* : ; ees “a s Ns 4 i ; s s ja? Ath e Kh aed FP ah He | ee ON eee ee Paes a ce is i apis 20 LE « . - EINE (REY QOS AS Ss CER ROOD ; UNS OM AGS DAF NY 2 7, = AACS, , N ‘CDE ann kea7 Ge G ) SAN (i Woe s ) = eee ENC SRE Ae ere ae Sere ia Sy ap Ay Von * Se D mn vy Ai J r LD) ford: a” et ce hen A era ARF CRE EES SS CaS 3 cy Ver ae ee 9 ean es IVE i a Chie Tee UY ( sa HA © AS oD Yay Y eS, gu Cie= Uae 7a SN ES x Coe GUDYLLLZSS Ww Cy VASE iia 2 ee s SMAN COMPANY, PUBLISHERSINGaoa WAS ae lest. IBS 2 | am ee Sa ZS SK DE SOON DISS SSS Re sey Thirty-Seventh Year es rt soee ee APRIL 14, 1920 Nig se 1908 EEE DEE PEPE EEE PERE EEE PQ S CARRY your lamp so that it will give more light and i that your shadow will fall behind you. “Henry Van Dyke.. i \ al PRAIA I IAAI IAA AAA IAA IAN IAAAIA AAS AAAI AIAASAA SAI SAA AAAS PA ASIAA AAS AAA AAA AAA AAA AAAIA AAS AAAI AAAI AAAI ASAI II AAI MH : : : “@ i. sess smoke, and carry it in front | : I 2 Bh ehewdiewd ‘Di . al Ener eerie { : ex : Ha weer Eresi le ciel eas {CC Call Hardware «} : eng 1 : f. Michigan Retail [mpleme : a \Ssociatior QESO- ET S] rs Wal federation € nent and Vehicle De ¢ Va HWiMisstk L114 the Nac Rail ( EWCEV€ eal 1 gy PAV Cii¢ State t {1 ime and etfor us hh S neo 1 eputati ali del t t 1 t] mt let 11101 1c ECC } C Lal | 1 Wito Nad a ( fransportatios ye Du ( | ott ‘ ters He 1s probably ( Cire Ee! Wilo \ relus¢ t fod DIeGees Fr: ) 48 \ his hati oO eprive dent action on al 14 would come betore in the event ot his being G@NGCULIVEe. Ele is loval t 1 JUSE tO IMs enemies. | o¢ EStimlauion Of Nien and Aine WibenGding i acti Feacnes a decisiol i t 1 | 1 his fection he WoO I £ ] ya net ; CoONnomMiCcal aan Strato SIOWHIE SOME OHLEE Ol Eve ) ‘ . man and Child mm Nashy 1 \ ig ér has done with Bad A 4 Toh } Carte \1 personally and protessi hard] aValtaDlé at this tt Of his professional coi pub lr Sel ce rpoOrat!l CL OLG Tait Ut er: ever | Lhe UC «TOM € cl 1s eSpecte \ | home Flas made. a Secretat oO Sta ! Pan laced 1 4 all > Under Sto ) ad detinite decision t ( ( { } OTERCE tt CEN ( { ) s I} + 1 q L ile VALE POLE fe iidertaking to set ) | ayalts ; SCO we a Ca } ' ’ probabil thie lhia tf): €) Heel ( al { at harmonize the w erg | cant ' ACHE CALE ) 1 1 forces and the | LO and cheap Prater Vi “t of the Sleep Sa ( his good 1 OGace gt mud, tine id 1] \ ‘ \ t 1 a Che Cad 1 bik sters who seek to enls ance 1 the. ( 1 14) \] \I ’ yield ( ! MEN OF MARK. C. L. Glasgow, the Nashville Hard- ware Dealer. In the early history ofrailroad build- ing and the inauguration of transpor- tation by rail the American people met the projectors of such enterprises with open hearts and hands. Nothing was too good for them; their most extravagant requests were eagerly granted, often in anticipation, with astounding prodigality. Rights of way, principalities in land concessions, exemptions from taxation, special leg- islation in their favor, all and more were showered upon them and their bond issues were accepted in eager haste and with apparent disregard of probable values. They were hailed as awakeners of dormant energies and the saviors of resources that, but for them, were hopeless of development— as the advance agents of a commercial millenium. And in promises, tacit or expressed, the builders were no less prodigal, often—perhaps in the great- er number of cases—in good faith, this especially to be said of pioneers of railroad construction. But as railroad building and rail- road operation developed as familiar phenomena the enthusiasm waned; distrust succeeded faith, friendship gave way to enmity. From the be- ginning of the unwelcome awakening, with regrettably few interregnums and with more or less—principally more—intensity during recent years transportation interests and an un- fortunately large part of the shipping public have been in antagonistic at- titude—a house divided against itself, an exposition of irharmony violative in effect of all reasunable, common- sense business ethics. With com- paratively few exceptions, absolutely independent interests, the greatest two in the development and the main- tenance of the prosperity of this country, for generations have been actively at war or have maintained a kind of armistice when the well being of both should have constrained com- plete co-operation. Following the expansion of settle- ment, the laying of rails in the new country and the development of na- tural and commercial resources this obstructive influence grew in volume and force It has evolved and _ fos- tered two classes, fortunately a small proportion of the whole, for whose raison d’ etre, as such, no excuse lies in good business usage or tenable pre- cedent—the unreasonable shipper and the prejudiced railroad official. The suggestion of an innovation or the hint of criticism by either arouses at once an instinct, absurd in its lack {i justification, for open and active hostilities. In such disputes, when in their judgment the causes involved warrant, the reasoning shipper is ar- rayed with his unreasoning brother, and in recent contentions the former has been much in evidence numeri- cally and in obstinacy and fervor of protest. To these have been oppos- ed some of the strongest forces of ailroad officialdom, and in the esti- mation of the shipping class, whose judgment it believes is strengthened by his vigorous, courageous promi- nence in public movements and asso- ciation deliberations on the relations of shipper and carrier, the subject of this sketch is a good example of the highest dynamic energy with which they have to contend. Cassius L. Glasgow was born on a farm near Jonesville, Hillsdale coun- ty, February 16, 1858. He is of Scotch parentage. His father came to Michi- xan before the railroads had entered the State. His education was receiv- ed in the district schools and the Jonesville union school, finishing at Hillsdale College. He remained on the farm until he decided to start life for himself, when he engaged to clerk in a hardware store in Jonesville. Later, getting the Western fever, he left his native State, bringing up, after several weeks of investigation, at Sioux City, Iowa, where he found employment in a MICHIGAN TRADESMAN wholesale hardware store as _ assist- ant book-keeper and billing clerk. This position he retained until called home a year later by the sickness of his mother. Being the youngest and only unmarried member of his fath- er’s family, he was persuaded to re- main in Michigan. In 1881 he went to Nashville and purchased the hard- ware business of C. C. Wolcott, which he has conducted with marked success to the present time. In 1896 he added a furniture depart- ment to his business, which has also proved a success, his lines now com- prising hardware, furniture and iarm implements. His unquestioned honesty and frank, open manner in the treatment ot customers won for him a host of friends and built up a large business and he is regarded as one of the brightest and best business men in Barry county. He is an active working member in both the Masonic and Knights of Pythias fraternities. Hon. Several years ago the implement dealers of the State formed an asso- ciation, but either because the proper time for such an organization had not arrived or because it was not prop- erly officered or for some other good reason, it gave up the ghost after a career of two or three years. Later— about sixteen years ago, to be exact— a new association was formed in Lan- sing and Mr. Glasgow was asked to serve as President, which he did. He was re-elected for two successive years thereafter, making his term of service three years. He has been a director ever since and during all this time ‘chairman of the Legislative Committee. Twelve years ago he was elected President of the National Fed- eration of Retail Implement & Ve- hicle Dealers, and for the first time in that organization’s experience was re-elected for a second term—a cus- tom that has since been followed. This organization, as its name im- plies, is practically the ‘Supreme Lodge” of all the state organizations and does very effective work in the settlement of disputes between deal- ers and manufacturers, as to prices, Cassius terms, discounts, territory, warran- ties, etc, not by any means attempt- ing to regulate prices, but demanding that they be uniform to all dealers. This organization insisted that car- riage manufacturers should not dis- continue issuing warranties on wa- gons, buggies, etc., although the Na- tional Association of Vehicle Manu- facturers had so decided at their con- vention. Like the state associations, this organization stands between the manufacturer and consumer to the end that reasonable terms, prices and warranties shall be kept in effect. Mr. Glasgow was born and raised a Republican and has always been a willing and energetic worker for the success of his party. He enjoys the confidence of all political workers, being known as a man who works for the party’s good without thought of personal reward. He has never been an office seeker in any sense of the term and up to eighteen years ago never held any office at the hands of the people aside from President of — L. Glasgow. the village in which he lives, once by appointment and one by election without,an opposing candidate. At the Senatorial convention, held in the fall of 1902, he was the unanimous choice of the delegates as their candi- date for Senator from the Fifteenth district. comprising the counties of Barry and Eaton. He made such a good record on the floor and in the committee rooms of the Senate that he was unanimously nominated two years later to succeed himself for a second term. On account of his excellent judgment and unusual tact, as well as his ability as a force- ful and convincing speaker, he was elected President of the Senate, over which he presided with rare dignity and discretion, receiving the com- mendation and approval of every member of that body. : Prior to 1907 the office of State Railway Commissioner had always been held by a man who was simply a creature of the railroads, which contributed a fixed sum to the cam- Ppaign expenses of a candidate for Governor with the distinct under- standing that they would be permit- April 14, 1929 ted to name the Railway Commission- er. The first time Governor Warner was a candidate, he submitted to this dictation; but in his second cam- paign he broke away from this long- established custom and kept himself free from the domination of the rail- roads. For some years prior to this time the business men of the State had gradually come to the conclusion that the public had rights which should be considered as well as the railways. This agitation found ex- pression in a popular campaign in behalf of the appointment of Mr. Glasgow, who was universally con- ceded to be the best qualified man in Michigan to deal with both sides at issue fairly and dispassionately. Mr, Glasgow was appointed by Governor Warner Jan. 15, 1907, and soon came to be regarded as an acknowledged authority on transportation matters. When Governor Osborn was elected he paid him the highest possible com- pliment he could confer by sending for him and saying, ‘The courts have stated that interim appointments must be confirmed and I want you to know that you are the only interim appointment of my predecessor that I desire shall remain and to that end I am going to appoint you to your position and make sure of it.’ He assisted in drafting the bill creating the Railroad Commission some time later. He was chairman of the Com- mission during the six years follow- ing and during the entire time the work of the Commission was getting started and while the Legislature from session to session added to the work of the Commission by giving it jurisdiction over express, water pow- er, electric light, telephone companies and over the issuance of stocks and bonds. The election of Governor Ferris made the Commission by the appointment of new members, Dem- ocratic, when he resigned the chair- manship in favor of Mr. Hemans. He retired about a year ago with the best record for ability and faithful- ness of any official who ever served the people of Michigan. Mr. Glasgow has frequently been urged by his friends to enter the race for Governor. This year his friends are especially urgent, because of the deplorable condition the State govern- ment has gotten into through the in- capacity, vacillation and nepotism of the present governor, requiring the presence of a strong man to lift the office out of the mire of party politics into which it has been dragged by Sleeper. and his fool friends. The pressure may ultimately become so strong that he will have to yield. Ii he ever does, his friends will see to it that he is safely elected and all who know him are satisfied that he will make his mark as chief executive. Mr. Glasgow was married to Miss Matie C. Miller, of Jonesville, in 188}, after establishing himself in business at his present location. Mr. Glasgow possesses a charming personality which naturally attracts and holds men. One cannot come in contact with him without feeling that he is in the presence of a true gentle- man. His aim is to do right, to stand for the right and to be kind to all. He does not preach to others, but he sets them an example. In an unos- tentatious yet magnetic manner he shows them the way. “One of the best and finest of men,” say all, and a man with that reputation must have earned it. —_>-.____ East Jordan—Detroit—The Dear- born Sales & Service Co. has been in corporated to deal in automobiles. truck, parts and accessories, with an authorized capital stock of $1,000, all of which has been subscribed and paid in in cash. —_2-___ Montgomery—The Tri-State Cor- poration Association has changed its name to the Tri-State Co-Operative Association and increased its capital stock from $10,000 to $30,000. 4 5 eet AB a S. ’ a 7 r ig: Psa. \ ¥ . ‘ f i] ‘ 4 ( att) at. terete. 7 « > f 7 r ‘ ag = : { Monet... ’ Pier ape A - ¢ a t wont ae 2 : ' ae : ¢ f A . \ 4 DP inictniel as |. MICHIGAN TRADESMAN a ., increta i Wis geet Aetna . e t ‘ ’ ‘ 4 The Service a Salesman Renders A salesman should be an Ambassador of Ideas—a man who enjoys the confidence of his trade, gathers their thoughts and experiences and retains the valuable information for the benefit of his customers. He is also in constant touch with the buyers of all the different de- partments and absorbes their knowledge of the markets. Good salesmen have buried somewhere in their experience ideas which possess a real value for you—ideas which can help you solve many of your perplexing problems. When a salesman talks he should tring to you the best thoughts and the best ideas that his intercourse with the world can furnish. He comes with an enlarged viewpoint—with an intimate knowledge of mar- kets, conditions.and changes, as well as the ambition of his house to serve its customers in the most satisfactory manner. WORDEN salesmen are discerning, rational, clear-visioned men who are picked because of their business ability as well as their gener al knowledge of wholesale and retail merchandising, which should be of value to you. It is their desire and ours that in these times of trying conditions and changing markets they shall fulfill their obligation and keep themselves ready to answer your questions as far as is humanly pos- sible. This is co-operation and a part of the WORDEN service. W ORDEN ( y;ROCER ( OMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN SH MN aN AT, Movement of Merchants. Vermontville—The newly organ- azed Citizens Elevator Co. has pur- chased the C. A. Anderson & Son elevator and will take July 1. Marquette— Matthew Burke has en- gaged in busines possession s at 625 High street, carrying lines of plumbers’ supplies and accessories. Grand Haven--Anthony Kooiman has sold his grocery, tea and Botbyl, tinue the business in connection with spice stock to Rene who will con- his bakery. St. Johns—Ralph Aultman has pur- chased an interest in the stock of the & 5. Clark Store and will assume the ment of the office. Jackson—The Farm Power Machinery manage- Shoe Co. with an au- $5,000, all subscribed and $3,500 paid in in cash. Holland—G. T. the Model the double Triangle has been incorporated thorized capital stock of of which has been Hann, proprietor of has purchased brick block from Post estate. The consideration is said to exceed $25,000. Port drug store, two-story Oil Co.., Inc., has been organized with an au- capital $30,000, of which amount $18,000 has been sub- scribed Huron—The Huron thorized stock of and $3,000 paid in in cash. Detroit—The H. E. Watson Bat- tery Corporation has been incorpor- ated with an authorized capital stock of $4,000, $2,100 of which has been subscribed and paid in in property. St. Johns—Nick Pappas, proprietor of the Sugar Bowl, has purchased the store building which he has occupied for some time and will remodel and improve it, making it modern in every way Marquette—Louis Persitz has re- moved his shoe stock to 108 Wash- ington street. thus adding greatly to his floor space. The has been remodeled and lines of children’s and men’s shoes added to the stock. store Carson City—E. S. Brooks has sold his interest in the general merchan- dise stock of E. S. Brooks & Son, to his son, Roy S. Brooks and Roy business will be style of Brooks E. Warner and the continued under the & Warner. Ann Arbor—The Grocer Co., wholesale grocer and confection- Swisher er, has merged its business into a stock company under the same style with an authorized capital stock of $150,000, $102,000 of which has been subscribed and $15,000 paid in in cash. Seney—Herbert Peterson, istique, has bought the of Man- interest of Cook, in the lum- which they his partner, U. L. bering have been conducting near Seney and will operate alone operations next season. They re- cently purchased a stock of timber in large this section. shoe build- occupy Lansing—Page & Harryman, dealers have leased the entire ing of which they the first floor and and occupy the now only remodel it second floor with a will stock of children’s shoes and devote the entire first floor to men and wom- en's shoes and a complete line of hosiery. Dick of Rockford, Nelson remodeling it preparatory to occupy- with a stock of furniture Rockford business will be ment ot E. M. Jay Gilbert. Adrian—Weestgate & Condra, cloth- iers, have merged their business into Cedar Springs—The Kimm Furniture Co., has pur- chased the building and is ingit as a store. The under the Hubbard, branch to its manage- assisted by a stock company under the style of Westgate, Condra & Co., to deal in clothing and = general merchandise, with an authorized capital stock of $100,000, of which amount $69,200 has been subscribed and paid in in cash. Jackson— The Arrow Clothing of New York City, has taken a long time lease on the store build- ing at 106 West Main street and after thoroughly remodeling it will occupy Shops, it with a stock of clothing and men’s furnishing goods. The Jackson store will be the twenty-sixth in the chain of stores controlled by the Clothing Shops. Manufacturing Matters. Bay City—The Northern Oil Co. has increased its capital stock from $40,000 to $150,000. Kalamazoo—The Peck Iron & Steel Works has increased its capital stock from $30,000 to $60,000. Detroit—The Art Stucco Materials Co. has increased its capital stock from $30,000 to $50,000. Escanaba—The Escanaba Paper Co. has increased its capital stock from $1,650,000 to $2,100,000. Detroit—The Senn Tool & Machine Co. has increased its capital stock from $30,000 to $100,000. Eaton Rapids—The Hall Knitting Co. has purchased the Belknap build- ing which they now occupy. Holland—The Standard Grocer & Milling Co. has increased its capital stock from $80,000 to $150,000. Saginaw—The Wolverine Glass Co. has been Arrow incorporated with an au- thorized capital stock of $125,000. Detroit—The F. P. Electric & Man- ufacturing Co. has increased its cap- ital stock from $50,000 to $150,000. Detroit — The Detroit Insulated Wire Co. has increased its capital stock from $1,000,000 to $2,000,000. Ontonagon—The Ontonagon Lum- ber Co. has been incorporated with an authorized capitalization of $100,- O00. Zeeland—The addition to the Mich- igan Star Furniture Co. plant is near- ly finished. It will house the machine department. Detroit—The Whip-O Corporation, manufacturer of food products, has in- creased its capital stock from $10,- 000 to $50,000. Detroit—Thorp, Hawley manufacturer of confectionery, creased its capitalization 000 to $125,000. New Dalton— we (Co. has in- from $50,- The Cleveland Cliffs Iron Co., of Ishpeming, has purchas- ed the entire plant of the Dalton Lumber Co. at this place and_ will operate. Detroit—The Co. has Steel incorporated with an authorized capital stock of $50,000, all of which has been $5,000 paid in in cash. Detroit—The Peacock Radiator Co., Inc., has been organized with an au- thorized capital stock of $10,000, all of which has been subscribed and $1,000 paid in in cash. Wayne—The Enot Foundry Co. has been incorporated with an au- thorized capital stock of $500,000, all of which has been subscribed and $500,000 paid in in cash. Detroit—The Curran Radiator Cap Co., Inc., has been organized with an authorized capital stock of $25,000, of which amount $15,500 has been sub- scribed and $2,500 paid in in cash. Detroit—The Alloy Steel Forge Co. has been incorporated with an au- thorized capital stock of $35,000, all of which has been subscribed, $2,250 paid in in cash and $1,250 in property. Hillsdale—B. E. Poor has merged his cigar manufacturing and whole- sale and retail cigar and tobacco business into a stock company under the style of the Burton E. Poor Co., Inc. Montague—The White Lake Can- ning Co. has been incorporated with an authorized capital stock of $25,- 000, of which tamount $12,500 has been subscribed and $2,500 paid in in cash. Detroit—The Oxford Varnish Cor- poration has been incorporated with an authorized capital stock of $200,- 000, of which amount $120,000 has been subscribed and $20,000 paid in in cash. Heppenstall been subscribed and Detroit—The Charlevoix Machine & Tool Co. has incorporated with an authorized capital stock of $20,000, of which amount $10,000 has been subscribed and $4,500 paid in in cash. been Detroit—The Co. has Vin-Ade Jeverage been incorporated with an authorized capital stock of $5,000, all of which has been subscribed and paid in, $4,450 in cash and $550 in property. Calumet-——The (o. has Calumet incorporated with an capital stock of $25,000, amount $16,000 has been subscribed, $6,000 paid in in cash and $2,000 in property. Garment been authorized of which April 14, 1920 Detroit—The American Automotive Apphance Corporation has been in- corporated with an authorized cap- ital stock of $20,000, of which amount $15,000 has been subscribed and $3.- 200 paid in in cash. Automatic Head Light Co. has been incorporat- ed with an authorized capital stock of $15,000, all of which has been sub- scribed and paid in, $5,000 in cash and $10,000 in property. Detroit—The Continental Corporation has been incorporated with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed, Vowagiac—The Howe Piston $500 paid in in cash and $10,000 in property. Wayland—Ryno & Towne have purchased the cement block business of Fred Wallace and the real estat« on the site of the old creamery and will manufacture blocks, Detroit—The Cochran Corporation has been organized to manufactur: and sell automobile accessories, with an authorized capital stock of $10,- 000, of which amount $5,000 has been subscribed and $2,000 has been paid in in cash. Howell- cement cement bricks, ete. building -Rufus R. Ross, of Detroit, has leased the concrete factory build- ing formerly occupied by the Steel Truck Co. and will occupy it with a garage, automobile cessories supplies and ac store and about April 24. Detroit—The Tretoys Co. has been incorporated to manufacture and sell toys, novelties, etc., with an author ized capital stock of $50,000 of which amount $35,000 has subscribed and paid in, $13,500 in cash and $21, 500 in property. Detroit—The Plywood Products Co. has been organized toe manufac machine’ shop been ture and sell steering wheels, all met- al and wood parts, etc., with an au thorized capital stock of $125,000, of which amount $70,000 has been su) scribed and $12,500 paid in in cash Johns—The A. W. Stokes Mai ufacturing Co. has been incorporate! to manufacture sheet metal parts products and stampings, with an au thorized capital stock of $10,000, al! of which has been subscribed, $4,50') paid in in cash and $3,500 in property East Jordan—The Velvet Gum Co. has been incorporated to manufactur: and sell chewing gum, confectioner) etc., with an authorized capital stoc’ of $50,000 common and $50,000 pre ferred, all of which has been subserib ed and paid in, $10,000 in cash anc $90,000 in property. Marquette—The Federal Bakin: Co., composed of local capital wit an authorized capitalization of $12 000 has been organized and has tak over the Federal Bakery, located her: November. Thomas recently of Sault Ste. Mari will be the manager. Detroit—The Waterhouse Laundr, Machinery & Supply Co. has merg¢ a stock compat since last Burns, its business into under the style of the Waterhou Manufacturing Co., with an authoriz ed capital stock of $40,000, of whic! amount $21,000 has been subscribe: $1,950 paid in in cash and $12,600 1 property. April 14, 1920 MICHIGAN TRADESMAN ? ¢ , ey (Na oe — + og. = ATOLEES in tl Le D real rn (fh lipuete iff My Re Y) The Grocery Market. Sugar—The sugar market is very strong. The raw market is a seller’s market and everything offered is eagerly bought at top prices. The be- ginning of the week finds most sell- ers out of the market waiting for higher prices. Refined sugar is like- wise extremely strong. The main reason 1s the advancing raw market and the fact that the demand for re- fined sugar is very much in excess of the supply. Everybody is behind in deliveries, owing partly to the large demand and partly to the limited pro- duction. Refined sugar is undoubted- ly going to be scarce and firm during the coming season. Arbuckle and the American cane both advanced their price from 15c to l6c, but are not ac- cepting any orders on account of be- ing heavily oversold. Sugar is to be had in New York from second hands on the basis of 20%c. Chicago job- bers are asking 22c for granulated. Grand Rapids jobbers are selling granulated—when they have any—at 174c up. Holders of tea appear to be reasonably confident that the bottom is not going to drop out of the mar- Tea ket and from now on the movement of prices will be upward, but busi- ness is undoubtedly very dull. All degrees of traders are allowing their The under- tone, however, is still inclined to be strong, without changes of any kind during the week. Coffee—The market is still very irregular, especially in options, which have eased off considerably during the week. There are still some rum- ors that Brazil is getting ready to unload its large supply of coffee and that is having direct effect upon the market. The Brazil strike is settled so that that strengthening element is eliminated. Altogether the coffee sit- uation is in favor of buyers, but is very unsafe to dabble very much in. Prices for the week, both on Rio and Santos, together with are about unchanged. stocks to get very low. mild grades, Canned Fruits—Pears are selling steadily and are not so abundant as peaches or apricots. The latter are not wanted at the moment. Pine- apple is steady on the better grades and irregular on poor offerings. Ap- ples are in better demand as the seas- on for their heavier consumption is approaching, but cheap evaporated apples interfere with their sale. Canned Vegetables—Some Maine corn canners have withdrawn from the market, where they have been selling at $1.60 factory for fancy 1920 pack. Buying is limited. Spot stand- ard and fancy corn is dull. Owing to the large pack of fancy Maine corn last season there is a surplus, and some spot sales are under the range of $1.50@1.60 factory at which it is quoted. Standard Southern Maine style is nominally quoted at $1.10, but it can be had at $1.07% on a firm bid. Tomatoes are weak and neglected. The Government has reduced its holdings of No. 2s and No. 10s, but has a block of 2,800,000 No. 3 cans to be sold at Baltimore April 15. Whether this is all of the Govern- ment stock the trade is unable to say. Prices all week were close to the following range: No. 2s, $1.05@ 1.10; No. 3s, 1.46@1.50; No. 10s, $5@ 6. Government No. 2s have sold at $1.02% and No. 3s at $1.42%. Cali fornia tomatoes are dull at $1.20@ 1.30 for No. 2%s and $4.50@4.75 for No. 10s. little speculative future needs because of the expected higher There has been a buying against costs of the present season’s pack. Cheap peas have sold well and there has been some attention given to ex- tra standards, but the demand was about $1.30, as there is nothing left below that figure. Future peas are not wanted in assortments. Aspara- gus would be active if enough stock to meet requirements were available, but first hands are out and there is not much left of any grade in other quarters and tips are about all clean- ed up. New pack goods are being bought at unnamed prices. Canned Fish—The feature of the market this week is the announce- ment of the opening prices on lobster, which is offered at $4.75 for halves, $9.25 for pounds and $2.62™% for quar- Portland, Me. An ad- vance of 75c is made on quarters and $1 on halves over the opening last season. Shrimp has been more active of late, as the scarcity of lobster has increased the demand and the light spot stocks are firmly held. Salmon has been dull and not quite so steady. Some Government released has been sold at $3.41 for Red Alaska. It was of the navy stocks and most of it was 1918 pack, although there was some of the 1917 production. Most of it is out of the road. Last year’s production was generally held at $3.50 @3.60, but there was some _ price shading in some quarters. Medium reds held their own at $2.85. Pinks were to be had at $1.80, with some down to $1.75. Chums sold around $1.50. Advices indicate a firmer mar- ket on the Coast than here. No defi- nite word has reached the trade as to this season’s prices. Maine sar- dines were at a standstill all week. The export outlet is small and there is a restricted domestic call. Some ters, f. o. b. weak holders are underselling the market at packing points. As the new season will not start on April 15, Dut May, packers are not in a position to name more likely well into their prices. California sardines are moving in a small way and are steady in tone, except for ovals, which are weak. Imported sardines are not wanted by the jobbing trade, which is Weak holders, 2. - - which are forced to find a market are well stocked up. Tina fish is steady on striped at $6.50@7.50 for cutting their prices. halves. White meat and blue fin are about off the market. Dried Fruits—AIll reports from Cal- ifornia agree in stating that it is too early to estimate the yield, as any figures now would be merely guesses, as the blossoms have not yet set and it is impossible to forecast the yield. The spot market is not active either on large or small sizes. Buyers favor the former and neglect the latter, al- though the difference in price of small prunes attractive to some trades. Cheap offerings of small makes them prunes have had a weakening effect on the. market, and some dealers in the face of this are not buying heavily at present. A reduction in the sur- plus held here is to be noted. Raisins have passed the peak of high prices apparently and they are now immune to declines as was the case when the demand was overwhelming. Reship- ments from abroad and foreign stocks have taken the edge off of the mar- ket, while the pressing, démand is not so probably due at least in part to the unsuccessful attempts to The demand lacks force for both California and foreign and make wine. the market shows an easier tone than in many months. Heavy arrivals re- cently of currants from Greece have depressed the tone of the market and values as well. Some buying against actual needs is going on all the time, but there is no snap to the trade, as the market parallels that of raisins. Apricots are in better demand as the spring outlet has opened. The call is for the better grades of Northern packs in the absence of Blenheims. Southern apricots are still dull and offered at a wide range of prices. Peaches have not shown much activ- ity at any time during the past week. Package goods are being taken in a small way. Pears are at a standstill. The demnd for figs is due to develop in the near future. At present the call is limited. Sugar Syrups—Prices are nominal in the absence of demand for large lots, but refiners are not trying to force business on the basis of current quotations owing to the high and in- creasing cost of production. Nuts—French walnuts have weakened by the depreciation in the been value of the franc, but nuts bought on the basis of pound sterling have shown an advancing tendency. Wal- nuts, almonds and filberts have all been slow sellers and moved only in a small way. Pecans have been hardly salable. Recent arrivals of new Brazil nuts are cleaning up slow- high asking Next month heavier supplies are expected. ly because of the prices. Salt—The trade is steadily taking stocks, but the inter- local jobbing ior cannot be taken care of at pres- ent. Incoming shipments are at a standstill due to the railroad strike. Quotations are maintained unchanged. Cheese—The market is dull, prices about le lower than a week ago, with only a fair consumptive demand and the stocks are reported to be much larger than usual. If we do have any change in price in the next few days, it is likely to be a further slight de- cline. There 1s considerable under- grade cheese being pressed for sale. Provisions — Everything in the smoked meat line ts firm at 4@lc per pound higher than a week ago, ow- ing to the holiday demand for hams and bacon. Pure lard is firm at prices ranging the same as a week light Owing to the price of lard aco, with a consumptive de- mand. substitute being higher than the pure lard substi- product, the market on tute is very slow. Barreled pork, dried beef and canned meats. are Steady, with a light demand at un- changed prices. issued should buy what fireworks they may want. Otten orders are left until the mid- dle of June when manufacturers have completed their make and jobbers have put in their orders, so there are These stocks carried over and therefore Fireworks — Reminder is again to retailers that they only fag ends to get. are not orders are filled only with the goods that are made up to the expected de- mands for the season. Salt Fish—The market on mackerel shows no particular change for the getting rather importations are light. Nothing to speak of is coming from anywhere but Ireland. week. Supplies are low, as the Holders seem to have more confidence in the mar- ket, but the demand is not specially active and it is difficult to predict what mackerel will do. It is not a means, but no important change is noted for the week. seller's market by any Edward A. Atlas, of Detroit, has purchased the property of the Cro- hon & Roden Company, Ltd., deal- ers in hides, of Grand Rapids. The consideration is said to have been in excess of $20,000. The concern’s name has been changed to the Rod- en Leather Co., Inc. > Allegan—Mosier & Weny have sold their Queenola factory together with all of its equipment and stock to Jew- ett, Bigelow & Brooks, of Detroit, who will continue manufacturing the Queenola talking machine under the same style but on a much larger scale. —_>->___ The Economy Manufacturing Co. has been organized to manufacture and deal in building materials, etc., with an authorized capital stock of $100,000, of which amount $50,000 has been subscribed and $10,000 paid in in cash. —__-o-———___ Sparta—Powers & Finch succeed M. Haas & Co. in the grocery and meat business. _ Oo D- Chase—J. E. Smith succeeds J. E. Smith & Co. in general trade. 6 MICHIGAN TRADESMAN April 14, 19° Over the Anti-Profiteer- ing Campaign. New York, April 13—The anti- profiteering campaign of the Depart- ment of Justice is causing merchants everywhere to wonder what is to be the outcome. Most merchants are of the opinion that they have nothing to fear from any fair investigation of their methods and profits, yet there is an uneasiness among merchants everywhere as they read of stores just as reputable as their own being charged with profiteering and indict- ed. Meanwhile. we urge upon our mem- bers the continuance of the policy of co-operation with the Department of Justice and its representatives which was outlined by your Association at the start. No definite margin of profit has been established by the Department of Justice which retailers are expected to observe. It has been the wish of the Department from the beginning that Fair-Price Committees in which merchants are to have representation should determine in each locality what is. fair. If you have merchandise in your stocks marked at 100 per cent. above cost you may expect trouble. The ex- perience of every merchant ought to suggest to him what is a fair profit and every merchant should recognize the seriousness of the situation. He should endeavor to make his prices as low as possible. This is not a time for abnormal profits. Set your house in order. If your prices are not right lose no time in making them right. If you possess the same article of merchandise which you have purchas- ed at various times at different prices, the Department of Justice wants you to average your cost and mark your goods on that basis. If investigators from the Department find that you possess merchandise which you pur- chased at a price lower than the pres- ent wholesale market and if you have marked the selling price of such goods as though you had purchased them at the present market prices you are going to have a hard time explaining it. If you follow the policy of aver- aging you will have no trouble. Mul- tiply the number of articles you have at the old price, do the same with the number you have at the new price, add and divide the total cost by the total number of articles, thus arriving at the average cost. Many members have been wiring and writing us to determine whether investigators have the right to demand information from their books and in- voices. The question really is not whether they have the right to de- mand such information so much as it is whether retailers can afford to re- fuse. So far as the legal right is concern- ed nobody has a right to demand such information from you except upon proper warrant from a court. This has been decided by the United States Supreme Court on Jan. 26, 1920 jin the case of the Silverthorn Lumber Company vs. the United States. The Court’s conclusion follows: “The fourth amendment of the Fed- eral Constitution is violated if Gov- ernment officers seize, without war- rant, documents of defendant named in a pending indictment. Evidence gained by such a seizure may not be used by the Government in any way, and, therefore, refusal by defendant, after return of documents seized, to comply with court order to produce them, is not contempt of court al- though the order was regularly drawn, if it was based on information gained by the illegal seizure, and not upon knowledge of the facts gained from an independent source.” The question, however, is much broader than your legal rights. If you are requested to show your books and invoices and you decline to do so that may be taken as a confession of guilt for the assumption of the public would be that if you had nothing to conceal you would not hesitate to give any information asked for. Uneasiness During recent investigations made in Pittsburgh one of the large stores, when requested for information. with- out the slightest hesitation, allowed the investigators to examine their records; and when the investigators expressed a desire to have a copy of the cost price and selling price of cer- tain items, along with the names of the manufacturers, the time of the purchase, etc., the store immediately permitted this and went even further. It offered to send the actual goods in which the investigators were in- terested to the investigators and allow them to keep them as evidence if so desired. This offer was declined, but up to the time this is written no com- plaints have been announced as hay- ing been made against that store. We believe that such dissatisfaction as may exist in the public mind con- cerning high prices retailers are re- sponsible because they have not kept employes posted so that in their con- tact with the public they could in- telligently impart to customers the reasons why prices are high. One of the members in a large Eastern city has decided to inform all salespecple concerning the cost of doing business. He wants every per- son in the store to know just what the consumer’s dollar pays for. This is a wise course to pursue. it might even be suggested that if graphic charts could be prepared showing a circle representing the con- sumer’s dollar with sections marked to show what part of the dollar goes to pay for merchandise at wholesale, the cost of pay-roll the portion which represents mark-downs which have to be taken and of which the public gets the benefit, and the portion which rep- resents rent, light and heat, etc., these charts placed about the storé would serve the double purpose of inform- ing the customer and reminding the salesperson if the subject comes up. The Board of Directors has author- ized the holding of our Spring con- vention in San Francisco. We have a considerable membership along the Pacific Coast and these merchants who have been loyally supporting the Association have repeatedly invited the Association to hold a meeting on the Coast. The time has come when this can be arranged, so the Spring meeting will be held in San Francisco early in June. The dates will be definitely announced as soon as the itinerary for the British merchants has been completed. Every merchant who can manage to get to San Francisco should be there. Upon those merchants west of the Rocky Mountains there is a _ very definite obligation to attend. The meeting is to be held especially for their convenience and it is up to them to attend and help make the conven- tion a great success. The party of British merchants, in- vited to tour the leading cities of the United States for the purpose of studying American retail distributive methods, will arrive in this country about May 7. There will be twenty in the party and they are the official representatives of the Drapers’ Cham- ber of Trade of the United Kingdom. The arrangements made with these merchants is that they are to pay their own traveling expenses between cities and the merchants in the cities visited will be their hosts while there. Arrangements have been made with the merchants in the cities that are to be visited and complete details will shortly be sent to all members. It is planned to have the party reach San Francisco in time for the Spring meeting. The trip of the British merchants will be made in two compartment cars. There are fourteen extra places in one of these cars. That means that if there are fourteen merchants in the East who would like to combine busi- ness with pleasure and make the trip with the British party they can have this opportunity. Here is a chance to visit the leading stores of the country under the most favorable auspices possible, to get the point of view of these British merchants at first hand and to enjoy a trip which perhaps never can again be duplicated, wind- ing up with the Spring meeting of the Association on the Pacific Coast. Perhpas some merchant who reads this has a son about to go into his business who should have the benefit of a trip of this kind before settling down to work. We can take only fourteen people. If you want to go, or if you want your son to go, write to us to-day. We want to get rid of the excess profits taxes if possible. There seems to be a general outcry ‘against this tax. In Congress the need of re- 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. How about FISH TARP HATS an “BLUE BUCKLE” Daniel T, BAND SLICKERS, d HANDICOATS? All popular FISH BAND styles on the floor. and “PACEMAKER” Overall and Jackets. You can sell them any day NOW. EVERYTHING—PRETTY NEARLY—for MEN. atton & Company The Wholesale Men’s Furnishing Goods House of Michigan GRAND RAPIDS A You can buy here a COM Draperies. Hosiery, Underw variety, ready for shipment: Brown Sheetings WHOLESALE DRY GOODS AAA INUUUUNUNEOYUREUAESEN UAT Ml every way and up-to-date—the reliable products of depend- able mills only. The following lines are shown in great Storm Serges Bleached Sheetings Poplins Nainsooks Wide Sheetings Suitings Piques Sheets and Pillow Cases Flannels Bed Spreads Cotton Ducks Outing Flannels Damasks Tickings Wool Blankets Laces Denims Comfortables Chiffons QUOTATIONS ON REQUEST Paul Steketee & Sons PLETE stock of Dry Goods, ear, etc. All goods first class in White Goods GRAND RAPIDS, MICH HTN Have you given serious thought to or daughter will follow for a livelihood Some for unskilled hand work. workers will be the first to suffer. Sight to secure a Business Education 1 i an during the period of inflated values, Thoughtful their children than the few extra d skilled labor, and to such this message : We offer 10 courses of in length. Each course is a complete oP for_the simnler clerical duties to ions. A. E. HOW A new class in this school starts April 26. PARENTS—ATTENTION what work, trade or profession your son 9 parents and their children are blinded by the high wages now paid BUT—WHAT ABOUT THE FUTURE? The time will come when industrial conditions will change. Then the hand The young man or woman, who has the fore- d become established in a business position é will have the knowled ience to meet the changed conditions with confidence and success. ee. parents are more concerned regarding the ultimate success of | ollars picked up during the shortage of un- | is directed. business training, running from 12 weeks to 85 weeks unit. These courses range from prepara- complete secretarial and executive posi- These courses are a i les ed Commercial Schools, of hice ne as. > the National Association of Accredited U. is a member. School the year ’round. ELL, Manager 7 an —w i April 14, 1920 vision is realized as well as in busi- ness and banking circles and it is nec- essary tor our Association to have a definite policy with regard to tax- ation. In accordance with the reso- lution adopted at our ninth annual convention in February our Board of Directors last Friday reappointed our Taxation Committee and authorized the Committee after a study of the Situation to propose a taxation plan which is to be submitted to all our members by referendum. The Com- mittee will meet at our New York offices Monday, April 5, and in the shortest possible time you will re- ceive a copy of its proposals on which you will be asked to vote. If the necessary two-thirds majority of those voting favor the plan proposed it will become the policy of our Association and we shall go forward and work for its adoption by Congress. Congressman Frear, of Wisconsin, has introduced in the House of Rep- resentatives a bill known as H. R. 13110, the purpose of which is to en- large the powers of the Federal Trade Commission. It is very sweeping in its various provisions and includes among other powers that the Com- mission shall receive and examine complaints of profiteering and unjust prices, that whenever it is charged that any person, partnership or cor- poration is charging or receiving un- reasonable profits on any products or commodities, etc., the Commission may examine the books, reports and statements of such person, etc., and that if the last previous year’s finan- cial statement such person, etc., dis- closes a profit received in excess of 25 percentum per annum, such excess shall be found ‘usurious, unreason- able and_ profiteering.” Thereafter such person, etc., shall not be per- mitted to do business except upon license issued by the Commission up- on agreement that prices will be re- duced to a maximum rate fixed by the Commission. Any person, etc., once convicted of profiteering can do busi- ness only upon a license issued for a period of two years. For doing busi- ness without this license the person, etc., will be subject to a fine not less than $100 nor more than $1,000 per day, or may be imprisoned for not to exceed one year. There is at present no indication of a disposition to push this measure but it should be watched closely Several members have been disturb- ed by an article appearing in a well- known trade publication regarding the requirements of the Bureau of In- ternal Revenue in the matter of in- ventories. Members should not be disturbed over this matter. The brief submitted by our Committe to the Bureau of Internal Revenue asking that the retail inventory method be permitted with other methods has not yet been acted upon but we believe there will be issued within a reason- ably short time a ruling that will per- mit the retail method. There probably will be legislation to raise money for soldiers’ bonuses. At present the disposition seems to be to raise the large sum needed through a sales tax instead of by a bond issue. This will be one more burden for business and the public. Lew Hahn, Manager National Retail Dry Goods Association. ——_ 22s Haberdasher Arrested for Profiteering The “flying squadron” operating against profiteers through the De- partment of Justice, arrested Jos. Nichthauser, a Brooklyn haberdasher, April 10, on a charge that his profits averaged 63 percent. He pleaded not guilty and was held in $2,500 bail for examination April 21. ee The longer time it takes to read your advertisement, the shorter the list of those who will read it. No- body likes to read long advertise- ments. MICHIGAN TRADESMAN Sparks From the Electric City. Muskegon, April 13—Mr. and Mrs. Wm. J. Carl, of Muskegon Heights have returned from a trip in sunny Florida. On account of the shortage of homes in Muskegon Heights, a local corporation has been formed with local capital. Stock to the amount of $600,000 has been issued. The money will be used to help people finance the building of their homes. We welcome this new company in our midst and ask all local people to subscribe so as to make the twin cities larger and better places to live in. The Atkins House, at South Board- man will change hands about the 15th, as Mr. Atkins and his family will move to Grand Rapids. We = are sorry Mr. Atkins we have no house to offer you or we would ask you to reconsider your move and come to Muskegon. . A. H. Meyer has purchased the gro- cery store of D. Hannekamp, 24 Southern avenue, Muskegon. Our brother member, Edward Sas- low, of the Muskegon garage has se- cured the agency of the Studebaker car. Mr. Saslow informs us he has as nice a bus wagon as runs on four wheels. The breaking of ground for the new theater at Muskegon Heights has commenced. This building will be up-to-date in every respect and a welcome addition to the Heights. Mr. and Mrs. Glenn De Nise are the proud parents of a baby girl. We are still waiting for the smokes, Glenn. Joe Doucette, the meat dealer at Shelby, has gone into the fox ranch business and from reports we hear he is doing fine. We hope Joe will enjoy as much success in his new venture as he has in the past in the meat game. Don’t forget the 17th. It is the meeting of the U. C. T. Let us all turn out and show our new officers what we think of them. J. Mulder, of Fremont, has put in a dry goods stock in the Pearson building, recently purchased by him. The appearance of his store is a credit to the community. One of our contributors has asked the writer to mention how nice Mr. Verbeck, of Verbeck Tavern, Pent- water, treats the boys. It has been said that he will play rhum, buy lemonade and Charles Oviatt is posi- tive there is nothing stronger served He makes everything pleasant for the boys while they are his guests. We like to hear news of this nature about the hotels and we know the boys appreciate this kindness from Mr. Verbeck. Why are there not more men like Verbeck in the hotel business? George Hallock 5 Larch avenue, is busy painting his store white and im- proving the general appearance. Mr. Hallock has purchased a soda foun- tain and is getting ready for the sum- med rush. George believes the early bird gets the worm. Thank you, Charles Oviatt and A. W. Stevenson, for the news that helps to make this column possible. The Muskegon Chronicle, in one of its recent issues, states that the news print shortage is not the only trouble that editors are up against to-day. It cites the Mears News, where the editor is asking when Ches Brubaker will serve another mushrat supper. Evidently the editor enjoys a mush- rat supper for a change. —_——_>+ 2 Two Good Topics to Discuss at Saginaw. Lansing, April 13—The State of Michigan seems to be a fertile field for the organization of stores that sell goods on the installment plan. These stores offer a schedule of prices for part payment and have a system of collections, involving garnishment of wages, etc. A very prominent number of our organization has suggested that it would be a good idea for the Fair Price Commission of our State to in- vestigate the prices which are fixed on goods sold on the installment plan. We would request that our members who have had some experience and observation along this line, communi- cate with this office regarding the same. Some stores in the State are using the Morris banking system im making collections on contracts made by installment stores. These subjects will be very important ones to dis- cuss at our next convention. The Common Couneil of the city of Indianapolis have passed an ordin- ance requiring traveling salesmen who stop at hotels and offer for sale ladies’ ready-to-wear goods and other high class pieces of merchandise to pay to the city government a license fee of $150 per day. These salesmen stop at prominent hotels, exhibit a line of high-class merchandise and send let- ters of invitation to well-to-do ladies to call and purchase their goods. This is another topic. which should be discussed freely at our next con- vention. In the meantime, our mem- bers who have ideas on this subject are requested to communicate with this office regarding the same. Jason E. Hammond, Manager Michigan Retail Dry Goods Association. —____+ 2. The home is a great leveler of all rank excepting that of real merit and real worth. Titles, as such, cut very little figure in the home. 7 Criticism of the Cheap Meat Cam- paign. The campaign inaugurated by the Department of Justice to stimulate the consumption of cheaper cuts of meat has drawn caustic criticism from members of the House Agriculture Committee. L. D. H. Weld, of Swift & Co., told the committee the pack- ers were co-operating in the compaign. “TE the testified, “its effect will be to increase campaign is successful,” he the prices of lower grade cuts and probably decrease the more expensive cuts.’ “Then in reality the poorer families now using the cheaper cuts of meat will have to pay more because of this campaign,’ Representative Voight, Republican, Wisconsin, com- mented, “while the people who use cuts will get Mr. Weld said such a result was possible, although some the more expensive their’s cheaper.” good might be done by teaching con- sumers the value of lower priced cuts, adding, “I do not consider, however. that the results of this campaign will be substantial affect the prices of meat materially.” enough to 2A Uusally the chronic talker is a chronic kicker. prior. Power Company. Through its conversion feature than 7%. there profit some time during the next three years. The net earnings of the Cities Service Co. applicable to Common Stock for the month of Feb- ruary were about $1,500,000, or an increase of over 100% over the earnings of August, 1919, six months The CITIES SERVICE COMPANY is generally supposed to have a greater reserve of oil lands than any other company in the country, and in view of the fact that crude oil has advanced from $2.25 a barrel (at which price the oil companies all enjoyed great prosperity) to the present price of $3.50, the natural inference is that CITIES SERVICE COM- PANY should have wonderful possibilities during the next several years. it is possible today for an investor to have a three-year option on CITIES SERVICE COMMON and PREFERRED and still not be obligated to take the Common and Preferred should they sell at a lower price. This is possible through the purchase of the Convertible Three Year Debenture of the Toledo Traction, Light & Power Company (Owned by the Cities Service Company) seeeiog (ee 9714 to net over 8% The security, through a conversion feature, is in fact the general obligation of the Cities Service Company as well as the Toledo Traction, Light & is a possibility of considerable The last issue of Toledo Convertible Debentures showed their holders 26% profit in two years’ time, in addition to an interest return of better Our allotment of these is almost exhausted and we suggest that you write us for additional information or send us your orders. $100, $500 and $1,000 Denominations PRICE 9714 YIELDING 8% HOWE, SNOW, CORRIGAN & BERTLES INVESTMENT BANKERS Grand Rapids Savings Bank Bldg. Grand Rapids, Mich. FRANCE UNDERSTANDS. France sits on the edge of the vol- cano and calls a halt to the rising tide of lava that is bubbling along the German Rhine waiting the first opportunity to spring into eruption and overflow the adjacent country. The more politic British speak softly, gently warning hef colleague to go slow and learn to paddle. This may be all very well, yet the French- man knows the bestial German better than any other man in the world: knows of his treachery and deceit: of his bruitish deviltry when once he is permitted to run amuck among other people. It was because of this knowledge that Joffre and his legions stood firm at the Marne, stonily declaring “they shall not pass.” Ah, that was an epi- that thrilled the served notice that a Frenchman could gram world and die but never surrender as in the days of the Old Guard at the time of the First Napoleon. Lhe German Huns did not pass. Europe and America have good cause to bless old man Joffre and his shed their blood freely on the Marne for stalwarts who God and native land. Now that Germany has broken the treaty of Versailles by sending her armed veterans onto neutral ground, using as an excuse some sort of re- volt among her own citizens, the en- tente allies realize that the word of a German is as the drifting sand— not worth powder to blow it to Guinea. France understands. France has been there before. France knows that once you give an inch to a Ger- man that German will and then some. The only safe way to deal with these brutal and branded outlaws is to treat them to cold steel right at the start. The French are doing this and we honor them for it. take an ell Little Belgium, too, a nation which, next to France, suffered the most for principle during the war, steps into the breach beside her larger cousin, saying, “We are with you, friends, to the death.” England mute; Italy may raise a protesting hand, but France. whose fair fields still attest the depths of German de- pravity, will not remain an idle on- may stand looker while her old enemy intrenches herself anew within gunshot of the border line between the two coun- tries. That neutral zone should be left as the treaty declared it should be left. By permitting Germany to infringe the smallest iota, for any pretext whatsoever, is to belittle the sancitity of that treaty and play once again France will have none of it and for this we honor her. Look over the field again. Recall the past and protest, if you dare, the act of the French general in holding fast to treaty agreements. German treachery has been nearly the death of the French nation. A third attempt might prove fatal. It is not safe for France to relax a sin- gle advantage she now has over the situation. into German hands. once Every Frenchman can re- call those other days when the blood- thirsty and woman ravishing hordes of the Teuton overrun France and MICHIGAN TRADESMAN held the nation by the throat until the last franc of an unrighteous in- demnity was exacted from the con- quered people. France, with the opportunities at present vouchsafed her, has been ex- humane, Transpose ceedingly exceedingly len- ient. conditions, if you please, and conceive, if you can, the uncivilized German ever giving her enemy a fair deal. Whenever the Teuton has been on top he has exact- ed without mercy the last penny of indemnity possible to squeeze from the hearts and homes of a helpless people. ihe French have not forgotten Bismarck, nor the brutal terms exact- ed by him from a fallen enemy, a part of the spoils demanded being two of the fairest provinces of. all France, which, together with a mon- ey indemnity, very severely crippled the French nation and held her al- most as a vassal at the foot of the German throne. From the slough and mire of those old days France, by her heroic efforts, combined with those of the friendly powers, drew herself into the sunlight of life and happiness once more. The solemn treaty made at Versailles pro- hibited Germany from trespassing upon certain reservations along the infernal Hun feels his power he begins the Rhine. The moment the breaking of treaties, as he did at the beginning of the world war in 1914. England and Italy appear to be a bit timid about enforcing the articles France, sitting, as she does, on the outer edge of the treaty to the letter. of the disputed ground, must needs bear the brunt of whatever may hap- pen should it please her old enemy to break every line of this latest treaty and occupy her old position on the River Rhine. Once permit the German beast to overstep in one particular, how long will it be before the soldiers of the late kaiser again cross the boundary and once again murder the men, rav- ish the women and emasculate the children of France? The time to scotch the serpent is in the incipiency of his undertaking. Procrastinate and it will not be many years—perhaps not many months— before the inch taken will become the ell and France will lie once more at the feet of her enemy, prostrate and helpless. The events now moving throughout Europe tell too plainly how- ineffect- ive for good is this league of nations so loudly tooted by certain men in public life. Events are rapidly ex- posing the fallacy of a league which can have power to preserve universal peace. France is alive to the true situation, and we trust the other en- tente allies will bear her out in the stand she has taken for national preservation. If money is so slippery that you can hardly keep hold of it when you are watching it all the time, how can you expect to get some enormous return for money which you invest in some far-way scheme, which you will probably never see and which is ab- solutely beyond your control? REDUCTION OF ACREAGE. Not since the autumn of 1913 has the planted acreage been so small as this, and the unfavorable winter sea- son which has caused the present low condition of the crop is likely to have resulted also in considerable abandon- ment of acreage. The Department of Agriculture’s provisional estimate of yield, as indicated by present acreage and condition, is 483,617,000 bushels. If realized, this result would fall far below the 721,636,000 bushels of 1919 and the 558,449,000 of 1918. It would evceed the winter harvest of 1917, which was only 412,901,000; but 1917 was a vear of admitted deficiency. It would be premature to predict an unsatisfactory American wheat crop this year, even from these unfavor- It is also, perhaps, too early to conjecture as to the effect on grain supplies and prices of a re- duced American yield. Western Eu- rope, where the disbanded armies have in the past year been returning to agricultural labor, ought to raise this year much more wheat than at able indications. any time since the war began. Leav- ing Russia out of account, war in- fluences reduced the yearly yield of France, Belgium and Italy by 260,- 000,000 bushels, and Central Europe must have suffered almost as heavily. But why did our own farmers put in so much smaller an acreage for this season’s winter crop? The ab- sence of the urgent governmental pressure on farmers to extend their acreage—which was a powerful war- time influence, even on the winter wheat crop harvested in 1919—is one explanation. Doubt among farmers as to whether the price will hold with the Government’s guarantee with- drawn, as it will be for this growing crop, is another. But it is also impos- sible to over look the fact that scarc- ity of labor, due to the notorious movement of agricultural workers to the cities, must have been a strong deterrent influence to wheat planting on the war-time scale. Precisely the same influence was visible last year in the planting of the cotton crop. The area sown was 10 per cent. less than the year before. Except for the year 1915, when the very low price had caused voluntary reduction, the acreage was the smallest in nearly a decade. ‘The approaching season on the farms will show whether we may not be in a grasp of a novel economic problem. INFAMOUS GERMAN METHODS. One of the greatest problems facing the American farmer to-day is the supply of potash available in this country for agricultural purposes. Heretofore he has looked to Germany with its great mines of natural potash because America has not as yet real- ized the tremendous significance of potash in its agricultural life and be- stirred itself to manufacture a supply sufficient to its demand from its own natural resources. Even the war which brought this ever-present condi- tion to an acute stage has not as yet had the necessary effect. Now from brutal and debt-ridden Germany comes the report that the Teutonic government intends to na- tionalize its potash mines. To those who are at all familiar with German April 14, 1926 methods this move can be readily in- terpreted as a convenient mask which the individual owners of the potash mines are about to don to hide the nefarious price-practices of a gigantic syndicate. Another interpretation may be that the pseudo-government will attempt to saddle the war debt on its potash mines by boosting the prices for this valuable element to in credibly exorbitant levels. If this “nationalization” scheme is put through it will mean that the American farmer will be faced with the tragical dilemma of paying his hard-earned American dollars to the Prussian potash trust at prohibitive prices or doing without the valuable element which is the life-blood of his acreage. Whichever step he takes, its effect will be quickly felt by every Ameri can in a further elevation of the H. C. of L.. The subject is one of ex tremely vital importance and one that engage the immediate and thorough attention of our ment and the editorial gentlemen throughout the country, who would do well to stimulate the interest o! the Administration in this problem, which surpases many others that our weak and _ vacillating Governmental departments are trifling with. should Govern SNEAKING WAYS OF GOMPERS The present strike of union switch men was precipitated by Gompers and the officers of the switchmen’s unions. As soon as they saw th strike was destined to failure, the, immediately turned about face and denounced the strikers as “outlaws” and the subservient daily press wears the dog collar of the unions through their being apart: to the closed shop, followed suit. which Obviously, it will get us nowher: if every excess on the part of Amer ican labor is at once set down as That cry be overworked. It may easily resul! Bolshevism. may easily in throwing the mass of labor into sullen state of mind engendered b the feeling that labor is being denie: a fair hearing. That is the mischiei arising from the indiscriminate us: of ‘xadical’ and “red” made the two synonymous. which has Ther has always in every movement bee: a Right wing and a Left. There has “boring from In one sense “boring from within” is an American habit of which we hav: been proud. Formerly it used to b always been within. described as staying with your parts and trying to win it to your side. Ii our labor problems are to be met wisely, it is necessary to ascertaii how far left any Left wing is, and whither the boring process tends. Let not the littleness of people dis turb you. Remember that if you hav: been made big enough to do big things in life, you have been mad large enough to overlook little things So do not imagine you are great s: long as by sifting yourself you find jealousy, hatred, malice, or even th« spirit which frets in your heart These and Greatness sleep not i! the same soul. EEE There are no such things as trifles in a great man’s creed. * eas . April 14, 1920 MICHIGAN TRADESMAN Free Advertising Make your fruits on a Dayton Display Fixture eae advertise you That advertising is worth money is shown by the fact that millions of dollars annually are spent for it. Are you throwing away every day dollars’ worth of advertising that lie within your fruits and vegetables ? Success depends on using every by-product and taking advantage of every asset. At- tractiveness, lure, of your fruit is for you its most important by-product, and advertising contained in its proper display, one of your greatest assets. Bring your fruits and vege tables out from boxes, barrels and crates, and show them to the best advantage on a v Make them work for you They make customers In addition to this benefit to your general trade they are guaranteed to increase sales in fruit and vegetables. Perforated metal bins in white enamel finish, keep goods clean and prevent decay. Perfect display makes selection and order-filling easy, avoiding delays. There’s a Dayton to meet the need of any store---write today for illustrated catalog and learn more of how it can make and Save you money. The Dayton Display Fixture Company 712 Monument Ave. Dayton, Ohio 10 Shoe Dealers and Their Advertising. Written for the Tradesman. It is evident to the reader who scans the announcements of leading retail shoe dealers that a new ten- dency is developing in their adver- tising. It is apparent that many pro- gressive shoe merchants have quite outgrown the old-time timidity and conservativeness which used to char- acterize the publicity of the average shoe dealer. Many of these announcements are not only better in tone and quality, but they are larger, occupy more space on the printed page and make a more positive and plausible bid for the reader’s attention. It would seem that a new spirit of daring has developed or is develop- ing among many shoe dealers who used to advertise in a limited and tentative way. Not that they have become sudden- ly reckless and extravagant in their advertising. The writer does not re- call reading a single announcement that gave him any such impression. It is rather that shoe dealers are setting for themselves new and more adequate standards of publicity. They are not afraid of big spreads where facts warrant such investments in newspaper space; and evidently they are spending more time and thought on the preparation of their copy. This new frame of mind respecting advertising, which is reflected in the arrangements of many progressive re- tail shoe dealers, has doubtless been encouraged along by the larger profits Fibre Counter Fits the Hee! . Tiretroed Rubber =HO00D- URKSHU Built Like An Auto Tire ie Oray Tapsule BLUCHER Brown duck upper. Loose lined r insole and counter. Leather sock lining. Gray corrugated rubber sole made to toe, MICHIGAN TRADESMAN which shoe merchants have been get- ting during recent years. For a long time the shoe dealer was par excellence the under dog, to use a somewhat paradoxical expression: he wasn't getting a legitimate profit. He was doing business on too narrow a profit basis: and the big element of uncertainty in the game—the in- ability to choose always the popular sellers, and the practical impossibility of cleaning up everything as he went along, combined to cut down his net profits. All this has been revealed and published by the painstaking in- vestigation of the shoe business as undertaken by Harvard University. But even before that it was a matter of common knowledge to many men of the industry. Naturally, where the profits of a re- tailing enterprise are narrow and pre- carious, the dealer in such lines must hug the shore in his advertising. And that’s what most of the shoe dealers were doing quite successfully in their advertising a few years back. They were playing it safe. And you can’t blame them. There is an element of risk in all advertising. You've simply got to take a chance. Every well-informed advertising man will tell you that there is necessarily waste in all big advertising campaigns. But the principle that justifies it is this: “Sow bountifully and you shall reap bountifully.” Evidently many retail shoe dealers are learning that the old adage applies in the shoe business as well as in some other en- terprises. For the most p part shoe dealers are Fi ea on Extras hal Bock —Soresa! Fabric Toe Bon Keeps 113 shape Half-bellows tongue. Fibre Apri it 1 GET THIS STRAIGHT Merchants Conference City Day April 21, 1920 There is no better chance to kill two birds with one stone than on this day. You cannot afford to miss either one of these large events. The Merchants Conference will be of remarkable in- terest to you and you can reap great benefits from it. The City Day bargains are made as no others can ot have been made, you will really be surprised at what is offered. Also there is no better chance to get personal informa- tion regarding the large Hirth Krause shoe campaign. Remember the date. April 21, 1920 Mirth.Krause Shoemakers for three Generations ee Shoes Tanners and Shoe Manufacturers City Day Grand Rapids, Michigan from tire-tread composition. tubberized toe box. Pneumatic heel. ee For hard work and hard play. where Stout. serviceable footwear is needed. Mail-bag duck uppers, joined by live five the ideal combination of durability heels ease the feet and a leather sock lini n pressure to tir ut excess wei -tread soles, > umatie Pneumatic Men's & and EE _ 6 mie $2.50 Mee ee 1 8 2.25 Roe 11 nm 2 2.00 Women's ee oe 10 Re 2.00 Misses’ (Spring Heel) 11 mo 2 1.75 Child's (Spring Heel) «= ig 1046 1.50 We have thousands of cases of HOOD TENNIS on the Floor. Write for special Tennis Catalogue. HOOD RUBBER PRODUCTS CO., Inc. GRAND RAPIDsS, MICHIGAN Oxfords Will Soon Have the Cal] Bargains Note the Prices 945—Men’s, Chocolate, Genu Single Sole, C-D. - Order yours early as our stock won’t last long. Manufacturers of Serviceable Footwear Herold-Bertsch Shoe Co. GRAND RAPIDS, MICH. Here Are Two Exceptional %46—Men’s Chocolate, Genu- ine Calf, Goodyear Welt, Single Sole, B-C-D S6.25 ine Calf, Goodyear Welt: $6.00 i April 14, 1920 now talking style, quality, service and the like, and yet the appeal to the uni- versal money-saving penchant of hu- man nature is still made. While it is more incidental and doesn’t bulk so prominently as in former years, it continues to be used. And why not? It is both legitimate and effective. Here, for example, is a three col- umn, twelve inch newspaper. an- nouncement entitled: “Economy Base- ment Selling Women’s Oxfords at $5.90.” The argument is in three para- graphs as follows: “A moderate price is of consequence only when the article is exactly what you want. In this Economy Base- ment featuring, the desirability of every style is most pronounced. Five distinct styles include Louis heels, Cuban heels and military heels or walking heels. “The oxfords with walking heels come in bright kid and gunmetal leather. Stitching at the toes resem- ble tips. Oxfords with Cuban heels are to be had in dull kid leather with medium round toes and plain vamps. Those with Louis heels are of dull or bright kid with plain vamps and two inch leather heels. “At all times the shoe section of the Economy Basement is a good place to come for footwear and es- pecially now while this featuring of new spring styles so advantageously priced at $5.90 the pair is taking place.” The text of the advertisement was set in a good reading type, 14 point. The better profits which shoe deal- ers are now getting are enabling them to branch out in many ways and, perhaps, most notable of all in their advertising. Cid McKay. —_—__»~-2>___ Gabby Gleanings From Grand Rap- ids. Grand Rapids, April 13—The Unit- ed Commercial Travelers held their annual memorial services Sunday af- ternoon, April 11, in their hall in the Lindquist building. The services were called to order at 2:30 by Senior Counselor J. M. andermeer, with all the officers in their chairs and a goodly number of cunselors and their friends who came to pay homage to the memories of the departed fraters. Eight brothers, good and true, packed their grips and started on their last journey to that Great Unknown Coun- try during the past year. Their ab- sence has and will be keenly felt by the brothers who have counciled with them in the past. As the names of the following departed brothers were called and their absence declared, Past Senior Counselor Keyes, the oldest Past Senior Counselor of No. 131, presented a lily to the little daughter of A. Borden,, for each of the departed brothers. She, in turn, placed them in a srecpticle at the Senior Counelor’s. station: Wo or Callahan, W. L. Nufer, William Mc- Corriston, J. C. Ballard A. T. Ed- monds, George A. Newhall, H. B. Wilcox, and W. G. McKinley. The eulogy, delivered by John D. Martin, very ably eulogized the lives of the departed brothers and brought very vividly to our minds that we should be ready to begin that Great Journey when the Supreme Counselor on High issues His call. The beautiful serv- ices, which correspond to the regular ritualistic work of the order, were very ably rendered by the officers in charge. The music, under the direc- tion of A. Borden and Mrs. R. A. Waite, was especially selected for the U. C. T. services and the solos render- ed by W. F. Ryden and Mrs. Max Koster, were especially suited to the a MICHIGAN TRADESMAN occasion. It is with leaden hearts that we assemble to pay these tributes, but constancy on the altar of brother- hood lightens our burden and gives us the grand assurance that our de- parted fraters are with us in spirit if not in body. Saturday, April 17, is the annual meeting of Absal Guild, Ancient Mys- tic order of Bagmen of Bagdad. The meeting will be called to order at 2:30 in U. C. T. hall, Lindquist building. Many matters of importance will come before this meeting, including elec- tion of officers, and it is important to the organization that every mem- ber who possibly can be present be on hand. After the newly elected officers are installed, a recess will be taken until 7, at which hour every member with his wife, family or sweetheart will assemble at the hall and all will march to the Crathmore Hotel for the banquet. After all the eats are laid away, another march will be taken back to the hall, when the dance will go on. Gerald F. Cogswell, of the John D. Martin Furniture Co., is in Chicago this week, pertaining to the phono- graph department. J. A. Howden has opened a fine grocery store at 1530 and 1532 Grand- ville avenue. The National Grocer Company furnished the stock. He is running a good restaurant in connec- tion. Tracy Hobbs, formerly engaged in general trade at Kalkaska, is now on the road for the Grand Rapids Dry Goods Company. He handles hosiery and underwear exclusively. Sherwood Hall has so far recovered from his recent illness that he has left the hospital at Mobile and taken up his abode at the Hotel Ralston Coden, Ala. Coden is on the Gulf of Mexico, about thirty miles from Mo- bile. His son, Vivian, is with him until he is strong enough to return to Grand Rapids. Ara E. Motley, (Worden Grocer Company) has received word that his son-in-law, Vaughn Bryant, has been elected business manager of the Trans-Pacific Magazine and the To- kio Advertiser, both published at Tokio, Japan. 3efore his marriage and removal to Japan, Mr. Bryant was Professor of Journalism at the University of Missouri, at Columbia, Mo. IL. F. Shanahan. ——_>->____ You can learn by watching your customer how he likes to be treated, and a careful study of customers will make it easy to treat them all in the way they like. 11 Homeopathic Costume. A nervous old beau entered a cos- tumers and said: “I want a Kittle help in the way of a suggestion. I am going to the French masquarade ball to-night, and I want a distinctly original costume—some- thing I can be quite sure no one else will wear. What can you suggest?” The costumer looked him over at- tentively, bestowing special notice on his gleaming, bald and shining head. “Well, Fil tell you, he said, thoughtfully. “Why don’t you sugar your head and go as a pill?” ———_—+ 2 —____ Love is blind and lovers cannot see the pretty follies that themselves com- mit. students’ Backed by Quality Boosted by Consistent Advertising HONORBICT whale) IN STOCK throughout the country. ance of a much more costly shoe at a minimum The Talk of the Trade 8762—-Mahogany Calf Bal. Oxford, City Last, A-B-C-D ________ $8.40 8763—Mahog. Full Grain Side Bal. Oxford, City Last, B-C-D-E__$6.85 8749—Gun Metal Veal Bal. Oxford, Tremont Last, C-D-E____ _$7.00 Our oxfords have registered a tremendous hit with discriminating buyers The wonderful fitting qualities of the City Last make a big appeal to the man who wants style plus comfort. No. 8763, shown here is constructed of carefully selected, full grain mahogany side stock, a grain inner and a nine iron oak outer sole. price. Last which guarantees style and comfort. RINDGE, KALMBACH, LOGIE CO. 10 to 22 Ionia Avenue, GRAND RAPIDS, N. W. MICHIGAN UN- BRANDED It has the appear- Built on the City Re ARE RS RL SR UE a RA SI MICHIGAN TRADESMAN April 14, 19: /. = = o. = = — = - = > t = = = e = + = = = y foe ¢ r= ee Pe I I N AN wo I A L: a ¢ meee a sa . , — rr ad ‘ — a ¢ ~~ ~~ — - je ee 4 = — es = ima 4 Ss > = a CC mpn= fm _ : a > _ LO t 2a My, Na) \ LW I} Fundamentals of European Unrest. That chronic political disturbances incite financial and economic misman- agement, both in public and in private business affairs, is always too evident this been the case in the past, it is even more so to- day, international tion is not merely more highly devel- oped than before, but inter- national bookkeeping grows daily more and more with the for repetition. If has when transporta- ever interwoven complicated prosperity with every pro- ducing nation. The present situation in Europe re- sembles very closely that during the French when that great event was at its height. In 1793 an- archy and_ official checked the trade in all the neces- sities of French life that vast budget expenditures had to be undertaken. causing a reckless and squandering of national which reacted on every national life of which past week at Essen and other German in- dustrial centers is simply history re- peating itself. Germany in 1920, the vield of indirect taxes fell off through the tion of revolution interference so wasteful resources phase of the France. The rioting has been going on the In France in 1793, as in interrup- and direct could not be collected because of no means to payment in business, taxes enforce many In every part of the world to-day the Government is interfering with many phases of business life and activity. This is possibly less true of the United States than of any other great nation; and it is not merely less true here, but the United States and iingland seem to be the only coun- tries control and though Continental Eu- rope to-day seems to possess an utter localities. where government interference is constantly, slowly, diminishing. lack of that sense of adaptable detach- ment, which has so often carried our own government through crises fully 1S serious as Europe which those which confront to-day. There is nothing citi- zen of the United States who travels in Europe more than the lack of at- tention paid to astonishes the observant agricultural instruc- tion. No country in the world spends as much money on the scientific de- velopment of agriculture as does the United States, and we are not yet 150 years old as a nation. We under- stand there are but two agricultural schools in the whole of France as ‘ompared with the fifty in this coun- try. Every political change is fundamen- tally based on an economic change directly connected with the agricul- tural prosperity of the country con- cerned. The failure of the harvest in France in 1788 and the lack of any scientific method of improving the crops a great factor in initiating the French Revolution, just as the years of bad crops in England before 1641 brought Cromwell to power. Was The War has immensely stimulated the agricultural United States. development of the Our permanent gains in this respect have been worth every- thing that was spent on the purely military phase of our war’s activity. To-day the fundamental need of Eu- rope is not merely raw material, but much greater scientific adaptation of the soil. Unless the tories are to European fac- raw materials, and unless the European laborer can get decent Eu- rope. will present for receive food, conditions in drag om as many, reason many years, for the that the living in simple cost of 1914 is not considerably greater than in the United States, but bids fair to increase in rise in the Europe since merely on the whole Vell PITCAter proportion than here. Germany needs food, clothing and, above all, raw ma- terials. Petty persecutions and silly official disturbances of economic life will never bring about peaceful condi- tions. Each additional European up- set serves to accentuate not merely our own fortunate position, but our tremendous responsibility as regards the world at large. Our responsibility is all the greater because our points of contact with countries overseas are fundamentally those of commercial in- terchange. This greatly increases our ability for international helpfulness. But if we are to have this responsi- bility, we must overcome our lament- Make This Your Bank Established 1853 We not only are prepared and equipped to care for your banking needs, but we also WANT TO DO IT in a way which will meet with your unqualified approval CLAY H. HOLLISTER President CARROLL F. SWEET Vice-President GEORGE F. MACKENZIE V.-Pres. and Cashier PII AAI III III II IAI IIIS III IAI I AID IS SSIS IS IAA ASS AOL YO a aE GRAND RAPIDS NATIONAL CITY BANK. CITY TRUST & SAVINGS BANK. ASSOCIATED OEE TLE ME LS LLIN ELEN ET rT CAMPAU SQUARE The convenient banks for out of town people. the city. district. On account of our location—our large transit facilities—our safe deposit vaults and our complete service covering the entire field of banking, our institutions must be the ultimate choice of out of town bankers and individuals. Located at the very center of Handy to the street cars—the interurbans—the hotels—the shopping Combined Canital and Surplus _______________ $_1,724,300.00 Combined Total Deposits _______________ ---~ 10,168,700.00 Combined Total Resources __._ 12,157,100.00 GR D RAPIDS NATIONA CI TRUST & SAVI ASSOCIATED AN TY 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 ——— a . < ’ asec msicmnend: * anaes April 14, 1920 able ignorance as regords internation- al affairs. Our whole scheme of edu- cation wherever it touches the mak- ing of citizenship should be enlarged to give the citizen of to-morrow at least some analytic idea of our new international position. too few There are far people studying foreign languages in our schools and colleges. We are apt to mistake books and nar- ratives of travel for contribution to international information. We can never realize our international re- sponsibilities until the new generation is trained to them. —_—_2<-<.___ A City Livable Before a City Beauti- ful. would realize his ambi- tions, he must recognize his limita- tions. This rule holds good in the life of a corporation, of a municipality, of a nation. lt a) man We are fond of dreaming dreams and, frequently, through de- sire, we make the dream come true; but every man and every community can dream more dreams in a day than they can realize in a century, and none of the dreams will come true unless two things happen. First, that they stop dreaming for a time, and begin work, and second, that they do not try to put all the dreams into operation at once, when they only have ability to create one or two of the projects foreshadowed in dreams. Every city is emerging from the shadow otf a great world war which arrested normal developments and forced extraordinary expenditure of money, and utilization of energy along lines that did not make for permanent improvement. We must get back to normal. Many things clamor for the doing. Nothing will be done unless we eliminate the non-essentials and concentrate on the essentials. The fundamentals in a great city are streets that can be used for traffic and that are safe for the citizen night and day. Water and drainage that pre- serve life, the primary source of all prosperity. Transportation which makes possible conservation of energy needed by our great industrial These city builders must function or a city dies. It is no dis- loyalty to the policy of the city beau- tiful to give preference, in the pres- ent day to the city livable. ——_2+>__ The “Peptimist.” An optimist is a man who believes that the seed he plants in his garden will grow and look as good as the pictures on the package. A pessimist stands beneath the tree of prosperity and growls fruit falls on his head. A “peptimist” (we claim to have in- vented this) is the happy medium be- tween these two. He doesn’t believe, with the opti- mist, that the seeds will produce something equal to the picture on the package; but he does believe they will grow and bring some return for his labor. Should the fruit from the tree of prosperity fall on his head, he rubs the bump and grabs the fruit. When the weather reports say: “fair and warmer,” he believes it— and carries his umbrella. Like the optimist, he sees the bright their ma- chines. when the MICHIGAN TRADESMAN side of things, and goes ahead, but he also sees the dark side and pre- pares to meet it. And herein lies his success—look- ing not alone on the bright side, nor yet on the dark, but seeing both sides clearly—he weighs each — situation carefully and is prepared. ——_~> +. In these extravagent days, what is being done to encourage the produc- tion of down its consumption in the manufactures and gold and to keep the arts: The production of gold has been discouraged by high prices. In 1919 production failed to equal the gold consumed in industry by over $21,000,000. monetary Gold is the base of our our gold re- serves have been hovering around the point of minimum requirements, and yet the actual production of gold as a base for our currency system has system and Of course, everyone knows that gold mining does not pay with the purchasing power of the gold dollar cut in half. Phe question of conserving our gold sup- ply is also of equal importance. Shall an embargo be placed on its use in in- dustry and the arts? What incentive can be given to the miners to pro- duce more gold? Shall a premium be shown a marked decrease. paid to producers sufficient to com- pensate for the increased cost of pro- duction due to the depreciated pur- chasing power of the dollar? These are pertinent questions, and they are important in the interests of sound finance, which is of itself of para- mount importance. matters should be taken up by Congress and These a solution, if possible, arrived at. Kent State Bank Main Office Ottawa Ave. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $750,000 Resources 11% Million Dollars 3 A Per Cent Paid on Certificates of Deposit Do Your Banking by Mail The Home for Savings JOIN THE SUE Tatts SAVINGS BANK woe 33,000 CO Satisfied Customers know that we specialize in era tle Ate) Lm ta Tae THE BANK WHERE YOU FEEL AT_HOME ean paris § wines ANK ' one 3——C wer TE _ WE WILL APPRECIATE YOUR ACCOUNT TRY US! 13 PETOSKEY PORTLAND CEMENT CO. PETOSKEY, MICHIGAN. Authorized Capital Stock ____._______ $1,500,000. TO THE STOCKHOLDERS: We wish to advise the stockholders of the above company to hang on to their stock. There is quite an active trading going on in this stock and a good many have allowed their stock to go on the strength of certain false rumors. In every case it would be wise to write the Cement Company and get the truth. Those who sell their stock now are certain to regret it in the near future. F. A. Sawall Company, Inc. 405-6-7 Murray Bldg. GRAND RAPIDS, MICH. Fourth National Bank WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier United States Depositary Savings Deposits Commercial Deposits 3 “Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually = ;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 (suardian and Trustee In addition to assuming the care of estates, this Company will act as Guardian or Trustee of the property of minors, or others not legally competent to assume charge of their affairs. A large proportion of the trusts held by the GRAND RAPIDS TRUST COMPANY have been made for the protection and benefit daughters or minors. wives, of mothers, These trusts were made by men who appre- ciated the necessity of protecting their dependents by making a Will and secur- ing the services of an ideal executive. [RAND RAPIOS [RUST [ OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 Oi 14 MICHIGAN’S METROPOLIS. Mercantile News and Changes in Detroit and Environs. Detroit, April 13—M. Friedman, 263 Bethune avenue, is closing out his stock of women’s wear and moving to a new store at Woodward and Parsons, where he will conduct an exclusive men’s furnishing goods store. The wholesalers’ branch of the De- troit Board of Commerce will make a special trade promotion trip to Port Huron April 28. John Liston, of the Liston Dry Goods Co., Royal Oak, and interested in stores in Wayne and Dearborn, is in Orlando, Fla., recuperating from a recent illness. I. T. Bullis & Co. have closed out their retail confectionery store on Woodward avenue and have moved to 24 Clinton, where they will engage in the wholesale manufacturing of con- fectionery. John Putt, manager of the bargain basement for the E. Kern Co., is in New York on a business trip. Louis Glazer, formerly of Kalkaska, has assumed the management of the dry goods store recently purchased from Harry W. Watson, 862 Kerche- val avenue. The Annis Lunch Room will be opened for business in a few days at the corner of Woodward and Jeffer- son avenues. T. E. Lister, formerly of Lum, and Wm. Lehman sales manager for A. Krolik & Co. have purchased the Beattie & Sachse department store, at Pontiac. Mr. Lister will assume the active management of the busi- ness. General improvements in the store will be started at once and a bargain basement will be installed in the near future. Unabashed by the high cost of building Harry Marks of the E. Marks Co. 50 Woodward avenue and one of the local U. C. T. standard bearers has started the construction of a new home on Alexandrine avenue. J. Kaufman furrier has moved into new quarters at 397 Woodward avenue. The newly-elected officers of De- troit Council U. C. T., have startec their new regime with plenty of zit and a slogan “300 new members,’ which for the available material in Detroit is a very small objective tc reach. A “get acquainted” banquet has been arranged for and a snappy circular apprising the members of the time, Saturday April 17, has been issued by the publicity committee which is working in conjunction with the committee in charge of entertain- ments. Probably the most gratifying as well as interesting, lines in the cir- cular, is the terse announcement “no speeches.” James Jonas will be in- stalled as Secretary-Treasurer to succeed Samuel Rindskoff. I Perry Newton is the new Senior Counselor. The Linwood Dry Goods Co., 593 Linwood avenue, has opened a new store at 649 Linwood avenue, in the LaSalle theater building, under the style of the LaSalle Shop. The new store has been pronounced one of the finest equipped shops of its kind in that section of the city. The committee in charge of the candidacy of Stanley J. Hitchings, who will be elected Grand Sentinel of the Grand Lodge, U. C. T. for Mich- igan next June, is working quietly, nevertheless effectively. Mr. Hitch- ings’ qualifications make him an ideal candidate for an executive position. His election and subsequent promo- tion will be a great boon to the United Commercial Travelers organization in the State. P. C. Palmer, department manager for Burnham, Stoepel & Co., is in New York on a business trip this week. Ray Puffer, former Detroiter, was a business visitor in the city last week. Mr. Puffer is manager of the Webster- Anderson Co., department store of Tecumseh. Mr. Hoffmeyer, representing the William Taylor Sons Co., Cleveland, MICHIGAN TRADESMAN was in Detroit in the interests of his house last week. W. D. Adams, general merchant, Howell, was in Detroit last week. Mr. Ballentyne, of the Ballentyne Dry Goods Co., Port Huron, was in Detroit last Wednesday en route to San Antonia, Texas, where he will spend a few weeks recuperating from a strenuous season’s business. Mr. Fox, department manager for A. M. Davison, clothier, Flint, visited the local market last week. S. K. Kahn, of Kahn & Josephson, general merchants of Rogers, was in Detroit on business last week. Lee Atherton, of the Highway Sign Co., has opened a school of sign paint- ing at 79 Woodward avenue. Mr. Colum was in Detroit last week in the interests of the Smith, Bridg- man Co., proprietor of one of Flint’s largest department stores. Charles Bullen has retired from the live stock commission firm of Bishop, Bullen & Holmes, with offices at Dix and Waterman avenues, and has been succeeded by John Jackson, Jr. Poor health was the cause of Mr. Bullen’s retirement. The firm’s name_ has been changed to Bishop, Holmes, Hammond & Jackson. The Kroger chain of grocery stores continue to pay tribute to Detroit banditry. The latest hold-up occurred in the store at 915 Palmer avenue, E. The amount taken was $75. Henry J. Heitkamp, proprietor of a meat market at 1109 Wabash avenue is $350 minus. Thieves, last Thurs- day. George Kramer, formerly with Crowley Bros., and brother, Robert J. Kramer, have engaged in the retail men’s and women’s furnishing goods business in Adrian. George Kramer will look after the active management of the business. Robert, who holds a responsible position with the Big Rock Knitting Mills, of Eaton Rap- ids, with headquarters at 240 Jeffer- son avenue, Detroit, will act in an advisory capacity. His connections with large manufacturing interests will probably prove a big asset to the new firm, which has styled itself Kramer Bros. The store is located at 119 Main street. The Levine Paper Co., 204 Napo- leon street, suffered a loss by fire es- timated at $15,000 last week. George Tait, of the First and Old National Bank, takes first honors for rushing the vacation season. He left Saturday for a two weeks’ sojourn at Wellington, Ont., the home of his parents. April vacationists should be equipped with furs and snow shoes. The most unsafe place for valuables at this writing is in a safe in Detroit. Four were stolen last week and cart- ed away to secluded spots, opened and abandoned. William Rus, formrly with M. E. Smith & Co., Omaha has taken charge of the sample department for Burnham, Stoepel & Co. Joseph Krapp, son of Gustave Krapp, dry goods merchant at 2148 Gratiot avenue, has returned home April 14, 1926 A Monthly Cash Income From Cities Service Company Bankers Shares Amounting, for the past 12 months, to $5.68 per share, approximately equivalent at the present market price To An Annual Yield of 14% Cities Service Company is one of the most important oil producing, transporting, refining and distributing companies in the United States, in addition to controlling 84 subsidiary electric and gas public utilities. BANKERS SHARES—Small Units of Investment Each Bankers Share renresents one-tenth interest in a share of Cities Service common stock of $190 nar value. Bankers shares were created for those desiring small units of investment, when the common stock, due to extraordinary earnings rose to a market value several times its par value. Common stock now pays annual dividends of $6 cash and 15% in com- mon stock. Monthly the proportionate dividend, in cash, is distributed to each holder of a Bankers Share. A STRONG COMPANY During 1919 Cities Service Company produced over 13,000,000 barrels of oil. it owns 3,475 oil wells and has a daily refining Capacity of 33,585 barrels of crude oil. It owns 228 distributing stations in this country. Cities Service net earninas increased from $922,032.59 in 1911 to $19,- - 273,715.C9 in 1919. Last year the earnings were equivalent to 39.09% on the average common stock outstanding. The confidence of the public in this company is indicated by the fact that it has 29, 667 stockholders and over 59,000 owners of its securities. ORDERS WILL BE EXECUTED PROMPTLY CITZ. 4334 BELL M 290. SECOND ‘TRUST BLDG. HILLIKER, PERKINS, EVERETT &GEISTERT Assets $3,572,588 Me Insurance in Force $66,109,220 a Mercuanrs Lirn Insurance Company WILLIAM A. WATTS, President CLAUDE HAMILTON, Vice Pres. RELL S. WILSON, Secretary JOHN A. McKELLAR, Vice Pres. CLAY H. HOLLISTER, Treasurer RANSOM E. OLDS, Chairman of Board Offices: 4th floor Michigan Trust Bldg., Grand Rapids, Michigan GREEN & MORRISON, Agency Managers for Michigan Summer Cottage For Sale Two-story frame summer home at Traverse Point, ad- joining Neahtawanta. House faces beautiful Bower’s Harbor in sight of Traverse City. Fur- nished. Running water in sinks and toilet. Stone sidewalks on two sides. Only a mile from Marion Island, recently pur- chased by Henry ford. Will ex- change for Grand Rapids City or suburban property. E. A. STOWE, Grand Rapids. Ri BARLOW BROS. Grand Rapids, Mich. Ask about our way 139-141 Monroe St od ono (eid. 0) 7.01 POA oe meee ae TTT, YY x . = % % S i Flat Opening Loose Leaf Devices EP oosEJEAF G GRAND RAPIDS, MICHIGAN We carry in stock and manu- facture all styles and sizes in Loose Leaf Devices. We sell direct to you. April 14, 1920 irom the hospital, where he had been confined for several weeks by illness. He is convalescing rapidly and hopes to resume his active duties in the store in a short time. Messrs. Locum and Mellroy, of the Grand River Hurnitune Co. 1385 Grand River avenue, accompanied by their wives, are spending a few weeks in Florida, Mr. Maier is in full charge of the business during the ab- sence of his partners. Mayor Couzens won a signal (?) victory in putting through the munici- pal ownership (piecemeal) of car lines. The next signal will be by the people, calling for help. A, Barnett, 2669 Fort street, West, has disposed of his stock of merchan- dise to stock brokers and the building to a local bank, which will open a branch at the same location. Brasch Brothers will open their ninth branch store in the La Salle Theater building on Linwood avenue. The firm deals in men’s furnishing gcods exclusively. Ray and Edward Krausman, have taken over the active ment of Krausman’s Arcade, 1610 Gratiot avenue, since their return from France, have made marked 1m- provements in the store during the past year and are making a further progressive move to increase the gen- eral facilities of the store. The sec- ond floor, formerly used for a dance hall, will be remodeled into a wo- men’s ready-to-wear and blanket de- partment. The National Cash Reg- ister Co. is installing a new cash sys- tem throughout the entire store. New fixtures will be added and; when: the general improvements are completed, the Krausman store will be one of the largest and best equipped of its kind on the East side. Lowenberg Brothers have enlar ed their department store at 1591 Mt. El- hot avenue and have more than tripled the size of their furniture department. A. Marks, formerly with Weil & Co., has been secured as buyer and gen- eral manager of this department. John Perkowski has moved into his new four story building at 932 Chene street, which will be devoted to a complete furniture and rug stock. Mr. Perkowski’s rise in the mercantile business has been remarkable, his who manage- business having its inception a few years ago in a small store at 897 Chene street. The new building is owned by him. A delegation of underwear sales- men, twenty in number, headed by L. Brevitz, of Burnham, Stoepel & Co., left Friday night for Piqua, Ohio, where they were the guests of the Atlas Underwear Mills. The sales- men were shown the underwear in the course of construction from the plain yarn to the finished product. Besides the educational features of the trip the salesmen were royally entertained by officials: of the com- pany. Sam: J. Cohn, formerly. with the Victor-Vassar Knitting Mulls, has re- signed to accept a position with Ely- Walker Dry Goods Co.,.of St. Louis, Mo., and wilt represent the firm in Southern Michigan. William Cornell is in charge of the local office of the house, with the office and sample room at 401 Bowtes~ building. Joseph J. Krzyzostan has opened a hardware store at 645 Davison boule- vard. Friedman Brothers have succeeded Louis Wasserman in the jewelry business at 2033 Jos. Campau avenue. Mr. Wasserman has been obliged to retire on account of illness in his fam- ily. “A. Bulas has opened a meat market at 1296 Harper avenue under the style of the Star Market. (. A. Michels has remodeled the store building at 2195 E. Grand boule- vard and has opened a first class drug store with its modern accessor- ies_—a. soda fountain and candy de- partment. F. E. Rybicki has succeeded C. E. Wentworth in the harware business at 1853 Jos. Campau avenue, Ham- MICHIGAN TRADESMAN tframck, Mr. tiake his home on his farm near Dry- York country to den. New York, April 13—There is not Honest Groceryman spoke of the any sympathy here with the present The dignity St Johns people going to see the strike. It is only one of the efforts doubtful Grand Trunk depot where it wasn’t. which are evidently being made by taining Chat’s where the Detroit edition of labor unions to become a labor trust Wares; the Grand Trunk should be. and endeavor to dominate industry eds were James M. The successful merchant is he who has learned to do his own thinking. This can be accomplished by ahead.” Sit out your ning down and a certain article you proceed; but, velop a kind of accomplish the results or not. Wentworth is going to Golding. idea and plan for the sale of , then follow the plan and see how you come out. At first you may have to modify the plan as later you will foresight that tell you beforehand whether you eventually will, but methods which bolshevism, de- any other ism, call and thus foreign to _ } benefits of Americanism, will hoys sacrificed their are enough true No Sympathy for Strikers in New through pocketing the key to the port ear has together and there is no doubt they of not by savor socialism, which is foreign born and the tenets and 1 vain. lives for. Americans left by large of New York, no consideration what- ‘'1 a new ever being given to consequent sut- sacrifice fering in the event of a prolonged over the strike. When labor becomes preda- i tory, it 1s just as dangerous i so. and, let plan- ciety as capital would be under like ! write conditions. I was beginning to hope’ ‘Ito peace that capital and labor were getting happiness, pursuing and faith of sovietism, Flanders anarchism or rhe which our There emarkable Opportunity Offered Michigan Investors Statistics show field for farm light and power equipment offers greatest possibilities since advent of the motor car HINK of the places outside of reach of electrical power transmission lines where better light is needed; where electrical appliances could lighten work; where saving could be affected by operating all manner of belt driven machine- ry using small horse-power with a combined light and power plant which will do all these things at the same time. Every farm, camp, house-boat, surburban every place remote from cen- tral station electric transmis- sion lines need electric light or cottage, home electric power or belt drive power, or all three. Moreover, in purchasing equipment that fills all power requirements, the people who live in the country do not need to buy a stationary engine so often con- sidered essential. Litscher Lite ee adaetion ee The field for equipment to furnish light and power for individual use on the farm is unlimited; it is world-wide. The progress of living conditions in modern cities is crystal- izing the desire of the suburbanite to enjoy sim- iliar conditions; and pros- perity is enabling the rural citizen to fulfill his desire. In addition, familiarity with the automobile, the truck, and the tractor has educated the men in the country to understand how to operate individual farm lighting plants, and utiliz- ing all the power they af- ford. Ability to Purchase There are over 6,000,000 farms in the United States. The value of farm prod- ucts for 1919 was over $22,000,000. Thirty- three million Americans (rough- ly one-third of our popu- lation) are more prosper- ous on the average than ever before as witness the GRAND RAPIDS, MICHIGAN OFFICERS AND DIRECTORS | Cc. J. LITSCHER—P hore — Lite H. J. BENN Secy. Litscher Lite statistics which show that one out of every seven people, in Iowa for in- stance, owns a motor car. This is the farmer’s day, and he realizes that gas engine equipment such as the automobile, truck and tractor are not only vital to his business in this day of the vanished hired man, but also actually save him time, effort and money. He appreciates that elec- tric light and power, af- forded by a small station- ary engine, which also fur- nishes belt power, saves him money, time and effort as well as furnishing him electric light, running water and modern con- veniences. He knows the farm lighting plant will increase his property value, cut his fire hazard and in- surance rates; that it will lighten housework and help keep his family happy and at home. The Litscher Lite Plant The Litscher Lite plant is the shrewd farmer’s choice because it supplies elec- tricity for light and motor driven equipment, as well as power for belt driven machinery; because it 1s mechanically superior, al- Gentlemen- Sore ranen, Pres Litscher eee. Secy. Antrim Iron Co., Beare Co., Director Morris Plan Vice-Pres. Morris Plan Bank. f Ny T. J. BARKER—Treas. Litscher Lite alias FRED iy, ROWE-Vico-Pres, Litscher Corporation, Treas. Worden Grocer ‘ Milling Co., Director Morris.. Plan Co. fo. Bank. : oe BE. lL. KINSEY—Director Litscher Lite eee fe A. K. HANCHETT—Vice-Pres. _Lit- efaraGan, Director Morris Plan scher Lite Corporation, Vice-Pres. 3ank, Manufacturer and Capitalist. Hanchett Swage Works, Big Rapids, pr wm. NORTHRUP—Director Lit- Street Michigan; Director Big Rapids Sav- ings Bank. LEWIS W. HEATH—General Manager scher Lite Corporation. Litscher Lite Corporation. : o " ! City and State truly number in- our methods reasonable the day when bludgeon meth- necessary tO Set passed forever. era, made of us hope, it torch of knowledge to lead the way say and to prove by but not as an destruction to 15 God-blessed still further sacrifice that it can’t be done. of labor is lessened by employed in = ob- Feturn FOr 1s capital’s We are living possible by the nearly 14,000,000 men, all world, and the torch which they flung down has been picked up, shall prove the and general instrument and serenity blight the hopes of humanity. The dead in fields can sleep im peace. eee Litscher Lite Corporation, Grand Rapids, Michigan. Kindly send me all facts and figures bearing on the Litscher Lite stock Address sacrifice you made for a better democratic world was not T: J. Riordan. ———__>- 2a \ fortune without a man behind ais a misfortune. though more simply con- structed; because it costs him less to operate and maintain. This is proved by the demand felt by the Litscher Lite Corporation —a demand so_ pressing and so continually grow- ing that the Litscher Lite Corporation must multiply its production. What the Litscher Lite Corporation Offers The Litscher Lite Corpora- tion has world-wide distribu- tion. Its light and power plants have proven their greater usefulness and adapt- ability everywhere. It has behind it a long history of electric and gas engine ex- perience and operates a modern factory of its own. The Litscher Lite Corpora- tion is capitalized to allow reasonable expansion but the demand for Litscher Lite plants is beyond all esti- mates which precedent might indicate and more capital is necessary. To interested parties the Litscher Lite Corporation of- fers this unexpected oppor- tunity to enjoy a share in its business by purchasing stock. Litscher Lite stock issue iS on the open market for the first time. All data regarding the Litscher Lite Corporation's product and its finances are sent you on re- quest. Bear in mind that the Litscher Lite Corpora- tion is managed by men well known in Grand Rapids financial circles. 16 MICHIGAN TRADESMAN MEN OF MARK. W. E. Thompson, Sales Manager Hood Rubber Products Co., Inc. If business consisted merely in de- livery of products to the consumer, most of its transactions could be ac- There human complished by little distributing machinery. the commodities. Coin-operated devices would suffice in would be need of factor in a large proportion of cases. Theoret- ically, it might be feasible to classify the material needs of the people and to apportion the output ci shops and factories by a system of delivery as impersonal as that of the postoffice. The astrous. ed. Lacking the tonic of ambition. in- dustry would grow flabby. ness and laggard workmanship would ensue. Gradually the deadly same- ness of procedure would act as a sort of economic and the people sink the level of civilization. The © striking advancements in every line of endeay- result, however, would be dis- Initiative would be destroy- Listless- opiate would below our present or which signalize the twentieth cen- tury may be attributed in a large element of The electric light, tele- measure to the personal salesmanship. phone, automobile, warm air heater, sanitary hundreds of had to be intro- the people. through the persuasion of salesman- plumbing and conveniences the other duced into lives of Indeed. it may be said without fear of that many of the mechanical comforts of Sup. successful contradiction our day would not be in common use were it not for the work of the sales- man in creating desire for them, AI- though there is little difference in the verbal definition of the terms, sales- man and vendor are as wide apart as the poles. The vendor is merely a huckster. The salesman is a scientist. His is a profession indispensible to commerce and industry. In a true opportunity and Without him, no smoke would pour from the sense he creates opens avenues of progress. stacks of mills and factories. Pro- duction would languish. These are facts obvious and inescapable. To understand them and to apply them is the way to success in business. William E. Thompson was born at Minneapolis, June 7, 1889. He attend- ed the public schools of Minneapolis, graduating from the high school on the academic when 16 course years of age. His first start in business was as stock clerk for the Grimsrud Shoe Co., of Minneapolis, which was then the Northwester: distributing agent for the Hood Rubber Products Co. Within position of three the the absorption of the Grimsrud house by years he rose to house salesman. On the Pioneer Rubber Shoe Co., which was owned by the Hood Rubber Co., he went on the road for the new house. covering the retail trade of Northern Minnesota. He con- Products tinued in this position six years, when he decided to familiarize himself with the manufacture of rubber shoes and tires. This he did by spending a year in the factory of the Hood Rubber Products Co., at Mass. He devoted one work, when he was called by Sam and trained at Camp near Watertown, this Uncle Logan, year to He sailed for Brest in May, 1918, as a member of Com- pany F., 129th Infantry. He wounded in action on the Somme Aug. 18 by a piece of a shell which disabled one arm. Houston, Texas. Was The next six weeks he was in a hospital. On rejoining his regiment he took part in the bat- tles on the Meuse and in the Argonne woods. He subsequently became a member of the Army of Occupation in Luxemberg, returning to this coun- try in June, 1919, having spent twelve months in France as an soldier. American As soon as he was released he was made Assistant Manager of the Shoe Co. at Minneapolis. On the purchase of the Grand Rapids Shoe and Rubber Co.. in Grand Rapids, by the Hood Rub- ber Products Co., Mr. Thompson was Pioneer Rubber Michigan, with headquarters in De- troit; B. Egan, Southern Michigan, with headquarters in Detroit; E. A. Teeven, Detroit, with headquerters in Detroit. The tire department of the Hood Rubber Products Co. is now on a parity with the shoe department, hav- ing grown to enormous proportions during the past half dozen years. Mr. Thompson has joined the B. P. O. E. since coming to Grand Rapids. He has no other fraternal or religious affiliations. He owns up to no hobby except rubber shoes and tires. He hesitates to give any reasons for the success he has achieved in his chosen occupation, but the recital of his con- nections since leaving school clearly shows how carefully he has trained himself to acquire an accurate knowl- W. E. Thompson. promoted to the position of sales- manager of the Grand Rapids house. He assumed the duties of the new position Jan. 1 and has already re- organized the house to meet the re- quirements of the owner. He has en- gaged and trained ten road salesmen as follows: Rubber Shoes: B. Moore, Grand Rapids and environs, with headquar- ters in Grand Rapids; Charles Atkin- son, Northern Michigan, with head- quarters in Grand Rapids: M. W. Por- ter, Saginaw Valley, with headquar- ters in Grand Rapids: P. F. Crowley, Lansing and Flint, with headquarters in Grand Rapids; C. H. Brown, Kala- mazoo and environs, with headquar- fers im Chicago. E. F. Ballentine, Thumb territory, with headquarters in Port Huron. Ties: J. W. Baldwik Western Michigan, with headquarters at Grand Rapids; A. Egan, Northeastern edge of his business and even chance association with him enables the ob- server to note the characteristics of a splendid personality, which would alone account for much of the success he has achieved and the remarkable record he has already made for a man of his vears. 2.22 How to avoid the Army of Idle Youth. Detroit, April 13—Next to the men- ace of trades unionism, which threat- ens to deliver the world over to the LW. W.. one of the greatest evils of the day is the “menacing and dan- gerous” army of young men between the ages of 16 and 26 who refuse to make an honest living by working. The public-spirited citizen, looking over the various evening schools, play- grounds, community centers, etc.— which he supports with his taxes must wonder how it is that such things can be A “menacing army” of young loafers! How is that? _ The answer is that all these institu- tions above named are undermanned. lhe word is not used in its generic April 14, 1429 sense. It should be printed under- manned. The schools and all +! ir correlated activities are being over. feminized, not because the women wish it so, but because econo: ic pressure under low salaries is driv g out the men. When the prospective recruit ry this “army of loafers” first quits school ostensibly to go to work, cur- ious as if may seem, he uses school as headquarters for as n uch loafing as he dare do in the fac. if repeated suggestions to look for a job, He dons long trousers and attends the community dances and other activities of the evening at his school. Vicious. ness has not yet weaned him aw iy. During the day he seeks excuses ic hang around the building. The wors he has done so far is to “shoot craps” in the shadow of his Alma Mater. in the words of a well-known adveriise- ment, “there is still time to save” him A few vigorous menteachers, interest- ed and content in their work, would have saved him—perhaps. It would be worth the municipality’s while to try it anyway. Of course, some are hopeless from the start, But it cannot be that an “army” of them are, or it would be better to send them at birth to a farm and scrap the public schools through which they now pass. With all respect to the fine quality of women teaching boys of the 12 to 16 age there still remains the need to them of inspiration from their own sex during the formative years. Shall we deprive the boys of that inspir- ation? Somewhere, during these years an “army” of them are acquit ing inhibitions against honest work. Perhaps more and better men teach ers might help to mold their all tov plastic minds into forms filled with honest ambitions. Perhaps. Shall we overlook any possible antidote to the menace of the youthful army of loaf ers? Aside from the question of the Jack of men teachers there remains as an- other possible reason the shattered morale of the survivors of the teach ing force, both men and women. |t may not be the one panacea for all these ills, but the immediate remedy, the one to bolster up courage of the remnant of both sexes and to bring the men back to the schools, is a su! stantial raise of teachers’ salaries. The teachers do not ask that th salaries be restored to pre-war pu chasing power. They merely ask «s salaries, which for most of the me: and many of the women have sto about stationary while prices wages of industry have soared, an crease of 40 per cent. for the lowes! paid and 10 per cent. for the high: paid. Robert.N. Stannard IF YOU HAVE AN OIL PUMPING MOTOR INSTALL McQUAY-NORRIS _ AEG US PAT OFF RINGS | Use one in the top groove of each piston. Allows perfect lubrications—controls excess oil. oo i Distributors, SHERWOOD HALL CO., Ltd. . 30-32 Ionia Ave., N.W. Grand Rapids, Michigan i Harness Factory © Business wholesale and retail. Sales about $500 per day. Conditions and prospects first class. Owes no bor- rowed money. Discounts all bills. Death of sole owner reason for selling. La Porte Loan and Trust Co. | | La Porte, Ind. April 14, 1920 MICHIGAN TRADESMAN GROCERS FOR HOTELS, CLUBS INSTITUTIONS, ETC. FOR FLORISTS REFRIGERATORS FOR ALL PURPOSES RESTAURANTS, HOSPITALS, FOR RESIDENCES# >>. OM cites: builds refrigerators for all kinds of business. Thousands of stores, mar- kets, clubs, restaurants, hotels, hospitals, institutions, homes and florist shops depend on McCrays for efficient, economical refrig- erator service. For Grocery Stores—the McCray means more profits due to the saving of food products. Spoilage is one of the biggest losses the grocer has to meet and the McCray stops all such wastage. For Meat Markets—every successful market is absolutely dependent on_ refrigerator equipment—it means success or failure. The McCray Cooler will perfectly preserve your meats. Remember—Thirty years of continuous development have resulted in the perfected McCray System—by which fresh, cold air is kept in constant circulation through the storage chambers. Only in McCray are you certain to obtain years and years of satisfactory refrigerator service. Our position of leadership is a tribute to McCray quality. Our Payment Plan enables any Grocer or Butcher to secure a refrigerator or cooler and pay for it while in use. Increase your profits by saving food—make this saving pay for a refrigerator or cooler. Send for Catalog—Let us send you a catalog that describes a great variety of designs—one to suit every requirement: No. 7] for Grocers and Delicatessens; No. 63 for Meat Markets and General Stores: No. 95 for Residences: No. 52 for Hotels and Restaurants. McCRAY REFRIGERATOR CO. 3044 Lake Street Kendallville, Indiana Salesrooms in all Principal Cities FOR DELICATESSEN STORES SAAN AVN RRAAAAAWAAAWNWW AWWA Sy A \ ae aoe 17 18 How to Prevent Discount Slipping by Your Salesmen. A few days ago a salesman, whom the house had always set down as a business getter, was discharged. In spite of the fact that his volume of sales had been big for years and his earnings proportionately sizable, he was discharged because he had con- tracted so many small bills over the territory that finally merchants and hotels began to pester the house about them and the house discharged the man, When the new man started over the territory his first daily report brought in this statement: “Smith got fully 60 per cent. of his business by offering The discounts that he owes right now and which he would have had to cover on this trip if he had continued with the all the way from 1 to 5 per cent. house are almost as much as my sal- ary for a month.” And in talking the thing over, it was recalled that two or three years ago a friendly competitor mentioned to this particular house that Smith was buying business, but the house figur- ed that Smith was selling good vol- ume, was collecting his bills and that was what he was there for. The house in question is a national advertiser, making a comparatively well-known trademarked line of real merit. In spite of the facts that its products could and do sell on their merits, this particular territory is now “shot to pieces” and it is going to take a long time far the trade to be re- built. Our proposition, then, is this: What MICHIGAN TRADESMAN are all the evils resulting from a sales- man’s slipping inside discounts? How important is it for the sales manager to be on the lookout for this insidious, treacherous and deceptive business? And,-is it ever advisable to tolerate this state of affairs when it is known to exist? Let us take them up backwards. “Is it ever advisable to tolerate this state of affairs when it is known to exist?” Obviously, “no.” And yet I believe it is safe to say that nine sales managers out of ten do wink at the practice. I have one particular man in mind who has three or four men that are notorious dis- count slippers—men who actually get and hold a large portion of their trade by this means. He shrugs his shoul- ders and takes the stand that after all is said and done, the man gets the business and if he is foolish enough and weak enough to give away his salary to buy business, so much the worse for him. But so long as he gets the business, the matter can rest. Another case in mind is that of the local manager of a chain of branches. This man had working for him for many years a great business getter who finally worked himself out of a had to pay higher and higher prices for his business until finally the difference between what he drew in commissions and what he paid out for the business was not enough to make him a living. This branch manager knew that his sales- man bought business, but he figured this way. “I’m here to make a show- job because he ing. This fellow is a fool of the first magnitude and one of these days he will drop out, but in the meantime, I need the business he is turning in to enable me to make the showing I must make.” The ability deliberately to cut off a good corner from the gross sales when the matter can, on the face of it, be indefinitely postponed is some- thing which tests the nerve of most sales managers and many owners who are their own sales managers. In spite of the fact that we ali rec- that slipping is a disease which is invariably fatal soon- later, it is equally a fact that ognize discount er OF the great majority of sales managers can not definitely say to themselves that they rigorously investigate every report of discount slipping and, if they tind it true, discharge the sales- The very fact that mighty few men will admit this, even man on the spot. to themselves, is what keeps this thing going on, year after year. Salesmen on the road know that a good deal of this sort of thing exists. But it goes on under cover, winked at by dealers, by sales managers and by many owners. It is a condition which seems to go on because, in the end, the men stand out against it in their own organizations, do not take the trouble to bring it home to houses who practice it, know- ing that sooner or later the natural boomerang will clean the thing up who and do it more thoroughly than any- thing else would do it. At the same open meeting the attitude against discount time, while in April 14, 192 slipping is invariably antagnostic, does exist to a considerable exten} It is one of the carry-overs of th: old school of salesmanship which went out and got the business “any old way to get it.” The importance of the sales man- ager being constantly on the lookou: to break up discount slipping is tre mendously evident when the evils which ultimately result from this are considered. The outstanding evils of the sys- tem are two. In the first place the practice is fundamentally dishones; end the man who practices it is pri marily crooked, and while the slipping of discounts will not in itself deprive the house of money to which it is en titled, the man who practices it soon er or later gets into hot water and it is only a step to cheating the house o: the customer. In addition to that. is the fact that the goods are not prop They are bought prima: f the special discount which the salesman slips to the deale: and not on the merits of the goods. A certain house was breaking into local advertising. It was a small traveling six salesmen ove: a purely local territory, but it had ambitions to spread. It began do- ing business with an advertising agen cy worked out a trade-mark and a plan of advertising and copy began to appear. The salesmen were sup plied with bulletins and arguments for “selling” the advertising to the dealer. Apparently, the advertising was exactly right and was hitting the spot because sales came along nicely practice erly sold. ily because of house, Have the Call Among Corn Flakes Because —They are superior in flavor and quality—they please and hold trade. —The sale is guaranteed by steady forceful advertising. —Post Toasties are backed by a fair, liberal profit to grocers. Stock Well on Post Toasties to Meet the Big Demand Ahead POSTUM CEREAL COMPANY, Inc., Battle Creek, Michigan sales policy that insures good WAAL at . x N eee x ey BN sev RAI We fe: 5 * April 14, 1920 on the branded piece of goods. On the strength of a two-year showing the house sold some stock and turned the proceeds into a large advertising appropriation, extended its field of operations over a much wider zone, put on six more salesmen and obligat- ed itself for a great many thousand dollars extra space bills. When the thing had gone along for almost a year and sales failed to materialize as they should and repeat business proved even slower, the house began to investigate, but the showing of the majority of the old sales force in the old territory seemed to warrant a continuation. It was not until, a few months later it developed that four out of the six old men were and had been slipping discounts that it became evident that the business was being purchased il- legitimately and that the advertising campaign was primarily wrong and that the business which was ostens- ibly obtained on the strength of the advertising was really obtained by discount slipping. A great many thousand dollars and much valuable time and good will were lost, due to the fact that neglect whether wilful or otherwise, to break up a pernicious practice permitted it to go on until its ultimate breakdown came near to dragging the whole business with it. If there is any one house which must, for its own sake, be continually on the lookout for this habit of buy- ing business, it is plainly the house which depends on consumer advertis- ing to create demand. If the house MICHIGAN TRADESMAN is getting business for one reason when it thinks it is getting it on ac- count of another, it is fooling itself, often disastrously. When a particular territory is go- ing strong and the house pats itself on the back that it is due to merchan- dise and advertising and_ possibly bases work in other territories on that particular showing, it is, to say the least, tremendously annoying to find some time or other that the business was being bought. At best, it means long uphill work to rebuild the ter- ritory and it is mighty nearly a heart- breaking job for the new man who tackles the proposition. And when the smash-up does come, as it is bound to come sooner or later, the wreck is generally so bad that any momentary gains are more than offset. Sometimes the methods employed by competing salesmen to break up the game for the discount slipper are of a decidedly humorous tendency, especially for the man who can sit back and watch it. I remember two cracker men working the same terri- tory for competing houses. We all knew that one of the two was slipping all the way from 2 to 6 and 7 per cent. when he had to do it. He was work- ing on 10 per cent. commission. His name was Perette and we had for a long time nicknamed him Pirate. Joe Gorman was working the rival line and had a hard time getting around that little inside discount be- cause neither line was branded and one was about as good as the other. Really the only difference was that one salesman was willing to work on the basis of giving away half of what he made while the other boy was not. Finally Gorman got to the point where he realized that drastic meth- ods and probably an immediate and temporary loss of business was neces- sary in order to smoke Perette out altogether. So he went into a particular store anl the turned him down. “Just how much is Perette slipping And, friendly with most of the trade, he dealer your (he would ask. being nearly wanted. Only 2 per cent., Dick? me tell you something. always got the answer he Now, let I’m not get- ting your business, but you’re a good fellow and if anybody gets an inside Perette is slipping you 2 and giving Watson & Earle 6, price, it ought to be you. When he comes around again, stick him for 10. Bluff him out and settle for 7 or 8, or better yet, go over your purchases for the last six months and make him cough up 3 or 4 Der cent ion the total. Just try it And if you make $50 on the bluff, buy me a new hat.” As Gorman explained to us in the hotel lobby, he wouldn’t cut but if Perrette wanted to split, he would help his game along. And it wasn’t business many weeks. until came high for Perette and six months later he was through. The competing salesman who really wants to do it, can easily break up the prractice on the part of the bare- faced “splitter.” From all angles, the competing concern has an advantage 19 over the one for whom the discount slipper works. In addition to demor- ilizing the standing of the house on his territory, he is fundamentally dis- honest and sooner or later he _ will “get” the house in one way or an- ther But while any sort of house is injured by the practice, it is plain that the house which markets a trade- marked, advertised line suffers the most Of course, any thinking sales man- ager realizes the false position into which he can work himself when a few of his men get to “slipping” dis- counts, but for obvious reasons there are few of us who try to go out and look tor trouble. In fact, one of the particularly bad elements in this disease, if we may call it by that name, is that it is so hard to detect until it has proved fatal. The this vice are generally rather adept in the method of “slipping,” while the dealers are, for evident reasons, men on the road who practice inclined to keep quiet about it. A few weeks ago a group of sales managers were discussing this prac- tice and none seemed to have a good working plan for breaking it up. Continued vigilance seems to be the | best remedy so far evolved. The sales manager who knows it exists and is constantly in the lookout for the thing, without degrading his men by openly accusing them or question- ing them, is going to be reasonably sure of keeping the practice at a min- imum. In fact, houses who openly and strongly oppose the practice seem INCREASE YOUR BISCUIT PROFITS = if late ROE eri Tn x 7 Ri zn mi | _) a eal | iM ot SET ae CRACKERS Advantages of an IDEAL SUNSHINE BISCUIT DEPARTMENT Perfect Display—Clean—Neat—Attractive A Complete Stock with Smallest Investment It Creates Interest and Consumer's Demand Ask the Sunshine Salesman—He Knows JoosE-WILEs Biscurr (OMPANY Bakers of Sunshine Biscuits CHICAGO 20 to have least difficulty with it. The houses in which it is oftenest found are houses who through carelessness or short-sighted negligence either pay no attention at all or even, in cases, “wink” at the practice. About the sanest method for keep- ing the practice out of the sales force was mentioned by the sales manager et a some thirty cracker some force of salesmen. “Iam with my men a good part of the time,” he explained. “About half the time I travel with one or another in various territories. This not gives me a close personal insight into the man’s actions on the road and his relations with the trade, but I also meet many men from other houses and other lines. As often as possible I get into personal conversation with some salesman working a non-compet- ing line because I am anxious to get opinions of our line. Very often the non-competing road man does not know me or my posi- tion. Among men on the road there is a sort of secret masonry, implied rather than expressed, and many things are discussed which are never mentioned in the houses, or, in fact, hardly place than on the in hotel dining rooms or real good line on a man get the unbiased views of six or eight non-competing salesmen and the little ‘dark secrets’ seem to pop out. his unbiased any else trains or lobbies. To get a Road gossip is often as value- any other kind of general chatter, but underneath it all you will find there drifts an element of truth What the road men think of other road men. especially non-competing men, is a good indication of what the man rel- ly is. 4 — ‘eases CSS AS which is worth listening to. And if a man is becoming a discount ‘slipper’ somebody or other on the road soon seems to know about it. flagrant Which brings us around to our pet hobby that the good sales manager’s place is pretty close to the road, where the business is done and that the man who can work with his men on the road and work right alongside ‘salesmen from other houses and be a genuine sales manager as well as a real salesman has a wonderful advan- tage. But that’s getting back to an- other and pretty old story. ——_22.2s__ Rush to Buy Apples for Cider. “Cider is worth watching,” said a wholesale grocer the other day. “I look for a big increase in its consump- tion in lieu of something with more of a kick to it.” This is in line with the upstate newspaper man who recently wrote: idea of an “Old John Barleycorn May wag a leg and wink jovially at the apple tree in a most significant wink. Cider makers may talk of a great vinegar year, but the barrels and vats are singing an anthem against prohibition which grows stronger with the days.” —»+--__ Followed Copy Too Closely. “I hear your nephew is sick,” said a man to his neighbor. “What’s the matter with him?” “Oh, he prescribed for himself out of a doctor book,” said the second, “and nearly killed himself with a mis- print.” MICHIGAN TRADESMAN Pathfinder Which Leads People Into the Wilderness. Cadillac, April 13—One of my good friends and townsmen recently called my attention to an advertisement in the Pathfinder of Jan. 17. This little paper is a weekly published at Wash- ington, D. C., and was entered as second-class matter Jan. 27, 1894. It enjoys the privilege of passing out to the public such advertisements as it contains at a very low postage rate. The advertisement referred to below contained articles of common use in every household and for the informa- tion of the friend who handed me the paper I wrote him the following let- eer: My dear Sir: It pleases me to have a copy of the Pathfinder containing the advertisement of the Big 4 Gro- cery Co. and I am exceedingly glad of the opportunity of placing the fol- lowing data in your hands, as I feel sure you can make the very best use of the information in your visits with the men whom you meet in your work. There is no way that the improve- ment of conditions in the smaller towns and villages can be brought about so well as by keeping the money that is really earned in every com- munity right at home, where it will be used to build better schools, em- ploy better teachers and for the im- provement of streets, churches, pub- lic buildings, etc., but this can only be accomplished by a united effort on the part of public spirited men com- bining their efforts in spreading news pertaining to matters that are ruin- ous to the community and the ways to overcome them. The company making the offer in the advertisement is a concern operat- ing in Chicago, its president being William L. Pohn. It is a mail order house and I might say that a few days before Christmas, 1919, a complaint was made before the Federal Author- ities by the Illinois Fair Price Com- mittee, charging this company with deceptive practices. I have not learn- ed the nature of the charge or the re- sult of the investigation, but will have the information in a short time and will be glad to transmit it to you. Referring to their prices as adver- tised, as compared with the store where you and I deal, the following comparisons may be of interest: Ad Cadillac Price Price 3 lbs. Granulated Sugar ____$ .13 $ .48 1 bar Fels Naphtha Soap___ .02 -10 1 large pkg. Quaker Oats__ .04 .39 1 ib. Pure Baking Powder__ .42 -16 1 bot. 4 oz. Vanilla Flav. Ext. .49 3 m 1b. Pure (Cocoa = 2 .08 1 pkg. Big 4 Brand Best Tea .35 -10 1 Box Powdering Bluing ____ .25 -20 -05 Cost of Goods ____ 2 SL $1.82 Prem: 2 ee None Catigee Lr None Money Order == None Postage E a ee None Tot ee $1.82 Other conditions enter into the deal; for example, the advertisement says Pure Vanilla Flavor Extract. This may mean that it has only the flavor of Vanilla and not Pure Vanilla Ex- tract, in which case the value would be much more than double; again, Powdered Bluing is rarely called for any more. Mast ladies now ask for liquid bluing, the powder- ed being more apt to leave spots on goods than the liquid. This particular grocery company is little known and_ their offerings do not have much influence with the ay- erage buyer, but it is a notable fact that the same variation in price is seen with other concerns that are better known, and we cannot very well consider ourselves good faithful citizens unless we at least show our fidelity to the community where we live, first by giving the dealers an Op- portunity to quote prices, then, if it proves a traitor to our progress and success, we might have a just excuse for seeking such aid from some other community. It will please me very much to dis- cuss any angle of the buy-at-home every campaign and reasons why it pays. I fully believe that the time is at hand when this particular matter must be brought to meetings of women’s clubs and societies, for, after all, they can do more to spread the facts when they have learned them than can men, and I am now working on some plan that may bring about the chance to place facts and figures before them. Merchants, this is a vital question and, now that we have extended the franchise to our mothers, wives, sis- ters and sweethearts, it is but fair that we also get them in on the actual transactions that provides their daily bread as well as ours. We surely cannot deny them this privilege, know- ing that their faithfulness to any trust equals, yea surpasses our own, and their help is what we need in or- der to counteract the mail order propaganda. : : The united efforts of the retail trade operating through the offices of the Retail Grocers and General Mer- chants’ Association of Michigan can and will produce good results if read- ers who are interested will get into communication with the Secretary. J. M. Bothwell, Sec’y. —__.~..._ Shortage of Sugar Booms Sale of Honey. The value of honey to bakers and confectioners as a result of the short- age of sugar has raised the price dur- ing 1918 and 1919 to the highest fig- ures of recent years. The total pro- duction of honey is now estimated to be 250,000,000 pounds. Recent prices would place the value of this crop at fully $50,000,000. The more commonly recognized grades of extracted honey are water white, white, light amber, amber and dark. Quotations are frequently seen on extra light amber. For a few months after the United States entered the war the jobbing price of light amber extracted con- tinued low, dropping to 9c per pound in cans, in St. Louis, during July, 1917. Values increased rapidly that autumn and winter, reaching 18@19c_ per pound central and western cities. The 1918 season opened strongly at 18 @23c per pound and maintained a generally steady rise until December, when light amber sold at 27@28c per pound in St. Louis and New York, with lighter colored stock bringing as high as 29@30c in Cincinnati. The past season has been charac- terized by wide irregularity of price ranges. St. Louis held to 18@20c per pound for honey in cans until April, sagged gradually to 13@l6c in the summer, and since August has kept a steady level of 15@16c per pound. April 14, 19: The market for light amber in Ney York city broke sharply in the spring, striking low point of 13c in May, r covering to 22c in November, and is now weak at 18c per pound. Al other markets showed a drop in price: as the new crop of honey came o; in late spring, with a varying degre: of recovery in the fall. The extraction of honey, allowiny as it does for the return of the coml) to the hive, permits the bees to put more effort into actual honey mak ing and results in a greater hone; production. Extraction, therefore, was encouraged strongly during th: war and sale of comb honey fell of correspondingly. —~.22s—____ It is a Disgrace To be lazy, indolent, indifferent. To do poor, slip-shod, botched work. To have crude, brutish, repulsive manners. To hide a talent because you have only one. To live half a life when a whole life is possible. To acknowledge a fault and make no effort to overcome it. Not to be scrupulously clean in person and surroundings. To be grossly ignorant of the cus toms and usages of good society. To kick over the ladder upon which you have climbed to your position. Not to be able to carry on intel- ligently a conversation upon current topics. Not to know enough about the laws of health to live healthy and sanely. To know practically nothing scien- tifically of the things we see, handle and enjoy every day of our lives. Not to have intelligent knowledge of the general affairs of the world, and the inter-relations of nations. 2-2 Where the Farmer Buys. In an investigation made by the Extension Division of the University of Minnesota to ascertain where far- mers did their buying, inquiries 0! several thousand farmers’ homes showed that 76 per cent. of the gro ceries were purchased at stores in th: nearest community, 16 per cent was personally bought in towns farther away because the storekeeper in this town carried a larger assortment or gave a better price on quantity orders, while 8 per cent. of the groceries were bought from mail ordr concerns. wore themselves. GRAND RAPIDS Blue Buckle OVéFAl/|s ‘‘Strong-for-Work’’ _ Dealers are urged in a good-business way to Investigate the BLUE BUCKLE to examine them with the utmost care and to com- pare them with any overalls they ever sold, or We carry them in stock for immediate shipment. BROWN & SEHLER CO. Wholesale Distributors work-garments: MICHIGAN April 14, 1920 MICHIGAN TRADESMAN 21 ~ Blue Buckle OverAl Blue Buckle sales certainly are growing bigger | 66 every day. More men wear Blue Buckles and Str Ong more men learn about them. It costs less sales- for effort to move Blue Buckle OverAlls off your Shelves! Quick turnovers and steady profits are f W ork”’ assured by Blue Buckles’ supreme quality. Ks Persistent advertising is working in every sales- Akh: field to help make Blue Buckle business even ai bigger. Magazines, farm papers, newspapers, yy. brotherhood journals, trade papers, and bill 7 Le boards in over 1500 towns and cities are carrying NK . a TRADE MARK UNION MADE Sok ix é Ree-U 3. Per" . yw & the story of Blue Buckles extra wear-quality and A + y / F » work-quality. » J i mM Bots Blue Buckle OverAlls and Coats are sold only ic ocreatact nvarall odvertic. 7 a through the jobbing trade— the most econom- Reap the results this greatest overall advertis fi a) tee ee, ing campaign ever put in print Order through ' ND tribution for both retailer and manufacturer. i 4 Samples, prices and other information are now . Oe ty Y, available in practically every jobbing house your jobbers. a EE in America. We request that you write your jobber. Should h>rot carry Blue Buckles he Jobbers Over Ail Co., Ine {} LN Ag can order them for you. Lynchburg, Virginia Largest Manufacturers of Overalls in the Weoriid New York Office: 63 Leonard Street Wm. T. Stewart, Representative 22 SALVATION OF THE WORLD Rests on Men Whose Trousers Bag at Knees. One of the chief counts in the in- dictment against civilization is its penchant for overdoing things. The multiplication table figures in every human endeavor. Our newspapers are too big and the price for print paper is too high. We use too much space for advertising. We revel in totals, thrive on bigness and boast of gains. Extravagance is in the sad- dle, and the old virtue of economy is no longer in vogue. Perhaps we get our cue from Na- ture, for she seems intent on giving us either too much rain or too little, too much cold or too much warmth, too many bugs, bacteria, grasshop- pers and so on. A sort of general average would be preferable, but neither we nor Nature seems to think so. It is to be hoped that the tendency to overdo things will not be carried over into prayer for deliverance. There are several precedents showing the unwisdom of such strategy. Kan- sas and Nebraska supply two striking examples that happened many years ago. The first instance was where drought hit Kansas between the eyes, in the solar plexus and below the belt. Things were simply drying up and blowing away. It was so dry that the wind carried farms around in the air and dropped them wher- ever it was most convenient. And so a minister of the Gospel summoned the people to pray, and the people came by hundreds in covered wagons and camped out along the roadsides. For three days, on bended knees, they sent up a fervent plea for tears from the skies and implored Pluvius to open wide the faucets. He did. He opened up the heavens, and forth came so much wet water that every- thing was flooded. Bridges were wash- ed away, homes and barns floated off and the very old deuce was to pay all around. It was a week or more before the campers could get back home, and when they got there most of their possessions had drifted off into the bottoms. A local paper, whose editor was more inclined to humor than to religion, suggested that hereafter, when the good minister prayed for rain, he put on the soft pedal and not overdo the thing. Too much rain was really worse than none at all. The other instance swings around a plague of grasshoppers that sorely tried the farmers of Nebraska. The grasshoppers were present in battal- ions, regiments and companies. They ate up every vegetable substance that showed above the ground, including jimson weeds and skunk cabbages. They piled high on the railroad tracks, so that the drive wheels on the en- gines spun round and round as though immersed in cup grease. The Gov- ernor issued a proclamation for uni- versal prayer to be delivered from these awful pests whose capacity to eat seemed to have completely sub- merged their capacity to hop. And the people prayed long, loud and lachrymosely. They prayed in Eng- lish, German, French, Italian, Scan- MICHIGAN TRADESMAN dinavian, Croatian and Choctaw. Whether it was prayer or something else, any how a high wind came out of the North and blew every bloom- ing grasshopper over the State line into Kansas, where the pests proceed- ed to eat that Commonwealth out of houses, homes and rail fences. Gruff Tom Morgan was then Governor of Kansas, and when the grasshoppers appeared in his balliwick he sent a wire to Governor of Nebraska word- ed about to this effect: “If you don’t quit praying your damned grasshop- pers down into Kansas, I’ll come up to Nebraska and kill you.” One of the things this country might adopt to advantage is moder- ation. Safety lies somewhere in be- tween the extremes. Too little prayer is not apt to bring the desired results, while too much prayer may produce a deluge. We go to extremes in everything because we have lost our senses over bigness. This craze ex- tends from commerce over into fash- ions and everything else. It used to be stylish for women to display small portions of the anatomy, and in those days there was a sort of itch to see more. Now fashion has gone the limit and displayed everything, and, having nothing more to see, we are getting tired of the exhibition. The switch back to the other extreme is sure to come, and then there will be too much covering. As between see- ing everything and seeing nothing, there is little choice. Piquancy pro- ceeds from seeing just enough, what- that may be. Fashion can be depended upon for one thing always, and that is to provide styles that run into much ready money. The time will probably come when we can be fashionable for a reasonable sum of cash. Fashion is manipulated, not to make human beings presentable, but to make them come across with the coin as frequently as the thing can be worked out. cVver Magazines and newspapers are the real creators of style. They are the power utilized by the men who con- trol fashion. Women are always something new upon greedy for April 14, 1920 which to squander their supporters’ wages. I use the word “wages” be- cause it means so much more than “salary.” Nobody can afford to work for a salary any more. If the papers told the lady folks it was stylish to wear only a smile, a wrist watch and garters, they would appear next day in that sort of garb, and crowd the department stores looking for the most costly garters and wrist watches to be had. The smiles costing nothing the other apparel would have to bear all the expense. It might as well be admitted that the cause of most of our extravagances can be traced straight to the publishers, and it is to them we must go for our remedies. The public is whatever the news- papers make it. If there is to be a return to moderation and sanity, the editors of the country are the only ones who can bring that reform about. In a previous essay in the Trades- contributed largely to the orgy of man I pointed out that advertisers profligacy that is sweeping over the country. The advertising columns eee WE MUST HAVE YOUR SUPPORT IF YOU ARE TO HAVE THE TELEPHONE not sufficient. of course. MICHIGAN STATE I Telephone Copper Wire 3 Lead Cable Telephone Poles Distributing Wire © Common Brick A Losing Proposition The materials that go into telephone instruments and switchboards, including steel, platinum, tin and other metals, have increased more than 100 per cent; copper wire 55 per cent; outside wire 45 to 55 per cent, and so on. Telephone poles that cost us $5.43 in 1915 are now $13.05 each, while lead cable has risen from $1.10 to $1.55 a foot, brick from $7.00 to $22.00 per 1,000, cement from 45c to $1.00 per sack, cross- arms from 54c to $1.37 each, clay conduit from 2.9 cents to 7.5 cents a foot and teaming from $4.00 to $12.00 a day. Staples used and dealt in every day have risen enormously, Corn in 1915 was 76c a bushel and now is $1.60; wheat was $1.25 a bushel and now is selling at $2.52, while beef sold five years ago at $11.42 per 100 lbs. compared to $17.77 today. The retailer of these products has advanced his selling prices to meet increased costs. The Telephone Company, on the other hand, has been unable to follow this plan. Costs have risen rapidly but rates are regulated by law and have not kept pace, so we have come to a point where we cannot meet the bill. Our income is TELEPHONE COMPANY — April 14, 1920 teem with announcements of every sort of luxury that the inventors have been able to squeeze out of their brains. Many things are alluringly advertised that in no respect what- ever are required for orderly and happy existence. Men of gifted pens are employed to so string words to- gether that the average intellect can- not resist the temptation to buy things that cannot be afforded. People are systematically tempted into debt. They sign papers tying them up for months oin the installment plan, and in countless homes are many articles which are absolutely unnecessary for the pursuit of life, liberty and happi- ness, all purchased through the dol- lar-down-and-a-dime-a-day bait. Such things are all right, perhaps, in or- dinary times, but these times are ex- traordinary. The world is burdened with debt and with an inflated cur- rency. There is a spirit of woeful waste running riot. Taxes are heavy and nobody seems to give a damn about anything. There is a day of reckoning coming and over the horizon can be seen a long bread line. You can shut your eyes and plainly see the soup kitchen doling out spoonfuls of thin susten- ance to men, women and children. Want and woe and calamity are at our heels, sniffing the harvest that always follows debauch. In degree the severity of the coming pinch can be lessened by preaching a reason- able degree of moderation in all things. I am not at all in sympathy with those who think this artificial prosperity can be prolonged in- definitely and who decry those who point a warning finger at the calamity to come. I do not believe in artificial enthusiasm or artificial optimism at all. Nothing endures but the natur- al. Things must resume the orderly procession of normal times before we shall really settle down and get some- where. Many reforms are needed. The first is moderation in all things. The second is freedom of opinion and of speech. We have had quite a suffi- ciency of one man autocracy and trades union and I. W. W. propa- ganda. We know what loyalty is without having it supplied in canned form. Then come common decency, fewer laws, more production, more statesmanship, more sense, less ex- travagance in public affairs, with con- sequently less taxation. The spirit of intolerance now so prevalent must be modified. In summing it all up, what is needed is the exercise of the plainest kind of common sense as ex- emplified by our greatest American, Abraham Lincoln. The salvation of the world rests upon men whose trousers bag at the knees. The high- brow and efficiency expert have had their day, and the way they have balled things up makes us think that it is better to know a little, and know it well, than to know so much and still know nothing. Extravagance, indecency and high taxes have wreck- ed every nation that tried to get away with them. Read history—and_ re- member that history always repeats. This time it may repeat while you are alive. Frank Stoweil. —_—__ +. Be just before you are generous, MICHIGAN TRADESMAN Is Your Store Efficient? A well-known manufacturer of a nationally advertised brand has pre- pared the following efficiency chart for retailers, By sizing up his an- swers to the following questions any retailer can form a pretty close idea as to whether his store is efficiently conducted: How Efficient Is Your Store? Do you like your work? Are you open to suggestions? Is the total percentage of expense of sales less than 20 per cent? (In- clude as expense items: Rent, sal- aries, advertising losses on leaders, heat and light, delivery supplies, in- surance and taxes, general expense, depreciation and shrinkage and bad debts.) Is your turn-over at least five times a year? Are you doing all the business pos- sible with your present overhead ex- pense? Do you overcome sales-resistance by selling nationally advertised goods? Do you conduct your business on the one-price plan? Are your goods marked in plain figures? Do you keep a record of sales by departments? Is there any “soldiering” or time- wasting by your employes? Do you make easy and immediate adjustment of complaints? Do you make special efforts to sell big-price articles? Do you advertise in any way— newspapers, form letters, handbills, etc? Have you a system for getting facts about your customers that may help make more sales? Do you try to enlarge your selling territory? Do you use the personal canvass to help sales? Do you constantly use manufac- turers’ dealer helps? Is your stock clean and displays attractive? Do you make it a point to know thoroughly the goods you sell? Do you regularly read some busi- ness efficiency literature? Do you dress your window at least once a week? Total per cent. The Oldest Confection. The greater part of black licorice is derived from Spain, where it is made from the juice of the plant and mixed with starch to prevent it from melting in hot weather. The licorice plant is a shrub that attains a height of three feet and it grows wild where its roots reach the water. It flourish- es especially on the banks of the Tigris and Euphrates rivers. Since the valley of the Euphrates contained one of the earliest civiliza- tions in the world, the probability is that licorice is about the oldest con- fection in the world, and the taste which the boys and girls of to-day like so well was enjoyed by the youngsters of three thousand years ago. —_~++2—___ Use your little hammer for nailing lies, but don’t be a knocker. ‘ 23 “APEX” ArmSsrmoZzc Is Snug Fitting and Comfortable Your customers will appreciate the fitting and wearing qualities offered in “APEX.” Every garment conforms to the most exacting re- quirements of the woman who cares. “APEX” UNDERWEAR for Men, Women and Children It is the high-standard quality coupled with superior style construction value and wear that makes “APEX” so dependable. “APEX” is tailored to fit. oh EARN MEL Hy, “APEX” Samples Gladly Submitted The Adrian Knitting Company ADRIAN, MICHIGAN 24 Carelessness in the Use of Matches. It is wicked carelessness to leave matches lying about, because they are so easily lighted. The sun’s rays coming through a bubble in the win- dow glass, a fish globe, a water bot- tle, a round paper weight, or grand- ma’s spectacles will light the match they shine upon. If matches are loose in drawers or on desks, they may take fire from something hitting or rubbing them. The heat from a stove or grate may light them if they are left on the mantle. They may be brushed off a shelf or mantle and be stepped upon and lighted. The thead of the match is made of phosphorus, cholorate of potash, ros- in, whiting and powdered flint, held together by glue. The rubbing of the flint makes enough heat to fire the phosphorus; the chlorate lets go of the oxygen in it with an explosion and great heat. This heat fires the rosin, and then the paraffin in which the match stick was soaked takes fire and the stick begins to burn. If either saltpeter or sulphur is used in place of chlorate of potash, a silent and slow match is made which does not snap and fly. When the chlorate or “parlor match” is stepped upon it sounds its own fire alarm. This is the only good thing about it. In Europe matches are found only in their proper places, and the sale and use of the dangerous kinds are usually forbidden by law. In most European countries only safety matches can be used. These matches are made in the same way as that of the parlor match, except that the MICHIGAN TRADESMAN phosphorus is omitted from the head of the match and is placed, in com- bination with other elements, on the side of the box. These matches can only be scratched on the box and are reasonably safe, and the only kind that should be used by a careful, painstaking housewife. — Adapted from Illinois Fire Marshal Bulletin. Americanization and Mutual Fire In- surance. Much is being said these days about Americanization. From all sections of the country we are being bombard- ed with posters and dodgers and pamphlets telling us how and when and where to Americanize the ele- ments in our midst that have not yet gone through the gastric juices of our free institutions. This is all very fine. But mutual fire insurance is one in- stitution that has always been and always will be American to the back- bone. It is based on the American principle that those who bear the bur- den of taxation are entitled to repre- sentation and a list of its member- ship will show that it appeals most strongly to those who are the staunch- est supporters of our form of govern- ment. From the day that Benjamin Franklin and his neighbors organized the Philadelphia Contributionship for insuring their dwellings mutual fire insurance has been considered a nec- essary part of the social organization of every American community. The church the school, the court house and the mutual insurance company are the institutions that the American pioneer turned his attention to after he had staked his claim. The Socialist and the Bolshevist with their insistence upon state dom- ination have always looked upon co- operative organizations with suspic- ion. They are logical enough to know that the man who builds his own in- stitutions will not stand much spoon feeding Wherever you find an Ameri- can community, you will find a mutual it is a part ot and great Commonwealth. 3. J. Patzeerald. ——__+--. Tragedies. He stepped on the throttle to see if he could beat the train to the cross- in surance company. the bone sinew of our ing. He couldn’t. He struck a match to see if his gasoline tank was empty. It wasn’t. April 14, 1920 He patted a strange bull-dog on the head to see if the critter was affec- tionate. It wasn’t. He looked down the barrel of a gun to see if it was loaded. It was. He touched an electric wire to see if it was alive. It was. He thought he could get along without a live trade journal. He couldn't. ——_2++2>___ You will see in life just what you are looking for. It depends upon the lenses of your mental vision. If they are black and smoky, you will see the shadows, the gloom; if they are clear and crystalline, you will see the rain- bow of beauty. 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 HAVE YOU A GOOD MEMORY? THEN REMEMBER THIS NAME: Michigan Bankers and Merchants Fire Insurance Co. OF FREMONT, MICHIGAN THEN REMEMBER THIS ALSO: That they make you an immediate saving of 25 to 45% on cost of your Fire Insurance. this advertisement word for word. If you can’t, read it over until you can. as well as financially. Repeat It will help you mentally Wm. N. SENF, Secretary. 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 investigate our proposition. C. N. BRISTOL, Manager FREMONT, 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. Write us for particulars. It will pay you to A. T. MONSON, Secretary MICHIGAN cf April 14, 1920 Foundation of the California Navel Orange Industry. Nation-wide interest has been aroused by the news flashed over the country last month that the two orig- inal orange trees brought to this coun- try by the Government from Brazil forty-five years ago are doomed to die. From patriarchs have sprung all the Navel orange trees in California, and a movement is being inaugurated to erect bronze tablets on their sites to mark the birthplace of a vast American industry. these These ancestral trees are of the Washington Navel variety brought from Brazil in 1874 by the Department of Agriculture, and from them, by process of budding into seedling stock, have sprung the entire race of Navel orange trees, which cover the larger part of 175,000 acres of orange groves in California. One of them stands at the head of Magnolia avenue, near the beautiful city of Riverside, California. The other tree stands in the court of Mis- sion Inn, a noted landmark, where President Roosevelt replanted it in 1902 as a token of esteem for this venerable enemy of race suicide. These trees have long been tottering on the verge of senility, and the fear has finally been expressed that thei days are over. Forty-five years of useful activity form a proud record for any living being, vegetable, animal or even hu- man. Considering that their progeny bore over a $40,000,000 crop of fruit last year, according to the estimate of the California Fruit Growers Ex- change, these trees must be viewed with a degree of veneration and praise. Not all California orange trees are of Navel variety. This is a winter growth. The Valencia product, intro- duced from the Azores and improved to meet California standards, flourish in summer. Of the forty-five thous- and carloads of California oranges shipped in a normal year, about one- half are Navels. The California Navel orange is shipped from December to May, and the California Valencia orange is shipped from May until December. This means that one or the other of these varieties is on the market every day in the year. The Navel oranges in Central California, owing to the warmer days and nights in the sum- mer, mature earlier than the Navels in the southern part of the state near the sea coast, and arrive on the mar- ket shortly before Christmas. The Navel crop in the southern belt is ready for first shipments to be made at about the time the movement of northern fruit is completed. Occasionally dealers find customers who believe that the California or- anges received in the summer time (Valencias) are simply winter or- anges (Navels) which have been picked in the winter and kept in cold storage. This is not the case. The fact that the Valencia is naturally of a more pale color than the Navel leads some people to wrongly believe that the fruit was picked before it was fully ripe. Of course no experi- enced fruit merchant is deceived by these differences. MICHIGAN TRADESMAN The California Washington Navel orange is easily distinguishable from the California Valencia orange by the peculiar navel formation opposite the stem end and which is not possessed by the Valencia. The color of the Valencia skin when fully matured is generally lighter than that of the Navel, although the pulp is of a rich, bright, orange color. Often in dis- playing California Valencias it is a good practice to cut a Valencia in half and place it conspicuously on the pile of fruit so that customers may see plainly that the fruit is fully ripe and not be misled by the natural pale- ness of the skin. The Valencia has made friends rapidly, but it has not have grown in large quantities until recent years and its characteristics are not so well known as are those of the Navel which it very closely resembles in eating quality. —_+->____ Do You Know This About Cheese? Cheese is being used in larger quantities since the housewife has learned that it may be successfully alternated with fish and meat in the menu. A good American cheese is one in which the texture is close and compact. If of good texture, a sam- ple rubbed between the fingers feels smooth and waxy. If a cheese con- tains many irregular pin-shaped holes, it collects moisture and fat particles upon standing, and these cause it to deteriorate, thereby causing material loss to the grocer. Cheese should have an even color, and in order to be attractive to the buyer should have a smooth, waxy finish. Smaller cheeses may seem economical from the grocer’s viewpoint, but the larger varieties made may be equally so, with the proper care. If wrapped in a damp cloth and then in paper and put into the refrigerator, cheese may be kept moist and fresh for any length of time. If cheese is displayed in a glass container, the air should not be wholly excluded, for cheese moulds when shut off from an air supply. Food value and price are not com- parable in cheese selection. Cheaper priced cheese contains just as much food value. —_~+-.—___ Detroit—The Jordan & Cole Sales Co. has been organized to deal in au- tomobiles, trailers, parts, etc., with an authorized capital stock of $25,000, all of which has been subscribed and $10,000 paid in in cash. Watson-HigginsMlg.Co. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended _by Merchants NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks 25 DICKINSON’S Vig ca ae lit al ili Pr . y sae AS i ae ae A 2 TO “sy SEL. YP iD TRADE |B MARK * . . y Py ‘ IT STANDS ALONE SEEDS The Albert Dickinson Co. MINNEAPOLIS CHICAGO MATCHES All Types and Sizes to Suit Every Requirement American Safety Strike Anywhere Match The Most Popular Home and Smoker’s Match American Strike-on-Box Match Both square and round splints Diamond Book Match An excellent advertising medium with adver- tising on cover as well as on each match. Made in America, by Americans, of American Materials, for American Users. We pay City, County, State and Federal Taxes. Why not patronize Home Industry? The Diamond Match Co. 26 TURN-OVER IN THE GROCERY. Can Be Avcumetes By Pushing Fruits and Vegetables. Dayton, Ohio, April 13—In_ nine cases out of ten, turn-ovef i§ a true indication of good management and deserved profits. To put it in a little different way, a relatively big volume for the invested capital represents the sum total of all things that are done to build up sales and protect the business. Even in small communities I-do not: believe that any grocer should be con- tent with a stock turn-over of less than ten or twelve times a year and in the larger and more thickly popu- lated locations, he should strive for and obtain stock turn-over of eighteen or twenty times a year. The actual net profits where the turn-over is ap- proximately made once a month, will mostly show net earnings two and one-half to three times as much as where the turn-over is only six or eight per year. This represents the difference between success and mere living or failure. Expenses will be less and the hold on your trade much more secure. In an average sized store with an investment-of $6,000 in stock the an- nual sales total should be $60,000 to $72,000 and upward. With an average gross profit approximating 18 per cent. a quick turn-over will widen the margin some three or four per cent., thus you can raise vour average net profit, based on sales, from two and one-half to three to between five and six per cent. This figured on ten turn-overs a year means from fifty to sixty per cent. earnings on the invest- ed capital, after proper allowances have been made for interest on the investment, salary to the proprietor and such like items which many gro- cers neglect to take into consider- ation. The proprietor is entitled to a salary of 134 or 2 per cent. of the gross sales, thus on a volume of $60,- 000 he should personally draw about $60 per week salary for living ex- penses. He earns this by the time and effort he devotes to the general management and buying. Mere volume alone does not mean quick turn-over; for the small grocer this fact is a clear indication of his best means of competing with the larger and better established store. Under present conditions competition is strong and in no other phase of re- tailing do we find the gross profits and operating expenses so low. These are almost untold opportunities for costly, unseen leaks and losses from waste, spoilage, theft, slow moving items, sacrifices of stale goods, etc., and everything possible should be done to buy systematically and in a manner that will assist rapid move- ment of the goods through the store One of the surest and most. direct ways of solving many of the prob- lems in store arrangement, manage- ment, buying and selling, is to give special attention to your green goods, They should be concentrated and clearly departmentized. Continuing our arithmetic on a $6,000 stock and sales of $60,000 it will be found that the average store will have approx- imately 30 per cent. of this total rep- resented in the sales of fruit and vegetables. On fruits and vegetables, instead of a turn-over of from ten to twelve times a year, you can easily boost this up to fifty or more times with a large part of the stock turned daily. To a very great extent this merchan- dise can be turned into cash with profit long before the wholesaler’s bill must be paid. Your investment probably will not’ exceed three to three and one-half per cent. of your total stock—$180 to $200—but yield- ing a monthly sale of $1,500 with a net profit around $300. From these figures the value of close attention to fruit and vegetables is apparent, in fact, no other department of your business is so important or -yields anything like the percentage of profit on the money invested. MICHIGAN TRADESMAN Fruits and vegetables constitute your most attractive merchandise and when properly displayed, will not only attract much business and get more sales from regular customers, but can ‘be made to show a marked increase in the sales of all departments. In- vestigation has proven that the most successful stores have found it profit- able—in fact, necessary—to concen- trate their fruits and vegetables in a reat.compact department in the very front of the store where all passers-by and customers in the store can read- ily see every item carried. It is fatal, however, to do this and then jumble up your displays on a window ledge, or to permit confusion or untidiness resulting from picking over the stock. The various items must be kept sep- arate and distinct, not only for the purpose of attractiveness, but for pre- venting waste and spoilage, making it easy for the customer to select and because of the modern method will save 50 per cent. of the time of the customer and of the clerk putting up the order. This arrangement gives a_ clear passage to the main sales counter eliminates congestion, takes off the oor and counters crude and ugly crates, baskets, boxes and_ barrels, makes the store neat and clean, re- sults in the full display of merchan- dise, economizes floor space, makes the whole store visible from the side- walk and enables the clerk to wait on the trade or put up orders quickly without running around all over the store. With scales right by your fruit and vgetable fixture a further saving of time and labor will be effected. About $16,000 per sales person an- nually represents the average, but this store arrangement, through increasing your volume and turn-over, will great- ly raise the amount of business each clerk can do, reducing your costs and widening the margin of net profit. In many well managed stores it will be frequently found that a clerk will do a 330,000 business each year. With your frequently called for package goods on the shelves directly back of the main sales counter, bulk staples in the bins at the same loca- tion and your green goods, originally scattered all over the store, in a modern fixture at the front of the store, the clerk will be able to get most of the items the customer wants at the very beginning and can there- fore handle almost*twice as many people during the day. This good service means satisfaction to the cus- tomer, particularly during the rush hours and enables you to make deliv- eries in better time. Window display is the best adver- tising a grocer can do and fruits and vegetables make the finest window display. With their wonderful natural colors and beauty, they appeal above all the items in the store and have a 7. and an attraction that can scarce- be resisted. Bring from the store room frequently fresh stock to keep your fixtures well filled and your dis- plays attractive. This keeps the whole department alive and prevents over- looking items. that will quickly per- ish. Remember that the more conven- jently you can arrange your store the better it wifl be for both customer and you. It is a-prime rule to ar- range your entire stock, so that each article will be found at one place only; do not bring surplus stock into the store itself and thereby have small lots located in three or four different places, but keep your reserve in the store room. It is not necessary to crowd the shelves and counters with more than the average days needs but make the various lines of merchandise individual and distinct, then to main- tain the good appearance, replenish the shelves or fixtures for your fruits and vegetables, better the store ar- rangement-and make-pesstble. special displays of slow moving goods, sea- sonable merchandise and items on which you may have made a quantity purchase. No matter aioe a you may have put into modern counters, refriger- ator, cash register, scales, electric coffee grinder, etc., the whole effect of these may be lost unless you avoid the old unsanitary method of showing your fruits and vegetables in the original shipping containers scattered over the floor. Treat this most 1m- portant and productive department of your business in the manner which it deserves; provide the modern equip- ment that will save floor space, time and labor, prevent waste and spoiling, give more attractive displays of fruits and vegetables, give free aisles and counters and plenty of working and display room. By doing this you will make a long stride forward and will be able to handle a greater variety of fresher goods, which, because of the better arrangement and display, will appear to be even worth more. More- over, this arrangement complies with the fundamental characteristic of wo- men which is that they must compare values and actually see and handle merchandise when buying. To cover up goods, even though you leave them visible, will not produce sales, on the contrary you will decrease the busi- ness—but by having every item in plain sight where its quality may be seen and tested, you will find a very gratifying increase in volume with lessened expenses and greater profit. j. #. Latchtord. ———->-> + -___. Arbitrary Methods Adopted to Pla- cate Butter Producers. Grandville, April 13—Back in the days of the Civil War substitutes for drafted men were in frequent demand. The Government accepted such as filling the requirements of the military law, but to-day the word substitute refers rather to foodstuffs than to men. A certain scientific investigator has reasoned it out through experiment- ing with rats that animal life can only be maintained for a short time with- out the use of vitamines contained in milk and butter. This is a somewhat revolutionary as well as startling an- nouncement. While a boy on the farm the writer remembers that some specimens of the rodent family lived to a great age without the consumption of either butter or milk. It was thought in that benighted age that rats could manage very well on a menu of grain and other edibles in which the vitamines of modern science had no part. It is barely possible that modern life is so far removed from the ethics of the past as to require a more bal- aunced ration. Of one thing we are assured: Since the opening guns of the kaiser’s war the American people have learned, in a very forcible manner, the full mean- ing of the word “substitute.” Nor have they as a people fallen in love with the manner and kind of substi- tutes sold to them at unheard of prices over the counters of the dealers. The name butter still lingers in the minds of a majority of our citizens as something of a delectable nature once spread upon bread for giving it a more pleasing taste, regardless of the vita- mines. Providing this discovery of the scientist is true, and men and wo- men really cannot thrive without cow butter, then there.are a surprising number of people still holding to life on this planet who have not known thé taste of butter vitamines in many moons, some even in years. Substitutes for cow butter are as numeraus_ as the leaves of the trees, many.of them of very palatable text- essity for -the purchaser to do his ure, the one drawback being the nec- own. coloring: and mixing. This is something fierce when you have to warm up the mixture in order to soft- en, it sufficiently to work into an edi- ble mass. The one senseless idea is that of the Government refusing to permit these substitutes being colored by the manufacturer. It is a part of the red tapeism at headquarters and a sop thrown to the farmers who, by the way, are permitted to color their own April 14, 1920 butter products to the extent of some- times giving that rich orange hue which really differentiates against the quality of the genuine article. Of course, this color scheme was a sop thrown to the farmers back in days before the war when all substitutes for butter were taxed 10 cents per pound in order to discourage their manutacture, thus serving to give the agriculturist a monopoly of the but- ter trade. Possibly well and good. The farmer, no doubt, is deserving of much coddling by Government, but that this should be carried to the ex- treme of taxing other foods, in order that the farmer may monopolize a cer- tain production, is not a sort of logic that will hold water. The United States was not builded among the nations of the earth for the express benefit of any one class of citizens, but rather to cater to the lite, liberty and the pursuit of happi- ness of all classes It is as plain as a pikestaff that if the various margarines on the market are not detrimental to health the Govy- ernment is in small business seeking to tax them out of existence If they are detrimental to health their manu- facture should be absolutely forbid- den. Butter is good in its place. but be- cause of this unrighteous war on eight-tenths of our citizenry by the other two-tenths, wherein the cost of living has been boosted beyond any- thing ever before known in the history of the world, it is not right to contin- ue to legislate in favor of one whole- some article of diet as against an- other. Hundreds of families in Kent coun- ty to-day haven’t known the taste of cow butter ina year. The substitutes come onto their tables in its place. Some of these substitutes will com- pare favorably with creamery butter, and are in every way superior to the output of much of the cow product of careless farm housewives who la- bor under the delusion that anything in the line of butter will pass muster. There is little doubt that most: of the substitutes are more wholesome for human consumption than some of the real farm butter put upon the mar- ket to-day at unreachable prices. The effect of so many edible butter substitutes is sure to work a revolu- tion in the eating habits of many of our people, so that when the world and the United States of America in particular returns to a normal condi- tion with regard to the cost of living, the farmers’ butter will find that the tastes of a large one-time clientage have undergone a change and the sub- stitutes will be continued while poor dairy butter goes begging in the mar- ket place. When this time arrives it is to be hoped that the various palatable sub- stitutes for butter, made in a cleanly way, safeguarded by strict super- vision, may have the coloring matter included at the factory, so that all butter and butter substitutes shall stand on the same footing. This coloring your own butter is one of the petty annoyances forced upon the public because of the Gov- ernment’s desire to placate the cow butter producers of America. Old Timer. —--+ 2 The man who buys from farmers must learn how to take the farmer into his confidence. His accounting system should be so complete that he can show the farmer just exactly what it cost to do business last year. If this is not done, the farmer will think you are getting rich at his ex- pense and as he broods upon this sub- ject, it will grow in his mind until he takes steps to give you competi- tion. The safest way would be to figure these things on a cost percent- age basis and be satisfied with small, but sure, profits. April 14, 1920 MICHIGAN TRADESMAN r = / Of Ee < Zz g < ; \ INSPECTION SERVICE // > X C.A. Cal /& fos Note Carefully Sst The National Canners As- sociation, representing a large part of all the can- ned foods packed annually in the United States, has an efficiently organized in- spection service for the pur- pose of assuring satisfac- tory canned foods prepared under strictly sanitary con- ditions. 2nd Any canner can subscribe to this Inspection and Ad- vertising Service and there- by secure the privilege of placing the Seal on each can of his produce which meets the Association re- quirements. 3rd Already arrangements have been made for twenty-five million cases of the 1920 pack to come under this inspection; many more are certain to be added. Grasp it! Seize Your Chance! HERE is the Inspection Seal of the National Canners As- sociation. This Seal will appear on the 1920 pack of canned fruit, vegetables, fish and other products, passed by the Inspection Service of the Association. A national advertising campaign will make this Seal familiar to American women. The housewives of the country will be told of the high class methods of the canners to whom the privilege of using the Seal is granted. They will be told to look for the Seal and be guided by it in selecting brands. This is not a campaign for a single or even a few brands. It represents a great forward movement by the Canning In- dustry itself. Any canner subscribing to the Inspection Service can secure the Seal if the product iz up to Association Require- ments. Why not ask your wholesaler? Make sure when you buy that you are stocking Inspected brands, which have all the force of the National Canners’ powerful advertising cam- paign back of them. i This is the greatest thing that ever happened for the re- tailer of canned food. Don’t miss your chance. National Canners Association Washington, D. C. A nation-wide organization f>: med in 1307, consisting o/ pro- ducers ot all varieties of nermetically sealed canned toods he TEE which have been sterilized by neat. It neither produces, buys, anne _E O io t 1 se Ae | Ss nor sells. Its purpose 1s to assure tor the mutual beneiit x 0 HA sl € Vac € aN of the industry and the public, the best canned foods i hig > that scientific knowledge and human skill can produce, ge STA WAS Se : SS os FS wa UO =e }. a fe Bikes ete wi ~ “on your ey.) We ca eats ; aN COs WEMy SNS AS Bye 27 MICHIGAN TRADESMAN April 14, 15 = Michigan Poultry, Butter and Egg Asso- ciation. President—J. W. Lyons, Jackson. Vice-President—Patrick Hurley, De- troit. Secretary dnd Treasurer—D. A. Bent ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; H. L. Williams, Howell: C. J. Chandler, Detroit. Progress by Michigan Horticultural Society During 1880.. Written for the Tradesman. The year 1880 was a memorable one in the annals of the Michigan Horticultural There had been a growing -sentiment that the organization which was reaching out and making itself useful in other fields than the growing of fruits should have a name that comported with the range of its activities. The subject of changing from “Pomolog- ical” to “Horticultural” had been broached many times, but the tech- nical fruit growers were so assertive and so wedded to the name under which we were incorporated that, up to the year 1880, all efforts of those who advocated the change in name to comport with the services of the Society were unavailing. At the mid- summer meeting of this year, the con- troversy came to a showdown and the change was made by a significant majority . The matters under serious discus- sion at the quarterly sessions of 1880 demonstrated the rapid growth and usefulness of the Society in the whole field of horticulture. Among the scholarly papers presented I note the following titles: Evergreens for Pro- tection; The Science of Canning; Im- provement of Rural School Grounds; Children’s Education in Horticulture; The Oaks of Michigan and the World; Migration of Birds; What is Wrapped in a Seed; The Home Vegetable Gar- den; Memorial Trees; Classification of Exhibits at Fairs; Value of School Gardens. The death of the venerable and be- loved former President and Secretary J. P. Thompson, occurred during this year and the tribute paid to his memory by Hon. S. L. Fuller, so long the Treasurer, was the voice of the entire Society. Mr. Thompson’s scholarship, enthusiasm and gift of expression were great assets to the young Society during its formative career. There are a few names of men whose equipment and experience were given freely and effectively about this period to the work of popularizing horticulture among the farmers as well as the residents of cities, whom we ought to take delight in recalling, because of their conspicuous services: David Woodward and S. B. Mann, of Lenawee county; Charles Coryell, of Hillsdale; H. Dale Adams and J. N. Stearns, of Kalamazoo; William Rowe Society. and S. M. Pearsall, of Kent, Robert and Frank Kedzie, of Ingham; G. H. La Fleur, Allegan. Among the distinguished gentlemen from outside the State who brought enthusiasm, inspiration and valued experience to us were Professor William Saunders, of Ontario, J. S. Woodward, New York; Dr. John A. Warder, of Ohio, and Secretary Ra- gan, of Indiana. The University of Michigan joined with the Agricultural College in 1880 in rendering valuable assistance to the Society through the presentation of learned papers at the meetings. I recall particularly the contribution of Professors Prescott and Winchell. Two things accomplished by the Secretary of the Society during this year added greatly to the prestige of the organization in public libraries and other state and district associa- tions engaged in similar undertak- ings. Our volumes, issued each year, were valued because of the high character of the contributions and were sought by libraries throughout the country. Their value, however, was hampered by the fact that no at- tention had been given hitherto to the indexing of the volumes and com- plaints came from all sides that the good things which gave character to the Society transactions were not available to busy people because it required so much time to find the desired information. A comprehen- sive and carefully analyzed index of the ten volumes, including 1880, was made a part of the last volume. This proved to be of inestimable value and increased the demand for com- plete sets of the volumes to such an extent that the Society, in order to meet the requests, sought the coun- try over for stray copies to complete sets for libraries and studious horti- culturists. For fourteen years, two young men M. J. DAR Better known as 22 years experience M. J. Dark & Sons Wholesale Fruits and Produce 106-108 Fulton St., W. 1 and 3 Ionia Ave., S. W. Grand Rapids, Michigan K Mose WE HANDLE THE BEST GOODS OBTAINABLE AND ALWAYS SELL AT REASONABLE PRICES Always Maintaining A policy founded on modern methods with service as the para- mount feature h as brought to us success. Your order with us for Fruits and Vegetables insures you a profitable fruit department. M. Piowaty & Sons of Michigan MAIN OFFICE, GRAND RAPIDS, MICH. Branches: Muskegon, Lansing, Bay City, Saginaw, Jackson, Battle Creek, Kalamazoo, Benton Harbor, Mich.; South Bend, Ind. OUR NEAREST BRANCH WILL SERVE YOU 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 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 GRAND date of arrival. Phone, write or wire us. RAPIDS, MICHIGAN MILLER Frank T. Miller, Sec’y and Treas. MICHIGAN POTATO CO. Wholesale Potatoes, Onions Correspondence Solicited Wm. Alden Smith Building Grand Rapids, Michigan PLAINWELL, MICHIGAN Beans, Potatoes, Seeds, Eggs. Wh Both Telephones 1217 WE BUY AND SELL Onions, Apples, Clover Seed, Timothy Seed, Field en you have goods for sale or wish to purchase WRITE, WIRE OR TELEPHONE US Moseley Brothers, GRAND Rarips. MicH. April 14, 1920 of Hubbardston, Michigan, Charles F. Wheeler and Erwin F. Smith, had, as an expression of their loving devotion to an idea, gathered material for the compilation of real value of the flora of Michigan. This painstaking work was brought to the attention of the distinguished botanist, Professor W. J. Beal. After careful examination of the work, it received his unqualified approval. As the young men had no means for placing their work before the public, the Secretary laid the sit- uation before the executive board of the State Horticultural Society in a persuasive communication, urging that to give publicity to this admir- able compilation would be perfectly germane to the activities of the or- ganization if it would undertake. through the publication of the “Mich- igan Flora,” to carry to the horticul- turist the message that there was an intimate relationship between a knowledge of botany and success in practical horticulture. A favorable decision was rendered and “Michigan Flora” became a valuable contribution to the annual report of 1880. The au- thors were enabled, through the is- suing of a considerable edition of re- prints, to secure valuable publicity for their labor of love at a very small expense. These young men attained fame in both botany and_ horticulture and, through their unusual service in the National Department of Agriculture, demonstrated the wisdom of the en- couragement given them in their first important contribution to botanical science, In this year (1880) the Secretary began gathering the material for the “History of Michigan Horticulture” and in this earlier publication took the initial steps which led to an ad- mirable compendium, made by Presi- dent T. T. Lyon, which is written into the permanent history of our State. It was during this year that the or- ganization of local horticultural so- cieties reached its climax and the Sec- retary was receiving constant calls to various localities in the promotion of this work. An urgent invitation was extended to him to lend a hand at Coldwater on a set date, saying he would be met at the station by Deacon Selover who would pilot him to the place of meeting. It was a beautiful June day and, as the Secretary alight- ed from the coach, an elderly gentle- man spotted him at once and conduct- ed him to a one horse rig of very modest appointment standing at the curb. He remarked, “It will be a couple of hours before our meeting will commence at one of our country homes and I thought you would like to jog around town and see what kind of a city we have. We are proud of our homes and perhaps you do not know we have made quite a repu- tation in breeding fine driving horses. You needn’t take my old nag as a sample, however.” We leisurely sauntered about the city and, finally, the Secretary was asked if he would like to see the fair ground, to which suggestion he gave hearty acquiescence. After inspect- ing the buildings, Mr. Selover remark- ed, “It is said we have the best track in the State for testing trotting stock. MICHIGAN TRADESMAN I will drive through this opening as I see the bar is down and you can Pass your judgment on it.” At this point he tightened his reins. The “old nag” was suddenly transformed into a race horse and was traveling about the track at a three minute gait. The Secretary grabbed his hat, gripped a hold upon the buggy seat, held his breath until t'.e round of the track was finished and the race horse assumed the original role of an “old nag.” “Did I understand correctly,” re- marked the Secretary, after recover- ing from the shock, “that it was “Deacon” Selover who was to meet me at the train?” “Yes, my son, but deacons in Cold- water are fond af good horses.” Charles W. Garfield. —_—_»2~>____ The Two Sides. At 5 o’clock the other day FI over- took two neighbors of mine. One was a carpenter, on the way home after eight hours of work and under obligation to work no more at. his trade that day. The other was an instructor of English, also on the way home after eight hours work, but about to work four hours more. They were discussing the usual subject. “Before the war,” said the carpenter, “T got 35 cents an hour for my work, and it bought me a pound of butter: now I get 70 cents an hour for my work, and it still buys me a pound of butter.” The instructor smiled. “Before the war,” he said, “I got 35 cents an hour - for my work, and it bought me a pound of butter; now I get 38 cents an hour for my work, and it buys me a pound of oleomargarine.”’ Frank Stowell. —__2-.___ This Time of Year. Now we must read of food for chick- ens That makes them lay eggs like the dickens. If money is so slippery that you can hardly keep hold of it when you are watcHing it all the time, how can you expect to get some enormous return for money which you invest in some far-away scheme, which you will prob- ably never see and which is absolute- ly beyond your control? ——_2.-2____ When winter dies spring will fur- nish the flowers. GROCERS and BUTCHERS The 20th Century Computing Scale World’s Best. Liberal exchange allowances for old scales. Write for details. W. J. Kling 843 Sigsbee St., Grand Rapids, Mich. SIDNEY ELEVATORS Will reduce handling expense and speed up work—will make money for you. Easily installed. Plans and instructions sent with each elevator. Write stating requirements, giving kind machine and size platform : , wanted, as well as height. We will quote =" & money saving price. Sidney Elevator Mnfg. Co., Sidney, Ohio alesnook¢ 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. PRICES. THE MCCASKEY REGISTER Co.. ALLIANCE, OHIO 29 Improved €e Honey Comb Chocolate Chips You've tried the rest Now Buy the Best Battle Creek, Michigan WE ARE HEADQUARTERS WHOLESALE Fruits and Vegetables Prompt Service Right Prices Courteous Treatment Vinkemulder Company GRAND RAPIDS ro: MICHIGAN “ECLIPSE” STANDS for Berries, Fruits and Vegetables Wy yy These Stands are Steel Sectional Revolving Ball Bearing. Occupy 60 inches floor space—save two-thirds the space now used. Manufactured by The Wellston Manufacturing Co. WELLSTON, OHIO, U. S. A, MICHIGAN TRADESMAN April 14, 19 Michigan Retail Hardware Association. President—Geo. W. Leedle, Marshall. Vice-President—J. H. Lee, Muskegon. Secretary—Arthur J. Scott, Marine City. Treasurer—W illiam Moore, Detroit. Persistence is Essential in the Paint Department. Written for the Tradesmar The paint department is one of the most important factors in the hard- ware dealer’s spring trade. With the general slackening in building oper- ations, there are fewer new buildings to be painted; but the tendency of the past few years to postpone paint- ing old buildings on account of price conditions has resulted in the accumu- lation in every community of a host of frame structures that are fairly hollering for paint and lots of it. These prospects are, according to some hardware dealers, difficult to sell. According to others, they are not so difficult to sell provided you go after the business along the right line. A big factor in landing paint orders —particularly orders for exterior paint—is persistence. Most dealers at the outset of the season see bright prospects ahead for the success of their spring paint compaigns. They jump into the game with enthusiasm, and their earliest efforts are fully up to the mark. But a little later, when sales perhaps do not come as readily and as quickly as had been anticipat- ed, their efforts lag: and before the season is half over they are engrossed in waiting on regular customers and are making no special efforts to push paint. Now, that is not the way to get paint business. To sell paint, you must not merely go after the trade, but you must keep after it. It is no business for the quitter; but for the man who sticks to it, paint selling is a paying proposition. Take your advertising campaign. You have, perhaps, mapped up a fol- low-up scheme on a comprehensive scale, involving the distribution of ad- vertising literature over the counter and through the mails, newspaper ad- vertising and window display. Now, a single display or a single advertise- ment doesn’t constitute a campaign: much less the sending out of a single circular. You must follow up your first effort with others. For paint selling is, after all, large- ly a matter of educating the customer. You must prove to him that paint is not merely a luxury but a necessity; that it protects his property; that it saves his money and that it is worth while from a sanitary point of view. You can’t prove this in a single let- ter or booklet or in a single personal talk. From the initial point where his lagging interest is aroused to the concluding stage where you “sell” him, is often a long and tedious pro- cess. There is another point that it will pay the discouraged dealer to bear in mind; the man whose best efforts have apparently elicited only a limited response. The immediate returns from paint advertising are by no means all the returns. The custo- mers who come this week, or this month, or even this season, are not all the customers your spring paint campaign will bring you. A lot of people interested this spring will per- haps not buy until next fall; perhaps not until next spring. Yet you have paved the way for selling them by this spring’s advertising. The moral is: keep after your prospects from week to week, from month to month, from season to season and from year to year. The results of paint advertising are cumulative. The longer you keep at it, the bigger and surer your returns become. Each sale you make helps you to secure additional customers. When you educate a prospect regard- ing the actual value of paint, you edu- cate him for the immediate sale; but you also make it easier to sell him when, a few years hence, he needs to paint again. It is my firm conviction that good advertising is never wasted; and par- ticularly is this true of good paint ad- vertising. I have known instances where one dealer’s advertising has failed to land a man’s first order but has landed his business for a second job, vears later. This point ought to be encouraging to the dealers who, finding the re- sponse to their efforts a little slack, are apt to exclaim: “Oh, what’s the use!” and to quit cold when what they ought to do is to push paint all the harder. It will pay you to kep tab as closely Store and Window AWNINGS made to order of white or khaki duck, plain and fancy stripes. Auto Tents, Cots, Chairs, Etc. Send for booklet. CHAS A..COYE, Inc. GRAND RAPIDS, MICHIGAN as possible upon individual prospects, and to go over your list from time to time. You are advertising generally, of course; your window display and your newspaper space is designed to appeal to the general public; but you also have your special prospect list of individuals who, to your knowledge are likely to paint this season. Refresh your memory by glancing over this list from time to time. Then if you happen to meet one of the in- dividuals listed as a particular pros- pect, snatch the opportunity to can- vass him personally. If a prospe comes into the store for somethin: else, take a few minutes to talk pain: A percentage of the people to whon you are mailing advertising matte: are interested to a certain extent, bui they don’t like to broach the subjeci to you for fear you'll sell them. [i is a curious state of mind to be in. but it exists. If you know a custo- mer for a paint prospect, don’t.hesi tate to talk paint. Sales are often made in this way that otherwise might be postponed or entirely lost. Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. _:: Grand Rapids, Mich. 151 to 161 Louis N. W. 1542 Jefferson Avenue Wilmarth show cases and store fixtures in West Michigan’s biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none. Catalog—to merchants Wilmarth Sleswr Case ae Grand Rapids, Michigan April 14, 1920 MICHIGAN TRADESMAN 31 Then, take the customers who have come in and secured estimates, and Attention, Mr. Retailer please looked over color cards, and yet have : : The John Seven Co vefused 40 be fed us io 4 i" ae Do your Books show, in connection with your Annual Inventory, Exact Gross . Is ip to the buying Profits on Merchandise Sold? Income Tax Returns require this fact. Grand Rapids Michigan 9 doint. ‘These pe > especially s po Mt Chese people especially should THE ELV’S COMPLETE BUSINESS RECORD be followed up. a (Price $5.00. Cash with order) Wholesale In the first place, never let a custo- Furnishes not only this, but other essential details of your business, ready to mer go unsold until vou have at least hand, for Ten years, which are worth more than the book costs. ss his promise to see you again before EL. A. ELY, 262 Grand Boulevard, West, Paints and he buys. It is no uncommon. thing a oe for a salesman—and particularly an W ll P p inexperienced clerk—after showing a a a er customer color cards, and making S d Li - ° ° Distributors: Benj ' i 5 ; : j. Moore’s Paints estimates, and quoting prices and do- an ime Brick Signs of the Times . Muresco and Varnishes ing his level best to make a sale, to Nothing «s Durable "s get peeved when the customer con- Nothing us tireproof Are The J. B. Pearce Co.’s Wall Papers cludes by saying: WEI f auess Fil Makes Sor cues Reancitst El t e Si Columbus Architechural and have to talk it over with the wife No -_ oo ec ric igns Automobile Varnishes first.’ It is an annoying termination renther eat é ‘ _ bs 4 Soles es ee ae arm in Winter rogressive merchants and manufac- oa sp endid effort in salesmanship. Cool in Summer Gio veckine the calee Of Mlactele WHOLESALE ONLY ‘or the salesman knows that consult- : ° : . Brick is Everlastin peas ing the wife is a mere subterfuge, £ We furnish you with sketches. prices designed to cover retreat. In such a and operating cost for the asking. — case the salesman is apt to let the Grande Brick Co., Grand Rapids LO OFFICE OUTFITTERS customer go with a curt “Good-bye!” So. Mich. Brick Co., Kalamazoo or a rather snappy “Anything more Saginaw Brick Co., Saginaw THE POWER CO. to-day? } aan Brick Co.- Rives Bell M 797 Citizens 4261 Now, that is merely human and — 237-239 Pearl St. (near the bridge) Grand Rapids natural; but it isn’t salesmanship. Salesmanship aims always to retain the good will of the customer. So, when the prospect explains that he will have to see his wife first, why not suggest in the friendliest way im- aginable that you'll be glad to call at any time and show the wife your color cards and explain the matter to her; or to have them both come in and go over the entire ground again. And, above all, get the man’s promise to see you before he does buy. That will in many cases prevent him going elsewhere without giving you another chance. Keep an eye, anyway, on the pros- vect who has been “almost sold.” If he doesn’t come back, don’t sit back and wait for him; telephone him or write him personally or call on him. The man who has got estimates and perhaps actually selected a desirable j combination should not be left to his en a ih own resources. Keep right after him Bg | : gee os & 4 Atl da hae until you land the business—or until 5 beet he flies for refuge to some other dealer. And if he does the latter, look him up and jolly him into the frame of mind where, next time he orders paint, he-will feel that you are en- titled to the preference. In the paint department it pays to work your hardest right now and at the same time to look to the future. For the work you do now will con- tinue to bring you returns in a great- Profit in Cleanliness _ If, by chance, a customer looks into your oil room, what is revealed? Cleanliness? Neatness and Order? Or is the look within merely depressing and disgusting? (AES oy ' . SYSTEMS er or less degree as long as you re- main in the business. In return for your efforts you secure, not merely the immediate business that can be directly traced, but the indirect re- sults that make it easier for vou to sell again, and that influence, not merely the prospect on whom you installed in your store for the storage and distributing of oils, are working, but a host of others kerosene and gasoline, assures your customer the cleanliness whom his satisfactory experience with and orderly arrangement of your Oil Department are character- ee nary Nena istics of your entire establishment your brand of paint will influence. So, having started your spring paint Note cleanliness and orderly ‘ : a 2 arrangement of store. Tanks B ke f 1 4 A o : campaign, keep at it. q hat is the in basement or underground a owser oa . a sa ° o _ and neat. combination a keynote of success in paint selling. at means Satisfaction an rofit. Victor Lauriston. —_——-soa>——_ Your show window tells a_ story FORT WAYNE, IND. every day to the passing public. If S. F. BOWSER & CO., Inc. U.S.A. that story is one that inclines them to buy, well and good. If not, it is your own fault. Bowser pumps are accurate, clean and economical. insures safety. , Signify your interest by asking for literature. Canadian Office and Factory, Toronto, Canada. 66-68 Frazer Ave. 32 MICHIGAN TRADESMAN April 14, 1920 Decided Never to Wear Borrowed Clothes Again. Grandville, April 13—There were two stores at Wingdam at the time. The battle royal between Sim Roper and Jack McDaniels was fund for more than a nine day wonder and dis- cussion among the feminine portion of the Wingdam population. There was a “four hundred” all right in the town, and to this belong- ed the two young men who created all the excitement. There was a girl in the case, as there very naturally would be. Daisy Seacomb was the daughter of well-to- do parents, the belle of the back- woods metropolis as well, and she and Mr. MecDaniels were very much in love. Jack clerked in the general store of Ivison & Pinnew, Muskegon lumber- men, who did a thriving business in pine lands and mercantile pursuits, the headquarters for the firm being at the Sawdust City. Sim Roper had long been enamored of Daisy and tried his best to get the inside track as against Jack Mce- Daniels. The latter, however, seemed to have a cinch on the pretty Miss Seacomb’s affections until an incident happened that came near making a mess of the matrimonial hopes of two as fine young people as the Mus- kegon valley ever boasted. Roper boasted his blue blooded pedigree, sported a cane and hailed recently from the then wonderful city of Chicago, from whence it was whispered his wealthy parents had wisely shipped their son to the wilds of Michigan to tame down his pro- pensity to sow too many wild oats. The moment he got his eye on flutty-haired, dimpling little Miss Daisy, the Chicago biueblood - set about making a conquest. It was this resolve on his part that led to the encounter on the dam about which my story revolves. Jack McDaniels was the light and life of the numerous parties held at Wingdam. These sociable affairs were not infrequent, consisting of “bussing bees", dancing, = spelling schools, sleighing and coasting gath- erings at which Jack shone, and to which Roper devoted himself in order to meet Miss Seacomb. “ll make that bump-on-a-log take a back seat before I get through,” chuckled the Chicago blood in the hearing of Jim, the clerk in the other store. Jack and Jim were friends in a way, although rival merchant clerks, and Jim really wanted Jack to make good with his girl. There was no such neat dresser in town as Jack, for which there was good reason, as the sequel will show. One dav Roper entered the Ivison & Pinney store, engaged the clerk in conversation—not Jack, but an extra hand who had come from Muskegon to help out—and finally settled on buying a suit of clothes of the smart- est pattern. “You'll look swell in that all right.” ventured the clerk. “That's what I’m aiming at,” chuckl- ed Roper, as he paid for the suit and strutted out of the store sucking his cane. “A plumb tool!” was the thought ot the clerk, and then Jack came along. On learning that his rival had purchased a suit of clothing, he could not help wondering why he had pat- ronized the backwoods store. That night a party was given at the big boarding house of one of the mills and, of course, all the voung folks were out, Jack among them. He shone resplendant in a spick and span new suit, the best the store afforded. The clerk seemed to be extravagant where clothes were concerned, wear- ing to Jim's certain knowledge half a dozen different suits during the win- ter, when one, or two at the outside, was considered even by the four hundred as about right. “Jack’s robbing his employers, that's what he’s doing,” suggested big Bill Bentler. one of the mill hands. “How can he wear such good clothes on his salary, I’d like to know, if he isn’t?” This suggestion of Bentlers came to the ears of Daisy, She seemed a little troubled after that. Jack, serene- ly innocent of the whispered sus- picions of his neighbors, went about his business as blithe and happy as an engaged man is supposed to be. Jack and Daisy were engaged and everything was going smoothly until the eventful party at the boarding house. Daisy had a severe headache and was unable to go. Jack went, however, and there encountered Ro- per exhibiting a picture to some of his friends, chuckling and making merry about, “his latest girl.” One glance and Jack McDaniels went white. The tintype so glibly ex- hibited was a picture of Daisy Sea- comb. How did this fop from Chica- go come by her picture? When op- portunity offered Jack mentioned it to Roper, and the latter boasted that the girl had given it to him earlier in the day. Jack went home glum with a sud- denly aroused fear. He went to call the next day and was told that Daisy was too ill to see him. After that Jack and Roper met on the milldam in front of the Merritt sawmill and “had it out.” The lie was passed and a scrap followed. Men rushed from the mill when Jack had the other down and was pummeling him vig- orously. Jack had one eye dressed in mourn- ing while the other party to the un- pleasantness quit the town and was never seen afterward. A week later, after his eye had re- covered its wonted appearance, Jack called at the Seacomb residence only to learn that Daisy had left town for an indefinite visit with relatives way down in the State of Maine. Jack wasn't quite himself for some time afterward. Early in the Spring, while Jim was closing up, putting on the blinds to the front doors and windows, pre- paratory to going home, who should call but Jack McDaniels. “Hold up a minute, Jim, I want to tell you something,” said he. The two clerks sat down and Jack told the sequel to that fight on the dam which had so excited Wingdam some weeks before. It seemed that Jack came to believe that Daisy had given the other man her tintype, and that it was all off between the girl and himself, when a sudden flash of memory illumined his brain and placed a new meaning to the event. “It was that suit of clothes Bob sold Roper,” explained he. And then Jack confessed that he had been in the habit of borrowing a suit to wear at parties, from the store, replacing them nicely folded the next morning. It was a reprehensible habit, he admit- ted, and that suit Roper had purchas- ed was one he—Jack—had worn ona previous occasion. While wearing it Daisy had presented him with her picture which he had thrust into the inner pocket, forgetting all about it, and this was where his rival had found the tintype later, using it to annoy and disturb two loving hearts. “I'll never wear borrowed clothes again,” declared Jack at the conclu- sion of his explanation. He had writ- ten to Daisy explaining, and a for- giving letter from her received that morning had sent him over to me with the little story as I give it to the reader. Old Timer. >.> —____ He Was Unlike the Lawyer. The lawyer was cross-examining a witness to a robbery. “When did the robbery take place?” he asked. “T think—” began the witness. “We don’t care what you think, sir. We want to know what you know.” “Then if you don’t want to know what I think, I may as well leave the stand. I can’t talk without thinking. I'm no lawyer.” Bell Phone 596 Citz. Phone 61366 Lynch Brothers Sales Co. Special Sale Experts Expert Advertising Exp: rt Merchandising 200-210-211 Murray Bicg GRAND RAPIDS, MICHIGAN OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R. SWETT, Mgr. Muskegon ==e Michigan Beach’s Restaurant Four doors from Tradesman office QUALITY THE BEST Boston Straight and Trans Michigan Cigars H. VAN EENENAAM & BRO., Makers ample Order Solicited. ZEELAND, MICH. Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich Rebuilt Cash Register Co. (I: corporared) 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. CODY HOTEL GRAND RAPIDS $1 without bath RATES {3 ye tith bath CAFETERIA IN CONNECTION Rew Hotel Mertens Rates, $1.50 up; with shower, $2 up. Meals, 75 cents or a la carte. Wire for Reservation. A Hotel to which a man may send his family. Livingston Hotel and Cafeteria GRAND RAPIDS Nearer than anything to everything. Opposite Monument Square. New progressive management. Rates $1.00 to $2.50 BERT A. HAYES, Propr. ED CROWN Gaso- line 1s made espe- cially for automobiles. It will deliver all the power your engine 1s capable of developing. It starts quickly, it accel- erates smoothly, it will run your car at the least cost per mile, and it is easily procurable every- where you go. Standard Oil Company (Indiana) Chicago, Ill. See —(e iii a 7 mit Si NR April 14, 1920 Gabby Gleanings From Grand Rap- 1ds. Grand Rapids, April 13—Geo. A. Case, formerly buyer for Beese & Porter, dry goods dealers of Petos- key, has taken the position of travel- ing representative for the Grand Rap- ids Dry Goods Company, with head- quarters at Flint. He will cover the trade of Flint and environs. Glenn Hamill, head clerk in the store of the Michigan Tanning & Extract Col) at Petoskey, has been appointed manager, to fill the vacancy created by the resignation of H. U. Monteith. Erwin DeYoung, book-keeper for the Michigan Hardware Co., under- went an operation for appendicitis at Butterworth hospital Monday. At last accounts the patient was doing well. rank E. Leonard (H. Leonard & Sons) has been confined to his home by illness tor several days. H. L. Monteith, who has been man- ager of the general store of the Mich- igan Tanning & Extract Co., at Pe- toskey, has taken the position of Up- per Peninsula traveling representa- tive for the Grand Rapids Dry Goods Company, with headquarters at the Soo. Mr. Monteith was a resident of the Soo several years ago. A day or two ago I had working with me a candidate for a place with us as salesman. This man hunts deer every year in the Upper Peninsula. He says deer hunting and salesman- ship are closely allied and reasons thus: To be a good deer hunter one must be patient and wait, perhaps one full day, two or three days, before he gets a sight of a buck. And to be a good salesman, he says, requires as much patience as is necessary to bring «in the antlers when the snow lies deep in the forests north of the Straits. Sounds as though there is something in this philosophy. Some of us seem to have a mistak- en impression of our relations with our employers. Some of us write to the sales department in a fashion that would lead to our forcible ejection if the language used were delivered or- ally. I had occasion recently to cor- rect a salesman for his misuse of language to the sales department and was told that he felt privileged to write as he did because he worked on commission. Aside from the fact that a gentleman writes as he speaks, sugar still catches more flies than vinegar ever did. Charlie Chaplin, replying to his wife’s nonsupport charge, says he gave her $102,000 last year. Evident- ly Mr. Chaplin doesn’t take into ac- count the manner in which women are now accustomed to be supported. The anthracite workers demand a thirty-hour week. As a result, mem- bers of coal arbitration boards will continue to work seventy-two hours a week. The doctors are beginning to hedge a little. Now one of them says kiss- ing is not harmful unless done so early, in the day that the “sun’s purifying rays have not cleansed and sterilized the lips,” This, considering the average person’s distaste for beer phonograph music and kissing early in the morning, practically amounts to a complete retreat on the part of the doctor. Douglas Malloch writes as follows: We already have called the attention of the politicians to the fact that the great public questions that confront the, American people in the elections about to come will be settled by peo- ple who say “a little piece” instead of a short distance, who call a magazine a “book,” who stick their heads out of car windows, who manicure their teeth in public, who call a dog a “dawg,” who read Snappy Stories, blame the Y. M. C. A., who think that higher wages is the cure for the high cost of living, who believe public officers are crooked et cetera et cetera et cetera. But now they must re- member that these questions are go- ing to be settled also by the people who chew gum, who wear hosiery of a MICHIGAN TRADESMAN color different from the color of their skirts, who like jazz “music,” who giggle when a child says something embarrassing, who discuss what “he” said, who visit over the ‘phone, who think they ought to borrow some money and buy a car et cetera et Cetera et cetera. J. Harvey Mann (Foster, Stevens & Co.) was taken to Blodgett hospital one day last week in the belief that he would have to be operated on for appendicitus. He improved so rapid- ly, however, that the plan of sub- jecting him to an operation was aban- doned. He is resting up for a few days preparatory to resuming his regular duties in the store. Louis J. Koster is now on his forty- first year with Edson, Moore & Co.. all but four of which he has spent on the road. His eyes are as bright and his step is as springy as they were back in 1883, when he had to climb two flights of stairs to pay his re- spects to the Tradesman and leave his grips out in the hall, because of the meager dimensions of the office. Now that we are located: on the ground floor, he drops in on the least provocation, throws his grips around promiscuously, puts his feet on the editor’s desk, orders the janitor to bring him a drink of water (all we have on tap now) and otherwise con- ducts himself as though he owned the establishment and the present occu- pants of the office to hold their posi- tions as a special favor granted to them by himself. I am still looking for the foolishest sight in the world. Up to date it is a woman leading a pet dog. There are so many children who need mother- ing that it seems the lap dog ought to be left to worry along. I never see a store with the sign “We Sell Below Cost” that the store isn’t vacant; and the store was a fail- ure for one of two reasons; either it did sell below cost, or it didn’t. The public found out the truth and broke it one way or the other. Truth is not only often spoken in jest, but sometimes by accident. For example I heard a lecturer begin the other night in this wise: “Before I deliver my lecture, I have something to say.” —>---2—____ One on Brother Beets. Rev. Henry Beets, the well-known Dutch clergyman, makes it a point to welcome any strangers cordially, and one evening after the completion of the service he hurried down the aisle to station himself at the door. A Swedish girl was one of the Strangers in the congregation. She is employed as a domestic in one of the fashionable homes, and the min- ister, noting that she was a stranger, stretched out his hand. He welcomed her to the and expressed the church hope that she would be a regular attendant. Final- ly he said that if she would be at home some evening during the week he would call. “T’ank you,” she murmured bash- fully, “but Ay have a fella.” Mr. Hoover is now definitely in the Republican camp. By this crisp reply to the enquiry from Boston he makes explicit what has been im- plied more and more strongly in his successive statements regarding his He will not accept a nom- ‘nation at San Francisco, even if he should lose at Chicago. He has al- ready said that he will not bolt. arty regularity further. His clear-cut pronouncement, while dis- appointing to many Democrats and independents, will in the nature of things benefit his candidacy for the Republican nomination. position. cannot go General Conditions in Wheat and Flour. Written for the Tradesman. There has been no change in the trend of wheat and flour prices dur- ing the past week; both have shown advances over a week ago and ap- pear to be in a very strong position with further advances probable. Export buying of both wheat and flour continues in fair volume and fairly good business is anticipated for the next sixty to ninety days. There has been one bright spot in the crop outlook; that is the report from the spring wheat country where seeding conditions are favorable. The loss of approximately 300,000,- 000 bushels of winter wheat on this year’s crop compared to last year’s, as estimated by showing, must be made up as much as possible in seed- ing of spring wheat, for we never needed a big crop more than we do this year and prospects thus far have been unfavorable as a whole. Of course, flour at $16.00 to $18.00 per barrel is practically the cheapest food stuff on the market to-day and the public can well afford to pay the producer $2.50 per bushel for wheat for the sake of having extra effort placed on this crop. A serious crop failure is going to result in a much higher price than this without benefit to the producers as a whole, for without a crop high prices do not benefit the farmer and are a detriment to the consumer, but a price showing the producer a reas- onable profit even though it be $2.50 per bushel or a trifle more will not be an excessive charge for the con- sumer to pay and will encourage pro- duction of the grain. Lack of efficient farm help, or for that matter, farm help of any kind, is bound to be a factor in the price of food stuffs, as it is steadily in- terfering with production. We believe the public should not expect to buy wheat or prices for the flour at low next year or two, nor in fact, until labor can be purchased at a price that will return a profit to the producer on a lower basis. We are unable to discern anything in the wheat and flour situation that looks like lower prices for some time to come. There may be temporary slumps, but on the long pull, we be- lieve we must expect, and will have. rather high prices on both wheat and flour. Lloyd E. Smith. —_2--____ Picked for Standard Oil Place at Shanghai. Lansing, April 13—Reed Stuart Hammond, son of Jason E. Hammond, and well known in this city, has sail- ed for Shanghai, China, where he will be in the foreign market service of the Standard Oil Co., as assistant to the man in charge of the work at that place. He will stop for a few days at Yokahoma, Tokio and other Japanese points before the final lap of his trip to Shanghai. Mr. Hammond, Jr., who is 23 years of age, was graduated from Hillsdale college in 1918, and during the past fall and winter spent one semester in the department of business adminis- tration at Harvard. He was recom- mended by the faculty of that depart- ment to the Standard Oil company for its foreign market service, and since the first of this year has receiv- ed a training course at New York ina school conducted by the company. 33 Out of a class of twenty-seven Mr. Iflammond was one of the first four men to be recommended for actual service with the company, and was assigned to Shanghai. For a young man of his age he receives a most complimentary salary in addition to a generous allowance for expenses. Mr. Hammond was in the army service from April, 1918, until March of the following year, being located at Camp Kearney in the ordnance de- partment, having charge of a com- pany store. ee o_____—— Grand Rapids Bankruptcy Court. In the matter of Samuel Tannen- baum a first dividend of 5 per cent. was declared and ordered paid herein. In the Strouse matter of Ernest the sale of the automobile was con firmed to William Kaser for $350. In the Frederick Neu- reither a otfer for sale has been called for April 20. matter of hearing on In the matter of Metry Bros. final meeting has been held, in which time an order tor the payment of admin- istration made and a final dividend of 5 per cent. declared and ordered paid. expenses was In the matter of Walter Lynch a special held at which time an order was made for the pay- meeting was ment of administration expenses and a first dividend of 10 per cent. de- clared. —_—_$_~e~-<-___ To Prohibit Coin Mutilation. A bill has Congress by McFadden criminal of- fense to destroy gold and silver coins in the United States. introduced into Representative Louis T. making it a been There is grave danger, he declared, of a depletion of the gold reserve of the country through the action of small manufac- turers who are not able to purchase gold from the mint in small quanti- ties and therefore, resort to the des- truction of coins. In the case of sil- greater, with the price of the coin content higher than the face value of the coin. ver the danger is 7s. Regarding the return of the bodies of American died in Tradesman soldiers who France, it that if the parents Franée and see seems to the were to go to tenderly the heroes are how graves of our cared for would their Especially we consider that buried together in trenches and cannot now be defi- nitely identified. We have had sev- eral unfortunate substitutions in the return of the bodies of Grand Rapids soldiers camps in this that this trouble would be greatly augmented in returning bodies from overseas. It by the French people they want to leave the remains of loved ones in French soil. is this true when many bodies were died in would who Country. it seem is stated by people who resided near Gettysburg that hundreds of fathers, mothers, brothers and sisters visited the Gettysburg cemetery after the Civil war for the purpose of remov- ing the bodies of loved ones to their former homes, but when they saw how beautifully the Federal Govern- ment was caring for the graves of the fallen heroes and how appropriate it was that the remains should find eternal rest where they fell, they in- variably returned home without the bodies. 34 MICHIGAN TRADESMAN ECE TSS oY, ECE e wr A Z = > > et Z er DRUGS“ DRUGGISTS SU - val ’ th, na \(Xt RSs \@)y « Ca \\ SS ry NG Michigan Board of Pharmacy. President—-1. H. Hoffman. Sandusky. Secretary and Treasurer—E. T. Boden, Members—-Charles b. Muskegon; Geo 7. Snyder, James E. Way, Jackson. IXoon, Detroit; Holding a Customer in the Drug Business. When you're in the drug business, or in any other business, for that mat- ter, certain problems arise continually, and it is just as well to think out a plan of procedure. A druggist oper- ating with none too much help has one problem that bobs up nearly every day. Every clerk is busy with a customer, let us say, and another- customer comes in and shows signs How to hold him— there’s the problem. We don’t like to see a man walk out of the store without attention. It leaves a bad feeling in the air. of impatience. getting any It’s a cinch he isn’t pleased. The proprietor would rather not have this happen. Yet sometimes it does hap- pen and there doesn’t seem to be any remedy for it. “The shoe man has the advantage,” says one writer. “He places them in a row, takes off their shoes, hides their shoes, then they’ve got to stay until they are waited on. They can’t walk out.” These remarks are in a hum- orous vein, of course, but maybe the shoe man does have an advantage. The purchase of a pair of shoes is not made every day, and the customer is willing to devote some time to the transaction. The druggist, on the contrary, has so many customers who merely want a small article, a cigar or even a postage stamp. At the saime time every customer must be treated with consideration, the amount of the purchase not entering into the transaction. The druggist wants per- manent customers. He wants a man’s regular cigar business, and even the occasional customer who buys a small article to-day may buy a good sized bill to-morrow. Particularly does the “uptown” man want to grapple his customers to him. He has few transients and cannot afford to offend anybody who lives in his neighbor- hood. A live soda boy can be of great help. If a customer merely wants a cigar he can wait on him. [f it’s a postage stamp, the boy can make the sale just as well as anybody. He can hand out soap, tooth paste, ink, vase- line, and a multiplicity of small ar- ticles. We know one druggist who has his boy trained in this manner. lf a customer comes in and there is no clerk disengaged, the boy goes up to the customer and asks what can be done for him. If it is some small article that the boy can handle, he does so, and that problem is solved for the time being. If it is something that the boy can’t handle, he retires to the rear of the store, behind the prescription counter. A hurried con- sultation 1s held with the boy. If a word of instruction will help him com- plete the sale, he is permitted to do so. If not, the boy goes back to the customer and says “Mr. X. will be with vou in a moment.” : Even this may not hold the custo- mer, but generally it does. Anyhow, he can’t go out and say no attention was paid to him. The dealer has this point in his favor. The average individual, after entering a store, is reluctant to walk out with- out giving the merchant a chance, and as a rule will not do so. Most people will wait a few moments and some of them will wait quite a long time. There are stores doing such a large business that a customer must take his chances on getting a clerk’s atten- tion at almost any hour of the day These stores advertise extensively and apparently have inducements strong enough to make their customers will- ing to wait, just as you see them wait- ing in a department store. There is a rush all day long and happy is the customer who knows a clerk well enough to sidle up to him with a whispered request for half a dozen of this, or a dozen of that. For these stores sell goods in quantity. That people will wait under cer- tain conditions is an assured fact. This includes rich people and impor- tant people. You have seen them waiting in crowds for a department store to open. You have seen them six deep before a certain counter. It is not a question of salesmanship on the clerk’s part. The people are clamoring for the goods. The clerk’s problem is to hand the stuff out fast enough. People have been known to wait all night in order to be in line to purchase tickets for a_ baseball game or an operatic performance. They will wait, all right, if the in- ducements are sufficient, but these conditions do not apply to ordinary life in the average drug store. Now mark what an old timer says: “My experience is that most people will wait if you can only get a word to them. A man who comes in, stands around for a decent interval, and has no attention paid to him, seems to feel at liberty to go out. But if you can get a word to him, a certain bond or tie is established and a certain ob- ligation seems to be formed on his part. Anyhow, he'll wait twice as long for you.” There is something worth remem- bering and worth adopting. What you can say depends a great deal on conditions. Much depends on the customer who has your attention at the moment. [If he is a grouch, you have to be very careful. We have known a man to get sore be- cause the druggist said to another customer: “Il wait on you, Mr. Blank, in a moment.” He drew the famous inference that he was to be turned adrift at the end of that length of time, which was not at all what the druggist meant, a “moment” under these conditions being a term most elastic. One druggist of our acquaintance always hearty manner: “Youre right next, sir.” And_ his manner says much more than his Says in a words. If the two customers happen to know each other, things are great- ly simplified. Provided the purchase is not of a confidential nature, you can get them together at the counter. Often one will call to the other to come over and give his opinion. If you are just completing the sale to customer number one, the likelihood is that you can really be with custo- mer number two in a “moment.” Sometimes it is practicable to cross the store on some pretext, say of getting out other goods for inspec- tion. Then you can sell a cigar or some small article in passing. We have seen a clerk wait on two or even three people at a time, this being made possible by the fact that custo- mer number one was looking over a lot of goods spread out before him. But it takes finesse. But it seems advisable to say some- thing, if only “Good morning.” And April 14, 1920 we think these few words will tend to hold a customer. The psychology of the thing is worth considering. If nothing is said to a man he may think: “Oh, well, these people don’t care for my business.” Whereas one may easily establish a tie of good- fellowship, even with a stranger, by means of a cordial “Good morning.” If you're alone in the store, you can’t always hold him. But, during war times people got into the habit of de- manding less from merchants. Every- body was more or less shorthanded. And we think most people are hu You can do a lot with them by using a little judgment. man. ——_2-~.____ Look Out for Ginger Ale. Federal inspectors have been in- structed to watch shipments of ginger ale coming within the jurisdiction of the Federal Food and Drugs Act to see that the bottles are labeled in ac- cordance with the provisions of the law as outlined in Food Inspection Decision 177, according to a state- ment of the officials of the Bureau of Chemistry, United States Department of Agriculture, who are charged with the enforcement of the law. That de- cision provides that if capsicum, which is the extract of red pepper, is present in ginger ale, it must be declared up- on the label. All interstate shipments of ginger ale found on or after March 16 which are not properly labeled in this particular will be seized, say the officials, and shipments from foreign countries will be denied entry into the United States unless correctly labeled. For Kalamazoo It’s Pure, That’s Sure ItsGood PIPER ICE CREAM CO. -! Michigan You Sn 5 April 14, 1920 MICHIGAN TRADESMAN a 35 « TANGLEFOO Wholesale Drug Price Current Prices quoted are nominal, based on market the day of issue. s Acids Almonds, Sweet, Tinctures « The Non-Poisonous Fly Destroyer Soric (Powd.) _-17%@ 26 , imitation -_ $@100 , , : CF oe canal nc f Y oy > 9 or Aconite eEeESEU Ele G - ‘ The U. S. Dept. of Agriculture says In the bulletin: “Special Zoric (Xtal) -. 17%@ 25 “Amber, crude __ 3 00@3 25 aloes => ‘ ‘ Sham Amber, rectified 3 50@3 75 # S ----------- @1 20 t pains should be taken to prevent children from drinking pol- Carbolic -------- cg eer 3 2503 00 Arnica _. @1 50 a. soned baits and poisoned files drepping into foods or drinks.” ee 1 25@1 oe Pea 9 aaa: G95 Asafactida | @3 94 F Muriatic —--_-_- 3%@ © Gah | 1 50@1 75 Belladonna __ @1 4v i Nitrie, 200 10@ 15 ther £ OVS to eae tee og h Oxalic 5744@ 65 © eu ~------- 4 50@4 <0 “iba ieba Compo’d a3 Oo 4 Sul Me 2% § Waster @ 25@2 5 2eNZO -OMpo ¢ @ Or es. Chala a = ae Can tcf eee Hohe @2 70 : , arté eee G °* Citronella (2 1 2h@t 50 Cantharadies ao @2 90 a ; Cloves 5 00@5 25 apsicum | @i %& Ammonia @ocoanut 40@ ’ 50 Cardamon: @l 50 | ee a cee: -- ao a Cod Liver ____ 4 75@5 00 Poe hag Comp. @1 35 fater, 18 deg. -_ @ { Croton ... 2 2h@2 50 VACCINE 8s |e @1 50 3. Water, 14 der. __ 2 - Cotton Seed _ __ 2 35@2 55 a inchona ------ @1 80 Carbonate 2. _ 22@ 26 Bigeron ____ 12 00@12 25 Olehicum __. @2 40 Chloride (Gran) -- 20@ 30 Cubebs ___ 13 50@13 75 Cubebs ________ @2 60 } Bucalyptus ___ 150@1 75 Digitalis _- @1 60 4 Balsams Hemlock, pure 2 00@2 25 Gentian @1 20 . Copaiba =... 1 00@1 20 Juniper Berries Ginger ee @1 50 ; Bir (Canada) .. 2 50@2 75 Se £0 O0@10 25 no | woman a easy @2 65 4 Fir (treeon) __.. 50@ %5 Juniper Wood 3 00@3 25 muaiac, Ammon. @2 40 Peru = 8 00@S 25 ~=Lard, extra __. 2 16@2 26 «=«6lodine ___ @1 50 Tol ool 2 50@2 75 Lard, No. 1 __ 1 $0@2 10 lodine, Colorless @2 00 Lavender Flow 15 00@15 25 lon, cl. @1 45 Pe . Barks Lavender Gar'n 1 75@2 00 hie @1 35 Cassia (ordinary) 45@ 50 Lemon —...__ 3 00@3 25 Myrrh -________ @2 25 Cassia (Saigon) 90@1 (0 Linseed boiled bbl. @2 08 Nux Vomica __ @1 95 Sassafras (pow. 70c) @ 65 linseed bld less 2 18@2 28 Opium ----______ @4 50 < Soap Cut (powd.) Linseed raw bbl. @206 Opium, Camph, @1 25 40a oa 30@ 535 Linseed raw less 2 16@2 2 Opium, Deodorz’d @4 50 f Mustard, true, oz. @295 Rhubarb _______ @1 80 { i Mustard, artifil, oz. @1 10 5 ° e iu Neatsfoot -..._ 1 75@1 95 Paints ; Th H h G d Pi Cubeb a Owe, auc 4 78@6 00 - ‘# ~ e Ig ra e dain, gs eae pean soe ne Olive, Malaga, . on red dry _. 154@ 16 uniper ia yellow 3 75@4 00 zead, white dry 154%4@ 16 F Brick and Bulk Prickley “Aah @ 30 fellow -22- 3 75@4 00 Lead: White of RQ 18 : , anne oa Ochre, yellow bbl. @ 2 i Extracts Seem 3 75@4 00 ke. wallace Wea 3 . j alicy, ric an u Licorice 60@ 65 Orange, Sweet 10 50@10 75 Patty” yellow leas 146 ts fe ~ 4aiCOTICE = ~~------- } Orig > @25Q thks _ --------—---. Ice Creams that Dealers Licorice powa. “1 #0@a 8 Crigamim, pure | @2 99 hea 'vonctw Amen ® Pennyroyal ___ 3 00@3 25 tec enet’n Eng. '3@ 6 Flowers Pantera a a soe 9B wo Amer. 25@ 3 oe Chamomile (Ger.) 80@ Y Rosemary Flows 2 50@2 75 . SS ay a ae * everyW ere ave found Chamomile Rom 60@ 75 Sandalwood, i rs H - F. Prep. 3 7% Pee J 00@15 e G é é é L 3 OC 3 5 it pays to carry. ee eee ak tage: Miscellaneous 5 ee } 75 cetanah -a Acacia, 2nd —... 55@ 60 Spearmint ._ 1750@17 75 A,ctonalid --___ Ph 00 Acacia, Sorts ---_ 35@ 40 Sperm Se 2 40@2 60 Ala. ao 2 \@ ¢ Acacia, powdered 45@ 50 Tansy - eine 9 00@9 25 ground a i, : Aloes (Barb Pow) 30@ 40 Tar, USP _______ 48@ 60 Bismuth, Subnic” @ 20 It hi Aloes Cape Pow) ae 2) Aen Ba on trate > 75>@4 00 Aloes (Soc Pow) 1 40@1 5 urpentine, less 2 50@2 60 tae ser 7 8 means somet ing to Asafoetida _--. 4 50@5 00 Wintorercen, we Borax xtal = 114@ 16 ° Yow. 6 75@7 00 —. 12 00@12 25 ‘ oo ca ‘oUles aovee. oo be known as an “Arctic Camphor _ 3 75@3 80 Winterg Tee n, sweet y Calger” leS, po 2 1o3 ae Guaiae cei @1 50 men 2 So OOS 25 Cc soo eee ainetise a ae oe 3s : aan @175 Wintergreen art 1 20@1 40 apsicum = —______ _ 388@ 45 Dealer.’’ Call, phone or Se” OCF Ct Wermesea 9 ooag 25 Carmine _-___" "7 25@7 60 it Kino, powdered @190 Wormwood __ 16 00@16 25 Cloves ee a 60 - write u ia @1 40 halk Prope’ Gag a = Myrrh, Pow. ___ @1 50 Potassium Chute aia a Opium 10 o0@11 00 Bicarbonate _____ 55@ 60 Chloroform ee 45@ _ 55 Opium, powd. 12 00@12 HU Bichromate (9 49@ 55 Giloral Hydrate 1 70@2 10 oe, gran. ee an rie pel Le 1 05@1 10 Cocaine _.. 13 60@14 05 Shellac aaauas, A ee ye | =«6Cabbonate, ._-__ $2@100 Cacoa Butter. ésaqi 7h ARCTIC ICE CREAM CO. Shellac Bleached 2 15@2 «9 Chlorate, gran’r 48@ 55 Corks. list, less son, . peer ee 50@7 an Chlorate, xtal or Copperas, bbls @ 08 ‘ . Tragacanth powd. @5 powd 2 23@ 35 « as lesa &t/ ‘ Grand Rapids, Mich. Claude G. Piper, Manager Turpentine ______ ang 40 Cyanide aa GG Capheras a 120 1“ lodide 110@4 25 Corros s \ 4 oka ) Insecticides Permanganate a 80@]1 00 C oe ae tee 70o- a Arsenie (0 8 18@ 25 Beare: oa | es a Cotes pen oe 90@1 00 Blue Vittiol, bbl; @ 10 ~ePUSsiate, rec 85@2 00 Jextying — 9@ 15 Blue Vitriol, less 11@ 16 Sulphate --__- .* Dover's Powder 6 75@6 00 Bordeaux Mix Dry 18@ 28 fmery, All Nos. 10@ 15 Hellebore, White Roots Iemery, Powdered 8@ 10 powdered —--_- S8@ 45 Alkamct 375@4 09 %‘lpsom Salts, bbls ems Insect Powder -- 90@140 Blood 60a 75 Epsom Salts, less 5@ 10 slood, powde red 60@ 75 7 _ Lead Pee cle 34@ 54 Calamus 60401 50 ae Paw ae a 7 Lime and Sulphur _ Blecampane, pwd. 22@ 25 irgot, Powdere _@6 5 Dry 1anG 27 Gantan. od 27% @ 36 neti ee — hh 20 ‘aris Green - £5@ 95 Ginger, African, formaldehyde, Ib. bo@ &e ica ¢ powdered : i 29@ 36 paki aoe 1 55@1 75 / | : ce Cream Ginger, Jamaica 40@ 45 mtaSSWare, 1€SS o3%. i Insecticides Jetum Soda Fountain Supplies Paris Green Fly Papers Arctic Ice Cream Co. Gest, Jamaica, pa is case ote 7 ; 5 waderec 50 x e é Oils Base Balls Water Wings Paints Colorite pony ee ae : be Gla aaeal, pow. 8 50@8 80 cae r Salts less 32@ A : ‘ et. ee : ooo ae eens powd. __ 4 75@5 00 alue ROW ook @ 30 Wax Paper Varnishes Fruit Syrups Marbles Bulk, Caramel ---—- 145 Ticorice, powd. 35@ 40 Glue, Brown Grd. 19@ 25 oe ee ars : ss Licorice, powd 40@ 50 Glue, White ae ao 40 isi Bulk, Strawberry -_-_ 1 35 Soe BOWES @ 90 Slue. White Grd. 36@ 40 Dusters Disinfectants Jacks Inks Bats Goggles Bulk, Tutti Fruiti Hi 1 so ari uowgercd ne 45 oe we _ See. a 9 Sporting Goods Balls Soap Dyes Auto Goggles Shelf Paper Brick, Vanilla -----~- UV Ribarh oo @200 Hoy 1 00@1 20 a i nile 99 P Brick, crecwate ---- ; Bs Rhubarb, powd. 2 60@2 75 fodine ----- 5 70@5 90 Icy Hot Bottles Bathing Caps Poultry Foods Shoe Brushes oe as 1 60 dostnvoad, powd. , 30@ 35 Lane ecg =o 20a. Pr pieoiestt aes : oo Sarsaparilla, Honc zead, sAcetate -- o Fly Swaiters Stock Foods Floor Waxes Insect Powders Bathing Caps a ee Pea 566 §=6groma _____ 1 25@1 40 Lycopodium -._ 3 25@3 ae j Piper Ice Cream Co. Sarsaparilla Mexican, Mace eo | oe 9 Fly Papers Croquet Sets Shoe Polishes Thermometers Mule Veils 1 26 ground La @ 80 aie punhoenec eas . : : sae fs : pie | eee a Squis 2 35@ enthol ---. 18 00@18 20 Spring Tonics Wall Finishes Grape Juices Sarsaparillas Bulk, Chocolate ---- ; 39 Sauills, powdered 60@ 70 Morphine —_-. 13 50@14 15 c : Bulk, Caramel ee Ss. Tumeric, powd. 25@ 3 Nux Vomica ---. _@ 30 ow Paint Brushes _ Dry Paints Auto Sponges _Ice Cream Pails thet by sla a ---- 7 3@ Valerian, powd. @2 00 Nux Vomica, pow. it 30 ' : i sulk, Strawber co 2 epper black pow. 37 4 i Fumigators Auto Chamois _ Lunch Kits Shoe Pastes —_ Carbon Remover Sf ee a Seeds cs eee io q¢ srick, é r2 Ae Ree Segal ‘ ‘ ~ itch urgun 2 o ° ° a ans ™ Ale > . A S ( 2: Tan BoE pe atiecaieeral 35 40 ei os Napkins Straw Hat Cleaners _—‘ Furniture Polishes _—_—iIce Cream Cabinets Brick, Chocolate ---- 160 “nie Wea ee ee 15 Brick, Caramel _____ 1 ae foe ca 7. Gia 4 172 : ‘ i Brick, Strawberry -. 1 6 poet ee ere aS Rochelle Salts —- Et 55 1 Soda Fountains Beverage Coolers Brick, Tutti Fruiti _- 169 Canary ---.--_-- 15@ 20 Ce @ 3 : Brick any combinat’n 1 60 oa ee fate 7. dat Four 20@ 30 } $ pc a AO ROG ORR Seidlitz Mixture 40@ 45 “es You will find our stock very complete on the above Leaves Coley pond. 51 Ge §s sap, act ae oe j : : Buchu. oo. 6 @A00 Day I TG es 25@ 3 Soap mee oe 22%2@ 25 items. Send us your orders today. ee oe foe ae a Oe is i © e, ect cories ‘ ‘ < 7 g as - cae : Wis T Sage, % loose - 2@ 78 jas, ground 22. 14 1g Soap, white castile _ Sage, powdered -. 55@ 60 foenugreek pow. 10@ 20 ess, per bar __ @2 00 | Senna, Alex --_ 140@150 jemp Wie ia Seda Ash 04@ 10 Senna, Hinn. ... 20@ 85 yonelia 175@2 00 “oda Bicarbonate. s2@ 10 Senna, Tinn. pow. 35@ 40 Aud (Galle Say Soda, sak. 2%@ 5 cue ou Mustard, yellow -.45@ 650 a ° ° Uva Ursi ------- 25@ 30 Mustard, black __ 36@ 40 Sulphur ae poy * ; Hazeltine & Perkins Drug Co. - Buey noon gig 90 SulBhe: Sabm—- RS Ea € amarinds ____ oO Almonds, Bitter, Bae 15@ 20) wart: 7 e e e , : ; 5 artar Emetic 1 03@1 10 fue ee 16 00@16 25 Sabadilla ------_ @ 6 = 3 Grand Rapids, Michigan oe a “O Sabadila, “powd. go@ ap ‘Turpentine, Ven. s0@é ov Se! "9 50@2 15 Sunflower 5@ 20 Vanilla Ex. pure 1 50@2 00 ae artificial ---. 2 50@2%5 iG Eierpeag Witch Hazel -_ 1 47@2 15 d t Worm American 430 50 ; : ae 15@2 00 Worm Levant 165@175 “Zinc Sulphate -- 10@ 15 j 36 ing, 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 mail- Prices, however, are liable to change at any time, and country merchants will have their orders filled at market procs at date of purchase. DECLINED ADVANCED Chocolate Cocoa Milk Rolled Oats AMMONIA Biackberries CHEESE Arctic Brand 3 lb. Standards ..... Brick io ee 2? oz. 100, 2 doz. bos 270 No. 16 @13 00 Wisconsin Flats _______ 33 16 oz. 25c, 1 doz. box 1 75 Lane born _- 8 a0 ne . 5 , 9 85 t k 35 82 oz. 40c, 1 doz. box 2 85 Beane eaied co a ee = Moore’s Household Brand brown Beauty, No. 2 1 35 eT . 3 I2 ov, 2 doz. to case 270 Campbell, No. 2 ___ 1 50 _ CHEWING GUM Fremont, No. 2 _-____.135 Adams Black Jack —___ 70 AXLE GREASE Van Camp, % Ib. ____ 80 Beeman’s Pepsin -_-___ <0 Van Camp, I Ib. ---. 125 Beechnut -_--__________ 380 Van Camp, 1% Ib. __.160 Doublemint --__________ £0 Man (amp, 2 ib. _. 1 80 Flag Spruce —------.___ 40 ouicy Era _..... 70 Beans—Canned Spearmint, Wrigleys —_ 70 Red Kidney ____ 1 35@1 45 A esa ~--------------- ‘0 String il iosc sete arse i 89@2 rau 2eno ~------~---------- 90 ie 1 35@2 70 CHOCOLATE Lima —----_~-_- 1 20@2 35 Walter Baker & Co. Res oo 95@1 25 43 “ere cae Clam Bouillon ‘ : ot Burnham's 7 oz. ____ 2 60 ; nist Co. 14s oe rn te ae Standard _ 1 45@1 65 ‘CIGARS Country Gentleman -_ 2 00 . Maine. 90@2 25 National Grocer Co. Brands 9: ails, per doz. 18 80 : Antonella, 50 foil ___ 37 50 25 Ib. pails, per dc | Hominy Antonella, 100 foil __ 37 dU BAKED GOODS Jan Camp .-.. 135 #Antonella, 25 tins __ 37 50 : aackson = 2 1 30 Ki ” jah, Diplomat- Loose-Wiles Brands oe 70 00 Krispy Crackers -____- 18 Lobster corona 77 50 L. W. Seda Crackers._ 16 (mo 2 45 i "eee 50 74 00 L. W. Butter Crackers 18 a. o .. C 4 60 , Epicure, 25 83 00 Graham Crackers -—___ is Hh. Ark, 50 _ 73 60 mr Sai Gar 20 Mackerel President, L. W. Ginger Snaps ---- 18 Mustard, 1 lb. _____- OU ee 100 00 Honey Girl Plain ------ eo Mustard, 2 ib _ 2 80 Monarct oU__ 56 00 Honey Girl Iced ------ <> soused, 1% ib. 1 60 *k., Perfectos 75 00 Cocoanut Taffy -------- o> boubed 2 ib 27d Park, African 90 00 Vanilla Wafer __________ 40 a. Park, Gold Subject to quantity dis- Mushrooms piand, 50 0 100 00 count. Buttons, 1s, per can 1 40 MUNE® Park, Gold Hotels, is, per can... 1 00 =sinnd, 26... 105 00 BLUING Discount on Mungo Park. Jennings’ Condensed Pearl Plums Lots of 500, $1 per 1,000 Small, 3 doz. box —__- oe? Califomia, No. 3 __. 2 46 Lots of 1,000, $3 per 1,000 Laree, 2 doz. box ___ 2 70 . . Lots of 2,500, $3 per 1,000 _. Pears in Syrup : a ce page 60 a ea Poors toe 50 Worden Grocer Co. Brands Cracke cal, e2-26 : allo a ~----------- a ot . De ste ty : Cream of Wheat ____ 9 00 Harvester (Shade Grown) Grape-Nuts __________ 3 80 Peas decterag Breaker, 50s) __ Pilisbury’s Best Cerl 290 ararrowfat _____ 1 60@1 90 Re ee eet eee zy Quaker Puffed Rice -. 5 60 arly June ---- 1 45@19q Delmonico d0s ...... 75 Ov Quaker Puffed Wheat 4 30 arly June sifd 1 75@2 40 Panatella, Des 2.5 oS: 75 00 Quaker Brkfst Biscuit 1 90 . Epicure, 50s ........ 95 00 Quaker Corn Flakes 3 35 Peaches Favorita Extra, 50s 93 00 Raiston Purina —.___- 4 00 ee ae Presidents, 50s .... 112 50 Ralston Branzos ----- 270 California, No. 2% -- 4175 (La Azora Broadleaf Cigar) Ralston Food, large _- 3 90 a i ___. 2 ~ Washington, 50s 75.00 Ralston Food, small -_ 2 90 ichigan 2 + 25 Panne oil. sts. 75 00 Saxon Wheat Food __ 510 Wie, gallons —----____ 200 Aristocrats. 75 00 Shred Wheat Biscuit 4 50 Pineapple Perfecto Grande, 50s 95 00 scm, 3S fe i we 409. 6(Gera. 508 —_____ 7 00 a dU CU eye «|= Clcar Kellogg’s Brands Sliced No. 2 Extra _. 4 76 Toasted Corn Flakes 4 20 Toasted Corn Flakes Individual _________ 2 00 rambles 20 Krumbles, Individual 2 00 Bist 00 Cranket 2 60 Peanut Butter _.__ 3 65 mo. 1413, Goz. 1 80 os. 3 60 BROOMS Standard P. arlor 2 23 th. 5 75 Fancy Parlor, 23 ib. $ 00 Ex. Fancy Parlor 25 Ib. 9 50 Ex. Fey, Parlor 26 lb. 10 00 BRUSHES Scrub Solid Back, & in. —... 1 5D Sold Back, 11 in. _ 1 76 25 Pointed Enas _.....__ 1 Stove a 1 16 ee pe Shoe NO Fe $0 nO. 2 1 25 NO 8 2 00 BUTTER COLOR Dandelion, 25c size __ 2 00 Perfection, per doz. _. 1 75 CANDLES gine oe 15 rerasane, (AS 16 Weeine 40 CANNED GOODS Apples 3 tb. Standards ___@2 25 No. 10 Pumpkin Van Camp, No. 3 ___ 1 Van Camp, No. 10 __. 4 1 Lake Shore, No. 3 ___ Vesper, No. 10 _._. _ 3 Salmon Warren's . ib. Tall 4 Warren’ » Maat & Warren's 1 “Ib. Miat __ 4 Red Alaska 3 Med. Red Alaska ____ 3 un Pink Alaska __ 2 40@2 Sardines Domestic, 448 __ 6 v0@6 Domestic, 4%s ~. 7 00@8 Domestic, %s -. 7 00@8 California Soused —____ 2 California Mustard —. 2 60 6u 33 90 10 to 50 v0 00 vu OU California Tomato 2 vv Sauerkraut Hackmuth, Ne. 2 1 60 Silver Fleece, No. 3 1 60 Shrimps Dunbar, ia doz. ..._. 2 10 Dunbar, 1465 doz. _.... 3 75 Strawberries Standard No. 2 _.____ 4 50 rancy, No. 2 5 60 Tomatoes No. 2 1 35@1 75 NO 2S oe 1 80@2 35 No. @7 00 CATSUP pmigers &§ az. 1 $5 snigers 16 oz. ...__ 3 10 Royal Red, 10 oz... 1 85 Nedrow, 10% oz. __._ 1 40 Royal Red. Tins _.__ 10 Havana Cigars. Made in Tampa, Florida Diplomatics, 50s ____ 95 00 mise, 205 115 00 Bishops, 505 ....... 115 00 Reina Fina, 50s Tins 115 00 Queens, Dn 135 00 Worden’s Special __ 150.00 Ignacia Haya Made in Tampa, Florida. Extra Fancy Clear Havana Delicados, 60s _____ 120 00 Primeros, 50s _.____ 140 00 Rosenthal Bros. R. B. Cigar (wrapped in tissue) 50s 60 Imported Sumatra wrapper Manilla Cigars Philippine Islands 0082) , 37 50 Other Brands Charles the Eighth (Do- _mesti Cc). bes oe. eS 56 00 From Lioba, 50s plipeblaes ie pncean cae aia Say Scarlet Runner, E] Dependo, 20s Court Royal, 50s ____ 60 00 Court Royal, 25 tins 60 00 a. ae 50s 56 00 50s 5S 00 50s 95 00 Se 56 00 Stogies Tip Top. 50s tins, 2 for db .......... 19 50 CLOTHES LINE Hemp, 66 f 3 00 Twisted Cotton, 50 ft. 3 3 25 Twisted Cotton, 60 ft. 3 90 Braided, 50 f _ 4 00 mash Cord 5 25 COCOA paners _.. 53 Bunte, (5c size ___ 55 Bunt > ib. . Oe Bunte ip ce Cleveland Se Colonial, 4s eee Colonial, %s - Ls ISpps a i ee Hershevys, 45 00 iMershevs, 45.2 40 auvie 36 Lowney, iS 22.00 48 Lowney, ys Co ae Lowney, +45 .__._.. 47 Lowney, 5 lb. cans ____ 48 Van Elouten, +45 ______ 12 Van Houten, ws ____ 18 Van Houten, %s ______ 36 Van Houten, is 65 Wan-ita 8G Webb SE 33 Wubnr te 7 oes Wiibur, Va 0 Bs COCOANUT 14s, 5 Ib. case Dunham 46 145, 0 1B. Case 2.0. 4S 14S & %s, 15 lb. case 45 6 and 12c pkg. in pails 4 75 Bulk, pails 38 Bulk, barrels 35 is 2 Oz. pkgs. . per case 4 00 18 4 oz. pkegs., per case 7 50 COFFEE ROASTED Bulk Bio. 25@28 Santos 2. 37@40 Maracayno 0 43 MekIean 43 Cutamala oo. Java a eee Mocha ee Bogota a Peaberry _ ae Package Coffee New York Basis Arbuctwie . 2. 38 50 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail ail orders direct to W. F. McLaugh in & Co., Chicagc. Coffee Extracts MN. 7. per 100 _ 10% Frank’s 250 packages 14 50 Hummels 50 1 ib. 10 CONDENSED MILK Barie, 4 doz. 2 11 00 Leader, 4 doz. 8 00 EVAPORATED MILK Carnation, Tall, 4 doz. G6 25 cr ation, Baby, 8 dz. 5 75 > 7. ul 6 25 P Baby eS Van ‘amp, Tail 2 8 25 Van Ca _ Baby 20 6 2b Dundee, Tall. doz. __ 6 25 Dundee, Baby, 8 doz. 5 75 Silver Cow, Tall, 4 dz. 6 5 Silver Cow Baby, 6 dz. 4 25 MILK COMPOUND Hebe, Tail, 6 Goz. .:_ 4 20 Hebe, Baby, $ doz. _. 4 00 Carolene, Tall, 4 doz. 4 35 CONFECTIONERY _ Stick Candy Pails Horehound oT 30 Standara 30 Cases Jumbo 2 29 Boston Sugar Stick ~-_86 Mixed Candy Pails Brewen | oo 31 Cut Loat _..... 31 Grocers... 24 Kindergarten _.._._._ 33 feacer 30 owelty 2 31 Premio Creams __.__ 44 ee 30 (0 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 Cofy Tety 2.2. 35 ruare, 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 Ss 2 15 Lozenees, Pep. —_._._ 32 Lozenges, Pink —___._ 32 Mamchnus 2 31 Nut Butter Puffs _ 38 Chocolates Pails Asrorted Choc, 37 Champion 2 35 Honeysuckle Chips __ 50 Klondike Chocolates__ 45 Sons 4 Nibote Sticks, box _. 2 60 Nut Waters 45 Ocoro Choc. Caramels 43 Peanut Clusters 50 Quintette Bering ooo 34 Victoria Caramels .__ 42 Gum _ Drops Champion 222. 28 Raspperry .. 28 Ravyorite oe 30 Superior. ...0 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 = Anise Squares ------ ‘ Peanut Squares ----- 33 Kock Candy —-_____. 40 Sunshine Asst. —------ 43 Pop Corn Goods Cracker-Jack Prize --7 7 Checkers Prize —_-___- Cough Drops Boxes Putnam Menthol ---- : 65 Smith Bros. -_-_---—- 65 COOKING COMPOUNDS Mazola Pints. tin, 2 doz. -_ 7 15 Quarts, tin, 1 doz. --_7 25 14 Gal. tins, 1 doz. -- 13 75 Gal. tins. % doz. —_. 13 50 5 Gal. tins, % doz. --20 50 COUPON BOOKS grade 2 50 grade 4 50 gre ide 20 00 50 Heonomic 100 KEconomic D0 KHeonomic 1.000 Keonomic grade 37 50 Where 1,000 books are ordered at a time, special- ly printed front cover is furnished without charge. CREAM OF TARTAR 6 ib. boxes) 220 75 6 ib. boxes _..__..... 76 DRIED FRUITS Apples Evap'ed, Choice, blk -- 22 Apricots Evaporated, Choice --- 33 Evaporated, Fancy ---- 45 Citron i ib. box 2 60 Currants Packages, 12 0Z. ----.- 20 Boxes, Bulk, per lb. 23@27 Peaches Evap. Choice, Unpeeled 22 Kvap. Fancy, Unpeeled 24 Evap. Choice, Peeled 23 Evap. Fancy, Peeled ~~ 25 Peel Lemon, American -... 35 Orange, American ---. 36 Raisins Choice S’ded 1 lb. pkg. 24 Fancy S’ded, 1 lb. pkg. 25 Thompson Seedless, 1 36) pee ee 25 Thompson Seedless : bik 22 California Prunes 80-90 25 Ib. boxes -.__-@18% 70-80 25 Ib. boxes ---@19 60-70 25 Ib. boxes ~.__.@2 50-60 25 Ib. 2 boxes ~-_.@21% 40-50 25 Ib. p25 boxes ~._.@25 -@28 30-40 25 lb. boxes FARINACEOUS GOODS Beans Med. Hand Picked ____ ie California Limas ---. 16% Brown. Hovland = 616 Farina 20 1 1b. packages _.-. 2 80 Bulk; per 100 ibs. 22 Hominy Pearl, 100 lb. sack __ 5 25 Macaroni Domestic, 10 Ib. 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 200 6 50 Peas Peer a 7 BOUL, Ib, fo 9 Sago ast India oo 11 Tapioca Pearl, 100 Ib. sacks -.._ 11 Minute, 8 oz., 3 doz. 4 05 Dromedary Instant, 3 Goz.; per case _.. 2 70 April 14, 1920 FISHING TACKLE Cotton Lines NO. 2) 15 faéet 2. 1 45 ING. 3, 1p feet oe 1 70 NO. 4, 15 feet L $5 NO. 5, 15 feet 2 uc. PACES NO. 6, 15 feet ooo 2 45 Linen Lines Small, per 100 yards 6 65 Medium, per 100 yards 7 25 Large, per 100 yards 9 00 Floats No. 14, per gross __ 1 50 NO. 2, per Sross _ | 1 75 No. 2%, per gross __ 2 25 Hooks—Kirby mize 1-12, pér 1,000 __ 84 Size 1-0, per 1.000 __ 95 Size 2-0, per 1,000 __ 1 15 Size, 3-0, per 1,000 __ 1 32 Size 4-0, per 11000 = 1 65 Size 5-0, per 1,000 __ 1 95 Sinkers No. 1, per gross _ |. 65 INO. 2, per pross — tz No. 3, per gross _____ 85 No. a, DEY Bross __| 2 10 No. 2, per gross _____ 1 45 No. 0; DCT Eross 1 85 No. 1, DEY Bross 2 30 NO. 8 per gross 3 35 No. 9, per gross | 4 65 FLAVORING EXTRACTS Jennings Pure Food Vanila Terpeneless Pure Food Lemon Per Doz. i Dram 17 Cent 1 40 14%, Ounce 25 Cent __ 2 Ounce, 37 Cent 2% Ounce 40 Cent 24% Ounce, 45 Cent __ 4 Ounce, 65 Cent __._ © Ounce $1.09 7 Dram, 17 Assorted__ 1144 Ounce, 25 Assorted ROR Oto Co Cob ao oS FLOUR AND FEED Lily White __._ 1. $0 Graham 25 Ib. per ‘ewt. 5 80 Golden Granulated Meal, Z) 1bDs., per cwt. | 5 15 Rowena Pancake 6 lb. Compound ie 60 Compoun Rowena Corn Flour, Watson ane Milling 0. New Perfection, %s 14 40 Meal Gr. Grain M. Co. Bored 2 5 20 Golden Granulated __ 5 40 Wheat No, a Red 2. 2 45 No: 1 White 2 43 Oats Michigan Carlots __._ 1 05 wess than Carlots _.. 1 10 Corn Carniot 2 1 70 Less than Carlots .... 1 80 Hay Carigts 34 00 Less than Carlots -_ 36 00 Feed Street Car Feed .... 70 00 No. 1 Corn & Oat Fd 70 00 Cracked Corn =... 70 00 Coarse Corn Meal —. 70 00 FRUIT JARS Mason, % pints, gro 8 0U Mason, pts., per gross 8 40 Mason, qts., per gro 8 7a Mason, % gal., gro 11 00 Mason, can tops, gro 2 35 Ideal Glass Top, pts. 9 50 Ideal Glass Top, ats. 9 90 Ideal Glass Top ¥% Pauon: 2 2 00 GELATINE Cox’s 1 doz. large —. 1 45 Cox’s 1 doz. small -. 90 Knox's Sparkling, doz. 2 25 Knox’s Acidu’d doz. 2 25 Minute, 1 doz. —-_-.. 1 go Minute, 3 doz. -.---- 4 00 Nelsons 1 50 Oxtore 2 79 Plymouth Rock, Phos. 1 55 Plymouth Rock, Plain 1 30 Waukesha 1 60 April 14, 1920 HIDES AND PELTS Hides Green, No. 1] 2.10 20 Green, (No. 2002 19 Cured, No! i foo 22 Gured: No. 2 0 21 Calfskin, green, No. 1 Calfskin, green, No. 2 Calfskin, cured, No. 1 47 2 Calfskin, cured, No. 45 Horse, No. 1 220 0232 10 00 Horse; No. 2 2° 9 00 Old Wool 75 Wambs 20 50@2 00 Shearlings 50 Tallow Prime No; 1 No. 2 Wool Unwashed, med. _.. @50 Unwashed, fine -___ @45 HONEY Alnline NG. 10) 4 00 Airline, No. 1b _..._. 6 00 Anrline; INO. 25 _2)~ 9 00 HORSE RADISH Per Gog. 2 Se ae ie 1 00 JELLY Pure, per pail, 30 lb. 5 00 JELLY GLASSES 8 Of), per Gow... 40 MAPLEINE 1 oz. bottles, per doz. 1 75d 2 oz. bottles, per doz. 3 00 1 oz. bottles, per doz. 5 50 S oz. bottles, per doz. 10 50 Pints. per dog. 2220s 18 00 Qué rts, per doz. ._... 33 00 1, Gallons, per doz. 5 25 Galions, per doz. ._... 10 00 MINCE MEAT None Such, 3 doz. case for ee 5 60 Quaker, 3 doz. case for oe 4 75 MOLASSES New Orleans : Kancy Open Kettle _--. 85 Cnoice 2 oe 68 GOOG 56 Stock Ss eo He uf barrels 5c extra NUTS—Whole Almonds, Terragona 35 Brazils, large washed 26 Kancy Mixed oo Filberts, Barcelona ~~ 32 Peanuts, Virginia raw 16 Peanuts, Virginia, roaste@ ht 18 Peanuts, Spanish a Ao Walnuts, California ~~ 39 Walnuts, French —--- Shelled Almonds 220.00 65 Peanuts, Spanish, 10 1b; box 22). 2 75 Peanuts, Spanish, 100; 1b) bb 22 25 Peanuts, Spanish, 200. 1b. Dbl. 22 241% Pecans 2200 95 Walnuts OLIVES : Bulk, 2 gal. kegs, each 4 50 Bulk, 5 ‘gal. kegs each x 50 Stutled, 4°07, 22) 2 1 80 Stutred, 15:02) 030 4 50 Pitted (not stuffed) 14 OZ) oo 3 00 aleapeuaiey i SiOz. co a5 Lunch, of. 2. 2 00 Lunch, 16 OZ) oe 3 20 Queen, Mammoth, 19 OF ee 5 50 Queen, Mammoth, 28 Of 6 75 Olive Chow, 2 doz. cs. per, doz. 22 oc 2 50 PEANUT BUTTER Bel-Car-Mo Brand 8 o2., 2: doz. in case _- 94°11. wails ... 1232 1D pais: ooo se 5 Ib. pails, 6 in crate 10. 1b. pans =o 15 Ib: pais oe 26 1b, pails) oe SOD. iS oe 100) 1b. drums) oo PETROLEUM PRODUCTS Iron Barrels Perfection Red Crown Gasoline 26.9 Gas Machine Gosaline 41.3 N. M..& P. Naphtha 26.9 Capitol Cylinder, Iron BDis, 22 49.8 Atlantic Red Engine, Iron Bbls. 29 02 31.8 Winter Black, Iron Bolg. fo 19.3 Polarine, Iron Bbls. —_ 51.8 PICKLES Medium Barrel, 1,200 count 14 50 Half bbls., 600 count 8 00 5 gallon kegs —__ _. 3 00 Small Barrels 20ooo2) 18 00 Half barrels. 2.2. 10 00 5 gallon kegs --- __ 3 50 Gherkins Paves 25 00 Malt barrels ou 12 00 5 pallion Kees _.... ss & 5G Sweet Small Barrels Loe 28 60 5 gallons keg FS jue. 8 15 Half barrels _ ——___ Items From the Cloverland of Mich- igan. Sault Ste Marie, April 13—M. Maz- erow expects to open a new clothing store on Ashmun street in the Everett building. The store is being redecor- ated and the opening will take place about the middle of May. Mr. Maz- MICHIGAN TRADESMAN erow is one of the best clothing men in the business, having been connected with the Boston store for a number of years and having a large acquant- ance throughout Chippewa county. Charles Goppelt, the popular repre- sentative for H. O. Wilbur & Sons, is calling on the trade this week. He reports business as unusually good at this season of the vear. Some people are always looking for a new kind of a mistake to make. Charlies Harm, ftormerly in the manutacturing soft drinks business, is now traveling for the Victor Oil Co., of Cleveland, covering the Upper Peninsula. Jos. Fuoco, of Pontiac, is a business visitor here this week. Mr. Fuoco was formerly in the grocery business here and has still some property in the Soo. T. B. McClelland returned from Detroit, where he has been working during the winter. He is opening a bicvele and repair shop on Ashmun street. Others may make us happy, but we make the most of our unhappiness ourselves. A. E. Marriot, formerly manager of the Park Hotel, has returned after spending the winter in the South. He expects to move to his summer home on Sugar Island in the near future. The Civic and Commercial Club gave another one of their monthly dinners at the Soo Club last Friday and made some very interesting re- ports regarding new developments which are expected to materialize in the near future. A very interesting talk was also given by Prof. Hayden, of Ann Arbor, on the National Bud- ret. Much activity is noticed around the locks for the past week, getting things ready for the opening of navi- gation, which from present condi- tions will be in the very near future, as boats are getting into Detour this week and the ice is reported very thin in most places around Mud Lake. If gasoline is going up to 40c per gallon there are some auto owning men who are going to cut down on the amount their wives use for clean- ing gloves. William G. Tapert. 2. -~» Merchants Victimized By New Swin- die Scheme. Retailers in several Wisconsin cities have been victimized by a new form of check swindle. The process is as follows: The swindler buys merchandise on which he wants some alterations made He leaves the merchandise with the dealer and, declaring his desire to pay for it in advance, leaves a check also. In due course the merchant deposits the check and finds out that while his new customer actually has an account at the bank on which the check is drawn, it is not sufficient to cover the check. When the swindler-customer calls for his goods a few days later the merchant mentions this with re- pret, whereat the S C. is much an- noved that his “stenographer should have failed to make the deposit he told her to.’ Of course, he wouldn't dream of asking the merchant to ac- cept the check, however, and he in- sists on paying cash for the merchan- dise, and the merchant returns his check. So far the transaction hasn’t hurt the merchant a bit. But— The stranger now has a check bearing the merchant’s indorsement. He proceeds to cash it forthwith, raising the amount if he thinks the merchant’s account is big, and evap- orates to another city to repeat his operation, Serious Trade Abuse That You Can Stop. Do you, as a dry goods merchant, think you are getting a fair deal from the manufacturer who has been forcing you for the last three years to place your orders with him “At Opening Prices” and for indefinite and uncertain delivery? Is it your opinion that your inter- ests are being decently considered by a producer who, because merchandise has been scarce and at an immense premium, will only continue his business relations with you if you consent to buy blindly before you have had a hint of what the advance on his merchandise will be when he does get ready to open his prices? Can you make yourself believe that such a producer will ever feel the necessity for putting prices on his merchandise that represent rock bot- tom cost plus a fair profit, when he knows before he has made his prices to you that his production has all been taken at whatever he cares to mark it? April 14, 1920 ie | wees aman * THE SHORT LINE BETWEEN GRAND RAPIDS AND CHICAGO FARE—$3.85 one way via MICHIGAN RAILWAY CO. (Steel Cars—Double Track) Graham & Morton Line (Steel Steamers) 2 CONNECTING Boat Train ror i Ds Leaves Grand Rapids Station Rear Pantlind Hotel REGULAR SERVICES WILL START SOON. Bel-Car-Mo The clean, smooth, healthful Peanut Butter that makes regular customers out of the casual visitors. Order from Your Jobber Puritan Flour. ing features, will call on you soon. Made at Schuyler, Nebraska. A strict- ly Short Patent Flour with a Positive Guarantee on each sack. Mr. William J. Augst, the Puritan Salesman, who has a special advertis- GRAND RAPIDS JUDSON GROCER CO. | Wholesale Distributors | MICHIGAN April 14, 1920 MICHIGAN TRADESMAN 39 Are you able to convince yourself re a geet ichate rt | BUSINESS WANTS DEPARTMENT Price and without definite under- standing as to delivery, will be ship- ___ Advertisements inserted under this head for five cents a word the first a j es insertion and four cents a word for each subsequent continuous insertion. ped to you in full, within a reason- 7 al in D pict letters, double price. No charge less than 50 cents. Small abi tne cos 5 i: isplay advertisements in this department, $5 per inch. Payment with order nine, when it is so simple a mat is required, as amounts are too small to open accounts. ter to ship a part of your order and ce cancel the r < 4 : be For Sale—Illinois, Rock Island County, est subject to its re-1n $9,000 stock hardware, groceries, dry statement at a higher price? goods, shoes. Postoffice in store. Ten : : : miles from station. Village 75 people. You will answer every one of these YOUNG MEN, Best farming district in state. Good op- Mark Gietnne i. ee Vey portunity for country merchant. Enquire a Iuestions ba : so determined ATTENTION! Frank S. Childs, Buffalo Prairie, Ill. 840 negative, no doubt, and you will in : : es a For Sale—Grocery and bakery in a The “DOUBLE A Kind urn ask what you are going to do We have several openings good live town, population 2,800. Want ee : a ee i Lo to sell on account of health. Will sell or : avoid Sas ne Sai in a for live, ambitious, young Ioan building. Address No. 841 care Made by lé manner that has been suggestec says Michigan Tradesman. 841 Sa men who are willing to ap- Ww above. You do not want to place larg A ci i —T r ; or People ho Know How ‘ O place large ply themselves to learning Wanted=To buy one or more large orders in an automatic way, allowing the seller to do all your thinking for you. But yuo probably are convinced that unless you go along in the way you have been going for several years, you will not get merchandise that is essential to the success of your business. Stop and consider for a moment the possibility that you are submit- ting to a trade practice that you nught end if you were willing to try. At least one retailer has had the courage to take the right stand to protect his own interests. There may be more but we know of one large store that has taken the step alone and we know what the results have been. You should read them care- fully and make your own inferences as to the wisdom of adopting such a plan yourself. <> >->-___ Experience goes to show that the selling value of a window does not depend upon the amount of goods shown in it. The urist Motor Coat 3rought out only a few weeks ago, this Tourist Motor Coat can already be found at the leading auto accessory stores in most cities. The immediate widespread demand which greeted it is one of the reasons for the opening of our fourth Michigan factory recent- lv at Lakeview. MICHIGAN MOTOR GARMENT CO. GREENVILLE, MICHIGAN—8 Branches and improving themselves in the dry goods business. Real opportunities for hustlers. Remuneration limit- ed only by ability to show results. O. M. SMITH & CO. FLINT, MICH. If you want to sell or exchange your business, no matter where located, write me. John J. Black, 130th St., Chippewa Falls, Wisconsin. 725 Stock shoes and dry goods, inventory $4,500 (old cost). Sacrifice account sick- ness. Established business in good town. Particulars, Butler & Butler, Lake View, Mich. 824 Vosition wanted by experienced man, in grocery or general store. Address R. F. D. 2, box 159, Grand Haven, Mich. Wanted—A good stock general mer- chandise in exchange for my farm. Gro- ceries, general merehandise, dry goods, clothing, shoes. I must trade this farm quick. J. P. Phillips, Manchester, bag For Sale—The old established Perham drug stock and fixtures. Business estab- lished forty years ago. M. BH. Lawton, Administrator, Spring Lake, Mich. 83 If you are thinking of going in busi- ness, selling out or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. FOR SALE—BHight-family steam-heat- ed brick flat, five minute walk from cen- ter of business section. Located across from Crescent Park, Grand Rapids, Mich- igan. A high grade investment for some family who will occupy one flat them- selves. Will accept stock of merchan- dise or property for part payment. Con- sideration $15,000. A 10% income prop- erty. Write Story & Grosvenor, Green- ville, Mich. 835 For Sale—Grocery stock located in best county seat town in Central Western Michigan. 3ig manufacturing interests and strong country trade. Cash basis. No dead stock. Stock and fixtures about $2,500. Address No. 838 c-o Michigan Tradesman. 838 Silko Typewriter Ribbons—Last longer, will not fill type or dry out. Regular $1— each grade, 2 for $1; dozen, $5. Full length sample, 60 cents, postpaid. Guar- anteed to please or money back. State typewriter used. Office Specialty Co., Dep’t. MT, Birmingham, Alabama. 810 Wanted—Secona-nand safes Will pay spot cash for any safe, if in reasonably good condition. Grand Rapids Safe Co., Grand Rapids. For Sale in Detroit—Clean staple stock of men’s and ladies’ furnishing goods and shoes. $15,000 and fixtures. Excellent location, within one-mile from city hall. Established nine years. Must sell at once. Address No. 813, care Michigan Tradesman. 813 automatic Caille’s coin paying machines, nickle or quarter play. Must be cheap for cash. Address No. 842 care Michigan Tradesman. 842 For Sale—Quartered oak clothes cab- inet. Three double deck and one single deck. Made by the Welch Mfg. Co., Grand Rapids. Address Faber Bros., Rosebush, Mich. For Sale—$15,000 interest in a going corporation to one that is willing to take a working interest as general secretary. If interested, write at once. Address No. 844, care Michigan Tradesman. 844 Partner Wanted—A_ wholesale flour, feed and produce dealer with an estab- lished business requires additional capital to carry on an expanding trade. This is a good opportunity for the right party and will pay big returns on the invest- ment. Address No. 845 care Michigan Tradesman. 845 For Sale at a Great Bargain—Maving consolidated our two stores, we offer for sale the following articles: Stimpson Computing Scale, 170 Acct. File, 4 drawer National Cash Register, Premier Cash Register, % horse power electric motor, coffee mill for hand or power, two Bow- ser Lift Pumps and 175 gallon tanks, 4 ft. floor umbrella case, 110 gallon galvanized iron oil tank, ten counter show cases from two feet to ten feet, barrel truck. spool cabinet, tobacco cutters, two sugar barrel holders, twine and paper holders. Write at once, or come and see. The Rackett Store, Carson City, Mich. 846 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 30 days and will make excel- lent proposition for cash. Direct corre- spondence to Market, 811 South Saginaw St., Flint, Michigan. 726 Wanted—-To find good business for sale. State what you got. Address No. 836 c-o Michigan Tradesman. 836 MERCHANTS--FOR REDUCTION or CLOSING OUT sales write Arthur E. Greene, Jackson, Mich. 808 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. For Sale—A patent on a combination belt loop and button. Reasonable if sold at once. Patent No. 1,315,856. Write for particulars to Jas. H. Otto, Kellogg, Idaho. 817 For Sale—Meat market, grocer, notion, dry goods stock and fixtures. Doing good business but wish to change. Wish to sell within 30 or 60 days. Write No. 792 care Michigan Tradesman. 792 For Sale—One Ligonier grocer refriger- ator, one Ligonier display refrigerator. First-class condition. One Toledo butcher scale. Cash only. R. S. Knepp, School- craft, Mich. 793 WANTED—Lady clerk for general store. References required, good wages. Wm. P. McGregor, Birch Run, Mich. 796 BANISH THE RATS—Order a can of nat and Mouse Embalmer and get rid of the pests in one night. Price $3. Trades- man Company, Grand Rapids, Michigan. for clothing and fur- L. onan ae Pay spot cash nishing goods_stocks. E. Hancock, Detroit. WANTED—Experienced man or woman as buyer of laces, trimmings, leather goods, neckwear, jewelry, etc. In ans- wering give details of business exper- ience, present position, and_ expected salary. Charles Trankla & Co., Grand Rapids, Michigan. 815 For Sale—Good retail bakery, fully equipped with good machinery, in hust- ling town of 10,000. Good business loca- tion. Excellent for window_bakery. Did 20,000 business last year. Invoice stock about $1,500. Terms cash. Reason for selling, ill health. Address No. 821 care Michigan Tradesman. 821 WHY TAKE CHANCES when you can have our guaranteed check protector for only one dollar. Hddo Specialty Co., Saginaw, Mich. 804 BEST WHITE WAXED PAPER LUNCH ROLLS 5 & 10c Write us for samples and prices. Standard Paper Specialty Co. Plainwell, Mich. Our record of over fifty years of continuous growing business, not only in Michigan but all over the United States, speaks for itself. You take no chances when you buy “Double A”’ Brand. TRADE The Sign of Good Candy Mark Made in Grand Rapids by NATIONAL CANDY CO. PUTNAM FACTORY Grand Rapids, Michigan Ask for acopy of our latest price list. We are agents for LOWNEY'S in Western Michigan. Chocolates Package Goods of Paramount Quality and Artistic Design Toilet and Bath Woolens and Fine Fabrics WOOL SOAP Tee Unwaualed lar Weehng Silk Laces Stowell Rameher ad Beohaedar Poche se Toilet and Bath 40 FANTASTIC LINEN PRICES. Many of the large linen buyers from this country are abroad trying to hasten deliveries and to pick up any odd lots of linens that may be avail- able for the fall trade. Recent reports show that fantastic prices prevail at Belfast. Buyers will bid any figure to get goods The mills are running only twenty-five hours per week because of the dearth of flax and yarns and there has been a wild scramble to pay anything that will induce a manufacturer to guar- antee a delivery. Many of the larg- est manufacturers are out of the mar- ket and will not undertake any fur- ther business until they know they can get flax. It is not a question of price of goods for buyers are more than willing to pay well. Late last week a tow yarn that sold a month ago for 62s brought 80s and it has been no uncommon thing to hear of prices ten times normal of linens. It is reported that the Cam- bric Combine will advance its Decem- ber list 60 per cent. This is the base list for handkerchief cloths. Substi- tutes of many kinds are being bought, but many United States buyers want all linen goods and do not care to handle the substitutes if avoid it. they can Some Scotch weavers are offering handsome samples of cotton damasks and mixtures of flax and hemp. But to the buyer who wants all linens and under choice brands these things have only pass- ing interest. very The January imports of linens amounted to 4,420,633 square yards, 647,051 a The seven months’ receipts of linens 17,983,698 with 6,513./77 a year ago. compared with year ago. reached yards, compared selgium and Ikrance have begun to send in linens again in a small way, most of the importations coming from Great Britain. CANNED GOODS CONDITIONS. The canned food distributor is pes- simistic about the cleanup of last sea- son’s pack in the face of the numer- ous handicaps which are continually encountered, while the canner is open- ly discouraged in meeting the prob- lems which confront him and which make him favor a short pack. Heavy losses are being sustained on the sale blocks of goods, notably California fruits, and the buyer is not to be interested except at great sacri- fices under the quotations. The listed quotations given cover the sale of small and medium sized job- bing orders and do not reflect the market on the forced movement of export or bankrupt stocks which are sold in large blocks. forcing the owners to reduce their loans, which means in many liquidation of the entire blocks. With an apathetic buying outlet, reduced prices are inevitable. To add to the troubles the railroad strike cut down of large jobbing The banks are cases the out-of-town movement of goods and forced many jobbers to withhold shipment on pressing shipments. In the face of these conditions the can- ner is not inclined to pack high priced foods with the possibility of losses such as are being sustained on last year’s production and the jobber is MICHIGAN TRADESMAN not buying futures for the same rea- SON, MEAT MARGINS TOO LOW. Reports from fair price commission- ers and United States attorneys in- dicate that the campaign to teach the value, economy and palatability of the less expensive cuts of meat, particu- larly of the forequarter, has proceeded very successfully. A Na- tional official of a large association of retail meat dealers telegraphed to the Department a complaint that some fair price commissioners have those fixed retail prices and margins too low dur- ing the campaign. Reports from commissioners clear- ly indicate that never before has meat been sold by retailers at so small a rate of profit. Some commissioners are allowing only one or two cents profit on cuts bought at wholesale from 20@25c per pound, and the re- tailers themselves have shown a dis- position to make their profit excep- tionally small. In some instances a margin has been set below a profit- able rate. Review of the Produce Market. Apples—Baldwins, Russets, $3.25; Starks, $3; Western box fruit commands $4.50@5; bulk, $3.75@4 per bu. $3.75- Asparagus—California commands 90c for large bunch. Bananas—S8c per Ib. Beets—New, $2.75 per hamper. Butter—The market is steady at a decline of about le per pound over a week ago. about as usual for the season. The quality arriving is The consumptive demand is only moder- ate and storage stocks are being rap- idly reduced. We crease in the make from now on and if we do have any change in price in the near future, it is likely to be a further slight decline. look for an in Local jobbers hold extra creamery at 62c and first at 60c. Prints, 2c per lb. additional. Jobbers pay 48c for No. 1 dairy in jars, 50c for prints and 33c for pack- ing stock. Cabbage—$7 per 100 Ibs. for Texas; California, $5.25 per crate of 70 Ibs. Carrots—New, $3.25 per hamper. Cauliflower—$3.25 per doz. for California. Celery—California, $1.25 per doz.; Florida, $6.50 per crate of 3, 4 or 6 doz.; $5.50 per crate for 8 and 10 doz. Cocoanuts—$1.50 per doz. or $10 per sack of 100. Cucumbers—Hot house, $3 per doz. Eggs—Receipts are heavy, despite the embargo due to the strike of union switchmen. Local jobbers pay 36c for fresh. cases included. Grape Fruits—Extra Fancy sells as follows: oO Size: per box 62 2 $4.00 80 size; pet Dox, = 4.25 De size, per box -2 4.75 Od Size, per box = 2 5.00 JO size, per Dox 8 2 5.00 me size, per box 5.00 WO size, per Dox 4.75 Fancy sells as follows: SO size, per box - 2 $3.75 a0 Sie, per box 0 2 4.00 ne Rize; Der box 2. 4.50 64 size, per box oo i235 JO sige gee box oo Ags BO. size, per box 2 4.75 OG oie per box 882 4.25 Green Onions—Shallots, $1.40 per doz. Green Peppers—$1.60 per basket. Lemons—California, $5.50 for 300s and $5 for 240s and 360s. Lettuce—Iceberg $6 per crate of 3 or 4 doz. heads; hot house leaf, 18c per lb. California Australian Brown, $7.50 per 100 Ib. sack; Span- ish, $2.25 per crate for either 50s or 72s; home grown, $6.50@7 per 100 Ib. sack. Onion Sets—White $4.75 per bu.; vellow, $4.25 per bu. Oranges—-Fancy California Navals sell as follows: Onions — 0) ee $4.50 LU) 5.00 J) 6.00 A560) See 7.00 1700 ee 715 0 ee 8.00 AS 8.00 Soe 8.00 io ee 8.00 80 $4.2 See ee $4.25 10 4.75 PO 5.50 0 6.50 6 7.25 POG) ee 7.50 PAG 7.50 Pe ee 7.50 Ziq 7.50 Parsley—60c per doz. bunches. Pieplant—California, 15c per lb. Potatoes—Home grown, $5 per bu. Baking from Idaho, $5.50 per box. Radishes—Hot house, 45c per doz. bunches; large bunches, $1.10. Spinach—Texas, $3.25 per bu. Sweet Potatoes—$3 per hamper for kiln dried Delawares. Tomatoes—$1.40 per 5 Ib. basket from Florida. ——_2~>—____ Want Price Stated and Delivery Guaranteed. Lansing, April 13—Two months ago W. L. Milner & Company of Toledo, Ohio, gave instructions to its buyers that “no more orders could be placed unless prices were explicitly stated and ultimate delivery guaranteed.” Not a purchase could be made no matter how badly the goods were needed unless the seller made a defi- nite quotation and agreed to deliver the whole amount of the order during the course of the season. The manu- facturer was thus forced to carry the risk of an advance in costs while the retailer carried his rightful risk of a decline in values. The manufac- turer was committed to a definite price for his product and was compell- ed to keep the cost of production within the margin of safety allowed by that price. Not a single valid reason, that we can see, exists to prevent every re- tailer in the country from following this wise policy. W. L. Milner & Co. are still doing business and are get- ting their merchandise in an entirely satisfactory manner. H. L. Fisher, their manager, assures us that despite the entire lack of support from other merchants his store has succeeded admirably in its experiment in inde- pendence. With the proper support from the trade, the movement started by Mil- ner’s would gain sufficient impetus to end finally all the abuses that we have described and put the initiative in placing orders for staple merchandise back in the hands of the retailer where it belongs. The idea has been April 14, 1920 passed on to you because we believe that if only enough retailers adopt it, real results will follow and not be-# cause we have any design to effect combination of merchants agains manufacturers. It is high time that general if independent movement i: started to put the retail trade on the basis of confidence where it was so firmly intrenched before war. the grea I called at Allegan and observed in the front windows of the big store of Burrell Tripp some “Going Out Of Business’ posters. I secured one of them and from it quote as follows: “Closing out sale of everything in all four stores at a big reduction in price to make them go quickly. Any and all of our stores will be offered for sale as a whole or in units to suit the purchaser. If not sold as a going business, the fixtures will be sold and the buildings offered for rent. Here is a splendid chance to secure a big, paying, cash business with a reputa- tion second to none in America.” This is signed by Burr-ll Tripp, who is well known all ov South- western Michigan as a ver success- ful merchant of twenty-five vears ex. perience. I was not request 1 by Mr. Tripp to issue this bullet . but | am doing it for the bene of our members who may wish to i : ‘estigate for themselves. Jason E. Ha imond, H. Rich- —_2-.____ Tribute to the Genius of O mond. Kenton, April 13—I cert aly was very much interested in yr ence to ©: iH: refer- Richmon in the Tradesman and have reac it over several times. I have alvays con sidered Mr. Richmond the raost re markable man I ever met W he purchased his drug business, at Pier son, he contracted to sta assist and teach me for three mo ths. so | had a chance to study him f 5m eve: angle. I found he was tx only a druggist and chemist, but " astrologer and iearned astronomer a great mathamatician, a writer,a dp think- er and, I think, the most -onderful checker player ever known I had the pleasure of seeing him ay a set of checker games. with e then champion of Canada and the . ‘anadian proved to be just simply an« sy mark for O. H. He has often <1 jwoed me how easy it was to beat a fi ly good checker player by taking -ix ‘men himself, while his oppon it wused twelve, and would not let e other fellow even get to the } g cow Richmond had a_ most ynderful memory, without which could never have become the great: check er player in the world. He as also a strong believer in spirituaia m and a good fellow. I have ofte wished 1 had kept the Solomon S::icoks ar- ticles. I would enjoy read g¢ them again. They were certainly | ne. _It has been several year since I visited Grand Rapids, but 1: hope | will be able to get away this «car and see what few old friends I h ve there yet. Shall certainly make it a point to see you anyway, and vill take pleasure in telling you some very in- teresting things regarding O. H. R. and his astrology and_ spiritualism. You have certainly been “on the job” faithfully and for a long time, and have justly earned your success. I take great pleasure and _ satisfaction in reading your strong articles against anarchism, socialism and all other kinds of shysterism. We need just such red blooded Americans in office all over the United States and espec- ially at Washington, and I sincerely hope | may have the great pleasure of voting tor E. A. Stowe for United States Senator. J. D. F. Pierson. —_+-.____ A. Van Eerdman succeeds B. House- man in the grocery and meat business at 955 Kalamazoo avenue. ————— >< -<— DeYoung Bros. succeed the Bash- ara Grocery at 103 Division avenue, South. On my trip during the past week, : a