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61. Michigan Artisan; 1908-12-25

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It was published twice monthly, beginning in 1880. and Twenty=Ninth Yea.r-No. 12 DECEMBER 25, 1908 Semi-M~nthly --~-----_._-----------_._------_.~I C. S. Paine Co. GRAND RAPIDS, MICH. SAMPLES Shown at our Factory Take·.our automobile to the factory. Meet us First Floor Manufacturers' Building GRAND RAPIDS In January .. Aulsbrook & Jones Furniture CO. STURGIS, MICH. • i • Royal Furniture Company GRAND RAPIDS,MICHIGAN Dining Library Bedroom Suites HALL CLOCKS in "Colonial" Style NEW ADA!PTATIONS Ready for Inspection .JANUARY I, I909 SHOWN AT FACTORY SALESROOM MICHIGAN ARTISAN ,.------_._---------------_. -------------., t • weare iginntors ....,..l.m.ntool rs GRAND RAPIDS CHAIR CO. GRAND RAPIDS EST ABLlSHED 1872. High Grade Goods at Medium Prices ( WE DO NOT MAKE CHAIRS) ==·=WE Sideboards Buffets Serving Tables China Closets Bookcases Library Tables Music Cabinets MAKE==== Hall Racks Hall Seats Hall Glasses Hall Tables Den Cabinets House Desks Cedar Lined Chests Our Line Ready Friday, January 1st, 1909 GOODS SHOWN AT FACTORY ONLY I• I.-----------'------------_._---------~ (Take Taylor St. Car. Nmth to Traverse Ave.) 1 z~---_._---- MICHIGAN ARTISAN ----_._---~---------------. Entire Line on Sale in CHICAGO in January ManufaCturers' Exhibition Building 1319 Michigan Avenue Forty New Patterns of Dining Tables MANUFACTURERS OF The Famous "VICTOR" Extension Tables DETROIT, MICHIGAN I I Posselius Bros. Manufacturing Co. MICHIGAN ARTISAN r --_. -------------------------_._---~ Horn Bros. Mfg. Co. CHICAGO TUE 1909 LINE I NOTHING LIKE IT FOR THE BEDROOM g In Mahogany, Circassian Walnut, Birdseye Maple, and O!!artered Oak. Not to see them is not to be posted. g See the display in the Manufac-turers' Furniture Exchange, 14th and Wabash Ave.; alw at 187 Michigan Ave., Chicago. .~...----_-.-_---------_-.-__-.-_----.-__-.-,--------,------------_--.'.---- ...•. • Conrey-Davis Mfg. Co. Shelbyville, Ind. ~lali;er8 Ma.li:en of 01 Pedestal Costumers and Medicine Cabinets Five Le~~ed Plate Racks Exten'ion Tables Umbrella Stands Office and Cafe Butlers , Tables Tray Stand En~lish Breakfast and TaMes O,her Novelties We Make the DUO=STYLE Pedestal Dining Table OUR NEW CATALOGUE READY JANUARY FIRST. SEND FOR IT. I OUTcomplete line shown a.t GRAND RAPIDS. top floor. Furniture Exhibition Building. At CHICAGO. 1319 Miehigan Ave., 8tL floor. h-- __ --------------_. ------ 3 • I I:I 1 MICHIGAN ARTISAN ~_._-----------------------------.. A Pleasurable Trip to Market Chicago's hospitable doors will be open wide to Furn-iture men in January. Theatrical managers will do their prettiest. Every-one who caters to the pub-lic's entertainment will have special and unusual offerings. The FURNITURE EXHIBITION at 14.1 I Michigan Ave-nue, Chicago, with its 200 exhibitors will likewise be dominated by an enthusiastic determination to make your visit memorably pleasant. The new management--- The Fourteen-Eleven Co. in charge this year, has done wonders in arranging the numerous sections of The Furniture Exhib;tion so that you can easily understand what you see, so that you can have comfortable leisure to inspect your favorite lines ~ithout distraction or disturbance. rour trip will he pleasant--- ProJit also will surelyfollow--- Ifyou follow the crowd to The Furniture Exhibition 1411 Michigan A yen ue CHICAGO • MICHIGAN ARTISAN t f II Progressiveness is One of Our Hollllies Constantly"striving to create new features is one of our ambitions. We be-lieve inlleading and not following. Hence, our line is at all times in advance. We will show in January an unusually large line of metal beds in plain, Tee-Ball and Mission effects" also many new and original designs in scroll and straight line patterns. The Finish is unsurpassed and our patented Rail Connection is acknowledged superior to all others. A Our Posi Ve Ca rr nI d s LWIII Martin mOet Fi Our n C i s 0 h m Is p O. K. Ie W t a e rr C a a nI t e a d I 0 Nol g to u Turn e Oark lIlo. 791 OUR BRASS BED LINE IN JANUARY IS PARTICULARLY STRONG We will show many new and original designs both in square and round tubing. We use only the Old English hot process of lacquering. Each coat is roughly baked on. Hence, our guarantee for reliability. Writ! ror Catologu! i/!ustrdting complete line. The T. B. Laycock Mfg. CO. INDIANAPOLIS, INDIANA ~------- 5 I 6 MICHIGAN ARTISAN Berkey & Gay Fumit~~C~: GRAND RAPIDS, MICH. Correct Reproductions of Colonial and Period Furniture FOR THE Dining Room, Bed Room, Library Line will be ready for inspection at our salesrooms Monday, January 4, 1909 • - - -- ----------------------------------- Grt"AND RAPIC5 FUllLlC UBRATl 29th Year-No. 12. -=~~.~========--= GRAND RAPIDS. MICH.• DECEMBER 25. 1908. An "Old Saw" Amended. George Frech',Tic Stratton, a \"'riter for the Saturday EVCll-ing Post, proposes an al11(:nclment to the old saw, "'l\1on~y makes the m;-lre go," or in language marc ornate but seldom used by sensible people, ;'the coin of the realm induces the equine of the female gender to p:·oceed." 1.\-1r. Stratton em-ploys a number of instat1t,es in tbe history of busine"s to ,sup-port the 8menc]rnent offered by bimself, ill which he declares that "man" in these buoyant and better days, "makes the mare go"· In his presentation of the proposition NIL Stra1- ton recalls a once famous merchant, C. R. l\:[abJey, of Detroit, now occupying his final home. 1fr. Stratton discusses Lvlr. Idabley's venture in the furniture trade a,s fo11o-..vs: Twenty-five years Charles R. )'lablcy Wi\S kno\vn as the clothing king of the middle 'west. He haLl stores in Cleve-land, Toledo, Detroit, and ant; Qr two srn.aller towns. He was a pioneer in sC:lls:ltinnal advertising UlQtbods, a splen-did business 1ran, u.I1d had lljade a fortune before he \vas forty. To employ SOlY,e .idle capital he decided to cxploit furniture, and stocked up an elaborate store,Yith tlH', fll1est line ever seen in Detroit. Eig'hteen months afterword he stretched a canvas across the front of that store, inscribed in the following characteristic style: " " ~, " * " " " " * * " " " * " ! Know the Clothing Dusilless Up and * " Do\vn and Throng-h the "'-liddle, * " BUT " " ! Don't Know a Blamed Thing About * " Ft1flljtUrc, and I'm -:-:rot Going to " * Sink Any ldore !I-loncy in * * Learning. * * This Entire Stock ',Vill be Sold at Auc- * " tion. Commencing Next 1-1onday and " * Continuing Daily Until Even the Pack- " " ing Cases are Closed OutJ * * * * * * * *' * " * " * , * * The stock W;lS sold and the key turned in the lock, when <l quiet, llnassutr.ing l1:an from K81amazoo came along" and ar~ ranged to take the \1nexpired lease. He brought in a moder-ate stock of fl1rniture, hired one of the fanner clerks and in-stalled his wife at the desk. In three yeflrs he W'IS. car y-in;r as fine ,L stock as ~Jahky had ('aLried. iwd doing a l"rgt:, profttable business--a striking iUnstration, again, that the money is in the man rather than in the business. !II r. Stratton also gives a brief history of the development of tbe ferry and plea!;ure boat business in Detroit, one of the best paying entcrprises in the middle vI/est. ?\o one paying a visit to Detroit in tbe summer time fails to take one of the p1t:asmc steamers to Belle Isle Park, Grosse Isle, Sandwich or \h.lalkcn-illc 2ml return. It is a delightflll experience. lvfr. Stratton proceeds as follows; "At about the Si\me per-iod in the history of Detroit the ferryboats funning [lcro.~s to the Canadian town of \Vindsor were owncd by an English-ma. n named Horn, who also ran a somewhat noted saloon on the wbarf. The boats were two in number .. small sidc- $1.00 per Year. wheelers, l1nattractiH~ and ullcomtortabll::, with twelve-inch plank seats affixed to the sidts and in odd corners. As the boats \vere proving unprofitable, Horn, after trying for bNO years to sell out, declared that he would take them off tbe run and surrender his franchise. His eldest SOIl, who had been a lake tllg-c8ptain for two or three years, calle home at the dose of navigation and per"uaded his fa.ther to put in more money and build a new boat. The old man consented only when his son, who w.as his idol, agreed to stay at home and manage the line. The boat was built from the young ca.ptain's plans, and nearly paid for itself in the first season. ';'1'he upper deck v..·,as absolutely dear from stem to stern, with the exception of the cased-in smokestack On the deck were scats for four hundred people, everyone being a com-fortable rocker or folding armchair. Not a plank seat ,)r carnpstool was allowed 011 that boat. "The. regular ferry fare was five cents, ::and Captain Horn issued ten-cent return tickets which g,tve the privilege of stayjng on board as long as one: wished. Every fine after-noon, frum early summer until late fall, that upper deck was tilled with v",omen who brought their sewing or their books, and often their babies in carriages-for 'which no extra charge was made-and rode back and forth on the mile run across the beautiful river. A man was stationed at tbe stai:'- case: to rUIl those baby-c.arriages up :ind down. In the e\'en-iug~ the boat was cro\:l,--ded with yOlIng people, enjoying, for ten ctnts, a river ride lasting ulTtil ele,,-ell o'clock. "Two llllndrcd and flity passengers was the a.fternoon av-erage, and twice that number tor the evenillg:~. The income, at tcn cents each, was clear profIt, for the regular ferry pas senger:; and teams paid the expenses. The young capta,in had .seen what no other man had then seen, that the combina-tion of terry business with ex.cursions had splendid possibili-ties. "Turing the five following years four new boats of the samc type were added, and there was scarcely a day through the st!lTln'et when one or two of them were not charte,ed lor all-day picnics. The type of boat wh~ch Captain Horn de-signed and his method of manag"ing them are in use today by the COtTlpany whic,h succeeded him, and which owns th::: Iln('.st fleet of local excursion steamers on the Great Lak~s." Two brothers, partners ill the insurance business in Bllf- Lllo, bad 8dvanc(>d some money to a manufacturer of bNl-springs. The busiress wen wrong and, in order to pro-tect themselve:;., the insurance men had to take it over and dose it up. One of the brothers handled the matter, and, although he knew so little of manufacturing that, as he said, a "line shaft" and a "buzz saw" were SYllonomous tenns to lJim, before he had proceeded far with the dosing-up proce~,; he told his brother that he thought he "vould try a little build-ing- up. He hired a good shop foreman and devoted himself to the office work, with the result that in a few'months he was making some well-advised changes and improvements in hi~ equipment. And the husiness was gratifyingly successful from that time on. ~----------------~-------- -- Sbown at Grand Rapid. fumitore Exhibition Building Pearland Lyons Streets in tbe Udell Space Most Aggressive Four Lines In One You can order some upholstered, some with loose cushions-all interchangi able. With foot-rest or without foot.rest-all interchangeable. Carr~ one-quarter ~ much stock '!!* four times the selling power. I THE wide-awake dealer who is looking for. the biggest sales and bes success in 1vlorris Chairs, will take advantage of the Royal line. Royal chairs are natural sellers. Your CQllstomer can't get awa. from the RC.ycll, "the Push-Button Kind." You can do a prosperous l\forr~ Chair business on a remarkably small investment if yo handle Royal Chairs, because you have available in one lin what you otherwise would have to carry four lines to secure Roya Chai Co Dealers Handle o The push-button feature takes the Royal away from the old-fashioned ~orris Chairs, and makes it a much bigger and easier seller. Your salesmen can Push the Dutton and easily make a demonstration on ~ol1r floor which will impress and convince any c;Jstomer. I Royal chairs are unapproached in this unique feature; they are adju:::t- ~ble to anyone of nine inclinations hy a finger touch on a button, without ~istl.lrbance to the occupant's comfort-no roel to fall out or bother with. \Vherever Royal chairs are known, no other ]\{orris Chairs v,lill satisfy. Royals arc fully guaranteed. (\'Ve furnish repairs free un any part honld they be needed.) Made in eighty-five patterns. Remember, that the Royal is the only push~button chail- on the market. fhe only lVIorris Chair "'lith an actual, individual talking point, something a talk about and interest a customer. Vie are inaugurating a great National Advertising Campaign which ,vill nake it dOllbly easy for you to sell the Royal line. All inquiries will be sent to local dealers. \IVrite or catalog, prices, etc. All Inquiries Referred to Our Dealers 10 MICHIGAN A Live Mercbant in a Small Town. E. 1t Austin lives a.nd transacts business fl1 Litchfield, Ill., a town containing 7,000 inhabitants. He is not informed, however, as to the size of his trade district, and is quite in-diffe:- ent Oll the subject. He Imo"·ls, however, that the trade of 7,OQO people is not sufficient for his purpose; that no "pent-up" Litchfield contracts his aspirations and ?ower; and he long ago passed the imaginary bounda.ries of tr<>..deand spread in-formation regarding himself and his business all Over the ter~ ritory described on the map as, soutlnvestern Illinois. Mr. Austin is a clever writer of letters and it is said that he wears out more writing machines in a yea.! than the over-worked secretaries of President Roosevelt. Mr. Austin issues ten thousand large, well itJustrated circulars every month mail-ing the same to people residing 1n southern, ea~tern ;Ind west-ern Illinois. Great care and excdlellt judgment is exercised in the preparation of matter fcir the!:',e circulars and the plan has paid well. Liberal space is used in the newspapers, but Moos by Manistee· Mfg. CO., Manistee, M.ich. it is as a letter w iter that Mr. Austin "shines." \Vhat couB be more apprnpr:ate than the following welcome to the new-comer to Litchfield? "1 learn that yOll are a. stranger within oUr gates and be]: to extend a very cordial welcome to Oltr dry. A new resi-dent is at a loss to knew where to trade, for it is easy to fall into deceptive hands. ~ly reputation is a~] open book to all who wilt inquire into my record for. honest dealings. Any wallt, however small, \viH be filled at n. very loW,..prlce. Com-mand my services if I can tender you any information regard-ing our city. \Ve occupy tw~ large stores opp(>site each other at Numbers 214 and 215 North State street. It is a department store comprising, among other lines, the follow-ing: Furniture, Stoves, Carpets,' Matting, Rugs, ,\tVindow Shades, Lace. Curtains, Portieres, Dishes,. Sewing 1\fachines, Hardware, Ve'hides, Harness, Palnts, etc. \Vithhest wishes and the hope thlt T may soon hav~ the -pleasure of meeting you, I remain," The man about to erect a building he addresses as {oHows: "I observe that you contemplate building. Whether small or great, some house furnishing are, also, generally needed. 1£ one can both build and furnish the home from the same ARTISAN store he can save considerable money; much more than if he scattcrs his trade in smail bills at different places. Vv'e buy for spot cash and sell ou payments. You need not be troubled with but one account for both building and furn:sh-log your home. Please notice the complete departments below rnentioned and let us figure with you for all your needs." The several departments of the store are. enumer-ated. The newly married couples receive the following: "I am pleased to learn that your hearts have been united in the holy bonds of matrimony. Please accept my sincere congratulations, with the hope that a life of happiness and prosperity awaits you. As an inducement to furnish your ]wme I shall be pleased to offer you extremely low prices, even though you may llced but a few articles. You wilt be interested in knowing that because we undersell all other dealers we ship complete outfits to sixty-four surrounding towns in fifteen different counties and two states. Credit is given if desired. There's nothing for the home we uo not keep. Furniture, Carpets. !I{attings, Rugs, Lace Curtains, Window Shades, Portieres, Sewing :\1achint's, Bedding, Stoves, Kitchen Furnishillgs and Dishes. In fact, Austin furnishes "all but thc girl." Freight always prepaid. If anything is brokcn in shipment, which is not once a year, we replace it. free. Our furniture has that taste aud coziness which make~ home seem really home. Mention this letter to clerk anfl special attention will be given yO\.1. Bring your marriage certificate ,with you and we will frame it free. You afe for-tunate in needing house furnishings at this time as our prices have been specially reduced for this month. In your case we are pleased to offer you a still further reduction of ten per cent for cash. Freight also prepaid and safe a;rival of goods guaranteed." The following letter in the course of time naturally fol-lows: "Permit me to extend my heartiest congratulations upon the a.rrival in yO\.\r home of the tende,r little rosebud to glad-den your hearts and lives. As you look into its tiny face alld press its dainty lips to your own, it will. be the means of ce-menting still firmcr the bond of love that already binds you together. Your needs for a Carriage or Go-Cart can he sup-plied by me at a 110rninul sum, as we bought them before the present high prices took effect. All our styles are the newest pattern, and include many new conveniences not to be found in other lines. Thanking you in advance for the call I trust you will make, I remain with be:~twishes." @ * @ Arranging a Divan. Everyone does not know that a wide dival1 is made more comfortable by having a.t its back two huge, hard pillows that will support the softer ones. It is usual to heap up a great many of these extra soft ones on a large divan so that any one sitting or reclining may arrange them according to one';; comfort. These a,re. needed, it 1S true, but they also need a support. The wa.11is usually too far back from the front edge of the div2.n to serve. The two large pillows mad{'. of the material which covcrs the divan afe not only comfortable, but artistic. They may be stuffed with excelsior into coarse muslb or ticking, then covered with the chosen fabric. They look bet-ter with ;1. heavy cord around the edging. If the end of the divan is against the wall as well as its side, a third pillow may be added to give an added framework to the little pillows. This is not an expensive trick, but it a housewife ever tries it she will neyer let the divan go without this 'Part of lts equipment. @ * @ The article on the subject of elevator accidents on other pages, is published through the courtesy of the Aetna Life Insurance Compal1Y of Hartford, Conn. MICHIGAN ARTISAN rII 1 II I -_._~_._------------------------ 11 THE LEADING ROCKFORD LINE Manufactured by the Rockford National Furniture Co. on sale in Furniture ExchanJ(e BuiJdinJ(, Orand Rapids BUFFETS, CHINA CLOSETS and BOOKCASES I!I ~__. _._------ ._-----~ MR. JOHNNY JOHNSON and OSCAR HALL will be in charge. I Our complete line of China Closets, BUffets and Bookcases contains some of the best values e\'er offered by us. Entire Line shown In Chicago only -at- 1319MIchIgan Ave, first floor ------·---l III Itockford Standard Furniture Co. ROCKFORD, ILLINOIS I-~-------------'----------------'• 12 MICHIGAN ARTISAN -------- -------- The Holland Furniture Company THE CHAMBER FURNITURE LINE Shown in the same place in the MANUFACTURERS' BUILDING, GRAND RAPIDS, ~~~by~-- WILLIAM C. CROLL, EAST J. C. HAMIL TON ! CHICAGO PITTSBURGH C. E. COHOES, MIDDLE WEST EV. S. BROWER f ' WALTER C. SCHAEFER, PACIFIC COAST HENRY F. SCHAEFER, SOUTH I - - -~~~~~~~~--- MICHIGAN ARTISAN 13 IEvansvilleF~rnitureC~~panyl EVANSVILLE, INDIANA ~= OURLARGELINEOF== Chamber Suites Wardrobes Bedsteads Chiffoniers Chairs Safes and Rockers Will be Shown at the Wareroom of the M. L. Nelson Company ~~:-~o ALL THE YEAR ROUND Also at Our Commodious Wareroom in Evansville. Largest Manufacturers and Jobbers of FURNITUREin the West Evansville Furniture Company I Writo £0' C ... lo.... '00. to b. ,,, •• d. EV ANSVILLE, INDIANA I• 14 MICHIGAN ARTISAN IlESTAElLISHIlED 1880 I"UIil-ISHI:D .... MICHIGAN ARTISAN CO. ON THE 10TH AND 2&TH OF' EACH MONTH OP'FICE-l0B, 110.112 NORTH DIVISION ST., GRAND RAPIDS, MICH. ENTERED IN THE PO$TOFPIOE AT SIIAND RAPIDS, MIDH., "8 SECOND CLM8 MATTER, Something of a sensation was created in the trade recently by the publication in the Chicago newspapers of a statement that a tn!st of manufacturers had been formed for the pur-pose of selling furniture at retail, following the plan of the United Cigar Stores Company. It was represented that John J. Schneider of Grand Rapids had been chosen to pro-mote the plan. It seems that too much prom1nence has been given IVlr. Schenider, who, in a letter to the Artisan, declares that there is no foundation UpOll which the article published in Chicago was based more substantial than a reporter's dream. Mr. Schneider is a clever gentleman of large ex-perience in the furniture trade. He has been chosen presi-dent of the United States Furniture Company, whose plans and ptilposes ha've not, as yet, been fully rev~aled to the trade. Mr. Schneider is not a resident of Grand Rapids, Mich., but a representative of a factory located in Grand Rapids, Wis. °to °to A potential argument presented to the public by the Lar-kin Company is the following: "If you purchase aU your home needs of a local merchant, you are spending much money needlessly. Larkin direct factory-to-family dealing saves for you all cost that adds no value, and gives you all the profits of middlemen." The local merchant, by properly using the means at his command, can counteract the influence of this argument by showing the public that he can purchase goods as a.dvantageously as Larkin and that he offers better goods for the same money. °to °to Pessimism pe~vades the furniture trade atmosphere. Re-tailers report low stocks, \vhile manufa.cturers are just as sure that the sun vlfill rise tomorrow that the coming year will be a notable one for all lines of trade. The spirits of the manufacturers are buoyant, and confidence is fully es-tablished in the stability of the future. Many who with-drew lines from the expositions last year have returned and there will be complete exhibits in all lines of production for the inspection of market buyers. °t" °to Grand Rapids will rank hereafter as the leading market in llpholstered furniture. In addition to the scven strong locnl lint:s, there ~vill be found 011 sale _in January the best products of the best upholsterers in New York, Brooklyn, Milwa.ukee, Toledo, Jamestown- and other furniture centers. In the number and the quality of lines exhibited Grand Rap-ids will be pre-eminent hereafter. °to °to The holding of the Yukon exposition in Seattle next sum-mer will can for considerable outlays for furuiture to accom~ modatc the many thousands of visitors who will attend it. °to °to Portland, Oregon, has attained considerable prominence as a furniture manufacturing center and will soon ~laim the distinction of "the Grand Rapids of the West." . °to °to Something worth having, not junk, should be offered by merchants when employing the prize distribution plan for promoting sales. "t" All lines will be found in ers on Monday, January 4. fore that date. "t" readiness for inspection by buy~ Several lines will be rea,dy be- °to °to Don't be a "hardly ever." Be a "now." markets, study the lines and buy intelligently. while, '.'Get" to the It is worth °to °to Lawn, summer home and porch furniture form important features in the mid-winter fn::n:iture expositions. °to °to The stay-at-home buyer is drifting, slowly but surely, toward bankruptcy, @:l * @ At AU Times in Advance. The Thomas B. Laycock Manufacturing Company of In-dianapolis have long been recognized as a leading corporation in their line of manufacture. The bosiness was established on a very modest basis more than twenty-five years ago, but the purpose of the <:,-om-panyhas ever been upward and on-ward. Commencing business with a small line of bed springs the goods produced contained so many features of merit thd.t the product waS easy to sell at a profit. The company's business grew steadily and the great plant now oecupi..::d covers many acres. In the manufacture of brass and in.,;, beds the c_ompany have attained prominence and stability in the favor of the trade. @ * @l Prepared for a Season of Unusual Activity, For the present season of 1909 the Michigan Chair Com-pany of Grand Rapids offer a line of 1,250 chairs of medium and fine quality. The line embraces everything that could be desi.red in the line of chairs, in imported anI:'. domestic woods, carefully designed by Mr. Nash and a corps of 'able assistants and built to afford security and comfort as well as attractive styles. Anticipating an unusually strong demand for goods, the company, which is possessed of a very large manufacturing capacity. is prepared to fill orders promptly, President Jordan, Treasurer Ga.rratt, Secretary Guest, Vice President Cox, Salesmen WaltOll, Parmenter, Penney and R. G. Calder will be in attendance upon the sale during the month of January. @l * @ Beautifully and Effectively Expressed in Photogravure. The furniture trade was treated to a plea.sant sensation a few weeks ago by the distribution of' ImrtfoHos containing very handsome illustrations of the line of medium and high grade furniture manufactured by the Berkey & Gay Furniture Company of Grand Rapids. The portfolios are very much larger than the average catalogue in size, evidently made so for the -purpose of displaying a whole suite at sight to the prospective buyer. Many ornate period styles are placed before the eye of the buyer so effectivly as to command in-terest, admiration and the desire to purchase the goods dis-played. The Berkey & Gay Furniture Company sell the' port-folios to responsible dealers on private terms that are worthy of an investigation. @ * @ For Sale at Once. The best paying complete House Furnishing business in Michigan. Old established, good prices, a gold mine for a hustler. Address "Bargain," care Michigan Artisan, Nov, 25th-tf, MICHIGAN Will Open When the Whistle Blows. \Vhell the whistle blows calling the four hundred em-ployee:; of dH~ Gr;llld Rapid:,; Chnir Company to l<\bor on the n~ornil1g of January 1, 1909, Tre:\smer Poote, Secretary Ryan, Superintelldent 2\lmv'ltt. Salesmen \V<ltkins and Ho\va'rd will enter the warerooms prepared to greet tbc buyers of fUfl1illlr-::, ARTISAN 15 YV.\V. Ayres received 1,000 business calling cards with an intimation that he is expected to use them during the year. He "" ...ill have to go some to make a thousand calls, but "Billy" doesn't mind a little task like that. @J * @ A Couch for the Crowd. By the crowd we lUetin e\'e.rybody. Some people do not like da\TcJ1ports, others do not have room for them, but this I-[afner 3153 couch is neither too large, too small or too expensive for the man \vhose sala.ry or weekly \-vage is small, and yet so well made and attractive in appearance that it will be a we1conl.C piece of furniture in any homc. It is 76 inches long and 30 wide. It does not nced describing, as the picture does that. The Hafner Furniture Company, 2620 Dearborn strect, Chicago has heen making good upholstered furniture for thirty-rive years, and \'...hen tlley guar-alltee a piece of furniture it will stand up to the guarantee cvery time. It is wOI-th \;vh.ileto do business \vith a house like tbis as it does away with much explaining, and the dealer is sure of fair treatment at all times. @ *" @ No. COUCh. made by The Hafner Furniture Company. ·who appreciate the fact that the line is always ready Oll the opening day at 7 o'clock in the: morning, the:reby coablillg' all early sta:-t t.o be m,\dc in the examination of a very impor-tant line. The COTI,pany offers lTJ<lnysp~.'cialtics--npwards of 200 ne\\-' pieces--in addition to their st;tpJcs, for the considera-tion of h11YcrS. The goods are rnedillnl priced and made of oak and mahogany_ @ * @) Exploiting Grand Rapids. The city of Grand Rapids is bcillg handsomely exploited by a very ha,ndsome booklet which contains colored illustra-tions of the following well known factories: Sligh Furniture Company, Grand Rapids Chair Company, Fancy Furniture Company, GUlll1 Furnitul-C Company, )l'1acey, PJ1ocnix, Im-perial, Oriel. ~/richigan Chair, Ll1ce. That is a fine array of modern factories and a good representative list of Gran:.! Rapids funiitme. Jt.is a good book that the marc widely it is circulated the more benefit it will be to the wonderful F11r" llit11re City.~Furniture \VodJ. @ * @ A New Catalogue in Preparation. The :\I"elson-:Matter Furniture Company of Grand Rapid::; have placed an order for a large and ;lttr'::,....:tJve catalogue of their choice line of medium and fine fl1f1litl1rc. It will be ready for distribution early ill the coming year of 1909. @ * @ Re:nembered by Santa Claus. "Pll.iJ" Klingman is happy over a, new writing machine, which he greatly needed. J. n. IIo\v<lrd is studyi1lg a new cook book. An "original" design of a fOlWd end china closet satisfies tbe artistic soul of Charley Black. "Rob" Irwin received a model oi a single stick racer, with v.:llich he hopes to build a boat that will beat all sailing craft of its kind on fresh "\vater. "Abe" Jennings is delighted with a pair of single sbell sculls. "Ed" Cald\~relJ, the farmer of Spring Lake. found a new style plow in his stocking. \'1. S. Emery is sho\ving his friends a season ticket for the base ball games to be played in l"Iemphis next summer. It is supposed to have been given by Ikc :Mcndle. A bunch of heather direct froUl the "Hielands" caused "Bob" Calder's pulse to beat a little faster. "Jack" Neather found a new contract ior the coming yea: in his stocking-the handsomest ever. "Alex" 1'fcInt.yre received official notice of an addition to -his trade territory and is pleased. I------ The Brower Studio. The Druwers -(they might be called the two Johns, but John and "Jack" \vill anSWer the pllrposc:)--have fitted up a very <::omfortable studio in the Shepa,rd building in front of the elevator. The Browers are al~tists of experience, and "w·ill be pleased to meet merchants needing designs for speeial pur-posts or decorations [or interiors. A royal wekome awaits callers Upon the t\\lO Johns. @ * @ South Bend, \\Tash., will soon have a large furniture fac-tory, to be erected by the South Bend Furniture M.aritlbc-turing Company. r------------------------------------~ ! I,, ,III No.2. 30 jnehes deep. 30 inches wide. 45 inchel1lhigh. A QUICK, EASY SELLER I i w~lDa~ ot\ieq 100, Send for OUTCataloa and get aquainted with our Large Line, Low Prices and Lib"'ral Terms. IROW!~.!LD!~L~Fco£.~I ~-~ . \6 MICHIGAN ARTISAN It Won't Make Any Difference Whether you go to market in I Chicago, Grand Rapids or New York I WE WILL BE TUERE I with the strongest line of Frame and Fixture specialties in Dining Room, Living Room, Parlor and Music Room pieces in Oak and Mahogany we have ever shown, and we cordially urge your early and careful inspection. CHICAGO GRAND RAPIDS Wabash Avenue and 14th' Street Sixth Floor Furniture Exchange Furniture Exhibition Building Second Floor NEW YORK New YQrk Furniture Exchange Lexington Ave. and 43rd St. Charge oj J. C. and G. F. Weatherly Rockford Frame 'and Fixture CO. ROCKFORD., ILLiNOIS • -~-----------_-.-_-------------_._------_.-.., WARDROBE DRESSER No. 16. A Mi~hty Handy Piece of Furniture at a Medium Price --- WE MAKE --- Sideboards Wardrobes Buffets and Chiffoniers Dressers MEDIUM IN PRICE. GOOD IN WORKMANSHIP AND FINISH Complete line .hown at 1319 Michigan Ave., CHICAGO, 6th flQo•• Manistee Mfg. Co. MANISTEE. MICH. • I,!I G'ZAND RAPIDS FUllLlC LIBRARY MICHIGAN ARTISAN 17 IThe Udell "Worh.s I You still have time to get some Udell Good Furniture on yOUTfloors for the Holiday trade. Complete lines of Library Bookcases Ladies' Desks Sheet Music Cabinets Piano Player Roll Cabi-nets Disc Record Cabinets Cylinder Record Cabinets Medicine Cabinets Commodes Folding Tables Will be ready with their new line atsamples in Grand Rapids only, January, 1909. Exhibit 4th Floor, Furniture Exhibition Building. No. 12&2 Mission Deak. Heigllt, 4,5iJJches. Whlth, i'i inches_ Depth, 19 inches. Weathered and Early English Oak. WORns, ~---------_._------_._---... Late Stock Sheet tells you just what we have. Write for it and Catalog. • The ford &. Johnson Company Dealers don't k e e p U delI Good Furniturel they sell it. III ..._T--H-E---U-D- ELL The line includes a very complete assortment of Chairs, Rockers and Settees of all grades, Dining Room Furniture, Mission Furniture, Fibre-Rush Furniture, Reed and Rattan Furniture, Go-Carts and Baby Carriages. No. 805 C 2 Our complete line of samples are displayed In The Ford Ii. Johnson Co. building; 1333·37 Wabash Ave.• Including a special display of Hotel Furniture. I ~ All F'wrnitu'J'e Dealers are cordiaUy invited to Visit owr bUilding. , --------------' Indianapolis, Indiana. GEO, SPRATT & CO. Manufacturers of Chafrs and Rockers. A complete line of Oak Diners with quarter sawed veneer backs and seats. A large line of Elm Diners, medium priced. A select line of Ladies' Rockers. Bent and high arm Rockers with solid seats, veneer roll seats, cob-blerseats and up-holstered leather complete. High Chairs and Children's Rockers. rou 'I.vill get in an the ground floor 'When you buy from 115. SHEBOYGAN, WIS. I,II III I III II No. 542 Oak, S&lio Seat. Price, $IH~;. No. 540% Same as No. 642 on I)' Quartered Oak Ve neer Seat. $18 ~:~. ~---- No. 542 MICHIGAN New Plans for Building and Furnishing an Apartment House. In New York city a new apartment house is to be built by a company of eight men to be known a824 Gramercy Park. It will be twelve stories high and a new idea of inter-ior arrangement will be carried out on the duplex plan. The owners will occupy suites of rooms. Nearly every suite will occupy two floors, the sleeping rooms being placed over the library, foyer hall. and dining room, with connecting staircase. Arranged in this way, the apartment takes on the appearance of a private dwelling while it retains all apartment house conveniences. The co-operative plan will be used as the owners tastes are identical, though their occupations differ widely. The building will be their permanent residence and. will cost $350,000. The owners are; Richard Watson Gilder, editor Century Magazine; his son, Rodman D. Gilder, Secretary Crocker-Wheeler Company; Herbert Lucas, architect; Fran-cis Wilson comedian; Charles H, Lee, of the United States Leather Company; Jules Guerin, artist, and John B. Pine, lawyer and Treasurer Columbia University. A description of some of the apartments is interesting, showing the variety of tastes to be considered in the furn-ishing of different suites. Francis Wilson will have one of the most elaborate apartments with an entire floor of ten rooms and three baths, including one very large room to extend up through a story and a half. This innovation had its origin in studio apart-ments built for artists' use, but of late the advantages of such a room for purposes of entertaining are being recog- , nized and insure growing popularity. Mr. Wilson's idea in building so large a living room is to accommod"ate his books and pictures. The room will be 33 by 20 feet and 14 feet high. An adjoining room will also be set aside for a study and library, with bookcases around all sides and to ceiling, with bal~ony to reach the high shelves. Although Francis Wilson is not generally known as a literateur, it is an interesting fact that his library is a fine one, embracing a collection of over 10,000 carefully selected volumes, among which are many rare editions arid valuable reference books. This entire library, together with Mr. Wilson's paintings, wilt be removed to the new apartment from his present home, The Orchard, New Rochelle. In fact, the entire house will be dismantled and permanently closed. His valuable art collection includes all modern Dutch masters and is recognized as one of the finest in the world. Among the artists are found Jacob 1'1aris, William Maris, Mathew 1hris, Israels, Eosboom, 1",fauve, Weissinbruch, Masdog" Euer, Jurres, Elommers, Neuhurjs, Tholen, Debock. Mr. Wilson has met most of the Dutch artists personally, and is especially fond of Bosboom, "vhom he calls "The Painters' Painter." It was during his close friendship with the late Joseph Jefferson, who purchased many Dutch pic-tures, that Mr. Wilson became partial to this school. In furnishing his luxurious living room it is Mr. Wilson's plan to work out some pleasing effects. Before the fireplace old mahogany sofas will be backed up against a long library table on both sides, and in the space at each end of the table will be placed a Ch;ppendale chair. Another part of the room will be similarly equipped. Florentine lamps will be conveniently arranged for reading. In the English dining room will be found six remarkable iold black oak chairs made from the pew doors of Christ ,Church at Stratford-an~Avon, where Shakespeare is buried, also a settle made from an old choir seat. All bear the arms 'iof Stratford-on-Avon, and are surmounted with the Prince of ~Wales plu~e, elaborately carved: The~e chairs will render {,Mr. Wllson s new home doubly tnteresttng, as there are but i:three other persons in this country who possess antiques of ).!justthis character. ;~ Mr. Richard Watson Gilder's apartment of -twelve r'ooms al1d .three bath.s prornlses to be one of the most interesting ARTISAN that New York has seen in many a day. There will be a rare old mahogany cabinet at which Mr, Gilder used to write for the editorial department of Scribner's Monthly, under tIte head of "The Old Cabinet." Mr. Gilder wrote this editorial matter for twenty yearsl always using the saine desk, and he fondly retains in his library to-day the cabinet which gave the name to that department. The new library will be somewhat like the present one, having the same ar· rangement of fireplaces and books. Mr. Gilder has a large library, andl while he is riot a collector of old books, he likes to ilswap books with other men," as he puts it, and has a great many autograph copies. The new library will be situated in the front of the house, overlooking the park, while overhead is a large music room and playroom for the younger children. One of the chief features of interior decoration in the new Gilder home will be the old mahog-any doors and columns. Many pieces of fine old mahogany furniture which have been in the family for two or three generations will be used. When Rodman Gilder, who has the smallest apartment in the company, but the largest stock of humor, gave out his plans, he said: "The others althave larger apartments than mine, but, a.s David remarked just before his encounter with Goliath, 'Do you think that I'm too small?! There will be four rooms besides kitchen and bath. The largest room is to be a din-ing room, parlor, music room, studio, smoking room, study breakfast room, and living room, "I shall carry out some ingenious effects with mirrors, although not in any sense a maze. Mirrors, will be placed opposite each other, giving an effect of a larger room. I would also like two mirrors in a corner placed at right ang-les. In my bow window will be placed a window seat ten feet in length. upholstered, with two big chests on rollers under it. There will als·o be two little latticed windows 2 by 2" with boxes arranged for flowers." , In discussing his arrangements young Mr. Gilder smil-ingly emphasized the idea that his need not necessa.rily be a bachelor apartment, at least, it need, not remain so. Mr. Herbert Lucas will have an apartment oi eight rooms and three baths, built on the duplex plan. The staircase will be an adaptation of the old stairway in the Longfellow house at Cambridge, and the living rooms will have large fireplaces, bookcases, window seats, &c. All of the interior will be in keeping with the collection of old mahogany furniture which Mr, Lucas has been collecting with much interest during the last fifteen years. Mr. Guerin will have the only studio apartment in the building-a room 25 by 34 and 14 feet high-with a unique arr.angement of staircase and gallery overlooking studio. Mr, Guerin is now in Italy and will bring back many interesting pieces of furniture, &c. @ * @ From the Big Bend Bazoo" If the idiotic walloper who put concentrated lye in :our shaving mug; causing us to lose a few handfuls of skin, is caught, he will be properly lemonized. The young lady who changes the sheets from one bed to another at the Globe hotel has received word that her uncle had died and bequeathed her a fortune of $22 and a picture of her grandmother. Annie hopes the money will all come to her in onc chunk so that she can buy things wjth it. Same here. Vie have always said that Major Young was the stingiest man in \Vyoming. He makes his children hop to Sunday school, changing feet every block to save 'shoe leather. Iso"t he a pee-wee. The new Bapttist minister stutters so painfully that it takes him two hours and a haUto rip off a one-hour sermon, and he is l6sitig.'all his trade. Those' who" chip in the ha.t get their money's worth as he sayS everything two or three times. ...-------- ,I 1250 :vrrCHIGAN ARTISAN • 1883===1909 Grand Rapids, Michigan THE MICHIGAN "Foremost in Chair Malt.ing" THE feeling is universal that a season of extraordinary activity is before us. To meet unceasing demands means large equipment and all around fitness. Such possession is OUTS in marked degree and furthermore we will exhibit on our wareroom floors January 1st, 1909, a most attractive line of Chairs in every department satisfying and complete. No middle ground. Best always at "The Michigan." EAST Chas. H. Cox Robt. E. Walton Representative Salesmen SOUTH W. R. Penny WEST Chas. B. Parmenter Robt. G. Calder 1250 Sample January, 1909 Michigan Chair Company Michigan Chair Company."; Sample C H A I R S January, 1909 I IL~ __ • 19 ,,"II III! C H A I R S 20 M~CHIGAN ARTISAN 1.-Looking ove-r Gate into Elevato't Shaft. THE ELEVATOR SHAFT. Fatalities Result From Looking Downward. Do 110t put your head into the elevator shaft. Of COUf:;e, you would not be so foolish as to do such a thing. Still, you night. Aryway, the warning is sound and should be heeded. Many serious and fatal accidents have occurred, aud con· tinl1e to occur, because people are curious and want to poke their l:cads into places """here they have 110 business to be. An elevator shaft is one of these places. It is dal,gcrous to leak through an open door into the shaft. You are Ibhle to becoll e dizzy, or something else may happen to cause yOll to fall ill. It is dangerous to lean over a gate or bar a11'l gaze ida the shaft. The elevator may come down and catch you between the gate and the platform floor. It is decreed that we <111shall die, There are a thousand and O1~e ways in which the "taking off" process can be ac-complished, None is pleasant, and few there are who die ;n the manner the~r would choose if the question were left to them. To "shuf-fle off this mortal coil" by falling or ~eing knocked into an elevator shaft dlr by being decapitated by an elevator as it descends while you are leaning (wer n gate or bar is perhaps as un-comfortable a way of dying as can well be imagined. Yet accidents of this character are avoidable, that is, they could not happen if you did not put yOllr head into the shaft. They are sometimes unavoidable if you do. It must, of course, be -admitted that there is some undefinable and uncontrollable feeling which impels a person to look into any kind of an opening. You get on the top of a tall building and yOU immediately g0 as near the edge as you dare, to see how far it is to the ground. Passing along the street where a ditch is being dug, yOll, of course, have to go and see for. yourself how deep it is. So it is 'with an elevator shaft. If the door is open, or jf it is guarded by a low gate or rail, it becomes your bounden duty to look into the hole. Now, a person looking iota an open-ing" of any teind seldom if ever looks upward, Tt is always down. And there is where the danger lies. It is the space betow that causes dizzi-ncSs. al1d it is in looking down that 011e fails to observe what is above. If the elevator is below in the shaft, it can be see"' if it is approaching. If, howevE'" it is above al~d is cordn.q- down onc will not be aware of the fad until he is struck by it. On freight elevators there is sometimes placed a warnin~ signal arrangemcrt, in the nature of a ben which automati-cally rings as the elevator moves, but more often no sl1ch devlre is provided. On elevators used for the carriage of passengers warning signals are seldom installe.d. They <Irc qat considered necessary, owing to the elevator being gen-e: ratly in charge of an operator and the hoistways being gnardec1 by enclosures and locked doors. Accidents due to looking into the shaft usually occur therefore in connection with freight elevators. As to just how they occur, a fe\v cases are b.iefly cited in illustration. Picture No.1 accompanying this article shows the en-trance to a freight elevator hoistway. It is guarded by a semi-automatic gate, four feet four inches in height. This gate is raised by hand a.ud descends automatically as the ele-vator leaves the landing. An employe in the building where thls elevator is located, being curious onc day to know where the elevator was, looked over the gate just <:!sthe elevator was eorring down, and, not being observed by the man on the ca.r, his hea4 was caught between the descending platform and the gate, breaking his r.eck and killing him il1stant~y. The pi.cture also shows the position the man was in when tl:e elevator struck him. A similar case, except that it did not terminate fatally owing to the prompt action of the ope ator, is the following: A girl en:ployed in a, hctory, wit110nt any special reason for doing so, looked over the guard rail i:-:to the el~vator shaft. The elevator just then descending cJ.llght her on the back of the head, forcing her neck against the top of the gate. The operator, catching sight of the girl just as the elevator struck or was about to strike her, prompt:y reversed the lever and stopped the car, but not before the platform had scalped the girl from the base of the b:"ain to the forebead, and from ear to ear, her scalp being pushed over to the front part of her he8d, Occasionally a person will do some untow~u.-d thing to get into adange.-r- OilS position, and thereby meet wit.h what rr.ight truthfully be termed an unfo:'eseen accident. Picture No.2 shows another entrance to a fre:ght elevator well which to all appearances is adequately protected. As a matter of fact it is much better guarded than hundreds of hoistway entrances that have come under the writer's obse~- vation, and which werc considered reasonably safe. The gate is semi-al1torr: atic, stands a little over five feet from the floor and is composed of horizontal and upright bars. The rectangular openings in thc gate tllU5 forwed arc about Seven inches in width. Ninety~nil1e persocs in a hundretl would say that this gate was sufficient to keep persons from falling into the well or coming in contact with the n:oving elevator, and yet a fatal a.cci-dent den::onstrated bcyond all question that while the gate mi.ght be cOll!:'.;id-ered as "reasonably safe," it was not absolutely safe. A person of medium height could not look over this gate into the well without climbing ot1"the gate, but a boy working on the prem-ises got aroll.nd the difficulty by thrust-ing his head through the narrow op-ening where it is marked X in the picture. Of course, it so r.appeced the elevator was on its way down, and, catchin~ the boy's bead between the platform and the bn, it crushed him to death. The elevator shaft is often used 8S a means of c::1mmunica· tion from. one floor to ar.other. This is a dangerous practice as the foHowing' accident will show: A rran on the first floor of shop wished to talk to a man in the basement. He, therefore, le<>ned into the elevator well and "hdtced" to at-tract the other wan's attention. The elevator guard con~ sisted only of a rail set in slots at each side of the entrance, and, as the elevator coming down struck the man, it broke the rail over which h~ was leaning afld ptecipitated him t0 the bottom of the shaft, a distance of about twelve feet. The man's back, face and head were badly injured, and one arm was broken. Still another case: A man hea.ring some one calling in the shaft, went and looked over the gate to see who it was. I~----------_._-- \I!CHIGAK ARTISAN" 21 Richmond, Ind. Double Cane Line "Slip Seats"-the latest and best method of double cane seating. Catalogues to the Trade. __ . --i At that instant the elevator descended 011 the back of the man's head. pressing him ',vith such force against the g2b.' tbnt the gate ga,vc \vay. To the breaking of the gate the man probably owed his life, <IS otherwise his head must have betH crushed. /-\s it was he was nearly scalped, and his chin 311d tho oat were badly bruised and torn. The danger of looking- do\vn an elevator shaft, is not, pened because of the open door is illustrated by an incident tlwt recently caIlle to the writer's attention. A 111an, approaching the elevator and desiring to take pas-sage, observed that the door w·as partly open. He rang the bell for the elevator, <lnd then, curious to know where the elevator ,·vas, opened the door wider, thrust his head in and looked down the shaft. The elevator was, however, not 2. Gate Through which Boy Thrust his Head to Look Into Elevator Shaft. however, conl1ned exclusively to freight e1cv:lto1's. How often is it 1h8t the entrance doors to a passenger c1e\?ato, have failed to latch, due to negligence on the part of the op-eraiur, or to defective latches, and are left standing part ,vay open! v\That is mOTc natural than that a person observing the open dOOl- should open it still "iider. or a child, p8.ssing by. run through it? Picture No.3 shows the enclosure cloor on a sixth floor, which the elevato;· operator neglected to see tightly clo52d before le.:n,ing. How em i1cciderit nEarly hap-below, but above him, .<Hldin response to the can was rapidly con-,ing duwn. The IT;).lJ, having satislied his curio:-;ity .• vvithdrevil his bead from the sbaft just as the elevator shot past, missing l1im by the closest possible margin. The operator :lfter stopping his car, his ebony counten:1ncc blanched alt"r.ost to v,ihiteness, remarked to the man, "Gee, but that was a close shave." "Not so," replied the man, "·you don't think I was such a fool as to put my head in the elevator shaft, do you?" The man, spcakinci nbout the in- 22 MICHIGAN ARTISAN cidCl1t afterwards, said he knew better than to look into the shaft, but '3.1the moment he was thoughtless and impelled by a feeling of curiosity. He knew the danger; indeed, he had often warned persons against doing that very same thing, and, From the few cases here given, the danger attending an elevator well unless it is completely enclosed and the doors kept tightly dosed, is obyio\.lS. In cases where the opening is gua.rded only hy a bar or a gate, to a height of four or fiv;;,: 3. Entrance Door to Elevator Shaft Left Open. when the operator called: his attention to the narrowiless of his escape, he was Sf) ashamed of himself that he would not admit his folly. Pillture No.4 shows the position the man was in and the approaching elevator. • feet from the flooT, th~re should be an automatic signal ben provided which will watn persons of the approach of the ele-vatoT. In addition to the signal bell, a very simple warning device is to attach chains or straps to the under edge of the ~~el~JYilleDes~ ==(om~anJ=== SHELBYVILLE, - INDIANA MANUFACT{7RERS OF OFFICE FURNITURE t Write for 'latest catalOGue ~---_._--~-------_. ~IICHIGAN platform, pla,cing them about six inches apart and letting them hang down about three feet. 1£ a perSOll leanlng over a gate feels these chains falling on his head, he will draw back before the elevator strikes him, it having the SBme effect as the "low bridge" guard on the railroad tracks ,vhich causes the trainman on top of the car to duck the instant he ('.omes in contact with it. It might be well to say that the use of a chain or a rail as a guard to an elevator opening is not a proper guard. The main reason why they are used at all is that they are cheap. That is true, and it is also true that they constitute a mighty chea.p guard. Niggardly economy should not be weighed in the same scale with personal s,~lfety, for nothing is too good when it comes to the matter of safeguarding life and limb. But as the question oi expense ent<'.rs into almost everything, and rightfully so, 'when it .is considered judiciously, it is sug-gested to those desiring an inexpensive and serviceable guard ARTISAN 23 toilet articles, furniture and all sorts of personal belongings, 'There are over a thollsa.nd articles in the collection, most of them not only interesting, but beautiful and costly as· well, All these things are arranged historically, so that one sees together the belongings of LouisXIV., of Louis XV, of Louis XVI. and :.vlarie Antoinette, of Napoleon, of Louis Philippe, of Napoleon III. and Empress Eugenic, and finally examples of furnishings used Lluder the present republic. 1\ot long ago the directors of the museurlt decided to take an inventory of its treasures, not a third of which are on public exhibition. rvfany of them have been hoarded care-fully- so carefully, it appearsl tbat the very existence of some of t1]e111had be{'.tl forgotten, for an interesting discovery h2:'> been made in one of th'e hOllSCS where the overflmv is stored. This is a collection of materials in silk, velvet and brocado:.'. of the greatest magnificence, which '''''ere ordered in 1811 by Napoleon r. for the refumishing of the great chateau at. Ver- 4. Leoking Through Open Door Into Elevator Shaft. t.hat they insta.ll the s~n-,i-al1tonJ.atic go.te. This gate gives general satisfaction, is simple. in operatioll, and, ii built suf-fIciently high and close, it lY,<lkes a good g-l1ard. As to passenger e!eyatcrs, the door should be provided with a door-locking device "\vhidl ",'ill prcv~nt the elevator being n-:;oved until the dO(LS are securely dosed. In Rhode Island and Pennsylvania such a del/ice is rcqu;l-cJ by law Oil all elevators used for the carriage of passengers. A safe rule to follow is this, "Do llot put your head in tllC elevator shaft. Ring· the bell and ·wait." RICH FIND IN PARIS. Costly Palace Furnishings Ordered by Napoleon, but Never Used. Among the many curious museums in which Paris is rich the one caned the Garde Meuble has it unique inte.rest. A visit to its galleries makes one feel as if one had touched hands with dead kings and queens. It is the most intimate collection of its size in all Europe. The reason is that it contains a multitude of objects which were in use by the· dead and gone rulers of France-clothing, saille:;, ulloccupied since the tragic departure of Marie Antoi- 1Jette. :Napoleon had been living i the Trianon a,cross the park hom the grand chateau, bl1L decided that he was cramped there and that he would reign at the huge palace in a splendor not second to that with ,vhich Louis XIV. had filled it. Su he sent orders to the silk and velvet merchants of Lyons for imrncllse quantities of costly fabrics for hangings and uphol-st. ering. The idea was a trifle too late. The war with Russia came soon, and the next two years were spent on a hundred battlefields instead of in silk-hung chateaus. In April, 1814, Napoleon abdicated and all the gorgeous materials have lain in obscurity for almost a century_-Exchange. @ * @ Will Travel in the" East. Elton Daniels, a nat.ive of Grand' Rapids, who entered the comlnercial field a few years ago as a traveling sales-man a1t-d"made good" in a surprisingly short time, will re-present the Phoenix Manufacturing Company, 01 'Covington, Ky., during the coming year in the eastern territory. He is YOU1lg,. <lctive, ambitious and possessed of all the qualities that ",,'in success in the business world. 24 MICHIGAN RUDOLPH'S RANK COMPETITOR. The Star Salesman Submits That it is a Crime to Put a Man Up Against a Game Like That. Rudolph came up to the July Exposition joyfully and in a new forty-dollar suit. Rudolph is one of the furniture salesmen who gain a pound a week riding nights to make small towns and feeding at railroad eating houses down by the hacks. "You take it from me," he said to the clerk at the Morton, "I'm playing for all the chips in the rack this aip. I've got a stock of dope and a line of office furniture that will breed hot boxes in OUI" little old shop do\'vn by the whispering O-h-i-o. I'm going to spread OUT product all over the scenery. vVhen you Grand Rapids fellows get your skyline in plumb again and the pieces of your little old bu~g put to- , ., ! Grand Rapids Caster Cup Co. 2 Parkwood live., Grand Rapids, Mich. We are now putting out the best Caster Cups with cork bases ever QBered to the trade. These are finished in Golden Oak !'Iud White Maple In a light finish. The~ g<)()dsare admirable for polished floors and furn-iture rests. They will not sweat or mar. PRICES: Size2U inches..•... $4.00 per hundred Size 2.Y4inches' ...•. 5.00 per hundn~d Try a Sample Order. P. a. B. Grana RapfdR. • getber so as to make a consecutive ma.p, I'll be getting word from the house to go and rest a year, witb salary and ex-penses. That's the way I'm going to cut up right llOW." The clerk rea.chcd back to the letter rack. "It occurs to me," he said, "that there's a tele.Tram here for you. Can~e in yesterday_ Didn't lost, yOl1r w.ay in th~ dark, did you ?" 'iYour Dnde Dudley reads fine print in the dark," replied Rudolph. "On the way up I stopped off at 1I1eddow. Man named Flint had a cillch on furnishing tbe ncw county build-ing there. Now he's in-the also rans. I've got him in the b<l,(".k yard, under the sawdust." Rudolph tore open the yellow envelope and read his mcs-s. agoe. Then he fan his fingers througn his hair alld frowned. "YOlt look sorrowful," said the clerk. -ls your girl com-ing?" "Little RUdolph is wedded to his art," replied tIle sales-neall, "the gentle art of selling office furniture.. Cash on delivery and no boodle goes." He pondered over the message for a moment and then turned to a railroa.d guide. "Funny thing," he said to the derk. "House wires me to go back to 3,1eddow and cinch that contract. New salesman on the scene. One B. L Ferris. New party, I take it. Ratsl I hold the chairman of that building committee in the hotlow of my hand. He's at the present time in his third in-carnation as a keen, level-headed business man. Wonder where this Ferris party b1.1tts in from?" The clerk didn't know. The house sent a long message to Rudolph, telling him to hurry, and the hopeful man who sought to plaster the landscape with curtain-top desks and ARTISAN things shot out of town on the Midnight Limited, half asleep in a parlor car with visiollS of acquiring the scalp of one B. L. Ferris in his mind. "Look here," he said, next day, to the chairman of the building committee, "what new brand of dictionary is that buttinski of a B. L. Ferris measuring out to you .boys? Oaf imported artists in wood a.re sawing up lumber rignt now to make stuff to fit into the rooms of this modern temple of beanty. Where is this Ferris creature, anyway?" "You sce," said the chairman o-f the building committee, "the new drummer got hold of some of the members of the committee of which I am chairman, and it looks to me like decent burial for aU our fond hopes." "Well/' said Rudolph, "it seems to me that a. man who can play two jacks as high as you can without showing a map of mental conditions on your manly front, ,ought to be able to put it all over the other members of the committee, who are mostly fresh from the glad summe-r morning in the dewy hay field. Can't you get up a little party with plenty of fizz stuff and a small hot bird for chaperone? I'd like to see this Ferris buttinski in action." iiI don't think Ferris mixes it any," replied the chairman of the building committee, with a friendly smile_ ·'No. we can't do anything that way. You hang about here for a. few days aJld I'll see what can be done." "And while I'm loitering here, waiting to put this Ferris nondescript all to the bad, the boys up at the Grand Rapids Exposition will be sending out goods that I ought to have on my order book. Can't you think of some way we can get rid of this Ferris mollycoddle? I'll do ?uything in reason to get him out of the running right now, so I can get back to the Valley City and see the wheels buzz." "I'll think it over," said the chairman of the building com-mittee. "You've got to give me time, though, There may be a way," Rudolph strained away at the English language for a few minutes, and the chairman of the building committee looked out of the window to hide a smile which was spreading over his face. "Go ahead," said the salesman, presently, not having time to hunt up any new words with which to describe his feelings, "and I'll wait. I've got a room in the Empire on the first floor from the skylight, and I'll take pride in watching the shining orb of day rising and setting over the rustling corn. You haven t got anything handy to read about the quiet life, have you? In order to get in with the highbrows here have I got to wade in the dew in my bare tootsies? Tell that Ferris creature to name his weapons if you see him." "Say," said the chairman of the building committee, ignor-ing the clamor of tbe saleSmaJl, "here comes a little peach of a girl I'd like to have you meet. She's all right and as bright as a new moon. She's coming up to the h01;1seto dinner tonight, and if you want to do penance for your sins in that way you may come up, too. Good morning, Miss Leonard," he added, as a dream of a girl stepped into the office. "This is Rudolph Hastings. I don't vouch for him, understand, but I think he'll do to depend ou. in an emer-gency." Rudolph stepped back and looked Miss Leonard over. \Vould he go up to the chairman's house for dinner? With Miss Leonard there? WeIll Before the dinner was over he knew that her name was Bertha, and that he was to drive her over the country the next day, and he also found himself hoping that the Ferris person would keep things muddled up for a month or two at least. "If you don't keep in sight more," said the chairman of the building committee, at the end of three days, "this Ferris in~ dividual is likely to run off with this contract. The other members of the committee are bucking on your offer, and it looks like you'd better tend to business or get out of the ring." "Give me a couple of days," urged Rudolph. ! • • }[ 1 CHI G A f\ "\Vilat for?" demand the chai.man. yourself on l'vliss Leonard?" "Bet your life!" replied Rudolph. '"I'm going to :;tea1 that girl! She's Venus and Solomon wrapped ill one package. Look here, old friend, I'll give that Ferris person llLOlley to get out of to\'Vll with jf he'll go. And I won't ask ho,," far he wants to go. I'm busy with little Bertha Duckl1n~s at present, and can't fool with contracts." "I SLC your tinish," said the chairn.an of th::: CUlllili-ictee. "\Vilen yon get things Jixed with )liss LeOl:ard jU5t let 111e know." "Do you think yOll can get this buttinski out of tm-vn:->' "Yes, I think 1 can. VVuuldll't do it {or allY one but yo~!, old 111a11." "I'll be tickled to death to see \'1111Oil his way: said Ru-doiph, a.nd then his thoughts went b;:Lk to 11iss Levnanl. the girl he n.eant to marry if he cou:d. She ,vas ad aU the next cay, and at evening when Ru-dolph called to see ber she WelS (ngaged in packing a cut..: little suit case. She looked up with a snjle ..nl! sa:d it was too bad she had to go Qway, as she 'V;H; having the time of her life. She didn't feel any more Leart-broken over her departure thnn Rudolph did. He carriEd Lcr cute little snit case to the station and stood Oll the platform lluil the train faded from sight. I-le met the cha:rman of the co.nn.ittec at the big door. "\Vell," he s;,id, "that Ferris perSCH has gone at last. It wasll1~e of :you to clny the Ferris luggage to the train. The contract for supplying the furniture for the new county build-ing .vas in that suit case." "\i\That's that ;'" shouted Rudolph, turning many colors. "Sure. Bertha Lco;lard Ferris. Cutest saleswoman on the continent. You said yqU ,,,,ere going to steal her, you know, and so we thought it didn't make any difference ,vhich one g-ot the contract. When does it come off, old man?" "It would have come off riglJt here ill the street if there hadn't heen a policeman in sight. As it ,vas, Rudolph shook his fist in the face of the cbairOla.n of the building committee and n~ade promises ",.-hichhe hopes to keep some clay. If he does the chairman will go to a hospital. "You see,' said the chairman, "I lJeglected to give you Bertha's full name. Come up next winter and she'll have a new name. One I won't be likely to forget." "Oh," said Rudolph, "she worked you, too, did she? That's good!" "Oh, it is on the square with me," insisted the chairman. "There's one born every day," said Rudolph. "I don't just ren,ember the name of it dght 110wl Say, you, you're a big-ger fool than I am." "A ,voman ,vho ,,,,ill put up that kind of a game on an in· nocel1t drummer," mused Rudolph on his way back to the big Klingman building, "ought to be pinched. It sure is :l crime. Anyway, a salesman ·who will neglect his business for a pretty face ought to lose out." He wrote to the house that he had lost the contra.ct be-cause of bare faced fraud! ALFRED B. TOZER ''To go blowing @ * @ Studies in Ancient Furniture. A recent acquisition to the collection of books relating to furniture in the Ryerson Library, Grand Rapids, is called "Studies in Ancient Furniture" by Caroline L. Ransom. It is devoted to couches and beds of the Greeks, Etrusc:ans and Romans. The Greek lexicographer Pollux was the first writer t.o attempt to give extensive information about furniture. In his subject dictiol1ary embracing many phases of public and private life is a ~ol1ection of words and quotations from ear- I:er writers about beds al~d their furnishings. The best detailed description of :t bed ouecrs in the Odys-sey, Odysseus being the lucky ov.'l:cr. The bed w~s of olive wood. built \vith the help of a plumb line, polished and ctec- , I L -- --- ----------------------------- ARTISAN 25 orated ,"vith gold, silvC1"and ivory. Its design is not given. The e<l,dy''\-'riters sometimes mcntion the materials used, such as iron and later principally woo(l decorated with ivory, sil-ver, gold. tortoise shell and sometimes b::::autifLedby veneers. Tortoise shell came into use about 100 B. C. Couches of bone handsomely carved have been found. Ivory was very genera.lty used for decoration. The principal sources of information concerning ancient fnrniture were the wall paintings, sculpture, interiors of tombs, reproductions in terra cotta of older piec::s and the Greek vases. Some Etruscan heds of the seventh century before Christ still exist. There is one dating from 200 B. C also. Tlw te.ra cotta reproUl1l::tiol1Srange from the sixth cen-tury before Christ to the third or fourth centu;·y A. D. Et-ruscan ,va.ll paintings show couches of the fifth and sixth cen-turies before Christ. They were often n~ade of bronze. TJ·.e Greek and Roman bed was used for reclining at meats. Italians had couches for .sleeping and eating both. In Latin literature we hear of couches for reading and writ-ing. lI'lost surviving couches of Greek and Ron~an date arc for banqueting. Most of the small terra cotta couche; of the Hellenistic period and later and Roman couches know11 in reliefs arc more like modern couches and sofa.s than bed,;. Narrow, piled up ",...ith cushions and usually having people ly-ing On thcm or seated on them conversing .• for daytime and night use both. Among Mycenaean remains therc is evidence for a furni-ture industry (probably including beds) in various terra cotta models of arm chairs. People sat in chairs to cat and slept on the ground, yet beyond a doubt beds were a com-mOil household article. Very little is known as to their forll:s except some had turned legs; some were portable, oth-ers occupied fixed positions. In tbe Greek period better made couches appeared, divided into two general classes, those with legs built on a rectangular plan and those with turned supports. In the Roman period turned legs a.-e the rule. At first couches were mere frame work of legs bearing flat surfaces on which bedding wa:; piled. Then low head boards nnd foot boards appeared, then the back vms added by the Romans. Possibly upholstered later. Beds \vithout head rests appeared in the sixth century. Turned legs were much elaborated. Then draped beds with no head rest appeared. Rectangular legs are of great impor-tance as showing earliest samples of what became later the most popular and widespread design for elegant chairs and conches. Known in Attica in the 6rst half of the sixth cen-tury, Spartan influence in the fifth century led to almost com-plete banishment of luxUriOllS couches in favor of plain styles. Fourth century beds were adapted from older styles. The Romans did not. use the Greek style of couch long. It went ont of style in the first century A. D. Beds had turned legs; they used rosettes and animals for decoration. Couches with curved j"est at two extremities, differed greatly from earlier Roman couches. Dolphin was a favorite motive on couches-head resting on frame body and tail swinging aloft. Backs introduced by Romalls were open rather than solid and had a middle rail, a bracing bar above floor level between legs and at'ms and lower than back. More like a settee. The use of upholstery is doubtful. No resemblance to modern single bedsteads 1-vith high foot and higher head boards. Draped Greek couches looked like modern college divans. The book contains so much of novelty and interest that ,1 thorough study of it is necessary to appreciate it properly. "In English Homes" by Charles Latham is a collection in book form of photogrnphs and reading matter concerning the homes of the English nobility. It treats of the interior dec-oratio1ls, describing their character, furniture aJld ado:'nmeJJts in many notable houses and castles in the beautiful English country. Among those written of and photographed are Hadden H~.11.I-Iardwick Hall, Derbyshire, Old Place, Land-field, Sussex, and Hatfield House. 26 MICHIGAN The Ideal "Boss." Morrison is looked upon by his employes as an ideal boss, not so mtH,:li- on account of his ability as boss as on a':couut of his pracd'cal working knowledge of the details of th~ bus-iness in which he is cllgaged and his ability to impart that kno-wledgc clearly to bis employes, who are really his as-sistants. Now, Morrison is one of tho~e bosses who is always on the job. He may be sauntering about the factory or store or he may have dropped for a minute into a chair in his private on-ice, but he is at all times available for the head of a department or his messenger after informatioll. Nobody ever think of becoming familiar with Morrison, though he always has a smile of welcome when he sees one of his men approa.ching him with that look on his bee which indicates that he \~7ishes to interview him. He has Wall for himself the magic title "Successfuf!' and he wears his hOllors so easily that i~is~the other man's own fault if he does not learn rapidly from being associated with him. To the men in his employ.".he is a leader. He has done what they axe ambitious to J~,.and done it well. It does not take a dose observer to realize that this in a great degree ,is what the workers in every house are doing. --~'------'----------" Henry S~hmit ff Co. HOPKINS AND HARRIET STS. Clo<lhlDati. OL.io makers of Upl.olstered Furniture fo' LODGE and PULPIT, PARLOR, LIBRARY, HOTEL and CLUB ROOM It is natural for the department head to look up to the boss and to be influenced by him. Of course, there is the scoffer, the caustic critic of his employer, whom we all know, who says: "He's a lucky dub, that's all." But as his life on the payroll is short and ever apt to terminate with great viol-ence and suddenness, he dosn't count in the great average. The average employe is an imitator and the boss is the ob-ject of his imitation. The boss is the last word. His word is law. What he says and does is right, by the creed that governs the comfficrcial world, for were it not he, would not be boss. The boss is the makcr of the standard by which he and all that he does is to be judged. Sma.ll wonder that he can do no wrong, in the eyes of the employe. So it is a natural consequence that the nature, disposition, character, habits and life plan of the boss influences, if it does not govern, the ways of the young man below. And this is why Jones, who represents another type of manager and whose name is legion, is no more fit to serve as this ideal than a barkeeper. Jones isn't vicious, or anything like that. The trouble is only that he isn't aware of bis responsibility as the boss. He feels that he is responsible to the firm, but tha.t's alL He refuses to recognize or to admit that he is responsible to his employes. Beyond this, a blank. And it is beyond this, realty, that the more vital portion of the responsibility of employer to employe is to be found. For here are f0!-1nd the actions from which the underling draws his estima,tion of the character of the boss, by which light he sees the road which he deems it best to travel. Kow"to be strictly honest, we've got to admit that JoneS~ conduct is not a shining example of what the conduct of a leader should be. First of all, the fact that he isn't'broad enough or deep enough to see and admit his responsibility to-ward thosc under him is against him. A real leader sees ARTISAN these things. There are just enongh employers of this type extant today to furnish a contrast to Jones. But this is a matter of inheritance, perhaps, and it may not be Jones' fault that he isn't a born leader. He can't help that. But he can help a lot of things. rnost,of the other things, in fact. He can avoid the small, sharp practices which so many of them resort to in their business dealings; he can impress npon the plastic mind of his young clerks tha.t honesty means honesty to customers, not merely to the firm. He can avoid profanity in moments of slight irritation-it was only the other day that the. writer heard within one hour the original cuss word of an employer and its repetition by a clerk. He can avoid any number of things in the office, things which he docs every day in his life, and which distinctly are not indi-cative of a leader of size character. But, perhaps, it is outside the office that he has his best chance to not do what he does. Docs Jones ever think what his clerks think when they see him imbibing strong drinks across the street? \\-'ell, this is about the substance of it: "Boozing is all right; the boss does it." l\·ow, Jones, personalty, may not be hurt by what he drinks; probably he isn't! because few men get to be boss who drink unwisely and unwell; but it is quite certain that his clerk will be, if he follows his bibulous ex-ample. But the boss does it, so it is all right; and Mr. Jones has helped to give a.nother young man a wrong point of view of <'onviviality. As the bo!'>s,so the bossee. And some day, when Jones wakes up and finds that a trusted clerk has been stealing goods or drunk and gambled away several thousands of his Jones', malley, it will never occur to him that he himself laid the seed for that harvest. No. But, O! how angry he will be as he e};.presses hitilself on the character of the clerk which he helped mould. Well, of course, in this day of the get rich today regime we can't be expected to take time to stop and go carefully enough to furnish examples to everybody. But really, in the increased standard of honor and conduct among employes, in their increased efficiency and faithfulness, the employer who would take this trouble would find that the trouble had "paid."-:\tlodern Methods. j @) * @ His Motto. A vcry small boy a.pplied to a great manufacturer for a situation. The great man sized him up carefully and asked what pos· ition he wanted. "A chance to grow up in the business." "Well, what is your motto, my son?" HThe salHe as yours." "What do you mean?" "Why, on the door there, 'Push.''' He got the job. @ * @ A Trade Slogan. "Double the capacity one-half the waste and one· half the labor," is the slogan adopted by the Grand Rapids Veneer Works, in the manufacture and sale of dry kiln apparatus. The drying of lumber ha.S been revolutionized by the com-pany's system of construction and operation, and hundreds of manufacturers, by written testimonials, endorse the claims of the company as regards economy and efficieny. Operators of wood working: Dlants using old style kilns will find it to their interest to investigate the Grand Rapids Veneer Works' system. @ * @) When the lady on the dollar talks the average man is ready to listen. -------------------------------------- - MICHIGAN ARTISAN r-------.-.---------------. i L ------------ .. Well, Here They Are Again...Good Ones, Too If this hunch can't get your com you need never lear the hold-up man. if they do; their goods will get your customers' COIn lor you. But never mind They're all here in Thirteen Nineteen· The Big Building i Adrian Table Co., Adrian, 1\lich. AdvauclOl Beddlng Co., LaCr()~~e, l\'hl. Alwin )ffg. Cll •• Elkhart, Ind. American Chair Co" 8eYJUour, Ind. _4merjcan 1\f~t.a1\\'3"'1" (:0., Cbil~ago. Art.'llidta Furniture Co., Arcadia, ~tich. AudeFurnItuZ'e (,'0., St. I.ouis, Mo. Banta :FUJ'niture Co., GOllhen, Ind. llillow-I.upter fXJ" CqJumbus. O. , Bissell Carpet Sweeper Co" Grand k,apidS, l\1ieh, Bbncbard-Harnilton Furniture ('0., Thy, 8helhyvUlc. Ind. Buc1~e;\:eChair Co., The, RaveuDlI, O. Buffalo Chair ""ol'ks, Buffalo, ~. y, Burkhardt :Furnitl1re Co., The, lhl}·ton~ O. BWltl11an Art Co" Chicago, Cabl~ ManD I~oJJsh Co" CWcago. Cadllla(J Cabinet (0., Iletroit, J\Hch. Caloric Co" Th~, Janeliville, ll'is. Campbell Fu-rniture Co., C. H., Shelbyvme, Ind. Campbell, Smith & Rit{~hie, J,ebanon, Ind. Capital Rattall Co., Tile, Indiu,napolis, Iod. Ca$tru(~ci Co., The, Cincinnati; O. Central Be.lding Co. of nIinol8, Chicago. Chicago Distributing Co., Chi(~ago. Chicago Lamp & Reflector Co., Chicagn. ChiclIgIJ :.\(jrror & Art Glass Co., Cbio:~ago. ChicagtJo 8tove & Range Co:., Chicago. ChJpI~I¥a .1·'»l1s Furniture Co., ChipIWW,1 "Flills, "·is. Choate~IIollister li'urniture Co., JanesviHe, "'is. Columbia Feathel' Co" ChiCHg"(t, Conrey & Bitely TlI.hle Cu., The" Shelbyville, Ind. Conrey.Davil'l Mfg. Co., SheJb:niUe, Ind, Co-Operative Furniture Cn., Rockford, DI. DJwis-Blrely °J"able Co., Tholl, Shelhyville, Ind. 'Davis, lIorwich & Steinmall, Chicago. Umlngham Mfg. Cn., Sbel::oygan. ',"'i'l. Dunn Co., .John A., Gardner, lialiS., U:l:l Chicllgo. Eckholt :l'urniture <"0., St. I.ouis, Mo. Emmerich &- Co., Chall., Chkrtgo. l<--:InrichFurniture Co., The, Iodiatlapolis, lnd Eureka Fumitur~ n'mks, Sd1Ooleraft, Jlkh. J<;x('c1 ~lfg. Co., Rockford, Ill. E~'les Chair Co., l~. G., Cedar RUllidfl, fl-l. Falcon ).Ug. Co., Big Rapids, :!'!lit:h. )<'all Creek :L\1fg.Co., J.lonre",,·ille, Inll. Fillwett J\1fJ;. Co., Uloomfteld, Ind, :l'eige nesk ()o., Saginaw, Mi(·h. FensJie nr08., <"hil~ltgo. l"erguson Dr<IS. }lfg, Co., Hobokell, X. J. l'i.sher ("'" C}-JUs, .4.., Ljllcoln, IJl. :Fostcr Hros. -:\Ug, (:0., ('ti('Il, 1'. Y., and 81. Louis, .:Uo. VOYt"r Bros. & Co., 'J'nledo, O. :t'o;yel' J\Hg. Cu., St\lr~is, Midi. l<'l'(\cflman Bros. & Co., Chicago, FH'lllont "Furniture Co., l"relllllnt, O. Fuller. \\'arren Co., )li1waukee, '"is. l''1tlton l\Ug. Co" Chicl,gO. Garvy (:0., The, Chicagll. Golden Vunlitur(' Co., JUllJestnwIl. N, Y. GOlibell .:lUg. Co., GOJWen, I.nd. ('o~hen Novelty & ll:-u~h Co., Gosben, Iud. Gnrue:1' Refrigerlltor 0,., Fond du I.Jw, \""'s. -and others. we couldn't get all of Look them all up. Hausske & Co., August, CbicllgO. Heroy GIllSS Co., Chkugo. Herr.og Art Furniture Cn., 8agiua·w, J\lich. Hod~lI Furnitq~e Co" 'rhe, Sb~ll1;rviUc, lmi. Hollat<z Bros., Chicago. Humpltl'ey Book(~lIse Co., Detroit, llich. Indiana Brass & Iron Bed Co., llol'gantown, Ind. Indianapolis Chair & Furniture Co., Indian-apolis, Ind. ,Jacoby l"ll1'niture Co., Y(t~k, PlI-. JllJIlestown Chail' Co" Jaluelltown, N. Y. Johnson It S{)US l"nrn. Co., A • .J., Chicago. Ken~·, iSorcn!!ien Furn. Co., Clinton, Ia. Remnitz :l"lHU.Co., Theo., Grcep lb". \\'is. Kincaid Fumiturl~ Cll., iStatesYille, N, C. Killg Furniture (,'0., ''''U1'J''('D, O. l:llnleY ~Ifg.Co., Cbtcal;"o. Knol::-,,'1l1e Table &; Chair Co., J{ntlxl'JIle, Tenn. Koenig FUl'1liture Co., St. Louis, :\'[0. J,IID_b, Gcol'ge L., ~aIJPanej.', Ind. LandllY, ,Joseph I., St. I.ollis, 1\'[0. Landu,1t 8t.~el Hange Co., St. Louis, ~lo. I.angslow-,Fo~\'ler Co., RocbeHter, N. Y. l.evel Furnitllre Co., JaJUeHtow,n, K. Y. I ..ibeny :Furuitul"e Co., Junlollstnwn, N. Y. 1.(I)"dJUg. Co" ~lenf1mhlee, Wis. l,ust.re Chemical 'YorkS, Chicago. :\Ianistee ~1fg, Co., ilfu,nistee, :J-lieh. ):r(~Cread): & \l'headoIl, Chi('llgO. UcDougaII & Son, G, P., IUdlanapdlls, Ind. ~leeballics Furniture Co., !to('kford, TII. Jnersman Broll.-Rrandts Cll., 'l"lle, Celina, O. 3-liiShll.walu\ :Folding Carriage Co" 'lishaw-aka, Ind. j[oou )lfg-. ('0" The J. L" Belle"'ue, O. l\'[ount Airy Mll,ntet & Table Co., )lount Airy, N. C. Naperville Lounge Co., Naperville, ilL National }t'urnitur-e Co., Jame~tl)WD, N, Y. ~atinnlll",beel Co., }'el'ry~blll.'g, O. Norquist Co., The A. C., ,Jame-ston-n, N. Y. ~orth St. Paul Table Co., 1Jillueapnlis, )fjoll. Oberbed{ Bro!l. 3ffg. Co., ('rand Rapid;.;, W1r.-. Olbl'idi & ('olhel~k Co., Cbiellgo. Pll1111erFurn. llfg. Co.• A, E" /\drian, l\Iich. I'almer .\ffg. Co., Detl'flit, ~lh'h. I'enn Table eo., Huntington, 'V. VII, rhflcJljx Clmir CQ., Shebo"'gllIl, 'ViII. them In If you at that. don't you Pioneer Mfg. Co., DetroIt, l\fich. PUmptolt l\'If,l:". Co., F. T., Chicago. Possdlu8 Bros, F·urn. Mfg. Co., The, Deb-oit, .Uil'"h. I're8ton & Khouri, l'ew York. Prufrock-lAttoo F'urn. CfJ., St. 1A)uls, Mo. Pullman Couch Cn., The, Chit,"llgo, Ranney Refrig-cru,tor CQ., GreenviUe, Web., and Chicago. Ruttan l\'Ifg. Co., New Haven, Conn. Rockford Furniture Co" Rockfol'd, DI. Rockford Standard Fum. Co., Roekford, ilL nome Metallic Bed;o;tead Co., RODle, N, Y. Roos ~1fg. Co" Chicago. Root. :Furnlture Co,) Shelbyville, Ind. Royal Mantel & Flun. Co., Jtockford, Ill. Sag-nun- T'lble & Cubinet Co" Saginaw l\lich, Saint Paul Table Co" St. Paul, -:\linn: Sanitary Feather CQo" Cbil:ago, 8cbneidel' & Allman, Chicago. Sdlranl Bros., Chicago. Schultz &: Hil"8ch, Chi<~ago. 8ecger-GaJlaseh Refrigerat"r Co., St. Paul, Minn. Se:dro l\lfg. Co., The, Cincinnati, O. Shelbyville Wardrobe ]\Olig. Co., iSbelbvviile Ind. • , 8hre-,,'c Chair Co., {:nion City, I'a, Sidway "(crl~aIlUle Co., Elkh'lrt, Ind. Sikes ConljoJjdated(~bJlir eo" New York, Philadelphia and BUffalo. Ska.ndia FurnitlU'e Co., RQCkford, Ill. Spencer &, Bal'lles Co., The, Henton Harbor .aIich. ' Spiegel Furniture Co., Shelb3:viJle, Ind. Sprague &: Carleton, Keene, N, H, 8tantlal'd Chair Co., lJnion City, Pa. ~tl:lams & FOflter Co., Cincinnati, 0, Stickley &. Branclt Chair Co., The, Blng_ hanlton, -S, Y. 8tom"bs-BQI'khardt Co., The, Dayton, 0, Stone Ohllos Co., Chicago, StUlJ.t J<'urniture Co., &dem, Ind. Streator l\lctal Stumping Co., Stl'eator, IiI. :-itreit l\ltg, Cu., The C, F., CJ1)einnatl, O. 8tul'kin-N~hoD· Cabinet Co., Loganspl,rt, Ind. Suitt DrOll. ~lJfg. Co" The, Cambridge, O. Thayer Co., lI. )l., Erie, Pa, ThomasvUle Furn. Co., l.·homus\"il!e, Y, c. Tnledo 'Ietal "\Vheel Co., Toledo, 0, Tomlinson Chair Mfg. Co., High Point, N. C. 'I'l·ll.phagen & Hull :L\Ifg.Co., Kingston, N. Y. Trlwer"e City Chair Co., Traverse Cft:)·, l\tieh. llnagulolta. Ufg. Co., Asheville, N, C. Upham )[fg. Co., ~Iu'i'lblield, Wis, 'l'a~J)l"r Mfg. Co., North l\Iilwaukee, "'"is. \Yait-l?uller Cahinet Co., Portsmouth, 0, ll'a ..b..illgttm -:\Hg. Co., 'l-'ashingLon C. H., 0, "'ebde Co., The, New:f!-rk O. n'clltern I'ktlJre }t'rame Co., Chicago. \l.'he('1tI(~k &: Co., 0, R .• Cle-,,·elllDd. O. 'Vhitn(W & Co., W. F" South Ashburnham, :Mass. "'ldman & Co., J. C., Detroit, l\1ieh, -U'i!!c,obsin Cabind (~n., Fond du Lac, ",·ill. \l'ise-onsin Chair Co., '.rhe, port ''\Iasbing-t611, U·i.... \YoU & Kra,croer Film. Co., St. I.uuis, 1\[0. \\'olverinc lllfg. Co" Detf'<,it, iilkh. Yeager J::urniture Co" The, Allentown, Pa. Watch the next will overlook some for the bets. Issue good Manufacturers' Exhibition Building Co., 1319 Michigan Ave., Chicago. 27 I I ~-------------------- --- ---- --- -- 28 MICHIGAN SOLD AT AUCTION. Oriental Art Objects Collected by Count Von Sternburg. The collection of oriental art objects owned by the late Baron Speck von Stern burg will be sold at anction in New York in January. This collection was started by the baron during his re.sidence in Pekin some years ago while he was secretary to the German Ambassador Baron von 'Brandt. Works of European at tare also included and are valwlble and interesting. There is one extraordinary object in the Van Sternburg collection which may be the most remarka.ble of its kind out- • Fred 1. Zimmer 39 E. Bridae St., Grand Rapids. Mich.. Maker of HIGH GRADE UPHOJ..STERED FURNITURE Writefor CUM ana Price6, Evel'1 Piece Guarant_d PERFECT. -------_.__._------'• side of China, It is certainly a notable one and has attrac-tions distinguishing it from two similar productions in the possession of the South Kensington Museum which Dr. Bushell describes. This is a screen of twelve panels which unfolds to a length of about fifteen feet. It is eight feet high. The screen was made in the reign of K'ang-hsi. Its dec~ oration is more elaborate and more gorgeous in the sceneS dep.icted than that of the two South Kensington screens of similar workmanship. The decorations picture the interior of the Summer Palace, ,,,1th ceremonial fetes in the pres-ence of K'ang-hsi and notables of the court. The wood panels are carved, inlaid with lacquers and painted in bril-liant colors. of the famiHe verte, the painting enamelled as in the case of similar painting on porcelains and the whole or-namentation embellished by ·gilding. On the backs of th~ pands are some of the inscriptions which the Chinese amba.s-sador at Washington has interested hin~self to have trans-lated. The South Kensington screens of this class, which were purchased many years ago, are said to have cost re-spectively $10,000 and $12,000. When Von Sternburg was traveling with Von Brandt in Tibet he gathered in some Buddhistic idols of bronze, gilded some porcelains and carvings and an interetsing set of fif-teenth century illuminated scrolls illustrative of the thous-andth incarnation of Buddha. In India as well as in other of the Asiatic countries, China included, he secured some rugs in keeping with the general character of his collection for household use and adornment, among other purcha.ses in this list being an Agra carpet which was made in the prison fOI' the palace of the Viceroy of India. It did not fit the hall for which it was designed in the 'palace .. and Baron Von Sternburg took the opportunity to buy it. The textiles inclUde further some beautifu1 Mandarin robes and old Chinese velvets and brocades. One tapestry was made for the imperial palace in Pekin in 1750. It is of Chinese manufacture, but with the GoheEn stitch, which gives Mr. Kirby and others an excellent opportunity to renew their interesting contentions as to whether the three century old French industry, which later took its name from the Gohe1in family, derived this stitch from the ancient Chinese or ARTISAI\ whether comparatively modern Chinese copied the stitch which became famous under its French name. The partic:- ular hanging in the Van Sternburg collection pictures China's former capital, Hangchow, and expeditions of Western har~ barians, tribute la.den. Among the miscellaneollsobjects is a repousse wine cool-er used in the days of August the Strong of Saxony and pieces of Augsburg silver and a number of oriental weapons. The collection includes a Rembrandt Peale portrait of Washington. @ * @ Robert Mitchell was a Great Workman. Robert Mitchell the founder of the great furniture in-dustry bearing his name, which has flourished in Cincinnati many yearS, was a master of his craft. Beginning his busi-ness career with little besides a pair of trai:"ted and willing hands, he acquired a fortune' and died with the respect and 11Onordue to a useful and worthy citizen. On one occasion a ellston-.er ordered two extel1sion nbles, to cost $30.00 each. ~Ir, Mitchell carried a pair of saw bucks, a buck and a rip saw into the yard where he kept his little stock of lumber, pulled the lumber necessary to make the tables out of a stack and cut the stock to meet his requirements. At the end of the sixth day he delivered the tables to his customer who remarked, "You have earned $10.00 per day. Why. that is as much as a senator of the United States receives." Mr. Mitchell acknowledged the truth of the statement, but intimated that he at least, had earned the money," @ * @ A Veteran Manufacturer. Charles H. Cox, the vice president of the Michigan Chair Compa.ny, Grand Rapids, engaged in the manufacture of par-lor frames in East Boston, Mass., before he was out of his "teens." The panic of 1873 soon commanded his. attention, and when the question presented had ben prope.ly dispose.d of Mr. Cox united his fortunes with Frank Rhoner, in Ne,,\; York. VVhen in a reminiscent mood 1'lr. Cox' relates man.r interestil1g exper-ienc.es in his 1ife as a manufacturer and sates-man. Of all the great upholstering houses engaged in busi·- n.ess in New York a quarter of a c-en-tur_y .ag_o -bu-t -tw-o-fe~- i Big Rapids Fumi- I lure Mfg. Co. BlG RAPIDS, MIOH. SIDEBOARDS BUFFETS HALL RACKS I No. 128. Price $12. I 2 Off 80 days/'.. Q. b. Big Ra]ndS. -l In Quartered Oak, Golden and Early English Finish, • main. 1\fr. Cox predicts a great future for Grand Rapids a.s a. furniture market. Its importance will grow with the pass-ing of the years. Local manufacturers wiIl take advantage of the great opp.ortunity now offering for extending their trade. . @J * @J Product 1,100,000 Chairs. The Murphy Chair Company operate one of the largest plants in their line of manufacture in the world. The output is 1,100,000 chairs, ranging from cheap to medium in quality, annually. !II I CHI G A 1\ ARTISAN 29 r~I~~-~O~~LLEIN;~-·E-O-S-F-·----------l I REfRIGERATORS I RIGHT a~RICES I Opalite Lined. Enamel Lined. Charcoal Filled and Zinc Lined. Zinc Lined with Re-movable Ice Tank. Galvanized Iron Lined; Stationary lee Tank. Sad for New C2!tJ!"gue d/fd let t.u 114me)'Pu trite, '------- Sturgis Lines in Grand Rapids. The Aulsbrook and Jones vurniture Co., olre having a fair run of bL",sit;(ss, aul preparing to show their full line Oil t;;c llrst floor of the Ivr anufactur~~s' building, l;rand Rapids, in J:wuary. This \ViI{ be a pcnranent exhibit, with Shank & Sheltoe. [n addition to their large line of quartered o:lk charcber furniture they will add new patten's in In,;,hogany. The Grobhisc:--Cabinetmakers Cowpany, will nwkc an in-tere1; til18" display of ma.tchcd dining room and lihrary suites, in quartt,oed oak, plain n-allOgany, Circa",sian walnut and crotch l1iahogallY; al!'io a large line of extension, library, dir-ectors' office, dcn alld odd tahles, book cases and ladies' desk;" in their permancllt show room, second floor 1Janufacturers' building, Grand RDpids. Both the Clbiuetmakcrs Company and the old firm of Grobhjser and C·osby have been "\vcll-kno'wll mnkers of good furniture for years, and this combi-nation will make it better for the buyer, as it will give him an oppo;-tuoity to select n~atched goods. to a,dvantage. Talking ahout hustle, and goods the people want--Con-sider the Royal Chair Company. During the dull period when many factories were running on balf time with a re duced force, the Roya1 Chair company ..\.'.Qr~ actually running nights to keep IIp with orders. The ROYed 11.or~is push but-ton chair bas such a hold on the confidcnce of the people that it seems as if the demand will 110t t:ease until evny mother's son and daughter has secured one. At any rate it is certainly going some when that big factory, (nearly 400 feet long) is operated night and day to meet the demand for Roy::l1 and Regal cha.irs, In January the company will dis-play their whole line in the Furniture Exhibition Building, Grand Rapids, @ * @ The triumph of right is preached by men on the winning side. I I~ Celina Tables. The l\JerStIWll Brorhers, Brandts Company, have macle Celina, 0., pron:inent by reason of the. big ta.ble business they h.:n:e built up ill the Jast fe\'>! years. They manufacture a line of one hundrcd twenty-fl\'e patterns of pillar and five leg dining tables 'also 1ibn:]l"y tables-and have teased 2,700 square feet of Boor space on the fifth floor of rhe 1\1allufacturers' Ex-hibition building, 1319 Ivlichigan avenue, Chicago. Ed H. ~Iersrnall, the president of the company, will be in chargc, assist cd by C. Georgt:' \Varner, their western representative, and C L. :\lerce .. eastern representative. This company is getting out a new catalogue which is intended 10 outshine any table catalogue ever gotten out by anybody. It will be ready for distribution in January. @ * @ Johnson Furniture Company. This is the name of the la.te<it addition to the Grand Rap-ids list of high grade furniture makers. The Johnson boys have a reputation as fine cabinetmakers that is the envy of rr.any ..v..ho have been long ill the business. They will show a line of sixty patterns of library and dining room suites in plain and crotch mahogany, on the second floor, south half, of the Furniture Exhibition Building, Grand Rapids, in Jan-uary, in chat'ge of ]. Criss welL east, ]. Hamilton, middle west, and T. H. Camp, far west. It wjJJ be a superior line in every respect, and 'will comm:'l.1ld nwrked attention from a.1l discrim-inating buyers, @ * @ The sa.lesman who "nags" his employer will not receive an increase of salary next year, "to °to A source of loss in salesmanship is the misinterpretation of a customer's intentions. ------' -------------------------------- -- - - 30 MICHIGAN "Revamping" Old Furniture. Housewives delight in rummaging among old furniture stored in attics, bringing it out to the llght' of day, taking it to a cabinet maker and "l1Upfoving" it by converting parts of it into something it was never meant for and setting it up in the living-rooms of houses in its new guise but looking the worse fol' its transformation. An old-fashioned bureau was converted into a freakish looking sideboard with several drawers removed leaving an open shelf below two small drawers. The heavy knobs on the corner posts look as if some bed posts had been found and· put together for the frame work of the piece. A mirror was purchased and hung above it and it was ready for future use as a side-board. An old organ was converted into a writing desk by tak- ARTISAN ing away the center panel below, removing the keyboard and inner workings, adding shelves, pigeon holes and two cupboards and presto the deed was done. But it was not a thing of beauty. "A thing of beauty ,is a joy forever" and surely these things never can arouse a feeling of that sort, Better have left them as they were. @ * @ Pre:niums Distributed by Ret:.ih:rs. The Use of premiums seems to have become general throughout the country. Merchants have adopted the plan, giving purchasers of goods of many kinds an ex.tra incentive to buy and in addition "get something for nothing." Some of t11e articles "given away" are as follows; Knock Brothers, Peoria, ItL, placed a rocking chair in their store window with the announcement that it would be given to the purchaser of the largest amOUnt of goods (pay-ing cash) .during two days. A doubtful proceeding to under-take, 25 p~trchasers ha.ve no way to be sure of fair play. Smullin" B-:-os.,Kane, Fa., are giving away a certain make of kitc.hen t:'.abinet. Lit Brothers, Philadelphia, arc glVltlg a large high class music cahinet with every purchase of a specially advertised piano. The Hub Furniture Company, of 'Nashington, D. C. with a sale of $50 or more arc giving away a 26-pl(:ce chest of \Vm. Rogers silverw<Lre and a 32-piece dinner set with every Purchase of $25 or more. The \Vebber Furniture Company, Leominster, .;vI ass., offer a $65 cooking range to the person presenting at their store the largest number of newspaper clippings of their advertisements on a certain date specified by them. Breuner's, of Oaklal1d, Ca!., house-furnishers:, give a five room bungalow and a 40 x: 125 foot lot. vaiued at $4-,000. Hartman's store in Peoria, 111.,had a two days sale of stoves and with ea.c.h sale gave away a "weathered oak finish Morris chair. Gusdorff & Joseph. of Baltimore in their ads offer it golden oak French bevel mirror dresser for one cent-with th(; pur-chase of $100 or more. L H. Cohn & Company, Youngs-town, 0., dealers in furniture, in their newspaper ads an-nottnce "a premium witth every sale." Offers of recent date ,>\rerea set of Rogers silver free with a $50 purchase cash or credit; a sewing machine with every $150 sale. Even way out in Washington in the tmvn of Everett, Smith & Boeshar ltottsefurnishers, have been giving away a ha.rdwood mission stool of quaint design upholstered in imitation leather with eve,y $10 purchase. The condition was that the newspaper ad be brought to the store or mailed with the order. A fabrikoid rocker went with every $100 purchase cash or credit in Cleveland, witth Bradleys', housefurnishcrs. In the ads the regular price is stated with the illustration and de-scription of the goods. A fifty-two piece dinner set was the attraetion Gevurtz & Sons, of Portland, Orc., offered to the bargain hunters who purchased their special all steel range. No restrictions were made and they gave out the goods either on cash or credit. A Streit davenport is the inducement offe-ed by the Beau-champ- Polk Carpet & Furniture Company, Little Rock, Ark., on certain days. The John IVr. Smyth Co., of Chicago, give a safety razor with every purc11ase of a special grade chamber suite. Siegel, Cooper's go them one better. ""'ith the sale of every $10 'worth of goods they allow each person to have their fortune told by a competent card reader who makes $3 on each reading. Gates & Rich, of \Vashington, D, C., give with every purchase worth $5.00 or more a Wilton covered hassock. The Hub Furniture & Carpet Company, of Colubml's, O. offer as a special premium a Bohemian gold filigree water set free ''llith a purchase of $10.00 or over, cash or credit. They believe that furniture houses should offer other things than furnitlt:,e as premiums, something not in their regular stock being a big inducement. ------------------------ -- MICHIGAN ARTISAN FURNITURE 31 OF THE ANCIENTS The ancients used motE!and better furniture than they are generally credited with. The illustrations below· represent the styles of the early centuries. Altar in tbe Museum lit Rav('nna. JI rJdenl hronze table in the museum at "Naples ~ ~ Ancient footstooL Old Indian furniture. - Club found in Puri. ~Chair of the Dagobeto made of gilt bronze. Ancient couch with table Old Indian CJlair Bed, twelfth century. Old Indian chair. Assyrian Chair. Chair of the statue of St, Foy io the treasury at Couques. Old Egyptian wooden chairs. Ancient marble ann chait. I I I -------------- --- - - _.- 32 :,J I CHI G A 1\ ART I SAN Styles. of Ornament. "Styles of Orname11t" by Alexander Speltz is'a most val-uable addition to the furniture collection in the Ryerson Pubtic Library, Grand Rap-lus. In it is traced the history of all styles of ornament from those of the early Egyptians, Syrians, Ba,bylonians and others, down to the present timc. It is a most intere.sting study for either the professional or amateur, The fact is brought out that art and the artistic spirit bas always been present in the people of all races, and the flora and fauna of each nation was used for art pttrposes, Tn Egypt art flourished 4000 years before Christ. The Syrians and Babylonians went back to an even earlier date, their terra cotta glazed mosaics used as wall decora- rST~.!:L!?t\~r~.£!:!!!..!::,•.Co. I,I j (PATENT APf'LIEP FOR) We have adopted celluloid as a base for our Caster CtlpS, making th-e hest cup on the market Celluloid is a great improvement over bases made of other material. When it is necessary to move a piece supported by cups with cellu.\oid bases it can be done with ease, as the bases are per-fectly smooth. Celluloid does not sweat and by the use of these cups tables are never marred_ These cups Brc finished in Golden Oak and White Maple .. finished light. If you wW try a sample order oj tk~e goods you will deGireto !iu/f/Jdlethem in quantities. PRICES: Size 2~ incbes__ $5.50 per hundred. Size2U inches 4.50 per hundred. f. o. G. Gra7td Rapid8. TRY.A SA.MPLE ORDER. I~---------- tions show their artistic attainments. The Egyptians \1sed as motives for ornaments the lotus flower, papyrus flower, date-palm, -reed and a kind of withe. Their a.rt is character-ized by marked order and regularity and to this is due the "clearness, exactness and dignity which distinguish it from the Greek." The great quantity of stone found in Egypt made it convenient for use in sculpture. Egyptian art was cold and stiff compared to the Greek. The interiors of tombs were often ornamented with wall paintings. The art of Persia, India and the Mediterranean Isles was influenced by the Babylonians and after Persia was con-quered by Alexander the Great, BeHenic art was in the ascendancy. Hellenic art of 1000 B. C. received its inspiration from mythology, giving it its predominating character of idealism The Oriental styles were put in the background by the Hellenic which developed in its own characteristic manner and became the ruling one from 470 to 338 B. C.~The golden age of Grecian art, also called the age of Peri.des. The Erechtheion is the most beautiful monument of Grec-ian art in existence. The three styles of architecture were, successively; Doric, Ionic and Corinthian. The latter lasted until the" fall of Corinth from 338 to 146 B. C.-the down-fall of Greek indepclldenceand the union of Greek and Roman art. Etruscan art (1000 B. C.) reached its highest develOp-ment from 800 to 400 B, C. when the Tuscans were subju-gated by the Romans. The antecedents of the Tuscans are unknown, but they had a separate and distinct stylc in art, and a civilization of their own. They were influenced by Carthage a,hd Phoenicia and ,ancient Ionic styles and them-selves influenced the art of Rome then in its infancy. The Romans were devoted to money making and land getting and so their ,art was largely developed under Greek • influences and teachers. They excelled in architecture in such structures as basilicas, thermes, palaces, monuments, etc., and have always been the teachers of succeeding gener-ations. They used the Doric, Ionic, Corinthian and Etruscan styles to \vhich they added a composite style of their own. The art of making mosaics reached its highest development under the. Romans. With the decadence of the Empire art declined. Ornaments were heaped on Greek outlines causing its exquisite harmony to be lost. With the fall of Rome classic art also met its fate. Other styles followed such as the Early Christian and Byzantine. The latter is a conglomeration of other styles, its most noticeable feature being the use of orname11ts in great elaboration. The church of San Marco at Venice is a good illustration of th:s style . The eastern Roman Empire greatly influenced the deve-lopment of a new art among the Christian German states which rose from the ruins of the western Roma.n Empire. Pompeiian art was derived from the Roman and also sho'ws a leaning towards Helleni~tic prototypes from Alex-al~ driaJ although their artistic independence is in evidencc in many single o"naments in pure naturalistic style.. MUT<\.1 painting~ were a favorite form of decoration with the Porn-peiian, many of their beautiful panel pictures with rich bright coloring are seen today. The. walls were -panelled and each panel had a central figure of some subject of mythology. The freize~ above were beautiful representations of the trades such as floriculture, art of dyeing, etc., as in the house of VettL Art strongly influenced religion. The early Christian art may be spoken of as a period of transition..:.:-trying to free itself from the old Classic and Byzantine influences. At about 900 A. D. art began to be more settled, to n~ove along more sccu '·e lincs. The Roman style of architecture began to develop itself and spread from Italy to France and Ger-many, Spain ard England. It was followed by the Gothic about 1200 A. D. This originated in northern France and spread to Genrany where some of its best examples are. The Cathedral of Kotrc Dame in Paris is a perfect example. The Italiars called it "Gothic" as a term of derision for all people north of the Alps and Italy. It took 1,000 years to develop the classic styles from oriental and Egyptian ut and 1,000 years to develop the Gothic from the classic. 'This style was followed by the Renaissance in Italy or return to classic styles. In the book other periods such as the Ba-rocco, Rococco, Louis XVI. and Empire are described, he- <:ides others of l~orthern Europe and our own Colonial. @ * @ An Essential Feature Omitted. This is a Sargent story: A millionaire of coarse extrac-tion went to 2'vTr. Sargent's studio and.haad his portrait done. When the portrait was finished the millionaire looked at it closely, and then said with a frown: "Not bad" Mr. Sargent; not at all bad, but you've left out onc most esscntial feature." Mf_ S:'lrgent bit his lips to hide a smile, "Excuse me, sir," he said, "but I thought you wouldn't care to have the-er-er-warts produced!' The millionaire, purple with rage, shouted: "Confound it, sir, I'm talking about the diamond rings and pin-flot the warts!" @ * @ A Double Writiug Table. The furniture makers have put out a very good writing desk for a sitting room. It has an upright centre piece filled with pigeon holes on both sides; There is a lid on each side which is large enough to be fitted out with the usual desk implements. Two people can sit at it comfortably without staring into each other's faces as the centre upright is higher than the head. -~ -------- -- -- - -- - -- - - - - - - - - - - - - - - MICHIGAN ARTISAN 33 .t..-------------------------------------. PARLOR FURNITURE Our line for 1909 is entirely new and will surpass anything ever shown. We invite all dealers to call and see us or write us before making purchases. l THOSeMADDEN, SON & COMPANY t Davenport Beds for 1909 will surprise every wide awake dealer. Prices and styles to suit every one. A hundred patterns to select from. Show Rooms 35 to 41 N. Capital Ave., Indianapolis, Ind. 3+ MICHIGAN ARTISAN ~--- -- ----- -. I , I OUR OAK AND MAHOGANY I I DINING I EXTENSION ! TABLES II ARE BEST MADE , BEST FINISHED IVALUES I All Made l,om Tbmoughly 5<""0«1 Slod<. LENTZ TABLE co. NASHVILLE, ,MICH. No. 567 • • The manufacturers of furniture in Evansville are fully prepared for a long and prosperous season of trade which they feel assured will follow the opening of the new year. Fun lines of samples, numbering many thousands of pieces, have been prepared and dealers will' find samples of many of the same on exhibition in St. Louis and Chicago, A great majority of the people of the United States need the furni-ture that is marlUfactured in Evansville and dealers wna are not acquainted with EvansvjIJe goods, if there are such, afe not alive to their own interests. Not to know the merits of Evansville furniture must be considered an admission that the dealer .who acknowledges the fact belongs to the "has been" or "never was" class. The Karges Furniture Company have pla.ced 3n order for a large and handsome illustrated catalogue. Catalogues will soon be issut:d by the Bosse, the Globe and the \Vorld Furniture Companies. Manager Fellwock, of the Bockstegc Furniture Company, reports a steady demand for the high grade medium priced tables manufactured by the company. Quite a number of factories have beell operated to capa-city and others ..v..i.ll go upon the ten hour work day early in the coming year, The Eli D. Miner Compa.ny are closing a very success-ful year and ,vill enlarge their manufacturing facilities very largely in the near future. :Manager Miner has been en-gaged in the furniture business from boyhood up! he having commenced work in the factory when but nine years of age. As a workman, a rr.annfactnrer and a salesman he has won success through his inteHig'ence and industry. @> * @ Forest City Sectional Bookcases. The Forest City Furniture Company of Rockford, Ill., manufacture sectional bookcases as a specialty. In their construction period styles are effectively· employed. Noise-less and removable doors are used and the cases are air tight flmJ dust proof. One Hundred and Fifty Dining Tables. The Stow & Davis Furniture Company, of Grand Rapids, will exhibit-a line of one hundrcd and fifty dining tables on the fourth floor, north side of the Blodgett building. Twen-ty- five patterns were recently designed. The line will be sold during the coming year by N. B. BJ'<)oks, (formerly of the Imperial Furniture Company,) in the cast; Edgar W. Hunting in the middle territory; Phil S. Raigucl, in the cen-tral west and George W. Calder on the coast. DELAWARE CHAIR CO. DELAWARE, OHIO. Will exhibit theirfull line of Double Cane Seat -Chairs and Rockel~~ather Chairs and Rockers. Diners, Bed. room Chairs and RockerS. Mission Chairs and Rockers on the 5th Floor Furniture Exhibition Bldg. GRAND RAPIDS. 1__ J __ MICHIGAN ARTISAN MANUFACTURERS OF HIGH GRADE OFFICE CHAIRS, DINING CHAIRS RECEPTION CHAIRS and ROCKERS SLIPPER ROCKERS COLONIAL PARLOR SUITES DESK and DRESSING CHAIRS In Dark and Tuna Mahogany, Birch, Bird's-eye Maple, Quartered Oak and Circassian Walnut You will find our Exhibit on the Fourth Floor East Section, Manufacturers' Building, North Ionia Street. I~ Exhibit in cbarge of J. c. Hamilton, C. E. Cohoes, }. Edgar Fosler. 35 -------------------------------- -- .\6 MICHIGAN A TAME LION. An Experience of the New Man. \\rhe\v! \\'hat do you know ahout this? Left Ahbington late last night, and say I was scared stiff when I hit that town-so stiff my hair broke when I took my hat off. T·won't need a ha.ircut for six weeks. They all told me what a terrible man that big merchant was, and I "\\'as some worried when I found myself On the depot platform, Ri.ght ahead of me I could see a big store and acr05S the front of that sto:-e I could see the sign: *********** * * * JAMES Q. PEERS. ******* * * * I looked about for some other store to tackle first, but didn't see auy. I wanted to get limbered up before 1 went ill to action with a terror. But there was nothing to do but huck up, trust in providence and shut my eyes. \Vhcn I got to the door I set my grips down and wiped my perspiring forehead. T was cold and clammy, all right. Finally I mustered up what I ha.ve al"..-ays referred to as my courage and walked inside. It was a big store and no mis-take, and there were not very many people in just then. Fact is, I was hoping there'd be a fe,v, so I could h;tve a dis-traction for the old gentleman if he should get too much enraged and try to chew my ear off. I looked around cau-tiously'. There he stood talking to a farmer's wife. He was not very tall, but of good heft-had shoulders like the circus • --- I I Plonm I Manufadurin~ (om~any DF.TROI'l', MICH. Reed Furniture Baby Carriages Go-Carts ~ t ~,,_._- at the factory. --- PALMER MFG. CO. 115 to 135 Palmer Ave.• DETROIT, MIOH. Manufacturers of FANCY TABLES PEDESTALS TABOURETTES for the PARLOR "'I'4D LIBRARY Our flimoUI ROOKWOOD FlNISH Il"rowa I in PClP\lLu:ity llWl."CY day. Natb.in-a Ii.lr.e it. Pede.tal No. 412. Write for Pieture. and Prie.,.. I ~ I ARTISAN strong man, His hair was- grizzled; his beard was hea.vy and unkempt. His eyes looked out from under his shaggy brows, and it seemed to me that they shot fire and that his nostrils dilated as he got a scent that rem1nded h1m of a sales-man. The evening before, some of the choice spirits on the roa.d, that I met on the train. had regaled me with tales of what this particular town held in store for me. They had told me of one fellow that had been thrown out bodily, another that had been kicked out and of still another who had run for his tife. I took it all with a l~ttle salt, of course, because I thought they!d try to get me scared. In spite of the sodium chloride they had sucecded very well, ,though. After a while the farmeress moved on and I felt those cold, sharp eyes hit me like a dipperful of icy water. I of-fered up four silent but earnest prayers, and faltered for-ward. "What'li ye have?" be growled, sizing me up, I thought, ferociously, picking out the places where a crack with ;1 wagon spoke would hurt worst. I managed to stammer out that I was traveling for The House, and tha,t I thought maybe he'd be in line for some goods. Before I could say any more, he snapped his teeth and told me gruffly to come back again at 1 o'clock. when there wouldn"t be anybody around. I thanked him and told him I'd be there. But, honest. I didn't intend to show up. I thought, what's the Use of tempt-ing fate. I'm out and still sound' in wind and limb. Will I go back? Not on your tintype! I found two morc stores in town and got one for an order, but not a very big one. As n0011 passed I got more and more anxious. Should I or should I not? At last, I worked myself up to hero size and went back and walked in just a3 the clock struck one, He looked up from the paper he was reading, and grunted. "Thought you wasn't comin' back," he said. "Why. r said I would, didn't I?" "Yes, you sajd it, but you didn!t look it." That seemed 50 fnild that Iistarted in about some of th,,: goods, and to keep my upper fip stiff, I opened up, keeping l1p a shower of g~b all the tilfe for fear I'd lose my nerve and hott for it. He sat stlll, eyeing me and never said a word till I ran down. Then he shrugged his shoulders and said: "Set down." There was a chair there and I sat down, waiting for the torture to commence. "Got yer pencil an' paper ready?" he snarled. In a daze I produced 'em. Then he reeled off one of the best orders I've taken yet. I wrote and wrote and wrote, and finally he snapped out that that was all. I ~,ctamble:d to my feet, va-cked my grips • ... Murphy Chair Co. MANUFACTURERS DETROIT, MICH. IIA I• COMPLE.TE LINE. .\1 I CHI C; A l\ ARTISAi\: ...-------------------------- I Woodard Fumiture Company I OWOSSO MICHIGAN Manufacturers of High erade Medium Priced BEDROOM I FURNITURE I I In all the Fanry Wood, aod Finishes .. Very strong in Colonial and French Period Suites and Cin::assian Walnut. You are cotdially invited to inspect our line during the January exhibit in Grand Rapids. SAME LOCATION THIRD FLOOR, FURN. EXHIBITION BLDG. ~ew Catalog ReadY illl January. WOODARD FURN. CO. owosso, MICH. ----------.-.-------_. and started out. He called out to me before I got tp the door. "Come back here, you," and back 1 wenL '''Hev a seegcll"," he said, producing a black O1le about :\ foot long. I tock it <111d poked it into the cortler *f my mouth. "\Vha,t's the matter \vith yc?" he queried. "Takin" ,'dO\"tll with grip? You look sorter pcekish. Got any quinine?" I found my tongue agaill after a while and told him I was all right and thanked him for the order. He sho"Jed all his teeth and he ha,d two hUlleLed, it looked like. "Soine of the fresh guys must a heen stuffin' ye about me." he hazarded. I ackll0wlec1;{ed that he wa5 correct. "Corne on hack 011' set ~nvhile an' I'll tdl ye how ;:\bout." he volunteered, so vvc squatted by tbe .side of the state and he told me. He said that about four year~, before a real 5assy dqtmmer marched into his store .."..hen it was full of customers. iIt wa.s a busy time Cl1lJ he had just stocked up pretty hcavib< Be-sides which he had the toothache combined with a dose of cramps and one of his feet had chilblains. A smooth chap had worked a bogus dollar all llim the day befm-e, ~nd the house this man traveled for had loaded him up with! goods he could not sell. The "drummer" stayed by him and vvonld not take no for an answer, and at last, in desperation j!he had ordered him out of the store, emphasizing what he s~dwjth violent gestures. ' And that story had grown and grown until it was ~hc side of thc mountain back of us. That and his surlyapp¢arancc. fIe felt sort of bad about it, be said. Said his nciighbors knew he was good at heart and that he wouldn't hurt ia living soul. Declared that. while his looks were fierce, hd wasn't altogether to blame, but he said that, while he diel!l't mincl cutting the wing feathers of a few of tbe real sassy \boys, he felt it wasn't ha,rdly right to have that kind of a reputation, I and when he saw I was ready to dodge every time h~ moved , 37 I he decided to ;;d LiIT.self right for once. The old man had a streak of hutT:or in !Jim somewhere, for he remarked that the situation was \lot without his compensation sometime". '''ihy, before 1 got through there, he was ca.l1ing l11e Bob, and 1 was calling him Jim. ""Vent out to supper, "sllpper." n~ind you, this time, and we had a regular love feast. He is all right, is Jim, and he told me never to pass him out. \!ll-~ cottoned to each other from the word go. On the train out J met up with :-1.nother traveler. FIe grinned \"'hen he sa\' ..· me and asked me what I get. I told him offhancl that I got a good order 011t of Jim. I{egrinned and said T was a cbeerful one, hut he was glad to see :me sti11 tlncrippled. I had an impulse to show him the order, but on second thoughts I didn't. It isn't good policy and besides why not have Jim ke.ep his reputation? \Von't the boys ;It The House open their peepers when they see that order, though! \Vell, rye lea,TIled one lesson, and that's not to belie\'.,;, everything I hear. Also, 1 have cJiscove:red that retail mer-c1Janb <lre good hearted folks down at the bottom. Further_ more, I <1111 convinced that fre'~,hlle~s does \lot pay a knight of the grip. Two more to\";"n5 and then I'm headed for home and, it seems to Ille, a few words of commendation from thE" Big Noise of The I-Iollse.-The Oregon Tradesman. @ * @ A Complete Change in the Holland Line. The H ollat'd FurnitUl'e Company makes a. long step in ad-vance in their Hew line of chamber furniture designed by John E. Brower and SOIl. It contains features never hefore attempted by the company and buyers ,,·...ill be agreeably sur-prised \vhen the opportunity shall be offered to inspect the Jine. IV. C. Croll, J. C. Hamilton, E. S. Brower, V>l. C. Schaefer, Henry F. Shafer and C. E. Cohoes will furnish full information in rega,rd to the new features when buyers· call at the Manufacturers' building, Grand Rapid:>. 38 M!CHIGAN .j / President J. S. :Meyers, of "1319-tlle Big Building" tells us everything is practically in readincss for the coming Jan-uary exhibition, which he says is sure to be a most satisfac-tory exhib;tion from every point of view. The men coming in from the road report a lUuch better temper of business in the retail trade a.nd the dealers all express their intention of coming to the market in January. Stocks are uniformly low and some f1oo:s -practically empty. The big building has been re-decorated throughout and the general ,effect will be even more cheerful and homelike than ever, The tobby is in Turkey red, as is also the buffet, lunchroom and ante rooms. The restau:"ant is in German blue and terra cotta. The effect of the whole is pleasing in the extreme. George Jackson, the secretary, has been waging a strenu-ous can~paign of advertising among the retail 'dealers through- Ollt the country, as was done last season and the season before, and this will result in bringing more new buyers than ever to the building. There ..\':\1 he seen many new exhibits in the huilding this season, most of them their first time in the Chicago market and others coming baek after an absence of one or more sea5011S. The following are among them: Advance Reddillg Co., La Crosse, Wis. Arcadia Furniture Co., Arcadia, 2\lich. Aude Furniture Co., St. Louis, Mo. Buffalo Chair Vlorks, Buffalo, N. Y. The Caloric Co., Janesville, ''Vis. The Castrucci Co., Cincinnati, O. Chicago .l\1il-ror and Art Glass Co., Chicago. Chicago Stove and Range Co., Chicago, Ill. Eureka Furniture \,yorks, Schoolcraft, Mich. Feige Desk Co., Saginaw,Mich. Gurney Refrigerator Co., Fond Ju Lac, \-Vis. Aug. Hausske & Co., Chicago, Ill. King Furniture Co., \-\Farren, O. Kinley l\Janufaeturing Co., Chicago, Ill. Koenig Furniture Co., St. Louis, :\'10. Liberty Furniture Co., Jamestown, N. Y. Lloyd .l\-fanfacturing Co., Chicago, Ill. McCready & Wheadon, Chicago, Ill. The Mersman Bros., Brandts Co., Celina, O. 1fishawaka Folding Carriage Co., Mishawaka, Ind. Olbrich & Goldbeck Co., Chicago, Ill. Penn Table Co., Huntington, \-V. Va. Phoenix Chair Co., Sheboygan, Wis. Roos Manfacturing Co.! Chicago, Ill. Sprague and Carleton, Keene, N. H. StOt1t Furniture Co., Salem, Ind. Toledo Metal \Vheel Co., Toledo, O. Tomlin.son Chair Manufacturing Co., High P0int, N. C. Traphagen & Hull l\lanufacturing Co., Kingston, N. Y. Traverse City Chair Co.. Traverse City, Mich. Upham Manufacturing Co., :Marshfield;' Wis. \Vagner 1Janufacturing Co., North Milwaukee, Wis. Wajt-Fuller Cabinet Co., Portsmouth, O. O. K. VVheelock & Co.} Cleveland, O. W. F. \Alhttney & Co., South Ashburnham, l\Iass. E. G. Eyles Chair Co., Cedar Rapids, Ta. J a.cob Keim, Chicago, Ill. Unagttsta Manufaduring Co., Ashville, N. C. The building is sold. up solid and a large number of appli-cants were turned down because there was no space for them. ARTISAN This, of itself, is not only evidence of the upward tendency of trade, but additional proof (as though more were nec-essary 1) of the great value of exhibition-the only logical and efficient method of exploiting furniture. The Fot.trteen-Eleve.n Compally have named their big buildings "The Furniture Exhibition." Everybody who goes to Chicago knows that "fourteen-eleven" means 1411 Michi-gan avenue, and under the new management, with two hun-dred Jines, ne ..v offices, and many changes in partitions, ele-vator, and decorations, the buyers will be agreeably snr-p: ·ised. The Furniture Exhibition promises from this time on to be more popula.r than ever. Henry Hafner, president of the Hafner Furniture Com-pany, reports that business is much better than olle year ago. The company always has a line of upholstered furnitu:c that Made by Woodard Furniture Co., Owosso. :Mich. appeals to the intelligent buyer who considers values as well as style. The Hafner upholstered furniture is tre reliable kind. The Horn Brothers .Manufacturing Company ,will bring out a large number of patterns of chamber furniture in ma-hogany, Circassian walnut, birdseye maple and quartered oak, and exhibit the same in the Furniture Excl;ange, Four-teenth and WabaSh avenue, and at 187 Michigan avenue. This will be the swellest line Horn Brothers have ever offered. "The 1909 line" will be in the frbnt rank of the. chamber furniture displays, The Manufacturers Exhibition Building Company. 1319 Michigan avenUe, are sending to the dealers a little Wustrated booklet that is worth preserving. It contains a !wonderful array of facts and figures about Chicago. We quote just one paragraph: "Figures show that Chicago's annual volume of business in furniture and kindred lines aggregath the en-ormous sum of $75,000,000, with an annual ratio of increase of over ten per cent., for the last decade." The big! buildings at 1319 Michigan avenue, the booklet says, conta~n 400rOoo square feet of floor space. That would make a single street one hundred feet wide not far from three-quarters of a mile long. Think what a displa.y of furniture that would make~ --------------------------- -- -- --- - - - - MICHIGAN ARTISAN The mason work on the new Johnson Chair Company's factory is practically complete, and it is expcd'ed that
Date Created:: 1908-12-25T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 29:12

62. Fine Furniture; 1937-12

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It began publication in 1936. and '.''- MAGAZINE • • - . " * • ED H. MERSMAN . . . Relentless in the pursuit of new ideas. (See page 24) Two dollars a year 20 cents a copy DECEMBER -1937 Grand Rapids, M i c h i g a n {Invitation . . . Tempting new merchandise - at attractive prices - is. -,>/e ctli know, what it takes for good business on ir_e retail fioor. This is just v/hat Imperial offers you in abundance during the January nr.arket showing in Grand Rapids. Mere than ever, we believe, you v/ill find that our .=--.pec:ciizatiGn, and the sure-selling designs and values this specialization makes possible, offers you much for your business. Furthermore, Imperial's ovsn advertising and merchandising program, more extensive and elective for your business than ever before, plus Imperial's participation in the new smashing double spread advertising campaign of the Grand Rapids Furniture Makers Guild, assures a stimulated demand for Imperial Tables — on the part of your customers. May I especially invite you to see the Imperial line in January at the Grand Rapids market. And plan ricv.\. -.vitn the many rev: things we offer you, for a good business this coming season with Imperial Tables. IMPERIAL FURNITURE CO. GRAND RAPIDS, MICHIGAN NOTICE All prices quoted on illustrative and adver-tising pages in Pine Furniture are "number" (double wholesale) thus making the cost to legitimate honofumishing merchants one-half the quoted prices, subject to regular terms. PLTS&SE REMOVE THIS SLIP upon opening Fine Furniture so that the magazine may be uae.d freely with the consuming trade. to pri^e increases announced by manu-facturer 53, prices quoted are subject to change without notice. FINE FURNITURE The Record of Quality is Established on ^Precedent THE reputation for manufacturing a product of quality is not established in a day, or a month, or a year, but over a long period of time. Only through close adherence to manufacturing principles into which has been inculcated a spirit of honest craftsmanship and enduring service, can furniture be truly classified as having quality. Merchandisers of good furniture recognize this all-important factor as existing in JOHN WIDDICOMB creations. They can feature it, but can find no substitute. JOHN WIDDICOMB COMPANY GRAND RAPIDS, MICHIGAN Factory Showroom, 601 Fifth St. NEW YORK SHOWROOMS No. 1 Park Avenue We appreciate your mentioning you saw this in FINE FURNITURE FINE FURNITURE MUELLER means more sales for uou THE HEW CHARLTON GROUP, created from authentic English originals obtained in London during the Coro-nation, is a smart style collection of wide appeal and salability. NATIONAL ADVERTISING PROGRAM effectively continued in House & Garden and House Beautiful featuring selected pieces from the Charlton group, should help to greatly increase retail activity for these and all Mueller masterpieces. This line is one to intrigue first interest at the Grand Rapids January Market. You arc cordially invited to our fac-tory showroom display. SHOWROOMS AT THE FACTORY MUELLER FURNITURE CO. G R A N D R A P I D S , M I C H I G A N FlNC FURNITUR€ the Homefurnishing Magazine from \ the Furniture Style Center of America : VOLUME 2 1937 NUMBER 11 GEORGE F. MACKENZIE, President PHIL S. JOHNSON. General Manager ROD G. MACKENZIE. E d i t o r DECEMBER Boiling Wake 4 and 6 Page Nine 9 Gas Buggy Bubbles, by Phil Johnson 12 More Foresight Than Five-Spots, by Rod Mackenzie 18 Solving the Labor Problem, by Frank E. Seidman 20 Color for Consumer of Americanna The Man on the Cover (Ed. H. Mersman) Merchandise Pages Rest Assured — Or Is it, by Ruth Mclnerney. . Mahogany's Paul Bunyan Retailing Tips and Features Furniture Frolics, by Ray Barnes Fabric Facts Facilitate Furniture Sales, by Phyllis Field Cooper The Sketch Book, by George P. Eddy National Ads for Guild Boston Museum of Fine Arts What Do You Know? Legally Speaking, by Charles R. Rosenberg, Jr. New Stores Classified Ads 22 24 . .25 and 33 26 . . : . . . . 27 28 31 30 .34 and 35 36 . .36 and 37 38 40 44 43 Published monthly by the Furniture Capital Publishing Co., 1SS Ottawa Ave., N. W., Grand Rapids, Mich. Acceptance under the Act of June 5, 1934, authorized April 30, 1936. FINE FURNI-TURE copyright, 1936. Eastern office: R.K.O. Bid, 1270 Sixth Ave., Room 906, New York City, phone CIRcle 7-4339, S. M. Goldberg, representative. Chicago office: 307 N. Michigan Ave., phone CENtral 0937-8, Bassler & Weed Co., representatives. Subscription rates: $2 per year in the United States and American Colonies; $5 in Canada and foreign countries; single copies, 20 cents. Doe. FINE FURNITURE THE BOILING WAKE With Pleasure In looking over your September issue I came across an article on page 19 written by Ruth Mclnerney, and was very much impressed with the good sound sales talk written in there. As we have a number of men on the road selling furniture and helping our dealers in merchandising, I am writing to ask if it would be possible for us to secure 25 copies of this page of your magazine which I would like to send out to our men. Trusting that you will advise me as to whether or not this is possible, and again complimenting you for the fine work you are doing with your magazine. I remain C. L. W., Duluth, Minn. FRANK E. SEIDMAN • Whose fearless, comprehensive analyses are a measur-ing stick for the furniture industry. In-cluded in Frank's analytical arsenal, in addition to graphs and columns of fig-ures, is an astute understanding of the industry's problems, an ability to trans-mit constructive counsel and a mess of figures in a manner far from boring. (See page 20.) Encore The manner in which the Venetian blind story in your October issue was handled is pleasing. Will you please supply us with 500 reprints of this article. These can be run off in a four-page form. A. W. E., Sturgis, Mich. Still Good —« Your FINE FURNITURE edition of July, 1936, had an article therein by Mr. Murray C. French, headed, "Arithmetic of Instal-ment Selling." We would appreciate it if you would send us a copy of this article. R. M. B., Atlanta, Ga. Is This Your Customer? Salesman's Viewpoint Wood-cut-up Mackenzie can decorate this page as he sees fit. Furniture fascinates me, the same as diamonds fascinate me. When I sell a piece of beautiful furniture, I have sold happiness. I am not a super-salesman, but I have sold furniture to some pretty tough prospects, and if I have any abilities, they are tact and patience. After a ship has passed, there is left immediately behind a wake of rough water—bubbling, seething and "boiling" •particularly if the ship is driven by a propeller. The more active the •propeller, the more "boil-ing" the "wake." When each month's publication of FINE FURNITURE goes through the mails to the stores, there takes place a seething, bubbling, "boiling wake" of favorable and mi-favorable comment and. opinion, and — oh, hell, it means READERS' OPINIONS to vou! — The Editor. Here comes the bride and her blushing husband and they have brought mamma with them — for mamma is wise beyond her years and has such vast experience, also a gleam in her eye that says sell us anything if you dare — she knows her stuff and the minute she spots you, you are sure she hates you. Well, her darling daughter asks to see a bedroom suite and you ask her if she has a particular design or finish in mind. She may know just what she wants, but turns helplessly to mamma and mamma's bosom starts to heave, and you are sure something is going to break inside as she sniffs at a beautiful blond creation and says, '"Well, if he tried to sell that to me I'd walk right out" and you tell her you wouldn't have it either and pass on to something else, and wish you had your pistol handy. How do you like this walnut set, it is the finest one we have on the floor, but mamma says "Good gracious no, my sister had one just like it and it fell to pieces in no time." Well, what to do? Happy thought — try to wear her down, and start marching her around — get her on her own ten-yard line and maybe she will start heaving forward passes, and maybe you can catch one. Now, Mrs. Jones, I see that you know good furniture and have fine judgment — your daughter is lucky to have you with her. The palpitating bosom be-comes almost normal, as she points majes-tically at a suite you have been trying to sell for two years, and your own bosom slips two notches to starboard. "Is that a Louis 14th?" she bellows. Far be it from me to argue dates with her. and poor little Mary gets the suite. I hope she's happy. Willie and the girl friend are waiting — they have been standing behind a china closet for some unknown reason, and Willie has a little hp stick on one of his cheeks and an eyebrow under his nose, which he strokes with great affection. "Kindly quote us your best discounts" — and he fixes you with his cold, pale blue eyes—• "we have been getting prices from your competitors and they are pretty low', but we thought we would give you a chance too," and Molly gives him that what-a-won-derful- man-look. and you try them out on a few living room suites. Willie takes out his notebook and says your prices are way out of line, but you are not dismayed. "Are you sure these are the same numbers and the same grade of covers?" "Well, they look the same," but Willie is a little vague and you see you have got to do your talking with Molly. "Try this chair. Miss, and see how comfortable it makes you feel; and the cover is moth-proofed for five years and don't you like those little strips of moulding — it sets the whole design off so nicely." Molly looks wistfully at Willie — I hope they will be happy with the suite, for it is a fine one. Romance in selling — from the salesman's viewpoint — here it is — nectar from the gods is no sweeter. The retired rural mail carrier and his wife, tired out and timid. "Ma and me want a new living room set —ma, you pick it out, anything you want. Don't get anything too cheap, ma, you know we'll never get another one." Ma gets her choice and a fine floor lamp thrown in. Yes, there's romance in selling furniture. M. K., Duluth, Minn. RUTH McINERNEY • Through whose green eyes and poignant pen are we permitted to see ourselves as the cus-tomer sees us. In stirring the "Wake's" caldron, Ruthie rates near the top, her "Customer's Viewpoint" hurling a con-stant challenge to better merchandising and the educated customer. ( S e e page 26.) Distressed Gent Your latest number just arrived here after my name had been summarily re-moved from your mailing list following the early-summer Shafer-Johnson Impasse — and I'll be damned if I can see why you have resumed this service. Because your book, with the one exception of Mr. Barne's magnificent page, certainly appears thin and lousy. I went through it carefully to detect the cause of this appearance—and I can attrib-ute the condition to the absence of some woodcutting by Mackenzie and some words by Shafer. And this leaves me sad—be-cause now I'm compelled to sell these words to the Curtis Publishing Co. of Philadelphia —for "Country Gent"—(See Nov. issue) — and this lowering of standards is distressing. C. S., Three Rivers, Mich. Fine Objection I missed the announcement, but you do follow the footsteps of Fortune, and give #10.00 for any misinformation, or error in (Please turn to Page 6) f o r DECEMBER, 1937 * ' Full Steam Ahead For a Record Breaking with TABLES By MERSMAN * SPACE 924 CHICAGO * SPACE 1110-1116 NEW YORK A Host of Distinctive New Designs in Modern, 18th Century, French and Commercial . . . . See them at the Markets! City or Country Winter or Summer There's Always... A BIG MARKET FOR MERSMAN TABLES You can't afford to miss the Mersman Line — for here is a Complete Line, designed and priced to meet popular demand the whole year through. Distinctive tables that are built as finely as the finest — yet, through large-scale production, priced surprisingly low — here is the Line of Table Values that will pay big dividends all through 1938. We cordially invite your inspection at the January Markets. We look forward to showing you the patterns that are going to mean more profit for '38. Everywhere, smart merchants are stocking Mersman Tables. And we join with them in saying: Clear the tracks! Full steam ahead — for a record breaking year with Mersman! MERSMAN BROS. CORPORATION, CELINA, OHIO M ERSMAN Builders of Fine Tables For 37 Years We appreciate your mentioning you saw this in FINE FURNITURE FINE FURNITURE B O I L I N G WAKE ( C o n t i n u e d ) fact, found in your publication, don't you? Then send my ten dollars to the above address. "What do you know," page 22, question 1. Who is financing the Williamsburg Res-toration? Answer, "Rockefeller Foundation." We have a letter on file from Mr. Darling, in charge of the restoration, in which he says the Rockefeller Foundation has nothing to do with the restoration at all. J. W. M., New Orleans, La. / . W. M.'s objection covers a very fine •point, has title to do with the general con-tent of the question, inasmuch as Rocke-feller money, whether it is supplied by the Foundation, a -personal trust fund, a sep-arate corporation, is supporting the Restora-tion. Admittedly the question skoidd have been phrased, "Rockefeller Interests."— Editor. Still Rockefeller Thanks for your interesting letter of the 9th, relative to the Williamsburg set-up. No, I do not remember your having offered ten dollars for errors, but I think you should. And if you will pardon me, even in light of your letter, and quotations from the Virginia Gazette, I still win the cut glass pajamas, or whatever it is you are going to give instead of that coveted ten spot. Mr. John D. Rockefeller, Jr., is not the "Rockefeller Foundation" which is not men-tioned in the articles quoted. As 1 under-stand it, and I think I am correct, J. D., Jr., personally financed this restoration, but both J. D., Jr., and the Foundation are rather sensitive about it. I suspect the Foundation is not permitted to spend money for that purpose, while J. D., Jr., is entitled to such credit as is coming. J. W. M., New Orleans, La. See Last Month — and This Your newly organized department — "What Do You Know?" is excellent and cleverly puts over educational information in an entertaining way. I miss, however, ;'The Boiling Wake," and hope that it will again make its appearance. P. F. C, Winnipeg, Canada. Best Yet I think the October-November issue of FINE FURNITURE is the best yet. Glad to see you have banished the Three Rivers riffraff. B. K. The biography of John R. Vander Veen is beautifully handled. I like the editorial page and the way you handled the strike situation. E. A. S., Grand Rapids, Mich. o Easy On page 30 of the Grand Rapids Market Ambassador — semi-annual showing, July 29th to July 10th, 1936, you have a full page advertisement of your magazine. The ad being a picture of the magazine, the cover, with the picture of a table and four chairs. We have a customer who wants this exact set. Will you please give us information as to the name of the company who makes this set and where they can be reached? A. E. W., Aurora, 111. Complimenting Colleague Your current issue has just come to my attention. I have enjoyed it very much, and hope you will accept congratulations from our organization. We were particularly pleased with the way in which you presented the Model Home Budget story. It is a most attrac-tive presentation. It will be our pleasure to work with you in the future. As a former editor myself, we have employed here a group of writers who have had such experience and we try in all our releases to approach the subject entirely from the standpoint of the discriminating editor. Q R R N y c Do You Want It? On page 22 of FINE FURNITURE, October and November, 1937, issue on questions asked and answers given on page 43 of this issue, this is very interesting as well as extremely educational. As a suggestion why not get these questions and answers all together in a little booklet form and sell them to the dealers at a given price. In my opinion every dealer who is inter-ested in increasing his knowledge of the furniture business as well as educating his salesmen will be more than glad to have one or a number of copies of this particular b O 0 k l e t ' J. F. G. C, Jackson, Mich. Coincidental About a month ago when we completed our annual arrangements for the Purchasing Agents Exhibition at the Sherman Hotel, f authorized the setting up of an Early California bedroom set, with vivid red and crackled parchment colors, on which we put an Englander mattress and box spring in red Skinner Satin. On the night prior to the show, which was November 16th, our decorator and myself left the hotel at 10:00 p. in. after setting it up, and at 3:00 o'clock the next morning I was reading FINE FURNITURE MAGAZINE, and lo and behold on page 12, what did I see, but the identical bedroom set, and the identical living room chair which we also used in our set-up, and on page 13 1 noticed it was from our source of supply. Now, Mr. Mac, I have had lots of pe-culiar coincidences happen in my 38 years, but never one to match this. You may be interested to know that the enclosed photo-graph of our space (see below) shows a deep red and tan striped carpet, the walls in delft blue, the bottom of the occasional chair in the same color, one chair in parch-ment and orange, all beautifully decorated and really offset very handsomely by the accessories you see in the photograph. I presume you would be interested to know how I got this merchandise. For the past eight years I have visited my mother in Los Angeles at different times, and when there last January, I felt it was about time someone took the artistic version of this Aztec Indian Conquistador Spanish type of furniture and brought it to the Middle West for country homes, summer homes, guest and rumpus rooms. I pur-chased a quantity of this and also accessory items. I sold most of it myself, as it seems it was not appreciated as a whole by many people, and really it took some enthusiasm on my part to put it over. As one furniture man to another who is interested in all angles of our beautiful business, I presume you may find this letter interesting. In any event, I am sure no harm is done. At this time I feel it proper to mention the tremendous joy and information I se-cure from your excellent magazine, and my only complaint is that up to this issue I made grades of 80% on your tests, but this one gave me only 56%%, and I flunked on such questions as number ten, which you must admit are "tough." Confidentially, I want to go on record as saying that as far as I am concerned they could take all the furniture markets outside of Grand Rapids and throw them in the alley. After all, life is too short and too sweet to sell just for the sake of selling. I defy any man to prove that he is happier dealing in fine furniture than B. K., Chicago, 111. of Chicago's coincidental Conquistador Setting. WINTER MAR JANUARY 3-15 i H i t i i ^ ; » » i t II * • .; The National Center SS?.t... or9 I- I It I T U R E ( iHHrnlnilrd Lvaiivrship— II orhl's l.artivsl Producers I LOO l{ CO \ I! R I N G S llanl ami S»// Surface Display.') />v \alinnul Leaders I! O ^3 I] \ 1» I1 I. I 1NCES lnu'rica's Outstanding Manujavturvrs" !fP.'i8 Lines I. \ M l» S — 15 K I I D I N G Thv Important Profit-Making f ftluini' Lint's S l O i > I I I I J M S H I N G S Prvinimtis. tct<nmt Openers ami Promotional leaders and Everything for the American Home Wiih* TOI)\Y lor K.1-" HI ii! \ uii i FINE FURNITURE will be better than you now expect if you plan to make it so. Kroehler can help you — we help you sell N A T I O N A L P U B L I C I T Y - O u r 1938 national advertising will be increased. Many ads will appear in magazines having a combined circulation of over 12,000,000 homes. SALES HELPS —You need the best copy to make expensive newspaper space pay. We spare no expense in preparing the most effective dealer newspaper advertis-ing. Mats or cuts furnished free. Attractive window and store display cards also supplied on request. LINE —At our exhibit you will see a comprehensive line of the best-selling styles that experience and master de-signers can develop—styles that you will justly feel proud to display in your store. Prices will be a big surprise to you. You are welcome to make our space at the Furniture Mart your headquarters during the January Market. It's a good place to hang your coat and hat. WORLD'S LARGEST FURNITURE MANUFACTURER JANUARY EXHIBITS Chicago: January 3-15 New York: January 17-29 Los Angeles: January 17-22 San Francisco: January 24-29 We appreciate your mentioning you saw this in FINE FURNITURE f o r D E C E M B E R , 1937 NINE THIS MONTH The editors of FINE FURNITURE MAGAZINE wish to reassure their readers that never shall a hard and fast edi-torial policy be assumed. If we run across a feature that we believe will add interest, information, and be educational, it will be included in the regular contents. Simply because a feature appears for several consecutive issues, doesn't presage its establishment for the duration of publication. We refuse to become hidebound in our selection of reading material. Occasional contributions, such as Frank E. Seid-man's, are timely, their intermittent appearance adding to their value. "Solving the Labor Problem," page 20, is a fearless addition to Seidman's already voluminous portfolio of articles pertaining to the factual side of the furniture industry. "Regulars" like Ruth Mclnerney, who by the way cracked NATION'S BUSINESS in December with a delightful dis-sertation on department store policies, Ray Barnes, with his perpetual pecking at celebrities, Phyllis Cooper, and her decorative digests, "The Boiling Wake," the tantalizingly instructive "What Do You Know?" have established a monthly following that aids in supporting the standard of the magazine. Inaugurated this month is "Legally Speaking," by Charles R. Rosenberg, Jr., being resumes of actual cases, pre-sented in condensed form for the merchant lacking time to pore over lengthy legal literature, in order to find out whether or not postdating a check is "agin" the law. Though other pages bare the minds Of many men, the credit or The blame I'll bear for what one finds On this, Page Nine.—The Editor. Typical fine furniture by John Widdicomb Co. Quoting from our first PAGE NINE, and on the advent of another year, we wish to state that our credo remains steadfast: "MORE PROFIT FOR EVERYONE IN THE FUR-NITURE BUSINESS. "Convinced that good fellowship, laughter and the appre-ciation of beauty are as precious as money when assayed in the final net profit figures of life, we urge our friends to interpret our one-plank platform in that light." ff PRICING LOW Directed at the borax, price-slashing dealer is the resale price maintenance law, now in effect in 42 states. Passage of the Federal Fair Trade Act is responsible. No longer is it a violation of the anti-trust law for a manufacturer to put a retail selling price on his merchandise. The law enables the manufacturer to protect his trade-marked product, thus eliminating deceitful retail price competition. The ethical merchant now can benefit from the good will and value established by a manufacturer's trade-mark. He will be enabled to realize on the full profit without fear from price-destroying competitors. ff AD MAN SPEAKS "Business prospects for 1938 in the furniture and home-furnishings industry are much brighter than is indicated by conditions at this time," declares W. B. Henri, president, Henri, Hurst & McDonald, Chicago advertising agency, who has just completed a series of conferences with sales execu-tives of furniture, building material and home appliance companies served by his firm. These meetings, following the close of the November furniture market, reflect both an appreciation of present conditions, a determination to meet the problem of production and sales with increased effort. Says Mr. Henri: "I feel sure that the industry's opportunity is still fundamentally as good as it was last year. This belief is based on the nation's requirements and ability to buy. It goes still deeper, into the crying need for homes in America. Building must continue, for the supply of dwellings is far below the demand. New homes mean new outlets for furni-ture and homefurnishings. This potential market, as well as the huge replacement market, should be increasingly strong next year." A closer cooperation between manufacturers and retailers in ascertaining consumer demands is necessary, because better grades of merchandise quite often remain idle due to the dealer failing to correctly estimate the consumer's pocketbook, ascertain his taste. The country has survived every setback in its history. Fighting spirit is evidenced in advertising and sales plans for 1938. Any manufacturer or dealer producing and handling outstanding merchandise, must devise striking methods to bring it to the consumer's attention. ff more than ever are the deciding factor in the sale! GRAND RAPIDS VARNISH CORPORATION finest quality finishing materials, plus a cooperative creative service for new finishes and proven methods of more economical production. Inquiries invited. f o r D E C E M B E R . 1 9 3 7 11 BUY THE VISIT THESE LEADING FURNITURE EXHIBITORS Adelphian Mills Allied Mfrs of ' mene i American Art ^ orks American Chair Co American truineled Prod nets Co. American Furniture Co. American Hospital Suppl* Corp. Amora Mfs. Co. Anderson Artcraft Co. Appleton Toy & Furniture Co. Art Aquarium Co., The Artcrete Products Co. Atlas Novelty Furniture Co. Aulsbrook-Jones Corp. Bailey, Samuel i. Barler Metal Products Co. Batesville Cabinet Co., The Bellette. Inc. Benton Studios Bethlehem Furniture Corp. Bishop Products Co. Bopp, Andrew R. Bonn Art Products Corp. Brandenburger Bros., Inc. Brandt Cabinet Works, Inc., The Briatol Co., The Broude. W. S., Co. Brown, J.eslie If., Co. Butler Specialty Co. C. & O. Glass Co. Calif-Asia, Ltd. Carrollton Metal Products Co. Charlotte Furniture Co. Chesterfield Furniture Shops Chicago Curtain Stretcher Co. (Redwood Division) Chicago Hardware Foundry Co. Chicago Superior Mirror Works Cincinnati Artistic Wrought Iron Works Colonial Desk Co. Columbia Mantel Co. Conroy-Prugh Glass Co. Continental Art Ware Co. Coupes, Inc. Corduan Mfg. Co. Davis Cabinet Co. Dillingham Mfg. Co. Dunhar Furniture Mfg. Co. Durham Mfg. Co. Klkay Mfg. Co. Ellis Mfg. Co. Ero Mfg. Co. Kstey Mfg. Co. Fancher Furniture Co. Fashion-Flow Corp. Fashioned Furniture, Inc. Ficks-Reed Furniture Co. I rinklm Vrt< ratt ( o tncdlaendir 4 Co In< Furniture ^hon-- The Furniture Mi lists In, G H Spe<nlt\ ( o Garton 7cji Co General Wood Products Co. Gordon Parlor Furniture Co. Grand Novelty Co. Great Lakes Glass Co. Hallwood-Colnmhus Co. Hamilton Glass Co. Hanson, Louis, Co. Hart Mfg. Co. Hart Mirror Plate Co. Hauser. Emil Hellam Furniture Co., Inc. Hcrlzberg, Arthur, & Craftsmen High Point Bending & Chair Co. Hirsch, J. Home Service Bureau House of Baldwin Ideas Illinois* Art Industries, Inc. Indianapolis Chair & Furni-ture Co. Irwin, Robert W., Co. J. & J. Tool Co. Jones, Paul, Inc. Juvenile Wood Products Co. Kaplan, Joseph A., Inc. Karpen, S., & Bros., Inc. K.atz, Frank M., Inc. Kensington Shop, The Kerr Wire Products Co. Kessler, Warren Keteham & Rothschild, Inc. Kittinger Co., Inc. Koch, Geo., Sons Kraus, Walter S., Co., The Lefkow-KJng Co. Leganger, E., & Co. Leg-O-Matic Co. Levi-Gade Liberty Electric Co. Lincoln Luggage Co. Lorraine Metal Mfg. Co., Inc. Luce Furniture Corp., The Lyon Metal Products, Inc. Maddox Table Co. Majestic Lounge Co., Inc. Mallen, II. '/-,., & Co. Marigold Studio Martin, Miss Frances Master Metal Products, Inc. McAnulty Co., The Menaaha Wooden Ware Corp. Metal Arts Studio Mexican Products Co. Michigan Chair Co. Milano Furniture Co., Inc. Mirror Spec laltN ( o Modern Mfg C o Mount \ir\ ( hut Co Mount Viri I urmtnre Co Muskin Mfg ( o Napinee Kitcht n ( abinet National Furniture Co. of M ount Airy National Mineral Co. National Wood Products Co. Norden, Fred, Mfg. Co. Old Hickory Furniture Co. Oslermoor & Co.. Inc. Paleo Mfg. Co. Pellegrini, L., & Co. Pioneer Furniture Co. Pratt Corp. Protection Products Co. 7tamseur Furniture Co. Reliable Furniture Mfg. Co. Rockford Desk Co. Romweher Co.. The Rose-Derry Co. S. & L. Box Craft Co. St. Charles Mfg. Co. Salmanson & Co., Inc. Sani Product* Co. Schutte, George W-, Furni-ture Co. Shearman Brothers Co. Shenandoah Community Workers Shwayder Brothers, Ine. Sikes Co., Inc., The Simmons Co. Smith, B. R., Chair Co., Ino. Sorem Furniture Co. Stanley Co., The Star Furniture Co. Stark, James E-, Co. Statton Furniture Mfg. Co. Sterling Furniture Co. Straus, Mitteldorfer Sturges-Aulsbrook-Jones Corp. Tapp, Inc. Thanhardt-Burger Corp., The Three Mountaineers, Inc. Tomlinson of High Point Toy Market, The Treasure Chest Union National Lines United Art & Craft Studio Wabash Cabinet Co. Warren Furniture Co. Wheeler, M. M., & A. J. Wheeler-Okell Co. Williamsburg Galleries, The Woodard Furniture Co. Youugsville Mfg. Co. Youngsrille Sales Co. Ypsilanti Reed Furniture Co. • People, today, are ensemble-minded. That's why smart furniture buyers, at market, are visit-ing related displays before they buy their own lines. It's the only way they can be sure their selections fit the current vogue and therefore will sell. In no other building in the world can you in-spect so many displays of related merchandise— l o l l of them—curtains and draperies, floor and wall coverings, lamps and glassware, as here in the Merchandise Mart. Or see so many complete room settings, each full of practical merchandis-ing ideas. The line or lines you buy are all conveniently displayed under one five-acre roof. You can't afford to miss these Six Major Markets. Write at once for your registration blanks and com-plete information. I — and don't forget the ever-popular Kooler SHOP ALL SIX MARKETS JANUARY 3 - 1 5 INCLUSIVE Merchandise Mart Furniture Mart Merchandise Mart Floor Covering Market Merchandise Mart Lamp and Shade Market Merchandise Mart China, Glass & Pottery Market 13th Semi-Annual Curtain & Drapery Kxhibit (January 3—14) (Sponsored by the Chicago Drapery Mfrs. Assn.) Third international Housewares and Appliance Show, including Toys and A$ heel Goods THE MERCHANDISE MART - eh! cago THE CRE*f #EWfR4L MARKET WELLS STREET AT THE RIVER 12 FINE FURNITURE Frank Seidman says more than twice as much furniture was made, shipped and sold in 1936 than in 1932, and 1937 will show sales improvement over 1936. What's all the kicking about? Have you seen Charlie Kindel's factory? You could eat your lunch on the floors, they are kept so spotlessly clean. His workmen have surroundings as immaculately clean as mother's parlor at home, and it means contented workmen and increased pro-duction. Here's a plant to pattern after. A furniture salesman named Hines Covered twenty-three states with ten lines, Each line represented Report sales not augmented, And their factories covered with vines. The devil decided to refinish hell as the smoke and soot so prevalent there had left the furniture, draperies and floor coverings in a dirty, dingy con-dition. He investigated the lines of every manufac-turer of living room furniture in the world and not one of them had a suite or chair upholstered in asbestos so he gave up the idea, had the entire "dump" dry cleaned and let it go at that. Moral: Have what they want when they want it. The Tego glue boys are putting it over. John Romweber of American Furniture Company, Bates-ville, Indiana, has just installed a huge new outfit and so has Ed Mersman of Mersman Brothers Cor-poration at Celina, Ohio. Faster production, they claim. In the furniture down in the east, It is either a famine or feast, With a stock market tumble Things rumble and jumble, Until fluctuations have ceased. What constitutes a market: Good merchandise, fair prices, reasonable cost of display and merchan-dising space and a responsible group of buyers. That is the place to sell goods. GflS BUGGV BUBBLES by PHIL JOHNSON Shortly after Mrs. Murphy's cow kicked over a lantern, setting the city of Chicago in flames, a young man fresh from reportorial duties on the Dowagiac Daily News, landed with both No. 12 feet as a cub reporter on the Chicago Trib-une. From this start he developed a powerful pair of legs, a nose for news, a flair for the publication business, and the largest speaking acquaintanceship in the furniture industry. For nearly 30 years, P. S. "Phil" Johnson has been touring the country, spreading his philosophy of optimism, radiating a spirit of conviviality, and on the side, valiantly attempting to inculcate in the minds of furniture manufacturers the fact that consistent promotional work pays dividends. Feeling that "Phil" in his ramblings gathers a headful of personal and public facts of interest to our readers, and knowing that he once conducted a column for a daily paper, we served on him an editorial subpoena, requesting his appearance every month. Herewith is number 1 of "Phil's" GAS BUGGY BUBBLES.—The Editor. of price advances, fear of war, fear of the fluctuation of the stock market and fear of God knows what. Does the industry need greater intestinal fortitude? No! It needs more guts. Mary had a little goat that wabbled at the knees, So Mary traded for a dog, but found the dog had fleas; She swapped the pup for a borax chair, because she was so sore, But when she sat, the darn chair broke, and dumped her on the floor. Take a big load of well planned publicity, backed by attention getting illustrations, promoting honest merchandise at honest prices and don't worry about volume. Volume follows and profits follow volume. Since time immemorial it has been said that we humans are the victims of fear and there seems to be a huge cargo of it in the furniture industry today. Fear of the future, fear of labor unrest, fear St. Peter and the devil decided to build a wall between heaven and hades. St. Peter was to handle the construction and the devil to pay half the cost. When the wall was completed and St. Peter pre-sented the bill, the devil refused to pay. St. Peter said, "I'll sue you." The devil answered, "Where will you get your lawyers?" Why is a Dutch pancake like the sun? Because it rises in the yeast and sets in the vest. i o r DECEMBER, 1937 13 The Turniture Am erica with a wealth of new showings that Challenge Comparison for Smartness of Styling for Excellence of Craftsmanship for Prestige-Building Character • for all around Value and Profitable Saleability VISIT GRAND RAPIDS FIRST! JANUARY MARKET 3rd to 15th GRAnD RflPIDS fURniTURE EHPOSlTIOn flSSOCIflTIOD 14 FINE FURNITURE CENTURY The MAHOGANY FINISH that is historically correct for the reproduction of the finer work of those master craftsmen of that golden age of furniture —the wonderful GEORGIAN ERA. . - ' ' - ' • • • • - - . : 3 Only by the CENTURY MAHOGANY treatment applied to Chippendale, Hepplewhite and other 18th Century reproductions are these classic inter-pretations reproduced in all their traditional loveliness. The deep warm mellow tones and pleasing patina effect produced by the CENTURY MAHOGANY method impart a distinctive character and charm not attainable by any other finishing procedure. m Courtesy West Michigan Furniture Co. We will gladly submit finished sample and further information upon request. •MANUFACTURED BY GRAND RAPIDS WOOD FINISHING CO. Established in 1893 GRAND RAPIDS, MICHIGAN We appreciate your mentioning you saw this in FINE FURNITURE l o r DECEMBER. 1937 15 They All Speak Well Of It" No. 373 Love Seat — Victorian For January We Present . . . A New Provincial Group . . . A New Swedish Modern Group . . . A New French Group . . . And New Promotional Suites and Chairs MICHIGAN FURNITURE SHOPS, INC. GRAND RAPIDS • MICHIGAN DISPLAY AT THE FACTORY SHOWROOM OF THE GRAND RAPIDS CHAIR CO. We appreciate your mentioning you saw this in FINE FURNITURE 16 FINE FURNITURE HIGH TRUMP FOR 1938 No need to bluff when VanderLey pat-terns are on your floors. Buyers find them to be outstanding values in style, con-struction and honest pricing. You can stand pat on this line, because it assures you a winning hand every time you come up against competition. See the many new designs shown in the Janu-ary exposition. If you cannot attend, send for illustrations and prices. Custom-Made for Profitable Trade 6th Floor, Keeler Building Vander Ley Bros. GRAND RAPIDS, MICHIGAN Sofas, Chairs, Love Seats, Rockers and Tables. If not attending Market, write for photos, prices and newspaper mats for featured promotions. H E K M A N / ^ A Sparkling New Note MODERN Designed in Conjunction with Leading Merchandisers Coffee tables, end and lamp tables, desks, chairs and coordin-ated wall pieces in a lighter, more graceful type of modern — entirely new but soundly founded on the good judgment of several of the country's leading merchan-disers— a line that we confi- Desk or dently predict is going places. Dinette Chair Be sure to see it and the many other Hekman offer-ings in both modern and traditional at the January Market. Coffee Table with Gunmetal Mirror Top Coordinated Wall Units Available in a Wide Variety of Functional Designs HEKMAN FURNITURE CO. EXHIBIT WATERS- _ B A u _. _ A _ , _ _ KLINGMAN BLDG. GRAND RAPIDS f o r DECEMBER, 1937 17 COMPLETE NEW MODERN LINE OF LATEST CREATIONS Long recognized as a leader in the Modern field, every suite in the RED LION FURNITURE CO. line was designed with the idea in mind of maintaining its established style leadership. Only through meticulous adher-ence to construction, workmanship and finish, has this been accomplished. No. 408 B:d No. 208 Dresser EXHIBITION SPACES . . . NEW YORK FURNITURE EXCHANGE - N E W y o R K WATERS-KLINGMAN B U I L D I N G - G R A N D RAPIDS RED LION FURNITURE CO. RED LION PENNA. We appreciate your mentioning you saw this in FINE FURNITURE 18 FINE FURNITURE Hoffer Bros.. 1905. (below) 1937 B\CK in 1902 there was a youns; llunuarian workiiiu in \tlanta. (la., in the linn of Rhodes &. Ilav-eriy. 1 fe was scrvintr an apprenticeship in the furniture business. IV.it ili'u voting cinhusia-M was JDWIL' niure than that. He \\a> k-arniiii: all lie could about tiu; citie? of the South with a \ iew to start ins: a business, ol his own. lie wanted to pick the right spot and decid-ed finally on Norfolk. \'a. Here lie would found a business and build a home. Benjamin Hoffer, president of the newly appointed Hoffer Bros., Inc., did exactly as he planned, and came to be recognized as one of the leading homefurnishing merchants in this Southern community. Not without travail, headaches and heartaches did Hoffer rise to his present business eminence. The story of his success embodies the same ingredients that fired many an aspiring youth — ambition, industrious-ness and more foresight than five-spots. Young Hoffer did not step right into his own business upon entering Norfolk one October morning in 1903. But he did step right up and get himself a job. ISADORE HOFFER . . . first sale — second hand Bible. &z By ROD MACKENZIE Editor, FINE FURNITURE Sa>s Hoffer: "Upon arriving in Norfolk, the first tiling I did was to eat a hearty breakfast. Then I called on the W. F. Crall furniture store and talked with the manager, C. G. Mays, who told me that no new men were wanted." 35 Bucks for a Job • Right here young Hoffer exhibit-ed the spark that was to carry him through 34 years ol business vicissitudes. He refused to take "no" in answer to his request that he be put on the staff as an outside salesman, reminding Mr. Mays that every institution needed good men, that an industrious sales-man could always make a place for himself. Continued Hoffer: "My worldly capital consisted of $35. I put it all on the desk and said I would leave it as evidence that I would return the samples of the trade. It made an impression. I got the job and in a few hours had made my first sale." Hoffer Brothers, Unincorporated • For six months Hoffer made house-to-house calls, selling merchandise to housewives throughout the city. Then he sent for his young brother, Isadora, who came from New York. He also made a sale the first day he worked in Nor-folk— a secondhand Bible; is now secretary and treasurer of Hoffer Bros., Inc. Buy a Horse • When Crall moved into a new store 18 months later, the Hoffer boys purchased his old f o r D E C E M B E R . 1937 19 stock, on credit, rented a tiny store on Church St. for $8 a month, bought Crall's old horse. For eight years they remained in this location, selling portieres, blan-kets, clocks, mirrors, pictures and Bibles. Each week they would take their profits to Crall until eventually they had him paid off. Progress • Their business expanding, the Hoffers moved to Main St., where they remained for ten years, employing several salesmen, operating six horses and wagons, abiding by their motto — "Fair treatment for all." A motorized delivery truck, one of the first in the community, indicated further progress. Another move into more expansive quarters at the corner of City Hall Ave. and Bank St., where they remained for 13 years, preceded the present modern establishment on Main St. The new store has 34,000 square feet of floor space, 20,000 of this being on the ground floor, where 75% of the merchandise is displayed and is recognized as one of the outstanding modern stores in the South. A 20-foot revolving display window, carrying three complete suites at once, further indicates the Hoffers' progressiveness. Tribute • A six-page section in the Norfolk Ledger- Dispatch announced the opening (September 23), which thousands attended. Felicitations from furniture and homefurnishing manufacturers and from brother merchants throughout the country, plus the unexpected response of the local public, are tribute to the initiative and determination of the Hoffer brothers. They say: "We are proud of our new store, proud to have built up such an enterprise to leave our children." Like Father—Like Son • And the children are follow-ing in their father's steps. Louise Hoffer, daughter of Benjamin, is a bookkeeper; Isadore's son, Martin, University of Virginia graduate, is a floor salesman, and another son, Elliot, also U. of Va., travels for a well-known furniture manufacturing concern, is learn-ing the business from that angle. All of which indi-cates a perpetuation of the spirit and philosophy of the senior Hoffers. "One of the greatest things about establishing a business is to have something to leave to one's children." They further emphasize their good fortune in the statement: "A good business, a good reputation, and good friends. We feel that we are fortunate in having these three things." Brands of nationally known furniture handled by Hoffer Bros., Inc., include Berkey & Gay, Luce Furni-ture Corp., Kindel Furniture Co., of Grand Rapids; B. F. Huntley, Pullman Couch Co., Kroehler Mfg. Co., Thomasville Furniture Co.; and a complete line of Stewart-Warner and Frigidaire refrigerators, Zenith and Stewart-Warner radios. "MR. B" . . . WHETHER or not Benjamin Hoffer ever read any of Horatio Alger's fictionary formu-las for success, his own career might well be added to that volu-minous library. For the saga of this young foreigner, born in Budapest, Hungary, 60' years ago, parallels the pattern estab-lished by Alger's prolific pen. Giving up a position in a fur-niture store in Atlanta, that he had held for about a year, strik-ing out for a community un-known to him except through conversation with traveling men and maps, gambling his entire monetary holdings, $35, on the fact that he could produce, is in-dicative of the spirit, vision and confidence that carried Benjamin Hoffer, president of Hoffer Bros., Inc., Norfolk, Va., to his present successful position in his com-munity. Hoffer is not a big man physi-cally, weighing about 145 pounds and rising only five feet four inches from the ground. But his perseverence, tenacity and sense of fairness more than doubles what he lacks in stature. How-ever, reports on "Mr. B's" early activities disclose the fact that his energy seemed limitless, and that the little man had a rugged constitution, for he "walked" his territory when he first came to Norfolk. In fact, his early mem-ories of the furniture business are crystallized into two words — hard work, while his career is founded on a philosophy includ-ing "system, service, honesty, courtesy and regularity." BENJAMIN HOFFER . . . first ate a hearty breakfast. Despite Hoffer's early strug-gles, his constant attention to business as he progressed, he has traveled widely in Europe and the United States, finds relaxa-tion in frequent auto trips and names Shakespeare as his favor-ite author. Hungarian goulash is his epicurean choice and the vio-lin his means of recreation. This instrument he learned to play in the Conservatory of Music in Budapest, studying under Pro-fessor Jeno Hubay. His only partner has been his brother, Isa-dore, whom he called to Norfolk shortly after his own advent, and between the two, over a 34-year span of business association, there has always existed a fine cooper-ative relationship. Always intensely interested in his customers' problems, he re-lates an incident that occurred recently, which added humor to an otherwise drab day. A colored woman came to the store, told Hoffer she was in trouble, asked for a loan of $5. "I am your customer," she said. "Mr. Hoffer, look at your books. I have been dealing with you for ten years." Wanting to oblige but not with-out checking the woman's state-ment, Hoffer found that the books disclosed the following in-formation: That the customer had purchased a range at the store ten years before for $98, still owed $20 on the account. Truly, a customer of long but somewhat doubtful standing. 20 FINE FURNITURE ANNUAL LABOR TURN-OVER RATES IN FURNITUREL MANUFACTURING PER IOO ON THE PAY ROLL FACTORY ENTRANCE LAIO-OFF 1931 1932 1933 1934- I93S 1936 * 1937 wmm. iA.se o ON REP- | 55.7T SOLVING THE LABOR PROBLEM By FRANK E. SEIDMAN SEIDMAN 4 SEIDMAN. Accountants and Auditors With Offices in Principal Furniture Manufacturing Centers WHEN one considers the present labor situation in this country, one is apt to be put in mind of the colored preacher who announced that the subject of his sermon would be "Status Quo." "But," he added, "in case you all does not know what that means, I will say that it is Latin for the terrible fix we is all in." Thirty Years Ahead — or Behind • Touching on the labor problem, under present conditions, is rushing in where angels fear to tread. When you get through, you are sure to be condemned as a conservative by the radicals, and as a radical by the conservatives. How-ever, there is really scant difference in definition between a conservative and a radical. It has been said that a conservative believes that nothing should ever be done for the first time, whereas a radical believes that nothing should be done "except" for the first time. Neither conservatives nor radicals can help this world because they are not presently living in it. They are either 30 years ahead or 30 years behind their time. * From an address by Mr. Seidman before the tenth annual meeting of the Wood Industries Division of the American Society of Mechanical Engineers, held at Grand Rapids, Michigan. Today's Problems • In approaching the labor problem one must consider it realistically and recognize that we cannot look back to what has been, but at conditions as they are and recognize that it is today's problems that must be solved. Furthermore, problems are never solved by being ignored. Major Unionization • It appears to me that America is closely repeating Britain's labor experience. It is becoming abundantly clear that this country is facing an era of major unionization just as Britain did 25 years ago. If this be true, industry would be well advised to co-operate in this movement rather than attempt to frustrate it. Instead of fighting the labor organization from without, enlightened leadership should bend its efforts towards reforming it from within. At present the leadership of labor unions is necessarily of the type that is continually girded for battle. Through a progressive industrial attitude, there might be developed labor leadership of a co-operative, rather than combative type. Knowledge Ends — Strife Begins • This does not mean that management must surrender to such dictates f o r D E C E M B E R , 1 9 3 7 of organized labor as are in fundamental conflict with sound economics. It must fight any attempt to impose waste and inefficiency, but it must remember that strife begins where knowledge ends and that the quality of leadership of labor organizations is as much the responsibility of management as it is of the masses of workers which it leads. It is time we realize that the age of control of indus-try through the management of capital alone is past, and that the real control of industry must rapidly rest in the hands of those who are able in the management of men. It is the lack of recognition of these factors that has, to a great extent, led to the serious strikes which this country has experienced and is currently experiencing, with all their disastrous interruptions to production. Strikes of Capital • The strike is of gravest danger both to capital and to labor. Incidentally, we invari-ably think of strikes as those involving labor. However, we have strikes of capital as well. Capital often strikes to maintain high income, just as labor strikes to main-tain high wages. Both capital and labor are damaged tremendously by a strike of either. High wages for capital and labor do not mean high purchasing power for either. The establishment of artificially high prices or wages and the stopping of production are the surest way to scarcity and a reduced standard of living. It is up to both the workers and the owners to assist in abolishing strikes because the cost of a strike is lost production, and lost production in the last analysis means lost consumption by labor and lost savings by capital. Production. Determines Income • Notwithstanding some of the odd theories that are being heard now-a-days, such as to have more we must work less, make fewer things and you have more money, etc., thoughtful persons are pointing out that to increase wealth and the standard of living, it is essential that we produce more. We think we want more profits, wages, salaries, etc. If all these were multiplied by 10 or 100, we would not be one whit better off or have any more wealth. Continued production and production only determines our real income. Seek Peaceful Settlement • To bring about continued ^production, not only must we find ways to peaceful set-tlement of industrial disputes but, to my mind, we must do at least two other things — (1) aid labor to an understanding of the problems of capital by having it represented on the board of directors of industry, and (2) permit labor to directly participate in the fruits of its increased output by letting it share in profits. Labor Representation • I am a firm believer in the principle that labor should be represented on the board of directors of industry. If that sounds radical, let me suggest that the surest way of controlling radicalism in labor is to let it participate in the responsibility of management. Radicalism ends where responsibility begins. We have had many examples in political and economic history justifying this conclusion. Responsi-bility engenders practicability. Let labor sit in and participate in the discussions and decisions of manage-ment. It will then learn the falsity of what is now preached to it that management is constantly scheming to "take its hide off." It will learn that operating an industrial enterprise is not just a matter of sitting back and raking in the profits. It will learn that by and large American business men are heartily in sympathy with good wages and fair working conditions for labor, and it will also learn that to pay wages beyond eco-nomic ability fixed by competitive and market condi-tions is to lay the foundation for the destruction of their own jobs. Labor's Viewpoint • Furthermore, labor's participa-tion in management should greatly aid management itself. It should help management get labor's viewpoint and labor's problems at close range instead of by guess and by hearsay. It should help management secure practical suggestions as to practical problems arising in the factory which now either never get to it or reach it third or fourth hand. Participation in Profits • This leads to the second proposition—i.e., the participation of labor in the fruits of increased output. In the early period of our indus-trial development, the profits of industry all went to capital. In more recent years, there has generally devel-oped a recognition that management, too, is entitled to a share of the profits it aids in producing. There is no essential reason why labor should not join capital and management in sharing the avails of the surplus cre-ated by the efforts of the triumvirate. Philosophy — Plenty vs. Scarcity • Such an allocation of profits would go a long way towards overcoming the undesirable extremes in our business cycle which con-stantly recur as a result of overexpansion, over-extension and overaccumulation. The dispersion of pur-chasing power to the great mass of workers when profits are abundant is the best form of insurance for industry itself, for it should aid in the avoidance of these excessive peaks and valleys. Business will best serve its own interests and those of the nation by di-verting some of its profits to labor's use, thereby stimulating demand for its own output. Furthermore, the inclusion of labor in a fair profit-sharing plan should answer much of labor's present criticism that it is not receiving a fair share of what it produces, for it would automatically permit it to participate in increased production as it develops. It should be a powerful stimulant to labor's adoption of a philosophy of plenty instead of its present creed of scarcity. Solution • I am convinced that the solution of employer-employe difficulties and differences lies along the path here outlined, and that the eventual adoption of these or similar principles is inevitable. The furni-ture industry, as one of the outstanding industries of the country, might well display its foresightedness by asserting leadership at the early stages of this development. Rushing in where angels fear to tread is Seidman's predicament in discussing the subject of labor. However, with characteristic fearlessness he points out that problems are never solved by being ignored. Read it. — Editor. Color for CONSUMER of AMERICANNA /CONCERNING style and color \_S trends a unique harmony ex-ists among the industries supplying the homefurnishing field. To the homemaker interested in obtaining decorative harmony it is invaluable. Americanna • Observations re-sulting from a recent meeting of the Style Trend Council of the Institute of Carpet Manufacturers, embody-ing memberships in the furniture, floor covering, textile, wall paper, interior paint fields, indicated an advanced crystallization of a definite style, typically American. Also ap-parent is a trading-up program of better design, finish, detail, work-manship, full money's worth at all price levels. Two-Tone Borderless • Starting with the floor where good decoration begins, interesting comments were made upon style trend in American-loomed wool pile carpets and rugs. Texture continues as leading style theme. Out of the popularity of two floor covering types — texture patterns and plain carpeting—comes a type expected to play an increas-ingly important role: carpets and borderless rugs to fit rooms, in which two-tone effects and design types just off the plain, give new interest to floor style. Color Clicks • Since definite de-sign is played down in these new carpet and rug types, color becomes an even more important factor. BROADLOOM CARPET SHOP f o r DECEMBER, 1937 Manufacturers expect to introduce interesting versions of color fam-ilies, including both the very subtle light shades and rich dark tones. Texture Tells • Borderless rugs and correct floor-size rugs continue im-portant. Texture designs dominate, will continue to supplant Modern designs, are a softer, more subdued, small scale design, more restrained in coloring. Reproductions of Orien-tal patterns are expected to con-tinue to decline. Early American designs follow the trend toward smaller, all-over design, with vari-colored effects, in which no single color predominates. Furniture Facts • Turning to fur-niture, a classification setting the key for decorating styles, three ma-jor design types predominate: 18th Century, Modern and Early Ameri-can. Both in upper and medium-priced brackets, 18th Century de-signs continue their popularity. A persistent note is the freshening of traditional types, the simpler, light-er- scaled, classic types, such as Re-gency, Sheraton and Hepplewhite, which fit into backgrounds where Modern color schemes, fabrics and floor coverings are used. French 18th Century styles arc creeping into prominence, both court and provincial types, the Winner in bed-room and upholstered li\ing room pieces. Simple versions of Queen Anne and other earlier English styles are becoming more evident. Medium Modern • With the intro-duction of the so-called "Swedish Modern" influence, a new opportun-ity is .-ecu lor Modern furniture to break into the medium price ranges, instead of remaining almost entirely at the extreme top or bottom levels, as it has in the last lew season*. At top of opposite page is cut-out superimposed on 9 x 12 broadloom rug. used in display window-demonstrating the use of correct sized rugs; new Cav-el (Collins & Aik-man) fabric, presenting Adam design in cut and uncut wire loom jac-quard frise velvet. New broadloom rug shop. Sterns, New York, (bot-tom of opposite page); utilizing space between banks of windows, dram-atizing broadloom at Abraham & S t r a u s , Brooklyn, with life-sized photograph of room set-ting (top right; Ludwig Bauman's, New York em-ploy cut-outs as active selling tools, (right); hu-morous skit demonstrat-ing to customers the art of remaking a living room, staged at Wana-maker's, New York. This new type of Modern is less blunt, lighter-scaled, acknowledges some indebtedness to tradition, em-ploys curves and more refinement of contour, comes up "off the floor." l'",arl_\- American furniture, too, seeks a tendency for less hackneyed types. Wood Notes • Woods and finishes show emphasis upon greater refine-ment, better color. On traditional pieces, especially in mahogany, a dark, rich traditional finish vies with lighter shades. Exaggerated blond finishes seem to be passing; in their place come semi-blond, nat-ural and "wheat" tones. Walnut captures the patina of old pieces. Fruit wood tones are f o u n d in French pieces. •TK^:v.-.;;r5yL&* 24 FINE FURNITURE the man on the cover WITH a father, three brothers and a daughter in the furni-ture business, it is difficult for Ed. H. Mersman, president and general manager of the company bearing his name, to even ponder upon the possibilities of having thrown his energies into any other industry. In fact "Ed H." admits being prac-tically born in it. "Who's Who in Commerce and Industry" divulges the following data on the career of Ed Mersman: "Served as manager of his father's sawmill, planing mill and furniture manufacturing business, 1890-1900. Organizer and partner, Lennartz & Mersman Bros. Co., 1903-06. Or-ganized Mersman Bros. Brandts Co., 1906; changed to Mersman Bros. Corp., 1927, of which he was elected president, director and gen-eral manager." Supplementing these activities are directorships in the Citizen's Na-tional Banking Co., Celino, Ohio, National Furniture Manufacturers Ass'n and member of the Board of Governors of the American Furni-ture Mart. Beginning his furniture experi-ence in the manufacturing of cheap beds and reclining chairs, Mersman climbed steadily in the furniture in-dustry. Supported by a philosophy of giving the best one has and reap-ing accordingly, he soon attained an enviable position as a leader in his chosen field. Mersman's profes-sional ambition to make quality merchandise that would sell at pop-ular prices brought him early rec-ognition, business volume, and es-tablished the huge plant in Celina, Ohio, as a practical model of mod-ern production methods. ED. A. MERSMAN . . . his hobby, making tables. Relentless in the pursuit of new ideas, the development of methods for merchandising his product, Mersman. in 1932 introduced a high priced article, and this at a time when his competitors were frantically engaged in the ignoble business of producing merchandise at unheard-of low prices. Says Mersman: "One d e a l e r whom I particularly wanted to sell, and make my first contact, accused me of having unlimited nerve in approaching him with such an ar-ticle during times of stress. He said that he could not possibly be inter-ested." Mersman laughs, because, as he relates, he not only sold this customer, but every one contacted on the trip, proving conclusively basic business principles — knowing your product, being equipped to present it intelligently, and, being sold on it yourself. Surprisingly, enterprising Ed con-fesses to no hobby other than that of making tables, quite naturally designates Henry Ford and "Gen-eral Motors" Kettering as his fav-orite public personages, which ac-counts for his choice of reading be-ing "engineering books of any kind"; admitting, however, enjoy-ment in reading Shakespeare and the lives of Lincoln and Theodore Roosevelt. Going suddently senti-mental on the subject of pets, he lists his wife, daughter and grand-daughter. In characteristic Mersmanian spirit he voices the desire never to retire, but to continue active in the business for the remainder of his days, doing nothing but making more and better tables. Accomplished Adaptations . . . (See opposite page) 1. Versatility is exemplified in the groupings (1 and 8) by the Mersman Bros. Corp. The smart living room at the top, keynoted by the simplicity of the modern stream-lined tables, is typically contempor-ary. Included in the modern line in addition to those illustrated, are coffee, lamp, oval, occasional tables, with tops veneered in butt and burl walnut. 2 and 3. Long recognized as a top flight creator and merchandiser of living room tables, desks, etc., Imperial Furniture Co. shows these typical current interpretations of 18th Century adaptations. 4. The Louis XVI chair covered in blue brocatelle, smartly tailored upon a mahogany frame, is shown in the Ketcham & Rothschild space in the Merchandise Mart. 5. Dignified by distinctive design-ing is this Robert W. Irwin mahog-any ensemble, consisting of 36-inch long server and 34 x 28-inch hang-ing bookshelf. Displayed in the fac-tory showroom at Grand Rapids. 6. Period furniture reflecting the influence of modified modern ap-pears in the illustration of the Landstrom Furniture Corp. group. The "tea table" in mahogany, 23 inches high, is a newcomer in the novelty field. Relying upon the beauty of its rich upholstery which combines plain and crewel (see page 31 for definition) embroidered royal blue hammered satin, is the love seat's claim to distinction. 7. Combining beauty and com-fort is this wing chair manufactured by the Fine Arts Furniture Co., dis-played in the Waters-Klingman Building, Grand Rapids. 8. Early American in feeling is this Mersman tier top table, of solid mahogany. The charming hanging bookrack draws upon Chippendale for inspiration, while Hepplewhite's influence is felt in the cabinet veneered in swirl, crotch and stripe mahogany. Displayed in the Ameri-can Furniture Mart. 9. Personifying the ultra in ad-herence to honest craftsmanship, design and quality is this chiffonier-desk by John Widdicomb Co., shown in the factory showroom, Grand Rapids. 1 St. m S2J b&guwr h A *gF"***^, i - ••*'. " * • , " * ! . • / . • # : , • ' • " * . : • ' ^ ^ 26 FINE FURNITURE THE CUSTOMER'S VIEWPOINT by RUTH McINEBNEY Electrically-heated blanket controlled by the little cabinet on the nightstand, obvi-ating frequent opening and shutting windows, adding or throwing oil extra covering. REST ASSURED —OR IS IT? NO NEED, really, to leave the sweet dream business all to the palmists and crystal gazers. Any furn-iture store that sells mattresses and springs may also sell sleep. And the funny thing is that as soon as you begin to sell us sleep instead of bedding, your profits go up. You can bed on that right now. That's because the arguments for getting a good night's rest, favor the sale of the better equipment. The cheaper the outfit, the lower the rest rating, and the less your profits. All Take—No Give • Once there was a dealer who took seriously and literally the argument of the cus-tomer, "I can't afford to spend $20 more for a better spring and mattress." The dealer forgot that $20 over a ten-month extended payment period is $2 a month. Poor bedding under the unhappy customer for the same period of time costs much more than that. Fig-ures do not fib after an eight-hour argument with a mattress that is all take and no give. So, the customer bought the inferior inner-spring mattress with the fewer coils inadequately covered. To make matters worse, she also signed up for the flat spring that is bound to sag, sure as rain in October. Now the customer restlessly counts sheep all night, and the dealer is busy counting wolves at the door. We're interested in construction details insofar as they lead directly to our comfort and convenience. Conforming to Curves • "This inner-spring mattress has 837 coils," quoth a salesman, recently. This im-pressive detail would have gone offside as far as we were concerned. However, the salesman had a sure-footed running mate of an argument. "The 837 coils of tempered steel wire provide greater conformity to the curves of the body. Every square inch of the mat-tress is literally a molded support. Each coil is sewed in a muslin pocket, and the whole unit is in a muslin case. That prevents noise. These coils aren't wired for sound. Get it?" We did. Anyway the getting was easy because the salesman talked with the help of a cross section of the , mattress in his hand. The Weigh of Looking • "This padding placed on top of the muslin case is taped through and caught with buttons on each side. Therefore, the mattress holds its shape better and discourages lump formation. The ticking weighs 9 ounces to the square yard —" "What's the weight got to do with underwriting con-tented customers?" "The weight is according to government specifica-tions. Uncle Sam is a fussy shopper. This material outlasts many damask fabrics." "That's another weigh of looking at it. And I sup-pose, if the ticking is good, better springs are not far behind. But why are the sides and ends bound and sewed so thoroughly?" The salesman had a Minnesota shift ready for this one. New and Healthy • "To prevent sagging and bulging. And the edges check dust gathering. Besides, all new materials have been used throughout. New and healthy. The handles —" "For easy turning. But a turntable would be much better. Or perhaps a Bel Geddes might design a feather-weight mattress with heavy duty qualities and an iron-clad guarantee of quality. Then again —" The salesman, seeing he had an "inattentive cus-tomer" on his hands, quickly applied the formula to be used on this kind of problem purchaser. Again — Romance • He turns on a musical instru-ment that plays lullabies and soft, drowsy, tropical night tunes. Songs heard on a moonlight cruise to nowhere and return — if you want to. The stage has already been set. Cove lighting casts clear, glareless illumination on white ceiling, ciel blue walls. The floor is heavily carpeted, and the department is walled off from store and street noises. Suddenly, we are aware that again, glamour is ganging up on us. The salesman says: "To match the mattress, buy this box spring. We call them the Star-dust Twins. And how soon would you like this good night's rest delivered?" The rest is history. f o r D E C E M B E R , 1937 27 MAHOGANY'S PAUL BUNYAN 7\ READER recently wrote us XA. that he possessed a ma-hogany table top made in one solid piece, measuring 48 inches wide, 58 inches long and V/i inches thick. "This piece is be-lieved one of the largest and pos-sibly the largest single piece in America," he wrote. For veri-fication we hastened to the source of authentic mahogany informa-tion in the United States, George N. Lamb, secretary-manager of the Mahogany Association, Inc. Well aware that George Lamb had inherited some of the char-acteristics of the fabulous Paul Bunyan of the White Pine and Big Onion camp legend, we were nevertheless astounded upon en-countering them in the natural. With nice condescension, George averred that while the table men-tioned was doubtless one of the larger mahogany table tops in the country, it certainly was not the largest. Disdaining to even discuss the matter in inches, with Bunyanistic gusto George told of a single piece of mahogany meas-uring 35 feet long, 5 feet wide, a third of a foot thick, without a blemish. Indeed, a neatly turned tale, for which we humbly crowned Mr. Lamb, the Magnil-oquent Master of Mahogany Pro-motion. Keen of wit, fortified with a practical and technical back-ground, a robust physique and engaging personality, George Lamb has all the attributes re-quired of an industrial ambassa-dor. Graduating from the Uni-versity of Nebraska with a de-gree of Bachelor of Science in Forestry, a Master's degree in Botany, a reputation as a good baseball player, a not so good footballer, and a fair boxer, George landed in the United States Forestry Service, from which he whittled enough knowl-edge of woods to make him an internationally recognized au-thority. As secretary of the American WTalnut Manufacturers Association, he had much to do with the promotion of this wood for commercial purposes, at the same time directing sales of the Walnut Export Sales Co. From this he took a fling at promoting Flexwood, which job lasted only long enough for him to see the possibilities in the return of ma-hogany as a popular wood. W'hile traveling under the aus-pices of "Wood Utilization" projects, George was afforded an opportunity for studying furni-ture production, gathered knowl-edge', invaluable to him in his wood association work. Little did he think his future would be so closely allied to that of furniture manufacturing when he accident-ally dropped into Grand Rapids one midsummer day in 1910, GEORGE N. LAMB . . . Magniloquent Master expressed surprise that "Grand Rapids" was actually a city and for the first time visited plants that were making the community internationally famous. The declaration of war in 1917, found Lumberman Lamb's ex-pert knowledge of woods neces-sary in the preparation of gun-stocks and airplane lumber. In preference to riding a desk with spurs, George served his country as a civilian. Contacts are the filling in an association secretary's pie. George Lamb's is overflowing. Past president of the Trade Asso-ciation Forum, he also lists among his membership cards, American Trade Association Executives; Merchants & Manufacturers Club, Chicago; Senior Member, Society of American Foresters. by rod t/>e red Twice a year he participates in the semi-annual brawl game be-tween the Grand Rapids Design-ers' Association and the Peddlers. Being a star of the first magni-tude and eligible to play on either team, proselyting for the services of the husky Nebraskan involves voluminous, often odi-ous correspondence between rival managers. And speaking of team play, the following from his own pen is typically Lambian: "The season of the year sug-gests football, and in that par-lance I have been privileged, for 25 years, to follow the play of the furniture game, from the sidelines rather than from the stands. I have followed the play from both sides of the field. I have known intimately the play-ers, coaches and the officials. I have seen line smashes, forward passes, field goals and touch-downs. I have also seen fum-bles, penalties, blocked kicks, ball carriers thrown for losses. "The opportunity has been mine to recognize the many dif-ficult problems of the industry and to rejoice in its progress. It has been a pleasure to witness the moulding of a mob of rookies into a well-coordinated team, that today is rendering a real and lasting service to the homes of our country." Apparently George's life is mo-tivated by the teamwork theory, as he admits having had a part-ner for 20 years, whom he met at a village dance below the falls of the Potomac. The partnership now boasts three young Lambs. Quite naturally, his avocation is akin to his vocation, for the col-lecting of woods and wood carv-ings is his hobby. Sportifiy-speak-ing, George thrills to the sound of swishing flyrods and golf clubs, selects two distantly re-lated favorite dishes, a royal flush and baked corned beef hash, decorated with a poached egg. A traveler with approxi-mately 500,000 miles throughout the U. S., Canada and Northern Europe, tales by Stewart Ed-ward White, with music by Grieg, intrigue him. Only sheer sacri-lege could prevent our hero from naming Paul Bunyan as his favorite historical character. 28 FINE FURNITURE RETAILING TIPS and FEATURES Delinquents' Return Envelopes . . . High Table Display . . . Studio Groupings Augment Displays . . . Introduction Card Credit Collection Reduced USE of form return envelopes has effected consid-erable savings in time and costs in handling credit accounts for the Fred Davis Furniture Co., Denver, Colorado. Two separate form envelopes are used. The first of these, which is white, is employed when the account becomes delinquent. On the front of the return envelope is printed the name and address of the furn-iture company with lines provided in the upper left-hand corner for the customer to write his name. Mailing Form • In sending out the return envelopes, which are enclosed in the regular envelopes employed by the firm, the flap of the return envelope is folded back so that it covers the front of the envelope. Folded in this manner, the envelope is placed in a typewriter and the name and address of the delinquent customer is placed on the flap. A small black dot on the outside of the flap guides the typist in this, so that the name and address of the customer correspond with the address slot when the return envelope is inserted in the envelope in which it is to be mailed. On the back of the return envelope, which ordinarily would be covered by the flap, the name, address and telephone number of the firm appears. (See cut.) Delinquency Concealed • Since the flap of the return envelope is sufficiently large so that it covers the printed matter on the back of the envelope, the customer need have no concern about her delinquency being dis-covered by outsiders, if she decides to use the envelope to make her remittance. On the other hand, if she does use it, the printed name and address of the customer on the flap and the amount due on the back of the envelope advise whoever handles the reply of the account without the necessity of referring to the depart-ment's files. Second Call • The second form return envelope is yellow and is sent out five days after the first, if no reply has been received. Similar to the first, it is mailed in the same manner. The message on the back of the envelope varies from the first, however. (See cut.) If no reply is received from this message, the matter is taken up by letter after five days and, if this fails of results, the account is shortly afterwards turned over to a finance company for collection. Xo stamps are placed on the return envelopes. Studio Sales Room T TXIQUE in appearance, highly beneficial in sales W value, is the arrangement of the sales room for new furniture in the Studio Furniture Co., Dallas, Tex. Entering the new furniture field slightly more than a year ago, after years of business as an upholsterer, T. L. Morehead, owner and operator, found a rapid build-up not only in sales through outside contacts, but on the floor. Adding Space • A series of walls, crossing one another to form corners and room sections, each papered with an individual suggestion for wall decoration, marks the arrangement of the sales room. Result has been to give the store, which is not a large one where sales room space is concerned, con-siderably more wall space for proper exhibition pur-poses. Large windows across the front of the store, divided by an entrance, reveal in one case, two small studios for the exhibition of lighter furnishings. Papers Vary * The three walls to each unit of the two-unit window are given individual papers, single ceiling - - J s a p — - ^ Delinquents' return envelopes. Display studio rooms enlarge exhibition facilities. ior DECEMBER, 1937 29 Unusual height of table display invites inspection, location assures traffic vol-paper is used. These papers are changed frequently, providing additional interest. Likewise, studio units in the store are given different paper motifs per "corner," or section. Corners formed by intersecting walls allow for groupings of furniture to form small ensembles where the customer can observe ensemble effects without distraction from other merchandise. Picture Sales Jumped • A feature of no small import-ance, made possible by the small studio groups, is the display of pictures on the walls. Picture sales have increased remarkably well from such an arrangement. Pictures are more important to the furniture dealer now, since they add color to plainer walls. When homes were using heavier figured papers, pictures were not so necessary. Frequent Changes • The studio type windows have proved of high value in drawing attention of customers. People watch the windows constantly, changes are made frequently. Complete changes are made as often as once a week, minor changes, such as a new picture, or a chair replaced as merchandise is sold out of the window, are made all the time. Boost Bridal Business LOCATED just inside the store, a novel four-foot i high table displayed a variety of complete table settings, produced a large volume of extra bridal busi-ness, for the Jackson Furniture Co., Oakland, Calif. Height of the unusual display invited close-up inspection of the individual table settings. Location by the main entrance assured traffic volume. Matched Groups * In the center of the seven-foot diameter table was a unique floral centerpiece consist-ing of a plate for the base, a large bowl for the body, a small bowl inside of that and then a vase for the flowers. One of the finest cloths carried was used for the table cover. Around the edge of the table were 10 complete settings, each in a different pattern of china, glassware and silver. On each dinner plate was a card giving information on the pattern and the price. Merchandise grouped together was carefully matched as to price ranges. Most expensive glass and silver patterns were shown with the most expensive china, inexpensive china with inexpensive glassware and silver. Boosting Brides • This year, the special entrance table display was used as an introductory showing leading to a variety of bridal offerings throughout the store. A bell-shaped sign hung over the display proclaimed, "Bridal Suggestions." Duplicates of this sign were used in each department where bridal merchandise was featured. A display of this type is used twice a year, first at the opening of the summer bridal season, again before the Christmas holidays. On several occasions, the interior display has been supplemented with a window containing a duplicate set-up on a low revolving table. Meet the "Guest" Card AN introduction card stimulates inter-department . selling, the tonic food for any departmentized business. In lieu of the loose, much-too-casual contact— "We have that in department B, third floor" — the introduction card gives a firm, sure contact, keeps business at home, impresses customers with the store's service, builds up reciprocity among salespeople. Here is a form used by The Bon Marche, west coast store, during one of its heavy drive months. The cus-tomer is treated as a "guest" who is to be accorded special attention. This type of card of introduction works more effectively than just a verbal contact, whether the wish to look at merchandise in another section originates from the customer or is suggestively created by the sales employe. It is also important in that it permits a written record of departmental turnovers, reveals the identities of those most deft in keeping more business at home, enables a management to reward valuable store con-sciousness wherever it exists. THE BON MARCHE OCTOBER TRADE SALES Introducing as my guest M Sent Salesperson Department Your Special Attention Will Be Appreciated 30 FINE FURNITURE FABRIC FACTS Facilitate Furniture Sales PART II by PHYLLIS HELD COOPER (The first part of this article ap-peared in the September issue.) embroidery (crewel — an old word for wool or worsted yarns) is an English craft and though crewel embroideries, done in chain stitch and colorful yarns are associated with only the Jacobean period (1603 to 1688), they were executed long before that period and long after, too, by skilled embroiderers. Trade at that time between the Orient and Great Brit-ain brought about the use of Orien-tal motifs in crewel work, the most popular and representative being the "Tree of Life" design. Modern reproductions of crewel work are most appropriate for English up-holstered furniture of many periods as well as draperies, portieres, cush-ions, bedspreads, etc. Damask • (pr. dam-ask, slight ac-cent on first syllable) — one of the oldest of known fabrics and still a very popular one for upholstering and draping purposes, derives its name from the most ancient of cities —• Damascus in Syria. It was for centuries an important center in textile weaving and trad-ing, and was renowned for its ex-quisitely designed fabrics of luxuri-ant quality. As early as 200 A.D. the first complicated mechanical weaving was attributed to Syrian weavers. The ancient draw-loom, a product of the Chinese, was highly devel-oped by the Damascenes who reached their zenith as manufac-turers of luxuriant silks during the 12th and 13th centuries. Damask Lore • The background of modern damask is in a satin weave with the design appearing in either a plain, or twilled effect achieved by the modern Jacquard power-loom. The fabric may be of all-silk, silk and cotton, rayon and cotton, mercerized cotton and sometimes wool, and in plain colors, two-colors and often three (sometimes more). Jacquard Principles • M. Josephe Marie Jacquard, a Frenchman born at Lyons, France, in 1752 (died 1834), was responsible for the first great improvement (1801) in me-chanical weaving which revolution-ized the industry. Through the fa-cilities of his inventive genius, it is now possible to weave on power-looms of the Jacquard principle, the most intricate and elaborate designs that prior to the 19th century could only be done on hand-looms. The term "Jacquard" is often applied to damasks, velvets, friezes (frise), et cetera, that have been woven on a Jacquard loom. A Fortuny Print • is a 20th cen-tury development in hand-blocked cotton, suggesting in appearance the lovely designs and colorings of the rich, heavy damasks, cut vel-vets and brocatelles of the Italian Renaissance period (1400-1643 A.D.). Mariano Fortuny Y de Madrazo, born at Granada, Spam, in 1871, was the originator of the "Fortuny print." His father, Mariano For-tuny, was one of the outstanding painters of the 19th century, and while studying in Spain at the School of Fine Arts in Barcelona, won the Prix de Rome. The son received his education in Paris, France, and studied art with Benjamin Constant and with an uncle, Raymondo de Madrazo. Be-ginning the 20th century, young Fortuny gave most of his time to the theatre and decoration, and it was he who was responsible for a new type of decorative back-drop used for the opera "Tristan and Isolde," held at the Scala Opera House at Milan, Italy, in 1900. Then, about 1907, he and his wife became interested in a new process of printing that suggested the beau-tiful woven textiles of the past, and today "Fortuny prints" are prized fabrics created in Venice and only obtainable through an importer. They may be used for draping, up-holstering and wall-hanging pur-poses. Frieze • is the spelling given to a word that refers to a much used upholstering fabric. When the word is thus spelled it should be pro-nounced (freeze) and not (free-say). Only when spelled "frise" (word taken from the French verb "friser" meaning "to curl," "to frizz" (hair), "to crisp," should it be pronounced (free-say). Originally, frieze (pr. freeze) was a cloth having a shaggy nap similar to chinchilla cloth and The history of textiles is a fascinating study in which profit, both monetary and personal, awaits every houseiurnishing salesman who becomes interested in it. far nitum,frolics BABNES; f/ OF 9o"\-LoF ;. COMPETITION >&THY OUT, % ,// K ¥^//<\ 5ME COVERS A LOT ^^m<' of TeRRlTO«V'«W •til. HATTOH* st^y'/// 11 "•<yj#&- FOOT E^ • <§. COACH or OM THOMAS' * ^ U^v'" s . ^ V ^ K^ RA.TE HJM THE' « WR , QIMCW -HIS STOLIDITV I^SOVPOR'Y'J 91GHT GOARO AGA1HST v^ DPTIMISM J ^ ^ ^ . icUVTMAWK1 V^^s^. ^ /'AT PULL IMG OOT Of A MC LI Me ^ '«^ CHOSEN R)K. ^ 7 ^tCAt)5E OF LEADER THE SMOOT-H FRED RIGHT POST, 15 ^ ' ANDAGCD 32 FINE FURNITURE produced in Ireland. Today, "frieze'" or more correctly "frise" is a heavy. durable upholstering material, usu-ally of Angora goat's hair (mohair), but also may be of silk or linen, having a combination of "cut" and "uncut" or "looped" pile in con-temporary novelty patterns as well as in designs suggesting the Genoese velvets of the Italian Renaissance period. Iccspe • (pr. zhahs-pay) with ac-cent on last syllable, is the French word for "jasper," which means jas-perated, marbled or veined. The term is applied to upholstering fab-rics, linoleum and carpeting having a streaked effect in contrasting col-ors tending to blend into one single color-tone. Kapok • (pr. kah-pok, accent on first syllable) is from the Japanese. The name refers to the silky fibres that surround the seeds in the seed pods of the "silk-cotton" tree found in the East and West Indies. There are various grades and it is used as a less expensive substitute for down and feathers in stuffing pillows, mat-tresses, chair cushions, etc. Ramie • (pr. ram-meh, accent on first syllable) is grown chiefly in China and is a strong, fine fibre similar to flax from a plant of the nettle family. When woven into a sheer fabric resembling handker-chief linen (though stifler in tex-ture) it is called "grass cloth." When woven into a sturdy velvet-like fabric and used for upholster-ing purposes it is referred to as "ramie cloth" — sometimes as "ramie velour." Origination of Velvet • China re-ceives the credit for having origi-nated the art of velvet weaving many centuries ago, though it is probable that Persia and India pro-duced it at the same time. It was during the 14th and 15th centuries that great quantities of rich, bro-caded velvets were produced, espe-cially in Italy. Originally, the words "velours" and "velvet" referred to the same fabric (the former is French for the latter which is the Anglicized word). Today, these names are associated with two dis-tinctly different types of pile fab-rics. "Velours" is applied to an open surfaced piled weave in all cotton while "velvet" refers to a close weave with a short and very compact piled surface suggestive of suede in appearance, and usually of pure silk fibres with a linen or cot-ton back for reinforcement. Ray of Light • The French word "rayon" means a "ray of light" and was the name officially adopted in 1924 for artificial silk — a textile fibre made by converting cellulose (wood pulp and cotton linters) into a filament by means of chemical and mechanical processes (viscose, nitro-cellulose, cupra-ammoniumn and acetate). List of Books on Decorative Textiles of Interest to Housefurnishing Salesmen 1. "THE CHINTZ BOOK," by Maclver Percival, publ. by Wil-liam Heineman, Ltd., LONDON. 2. "PAINTED AND PRINTED FABRICS" by Clouzot & Mor-ris, publ. by Yale University Press for the Metropolitan Mu-seum of Art, NEW YORK, 1927. 3. "HISTORIC TEXTILE FAB-RICS" by Richard Glazier, publ. by Charles Scribner's Sons, NEW YORK, and B. T. Bats-ford, Ltd., LONDON. A short history of the tradi-tion and development of pattern in woven and printed stuffs. Il-lustrated by 83 photographs and over 120 drawings chiefly by the author together with 4 plates in color. This is an especially interest-ing as well as instructive book on the subject. 4. "HOUSEHOLD TEXTILES" by Charlotte M. Gibbs, A.M., publ. by M. Barrows & Co., BOSTON. 5. "TEXTILE FABRICS" by Elizabeth Dyer, formerly super-visor, research department for retail training, Carnegie Insti-tute of Technology — now co-ordinator, School of Retailing, New York University, publ. by Houghton Mifflin Company, NEW YORK. 6. "DRAPERIES" — Merchandis-ing Manuals for Retail Sales-people — by Fredonia J. Ringo, Research Bureau for Retail Training. University of Pitts-burgh, publ. by A. W. Shaw Company, CHICAGO and NEW YORK. Pleasant Peasant — Modish Modern (See opposite page) Contrasting contemporary inter-pretations are the numerous pro-vincial adaptations making their appearance at the various markets throughout the country. Pictured on the opposite page are some of the fresher ideas in these remotely related styles. 1. Manufactured by Wm. j . Jaeger Furniture Co., Los Angeles, is the roughhewn, rawhide-wrapped coffee table, complimented by color-ful, rough textured upholstery. Dis-played in Los Angeles Furniture Mart. 2. Utilizing chrome steel, contem-porary fabrics, glass and bakelite, this Howell Co. display in the American Furniture Mart is def-nitely tuned to the modern tempo. 3. Obviously avoiding the angu-larity of erstwhile modern is this distinctive crotch walnut vanity by Joerns Bros. Furniture Co., shown in the American Furniture Mart. The chest is equipped with ward-robe compartment in addition to having six drawers. 4. "Franciscan" is the name ap-plied to this Fashion Flow Corp. merchandise, combining in influence Colonialism, Spanish, in the hand-painted motifs, Indian, in the thong tying. Maple is the wood employed, finished in a brushed yucca. Shown in the Merchandise Mart. 5. From Sweden once more comes the inspiration for modern. This time in the form of interpretations rather than imitations, adapted to conform with American living. Light woods, rough fabrics, delicate in feeling, yet of substantial character. Made by Michigan Seating Co., shown in the Fine Arts Building, Grand Rapids. 6. This Romweber Industries group shown in the Merchandise Mart, motivated by peasant inspira-tion, is done in Swedish oak. The combination cabinet and table is de-signed for the home of small space. Dropping the leaves of the table permits the cabinet to be moved to the side of a divan. The drawers are ample enough to hold a good supply of linen. 7. More familiar is this Kroehler Mfg. Co. modern, with its contem-porary- type cabinet tables and Lawson-type love seat, covered with light beige, leaf-patterned tapestry. Displayed in the Los Angeles Fur-niture Mart. Si*?; t-S '"•-. " * 34 FINE FURNITURE THE SKETCH Beer... MOTIFS ONCE EMPLOYED IN EXPRESSION OF THOUGHT NOW BECOME MEDIUM FOR INTERPRETATION OF BEAUTY •"PHE origin of many of the designs used in orna- 1 mental mouldings applied to furniture of the class-ical periods, have a symbolic meaning, or are variations of symbolic designs. These symbols were the picture writing of the earliest man, followed by sign writing of the Chinese, later by the cuneiform system. From these we have the symbolic and mnemonic groups of ornamental design. As civilization and art advanced the aesthetic type of design developed. Originally, what we term ornament, was an expression of a thought or an idea, later became purely an attempt to add beauty. Symbolism • The symbolic designs often originated from plant and animal life depicted crudely — the mnemonic styles from geometrical patterns. The laurel wreath crowned the heads of conquering heroes and was a symbol of glory. Variation of the circle gives us the Guilloche and similar interlacing bands. The Greek Keys, the Astragal Beads, etc., are the develop-ment of the geometrical motifs. In the aesthetic group, the Acanthus Leaf offers a good example of a design, with no symbolical significance and apparently adopted because of its ornamental value. The execution of some of these designs in wood for application to present day furniture necessitates liber-ties in interpretation, while others, better adapted to machine limitations, are produced with a surprising degree of fidelity. Matchman . . . WHY George P. Eddy, sales and advertising manager of the Klise Mfg. Co., Grand Rap-ids, should bust into such a select spot as "The Sketch Book" is undoubtedly beyond the ken of many. To us, it's a natural. George, albeit he never collect-ed any medals as an exponent of the arts, is more than a stepbrother to the furniture designer. He's a stepfather. He can call more of them by their first — and in numerous cases, unpublishable — names, than any man in the industry. He also knows furniture. He understands production methods and costs. He sells carved orna-mentation. If those are not enough reasons, we might add that George "Matchman" Eddy has a promotional mind, wherein he differs from the majority of furniture designers. However, this is a factor worth bucks in any industry. Even furniture. By the way, have you received your "autographed" matches this month? (adv.) Back in 1912 a raven-haired youth, with more words than wisdom, an insatiable curiosity to see what made things click, was bending his ambitious efforts toward the promotion and sales of lumber-drying and -handling equipment. He was contacting the primary and secondary wood manufacturing industries, and being a personable individual, GEORGE P. EDDY . . . his pranks. Rabelaisian. built himself a popularity that became an asset 13 years later when he opportunely stepped into the carved ornamental field. As promotional director of the numerous Klise lines, George boasts the unique distinction of being able to supply ornamenta-tion from the cradle to the cas-ket, at the present time furnish-ing moulding for baby carriages, carved ornament for hearses. It is difficult to ascertain when George Eddy is working, when he is playing. This doubtful tribute is due to the fact that he has built his career upon the philosophy of "working hard, but at the same time getting some fun out of it." Born a jester, his pranks often take on a Rabelaisian hue, while his serio-comic mein continually confuses the uninitiated. With a superior sense of organization the idiom "Let George do it" becomes more than a colloquialism. It becomes a habit, with George Eddy's fine Holland handwriting ever discernible, from the neigh-borhood picnic to a Rotary program. Questioned regarding his plans for retirement, George expressed surprise, laughed raucously, ad-mitted that gardening and read-ing afforded some relaxation, especially when the story was by Author Sax Rohmer. Eddy is a masterful raconteur himself. Despite the fact that he enjoys hunting and fishing, his hobby strangely is — "puttering around the house." Prankster Eddy's spirit of conviviality prohibits the selection of any favorite song other than the lusty "Hail, Hail, the Gang's All Here." His membership in Rotary, the Ma-sons, Grand Rapids Industrial Executives' Club, National Safety Council, Grand Rapids Designers' Ass'n, is further evi-dence of his gregarious nature. for DECEMBER, 1937 35 Illustrated on this page are commercial examples of carved mouldings, interpretations of classic symbolism. Of necessity, certain liberties must be taken in the execution of these designs, others are produced with amazing fidelity. In authenticating the origin of these motifs, the following sources were relied upon: "The Principles of Design," by G. Woollescroft Rhead; "Handbook of Ornament," by Franz Sales Meyer; "Styles of Ornament," by Alexan-der Speltz; "Period Finishing," by C. R. Clifford; and "Dictionary of English Furniture," by Percy MacQuoid & Ralph Edwards. — Editor. ACANTHUS LEAF • Varying from the pointed leaf edges used by the Greeks, the rounder and broader leaves of the Romans, the stiffen less delicate style of the Byzantine period, the round bulbous form of the Gothic. First used on English furniture in 1660 — a motif found in Elizabethan, Jacobean and Chippendale. LAUREL • Sacred to Apollo, symbolical of glory — the con-quering heroes crowned with the laurel wreath. Used by the Greeks and Romans in architecture, pottery, etc. _ f DENTIL • As the name indicates, representing the teeth. 1 AhAt A u v ,• *ft •%-• ASTRAGAL • Bead moulding of geometrical origin. EGG AND TONGUE • Better known as the Egg and Dart. A design of symbolic significance, according to some authori-ties depicting the helmet and spear of the Roman soldier as seen over the embattlements, or designating the fight and the feast. I SWASTIKA • A cuneiform design dating to prehistoric Amer-ica and found in almost every part of Europe. The symbolic meaning of this design is difficult to trace, because oi its widespread usage among so many peoples. It is thought to mean progress, as, enclosed in a circle, it gives the sug-gestion of flight. r GUILLOCHE • A design of geometrical origin, said to have been derived from the classical arch. Authorities place this design in the middle of the 16th Century. I I I I »• GREEK KEY • Forerunners of this type of motif are found in earlier Assyrian and Egyptian styles. Greek architecture gave rise to many variations. This detail is also termed a Meander border, often referred to as the Wall of Troy design. I WAVE • In symbolic studies. The wave of the sea has been suggested as the motif, but the design is purely geometri-cal. A common term applied to the detail is Evolute Spiral. WAVE DESIGN • Shown in pictorial inscription as repre-senting travel by water, possibly a variation of the Meander border, said to be derived from a river in Asia Minor, the Meandros, now the Manderas, which flows in sinuous curves. 36 FINE FURNITURE F. H. MUELLER . . . G. R. Guild president, enthuses over national consumer ad pro-gram ior 1938. National Ads for Guild PARALLELING the unprece-dented development of the Grand Rapids Furniture Makers Guild is a national advertising and merchan-dising program which will be an-nounced at the January market. Stressing the inherently fine in the manufacture of commercial furni-ture, this new factor augments an already impressive list of services enjoyed by dealer-members of this non-profit sharing organization. In addition it will aid other merchants not featuring Guild merchandise to capitalize on their relationship with individual manufacturer-members of the Guild. Full Year Campaign • Occupying dominant space in two top-flight, authoritative homefurnishing con-sumer magazines — House Beauti-ful and House \3 Garden — a con-sistent year-'round campaign has been planned. Combined with dra-matic editorial cooperation, the Guild program is assured of a dis-tinctive, well-timed merchandising effort to render the homemaker not only "good furniture conscious," but eager to possess "pedigreed" mer-chandise, the latter term being con-firmed by the nationally-known reg-istered Guild trade-mark. Appealing to a definite consumer acceptance for quality furniture will be the inclusion of the Guild adver-tisement in House Beautiful's "Buy-ing Guide for the Bride," House & Garden's "Bride's House" issue. Further stimulation will be af-forded through the media of direct mail, newspaper advertisements, prepared to tie-in the national pro-gram and localize the campaign for the benefit of the individual Guild merchant. Boston Museum of Fine Arts (See opposite page) FROM the Jaffrey House located in Portsmouth, N. H., comes this month's Boston Museum of Fine Arts room (No. 3). Of unusual interest is this American collection, circa 1740. 1. Delineating the varied life on the Boston Commons during the last half of the 18th Century, is this needlework picture, hanging above the mantel in the Jaffrey House. Anticipating the vogue for decora-tive maps, this embroidered panel and its coloring, show a diversifica-tion of influences, Chinese, Persian and French. 2. Beautiful Georgian mirror, American, about 1750. In keeping is the walnut Queen Anne wing chair, American, 1720-1730. 5. From the middle of the 18th Century came this bombe mahogany chest of drawers. 6. Because of its size, this painted pine cupboard is often called father of the American corner cupboard, circa 1730. 7. Chippendale in influence is this claw and ball, carved arm chair. Typically English 18th Century. Accolade for Paine's "Hutch" . . . IT'S beginning to look as though George H. Hutchinson has a steady job with the Paine Furni-ture Co. in Boston, Mass. At least that's the impression more than 500 members of the furni-ture industry received the eve-ning of December 9, when they attended a testimonial banquet given in his honor and in recog-nition of 50 years association with the Paine company. The story of "Hutch's" career with Paine's is based on the Al-geric principle of paying strict attention to one's job, working hard and ignoring the clock. Be-ginning as errand and elevator boy in 1887, George Hutchinson served successively as head clerk, bookkeeper, cashier, from where he jumped to "pony" salesman. At 28 he warranted the confi-dence of his employers sufficient-ly to take over the all-important function of price-marking, fol-lowing this within the year as buyer of small piece lots. Assum-ing with each additional year of service increasing purchasing re-sponsibilities, he soon became the store's carload merchandiser. The death of Shearer, Jr., in 1936 de-volved the entire responsibility of all furniture buying for the Paine store upon Hutchinson. Working in conjunction with W. L. Shearer, "Hutch," along with Ed McLaughlin of Abraham & Strauss, Clark Brockaway of Wanamaker's and George Pull-man of George C. Flint's, New York, became known as the "Big Four," had first call on leading furniture manufacturers' prod-ucts, Shearer often contracting for a factory's entire output. Never having been occupied in another business, Hutchinson hugs the memories of his good fortune in aligning himself with a concern boasting such an envi-able record down through a cen-tury of commercial operation. Following the banquet-enter-tainment program, which includ-ed speakers Dr. A. P. Haake, National Association of Furniture Manufacturers; Roscoe R. Rau, National Association of Furni-ture Retailers; "Bill" Cunning-ham, sports writer, Boston Post, William L. Shearer, Jr., president of the Paine Furniture Co., pre-sented the honored "Hutch" with a life-size painting of himself, ex-ecuted by John Hilliard, noted Boston artist. Headed by the honorable Gov-ernor Hurley, all branches of the furniture industry were repre-sented as the Copley-Plaza Hotel assumed the atmosphere of a na-tional furniture market. Spon-sored by salesmen's clubs, the various manufacturers' associa-tions, national furniture market associations and retail furniture dealer groups, members of the industry came from far parts of the country to pay homage to a man to whom Elbert Hubbard's phraseology fits: "I am Today what I am, because I was Yester-day what I was." {or DECEMBER, 1937 37 from the . . . MUSEUM of FINE ARTS, BOSTON 38 FINE FURNITURE WHAT DO YOU KNOW? and. . . are you sure? 1. If you know" your women in furniture you'll know which one of the following had much to do with influencing the beauty and variety of Louis XV styles: a—Mme.Du Barry b—Mine, de Pompadour c-—Marie Antoinette 2. And going still further female, check these two statements as being true or false: a—The highboy {jroin the French, haut — high, and bois — wood) made its first appearance during the reign of William and Mary, and had a square top. b—The highboys made during the time of Queen Anne are identified by either a broken pediment, a swan's neck, or a broken arch top. 3. That should stop you, but in case you still persist, to which of the following terms are we referring when we say, "A tapestry or fabric which has a de-sign consisting solely of foliage": a—Velour b—Velveteen c—Verdure d—Velvet 4. And getting into upholstery, where does Spanish Moss, stuffing used in place of curled hair, come from: a—A bush b—A water plant c—A tree 5. If a customer inquiring for maple fur-niture should ask specifically for mer-chandise from the Ipswich Group, which of the following lines would you show her: a—Conant Ball b—W. F. Whitney Co. c—Robert W. lrwin Co. d—Station Furniture Mfg. Co. e—H. T. Cushman Mfg. Co. 6. She might ask which type of finish brings out the color and permits the wood to show to its best advantage. You would tell her: a—Oil with wax b—Stain c—Stain and shellac with wax d—Varnish 7. Perhaps she is interested in adding a painted piece to liven the group, and asks you how many of the following countries supply decorative ideas for contemporary decoration, not only in furniture but in textiles, pottery and glassware: Spain, Mexico, Sweden, Italy and Russia 8. Are any of the following statements false: a—TheAmerican Eagle was introduced on ftirmtufe at the time of the inauguration of the first president. b—The eagle was chosen by Napo-leon as an Empire emblem sym-bolic of the state and used as a decorative motive. c—A carved eagle head was often found on the arms of the Queen Ann period. 9. Marshall Field & Co. recently featured, with window display and newspaper ad-vertising, a new Modern living room grouping, shown for the first time at the November market. If you made the market you should know wThich two concerns collaborated in developing this new Modern note. Give yourself an extra five if you name both firms: a—Johnson, Hand-ley, Johnson b—Widdicomb Furniture Co. c—Werner Co. d—Michigan Seating Co. e—Dunbar Furniture Mfg. Co. /—Herman Miller Furniture Co. 10. If you think that was tough, try this one. List opposite the proper names, all prominently connected with the furni-ture industry, the facts related to the individuals. Group them in this manner, A-l, B-2, etc. We'll give you five for eight right and ten for par: a—Grmling Gibbons b—Frank E. Seidman c—John Goddard d—Paul Frankl e-—Charles Lock Eastlake f—George Hepplewhite Are You Sure? g—William Savery h—Gilbert Rohde i—William Morris j—Thomas Sheraton 1—18th Century American designer 2—Modern industrial designer 3—Shield-ba^k chair 4—Furniture facts and figures 5—Lounging chair 6—Square-back chair 7—Famous wood carver 8—Modern skyscraper, furniture style 9—Block front chest 10—"Hints on Household Taste," 1869 11. Here's an easy one — perhaps. Does the term "broadloom" include carpets woven in all three following widths: a—54 inches or wider b—27 inches c—36 inches 12. If a living room suite costs you #40 and you sell it for $75, what is your mark-up per cent on cost — quick! a—43.75% b—35% c—87.5% 13. When a customer comes in and asks to see a scrutoire, do you show her: a—A studio couch b—A Welsh cupboard c—A sleigh bed d—An enclosed writing desk 14. When you show a customer a buffet on which the carved decoration is in-cised or cut in, and she insists upon having the carving raised above the other surface, does she mean: a—Intaglio b—Relief 15. We'll wind up with a bit of personal interest. How well acquainted are you with the staff of F I N E FURNITURE MAGAZINE, what they do and how they do it? How well do you read our sheet? Which of the following statements is correct, regarding the woodcut in the center column: a—"Casey Clapp" drawn by Ruth Mclnerney b—Chet Shafer sketched by Phyttii Field Cooper c—Phil Johnson caricatured by Ray Barnes d—Rod the Red done by Rod Mac-kenzie. Count five for each question. Perfect score should be 85 (there are two opportunities to double); 60 is fair; 70 is good and if you hit 75 you're excellent. Correct answers on page 43. f o r D E C E M B E R , 1937 39 r' "ff P Year 'Round Expositions DAY and NIGHT FINE ARTS BUILDING Directly across the street from the Pantlind Hotel, the center of furniture activities in Grand Rapids, the FINE ARTS BUILDING is the newest and most modern Exhibition Building in this Famous Market. Nearly 100% of the buyers visiting the Grand Rapids Market will visit your display if your line is shown in the FINE ARTS BUILDING, due to its exceptional facilities for displaying merchandise and its convenience to the Pantlind Hotel, headquarters for all furniture activities. It is the only building in the FURNITURE CAPITAL, constructed exclusively for furniture displays and devoted exclusively to furniture exhibits. Furniture manufacturers are its sole tenants and all services of the building including lighting, floor arrangement, ventilation, etc., are conducted in their interest. Some choice space available at rental rates that will make your displays very profitable. Write today for complete details. Fine Arts operating F i t l e *"** atld Corporation r a Pantlind Exhibition Buildings We appreciate your mentioning you saw this in FINE FURNITURE 40 FINE FURNITURE LEGALLY SPEAKING by CHARLES R. ROSENBERG, JR. Electric Shock in Store • • • A woman customer, while shopping in a store, was painfully and seriously injured by an elec-tric shock under rather unusual circumstances. The merchant had an electric display sign in his window and sup-plied current to the sign by means of wires from a ceiling light. The customer reached out her hand to pick up an item of merchandise, her arm came in contact with the wires leading to the sign. It was contended that the wires were not properly insulated, and the jury ap-parently believed this, for it awarded the customer a verdict of $12,500 for her injuries resulting from the shock. Which suggests the importance of a merchant's having regular and careful inspection made of the elec-tric wiring and fixtures in his store. (Pinkussohn vs. Great Atlantic and Pacific Tea Co., 192 South Eastern Reporter, 283.) Where Employe Is Loaned • * • Where a business man loans an employe to work temporarily for someone else, what is the liability of the employer if the employe causes damage or injury in the course of his work for the secondary employer to whom he has been loaned? That question, as put, may seem a bit complicated, but is apt to arise m circumstances where a business man lets an employe temporarily "help out" a customer or some other business man. In California re-cently an employe was loaned to drive a car for a customer. While thus loaned, the employe became involved in an accident resulting in great damage. Passing on the lia-bility of the original employer for the damage negligently done by the employe under these circumstances, the California court said: "An employe may be loaned by his employer to another, so that the act done by the employe becomes the act of the employer to whom he has been loaned, and for the time being the original employer is not responsible for the employe's acts." (Nichols vs. Hitchcock, 70 Pacific Reporter, second series, 654.) Bad Check or Credit? • • • A business man took a check for merchandise. The check was returned unpaid by the bank be-cause of insufficient funds. The business man then had the customer arrested for passing a bad check. The customer was acquitted of the charge, and then sued the business man for damages for malicious prosecution. The facts were that at the time the check was given, the customer stated that he did not have suffi-cient funds in the bank to cover it. The check was to be paid as soon as he obtained the money and could deposit it. The giving of a bad check under such circumstances, it was held, was not a fraud and not an offense under the bad check act of Georgia, where the transaction occurred. The court took the view that under these circumstances it was not unreasonable to conclude that the business man actually extended credit to the customer at the time the check was given, and the check amounted to no more than a prom-ise to pay in the future. Ordinarily, the giving of a bad check is a crimi-nal offense only when merchandise is delivered or services are per-formed in reliance upon the check. Courts have held that the postdat-ing of a check is in itself notice to the merchant who accepts it that the check is not good at the time. It has also been decided by some courts that the giving of a bad check in payment of an old account is not a fraud or criminal offense, because the person giving such a check for an old debt obtains noth-ing from the merchant on the strength of the check. The arresting of a customer on a criminal charge is risky business for a merchant unless he is absolutely certain of his ground. If the cus-tomer is acquitted, and it develops that the merchant had him arrested without "probable cause," as the law calls it, the result may be a damage suit for false arrest or mali-cious prosecution. (Barnes vs. Gos-sett, 192 South Eastern Reporter, 254.) F.O.B. Shipment ' ' ' The importance of the F.O.B. point to a merchant is emphasized in a recent decision by the Court of Appeals of Georgia. There, the court pointed out that where goods are sold under a con-tract "F.O.B. cars at point of manu-facture," they are "to be delivered to the carrier without cost to the purchaser and placed on the cars for shipment to the point of desti-nation." Ordinarily, also, this means that the buyer pays the cost of transportation from the point of shipment. In the Georgia case the seller of certain equipment under the ar-rangement for delivery F.O.B. cars at point of manufacture, sued the buyer for the unpaid balance. The buyer attempted to deduct from the amount which he owed, the amount of the freight charges he had paid on the shipment. However, this was not permitted by the court. Merchants buying goods F.O.B. point of shipment or manufacture should bear in mind that, as a rule, liability for damage to, or loss of such goods in the course of trans-portation, must be borne by the buyer, although he may have a right to recover against the railroad or other carrier. (Humphries vs. Frick, 192 South Eastern Reporter, 247.) Manufacturer Not Forced To Sell Retailer • • ' That manufacturers may legally "conspire" in their refusal to sell certain retail merchants, is ap-parent from a recent decision in the Federal courts. There, a group of manufacturers formed an association whose pur-pose was to stamp out a practice on the part of certain other manu-facturers in copying and reproduc-ing models and designs originated by the manufacturers in the asso-ciation. The association enforced a rule whereby none of its members would sell merchandise to any retailer who failed to "cooperate" by refraining from selling so-called "pirated" copies of designs and models orig-inated by a manufacturer member of the association. A retail merchant who was re-fused merchandise under this rule of the association, brought an action against the association on the ground that it was a conspiracy in for DECEMBER, 1937 41 GOOD BUSINESS DEPENDS UPON GOOD MERCHANDISING You Can Control the Buying Habits of Your Community Through Good Merchandising Why blame conditions •when your sales and net profits are not up to normal? Why not get the business in spite of an apparent "let-down" in business by employing new and better merchandising methods? You can utilize the same methods which have brought to other aggressive furniture stores a month to month and year to year increase in total sales volume and improved net profits. We can say truthfully that it is possible for you to do exactly what these other furniture merchants have done (names fur-nished on request) through the medium of the Joseph P. Lynch method of ten-day special sales. This service offers a solution to the perplexing merchandising problems of today and its efficiency has been thoroughly tested and demonstrated by some of America's keenest merchandisers. This plan establishes public confidence, sells the policies of your store, exerts a powerful permanent influence on your year's sales totals, injects enthusiasm into your sales organization and applies mass psychology to advertising, selling, arrangement of merchandise and many other factors which have to do with good merchandising. Best of all, this plan is clean-cut, the name of the Joseph P. Lynch organization does not appear as connected in any way with your store, you approve all advertising, place your own prices on all merchandise, handle all cash, and, in fact, every detail connected with this plan is such that it will bear your most searching careful investigation. J WRITE OR WIRE NOW FOR OUR FREE PLANS Space in this advertise-ment permits our giving you only a brief idea as to the intimate details of the Joseph P. Lynch Sales Plan. Our complete outline goes thoroughly into detail — tells you exactly what we do — how we do it — and what it costs you for our services. This is gladly sent you without obligation upon request and we urge you to write or wire us imme-diately. Surely if some of Amer-ica's largest and most reputable stores place their confidence in us why should you hesitate? Send for it today. We promise you will not be disappointed. r Many of America's finest retail stores are building exceptional sales volume and net profits through the use of Joseph P. Lynch 10-Day Special Sales. Write, wire, phone, or visit our office -while visiting the Grand Rap-ids market and let us give you full details of our 10-Day Special Sales Plan. No obligation. Our complete outline goes thoroughly into details — tells you exactly what we do — how we do it — and what it costs you for our services. This is gladly sent you upon request without obliga-tion, and we urge you to write or wire us immediately. Surely if some of America's largest and most success-ful stores engage us to conduct their special sales — stores with stocks ranging from $15,000 to well over a million dollars — why should you hesitate to use our plan? Write today. We promise you'll not be disappointed. Address All Correspondence to THE JOSEPH P. LYNCH SALES CO. 148-154 LOUIS ST., GRAND RAPIDS, MICH. We appreciate your mentioning you saw this in FINE FURNITURE 42 FINE FURNITURE You Just Know It's — HAVE you seen contemporary furniture with upholstery that seems MOULDED on? Have you seen color com-binations that caught every eye? Have you seen a fabric that looks, feels like leather — yet is actually pyroxylin coated fabric? Ten to one it's MOLEATHER! That's why manufacturers are standardizing on MOLEATHER — why Drapery and Upholstery departments are pushing MOLEATHER. Write TODAY for FREE swatch book. ASH i:it & itoic 1:1/. INC. COATED TEXTILES Dept. C, 900 Broadway New York City Credits (Medicai LYON lERp\NTILE AGENCY ARTHUR S. LYON, General Manager Est. 1876—Publishers of LYONRED BOOK The nationally recognized CREDIT AND COLLECTION AGENCY of the FURNITURE INDUSTRY and trades kindred—Carpet—Upholstering—Baby Carriage — Refrigerator — Stove —- Housefurnishing and Undertaking BOOK OF RATINGS—CREDIT REPORTS—COLLECTIONS New York, N. Y Boston, Mail, ,~.~. Philadelphia, Pa Cincinnati, Ohio Chicago, III. OFFICES 185 Madison Are. North Station Industrial Building ...12 South 12th St. .6 E. Fourth St. ...201 North Welb Street Grand Rapids, Mich. Association of Commerce BIdg. High Point, N. C Waehovia Bank BIdg. Los Angelea, Cal. 12th St. at Broadway i»\ We wish our many customers and friends, tl as well as the trade in general * of very Jnemj Cykristmas — ana— utappif UXew year To those whom we have never had the pleasure of doing business with, we are hoping for an opportunity. Samples and trial orders will be interesting but if you will try Perkins glues and service for just one full month, you will understand why MORE and MORE the trend turns towards PERKINS. * PERKINS GLUE CO. Originators and Manufacturers of Vegetable and Coldide Glue Manufacturers of Casein Glue LANSDALE, PA., U. S. A. ) FULL COVERAGE FINE FURNITURE display and classified advertisements reach the cream of the retail furniture trade, covering retail furni-ture and housefurnishing stores, department stores with furniture and housefurnishing departments and interior decorators. Reader interest, large, select distribution, low cost of advertising make FINE FURNITURE a sure fire medium for maximum results. Full information and rates on request. Address FINE FURNITURE Grand Rapids Michigan i o r DECEMBER, 1937 43 restraint of trade in violation of the anti-trust laws. After protracted litigation, the Federal court decided in favor of the manufacturers' asso-ciation. The court found that the pur-poses and practices of the associa-tion were proper and reasonable to the extent that they were designed to eliminate an evil in the trade. It further appeared that there were many other manufacturers not in the association from whom the mer-chant could buy. Consequently the association, it was decided, did not effect a monopoly in the trade. Under the decision, the retail mer-chant was obliged to accept the rul-ing of the association that none of its members would sell to him un-less he "cooperated." (Filene vs. Fashion Originators Guild, 90 Fed-eral Reporter, second section, 556.) Liability Because Of Advertising? ' ' * A store conducted a toy bal-loon contest on the grounds of an airport and in its advertisements referred to an "air circus" which followed the balloon contest. A boy was killed during the so-called air circus, and the store was sued be-cause of the boy's death. Was the store liable for his death because it had, to a certain extent, promoted the air circus through its adver-tising ? That was the set of facts recently brought before the Maryland courts. The boy had been riding his bicycle across the flying field, along a formerly used road, and was killed by an airplane, as it glided to the ground. The court exonerated the store of all liability, saying: "As to the owners of the store, there was no liability as a matter of law, since while the store's ad-vertisements had referred to the air circus which followed the toy bal-loon contest, the store owners had no connection with the air circus, and there was no ground for infer-ence that the store owners or man-agement had any authority or con-trol over the operations on the field during the latter performance." (State vs. Sammon, 189 Atlantic Reporter, 265.) WHAT DO YOU KNOW? Answers to Questions on Page 38 1. B—Mme. de Pompadour. 2. Both true. 3. C—Verdure. 4. C—A tree. 5. C—Robert W. Irwin Co. 6. A—Oil and wax. 7. All of them. 8. No. 9. B—Widdicomb Furniture Co. D—Michigan Seating Co. 10. A- 7—Grinling Gibbons, a fa-mous wood carver. B- 4—Frank E. Seidman, fur-niture facts and figures. C- 9—John Goddard, block front chest. D- 8—Paul Frankl, modern furniture skyscraper style. E-10—Charles Lock Eastlake, "Hints on Household Taste," 1869. F- 3—George Hepplewhite, shield-back chair. G- 1—William Savery, 18th Century American de-signer. H- 2—Gilbert Rohde, modern industrial designer. I- 5—William Morris, loung-ing chair. J- 6—Thomas Sheraton, square-back chair. 11. A only. 12. C—87.5%. 13. D—An enclosed writing desk. 14. B—Relief. 15. D—Rod the Red. C L A S S I F I E D A D S MANUFACTURERS ATTENTION • Sales-man presently representing concern of na-tional prominence in the Middle West and well acquainted with department store and furniture trade, seeks strong kindred novelty line, on commission basis, no drawing ac-count or advance necessary. Well rated concerns only. Box ISO, FINE FURNITURE MAGA
Date Created:: 1937-12-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 2:10

63. Michigan Artisan; 1908-10-10

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It was published twice monthly, beginning in 1880. and Twenty-Ninth Year-No.7 OCTOBER 10, 1908 Semi-Monthly To " The amount of work we are diJt1t/rat prese1zt in the space which we occupy we would have found it difficult to find bench room and places for the men to have done this b.p piece work." ). H. Lockey Piano Case Co. P The Sand Belt Machine has proved 'ltot only a labor saver but has also improved the quality of our work." Richardson Piano Case Co. B We find the machine very satisfactory on sanding our falls and veneered edges" Harvard Piano Co. ••The machine we bought of you i.~doing all the work that yott claim it would and is satisfactory. ,. Cable-Nelson Piano Co. !Ii II rs" )To. 171 SAND BELT MACHINE. WYSONG« MILES CO., Cedar St. and Son. R. R, GREENSBORO, N. C. Write for Catalog E The Best Truck-- The Strongest Truck This is the famousGillette Roller Bearing Factory Truck-the truck on which it is said, "One man can move a load of 3000 pounds while with the other trucks it takes three men." This is the truck that is strong where others are weak-the truck that has an unbreakable maIleable Iron fork. This is the truck YOU are looking for if youwish to invest in rather than waste money on factory trucks. Gillette Roller Bearing CO. ORAND RAPIDS, MICHIOAN The Lightest Running. Longest Lasting Trut;k , L ' __I j,, II Notice the Thread It's saw Cllt. That's why the Grand Rapids Hand Screw lasts so much longer than other makes, and why the threads on the spindles are so seldom stripped. Worth considering, isn't it? Our catalog tells more abollt this. Let us sendyou one. Grand Rapids Hand Screw Company HAND SCREWS, BENCHES, TRUCKS, FURNITURE CLAMPS 918 Jefferson Ave., Grand Rapids, Mich. ...---------_. -----------~ SLIDING SHOE FOR USE ON DESK LEGS This shoe does the work of a caster yet allows the desk legs to set close to floor. Fastened with flat head wood screw and fnrn-ished in three sizes. SEND FOR SAMPLES AND PRICES. No. 1493 PULL "',"",sfin.e handle for desks in the sqnare effect. s.. ~ different from the regular bar pulls. GRAND RAPIDS BRASS CO. GRAND RAPIDS, MICHIGAN '--_. . ..-.-..-----.1 • 'iIICHIGA1\ i\RTISA1\ ~------_._--_._--._-------_.--_._-- III IV .D." P...... ~:d'ffD'.D' IdDd•• Dd.i.': (P",.~d) Veneer Presses Glup Spreaders Glue Healers Trucks, Etc., Etc. These Specialties are used all Over the Warld Power Feed Glue Spreading MllChine. Single, Double and Combination. lPatent~d) (Sizes 12 in. to 84 in wide.) ..-----------------_. Hand Feed Clueing Machine (P!Llen1 pending.) Many styles and .izes. Wood-Working Machinery and Supplies LET US KNOW YOUR WANTS 1 ~--_._-C-HA-S -E,-FR-AN-CIS & BRO" Main Office and Works, Rushville, Ind, No. 6 ctD. H•• ,.,_ --------- T"E MARIETTA PAINT s. COLOR COMPANY MIIRIETT II 01110 from Our New factory f ----_._--------~• We are now shipping all goods from our new factory which has just been completed at Marietta, Ohio, and are better prepared than ever to supply our customers with WHITE PRINTING CO. I. 'HIGHGRAD~A~;~~D~;~I~COnPLET~ ~ HIGH GRADE WOOD fiNISHING MATERIALS Our new manufacturing plant is equipped with every modern facility and we shall continue to keep up the standard of our products to the highest mark of perfeCtion. "-------_. --_._------------_. .,.--'-------------- ----------- - - -- I l z MICHIGAN ARTISAN • KLINGMAN FURNITURE EXHIBITION BUILDING PEARL, OTTAWA AND LYON STREETS THE ORIGINAL EXHIBITION BUILDING I1T Limited amount of desirable space for 'JJ rent to parties who will apply quickly. I1T One hundred fifty of the foremost fac- 'jJ tories show their lines in this building. Furniture Exhibition Building Co. GRAND RAPIDS, MICHIGAN • • GRAND RAPIDS punuc UnRATIY 29th Year-No.7. GRAND RAPIDS, MICH., OCTOBER 10, 1908. Buyers and Their Peculiarities. Not 011e buyer in twenty accords th(~ traveling )11<\11 proper courtesy. H c3d buyers, department heads, stock-keepers, and even the young rnan who has hut recently been given the buying of a single litle, are equally guilty. They appear to give the -impression t11<1t they occupy a higller plane ill life than the man "'1.'110sells them the goods they <In, paid to buy al1C\ must have in their business. Courtesy pays. It doesn't cost a.nything and is due every-one. It makes friends and holds them. There is no ex-cuse for Inistreatillg the traveling man simply because he is a seller. As long as he conducts himself in a gentlemanly manner, and "vben before their buyers ninety-ninc. per cent of them do, he is entitled to treatment as such. Even the buy-ers will not deny this, though they seldom practice it. There are buyers who can exhibit the greate"t courtesy to customers, ~ll1ile and joke with them, tell tl1em how glad they are to see them, and so on; turn right from them to a trav-eling rnan who has witnessed the entire proceeding with be-coming patience and reverse their manner and looks with an art which would have made a Joseph Jefferson or a Henry Irving blush with shame. All buyers, of course, are not in this class. There arc C011rteous ones, both old a11(l young. There are elderly gen-tlemen, silTery,·haired and spectacled, who ,,,ill rise from their chairs, extend a friendly hand and give the traveling man an opportunity to state the object of his call. There arc mid-elle- aged men who, though busily occlJpied, will nevertheless welcome a salesman and accord him a respectable hearing. There axe some very yOL11lg buyers, tllough these arc mostly inclilled to show their authority, ,,,,ho 'will cordially receive a salesman. There arc buyers who are so pleasant and agree-able that· a snlesrnal1 would rather leave them withOllt an order than to leave with an order from certain other buyers on his route. Occasionally will he found a boy-like buyer, sm,lll enough to be wrapped in the mass of statiou<l,ry on the huge desk from which be tums to greet a traveling man. His pleasant manner, agreeable welcome and gentlemanly treat-ment win the admiration of everyone. and he is generally given everything ill the way of "specials" the salesman may have "up his sleeve:' The majority, however. is ill the other class. Tllerc are 011\ men ••'110 arc ,,0 grouchy and meall that it chills a travel-illg 111a.llto evell look at them. Just the thought of having to call on them makes him shudder. They arc so nervo·us that they canllot sit long enough to learn the salesman's name and the name of his house. If given a card it '.vil1 go on the floor or into the "",,aste-basket after a blank glance, and per-haps without even a glance. They "",,ill not listen to his proposition, look at his samples or talk to him, They clai.m they do not need salesmen to sell them goods, that they can buy by mail, that a salesrnan is a nuisance, and so on, al-though this same man may have d07.ens of men traveling for him and solici.ting Imsines5. "Know-all" buyers are often met with. They know everything. No salesman can tell them anything. They give short, jerky answers, talk very curtly and soon disgust $1.00 per Year. not only the salesman but ,llly one else who happens to over-hear the conversation. This class of buyers think they itn~ press the tra\'cling man "vith their importance, while, as a matter of fact, they only make themselves figures of disgust such as the traveling mall encounters every day. There are some buyers who are naturally courteous. but ,,,ho think it {;smart" to be gruff with traveling men, simply because they kllO\V the skilled salesman is too wise and too prudent to resent it to their faces. Thus, if a stranger calls ,vho at first sigl1t might be taken for a customer instead of a salesman, the buyer is over-pOlite to him until his discovers his mistake, when his manner immediately changes and the stranger is given the traveting man's reception instead of the custoITIer's. Some buyers vlilt Jet a salesman stand for many minutes ,'vithout even recogl1izing him. Then they half-way turn ill thelr chajrs, stick out an unwelcome 'hand, and before the salesman has an opportUllity to present himself, turn back to their desks with the remark, "Go on-I can read my mail and listen to you, too," while the truth of the matter is that they are only feigning. Treatmel1t of this character, though calmly submitted to at the time, is very exasperating to the salesman, and the desire to I'get even" is very strong ,md quite often satisfied in one way or another- A reputcltioll for treating traveling men courteously is good capitat for any house. Every man has more or less in-fluence, and the good will of the traveling men is valuable to hoth the buyer and his housc. Salesmen are frequently given a cert<:lin territory with practically unlimited authority as far as that territory is concerned, c111dthe lines thus as-signed are generally sold to but one man in each town. Tllesc lines are valuable, not ollly for the business which is done OIl them alone, but for the other business which they influence. Naturally, if a territory is open, all things being equal, the line will go to the courteous buyer who is liked by the salesman, and 1I0t to the man ..".h. o takes apparent pleas-ure in abusing the salesman. There arc vast numbers of specialty salesmen, "missionary men," as they are called, men who canvass the retail trade and secure orders to he executed by the: jobber. They Dlay hu\'e illstructions to work independently arid let orders fall where they lnay, but there a,re any number of ways to switch these orders ,vithout straining their instructions. Nitlety-nille times out of a possible hundred if the salesman asks, "\'Vho do you ,,,,-ant this through-Brown & Co.?" the buyer will say "Yes," while he might have given it to Jones & Co_, had the salesrnall qualified their name or simply a.sked the Question without mentioning either name. The result of this is Jolles & Co., seeing they are getting none of these orders, wilt soon be writing to the salesman's house that they are not getting a "fair shake," that the salesman is favoring the "other fellm,\'" and t1.1rnjng all his orders that way. They fail to explain in this letter, however, that their buyers do not give the salesman a respectable hearing when he comes into their office. Very often a salesman will present a new article. It may not appeal to the wholesale buyer as being sa.lable and he will \IICll CA!'\ ARTISA!'\ r---------------·---·--------- ---------~II A Power Veneer Press of Pra&:ically Unlimited Capacity Material lowered on truck. top beam raised, leaving the pre<:s ready for another set of plates. QUICK. POWERFUL. STRONG. Clamps for Every Line of Woodworkin\!. We are always glad to matt iUlls/rated pl'int~d mallet' gir;ing fUll particularll. Black Bros. Machinery CO. MENDOTA, ILL. ------------'--------------- turn it down very coldly. Stimu~ated by the rebuke he has just suffered, that salesman n~ay go out and sell nine out of every ten retailers, but through the "other fellow," who has encouraged hjrn and made capital out of the first man's fail-ing. Tlltts it is shown how easily a house may lose business through discourtesy on the part of its buyers. Salesmen are frequently given "specials" for select cus-tomers. They may be in the shape of confidential rebates or commissions, low p~ices, extra quality, expensive a,dvertising Sketch by K. J. Hoagland. Lit;tle Falls, Minn. matter. gifts or in various other forms. The courteous buyer is always on the ;'select" list and always gets these "specials." The cold-blooded buyer is only thought of in that "get-even" spirit whkh is a part of every human irame. 1IIany valuable bits of information may be gleaned from t"aveling me,n. They go everywhere, know what others afC doing, keep abreast of the times and are in position to give the buyer many "tips" if given the opportunity. A few mo-ments given them, hmvevcr il1~spared, may elicit information 'which will be worth many dollars to the house. Traveling men are human, have human feelings and resent ill-trea.tment just the same as a buyer. It is but natural for them to favor the n:e<1\vho trul.t them respectably, and where they are denied such treatment it not o::ly results in their working against that rouse, but encourages them to work just that much harde;' for the otter man. A house is the victim of its own l1e:slect in not demanding of its buyers the same uniform courtesy which it requires of its salesmen and other employes. All buyers, of course. have old friends among the traveling men whom they treat courteously. This is commendable as far as it goes, but they should extend unifcrm cou~tesy to all, and strangers par-ticularly. A stra.ngcr n:ay be a great deal more influential tJlan he <ippears, and his good will C'.al1 be immediately g:dnec\ by a polite reception. A cordial welcome, a friendly hand-shake and a request to be seated have a very soothing effect. Good results can onl)' l;e obtaieed where everybody and cv-e:' ything is agreeable. It o:ay appear a small matter.' but courtesy is just as essenti"d to business as oil to a machine. ® * ® Death of Julius Berkey. After spending the last five years of his life in ill~health, the spirit of J\l~it~s Berkey passed out October 6, closing a busy and useful life. JVlr. Berkey was seventy-five years of age. TIe was boni. at Seneca, Ohio, and spent his youth in that state. He took up· his residence jn Grand Rapids and comn~enced the n..anufacture of furniture in a small way in 1859, a few simple but useful articles constituting his l1ne. The business grew rapidly and finally, after pa.ssing through many progressive stages, was developed into the great Ber-key & Gay Furniture Company. :'h. Berkey will he be~~t remembered in the furniture trade as a manufacturer. He was ever ready to il~st<!.llin'proved rrachicery and new pro-cesses that would increase' the output of the plant or improve the Quality of the goods. It is said that to him belongs the credit for using machinery more generally in the early days of the furniture manufacturing industry than othen. who were afraid to take chance!'; with the same. :r:vlr.Berkey engaged in other lines of mallUfacture successfully, also in banking, dealing in timber and other occupations that called for the full emplo)'lrent of his ta.lents. As a business ma,n he ranked high in ability, and as a citizen he was greatly es-teemed. His wife passed away but fi\"e weeks earlier ill the year. The funeral was attended by many former busi~ ness associates and employes. • We can help you. Time saved and when done leaves are bound (by your· self) and indexed by Boors or departments. BARLOW BROS .• Gl'lUld Rapid_. Mieb. Write Right Now. • ~IICHIGAN ---_._------ 1 STANDARD SHADES ADOPTED BY THE GRAND RAPIDS II FURNITURE MANUFACTURERS' ASSOCIATION I (jj Unilormity and a definite standard lor all popular finishes will ,oon be possible. The above Association has adopted. aher carefully considering many different shades of the popular finishes, a set. which win be known as llStandard." thus enabling a chair manufac-turer to produce the same Early English as the table manufacturer. The dealer will no longer have the matching dillicuhy. t1I We expect to have board samples ready in another month, and shall forward a set of boards and enough stain powder 01 each shade lor experimental purposes lor $1.00. Thi, we figure will just about cover the expense. Sets will be forwarded in rotation of orders received. Cash must come with orders. The samples. directions. and suggestions for the production of these certainly are worth much more~but we feel in a measure obligated to our patrons, therefore the proposition. Attend to the order now. ......--_._------_. iIIIIII !III WALTER K. SCHMIDT COMPANY ARTISAN 5 84-88 CANAL STREET GRAND RAPIDS==========MICHIGAN • Equipment of the Grand Rapids Hand Screw Company. Thit"ken 4-40V. 30 c.y. Fairbanks-1Torse induction motors; motors direct connected in middle and at ends of shafts; a.1l motor wiring in steel conduit; all light wiring in steel conduit; 210 h. p. connected load; panel board and six compcllsators; meter in every department; blower system; no steam engine; dry kiln system; steam heating system; perfect ventilation and light. In the asserr;bliJlg room there is one ten h. p. motor di cd connected to shaft, running cylindcr sander, buzz planer, em-e!" y head, two drilL,;, metal clit--off and iron lathe. In the crating room there is one ten b. p. motor direct connected to shaft, on which is planer, rip saw, blower, s,ving . saw, etc. In the g-kss andtinishing department there is one ten b. p. motor belted to shaft, runs freight elevator, emery head and other -wood working machinery. In the main wood working room there 1S one twenty h. p. motor belted to shaH, operating freight elevator, two bo:-ing nl8.chines, two belt sanders, one tumbler, two shapers, three automatic \'\7ood lathes, two 51nal1shapers, one cut-off and two emery heads; one ten h, p. belted to thirty-six-itlch blower; onc ten h. p. direct connected to shaft on which is a. large cylinder sander; one twcnty h. p. direct connected to shaft on which are two boring machine shapers, cut-offs and rip sa,"s; one forty h. Jl. belted to the large blower; one twenty h. p, direct connected to shaft. rnnning one cyl1nder planer, two buzz planers, two rips and aile cut-off sa-w; one twenty h. p. belt connected to shaft on \\'hich are buzz planers, swing saws, two cylinder planers, etc.; one twenty h. p. direct connected in center of shaft, rip saws, cut-offs, three pointers, threc shapers and one double cut-off; one twenty h. p. direct con-nected to sluft on which is molder, shaper, cut~off, jointer, bUZ7:planer, rip, cmery heads and swing saw; one ten h. p. in basement, operating elevator. I L -------------------' The Grand Rapids Blow Pipe and Dust Arrester ·Company. The Grand Rapids BlOW Pipe and Dust Arrester Company under the new manager, C. B. Newcomb, is flourishing. They luxe added two branches to their business-the manufacture of air separators for cement plants and pneumatic coal C011- veyors. They have also added a stock of ventilating fans amI blowers to their stock of equipments. They are now fit-ting up two large pla.nts at Flint, an addition to the Owosso \lalluIactuiing COl11pallY;an entire llew out6t for the :\1. C. Lilly Company, Columbus, 0.; the Grand Rapids Refriger-ator Company's new plant, th~ largest refrigerator factory \11 GRAND RAPIOS,","'-MICHIGAN the world, besides a large llumber of sma.lIer orders. It will no doubt astonish one ,,.,.ho has not thoroughly investi-gated the subject to learn the great variety of factories that use tbe blow pipe system for collecting dust and shavings. "11r. Kewcomh was surprised himself when going over his diaries 10 find that he had fitted out 110 less tha.n ninety-seven plants operated in the production of different kinds of goods, including wood. metal, leather and cement. There seems to be practically no limit to the uses for which blow piping, ven-tilating and beating apparatus ea.n he applied to advantage. The Graud Rapids Blow Pipe and' Dust Arrester Company has the exclusive right to use the Verrell patents, and every job is put up all? guaranteed to be perfect in every respect. r-------------------- --- 6 MICHIGAN ~<TheUniversity of Hustle." The tr.anag:2r of a large wholesale house sat in his office. He bad started to hustle fOT himself at the age of twelve in a little country store. By hard ..v..ork be had made hin~5cH the a.cting head of a large wholesale firm and held in the vanlt a big slice of the company's stock, juicy in dividends. \"."hell he had to quit school and go to work he was just be-ginning the third part of arithmetic and a simple volume of United States bistory. He ..v..oulcl have had a much luger slice of the fJrlll's sto::k l:<:d he l~()t been a disbeliever in race ANTHONY SEEGEB. Anthony Seeger started hls business career with A. Posselius Brothers in 1884 and worked at wood carving for two years. He left to take a course of bookkeeping at the Detroit Business lilliversity. vVhen A. Po!';selius {<,,; Brothers dissolved he went witll A: PosseHus & Co. in their retail store, and worked as sales-man for two ~'eaT's, but on January 1, 1890, returned to the Pos~ selius Brothers Furniture IVlanufacturing Company as bookkeeper and held that position until BOO, when he became secretary, treasurer and sales manager. He Is married and has the best wIfe and three little girls to be. found anywhere. He is Wor-shipful Master of Kilwlng Lodge, F. & A. M., and a very popUlar gentleman. suicide and had he not felt that all of his sevell sons shou~d have a university education and training for some profession. As the old man read bis n:aiJ, his youngest 30n, John, who only that morning had returned from nine months at the uni-versity, came into the office. The old man was fOlld of hjs children, and epecially loved his YOl1ng'~st S011. Although a 1113U of business, the veteran was gt::nial in his rrakcup; he was democratic; he felt himself as good as a supreme court judge and no better than the elevator boy. John was togged in the latest fash:01~-on each feat a shoe the shape of half a yacht, trouser fre:,hly cre3sed ar,d rolled up at the bottom, straw hat, the band of which emblazoned his Greek letter fraternity colors. In one of his gloved hands he carried a walking stick-in the other his Ph. B. de-gree he had just got at Harvard. The oM man was so glad L ARTISAN to see: John that 11e hugged him l,Vh£rl he came into the office. And this is what foI.lowed: "\Vell, you've got your degree, John?" "Yes, father. Here it is. I'll show it to you." John took an initial ciga.reftc: case out of his pocket, H a coffl11 nail with a wax match, and slipping the bow knot o~ • iB. WALTER & CO. M,nufa,,,,,,,, uj T ABLE SLIDES Exclusively WABASH INDIANA WRITE FOR PRICES AND DISCOUNT the blue ribbon tied arOUl~d his degree, rolled his sheepski:) out upon the old man"s desk. "H-m, h'rr.-you finally got it, John. Read it to me." John began n:un;bling m'er the Latin words on his Ph. B. de-gree, coming soon to his own name, "Joannis Carolianus \Vitherspooll. " "Oh-hold on there with that stuff, Jol~n; ttis JoanniJ Carolianus business; give rr.e the John-Charley of it! I want you to talk to your old dad in the stra.ight American language. I don't know a11ything about that stuff." Then J oa:1nis b~- gan to stan-;n~er over his translaticn of his Latin sheepskin. He made such a botched job of it that the old man soon blurted oet: "\Ve:l, never mil~d what it is, just so long a:i you've got it." Then, like a busil;ess rr:an, having brought one deal to a head, the old man started in on another and turned to Joannis with the remark: """VeIl, now look here, John; you are a n:an now. You Sketch by K. J. Hoegland, Little Falls, Minn. are twenty-one years old and have this here degree, what arc you going to do?" "\Vell, after I have my vacation, father-" "Vacation h-J! You baven't had anything but vacation since you were born and you haven't given a vacation to your mother and lJ1e since I used to walk you nights to keep you MICHIGAN ARTISAN from howling. :\QW you've been tlHough ScllOOl and got what you \v<lntcc!--you knoVl' Twas killel of half it milHl 110t to give you this last four years, anylto"l,v-now, vd~at arc. you going to do?" "\Vel1, father. T don't know just exactly, but J thought I'd like to take a post-graduate course and g::t a Ph. D. You see, I have only a Ph. B.'.' "Ph. D., umph? \-Vell, there is only one letter between B and D--<]on't you think you've gone about far enough? As it is, yOll c~n't read the one you have. \-Vhat's the use of getting another?" "\Vell. yon see, father, tlle Ph. B. l1o-wadayse is just sort 0: a starter. You l1:11St ]l<LYC the Ph. D.-that is, it doctor of SketeheB by K. J. Hoegland, Little Falle, M.inn.. philosophy degree-the Ph. 13. is only a bachelor of Phllos-ophy degree-before a college man ..viII recognize you as hav-ing done anything." "College nothing. \\That do I C<l,reabout \',,-hat college men think of :YO\1? They aren't going to support you. \Vhy, the poor beggars hardly get enough to eat. I've been out to receptions with them Inysc1f-onc night a couple of young professors got their hands against some fresh pClint before they came into the house \'..,here the reception \vas. \Vhell they took off their spike-tail coats and rolled UJl their sleevcs, why confound it, although it \'..,as twenty-t",·o degrees below zero, those fdlows were wearing minnow seinc underwear. I clon't care what a man who can't \vear flannel next to his hide when snow is on the ground thinks ot yOl\.. I want you 7 to have a stand-in \'\'ith tl1e substantial men of the country. "Now, 1 tell yOu, snll-you've spent eight years in the grade school:,;, four years in the high school, had a special tutor for another year to get you ready, and have put in four years in the university. Of c.ourse, this is an right. You arell't spoiled yet and if you have your head set to it good and bard to take up a profession after a while, all ,vell and goodl but lo~-)kahere-I am just right now sending away-yes, see these checks-a hundred dollars each to two of your brothers. One of them has been pra.ctising Ia-w for four years and Dr. \Vitherspoon has had his sign out for over two year,s. They're both writing to the old man to send them money to pay their house rellt. The only oncs I don't have to put up for right along now are Ked, who took up electricity, and Sam-that's a mining engineer-and neither of them right now is making as much as my av<'.rage travelillg salesman. "Xow, maybe you wot11d like to take up a profession that none of your brothers has strJo]lcd to and become a profcs~ sianal mall. Of course, r say if you .vish to do anyone of these other things and don't agree with me! you shall havc that liberty, and I'll spend a thousand a year on you for four years more. But before you do that I'm going to have my say for just a little while. I want you to spend at least one year in the school that rye been going to for half a cen-tury. I want you to put in a little study in my college-the University of Hustle. "It seems to me that this 50-caHed higher education, which it little more or less than the readiug of good books, should be the pleasure 11icked up in leisure h01:l.rs of the bl:slness man. \A,Thy,I've seen one of my friends here in Chicago get into a talk with a lot of professors on subjects of history, re-ligioll, philosophy and literature and nearly skin them in an 1 • III~-- -----_._---------~ ====-;5EE==== West Michigan Machine &. Tool Co" LId. GRAND RAPIDS, MICH. for "IG" GRADE PUNC"ES and DIES argument; and l'm shot if 1 don't believe that he has a better 'education' as you call it, than any professor I ever met. And you know that your old dad himself isn't sueh a slottch when it comes to books-eh, son? '-'But here! This is )"10nday morning and two days' mail to go through. You run along 110Wand see your mother. You call take one day's vacation with her, but tomorrow-moming you show up here with me at 8 o'clock. One of my traveling- men has just told me that the young man who packs his trunks lws got wise and is going to go out on the road on his own hook for another house. He needs a good, live boy to help him along, and I guess 1'11just turn you over to him for a fe\'\' trips.' @ * @ Forbidden by the Police. "Tn Switzerland this summer," said a Philadelphian, "I heard Charlemagne Tower describe the stringent police regu_ lations of Berlill. "ilT!". T()\ver, by way of iltustratiol1, c.oncluded with a little story; 'Schmidt and Krauss met one morning in the park. ;< T~aye yon he';lrd,' says Schmidt, 'the sad news about }Il.1ller?' "'No,' says Kraus. 'What is it?' "'\\Tell, poor ::\'1uller went boating on the river yester- (lay. The boat capsized and he was drO\'vned. The water was ten feet deep.' "'But couldn't be swim?' "'S""im? Don't you know that all -persons are strictly [oTbidden hy the -polk\.'. to swi.m in the river?'" 8 ~l 1 CHI G A N ART I SAN EVANSVILLE EVANSVILLE, Ind., October 5.-Business with the fur-niture manufacturers of Evan~wjl1e is fair and while it is a trifle hetter than last month, it is far from being what the manufacturers would like to see. l\lanufacturers, as a rule. arc of the opinion that things will pick up' greatly after the presidential election and that by the first of next year trade conditions ought to be normal once again. The manufactur-ers who were inte:"viewed by your correspondent said that more orders had come in this month t11a.nlast and that the general tone of the business world is much better. The average schedule of thefaetories of the city is fifty hours a week Taken as a whole the year has not been a prosper~ DUS one. Local veneering plants are busier nQWthan they have been at any other time this year, most of thte factories being run on full time. Orders are coming in nicely and it looks like the year will close for the veneer manufacturers with a good bal-ance to their side of the ledger. Edward Smith, the hustling manager of the E. Q. Smith Chair Company, says his factory is operated on an average of nine hours a day and that the prospects for fall and winter are very good. "In fact, we have no complaint to n:ake," is the way :vlr. Smith expressed it. Mr. Smith says that within the next thirty days he will have a full line of new box dine:-s on the market that will sell on 'sight. This is something new with the company. Fancy rockers will also be added to the list of goods manufactured. "Gus" Nonweiler of the EVaJ1SvilIe Furniture Company I'------~I 10 SPINDLE MACHINE ALSO MADE WITH 12, Hi, 20 AND 25 SPINDLES. DODDS' NE.W DOVE.TAILING GE.AR MACHINE ThIs little machine has done more to perfect the draw~r work of fumiturf! manufacturers than anything else in the furniture trade. For fifteom years it has maoie perfect-fitting, vermin-proof, dove· tailed stocK a possibility. This bas been accomplished at reduced cost, as the ma~hine cuts dove-tailsin gangs of from 9 to 2.1at Onf! operation. ALEXANDER DODDS, Grand Rapids. Michigan. Repretented by Scbuehart &: Schutte at Iktlin. Vienna Stockholm and St. PetershuJ¥. ~tativ<':!' by Alfred H. Sc!wlle at Coloane, Bruuds, Lil".!fe, Paris. Milan .nd &1OOa- Reprt'le1lted in Great Britian and (uland by the Oliver Machinery Coo. F, S. Thompson, Mar·, 201-203 Deaoqate, Man~r. Enldand. says they are having a nice run on their new colonial styles and that business is better with the firm than it has been all season. "Business \"ith the Big Six. Carloading Associ:!.tion is ve, y good at the present time," said one of the managers connect-ed with the association. "The Globe -Furniture Company (one of the six.) is running sixty hours a \'leek, while the rest of our factories are operated on the average of fifty hour"> a week. We are enjoying a very nice business and while tn,de is not what we would like to see, we ar'(~holding /fur own \,("ry well and believe \,vc will do a nice bllsi.lless this ""inter." Sketch by K. J. Hoagland, Little Falls, Minn, Benjamin Bosse,the manager of the Gl(l~i" Fltflliture Com-pany and president of the Evansville Board of Public Safety, is ba,ck from New York where he spent several day.> Qn busi ness. He is of the opinion that business_ conditions in the east are picking up greatly and trade is bound to get better from time to time. The mother of Charles Frisse, manager of the \Vorld Fur-niture Company, who was accidentally shot while standing in the rear of her yard several weeks ago, is I~OW out of dan-ger. She had a close call for her life. W. A. Koch of the Evansvil1~ Metal Bed Company and at the head of the Advance Stove \-Vorks, has returned from a trip through tbe east. lIe was accompanied by bis wife al1d they went to :\'lilbrook, N. Y., where they placed their daugh-ter Eloise in the Bennett school for the year. Before re-turning hon~e Mr. and Mrs. Koch visited points of interest at y."rashington, Philadelphia and New York. A few days ago on the Ohio river the gasoline launch Elsie was rUll down by the steamer Evansville a few mi:es above the city and Harris Mo~r:s" aged 26, employed by the Spiegel Purniture Company, was thrown from the launch a.rd drowned. His body was recovered. The deceased is sur-vived by a widow and two children. Five other men in the launch \vere thrown into the river, but managed to swim ashore in safety. The branch retail store of the Volilliam Heyns Furniture Camp an)' on Third street has been closed and the stock re-moved to the company's big store on Franklin street. Wil-liam \Va1ker, who was the manager of the branch store, is now connected with the West Franklin street store. VoJ". D. Ha.rdy, son-in-law of \Villiam I-Ieyns, the well known furniture and vcneer man, is a candidate for prosecut-ing attorney on the Democratic ticket, and has started out to make a vigorous canvass. He is onc of the rising young at-torneys of this section. :Many of the furniture and desk factories at Jasper, Ind.,. were affected by the drouth which prevailed over southern Indiana for forty-nine days and which was broken by a hard rain a week or so ago. During the drouth the Patoka river, which flows by Jasper, was almost dry and the numerous fa.c-tories at Jasper had a difficult problem in getting water to -~ MICHIGAN ARTISAN !fi !:Ii 9 BARRETT'S PRIME SHELLAC VARNISH Iy; made from strictly pure Shellac Gum cut III Specially Denatured or Wood Alcohol. The results of 25 years' experience in the importa-tion of gums, in the use of solvents, and in the manufacture of varnish embodied in "Barrett's Prime." Ask for samples and prices. !:Ii !:Fi !:Ii y; !:Ii M. L. BARRETT &. CO., 219 LAKE ST.. CHICAGO ·fun their plants. If the drouth had continued several days longer, many of the factories would have been forced to close dmvn for a while. Jasper is one of the he.;t fu:"niture citi25 of its si.ze in this section of the country. Osca,r Klamer of the Schelosky Table Company and A. A. Rbiel of the Rhiel Furniture Company have returned from St. Louis, 'where they spent a few days seeing the sights of the TVfound City. \Villiam Heyns of the Heyne, J'urniture Compa11Y, who has been seriously ill of rheumatism at his home at vVest Heights near the city for several weeks, is much improved, much to the gratifLcation of his 11lur.erous friends. John Shu1te, who, for many years, was one of the clerks in the local postofGce, is nmo, engaged in tlle retail turniturc. business in Evansville and is doing a nice business. His store is located 01) Fourth street, commonly known aCi the "~Iarket." H. J. Rusche of the Specialty Furniture Company says his plant is operated fifty-four hours a \'leek :omdthe company -is getting" out their fall styles. The firm is enjoying a vcry nice business just now :lnd rvTr. Rusche says he believes that trade will get better right along. Mr. Rusche is one of the most progressive furniture manufacturers in the city. The Buehner Chair Company, with the exceptton of the short time they were dosed down because of their boiler room being repaired, has been run O,l steady tin-::e all se:l- SOll. Mr. Kc"vekerdes says the company has just issued their annual catalogue which is a thing of beauty. It has been sent out to the trade. One of t\1e substntial firms of the city is the Stalldard Cha.ir COlrpany; it has done a very nice business all SCHOll. The. compallY "vas incorporated in July, 1899. F. J. FJaney is president of the company and Robert A. l~eitz is secretary and treasurer. The Evansville catalogue showing on the market. Furniture Company have is:3ued a new the fine colonial styles they have placed C, W, B. @ .... @ Important Contracts. The following important contracts \vere booked by the American Blower Company, Detroit, l\Tich., within the past thirty days: rorcerl draft equipment! Anlt & VV'iborg Com-pany, Cincinnati, 0.; Hocking Valley railroad, south shoV';', Columbus, 0.; \V. \V. Rice Leather Company, Petoskey, :Mich.; Empress Hotd, Victoria, B. c.; vVhite Haven (Pa.) Sanitarium; :'I1edfield ("'f\/la5s.) insane asylum; Glucy Realty Company, Xiagara Fa.lls, ~. Y; Centn.l] Vnion Gas Co.; Gar-field, Utah, Smelting Company; salt dryer, \-Vorce-stcr Sa\.t Company, Ecorse, :~..1ich.;round house ventilating· equipment, ='Iorthcrn Pacific railroad, Paradise, l'vfont.; N. Y. C. & H. R. ra-ilroad, Avis, Pa.; brick dryer, Berlin Height (0.) Brick & Tile Company; heating and ventilating apparatus, \Vcstern !:fi State Normal school, Kalamazoo, J.Iich.; 1-1. E. 'church, Phila-delphia, Pa.; Philips (\Vis.) school; Ea,stern Michigan asy-lum, Pontiac, l\Jich.; Abington (POl.) school; Crystal Springs Bleacher)' Compally, Chickamauga, Ga.; High 5choo1, Siste s-ville, \V. Va.; CcUllloid Company, Newark Y J., (Evans-Ad-miral Co., contractors); State homeopMhic hospital for insane, Allentown, Fa.; Mahoning court house, Youngstown, 0.; Ford City (Pa.) High school; Dollar Savings Bank, Youngstown, 0; electric light pl~lct. G. Roene. Dougla$, Ariz.; soap dryer. I " , Sketch by K. J. Hoagland. Little Falls, Minn. Summit City Soap Company, Fort \Vayne, Ind ..:' heating and ventila.ting paper mill, four sets of apparatus, Anglo-New-foundland Development Company, Grand Falls, N. F.; Car-negie Science Hall, Wittenberg College, Springfield, 0.; First Bapttst chnrch, Dallas, Tex.; LaPorte, (Ind.) county jail; Tucson High school; special g·as exhauster, Lincoln, (Neb.) Gas & Electric Light Company; ship ventilation and induced draft, Collinwood (Ont.) Shipbuilding Company; moist air dry kiln, Flint. (1'dich.) Body Company. --------------------------- -- - 10 MICHIGAN ESTABLISHED 1880 ,"U8I.lSHED liT MICHIGAN ARTISAN CO. ON THE 10TH AND 25TH Ot' EACH MONTH OFFICE-lOB, 110, 112 NORTH DIVISION ST •• GRAND RAPIDS. MICH. EI4TER'liD M MHl"~R Of Tl-IE SECOND CLMS Tl:c retailers of Virginia, in convention rcct':ntly, resolved: "That we condemn tte practice of printing the prices in the catalogue, either with or without trade discounts, and that we respectfully reCiuest that aH prices be printed separately from the catalogue, and that we further condemn the showing of prices to cllstorr:ers, believing this practice to be demoraliz-ing and unreasonable." The resolution fails to condemn the manufacturers who print the prices of goods in their cat-alogues with from forty to fifty per cent added for the benefit of retailers handling the lines-a plan that seems to satis:y all concerned. It helps the shifty retailers when they pro-duce a catalogue and with its aid convince a customer that the goods offered are priced by the n:anufacturer and that there is "cot1ling in- it" for themselves. The world is waking up to the value of industrial and art education. The word i:-.; passed along by the industrial na-tions that the only way to win is through industrial train-ing. More attention is paid to school work than ever in the past and development in industrial art has reached a higher plane than was thought possible. ,The Artisan has given considerable space in recent issues to the work of the industrial schools, particularly at Saginaw, Muskegon and Grand Rapids, and will continue its studies of the problem for the purpose of informing readers of the p:ogress of the movement from time to time. It is predicted that eventual-ly teachers will be able to guide scholars into trades and IHe occupations. °to °to Unwa,rned by the ill-luck of a manufacturer of furniture in Indiana who foolishly advertised his furnitl1~e as peaches, plums, pea~s, tomatoes and other vegetable products, a chair maker in Dalton, Ga., advertises his chairs as "Georgia peaches." The name may not prove a hoodoo but the Hoos:er was put out of business as the re3ult of his indiscre-tion in advertising "Roods" th<.t he did not make or d:::al in. °to °to The Basic City (Va.) Furniture Company js under the charge, preferre.d by the retaile:-s' association of Virginia, of selling goods by mail to consumers, During the past year many manufacturers were compelled to dispose of their pro-duct in any way that offered in order to avoid bankruptcy, and the Virginians should not bear down too ha.rd on them. °to °t" ~larked improvement in the furniture manufacturing busi-ness is reported at High Point, Chattanooga and Atlanta. The product of the factories at these centers are largely low-priced, such as the installment dealers handle and supplies evidence that wage earners throughout the country are again employed and able to purchase the goods they need. "t' 't" Hugh T. l'lman, who owns a large part of the city lanta, Ga., has purchased the '\oVare-Hatcher factories. of At- If his ARTISAN success as a manufacturer shall be nO greater tha.n was that of the Ware-Hatcher bunch, Mr. Inman will not so powerful financially at the close of next year as he was when he pur-chased the plant!;;. "Bill," the nationa.1 cabinet maker, is assembling his drawing too)s preparatory to commencing work on "that cabinet.' @ * @ New Precess Fu::ning Liquid. The Adams & Elting Company of Chicago are offering a new lahor saver-New Process Fuming Liquid, ;a material which produces on oak that peculiarly b~autiful brownish ef-fect which has hcretoiore been -possible -only by the tedious and expensive actual fuming process. Popular taste in wood finishes thi3 fall demands fumed oak. The Adams & Elting Company set competent chem-ists to work to see if there was not a way to lessen the labor nnd expense and at the same time produce identical results. Thi::; research and untiring effort produced "New Proc=ss Fuming Liquid." The old fashioned process necessitated the wood remain-ing in the fuming box from twelve to twenty-four hours, and put rather a limit on deliveries, whereas with tJlis New Pro-cess Fuming Liquid workmen can finish up a lot of wor;{ every half day. This preparation has a tendency to strike into the wood, but does not change color in the pores, all high lights being retained in the rich, dark shades, Nothing affects the finish and it may be thoroughly sandpapered with-out fear of cutting through. It is interesting to note how eagerly new materials are sought and taken up by the trade. The Adarrs & Elting Compally are continually at work in an effort to perfect acd place upon the market materials of benefit to those who use its gocds, and the success of this last product is substantial evidence of the efficiency of the compctny's efforts.-Review. lID * @ Improvements in the Furniture Exhibition Bll.i1ding, A numbe_r of improvements have been made in the Kling-man building, preparatory for the coming furniture Se8S:::ln. The ever-progres3ive Phil Klingman is always on the alert to do something for the comfort and benefit of his tenants. One of the most important of these imp:ovements is the in-stallation of a thoroughly up-tO-date passenger elevator; still retaining the OI~efOTn:erly used and installing this in a loca-tion which is easy of acceSs, for reserve use in case (as often occurs) the reg-ular elevator should get out of order in any way, the tenants would not be discommoded. The re-ar-rangement of the nrst floor is also a decided improverrent. Two walls have been removed and the entire floor b2autifully rcdecoratc(l; all of which shows the progressiveness of the management and makes space in this building so desirable. @ * @ Hardwood Lumber. The 1'Iontgomery Hardwood Lumber Company, located at Crawfordsville, lnd., extensively manufacture hardwood fur-niture lumber. Every kind of hardwood that grows in In~ diana is manufactured by the company. E, S. Sterzik, the presidellt of the company, was for years the manager of the Edenburg Cabinet Company and knows the needs of furniture manufacturers and is prepared to meet those needs. Better get in touch with the company and partake of the good thing.:; they have to offer. @) * @ A. J. Hicks has purchased the stock of the Wise Company at Heppner, Idaho. Furniture ---~ MICHIGAN ARTISAN ~------------------------ -------------_. 11 JACK M. BROWER JOHN E. BROWEH JOHN E. BROWER Designer for The Grand Ledge Chair Co. Holland Furniture Co. Chas. P. Limbert Co. JACK M. BROWER "Dad',' Assistant. EVERELL S. BROWER Furniture Department, Gimbel Bros., Milwaukee. EVE~ELL s. BROWER >--_._-_._-------_. ._---------------------------~ An Interesting Plate Glass Exhibit. The Pittsburg Plate Glass COlnpany contributed an illte" esting feature to the parade gi"ven in Philadelphia October 1 in honor of the one hundred and fiftieth anniversary of the founding of the city A. local newspaper mentioned it .as fol-lows: "Beauty in the arts was again demonstrated in the float of the Pittsburg Plate Glass Company. Here was the symbol of the industry in all its many features. The Glass King was seated on a throne of glass over which extended a ('anopy composed of various articles of glass in many color:;. From an oYer-turned fUT11acemolten glass was flowing in a "tream, while the j-inished product was represented by a quad of magnificent mirrors, before which stood, clad in classic Greek costume, the eternal feminine." @ * @ All Space in the Blodgett BUilding Taken. ::'\1r. Van Etten, the manager of the Blodgett buijding-. Grand Rapids, informs the Artisan that all space in that very desirable exposition building has beel1 leased and tha.t the exhibit ill January will ue fully as strong as in the );ears of the past. 1I !II IIIIIIIIi I,III II , ,--- - 12 ),{ICIIIGAN ARTISAN THE CREDIT BUREAU OF THE FURNITURE TRADE ----~------~ I Bldg. II LYON II Furniture Agency I ROBERT P. LYON, General Manager I I The CREDITS and COLLECTIONS Grand Rapids Office,_41 2-413 Houseman GEO. E. GRAVES, Manager CLAPPERTON & OWEN, Couusel THE STANDARD REFERENCE BOOK CAPITAL, CREDIT AND PAY RATINGS CLEARING HOUSE OF TRADE EXPERIENCE THE MOST RELIABLE CREDIT REPORTS ~ • -i COLLECTIONS MADE EVERYWHERE PROMPTL¥- REUABL ¥ Frederick Leeser & Coo's New Building, The solid old mercantile firm of Frederick ,Loeser & Co. Brooklyn, K. Y., have commenced the erection of a store building ten storics (1\vo of which will be below ground) high of concrete, in the rear of the building now occupied by the firm. The first floor and first basemen-:: will be de-voted to the delivery section, which will be removed from the main floor of the present store, permitting largely increased space there for the display of goods. The purchases of cus-tamers will be conveyed under the street from the store to the delivery room through two large tunne.ls, and will there be arranged for distribution. /\. h'vo-story cold air storage plant is planned to occupy the greater part of the second and third floors. The main stor-age c.hamber will be twenty-fwe feet high, divided into three stories by iron balconies so constructed as to allow a free cir-culation of air through their skeleton floors. The chamber will contain more than 158,000 cubic feet in the -clear, making it one of the largest plants of the kind in the country. Here will be stored each summer n:any million dollars' worth of furs, rugs and fme hangings. Still another feature of the ne'V building will be the bakery: The baking of cakes and othe, delicacies is 110\'\' done in the main store building, and has become one of the special feat-ures of the Loeser establishment. In the new building a still larger ba.kery-will be arranged with facilities for carrying the finished produrt to the sales spa.ce in the basement through the tunnels under Livingston street. Another announcement just made concerns' the erection of , L, a new Loeser stable and distributing depot in the Bath Beach section. Three years ago the concern put up a three story structure of this character on Ocean boulevard, believing it would be sufficient to care for the territory south of Flat-bush for ten years to come; Today they find that the facil-ties of that building are greatly overtaxed. The new onc is to be three stories high, of the same size as the other and goods intended for delivery in Bath Beach, Bensonhurst and contiguous territory will be shipped to it in bulk and distrib-uted from therc in wagons. The construetionof this new building is to be begun at oncc. 1\1r. "Gus" Helm of this firm is well known as the manager of the furniture department. @ * @ New Woodworking Plants. Jackson, r...Iiss.-The Perry-Davis Lumber Company will begin at Ollce the erection of a sawmill. About 100 men ""ill be en,ployecl. Fa:--mer, Ky.-The Licking River Lumbe:: Company will build a l1'il1to replacc the one recently destrcyed by fire. Ge:~eva, Ill.-The Cannon Box Company are pr~paring to l:~ake a number of in,provements and additions to their plant. ,:vIel~oP'jtlee,IVlicl1.-The Peninsular Box & Lumber Com-pany of ths city hlS been inco;-porated with a capital stock of $10,000 by E. P. Gould and others, fo, general manufacturing purposes. 1'o.IcAlestCT.Okla.-The Newstate LUri,bcr Company of HartshoTlle, Okla., will erect a $25,000 plant in this city, i:l the near future. Houston. Tex.-The South Houston Lumber Company will establish a snvmill at this place. 1{:-Lchi:lerywill be pur~ chased soon. @ * @ To Manufacture Filing Devices. The International Manufacturing Company, Ann Arbor, :I,Jieh., has been incorporated with a capital stock of $60,000. This company has p1.1.fchasedthe old Wei&s Company, and will manufacture filing devices and other knock down office furniture. F. B. Riley, C. G. Quaekenbilsh and others com-pose the company. @ * @ To Manufacture Sectional Bookcases. The \Veis Manufacturing Company has been organized at II;Ionroe, l'Iich., to manufacture sectional bookcases and other officc furniture. They are building a factory 180 x 60 feetl two stories and basement. Electricity will be used fo:- power and everything will be the very best in equipment. There. are five brothers in the company and aU are experts in their lines. \IICHIGA:-J ARTISAN .-----------------------_. j II 13 II II1 f ! II I Grand Dapids Dlow Pipe I an~Dust Arrester (om~anJ II !II I EXHAUST FANS SURE BLOTVERS STOCK AND PRES-ALWAYS IN Office and Fa.ctory: 201">-210 Canal Street GRAND RAPIDS. MICH. Cftlz6n. Phone 1282 14 MICHIGAN A Noted Designer of Furniture. JOh11 E. Brower, whost? portrait ap'Pears below, is one of the noted designers in the furniture trade. During i~s ar-tistic career he has tilled engagements with. the Grand Rapids John E. Brower, Designer of Furniture, Grand Rapids. ARTISAN Chair Company, the ;{elsoll-},'htter Furniture Compa,ny, the MidJigan Chair Company, the Sli:gh Furniture Company and th<2 GT<'ll.dLedge Chair Company. Recently he concluded an e.ngagement of thirteen years with the Sligh Furniture Com-par: y ::l.,ndis no.v under contract with the Holland Furniture Company, the- Grand Ledge Chair Company and C. P. Lim-be~ t & Co. In his long career, Mr. Brower has designed every article needed in the hunishing of private homes, offices,- cafes, dub, lodges and hotels, introducing a great variety of designs and novelties. Mr. 'Brower's skill and taste has been thoroughly tested and his reputation rests upon a foun-dation of accompli.shments. NI r. Brower has taken office'~ in the Blodgett building alld called his talented son, "Jack" :\1. Brower, to his assistance. Another son, Everell S. Brow-er, is assistant buyer in the furniture department of Gimbel Brothers, "Milwaukee. @ * @ Unit Rule for Tree Growth. An inch in four years is the swiftest growth known in the race of the trees. Farmers and fruit growers a,re said to have 110 reliable unit rule to govern them in knowing how long it takes for a tree to grow an inch, but some carriage makers have found out. They asked about forty of the country's pron::inent ve-l1icle aud wheel manufacturers lira,wing their stock from terri-tory ow} ere hickory, white oak, ash alld tulip trees grow to sr:1ect nnd expres:, to them short cross sections of th~se woods from the odds and ct,ds about their SllOj:::S. These were to ;~,----------,-----------~. I! NATIVE FURNITURE LUMBER .: ._C.rawfordsville,• Indiana. , ..i Montgomery Hardwood Lumber Co. Ma"ufaclurers (,f all killds of E. S. STERZIK. Pres • be selected for the· averaw~ width of growtl1, and the si:t.'.,,)f each block was to be about olle inch lengthwise, one inch across and a fourth of an inch thick. They examined these blocks carefully and rrarkeJ on each hlock a Ol-:e-inch space across the average size of growths of the annular rings. They then counted the number of rings within the inch space on each block and registered the total in ink tht:r?On, Then they counted these totals on all the samples of each of the several killds of timber submitted and in the usual way thus ascertained the average number of years for each kind of tree to grow one inch. An inch growth on one side repre-sented, of conr.se, two inches growth to the tree. They submitted the count, process a.nd resLtH to unques-tionable scientific authority. Their general conclusion was that it takes from four to five years for a tree to inc~ease one ir:c:h in diameter. Hickory trees varied from 4.87 years to 5.83, according to their location east or west of the Alleghall-ies. Oak requlreo 4.68 years for the inch, ash 4.91, and pop-lar four years. @ * @ Improvements in Exhibition Rooms. C. P. Limbert & Co. of HoIland) who occupy one-half of the ground floor of the Blodgett bui1dillg, Grand Rapids, with samples of their line, have commenced redecorating and refitting the same. \Vhen completed the rooms will be very attractive. The arts and crafts motive is introduced h the decorations, harmonizing with the products cif the compJ.ll)'. J ohl1 E. Brower is the designer of the improvements. @> * @l At Paterson, ~~. l, the Reliable Furniture Company was chartered recently to engage in the manufacture of furniture. The corporation is capitalized to the amount of $100;000. MICHIGAN ARTISAN r ---------~ I !I TO MANUFACTURERS Does it take the explosion of a dynamite bomb inside your office to make you sit up and take notice? If you are a live one, it don't. Mull this over. Also this. A new Company has taken over the big Furniture Exhibition Building at 1411 Michigan Ave., Chicago. The name of this new Company is "The Fourteen- Eleven Co." An odd name for a corporation? Maybe, but it stands for this particular Furniture Exhibition Building, one of the biggest, finest, and best equipped buildings ever erected for the exhibition and sale of furniture at wholesale, The new management have inaugurated an active, progressive policy, spending large sums for improvements, advertising, etc., and propose to make this the highest class, and most popular Furniture Exhibition in the U. S. Here you can exhibit and sell your line the year round to the largest numbers of wholesale Furniture buyers, visiting any building in any market. . There is an immense amount of space in the Exhibition most of which is already occupied by big hustling Manufacturers. We have one or two large and several smaller very desirable spaces open for January. Exhibit space in Chicago is going up--the demand is so great. By coming in with us quick you can get under cover at forty cents, the old price. It's your move. ,,, ,,I I~._------------------------._--_._-- THE FOURTEEN-ELEVEN CO. Returned From New York. A. S. Goodn:an. secretary of the Luce Furniture Co:npany, Grand Rapid:i, and R.i\. Barna:-d, an interior decorator and furnisher, spent a week in New York recently, Mr. Good-man visiting the trade and 1\1r. Barnard the stuelios of decor- <ttors. Together they inspected the famous drawing rooms, banquet halls, dining roorlS and chambe:-s of the great hotels, Philadelphia Furniture Truck with Open Side and Built-up Top. examining the color and fitmcnts. A great deat of pleasure was derived when their time was so occupied. @ * @ Acting President. \Villard Barnhart, president of the ::Je1son-MatterFurhi-ture Company, is acting president of the Old ::-.rational Bank, filling a vacancy caused by the death of James M. Barnett. ._----~-----I-~ " ., '",1"'",,·, " I,j' " SketCh by Charles De Lana, Studldnt in Grand Rapids School of Furniture Designing. 15 1(, ~[ I CHI GA N ART I SAN • ROYAL WHITE MAPLE POLISHING VARNISH i Wbite-tbe Emblem of Purity--our Wbite Maple Polisbing Varnish is Pure-and the WHITEST GOODS on the market. It dries to recoat every other day; can be rubbed and polished in four to five days. Ask for testing sample. ROYAL VARNISH COMPANY TOLEDO, OHIO Make Money far the Hou~e. The con: pany fo:- which you work will some day need a Hew superintendect or dcpartrr.ent head, or perhaps a mana-ger. How do your superiors know whom to select'? They don't. All they ha,ve to go on is the ability for making money displayed by the prospects. The man who has the best record for being 011 the alert to make money for the house stands flrst in line for promotion. Herein lies the 'whole secret of promotion. It is based on the taw of humanity which makes self-interest paramount. 1Jake money for the bouse and the boss will put you where -Y0'.1 can make trore n:oney fo:' him. A salcsn:an in a paid and varnish factory, while riding to 'work one n:01"l1irg, heard two mcn talking about a proposed r..e.w building in which their conversation indicated they were interested. The sa1esm8,n became interested, and when the two rren left the car he follOWEdthem, and did not leave their t.ail uctil he hul discovered who they were and that they were soon to let contr:tcts for the erection of a luge office hui:ding. He ar. ived at the ofnce late, and stopped on the way to his desk to'repert to the n:;lnager what he had done and wh;~t he l:ad le;Hned. The n:anager thanked him and said he would look after it. A few weeks later the manager cas-ually stopped at the scdesman's desk and remarked that they had got the contract of finishing the interior of that ncw office building for $8,000. The salesman expressed his pleasure and thought nothing more of the matter. About three t"r.onths later the. 111anageragain stopped at the sales-man's desk, to tell him that the sales nwnager wished to see him; that there was to be a vacancy and that he wa.nted to promote a man in the sa.les de.partment who knew enough to act on a cue when one eame to his notice. That was about four years ago, and a few weeks ago a notice appeared in Olle of the local papers in that city rn,e11ti0111ngthat this forn,cr salesn:an had been made sales manager of the paillt and var-nish factory. )Jow, it was 110t the mere fa.et that he had fo1- lmved two men and had almost directly been respons'ble for the firm's gettillg in on tl:e ground floor alld landing a large and profitable order, that attracted the manager's attention, but the n:anager saw that the young man had business in-stinct; that he bad it in him to do things to make money for the house. Not long since I read in a newspaper an a11l101111Cement of the promotion of a m::ll1 to the position of general manager of a large furniture house. I took the trouble to look him up, and here is what I found out. That man cntered tJ--.at store five ycars ago as a, salesman. Like most department stores, it had p\enty of' rules, and one of them was that a salesman should 110t leave his department to go to another department, bnt should call ;:L floor walker to direct a cus-tomer to whatever other department he wished to go. While making a sale to an aged couple, the salesman overheard the man say something to his wife about going back to "that • otl~er store to look at that d:ning table." The saLsman liT> mediately pricked up his ears aed tak:ng advantage of an epening, he politely remarkcD that "we have a splendid fur-citure departlT.e.nt on our fourth floor. I think it would pay you to visit it, It's quite a sight whether you buy or not." The old man looked at his wife and said he guessed they 'would rather go hack to the store whe.ethey sold only fur-nture, as it was difficult for old people to get arour.d in a hi?," department store. The salesman stayed right with them t111tiltheir change came, and while he was delivering it he cheerfully invited the old couple to come along with him and he would show them their big furniture department, and assured tllem that it would only take a couple of n:inutes. He took the old lady's ann and off they went to an elevator. Tn a few minutes they were on the furniture floor, and the s;J.1csrran hEckol:ed another and asked him to show the visi-tors his dining tables and also to show them about the place, • • OROOVINO SAWS 1 A. L. HOLCOMB C4CO. Manufacturers of HIGH GRADE ____ . up to 5-16 thick, ---- Repalrlng....S.Usfaction guaranteed. Citizens' Phone 1239. 21 N. Market St.• Grand Rapids. Mich, He then graciously withdrew. In due course of time the salesman was reported to the Old 1ian for having left his de-partment to go with customers to another and he was called on to explain. On his way to the private office he went to the furniture salesman he had turned the old couple over to and learned that a sale had been made amounting to $84.50. He reported all the circumstances to the Old Man, who lis-tened to his explan3tion, and ,then told him to go back to his department and they would let the mattcr drop. A few months later that young man W;J.S promoted to thc position of department man<lger; a fe\\' months later he was made a.s-sistant for the buyer and so he was unceremoniously moved around from one department to another for four yea.rs until ope day out came the announcement that he had been made general manager. It wa_<;not the fact th;l.t the salesman had steered a cus-tomer, who was abollt to leave the store, to the furniturc de-partment, where a sale was made, that started him on his way to promotion. \Vhat made a hit with the Old 1\-1anwas simply that here was a salesman who was keen for making money for the store, and that is the kind of young man the boss was consta.ntlY,looking out for. They are so scarce that when a good boss scents one he takes no chances on letting hm get away.-]. R. Bowen in Modern Methods. "vIICHIGAN ARTISAN 17 , ----------------- ----------_.~I CARVINO MACHINE The Universal Automatic II ,,,,I I,,, ,, I,IiI I I~----------------- ==~= PERFORMS THE WORK OF ==== 25 HAND CARVERS I MADE BY I UnIon [MDOSSINa MACUlnr (0. !I • And does the Work Better than it can be Done by Hand Indianapolis. Indiana Write for Information. Prices Etc. ._---------------,------ ,----' -------., II West Side 36 Inch Band Saw Machine, =...:........ Gleason Palent Sectional Feed Roll, ~cc:c==--=~=-_'MJ\"WFACTURRD BY____ I WEST SIDE IRON WORKS: CRAND RAPIDS, MICH., U. S. A· • II. tV. Petrie, o'ur agen/,g f01' Uan(}.(l(~. I O.ffiCt'8,Tot'onto, ilfontrml and VanC0ll11et', l ~--- --------------- II Any Practical Mechanic I appreciates the importance of simplicity ill machillery. ilOur No. 5 Table Leg Machine is far superior in simplicity of COllstructioll over any other make of machine, yet embodies all the latest improvements, special attention being called to the Culterhead. the Variable Friction Feed and the Oseillating Carriage. Consider the above, and i/leu hear in mind that this rna.chille lum~ round, octagon, hexagon, square or any other shape, all ·with the same cutterhead. Also, that one man with it can do the work of six or eight hand lurners-aud we guarantee the work to be satisfQetory. Don't you need such a machine? Theil wrile C. Mattison Machine Works 863 Fifth St, •• t. BELOIT. WISCONSIN. ....._-- ._-------- --------------.--------, If your DESIGNS are tight, peQplewant the Goods. I That makes PRICES right. (t[arence 1R.bfIIs DOES IT 1163 Madi"n Av,nu'-Cit;z,", Phoo, 1983, GRAND RAPIDS_ MICH, . -------------_ .!. ,~---- ---------- 1Loufs babn DESIGNS AND DETAILS OF FURNITURE 154 Livingston St. GRAND RAPIDS, MICHIGAN Citizens' Telephone 1702. ----------------_._--- -., ! I I~---- IMPROVED, EASY AND ELEVATORS QUICK RAISINC Belt. Electric and Hand Power. The Best Hand Pow~rfor Furnitur~ Stores Send for Catalogue and Prices. KIMBAll BROS. CO" 1067 N;R'h St" Council Bluffs, la, Kimball Elevator Co., 323 Prospect St., Cleveland, 0.; , 108 11th St., Omaha, Neb.; 12()Cedar St., New York City. •• • 18 MICHIGA:N ARTISAN t,---_._----------_._--_._----------------. THIS MACHINE MAKES THE MONEY It makes a perfect imitation of any open grain because it uses the wood itself to print from, and one operator' and a couple l,f boys can do more work with it than a dozen men with any other so-called machine or pads on the market. That'. Why It'. a Money Maker_ It Imitates Perfectly. 50 Machines Sold Last Year I I More II Satisfied I' Manufacturers III ,, ,, ! 50 Plain or Quartered Oak. Mahogany, Walnut, Elm, Ash or any other wood with open grain. Write the Posselius Bros. Fumiture Manufacturing Co. For Prices and Full Particulars. Mention the Michigan Artisan. Detroit, Mich. ..._._-_._--_._---------~--------------------- A New School for Salesmen. A unique department was opened last week in the New York Evening High School, on Forty-first street, near Third avenue. T11e class is under the management of lI.liss Diana Hirschler, who explciined to a reportcr the obje~ts of this new branch of education. "The unde.rlyil1g motive," 1'liss Hirschler said, "'is to in-still ill girls and young women a genuine desire to be of ser-vice to the customer-to develop all faculties which will aid them to this end and to inculcate an earnestne3S to take the place of the indifference of today. The c12S3 will be taught how to analyze goods sa that they may b~con:e exp2:'t ad-visers to the purchasing public. Doctors and lawyers give expert advice, why should l~Ot saleswomen? "\Ve will also teach the class how to gain the attention of a customer, and bow to hold it. The observation \vill be r - (!. 18.(tbatfielb, 'IDeetgner ,I Working drawings furnished for fine and medium Furniture, Chairs and fanty arrides in modern and classic styles. GuarantetdSd!~rs. • Blodgett BJdQ.• Graad Rapids, MicL. trained by exercises in observing. For example, the class will be given a certain time to look at a, boxful of things, and will then be required to tell what the box contains. This ex-ercise will be increased in speed as the lessons progress. "The minds of the young women will be dcvelopedin the direction of concentration. Phrases quickly spoken l\'ill be given and the class required to repea.t- them verbatim. An effort' wilt also be made to develop the sense of touch. The students will be required to handle goods with eyes closed and to tell the texture and quality ot the goods. "A CQ~lr~C in the study of human nature will be included in the instruction. In this the observation will be trained in noting facial expression, tone of voice, etC. The aim is to teach the stl1dents to better ur.derstand the custon:er and to more readily satisfy )lis needs. "Principles of elen:enta.ry law will be taken up, as it is '...e.ll for salespeople to understand the nature of a contract. They will also be taught how to better protect the merchatlt, to realize responsibility and the importance of protecting their employers from theft. "We will also take up store organization, and will show the development from the early trader to the great establish-ments of the present time. In this way the saleswoman will gain a clear perception of the work and will be brol1ght to regard her own status as one of dignity and worth. "Very little, if any, theory will enter into the teaching. On the contrary, it will be so adapted to the understanding that the students can immediately apply- the lessons that are given them, 1\10st in:portant of all, the principles of abso-lute honesty, whicb every employer valee!; so highly, will be emphasized."- Exchange. @ * @l Miss Three-Year-Old. 'Tis very strange her table talk Of words should be so chary. For cvery meal she gravely sits Upon the dictionary. @l * @ Many traveling salesmen gain success through the friend-ship of the men on the floors. In one department of the Marshall Field establishment in Chicago forty S3.)esrr.en are employed. A traveling salesman boasts that he is on friendly terms with twenty-five of their number and states that the goods he handles move easily in la.rge volume because of the interest of these men in the same. MICHIGAN ARTISAN !') fII I j MorrisWood3N~~~;lin~l~~dcO.lue Joinl Cullers II FOR THERE ARE NO OTHERS llJUST AS COOD." I I IIII II I,I -----' They cut a clean perfect joint always. Never burn ow-ing to the gradual clearance (made this way only by us), require little grinding, saving time and cutters. No time wasted setting up and cost no more than other makes. Try a: pair- anri oe eonI'iflCfd. Oatalog1le No. 10and ]iritG8 on application. I• MORRIS WOOD & SONS, 2714-2716 W. Lake St" Chica,go, IlL r-·----------·---· I Mr. Manufacturer: Do you e\ler cDnsi£kr what joint ,gluing CDtls? The sepilfators and wooden ~dlles. if you ure lhem and many do, are a large item of expense accounts; but this ~ small compared to walle account5 of workmen who wear them out wilh a. halllmer. and lhen a large per cent of the j()illts aTe faillllC. by the insecurity o! thia mean!. RESULT, it has 10be done over again, if possible. If You UllC independenlllCfew damps Ihe resull i5 beller. but .'ower. alloliClher 100.Iow, leI us lell you of something better. PALMER'S CLAMPS. All stetl and iron. No wedllt's, no 5eparall'>l's.ad;\Ut to any width. clamp in$fantly yd securely. releases even faster. POlitively one·thirdmore work. with one·third lei\Shell:>. In l;even size. up 10 60 inches, any thiclrness up 10 2 inches. 200 factories in 1906. Why not you in 1908? Although told by deale,. everywhere leI lIS send you particulars. 1\. E. Pdlmcr &: Sons. Owosso, MiGh. FOREIGN AGENTS: ProjocnleCo.. Landan, England, Schuchardt & SchUlte, Berlin. Germany, '--._-------- • •I I rI III I II I• ,I III I 'I---------,--_._-----_._-_._--_._-' • ROLLS The "RELIABLE" Kind. THE FEllWOCK AUTO & MFG. CO. EVANSVILLE, IND. •I PETER COOPER'S GLUE is the best in all kinds of weather. When other manufacturers or agents tell you their glue is as good as COOPER'S, they admit Cooper's is the BEST. No one extols his prodl1ct by comparing it with an inferior article. Cooper's Glue is the world's standard of excellence. With it all experiment begins, all comparison continues, and aU test ends. Sold continuously since 1820. Its reputation, like itself, STICKS. Peter Cooper's glue is made from selected hide stock, carefully pre~ pared, No bones or pig stock enter into its composition. In strength it is uniform, each barrel containing the same kind of I glue that is in every other batrel of the same grade. ! ORIN A. WARD GRANDRAPIDSAGENT 403 Ashton 8ldg. • CITIZENS F='HONE: 933:3 I~,--------,-----------~ ., ----- IIIII!II I, I III I!"---_._- II Prop. I ---------_ ..•. ----_._--- -,., Housel I Morton ( American Plan) Rates $2.50 and Up. Hotel PantJind (Eu(opean PJan) Rates $1.00 and Up_ GRAND RAPIDS. MICH. Th. Noon Dinner Served at the Pantlind for 50e IS THE FINEST IN THE WORLD. J. BOYD PANTLIND. ~i , FOX SAW DADO HEADS SMOOTHEST GROOVES FASTEST CUT LEAST POWER LONGEST LIFE: GR.EATEST RANGE QUICKEST ADJUSTMENT LEAST TROUBL£. PERFECT SAFETY IWe-'U gladly teU you all about It. II~ Ph.l<.." ...... c,f'jT ECQNOMV 185 N. Front Street. Grand Rapids. Mieh Atao Machine Knive.... Miter Macblm~s. Etc. FOX MACHIN Eo CO. 20 MICHIGAN ARTISAN .. ---- . i ABSOLUTELY NOTHING BETTER THAN OUR I Poplar and Birch Crossbandins CUT TO NET SIZES IF REQUIRED. NO DELAYS IN DELIVERING THE GOODS. "WalterClarK Veneer Company 535 Michigan Trnst Building, GRAND RAPIDS, MICH. Mirrors and Novelty Furniture. Changing fashion has again brought mirrors in a modified form to the drawing rOODl. For a good many years she has busied herself to bring about the downfall of p,ier glasses be-twee, n the windows and mirrors over the mantels, and of course she succeeded. Of latc years to include either onc Or the other in a drawing room was to confess oneself hope1ess1y old fashioned. Now it is different. The drawing room mirror is coming in again, acc.ording to a decorator, although not by way of the walls or the' mantel. Sustaining her reputation for vari-ableness, fashioll chooses the doors as a means for rein-stating it. Of cqHrse, tbis does not mean that mirror doors Two Horse Furniture Truck Used in Work Borse Para.de, New York, of the pattern nO\v instaJled in bedroon:s and bathrooms are seen in dra,ving rooms. The preferred design for the latter shows three panel mir-rors, each panel from six to ten inches wide, which start at ahout eight inches from the top of the door af'.d end about two feet from the bottom, the woodwork at either end of the panel instead of being finished across 10 a straight line de-scribing an uneven scallop_ The alternating panels of wood are quite plain and smoothly finished, as is-the lower part of the door. White wood lends itself better to this form of decoration than dark wood, and Louis XVI. is oftenest the period selected for re-production in furniture and hangings. This need not scare the housekeeper of moderate means at all, Louis XVI. be- 1ng a question of stralght and simple lines and more or less plain effects which may be reproduced at comparatively small expense a.s -...vellas by the outlay of thousands of dollars. The decorator referred to said that a white trimmed room, meaning white woodwork in conjunction with panelled walt paper and plain tinted eeling, harmonized with panelled mir-ror doors and Louis XVI. furniture quite as well as a cost-lier wood trim, hrocaded walls and richly decorated ceiling. Preferably in this style of room, he added, the gas or electric light fixtures should show as much crystal as possible. The furniture for tr,is style of room, he said, could very well be selected from the new designs in which sections of cane and sections of upholstery alternate, the frames of sofa and chairs being of powdered gold or Circassian walnut. The suites he showed in illustration were among the most artistic and novel manufactured in some time. Unlike the one-time cane seated and backed va.rieties fitted with mov-able cushions, the newer cane designs are upholstered herE'. and there with plain or figu:,ed satin damask or brocade or less expensive fabrics. One of the best examples showed segments of damask following an irregular design to ahollt half way down the back of the sofa and chairs, the front hal£ of the seat showing an upholstered design to match. In one suite the sections of cane were gilded to match the frame; in another, which had a Circ3.ssian walnut frame, the cane ,vas gilded; in a third, of "v'alnut, the cane was of nat-ural color, and the upholstering materials were respectively yale gray and rose damask, nile green aed ecru brocade, and soft two-toned red brocade. The same style suite is made also 'with white frames and white or gilded cant', with 11;Jho1- stery of 'various degrees of cost. The drawing room suite made aln:ost entirely of wood, either plain or gilded, is a rival to the desi:sns just described. The hack and arms are plain; the upholstery i_, confined to the seat, which is rrere\y a removable eushlon, tufted or plain, of brocade or damask, and the cost is away below that of solidly upholstered furniture. Very quiet tones and small patterns have the lead in up-holstering fabrics, and in order to complete the harmony in a room where the mirror doors ;;!.TIdthe sort of furniture men-tioned are preferred the windows should be finished with a top valance and straight, narrow side curtains falling from the valance to the floor, of a material to matcb the furniture, or at least harmonize with it, and finished on the edge prefer-ably with a band of metal applique, eitheir of gold or silver. If the door portieres -are used they should be of the same ma-terial as the window drapery. Just now, tIle decorator explained, plain effects a.nd U11- carved woods are in vogue. Solid mahogany and ma.hogany finished wood in Sheraton and Adam designs are in demand, for drawing rooms, living rooms, sleeping rooms and dining rooms, the plainest designs leading in point of style. The variety of drawing room tables as seen in one place indicates that the centre table of ordinary make has had its day. The newcomers have straight spindle legs and are oc-tagonal and oblong. Some of the most fetching have hinges and six or eight inch wide drop leaves at either side. Others have gate legs, which means that the table may he folded up, enlarged or reduced ill size and triad'e to answer for more than one pUTpose. A va,riety built with,a shallow drawer . -"11 CHI G A N ,..-_._------------- ,I II: ARTISAN 21 ._----------_. --_._-----, I (TRA.DE: MARK REGISTERED) I Paint and Varnish Remover •!II IIIt IIt II II Things don't grow without nourishment· Manufacturers do not increase their facilities unless there is a growing demand to supply. In point of sales, Ad-el-ite Paint and Varnish Remover is tar ahead of any similar preparation on the market and our new, thoroughly equipped plant enables us to give better service than ever before. You will find that Ad-el-ite contains more energy to the gallon, has fewer dis-agreeable features and brings better results than anything you can get. Eats down through any number of old coats of hard paint, varnish, wax, shellac or enamel leaving the surface in perfect condition for refinishing_ Send for Free Sample. IIII •I• STA.E ~._-_._----------- -_._-------------------' CHICAGO and also with a deep pocket tit either end under a folding-lid n~ay be used ior afternoon tea, bric-abrac or books. "Undoubtedly," said the dealer, "these tables arc among the most ac:.ceptable furniture offerings of the season," In furnishing sleeping rooms persons who call't afford a full smte of mahogany furniture compromise on three pieces. Tbese arc a small hUH'D.u, a chiffonier and a small 11ight table placed near the bedstead, "irhich in this case ought to be of satin or dull finished brass. Chair~ and couch and windmv draperies in a room of this description include usually a good deal of cretonne or furniture damask of conventional or noral desiglls in yellmv5 and browns, although there are pur-chasers \"..ho prefer gayer effects. Glazed cretonne for the window hangings sUll finds favor \ovith Nnv Yorkers "\\'ho have traveled much in Europe and visited ill English country houses. Bedroom Sllites of white enamel arc among the luxuries provided for those with long vocketbaoh. The genuine white enamel suites are not made of soft \vood painted white a.nd then coated with enamel, but have a foundation of costly" white hard\'v"ood treated by many processes till brought to the highest state of brilliancy and durability. "A bedroom suite of this sort," said 8., dealer, "costs far up in the hundreds, and it l:ertainly is a thing of beauty, well \w)rtlJ the price. In this as ill nearly all the higher priced woods the tops of dresser, chiffonier and table are protected by beveled glass." Also in the lnxury class arc bedtooll1 suites of Circassian walnut. To spe;lk of a walnnt bedstead brings up a vision of the old fashioned mournful type no longer prized even by country folks. The l1e"v fashioned walnut type is a thing- of beauty, Incide!1tally it costs ten times as much as the best of the old-time walnuts evcr bought For instance, one example, made "\'v"itb<1, moderately high Jleadboard al1d a sorne"vhnt lower footbo<lrd, both perfectly plain, is made entirely of strips of walnut about 10 inches wjde, some lighter, some darker in grain, all finished in the natural dull effect. These slrips arc carefully put together, lighter and darker alternating to form a bias and a pointed effect, tl,e lJOi!1ts meetil1g in the centre of the head Rnd the footboard and in the middle of the side supports. The same idea is carried out in the dresser and chiffonier. In some of the b.test designs of dining room .furniture English oak is a good second to mahogany, The finish of this wood is if anything darker than ever, d..ud none but an expert T1/ould dream tbat it was a llear relation to ordinary or golden oak, which just no"v gets the cold shoulder. III sideboards, \vllich, by the way, are lower than ever, and in tables, which are square preferaby, and in chairs, the most 1)oplllar design of \vhich has a medium high rather than a very tall back and almost square seats, the flllish is distinctly plain, althongh the angularity of the mission design has given place to curves and rounded edges.-Sull. @ * @ Teaching Ladies to Sell Goods. For the first time in public school history a course in saleswoman ship, designed for retail and department stores, has been incorporated in the curriculum of the evening schools for women in New York city. The course, which extends over two years, includes lectures, practical talks and scientiilc: instruction in the art of selling, store organization, commercial arithmetic, elementary law and manufacture of commercial products. l\S many yotmg' women may be pre-vented from completing the two years' work, it ha.s been planl1ed that certificates be issued to all pupils crediting them with the periods of work performed. There are 30,000 \vomen clerks in New York city, none of whom has had pre-liminary scientific training in the responsibilities of this Ser-vjre, Z2 :YllCHIGAN High Class Sanding Machinery. The possibilities 01 the sand belt machine have gradua11y increased until it has become a neCCss1ty on almost every class of wood work. The machine we illustrate is another creation patenteu and manufactured by the vVysong & 11i1<:;; Company, who aTe obtaining extraordinary results on sand-ing ".·.h. at has heretofore been thought impossible to sand. These people have evidently given a great deal of thought to this subject of sandi11g not only :flat swrtaces, but also ir-regular shapes. It is now a recogni;o:ed fact that a better polish can be obtained by these belt machines and with greater rapidity than on drnms, disks or spindks and shapes can be sa.nded that cannot be sanded by disks, drums or spindles. It simply means that one must abandon disks, drums and spi.ndles. The first machine. built by these panies was designed more especially for the needs of chamber fur-niture rnanuactL1rers, but the machine proved to be such a great sncceSs on thi.s work that they went further into the ARTISAN It is pointed out that in Japah logs are kept in brackish ponds for several years before being worked up. To this treatment is ascribed the peculiar freedom from warpi.ng found ill wood work from ]npaIl, ;t11d especially in the wood carvings which are common in that country. The ..t.a..rping of wood work is due to a change in dimen-sion caused by the wood adjusting itself to the moisture con-dition of the ,surrounding a.ir. In damp air wood swellS but shrinks <,-gainas the air becon1es drier. This property of wood cannot be ove~eon:e entirely, but the search continues for methods of reducing it and retarding it so as to lessen its damage. Soaking does decrease the tendency to warp but by nO means ovcrcon:es it entirely. The effect of soaking a.s a remedy for warping, however, is less than call reasonably be expected from some methods of steaming. As a comme:-cial practice, the soaking of logs or lumber to remedy warping of the finished product is not to be re-subject and ada.pted the. machine to the manufacture of chairs and tables and it W;IS as great a success on these lines of work as on chamber suites. Notwithstanding the succeSs the machine_s met with on these three lines of wo,k, the man-ufacturers did not desist In their efforts, but believillg that t]le belt sander could be applied to a still greater variety of \vork, they have so iml1roved on the first machine and brougbt out other machines that they bave now introduced their ma-chines into every line of \vood wo;·k and the machines con-tinue to meet with the same big restllts that characterized the appearance of the fir3t machine. For further information in regard to these sand belt ma· chines, address the manufac.tllrers, \Vysong & Mi.les Com-pany, Cedar street and Southern railroad, Greensboro, N. C. @ * @ Dces Water Soaking Before Seas.oning Increase or Decrease Warping? Various writers on the work of wood seasoning have called attention to the merits of lumber sawed from logs long submerged. They do this by speaking of the distinct advantages gained by soaking the logs or the sa,wed lumber in water as a preliminary step to the air seasoning. commended exce))t when it can be done during storage or tra.nsportation because of the time required to produce results that f..LiI far short of what is usually claimed.-Exchange. @ * @ A Lucky Cast. She was a freckled country maid, She did her mother's duty; A city fellow married her To get a speckled beauty. @ * @ Legislatures of several states will be asked to pass bills to prevent the use of fictitious names in business. Had such a law been in force in California the notorious Kragen fail-ure and robbery of creditors could not have been planned and executed. WHITE PRINTING CO., GRAND RAPIDS, MICH. PRINTERS OF CATALOGUES and everything needed by businesa men ,,.----'----_._-- III YIICHIGAI\ ARTISAI\ --------,----------_._-----, I The leonard Exhibition Buildings Ottawa, louis and Market Streets, Grand Rapids, Mich. 200,000 square feet of floor space. Railroad siding to save cartage, auto· matic sprinklers, reducing insurance and preventing loss by fire, steam heat, elec-tric light, elevator and janitor service, all at one-half the rates usually charged in Grand Rapids. The location is central, viz. on Ottawa St. next the Blodgett Hlock. lVIanufacturers requiring large space on one floor can now obtain it. Manufacturers who have been kept out of Grand Rapids on account of t"xpense can now aHord to come The opening of these bUildings for Furn:ture Exhibition Purposes assures Grand Rapids' suprem- :,cy as the furniture market of the \\"orld for many years to corne. ~-----_._---------_._-- --_._--------~ •II I .---_._---_._---------- Reservalions Should Be Made Early, Floor Plan Senl On Application, ORAnD RAPIDS RftDlOtDA lOR =======(OnPAnl======= Cabinet Makers In these clays of close competition, need the best possible equipment, and this they can have in BARNES' === HAND and FOOT POWER === MACHINERY Send for Our New Catalogue. Our [New Hand and Foot Power Circular Saw NQ. 4. The stron,g-est, most powerful, and in every way the best machine of its kind ever made, for ripping, cross-cutting, boring and grooving. w. P. & John Barnes Co. 654 Ruby Street. Rockford. III. ,--_._------------ 23 I•III,• I• ~._- 24 MICHIGAN ARTISAN • WOOD-WORKING MACHINERY AT BARGAIN PRICES. Having PUl'ehued thd entire Elkhart, Ind., plant of the Humphrey Bookc.ue Co•• we are oHering at bara-ain pneea the following A~l woodworking tool.: Band u.w. 32 in.. Cfow.:ent. Jcil\\ilt, S in. band with 4.mcled bead. Rip ~:lIwtah\e. with couulenhah snd saw. Saw table. 30x4& in. with ll1iding page. Band saw, 36 in. Crescent. Knife grinde!. 32 in. Buffalo automatic. Rounder. two·~pindle wilh C<lUDtelshaft. Shapero sioille-spilldle, table .37%42 in·, Handsaw, 26 in. Silver, iton tilting table. Lathe. Whitney back-knife with counter- Rod, pia and dowel machine No.2, E4lan. Back-knife lathe. Whilney. shaft. Snrith, with heads Sander, Youna's new edge. iron frame Boriall' Irulchine. 72n B.spindle Andrew9. Lathe, Trevor Iluoomatie 4' 2" between Rod and dowel machine No.2, EllUl and lop. Boring mehine, 34Jlindk horizontal. cenlers. poweI feed Stave boll equalizer wilh two 30" iIllWS. Borer, No. 21 bench, Slater & Mar&ien. Lathe, 14 in. cabinetmaker'l Egan. Shaper. ainlde .pind. CoDaday with frb Truck., 38 iniaceIlaneoUI factory truck •• Bocinlil.machine, No.2li Clement haci- Moulde.r, 14 in. Hermance, 4~ded.· bon e. i. T enoner, American double end. zonlal Molder. Rn~ hd. Smith F.6 with 4 in. Swin!il saw, comPkte with law and reg. Teooner, aing)e head Cordeaman & £San Carver, 3-~pindle, with counlershaft. 4·sl'td hd. equip. Wilh cut-01l' altadunent. Cabinetmakers' laW, double cut-olf, Moulder, sly!e F·6 Smilh, one Ilide with Sander, two_spindle with counlershafl. Tenoner, seH.feed blind 61at.J, A. Fay, Chair bendi~ pr_, Swarll:. cap ~llshhead. Sander, 36 in. Colllll1bia triple-drum. T enoner, 6'J douhle bead, H. B. Smith. Chamfer ,utter with iron frame, table 43 Mortirer and borer, double-ead autoillatic. Sander, 42 in. Columbia tripJe-drum, Tenoner. hand-feed blind slat, J A. Fay. Jt30 Latison. Mortiser aDd borer, Colburn imp. blind Sticker. 14 ' Hermance with regular equip, T enoner, self.feed adju&ble blind dat. Edsing law. 361]: 181 with law arbor, uYle. Se.nd&l 30 in three..omm Epu. T ri ma.dnne, SbaW)'eT, 28 in, cent., Cut-off law machine. Clement double. Planer. 30 in. Clement single cylinder. Saw table, 38x63 in. wood top, 10 i"" swg, Glue joinaer, Myers, with c<lunler.haft. Planer and matcherl 24" single cylinder Saw table. 29x30 in. cut-off, rip and 8 in Woodworker, Parks combined lathe, rip Jill saw. complete with regular equjprnent. 4-roU, matches 141 J. A, Fay, saw. and cut-olf .aw. shaper, etc. Jointer, Myers !due, Planer, gntz. eyl. suna,e 20xO to 6 in. ScrolJlaw, ilon fro wood fop, Cord'$/tl'n Jointer, 20in, Porter hand. Con'l & D. & Ei!lll' ~J'd=.io':'~~":::'p\";'~~~ C. C. WORMER MACHINERY CO., 98West WoodbridgeSt., Detroit,Mich. i I UNIFORM BILL OF LADING. New Document Will Go Into Effect Throughout the Country on November 1. Upon the recommendation of the Interstate Commerce Commission, which "I;as made .after public hearing Upon the matter, at which all interests were afforded an opportunity to be heard, the carriers "1,'ill,on November 1, 1908, adopt a new uniform bill of lading combined with a new shipping order. This combined blll of lading and shipping order was prepared by a representative committee of shippers and car-riers after many confe.'rences with ba,nkers :md other in-terests. On and after November 1, the shipper may have the op-tion of shippillg property either subject to the terms and cou-ditions of the uniform hill of lading or ucder the liability imposed upon common carriers by the common law and the federal or state statutes applicable thereto. If the shipper elects to ship under the terms and conditions of the uniform bill of lading and shipping orders, the rate provided in the official classification and tariffs will apply. If the shipper elects not to accept the conditions of the new uni-form bill of lading and shipping order, the property so carried will be at carrier's liability, limited only as provided by com-mon htw and by the laws of the United States and of the sev-eral states in so far as they apply, but subject to the terms and conditions of the uniform bill of lading in so far as they are not inconsistent ,""jth such common carriers' liability, and the charge therefor will be ten per cent higl1er (subject to a minimum increa.se of one per cent per 100 pounds) than the rate charged fDr property shipped to all the terms and condi-tions of the uniform bill of lading and shipping order. @ * @ A Bride's Courage Rewarded. At Denver all September 26, in the presence of several thousand people at Collseum Hall, while the labor fair was in progress, Miss Margaret Parks promised to love, honor and cherish-not obey-Clarence Cnx, and received for her courage furniture for a house. \iVhen a committee of the state federation offered to give the young couple furniture for their new home if they would consent to a public wedding at the Coliseum, both agreed in-stantly. But when the time for the event drew near the bridegroom's courage failed. He had not anticipated that there would he such a. crowd of speetators~and-and-and- But the bride had the courage of two· and for two_ "I'm going through with it," she said, "because I have promised." That left nothing for Mr. Cox to do but follow the le<ld if he wanted the bride, and he did. To the strains of the wedding march the two ?-scended the platform while the crowd at the fair gathered around. • At It Again. I'\\-'hen the manufacturers of brass beds engage in a sense-less warfare in prices, the retailer is left floating in the air with 110tso much as the frame of a flying sky scraper to eling to," remarked a reb.iler of furniture. "He is not able to determine, when placing orders for beds, whether he is buying at as low prices as his competitors. If he orders a bed today to cost $9.00, tomorrow he may have an opportun-ity to pu;,chase 011eequally as good for $7.00_ The market is quite demoralized just now and there seems to be no pros-pects for the resumption of stability in prices. If the man-dacturers would benefit themselves and their customers they Standard Uniform Colors .We are producing- the standard uniform colors recently adopted by the l\.lanufacturers' Association of Grand Rapids. These colors are produced with our Golden Oak-Oil Stain No. 1909 and Filler No. 736, Early English-Oil Stain No. 81 a.nd Filkl' No. 36, Mahogany - Powder No, 9. - Weath.ered Oak Oil Stain No. 281. Fumed Oak -Add Stain No, 45. Place your orders with us and get the correct shades. GRAND RAPIDS WOOD FINISHING CO. 55-59 EIlllworth Ave., GRAND RAPIDS. MICH, • should stop the cutting of prices immediately. A trust agreement is not advisable. Goods should be marketed for a fair margin of p:'ofIt, based upon style 2..ndquality." @ * @ "White" Treatment. A mistaken idea \'vhich some merchants have is that a traveling salesman is of no use unless he wishes to buy goods from him. If the store is stocked fully in the traveler's line he is given scant eourtesy_ There a~e merchants who do not follow such a liee of conduct, V\r e saw one not long ago. He met a salesman, shook hands with him cordially, asked him about conditions in general, told him he didn't need any goods, but looked over his stock. He stuck to his "no buy" statements, but he treated the traveler white and, as a result, got some information of considerable value to him.-Trades-man. @ * @ McCargar a Manufacturer. J. R. McCargar, eastern representative of the Ne1son- Matter Furniture Company for many years, has purchased an interest in the- Commercial Desk Company of Chicago and has been elected president. MICHIGAN ARTISAN ARTISTIC andINEXPENSIVE CATALOGUE COVERS LET US FIGURE ON YOUR PHOTOGRAPHING ENGRAVING and PRINTING MICHIGAN ENGRAVING CO. PROMPT DELIVERIES COMPLETE CATALOGS PERFECT WORK ., Right Prices GRAND RAPIDS, MICHIGAN 25 r---- 26 MICHIGAN , CHOICE TOOLS FOR FURNITURE MAKERS If you do not know the "Oliver" wood working tools, you had better give us your address and have us tell you all about them. We make nothing but Quality tools, the fir co5l 01 which is considerable, but which will make more profit lor eac dollar invested than any 01 the cheap machines Hood-ing the country. "OliveT" New Ve.ri.ety Saw Te.bl~ N().11. Will take a saw liP to 20~ diametn. Arbor bell i. 6" wide. S~ndfor Catalog uBOJ fOf ddla on Hand Jointers, Saw Tables, Wood Lathes, Sanders. Tenoners, Mortisers, Trimmers, Grinders, Work Benches. Vises, Clamps, Glue Heaters,etc., etc. OLIVER MACHINERY CO Works and General OfficeS at 1 to 51 Claney St. G.RAND RAPIDS; MICH., U. S. A. I BRANCH OFFICES Oliver Machinery Co., HudGOll Terminal. 50 Church 51., New Yort· Olivet Mad'.inery Co., FirSt Natiolllli Bank Building. Chicago, Ill.; Oliver Machinery Co.' Pacinc Buildlhi. Seaulc. W !lSil,; Oliver Machinery Co .201-203 Deansgale. Manche.rter. Eng' ~----. ARTISAN Save Labor •• Time Oliver Tools "OLIVER" No. 16. Band Saw 36 mebel. Made with O[ without motor d,ive Met a I tabl", 36":1;30"'. Will take 18'" under the auU:l.e Ill" 45 degrees -one way ami 1~ the otheF way. Car~ I riesa$llwuPto lUll ! wU:l.e· Outlide bearing to lower wheel shl1h when not motor driven. I Weighl'l 1800Jbs when ready to ship. II! .. Tempers .. Co.st --------------_._--------------"" I• Headquarters at Cincinnati. TIle Ford &, Johnson Company 'will move their c.entral office from' Chicago to Cincinnati in the near future. The company operates factories located in several sta.tes and dis- Sketcb by Otto Jlranek, Grand Ra.pids, Mich. tributes its products from many warehouses. The manufac~ ture of furniture in addition to chairs, is an important depart-ment of their business. @ * @ Argument by a Mirror Maker. It \V-Quldbe a blessing if every home had at least two mirrors to a room. The residence of a famous architect decorator recclltly deceased, had an average of three. They are quite as important for cheerfulness as are windows. ¥lho can retain the frown that the mirror shows is disfiguring his brow: \Vho does not sometimes smile ,involulltarily at her reflected face? \Vho is not interested to see friends from several points of view? @ * @ To Incorporate. Articles of incorporation for the Johnson Brothers Fu:ni-ture Compa.ny are in the course of preparation. The com-pany will engage in the manufacture of fine and medium dining room furniture in Grand Rapids. @ * @ ., Perpetual Principles. The principles evolved by thc French, English and ital-ian decorators of the Renaissance are perpetual, but their adaptation to modern 'conditions requires great skill. The safe way is the easiest one. Don't try to be too original. Get ideas wherever you can. @ * @ Nothing reflects so larg'e a proportion of light as a mir-ror. At the head of stairways, at the end of hans, wherever walls are too dark or too solid, a mirror is the great eheer bringer. The mirror over the fireplace in the hall is its most important feature as regards cheerfulness. @ * @ A schcme to tax Larkin soap clubs has been started in a number of Missouri towns. In the city of Columbia (a university town) organizers of clubs are taxed $25.00 per an-num. Such ordinances ought to prove effective, when en~ forced. MICHIGAN ~ ------------_._-_._---, ! MANUFACTURERS OF I I HARDWOOD ~~~~i~~! I SPECIAL TIES: ! ! ~t'fEfE'I1QUAR.OAK VENEERS ! I MAHOGANY VENEERS I I I! II I / I : I~---------------I ~ HOFFMAN BROTHERS COMPANY 804 W. Main St., FORT WAYNE, INDIANA " ·'U.otary Style" (<J£ J)NP Ca£vibp, Emboswd Mouldings, Panels, "ra<'lljne~ 1&1' an pltrpOljeB. nod nt prices within Ule rel1rlt of nil. Every lTlltcltine haM our gunrrmt("l,'J against breakage for one Yl.'"lIr. "Lateral StYle" lor large cl;tpu.city beavy ea.nlU8S and Deep EmL68siog8. "We have the l\Iachine yOll WIlOt at a l!iallsb.<'tory pl'ice. Write tOT descl'iptlve circular... Also make dies for all m[fkes ot Ma-chtuetl. UNION EMBOSSING M4CNINE CO., Indianapolis. Ind. ARTISAN 27 •I II IIII j I~------~-- Wood T umings_ Tmned Moulding, Dowels and Dowel Pins. I Cl'llalOg~"='=lo='='a='=>U=f.=,.= ...!1 tlJfers 011 Apptirntion. ~-----._----------- .. ! These saws are II ~ made from No. 1 I Steel and we war~ I rant every blade. I We also carry a t If full stock of Bev- teled Ba.ck Scroll l ! Saws, any length! and gauge. I l I I I 1 Write us for Prl ...e },1st and discount 31-33 S. FRONT ST., GRAND RAPIDS ~' -----_... ---., , I I BOYNTON &~~ I I Turbed Mould- 1 i ngs, Ernbou .. I SEND FOR edandSpindle Carvinze. a. n d Automatic • Turnings, I CAT A LOG U E We al50 man\!- , : f"dure a liUge line 1 I of Emb.oaeed I O~ .. '" .. fa' I I Couch Work. I 419·421 W. Fifteenth St.. CNlC4GO. ILL. I "'---------------- .. ~._---------------.. I VVood ! Forming I Cutters 1 We offer exceptional value in Reversible and One-Wa.y Cutters for Single and Double Spin- I dIe Shapers. Largest lists with lowest prices. I SA~~C~V~i~. t~~elc~r~; ;OO~~I~S I MilTON. PENNSYLVANIA, U. S. A. . .~I Arthur 'lV. Fulton and together they hastened to the office of Captain O'Brien, at detective headquarters. Here the real excitement began. \Vhile detectives rushed to the ft1TT1iture house to locate and search the couch- \vhich they did without finding the gems-Esther was quizzed. She answered everything il1a frank rnanner except an inquiry as to which s.v..e. etheart had given her the diamonds, which consisted of two earrings, one solitaire ring and oue ring set with two stones, Perhaps Es.ther doesn't wish to or perhaps she isn't quite ready to Try as he might, Ca.ptain O'Brien man's naule. "\\lhy didn't you wear the diamonds?" asked the captain. "I was afraid of- robbers," was the reply. Then, with all the appearance of innocence that he could command, the captain asked: "\Vhy didn't yOll. carry them in your stocking, then?" Esther blushed a bit and then blurted out: ! "Because I know a woman 'who lost her ring through the open work that way." Soon the detectives came back with a report that they were unable to locate the dian:onds, nnd straightway they 28 MICHIGAN ARTISAN A GEM-LADEN DAVENPORT. The Hartman Furniture Company's Uncommon Experience. A davenport couch, an ardent wooer, and $500 worth of diamonds.form a combination that is likely to keep the police awake for a night or two. TIle puzzle is: "Vilho has tlle gems and who is Esther Roscll going to marry?" The _Hartman Furniture Company, 221 \-Vabash avellue, Chicago, which advertises the advice to "feather your nest," has been requested to "produce the gems" cl.l1d Esther, who "feathered her nest" with the gems, though frequently re-quested, has refused to name the giver of the jewels. He-w-ever, it was a sweetheart; which one nobody but Esther and the donor know. She is a diplomat. Getting down to the facts right quickly, Esther owned the diamonds and also the couch. She hid the diamonds in the couch and then the Hartman people sent three unsympathetic fellows to cart the couch away 11Ilder the false impression that she llad not paid the full amount due, while, as a matter of fa.ct, she holds a receipt from a second hand furniture deal-er for that particular piece of fLUuiture. \-Vhen the case is thoroughly sifted it will probably turn out that the original purchaser bought the couch from Hartman, but before it was entirely paid for disposed of it to the second hand man, who sold it to Esther in good faith, .and she perh<:l,.psnever knew that it \vas second~ hanel. At all)' rate, ,""hen she caught up \",ith the couch again the diamonds were gone. Esther, fair, fat and shy two years of forty, has bad several beaux, who re'cogni:ze her as a "good business woman.''' She owns a suit making fac-tory in the rear of 231 Maxwell street, in the heart of the Ghetto, and has in her employ a dozen men and nearly that many women. From the business she derives a good income. Esther has not been in Chicago many years. She. brought with her from Russia a husband in the person of "Jake" Blumenthal, but three or four months ago she procured a divorce and re-ceived permission to resume. her maide.n name of Rose.n. }~rom that time on Esther began growing pop-ular with the sterner sex. There has been great rivalry for her hand, it is said, and, realizing that her old slee.ping quarters 10 the building in front of the shop were not exactly suitable for "social functions," she moved to more sumptuous quarters at 704 South California avenue. \Vhile stiU at the old place she purchased $130 worth of goods, paying cash, from the J. G. Brunz Furniture Company, 287 West Madison street. In the lot were the davenport, a Morris chair and a library table. They were de1i\'ered at the old address and a few days ago moved to the ncw address. A "tracer" for the Hartman Company traced the daven-port to the old addre5s and then to the new, and last Monday called at thc residence while Esther was at her place of busi-ness and wanted to take the davenport away. But Esther's sister, Mrs. Dina Laposky, who recently came from Russia, knows a thing or two, and sat down on the cOl1ch, and the tracer's plans were frustrated. That was on Monday. 011 Tuesday Esther went to the Hartman store and told a clerk ~he bought the couch from another, but she avers the clerk intimated that she had got it there under an assumed name. Perhaps Esther didn't understand him perfectly, for she continued to allow her diamonds to repose between the back and the bed of the couch. She was at her shop again yesterday when the tracer and two others arrived at her home. Dina tried her former tactics, but the men carried her to the stree.t and dumped her off the couch. Then Dina ran to the shop and Esther rushed to the office of Alderman offend the other suitors, reveal her heart's secret. could not get the lucky Made by Charlottll'! Manufacturing Company, Charlotte, Mich. were sent to Harrison street to procure "John Doe" warrants charging larceny of the gems against the "movers." Judge Gemmill, however, refused to issue warrants be-cause "intent'" could not be shown, and pointed out that the diamonds might have dropped from their hiding -place while the men were handling the couch and the men not be aware of it. The court advised that civil action be brought, and Alderman Fulton immediately notified the Hartman people they must "produce" the davenport and the $500 worth of diamonds or stand suit. John Barnes, a salesman for the second-hand dea.lers, told the police he sold Esther the. davenport with the other things and wrote the receipt for $60, Esther returned home instead of going back to her shop, and her brother, Abraham Rosen, said "She was awful sick and could not besecll."-Exchange. @ @ * Matrimonial. Three Germans were sitting at luncheon recently, and were overheard discussing the second marriage of a mutual friend, when one of them remarked: ;"1 tell you vhat. A man vhat marries de second dime don't deserve to have lost his first vUe." ------------~~--- - :VIICHIGAN ARTISAN 29 ..--------------------------------, ! ! I I I lOG. 110. IIZ norl~Diyision St. I ~~ Qran~«api~s ! ....-L-~. I 10G.110.IIZ I nort~Diyision St. ~,~ ~ II Qran~na~i~s I PRINT E RS BINo ERS E N G ~ I ~I! II Michigan Engraving Company :: White Printing CompanyI, Michigan Artisan Company ! ~ . . 1 ) I ~ I ~ I ¢ I E I ~ I, p I, RI l N ,I ~ I ~ I B IND ER S OUR BUILDING Erected by White Printing Company. Grand Rapids, 1907. 30 MICHIGAN ~--'----- • II, I, ARTISAN OUR SPECIALTV BIRD'S EYE MAPLE ( Made and dried right, and white. Samples furnished on application.) 500,000 ft, 1-20 inch Quarter Sawed Oak carried in stock Come in and see it. Birch and Poplar crossbal1ding and rotary cut Oak. Birch, Maple, Basswood, Poplar and Gum Drawer Bottoms. PROMPT DELIVERY. ALL PRIME STOCK, FIGURED WOODS. MAHOGANY, WALNUT. QTR. SAWED OAK. BIRCH. II• CO.j ________ ---1 HENRY s. HOLDEN VENEER 23 SCRIBNER ST., GRAND RAPIDS, MICH. ---------------_. ------ The Swinging Settee. Conccming the swinging settee, now quite popular with bouse fumishers, a writer for a newspaper published in New York says: "There has come into fas]llOI1 a c:-uddy made settee that docs not rest on the floor, but swings from the wall. It has been considercd an ideal resting place for years by many lux-urious women. Some of the artistic r_om~s have these swing-ing couches in the living rooms or private sittit,g room in-stead of the ordinary divan. ''The fashion has come about through the importation of a few wonderfully carved ones from the East, which are up-holstered "..'ith glowing oriental fabrics alld embroideries. "They are suspended from the wall by :ron links, and are used in the middle of the Toom i\~stead of t\-.e corner. "So lovely is one that belongs to a lite."ary woman who had it swung in the middle of ber library, then covered \'lith yellow satin embroidered in gold, \-vhich ha.d come from Chilta via an army officer, that many inferior ones have been made. "Athough these atter are not expel1sive and are not carved they are quite as luxurious as the other kind. They are 111<.'>o.f(lcheavy wood, stained black and jointed together in the mission style, without nails. There is a woven wire spring inserted, and above this a small hair mattre5S. "\¥hatevcr one can afford in the way of ornamental drap-ery is laid over the n,attre3s, ,.,nd at both ends are he3pecl cushions, many of wh:ch a e stuffed with sweet-smelling l:erbs, spices and n~ict leaves. "One can get any number of these cushions at a small price now sir,ce such wonderful cotton fabrics at slight cost have teen cOl)ied from the harbaric EastcTn ones." . @ * @ Light and Color. Cheerfulness depends more on light and color than on shapes or sizes or ornament, or even pictorial suggestion. No r00111 dressed in blaek could possibly be cheerful. Nor is there anything cheerful about absolute darkness. On the other hand, the glare of noonday ha.s its inconvenience, and there is no light more discouraging than the whiteness re-flected from fields of snow or saud. The makers of artificial light had no sooner 5uc-eeeded, after repeated effort, in pro~ ducing a white light, than they were obliged to tone it with color. An absolutely pure 'white cannot, of course, be at~ tained with paint. But even the whites that can be obtained should be used with caution. Ivories and crealYS are pre-ferable. The room with ivory ceiling and cream woodwork takes less light than any other to make it cheerfully bright. @ * @ The manufacturers of Philadelphia will not hold an expo-sition in January, but will make preparations for showing their lines jointly in that city in July. Bill Nye's Simple Life. This is the reply that the late Bin Nye s£:nt to an in-quiry as to his personal habin: dWhel1 the weather is such that I C,l,l1notexercise in the open air 1 have a heavy pair of dumbbells at try lodgings, which I use for holding the door open. I also belong to an athletic club and use a pair of Indian clubs with red handles. 1 owe much of my robust health to this. I do most of my writing in a sitting posture or in an autograph album. \Vhcn I am not engaged in thought I am employed in recovering from its effects. I am very A Swiss Wood Carver. genial and pleasant to be thrown amongst. sively, but not so as to attract attention. I wear rr::otning dress, a,nd in the evening dress and at night night dress." I dress expen- In the morning I wear evening @ * @ Manufacturers of chairs and upholstered furniture report a. steadily growing demand for goods and in many instances the facto res are in operation to fuUcapacity. Case makers are adding workmen and increasing the hours of the work day. With the near-by election out of the way, there will be nothing to claim the interest of the American people ex-cept business. The olltlook could not be ~tter. :.vII CHI GA N ARTISAN 31 ~---_. ----------- Wood Bar Clamp Fixtures Per Set 50c. OVER 15,000 OF OUR STEEL RACK VISES IN USE 2,') doz. Clamp Fixtures boug-ht by OTle mi1l last )"ear. We ship on approval to rated firms, and RUaralJtee our g-oods uncondi-lionalh'. Write for list oj SleetI1ar Clamps, Vises, Bench Sto]Js, etc. II I_@,. Ih • _ E.". S"ElDON &. CO. 283 Madison St., Chicago. ---_._----~ •II I I ~ THE: Wellin~lon nolel Cor. Wabash Ave & Jackson Boulevard CHICAGO Remodeled at a cost of $150,000 Hot and eold l'unning water and 10.. di$- tance 'phones in all rooms. I 200 rooms. 100 with bath, Sinlfle or en suite. I Rates $1 00 and upward." One of the mod uniQue dininll roOIJUl in the country, I Our famous Indian Cafe. NOIcO COR 'ERYiCE ,N' ,"'".( I McClintock and Bayfield I • PROPS • I• h WHBN IN DBTROIT STOP AT Hotel Tuller New and Ahlolutely Firepl'Oof COl:'. Adams Ave. and Padi; St. In the Centet at the Theatre, Shop-ping, and Busineu District. A la Carte Cafe Newed and Fined Grill Room in the City. Ouh B[eakfast - 40c up Lunchean - _ _ SOc Table d'hCJte Dinnels 75c Musi<.dmm 6 P. M.II> 12 P. M. Every room haa a private ba,h. EUROPEAN PLAN Rates: $1.50 per day and up. L. W. TULLER, Prop. M. A. SHAW. Mgr. ..---._----- • ----., Pittsburgh Plate Glass Jobbers and Dealers in Company Plate Glass. Mirrors. Window Glass. Ornamental Figured Glass. WIRE GLASS, the Great Fire Retardant. CARRARA GLASS. a New Product Like Polished White Marbie. Sole dlstrlbuter8 of PATTON'S SUN PROOF PAINTS. "r-------.----------------------------- I ._--------_._--------------------------. OFFICES: CINCINNATI--Plekerlng Building. NEW YORK--316 Broadway. BOSTON--18 Tremont St. CIUCAGO--134 Van Buren St. GRAND RAPIDS~-Hougeman 8ldg. JAMESTOWN, N. Y.--Cha.d"koln Bldg. HIGH POINT. N. C.--Slanton_Welch Siock. The most satisfactory and up-to-date Credit Service covering the FURNITURE. CARPET. COFFIN and ALLIED LINES. The most accurate and reliable Reference Book Published. Originators of the "Tracer and Clearing "ouae System." Collection Service Unsurpassed -Send for Book of Red Drafts. H. J. DANHOF. Mic;:higanManager. 347..348 Houseman Sulldln,. Grand Rapids. Mich• • 32 MICHIGAN ARTISAN Credit Granted by Careless Manufacturers. A case which shows how lax manufacturers often are in granting credit, without thorough investigation, to people claiming to be dealers has just been brought to a con,summa-tion through the indictment and conviction of a man whose real name is Martin J. Muinch, and who under various aliases put in stocks of goods at Norborne, Braymer and Cowgill, Mo., Louisburg, Kan., Sweet Springs, 110" and Valley Falls, Kan. It appears that the fatber of Muinch 'was a reputable man who was in good credit, on 'which reputation the 5011, to some extent, traded. At different times written statements were made to the Furniture Commercial Agency concerning the resources of 1\'1uinch acd his standing. These statements formed an important link in the successful prosecution of such goods as he had left to Kansas City, and was preparing to open a store at Sweet Springs, Mo., as Jake Muinch. When the trail of the man was finally secured Muinch had al-ready left Sweet Springs. Mr. Richmond of the adjustment burea.u personally visited Sweet Springs and gathered enough information to justify the employment of detectives. lIrs. Muinch was located in Kansas City and the indications were that Muinch was about to open a rooming house in Excelsior Springs with some of the furniture he had purchased osten-sibly for a retail stock It later developed that he was op-ening up at Valley Falls, Kan., where he was located and ar- Jested. He was taken to Paola and jailed, and after a con-fession sentenced to Leallenwarth prison far an indetermi-nate sel1tence of from one to five years. :rvluinch told abollt his operations freely, and turned over the furniture, which was found in a brick cot-tage in Kansas City. At each point where Muinch did business his methods were pr~\ctically the same. A store was opened and go~:ds sold at any price, very oftcn to the utter demoralization of other merchants doing ]n:siness at that place. The money was pocketed and be-fore the bills matured arrangements were made to open at another point to which the unsold stock wa.s shipped, although in the last case part of the g00ds were put in a rooming house and a vacant house in Kan- SetS City. The goods located in these two places had had the labels and marks of idell-tification removed. These goods were later sold for the benefit of the creditors. It is believed that when Muinch oper-ated at Valley Falls, Kan., and probably Sweet Springs, he had a confederate, the confederate being a relative of Muinch's wife. An effort is being made to secure definite information which will lead to the conviction of this confederate. Mr. Richmond of the adjustment bureau started on the final trip in search of his man on June 14 and on June 20 had 1o.1uinchunder arrest and on June 25 he was sentenced to the penitentiary. The complaint on which he pleaded guilty, that of the Holtgrewe-Vornbrock Furniture Company! was for goods which had been sold him under the name of J o11n Martin, and which went to Louisburg, Kan. :Muinch em-ployed an attorney, and at first decided to make a contest. Four additional complaints were then filed against him, which decided him to plead guilty to the first charge. Besides the goods recovered in Kansas City other ship-ments were found in the depot of the Missouri Pacific rail-road at Sweet Springs. This case illttstra.tes what can be done through co-operative efforts and by concentrating claims agcJinst a debtor. The adjustment btreau prosecution work ot the associattotl3 is going to make it more and morc difficult for the crook to make a comfortable living in the pursuit of his calling. Made by Chadotte Manufacturing Company, Charlotte, Mich. Muinch, which was brought to a conclusion in co-operation with the Furniture Commercia! Agency, by the adjustment bureau of the St. Louis. Credit )''1cn's Association. Muinch had asked for credit at different times under the name of John Martin, Jake ::yruinch, which latter was the name of the father, who was originally engaged in the furniture business, John \Vi1son and John 1l'filler. The criminal career of the man has extended over a considerable period, but he bought goods under false pretenses during the past fifteen m.onths for stores which he established at Cowgill, Kan., Louisville, Kan., Sweet Springs, 1'10., and Valley Falls, Kall. Under the name of John Martin, Muinc.h bought a bill of goods of Holtgrewe- Vroubrock Furniture Company at St. Louis, who shipped the bill of goods to Louisburg, Kan, The claim of the firm named amounted to but $69.25, but the St. Louis manufacturers named were so convinced that Muinch or Martin was engaged in swindling operations that they de-termined to use every effort to put the man behind the prison bars. . Their c1aim was placed in the hands of the <lcljust-ment bureau of the St. Louis Credit 1-1en's Association, with which the Holtgrewe-Vornbrock Furniture Company is af-filiated, with a.n added sum of mocny to push the case to a conclusion. The credit for the final apprehension and COI1- viction of this fellow therefore belongs to the Holtgrewe~ Vornbrock Furniture Company, which had the courage to undertake to put an end to his operations, even though it cost them in excesS of their claim. If there were other manufac-turers who would pursue the same course there would be fewer of these cases, and fewer loses from sales of this sort. "Vhen the claim \vas placed in the hands of the adjustment bureau, Muinch or Martin had left Louisburg and shipped @) * Increased Capital Stock. The Pacific Furniture Company, North Yakima, Wash., of which E. B. Jones, H. H. Lombard, C. L. Owen, R. S. Martin! W. E. Coumbe and Frank Ho;s1ey are leading stock-holders, has made an arrangement for increasing its capital stock from $:10,000 to $30,000. @ * @ Will Resume in Grand Rapids. The Gale Chair Company, burned out recently in ville, Mich., is preparing to resume in Grand Rapids. Grand- MICHIGAN ARTISAN 33 MUSKEGON, MICH. The Famous Hackley Manual Training School. Muskegon is justly proud of its rar-famed "Hackley ~Jan~ u;-d Training School," <lod its founder, the late HOll Charles H. Hackley is revered by not only the citizens of that enter-prising town, but by the "...bole county. It is a 1110lllll11cnt that will last, not SI) much becau:,e of his estahlishment of the school, but rather from the f"ct that he made it possible for the municipality to keeJl it open so tl1<1t;111who wished to could attend with srnall expense. This is more remarkable, lmo\ving of the many other public benefactions of hirnsdf ,11ld his esteemed wife. This school is unique in 1ll,l1ly particu-lars. From an cxpcrin'.cntal ::;c11001having only rour teach-ers, is ha,s grown to b~'a lar::;'(' ;ll,cl nourishing institutio:l, having an attendance of gOO pupils, o( which number forty-most improved method, using both direct and indirect radia-tion. In the north "ving an Otis automatic push-botton electric elcvator hns been instn.1led at an expense of $3,OCO. On thc first floor are the forge, foundry, mill room, pattern and machine shops; there is in the north wing, besides, a large lumber r00111, a room equipped for working in steel metal, leather, pottery and clay modeling.: In this room are eight-een Inetal ,,,'orking benches "\vith vises, gas connections for burners or hlO\vpipe a.ncl individual tools, many of which have been made by the students in the forge or machine shop, there ,1re (1lso vats for acid baths and etching various metals, a band forge <Iud anvils for heavy work. The forge nlld machine shops 3re located in the central part o( the building-. The forge is equipped with twenty SturteY3nt downdr3(t forges, a bar shear for cutting stock, a 200-pound steam ha111l11er,3 post drill, an emery grinder and HACKLEY MAl';UAL TRAINIX(; SCHOOL AND GV::VINASIl..:,\,f nine per cent are boys and under the supervision of ti.fteell of the best illstructors in the state. Mr. Hackley's requeit that it should be n::ide the best manual training school in the country is being- ca.rried out in every respect, he having made it possible to have the best of everything by providing" an anl1ual income of $30,500 for the support of the school. This amount is the interest on the $6IO,OCO gi-ven by :'1r. Hackley rind held in trust hy the :rvIichigan Trust Company. The school building and gymnasium. which arc loc,itcd in the southeastern part of the city on Jefferson street, between V<lashington and Gr3nd avenues, were built at an expense of $226,163.69, including the equipment for each, which sum was furnished by 1\-'f r. Hackley. These buildings occupy an entire block, the school build-ing having a frontage of 254 feet: it being a magnificcnt four-story structure of dark rcd brick with terra cotta trimmings, deep windows and a beautiful arched doorw3y. ThrouRh this doorw3Y you pass up wide staircases to the uppe.r floors, The furniture and woodwork are of natura.! finish, floors smooth and solid. The heating and ventilating arc by the anvils, vises, benches, ,~wing and hand hammers, fullers, s""-ages, punches, chisels, tOllgS and all tools nceded in forg· mg. The blast is supplied by a twenty-four-inch blower <l1ld the exhaust drav'r!1 by a sixty-inch stecl fan. Power for these is supplied by a len-horse-power electric motor in the power room. The machine shop is equipped with a great variety of hald. and machine tools. There are engine lathes, a planer. a drill press, a shaper, a milling machine, wet grinders, benc11e::. 311([ vises for hand work and drawers for individual tools. The tool room connected with this is fu]~y supplied ,vitb all necessnry measuring, 1113rking and testing tools_ Although the machine shop bas a complete equipment it is bellil1d tbe times on power, one big motor with the necessary shafting furnishing the needed po"ver. Arrangements are 110W being made to instaJl individual motol·s, this doing away with practically all shafting and at the same time adopting a more ('.c.onomical me,tl1od. The pattern shop is located in the southeast wing and is equipped with eighteen 4 x to-inch Vl. R. and R. wood lathes, 34 MICHIGAN ARTISAN one large lathe, a 36-inch- band saw, jig saw, two trimmers and all the individual tools r:eeded for general use in pattern making. In this department patterns ,Ire I11~Ldefrom working draw-ings which arc made in the mechanical drav"ing department, these patterns afe later used in the foundry and machine shop. The ''v'ork is te::hnical in i~s nat'..lre, but it:-; i'ea.! value educa-tionally lies in the fact that each pattern made has a p11:-p05e, Only the most accurate kind of workmanship will produce the required results. The pattern l11ust be studied from the po~nt of vie'''' of hO\ .....best to avoid shrinka.ge and warping. MILL ROOM H~CKLEY MANUAL TRAll"lNG SCHOOL. how best to mould and dravv' from sand and to compute shrinkage and to finish the metal after casting. The course of instruction covers the wood turning, tools and machinery, selection of stock, finishing, fastening, simple problems embodying e1em~ntary principles, drafts, shrinkage, finish, building up, cores and core boxes, patterns for simple machine parts, pulleys, pipe connections, valves, etc., two and three-part flasks. The patterns for several gas engines have been produced and the engines have been completed. In the la.st year twelve of these gas engines have been built by the schoo!. The fot11ldry occupies a oe-story basement wing in the rear of the forge and machine shop. Its equipment consists of a two-ton cupola. a brass furnace, core oven, and moulders' benches anel the necess:I.ry riddles, rammerS, slicks, sbovels, WOOD TURN1NG HACKLEY MAKUAL TRA1NING SCHOOL trowels and tbe like. The blast for the cupola is furnLhed by an eighteen-inch cupola fan driven by a five-horse-power motor in the power plant. In the foundry there is a large 18 x 18 x 33-inch special Revelation kiln for firing pieces of pottery and experimental work with glazes undertaken in can- !lection ·with the drawing and applied art work of the third and fifth year. The mill room adjoins the pattern shop and is equipped with a universal cut-off and rip circular saw, 36-inch planer, l2~inch buzz planer, surfacer and grindstone. Power for this room, as well as the pattern room, is furnished by a tcn-horse-power electric motor. Adjoining the mill room is a fireproof paint room, where all the paints, oils and varnishes are kept. YllCHIGA1'\ The power plant in the rear of the machine shop contains the switch board", motors, blower and exhaust fans for the forge shops, (~ngincs, heating and ventilating system_s, and two 150-horse-ll()\Ver hoilers with automatic stokers. It fl1f-ni,:; hes hot
Date Created:: 1908-10-10T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 29:7

64. Michigan Artisan; 1905-08-10

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It was published twice monthly, beginning in 1880. and '" Twenty-sixth Year-No 3 AUGUST 10. 1905 Semi.Monthly FOREMEN SUPERINTENDENTS SALESMEN we want to teach you by mail our system of FURNITURE DESIGN Weare proud of the results of our school, and the quahty of the work our students are turning out. Write for full particulars. THE ONLY SCHOOL IN THE WORLD TEACHING ROD MAKING AND STOCK BlLUNG WITH THE REGULAR COURSE. Grand Rapids School of Furniture Design ARTHUR KIRKPATRICK, Pwprietor. 543 Houseman Building, Grand Rapids, Mich. "GI LLETTE" If "almost anything win do" in trucks they can be had "almost anywhere" and at "almost any price. If on the other hand the demand is for "the best" in trucks as in other things - for a compact and strongly built, all steel and malleable iron frame- for malleable iron wheels carefully bored and reamed to secure a perfect bearing surface - for a practical and effective roller bearing which is neither a freak. a failure nor an infringement - it can be. met only by the purchase of the Gillette trucks. Made in but one quality-the best, and in all types and sizes. Prices reasonable. TRUCKS of all kinds for factory and kiln purposes. Carts for milland yard use. VEHICLE , AXLES III square, coach bed and "round. in all sizes from I 10 3 inches 6 FOOT TRUCK FOR CROSS-WISE: PIL.ING GILLETTE ROLLER BEARING CO. GRAND PATE.NTEES AND SOLE MANUFACTURE:AS U. S. A. WHEELER'S PATENT WOOD RAPIDS, MICHIGAN, .........-----"TRUCKS"-------- THE BRIDGEPORT WOOD FINISHING CO.-New Milford. Conn. F I L L E R Forms a _permanent fnunrlation. Brings out the full life and beaut v of the wood. Goes further and saves labor and material, hence cheaper than other fillers. 55 Fulton St •• New York. 79 W.lake St., Chicago. 231 Dock'St .. Philadelphia. SPARTAN PASTE FILLER Made in Marietta. A High Grade Article in Every Respect, possessing qualities that put it easily ahead of other fillers from the fineness and character of the ingredients that make up its composition. We produce this in all of the leading shades, including our FAMOUS GOLDEN OAK IMITATION QUARTERED OAK TRY OUR SPECIAL FILLERS AND STAMPING INKS We are producing-the goods of this nature that brin/{ results to perfection. Sample our Fillers No. 800 and No.810 and our Inks Nos. 5, 6 and 11. . In OIL STAINS, remember, we lead! Our Golden Oak and Mahogany Stains stand without a rival. Write us for samples and full information. The Marietta Paint and Color Co. MARIETTA.0Ii10. TO THE TRADE: We have purchased the business of the Benedict Furniture Clamp Company of this city, including all patents, patterns, machinery and stock owned by them, and we will continue the business under our own name. We will be prepared to furnish any of the Benedict Clamps and other devices made under the Benedict patents after August 15th. The addition of the Benedict line gives us the most complete line of factory furnishings on the market. Every furniture factory should have our new catalog, which will be out September 1st. Write for a copy of it. GRAND RAPIDS HAND SCREW CO. Bartlett and Ionia Streets, Grand Rapids, Mich. I, Wood-Working Machinery and Supplies These Specialties are used all Over the World Veneer Presses, all kinds and sizes Hand Fel!'d GlueingMac:hine. (Patent pending,) Eigbt Styles and Sizes. Veneer Presses Glue Spreaders Glue Heaters Trucks, Etc.. Etc. Power Feed Glue Spreading Machine. (PatE'nt 8.pplied for). Single, double and combiuation LET US KNOW YOUR WANTS 419-421 E. Eighth St. -C"AS. E. fRANCIS s.. BRO.D CINCINNATI, O. No. 20 Glue Heater No.6 Glue Heater The Pittsburg Plate Glass Company ~lANUF.-\CTURRRS AND JOfWBRS OF Plain and Beveled Mirrors, Bent Glass for China Cabinets Plate Glass for Desks, Table Tops and Shelves Our facilities for supplying furniture manufacturers will be understood when we state that we have 10 Glas.'i factories, extending from Pennsylvania to Missouri; and 13 Mirror plants, located as follows: Also, our 22 jobbina houses carry heavy stocks in all lines of "lass, paints. varnishes and brushes: and are located in the cities named below: New York Boston Phlla.delphia. But'falo Cincinnati St. Louis Minneapolis Atlanta Kokomo. Ind. Ford City. Pa. High Point. N. C. Davenport Crystal City, Mo. NEW YORK-Hudson aud Vandam Streets. BOSTO~-41-49 Sudbury St., 1-9 BowkeT 5t. CHICAGO-442-4,52 Wabash A\·euue. CINCINNATI-Broadway and Court Streets. ST. LOUIS-Cor, Izth and St Charles Streets. MINNEAPOLIS-,500-5IO S. Third Street DETROIT -53-55 Larned Street E PITTSBURGH-mt-to::, \VOQrl StTeet. MIL WAUKEE, WIS.-492-494 Market Stred. ROCHESTER, N. Y,-Wilder Rllilding, Mflin and Exchange Sts. HALTIMORE-22I-223 W. Pratt Street. BUFF ALO-372-4-6-8 Pearl Street. BROOKLYN -635 and 637 Fulton Street. PHILADELPHIA-Pitcairn Building, Arch and Eleventh Streets. , , DAVENPORT-4Io-416 Scott Street. CLEVELAND-149*5i-53 Selleca Street. OMAHA-I008-1o-U Harney Street. ST. P AUL-34l.r51 Minnesota Stt"eet. ATLANTA, GA.-so, 32 and 34 S. Pryor Street. SAVANNAH, GA.-745-749 Wheaton Street. KANSAS CITY-Fifth and Wyandott Sts. BIRMINGHAM, ALA.-2nd A,-e. aud 29th St. It needs no argument to show what advantages may be derived from dealing directly with us. AGENTS FOR THE COULSON PATENT CORNER POSTS AND BATS. Indianapolis. Indiana Write lor Information, Prices Etc. The Universal Automatic CARVINO MACHINE '-= PERFORMS THE WORK OF 25 HAND CARVERS And does the Work Better than it can be Done b~ Hand =======~MADE BY Union [noosslna MA(U1nr(0. 1 ,.....------------------- 2 26th Year-No.3. GRAND RAPIDS. MICH.. AUGUST 10. 1905. Manufacturers Misrepresented in Congress. A question that is often asked is, whether manufacturers are adequately represented in congress. It is a question that manufacturers, as often answer in the negative, emphaticany in the negative. Every time nominations for congressmen are to be made, the query is circulaled among manufacturers as to what man among them is fit and able to represent them, to look after their tlltere'6ts in the hom,e. as they would them- !'ielves look after the interests of their own business. Over and over again the question has been put, and over and over again manufacturers-whose great and varied interests re-quire men of the very first calibre to look afteT them-have been met 'I\lith the same difficulties. Almost invariably it has been found that there is no man in the community ·who is both willing and able to represcnt them in congress. The natural, but no less unsatisfactory result or this is that a makeshift is llomillated and elected. It is illcomprehensible how such a state of things can be tolerated. As a body, man-ufacturers are a powerful set of men, intellectually and finan-cially, and yet, year after y('.ar, their intcrests ate flagrantly misrepresented. T f ample proof of this were not in evidence. it ·would only be necessary to turn to such a question as the present aprarent impotence of manufacturers to free alcohol required for industrial purposes {roul the import duties and inland revenue taxes that at present hamper the development of that commodity a5 a powerful agent in extending and broadening a number of important industries in which alcohol is extensively used. Congressmen whose powers of intelli-gence can perceive no distinction beh ..·.ecn the vastly diffcrent purposes for which alcohol can be used, and who are willing to sit still and givc their tacit consent to the equal taxation of alcohol, whether it be [or drinking purposes or for industrial uses; or who diHcgard the calls of manufacturers for the re-vision of the tariff regulations on lumber and glass, and other articles whose taxation holds back important American in-dustries, such men, we think, show themselves to be lac.king in the first principles of statescraft, and at the next elections a supreme effort should be made to turn them out of their high places to make room {or abler and more progressive rep-resentatives of the manufacturers, with whose interests those o{ the people are so closely bound up. Stalwart champions of right and progress should be sought out, and at the time of election manufacturers should combine in a united endeavor to get the right men into congress as their represcntatives. The power of the manufacturers has been little realized, or used. That power should be brought out and demonstrated. During the campaign of 1896, manu-facturers roused themselves to some extent. Bnt it would seem that that campaign, commendable as it was, almost ex-hausted their energies. Since that time manufacturers have retired within the walls of their factories, and, as a gentleman expressively put it the other day, have gone off to sleep agatl1. Let them be warned in time, else, too late, their somnolenCe will be disturbed and, yawning with discontent at the results of the elections in which they have taken so small a share, they will find that many of the old incompetents, an{l a nnm- $1.00 per Year. ber of new incompetents, have been duly elected, and that manufacturing interests will have about as rosy a prospect of being properly looked after as they have at the present time.-Buffalo 1\Jal1ufactmer. Furniture Exposition in Prague. Consul Ledoux, of Prague, Austria-Hungary, reports that the exposition committee of the Association of Cabinetmakers of Prague and suburbs invites the co-operation of foreign ex-hibitors for their exposition of furniture and kindred manu-fectures, to be held at the Industrial palace from August 20 to September 30. Under the supervision o{ the Technological museum of Prague, a special international technical depart-ment is to be established, comprising motors, woodworking machinery o{ all kinds, cabiI1etmakers' and jointers' tools of all kinds and appliances, metal fittings and decorations, fur-niture coverings of cloth and leather, varnished and half-fin-ished materials used by joiners and cabinetmakers. Patents and new inventions and processes for these trades wilt receive particular attention. Mr. Arthur Gobiet, of Prague-Karolin-enthal, Bohemia, has been appointed agent of the exposition, and is prepared to represent foreign exhibitors and to furnish all desired information. The exhibition is held under the patronage of the Chamber of Commerce of Pragu'e. THE CORRECT Stains and fillers. THE MOST SATISFACTORY first Coaters and Varnishes MANUFAr:TURCD DlfLY 8 Y CHICAGO WOOD FINISHING CD. Z59·63 ELSTONAVE.'" Z·16 SLOAN ST. CHI CACO. WADDELL ~~~A~!A~TUM~~~~u~~: FURNITURE ORNAMENTS IN WOOD 220 PAGE CATALOGUE; NEARLY 15()()ILLUSTRATIONS, l\WLED ON RECEIPT OF 15 CENTS INSTAMPS LABORERS' INSURANCE IN FOREIGN COUNTRIES. Twelve Countries of Europe Have Attempted a Practical So}ution of the Question----:.Germany's System Leads the World. United States Consul Haynes, of Rouen, France, who has made a careful study of labor conditions abroad, has written an interesting article on the question of illsurance [or -..vork-men in a number of foreign countries ,'vhere it has received more 01' less of a 1)racticrrl solution. At the present time such protectio!l, obligatory or voluntary, is afforded the workmen of England, Belgium, Austria. Denmark, S\\'edcll. Nrjt'way, Hungary, Italy, Finland, Switzerland, N('w Zealand and Ger-man}'. In England there is a voluntary insurance against disabil-ity, which assures to those employed in industrial or agri-n\ ltural labor, and whose carnings do not exceed ~480, an av::rage annuity of $85. The insurance is directed toward millers in Belgium, and Austria as well, but in the latter country there is also an obligatory sick alld accident insur-ance for all classes of labor. Pas.t the sixtieth year, the needy in Denmark arc looked after by the state and commune. A workmen's insurance committee has existed in Sweden for the past sixtcen years. Gottenborg, famous for its ex-cellent habitations for workmen, is one of the first cities to solve successfully the question of insurance for workmen employed in the cily's public works. There are ],500 of these laborers intbat city. The question is fully and effectively met by according a retiring pension to all superintendents, chiefs, inspectors and workmen employed by the city, upon their baving reached sixty~f1ve years of age, providing they have bccn in its service for-at least t\venty-five years. The pensions are divided into five classes, ranging from $289 10 $80. Insurance is compulsory in Norway for all industrially employed workmen. Hungary offers an oblig-atory insurance for all employes of both sexes. There exists in Italy a volun-tary insurance against sickness and disability, and an obliga-tory insurance against accident·. In Finland all workmen are authorized to insure against s.ickness, the cost being' borne equally by employer and emplqye. Every workrnan in an in-dltlstrial estblishmcllt gailling more than $145 is compelled 1 insure against accidents. GERIVJA"IY AFFORDS nEST PROTlcCTlON. HThere is perhaps no conntry in the world," says Consul aynes, "where workmen are so protected by the state or a e so cared for as in Germany. Even clerks, shop assistants. ahd servants, are compelled to insure. The insurance is effected by pasting into a book certain stamps every -week, "t1d it is tbe duty of every employer to see that this is faith-f l11ydone. In the Gern:-an empire .there are three il.1s.urances f r workmen, all of WhlCh are oblIgatory and under the <1U- ,tority of the imperial insurance office, viz: Sickness, acci-d nt, old ag"e, or infirmity. This insurance is mutual, and its a ministration autonomous llnder state control It embraces W11ithoutdistinctioll of llationality, all per:-i()J~s w(;rking it~ ermany. "Insurance against sickness is especially for those occu-pied in industry and commerce receiving a yearly salary of $480 or more; but the law allows other \vorkmen, comprising domestic servants, voluntarily to take advantage of it. It has 22,672 local offices, and 9,500,000 workmen g(~t the ycarly benefit of $36,500,000. The object of this insurance is to guar-antee to the insurcd a Slife and efficacious aid for at least thirteen weeks from the .beginning of sickness. "VI,"orkmen ill the illdustries and in agriculture, ete., farm-ers, renters, day workmen, etc., gaining less than $482, must insure against accident. In certain- cases those gaining more 5 than $482 are allowed, and sometimes compelled, to insure. A complimentary law insures soldiers against accident, and the aid to all the employed in the empire embraced in the in-surance law against accident, is in the form of state pensions. This insurance is an emp1oycrs' mutual insurance with a state gLlaranty, and its bureaus have a civil personality with COlll-plete administrative independence. "Everyone insured in case of accident during work at a wage has a right to gratuti.tous medical treatment. If the v'I'ounded is not insurerl against sickness, the owner of the establishment in which he is employed must accord to him from his private purse the same treatment he \vould have re-ceived from the bureau of illSUrallCe against sickness had he been insured thcr-::in. If the wounded is also insured against sickness, his pecuniary aid can amount to two-thirds of his \:vages. Builders and farm and forest workmen are treated for the first thirteen weeks at the expense of the commune in which the acc.ident occurred. ACCIDENT INSURANCE COMPULSORY. "Accident insurance pensions are not calculated according to the personal gain of the vieti.m, but according to the aver-age wages fixed by age and sex. The amount paid in by em-ployers is not determined by the number of workmen em-ployed, but by their direct taxes. Small proprietors can be exempted, totally or partially, from any dues. "This insurance in the German empire is obligatory from the sixleenth year, alld embraces every workman earning over $482. It is optional for workmen whose annual earnings are 1110re than $724. The resources for this insurance are fur-nished by the employer, the emp10yed, and the state, the lat-ter giving toward each pension a uniform subvention of $12 and raying the workman's dues during the time he is serving his military term. All remaining expenses are shared equally by the employer and employe, who pay according to the five classes into which the imperial insurance offtce has arranged the insured, vi7-: (r) \Vorkmen gaining no more than $84 pay 3.3 cents per week; (2) a wage not greater than $1,33pays 4..8cents \",eekly; (3) a maximum wage of $205 :pays 5.8 cents; (4) a maximl1111wage of $277 pays 7.24 cents, and (5) a wage beh\7een $277 and $482.50 pays 8.68 cents weekly. The amount paid by the workman is deposited in the bureau by the em-ployer, who buys s:r;ecial stamps and aftixes them to the em-p1oye's receipt, after having deducted from his wages the amount due. ;;An old-age pension is paid to every insured workman of seventy years or over 'who has deposited not less than 1,200 weekly dues, The dues de~osited for the employe by the state during military service is counted among these 1,200, as well as temporary interruptio·ns. Old-age pensions of the first class amount to $26, second class $;H, third class $41, fourth class $48, and fifth class $55.50." Jamestown Company StiIl Doing Business. Since the destruction of its factory by fire July 4, reports have been circulated that the Jamestown Pauel & Veneer company was Ollt of bllsiuess. Such is not the case. To the contrary, the company has leased a factory bnilding of ample size at J ame,-;towl1, which it will occupy while rebuilding, and is at present in a position to suppy its customers with its usual promptness. The company will rebuild as rapidly as possible, and expect to be in a new factory by December I, \'\7hen it will bc capable of double the capacity of the past. Bill Dismissed. The bill to enjoin infringement of letters brought against Charles Kaiper'.s Sons, by Charles F. Streit in the United States District court, southern district of Ohio, has been dis-missed at the complainant's costs. l Long-Knight Lumber Co. ==============SPEC IALTY:============== QUARTERED RED AND WHITE OAK INDIANAPOLIS,--------------------IINDIANA We were Pioneer .. fn Produefng a Succ.ssful and Practical Rub_ btDIt and. Polishing Machine and a PERFECT Sander As II ~..mdel', it will do !Ill tl18t tiny othel' nJlld/ln" will do, and Ilially tllill.e:~ tllatllo OtlWl' lll~l"hine can do, HU1ldl'ed~ ofmll.clllne~ in constant use workiul!: UpOll woo<], varnish, brass. copper. slate, marble, \V01'';';many faetoril's using from 6 to 14each Cor sanding, rUboiuk and polIshIng, MAD DO X MAC H I NEe 0 M PAN Y, JAMESTOWN, NEW YORK TffE CREDIT BUREAU OF TffE FURNITURE TRADE The LYON FURNITURE AGENCY Grand Rapids Ollice, 412-413 Houseman Bldg. GEO. E, GRAVES, Manager CLAPPERTQN & OWEN, CounseJ ROBERT P. LYON, General Manager THE STANDARD REFERENCE BOOK CAPITAL. CREDIT AND PAY RATINGS CLEARING HOUSE OF TRADE EXPERIENCE THE MOST RELIABLE CREDIT REPORTS CREDITS and COLLECTIONS IMPROVED METHODS COLLECTIOMNASDEEVERYWHERE PROMPTLY - REUABLY Various Matters. The St. Johns Table company, having decided to move their manufacturing business to Cadillac, :r-dich.,."here finan-cial aid awaits the corporation, the people of St. Johns pro-pose to bond the city for a sufficient sum to purchase the old plant and offer its occupancy for a nominal sum to some in-dividual or corporation to fit up and operate the same. The plan is a good one and should speedily attract the attention of those seeking a location in which to establish a manufac-turing business. The occupant would pay no taxes upon the real estate and but l11wleratc rent. The plan is an improve-ment upon the boous system so generally pursued by munici-palities in their efforts to develup manufacturing inrlllstries within their horders. • • • Manufacturers of case work h.ave practicaJJy abandoned the graceful swell ends and fronts used so successfully during recent years of the past. The old square. box-like shape re-turns with the. demand for early English and the mission and Dutch forms in furniture. It does not look so "s\vell" as the cnrved forms, and its use make!; the artistic furnishing of rooms a more difficult problem for the decorator. • * • Manufacturers of case work in the English, Dutch and mission styles find it more economical to cut the strap band hinges and handles used on dressers and doors than to pur-chase the same from metal working factories. • * * Other manufacturers tan the hides used in the manufac-ture of furniture covered or partly covered with leather, and cast the metal lamps, vases and like pieces considered neces-sary for properly decorating the plain, straig"ht furniture in vogue. • * • Because a piece fails to sell well this season accords no ground for supporting the presumption that it will not ,sell easily in the sea>ian to follow. Very often a. piece that fails to attract attention and appreciation when first shown proves to the buyer, after he has had an opportunity to calmly con-sider the same, to be a very meritorious production. This fact proves that the second judgment of a buyer is often more valuable than the first. • • • ;;The panic of 1893 was a blessing to the manufacturers of furniture in one way," remarked a gentleman with a pain-ful recollection of the hard conditions of manufacture during that and the following three years. "Any old thing- having the semblance of an article of furniture would sell, and the designers were not permitted to give expression to the artistic taste and skill gained in the schools 'of design and the factory. But a great lesson was learned during the years of the trade panic, and the manufacturers have since given the designers greater freedom. Only articles of recognized merit find pur-chasers in these years of prosperity, and the designer is COlJ-sidered of great importancE'. by the trade. \Vith the booming trade prevailing, however, there is a disposition to contract the field of usefulness filled by the designer, and another panic may be necessary to teach the manufacturers again the lesson they learned in J893." • • • The demand for golden oak is not so great since the in-troduction of the \'veathcred and early English fmislles. The big figured oak flakes covered with shellac and polished var-nish jars the artistic sensibilities of per!;ons of refined tastes. The quiet, unobtrusive wax finish soothes and satisfies the user. The big, noisy figures of the oak, when filled with stains of gold, then varnished and polished like a mirror, is as startling as the unexpected explosion of a powder mill or 7 a mine charged with dynamite. Quiet tones will grow in de-mand as the people progress 1I1 their studies of art in the home. * • * To those who never saw him in action, the work of W. A. Harker, the buyer for the Pacific Purchasing company, of Los Angeles, in the warerooms of Grand Rapids during the past month, was a revelation. Mr. Barker needed one-half million dollars' worth of goods for immediate shipment. The eight stores of the company handle $2,5°0,000 worth of fur-nitme annually, and the man who buys for the combination has full employment for his time. \\Then Mr. Barker entered a wareroom he brought an air of earnestness and energy that suggested the hero of the squared ring. Throwing off hat, coat, vest, collar, cuffs and tie, be rolled up his sleeves, took a reef in the legs of his pants and sailed in. Running through a line with the speed of a colkgc pedestrian, he would bring up at the starting place and call for a stenographer to take his order. Unless the follower of Ben Pittman or Graham pos-sessed great speed, the huyer was plainly impatient and irri-tated. It is within bounds to say that .11r. Barker bopght four carloads of ladies' desks and music cabinets from the Grand Rapids Fancy Furniture company in less time than has been taken by the writer to prepare this paragraph, and the writer fancies that he is not slow. In other lines Mr. Barker kept up his break-neck, nerve destroying, brain-racking pace. * * * It can be readily seen why a man upon whom rests so much work and responsibility as has been put upon Mr. Bar-ker by the Pacific Purchasing company should urge that one exposition ce held by the manufacturers, and that sucn a one be located in Grand Rapids. It would save so much time and expense. It did not Occur to Mr. Barker that no single fur-niture exposition town could accommodate all manufacturers who .vOL1ldrequire space for showing their lines. • * • The Chicago Journal continues to misrepresent the Grand Rapids market. The latest issue contains this paragraph: ''In Grand Rapids the total of the visiting buyers was 869." The truth is that the total was over 1,000, and at this date (August 1), they are still coming. * • * The printers, the engravers and the photographers suffer heavy loss Oil account of the uIlusually active trane in the furniture exposition towns last month. Many orders for catalogues have been cancelled. • • • During the past month one of the local newspapers of Grand Rapids assigned reporters to the task of ascertaining the views of manufacturers in regard to the proposed reduc~ tion of the tariff. Very emphatic statements were made by E. H, Footc, Charles R. Sligh, and others, in support of the demand for reductions in the duties levied upon articles used in the furniture manufacturing business. The low priced lumber of Canada, the cheap mirror plates of Belgium and Germany, would 'be available for the manufacturers but for the excessive duties imposed by congress. Mahogany is not grown in the United States, and no industry is benefited by the duty exacted from the importers and by the importers from the consumers. Secretary John A. Covode, of the Ber~ key & Gay Furniture company, would not disturb the existing schedules. • • • "They" (the manufacturers of Grand Rapids), "are likely to find their position" (as leading manufacturers), "not so conspicuous a few years from now, as it is at the present time."-Chicago Furniture JournaL The wish' is father to the thought. Mahogany Silacene! WHAT. IS IT? ~ \.~~ ~~ ~~ IT IS NOT a Shellac SUbstitute, but IT IS a FIRST COATER or primary coat, to be used over mahogany water stain when imitating mahogany on birch, maple, beech, elm, etc., etc. IT IS superior to shellac for tbis class of work for many reasons. Here are a few of them: IT works more freely under the brusb and flows out over the work and levels itself away more smoothly than does shellac and does not set up so rapidly as does shellac. IT WILL NOT bleed the color of the stain as does shellac. IT WILL enhance the tone of the stain, giving a greater depth of color and much clearer results. IT WILL NOT raise the grain of the wood as does shellac, but IT WILL stop absorption and hold out the subsequent coats of varnish, givinl< the work a much heavier body than does shellac. MAHOGANY SILACENE dries hard and flat in from six to eight bours, can be tbinued from 75 to 100 per cent and covers 1000 square feet of surface per thinned gallon. IT IS NOT a spirit preparatiou. Last but not least comes the question of cost, and where we clinch our nail good and hard. We can furnish you MAHOGANY SILACENE at just about balf tbe cost of shellac. WHEN ORDERING SPECIFY 354-2. Our Catalogue will give you our best selling shades in all of our specialties but I WE CAN MATCH ANYTHING I Send us a sample of what you want matched and we will do the rest. A copy of "Lindeman, the Filler naker," can be had for the asking. We carry a full line of FILLERS STAINS PRIMERS SURFACERS JAPAN COATERS ENAMELS LACQUERS and everything needed in the Finishing RO?m. ft ~~ 4 ~ ~ ~~ The Barrett=Lindeman Company 1400=2=4 Frankford Avenue PHILADELPHIA, PA. No. 146 Band Rip and Resaw. The combination of a band rip saw and a band resa ..". will certainly be recognized by experienced operators as 1l10iit desirable and convenient, having all the advantages of two macmncs and yet occupying the floor space of one. VY'hile the combination is nev,,' the mechanism for both operations embodies the featllres that have bcen so successful in our single tools. The machine has three patents and it soon repays its COiit. The LIpper wheel is free from vibration, and saws of ·varying length may be nsed. The upper wheel is fitted with OUTpat.ent knife edge straining device, always giv~ ing an eVen tension to the blade, thl1s prolonging its life. The lower wheel is solid (or wehhed), lessening vibration, circulation of dust, and preventing over-Tunning. The wheels arc forty-two inches in diamet.cl" and carry a three-inch blade. The table is mounted on a rocker bearing, rermitting it to be 9 The feed is regulated by variable speed frictions operated by lever convenient. to operator. For resawing it may be varied from ten to fifty feet per mirltltc, and for ripping from thirty to one hundred and forty feet.. A brake mechanism is furnished to instantly sU)~)machine. Further particulars can be had from thc makers, L A. Fay & Egan company, of No. 505 to No. 525 \"1>./. Front street, Cincinnati, O. Also ask for catalog'ue or books on band saws and sanderii. Ended Convention With a Spread. The ),Jarietta Paint & Color comp~ny's employes fittingly brought to a close their recent convention at Marietta, Ohio, with a sumptllOl1S l:anquct, at which the officers of the com-iCany and traveling salesmen wcre the guests of honor. The ev::nt ·was attended by Pr(:~ident C. S. Dana, Vice President angled fifteen degrees for bevel sawing, and is made in two parts. The front part, carrying the resaw rolls. is instantly reversible, and t.he lower side, ,"v'hen reversed, forms a per-fectly clear table for ripping, and upon which arc friction rolls to facilitate the ieed. The resawing rolls are arranged to self center, or by moving the lever pin onc set of rolls can be made rig'id to saw from one side of board. Boards up to eigllteen inches wide may he resawed, and the rolls open t.o saw to the center of eight inches. The feed rolls for ripping are carried on an adjustablc dovetail slide fitted onto the upper bearing arm, and the distance between the feed in and feed out ones is short, to permit feeding short stock. The machine can he almoiit. instantly changed from a rip saw to a resaw, or vice versa, and by one man. The fence is a. new eccentric locking type and can be moved back to permil sawing up to twcnty-four inches wide. The saw guides are new and improved and are placed close to cnt of saw. c. J. La Vallee, Superintendent I~obert \Valker, P. 1\-1. Sey-mom, of the :"l. C. & c.; A. H. Snyder, of t.he B. & 0.; \V, C. Adams, of the Pennsylvania lines; Joseph Gobel, of the First. National bank, and the traveling salesmen, as follows: John Reiver, S11dbyville, Ind.; ::\1. ]. \V01z, Grand Rapids., Mich.; C. G. Edwards, vVilliamsport, Pa.; John \V. Marsh, Thomasville, N. c.; Vv'. C. Patterson, Boston, Mass.; R. S, I\IcKay, lvIcConneltsviIle, Ohio; H. V. Gresang, Minneapolis, '\Jinn.; V'l. J. Stevenson, Parkersburg. W. Va.; C. F. Dabold, and H. F. Dahold, Marietta. At t.he conclusion of a detectable four-course menu, toasts ",,'ere responded to by the following, C. S. Dana acting as toastmaster: C. J. La Valle, Robert \Valker, T. J, Kelly, John Reiver, C. G. Edwards, 11. J. v\'!olz, John W, 1hrsh, C. F. Dabold, \V. J. Stephenson, H. F. Dabold, \V. C. Patterson. R. S. McKay, J. S. Gobel, Dr. C. F. Batlard, P. ~L Seymour, A. H. Snider, and W. C. Adams. 10 BUIL~UP PANELS AND VENEERS FOR FURNITURE. MANUFACTURERS We can furnish you 2, 3 or 5 ply Panels in Quartered Oak, Mahogany, Plain Oak, Ash, Elm, Birch, Maple or Basswood; and guarantee same in every respect. We use high grade Glue in our work and our Veneers are thoroughly dry and our Machinery up·to-date. Our 2 and 3 ply Drawer Bottoms and Glass Backs are the finest on the market. We can also furnish you with Rotary Cut Maple, Birch and Elm Veneers in 1·30, 1-20, 1-16 and 1-8 inches thick. All of <;mrVeneers are dried in the new Coe Roller Dryer, and lay flat and are free from crinkle. If you wish to buy Panels and Veneers that are RIGHT AND THAT "WILL STAY RIGHT, give us a chance to figure with you and submit samples and prices. MT. PLEASANT, MICU. THE GORHAM BROS. CO. Do you see the We do not cla.im to be· lower in price, but we do claim our pa.nels are cheaper in the lona run. a.r they .10 .A .10 Submit your wants and let uS make you happy. WorKs, TILLOTSON TOILET FASTENER Full Size of No. o. No. 0, ~ x 2M"in. bolt, for very li~ht work, such as shaving stands, dressing tables, etc. Packed 100 in box. Net price, fi.5 per thousllnd. No. I, 5-16 x 3 in. bolt, fM medium toilet standards. Packed 100 in box. Net price, $20 per thousand. No.~, 11-32x 3% ill holt, for heavy standards. Packed 50 in box. Net prke, $30 per thousand. No.3, % x 4 in. bolt, for extra heavy standards and sideboard backs. Packea 50 in bOl:o Net price, $40 per thousand. MAN~C~<;J~~~~YBY GRAND RAPIDS BRASS COMPANY 156.166 Courl Sireel, Grand Rapids, Mlch .. U. S. A. This article is designed for fastening toilet standards to dressing cases, chiffoniers and washstands. It is also used for the backs of sideboards and for any piece of furniture that is made in two or more parts for convenience in packing and shipping. All boring is done to g-auge in the factory, and as the nut is in-serted in place by the case maker (projecting slightly) it can never drop ont or he lost. After the bolt is screwed in standards by the trimmer the Toilet and case are both ready for pack-ing and the manu-facturer can feel safe that they will}it and go together when the goods reach their des-tination. Dealers are daily growing more appreciative of the merit of this device over wood strips or other fastenings. Sample models showing their application will be sent to furniture makers on request. THE MAN WHO fiNOWS He has a good thing is always glad to send it out on trial for he knows that is the best way meritorious goods can get an even show with weaker imitations. If you are going to buy a Swage or Swage Shaper, ask your filer if he don't want to try a Hanchett Adjustable Saw Swage and Swage Shapero We will gladly lend you one for 30 days' use, and if at the end of tbat time you feel you call do without it, return it at our expense. That's fair, iSll't it? Hanchett Circular Saw SW3{lewith 861\ch Our Circular "L" tells all about it, Send for it. Attachment and Jointer. Hanchett Swage Hanchett Circular Swage Shapero Big Rapids, Mich., U. S. A. IGNORE THE "TOUCH." Manufacturers of Wood Working Machinery Divide Profits with Superintendents and Foremen No More. "Grafting doesn't end with men in public affairs, and every grafter isn't after the big graft," said a well-known manufac-turer of wood ·working machinery the other day. The sub-ject had been brought up through his expression of his free and unbiased opinion of the misdirected enterprise of one of the city fathers of his town. Suspicions wE'fe held that the same city father's eft'orts to gain possession of a certain piece o( real estate were not of so purely paternal a nature as befit his office. ;...~{Gu'll find the man with the outstretched palm and elastic conscience is unpleasantly conspicuous in mercantile concerns and quite noticeable in ours. '!I,Te have had little trouble with them recently, but a few years ago they were the one partic- Illar dark spot in om otherwise bright and happy life. "I rcc.all one instance wJlere this spirjt of corruption was made manifest, and, incidentally, the uugrateful side of hu-man nature. There was, a wood carver here in the state of financial embarrassment through lack of a job on whom I had pity. He was a good man at his trade and I secured em-ployment for him with a firm at Rochester, N. Y. Soon after that we sold this firm several planers and shapers. Immedi-ately following the delivery of the goods came a letter from the man I had befriended politely requesting ten per cent commlSSlOn. His part in the whole transaction had been the fact that he had hailed from the city where the machines were made, and, also, had been on speaking terms with th~ manu-facturer. No need of his ever taking any celery for his system. "But the incident which stands out most conspicuously in the events of that time ,"vas connected with an order sent to a firm in Chillicothe, O. Soon after. we had sent the machine, which was a planer, we received word that it wasn't working well. There was an excursion 10 Toled0 about dut time, so 1 went down there. "1 succeeded in getting into the factory and locating the machine without being challenged. I found a boy working oue spindle at the time, and I soon learned that the entire ma-chine was in perfect order. I then hunted up the superintend-ent and told him so. He said the machine was all right, but he wanted $10. He got the ten. "How do I account for the discontinuance of graft solici-tors in my business? Simply because they have discovered that we are no longer susceptible to the 'touch.''' WOODPECKERS MAKE BIRDSEYE MAPLE. Maine Man Has 1,000 Birds Making Valuable Timber. "\i'"Thena man has spent eighty years and more than $7.,,- 000 in studying the ways of wild things," said Greenleaf Davis, "it would seem as if he should know something about the nature of animals and birds, but I am obliged to own that T am more ignorant today than 1 was when my father came here from Massachusetls and built a sawmill in 1824, when J was nine years old. He left .all his property to me, including miles of timber lands and money in bank, and I have spent all of it except this spot where my camp stands. "\-Vhat have I accomplished? That depends very much upon how you 'look at it. The way the world seeS things, my life has been wasted. Instead of being rich, J am very poor, so poor that the town keeps me in the almshouse free of cost through the cold weather. I have almost assured myself of very many facts, though I am not absolutely certain of any except two. "The first is that every woodpecker that digs a hole in a tree for a nest chooses the east side. I have spent more than half a century studying woodpeckers. Within half a mile of 11 my camp are 612 woodpecker nests. I have the largest col-lection of woodpeckers in the world, though none of them is tame or more than lwlf domesticated. J have spent as much as $250 in a year buying meat to feed the woodpeckers. -No-body, living or dead, has studied the woodpeckers S0 111llchas 1 have, but the SUl11 of my knowledge is very small. "I know that these birds insist on having the holes that enter their nests face the east. because I have --waited until the eggs were laid in the holes in posts [ had put out and tllcn turned the posts abont. I have done this when the birds were away, and never has any bird continued to incubate her young when the hole was changed from due east. I think the wood~ peekers choose an eastern aspect for the reason that they can know when the sun is up. They are all early risers and, hav~ ing no alarm clocks, they make sun dials of their nests. "11y second discovery is of some commercial use. For hnndreds of years lumbermen and cabinet makers have been stndying to learn what causes maple wood to assume the mot-tled and spotted form known as 'birdseye.' In a hundred rock Juaple trees, perhaps one is a birdseye. Nobody can pick the specific tree out by inspecting the bark or the manner of growth. You may have to chop two hundred trees before you rind one, but it is worth the sacrifice. "Fact is, the woodpeckers make all the birdseye maple there is in the world. In flying about the woods, they come to a rock maple tree that yields very sweet sap in the seaS01l when sap is mnning. 1\'10st birds like sweets-woodpeckers are very fond of Sl1gar. Having found a tree yielding a large per cent of sugar, the birds peck holes in the trunk and then stand against the bark and drink the sap as it oozes out. "After the sap has ceased to flow and the trees have leaved out, ncw \,-voodand bark form in those small holes. The peck-ing and sap gathering goes on for years until the tree, having given up so much Sap to the birds, begins to furnish fluid con-taining less sugar. In ten or twelve years after the birds quit a tree the holes are grown up, and nobody can pick out the big birdseyes from other trees that the woodpeckers did not visit, "1.Jore than fifty years ago I started in to induce the wood-peckers to help me make birdseye maples. This spring I had more than one thousand birds in my employ for two months. On the side hill overlooking my camp are about three hun-dred birdseye maples of my own make. I know everyone of them, though nobody else can guess at the valuable trees. If I live a few years longer I am going to begin cutting, after which I shall have more money than I can spend. If I die, I have left a record of every tree, so that the Audubon society can market the wood and dcvote the money to giving protec-tion to woodpeckers."-Ex. Simply a Case of Hoss an' Hoss. A lockout and a strike are legal and have been placed in the same relative category by the supreme court of Pennsyl-vania. In a recent decision by Judge Clark, in the case of the City Trust Safe Deposit & Security company, of Philadelphia, against \Valdheuer, he stated that in so far as restraint of trade is concerned a 10eko11t is no greater restraint of trade than a strike, :lnd yet a strike is 110tunlawful. Death of August Spiegel. August Spiegel. formerly the head of Spiegel, Thoms & Co., for many years a-leading firm in the manufacture of fur-niture at Indianapolis, died in that city recently, aged eighty years. The fIrm retired from business in 1895, when Christian Spiegel, a brother of deceased and a member of the firm. moved to Shelbyville and, with the assistance of his sons, or-ganized the Spiegel Furniture company. Deceased was highly esteemed by the people of Indianapolis and by hundreds of friends in the furniturc trade. Citizens Phone 1282 Bell, M..ln 1804 Oran~ Da~i~5 Dlow Pi~e an~ Dust'Arrester (om~anJ THE latest device for handling" shav-ings and dust from all wood wood-working machines. OUf eighteen YE'ars experierlce in this class of work has brought it nearer perfection than any other system on the market today. It is no experimen tJ but a demonstrated scientific fact, as we have several , hundred of these systems in use, ai1d not a poor one among them. Our Automatic Furnace Feed System, as shown in this cut, is the most perfect working device of anything in its line. Write for our prices for equipment". WE MAKE PLANS AND DO ALL DET AIL WORK WITHOUT EX-PENSE TO OUR CUSTO MERS EXHAUST B'ANS AND PRESSURE BLOWERS ALWAYS IN STOCK Office and Factory: 20&-210 Canal Street GRAND RAPIDS. MICH. OUR AUTOMAT1C FURNACE FEED SYSTEM How to Handle Shop Hands. '''lhen ;m employer appreciates the value of capable em-ployes and knows how to secure them he bas only begun to solve the employment problem. Competent men will be worth no more to him than men of mediocre ability, unless he knows how to use them. To he really slH:cess{lll he mllst be able to get the be,st possible results out of every man in his employ and to retain those who make good. Andrnv Ca:negie puts tl1;S matter well when he says that his success \-vas due llot only to surrollnding' himself with clever men, but also to knowing how to nse. them to the best advantage. Ko employer is so nearly perfect that he \...-illnot occa- ~,iollally be deceived in men and engage a few who prove had investments, either incompetence, lack of adaptability to the w'ork, or some other cause, lIe can, however, remedy such 11l.istakes if be will watch the work of h~s employes closely and promptly dismiss those ,,,,ho do not make good. USE CARE TN SELECTING MEN. 1£ you use care in selecting- your employes everyone of them is worth a t~ardul trial and ShO'tl1d not be dismissed without thorough consideration of the reaSOllS for his not coming up to your expectations. Perhaps the failure is not entirely his own fault, but is due to conditions ,,,,,hich may be remedied. Another point to remember is that it takes some men longer than others to ad<l.lAthemselves to new work and often the most capable mall will be 510\\'e5t to sho,,,, what is really in him. Vv'hen you are unable to find a way of getting results out of him, do not hesitate to dismiss him at oneco To keep a man "\vho is not making good is doing him a wrong, for in some other positioJ1 better suited to his ability he might be able to succeed. lNCOMPETENTS SPOIL GOOD MEN. It is also of importance to remember the demoralizing effect which a few incompetents retained in yOllf service will have upon the capable men. The carable men, seeing incom-petent otles kept on the pay rolls month after month, say to themselves, "If these men can hold their jobs, there is cer-tainly no need for us tu feaT, so we can take things a little easier." In this wa.y trouble has begun in many a firm, and before it is remedied by the discharge of the incompetent men it destroys the efficiency of the force and causes actual losses of thousands of dollars. Tl1C".wise employer wil1 not put off firing his bad clerke; 1l11tilthey have lit 011t with the pett.l{ cash, llOf will he put off raising the salaries of his good ones until his competitors have stolen them. TRAINING WORKERS NOT PROFITABLE. It seems hardly a profitable experiment to make an estab-lishment a training school for competitors. If a man's meth-ods are worth anything at ail, he cannot afford to keep train-ing up young men to a POillt where they will not work without more money, and then Jet them go ever to his rival to give him the belle fit of the exverictlce they have acquired. Some Srms do this. They pay a slllall percentage of their Illen laq{i' salaries, and the rest they keep down to the lowest possible figures. The result is that their young men are constantly leaving and taking positions with other houses in tIle same line. Soon these firms gain reputations as schools for clerks and men who have had experience with them are in great demand and cummand high prices fnjrn otht'r employers. RAISI"iG OFTEN DOESN'T PAY. l\Iany employers seem to think that the only "lay to retain good men is to keep raising their salaries, and that economy, therefore, makes frequent changes necessary. The truth is, a little talk will often do more to retain a man than a d07.en 13 advances in salary. What the :ivcrage employe wants is to feel that his interests and his employer's are identical, and that the employer wants to retain him so long as he makes good. \Vhel1 you get your entire force together give them a talk about the past, present and future of your business; and you will be surprised at the results. The 10yalty,andenthl1siasm of capable men will increase in proportion to their knowledge 01 the general aim of your business, its successes, and its possibilities. GOOD EMPLOYE A GOOD ADVERTISl':R. rf yOllr employes are familiar with the details of your business-such details as can be made public-and are inter-ested in it, they can exert a tremendous advertising force in your behalf, Vlhcll yOll set out to fight for foreign trade, and open forccs in AtlstraJia and South Africa., they will spread the news among their friellds. They will· advertise the fact that the se'\vingmachines yotl make are tlse.d the world over, even in Lapland; that your food products are turned out in the cleanest factory in the United States--or a hundred and 011e other things which it is good to have the public kna ..v... In short, an employe who is familiar with, -and interested in, a busi.ness can prOve of as mu.;:-h advertising value. as many dollars' "\'\;orth of newspaper or magazine space. Hy far the most imponant factor in retaining capable employes in an intimate and thorough knowledge of them. DIFFERENT TREAT3iIENT FOR WORKERS. No two men can be handled in exactly the same manner. One will produce the best results when he is constantly under the lash, and another can do well only when frequently en-couraged. A word of praise might ruin one of the former type, and harsh criticism would prove equally disastrous to one of the latter. Men are not machines and they resent being treated as such. They can do their best work only when they are sat-isfLed and enthusiastic, and the wise employer, by courtesy, consideration and a careful study of their various tempera-ments, will always strive to make them so. A loyal, enthusiastic, rcsult producing force of employes is a prime essential to modern business success. The ideal force is still a long way from us, but employers are constantly dra" ... illg nearer to it when they use system to find out which of their men are worth retaining, and then use tact to retain them and get from them the best possible work.-H. J. H. in Chicago Trihune. How Soft Wood Can Be Made Hard. It hal> fallen to the lot of a French engineer to show the world how soft woods can in many eases be substituted suc-cessfully for hard woods. The difficulty in the past has been the rapidity of decay around the spikes and bolts through the oxidation of the metal. The Frenchman's method overcomes this by a device con-sisting of a screw dowel composed of a cylindrical piecc of well-seasoned and creosoted beech or birch wood. This piece of wood is in the form of a screw with au exceedingly wide thread. A hole is bored in the center to admit a screw bit or ordinary spike. Tn bridge building and other construction wb:rk the ill-l'eLltion is ca1c1Jlated to be of great valuc. New Factory in Operation. 1'11e Henry Rowe )'lanufactming company, of Newaygo, lVlich., has commenced operations in its recently established factory, and made its first shipmcnts. The company manu-factures dm'lel pillS and rods, automatic turnings, mouldings, etc. 14 BUSS MACHINE WORKS HOLLAND, MICHIGAN ~:t~::',~~;W::~o3ofd Work.ing Machinery ~~~1,.:~Pl~an,ers, Vertical Sanders and Glue Jointers Write for Descriptive Circulars and Illustrations Improved clamps have now become an absolute necessity. We believe ours meets all require-ments, and why. Palmer Oluing Clamps Patented April lI,I8<}3. May 16, 18gq; March 22, 1904. FIJlsT-They have unlimited stren/{th and power; clamp instantly. yet securely, instantly released and the work removed as fast as it can be handled SllcoNv-They w111adjust themseh'es to am' width or thickness (not to exeeed the limit of size clamp used) and can be used to put a truck load under pressure while still on the truck. .. THIRD-Very durable, being" all malleable iron and steel, and not easily broken or ~ot out of order under any condition, no l:llatter by whom or how used. Catalogue explains all-write for it. A.E.PALMER NORVELLj MICH. Jackson County Concerning Your Backing Are You Usiug the New Travers Adjustable Spring Back on Your Typewriter Chairs? An improved, practical, tlJodem chair iron of low prices and durability. T his sutteasful chair back is the product of mUch effort and long ~xDeri· ence. Furniture men will find in 0 U T met a 1 chair fittings, something- that will put doHars in the till. You fumish tht' woodwork and our irons will perfect it. WRITE TODAV FOR SAME'LE AND PRICIUio Western Malleable and Grey Iron Works 903 Chase St., MIL WAUKEE, WIS. Our Clamps received GOlD MfD4l World's fair, St. louis CHAJNCLAMP tPatentedlJune 30, 1903. PILING CLAMP BLACK BROS. MACHINERY co. MENOoTA. ILL. VENE.ER. PRESS Patented June 30, 1903 GLOBE TRUCKS ARE COMERS. Convincing Features of a Practical Nature Win Admirers Wherever They Become Known. Tl1e excellent satisfactioll given by tlJe Globe Trucb, manufactured by the Globe Vise & Truck comlCany, has re-sulted in their attainng almost instantaneous popularity in every town or city where they have been introduced. Hun-dr~ ds of them are now in operation on the floors of the large1- factories and smaller shops throughout the country, and the replies received from their l1scrs arc strong testi-tllonials uf their merit. 111 each instalLce they are meeting with the :o;arIle uniform success, proof of \vhich is clearly dem-onstrated hy the SllcccS!-iive orders received from every place where they have once been introduced. The trucks are manufactured in two styles, No. 21 and No. 24. No. 2T is equipped with Gillt;'l1.e's frictionless rollcr bear-illgS. No. 24 is made with a smooth turned axle, chilled huhs and boxes. The wheels to this truck revolvc on the axle, the axle in turn revolving in the boxes. The regular sizc of the shop truck is twenty-five inches by forty-eight inches. The stakes to the truck stand thirty inches above the platform. A sufficient stock is ah ..·.a.ys carried on hand to insmc prompt shipment of every order. The company is pleased at all times to answer any inquiries, and to furnish fllll ill{orma-tion and price list of trucks whellcvcr desired. Electricity for Light and Power. Leading, yet keeping far ahead in the industrial progress of the \-vorld. the little electric spark of Benjamin Franklin's time has reached a state of development which the ordillary person, though aware of, fails to reali;::e. It is not surprising, for the ascendancy of elo::·.ctricityto the position of the world's greatest power has, for the most part, been an unostentatious one. Not but what the discovery of each new invention of which it is the life has becn duly recorded in the public press at home and abroad; still its rapid strides in sllpplanting every other known motive power is almost beyond comprehension. 15 A fe'''' years ago electricity was considered in the light of a luxury and too expensive-to be of any use in promoting the industrial growth of the city. Its introduction was gradual and its first recognition came as a sour~e of light. Many factories at the time were using the primitive kerosene lamp to light the dark nooks and corners, with perhaps an occa-sional arc lamp. At length, although this semi-darkness pre-vailed fOl' the workmcn, light dawned in the minds of the elnptoyers and several loo-light machines were installed in the largcr factories. The success of this step, as shown by the increased amount of work derived from the employes, led to the installation in a few years of SOD and I,ooo-light ma-chines. The ultimate result was the introduction of single lights over the bench of each "\yorkman. Electricity as a power followed, and during the past ten years has become daily more popular. Its practical and cconomic side is best exemplified in the case of small fac.1o-ries. Few plants of ordinary capacity being erected today but what depend upon the electric fluid for motive power. The saving is in the power house, engines, boilers and miles of beltit1g clnd ~haftillg. Instead of these motors are in-stalled, the power beillg Sl1PDliedby the local or nearby power compclny. The capacity of the,se motors ranges irom two to fifty horse-power. depending urOI1 their arrangement and the work dcmanded of them. In some factories individual motors are used, one being- installed for every machine. In others the machines are grouped to a sing-1c motor of sufficient power, ()l- a motor for each /-loor. Every plant is an individual case, requiring different trcatment, so that no fixed principle or Ttl1c can he followed. The arrangement depends solely upon the conditions and the amollnt of power required. In the larger plants steam is often necessary, which admits of the ma11tdacturc of their own power. Dynamos are in-stalled with the motors and the building wired to carry the cm-rent to all parts of the shop. It is stated by experts on tbe subject that the loss of power through loose belting and shafting is from twenty-five to fifty per cent, while wher(~ electric I11otors are used it does not exceed fLfteen per cent. [n addition to the saving in power is the total elimination of all danger to eDll;loyes, and of fire throngh oily waste and friction about belts and shafts. Morse Buys Samples. Among the huyers of large quantities of samples during the past month was GeorgeM. Morse, of the 'Morse Dry Goods cOl11pany, Grand Rapids. The IvIorses burned out early in the year and, having acquired a fortune, the an-uouncement was made that they would retire. An option was granted a gentleman from Chicago for the lease, good will and equipments of the establishment, but his failure to accept tbe same forced the l\Iorse brothers to resume, Their store, in which merchandise of every description is sold, is one of the hngest in the state of IVlichigan. Will Try the Co-Operative Plan. One E. F. lVIaho[lcy, a ,vorkmall, is promoting the organi-zation of a comrany on the co-operative plan to ellgage in the manufacture of fnrniture in Logansport, T nd. He is look-ing for twenty-five practical workmen with $1,000 each. or fifty with $500 each, to associate with himself in the organi-zation of the company. Factories, except in rare instances, have not been successful when operated on the co-operative plan in the woodworkillg industries, but perhaps Mr. Mahoney is possessed of the tact and managerial powers necessary to prove himself the exception to the rule that has caused fail-ures in the past. 16 ;tI~TI'{-:rQ .,.- • WITHOUT DOUBT Workmen do more and better work in comfortably heated building.,. than when shivering with the coldAAA With no system can the desired results "A 'R. C" be secured so rea.dily as with the V Fan System THE NATIONALWOOOgNWARE Co. of Grand Rapids. Mich, recommend it in the following language: "We are pleased to state that we have made a thnrouJlh test of the H1!lll.terwhich we purchased of you about two years a~, and find it satisfactory in every way. We. find that it promotes a unifonnity of temperature, the best of ventilation, aod little expense in operation. We will be gilld to recom-lr.. cnd your Heatus to any olle who wishes a thorollgh and effective healing system." It's none too early to prepare for winter. We would like a chance h sol",e your pl"OblelD. AMERICAN BLO WER r'-o",.,DetTOI°, t M'~ch. -FaDS aDd Blow... for all PurDoa.s- NEW YORK CHICAGO ATLANTA LONDON INSIST ON HAVING Morris Woo~ 3 ~ons' SoM ~teel Qlue Joint (utters fol' there are no otherJ' "ju.rt aJ' good .. They cut a clean perfect joint always Never burn owing to the GRADUAL CLEARAI\CE (made this way only by us), require little grinding, saving time and cutters. No time wasted setting up and cost no more than other makes. Try a pair and be convinced. Catalogue No. 10 and prices on application. MORRIS WOOD ®. SONS Thirty-one years at 31-33 S. Canal Street. CHICAGO. ILL. STlI.ffORD fURNITURE ENGRII.VING Our half tones are deep, sharp, Clear; giving them long wear and ease of make-ready. Every plate is precisely t,!<"pe-lugh, mounted on a perfectly sq,uared, seasoned block trImmed to pica standard. All llre proved and tooled until th .. hest possible priJlting quality is devel ...p.ed. Specimens mailed on request. STAFFORD ENGRAVING CD. "Th~ House of ldea8', I'\lDIA.NA.POUS. INOII\NA. Jamestown Panel an~ Veneer (0. (INCORPOR.ATED) ========'~f A N UF ACT U R ER 5 0 F======= Veneered Panels and Table Tops Lll.RGEST STOCK Of VENEERS MAtiOGANV, QUARTERED OAK, RlRDSEYE MAPLE, CURLY BIRCH, WALNUT, PLAIN OAK. PLAIN BiRCH, MAPLE, eROS$- BANDING. The Best Workmanship and Finish Office. 50.58 Steele St. JAMESTOWN.N. Y. TWOLARGEfACTORIES-Jamestown. N.Y. AshVille, N.Y. Get our prices before buying elsewhere. Samples on application. .1 7IR'r I.s' JI.l'J" M# ? $r. 17 WALTER CLARK 535 Michigan Trust Building Citizens Phone 593 3 WALTER CLARK has a fine, large stock ot PLAIN VENEERS In OAK, BIRCH, MAPLE AND POPLAR. Just the thing for Backing, Cross- Banding and Facing G RAN D RAP IDS, M I CHI G A N EXPANSION AND CONTRACTION OF WOODS. Timber That Causes No End of Trouble While Going From the Dry Kiln to the Finishing Room. One of the great difficulties with vvbich the wood\vorker 111 the furniture industry has to contend is the s\'\-elling" and shrinkage of woods after they have left the dry kiln. The effect of the climatic conditions ie.; similar to the expansion and contraction of iron by heat and cold. There is OllC great and all-important difference, h{HVever. an(! that is the effect of varying temperatures on iron has been reduced to a scien-tific basis, mathematically computed and involved in engineer-ing principles, ,'vhich are religiously taken into consideration in all iron structural work of today. vor the workel'" in woods there is no such guidance, because the uncertain ~ll1ality of his raw material in this respect vv"illnot permit of its b~ing accurately gauged. For much of the following information on the expansion and contraction of woods the Artisan is in-debted to J aIm T. Strahan, ~ well-known and experienced superintendent in the manufacture of furniture. So long as there is any life in a wood it will shrink and swell. The extent of this diversion frol11 the dimensions orig-inally established by the saw may depend upon four things-the ql1ality of the wood, the couHtry of which it is native, the conditions lInder which it is cut, and the climate in which it is used. All of these exert a vital influence. JiIany 'NOorl'i have a tendency to s\vell or eXfand in summer and to shrink in winter. This is because the dry kiln process does not kill all of the life in the wood. This is ,vel! illustrated in the aver" age house. A door, even though it has been in llse several years, ·will sometimes swell in the summer through the wood having absorhed the atmospheric moisture to such an cxtent that it 'will require considerable planing to induce it to close. If it is planed too much, a wide crack will he found in the winter between the edge of the door and the casing, alld the housewife will wonder why. This is shrinkage or contraction of the wood through the thorough dryin/S out of its pores again. But, although the expansion and contraction of woods may well be considered a universal property, there are some woods in which it is more marked than in others. Among the woods that are noted for the amount of moisture they will absorb after leaving the kiln are poplar, basswood, elm and cotton-wood. A cottollwood board one foot. in width will. under certain conditiolls, expalld one-quarter of an inch or more. This wood will also contract in abollt the same proportion. Plain oak belongs to the class of woods prominent for their shrinkage in width. Quartered oak and sycamore ,,, ...ill not shrink in width. but will contract in thickness. This is a characteristic attributed to all varielies of qnartered woods. Thoronghly air-dried and kiln dried ll1lnbcr will not sho-w this shrinkage and swelling. Efforts are made by the woodworker to uvercome these deviolls and uncertain traits of his material by a combination of veneering and oifferent kinds of wooos. This accounts for the amount of frame and panel work of today. In all cases where there is a large surface, as in bureau and table tops and some forms of piano work, the five and sevell-ply work is used in an attempt to overcome this difficulty. In this respect it is not always effective ·where the surface dimensions exceed four inches. It is almost impossible, according to the best authorities, to make good furniture out of lumber that is not air-dried or seasoned eefore it is kiln dried. Po.rters Enlarge Factory. C. O. & !\. D. Porter, of Grand Rapids, manufacturers of vvood working machinery, have been obliged to add 2,300 square feet of floor space to their factory on account of in-creased bllsiness. They state that their business this season far exceeds that of a year ago and that orders on hand are keering them working to fun caracity, with no let-up in sight. Appellate Judges to Define Boycott. The appellate court will shortly be called upon to consider the question of whether uuion labor methods of denoullcing non-union hOl1ses by publicity, appealing to patrons to throw their trade to other firms, can be termed a boycott. The mat-ter will be brought before the higher court through an apr;eal by the president of the union barbers. It will involve many interesting points of value to labor leaders. Eulogized William Roscher. The St. Louis (Mo) Furniture Board of Trade, at their monthly meeting on August I, adopted resolutions of respect to the memory of the late William Roscher, formerly the president of the board. Remarks eulogistic of the deceased were made by J-I. ]. Kentnor, G. 1'. Parker, ]. A. Reardon, and others. NEW YORK AND PHILADELPHIA. Via GRAND TRUNK·LEHIGH VALLEY ROUTE. Three fast trains leave Grand Rapids 9:30 a. m. daily, ex-cept Sunday, arrive New York 10:50 a. m., Philadelphia, 10:30 a. m. Leave Grand Rapids 2:45 p. m. daily except Sunday, ar-rive New York 4:30 p. m., Philadelphia, 3:40 p. m. Leave Grand Rapids 5 :30 p. m. daily except Sunday, arrive New York 8:40 p. 111.; Philadelphia, 7:25 p. m. Sleeping car Detroit to l\~ew York all 9:30 a. m. train; sleeping cars Durand and Detroit to New York on 2AS and 5:30 p. tn. trains, C. A. JUSTIN, C. P. & T. A. 18 ESTABLiSHED 1880 PUBLISH EO BY MICHIGAN ARTISAN CO, ON THE 10TH AND 25TH OF EACH MONTH OFFICE-2-20 LYON ST.• GRANO RAPIDS, MICH. ENTERED AS MATTER OF THE SECOND CLASS An exchange discusses the possibility of developing a typ-ical American style, as follows: "Most writers on the subject make a serious mistake by looking for some sort of style in handicraft. Never, my masters! The most typical American feature is the use of machinery. America is the greatest ma-chine- using nation, and the American style will be one adapted to machine manufacture. Its first "samples" may be made by hand, but the thing that must be made by hand only will never be of sufficient import to form and uphold an American style. Tn a Paris of a few hundred thousand peo-ple, the life centered in the courts with its thousand or so people, a style-hand-made-could live and make a mark; in an America of 80,000,000 the single hand is lost; ten thousand looms, woodworking machines, raper printing machines, must work at the same style before it becomes existent." Let us look into this matter a little further. The style that typifies the character of the American character is plain, neat and substantial-the kind of furnitnre that was first made by the monks in the missions of southern California. \Vere not the monk cabinetmakers Americans, and the missions where their furniture was built in America? The style the monks originated fulfills the requirements suggested 'In the para-graph quoted above. The newly organized association of manufacturers of fnr-nihue has already served a good purpose. It practically pre-vented price cutting during the late exposition season. A few cases of reduced prices were reported, due to over-anxiety to sell when the prospects for the season were not encourag~ ing. The association might serve another good purpose by instituting an investigation of the buyers and sellers' com-bine, operated to the loss of both the manufacturers -and the merchants. "Graft" is not confined to the factory department of the furniture business. Manufacturers of good furniture long ago realized that it IS impossible to finish a piece proj)erly so long as the least bit of moisture remains in the wood. \"lhen a water stain is applied, means must be taken to extract the least bit of mois-tnre before the work shall be filled. The moisture in glued-up work must also be extracted, and in properly equipped fac-to'ries dry kilns form a part. Very often it is advisable to permit wood to season before the process of mannfact1.1re is completed, to escape the evils following the contraction of the grain. Having sllccessfully grafted the American walnut with the English walnut and produced a fast-growing tree that will be of great value in commerce, it is said that Luther Burbank is considering the practicability of grafting the bird's-eye maple with mahogany. \Vha! a wonderful example of figure and color would result if the graft proved successful. It is stated that twenty thousand by the mail order houses of Chicago, persons are employed All kinds of merchan-dise is sold, and a very considerable part is furniture and kindred goods. The trade of these honses is greatly esteemed by the manufacturers of furniture, especially when their ware-houses have been filled and trade is dull. In the opinion of the Chicago Furniture Journal the at-tendance of buyers upon the semi-annual furniture exposi-tions in Grand Rapids will not increase in number, while a steady il1C'xcasemay be looked for in Chicago. Of course. The knocker sees only his side of a proposition. The sale of sample lines of furniture in Grand Rapids is badly split up, every retailer of note having engaged in the game. Buyers have learned that samples are sold in Chicago and other cities, and the trade is not of so much importance by fifty per cent in Grand Rapids as formerly. Rothschild, of Chicago, is selling a stock of chamber suites the house claims to have purchased for sixty cents off list prices. In the eyes of the public the profits of the manufac-turer of furniture mllst appear to be enormous. Any cabinet maker can make a piece of furniture; some cabinet makers can sell it; but thccabinet maker who ean make a pieee of furnitme, sell it for a profit and make good use of it, cheats folly and becomes wise. Perhaps if the sample selling business was not so well advertised there would not be so many samples offered in the markets. In this connection it is proper to inquire, "Does advertising pay?" When the beef trust shall be rooted out, the C05t of glue should be reduced. This statement is made with deliberation. It will be noticed that the word "when" is employed. Reports from Chicago show that all of the striking furni· ture wagon drivers have been restored to work by their em· ployers, the furnitme dealers. The most valuatlc woods for manufacturers of furniture are mahogany and maple. Neither will swell or shrink during the process of manufacture. Spindles are freely used in the manufacturers this season. ing? Queenanllward? many of the \Vhither is lines offered by the trade drift- The buyer can he driven through a line of samples, but he cannot be made to buy if he fails to see merit in what is offered. Queen City Furniture Club Entertain Ladies. "Ladies' Day" was fittingly observed by the Queen City Furnitllfe club, Cincinnati, at Krollman's garden. The event was carefully planned and successfully carried out. A feature of the day was the canquet in the evening, at which covers were laid for abol1t one hundred members of the club and their friends. An excellent menu was served, followed by speeches and music, making it a memorable occasion for all who participated. David Tappe, president of the Modern Furniture company, is president of the club. DIFFERENT METHODS OF PAYING SALESMEN. Sales Mana~ers of Prominent Houses Give Plans That They Have Found Effective Through Practical Experience. In answer to the question, "What system of paying- sales people secures the greatest efficiency and the best results?" "System" prints four intervic'wi-i with sales managers who have tried different ones in actual operation. Two of these men are managers of retail stores and two of manufacturing houses that sell direct to the consumer. Their replies show that the rate of c()mpell~ation is many times governed by the character of the business as wel1 as the qualifications of the salesman. The interviews in part follow. J. J. Blumenfeld, general manager of the Eoston Store, Chicago, says: "Make the money relation right-instill the feeling that the employe is getting .vhat is coming to him-then you will get loyalty. Ten per cent of am employes have been with us ten years; twenty-five per cent were in onr em-ploy five years ago; fifty per cent have heen with us at least two years. These facts and fig-UTes talk and scarcely need any comment. They are the result of two principles laid down: First, the ideal money relation which \ve have estalJ-lished- the s,ystem by "vhich clerks are paid according to the work they do and the results they obtain; second, because of the general friendly, fair treatment we accord to them at aU times. SMALL SALARY AND GOOD CO"I"lISS[().)L "\'Ve pay our employes a comparatively small salary, hut in addition to this we pay them a special commission upon every sale they make. Thus, if they have the 'stuff' in them, their real stilary is higher than the average paid to retail sales people. :-'leetings of the clerks are held on every floor of the house nearly every night. l'donthly meetings of in-spectors, cashiers, buyers, floor walkers and department man-agers are held. At all of these the (:;rincipal subject of dis-cussion is 'Sales'~why they were not higher, how thcy can be increased. And these meetings bind the saks force to-gether- creatc a feeling of llnity. Vle have a book in which are recorded the llames of the three salesmen making the highest fales for a given period, and the names of the three making the least. The strife to have the honor of a name among the first three is very keen among the sales people. These names are known to everyone in the store each month. The names of the lowest are not made public." D. F. Kelly, manager of Mandel Brothers, says: "\Ve em-ploy a modification of the straight salary system of paying sales people and believe this gets the best possible results in a retail business. Vo/e do not use the commission system, as '·...e believe this is a subterfuge to get the salesman to work off unprofLtable stock. V"/e have worked out a method. henv-ever, of managing our salary system which gives a salesman the same spur and incelltive to boost his sales. This is ac-complished in three ways. "First, we judge of a man's sales ability when we hire him, by his appearance, personality and previous experience. We then fix his salary on the basis of his apparent selling ability. QUI' sales people are divided into several classes, according to their sales, the people in the same class receiving approximately the same salary. Second, we have a schedule of sales for the sales people in each class. A salesman must approximate this amount each day to keep his record good. there is a fixed amount below ".·.h. ich his sales should not fa.ll. Third, we keep a schedule, and the resl1lts of each sales per-son's efforts are placed before them continually hy verbal praise and repriman[ls. 1t is for these reasons that I helieve a sales force should be made up of high-priced, experienced men. The returns they bring in are worth more net profit to any concern. It is a false idea to suppose that sales can be inflated by the commission system." 19 TRYING OUT THREE SYSTEMS. I-Tarry M. Ballard, district manager of the Fox Typewriter company, mentions three systems which his finn is experi-menting with at present with a ,,~iew toward obtaining the bcst results. "First, there is the straight salary," says Mr. Ballard. "This has its limitations. if a firm had a force of sal,esmen all of whom had been tried out and found to be First-class, this would be the ideal system. nut it takes three months to tryout anew man. Then he may do just well enough so that we give him a chance to hang on three months longer. If he then proves a failure we are compelled to dis~ charge him and the six months' salary has been wasted. "Second is the system of paying a salary and commission, which is now employed by most of the tyrewriter comranies. This method is unfair to the man who makes the highest sales. Third is the straight commission payment. This se-cures good results to a certain extent, but it has its draw- ]lacks. The main difficulty with it is that the sales manager is not able to keep a firm hold on his men. If a salesman re-ceives only a commission he becomes too independent. He may become irregular in his hours of work. This is demor-alizing to any sales force." Joseph T. Leimert, manager of the retail department of the Cable Piano company, says: "This question resolves itself into the proposition of how to sell the greatest number of pianos at the least possible expense. There are three plans of paying salesmen in general use-a straight salary, salary and conunission, and the straight commission. I have worked l1nder each plan and have operated sales forces under each plan. }ly experience has convillced me that the straight salary is by far the most satisfactory to both employer and enlploye. Atv reasons for this ,conviction may be summed up under the following heads: "First, a straight salary secures more perfect team work among the salesmen, which is very important in selling pi-anos. Second, it avoids destructive competition among sales-men of the same house. Third, it avoid!'; loss of time and frequently the loss of a sale. Fourth, the straight salary system makes for kgitimate methods in selling. The sales-man is not allxions to sell at any price to get a paltry com-mission. Fifth, the straight salary system secures a better quality of salesmen, and therefore a better grade of business." Are Wearing That Happy-Surprised Look. Good, steady trade is reported by the lll"addell Manufac-turing company, with every indication for its continuance through the fall months. "I have just returned from a trip through the east," said Mr. W'addell, "and I saw big crops on the farms through Michigan, Canada, New York and Pennsylvania. This speaks well for the fall financial condi-tion of the farmers, and it is a recognized fact that the life of trade comes from the soil. Locally, 1 fmd the business men wearing a sort of happy-surprise look. All, invariably, report good business, which is contrary to their expectations of last spring." For the Benefit of Creditors. In the case of the L"tica Fire Alarm Telegraph company against the \Vaggoner \Vatchman Clock company, which has been on trial in the Grand Rapids courts, the receiver for the defendant has been granted autbority to dispose of some of the property for the benefit of creditors. A "Shut-Up" Bed. The introduction of the folding bed in this country dates hack to 'lye Ilfesse bedstead," which appeared about 1653. It is defined in Johnson's dictionary asa bed so formed as to be shut up in a case. 20 Furnishing a Honeymoon Flat. By HARVEY J. O'HIGGINS. 1. The ferry house clock, at the foot of Christopher ~treet. marked fifteen minutes r ast five, and all the trucks of the wholesale district were hurrying in, over the paving stones of the side streets, to the wide esplanade of asphalt that lies along this stretch of the New York water front. They kept coming like the straggling rout of a commissariat, with noise and confusion, clattering over the uneven pavements and bumping across the car tracks. Already, hundrd.s of them, their empty shafts thrown up before them like stiff arms, sup-plicated the sunset in long rows, cart-tail to cart-tail; and down the open passageways between them, the driver:=-,jolt-ing along on the fat backs of horses with dangling traces and swinging n0se bags, raced to the boarding stables like farm boys, free for the night. Carney was late. He had hoped to have his teac!! stalled by five o'clock, but his last delivery of packing cases had not been taken off his hands until ten minntes fast five. Now he came down Christopher street like a Roman chariot racer, standing behind the high seat of his double truck, shaken to the ears with the jarring of the axles, his hug,,_Clydesdales pounding along as if to break their hoofs. He tllfJlE'rl in on the asphalt at full speed, and wheeled with the recklessness of a battery going into action; and before the h~.'Ul1 {"Ollld catch breath, he had unhitched the tugs, freed the pole, vaulted on to "Sharkey's" back, and set off at a gallop to the stables. He hoped to be married that night-or, rathl"r, there was a fearfully alluring possibility that he might he -amI his bride-elect would leave Sturm & Bergman's displrry re-om.; at six. She might wait for him and she might not. It was already half-past five when he hurried into a. water front saloon to get the bundle of clothes which he had left with the barkeeper that morning; and he struggled for what seemed hours, in the· little washroom there~fighting with starched linen and twisted suspenders-to get himself into his wedding garments. It was a hot August evening". His fingers were slippery with perspiration; his neck was !:m'-ell~d with blood; he strangled in his efforts to fasten his celluloid collar; and every time that he paused to take breath. a l'lumb fear quaked in his inside at thought of the uncertainty he was facing, and he wiped his forehead limply on his shirtsleeves and sighed hard. He ran for a street car with his coat over his arm, pawing at the back of his necktie in a vain attempt to catch it under his collar button. The conductor pulled him to the platform as the car started with a jerk. "Wha's the time?" he gasped. The conductor thrust him aside. "Quart' t' six." He clung to the brass hand rail weakly. He had had. no food since breakfast, except a glass of beer and some free lunch biscuits; his legs were aching from the vibration of the truck; he swayed with the motion of the car; and every now and then-overtaken by the fear that she might have been merely giving him" a jolly"-he blinked like a man in a "drop" elevator when the cage floor leaves his feet. Not so the lady. She was a cloak model, "36 figure," in Sturm & Bergman's; and she had been parading all day in various winter furs and jackets before. the critical eyes of wholesale buyers from out of town. She had walked up and down interminably, as graceful as a drawing room belle, but as indifferent as a dummy. One of the younger buyers, ad-miring the stately creature in her "princess" gown of black brilliantine that fitted her like a mold, asked her with an air of gallantry whether she did not ever tire. She lowered a supercilious stare on him, and said "Ugh?" The salesman interposed hastily: "Now here's one of our newest de-signs--" At six o'clock she turned from the window where she had been idle, and went to the dressing room to put of her lihar,· ness' and elothe herself for the street. She did not hurry. The younger girls giggled and chattered around her, array-ing themselves in open-work finery and picture hats. She was the last to leave. Her face had lost its work-hour hcavi-ness and flushed with the faintest twinkle of excitement. It returned to affected indifference when she saw Carney across the street. They met as if by accident, at the corner. "Well?" she said . .He reached his hat brim awkwardly, his coat pinching him under the arms. "How yuh he'n?" "Fine. How're you?" "A' right." And suddenly there was nothing more to say. Carney usually relapsed into this satisfied silence as soon as they met; and she, tonight, instead of making conversation for him, looked straight before her with an air of saying: "Go on. now. I've helped yon all I intend to. You'll have to do this by yourself." They walked up Broadway together, as they had done a score of times before. jostled by the crowds that poured from the stores and office buildings. Neither of them spoke. When they came to Astor Place, she turned east toward Third avenue, as if she were going home. "Hal' on," he said. "Ain't yuh~-" She'looked at him. "Ain't I what?" He hitched up his neck in his tight collar. "Ain't yuh-gain' to have somethin' t' eat?" She could see that this was not the question he wished to ask, but she pretended to notice nothing. "Where'll we go?" "What's the matter with Dinkey's?" All right." It was six months before that she had met Carney-one midday-as she was going out to her luncheon and he was delivering a load of goods to the freight elevator of Sturm & Berman's. She had recognized him at once by the scar on his upper lip, and she remembered the day she had given him that wound accidentally. (She had been breaking up a box for her mother's firing, and the head had slip~ed off the hatchet and struck him in the mouth.) He had been little Ph illy Carney then, going to school; and she had been "Clare" Walsh, carrying parcels for "Madame Gilligan," of Ninth street. That was fifteen years ago now. They had been neighbors in Cherry Hill's "Dublin Row" at the time. But when her widowed mother died, she revolted against the slavery of her apprenticeship to the dressemaker and went on the stage as a chorus girl for three contemptuous years. The vanities of the theater had sickened her sturdy independence; she had returned to the working world as a shop girl and accepted a better position as a cloak model. When_Carney met her, she was adrift on the life of the city in a sort of unambitious isolation, working stolidly, lonely among the younger girls with whom she had no sym-pathy, and bruskly repelling any flippant advances from the men. She had lost track of all her girlhood acquaintances. "Dublin Row" had long since been torn down. And when she saw Carney with his truck, it was like meeting an old friend in a world of strangers, II. "What'll yuh take?" She looked over the greasy bill of fare, her arms on the little table. They werc in a basement restaurant that offered a "regular" dinner for .twenty-five cents. There were ants in the sugar bowl and gravy stains in the saltcellars. "I could ..:at a horse," she said. He turned to the unshaven waiter absent-mindedly. "Same fer me," When he stopped laughing with her at his was more at ease with himself and his clothes. that's a joke," he said, as soon as the waiter had bring soup. She patted her back hair, looking at him with that flirta-tious air which is proper to a cafe dinner. For him. the sparkle in her face was so hrilliant that he could not see any defect of beauty ill her high cheek bones and her lean mouth. She dazzled him. He weighed his fork on his big fingers. "Say," he asked huskily. "did yuh mean that, las' night,," She reddened, startled. "Mean what?" "You know:' She tried to laugh. "Did you?" "I seen Father Dumphy this afternoon."· ;;You did!" Her lips still held the wrinkles of their smile; but her eyes, fixed on him, kept twitching in and widening out in an alternation of incredulity and hope. "I thought you-I tal' 'm we'd be aroun' to see 'm t'night -if yuh'd come." mistake, he ';WeIL an' left them to 21 She had to continue in charge of the dinner, because Car-ney was in no condition to do more than eat; and he ate as if he did not know what he was putting into his mouth. All day, there had been but one thought in his mind; did she really mean to marry him? Now, with her assurance that she meant it, this woman with the walk of a goddess had suddenly stepped into his blank future and filled it with a bewildering richness; he went about his meal in a dazed attempt to re-construct his view of his life around that glowing vision. At one moment, he devoured his food; at the next, he sat with meat impaled on the tines of his fork, forgetting to open his mouth for it; and when she spoke to him, he listened, smiling, without any apparent comprehension. She left him to his silence at last, and they finished their dilll1er without a word. He sat over the empty dishes, until she said: "Vv'el1?" I-Ie grinned. ;;When did you say you'd be there?" ;'Where?" She did 110treply, and he looked up at her timorously. Her gaze searched his face like a light that took him full in the eyes and confused him. He stammered, "l-I~ " The waiter shuffled up with their soup and interrupted them. Camcy, in his embarrassment, gulped a steaming spoonful and burned his throat. He felt her smile on him and met it with a twisted mouth. She choked hysterically. "Did-did yuh mean it?" he insisted. She answered, behind her handkerchief; ';l guess so-if you did." She heard his spoon clatter nervously in the soup plate, \Vhen she had \viped her eyes, she saw him ''v'ith another scalding mOllthfnl at his lips, and she cried: "You'll hurn yourself!" He spilled it into the plate. He wiped the splatter from his coat front with his table na:lkin and mopped his forehead, ;;Gcc\" he said. She leaned back in her chah a:lc! watched him amusedly. ';Fish?" the waiter asked, behind her. ';Yep. Fish," she answered; and slle spoke in the voice of a woman who '...a.s henceforth to do the ordering for two. She straighten:!J her hat, trying to look up at it through her eyebrows. "Father Dumphy's." He came down to earth with a pe,rceptible jolt; he had forgotten that part of the affair. He was like a man unex-pectedly left a fortune; he was so busy planning his new life that he, had forgotten to consider the legal procedure incident to the inheritance. 1-1 e had Iorgotten more than that, as she discovered when they came down the stone steps of the church into the night, man and wife. She was both laughing and exasperated. "You're a peach:' she said. "How'd you think we could get married without a ring?" He shook his head, blissfUlly shamefaced. "It's bad luck," she said. "Besides, that ain't a "wedding ring at alL" He looked hopelessly at his father's big seal ring on her' outstretched j-inger. "Well, say. Come and get one." ';Yesl \!\.There'll we get one at this time of night?" "T don't know." "N o. Neither do 1. Put on your hat, silly," He put it on. They walked to the corner. He hesitated there, fumbling in his poc.kets. 22 "Well?" ""Vhere-where 're we gain' to go?" he faltered. "What!" "1-1 didn't know whether yuh meant it," he pleaded. J "An Ididn't make 00- lvly place ain't fit- It took all the money I hadto payhim. 1--" "Well, Phil Carney," she cried. "If you ain't the limit!" He did not deny it. He looked all around him at the passersby, as if he thought they could help him. "What're yuh gain' to do?" she demanded. He had money in the savings bank, but that was out of rc.ach till morning. He had a brother in Brooklyn. but they were not on very friendly terms. He might borrow some-where- enough for one night in a hotel anyway-perhaps ,-from Mrs. Kohn, from whom he had rented his room, or from his friend the barkccrer with whom he had left his clothes. But those two were at opposite ends of the town; and while he was trying to decide which h~ should apply to, she walked out into the road to reach an approaching street car. "Where yuh gain'?" "I'm going back to my room," she said disgustedly. "You can go where yOUlike." 7lRTI0'JI~ &3 7%+ he hired out by the day instead of by the week-for he had the finest horses on thc water front, and he wished to reserve the right to keep them in their stalls whenever the streds werc too dangerously iced in winter, or too dangerously sun-beatcn in summer, for them to be at work. So, when he w:)ke next mornin, he was under no necessity to ask leave of ab-sence for the day. Long before the other drivers had arrived at their stables, he was hitched up, and by the time the water front had wak-ened to the day's work, he was driving up and down the cross streets of the East Side, reading notices of flats to let. The janitors were putting out the ash cans. He hailed them from his high seat with "How much 're yer rooms?" Then, with the price in his eye, he "sized up" the front of the building, shook his head, and drove on. He wanted something new; no "second-hand" flats for him. He did not intend to .pay more than fifteen dollars a month rent; and he did not wish more than four or five rooms. It was eight o'clock before he came on the row of apart-ment houses that are known to the neighborhood of Second avenue and Twelfth street as "The Honeymoon Flats;" but it did not take him ten minutes to decide that he had found And when Carney t!nlered that parlor, he took oft his hat. "\Vell, say," he protested. "his home. The last of the buildings had just been opened for "Well, say," she mocked him. wrhe next time you ask a occupancy; it was in red" brick striped with white stone fac-girl to get ma.rricd, you'd better have some place to take her ings; there was a shining brass hand rail down the front to. I can't live in the streets, can I?" steps; the halls were gay with crimson burlaps; and on the That silenced him. He stood beside the car step forlornly fifth floor there was a flat of five rooms, papered in gorgeous as she got aboard. "Good night;" she said. "I'll see you to- designs of red, green, and gold, to rent for twenty dollars a morrow." month. He remained in the middle orthe street-watching the car The fact that the houses were called "The Honeymoon climb the slope of the avenlle-until a moving van almost fan Flats" because none but inexperienced housekeepers would him down. The shouts of the driver sent him back to the try to live in them was not known to Carney. They were un-sidewalk; the movement of the late shoppers turned him heated, except by gas grates, but he was not one to think of round; he drifted away aimlessly. heating arrangements in midsummer, and the gates were About midnight, he came to the foot of Christopher street bronzed and glittering. There were "cracks anjund the win-and stOOQlooking Qut at the bivouac of the army of trucks dow frames large enough to put a finger in, had he looked for like a deserter returned to his camp. Ilis hat was slanted them-but he did 11ot. He saw gasoliers as resplendent as dejectedly down over his eyes; the torn ends of his celluloid the most gorgeous he had ever seen in a saloon; and they collar were rrotuding under his chin; he carried his coat over hung from ceilings that were bright with squirt-brush deco-one shoulder. He stepped down heavily into the gutter and rations of red and blue flowers and red and green fruit. The stumbled across the road. lathroom shone like a plumber's window display. "A' right, Jim," he answered meekly, to the challenge of Carney nodded. "'5 all right," he said. "'S all right." the watchman, "I'm gain' to sleep in the cart." He left his watch as a "deposit" and drove off to his break-fast; but he went round about, ~by way of Third avenue and Canal street, slowly, on the lookout for furniture stores. When he came to one with a gold sign, in letters a yard high -"Everything for Housekeeping," he stopped short. Below III. Like the majority of New York truckmen, Carney owned his own team and wagon; but unlike the majority of them, it, on a net banner, he read: "Ask to see Ollf $T29 flat, fur-nished complete. Ten per cent off for cash. One do1Jar opens an account He read it twice, muttering it over. Then he whipped tip his horses suddenly and rattled down the street with as much noise as a tally-ho. "Gee!" he laughed as he swung the corner. "T11is'll b\.1st the bank." On the fourth floor of .i\littellJaull1 & Schwarz's "l<llrni-ture Emporilltn," the enterprising manager had screened off four compartments to represent a parlor. a beclrooll1, a kitchen, and a dining roolU. And \,.,,-11(C'1a1r11ey entered that parlor, behveen pea-gre('n portieres beautiful ,,,,ith yello\''''1Jall-fringe, he took off his hat. Four ricb red ;;damask" chairs and a sofa were arranged symmetrically abollt tbe walls; a square "parlor" table, as big as a chessboard, stood in the eX3.ct center of the room on the exact center of an ;'Oriental" rug that was made of a yard of cheap carpet with a border sewn on it; and in the eX;Jct center of the table, a very small lamp supported by a very large globe shade that was decorated like a dyed Easter egg. A ;'pier mirror of French glass" distorted reflections from the wall opposite the doorway. .l\ chromo au a bamboo easel stood before a pair of lace curtains that were hung to repre-sent a window. Everything was brilliant with varnish, rich with scroll saw carving, upholstered in imitation plushes and ball-fringe. Carncy looked around him in awed silence; and when the salesman turned his back to lead the way into the bedroom, the big truckman furtively smoothed his hair. That bedroom-from its "golden oak dressing case and wash stand" to its ';elegant, brass-trimmed, steel, enameled bed"-was luxuriously complete. In the dining room, an "oak" table was set with "decorated English" dishes, as thick as quick-lunch china. An ;;e1egant sewing machine with a five year guarantee' stood at the foot of the puffy leather couch. There were forty pieces of tinware in the kitcheu, a Hgolden oak" refrigerator, ten yards of oilcloth-;'everything to make home comfortable and a woman happy." Carney said, with a heavy affectation of nonchalance: "1 guess this'll do." He went down into his bulging trousers pocket for the roll of bills be had drawn from the bank. ;'1 got my truck outside. I'll just take the stuff along with me." There were difficulties, but he overcame them al1. No car-pets went with the $129 flat; he paid extra for them and got a superb design of yellow flowers, as big as pUlTJ.pkins,on a flaming scarlet ground. There "vas a cotton"'batting ;'down comfortable" on the bed, but no sheets or blankets; he hought them \"iholesale on the lower floors. If there was any-thing he seemed likely to forget, the salc::::man tactfully re-minded him. He hired )''1itteIbaum & ScIl\",arz's official carpet layer to help him move. in; and having paid $25 on account and signed an agreement to pay $2 a week thereafter, he took his center table in one hand and his parlor lamp in the other and led a procession of employes with chairs, tables, pillows and tinware to his truck. "Shake yerselvcs, now, hoys," he said. "I ain't got all clay on this job." They shook themselves. By midday, the parlor carpet. was laid; a green matting ,'vas down in the dining room; the ten yards of oilcloth adorned the kitchen, and Carney, standing in the disorder of the bedroom where all the fllrnitllre ,vas piled, smiled around him on the beginnings of his happiness-and felt hungry. It reminded him that his team had not been fed. He was alone in his own house all aftenioon, putting things to rights. The front room \,,,'as easily arranged, be-cause he remembered exactly how it had been set up in the: furniture store; but the bedroom gave him a bad haH hour. The side pieces of the bed did not tit the ends; the brass hall trimmings came off in his impatient grip; the pillows would not go into their slips until he took them fairly between his 23 knees and drew the cases on like stockings. The pillow shams he spread all the wash stand and dressing table. By four o'clock he had the forty pieces of tinware arranged on hooks around the kitchen, and the agate-ware kettle, filled with water, set on the gas stove. It was then he found that there was no gas in the pipes; but the janitor, frantically sum-moned. led him to the meter in the bathroom-a "quarter-in-the- slot" tenement house meter-made change of a dollar for him, and shO\>,iedhim ho\',,' to put his money in. The rest was a matter of hanging the curtains and the ('hromos in the front mum. Carney shook his head doubtfully at one of the latter -a pictme of a yellow horse dragging a sleigh-load of wood lip a forest road in a snowstorm. "Darn mut," he said. He'd ought t' 've had a team for that haul." But the crowning audacity of his day was the purchasing of a delicatessen dinner-cold chicken, sweet pickles! potato falad, Swiss cheese, bologna, rye bread, a wooden plate of butter, and fOUTbottles of imported English ale. He spread it on th~ table, in the dishes of the ';decorated English tea set," drew up two chairs ,md surveyed his work from the doonvay with a chuckle of uncontainable delight. IV. 1£ Mrs. Carney had been a bride out of a book, she would have entered that flat in the most adorable ecstacies of appre-ciation. But, unfortunately for Carney, her mind was not fic~ tional, and she had been using it all day. She had repented of leaving him, the night before, as soon as she had irrevocably laid her street car fare; and she had hurried down to her work, that morning, expecting to find him at Sturm & Bergman's side door. When he had not ap-peared at luncheon hour, she had been so worried that she could not eat; and the afternoon's parade in fall costumes, with the thermometer at eighty-six degrees, had worn her weak. At six o'clock she came out, desperately resolved to inquire for him at his rooms. And he was at the corner to greet her with a smile that: in the circumstances was idiotic. His explanations were irritatingly incomplete and incoher-ent. It exasperated her still more to find that her bad temper could not chafe a geniality in him that had no adequate cause apparent. She had to remind him again that she had no wed-ding ring as yet; and he blithely put her off with a promise that they should get one in the morning. She was peevish with hunger. She ",...ished her dinner at once. There was no sort of setlse in going to look for flats before they ate. Bnt just this one, Carney pleaded. They could get their dinner right near it. She would have left him again, but her day's experience had made her wise. She yielded at last in a sulky exhaustion, unable t.o argue with a man that did nothing but grin. They bad to stand in the street car. She mounted the four flights of stairs to the flat ,,,,ith her jaw set on a determination to disappoint the eager assurance 'with which he led the way. He unlocked the I:arlor door and ushered her in. She glanced around coldly. "What do you want to rent a fur-nisbed flat for?" "r didn't," he buhbled. "I rented it empty, an' furnished it myself." "Today?" she cried. dYah," he confessed more doubtfully. "'And that's what you've been doing all day!" He nodded. "v..'ell, Phil Carney!" she wailed. "If that ain't the mean-est! \\rhy-why-" She choked up with tears and anger. ';\,Vhy, that's all the fun!" She sat down in one of his damask cIlairs, fumbling for her handkerchief. He closed the door on his fiasco. "Well, say," he began. "A "'/, shut up," she wept. ;;You go 'n' do everything wrong. r bet yOll got the dangdest lot of old jUl1k~-" ..I ain't," he defended himself. "I got the best they had." "The best they had!" She summed up the shoddy rnagnifi~ cel1ce of the parlor in a sweeping glance of disgust. 24 He turned his tack on her to look out of the window. She whisked into the bedroom. "Achl" he heard her cry_ "Pine! . Cotton battin'! . Excelsior! It ain't even a hair mat-tress!" She flung into the dining room-and stopped in the doorway_ The pitiful mute expectation of the two chairs drawn up to the delicatessen dinner confronted her with a dumb re4 proach. Her face changed slowly, her eyebrows still knitted in a scowl that began to twitch uncertainly, her mouth trem-bling in a doubtful slant. When she came back to him in the front room, sht; took him by the two ears, from behind, and shook his head from side to side. "Darn you, Phil," she said, between laughing and crying, "jf you ain't the darncdest big baby--" He turned around and saw her face. ;;Well,say--" That was the beginning of a change in Mrs. Carney. She had come to marriage as a strayed cat comes to a saucer of milk, with a boldness that is born of hunger, and a tense weariness that does not relax under the first caress. To e's-cape from her single life of self··supported loneliness, she would .have married anyone of whom she was not altogether afraid; and she was not afraid of Carney. She had for him a feeling that was lightly conteml.tuOtlS even when it was most tender---'--afeeling that held him off and smiled at him with an amused tolerance, at best. It was with this smile that she sat down to their cold dHl-ner. But in the middle of the meal, she gathered~from some-thing Carney said-that he did not expect her to go back to her work in Sturm & Bergman's; and she was struck dumb. (She had been prepared to work until thc care of a family should keep her at home.) She listened to him with a pathetic expression of wistfulness and doubt, while he-in clumsy apology for having furnished the Hat without consulting her-took out his bank book and explained his indebtedness to the ';Furniture Emporium." "The stuff ain't all paid fer," he said, ;;au' we ·won't never pay fer it unless they take hack what yuh don't like an' give you somethin' else fer it." He t:asscd the book to her to keep, as the treasurer of the household. She turned it over in her Jlands as jf it had been a jewel box. ';You better look out," she said with a tremu-lous laugh. "Ill break you!" Carney looked at her solemnly trustful. "A' right. We go broke together now," And suddenly she put her hands up to her face and began to sob. She was somewhat tearful again in the morning when he left her to go to his work; and she hung out of the front win-dow to wave him good-bye as he turned the corner far below her. I-Ie was taking 'wonl to Sturm & Bergman's that their cloak model had left them; and she drew in from the window sill, and turned to look down the little flat, with a. new light in her face, all the domestic instincts stirring in her chokingly. The inherited desire to be protected, sheltered, housed in re-spect and love, took ber in its fulfilment with a hysteric swell-ing of the heart; and she clasped her hands under her breast and drew in a long breath, her eyes still shining with tears, her thin lips set in that hungry pout with which a child asks for either food or kisses. She walked slowly back to the dining room and sat in Carney's chair, stroking the handle of his knife caressingly. And when she was taking up the dishes to carry them out to the kitchen to be washed, she stooped over them and cuddled them and laughed. It was some six weeks later that Mr. Philip Carney, in his shirt sleeves, with his pipe in his mouth and his wife on his knee, sat in the breeze of the parlor window, enjoying the evening air. "Well," he said, "how d' yuh like bein' married?" She tweaked his sunburned nose smilingly; cooing to him in that ridiculous "baby talk" which seems to be the universal language of young married couples. He rescued his pipe. "Here," he laughed. ';Don't do that. Yuh tickle the roof 0' me mouth." She pinched his lirs, puckering up the cut she had given him in Dublin Row when she struck her "Philly wif 'm hatchet," as she said. There was a sort of fierce playfulness in her manner, a rough fondness that recalled her old im~ pcrious treatment of him. "H uh 1" he teased her. "That ain't the way yuh talked that night when yuh Ie£' me 'n Ninth av--" She clapped a hand over his mouth. "You promised you'd never--" hand. "A' right," he said. But how did yuh like the "Not au-furnished He caught away her other· word about it. . flat that day---:: Ouch!" She was pulling his hair. "Shut up, then, will you?" "Ow! Ye-e-es! Quit it! I'll shut up." She settled back against his shoulder, He grunted as he got his teeth into the worn mouthpiece of his pipe again; and in the contented silence that ensued-looking out over the bouses that had once been merely street walls to them, and remembering the lives they had led on the pavements and in the stores-those two waifs of the city were vaguely con-scious of the eternal miracle of domesticity and mildness that had been worked in them by the Honeymoon Flat. New Woodworking Factories at Knoxville. Knoxville, Tenn., is steadily increasing in importance as a woodworking center. \Vithin the past few years about thirty factories, a considerable number of which are operated in the manufacture of furniture and kindred goods, have been estab-lished in that place, and their number will soon be inaeased by the erection of a large factory by Sterchi Brothers, who will operate it in the manufacture of sideboards exclusively, The firm manufacture chamber suites on a large scale' and, having ria facilities for the manufacture of sideboards, the firm decided to erect a new factory. The Knoxville Moulding & Carving company is the name of a firtn organized recently by a number of young men re-cently connected with the woodworking indllstries of Grand Rapids. TJle manllfact!lre of mouldings and carvings will be commenced as soon as a large factory, leased for the puq~ose, can be made ready for occupancy. The machinery and equip-ment necessary in the operation of the factory is in the course '1f installation. C. Evan Johnson, formerly of the Waddell 11anufacturing company, is at the head of the firm. Jarr.es Waddell Takes to the Road. James Waddell, a son of George \Vaddell (deceased), has succeeded C. E,van Johnson as the traveling representative of the \Aladdell IVlallufacturing company. He is a yOtlllg man possessed of fine business attainments, and the Artisan com-mends him to the kindly consideration of the trade. His father was one of the organizers of the Waddell Manufactur-ing company, and his connection with the corporation con-tinued ulltil his death. Nice Export Order. The Cordesman l'.'Iachine company, of Cincinnati, Ohio. ha'le just recei"'ed an order from the Argentine Republic gov-ernment, of South America, through their New York repre-sentative, for some thirteen different ma~hines, among them heing one of their well-known No, 3;::; 1:and resaws. Mr. Garratt's Summer Home at Wequetonsing. Thomas F. Garratt, of the Michigan Chair company. Grand Rapids, owns a beautiful summer home at vVequeton-sing, on Little Traverse bay, northern Michigan. His family spends the summer there, and Mr. Garratt usually joins them for a day or two at a time, as the business of the company permits. We carry a line of Rebuilt Wood- Working Machinery for Pattern Shops. Furniture Factories. Sash and Door Manufacturers. Car: penters. Planing Mills.Etc. AI AI When in the market let us send you our list of machines and we aTe ~Urt~that we can interest you ill prices and quality of machines offered EDWARDS MACHINE CO, 34-36 W. Washington St. CHICAGO, ILL Points on Photographing I t is not necessary for any manufacturer to spend time and money in hauling his samples from one to five miles and take from four to twelve days to get a line photographed. THE BEST AND CHEAPEST WAY is to have our photographer come direct to your factory and do all the necessary work in less than two days if the line does not exceed a hundred and fifty pieces. No haul-ing- no waiting for others-and work done under your own supervision. Our booklet giving details and prices will be mailed to you on request. You may also be relieved of annoyance if you place your order with us for ENGRAVING and PRINTING. Let us submit samples and explain how it is done. THE JAMES BAYNE COMPANY PHOTOGRAPHERS GRAND RAPIDS, MICH . ENGRAVERS PRINTERS ..Relia~le" Rolls ..Relia~le" Panels THE FmWOCK ROLL AND PANEL COMPANY Mfrs. of "RelL'l.1>le" Built up Veneeled Rolls and Plural Ply Pal Ids for all PUfp"se~. Correspondence solicited. EVANSVILLE,II'D. Improved Cyclone Dust ColJector~ Automatic Fumace Feeders, Steel Plate Exhaust Fans, Exhaust and Blow Piping . Complete systems cbigned, rnanufao:tured. inslalled and guaranteed. Old systems remodeled on modem lines on mosl economical pliI.Ds. Supplementary s y s I ems added where pff8enl sys-tems ate QulgrQwn. De-fective sy S I e m8 corrected and put in proper worki"g 0.... 12 and 14 s. Clinton St. CHICAGO. • ILL. 26 BE UP-TO-DATE. Get one of the New Electric Spindle Carvers and keep abreast of the times. You cannot afford to let the "other fellow" have the work you should be doing. The Electric Carver will keep the trade you have and get more for you. Our Carving Cutters are of the be.t. Wesf Mi(~i~anMa(~inean~ Tool(o.,lM. GRAND RAPIDS. MICH. G. R. &. I. fLYERS BETWEEN Grand Rapids and Chicago To Chicago Lv. GRAND RAPIDS, Ex. Sun 7.10 A. M. Ar. CHICAGO ..•.. " 12.35 Noon R\1ff.t Parlor Car Lv. GRAND RAPIDS, Ex. Sun 12.00 Noon Ar. CHICAGO ..... " .................• 4.50 P. M. Parlor and DlnlrrollCar Lv. GRAND RAPIDS, Daily 12.35 Night Ar. CHICAGO " 7.15 A. M. Eleotrlc Lighted Sleeping Ca.r Phone Union Stal10n for R••• "atioD. Peter 'Cooper's Glue If yOll have any trouble this warm weather with your glue, has jf oc4 curred to you to use PETER COOPER.'S? When other manufactur-ers or agents teU you that their glue is as good as COOPER.'S. they admit Cooper's is the BEST. No one extols his product hy comparing it with an inferior article. Cooper's Glue is the world's standard of ex-cellence. With it all experiment begins, all comparisons cominues, and all test:s ends Sold continuously since I ho. Its reputation, like itself, STICKS. Peter Cooper's glue is made from selected hide stock, care-fully prepared. No bones or pig stock enter into it:s composition. In stTength it is uniform, each barrel containing the same kind of glue that is in every other barrel of the same grade. ORIN A. WARD, Grand Rapid. Agent S03 Pytblan Temple ClllzeD& Phone 3333 ToG ran d Ra pi d s Lv. CHICAGO, ~ihCSt~~~~~E~x~. Sun 1.15 P. M. Ar. GRAND RAPIDS.. . . . . . . . . . . . . . 5.50 P. M. Buffet PaTIo.. Car Lv. CHICAGO, NihCst~~{~l~E~x. Sun 6.55 P. M. Ar. GRAND RAPIDS " 11.50 P. M. Parlor and Dlnlnli Car Lv. CHICAGO, r:ihCSt~~~r;D::=aily 11.55 Night Ar. GRAND RAPIDS.. . . . . . . . . . . . . .. . .. 7.00 A. M. Electric Llghn-.d SI.ep'ng Ca.r Phen.e Michigan Central City Ticket Offfll;le for Reservations. 119 Adams Street t~","·· "'I" :t··~t' $""" Stephenson nt~.(0. . • • Soutb Bend. Ind. ". Wood T umings, Turned Moulding. Dowels and Dowel Pins. Catalogue to Manufac_ turers on Application. SOUTHERN TRADE NEVER LOOKED BRIGHTER. Unusual Prosperity Seems to Prevail in All Sections-Scar-city of Walnut Wood and Its Effect. Although latc in placing their orders, due to the llllcer-tainty of the cotton croj) and its low price of a few months ago, the Chattanooga fnrniture manufacturers now anticipate an acti'le trade from die 1st of August through to the close of the year. Their salesmen are now making all active can-vas>; of the territory [rol11 the Carolinas down lo Tcyas. Conditions of the early summer months, for which the' de-pressing effect of rain on the corn crop!; of the southern and western COUOll states was rcsj:ollsihk, have underwent a wonderful improvement. The tendency of new dCl,'elopment in manufacturing en-terprises is southward, and this. combined with the large amount of mon(~y now being inve,sted in southern enterprises, practically insnres active and prosperous bu"iness condi-tions for the next succeeding years. Both the sonthern banks and the merchants are in the best financial condition in their history. Southern manufacturers are steadily and rapidly extending their territory into the north and ,,,'estern sections of the country, particularly in New England and states north of the Ohio river. By adding to their lines and correspond-ingly improving the quality of their goods, they are meeting with liberal encouragement from the dealers. Southern manufacturers, with tho"e ill the north, are con-fromed with the harrlwood problem. The south has been the great :l-ield for the production of oak !umher, and the supply is rapidly becoming exhausted, tbe quality deteriorating in the same proportion. A" a result of this, it is predicted that there will ce a tendel1cy to increase the output of iron furni-ture, particularly beds. There hi!; never been a greater de-mand among southern mills for oak lumber, and in pine neatly all the mills are short of stock. This class of lumber goes into building lines. In this respect the same extensive building activity of the north and \vest this year is being duplicated in the prosperous cities of the south. Phenomenal growth in the iron and coal industries, coupled with unusual stridcs in the advancement of railroad construction work, add to the prosperity of the country and promise much for the progress of the southern states during the next decade. Development of the Chest of Drawers-and the Trunk. There is "nothing new under the sun," is a statement im-pressed upon the mind of the average reader nearly every day of his life. Ideas and inventions are continually ad-vanced that seem to be no more than a repetition of some-thing we may discover hidden cack in the catacombs of history. Yet, despite the fact that "hiMory repeats itself," the ,,,,'orld is progressing. A modern writer recently aptly 27 portrayed the idea when he likened the world's progress to a spiral stairway. Its general course may be circular, but it is always tending upward to something higher and better. There bas heen placed upon the market during the last year or two what might be considered a decided novelty in trunks. This trunk is constructed with a complete set of drawers, instead of being the usual box-like affair, and is calculated to preserve the orderly shape of one's be-longings while passing- through the gentle care of the av-erage haggage smasher. Yet the idea was anticipated in a crude form hy the cabinet makers of the J7th century. A trunk of this pattem is mentioned in "The Furniture of Our Forefathers." The trunk is built with a heavy case, square and stolid in appearance, and contains four drawers. Each of thcse bas a lock, on each side of which is a dropped ring knob of brass. It is covered with red leather and studded with brass nails arranged to form a border of rose, thistle and shamrock. Upon the top is the monogram "A. R." It is said to have been the traveling trunk of Queen Anne. Par-ticular interest is attached to the work as showing the devel-opment of the chast of drawers from the most elementary form of chc,st. Webster's Bill That Grew. Daniel \Vebster was never noted for attention to detail in business matters. His well-known failings wcrc often taken advantage of by ullscrupulous creditors, who gave no receipts for paid bills, simply because they were not demanded. Web-ster was \-vell aware of this, but it seemed to trouble him very little. On one occasion a creditor presented a bill which seemed familiar, and \\Tebster asked: "Isn't this bill pretty large?" "1 think not," replied the maker of it, confidently. "\Vell," said Vl ebster, handing over the money, "every time 1 ha,,re paid that bill it has seemed to me a trifle lafier." Armchair of Historic Value. A historic piece of furnitme is now on exhibition in Milwaukee in the shape of an old iron armchair which wa$ at one time the favorite restil1g place of President Martin Va.n Buren, and played an important part in the demo-cratic councils of the ante-bellum days in New York. The chair hecame distinguished through having for fifty years been intimately connected with the life of the late William E. Cramer, the veteran editor of the Evening Wisconsin, vvho was a warm personal friend of President Van Buren. It was recently rescued from oblivion and underwent thorough repairs at the plant of the Ferronx Brazing com-pany and reupholstering by the Slater-Price-Leidig com-pany, 1\Jilwaukee. IF YOU HAV E NEVER T R lED OUR ~ RUBBING AND '"POLISHING DETROIT FACTORY VARNISHES CANADIAN FACTORY YOU HAVE YET TO LEARN THE WHY NOT PUT IT TO F"ULL POSSIBILITIES OF" THIS CLASS THE TEST BY GIVING US A TRIAL ORDER OF" GOODS PHILADELPHIA BALTIMORE BERRY BROTHERS, LIMITED, VARNISH MANUFACTURERS NE:W YORK BOSTON CHICAGO ST. LOUIS CINCiNNATI SAN FRANCiSCO FACTORY AND MAIN OFFICE, DETROIT CANADIAN FACTORY WALK£RYILLE, ONT. 28 Bolton Band Saw filer lor Saws ;4 inch up. 111V ....sligat~ our Line. Saw and Knife Fitting Machinery and Tools r~ne,B~g,~'~I,~;~,~:.'t Baldwin. Tuthill a>. Bolton Grand aaplds. Mich. Filers. Setters. Sharpeners, Grinllers. Swages, Stretchers. Brazing and FilinG Clamps, Knife Balances. Hammering Tools. New 200 paj!8 Catalo£ue for 1905 Free. B. T. & B. Style D, Knife Grinder. Full Automatic. \Vet or dry CABINET MAfiERS BARNES' Hand and Foot Power Machinery Our New "and and foot Power Circular Saw NO.4 Tbe strongest, most powerful, and in every way the best machine of its kind ever made, for ripping, cross-cutting, bOTing and grooving. In these Clays of close competition, need the best possible eqnipment, and this they can have in . Send for our New Catalogue. "W. F. ®., JOHN BARNES CO. 654 Ruby Street. Rochford. Ill. -OFFICES Boston New York Jamestown High Point Cincinnati Detroit Grand R.aplds Chicago St. Lou.is Minneapolis Associate Offices Ilnd Bonded Attorneys in all Principal Cities The Furniture Agency REPORTING FURNITURE. UNDERTAK.ERS, CARPET, HARDWARE AND KINDRED TRADER. COLLEC-TIONS MADE BY AN UN,RIVALLED SYSTEM THROU(TH OUR COLLECTION DEPARTMRN'T' .• WI<:PRODUCK RI<SULTS WHERE OTHK"S-JlAIL WI<ITE I'HI< PARTICULARS AND YOU WILL SEND US YOUR; BUSINESS. Our Complaint and Adjustment Department Red Drafts Collect L. J. STEVENSON, Michigan M4nager WOODS PRESERVED IN SUGAR. Another Method Is Through Use of Live Stearn, Which Also Lightens Freight Bills. An exchange gives the following two measures for sea~()n-ing timber and preventing the growth of dry rot and other diseases to v"hith it is liable: "One method advotates the ringing by the removal of a wide strip of bark, including the bast and sap layers, of those t1"E~es which are to be felled in the autumn, as S0011 as the leaves or new fir needles have been formed. The ascent of moisture from the ground being thus hindered. the foliage extracts from the trunk all the sap and liquid particles in the cells. Moreover, ,".'ood thus treated dries rapidly after being felled. "Another process recently brought forward is that in which beet sugar or saccharine replaces the sap in the trees and drives out the natural humidity. The log is rolled into a huge cylinder provided with pipes and supplied with sugar. The heat from the hot water forced through the pipes boils the sugar, \"...hich penetrates the pores of the \~,rood. Cold water is then sent through the pipes, and the log is conveyed into a special room, where it is dried by hot air. After being again cooled. the wood is left in such condition that insects cannot destroy it." Superintendent John l\fuwatt, of the Grand Rapids Chair company, in commenting on the above, said: "I have no doubt but what both of the methods set forth are effective in the results obtained, but it strikes me that the latter one 1,.vouldbe rather too expensive to be thoroughly practical. "A similar, yet simpler, form of the last protess mel1tiol1cd is now in ltse by a mahogany lumber dealer in BostOll. After the log has been cut iuto boards they are placed all a steel truck and run into a large boiler. In this iron kiln thc lum-ber is subjected to live steam at an ul111sl.1allyhigh pressure. "If T am not mistaken, the lumber is left in there no longer than half an hour. The live steam penetrates every cel1 of the \vood and destroys every living organism that it could contain. The drying process is rapid, and ·wbile one load is in the kiln another is being prepared to follow it. An addi-tional advantage to the dealer, aside from the complete pres-ervatioll of the wood, is that. as wood is much lighter dry, this process greatly lessens his freight bills." Judge Reed on the Necessity for Trade Schools. Judge \hlarren A. Rced, whom Governor Douglas, of Mas-sachusetts, has appointed a member of the commission to in-vestigate trade schools, is an enthusiast on the subject. Judge Reed's idea of what a trade school should be is a place where young people who have reached the age when they aH, of lit-tle value in a business way, when the education they have re-ceived is all right so far as it goes. but hardly Gts them for actual working flaces. may get the proper training to enter some branch of actual work. lIe feels that such a school should take up a boy or girl on their leaving grammar school studies and teach about the same studies as ate nO\v handled in the high schools, and, in addition, should furnish experts to teach certain trades, giving the pupil a chance so that he may pick out vvhichever trade he thinks he is best st1ited foT. Two. three or four years in such a school as this wo·~ld grad-uate a pupil v..·.ith a far better general education than he had on entering, and at the same time would leave him fitted to take up a position \vhere be could become a skilled workman, could command good wages and be sure of a place in the world's work. The whole course should be devoted to the teaching of the trade. Principles of manhood. citizenship, history of the country's achievements, mathematics, langnage a.nd other general knowledge should be instilled in the pupil's mind. 29 Haste and Waste. TTaste and ..v..aste are extravagances that often go together. "The more haste the less speed" is an old and trite saying, and nowhere ahout the furniture factnry is it more applicable than at the swing cnt-off saw. This is at the beginning of things, and while an expert sawyer may do a fair day's work with a poor machine, an ordinary sawycr will waste more in time and lumber than his \\,'ages and interest on the machine comes to. Unless the frame is rigid and the saw nms true, the cut will not be straight. thus necessilating a second cut, which is a vvaste of bot11 time and lumber. Vlith a Cordesl11an Machine company's patent iron frame swing- cut-off saw, with patent double balance weights, as shov·...n in the i[lustratioll herewith, there is only carelessness or incompetency at fanlt if the best results are not attained. This machine is hllilt for cross-cutting all kinds of rough stock, and may be depended On to cut at all times perfectly s(jtlare, Eor dIe reason that tb.c frame heing cast in one piece is stiff and rigid, and the 'balance weights being placed on each side of the machine equalizes the wear of the swinging journals. The Cordes man Machine company pride them- :;elves on this machine, and well they may. For further par-ticula
Date Created:: 1905-08-10T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 26:3

65. 1936-10; Peninsular Club Magazine

Notes:: Issue of a magazine published in Grand Rapids, Mich. Created by the Peninsular Club. Published monthly. Began publication in 1934. Publication ended approximately 1960.
Date Created:: 1936-10-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: Volume 2, Number 10

66. Michigan Artisan; 1907-05-25

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It was published twice monthly, beginning in 1880. and Twenty-Seventh Year No.22 MAY 25. 1907 Semi-Monthly THE MONARCH PUSH BUTTON CHAIR EVERY PATTERN OF OUR WELL KNOWN LINE OF MORRIS CHAIRS WILL BE EQUIPPED WITH THIS PUSH BUTTON ATTACHMENT. The Monarch i. Perfection, Comfort and Utility. Ramsey ~Alton Mfg. Co. PORTLAND, MICH. Note the simple yet abso-lutely rigid construction. Fully guaranteed and pro-tected by U. S. Letters Patent Nos. 653,452 and 648.715. Will Exhibit on the Ground Floor of the Ashton Building (Formerly Pythian Temple), Grand Rapids, in July,-1907. RELIABLE and SUBSTANTIAL fURNITURE SUCH AS WE .!Y'_~~IS EVER~ ~THE SOURCE:.:; OF PLEASURE AND PROFIT TO THE RETAILER AND THE PURCHASER no(nror~ (~air an~furniture (0. ROCKFORD. ILL. Blods:ett Block. GRAND RAPIDS. in July. 't. . i"" 1 The Biggest Line lof Empress and Princess Dresser~.in the World ~~~~ 95 VARI1::'TIES~~~~ And then the finish! It is strictly up to date. It is the latest and looks the latest thing on the market. That's why the Northern line sells fast and always sells. We make it a point not to let slow sellers get on the floor of any dealer. The goods are elegant and popular. The prices are right--from low and moderate, to as good as even the highest class dealer wants to pay. Our medium-price furniture has gradually been making its way. into some of the most exclusive furniture houses in the United States. No. 322 Drop us a card today, and let U8 send you a special ci,'cu[ar showing our {u[Jline of Princess and Empress Dressers. f]"Have you received our 1907 CATALOGUE published a few weeks ago? The Northern Furniture Company manufactures the biggest line of Princess and Empress Dressers in the world--- 95 varieties. WHY? Because scores of dealers in all parts of the country buy Princess and Empress Dressers in Sheboygan even when placing their regular orders with other manufacturers who are possibly nearer home. Elegant simplicity is the popular style today, and that is the keynote of the Northern Line. Above all, everything is WELL MADE. You won't find Northern furniture falling to pieces on your floor. No. 427 NORTHERN FURNITURE COMPANY SHEBOYGAN, WISCONSIN THE GREATEST LINE of the GREATEST MANUFACTURERS -------~ OF ---- CHAMBER FURNITURE Every Dealer Wants It Because Everybody Buys It. SLIGH FURNITURE COMPANY, Grand Rapids, Mich. Manufacturers of BEDROOM FURNITURE EXCLUSIVELY, New Spring Line ready. We operate the largest factory in the world producing chamber furniture. Our New Uand and f'oot Power Circular Saw No. 4 The strongest, most powerful. and in every way the best macbine of ita kind ever made, for ripping, cross-cutting, boring and grooving, CalJinet Makers In theae days of close competitlon, need the best possible equipment, and this they can have in . . . . BARNES' Hand and Foot POWER Machinery Send for our New Catalogne. "W. F. ®. JOHN .BARNES CO. 654 ~uby Street. ~ochford. Ill. 27th Ye",-No. 22. GRAND RAPIDS. MICH., MAY 25. 1907. STORE MANAGEMENT. Competent Salesmen Necessary to Success in Any and All Lines of Tr ade. "We tried the commission plan thoroughly but it never worked satisfactorily" said George ·~vJ.:Morse of the .:\Jorse Dry Goods Company, which after years of success, recently sold the largest department store in Grand Rapids, 1·iich. "I think the salary system is best," he continucd. "It is the safest, because on a straight salary the salesman knows just 'where he is at' and the employer know"",,just what to expect and is able to judge more correctly as to the real \\/orth of the clerk. There is no particular advantage in mixing the two plans. That tends to confusion and is hardly ever satisfactory to either parly." Mr. 110rse had been asked to talk about the selecting and management of clerks or salesmen. Though kno-wll as one of the most successful merchants in the country he declared himself incompetent to "tell others how to do it." lIe de-clared that 5electing clerks and managing or teachi.ng them is a matter that can not be governed by fixed rules. "The methods must vary ·with the characters, dispositions and ability of the employes and they mllst differ in different de-partments" he said. ;;A man may be valuable in the grocery department and good for nothing in the dry goods line. T think it requires much l110re talent to sell dry goods than tn handle furniture, yet the furniture salesmen command much larger salaries than the dry goods clerks. Just \vhy it i5 so I don't know but it is a fact just the same. Of course the furniture man must understand his business-must know all about his goods- and must know how to please all classes of people, but that is true and more so with the dry goods man and the dry goods clerk has much ITlOre to learn and remember, than the furniture salesmen. "Novoiccs-green hands-vv'ill do and may be success-ful in some parts of a department store, where the quality of the goods is a matter of common knowledge, but exper-ienced help is more profitable in nearly all lines. The most profitable clerks are thosc best acquainted with the stock and the methods used in the store-those who have grown up with the business. Their experience is more than equal to the best talent and is much more profitable to the pro-prietor, mainly beCall;:,e \,e can depend Upon their following his policies and doing the right thing at the right time. "The matter of securing ca.pable clerks is of great impor-tance to the merchant in any line. There is 110 advantage in 'buying right' and then wasting the profits in wages to in-competent help." The Colt WiN Remain in the Pasture. The hopeful son of an indulgent dealer in furniture begged h15 father for the privilege of going to the exposition towns, Chicago and Grand Rapids in January last to select stock. "But you behaved very badly when you attended the exposition last year. I learned that you spent more time in $1.00 per Year. studying the values of 'pairs' and 'full houses,' in contemplat-ing the attractions of skirts and in gazing Upon the rosy when it was red th.an in pursuing seriously the business for which you were sent to the markets," the father argued. "Now if you witJ promise to abjure cards, to refrain from drinking and to look not upon the skirts that attract, you may go again in July. "I cannot accept, the conditions, father," the young man replied. "If I were to cut out all the pleasures you mention, ..v..by should I wish to go to the markets?" The old man will go to the markets in July. A Profit~ble Investment. A retailer, while in the Grand Rapids market last July, bought a number of mahogany sewing tahles, priced at $45.00 each. \iVhen the tables were delivered at his ware room he concluded to place in the drawers the things a woman needs when using t.he tables. Scissors, needles, a thimble and all the tools and materials needed by t.he woman who sews, were provided and tast11y distruhnted in the several compart~ ments of the table, adding to its cost the sum of $8.00. It was placed in a show v"indow, and the next day a lady purchased it, paying $75.00 for the same. The remaining patterns were disposed of in the same way for t.he same price. THE CORRECT Stains and fillers. THE MOST SATISFACTORY first toalers and Varnishes MANUrAtrUQCD DNLY 1J Y CHICAGO WOOD FINISHING CD. 2.59-63 ELSTON AVEm2.-16 SLOAN ST. CHICACO. 4 Here's Something Good Wide-awake Dealers will find thi, practical novelty a trade-winner Mission Wardrobe Davenports Select Oak Frame,. Weathered Fini,h. Made with roomy storage box underneath the Seat. Solid bottom. dust-proof, vermin-proof. Odorou, Red Cedar Lining jf wanted. CLIMAX LIFT rai,e, seat automatically. Entire Fall Line shown at Grand Rapids JUNE---JUL Y SEASON COUCHES. DAVENPORTS. ADJUSTABLE SOFAS. "SIMPLICITY" SOFA BEDS Jamestown Lounge Co. JAMESTOWN, NEW YORK AMUSING EXPERIENCES. Traveling salesmen derive onc half of the compensation they enjoy from the amusing experiences that follow the pur~ suit of their occupation. "While visiting a buyer in Omaha last year," one of the travelers remarked, "I was asked if our house had any 'c1ose~ outs' in stock. I told him we might have a few rockers and perhaps a desk chair or two. I would write the house and ascertain. 'Oh, don't take that trouble/the buyer remarked '\Vrite the house to ship a few desirable patterns, 'twill be all right.' 1 forwarded the order, which was filled as directed, and in a short time the house received a telegram reading: "Why did you ship so many chairs? I supposed yuu \\ere having a clearing out, not a dosing out, sale.' The amusing feature of the transaction lies in the fact that the house had shipped three rockers and two desk chairs. A closing out sale, indeed." Another salesman mentioned the fact that he had sold the line of a company that was noted for the very bad finish of their goods. The line was placed on exhibition in Grand Rapids and in the hurry of its preparation several pieces were shipped after the filler, stain and shellac coats had been applied. The goods looked so much better than the completely finished samples as to cause surprise. The president of the company spent a few days in the market and in conducting a customer through the line one day, pointing to the partly finished samples, re-marked, "These pieces do not represent our regular finish. Our completely finished samples are back of us." Turning to look at the regularly finished work, the buyer remarked. "How did you manage to finish them so badly? Give me the half finished goods when you fill my order." Another manufacturer engaged in pushing the merits of his goods UpOll a groUp of buyers, remarked, "Why, gentle-men, we sell many of these goods in Porto Rico. In Porto Rico, gentlemen!" The remark was repeated several times, at intervals, when one of the buyers remarked, "No doubt these faulty designs and miserable constructions s~ll well in Porto Rico, where the people are poor and uneducated, but why don't you try to make a line of goods suitable for trade in the United States?" Another salesman was reminded of an incident when he represented a chair company engaged in business in the state of New York. l\iluch attention was given to perio4 work at that time and the salesman had been requested to purchase any noted reproductions he might find in the stocks of the re-tailers and ship the same to the factory, In Buffalo he found a gem of the Empire period, and speedily forwarded it to the manufacturer. In a short time a letter came to the hands of the salesman complaining that the seat was too narrow; the legs too light and that some of the parts were of birch, stained, instead of mahogany, The salesman replied as follows: "The Empire chair forwarded to you was made by the -- Chair Company, who make the best selling line manufactured in the United States." Cutting Out the Red Tape. After July 1 ordinary postage stamps may be used on special delivery lettef's, under a law passed at the last ses-sion of Congress. The postmaster-general, in the interest of expediting special delivery, will recommend to Congress further arrenclment of the presel~t Jaw whereby such letters may be left at their destinations with au! procuring receipts in all cases. Until Congress can act, a broader construction of the present law will be given, so that receipt will be ac-cepted from anyone occnpying the premises to whom ordinary mail might be given. When ordinary stamps are used for the extra postage the words "special delivery" must appear prominently on the envelope. Goods on Installment by Mail. One of the "regular" retail furniture houses in Chicago, ~ells millions of dollars ,..,.o.rth of goods by mail on the easy payment plan. The style of the advertising that builds up their trade is shown herewith. It is well \\'OTth careful thought and consideration by both manufacturers and dealers. Biography of a Dollar. Au enterprising merchant in a small Iowa town has re-surrected the "Story of a Dollar" and 1S using the following version of it in his advertisements: "I am a dollar. A little age worn, perhaps, but still in circulation. I am proud of myself for bcing in circulation. 1 am no tomato can dollar-not 1. This town is only my adopted home, but I like it and hope to remain permanently. V/hen T came out of the mint I was adopted into a town like this in another state. But after a time I ,\'as sent off to a big city many miles away. T turned up in a ::Vlail-Order house. For several years I stayed in that city. l\Iillionaires bought cigars with me. T didn't like that, for 1 believe in the plain people. Finally a traveling man brought me to this town and left me here. I was so glad to get back to a smaller town that 1 determined to make a desperate cffort to stay. '''One day a citizen of this town was about to send me back to that big city. I caught him looking over a 1Iait-Order catalog. Suddenly 1 found my voice and said to him-he was a dentist by the way: "'Doc, look here. Tf you'll only let me stay ill this town I'll circulate around and do you lots of good. You buy a big beefsteak with me, and the butcher will buy groceries, and the grocer will buy hardware, and the h(iFh'"rare man wi\\. pay his doctor's bill with me, and the doctor will spend me with a farmer for oats, to feed his horse with, and the farmer will buy some fresh meat from the butcher, and the b11tcher will come around to you and get his tooth mended. In the tong run, as you see, I'll be more useful to you here at home than if you'd send me away forever.' "Doc said it was a mighty stiff argument. He hadn't 5 looked at in that light before. So he went and bought the big beefsteak, and I began to circulate around home again. Now, just suppose all the other dollars that arc scntto Chi-cago or some other big city were kept circulating right here at horne. You could see this town grow. Honest, now, ain't I right?" Working Michigan's Garnishee Law. Michigan has a law that allows merchants to garnishee a part of a debtor's wages in advance-such a part as will liq-uidate the debt within a reasonable time. The Trade Journal Association of Detroit is urging merchants to take advantage of this law, not in the courts but in the form of a "big stick," by sending notice of intention to use the law. The associa-tion sells blank forms for such notices in pads of 100 each and declares that they rarely fail to bring a settlement when l1~,cd. They read as follows: GARi\'ISHEE NOTICE. State of Michigan. M. Dear Sir: Under an act passed by the Michigan Legislature, a debtor's wages may be attached for debt, and unless this amount due $.. . is paid within TEN DAYS or some satis-factory arrangements made for settlement of said indebted~ ness, legal measures will be taken to have 50 much of your pel"sotlal earnings with cost, applie.d towards the payment of sallle as provided by Chapter 35, of the complied law of 1897, with amendments to same of Section 2, Section 6, Section 10, approved :iliay 27th, 1901, relative to proceedings against Garnishees of the State of Michigan. Yours respectfully, Now They Distribute Premiulns. Sears, Roebuck & Co., the Chicago mail ordcr dealers are now offering premiums to patrons who buy to the amount of $25 as shown by a copy of their advertisement which ap-pearS herewith. The other advertisement shows how some of the "regular" dealers of Chicago are soliciting orders by mail.ITHESE ARTICLES FREE IF' YOU "Oil 0.... """"'~1. CortIIl<&fOtIOll , ~"a"c tool> tr,eMe."ooor Ianb0o'"v· •P•J'uOltA. t ' 'eo. you ""0 MOlT'" __ ,. t·"S.E.'A"ORSO,"R~u"'E"ifu•u•K•·' 't.:..~C~nleA'., I ............................. ++++ " •••• f CREDIT GIVEN! i TO EVERYBODY: I Write to G'" • poatal will", .Amedca".s pJon ... r and &noa-t- :: est ~"'t>lele bou""furnillhers. "\"<>1\ know we are the n"lt t mShtut,'on ~ blaze the ....ay and Ong. InM" tbefar.reaebin1&" plan oj sl"llt'1>D>g gO<l<lsanyl'lace In the"UnitedStates.&"lVln&" i a mllOt prOU::lk:aIaD4I11l .... lIcn4lt tJoatailOWll olyo"r "IJ... .th~e .l"J&1>"Oda.wblle... Inll' .llttle now lIi.... then. As f"'" money It ISaOOllCeaed filet that "urt~endnus"utvut giv,""I u~ ronlrol "fmany big fnetOrl.,; and-easily enal>lesourprl- i e!nl: sub.tantlal houSefurniahioga whiChi""ludaFurnltll ..... ~~k~=~.~f:c.:;.'Sft:~::'eb~~l~rb:h:- any OOncernon earth. Sample Advertisement used by "Regular Dealers" in Soliciting Orders by Mail. 6 ~ MY9f1IG7}N SHOPPING GUIDES AND THEIR WORK. An Inviting Field for Women in the Up-to-Date Department Stores. The recent multiplication of shopping guides in -several of the large New York department stores shows that this busi-ness offers an increasingly profitable field for women, a field, by the way, disco'\cered hy awomall. It was a Philadelphia department store that first gave a woman a chance at the work, not because the manager was convinced that there was money in it for the concern or for the guide, or that such a feature would be of any particular assist-ance to customers, but simply because he was a friend of the woman who asked 'for the work. She was a Southerner of education and refinement, with a soft voice and pleasing ways, and she had no early business training to fall back on when first confronted with the necessity of earning her own living. The manager could not give hcr a sales woman's job, could give her no job in fact which she could execute except that 'which she herself proposed, so she was taken on as shop-ping guide, and although the work of a shopping guide was "A shopping guide is not here to sell goods," the manager explained. "Her province is to assiHt shoppers to buy goods. There is a difference, Her role is to some extent that of hostess," "For out of town customers principally?" the manager was asked. "New Yorkers avail themselves of her services quite as" often as strallgersJ although not perhaps in the same way," said the manager. "For instance, Mrs. Blank"-naming a well known New York woman-Hearne to me one day and asked if I eould not send some one with her to one or two depart-ments, someone who could aid her in selecting goods. That was perhaps three years ago, and from that day to this Mrs. Blank seldom buys a big bill 9£ goods without first consult-ing with our head shopping guide. "Occasionally she pbones and asks if the guide won't come up to her house for a conf~rence. Of course her request is granted. We are glad to grant it. "We have customers who rely so-implicitly on a shopping guide's taste and good judgment that they simply write to her or phone when they went certain goods and ask her to send them along. ' From the standpoint of a shopping guide of rr:u.::h exper- :MADE BY WOODWARD FURNITURE CO.•OWOSSO. MICH. conducted very differently then from ",.hat it is now, the soft voiced Southerner was successful from the start. Patrons of the store began to hunt her up to ask for the invariably polite Southern W0111anwhose taste and good judg-ment they often found' of aid iti selecting goods and who was always willing to give assistance. One after another depart-ment stores in Philadelphia and elsewhere heard of her work and decided to adopt the id,ea. Shopping made easy is the motto of these stores, one of which now employs twelve shopping guides as against three a couple of years ago. One of the twelve is a man. It is doubtful if this record can be touched by any other store anywbere. Other department stores in Kew York have lately increased their force of shopping guides from one to three. In the store where twelve are employed -a suite of offices has recently been provided solely for the guides· use. The equipment includes a private telephone switchboard. The shopping guide is here to stay, says the manager of this store. He says also that the right sort is not easy to get. He makes it clear that to be a success in her business a shopping guide must be the incarnation of patience, good temper, good manners, good judgment and tact. ience her success is due to the difficulty many women find in coming to a decision and also the difficulty many wOmen ex-perience in getting a companion who will stick to them through a long shopping tou~. This woman has an interesting tale to tell. "If any woman who wants to become self-supporting im-agines that the calling of shopping guide is a soft snap, she had better keep out of the work," she began. ")lot for a minute must the guide assume the role of saleswoman and yet unless she can show that she has been the means of ef-fecting sales she will not for long stay on the pay roll of any establishment. ' As a case in point I remember a young widow who took up the work with high hopes both on her part and the part of her employers because she had been accustomed to hand-some surroundings all her life and for several years had had her own home. She kept the job only six months. "The trouble was this: She had excellent taste and left to herself could probably select for a house or for a woman's personal adornment goods or clothing which would delight. persons whose taste corresponded with her own, but she seemed to lack the faculty of interesting herself in purchases which ran counter to her taste or of assisting others to select goods of which she herself did not approve. As a res lIlt, there was friction often from the start between herself and the person asking her aid, or at any rate, a lack of sympathy. On one or two occasions a customer went to the manage- Ineut and aske<l to have some one else appointed to help her. "The woman who got her job and who in some respects was far inferior to her had in six months built up a custom which surprised everybody. Droves of people were constant-ly inquiring for her, or writing to her. She had ctlstomers, ·who thought her judgment infallible simply because she al-ways decided according to the taste of the person who sought her advice, "The secret of my own success? \Vell, I hardly know, Tt is true that I have a following which extends all over the LTnited States and that I am c()1lsulted about every sort of purchase from a pair of shoes to the furniture for a four story house. One of m}' greatest achivements is, I consi<ler, being asked 7 several thousand dollars worth of goods in this house. "The shopping guide supplements the salesman's labor and can do more because she can move about from one depart-ment to another as she pleases. "But no one must suppose that a shopping guide builds up a clientele v.iithout making an effort. On the contrary she sends out innumerable circulars and letters to persons shc knows or has he.ard of, asking them to a))))ty to her should they need assistance ill making purchases when in the store. They may not respond at Ollce, hut invariably a time cOInes when they remember that letter and ask to meet the shopping guide. That is the beginning. In my case it is never the end. "The bulk of my time though is spent with customers fr0111out of tOWll. Whether likely to spend $100 or only $1, every cllstomer is entitled to equal consideration at the hands of a shopping guide. "I now have two assistants ·who relieve me of some cor-respondence and telephoning and carrying orders to the differ-ent departments, One of them may develop into a first class MADE BY WOODARD FURNITURE CO., OWOSSO, MICH, to direct the purchases of a ,\\,0111anwho is setting up house-keeping for the first time, But for me, she dec)ares, she never would have dr('amed of going; to hm'Lsekeepiug at a\.l. It hap-pened like this: "?lily customer is a woman who never can shop alone, by which T mean that she never can decide which two carpets or two gowns or two pairs of gloves she ought to purchase ull-less a second person puts in a word. And she doesn't always l111dit easy to get a companion on her shopping tours, for she has no women relations.. "She came to me for assistance in purchasing an easy chair to send as a present to a brother-in-law who lives in another state. The salesman did his best, but it vvas to me she looked for 'he1p to decide. I gave her all the help 1 could and incidentally made some remarks on the sort of chairs suitable for different moms, as asking if she knew what sort of carpet was laid in the room for ,,,..-hichthe chair was intend-ed and what sort of hangings, "As a result of that O!1C tranaction she plucked up courage to begin housekeeping and before she is done she will buy shopping- guide; the other by no possibility could ever succeed in the role, which goes to prove that not every woman is fitted or can ht herself for the work," Fraternity Halls Furnished. Since January 1 of the current year the Retting Furniture company have furnished t".·.e. nty-three fratcmity halls located in all parts of the country. A considerable number of the contracts were secured by Walter Brackett, with the aid of legitimate retailers, lQcated in small towns of Pennsylvania. Pratcrnities flourish in that state as in no other, and Mr. llrackett states that there are many little cities in the region of Pittsburg that contain better furnished lodge rooms tha11 are used in the famous city of steel, and millionaires. Towns containing less than one thousand inhabitants contain lodge rooms with furnishings that cost upward of $2,000, and the same ratio is preserved in towns of larger size, The raising of money for fraternity purposes seems to be an easy task in the Keystone State, 8 OF COURSE THE STANDARD LINE OF AMERICA IS MADE BY THE ROCKFORD STANDARD FURNITURE CO. No. 919 Buffet WHO ELSE COULD MAKE IT? China Closets Combination Cabinets Buffets Library Cases Write (Of' New Catalogue. Watch For OUT ad ne.\'t montl!. No.451 Chi"a' CIo.et The Ford & Johnson CO. MANUF ACTURERS No. 3772» FIBRE RUSH Are you handling Fibre Rush? If not you are missing profit-able and easy sales. Fibre Rush and Malacca Furniture sells quick~ Iy to discriminating trade because of its Lightness, Durability, Artistic effects and its beautiful Color, the FIBRE RUSH GREEN-a soft, natural green that is restful and pleasing to .the eye and harmon-izes so well in any place. Stock carried and delivered from any of the followingwarehonses : CHICAGO CINCINNATI ATLANTA NEW YORK BOSTON -------------------------- 9 Good and Bad Taste I•n Sideboards It is a good tbing ,...h..ell one can buy a well designed piece of furniture for a moderate price, such as the side hoard shown on the left. Its straight lines will contrast admirably with the curved surfaces of china and silver placed upon it. In contrast the flamboyant ornament on its opposite neighbor is vulgar and offensive This excess of ornament is meaningless and will hold quantities of dust. The oak dresser shown on the left is of Eng-lish design. The effect is strong and honest. The unfortullate affair opposite stands in an American home. It is so top heavy in design that it pro-duces at once an effect of instability. The low glass door with convex surface is liable to be broken. Then, too, the sideboard is so shallow from front to back as to render its compartments of little practical value. It is safe to assume that the ornament, which covers almost the entire sur-face of this piece, conceals poor stock and bad workmanship. The sideboard shown on the left dates back a hundred years. It is of polished m"hogany, with brass trimmings. Such patterns arc happily being reprodnced nowadays. Good proportion preV(lils here. and there is just the right amount of ormllrent to ball111ce the phin surfaces. This sideboard is substantial, but not heavy, while the (me on the right is ponderous. yet weak. On the left is shown a beautiful example of the type of de.'iign made £amous by Sheraton. Tt is of mahogany, inlaid with lines of holly-wood. The lasting beauty of such a sideboard proves that masterpieces may he produced in furniture as well as in any other kip.d of original work. It is needless to point to the glaring ugliI1CSS of the example on the right. Such machine made wares will soon become rare if once a tittle thought IS expended in making selection. Reproduced From the Ladies' Home Journal. '""----------------------------- 10 Rockford, Ill. l\lay 23-Rockford is a city worth any man's time to visit. It is 110t only one of the most beautiful in Illinois, but next to Chicago leads all others in this common-wealth in manufacture. The stranger visiting Rockford is apt to be astonished at the variety and magnitude of its manu-factures. As a matter of course everybody interested in the furniture business knows of Rockford, and there is scarcely a furniture store in the land (and hardly a home) where Rock-ford goods may not be found. But every furniture man does not know that the largest knitting mills in the west are locat-ed in this city; nor of its silver plate works, its agricultural implements works; its piano, sewing machine wood and iron working establishments and scores of other industries. vVith-in the last year Rockford has secured industries that, when in full operation, will add from four to five thousand inhabitants to its population/ Rockford is famous for its beautiful women. The schools of Rockford are attended by more than five thousand child-ren, and the addition to the high school now welt under way is a triumph in school architecture. Rock River is a beautiful stream with high banks and clear water Hawing through th~~center of the city, and on either side are located many beautiful homes, with grounds exteJlding from broad avenues down to the water's edge. It has been the good fortune of the writer to visit Rockford one or more times every year for more than t".·.e. nty years, and I fecI safe in saying that T have never see!! so many 'buildings under' construction as at present; and I was told that the number does not begin'to meet the demand. The next United States census is likely to furnish some surprises in the growth of the cities of this country, and Rockford will furnish one of them. The furniture factories are making preparations to show their l1ew fashions in July, al1d the furniture expositions in Grand Rapids, Chicago and New York will be replete with Rockford goods. The Mechanics' Furniture Company will make a beautiful display of huffets, china and music cahinets, on the third floor of the Furniture Manufacturers' Exhibition Building, 1319 Michigan avenue, Chicago, in charge of D. J. LeRoy and J. E. Hanvey. Their catalogue for 1907 is One of the best they have ever mailed to the trade. Of course everybody knows ·of the Standard and "Yohnny Yohnson." Both will be on exhibition at 1319 Michigan ave-nue Chicago, on the first floor-same space they have had for several seaSOl1s. The Standard's line of library and dining room fllrnltu;·e is always to be reckoned with when one goes to market to bliY furniture. The Rockford Chair and Furniture Company will occupy their beautiful new offices before this number of the Michigan Artisan is mailed. It is the finest in the city and the Artisan congratulates the company on the taste displayed in the building, fittings and furnishings. Of coUrse they ..v.ill have a great display of lJe"W patterns jn the Blodgett Block, Grand Rapids, in July. The Rockford Frame and Fixture Company has long been famous for the style, and finish of their fancy cabinet ware. There will be no lack in this regard in July, and the magnitude of the display will he on a par with its excellence. They will make full exhibits in Grand Rapids, on the second floor of the Big "Vaters Building, the Furniture Excbange, fourth floor, New York; and lI,'lanufaeturers Furniture Exhibi-tion building, Chicago. To describe the line would take two or more pages of the Artisan, and then not do it justice. The Royal Mantel and Furniture Company (they do not make mantels) will show their full line of china closets, buf-fets, combination and library bookcases on the sixth floor of 1319 11ichigan avenue Chicago, and at the New York Fl1rni~ ture Exchange. They have just completed a fine briek addi-tion to their factory, 80 x 112 feet, five floors, The V'J' est End Furniture Company were well pleased with the results of their first exhibit in Grand Rapids, in January last, on the sixth floor of the Blodgett Block, where they will make a better display in Ju\y. The line consists of china closets, buffets, library and comhinadon book cases. The CeHtral Furniture Company will make their display in all the leading furniture stores between the two oceans (or nearly all of them) in July, August, September, October, ..~ Made by Mechanics Furniture Co. Rockford, Ill. November and the rest of the year; but not in any of the Ex-position buildings. Their "ad" in the June issue of the Michi-gan Artisan will explain why. The Union and Rockford Cabinet Companies will take up a large space in the new Manufacturers' Building in Grand Rapids in July. The Forest City Furniture Company will show in July only at 1411 Michigan avenue, Chicago on the third floor, in-charge of E. P. Chamberlain, O. E. Landstrom and E. A. Clarke. Charley Cox Looks for a Good Season. Cbarles If, Cox, the vice-president of the Michigan Chair company, who returned from a tour of the large cities of the eastern states recently, anticipates a satisfactory volume of trade during the remainder of the year. He states that al-though, on account of the severity of the weather, the vol-ume of spring sales by retailers was not large, it was fully equal to the same months of 1906, which was followed by a heavy fall trade. There is nothing discouraging in the out-look from his view point. Michigan Chair Line Ready. The Michigan Chair company's fall line is finished and in the hands of the photographer. Treasurer Garrett states that it is as large and featured as strongly as the lines brought out in the past. A "REGULAR FURNITURE DEALER." His Requirements "Officially" Defined by President Rosen_ bury. A short time ago the 1Iichigan Artisan received a letter fro111 a gentleman about to engage in the business of selling furniture by retail and incidentally by mail, by means of cata-logues, inquiring <IS to wh;lt plan of conducting sales it is ,. Made by Rockford Chair and Furniture Co., RockfOrd, Ill. necessary to pursue in order to obtain recognition as a legit-imate dealer by the state and national associations of retail-ers. The matter is of such importance that the Artisan felt it incumbent upon itself to submit the question to the high-est recognized authority in the retail trade, C. C. Roscnbury, the president of the Katlona1 Retal\. Dealers' Association, for an ofGcial definition. Under date of April 29 President Ros-enbury replied as follows: Editor Michigan Artisan:- Yours of April 27 to hand. A regular furniture dealer is generally considered to be an in-dividual Of firm who carries a stock of fUT11itnreadequate to the COmn"lU11i.ty in which he is Going business, even though this individual or firm should issue a catalog in connection with this business. Dutwould add, further, that the sales from stores should comprise the bulk of such business, and not where some concern doing practically a mail order busi-ness stocks a limited amount of furniture, merely to cllable them to be classed among the regular retail furniture deal-ers. Curb-stone dealers or C1.Ub-stmie broken;, as termed, refers to parties selling furniture from catalogs, without car-rying a stock. Yours truly, C. C. ROSENBURY. 1f the National Retail Dealers' Association shall under-take to compel its members and the thousands of dealers who are not members, to observe the defill1tion supplied by 1'rcsi-dent Rosenbury as to a legitimate dealer in fl1rnitttre it will find the task a formidable one. The reduction of Port Ar-thur would be .but a small affair in comparison with an at- 11 tempt to compel retaiters of merchandise to conduct their business on the basis laid down by President Rosenbury. It is not necessary to seek far for impregnable trade barriers \vhich the National Retail Dealers' Association would have to overcome before it could put its policy into effcct. Spiegel, a retailer of Chicago, is credited with having sold through the mails outside of Chicago, last year, fUfniture and kindred goods valued at over $3,OCO,IJOO. Hartman of the same city is credited with installment sales through the postal service! amounting to $5,000,000, Volinegar Brothers of Grand Rap-ids~ it is claimed al1thentically~ sell $50,OCO and upward an-nally outside of Grand Rapids as the result of their enter-prise in distributing catalogues through the mails, and the Hisbop Furniture Company by the same means a considerable larger amounts. Bishop mails 200,000 catalogues annually. /\ nother instalhr.ent house sells less than $25,COO from its store in Chicago, but its mail order business amounts to $2,500,000 annually. These enterprises, and there are many others, are destructive of the interests of the legitimate re-tailer, as defined by Mr. Rosenbury. But what is the legiti-mate retailer going to do about it? In business, only the fit-test survive. .!vlany will cease to be "legitimate" retailers and thereby prolong their existence. The Antique Industry. ",\g;cing·· hlrniture by nw.challical proc.ess is a latter-day practice. Reproduction of artistic pieces, dating from the time of Sberatoll. Hepplcwhite and Chippendale, form a special business <lnd rn;L11Y an over zealous dame is "roped in" by these "counterfeitcrs" in their eagerness to adonl their parlor with sometbing ";ultique." The process of producing the antique nppearance in furniture of modern manufacture is ,,11 ilitcrcsting one. By no means is t11e completion of these specimens of handicraft arri\'ed at when the regulnr finisbing touches have been applied-not until appearance qualifies the article tn be accepted as a "genuine" sample of by gone days. Upon the assumption that the offerings are in fact models-not imitations-of the remote periods, fancy prices are oht;line.d from credulous purchasers. Carvings aTe sand~hhsted to <lge angle edges, panels are warped with <lcid, wood is worm eaten by drills or shot and dents are ac-complished by hammering, until the destred aspect is ob-taincd.- The Decorative Furnisher. Made by Rockford Standard Furniture Co., Rockford, IlL 12 Johnson Chair Company CHICAGO, - - ILLINOIS Manifacturers - Office Chairs, Dining Chairs, Bedroom Chairs, and Parlor Rockers Sendfir our new catalogue,just out, illustrating our entire line. PERMANENT EXHIBIT: Furniture Exhibition Building, 1411Michigan Avenue ITS BECAUSE WE HAVE THE RIGHT KIND OF MECHANICS THAT WE MAKE THE RIGHT KIND of FURNITURE MECHANICS FURNITURE COMPANY -ROCKFORD, ILLINOIS Write for new Catalogue and keep YOQr eye peeled for this space next month. AN IOWA IDEA. Plan to Cripple the Mail OrderHousesbySystematica1.ly Bleeding Them. The retail merchants of Iowa have adopted a plan of campaign against the mail order houses which may be all right in theory, hut it does not seem likely to work out ef-fectively in practice. It is said to have been originated and llsed by the retail hlmber dealers of the state, as a weapon against the combination of wholesalers and manufacturers. As submitted to members of the Retai1 Jvlerchants' Associa-tion it is like this: Every member is requested to write a letter to mail order houses, requesting copies of their catalogues. Steps are to be taken to disguise the identity of the writer and the mer-chant is to pose as a prospective buyer of goods. Vlhen the catalogue arrives, tJ,e merchant can upon some pretense or another keep up a correspondel1ce with the m;tiJ order house and provided he writes aile letter a "week, he is putting a tax of just that amount upon the mail order concern to say noth-ing of the cost of-llterature, the value of the catalogue, the time of employes in replyillg to correspondence, etc. In this way, provided a sufficient number of merchants enter into the spirit of the idea, the catalogue house can be put to an expense of several humlrcd thousand dollars a year, for which they will receive no return, vVith increased operat-ing expenses, i.t is natural to expect that these hrms will be at least compelled to advance the prices on their goods. If it is carried far enm~gh, it would entirely Wl1)('. out the p-ro-fits of the mail order business, unless those engaged in the latter line, devise SQm~, way to circumvent the merchants. It is stated that upwards of a thousand lumbermen have pledged themselves i.ndiv1dually to do tlle1r part and the in-tention of the promoters is to have the agitation spread to all kinds of retailers and to aU other states, as the larger the number of merchants committed to the scheme, the greater wilt be the loss to the mail order people. Naturally the hltter who through the publicity given the matter, arc a'Nare of their danger, will use evcq' precaution against falling into the trap and in doing so it is figured that communications from bona fide patrons of the house "will in many cases be consigned to the waste basket and enemies made thereby. An Io\',Ta ll1an interested in the movement in e.stimating the results which may be expected, flgures that if the 8,910 merchants of the state pledge their support and each one writes two letters per week, the catalogue houses \<lill be compelled to spend $3,564 in postage alone, not counting any other expenses, from which they will receive no return. The promoters of the scheme w-iH probably find that the merchants will not pull together-each will depend on the others and very few of the letters wi.ll be written after the catalogues are received. \Vhere they are not received fur-ther correspondence will not be attempted-it would bleed the merchant rather than the mail order concern. It will also be found that the mail order houses will not feel the loss of a fe"w thousand catalogues. Of course they cannot buy postage stamps at a discount, but it will be found that the time and other expenses of correspondence \"ill not affect them to any great extent even if the merch!:l.ots work the schenle in full compliance with the theory of the pro-moters. Pennsylvania Will Have a Railroad Commission. Pennsylvania ""viIIhave a state railroad commission, the legislature having passed the bill which the governor will sign. It was amended to suit his views before final action was taken. Thousands In Use Furniture Dealers need have no more fear. With the use 6f Cline's Caster Cup one table may be placed on top of another without injury. Made in two sizes in the follow-ing finishes: Oak, Mahogany and Rosewood. Special pre-pared felt bottom, preventing sweat marks, scratching, etc, Price: 2M in. per 100, $3.50; 3% in. perlOO. $4.50 We also manufacture Ihe mOllt reliable Card Holder on the market. Write lor our new 40 page Catalogue. L. Cline Mfg.Co.• 'U9W.baahA"'c' Chicago The New Banquet Table Top lIS wellall OFFICE. DININGalid DIRECTORS' TABLES are our specialty. STOW & DAVIS FURNITURE CO.• a~~id.. Write for Catalotue. Get mmp1elof BANQUET TABLE TOP. MANUFACTURERS OF HARDWOOD LUMBER & VENEERS SPECIALTIES: ~tW;'gll'BQUARO.AK VENEERS MAHOGANY VENEERS HOFFMAN BROTHERS COMPANY 804 W. Main St.. FORT WAYNE, INDIANA The New "PERFECT"" FOLDING CHAIR Comfortable Simple Durable Neat The Acme of Perfection in the line of Folding Cha"rs. PJJ:Rl'fiCT COMPACTNESS when folded. WRITE for PIHCES The Peabody School Furniture Co. North Manchester.· l:IlIdlana 13 14 SUGGESTIONS FOR WINDOW TRIMMERS' Moderation. Simplicity and Common Sense Ideas are Better Than Unique Methods. The following suggestions for window trimming are credited to Frederi(~ Schmahl, head decorator for the SiegeJ-Cooper Company, 1\ew York, by the Decorative Furnisher: \Vhat a good introductioll is socially a good display window is commercially. It is by the display wimlow5 that the pro-spective or non-prospective buyer is iutroduced to the store; thus one can readily see that great importance should be laid on the ultimate success of that introduction. The window dresser has a great responsibility resting on his shoulders; it is his task to present the goods in sllch a way that they will not only catch the attention of the passer~by but he must create in the spectator the desire to buy. Many unique meth-ods are employed to attract attention and many of these draw the gaze of the public eye, but do not create any" purchasing desjre. The publjc stops, la\1ghs at the ingenuity displayed, then passes on when their curiosity is satisfied. '''ie, in our different fields have nothing to do with such methods, the up-holstery window display, the furnitufe display, or the wall-paper display must posse5S artistic as well as practical value. If the display is at once artistic, attractive and practical, the decorator has made a long stride toward the goal of success. That a window must be practical is its most essential fea-ture; a window may possess exquisite artistic features but they may be entirely unfitted for practical use. Upon the practicability of a window depends its trade compelling power, which is the effect all decorators desire to produce. Every \vindow decorator, to-day, recognizes that this art has reached a standard, which in the larger retail establishments requires a staff of thoroughly expcrienced men, capable of taking any line of merchandise and presenting the same to the public in a trade compelling manner, as the object of all display is to sell goods. In other words, we might say that the decorator is the hypnotio;t who makes suggestions jn a manner which causes instant action on the part of the public. The decorator must not only have the power to create ideas but he must have t!:tepower to adapt them as well. A theoret- :,:al knmvledge is useless without the practical. OJle well know decorator has divided window dressing into two classes, that arranged to attract attention to its artistic merit and that devised to increase the sales of the merchant. It is the happy combination of these two that forms the ideal window trim, The artistic Of high art window has a certain advertising value which cannot be denied and serves a wider purpose in that direction than is generally credited to it. A well dressed, artistic window draws admirers, and the impres-sion made is invariably a lasting one. If the admirer does not prove directly to become a buyer, he is sure to tell his friends of the impression it made UpOn him and in this way, perhaps, the trade compelling effect will have been produced. The beholder is influenced by the beauty and harmony of the display and instinctively looks to the house maintaining this standard for what is correct and valuable. Another of the prime essentials to be considered in dress-ing a window which will appeal to the general public, is to have the goods properly marked with neat price cards. The first idea., after the prospective buyer admires the goods in the show window, is to wonder concerning the price of the goods. Of course this feature is not so important among the wealthier classes, but generally speaking, it is an import-ant factor in the sale of goods. Don't have the price cards so conspicuous that t]ley will detr<let from the artistic effect of thc window, but place them il. such a position that they can be easily seen without jarring on the artistic ~ensihilities of the observer. The keynote of all window dressing should be simplicity. One of the principal faidts of the average show windows is overcrowding. A mass of draperies, or whatever the goods may be, is worse than useless. The tendency of the best window decorations of the day is to-wards plain and practical decoration. Common sense should rule. Permit nothing to be seen which is not a part of the general show, that is, the window should possess a harmoni-ous scheme throughout. Decide 'on some method or unit of arrangement and repeat it carefully throughout the display The way the light falls on the display, whether it be artificial or natural, is a very important essential to be considered. In the daytime great care should be taken as to the arrange-ment of the awnings nod the shades. Light goods appear to better advantage without much light, while the darker materials require light to show them to better advantage. As regards the effect of artii1cial light the decorator has often deferred this part of his work to the illuminating; engineer. The illumiJ1ating engineer, whlle he may have a knowledge of physical quantity, power and energy, has not studied the decorative value as affecting color. The decorator to fully complete his scheme of unity in decoration should possess a thorough knowledge of the decorative value of artificial light as affecting color. The engineer cannot be expected to appreciate fully the harmonics of l:oJor in decoration; his is only a technical knowledge. It is the d.ecorator's province not only to determine the power of the light thrown upon his display, but the character of the light as well. As a general maxim, it is safe to keep the back ground of the window light. For this effeet mirrors are often used Grand Rapids Caster Cup Co. 2 Parkwood Avo., Grand Rapids. Mich. We are now putting on the best CasterCups with cork bases ever offeree to the trade. These are finished in Golden Oak and White Maple in a light finish. These goods are admirable for pollShed floors and furn-iture rests. They will not sweat or mar. PRICES: Size2Uinches $4.00 per hundred Size2~ inches·· ·5.00 per hundred 'Frya Sample Order. F. O.B. Grand Rapids. to good advantage. Patent reflectors, of recent invention, frequently offer great aid in the display of a window. Last, hut not least, is the cleanliness of the window. This may seem a tri'"ial thing to mention, but we have often seen an otherwise good display spoiled by dirty windows, or furniture covered with dust. A dirty window creates a bad impressiOll on the person looking into the window, so we do not consider it too unimportant to mention. Free Advertising Proposition. No live furniture dealers can afford to pass this offer. With an order for one gross of Nall's Red Star Polish, 25 cents size, at $1.75 per dozen, we will give the dealer one gross 10 cent size free as a souv('.nir to give away to customers. Every person receiving one of these 10 cent bottles will be a cus-tomer on the 25 cent bottle, and will sell yoU a gross in a short time. The dealer's business card goes 011 each bottle, both sizes, which will place your name in the homes and ten them where to buy Red Star Polish, atldwhen they \vant anything in the furniture line they \vill surely remember you. 11anufactured hy THE AMERICAN PHARMACAL CO., Evansville, Ind. 15 Something DiffERENT 1110.155 WOVEIII WIRE in Couches $4.00 Net We have made for some time, Couches and Davenports with woven wire tops. Our latest essay in this line is DIffERENT. Made and shipped K. D. Easily set up. 1\ trial order will convince. SMITU ~ DAVIS MfG. CO., St. Louis. SPRATT'S CHAIRS ARE THE JOY OF THE CHILDREN. OUf new CHILD'S MISSION ROCKER was a winner from the stan. IY rill f~r Catalogut and pria.. Our line is large and prlces are right. We make CHAIRS GROWN- ups as well as CHILDREN, GEORGE SPRATT & CO. Shelmygan, Wis. Sa)' you saw thiS ad in tbe Michigan Arti~ ~an. WE manufacture the larg. est line of F'OLDING CHAIRS in the United States. Buitable for Sunday Schools, Halls, Steamers and all Public Resorta. . . . . We also manufacture Brass Trimmed Iron Beds, Spring Beds, Cots and Criba in a Iarg-e va.dety. . . . Send for Catalocue and Price. to Kauffman Mfg. CO. AS"LAI'ID. 0"10 UNION FURNITURE CO. ROCKFORD, ILL. China Closets Buffets Bookcases We lead in Style:, Confuudion and Finish. See our Catalo8ue. Our line on permanent exhibi~ lion 7th Floor. New Manufact-urers' Building,Grand Rapids. 16 lESTABLISHEO 1880 ~(~~ ?- \ ,- l;; " ~~, ,'"" ' ~1i~ ~ I J i: ;) ~L \ ,,~, '1;$,; \ .:t ~~. .-!'3.. ~ ~ ~ , ~ ~ ~ - PUBl.ISHED 1ST MICHIGAN ARTJSAN CO. ON THE 10TH AND 25TH 011' EACH MONTH OFFICE-2-:i!.O LYON ST •• GRANO RAPIDS, MICH. EIIITERED ~sM,l.TTER OF TI1E S£COND CL,.SS The cold, backward spring-unseasonable weather in April and the first half of May~cau5ed considerable dullness in the furniture trade. By retarding building operations, delaying alterations and improvements in residences it cut down the demand for new outfits. The effect has been noticed more in the eastern and middle states than in the West and South, but even in the latter sections it was sufficient to be felt by the factories. This condition of affairs is not likely to con-tinue, however. Nearly all cities, and towns report more resi-dences being erected than ever before and as every new house calls for new furnishings, either partial or entirely, furniture dealers in all sections have every reason to expect a rapid picking up in trade during the summer. Labor is scarce; every man able to work can nnd employment. Under these conditions there is no reason to expect that the volume of trade in any line will be less than that of last year. There is every reason to expect that it will be larger. *1* *1" "1* *1" The mail order microbe, it appeal'S, has attacked the banks. The United Bank of Detroit, Mich., is accused of doing business in violation of the state banking law. The other banking interests brought suit to have the offender enjoined, but they were beaten in the Circuit Court. They have appealed to the Supreme Court and expect an early hearing. The suit is based mainly on the allegation that the United Bank ignores the law requiring that twenty-five per cent of deposits be held in reserve, but the mail order methods used by the bank, which have become popular and very profitable, are said to constitute the greatest grievance of the more conservative bankers. Now here seems to be a chance for a solution of the mail order problem. If the complainants win in the Supreme Court and compel the United bank to mend its' ways, perhaps the "regular" furni-ture dealers may be able to secure legislation regulating the operations of the mail orderandpremiumhom.es. *1* *1* *1* *1* Complaints are frequently heard in the offices of the man-ufacturers of the slowness characterizing the settlement of ac-counts, by retailers. 1lany seem to think that payments may be made for goods whenever it is convenient to forward remittances and not in accordance with the terms of purchase. In former years the mam1fac-turers were enabled to obtain the supplies required in the production of goods on three, six, nine and twelve months time, but in these piping .times of prosperity short settle-ments are demanded and enforced by the supply men. The appropriation of long time in the making of settlements by the retailers frel]uelltly subjects the manufacturers to expenses and annoyances that were not comtemplated when the goods were sotd. *1* *1* *1* >kl* If a certain number of retailers would combine to take the output of a factory and pay for the same promptly without too much kicking. the ready cash and the heavy orders of the premium and mail order merchants would not appear to be so desirable by the manufacturers of house furn-ishing goods *1* *1* *)* *1* That "Iowa Idea" of a tampaign against the mail order houses has one meritorious feature. If put into practice and carried along. as planned it would help to make up the deficiency of fourteen million dollars in Uncle Sani's postoffice pocket. *1" *1* "1* *1* It is quite desirable that catalogues should be of uniform sizes-small, medium or large. Will some considerate dealer kindly suggest to the Artisan, for the benefit of the general trade what these sizes should be, measured by inches? "I" *'* *'* *1" The New York Stock Exchange is no longer considered a reliable business barometer. Neither does the wheat pit exert mueh influence on finance, general trade and industry. "I" *1* "1* "I" The retailer who buys tine goods from a "photo" runs a great risk. .It is better to go to the market and learn just what will be delivered before placing an order. *[* "t" *[* "[" The Corey chateau, near Paris contains three elaborate bathrooms, The occupants must be an unclean pair. "'1* *!* *1* *!* Going to the market? You would gain dollars and sense by spending ten days in Grand Rapids and Chicago in July. *1* *1* *1* *!* A well-arranged show window is an object lesson. It is better when seen than when read of in a newsp,aper. *1* *1* *\* *1* Abuse of your competitor and self-flattery are two things a merchant should avoid, *1* *\* *!* *\* The outcome is unsatisfactory to 'every merchant that lives beyond his income. *1* *1* *1* "J" If all dealers were to handle exclusive lines there would be no incentive for prIce cutting. *t" *1* *1* *1" A l,>erysensible business man is he who will not leave a customer to attend a prize fight, *1* *1* *1* *1* Ambition is commendable; greed reprehensible. The Interstate Rates Are Paramount. Railroad officials are highly pleased by a decision of the federal court of' appeals, in a Kentucky case, to the effect that when there is a conflict bewteen interstate rates duly filed with the commission and the combined rates of various states through which traffic moves, dle rates filed with the Interstate Commission shall be the legal rates. Under this decision the roads cannot be punished for failing to make immediate reductions of interstate rates on a basis ·of the two cents fare laws or of orders of state com-missions for reductions in freight rates. Experts dedare that to revise completely their interstate passenger rates to the basis fixed by various western states will take them at least two years. Not llIltil all the roads have made a revision of their tariffs alld the necessary com-parisons and changes have been made, can anyone road pre-pare and file with the Interstate Commerce Commission a satisfactory tariff sheet. This Machine Makes the Money ==========BY SA VI NO IT ========= It makes a perfect imitation of any open grain because it uses the wood itself to print from, and one operat.or and a couple of boys can do more work with it than a: dozen ruen with any otht::r so-called machine or pads on the market. That"s why it"s a money maker. It imitates perfectly PLAIN or QUARTERED OAK.1MAHOGANY.WALNUT. ELM. ASH or any other wood with open grain WRITE 'tHE -------- -~- ... --- Posselius Bros. Furniture Manufacturing Co., Detroit, Mich. FOR PRICES AND FULL PARTICULARS. MENTION THE MICHICAN ARTISAN. Inset Inset Qran~Da~i~sDlow Pi~e an~Oust Arrester (om~anJ THE LATEST device for handling shavings and dust from all wood-working machines. Our eighteen years experience in this class of work has brought it nearer perfection than any other system on the market today. It is no experiment, but a demonstrated scientific fact, as we have several hundred of these systems in use, and not a poor one among them. OUf Automatic Furnace Feed System, as shown in this cut, is the most perfect working device of anything in its line. Write for our prices for equipment •. WE MAKE PLANS AND DO ALL DETAIL WORK WITHOUT EX-PENSE TO OUR CUSTOMERS EXHAUST FANS AND PRESSURE BLOWERS ALWAYS IN STOCK Offioe and Fa.ctory: 205-210 Canal Street GRAND RAPIDS. MICH. Cltl:zea.a Pbone 1282 l1el1, hi .In 1804 OUR AUTOMATIC FURNACE FEED SYSTEM --------- Inset To Our Western Patrons NOTE: There has been no change in the management of our CHICAGO FACTORY. the same practical men who have brought it to its present high standard continue in our employ. BE NOT DECEIVED. . WE CAN MATCH ANYTHING I FILLER BONE HARD OVER THAT Will DRY N I G H T The great majority-in fact just about all of the manufacturing trade ask for a filler to be hard dry the day after filling. We can do better than that. USE OUR FILLER AND YOU CANNOT DIG IT OUT OF THE PORES THE ======= NEXT DAY======== IT IS IMPOSSIBLE FOR VARNISH TO PENETRATE THE SURFACE IT SANDS OFF IN A POWDER THAT WILL LEAVE YOUR SAND PAPER CLEAN AFTER THE WORK IS DONE. The Barrett-TLindeman Company CONSOLIDATION WITH The l.lawrence-McFadden Co., Ltd. 61-63-65·67 No.AshlandAve., CHICAGO. 1400-2-4 frankford Ave., PHILADELPH"IA. Inset ==== IPERFORMS THE WORK OF ==== 25 HAND CARVERS The Universal Automatic CARVINO MACHINE And does the Work BeUer than it can be lione by Hand ---~---MADE B¥------- Union [MDOSSlno MACUlnr (0. Indianapolis, Indiana Write for Information, Prices Etc. The Pittsburg Plate Glass Company MANUFACTURERS AND JOBBBRS QI'" Plain and Beveled Mirrors, Bent Glass for China Cabinets, Plate Glass for Desks, Table Tops and Shelves. OUf facilities for supplying furniture manufacturers will be und~rstood when we state that we have 10 Glass factories, extending from Pennsylvania to Missouri; and 13 Mirror plants, located as follows: New York Boston I'hlladelphia BWI'/Uo Clacbmatl st. LouIs Minneapolis Atlanta. Kokomo, Ind. Ford-City, Pa. High Point, N. C. Davenport Crystal City, Mo. Also, our 22 jobbing houses carry heavy stocks in all lines of Klass, paints, varnishes aAd brushes and are located in the cities namecl below: New York-Hudson and Vandam Sots. Buft'alo-S72·4-6~8 Pearl street. BosOOn--41_49 Sudbury, 1-9 Bowker. Sts. Broo~85 IUtd 837 Fulton Skeet. Cbleag0--442-462:Waba8h Avenue. Phlladelpbla-Pitcaim BuDding, Areb Clnelnnatl-Broadway and Court 8ts. and Eleventh St8. St. Louis--Cor. 7th and Market Sts. DaVeDPort--UO-416 Seott Street. Minneapolis-SOO-510 S. Third St. Cleveland-149-S1-63 Seneca St~t. JH,troit-tiS-55 Larned St., E. Omaba-1608-10-U Harney Street. Flttsburgb-IOI-I03 Wood Stl'eet. St. Paul--349-1U l\IInnesota Street. MUwaukee. Wis--4f}2.494 Market St. Atlanta., Ga.-30, 32 and 34 S. Pryor St. Rocbester, N. Y.-Wnder Bulldlng, Main Savunnah, Ga.-74S-749 Wheaton Stl'eet. and ExchRIlge 8ts. :Kansas City-Fifth and Wyandotte St8. BaItIJDo..-221-223 W. Fratt Street. Birmingham, AIa...-2nd Ave. and 29th St. It needs no argument to show what advantages may be derived from dealing directly with us. AGENTS FOR THE COULSON PATENT CORNER POSTS AND RATS. WABASH INDIANA GLOBE VISE AND TRUCK CO. Offiee 321 South Division St••GRANDRAPIDS,MICH. Mfrs. of Higb Grade Wood Workers Vises AND Factory Trucks Quality and Price taLk in factory trucks and we can interest you. Will you send us your address and Jet us write you about them? Writ~fM Pried8 B. WALTER & CO. M...w,tu=. of TABLE SLIDES Exclusively WRITE FOR PRICES AND DISCOUNT SOMETHING NEW WE have perfected a new GOLDEN OAK OIL . STAIN without the use of asphaltum or acid. This stain is the strongest and most pene-trating stain on the market. It entireJy pene-trates the wood, leaving no surplus on the sur-face to penetrate with the filler. Samples furnished on application. CRAND RAPIDS WOOD FINISHINC COMPANY 1S15-59 £LLI!iWOATH AVE •• GRAND RAPID$;, MICH. We have over l~ different styles of factory and warehouse trucks to offer. also a complete Ih.e of woodworking vises and benches. MICHIGAN Our Clamp. reoelved GOLD MEDAL at World'. Fall'. St. Louis. VENEER PRESS (Patented June JO, t903,) CHAIN CLAMP (patented June 30,1903.) CABINET CLAMP. Write for rices and particulars. Black Br s. Machinery Co. M NDOTA, ILL. ---- -------------'OFFICES------------+----_ Boston New York. Jamestown High Point Cincinnati Detroit Grand Rapids Chicago Auoelate Office. a.nd Bonded Attorneys In all Principal cities t. Louis Mlnneapolla The Furnitu e Agency REPORTING FURNITURE, U HARDWARE AND KINDRE TIONS MADE EVAN UN R THROUGH OUR COLLECTIQ DERTAKERS, CARPET TRADES.· COLLEC-VALLED SYSTEM DEPARTMENT •. , wE PRODUCE RESULTS WHERE 0 HERS lI"A.tL WRITEl"OR PARTICULARS AND YOU WILL SEN US Y OUR BUSINESS. Our Complaint an Adjustment Department Red rafts Collect H. J. DANHOF, Mic igan Ma.nager. "No-Kum-loose" Mission Knob (PATENT APPLIED FOR) This is the latest style in Mission Knobs. It is m;tde in plain and quartered oak, and takes the same finish as the drawers it is designed to go on. We make a toilet screw to match. We also make the "No-Kum·Loose" Knobs in birch, maple, walnut- and mahogany in many sizes and styles, and carry in stock, a ful1line of Quartered Oak, Walnut and Mahogany. WADDEll MANUFACTURING CO., GRANDRAPOS, MICH. SAY YOU SAW THiS AD IN THE MICHIGAN ARTISAN, MARCH 10TH EDITION. Saw and Knife Fitting Machinery and Tools l~n""B,1,~'.:ia~~~,~d~t Baldwin, Tuthill ®. Bolton Grand. Rapids. Mich. Filers, Selters, Sharpeners, Grinders, SWM6S, Stretchers, Brating and Filing Clamps. Knife Balances. Hammering 10011. Investf::~our New 200 page Catalogue for 1906Free. Bolton Band Saw Filer for Saws % inch up. B. T. a B. Style D, KnifeGrinder. ull Automatic. Wet or dry Inset PALMER'S Patent Gluing Clamps USE A MORTON KILN IT WILL END YOUR DRY KILN TROUBLES Does not warp or check lumber. . THE MOST PERFECT MOIST AIR KILN ON THE MARKET. Are tb. mQ8t successful. PUlng Clamps Made Fol" the followlD' reason_ They clamp in8tantlly any width of dimension stock, DO ad-justing clamps to tit the work, they book at 0llC6 to the desil'bd width. Released lnstantly-thl'ow Qutthe lever and take them 08'. The work can be ~moved as, fast as It e8n be handled. As the claw.p is placed. over the work and look8, into tbe ~ne below it, 'tl1e draw Is alike 00 both sides, prevents all springmg no matu.r bow wide the stock, may be. ImpolISible tor them to llilPl the weqe has serrated edge Rnd cannot be moved when ~Iamp is flJ.osed, hammer all you. like. Unlimited power; ;&TOOt strength and durabUity; malleable irOD and illteeI; the knocklo Joints are sooketJoint8, Dot rivEltl'l. Although the best they cost you less. Fo!' lurtber intOJ'lDstloD a8k 101' eqtRlope N(Il, 4, TRUCKS, CANVAS DOORS, RECORD-ING THERMOMETERS and other sup- A'; ;plies. 'Write for catalog H which tells HOW TO DRY LUMBER. MORTON DRY KILN CO. 218 LA SALLE ST., CHICACO. A. E. Palmer. Owosso. Mich. Duplicate Orders Attest Satisfaction Regarding their <fAB C" MOIST AIR KILN THE AMERICAN LUMBER CQ;. Albuquerque, N. M" write .. II * * * The receipt by you of a duplicate order from us is evidence of our satisfattionwith· the Kiln. and we believe the fact of our havin~ placed duplicate order with you is as strong a testimonial as one could give~and you may use this letter" as SUCh,ll Shan we send you our Catalogue No- 166 M A? AMERICAN BLO\NER COMPANY. Detroit. Mich. NEW YORK CHICAGO ATLANTA LONDON Inset DADO HEADS GREATEST RANGE QUICKEST ADJUSTMENT LEAST TROUSLIt FOX SAW BOYNTON de. CO. SMOOTflE5T GROOVES Manufacturers of Embo ......ed aDd Turned Mouldinga. Embosaed and Spindle Carving ... and Automatic Turning •. We also manu-facture a large.Hoe of Embosaed Orna-ments for Couch Work. FASTf!;.ST CUT LEAST POW~R SEND FOR ,,- -~ ----~-- ....--.-- -_........ , "X_:",,_;. /..,__ ~"'C:":'~'...o"":::~A;;' PERF£,CT SAFETY LONGEST LIFE CATALOGUE Also Machine KnlveJ'. Miter Macht~.8. Etc. We'll lliladly t.n YOUall about It. PH"RMANI;!.NT ECONOM'i' 419·421 W. fifteenth St., CnlCAGO, ILL. 185 N. Front Street. FOX MACHINE. CO. Grand Rapids, Mtch Wood Forming Cutters FOLDING BED FIXTURES Profitable fixtures to use are those which give the least trouble. They are made by Folding Bed 'Williams in many styles and designs, suitable for every folding bed manufactured. Furniture Cast-ings, Panel Holders, Corner Irons, etc. New ideas and inventions constantly being added to the line. We offer exceptional value in Reversible and One~Way Cutters for Single and Double Spin-dle Shapers. Largest lists with lowest prices. Greatest variety to select from. Book free. Address SAMU~bo~·PE~N~ttts~~~..SONS I F. B. WILLIAMS 38t2 VINCENNES AVE., CHICACO Manuiadur~r.oi Hardware Specialties for the Furniture Trade. Established ]871( THE KNOB THAT WONT COME OFF NO·KUM·LOOSE WOOD KNOBS CUT shows the construction of our line of Wood Knob •. The metal nut is clinched into the wood at its front end, pre-venting turning or pulling out. To the back end of the nut is riveted a steel base, having projecting spurs which enter the drawer front. The knobs are held in place by a screw and corru-gated spur washer, which avoids any· possi-bility of unscrewing. All goods are smooth-ly sandpapered, and shipped only in the White. Regular screws furnished will take drawer fronts ~ to 1}8 thick, long-erscrews to order. Stock knobs will be kept in mahogany only. Other woods to order. 2 inch "A" The face of knob" A" is veneered with specially selected fancy stock, same as used in making crossband veneers, presenting a beautiful and attractive appearance when finished. be furnished as toilet and patent drive nut TOILET SCREWS: Ij£ to 2 inch knobs can screws to order only with standard bolt 3}f inches long and washer. Section of "A" GRAND RAPIDS BRASS COMPANY, Grand Rapids, Mich. Inset ~MIP ..HIG7J-N 0 7If--TI'{~ ~. INSIST ON HAVING Johnson's Tally Sheet MorrisWoo~I Sons' Sol~ Steel alue Joint (utters tor there are no other" ~~ju.rt aol'good.·' ----IFOR---- HARDWOOD LUMBER NOT LIKE OTHER TALLY SHEETS. c. A. JOHNSON, Marshfield, Wis. They Cl.1t a clean perfect joint always. Never burn owing to the GRADUAL CLEARANCE (made this way only by us), require little grinding, saving time and cutters. No time wasted setting up and cost no more than other makes. Try a pair and be convinced. Catalogue No. 10 and prices on application. MORRIS WOOD &. SONS Tblrt,.-two ,.ears at 31·33 S. Canal Street. CHICAGO. ILL. Po H. Reddinger' Carving Worhs (li'Q'I't1U!1"lyCincinnati Oarving Works of Cincinnati, 0.) CARVINGS and FURNITURE ORNAMENTS of all kinds. EVANSVILLE. nw. "Rotary Style" for Drop Carvings, Embo8KOOMouldbag8, Panels. EMBOSSINC AND DROP CARVINC MACHINES. l\laebines for all PUrpOS68. aod at prices within the reach of all. Evel'Y mlJcWne hUMour guanmtee agaInst breakage for one ,.-(,21". "Late ....l Style" for large capacity heavy Carvings aod Deep EmOO8l;logs. We have the Maebloe you want at a satisfactory price. Write f01' descriptive clnmla1"8. Also make dies for aU make8 of Ma-chines. UIVIOIVfllfBOSSllVO 1If4CUIIVf CO.. 'ndlanapOII., Ind. By sending me a small order I will convince you that I am the man who can make yom carvings. ONE TRIAL WILL DO THE BUSINESS., CONDITIONS IN SAN FRANCISCO. Strikes, High-Priced Materials and High Wages Retard the Rebuilding of the City. C. L. Retting, the president of the Retting Furniture com~ pany, returned recently from the Pacific coast. The .york of Tc-building the city goes ste8dily OIl in spots, but there are vast areas in which evidences are lacking of the intention of the owners to erect buildings to replace those destroyed. The winter \V<l.S extremely cold and the heavy rains of the spring did great damage to prop<:fty and interfered \vith the uperation of the railroads. Vast quantities of building materials were cot delivered causing a suspension of work in many 17 leather upholstery. A feature of the exhibit will be a con-tinuous demonstration of the "Simplicity" sofa bed through-out the exposition season. A representative of the firm will be in attendance at all tilres for the purpose of giving any desired information in relation to the line and looking after the distribution of advertising matter. It is the ir:tertion of the Lounge Company to make their display, one of the most interesting and beautiful and their sofa bed demonstration should prove something of a novelty in the way of a furniture exhibit. It can hardly fail to attract a great deal of attention. The LOllnge Company would be glad to have furniture dealers 'who visit the exposition make their headquarters on the grounds at their exhibit and mail may be s.ent "in their FACTORIES OF THE PALMER AND PIONEER MANUFACTURING COMPANIES, DETROIT, MICH. instances. The high wages demanded by union labor and the strikes of the street railway employes were also causes of discouragement. Hod carries ,-"ere iBid fifty cents per hour but recently they struck for $5.00 per day of eight hours. The city vvill be reblli1t but not as rapidly as had been predicted shortly after the earthquake. Oakland is prosper-ing remarkably on aCCotUlt of the calamity of her nearest neighbor, vvhile Portland, Seattle and Spokane arc living ex-amples of marvelous prosperity. These cities arc expanding their borders and adding thollsands to their population every month, • Jamestown Lounge Company at the Jamestown Exposition. The Jamestown (=-'J, Y.)" Lounge Company will make a display of their Line at the Jamestown Exposition and ''lilt have a very attractive exhibit in the l\fanufacturers' and Liber-al Arts building. This will occUpy a corner section on one of the main aisles 18 x 24 feet in size. The booth will be of Colonial design, finished in ivory white and gilt with the interior appropriately decorated. The tine shown ",rill con-sist entirely of colonial patterns in mahogany with "Reliance" care. It should be addressed care Jamestown Lounge Com-pany, Section 27, Manufacturers and Liberal Arts Building, Norfolk, Va. New Trade Paper. One of the latest additions to the list of trade papers is the vVest Virginia Lumberman and National Wholesaler to be published semi-monthly, with officers at Elkins W. Va., and Pittsburg, Pa. The first number appeared' on May 10. Charles J. Holmes is the editor and K. H. Stover, general manager. The paper is to be the official organ of the West Virginia Saw J\Jill Association of which Mr. Stover is presi-dent. It makes a decidedly creditable appearance for a youngster, features of the initial number being a sketch of the Saw 1Iill Association and news matter well condensed, ;ho\\':ng condition of the lumber trade. at various po'nts In West Virginia and adjacent states. A feature that wi:,l. b~ of special interest to dealers is the publication of lumber freight rates on the principal railroads, from West Virginia points to Baltimore, Buffalo, Chicago, St. Louis, and other large distributing centers. 18 DRINK A DANGEROUS EXPEDIENT. Salesmen Who Find it Necessary Usually Achieve Only Temporary Success. Abollt a year ago a certain large western wall paper es-tablishment had in its salesroom a man whose name shalt he Jones, because his name really is something quite different. He was one of the star salesmen of the house. He knew the wall paper business. He had started in as ati order picker at the manufacturing plant. From there he had gone to be city shipping clerk in the· salesroom. From shipping clerk he bad come naturally to the salesroom, a ceu"_plcte c:xper-ience in"the line recommending him for the position of sales-man. But at first he couldn't sell goods. He could show them. He could help other salesmen pick out patterns and colors. He could tell a customer what really was the best kind of paper for her to buy, but he couldn't make the sale. He wasn't naturally equipped with the magnetism, or what-ever it is, that makes the salesman. One day he came" to work with two drinks where no-thing but his breakfast should have been. To his snrprise, he sold the first customer more goods than she had intended to purchase when she came iu. The same with the next, and the next, and the next. At 11 he went out and got two more drinks to take the place of those that he had "worked off." For the next two hours he was so successful in his sales-manship that he was surprised. And when he felt that he was beginning to l?se his grip he went out and got a couple more drinks. . A few days later, in a moment of confidence, he was tell-ing his experience to the head salesman. The head sales-man laughed. "Well, there are three others here who are doing exactly the same thing," he said, "and I'm none of 'em," The young salesman began then to go about his work with what technically is known as a "still jag." He couldn't sell goods without drinking; so he drank. At first three or four drinks a day served to put him and keep him in the pro-per condition for his work. Later on it took five or six. Pretty soon it took twice as many. Eight drinks a day is a whole lot for one man to take into his system and assimilate regularly every twenty-four hours. It is too many. This man found it many too many. He is out of a job now; he is a drunkard. The drinking began in order to help him sell goods, grew on him until it became an unbreakable habit and I,e went down and out in a hurry. This story is true in every detail. Possibly, in that it re-sulted in such a speedy and complete ruin of a young man of bright promise, it is an exception. But the salesman who drinks in order to be good at his work is not an exception and if there is any class of worker who is justified in drink~ jog at all it certainly is this one, though this does not de-crease the danger which the custom holds out to him. He drinks because drinking adds a certain percentage to his value as a salesman. and consequently a certain number of dollars to his salary. But when his drinking becomes a habit to him, as it inevitably does in time, he is as helpless in its grip as the man who drinks because he has' a strong craving for intoxicating liquor. Despite the multitudinous "schools," and "systems," and "rules" for salesmanship, selling goods remain what it was ir: the beginning-largely a matter of personality. Enthusiasm force, confidence, and the mysterious ability to impart these qUf!-liticsto the customer are what makes the salesman. Per-sonal magnetism, amounting sometimes almost to hypnotic ability, makes sales where without it no sale would be made. Some men_possess this magnetism. They are the born sales-men, the natural "convincers" of their profession. They have no excuse for drinking, but their number is few. Other salesmen do not possess this force, and it is they who drink. In their normal condition they are too cold, in-different, and deficient in enthusiasm. There is "too mucii room between" the customer and themselves. They don"t "gel. together." No matter how hard they try, no matter how much and how earnestly they desire to sell goods, they can't do it. Slightly stimulated by whisky they are different men. The whisky furnishes them with the warmth, enthusiasm, and force that they lack. Their tongues are loosened; new ideas seeth in their minds they are fiIlled with confidence in the goods they are showing, their own abilities, and in the certainty of making a sale, and they carry the customer with them until the sale" has been consummated. They know they are going tQ make a sale, and-they do it. Normal they would fail; stimulated they win with all brilliance, The temptation which they are subject to under such con-ditions is obvious. If they don't drink they won't make good; if they do, they wilL The result is that they drink. Some of them drink little. Usually these are the beginners. Some of them drink much. These are the veterans; at first a little suffices to do the work; later on the quantity necessary in-creases. Some go through the natural period of salesman's activity apparently entirely unharmed by tDe habit. Others go to a drunkard's lot in a few short years. There is but one thing which the young man who con-templates beginning a career as a salesman should consider. This is: Can he afford to take the chance? The- chance-for becoming a hard drinker-is there to a big extent. If he feels that he cannot touch liquor without coming under its sway the course of wisdom for him would be to find some other line where the temptation to drink would not come to him in the guise of business success.-Daniel R. Greene. BERRY BROTHERS' Rubbing and Polishing Varnishes MUST BE USED IN FURNITURE WORK TO BE APPRECIATED THEY SETTLE THE VARNISH QUESTION WHEREVER TRIED WRITE FOR INFORMATION, FINISHED WOOD SAMPLES, AND LITERATURE. BERRY BROTHERS. LIMITED THIS IS THE CAN AND LABEL NEW YORK, BOSTON. PHILAOE:LPHIA. BALTIMORE. VARNISH MANUFACTURERS (ESTABLISHED 1858) DETROIT CANADIA,. FACTORY,WALKERVILLE ONTARIO CHICAGO. CINCINNATI. ST. LOUIS, SAN FRANCISCO. It matters not how far away you live or whether you reside in a city or in the country. we'll ship you a single article or furnish your home complete and give you from twelve to fourteen months 'In whick to pay for :pour pu,-. chases. You enjoy the use of the borne fur-nishings while paying for them. We charge absolutely nothing for tWs Credit accommo-dation- Do interest-Do extras of any kind. Our Goods are of Highesl Characler made for finest city trade and offered to you at priceswaybelowwhat yourlocaldealerwould be compelled to ask. This is t.l1elargest home furnishinginstitutioQ in theworld-made up of 22 GreatStores Tb~out the United States Thisgreatconcern handles more goods than any other store or combination of Furniture stores in America, enjoys buying advantages which enable US to sell goods lower in price than any other concern t"n the country. You are welcome to all the credit you waDt and may pay for your pUrchases iD Small Monthly Payments This is a Thill fsnot • Genuine 1m Art Tapestry Square BrusselB hor a Rug, full Rug' wovenrulr made -no miter trom seams. Remuants Your ]~aJ .uch as ~~~:~t· are 80 cash prioo Often ad-would be vertised at lean as Brus- $22.15. IEIlsRugtl. BRUSSELS RUG ~1575 Size 12x9 Feet "" _ Superior quality Brussels Rugs, _ mr.·le?" seams, spe-cially woven, high·grade, (not made from remnants) beau-tiful pattern as illustrated above, most durable f;OJ,ors. the best Rug that ever sold in Americaat the price. Terms: SUS Cash-Balance SUS Monthly BIG CATALOG No.88 FREE a large and beautifully fIIustrated catalog of Furniture, Rugs and Dsperles. Illustrated in colors, very elaborate, quoting prices which prove the mperior buying advantages of thIs great cOQcem with its twenty-two big stores, and every article Is offered to ;you cn Credit with at 44st a year's time given in which to pay for the goods. Catalog No. K. Go-Carls FREE-A ve;y com_ plete and splendidly Illustrated cata10i' or GO-Ca.rtlII and Baby Carriages. Catalog No. L. Refrig.ralon and Gasoline StoveS-Refrigerators Metal tined and Enamel1iDed- -Gasoline Stoves of wodd wide fame. Catalog No.s.. Stoyes and Ra.ngea-These cata-logs are free., Write for them today. :Learn all about our most generous and helpful credit sen-ice-Wc zepeat, WRITE TODAY. HARTMANFurniture&: !YI Carpet Co. Oldest. largest, most $ubs,tantlaJ :rondrno.c;tre1Iab1o homefurnJshing institution in America. Capital, $r.800,ooo. .In Busz·neisSZ Yean. • 223.225.227.229 Wabash Ave. @?.t?~!!•!!!!C!!H!!I!!!C!!A•G•O•. v. S.A. Another Plan Followed by /I "Legitimate -, Dealer in Selling Goods Through the Mails on the InStallment Plan. 19 Prudential Club Members Fined. On May 20 Judge Landis of the United State District Court in Chicago, pronounced sentence upon members of the Prudential Club, composed of manufacturers of church and school furniture, who had pleaded guilty to the charge of maintaining a combination in violation of the Sherman anti-trust law. Before imposing sentence Judge Landis said: "In this matter the indictments contain each three counts, but there is only one offense charged. In a general way this offense is entering into a conspiracy in restraint of trade. The terms of the Sherman law, I bad assumed the business men tl! the United States were familiar with. "They used the "assist' or 'straw" bid, the object of which is to deceive a seller or a purchaser of property. In this case, when an as~ignment of a contract was made by Holbrook to a company in the combination, the intended purchaser of church or school furniture was made to believe that there was real competition, when in fact brother members of the combination received quiet tips to put in bids, but their bids were to exceed the one of the company to which the contract had been assigned by Holbrook. "To my mind this is the most contemptible feature of the '",hole transaction. I have seen that kind of trick in practi-cal operation, and it is very nasty. VVhen I Teflect \\pon the methods resorted to J wonder why it is men engage in such a business to get money." "I 6nd in this case that the real offenders are the big of-fenders. As for the small conccrns, it becomes my duty to avoid closing up such institutions, and it seems that severe punishment would force some of them into bankruptcy. To keep them in independent operation is the only hope the consumers have against the big concerns." The COllrt then ordered that the respondents be required to pay 6nes as follows: A II. Andrews company, Chicago _ _ . _$5,000 F. H. Holbrook, "managing director" of the Prudential Club , 5.000 Superior rl'1anufacturing Company, Muskegon, 11ich 1,000 Owensboro Seating & Cabinet Company, Owensboro, Ky . .. Southern Seating & Cabinet Company, Jackson, Tenn .. Cincinnati Seating Company, Cincinnati . Fridman Seating; Company, New Richmond, Ohio . H. C. Voght Sons & Co., Parker City, Ind _ . Minneapolis Office & School Furniture Company, Minne-apolis, Minn................... . 2,250 Illinois Refrigerator Company, :'lorrison IlL... 1,750 Peabody School Furniture Company, North l",lanchester, Iud _. Haney School Furniture Company, Grand Rapids, Mich. Hudson School Fumiture Company, Logan, W. Va .. , 1,500 1,500 2,000 500 500 1,000 500 500 Beware of the "Quacks." Retailers throughout those sections of the country most affected by the mail order parasite are being offered a grow-illg list of quack remedies for combatting the evil, at so much per dose. There never has been and never will be a disease, physical or otherwise, which will not be utilized by the sharper to extract contributions of cash for its cure. But the retailer who distributes his money among the promoters of ideas is pretty sure to 6nd that he is but adding an additional item to his expense account, \vithout securing value received. There is but one reasonable specific, and that is additional per-sonal effort and c011certed action with his fellow merchants, and the growth of the latter idea has proven the most ef-fective remedy for any abuses, that has yet been developed. \Vhen some £e11o.\·.'.atten:pts to annex your coin for the pro-ducts of his brainstorm, calmly but effectually sit on him;~ Portland Oregonian. 20 OPPORTUNITIES ARE NOT LIMITED. Effects of Trusts and Department Stores on Retailers and Those Who Would Be Merchants. (From an article written by James H. Collins for the Saturday Evening Post, Philadelphia.) ~~ow, how about the young man starting in life to-day, who fec~ that he has within himself the making of a prosperous merchant? What changes have been wrought in retail con-ditions since \Vanamaker and Marshall Field began? How large will the trusts loom 011 his horizon? Fifty years ago it made little odds where the path of glory led. Where it began was in a country store, and the - neophyte matriculated by sweeping out the place and wash- Made by Luce Furniture 00., Grand Rap1dB,Mich. iog the v\lindows. Mr. Rogers started there t'o be an oil king. Rockefeller started in a commission store. Men like Wan-amaker and Field became clerks and stayed in the retail line, and even General Grant's real career dates back. to his c1erkshipin Galena. It seems rather curious to find so much ability coming up from the retail store, until one goes back and looks carefully. Then it becomes apparent that. at that time, there wasn't any other place to start, unless one wanted to be a farmer. To-day the young man ,..h..o is not especially attracted by the retail career can find a number of other entrancc-points to Life. How about the youngster who really wants to be a merchant-who is willing to hegin by sweeping out, if necessary-who would keep his shop in the hope that it will keep him? In previous papers it was shown that the trusts have, if anything, immeasurably increased the number of salaried plac.es and amount of salary. It was showing too, that perhaps, the independent manufacturer has fair opportunities to hold his own, even against a trust. In the retail trade of this country there have undoubtedly been more radical changes brought about the past quarter-century than in either of these other fields. The trusts them-selves, as manufacturers or controllers of manufactured goods, tnay not bear soheavily upon the retailer as has been asserted. Many of them need him in their plans, just as they need the able salaried man. Other forces, however, are revolutioniz-ing retail conditions. If one applies this loose word "trust" to everything that makes for concentration, .large-scale dis-tribution, narrowing of profits, etc., then some of these forces may be classed as trust activities. But other conditions are far outside, even, of this wide' classification. The retail merchant is certainly facing some ugly facts. First, there are pseudo-trust influences, three in number: the department store, the mail-order house, and the chain of stores operated by one management. The latter is either a department store spread out over a whole city, with its econoro~ ies in buying, or system of shops scattered over the whole country that carries one line of goods direct from manufac-turer to consumer, also with resultant economies A. T. Ste-wart did a gross business of sixty-five million dollars a year, but a large portion of this was wholesale. In Chicago to-day are two mail-order concerns, whose business is of a retail nature, competing with retail merchants; and each of them does nearly as much business as did Stewart both his whole-sale and retail establishments. All these changes in retail trade are based on natural conditions-the growth of popu-lation in cities, the perfection of mail and freight service, the increase in publications, the nationalization of" demand. The retailer is also a buffer between manufacturer and consumer. One trims his profit to meet competition in pro-duction, while the other trims it because the cost of living has advanced. He is even ttp against what some believe to be the greatest American problem-the sevant question. Thousands of small shops in the large cities would have no clerks at all did not the proprietors rear their own. Small shopkeeping has drifted largely into the hands of the thrifty German and Jew, who put their wives, sons and daughters behind the counter. The old-type retailer, too, works harder for his money than any-l ·lOdy else nowadays. • \Vhether there is as much profit to-day in a modest retail business as a generation ago is rather a complex question. Thousands of small merchants still amass comfortable com-petences in trade. They may not make as much proportionate to the increase in cost of living. Their rewards appear small besid-e those of manufacturers, and even of salaried men. But they are often men who have risen from the ranks of wage-earners, and might not have done as well in other fields. For the young fellow who has genuine retail ability there are unquestionably larger opportunties than ever before. He must look for them in new places, however. Under some circumstances his most attractive field may lie in a salary with a great merchandising organization. Under others he may build up a far~reaching organization of his own. As the pro~ prietor of a single retail business he may; by unusual ability, earn a satisfactory profit. And it is held by most persons in the wholesale and manufacturing trades that there is still room for a moderate success where a man of oriJy average ability enters retailing. Perhaps the best way to crystallize this matter is to draw pictures of two typical retailers-the man of average ability and the man of unusual ability. There are about two thousand retail druggists in Greater Kew York. Their average profit must be very low-five thousand dollars a year would doubtless be too liberal a maximum for all of them, or for any retail line. Much of the retail trade of every city is mere pushcart traffic. Yet some of these dealers, by only fair ability, manage to clear from five thousand dollars to eight thousand dollars a year, and a few of the exceptionally able ones from ten thousand dollars up-ward. Our typical druggist of average ability was an elderly German, who had kept a shop in the lower part of Man-hattan Island for forty years and more. We have figures of his gross turnover for a period about twenty years ago, before the department store became a force. He was back in what 'is now assumed to have been a golden era of retailing. Yet his daily sales did not greatly exceed twenty dollars gross, counting Sundays, and thirty dollars vvas all uncommon day's business. The gross annual tUrllOVerdid not reac.h ten thou-sand dollars, aud profits \"'ere not much over thirty-five hun-dred dollars. This druggist did a trade that is still done to-day in every city, and which will probably continue to be practicable for many years to come--a small neighborhood trade. Prescrip-tions, medicines and toilet goods made. up the lmtk of i.t. His shop had become a land mark and gossiping place. He \'.·.a. s content, did not think of advertising, had not kept abreast of demand, was not a >:ihre.wdbuyer. Part of his proll.t3 each year were on the shelves in stock, some of it unsalable. He took \""hat trade gravitated to him, and had hllen into com-fortable habits of huilding a TIre eac.h morning, taking an ob-servation on the weather, and wondering how the next elec-tion would go. Abottt twenty years ago this old-time druggist hired a boy. He was rather an extraordillary boy for three dollars a week-quick, observant, interested. He saw a l'ustomcr be-fore the customer saw him, and waited on him in a way that made friends. He took pride in the appearance of stock, and put circulars in packages, and brought so much initiative into this passive business that eventually the old druggist sent him to take a course in pharmacy. The boy \von highest honors in a class of seventy-one, and came back, not a phar-macist, but a chemist. Then the proprietor took him in as junior partner, and by and by, when he died, the business pass-ed to the younger man. The latter has since developed this neighborhood store in a way that makcs it unique. First, on the mercantile side, he has put in a tine stock of druggists' sundries and knicknacks-goods upon which the druggist of unusual ability, with a central location, often builds an cnormous trade, his prescription departmcnt becorning a mere accessory. * * * *' * * * * '" One of tlie large Sixth Avenue department stores in New York ·was built up on its millinery depart1l1ent~-as a good many similiar stores have been built ill other cities. Taste and reasonable prices in rnillinery make a magnet that draws trade to fifty other departments. The millinery buyer in this store receives a salary of twenty thousand dollars a year, it is said-not an unusual one for a department-store buyer of exceptional ability, for a few well-known buyers receive thirty thousand dollars. This man runs a department that does a gross business of OtiC million dollars a year-the larg-est in the country, perhaps. He pays no rent, no taxes, no insurance. takes no risk. An error of a few thousand dollars in buying might put our energetic druggist into bankruptcy. An error of fifty thousand dollars with the millinery man would meal1 nothing serious, for the store would move the goods by a little activity and price-cutting, and make good any loss a few months later. There are hundreds of buyers for the great department stores who receive saLaries of ten thousand dollars to fifteen thousand dollars, and from that on downward the positions increase in number, until ,\ve find many paying twenty-five dollars a week into which exception-ally bright clerks arc stepping every day. Here is one great chaunel for the young man with retail abillty. As the youngster who seeks a salaried place in a manu-facturing company, or means to be a manufacturer himself must learn to sell goods, so the neophyte who is poss('ssed with the ambition to become a merchant must learn to buy. Let us look at this department-store business a momellt., and find out where it began, and how 1t 1S conducted to-day, and \vhat it seems destined to become in t.he future. The department store grew out of the old dry-goods store. It is very new as yet. The greatest growth has come in the past decade. Ten years ago the department business of New York was perhaps not one-quarter that of to-day. The old-time dry-goods store of thi.rty years ago handled a few lines 21 of textiles, and had but two busy seasons-spring and fall. In between times there was stagnation, reduction of expenses, disn1issal of clerks. It was the need for keeping busy every month in the year, and the necessity for keeping a clerical force intact that led to the addition of other departments. Ne"\\' lines were superimposed on the dry-goods trade, and a cycle of business built up, by advertising and special sales, that keeps a great store active the whole year, -.jc * * * The best ,season is that around the Christmas holidays. January is made a good month by extraordilJary bargains in housefurnishings and staple white goods. There is no reason on earth why peop1e should·buy such goods in January, but department-store activity has made it a great mercantile No. 914. Made by Estey Mfg. Co., Owosso, Mich. event of the year. February, dullest of all mDnths except August in the old days, is a time for pushing goods that lie dormant at other seasons-silverware, leather goods, floor coverings. Then the spring tradi:'. comes along, running until June, and another season of forced selling occurs ill the dog-days. August is the month of relaxation, when employes take vacations. Then follows the fall trade, and this leads again into holiday business. Thi,s cycle of selling keeps busy at all times a force of trained clerks. Clerk; are, shifted from ~ectlon to section fOT special ,sales, and made a charge on the buyer who needs them, perhaps for only one day. Based on such economic principles, the department store has grown until there are now many establishments that do a gross business of ten million dollars to fifteen million dollars yearly. Citi.es of 40,GGO population support such stores. There are five hundred with capit;d of fifty thousand dollars to two million dollars each, onc thousand more dry-goods stores with thi.rty tbousand dollars to five hundred thousand dollars capital, and ten thousand others, smaller still, with ten thousand dollars average capitaL Their yearly gross turn-over is estimated at fl"\'e times their capital. Old trade has been diverted, but the chief effect has been stimulation of new business. They influence manufacturing, merchandising and all activity. One remarkable effect is shown in our newspaper. 22 Growth of afternoon and Sunday papers is based upon their advertising patronage. A conservative estimate gives thirty-five thousand dollars as the annual advertising expenditure of department stores in New York and Brooklyn. The news-paper publisher now delivers his afternoon and Sunday paper to readers below cost, taking his profit from department-store advertising. The all-important man in these huge retail or-ganizations is the buyer. He it is who ransacks the world's markets for attractive goods, and who studies demand, the weather, the changing seasons and flitting fashions, the needs and whims of the purchasing public. A small retailer often buys several 'different lines of goods. He must usnal-ly buy at home. He has smal capital, a small margin for errors, a small outlet. The department-store buyer, however, special- 'izes on a single line, and can go abroad if necessary. He has enorm.ous purchasing power, and an outlet that permits him to take reasonable risks. Buying goods is as much a matter of human nature as sell-ing, but, instead of studying a few customers, the buyer studies people in the mass. It has been said that a knowledge of retail human nature is the key to business success in any line where public taste must regulate one's operations. The failure of almost any unsuccessful retail business is frequently traced to poor judgement in buying, while shrewd gauging of the public taste often carries a business into success de-spite lack of capital. Many elements enter into the equipment of the buyer who rises to a position at twenty thousand dol-lars- the output of merchandise is to-day so vast and varied _that even a little news instinct is needed. But thc careers of most buyers, traced back to beginnings, are found to be laid on a knowledge of goods and the public gained in selling be-hind the counter. The logical place to begin in this field is as a clerk. There is a wide spread notion that department store clerks are a poorly paid, sapless species of humanity. But it is not borne out by fact. Under conditions in the old dry-goods stores, promotion of ten- went by favoritism, as it -does still in the English "living in" system. But few classes of workers in any field are to-day more independent or better paid than efficient department store clerks. * * * * * \Vith knowledge gained as a clerk, many a bright young man and woman has become a department store buyer on large salary. Entering a store as wrapping boy or cash girl then going behind the counter, there acting as assistant to one of the buyers, then intrusted with the purchasing for a _minor department, and so on upward-these ar~ the successive steps of advancement. A buyer's promotion is in large degree based on actual showing of results. As the clerk asks for more salary on his sales record .• so the buyer is- advanced and given wider scope according to the gross business of his section. Some of the shrewdest men turn stock in a single department ~ dozen times a year, and on capital of five thousand dollars will swing a gross business of fifty thousand dollars. The ob-ject in typical bargain stores is to turn stock quickly, and buyers do so by finding opportunities to purchase stock cheap-ly. In stores that deal in luxuries, on the contrary, the world is scoured for novelties, regardless of price. The same abilities tJ13t would make a merchant successful in his own establishment will, when directed into this new field, give him a larger money return. He needs no capital, and takes practically no risk His independence, too, will be ample. Anything notable in achievement gets about, not only in a buyer's own organization, but among other stores, where keen eyes are open for exceptional purchasing talent. In fact, the department stores of every large city now employ "shoppers" who go daily to rival establishments, note the quality of advertised offerings, the interest aroused among pa-trons, the new goods on sale, etc. These spies work under instructions, and their reports shape the policy of the store that employs them. Every little triumph of the buyer is known in every other store before night, and he gets into the mercantile "Who's \Vho" very quickly when his work war-rants a place there. * * * * * * * The largest percentage of commercial disaster falls on the independent retail trade. But statistics show that, incompe-tence, neglect, inexperience and extravagance a-re responsible for nearly twice as many retail failures as lack of capital or unfavorable trade conditions. Vv'hen a retail merchant proves that he has genuine mercantile ability these days, it is much easier for him to obtain credit from Wholesalers than a gener-ation ago. A surprisingly large proporationof the retail trade ation ago. A surprj~ingly large proportion Qf the etail trade of this country is carried on the capital and credit of whole-sales, jobbers and manufacturers. The outcry of rctailers against departmcnt stores and mail-order houses has been very bitter. Yet, despite the enor-mous volume of goods sold through these establishments, the neighborhood retailer can hold his own up to the natural limitations of his business. Department stores and mail-order concerns sell pianos by the thousand, yet the-retail piano trade is growing, too, and it is so in practically all lines. Price competition may be reduced largely to clever offerings of spec-ial articles when keenly analyzed. For instance, a man went into a large New York department store's jewelry department to have his watch repaired. The price asked was three dollars It seemed excessive, so he went to a small jeweler a block away and had it done for a dollar and a half. This jeweler told bim that much of the big store's repair work came into his own little shop. Country merchants have repeatedly fought mail-order houses by quoting comparative priCes from catalogues against their own regular prices. * * * In some ways mail-order -houses press country merchants closely. Yet they draw only a portion of the cash business from a community. The local merchant can have the credit business, and much of the best trade, such as that in pianos, stoves,farm implements and other lines of considerable pro-fit per sale, gravitates to him, Instances might be multiplied. But it is sufficient to say that, while retail conditions have been wonderfully altered in a generation, yet the small merchant who has ability, prudence and industry in his make-up, can still live, and live well, up to th~ natural limitations of his business. His field has not nar-rowed, either, but is unquestionably wider than a generation ago. The youngster with retail virus in his blood may earn more on salary. Yet, if he wishes to keep his own :;hop, he will have no cause to quarrel with the world on the :;core of opportunities. STAR CASTER CUP CO. NORTH UNION STREET, GRAND RAPIDS, MICH, (PATENT APPLIED }l'OR) We bave adopted celluloid as a base for our Caster Cups. making the best cup 0" tbe market. Celluloid is a grtat improvement over bases made of otber material. When It is necessat¥ to move a pil'ce supported by cups with C(!JJuloidbases it ca.n be done wlth ease, as the bases are per-fectly smooth. Celluloid does not sweat. andhy tbe· use of these cups tables are nev'!'!r marred. These cups are finlsbed in Golden Oak and White Maple, finished light. l.f you wilt try a 8ample ordM' oj lk-e86 good8 you will desire to handle them in quantitia. PRICES: Size 2M"illcbes $5.50 per hundred. Size 2M inches...... 4.50 per hundred. f. Q. b. Grand Rapids. TRY A SAMPLE ORDER. OUR OAK AND MAHOGANY Dining Extension Tables Are BeSt Made, Best Finished Values. All Made (rom Thoroughly Seasoned Stock. No. 495 Dining Table Top. 48x48. Made in Qyartered Oak. Weathered Finish. Nickel CaSters. LENTZ TABLE CO. NASHVILLE, MICH. No. 495 Dining Table. 23 MOON DESK CO. MUSKEGON, MICH. Office Desks See Our New Typewriter Cabinet White Printing Co. HIGH GRADE CATALOGS COMPLETE GRAND RAPIDS, MICH. EVANSVILLE DESK CO. MANUFACTURERS OF TKE Best Value of Desks On the Market Today. It will pay you to send us an order. WRITE FOR NEW CATALOCUE. 7 Price $18.50. Has 48 InNcho.T2o5p, 5. Legs an d is Highly Polished. It's One 0f the "SUPER. I_OR" - - THE BOCKSTEGE fURNITURE co. EV4NSVILLE IND. Kar~es War~ro~es are Good Wardrobes GOOD Style Construction Finish PRICES RIGHT Wriu for Catalogue Karges Furniture Company, EVANSVILLE, IND. Kitchen Cabinets, Cupboards and K. D. Wardrobes. That Pleue. Send for our 1907 Catalogue Now Ready. The Bosse Furniture CO. EVANSVILLE., IND. The "ELI" fOLDING BEDS mfrl~,~.m No Stock coMplete without the Eli Beds in Mant~l and Upright. E 0 M E R & C Evansville. Indiana LI • ILL o.Write for cuts and prices Globe Sideboards ~----- ARE THE --------, BEST ON THE GLOBE FOR THE MONEY Get Our Catalogue. Mentionthe MICHIGAN ARTISAN when writing. Globe Fumiture Company EVANSVILLE, INDIANA 26 Case Goods Manufacturers Annual Meeting. The annual meeting of the ;..rational Case Goods Manu-facturers' Association of America was held at the Auditorium Hotel, Chicago, all May 8, withh President George P. Hum-mer of Holland, Mich., in the chair. The method for figuring cost adopted at the last meeting, was reported as working quite satisfactorily and the secretary reported a considerable increase in the number of factories represented in the associa-tion during the past six months. The constantly increasing cost of Taw materials and re-cent advances in wages were discussed and many members favored an advance in prices of furniture for the summer selling season. The matter was left open however, to be considered by the members ~vho are to report their views to the Secretary to be submitted to the executive committee, for defin-ite action at a meeting to be held about the middle of June. Officers for the ensuing year were elected of follows: President-George H. EJwell of the Minneapolis Furni-ture Company and the Elwell Kitchen Cabinet Company. a Cltstomer permanently. There is no discourtesy in show-ing proper concern as to the manner your customer has been served, but no anxiety should be apparent and the inquiry should be made in the most cordial manner. Another thing; customcrs do not like to witness contests "vhere the proprietor appears in the light of a domineering character and the clerk as a poor wretch who dares not say a word for fear of consequcnces. There are many things happening that call for correction, but it .is better to have such matters out with the offending clerk at the proper time and place. Dissatisfaction in a retail store is like a wet blanket on the entire force. In place of fault finding, it is better to squeeze in a word of commendation and take chances on being worked for small favors occasionally. Fighting the Premium Practice. The Nebraska legislature has undertaken the work of era-dicating premium goods. The Omaha Trade Exhibit says: "Article 4 of Section 8 of the Nebraska pure food law reads, in part, 'In case of food products, if there be contained in the MISSION SUITE DESIGNED BY OTTO JIRANEK, GRAND RAPIDS. MICH. Vice-President-A. F. Karges of the Karges Furniture Company, Evansville, Ind. George G. Whitworth, of the Berkey & Gay Furniture Company, Grand Rapids, Mich. The Executive Committee consists of Geo. H. Elwell, Min-neapolis; M. W. Coolbaugh, Springfield, Mo.; G~o. P. Hum-mer, Holland, Mich.; E. H. Foote, Grand Rapids; John Emrich, Indianapolis; A. F. Karges, Evansville; John Scott, EauClaire, Wis.; John Horn, Chicago; P. A. Peterson, Rockford, Ill.; Chas. F:. Rigley, Owosso, Mich.; A. G. Stein-man, Cincinnati; Frank Upham, Marshfield, Viis.; Chas. H. Wolke, Louisville; \V. B. Schober, Gallipolis, 0.; J. A. Stein-meyer, St. Louis; Gen. G. \Vhitworth, Grand Rapids; E. V. Hawkins, Connersville, Ind.: R. G. IVlorrow .):Iemphis, Tenn; A. H. Hall, Leominster, Mass.; Clarence II. Burt, Phila-delphia and R. G. Hower, Warren, Pa. J. S. Linton of Grand Rapids, Mich., was re-appointed Secretary by the Executive Committee. Courtesy to Customers. Time was when customers would stand for a merchant making personal inquiries regarding purchases, says a writer in The General Merchant, but in the general progress and evolution of things, times have changed and no longer may a merchant stand at his front door and cross f]ucstion every man, woman and child who enters his store and leaves it with-out a bundle. Every time a merchant forces his attentions upon a customer with. a view to finding out whether he or she has made a purchase or not, he runs a great risk of losing package any gifts, premiums or .prizes,' it will be a breach of the law." Premiums have been a growth, springing from what is generally considered an unwise advertising scheme. It is a custom which is tenacious, however, and efforts to remove it has been vain heretofore. Some progress has been made, and some set-backs have been. received. Whether the section referred to will prove a solution to the problem re-mains to be seen, and the courts may be called upon to settle it in Nebraska. Perhaps it.will be an entering wedge. A Wag's Reply. "Jimmy" Tillotson, the designer, floated into Jamestown a few years ago seeking employment. In the course of a day or two he met "Cy" Jones and stated his mission. "ey" took a fancy to the young man, but exercising the discre.tion that characterizes his business affairs, propounded a number of questions to his caller. "Where are you from?" \ "Grand Rapids." "Know Phil Klingman?" "Yep." "Know Boyd Pantlind and "Sid" Steele?" "Yes, yes, as you New Yorkers say." "Sport· a little?" "I hunt, fish, attend ball games and throw a silver piece for the benefit of the ponies when I feel like doing so." "Ever take a drink?" "Say, Mr. Jones, 1 haven't purchased a reserved seat on the throne of the Almighty, yet." 27 OUR NEW 1907 LINE OF ALASKA REFRIGERATORS with side ice chamber is made in twenty-one sty les, zinc lined, white enamel and porcelain lined. Our catalogue will interest you. Write for it. THE ALASKA REFRIGERATOR CO. Exclusive Refrigeralor Manufacturenl, MUSKEGON, MICHIGAN. SUGGESTIONS FOR RETAILERS. Arrangement and Display of House Furnishings Are of Great Importance. C. L. Carlile of the \~r.S. Carlile & Sons Company, Col-umbus, 0" is secretary of the Columbus Retail Furniture Dealers' Association. At a recent meeting of the associa-tion he delivered an addresB on "The Display and Arrang'e-ment of House Furnishings in Retail Stores," in the course of \vhich he said: "I can no l1;ore tell you bow to arrange your stock than I can tell you how to sell it. Salesnlen or people with ar-tistic tastes arc horn, and lIot made. A per SOil without ar-tistic taste cannot arrange your stock to the best advantage. The old adage, 'Goods \vell bought are half sold,' is only partly true. Goods \vell bought or hal£ displayed may cat themselves up in rent could we charge theIn for ;.-;amc. "The old time furniturc store looked more like the second hand store of today than anything else-a conglomerate mass of stock-the fnlier and lllere con:pact the stock the greater credit and reputation for carrying a complete line. The old way of displaying goods and keeping store with the old style bed lounges, hair cloth and brO\vn rep seven-piece parlor suite and many other things I could n:entiotl, has changed with time and conditions today. "The old-time windows and doors have been replaced with new ones, which an~ ldrge, showy and up-ta-date, gi\,jug tbe public a good impression of the stock. On entering the cus-tomer will find a nicely decorated \vall, sometimes a carpet on the floor, or a strip of linoleum running through the room, also a nice office and complete office furniture and office fix-tures, and time and labor saving- devices. The old time way of a jumbled up stock all packed in together ha:~ completely changed. Today we must have several departments, and a store so arranged that one piece will help display the other. The up-to-date de,lIer of today never has enough room, it makes no difference what the si7.e of his building is. Th pub-lic desire to see the pieces displayed or grouped, and if we had the nerve to carry less stock by paneling or dividing our stock room into room effects, I believe we could do as much business, and do it easier <IT.dmore satisfactory to the cus-tomer. "V'le buy our goods twhy in exposition buildings under the most favorable light and arrangements. Floor space in these expositions is used extravagantly. But how much bet-ter the goods sometimes look on the wholesale floors than on aUf own. VIic sometimes say they have an exhibition finish, but "..hell we receive them they have a railroad rubbed finish, alld do not show up so well as on the market floors. They may be all right, but the fault is ours; it is the way we place them on our floors. The proper light which they need, either <lrtificial or natural, may be at fault. Perhaps we have t}Jern crowded jll with other goods, which spoils or kills the effect. It would not be appropriate or becoming in me to attempt to explain to you, brother competitors, even if I could, how to show or arrange your goods. Every store is differently built and arranged, so that the same arrangement in your store would not appear the same in ours, owing to the conditions which I have mentioned. However, I think it is a splendid plan to changc the display of your goods often, even changing from one floor to another. It gives the pieces a new appearance, alld makes them look like new stock. "I have heard it said that some stores carry duplicate pieces on their floors, but by arranging them differently and under different light the dealer is able to get a better price on the saHle pattern. This only goes to show what a little artis-tic taste and arrang·ement on our part, or the part of the rep-l" esentati\rc \--..rhohas charge of this, can do, and what extra profit may be gaincd by giving more time and attention to tbc arrallgemcnt of our stores. If we crowd our stock we can still do business in a smaller building, but it costs us more to repair and refinish [me goods which are marred and scratched and have become unsalable. So if we pay more rent for larger buildings and display the goods to a better ad-vantage, the chances are, everything being equal, we will do marc business, and if we get the business the expense will take care of itself. ~Il~ere should be quit~ a credit cLiming to the rent proposition if our goods are not damaged' on our sales floors. "So it is up to us to arrange or have our stock arranged to suit our own tastes and to the best advantage according to to· the light, space, arrangement of building and all other conditions. There is only one good rule that I think will hold good, and that is, change and change and rearrange your stock often. Sometimes you will like the llCW arrangement better and sometimes the old, but the public almost demand change today. They like to trade with up-to-date, live deal-ers "opklns IRd lIarrld Sil. Cincinnati. O. "enry Schmit &. Co. ".U::llJtS 011' UPHOLSTERED FURNITURE LODGE AND PULPIT, PARLOR LIBRARY, DOTEL AND CLUB ROOM 12th Season CHICAGO Commencing July I, 1907 MANUFACTURERS' EXHIBITION BUILDING CO. 12th Season Commencing· Jaly 1, 1907 The Original Building-1319 MICHIGANAVE.-Admission to Dealers Only PARTIAL LIST ON EXfflBITOI\S Hollatz Bros., Chicago, Plimpton, F. T., & Co., Chicago. Hood, F. L., & Co., Nashville, Tenn. Posselius Bros. Furniture Manufac- Hulse, E. M., Co., The, Columbus, O. turing Co., The, Detroit, Mich. Humphrev Bookcase Co., Detroit, Probst Furniture Co., The, Pomeroy, 1Iich. • O. Indiana Brass & Iron Bed Co., Indian- Pullman Couch Co., Chicago. apolis, Ind. Queen Chair Co" Thomasville. N. C. Indianapolis Chair & Furniture Co., Ranney Refrigerator Co., Chicago. Indianapolis, Ind. Richmond, Ind., Manufacturing Co., Johnson & Sons Furniture Co., A. J., Richmond, Ind. Chicago. Rishel Furniture Co., J. K., WilJiams- Kelly, ]. A., & Bros., Clinton, la. port, Pa. Kelly-Sorenson Furniture Co., Clin- Rockford Furniture Co., Rockford, Ill. tOll, la. Rockford Standard Furniture Co., Kemnitz Furniture Co., Theo., Green Rockford, Ill. Bay, \Vis. Rome -:I:letallic Bed Co., Rome, N. Y. Kendallville Furniture Co., Peru, Ind. Root Furniture Co., Shelbyville, Ind. Kincaid Furniture Co., Statesville, Royal Mantel & Furniture Co., Rock- N. e. ford, Ill. Kindel llanufacturing Co., St. Louis, Sanitary Feather Co., 'ChicaO"o. Mo. Sanitary Steel Couch Co., Elkhart, Knoxville Table & Chair Co., Knox- Ind, ville, Tenn. Schneider & Allman, Chicago. Lamb, George L., Nappanee, Ind. Schram Bros" Chic alIa. Langslow-Fowler Co., Rochester" N. Schultz & Hirsch, ·Chicago. Y. Sellers, G. I., & Sons Co., Elwood, Landay, Joseph 1., St. Louis, ~o. Ind. Landay Steel Range Co., St. Louis, Sextro Manufacturing Co., Cincinnati, Chip- Mo. O. Lathrop Co., The, Chicago. Shelbyville Wardrobe Co., She1by- Co., The, Lilly Varnish Co., Indianapilis, Ind. ville, Ind. Lustre Chemical Co., Chicago. Shreve Chair Co., Union City, Pa. Manistee Manufacturing Co., Manis- Sidway Mercantile Co., Elkhart, Ind. tee, Mich. Sikes Chair Co., Buffalo, N. Y. Marietta Chair Co., Marietta, Ga.' Skandia Furniture Co., Rockford, Ill. Mayhew Manufacturin~ Co., Milwau- Smith-River Chair Co., Bassett, Va: The, Stevens kee, 'A'is. Spencer & Barnes Co., The, Benton 1'IcDougall, G. P., & Son, Indiallapo- Harbor, Mich. Ii!>,Ind. Spiegel Furniture Co., Shelbyville, :''1echanics' Furniture Co., Rockford, Ind. Ill. Sprague & Carleton, Keene, N, H. "Meier & Pohlman Furniture Co., St. Standard Chair Co., Thomasville, Louis, Mo. N. C. Minneapolis Furniture Co., Minnea- Standard Furniture Co., The, Cincin-polis, 1\-1 inn. nati. Mission Furniture Co., St, Paul, Minn. Stickley & Brandt Chair Co., The, Modern Furniture Co., Cincinnati, O. Binghamton, N. Y. Naperville Lounge Co., Naperville, Stomps-Burkhardt Co" The, Dayton, III O. National Carriage & Reed Co., Cin- Streator Metal Stamping Co., Strea-cinnati, O. - tor, Ill. National Table Co., Marietta, O. Streit Manufacturing Co" The C. F., >l"orquist Co., A. C, The, Jamestown, Cincinnati, O. N. C. Sturkin-N elson Cabinet Co., Logan- Oakland lI.1anuafeturing Co., Winston- sport, Ind. Salem, N, C. Swift & Co., Chicago. C Oberbeck Bros. Manufacturing Co., Thayer, H. N., Co., Erie. Pa. a., Grand Rapids, Wis. Thomasville Furniture Co., 'Thomas- Onken Co., Oscar, The, Cincinnati, O. ville, N. e. Palmer Furniture Manufacturing Co., Union Furniture Co., Jamestown, A. E. Adrian, Mich. N. Y. Palmer Manufacturing Co., Detroit, \Vashiugton Manufacturing Co., :Mich. Washinf{ton, Court House, 0. Pan a Metal Bed & 1Iaut1facturing Co., Western Hardware & l\.fanufacturing Pana III Co., Mlwaukee" Wis. Pionee; Manufacturing Co., Detroit, White Furniture Co., The, Mebane, Mich. N. C. White-McCarthy Furniture Co., Chi-cago. Widman, ]. C, & Co., Detroit, Mich, \~risconsin Chair Co., The, Port Wash-ington, \-Vis. Wi!>col1!>inFurniture & Manufactur-ing, Co.. The, Neillsville, Wis. Wolf & Kraemer Furniture Co., St. Louis, Mo. Wolverine Manuafcturing- Co., De-troit, Mich. Yeager Furniture Co., The, Allen-town, Pa. American Furniture Co., Bassett, Va. American Metal Ware Co., Chicago. Banta Furniture Co., The, Goshen, Ind. Bassett Furniture Co., Bassett, Va. Blanchard-Hamilton Furniture Co., The, Shelbyville, Ind. Billow-Lupfer Co., Columbus, O. Bissell Carpet Sweeper Co., Grand Rapids, Mich. Brumby Chair Co., Marietta, Ga. Buckeye Chair Co., The, Ravenna, O. Burkhardt Furniture Co., The, Day-ton, O. Bay View Furniture Co., Holland, :rvlieh. Cadillac Cabinet Co., Detroit, Mich. Campbell, e. H., Co., Shelbyville, Ind. Campbell, Smith & Ritchie, LebanonJ Ind. Capital Furniture Manufacturing Co., Indianapolis, Ind. Capital Rattan Co., The, Indianapolis, Ind. Cass, B. T. & Co., Chicago. Cates Chair Co., Thomasville, K. C Central Bedding Co., of Illinois, Chi-cago. Chippewa Falls Furniturc Co., pewa, Falls, Wis. Conrey & Birely Table Shelbyville, Ind. Conrey-Davis 1lanttfacturing Co., Shelbyville. Tnd Co-operative Furmture Co Rockford, Ill. Coye Furniture Co., . Point, Wis. Cramer Furniture Co., Thomasville, N.e. Crowell Furniture Co., Bassett. Va. Davis, Hon ...i.ch & Steinman, Chicago. Dillingham Manufacturing" Co., She-boygan, Wis. Dixie Furniture Co., Lexington, N. e. Dunn Co., John A., Chicago. Eckhoff Furniture Co., St. Louis, Mo. Elk Furniture Co., Lexington, N. C. Emmerich, Charles, & Co., Chicago. Empire Furniture Co., Jamestown N. Y. Empire Moulding Works, Chicago. Emrich Furniture Co., The, Indiana-polis, Ind. Fall Creek Manufacturing Co., Moo-resville, Ind. Fenske Bros., Chicago. Ferguson Bros. Manufacturing Hoboken, 1'\. ]. Fisher, Charles A., & Co., Chicago. Foster Bros. Manufacturing Co" ·Utica, N. Y. Fuller-Warren Co., The, Milwallkee, Wis. Fulton Manufacturing Co" Chicago. Freedman Bros. & Co., Chicago. Garvy Co., The, Chicago. Globe-Home Furniture Co., High Point, N. C. Golden Furniture N. Y. Goshen Novelty & Brush Co Gos-hen, Ind. Heroy Glass Co., Chicago. Herzog Art Furniture Co., Saginaw. Mich. Hillsboro Chair Co., Hillsboro, O. Hodell Furniture Co., The, Shelby-ville, Ind. Hohenstein-Hartmetz Furniture Co., Evansville, Ind. Co., Jamestown, Manufacturers' Exhibition Building Co., 1319 Michigan Ave., Chicago THE LEXINGTON Mic~8n Blvd.& 22d 51 CHICAGO, ILL. Refurnished and re-fitted throughout. New Management. The furniture dealers' head-quarters. Most con-veniently situated t () the furniture display houses. Inler·Slate Holel CO. OWNHR & PROPRIBTOR E. K. eriley .. Pres.; T. M. eriley, V. Pres.; L. H. Firey, See-Tleas. Chicago, 1Jay 23-1vf. L Kelson, known to the furr,iture trade all over the west as one of the brig"htest and most suc-cessful furniture salesman in tbe business, died at bis home, 1143 Gar6eld boulevard, this city, V/ cdncsc!ay, 1.fay 8, from diabetes, after only a few days illness. I-Ie leaves a wife and one child, l'v'Iarion, aged 14 years. TVfr. Nelson was born in Terre l-laute, Ind., 38 years ago! and came to Chicago and ,vas employed by the old fmn of Knapp & StoddaHl. furniture salesmen. He soon developed remarkable talent. and in a few years organized the 1V1. L. Nelson Company with offices and sales rooms in the Karpen building, on Michigan avenue. Vv'hen the furniture exhibition building at 1411 1lichigan avenue \NaS erected he took a large share of it for his business and soon huilt up one of the largest furniture commission houses in the COUll try. He \vill be greatly missed by a host of friends, as he was a man who m<'.demany friends who loved him as though he were a broth(x. LIe ..v..as a master organizer and at his death he left the company so \"ell established that business will go on unillteruptedly. \V. l\L Cochran is the president of the company, and Mr. Nclson was secretary and treasurer. O. C. S. Olsen, VdlO sold out hi:=;factory at Austill avenu
Date Created:: 1907-05-25T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 27:22

67. 1937-05; Peninsular Club Magazine

Notes:: Issue of a magazine published in Grand Rapids, Mich. Created by the Peninsular Club. Published monthly. Began publication in 1934. Publication ended approximately 1960.
Date Created:: 1937-05-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: Volume 3, Number 5

68. Fine Furniture; 1936-05

Notes:: Issue of a furniture trade magazine published in Grand Rapids, Mich. It began publication in 1936. and Two dollars a year Price 20 cents Grand Rapids, Mich. May 1936 Furniture's Proudest The rebirth of Ber-key & Gay becomes dramatically evident as old friends pass through this door-v) a y to the. n ew Berkey & Gay shoiv-rooms. Coat-of-Arms Since 1853 your customers have looked to this shop mark as their protection when buying^ their pride ever after. Berkey OL Ciay announce th.e Premier Showing of tkeiir New Line Following months of thoughtful study and careful planning, the premier showing of the new Berkey & Gay line will be held in the new Berkey & Gay showrooms, located at the factory, plant 1, at the corner of Monroe Avenue and Mason Street, Grand Rapids, Michigan, commencing Friday, May 1, 1936, at 8:00 A.M., and continuing to Saturday, May 9. Backed by its management and personnel, those traditions and policies so successful in past Berkey & Gay history will be faithfully maintained in the future. Only furniture of finest quality, in keeping with Berkey & Gay's cherished reputation, superbly styled by the foremost staff of designers in the country, will be distributed on an exclusive basis by the leading furni-ture and department stores in every community. BERKEY & GAY FURNITURE CO. • GRAND RAPIDS, MICHIGAN S h o w r o o m s a t t h e f a c t o r y , p l a n t 1 , c o r n e r M o n r o e a n d M a s o n We appreciate mentioning you saw this in FINE FURNITURE 1 'Since we put in our department o d^ftk, we have been getting more business from the wealthier families.9' A Carved Oak Living Room, Sold to a Fine Home, Will Advertise Your Store Favorably for Years You can afford to put more effort behind Carved Oak because of the added profit and the adver-tising job it will do for you. You can trade up with Carved Oak. Write us about a display, or see us in May at the Carved Oak Galleries in the Keeler Building at Grand Rapids. Grand Rapids Bookcase & Chair Company Oak Specialists HASTINGS — MICHIGAN We appreciate mentioning you saw this in FINE FURNITURE r FINE FURNITURE REG. V. 8. PAT. OFF. b b l H rAKKbK is a chair around which you may build any number of interesting ensembles for the living room. Victorian in style, it has a smart sophistication that makes it right at home in almost any type of room, with properly selected cover. Let us send you photographs, prices, and tell you how other stores are "going to town" with it. ANNE HATHAWAY is a chair low in price and high in value. When you need some-thing to pull up your sales volume and put you on the map with the home-makers in your trading area, feature Anne Hathaway in your advertising and on your floor. Priced right, comfortable and so attractive that it's a well-nigh irresistible piece. Write for photographs and price lists. ^-/) NAME AND DESIGN REG. U. S. PAT. OFF. CHAIR Vander Ley Bros., Inc. 300 Hall Street GRAND RAPIDS, MICH. FlN€ FURNITUR€ the Homefurnishing Magazine from the Furniture Style Center of America VOLUME 1 1936 NUMBER 1 GEORGE F. MACKENZIE, President PHIL S. IOHNSON. General Manager ROD G. MACKENZIE, E d i t o r •MAY-Cover illustration courtesy Johnson, Handley, Johnson Co. Grand Rapids What's Going on This Market, by Rod Mackenzie 14 Tested Retailing Tips 20 Radio Sales Closed in Store, by Charles N. Tunnell 22 Showmanship Sells Appliances 23 Furniture Frolics, by Ray Barnes 25 Sketch Book, by Frank C. Lee 26 Wonder House Stirs Business 28 The Customers' Viewpoint, by Ruth Mclnerney 31 Floor Coverings, Draperies, Fabrics 32 Public Announcement, by Chet Shafer 37 Today is Pay Day 39 Grand Rapids Assured Museum 40 How D' You Like It? 41 Chicago Market Illustrations 42 Furniture Salesmen's Club 45 Around the Grand Rapids Market 49 Homefurnishing News and Reviews 54 Published monthly by the Furniture Capital Publishing Co., Asso-ciation of Commerce Bldg., Grand Rapids, Mich. Application for acceptance under Act of June 5, 1934, pending. FINE FURNITURE copyright, 1936. No responsibility is assumed for the return of unsolicited manuscripts and photographs. Subscription rates: $2 per year in the United States and American Colonies; $3 in Canada and foreign countries; single copies, 20 cents. We appreciate mentioning you saw this in FINE FURNITURE f o r M A Y . 1 9 3 6 • The comfortable and spacious atmosphere of the Waters-Klingtnan Building corridors make buying less of HALF o* GRAND RAPIDS EXHIBITORS SHOW HERE Exhibitors know their merchandise will be seen in the Waters-Klingman Building because it has the highest percentage of buyer attendance of any building in the market. Its six floors of displays include merchandise in a wide price bracket range. Here, too, you'll find many exclusive service features available. For instance, a free check room, switchboard, complete shipping service, night porter, lunch cart service. No exhibition building in the country can boast a higher percentage of occupancy. WATERS-KLINGMAN BUILDING GRAND RAPIDS, MICHIGAN • The club room on the first floor provides an imposing entrance and an easy place to visit with the many friends you'll meet in this popular exhibition building. PUBLIC LIBRARY 4907-18 FINE FURNITURE "CHARLES P. LIMBERT COMPANY' new exhibition space Jth FLOOR FINE ARTS BLDG.. w CHARLESP LIMBERT CABINET-MAKERS AT THE SPRING MARKET A new line of attractive furniture for the dining room — NINE FINE GROUPS in a variety of period and modern designs in walnut, mahogany and combinations. Also RICHWOOD solid walnut bedroom furniture Charles P. Limbert's merchandise has long been featured by leading scores in America and can be found in modern American homes, club rooms, lounges and hotels. The character of workmanship, style and finish has long been a by-word in American furniture retailing. CHARLES P. LIMBERT COMPANY HOLLAND MICHIGAN We appreciate mentioning you sa^v this in FIXE FURNITURE f o r M A Y , 1 9 3 6 Do you know that Imperial ad-vertising, in May, featuring these and other outstanding table values, will appear in GOOD HOUSEKEEPING and AMERICAS HOME magazines — *'selling" Imperial Tables in more than 3,000,000 selected American homes? DO YOU KNOW • • • that more buyers are expected at the Grand Rapids May Market than at any mid-season showing since 1929? • that for the May Market, Imperial will show the largest number of new tables ever brought out for a mid-season showing? • that with the increased use of tables in the home, and the greatly improved conditions of business generally, that you can look forward to the best table business you have had in years? • that Imperial's new line in smart styling, recognized quality, and attractive prices, with the advertising and merchandising program Imperial have planned for this fall, offer you the greatest opportunity for your business and profits? • that, as for the last 33 years, a cordial welcome, as well as the greatest line of tables in America, awaits you at the Imperial factory showrooms in Grand Rapids? IMPERIAL FURNITURE CO. G R A N D R A P I D S • M I C H I G A N We appreciate mentioning you saw this in FIXE FURXIP FINE FURNITURE No. 332 SOFA SETTING the PACE WITH a NEW LINE Featuring. . . NEW DESIGNS IN MODERN EIGHTEENTH CENTURY AND THE LATEST FABRIC TRENDS Introducing . . . A NEW FEDERAL AMERICAN ENSEMBLE AND SOMETHING DIFFER-ENT IN A PROMOTIONAL GROUP MICHIGAN FURNITURE SHOPS, INC. Manufacturers of UPHOLSTERED FURNITURE GRAND RAPIDS, MICHIGAN Display at the Factory Showrooms of Grand Rapids Chair Co. Representatives: A. L. BRACKETT • E. C. GAMBLE • R. D. THOMAS • G. R. GAMBLE We appreciate mentioning you saw this in FINE FURNITURE f o r M A Y . 1 9 3 S Excerpt, New York Sun, January 18. ... the most interesting99— Charles Messer Stowe Charles Messer Stowe, the recognized furniture authority and furniture editor of the New York Sun, in the January 18th, 1936, issue, said: "Most of the exhibitors produced new groups in traditional design, however, and of these the most interesting was a bedroom suite designed by William Tucker for the Groenleer-Vance Furniture Company of Grand Rapids. The contours followed the lines of the early Chippendale and on the hollowed, chamfered corners were fruit and flower carvings in the manner of Grinling Gibbons, deeply undercut. The mahogany was carefully selected for its florid grain." MAKERS OF FINE FURNITURE GROENLEER-VANCE FURNITURE CO. KEELER BUILDING GRAND RAPIDS, MICHIGAN We appreciate mentioning you saw this in FIXE FURNITURE FINE FURNITURE I THE MARKET BUYER CAN TO MISS More important new lines will be shown at the Grand Rapids Market in May than at any other time in the past five years More important new lines will be shown in Grand Rapids in May than at any of the other market centers! For this market, every exhibi-tor has made a special effort GRAND RAPIDS IVe appreciate mentioning you saw this in FINE FURNITURE f o r M A Y , 1 9 3 6 to bring out new creations of outstanding appeal and value. Indications definitely point to the largest attendance for any mid-season market, at any time, in the long history of the Grand Rapids Market. By all means, make your plans now to attend the most important mid-season market ever held in Grand Rapids — the Market no buyer can afford to miss! MAY 1 to MAY 9 FURNITURE EXPOSITION ASSOCIATION We appreciate mentioning you sazv this in FINE FURNITURE 10 FINE FURNITURE FINE ARTS FURNITURE CO. GRAND RAPIDS, MICHIGAN offers tables and occasional pieces that sell quickly and profitably FINE ARTS FURNITURE CO. affords your customers a variety of patterns to select from that are exquisitely styled, correctly constructed and carrying a finish of permanency. For the May market special emphasis has been placed on traditional patterns, some of them reproductions, in keeping with current trends. It is not difficult to turn your stock of small tables and occasional pieces when you handle Fine Arts creations. DISPLAYED IN WATERS-KLINGM AN BLDG. No. 968 — Georgian mahogany table, top 14" x 24", 23" high. No. 426—Chippendale t r i p o d table, top 24"x24", 26" high. Price $12. No. 1004 •— Hepple-white cocktail table, t o p 18" x 30", 17" high. Price $19.50. We appreciate mentioning you saw this in FINE FURNITURE f o r M A Y . 1 9 3 6 11 ways to "MAKE MONEY" on the KINDEL Line Many stores mark up Kindel fur-niture 125% or more, and find that it still sells in competition to other furniture on their floors, "with a shorter mark-up. Reason: the subtle designs, quality finish, and •well-tailored cabinet-work, make Kindel Furniture look more expensive than it really is. Here is a real way to "make money" when the experiences of others prove you can maintain sales and also maintain such high mark-ups. On the other hand, some very successful stores mark up Kindel furniture 80% or less, and find it an exceedingly profitable line, because it sells more readily than most furniture in its price range, and because it requires practi-cally no servicing of any kind. Large volume sales build both substantial business and satisfac-tory profits. Furthermore, Kin-del's policy of styling eliminates mark-downs. Either policy "makes money" for stores concen-trating on the Kindel line, because the Kindel tradition of quality first has been skillfully com-bined with advanced facilities and efficient operations resulting in more attractive prices and salable value than can be found elsewhere in the realm of fine furniture. KINDEL FURNITURE COMPANY Qrand %apids, ^Michigan SHOWROOMS: 6TH FLOOR, KEELER BUILDING We appreciate mentioning you saw this in FINE FURNITURE 12 FINE FURNITURE The Bedroom Promotion Group Dealer: West Michigan West Michigan will introduce at the May Market a group of 25 mahogany bedroom pieces from 18 th Century sources -which are the answer to the promotion man-ager's prayer. Smoothly designed and tradi-tionally sound, they are the out-come of a long period of creative planning to incorporate the specific sales-appeal features stressed by important retailers who came to us and outlined their need for this group. This is an engineering-built group, with every step of the manufacturing process projected and carefully analyzed to elim- WEST MICHIGAN FURNITURE COMPANY OF HOLLAND Largest Exclusive Bedroom Display in Grand Kapids Market Waters-Klingman Building We appreciate nuati'jning you saw this in FIXE FURNITURE f o r M A Y , 1 9 3 S 13 demanded — Built to their Specifications will be the hot spot -it the May Market inate superfluous motion in construction and valueless details that add to the cost. As a result, there emerges precision-built furni-ture which adheres to quality standards and permits plus-values. Twenty-five flexible pieces capable of a dozen effective combinations, in the price brackets where you make your promotional play. A clean, compelling group with which you can go places. Packed with eye-value and consumer appeal. It will sweeten your bed-room department and provide a source of powerful promotions. Make no commitments in bedroom furni-ture, until you have a look at us in May, and see how close we've come to what you told us you wanted. ft'e appreciate mentioning you saw this in FINE FURNITURE 14 FINE FURNITURE it. The modern wall grouping at the top of the page is manufactured by Imperial Furniture Co., Grand Rapids. The exquisite Hurawood desk. No. 831, is made by the same concern. It has nine drawers, 23"x42" top. Displayed at the factory showrooms. The Victorian chair. No. 1350, is by Charlotte Chair Co., Charlotte, Mich., exhibited in Fine Arts Bldg. What's Going On at the May Market By ROD MACKENZIE Editor, FINE FURNITURE LAST year it was estimated that over 300 million dollars' worth of furni-ture was produced in the United States. This represented a gain of approxi-mately 33^3% over 1934, and according to statistics released by the United States Department of Commerce well over 400 million dollars' worth of house-hold merchandise will be manufactured this year. The all-time record year was 1927 when the production peak was attained with a total volume of 550 million dollars. Whether this latter mark will ever be reached again is debatable, due to the fact that many of the concerns producing furniture in 1927 have passed out of the manufacturing picture. However, 400 million dollars worth of furniture represents a lot of beds, tables, chairs and whatever you make and sell for Johnny Q. Public's home. If the estima-tion approaches within shouting distance of this figure a large majority of the factories will be operating full time and dealers will be increasing their turn-over percentages. Reasons • On page 28 of this issue is a story of a modern model house. Similar promotions in addition to rumblings of a building boom of important magnitude, plus a steady increase in the filing of marriage licenses, substantiate the prophecy of an increase in the sale of homefurnishings for 1936 over that of 1935. Then there's the much-maligned and disputed veterans' bonus, releasing its millions of dollars. And finally, the tragic flood situation will be turned into volume through an enormous replacement market. It has been recalled that following the floods in Ohio and surrounding districts in 1913 a tremendous flow of business resulted. Without being pollyannish, the 1936 totals and profits should compensate for some of the dis-couraging figures of the past few years. Prognosticating the style trend of a furniture market is a dangerous pastime. And in quiet moments we doubt its use-fulness. But after talking with numerous manufacturers and imbibing their enthusiasm for certain new suites, loitering over a designer's drafting board and discussing moulding, hardware and finishing trends with supply men, one becomes imbued with the spirit of furniture history in the making. And actually, markets are just that. Wander through the advertising pages of old issues of your business papers illustrating "new market showings." Here you will get a panorama of furniture styles. i o r M A Y , 1 9 3 6 15 1936 Renaissance • But now, another market is about to open. And although some may doubt, a renaissance is in motion. Eighteenth century furniture is being re-born. The pendulum of the inevitable cycle is swinging, swinging slowly, but certainly toward traditional furniture. This does not necessarily imply the abolition or complete extinction of our bitterly fought for contemporary concepts. But it does illumi-nate the fact that we went too rapidly toward the new mode. Modem slowing up • Against the January 1936 market when some manufacturers went 100% modern, others not much less and practically every line boasted at least "one new modern piece," visitors to the May market, particularly in Grand Rapids, will discover what we mean by "1936 Renaissance." One Grand Rapids manufacturer questioned about his modern showing for May said: "I have withdrawn every piece of modern. In some instances I have replaced these items with reproductions." Which may be a trifle strong as he later confessed. "That does not mean that I'll never make modern pieces again. But the demand for modern is not as strong as it was, and I want to see what the consumer reaction is going to be." Estimating the strength of modern is difficult, but we do not believe that such statements as the foregoing forecast the doom of this type of merchandise. In fact it is our humble opinion that modern is here to stay, albeit not in its present form. And further, we venture the guess that furniture of this type will eventually establish itself in two price ranges—quality merchan-dise and low-priced production furniture. The price range between the two levels will be increased consid-erably, adding a larger margin of profit to the manu-facturers of the quality product as their modern in-terpretations assume a more definite character. Upholstery Leads • The one element in the furni-ture manufacturing industry apparently destined to carry the banner for modernism, for the present at least, is upholstered merchandise. One upholstery manufacturer when queried concerning the percentage of modern in his line admitted 30% or better. "And it is increasing constantly," he added. According to reports this is not high, but it indicates the trend. Much of the support for the modern movement in the upholstery end of the business can be traced to the fabric concerns manufacturing upholstery coverings. Coverings are keynoted to comply with prevailing dec-orative trends and as interior decoration is still strongly contemporary, manufacturers of upholstery must fol-low suit. Even in the Eighteenth Century merchandise a touch of modern will be tolerated in chair coverings. One of the important activities in the Grand Rapids This authentic oak interior and iurnishings produced by Grand Rapids Bookcase & Chair Co., Hastings, Mich., known for many years for its superb craftsmanship and fidelity of design. Showrooms in the Keeler Bldg. 16 FINE FURNITURE market is the increased number of representative up-holstered lines exhibited. Never considered a price market, Grand Rapids exhibitors of this type of mer-chandise have now established for themselves a definite place in this field. Design, style, construction and price are available in a wide variety of ranges. Chinese Chippendale living room by the Colonial Mfg. Co., Zeeland. Mich., shown in the Keeler Bldg. Dutch Woodcrait Shops. Zeeland. Mich., manufacture the mahogany drum table. No. 114, 36" top, shown in the Waters-Klingman Bldg. Compared to 1929 • Reports from Grand Rapids exhibiting manufacturers indicate that the May market will attract more furniture buyers than any similar mid-season market since 1929. There are several factors responsible for this prediction. Probably the outstand-ing one is the reopening of Berkey & Gay Furniture Co. The revival of this three-quarters of a century old concern, with its world-wide reputation, is of indis-putable significance and its past contributions to fur-niture market history are among the cherished tradi-tions of the furniture exposition. In the southeast section of the former No. 1 plant, visiting buyers will find a completely redecorated showroom. Grapevine reports give promise that the premier showing of the new line will embrace a comprehensive, diversified and representative selection of patterns and styles and price ranges that will be commensurate with current de-mands. Berkey & Gay officials report definite expres-sions from approximately 400 dealers indicating their intention of attending the reopening of the line. It is therefore estimated that the Grand Rapids market attendance will reach about SSO registrations. Special Exhibits • Other inducements to attend Grand Rapids include displays of the Grand Rapids Furniture Makers Guild, whose officials report that an unusually large number of new patterns (for a pre-season market) have been developed. Another interesting exhibition of more than usual merchandising interest is the coordinated grouping Tho Adam interpretation by the Grand Rapids Chair Co. of the dining room ensemble. No. 937, is made of Cuban and Honduran mahogany, priced at S716 for ten pieces and S508 for eight. The lino is shown at the factory showroom. d i ' \ i . - | i | 1 1 : i \ k r i i i \ \ i - i n - : . • • i n - i 1 i l i t - : • • •"• • t i i • • -• ..:••!•_: c : - ••' i . •••,!'••• i . i i i i n i n 1 i n t i n - ^ i •: • • - 1 : \ . l ' : n I A '; : . i •: i : i ! . i - n e w | !-• ._•: : i i n ; . - v i - i - \ h i i - l l i " . " I1 \ : i n u n - ( • \ \ ! i ! i i \ • • ! . , ! • > I" . i r n " - : i i - ( • • . ; . ' i i l l i c l ! : i i . i - - H i ' - ' ! ; I ' . i C ' . - ' n i 1 - . I i n . - . \\ f l u - ! ' i i ; - - ^ n - . i i i ' i i ; ' . i > ! : i c \ i j , : . n ; I ' ' • : ] • • • : . i i ' : . • ; n i i - \ i i ! i ' i i :• - v . i - n • : • > ! • -\ I i i ^ . - i v i i ' I , 1 . : « - • s i . « . i - I 1 >• ; I I I I i 1 1 ' - ! i r . i l : , r '•. i : . , - ! 1 I - I " i l n - i l v i - - - n i M i . i i i . i . i •! i - i - l l u - , . - i ••!' m ; < u i i ( \ | i r ! t i - . \ { . i f ' K - f w i l l c : . r i i - i i . i i " ' . ' ; i n 1 ' . ' ! - ' « • : > . • < . ! p i c a - , \ \ i i k ! i n . - :\^ ;• c l i n i i i " . i-r•• • 1 1 • M I U ! I M 1 . . ' • • •• • • : i •_• !"• • . r ; n i c l 1 5 ; i k < . • r l i m / i - i - i . i n - . ' l i - i f K . H ' - - . [• ^ i ! i '• i i '•• : ' i - i " ' i i . i \ | i i : ; i : i \ | • . T i u i ] i n : . W i - i ' i - : " I r - ••.•••• "> • i ^ i - i a ! I ' . ' - i 1 . Ti' m •! - f i - ! " i l i . ' i k i - r . !•'••:• ".. n y V I - M I " - i l i i - i - \ | M I I - ' M - -:•••.'. ! • • • • • - >•' '•' I u . i - I 1 i r r i i i p v (. • •. \ \ i - : i " ;; i '•! ' . : r r - | • •• i i '! c t • • : 1 1 R . | i i ' - l i i M r k c - l . | i n - • I i - - i : n - e l ; . i ' l ".•"''. ; M - • • ! • > . t ! ! . . - • • • : - • • • I J i - l : . i ! " ! i M : - I i 1 ; r - « i • r . I M ; i : i n I ) I C - - _ - J I - ;•. - i i ' . ' i l ' V - K M " I n V M i ! I ' . l - M - i • • I . - : i . l i ' l i f i t l • •' " ' ! - •_•! l - : i - \ l ' i i ' - . S i i i i " ' 1 l i i 1 <•'< • n i ; • i i • i i ( - p !•' ' . ' - . i 1 ' i - ' - 1 •_•.. i • ."-':• I • € -- D ' i ' : . 1 ! ' I - ; : - J - C T - ' I L : I ! 1 \ - r . j - ' " i " \ ' - > • < . ! '! i - h : K " " l i - _ ••"' I ' 1 i - i ' : i - ! : : . - . : i i i J i I - r . - 1 - : ' ; . i > i i ] ! : i - • . > ' ; • | ) i i - . - . - i - . ' !- ' " • : ( : : . ' i i ' - : i . - . : l i ; l ' : \ . . ' . : d : • • - 1 "!.- i " • \ . ". i - ' i ••'.••• ' •- -\- • . . . . . . . . . . . . • , ; . • . „ ; . „ ;• . i , . . . : i . . . . West Michigan Furniture Co., Holland, Mich-produced the vanity. No. 869. at the top of column. West Michigan's extensive line is dis-played in the Watcrs-Klingman Bldg. The Hep-plewhitc sideboard. No. 84, by Dutch Woodcraft Shops, is done in mahogany and satinwood. The lower sideboard. No. 1884, is by Rockford Chair & Furniture Co., Rockford, 111. It is done in mahogany, walnut or aspen with birch, priced «: S288.S0, ten pieces, and SI 94.50 for eight. The l:nc is shown in Watcrs-Klingman Bldg. Groen-lf- pr-Vnnce Furniture Co., Grand Rapids, displays iheir lino of quality merchandise in the Kcolpr Bldcj. The dresser. No. 880 last piece in column, is made cf ••crtinwood. amaranth bandings, mar-qut- try. gold mirrors n:i:iq::e ormolu mounts. 18 FINE FURNITURE Values Increased • But back to the Renaissance of 1936. This revival of Georgian periods such as Adam, Chippendale, Sheraton and Hepplewhite, is the result, as we said before, of a too rapid swing to modern. With an upward trend of prices and with increased interest on the part of the consumer for home furnishing goods, there is a manifestation by the fur-niture manufacturer to build better merchandise. In contrast to the procedure in force not so long ago of removing everything except the parts actually essen-tial to a piece of furniture, in order to reduce the cost, the reverse is true today. In place of price increases manufacturers appear to be desirous of giving increased values, and rather than eliminating ornament, designers have been instructed to add mouldings and carvings. This revival of 18th Century adaptations is even including Louis XV styles, a furniture period repre-sentative of an area of affluence. It is not improbable that the return of these beautiful furniture fashions forecasts a return of prosperity to this country and re-establishes the fact that the home furnishing industry is a barometer of the economic condition of the country. Prices • The flood situation has furnished cause for concern to buyers of lumber and glass materials. The supply of mirrors, used so profusely in modern furni-ture, is reported to be considerably short of the de-mand, due to the ravages of the recent flood. A similar situation exists in the enormous supply of seasoned hardwoods that have been saturated by overflowing rivers. Before this material can be reseasoned, a lum-ber shortage is almost inevitable. Consequently the furniture buyers anticipating a price rise are expected to place commitments at the May market that ordi-narily would not be given until the summer exhibitions. The all mahogany 18th Century cabinet. No. 110, is by the Dutch Woodcraft Shops. Top 15"x22" and 25" high. The oval, modern kneehole desk. No. 42, is selected irom the line oi the Bay View Furniture Co., Holland, Mich. Top 50" x 24", walnut veneered, priced $65. Modem occasional book stand by Imperial Furniture Co. and chair by the Schoonbeck Co., Grand Rapids. Both displayed at Imperial factory show-rooms. Tripod table. No. 960, made by the Fine Arts Furni-ture Co., Grand Rapids. Top 20" x 20", height 26", leather top. This piece is a reproduction, priced at $17. Shown in the Waters-Klingman Bldg. I; idid - •• • • . , . •Mo1 The modern chair. No. 1950, at the left is by the Charlotte Chair Co., shown in that con-cern's display in the Fine Arts Bldg. The Sheraton secretary. No. 880, is by Bay View- Furniture Co., Holland, Mich., displayed in the American Furniture Mart. Mahogany or walnut veneers, solid writing board, height 77", base 19" x 33", priced at $53. The Chip-pendale cocktail table. No. 2004, mahogany, is by the Fine Arts Furniture Co., displayed in the Waters-Klingman Bldg. Top 20"x36", height 16", price $29. The modern cocktail table. No. 60, is manufactured by Charles R. Sligh Co., Holland, Mich., whose display is in the Waters-Klingman Bldg. Top 36" x 18", height 17". The contemporary desk. No. 2043, is made by the same concern. Top 50" x 25". At the left is a bedroom ensemble by West Michigan Furniture Co., Holland, Mich., No. 880, genuine mahogany, priced 3 pieces $184. Exhibited in the Waters-Klingman Bldg. The office group at the bottom is by the Gunn Furniture Co., Grand Rapids. 20 FINE FURNITURE listed RETAILING TIPS -Room Outfit $17" 3 11,.,, Employees' month at Shan-non's, Tulsa, Oklct., promoted through the use of pictures and statements by the sales iorce in conjunction with regu-lar advertising, has proved a success during the nine years it has been employed. Employees' Month FOR nine consecutive years Shan-non's Furniture Store, Tulsa, Okla., has held an employees' month during January. It is always a suc-cessful promotion. Advertising this year consisted simply in running a picture of one of the store's employees along with the regular advertising, playing up a brief sales statement by the em-ployee. "The purpose of such promotion," states C. J. Caldwell, advertising manager, "is simply to call the at-tention of friends of our salesmen to the fact that they are associated with the store. "We have found that where a proprietor's personal appeal to his friends in a store's advertising will have little noticeable effect, the occasional appeal of an employee will have just the opposite result." Each employee was given a turn, when the week's sales were known as "his week," and the article of which he made a specialty was given play. Generally, however, no single article was pushed above others, although a group outfit, in-cluding a three-room set, sold ex-tremely well. Since the policy of the Tulsa store has been to avoid all special inducement sales, em-ployees' month was limited to the single personal appeal. The advertising copy contained such leaders as: "Lon A. Beddoe says: Aside from selling furniture my chief hobby is playing golf and I like to compare poor kitchen ranges with poor golf clubs, for no matter how hard you try, the ball will not carry where you want it to; thus a poor range ruins that din-ner with which you are trying so hard to make a good impression. I am happy to let all my friends know that I am home from the furniture market with many new ideas, and I am only wait-ing for an opportunity of being of serv-ice to you." One of the unusual revelations of Shannon's employees' month this year was the fact that one of its youngest salesmen, newest in point of service, drew the heaviest re-sponse. Get-Acquainted-No-Cash A"GET-acquainted no-cash" plan which brings the customer into the store on regular weekly visits has been introduced by the Fred Davis Furniture Co., Denver, as one method of increasing store traffic. The basis of the plan is the selec-tion of a demand item—with a new offer every week or two—purchase-able only on weekly credit terms. Some of the items used are lawn-mowers, china sets, bridge lamps, end tables, rugs and radios. The particular weekly demand item selected is advertised in the news-papers to the effect that the cus-tomer's presence and account is re-quested at the Fred Davis Furni-ture Co. with the weekly demand item as his means of introduction. Buying by proxy, for cash, C.O.D. orders, phone orders are not accept-able. The plan is to get the cus-tomer into the store. ''The item is offered to the cus-tomer on terms of $1 down and $1 a week," informs A. J. Gazin, credit manager. "This necessitates weekly visits from each customer and affords a personal contact that is one of the most valuable selling assets to the salesmen and the credit department. It is valuable for the following reasons in their order of importance: (1) Sales re-sistance lowered by repeated visits to the store. (2) Customer notices stock and prices in each visit. (3')i Salesman has opportunity to an-alyze customer's needs and make necessary suggestions. Cash customers enter the store every day, buy a piece of furniture, pay for it and are gone. The sales-man has nothing to show for the sale except the customer's money, his name and address. "The credit customer, on the other hand," says Gazin, "during the regular weekly visits to the store, becomes known to most of the store personnel. The salesman greets him. Conversation ensues. The credit customer comes to enjoy visits to the store. "We try to get the cash customer who visits the store once or twice a year, as a credit customer. The main purpose is to arouse his in-terest in the store so he will come in because he wants to. The "no-cash" plan arouses his curiosity or maybe he has a definite need for the de-mand item advertised. Once he is inside the store his sales resistance is lowered by the salesmen them-selves and the displays of stock." i f o r M A Y , 1 9 3 6 21 CLEARING HCUSE An odds and ends outlet. Start summer program in spring with saleable leader. Clearing House rT~lHREE merchandising problems 1 were solved by the establish-ment of a "clearing house" for the Del-Teet Furniture Co., Denver, Colo. First, an outlet for odds and ends that sells this merchandise with a minimum loss. Bargain hunters are attracted where regular mark-downs will not produce results. Secondly, a spot is provided for "saleing" cer-tain items without making it neces-sary to promote an entire group on the price appeal. Thirdly, a corner of the store is put to work that was. formerly of no value from a sales volume standpoint. A nook between the first and sec-ond floors was picked for the "clear-ing house." Here can be found mer-chandise that failed to sell, the re-mainder of a large shipment or shopworn merchandise. The orig-inal and new price are prominently posted, illustrating the saving. The "clearing house" is advertised in window cards as well as by store posters. Summer in Spring ENET Furniture Co., Tulsa, Okla., is developing a summer furniture program that promises success. It is based on two prin-ciples— an early start and a sale-able item as a leader. The plan was worked out by John Cloud, manager, who employed the promo-tion successfully in the sale of more than 400 gliders in a Dallas, Texas, store during the 193S summer sea-son. Cloud uses a glider at a single price and a metal folding refresh-ment table as the key to his sum-mer campaign. "Too many stores postpone their seasonal promotions until too late to do much good," claims Cloud. "This type of mer-chandise should be promoted in early spring advertising." The glider and table are featured in all advertising and spotlighted in window displays. Fabrics for glider coverings are played conspicuously. Another item of importance is the selection of a popular priced glider —$19.95— for the event. The advantages of such a scheme are a concentration on one article with considerable saving by cutting down on the number of patterns, the elimination of customer-confu-sion. In addition to the sale of gliders and refreshment tables other outdoor furniture receives a good play. Fibber, We're Surprised RAND Rapids, to the furniture man, means only one place, but to Fibber McGee, selected world's champion liar this year by the Burlington Liars' Club, it turn-ed out to be quite a different place when he took a flier at a job in the Whittle & Sawdust Furniture Co. during his coast to coast broadcast for a well known wax manufacturer early in February. Fibber didn't know that there is a Grand Rapids, Michigan, Ohio, Minnesota and North Dakota and as a result ended up in Grand Rap-ids, Wis. What the script writer didn't know was that the Wisconsin city changed its name to Wisconsin Rapids several years ago. Down Payment Bonus WE found salesmen anxious to cooperate with us when we cut them in on the profits to be gained by increasing the down pay-ments on washers," said A. B. Piercy, manager of the household appliance department, Hoosier Fur-niture Co., Indianapolis, Ind. The company sells its lowest priced washers for $5 cash, $5 per month. Salesmen were offered a bonus of $1 cash and SO cents monthly for two months if they would obtain $6 cash and $6 a month. Getting $8 down and $8 per month on an appliance formerly sold at $6 cash and $6 per month brought the salesmen $1.25 in cash and 75 cents per month for two months. If they obtained $10 cash and $10 payments from the sale of the next higher priced washing machines they were allowed $1.50 in cash and $1 monthly for two months. The salesman didn't receive credit for the special monthly bonus unless the payment was made within three days from the date due. The cam-paign encouraged prompt payments. FIBBER <S MOLLY McGEE . . . N. B. C. stars who learned about Grand Rapids. 22 FINE FURNITURE RADIO SALES CLOSED IN STORE By CHARLES N. TUNNELL T H E Hart Furniture Co., Dallas, Texas, has no prob- _L lems in handling outside radio salesmen, for no such salesmen are employed, even though this firm, is one of the largest retailers of radios in the entire South. With an annual volume of approximately 2000 radios for the past five years, all sales have been made within the store. Paul R. Berry is in charge of this radio department. There are no other special radio salesmen in the store except that furniture salesmen sell radios when they have a prospect. As this firm does not go to the prospects' homes to make demonstrations and sales, the reverse plan is employed—that of bringing pros-pects to the store. Newspaper and other forms of ad-vertising are used constantly. In most instances the radio copy is run in connection with a general furni-ture advertisement. But at other times, a special radio ad is run separately. Berry explained: "We advertise both our low priced units and the high priced ones. We generally feature one radio, then include various other units in the ad. We have approximately SO sets on the floor at all times that are hooked up ready for demonstra-tion. These sets range in price from #18 to $250. We demonstrate to every prospect that $25 will buy only half as much as $50, and that tone and volume can only be attained by paying a reasonable price for a unit. As a result of this policy, Hart's sets stay sold. Repossessions are less than 2%. About 75% of the sales are for all-wave sets. Average unit sale is $65." Hart's advertise radios at $1 weekly—but this does not mean that the firm accepts a $1 down payment. •v: Above—International Radio Corp., Ann Arbor, Mich., Kadette 66, walnut, six tube, two bands, 13%" long, 9" high, 6" deep, $19.95 list. Below— (small unit) Kadette 400 (battery), completely portable weighing 25 pounds, two distinct tuning ranges cover standard and short wave. Kadette 77, straight grain and burl walnut, seven tube, all world long and short wave, $26.95 list. A minimum payment of 10% is required, and in many instances the sale is cash or a larger down payment. The $1 weekly installment plan applies only to radios selling for less than $50. No radio install-ments extend for more than 12 months. The floor location of this radio department has a great deal to do with its volume of sales. The radio section is located on the first floor of the store, to one side of the cashier's window where all bills are paid. Many midgets are sold but most of these sales are now being made to customers who have better sets for the home and want the small sets for an upstairs room or a bedroom. On the other hand many of the better type models are selling to customers who bought midgets a year or two ago. They were pressed for money at that time, but now with some improvement in income, they are placing the midget in a bedroom and buying a console set for larger rooms in the home. "Some dealers quit selling radios when frost leaves the ground," said Berry, "but our overhead does not stop with summer. Neither does our radio sales. October to Christmas is our best season, but we sell radios every month of the year. We advertise con-sistently during the summer months and close many sales during that season." This radio retailer has no trouble in handling used radios. "An allowance of $12.50 to $15 is made on most good radio sales for trade-in," says Berry, "if the unit we are selling retails for more than $50. We accept no trade-ins for sets under $50. A $15 radio can be reconditioned and sold for $29.95. A better mark-up is averaged on used sets than on new units. Profit on a new radio is never permitted to be tied up entirely in a used set. However, on a sale of a new set at $150, $20 may be allowed on a very good trade-in." Hart's employ one exclusive radio service man. This man made 3030 service calls in 1933 and his 1935 average surpassed this number. The firm charges $1.50 minimum for service calls. Supplementing this service-man's efforts is another employe who installs radios and takes care of service calls that cannot be handled promptly by the regular man. l o r MAY, 1936 23 SHOWMANSHIP SELLS APPLIANCES Dramatizing Kitchen ATHEATRICAL presentation of a model kitchen, with a qual-ity price gas range as the "star," uncovered a profitable market for the Denver Dry Goods Co. The store started "cold" on the promotion as formerly the house furnishings department placed no emphasis on ranges. In adding the new $112.50 line, P. Weill, buyer, had a stage constructed to demon-strate the effectiveness of the new line. Over SO sales resulted. Cooking done on the stage by a local expert gave prospects actual food-results during part of each day of the promotion. In conclud-ing sales, Weill found that women proved more effective than men. "They talk the same language as To dramatize this attitude toward appliance merchandising the Grun-baum appliance division held a three-day "Modern Kitchen Show" tied in with a $1000 prize promo-tion. The show was staged in the appliance section of the store. More than 1500 women attended daily and a supplementary microphone was installed on the first floor where the overflow crowd heard the speakers and 67 pressure cookers were sold in two days. The show was packed with talks and demonstrations by local econ-omists and authorities. A special speaker and demonstrator was Rene Chauveau, instruction chef of an important railroad. Every section of the appliance division came in for stage attention. The washer unit, for example, was , - ' • • > » publicized by demonstrations on how to wash difficult pieces, the general procedure to be followed for best results in starching, stain removal, etc. Talks and demonstra-tions on cake making, bread mak-ing, the preparation of unusual dishes, dramatized the range unit; similarly, a demonstration on refrig-erator- prepared foods and special-ties dramatized the refrigeration section. "But our aim throughout the entire show," emphasized N. R. A'lello, appliance manager, "was to make this more than a cooking dem-onstration. All of our efforts were funneled down to one fine point— that of selling the modern kitchen —which means that we sought to dramatize the part that modern home appliances play in easier, bet-ter and more economical house-keeping." The prize contest conducted in conjunction with the "show" attests to the drawing power of the event with 387 women competing for the washing machine and the ironer offered for the two best letters on the subjects, "Why I Want an Ironer," "Why I Want a Washer." A total of 750 women brought their cakes for entry in the cake baking contest competing for merchandise prizes such as ranges, refrigerators, radios, and 200 women competed for the prizes, similarly large, offered in the bread baking contest. the customer; as a result I find that as far as gas ranges go, a 'one woman to another' is the best sell-ing combination." Further promotion on introducing a new line included main floor aisle displays and a department display against the elevators. Playing up of the unusual construction was made the basis of the display plan. Culinary Competition HPHE Grunbaum Bros. Furniture _L Co., Seattle, aims to have every member of their staff sell home ap-pliances and think in terms of sell-ing the modern kitchen with the idea that the customer viewpoint is the most important factor in con-nection with any appliance. Denver Dry Goods Co. kitchen goes theatrical. M-11* ovet iifty S112.S0 ranges. Cal: h'&.'mg. lelto:-writing appliance tb chaw over 15QQ women, sells 67 pressure cookers in two days. 24 FINE FURNITURE Refrigerator Obsolescense WE no longer accept the state-ment, 'We have an electric refrigerator' as the death knell of a sale," says A. L. George, manager, Rusk Furniture Store, Terre Haute, Ind. "We find out how old the machine is; if it's more than five years old, we talk replacement. During the past year we made 17 replacement sales. "We made a survey of Terre Haute and found that the satura-tion percentage was high. But elec-tric refrigerators have been well merchandised in this territory. We did our share. There are now pos-sibilities on replacement sales. The older refrigerators in use need con-siderable repairs. Housewives are agreeable at times to suggestions to replace their old machines with new units instead of paying for expen-sive repairs. "Then, too, the newer models are decidedly more convenient and at-tractive. Electric refrigerators do not last forever any more than washing machines and irons, so re-placement sales are a factor to be reckoned with." Using the User p E value of "Using the User" X in making sales was conclusively demonstrated by the George P. Pal-mer Co., refrigerator dealers at West Chester, Pa. This company started selling General Electric re-frigerators in 1928, during the first year installing 79 refrigerators. Sales during ensuing years were corre-spondingly good, but the Palmer Co. wanted to do something to make sales leap. The Palmer Co. worked out an idea. The plan was to send a printed questionnaire, with an individually typed letter, to each of the 79 original purchasers of refrigerators, people who had owned a General Electric for seven years or more. The cost, including printing of the questionnaire, stamps and stenographer's time, was only $12.50. In the letter the refrigerator user Mas asked a number of questions: How many times the refrigerator has been out of service, how many service calls were necessary, the monthly current charge for opera-tion of the appliance and whether or not the performance of the re-frigerator had lived up to the claims made for it. The user was asked to be frank, "brutal" if necessary, in replying. The letter also asked per-mission to use the user's name in local sales endeavor. Three days after the 79 letters had been sent out 50% of the users had replied. Within two weeks 52 replies had been received. The total service expense for the 52 units was $21.25. The replies to the question-naires had the best sales argument for use on prospects. The summary of the questionnaires was placed upon a large window placard. It was used in newspaper advertising. Every prospect knew one or more of those users personally. The method of using the user is a natural one for closing sales. The idea, naturally, is best adapted to small communities. Home Show Prospects T A. PALMER, Palmer Furni- J_i. ture Co., Fort Wayne, Ind., finds that exhibiting at a yearly Home Show in his city many pros-pects for furniture are obtained. At the same time a worthwhile educa-tional program can be conducted on quality furniture. '"The advantage of a show of this kind lies in the fact that visitors have plenty of time to inquire con-cerning various products without feeling obliged to buy," said Pal-mer. "Often people are interested in a certain piece of furniture but do not come into a furniture store to inquire about it because they are not quite ready to buy and do not like to walk out without making a purchase. "However, at a home or furniture show it is different. People know that such shows are staged mostly for educational purposes and feel free to ask many questions. "Such a cooperative show helps build up a fine prospect list that can be cashed in on later. It gives an idea as to the general status of the prospects, what items they are in-terested in and what points they like to have explained in detail. You answer more questions at the aver-age home show booth than in your store." Range Costs Nothing '"THROUGH the use of a pay-for- J_ itself credit plan in the promo-tion of new combination ranges, Thompson Furniture Co., Law-renceville, 111., produced a 33% in-crease in sales. They also stepped up sales from the $129.50 to $169.50 ranges with a majority of customers. "We explain that by using our 18-month credit plan the lower price range will save in fuel its small monthly payments," said Leonard Mills, homeware buyer. "The bet-ter range will not quite pay for it-self in 18 months, but most cus-tomers will buy the larger stove due to the credit arrangement." Definite figures are used to illus-trate the saving. The customer's gas range is taken in as the first payment, leaving $6.40 to $6.60 as the monthly payment for the smaller range. The actual savings are listed as follows: 1. Cutting fuel costs in the fur-nace or heating plant. During the spring and autumn heat from the combination range will be sufficient to avoid starting the heating plant. At least two tons of coal, or the equivalent in gas or oil, can be saved in this way. 2. More perfect combustion in the new gas burners, plus insula-tion and heat saving devices, save from one to two dollars on the gas bill of the average household. 3. Using the coal range means an additional saving in gas, varying according to the season. Add up the savings and compare total with the small monthly pay-ment. With all the seasons repre-sented in the cost-cutting picture, the 18-month plan of paying for it-self has produced a definite increase in business. Open Air Ironing OPEN air ironing demonstrations are the chief source of leads for ironer sales at Horton's furni-ture, Santa Ana, Cal. The demon-strations are conducted just outside the store door in the vestibule. Here complete facilities are at hand, including a machine, several chairs for garnering prospects from passersby, racks for hanging fin-ished work, etc. The position is ideally suited for the demonstration of appliances, Horton points out. Use of the vestibule in this fashion gives the store an extra window and one more valuable than enclosures because women who are really in-terested will stop, sit down and watch the demonstration. Although the demonstration is conducted by a woman, a salesman is at hand just inside the door. At a nod from the demonstrator he can exit and lead the prospect inside for the conclusion of the deal. f o r MAY, 1 9 3 6 25 U-E PORTED TO "FINE FUP-NITUP-E" WITHIN THE PAST TWO MONTHS-Harrv "Pat CROWE Al THE LAST AUPKET •PAT" PANICKED THB F»^g ^ "FROLICS" WITH HIS K B°SS (iKIP JT.'j FIDDLE HOW OF THE HEW FlNDLAy- \ ^ CBOWE - • x ^ Co. OF COLUMBUS. OHIO- IP you PLEASE MISTEP-PRESIDENT. AtMBASSADORS AT LAP-OE FO{i- THE PUE.NITUP-E PRESIDENT, CHAP-LES C . OF HOLLAND. AND DAVIS 6ENNETT FINE FURNITURE FAMILIAR DESIGNS, INTERPRETED By F A M O U S DESIGNERS ^American Colonial INTERPRETING traditional furniture and adapting X it to commercial purposes, correctly, entails more than a cursory knowledge of the fundamentals of furni-ture design. Where to go for ideas and how to recognize them when found is an art developed only through years of association with furniture history. As an aid to the furtherance of good furniture design and knowledge of what makes it so, FINE FURNITURE inaugurates this department, conducted by designers, successful commercially and having a background that entitles them to discuss authoritatively, a subject of interest to the entire furniture industry. Where do designers get their ideas? A natural, fre-quent and in some cases, embarrassing, question. Frank C. Lee, in this month's Sketch Book, demon-strates how a commercial piece is developed. Having in mind an adaptation of American Colonial, based on Georgian influence, he thumbed through a copy of Wallace' Nutting's Furniture Treasury. Coming upon a mirror that struck his fancy, he saw possibili-ties of developing a commercial suite. The sketch in the left hand corner of the opposite page is a copy from the book — a mirror produced about 1775, with wire wheat ears above the urn which was a feature of Hepplewhite's period and incorporating beaded dec-oration. Now for the transition to commercialism. In the first place the proportion of the pediment on the original mirror is out of scale for current use. It must be reduced in height and altered in silhoutte. The expensive wire wheat ears are replaced with wood carving, as is the gold bead on the face. So much for the mirror. The cabriole leg in the right hand corner is a beauti-ful specimen of Chippendale carving, taken from an-other of Nutting's books. Examination of the exquisite detail on the knee and comparison with the leg on the finished sketch illustrates the modification necessary in reducing genuine motifs to modern production methods and current price trends. The slightly rounded corner is also a deviation from honest Chippendale in favor of commercialism. The acute angle of the purer style is prohibited by production costs. The characteristic claw and ball foot is taken from a Philadelphia low boy, also in Nutting's vol. III. An interesting bit of lore concerning the bracket is that such an addition enhanced the piece it adorned two and often three times its value. Thus we have here assembled several characteristic motifs, indirectly related, and consolidated them into a harmonious single unit. The style is American Colonial, Georgian influence, the wood mahogany and the price — possible in the medium price bracket. HIS DRAWING BOARD HAD WHEELS T"1 HERE'S something incongruous J_ about a 6 foot 3 inch, 210 pound man making his livlihood pushing a pencil around. Yet some of the most colorful, capable, practical artists we've known have been two-fisted he-men. And speaking of color, Frank C. Lee has crowded more than the average man's allot-ment into his life. Following an architecural training at Pratt Insti-tute, Brooklyn, he became a draughtsman in W. & J. Sloane's, New York, designing department, from where Uncle Same recruited him for service in an Ammunition train in France. Between liason duty with the French and American armies, action in the Meuse-Argonne drive, plus activity in the intelli-gence department, his military career was quite complete. So he hurried back to his drawing board at Sloane's. Then a fling with Mar-shall- Field's, designing furniture for U. S. shipping board fleet. Proxim-ity with the sea stirred his wander-lust and he landed in Waring & Gillow's, London, and to date holds the rating of being the only Ameri-can born designer ever to have worked in those famous studios. Thence to Madrid, Spain, and for two years directed the decorating of Ducal estates for Waring & Gil-lows. Berkey & Gay, U. S. _ A., beckoned and in 1922 Frank joined the staff, for nine years. Then followed Landstrom Furniture Corp. and finally a free lance career. Frank is well represented in the new B. & G. line. He is firmly convinced that the taste of the average consumer is slowly but surely improving. His professional aim is to design fast-selling furniture, as beautiful as possible and within the price range of the average consumer. Despite his years-spent-in-Europe background, Frank's memories run to days with old Sloane kindred souls, Millington, Hoffmann, Koster and others, gathered around a "red ink" table d'hote 35 cent dinner. Frank enjoys flying, raises Scotch FRANK C. LEE . . . enjoys "red ink" dinners. terriers, gets a laugh out of the ex-pression "Now what we want is something cheap with a lot of kick in it," and his favorite writing is "Enclosed find check."-THE EDITOR. f o r MAY, 1936 27 ; f» c *. „' u. T v ^ -'V : -: ' \ : -. , 111 / - r: r r » . - , . * « Utilitarian and colorful, thought-fully planned drawer and cup-board space, the Wonder House kitchen is envied by visiting housewives. A Magic Chef stove and Electrolux refrigerator are in-cluded in the equipment. The kitchen-secretary is pictured on the opposite page, with its cook-book library, writing desk and telephone. Hastings Table Co. created the dining room group done in smoke gray with satin chrome finish, upholstered in mulberry satin. See opposite page. Carpathian elm burl, trimmed in pearl gray, this modern bedroom suite by Widdicomb Furniture Co. received visitors' plaudits. Corner of living room showing Chinese patterned, yellow mohair chair, by Mueller Furniture Co. This concern also made the velvet green corduroy davenport. At the bottom of the opposite page is the Wonder House in winter setting. WONDER HOUSE STIRS BUSINESS T7IRST presentation of modern X prefabricated houses for mass consumption occurred at the 1933 Chicago World's Fair. Building authorities forecast the erection of more than six million homes in the United States during the next ten years. A good percentage will be over-the-counter structures, off-springs of Chicago's exhibit, prov-ing that this type of dwelling has rapidly gained momentum and has captivated the imagination of poten-tial home-builders. An instance in point is the "All Gas Wonder House" built by the Grand Rapids Gas Light Co., the first dwelling of its type constructed in the United States showing recent developments in gas appliances for the home. Says Howard T. Fisher, president and chief archi-tect of General Houses, Inc., originators and pioneers of steel panel structures, "We have demonstrated that the prefabricated steel panel dwelling, efficiently plan-ned and economically built for the modern family, is an accomplished fact. . . . Owners are finding their steel houses superior because of the savings in fuel and other maintenance economies." All Gas Wonder House was a dual promotion. Built by the Gas Light Co., Herpolsheimer's department store assumed the responsibility of interior furnishings. Herpolsheimer's hold a Grand Rapids Furniture Makers Guild franchise. "The increasing demand for modern homes," says John Folkema, decorating chief at Herpolsheimer's, "is stimulating the production of modern furniture and this development will prove of special importance to Grand Rapids, long a home-owning city and a center of furniture style creation." Results • Questioned regarding the importance of such a promotion and its value to the store, Folkema answered, "Actual business resulting from the Wonder House is difficult to trace. That is, in dollars and cents. We do know that it has increased interest in home furnishing departments because customers in-quire about combinations similar to those exhibited in the Wonder House. Drapery combinations, floor cover-ings, bedspreads, upholstery coverings are requested." For 25 years Folkema has been assisting Herpol-sheimer's customers in dressing up their homes. Dec-orating jobs have been sold in Illinois, Pennsylvania, California, Montana and recently he received a com-munication from Florida. "This woman heard about the Wonder House and wanted information about it. . . " Stimulant • Interest is higher today in home-beautification than at any time during the past quar-ter century, claims furnisher Folkema, and he attrib-utes the increased interest to the development of modern. "It has definitely freshened the decorative viewpoint. Not that traditional furniture will be rele-gated to the attics and basements, but simply that the ' 4 • 30 FINE FURNITURE Herman Miller Furniture Co. supplied the utility cabinet, Ralph Morse Co. the upholstered chair and Pullman Couch Co. the studio couch for the den. Mahogany modern bedroom group by Johnson, Handley. Johnson Co., chaise lounge by Michigan Seating Co. Mirrored fireplace reflects twin chairs in frieze by Baker Companies, Inc., and acacia coffee table, satin chrome trimmed, by Widdicomb Furniture Co. new forms, colors and spirit of contemporary furnish-ings have intrigued the furnishing-conscious customer." When 7000 persons crowded through Wonder House the opening day (in near zero weather), daily num-bers, up to 1000 a day, continued to show interest and Herpolsheimer's furniture, drapery and floor covering departments showed substantial volume increases, Folkema and his staff commenced to feel that the many days and dollars spent on the promotion were not lost. Decoration • Pleasing, practical and predominately modern, the Wonder House justly rates the attention it has created. For those interested in color schemes, we present briefly the decorative treatment. Simple charm and a feeling of spaciousness affords a pleasant introduction in the reception hall. Black and cream linoleum, grey, white and silver striped wallpaper, lemon-yellow ceiling and yellow gauze cur-tains produce a sense of warmth. A Gilbert Rohde console table in East Indian Laurel faces the entrance. Two cocoa brown and two chalk white walls feature the living room. A rose-tinted mirrored fireplace, in-directly lighted from the mantel, is strikingly modern. Reeded copper andirons complement similar treatment in the mirror, affording classic relief. Chinese Chip-pendale influence enters in minor details, bamboo effect on window cornices and repeated bamboo pattern in the gauze curtains. An emerald green, velvet corduroy davenport is placed against a cocoa colored wall, a yellow mohair chair, a pair of twin chairs, covered in tete de negre frieze with eggshell fringe, a large coffee table in acacia wood trimmed with chrome and a fan-back chair covered in down pigskin, afford color accent. Startling at first is the effect attained in the dining room. Mulberry, silver gray, smoke gray and chalk white. Radical is the idea of matching the mulberry floor covering and ceiling. This is possible only in a room such as this, where one entire wall and half of another adjacent is composed of a solid bank of win-dows. Venetian blinds, drapery treatment and smart window boxes relieve what might have been a most severe effect. Lockweave (Bigelow Sanford) figured carpet throughout the house gives a personal touch, as it can be made to order. The furniture is finished smoke grey with satin chrome trim. Silver gray, walnut and coral accent trim the library smartly. Primarily a library, the studio couch and utility cabinet transform it into an extra bedroom, be-ing adjacent to the powder room with its tiled and enclosed shower bath and full cedar-lined closet. Two horizontally-striped peach and silver papered walls matched by two painted sea green surfaces, give an unusual effect in the master's bedroom. Shades are repeated in the rainbow treatment of the curtains. Mahogany, refined modern, completes the ensemble. Slate blue walls, white ceiling and woodwork, dark gray floor with silver gray and coral design, completes the color symphony of the guest room. Blue chintz curtains with huge white poppy design relieves the severity. The furniture is made of Carpathian elm burl trimmed in pearl gray. The kitchen is completely utilitarian and well lighted. A compact arrangement, U-shaped, permits the lining of three walls with major equipment. Formica is used for wall covering, painted tomato red, chromium strips covering the panel joints, relieved by cream enamel woodwork. An Electrolux refrigerator and Magic Chef stove complete the equipment. Thoughtful planning of drawer and cupboard space is evident. Obviously, the most commented-upon room in Wonder House. 31 THE T CUSTOMERS' VIEWPOINT We Buy 25% on Impulse By RUTH McINERNEY THE hand that rocks the cradle X rings the cash registers of the nation. We do 85 % of the buying, own 70% of the wealth and hold 65% of the savings accounts. Who is this New Woman? She's impulsive. We buy, 25 % or more, on impulse. No, don't take my word for it. The next time the women members of your family come home from a shopping tour, corner them diplomatically and ask: "Darling, did you plan to buy this and this and this when you started out from the house? Were they on your shopping list?" (Practice say-ing this beforehand because the right intonation is necessary. The lady might feel on the defensive, as she has every right to be.) But a frank reply will sound something like this: "I really didn't intend to buy that and that and that. But, you know, they looked so nice, and such a grand value— I couldn't resist." Impulse Item • Have you made full provision for the fact one-fourth of what we buy is because merchan-dise has been placed and priced attractively? Is the sales scene in your store set for impulse purchas-ing? There are plenty of items around a furniture store that are "naturals" in impulse buying — lamps, scatter rugs, small tables, magazine and knick-knack racks, pictures, lamp shades, bric-a-brac, etc. These are the things that add a great deal to a room for com-paratively little expenditure. They can give a room an entirely fresh personality at small cost. Home-makers are instinctively on the look-out for them. Now, why don't we purchase more of these important little acces-sories at furniture stores? Because they are frequently impulse pur-chases, and in order that the inn-pulse spirit perform unhampered, there must be free buying con-ditions. Open Door • Some stores still have the idea that the instant a customer crosses the threshold she automatically assumes a share of the overhead. Each shopper is ex-pected to play at least one note on the cash register. So we don't go "looking" in some furniture stores. We stay outside, looking in. And window shopping pays a merchant scant dividends without some action in the looking. We continue to patronize—do our looking—make most impulse pur-chases— in the stores where the Open Door policy prevails. "Come in out of the bad weather," advertises Marshall Field & Co. during the rainy season. "See our cheerful departments." More than a quarter of a cen-tury ago Selfridge startled London and the merchandising world by inaugurating such a policy in his store. People actually were not ex-pected to buy when they came in. Department and ten-cent stores fol-lowed suit. But the specialty stores have, for the most part, held out to this very day. Yet every merchant will readily admit that a customer in the store is worth three standing outside looking in. Every furniture store is a poten-tial homemakers' haven. Women go shopping once a day usually. The matter of food is the regular item. You'd expect to find few furnishing items in the shopping bag on the return trip. But look! Here we find a new rug for the bathroom— bought impulsively because the cus-tomer saw it offered in her favorite store as she walked without any deliberate buying intentions through the welcome aisles. The daily shopping map looks a great deal alike everywhere. The customer visits food stores, then de-partment and dime stores. The de-sire to "see what's new" is height-ened by the understood atmosphere of welcome, of freedom from buying obligations. Coaxing Trade • If the house-wives of your community do not include your store on their daily shopping trips, here are some ways to coax them across the threshold: 1. The Open Door Policy. Advertise it. Use it on promo-tional literature—literally the sketch of an open door, wel-come on the mat, and the slo-gan "Come in and look around." 2. Have a "New Idea" sec-tion where housewives can see new goods, or new arrange-ments, or new labor-saving devices. (Please turn to Page 38) Does the Open Door Policy pay? The porch and garden furniture section. McMamis Bros., Elizabeth, N. ]., sells four out of five customers. 32 FINE FURNITURE Floor Coverings... Draperies . . . Fabrics New Fabric Designs Stir Imagination, Coupled with Alert Promotion, Intrigue Customers Why Floor Covering Department Clicked M S. BULL opened a furni- . ture and floor covering store three years ago in Easton, Pa., and developed exceptional business on floor coverings. Bull gives the following reasons: Spent 5% of sales for adver-tising during first year. Spends 4% now. Puts it all into news-paper copy. Claims newspapers can't be beat for coverage and economy. Changes window dis-plays twice a week and ties up each display with newspaper copy. Employs only young salesmen in rug department. Prefers to train young men according to his own ideas. Insists every rug sales-man should take the selling course offered by manufacturers. Features well - known branded lines of floor coverings. Avoids special bargain sale advertising excepting twice a year when he cuts prices on dropped patterns to clean up stock. His salesmen get across the idea that people have to live with their rugs for a 1 Bedspreads offer profit. long time. Makes them glad to pay more and calls it an invest-ment in home satisfaction. Like to send rugs on approval, but always sends salesman along to assist in arranging furnishings and to aid customer in making selection. Opposes commission and bon-us plans for salesmen. Prefers to pay salesmen what they earn. Wants them to do constructive selling. Says bonus systems en-courage improper sales tactics. Employs no linoleum layers. Has this work done on contract basis, so much per square yard, by outside firm of specialists who guarantee workmanship. Knows exactly what each job costs be-fore it is started. Has no over-head for idle employes during dull periods. Doesn't send out felt-base rugs on approval. If customer is in doubt about size, arrangements are made for salesman to visit home, take measurements, get definite decision on size of rug customer wants. Traffic Increased by Bedspread Display 7\ CUSTOMER inside a store x i . may not necessarily make a purchase—but there is more like-lihood of it than if she never came into the store. One of the big jobs of the furniture store is to get customers inside whether or not they buy immediately. Good furniture, well displayed in the window will, of course, at-tract the woman who wants to re-furnish. But it will not attract the casual shopper who, once in the store, may prove to be a good customer. For this reason, there is a def-inite trend towards featuring re-tail merchandise in the lower price ranges. Bedspreads, espe-cially, are well suited to the pur-pose. They fall naturally into the #2, 3, and $4 price ranges. They appeal to women who may not at the moment be interested in $100 or $200 bedroom suites. And they furnish many potential customers an excuse to go into a store and look around. Another good reason for fea-turing spreads is that they show off beds and bedroom furniture to good advantage. A well-cov-ered bed gives a customer a good idea of how it will look in her . . . . * ' • , - 1 . • ' • • < • * » • . . - . • — V - ' \ Swagger, Artloom mohair and cotton : flat weave, ex-pressing smart in-formality. Practical for "soft" uphol-stery. Mallinson Import-ing Co., Inc., Cas-co Bay fabric. No. 12. ^fc..-j»*"»i*m»jf * - • • * Mallinson Import-ing Co., Inc., Ccts-co Bay fabric. No. 13. Parker, Artloom Howard frize, de-parture from plain frizes at plain frize prices. f o r M A Y , 1 9 3 6 33 room. Jacquard spreads are partic-ularly well-suited for this purpose. They come in a wide variety of pat-terns that fit well into any scheme of decoration. Bedspreads offer good profit and quick turnover, can be stocked in comparatively small space and can be featured without taking up addi-tional room. Small Rug Sales Increased 50% rT1HE greatest difficulty in selling J. small rugs is to get the regular salesmen to take an interest in them. New men try to sell small rugs for a time but lose interest after a few weeks. They see regular salesmen making $75 to #100 sales in the time it requires them to make a $5 sale of a small rug. Naturally they try to avoid this business. This problem has been solved by the rug department of the Hoosier Furniture Co., Indianapolis, Ind., by the employment of a specialty girl to handle the selling and estab-lishing of a model stock. Sales have increased 50%. The girl is permitted to sell only small rugs so she really makes an effort to develop volume. Her in-terest is sustained by a reasonable drawing account plus commission. She can, by working hard, make a good wage for a girl. Her draw is the minimum but she always makes considerably more on commissions. At the same time selling overhead has been reduced from about 8% to 6%, a saving for the department of about 25%. This makes possible a proportionately larger profit. L. T. Dixon, rug buyer, finds that this concentration on small rugs de-velops a degree of pride on the part of the sales girl that leads to plus sales. Says Dixon, "She has found that small rugs offer excellent op-portunities for suggestive selling. By taking an interest in them and studying their varied uses, color-applications to decorative schemes she can often sell several rugs to the woman who intends to buy only one." The model stock plan makes it possible to keep plenty of merchan-dise in fast selling items and to re-duce the inventory on slower sellers. The original model was set up on an estimated basis of past selling experience for several months. At present it is altered from time to time to keep up with changing de-mand. The general principle is one of figuring turnover in a given period. If an average of a dozen a week of a certain item is sold, stock is kept up to that mark, filling in when it runs below that point. Color and pattern assortments are complete with stocks of slower sellers notice-ably smaller than fast movers. Display also plays a part in the success of the system. All small rug stock is shown on 18" high tables. They are low enough to permit pil-ing up a lot of stock without mak-ing it appear unwieldy and yet making the stock accessible to the customers. Rug Sales Rise Through Radio WJ. CHAMBERLIN Furniture . Co., Casper, Wyo., put a rug "specialist" (a store employee) on the air for 15 minutes, three times a week. He traced the history of floor coverings from the days when straw was crudely used by primitive people up through the ages to the latest products of the rug maker. To determine listener's interest, the store staged a contest. Contest-ants were asked to telephone the store immediately following the broadcast, quoting exact statements from the broadcast. The prize awarded was a $27.50 rug following each broadcast. "The response was phenomenal," related W. J. Chamberlin. "The number of contestants grew by leaps and bounds from one broadcast to another. The Casper Telephone Exchange with facilities for any ordinary occasion was taxed. "I was present in the Exchange after one broadcast when 2700 tele-phone calls were received. "The influence of the campaign on our rug department was immedi-ate and pronounced. Visitors to the department increased rapidly, sales rocketed." Goodall-Scmford Industries, through their sales division, 1. C. Chase & Co., report interest in their lino of flat fabrics. Iris (left circle), highly decorative, designed to form large vertical columns of leaves and flowers across 50 ' width. Tweed, textured fabric (lower left), 54" for upholsteiy as well as draperies. When employed on furniture often combined with smooth or pile surfaced fab-rics. Sable (riaht circle), 50' slightly serpentined plaid, in six colors. Glencove, 54 textured fabric having effect of open mesh superimposed on flat fabric. ^ 34 FINE FURNITURE Don't fail to see the new Luce lines . . . aco BIG NEW TABLE LINE - PACKED WITH PROFIT FOR DEALERS Completely new, the table line Luce is bringing out at the May Market has what it takes. When it comes to promotion and turnover, you can go places with it. If you remember those famous table lines of the Furniture Shops division of Luce, you'll find this one right up there and a little ahead. 18th Century and modern. Original ideas. Fresh designing. Novel use of woods. Carefully graded in the right price range. f • ' f * * Come out and have lunch with Luce in its beautiful factory dining room, comparable in size and facilities to a fine hotel. Here the furniture men of America congregate for luncheon dur-ing the markets. Traditional Luce values are built into these tables. Closely figured on a volume basis to give you an important price advantage. f o r M A Y . 1 9 3 6 35 have what you go to market to find POWERFUL NEW ADDITIONS TO THE SUCCESS LINE OF BEDROOM AND DINING GROUPS Under Preparation for Months . . . Emphasis on Traditional Luce has been building up its case goods lines for the May Market with important new suites from traditional sources, characterized by a freedom of design which stamps them with originality. Challenging effects have been produced with rare and unusual woods remarkable for their color patterns. These groups are bracketed in the price range where the bulk of public buying is concentrated. They are volume suites for swift turn-over — typical Luce profit-makers for retailers. Don't miss them. LUCE FURNITURE CORPORATION \^^'", TO HELP YOU CAPITALIZE GRAND RAPIDS PRESTIGE IN FURNITURE — ' Luce furniture carries serially num-bered cards certifying Luce Grand Rapids design and workmanship as i well as descriptive sales messages. Entrance to the great Luce plant, one of the oldest and largest in Grand Rapids f" " -r. 36 FINE FURNITURE Spring promotion display at Gimbel Bros., Philadelphia. Fabrics, floor cover-ing, furniture. Arguments Don't Sell MAKE every woman who enters your store compare mentally your new rugs with the rugs in her own home, is one of the sales tips from a "Sales Maker," published by Hardwick & Magee. Going further, the booklet sug-gests cooperation with your custom-ers — not arguments. Be sure to give the impression that you are representing their interest, and not the store. Some additional and pertinent ideas follow: Keep in mind that in seven cases out of ten the excuse "I can't afford it," is just a smoke screen. The customer will always find a way to afford the article if you make her realize its full value . . . The success of any floor cover-ing salesman is almost always in di-rect proportion to his knowledge of the goods he sells . . . Display ex-actly the same rugs or carpets that you advertise . . . Don't talk price until you have to and then only in relation to value . . . In interviewing your customer, it is better to ask the size of the room rather than the size of the rug. Often a cus-tomer thinks she wants a 9x12 when she should have a 9x IS . . . Keep a list of satisfied customers and their phone numbers, and make a definite number of calls each day, suggesting a visit to see some new special offering. Summer Sales Slants IN the merchandising of summer rugs segregation is of vital im-portance. Advertising, appropriate displays and emphasis on salesman-ship are of almost equal importance. Artloom achieves new effect in mod-em Chinese in pattern at top. Two-toned leaf, sprays of Oriental motifs employ tones of orange, rust, blue, gold, green, black. Introduction of modem stripes in orange-rust is new note. Center illustration shows Parker-Wylie Brocado rug combining modern and Colonial motifs. Bold plaid line in brown, henna and blue on sand ground. Florals in contrast-ing colors. Artloom presents the mod-ern number directly above. In addition to the overworked theme that summer rugs afford a change in home furnishing atmos-phere, capitalize on the idea of this type of floor covering being suitable for the guest room, sun room, din-ing room and the recreation room. The promotion of rugs of ade-quate size is gaining in importance in soft surfaced goods, especially where the consumer is learning to use larger rugs than the customary 9x12. Many widths of summer rugs are available and the possibili-ties of promoting a size suitable for individual rooms is limitless. While the superstyled soft surfaced rug is attractive and popular, it is well to remember that the average pocket-book is more likely to be attracted to wool and fibre rugs. This is where salesmanship will have to be exercised. The salesman should be conver-sant with facts on the wearing qual-ities, fastness of colors, of fibre, grass, wool, etc., summer floor cov-erings. Rug displays in the rug depart-ment and throughout the store, ex-hibiting furniture, drapery and floor coverings, will keep your customers summer-rug conscious. The listing of available sizes, colors and prices together with suit-able photographs is important in your advertising program. Be sure that you have adequate stocks, as the method of selling samples has its disadvantages. The end of every season usually finds the buyer with a grand stock of soiled rugs. Ensemble displays like this Masland one sell floor coverings, draperies, furniture. ..*... -L2..1 for MAY, 1936 37 PUBLIC ANNOUNCEMENT . . . by c/.et "Laziest Humorist in the World' Three Rivers, Mich.. April 15.— (Special Dispatch to FINE FURNI-TURE). Readers of FINE FURNITURE the world over are to be congratu-lated on an editorial feature which will run in the columns of FINE FURNITURE (Adv. It) from now on unless something happens. This feature is the direct result of a recasting of a friendship estab- 1 ROD MACKENZIE . . . Called Shaier lazy. Shafer called him scurrilous and pusillanimous. lished during the World War be-tween Rod Mackenzie and Chet Shafer. During the War Rod Mackenzie was a K. P. most of the time in Ambulance Co., No. 339, 310th Sanitary Train. So was Mr. Shafer. Mr. Shafer also served 30 days' punishment as a Latrine Orderly. That's where Mr. Shafer's army record outshines that of Mr. Mac-kenzie. Mr. Mackenzie recently wrote to Mr. Shafer at Three Rivers, Mich., where this particular announcement is now being written. Mr. Mackenzie said he wished Mr. Shafer would write an article a month for his magazine, FINE FURNITURE (Adv. 2t). Mr. Mac-kenzie said in his letter that this was a lot to expect from Mr. Shafer because Mr. Shafer was the "Laziest humorist in the world." Mr. Shafer wrote back to Mr. Mackenzie that he would contribute this article if Mr. Mackenzie would classify him publicly as he had classified him privately: "The laziest humorist in the world." Mr. Mackenzie (Private Mackenzie to me) agreed, and that's that. Mr. Shafer will write a dispatch of some sort for FINE FURNITURE (Adv. 3t) and Mr. Mackenzie will do the sketches. This dispatch will be written in the main offices of the City News Bureau here. The City News Bureau here is located in the old G. A. R. & W. R. C. Hall, one flight up over the Wittenberg Boys' Newsstand, which is located in where Old George Avery used to run his Hay, Feed, Grain, Bean Pods & Middlings Store, and just kitterin' across the street from where Old Levi Knauss ran his Harness, Carriage & Bicycle Repos-itory. (The newsstand is also next door to where Big George Wilshatch used to run his saloon). From this office Private Shafer— (Ah, and what a classic soldier he was!—and Mackenzie, too!)—now writes pieces for the Chicago Jour-nal of Commerce, the Detroit News, the South Bend News-Times and a lot of other publications whose editors don't stand much higher in Mr. Shafer's estimation than the editor of FINE FURNITURE (Adv. 4t). If there is one thing Mr. Shafer don't know very much about it is fine furniture (Adv. St). Neverthe-less, Mr. Shafer will write a piece every month—and will go down to Roody Culver's Furniture Store & Undertaking Parlors so that there will be a furniturial, if not a funereal, flavor to the contributions. Just how Roody will figure in is now uncertain. Roody is an ample figure—bald, well paunched, genial. He runs his place from an office in the back end where there's a warm stove for winter use and an open window for the flies to zoom in, in summer. Roody runs his business tipped back in his chair against the wall—and there's a spot on the wall —a smudge—where his head has rested, lo! these many years. Mr. Shafer may go down to Roody's office and write while Rod does the sketching up in Grand Rapids. Still, on the other hand, he may not. Mr. Shafer might change his mind and write next month's piece from Fred Rohrer's Cigar Store—the-fountain head of learn-ing and wisdom. Wherever—how-ever— Mr. Shafer will write the copy and Mr. Mackenzie will do the art. And if these two buck privates—who won the war single-handed— can't be depended upon, the readers of FINE FURNITURE (Adv. 6t) will have to utter their complaints. In Three Rivers Mr. Shafer lives in the House of the Golden Rathole. The House of the Golden Rathole has a Bright Blue Butt'ry. Mr. Shafer knows everybody in town from Pus Reed, Bill Reed's brother, to Matt VanScooter, the one-ton trucker, who does all of Roody's hauling. At times Mr. Shafer—in his Hoss Coat—"Old Hans"—is re-garded as a little queer. Especially in at the Old Snug Restaurant. Just how Mr. Mackenzie is regarded in his home town is not for Mr. Shafer to say. And what Mr. Shafer thinks of Mr. Mackenzie, privately, might almost match what Mr. Mackenzie thinks of Mr. Shafer. But that's enough of that. CHET SHAFER . . . taken at midnight in a Chicago hotel which accounts for the vigil-ant expression. The world demands reading mat-ter. Therefore, the world gets it. Somehow, it's got to be got. And this is a fit sample of what happens when the demand springs up. Mr. Mackenzie and Mr. Shafer (sketches of whom appear accom-panying this article)*—have agreed *Mr. Shaier is wrong. He jorgot that he said Editor-Artist Mackenzie was "just a shade behind." Why draw pictures when photographs are handy. 38 FINE FURNITURE that the secret of being a success as a writer is to write. But they have also agreed that the secret of a writer's success is the reader's abil-ity to read. As a reader of FINE FURNITURE (Adv. 8 times—and that's enough of that joke, too), you are invited to examine the monthly efforts of Mr. Shafer and Mr. Mac-kenzie. If there's a crumb of some-thing worthwhile contained in them that's just your good luck. If not, it's entirely Mr. Mackenzie's fault. Because, from this end, the articles will be impeccable—gloriously inter-esting human documents. Watch for Privates Shafer & Mac-kenzie's next contribution to FINE FURNITURE. Shun Evil Companions. (yrs) (SGD) CHET SHAFER, "The World's Laziest Humorist." Customers' Viewpoint (Continued from Page 31) 3. Plan a Model Home to which everyone is invited at any time. Give it a perpetual promotional angle by advertis-ing "Come in and see the Model Home with the Ever- Interesting Personality. Small changes of arrangement or fur-nishings give the house new in-dividuality each week. Come in see how it's done—then try out the ideas in your own home." 4. Offer demonstrations of kitchen equipment, cooking schools, table setting contests in which customers are asked to come in and vote. 5. When people come into the store and appear to wish only to look, go easy on the sales approach. Every customer ought to be given time to fit a piece of merchandise into her own homemaking problems. No salesman in the world can help out. When a brisk clerk comes forward with the go-getting manner and says brightly, "May I serve you, madam?" he's neither serving madam nor the store in too many cases. To insist upon showing goods in the face of the customer's obvious disinterest, makes the situation worse with more than one customer. It really requires plenty of experience, intuition and the open-door attitude on the part of the salesman to make a success of the impulse buying habit of women. Here's a display of beautiful lamps. A customer stops because she can't help being drawn to the bright and cheerful articles. In-stantly, she begins to mentally place the article in her home. Will it look better on the con-sole table or on the desk? Will the colors harmonize with the room? Is the price justifiable in view of the pleasure and use the lamp promises to give? Is the quality of the article up to standard? No wonder that nore sales are lost by salesmen than without them — it being impossible to understand a cus-tomer's homemaking perplexi-ties completely. Where the salesperson enters the picture is to contribute accurate informa-tion as to the workmanship and materials of the article, and of-fer interior decorating sugges-tions that are new and practical. 6. Display goods in the window or in the store, glam-orously, with easy visibility, and full details written out on show cards or dramatized in some manner such as an auto-matic display of a washing ma-chine in action. That 66% of all items purchased on impulse were on display was learned in a recent survey conducted by 'ogressive Grocer. People do >t ask for what they do not see. .ibout ten % of the people who pass window displays stop and look. In a small community, the 10% is largely the same crowd. Small wonder that many customers pass some windows without looking at them—because they have been educated to expect to see the same old thing in the same old place, day after day. Impulse purchases are the life-blood of the department and dime stores. Are you getting your share of the things we purchase without inten-tion aforethought? This office grouping by the newly reorganized Stow-Davis Co., Grand Rapids, is representative of this concern's craftsmanship and styling. - — Z^rr- _ . ~ • ._*•. f o r M A Y , 1 9 3 6 39 TODAY IS PAY DAY . . . Legion survey estimates 155 million to be spent by vets for homefurnishings. How much are you going to get—and how? T 7ETERANS of the World War V have a pay day coming during the last half of 1936 that a recent survey conducted by the American Legion Monthly reports will pour over $155,000,000 into the home furnishing business. This amount is in addition to an estimated $623,- 615,793.86 that merchants will re- Veterans -o//k>tyiH-li/h'a, Ofatik- shares the iov of yuu World War Veterans who vvHI receive the bonus, for Hie payment of ihe KJIIIH nurfcs the Hfgmnmg a\ a UCA w of weH-l>em« for ttimj^mds v*. f.imtho thnmshwirt the utv dtui KIP,< County— ini-n ' W i •*• --^OOWC to iht- -Ui*\ ceive on debts incurred during the depression. It is also asserted that another huge amount will be re-leased for home furnishings through the erection of new homes. A break-down of the sum to be spent by veterans for home furnishings fol-lows : Furniture $61,102,102.67 Rugs and Carpets 9,962,551.64 Other house furnishings.- 45,491,700.89 Refrigerators 21,234,632.60 Furnaces (oil or gas) 9,037,103.08 Radios 8,761,112.04 The Legion report further states that veterans will spend from funds supplied by cashing their certifi-cates, $92,451,003.81 on the erec-tion of new homes, and that an ad-ditional $548,604,997 will come from veterans' private funds for the com-pletion of new homes. Repairs on present homes will necessitate $133,341,613.56, while paint jobs will amount to $34,200,215.81. Already merchants throughout the United States are attempting to corrall some of this enormous fund. Payment plans in various forms are making their appearance as in-ducement to the veteran to re-furnish. How Prottas & Levitt, Seattle, plans on cashing in on Veterans' pay day with four separate plans. How Denver Does * Two leading Denver furniture houses—American Furniture Co. and D. F. Blackmer Furniture & Carpet Co.—both de-clare that applying veterans grade very high and rejected accounts are very small. The American Furniture Co., of which Samuel E. Kohn, former president of NRFA is head, has been progressively covering with daily sendings a list of all Denver veterans entitled to the bonus. The multigraphed letter, with fill-in, over Kohn's facsimile signature, contain-ed this invitation: "Come in, choose whatever you want. Pay nothing down. Just agree to pay for your selections when you cash your bonus bonds in June. Your purchases will be delivered at once." Apparently, when house furnish-ings are involved, the great major-ity of veterans are level-headed, and if they are not in a position to buy, they do not respond to "no down payment" advertising. This letter went to all veterans, yet the Amer-ican Furniture Co. reported rejected accounts had been exceptionally small. Response to the mailing has been very heavy and good sales have been traced directly to it. One deal in excess of $1000 was re-ported. However, the majority of sales average $200. (Please turn to Page 43) PkOHASf l ! \ l •. 4 ' 40 FINE FURNITURE GRAND RAPIDS ASSURED MUSEUM A SAMUEL G. BUCKNER . . . Grand Rapids is in-debted to him. LONG cherished dream by the city of Grand Rapids has been realized," said Samuel G. Buckner, chairman of the special furni-ture museum committee of the Association of Commerce, March S, when he presented Mayor William Timmers with deeds to the T. Stewart White home, 427 E. Fulton St. The city commission voted unanimously to accept the property. A WPA project calling for an estimated expenditure of $24,200 for remodeling the house and appropriately landscaping the grounds was approved for submission to the federal authorities. In addition to a federal grant of $19,000, Buckner's com-mittee raised $12,000 locally. A maintenance fund, not to exceed $3000 is to be provided by the city. The Grand Rapids Furniture Manufacturers' Association has agreed to the financing and securing of the ex-hibits. Value of Museum • Need for such a building has long been felt in Grand Rapids. In fact, the late Wil-liam H. Gay, while president of Berkey & Gay Furni-ture Co., expressed the desirability of such a museum, for in addition to its value as an advertisement of the product for which Grand Rapids is renowned, it offers a decided educational function for those directly asso-ciated with the creation of furniture styles. However, it remained for Buckner, in his capacity as chairman of the publicity committee of the Association of Com-merce, to fulfill the dream. Since last June when Sam Buckner first conceived his museum idea, he has worked tirelessly to attain his goal. His enthusiasm has been inspiring and the acceptance of the gift by the city climaxes a campaign of many months by the museum committee. Past and Present • As publicity man for the Asso-ciation of Commerce (in addition to selling insurance), Sam's duty has been to make America Grand Rapids conscious. Important, nationally-known industries have developed in the city but in scouting around for pro-motable ideas, none of them afforded the material fur-nished in the historical romance and background of the furniture industry. Then why not a building housing such historical interest? Gems of the past and con-temporary masterpieces! How they're created and fab-ricated. Excelsior! A furniture museum! Buckner launched his campaign and his next step was to sell the idea to the furniture manufacturers, the public, the city commission and the federal administration. No mean job this. His reason for soliciting aid from the government was due to the fact that his original plan included the erection of a new building. This idea was obviated by suggestion that the White home might be secured. Here was one of the old, dignified residences of Grand Rapids, idle, and admirably adaptable archi-tecturally to the museum project. Negotiations with the White heirs resulted in Buck-ner's obtaining the property. He then swung into action with a drive to secure $12,000 in cash upon which the government grant of $19,000 was contingent. A sub-stantial part of this sum was subscribed by the Grand Rapids furniture manufacturers, and other groups and individuals contributed generously. Home of Grand Rapids furniture museum, housing authentic antiques, contem-porary ensembles, manufacturing processes and progressive historical exhibit. f o r M A Y , 1 9 3 6 41 Operation • A committee composed of seven mem-bers including two manufacturers, two furniture de-signers and three citizens not directly connected with the furniture industry has been suggested for operation of the museum. The assembling of the exhibits will be detailed to persons versed in the authentication of an-tiques, exactitude of reproductions and others qualified to pass upon the suitability of contemporary furniture. The White home has four floors with ample space for an extensive museum program. One suggestion for the juxtaposition of the exhibits calls for a static dis-play demonstrating furniture manufacturing operations. This exhibit would be located on the first floor which is slightly sub-level. On the second floor, which is hand-somely decorated with hand carving in solid mahogany woodwork, would be placed authentic antiques and faithful reproductions. The third floor would contain models of the best contemporary Grand Rapids furni-ture. This display would operate on a rotating plan with several manufacturers being represented for a specified time. The fourth floor would be devoted to progressive exhibition of Grand Rapids furniture dating from the inception of the industry in that town during the middle of the 19th century. Assured • The museum means a realization of a dream of those interested not solely in the educational and cultural welfare of the city, but in the future devel-opment of the furniture industry. Said Buckner: "Grand Rapids which has the cultural background for a museum is a logical center for one. Boston and Cin-cinnati have such institutions. And I am told that the furniture exhibit in the New York Metropolitan Museum was established at a cost of approximately $2,000,000. The Grand Rapids museum, however, will be much more than merely a collection of antiques. Its contemporary displays, exhibit of manufacturing processes and progressive historical presentation will make it an educational institution worthy of the city and industry it represents. Grand Rapids vitally needs a museum for its citizenry, visiting dealers, tourist and convention guests." Committee • Grand Rapids Furniture Museum committee has sent to Emerson W. Bliss, chairman of the art and museum board, the recommendations for membership on a committee or board to operate the new furniture museum. Those suggested are Buckner, Robert W. Irwin and John M. Brower, representing the furniture manufacturers; William Millington, rep-resenting the Grand Rapids Furniture Designers asso-ciation; Miss Frances Dexter, representing women's groups interested in the museum project, and Edgar R. Somes, . director of the David Wolcott Kendall Memorial school and a teacher of designing and home decorating. Furniture Library AN adjunct to the furniture museum will be the . Ryerson Library. Here librarian Samuel H. Ranck has assembled the finest and most complete collection of furniture literature in the United States. The furniture library is not only used by local de-signers and furniture historians but by correspondence inquiry representing hundreds of letters a year seeking authentic furniture design information. A list of pub-lications dealing with modern furniture as developed in America, Britain, Sweden, Germany, France and other countries complete the collection. How D'You Jjke It? As for Aims FINE FURNITURE aims to devote its efforts to the best interests of the home-furnishing industry. Be you dealer or decorator, man-ufacturer or designer, cub salesman on the floor or the oldest furniture man on the road—you'll find some-thing to interest and inform you in each issue. Leading with To accomplish this at one wallop is Our Chin impossible. A first issue cannot be perfect even, though the model has been carefully planned. Changes are inevitable and this is where you—the reader—enter the picture. As this is a magazine for you, it is important that we have your comments and suggestions. How have we started? Are we on the right track? Let's have it. Our chin is out!! Physical We have tried to make this magazine Appearance attractive without being high-hattish. Smashing layouts and elaborate type faces have given way to useful illustrations and read-able type. Again we solicit your suggestions. Do you like the convenient size? Monthly Here's a tough one. What to put in a Features monthly homefurnishing business magazine and keep you all satisfied. George Horace Lorimer, renowned editor of the Saturday Evening Post, once said something to this effect: "If someone likes everything in your magazine, there's something wrong with it." We have scheduled several features that we think will be of interest and also entertaining. What do you think? You Tell Us What do you want us to discuss? Do you want more pictures? Are you inter-ested in more news of your fellow homefurnishers? Does your ad man howl for specimen advertisements? Is your credit man threatening to quit because you hound him about his collection letters being lousy? Would you like to know how Brother Smith down the street manages to keep his customers ? We've no cards up our sleeve but we will try to give you what you want—providing you tell us. Our After consulting some very special friends Advertisers on the advisability of launching FINE FURNITURE at this time we felt somewhat like the negro boy who asked his friend where he'd been. "Lookin' fo' work, brudder." His friend replied: "Man, yo' cu'osity sho as hell's gwine get yo' in trubble yet." However, the confidence displayed by our advertising friends in this initial issue is more than gratifying. And we have much confidence in the future of the furniture industry. We suggest a careful perusal of the advertising pages of this magazine. They con-tain styles and values of reliable concerns interested in participating in the upward trend of home furnishings. —THE EDITOR. 42 FINE FURNITURE Vv for MAY, 1936 43 An adaptation of the sleigh bed is shown in this striking suite (Upper left) by Kroehler Mfg. Co., exhibited in the American Furniture Mart, made of walnut and white leather. Butt walnut and zebrawood is employed in modern style in the dining room suite by Showers Bros., Inc., Blooming-ton, Ind. The rounded tops of the buffet lift up, revealing silvered compartments. Chairs are upholstered in washable fabrics. Displayed in the American Furniture Mart. Old Hickory Furniture Co.. Martinsville, Ind., produced the pine dining room ensemble (left center) and displays it in the Merchandise Mart. Primi-tive pioneer motifs were the source of inspiration. The modern bedroom group in bird's eye maple and quilted maple panels, trimmed in gold hardware is by Crane & Mc- Mahon, St. Mary's, Ohio. A 36" circular mirror and extra-ordinary amount of drawer space make the vanity a special value. Shown in the American Furniture Mart. White Furniture Co., Mebane, N. C, identify Carolina crafts-men in developing authentic southern antiques. Lower left shows an exact reproduction of a suite made for John C. Calhoun, southern statesman, about 1814, It is made of cherry, curly sycamore and tulipwood. Mushroom and bell turnings are typical. Three pieces retail for $175. Shown in the Merchandise Mart. Landstrom Furniture Corp., Rockford, 111., created the modern fruitwood bedroom suite. The sole decoration is a routed design on the foot-board of the bed. Grooves on the bottom of the drawers serve as pulls. This suite is shown in American Furniture Mart. TODAY IS PAY DAY . . . {Continued from Page 39) The standards established for ap-plicants are high. There is careful verification of the bonus payment which will be received. Other obli-gations are considered. Character is important. Ordinarily, the vet-eran must be employed. Except for the terms, papers signed are identical with those of other instalment sales. The cus-tomer simply gives his word that he will meet the promissory note out of bonus proceeds. Important fact, reported also by the D. F. Blackmer store, is that a large number of applicants are ready to embark on immediate small monthly payments. The Blackmer store has an-nounced its special bonus terms in general newspaper advertising. Its policies are very similar to those of the American Furniture Co. Ifs? • "What if the buyer should die before his bonus is paid?" "What if the family should tire of the goods and after June 15 refuse to make payments?" "What if de-lay occurs and the buyer, instead of getting his cash in June, does not receive it for several months there-after?" "What if the buyer, on re-ceipt of his cash, spends it for something else?" These Denver stores concede the risk suggested by these queries. However, they believe that care exercised in granting the low terms will adequately safeguard them and create an average risk condition as favorable as that incurred on the run of their sales. In addition, the great sales-building power of special bonus terms is recognized. Policies • One Denver store, Joslin's, is aggressively cultivating veteran instalment business with a Bonus Thrift Club, featuring special terms. On a canvass of local instal-ments trades, it was discovered that large aggregate sales on low terms would be made in coming months. Policies are being formulated. Letter shops report considerable inquiry for veteran lists. One list with a veterans' organization source showing upward of 7000 Denver veterans, is being placed exclusively with one buyer in each trade. The average bonus payment in Denver will be around $700. A majority of Denver credit men bail the bonus as a great collection opportunity. If plans work out, many a "P. & L." account will be converted into cash next June. Easy terms—lowest terms—bud-get terms arranged. These and other phrases describing the con-venience of credit and terms within the furniture industry have been re-placed by a Seattle store—Prottas & Levitt—by a specific "4-Way— to—Pay" chart presented to its cus-tomers via newspaper copy. The pay chart is readily under-stood by the customer with the most hardy of don't-like-figures complexes. For purchases of $15 to $500 it computes what the first pay-ment is, number of subsequent pay-ments and in what amounts, de-pendent upon which of the four dif-ferent pays plans is selected. The advantage of the plan, from the customer viewpoint, is that it en-ables the home maker to choose the plan of payment best suited to indi-vidual requirements. Actually, points out Gale Robin-son, advertising manager, the cus-tomer is often led to purchase more when the payment plan is thus ad-vertised. She knows exactly to what purchase lengths she may go and still not strain the budget. The Prottas & Levitt publicized and official "schedule of payments" is reduced exactly one-half for World War veterans. Replacement Contest AVARIANT from the write-a-letter of 100 words or less variety of consumer contest was used recently by the Standard Fur-niture Co., Indianapolis, Ind. The 9000 entries for the $500 worth of merchandise prizes indicate that people enjoy a contest that exacts something more than writing a letter. This contest was called a "Furni-ture Placement Contest," and was based on a booklet produced by the Standard Furniture Co. for cus-tomer distribution. The booklet con-tained floor charts of a seven-room house and an insert leaflet with miniature drawings of living room, bedroom, dining room and kitchen furnishings. Floor charts and furni-ture were drawn to the same scale. The contestant cut out the mini-ature pieces of furniture and after determining what size to have the given room, arranged and pasted the furniture on the floor chart. A checkup of the first thousand entries received revealed that the contest was attracting the best type of adult mind—real buyers—and only 3 % of the entries were juveniles. 44 FINE FURNITURE Housing the CHARACTER LINES of the Market Exclusive Exhibits Are Maintained the Year 'Round by the Following Nationally Known Lines BAKER FURNITURE FACTORIES, INC. BARNARD & SIMONDS CO. BENT CO., GEORGE B. BIGELOW-SANFORD CARPET CO. CLORE & HAWKINS COLONIAL MFG. CO. FURNITURE CITY UPHOLSTERY CO. GRAND RAPIDS BOOKCASE & CHAIR CO. GROENLEER-VANCE FURNITURE CO. HEXTER CO., S. M. KAMMAN FURNITURE, INC. KAPLAN FURNITURE CO., INC. KINDEL FURNITURE CO. KITTINGER CO. LUXURY FURNITURE CO. MILLER CLOCK CO., HERMAN MILLER FURNITURE CO., HERMAN MORSE FURNITURE CO., RALPH PAALMAN FURNITURE CO. ROHDE 20th CENTURY HOUSE RUSTIC HICKORY FURNITURE CO. STANLEY CHAIR CO. STATTON FURNITURE MFG. CO. VANDER LEY BROS., INC. WHITLOCK & CO., J. W. WOOD PRODUCTS CORP. KEELER BUILDING GRAND RAPIDS MICHIGAN Every Modern Convenience KAPLAN JOINS KEELER GROUP Kaplan Furniture Company, Inc., Cambridge, Massachu-setts, exclusive manufactur-ers of correct traditional Colonial furniture, will make their initial showing in the Keeler Building in the Spring Market, May 1st to 9th inclusive. Keeler Building We appreciate mentioning you sazv this in FIXE FURNITURE i o r MAY. 1936 45 FURNITURE-SALESMEN'S-CLUB of the GRAND RAPIDS FURNITURE EXPOSITION CHARLES R. SLIGH. JR., President JACK COOPER, 1st Vice-President ART WINDSOR, 2nd Vice-President CHARLES F. CAMPBELL, Secretary-Treasurer Origin and Progress • The Fur-niture Salesmen's Club was organ-ized in the Fall of 1933 when a plan was forwarded to all the mar-ket salesmen. The response came in the form of several preliminary meetings under the direction of Carl Fowler, Ed Ransom, Homer Tibbs and Charles Campbell. As a result of these meetings, a general gather-ing of salesmen was called on No- CHARLES R. SLIGH, JR. . . . chief oi the ambassadors. vember 10, 1933. About 100 sales-men attended. Carl Fowler was named temporary chairman and Campbell, secretary pro-tern. Com-mittees were appointed to draw up the constitution and by-laws, to provide club rooms, plan and ar-range a banquet for the January market and to outline a campaign for membership. The first membership meeting and banquet of the Furniture Sales-men's Club of the Grand Rapids Furniture Exposition Association was held in the Pantlind Hotel ball-room with over 300 salesmen and their guests attending. Charles F. Reiley of the Jamestown Lounge Co. addressed the club. Following the entertainment program, election of officers took place and a definite or-ganization was effected. The follow-ing directors were chosen to serve for one year: Carl Fowler, Charles Burkhardt, Walter Schaeffer, Oscar Perry, Charles Campbell, Art Wind-sor, Tom Wanty, Bill Herrick, Abe Jennings, Charles R. Sligh, Jr., Nate Bryant and Arthur Brackett. Officers for the first year of the or-ganization were President Fowler, first vice-president Burkhardt, sec-ond vice-president Sligh, and secre-tary- treasurer Campbell. In order that salesmen represent-ing furniture manufacturing exhibi-tors not operating in Grand Rapids might have a voice in the club's activities, the board of directors was split between representatives of Grand Rapids' manufacturers and outside exhibitors. By-Laws • The purposes of the club are described in Article 3 of the by-laws as follows: "It shall be the purpose of this Association: to effect a closer unity of interests around the Grand Rapids Furniture Exposition. To combat abuses and unethical practices in the wholesale merchandising of furniture. To elevate selling practices to a higher standard of performance. To foster closer cooperation among sales-men representing lines shown in Grand Rapids, and incidentally to promote sociability and good will among the salesmen who make Grand Rapids their market home and buyers of furniture who attend the Grand Rapids Furniture Exposi-tion." Article 4 imposes qualifications for membership thus: "Membership in this Club shall be open to Sales Executives and Salesmen representing firms showing in the Grand Rapids Furniture Ex-position and to others with active interest in designing, advertising, promoting and displaying lines ex-hibited in Grand Rapids, whose ap-plications have been approved by the Board of Directors or the Executive Committee." A code of ethics was also adopted by the Club and subscribed to by its individual members: 1. I will always support the Grand Rapids Markets, and will endeavor to create added interest in these Markets. 2. I will always be considerate of my fellow-salesman's time, and will not unnecessarily engage myself with a buyer while other salesmen are in waiting. 3. I will never intentionally de-prive my fellow-salesman of his op- THIS PAGE The position of the furniture sales-man is one of the most important in the industry. He is an ambas-sador for manufacturer and market through his constant and alert con-tact with the dealer. Without a doubt the Grand Rapids Furniture Salesmen's Club has developed into one of the strongest factors in the Grand Rapids market. It is composed of young, aggressive men—future leaders in the indus-try. Recognizing these facts the staff of FINE FURNITURE decided to devote a page or two to the affairs of this wide-awake organ-ization. It is the salesmen's page, a forum of their expressions, ideas, wit and doings. "Charlie" Sligh, 1936 president, has outlined in this first issue the origin and progress of the club. We feel that it will be of interest not only to the boys, but also to their thou-sands of dealer friends. portunity to confer with a buyer, nor in any manner interfere with his conference with a buyer. 4. I will always assist my fellow-salesman in all business relations. 5. In the performance of my du-ties, I will at all times strive to bring added respect and prestige to my profession, and to my fellow-salesman. 6. I will never interest myself in, nor entertain a proposal by either buyer, manufacturer or salesman to reproduce another manufacturer's pattern. 46 FINE FURNITURE The first few months of the club's existence found it handicapped by the serious illness of Fowler and the death of Burkhardt. However, be-ing a young organization with plenty of determination, it con-tinued to progress. One of the outstanding gather-ings during the early days of its organization was a memorable eve-ning at Ramona Park. An outdoor dinner and vaudeville show enter-tained about 600 furniture men in attendance at the summer market. In fact the success of this outing convinced the club that some out-standing feature should be a part of each major market. The entertainment during the 1935 January market was under the direction of Ed Somes who ar-ranged a continuous program throughout the market. In defray-ing the expenses of this program the club assessed each member and solicited funds from exhibiting manufacturers. Directors chosen for the next year were: Chet Kiekintveld, Art Wind-sor, Jack Cooper, Abe Tennings. Bill Herrick, Charles R. Sligh, Jr., Carl Fowler, Tom Wanty, Nate Bryant, Charles Campbell, Ed Ransom and Art Bracket. The officers for the ensuing year were: President, Sligh; first vice-presi-dent, Cooper; second vice-president, Windsor and Campbell was re-elected secretary and treasurer. Promotions • The Furniture Salesmen's Club activities reached their zenith with a grand Ball dur-ing the 1935 summer market. A fine professional show entertained during the entire market. As an added incentive, tickets were sold to the Ball which entitled the holder to a chance on furniture prizes con-tributed by manufacturers. The re-port of the finance committee was gratifyingly in the black. Following the success of the sum-mer market entertainment, the club doubted a more ambitious program could be fulfilled. However, the 1936 winter market entertainment and ball sponsored by the Sales-men's Club will long be remem-bered. An automobile was given away as first prize and the program financed on a basis similar to that employed the previous market. The popularity of the nightly floor show was evidenced by the many congratulatory letters re-ceived from furniture dealers all over the country and the capacity nightly attendance. Too much credit cannot be given our old friends Bill Dornfield, Doris Hurtig, and Gus Howard for their assis-tance. The "Furniture Frolics" have definitely established them-selves in the Grand Rapids Market. At the annual meeting held dur-ing the January market, the follow-ing two new directors were chosen: Clark Beiriger and Larry Hill, re-placing Wanty and Jennings. The officers for 1936 remained the same with the exception of Beiriger who was elected assistant secretary. The officers were pleased to report that the January show, although more elaborate than the July per-formance, incurred less expense and that the club was able to inaugurate a new year with a nice bank balance. Duty • From a most inauspi-cious beginning and during the most depressed time in the history of our country, our organization has de-veloped into one of the really potent factors in the promotion of the Grand Rapids market. Although a reputation has been established as official entertainers we must remem-ber that our aims include the better-ing of business ethics among furni-ture salesmen. It is also evident through the club's correspondence that it can be of assistance in many ways to buyers who visit the Grand Rapids market. As furniture salesmen representing Grand Rap-ids we are ambassadors for the Fur-niture Capital. Our first duty is to support this market and endeavor to create added interest in further-ing this cause. CHARLES R. SLIGH, JR. —o— Koster to Free Lance Henry H. Koster, for the past nine years staff designer with John-son Bros. Furniture Co. and John-son, Handley, Johnson Co., Grand Rapids, recently announced the in-auguration of a designing service under his own name. Koster was associated for 12 years with the de-signing department of W. & J. Sloane, New York, before coming to Grand Rapids. His commercial designs the past few years have attracted national recognition from such authorities as Charles Messer Stowe, furniture editor of the New York Sun and other homefurmshing editors of metropolitan dailies and consumer magazines. His modern interpreta-tions have been a feature of the Grand Rapids market for several seasons, while his traditional adap-tations, particularly several devel-oped exclusively for the Grand Rap-ids Furniture Makers Guild, have been outstanding successes. Koster is a former president of the Grand Rapids Designer's Association. Meet RAY BARNES . AY the right is an action picture of Ray Barnes, "the Old Gen-tleman," at work (?) on one of his numerous pages. Statistics on Ray show that he has filled 634 Sunday newspaper pages with "Razzing the Rapids" and that his "Funny Signs" (that's what he calls them) are dis-played in dailies from coast to coast and from Cuba to Canada. He sports no bow tie nor smock and has a white man's haircut. When questioned about his connection with the furniture trade Ray spoke with becoming modesty. "I have probably quick-sketched more fur-niture men than any other cartoon- . "Furniture Frolicer" ist in the country." We believe him, because for years the little fellow had a studio during market seasons in the Luce Furniture Co. show-rooms. Ray's first contribution to this magazine appears on page 25. It will be a monthly event. But carry-ing out the tradition of all cartoon-ists, Ray believes in letting his readers do most of his work. This gives him more time for golf, bil-liards and sleep. In case you missed the subtlety of this request, Ray is anxious to have you do his think-ing for "Furniture Frolics." Ideas, that's what he's after. RAY BARNES . . . can explain his own cartoons. f o r M A Y . 1 9 3 6 47 Well constructed and correctly styled living room furniture No. 1404 Mahogany Chair Width 37" Height 40" Depth 33" No. 1400 Sofa Length 80" Height 37" Depth 33" Showrooms at Imperial Furniture Company May Market showing May I to 9 June-July showing June 29 to July 18 THE SCHOONBECK COMPANY 50 WEALTHY STREET, S. W. GRAND RAPIDS, MICHIGAN We appreciate mentioning you saw this in FrxE FURNITURE 48 FINE FURNITURE - . - ; • . * y V'SOSKE HAND -TUFTED ORIGINAL RUG CREATIONS O f f e r un r e s t r i c t e d f o r i n d i v i d u a l ex It will be easier to meet your clients' wishes in an impressive manner, if you lay the proper foundation for your decorative scheme, in a hand-tufted, custom-made V'Soske Rug. These rugged weaves are so versatile that they place no restriction on your creative ability. From the austere simplicity of a colonial background to the decorative effects of the French masters, or the refreshing' tempo of a modern motif, every V'Soske rug is specially created to meet the exact requirements of size, shape, color and design. Any design and color can be carried out in this expressive medium to give your work the stamp of artistic individuality on which reputations are built. Obviously, individuality can not be cataloged. We will however, cooperate with you to the minutest detail, if you submit your requirements. reedom p r e s s i o n V'SOSKE SHOPS ORIGINAL CREATORS OF HAND-CARVED RUGS 301 SCRIBNER AVE., N. W. GRAND RAPIDS, MICHIGAN 515 MADISON AVENUE, NEW YORK, N. Y. 820 N. MICHIGAN AVENUE, CHICAGO, ILL FIELDING HOTEL, SAN FRANCISCO, CALIF. We appreciate mentioning yon saw this in FINE FURNITURE f o r M A Y , 1 9 3 6 49 Spring Market, May I — 9 Summer Market, June 29 — July Luce Representatives Announced Martin J. Dregge, general manager of the Luce Furniture Co., which returned to the manufacturing field this year, has announced the following sales organization: Eastern metropolitan representative for New York, Philadelphia and Baltimore, Earl B. Chubb of New York; middle east, Everell S. Brower; midwest, John L. Greene; south, Phil Raiguel; New England, Louis Foote Reynolds; Michigan and Indiana, John Pyl-man; Pacific coast, C. R. Davis, H. C. Baker and C. F. Knoeppel at San Francisco; Den-ver, J. George Saxton; Seattle and the northwest, Ray Waymire. G. R. Furniture Co. Grand Rapids Furniture Co., which for many years produced high-grade dining room groups, discontinued this type of product about a year ago and introduced a line of quality occasional pieces, in both traditional and modern. The line is shown in the Fine Arts Bldg. Eber W. Irwin, president and general manager and one of the founders of the concern, continues to direct the company. Robert Irwin, his son, has been identified with the company for more than 15 years. He is in charge of sales and designing. The sales organization includes R. William Her-rick in the east, Leo F. Troy in the central west and George D. Evans and his son, W. C. Evans, in the west and south. Hendricks Dies Suddenly Gustave A. Hendricks, 58, prominent in the Grand Rapids furniture industry for over 25 years, died March 26 at his home. Death resulted from a sudden heart attack. "Gus" Hendricks was best known as the directing head of the Fine Arts Furniture Corp., which operated the Pantlind Exhibi-tion and Fine Arts buildings. These two structures were erected during 1924 and 1925 as private developments, but Hendricks vis-ioned them as units of a furniture capital building, which he planned to erect to a OPTIMISM . . . This modern Kindel plant, illus-trated below, is being enlarged. height of 34 stories on the present site of the Civic Auditorium. The advent of the recent depression shattered this dream. Hendricks was a native of Huntington, Ind., came to Grand Rapids in 1903 as a sales representative of Burroughs Adding Machine Co., formed the Adjustable Table Co. the following year and within a few years established the White Steel Sanitary Furniture Co., of which he was manager until his death. In 1923 he purchased the Berkey & Gay administration building. This real estate move proved to be the inception of the Pantlind and Fine Arts buildings promotion. Hendricks was active in state Republican circles, served for three years as chairman of the Mackinaw Island State Park Com-mission. He was an ardent sportsman, lover of outdoors and was never happier than when entertaining his many friends at his beautiful summer home, Octagon Castle, Biteley, Mich. Besides his widow, Gertrude M. Hend-ricks, he is survived by a son, Gustave A., Jr., and a daughter, Carolyn. Kindel Enlarges Factory An indication of recent business gains and an anticipation of industrial improvement is the announcement of Charles J. Kindel, Sr., president of the Kindel Furniture Co., of plans for an addition to their present plant. Construction which started about the last of April will increase the production capacity of the plant by 30%. The additional equipment, which is part of the expansion program, will afford a bal-anced production and tend to expedite serv-ice and make for additional economy. Stow-Davis Reorganized Grand Rapids was assured continuation of one of its oldest and nationally famous in-dustries when articles of incorporation were filed in Lansing recently by the Stow-Davis Furniture Co. The new company has been organized to acquire the assets, business and goodwill of the former company of the same name, which filed a voluntary petition in bankruptcy. The management of the company will be in the hands of men long identified with FRANK D. McKAY . . . "I have kept my word." prominent Grand Rapids industries. Officers are: President, Joseph R. McCarger; vice-president and general manager, Robert H. Bennett; treas
Date Created:: 1936-05-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: 1:1

69. 1935-12; Peninsular Club Magazine

Notes:: Issue of a magazine published in Grand Rapids, Mich. Created by the Peninsular Club. Published monthly. Began publication in 1934. Publication ended approximately 1960.
Date Created:: 1935-12-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: Volume 2, Number 2

70. 1936-06; Peninsular Club Magazine

Notes:: Issue of a magazine published in Grand Rapids, Mich. Created by the Peninsular Club. Published monthly. Began publication in 1934. Publication ended approximately 1960.
Date Created:: 1936-06-01T00:00:00Z
Data Provider:: Grand Rapids Public Library (Grand Rapids, Mich.)
Collection:: Volume 2, Number 7

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65. 1936-10; Peninsular Club Magazine

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