Fe 27'20ER Ss ee STUD EDY : i 17 Wy NAC ») SS . \ OP ge s ACAD oy <4 ae v DyS oy LaF Ie NEF SAESG . E> w/Z Se SEHR PAS go = Nears A) < ke y LE YENY70 yy Ss SF cs A 4 oo) ed ane fo Va eae er . } EX NO ap ey aS 7 ioe DA, Le IPD, BN TES Be Be Bsa x j ue Ste V\ SS eS C2. “es SO (an C= cs. ANC : eer i’ ae Zw De OER Gee (r= Re (CEE 02 Z = ard Wer 7 aaa NON A iwWrs egePU BLISHED. WEEKLY SY Wo. SS SOS LEN oy ORC UCL > ee x = y SSSR OO an RO I NL 2 oe ere COMPANY, eee AT DAE LEST. 1382 OS oe Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 25, 1920 Number 1901 f + HCCC? “Aes Public Reference Library, FRAO ICICI OA OOOO IE A EE St prreaenerere EERE ER PORE EEE EES OR DOPED EEE DEE 2 > New Every Morning Every day is a fresh beginning, . Every morn is the world made new! You who are weary of sorrow and sinning, Here is a beautiful hope for you— A hope for me and a hope for you. FEAL IIIA 7 All the past things are past and over, - The tasks are done and the tears are shed; Yesterday’s errors let yesterday cover; -Yesterday’s wounds which smarted and bled, - Are healed with the healing which night has shed. Yesterday now is a part of forever, Bound up in a sheaf which God holds tight, With glad days and sad days and bad days which never Shall visit us more with their bloom or their blight, Their fullness of sunshine or sorrowful night. Let them go since we cannot relieve them, - Cannot undo and cannot atone. God in His mercy receive, forgive them! ‘Just the new days are our own; To-day is ours, and to-day alone. Every day is a fresh beginning! : Listen, my soul, to the glad refrain, And spite of old sorrows and older sinning, _ And puzzles forecasted and possible pain, tas Take heart with the day and begin again. ‘Susan Coolidge. ROO IO IYO OE aK . % - _—— 3 ? : “ “a : ’ s ; : 7 ' } : PAIAIIAIA AIAIIAAIAIAAAAAAAAAAAIAAA AIK Join tI kt tcttth WIIIAAIAIDADADAIAIAASASAIAAIAAAASAS IK todddtoicttotcctttck kt FUROR O BORO OOOO ROO OOOO ORCL OOK ULE YEH IIMA ERE EE : ic Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers SANITARY Owned by Merchants ‘ REFRIGERATORS eal sighs ¢ For All Purposes Brand Recommended é Send for Catalog . by Merchants McCRAY REFRIGERATOR Co. 944 Lake St. Kendallville, Ind. NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks MPCRAY 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 Lily White “The Flour the Best Cooks Use”’ is probably the best family flour. Bread, biscuits, dumplings, rolls, cakes, cookies, pies— in fact everything baked in the home from LILY WHITE FLOUR will taste so good, look so good and actually be so good that they will be a delight to every member of the family, and a real treat to visitors. It is almost a universal expression among women who use LILY WHITE FLOUR that “everything tastes so good and looks so good.” The reason is LILY WHITE F LOUR is so good. Your money will be returned if you do not like it better than any flour you ever used for every require- ment of home baking. 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. ghow Washing Losing $10.00 Means Dropping Your Profits on $100.00 Worth of Business 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. 150 Account Roll-top Fire-proof Metzgar Boy Powder Every housewife who uses it likes Snow Boy. That’s the reason it repeats. It pays the grocer a good profit. Ask your jobber or write us for particulars on Snow Boy (Family size) Deal No. 2001. LAUTZ BROS. & CO. It will pay you. Buffalo, N. Y. ¢ ab x: ee 2 ¢ e Qe moe w t Thirty-Seventh Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 25, Number 1901 MICHIGAN TRADESMAN (Unlike any other paper.) Each Issue Complete In Itself. DEVOTE 1H BEST INTERESTS Dy iG, OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids. i A. STOWE, Editor. Subscription ‘Price. Two dollars per year, if paid strictly in advance. Three dollars per year, advance. Canadian subscriptions, $3.04 per year, payable invariably in advance. Sample copies 5 cents each. E xtra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents; issues five _years or more old, Entered at the Postoffice of Grand Rapids under Act of March 3, 1879. if not paid in AMERICANS DO NOT FORGET. The Con Only. ai although a Turk) in stantinople is symbol, striking symbol. If any one specific result of the War seemed certain in Novem- ber, 1918, it was that the sanguinary rule of the Ottoman would be cast out of Europe. Out of Turkish rule as the original ‘Source of Balkan chaos and Central European rival mies had Come the Great Wat. By Turkey's intervention on the side of Germany the task of the Allies had been made infinitely more difficult through the severance of Russia from the western Allies. And while the war was under way, the already unapproachable Ottoman record for massacre and pillage registered ap Ar- baggage palling new scores in hapless Not merely out of Europe, menia. bag and but tamed and bound Tis just further the securely in Asia against chief—that seemed to be fate, if the fate delayed for centuries, that awaited the Turk. Then came peace and a tremend- ous moral let-down. ‘Practical’ con- asserted old fe reinforced by siderations themselves—old old difficulties, difficulties, ars, jealousies new new fears, new jealousies. Because some Englishmen were afraid of Moslem SOmeE irritating their India, be Bait Constantinople, subjects in cause Frenchmen feared ish ascendency in Constanti- the city because Greece, eager for Turk than nople, would rather keep the ruler, as a placewarmer in anybody else as a because of all these familiar motives the Sick other tragically Man extension; has been granted an- he is to go on living and poisoning the atmosphere of in- ternational life. No that a shame, a reawakening of wonder S€C1se of the moral indignation of England with suffi- cient violence to make Lloyd George two years ago, has swept hesitate. Constantinople is only a symbol the dulled imagination and the en- feebled moral will that peace has brought. We have our own Con- stantinople in the League of Na- tions. hat was to be the one great compensation America desired for her sacrifices, and it has been made the football of party and personal jealousies, of antiquated fears, of hesitations, of a W here cowardly lazy weari- Ness. are the never agains” of yesterday: A great Power must never again be allowed to plunge the world into agony. Little nations must never again be left to the mercy of their big neighbors. America must never again stand by and _per- mit the outbreak of a conflagration that shall inevitably embrace her. to-day at Washington that But ultimate Never Again has been forgotten. If [ can not have my own way, then let ie old evils happen again and agai But Mt is not the same with the politicians and with the masses. These latter, slow to move and to inflame, are slow to forget. Lloyd Georee may Speedily forget his hatred for the Turk,, whom he called only a little while ago “a human cancer,” but the people of England Can imot fovset So easily And) our leaders at Washington may forget the high ideals with which America American Whenever through but the LOrgsotten: the war, not has Went into has people the people the spoken, churches, the business the lémes, organizations, the the trial has aside. And this reminder of a organizations, cole that moment of bitter not been hehtly continual women’s it has Shown VOW taken in a cast persistent DiAaSS Memory, a Mass conscience, and a mass faith must yet have its elect oni the Basy Poreetters at Washington. Sparks From the Electric City. Muskegon, Feb. | 24 Muskegon Council held a very well attended and profitable meeting Feb. 21. The fol- lowing were admitted to the order: Me Rolland Lane, of Grand Haven. and Henry Albers, of Muskegon, both with Switt & Co, and Wilbur HH. Parks, with Brundage Drus Co. Mil- ton Steindler was re-instated into the Council. Che next meeting, which is the an- nual election of officers, will be held ae 2290 ). mi. Saturday, March 24. Light refreshments will be served under the dimection Of jay Lyon. Mrne Shroeder (Steindler Paper Co.) has secured a position with the National Grocer Co. in territory ad- jacent to Grand Rapids. Muskegon has secured a number of high class ball players for the Cen- tral ledgue games and is going out after the pennant. If the census enumerator counts the canine as well as the masculine and feminine in his totals, some country towns will have quite a population. Post Tavern garage of Battle Creek, when the addition is complete, will have 58,000 feet of floor space. The Soo Machine and Auto Co., at Sault Ste. Marie, has one of 40,000 feet floor space. Hope the weather will soon warm up enough to thaw out some bears. E. P. Monroe. General Conditions in Wheat and Flour. Written for the Tradesman. Enquiries have been sent out to various farmers, grain dealers and those in a position to have some knowledge covering the subject. as to the condition of the growing win- ter wheat crop in the principal soft winter wheat states in the country Replies indicate conditions as given below: [inois, 79 per cent. of normal. Indiana, 70 per cent. or normal. Missouri, 81 per cent. of normal. Ohio, 86 per cent. of normal. Kentucky, 50 per cent. of normal. Tennessee, yf normal. a7 per cent. Michigan, 93 lt must be normal. the the normal, per cent. of borne in mind above refers to condition of growing crop compared to not the acreage sown. In Michigan the acreage sown this year is approximately 105 per cent. of vormal—although — considerably under last year’s seeding. It 18 Of course altogether too early to determine in just what con- dition winter wheat is coming out in the spring. There are some condi tions, however, that indicate it is bound to be low, particularly in Ohio, Indiana and Illinois, as there Was nO snow to protect the plant during the early part of the winter and most of the fields were covered with more or less ice. About two weeks ago considerable snow fell through Ohio, Indiana and [inois, which under the circum stances affords no protection, how- ever as this e€xtra covering only the the ice further plant, Che and jeopardizes growing because ot coating. Southwest, Oklahoma, Texas considerable not de- are the Nansas, reports fly, which, of course, may or may develop seriously, everything pending as to whether conditions favorable tor the development of fly OF n0t. the the resumption of flour buying the 2nd Grain Corporation plans of March, which will provide an outlet for what little wheat is mov- ing at the present time. During the past two or three weeks the demand for flour has been exceptionally dull) due in a large measure to the heavy buying during the previous seven months. Light demand for flour, coupled with unsatisfactory foreign exchange conditions, embargoes placed on a great many railroads, due to congest- ed traffic conditions, and the calling of loans by some of the Western Banks have resulted in material softening of prices of hard winter and hard spring wheat. It appears Kansas mills and ele- vators stocked heavily grain at the beginning of the marketing of on crop of wheat, spring wheat mills ot west would draw heavily from their stocks, materially increasing They apparently have elevators full, from first hands drawing as much as possible for their Immediate the loans requirements, then when were called by were forced to sell quite a large por tion of their holdings in take up the paper, and thrown on the market at a being time when there was a very light lour demand, and consequently a light demand from mills for wheat. has resulted in the reduced prices. Some of our best posted grain men and financiers, however, seem to think that ly good beheving it wheat is an exceptional purchase at present values, for consider- than at will sell higher April and May. with the ither ably 1 during prices present unsettled con GUUIOMNS, 16 1S Fe presumptuous to prediction, yet there is no the fact prices may ad vance to a higher point this the first of than they reached on crop be May, reductions in tween now and while in the face of both i wheat the it 1s flour an during Prices past week, unwise to recom mend purchasing for future delivery, at the same time we do recommend that all those interested in wheat and Hour keep an eye on the situation and be prepared to €Over normal re- quirements at the first sien of an advance, which is liable to develop, yes even probable, within the next two or three weeks. Lloyd E. Smith. ee Bottom Facts From Booming Boyne City. Feb. 24 Telegraph, Boyne City, stett, News and the Hankow Tea Coacas into the Zimmerman building, formerly occu- pied by F. D. Thompson, men’s cloth- Joseph An has chased ing and furnishings Mes. Perkins says that she has the best store in town and Anstett thinks he has the best windows, so they are both satis- hed. Barden, Chamber of Commerce Secretary, is casting envious eyes on the room vacated by the Anstett News Agency for an office and com- munity rest room. Something doing in Boyne City all the time. If all the industrial prospects that are on the carpet materialize, Boyne City will soon rival some of our boom towns in growth. We haven't been saying much of late, but there is something simmering all the time and it looks as if something was going to boil over soon. When the very de- sirable advantages of this town be- come generally known, we will have to put up a fence to keep ’em out. Some little breeze we had last week. For three days we had things all to ourselves. No strangers to bother us and those who were here had to stay. As usual, it was the worst in forty years—excepting last winter and the winters before that— and, as usual, our personal private railroad was open to Alpena most of the time. Maxy. TOO MUCH INTOLERANCE. Will Tobacco Meet the Same Fate as Whisky? We fight for one thing and get another. We tell the porter to put us off at Buffalo, but he doesn’t wake us up until we reach Rochester or Syracuse. We go to war to make the world safe for democracy, and when victory comes we find the re- ward is not democracy, but intolerant intolerance. A spirit is sweeping over the country as bigoted and narrow as prevailed in Salem when they burned witches. The overthrow of alcohol has made this spirit more intolerant still, The particular liberty now at- tacked is the right to use tobacco. There isn’t much good to be said for either booze or nicotine. People are better off without them, which is true also of coffee and tea. But there is much good in the liberty that permits the individual to smoke or drink up to a point where the liberty of those who oppose booze and tobacco is threatened. My own experience has been that a little hot Scotch on oc- casion is fine, and, after a good meal, nothing more thoroughly “goes right home than a real cigar. The intent of this is to show that nearly all things are good in moderation, while nearly all things are bad in excess. Too much liquor is no worse than too much intolerance or too much reli- gion. In the one instance you get drunk, and in the other you go crazy. Drunkenness is controllable—idiocy isn’t. I love a drunkard more than a bigot. The tobacco people have brains and use them occasionally. The whisky people never had any brains, and so couldn’t use them. They did every known thing to hasten the boot that was aimed at the anatomy under their coat tails and they were kicked over onto the scrap pile just as they de- served. They went to pieces because they associated with vampires, thieves, gunmen and murderers. They abused liberty scandalously, and so they lost it. The tobacco folks, I think, see that they are in much the same dan- ger, for they now have all the clip- ping bureaus clipping the knocks that are heard everywhere against tobac- co. Perhaps they will clip this from the Tradesman, and maybe it will set the convolutions of their grey matter convoluting. What I desire to point out here is the bad advertis- ing tobacco is having done for it. The worst is in the movies, where the cigarette is insperarably connected with ladies whose backs are bare to the line of demarcation, and whose fronts are exposed to the very point f the wishbone. In the movies, also, the malodorous cigarette is hooked up with the social cooties and the lounge lizards and the lousy libertines that figure in all the degenerate plays. Every lazy lout, male and female, reaches nervously for the inevitable case, clutches a coffin iail, taps it non- chalantly upon the box and lights it. Lazily and luxuriantly the smoke is inhaled into the lungs, and then with studied indifference it is made toa exude from the noisome nostrils and the lustful lips. The cigarétte is held between the fingers in such a MICHIGAN TRADESMAN way as to denote long addiction to the habit, and the ashes are flicked off into space oblivious as to destination. Out in front every movement of these actors and actorines is closely noted by the audience. The influence is peculiarly vicious upon the young. In the case of young girls it all seems worse than wicked. They thus get the idea that happiness consists in going as far with nakedness as the waist line, both from above and be- low, and that an inseparable accom- paniment is the cigarette. I am told that the cigarette habit is becoming common among girls, and that many of them sneak off to secluded spots to inhale the poisonous smoke, just as bad boys and students at college are said to do. Thus the stained fin- ger will soon come to be as common with young girls as with street walk- ers, gunmen, dips and ribbon counter salesmen. If tobacco is driven out of America, as alcohol has been, the cigarette will be the cause of its downfall. I do not believe it is the purists and fanat- ics alone who decry cigarette smok- ing among girls and women. Some- how or other, every good, decent and manly American instinct protests against the thing. Personally, I think it is much less objectionable for a girl or woman to drink a cocktail or a glass of beer than it is to smoke a foul cigarette. If you have ever gone up against a kiss tainted with the odor of scorched paper, dope and nicotine, you get an idea of what I mean, provided, of course, you know what a real kiss is when it comes from real lips. Whatever befouls a kiss is destined to die. And down in the trachea and lungs of these addicts are stained mucous membranes laden with a subtle poison that plays mer- ry hell with the health. You don’t find so much objection to cigars and pipes, probably because women do not seem to fall to their lures. The man with a cigar or a pipe loses none of his manly attributes be- cause of the habit. Maybe he is poi- soning himself with nicotine when he smokes them, but the insidious foul- ness of the cigarette is not in evi- dence. Inhalation of the fumes is rare with the cigar and pipe smoker, and it is inhalation, I believe, that does the worst damage. Anyhow, the moderate use of smoking tobacco, outside of cigarettes, is said to be soothing to the nerves, and for that reason there is justification for the habit. I smoked like a damp backlog for twenty-five years, and when the doctors told me a few years ago that I either had to quit smoking or quit living, I said good-bye to nicotine. I went the whole distance, instead of lolling along the way. The odor of an Havana cigar is yet highly grate- ful to my nostrils, and the man with pipe in mouth recalls only pleasant memories, but the cigarette to me is a thing of detestation in men and ab- horrence in women. As I said before, if tobacco goes into the discard, cigarettes will put it there. So it is difficult to under- stand why the tobacco folks spend millions in the public prints to ad- vertise the cigarette and spread the habit among the people. Bad things, -you know, are more catching than good. And so, through this adver- tising and through the vicious plays in the movies, our girls are coming more and more to be cigarette ad- dicts. Now, I am sure the fathers, mothers, brothers and lovers of the girls of this country will rise up and cast the cigarette into outer darkness when things have proceeded to a point of decent endurance. Thou- sands of young boys are also paint- ing their lungs with nicotine, and thus stunting growth and intellect. Is is good for us as a people to toler- ate a thing that is more insidious than alcohol? Boys and girls did not have so many bad examples set them on the stage insofar as booze was concerned, but they are now regular- ly and systematically taught the lure of the abominable cigarette. If the tobacco folks want to save their hides, also their business, they will cut out about 100 per cent. of this extravagant cigarette advertising which contains a larger amount of oxaline than the old-time lost-man- hood advertisers used to fling on a weary world. To read the modern cigarette announcements, a stranger would imagine these things were as necessary to civilized existence as traffic cops and divorce courts. And yet ail this woof and warp of wild words, all these impossible pictures, all this useless waste of precious newsprint, 1s devoted to the promo- tion of small bits of paper wrapped around more or less tobacco, mixed with God knows what. The differ- ence between one brand and another is the same as the difference between 5 cents and a nickle. You get as much poison on your mucous membranes from one kind as from another. The difference in labels is the only way to distinguish them. And then, with a regularity that suggests the Howard watch, a cigar- ette with a new name appears. Half- million dollar appropriations are set aside for advertising, and flaunted in the face of an over-tobaccoized world are pages and half-pages, sixteen and twenty-four posters, painted walls, and electric signs that are pos- sheet sible only through a conspicuous waste of fuel. All this extravagance is wickedly disgraceful, for there is no more human need for a new brand of cigarettes than there is for a new species of cockroaches. You buy the new cigarette with the new name, and you find you have only that which you could get under another label And yet you stand for it all. We hear much about ethics in advertis- ing—much about its great uplifting in- fluence—much against dentists and doctors and promoters who advertise, but I guess I’m the only man in the business who has raised a_ finger against a form of advertising that is bad all the way through. Pérhaps this is because I am distinctly un- ethical. Instead of pushing cigarettes, why not push cigars and pipe-smoking? To bring your most vulnerable parts to the forefront is a bad thing in a fight. Stick out your jaw or your solar plexus, and some one will soak you on the spot sure. This cigarette ad- vertising encourages the fanatics and February 25, 1920 bigots in organizing all over Amer- ica to put nicotine in the graveyard. It supplies all the arguments needed to help the crusade along. And, after all, leaving morality out of the ques- tion, why all this tobacco advertising anyhow? The newspapers are yell- ing for advertisers to cut down their space because of the white paper shortage. Isn’t this a fine chance to go back and sit down a little while? At least until this wave of fanaticism has beaten itself to death on a bar- ren shore. If tobacco is killed, warm neckties and hot socks will be the next to go for men, while for women my guess is that paint, powder and rouge will be outlawed, with talcum and witch hazel in the balance. I suppose the tobacco people will not look kindly upon this criticism. but I want to assure them that it is well meant. It is a good thing for some one to come along and tell us when we are making fools of our- selves. I want to help save what little liberty we have left, and this means, among other things, the right to use tobacco. I want to help keep nicotine out of the lungs of young women and men, thus assisting in the worthy work of making doctors less needed. I want to disarm bigotry and Scotch fanaticism, this is too fine a world to hand over to half-baked people whose mouth corners droop and whose interstitial glands are on the blink. We must not go back to the religious intolerance that darken the pages of Spanish and Scotch history. ———_2 2 2. ____ | The Weak Spot. “It is surprising,” the famous law- yer observed with a sign, “how one will sometimes lose a case despite everything one can do. Now, take that client of mine who was just sen- tenced to ten years in the peniten- tiary.” “You thought he should have been acquitted?” “Well, I defended him,” was the modest reply. “What was he accused of?” “It was charged that he had stolen 2 watch.” “And you couldn’t save him?” “No. I riddled the testimony of the prosecution’s witnesses; I showed that my client was a man of unblem- ished character; I proved an alibi by five unimpeachable witnesses, and I made the speech of my caree: to the jury, but they returned a verdict of guilty.” “You astonish me! What was the reason?” “Well, I’m bound to ad nit that there was one weak spot in our de- fense, and the prosecuting attorney made the most of it. You see, they found the watch in my client’s pock- et.” ———_>--~—-—_ The “drifter” always goes down, never up. And he finally either goes over the falls of failure or lands in some still pool of mediocrity, where he remains all the rest of his life. Unless you can be sure of where you are going, unless you are willing to accept responsibility and really work, you are drifting. ee Wishing for it never yet brought a store any increase in business. Put a good push behind the wish, Y - x w : 2 Oh’ - a 4 3 ~ we - 4 Ee o on - - + a+ «a 2 February 25, 1920 Retail Grocers Are Now Sailing on Troubled Waters. Never in the history of the world has it been so necessary for men to hang together; never so imperative for intelligent co-operation, not only among ourselves as wholesale and re- tail merchants, but with our custo- mers, our brother in other lines of trade, our city, our State and our Government. Arjay Davies, our worthy president, lays great stress on the work cut out for the educa- tional and publicity committee, and especially emphasizes the publicity end of the work. The average grocer, wholesale or retail, reminds us of a story of a city chap who went to the country to visit an old schoolmate. The farmer was showing his city friend, with much pride, his herd of fine milk cows. The city chap took a particular fancy to a certain beautiful little Jersey among the flock, and remarked, “Does this cow give milk?” to which the farmer friend nonchalantly replied: “No, we have to take it from her.” It is the same with our grocery friends; if you get anything out of them, you’ve got to take it from them. And it is hard to get it then. A great many jobbers, and retailers as well, stand in their own light; they are their own worst enemies; they are block- ing the ways of progress, they refuse to go ahead, and in so doing hold back the man who is striving to im- prove his position and acquire some- thing worth while. Gentlemen, our ship is adrift upon the “troubled waters” with neither rig nor rudder. Our business existence MICHIGAN TRADESMAN The time has arrived when we must fight and fight to- gether. Make up your minds to take “pot luck” with the jobber. Help your jobber to combat the “octopus” who is sucking the life blood of in- dependent food industry; by help we mean your moral support, your dis- tributing power and the influence that you wield in your community. The legitimate food distributer, which is the jobber and retailer, was recognized by the United States Food Administration as the most economic- al channel. Our position stands pre- eminent and takes its place alongside of the most essential and time-honor- ed of our industries. No longer does the sting of “the middleman” and “profiteer” adorn our careworn brow. is in jeopardy. Now that our existence has been jus- tified, what are you going to do to- ward keeping public sentiment train- ed in our direction? Every individual retail grocer, no matter how small, can help, by mak- ing a better merchant of himself and by lending a helping hand to others. ‘The jobber has many shortcomings. More, perhaps, than they are apt to admit. They were taught a valuable lesson by Mr. Hoover, and the job- ber’s faults are fewer in number now than at any previous time in his his- tory. A good jobber: (a) Will be neighborly with his competitors and fair in his dealings with them. (b) Will sell his merchandise on a fair margin of profit. {c) Will not extend treatment. (d) Will preferential not extend credit indis- criminately. (e) Will extend fair able delivery service. (f) Will extend to his facilities for gathering market and merchandise information. (g) Will promptly and courteous- ly correct errors. (h) Will not speculate. G) Will not urge his customers to make purchases above their normal requirements. A good jobber will not exact his “pound of flesh,” either from the man he sells to or buys from. For instance, a certain jobber during the past fall, arbitrarily allowed an _ additional amount to the firm manufacturing his preserve and jam tins, in order that the transaction would not manufacturer a loss. They also can- celled contract for 3,500 cases cane and maple syrup, which purchase was made on basis of 9c sugar. Had manufacturer been compelled to buy sugar at 12 cents sale would have shown him a loss of from $2.50 to $3 per case. and reason- his customers show. the Rather than see these people take a loss the jobber cancelled the order. They also had 2,000 cases of pure sorghum bought. ____. Why should despise small sales and refuse to take pains with the customers who spend nickels and dimes? Are you so much wiser than Woolworth? ———_.+.___ Make your store look bright from the outside, but not so bright that it will be the lights that will attract at- you tention rather than the store or the goods. J. A. Howden has purchased the grocery stock of John W. Brandow, 1530 Grandville avenue and will con- tinue the business at the same loca- tion, 1919 ACTIVITIES Of Retail Grocers and General Mer- chants’ Association.* *Annual report of J. M. Secretary, at annual Grand Rapids this week. February 15, 1920, brought to a clos> 30thwell, convention at a year of much guesswork, insufficient profits, and untold anxiety for the men who have spent their time in a labor of service supplying foods to the great American people in a Guesswork, from the hourly most alarming changes in prices were taking place, so that it was next to impossible to be properly posted on the goods that were in most common uSe. Insufficient sire to please profits were wishes to made by retail way. fact that almost profits, because of a customers de- even if no obtained, with further comply with every request officials of the Government and its various departments from the United States Attorney General down through the long list of equalization boards, fair price committees, district attorneys, prosecuting attorneys and various other more or less officious oifi- cials who presumed to think that they had the real meaning of the word profiteer and who. started out to find the culprit who was the cause of the Hi. C. or LL. but, when they came in contact with him, found the trouble was an eruption in their own mind, much more than any fault of the supposed proftiteer. If may be excused for quoting from a letter received by Sen- ator Peterson, of Minnesota, who is also Secretary of the Minnesota Asso- one of his reason for not ciation, wherein gave as a members being able to pay his dues, the following letter: “Dear Senator: For the following reasons I am unable to send you the check asked for. 1 have been held up, held down, sand- bagged, walked on, sat on, flattened out and squeezed. First by the United States ment for federal war tax, the excess profit law, Liberty Bond loans, Thrift Stamps, capital stock, merchants’ li- cense auto tax, and every society and organization that the inventive mind of man can construct to extract what iI may or may not have in my possession. “From the Society of St. John the Baptist, the Grand Army of the Repub- lic, he Woman's telief, the Navy League, the Red Cross, the Black Cross, the Purple Cross, the Double Cross, the Children’s Home, the Dorcas’ Society, the Young Women's’ Association, the Young Men's Christian Association, the Boy Scouts, the Jewish Relief, the Bel- gian Relief and every hospital in town. “The Government has so governed my business that I don’t know who owns Govern- it. I am inspected, suspected, examined and re-examined, informed, required, and commanded so that I don’t know whe 1 am, where I am or why I am here. All I know is that I am supposed to be an inexhaustible supply of money for every known need, desire or hope of the human race, and because I will not sell all I have and go out and beg, borrow or steal money to give I am cussed, discussed, boycotted, talk- ed about, lied to, lied about, held up. hung up, robbed and nearly ruined, and the only reason I am clinging to life is to see what in hell is coming next.” This only serves to show why the members of this Association must for- vet that there is such a being as a pessimist or that there is such a jolly, pigeon tail-coated fellow as the optim- away, ist, who usually winds up by saying, ‘Let George do it.”” We must rather assume the part of the peptomist— that new type of man who has _ the jroper balance between the pessimist and the optimist and, in _ addition, possesses the pep to clear the decks for action, then throw off his coat, roll up his sleeves and do the work that needs doing. If you will permit me I would like to enumerate a few of the many things that need doing: First and foremost, we each one in our town must endeavor to round up one or more fellows who are not now members of the Association, in order that they may help with the big tasks we must perform in framing and pass- ing such legislation as is just, equitable and fair, not alone State but also Na- tional, and it has been so clearly dem- onstrated in passing through the ex- periences as a result of the war that t'e men whom we honor by placing them as our representatives in our leg- islation halls, found it necessary to Call in men of experience in business meth- ods, so that fairness and justice might be done their cause. When the war c.osed and these agencies ceased to opcrate, some of the men holding minor ' oces took upon themselves the author- ity to dictate selling prices, without re- gard to how their arbitrary methods would affect the credit and financial standing of the merchant. These men, vhile no doubt able and= efficient in ! own, profession, were absolutety unqualified to solve problems which eonfront the retail dealer, a common fallacy being the thought to lower prices by reducing the number engaged in the business. Eliminating competi- tion does not reduce prices: the fewer there are engaged in any business, the easier it is to form a strong organiza- tion, the more successful a man is, the easier he co-operates with his com- MICHIGAN TRADESMAN petitor and because ber engaged in bility of a of the great num- retail trade the possi- strong and impregnable as- sociation depends on the effort of each member who has a keen realization of the great value to be gained. Retailers of food stuffs have suffered enormous losses through the fear of prosecution in case they added _ profit enough to cover expense of doing busi- ness, plus a reasonable interest on in- vestment, and many anxious moments have been spent pending tife time when the cause would be removed. So it is with considerable pride that we note that, as a class, there was no profiteer- ing and we expect during the meeting to give you actual facts from the At- torney General's department relative to the result of his investigation. The fact that no prosecutions took place would indicate that little or no cause for complaint was found. Now that the unfair criticism and news- paper propaganda have somewhat sub- sided, there is every reason to expect that those who were so free to censure should be asked to retract or then be more specific in their charges, and amongst these let me mention a little paper called Current Events, which in its issue for Oct. 31, article ‘Retailers which reads as “A committee 1915, most to follows: of the U. 5S. headed an Blame’’ and Senate reports, after investigation that the re- tail dealers principally are to blame for the high cost of food. Their prlces, the committee says, are 200 to 300 per cent. above wholesale prices, in many cases. The profits in retail dealers of meats the report says, are greater in percentages than the combined profits of the farmers who grow the animals, the packers, the railroads, the commis- sion houses, and the storage men.” This paper is circulated weekly in our public schools, carrying to our children the idea that retailers are the cause of the difficulties of the living problem they hear their parents discuss, yet the paper enjoys a postal privilege that is not extended to the retail merchants by the Postoffice Department. One of the pleas made by this paper for the privilege of enjoying lower postage rates than the cost of carrying it is that it is a great factor in the education of our children. Are we going to be satisfied to sit i by and allow this to go on or are we going to call to aecount, through the courts if need be, those whose statements are so far from actual truth? In your store, if a miser- able little mouse appears, you immedi- ately buy traps, spoil brooms and use energy to kill it, because it damages some of your goods. How much more time should you be willing to spend to correct the influence of those whose in- siduous propaganda is undermining your business, as well as your reputa- tion, with the people who are your friends and daily associates! Legislation that was passed, all but having the signature of the Governor attached, was found to contain provi- sions that would very materially affect grocers in the larger cities. Governor Sleeper was asked by the Detroit As- sociation to withhold signing the _ bill until he had heard the grocers’ side of the question. The Governor very kindly granted the request and _ notified Mr. Day, of Detroit, as well as myself by wire of the date of the meeting. The message to myself was not received until too late to get a train in time for the meeting, but I sent the following message: “Bill Two Sixty-Three if it becomes a law would cause excessive waste of bread in the hands of four thousand five hundred grocers throughout the State— one wasted loaf per merchant per day would bring disastrous results owing to the shortage of cereals to feed the world. Bakers are equipped to use stale bread—grocers are not—the entire mem- bership rely on your wisdom in judging the merits of the bill, suggestion that you veto it because of the waste it would cause.” The Governor very bill that was of no any one. On Aug. 1, 1919, the flaring headlines gave that an investigation would be carried on by the Attorney General's Depart- ment as to the cause of the H. C. of I. On that same date in the Detroit Free Press Attorney Generai Groesbeck is re- ported as saying: “The proposed investigation vetoed the benefit to wisely practical daily papers in the information in Michi- gan will be far reaching. I want to make it deep enough to uncover every violation of our statutes on the part of the corporations doing business in Michigan under the protection of our laws. “It will be made broad enough so that as far as prosecutions and ouster pro- ceedings can be made to. relieve the situation in Michigan, by punishing the guilty, the laws of the State will be invoked to their fullest extent.” On Aug. 5, I sent the following mes- sage to Hon. Alex. J. Groesbeck, Lans- ing: “Retail Grocers and General Mer- chants’ Association of Michigan will gladly assist price investigating commit- tee| One of our members on the com- mittee could give valuable assistance.”’ On Aug. 11, I sent the following letter to Mr. Groesbeck: “a onfirming my message of the 5th, the Retail Grocers and General Mer- chants’ Association of Michigan will gladly co-operate with possible to bring to light offenders or profiteers in food products. The mem- bers of this Association were active in their efforts to advance the interests of the Government in its conduct of the war, and now that the war is over and you in any way our people are anxious to settle back into a peaceable, satisfied Nation, it is an unfortunate thing that their very life is being threatened by the unwar- ranted speculating and profiteering be- ing carried on and we desire to convey to you the assurance that we are ready and willing to give you any help pos- sible to make publie the names of those who are making use of the conditions of the food supply to enrich*e themselves unjustly.” On Aug. 19, I received the following letter: “Mr. Groesbeck would like to confer with you concerning our investigation on the subject of the high cost of living, at Lansing on Thursday, Aug. 21. Wiil you please advise us by wire if you can be here at that time?” On Aug. 21, at 2:30, I was in the torney General's office, where I before him invoices showing prices re- tail grocers were paying for goods and freignt bills showing the prices paid the At- placed Governmeént operated railways for car- rying charges; Tabulated figures, from Harvard University, showing the ex- pense of doing business on an investiga- tion of 253 retail grocery stores; Ad- vertising in newspapers, showing the prices at which the public could buy these same goods, as shown by the in- voices. The interview lasted about two and one-half hours and, as a result, the following day the press published the following statement, which I take from the Jackson News of Aug. 22, under the following heading: Dealers Testify in Open Session. “Lansing, Aug. 21—-Members of the Michigan Retail Grocers’ and Merchants’ Association are willing to co-operate with the State in its investigation of the high cost of living by testifying freely as to the cost to them of necessi- color materials. Write for a sample dozen. February 25, 1920 ties of life. J. M. Bothwell, Secretary of the organization, told Alex. J. Groes- beck, this afternoon at a conference. “Although declaring he could not speak for the organization Mr. Both- well said he believed that margins of profit which had been fixed by the fed- eral food administration during the war were fair. These ranged from 16 to 30 per cent.” An article of special significance ap- peared in the Detroit News Aug. 19, under ‘Home Gougers First In Court,’ has this to say: “The purpose of the Attorney General in beginning on profiteering retailers and wholesalers, is to make prices begin to come down as soon aS may be. It is believed that summary treatment of a number of local profiteers will have a wholesome effect on all persons through- out the State who tend to follow the prevailing mode and charge all the traffic will bear. The situation with regard to grocers and meat dealers as- sociations is said by Fred L. Wood- worth, State Food and Drug Inspector, to be unusually serious. Investigations conducted by his department show there 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 Commerce Ave. and Island St. Grand Rapids, Mich. ASTM Men and Boys Work Shirts Are very desirable lines to handle or Biack Sateen, Plain Blue and Grey Chambray, and also checks and stripes. They are well made of good quality, fast Men’s shirts at $15 00 and up. Boys’ shirts at $10.50 and $12.00. We have a complete line UMUC | Quality Merchandise—Right Prices—Prompt Service | WHOLESALE DRY GOODS UHR Paul Steketee & Sons GRAND RAPIDS, MICH. The reception our line is receiving convinces us that Michigan is pleased and will gladly support A FIRST CLASS MEN’S WEAR HOUSE Nothing but a first class would satisfy us—or you. Qaniel T. atton G Company GRAND RAPIDS The Men’s Furnishing Goods House of Michigan We Buy or Sell LIBERTY BONDS in any amounts HOWE, SNOW, CORRIGAN & BERTLES 401-6 Grand Rapids Savings Bank Bldg., Grand Rapids, Mich. Seen: ‘ => ‘ ’ » o iP asantnaan ‘ ¢ ‘ Prose ’ . February 25, 1920 is a startling uniformity of prices for the stuffs in which they deal in each community. This is taken to indicate that food dealers are well organized in the various localities and are fixing prices on their own responsibility. Sim- ilar variation in prices were discovered regarding sugar, flour and most other standard goods. The grocers got. to- gether weekly or monthly in some hotel dining room and discussed ‘‘What would he best for the business.” It is rumored that any recalcitrant dealer who failed to charge the prices that seemed suit- able to his fellows was promptly dis- ciplined by a new kind of price war. In Lansing the Association of Grocers in- vivted a newspaper man to attend its meetings. When he made the mistake of publishing the proceedings, however, he was promptly locked out. >—___- Enthusiasm. Nothing great has ever been achiev- ed without enthusiasm. Men do best what they like best. Most of the really big things are being done by men who really don’t need the money. Joy work is well done. A man will succeed in anything for which he has a real enthusiasm. He who sits still and does only what he is told to do, will never do big things. The more good work you do, the more enthusiastic you will be. Enthusiasm gives life to what is in- visible—and fortune follows close on its heels. Cultivate and strive to attain this priceless gift; it will enable you to see the goal and close your eyes to the roughness of the road. To Our Patrons— To Fair Minded Citizens— A National Difficulty Street railway companies the country over are exper- iencing the greatest difficulty in maintaining anywhere near regular or adequate service this winter, and here we are having our full share. What Bad Weather Means Snowstorms and zero weather have caused constant and annoying delays in service. “Fly” Influenza and other illnesses have reduced the ranks of our m>tormen and conductors as well as our shop men to a point where we know service has not been adequate. For ten days the number of motormen and conductors held from duty by illness ranged daily between 60 and 90 men—and in the shops the list has been 20 per cent below average. Disabled Cars Daily there have been from 44 to 70 cars in the repair shops where the greatly reduced force of repair men has delayed repairs and kept cars out of service for extended periods. Shortage of Materials On the mechanical side we are experiencing difficulty in obtaining parts and supplies to maintain regular efficiency in repairing cars. By order of the fuel commissioner the plant that supplies us with car wheels was closed down and when finally our order was filled we did not receive the shipment for many days. Getting Malleable Iron Castings In the good old days that are gone we were able to secure castings in at least thirty days—now we have to wait 90 to 120 days. The Result These facts—unusual increase in disabled cars—contin- uous, extreme severe weather conditions—illness of men— material shortage—combined with numerous “hold up” of our cars at steam railroad crossings—slow moving trucks (some who refuse to pull away from our tracks)—broken down coal wagons—automobiles on our tracks—slow step- ping patrons, etc., all combined these conditions, beyond the control of the management, ‘“‘slow up” the service and render it such as it is. Conditions May Continue In all frankness, we cannot promise any immediate im- provement in car service, greatly as we do desire to give the public better service. The service can only be really adjusted when the snow and thaws have finally cleared away, as thaws and watery trucks are even more detrimental than the present weather. Working Under Handicaps In view of these facts we know that fair-minded people will appreciate the tremendous handicap this loss of men and materials means to the successful operation of our reg- ular scheduled service. Service Will Be Restored We regret exceedingly that our patrons will be incon- venienced and assure Grand Rapids citizens that the full amount of service will be restored as rapidly as conditions will permit. Start Early In the meantime we respectfully suggest that patrons make allowances for possibly delays by starting to business a few minutes earlier than usual in the morning, thereby preventing late arrival. THE GRAND RAPIDS RAILWAY COMPANY, L. J. DE LAMARTER, Vice Pres. and Gen. Manager. 8 PRICE REDUCTION AHEAD. A bit ef information that came from the great packing industries during the past week may turn out to be of vast significance to every business interest. This was the disclosure that exports of meats to European coun- tries had practically come to a stand- still. The cessation is due to two causes. One is that certain of the countries had all they wanted and would need no more this year. The other is that other countries not so well favored would manage to get along somehow because they could not afford to buy more meats. They have not the money to pay for them. Following the report of the stoppage. of these exports came the announce- ment of a huge drop in the prices for cattle and hogs at the Western stock- yards. This is said to indicate that, within a short time, retail prices for meats must come down considerably. If they do, this will be followed by similar declines in other foodstuffs, and, when the cost of food is de- creased, the prices of other needed commodities generally follow. What will help bring about this, further- more, is the fact that when European countries are not in a position, for economic reasons, to import food, they are less likely to import other commodities which they need less, and this will apply to a number of manufactured articles other than those usually classified as luxuries. And the fact can no longer be ignored that the former belligerent countries of Europe are convinced of the absolute need of the most rigid economy and are preparing to act accordingly. Checking the flow of exports means there will be so much more left in this country of commodities whose scarcity, or alleged scarcity, has been one of the pretexts for exacting high- er prices. As a matter of fact, the mere circumstance that certain goods could be sold abroad if satisfactory prices could not be obtained here has been quite an aid to the speculators and other profiteers. It has helped to get rid of surplus stocks and pro- vided the competition which forced up values. With this element elim- inated, production here is likely to overtake consumption and even ex- ceed it. That such a condition is con- sidered rather imminent may be in- ferred from the fact that so many manufacturers and middle men have lately been making large offerings of goods for export. This is another circumstance which promises to have quite a bearing on the supplies of merchandise for the domestic market and on the course of prices as well. Added to these indications must be taken the effect of the increasing im- ports of manufactured goods, whose volume must expand much more rap- idly as the year progresses because of the imperative need of European countries reducing their indebtedness to the United States. This will be particularly marked as regards the textiles both in the form of fabrics and manufactured articles of clothing. Taking all these things together, the prospects are improving for a reduc- tion in the cost of living within a reasonable period. Perhaps these things were in the MICHIGAN TRADESMAN mind of Mr. Halle, President of the National Retail Dry Goods Associa- tion, when he told that body the other day that “present prices will not last much longer. Everybody knows that, and it is up to the retailers to get ready for the readjustments which must follow.” Nor was the force of this affected by what was said to these same retailers by Mr. Figg, special assistant to the Attorney General, who virtually confessed failure of the official eiforts to reduce the cost of wearing apparel and the like. The Government officers found that prices were inordinately high, but could find no evidences of deliberate profiteer- ing except in isolated cases, although they did discover—what everybody knew long ago—that merchants had hoisted prices by bidding against one another. But, about the same time, William M. Wood, President of the American Woolen Company, was tell- ing the National Association of Cloth- iers something which was tolerably wel! known, but which has a very im- portant bearing on this very matter of high prices and profiteering. He said his company had paid to the Government in taxes, for the last year for which its accounts had been made up, “an amount more than five times the amount paid to our investors.” Now, these dividends have been huge, so much so, in fact, that the common stock of the company shot up last year to about four times its pre-war valuation, and very liberal provision was made, in addition, for deprecia- tion of plant, etc. In two years the company disbursed in dividends more money than ever was put into all its mills. All this money was obtained from the sale of fabrics, which, in turn, had to be paid for by clothing manufacturers, retailers and the gen- eral public. Of course, these inordi- nate profits are not profiteering. The Tradesman heartily commends the statements made by Old Timer in his contribution on striking school teachers in this week’s issue of the Tradesman. There are two profes- sions where we have reason to ex- pect an exceedingly high sense of honor and_ responsibility to the public—the clergy and the _ school teacher. When the latter violates both the letter and spirit of a con- tract, thus placing himself in the same class as the trades unionist, we are certainly in a bad way. The ei- fort now being made by teachers’ or- ganizations in several cities of the country to join the American federa- tion of labor clearly shows that such teachers have no sense of personal and professional pride in their call- ing by placing themselves on a level with syphilitic cigar makers and non-English speaking hod carriers and are willing to be classed as slackers, slovens and shysters in or- der to gain a little temporary finan- advantage. If this spirit ever gains ground to any extent in this country, the boasted educational supremacy of America will become a delusion and a mockery. cial Don’t think too much of the praise you like for success in any enterprise. Praise should be merely incidental. AN ADVERTISING ASSET. One of the enigmas in present day business life is the careless way in which business houses treat their greatest asset—their own good name. You your building; you in- sure your stock; you bond your em- ployes; you even insure counts; you protect yourself as to all of these tangible assets; yet, any of them could be replaced in the open insure your ac- market. But what are you doing to protect your own good name—the biggest asset in any business? One of the most destructive influences in retail merchandising is the use of comparative prices and comparative values—$125 suits, $79.50; worth $50, our price $37.50,” etc. Compara- tive values are fraudulent on their face. They bespeak a fact which is nothing more nor less than the opin- ion of the merchant. And compara- tive prices involve changes in season's styles and other’ matters which are very apt to create dissatisf :ction with the customer. But the real evil which lies in both of these practices is the avenue you open for the use of your illegitimate competitor. Assuming that you are perfectly honest, that your comparative prices are fair, and that your comparative values are bas- ed on your best judgment, you must realize that competitor, who thinks less of the future of his busi- ness than you do of yours, has thrown open to him a field, apparently legiti- matized by you, in which he has no limits. Another of the crying evils of pres- ent day merchandising is the use of deceptive names. What possible pur- pose can there be in calling a prod- uct “Union Linen” or “Silk Lisle” and names of that sort? Such names merely reflect on the price you charge ‘or the real product. When one gets into the field of furs, he almost won- ders if retail merchandising has gen- uine regard for public confidence. Someone has suggested that trade names of certain furs are no longer deceptive because their meaning is so thoroughly understood by the shop- ping public. Then why in the name of common sense is their use con- tinued? More and more, the smart merchant is instructing his advertis- ing men to tell the truth and nothing but the truth about every piece of merchandise. He is calling every- thing by its real name so that there will appear over his door the words. your which no sign painter can efface, “This is a Safe Place in which to Shop.” The farseeing and successful merchant to-day believes in pyramid- ing on his advertising investment. He looks forward to the day when his institution will be so well advertised as to begin to advertise itself. Ad- vertising is but a means of contact with the public. It is a method of bringing the public into your place of business. Any merchant can pyramid on his advertising by taking just as great pains in satisfying a customer as he does to get a customer into the store. The satisfied customer is an advertising asset. A dissatisfied cus- tomer is a heavy liability. Where pains are taken to satisfy the cus- tomer, the strength of your advertis- ing is pyramided. The merchant who depends on his copy to get a new February 25, 1920 crowd into the store each day is play- ing long on a falling market. It should be the aim of every business man who expects to stay in business to so firmly establish his own good name that his business house becomes an institution. When he can get the public to saying that his place of business is a safe one in which to shop, he has established an adver- tising value which will go on and on and continue to pour dollars into the till long after he ceases to use the printed word. That kind of a reputa- tion cannot be builded on a founda- tion of deception. The merchant who advertises a bargain which he cannot produce when the customer calls, has created a handicap which he must overcome if he desires to stay in the good graces of that particular individ- ual. It is far better for any institu- tion to lose a sale than the good will of a possible customer. Le The San Antonio custom house, with its border watchdogs, is largely responsible for the fact that hardly a woman in America to-day owns a hat trimmed with Bird of Paradise plumes, or with the scarcely less prized spoil of the egret. While the law prohibiting the importation of such plumage into the United States was passed in 1913, millinery import- ers, through a_ series of successful smuggling ventures, managed to supplyl fashionable women with for- bidden feathers for several seasons more. Most of this contraband passed through San Antonio, falsely billed, to the great cities of the East. And not long ago the last chapter in an audacious smuggling plot was written there, when customs officers had seized the final shipments of a consignment of paradise plumes worth $100,000 and the Federal Court at Houston brought to justice the head of a well known millinery house, one of whose agents had been a con- vict who directed smuggling opera- tions from prison. Among the first shipment of birds seized, in 1916, were many valued at $500 each. They were sent to Dr. William T. Horna- day here, to be used for educational and scientific purposes. The follow- ing year paradise plumes had become so rare in this country that women were willing to pay $1,000 for a single bird. The feathers were often brought from New Guinea to Lare- do. In old Laredo, just across the line, a woman may wear all the paradise and egret plumes she fan- cies, but if she decides to cross the bridge and take tea with a friend in New Laredo, she must first remove her hat. It is thought at San An- tonio that smuggling plots on the scale of the one recently punished— which was revealed through the pique of a German agent—will hard- ly be attempted again, and that the sird of Paradise will peacefully ful- fil his mission of decorating tropical forests. eee A philanthropic barber who wished to have his share in the effort to help fifteen poor families in Columbus, Ohio, but who had no money to give, agreed to cut, by appointment, the hair of the children in any of these unfortunate homes. ' lle 9 eceitdemes an ‘Niece are ae nec ne p =, p + ees VERY hand that has work to do is a pro- spective customer for Boss Work Gloves. They are needed in the home to dust, beat rugs, tend the furnace, mow the lawn and for dozens of odd jobs. Every man who owns a car needs Boss Gloves when changing tires, cleaning spark plugs, and tinkering around generally. They are needed in every shop, factory, garage, and wherever hands need protection against dirt, grease, and minor injuries. Boss Work Gloves are made from fine qual- ity white canton flannel. Every seam is EVERY HAND A CUSTOMER strongly sewed. No rough edges show. These tough, durable gloves fit comfortably, are easy to slip on, and every pair is built to withstand the roughest wear, yet they are so flexible that they allow the free feel of a job. Advertising starts in July The National Advertising Campaign starts in July to tell the entire United States of the hun- dreds of uses of Boss Work Gloves. The advertised gloves come in three styles of wrist; ribbed, band, gauntlet; and in the following sizes: men’s, women’s, youths’, and children’s. These most popular sellers are listed below with descriptions. THE BOSS MEEDY—The world’s favorite work glove for odd jobs around the house and garden, and all light hand- work. Made of the best quality, medium weight canton flannel. THE BOSS HEVY The best bet for all work that requires a strong, wear-resisting glove. Made of the very best quality, heavyweight canton flannel. THE BOSS XTRA HEVY—The world’s cham- pion heavyweight handwear for rough work. Made of the finest grade of extra heavy canton flannel. THE BOSS WALLOPER— This is the super work glove. Strong,flexible and built for rug- ged work. Made of the highest quality, heaviest weight canton flannel. Trade This Trade-mark identifies : ee i genuine Boss Work Gloves. and are made in distinctive colors. Be sure itisonevery pair you buy THE BOSS LETHERPOM_Streng gloves for strong work made of heavy, durable canton flannel with tough leather stoutly sewed on the work side of palms, fingers and thumbs. : THE BOSS JERZY--Warm, sturdy gloves made of highest qual- ity cotton jersey cloth. These are for work and play, THE BOSS TIKMIT —- Big, roomy mittens made of ticking that wears like iron. Made for hand-protection and rough work. THE BOSS ELASTO— A flexible, hand-fitting canton flannel work glove made by a patented process in one weight only. This glove will be a big seller. Mark The Boss line includes highest quality, leather-palm, jersey, ticking, and canton flannel gloves and mittens. Your service to your customers cannot be complete unless you have a good line cf Boss Gloves in your stock. Write us fer full information, sending your jobber’s name. If he cannot supply ycu, we will see that your order is filled. THE BOSS MANUFACTURING CO. Sales Offices; Kewanee, Ill.—Brooklyn, N. Y. 10 Subsidiary Lines as Bait in Shoe Stores. Written for the Tradesman. The idea of subsidiary lines for the shoe store is not in any sense new. Many. progressive footwear shops handle stch stocks. I know of at least one large retail footwear estab Ishment that got the subsidiary fever so completely it has developed inte a full-fledged department store —al- though a department store in which the footwear feature is the dominant one of the establishment. The va- riety and extent of collateral lines to be found in shoe stores which go in for subsidiary stocks depends entirelv on the manager of the store. He can hug the store or he can strike out across the wide expanses. From time to time during the last ten years 1 nave been suggesting in these columns the advisability of sub- sidiary lines in the hoe store. Ex- isting high prices ané the curr2nt need of intensive and more efficient methods in the distribution of shoes —a situation due in part to the war -- has not changed my attitude on this subject. On the contrary, there is now, I believe, a still stronger argu- ment for collateral lines. But we will get around to this further on. The merchandise of a shoe store should consist of the following: 1. Shoes. 2. Findings. 3. Subsidiary lines. I believe the limited call for find- ings, of which some shoe dealers complain, is due to the limited lines of findings carried by such dealers. That is one reason. Another is due, perhaps, to the fact that they are not attractively displayed and_ properly pushed. In other words, some dealers haven’t a very large faith in findings. they sow sparingly, and they reap. sparingly It isn’t necessary or desirable to overload in the matter of findings, but one should be adequately stocked. And there is a difference between overloading and stocking adequately. One is adequately stocked when he has a sufficient quantity of the various accredited lines of such merchandise equal to the actual and potential need of his constituency. And you will notice that the writer inserts the word “potential” Doubtless there are people in your community who know nothing of various things in the findings line that they might with pleasure and profit, if they knew about such commodities. And it is undoubtedly true that the average community doesn’t buy as much in the way of findings as it should— looking at the proposition from an economic point of view. Really, in spite of all that has been said about findings in these columns and in the publications devoted ex- clusively to the retail shoe trade, find- ings is almost a new subject to many outsiders, while the scientific mer- chandising of findings is an art that not every shoe dealer has acquired. } In the next few years there is going ; to be a tremendous development in } the whole realm of findings. need. keep up with the procession. To put And ig there is a special reason why the is retail shoe dealer should strive to ap MICHIGAN TRADESMAN the proposition in a nut-shell, .it is this: If he doesn’t then findings will get away from him, and there will be specialty shops devoted exclusively to findings. This tendency toward spec- ialization is everywhere apparent, and the only way it can be kept from invading the shoe business and de- priving the retailer of the opportun- ities he now enjoys, is for the retailer to make the most of his opportunities. Time will not be spent nor space here used to describe the limits of profitable subsidiary lines. It all de- pends on who you are, where you are, and what your general merchan- dising policy is. But, broadly, such would include hosiery and at least a few leathergoods novelties or staples. And one benefit to be derived from subsidiary stocks, whether limited or more extensive, is that they serve to brighten the lines which constitute the principal stock of the shoe dealer. Since these side-lines (or many of them at least) have color, variety, and the charm of contrast, they re- lieve the monotony and add a certain amount of interest to your shoe stocks. This in harmony with the well-known principle of borrowed in- terest or attractiveness. And then the very fact that it is known you handle such lines will bring more shoppers into your place. If, for instance, you carry a line of new and attractive hand bags—and good values at the price—women will naturally drop into your place when in need of such things. They may become interested in an interior shoe trim. They may take a very decided fancy to a certain pair of shoes or pumps for special wear. They may see a line of silk or wool hose that appeals to them, and buy a pair. Even if a sale is not made, that five, ten or fifteen minutes they spend looking is not necessarily time lost. Maybe they are getting information and per- suasion that will lead to sales later on. Where you have only shoes with which to appeal to the public natur- ally you get into your shop only those who want shoes; but if you multiply your lines—i. e. add some of these logically-connected and _ legitimate side-lines—you also multiply your chances of getting shoppers into your store. In a way it is good advertis- ing although it rests on a merchan- dising policy. Looking at the proposition from this angle, the shoe dealer can well afford to give the public very sub- stantial values in merchandise of a side-line nature. And it all goes to swell the sum total of his net profits. But the main point to be kept in mind is that these lines are of the na- ture of bait. They get folks into your store. They create an interest over and above that interest which inheres in shoes alone. Cid McKay. —__>+>—____ No man is born without faults; he is the best who has the fewest. SAOES For Bigger and Better Business February 25, 1920 HOOD RUBBER PRODUCTS CO., Inc. BULLSEYE BOOT (PRESSURE CURE) IN STOCK Red or Black Gum Upper Tough gray sole joined by Hood Tire process to high grade upper LONG WEAR Men’s Bullseye Black or Red Short Boot ------------+-+--- $4.00 Boys’ Bullseye Black or Red Short Boot.--------+++-++-++++ 3.30 Yonths’ Bullseye Black or Red Short Boot.----------.---- 2.45 SEND IN YOUR ORDER TO-DAY Shipped Same Day as Received HOOD RUBBER PRODUCTS CO., Inc. GRAND RAPIDS, MICHIGAN The GOOD OLD SPRING TIME will soon be here. Your ouf-door customer is going to need the best there is in foot- ~* wear. Sell him the H. B. HARD PAN shoe for SERVICE. Not only will you be giv- ing him the best value for the money. You will be building an_ everlasting friendship with the substantial people of your community. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. ‘ } * AAO: ee Fn oo ke ona = ® February 25, 1920 Money Greedy Teachers Violate Writ- ten Contracts. Grandville, Feb. 24—A while ago the country was held up by the labor unions in the matter of a raise in wages, and so used has the public be- come to the non-fulfillment of con- tracts by these bodies of men, very little was thought of the proceeding, even though it verged on the dishon- orable. The coal strike threatened the coun- try with a chill that ran down the spine of every man, woman and child in the Nation. After a lot of bicker- ing and dispute the affair was settled, with the consumer paying the ex- pense of a higher coal bill. Well and good. The railroad work- ers, too, after repeated raises in wages since the war prices came in have been on their ear for a time back, with a threat to make things hot for the country unless certain wage boosting was granted. This last strain on public patience has been quieted for the time and will, doubtless, not break out again until after the railroads go back to private ownership. These wars and rumors of wars all down the labor line have kept the public under a nervous strain which, to quote an old lady friend, “is some- thing awful!” And now comes another setback to the morals of the community, little expected, and as unrighteous as any- thing that has gone before. I refer to the demand of the school teachers for a raise in wages, with utter dis- regard for solemn contract entered in- to between these tutors and the school boards. Has it come to this that a contract entered into between teacher and board has no more binding power than a scrap of paper jeeringly re- ferrd to by the German kaiser when he wished, for his own ambitious in- terests, eto invade little Belgium? Why are contracts written and signed by the parties interested unless they are meant to be binding upon both contracting parties alike? Has it come to this, that a teacher in our public school is immune from keeping his or her written agreement, and that he or she is at liberty to dis- regard such agreement whenever the humor seizes him or her? Are not the teachers of our boys and girls hired because of their moral, as well as intellectual attainments, and is it not placing a premium upon dishonesty to grant these hired ser- vants of the people immunity from adhering to a signed contract? The dishonest course pursued by some of the labor unions has been cause for much disgusted comment by the public, but when this same dishonesty invades our higher institu- tions of learning, what are we to think of the proposition? There has been but very little advance in the cost of living since these repudiated contracts were signed; even if there had been an advance, this fact does not justify an honest person from not living up to an agreement. School boards are, no doubt, blam- able in some instances for offering to salve the situation by offering bon- uses, which, by the way, serve as a tribute to dishonesty and should never be granted. A teacher who refuses to live up to the contract he signs is an immoral person in that he writes himself down before his pupils as a repudiator and a scoundrel. No such person can have any influence for good with the ones who come under his tutelage, simply because it is not what he says by word of mouth, how- ever fine spun it may seem, but his acts which count with the young folks of his classes. At the end of the contract year a teacher has the undisputed right to make a better bargain for the future. During the time contracted for he has only to “stick to his bargain” if he expects to be counted an honest and honorable citizen. It must be re- membered, too, that the taxpayers have some interest in these wage s MICHIGAN TRADESMAN boosts which school boards too often fail to take into account. A school board that knuckles to the demands of those teachers who refuse to live up to written contracts is paying a premium on dishonesty. Early copy books bore the saw, “honesty is the best policy.” This should be made to prove true in this controversy with those teachers who love money above their plighted word. What respect can a pupil have for a man or woman teacher who has brok- en a contract for the sake of a few more paltry dollars added to the year- ly salary? There must be a screw loose some- where in our school system when so many of the supposedly honorable instructors in our schools are willing to do the dishonest act for the sake of present gain. Would it not be much better for our schools if the morality of strict probity be adhered to if for no other purpose than to set the ex- ample for the pupils to follow. It is the plain duty of school boards to stand firm in this matter and re- fuse all demands upon them, which in the nature of their contracts with teachers, they are bound, if honest, Ms meet according to the letter of the aw. ' A teacher who will break his con- tract at any time during the school year for which such contract is bind- ing should never be allowed to take another school. Granting such dis- honest concessions is absolutely de- moralizing to the schools and wholly indefensible in whatever light it may be viewed. There has been much during the years of war and since to debauch the public morals, but this action of so many of our learned gentlemen and ladies of the teaching profession is both amazing and stupefying in its effect. We were not looking for it. In fact, if we are not to find common honesty among members of the school teaching profession, where may we be expected to find it? Providing the wage paid public in- structors is too low, there is a rem- edy for that without the breaking of contracts, the demoralizing of ideals which have been held sacred since the foundation of the world. Honesty is the best policy to-day as it has been from the beginning. When we flout that, as we have been doing, by permitting money-greedy persons to override written contracts, we are catering to a brand of im- morality that is going to prove of lasting hurt to the whole community in the immediate future. se honest and you will be happy. Why not live up to that in our schools as well as in the business world? Old Timer. -—__+>2- > ____ Form Letters on Specialties. A dealer in Michigan achieved not- able results last year with a series of form letters on a washing machine which sold for a comparatively high figure. His advertising was compre- hensive and it covered the washing machine from every angle, but his series of form letters going through the mails while this advertising was under way were very personal in tone and their appeal was chiefly an effort to picture how completely the wash- ing machine eliminated wash-day trou- bles. Very little was said about the machine’s construction and evident superiority—this was left to the pu- blicity. Thus, while the advertising was reasoning out every angle to pur- chase, the form letters were getting in a purely personal appeal and the combination worked wonders. —_++.>—__ How about the stationery you use? What sore of an impression will it make upon the jobber or manufactur- er to whom you write? Will it make them value your trade? 11 QUALITY is the predominating feature of our line of high grade dress welts. Wide in its scope of popular styles, complete in the selection of leathers as well as the assort- ment of standard lasts, the line should appeal to you. Our new fall samples are now ready for your inspection. Defer placing your order until you have looked them over. It will surely pay you. RINDGE, KALMBACH, LOGIE CO. | 10 to 22 lonia Ave. N. W. GRAND RAPIDS, MICHIGAN It is far more than a happy circum- stance that Hirth-Krause shoes are registering such remarkable wear and comfort. It was concluded that they should, before they left the factory. Their great wear and comfort qual- ities were scientifically pre-determin- ed, in Hirth-Krause tannery and shoe factory. There was worked out the process for treating leather, giving it extraor- dinary strength and resistance. There was designed the comfort- giving, anatomical last. The man who works will recognize at sight the quality in these shoes. HIRTH-KRAUSE SHOES Tanners and Shoe Manufacturers 12 WE HAVE STOOD THE TEST. Why American Merchants Face a Bright Future.* _Of the many losses the terrible cost in lives and treasure, which we _ will be years in paying through abnormally high taxes, we hear much; but the upheavai in the world’s affairs also brings, or should bring, home to us lessons valu- able to our future. The whole scheme of men’s relations to each other—social, political and financial—arrived at through generations of usage, custom and experi- ence in every nation in the world sud- denly had unprecedented problems thrust upon it for immediate solution. In some countries the social fabric went to pieces entirely in others it was badly torn and in some, while the worst of the storm is. probably. over there are still heavy swells running on their political and financial seas. Our bankers told us, before the war, that no nation could secure the funds with which to carry on a war for six months: the cost of waging modern warfare would be, in their esti- mation, greater than the present finan- cial systems would stand. Over four years of this same terrible war was waged and. if we say our bankers were wrong in their first estimate, yet we know that what they had in mind was in the main true. The nations could not spend such sums and not have many financial wrecks among them. This financial strain caused a searching in- vestigation of all human relations in every country and, very naturally, dis- tribution of commodities was the first object of investigation in all the worid, because every citizen of every land turned to that part of the various metn- ods of distribution he saw, and paid nis money to, daily. As we are all grocers here to-day we will consider chiefly that business, in the following few remarks: In Europe, espe- cially England, the governments quickly took control of distribution of foots; boards, commissions and government of - cials either became the wholesater and retailer or engulfed them in red tape. Costs mounted so rapidly that the gov- ernment began subsidizing and pauper- izing the people by selling flour, bread and other necessities at less than cost, paying the loss out of the public treas- ury. The regular channels of distribu- tion became clogged, immense stocks of foods were accumulated and the future had a dark aspect for the grocers in Eng- land. In Germany, France, Italy, Aus- tria, Holland. Norway, Sweden, Spain and Switzerland, the governments took over or reorganized the distributive trades. In Russia that part of the pop- ulation still surviving famine, - murder and revolution have, very largely, joined the co-operative societies, as they. are the only thing left of the Czar’s day and they survive only because of peculiar circumstances. In all of these countries production quickly fell. These socialistic attempts to reduce the cost of foods produced the opposite — effect because foods ce ased to be produced until sub- sidies, in various forms. paid out of the public treasury, were offered to the farm- ers and peasants. People looked to the state for everything: individual effort, when existing at all. was first directed to extracting financial help. of some kind or other, from the state; until, in very recent days. Europe has been told by her best friend to cease begging and go to work. What has all this to do with this subject? Just this—every nation tried eliminating the middleman by having the state do his work and foot the Dill of resultant losses. Gentleman. long ago, many years before our time. the whole- scaler and retailer just naturally grew and evolution made them the means of distributing the manufacturers’ products. Sometimes retailers go into the jobbing business, as in the retailers’ co-operative buying societies; sometimes. as in the large chain stores, a jobber may eonduct many retail stores. The manner of do- ine business is not essentially changed even though the names of processes are, principally for advertising purposes. In general merchandising it would be impossible for the consumer to buy of the producer. A dozen oranges from California, a dozen packages of currants from Greece, a pound of tea from Ceylon would be an expensive luxury. A pack- age of yeast foam or a spool of thread would be very costly also. It would be almost equally impracticable for the re- tailer to buy his gcc4s direct from the producer or manufacturer. He would have to buy in quantities greater than he could handle to get the lowest trans- portation charges; and even if he could buy in small quantities to suit his re- quirements, the cost would be greater than if he bought from a well-managed wholesale house. The logical and practical system of distribution is through the wholesale and retail trade. We ean be profoundly vrateful to-day that the man called by our country, to feed the world during the war was a man who had seen the fallacies of all manner. of socialistic schemes tried by various European coun- tries during the first three years of the war and who believed that the existing scheme of distribution was the best yet developed by men—not perfect, but *Paper read at annual convention Re- tail Grocers and General Merchants’ As- sociation by John G. Clark, President Michigan Wholesale Grocers’ Assuciation, MICHIGAN TRADESMAN humanly workable for the problems at hand. Production, the only solution for the high price question, is not hampered by this method of distribution. In Ger- many it is a fact that restrictive, re- pressive, socialistic, tyrannical _ laws, trying to regulate production and dis- tribution, made criminals and law-break- ers of a docile law abiding populace. Gentlemen, trade is best regulated when least regulated. According to the Boston Commercial of last week, food prices, meaning the basic farm products, must go to such a high level as_ will warrant the farmer in engaging addition- al labor in competition with the short hours and high prices paid by manufac- turers and in the cities besides allowing him a fair compensation for his serv- ices, to get greater production which is the only way to get cheaper food. Rus- sia, the granary normally for a quarter of the world’s population, must import foods or starve this year and probably next. Our farmers have decreased their fall wheat acreage twenty-five per cent. because they can not compete with the automobile manufacturers for labor. Is not the answer to this such higher prices for farm produce as will bring the laborer back to the land, or is it that the world must suffer another panic, bringing back soup. kitchens and famine to our, at present, over prosperous. cities? We have all seen the utter failure of the attempt at sugar price control. if, last May, the usual spring surplus could have been held by the wholesaler, with any hope of reasonable returns for his work and investment, would we have had the sugar famine which prevailed last year; would the refiner have had to export, during June, his surplus so badly needed later? The attempt to placate a faction of our population by running counter to the natural trade laws met the inevitable reaction, and sugar could not come down when our needed surplus was sold out of the country? These are illustrations of what interference with natural eco- nomic laws brings about. Some _ inter- ference was necessary, on account of the whole world’s disorder; but we should so observe and respect the lessons so learn- ed that no one will attempt similar in- terferences in our time; and for pa- triotic reasons we should teach our chil- dren the economic fallacies of all so- cialistic doctrines. Quoting, again, from Mr. Hugh Blain, ef Toronto, the President of the Cana- dian Wholesale Grocers’ Association; “The logical and practical system of distribution is through the wholesale and retail trade. If these channels are bene- ficial, economic factors in the distribu- tion of products to the consumer, they should should be reasonably protected against unfair discrimination.” Mr. Blain petitions, on this premise, for an Inland Trade Commission in Canada with pow- ers similar to our Federal Trade Com- mission. Our suit against the Packer, who we thought was in a fair way to become manufacturer, producer, whole- saler and retailer, all in one, thus going the chain store or co-operative retail buyers’ associations one better and being in the field all alone, taught us through actual contact and experience that here was a great friend who believed in the scheme of distribution through manufac- turer, wholesaler and retailer, who was fearless and far-seeing in the elimination of trade abuses and whose president, Mr. \W. BB. Colver, more than any other man in America, deserves the thanks of a whole people for the eurhing of what, if left alone, would have been the food monopoly, absolutely controlling the price of almost every food commodity. Now, if these foregoing statements are true it is logical and, indeed, necessary, that the wholesaler and_ retailer serve the consumer and manufacturer, antici- pating their needs from season to season, dividing the load and the profit fairly, both of which are regulated by the keen- est competition known in commerce, each notify the other, in as friendly manner as possible that he may ward off approaching danger, one not trying to sell the retailer’s customers, the other not trying to be a competitor of the wholesaler in a few profit paying items, while dependent on_ the jobber for the main source of supply; and both work- ing together for the betterment of this economic equation which binds both so indissolubly together that without one the other vanishes. One thing it gives me great pleasure to tell you, grocers of Michigan, is that you pay your bills better than any other State in the Union. New York state, for example, had 105 per cent. of its monthly wholesale grocers’ business— outstanding in accounts last month; Cali- fornia was about the same; Michigan was less than 70 per cent., some wholesalers in Michigan being as low as 31 per cent. for December, 1919. This speaks volumes for your stability and financial resources and we congratulate you for this wonder- ful showing. Another subject, brought forcibly to our attention through this partial re-ad- justment period, was the attempt of the Government to deliver groceries at less than cost, through parcels post, which means of transportation, like the rail- roads under government operation, does not pay its way; and we further see the mail order concerns, using the same par- eels post at less than cost for the up- building of their business; and we pay the deficit in direct taxes. There are few causes I could pay taxes for and feel worse. It surely is “rubbing it in’ to tax us in so many ways for the upbuild- ing of our competitors; and, if one de- partment of the Government can be a corrective to the other, we hope Mr. Colver of the Federal Trade Commission, will help correct this abuse. Twenty-two years ago, when I started as a delivery boy in a retail grocery store, we heard a great deal of mail order houses and they were supposed to be able to put the re- tailer out of business in a few years. They are too far away from the consum- er to handle the grocery line, which has changed from bulk to package goods and from raw materials to cooked, ready-to- serve, highly perishable articles, which the housewife so often gets a few min- utes before a meal is served or has de- livered several times during the day. Then, the “car lot’ grocer’s solicitor came along, selling principally to farm- ers. who would make up as big bulk of orders as possible, from town to town, each buyer meeting the car, on its ar- rival at his town, with the cash. These salesmen were paid commissions varying from 1 to 50 per cent. and the buyers soon found that they had purchased a lot of nutmegs, teas, etc., which they could not use in years, for the sake of saving a few cents on a bag of sugar. Then the Grange and later the Gleaners entered the distributive field in limited ways. The Grange has largely ceased its activity along this line and, in the course February 25, 1920 Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - $750,000 Resources 11% Million Dollars Ls Per Cent Paid on Certificates of Deposit Do Your Banking by Mail The Home for Savings What Is the Grand Rapids Trust Company? It is an incorporated, capitalized, responsible institution, organized to perform services requiring qualifications which are rarely found complete in an individual. It administers the property of the dead and cares for the property of the living. It func- tions better than can any individual because it is not subject to illness, incapacity, preju- dice, sentiment or death. It executes trusts with integrity and ability. It truly is an ‘‘incorporated friend’’ for the widow and orphan. Its service is for the person of moderate means as well as for the wealthy. A confidential interview, without obligation, is invited. f;RAND RAPIDS [RUST [OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 Assets $3,572,588 CLAUDE HAMILTON, Vice Pres. JOHN A. McKELLAR, Vice Pres. Wercuanrs Live INSURANCE COMPANY WILLIAM A. WATTS, President RANSOM E. OLDS, Chairman of Board Offices: 4th floor Michigan Trust Bldg., GREEN & MORRISON, Agency Managers for Michigan Insurance in Force $66,109,220 RELL S. WILSON, Secretary CLAY H. HOLLISTER, Treasurer Grand Rapids, Michigan at te ere sR ear aR -_ seepage February 25, 1920 of time, the Gleaners, who are really a ire organization, will go the way of the rest. Just now, you gentlemen from Detroit are seeing an amplification of the old lumber “Van in some of the great in- dustrial plants’ retail stores, which are understood to be furnishing merchandise to employes at cost, or a very small operating charge added. On a declin- ing market, which will come again some day, these men will find that their em- ployes will yell—‘tRobber Robber!” at the first item for which they pay even the same as they pay at the corner grocery store, Just as the lumber-jacks did years ago. Of course, this way of distribution is made possible through extraordinary profits made on their manufactured prod- ucts; being fair to the public in the sale of their product, which keeps their plants moving, not appearing so important as the elimination of the grocer, whose total annual profits in all the retail grocery stores in the city of Detroit, will not equal the profit of one automobile com- pany for one month. If all grocers were thus eliminated in Detroit, would not some Auto King have to re-create retail and wholesale stores all over the city? And. would they do it without profit? Their present profit is an adequate answer. ‘Verily man still attempts to pluck the mote out of his neighbor’s eye while there is a beam in his own.” Mr. W. F. O’Connor who, as a com- missioner on the high cost of living in Canada, made an exhaustive investiga- tion of retail and wholesale grocers’ profits, says: ‘‘I found little wrong with their profits and I became convinced that what trouble did exist was further back.” The Attorney General of Michi- gan found the same after a grand jury inquest lasting months. After a year of Nation-wide investigations, made by the Department of Justice, through the aid of secret service, postal department, fed- eral trade commission, internal revenue information and the food administration, very few arrests and almost no convic- tions were made, despite the fact that the food manufacturers and dealers, of all kinds, sizes, types and nationalities number about five hundred thousand. Most of these comparatively few com- plaints came about through the ease with the retail or wholesale grocery business, which men, knowing little about either embarked in the line and made a mess of it. Only two weeks ago the papers, all over the United States, carried front page news to the effect that two whole- sale grocers, in New York, were arrested for profiteering in sugar. Investigation showed two closed stores about twenty by fifty feet; one floor only had been oc- cupied by men, not even speaking Eng- lish, with less than a good retail stock; yet, wholesale grocers, all over, had to bear the implication inferred in these published articles. If manufacturers and wholesalers do become very strict on credits, will it not eradicate just such men as these? The war has also taught the benefits of quick turnover; that the wholesaler or retailer who had turned his stock over rapidly had net profits in ratio to the number of times the stock was turned and that in the retail business the net profit had increased in geometrical ratio as the turnover increased beyond six times per year. The average net per- centage of profit, of the stores turning over their stock say twelve times per year was almost three times the net percentage of profit in stores turning over their stock but six times. Also that the man _ discounting his bills promptly was a better buyer and had little dead stock, thus reaching a larger number of turnovers than the merchant who bought heavily. The latter may have, in some’ instances, discounted, yet, many merchants thus lost their dis- counts and carried too heavy stocks. Thus a close working together of the wholesaler and the retailer through prompt payment of bills by the retailer made a more profitable business for the retailer and made it possible for a more efficient wholesale. supply, fresher goods to the consumer at a lower price. This situation came about largely through new sales terms imposed by the manu- facturer through scarcity of merchan- dise, also because higher prices and maximum lading of cars compelled the wholesaler to collect more promptly or cease buying to the best advantage in carrying complete stocks. It is a fact that, without taking all his cash dis- counts, the wholesaler would find his business returns on the wrong side of the ledger and that the manufacturers and producers in turn through such high prices, big car loads and slow trans- portation had to have their money from the wholesaler not on arrival of cars, but just as soon as the goods could be billed out and the bill of lading pre- sented at the bank. The persistent attempts of some of our officials and a part of the press to unduly reduce prices without a fair enquiry into the cause of such _ prices caused much unrest and apprenhension among all the merchants who had been forced through ever advancing prices to have their all invested in these same goods under attack. In the end such agitation stops production and has an exactly opposite effect to that intended, as it thus enhances prices’ through scarcity. There is nothing that will lower prices except more goods, and any misguided effort, no matter what its motive, will continue to be an obstruc- tion, serious in exact proportion to the power and influence back of the effort. MICHIGAN TRADESMAN 13 An investigation or survey, made by the New York Market Commissioner, show- ed that over 90 per cent. of the con- sumers interviewed demanded of the grocer that he carry their accounts to a convenient pay day, a delivery service and the use of the telephone in order- ing. Naturally, then, the retailer has in Michigan at least educated his cus- tomers to pay promptly. One retailer I know conducted a business in a small town last year of over $100,000.00 and had less than 335,000.00 on his books. He says that prohibition has increased his sales and lessened greatly the labor of collection. His cost of doing business was, approximately, 13 per cent. and his gross profit—18 per cent.; surely he was serving his customers efficiently for a moderate return. His business was divided into eighteen departments and turnover was the most essential element in his net profit in each department. For instance, his bakery goods depart- ment, comprising bread and sweet goods, turned over almost every day and he made a gross profit in this de- partment of $1,680.00, with not more than $150.00 invested. Most of that time his bread. much the largest item of sales, paid 114 and 2c per loaf gross profit. His figures are very interesting. I have used this emphasis on turn- over because it is where your net profit really it; and only by buying often in quantities proportionate to your volume, discounting all bills and having your wholesaler’s closest assistance and mar- ket postings can this be most success- fully accomplished. The salesman, who comes to you with a special line that has not a quick turnover is not wise if he overloads or attempts to overload you. Your real friend is the man who wants to see you often and have the shelf, where his goods are vacant, or nearly so, when he calls again. The re- tailer and wholesaler are, together, the great economic twins of distribution, when one does well, it must be with the others help; whatever hurts one, harms the other; what is of interest to one, must be studied by the other, whether mail order competition, chain store ex- pansion, wagon peddlers leaving ex- tracts, spices, medicine, ete., with the armers to be paid for when used, the Larkin clubs, the Piggly Wiggly; the great Whalen-Duke combination, who have bought Montgomery, Ward & Co. and just a week or two ago purchased 1,600 general stores in the Southern States. besides owning the United Cigar Stores; the National Farm Bureau movement; city and municipal markets; the rolling stores of the East, and now in the West; the traveling tea wagons, leaving their premiums with the first purchase; the chain drug stores en- ecroachment into the grocery line; slow transportation; government regulations of business. All these and other endless problems. belong to us both, and we must and can solve them together. It is said that nothing binds men _ closer than sharing a common danger. If this be true—not even the Siamese Twins are bound closer than the retailer and the wholesaler to-day.: After being in the retail grocery business for twelve years and the wholesale grocery busi- ness, ten years, seeing and living in both lines. it is the sum of my ex- perience that both businesses are_ built on character; that a strong man has a good business because he has the cour- age to face the real facts and conquer difficulties as they arise; that his char- acter is an asset well known to his com- munity and gives him such an advant- age over any scheme or new plan that he never need fear the destruction. of his business by any outsider and, that against such a rock the seas of any sort of competition may break without dam- aging him or the structure he has been years building through industry, intelli- gence and common honesty. When a better method of distribution than the wholesaler-retailer channel is found, no argument will avail against it and the process of evolution will, quickly, put us among the ‘thas beens.” To-day, we have stood all the tests of peace and war and face together, a bright future full of confidence and an abiding faith in our economic necessity and usefulness. ——_22+2—__—_ Lazy Land. Written for the Tradesman. I have been down to Lazy Land Down where the gulf-stream flows I have been down to Lazy Land Afar from Northern snows, Way down South in Dixie Land Where summer suns now shine There Ive been just lazy—and The prize they say is mine. I have been down to Lazy Land What can a fellow do Way down South in Lazy Land Where winter is summer too, I have been in Dixie Land Where mocking birds now sing There I’ve been just lazy—and Of lazies crowned the King. I have been down to Lazy Land In Florida I mean— : I have been down to Lazy Land The laziest ever seen South and South in Dixie Land Midst oak and palm and pine There I loved a maiden—and Another prize is mine. Charles A. Heath. The Public Accounting Department of THE MICHIGAN TRUST COMPANY Prepares Income and Excess Profits Tax and other Federal Tax Returns. Installs General and Cost Account- ing Systems. Makes Audits and Investigations for any purpose desired. Room 211 Michigan Trust Company Building Citz. 4271 Bell M. 408 Grand Rapids, Michigan GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED — ! CAMPAU SQUARE The convenient banks for out of town people. the city. district. On account of our location—our large transit faciiities—our safe deposit vaults and our complete service covering the entire fleld of banking, our Institutions must be the ultimate choice of out of town bankers and Individuals. Combined Capital and Surplus ...........+-..$ 1,724,300.00 Combined Total Deposits ...............+2+2+++ 10,168,700.00 Combined Total Resources ........,......+..+.. 13,157,100. ND RAPIDS NATIONAL CITY ¥Y FRUST & SAVINGS ASSOCIATED Located at the very center of Handy to the street care—the Interurbans—the hotele—the shopping GRA BANK CIT BANK 14 MASTER YOUR BUSINESS, Instead of Allowing It to Master You.* One of the most successful business men I ever knew said to me: “Busi- ness is a hard taskmaster. It de- mands all your time and all your en- ergy,” but I noticed he always left his office for a game of golf about 4:30 every afternoon. Now, gentleme':, don’t you think it possible to put greater concentration into your busi- ness hours and then forget it? Open your stores at a reasonable hour, close when other shops close, and the public will soon accustom itself to the hours as we all have had to accustom ourselves to the hours of the large department stores in our cities. A number of years ago in a small village near Detroit a young boy went to work in a general store, one of those stores where every morning more of the store is carried out onto the sidewalk than is left inside, and every night, or sooner if it happens to storm, it is carried back. The work was hard, the hours long. At 6 a. m. the store opened and sometimes it closed at 9 p. m., but more often at 11. This boy made a mental resolu- tion as follows: “If I ever have a place of business of my own, I will open it at a decent hour and close it in time to give my employes reason- able leisure.” Well, he got his busi- ness—he got his employes. Now they have the reasonable hours and he is the slave to the business. How many of you are in the same boat? How are we going to get out of it? So many of us blame our employes —and I certainly agree that the labor question is some problem, but the fault lies partly with ourselves. To be sure, how to find the man you need is an undeveloped art, but many of us hire a man because his looks or happy smile appeal to us, but fail to blame our lack of judgment when he does not come up to our expectations. Then we hire another man because he comes well recommended. No more recommended men for me. The worst one I ever had came with the best recommendations. Right here I want to say to you men, don’t recom- mend any man unless you know he deserves it, unless you know he is just what you say, just what you in- timate he is. This is simple honesty to your business brother. Then we hire a man because he is experienced. How many of you men have asked us salesmen, ‘““Where can I get an ex- perienced man:r” In any newspaper want column you can see, “Wanted an experienced man;” “an experienced hardware man.” What you must do is hire a man, a man of character and make a hardware man out of him or, rather, help him make himself into a hardware man. Many of you may think you haven’i the time to show a man how to do things, that he must know how when he comes to you. You do not want to allow him to develop himself or his ideas for fear it may upset some of your time honored traditions; but, gentlemen, if you will get your man of character and give him your ideals, and not ideas, then insist that he think and work out the problems which you have delegated to him and which is his share of making your business successful, in the end you will find you have developed a real hardware man experienced in your business. If you do this, those who come in the future, to the third and fourth generations, will be better men and women because their ancestor was helped, by you, to develop this ability to think and was not allowed to degenerate into a machine. When I was quite young I heard a definition that has stayed with me ever since, namely, “A good business man is one who is able to surround himself with men who know more _ *Paper read at annual meeting Mich- igan Retail Hardware Association by Harry T. Morgan, of Detroit. MICHIGAN TRADESMAN than he does in their specialized lines and then uses their combined ideas for the success of his organization.” That is what you must do. Select your help—your assistants—with care; select men and women with some vision, with some initiative and sound earnest thought, and they will become your greatest asset and sup- port in the crisis which is bound to come in every business. The best and most successful busi- ness men are not the blustering, know-it-all, the world-was-made-for- me kind, not always the best educated men nor the ones especially trained along certain lines, although, as I recently read, “The signs of the day are that trained men must mobilize.” Here we have it. Here is your good business man, the captain of these mobolized men, the man who has the knack of getting the most needed in- formation from the best authorities possible. I have a man in mind now, a member of your Association, who works on this plan. He buys certain lines only, the best he can get for the price he wants to sell at and when the salesmen who represent these lines calls on him, he is a reg- ular sponge. H soaks up all the point- ers and information he can possibly get and then uses it. Gentlemen, the store shows it. He also has reg- ular hours, he goes to work at a cer- tain hour, he leaves promptly at his appointed lunch hour, just as his help does, and his store is closed at 5:30, as the factories are. You cannot get into his hardware store after hours any more than you can get into a factory or a bank. It is run on a system and every minute is used to good advantage. There is no useless visiting, stories or other means of wasting valuable time during business hours. His store is clean, the goods are in order on the shelves and in the cases. He and his help have a good natured, happy air about them, for they are not slaves to the business, but are masters of it; and it is the means of giving them adequate com- pensation for the service they ren- der; a means of furnishing them with their pleasures and hobbies in the hours set aside for that purpose On the other hand, I know several men in your Association who open their stores almost at daylight to catch the trade of those whc pass early. They stand around and joke and talk with the village gossips and loafers, instead of making every mo- ment count. At noon the telephone rings time and time again as their naturally systematic wives, who try to run their houses by system, try in vain to find out when the busy man is coming home to lunch; the same Established 1853 Let Us Serve You In Our Bond Department Foreign Department Commercial Department Savings Department Safety Deposit Department Collection Department oS __LL_>SSSSS== February 25, 1920 ANNOUNCEMENT For the convenience of our many clients in Michigan, we have established a Detroit office at 1706 Dime Bank Building. Coats & Burchard Co. Public Appraisers and Engineers New York, Chicago, Detroit, Dallas, Cincinnati Certified Appraisals of Physical Property, showing detailed Reproductive Values, Accrued Depreciations and Net Present Day Values for Accounting, Insurance, Credit, Banking, Reorganization, Incorporation, Merger, Income Tax, Sale and Cost System Purposes. CHARLES D. LYNCH, Resident Manager 1706 Dime Bank Bldg., Detroit, Mich. Telephone, Main 3631 Petoskey Portland Cement Company Petoskey, Michigan Authorized Capital Stock $1,500,000 No Preferred Stock No Bonds All Common Stock Fully Paid and Non-Assessable The treasury stock of the Petoskey Portland Cement Com- pany is nearly sold and every indication points to the fact that the Company’s cement plant will be in operation by the 15th of September turning out cement. In addition to this, the officials of the Company state that they feel that the earnings of the crushed stone business this year will be at least four times as large as during any previous year. As soon as the cement plant is able to run fully for one year, and the Company turns out large amounts of crushed limestone, for which it now has large contracts offered, the earnings of this Company should be sufficiently large to permit the payment of substantial dividends. Daily papers as well as magazines are full of articles pre- dicting an enormous road building program as well as other ex- tensive construction projects, all of which will call for enormous amounts of cement. No one doubts that there is a future for cement, nor can anyone doubt that the Petoskey Portland Cement Company will have a great future, owing to its many natural advantages in the manufacture of cement, as well as to its other large and profitable business—the crushed limestone business. This offering of stock presents an excellent opportunity to conservative investors to participate in the near future in an in- dustry that is producing one of the world’s greatest necessities. Inquiries concerning the Company and stock will receive prompt consideration. F. A. Sawall Company, Inc., 405-6-7 Murray Bldg., Grand Rapids, Mich. Gentlemen: Without any obligation on my part, please send me all the information you have regarding the Petoskey Port- land Cement Co. Name ...... oe. Address ee ee eeceeeeseceesioseeteoeeeseeseneesesiconeseeeeeseeeee ees 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. ai a ‘ agape ( February 25, 1920 thing at the evening meal and again at night. This kind of a man is a slave io his business in every sense of the word. He never knows when he is going to do or how he is going to do anything. His business is disor- derly, his store shows it, he looks and acts it, the traveling men come away disgusted because he has upset their plans. If you could look into his home you would find it reflecting the same conditions, because he sim- ply upsets things all down the line and no one has any comfort out of living who is connected with one of these unsystematic slaves to busiiess. He makes a poor husband, a poor father, a poor business man aud a mighty poor citizen. He does not have time to keep in touch with his village, city or country. He glances hurriedly over the head- lines of his party prejudiced paper and decides he will rush down and vote a straight ticket and let it go at that, if he thinks he can spare the time to vote at all. Let us consider this matter of vot- ing a little in passing. How many of us at the primaries or last electior: deliberately selected the best men, I mean men (and it is to be regrette that we cannot persuade more men of character to accept political posi- tions. How many of us selected the best men for the jobs? How many of us voted for the men just because they were democrats or just because they were republicans? How many of us voted democratic or republican because we always had, and our fati- ers before us had? Most of all, how many of us thought we could not spare the time to vote at all? There was a word used largely during the war that could very appropriately be applied to the latter class, “slackers.” Casting our ballot is a duty we owe our country and our families. None of us shold shirk or neglect it, and I hope to live to see the day when a man or woman who does neglect this duty will be compelled to give a reasonable and acceptable excuse be- fore a court of law before so doing. Until some such system is worked out, we will always be represented at Lansing and Washington by poli- ticians instead of men. We men who are slaves to our busi- ness must wake up to the fact that it does not pay. We lose the en- joyment and pleasure of living. We are not of much use to anyone or for anything. We become prematurely old and lose our health. We should begin at once to system- atize our affairs; to systematically find pleasure; to get away from business; from talking shop. We must change our mental occupation, so that when we come to our business hours we will have a clearer mind and freshe1 energy, which will bring us just re- turns for our efforts, besides giving us a thorough appreciation of this beautiful old world of ours and the joy of living. SEL TT A TT EN RSS RT TERT MICHIGAN TRADESMAN 15 To be sure, it cannot be done in a minute or a week, just a little each day. Somewhere I have read, “An idea a day keeps ignorance away” and we will soon discover that busi- ness and pleasure will mix if we make a business of finding pleasure and we will be more able to find pleasure in our business. Then we will say with zest, “It’s a great life in our good old United States.” And why is it a great life in our U. S. A.? Why is it a greater place in which to live? We certainly all feel instinctively that it is the place in the world to be living to-day—but why? I will tell you something I heard at the Detroit Board of Commerce recently. The speaker was a man who had traveled extensively and about three years ago was in South America. He had lunched with the President of Argentine. After lunch- eon, the President, during their talk on South America and her unlimited resources, remarked: ‘We have a wonderful country here, a big countiy. Your whole United States could be dropped into Brazil. Chili could be laid clear across your United States and a good portion left over to reach into the Pacific on one side and the Atlantic on the other. There are 262 different kinds of trees in our vast forests, of which there are no botan- ical records. South America was dis- covered first and yet here we are away behind your remarkable United States. Why is it?” The speaker told us he had his own opinions on the subject, but he hated to express them, so he said: “What reason do you give, Mr. President?” ‘Well, I have thought of it many times and have finally come to this conclusion: Many, many years ago the Spaniards set sail for South America to find gold, and some 300 years ago the Puritans set sail for North America to find God.” —»+-. Where Do You Give Up? Where do you quit? Where is your giving up point? There is a tremen- dous difference between the giving-up point in individuals. Now, if you can tell me where you give up and turn back, where you throw up your hands, if you will tell me your quitting point I will predict your goal. The man who has no quitting point, as long as there is life in him, is the man we tie to. The man who never gives up, who does not know when he is beaten, the man with superb courage and a lot of dare in his na- ture, who will take chances and risks, the man who is willing to gamble with his life, if necessary, in a worthy cause, the man who would rather face death than disgraceful cowardice is the man who achieves worth-while success. INSURANCE AT COST On all kinds of stocks and buildings written by us at regular board rates, with a dividend of 30 per cent. returned to the policy holders. No membership fee charges. Insurance that we have in force over $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 Furniture Stores 40% All Companies licensed to do business in Michigan. It will pay you to Investigate our proposition. Write us for particulars. RISTOL, Manager N. B A. T. MONSON, Secretary REMONT, MICHIGAN The Grand Rapids Merchants Mutual Fire Insurance Co. STRICTLY MUTUAL Operated for benefit of 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 —Yes Sir! Why? Some of the big wholesale houses of the State are not only carrying our fire insurance, but are advising their customers to buy it. Because they want the credit they extend and the accounts they carry properly protected. This is the insurance with 25-45% immediate saving. Why wait for dividend? Michigan Bankers and Merchants Mutual Fire Insurance Co. Wm. N. Senf, Secretary, FREMONT, MICHIGAN 16 BETTER BUSINESS METHODS. How They Can Best Be Brought About.* The year 1919, with all its successes and disappointments, has gone and we are weli started on our way in the new year, a year full of promises and _ possi- bilities. I can see in the coming months an era of industrial prosperity such as this country has never seen. Almost everyWhere the cry is heard of depleted stocks and the long wait for the finished material, and the _ realization of the shortage of everything that gzoes to sup- ply the wants of civilization. Although many of our leading men predict a fall in prices, I can find noth- ing that points to any material chang for many months to come. Farm products from all accounts are likely to keep their present level. labor resents the thought of any intent to reduce wages and the Government de- mands its income and excesssive profit tax. With all these facts before us it would, indeed, be folly to think of mak- ing any adjustment in our business af- fairs looking to any great fall in prices. I would, however, urge you to use good business. judgment in your pur chases, buying liberally to supply your immediate needs, avoiding unnecessary surplus stock and so maintain your busi- ness on a basis that will enable you to take advantage of every available dis- count. Too much can never be said on the value of the discount. To _ realize what this means, just get a little money bank, place it where you can put in it every ten cent and every dollar you get from discounts, and see how fast it will mount up. You will net have to worry about Xmas money or tax money or money to pay the interest that comes with such lightning rapidity. Remember that 2 per cent. on $10,000 is just as good as 10 per cent. on 2000. The merchant who offers goods as cheaply as can possibly be done is sure to grow fast and safely. Although he may reap a lower percentage of profit than his competitor, he will more than make it up by the volume of business. We have all heard much about pa- triotic economy. Some people. in my opinion, have taken rather a false view as to what that really means. Patriotic economy does not mean a lowering of America’s standard of living which would make us less efficient physically, mentally and individually, and kill the spirit and the will to do the truly self sacrificing things to be done. Patriotic economy means the elimination of waste ‘Paper read at annual convention Re- tail Grocers and General Merchants’ As- sociation by John A. Green, of Cleveland. MICHIGAN TRADESMAN and extravavgance. It means the con- servation of our National wealth, our health, our energies, our labor, our very lives. It means putting more efficiency into every thing we do, so that each unit of money, energy and _ intelligence may accomplish the utmost. Eiliciency and conservation movements are laying hold of America. Efficiency has been a very much abused word, but business men must give it a very much broader meaning. Never before bas if been so aboslutely necessary for the retail merchants to be really effi- cient. Old methods of doing business must be relegated to the bygones. This end can only be brought about by great- er co-operation and. efficiency on the part of all the merchants. It is the duty of every merchant to stand up like a man with the other men of his commun- ity. to give them what he can and, in turn, get from them substantial benefit. It is his duty to give up the idea of get- i immediate profit for himself and, instead, to work with his fellows for the ultimate prosperity of all. Such a man it : that is doing much to raise his associates from a storekeeper class to a class of merchants. Confidence is the greatest asset in business. The confidence of the trading public is a very valuable asset. In order to get and retain it, it is essential that we have confidence in ourselves and in our ability to render the service that the public demands. IWnowledge of business facts is more necessary now than ever before. Hit or miss methods must be relegated to the of profit has been gradually getting rear. As competition grows the margin iller and smaller until to-day the iargin between cost and selling price is so close that it is only with the greatest care in every detail that we can secure for o1 a fair remuneration for the time and money involved. American business men are facing a real erisis. The shortage of help of all kinds, the keen competition, with the in- creased cost of doing business, make readjustment of business necessary a methods. Individual efforts in solving the prob- lems of merchandising ‘exist merely as reminders of a shadowy past and belong with the stage coach and ox team. The drug men have their National As- sociation, the hardware men have a fine National organization, the National Re- tnil Growers’ Association has done wor- derful thir as well as other kindred organiza tic These great National organizations, with their associated units, organized and co-operating in ligitimate effort to meet the trade problems confronting us, form the strength and give the vitality to the affiliated organizations and answer the questions, ‘‘What have you done”’ and *‘Why are you here.’ Never before has the necessity of being organized so impressed itself on me as it has during the last two years. In town and cities which I have visited where they have had no organization, they are like a ship without a rudder or compass, drifting to and fro, not knowing what to do. It would appall you to see the hundreds of retailers who have passed out of business, many of whom would have prospered if they had co-operated with their fellows in the same line of business. A man if he ever gathers wisdom, must accumulate it from experience. There are two ways of getting experi- ence. One, personally the other, by studying the experience of the other fellow. The advantage of the latter is that you have all the fun without suf- fering any of the consequences. It is up to us now to apply this busi- ness strategy on the broader lines of the greater good for the entire trade. I think that we, as business men, should point our ideals to a much higher plane than we have ever been doing and impress on the community, the dignity of the profession in which we are en- gaged. iI do not think that we, as re- tailers, have realized our importance as a trade factor. If the community in which you live could not live comfort- ably without the service which you ren- der—without the service you are pre- pared to give—then there is no greater benefactor in that community than yourself, and no man of any other pro- fession.. whether he be minister, physi- cian, lawyer or anything else, has any claim to stand above you as a respect- ful and useful member of that commun- ity. What is service? What do we mean by service? Service means, “prompt, courteous and efficient atten- tion for a proper remuneration,’ and the last phrase ‘‘for a proper remuneration,” should be doubly underscored. Service eonsists of giving the right thing at the right time for the right price, but it does not mean giving something for nothing. One of the questions that is receiving considerable attention at the present time is “Cash vs. Credit.’’ Service is here to stay. People like to trade where they think their business is appreciated and where the seller offers something more than just the goods he hands over the counter. One of the questions that is receiving considerable attention at the present time is, “Cash vs. Carry.”’ It is just as impossible to do all busi- necs on a cash basis as it is unnecessary to do all business on credit. There are two reasons why the retail merchant is giving this question much thought at the present time. February 25, 1920 First, because of the increased cost of merchandise, he must have more cap- ital with which to purchase stock to meet the requirements of his trade; sec- ond, the shortest accounts carried are now more than double what they were three years ago, making the risk of ecar- rying accounts just that much greater in proportion. The remedy lies in meeting the issue intelligently. No haphazard method will do. Kvery city and town now has its credit rating bureau which should b> used as a clearing house before the mer- chant should accept a new customer. Every account should be kept within a fixed credit limit and the customer should be given to distinctly understand that there is a vast difference between time and eternity. It is the abuse of credit that has brought it into question. The granting of credit has been used to a very large extent aS a means of competition by many retailers, in the end this kind of credit granting brings ruin to all who engage in it. More fail- ures can be attributed to it than to any other evil connected with the trade. Men who have followed along these lines have not only done themselves a great injury, but they have wronged their neighbors as well as their custom- ers. What applies to the retailer in this respect applies to the manufacturer and wholesaler. There is room for much im- provement by all concerned and the sooner a radical change is brought about the sooner stability to the trade will be in evidence. The time has come when each of us must rigidly adhere to our agreement with the customer as to the time limit for payment. It is not good for the manufacturer, the distributing forces or the consumer, that any laxity in ard to terms be indulged in. We have heard much about co-operation in the last few years. but here is where the retail merchants. have a big opporttnity for co-operation, to the extent of elimin- ating all undesirable trade from the credit roster, and by so doing eliminate all loss from the credit end of the business. “Limit your buying to your actual needs” is a motto well worth consider- ing. If we do this we can reduce our investment to a minimum, reduce our taxes and insurance, and very often save some interest.| He can work on less cap- ital, and by taking a small profit fre- auqently, he can compound it and use it to build up his capacity for more cus- tomers. The power of turn-over to increase capital and the power of advertising to find customers and by rapid sales release the augmented capital for reinvestment accounts for the large fortunes built up from small beginnings. By no other COFFEES LIGHT HOUSE COFFEE IS Quality Higher Coffee Mills Located at Detroit, Michigan SOLD BY ALL OUR HOUSES NATIONAL GROCER COMP Detroit Cadillac Grand Rapids Port Huron Saginaw Escanaba Jackson Lansing Bay City Sault St. Marie South Bend, Ind. Traverse City Decatur, Ill. . * . ~ =e > - , ou. February 25, 1920 means could a man turn a few dollars into millions in one lifetime. The high speed lubricant which makes possible quqick turnover of large sums is intelli- gent advertising. _ D.C. Metz, a grocer at Newark, Ohio, in his report at the Ohio Retail Grocers’ convention in Springfield” last October, said that he had done a $45,000 business on a capital of $2,000. The Girard Grocery Company, of Philadelphia, according to its printed re- port, turned its capital sixteen times. Jt did three million in a wholesale way. When we collect our accounts on sa limited basis, and by limiting our pur- chases to our actual needs, we are pri- marily doing business on a cash basis. Thus we can reduce our Overhead ex- pense to the lowest minimum cost. It is much better that we discount our bills than that we buy in quantity to get some alluring price and thus tie up our working capital. Im the first place, the moment we owe an overdue account our credit becomes impaired. In the second place, we have lost our independ- ence. It is the untangling of this knot that has contributed far more than good buy- ing to the success of the chain store and the mail order house. Many of our merchants have been studying _ their methods and have changed their buying policy to meet the demands of the times. By doing so they have increased their volume of business and, instead of turn- ing their stock five or six times, they have doubled their turnover, reduced the capital require] to a minimum and. by using the released capital, have bought to better advantage and very largely in- creased their profits. A thousand dollars wrapped up in un- saleable merchandise is a millstone about the neck of the average retailer. but sacrificed at a discount of 25 per cent. and the proceeds converted into salable merchandisee at a mark-up of 33144 per cent. five turn-overs bring a gross profit of 200 per cent. Even @ sacrifice of 50 per cent. will recover the loss and in five turnovers give you a gross profit of 100 per cent. { wish I could so impress on you the value of the turnover that you would see that it was almost a commercial crime to give shelf room to dead stock. The salesman must have it hammered into him that every time he overloads his customer he becomes an accessory to the crime of commercial suicide. “The day is gone when the salesman can be rated according to the large orders he can turn in, regardless of the effect on the retailer. Quantity price has had a most dis- astrous effect on the retailer. There are at least two characteristics that the successful man must have: First, the ability to see the adverse side of a picture in business. For instance, delayed shipments, difficulty in finance, changed habit in living and hence chang- ed demands upon business, increased fixed burdens, etc. Seeing all these things clearly he must have the will to meet squarely the problems which these forces, working against him, impose. Business has never been confronted with problems so gigantic and intricate as those of to-day, and if we think we can go about our business as we always have we are mistaken and hence the danger is great. Blind optimism in business to-day is as foolish and hurtful as is pacificism in our body politic. They are both what they are because they go about with eyes shut and cars stopped. On the other hand, there is no place for pessimism, for although the problems are great, there never has been a time wnen men’s minds have been so pre- pared to have the truth explained to them. To-day they listen. Yesterday they could not be interested. So, while blind optimism is dangerous, there is no room for pessimism, but rath- er the demand that we set our minds with more energy and skill than ever to our problems, feeling sure that while they look bigger than ever, yet they will yield more readily than ever. The merchants’ associations have a great job on their hands. The future retailer must be educated for the job. More care must be given to his pur- chasing, as well as to his selling. A sale can not be counted a success unless it brings a profit, neither is a sale a suc- cess until the customer is satisfied and the money for the transaction in the cash drawer. I want to say right here, the manufac- turer and jobber must give more thought to the less fortunate merchant. Can you not see what great results you can get if you but segregate in your work the merchants whose methods are not up to the required standard, and put your- selves to the task of discovering the troubles in each case, and then earnestly suggest and assist in putting into effect the remedy. The competition of the regular retailer is of a very much different character than ever before. He is meeting highly organized competition, with tremendous buying power and unlimited capital. It is only very recently that this competi- tion has developed to an alarming de- gree. To hold his place the retailer must give ‘service’ and he can only do that by having his business on an economical basis of the soundest char- acter. His expenses must be trimmed down to the lowest possible notch. We can take a leaf out of this new competi- tion and benefit from it in a great many ways. MICHIGAN TRADESMAN In order to keep the retailing of mer- chandise in the existing channel, the manufacturer and wholesaler should in- sist on a_ regular inventory statement on a simple system of accounting and records that will show at once the net earnings or margin of profit. Sy doing so the merchant will quickly and accur- ately find what his business is doing for him. If the turn-over is not right, perhaps the manufacturer or wholesaler can in- struct or give the necessary help to the retailer in order that he can adjust his business in this respect. One of two ways I always recommend either bring your business to warrant the amount of your stock or reduce your stock to the requirements of your busi- ness. In either case an unnecessary quantity of unmoveable stock must be avoided. Here lies the work of the man- ufacturer and wholesaler. The retailer of to-day must equip himself with all the business knowledge available and he can best attain that knowledge by associating with his fel- lows in the same lines of business. When a man is satisfied -with himself he not only stops going ahead, but he begins at once to go. backward. In- dividual success with its dominant gnaw- ing, its unrest and its deep yearning to accomplish results is in the heart of every man. It is in the quiet planning of the man who looks forward two. five or even ten years hence and gets ready for what might take place at that time. There is no use now—in fact, there never was any use—for the pessimist. Compared with present day happenings, he is of very small calibre. This is the time when steady reliable men are needed-—men who can look out into the broad expanse of business and see things as they really are and act accordingly. Real men. Men who know there is no real road to success without steady plugging. These men are the suc- cessful men of to-day. These are the men you can single out of the different avenues of business as the successful men. They have ideas of their own and in these ideas they have faith so supreme that nothing can shake it. Buy-at-home movements have become popular in many localities. Retailers who must depend upon their home town for the patronage which is. their business have a great many competitors against whom they have no redress. They can not reach them by ordinary means, or by such means as one or two can de- vise. Not all retailers have as yet be- come aroused to the necessity for co- operation in developing the buy-at-home sentiment. Jersey City, N. J., is an example of the evils of buying away from home, which has proved interesting to retailers elsewhere. The Chamber of Commerce inaugurated a campaign of investigation and discovered that of the dollars earned in Jersey City only 23 per cent. was ex- pended at home. That led quickly to an- other campaign, which resulted in No- vember being a buy-at-home month, and the outcome was satisfactory. The pro- portion of the dollar was increased from 23% to 4916 per cent. and merchants were confident that they will be able to greatly add to this proportion in the future. It was organization and co-operation that did it. The merchants of the dif- ferent sections of the city ore>nized and those organizations were ll represented in one which included ali merchants in the city. The methods need not be since they would varv with ere? cities, local conditions governing; put the co-operation and organization idea de- serves emphasis, since in this way the merchants of any city or town can de- velop a buy-at-home sentiment which will be helpful and at the same time will assist in materially reducing the compe- tition from outside sources. Wherever the thing has been tried it has succeeded beyond the expectation of its friends. The retai! merchants of Patterson, N. J., are said to be the best organized of any in the State. They have been an im- portant adjunct of the Chamber of Com- merce for years and they have inaug- urated a number of. different buy-at- home movements which have been effec- tive and have developed among the resi- dents of the city a sentiment that they can do better at home than they can do elsewhere. Patterson is twenty miles from New York and about sixteen miles from Newark, with numerous trains and trolleys running to both cities each day. The great New York stores are heavier advertisers in the local dailies than are the Patterson merchants themselves. Yet, despite this handicap—and it is a very real handicap—the volume of trade going to the home stores has increased every time the retailers have inaugurated such a movement. It is sufficient evidence of the value of these efforts. Perhaps they show conclusively that any city or town ean devise some method which suits its particular case and carry it out with profit to the individual merchants and benefit to the customers, who will not then have to go a distance to get their zoods. Retailers in different cities and towns make a mistake when they do not ac- quaint their potential customers with the Service they can perform. It is very often lack of enterprise on the part of the retailers and ignorance of the reai situation on the part of the customers that makes them wander far afield to do their buying. Co-operation is the need of the age. 17 Facts About Jitfy-Jell It is, we believe, the largest-adver- tised dessert in America. It is the only dessert with the real- fruit flavors in liquid form in glass. AA bottle comes in each package. We crush the fruit, condense the Juice and seal it in a bottle. Thus Jiffy-Jell has a wealth of fruit flavor, and its fragrant freshness keeps. It has won millions of users be- ‘ause of its rich fruit taste. It costs no more than like desserts without these bottled flavors. Jiffy-Jell is The demand for enormously increasing. In magazines and newspapers ev- crywhere we constantly publish large mold offers. Hundreds of thousands of women are accepting these offers. Each means a large sale of Jiffy-Jell by the grocer. And new housewives by the legions are learning Jiffy-Jell de- liehts. ‘The demand for these desserts has trebled since Jeffy-Jell entered the field. The more these real-fruit flav- ors become known the more the de- mand will grow. It is to your interest to help your customers know this new-type gela- tine dessert. 10 Flavors in Glass Vials Bottle in Each Package Mint Lime Raspberry Cherry Loganberry Strawberry Seen sal Pineapple ‘Oroctvacee! | Orange Jy set pam Urea offee Fruit-Juice Flavors in Vials A Bottle in Each Package Jiffy Dessert Co., Waukesha, Wis. 18 If we can once for all get the notion out of our minds that competition and individual action are the best metiods of developing business, we shall accom- plish much more than we do now. We must encourage the get-together, work- together, stand-together — spirit. These are the cardinal virtues in the devetiop- ment of business life in the new world which has dawned. The other fellow is like yourself. He wants more business and he prefers to get it in a legitimate way. Therefore, if you work with him amicably and peacefully, you will accom- plish more for each of you than either one could working alone, while you will be doing more for the common good than you ever could alone. Competition in a legitimate degree is useful, but the competition which pre- vents the retailer from availing himself of his neighbor's knowledge is harmful. It can not be otherwise. The lack of confidence between fellow merchants is one of the most serious obstacles in the way of co-operation. If for no other reason than to raise the tone of trad .. it is well worth while for merchants to get together. When we take into account the great share of our lives is spent in business, how important it is that the spirit of brotherhood should prevail. Do you know that very few of us get the real grip on the word co-operation? It means fraternity in its best sense. It means a willingness to share with and to give to others part of that which we have. It drives away all semblance of greed. It opens the heart to the rays of friendship, brotherly love and charity. One thought I would like to leave with you, that of feeling and thinking of others. We get by giving. We are strong just insofar as we multiply the places in other people's hearts, where we are always a welcome visitor. Just as we get in touch with real life—the real people—just in that proporticn life ripens and our powers are multiplied. Because when all is said and done, it is by the sympathy of people that we are strong. God has been good in letting me wan- der in many strange lands and one of the Sweetest memories I have drawn from my wanderings is that I have never met any one in any part of the world who does not live a bit happier because of something said and done in the United States. Let us get a grip on that and get more proud every day we live, be- cause big things are expected of every man of us, each as important as the other, in holding the fabric of this Nation which has more and more become, un- questionably, the hope of the whole world. The day has come when the question, “Am I my brother’s keeper?’? must be answered in the affirmative. We must put aside littleness and petty differences and work as one man. For success in business? Yes, but not that alone. For the biggest thing not only in your city, not only in your State, not only in the United States, but for the biggest thing in the world, the betterment of humanity. From a broad scope of vision I am con- vinced the world is getting better. I am not biased. I have seen life in many lands and in all classes and each year I grow firmer in the belief that the world is growing better. Let us keep in the heart one little corner, in which the child heart lives, with the child’s faith, with the child's great capacity for en- joyment, with the child’s wonderful sat- isfaction in the days, in its glories and in its gifts. So life will grow brighter and better to you and in this mighty country of ours new opportunities are going to develop and we shall be ready to accept them. It is a_ satisfaction to know that through these great business gatherings we are doing our part in the great humanizing movement of the world; that movement which proclaims the universal brotherhood of man and because of which the world grows better and the individ- ual man feels a sympathy for his fellow man and wishes to exercise it. I beiieve that the man who helps his brother along over the rough places and througn the knotty’ business problems, all uncon- scious of his own doing, will himse!f reap a rich reward. By careful study of our business prob- lems we create conditions that benefit the entire business world. We set in motion influences, the outcome of whizh will not only benefit the merchant financially, but will make for better citizenship. We help him stand for honesty and integrity in business, for civic virtue and civic righteousness. If you and I, in every crisis of life, could raise the level of our ideals to the loftiest pinnacle and attain that of which we are capable, how soon all our prob- lems would disappear and how quickly the day would come when the greatest title in the gift of God or man would be, “Citizen Of This Dear Old Republic.” —_o=.——____ It Makes a Difference. You have a_ dollar. I have a dollar, We swap. Now you have my dollar. And I have yours, We are no better off. You have an idea, I have an idea. We swap. Now you have two ideas. And I have two ideas, That’s the difference. MICHIGAN TRADESMAN War Veteran Condemns Bonus as Hold-Up. Detroit, Feb. 24—I have observed with deep regret the evident tendency of ex-service men to try to get every- thing they can work out of the Gov- ernment, in the form of bonuses of one kind or another. The attitude of a great many of the ex-service men, and, unfortunately, of many posts in the American Legion, seems to be that we all deserve a great deal more than we have received from the Gov- ernment and from the country as a “reward” for our services. Of course the cry is raised: “Look at what we gave up to go into the army; all the expenses we had to meet; all the loss of income it meant.” Very true, but the people who claim these bonuses and other forms of graft seem to have lost sight of the following facts: 1. That we did no more than ful- fill our obligations to this country, as its citizens, in going into the army to defend the country, and incidentally our own homes, from imminent and terrible danger; an obligation that we younger men have been under all our lives, and have never had to fulfill until this war came along. That the United States Army was far better paid, in all ranks, than any other army in the war. 3. That in adopting the War Risk Insurance system the country has done for its soldiers something that no other country has done. 4+. The $60 bonus, given to each man, amounting to roughly $300,000,- 000, was a free gift, which the country Was in no wise bound to make. Even were the claims for bonuses based on justice, where is the money coming from to pay the billions that are asked for? Whence but from the pockets of the men and women of the country, in further taxes, to be added to the w. k. H. C. of L.? Our war debt now is an appalling figure—why add to it another cent? I feel that I have a right to speak, by virtue of twenty months’ service, nineteen of which were spent in foreign service. I hope the thoughtful and high- minded men and women of the coun- try, and especially those in the mem- bership of the Legion, will, in no un- certain terms, protest against this prospective legislation, as class legis- lation of the most barefaced and in- defensible variety; legislation that puts a terrific burden on the whole country for the benefit of one already amply paid class. Donald B. Sinclair. —_~++<___ A Good Sport. If the world loves a winner, it keeps its admiration and respect for a game loser, the man who can smile when the clouds hang low and are ready to break. The man who, in spite of defeat and disappointment, set-back and grief, faces the world smilingly, is the man who ultimately will win out. Michigan State Telephone Co. SS ah ACES? AER See er ee February 25, 1920 Our advertising keeps the desire for Gold Dust in every woman’s mind. It’s up to you to show the packages on your shelves; that clinches the sale. CHER FAIRBANK Zoarany) 77 AT \ Zan, TRADE |f MARK BL ly, IT STANDS ALONE SEEDS The Albert Dickinson Co. MINNEAPOLIS CHICAGO & February 25, 1920 Supplies of Cotton and Its Fabrics. Most of what happened to the quo- tations on cotton during the last week was based on conditions abroad. A sharp jump, because of the discredit- ing of the reports of an official em- bargo on imports into Great Britain, was not sustained later on. But the speculative element on both sides of the Atlantic had other incidents, real or supposed, to serve their purpose in keeping up a see-saw. There may, and may not, be a significance in the report given out by the Census Bu- reau concerning cotton seed crushing. This shows rather a larger supply of linters than was predicted for the present crop, and has led to hopes that the yield of cotton, including linters will come somewhere in the netghborhood of 11,500,000 bales. If so, there is going to be again a large carryover into the next cotton year. The takings by domestic spinners have footed up large up to date, al- though the total for the year will not equal those of some recent years. The goods market has been rather quiet, on the whole, although at times sec- ond hands have shown more of a dis- position to part with their holdings. Distribution of fabrics is proceeding quite well in several portions of the country while in others there is a dis- position to go rather slow. Nobody is anxious to be in the possession of goods whenever, in due course, the inevitable slump in prices may come. And so, the spring sales will be watched with some eagerness to see how far the public will take to the new and advanced prices. An excep- tion to this may be found in regard to knit goods of one kind or another, the position of which stays strong. ——_+-~.+__ Sales of Wool and Woolens. Sales of wool at auction abroad and in this country last week were quite successful. Prices have been well maintained and a disposition seems to be growing for the purchase of crossbreds and the coarser wools gen- erally. Perhaps this means a recog- nition of the fact that buyers later on may not be so particular about having fabrics of only the finest meri- no wool. This is very likely, indeed, if prices of the latter keep mounting up as they have. In the London auc- tion sales, however, American buy- ers have been bidding up merino prices. A number of woolen manu- facturers have been, following the lead of the American Woolen Com- pany, announcing their prices for fall goods. A typical one for fancy wor- steds, issued the other day, shows values on the basis of about $8 per pound. All the manufacturers are doling out their supplies on the allot- ment basis, apparently to give the im- pression that production is inade- quate. The figures of wool consump- tion by the mills do not bear out this pretension, and buyers do not seem to be impressed by it into putting in inflated orders. In fact, no one be- lieves there will be any lack of goods, and buyers are a little more cautious than usual as they fear that high prices will check consumption. Serges have been the fabrics most in demand. In dress goods, the fine French serges are the leaders, with MICHIGAN TRADESMAN novel patterns for sports wear being also well called for. —_+-+.___ Raising of Silk Values. Quite a while after the war began silk men pointed with some satisfac- tion to the circumstance that their product did not advance in price pro- portionately to other textile fabrics. One reason for this was, of course, that silk was used very little for war purposes as compared with wool or cotton, or even flax. Then, too, the Japanese, from whom most of the raw silk used in this country is ob- tained, were a little apprehensive as to getting an outlet for their prod- uct and, so, were disposed to be reasonable. As time wore on, how- ever, the Japanese began to test out their market here, and finding it re- sponsive, commenced to put on the screws. They have in Yokohama a kind of gambling institution which is called an exchange where prices are fixed for silk by what look like bets rather than real transactions. By the use of that concern the quotations on raw silk were marked up from time to time without serious protest from any quarter. People were get- ting used to higher prices in general and did not cavil at the increases in the cost of silk goods. The newly rich and those getting higher wages than ever went in strong for silks. This gave the cue to the thrifty Jap- panese and they have since been try- ing to see how far they could go. Enormous amounts of raw silk were sent to this country, where they have been kept stored and ready to be doled out in such a way as not to break prices. That this artificial con- dition cannot last, every one believes. But there are many interested in knowing when the break will come. Consumer buying of finished silks will have much to do with this. —_>2>—___ Features in Spring Hats. Novel effects in flower trimmings are seen on the latest spring hats here, according to the bulletin of the Retail Millinery Association of Amer- ica. One of the prettiest and most graceful of these is what looks like a carelessly arranged trim on the up- per brim, falling over the edge and almost touching the shoulder. Quite a few of these trims are seen here, and women are finding them more effective and unusual than the or- dinary “set” arrangements of flowers. On a large model, made of silky straw is seen a trailing trim of morning glories, roses, poppies or some other pretty flower, producing an_ effect which is said by the bulletin to be extremely attractive. Black flowers are also being used on spring hats. A particularly strik- ing illustration of this is the use of a cluster of shiny black flowers, cherries or other small fruits surrounded by grasses. On the side of a peacock- colored model of fine peanut straw, faced with the same shade of geor- gette crepe, is placed a cluster of large black silk roses in combination with black cherries and grass. Against the light background this trim shows up very effectively. —_—_———?)o- Oo If your store is dirty, you will have difficulty in making the public think the goods are clean and fresh. 19 Be Sure to Attend the Michigan Retail Dry Goods Association Convention Here on March 10-11, 1920 It gives us much pleasure to have this meeting in Grand Rapids. We want you to plan on attending, because we are sure that the meeting will not only be of great benefit to you on account of the information which you will receive, but it will give you an opportunity to meet other good merchants from all over Michigan. From the programme announced, it is assured that you will be more than repaid for your time and expense in attending the meeting. We extend to you a cordial invitation to visit us when you are here. Even though merchandise is very high priced and scarce, we want to make it an object to you to visit us during that time, SO we ate announcing a CONVENTION SALE to be held during the Convention and the day before and the day after, March 9- 40-14-12, from Tuesday to Friday inclusive. At that time we will place on sale specially priced merchandise for the occasion and in addition we will be able to show you a lot of high grade beautiful merchandise, such as never before carried by the Grand Rapids Dry Goods Co. This is in line with our policy of adding new lines of merchandise and building up our business, so as to serve this territory in as good or better shape than others. We want you to visit us when you are here, not only for the merchandise that you can buy which you probably could not get elsewhere and the benefit that you get therefrom, but we want you to plan on visiting us long enough so as to inspect our build- ing and see the changes which we are making in modernizing it in every way possible, so as to give you the kind of service you want. Our entire efforts are built on the proposition that we are nearer to you and that we can buy as reasonably as any and if we carry the merchandise at the right prices and give you the tight service, there is no reason why you can not always trade with us and save time in getting your goods and an expense of transportation which is getting higher all the time. We are much pleased with the results thus far and can say to you that with our increased volume, we are confident our cost of doing business is as low or lower than most Houses. We ate in a position from purchases made heretofore to sell you wanted mer- chandise at very reasonable prices. Our particular object in having you visit us and get better acquainted is to show you what we are doing and convince you of these facts. Let us take care of your hotel reservation NOW! Grand Rapids Dry Goods Co. Grand Rapids, Mich. Nationally Known Lines of Standardized Quality Dry Goods at Prices That Will Stand Any Com- parison, Intrinsic Worth Considered. Exclusively Wholesale No Retail Connections 20 MICHIGAN TRADESMAN February 25, 1920 ANNUAL ADDRESS Of President Jones Before Grocers and General Merchants.* Another year has passed into his- tory since we met in Saginaw, when you so kindly bestowed on me the honors of President; and in many re- spects it has been a year of anxiety for the retailer. We have been un- justly criticized, have been kicked around a good deal like a hound dog and have felt like keeping out of sight to avoid being connected up with the unjust publicity that some of our newspapers have seemed so eager to enlarge on, with bold-faced type on the front page, scattered broadcast in- to every home, stating that at last the profiteer had -been found and it was the retail grocer. Yes, we were branded as criminals and profiteers in the eyes of the pub- lic and the public, after reading these articles, demanded an_ investigation, so Congress, to satisfy this public opinion, appropriated one-half miflion of dollars to investigate the high cost of living. Some have been asking who paid for this investigation. Well, the re- tailer pays better than 40 per cent. of the taxes, so you can figure that out for yourself. You know some of the results and we are going to know more. I had the privilege of being in Lansing a short time ago with Mr. Bothwell, Mr. Wellman and Mr. Lauster, of our Association, attending a meeting of representative retailers of different lines with our Attorney General and his assistants. I asked Mr. Groes- beck if he had found in his investiga- tions any retail grocers or meat deal- ers who were profiteers and, if so, we would like the facts concerning same. He promised to have in my hands for this convention a full report of his findings. One result of this meeting which I think was especially fine and for which we are indebted to Mr. Bertch, of Grand Rapids, was the appointing of a committee, which is composed of two members of each State Associa- tion. To this committee is to be re- ferred any proposed legislation that effects the retailer. On this commit- tee, to represent our State Associa- tion, I had the pleasure of appointing John A. Lake, of Petoskey, and Chas. Christensen, of Saginaw, men whom we know will safeguard our interests at every turn. I believe, however, there is a new day dawning and in this year of 1920 we, as retailers, are going to have an inning. The public is going to realize that it is the old law of supply and demand that regulates the prices and not the retailer and we will be exonerated from all the slurs of the past. So let us assert ourselves. Let us get away from the hound dog type and let us, on account of our decision, Sticktoitiveness, grit and determina- tion, adopt for this year the bull dog type, for you know they never kick a bull dog, but once. This past year has been a hard year for business on account of the buy- ing. We have felt every time mer- chandise took a jump that it had reached the limit, but on and on it goes and we keep wondering if it ever will stop. A year ago we were advised to go slow, keep stock at a minimum and, above all, watch our buying. Personally, I feel that this is good advise for 1920, although I would modify its somewhat and say, “Buy all you need for the present year. This you will remember is Presidential year and I cannot help but feel that there is some politics back of all of this and when 1921 ar- rives, while there may not be rapid declines, yet I feel that prices will naturally gravitate and conditions will become more stabilized. The countries that have been de- pending upon us for sustenance dur- *Address given by E. W. Jones, Presi- dent of Retail Grocers & General Mer- chants’ Association at Grand Rapids, Feb. 24, 1920. ing the past few years will by 1921 and 1922 be practically able to sup- port themselves, and a great deal of our food can be kept on our own shores. This is a day of organiza- tion, every line of business is being organized and every line is beginning to realize that they must unite in or- der to save their own lives and yet, in many instances, we are constantly hearing the cry of “Less work and more pay,” but never can prices be reduced so long as production is cur- tailed. E. W. Jones. I wish I might, in some way, cause every retailer to realize the value of joining our State Association, of unit- ing and standing together as a unit for justice. I had a little incident happen this past summer that proved to me more than ever the value of organization. About June 1 I shipped a quantity of burlap bags to the Federal Bag Co., of St. Louis, Mo., sorting them very carefully and grading them as directed by the company. This ship- ment amounted to $11.22 and they were invoiced for that amount. About June 30 I received a statement from them and a check for $5.38 which they claimed was settlement in full and which you will notice was less than one-half of the invoiced price. I im- mediately wrote them and told them that if they could not send balance due to return bags at once, but re- ceived no reply. About this time our State Secretary, Mr. Bothwell, came over to my town and I was telling him of this rotten deal and he smiled and said, “Maybe I can help you get that.” He took the firm’s name and address, with amount due, and when he reached his home he sat down and wrote them just one letter and pres- ently I received a check for $5.84, the balance due me. Never in the world could I, as an individual, have been successful in securing that check and yet Mr. Bothwell, writing that letter from the State Association, got re- sults immediately. This past year I paid dues amount- ing to $2.50, but on the other hand I saved on $1,000 fire insurance $6.1e, on 150 sales books $6.50, and on this bag deal, $5.84, which amounts to $18.50, less $2.50 dues, leaves net profit of $16 for one year’s member- ship in the State Association. I doubt if any retailer has invested $2.50 any better than that. Now a word about our Secretary, Mr. Bothwell. He surely is the right man in’ the right place and I am certainly pleased with the work he has been able to accomplish this year, although he has met with many dis- couragements. The work he_ has done for us during the last year, es- pecially in connection with our in- terests at Lansing and Washington, has been worth to us as retailers many times the meagre salary he has received. I hope that soon he can 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 127 = Moseley Brothers, C®AND, RAPIDS. MICH. M. J. Dark & Sons Wholesale Fruits and Produce 106-108 Fulton St., W. 1 and 3 Ionia Ave., S. W. Grand Rapids, Michigan M. J. DARK Better known as Mose 22 years experience WE HANDLE THE BEST GOODS OBTAINABLE AND ALWAYS SELL AT REASONABLE PRICES ee a eee de ci, Retail Grocers and General Merchants VISIT OUR STORE Make Piowatys Your Headquarters While at the Convention Our Office, Long Distance Telephone and Stenographic Services are at your disposal while here M. Piowaty & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Muskegon, Lansing, Bay City, Saginaw, Jackson, Battle Creek, Kalamazoo, Benton Harbor, Mioh.; 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 the above products. Always pay full market for Packing Stock Butter date of arrival. Phone, write or wire us. GRAND RAPIDS, MICHIGAN MILLER MICHIGAN POTATO CoO. Wholesale Potatoes, Onions Correspondence Solicited Frank T. Miller, Sec’y and Treas. Wm. Alden Smith Building Grand Rapids, Michigan gh. ’ = wi de aes 2 BO ope: a chile aaa ¥ - February 25, 1920 receive ample salary, so he can spend most of his time on the road, working the membership as an individual pro- position, which, I believe, will be the means of bringing our membership to the 2,500 mark. I have not been able to devote all the time to the State work that I had hoped and yet I find that I have traveled about 1,500 miles on this work, of which about 750 were made with my auto. Mr. Bothwell and I canvassed a good many of the towns in the Thumb, securing $5 member- ships at Fairgrove, Sebewaing, Union- ville, Gagetown, Owendale, Pigeon, Elkton, Bad Axe and Harbor Beach. I sent a report to the National con- vention, although I was unable to at- tend. I have written a great many letter, sent several telegrams that have brought good results, written a few articles for the Tradesman and I have always carried membership cards with me and, while I have been away on my own business, I have often secured members for the State Association while waiting for trains or an appointment. I wish to assure the wholesalers that we, as an organization, certainly appreciate the way they have enter- ed into this programme and appre- ciate the efforts that they have put forth to make this twenty-second an- nual convention a success. We must not forget for one mo- ment the fact that our friend, Mr. E. A. Stowe, through his excellent paper, the Michigan Tradesman, has given us the publicity which was necessary to make this convention what it should be. And in behalf of our State Association, I wish to thank Mr. Stowe for the help and encour- agement he has given our Associa- tion for so many years. I only wish that every retailer in the State would subscribe for this fine paper, the Michigan Tradesman. I know you would enjoy it for I find that the more I read it the better I like it. I also appreciate greatly the har- mony that has been manifest among the officers and directors during the past year. The fact that this Asso- ciation during the past eight years has promoted me to its Presidency is an honor that I shall ever cherish and I can assure you that this past year has been one of the brightest in my life and the State Association will ever remain of vital interest to me. —_+-+ >. From One of Mr. Strong’s Old Pupils. Ann Arbor, Feb. 18—I have read with much sympathy what other friends of Mr. Strong have written and you have published. The refer- ences to his modesty bring to my mind a conversation at his home two or three years ago. Something gave rise to a remark by some one present about that same quality. It had been my good fortune to see him more or less often about that time and, knowing his keen sense of humor, } MICHIGAN TRADESMAN 21 quoted to him some old Engiish verse: The love of praise, howe’er concealed by art, Reigns more or less and glows in every heart. The proud, to win it, toils on toils endure; The modest shun it but to make it sure. How he laughed! The lines seemed to be new to him. I can’t recall just what he said, but it was to the effect that he would never be modest again: that he had been found out. The thought that we cannot see him again, enjoy his sweet personality, his ever gracious deference, makes ne unspeakably sad. Yet what a glorious memory he has left us! His influence for good will last as long as any who knew him live. The others who have written about him express my feel- ing better than I can myself. It was good of you to take the lead some years ago in the publication of “The Many Sided Man.” It is fine that you are giving space for these latest expressions of love for this riost unusual kind of man. Frederick W. Stevens. You Make Satisfied Customers when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills PLAINWELL, MICHIGAN WE ARE HEADQUARTERS WHOLESALE » Fruits and oh Ds Vegetables 2, Prompt Service Right Prices Courteous Treatment Vinkemulder Company GRAND RAPIDS :: MICHIGAN Improved | ce Honey Comb Chocolate Chips You've tried the rest Now Buy the Best W. E. TAYLOR, Maker 0 bene — Battle Creek, Michigan 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 Bel-Car-Mo Peanut Butter From 8 oz. to 100 Ibs. Here is a product that you can guarantee your customers with the knowledge that the company making it will stand back of you. Order From Your Jobber RED CROWN Hamburger Steak and Onions For Breakfast Lunch and Dinner The height of excellence in real food value—an item that has proved itself one of America’s fastest selling and most popular packaged meals. In- stantly ready for a most satisfying breakfast, luncheon or dinner. Conve- nience personified. Prepared in the usual careful Red Crown fashion from straight beef chunks, 10% onions and a small portion of cereal for forming into patties. A costly ready-to-serve item for us to prepare, yet sold at Immense possibilities as a seller. ONE OF 24 VARIETIES Sold through Wholesale Grocers popular prices. ACME PACKING COMPANY Chicago, U.S. A. Independent Packer of Pure Food Products 22 MICHIGAN er reenpergenneteet rare ere ee ee TRADESMAN February 25, 1920 Resolutions Adopted by Michigan Re- tail Hardware Association. Whereas—Several manufacturers of standard tools have Nationally ad- vertised them in all the magazines of this country at prices much below the prices at which retailers can af- ford to sell; and Whereas—We believe such adver- tising is detrimental to the retailer, who is the legitimate distributor of such goods; therefore, be it Resolved—That we vigorously pro- test against such advertising quoting prices to the consumer. We endorse the action of jobbers and manufacturers in convention as- sembled at Atlantic City in their adop- tion of the decimal system of pack- ing and pricing general hardware. Whereas—An exhaustive study from an economic standpoint based upon 2 full hearing of all interested parties has been made by the Federal Trade Commission of the question of wheth- er or not a manufacturer of standard articles, identified either by trade- mark or trade practice, should be per- mitted to fix by contract expressed or implied, the price at which the pur- chaser may resell them; and Whereas—The said commission has made a special report thereon to Congress, in favor of legislation grant- ing to manufacturers such right and stating that bills then pending be- fore the Congress may well be made to meet the difficulties of the situa- tion if amended to provide for a re view of the terms of resale price contracts by a disinterested agency; and Whereas—It is understood that the bill pending is acceptable to the Fed- eral Trade Commission when amend- ed by the addition of a section read- ing as follows: “That upon complaint of any per- son, partnership, corporation, or as- sociation, being a party in interest, the Federal Trade Commission may, by a proceeding instituted in the man- ner provided by Section 5 of the Act to create a Federal Trade Commis- sion, approved, September 26th, 1914, and after determination by it that the public interest so requires, terminate the whole or any part of any such contract or regulate the terms there- of, in the public interest. In the con- duct of such proceeding, the Commis- sion may exercise any and all the powers conferred upon it by such Act of September 26th, 1914, and all the rights, privileges, and immunities therein provided for, including the right of appeal, shall likewise apply.” Now, therefore, be it resolved by the Michigan Retail Hardware Asso- ciation in convention assembled that the recommendation of the Federal Trade Commission be approved and that all legitimate and proper efforts be made by this Association and by its members to secure the enactment of the proposed legislation. We pledge our efforts and resources to maintain the standards of the Unit- ed States, condemn the un-American doctrines and efforts of radicals and favor the deportation of undesirable aliens who seek to overthrow our Government and the destruction of democratic institutions and principals. We endorse the proclamation of the President, announcing the return of railroads to private ownership o1: March 1 and ask Congress to pass legislation at once that is necessary for the proper return of these prop- erties. We commend the action of the Na- tional Retail Hardware Association in giving publicity through the Na- tional Hardware Bulletin, our official organ, to discriminations against re- tail hardware dealers which permit certain distributors to make prices with which we cannot compete, and pledge our support to the campaign. We endorse the following “Prin- cipals of Distribution.” Jobbers and retailer are essential factors of distributions. Each per- forms an essential service for the manufacturer and the public for which he should be fairly compen- sated. It is the retailer’s function to sup- ply the needs of his customers as eco- nomically as similar service can be had from other agencies. If the manufacturer utilizes the re- tailer’s services he should place him in a position to sell at approximately the prices quoted the consumer through other channels. As the middleman between manu- facturer and retailers, it is the prime function of the jobber to supply his retail customers at prices which per- mit them to meet the competition of other distribution methods. We recognize the necessity of serv- ing the consumer as economically as possible, and realize that to do so we must keep pace with merchandis- ing progress. We, therefore, urge our members to utilize every oppor- tunity to improve their business meth- ods, keep more accurate records, study costs and eliminate waste, and in so doing to make use of the many forms of service placed at their com- mand by the State and National As- sociation. Inasmuch as the speedy ratification of the Peace Treaty is vital to the in- terests and welfare of the Nation, we, the members of the Michigan Retail Hardware Association, urge the Pres- ident and the Senate to prompt ac- tion with respect to the treaty of peace with Germany, in such form as will fully safeguard every fundament- al principal of the Government of the United States. We wish to go on record as being deeply appreciative of the courtesies extended us by the manufacturers, jobbers and Association of Commerce of this city in helping to make this, the best convention in our history. We also wish to express our grati- tude to the manufacturers, jobbers and associate members for their lib- eral patronage and splendid co-opera- tion in making our exhibit a grand success. We greatly appreciate the attend- ance of our National President, J. M. Campbell and our Vice-President, Matthias Ludlow, who have so gen- erously contributed of their time and talent and inspired us with their pres- ence. WM. D. BATT FURS Hides, Wool and Tallow 28-30 Louis St. GRAND RAPIDS, MICHIGAN 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 Blanket-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN Foster, Stevens & Co. Wholesale Hardware ot 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. All Wholesale Grocers. If your dealers do not have them, enquire of the CUMMER MEG. co., Cadillac, Mich., manufacturers. CUMMER’S ‘*F Jumpty | )umpty”’ REGISTERED U. S. PATENT OFFICE | The Best, Cheapest and Most ~ : Convenient EK g. g Ca rriéer - Existence Made in ’ 3, 6, 9, 12, 15 and 30 Dozen Sizes 1, folded flat; 2, set up closed; 3, set up open; 4, half dozen complete, ready for shipment. ate, . hae ce February 25, 1920 Items From the Cloverland of Mich- igan. Sault Ste. Marie, Feb. 24—John Hunt, the well-known proprietor of the hotel at Newberry, has leased the store next to the hotel at Newberry, to Ryerse & Lavine, who will move their restuarant into the new quar- ters. The new location is being fitted up with up-to-date fixtures and, when completed, will give Newberry one of the best eating houses in the town. Word was received here that W. W. Adams, a former Soo man, had been released by the Mexicans, where he has been held for ransom and_ his many friends and relatives here are rejoicing over the fact. The new auto sales room of the Soo Machine and Auto Co. has been formally opened to the public and is pronounced one of the largest and best arranged salesrooms in Michi- gan. Robert A. Morrison, the mana- ger, has returned from the auto show at Chicago and tells of the shortage in 1920 cars and of the slogan, “Get your order in before spring.” How- ever, this should not worry us, as we are getting accustomed to that short- age slogan, which has become chron- ic; in fact, there are very few lines at the present time that are not work- ing the shortage to the limit, but we must take off our hats to the candy men who have built up their lines, loading up the merchants to the limit and booking a year or two ahead when possible, at the going price at time of shipment. Some fine work. It is easier to applaud then it is to win applause. Percy Elliot, chief clerk for the Soo Co-Operative Mercantile Association, was married last week to Miss Ruth Brindley. The newly weds are popu- lar in society circles and their host of friends extend hearty congratula- tions. The Gregg Auto Co., which moved into new quarters last fall, is getting ready for the spring opening. Mrs. Maltas, wife of Joseph Maltas, one of our druggists, died last Friday, one day after her father died. The two were at the hospital at the same time. The two were buried at Don- aldson, their former home. Mr. Mal- tas and children have the sincere sympathy of the community. David Elliasoff, manager of the Leader, returned last week from Chi- cago and New York, where he went to ascertain the cause of the high price of cotton. Hash is the ghost of a square meal. The stage line running between Eckerman and Whitefish has ordered four auto trucks which it expects to operate between Shelldrake, Emer- son and Whitefish. This will be good news to the travelers who have been obliged to expend several days mak- ing the trip heretofore. “Hard luck” is still the word used by the traveling public crossing the straits at Mackinaw. It costs $2 to stage across the ice and nothing posi- tive yet as to when the ferry will start, but it will not be before March 1, that is certain. The freight keeps piling up and the Government, while advising not to waste food, permits a little matter like the dispute of a few dollars to allow thousands of dollars’ worth of good go to waste without apparently any concern. Many a man would starve if his wife did not keep boarders. William G. Tapert. —_+-. Flat Sales Tax Proposed For Soldiers’ Bonus. Washington, Feb. 24—Congress- man Mott, of Oswego, N. Y., has in- troduced a bill providing a flat tax of 1 per cent. on sales, to continue one year to raise one billion five hun- dred million dollars for bonuses to the soldiers. This tax would be in addition to the existing taxes. It is not a substitute for any other taxes. I have had a conference with Chair- man Fordney, of the Ways and Means Committee, over the possibility of ac- o MICHIGAN TRADESMAN tion on the Mott bill and am assured there is more than a strong possibility that the bill will be enacted. In fact, it seems as though it probably will be passed, because there is a strong sen- timent in favor of doing something for the boys, with which spirit every good American will be in accord. There is a limit, however, to what can or should be raised by taxation. In this particular political year it will be realized that any bill to re- ward the soldiers probably would go over without much opposition. There are few members of Congress who would dare vote against it. Fortunately, the Ways and Means Committee is considering changing the bill to authorize a low rate bond issue to raise the money, instead of raising it by taxation, as provided in the bill. IT shall have something further to report about this bill in the near future. I also called upon Congressman Bacharach, author of the Bacharach bill. He appears to be a very sub- stantial business man, recognizes that his bill, as drawn, is objectionable, and he asks that the business men of the country give him their advice, so that the bill can be amended and made acceptable. Congressman Bacharach is of the opinion that if the merchants of the country will support his bill when properly amended it will be pos- sible to secure the repeal of the ex- cess profits taxes in favor of a flat sales tax. Ajax. A dependable store policy stiffens the selling backbone of your clerks, increases the respect of your trade, and concentrates selling effort until you and your clerks waste little time and are constantly aiming toward the goal of reputation. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful 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 Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co. Junction Rives BARLOW BROS. Th Ask about our way Grand Rapids, Mich. 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 23 COMPUTING SCALES AT BARGAIN PRICES Slightly used grocers and butchers scales at less than one-half the price of new ones. Scales repaired and adjusted. W. J. KLING, 843 Sigsbee St. Grand Rapids, Mich. Toilet and Bath Woolens and Fine Fabrics WOOL SOAP Te: lo L Uneavalad for Washing Sith Laces Wo Vaeeed ath knee of Dultaste Pustnice Toilet and Bath Fourth National Bank United States Depositary WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier 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 The Retail Power of Premiums W m. tion incurred. is testified to by such mighty successes as Wrigley, Larkin Co,, and many others. The ‘‘Hileo”’ Profit Sharing System is a co-operative Premium Plan accomplish- ing great things for throughout the United States—gets the sash, keeps the trade at home and kills the mail order house menace. Information upon request. HINKLE-LEADSTONE CoO. 180 N. Wabash Ave. United Cigar Stores, retailers small No obliga- Chicago, III. 24 SSSR Pc ERECO ONCEN NT TS PR aneap ao MICHIGAN TRADESMAN Se ‘3 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, Helping the Work of Road Salesmen. Although they are using their knowledge in a different way and for a different purpose than is the case with organizations composed of man- ual workers, salesmen whose associa- tions are included in the membership of the National Council of Traveling Salesmen’s Associations are rapidly learning the truth of the old saying that in union there is strength. One of the first concrete examples of this was the passing in New York State last fall of the amendment to the State Constitution permitting absen- tee voting, thus enfranchising several thousand salesmen. Another, and very recent, example along the same line was the success of the council, with the strong co-operation of the United Commercial Travelers of America, in getting a bill for a sim- ilar purpose introduced in the New Jersey State Legislature. Along other than political lines the council has also achieved things. Among these were the successful fight against the proposed levy of a $50 “brokers’ tax” on salesmen, the win- ning fight against the plan of the Railroad Administration to do away with the free carriage of 150 pounds of baggage, and the procuring of def- inite and fair income tax rulings as they affect traveling salesmen. In the membership of the National Council of Traveling Salesmen’s As- sociations there are at the present time thirteen trade associations rep- resented, with prospects bright for an increase in the near future. In the present membership of the council and affiliated with it are about 250,000 of the country’s leading salesmen. For all of these men the council has committed itself to broad plans look- ing to the improvement of conditions surrounding their work. Not the least ambitious of these plans is the erec- tion in New York City of a $50,000,000 clubhouse. In Canada the salesmen are so thoroughly united that they get lower hotel and railroad rates than those of other travelers, from the United States and other countries that may seek business in the Dominion. In England, through thorough co-operation, the salesmen not only obtain special privileges for themselves, but have founded the cele- brated Pinner Schools, in which or- phans of commercial travelers are taken care of and brought up to prop- er and useful manhood and woman- hood. Funds for the maintenance of these schools are obtained through voluntary taxation. These taxes are really small contributions that are dropped into boxes hung up in the various salesmen’s club-rooms that are found in leading hotels through- out Great Britain. These contribu- tions—the standard is but 4 cents— are made before or after each meal is eaten. Great sums are raised in this — While it may not be the present including salesmen purpose of the National Council of Traveling Salesmen’s Associations to follow the example of the British travelers to the extent of establishing schools for orphans, a movement is on foot—and is already meeting suc- cess—to have salesmen’s clubrooms established in leading American ho- tels similar to those now existing on the “tight little isle.”’ According to P. B. Littlehale of the Council's Hotel and Baggage Com- mittee, club service without extra charge is already provided for sales- men by well-known hotels in San Francisco, Worcester, Mass.; Denver, New Orleans, Rochester, N. Y., and other cities. In an addition to one of the big Cincinnati hostelries will be included elaborately equipped rooms, including shower baths, baggage checking facilities, etc.. and a well- known hotel in Cleveland has also announced plans for accommodations of this kind. Hotels in other cities are also preparing to fall into line. It is hoped and expected by the coun- cil that within the next few years a hotel in every city of any importance in the country will provide similar facilities. That the first hotel to do so will find its efforts to please have not been in vain is, according to Mr. Littlehale, beyond doubt. “Another matter which is to be taken up under the auspices of the council,” said Mr. Littlehale recently, “has to do with the prevention of baggage losses. On occasions with- out number, time and money have been sacrificed as the result of a lost trunk. Sometimes only the salesman has been hurt; sometimes it is both he and his house. Sometimes the loss can be charged up to the common carriers; sometimes it is really the fault of the salesman. Often the ad- dress is wrong, and frequently there will be so many addresses, due to previous trips that only a mind read- er could pick out the correct one. Frequently a piece of baggage will have but one tag attached to it, the loss of which spells trouble. “It is part of the work of the coun- cil to overcome things of this kind so far as possible through its Hotel and Baggage Committee. Probably no better advice on the subject has been given than that of Stanley W. Todd, Director of the Educational Service Bureau of the American Rail- way Express. Mr. Todd asserts that experienced express people have for some time been urging upon traveling salesmen the need for extra care in addressing personal baggage. They discourage the use of a single tag, and insist that every trunk should have an addressed label properly filled out. The erasing of old marks, says Mr. Todd, is another one of their admoni- tions. As a means of providing for emergencies they suggest that every baggage shipper put an extra address somewhere on the inside of the ship- ment. In sending the trunk to a city address, the street address and num- ber should always be given.” Mr. Littlehale also told of the sug- gestion that a “National Council” metal label be adopted, on which would appear the name of the sales- man and the address of the employ- ing firm’s home office. If a trunk with a mark of that kind went astray, he said, hotel or baggage officials could easily notify the firm. They, in turn, could telegraph to the sales- man the location of the lost article. Rebuilt tL, Cash i 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. it vi P > _gesittss_ be fn pu PS § FeAech: ten Ontwisily —- Fe) “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. Grand Rapids, Mich. School the year round. Catalog free. IF YOU HAVE AN OIL PUMPING MOTOR INSTALL McQUAY-NORRIS Ee » RINGS Use one in the top groove of each piston. Allows perfect lubrications—controls excess oil. D'stributors, SHERWOOD HALL CO.., Ltd. 30-32 Ionia Ave.. N. W. Grand Rapids, Michigan February 25, 1920 Boston Straight and Trans Michigan Cigars H. VAN EENENAAM & BRO., Makers Sample Order Solicited. ZEELAND, MICH. Bell Phone 596 Citz. Phone 61366 Lynch Brothers Sales Co. Special Sale Experts Expert Advertising Exp rt Merchandising 209-210-211 Murray B cg. GRAND RAPIDS, MICHIGAN CODY HOTEL GRAND RAPIDS $1 without bath RATES { $1.50 up with bath CAFETERIA IN CONNECTION 139-141 Monroe St Both Phones GRAND RAPIDS. MICH. OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon s-: Michigan alespooke 100 Per Centr PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND PRIcEs. ‘THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich. OFFICE OUTFIfTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge) Grand Rapids CNEW MER >is Aa $ Leo By RESERVATION With Shower $1 A Hotel to which aman _ Meats So¢ CN Mati Bowser Oil Storage Outfits keep oils without loss, measure accurate quantities. Write for descriptive bulletins. S. F. BOWSER & COMPANY, Inc. Ft. Wayne, Indiana, U.S. A. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform wanted, as well as height. We will quote a money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio Use Citizens Long Distance Service INDEPENDENT ae a aa ara ary” ost _~TELEPHONE LU IT] 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 ja a » si aie February 25, 1920 THE SAGINAW VALLEY. Late News From That Busy Local- ity. Saginaw, Feb. 24—In this day and age it is natural for everyone to think that they are born of the best parent- age, that they possess in their veins the best blood in the world, travel in the best society, belong to the best political party and live in the best town in the whole country; and you will hear many say our lodge is the best fraternal order in the town. This last statement was on the lips of many of the local members of the United Commercial Travelers at the close of one of the biggest meetings in the history of No. 43 last Saturday night. Why shouldn’t we believe we live in the best town in Michigan, where is located the livest body of traveling men in—I was going to say in Michigan—but we firmly believe the livest in the U. S. and can back it up. Saginaw Council, for the size of our city, stands alone. We would have been proud to have had every Su- preme, Grand and subordinate council officer in the country take a peek in at our meeting last Saturday night. No, we didn’t have to coax them out with the promise of a banquet, etc. It was iust a plain big meeting. The biggest, by the way, that ever as- sembled for a regular meeting. The Elks Temple lodge room was unable to seat all the brothers and extra seats had to be put in place. Senior Counselor Dan McArthur had two splendid speakers on hand, Attorney Bird J. Vincent and iB. Kirby, Secretary of the local Board of Commerce. Both men were ora- tors and gave us much food for the gray matter under our hat bands. They told us of the work we could do to help make Saginaw the best city in the State in time. They told us of what we could do toward help- ing to give Saginaw pure water. Vote “yes” Tuesday. Mr. Kirby appeared before us two years ago and told us of what to expect in Saginaw during the next two years. He spoke the truth. Time has proven that to be absolutely true. Again, he gave us his opinion as to what to expect the coming five years, and he stands in a position to know. Saginaw’s favorite vocalist, Wm. J. Brydges, delighted the audience with several selections, of which “Little Woman of Mine,” by Osgood, made the biggest hit. He possesses a won- derfully deep, clear, mellow voice. Mrs. Brydges acted as his accompan- ist at the piano. Charles Hillman, 500 South Elev- enth street, a member of the sales force of J. T. Woodhouse & Co., De- troit, was on the job with some clever entertaining. Charles and his good wife were on the stage for fifteen years, so it is just like old times for them to hand it out. We will hear further from them in March. You bet, he’s a U. C. T The big sensation of the evening was the clever work put on during the ritualistic performance by the Sagi- naw U. C. T. trio, composed of W. A. Johnson, Richard Brown and Evan Owen. It was a real surprise, made a big hit and added much to the solemnity of the occasion. Johnson lives at 810 Janes avenue and sells sides at 726 Meredth street, while james barn equipment. Owen repre- sents Proctor & Gamble Co. and re- Dick peddles raisins for the National Grocer Co. and lives at 712 South Twelfth street. All Saginaw men and U. C. T.’s, good and true. They have just begun their work in our midst, so don’t miss a meeting from now on. Every officer was on the job, each striving not to be outdone by his superior in the performance of their work. Finally, at the sound of the gavel and after the crowd had been suffic- iently cleared from the doorway, there appeared for our inspection and pleas- ure, led by Conductor Oren Leidlein, eighteen travelers, who proved their MICHIGAN TRADESMAN worth as men and when the curtain fell at 12 o’clock were full-fledged U. C. T., as follows: J. D. Wildel, 1117 South Jefferson, representing Saginaw Milling Co.; Langford H. Smith, 922 Hoyt avenue, representing Cornwell Co., Saginaw; C. W. Forsyth, 417 Brown street, representing Wylie & Wilson Co., Saginaw; Otto J. Beckel, 1005 Madison, representing Morley Bros., Saginaw; Carl Chisholm, 2312 South Michigan, representing Lee & Cady, Saginaw; Fred C. Hayes, 314 Martha, representing Morley Bros., Saginaw; J. W. Stephenson, 410 South Fifth, representing the Consolidated Co., Erie, Pa: RB. |. Bresso, Walnut Street, representing Remington Type- writer Co., Saginaw; Wm. T. Ditz, 1302 Genesee avenue, representing Joe Ditz & Sons, Saginaw; Roy R. Riser, 321 North Jefferson, represent- ing the Fisk Rubber Co., Saginaw; John H. Harbright, Bancroft Hotel, representing Beaver Board Co., Buf- falo, N. Y.; John W. Freeman, 2021 North Michigan, representing Corwell Co., Saginaw; A. J. Thomas, Wolf street, representing Clark-Coggins Co., Boston; E. E, Anderson, 115 Schafer street, representing Mershon- Eddy-Parker Co., Saginaw; Oliver Heldman, 817 Owen street, represent- ing Burroughs Adding Machine Co., Detroit, all of Saginaw. Chas. E. Jackson, Clare, representing Parker Webb Co., Detroit, Robert E. Moore, Mt. Pleasant, representing Harris Milling Co., Mt. Pleasant. Received by transfer from Owosso Council, S. B. Pitts, 918 Adams street, Saginaw, who represents the National Grocer Co., of Saginaw. It is a standing custom to confer upon one member of each new class the “Violet” degree. This honor fell to Earl Chisholm, much to the satis- faction of all present and the gentle- man in question. Bremer Night, so called because it was in honor of our retiring FP. S.C). Frank Bremer, will stand long in the memory of those present and it was a fine token of respect to him. Mr. 3remer, passed the cigars and good ones, too. We had with us P. S. C., C. W. Brown, of Oshkosh, Wis., F. J. Murray, LaLonde Apartments, Saginaw, a member of Bay Council. The latter states he is soon to trans- fer to Saginaw. We can assure him a hearty welcome. Phil. R. Smith, Traverse City Council, Traverse City. Come again, our latch string hangs out to all worth brethren. A mighty fine letter was received and read by Secretary Pitts from Mike Connaton, who now lives at 758 Woodland avenue, Cleveland, at which place he is connected with the John W. Ladd Co. Better come to Saginaw, Mike, March 20. No ques- tion but what it will be an epoch- making night for Saginaw Council. It is not far over here. We have some new street cars and pure water is coming. Boys, did you write Representative Fordney relative to House bill No. 11729? lt is your fight. Are you going to be a slacker? Our annual ball, which was to have been held Feb. 6, although cancelled on account of the flu ban, will be given Friday night, April 23. This is the first night that we could get the auditorium. Now, get busy, change the date on your tickets and notify all your friends who purchased tick- ets from you. Let us rally round our Senior Counselor and help Dan make this affair a huge success. Action was taken Saturday night and the word “can’t” was striken out of the Webster dictionery. Mrs. W. J. Goddard, Lapeer, has been confined to her bed the past week. Reported better at this writ- ing. Mr. Goddard is proprietor of a grocery in Lapeer. Mr. and Mrs. Carl Lockwood and infant are very ill with influenza at Lapeer. Mrs. S. A. Lockwood is ill also, although reported at this writ- ing as improving. B. F. McDermid & Son, of Colum- biaville, have purchased the post- office block in said town and within a month will move their stock from their old location on the edge of town to their new quarters. Mr. McDermid has been in the general merchandise business for the past twenty-five years and is considered one of the leading business men of. this thriving little town. They are making extensive al- terations in the new block, making it up-to-date in every respect. It is said one of the chief reasons why the boys leave the farm is that if he likes a girl he doesn’t feel ex- actly like inviting her out for a ride on the tractor. Robert Larmor, for the past six years with the New Orleans Fruit House, at Flint, has severed his con- nection with said house and accepted the position of House Manager for the Woods-Madden Co., one of Flint’s most enterprising wholesale produce establishments. The Woods- Madden Co. is to be complimented in securing Mr. Larmor’s services. Prob- ably no person deserves more credit for the past success of the Orleans Co. than he, for his earnest work for the past six years has secured for him a name in the fruit game among the business men of Flint and vicin- ity. Here’s wishing Bob, as he is so familiarly known to the trade, suc- cess in his new position. The big Booster U. C. T. meeting that was to have been held in Flint next Saturday night has been called off, owing to several conditions. First, many of the members are ill with influenza and, again, sufficient notice was not given Flint Council that they could get a hall for the occasion, much to the regret of the Flint boys. “Owing to so few halls available and the many social functions in progress, it is almost impossible to get a hall outside our regular meeting night” said R. W. Eaton, Secretary of Flint Council, to the writer in an interview Monday. However, arrangements have been made already to have their big meeting the second Saturday night in March, at which time Sagi- naw Council officers and degree team will put on the work. There will be several Grand officers on hand and special speakers from Detroit. Spec- ial invitations have been sent to Ma- yor Ben Mercer, Past Grand Coun- selor Mark Brown and Grand Jun- ior Counselor H. D. Ranney, of Sagi- naw, to be on hand for this special occasion. R. W. Eaton, Secretary of Flint Council and an officer of the Council continuously for the past twenty years, is spending the week in North- ern Michigan. Mr. Eaton can justly be called the daddy of Flint Council, for had it not been for his sticktoit- iveness and untiring efforts and finan- cial backing Flint to-day would have been without a U. C. T. Council. He is to be commended for his patience and perseverance. His home is at 125 Josephine street, Flint. W. M. McGinnis, for several years manager of the Saginaw branch of the National Biscuit Co., is now connected with the New York office in the capacity of branch or field organizer. Mr. McGinnis deserves his promotion for the work done at the Saginaw branch. He is in Flint this week, where he is arranging and organizing a force to handle the new Flint branch. He makes his home in Saginaw. E. C. Druckhamer, 543 South Fourth avenue, Saginaw, is in Flint this week, taking the place of Wm. Bader, regular Flint salesman for the same house, who is in the Saginaw office doing some special book work. Senior Counselor Dan MacArthur is now located at 121 Emily street, Saginaw. He recently sold his home on Johnson street and purchased a beautiful home at above address. This sounds like prosperity, Mac. Here’s hoping you find many restful hours in your new abode. L. M. Steward. 25 Late News From the Cereal City. Battle Creek, Feb. 24—The largest and most elaborate dancing party ever given in Battle Creek took place Saturday evening, Feb. 21, in the new Post Toasties building which is being erected on Academy street. The music was furflished by Fisher’s fifteen piece orchestra, of Kalamazoo, and the Central American Marimba band of Guatemala. Three thousand five hundred guests were present. ‘Three hundred and thirty-five dozen fried cakes and 125 gallons of Postum were served to the guests. The dinner for Major General Leonard Wood, upon the occasion of his visit to Battle Creek March a, will take place at the Post Tavern at noon. Places for the dinner will be limited to 250 plates, owing to limited space. The banner meeting for Battle Creek Council was held in the Council rooms Saturday evening, Feb. 21. This closed the membership contest between the Blues and the Golds, the Blues winning and the Golds pay- ing the bill, as is customary when a debt is made. The work was very satisfactory on both sides, the Blues winning by two. Twenty-three ap- plications were the _ total. Grand Counselor Starkweather and State Organizer Lou Burch arrived from Detroit at noon and kept open house at the Post Tavern in the afternoon for the members of the Council and visitors. Past Grand Counselor Eu- gene Welch and Mr. Blackburn, Sec- retary of Kalamazoo Council, were among the visitors. J. O’Bryan, Past Counselor of Philadelphia Council, who is living in Battle Creek and connected with Kellogg Toasted Corn Flakes Co., was also a visitor. If the remarks of Mr. Starkweather and Mr. Burch are appreciated by all councils on their oflicial visits as was No. “Z0d, there is no reason why the Michigan membership will not meet the expec- tations of our Grand Counselor. Six- teen of the members were initiated and the remainder will be taken in at our March meeting. We are in hopes of making our number 200 by the close of the year. Jack. ——---.—___ His Cheerful Neighbor. “The man in the room next to mine,” said Mr. Goslington, “begins to sing as soon as he gets up. He has slept well, he feels retreshed, the whole worid looks bright to him, and he has now pleasurable anticipations of breakfast. He feels impelled to sing and he does sing. “Not loudly; he is very thoughtiul, he doesn’t want to disturb anybody; he sings softly to himself and he thinks that nobody else can hear him. But at that hour, in the general still- ness, his soft singing comes to me as plainly and is quite as disturbing as the humming of a bee. “Sometimes he whistles in tones soft and low, meant to be flutelike; and he enjoys his own whistling as much as he does his own singing, and he thinks that nobody can hear it: but upon me his intended to be low, flute- like tones have the same effect as the sharp notes of a fife and they waken me as surely. “One of the finest things in the world is a cheerful spirit. The cheer- ful man is a help to everybody with whom he comes in contact. But might it not be said of cheerfulness, as of many another good thing, that it is possible to have too much of it? “Far be it from me to wish that some great grief might descend upon my cheerful neighbor, but I do wish he wouldn’t turn on his cheerfulness so early in the morning.” MICHIGAN TRADESMAN February 25, 1920 Cy i (CUS Ww qt" , ARS ee rs oe > = Pe = > wx ; wo J & TY Z = =F e Se _ 7 , _ . ’ 7 Z S Michigan Board of Pharmacy. President—H. H. Hoffman, Sandusky. Secretary and Treasurer—E. T. Boden, Bay City. Other Members—Charles S. Koon, Muskegon; Geo. F. Snyder, Detroit; James E. Way, Jackson. Next Meeting—Grand Rapids, March 26, 17 and 18 What Constitutes a Drugless Drug Store. In order to get a full conception of the above title one has to refer to the definition as given in our modern dictionary. A drug store as we all know is a store where drugs are bought and sold; and a drug, according to our authority, is: “l. Any substance used in the composition of medicine; any stuff used in the composition of medicine; any stuff used in dyeing or in chemical operations. 2. Any com- modity that lies on hand, or is not salable.” Of the first we are very familiar; we have heard the subject thrashed out time and time again, all the pros and cons, what we should sell and what we should not sell; also wheth- er the drug-store is a professional or a5 and 10-cent adjunct to the busi- ness world, a restaurant or a shoe par- lor. In fact, we have heard so much that we are willing to agree to any- thing or to any way it may be pre- sented. The second definition, “Any com- modity that lies on hand, or is not salable,’ is the kind of a drugless drugstore that concerns the majority of us. It is the store we should all strive for. As no matter what amount of medicinals and chemicals we may carry or the variety and quantity of legitimate, or so-called non-legitimate, sundries we have in stock; the store with the least dead stock, the one with the least slow selling stock, the small- est amount of unsalable goods is the store when it comes to a show down that will inventory the nearest to one hundred cents on the dollar. The drugless drugstore. Having agreed that we would like to have drugless stock the next ques- tion is, how are we going to convert ours into one? How are we going to get rid of all the unsalables? How are we going to turn them over into more profitable goods? If we have a large store on our hands the proposition might be turn- ed over to the advertising department, or the sales department might be jacked up a little. But if we have a small store the turning of it over to the different departments would only be turning it back on ourselves. In the small store it is up to the man himself. There are only two methods to fol- low in getting rid of dead stock; one is to watch how others do it and fol- low their example, and the other is to think out or devise some original scheme of your own. Every location has its special environments. Each store its own peculiar trade. And the methods followed in one place will not always attract in another. So if we follow the lead of someone else we must be sure that the stores are somewhat alike situated, or at least that the people who patronize them demand the same quality of merchan- dise. The best is to study up the other fellow’s methods and then if we decide that they are applicable to our location install them. They may need some modifying; if so make the change. But in my opinion it is poor policy to copy someone else. The average man can dope out more ap- propriate and better selling methods for his own store if he sets himself at it than he can copy. Coming near inventory now is a good time to make a special effort to clean house. In some stores there are goods that have been carried so long that they have become as per- manent as the chandeliers, and would be missed as much as the stripes on a barber’s pole. There may be an excuse for it; people might think they were in a different store. But I doubt if they would walk out. Have your pre-inventory and your post-inventory sales. If you have goods enough for a window display have one. If not, make a bargain counter—not bluff bargains, but real bargains. There is an old saying that says the first loss is the best loss, and if you expect to stand the minimum loss you will have to get in the game be- fore the goods are altogether ante- dated or rotten. In one store where the proprietor was somewhat opposed to bargain sales I got permission to set a small table in the back of the store, isolated as it were from the dignity of the rest of the store, and we cleaned up a lot of junk. We put a figure on it that would sell, and we sold it. Af- tewards we had the shelf-room if nothing more, There are some stores that have too much shelf room and it is a ques- tion between dead stock or empty dummies. A dummy can be easily re- placed, and a pretty face is certainly more inviting than a _ fly-specked cough syrup. I have often wondered why such stores do not move their prescription counter farther front. It makes better appearance, gives more back room, and saves a lot of walk- ing. There is no better time to unload than just now. With a depleted mar- ket and high value of goods a person can make no mistake. Advertise your cough syrups as con- taining the full amount of sugar. Lin- iments with the required amount of heat units. Soaps made from genuine fats and oils. Disinfectants that will disinfect. Clean up the old styles while clean- ing is good. Pre-war goods will soon be as obsolete as if they dated back to antediluvian times. Acquire, if possible, the drugless store and you will then be in line for the new goods as fast as the mar- ket can supply. George S. King. ——_2.-.>—___ The Wood Alcohol Tragedies. The deaths resulting from the use of wood alcohol in the manufacture of alleged whisky are deplorable, be- cause they have resulted from ignor- ance. The probability is that those who concocted the stuff in the first place were also ignorant of its pos- sible effcts, although it is just pos- sible they were cold-blooded enough not to care. Of course, there are those who will attempt to hold prohibition re- sponsible for what has happened, which would be illogical in that it would seek to justify those who broke the law on the theory that the law should not have been there to be broken. One whose purse is stolen can hardly be held responsible for the crime because he happened to have a purse to be stolen. It means, however, that danger has arisen from an unlooked for source, and that wood alcohol hereafter will have to be sold under restriction that will make it impossible for it to be used for beverage purposes. The recent agitation over whole- sale poisonings resulting from the consumption of wood alcohol and other substitutes for liquor may. lead to additional legislation by Congress. While the Internal Revenue Bureau has authority under a special act en- acted several years ago to make reg- ulations for the control of the sale of wood alcohol, it will not hesitate to request additional legislation, if neces- sary, to cope with the situation. If this is proposed it is likely to be in the form of a heavy tax on the manufacture and sale of wood alcohol and the require- ment of permits for all persons en- gaged in the traffic. This, it is said, would furnish the government with a record of the movement of wood al- cohol from manufacturer to consumer and would enable the government to take immediate action in case of vio- lation of the regulations of the law. The _ shallowest most loquacious. COLEMAN rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. persons are the Kalamazoo A Smile Follows the Spoon When It’s Piper’s PIPER ICE CREAM CO. -- Michigan x ° q , Fee « r 4 F February 25, 1920 Preventing Window Frost. The methods usually advised to prevent the deposition of moisture and frost on window-panes are the employment of double windows, er the coating of the glass with some one of the various liuids which have been recommended for the purpose. Another very efficient measure is said to be a small fan, and so placed as to blow directly upon the glass. Some years ago a correspondent of the Scientific American reported to that journal a number of experiments he had made to remove ice or congel- ation of water from window-panes. He placed the efficacy of the reme- dies he employed in the followin» order: (1) Flames of an alcohol lamp; (2) sulphuric acid; (3) aqua ammonia: (4) glycerine; (5) nitric acid: (6) hydrochloric acid; (7) benzine; (8) hydriotic acid; (9) boric acid: (10) a'cohol; (11) cobalt nitrate: (12) in- fusion of nutgalls; (13) tincture or solution of ferrous sulphate. Some years ago H. F. Ruhl, of Man- heim, Pa., read a paper before the State association in which he declared that the only really effective way to avoid window frost was to have the window properly constructed in the first place, and to use suitable meth- ods of heating and lighting in the second. He had remodeled his win- dow in accordance with his particu- lar ideas. We quote “It is a well-known fact that where il‘umination is produced by kerosene, gas, or gasoline, the condensation of mosture on the glass is worse at night. This shows that the illumin- ation has something to do with the frost on the window. Heat supplied from a stove, hot-air furnace, or a steam boiler also causes more ar less condensation of moisture. “In the writer’s store the window is MICHIGAN TRADESMAN left open at the back, except that a mirror back is used; this is 30 inches high, is hung on a Pullman car spring sash balance, thus permitting it to be raised or lowered at will. At night, when the temperature ranges some- what lower, the mirror back is raised, thus admitting warmed air to the bot- tles of the window and entirely pre- venting frost during the night. The store is heated with a hot-water heat- er. With this heat the radiating sur- faces do not become so hot as with stove or steam heat; and there is no doubt that hot-water heat is a strong factor in preventing frost on the win- dow. The store is lighted with elec- tricity, and this, because of the ab- sence of an open flame, is without doubt another factor in preventing frost. “ ‘The proof of the pudding is in the eating,’ and here’s the proof of the store with frost-proof windows: The writer’s windows were entirely free from frost during the past winter, while windows of the other stores in town were covered with frost for months at a time.” Chocolates Package Goods of Paramount Quality and Artistic Design The Guarantee Iceless Fountain Fountain. Soda Fountain owner. trade right. Remember we are the agents for this make of Soda It is a Michigan product, made by a re- liable firm, Bastian Blessing, with offices in Chicago and a factory in Grand Haven, Every Fountain is a work of art and the range of style and price makes every merchant a prospective Soda water and candy are filling a great need for refreshment. Why don’t you get in a position where you can take full advantage of your chance to make a clean, legitimate profit on an honest article. Buy now before the season opens and be ready to greet your Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Wholesale Drug Price Current 27 Prices quoted are nominal, based on market the day ot issue. Acids Boric (Powd.) --17%@ 25 Borie (Xtal) 17%@ 25 Carbolic 30@ 4 Cltrie ___ : 25@1 35 Muratic __ 34%@ 5 ING 10@ 15 Oeere 50@ 60 Sulphurie .. 3144@ 5 Tartaric 90@ 95 Ammonia Water, 26 deg. 12@ 20 Water, 18 deg. 10@ 17 Water, 14 dee. _. 9@ to Carbonate 22... .22@ 26 Chloride (Gran) 18%@ 25 Balsams Copaiba —..._ 1 00@1 20 Kir (Canada) __ 2 50@2 75 Bir (Oregon) _... 50@ 5 Peru -- 2... 37 00d: 25 Won 22a 2 50@2 75 Barks Cassia (ordinary) 45@ 50 Cassia (Saigon) 90@1 00 Sassafras (pow. 70c) @ 65 Soap Cut (powd.) PG 30@ 35 Berries @ubep 22. 8 1 90@2 00 His -—. 90 00 Juniper _.... 10@ 20 Prickley Ash —_._ @ 30 Extracts Ibigoriee | 60@ = «685 Licorice powd. 1 20@1 25 Flowers Armies 2-2 8 75@ 80 Chamomile (Ger.) S80@1 00 Chamomile Rom 1 00@1 20 Gums Aeacia, Ist ...._. 60@ 65 weacia, 2nd ...._ 55@_ 60 Acacia, Sorts _... 35@ 40 Acacia, powdered 45@ 50 Aloes (Barb Pow) 380@ 40 Aloes Cape Pow) 30@ 35 Aloes (Soc Pow) 1 40@1 50 Asafoetida _..._ 4 50@5 00 Pow. 2220 @7 50 Camphor ___._. 4 25@4 30 Guaiae 20 @2 00 Guaiac, powdered @2 00 Ming 2). @ 8d Kine, powdered @1 49 Myr ...... @i 40 Myrrh, Pow. —__ @1 50 Opim 22 10 00@10 40 Opium, powd. 11 50@11 80 Opium, gran. 11 50@11 80 sociac ...._.sda:«s@e 20 Shellac Bleached 2 15@2 25 Tragacanth _... 6 50@7 00 Tragacanth powd. @5 00 Turpentine —..___ 35@ 40 Insecticides AvSenIG Jo 1S@ 25 Blue Vitriol, bbl. @ £0 Blue Vitriol, less 11@ 16 Bordeaux Mix Dry 18@ 28 Hellebore, White powdered —_--.. 388@ 45 Insect Powder T5@1 25 Lead Arsenate Po 380@ 50 Lime and Sulphur L Dy 0144@ 25 Paris Green __.. 46@ 56 Ice Cream Piper Ice Cream Co., Kalamazoo Vanilla sulk, Chocolate Bulk, Caramel Bulk, Grape-Nut —-_- hulk, Strawherry —_... Bulk, Tutti Bruiti __ Brick, Vanilla Brick, Chocolate Brick, Caramel Brick, Strawberry Brick, Eutti Fruiti —_ Bulk, 1 1 1 1 I JE eee LZ i Z 1 1 1 srick any combinat’n 60 Leaves Buchy 8 @3 25 Buchu, powdered @3 50 Sage, bulk 220 67@ 7 Sage, %4 loose -.. 72@ 78 Sage, powdered -. 55@ 60 Senna, Alex 1 40@1 50 Senna, Finn. ... 30@ 35 Senna, Tinn. pow. 35@ 40 Uva Ursi 2.0. 25@ 30 Oils Almonds, Bitter, true 2. 13 50@13 75 Almonds, Bitter, artificial .... 2 50@2 %5 Almonds, Sweet, oe |. 1 75@2 00 Almonds, Sweet, imitation ..__. 85@1 00 Amber, crude —_ 3 00@3 25 Amber, rectified 38 50@3 75 aeiee 2 75@3 00 Bergamont --.. 8 00@8 20 Cajepat —___.. 1 75@2 00 @assia, .-.. 4 50@4 75 Castor 2... 2 25@2 50 Cedar Leaf --.. 3 25@3 5 Citronella -... 1 25@1 50 @loves —-.- 5 00@5 25 Cocoanut Cod Liver 4 40@ 50 75@5 00 Croton _. . 2 25@2 50 Cotton Seed Kigeron Cubebs Soe Eucalyptus Hemlock, Juniper pure 2 Berries ee 10 Juniper Wood a Lard, extra __ Eard, No. ft _. | Lavender Flow 15 Lavender Gar'n 1 Lemon Linseed boiled bb Linseed bld Linseed, raw Linseed raw Mustard, Mustard, Neatsfoot less bbl. Sao | +o D0@3 9 8-709 =r - 2 ds0@2 55 12 00@12 25 50@13 75 50@1 75 OO@2 25 00@10 2 s90@2 50 S0@2 00 Q0O@15 25 T5@2 00 9 °F 19@3 00 I. @2 Of 2 11@2 2 @1 99 less 2 09@2 19 Wue, 024. @2 9 Sarum, OZ. @i 10 75@1 95 Olive, pure ____ 4 75@6 60 Olive, Malaga, yellow —. 3 (h@4 00 Olive, Malaga, Breen 2. S754 00 Orange, Sweet 7 50@7 75 & num, pure ganum, com’] 1 Pennyroyal Peppermint __ 12 Rose, pure . 24 Rosemary Sandalwood, E. Lee Sassafras, true Sassafras, Spearmint _. 17 Sperm Tansy me ‘ar USP 2 | Turpentine, bbls. Turpentine, less Wintergreen, tr. oe ae Vintergreen, swe bireh § 5 Flows 2 00@2 25 3 00@3 25 arti’l 1 50@1 75 2 40@2 6( 9 00@9 25 00@1 25 ao, & OO@3 25 Q0@I12 25 OU@2 00@15 20 50@17 48@_ 60 @2 01 2 11@2 16 00@12 25 et ) 00@Y9 25 Wintergreen art 1 20@1 40 Wormseed __ 8 50008 Wormwood __ 16 40 00@16 25 Potassium Bicarbonate Bichromate Bromide Carbonate Chlorate, Chlorate, fran rT xtal or 55@ 60 374%@ 50 1 05@1 10 92@1 00 48@ 55 powd. — 28@ 35 Cyanide a “ 27444 50 lodide : 3 85@4 00 Permanganate . 8O0@1 00 Prussiate, yellow 80@ 90 Prussiate, red 1 854002 00 Sulphate On @ 8) Roots Alkanet Blood, Calamus Hlecampane, pwd. Gentian, powd. Ginger, African, powdered Ginger, Ginger, Jamaica, powdered a Goldenseal, pow. Ipecac, Licorice, Licorice, Orris, powdered Poke, powdered Rhubarb Rhubarb, Rosinwood, Sarsaparilla, powdered powd., powd. powd. Hon eround _ | 27%@ 35 Jamaica 3 powd. 2 60@2 3 75@4 00 60@ 75 60@1 00 22@ 25 29@ 36 10@ 45 45@ 50 8 50@8 80 powd. __ 4 50@5 00 35@ 40 10@ 50 40@ 45 304 35 @3 00 75 304 35 d. 25@1 40 Sarsaparilla Mexican, Sround —___ Squills Squills, powdered Tumeric, powd. Valerian, powd. Seeds Anise ee og Anise, powdered Bird 9s... Canary -. Caraway, C Po. .35 @ 80 30@ 40 60a 70 25@ 30 @2 00 35@ 40 37T@ 40 1i3@ 19 15@ 20 28@ 30 ardamon __. 2 25@2 50 Celery, powd. .65 d7@ 60 Coriander powd 380 221%4@25 Bil oo oboe Sa Fennell __ - 30@ 40 Flax al oe 4@ 18 Blas, ground _. 14@ 18 Foenugreek pow. 15@ 25 Hemp 100 I23@ 3s Lobelia ____..s«dA 75@2 00 Mustard, yellow _.45@ 50 Mustard, black _. 36@ 40 Poppy: 2 @1 00 Qumce Lk SOG 75 Rape ee Sabadila __ 15@ 20 @ 35 Sabadilla, powd. 30@ 35 Sunnower . . 16@ 26 Worm American @ 45 Worm Levant 1 65@1 75 Tinctures Aconite __...._. @1 70 AlOeS 2 @1 20 Arica... @1 50 Asafoetida .____ @3 90 Belladonna ... @1 40 Benzoim 2... @1 8&9 Benzoin Compo’d @3 00 pucha o.. - @2 70 Cantharadies --- @2 90 Capsicum --. @i3s Cardamon — @1 50 Cardamon, Comp. @1 35 Catechu oo @1 50 €Cinchona ______ @1 80 Colchicum _____ @2 40 Cubebs @2 60 Digitalis @1 60 Gentian =. @1 20 Gineer @1 50 Guaiae ee @2 65 Guaiac, Ammon. @2 40 lodine oe @1 50 lodine, Colorless @2 00 Iron, Gig. @1 45 IXino SU @1 35 Myrrh @2 25 Nux Vomica —___ @1 95 Opium ea @4 50 Opium, Camph. @1 25 Opium, Deodorz’d @4 50 Rhubarb @1 80 Paints Lead, red dry ____ 15@ 15% Lead, white dry lee 15@1d%% Lead, white oil 15@1ib% Ochre, yellow bbl. @ Z Ochre, yellow less 21447 5 Putty 1 8 Red Venet’n Am. 24%@ 5 Red Venet'n Eng. 3@ 6 Vermillion, Amer. 25@ 3 Whiting, bbl, ___ @ White 344 (Ww Lb. H. PF. Prep. 3 i3@ Miscellaneous Acetanalid __ 75@ 90 i 16@ 20 Alun, powdered and ground li@ 20 Lismuth, Subni- Wate 2 3 50@3 80 Borax xtal or powdéred ...._ lu@ 15 Cantharades, po 2 25@6 50 Calomel 2 51@2 45 Capsicum __._ _ 3s@ 45 Carmine __. 7 25@7 60 Cassia Buds o0@ 60 Cloves cle Sesctesea eds 67@ 7 Chalk Prepared 1zZ@ 15 Chalk Precipitated 1z@ 15 Chioroform _____ tow 55 Chloral Hydrate 1 70@2 10 Cocame —_. 13 60q@14 05 Cocoa Butter _... Ga@ 15 Corks, list, less 50%. Copperas, bbls. _. @ 03 Copperas, less _. 34@ 8 Copperas, powd. 444@ 10 Corrosive Sublm 2 2z@2 3 Cream Tartar -_.. 70@ 75 Cuttlebone ______ 90@1 00 Hextrine 2 9@ 15 Dovers Powder 5 75@6 00 iemery, All Nos. 10@ 15 limery, Powdered 8s@ 10 Iipsom Salts, bbls @v4% Ispsom Salts, less 5@ 10 Bregt 2. @6 25 Iirgot, Powdered @6 50 Flake White __ 15@ 20 Formaldehyde, Ib. 40@ 45 Gélatine _. | 1 55@1 75 Glassware, less 50%. Glassware, full case 58%. Glauber Salts, bbl. @ 2% Glauber Salts less 34%4@ 3 Glue, Brown .. 20@ 35 Glue, Brown Grd. 20@ 30 Glue, White __. 3o@ 40 Glue, White Grd. 385@ 40 Glycerine __ 33@ 47 Hops 2 s5@1 00 loging 5 45@5 70 lodoform __ 6 50@6 80 Lead, Acetate __ 20@ 30 Lycopodium _._ $3 0U@3 25 Mace 85@ 90 Mace, Powdered 95@1 00 Menthol 18 00@18 20 Morphine -___ 11 95@12 35 Nux Vomica an @ 3 Nux Vomica, pow. 20@ 3 Pepper black pow. 37@ 40 Pepper, white ___ @ 50 Pitch, Burgundy @ i165 Quassia _. 12@ 15 Quinine, _. 0 1 22@1 72 Rochelle Salts -. 51@ 56 Saccharme _____ @ 40 Salt Peter 20@ 3 Seidlitz Mixture 40@ 45 Soap, green -_.. 224%@ 30 Soap mott castile 221%@ 25 Soap, white castile Case @15 00 Soap, white castile less, per bar .. @l 60 pega Ash 2): 3%@ 10 Soda Bicarbonate 3%4@ 10 Noda, Sal _.... 24@ 5 Spirits Camphor @2 00 Sulphur, roll _... 4%@ 10 Sulphur, Subl. -_. 4%@ 10 Tamarinds —..__ 25 30 Tartar Emetic 1 03@1 10 Turpentine, Ven. 50@6 00 Vanilla Ex. pure 1 50@2 00 Witch Hazel -. 1 40@2 00 Zine Sulphate _. 10@ 15 and are intended to be correct at time of going to press. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. 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 Canned Blackberries Cheese Jelly AMMONIA Blackberries CHEESE Arctic Brand ,., = 1) Staudards _._.. rg a 12 oz. 16c, 2 doz. box 270 No. 10 es 00 Wisconsin Flats ___ 34 16 oz. 25c, 1 doz. box 1 75 : Lenenor 2 37 32 oz. 40c, 1 doz. box 2 85 Beans—Baked Now York 3 ae Moore’s Household Brand Brown Beauty, No. 2 135 Michigan Full Cream =. oo 12 0z., 2 doz. to case ..2 709 Campbell, No. 2 ..... 1 60 CHEWING QUM fremont, No. 2 ...... 1 35 Ad AXLE GREASE Van Camp, % Ib, .... 75 Adams Black Jack .... 70 Van Camp, 1 1b 1 25 Beeman's Pepsin ...... 70 Sei us = , ree Beechnut ...... aeocceee O0 Van Camp, 1% Ib. ... 1 60 Van Camp. 2 ib 1 80 Doublemint ............ 70 fc ee Flag Spruce ........ -- 1 Beans—Canned ; " = Juicy Fruit ........... 170 -- Red Kidney eee 1 35@1 45 Spearmint, Wrigleys .. 70 t7_ Sy ae... ---- 136@270 Yucatan -.... i, fe, ay \ wax... eee- 135@270 7 65 SJ MCA ANLE Gh mi ao. Dill 1 20@2 35 AD csiceeee ec ebe soos oe 1 a CASE! —-......... 95@1 26 Cero ATE At / .. Walter Baker & Co. Clam Bouillon Aaratas _.......,...... 42 Burnham’s 7 oz. ..... 260 Fbremium, \s or %s .. 47 Walter M. Lowney Co. Corn Premium, BS .cs.... 44 Standart 1 65 Premium, %s ........ 44 Country Gentleman __ 2 00 CIGARS 25 lb. pails, per doz. 18 80 BAKED GOODS Loose-Wiles Brands Krispy Crackers 1, WY. L. W. Butter Crackers Graham Crackers hig Sni Bar ......+.-- L. W. Ginger Snaps ... Honey Girl Plain Honey Girl Iced Cocoanut Taffy Vanilla Wafer . Subject to quantity count. BLUING Soda Crackers .. - 26 dis- Jennings’ Condensed Pearl Small, 3 doz. box .... 2 56 Large, 2 doz. box .... BREAKFAST FOOD Cracked Wheat, 24-2 Cream of Wheat .... Grape-Nuts . Pillsbury’s Best Cer’l Quaker Puffed Rice .. Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes Ralston Purina Ralston Branzos ..... Ralston Food, large .. Ralston Food, small .. Saxon Wheat Food .. ee 2 70 Ss cot > o oO Rom SD ORO GO OTP te o Shred Wheat Biscuit 30 Rriscuit, 18 ......--- . 25 Keliogg’s Brands Toasted Corn Flakes 4 20 Toasted Corn Flakeg individual ......e. 2 00 Ties nsec ec sece 4 20 Krumbles, Individual 2 00 BIBCHIT oo ceca e ees 2 00 Pree oe cee 2 60 Peanut Butter ...... 3 65 No. 1012, oz. ..-.... 1 80 Bsr 5 oo. poe 8 OD BROOMS Standard Parlor 23 lb. 5 75 Fancy Parlor, 23 lb. .. 8 00 Ex. Fancy Parlor 25 lb. 9 50 Ex. Fey. Parlor 26 lb. 10 00 BRUSHES ub Solid Back, 8 in. .... 1 50 Solid Back, 1] in. ... 1 76 Pointed Ends ........ 1 25 Stove No. bepeececrcpenss 6 50 Mo. 2 ........, pesbeus 1. oP Shoe Ne. - ............--.. 9 oe ee ee Mo 8 ...-............. 2 BUTTER COLOR Dandelion, 25c gize .. 2 00 Perfection, per doz. .. 1 30 CANDLES Paraffine, 68 .......... 16 Paraftine, 12s ......... 16 Wicking ......... peecee OO CANNED GOODS Apples 3 Ib. Standards ___@2 10 Mo. 1 @7 25 Maine Hominy Van Camp ........... 1 85 Jackson .....2. 55... 1 30 Lobster me 1D. ...0.-.-25--.--.. 2 . i: ....... psceeeees OD Mackerel Mustard, 1 ib. ....... 1 80 Mustam, 2 ib ....... 2 80 soused, 146 ib. ..... » & 6D Soused, 2 Ib. ..... noo 2 ID Mushrooms Buttons, ls, per can 1 40 Hotels, 1s per can 116 Piums California, No. 3 .... 2 40 Pears in Syrup Michieun 50 Califor 5 50 Peas . Marrowfat .... 1 75@1 90 Early June .... 1 65@1 90 Early June siftd 1 90@2 40 Peaches California, No. 2% .. 4 75 California, No. 1 .... 2 40 Michigan No. 2 ..... - 425 Pie, gallons ........ 12 00 Pineapple Grated. No. Z ........ 4 00 Sliced No. 2 Extra .. 4 75 Pumpkin Van Camp, No. 3 ..._ 1 45 Van Camp, No. 10 ... 4 60 Lake Shore, No. 3 ... 1 45 Vesper, No. 10 ...... 3 90 Salmon Warren’s 1 lb. Tall .. 4 10 Warren’s % lb. Flat 2 60 Warren’s 1 lb. Flat .. 4 25 Red Alaska ....... --- 3 90 Med. Red Alaska .... 3 50 Pink Alaska ....... - 2 65 Sardines Domestic, 4s -. 5 00@ 6 50 Domestic, %s . Domestic, %s .. California Soused .... 2 California Mustard .. 2 25 California Tomato .. 2 25 Sauerkraut Hackmuth, No. 3 .... 1 45 Shrimps Dunbar, 1s doz. ..... 1 90 Dunbar, 1%s doz. .... 3 75 Strawberries Standard No. 2 ______ 4 50 Fancy, No. 2 5 50 Tomatoes No; 2 ....; eeeee 1 456@1 75 Noe. 3 .........: 2 00@2 35 eebee ec cee @7 00 CATSUP Snider’s 8 om. ....... 1 80 Snider’s 16 oz. ...... 2 90 Royal Red, 10 oz. .... 1 35 Nedrow, 10% oz. .... 1 40 Nedrow, gal. glass jar 11 60 National Grocer Co. Brands — Cigars, 50 il OM cece. ces. e 7 50 Antonella Cigars, 100 Ce eee 50 Antonelia Cigars, 25 inp .. 55... beeen 60 El Rajah, Diplomat- icas, 1008 ....... - 700 El Rajah, corona, 60 per 100 .......... 75 El Rajah, Epicure, 50 per 1900 ......... 74 El Rajah, Epicure, 25, per PD -ccccceses 8 SD El Rajah, k, : per 100 ......:.. - 7 30 El Rajah, President, 50, per 100 ...... --10 00 Gdir. Monarch, 60, wood, per 100 .... 5 60 Odin, Monarch, 26 tin 6 60 Mungo Park, 2500 lots 69 12 Mungo Park, 1000 lots 70 81 Munga Park, 600 lots 72 62 Mungo Park, less than eee e ee -.- 75 00 Mv~go Park, 25 wood 75 00 Worden Grocer Co. Brands Harvester (Shade Grown) Record Breaker, 50s om ee ee 75 00 Delmonico 50s .....- 75 00 Panateila, b0s ....._.. 75 00 picure, 50s ........ 99 00 Favorita Extra, 50s 95 00 Presidents, 50s 0 <-. 122 6 (La Azora Broadleaf Cigar) Washington, 50s - 75.00 Panatelia Foil, 50s .. 75 00 Perfecto Grande, 50s 95 00 Opera, 50s 57 0 Sanchez & Haya Havana Cigars. Made in Tampa, Florida Rothchilds, 50s ..... 75.00 B. Panatella, 50s .... 75 00 Diplomatics, 50s -___ 95 00 Bishops, 50s ....... 115 00 Reina Fina, 50s Tins 115 00 Queens, 50g ........ 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 Lioba, 100s .......... 37 50 : Other Brands Charles the Eighth (Do- mestic), 50s ....... 70 00 mS 1, 608 ..2.. 1 52 00 Hemmeter Champions, OOS 2g 56 00 Court Royal, 50s ____ 60 00 Court Royal, 25 tins 60 00 Qualex, 50s ......... 50 00 Knickerbocker, 50s .. 54 00 Stogies Tip Top, 50s tins, 2 for 6 ... 19 50 CLOTHES LINE Hemp, 60 f% ........ 2 Twisted Cotton, 50 ft. 3 Twisted Cotton, 60 ft. 3 Braided, 50 ft. 4 Braided, 80 ft. 4 Sash Co 4 eorreeccces eeesee Baker's Bunte, 15c size ........ 565 Bunte, % Ib. .......... 50 Bunte, 1 ib. ........... 48 Cleveland ............ #1 Colonial, %s ..... -. = Colonial, %3 .......... 88 So ee Hersheys, 4s .......... 42 Hersheys, %s .......... 40 iuyaer su... 86 Lowney, \%s ......... -- oo Lowney, \s ........ oe ae Lowney, Ys .......... - a7 Lowney, 5 Ib. cans ..... 44 Van Houten %s ....... 12 Van Houten, %s ...... 18 Van Houten, 4s ...... 36 Van Houten, 1s ....... 65 Wan-Eta Webs ....... Wilbur, %s Wilbur, %s COCOANUT %s, 5 lb. case Dunham 46 44s, 6 ib. case ....... - 45 %s & %s, 15 Ib. case 45 6 and 12c pkg. in pails 4 75 Bulk, pause ...0.2 |! _ eo Bulk, barrels ....._.. |. 35 48 2 oz. pkgs., per case 4 00 48 4 oz. pkgs., per case 7 50 eee eecescees COFFEE ROASTED Bulk Rio ..... Santos : Maracabo Mexican ..... ee Gutamala ........ socese 2a BVA .......... poe e coe 50 Mocha _......... be ea beet DO BOrota 2... sk 43 Peaberry ........ eee 41 Package Coffee New York Basis Arbuckle 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. ¥.. per 100 _..... -. 9% Frank’s 250 packages 14 50 Hummel’s 60 1 Ib. .... 10 CONDENSED MILK Hagle, 4 doz. ........ Leader, 4 doz. ....... EVAPORATED MiLK Carnation, Tall, 4 doz. 6 40 Carnation, Baby, 8 doz 5 90 Pec Peak 6 40 Pet, Baby 2 35 Van Camp. Tall _. _ 40 Van Camp, Baby __ Dundee, Tall, 4 doz. Dundee, Baby, 8 doz. Silver Cow, Tall 4 doz Silver Cow Baby 6 dz MILK COMPOUND H&S? OTS? He OD pe es oO Hebe, Tall. 6 doz. .... 5 90 Hebe, Baby, 8 doz. .. 5 60 Carolene, Tall, 4 doz. 5 65 CONFECTIONERY Stick Candy Pails Horehound — 30 Seameagne 2 30 Cases SMO fo 29 Boston Sugar Stick __36 Mixed Candy Pails Broken ee 31 Cue toate 22 31 Srocers 222 24 Kindergarten _._____. 33 Iieader - 30 Novelty _ oe Premio Creams - 44 Boyar _ 30 x tO 2 _ 27 French Creams... 32 Specialties Pails Auto Kisses (baskets) 31 Bonnie Butter Bites__ 35 Butter Cream Corn __ 38 Caramel Bon Bons __ 35 Caramel Croquettes __ 32 Cocoanut Waffles ___ 33 Cony Totty 35 Fudge, Walnut _ 35 Fudge, Walnut Choc. 35 Champion Gum Drops 28 Raspberry Gum Drops 28 Iced Orange Jellies __ 32 Italian Bon Bons ____ 30 AA Licorice Drops » ib: box 2 2 15 Lozenges, Pep. ______ 32 Lozenges, Pink ______ 32 Mancnue, 2 31 Nut Butter Puffs ____ 33 Chocolates Pails Assorted Choc. _______ 37 Champion oo 35 Honeysuckle Chips __ 50 Klondike Chocolates... 45 Nabops 45 Nibble Sticks, box __ 2 60 Nut Wafers 45 Ocoro Choc. Caramels 43 Peanut Clusters _____ 50 Quintetie 37 ecm oe Victoria Caramels ... 42 Champion 9 9 Raspberry HAVOTIGG 20 3 Superior - 29 Orange Jellies ~.____ 32 Lozenges A A Pep. Lozenges _. 32 A A Pinn Lozenges __32 A A Choc. Lozenges 32 Motto Lozenges —____ 34 Motto Hearts ______ 34 Hard Goods Lemon Drops —_______ 32 O. F. Horehound Drps 32 Anise Squares —._- 32 Peanut Squares -._.. 32 Rock Candy =e 40 Sunshine Asst. .._.._... 43 Pop Corn Goods Cracker-Jack Prize -_7 00 Checkers Prize ..._._ 7 00 Cough Drops Boxes Putnam Menthol ---- 1 65 Smith Gres, oo 1 65 COOKING COMPOUNDS Mazola Pints, tin, 2 doz... 7 75 Quarts, tin, 1 dez: 7 25 % Gal. tins, 1 doz. _. 13 15 Gal. tins, 4% doz. __. 13 50 5 Gal. tins, % doz. .. 22 06 COUPON BOOKS 50 Economic grade .. 2 35 100 Economic grade 83 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 6 ib. boxes ...........- 6b B ib. boxes ......2.2-.- 66 DRIED FRUITS Applies Evap’ed, Choice, blk .. 22 Apricots Evaporated, Choice -.. 35 Evaporated, Fancy .... 44 Citron 40 ib. box 220 50 Currants Packages, 16 oz. --.._ 27 Boxes, Bulk, per lb. ... 26 Peaches Evap. Choice, Unpeeled 2 iivap. Fancy, Unpeeled 24 Evap. Choice, Peeled 24 Evap. Fancy, Peeled 26 Peel Lemon, American -.. 38 Orange, American --.. 38 Raisins Choice S’ded 1 lb. pkg. 23 Fancy S’ded, 1 ib. pee. 24 Lbompsen scediess, i iD. pee. oo 22 Thompson scediess, i oe ccs cce cos ae California Prunes 80- 90 25 lb. boxes ..@18% 7U- 80 25 lb. boxes ..@19 6U- 70 25 lb. boxes . z 50- 60 25 lb. boxes . 40- 50 25 lb. boxes _.@2 3U- 40 25 lb. boxes FARINACEOUS GOODS Beans Med. Hand Picked .... 8% Caufornia Limas ...... Brown, Holland ...... 6% Farina 25 1 lb. packages .... 2 80 Bulk, per 100 lbs. .... Hominy Pearl, 100 lb. sack ____ 4 50 Macaroni Domestic, 10 lb. box ..1 10 Domestic, broken bbls. 8% Skinner’s 24s, case 1 37% Golden Age, 2 doz. .. 1 90 Fould’s, 2 doz. ...... 1 90 Pearl Barley Chester ....:....... - 6 2 Peas meoich, ib 1... 7 peut, Ib. 9 Sago Mast india 12 Tapioca Pearl, 100 Ib. sacks .... 12 Minute, Substitute, 8 0z., 3 doz. ......... 4 05 Dromedary Instant, 3 doz., per case 2 70 February 25, 1920 FISHING TACKLE Cotton Lines mo 2 36 feet |... |. INO. 3, .5 ‘se. | |: 1 70 No. 4, 15 teec No. 5, 15 feet ...... No. 6, 15 feet Linen Lineg 2 45 Fudge, Choc. Peanut 28 Small, per 100 yards 6 65 Medium, per 100 yards 7 25 Large. per 100 yards 9 00 Floats No. 1%, per gross . 1 No. 2, per gross .... 1 75 No. 2%. per gross ... 2 Hooks—Kirby Size 1-12, per 1,000 once Be Size 1-0, per 1,000 . "> 9€ Size 2-0, per 1,000 7. La Size, 3-0, per 1,000 |. 1 32 Size 4-0, per 1,000 |: 1 6% Size 5-0, per 1,000 .. 1 Sinkers No. 1, per gross .... - 66 No. 2, per gross . eos. @2 No. 3, per gross cieeses OD No. 4, per gross .... 110 No. 5, per gross aces 1 45 No. 6, per gross siece A SE No. 7, per gross .... 2 89 No. 8, per gross .... 3 38 No. 9, per gross ,,,. 4 FLAVORING EXTRACTS Jennings D C Brand Pure Vanila Terpeneless Pure Lemon Per Dusz. 7 Dram 16 Cent ...... 1 2% 1% Ounce 40 Cent as 2 Ounce, 35 Cent .... 2% Ounce 35 Cent . 2% Ounce 45 Cent .. 4 Ounce 55 Cent 8 Ounce 90 Cent 7 Dram Assorted gas 1% Ounce Assorted .. § 0@ . 4 @0 @ Go bo bo -_ eo FLOUR AND FEED Guy White (1 13 90 Graham za lb. per cwt. 5 80 Goluen Granulated Meal, 4a 1bS., per cwt. ___ 4 80 Rowena Pancake 6 Ib. Compound ........ & 60 Rowena Buckwheat Compvuund ....... - 6 00 Rowena Corn Flour, Watson Higgins Milling Lu. New Perfection, Ys 14 25 ‘Meal Gr. Grain M. Co. Bolted 9 5 2 Goiden Granulated __ 5 49 Wheat NO. 1 Bed... ... Bes ee 2 35 NO. 1 White |... |. 2 33 Oats Michigan Carlots ___. 94 Less than Carlots -._. 98 Corn Caniots (228 1 60 Less than Carlots _.__ 1 65 Hay Cariots 2 34 00 Less than Carlots __ 36 00 Feed Street Car Feed ___ 64 00 No. 1 Corn & Oat Fd 64 00 Cracked Corn _____ 65 00 Coarse Corn Meal __ 65 00 FRUIT JARS Mason, 4% 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 Giass Top % gallon ............ 13 00 GELATINE Cox’s 1 doz. large ... Cox’s 1 doz. small .. Knox’s Sparkling, doz. Knox’s Acidu'd doz. .. Minute, 1 doz. Minute, 3 doz. ...... 76 Neison's .. 0.3.6.6... 60 Oxford (2.0.5. 75 Plymouth Rock, Phos. Plymouth Rock, Plain Waukesha ........... 1 60 HIDES AND PELTS et PCO Bobo te ge Hides Green, No. ta 22 Green, No: 2 be 21 Cured: No, to 24 Cured, Now 2 2b 23 Calfskin, green, No. 1 50 Calfskin, green, No. 2 48% Caifskin, cured, No. 1 53 Calfskin, cured, No. Horse, No. 1 Horse, No. 2 February 25, 1920 MICHIGAN TRADESMAN 29 PETROLEUM PRODUCTS ripe SNUFF Seasoning WOODENWARE Old Wool ......... 75@2 00 Iron Barrels Kits, 15 Ibs. .. i 99 Swedish Rapee 10c 8 for 64 Chili Powder, 15 .... 1 35 Baskets mbs ... 50@2 00 Perfection ____.. TCs y bbls 40 Ibs 160 Swedish Rapee, 1 Ib. gis 60 Celery Salt, 8 oz. ..... - 95 Bushels, wide band, Shearlings ...... 50@1 50 Red Crown Gasoline 24.7 hy bbls., 80 lbs. .... 3 99 Norkoping, 10c, 8 for .. 64 Sage, 9 08 ............; 90 Wire handles ....... 2 20 Tallow Gas Machine Gasoline 40.3 a ae Norkoping, 1 Ib. glass .. 60 Onion Salt ...... 0... 135 Bushels, wide band, Pye 6, @10 VV. M. & P Naphtha 24.7 Copenhagen, l0c, 8 for 64 Garlic ..............; 135 wood handles ...... 2 35 o. 1 @ 9 Capitol Cylinder, Iron Casings Copenhagen, 1 lb. glass 60 Ponelty, 3% oz. ...... 225 Market, drop handle 95 Noe) @ 8 BS eee 43.8 Hogs, per Ib. ....... @65 Kitchen Bouquet . 260 Market single handle 1 00 5B eee eeeeeeeeeees Atlantic Red Engine Beet, round set .... 19@20 SOAP rege : , Laurel Leaves ......... 20 Market, extra ........ 1 35 FO picay-4 : Iron Bbls. —----.____ 26.8 Beef, middies, set ..50@60 James 8. Kirk & Company Marjoram, 1 oz. ...... $6 Splint, laree ......... 8 50 Dasacen an ice oie Winter Black, Iron L Sheep, a skein 1 75@2 00 ‘american Family, 100 7 85 Savory, 1 om. .......... $¢ Splint. medium |... 15 : cies 5 Bbhis) = Jap Rose, 50 cakes .. 485 Thyme, 1 oz. ........ « $@ Splint. small ........ 7 00 . RAW FURS ae Polarine, Iron Bbls. .. 47.8 Uncolored Oleomargarine 7 ete a ee 700 Tumeric, 2% oz. ...... 90 0. unk Bros. : No. @ Skunk .....,... 5 00 PICKLES BOE DEY en ne ase 28@29 Acme, 100 cakes .... 6 75 STARCH __ aster Pintes No. 3 Skunk ........ 3 00 Medium Country kulls ....... 80@31 Big Master, 100 blocks & 00 Corn Escanaba Manufacturing No. 4 Skunk ........ 1 50 i Climax, 100s ........ 6 00 Kingsford, 40 Ibs. .... 1% Co. No. 4 Unprime ...... 75 Barrel, 1,200 count 14 50 RICE Climax, 1208 ........ 5 25 Muzzy, 48 1 Ib. pkgs. .. 9% Standard Wire End Muskrats, Winter ____ 4 25 on count rs Fancy Head 1 16 Queen White, 80 cakes 6 a Powdered, barrels .... 7% Per 1.000 Muskrats, Wail .. | 300 »% gallo t€BS —--___ We ase 20.0... 0. 0. 14 a seaf, cakes 75 Argo, 48 1 Ib. pkgs. .. 4 15 No. ¥ 2 36 Muskrats, Kitts ..... 25 Small Queen Anne, 100 cakes 6 75 a ie vote eset ess No. 1 Raccoon, Large "10 00 Barrels —————________ 18 00 ROLLED OATS Lautz Naphtha, 100s 800 _ Kingsford ee iteeesarseess BE Ao Ft cnuerpseag an ; a; 5 gallon kegs _----_ 3 50 ae bbls. na: 9 75 Proctor & Gamble Co. Silver Gloss, 40 IIb. .. 11% NG 2 fe 3 99 No. 1 Mink, Large __ 17 00 oo Steel Cut 100 Ib- ks. .¢ 0) Lenox Sang ++ 6 00 eu No. 3 sseeeeeeeeeecee 497 7 + ras ’ . ° , 6 aon ........ 5 aNO Fee eed ceen sees « dv oe ee a ee age Mee a pera fee {ye 13 50 ATSO, 48 1 Ib. pkes. .. 39. No. 8-50 extra sm cart 1 21 "Above prices on prime Halt barrels ........ 13 00 que eo coer Ae fee: 7 85 aie. : 5 ag se eeeee 3 49 No. 8-50 small carton 1 27 ake , Se Odea eae s - r- ai is > silos etn tens inet eee tS ha = tang No £00 wet corto ta Airline, No 10 ~ 4 00 Sweet Small Colerain, eo 25 Classic, 100 bars, § oz. 7 50 “Silver Gloss, 12 6lbs. . .11%4 No. 8-50 extra Ig cart 1 93 Airline, No. 15...” 600| Barrels ............. 8 00 Columbia, 1 pint .. 400 Swift’s Pride, 100 8 oz. 6 00 No. 4-50 jumbo carton 1 32 Airline, No. 95 ae 9090 5. sgallon kegs ........ 575 Durkee’s large, 1 doz. § g§9 Quick Naphtha _____ 7 85 Muzzy ee ae Half barrels ........ 15 00 Durkee’s med., 2 doz. 6 30 White Laundry, 100 8 a Le ....-. a Ghares Durkee’s Picni, : Of) ee 675 16 3lb. packages ...... 9% Barrel, 5 gal., each .. 2 40 HORSE RADISH Jurkee’s Picnic, 2 doz. 2 90 VEOO! OF pave ec 185 12 6lb. packages 9% B 10 1 yr 2 55 en Gem 2... a. a 125 Snider's Pee Oe ae ee iy ee 2 ; om pe te ees So ee .. +e OD, . oe Snie er’s small, 2 doz. 1 45 : ’ ars, ff Ue CO arene 6 6 <8 4 6a: 6 66 . ’ e eee cccoees Wool, 100 bars, 10 oz. 12 75 Stone, @ gal .........) 78 JELLY Pure, per pail, 30 Ib. 5 00 ee - SALERATUS eee er Compens ayaues ake : 3, Bi ae Hawk, one box 450 Barrels ................ 75 Escanaba Manufacturing JELLY GLASSES No. 808, Bicycle ..... 3 75 Packed 60 Ibs. in box Black . a I PICKeGtG cools. cto. 00 Arm and Hammer .. 3 25 Black Hawk, five bxs 4 25 Half Barrels ........... 81 Co. a ic aa “ Wyandotte, 100 %3 |. 800 Black Hawk, ten bxs 400 Blue Karo, No. 134, No. 60-24, Wrapped .. 4 75 MAPLEINE POTASH Box contains 72 cakes. It 2 doz. ......... sa: 340 No. 30-24 Wrapped |: 2 42 1 0%. bottles, per doz. 175 Babbitt’s, 2 doz. ..... 275 SAL SODA is a most remarkable dirt a oe — a4 405 No. 25-60, Wrapped .. 75 2 oz. bottles, per doz. 3 00 ae me oe 7 ba seve remover, with- pes aro, No. : aa aa Gace 4 oz. bottles, per doz. 5 50 ranulate 8. CS. out injury to the skin. Wa we ee s 8 oz. bottles, per doz. 10 50 PROVISIONS Granulated, 36 2% Ib. Blue oe No co No. 2, ao ‘ 3 00 Pints, per doz. ...... 18 00 Barreled Pork packages ........ 2 25 a. oe re a wan 4e@ bee “se 9 ee OF a OM Cicer Back _ 48 00@49 00 Piveia Vall ac tis 4 co Hea Karo, No. 1%, 2 FO OM 6 eeriiscca 4 25 #4 Gallons, per doz. 5 25 Short Cut Clear 40 00@41 00 SALT polio, half g 5 a0 8 i 3 90 a nao ve = Sapolio, single boxes 2 75 @oz, 1... 3 65 OZ. SIZE ..cesccccees Gallons, per doz. .... 10 00 e oe a on anu. Rock e Sanco, hand 3.00 Red Karo, No. 2, 2 az. 4 60 Ce ee ea cane : B rsececcccee Queen Anne, 60 cans 3 60 Red Karo, No. 2%, 2 Faucets MINCE MEAT Dry Salt Meats @ me commen “ Snow Maid, 60 cans .. 3 60 ot. ed re z a Cork lined © tn. ...... 70 ranulated, Fine ..., 2 e aro, No. 5, z Cork lined, 9 in. ........ 90 a Uhl 30 S P Bellies .. 32 00@84 00 Medium, Fine...” a eee Beaders a NS Se Cun tee tee 90 Quaker, 3 doz. case ee. ae Snow Boy, 60 14 oz 4 30 OM Gn ed et etas anes . foe 8 25 oo a rg Snow ea 24 pkgs. 6 00 oa oo Mop Sticks x0 lb tubs ...advance Snow Boy, 20 pkgs 7 00 Fair ae ne aioe alent aime 2 18 : .. advance PARE Chee dee ceca te eens uclipse a: bs Sp & « 49 MOLASSES 60 Ib. tubs ‘advance % aa eae Ro cnate ne 2 New Orleans ‘ a . Johnson’s Fine, 48 3 5 75 POCO cae c i O. ay pat. »rusn hole 2 fo oO Kettl g5 20 Ib. pails ...advauce % : ideal. Na - Fancy Open Kettle .... 10 Ib. pails ...advance % Johnson’s XXX 100 .. & 75 pager ya aa 7 Choiee fee oe. 68 ne ae sates 1 ve wa Lautz Naphtha, 60s .. 8 60 TABLE SAUCES ae cotan mien Leade & $2 eed a eG . 3 Ib. pails |..advance 1 a i oe wen eaeee éz Fea © Perrin, large |.6 76 = * °°" oe Ye pas ak Leaf, pkgs. Lea & Perrin, small .. 3 25 Palls Half barrels 5c extra Old Dutch Cleanser 4 00 a, i Smoked Meats Pepnen ..3:-.......... 10 qt. Galvanized ____ 5 00 Hams, 14-16 Ib. 27 @28 Queen Anne, 60 pkgs. 360 Royal Mint .......... 150 12 qt. Galvanized ____ 5 50 NUTS—Whole Hams, 16-18 Ib. 28 @29 oe more a a ae aye suas ‘o Li it. Galvanized ____ 6 00 x » ITIEC, OU-oC Cans. 2 D . tae Tibre _. 8 ie Almonds, Terragona 35 Hams, 18-20 Ib. 27 @28 Sunbrite, 100-5e cans 4 00 At “la ae 5 00 SEG ne ’ Brazils, large washed 26 Ham, dried beef , FRG 32... ..... Mi 41 42 A-!, small ........... 2 90 Toothpicks Fancy Mixed Sets... ws... @ Filbert B reelon ny 32 California Hams 22144@23 ITCHEN Caners |... 1 80 Escanaba Manufacturing Peanuts, Virginia raw 16 Picnic Boiled : : TEA No. 46 Giad 1 80 Rroasted vans’... 18 Boiled Haima ..42 Qag Per ease, 24 2 Ibs. .... 2 00 LENZER deca No 1, mand aes Peanuts, spanish... 23 Minced Hams “18 @20 Five case lots ...... ia Moin ......... 40@42 No. 50-2500 Emco 3 50 Walnuts California .. 39 Bacon __________ 32 @48 SALT FISH @heice 2... uae Inuts, French BamMew oo. 6. @ Traps a z ont 18 Middle it peoket bred Pee gs Mouse, wood 4 holes 60 Shelled (ga aa ea i T: mieie 1 ae Peet Eieed ce Mouse, wood, 6 holes .. 70 Al d 65 Eiver......... a , Basket. Fired Fancy Manse & hol 85 este pga eh yee tec Frankfort Tablets, % Ib. ...... aa wiih... @55 Mouse, tin, oles .... Peanuts, Spanish, Bork 00.0.) A Wood boxes .......... Sitida bom @o Rat. wood Feces sa ls. 30 a. a os anish, | 75 Weal ...........; easee i Siftings, 1 Ib. pkgs. @23 pcg ie 644 4aneeas 30 i006 bbl sh, 95 Woengue |...) Holland Herring ws I ff SpEi@ -......., ; a Headcheese Standards, bbls. ... . Gunpowder Peanuts, Spanish, Y. . IS. sees eee 22 Moyune, Medium 35@ 40 am a 24% Giandaras wens 1 oyune, Med 35@ Tubs PO ake reke econ: 95 " ve ee 1 ours oe Cones. OOM wo wie |... 42 00 Walnuts (00 85 Boneless ..... 30 00@35 00 oe cee te caae ss as pouist’s Young Hyson No. 2 Fibre ......... 38 00 Rump, new .. 40 00@42 00 Herring Bas |. Gee eee ce ac ae aoa No $ Hive... 33 00 K K K K, Norway ..2000 Ny owes =ifFancy ............. Large Galvanized __ 15 50 GLIVEs , Medium Galvanized 13 25 Bulk, 2 gal. kegs each 3 25 a 8 Ib. pails ........... 1 Oolong Small Galvanized <_. 12 00 Bulk, 5 gal. kegs, each 8 00 1% DbbIS. ............. 175 Cut Lunch ........... 1 Formosa, Medium .. 40@45 Sees 66h ld 6 ee. 340 Scaled, per “box 1.1 Formosa, Chole’. 48@s0 eles Stuffed, 15 oz. ........ 4 50 J gee cuel sans i" _ Boned, 10 lb. boxes __ 80 can cases, $4 per case Formosa, Fancy 55@75 oe Tre oo & ke moe aa Z 4 “i s SODA English Breakfast o rca Pai eeeues.. ‘ 7 i . ’ eee eee eee @4: ass, elapse he tee eee Iunehy 1002. o2.202. 2 00 Canned Meats No. 1! 40 Ihe... .01. eh Cor Heme ..... ‘ — Gongou, Choice”... 4g@so Double Peerless “11.17 8 50 Lunch, 16 oz. ........ 3 25 Sern eet Ne fie the... ay Comaaa, Wines _... MO Notiten deen Fae Queen, Mammoth, 19 Corned Beef, 24 1s .. ° So raccasse ss SPIC Congou, Ex. Fancy 60@80 Universal -... 62127! 7 25 Co ew) ee ate a? Mackeret Whole Spices oo ueen, m : ' , OF ee. 75 OF 165 Mess, 100 Ibs. ...... 25 00 Allspice, Jamaica .... @18 ou m — ii Window Cleaners Olive Chow, 2 doz. cs. Veal Loaf, 24%s, 7 oz. 260 Mess, 50 lbs. .....-.. s - one. anes sees ee pats Se Bs Choice ..aaanaa 13 in. Saeco cease ccgsee : « oe ee —- “eae oe 1 40 Kr ad a 230 Cassia, 5c pkg. doz. @40 Flowery O. P. Fancy 55@60 me les, 2 30 Sausage Meat, Vis _. 3 35 No. 1, 100 Ibs. ..... 2400 Ginger, Bitcon ee es TWINE ie PEANUT BUTTER Potted Meat, 48145 52% | No. 1) 50 Ibs! 2]... 12 75 Ginger, Cochin ...... die scc. és Wood Bowls == oe Te 6 CONG 1h 16 te... << a See Cotton, 3 ply balls |... 75 13 in. Butter ..... 4 ee Hamburger Steak and jaa’ Ne 2 @ie Hemp, 4 ply .......... 25 15 in Butter ........ 7 ———— Onions, 48 %s ...... 1 75 Lake Herring Mixed, No. 2 ....... : oe 17 in. tutta Saaacs -» 11 00 a Corned Beef Hash, 75 % dbl, 100 Ibs. ...... 7 50 be yaa a = VINEGAR ti 2... 12 00 48 WS... sess sense 175 : P iob-0 Cider, Benton Harbor .. 35 bye Lunch Tongue, . SEEDS a eg es ee White Wine, 40 grain 20 WRAPPING PAPER eo me Anise... +-.-++0. nie [Witte _..... @40 White Wine, 80 grain Fibre, Manila, white 7% Cooked Cx Tongues, Canary. Smyrna ..... — fee yee: 92 White Wine, 100 grain 29 fre. Manih, iZ 18 acne ie) meh Conger, Smyrna, cc) Ae Bopper, Cayenne) Qs Sten ae Chili Con Carne, 48 1s 1 80 Cardomon, Malabar 1 20 i Oakland Vinegar & Pickle Kraft == 14 Gory Fue Deena, 43 is 1 sp Celery .---.-seeeeees 65 rae os - a Co.’s Brands. Wax Butter, short c’nt 25 Bel-Car-Mo Brand orcs ce edu 40) temp, Rusaian ...... ae ee @65 Oakland Apple Cider .. 40 Parchm’t Butter, rolls 25 griced poco, eres '* Mixed Bird .......... a4 Oe. Zonziier 740 Blue Ribbon Corn .... 28 YEAST CAKE 8 0z., 2 doz. in case .. Sliced Beet. a. 4 0 Bue write ..-.. a oe yr a Lie pi Oakland White Pickling 20 Masic. = dow _....... - a. vo seeeeee . Sliced Beef, 3% oz. .. 2 70 ie CO (4 feo hl. @38 Packages no charge. Sunlight, 3 doz. ...... 1 00 1 fe se ntsen css ae eee toe SO tte Penang ...... @ 85 Sunlight, 1% doz. ..... 5 Ib. pails. 6 in crate oe SHOE BLACKING oe lata ag Ose wacsinea Yeast Foam, 3 doz. .. 1 45 15 Ib. Lark A ap Mince Meat _Handy Box, large 8 dx. “ Pepper, Lrg seeee bi No. 0, per gross ...... x Yeast Foam, 1% doz. 73 fee neces * at Handy Box, small ... epper, White ...... No. 1, per gross ...... ee ee ee a : da - - Bixby's Royal Polish 1 25 Pepper, Cayenne .... @29 fae 2, 7 wean s 120 YEAST—COMPRESSED pela pe a Moist a 7. He 25 Miller's Crown Polsh 90 Paprika, Hungarian ..@60 No 3, per gross .... 190 Fleischman, per doz. .. 24 : tecrerers Moist in glass .... .. 30 ¢ Relation of the Traveler and the Hardware Trade.* Secretary, Mr. address When asked me to Stroh, first impulse was to decline, as I do not your you, my feel that I am capable of saying any- thing which will hold your interest or be of any particular benefit to you. I have often wished, however, that I might have the opportunity of thank- ing you as an Association for the great pleasure I have had in attend- ing your conventions, and meeting so many of you personally. This year marks the twenty-fifth anniversary of my connection with you as an associate member and I believe in that time I have been ab- sent only three times. I look forward each year to it with, I think as much eagerness as do any of the active members. I have always felt that if the mem- ber benetitted that the personal contact with other deal- in no other way, ers at these meetings, the cessation of competition and laying down for the moment of daily routine, leaving the mind free for the reception of new ideas, that it was worth what it cost in time and money to attend. cares of the In the struggle for a commanding position in the business world too many of us forget that we play only a small part in the great plan that all our affairs are and more or less interlocking, not only in our own line but all and do not that the successes of great in- realize others have a fluence on our own and that a friend- ly attitude toward competition bring us infinitely more than an ad- will verse one. I have seen at our conventions men who at home are engaged in fierce competition meet here on most friend- ly footing and discover that the other fellow was just as worthy as he. So get together with your competitor in your own town and work together for the general betterment of vour busi- ness and your town. men are knowing that while money More and more success is a big factor that it is not what counts for most. “The Relation of the Traveler and the Retail Deal- er, I Shall say first, that t As to my subject, i he traveler who is fortunate enough to have as his customer the retail hardware deal- er enjoys the privilege of business relations with a class of men much above the average and should appre- ciate his opportunity accordingly. I trust that I shall always be grate- ful that my work has been along this line and that I friends in it have found so many who have been helpful to me in every way. ood I shall always remember the ~ 119 advice of one of the former Presi- dents of your Association and one of the most loved men in it, the late T. Frank Ireland, of Belding. When I had been calling on him only a short time and was not at all sure that I could make good, I spoke to him of it one evening and in | he said, as you his kindly way “John, can work just as hard and be honest and fair with your trade and you can’t fail.” That advise was worth while and is *Paper read at annual meeting Michi- gan Retail Hardware Association by John A. Raymond, of Lansing. MICHIGAN TRADESMAN just as much applicable to the man in business as to the traveler. None of you, I am sure, appreciate how much you can help the youngster just I have the honor of being a mem- ber of the Rotary Club and we have a code of ethics of which the fourth is “To hold that the exchange of my goods, my services and my ideas for profit is legitimate and _ ethical, provided that all parties to the ex- change are benefitted thereby.” Can we not all well make application of this in our business lives? The opportunity for service be- tween traveler and retailer was never than and if each may learn to have confidence in the other, it will result in great benefit to both. I believe that the majority of travel- ers have your greatly at heart and are anxious to see and will help you in all ways possible. The trav- comes to you from his house first hand information as to business conditions and_ prospects and a mutual exchange of ideas will be benehtial to both [| am sure most of you as dealers have benefitted during the past few years from in- greater now interests very your success assured eler with formation given you by the salesman and, if you have, no one is more pleas- ed than he. it is a sell you all the goods he can, but if the dealer is alive to his own best in- should be just as anxious former is to sell, for the business man with the salesman’s business to terests he to buy as the stock to- day is the one who is corraling the trade. it i retail to-day I should make it a point not, were in the trade as most merchants do, to jot down entirely out of line, but to go, wants when some at least once a week, through my stock and make a memo of items getting low, with a view, not perhaps, of buying immediately, but to keep them in mind. It would also pay you to go through a general cata- time to recall items of a seasonable nature that you might wish to stock a little later on. logue irom time to The jobber to-day is resorting more and more to special lines, to make up business which has shrunk through his inability to pro- cure some of the old regular lines. the volume of he There are numerous new lines com- ing onto the market which can by right be distributed through the re- tail hardware No dealer, in taking on a new line, should feel that he is compelled to buy an unreasonable quantity of it, salesman store. for any who has his cus- tomer’s interest at heart would rather see his trade buy a smaller quantity of the item than to sell him so much order that he himself gets tired of seeing it on subsequent trips. And, believe me, he does see it, even if you don’t think he does. I should want to have confidence in any man with whom I dealt, if I conducted business and would have it until that confidence betrayed and_ that would definitely end our business re- lations. I believe the men who call upon you to-day, so far as I know them, merit your trust and that they stand ready with suggestions for your bet- terment if you are receptive. The on nrst was jobber has stood most loyally behind you in the anxious years just passed I I think none of them has taken = c a9 *eadvantage of the many opportunities starting on the road, if you but will. ’ they have had to reap an unfair profit for himself. He is in a much more precarious position to-day than the average retailer, for while he very often does not follow the rising mar- ket until his stock is depleted, he must at once follow the decline, while the retailer is hardly ever so heavily stocked on any one line that he is unable to dispose of it at a profit. So have faith in your jobber and in your jobber’s salesman until it shall no longer be merited. Have faith in your business and in the large opportunity for general good. Do your business on the square and hold your head high and, as our good friend, E. A. Stowe, once said in his paper, the Michigan Trades- man, “So live each day, that when night comes you can look any man in the face and tell him to go to Reeds Lake.” I have enjoyed the privilege of speaking to you very much and ap- preciate the compliment extended in inviting me to do so. My heart is full of love for you all and I feel that a traveling man never had a finer vocation than that offered in calling on a body of men like your- selves. —_22>_____ Much Neglected Art of Properly Cooking Cereals. Written for the Tradesman. Ceres, Goddess of Agriculture, must have been growing gray these past few years trying to keep track of all the kinds of food introduced into her jurisdiction. She did not mind the early Latins calling a few things “cer- eales,” because they naturally fell in her domain; it was proper enough to name the great agricultural festival “Cerealia,” and I have no doubt she February 25, 1920 liked to have them call their bread and grain cerealia munera—gifts of Ceres—but when we moderns attach her name to all the kinds of cultivat- ed grasses and mill by-products, cook- ed and uncooked and_half-cooked; toasted this and that, puffed and roll- ed and served as pancakes and “straw cookies—as my little boy used to call some of them—I fancy the goddess may claim the right to protest. I dare say she resents the fact that some are never half-cooked, while others are “predigested.” Wheat, oats, rye, barley, maize, rice, bread-crumbs and what not else are stretched under the head of “cereals,” and now all of their varied fancy forms and remote relatives claim the family cognomen. A good many sins are committeed in Ceres’s name, but on the whole we may be grateful for a real addition to our food supply. Many homemakers are careless and easy-going about cereals; they seem to think that “any old way” of cook- ing and serving them will do. Yet the preparation of cereals is an im- portant matter requiring judgmement, skill and attention. A cereal may be very wholesome or very injurious— according to the way in which it is cooked. And there is considerable difference of opinion on the subject. Oatmeal, for instance. Some doc- tors say that for children and elderly people it should be cooked for at least four hours; others say two hours are enough. In any case, I know that long cooking helps both the flavor and the digestibility of oatmeal. I have found it generally true of cer- eals sold in packages that the time prescribed in the recipes printed on the wrapper is not long enough to cook the grains sufficiently for chil- dren or others with delicate stom- achs. Generally speaking, your water REMEMBER us. It is our intention that every business transaction shall be so satisfactory that it will be a real pleasure to do business with We are Human; we employ a good many people. Any one may make a mis- take, but if there is anything unpleasant or unsatisfactory, please advise us so we may make it right at once. JUDSON GROCER CO. THE PURE FOODS HOUSE GRAND RAPIDS MICHIGAN SATS ACO PRN a February 25, 1920 must always be boiling, bubbling, with salt in it, when you stir your cereal slowly into it. You can cook some cereals ten, fifteen or twenty minutes, after a fashion, so that you can eat it; but this is not really cooking. Try cooking it longer and see how it ab- sorbs the water and improves the flavor. The boiling water is absolute- ly essential to soften the cellulose and swell the starch-grains. If you do not wait for it to boil, and cook the cereal hard the first five minutes, it will taste raw. Oatmeal is the heartiest of the cereals. Cooking slowly overnight in a double boiler is not too long. Oat- meal contains: Proteid) matter) 22). 15.6 per cent. Fat 7.3 per cent. Starch (ces 68.0 per cent. Mineral matter _______ 1.9 per cent. Walter 200 ae 7.2 per cent. Entire wheat and the so-called gra- ham preparations come next in the general order of nutritive quality. As oatmeal is so hearty and contains so much of the rougher part of the grain, it is better to give very young chil- dren (under four) a wheat prepara- tion without so much of the husk or bran, which is beneficial for older, more active children and adults. That is why cream of wheat and the finer preparations like wheatena and wheat- let are given younger children; but these all need long, slow cooking to be wholesome and digestible. I attended last winter a beautiful children’s party where the entertain- ment was very much up to date and the children from prosperous homes, but I was pleased to see what a sim- ple supper was served—cream of wheat, creamed chicken and ice cream and plain cookies. The season ought to make a dif- ference in the kind of cereal prepar- ed for your breakfast and in the form in which it is served. The heavy ce- reals are not suitable for summer. You cut off your proteid matter in the form of meat, eating less; there- fore you should cut off your heavy cereal, such as oatmeal, eating the lighter ones or those that contain legs proteid matter. There are many pleasing ways of cooking the cereal for summer use and serving it with fruit, which is cooling to the blood. Have you tried cooking the cereal the day before, moulding it in small cups and thinning it out to be served with berries, peaches or other fruit? Or try coring apples, filling the cavities with sugar, water, a bit of butter and a dash of cinnamon, then, when they are cooked, fill with a cooked cereal. This, served with cream, makes a de- licious breakfast dish. Watch the weather a bit with ref- erence to foods. When it is cold, serve hot and hearty things; when it is hot, bring on your cold cereals, drinks and desserts. It makes a great difference in the feelings of your fam- ily. Many persons imagine they “don’t like cereals” simply because they never tasted any cereal properly cook- ed. It is really more important that you should know how to make good cereal than how to make pie or cake. It is a much neglected art. Prudence Bradish. (Copyrighted 1919.) ‘or sell building. MICHIGAN TRADESMAN 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 double price. If set in capital letters, must accompany all orders. insertion. No charge less than 25 cents. Cash For Sale—A variety store with small stock of women’s and children’s ready- to-wear wash dresses, aprons, petticoats, muslin and gauze underwear, hosiery, corsets, ribbons and notions. Town of 1,000 inhabitants, good location, beautiful surrounding country. Best of reasons for selling. Phone 111. Address W. &. Clark & Co., Schooleraft, Mich. 748 For Sale—Wholesale and retail bakery in lively Central Michigan town. An- nual income $30,000. Selling price, $2,000. Address No. 749, Michigan Tradesman. 749 For country Sale—General stock located town seventeen miles Grand Rapids, surrounded by farming country. Annual sales, 1919, $35,000. Will accept $12,000, all cash. No trades. No exchanges. Address No. 76, care Michigan Tradesman. 750 in from strong A chance to develop one of the largest propositions in Michigan. New four- story building. Doing good grocery and general business. Hotel. Restaurant. Lunch room. Fountain and candy. Have the farmer trade of three counties. Lack capital to develop. Will sell or take live partner with capital. Address No. (Sl, care Michigan Tradesman. 751 Found—In wash room of Mt. Pleasant, a valuable can recover by proving paying for this add. C. Park Hotel, ring. Owner Ownership and W. Bosworth. 752 FLOUR WANTED-—A FIRST-CLASS SALESMAN FOR CENTRAL MICHI- GAN TERRITORY. STATE EXPERI- ENCE, GIVE REFERENCES AND SAL- ARY OR COMMISSION EXPECTED IN FIRST LETTER. HAVE A GOOD AC- COUNT FOR THE RIGHT MAN. AD- DRESS 753, CARE MICHIGAN TRADESMAN. 753 For Sale—Jewelry store in best little town in Upper Michigan. Address 754, care Michigan Tradesman. 754 For Sale—General stock in good rail- road town surrounded by strong farming country. Stock inventories $6,000. An- nual sales last year, $20,000. Will rent Address No. 755, care Michigan Tradesman. 755 For Sale-—-One of the best cash gro- cery businesses in Jackson, Michigan. Doing a business of $75,000 to $80.000 per year. Low overhead expense and no delivery of goods. My home and _ busi- ness is in Ann Arbor, Michigan, so I can not give this store in Jackson my personal attention. This is my. only reason for selling this store. It will take round $5,000 to handle this proposition. Address H. EE. Pierce or call at 118 E. Liberty St., Ann Arbor, Michigan, if in- terested. 756 Factories Wanted—-We gation from parties factories in small Stanbro, care Livon, solicit investi- desiring to locate town. Address L. W. soard of Commerce, South Michigan. [57 For Sale Or Rent—Best located building in city of Ionia, Michigan. 23x 110 feet. store Room Bert Lampkin. 747 Wanted—Reliable man, not over forty, to take interest and manage large retail business. None but capable men need apply. Address 735, care eae” oo To Rent—Modern brick store in one of the best towns in Southwestern Michigan. For dry goods or general store. Write Yunker & Son, Gobleville, Mich. 736 For Sale—Stock of paints, wall and window shades. Old established business in Michigan town of 3,000. Ad- dress 738, care Michigan Tradesman. 738 GET MY TANKS—Make big money de- veloping films %c per roll. Particulars free. Gillett, Boscobel, Wisconsin. 741 For Sale—Furniture, undertaking and crockery business in city of 5,000. Good going business. Reason for selling, death of proprietor. Address 743, care Michi- gan Tradesman. 743 For Sale—In Business Section of Main St., Flint, Mich. An A-1 grocery store and meat market. Ideal location and every day money maker. Owner must sell within 80 days and will make excel- lent proposition for cash. Direct corre- spondence to Market, 811 South Saginaw St., Flint, Michigan. 726 General Store For Sale—Located ina small town in Southern Michigan and on a branch of the N. Y. C. R. R. The store is a splendid good money maker of about $12,500 stock, consisting of dry goods, men’s furnishings, groceries and shoes, with practically every dollar good first class merchandise. Reasons for selling, owner has other business. Address No. 729, care Tradesman. 729 paper Window Fixtures and Wax Display Forms for sale at a big sacrifice. Also store shelving. Must be sold at. once. Address No. 727, care Michigan Trades- man. 127 For Sale—General stock hardware, gro- ceries and men’s work clothing. 1919 sales $20,000. Two story brick building. Will sell or rent building. Terms to suit. A money maker. Address C. C. Lewis, Dimondale, Michigan. 730 FOR SALE—Combined plant, brewery, artificial ice. and wholesale ice cream plant for sale: fire proof building: half block of ground, trackage, machinery and equipment in fine shape; right now can he bought at great bargain. Address Hast- ings Cream & Beverage Co., Hastings, Michigan. ual For sale or trade for stock of groceries, 120 acres sandy loam soil. Fair buildings: located 1 mile from market, in the heart of the potato belt. Price $3.000. V. Thom- sen Estate, Gowen, Michigan. 732 BIG INVESTMENT OPPORTUNITY: BEST BUSINESS BLOCK IN BEST LO- CATION IN BEST GROWING CITY IN CENTRAL 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. 706 ATTENTION MERCHANTS—When in need of duplicating books, coupon books, or counter pads, drop us a card. We can supply either blank or printed. Prices on application. Tradesman Com- pany, Grand Rapids. $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 munthly, 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 For Sale—1 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. H. Wakefield, So. Boardman, Mich. 707 Pay spot cash for clothing and fur- nishing goods stocks. L. Silberman, 106 Ii. Hancock, Detroit. 566 For Sale—General Stock, in town of 500, in center of strong farming country. Stock inventories about $9,000. Sales last year, $33,000. Rent reasonable. Terms cash. Address No. 711, care Michigan Tradesman. Tit Wanted—Secona-hand safes Will pay spot cash for any safe, if in reasonably good condition. Grand Rapids Safe Co., Grand Rapids. If you want to sell or exchange your business, no matter where located, write me. John J. Black, 130th St., Chippewa Falls, Wisconsin. 725 Wanted to hear from owner of good general merchandise store for sale. State price, description. D. F. Bush, Minne- apolis, Minnesota. 638 FOR SALE—LAMSON PERFECTION CABLE. Cash carrier, five stations, complete with half horsepower, D. C. motor. The F. W. Roberts Co., Prospect and BE. 4th St., Cleveland O. 684 3ANISH THE RATS—Order a can of nat and Mouse Embalmer and get rid of the pests in one night frice $3. Trades- man Company, Grand Ramds, Mich:gan. For Sale Brown-Corliss Engine, 16 x 42 cylinder, 175 horse power, wheel 12 feet by 26 inches. Price $1,350—if taken at once. In service only 6 years. The Kramer Mfg. Co., Indianapolis, Ind. 696 For Sale—Long-established undertaking 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. dress Box 5, Swartz Creek, Mich. For Sale—Splendid chance to buy stock of general country_storee_in Genesce County, Michigan. Write Box No. 737 care Michigan Tradesman. 137 31 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. Cash tegisters (all makes) bought, sold, exchanged and repaired. REBUILT CASH REGISTER CO., Incorporated, 122 North Washington Ave., Saginaw, Mich- lgan. é HEIRSHIP PROPERTY. By order of the administrator we are authorized to sell the 80 acres in section 17 Berlin town- ship, Ionia County, known as the William Young farm, to include all crops now on the place. A 60% bank loan can be se- cured. It’s all high class clay loam and a good set of buildings. Price $5,500. Fred A. Godfrey, Lowell, Mich. 708 FOR RENT—Double Store and base- ment, all modern shelving, full set of counters and floor cases, best location in town. Address P. J. Saxer, Mt. Clare, Nebraska. 709 For Sale--Thriving General Stock, in- voicing $5,000. Last year’s sales $30,000 with store expenses of $1,400. Address Frank Gamby, Coldwater, Mich. 712 « For Sale—The best-paying little va- riety store in Michigan. Situated in a hustling town. Address No. 715 care of Michigan Tradesman. 715 FOR IMMEDIATE SALE—Lumber yard and modern house in good farming community. Also well improved 160-acre farm. Inquire of BASSETT LUMBER CO., Bassett, Iowa. TT For Sale—Grocery business doing an- nual business of $75,000-$100,000. This is an A-1 proposition and will be sold for eash only. For full particulars address No. 718 care Michigan Tradesman. 718 Sale—Hotel Bracelin, Mich. This property has always been a good paying business. Mrs. Bracelin is now all alone. Her son and other relatives are located in Detroit and Mrs. Bracelin wants to join them. The pa- tronage of the hotel has been and now is very liberal.