sleeping car to be operated between New York and San Francisco. In May, 1870, the Boston Board of Trade op- erated an excursion train to the Pa- cific coast in honor of the new line, a newspaper being’ published on the train and making its appearance each day. In 1875 the first Pullman parlor car with reclining chairs made its appearance. European railways at this time awoke to the necessity for such conveniences and cars. were shipped abroad. Up to 1880 the sleeping cars were manufactured at various railroad shops. It was finally decided to open an individual plant and the town of Pullman, a short distance South of Chicago, was founded and the present great car shops opened. Each year saw addi- tional improvements and new devices contributing to the comfort and safe- ty of the traveling public, until now, the sixtieth anniversary, it would ap- pear as if the limit had been reached. The death of the inventor occurred in 1897. Robert T. Lincoln was then chosen president of the company, a positon he held until 1911, when John S. Runnells was named. ee It is not always the highest priced goods that make the big profits. Don’t forget the importance of quick turn- over. February 4, 1920 MICHIGAN TRADESMAN 21 =V9s SIS V 60 --OUr Sales increased at least forty percent..... Phelps Dodge Mercantile Company, Bisbee, Arizona a. The Phelps Dodge Mercantile Company of Bisbee, Ari- “This window,” said the reply, “was on the main street. zona—aggressive retailers—had a windowful of oranges on there was much favorable comment in regard to it. | i display. : : One of our employees noticed it and wrote to the firm to “We are confident that’our sales for the week of the dis- learn what the results had been. play increased at least 40%.” | Every Fruit Retailer’s Opportunity There is an equal or better opportunity for every retailer That means nearly 350% net return on the capital in- to increase his sales of oranges and lemons. And it is greatly to his advantage to do so because of the possibilities of profit. vested, I With a margin of 25% figured on the selling price, What other lines in your store will yield as much. "eo : oranges and lemons will net 5% on sales; and if you buy He 1 onlywhat you can sell out each week you can make that 59% Phink what it would mean if you ae make the same } net fifty-two times per year! - percentage on your total capital investment. p Learn How We Help— Mail coupon for new book “Salesmanship in Fruit Displays,” also Display Material Option List which gives you your choice of attractive selling helps for window and counter use. ° We will also answer any questions with regard to Un -1St fruit retailing methods that you may care to ask. ss b> « California Fruit Growers Exchange A Non-Profit, Co-operative Organization of 10,000 “ ; Growers Los Angeles, California. California Fruit-Growers Exchange Los Angeles, California Please send me your book “Salesmanship in Fruit Displays’’ and ‘Merchants Display Material Option List,’ without obligation on my part. Name Street City: oo. : : a a State __ ze Five Vital Questions About Your Stock, Imagine for a moment that your shelves could talk. Let us pick out one shelf caat has seen many changes in your store—and has made the acquaintance of many brands of goods. Speaking from experience, here is about the way Mr. Shelf would frame his questions: “Tell me, Mr. Shelf, “is there a ready market for this new line you’ve just put in? Grocer,” says You know, I get mighty tired of some of our oldest inhabitants in this stock—and know that many a handsome newcomer becomes a fiy-specked shelf clinger unless he comes here backed by a ready made market. “And is the quality guaranteed? Even if they are not shelf clingers— are you sure the quality of every ship- ment will be You know, people frequently condemn a whole line sustained ? just because one particular package is poor quality; but I’ve never heard your customers kick on the advertised lines which always have to be good—month in and month out. “No doubt you’ve already figured this —but about the turnover and profit on this new line? known you to buy lines that paid 40 per cent. how I’ve gross profit—when they sold—but they didn’t turn. While rubbing elbows with them in my space were smaller profit items that turned seven, eight and twelve times a year—less profit per sale—but more profit per month and per year. * “Will people come in here and ask for this line? In other words, is it well advertised—in a big, broad way? Through a nation-wide campaign of advertisin MICHIGAN TRADESMAN The best quality ever put into a can or carton is tongue-tied by itself— quality has to have printers’ ink ta!king for it. And the quality must be satisfactory. You can’t afford to put in selling time introducing this line—you won't have to if it’s thoroughly advertised. But if it isn’t I] can confidently count upon an- other long visit from another speech- less line. “What policy have you adopted to- wards this line? Are you and your clerks really going to push it? You'll be well repaid if you answer to the above that the quality is a sustained cer- tainty and that the advertising is just as good as the goods. I’ve seen you explain lines to the boys before—and if you really sell them on this one so that they know all about it, I know these new goods will be lively visitors on our shelves.” Spanish Olives are Exonerated. The whole country has been stirred up more or less by the daily newspapers which have made a mountain out of a mole hill in telling of botu!inus poison- ing which was traceable to a few bot- tles of ripe olives found at Detroit and at Canton, Ohio. Out of millions of bottles a few were responsible for the trouble. Importers of green olives have been annoyed that the newspapers do not specifically point out that the trouble came from ripe olives and not green fruit. To set the matter in the proper light, one of the members of the Olive Association has issued the fo'lowing statement, on behalf of the importers of = Spanish green olives, which are known in the trade as Queen olives, Spanish olives, and olives stuffed with pimentos. “We have gone to no little trouble or expense to find out to our own satis- faction whether or not the methods em- ployed in curing and handling green olives left any possibility of the develop- ment of unfriendly germs which might We would not care to be engaged in the marketing of be deleterious to health. any food product which is unsafe or in which there is the remotest chance of danger to life and health. examin- “After exhaustive ations made by expert chemists and bac- having terioligists, we have concluded that Span- ish green olives are a safe and sane food, that the methods of curing and preserving preclude the possibility of harmful bacteria; and for the past 80 years, the same methods of curing and preserving have been employed success- fully. ascertain, there is no So far as we have been able to case on record, during all these years, wherein Spanish green olives have been found to be the While the olives are picked and cured before coming to full cause of illness. maturity, let us also observe that many of our other finest foods are not al- lowed to fully fructify, as for instance, green corn, peas, asparagus, green pep- pers, cic. “It does therefore, that only ripened foods are fit for consump- tion. The constituents of fully ripened beans, for instance, are quite different from green string beans, but who would say the green beans are not good food not, follow ee = February 4, 1920 fully. ripened beans Many of our processed cereals and other as well as the foods, we are told, are robbed in the process of manufacture of some of their constituents which are necessary to life and health. The natural craving for green olives by even young children that there are elements value in them not supplied by the other regular articles convinces us of nutritive which are of diet, not to mention their appetizing and tonic effects. ‘Dr. Don M. Griswold, acting Health Commissioner of Detroit, in speaking to more than fifty chefs and managers of restaurants recently, said: offer small ‘Green olives chance of poison, since they have a quantity of natural acid and are elaborately treated before bottling,’ “We are preparing for the usual large demand for green olives for the spring and summer, with full assur- ance that the consumption of them will not be decreased on account of the mis- leading page articles appearing in some of the papers a few weeks ago.” ——_—_.+~+.____ Salesmanship. Salesmanship is when you sell, sat- isfy, and make a success of the busi- ness you represent. salesman re- quires a knowledge of the customer’s needs and an understanding of your own business. do be a successtul And above all else, an understand- ing of yourself. There are three vital things to know in successful selling—him, it, you. Sree tears a a aE g we are telling your cusiomers that this is — ‘ te new Way _, Zo buy APRICOTS’ Thanks to our country- P wide campaign of advertise . i ing—this carton idea has won in- stant appeal, American women i have been quic!. to realizethead- |; vantages of buying SUNSWIET Apricots in this 1loz. carton. Live dealers have been quick to receg- nize its sales-possibilities. Order from your jobber at once A cooperative growing, packing and marketing association of more —and“cashin” onthisdemand , | we for SUNSWEDT. Ii is not only the d top-quality brand, the inspected , brand, the guarantced brand— jf / @ itis the national brand. Itmeans (f° more satisfaction to your custom- ers, and more profit to you! CALIFORNIA PRUNE AND APRICOT GROWERS INC. San Jose, California than 7,500 growers CALIFORNIA'S NATURE~FLAVORED SWEE mat ear S Toes i a at. ao SSO mamma February 4, 1920 Grocer’s Place in Mercantile Scale on Up-Grade. With the closing of the world war the retail grocers of this country looked forward toward the year of 1919 with general relief, feeling as- sured that peace times would have a tendency to stabilize business. But, instead, the retailers were really con- fronted with an entirely new condi- tion, with the ever-increasing rising costs of merchandise coupled with the increased cost of operating expenses on one hand and a very dissatisfied, complaining public on the other. The retail grocer certainly occupied a position that was anything but desir- able. To make it still more unpleasant, a certain class of distinguished public officials in order to win the plaudits of the multitudes endeavored to in- flict still greater hardship upon the great number of those who happened to be unfortunate enough to be en- gaged in the retail grocery business, by publicly referring to them as prof- iteers, which the retail grocers very properly and so ably resented. The retail grocery business of to- day is a great deal more dignified than in the years gone by. With the advent of cleaner and more sanitary stores, modern methods, specializing in service and promoting efficiency, the retail grocery business has been brought to a higher plane. I believe that we have passed through the worst part of the recon- While I fully real- ize that there are still a great many obstacles to overcome, yet I do not believe that they are insurmountable. I have great hopes that the coming year of 1920 will begin the dawn of a new era in the retail grocery trade. There no doubt will be. great changes, but nevertheless the bulk of the retail grocery business will be done, as always, by the honest, relia- ble, accommodating grocers. The chain store, ‘“‘serveself’ and freak methods of merchandising are bound to get some share of the business and perhaps in some instances make unpleasant competition, but to the grocer who is alive and keen to the situation there should be no reason for fear on his part, for the fact is that the great majority of the American people believe in the spirit of fair play and are firm believers of the old adage, “Live and let live.” The accommodating retail grocer is an American institution and renders the American public a much needed service. struction period. mighty The retail grocer occupies an ex- alted position in the parade of pro- gress and will be found marching just as proudly and erect as any class of American business men during the coming year as in the previous years, thanks to the many well established retail grocers’ associations through out this broad land of ours, with the many state associations, affiliated with the National association, to lead the way. The National Association of Retail Grocers has at all times championed the cause of the retailer, it only re- quires the effort on the part of the MICHIGAN TRADESMAN individual retailer to join hands with us in order to put the necessary busi- ness of retailing foodstuffs on a still higher level, so that we the great may all serve American people in a still more satisfactory manner. Retail grocers’ associations do not claim to be perfect, and if the retailer who finds fault with the activities or inactivities would only join with us and give us the benefit of his wisdom, we then would soon accomplish any much needed reform, course, providing, of that our cause must be just. Optimism is the keynote of progress. Despite the many perplex- ing problems which confront us from time to time, there still remain many opportunities for the small retailer which can best be attained through co-operation; not of the selfish kind, wholehearted, honest, con- co-operation which will make the year of 1920 one long to be remembered. J. A. Ulmer, President National Association of Retail Grocers. ——_>2 > ___- White Tuna Fish Disappearing. The standard white meat tuna fish problem is a serious one with Cali- fornia canners who are facing the prospect of having the former leader in demand disappear entirely from the but real, structive market in the course of a few years, to be succeeded by blue fin and strip- ped tuna. As it is now, with another season in sight, canners cannot figure with accuracy in advance on the av- erage catch per boat, nor the prob- able cost of the fish. Wages of fish- ermen and all overhead expenses are increasing while here is less desire on he part of fishermen to catch this variety. Among 600 boats last sea- son one authority states less than 15 made any money above their expens- es. This is enough to discourage any industry. Over 60 per cent. of the 600 boats failed to pay actual living expenses of the crews, even though standard white meat sold at $125 a ton. Blue fin sold at $100 a ton and proved a much more profitable ven- ture. Increased costs of operation are in prospect on white meat fish, so that an even smaller catch than last year is expected this season. The average catch per boat is rap- idly decreasing. When the industry was in its infancy, four or five boats would go. out and they would not disturb the schools of fish. But now the fleets of 100 or more vessels frighten the fish from the surface and scatter them so that the catch which is by hook and line, is very materially reduced. Under present conditions no boat gets a noticeable percentage of fish. As no discrim- ination can be shown in limiting the number of boats no relief is in sight. Blue fin and_= stripped tuna are caught with seines and the net pack these varieties is increasing year by year. It is now necessary on the part of packers in booking orders to include a certain percentage of these varieties along with white meat. A good catch of white meat fish is two tons, while with the same effort 25 tons of blue fish can be secured. This shows the handicap of white meat, as the large catch, of course, means greatly reduced overhead. 23 The Nation’s Food Distributors For the distribution of its food supply the Nation depends upon the energy, enter- prise and business integrity of its four hundred thousand retail grocers. If they are not able to supply the full demand for Shredded Wheat Biscuit it is because there is not enough to go ‘round. Our fair-trade policy insures a fair proportion of this product until the increased manufacturing facilities sup- ply the full demand. In the meantime, remember that Shredded Wheat is 100 per cent. whole wheat, the most real food for the least money. MADE ONLY BY -The Shredded Wheat Company, Niagara Falls, N. Y. ARMOUR'S MACARONI PRODUCTS **Make Glorious Dishes’? ACARONI h » z 8 » G Armour’s Macaroni, Armour’s Spaghetti and Armour’s Plain Noodles form a quick-selling com- bination of first quality Macaroni Products. Made in one of the country’s most modern up-to-date macaroni plants. Asure repeater and money-maker. In addition to Armour’s Macaroni Products— the line consists of | Armour’s Oats “Cooks Perfectly in 10 to 15 Minutes” Armovr’s Pancake Flour “Makes Pancakes Mother’s Way” Armour’s Corn Flakes “You’ll Like the Taste” Write for Prices and Terms ARMOUR GRAIN COMPANY CHICAGO 24 MICHIGAN TRADESMAN February 4, 1920 Fo SSE See / SEEK ; Sea =~ , WOMANS WORLD No Excuse for Improper Feeding Now. Written for the Tradesman. Strolling casually through a very olld graveyard recently, and study- ing the inscriptions upon the crumb- ling old brown and gray gravestones, I was struck by the great number of those in memory of young people and little children, who seemed to have succumbed simply to the gen- eral conditions of existence. And I remembered out of my youth and the stories told me by my grandparents that in the times not so very long gone by, it seemed a normal thing for almost every family to “lose” sev- eral children. I recalled having my- self heard women say they had “no luck in bring up boys,” or, “Yes, I had five children, but I lost four of them’—as if it were a thing almost to be expected. We are so accustom- ed to the idea of abolishing diseases, such as yellow fever, plague, small- pox—to say nothing of tuberculosis— that we hardly can believe there was a time when they were regarded as almost normal conditions of life. Only lately have we begun to make a business, a duty, of conserving child- hood. Our forefathers thought they knew how to bring up families; they were “long” on religious training and did not “spare the rod”; but as I looked over this gloomy and incontrovertible record of the “loss” of children, it seemed to me that in respect of the treatment of the health of their young folks, they came out rather short. “Well, you know the mother was consumptive,” or “the men of that family were always frail,” they used to say; it was rather taken for grant- ed that several out of such-and-such a family would die in childhood or youth. We are not so complacent about it now. The wise bringing up of a “frail” child is not of that sort; we undertake to combat the limitations of heredity with good diet, plenty of fresh air and sleep. And amazingly we win the fight, very largely by our wiser selection of diet. In the old days it was a question of the “survival of the toughest.” You that are so proud of your descent from the Mayflower—have you any notion of what your forefathers lived through? Two years on that “stern and rock-bound coast” without a cow or a chicken in the whole community! What would you think of existing yourself, to say nothing of bringing up a child, without milk or eggs? When I read—and believe—that every child must have at least a pint of good milk a day, eggs, butter, whole- some bread and fruit, my thought goes to those little children of the Puritans who had nothing but corn- meal, fish and wild fruit, and such game as could be killed in the woods. Imagine an endless diet of cornmeal mush without milk or cream; corn- bread made without butter or eggs. A newspaper headline such as I saw the other day—‘‘Six Million Chil- dren Ill-Fed’—may be an exaggera- tion, but I know there is enough truth in it to be a disgrace to this thing that we are so fond of calling “civilization.” That is a poor civiliza- tion in which every child cannot be sure as a matter of course of a be- fore-school breakfast at least as good as those I am going to outline here. And yet I know that thousands of children never in their whole child- hood have even once had such a breakfast as any of those I list here. I am just going to shut my eyes to that side of the question, and hope that the list will be suggestive to some who will find these simple things not beyond their reach. These breakfasts will be sufficient- ly hearty for children who have to take their luncheon to or at school. They will give enough for a good- sized boy or girl; the younger chil- dren do not need quite so much, and if it is possible for them to come home to a hearty mid-day meal the breakfast can be simplified, omitting meat dishes, and substituting a glass of millk for cocoa. 1. Stewed prunes, wheat cereal, poached egg on toast, bran muffins, cocoa. (In all of these breakfasts I am assuming milk or cream, and but- ter.) 2. Cold baked apple, oatmeal, baked potato, creamed codfish, toast, cocoa. 3. Apple-sauce, steamed rice, minc- ed beef on toast, graham muffins, cocoa. 4. Stewed apricots, malt cereal, baked potato, lamb chop, toast, cocoa. 5. Baked pears, cream of wheat, scrambled eggs and bacon, graham bread toast, cocoa. 6. Well-baked banana, omelet, muffins, cocoa. Here is a list of possible lunch- eons suitable to be carried to school and affording a proper food value and variety. 1. Sandwiches with thin slices of cold meat, baked apple, cookies, a few nuts. 2. Slices of beef loaf, bread-and- butter sandwiches, cookies, raisins. 3. Rolls, filled with chopped cold- boiled fish, with mayonnaise dressing and lettuce, cake and sweet choco- late. 4. Brown bread and peanut butter, hard-boiled egg, apple sauce, cookies, puffed rice, candies. 6. Jelly sandwich, pieces of cold wheatlet, chicken, orange, dates, oatmeal crisps. The luncheons can be varied with different kinds of breads and rolls and sandwich-fillings. Great care should be taken to have the lunch- boxes and receptacles clean. Waxed paper should be used for wrappings if possible. The soft things can be carried in the paper boxes, such as are used for oysters or ice cream. Every mother should gain a general knowledge of food values, so as to furnish a well-balanced “ration.” Any competent doctor can inform on that score, and there are dozens of good books on the subect. Children who are fed by mother’s intelligent and pains-taking, able to spend even very limited money wisely, will have a vast advantage over their little pre- decessors of the pioneer days, North and South; their days will be “longer in the land.” Prudence Bradish. (Copyrighted 1919.) Why Legless Men Live the Longest. A man who has lostaleg is likely to live longer than if he had not lost it. and a man who has lost two legs is likely to live longer still. This re. markable statement was made by Col. Openshaw, M. D., at the openin; of a hospital for the limbless in Lon don. The heart has to pump the blood into the extremities and back again, so that if the legs are taken away the heart is relieved of a great strain and, other things being equal, will continue to work longer. And Colonel Openshaw added that a legless man can be a better swim- mer than before his loss. —_2+2—___ Advertising will not accomplish miracles for your store, but good ad- vertising will make a sick business well if the medicine is administered persistently. Ithaca, Mich. PRAYER MEETINGS. Prayer meetings to me were always a bain, And when I went to them I could not refrain From thinking them useless and illy designed To make us good Christians, though rightly inclined. God is all wisdom and far better than gold; He knows all our needs without being told; He deals to each one his righteous proportion; What nerve, then, to ask Him for further promotion. “Little Breeches” we're told was lost in a storm; gut the angels they scooped him to where it was warm; Supplied all his wants from boots to his hat, Save the “Chaw of Terbacker”—they didn’t have that, Prayer meeting, they say, is the place for confession, For sins of omission as well as transgression; But of those of importance we never make mention, But cry out the wee ones and try circumvention. “To pray without ceasing” is the Master’s injunction; But it cannot be done at a prayer meeting function; We learn a long prayer and then it’s recited At the weekly prayer meeting—thinking God is delighted. The prayer that gets highest is one of distress When all earthly efforts have failed of success, When death stalks at the door with a grin on his face And despair of a'l help, in your heart, takes its place, ‘Tis then that the soul reaches up into heaven With a hurry-up-call for two-sixty-seven ; God takes the receiver, speaks the word, “Be at Rest, Pil attend to the matter since you did your best. Tis p'ain, then, that God does not bother himself, To answer a prayer you can work out yourself; “Prayer without ceasing” is a trust in your heart That God will care for you, if you do your part. God knows his own business—holds the world in his hands— The lightning, the thunder and the storm he commands; He don’t need our help in the management either, Yet we foolishly tell him how to manage the weather. There are prayer meetings for this Bothering God with the stuff that we ought to be at, Governmental affairs, and politics even, © When Bolshevik anarchy has no place in Heaven. God won't do a thing until we rise in our might ; (The Huns never stopped till the Yanks made the fight) ; Put on your whole armor, meet wrong with a frown Use mind, blood and muscle and put it all down. There’s no time to be idle, anarchy’s shown her red flag; Let’s meet it head on—confound the old rag; Hit it square in the eye—then hit it again, Keep smashing it hard until you know it’s all in. There’s time enough then to hold a prayer meeting, And we'll tell God we're glad that we gave it the beating That we trusted in Him all the way through the fight And that that was what helped us to maintain the right, and prayer meetings for that J. Lee Potts. February 4, 1920 MICHIGAN TRADESMAN 25 HOO CTT EMCO Dishes | Give Class to Service @ The EMCO Dish gives distinction and prestige to the retailer using it. It puts the appearance of quality into every bit of food that it carries from Ht | his store to the home of his customer. HI @ Extend the use of EMCO Dishes to every food line—don’t limit this dish HH | to the few lines that bags and paper won’t hold. @ The retailer who delivers a pint of dry beans in an EMCO dish isn’t foolish. He is merely applying to beans the advantages of a container which | adds .class to everything it carries. The Housewife appreciates such ser- | | vice. She puts the EMCO dish right into ice box or pantry. | | \ @ EMCO Dishes come to the retailer in handy cartons of fifty dishes. | Scatter these cartons over your store. Make your food lines high classed | as well as high priced. Deliver everything in the handsome, strong, sani- | tary EMCO Dish. Ask your jobber for them. Escanaba Manufacturing Company Manufacturers Escenaba, Michigan EMCO Clothespins EMCO Toothpicks 26 Why One Clerk Lost Fifteen Differ- ent Jobs. Fifteen years ago I started out to “set the world afire” as a retail clerk. I am still at it, striking numerous matches, only to find that the wind blows out the majority of them. After fifteen years I feel as if | am a good clerk, but that is all. that | have a lot more to learn, and I suppose I will feel the when T punch the cld-time clock for the last itme. I lost not less than fifteen jobs be- fore | keep the from blowing out my matches. I know full well Same Way wind li all as | was managed to beginners are as cocksure when I first started out it will do them little good to read of my ex- However, to the ones—those per.ence. sensible realize of the world—I who they are entering upon one greatest businesses in the dedicate this in the hope it will help them over some of the hard places in the long road they must traverse on their way to the top of the business ladder. Incidentally, I never reached any- where near the top and the chances are I am about as high now as I can hope to get. However, I have no one to blame except myself. rung, I am telling here a few of the rea- sons why I am “number So-and-So instead of “Mr. So-and-So, merchandise manager,” or something in men’s furnishings” equally as important. I tell it in hopes it will help some be- ginner who probably is starting out now with the same impression I had fifteen years ago, when I left my lit- MICHIGAN TRADESMAN tle country home for the city, where my father had obtained me my first position. My first mistake perhaps was not [anit 1 came from the country where we were not altogether my fresh so particular about keeping up with Doubtless I should have noticed that the other clerks were neat at all times. However, I did not the styles. until I was called on the carpet one morning and dismissed, the reason being that I discredit However, I had not been spending all my money, so my next step was to go to the men’s store and get a complete outfit. I had little difficulty in obtaining another position, and things went fine while. I kept adding to my wardrobe, and was really the model for my department. One fine after- noon I had made a few purchases around the store and was attired as a fashion plate. In walked several prospective customers from the coun- try. One could almost see the hay Had I possessed real brains at that time I would have realized that only a short time ago I looked the rube even more than they did. Instead, I nudged one of the other clerks, made a few re- marks about the “hicks,” and we had a laugh about it. given to the Was a Store. tor a sticking from behind their ears. That laugh turned out to be a wail about an hour later, although, for the hay behind the ears of the coun- try customers did not prevent them hearing what I said. They not only refused to make any more purchases but declined to take the articles they had already selected, and they left the store. But they stopped at the manager's office on the way out. In about an hour's time I had been led to the cashier’s window, paid off, and was on the street looking for an- other position. Things were booming then and I managed to obtain a position in a arge store in a larger city and off I went, swelled up “to the guards.” “I’m going to show you people a thing or two,” I said to the old gang when I left. I blew into the big city feeling just that way and started work the fol- lowing morning in about the same frame of mind. Not only that, but I insisted upon telling the rest of the clerks that I was one oi the greatest retail salesmen in the world. Maybe | would gotten away with it had I kept it within the family cir- clerks, but I didn’t. And I might have known that I was being watched as all new clerks are. The spotter evidently figured it about time to call a halt when I insisted upon telling one of the store’s best cus- tomers that he knew absolutely noth- ing about the merchandise he had asked for, and that if he had any brains at all he would take what I suggested. What I did know, however, was that I was out of a job within five days after I landed in the .big city and I learned further that in the large city even a clerk’s reputation goes before him when he is applying have cles of February 4, 1920 for a position, for it was some months before I attached myself to another payroll. I was in a bad financial way, so fact, that I was probably over-zealous about my work at my new post, and in order to make sales I made a mistake that no department bad, in head will stand for more than once. I misrepresented merchandise to a wealthy thereby — selling him a large order, much more than he usually customer, For this sale I received the congratulations of the cepartment head on Monday and on Tuesday, I received my discharge papers because the goods came back with a note to the effect that this customer would seek his merchandise elsewhere in the future owing to the fact that the salesman had grossly misrepresented things. By that time I was beginning to heart and became impatient, with the result that I accepted any old job and wound up in a third-rate store, where I worked on a commis- This, I think, was the turning point. I found that I was not only making very little, but that I was driving customers away from the store. And, needless to say, the store manager also found that out. I became so anxious to make a sale that I would try to force the cus- tomer to buy. The ending was the same. I decided that I could not tame the big city and came back to my little home city a sadder but wiser man. I had been “striking matches” purchased. lose sion basis. INCREASE YOUR BISCUIT PROFITS Advantages of an IDEAL SUNSHINE BISCUIT DEPARTMENT Perfect Display—Clean—Neat—Attractive A Complete Stock with Smallest Investment It Creates Interest and Consumer’s Demand Ask the Sunshine Salesman—He Knows JoosE-WILEs Biscuir (OMPANY Bakers of Sunshine Biscuits CHICAGO =H fc. r ae RS \ ay f~ Siena Russa at 4 wise cee emer: AM February 4, 1920 for about eight years, and had no fire burning yet. I went back to my first post and confessed to the same old boss and was put back in my old de- partment. Strange to say, a man who was a clerk when I was there before was department manager. I remem- ber then that he had attempted to advise me earlier in life, and that I had refused to listen to reason. [ did not expect advancement there, and there I still am—a clerk. Doubt- less I am more valuable to my em- ployer now than I was before, but ! am afraid that he will think more than twice before he considers ad- vancing me, and I can not say that I blame him in the least. And all the while my match supply —commonly known as pep—is dwin- dling. But I’ve learned my lesson, and after fifteen years I am an or- dinary clerk. But the first hundred years are the hardest, and I may im- prove with age.—Retail Clerk in Pub- lic Ledger. ~~. — Run Away From Care Now and Th:n The average mother has not very much time that she can really call her own. There are often so many iittle frocks to care for and so many house- hold duties to think about that the hours seem to slip away in an end- less procession of duties, and yet oftentimes the work of the day never seems to be accomplished. No mother should let her children anq her home consume her entire time, for if she does she cannot pos- sibly do justice to either one. No matter how dear to her heart her children are, or how greatly she is in- terested in her home, she should look to it that at least some portion of every day is given over entirely to her own comfort or pleasure. Ay bit selfish it may seem, to her at least, but instead not only is she bringing some brightness into her own life, but she is making her home a happier place for her dear ones. For no one can go about an endless chain of duties, never resting the tired body or the harassed nerves, without losing some of that bright outlook on life which is more neces- sary to the comfort of the home circle than to anything else in the world. If you cannot find time to dress and go out every day, you can at least find thd time to read a story ,or your favorite magazine. It is true that when you do this, Mary’s little frock may be waiting to be tucked, or father’s socks may be in need of darning. But it is not at all necessary to put a dozen tucks in even the prettiest frock; a few would be far more sens- ible and iust as pretty, and it is more than likely that if you spoke to your husband about it he would much rather give you the money to buy some new socks than to wear the much darned hose. But whether the head of the family and the pet of the house are satisfied or not, the mother who is overwork- eq should insist upon having some time to herself. Many a woman does countless things for her dear ones which left undone would not matter one whit, MICHIGAN TRADESMAN and a number of which, perhaps, are really encouraging her children, and frequently her husband, to lead un- intentionally selfish lives. One of the most important aids to health and happiness without which no life is really worth living, is to get away from the world every now and then and to -have time for one’s own thoughts and desires. This time may be employed in many different ways. It all depends on the “individ- ual’s tastes. One man, for instance, used to get up very early in the morn- ing and take long horseback rides in the park, because he said that only in this way, by getting away from his kind and close to nature, could he get in accord with himself and work out his business problems. To get off to one’s self now and then is far more essential to the hap- piness and contentment of women than of men. Men do not begin to have the same fretting cares that wo- men have. Their lives are adjusted in an entirely different way . If a man’s business is of any scope at all he has assistance in running it His stenographer not only takes his dictation and writes his letters, but it frequently happens that she looks over the mail and answers the letters from a few appended notes. The office boy runs his errands and the bookkeeper takes care of the accounts. The average woman does much of her work herself. If she keeps a maid she has to superintend her kit- chen and dining room, and in all prob- ability she does the sewing for the children, to make up for her extrav- agance in keeping a maid, at this time when every one should econ- omize. It is a poor plan to economize by taking it out of the housemother. In order to do any effective work every mother must have some mental and spiritual growth, and to attain to these she must go out some and mingle with her friends, she must read some and, most of all, she must rest some. Slip off to your room and_ lock your door every day for a few min- utes. Breathe deeply and then lie down for a few moments. While you are lying there do not worry and wonder if the butcher will bring the meat in time or if John re- membered to take his overcoat, be- cause it was likely to turn cool at nicht, or if Mary has learned her grammar lesson. Let go of all your cares, and then. if you are sensible, after you have rested, and if you can possibly find time, you will run away from all your household cares and make that visit you have been intending to make, or read that new book that your friend told you about. —_2+22__——_ If you are not a trade paper reader and your competitor is, it is your com- petitor who will profit by other men’s ideas and methods, and he will profit at your expense. —_+2>———_ Don’t let your business get so much the better of you that it worries you and keeps you anxious. Instead of letting business drive you, drive your business. INE O TAG: V ATU: VERY: VAM CORE ORV ester Ws ~ A Table Syrup of the Finest Quality For use on grid- dle cakes, wafHles, bread, etc., and for home cooking where high-grade syrup is needed. ahs TE Oistaeurec et Te Frakln Sugar Refining Coo In Four Sizes No. 145, No. 2, No. 5 and No. 10 The Franklin Sugar Refining Company PHILADELPHIA ‘A Franklin Cane Sugar for every use”’ WADE PROM SUGAR CANE Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup 27 MICHIGAN TRADESMAN February 4, 1920 ae a = = S>= == G ae = = = = — - - = = = q - = < V : = AN t < G = S Va _ — ag ‘ r _ = oe ~~“ _ = Saal esa i; OD Michigan Retail Hardware Association. President—Geo. W. Lecdle, Marshall. Vice-President—J. H. Lee, Muskegon. aoeiney Arthur J. Scott, Marine ty. Treasurer—W illiam Moore, Detroit. ee ee ee Minor Items That Hurt or Help Business. Written for the Tradesman. Going down the street the othe; day I noticed a peculiar incident. A young clerk was standing in a store entrance—or rather, lolling, with hands in pockets. A young ladv came past. Just then the clerk spat clear across the sidewalk, almost past the lady’s face. Then he turned and went in. Of course he didn’t see the lady coming. He was staring the other way when that impulse to spit got the better of his sense of propriety. “Only a little thing’—but I doubt if that lady will ever buy anything in that store. And it was a nice-look- ing store, too. It is just such little incidents that quite often “get the goat” of the customer; and it is inattention to petty details that quite often drives people away from certain. stores. Nothing is petty from the viewpoint of a really big man, who has learned by experience from what petty causes great things are apt to arise. If the hardware dealer has not al- ready done so, it is not too late to make a New Years’ resolution to give some attention to the little things that make or mar business. The hardware clerk who wants to rise in the world might very well do the same. Personal habits are a more impor- tant matter than most salespeople think. Often something about a salesman will so irritate a customer that, with perfectly satisfactory goods, he is unable to effect a sale. I am more than normally equable and easy to sell, yet even I have run up against salespeople who have aroused an- tagonisms that very nearly lost them sales, even when the goods were just what I wanted. I know from what other people have told me of their experiences in all sorts of stores, that the same thing holds true with them. Now, the best virtues of the good salesman are, not negative, but posi- tive. That means, it is better to have a pleasant smile, a winning man- ner and a thorough knowledge of the goods than not to wear a dirty _ collar, or manicure your nails while talking to a customer, or speak with a lisp. What you are counts for more than what you refrain from do- ing. Perhaps this is because every customer expects the salesman who waits on him to wear clean linen and do his manicuring at home and speak like a full-grown man, and the failure to do these things is more noticeable than the fact that 90 per cent. of wideawake hardware clerk; do them. But attention to these minor details and the correction of petty, irritating habits count for a great deal in making the young sa'es- man just what he ought to be. There are other points requiring attention about the store—petty things, yet they count. Instancing a few of the petty things that irritate customers may waken merchants and salespeople to other defects in them- selves or their methods that are los- ing them business every day without their knowing it. Take the door hinge that refuses to work. Most stores nowodays are equipped with a special type of hinge which shuts the door without the customer’s assistance. Sometimes these hinges get out of order. I knew One store where in the course of 4 morning scores of customers. accus- tomed to the smooth working of the automatic hinge, were needlessly ir- ritated by a hinge that forced the door half-shut and left it standing that way. That sort of thing went on for weeks before the defect was attended to. It had to be attended to eventually—why not the first day and the first hour it became apparent? The same thing applies to the door latch that refuses to open, and the door where the defective hinge calls upon the customer to exert main strength in order to effect an entrance. A hardware store shouldn’t have troubles of this sort: but I have known even hardware stores that had these troubles, and allowed them to run on for days. A defective door hinge is a petty item—so is neglect to put it in good condition immed- iately. Go into the stove department in the average hardware store. You'll find on top of one of the flat-topped ranges a collection of sundries. May- be a duster, maybe a counter-check book, perhaps some old wrappinz Paper or a brush. In fact, there is a normal tendency to use the stove de- partment as a sort of catch-all for odds and ends of stock and equip- ment that the salespeople are too unsystematic to put right back in place. All this militates against the suc- cess of the stove department, and hampers the sale of Stoves; since a stove cumbered up with a lot of junk usually makes an unfavorable impres- sion, Before leaving the stove depart- Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Brown & Sehler Co. ‘‘Home of Sunbeam Goods”’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Saddlery Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blan et-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN TOLEDO SCALES Honest weight. No springs For the Gro- cer, Butcher and Manufacturer. We have a few used scales at bargain prices. Comput- ing scales of all kinds repaired and adjusted. W. J. KLING, 843 Sigsbee St. Grand Rapids, Mich NG " Ask about our way BARLOW BROS. Grand Rapids, Mich Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich, Toilet and Bath Woolens and Fine Fabrics 157-159 Monroe Ave. _ :: Foster, Stevens & Co. Wholesale Hardware wt Grand Rapids, Mich. 151 to 161 Louis N. W. ~ fe February 4, 1920 ment, it might be well to see if the stoves on exhibition are all dusted regularly and kept clean and in spick and span condition. Appearance; count for a lot in stove selling. This is not so vital a matter now as it wil: be later on; but now is the time, when business is normally slack, to get in- to the habit of attending properly to these details. Care of the stock is a more im- portant item than most people seem to think. The plate glass in your silent salesmen and other display fix- tures should be kept clean and bright. See, too, that the stock inside is prop- erly arranged. Particularly is jt im- portant to keep metallic articles free from dust and rust. Here, preven- tion is a great deal more effective than cure. Take the matter of price cards. One hardware dealer I know features a 10-15-25 cent bargain counter—it used to ‘be 5-10-15 cent. He has price tickets on each compartment, to those in the “15-cent stores.’ One day a 25c card toppled into a com- partment devoted to a 10 cent article. For nearly a week people came, pass- ed that table, saw the article and the price card, reflected probably “Why, I can get that cheaper somewhere else’~-and am article the sales of which norma'ly ran into a good many dollars a week was for the same time being a dead issue. At last the prc- prietor noticed the displayed card put it back where it belonged, and started the stuff moving again. That was just a little item—but it ran into money. similar Cards often become misplaced in window displays, particularly when goods are removed from the windows to show to customers. It is a good thing to keep an eve open for mis- takes of this sort so that they can he rectified at once. This is a good time of year to learn to look at your store from the cus- tomer’s viewpoint. You will find de- fects you have not suspected; and you are quite likely to discover strong points you have never appreciated or thought it worth while to play up. The occasion is, indeed, a sort of psychological stock-taking, running concurrently with the physical stock- taking you are conducting. So take stock of your defects, and those of your salespeople, and those of your store arrangements, in order to eradicate them for good and all. It cannot be too strongly empha sized that these so-called “petty things” quite often influence busi- ness to an extent out of all propor- tion to their jntrinsic importance. The difficulty of the average individual is that he has become so habituated to these minor defects in his meth- ods and arrangements that he never noticed them. But the customer who sees them for the first time is shock- ed and quite often antagonized, when there is no real need for the merchant or the salespeople or the store to create any such antagonism. Take a few minutes whenever you have opportunity and check up on the little things that hurt or help busi- ness. Victor Lauriston. MICHIGAN TRADESMAN Seediings From Garden of a Brainy Man. Don’t look for appreciation or grat- itude. When you find either, be thankful and iet it go at that. Why worry about a man’s social success? It probably - serves him right. Never envy the man who has lived on his wife's money. He probably earned it. Always speak kindly to a clergy- man. He may be sympathizing with you for troubles of which you know nothing. Much sympathy has been wasted on people who “pay the price.” Mayhe it was worth it. When a man shouts too much about his “rights,” folks are inclined te think that he’s in wrong. For hidebound dogmatism, go to a “liberal.” The man who works for one firm for 30 years has been a dead one for 20 of it. If Darwin was right, we better all keep still about it. Always respect a Daughter of the Revo. ution. Remember that if “the masses” didn’t do our fighting for us, we'd have to go ourselves. Druggists having Latin guage.” One advantage of living in a re. public is that a man has a right to cuss the government that he helped to make. The “machine” in politics is the bunch that turned the rascals out yesterday. The more vou rely upon ancestry, the less posterity is liable to. When a woman “steps aside,” man is always to blame: sometimes five or six, Don’t be flattered by your wife's admiration. She may not have had time.to look around. Many a man doubts a woman’s judgment from the day she agrees t> marry him. The man that thinks he’s the head of the house isn’t home much. When you get fussy about the ways and physicians called a resent “dead fan- some 29 of women, think how you'd like them with whiskers and a_ delicatessen breath. Never cuss before your stencgra- pher. It may make the office so homelike that she will want to call you by your first name. The good old days of “chivalry” are past and men are now measure t by ampheres instead of quarts. Nothing can equal the withering contempt of a cad for those he knows understand him. The remittance man never forgets the social wall between himself and those who earn their own living. Troubles are given us so that we may have something with which to compare our joys. George A. Murphy. ——_2-2_____ We have but one life to live. We cannot make too much of it. The great danger is that we will fall short of what we might attain. But if we are careful to maintain our standards, they will help us to achieve commend- able success. is revealed? Cleanliness? Neatness and Order? kerosene and gasoline, insures safety. Note cleanliness and orderly arrangement of store. Tanks in basement or underground Bowser tanks are safe, Signify your interest by asking for literature. S. F. BOWSER & CO., Inc. FORT WAYNE: IND. Toronto Office and Factory 66-68 Frazer Ave. Profit in Cleanliness If, by chance, a customer looks into your oil room, what Or is the look within merely depressing and disgusting? installed in your store for the storage and distributing of oils, assures your customer the cleanliness and orderly arrangement of your Oil Department are character- istics of your entire establishment Bowser pumps are accurate, clean and economical. clean and neat. that means Satisfaction and Profit. A combination 30 MICHIGAN TRADESMAN February 4, 1920 Why Hardware Dealer Should Make More Money. As to the growing feeling that the Retail Hardware Man should secure a better profit, in view of the money, industry and brains invested, and that the remedy is in his own hands, would say that in my mingling among the retail hardware trade, and it has been quite considerable, I have endeavored to be somewhat observing, and among some of the impresssions gained is One bearing on this question. I have concluded that there are three kinds of merchants: 1. One who gets an altogether too high a price for his merchandise. 2. One who gets a very fair and altogether reasonable price for his merchandise. 3. One who gets an insane or al- together too low a price for his mer- chandise. Those in the second classification, I am thoroughly convinced, are much in the minority. Those of the third class come next, and the first class last. The merchant who gets too much for his merchandise is danger- ous to himself only, in that he dwarfs his growth and eventually puts him- self out of business. The merchant who gets too little for his merchan- dise is a menace, not only to himself, but to his fellow merchants and the people from whom he purchases, and is sooner or later relegated to the ranks of the hasbeens. The merchant who gets a fair and reasonable price is the successful merchant and the one worth while; one, who as a rule, is a credit to him- self and community. The failure of a merchant in not getting enough profit for his goods I would attribute principally to ignorance, lack of back- bone, jealousy, greed, and poor busi- ness qualifications generally. The merchant who gets as near as possible to the right margin of profit you will always find is a sober, keen, shrewd, well-balanced man, a thinker, a broad-minded man affiliated with a hardware organization. “Any man can cut prices, but it takes a brainy man to hit upon the proper level of prices.” These last two years or so have been extremely unusual, and the brainy, industrious man; the man with the stiff spinal column, has made good money by simply keeping posted and having the nerve to ask for price, and there is no gainsaying the fact that it has required nerve to ask some of the prices we were justly entitled to. But from what I can gather, there have been more who have not been so brainy, industrious and nervy, who have suffered very severely in a finan- cial way during this period of the last two years, and chiefly for two reas- ons: First, in not keeping posted on advances. Secondly, in not taking full advantage of the advances on the merchandise he has had on hand, pur- chased at the old prevailing market price, after he has been apprised of the advances having taken place. Another good bet often overlooked and one that quite frequently can be taken advantage of, is for instance, where a merchant by shrewd manipu- lation, and honorably and honestly buys articles at an unusually close price, somewhat under the regular market price, he does not always take advantage of same, and figure his per- cent. profit on the regular market price, which he is justly entitled to, but rather figures same on the low purchase price. Those of us who have read the Good Old Book, will recall a passage somewhat like this: “What does it profit a man if he gain the whole world and lose his own soul, or what shall he give in exchange for his soul?” So it is with the merchant, what does it profit him if, by his sagacity he is enabled to drive good bargains in purchasing, if he does not take advantage of them, but. very in- discreetly gives this away to his cus- tomers? There are a great many brainy, in- dustrious and moneyed men among the retail hardware men of this coun- try, but I will stake my all that they are greatly in the minority. Two of the greatest mediums. for the education of the retail merchant of to-day is the retail organizations and the trade publications. H. B. McGrath. _—oo ono A Word to the Wise. Don’t do this and refrain from that; have no place in modern salesmanship, nor do the rules of the game a series of regulations for the simple reason no fixed set of rules can be made flexible enough to cover the complete range of salesmanship no two formulate the same line of sales explanation, likewise, no two prospects will ask the same question. Don’t take it for granted you cannot sell your man from the looks of the outside of his store. Go in and inter- view your prospect, then form your opinions. Don’t skip a call no matter how great the provocation. It is the calls you pass by as worthless which as a rule produce. Always make it a fixed rule to greet your prospect cordially, even if each time you call the visit is non-productive. Some day the good-will you assemble will serve you in good stead. Also you cannot afford to be impolite even if your prospect is. Don’t waste time talking to any other person than the one you have business with, as many have an aversion to men talking to the rank and file—some even go so far as to post notices to this effect. Each day start to make your call early and in good time to catch your prospect in a buying mood. If a business man has certain hours for interviewing make your time fit his. Never argue with a prospect, no mat- ter if you are in the right, as arguing will not help to make your position se- cure and the truth will prevail in the end. Always leave your prospect with a cheery good-bye, even if your visit has been unproductive. Next time you may have better luck. Do not fail to thank your prospect if you “close” or not, as these two words have a very important meaning in the business world to-day. Watch your personal appearance, as a clean shaven face, spotless linen and well blacked shoes go a long way to- ward creating a favorable impression —your main personal asset. Always have your papers and price lists in good order and in such shape you can display same quickly and in an intelligent manner. Never deem it too much trouble to show your wares, even if you know no sale is possible. Next time you may be more fortunate. Never give the prospect the impres- sion you are in a hurry, as you must forget time when another person is will- ing to give you theirs. Make your prospect feel the small sale is just as important to you as a huge one, as small ones grow if prop- erly nourished. Do not assume too familiar an air with your prospect, if same will not be resented. Some people do not welcome familiarity and resent the overstepping of the bonds of reserve. Keep good hours as you shall be fresh and ready for business next day. Many a sale has been lost by a sleepy man, besides you need plenty of sleep to keep your energy at the highest point of effic- iency. Do not air your views too forcibly at any stage of the game, also abstain from talking scandal, politics or religion. Your object is to sell goods, not hold any arguments. Abstain from giving the impression you know it all. Let the prospect do the talking and you inject your knowl- edge, but don’t try to force it. Many a man has made himself a bore by so doing, and the prospect avoids the bore whenever possible. Cultivate a pleasing voice. Use good plain English; eliminate slang and high- sounding words, likewise the spicy story and profane language. It goes with some, but not with the majority. Don’t knock another man’s line is a reflection on a buyer to have you ques-- tion his judgment. “Again every knock 1s a boost,’ and you will make more friends by saying nothing than to ridi- cule and knock, B. J. May. ——__+2- > Money. If you save all you earn, you're a miser. If you spend all you earn, you're a fool. If you lose it, you’re out. If you find it, you're in. If you owe it, they’re always after you. If you lend it, you're always after them. It’s the cause of evil. It’s the cause of good. It’s the cause of happiness. It’s the cause of sorrow. If the Government makes it, it’s all right. If you make it, it’s all wrong. As a rule it’s hard to get. But it’s pretty soft when you get it. ’ It talks! To some it says, “I’ve come to stay.” To others it whispers, “Good-bye.” Some people get it at a bank. Others go to jail for it. The mint makes it first. It’s up to you to make it last. Chicago USE RED CROWN GASOLINE It starts easily even in the ‘coldest weather. And it will deliver all the power your engine was de- signed to develop. For sale everywhere. STANDARD OIL COMPANY (INDIANA) Illinois a # € ” Ge ~ a oF - ” he a ma Ie: et 7 eae aie | February 4, 1920 MICHIGAN TRADESMAN 31 MiIcHIGAN HARDWARE COMPANY EXCLUSIVELY WHOLESALE GRAND RAPIDS, MICH. To the Trade: We believe the 1920 Michigan Retail Hardware Dealers' Convention, to be held in Grand Rapids, February 10, 11, 12 and 13, will be the best meeting held in several years and we trust that you are going to be with us on that occasion. All hardware dealers look forward to this annual meeting, owing to the educational features which the meeting develops. Many good ideas can be gathered which can be taken home and adopted in the hardware dealer's store. We extend you an invitation to visit us while in our city. Our booth spaces at the exhibition hall will be. #59 and #67 and our office and warehouse is located at the corner of Ellsworth avenue and Oakes street, within walking distance of the Pantlind Hotel. We will have on exhibition at our booths, as well as at our office, an attractive Enameled Ware Assortment in Blue and also one in Gray, as described in the circular herewith enclosed. Enameled Ware is scarce and hard to get and we want you to be sure to take advantage of your opportunity to obtain one of these assortments while here. We have again arranged with your Secretary to present the Association one of these Assortments, which will be given to some hardware dealer.' We also have a handsome souvenir which we will distribute at both our office and booth to the hardware dealers. Trusting that we will see you, we are, Yours very truly, MICHIGAN HARDWARE COMPANY. H. W. Spindler, Pres. 32 Salesmen Can Improve Methods And Increase Earnings. Written for the Tradesman. The modern salesman is finding it a little bit more difficult to increase his income than the average union laborer. This is because many stores are now basing salaries on net re- turns. Some stores sell on a 4 per cent. basis, some as high as 8 per cent., while many pay only two per cent. Regardless of the commission, the salesman must sell more merchandise if he is to increase his income, and the only way that he can make these increases is carefully to study the four general divisions which thou- sands of other salespeople have studied in the last ten years. They are: 1. Appearance. 2. Language. 3. General intelligence. As to appearance, almost every large department store now has a standard for their saleswomen. Why they have never studied the appear- ance of their salesmen is something I have never understood. In the clothing and shoe fields a great deal of progress has been made in the general appearance of the salesman. I have always believed that these things should be carefully considered by a salesman—first, his haircut, then the collar, shirt, clothing, shoes, and the appearance of his face and hands. Out of a group of a hundred sales- men, you will seldom find more than ten men who are well groomed and who have a clean appearance. A sales conference in New York at one time analyzed more than 100 men, having other men pass on the men examined. Eight men had hair cuts that passed; twenty had collars that were the right size and right style; ten had neckties that harmon- ized with their shirts; fifteen had shirts that fitted and were of the right sleeve length; twelve had suits that fitted and were pressed and clean; while only eighteen had shoes that fitted with heels that were not run down. It is a hard matter to criticize a salesman’s appearance, but if the salesmen and saleswomen are not carefully groomed, absolutely clean from head to foot and trim in appear- ance, they lose greatly as the custom- er approaches them. Any salesman can dress better for the same amount of money. The trouble with most salesmen is that they compromise and buy cheap things. They do not study colors and almost invariably, they are too flashy. If their appearance is right, custom- ers sense it very quickly and the customer unconsciously buys more readily. Now, as to language, there are more than 600,000 words in the English language, but the average salesman uses less than 5,000 in his daily selling. There are four simple ways of im- proving his English. First, study grammar, using a simple book entitled Business English for Evening Schools published by the American Book Company by MICHIGAN TRADESMAN William E. Chancellor. I selected this book out of 700 grammars. I had a school teacher spend seven months checking up every grammar published and found this one to be the best. The book can be digested in four to six weeks and will give any sales person an entirely new idea of business English. Another method of improving your language is to read books rich in de- scriptive matter, such as those which Dickens wrote. Dickens was an ar- tist in describing things. Of course, the stories are good in themselves, but the idea is to learn how to de- scribe things accurately and create mental pictures for the customer Another way to improve your Eng- lish is to write continuously. Sit down every night and write two or three advertisements on the merchandise you are selling. Show them te your wife or to your associates in business and get them to criticize them. Writ- ing six advertisements a week of 100 werds each means that you have writ- ten 600 words each week, and if vou continue it every week for a year you will write 3,000 words in a year. This would show how meager is yorr vocabulary. Another method is to cultivate the acquaintance of lawyers, preachers and men with college educations. Spending a half hour or so with such people will show you the importance of clean, pure, business English. These people were compelled to study e2ood English. They had to go through college to get their degrees. They essociate with people who talk pure English. If a salesman’s appearance is 100 per cent. and his language is accurate, clean and free from slang, he has an advantage over the other salesmen, wh» are careless about their appear- rich coconut milk that’s the secret Mother Nature made no secret of the fact that she put Baker's Dry-Shred Coconut—the old- fashioned sugar- cured kind is also sold—in piper cartons. ance and pay no attention to their vocabularies. By general intelligence is meant that the salesman must study imei- chandise. Salesmen selling men’s underwear would never attempt to sell a man from ten to twenty suits at the be- ginning of the season. Yet there are thousands of men who don a clean suit every morning. A salesman who uses two suits during the week cant understand how anyone could be so extravagant. You have got to live the iives of other people mentally if you are going to sell them large quan- tities of merchandise. Women think nothing of buying three or four hats or as many as a dozen during 2 season, while many men never think of buying more than two hats during the year; straw for the summer and soft or stiff for the winter, If you get out of your own environ- ment and improve your general edu- cation regarding people you will find that there are hundreds of reasons why a man should buy four hats a year instead of two. You will find the importance of selling women a full case of canned tomatoes instead of two cans. One of the reasons why a salesman in the average store is so far behind in his selling educational work is he- cause schools have never been estab- lished for him. Manufacturers pay little attention to him, while the aver- age employer is always afraid he is going to ask for more money. In the more progressive stores, the employer is glad to encourage his sales people to expect more, based cn their actual sales. I know one store in Chicago which used to pay as an average of $30 milk into the coconut shell. to retain indefinitel picked nut! THAT is why Baker's Fresh Grated Coconut—the canned- in-its-own-milk coconut—is the choice of discriminating ousewives everywhere. THE FRANKLIN BAKER COMPANY But it was left for Baker to discover that the natural coco- nut milk when CANNED with the meat made it possible y the fine rich flavor of the freshly Philadelphia, Pa. February 4, 1920 which is now paying an average of $70 on a 3% per cent. basis. There are hundreds of books now published and many courses in sales- manship which are designed particu- larly for the retail salesman. The salesman of the next genera- tion is going to lift himself entirely out of the groove of present day salesmanship and I think he will do it largely by studying his own appear- ance, his own language and his gen- eral intelligence. Improvement must and will come through his own ef- forts. Frank E. Fehlman. Nothing For the Murphys. A freckle-faced girl stopped at the postoffice and yelled out: “Anything for the Murphys?” “No, there is not.” “Anything for Jane Murphy?” “Nothing.” “Anything for Ann “No” “Anything for Tom Murphy?” “No,” “Anything for Bob "NO, not a bit” “Anything for Terry Murphy?” “No, nor for Pat Murphy, nor Den- nis Murphy, nor Pete Murphy, nor Paul Murphy, nor for any Murphy— dead, living, unborn, native or for- eign, civilized or uncivilized, savage or barbarous, male or female, black or white, franchised or disfranchised. naturalized or otherwise. No, there is positively nothing for any of the Murphys, either individually, jointly, severally, now and forever, one and inseparable. Murphy?” Murphy?” The girl looked at the postmaster in astonishment and said: “Please to look if there is anything for Clarence Murphy?” 4 & ° a « & ~ 4, 0 ~ -% e -& "he -~ & February 4, 1920 MICHIGAN TRADESMAN 33 ae IS Pl - GARMENT | U.S. PATENT OFFICE BIN iii Garment’ 09 | 08 They Catch Mother’s Eye Outerall one piece play suits have many original selling features. Our 1920 line is now ready. Variety of style in both khakis and indigoes. Sizes 2 to 16 years. Send to our nearest branch office for folder showing complete line. MICHIGAN MOTOR GARMENT CO. Greenville, Michigan—3 Factories BRANCH OFFICES: 405 Lexington Ave., New York; 615 Locust St., Des Moines, la.; 1016 Medinah Bldg Chicago, \il.; 222 Marion Building, Cleveland, Ohio; 147 Dwight St., Springfield, Mass.; 45 N. Third St., Philadelphia; 3425 Ashtand Ave., Indianapolis, Ind.; Mayer: Bldg., Milwaukee, Wis €The longest cewearing “Play Suit on the Market_ 34 MICHIGAN TRADESMAN February 4, 1920 The Lansing Conference—Hammond Takes on New Duties. Lansing, Jan. 29—The conference of the officers and other members of the State mercantile associations held yesterday with Attorney Gen- eral Alexander J. Groesbeck, was a very satistactory and profitable af- fair. The Michigan Retail Dry Goods Association was represented by D. M. Christian, Owosso; J. W.. Knapp, Lansing; H. G. Wesenor, Saginaw: fF. N. Arbaugh, Lansing: Wm. Bro- gan, Lansing; F. E. Mills, Lansing: Db. W. Rebinson, Alma: J. N. Trem- pen, Grand Rapids; George T. Bul- len, Albion; John C. Toeller, Battle (reek; Fred Cutler, lonia: W. S. Ba;- rett, Williamston; J. H. Buswell; Kal- amazoo; Jj. [. Miulliken, Traverse City; ©. ©. Sprowl, Lansing. The Michigan Retail Shoe Dealers Association was represented by J. E. Wilson, Detroit; G. S. Davis, Lan- sing; ©. |. Page, Lansing: [. J. Jack son, Detroit; A. V. Friedrich, Trav- erse City; Harry Woodworth, Lan- sing. The Michigan Retail Hardware Dealers Association was represented by Geo. W. Leedle, Marshall; F. E. Strong, Battle Creek; C. L. Glasgow, Nashville; A. T. VanderVoort, Lan- sing; A. J. Scott, Marine City; r,t. Willison, Climax; J. C. Ross, Kala- mazoo. The Michigan Retail Clothiers As- sociation was represented by A. F. Traxer, Detroit; G. 5S. Youngman, Lansing; H. L. Brown, Jr., Lansing; Horace Beecher, Grand _ Rapids; ‘rank Hamilton, Traverse City. The Michigan Retail Grocers and General Merchants Association was represented by E. H. Jones, Cass City; W. C. Gunnison, St. Johns: Chas. Millman, Port Huron; J. M. Bothwell, Cadillac; Chas. Lanster, Tonia; E. VanBuren, Lansing. The Michigan Retail Pharmaceuti- cal Association was represented by C. E. Wilkinson, Lansing; and J. A. Skinner, Cedar Springs. The Lan- sing Chamber of Commerce was rep- resented by Charles H. Davis and the Grand Rapids Association of Com- merce by Lee H. Bierce. There was also present Alton J. Hager, of the Hager Lumber Co., of Lansing, John F. Gaylor, of the Michigan State Tele- phone Co., of Lansing, and Charles E. Ebersol of the Lansing Business University, and other Lansing citi- zens whose names were not enrolled. J. W. Knapp, of Lansing, was called to the chair and made a very cap- able and satisfactory presiding off- cer. A complete report of the pro- ceedings was taken by Rudolph Loomis, Circuit Court stenographer of Ingham County Court, and we will be ready in a day or two to give to our members a condensed report of the discussions. The Attorney General, Mr. Groes- beck, and his assistant, Colonel S. D. Pepper, gave the conference practic- ally the entire time of the day. So far as could be observed, it was the unanimous opinion of all: the mer- chants present that Mr. Groesbeck’s position was eminently fair and his counsel and advice on matters per- taining to the high cost of living, and the questions that arise therefrom, was of very great interest and bene- ht. His attitude was kindly and digni- fied and the meeting resulted in a very satisfactory understanding on the part of those present. Mr. Groesbeck was given a rising vote of thanks and a rousing hand-clapping tor his part on the program. A few days ago a proposition came to me from the President of the Grand Rapids Merchants Mutual Fire Insurance Co. to the effect that that company desires my services as Man- ager. The acceptance of this propo- sition does not require me to sever my connection in any way with the Michigan Retail Dry Goods Associa- tion, nor is it expected that any of the activities of the Association shall be relaxed to a very considerable ex- tent. The proposition was presented to Mr. Christian, the President of our Association, and at his suggestion a joint committee of the dry goods as- sociation and the insurance company was designated by President D. M. Christian and President J. N. Trom- pen, respectively, to arrange the terms and conditions under. which the proposition could be accepted. Mr. Christian appointed Vice-Presi- dents W. ©. Jones and George T. Bullen and Secretary J. W. Knapp. President Trompen designated F. E. Mills and J. B. Sperry to act with himself on behalf of the insurance company. This committee held its meeting yesterday and made an ar- rangement whereby | will divide my time between the Dry Goods As- sociation and the insurance com- pany, giving to the insurance com- pany about one-third of my time. By this method my traveling ex- penses can be divided in about the same proportion and, when traveling in soliciting new members, much of the time now given to waiting for trains can be given to the matter of securing business for the insurance company. As most of our members are aware, the office of the insurance The return of the telephone properties “o company is located in Grand Rapids in general charge of John DeHoog, Secretary and Treasurer, under the advice and general direction of J. N. Trompen, President. It should be borne in mind, however, that the ac- tion of this joint committee is sub- ject to ratification by the Board of Directors of both organizations and, so far as can be foreseen at the pres- ent time, this action will be taken at the first time the Board of Directors hold their meeting. In the meantime, members of our Association, desiring to place insur- ance, will find it to their advantage to communicate directly with the Grand Rapids Merchants Mutual Fire Insurance Co., Grand Rapids, address- ing communications to the Secretary- Treasurer, John DeHoog. In my travels last week I located a dry goods store in a little town of about 1,300 inhabitants that is for sale or to be exchanged for farm or residence property. The present proprietor has been located there only a few months. He has a good, up-to-date store, but he is not en- tirely satisfied with this line of busi- ness. If any of our members know of a person who desires to embark in a business venture, this will afford a good opportunity. Information re- Earning Power garding the proposition will be fur- nished on request at this office. Jason E. Hammond. Secretary, Michigan Retail Dry Goods Association. _—_—_——2.-| os Appropriate. As the man and the maid strolled through the picture gallery the wo- man stopped before one exhibit. “Oh, how sweet.” she breathed. “T wonder what it means?” ques- tioned the young fellow, as he eyed the pictured pair who clung together in an attitude of love and longing. “Oh, Charlie, don’t you see?” the girl chided tenderly. “He has just asked her to marry him and she has consented. It’s lovely! What the artist call the picture?” The young man leaned nearer and eved a little label on the frame. “I see!” he cried. “It’s printed on this card here—‘Sold!’ ” ——+-->____ It is not the size of your stock that makes it possible to clean up a good profit. It is the rapidity of the turn- over. does their owners means that they must be financed, in the future as in the past, by private capital. To make this possible the Telephone Company must be able to show an ear will produce revenue sufficient: ning power that To provide modern equipment; To maintain the property in perfect condition; To pay fair wages to experienced and skilful employes; To provide reserves to replace worn out property; To pay the heavily increased taxes; To pay bond interest and a fair dividend to stockholders. The earning power rests on the rate schedule. If costs increase, crease. If, late will be lowered also, MICHIGAN STATE TELEPHONE COMPANY rates must correspondingly in- r on, costs are lowered, the rates i a walt ‘Pies 4 3 a e 7 ugly ‘ - » » e a = = = 5 ’ wv ae -« ‘ February 4, 1920 MICHIGAN TRADESMAN 35 \ \ «- \ 4 ARBUS APPAREL THEO PA teed Te TU) 4 L The owner of this general store makes as 7 much profit from his Arbus Apparel as 2 from all the rest of his business. | Get the Profits of a Garment Department ---- Without Expense, Investment or Room : HE Arbus plan adds to your business the profits of a complete Garment Department. You will attract lots of new trade of the \ best type by rendering your customers a real service. 5 If you already have a Garment Department, our plan adds a complete line of scores of handsome coats, suits, dresses, skirts and. -”@ waists to your stock without additional investment. : The Arbus plan is simple._ It involves no investment; costs you nothing. Carrying no stock, you will not have any “left-over” : ¢ merchandise at the end of a season. ae The plan is simply this: Sell Arbus Apparel from our catalog, Fifth Avenue Styles at Direct Prices RBUS garments are styled exactly like the fatest Fifth Avenue Fashions—the leading designs that have won the approval of New York’s Fashion authorities. They are made by wus, in our own shops. Every efficiency short- cut is used that does not sacrifice good workmanship. Arbus facilities and efficiency enable us to offer these garments at prices that permit a handsome profit to you. Because of their style and excellent workmanship, Arbus gar- ments are easy to sell. Merely put our catalog conspicuously HOUSANDS of wide-awake retailers throughout the coun- try have been selling Arbus Apparel by this plan for years. A great many of them have expressed their satisfaction in letters to us. In the fifteen years we have been in business, we have earned a high reputation by our fair dealing and the quality of our mer- chandise. Our customers know that we never send anything except what is ordered, we never substitute lower-quality or higher-priced merchandise on the plea that the numbers you ordered are not available. * : fs You, too, will become an Arbus enthusiast once you've investi- on your counter and display the handsome poster we send you. gated. Just clip and mail the coupon which brings you the Arbus - €. The number of inquiries you'll receive will be an agreeable sur- catalog. That’s all! Then you're ready for business. But send —— ’ ' t prise. I. Arbus & Sons 158-164 West 27th St. Dept. 28 New York City it in NOW! I. Arbus & Sons, 158-164 West 27th St., Dept. 28, New York City. of the Arbus plan. Please send us the 1920 Arbus Spring catalog, and details UNG CUG UNGGEGSG SN Te yy ‘+))) WS EGGS 45D PROVISIONS yyy «t( eeeeg = ie, 2, xy (ies AWA ue a zt 7 ra to | ‘SAEs (Kear “S~ald omen, s—S Ad Ws 4 [BS Michigan Poultry, Butter and Egg Asso- Ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson. Detroit; H. L. Williams, Howell; C. J. Chandler, Detroit. Packing Precautions for Shippers. That poultry shippers may avoid Poultry heavy losses from spoilage by proper methods of preparing and shipping their birds to market, the specialists of the Bureau of Chemistry, United States Department of Agriculture. who have developed improved meth- ods tor bleeding, killing, chilling, storing, and packing poultry, are pointing out. While it is important at all times to observe proper precautions for preparing poultry for the market. it is of special importance to do so for the holiday markets because of the possibility of a combination of Warm weather and a glut in the mar- ket causing heavy losses. If correct methods are followed, poultry can be carried for some time, even under adverse weather and market condi- tions, with little loss from spoilage. Improperly packed poultry, however, under such adverse conditions, is like- ly to be a total loss. The specialists recommend the fol- lowing methods for handling dressed poultry: 1. Never handle birds roughly, either before or after killing, since such treatment causes bruises, brok- en bones, scarred skins and_ soit places in the flesh. Z. Food in the crop or im the in- testines of dressed birds causes loss of flavor and hastens decay. which more than offsets any gain from extra weight. For this reason a chicken or turkey should not be killed when the crop is full of feed. Give the bird only water for 24 hours before it is killed. 3. Good bleeding is absolutely es- sential to a good appearance on the market, and retards decay. 4. Dry pick if possible. Scalding is particularly undesirable because it hastens decay. 5. Chill every dressed bird until the body temperature is below 35 de- grees Fahrenheit. Never pack or ship an imperfectly chilled bird. More de- cay is due to imperfect chilling than to any other single factor in dress- ing. Dry chill, if possible. Chickens cooled in water lose flavor, decay sooner and will not cold-store as sat- isfactorily as dry-chilled. Refriger- ator cars will carry well-chilled birds in good condition, but they can not chill warm birds to a sufficiently low temperature. 6. Pack in boxes or small kegs whenever possible. A large barrel makes an undesirable package be- cause where poultry is packed in large masses the weight of the upper layers crushes the birds at the bot- tom. 7. Line all packages with parch- ment paper and cover the top of the poultry betore the lid is put on. 8. Wrap every head in suitable paper so that blood from one _ bird will not mar the appearance of an- other, %. Use only good refrigerator cars and see that they are in good condi- tion. Ice and salt the car 24 hours before loading. The car at the end of 24 hours should show a temper- ature below 40 degrees Fahrenheit at a point 4 feet above the floor and be- tween the doors. Circulars describing in detail the best methods for handling, packing and shipping poultry will be sent up- on request to the United States De- partment of Agriculture, Washington, Dp, Cc : Retail Grocers and General Mer- chants Association. Cast aside all prejudices, Only line up with your fellows. Once for all. Do it now. Perseverance, Push and Pep wins. E verlastingly at it. Stay on the job. Right now. Play the game square. And your position will be enviable. True A Great Convention is coming. In Grand Rapids at the Pantlind Hotel. On February 24, 25 and 26. Now all together. Boost. Boost. Boost. . E. W. Jones, President. If you expect a clerk to take your advice about how to do his work, you should be able to give it to him in such a way that he will feel sure you know what you are talking about. MICHIGAN TRADESMAN February 4, 1920 PIOWATY QUALITY SERVICE PRICES THE HIGHEST THE ARE BEST CONSISTENT Michigan’s Leading Distributors of FRUITS AND VEGETABLES M. Piowaty & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Muskegon, Lansing, Bay City, Saginaw, Jackson, Battle Creek, Kalamazoo, Benton Harbor, Mich.; South Bend, Ind. OUR NEAREST BRANCH WILL SERVE YOU Kent Storage Company Wholesale Dealers in BUTTER EGGS | CHEESE | PRODUCE | We are always in the market to BUY or SELL pay full the above products. Always market for Packing Stock Butter date of arrival. Phone, write or wire us. GRAND RAPIDS, MICHIGAN MILLER MICHIGAN POTATO Co. Wholesale Potatoes, Onions Frank T. Miller, Sec’y and Treas. Correspondence Solicited Wm. Alden Smith Building Grand Rapids, Michigan WE BUY AND SELL Beans, Potatoes, Onions, Apples, Clover Seed, Timothy Seed, Field Seeds, Eggs. When you have goods for sale or wish to purchase WRITE, WIRE OR TELEPHONE US. Both Telephones 1217 Moseley Brothers, en oe ee USE “SUNSHINE” FLOUR A perfectly blended flour of standard quality at a reasonable price. Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN M. J. DARK Better known as Mose 22 years experience M. J. Dark & Sons Wholesale Fruits and Produce 106-108 Fulton St., W. 1 and 3 Ionia Ave., S. W. Grand Rapids, Michigan WE HANDLE THE BEST GOODS OBTAINABLE AND ALWAYS SELL AT REASONABLE PRICES . hop i r axa! a % ‘ eeincccimuuit Sree . . t iOS eons iceaasie asta February 4, 1920 Important Doings for the Conven- tion. Cadillac, Feb. 3—It is a recognized fact that if you expect to win any- thing of advantage, the best way to get it is to strip down to working weight and dig in and win. Retail- ers in general have come out of the ii ©. of |. investization without stain and it is now up to us to main- tain the position we gained by our loyalty to what we believed to be orders from the Government that we all delight to be a part of, even though these orders did not give us the amount of profit on sugar to which we knew we were legitimately en- titled. There is still a disposition on the part of some to pass legislation that would place in the hands of a com- mission, appointed by the Govern- ment, the power to regulate the profits made, but inasmuch as_ this commission could not operate on specific cases as swiftly as prices can change it would be very detri- mental to business interests to have such legislation. Attorney General Groesbeck has promised us to have a full report of his findings in his investigation of the Ht ©. of L. in the hands of the officers of this As- sociation before the convention con- venes on Feb. 24 and you will surely be interested in knowing what the report contains. The program com- mittee is pleased to announce that well-known men such as Edgar A. Guest, Frank Stockdale, Paul Find- lay, A. C. Berteh, John G Clark and J. A. Ulmer, all men of National re- pute, will address the meetings and we are justified in saying that these men will bring messages that we can carry home and apply to our busi- ness with profit. We urge you to come. The convention is for you and a most cordial invitation is extended to you and your fellow grocers in your town to be on hand. The im- portant work in the chain of distribu- tion between manufacture and con- sumer to a great degree rests on your shoulders and because of this position you should do your part in the re-construction of the business fabric of the country that has been in confusion since the close of the war. At a meeting of retail grocers and meat dealers held in Jackson the evening of Jan. 28 the gentleman who acted as chairman called the meeting to order, believing the grocer to be a profiteer, but after the prices and figures were presented he went home fully convinced that these men at least were not getting too much proht. Only a couple of weeks more until the convention takes place and you all know that meetings held in Grand Rapids are usually well attended, so in order that you may not be dis- appointed in getting a room we rec- ommend securing rooms now for the days you will be at the convention. If you send your name to the Sec- retary, a list of rooms will be com- piled by the committee in charge for your convenience. J. M. Bothwell, Secretary Grocers and General Mer- chants Association. —_—__e-» <-—__-— Points for Egg Breakers. One bad egg in the waste can will do no harm, but one in a can of froz- en eggs will do a lot. To keep the bad eggs out of the egg can, the Bu- reau of Chemistry of the United States Department of Agriculture has issued Department Circular 74, “How to Break Eggs for Freezing,” which tells, largely through pictures, the ‘“‘do’s” and “don'ts” of the busi- ness. Here are the “don’ts:’ 1. Don’t break eggs unless they are well candled, MICHIGAN TRADESMAN 2. Don’t use blood rings, stuck yolks, addled eggs, green whites, bloody eggs, moldy eggs, musty or sour eggs, of any egg with a bad odor. 3. Don’t give the germs a chance to multiply. Remove the liquid product from the breaking tables at least once every half hour. Churn the yolks and egg. Take directly to freezer. 4. Don’t attempt to unless the whe le freeze eggs freezer is below 15 de- grees Fahrenheit. 5. Don’t use utensils that have not been steamed for at least 20 minutes. Kill the germs that spoil the product. 6. Don’t court trouble or give the business a black eye by trying to sell a doubtful product. ——_—_< << Attention, Retailers! Hear John A. Ulmer, National President. Edgar + + —- The effect of war on the high cost of living is widespread. In Uruguay the percentage of increase over June, 1914, is estimated at about 60 per cent., food being listed at an advance of 52 per cent. and fuel at 48 per cent. The English advance is figured at 115 per cent. for September and 120 per cent, for October. Figures supplied by the Swedish government indicate that the advance has been 157 per cent. In Brazil the tariff is being revised with the view of reducing the cost of the necessaries of life. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS ne HSN 237-239 Pearl St. (near the bridge) Grand Rapids 6 ~w Bel-Car-Mo”’ —Leads the field in the demand for Pure Peanut Butter The advertising of ‘‘Bel-Car-Mo’’ reaches every reader in Western Michigan. Your customers know the quality. Let them know that it is carried in YOUR stock. Order trom your Jobber 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS. AND GRADES. ASK FOR SAMPLES AND PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO aleshook¢ Improved ¢e ”? Saylor: cle Honey Comb Chocolate Chips You've tried the rest Now Buy the Best Battle Creek, Michigan WE ARE HEADQUARTERS WHOLESALE Fruits and Vegetables Prompt Service Right Prices Courteous Treatment / =a 4 ) oe Vinkemulder Company GRAND RAPIDS ro! MICHIGAN CUMMER’S ‘T Tumpty | jumpty”” ReGIsTERED U. S. PATENT OFFICE The Pest, Cheapest In Convenient Existence and Most Egg Carrier Made in 3, 6, 9, 12, 15 and 30 Sold by All Wholesale Grocers. If your dealers do not have them, enquire of the CUMMER MFG. CO., Cadillac, Mich., manufacturers. Dozen Sizes 1, folded flat; 2, set up closed; 3, set up open; 4, half dozen complete, ready for shipment. 38 MICHIGAN TRADESMAN February 4, 1920 ae i Status of Staples in Hardware Trade. Aluminum Kitchen Ware—Nearly all makers of aluminum kitchen ware have advanced prices from five to seven and one-half per cent. and re- port their stocks very low. During the holidays, aluminus kitchen ware was bought very largely for holiday gifts and stocks were about used up. Owing to shortage of labor and ma- terials, shipments by the makers are slow. Automobile Tires—All advices are that a very considerable advance in prices of automobile tires, and on most lines of automobile accessories, will be announced in the very near future by the manufacturers. The in- creasing cost of labor and materials, also the fact that freight rates are almost certain to be higher on March 1, and other reasons are given for the expected higher prices. Hardware dealers will do well to buy as far ahead on tires and accessories as they can, as demand this year prom- ises to be abnormal, the output of pleasure cars will be limited only by the supply of labor and steel. Alarm Clocks—As is usual during the darker months of the year, sales of alarm clocks are very heavy at this time. Production is not up to nor- mal, as there is a continued shortage of skilled labor. Local jobbing stocks are comparatively light and shipments from the factories are slow. Prices advanced recently and present quotations are firmly held. Axes—Activity in the axe market continues, with = sales particularly heavy in the timbered districts. Man- ufacturing costs are said to be in- creasing, and lower prices are out of the question at this time. Jobbers have only fair stocks. Cutlery—The demand for cutlery still keeps up, and local jobbers are hard pressed to fill the orders for pocket knives, shears, scissors, raz- ors, etc. German and Japanese agents are active, attempting to place con- tracts with the jobbers. However, the Japanese cutlery is inferior in quality and German goods are high in price. There is also considerable doubt expressed as to the ability of German makers to make shipments as promised. The trade in genera]! does not favor the stocking of Ger- man-made cutlery. Al] cutlery prices are very firm. Files—The retail demand for files is fully up to normal, while the pro- duction is said to be somewhat limit- ed. No recent price changes have been reported, but raw material and labor conditions are such that no lower prices are to be expected. Galvanized Ware—The makers of galvanized ware have advanced their Prices another 5 per cent., due to in- creased production costs and. short- age of blanks. This has caused local jobbers to stiffen their prices some- what. There is no surplus in any of the galvanized products, and the local shortage of No. 3 galvanized tubs is acute. New jobbing quotations will be announced next week. Glass—The window glass situation is unusual, the glass makers never having faced similar conditions. For the past 60 days the demand has been the greatest in the history of the trade, and contracts were so exten- sive that the manufacturers have been forced to withdraw from the market aiter selling practically all the glass in stock as well as the product of three months’ active operation in 1920. Facing uncertainties as to fuel supply, transportation problems and labor troubles, the glass producers cannot be free from a feeling of un- easiness. Despite these conditions, window glass continues to be one of the cheapest products of building construction, as nearly all other building materials have advanced. It seems hardly probable that present price levels will be long maintained, according to local distributors, who expect advances. There are no com- plete stocks of window glass in this district. Lanterns--This is the heavy sell- ing season for lanterns, and the de- mand has been so heavy that local stocks are somewhat broken. The market is very strong with advances more to be expected than declines. Nuts and Bolts—There is a very active demand for nuts and bolts, the makers reporting their output sold up for the first quarter. In some cases the producers are taking orders for the second quarter, the prices to be those in effect when shipments are made. It is expected that the prices of the bars from which bolts are made will be higher, and the manufacturers of nuts and bolts pre- fer to wait until they have a safer basis on which to name prices on their products. Use Citizens Long Distance Service INDEPENDENT inlA a el ae Lin we on a aay sath gato XQ Ly = To Detroit, Jackson, Holland, Muskegon Grand Haven, Ludington, Traverse City, Petoskey, Saginaw and all intermediate and connecting points. Connection with 750,000 telephones in Michigan, Indiana and Ohio. CITIZENS TELEPHONE COMPANY 2 as 4 | i “ | - +6 ‘ es « > The Public is Buying Government Flour Wherever Retailers have been Wise Enough to Stock It When the United States Grain Corporation decided | : to give the public a chance to buy a good straight grade winter wheat flour it was fairly sure that a | ¢ goodly portion of our people would take advantage 4 = of this opportunity to practice sensible economy. It was right in this belief. Read these extracts from : teports of investigators covering stores selling this « @ flour. JI—“Sales good—has had no complaints.” « Bo 2—“Sales extremely good. Stock sold out.” 3—“One customer took one package one day. Re- | \ turned next day and purchased seven more. o* Stock sold out as fast as received.” . 4—“Supply gone. New supply expected to-day.” | 4 ga 9—“Supply gone. Old customers want to leave a de- . posit so that when the new supply arrives they will be taken care of.” 6—“Fine seller.” Stock now. Order through your regular jobber This flour is being extensively advertised to give people everywhere a chance to know its merits. You can do your patrons a Service and at a satisfactory profit to yourself by handling this or a flour of sim- ilar grade and price. | i For Further Particulars Inquire | U. S. GRAIN CORPORATION FLOUR DIVISION 42 Broadway r Z ’ = i t a & vie al a February 4, 1920 Paints and Oils—Although this is naturally the quiet period in the re- tail paint trade, yet sales of interior paints and varnishes are very satis- factory. The makers of mixed paints are still behind with their orders and are doing their best to catch up. There is every indication of a heavy paint trade in the spring, and dealers generally are preparing to meet the demand. It is generally conceded that the present price levels will be maintained, except where advances Turpentine is still soar- ing, having taken an additional ad- vance of 4c per gallon last week. Solder—Solder has May appear. advanced 4c per pound, due to higher prices on tin and lead. Tire Chains—Although the weather continues favorable for the use of automobiles, yet the roads and streets are slippery, requiring the steady use of tire chains. Sales in this section are far heavier than usual, with the result that stocks of both jobbers and retailers are comparatively light. Vhe market is very firm, with a ten- dency upward rather than downward. Weather Strip—Weather strip con- tinues to sell in good volume, the de- mand being greater than for a simi- lar period of last year. Stocks are in fair condition only. Present prices are firm. Wheelbarrows—The available sup- ply of wheelbarrows is none too heavy, while the demand is above nor- mal in this district. Prices recently advanced and may go higher before spring. Wire Cloth and Poultry Netting— MICHIGAN TRADESMAN 39 The wire cloth situation shows no amterial change. The producers are sold up for months ahead and are not taking on any new business at this time. Jobbers have fair stocks and are handling a large vclume of or- ders, dealers evidently realizinz the probability of a serious shortage in the spring. Wire Nails—The American Steel & Wire Co. still holds to the prices of March 21, 1919, but is unable to meet the demand. Meanwhile the inde- pendent mills are able to sell all the nails they can produce at prices rang- ing as high as $4.50 per keg base. It will probably be several months be- fore the nail shortage is overcome and dealers are able to get normal supplies. Wood Handles—Conditions in the wood handle industry continue to be very unsatisfactory. heavy, while the available supply is far below normal. Handle makers are compelled to buy their hickory in competition with other manutfac- turers who are able to pay higher prices. Handle prices recently ad- vanced and may go still higher. 77> The fellow who does any kind of work without caring whether he does it well or not, or whether he does it better every time he does it, won’t get very far toward the 100 per cent. mark, The demand is —_»<-.____ There is more reading matter go- ing into window displays than was ever used in them before. It must be that it pays. Try saying more to your window audiences. RED CROWN READY-TO-SERVE Pure Food Products Quality | | 7, Logical Created Line and for Maintains Retailers the Catering Enormous to RED CROWN Exacting Demand Trade Variety Develops Many Orders and Assures Constant Sales Chicago, 24 Varieties in Universal Demand Sold through Wholesale Grocers ACME PACKING COMPANY Independent Packer of Pure Food Products U.S. A. Raisins Are in Demand Every Month of the Year STOCKS ARE LIGHT--- PLACE ORDERS NOW Never before in the history of the industry has the de- mand been so great for SUN-MAID RAISINS of all varieties. Stocks in original hands have diminished to the vanishing point. Jobbers throughout the country still have cars rolling, from which the retail trade can be supplied. CALL YOUR JOBBER TODAY AND SECURE A SUPPLY FOR THE SPRING TRADE Three varieties: Sun-Maid Seeded (seeds removed) ; Sun-Maid Seedless (grown without seeds) ; Sun-Maid Clusters (on the stem.) CALIFORNIA ASSOCIATED RAISIN CO. Membership 9,000 Growers Fresno, California DWINELL-WRIGHT CO. BOSTON.— Principal Coffee Roasters —CHI COFFEE New Up-to-date Packing Same Splendid Quality as Always dee ageli ey 3 1-3-5 Lbs. Only Everything points to a tre- mendously increased demand for “White House” Coffee this year. With our enlarged facili- ties for output, and a liberal publicity backing, it is an as- 7 s) sured fact that, as a “leader,” ! con 7| grocers will find this splendid ea ¥ brand a winner— “from the Fe : Sacks aaa p word go.” ud rte i “i Pc Ps aa i See BAAN NONEQBETTER AT ANY PRICE Distributed at Wholesale by JUDSON GROCER CO. GRAND RAPIDS, MICH. ES MICHIGAN TRADESMAN February 4, 1920 Grand Council of Michigan U. C. T. Grand Counselor—C. C. Starkweather, Detroit. Grand Junior Counselor—H. D. Ran- ney, Saginaw. Grand Secretary—Maurice Jackson. Grand Treasurer—Lou J. Burch, of De- troit. Grand, Conductor—A. W. Stevenson, Muskegon. Grand Page—H. D. Bullen, Lansing. Grand Sentinel—George E. Kelly, Kala- mazoo. Heuman, Pro-Germans Greater Problem Than Negro Situation. Sault Ste. Marie, Feb. 3—I have just received a sample copy of your issue of Jan. 7 and, among other things, I notice your article on page 34, discussing the negro situation. It is quite evident from this that you have never lived in the South. If you attempted to handle the negroes in the South as you do in the North, you would soon find yourself in trouble. I was born in the North and have lived in different sections of the North nearly all of my life, but for several years I lived in Virginia and Florida and had a great deal to do with the colored race, not only in the South but also in the North, handling numbers of them in both sections of the country. From my’ personal experience I know for a certainty that Northern people have no idea as to the proper way to treat the colored people, neither have they the slightest con- ception as to how they are treated in the South. Most people get their impressions from sensational news- paper articles regarding lynchings, etc., and impressions gotten from such are absolutely wrong. In the South the deserving negro is really given far more consideration than he is in the North. The colored help that you have employed no doubt were among the good ones. This is evident from the fact that the man who cared for your furnace and lawn had, by thrift, been able to be- come owner of several houses and lots. Some day the negro will be more educated and then things may be different. I do not believe that the illiterate white man has any more right to vote than the illiterate negro as far as that is concerned, but the negro is so easily led by the unscrupu- lous, especially where he thinks he will gain temporarily, that it is very dangerous to extend to him the fuil right to vote. Just stop for a mom- ent to think of what would happen if he were given equal rights with the white people. In a great many parts of the South the colored population far outnum- bers the white and this would mean the driving: out of the white people and with that started, it would only be a matter of time until we would be practically ruled by the negroes. A_fine thing to look forward to, isn’t itr During my residence in the South I noticed that invariably the North- ern people who had gone to the South to live treated the colored help with far less consideration than did the native Southerner. My reason for writing is that ar- ticles such as you have written do more harm to the colored race in making them dissatisfied, thus work- ing against their interests, than any- thing you would find in their treat- ment in the South. A great many Northern people in some way have the idea that the col- ored people of the South are down- trodden and are dissatisfied, but such is not the case, and an investigation as to the conditions of the negro in different sections of the South will show that, on the whole, they are more satisfied than the average of the white laboring class. If the Northern people would give their attention to looking after the handling of their pro-Germans and leave the Southern people to take care of the negro situation, it would be a mighty sight better for all. H. C. Lawton. Some Don'ts for Traveling Salesmen. Don’t be satisfied with yourself until you have done the best that’s in you. Don’t worry, don’t fret, don’t wonder how much you will make to- morrow. Just plan, think, work and everything will come out as you plan- ned it. Don’t hesitate to make your- self accustomed to your surround- ings—make yourself feel at ease—be comfortable. Don’t look at your customer’s feet when you are talking to him—he doesn’t carry his brains there. Don’t look at a store building and wonder if you could sell any goods there—go in and find out. Don’t try to “jolly” yourself into thinking you have had a good day when you have made half a dozen sales—that’s a lazy man’s day’s work. Don’t be satisfied with just the orders that come to you. Pretty soon there won’t be any coming in; while you are waiting for them to come someone else has gone out and got- ten them. Don’t try to sell your goods in a “sing-song” way—put something be- sides words in your talk. Be enthu- Siastic, be awake. Think what you say and say what you think—say it with an expression that will convince your customer that you believe in what you say; then you will easily get an order. Don’t make a mountain out of selling goods. It’s a mole hill. It’s easy. But you must learn to forget yourself, stop wondering how you look, what kind of an impression you left—be yourself in your own way— but be earnest. Be sincere in what you say, and you needn’t worry about the rest—it will come easy. Don’t let your family cares worry you—you don’t think about them— and, above all, don’t tell them. It’s true we all want sympathy, we all long for consolation, but the world will admire you more, you will get more “boosts” if you learn to cover these pains and passions with a smile. W. E. Jacobs. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT. Mer. Muskegon t-3 Michigan Boston Straight and Trans Michigan Cigars H. VAN EENENAAM & BRO., Makers Sample Order Solicited. ZEELAND, MICH, SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform ; wanted, as well as height. We will quote ; " @ Money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio Rebuilt Cash Register Co. (Ir corporated) 122 North Washington Ave. Saginaw, Mich. We buy, sell, exchange and rebuild all makes Not a member of any association or trust. Our prices and terms are right. Our Motto:—Service—Satisfaction. IF YOU HAVE AN OIL PUMPING MOTOR INSTALL McQUAY-NORRIS RINGS Use one in the top groove of each piston. Allows perfect lubrications—controls excess oil. Vistributors, SHERWOOD HALL CO., Ltd. 30-32 Ionia Ave.. N.W. Grand Rapids, Michigan Bell Phone 596 Citz. Phone 61366 Lynch Brothers Sales Co. Special Sale Experts Expert Advertising Exp:rt Merchandising 209-210-211 Murray B ¢g. GRAND RAPIDS, MICHIGAN MRS. G. H. FORD PUBLIC STENOGRAPHER Work of traveling fraternity solicited 3324 Michigan Trust Bldg. Grand Rapids, Mich. Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 NeW Hotel Mertens GRAND RAPIDS ROOMS : WITHOUT BATH $1.25 Union WITH BATH (shower or : tub) $1.70 St ation MEALS 65-70 CENTS “Stef ; pe "BP | Cee, J YP Yk inet {eh TLD bow ay prs J IN THE HEART OF THE CITY Division and Fulton { $1.00 without bath RATES ) $1'59 up with bath CODY CAFETERIA IN CONNECTION Site agi Faw a Ae (CRRA RE . * February 4, 1920 MICHIGAN TRADESMAN Attributes High Cost of Living to Over-Capitalization. Lansing, Feb. 3—The question on every one’s tongue to-day is, “What is the cause of the high cost of liv- ing and is there a remedy for it?” Official Washington and the au- thorities of the various states have called into play all the Government agencies to place the blame, and if possible to discover some means to lessen the evil. We all recognize that there is at the present time, general dissatis- faction at the price of things, which constitute a serious danger for the future, if this evil is not checked. So far as I can learn no satisfactory ex- planation has been given and we are told that the prices must soar, and that we must practice thrift and econ- omy in every way possible. It is true that the investigation committee points out the war, infla- tion of currency, inflation of credit, strikes and inadequate production as contributory to the cause, and makes certain suggestions for future law makers; but these are hardly satis- factory "and bring little relief to the consumer who is invariably the suf- ferer. Now those who have followed the business of buying and selling to con- sumers for years have observed that there has been a steady rise in prices for about twenty-five years, and that by 1914 prices had increased 100 per cent. from the prices of 1896, and that since 1914 there has been another 100 per cent. increase in price of com- modities. This second increase of 100 per cent. from the prices of 1914 cannot be satisfactorily explained by any or all of the reasons advised— the war, increase in wages, strikes, inadequate production, inflation of currency and profiteering, as is gen- erally known. There is and there must be a fun- damental cause which is producing this condition, generally spoken of as high cost of living, and I do not hesitate to say that the fundamental cause 1s over-capitalization. What is over-capitalization? Over-capitalization is the process of creating counterfiet capital at the scratch of a pen and entering it on the books of the corporation or busi- ness as if it were actual wealth and regarding it as if it were actual wealth. This over-capitalization or counter- fiet capital issued against non-existing wealth is amly described by economic writers as watered stock. During the century of 1800 to 1900 the wealth ot the United States had grown to eighty-eight billion dollars, or at an average rate of eight hundred eighty million dollars a year. Then sudden- ly the wealth began to take tremend- ous leaps and by 1912 it had risen to one hundred eighty-seven billion dol- lars, an increase of one hundred bil- lion dollars within twelve years, or at an average rate of more than eight billion dollars a year. At the beginning of the war it was stated over and over again on the floor of the Senate and also in the House that the wealth of the country was two hundred twenty-five billion dollars or more, an increase of sixty- eight billion dollars in five years, or an average increase of nearly four- teen billion a year. But, is it possible for the wealth of a nation to increase so rapidly and tremendously? There is but one answer to this question and that is over-capitalization, or by in- corporating a business and selling stocks upon an earning basis of 6 per cent. or more. If you go back into the financial transactions of Wall street and our hig financiers, you will discover it was about 1900 that over- -capitaliza- tion began to assume gigantic pro- portions and that our big financiers became enormously wealthy by such a process. I just call to your atten- tion the transactions that gave Mr. Carnegie, Mr. Frick and Mr. J. Pier- pont Morgan and others millions of dollars by the mere scratch of a pen. Mr. Morgan admitted this before his death in that famous saying, “can you unscramble eggs?” In the item National wealth is in- cluded stocks, bonds and securities Now, as a matter of fact, stocks, bonds and securities of this kind are not an asset but a hability and are entered so upon the books of every corporation. So far as the capitalist is concern- ed, stocks and securities are an as- set, but so far as the Nation is con- cerned, they are a liability, and so far as the consumer is concerned, they constitute a debt for which the consumer must pay in dollars and cents. The truth of the fact is that about one hundred billion dollars of our National wealth is counterfiet wealth, on which the whole Nation must pay annually an interest of six billion dol- lars. Take this enormous amount of interest that the Nation must pay for the benefit of those who control this stock and then add the enormous cost of the war in necessities and dishonesty, and you have placed up- on the shoulders of each family a debt of about sixty-five hundred dollers on which they must pay an interest of 6 per cent. or $390. Let me state in an emphatic lang uage—for it is worth repeating over and over again, lest we forget—a cap- ital that does not exist in counterfeit and capital and wealth which have no existance except by scratch of a pen are counterfeit wealth Neither exist in actual earning power, but are rewarded under the system establish- ed by over- capitalization, and this re- ward can be derived from only one source—the consumer’s dollar. The consumer must pay it all through the instrumentality of high prices. The ereater the debt, the the interest charged; the greater higher the price, the higher the cost of living. This monstrous debt is distributed over the whole Nation and enters every home and takes its levy. The war must share the blame for it. It has placed upon us about a thirty billion dollar debt, the interest and principal of which must be paid by the consumer. The taxes of the big corporation and the big business give the Govern- ment about one billion dollars a year in revenue. This seems good to the fellow who does not think, but, as a matter of fact, the corporation or big business gives nothing to the Government. They simply ‘advance the taxes to the Government, but they are ultimately charged up as cost of production and consequently charged back against the consumer as over- head expense. The consumer pays these taxes, the capitalist simply ad- vances them. The taxes that industry paid in 1917 were added to the cost of production in 1918 and collected from the con- sumer through the medium of high- er prices. The same is true of the taxes of 1918 and of 1919, and the high cost of living is continued. I do not deny that there is profit- eering and that this unjustifiable method of taking advantage of the consumer enters into the cause of high prices, as well as strikes, inade- quate pon: inflation of curren- cy, war, etc. I admit it and I know that the accusation is true and that some remedy must be found to check it. It is one of the evils of war and is a part of the system of over-cap- italization which is essentially a prof- iteering system. What I wish to em- phacise is, that strikes, inadequate production, inflation of currency and war profiteering, as we understand it, are not the fundamental cause of high prices. The fundamental cause is the system of over-capitalization, the system which permits big busi- ness to incorporate and sell stocks upon their power to collect interests from the public. This has gone on now until the consumer is paying, besides the cost of the war, interest of at least 6 per ‘cent. upon one hundred billion dol- lars of corporation stocks and bonds. If the Government does not put a check upon this system, I fear the people will take the law in their own hands and in a way which will spell ruin and disaster to all. It is a most serious situation and our times require big, brainy and pa- triotic men who can see the danger ahead and who are willing to help our dilemma. To my way of thinking the time has arrived for men to ask who shall rule, high financiers with their in- iquitious system of profiteering or the Government of a free people. William Brogan. Conditions in Wheat and Flour. Written for the Tradesman. The United States Grain Corpora- tion, in the following statement, gives the grain trade a good idea of the movement of wheat and stocks of grain throughout the country, as fol- lows: General Receipts From Farms. Bushels Week ending Jan. 16, 1920 8,215,000 Same week last year ____ 8,788,000 Previous week 2.000 8,556,000 Previous week last year _. 7,007,000 farms Receipt from farms June 27, 1919, to Jan. 16, 1920 670,453,000 Saine period last year _--_ 658,110,000 Flour Production. Receipts from Week ending Jan. 16, 1920 3,071,000 Same week last year ____ 2,670,000 Previous week _..... 3,178,000 Previous week last year __ 2,280,000 Flour produced June 27, 1919 to Jan. 16, 1920 __ 82.722.000 Same period last year __.__ 69,660,000 Total Stocks of Wheat. All elevators and mills Jani) 16, 1920 _.. 5 = 225.947 000 Same date last year -... 249,266,000 Previous, week _....- 234,191,000 Previous week last year ~~ 251,164,000 These figures show de- crease for week Jan. 9th to Jan. loth, 1920 _.._. 8244000 Same week last year de- Cuedee 1,898,000 Exports of Wheat and Flour July 1, 1919 to Jan. 16, 1920. Wiheat) 200 oo 83,493,000 Flour ~~ 9,091,000 Bbls. or 40,910,000 124,403,000 Last Year (Army and Red Cross Included. Wheat) 85202000 109,993,000 Flour__ 11,271,000 Bbls. or 50,721,000 160,714,000 41 Hard wheats, both Kansas Hard and Northern Spring wheats, are slightly lower than a year ago. To offset this, soft red winter wheat is higher and it is very appar- ent these varieties will come together on price or very nearly so. This would indicate that Pure Hard wheat flour and spring wheat flours may be a little lower and that softs and blends will probably be a little higher and it is well for the trade to figure accordingly in purchasing. however, Trade as a general thing is rather quiet and probably will remain so un- til the roads improve so that farmers can more easily get to market. We expect to have an improvement in the demand for flour during March, April and May and possibly some- what higher prices will prevail than at present. Lloyd E. Smith. ——__>-2. Mercantile News From the Michigan Metropolis. Detroit, Feb. 3—According to lead- ing Detroit shoe dealers the coming spring is going to see the French last play a prominent part in spring styles. “Stub-toed French shoes were the fad seven years ago,’ remarked one dealer. “They were adopted by many who suffered bad effects. The Southern women wore them with considerable success inasmuch as their feet generally are smaller than the feet of Northern women. But the French shoe is built essentially to fit the French woman. The typical American foot has always been long and slender, and it will be difficult to reshape them.” Local dealers do not look for the French last to stay in long. : The front of the Wilson Shoe store on Woodard avenue, near Grand Circus Park has been complete- ly remodelled to harmonize with the front of the main Wilson store on Woodard avenue, near the Campus. The new front is in the shape of an “M” making attractive windows for display purposes. The shop in the building, formerly known as_ the Rogerts Shoe Co., is now conducted and known as the McBryde Boot Shop. Originally this store was known as Ye Booterye, under which name it was conducted for many years. Mr. McBryde, the new owner, is well known in Detroit, being for a number of years Detroit manager for the Queen Quality Shoe store. On account of a disastrous fire sev- eral weeks ago, the Elbinger Shoe Store at 2580 East Jefferson avenue, is temporarily out of business. Dur- ing the adjustment of the loss on the stock and building, Mr. Elbinger has David Whitney established temporary quarters at 2564 East Jefferson. This is an office only. position is held. shoes better. Only men directly associated with this business of building the best shoes in the world know at what great cost and watching and care this They know that nothing has been left undone which would help to make HIRTH-KRAUSE HIRTH-KRAUSE SHOES Tanners and Shoe Manufacturers 42 Prices of Cotton and Its Fabrics. Judging from the indications dur- ing the past week, the speculators in cotton are influenced just now by the course of exchange and the restric- which the discount rate Neither the appears to affect their calculations for the pres- ent crop, nor do the probabilities for the next one figure in the contracts for the end of the year. From the growing districts come reports that tions new seems likely to cause. supply nor the demand preliminary work is being done in the states on the Atlantic seaboard, that the indications all are for an in- creased acreage because of the high prices for cotton, and that there is a great land for cultiva- There is a better outlook for supplies of fertilizer, now that ship- ments of demand for tion. potash are coming from But it is realized that be- war there was perhaps a little too much of this material used, resulting from the vigorous propa- ganda of the Germany. fore the German potash trust. An interesting development of the week was the movement to have the Federal Trade Commission investi- gate yarn prices which are claimed to be extortionately high and not war- ranted by the cost of cotton and labor. This is what has forced up the prices of underwear and other knit goods. Every one knows this to be true, but no action has been taken to change things. In fabrics, the market has shown great strength, despite a few lapses when second hands became scared and let go some of their holdings under the record levels at which they had been selling. But the demands of jobbers and con- verters continue and the belief per- sists that the general consuming pub- lic will take goods even at the maxi- mum. ———_+->___ Features of the Wool Situation. Not much change is shown in the wool situation week to week, At.the auction cOarser varieties are not while the fine merinos are eagerly taken at increasing prices. It is noted abroad that even in the im- poverished countries of Central Eu- from either here or abroad. sales. the sought, rope the finer fabrics are the ones. principally called for. Here it is somewhat difficult to figure out mat- The wool consumption in De- cember amounted to about 64,000,000 pounds, grease equivalent, which is much above the average of pre-war years. This denotes great activity on the part of mills, a fact that is hardly consistent with the statements of alleged small output of goods. An- other curious circumstances is that although so much stress has been laid on the keen and insistent exclusive demand for fine merinos the propor- tion of this kind of wool used in the domestic mills in December was only 34 per cent. of the total, with 11 per cent. of carpet wool. This left quite a large margin of the other kinds of wool to be put into goods. Mean- while, the goods market is still in the doldrums so far as staples are con- cerned, the other factors awaiting the action of the American Woolen ters. MICHIGAN TRADESMAN for next fall in all departments either to-day There have been offerings of fabrics from some of the smaller producers, but these are mainly specialties. Dress goods are going in a very satisfactory way even at advanced prices. or to-morrow. New Millinery Material. The introduction of batavia cloth fabric has awakened demand, according to the bulletin of the Retail Millinery Association of America, for all kinds of rough tex- Among the latest to come to the attention as a millinery ture goods for the purpose. of the local trade is one known as Congo cloth. It is very coarse, says the bulletin, and has a grasslike tex- ture. This material, the bulletin explains, is most appropriate for use in the making of toques and little, turbans. It is either draped in Hindu fashion or else, being a very pliable and easily managed fabric, is laid pleated in the shape. For a trimming the hats referred to use a little wool embroidery, or some similar effect, in bright colors. The bulletin also says that, from present indications, hair braid is going to be very popular this spring. There are numerous models made of the finest kind of Swiss hair braid on display here, particularly large dress shapes. For juvenile wear tams of fine hair braid have been devised, which is said to be something that has never been done before with that material. >= The country teems with bright looking chaps who are soliciting or- ders for sidelines to be placed in stores “subject to sale.” All the mer- chant has to do is to sign an “ac- ceptance of the contract,’ which a few weeks later turns out to be a promissory note. Of course, if the merchant takes time to read the fine print just above the line on which his name is to be written, he refuses to sign, but nine times out of ten he is busy and places his signature on the paper “as a matter of form,” as the adroit schemer who leads him in- to the trap expresses it. Of course, if the note remains in the possession of the original owner, the merchant has a valid defense, but it invariably turns up in the hands of an “innocent third party without notice,’ which precludes the merchant from show- ing the fraud by which the signature was obtained to the note. The only safe way to proceed is to show any stranger the door who pulls out a “contract” and asks for the signa- ture of the merchant on the spot. Tell him to leave the contract for a day until it can be looked over by an attorney and the stranger will slide out the back door as quick as his legs can carry him. close-fitting draped —_2+~->____ A good politician never lets any- one get him mad. And he never dis- agrees with anyone, flat-footed, either. A storekeeper might profit by his ex- ample. 2-22. If you devote some of your time to reading the best advertising you can find, you will find that writing the Co., which will announce its prices,, same kind is easier. ul INU MUNA Ar February 4, 192: EO Our Spring Line of Muslin Underwear Is NOW READY We have a splendid line of Muslin Gowns, Skirts, Drawers and Corset Covers at popular prices. Our Ready-to-wear department is showing some good numbers in Children’s Dresses and Middies. WRITE FOR SAMPLES | Quality Merchandise—Right Prices—Prompt Service Paul Steketee & Sons WHOLESALE DRY GOODS GRAND RAPIDS, MICH. Hi THUULNEUUH UY AIUDTUEUEUEUUOTUPEGUVTUOLUDOLRL AE {IM | LHTUOUUUUUNUUUNUA ULL i An error appeared in our advertisement last week. The ‘‘ad’’ was meant to read that it was evident that the merchants of Michigan were pleased that there is. to be a House in Grand Rapids “thinking around” and catering to MEN Daniel T. Patton G Company Wholesale Men’s Wear 59-65 Market Ave. N. W. Grand Rapids THE MEN’S FURNISHING GOODS HOUSE OF MICHIGAN DICKINSON’S TRADE MARK ft , Bees naty i IT STANDS ALONE SEEDS The Albert Dickinson Co. MINNEAPOLIS CHICAGO February 4, 1920 MICHIGAN TRADESMAN > im 43 1 ’ DRUG PRICE CURRENT : 9 Prices quoted = ar re s Pure, That e sat smiled oF Rae wy Fn : Cotton § 5 7 a 9 ur Boric (Powd.) 16%@ 26 ee ee See @1 % a Borie (Xtal) 16%4@ 26 Cubebs ___-_- 2 00@12 25 Cardamon Bin Carbolic erae ce ice 29@ 33 Buealn ia. 13 vU0@ 13 75 Cardamon, “Comt @1 50 oa. ae ence. ‘eae 160@1 75 Catechu ..... $i 50 a poe eee 3%@ 5 Juniper Berries 1s 0g os Cinchona fa @1 80 - 7 - Bee rc Ge Pe cena S eee oo oan. oe « Sulphuric ...... ‘ae D9 Lard, Gsmra =... 2 3o@2 i won. ee @2 60 naeiaine .° Ke oe —o a 1 _-._1 80@2 v0 eae Godeceas @1 60 AMG 26.6... » 95 avender Flow 15 00@15 25. Gi Tees eee @! 20 ; Lavender, pio 25 Ginger ..... @ Water, nae L2@ 20 Lemon oo 2 ta 00 Guaiac ......... 2 $5 i Water. 18 dox. an, Linseed, boiled, bbl. @1 96 Guaiac, Ammon. @2 40 Water, 14 deg. .. re # Linseed, bld less 2 06y2 16 nae eecscacees @1 50 | Carbonate ecccees 22@ 26 tea awe Se ee oe aa coon @2 PR Chloride (Gran.) 1844 @ 25 Linseed raw less 2 04@2 16 Kino Clu. @1 45 ic Balsams Mustard, artifil, Pes 1 10 My 6.1.5: a: g: 3 Copaiba ....... 1G16 Gn cue lugs Gee Cll Fir (Canada) a. 2 50@2 oF Olive, pure .... 4 76@6 00 pium Sed auacuae @4 50 Fir (Uregon) ao auc (2 Olive, Malaga, Opium, Camph. @1 2 ¢. we Bein ois... 6 50@6 73 yellow ....... 3 75@4 00 Opium, Deodorz’d @4 50 , Go... ra@ae ac Malaga, ee ee oo fe " @Eeen ..2..... 3 75@4 00 Bark ° Hes : a a ta eo Git) we es Uneen Sweet 7 00@7 25 Paints ae Cassia (Saigon) 90@1 00 One. 1um, pure @200 Lead xr Sassafras - ganum, com’l 1 00@1 25) Lead’ red dry -_ ls @15% ~ afras (pow. 70 > Lead, w i 9 72 % . ‘ b c) @ 65 -Pennyroyal 2 76@3 00 ad, white dry 15 @151 “ Cut (powd.) | Peppermint 11 00@11 25 Lead, white oil 15 @l1sie tt ecco e ee 0 eo pure -._ 24 00@25 00 Gchre, Juice vl @ 4 i uselmlary Blows 2 vU( ‘ » yellow iess iL CE CREAA og See ee ee | ‘ * : -_ Jddipes eae en = Red oaucn = 2%5@ 5 if Prickley Ash .. @ 30 Sassafras, artili'l 1 50@1 15 eee Amer. 30 30 be n OT @) Extracts opeanant 0G as Wau ts @ 2% < Licorice ......... 60@ 66 eae Sort ee 2 4uq@2 60 Lae pea 3%4@ 6 For YY Licorice powd. 1 20@1 26 aa eeccece 9 yd 25 . H. P. Prep. 3 75@4 00 @ aoe Keowee eee @ 60 u Arnica liar 80 Parente. be J oe a Mncetenanes ‘ihe ; Eee s : : e, less 218@2 23 Acete : . Gime (Ger) Wg. BB Winters ee gys yg Alum ns ay é ga G / ° Wintergreen, awa Nia m pain aca | << * ea Ue oe wl on 6 ae 10 ois Ponqents aud Acacia, 2nd ..-+.. 55@ 60 Wintergreen, art 1 20@1 40 eee... ++. 17@ 20 i i Acacia, Surts ..., 35@ 40 Wormseed .... 8 5U@8 75 Bismuth, Subni- . . Acacia, powdered 48@ 60 Wormwood .. 14 50@14 75 Pte ee 3 50@3 80 ves (Barb. Pow) 30@ 40 orax xtal or PIPER ICE CR E ao te ban aon 35 i. Potassium powdered ..... 9%@ 1b a Soc Pow 50 icarbonate .... Cantharades eae zi _ e Heaters ee 4 ames 00 Bichromate i yao “ Pact aaait po 2 25@6 50 . ee ais 60 3romide ...... ee eee eee 2 37@2 45 K a - Camphor ...... 4 25@4 30 Carbonate ee aaa 10 Capsicum .... 38@ 5 i Z00 a Michi Giatkees oc ANGE ae Gorates geeaie” SEG 83 Carmine... 7 2597 60 ’ ' > ? gan Kino oe o 30 ae nore _ Cassia Buds ..... 50@ 60 Mystik powdered .. @1 0v Cyanide tsinessst see * Cloves ......... 67@ 7 js ARR ne ae ae lddide .......... 94 Chalk Preps _ Myrrh, P eee eres 409@4 24 repared .. 12 1 Gu ....... i @160 Permanganate ... 80@100 Chalk Precipitated aa ; a oe 00@10 40 ©Prussiate, yell ‘ 2@ 15 OL pium, powd. ll 50@11 80 Prussiate, oe S52 - Chloroform ... 45@ 65 4 pium, gran. 11 50@11 80 Sulphate ....... 0 Chloral Hydrate - shane ee ee @ & 2 ydrate 1 70@3 10 She llac B se: ached 2 isco Em stasis peanane eae 13 55@14 10 . 6 fagacanth —... 6 50 00 : ocoa Butter .... | en aewase @: 09 Alkanet ........ 3 75@4 00 Corks, Lst, less “fe % Turpentine ...... 35@ 40 ea 60@ 75 Copperas, bbls @ 08 ae aot pi ena Decca __ ineacticiags muecalnpane, pwd. ia a Scucrae taed’ Gna ie . Arsenic .... 134%@ Gentian, powd. 25@ 30 Corrosiv > § oy 4 a Blue Vitriol, bbl, 20 Ginger, Atrican ream © Sublm 2 22@2 30 ] @ ll ’ ream Tartar * Be Vitriol less 12@ 17 aha 1. sucees 29@ 36 Cuttlebone aaa 70g 7% 4 ordeaux Mi mnger, Jamaica 40 5 thine 0 4 : Hellebore, White [_. aad a @ 4 ‘overs Powder 6 ibu6 a : powder is 38 - _, powdered ...... 5@ 5 12) bate 60 « he PIDS SAFE co acum ‘a Tinctures Soda Bicarbonate 3% @ iu Agent for the Celebrated YORK MAN i C deput ........ 1 75@2 00 Aconite ....... @17 Soda, Sabo 24@ 5 Taking an insurance rate of 50c per $1,000 GANESE BANK SAFE oa to, 2 Ht 75 Aloes ......-+++ @1 20 Serie Sr @2 00 ; coe ee oe lt Sulphur, ¢ oo ded SS What is your rate? Cedar Leaf .... 8 208 - aa ganavasss @1 50 Sulphur, oan: 4%@ 10 ~ gD» os ee jailed. Safe experts. Citronella _- 1 2h@1 50 Belinda 10S cc c6. 5 @3 90 Tamarinds -- 4%@ 10 ‘ MAN BUILDING Cloves) ........- G lonna ..... O16 Tatas Bee |: 2@ 30 GRA 5 00@5 25 Benzo rtar Emeti ND RAPIDS, MICHIGAN bo ast sescoeee 40@ 50 ate Compora a a Turpentine Ven. ; s0n6 a ° iver .... 5 60@5 75 Buch 0 Vanilla Bx. Croton 2 25@2 50 Cas UE cee ccncss @270 Witch pure 1 60@2 00 Weeceaee ntharadies .. : Hazel .. 1 4 ’ 290 Zine Sulphate... 109° is MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. and are intended to be correct at time of going to press. Prices, however. are liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED Pickles i Scrotio Boned Herring AMMONIA Blackberries CHEESE Arctic Brand _. 8 tb. Standards _.... Src | 36 : oz. ieee : ee steed : me @14 00 Wisconsin Flats ....... 36 OZ. 1 BO El Rajah, President, 59, per 100 ...<.... 10 00 Cdir. Monarch, 60, wood, per 100 .... 5 60 Odin, Monarch, 26 tin 5 60 Mungo Park, 2500 lots 69 12 Mungo Park, 1000 lots 70 81 Munga Park, 60U lots 72 52 Mungo Park, less than BOO eee cco 75 00 Mvu-go Park, 25 wood 75 00 Worden Grocer Co. Brands Harvester (Shade Grown) Record Breaker, 50s POU oe ee 75 00 Delmonico 50s ...... 73 00 Panatelia, 505 ....... 75 00 epicure, S05 .... 3... 95 00 Favorita Extra, 50s 95 00 Presidents, 50s 112 50 (La Azora Broadleaf Cigar) Washington, 5Us . 75.00 Panatelha Foil, 50s .. 75 00 Perfecto Grande, 50s 95 00 Opera, 5s .2. 57 00 Sanchez & Haya Clear Havana Cigars. Made in Tampa, Florida Rothchilds, 50s ..... 75.00 B. Panatella, 50s .... 75 00 Diplomatics, 50s ____ 95 00 Bishops, 30s ....... 115 00 Reina Fina, 50s Tins 115 00 ASUeCHS, SUR ........ 135 00 Perfectionados, 25s 150 00 Ignacia Haya Made in Tampa, Florida. Extra Fancy Clear Havana Delicados, 50s _____ 120 00 Primeros, 50s —__.__. 140 00 Rosenthal Bros. R. B. Cigar (wrapped in tissue) 50s ..... 60 00 Imported Sumatra wrapper Manilla Cigars From Philippine Islands Sagopa, 1005 |... c: 37 50 Other Brands Charles the Eighth (Do- mestic), 50s ....... 70 00 Au O08 (oo co 52 00 Hemmeter Champions, BUS .. 8. 56 00 Court Royal, 50s ____ 60 00 Court Royal, 25 tins 60 00 cen oes 5 Qualex, 50s 0 00 Knickerbocker, 50s .. 54 00 Stogies Tip Top, 50s tins, 2 fer 5 CLOTHES LINE emp, 60 ft ........ 2 Twisted Cotton, 50 ft. 3 Twisted Cotton, 60 ft. 3 Braided, 50 ft. 4 Braided, 80 ft. 4 Sash Cord 4 eeeese eeecece 50 COCOA Boaters .............5. 48 Bunte, 1l5c size ...... .. 55 Bunte, % ib. ........ -. 50 Bunte, 1 ib... 2... . 48 Cleveland ............ 41 Colonial, %s .......... 85 Colonial, 4a .......... 88 MOpB ......-0...... case (an Hiersheys, %s .......... 42 Hersheys, %8 .......... 40 eyder sl. + oC Lowney, 448 ........... 48 Lowney, “oe ........:.. 47 Lowney, “ps .......... . a7 Lowney, 5 lb. cans ..... 44 Van Houten Xs ....... 12 Van Houten, \s ...... 18 Van Houten, %3 ...... 36 Van Houten, ls ....... 65 Wan-Hta _........... 2. 36 Webb ....... pace cee . os wibur, Gs ............ 33 Wilbur, Us ..........). 33 COCOANUT %s, 5 lb. case Dunham 46 4s, 5 lb. case 45 4s & Ws, 15 lb. case 45 6 and 12c pkg. in pails 4 75 Buk, pals =... 38 iulk, barrels ... 35 48 2 oz. pkgs., per case 4 00 48 4 oz. pkgs., per case 7 50 COFFEE ROASTED Bulk ID ols. 26@28 Samos ooo. 37@40 Maracabo .............. 43 Mexican .......... seoes ae istiainaia ... 8... 42 2a 5.5... feces sco. 50 Mocha _...........:.... 50 Eso 43 PEBDEITY .......,...... aa Package Coffee New York Basis Arpuekie ....... 0 | 38 50 McLaughliin’s XXXX McLaughlin’s XXXX pack- age coffee is gold to retail- ers only. Mail all orders direct to W. F. McLaugh- lin & Co., Chicago. Coffee Extracts N. Y¥.. per 100 ........ 9% Frank’s 250 packages 14 60 Hummel’s 60 1 lb. .... 10 CONDENSED MILK Hagie, 4 doz. ........ 11 00 Leader, 4 doz. EVAPORATED MILK Carnation, Tall, 4 doz. 7 Carnation, Baby 8 doz. 7 Per, Tau .. occ, 7 Pet, Baby ........... 6 Van Camp, Tall .... 7 26 Van Camp. Baby .... 5 Dundee, Tall, 4 doz. .. 7 Dundee, Baby. 8 doz. 6 Silver Cow, Tall 4 doz. 7 Silver Cow Baby 6 dz. 5 MILK COMPOUND Hebe, Tall. 6 doz. .... 5 Hebe. Baby. 8 doz. .. 5 60 Carolene, Tall, 4 doz. 5 CONFECTIONERY Stick Candy Pails Horehound __..._ ss 30 Piandard 30 Cases SUMO, es 29 Mixed Candy Pails Brouen ooo ee OL Cut Loat oo a1 Grocers 24 Kindergarten 33 leager 30 Novelty . 31 Premio Creams ______ 44 Hoyas 30 B80 oe 27 Specialties Pails Auto Kisses (baskets) 31 Bonnie Butter Bites__ 35 Butter Cream Corn __ 3 Caramel Bon Bons _. 35 Caramel Croquettes __ 32 Cocoanut Waffles ___ 33 Cony £ony =. 35 Pugee, Walnnt 35 Fudge, Walnut Choc. 35 veo Champion Gum Drops 28 taspberry Gum Drops 28 Iced Orange Jellies __ 32 Italian Bon Bons ____ 30 AA Licorice Drops 5 1b, Ok. 2 2 15 Lozenges, Pep. _.._|_ 32 Lozenges, Pink _____ 32 Manchus 90 3 Nut Butter Puffs ___ 33 Chocolates Pails Assorted Choc. 37 (Chemmpion oo 35 Choc. Chips, Eureka 44 Klondike Chocolates__ 45 Napebs 2: 45 Nibble Sticks, box __ 2 60 Nut Waters 45 Ocoro Choc. Caramels 43 Peanut Clusters 50 uintette 2 37 Recinma 34 Victoria Caramels ___ 42 Pop Corn Goods Cracker-Jack Prize .. 7 00 Checkers Prize . 700 Cough Drops Boxes Putnam Menthol ____ 1 65 Sintta Bros, 1 65 COOKING COMPOUNDS Mazola Pints, tin, 2 doz. .... 8 60 Quarts, tin, 1 doz. .. 8 00 % Gal. tins, 1 doz. .. 15 25 Gal. tins, % doz. .... 14 80 5 Gal. tins, %& doz. .. 22 00 COUPON BOOKS 50 Economic grade .. 2 26 100 Economic grade 8 75 500 Economic grade 17 00 1,000 Economic grade 30 00 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR © tb: boxes ............ 6b 8 tb. boxes ............ 66 DRIED FRUITS Apples Evep’ed, Choice, blk .. 22 Apricots Evaporated, Choice ___ 35 Evaporated, Fancy .... 44 Citron 40 Ib. box 2 50 Currants Packages, 16 oz. 27 Boxes, Bulk, per Ib. ... 26 : _ Peaches Evap. Choice, Unpeeled 22 Evap. Fancy, Unpeeled 24 Evap. Choice, Peeled 24 Evap. Fancy, Peeled 26 Peel Lemon, American ____ 38 Orange, American ____ 38 u Raisins Choice S’ded 1 Ib. pkg. 23 Fancy S’ded, 1 Ib. a 24 Thompson Seedless, 1 ab. pke, 22 Thompson Seedless, DM eo, 88 California Prunes 80- 90 25 lb. boxes --@18% 7U- 80 25 lb. boxes --@19 6U- 70 25 lb. boxes --@20 5U- 60 23 lb. boxes --@21% 40- 50 25 lb. boxes --@25 3U- 40 25 lb. boxes --Wz8 FARINACEOUS GOODS Beans Med. Hand Picked .... 8le Caufornia Limas . Brown, Holland Farina 25 1 lb. packages .... 2 80 Bulk, per 10u Ibs. .... Hominy Pearl, 100 lb. sack ____ 4 50 Macaron! Domestic, 10 lb. box ..1 10 Domestic, broken bbls. s% Skinner's 243, case 1 374% Golden Age, 2 doz. .. 1 90 Fould’s, 2 doz. ...... 1 90 Pearl Bariey Chester 26 6 25 Peas Seetch, Ib | .......... 7 Pout, Ib) 9 Sago Mast India 12 Taploca Pearl, 100 Ib. sacks cece Ae Minute, Substitute, 8 OZ, 3 Gozm ... 062... 4 06 Dromedary Instant, 3 doz., per case ..... 2 70 FISHING TACKLE Cotton Lineg No. 2, 15 feet No. 3, 16 feet No. 4, 15 feet No. 5, 15 feet No. 6, 15 feet Linen Lines Fudge, Choc. Peanut 28 Small, per 100 yards 6 65 Medium, per 106 yards 7 25 Large, per 100 yards 9 00 February 4, 1920 Fiocats No. 1%, per gross .. 1 No. 2, per gross .... 1 75 No. 2%. per gross .... 2 Hooks—Kirby Size 1-12, per 1,000 aos, G4 Size 1-0, per 1,000 : Size 2-0, per 1,000 co 1 Size, 3-0, per 1,000 .. 1 39 Size 4-0, per 1,000 .. 1 1 Size 5-0, per 1,000 oF Sinkers No. 1, per gross ...., - 68 No. 2, per gross ...... 72 No. 3, per gross ...... 85 No, 4, per gross .... 1 10 No. o% per gross .... 1 45 No. 6, per gross ..., 1 8& No. 7, per gross .... 2 30 No. 8 per gross .... 3 39 No. 9, per gross ,,,. 4 6 FLAVORING EXTRACT§ Jennings D C Brand Pure Vanila Terpeneless Pure Lemon Per Doz 7 Dram 15 Cent ......1 26 1% Ounce <0 Cent .. 1 30 2 Ounce, 35 Cent .... 2 70 2% Ounce 35 Cent - 2 85 2% Ounce 45 Cent .. 8 10 4 Ounce 65 Cent - & 20 8 Ounce 90 Cent - 8 58 7 Dram Assorted .... 1 36 1% Ounce Assorted .. 2 0 FLOUR AND FEED Valley City Milling Co. Diy White .....07. 14 50 Graham 25 lb. per ewt. 6 00 Golden Granulated Meal, eo 10S. per cwt | 5 UU Rowena Pancake 6 lb Compound ......., Rowena Buckwheat Compuund ........ 6 00 Rowena Corn Flour, 5 60 Watson Higging Milling Co. New Perfection, %s 14 35 Meal Gr. Grain M. Co. olted) 5 20 Golden Granulated __ 5 40 Wheat NO. 1 Red 22.0000 .2 002 2 35 No. 1 White ....2..... 2 33 . Oats Michigan Carlots ..__ a5 Less than Cariots elses YS Corn CavMiots - 1 60 Less than Carlots ____ 1 vd Hay Camets oe. 32 0 Less than Carlots __ $4 U0 Feed Street Car Feed .... 63 00 No. 1 Corn & Vat Fd 64 UU Cracked Corn bo UU Coarse Corn Meal —. 69 UU FRUIT JARS Mason, % pints, gro 8 00 Mason, pts., per gross 8 40 Mason, qts., per gro. 8 75 Mason, % gal., gro. 11 00 Mason, can tops, gro. 2 85 ideal Glass Top, pts. 9 50 Ideal Glass Top. qts. 9 90 ideal Glass Top \& Gaon ..........<. 12 00 GELATINE Cox’s 1 doz. large ... 1 90 Cox’s 1 doz. small .. 1 25 Knox’s Sparkling, doz. 2 00 Knox’s Acidu’d doz. .. 2 10 Minute, 1 doz. ...... 1 26 Minute, 3 doz. ...... 3 76 Nelson’s ....... eceuee 2 0 Oxtord = ..0..-... oa 76 Plymouth Rock, Phos. 1 55 Plymouth Rock, Plain 1 35 Waukesha ........... 1 60 HIDES AND PELTS Green, No. 1 Green, Cured, No. Cured, No. 2 Calfskin, green, No. 1, 65 Calfskin, green, No. 2, 63% Calfskin, cured, No. Calfskin, cured, No. 2, 66% Horse, No. 1 Morse, No: 2 11 00 a yo ~ 2 ge © a — + F oh - b we -fe Q i o ¢ Fae a . February 4, 1920 MICHIGAN TRADESMAN 45 PETROLEUM PRODUCTS ripe NUFF Seasoning WOODENWARE Old Wool ......... 15@2 00 : iron Barrels = 4j . Swedish Rapee 10c 8 for 64 Chilli roma, ie .... 1 35 Baskets ts, 16 Ibs. 2.6... 8... 90 p Lambs .......... a2 0 - Perfection —_______ 17.7 bbis., 40 ibs. 1 6 Swedish Rapee, 1 Ib. gls 60 Celery Salt, 3 oz. ...... 95 Bushels, wide band, See cass: meee Bee en ee a nhie. s0 be 3 00 Norkoping, 10c, 8 for .. 64 Sage, 2 oz. ............, 90 wire handles ....... 2 20 Tallow Gas Machine Gasoline 40.3% : Norkoping, 1 Ib. glass .. 60 Onion Salt 2.000000. 135 Bushels, wide band, | Prime 1.1... en fh. a Dobeachess leas ea, Copenhagen, 10c, 8 for 64 Garlic ............... 135 wood handles ...... 2 35 NOW @9 Bee a 13.8 Hogs, per Ib . @65 Copenhagen, 1 Ib. glass 60 hd by OZ. ...... 225 Market, -s roe : = > Ss : pes ee 40.6 F4UGS, POT ID. secccce arke si rla 2 e ) NO) oo @ 8 Ate na ngine, Beef, round set... 19@20 SOAP tchen Bouquet . 260 Market, single hanc ‘ Woo! a Bit 268 Beck twidsics set . . .60@60 ; Laurel Leaves ......... 20 Market, extra ........ : = Jnwashe 2 @50 ; ve oo James 8S. Kirk & Company Marjoram, 1 oz. ...... $@ Splint, large ......:.: 8 50 oe Ee ne @ t5 gt oa Black, iron 59 nace = Shae 1 s@z 00 ‘American Wamily, 100 ¢ 55 Savory, 1 of .......... $0 Splint, medium ...... 7 75 ie iy P oo a Bois poe Jap’ Rose, 50 cakes .. 4 85 Thyme, 1 oz. ......... $0 Splint small ...... 7 00 ue a FURS ee olarine, Iron Bbls. .. 47. Uncolorec Oleomargarine Kirk's White Flake .. 700 Tumerte, 2% oz. ...... 90 Meee ke PICKLES rit char Ait re MNOS gone st Pee as denne __ Butter Plates No: 3 Skunk ........ 3 00 Medium sOnnETy Holle .....-: ee Big Master, 100 blocks 8 00 Corn Escanaba Manufacturing No ie peewee. 1 Se Oa arnt a ae Rice Climax, 100s ........ on a sor4, es -- 11% Co. oO Inprime ...... AATEE!, Ase0U CO A Sltmax. 220s ........ 5 25 Muzzy, 1 eS .. g 3 Muskrats, Winter 25 Halt bbls., 600 count 8 Hy Fancy Head ......... 16 Gua wa 80 cakes 6 00 Powdered, tena ne paneer we < Muskrats, Fall a 00 5 gallon pou ae ao ae O Blue Rise 5.15)! 14 Oak Leaf, 100 cakes 6 75 Argo, 48 1 lb. pkgs. .. 4 15 No 28 oo si a gree 16 bir Barrels 18 00 ROLLED OATS Queen Anne, 100 cakes 6 75 NO: A oa eee 3 17 Leis COO = g ean Elale hereols 10 00 Lautz Naphtha, 100s 8 00 Kingsford No ££. 3 39 i) 4 ARON Sul 606 & aallon keas 9. 350 Momarch, bbls. ...... * 75> Proctor & Gamble Co cuiver Gem SO -. Yh Wo 9 |... is. ceee. 3 99 No. 1 Mink, Large |g 00 ee Renee Avene, we 19 oo a. lr Ci 6 00 Onan No. ee ; z No. 1 Mink, Mediuim 15 00 Ss Every, G doz ........ 5 ANG DF cot tes eenecee nes : : Monarch, 90 lb. sacks 5 00 y, Argo, 48 1 lb. pkgs. 4 15 r sm c 21 N < 2 Barrels 2.0600. so. 25 00 acks aa 8 50 No. 8-50 extra sm cart 1 toe me “ieee Beale 13 00 Oe 18 Se = 2 210 ao a ae _ a yoo ao teeeees : a Wo $50 small cattan 4 aker, a up Sia eos uses i ee 7 ae ee : 32 goods. & gallon Hees -..--... a6 2c fe Silver Glows, 16 fie ..11%4 OST ed cae HONEY SALAD DRESSING Swift & Company Silver Gloss, 12 6lbs. ..11% No 3-50 extra le cart 1 93 Airline, No. 10 ...... 4 00 Sweet Small Columbia, % pints .. 2 25 Classic, 100 bars, 8 oz. 7 50 No. 8-50 extra lg cart 1% Airline, No. 15 ...... a 2 oS ean at Columbia, 1 pint .... 4 00 Swift's Pride, 100 8 oz. 6 00 ii. No. 4-50 jumbo carton 1 32 as pe 3 Sco stle. o. ‘ urke Quick Nz th: (59 Airline, No, 25 ...... Oo Tae teas, 15 00 he on _ Psi 2 a taunts. 100 8 48 1lb. packages ...... 9% Churns HORSE RADISH Durkee’s Picnic, 2 doz. 2 90 a 675 16 SID. packages ...... 9% Barrel, 5 gal., each .. 2 40 Per doz. ... 1 00 PIPES Snider's large, 1 doz. 2.49 Wool. 24 bars, 6 oz. 185 12 6Ib. packages ...... 3% Barrel, 10 gal. each .. 2 55 paces secs. Gob. 3 doz in thox 125 Shae s small, 2 doz. 1 45 ‘Wool, 100 bars, 6 oz. 7 65 s@ Wo. boues .......... 7% Stone, 3 walk .......... 3 JELLY ae " Wool, 100 bars, 10 oz. 12 75 Stone, € gal. .......... 78 aS rp DS SALERATUS SYRUPS Pure, per pail, 30 lb. 5 50 PLAYING CAR No. 90 Steamboat .... 2 25 Tradesman Company Corn Clothes Pins. No. 805 jevela. |... 7 SAErelS) |... 6.2.28. ..- 75 Escanaba Manufacturing JELLY GLASSES No. 808, Bicycle 3 75 Packed 60 Ibs in box Black Hawk, one box 4 50 mscanaba Riekett: (0.0.56... 400 Arm and Hammer .. : 25 Black Hawk, five bxs 425 Half Barrels ........... 81 Co. Oe EE ee: “ Wyandotte, 100 %3 .. 300 Black Hawk. ten bxs 400 Blue Karo, No. 11% No. 60-24, Wrapped .. 4 75 MAPLEINE POTASH E Vie ceuiatis 72 cakes. 1: 2 doz. dees dacs 3 40 No. 30-24, Wrapped .. 2 42 1 oz. bottles, per doz. 175 Babbitt’s, 2 doz. ..... 2 15 SAL SODA i caoue temarmable dirt Fe 5h pe a dz. 405 No. 25-60, Wrapped .. 75 2 oz. bottles, per doz. 3 00 ereeanee bbls. .... 195 and grease remover, with- ys mare, NG. am 3 495 Egg Cases a ; Uae aes ee toe, betes, or doe 1859 PROVISION ranula, gy if fh 418 fut MRdory to the skin. nets Ngo BY de, 198 No 3 SUMP comes 40 Pints, per doz. ...... 18 00 Barreled Pork packages ......,. 2 25 Scouring Powders ye a Ne 16 1a bee 4 50 Quarts, per doz. .... 33 00 (lear Back __ 48 00@49 00 Sapolio, gross lots 11 00 a lence a "4 ee ge ers 2 % Gallons, per doz. 5 25 Short Cut Clear 40 00@41 00 SALT Sapolio, half ens lots 5 50 Co ee 6h 4@ om size ............ 3 90 Gallons, per doz. .... 10 00 See ‘aa ee ser Rock eae (aie =i Med eave, No 4. 3 de 4 40 MINCE MEAT See ME eee aa ee aie SO Queen Anne, 60 cans 3% 6U — Karo, No. 2%, 2 _ a 6 - Me ary we ommon ¢ Maid, 60 cans .. 3 60 OOe. 62664. Dd 25 ‘ork lined, mM. éeeade None Such, 3 doz. Bee Sat ee Nene Mae. ag ee, OP cane Red Karo, No 8, 202 616 Gore fed Sta.” Ge ise tor 439 S P Bellies 32 00@34 00 Medium, Fine ........ 2 40 Washing Powders Red Karo, No. 10, % Cork lined, 10 fm. ..... 90 Quaker fidozicasa, || : Lard L Pi i a ‘oan @Om 6: 4 35 for 22 25 Pure in tierces 2612027 now iy, oz. tl Bae ompound Lard 25 ea 26 Snow Boy, 24 pkgs 6 00 Pure Cane Trojan a 2 50 30 ID tubS ...advatce % Snow Boy, 20 pkgs 7 00 Fair Eclipse pat nt spring 2 50 MOLASSES 60 ib. tubs | advance i anne Ge ese i VS pe - sp! £ . 30 50 Ib. tubs ...advance % Soap Powders oe se ee ee as ae ee ao coe a5 20 Ib. pails Av ure % Morton's Johnson’s Fine, 48 2 8 785 Choice 9.1)... Si : = at. brush hold 2 aa ‘hoi “""* 69 40 Ib. pails ...advance % Johnson's XXX 100 .. 5 75 ant HR Ae eric or a CHOC feo 63. 4 Pa) TABLE SAUCES 200z. cotton mop heads 4 30 Good 5G 5 Ib. pails ...advance 1 a eT TLS l.autz Naphtha, 60s .. 8 60 120z. cotton mop heads 2 60 Stock 28 3 lb. pails ...advance } Nine O’Clock ........ 425 Lea & Perrin, large ..57 oe : Half aitels 86" oxira oe , One Laat, 100 blige #60 Len & Perrin, small. $ 23 Palle moke eats ute eanser POCRUOR Ci cate ac a eee ees 10 at Galvanized eS 5 50 Hams, 14-16 lb. 27 @28 Queen Anne, 60 pkgs. 360 Royal Mint .......... 160 45, Civaneea 6 6 eg ag NUTS—Whole Hams, 16-18 Ib. 28 @29 Ruh-No-More .......- i een |, 6 Cat Ge a Almonds, Terragona : 35 a ee 27 @28 unbrite, 72 cans 5 00 yg Pride Z 2 Mire 9 75 razils, a e as > o € ’ wh, IATBO wos ecevesese Panee Min ides Bets 30 e os. 41 @42 Mt, Small oo... c 6... 2 90 Toothpicks Wdberia Bateciona | 43 California Hams 22140023 ITCHEN Capers .............. 1 80 Escanaba Manufacturing Peanuts, Virginia raw 16 tee Boiled aa , i TEA : | Co. p Peanuts, Virginia, —- 2S on Per case, 24 2 Ibs. .... 2 00 Sg - Nl Pog eaaa : a Pounube Spanish ..: 23 Minced Hams "18 @20 Five case lots 2... a LENZER din Mai No. 60-9506 Emcee 25 Walnuts California .. 39 9 Bacon 32 @AS8 gaa nial Gade... 49@52 Walnuts, French Sausages Cod RANG ooo, 60@61 Traps Rasket Mired Med'n. ie a Me... ‘i Beet med chou Mouse. wood, 4 holes .. 60 Shelled AVON es ee 12 Mablets, 1 ib, ..1...... “ Basket Fired Fancy Mouse, wood, 6 holes .. 70 ae Se 65 Hrankfort ..:....54.. 19 Tablets, % Ib. ....... 1 No 1 Nite. ... @5p Mouse, tin, 5 holes .... 85 10 Ib (OR ae? 15 Bone oes. Mee Wood boxes .......... Siftings, butk @21 wae boise pace ees eee : - ; NU teregns aholne clei Mea ee 1 siftings, nkes. te SPER ccs cedase Peanuts, Spanish, ae . i Holland Herring | owes | ih wage =O tou aatie 20 oo DDL ae acs 25 Headcheese ......... - 14 Standards, bbls. . Gunpowder 200 lb. di 24% M., bbis. ........ “22 Moyune, Medium 35@40 Tubs P See see ses ae Beef Standards, Kegs... .. 1 Moyune. Choice .... 40@45 Walnuts es a Boneless ..... 30 00@35 00 =Y. M, kegs .......... 1 Young Hyson a 2 oe eee a o ee f Rump, new 40 00@42 00 Chotee 0. 35@40 : mo es , = Herrin ay 2 Neo. © Wiive ........ 33 00 OLIVES : K K K K, Norway .. 20 vill ae ey oe 59@60 large Galvanized .. 13 25 Bulk, 2 gal. kegs, each 3 25 ot oe 8 Ib. pails ......... - 14 Oolong ea ao a = Bulk, 5 gal. kegs, each 8 00 4% Dbbis. .............. iS Cut Lumen .- 2. s.. 2) 1 Formosa, Medium .. 40@45 ~™all Galvanized ... « Stuffed, 4 oz. ........ 180 %4 bbls. 35 Ibs. ...... 3 40 Sealed, per box . Formosa, Chvice 45@50 Staffed, 16 O€. ........ 50 Pu Fe tteeeeeeees a Boned, 10 Ib. boxes a “ Formosa, Fancy 55@75 Waneade 8 aie ag stuffed) j= JF DD. sscereeeeeseees ‘ can cases, per case sanner Globe ........ 5 50 Ae 3 00 English Breakfast Brass, Single seseeeee 7 5O Maneatis. 802. 2... 1 45 No; 3, 100 Ibe. ..:..... 12 SODA Gon Glass, Single ... 02... 8 50 gou, Medium 40@45 .oDagvlages Lunch, 10 oz. ........ 2 00 noe ee No. 1, 40 ..---> tee Bi Carb. Kegs ..... 4 Gongou, Choice Me eo ee * 0 unch, OZ) 5 yi 2, E eaadea Si So 2.2... 5 Queen, Mammoth, 19 Corned Beef, 24 1s .: 390 No. 1, $ Ibs. ....:..... SPICES one i eas pe i bsebed Queen ..... ; - OF ee, 50 Roast Beef, 24 1s . 3 90 MIVETSAL 2. eee ee eeeee ae a Mammoth, 28 = Loaf, 48 %s, 5% Mackerel Whole Spices sette teeter eee eee 75 stseeeesssseseee- 165 Mess, 100 Ibs. ...... 00 Allspice, Jamaica .... @18 1,0, want 10@45 Window Cleaners Olive Chow, 2 doz. cs. Gon Loaf, 24%s, 7 oz. 260 Mess, 50 Ibs. ........ 18 25 Cloves, Zanzibar ..... @60 br Pekoe Choice ..45@48 12 IM. 2... eee eeeeeeees 1 65 per doz o..5...5... 50 Vienna Style Sausage, Mess, 10 Ibs. ...... 295 Cassia, Canton ...... @30 Flowers 0 P Fancy 55@60 S496 5. sia, oooce 2 «,A8%8 tpeeeenneese El ie Mess, g be. Pasi eds 2 30 Cassia, 6c pkg. doz. a2 ee 16 IM. se sees eee reeeeee 2 30 Sausage Meat, 3 No: ft, 100 ibs. .:... Ginger, African ..... TWINE PEANUT BUTTER Potted Meat, 48%s .. 52% No. 3, 50 Ibs. ...... 12 75 Ginger, Cochin ...... OM coin + ply cans 15 Woes Sante Potted Meat, 48 %s 90 No. 1, 10 Ibs. ........ 280 Mace, Penang ....... @75 &otton’ 3 ply balls .... 75 13 in. Butter ..... «oe 8 Hamburger Steak and Mixed, No. 1 ........ Ge Hom. 6 thy ........., 95 15 In Butter ........ 7 Gat bee a 1 75 Lake Herring Mixed, Pot = ae on oa : a aaa 17 fn. Liber eoudaea. i = orne ee as ¥% bbl., 100 Ibs. ..... . 750 Mixed, 5c pkgs. doz VINE 9 im Butter ........ Me 1 75 ° : Nutmegs, 70-8 ...... Gat cise wontan Haser .. Vagkee ney Tongue, SEEDS Nutmegs, 105-110 @*> White Wine, 40 grain 20 WRAPPING PAPER 3 ot 7 Ae 4 Amine ..,............ 45 Pepper, Black ....... @3 White Wine, 80 grain 27 Wine Manta Wille TL ee SS te We thon Rie eae. nite 2 OF CAN ew OO Re oF site oe Ca ary, myrna ... epper, Jay . We a . ues eae oe oer Chili Con Carne, 48 1s 180 Gardomon, Malabar 1 20 Paprika, Hungarian Le ; Sulchers Aisaie ~--~ 2 Pork and Beans, 48 13 1 80 4 Oakland Vinegar & Pickle Kraft _ 13 Sliced. Bacon, medium 4 00 Celery ......-seeeeee Pure Ground In Bulk Co.’s Brands. Wax Butter, short c’nt 25 Bel-Car-Mo Brand Sliced Bacon, 1 69, temp, Russian ...... 12% Allspice, Jamaica @18 Oakland Apple Cider .. 40 Parchm’t Butter, rolls 25 : con, large Mixed Bird :......... 18% Cloves, Zanzibar @65 ; . Blue Ribbon Corn .... 28 AST CAKE 8 oz., 2 doz. in ease . Sliced Beef, 2% on .. 2 05 pa 7 : YE , . Mustard, white ..... 40 Cassia, Canton ..... @40 ) te 9 . Oakland White Pickling 20 r d 45 2401 1b. pails 2... 3. Sliced Beef, 5 oz. .... 3 60 Poppy 65 Ginger, African @28 ‘ Magic, & d0Z ........ 12 2 Ib. pails . Sliced Becf, 3% oz. .. 2 6 ow 6 oe tee Packages no charge. Sunlight, 3 doa ...... 1 00 een pee eee = 3 PO were eeeceeeeeees 1 Mustard ~.........-..- @38 Sa ike 5 lb. pails, 6 in crate Sliced Beef, 7 oz. .... 4 55 Mace, Penang @35 Sunlight, 1% dom ..... 50 #0 Ib. pails: 6.0.) 63.8: SHOE BLACKING Nutmegs oe aise WICKING Yeast Foam, 3 doz. .. 1 45 > hs bale Teas Mince Meat Handy Box, laree# dz. ae Pepper, Black ...... @34 No. 0, per gross ...... A Yeast Foam, 1% doz, 73 pans ........... Cond Handy Box, amall ... Pepper, White ...... @562 No. 1, per gross ...... 6 ie... : Condensed a oes Gok ete 1%) Gl a Caucanc | Gab No & bec areas 20 ae | YRAST~CompnEseeD 100 Ib. drums ,..,,.,-, Moist & glass ..... 25 Miller's Crown Polsh 90 paprika, Hungarian ..@60 No. 3, per gross .,.. 190 Fleischman, per doz. .. 24 aa ee em NES 46 Preventing Loss After a Fire. In the adjustment of every partial loss, especially those consisting of chatels, goods or machinery, there is an element of salvage, good or bad, according to the amount of “first aid to the injured” given it by the insur- ed. Vast sums in the aggregate are lost through the mistaken idea of the claimant and often the agent that nothing must be touched until the ar- rival of the adjuster Therefore he locks up the place and impatiently waits. By the time notice is given to the company and an adjuster is provided and is able to reach the loss, fermentation has set in, the glue and varnish are thoroughly soaked and the furniture is falling apart or the machinery or hardware is rusting rapidy. All this results in unneces- sary further damage and uncertain loss that would have been avoided if the insured had opened up everything, separated the damag- ed from the undamaged, wiped and oiled the machinery, and swept out the debris. : The reason for this attitude on the part of the insured is not hard to understand There is possibly no thought of dishonest motive but only ignorance, ill advice from good-inten- tioned neighbor or agent (who should know but does not) or possibly mis- directed instinct that the worse it looks the more the loss will appear and the more money will be secured out of the adjustment. These consequential damages are constantly confronting adjusters and there seems to be no way of suc- cessfully curing them other than for our agents to help educate and serve the claimant in time of disaster. He is on the ground oftimes at the fire and can at once point out to the in- sured the necessary steps to be taken to comply with and fulfill his duties required by the terms of his contract. He can show the insured the condi- that “the fire occur the insured shall : protect the property from further damage, forthwith separate the damaged and undamaged personal property, put it in the best possible order,” etc., and can tell him this provision means exactly what it says. It is not a request or advice, but is mandatory and in some states is on the statute books. The agent can tell the insured that any reasonable expense incurred by him in cleaning and caring for the property after the fire becomes a part of his loss and is paid for up to the face of the policy. Losses, like lightning, do not fre- quently strike twice in the same place and the unfortunate experience of one insured in reaching an amicable settlement through lack of compli- ance with the conditions of the policy does not serve often in a second in- stance or reach the man who will have the next fire under similar con- ditions. If we knew who would be the next sufferer the education of the insured woulld be easy. A report of a heavy smoke and water damage reaching us with the further information that the store is closed and locked, creates at once an uneasiness towards the claim. When our adjuster arrives a few days later, open up the store and has the mer- MICHIGAN TRADESMAN chandise properly cared for, the in- sured is shocked and disappointed when the adjuster points out that the actual smoke and water damage oc- curring at the time of fire amounts to but a small percentage only, for which the company is liable, but in consequence of the claimant’s mis- guided neglect in not properly caring for his stock, which it was his clear duty to do, there is an additional damage of a much greater percent- age which the caimnant in turn is responsible for and justly must stand. He denounces the adjuster as a rob- ber, abuses the agent and the com- pany, and is disgrunted to the end. Cases of this kind happen right along, and we are reminded of the many ef- forts that have been made to invent a fool-proof gun. It can’t be done. Much time, thought and energy are nowadays being given to a campaign of fire prevention. Why not include an education of the pub- lic as to their duty to themselves in caring for and protecting their prop- erty at the time and after a fire has occurred? Charles R. Thompson. Crooked Fire Insurance Agents Sen- tenced. A long series of frauds against in- surance companies in Ohio, covering a period of five years or more, has just been terminated by the convic- tion and imprisonment of W. W. and W. E. Fite, of Fite & Fite, insurance agents of Jackson, Ohio, who repre- sented some twenty-six important fire insurance companies. When - sus- Picion was first drawn to the concern through a questionable loss a thor- ourg investigation was entered into by the State Fire Marshal’s depart- ment. About 110 losses were looked into, and of this total only eight were pro- nounced bona fide. In seventy-one of the cases it was found that there had been no fires at all, the signa- tures to the proofs of loss and to the drafts having been forged. In thirty-one of the 110 cases the same forgery was practiced where a small amount was paid to the assured and a much larger amount collected by Fite & Fite from the companies in- terested It is believed that the successful termination of this case will have a far reaching effect in discouraging similar frauds against fire insurance companies in Ohio and elsewhere Attention to Chimneys and Rubbish. Look after the condition of your chimneys and stovepipes and keep the cracks in your chimneys cemented up. Also keep old dry rubbish clean- ed away. It may be the means of saving loss of lives as well as valu- able property. In this connection more particularly is “an ounce of prevention worth a pound of cure.” A little precaution and care in the cleaning up and burning of rubbish is timely. The great majority of fires are avoidable and purely the re- sult of carelessness Remember, it is the people and policy-holders who pay the losses. ————_2.2-.___ When Adam and Eve visited the tree of knowledge they hardly had time to study the higher branches. February 4, 1920 The Grand Rapids Merchants Mutual Fire Insurance Co. STRICTLY MUTUAL Operated tor benefit ot members only. Endorsed by The Michigan Retail?Dry Goods Association. Issues policies in amounts up to $15,000. Backed by several million dollar companies. Offices: 319-320 Houseman Bldg. Grand Rapids, Michigan INSURANCE AT COST On all kinds of stocks and buildings written by usat regular board rates, with a dividend of 30 per cent. returned to the policy holders. No membership fee charges. Insurance that we have in force over $3,600,000 Surplus larger than average stock company. MICHIGAN SHOE DEALERS MUTUAL FIRE INSURANCE COMPANY FREMONT, MICH. One of the Strongest Companies in the State Bristol Insurance Agency ‘‘The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies Savings to Our Policy Holders On Tornado Insurance 40% General Mercantile and Shoe Stores 30% Drug Stores, Fire and Liability, 36% to 40% Hardware and Implement Stores, and Dwellings 50% Garages, Blacksmiths, Harness and Furn‘ture Stores 40% All Companies licensed to do business in Michigan. It wlll pay you to investigate our proposition. Write us for particulars. BRISTOL, Manager Cc. N. A. T. MONSON, Secretary FREMONT, MICHIGAN 25* Immediate Saving on Cost of Fire Insurance MICHIGAN BANKERS AND MERCHANTS’ MUTUAL FIRE INSURANCE CO. Wm. N. Senf, Secretary FREMONT, MICHIGAN ‘ ry February 4, 1920 MICHIGAN TRADESMAN Late News From the Celery City. Battle Creek, Feb. 3—The Old National Bank instituted a new cus- tom last Saturday evening and one that certainly will be popular, judg- ing from the first occasion. It was a dinner dance at the Post Tavern and will be known as the first an- nual dinner of the Old National Bank. About seventy-five guests, including directors, officers and employes, sat down at 6:30 to the dinner, which was followed by dancing on the bridge from 8:30 to 11:30. dattle Creek awoke Sunday morn- ing, Jan. 25, with the coldest day of the season——14 degrees below zero. This was the coldest day since Feb. 10, 1918, when it was 21 below. The epidemic at Camp Custer ap- pears to be at an end. The quar- antine has been modified and will last for several days, until the least danger of spread is passed. The quarantine is only a precautionary measure. Every soldier at camp has an examination every day. The office of the Calhoun Building and Loan Association opened for business Monday morning on the fourth floor of the Ward building in the Chamber of Commerce rooms. H. B. White is the newly elected Secretary and Treasurer. Mr. and Mrs. F. H. Millard, of the Stevens-Gordon Clothing Co., left last week for California. They will return April 1. Ask Vern Wilson, of the Purity Candy Co., for a photo of himself, taking a trip over the Kernen drive, with a load of coal ahead of him and a salesman friend behind him. Camp Custer will be used again this summer for the reserve officers train- ing camp, which opens about June and continues for a period of. six weeks. The new city hospital on Maple street opened last Monday, fully equipped for handling patients. The announcement was made by Commis- sioner MacGregor, acting Mayor of the city, in the absence. of Mayor Ryan. Jack. —_222.____. ‘ Easy to Define. Attorney—‘Now, sir, you have stated under oath that this man had the appearance of a gentleman. Will you be good enough to tell the jury how a gentleman looks, in your esti- mation.” Downtrodden Witness—‘Well, er— a gentleman looks—er—like—ar—” Attorney—‘I don’t want any of your ‘ers,’ sir; and remember that you are on oath. Can you see any- body in this courtroom that looks like a gentleman?” Witness—‘“I can if you'll stand out of the way.” —__~+~-.____ Fancy or bold display type in your advertisement will not make up for lack of ideas and brains behind Watson-HigginsMlg.Co. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks ROWLOCLUTS wast BUSINESS WANTS DEPARTMENT Advertisements inserted under this head for three cents a word the first insertion and two cents a word for each subsequent continuous insertion. If set in capital letters, double price. must accompany all orders. No charge less than 25 cents. Cash FOR SALE—RETAIL LUMBER YARD In Wastern Ohio, good Country Town, 1% acres with Planing miil, 32 x 50 stor- age sheds, two good houses, one large extra good, all modern: fine location, good business. Very reasonable for quick sale: might deal. Address E. L. Heestand, Damascus, Ohio. 693 Wanted, a first-class; all around meat man. A steady job. None but first class need apply. Thomasma Meat Market, 400 West Leonard St., Grand Rapids, oe D WANTED—A WINDOW TRIMMER AND INTERIOR decorator, one who can assist in the advertising: sixty feet ad- vertising space; state salary and exper- ience. Address J. B. Sperry Co., Port Huron, Mich. 695 For Sale Brown-Corliss Engine, 16 x 42 eylinder, 175 horse power, wheel 12 feet by 26 inches. Price $1,350—if taken at onee. In service only 6 years. The Kramer Mfg. Co., Indianapolis, Ind. 696 For Sale—Long-established unde ortaking business, complete with all essentials for about $2,500. Business has always been profitable. Will retain or sell furniture stock in connection. Address No. 697, care Michigan Tradesman. 697 For Sale—Stock of General Merchan- dise, located in one of the best towns in Genesee County. Good opportunity to launch into a good paying business. Ad- dress Box 5, Swartz Creek, Mich. 698 For Sale—On account of the death of my husband, I have for sale a stock of used machinery of all kinds invoicing $4,000. Will sell with or without the real estate. For information write or call on Mrs. William Troxel, Hillsdale, aa For Sale—Hardware and Implement Business in good town near Grand Rap- ids. Good farming country. Reason for selliug, ill health. No. 700 care Michigan Tradesman 700 If you are thinking of going in_ busi- ness, selling out or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. For Sale--Store and stock of general merchandise consisting of groceries, dry goods, hardware and auto repairs. Also 2 lots with dwelling and barn’ Also cream and gasoline ‘station. Located in the vil- lage of Brinton, Isabella County, Mich. Robert Sisco 701 For Sale—Late Model Angledile Auto- matie Computing Scale, with up-to-date chart computing from 6 to 60c, also com- pletely rebuilt at factory. Guaranteed to comply with our state laws. $75. John BE. Rengo & Co., Kaleva, Mich. 702 For Sale—Variety store in Western Michigan. City of 5,000 population. This is not a run down stock, but a clean, going business. Can show interesting and profitable proposition. Address No. 680 care Mic higan Tradesman. 80 For Sale—One steel rug rack of Green- ville make. Will hold 25 rugs 11-3 x 12, 75 9x12, 10 8-3x 10-6. Perfect condition. If interested wire for special low price. D. M. Christian Co., Owosso, Mich. 681 ~ FOR SALE—LAMSON PERFECTION CABLE. Cash _ carrier, five stations, complete with half horsepower, D. : motor. The F. W. Roberts Co., Prospect and FE. 4th St., Cleve sland ©, 684 For Sale—Hotel. Well established busi- ness in a good town. Ata bargain. Ad- dress No. 685 care Michigan Tradesman. 685 Automatic 1210 Plainfield 686 For Sale—100 lb. Detroit Scales. As good as new. Ave BANISH THE RATS—Order a can of nat and Mouse Embalmer and get rid of the. pests in one night Price $3. Trades- man Company. Grand Ramds Mich:gan. For Sale—Drug store. Good business. Clean stock. New brick building, medal plate front. U. S. Postal Station. Well located, being near Kalamazoo College and Western Michigan State Normal School. No better class of trade any- where. This is a splendid opportunity to get established paying business. Price $4,000. Investigate. Dunwell’'s West End Drug Store, 747 W. Main, Kalamazoo, Mich. 690 For Sale—Two oak wall cases seven feet long with sliding plate glass doors. Photo for the asking. Eugene Parker, 201 S. Washington Avenue, Lansing, Michigan. 664 FOR SALE—An old established retail meat business in a town of 17,000 inhab- itants. Reason for selling want to move on my ranch and go in the Thorough- bred Hereford business. My shop has been a cash business of $400 per day, 6 days out of a week. I also have a small packing plant. All cooled by Sterlinz Ice Machines. One 5 tons at shop and the other 25 tons at the plant. Will seli one or both. Come and spend a week or month with me and you will appre- ciate this business. Address H. D. Bar- nett, Coffeyville, Kansas. 665 For Sale—Meat market and small stock of groceries in one of the best cities in Michigan doing a cash business at $2,000 a week. Address 671 care Michigan Tradesman. 671 If you want to sell or exchange your business, no matter where located, write me. John J. Black, 130th St., Chippewa Falls, Wisconsin. 598 Wanted—Garden seed man. Opportun- ity for advancement if hustler.’ No. 703 care Tradesman. 703 Brick Store for rent in a splendid agri- cultural town. Has been occupied by a successful clothing and shoe store for 20 years. Address, Ernest Nash, Clarkes- ville, Mich. Ve Wanted—To buy a general store in country town or village. Holland locality preferred. No. 705 care Michigan Trades- man. 705 "BIG INVESTMENT OPPORTUNITY: ane ST BUSINESS BLOCK IN BEST LO- ‘ATION IN BEST GROWING CITY IN ¢ SENTRAL MICHIGAN. LISTEN: Three story and basement: Three fronts, and one at rear: solid brick and stone con- struction: best corner in city: rentals bet- ter than $8,000 a year. Block easily worth $100,000: can be bought this month for $55,000. Cut and information furnished on application. W. J. Cooper, Mt. Pleas- ant, Michigan. T06_ For Sale—1l store building and fixtures, living rooms. upstairs. Fine location: stock groceries, dry goods, shoes: inven- tory about $3,500. Will sell all or rent building. Poor health my only reason for selling. Address W. Wakefield, So. Boardman, Mich. 107 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, Sagi- naw, Michigan. TST Cash Registers (all makes) bought, sold, exchanged and repaired. REBUILT CASH REGISTER CO., Incorporated, 122 North Washington Ave., Saginaw, Mich- igan. 128 __ Pay spot cash for clothing and fur- nishing goods stocks. L. Silberman, 106 KE. Hancock, Detroit. 566 Wanted—First-class combination tin- ner and ena Steady employment to right man. Please state wages wanted. Randolph Hardware Company, Randolph, Wisconsin. 677 Life of the Crucified a a Anne. Cath. Emmerich, and her splendid ecstatic visions. Nativity, Egypt, and Cana; 4 books, for 20c. Klein Co., Bran- don, Minn. 678 For Sale—Small stock gent’s furnish- ings, also complete fixtures. Exceptional bargain. Address Peoples Bank, Boyne City, Michigan. 660 ATTENTION MERCHANTS—When in need of duplicating books, coupon books, or counter pads, drop us a card. We can supply either blank or printed. Pricés on application. Tradesman Com- pany, Grand Rapids. For Sale—A clean, up-to-date stock of hardware. Plumbing and heating in con- nection. Located in prosperous dairy section of Northern Illinois. Town of 2,500. Last years business $38,000. Will invoice between $8,000 to $9,000. Up-to- date fixtures and tools. Best of location. Reasonable rent. An opportunity of a lifetime. Good reason for selling. Only cash deal considered. Address No. 661, eare Michigan Tradesman. 661 FOR SALE—Modern three-story brick building, ‘‘Four stores, Four flats,” in a booming village of 2,500 inhabitants in a thriving dairy section. Enquire of H. H. Fox, Cobleskill, N. Y. 679 Grand opportunity for boot and shoe and gents furnishing, Springport, Mich. Prosperous farmers. Double business of any town its size. Address No. 691 Mich- igan Tradesman. 691 $1 DOES IT. Texas oil land “making holders big money everyday. Bank ref- erences furnished. Investigate us thor- oughly, that’s all we ask. Results count. Our plan $1 down, balance monthly, few months gives you Warranty Deed _ to land. May pay profits $200 or more monthly. Maps, reports, established facts FREE. Address Sourlake Texas Oil Co., 318 DeMenil, St. Louis, Mo. 692 Wantea—Secona-nand safes Will pay spot cash for any safe, if in reasonably good condition. Grand Rapids Sate Co., Grand Rapids. Wanted—Position as traveling sales- man for good reliable house. Exper- ienced. Present position as manager of retail store. All offers considered con- fidential. Prefer Thumb Territory. Ad- dress Box 105 Akron, Mich. Can supply best of References. 683 Something Special For Sale—Stock of dry goods and groceries, located in thriv- ing town of 800, surrounded by the best farming country in the State. Town is on trunk line road. Has factories and electric lights. 1919 sales over $50,000. A grand opportunity for somebody. Ad- dress No. 675 care Michigan = 47 TRADE 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. Chocolates Package Goods of Paramount Quality and Artistic Design SANITARY REFRIGERATORS For All Purposes Send for Catalog McCRAY REFRIGERATOR co. 944 Lake St. Kendallville, Ind. 48 SIXTY YEARS A TEACHER. Death of Michigan’s Educator. Prof. E. A. Strong, former Grand Rapids superintendent and principal of Central high school, died Monday at St. Petersburg, Fla., where he was spending the winter. Prof. Strong came to Grand Rap- ids in 1861 and was appointed prin- cipal of the old “Stone high school,” which stood on the present site of Junior high school. He held this position for twenty-four years, leav- ing in 1885 for Ypsilanti, where he was connected with the department of science of the Ypsilanti Normal School. He was born in Onondaga county, N. Y., in 1835 and graduated from Union college in 1858. No formal record can adequately convey the essential and varied fas- cination of Mr. Strong’s personality. Like other precious things, it defies definition. It had to be felt to be Some one expressed to Pitt surprise at the great influence which Most Noted school known. Fox exerted. “You have never,’ was Pitt’s reply, “been under the wand of the magician.” And there was in Mr. Strong a quality little short of magical. It was not his wit, although that was a bubbling spring of delight; it was not the piquqant audacity with which, in the interest of the cause he had at heart, he would let himself go at men in high station or at insti- tutions hoar with propriety; nor was it the grave and measured conversa- tion which he could on occasion com- All that the beholder and his friends could say was that in the totality of the impression he made mand. there was something unique; and that by some divine alchemy the elements were so mixed in him that he could lay a spell upon all classes and con- ditions of men. No one ever thought of him as born to threaten and com- mand, but all who knew him felt that nature had marked him out to charm and to convince. Mr. Strong was a great teacher, a profound scholar, a cultured gentle- man and a wise man. His scholar- ship was of that rare sort which is not put on and off, like a garment, but is an essential and predominating part of a man’s life. A few months ago, after his retirement from an active professorship of thirty-four years at Ypsilanti, he was asked how he occupied his time, now that he was free from the demands of the classroom. “Well,” said he, “I spend most of my time in. study.” Study alone if in too restricted a field or indulged in by a mind too narrow may produce little of real cul- ture; but study in the broad fields in which Mr. Strong used to browse and with a mind so able and so open as his necessarily added new charms and graces to a culture always deep and true. The worth and genuine- ness of the man were apparent in his modesty and simplicity. Quiet, in- cidental comment or anecdote was his method of revealing that which lay beyond, and was his invitation to share in the wealth of his mellow wisdom. His life was a stream of pure, living water quietly traversing MICHIGAN TRADESMAN and constantly fructifying the pleas- ant pastures of knowledge, a stream flowing unsullied from the fountain of truth. As an inspiring teacher Mr. Strong labored among four eternal generations. From among the thousands of young people whom he instructed have come men and women who have done things; yet it is doubtful if any one of them has really done as much as he did. His deeds were wrought in living marble in the lives of others; and for this there is no human stan- dard of measurement. E. A. Stowe. ——_22->__ Bottom Facts From Booming Boyne City. Boyne City, Feb. 3—F. B. Wenzel will have some very attractive im- provements in his tailoring estab- lishment in the near future. His - From the Peninsula. Sault Ste. Marie, Feb. 3—J. Probst, of Manistique, has opened a new grocery store which will be run on a cash-and-carry basis. Mr. Probst came to Manistique from Trout Lake, where he was in business for a num- ber of years. He expects to Carry a complete line. He has also rented the Brook’s boarding house, which he intends to run in connection. The rooms over the store are to be fitted up for rooming purposes in the Spring. Clarence McLaughlin, of Manis- tique, who for over a year has been connected with the ford agency in that city, has resigned to take a posi- tion as district manager in Ishpeming and Neugaunee for Jones & Frie, of Marquette, who have the agency for the ford car in that territory. H. H. MeIntyre, the well-known grocer of Oak Ridge Park, who has been laid up for the past two weeks at the Soo hospital, is improving Late News Upper E. A. Strong. place is now one of the most attrac- tive in the city. J. S. Bergy has just returned from an extended trip in Southern Mich- igan. Do not know what he went for or why he came back, unless it was to be elected Mayor again. The Boyne City, Gaylord & Alpena Railroad Company has added another heavy engine to its equipment and has some new coaches to be placed in service soon. It is now prepared to take care of that crowd of sports that will fall upon them about May 1. The B. C., G. & A. crosses all the real trout streams in Michigan. The thermomemeter continues to flirt around the zero mark, mostly from the bottom. Our winter, while not especially severe, has been one of steady cold. C. H. Tooley (Sani- tary Ice Company) reports about 50 per cent. greater ice crop than last year, which is welcome news to Boyne City people, who were out of ice early last fall, to their great dis- comfort and loss. Maxy. ie The Identity Cigar Co. has been incorporated with an authorized cap- ital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. and expects to be back on the job again in the near future. The ice bridge across the Sault River is now perfectly safe, the first time in years that the Sooites have been able to cross the river without detouring by boat. The vaccination quarantine keeps many from entering Canada and the trafic is somewhat light in consequence It looks as if Cloverland wants General Wood as the next President. A Marquette paper shows him the outstanding favorite, while Chippewa county is overwhelming in its esti- mate of the General. He made many friends in Cloverland during his visit here last year. The Model Clothing House, owned by Aiex Clarke, was sold last week to Charles Fields, who recently sold his cigar and pool room business on Ash- mun street. Mr. Fields will enter the clothing business next week. to- gether with Lisle Wilson, one of the best known clothing salesmen in the Soo. Mr. Wilson has been employed with the Marks Schenck Co. until recently. Mr. Clarke, the former proprietor, has not as yet made plans for the future. Let us hope that he will remain in the Soo, where he is well and favorably known. The Moher Meat and Provision February 4, 1920 Co. has sold its business to the Soo Packing Co., which expects to e:1- large upon the former business and feature a local market for the be :e- fit of the farmers. The Upper Peninsula ef Michigan. with an average of one auto per e\- ery ten persons, leads the world. to- gether with Iowa, Nebraska, South Dakota and California, which have the same ratio. The Eastern States, more densely populated, are away behind in the ratio of autos per head. “It is sometimes difficult to distin- guish a barber from a butcher.” Mr. and Mrs. Robert Kline have returned from an extended trip whi¢h they were making the past two months. They got back just in time to see the big snow banks which were somewhat of a contrast to what they have been seeing in California and other places. Martin Quick, one of the best known citizens of Manistique and one of the largest lumbermen, died Friday. He was very active in pub- ic life and served as supervisor and was a member of the school board for several years. He always wor