i) 15 20ER RR a, ° “ / » fA SAW vw) . : ¢ AWN) \ \ pr 9) Be SSR RS N PAe8 Oe Be A ee Vex LEER Le LAS , > Be “ , fy nN Ms 9 ce Aa “aS yo ,wierac ve IO eG e: E PL Oe A Jan) eS jie ZN AY, Guin 2s SOS RY 1 Lop Ie SANES, ; ‘PPUBLISHED WEEKLY Ree PUBLISHERS: SEES i. A ERE ON LEE ie AMIR EES LEIS LIL IE: mee Thirty-Seventh Year GRAND RAPIDS, WEDNESDAY, JULY 7, 1920 Ni ger 1920 RR OO Oa OO a Og AR RO OO HRA OO OE : 5 Pg cs Public Re FOI IT RT ATI IA IO SIA IOR IDI ICAI A SIA AD Hea What Are You Doing Now? It matters not if you lost the fight and were badly beaten, too; It matters not if you failed outright in the thing you tried to do; It matters not if you toppled down from the azure heights of blue— But what are you doing Now? It matters not if your plans were foiled and your hopes have fallen through; It matters not if your chance was spoiled for the gain almost in view: It matters not if you missed the goal, though you struggled brave and true— But what are you doing Now? It matters not if your fortune’s gone and your fame has withered, too; It matters not if a cruel world’s scorn be directed Straight at you; It matters not if the worst has come and your dreams have not come true— But what are you doing Now? TRI FIA III I III III IA IAI AIA IAA IIIA AAAS AAAI IAA DI AI IDA RADON TOA BOD SO AO A A A aA I * S 4 4 * - *« * *« : « * * * * * * * * * + +" * i ix R. Rhodes Stabley. 1¢ $ « i So *“ -~ x * + * *« « * * § CIIIIIDIIII III IOINININIDIDIDIDIIOIIOIOI III OOOO IA ACH ek tok tk KI FEIT III III III OIRO SIC I I AO bc SIDNEY ELEVATORS e iy 4 Will reduce handling expense and speed en Leet up work-——will make money for you. Easily ' } installed Plans and instructions sent with Si each elevator. Write stating requirements, /- i giving kind machine and sjze platform Ps wanted, as well as height. we will quote RIG. VS. PATENT OFFICE agmoney saving price. | “The Ec ae e Economy Garment FIELD SEEDS For Use Wherever Seeds Are Sown BRAND NU BRAND TRADE MARK BRANDNU Continental Seed Company Lock Drawer 730 CHICAGO, U.S. A. Sidnev E Elevator Mnfg Co. Greenville, Mich. 4 Factories— 8 Branches Michigan Motor Garment Co. Big returns for you on the sale of Fleischmann’s Yeast for Health Talk this natural beautifier to your customers. National advertising on this subject is sending you the customers—all you've got to do is to back it up. Give your customers the booklet— "YEAST FOR HEALTH” Saving Sugar and Fuel Sugar shortage and fuel famine are the twin domestic problems of our times. They have filled the household with trouble and discord. Their solution is made easier for the house- keeper who knows Shredded W heat -Biscuit In making Shredded Wheat Biscuit the nat- ural sweetness of the whole wheat berry is retained—no sugar is required. Being ready- cooked and ready-to-eat it saves fuel and kitchen work and worry. A new factory with improved transportation facilities will soon enable us to supply the full demand for this product. There is no substitute for it. MADE ONLY BY The Shredded Wheat Company, Niagara Falls, N. Y. A Delightful Drink Boston Breakfast Blended B.B.B. COFFEE BBB. Popular in Price A Trade Winner JUDSON GROCER CO. GRA§IND RAPIDS MICHIGAN FRANKLIN GOLDEN SYRUP Always in Season For table or for cooking. of Has the pleasing Faun cane flavor and is of the quality of Franklin Package Sugars. t TSW ola aa The Franklin Sugar Refining Company PHILADELPHIA “‘A Franklin Cane Sugar for every use’ Granulated, Dainty Lumps, Powdered, Confectioners, Brown, Golden Syrup cng ers SSM Sys, Thirty-Seventh Year MICHIGAN TRADESMAN (Unlike any other paper.) Each Issue Complete In Itself. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids. KE. A. STOWE, editor. Subscription Price. Three dollars per year, if paid strictly in advance. our dollars per year, if not paid in advance. Canadian subscriptions, $4.04 per year, payable invariably in advance. Sample copies 10 cents each. IXxtra copies of current issues, 10 cents: issues a month or more old, 15 cents; issues a year or more old, 25 cents; issues live years or more old, 50 cents. Iintered at the Postoffice of Grand Rapids under Act of March 3, 1879. CANADA’S NEW REGULATION. 1 4 | , The wholesale LLG Petal! sOrocery ivades of Canada’ are | up urns 1 \ amainst the litest suear ruling of the Canadian Board of Co; Mnerce Vien Orials OF DIOCESE are now EMIS form ed with the avowed intention of doing | vervihine possible to bring about at 1 : ; early rescinding of the ordet Under the new order the retailer's i ) oo INdgtetO tS PUL at 4G per pound. whic INGQanS a SLross PDrOHE OF 6 te G pel Cent whereas the Vera ge Exven sc OL retailers 1s 17 per Cet. Ene iain Me OL sugar Dy any other middk man than the wholesaler or retailer ' : i : Ss unlawtul \ Sphread Of 3 per cent | ! etween rehners and retailers’ prices S ordered as tl maXiu4n NO i PGASG 1 PMCeS IS Werinitted without + ’ } + ] , LHe) AULHOriT, OF the Board OF ot ' ‘ NLC 1 ( Retailers SCCOUMGIES | bo. Lite TCM dictum, LV ¢ FEStt wed Troi 11} CTCASING OricesS ON Their Stocks fo 1 LOFT TO HCTEeaASeS Al market PLICES Refiners are restrained from selling : | 1 1 O (OUNCE | Tikal wholesalers INanmurac ‘ } ] turers Of retailers, wholesalers fron 1] - + ] , | , 1 Clune “Sue ar co Orn th Hla Thad 1 } ] HICKS amd Consumers 4nid tiheit n quantities greate thai wormal re CHUIFECHICNTS 11 {! lk Ol househ id all LCL eT SOUS TON selling su@at r CEess rt thre reasol by le Pequyrre ; ; ; ié ents of the buyer's household? Prof ‘ 14 ) : S at TESTLICTE( © 2 cents 1 pound 5 1 ‘ t Et yt +4 ; rc] tT 1)¢ ( LEN Prac Ce | (1 : Vance Drices oi STOCKS Whel Tot : : el Drices 3 NCE tS prot nited, nd ¢ vsten IS oraered ior | hice th pri t i] s at profit ol = pel ; 1 Cut eee Che Cy Tite averaorc VOTE 1G ; 1 COST OF Qt Sue ar tm sroce t ttre 1111 of sale With the refiners price ON Staind me at 2le at Montreal, a retail pric 5 oft more than 23c per pound is declat CQ TO DG UNtair DEONe takiic on cen 1 : | eral sales, and in cases where the sale : of one-pound lots may involve a loss fey Ja- : “4 2 or the dealer a special price of 234, 1 Wid «112 | 17 ] CCnts Der Pound Nay De CHharecc ) | 1 : 114 | the dealer may refuse to SCil LeSS tat four pounds, or may require the pur chase of two pounds, chargi GRAND RAPIDS, WEDNESDAY, JULY 7, 1920 Number 1920 rents therefor [i special |) cases: INTERESTING QUESTIONS. vel ry thy f the g1 fa fay re ere s] ( \ rey { | i(] ire to teach O) ( re ( 1 \ } } Cayss) t hnioher ¢t 1( WAN ‘ Wi CCE @ Hist rice { iN tricks ppd re t the |] leral 1 min rice ( Qs « fir. f } ; | t 1 1 pric ! ent tor foul Comaiecia Sa aes 4 they ‘ } 1 pounds i fired ; ' . ' } I : Continue CLLOELS = ft rT i } > Phe Canadian Grocer of current is 1 1 | : : tributive nels elassit ( ) ( rl 14 | ' q riiine ; t = ICCraves Cl t thi CW : | at DeFICHce } + ] + ‘ pe 1 t } the board of Commerc: to bre : t HN I , ha ot et faneht that oreat 7 { } ‘ + 1 i DCC 1 11 ting Lo ecor 14 rone+: heed { reoulat t ] 1 { { 4} Mle Oppasitio on tl Dart OF Doth ' { ' : bl . tor fo th co-ord t retail and wholesale grocers throug ; ; ' : 1)? et ‘ pre \ re } Hl t } ve 4a dayty { 1 ( { t I 2 1 4 yid 1 } +] tt t I 1) ‘ they hen retat ‘ | t ( trol 4 OF SUSAE acat tid f 1 t t 1) ai Ct : + ] 4 Prestrictuie the ‘ lers 1 to 20 14 1] ' + t f | | Bt 4S old ston CCHS per pound re ters Thre poss : : : 4 ior | Fe fer Should ¢ ) i ( bility OL th : Craet PVLTOCe! WAKING bu Ol \ lesale bes til 1 Drout Ont war vet incerta ( ( nt 1 DPronts mr ie Ds \ ( Lhe situatio far { retailer | E : low edie \ there ( ‘ IS concerned. reverts to t t prevail g | S1 EE etite . ings trior + thre emo ] rot] ; , i j } ' Sis } 1 4 } il \ ) re s \ ¢ tro] Both th \ es eg aC: ul ; ' : ' ‘ ! ' thy es 1 or h 1] ( 1 ‘ Ve 1 Ole Vv ¢ t Guat o ei ay ‘ { | } 1 S LOOKS AS thonne The) 1k Cl 1 ads 1 af ' ; ; ‘ 1 ; : 11: po ; +4 low ( tc ‘ long 1) Cc Une handling Oat oO Call \ | ; 4 ay 4 aa to be desirec ete } ‘ fi 4 bn 1 ¢ t | \} Lrowe cr + ( t g e ) r { ' : fe at a) Net | NE Hants \ t101 ‘ | { 1 oat Joe na . ( via | bel SLrocel has | : } ed 37 t 1 | ‘ ( ITESSE ( S ) i oo 1] | ea | +] iM ' 1 : mia fi ; thre | ) 2 “ \ cl rre t ot ‘ ; presented to the hoa ii ONDOSINIO ' ; ; 1 a { ‘ Mut dey 1 | 1 | ' ; toy Sibll 1 1 ue : i ¢ 1 | Y ] 1 ey? ( < { Nt°11 1 \ ( Miller. p ‘ | Secretat 1 ( ! PEAY & W 1 €O ) ( 1 onl oe a | ' ‘ ' ) 1] Retail Ler ¢ - ‘ ICN. 1 Hee aay: in ‘ 1 } ri ey ) 1 \ ‘ ’ + ' ¢ oq ! 7 | 1: TEReEL Ee { S reer t PECEECGES ; a + } 14 t ) I | MUrpo mitten ¢ ) | 1? or létterc ; | eleori on ; \ hice “ : i baa 1 ect ae ‘ : ( t ~ 1 re I LOC e { Ce L« "4 \ 1 | ' 1 trons 1 1] rte at } 1 1 y le ' - nesata, wit PLANIZ: ' ’ , . Pedal ' { : 1 ot : ; : SUC ‘ fteS i mL til ] ‘ t } ; iis ee ( I Bh ML 1 ' O1 the b 4 FHITIE rt SUR j } ry { 1 1 pal L fhe nl r ~ i i a try} 1 +74 4 +1 { ‘ : i the Federal J ( : : i nla; { 1] | : Ct By I I ! Wie y1 Hie? ) e& Certa ) ; a j : i Fel : ( ‘ a pl erocers of 4 priviles ) : t : ‘ ' re the tf do) ) cues S i t iggy ro thaw that Mwy ! a in toc | t] Comniiss] | eee EERSTE | yey tori | © it tha the « iit 1 r ter 1 He ) Out Ne t ) et rt ~ Et i Marq ‘ I I ( C} 2 rl t } } ily] 1 &Stic Oy \\ cle 1) VES : | list eo we SC ci ) © best thre et tl 4 ‘ 1 4 1 vauriet le : { \ : } i thre oft 1} } CLittie t tO. 1 it¢ 1) : { x} ] } j \ ] 1 1 } } 1 \\ ) \ FEQALCeE | 1 Hons me nas ided yd { ‘ rey the Elnited States and ( | | 1 +f ' + ¢ rt ‘ ¢ 1 Tia 1 <11¢ it . Is y 1 sit ot wh . 1" 1 ' millions Charle S; ( re ! { Guit son Wut th enriched t td 3 C) e to. re ! { cl t g { } \ { OF | ey at t t t © ( { t ) yuit 1 1] \ ' named Seager W1 let = ) | be on the Go ent re anternational aa ro ; fiat HA Hecthucers quit STI AR TIAS QWEETE ‘pin eect Net ea : : fe sail ea ee SUGAR HAS SWEETER ASPEC! the degre FEL DD hw One | nilat haere oll ak 4 ; cid € 9 VCESILY Il TECOSNITIO! i C1 ‘ t Unk itest Et WhHICI 1 thie HWHIVErSity s Vol TODNCYS OF DeCauUs I ( : ; +o MN Cry Se tCLet ~ c 1 1 1¢ at ( ( tl \la 1 t t ( . r\ de rrees 1 . trie ait y¢ t| 1 t a ' tc) 1} y S ¢ { ie 1 1 1 \ 1 { 4 SI SOPranred TOK OW" S yiqt ret lers t the yetter < it nole Cconld obvect to re \\ | tatits tf leawe t] ( ) 1 1 ft. 3 { t 171 1] \ ( ‘ ‘ ae ( ‘ hike th Lilingis fas its | ers the job S| uniair ¢ ) GE ce ( £ 1] ] 1 } + + + t Fall of lac (here is distinctioi of the retailers and untair to ) ‘ 1 1 } ' } } \ 1 { { to be won in agriculture as elsewhere ber lpply the \ ! ind the universities owe it to them eal e courts have ( 1 | f | 1 1 1 | ie { ; SCLVES to. De S prompt in conterrine Seller ¢: ck a ‘ Ost ¢ ' ' nm \\ | ¢ { { ] ' it as they are ta FEeCoOenize achieve customers ~ ie Wilt \\ CS | ¢ { : / ce an | : 1... a4 Hee : t ; ment in any other held Can be Shown that im this case the during 1 at 2 Grocer Retiring Presents Store To Employes. Terre Haute, Ind., July 6—Turning his grocery store, equipment, supplies and accounts over to three of his em- ployes who have proven themselves competent and worthy and declaring himself in favor of “giving the worthy salaried man a chance and seeing him rise,’ Charles M. Mooney, owner of the Mooney Grocery at 204-206 South Fourth street, retired from the busi- ness, in which he has been engaged for more than thirteen years, this week. Three employes who have been with the firm for periods ranging from five to eight years have assumed the man- agement of the store. They are G. W. Adams, who will have charge of the finance and office; Leonard Tout, who will supervise the grocery de- partment, and O. M. Landers, who will act in charge of the meat depart- ment. The store was turned over to them, together with the funds used as a run- ning account and credits in good standing, for operation. The new managers will operate the store under the original name, take from the net profits at the end of the year salaries for themselves at the rate of $10 per week higher than those they have been receiving and make payments for the store at the invoice valuation from the remaining profits. “Tt would have been cold-blooded to have used the services of those men for five, six or eight years,” said Mr. Mooney, “and then thanked them when I had obtained my share of the profits from the business they had made for me and had left them no chance for themselves. I wanted to prove to business men and owners and salaried men that worthy em- ployes may be picked from any con- cern who, when put on their feet with a fighting chance, will carry the same business on with credit to themselves and success to the firm. “An inventory was made of the store and stocks, the bank account, the running accounts and even the change in the cash register. It all amounted to about $25,000. I turned it over completely to those men, stipu- lating only that the business be run under the old name, that each man raise his salary $10 per week and that I be paid from the remaining net profits after each inventory when funds for increasing the business have been deducted. I will be paid interest at 6 per cent. on the money and will receive in the end what I would have sold it for if I had sold it to anyone else.” —_———_~>~2—»— -— - Live Notes From a Live Town. Owosso, July 6—George Clark, our genial candy man, has bought an in- terest in the Owosso Paper Bag & Twine Co. Charles Bartholomew, formerly at Adrian, has accepted a position with the John R. Kelly Plumbing Co. Mr. Bartholomew is a U. C. T. member and adds one more to the number of zood men and true in Owosso Coun- cil. R. C. Monks, grocer at the corner of Stewart and Chipman streets, has sold his stock to J. A. Byerly, who will conduct it on the cash and carry plan. This makes six Byerly stores, four of which are in Owosso, one in Corunna and one in Ovid. Miles C. Newman, formerly a Mor- rice grocer, who recently sold his stock to A. H. McCoy, was found dead in bed at his brother’s residence near Byron last week. Mrs. Neman, a very estimable lady, passed away a few months ago at their home in Mor- rice. George D. Whitman, the Ashley restaurant and ice cream man, will open a movie in the Odd Fellow build- ing about July 10, which will be open to the public and movie fans about three evenings a week. W. L. Wright, senior member of Wright & Cliff, general store, Carson City, is making a trip through the State of New York by motor, accom- MICHIGAN TRADESMAN panied by his family. Mr. Wright’s close attention to busines for the last few years made it necessary for him to have an outing for a few weeks. A. H. McCoy, grocer at Morrice, has purchased a blacksmith shop in Bancroft and will move his grocery stock to that hamlet in the near fu- ture. We notice on the movie bill boards Mary Pickford in “Suds.” Married less than three months ago and taking in washing already. To-day is our first day’s vacation. We tried Rule 1, given in a recent number of the Tradesman, to take only congenial company on your va- cation trips, even if you are limited by this rule to yourself. That rule won't work. We've got a boil on our neck. If you really want to rest, go purchased so much of the best mer- chandise laid aside for a sale that the event, from a merchandising point of view, was a fizzle. Naturally, a thing of that kind gets the buyer’s ‘goat’ but we prefer having a disgruntled buyer now and then to having a store full of disgruntled clerks. On nights before the big ‘specials’ are to be put on sale here, we keep the clerks of the department offer- ing them on duty for an hour after the store is closed to customers. Dur- ing that period, clerks from all the other departments of the store are at liberty to stay and fill their needs if they desire. If not, why not? VOU are: figure at the left. Points centage amounts to? volved in selling? priation for it? 5—Do you discount your bills? profitable articles? 6 for four turns.) Pe <. ested in? (Allow 1 point for each.) 6—Do you attend the meetings? 3—Do you use it? Total 100 to some lake where no one going and no fish in the lake. Honest Groceryman. —_2-+.___ Giving Store Help Early Chance at Specials. In connection with the statement made recently by an authority on re- tail store matters, as to the reasons why clerks in many stores get “first crack” at the merchandise offered at special sales, a second executive as- serts that the first man was right in his assertion that this should be the case. He declared that this was done in his store, but that little was said about it outside of the immediate store circle. else is “I know of more than one instance,” he said, “in which the clerks have ARE YOU A 100 PER CENT. RETAILER? If you think that you are, do you know that Have you ever analyzed your business? all that is necessary to make a record which will show you just where you stand in relation to a “100 per cent” merchant. Each question is valued at so many points as indicated by the Study the questions carefully and credit yourself with what you think is right in the space at the right. of your credit will give you vour standing. 6—Do you believe in business system in the store? 2—Are you open to suggestions? 6—Do you take an annual inventory? 5—Do you figure profits on selling price? 5—Can you state definitely what your overhead expense per- S—Have your sales reached a maximum for the expense in- 3—Do you know what lines pay best and which pay least? 3—Do you plan advertising carefully and set aside an appro- 3—Do you push nationally advertised goods? 3—Do you make special effort to sell the higher priced, more 6—Do you turn stock at least four times a year? (Allow 1 for one turn; 2 for two turns, 4 for three turns: -Do you meet your customers personally? ‘Do you buy from more sources than necessary? 3—Do you neglect departments in the store you are not inter- 4—Are your windows regularly and painstakingly trimmed? 5— Do you give prompt, courteous service ? 4—Do you and your clerks study the merchandise you sell? (Do you know how it is made | 3—Do you make good use of advertising helps? 3—Do you belong to a local, state or national association. ind best talking points?) (Allow 6 for any one association meeting regularly attended.) 9 * > in 3—Do you read a good trade journal? 2—Have you a good mailing list? 5—Do your clerks like their boss? In following out the above schedule. self. Of all the people in this world with whom we sh¢ ourselves stand at the head of-the list. tion and judiciously answer before you put it down. out just where you stand, go about it in a systematic how you can improve your standing from month to 1 Below is given The sum total Credits Total do not try to cheat your- | 1 suld be honest, Carefully review the situa- After you find > Way and see nonth. “The girls in the department, of course, are given a chance to get what they want, but we have a system that keeps them from corraling all the ‘plums’ in advance. By handling the matter as we do, no time is lost out of the store day by the clerks. Con- sequently, there is no neglecting of customers on the days when the big sales are held, as is often the case in stores where clerks are allowed to shop in relays during business hours.” —_222____ Detroit—The Progressive Machine & Tool Co. has been incorporated with an authorized capital stock of $20,000, of which amount $15,000 has been subscribed and paid in in prop- erty. July 7, 1920 Harvard Finds Jobbing Profits Prac- tically Unchanged. Continuing the publication of the valuable series of investigations into merchandising costs and_ practices, the Harvard Bureau of Business Re- search has just issued its report on Operating Expenses in the Whole- sale Grocery Business in 1919. It is listed as the nineteenth report of the bureau, the previous ones including such varied lines as shoes, hardware, jewelry, drugs, dry goods and retail grocers. The present study is based upon the operating expenses of 159 wholesale grocers located in forty States and Canada, whose volumes of annual sales ranged from $144,000 to $24,- 800,000. The figures presented for the many items under operating ex- pense, as well as the facts relating to profits, stock-turns, inventories, etc., are given increased significance be- cause of their comparison with similar facts and figures for the year 1918. In 1919 net sales of the wholesale grocers were found to have increased substantially over the 1918 sales, in one case the increase amounting to 58 per cent. In only six cases were actual decreases shown, and _ these were comparatively slight. However, in this connection the report is careful to point out that according to the Bu- reau of Labor statistics wholesale prices of food in the United States increased in 1919 by about 13 per cent. It follows, therefore, that a real increase in the volumes of goods sold has not been indicated unless the net sales in terms of dollars have increased by at least 13 per cent. In order to avoid the sometimes misleading effects of the arithman- tical average which conveys no idea whatsoever of the number and range of variations from the normal or most usual, the bureau presents its figures under three different headings—the lowest, the highest, the common, which treatment gives to the figures a very high practical value for the business man. The bureau found that the com- mon figure for total expense in 1919 was 9.1 per cent. of net sales, which means that during the year the gro- cers managed to prevent any propor- tional increase of expense over 1918. That wholesale grocers, as a rule, have been making no fabulous profits is well evidenced by the report which arrives at a common net profit for the trade of 1.9 per cent. of net sales, this figure being about one-fourth of 1 per cent. higher than the figure for 1918. The report also gives figures showing the range of gross profits, the common figure for which was 11.1 per cent. They found some businesses fun- ning at a loss, one establishment showing a deficit of about 2% per cent. Exceedingly illuminating is the dis- cussion of stock turns, their rate and their relation to expense. The close connection between turnover and costs is still firmly established. We are permitted by the bureau to say that the lowest rate of stock-turn re- ported in 1919 was 2.2 times a year; the highest was 14.6 times, and the common figure was 5.2. 2 ¢ { - % é - a BY ss Nege maamet — Agen LO en ~. 4 = 4 f t wine. . dee 4. ‘ ‘ 4 4 wt ri ' x “ > gd. ~ ch @ é + - heat - dens aattinal { 4 4 ew \ Mihara a! wi doe s i a - * - oan 1. .& a 1 =a a & © July 7, 1920 MICHIGAN TRADESMAN A In the history of all institutions there are dates that are remembered because of some unusual happening. The month of June in the history of our com- pany has established a new record for volume. During June, 1920, the Worden Grocer Company sold and shipped the greatest volume in its history. The total figures of sales are very nearly equal to the total sales of the company during the years 1900 and 1901. This has been possible only through the loyalty of a large number of satisfied customers, and the fact that we have the merchandise and equipment to handle this tremendous volume. We take this opportunity of thanking our customers for their generous patronage during the past month, which has helped us to establish this new record, and assure them of the com- pany's efforts to make our service more nearly perfect wherever possible. WORDEN GROCER COMPANY Grand Rapids—Kalamazoo—Lansing The Prompt Shippers. MICHIGAN TRADESMAN July 7, 1920 ate | Wy eMhyd vit ne Movement of Merchants. Detroit—Charles F. Meagher has started in the lumber business. Port Huron—Wilcox & Welch has opened a retail lumber business. Elwell—Elwell Elevator Co. has ben succeeded by Peoples Grain Co. Clarksville—Cool sold Ele- Bros. have out to Clarksville Co-Operative vator Co. Flint—The Flint creased its capitalization from $250,- 000 to $500,000. Detroit—The Detroit Nut Co. has increased its capital stock from $150,- 000 to $250,000, Kalamazoo—The Home _ Savings 3ank has increased its capitalization from $150,000 to $250,000. Detroit-—The Association has increased its capital stock from $10,000 to $50,000. Detroit—The Dobkin-LeDuc vision Co. has increased its stock from $5,600 to $15,000. Manistique—The Manistique Coop- Coal Co. has in- General Merchandise Pro- capital erage Co. has increased its capital stock from $20,000 to $110,000. Decatur—The Decatur Co-Opera- tive Association has increased its cap- ital stock from $10,000 to $30,000. Ann Arbor—The Conlin & Fiegel Co., clothier, has increased its capital stock from $16,000 to $35,000. White Cloud—The private bank of Sickles Fuller & Co. is being organ- Reule, ized into the Newaygo County State Bank. Whitehall—John L. sold his restaurant and cigar stock to Herman Jf. Johnson has Olson, who will continue the business. Shepardsville—F. D. Cleveland has sold his store building, stock of hard- ware and farm implements and _ fuel business to Ira J. Frisbie, who has taken possession. Detroit—The Irvine Motor Sales Co. has been incorporated with an authorized capital stock of $50,000, all subscribed and $20,000 paid in in cash. of which has beén Vermontville—Situated in a town of 600 population, the Lamb Hardware & Implement Co. has done business to the amount of $36,000 during the six months period ending June 30. Detroit—The Foreman Motor Sales Co. has been incorporated with an authorized capital stock of $20,000, all of which has been subscribed, $10,000 paid in in cash and $1,000 in proper- ty. Ishpeming—Sigfred and Quaal, who resigned their position with F. Braastad & Co., have opened a furniture store in the Pear- son building, Cleveland avenue, under the firm name of Quaal & Quaal. Clarksville—E. J. Ferney has closed out his grocery stock at Alto and George recently moved his clothing, men’s furnishing goods and shoe stock to this place, where he has re-engaged in business in the store formerly occupied by M. T. La Monte. Detroit—The Merchandise Distribu- tors Co. has been organized to deal in building and wrapping paper, paints, builders’ supplies, etc., with an au- thorized capital stock of $10,000, all of which has and been subscribed paid in in cash. Ann Arbor—When a man giving his name as George Anderson and who claimed into a Detroit as his home walked local bank and deposited a check for $1,000 drawn on a Detroit bank, he was told that he could not check out on his deposit until the De- troit bank had communicated with. But Anderson went to a loca! jewelry chased a diamond ring for $325 and gave in payment a check on the Ann Arbor bank from which Anderson had been been store immediately and pur- told he could not draw funds. Later in the day the Detroit bank de- clared Anderson had no account with them. The police are searching for Anderson. Saugatuck—News has reached here of the death of A. occurred in his home in Santa Monica, Calif., June 2/. lt was here that Mr. Taylor spent the of his life; and by the older residents, who knew him most intimately, he has always been held in esteem and af- fection, and by them his death will! be most deplored. He was born in Milan, Ohio, in 1846, and received his education in the public schools of that vicinity. At the age of 15: he went to Allegan, where his father, the late Rev. J. Rice Taylor, was rector of the Episcopal church, and for a time he was employed in the general merchandise store of H. D. Moore. A few years later he B. Taylor, which most active years was taken into partnership, and the business was op- erated under the BD. Moore & Co. He was thus engaged until 1873 when he went into partner- ship with D. L. Barber under the firm name of Taylor & Barber. This partnership continued until 1879 when Mr. Taylor went into himself. name of business for He built up a large and suc- cessful mercantile trade, and though afficted with rheumatic trouble in the early eighties, which for the rest of his life confined him to an invalid’s chair, by his business genius and amassed a_ considerable He finally branched out in the banking business time he ran in acumen he fortune. which for a connection with his In 1896 he established a gen- eral banking business under the name of the Fruit Growers’ Bank, which afterward became incorporated and is store. now known as the Fruit Growers’ State Bank. He was the first Presi- dent of the Bank after its incorpor- ation and continued in that capacity until 1912. He went to California for a permanent residence in 1910, and some real estate ventures he has not been active in business since. Mr. Taylor was mar- ried December, 1874, to Julia B. Rus- sell, of Chatauqua county, N. Y., and she with the three children were born of the union, survive him. except for minor which Manufacturing Matters. Detroit—The Adams X-Ray Co. has increased its capitalization from $150,000 to $400,000. Detroit—The Co. has increased its from $20,000 to $100,000. The City Gas & Electric Appliance Co. has increased its cap- ital stock from $10,000 to $25,000. Lansing—The Rabbit capital Brer Candy stock Bay City Ryan-Bohn Co. is completing its foundry and will open it for business about August 1, with 300 employes. Lansing—The George Lawrence & Son Baking Co. has commenced the erection of its new plant at the cor- ner of Shiawassee and Cedar streets. St. Johns—R. B. Hawley has in- stalled a new oven in his bakery. It weighs three tons and has a capacity of 200 loaves of bread every twenty S$ninutes. Bay City—The Bay City Stamping Co. has incorporated with an authorized capital stock of $25,000, of which amount $12,500 has been sub- scribed and $4,100 paid in in cash. Detroit—The Detroit Manufacturing Co. has been porated with an authorized capital stock of $5,000, $3,000 of which has been subscribed and paid in in cash. been Leather Re- incor- Bruces Crossing—The Community Milling Co. has incorporated with an authorized capital stock of $16,000, of which amount $10,000 has been subscribed and paid in in prop- been erty. Half Way—The Half Way Cream- ery Co. has been incorporated with capital stock of $12,- COO, all of which has been subscribed and paid in, $3,118 in cash and $8,- 882 in property. an authorized Muskegon—The Muskegon Com- mercial Body Co. has been incorpor- ated with an authorized capital stock of $25,000, all of which has been sub- scribed, $8,200 paid in in cash and $1,800 in property. Detroit—The Economy Manufacturing Co. has been porated with an authorized capital stock of $100,000, of which amount $51,000 has been subscribed and paid in, $100 in cash and $50,000 in prop- erty. Gage & incor- & Whistle been organized to manufacture and sell at wholesale and retail, candy and confection, with an capital stock of $10,000, all of which has been subscribed and paid in in cash. Farmington—The Pig Corporation has authorized Ann Arbor—The Merco Engineer- ing Co. has been incorporated to con- duct a general foundry and machine shop, with an authorized capital stock of $25,000, of which amount $12,700 has been subscribed, $300 paid in in cash and $12,400 in property, General Conditions Flour. Written for the Tradesman. Harvesting of wheat in Oklahoma is nearly completed. Threshing re teurns indicate a yield in some in- stances as high as thirty bushels to the acre. The out-turn of the crop is better than anticipated. In Kansas, harvesting is well un- The wheat seems to be in excellent condition and a good yield is anticipated. Some sections were slightly affect- ed by the excessive heat of june 20th to zord, but they are predicting a crop all the way from 100,000,000 to 130,000,000 bushels. Missouri’s wheat crop will yield in the neighborhood of 30,000,000 bush- els this year against over 57,000,000 bushels last year, the State suffering a severe loss. der way. According to the Government esti- mates of June Ist, the winter and spring wheat production in Nebraska, Colorado 1s Kansas, Oklahoma and 251,000,000 bushels this year against 339,847,000 bushels last year, and the crop in these States represents 32.2 per cent of the entire Missouri, winter and spring wheat yield of the United States. Kansas has a considerably larger carry-over this year than last, stocks of old wheat running from 125,000,000 to 150,000,000 bushels, which will in a measure help to offset the smaller crop produced this year as compared to last. It must not be forgotten, however, that farmers’ clubs and organizations throughout the country are planning on holding wheat for from $3.00 to $4.00 per bushel. always quite a large number of pro- ducers who are forced to sell the wheat as soon as threshed to obtain ready money, which is scarce with many farmers at this time of the year, and while further reductions in prices Of course, there are are possible and even probable, the trade should not expect to be to purchase flour very much below the present level. Before the crop year is over, flour will very likely sell for more money than it is bringing at the present time. As stated heretofore, the price situ- ation is more or less dependent upon the ability of the railroads to move wheat from the production centers to consuming points. The railroads are in an umsatisfactory condition and undoubtedly considerable difficulty will be experienced in getting the wheat to market as fast as it is re- quired for fall trade. It is risky to make predictions, as there are a great many influences that may affect the price either way. It is possible and even probable that somewhat lower prices will pre- vail than are being quoted at present along in August and September, but cheap prices, we believe, are wholly out of the question and the trade should not be too strongly influenced by bearish arguments. It is doubt- ful if the better grades of flour sell in small lots much, if any, below $15 per barrel in halves cotton. Lloyd E. Smith. able Saginaw—The Parker Dairy Co. has increased its capital stock from $20,000 to $60,000. in Wheat and July 7, 1920 MICHIGAN TRADESMAN Essential Features of the Grocery Staples. Sugar—While for a time there has been much coming in, from various sources this influx is expected not to continue, and will leave the supply in about the same condition sugar as prevailed two months ago. Job- bers’ prices are gradually working up- ward, as higher priced sugars arrive. Coffee—This is a time when retail- ers can go out after the coffee busi- ness among.their rural patrons and sell in quantities to compete with the mail order houses and traveling cof- fee peddlers. At this season coffee properly made, both hot and cold, is refreshing and invigorating and should sell well, in the light of the fact that fountain goods, popcorn confections, ice cream etc., are selling earlier and heavier this year than in the past. cones, This indicates a lot of sum- mer outing in progress, which makes a demand for this sort of refreshment goods, including coffee. What is a picme or an festival, a church or lodge social, without cof- feer ice cream ~ fanned Fruits—California peaches are dull on spot, but the supplies are not large and there is no pronounced tendency to cut prices. Apricots, how- ever, are easy, if not actually weak in tone, due to the neglect of buyers and the free offerings of surplus stocks which are largely of the poorer grades Pears are firm but so scarce that they are nominally held. Futures are un- changed. Packers are developing firmness, but the buyer is not alarmed over the outlook and still refuses to future orders at opening Most of the independents who offered discounts have sold out and but little of this class of business is being offered. The high prices of California fruits and the prospects of a surplus in France, due to a heavier pack than usual, has caused some in- vestigation of American market con- tions with a view to exporting later on in the season. Apricots, peaches and canned prunes are mentioned as probable offerings. Hawaiian pine- apple is firmer and higher on the Coast than it is here on new packed fruit. Wires state that premiums of 40 per cent. over opening prices have been paid. On spot the highest ad- vance yet reported has been 3714 per cent. Over. place his prices. Some buyers who have not covered their wants on futures are now instructing their brokers to buy for their account to the best ad- vantage, with no specific instructions as to the limit of the premiums to be One broker tried to cover in San Francisco at 37% per cent. over but failed to get the pineapple. Ap- ples are dull on spot on old packs. paid. There is a limited interest in futures. Canned Vegetables—Tomatoes rule weak, because of a limited buying de- mand. While the maket favors the buyer, the volume of business of late Southern canners are quoting the same range of prices which prevailed early in the week. has been very restricted. Futures are not selling but there is no desire to cut prices among the canners, who are facing a light pack of high priced goods. also quiet, both as to spot offerings and futures. but are Corn 1s Standards rule only in steady nominal demand. Fancy Maine corn in local warehous- es is now available, since the porters are back on the job and there is an increased movement to take care of the requirements of buyers who were hung up by the absence of spot goods. Fancy easily sells for $1.80 ex ware- house. Other vegetables are experi- encing a restricted demand. Canned Fish——-Maine con- ditions are unchanged both as to pro- duction and market conditions. Can- hers are limiting their operations as sardine they cannot get cans, one large packer being able to operate only two days a week. Others are following a sim- ilar schedule. Goods are being ship- ped out of Maine as rapidly as pos- sible to avoid the expected advance in freight rates, but the surplus in that State is so light that jobbing centers have not been able to get an accumu- lation. The distribution is largely to the domestic trade as the exporters are picking up only a few lots here and there. While the market shows a firmer tone in all styles of package no quotable change in prices has oc- curred. California ovals are selling well, but spot supplies are light and there is not much in transit. Other styles are quiet. Imported sardines are dull on spot but held at full quo- tations. Salmon is moving in better volume and is steady in tone. Red Alaska is scarce and favors the hold- er, especially on. regular packs. Pinks are in better inquiry than actual de- mand as buyers and sellers are too far apart‘in their views as to values to allow for much trading. are dull and neglected. is steady. Chums Medium red Future tuna fish is selling in smaller volume than usual at open- ing prices on the basis of two cases of blue fin to one of white meat. Some thousand case lots are being signed up, but the distribution shows that the average buyer is holding off. Dried Fruits—Summer dullness is the ruling factor, as the demand is re- stricted owing to the abundance of fresh offerings. Prices hold at for- mer levels as there is no disposition to sell freely in the face of an apathe- tic market and of higher priced new packs. The railroad congestion prom- ises to result in a slow delivery of the 1920 crop, prolonging the period of sale of last year’s offerings, and while the demand is lacking at the moment it is expected that it will more than make up for the present While this condi- tion prevails any new developments dullness in the fall. can hardly be expected from the spot market. Futures are the center of interest, if not of buying. Prunes are the only fruit so far to be definitely established as to price, but in that of- fering many buyers are holding off until the California Prune & Apricot Growers, Inc., names its 1920 prices. Some factors expect these to be under those of the independents. As_ the June drop is about over and the size of the coming crop more definitely settled it is believed that the associa- tion will name its prices before very fog. | the California Packing Cor- poration is offering 20s-30s Imperials at 35c a pound for October-November shipment. Another independent is out with 40s-90s at 1344¢ for Santa Claras, Napas or Sonomas for October-Nov- 50s-90s ember shipment. On from other than those specified by the buyer, the price outside districts, that is, There is little buying interest. An assort- is 12%c for October shipment. ment of apricots at 29c has been made for shipment during the first half of July, mcludine 25 per cent. extra choice, 50.ner cent. choice and 25 per cent. standards. As a rule the future offerings of this fruit have been limit- ed so far. Peaches are offered f. o. p. by one packer on memorandum or- ders, with the price to be announced before the end of the month. Raisins are so scarce that the movement is limited. The entire country seems to reflect the bare market which exists here. Currants are firm on spot and abroad. The new crop in Greece is reported to be small, due to recent The commercial estimated at 110,000 tons, which, with a surplus of 5,000 tons of the old crop, wiuld make 115,000 tons in sight. Deducting the supplies need- ed in Greece to fulfill Government re- rains in all districts. yield is quirements, the balance available for local and for export account is 106,- 200 tons, or about 2,000 tons less than last year. Salt—Very little is offered on spot and dealers are refusing to quote prices except those prevailing at the factory at the time of shipment. The market is firm under the influence of the restricted supplies. Tapioca—Medium pearl is in small request but small pearl is dull and neglected. Molasses—Grocers are doing a hand-to-mouth business at present but in sufficient aggregate volume to hold the market steady. Starch—Corn easier showed an result of starch fone as 4 apathy among buyers. Other grades are held potato held with more confidence, as supplies steady. Japanese starch is are much lighter on spot. Match makers, not the kind referred to in the modern society Matches novel, however, are behind on orders, said to be due to the labor situation, scarcity of boxes and containers and the freight transportation congestion. Paper Stocks—Retail grocers will note that their duplicating salesbooks 5 have advanced. A 1 special sell at $9.75 per 100 as against $9.63 and $65 per 1,000 as against the old price of $60.50. Mason have Although they are to be had Jars these jars advanced from wholesalers who bought at the old prices and therefore have been suggested as a good buy before a gen- eral increase has taken place. Soap—A fair test whether a manu- facturer can sell direct to the retail trade without the distributing ma- chinery of the wholesaler and on a more economic basis is to be attempt- ed by the Procter & Gamble Co. which announced last week that it would, effective July 1, market its various products from manufacturer United While the company says its to retailer throughout the States. reasons are twofold, that of greater economy in marketing and better ser- vice to the consumer, it is believed, there are other motives that prompt- ed this step. The whole- salers have not been on the friendli- drastic est terms with the Procter & Gamble Co. for the reason that the profits accorded the jobbing trade were not wholly compe:satory. A test of the independence of the jobber was made last soring in the New England states when the big soap company started selling direct to the retail grocers and now it announces that experiment has influenced it in making that policy general over the country. Provisions stocks of Huge pro- visions brought about a decline of about $1 per barrel for pork, and $1 per hundredweight for lard Tuesday. —> »>_____ Crazy Times. Strike and the you, work and you work alone; our with a the wildest that Groan and world strikes with souls are ablaze bolshevik craze, ever was known. therell be a chorus, smile and you make no hit, for we've grown long hair and we preach despair and show you a daily fit. Spend and the gang will cheer you, save and you have no friend; throw our bucks to the birds aud ducks arid from. all who'll lend. Knock and you'll be a for we borrow winner, boost and you'll be a frost: for the old sane ways of the pre-war days are now from the program lost. Strike and the world strikes with you, work and you work alone; for we’d rather yell and raise blue hell than strive for an honest bone. Rant and you are a leader, toil and you are a nut; ‘twas a bitter day when we pulled away from the old time workday rut. Wait and there'll be a blowup, watch and you'll see a slump, and the fads and crimes of these crazy times will go to the nation’s dump. ~~ Ellison & Son Co., dealer in gener- Kinde, renews its subscription to the al merchandise at Tradesman and says: “Your paper is very much ap- preciated.” —_2-.—____ Look back at your failures only long enough to profit by the lessons they teach. Then forget them, and look to the future. >». The Thomas Canning Co. has in- creased its capital stock from $100,- 000 to $1,000,000. 6 Tariff and Labor Conditions Ought To Jibe. Grandville, July 6—What are de- nominated problems by the unthink- ing take up a great deal of the time of the politicians and many of the laymen. There were problems in our early school days that kept the young brains on the wrack for something better to do, but among grown people and in this enlightened age, most ot the so-called problems are mere whims of disordered brains, raised, perhaps, by some political hacks for the purpose of causing the common herd to stare in wonder at the men who propound such weighty matters in the affairs of life. To get down to brass tacks, there are questions of considerable import to the American people which have to be answered in the right manner to insure safety from disaster to the whole industrial fabric. One ot these is the question of foreign immugra- tion. : : : In the past one of the big parties advocated, as well as enacted, strict tariff laws against the importation of pauper-made goods from foreign lands, while at the same time a steady unobstructed stream of cheap labor was coming into the country which, to a considerable extent, denatured the very tariff laws passed to protect American labor. | i There was an inconsistency in this that puzzled the less astute among our population. Free labor, restrict- ed goods! An anomaly that worked contrarywise to some of the theories of the tariff tinkers. And now we are to have the tariff and foreign immigration topics to deal with all over again. The world war abolished these so-called problems from the public mind. Now that the war is over, and peace and prosperity is in the offing, these puzzling ques- tions arise once more to confound the foolish and puzzle the wise. It will take a wise Congress to deal properly with the immigration and tariff questions, yet these have to be met and dealt with in a manner con- serving the best interests of the American people. The days of tree trade in human products. while a heavy tariff is levied on imported manufactured goods have passed, let us hope to never more return. : There is a spice of selfishness in every man’s makeup, no matter how honest and praiseworthy that man may be. While there was much sense in the tariff for protection to American industries, there was a lack of horse sense in our immigration laws that permitted a free introduc- tion of labor from the low wage coun- tries of Europe to compete with American labor. The protective tariff was originated back in the early days of our Repub- lic, one of its most eloquent promot- ers being the immortal Henry Clay. Protection versus free trade have waged innumerable political battles in the United States. I am not in this article attempting to defend or descry the tariffs of the past, but wish to point out the absurdity of legislating against foreign made goods, while in- viting a free immigration of the mak- ers of these competing articles. Right now there is a call going up from many of our business men for more workers to fill places not nearly fully manned. What is the result? A demand for the opening of the im- migration gates permitting the pauper- paid workmen of Europe free, un- restricted entry into this country. There can be but one outcome if such a National policy is pursued, the breaking down of the American liberal wage system, an over supply of workmen which all the tariff laws en- acted by Congress cannot counteract. Two men for one job isn’t indica- tive of the best labor conditions. We may admit that the present rate of wages is abnormal and cannot last. Well and good, but to import labor by wholesale in order to bring down wages to a normal condition is go- ing to prove a dangerous expedient. MICHIGAN TRADESMAN When the slump comes in prices of wages and products the country will be filled with idle men, doubly so from the fact that thousands, perhaps millions, of foreign workmen have been led to come here because of the alluring prospécts held out to them by unwise, unthinking manufacturers. The wisest course for those who have the making of our laws would be to restrict and not encourage im- migration. In fact, if no foreigners were permitted to set foot in Ameri- ca for a term of ten years this coun- try would be much the better for the restriction. In such a_ condition, should a panic come, it would be less drastic and of shorter duration than it would be with several million for- eigners fetched here by the unwisdom of this call for workmen. Before the world war immigrants flocked to this country in droves. Some years upward of a million land- ed on our shores, ignorant of Ameri- can ways and wishes, wholly at vari- ance with our methods of govern- ment, fit subjects for the wild-eyed anarchists of the Emma Goldman type to work their murderous propa- ganda upon. The population of America is in- creasing sufficiently fast from its birth rate. It is not necessary to let in the rag-tag and bobtail of Europe to do our labor for us. On the con- trary, let Americans fill our mills and factories, till our farms, work our mines, sail our ships and run our rail- roads, then will prosperity indeed keep pace with the demands of the country at large, and industrial life continue to surge through the arter- ies of trade. It is up to the American people to decide whether we shall continue making good along business lines, whether we shall fulfill the proper destiny of this great country of ours by keeping its business and social af- fairs strictly within the bounds of American thought and American life or whether we shall permit a flood tide of foreigners sweep us from our industrial feet into the whirlpool of industrial disaster. Old Timer. —_—__so2.o___—_ No Use For It. “Have you a work on the Bertillon system?” “No, but we have one on finger- prints.” “Don’t need that. print expert already.” I am a finger- “Indeed?” “Yes, Iam the mother of four small boys and I put up my own jam.” Look for the ROWENA trade-mark on the sack around flour. Michigan. THE SIGN OF Ads like these are being run You will profit by carrying Lily W placed in position to supply the demand we July 7, 1920 A Panic In Poultry. There is a man out in Missouri who believes firmly that any undertaking, including the poultry business, may be furthered by the judicious use of advertising. All one winter he had been feeding twenty-seven old hens with no returns for his trouble but a good stiff feed bill. Finally in des- peration he turned to the trusted magic of advertising and set up a sign in the chicken house which read: “Every hen that hasn’t laid an egg by next Wednesday will be killed, cooked and eaten.” Two days later his attention was attracted by a great commotion. On investigation he found that one egg had been laid and every hen in the flock was cackling as hard as_ she could, trying to claim the egg for hers and thus save her neck. —_—_+2.>—_—__ Don’t guarantee goods carelessly in advertising or salesmanship, because customers have the unfortunate habit of taking your guarantee at its face value. QUALITY “Tell me, how do you make such delicious bread and biscuitsP” said Mrs. Newly-wed to one of her girl friends. “It’s the easiest thing in the world. I’ve never found it any trouble to bake good bread, rolls, biscuits and pastry when I had such good flour as Lily White “‘The Flour the Best Cooks Use”’ LILY WHITE is a flour containing the choicest selection of soft and hard wheat grown in America. Soft wheat improves the flavor and color. It in- sures the baking of a good looking loaf of bread. The flour is correctly bal- anced to make as good bread as it does biscuits and pastry. There is just enough hard wheat in LILY WHITE to make it the Ideal all- After being cleaned four times it is scoured three times, then actually washed, so that every bit of dirt is removed from the kernels of wheat. baked from LILY WHITE is light, tender and of delightful flavor. Give LILY WHITE a good trial. It is guaranteed to give perfect satisfaction. VALLEY CITY MILLING Co. GRAND P.APIDS, MICHIGAN “Millers for Sixty Years” regularly and continuously in the principal papers throughout hite Flour in stock at all times, thereby being are helping to create for Lily White Flour. Everything a ¢ . r seaaae stents A ' a ‘ a t . Se oe ae * - _ * « < - a % - ita 4 > -) i ‘ ¢ a - " 4 ; OOO oo Re eae 2 . ¥ A July 7, 1920 MICHIGAN TRADESMAN Over Five Millions Insurance in Force Michigan Shoe Dealers Mutual Fire Insurance Company Fremont, Michigan STATEMENT FOR JULY 1, 1920. Insurance in force June |, 1920 ________ $4,921,250.00 New Business in June, 1920 __________ 167,150.00 aha... hlhmlmhmUmUmUmUmmCUCOOCOCOCi*C*#*SS $5 088,400.00 Cob ou bond Jenc 1, 1900 $24,298.62 Cash received during June ______________ 4,830.20 ae lr. | $29, 128.82 Cash paid out during June ______________ 5,112.17 Cash on hand July 1, 1920 _....._____- $24,016.65 More than 2,000 property owners co-operate through the Michigan Shoe Dealers Mutual Fire Insurance Co. to combat the fire waste. To date they have received over $60,000 in loszes paid, and even larger amounts in dividends and savings, while the Company has resources even larger than average stock company. Associated with the Michigan Shoe Dealers are ten other Mutual and Stock Companies for reinsurance purposes, so that we can write a policy for $15,000 if wanted. We write insurance on all kinds of mercantile Stocks, Buildings and Fixtures at 30 per cent. present dividend saving. ONE OF THE STRONGEST COMPANIES IN THE STATE Dividend for 1920, 30 per cent. If you want the best. Place your Insurance in our Company. We write Insurance on all kinds of mercantile stocks and_ buildings. THE PIONEER Michigan Shoe Dealers Mutual Fire Insurance Company FREMONT, MICHIGAN 8 LINENS MUST COME DOWN. One of these days somebody of an enquiring turn of mind will look into the matter of the price of linens. The subject promises to repay investiga- tion. Every one knows the reasons assigned to account for the scarcity of flax and its product. At first it was the cutting off of the supplies of flax from Russia and, subsequently, the havoc caused by the invasion of Belgium. Then came the great de- mand for linen for airplane fabrics. Since the war there has been more even emphasis. on the sap 39sed scarcity of linen, although the abnor- mal demands for it have ceased. All the time, however, any amount of This holds true especially at the present time. linen could be had—at a price. It also happens that there is a pretty large quantity of flax being grown in a great many countries out- side of Russia, and that the visible supplies of this article are very much in the control of the Dundee and Belfast doling out linen in a way to get the highest prices spinners, who seem to. be possible while being enabled to buy their domestic flax at a low government-controlled price. This country is, perhaps, the best cus- tomer of these canny gentlemen. The latter are said to have on hand huge stocks of fax, but are holding on to it for monopolistic purposes and are keeping up the price of it to the ut- most. his is one reason why so much of the cotton damask and union goods is being put out at prices that would be high even for pure linen. + ~ ‘ i “Po a ‘ MICHIGAN TRADESMAN MR. BUSINESS MAN: A nest-egg of surplus money invested outside of one’s own business has proved the salvation of many a merchant in panic times when his bank could not or would not extend his line. It is always good business to have an anchor to windward and it is likewise good business not to have all of your eggs in one basket. e The problem confronting the merchant, however, who wishes to invest money outside of his business where it is safe, liquid, and will bring a good interest return is not of the easiest, for the simple reason that a merchant can not give the time to the study of investment securities that he has given to the business in which he is successful. We suggest that the WURZBURG DRY GOODS COMPANY 7% Preferred Stock which we are selling at 981% to net better than 7%, free of tax in Michigan, is a security that a merchant can invest in and not feel that he is set ting sail on uncharted seas inasmuch as it is in his line of business and he can easily check it up. The operation of department stores constitutes one of the soundest businesses in the country today. Their record of success and stablity is remarkable. The Wurzburg Company is one of the most successful department stores in Grand Rapids. Its growth has been steady and comparatively rapid and there is no reason to believe that it will not continue so. A financial statement is of fundamental importance in every merchandising business and we call vour attention to the January 31, 1920, statement of the Wurzburg Dry Goods Company showing net assets of about a million and a quarter with no current liabilities and with no bonds outstanding against the property; that is. with no debt whatever. We also particularly ask you to note that of this million and a quarter of assets, practically a million are current assets whicli can be liquidated over a period of sixty to ninety days. Is there any form of security that you know of which you had rather have against « $100,000 Preferred Stock issue than a million dollars of cash, Liberty Bonds, merchandise and good accounts receivable to say nothing of a well organized, profitable going business. The earnings record of the Company will also appeal to the business-man. The average annual earnings for three years back amount to about five times the annual dividend requirement on the entire Preferred Stock issue and during the year 1919 the earnings were in excess of five times the dividend requirement and during the present year they are showing a very considerable increase over 1919, Please note that this Preferred Stock issue cannot be increased beyond $400,000 without the consent of the Pre- ferred Stockholders and also please note particularly that the Company will retire each year not less than $20,000 off this Preferred Stock at the call price of 103, unless they can buy it cheaper in the open market. We might add that we have found that in periods of depression good local preferred stock issues show less shrink- age in market value than any class of security aside from very short time note issues. We believe that you, as a business-man, will agree with us that this Preferred Stock issue constitutes quite an . ——— unusual investment; that the statement of the Company is almost an ideal one; and that the record of the Company over the past seven or eight years, as well as the record of well-conducted department stores in general, is warrant enough for our endorsement of this Preferred Stock issue as a sound, business-man’s investment to net over 7%. We should be very glad, indeed, to have your order for any amount that you might care to invest in at this time, subject, of course, to our sale of the unsold balance of the issue. Please write for detailed circular. HOWE, SNOW, CORRIGAN & BERTLES INVESTMENT BANKERS GRAND RAPIDS S- VINGS B\NK BLDG. — GRAND RAPIDS, MICHIGAN Statistics and information contained in this circular while not guaranteed are obtained from sources we believe to be reliable. MICHIGAN TRADESMAN July 7, 1920 cane ae — E Bp Ss = = SY i = mt \: . 3 = — » nS | ~ ~ | a > | ZB ~ — —N os: a Michigan Retail Shoe Dealers’ Associa- ion. President—J. E. Wilson, Detroit. Vice-Presidents — Harry Woodworth, Lansing; James H. Fox, Grand Rapids; Charles Webber, Kalamazoo; A. E. Kel- logg, Traverse City. Secretary-Treasurer—C. J. Paige, Sag- inaw. bilbiinn o hee oo Up To- Date Styles. it is a recognized fact that, of all salesmen in retail lines, the shoe re- looked upon as being the highest type of all. He takes a pride in fitting his customers, and men are heard every day to speak of how easy it is to drop in this or that store, and be fitted. However, the first discussed is: tailer is question to be Where do we see new and up-to-date styles? The answer is, with the traveling salesmen, or the sample rooms at the market. do not treat the travel- ing salesmen with courtesy; I mean when the salesman calls on him and suggests that he look at his line. He oftentimes tells him that he is not open for a proposition; he may not be at that moment and, of salesman calls on one of his competi- tors, sells him, and then the petitor begins to be looked up to as the up-to-date store of the town. So this salesman, on his next trip, will figure that it is useless to call on that particular buyer as he will not look at his line. Many buyers course the COi- Some buyers treat the salesmen as if their styles, and that his line was out of date, now knowing that the traveling stores created all the new salesman is the advance agent of new styles. Lines of shoes vary so that some seasons this salesman’s lines is in a itself, and the next the other fellow’s line has it on them all. My advice class by season to buyers is to first do this—always have room in your stock for something remember that the factories are running all the time, and that if you can’t get it from one you can from another. new—just The successful shoe attention to buyers of men’s should carry as few lasts as possible. Take the time to pick good ones, he should carry it in all leathers—the climate telling the buyer the leathers he should purchase. He just as careful to carry the same last and leather in low shoes, provided in his section of the country there is a lemand for low for this rea- son, how customers leave a store dissatisfied with the salesforce, or for not getting the proper wear out of the shoes, or the policy of the store, the percentage will be almost nothing compared with the customers who leave on account of not being buyers, | call shoes, should be shoes; many fitted correctly. This, of course, ap- plies to your staple stvles. T will many customers because say some stores lose a great of changing their lasts. Mr. Jones or Mr. Smith comes down one season with shoes Zoc or 50c lower than Mr. White, whom you have been buying from— then you forget yourself and buy from Mr. Jones or Mr. Smith, your forgetting satistied customer—who will be in in due time Srcatest asset-—your to get his regular pair of shoes. He comes in and you tell him you have quit his regular shoe, but you can fit him in this one; he may buy, but is not satisfied like he would be if he had had his regular shoe, last and size. We will figure what staple styles Your stock sist of 100 units, 80 per units of styles should be staple, 10 per cent. should be figured as extreme or shoe millinery; as to-day, tip or brogues, low or high Play this 10 per cent. of millinery while the playing is good, and when they start to go dead, begin to clean them out not with a sale, but with a P.M or salesmen. consist of. should con- cent. of these winged shoes. a special commission to your Your stock will show more profit—and you can use the money spent on advertising the cut price on advertising new styles that you still have 10 per cent. of units to buy. By doing this you always will be looked up to as being the wide- and up-to-date same time, awake merchant and, at the having very few odds and ends to sell at a great secrifice. Chas. P. Brady Stung! He had read an advertisement. of- fering to tell any interested would make a cheap shoe last. He had sent his ten cents. And when at person who send ten cents how to length he got his answer, which simply told him to take a piece of wood and whittle it into the shape of a shoe, the things he said were what a church member of his standing should not ever have known? ee You help your credit none by tak- ing the last day - time on every bill before paying i ce — Colt--Flexible Mc- Kay. St. No. 500--$2.60 Write for pamphlet show- ing other In-Stock Comfort Numbers BRANDAU SHOE! CO. Detroit, Mich. STRAP SANDAL In Stock ened [0]. 13) (1g SAOES For Bigger and Better Business =HO00D~- WorksHu Built Like An Auto Tire Finest Quality Extra Heavy Sail Durch Speeral Fabric Toe Box Fibre Counter Keeps its shape Fits the Hect Leather Sock I Gh s Inet Linin / runs tulllength 7 of shoe fighest grade re Insole Prevents drawing Extra Heavy / composition tiller « cipented o ' Shock -absorhing *neumatic Heel Groy R | alee - . Tire-tread Rubber Kul bervyed Fabric Rubocried Cloth, Waterproof BLUCHER Brown duck upper. Loose lined to toe. Half-bellows tongue. Fibre insole and counter. Leather sock lining. Gray corrugated rubber sole made from tire-tread composition. Rubberized toe box. Pneumatic heel. Gray Tapsole For hard work and hard play, where stout, serviceable footwear is needed. Mail-bag duck uppers, joined by live steam pressure to tire-tread soles, give the ideal combination of durability without excess weight. Pneumatic heels ease the feet and a leather sock lining insures cool comfort. Mews ang BH 6 te WZ Ue -50 Boys Co oe tO 6 oo 2.25 Rots 11 to 20 oie 2.00 omens) 24 to 8 {2 2.00 Misses’ (Spring Heel) _-________ 11 to) 2 ee 16 Child's (Spring Heel) _. 8 to 10% 1.50 We have thousands of cases of HOOD TENNIS on the Floor. Write for special Tennis Catalogue. HOOD RUBBER PRODUCTS GRAND RAPIDS, co., Inc. MICHIGAN The ‘‘Bertsch’’ shoes are shoes your customers want. Reasonably priced ---quick sellers---they will give you a larger volume of sales with increased profit, and the unusual value will mark you as the leading shoe merchant in your city. Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear GRAND RAPIDS, MICH. 4 > aR > a y . x o . ze . oo onan) 3 . < & ; : = i e July 7, 1920 Proper Compensation for Retail Shoe Salesmen. The question of compensating re- tail shoe salesmen is a matter that has long been a stumbling block in the progress of the retailing of shoes, and consequently a matter that has been viewed from many angles, and dissected by as many shoe men. The first and foremost point to re- member is the fact that the salesman of to-day is not to be dealt with as was the case in years gone by. Con- ditions have forced many changes on the trade, and the salesman has come in for his share. Now, to get down to the proper compensation, I would ask indulgence while I divide all salesmen into two. distinct class- es. We will call the one class the “conscientious” salesmen, or rather, the salesman who has his firm and his own future in view. The other class we will term the ‘automatic’ man—or the who has no self-interest in anything except the pay envelope. One of these is as detrimental to a firm as the other is beneficial. After all is said and done a sales- man’s compensation should be based on his actual worth to those who em- ploy him. For this reason you should have him understand that he is work- ing with you and not for you, to- wards the success of the store; and in that way the store’s interest be- comes, to a great extent, his interests. In other words, bring the salesman and his employer closer together, by making their interests as mutual as possible. your sales- salesman MICHIGAN TRADESMAN This brings us up directly to the point of compensation; and after a careful study of various systems and methods, along this line, I am of the opinion that the proper compensation for retail shoe salesmen should be based on a percentage of sales, to- gether with a suitable drawing ac- count, paid semi-monthly, and added to this a bonus system. This bonus should be paid on all sales—cash and credit—after deduct- ing the from. the actual amount earned by a salesman ona 7 per cent. basis. The difference to be paid at the end of every six months, but not as a bonus, because drawing account it is not a bonus, but compensation earned and to be fair with your men have them know that they have earn- ed this and don’t impress them with the idea that you are giving it to them. There are several good rea- sons for paying this earned surplus semi-annually. First, the has something to look Second, it has a tendency to keep the men closer on their job, in order to salesman forward to. collect—thus making fewer changes. Again, this method does in no way alter the salesman’s efficiency, but to the contrary, as the more goods he sells, the more he has coming to him, thouen i be as a drawing account, or as a bonus. This is the only fair and proper method of compensation, as the sales- man virtually makes his own salary by his own efforts, and in this way his work becomes mutually beneficial. Added to this is the ever popular P. M. system, which every merchant who appreciates a clean stock, is Pek fa tht Reh MOA A < REESE . i Mileage | «; Guarantee 3 , | they are m ae er i the proper shapeof the 26 : bones of the foot—#~> i Quality First | You are making a safe in- vestment when Hirth-Krause_ shoes, for you = | gettme the best that can be made. Quality-Long Wear - and the last word in style is what brings satisfaction to your customers. Shoemakers for three Generations eo Shoes Tanners and Shoe Manufacturers for Three Generations Grand Rapids, Michigan buying know that you are proud to This store. compensation, my incorporate in his method of friends, is not an experiment, but a system worked out, and now in force and a success. Nathan Simon. Retail Outlook in Women’s Foot- wear. Leathers: Black and brown kid and calfskins. Lasts: No marked changes. Vamps slightly shorter, except in high grades. Boots of moderate height. Heels: Military, Cuban’ and Louis, with Louis heel favored only for formal wear. Baby Styles: Low cuts from 40 to 60 per cent. Style trend will be along lines somewhat more conservative, owing to prevailing high prices, which makes novelty extremes hazardous. Prices: Expected to be somewhat lower, owing to the attitude of buying public, but high costs of materials and labor general precludes any slump. Tendency to ‘cheaper shoes, not shoes cheaper.” General Trade Outlook: Prospects bright for good, steady trade in foot- ll wear of conservative patterns, espec- ially the grades which can be sold at moderate prices. Fundamental con- ditions of trade and country’s pros- perity point toward good season dur- ing coming fall and winter. Attitude Toward Buying: Most deal- ers have done some buying, but no one has bought for his season’s full needs. Express intention to place or- ders at the Rochester, Syracuse and Marked tendency shorter stocks and to buy other style shows. to carry from “hand to mouth” as shoes are needed. This, it is believed, will com- pel more manufacturers than former- ly to install stock departments for the convenience of their customers. —_—_2+2s___ The most profitable sale is the one that brings the customer back to buy again. Shoe Store and Shoe RB epair Supplies SCHWARTZBERG & GLASER LEATHER CO. 57-59 Division Ave. S. Grand Rapids grain inner sole. MEN’S OXFORDS ARE GOING FAST, GET BUSY AND SIZE UP NOW ON No. 8762 In Stock Unbranded 8762—Fine Dark Mahogany Calfskin, 9 iron oak outer sole, grain inner sole. City Last. A to D, 5 to Jf 8763—Full Grain Mahogany Side, 9 iron oak outer sole, City Last. B to E, Sto ff _. 8749—Fine Gun Metal Veal, 9 iron oak outer sole, grain inner sole. Tremont Last. Terms: 3%, 10 days; 1%, 20 days; net 30 days. RINDGE, KALMBACH, LOGIE CO. 10 to 22 lonia Ave. N. W. GRAND RAPIDS, MICHIGAN a or __ $635 Cu BS6ui 700 July 7, 1920 MICHIGAN TRADESMAN GRAND RAPIDS NATIONAL CITY BANK = = = ee = . ££: 2 =e a = CITY TRUST & SAVINGS BANK = - : = - = ASSOCIATED i a) — oy — 4 = = = - = ; : se : : 4 5 am 4 4 Evil Features of the Excess Profits ward as a war measure when the gov- f Levy. ernment became a heavy purchaser of Imperative expenditures of the war supphes. In determining on a United States government for some purchasing policy the government de- years to come hold out no hope for cided against a pooling of products any considerable and immediate re- within an industry with one selling duction in taxes. price, and instead set prices high : The situation is clear to anyone enough to give high cost producers who will take the trouble to go into it. margins that would enable them to if The nation has in its liability column produce to capacity for war purposes. certain fixed charges that must be The excess profits tax was designated met. Business men who have studied to equalize profits under this policy. the situation see this clearly. Whether this policy was wise or A There is no escape from heavy tax- 9% does not matter here. But the : 8 i ae aoe . Be bags ce ae ! ation but there is unlimited room for W4T ts over. Plants have returned to nt in ‘the present tax laws. Peace production. All of the reason: ‘ : ie Fb fee eae fee ce 1 oe en i have to go far to find a for the tax have ceased with the end more imwise tax than the excess (75 7 _ Cones profits levy. which continues in exist- he principal charge brought again- CAMPAU SQUARE a a 73 oo) oo eo st this tax is that it encourases waste The convenient banks for out of town people. Located at the very center of ence after the conditions which gave : . oe r : ee ca the city. Handy to the street cars—the interurbans—the hotels—the shopping rise to its enactment have disappear- and extravagance in .the conduct of or AP ae Hf EES . “ n O1 nactment he lisappeal : : : : n account of our location—our large transit facilities—our safe deposit vaults fi } ‘ +9 > +- ‘ st erye : . : . . : , ed. This tax has met with universal >usiness when the national industrial and our complete service covering the entire field of banking, our institutions must : : oe and | Fe eee jemands econ- be the ultimate choice of out of town bankers and individuals. ee Be eee ea Fd and business situation demands econ distavor irom Over eee omciats 8 a Ty : ceahl Combined Capital and Surplus _______.________ $_1,724,300.00 charged with its enforcement and OM) and CIICIENCY. 1€ imMevitabie es Fotal Benosites 10,168,700.00 Sa oe os 8 result is an added increase to the al- ombined Total Resources —-__________-_______ 13,157,100.00 - Irom usiness men wno pay i. : oe : : ready high cost of living. A member any people do not realize how . Mans people do not realize how TW ihe Federal Trade Commission ae. {GRAND RAPIDS NATIONAL GITY BANK dithcult it 1s to reduce the current ex- : : : i (a ieee Oe clares that the tax causes the public ciT TRUST & 2 AVINGS BANK : penditures o he government. ic . oo f ASSOCIA oe : : - to pay $4 or $35 for every dollar of Teo . of the best analyses made recently of : : : . the tax collected. government expenses has been pre- : ae ee : In 1916 when there was no excess : sented bv Dr. Edward B. Rosa, ot the ¢ 1 a Ti t oe a : profits tax, 61 per cent. of all report- : Linited States Bureau of Standards. io : I ' Bo Assets $3,572,588 Insurance in Force $66,109,220 : : : ed corporations that showed any Dr. Rosa calls attention to the fact : a : : oe . ie profit at all reported expenses as 73 that of a total of more than 99,30U,- - : | 1917 : : per cent. of gross income. n / | Ee : 000,000 contained in regular supply + : q a Vie ROBHANTS (rE 7H Ip SURAN GC MUPAN Y 3 : 1 092 ee the percentage had jumped to 8&7 per ANTS oF N: NCE OMURAD and deficiency bills 92.8 per cent. was a oe ie co - a cent > - S r ichi ee ee a 1916, their net profits would GREEN & MORRISON, Agency Managers for Michigan 5 ee ee ee Oe ohewe been lareer by $11,000 000000 : livided as tollows: fOr blic ‘ork r - : : i «9 - ivided as toll ws: tor public works, The sum of $11,000,000,000, had. it per cent; primary governmenta : : oe Pee eee Ll been caved by the corporations as in- . - | functions, 3.2 per cent. an research, : a i lien ‘aes acl : oe rife come, could have been made to yield JOIN THE ~* education an levelopmen r : oo ee ee ee GRAND RAPIDS Kent State Bank per cent. ee ' as much or more than was collected Expenditures for wars must con- in excess profits taxes. Tt is possible SAVINGS BANK Main Office Ottawa Ave. rt ak 2 00 ere Te paid. It that the ratio of expense to gross in- FAMILY! so : : is unlikely that the people of > coun- : . . i i sighs lat ise i pe the ane come is even higher to-day than in Grand Rapids, Mich. try will demand reduction of funds O17 . aa. . Po. 440 . ioe Ge are Gnd Gan t6 he ces 1917. From the public point of view 5 Capital - - - $500,000 62 20T Ut afMy and nay) 1) tc CATE Ls oa ee ae ee ee ax tan ae : the excess profits tax may be a beau- Satistied Cus : ot leaving the nation unprepared for as - ¢ ee. c - Satistied Customers Surplus and Profit - $750,000 : io titul example of the ancient practices future wats. Large cuts in civil ex- C : : : ws S ge ~~ — 2H of saving at the spigot and wasting TL Resources penditure wouid not reduce the total - F sags : at the bunghole. M budget to any considerable extent At] ¢ oe : ~ accomodation 11% illion Dollars c ' - . i : All forms of business tax are finally oo . . - wv a service, It is plain, therefore, that taxes paid in prices. The fault of the excess 1 must remain high. The task of Con- profits tax is that it is paid in higher BRANCH OFFICES > Per Cent. a. gress and the people who pay the prices at the very time in our nation- oe “ oe 2 ic a. ee ee ee ee . : adison Square an all Street : re : th is te — the taxes as scientific al affairs when we can least afford it. West Leonard and Alpine Avenu2 Paid on Certificates of Deposit . and equitable as possible with a view It is a mos satisfac , for , onroe Avenue, near Michigan be ee ce a ae ; Reet Wasa tSiaCtory form Of East Fulton Street and Diamond Avenuc Do Your Banking by Mail always to €ase of administration and commodity tax because there is no peer A Street and Lake Drive a. : 2 | ; . randville Avenue and collection. way of preventing the business cor- Grandville Avenue and Biicua Gunes The H for Savi 4 The excess profits tax came for- poration from computing the tax you Bridge, Lexington and Stocking © ttome for savings 1 - July 7, 1920 have to pay and putting it into its costs. The chances are, that being unable to determine the tax with ac- curacy, it makes its allowance too high and thus becomes an_uninten- tional profiteer. The inequalities of the law are with- out number. Under its administra- tion a concern which can expand its business by obtaining credit has no advantage, and, in fact, it operates under a heavier burden than a busi- ness which can obtain no credit. A corporation organized before the war may have issued bonds equal to its capitalization. A competing con- cern may have started in business with the same amount of money issuing common and prefered stock. The first corporation pays the higher taxes through no fault of its own, but through lack of ability to see that the tax was coming. A corporation organized, say, fifteen years ago, which may have doubled its assets is allowed to include as its invested capital for excess profits tax purposes only the original amount paid in, without taking into consider- ation any increase in the value of its assets, due to appreciation. —___. Brightening Their Lives. The clergyman of a poor. parish was showing a rich lady around, hop- ing to touch her heart and so receive a big check for his people. “We are now passing through the poorest slums,” he said, as the car ple have little to brighten their lives.” turned into a side street. ‘These peo- “T must do something for them,” sighed the lady, adding to the chauf- feur: “James, drive the car slowly and turn on the big lamps.” MICHIGAN TRADESMAN A Credit Help For Smaller Concerns. I find that one of the greatest helps in my business is making out a semi- annual financial statement and mail- ing it to my bankers and jobbers. In this way I keep them informed on how much business I do each year and can solicit their help easily when [ néed it. Until recently [| had not been in the habit of making up these state- ments, but a short time ago [ experi- enced a serious fire loss and had to put in an almost complete new stock of goods. I didn’t have all the funds necessary to pay for this merchan- dise and had to ask for credit both at my bank and from my jobbers. That part was easy; but both the banks and the jobbers said they wish- ed I had some kind of business state- ment that would enable them to see how I had carried on my _ business and let them know how safe a credit risk my business offered. Since that time I have prepared and sent out twice a year a statement that shows in detail how | have carried on my business and what my profits have been. —_—__o-~@--—— Helping Him Out. In the first enthusiasm of married life the young husband had allowed the expenses of the new. establish- ment to run far ahead of his modest income, with the result that he began to spend his evenings going over a considerable package of tradesman’s bills, endeavoring with the aid of a pad and pencil to evolve some new scheme of mathematics whereby he could make two and two come to six or seven. One evening the packet was missing from his desk. “Have you been moving the papers in my desk, dearest?” he asked. “I can't find some bills I left here.’ “The horrid old things!” she re- sponded as she came and put her arms tenderly about his neck. “I saw they were worrying you, and I determined to always help you in everything, so I just took them and burned them up!” 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 Preside CARROLL F. SWEET Vice-President GEORGE F. MACKENZIE V.-Pres. and Cashier FOI III IDI DD DD AD IAAI DI IDI IAI IAA IAA IAS FARO UO... ff ap Constructive Public Accounting This Department of Our Main Office 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. THE MICHIGAN TRUST COMPANY PEARL AND OTTAWA Citz. 4271 Bell M. 408 Grand Rapids, Michigan Quick Service Safety Vaults on ground floor Hours 9 A.M. to 5 P.M. Cadillac State Bank Cadillac, Mich. OC See... Resources (Nov. 17th)...... $ 100,000.00 100,000.00 oo 2,790,000.00 10 ON Certificates Savings| sca: |3 Months Reserve for State Banks The directors who control the affairs of this bank represeut much of the strong and successful business of Northern Michigan F. L. REED, President HENRY KNOWLTON, Vice Pres. FRANK WELTON, Cashier 14 In the Days of the Maine Liquor Law. Grandville, July 6—In the days of the “Maine Liquor Law,” which was enacted in Michigan for the purpose of keeping liquor away trom the mill- men and loggers, as well as from the few farmers who were squatted along the Southern two tiers of counties, some queer methods were entered in- to for the purpose of evading said law. Vithin a short time the enactment ot prohibition became a dead letter and whiskey, wine and beer flowed more freely than ever. It was because of this lax enforcement of the law that led a later legislature to enact the license law which held place so long on the statute bocks ef Michi- gai. It was argued that so long as pro- hibition was not enforced, and the public was subjected to all the trou- ble and expense of caring for the vic- tims of drunkenness, the criminals and suicides, it were better to tax the dealers in liquid damnation, making them bear part of the expense at least of their nefarious caling. In the lumber woods bars tor deal- ing out “rotgut’” were as numerous as hcuses along the highway. During the reign of prohibition at the outset people imagined the law was meant [ consequently various subterfuges were resorted to in order to obtain the drink so urgently need- ed for the “health of the community.” “liow in the nation can we live without lic! ker 7” one wise old fellow “We'll all die off of the ager or swamp fever!” This thought gave an idea. The 1 little of everything, one of the most profitable articles being bottled medicine for “breaking the ague.” A hundred and one bitter: were thrust on the market for the purpose of alleviating the chills and iever that prevailed every spring and fall. along Michigan’s lumbering streams. One of the most wonderful of these cures came to our woods store from far away Holland and was supposed It was to be a sure enough cureall. ‘Aromatic Scheidam Snapps, to be entorced, demzunded, wise ones WO? yds some crude stores sold ’ tonics and labeled and sold like wildfire among the early settlers. It seemed to be a palatable concoction of gin and molasses, and really hit the 10st every- body One lumberman purchased a ot these wonderful bitters, that by its use a less number of his mill crew would be on the sick list in the autumn. There is no denying that the snapps had a wonderful ef- fect on several of the men who par- took of it for their stomach’s sake. The engineer at the mill fell ill one day and the boss fetched a botle of the bitters for his imediate consump- tion. The directions on the outside mentioned that a wine glas full before meals and at bedtime would cure any case of illness within a short time. That day, before quitting time, the engine refused to perform and the ma- chinery went dead. A terrible acci- dent had happened to the engineer and his fireman it was reported. The boss hastened to the engine room to find the fireman lying in a heap on a sawdust pile, apparently lifeless. Not far away was the engineer in hike condition. What had happened to deprive these men of life so suddenly? taste of aln case trusting It proved to be a condition and not a theory which confronted the owner ot the mill. A search soon discovered MICHIGAN TRADESMAN the cause of the disaster. An empty bottle once containing Aromatic Scheidam Snapps was _ found. Che contents had made dead men of en- gineer and fireman for the time be- ing The millowner was proprietor of the store as well. Angry and disgusted, he repaired to the took from his shelves the five remaining bottles of bitters and went forth, smashing them against the stone pier at the corner of the building. From that hour no more snapps were allowed within any of his buildings. It was aiterward learned that this famous “ague cure’ was manufactured at a small town in Indiana, labeled with a Holland birthmark and sent out broadcast over the land. Anything that had “ague cure” at- tached to it, was bound to be given store, a trial by those people who were sub- ject to semi-annual shakes. Sometime later a lumberman who operated a mill and store—not the one just mentioned—conceived the idea hat home-made blackberry wine vould serve to mitigate the rigors of doa ague and set about ae ing said cordial on a _ considerable scale, considering his facilities. He anized a corps of indians and squaws as pickers and sent them into the cleanings aiter the berries. Thousinds of burned over pine choppings were overgrown with blackberry bushes which _ yielded vearly an immense crop of delicious fruit. E Eon had nct learned the art of cannir in those days, but there were fae made on the ber- ries for preserving and drying. Such together with dry apples form- ec ‘d the dessert menu of the backwoods homes of that day, an < it Was a very Satisiactory food at that. The lumberman in question went about mashing and souringhis prod- uct for the wine barrel. Dark brown sugar was used in the process, hasten- ing fermentation of the mash. The casks used for storing the wine were - - or inroads of 40 gallon capacity and one fall he put up 30 barrels of this wine, sup- posedly a medicinal drink. As the wine was worth $4 per gallon at re- tail he did a land office busines for a while, and at one time the lumber- woods boys had a jolly old spree get- ting outside so much berry juice. Much of the wine was sold at Mus- kegon to the drug stores and was, no doubt, legitimately used for medicin- al purposes. Various other concoctions were out upon the market in those temperance days, such as “Burbon Biters,” ‘““Ague Cures’ and the like, all tending to alleviate the thirst of those bibulously inclined. Our present prohibitory laws. being backed by strong public sentiment, are not made a mock of as in those old days of the Maine liquor law. Old Timer. The Wisdom of Work. When a rabbit knows only one hole, the fox gets him. Independence is really the self-en- actment of laws self-resolved. Change your job often enough and vou build a wall against success. You provide a family with loaves and fishes if you do nothing cant but loaf and fish. Failure usually finds a victim with the excuse in his mouth of I-neve- had-a-fair-chance.” When you trust to “Pluck” you’re STOCKS AND BONDS—PRIVATE WIRES TO THE LEADING MARKETS BELL M 290. BECO: STOCKS HILLIKER, PERKINS, EVERETT &/GEISTERT AN TRUST BLDG. more than just a letter better off than Chuck” The grandfather of to-day’s labor- er knew poverty. His father knew its cause. He himself knows its remedy. Oftentimes opportunities are mere- ly the results of hard preparation; not infrequently they are misconceived the fellow who counts on as obstacles. There are two men who never get anywhere—one is on the pole of self- satisfaction and the other is in the hole of self-depreciation. Warwick James Price July 7, 1920 139-141 Monroe St. Both Phones GRAND RAPIDS, MICH. “The Quality School” A. E. HOWELL, Manager 110-118 Pearl St. Grand Raplds, Mich. School the year round. Catalog free. WM. H. ANDERSON. President J. CLINTON BISHOP, Cashier Fourth National Bank Grand Rapids, Mich. United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% ‘Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 LAVANT Z. CAUKIN, Vice President ALVA T. EDISON, Ass’t Cashier The Joy of Living The joy of living largely depends upon the elimination of care and worry. A Living Trust is a plan that will relieve you of the care and management of your estate. “YOU AND YOURS,” our monthly trust letter for July, discusses this matter. We will gladly place you upon our mail- ing list without charge, upon request. [RAND RaPips [RUST [\OMPANY GRAND RAPIDS, MICH. OTTAWA AT FOUNTAIN BOTH PHONES 4391 . July 7, 1920 Few Fire Loss Stories and Their Meaning. Because a grocer at Richmond(Ky.) dropped a coin while counting the day’s receipts, both building and stock were almost a total loss from fire. Dropping a coin may not be a hazard but lighting a match to hunt for it is; and as the grocer went out without seeing that the match was extinguish- ed, the blaze had a good chance to make a good start before his return half an hour later to attend to some- thing he had forgotten. The loss was placed at ‘several thousand dollars” by the local paper, without insurance; but a factor in the result seems to have been the fact that hose lines had to be stretched several hundred yards to the nearst hydrant before the fire department could do effective work. secause an employe tried to thaw a frozen pipe filled with petanaphthol with a blow torch, one of the brick buildings of a chemical plant at New- ark (N. J.) was destroyed by fire caus- ing about $20,000 loss. Chief Paul Moore, in reporting the fire, makes no comment; but the combination of circumstan€es was such that it would be difficult to comment on them in printable form. Fire of unknown origin, starting early in the morning in the chemistry building of the Michigan College of Mines at Houghton, when all fires and lights had been extinguished since the night before, destroyed the build- ing and contents, with loss of $75,000. The building was ablaze from cellar to roof when a pedestriain saw flames breaking through the roof. The fire burned itself out, but public hose streams were used effectively in con- fining it to the building of origin. Chief Ray Eggleston, commenting on the situation, says tersely: “Sprinkle such buildings and employ a_ night watchman.” Automatic sprinklers and a_ live night watchman are recommended by Chief Peter Beckerle, of Danville (Conn.), to cope with such a situation as resulted in destruction of a barn of the Danbury street railway used for storage of summer cars. Loss was $28,000, out of a possible $50,000. The blaze was incendiary, and the building was frame, with tar paper roof. As the cars in storage were highly combustible, flames had spread throughout the building before dis- covery, and the department was able MICHIGAN TRADESMAN to do little more than prevent spread to other buildings. An overheated kettle in the still house of a composition roofing con- cern at Kansas City (Mo.), damaged the plant about $1,500. It was a wood frame, ironclad building, but as the fire was localized at one end of the building, the type of construction pre- sented none of the usual complications incident to fire fighting in this class of building. “Outside iron fire escapes were of little use and stairway was blocked by flames. Four persons were badly burned, and were carried out by fire- men and sent to a hospital.” This is Chief Fred Vanderholt’s comment on the fire which did $10,000 damage to the, Ohio Hotel at Sharon, Pa. | He added: “Better construction and more adequate means of exit are needed in all buildings of this class. It was a frame buildifg, with tin roof, with restaurant and mercantiles on the first floof and hotel above. There was no interior fire protection, and discovery of the flames was made when a passer saw them burst from the outisde en- trance to the hotel stairway. is not known. Cause A careless smoker and containers for oily waste and rags was the com- bination that resulted in a_ severe scorching of the stock building of the Detroit Steel Products Company. It was a one-story iron building, in which the blaze was discovered by a watchman. Fire marshal Goldwater reconimends metal cans for oily rags, waste and rubbish. This seems to be about all that could be done under the circumstances, as the company has a rule against smoking that is rigidly enforced; but some one got by with it, demonstrating that the surrepitious Smoker 1s a hazard that is hard to guard against. A discarded cigaret left on a couch in a Chinese restaurant at Eau Clair (Wis.) caused about $4,500 loss, al- though the blaze was confined to about 25x30 feet area on the second floor and there was no water damage to the cigar store below. Chief James P. Welsh and his men seem to have done excellent work in so confining the blaze, especially as burning grease in the kitchen added to their troubles. “This was a case of pure carelessness on the part of a cigaret smoker,” com- ments the chief, and adds: “Which we must all recognize as a hard prob- lem to contend with.” Because an employe left the cur- rent turned on an electric iron on the fourth floor of a dry goods store at Elmira (N. Y.) when she quit for the night, fire broke out after midnight and caused $55,000 loss out of $300,- 000 values involved. The store was without watchman, and the fire gained such headway that discovery was made by a railroad tower man, some distance away, who telephoned the alarm. 22. ____ Not a Bad Excuse. "Lithan, said mother, severely, “there were two pieces of cake in the pantry this morning and now there is only one. How does that happen?’ ‘Ll dont know,’ rephed Lilhan, re- gretiully. “It must have been so dark that I didn’t see the other piece.” 15 A Good Job. Written for the Tradesman. Say fellows! Eve been thinking About this money game, ff hopes are high, or sinking, Its allus jes the same Where aims are only money, Ill tell you this, my boy Youre losing lots of honey meant you should enjoy. Life isnt (just a dollar, The seal of Uncle tam Which you must chase and foller ike eges go long with ham. There's something really better Then bonds or goll or cash Which only are a fetter When comes the final dash. Jes like a sunny morning A feller’s feeling fine If he only heeds the warning Which passes down the line:— That joy is in the making Some feller happy too, Youll like the undertaking Before your job is through. Charles A. Heath. +»... ————_ Every non-producing dollar added to the expense of the business is a dollar taken out of the net profits. N. BRISTOL, Manager REMONT, Cc F Bristol Insurance Agency “The Agency of Personal Service”’ Inspectors and State Agents for Mutual Companies Savings to Our Policy Holders On Tornado Insurance 40'7 General Mercantile and Shoe Stores 30 to 50°, Drug Stores, Fire and Liability, 36 to 40% Hardware and Implement Stores, and Dwellings 50% Garages, Blacksmiths, Harness and Furniture Stores 40% All Companies ticensed to do business in Michigan. It will pay you to investigate our proposition. Write us for particulars. A. T. MONSON, Secretary MICHIGAN Offices: 319-320 Houseman Bldg. 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. Associated with several] million dollar companies. 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. Repeat this advertisement word for word. as well as financially. If you can’t, read it over until you can. It will help you mentally Wm. N. SENF, Secretary. 16 MICHIGAN TRADESMAN = Sse 6S 2 : SS TITSSER a [TEN Lessons For the Student of Child Nature. Written for the Tradesman. Once im a time there gets into print a glimpse of the real real child. Most of the purports to be by, tor long, long heart of a that and about the children is the work of writing grownups who may or may not—usu- ally not—have any understanding of how the world looks to the eyes of a child, much less what goes on behind The Whitely, which has been those self-revelation of little printed in instalments in the Atlantic Monthly remarkable cCyes. 1 Opal I] think, the most kind that I Even if I did not lately, is, thing of the ever have seen. know otherwise that it is genuine, I should be convinced by its own char- acter that it is so. that No grown person I ever have met could have pro- duced sc perfect a picture of the in- ner lite of a lonely little girl who, left so much to her own make devices, had to animals, think Opal Whitely is bound to become friends for herself of birds and even trees. | one of the permanent figures in the litera- ture of our time, and that her diary produced under such _ heartrending conditions and such enormous difficul- ties, is to be a classic in the field of child-study. I commend it most en- thusiastically to the attention of every person who has anything to do with the care and understanding of - chil- dren. The unreasonable and unintelligent (to the child), wholly unintelligible punishments inflicted constantly upon the little girl by “the mamma who did not understand” constitute a textbook all by themselves and a perfect ex- hibit of the fact that the punishments almost invariably should have fallen upon the one who administered them. One can for once see how the various forms of what the grown-up regards as “mischief” are conceived by the child in quite another spirit and seen by her in a totally different light. Consider the she judged her which friends and described them with a touch of naive genuis—‘the standards by human who man wears gray neckties and is kind to mice:” Sadie MckKinzie, who beamed a smile at her out of a face whose freckles were as many as the stars in the Milky Way! who is “awful old—going on forty,’ and “has an understanding soul.” Dear little heart! She finds the world very beautiful and full of friendliness, even if she does “have thinks that things ought to be dif- ferent! Why not? When the tame crow stole “the mamma’s” thimble and upon Opal’s hunting for it and bringing it back she just got spanked “with the hazel that switches grow “Inside of me,” says Opal, philosophizing up- matters, “I couldn't help thinking she ought to have thanked me for finding the thimble.” Think of the little clay vases that Opal made and put in the oven to bake: of clay. near unto the back steps!” on. such “The mamma found my vases She threw them out the win- dow. When I went to pick them up they were broken. I felt sad inside. I went to talk them over with my chum, Michael Angelo Sanzio Raph- ael. He is the most tall fir tree that grows just back of the barn.” We tired, mothers may not throw clay vases out of the window. We are better educated, | cross, nervous hope—we know now that “clay-work” is one of the cultivated occupations for children. But we trample on the little souls in other ways not quite so obvious, and our little folks “feel sad and “have thinks that things ought to be different.” | inside”’ have seen a mother throw away a whole after- noon’s worth of a child’s mind. be- cause the mother was bored by the child’s effort to interest her in some of its “nonsense.” Little you realize you who do these things, that you are destroying ties of friendship and con- geniality that you will long for later —after it is too late. And yet the un- ending surprise to me about a child is its buoyancy of spirit and its for- giving soul. destroy a It takes a long time to child’s devotion to its mother, but once it is really lost it never comes again, however much the forms may be maintained. Opal often printed her diary under the bed, where she was sent as a punishment for some of her usually harmless devices, to stay there until “the mamma” had leisure for spank- ing. “I printed this on the wood box, where the mamma put me after she spanked me. Now I think I shall go out the bedroom window and talk to the stars. They imendly. This is a smile so wonderful always very world to live in.” One thing luminous shines out of all this tale. Little Opal’s real father and mother died before she was six years old, and she was left to the tender mercies of the woman whom she always calls “the mamma.” From her experience with them she got her marvelous pot-pourri. of culture names of great figures in history and mythology, bits of poetry, allusions to classic literature. All these things had made their mark upon her sensitive mind in those earliest days when they talked and read to her—before she was six years old! Naturally a remarkable child, you will say. Perhaps. But I think those happy five years of congenial associa- tion with intelligent parents from she passed into the which babyhood until tragic years of this amazing diary tells brought out something in that litle soul that no after-experience could obliterate and that the first six years of the life of any normal child stamp the character in ways that last to the end of life. Some one is making indelible im- pressions upon your little child right Who 1s it? What kind of impressions are they? now before he is. six. What are you waiting for? Are you July 7, 1920 waiting until he is “not so much bother” before you begin to impress him with your own personality and the things that are to be the perman- ently basic furnishings of his mind: Or are you one of those blessed peo- ple, like Sadie McKinzie, who have “an understanding heart?” How would vou be described if your child were now, like Opal Whitely, writ ing a diary to be read twenty years from ? Prudence Bradish. (Copyrighted 1920.) now If You Haven’t Any Sugar. We hear it in the morning, and we hear it late at night. They wire it in, they fire it in, they telephone and write. From old and young, for far and near, Hark! hear the hills resound: “If you haven’t any SUGAR, then you needn’t come around!” They tell us plainly what we are, and often what we’re not, Some think we should be boiled in oil, some say we should be shot: But all agree with grim accord, They meet on common grounds In shouting, “Without SUGAR, Bo, you needn’t linger ’round.” When we mention tea or coffee we receive the icy stare. The old-time line of selling talk won’t get us anywhere. For they want it by the carload, and we get it by the pound, So, when we're out of SUGAR we hate to jog around. Last week a lucky salesman died, a cuss named “Sporty Lee.” St. Peter sent him down below; no home above had he: But when Lee reached Old Nick’s abode, te He heard with joy this sound: “If you_haven’t brought some SUGAR, Sport, you mustn’t hang around.” ‘The Carnation Family— Anite This is Auntie, also a member of the Carnation Advertising Family. She is typical of the thousands of young women who are daily learn- ing of the economy, purity and convenience of Carnation Milk both in the home and in the do- mestic science classroom. Like the other members of the famous Carnation Family, she is telling millions of magazine readers, among them your regular customers, why they should buy Carnation Milk from you. . Watch for the Carnation adver- tisements in The Saturday Eve- ning Post and other national publications. Clip them out and display them prominently in your store. Identify your place of business with this campaign. Let your customers know you are the Carnation Milkman. Ask our representative or write direct to us for Carnation adver- tising material and selling helps. Address the Carnation Milk Products Company, 733 Con- sumers Bldg., Chicago, or 733 Stuart Bldg., Seattle. Remember, your jobber can supply you Carnation “From Contented Cows” MICHIGAN TRADESMAN you CAN TRUS} CLOTHES PINS Arr you still counting Clothes pins out of a dusty, dirty box hidden away under the counter, and cheating yourself on every sale? If so, get the EMCO habit quick. EMCO Clothes pins in wrapped packages give the retailer the means of doing a decent business in this old staple at a decent profit. Moye than ever before is this true now, because a clothes pin is get- ting to be worth money and the line is worthy of your best atten- tion. EMCO Clothes pins come in snap- py attractive packages containing 2 dozen and 5 dozen. On your shelves they suggest purchase and help sell themselves. You always know what and how many you are handing out. You are making a living profit on every sale and your customer gets a Clothes pin that gives satisfaction every time. Your jobber has them, or can get them. Ask him or us. Escanaba Manufacturing Company Manufacturers ESCANABA, MICHIGAN 2EN -FOUR-INCH iotives Pins | EMCO Standard Dishes in Cartons Gg o3 : | P; Woe yy Ai = Tay fet || HI Yay ' EMCO Toothpicks — EMCO Plates 18 MICHIGAN TRADESMAN 1926 July 7, DRY GOODS, = = FANCY GOODS“ NOTIONS Michigan Retail Dry Goods Association. President—D. M. Christian, Owosso. First Vice-President—George J. Dratz, Muskegon. Second Vice-President—H. G. Wend- land, Bay City. . i Secretary-Treasurer—J. Ww. Knapp, Lansing. Cotton Estimates and Fabric Prices. Hardly any surprise was caused by the announcement on Friday of the Department of Agriculture’s fig- ures on the cotton crop. The first estimate, issued a month ago, showed things at their lowest possible condi- tion. A backward season, resulting in late planting, and some torrential rains in the growing districts com- bined to make the prospects appear at their worst. But, taking even these into account, the improvement in conditions shown in the new report is very encouraging. Another grati- fying circumstance is the fact that, so far from there being a decrease in the acreage planted, there has been an actual increase of nearly 400,000 acres. An estimated crop of 11,450,- 000 bales is indicated. This is very conservative, as it allows for less than one-third of a bale per acre, and later reports may yet add a million bales to the yield. With the carry- over there is likely to be over 15,000,- 000 bales available. When it comes to cotton goods, the quantity of the raw material or its price is hardly cutting any figure in determining fab- ric prices. These are well above what should be obtained even if 50 per cent. were added to the cost of cot- ton. There are evidences of decided weakness, however, in the situation, prices gradually giving way and a general tendency being shown not to force business. Lower levels on print cloths and sheetings and a revision of those for bleached cottons are on the way. Colored cottons are holding their own a little better, but even those have reached their peak. Yarns have been slowly losing ground. In knit underwear some cancellations of Fall goods have caused uneasiness, while the announcement of Spring prices will be deferred until much later than usual. There has been something of a slump in hosiery. —— Situation in Wool and Woolens. Little new is reported in the wool situation. Business is practically non- existent and promises to remain so until prices have touched bottom, or at least until buyers believe they have reached that point. Perhaps some line may be had after the coming auc- tions at London, which begin on Tues- day, are held. The outlook is for further price reductions in all classes of wool and for a lot of withdrawals for lack of bids. Domestic mills seem to be well supplied and are not likely to be very eager to acquire at a time when they are curtailing production for lack of orders. The American Woolen Company’s plants are to shut down for an indefinite period begin- ning on the i0th inst., and those of many other concerns have followed suit, or will soon. Spring announce- ments will be quite late, it is said, and price concessions at least 15 to 20 per cent. are indicated. Lately the consumption of wool in the domestic mills has shown a marked shrinkage, the total for May having been 58,600,- 0O0 pounds, grease equivalent, as against 66,900,000 pounds for the pre- ceding month. On June 1 the num- ber of looms in operation was much below that on May 1, and there was also a decided drop in the number of spinning spindles. How much goods there is on hand is a matter of con- jecture, but it is believed that there will be no lack of fabrics. How large the demand will be from the cutters- up will soon be shown. Garment buy- ers will be here in number this week and next, and the clothing manufac- turers are sounding out their trade with the inducement of price guaran- tees. The next month or two will be a crucial period in these trades. —_>-———__ Hats For Early Fall. Fall hats in a steady stream are now pouring on the local millinery markets. Many of them are extreme- ly novel and attractive. In this cate- gory comes the early season line of a manufacturer who makes a special- ty of hats designed for the matron, as well as for mourning wear. In these hats, according to the bulletin of the Retail Millinery Association of Ameri- ca, panne velvet, velvet, beaver strips and an imported material somewhat resembling silk fringe interspersed with strips of celophane are the things most favored. “In some of the models,” the bulle- tin says, “flowers and burnt plumage are preferred to ostrich. These hats are so designed as to give a tall effect, and the lines of the crowns are ex- tremely high. The brims are narrow and even the off-the-face shapes have a second brim which fits closely to the face and gives a soft line. One of the chief characteristics of these models is their light weight. They are so carefully planned that even the heaviest materials are proportioned so as not to add to the weight of the hat. “Dark brown panne velvet is used for one smart turban. Plumes of coque, in old blue, brown, taupe and tan, circle the round brim. In another neat turban black panne is combined with velvet. The crown is somewhat tam shaped and rises higher on one side than the other. The brim of pan- ne is on one side. Velvet flowers and fruit with shimmering leaves are ap- pliqueed to the high side of the brim. “Imported fringe and velvet are combined to make a really swagger turban. is draped to make the back of this hat. The fringe forms the front of the brim and comes down. slightly so as to give the Burnt goose with curled spirals juts from be- hind the off-th-face brim of fringe.” Brown velvet over each ear, Egyptian effect. ——__~>-2 The Trouble. “Yes, I need a housemaid. Why did you leave your last place?” “Why, it was because the master kissed me.” “And feeling outraged, you left. Quite right and commendable!” “Oh, I didn’t mind, but the mistress happened to be the Stair coming down We are manufacturers of Trimmed & Untrimmed HATS for Ladies, Misses and Children, especially adapted to the general Trial order solicited. CORL-KNOTT COMPANY, Corner Commerce Ave. and Island St. Grand Rapids, Mich. store trade. L In Getting Writeto 4 BARLOw BRosS. GRAND RAPIDS, MICH. SHORT CUTS PERCALE AND | MADRAS 5 Daniel T, Hot Weather Specials Soft Collars, Fancy and Plain, with long points. BATHING SUITS WHITE HOSE, atton & Company GRAND RAPIDS The Men’s Furnishing Goods House of Michigan ‘SHIRTS ALL GRADES ‘OUT MATELY Eee eee Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Michigan Quality Merchandise—Right Prices—-Prompt Service UNL HINTON UTE Use Citizens Long Distance Service ese ee Tren TELEPHONE | To Detroit, Jackson, Holland, Muskegon, Grand Haven, Ludington, Traverse City, Petoskey, Saginaw and all intermediate and connecting points. Connection with 750,000 telephones in Michigan, Indiana and Ohio. CITIZENS TELEPHONE COMPANY July 7, 1920 Organized Conspiracy To Injure Mer- chants. Lansing, July 6—I find in my travels here and there throughout the State that there seems to be an organized conspiracy on the part of some evil- minded people to very seriously em- barrass not only dry goods dealers but other merchants as well by cir- . culating false and unfair rumors to the effect that certain merchants, gen- erally the leading store of the city, has been called upon by a Federal agent. After having made a purchase, said agent then notifies the merchant to appear in the Federal court at De- troit or Grand Rapids where he is placed in jail and after a preliminary hearing pleads guilty and pays _ his fine. I have followed several of these rumors lately and find that they are absolutely untrue and that no Fed- eral agent has called upon the mer- chant in question, and therefore said merchant has not been summoned to appear in court and pay a fine, etc. One such case was called to my at- tention a few days ago where a mem- ber of the Michigan Clothiers As- sociation was slandered in this way and I promised to use the Michigan Merchants Association—the Federat- ed organization which has recently been organized—to defend this mer- chant in a suit against the person who started the slander. He writes me, however, that his witnesses are wavering and that he does not feel quite justified in caus- ing the arrest of the person who start- ed the rumors or the persons who have been circulating it, and therefore this effort in this case does not mo- terialize. Certain persons of social- istic tendencies in this particular in- stance seem to have a special grudge -—apparently on account of some col- lections which have been pushed—and it seems to be a conspiracy to in- timidate the merchants to lower the prices of their goods regardless of the fact that they cannot do so with- out selling goods at a loss. I desire to urge any member who has been similarly embarrassed re- of such rumors. It is assumed, of cently to carefully trace the source course, that each and every one of our members are conducting their business honorably and are not ex- the Michigan Retail Dry Goods As- acting unjust profits. The officers of sociation, as well as the Executive Committee of the Michigan Merchants Association, which is the Federated organization of the mercantile as- sociations of the State, will support any merchant who has been unjustly slandered, as suggested above. Kind- ly report such cases to this office and I will give each and every matter per- sonal investigation to see what should be done to defend honest merchants from such unjust charges. Jason E. Hammond. Manager Michigan Retail Dry Goods Association. ee a as New Complaint Against Butterick Co. The Federal Trade Commission has issued another complaint against the 3utterick Pattern Company. A few weeks ago, after letting the records in the then pending case against this concern get so thoroughly mixed up through the filing of various motions that no headway could be made, the commission, for the purpose of clean- ing the slate, dismissed the entire pro- ceeding without prejulice to future ac- tion. Under the new complaint filed last week the commission has cited the Butterick Company, Federal Publish- ing Company, Standard Fashion Com- pany, Butterick Publishing Company and Designer Publishing Company, all of New York, in formal complaint of unfair competition in trade and for the use of tying contracts, contrary to the provision of the Clayton act. MICHIGAN TRADESMAN The companies are allowed forty days in which to file answer, after which the case will be set for trial on its merits. The commission cites the companies to answer averments that in the sale and distribution of their dress patterns they have tied up about 20,000 retail dry goods dealers with contracts fixing a resale price to the consumer and binding the retailer not to sell or permit the sale on his prem- ises of any competing patterns. It is further averred that the con- tracts are enforced by refusals to sell patterns to dealers or to be bound thereby after having made the con- tract, and by threats of suits and in- stitution of suits for damages. —_+++—___- Lack of Care Responsible For Most Accidents. Battle Creek, July 6—Carelessness is the advance agent of industrial casualties in modern times as in all the past. Of all sad words of tongue or pen, the saddest are these, “It need not have been.” Lack of care is responsible for nearly all accidents in manufacturing establishments. Modern industrial re- search has shown up many defects and leakages and has saved the na- tions many millions in lives and in property; the searchlight has been turned on and the hand of modern efficiency points accusingly at “Care- lessness” and says “Thou art the man.’ Safety first appliances or mechani- cal devices are helpful, as they act as a preventative, and warn of im- minent danger; but the greatest ser- vice is rendered to humanity when they are properly combined with hu- man forethought and intelligent pre- caution. While it is a little thing to extingu- ish a match carefully, it becomes a great act when it prevents a catrosphe —loss of life, limb or proprety. Nothing could be more unfortun- ate than losses involving permanent injury to workers, and waste of valu- able property at a time when the world is short on every necesity of life. Better than all the regrets in the world is one little ounce of preven- tion. Get into the daily habit at home and at work of looking before leaping, seeing before doing, knowing before chancing. When the Titanic went down there were only twenty lifeboats available for several thousand pasesngers. There were no knives available to quickly cut the stout ropes that bound the boats to their deck moor- ings and none to cut loose the sails and oars when the boats had finally been launched; and to crown the col- lossal infamy of that fiend called “carelessness,” the women and _ chil- dren were forced to jam their freez- ing fingers into the holes in the boats as they drifted in the night, for some one had pulled the corks from the bottoms and had failed to replace them. Your first duty as a citizen and as a worker is to see that every precau- tion is taken to assure the safety of your neighbor and yourself. Ralph P. Simonson. ooo Potatoes As Currency. Potatoes are now being used as the standard currency in certain remote agricultural districts of Poland. The potato is the staple article of food. and its value fluctuates far less than any of the various types of paper money which are in circulation. In the district around Grodno, for ex- ample, the American Red Cross re- ports that all the local help employed in warehousing or in the activities of the field units is remunerated in a weekly wage of potatoes. 19 H. Leonard & Sons Grand Rapids, Michigan NOW READY The most staple lines of TOYS known to the trade everywhere are on sale with us at Manufacturers’ Prices Tinker Toys Gilbert Toys Celluloid Toys Paper Novelty Toys Prang & Ullman Paints Friction Toys Sandy Andy Toys Electric Toys Steam Toys Mechanical Toys Schowhut Toys Kase Flying Aeroplanes Lawrence Planes Aluminum Toys Imported Dolls American Dolls Bradley’s Games Parker’s Games Juvenile Books Embossing Co. Toys Christmas Cards Dolls Furnishing Goods Seals, Tags, Etc. We show the best goods and most called for goods from 1,200 factories. Come in and see our lines in person. Holiday dating and early shipments. MICHIGAN TRADESMAN July 7, 1920 | | yy y))) BUTTER, EGGS 4" PROVISIO ye w(( nena 2, A Ss. (qi A quel TMi am Si LAA | -cadioeef) o coal = < Ty Wii. = kin Nw 4 Egg Marketing From the Standpoint of Consumer. A bulletin issued by the New York Division of Foods and Markets from data assembled and compiled by H. D. Phillips of the Bureau of Markets and Cold Storage covers the subject of egg marketing from the consumers’ point of view. The bulletin is No. 17 of Vol. II and though dated January, 1920, has only recently been issued. The subject is well covered from well chosen data and if it reaches the con- suming public it should do much to- ward dispelling certain prejudices and misapprehensions. In discussing “The Importance of the Problem” the author alludes to the high nutritive value of eggs, their universal importance in the dietary and to the consequent effect upon consumers’ interests arising from any defects in marketing systems. Also to the wide price fluctuations and mis- information as to causes of this, lead- ing to wild rumors of “corners” and profiteering;” also to unfortunate and ill’founded prejudices against certain classes of eggs. Boycotts are referred to as futile, but the buying power of consumers, if properly directed, is considered a po- tential factor in forcing needed im- provements- for the elimination of waste, a better seasonal equalization of supplies and a higher average quality. “Many of these needed changes,” says the bulletin, have to do with bet- ter methods of handling the eggs on the farm and while on the way to mar- ket. Others can be brought about only when the consumer has come to have a better understanding of the whole egg situation and_ especially when he has come to have a better knowledge of the real factors affect- ing the quality of eggs and then on the basis of this knowledge begins to exert pressure on the retailer, and through the latter on the trade in general, by means of intelligent and well-informed buying. The consumer in short, is the court of last resort in the egg business as well as in any other and his aid is of prime impor- tance in bringing about any desir- able changes in the trade, no matter how remote they may seem to be from his own immediate concern.” Under the heading “Characteristics of the Egg Supply” the volume and production of New York State is only 10 per cent. of the needs of New York City alone. Seasonal variations in production are referred to and described as for various sections of the country, and their effects shown by charts of vary- ing receipts at New York. “Variations in Egg Quality” are considered in a special chapter con- taining much useful and correct in- formation dealing with color preju- dices or fancies, the effects of feed, age, moisture, heat and absorption of odors. Under the caption “When is an Egg Fresh” the bulletin says: “From the foregoing discussion of the factors affecting the quality of eggs it is apparent that if a good eat- able egg is to grace the consumers’ table it must be most carefully guard- ed from the time it is laid against ex- cessive moisture, heat, and strong odors. This applies not only to the farm, where nests in the open air or the wet and muddy feet of the hens may start the trouble, but also to all the rest of marketing process by which the eggs reach the consumer: to the hauling of them in rainy weath- er without protection, to leaving them exposed to sun or wet on some railway platform, to taking them from a refrigerator car to a warm room in some wholesaler’s window under the combined heat of the store and the direct rays of the sun. Lastly, it also applies with equal force to keeping them by the housewife herself in a too moist cellar, an odoriferous ice- box, or a warm kitchen. “Any egg, even when kept under ideal conditions, will deteriorate with time. Promptness in getting the eggs from the farm to the consumer is of importance only because it lessens the opportunity of the various factors causing deterioration to get in their work or because the egg can be con- sumed before deterioration which has started can go very far. But since all the ills connected with moisture, heat. or objectionable odors, may develop in an egg within a very short period if its environment is unfavorable, it follows that the mere time which has elapsed between the laying of the egg and its arrival with the consumer is not an adequate or proper test to be used as the sole determinant of what constitutes a truly “fresh” egg. The only real test is the interior quality and this cannot be determined with certainty until the egg is broken. Tem- perature, however, is the most im- portant factor affecting this interior quality and, unless its other surround- ings have been unusual, the egg which has been under low and favorable tem- peratures throughout its career will have deteriorated but slightly and will remain a good usable egg fora very considerable period. Thus the eggs which are laid during the cool weather of the Spring retain their good quality even though they reach the markets through devious and round-about ways, while those laid during the heat of summer. even though they be shipped ever so promptly, are apt, to suffer deterior- ation while en route to the consumer. “The term, ‘fresh egg’ as common- ly used means any egg which has not been in cold storage. It is apparent from the foregoing that, so far as larly well done. It is shown that un- der ideal conditions eggs may be car- ried for several months with very slight deterioration, but that some of the factors necessary for this result are not under control of storers, lead- ing to a wide irregularity. “Reasons for prejudice” against cold storage eggs are intelligently analyzed and stated, as to which the bulletin concludes: “Much of the bad reputation which cold storage eggs have gained is ill- founded. The mere fact that an egg has been held several months in stor. age does not mean that it has deter- lorated to any great extent, for its quality at certain times of the year is actually apt to be better than that of the average ‘fresh’ egg arriving on the market. The unpleasant flavor usually acquired by a cold storage egg may or may not be sufficient to injure its use for most forms of cooking, depending on the conditions M. J. Dark & Sons Wholesale Fruits and Produce 106-108 Fulton St., W. 1 and 3 Ionia Ave., S. W. Grand Rapids, Michigan M. J. DARK Better known as Mose 22 years experience WE HANDLE THE BEST GOODS OBTAINABLE AND ALWAYS SELL AT REASONABLE PRICES eG Cuts ctcteane” | fe) wy i ee £4 ¥. ‘DINNER BELL ? ¢\\___NUT MARGARIN _ 4 # OLEOMARGARINE eC sear L | 0 b IME GLIDDEN NT BUTTER CO cHicnco i WE ARE | EXCLUSIVE $4; DISTRIBUTORS 1: i FOR “Dinner Bell” ALWAYS FRESH AND SWEET 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 wun x ig io KENT STORAGE COMPANY, We Sell GGS GGS We are always in the market to buy FRESH EGGS and fresh made DAIRY BUTTER and PACKING STOCK. | Ship- pers will find it to their interests to com- municate with us when seeking an outlet. We also offer you our new modern facilities for the storing of such products for your own account. Write us for rate schedules WE SELL Egg Cases and Egg Case material of all kinds. Get our quotations. covering storage charges, etc. th 1 quality is concerned this term is a GRANT principal sources of egg production very misleading one.” We are Western Michigan agents for are considered, and the interesting The quality of cold storage eggs re- DA EITe G Dat; E Candl d : statement is made that the entire egg ceives special consideration, particu- CANDLER ineaei ae ae Seer ant cary in stock all models. Ask for prices. Grand 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 SEND US ORDERS Pleasant St. and Railroads Both Phones 1217 FIELD SEEDS WILL HAVE QUICK ATTENTION Moseley Brothers, cranp rapips, MICH. July 7, 1920 under which it has been stored. Last- ly, an egg which has not been in stor- age over seven months is not apt to have acquired a sufficient flavor to be objectionable nor to have deterior- ated far enough to affect its whole- someness or edible qualities.” The bulletin’s treatment of egg qualities closes with a useful chapter on egg testing, giving information which should be of value to the house- wife who wishes to study the matter for aid in intelligent and discriminat- ory buying. The balance of the bulletin (about half of the whole) is devoted to “The Marketing Process.” Direct marketing by producers to consumers is intelligently discussed and its limitations pointed out, show- ing that only a small fraction of the total egg supply can thus reach final consumption. Marketing through co- operative asociations of producers’ as- sociations or consumers’ associations er both is given cinsideration and beth the vossibilities and difficulties of this development are briefly mention- ed. Marketing through creameries aid mil stations ts also mentioned as a promising development. And direct marlbeting by egg producers to city de: lers, as practiced by many of the specialized poultry farmers is refer- red to. But it is pointed out that the great bulk of urban egg supply comes from the vast number of general farms too far from the large cities or individualy producing insufficient quantities to make use of direct or semi-direct marketing routes, and the natural course of distribution for these is given full consideration, that is, through hucksters or country mer- chants and the more or less middle- men functioning between them and the final consumers. The bulletin says: “Some persons object to this round- about method of getting eggs to the cities on the ground that the passage of the eggs through the hands of these extra middlemen adds to the final cost. This does not necessairly fol- low however. On the whole, they can be gotten to market more cheap- ly by far in this way than if the far- mer shipped them himself in small lots as they are produced. Whenever the distance shipped is considerable the car lot shipment is the cheapest method. To make this possible there must be these country assemblers and middlemen. This is not peculiar to the egg trade. In the handling of any product, in fact, the mere number of hands through which it passes does not determine the marketing cost, for each one may perform some definite function that can be done more cheap- ly by thus splitting up the process among many rather than putting it in the hands of a single middleman.” The chief trouble with this usual method of handling is given in the waste and deterioration and unneces- sary delays that result from careless- ness and lack of proper attention or facilities, the chief offender in which is stated to be the country storekeep- er who handles eggs merely to at- tract other business. The evils thus arising in the industry are well des- cribed and some consideration is giv- en to attemots to cure them by legis- lation. City egg distribution through whole- sale dealers, commission agents, job- bers and retailers is studiously anal- vzed. The functions of these differ- ent classes of dealers are well describ- ed and their necessity explained. The bulletin aptly says: ‘What the con- sumer should really be concerned about is not how many middlemen there happen to be, but, rather, how efficiently the needed service is per- formed.” MICHIGAN TRADESMAN 21 The function of the egg exchange is briefly but correétly stated and its utility in facilitating distribution is asserted. The city retailer comes in for an interesting analysis, as also the be- wildering number of quality descrip- tions, most of them meaningless to consumers, under which eggs are of- fered in retail trade. And advice is given to consumers to buy with a more careful discrimination so that pressure may be brought to bear up- on carelessness or ctherwise faulty methods of selection and care. The bulletin urges the establishment of quality grades tor eggs adoptable to the use of retailers in general. It re- fers to the manifest difficulty in es- tablishing such grades under legal authority but the hope is expressed that something may be done in this direction through efforts now. being made by the Division of Foods and Markets in conjunction with the de- partment of poultry husbandry at Cornell University. \ chapter entitled, “Fraud in the Sale of Eggs” deals with the misrep- resentations—willful or unintentional that are all too common in the re- tail distribution. In this connection the sale of cold Storage eges as “fresh” is discussed with a full and correct appreciation of its legality under present law and of the difficul- tics involved in law enforcement. The attempt to remedy this matter by compulsory branding of the shells of all cold storage eggs is described, the failure of this costly method to effect its purpose is pointed out, and atten- tion is called to the substitute regu- lation adopted by the New York Council of Farms and Markets now in force in New York State. The bulle- tin concludes the subject as follows: “To sum up this whole matter of the substitution of cold storage eggs for fresh; it seems apparent that the basic reason why efforts to prevent the practice are futile is because such etiorts are founded on the fallacious notion that in some way a cold stor- age egg is necessarily a ditferent sort of egg than one which had not been ill Stoface. This is mot the case: it may be good, medium or bad—and so may a fresh egg. Even the most skillful egg tester cannot tell the dif- ference be tween a cold storage egg and a so-called fresh egg, but he can readily detect the difference between a good egg and one which has deter- iorated. Therefore, a rule which mere- ly sets off cold storage eggs as op- posed to fresh eggs, as this latter term has now come to be used, is futile and impossible of enforcement because it does not reach the real heart of the matter, namely; the sale of deteriorated eggs under the guise of good eggs. The real solution of the difficulty would seem to be to compel the sale of cold storage and all other eggs on a strict quality basis through establishing legal retail grades. Such a provision could be enforced with fair success because adequate tests could be applied and it would serve to give the consumer the necessary protection in making his purchases.” The “Function of Cold Storage’ is explained and discussed in this bulle- tin with an insight and appreciation of economic tacts that is as remark able as it is rare in studies originat- ing outside of the trade itself. Look for the July advertisement of the NATIONAL CANNERS ASSOCIATION It is a message you should read National Canners Association, Washington, D C. WATERMELONS ano CANTALOUPES When you order from us, you are assured of the prompt shipment of the best melons obtainable. VINKEMULDER COMPANY GRAND RAPIDS, - - MICHIGAN You Make Satisfied Customers when you sell “SUNSHINE” FLOUR BLENDED FOR FAMILY USE THE QUALITY IS STANDARD AND THE PRICE REASONABLE “Ch SANITARY REFRIGERATORS For All Purposes Send for Catalog Genuine Buckwheat Flour Graham and Corn Meal J. F. Eesley Milling Co. The Sunshine Mills McCRAY REFRIGERATOR co. 944 Lake St. Kendallville, Ind. PLAINWELL, MICHIGAN 49 Market Sst. Ss. W., Grand Rapids * ¢ Citz. 1361 Bell M. 1361 EGGS AND PRODUCE Repeated Turnovers! The widespread and ever-increasing demand for Virginia Dare Pure Flavoring Extracts is bringing grocers repeated turnovers. It didn’t take long for women to realize the superior quality and goodness of RE a AS EXTRACTS Vanilla 150% Strength 20 other Flavors Double Strength watch 21 Flavors. Ask your Jobber. Push Virginia Dare Extracts and your sales and profits jump. Test them yourself. Consumer satisfaction absolutely guaranteed. Money refunded on slightest complaint. GARRETT & CO., Inc. Food Products Established 1835 Bush Terminal—Bldgs. 9 and 10, Brooklyn, N. Y. 22 MICHIGAN TRADESMAN ‘ July 7, 1920 =| © , Pe ee EVEREADY L 2 ae 5 ice = a STORAGE BATTERY _ STOVES sx» HARDWARE: [| —_— 7 = = - = = ~ = - = oo — = = oo —_— ee —— Michigan Retail Hardware Association. President—Geo. W. Leedle, Marshall. Vice-President—J. H. Lee, Muskegon. Secretary—Arthur J. Scott, Marine ity Treasurer—William Moore, Detroit. It Makes a Difference How You Handle Customers. Written for the Tradesman. The hardware dealer happened to remark that business was good but collections were slow. “You'd never dream,” he remarked. “how much we're books. These easy talkers that call us merchants profiteers never think of that, I suppose. We earn our money twice over—once when we sell the goods and a second time when we collect for them.” caryirng on our The hardware dealer excused him- self to wait on this customer. He greeted the newcomer as “Bill” and proceeded to sell him a few handy tools—a good “general purpose” saw at $3.50 and a plane at $5, with some smaller items. The parcels wrapped up, the dealer commented: “That comes to $11.25. it, I suppose.” “Bill” meditated an instant: then drew his hand out of his trousers’ pocket. “I don’t mind if you do, Jim,” he returned, nonchalantly. “The wife’s been wanting some new things, and she might as well get them.” They gossiped a few moments more, and Bill went on with his parcels. I'll charge I wasn’t surprised that that hard- ware dealer had to earn his money twice over, as he put it. Here was Bill ready to pay cash, debating with himself even after credit was offered whether it wouldn’t be better to pay cash—and the dealer thrusting the cash aside and giving himself the job of collecting that money anywhere from three to six months hence. “Why,” I suggested, “didn’t you say: ‘That is $11.25, Bill,’ and let him ask for credit if he wanted it? Then you wouldn’t have had that account to collect.” He laughed cheerily. “I should worry. Why, Bill’s as good as the wheat. I wish all my customers were as good as that one,” he concluded, ruefully. I wondered how many of his bad accounts he had acquired in the same heedless way of proffering credit where it wasn’t asked; and how much more efficiently he could handle his credits and collections if he limited his credits by giving credit to cus- tomers only when asked, instead of thrusting it upon them. The salesman’s handling of the cus- tomer makes a lot of difference in selling, too. Numerous instances could be cited where a salesman who was not on the job has lost business for the store. The other day a fairly well-dressed young man came into a hardware store and asked for a certain shade of gray house paint. He had the cor- rect number and specified the exact shade he wanted. A young salesman looked over the stock. “Sorry, sir,” he said, without much sorrow in his tone, “but we’re all sold out of that shade. There’s more on order—it will be in by Thursday.” The customer was going out when an older clerk who had been busy until that moment stepped up to him. “Perhaps there is another shade you would like. Jim—to the younger clerk—“will you show this gentleman the color card?” Which saved Jim's face; but the older clerk took hold of the sale. “Did you want this paint for exterior work?” he added. “Porch floor,” explained the cus- tomer. “Then we have a special paint for porch floors in a shade almost identi- cal—battleship grey.” He showed the color card; and then looked over the stock, finding more than enough for the prospective job. The sale was made in due course, and the older clerk gave some pointers as to how to make a good job of it. Also, he sold brushes for the work. That was a relatively small sale, secured by tactful handling of a cus- tomer and a receptive, not to Say en- quiring, attitude on the older clerk’s part. As I happened to find out later, he had sized up the situation before intervening. He didn’t know the cus- tomer, who happened to be a school teacher recently come to town; but surmised from his attire that he was a professional man, hence not likely to know much about practical paint- ing. He called for a specific shade of gray, giving the number of that par- ticular shade; further evidence of an accurate professional man rather than a practical painter; yet though he wanted only one color, he had not previously ordered any of that firm’s particular brand of paint, and was not ordering to finish a job. Hence, he required the paint for some special purpose, and perhaps really needed a special purpose paint. It was a neat bit of deduction all around; and ac- curate as the result proved. Yet had the customer got the paint he wanted, or got ordinary house paint of approximately the same shade in another store, he would have got an unsatisfactory porch floor job. Apart from deduction, the younger clerk might have handled the prob- lem better. He was not indifferent in attitude, nor impolite; he was prompt to ascertain if the shade first asked for was in stock; yet—he disregarded Guaranteed 11% years and a size for YOUR. car SHERWOOD HALL CO., LTD., Distributors Local Service Station, Quality Tire Shop, 117 Island Street, Grand Rapids, Michigan. 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 Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Loa. Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting OFFICE OUTFICTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge) Grand Rapids Galespook¢ Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Sirivaw icc Co. Saginaw Jackson-Lansing Brick Co., Rives Junction 100 Per Cent PLUS SERVICE ALL KINDS, SIZES, COLORS, AND GRADES. ASK FOR SAMPLES AND. PRICES. ‘THE MCCASKEY REGISTER Co., ALLIANCE, OHIO Jobbers in All Kinds of BITUMINOUS COALS AND COKE A. B. Knowlson Co. 203-207 Powers’ Theatre Bldg., Grand Rapids, Mich, COMPUTING SCALES adjusted and repaired Send them in Service guaranteed W. J. KLING 843 Sigsbee St., Grand Rapids, Mich. Brown & Sehler Co. “Home of Sunbeam Goods’’ Manufacturers of HARNESS, HORSE COLLARS Jobbers in Saddlery Hardware, Blankets, Robes, Summer Goods, Mackinaws, Sheep-Lined and Blanket-Lined Coats, Sweaters, Shirts, Socks, Farm Machinery and Garden Tools, Automobile Tires and Tubes, and a Full Line of Automobile Accessories. GRAND RAPIDS, MICHIGAN Foster, Stevens & Co. Wholesale Hardware ut 157-159 Monroe Ave. :: 151 to 161 Louis N. W. Grand Rapids, Mich. = o ie , . e - « & + = e ‘ Z | s July 7, 1920 the fact that an order for exterior paint, such as this very well might have been, was too big an item to let go without an effort. A more ex- perienced salesman would have sug- gested alternative shades and color scheme, and would probably have brought out the purpose for which the paint was wanted, and made the ultimate sale which the older clerk was able to make as the result of a receptive mental attitude and some quick deduction and suggestion. Too often salesmen are apt to fol- low the line of least resistance. If a specific article is asked for, they sell it, or report it out of stock; but sug- gestion of some alternative involves more effort than they care to put forth. Acustomer asked for a paint brush, anid was shown a good article-_an article he considered a little too good. “Surely you have something less expensive!” he exclaimed. “T can certainly show you a cheap- er brush,” returned the salesman, “but while I am getting it, would you mind examining this one closely.” The customer did so. Then he ex- amined the other brush at a price forty cents less. “Both brushes are good salesman, “but the higher-priced brush represents the better value.” And he sold the higher priced brush. ” ’ said the With a sellers’ market in most com- modities in recent years, the matter of salesmanship has perhaps received less attention than it did before the war. But business is gradually re- verting, if not to pre-war prices, at least to pre-war conditions; and the hardware clerk who is a real salesman will find it advantageous to brush up his talents, if he has allowed them to accumulate dust. Good salesmanship involves, on the salesman’s part, a receptive attitude toward the customer. Enquiry as to the customer’s real needs and tactful suggestion, will help make many sales that would otherwise be lost to the store. Victor Lauriston. —_—_--~»____ Palmer’s Profitless Pursuit of Prof- iteers. The Department of Justice has just issued a warning that contracts be- tween manufacturers and dealers to prevent the latter from reducing the selling price of manufactured articles are unlawiul) WPhis is a part of the Department’s campaign to lower the cost of living which up to the present time has not proven a glittering suc- cess. The Attorney General declares that indictments will be brought against manufacturers who procure agree- ments with dealers to adhere to fixed resale prices on the ground of crim- inal violation of the Sherman Act. Mr. Palmer goes so far as to charge that the absence of formal contracts will not avoid the provisions of the law, and it is pointed out that in a recent case an indictment was ob- tained when the agreement consisted merely of an exchange of letters or in a purely oral conversation. It would have been a little fairer to manufacturers and merchants if Mr. Palmer had stated frankly that up to the present time the Govern- MLCHIGAN TRADESMAN ment has been beaten in every at- tempt to punish producers for at- tempting to maintain resale prices except where definite contracts have been employed. Palmer’s miserable flascos in the Colgate and Beech-Nut cases are too recent to require any comment. Every merchant who knows enough to stay in business six months real- izes that the maintenance of resale prices on standard identified merchan- dise has absolutely nothing to-do with the high cost of living. It should be equally well known that the Depart- ment of Justice has made a lament- able failure of its pursuit of the real profiteers, who have gotten away with everything short of murder under the very noses of Mr. Palmer and his as- sistants. Perhaps in his next bulletin the At- torney General will cite the particular statute under which he assured the Louisiana sugar producers that the Department would permit them to charge a price for raw sugar which amounts to upwards of 22 cents per pound to the consumer. This was a jump of more than 100 per cent., but possibly Mr. Palmer does not bother with a little thing like that. It is enough to make a horse laugh to read that “a general reduction in price is expected by the officials of the Department of Justice as the result of a clear definition of the law regarding price fixing, as it is pointed out that many merchants have been unable to co-operate in the campaign to lower living costs because of the fixed prices on certain manufactured articles.” I suppose that means that, as soon as hardware dealers are permitted to cut the price on safety razors, there will be a big slump in the price of potatoes, beans and_ porterhouse steak. How about sugar, Mr. Palmer? ——_2-~+___ Good Old Times. Valk of a union for farm laborers calls to mind the ideal farm hand of All summer he had been working thirteen and fourteen a generation ago. willingly and without As fall came on he began hours a day, complaint. to get restless and finally, one Satur- day, he went to the farmer and told him that he was quitting. “What's the matter, Bill? Aren’t you satisfied with the money you're getting?” the farmer asked. "Tm not kicking about that.” Bill assured him; “but the nights are get- ting so long I am afraid I can’t put ina full day's work.” Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electrie Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 Michigan Hardware Co. Exclusively Wholesale Grand Rapids, Mich. Flat Opening Loose Leaf Devices EP OosEJEAF @ GRAND RAPIDS, MICHIGAN We carry in stock and manu- facture all styles and sizes in Loose Leaf Devices. We sell direct to you. We are Selling You Square Deal Tires EK HAVE to live here among you folks. When we meet you on the street we want to give you a square look. I*or us to do that we must always give you a square deal, Now, you haven’t time to study tires from the inside but that is our business and we have time. As a result of our study we are offering you .BRAENDER TIRES because we are convinced we can’t sell you anything better. BRAENDERS are hon- est square deal tires. Cord and fabrie tires and tubes. MICHIGAN HARDWARE CO. GRAND RAPIDS, MICH. Bracader Kubver and Tire Co, Factory: Rutherford, New Jersey 24 What Does the Buyer Expect of the Salesman? “We don’t know where we’re going, but we’re on our way.” There is something charmingly naive and _ re- freshing in the frankness of this pop- ular refrain—a droll bit of character- istically American humor, conspicu- ous by its absence from much of the written and spoken philosophy of modern salesmanship. In the volu- minous literature on the subject of sales efficiency, the reader whose sense of humor has not been alto- gether submerged, finds little difficulty in discovering internal evidence of authorship that is entirely innocent of successful selling experience. Many a spellbinder, whose presence at a sales meeting is uniformly hailed with enthusiasm and delight, owes his popularity to facility in giving ex- pression to theories evolved out of his own inner consciousness rather than to the accuracy of his knowledge as to what the buver expects of the salesman. This finally must be the basis of scientific salesmanship, if there is any such thing as scientific salesmanship. It was for the purpose of securing this information, as related to our own industry, that we recently ad- dresed to a rather considerable num- ber of representative buyers of fine papers a request for their unbiased statement of what they expect of a paper salesman. This information was illuminating and valuable to our- selves and to those members of our own organization to whom we pre- sented it. From the very nature of the replies received, we are led to believe that the writers are fairly typical of the average high class busi- ness man, regardless of the particular branch of industry in which he may be engaged. Since our inquiry conveyed no sug- gestion as to the nature of the reply we expected and gave our correspon- dents no possible bias, more than a little significance attaches to the fact that practically all of those who re- plied were in substantial agreement as to the first two or three essentials of good salesmanship and to the fur- ther fact that moral rather than in- tellectual or purely “personality” characteristics are given the highest valuation. The spirit of fairness as evidenced by the salesman’s fidelity in working in the interest of the customer as well as of his employer, in his en- deavor to give service rather than his zeal in securing an order, is regarded by almost one hundred per cent. of those who answered our question as the primary requisite of the salesman. That writers themselves are animated by this same spirit is apparent from the fact that many of them amplified their statement by the further stipu- lation that this spirit of fairness should make the salesman stand his ground for his house as against the customer whenever the house was right in any question at issue and urge the arguments of the customer upon the attention of his house with equal vigor and persistence when the customer is in the right. It is interesting to note some of the specific considerations that weigh with the buyer in making up the bal- ance between fairness and good faith on the one hand and trickery on the other. Foremost among these is the stipulation that the salesman hold inviolate all knowledge of his cus- tomers’ affairs which he may acquire directly or indirectly through — his business relationships. Another is that the salesman be a good loser, ready and glad to pass up an order to a competitor when the customers’ best interests can be served better by the competitor than by himself. While our replies unanimously in- dicate that character rather than knowledge or personality occupies the position of first importance as an attribute of the ideal salesman, it is interesting to note that knowledge and intellect are appraised as equally in advance of personality. Second to MICHIGAN TRADESMAN the spirit of fair play and unquestion- able veracity our correspondents unite in listing knowledge of his line as the essential equipment for the suc- cessful salesman. Here too, an in- teresting side light is thrown by vol- untary specifications as to what knowledge various buyers consider es- sential. By far the largest number specify that the salesman shall have a definite and detailed knowledge of the condition of stocks in the ware- house or of production at the mill so that his promises may be relied upon as equivalent to guarantees. Converse- ly, the salesman should not fail to make known to his customer unfav- orable conditions in factory or ware- house and to keep him fully advised as to all uncertainties of deliveries and probabilities of delay no less than of price fluctuations that are to be anticipated. Many of our correspon- dents add that to an intimate knowl- edge of his own line, the ideal sales- man should join a reasonable work- ing knowledge of competitive lines, not primarily for the purpose. of knocking his competitor but in order intelligently to pass judgment upon the merits as well as the demerits of the arguments which the buyer will of necessity advance. As indicative of the dignity with which modern salesmanship is invest- ed it is interesting to note that fully half of those who listed knowledge of the line as the second requisite of salesmanship, supplemented this re- quirement with the demand for gen- eral intelligence as to the market con- ditions and the technique of his own industry. Several made it clear that they expect the salesman to know more about his business than they themselves know, but some go so far as to qualify this by the pointed re- minder that they neither expect nor desire the salesman to know more about their business than they themselves know. Rully half of those who answered. our ques- tion at all, express the conviction that the salesman worthy of the name so regulates his relations to his cus- tomers and to his house that under all conditions and under every circum- stance he is able to speak with the full authority of his house and with the assurance of its unfaltering sup- port. And now for personality! “Oh, what a fall was there my country- men!” Apparently our correspondents consider the salesman’s personality more or less as they consider his clothes, as something to be taken for granted and to be worthy of comment or attention only if unworthy of a gentleman. Character and knowledge must carry the burden of salesman- ship, although a pleasing address and good clothes help to get an audience. In fact, it seems to be the consensus of opinion that character and _ intel- ligence beget courtesy; that a lack of consideration and respect for the opinions, the feelings, the likes and dislikes of others is evidence of de- ficiency in character or intelligence or both. Of all those who answered our en- quiry, twenty per cent. went out of their way to volunteer suggestions as to what they do not expect from a salesman. Here are some of them: Cigars, theater tickets, Christmas presents, “the spending of money on me whether the salesman’s own or his employer’s,” familiarity on short acquaintance, loud talk or mannerisms that attract attention from anybody but the person addressed. But more than all else the salesman is caution- ed not to enter the place of business of his customer smoking a cigar or cigarette. or carrying a lighted cigar or cigarette or one that has been light- ed and gone out. To this is added the parting admonition not to smoke while on a business call unless speci- fically invited to do so and with the invitation supported by the example of your host. E. Kenneth Hunt. ———___-s<--2.—.___ The crooked stick is at the farther end of the wood. July 7, 1920 Ta TO CHICAGO Daily 8:05 P.M. Central Standard Time FROM CHICAGO Daily 7:45 P.M. Central Standard Time Day Boat Every Saturday. Fare $4.10 plus 33 cents War Tax Boat Car leaves Muskegon Electric Station 8:05 P. M. Route Your Freight Shipments “The Goodrich way.” Over-night service. Goodrich City Of- | Interurban tice, 127 Pearl St., | tation, With Consolidated || 156 Ottawa R. R. Ticket oftices. | Ave., N. W. W. S. NIXON, City Passenger Agt. GRAHAM & MORTON Transportation Co. CHICAGO In connection with Michigan Railroad BOAT TRAIN 8 P.M. DAILY Freight for CHICAGO ONLY OCCIDENTAL HOTEL FIRE PROOF CENTRALLY LOCATED Rates $1.00 and up EDWARD R, SWETT, Mgr. Muskegon t=3 Michigan Beach’s Restaurant Four doors from Tradesman office QUALITY THE BES1? Bell Phone 596 Citz. Phone 61366 Lynch Brothers Sales Co. Special Sale Experts Expert Advertising Expert Merchandising 209-210-211 Murray Bidg. GRAND RAPIDS, MICHIGAN CODY HOTEL IN THE HEART OF THE CITY Division and Fulton- ‘ $1.00 up without bath POPES ) 61 op ca adi bok IN CONNECTION CODY CAFETERIA NeW Hotel Mertens GRAND RAPIDS RATES Rooms, $1.50 up; : with sh » $2 up. Un — Siouka. 7 fon Stati ion a la carte. Wire for Reservation. July 7, 1920 MICHIGAN TRADESMAN 25 Gabby Gleanings From Grand Rapids. business will probably be placed by assemble your clerks and helpers in When did you compare the sales io July 6—The New mack - = week. | fe a business meeting? averages of your clerks, and can you Adrian Hotel, at Adrian, conducts its Jess L, Martin, a member of Granc rh. ae ee : E coe oe, ‘ : dining room on the a la carte plan, Rapids Council, representing — the When did you last encourage your tell what percentage it costs to sell but does not provide any prices on the bill of fare: Each item is set forth at length, but the cost of each is a deep mystery until after the meal is served and the man in charge finds time to mark up the slips. No par- ticular complaint comes to the Trades- man regarding the unreasonableness of the the charges, but the method is certainly open to objection because a customer has a right to know what he is expected to pay for anything betore he places his order. E. S. Allen, general dealer at Brad- ley, recently suffered the loss of his barn by fire. The insurance was held by the Grand Rapids Merchants Mu- tual Fire Insurance Co. and the Mich- igan Shoe Dealers Mutual Insurance Co., of Fremont. The fire occurred June 22. Four days later Secretary Bode called and paid the proportion of the Shoe Dealers. Eight days later Secretary De Hoog paid the share of the Grand Rapids Merchants Mutual. This was Mr. Allen’s first experience in settling losses and he naturally ex- pected that it would require several months, judging by what he had heard about stock company methods. He was geatly surprised to learn that mutual insurance methods were not in the same class with the dilatory tac- tics of stock fire adjusters. Hamilton is one of the few in Michigan which keeps its main street in good condition. Many towns have good roads up to the vil- lage limits, but as soon as the cor- porate line is crossed, the comes bad. William E. Sawyer, who has travel- ed many years for the Worden Gro- cer Company, has resigned his posi- tion with that house, to take effect July 1. He left July 5 for California for the purpose of investigating the climate and the business conditions, with a view to locating there perman- ently in case such an outcome seems to be desirable. The Hotel Saugatuck, under the new management, comes about as near the limit of profiteering as any hotel I have ever struck. The rate per meal is $1.25. The menu is scanty, the portions are meager and the serv- ice is a joke. The two piece orchestra would greatly contribute to the com- fort of the guests if they were to cease their amateurish attempts to en- tertain, don aprons and go to the rescue of the inexperienced table waiters. The landlord is evidently not destined to occupy a high niche of fame as a caterer to the public unless he increases the service he ren- ders to fit his price or reduces his price to fit the service. J. F. Metzger, who has conducted a barber shop at Saugatuck for more than forty years, is a devout lover of flowers and has a happy faculty of keeping them in blooming in constant rotation throughout the season. Just now his most important bloom is a collection of California poppies which are worth going many miles to see. towns The first week of the July furni- ture market closed with the arrival list running well over the 1,000 mark, which compares very favorably with the July market of 1919, which was the record market in the number of arrivals at Grand Rapids. The busi- ness of the first week totals large, yet the buyers are more conservative , insofar as they are not placing or- ders in the crazy manner that pre- vailed at the July season, 1919, or the January season, 1920. These condi- tions will prove much more satisfac- tory to both salesmen and manufac- turers. The salesmen can again take care of their customers, a condition that has not existed for some time. Four sheets of arrivals on Tuesday, July 6, denotes that the second week will undoubtedly be the large week of the season, yet the market will con- tinue on for two weeks after the close of this week and a large volume of road be-- Humphrey Heater Co. in the states of Minnesota, North and South Da- kota, Idaho, Montana and Iowa, with headquarters at Minneapolis, drop- ped into his old home town Sunday and spent the 4th with his father and mother,, Mr. and Mrs. John D. Mar- tin, on Henry avenue. John J. Berg (Pitkins & Brooks of Chicago), has gone to Baptist Lake resort with his family for the month of July. John says it is great to get away from business for a while and says he is having a fine time. Arnold Brenker has engaged in the grocery business at 725 Spencer street. The Worden Grocer Company fur- nished the stock. The “Wordenites”’—meaning _ the employes of the Worden Grocer Com- pany—will hold a picnic at North Park, Aug. 7. ED), W. Caine, credit man for the Lansing branch of the Worden Grocer Company, has resigned to take up his residence and engage in business at California. He is succeeded by Ifred Warner, formerly head book- keeper for the same house. Arthur Chaney succeeds F. W. Titus in the grocery business at Grant. —_+2..__ Detroit Produce Market Strong. Detroit, June 6—Last week’s can- taloupe market was a mighty good example of the extent of the Detroit market and shows how much. stuff this market will consume under nor- mal conditions. Notwithstanding re- ceipts of about 75 cars, the market held up well and this week has found it in good shape with prices a shade above Chicago. There seems scarcely any limit to the amount of canta- loupes which this market will con- sume and it is now believed that the lowest price of the season has been reached. Potatoes have been a little easier and there seems to have been some falling off in demand but the receipts have not been heavy so the market has been steady. Cabbage has been wonderfully strong and car after car has been sold almost before it quit rolling. It seems to be almost im- possible to get enough cabbage to supply the demand even at the pre- vailing high prices. The first car of apples was re- ceived by Louis Schiappacasse and came from Tennessee and, although they were not high class, they sold very well. The crates brought as high as $7, while the baskets sold at $3@5. There were also some Illinois apples on the market and_ they cleaned up at especially good prices. The receipts of tomatoes were heavier and prices were a little easier. Some Mississippi cabbage showed up dur- ing the week and sold at top prices. The home grown strawberries are about played out but they sold re- markably well considering the quality of the fruit. Eggs are showing the effects of the heat and are not nearly as good as they have been but the receipts are a little heavier and the market is very steady. Unless there is an improve- ment in next week’s shipments it is quite likely that we will have to go into storage for high-class eggs before the middle of July. The butter maket has been somewhat above normal the market keeps well cleaned up, and there is a good, steady de- mand all the time. “When” When did you inspect your insur- ance policies last? When did you last inventory? When did you compare the prices marked on your goods in stock with the prices of your competitor’s? When did you refresh your mind by comparison of profits made? When do you make it a point to “Well done!” When did you go carefully through your duplicate stock? When did you last clean and polish show cases? When did you last buckets and equipment, so if fire should break out in your store will be prepared to fight it? When do you on the top shelf, helpers and say, examine fire you examine the goods the last coun- ter and in that obscure bin? When did you last raise the salary of the deserving clerks? When did you last examine the window curtains, awnings of your store, so they will not reflect on the under and signs neatness of your establish- ment? When do you recall using paint in- side your store, also cleaning the decorations? When last did you remove soiled drapery in the windows and in the show cases? your goods? When last did you charge off a certain sum for depreciation? When did you last examine light- ing, telephone and heating contracts, and are you sure you are getting the best prices and rates on all? When did you last interview sales- men for concerns other than your favorites? When did you last read your busi- ness journal or trade paper from cover to cover? When did you last go personally over your books and note the “dead” accounts? When do you recall asking a debtor for money? When did you exercise last, and do you expect the human machine to go on forever without attention? When last did you say a cheery word to the beggar on the corner in his battered hat? 5. }. and drop a dime Munchweliler. Sao Paulo, Brazsl, in the greatest coffee growing district in the world, 1s one of the healthiest and most progressive cities in the world, Copyright 1920 by the Joint Coffee Trade Publicity Committee of the United States. keed COPFEE More than merely cooling Iced COFFEE is substantially re- freshing. Delightfully cooling—but with a sustaining quality that revives lagging energies and lightens the dragging fatigue of hot days. Drink Iced COFFEE with meals and between meals. It is a hot weather beverage bey ond compare. Served at all Hotels, Restaurants and Soda Fountains—or easily made at home. (Iced COFFEE can be kept cold and drunk at will. just as you would ice water.) Cc OF FEE the universal drink hee in miniature. Iced COFFEE, quantities at a cost price. OU can sell more COFFEE in the summer time by sug- gesting to your customers the substantial delight of Iced COFFEE as a hot weather drink. A full page advertisement for Iced COFFEE which will appear in the Saturday Evening Post, July 24th, is reproduced Wholesalers should call the attention of their salesmen to this advertisement. window sticker, or otherwise display it to direct attention to A very interesting booklet entitled, “Iced Coffee,” written by Mrs. Ida C. Bailey Allen, will be supplied to the trade in JOINT COFFEE TRADE PUBLICITY COMMITTEE 74 Wall Street, New York Many retailers will use it as a 26 MICHIGAN TRADESMAN ) c “> DRUGGIST'S SUNDRIES c= fey) wt nie WSL, snl Michigan Board of Pharmacy. President—H. H. Hoffman, Sandusky. Secretary and Treasurer—E. T. Boden, Bay City. i Other Members—Charles S. Koon, Muskegon; Geo. F. Snyder, Detroit; James E. Way, Jackson. Use of Canned Milk Products in Drug Store. Every one is more or less familiar with general class of evaporated or condensed milks, for a large number of them have been on the market and sold, particularly for home use, for many years. They represent milk in a very concentrated form, being pre- pared by the evaporation of its water in special vacuum driers, the product being then sterilized by heat and put up in air-tight cans. They appear as heavy liquids, as the milk has usually been concentrated to half (sometimes less than half) its original volume, and contain practically all of the natural constituents of the milk, ex- cept the greater portion of the water. The chief objection that many peo- ple have against them is the charac- teristic taste, which is developed in the process of sterilization and which is the same as that which is noticed in ordinary milk that has been boiled. However, this varies with the brand, being very pronounced in some, and rather slight in others. These condensed milks have been largely used as substitutes for cream for the breakfast table and for cook- ing purposes, and, at the present time, large quantities are being used in the manufacture of ice cream, giving to it richness in flavor and also the body desired. In addition, the concentrat- ed milk diluted with water to its or- iginal bulk, when it represents fresh milk in constituents and body, is much used in cooking, for table use and for infant feeding. Naturally, dilution serves to diminish the objec- tionable taste. The general purpose of these prod- ucts in the home and for other pur- poses raised the question, in the mind of the writer, whether they would not serve just as well as milk and cream at the drug store fountain in the prep- aration of cream sodas, milk shakes and similar beverages; and, being as- sociated with a store whose fountain has a wide reputation for the excel- lence of its cream sodas (prepared with cream costing 36 cents per pint), he resolved to Carry out a line of ex- periments. Accordingly, a number of cans of what was considered to be a very good grade of condensed milk were procured, the contents transferred to bottles and placed in the ice chest to be used, instead of the 36-cent cream, in preparing drinks for certain patrons of the fountain, who, however, were to be given no hint beforehand that they were to be made subjects for experiment. The first “subjects” were members of the store “force,” the proprietor being among them. Each, after having been served, was asked to express an opinion as to the quality of the beverage of which he had partaken. Some claimed to have noticed nothing unusual about it, others said it seemed to be richer and heavier than usual, some said they had noticed a distinctive flavor, ab- sent from other sodas, but which just touched “that spot.” Later the sub- stitution was tried on a number of regular patrons of the fountain, and in no case was the verdict unfavor- able, in many cases, “just as good as ever,” and often, “better than ever.” For the second line of experiments condensed milk was diluted with wa- ter to represent the original milk, and this used for milk shakes, with grati- fying results, as it gave a particular- ly heavy body to the beverage, and also a rich creamy taste. One brand of milk can be obtained in cases of four dozen pints at. six dollars per case, making the cost of the single pint twelve and one-half cents, a figure so much lower than that represented by the price of fresh cream as to make it worth consider- ing, and a cost which is not prohibi- tive for those fountains which are not now using cream, making it possible for them to work up a nice business in “cream sodas.” To be thoroughly satisfied as to ' which brand of milk one should use, it would probably be best for each to try out those of several manufac- turers, as there are a great many on the market, but probably not all, ob- tainable in any one locality. In the writer’s hands the one above named gave more satisfactory results than a number of others which were tried out in the same manner. Other canned milk products that are coming into quite general use are “dry milk” and “dry skimmed milk.” They are usually manufactured by passing the milk in a fine layer over large, hot, shining, steel cylinders, the milk being dehydrated practically as soon as it strikes the cylinder, and rolled off in thin sheets which are subsequently powdered. In another process the milk is blown in a fine stream into a large hot vacuum cham- ber and undergoes almost immediate dehydration. These dried milks are used exten- sively in the manufacture of confec- tionery, particularly sweet chocolate, and other food products. They are also used like the condensed milk, being mixed with water in propor- tions depending on whether the final product is to represent cream, whole milk, or intermediate substance. The - dried whole milk, which contains all of the normal constituents of milk, has a slight characteristic taste (sim- ilar to that of condensed milk) when diluted; but the dried skim milk, which contains little or no milk fat, lacks this taste, and in the diluted form stimulates fresh milk in appear- ance and (except for lack of a cer- tain richness) taste. A few experiments were conducted at the prescription counter with a sample of dry milk to determine its availability as a substitute for acacia and other emulsifying agents in the preparation of emulsions. Using standard formulas but replacing acacia, weight for weight, with dry milk, fine results were obtained, both by the English method and the Con- tinental method. The finished emul- sions were very creamy in consist- ence, very white in appearance and held up exceedingly well, the oil be- ing thoroughly emulsified. Using the same formulas. but replacing the acacia with one-half its weight of dry milk, good results were obtained, the oil being thoroughly emulsified, but, naturally, the finished product was not as creamy in consistence nor as white in appearance as those made with the full amount of the dry milk. With the quantities that would or- dinarily be used the cost of dry milk and acacia would be practically the same. In some particular cases the substitution of dry milk for other em- ulsifying agents might possibly prove advantageous for reasons other than cost. Adley B. Nichols. —__ --. 2. Bath Bags. a. Url 5 Gm. Powdered orris root ____ 1 Gm. Almond meal) 1 Gm. Powdered castile soap --% Gm. oo sufficient Mix and put in muslin bags. Dip in tepid water and use as a sponge. July 7, 1920 Member of Pharmacy Board Defends Mr. Hoffman. Muskegon, July 3—I have read with interest your editorial commenting upon the activities of my friend and co-worker, H. H. Hoffman of San- dusky, in the Groesbeck campaign. With what you say regarding the gubernatorial candidate I take no is- sue, but I do wish to say a word in regard to your criticism of Mr. Hoff- man. In the first place I cannot con- cede that a member of the Michigan Board of Pharmacy should not take an active part in partisan politics if he chooses to, although the appoint- ment he holds is more or less non- partisan. Assuming that he has taken, as you say, “what looks to us like an unfair advantage of his official posi- tion as President of the Board of Pharmacy to further the candidacy of E. C. Groesbeck for governor of Michigan on the Republican ticket.” Now, let me tell you why I think that Mr. Hoffman has taken no “un- fair advantage of his official position.” In the first place, he did not even ob- tain his mailing list of the druggists of Michigan from the Secretary of the Michigan Board of Pharmacy, but from the classified list in Polk’s Di- rectory. Then, in sending out his let- ters to the druggists of the State, tak- ing the one which our firm received as a sample, he did not use Board of Pharmacy stationery, nor is any men- tion what-so-ever made in the let- ter of the fact that he is in any con- nected with the Board. I believe it was Mr. Hoffman’s in- tention to do everything possible to avoid just such criticism as you have made and I do not see in what partic- ular he has failed. It pleases me to see that you did him justice in acknowledging him to be “fair and honest and generous in all his dealings with his fellow men” and “candid and sincere in everything he does,” and now, with your atten- tion called to the-above facts, I be- lieve you will modify your opinion of him, so far as it concerns any inten- tion to misuse his official position. Charles S. Koon. ——~+2>___ Some men will exert themselves more to avoid doing certain work than they would have to exert them- selves to do it twice over. best of vacations. Popular Copyrights Paper Napkins Canned Heat Bottle Openers Pencils Safety Razors Bathing Caps Icy Hot Bottles Pocket Combs Water Bottles Summer Vacations er es There are always necessities and luxuries which add to the Writing Cases Toilet Cases Ink Talcum Powders Fine Candies ORDER ANY OR ALL OF THEM FROM US. Lunch Kits Perfumes Water Wings Bathing Shoes Incense Electric Fans Writing Tablets Cold Creams Hazeltine & Perkins Drug Co. Grand Rapids, Michigan * > - A @ s s 4 ' -_ 4 F 4 ‘ > i@ - . fm. k “The f if j uu. i ‘ e . es ig a . E x “ ; 4 in im 4 b — aa omnes July 7, 1920 MICHIGAN TRADESMAN 27 o Free Samples Not Subject to Tax. Wholesale Drug Price Current The Internal Revenue Bureau has —— revised its regulations covering the Prices quoted are nominal, based on market the day of issue. collection of taxes on toilet and medi- Acids Almonds, Sweet, an os Tinctures i i > i ‘ G 9 LRItACION | ..., a . te Fe cinal articles, and these changes are ad stat)” a cane Amber, crude ... 3. 00@8 2 Acosie Se @i = : : s0rie Ate es cy Dar ee 4 d OS a bo of interest and importance to dealers Cliholie 35 a rectified P 5003 Ke Arnica eon gl 75 who sell these articles Taxable ar- a Sac 5a Bergamont ---- i oan ae Belladauns a é1 4u : A aieput _ 2 50@ f =trorpiaie F ticles given away as free samples are Nitric 1 aa 450@4 75 Benzoin __..___ @2 40 - : : : OQwalie 2. 33 @ Gant » 295@2 50 Benzoin Compo’d @3 15 not subject to the tax if a notation is Sulphuric _____- OS © ae che fee on ene 2 70 made on the package that the article a Tartaric --------- ‘S81 10 Citronella oe Gui @2 30 is not to be sold for consumption or Ammonia ae 40@_ 5 Cartes Comp Oi 3s is < . 3 - -- 2@ 20 God Liver... 475@5 00 & » Comp. @13 use, but is a free sample. The regula- The “DOUBLE A” Kind ae - oe = 108 a Cod Liver i ‘ es Py Gatechu oe a1 50 tions governing taxation of toilet ar- e OU in Water. 14 deg. __ a 4 Cotton Seed ee - oo. e 40 i { i i varbonate — —.-—_- Migeron —___ ( 5 ee | aoa J ticles, etc., all of which are sold in Made by Chloride (Gran) -- 20@ 30 Gupehe 7777. 13 50@13 75 Cubebs | ~--===-- g3 00 department and dry goods stores, gen- elie ence oase z be : ae Gentian 40 : . , ¢ linger _ @2 erally have been rewritten in such a People Who Know How Cis 1 0001 26 Juniper Berries 8 00@8 25 sneer SEE a2 - . . : 9° ‘ . 3 3 Bi a DADAMS eam ne 2 ° manner as to require that the tax im- Fir (Canada) -_ 2 50@2 75 Juniper Wooc 2 15@2 28 Guaiac, Ammon. @2 50 : Fir (Oregon) _. 60@ 80 Lard, extra ____ @ Wading @1 50 posed by section 907 of the war rev- Our record of over fifty years of By Oxenes) - 1 a7 35 Lard, No, 4 a. 1 90@2 i0 lodine * == @ 50 i i i uavender F G : 3 enue act must be computed upon each le a pig gaps 2 Tolu --~-- oa @ fevcuice Gara 1 73@2 00 Iron, elo, ee gi 80 artic The law i ; only in Michigan but all over the arks Remon 22002 3 00@ po es aa ag attics sold. The low requires a sta : ' itself Cassia (ordinary) 45@ 60 Linseed boiled bbl. @2 06 Ree wae aaa g Fs tax of 1 cent to be collected “for each United States, speaks for itself. Cassia (Saigon) 50g 0 ee sie — Mas aa Cia @4 50 25 i s e sinseed raw bbl. @ 2 : . J : 25 cents or fraction thereof of the You take no chances when you Seca Gui Goa) ) Me ea ced cat tea & idee es Opium, rcamph gl 25 s 499 ¢ : $5 5 > x a amount paid” for any of the articles buy “Double A’’ Brand. 40¢ --_----_____ 05 Lr tanareaahes suai bs oA be Rhubarb @2 70 enumerated. Heretofore when one Berries eaterncs Ge I is@t * - 1) fe, ) "e e » D0a@6 e person bought two or more articles TRADE Cubeb -------- 1 aa a Ge Marca. Paints i c i i a q 4 00 at one time the tax might be comput- nee 10@ 20 yellow eee 3 75@ Lead, red dry _. 15%@ 16 ed on the sale as a whole, but the The Good a os a es 4 00 pe ae oa Bee a . Se : : : Sa racts Orange, Sweet 12 *o@ ta 25 4 ; Commissioner says: “A reconsider- Sign of Candy i. Ext 60@ 65 Otlgantim,” pure asf 50 Ochre, ee as 2 i i feeeg an. Sea 9 Origanum, com - ation: of the law showed that this Mark Licorice powd. 1 20@1 25 Pennyroyal 3 00@3 25 Put: Veneta Ra og 8 practice was erroneous and that the Ub dese Peppermint 10 004 to 25 Red Venet'n Eng. 3%@ ¢ tax must be paid upon each article Arnica ———vsa5 Ba. - Hears oniea 4 50@2 75 Whine ae “oa aig ; . Chamomile er. oe a oe Iso. call ie pono a “ee es PM ee The new regulations also call at- Sassafras, true 3 00@3 25 4 H. P. : i h : f “that! | Heer) CaNhy Ce. Gums Sassafras, arti’l 1 50@1 75 ee ee at et bay ran, CTORY | 4cacia. 1st, --—--- 60@ 65 Spearmint .. 17 50@17 75 Sdiddataeens witchhazel and shampoo oils and PUTNAM FA Acacia, 2nd aD me e aoe ee zee o Seda 95@1-16 Santi : eaeia, Sorts —___ PAVE o ; on liquids are taxable as toilet prepar- : Warren's % lb. Flat 2 60 tosa, 208 ——-—-______ 115 00 Standard Parlor 23 lb. 5 75 wWrarren’s 1 lb. Flat _. 425 Bishops, 50s ..... .-. 115 00 Fancy Parlor, 23 Ib. _. 800 Red Alaska _______~ 3 90 seo a oe to aed : > + Med. Red Alaska ____ 3 50 L Sp OUS ..+..eee oe Rane Pedr ibe ce Te Alaska __ 2 25@2 40 Worden’s Special __ 150.00 Ex. Fey, Parlor 26 lb. 10 00 Ignacia Haya Sardines Made in Tampa, Florida. BRUSHES Domestic, 4s __ 6 00@6 50 Extra Fancy Clear Havana Scrub oe en __ ' eee “4 Delicados, ots 120 00 Solid Back, 8 in. ____ 1 50 California lal os 00 Primeros, 50s ______ 140 00 “curerlie yg dale pemeaee #8 California Mustard ~_ 2 00 bee ee Pointed Ends ________ 1 25 ; . c . B. Cigar (wrapped California Tomato -_ 2 00 in tissue) 50s ..... 60 00 Stove Sauerkraut Lewis Single Binder 58 00 Net 110 ackmuth, No. 3 1 50 Manilla Cigars No.2 135 = us oo. From Philippine Islands ee oe te a . 37 60 Shoe Shrimps Other Brands NOt 2. 08 Dunbar, is doz. 2 10 BS, te 50s 2 0¢ MO. 8g 125 Dunbar, 14s doz. __..375 | Hemmeter Champions, No.3 2 00 DUR 59.06 Strawberries El Dependo, 20s _____ 37.50 BUTTER COLOR Standard No, 2-450 Court Royal, 50s “~~ 61 00 i J Court Royal, 25 tins 61 00 Dandelion, 25¢ size __ 2 00 Fancy, No. 2 -_______ — nackes bccn: a 58 00 Perfection, per doz. __ 1 75 Tomatoes Boston Straight, 50s 56 00 Trans Michigan, 50s 58 00 CANDLES ae : oo : oe . Templar, Perfecto, ep fine, 63 _ NNO. 9 ——-—_____ @ 5 a08 ee i 100 60 Paraffine, .. ae io No. 0 @7 00 Iriquois, 50s ._ 58 00 Jo 40 Snid co ‘. ie ea 3 0 Snider’s oe. emp, 00 fe 0 CANNED GOODS Snider’s 16 oz. ______ 310 Twisted Cotton, 60 ft. 3 25 Apples Royal Red, 10 oz. ___. 135 Twisted Cotton, 60 ft. 3 90 3 Ib. Standards iF 25 Nedrow, 10% oz. ____ 1 40 Braided, 50 ft 4 00 Noe: 10 700 Royal Red, Tins ____ 10 00 mason Cord 5 25 COCOA pakersS 2 53 tunte, 15¢ size 55 sunte, 46 ib. 50 Bunte, 1 Ib. (Meveland = 41 Colonial, 4s Colonial, Ws Peps 42 Mersheys, 4s 42 Hlersheys, %s5 = 40 Haver 36 Lowney, ts 48 Lowney, Ss 200 47 Lowney, %s 47 Lowney, 5 lb. cans ____ 48 Van Houten, &%s ______ 12 Van Houten, %s __ 18 Van Houten, %s 36 Van Houten, is 65 Wan-Bia 36 Wepo ee 33 Wilbur 45 oe 33 Wilbur, Ws 7 3 COCOANUT ls, 5 lb. case Dunham 46 “8, 5 ib, Case 45 2 4s & %s, 15 lb. case 45 6 and 12c pkg. in pails 4 75 Buk, pas 2 38 Bulk, barrels 2 35 48 2 oz. pkgs., per case 4 00 48 4 oz. pkgs., per case 7 50 COFFEE ROASTED Bulk Rio : 23@ 24 Santos oe Bot Maracabo oo 3a 40 Mexican eS | | Guatemala 40 Java i 50 Bogota $o@ 4: Veaberry a1 Package Coffee New York Basis Arpanet 38 50 McLaughlin’s XXXX McLaughlin’s XXXX pack- age coffee is sold to retail- ers only. Mail all orders direct to W. F. McLaugh lin & Co., Chicago. Coffee Extracts Nw. Y., per 100 10% Frank’s 250 packages 14 50 : : 10 Hummel's 50 1 ib. | CONDENSED MILK smarie, 4 doz, 6 12 85 Lieader, 4 doz. 10 65 EVAPORATED MILK Carnation, Tall, 4 doz. 7 45 Carnation, Baby, 8 dz. 6 80 Pet, Tail 15 Pet, Bang Van (amp, Tal Van (amp, Baby _ _ 00 Dundee, Tall, doz. Dundee, Baby, 8 doz. 50 Silver Cow, Tall, 4 dz. Silver Cow Baby 6 dz. | MILK COMPOUND AAO ose y Tt he or Hebe, Tall, 4 doz: ___ 5 80 Hebe, Baby, 8 doz. __ 6 00 Carolene, Tall, 4 doz. 5 70 CONFECTIONERY Stick Candy Pails Horenound = = BG Standard ee oe Cases Pure Sugar __._._ 6 00@5 25 Boston Sugar Stick_. 38 Mixed Candy Pails Broken oo 35 Cut tioat 2 35 Grocers 22 24 Kinderparten oo 36 Leader 3E Premio Creams Royal Specialties Pails Auto Kisses (baskets) 33 Bonnie Butter Bites__ 35 Butter Cream Corn __ 41 Caramel Bon Bons __ 37 Caramel Croquettes__ 3 Cocoanut Waffles ___ 38 Cony Toty 2. 40 Fudge, Wainut ______ 37 Fudge, Walnut Choc. 38 Champion Gum Drops 28 Raspberry Gum Drops 28 Iced Orange Jellies __ 3: Italian Bon Bons —____ 3 AA Licorice Drops » ib: box, 2 2 15 Manchus Ce 34 Nut Butter Puffs ____ 36 Chocolates Pails Assorted Choc. ______ 40 Cnampion 2 38 Honeysuckle Chips —_ 53. Klondike Chocolates__ 47 MANOS 22 47 Nibble Sticks, box __ 2 85 Nut Waters 47 Ocoro Choc. Caramels 45 Peanut Clusters _____ 52 umipetie Coa 40 Beran 37 Victoria Caramels ___ 42 Gum _ Drops Cneampion oo 28 Raspberry 220s 28 Pavone oo 31 PODEIOr 2 29 Orange Jellies ~ ____ 32 Lozenges A A Pep. Lozenges __ 38 A A Pink Lozenges 38 A INGO. 1. 20 Ibs. 2.0 2 80 Lake Herring 1% bbl, 100 Ibs. -2.--) 7 50 SEEDS L Anise is ene 45 Canary, Smyrna .-. 12 Cardomon, Malabar 1 20 Coley 2. 65 Hemp, Russian .-.. 10 Mixed Bird —...---.- 13% Mustard, yellow ae Poppy ._._. Se 65 Bae Oe ee 5 SHOE BLACKING Handy Box, large 3 dz. 3 Handy Box, small _-. 1 Bixby’s Royal Polish 1 Miller’s Crown Polish 50 20 25 90 SNUFF Swedish Rapee 10c 8 for 64 Swedish Rapee, 1 lb. gis 85 Norkoping, 10c 8 for __ 64 Norkoping, 1 lb. glass __ 85 Copenhagen, 10c, 8 for 64 Copenhagen, 1 Ib. glass 85 SOAP James S. Kirk & Company American Family, 100 7 85 Jap Rose, 50 cakes __ 4 85 Kirk’s White Flake _. 7 00 Lautz Bros. & Co. Aeme, 100 cakes __.. 6 75 Big Master, 100 blocks 8 00 Climax, 100s) 2 6 00 @linax, 1206 or 5 25 Queen White, 80 cakes 6 00 Oak Leaf, 100 cakes 6 75 Queen Anne, 100 cakes 6 75 Lautz Naphtha, 100s 8 00 Proctor & Gamble gp bhevee 6 00 Ivory. 6 daz. __.._ 8 15 Ivory. 10 62. 2. 13 50 See 8 00 Swift & Company Classic, 100 bars 10 oz. 7 50 Swift's Pride, 100 9 oz. 6 00 @utek Naphtha: __.._ 8 00 White Laundry, 100 See OF. 7 50 Wool, 24 6G oc. 1 95 veer 160 6 oz. 8.15 Wool, 100 bs irs, 10 oz. 13 50 Peerless Hard Water, es Peerless Hard Water, 0s 8 00 Tradesman Company Black Hawk, one box 4 50 Black Hawk, five bxs 4 25 Black Hawk, ten bxs 4 00 Box contains 72 cakes. It is a most remarkable dirt and grease remover, with- out injury to the skin. Scouring Powders Sapolio, gross lots __ 11 00 Sapolio, half gro. lots 5 50 Sapolio, single boxes 75 Saneno, hand ._.._.__ Queen Anne, 60 cans Snow Maid, 60 cans __ ween > Washing Powders snow Bov, 100 Se: Snow Boy, 60 14 oz. ID p bo Snow Boy, 24 pkgs. 00 Snow Boy, 20 pkgs 00 Soap Powders Johnsons Fine, 48 2 5 75 Johnson's XXX 100 __ 5 75 Liautz Naphtha, 60s _. 3 60 Niné O'Clock __. ie 25 Oak Leaf, 100 pkgs. 6 50 Ola Dutch Cleanser 4 30 Queen Anne, 60 pkgs. 3 60 Ruh-No-More 5 50 Sunbprite, 72 cans .___ a 55 ITCHEN LENZER ‘te, uP’ ANS-sCOU sans soe 80 can cases, $4.40 per case SODA Bi Carb. Kegs 4 SPICES Whole Spices Allspice, Jamaica -... @18 Cloves, Zanzibar ____ @60 Cassia, Canton —.. @30 Cassia, 5c pkg., doz. @40 Ginger, African —._ @15 Ginger, Cochin —.__.. @20 Mace, Penang @75 Mixed, No. bo @17 Mixed, No. 2 @16 Mixed, 5c - @45 Nutmegs, ; @50 Nutmegs, 105-110 oa @4a Pepper, Black 2. . @30 Pepper, White =o oo! @40 Pepper, Cayenne _____ @22 Paprika, Hungarian Pure Ground in Bulk Allspice, Jamaiaca -.. @18 Cloves, Zanzibar ---. @65 Cassia, Canton _.... @40 Ginger, African ___.. @28 Wigetara __.... .......... @38 Mace, Penane _.__.___ @85 Ieee @36 Pepper, Black _.__.|. @34 Pepper, White ......_ @52 Papper, Cayenne _... @29 Paprika, Hungar ian__ @60 Seasoning Chali Powder, Ibe ....' 1 36 Celery Salt, § oz. ____ 95 Nase. 2) Of. 22a 90 Onion Salt 22200. 1 35 Cape oe lL 3 Ponelty, 3% o2. _.___. 2 25 Kitchen Bouquet __.. 2 60 Laurel eaves __._._ 20 Marjoram, F oz: 90 Savory. 1°62. 220 3 90 Miryme) 1 eg... 90 Tbumerie, 236 67. 90 STARCH Corn Kingsford, 40 Ibs. ____ 11% Muzzy, 48 1 lb. pkgs. 9% Powdered, barrels _... 7% Argo, 48 1 ib. pkes. _. 4 15 Kingsford Silver Gloss, 40 1 Ib. _. 11% Gloss Argo, 48 1 Ib. pes... 4 15 Argo, ¥2 3 lb. pkes. _. 3 04 Areo, & 5 Ib. pkgs. 3 40 Silver Gloss, 16 3 Ibs. 11% Silver Gloss, 12 6 lbs. 114 Muzzy iS lL Ib: packazes _.__ 936 16 3 Ib. packages _ 9% 12 6 Ib. packages ___ 946 00 ID. boxed (22.002 7% SYRUPS Corn Barrels _ 2 ey" Hale Barrels = 81 Blue Karo, No. 1%, 2 O07.) ee eo Ss 46 Blue Karo, No. 2 2 dz. 4 06 Blue Karo, No. 2%, 2 GOA ee 4 95 Blue Karo, No. 5 1 dz. 4 90 Blue Karo, No. 10, em doz. ... 4 65 Red Karo, No. do4. 3 65 Red Karo, No. : . 4 60 Red Karo, No. 2 doz. | ie a Oo 20 Red K: iro, “No. S a. 5 20 Red Karo, No. 0 * doz. oe Aa Pure Cane a (z00d a ae Choice rapa gee TABLE SAUCES Lea & Perrin, larze .. 5 75 Lea & Perrin, small __ 3 25 Pepper ~ 1 ee Royal Mint ___. . Fy 80 Tobasco : pega oe — 2 U0 Inngland’s Pride _ | oo A-1, large 2S OO A-1. small eo Capers oe 1 80 TEA Japan Medium Choice: 2 Fanc + Bac ked-Fired M Basket-Fired Choice Basket-Fired Fancy ING. NibbS) 222 Sittings, bulk o - Siftings, 1 Ib. pkgs.- Gunpowder Medium Choice __ Moyune, Moyune, Young Hyson — Ciolee os Pancy Oolong Formosa, Formosa, Formosa, Choice Fancy English Breakfast Medium Choice —— RPancy Ex. Congou, Congou, Congou, Congou, Ceylon Pekoe, Medium Dr. Pekoe, Choice Flowery O. P. TWINE Cotton, 3 ply Cotton, 3 Mediuin — Fancy cone ply balls _. 40@45 {0@45 $5050 ~~ SO@ IS 10@45 ~~ 49@% 50@60 60@380 ~-- 40@45 ~- 45@48 Fancy 55@60 biemp, 6 ply ........_. 2 VINEGAR Cider 3enton Harbor-_- White Wine, 40 grain White Wine, 80 grain White Wine, 100 grain Oakland Vinegar & Pickle ler Co.’s Brands. Oakland Apple Cic Blue Ribbon Corr Oakland White 1 Packages no charge. WICKING No. 0, per gross No. 1, per gross No. 2, per gross No. 3, per gross 1: 1 Pickling 20 WOODENWARE Baskets 3ushels, wide band, wire handies _..._. 20 Bushels, wide band, wood handies ___.._ 2 60 Market, drop handle 1 00 Market, single handle 1 10 Market, extra _......._._ 1 60 Splint, large —__ — 8 935 Splint, medium ~_t spint, ama 8 00 Butter Plates Escanaba Manufacturing Co. Standard Wire End No. 8-50 extra sm cart 1 36 No. 8-50 small carton 1 48 No. 8-50 md't m carton 1 58 No. §$-50 lars carton 1 84 No. 8-50 ¢ —___ To Finance Canners. President Sears of the American Canners’ Association has appointed a special committee to go before the Federal Reserve Board to advocate the claims of those canners whose inability to adequately finance their operations through the ordinary bank- ing channels might likely have the ef- fect of creating a situation that would make for a serious shortage in the food supply. i Out of Sight. Uncle Eben ordered a meal in the city restaurant, and after he had finished the waiter asked: “How did you find the steak, sir?” “Wal, I tell ye,” said Uncle Eben, “T shoved that little potato to one side and lifted the carrot and there it was right below it.” —_——-e2e-o————_—_——— What would it profit a man to gain the whole world, and pay it to the Government for income tax? COLEMAN 8rand) Terpeneless LEMON and Pure High Grade VANILLA EXTRACTS Made only by FOOTE & JENKS Jackson, Mich. fa 4 Pe FLAVORING EXTRACTS FOR PURITY STRENGTH AND FINE FLAVOR. WINNER OF TT HIGHEST AWARDS AT AMERICAN AND EUROPEAN EXPOSITIONS LARGEST SELLING BRAND IN THE UNITED STATES 32 FLAVORS AND OLD VIRGINIA FRUITTI-PUNCH ‘The C.F.SAUER C9 RICHMOND.A. 31 If set in capital letters, double price. display advertisements in this departme is required, as amounts are too smali to open accounts. Wanted—We are in position to handle bankrupt or closeout stocks of hardware, mill supplies, electrical and house fur nishing goods, automobile accessories, ete. J. Chas. Ross, Manager, Kalamazoo, Mich. 9 if you want to sell or exchange your business or other property no matter where located, write me. John J. Black, 130th St., Chippewa Falls, Wis. 883 Wanted—Retail store, or any paying business — Illinois, Indiana, Michigan, 0a Wisconsin, or lowa. Give description. R. Jones, 2326 VanBuren St., Chicago. 955 Owner wil! sell his $7,000 equity in de- tached three-flat brick building, stone front, steam heat, hot water; seven rooms in each flat; wide lot; Torrens ti- tle; might trade for good stock in cor- poration, bonds, or first mortgage. Man- ager, 1057 Rand McNally building, Chi- cago, Ill. 956 BIALY PROPERTY—Southwest corner Fourth and Water Sts., Bay City. This is the land and building formerly occupied by the Bialy Hardware Store. The build- ing was partially destroyed by fire, but rebuilding commenced. Includes = sub- stantially all material required for re- building, structural steel, brick, terra cotta, white enamel brick for building front; also includes warehouse in rear near river and river frontage. All must be sold to close estate. Apply at 1003 Fifth Ave., MARGARET BIALY, Admin- istratrix. 957 WANTED—General merchandise, gents furnishing, or dry goods business. All correspondence strictly confidential. R. Graham, Cadillac, Mich. Wanted—Used cash register, good con- dition, total adder, detail strip. The A. W. Brown Co., Stockbridge, Mich. 959 For Sale—General cash business and meat market. Just right distance from mammoth steel plant. Splendid store and fixtures. A snap for one or two live men. Best reason for selling. Will rent or sell premises. Apply J. C. Whitney, Sandwich, Ontario, Canada. 960 For Sale—Chandler & Price 10x12 Gordon for $200. In use every day, but wish to install larger machine. Trades- man Company. For Sale—Well-established business conducted on cash basis. One of best general stores in Michigan, located in good farming country, post office and summer resort. Did about $50,000 last year, can easily be increased on account of new lake development of 640 acres ad- joining the village. Four miles from nearest competing town and _ railroad. Address No. 950 care Michigan Trades- man. 950 WANTED—SALESMAN TO CARRY LINE OF window models as a side line, commission basis. References required. O. G. Arnold, South Bend. Indiana. 952 General stock for sale—Groceries, dry goods, shoes. rubbers, and men’s furnish- ings. Invoice stock and fixtures around $11.000. Sales show nice percentage of increase. High grade 30x 80 building at reasonable rent. live country village surrounded by good farms, within 50 miles of Grand Rapids. Reason, outside business. This will bear close inspection. Money maker for live man. Address No. 953 Care Michigan Tradesman. 953 BANISH! THE RATS—Order a can of nat and Mouse tmbalmer and get rid of the pests in one night Price $3. Trades- man Company, Grand Rapids, Michigan. CLEAN SHOE STOCK for sale, or ex- change for farm or city property. Sick- ness. Address No. 941, c-o Michigan Tradesman. 941 If you are thinking of going in busi- ness, selling out or making an exchange, place an advertisement in our business chances columns, as it will bring you in touch with the man for whom you are looking—THE BUSINESS MAN. CASH REGISTERS REBUILT CASH REGISTER CoO. I ne. 122 North Washington Ave., « Saginaw, Mich. We buy sell and exchange repair and rebuild all makes. Parts and supplies for all makes. CASH REGISTER for = sale—Four- drawer National. Lk. E. Phillips, 120 South Burdick St., Kalamazoo, be de 958 For Sale—Only bakery in Northern Michigan's best industrial town, good re- sort trade, big opportunity for live wire, best of reasons for selling. Address No. 947, Care Michigan Tradesman. 947 For Sale—Our stock of merchandise, groceries, dry goods, furnishings, shoes. Will inventory about $14,000. Will re- duce stock to suit purchaser. Store can be rented, or bought at a bargain. Write Ryan & Crosby, Merrill, Mich. No charge less than 50 cents. nt, $3 per inch. Small Payment with order FOR SALE—Hotel Yeazel, Frankfort, Mich. On shore of Lake Michigan, and two miles from beautiful Crystal Lake. The resorters’ paradise. Three-story, brick, thirty-two rooms, steam heat, electric lights, newly furnished. Do a CAPACITY business twelve months of the year. Fine investment. Sell on account of death. Cash or terms. Mrs. VY. S. Yeazel. 945 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. ~ Pay spot cash for clothing and fur- nishing goods stocks. L. Silberman, 106 EK. Hancock, Detroit. 566 “If you want to get out of business, write The Big 4 Auctioneers, Fort Pierre, South Dakota. 93 Toilet and Bath Woolens and Fine Fabrics y Pa inthe an nee gt 7 Oo iy wm wals foe Weak» Fhe yf: mene eg Toilet and Bath Watson-Higgins Mlg.Co. GRAND RAPIDS. MICH. Merchant Millers Owned by Merchants Products sold by Merchants Brand Recommended by Merchante NewPerfection Flour Packed In SAXOLIN Paper-lined Cotton, Sanitary Sacks PAPER All Kinds For Wrapping ROWLOf2ues was For Printing TRY US The Dudley Paper Co. Lansing, Mich. 32 THE GOLDEN WEST. How It Looked to Ex-Congressman Belknap. Written Tradesman. Ife who thinks every day, cannot think the same things and keep the hinges of his mind from rusting. When I the doctor, he said, “Nothing doing in my line. Use for the consulted your head and legs awhile and give your internal machinery a rest.” So 1 moved camp into the Golden West. Every place in the world has its In all my wanderings I have kept my nose own personal particular odor. to windward and have learned a lot about smells and other things at first hand. The city man is so used to odors of one kind or another, that he f the Every day his has almost forgotten smell of tT God's out of doors. nostrils are so filled by smells blend- ed by the fumes of two-for-five cigars and boiling cabbage, that he does not know the difference between the odors of a cow and a gasoline tank. So, Mr. City Man, until you have gone afoot to the lone places of the world, you will not have had exper- ience with odors. Of course, we all worship the great out of doors, for the stories they have to tell, but I find by experience that there is more sweetness in an orange than there the walks The odor ot orange grove on a January day is in shoveling snow off of a corner lot. blossoms is far ahead of the smudge of soft nothing of the saying coal, cost of each. However, | so interested in the about over and I was swapping ideas was not cost until my vacation was with a friend, who had lived the win- ter in Pasadena, the millionaire city. He said, “Indeed I have had a grand time, you know. all my life I have worked hard lot of stuff planted before I got a jolt that near- ly knocked me off the Then I went West. At the Maryland they were charging Sl4 a I lived fine there for a didn’t cost me a I changed over to the Alexandria for a month. and had a roost. day. month; cent. Then The terms there were seventeen dollars a day; didn’t cost me a cent. Had chicken pie and ice cream every day; had a Jap boy in uniform drive me all about the went to all the played some poker evenings, country; good shows; smoked good cigars: did not cost me a cent.” Well I wedged in “How in thunder did you do it? Tell me how I have shied at all these yet pocket book is as flat as if an elephant had you did it. high-toned places, my ” stepped on it.” “Why my boy, “said he, “My heirs will find it all charged in their accounts.” And all over the Golden West, you will find them. with the family diamonds. grandma in Grandma is there Gay old short silk And with the best car in the country, is driven out skirts and stockings. Gramps, to the links every morning trying to work off the big dinner of the night before. In his golfing suit, you dis- his physical inequalities—the legs are not mates for the body, in other terms, he is trying to eliminate the “bay window.” I would advise you heirs to large cover MICHIGAN TRADESMAN estates to watch the old man when he goes West, lest he has many items charged up to you. But what I am trying to get at is that a lot of folks who go West for the winter, are trying to get the best out of life. They go to the “God’s country” where they found sunshine: where the birds and the fruit and the flowers live twelve months in year. the There man or woman can be just as near paradise as their dividual makeup will permit. Aside can own. in- from the railway fare, one live» more cheaply in California than in Michigan, and in many ways much better. When I left Michigan last Novem- ber, turkeys were at their best and although the air was full of snow the city looked good to me. Right in the foothills of the Sierra Madre mountains, we found a bunga- low, set in the midst of orange groves, loaded with without end. fruit and rose hedges Away to the Northeast forty miles, the snow capped top of the Old Baldy, eight thousand feet high glistened in the sun; off to the Northwest, Mount Wilson, six thou- sand feet high. From its big obser- vatory, flashed searchlights into our maid’s eyes, as if Mars was flirting with Venus. ' The that was spelled with a big “R.” Everybody kept chickens, while I like chickens I do not like to roost with them. The Astronomer at Mount Wilson turned his the minute; Fita disturbing element in 4 \ neighborhood roosters, searchlight on part of town at nine o’clock to the a signal to our every crowing rooster from that hour until daylight; every sixty minutes all nationalities hur- rahed. It required about four months to get acclimated and I had a chill every time the madam put eggs on the breakfast table. At least the mocking birds were nesting, which is It was coming spring. a good sign. Likewise the wood- peckers. There was no sense in a pair of the latter for my bedroom windows were always open and they could have flown in and out, but they had their own way of house building. They selected a sounding place just above the window near my head, then every morning for a week they drum- med the reveille, commencing where the roosters left off. Then one morn- ing they had a hole in the gable end over the window and began bringing in material for a bungalow of their own. They were as impudent as if they the carpenters’ They called me names, belonged to union. tried to eat my shaving soap and did many other things. Up to the time I left they paid no rent. With neighbors of this kind | learned to live without sleep, but there were perfectly good tears in my voice when I said “goodbye” to a nest full of young woodpeckers. Charles E. Belknap. —_2>~-.___ The Wolverine Brass Works has increased its capital stock from $700,- 000 to $1,000,000. —-—— > -—__ Carl Orwant has sold his grocery stock at 335 Bridge street to Kafoury Bros. Review of the Produce Market. \sparagus—Home grown, — $1.65 per doz. bunches. Bananas—9'%c per Ib. Beets—Home grown, 40c per doz. bunches. Butter—Local jobbers hold extra creamery at 54c and first at Prints 2c per lb. additional. Jobbers pay 35c for packing stock. Cabbage—Home grown, $9 per 100 Ibs. Cantaloupes—Imperial Valley stock 52 IC, is now selling on the following basis: Ptandards (4595 0 $5.00 Ponys, 545 00 4.25 He 2 30 Boney Dew fo 4 50 Carrots—35c per doz. for home grown, Cauliflower—$3.50 per doz. for California. Celery—Home grown is now good and quality. ranging from 65@75c per bunch. size good The price Cherries—Sweet, $4 per 16 qt. crate; Sour, $250 per crate. The crop in Western Michigan is enor- mous in quantity and fine in quality, but growers generally appear to be too busy getting in their hay to pay much attention to their fruits. Cocoanuts—$1.50 per doz. or $10 per sack of 100. Cucumbers — $1.75 house, $1.50 per doz. Eggs—Jobbers pay 40c f. 0. b. ship- hot hot Home doz.; grown house, per Illinois ping point for fresh including cases. Egg Plant—$4.50 per crate of 24 to 36. Green Onions—25c per doz. bunch- es for home grown. Green Peppers—$1 per basket. Lemons—Extra fancy Californias sell as follows: O00 size, per box i $7.00 500 size, per box 7.00 2/0 Size, per box _. 7.00 Pa0 size, per box 6.50 Fancy Californias sell as follows: SOQ size. per bex | $6.50 SUD Size, Per bok Ge 6.50 270 size, peri box ft 6 50 PA) size, per box 6.00 Green Peas—$4.50 per bu. for home grown. Lettuce—Iceberg $4.50 per crate of 3 or 4 doz. heads; home grown, $1.50 for head and 85c for leaf. New Potatoes—$5 per bu. or $12.50 per bbl. for Carolina Cobblers: Vir- ginia Cobblers, 50c per bu. higher. Onions—Texas Bermudas, $2.75 per 50 lb. crate for White and $2.50 for yellow; California 25c per crate higher. Oranges—Fancy California Valen- cia now sell as follows: no... $7.25 So 7.50 0 7.50 LLL 7.50 er 7.50 eee 7.50 eo 7.25 ~~. hL!LLULULULrC 6.75 SLL 6.50 Parsley—60c per doz. bunches. Pieplant—$1.50 per bu. for home grown. Pop Corn—$2.25 per bu. for ear; shelled rice, 10c per Ib. Potatoes—Home grown, $4 per bu. July 7, 1920 Radishes—Outdoor grown, 18c per doz. bunches. Raspberries—$4.50 for red and $4 for black. Spinach—$1.25 Strawberries—Home grown mand $3@3.50 per 16 qt. crate. String Beans—$4.50 per bu. per bu. com- Sweet Potatoes—$3.75 per hamper for kiln dried Delawares. Tomatoes—Home grown, $1.65 per 7 |b. basket; Florida, $5 per 6 basket crate. Water Melons—60@/75c for idas, Wax Beans—$5 per bu. Why He Failed. He handled too many brands. He never added his cost of doing business to. the pricing goods. He always talked cheap prices in- stead of talking quality. He made his customers feel that he was doing them a favor by selling them their supplies. He bought goods of anybody and everybody that had anything to offer him at a price. He was always inclined to argue with customers who made complaints. He was too lax with his credit cus- tomer. He didn’t keep his store clean. He tried to undercut his price-cut- ting competitor down the street. He never read a trade paper. He never believed in a sociation. He never tried to make a friend of his neighbor merchant. He knew it all, and yet was really ignorant. Flor- invoice cost when trade as- He never came to a meeting and said, “What good is it?” He never paid Was pressed. He continually knocked everybody and everything. his dues until he ——— 2 <—--_ ———_....... Service. Willingness to serve is the back- bone of successful merchandising. Of itself, it breeds success; because it is the living evidence of a smooth running organization equal to the task of meeting requirements or of even anticipating wants. In reality, it means far more than good erganization or routine activity. For back of i lies the impelling thought, the feeling, the sincerity, the unselfishness, based upon the under- standing that we are all dependent upon our fellows for every benefit derived in this world. It is merely the working out of the Golden Rule, the practical applica- tion of a great principle which al- ways pays—in dollars and cents, in self-respect and in true happiness. etter cern Joe M. Vander Meer and family are at Baptist Lake resort for the month of July. Joe reports fishing the best ever and invites his friends out for a fish dinner. To Test Tradesman Advestising We offer for immediate shipment 15 Patterns 36 inch High Grade Percales, Lights, at... 38% 27 Patterns 36 inch High Grade Percales Indigo, Strives and Figures, at......... 40% 5 Patterns 36 inch High Grade Shirting Stripes Percales at.................... 38% 12 Patterns 36 inch Guaranteed fast colors Snappy patterns Striped Madras for Shirts and Waists, Bargain at.......... 57% Dress Shirts Sizes 14 to 17, no collars, French cuff. priced very low at...... - $22.50 Mail orders to W. B. Dudley. Grand Rapids, Mich. * A Aes