Michigan Artisan; 1907-01-25

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.1'" JANUARY 25, 1907 Semi-Monthly MAKING GOOD "Making good" is a hobby with woo-making good LEATHER FURNITURE lor one thing,--the best. "Reliance" Natural Grain Leather is the handsomest and moSt dependable brand 01 M. B. Furniture Leather manufactured, but we ask no more for "Reliance" Leather work than many charge for inferior grades. If something cheaper is wanted, buy our "Oakdale" No. Natural Grain stock---we are quoling this atspeciallow.6gures. The "Oakdale" quality is Iully equal to the average market best Some manufacturers of Leather F urniture us~ .Grain Leather for the wearing surface and "Split" or "Deep Buff" for bands, backs and ~rimmings. We condemn this practice ---we nse no "Split" Leather---no "Deep Buff"---nothing but Natural Grain stock.. BIG CATALOG SENT TO DE.ALERS l,JPON APPLICATION. Jamestown Lounge Company JAMESTOWN, NEW YORK ROBBINS TABLE COMPANY OWOSSO, MICHIGAN No, 318. American Oak. 44x48 in. Top. American Base. 7 in. Pillar. Grand Rapids Upholstering Co. MAKEROSF DAVENPORTS, ODD CHAIRS, LIBRARY FURNITURE ON TlU: MI\RKET -----ALSO ----- Exhibit at Factory Warerooms 220 Canal St., (Opposite Berkey & G"y Factory) GRAND RAPIDS, MICH. 1\ VISIT TO OUR S"OW ROOMS Will SURPRISf YOU. The line That Caught Them 411 I GREATER THAN EVER I POSSELIUS' PERfECT PATTERNS DID THE BUSINESS. I NEW CATALOGUE IN PRESS. Posselius Bros. Furniture Mfg. Co., Detroit, Mich. 1 Splendid Series of New Designs 442 For the past four months we have been hard at work on a splendid series of new designs. If you corne to the January Exhibition at Grand Rapids you will see on our Boor 537 separate and special pieces, including hundreds of styles we have never shown before. The changes that have been made are neither eccen-tric nor radical, but are in the direction of more pleasing curves, a finer finish, and more practical utility. There has been a tremendous public movement in the past two or three years toward simple, elegant furniture. We have been the leaders in plain but high grade simplicity, and now we have a far larger variety of styles, and wed 0 ani m-mensely larger busi-ness than any other single manufacturer handling our lines. You know just what your trade wants. We can give you just what you are looking for, because with our huge selection we meet all demands from the highest to the lowest. Please take this as a most cordial invitation to visit our Boor at the Grand Rapids Exhibition. Write at once for our new Catalogue, a beautiful production, 7 x 10 inches, showing a full line of our new and extremely elegant designs for 1907. 422 NORTHERN FURNITURE COMPANY, SHEBOYGAN, WISCONSIN 2 JOHNSON CHAIR COMPANY CHICAGO, ILLINOIS We manufacture as complete a line of OFFICE, DINING, LIBRARY and BEDROOM CHAIRS AS ANYONE IN THIS COUNTRY. CATALOGUE TO TilE TRADE. EXHIBIT: Furniture Exhibition Building, 1411 Michigan Ave. The Luce Furniture Co. INVITES ATTENTION TO ITS LARGE LINE OF Bed Room and Dining Room Furniture. GRAND RAPIDS, MICH. Salesroom at Factory Only. J · ' ....... 27th Year-No. 14. GRAND RAPIDS. MICH.. JANUARY 25. 1907. Salesmanship is a Fine Art. Selling goods or SOliciting requires a careful study of the art of saksn:.anship_ The salesman "\\'ho makes the greatest figure of success in the long rUn is the one who has practised truth and established himself in the confidence 01 his custom-ers. The whirlwind makes a good showing on the start, but the law of compensation comes in here again, for where ·you gain in speed you lose in power. Some customers are slow to open up and extend their con~ fidence. to the salesman and others quickly make up their minds and express their preference. A great deal of pre-liminary work can be avoided if the salesman is tactful on the start. The first impressions are lasting, alld the solicitor should study carefully his first appearance. The salesman should be neatly but not flashily dressed. He should be a gentleman above all things. A gentleman dresses so that later on the custOlner could not accurately de-scribe what clothes he had on. It is the flashily dressed sa1cman you can describe. The customer remembers the clothes rather than the mall. Som.e good rules have been laid down by Co~onel w. C Hunter for the guidance of "the yonng mcn of the road." A solicitor, he says in the Chicago Tribune, should never smoke in the presence of the cllstomer Oil the 6rst acquaintance. The matter of smoking in the customcr's presence has prej-udiced many a customer against the salesman. Business men have prejudices, and to some, smoking is highly obnox-ious. Under 110 eircumstallc.es smoke in the customer's prcs-ence unless you arc ",,·ell acquainted with the customer and have his permission to smoke. Story telling is like a two-edged sword. Sometimes it helps and sometimes it is a distinct disadvantage to tell stor-ies. Above all things, the salesman should know his man. If he gives evidence that he is fond of a story, then you can remember a good story and tell it to him. ~o salesman ever made a distinct hit, ho\',,·e\'er, by tel1ing vulg-ar stories. \Vhile a customer may laugh, he forms ;:tn opinion of you which is not complimentary, if you are alw;tys telling "tol"ies you 'would not repeat where women are present. This practice of telling vulgar stories is so general that we may be called supersensitive in expressing our disapproval of telling vt1lgar stories, but the Llets are, the ''''oods are full of good stories, and a man who tells stories that will bear re-peating, finds more favor in the eyes of a customer than the man who tells indecent stories. The best advertising· solicitors and the be!it saleslllen are those who get business on business grounds, and through a knowledge of their businesi:i, rather than through th{'.iTabll\ty to tell stories or to order dinners. The good salesman studies the other side of the question; he acquaints himself with the methods used by the customer in disposing of his goods. He doesn't talk his own side of the case all the time. I-Ie works with the customer, tries to give him good advice,and shows an interest in the cus-tomer's business. Such a salesman will get close to the Cl1S- $1.00 per Year. tamer and will retain the patronage long after the good fel-low has passed away. New Things in Couch Covers. Quite as many cozy corner cushions are oblong as square. Instead of being made of conventional or floral-silk designs they are fashioned of velour-any shade desired-and trim-med with tapestry panels. There is much character to some pillow cove.rs having panels or heraldic devices, shields and coats-of-arms in one corner. If done in tapestry these panels are decidedly effec-tive. The fad of making pillows plain, with the exception of an oblong panel in one corner, is a favorite method just now, and some stunning effects can be had by using with a dark green velom- cover a bright colored hit of tapestry, that is worked out in a design that shows a quaint Old World rustic scene, or the interior of a court room where the knights and ladies in gay costumes are dancing a stately minuet. Among the prettiest pillows are those covered with ex-quisitely illuminated leather. Designs in crimson, iridcscent blues, green and browns are done on the dull brown back-ground. These Corne in both oblong and square shapes, and are particularly welt suited to a den, library or a man's room. THE CORRECT Stains and fillers. THE MOST SATISFACTORY first Coaters and Varnishes MA'UIT;lJCTU.CD .",I.Y. Y CHICAGO WOOD FINISHING CO. ZS!I·63 ELSTON AVE,... Z·16 SLOAN ST. CHI CAcao 4 Opinions of· Buyers Regarding Methods of Paying Employes. During the furniture seaSOn a number of buyers expressed opinions as to the best way to pay salesmell. II. 1'1cElveen of the lVIcElvecn Furniture Company, Pitts-burg, does not believe in paying a commission. "It is too much like a game of chance. Under such a system an infer-ior clerk may realize more than the man of much more abil-ity. It pays to ",-atch salesmen to fwd out their real worth and pay accordingly, no matter what his \veekly sales may aggregate. I have a large establishment and I know the ca-pacity of every employe. Any other store can do the same." C. A. Brockway is a believer in the percentage system. "It favors both the employer and the employe. A mall whose income is dependent on his sales is always on the alert for business, whereas one who has a salary is apt to become neg-ligent after making a good sale and allows prospective cus-tomers to leave without huying, merely through inattention. "A good salesman makes better wages under the percent~ age system than all a straight salary. He is therefore more valuable to himself and the firm that hires him. A weekly guarantee is not necess'lry. If he fails to save, but is a good man, he enn pri)cure adv;wccs 011 future business and so ad-just his weekly income in a satisfactory manner." l\{r. Brock-way has tried this lllethcd and found it to be the most satis-factory. The salesmen under his c011trol agree with him. Robert :.\'1itchell of the l\litchell Furniture Company of Cincinnati, believes that the salary question has to be set-tled by individuals. "\\That might be beneficial in one in-st8nce would possibly be detrimental in another case. Sal-aries are better than commissions in some stores, and vice versa." \larkham \'1iller of the Strauss-~'1il1er Furniture Company, Cleveland, agrees with 1'dr. ~1itchell that each dealer must decide for himself as to which is the best system to use. the salary or commission payment. "All reputable dealers are inclined to be equitable toward their employes and both sides gencTally get along without friction. Good men nre appre-ciated at their full value everywhere." Mr. Miller stated that the new law governing freight rates had not been in operation long enough to allow a correct judgment to be passe4 upon it by dealers. "If it 15 110t just and satisfactory, we I will 118ve it amended," he declared. "Railroad supervision 'by the government is necessary and we are gettillg it grrldually lntt surely." l\lr. Miller buys for riVe stores. R. G. Alex;\1lder ch;nnpions the commission sy~telll of payn'ellt. "It is the ollly one on '\vhich to work fumiture salesmen in a large establishment. "I have studied the mat-ter thoroughly ill an endeavor to reach a cOl'clusion that would be equitable to both the employer and employe. and payment 0\1 a percentage basis is the decision I have arrived at. Of course, 1 believe in a guarantee, al'd at the estab-lishment of th Henry Siegel COll'pany of Boston, where I have been for senne time. this is fixed at $lti a ".reek. At no time since its imlllguration has any salesman gone under that. They have all made good, and that demonstrates the bene-ficial results of the commissiou system to both the clerk and the firm that employs him. "Under the Siegel Company's plan, each salesman is given tIle $15 a ,,~'-eekguarantee. He gets three per cent of all weekly sales up to $500. which is the amount he is promised. After earning that he is allowed four per cent on all addi-tional sales. The extra one per cent is a sort of bonus, and it pays the firm to give it. \Vith such an inducement as an incenlive. every man handlin.s goods is always keen to make sales. 1 unders.tand that most big firms give three per cent straight. \\Thile I do not eriticise other methods. I think L that adopted by the Siegel Company the best. Of course, a comtr.ission basis would, not do in a small store where the sales are intermittent and in such an institution a salary based upon a man's efficiency is probably the most satisfactory." George Ferres of Lit Bros., Philadelphia, concurs with Mr. Alexander in his belief in the commission basis of pay-ment with a guarantee. "It's good for the employer and the man who works for him. Both prosper by it. A clerk that cannot average $25 a week tinder a percentage basis is not worth keeping. No man who is any good will h1.sitate for a moment when asked to work on a commission basis: He is glad of the opportunity. It keeps him keen for business." Joseph Battm of Seigel-Cooper's, Chicago, says that the percentage system is the only one for clerks in a retail. store. "A percentage keeps a man on the alert for business. With such an incentive they always us~ the utmost endeavor to make sales. Under a salary,· a clerk is apt to become apa-the~ ic if he does not feel just so, and business is thereby slighted." C. M. Braunstein of the D. C. Braunstein' Company,At~ Ian tic City, ,N. ]., thinks that the salary question for clerks in retail stores is one that requires study in each establish-ment. "It is one. I think, that is satisfactorily adjusted ev-erywhere. 'Ko good man goes without just compensation." :.\'1r. Morgan, owner of the \V.K. l\.Iorgan Furniture Com-pany. of Buffalo, ;..J". Y., thinks that "straight salaries for re-tail furniture clerks are all right in some cases, and a com-mission basis is good in others. The large stores generally operate under the percentage system with a weekly guarantee. This gives satisfaction to the employer and a good income to the alert employe." R. 1. Sullivan of Detroit, Mich., thinks that "the salary ql1esti6n is peculiar. To pay a clerk a commission might be a good system in one place and a poor one elsewhere. The average employer will generally Use a good clerk right to re-tain his services. whether he pays him on a salary or com-mission." H. G. Dettelbach of Williams & Rogers, Cleveland, is a believer in salaries. "We pay our salesmen straight salar~ ies. 'Are don't believe in the percentage proposition because it tends to make salesmen misrepresent goods, and also makes them think they've got a cinch On customers by raising the price of articles and so swelling their own sales. No, we pay flat salaries and by doillgso, there is no doubt we save the reputation of the firm." That the salary question is one that must be adjusted by each individual store is the opinion of W. H. Curtis of Brown, Curtis & Brown, Syracuse. "What would be·a good basis in one place might he bad in another. Straight salaries, a sal-ary and commission, or an out-and-out percentage system are used. These three rr.ethous give satisfaction when used equitably." ::vlr.Brandt of Orchard & 'Arilhelm, Omaha, ~eb., spoke all the subject as follows: HOur system of paynient for sales-tr. en has been in vogue for several years, and we have found it to be the best method for the result we aim for-growing business. Each man, of course, is guaranteed a certain sai-ary, and is expected for this to turn in sales on a ,certain amount of goods. Above this amount he is paid a com'mis-sian on all sales, and this spurs him to energetic efforts at all times to increase his sales. It is like developing a business of his own. He kno-.,\,s that the amount of his income is dependent upon his energy and success in placing goods with the consumer. If it were not for the commission he would be content with ordinary business in most cases and would not even take the pains to keep account of his sales day by THE HAWKEY" KITCHEN CABINET Oril{inal feature!!. De1O;2Tlfinish and cabinet work the best on eartb. PrlCil!S ran2"C'from .~.2S to $60.00. Exclusive sale A"iven. Sold to dealers only PTke is a ~od salellman. Quality ill a better onE'. We have them both' CataloA"ue on application. Union FUl'11ltu ..e Co •• RU~LTNGTON".IOWA' day. \Ve had a sample of the etlicacy ,,.,.i.th which this plan works out, only recently. One of our best salesmen was talking about the good record he had made last year. ·\Vr:: were all engaged in an effort to ill crease the 1901) business over that of 1905. He had done so well a year ago that he could hardly see hmv he c01..\ld bette-r i.t, yet he said, 'l am going to try.' He tried \vith such good effect that his rec-anI for the year showed a very material increase over the corresponding period for the year before. This sho'.vs as well as <lnytlling T could n::ention, how the commi:..;sioll SS'S' tem works out. Vlfe certainly, in view of the results \ve have obtained, would 110t thillk of gOillg hack to the straight sal-ary basis.' \-v. r Long of the Fair, Chicago, said: "We believc in payillg our salesn:en on the percent:\g-e basis. because we think it an incentive for them to lnakc larger sales. I know ,some houses think "uel, a systenl t" <\ pernicious one :\.n<.1tends to make salesmen misrepresellt gnods ill order to s\vell their sales' account. \Ve, however, are very careful ill the selec-tion of our men and are confidel~t that our goods are sold only on their merits. \Ve pay our mell a guanll1tced salary and at the end of each month the percentage is figtlred and, after the guarantee is deducted, the remail~der goes to the man. 1V1anyof our men n1ake handsome wages, and [ think the system is the most satisfactory arrangement, h:)th to em-ployer and employe, that could he made." F. E. Hunl1 of the Chamberlain-Johnson-DuBose Comp:'llIy advocates the payment of salaries. "In our department we pay our salesmen a straight salary, but ,,,,ateh the sales and see that they are kept lip to a certain Ilgtlre. \Ve don't believe in the percentage system, because it tellds to make the men misrepresent goods in onler to s,,,,ell their sales aecOHnt-and the lT~isrepreselltation of goods is a thing which our house wilt in nowise stand for. T think (I good service, and much better can be obtained frOill an employe who kno\\'s that his money is always coming to him at a certain figure, and "vho can give his whole attention to a sale, ,·...i.thout having his mind distracted by the thought of the subsequent percentage loss he will suffe, if he fai.ls." \V. A. Repp of Duff & Repp, Kansas City. "\10.,told of the method used in their store. "Our ~ystcm has its sabry rat~ ings based upon the selling- ability of a man or that which we consider his abilit:y. There arc fonr da"ses say, A, B. C, and D. If a mall, for instance, is in Cbss B, the salc.'; basis of "which we will call $45,000, and he sells $60,000 worth of goods he is advanced to the Class A list, getting of course all increased salary. r f he falls below the minimutll ill the cla,ss ill which he has been g-ivell standing, \vhy he drops to the class belo\'. with the smaller salary ,vhich goes with that class. Xo Inatter in which chtss he is, be it high 0, low, if he goes above the sales limit which is the rating for that particular class, he receives at the close of the year two per cent on all his excess sales. This is handed him in a check and means ~l tidy little sum ill reeog-nitioll of thc inter-est which he has taken in the business <l1ld the succesS \'v'ith wbich he has met. It may also mean tliat he has dOlle suffic-iently well to warrant hi" advance to a higher class and he not alone gets ,1 check for the total of his commissions. hut promotion 2nd more salary \\'hieh is a very good holiday pres-ent. This system we have elrploycd for three ycars and it has worked out to the sati.sfaction of the company and ot the working force. The men ha\"e a greater interest ill their work; to a certain extent, it virtnal1y makes them stockholders in the company and the result of their b('st efforts heing in the yery substantial form uf a gooel sizerl check, wbich they can employ to advantage in buying homes or ot11('r invest-ments ha,S a most nppealing force for renewed efforts in the following year." Mr. Ryder of Ryder, Shane & Hyman. Kansas City is a believer in the salary system. "Vve pny our salesmen salaries, and good big living salaries, at that, and we advance tl1e111as 71RTIS' JIj'\J' 7 r $* s their value increases. vVe believe in t.reating our help well and \ve expect it to be reciprocated, This percentage syste.l11 is a mistake; no bigger trouble breeder was ever invellted to put sa1csmeu by the ears and introduce an clement of discord into a department. E\'ery one is jealons of the other, in many instances go()(ls are misrepresenteu in order to increase sales. This latter is ;'l fil-,e state of affairs to have in a business house and will in a short time l1ndermille its reputation. 1\0, the proper thing is to pay saJnrics and so remove all worry from the man's mind on that account, then he can devote all his energy to the selling of goods and the house "will be greatly benetittcd thereh}· ... 1\[r. Barker of the Pacific Purchasi.ng Comp:'lllY, Lo.~ Ange-les thinks the salary system the only satisfactory one. "Jt may be that T am a tTlle radical when I say I am un-alterably in favor of a straight salary hasis for s:desmen," he continued. ,.But that opinion is base(l upon my cootetltiOli that a furniture salesman is a higher grade selling" force than a dry· goods 111 all. althoug"h those in the latter lille of mer-chandising Illay 'possible disagree with me. "I have nothing against the mall ell gaged in tbe dry-goods nor any other line of mercantile endeavor, yet 1 still affirm that the man cngageJ in placing high grade products of the furniture factories in the hands of users must have the artistic sense. It is not alone it mere matter of selling so many g"oods, hut the nicc sense of discernment which will enable him to lend his customer to the selection of articles which will harmonize wi,th tl-Ieir surroundings. This higher capability, requisite in the furniture salesmall, must be recog-nized in the tangible form of better salary condition thall obtained ,,,,ith the salesman of whom this taste is not required. "[t is hardly eompJiment,ny to say or rather to convey the impression that the salesman willllot put forth his utmost efforts unless there is a pecuniary advantage to him in the way of excess pay through the medium of comn1iSi'-iol1s.Mell as a class in our line of business, and T believe this will be true as rcgards mallY men no matter what their calling, have a natll'ral interest ill their work and will do their best to ob-taln the ljigl"Jtst measure of succe!;s. Yet my belief in, t.he efficiency of tbe salary system over the joint salary and com-mission basis is founded upon something else besides the he-lief in an all-round lrlyalty of the selling fraternity. "1 contend tl1<1tthe Inanager of the department is the man who should be at the frOl1t door to "welcome the customers amI that each illdividual salesman should work as a cog in the selling machint'o The manager should kee.p in dos'C h)lld1 with each men!ber of his selling force and through his heing cognizant of the abilities and shorteoming,s of each of his men. so distribute his customers that his force may \vork to Why Not Order? Say a dozen or more Montgomery Iron Display Couch Trucks sent you on approval? If not satisfactory they can be returned at no expense to you whatever, while the {'rice asked is but a trifle, com~ pared to the convenience they afford and the ec:onomy they represent in the saving of floor space. Thi[ty~two couches mounted on the Montgomery Iron Display Couch Trucks occupy the same floor space as twelve dis-played in the usual manner. Write for catalogue giving full descrip-tion and price in the different finishes, to-gether wilh illustrations demonstrating the use of the Giant Short Rail Bed Fastener for Iron Beds. Manufactured by H. J. MONTGOMERY PATKNTI:\E Silver Creek, New York, U. S. A. Dennis Wire and Iron Co., Canadian Mllnu-fa.:: lurers, London, Onto 6 NOTES OF THE CHICAGO EXPOSITION. The Skandia companX occupies a liberal space on the fifth floor, where II. A. Swan$on is in charge, and the genial sales-men are always present. The Mechanics Furniture Com-pany is located upon tHe third floor of the big building, in charge of Messrs. S. J. Le Roy, J. E. Hanvey, E. P. Porter, C. W. ;patterson and George W. Myers. Seventy-five new pieces are shown and the exhibit 1s very attractive. The Co-operative and Rockford Furniture Companies are also sit-uated upon the third floor in one exhibit. The products of these conCerns were formerly shown at 1411, having been remove'd a short time prior to the opening, but are now well situated directly in front of the elevator. Between forty and fifty new designs are being exhibited, and the entire line is stronger than ever. Adolph Schultze, J. Sturm and O. Hall are the salesmen. The first floor also knows about the town made famous by a certain brand of socks, for the Standard Furniture (ompany is here represented by an attracti ...e. dis-play under the direction of that veteran furniture salesman, "Yon Yohnson," assisted by Frank Langstrom. "Yohnnie" is quite as lively as in former days, and still knows how to write orders. He was one of the first salesmen to take to the road, and his acquaintance and popularity are something to be proud of. The company shows 150 new pieces of furni-ture, the inspection of which is worth the while of any buyer. The Shelbyville lines made a hit this season. If there is anything doing the Indiana concerns get their share of it, as reports from that department show that they are enjoying the fruits of past labor. The show, which includes tables, cos-tumers, hall furniture, china closets, dressers, sideboards and chiffoniers, occupies one-half of the eighth floor, and is ar-ranged in an attractive and pleasing manner. It comprises the Conrey & Birely Company and the Conrey & Davis Manu-facturing Company, both of which lines are shown in a separ-ate department immediately adjoining the other displays. The C. H. Campbell, Hodell Furniture, Root Furniture, Blanchard-Hamilton, Spiegel Furniture and the Shelbyville Vi ardrobe Companies exhibit in the remaining space, and show their goods to advantage. The salesmen are A. G. Stew-art, Felix Half, Rufus Half, O. P. Sneckenberger, H. J. Root, A. H. Kahn, J. H. Hamilton, Charles Spiegel and .M. R. Senour. It is amazing to note the rapidity with which the new Furniture Exchange at the corner of Wabash avenue and Fourteenth street was whipped into shape for the exposition. The first day of the new year saw the building yet incomplete and the prospects were very dreary. The floors were in a state of confusion, practically no goods' were in the struc-ture and even the passenger elevators had not been installed. Good fortune prevailed, however, and Fred McCready hustled, and the second week of the season found the building well supplied with new goods, the elevators in operation and a number of the exhibits in place and ready for the inspection of visitors. Fifty-two firms now have spaces in the Ex~ change and a great many furniture dealers have called there during the season. The annual entertainment given the members of the Furniture Dealers' National Association was the most pleas-ing event of the sean son. The lltime" was set for Thursday night, January 17. The "place" selected was the LaSalle Theater and nearly every fellow had his "gir1." Even those bashful fellows from the "House of Medicus" had the right hand box and the entire main floor and part of the balcony was filled, every seat being taken by the furniture men. The show was "The Time, the Place and the Girl," and the way the company entered into the spirit of entertaining the "bunch" could not have been better if a rehearsal bad been made for the reception. A misunderstanding arose a few days previously as to the way the tickets were to be distributed, but it was speed-ily and satisfactorily adjusted, and much credit is due the gentlemen who so successfully managed the affair. The clever comedian, Cecil Lean, "cracked" jokes at the expense of the boys, and many came in for personal mention, which each time "brought down the house." Then during one song the audience joined in the chorus, and at another assisted (?) the orchestra by whistling the air. The entertainment was one of the most successful ever had by the association. ),Io better form could have been selected and everyone thor-oughly enjoyed himself. Frank E. Hale, one of the oldest and best known furniture men in this city, died January 10 at his residence, 1955 Wash-ington boulevard. He was 62 years of age and came to Chi-cago from Boston half a century ago. Before the panic of 1873 Mr. Hale was member of the firm of Hale & Bros., ~vhich ceased to exist after that time. Since then he had been connected with the leading furniture establishments of Chi-cago, among them A. H. Revell & Co. He was taken sick New Year's evening with a se...e.re cold which soon developed into pneumonia. Although Charles G. White has established himself in the commission business with C. A. McCarthy, he has not as yet severed his connection with the Manufacturers' Exhibition building, of which he has been secretary for the past five years. As soon as Mr.. White declared his intention of tak-ing up the commission business, it was rumored that he had given up his position with the Exhibition company. This seems .to have been false, as President Joseph Meyer states that Mr. White is still connected with the business and will remain so. The railroad companies, in an effort to prevent the recur-rence of the present freight transportation troubles and to relieve the car shortage now existing, have formed a. pool of 500,000 cars, the business of which is to be managed by Arthur Hale, an official of the Baltimore & Ohio Railroad Company. The freight cars of all roads connected with the pool are to be regarded as "at home" when they are on any line con-trolled by a member. Thus it will be in the power of the manager to sllpply deficiences "frorooue road to another. w. C. Standish, who has represented the Wolverine, Cad-illac and Widman companies in the northwest for a number of years, is preparing to .take a three months' trip in Cuba and the West India Islands. He has been advised by his physician that a vacation would put him back to his former self and he will leave for Cuba March 1. Standish expects to take his lines with him and work up some business among the nati ...e.s. "Tim" O'Donnell, the genial representative of the Manis-tee and Rockford Chair-and Furniture companies, gave a sup-per party to a dozen friends last evening. The party visited the LaSalle theater with the furniture delegation and after-ward repaired to the Kunz-Remmler restaurant to partake of the hospitality of "mine host." Tim is getting a "look-in" on the business of the season and says that he run 'ahead of last January. Walter Langley, Herzog Art Furniture Company: "We have had a very nice trade. Our line of goods sells more readily in the fall than th~ spring, but this season has been satisfactory. Memorandum-taking has not affected us. We do not publish a catalog and consequently buyers cannot make a note and look up the pieces when they get home. Satisfac-tory buying has to be done on the spot, in our line." E. Victor Strauss visited the exhibition buildings the sec-ond week of the season and placed orders for a new store to be established in Dayton, Ohio, by the May-Stern Company of Cincinnati. The concern is to be known as the Victor Furniture Company and Mr. Strauss, who will be the manager, expects to be open for business in the spring. 7 REX [;:;:~]MATTRESS CHAS. A. FISHER & CO., 1319 Michigan Ave., Chicago. WRITE FOR BOOKLET AND PROPOSITION Warehouses: ST. LOUIS. MO. KANSAS CITY. MO. MINNEAPOLIS. MINN. PEORIA. iLL. LINCOLN, ILL. CHICAGO. ILL. One of the admirable features most noticeable about the season in Chicago is the harmony existing in the matter of prices. Business has not been the best in the world for a good number of manufacturers, but no price cutting has re-sulted. They have apparently come to the realization of the fact that the cutting, slashing method of getting business acts only as a boomerang. E. J. Mattox of the North Dakota Furniture Dealers' As-sociation, sent word to the convention that the injunction asked for by 1Iontgomery Ward & Co. in that state had been postponed indefinitely; which was taken to show that the big mail-order house is not over anxious to prosecute the case. The Rockford furniture manufacturers always have a strong display in Chicago. 1fost of their products shown in this city are to be found at 1319 :rvlichigan avenue, and buy-ers looking for good substantial articles of this variety will do well to call at the respective exhibits. The foll()\ving are a few of the expressions concerning the season just closing: A, G. Stewart of the Shelbyville lines: "We have had a very satisfactory season, having passed our "enry Schmit &. Co. Hopkins ud "arrlc.t St., Cincinnati, O. MAJtKll;. OF UPHOLSTERED fURNITURE LODGE AND PULPIT, PARLOR L1I1RARY. NOTEL AND CLUB R.00M record for last January. Lots of memoranda have been tak~ en, which, I thil1k, will make good business on the road," Strat C. Langslow, Langslow-Fowler: "Our business is better than last January by 331-3 per cent." Hamilton Hunter, Fenske Bros.: "Business has been all right. I have no room to kick." George Vi. Corley, Yeager Co.: "\Ve are ahead of last Jan-ary." George Silber, Western Hardware & Manufacturing Com-pany: "My business is better than for the same time last January." Charles E. Elmendorf, Manistee Manufacturing Company: "I think that when the season is over we will be ahead of last July, when we did double the business we ever did before." Lyman Lathrop: "Our business has been up to last Janu-ary. The market in general was slow, I believe, on account of the rise in prices, but our own trade was satisfactory." Schuyler C. Brandt, Stickley & Brandt: "'ollie are ahead of last January. We have never raised aUf prices and did plenty of business on the old basis. VIi e experienced fewer cancellations of orders this last year than ever before." How a Dealer Can Discover His Profits. At a reccnt meeting of the St. Paul Grocers' Association a good talk on "Profits" was given by VV. J. McCallum. His remarks indicated clearly that he had been a 'faithful student of the relation existing between profits and expenses, He called attention to the many leaks possible through indiffer-ence and carelessness. He declared that it was more impor-tant for the retailer to know accurately what his expenses of doing business were than for him to undertake to estimate his profits and he did not know of any way to ascertain what profits were except by rigidly ascertaining what the expenses were and he urged that such system should be adopted and then no man need be doing busincss at a loss. Concluding, he said: "I will not go into any mathematical calculation bLtt leave that to the discretion of everyone who may care to go into this subject, I only want to lay down the general principle so that the retailer may not be self-deceived, and that principle is that if he is to sell goods for a profit he must add to the original price all that it costs him to do busi-ness,( and in my calculation it is fully 16 per cent,) and this includes every item for which he has to pay money_ These items are many and include rent, interest on investment, al-lowance for the proprietor, clerk hire, light, heat, paper, twine, bags, butter dishes, insurance, taxes, delive,y teams and wear and tear on fixture.s. The exact cost of these, and other items also, can be ascertained, and 'until that is done no man can tell what his profits are,!! An Old House. The firm of Robbins Brothers of Hartford, Connecticut, was created by the grandfather of the present proprietors, shortly after the Revolutionary war, and has been handed down in the family from generation to generation. Having acquired a fortune in the installment business, a prominent dealer in furniture in Chicago ploposes to Revel-l in politics. He would be mayor of the I'Windy City," The political game may prove an unpleasant Revel-ation-the reverse of elation, if followed closely. 8 SAMPLE OF GOOD ADVERTISING. 7IR.T I.s ..7I..!'\I fpR@ 4'h-m 7 r • 9 THIS PUSH BUTTON distinguishes the "ROYAL" Morris Chairs from the other kind MORRIS CHAIRS --FROM ---- $6.00 to $30.00 CATALOGUE UPON APPLICATION Royal Chair Co. STURGIS, MICH. 01 Test THE"ROYAL Have PUSHBUTTON MORRIS CHAIR Established Supremacy Bankers and Currency Reform. Because the currency programme cut out for congress has the unanimous indorsemcllt of bankers, it is argued that it 111\15t be perfect, hut there -is a lot of public opi.ni.on in this republic to the effect that bankers arc not the only people who have an intercst in the currency, says the Chicago Even-ing Journal. Possibly it is very absurd, but there is a \vide-spread belief that bankers care more for their own interests than they do for the interests of other people, and that when all the bankers get together on any currency proposition it is time for the public to look out for the hooks. Unfortunately, bankers are apt to entertain the idea that currency is created for the benefit of banks, not that banks exist merely as a currency convenience. To the banker mind money exists for the yielding of interest. To the average business mind it exists for the saving of interest. The essential purpose. of currency is to facilitate general industry, and its volume and ilexibility ought to be regUlated solely 'to that end. Quite a different viewpoint is that of the banker 'who 'would like to have the money slIpply so far regulated by himself as to afford him the highest possihle rate of interest. Congress knows very .vell that the currency system is de-fective. But congress knows, too, or ought to kn(w", that the main defects are not due to ,l1ly oversight of the inter-ests of the ll1011eyloaners. but to an oversight of the inter-ests of the humlreJs of thousands of money borrowers. Currency retorm by bankers is "reform" in the wrong di-rection and in the interest of the wrong kind of people. Mr. Packard Discusses Finishes. A. A. Packard of the finn of Meekins, Pae.kard & vVheat spent the first 'week of January in Gratld Rapids, engaged in the purchase of furniture for the firm's big store in Spring-lie: d, :\lass. \Vhen 111ctby a representative of the Artisan he was employed in the warerooms of. the Grand Rapids Chair Company. "This litle is inspiring," he remarked. "'It claims the time of the buyer in a large rneasure. One could not estimate the value of its many varied features hastily." 1Ir. Packard commeticed his work as a buyer in Grand Rap-ids twenty years ago, and has not missed a season since. "The goods we buy are finished mainly in golden oak and mallOgany. The interiors of many houses in New England are finished in golden oak, and the owners must have fur-niture to match the doors and casings. AllY thing else would not anSwer the purpose. \Ve sell a small quantity of fur-niture finished in the weathered style, both dull and pol-ished. If the piece ·desired is covered with a polished wax finish we easily and quickly challge it to the flat or dull effect if desired. Solid mahogany, however, is the most desirable wood far furniture." A Movement Will be Stimulated. The threat to put up the price of clocks ten per cent will certainly stimulate a second-hand movement. \-\Then a shipper orders a car placed for loading and fails to load within forty-eight hours, or \vhen he receives a car loaded with freight and fails to unload it in farty-eght hours he must pay demurrage. Neither weather nor unforeseen conditions are considered in fixing the amount of the penalty. Then \"hy should the railroads not pay demurrage when they take two \veeks to deliver a car that should go through in four (bys? There is no reason why the rule should not work hoth ways. "Labor is itself a pleasure."-Lucretius. comes intolerable if followed too closely. ure, as it were. But pleasure bc- Laborious pleas- 10 RICHMOND Chair Co. RICHMOND, IND. Th. Standa.d Iin.of Double Can. CHAIRS and ROCKERS Write for Cataloglle. Mention MICHIGAN ARTISAN Good Pointers for Merchant and Man. Don't allow idlers to loll around the store. Don't hesitate if desired to change a purchase for a cus-tomer. Don't leave your counter until the customer leaves the store_. Don't be afraid- to thank a customer who recommends your goods to some one else. Don't forget to ask the friend who comes in to chat to do it in the back room. Don't neglect to make a friend of a customer. Confi-dence begets patronage. Don't deride the clF:rk before customers. Don't expect a clerk to know a thing because it is simple to you. It may have been different in his last place. Don't forget that a good clerk never makes the same mis-take twice, while an indifferent one does. Don't forget that there is no need of your telling of your ability. If you possess any those interested will find it out. This applies only to clerks; with the proprietor it is the other way around. Don't forget that the clerk who accomplishes most is the one who makes least fuss about it. Don't forget that the Irforget to charge" habit is quite prev-alent among many store inhabitants. A cash register sys-tem, properly conducted, eliminates it. Don't forget that the fellow who sits down the minute the boss goes is very often seen standing around waiting for a job. Don't forget that the fellow that has to be told what to do, when to do it, and how, is usually the fellow who thinks he knows it all. Don't forget trlat HIe employer or clerk who reads his trade journals is usually the best posted business man in the shop. Take as much interest in your employers' business as if it were your O"\.\,n. Do not try to get all you can, giving nothing. Do more work than is demanded. You can't be a half-hour late every morning and make your employer believe that you have his interests at heart. Do your work well today and you won't have to do it over again tomorrow. A sullen countenance is not pleasant to look upon, for either an employer or a customer. Thrusting your own dis-gruntlement on those around you is a poor investment. Give good value for the money yoU receive, and you will be sure to succeed. Put yourself in your employer's place. Put yourself in your clerk's place. The road to success is none the less worth traveling on because it is not short or easy, Always set a good example. Do not lie to the clerk Or to the customer and expect the clerk to tell you the truth. Have confidence in your employes until they prove them-selves unworthy; but keep temptation out of their way, keep your eyes open and remember when contemplating chastising that a swift and sudden jolt is worth a hundred taps. A cheap man is a poor investment. Respect your clerk, and treat him accordingly, or don't keep him. Encouragement often does more good than finding fault. Reprimand only justly. When it comes time to reprimand the same man the second time for the same mistake-just fire him.-Hardware. Strat C. Langslow of the Langslow-Fowler Company add-ed to the many diversions of the exposition season by enter-taining his salesmen and friends at a dinner in the Kunz- Remmler cafe. The jolly party was composed of S. C. Langslow, Case Summers, N. E. Fowler) H. O. Miller, E. A. Kailbfleisch, L. A. Kaufman, W. H. Daniels, George Corley, E. Seigel and W, F. Hopper. The duties of toastmaster were perform(;'d by "Salamanda Summers." Mr. Hopper is said to have delivered an original poem and every member voted Mr. Langslow the prince of entertainers. White Printing Co. HIGH GRADE CATALOGS =========GRAND RAPIDMSICH.=======~= COMPLETE • The Woman Knew a Real' Bargain When She Saw It. :1Iiss Lena 1Ierkle of Brooklyn is the champion shopper of greater New York, and perhaps ill the world, and because of her ability to shop she will in the spring become the bride of Jacob Ulman, a wealthy Bn)o~lyn furniture dealer. ::\iIiss }lerkle won the prize offered by Ulman to seven y01l11g women, between ,,,,hom he had been unable to choose -and the prize was himself. The other six declare that they didn't want the prize, anyhO\v, that they don't envy 1Jiss l\le'rkle, and tbat they simply entered the contest for the fun of spending $25, but the friends of Utman declare that any one of them would have accepted Utman if she had been for-tunate enough OT clever enough to \vin. The contests perhaps was the oddest ever held--=-even in Brooklyn, wbere the natives who do not find time to cross the bridge have plenty of time to do odd things to amuse and entertain themselves. The shopping call test, with a husband as the pri:.::e,is declared to eclipse even Brooklyn's record for queer happenings. The interest aroused among the friends of Utman and the seven handsome contestants made the contest a heavy betting event, the male members of the fam-ilies backing their women heavily to win, and it is estimated that, beside the $175 which Utman furnished for the grand shopping expedition, over $1,000 changed hands on the result, with more than half of the bets being dec1ared draws because the race was won by the dark horse. /\. committee ,",,'asappointed to call all the girls named by Utmall and the following seven agreed to enter the contest: Misses Mina vVinegartner, Susan vVeedoek, Bertha Klein, Mary Schmidt, Clara Berg, Emma Hildreth, and Miss Merkle. Each girl was allowed $2;) to purchase what she thought were the best bargains, and she was allowed to keep whatever she purchased. The time given for the shopping was from 8 <l. m. to 1 o'clock p. m., when each one had to be home again. All the shopping had to be done in Brooklyn. Articles pur-chased by the contestants included groceries, meats, tinware, crockery and kitchen 1.1.tensils.dry goods and one girl fur-nished a room. 11iss Merkle!s purchases were unknown. As she was thought very extravagant, it was suggested that prob-ably the. money had been used fOT theater fickets, candy and gloves. The next day the committee made its rounds to inspect the purehases ano the cash checks. Utman went to his store that morning and gazed dO\vn its handsomely arranged aisles. The first thing- that caught his eye \-vas a big g-ap in the side-hoard section of the store. Like a flash he reaihed what was missing. "1\1ayer," he called to his head salesman, "where have you movc,d my sideboard?" "I don't know," said l\'layer. "I'll call IvIr. Neumann, who has charge of that section." Keumann "vas caned and questioned. "\\lllY, I sold it, sir," said )Jel1mann_ "Sold it?" cried Utrnan. "Didn't you know that was my sideboard, that I bought from the factory fOI"my own home?" "No, sir, I never heard of that." "How much did you get for it?" demand Utman. "Twenty-live dollars." said 1\eumanl1. "?dan, are yOU cra?y?" demanded Utman. "I got that for twenty-five per cent discount from the factory, and it cost me $140, with me paying the freight." "But it was marked 827.98," (',xpostulated the clerk, "and I knocked off the $2.98." "We marked it that way and kept it here as a show piece," said Utman. "It wasn't meant for sale at all. I ordered a 'sold' tag to be put on it." FOl"the next half hour Utman raved and swore. Then he left the store with orders for the clerks to find out to whom it was sold and send for it, telling the purchaser that it was 11 damaged and that the discovery had been made after the sale. Then Utman went to join the committee. After the committee had examined the purchases of six of the coutesants, rnerdy as a matter o( courtesy they went to .vIiss Merkle's h0111e. The girl, beautifully dressed, greeted them at the door, and invited them to enter. As they were seated in the -parlor Chairman Uhrig asked bel' laughingly if she had won the prize aud what sbe had bought. "It was such a bargain," she said. "I spent the ."hole $2;) for it, but it is worth more than that, and besides ·1 know exactly -where it will fit. I'll show it to you." vVith a graceful movement she drew aside the portieres and there, in the dining room, stood Utman's sideboard. "They wanted $27.89 for it," laughed the girl, "but I beat them down to $25. Isn't it a bargain?" The committee went to examine the sideboard, while Lit-man stood dazed. Then, while the committee, ignorant of furniture, \vas humming and hawing around the sideboard, Utman said: "Gentlemen, Miss l\derkle wins." And then he told them the story, While he was explaining, his furniture wagon drove up to take back the "damaged" goods, but Utman him-self dismissed the men. "But hmv did you come to select that sideboard?" asked Utrnan of Miss Merkle. "0, I admired it. And besides I knew it would just fit into your-1 mean our-dining room." And then the committee left them and went to announce the result. The above is a good story, but its authenticity is extremely doubtful, as the directories do not contain the name of Jacob Utman of Brooklyn, N. Y. He may be in business under a firm name; his whereabouts have not been discovered. A New Way to Get a Position. The proprietor of a large wholesale furniture house in Chicago sat in his office when a young man entered reqnest-ing a position as traveling 5alesmatl. "Don't need anybody," was the curt reply. ,,\\r ell, I think you do," said the other. "vVhat! Do you know my business better than I do?" "Yes, I do this time." "lIo",,- is that?" "vVell, afe yOUnot in the business to make money?" "Of course I am; certainly not for humanity's -sake." "vVell, then, I can make money for you; just give me a fair tria1." And the young man explained to the merchant in such a plausible and business like way that he could sell goods, and how he could do it, that he was engaged and is now one of the must prom-inent salesmen in his line in the west. SEEKING A LOCATION? Do you want a point where an almost unlimited supply of oak, elm maple, cottOnwood and gum timber is procurable nearby at rea!<onable cost; where distributing facililies to reach the principal markets of the cotllltry are excc;llent: where labor conditions are favuraht"" ilnd Hher~t i"duremeuts will be g-iven by local parties to secure FURNITUR.E FACTORIES of all kilJds. W~ could place you to excellent advantage at one of the especially attractive openings in Missouri and Arkansas, combining the above features aLong the ... We will cheerfully answer inquiries reg:ardin~ factory locations. etc .. throughout the seventeen Stat~s and Territones traversed by the lines of the R')('K Is\and-Frisco Send for a copy uf "Opportunities' and other literature re.l{ardiug industrial openinll:s. M. SCHULTER, Industrial Commissioner, Rock 1r.land.Ftisco Lines. Frisco Building. ST. LOUIS, MISSOURI, 12 Rockford Chair and Furniture Co., Rockford, III. SPRING LINE -01- OUR Dune/s. Doo~<ases. (~ina Closets. li~ra~ (ases. On sale at our ware-roo mSl BLODCETT BLOCK. GRAND RAPIDS, MICH., dur-ing January, 1907. THE ONLY CASTER CUP THAT WILL NOT MAR OR SWEAT A New Caster Cup, • Furniture Protector and a Rest We guarantee perfect satis-faction. We know we have the only perfect ca'lt'l!ir cup ev(,'r made. Tbis cup is in two sizes, as follows: ~~ Inch and 3 inch. and we use the cork bottom. You know the rest. Small size, $3.60 per 100 Large size. 4.50 per 100 F O. B. Grand Rapids. Try it and be convmced. Our Concave Bottom Card Block does not touch tbe sur-face, but uiJon the rim, permit-ting a circulation of air under the block, thereby preventing ttloisture or marks of any kind. This is the only card block of its kind on the market. Price $a.oo per 100 6rand Rapids Caster Cup Co., 2 ... kwoDd A.... Graud Rapids, Mich. Also can be had at lUSSKY. WHITE 3l COOLIDGE, 111·113 Lake St •• Chicaao The New "PERFE.CT·· FOLDING CHAIR PATENTED OCT. 20, 1903. Comfortable Sim.ple Durable Neat The Acme of Perfection in the tine 01 ~~~nfuIJ~.irs. PRRFRCTCOMPACTNKSS Hard maple natural 6nish. WalTE FOR PalCIlS. om. PEABODY SCHOOL FURNITURE CO. Nortb M.anchester, Indiana UNION FURNITURE CO. ROCKFORD. ILL. Buffets Bookcases China Closets We lead in slyl", ConUructioa and Finirb. See OUr Cataloaue. OUI liDe OD permanent exhibition 7th F"Jow. New Manufacturers' BuildinlL Grand Rapids. NALl'S, the Polish Ihat is Making Evansville Famous. NaH's Red Star PoUsh dries instantly and never softens or gums. No di .. agreeable or offensive odor. Never set· ties or ~pora~5. A trial order always makes a permanent customer. Brings OIU the finish and gives new life to furniture. This Polish is free from acid. Can be used by any child, Guaranteed to give satisfaction. Sold In 1, 2, 5 and 10 gallon cans and in barrels, also put up in Z, 3 and is oz. bottles retailing for lOco ISc .. nd 2Sc, allowing a liberal profit to the retailer. Write for prices and state Quantity wanted. A perfect Polish and Cleaner for Furniture. Offlce and B ..r Fbr.:.. ture., Plano•• Or.ans. Blcyole•• 1rODbeds. Carrh,ge. and Automobiles. We re,f81'you to /he crescent Furnitu're 00., The EvanlfVil'e l)esk Co., The Rtf, D. Miller Folding Bea 00" arid the Otty National Bank of E"lJansvWe. AMERICAN PHARMACALCO., 'os UPP'. ".ST ST., Evansville, Iud 13 HORN BROS. MFG. CO. 281 to 291 W. Superior St.. CHICAGO,ILL. MANUF,tCTt.'RERS OF Chamber SUites, Odd Dressers, Chiffoniers LADIES' DRESSING Tl\BLES to match Made in Golden Oak, Genuine Mahogany Veneered, Birdseye Maple, White EnB.mel Highly Polished O'r Dull Fil'lish. We also make a line of PRINCESS DRESSfRS from $13.00 up., In Quarler-$awed Oak. Mahogany and Birdseye Maple, Veneered If you have not received our Spring Supplement, ask for it. SAMPLES SHOWN BY PECK & HILLS 1319 Michi~D Avenue, and HALL &. KNAPP, 187 Michigan Avenue, Chicago. Muskegon Valley Furniture Co. Muskellun Mich.. " Odd Dressers Chiffoniers Wardrobes Ladies" Touets Dressing Tables Mahogany Inlaid Good, Ladies" Desks Music Cabinets Line on sale in lI'ew .Vantlfac-iturm' 8' Jj!j,ild-ing. GRANlJ RAPIJ)S. The Sargent Mfg. Co. MUSKEGON. MICH. Bachelors' Cabinets Ladies' Desks Extra Large Chiffoniers _____ Alw Manufacturers and E'.xporlers (If _ ROLLING CHAIRS Chairs adapted to all kinds of invalidism, both for house and street use. OVER FORTY DESIGNS TO SELECT FROM ,.-----------_~_--------------------. MOON DESK CO., Muskegon. Mich. Office Desks See Our New TYPEWRITER CABINET No. 533. L__ 14 the best advantage for the general good. \\lith a good sal-ary to start with, based upon the feeling that the furniture salesman is the high grade artist I have claimed, and a know-ledge that increased revenue will naturally come to him as his worth to his house is demonstrated, there is sufficient in-centive in my estimation for him to put forth his utmost ef-forts at all times. v'lith a commission emolument most fre-quently comes a selfish desire to grab every customer in sight regardless of which salesman has this customer on his 'list of patrons and that, almost without exception, gives rise to feeling and lack of harmony among the working force which certainly will not redound to the benefit of the house. Bar-ker Bros. have been committed to the salary plan for years and have found it to work to their advantage. Each of the five houses in the Pacific Purchasing Company, likewise hold to the straight salary line and all have found it so satisfactory that they have never even mooted the idea of a change." "Straight salaries are what· we advocate at all times," said "V. N. Artz of the Artz Furniture Company, Dayton, O. "Our house has never even considered placing salesmen on a com-mission basis," he, continued, "much less to put such a plan into effect. To me it seems to be putting a salesman or any other employe on a rather low plane when it is even suggest-ed they will not put forth their bes~ efforts for the house which employs them without the cxtra incentive of a com-mission. Certainly we have never noticed that any of our men were laggards in seeking trade with simply their salaries as the compensation for their work. It is understood that if any man does exceedingly well there will be something in the nature of a present for him, but this i,s not held out as a premium. We pay our men good salaries for their best work and we keep in touch with the men. When a man is failing in loyalty I would not have him around, and if he was n·ot-a salesman I would get somebody to take his place." "Sanger Brothers in their Dallas store use the straight salary system," said their buyer, H. H. Craft. "There are times when we 'po m.' stuff, but then you cannot call this a commission. The 'po m: isn't always put on old stuff, al-though it is employed with what may be termed stickers. I had a case in point right along this line a few months ago. J had bought a couple of tables from one of your best factor-ies. One was in weathered and the other in golden oak. They stood around the flooTs while the men busied them-selves selling some lighter stuff which was marked at a few dollars less. There wasn't a thing the matter with those tables. In fact, I might say they were the best things in the table line we had in the shop and the prices we had put on them were reasonable, yet there they stuck. "V/e keep open Saturday nights and one day when I came back from dinner I still saw those tables in the same old place and they moved me to action. I called the force to the tables and asked what was the matter with them. Nothing could be entered in complaint. Then I added, "Boys, there's a dollar 'po m.' on each of those.' Ten minutes later one had moved and the other ..".asn't long in following suit. Now, I don't think the 'po m.' was altogether responsIble for their selling, although it was naturally an incentive, but the at-tention of the men had been called to those tables and it was up to them to move the goods out. The tables were all right, the prices were reasonable and the men had been impressed with their selling qualities when they were prop-erly pushed. I intend to order !:lame more of the same kind for next season:' J. G. Sharp of Siegrist & Fraley, Buffalo: "I believe in paying clerks straight salaries-good cornpensation for good men. That prevents petty jealousies among employes that prove inimical to discipline. Good men always work better when assured of a good income regardless of failure in sales, the loss of which cannot be attributed to· them." "Commissions are good for clerks in some stores, while salaries are good in others," said Gus Leopold of Leopold Brothers, Cleveland, O. "It all depends upon the business of each firm. Good clerks are generally well paid. When they are not properly treated, they have no difficulty in se-curing employment elsewhere. When I we get a good man. we endeavor to treat him right and retain his services." "It is the unwritten law of our house to pay salaries, and good ones at that," said L.T. Perkins of Tull & Gibbs, Spo-kane, Wash. "We strive to get the best help obtainable, and never act niggardly with them. Consequently, such a thing as a squabble over a sale or the entertaining of envious or jealous feelings between our employes is a thing unheard of. The percentage system, we believe, is distinctly a trouble breeder and is not used by us, even in the way of offering 'po m.'s' to help move 'stickers.''' Emil Kahn, George Kelly, Philadelphia "We pay our salesmen straight salaries and would much rather pay $35, $40 or $50 a week than $20. It is 'the men we want, those who have the presence and the faculty of convincing custom- Made by Rockford Chair and Furniture Co .• Rockford. lll. ers that it is to their advantage to purchase. You might say there is no salary limit to a good man. OUf firm doesn't believe in the percentage plan, because it tends to make the men misrepresent goods in order to swell their sales ae;count and also creates a great rivalry on the floor, which is a never-ending source of trouble. When a man draws a straight salary, the subject of remuneration is removed from his mind and he can devote his energies singly to exactly what we want -selling goods," Tom Ellison of the Ellison Furniture Company, Fort Worth, Texas: "Business booms in Texas, the same as it does anywhere else. Like all the west, we cannot get cars enough to transport the goods that we buy. The freight rate problem is a complex matter. I buy in carload lots and the tariff suits me. Whether I like it or not, it is simply a case of have to. Small dealers who cannot charter a whole Car together, of course, suffer more than the larger dealers who make individual shipments of big consignments. While we would all like to see a square deal, selfish interests wHl prevent the larger dealers from helping the smaller ones." AMERICANS CONTROL RUGS. Their Plants in India Employ More Than 15,000Persons. What can be lone by American enterprise and push is shown by reports from Calcutta to the effect that within the last few years Americans have given a wonderful impetus to the manufacture of rugs in India. In 1905-6 there were man-ufactured in India, and exported; carpels and rugs to the value of $1,900,000. Of this total $1,500,000 \vent to the United Kingdom and $400,000 to the United St::ltcs. .:\105t of the finest rugs shipped from India went to the consumer in tllf~ United States and 1,-veremanufactured largely in factories ill India controlled by American capital. It is stated hy \rVi\.liam H. 11itchel1, conSUl-general of Cal-cutta, that one American firm alone control ten factories, One in Kashmir, one in Hyder2b2d and one in Sikkin, the others be-i.ng scatten:,d over hvo-thirds of India. This firm employs 15,000 people, half of whom arc females engaged in spinning and the other half all hand looms. PTactically all the rugs made by this firm are manufactured from designs made in the United States, and are intended to meet the American demallCl. The colors used arc indegenous, pnrcly vegetable, and arc prepared ham formulas that have been handed down in India for centuries from father to son. This firm, it is stated, wOl1ld beglad to do its manufacturing in the Ullited States, but it 'was found impossible to induce any considerable number of expert rug makers to immigrate to the United States. evell were there no legal difficulties in the way. It is also impossible to induce )l.1neriCalls to cn-gage ill making rugs by hand as they arc made in India. It is a matter of g"enuine pride to Americall,'; to kno'IN that their own countrymen [ire at prcsent leading in the cllterprise of rug making in India and are the 61"stwho entered the dOlnain of Thihet to engage in manufacturing industries. \Vhile these rugs are not of ;J. purely oriental dcsig'l1, yet to a cultivated taste they are mueh more artistic than oriental rugs. Or, in other \vords, they meet with greater favor from the general consumer. This firm, however, is able to imitate the antique oriental de~ign so perfectly that the only difference discernible to the l__ III Remo ...es Shipping Marks. Mars. Scratches. Stains. Cleans, Fills in and Polishes. II 15 average person would be possibly the higher finish of the imitations. There would be the same Humber of knots to the square inch, the samc colors, prepared of the sanle ingredients and the same designs, and the "v'ork would be done precisely in the same way that the oldest rugs ,.,.-eremade. The rugs fOi the Uni.ted St'ates trade are mostly made, as already stated, from designs prepared by American artists. Made by Herzolf Art Furniture. Co••Sa9in~w, Mich, The carpets and rugs sellt to the United King-darn are made by natives who sell to brokers for export. -Some of these find their way through London into the Americdn markets and are offered for sale as superio;- Indian rugs, which they are not. Experiences That Weary Traveling Salesmen. Traveling salesmen frequently come into contact witb office attendants that should be ordered "back to the farm." The fresh kid who insultingly asks, "What do you want?" after hiding a cigarette and a cheap novel of the vVild 'Vest with little if any interest in the firm by which he is employed, is one type. Another is the obliging, courteous, stupid boy, /\. card intended for 2\Ir. Jones is handed to Mr. Smith, who is not interested in the caller or his wares. \Vhen one asks for Mr, Green the youth remarks that he is out. Immediatelv after 1Ir. Green appears. It is a toss up bet",.-een the ins~- kllt and the stupid boy. Then there is the office where the caller is obliged to answer as many questions as are pro-pounded by the medical examiner of a life insurance com-pany. A card must be filled out with the name of the caller. his location, the name of his firm, and the goods he sells. It would surprise no one selling goods on the road if informa-tion should be asked by the man behind the door as to the color, weight and height 'of the caller; also as to his religious and political 2fJi.liations. Aside from the disagreeable and incompetellt guardians of the office door whom all sales-men ellcounter, there is one institution which is even more liable to drive self-respecting salesmen to drink. This is the little pigeon-hole through which callers have to talk. It is usually less than a foot squ<lre and placed so low that one ,of average height is obliged to stoop in order to carry On a eonversatioll. 'To the average salesman, the hide and seek game through a pigeon-hole evidellces a susllicious and mean spirit. One is inclined to think that the partitions enclose a party of crooks, or that the party l11istru~ted all who called on them, One is loth to ptac,e confidence in a man who transacts business behind peck-holes. 16 The Ford & Johnson Company "EVERYTHING IN CHAIRS" When in Chicago do not fail to see our immense display at our salesrooms, 1435-37 Wabash Ave. Many new patterns. 106Ct Solid Mahogany. ==== SEEOUR==== Complete Dining Room Suites--Oak and Solid Mahogany. Chairs and Rockers--All Kinds. Mission Furniture--All Finishes. Children's Co-Carts and Carriages. Reed and Rattan Rockers. Fibre Rush and Malacca--The Ideal Furniture. ===CENERAL OFFICES=== Sixteenth St. and Indiana Ave., Chicago. ~~~~~~SALESROOMS CHlCAGO BOSTON, MASS. ATLANTA. CA. 1433-35-37 Wabash Ave. 90 Canal St. M!'fiettaand BarlClwS~. NEW YORK CINCINNATI,O. FRANKFORT.KY. 102 CanalSt. 47 E. Sixth 51. • IU6e7 Solid Mahopny. The New Banquet Table Top AI well.. OFFICE, DINING and DIRECTORS' TABLES are out' .peeialty. STOW & DAVIS FURNITURE CO., ~~~id>. Write for Cata1orue. Get sll,1nplesof BANQUET TABLE TOP. American Morton House ..... Plan Rates $2.50 and Up Hotel Pantlind Rates $1.00 and Up GRAND RAPIDS, MICH. European ......Plan The Noon Dinner served at the Pantlind for 50c is the FINEST IN THE WORLD J. ROYD PANTLlND, Prop. Furniture Dealers need have no more fear. With the use of Cline's Caster Cup one table may be placed on top of another without injury. Made in two sizes in the following finishes: Oak, Mahogany and Rosewood. Special prep;ared feet bottom, preventing sweat marks, scratching, etc. Price: 2:< in. per 100, $3.50, 3» in. per 100, $4.50 We also manufacture the moat rellable Card Holder on' the market. :: Write for our new 40 P"i.. Catalogue. L. Cline Mfg,Co•• '''a.Wab ••hA.... Chicago WE manufacture the la.rg· eat line of FOLDING CHAIRS in the United States, auita.ble for Sunday Schools, Halls, Steamers and all Public Resort*. • . • . We also manufacture Brass Trimmed Iron Beds, Spring Beda, Cot. and Cribs in a larKe variety. • . • Send for Cataloeue aDd Priou to Kauffman Mfg. CO. "5I1LAND. 01110 Inset Ranney Refrigerators and Kitchen Cabinets "e .hown duriog 'he WINTER FURNITURE EXPOSITIONS -at- CHICAGO Manufaeturen' Exhibition .r Building, 1319 Michigan Ave., Filii Floor. NEW YORK Furniture Exchange. 43d .nd Lexin8101l. A full hoe of samples 311 each ex-position and com-petent salesmen in charge. THE BEST MEDIUM and HIGH PRICED REFRIGERA-TORS on the Market. SEE THE SEVEN LINES L LAPLAND CHIEF, OAK, T;le Uoed. CHARTER OAK, ENAMELED, ASH, Wlll'e Enamel 00 Galvan;zed lroo, LAPLAND, OAK, Galvanized Iron Lined, MONITOR, ASH. Galvaaized Iron Lined. CHARTER OAK, ASH, Galvanized Iron Lined. All wilh metal Ice Racks, Adjustable Shelves. Self Closing Doors, Removable Ice Chambers, and other improvements. MASCOT, HARDWOOD, Galvaniud Iron Lined. RADIUM. HARDWOOD. Galvanized Iron Lined. Ranney Refn.gerator Company, aHoOdMFEACOTOFFRIICEESS, Greenville, MalerD~. CAT ALOGUE.S FURNISHED ON APPUCA TION TO THE HOME OffiCE. Inset Upholstered Furniture Every dealer should interest himself enough to examine our Line for the coming sea-son, see how the goods are made and finish-ed, and get our prices. We have Quality, Style and Price. Send for Catalogue. We make the BIGGEST and BEST LINE of DAVENPORT BEDS ONMr~iET. Call and see us at our SHOW ROOMS, 35 to 41 N. Capital Ave., INDIANAPOLIS, IND. THOS. MADDEN, SONS & CO. 17 five Complete lines of Refrigerators at Opalite Lined Enameled Lined Charcoal Filled and Zinc Lined Zinc Lined with Removable Ice Tank Gakanized Iron Lined Stationary lee Tank Send for new CAT4l0GUE and let us name you price Challenge Refrigerator Co. GRAND HAVEN, MICH., U. S. A. THE GREATEST LINE of the GREATEST MANUFACTURERS --------- - OF CHAMBER FURNITURE Lvery Dealer Wants It Becau;:f,LverYbOdY Buys It~ SLIGH FURNITURE COMPA .Y, Grand Rapids, Mich. Manufacturers of BEDROOM FURNITUR~ EXCLUSIVELY. . . New Spring Line ready. W'e operate the largest factory in t~e world producing chamber furniture. 1_ 18 ·:r~MICH.I..GA7 N « ~STA.SLISHED 1880 ,(!:~.., ~ \ . . i O~ ~ ~ - " - ....-.!!: ~ PUBLISHED BY MICHIGAN ARTiSAN CO. ON THE 10TH ANO 25TH OF EACH MONTH OFfI'ICE-2-ZO L-YON ST•• QRANO RAPIDS, MICH. ENTfiflEO 018 MATTER OF "THE 8ECOND Ol.....SS Seven~eights of the wealth of the United Stat~s is owned by one per cent of the populat1oll, according to the statement of a financial expert. The Artisan has been under the im-pression that mOfe than one per cent, of the population was engaged in the retail furnitnre business. The expert will ac-cept OUf thanks for "putting us wise." *1* *1* *1* *i* The wisdom of announcing. an advance in prices weeks in advance of the date when new price lists will be issued is questioned. It is claimed by many that no benefit is ever derived by the manufacturers of furniture by stich advances, for the reason that the glass makers, the lumber cutters and others supplying, ,materials to the manufacturers have nevcr failed to push uI;'!~lrprices and absorb the advances the manufactitreJs of f~u.nitur'e hoped to enjoy. . *l* *1* *1* *1* Prof. Griffith, of the Art Museum, Detroit, in a lecture de-livered in Grand Rapids a short time ago, remarked: "The manufacturers of Grand Rapids make the most beautiful and at the same time the ugliest furniture in the whole world. .There is no excuse for the production of ugly furniture in this city. I have a lecture on the subject of furniture. Some time in the future 1. will deliver it here." The manufacturers of Grand Rapids will nd doubt be pleased to take a fe'''' les-sons in the art of designing and constructing furniture from the learned professor. *1* *1* *1* "I" During his recent sojourn in Grand Rlpids, v..'. A. Barker of thc Pacific Purchasing Company, Los Angeles ,discussed the qualiJ-lcations necessary for successful salesmanship in the various branches of trade, and declared that the successful salesman of dry goods 'would not be competent to sell furni-hue, without a thorough course of training. Many require-ments in furniture salesman are utterly unknown or unlearn-ed of in a dry goods store, or any other branch of trade for that matter. He mllst be an artist in 'education and tempera-ment to command the be~t positions in his line of work. *1* *1* *1* *1* The attendance of buyers at the expositions was not as large as had been expected and'the huying was conservative. This is accounted for by the fact that before, the advance irl'c'the pris:es of case goods took effect, a few months ago, or-ders' we're placed for goods in sufficient quantities to meet the requirements of tbe dealers during· a considerable part of the current year. No countermands were made and many of the factories are still employed upon orders placed three months ago. The shipments of furniture in December were unusually heavy for that month, and the manufacturers opened the spring season with bl1t little stock on hand. *1* *1* *1* *1* A traveling salesman} who has met him, declares that the "mean" buyel is short sighted, disliked and generally dis-honest. He is ever seeking cut prices, playing one manufac-turer against another to save a few cents on an article. Such a buyer is a fraud and his services are a detrjment to the house by which he is employed.- Many salesmen quickly discover the pole:catish proclivities of the mean buyer and scratch him off their calJ)ng lists, The manufacturer of meritorious wares and selling the same ata reasonable price, dealing squarely with all, can look with indifference upon the scheming of the "mean" buyer. MAIL-ORDER HOUSES BEATEN. Small Dealers are not Permanently Injured by the Catalogue Concerns. ")..-Iail-order houses continue to hurtdea'lers in the smaller towns," was the statement made by. L. L.Hamilton, proprie-tor of the furniture establishment at Decatur, Mich., while in Grand Rapids, "but not so much as .formerly, People are gradually getting educated to the fact that furniture sold by such companies is invariably of an inferior grade, worth much less than the price asked, "Before buying, customers now want to see the goods they contemplate purchasing and they cannot do that in buy-ing from a catalogue sent out by a mail-order house. By putting in good stock and selling at reasonable prices, small dealers are learning that they have their big rivalS beaten. I fo]\o\v that method and find that the mail-order concerns cannot compete with me except in th~ poorest class-of trade, the sort that a small town mercbant does not care much for, as he is generally compelled t6 give credit to stich customers and the cost of collection is generally greater than the margin of profit. "Yo/hile it has been a hard fIght, I think that the country dealers are commeicing to recover the trade that has been diverted in recent years to the mail-order establish-luents." How Ex·President Keech Would Meet the Methods of the Mail-Order Houses. \V. H. Keech formerly president of the National Retail Dealers Association, au active foe of the mail-order and pre· 111iu111 houses urges the memhers to secure legislation to stop the latter, "Tohacco, soap and other companies that pretend to give away premiums with their goods are inimical to the furniture trade especially, as 1110stof these premiums consist of house-hold goods," he said. "Although they declare that they give tbe articles .away, the consumer of their l,'v·areshave to pay for them. Something should be done to stop such business methods and legislatiou seeking prevention should be de-manded." A Popular Furniture Man Makes a Change. George Haslam who has been connected with the Emery, Bird & Thayer Company of Kansas City in the capacity of buyer and manager of the furniture department and also with the \V'estgale Shop, will hereafter be associated with the Duff & Repp Furniture company as general salesman. His very wide experience in the furniture line, should make him a valuable man. He has long contcmplated associating him-self with this house, and his many friends among tl-.e furni-ture salesmen, who make Kansas City, will be gratified to know that he is so well situated. A New Factory in Howard City, Mich. A factory to make case goods has recently been organ-ized in HO\vard City. Mich. It is called the Michigan Case Goods Company. The goods to be manufactured will con-sist of sectional book cases, chiffoniers, commodes, etc. The plant of Skinner & Steenmau, vacated last year, will be used, and has beell purchased for that purpose., Operation will be commenced as soon as machinery is installed. Store for Colored Persons. Kew York is to have a 'large department store operated by and for colored persons. PATENTED JULY 29, 1902. The Best FASTENER for Five Legged Tables Write for Prices and lnform,atiotl. -·-10-· Invincible Table Fastener Co.• Shelbyville. Indiana. Salesmanship is a Fine Art. Selling goods or soliciting requires a careful study of thc art of salesmanship. The salesman \vho makes the gTealest figure of success in the long run is the one ;,vho has practised trnth and established himself in the cOllGdence of his custom-ers. The whirlwind makes a good shO\ving on the start, but the law of compensation comes in here again, for where you gain in speed you lose in pO\ver. Some customers are sI0'''' to open up and -extend their con-fidence to the salesman and others quickly make up their minds and express their preference. A gTeat deal of pre- Jiminary \vork can be a\"oided if the salesman is tactful on the start. The nrst impressions are lasting;, aHd the solicitor should study carefully his first appearance. The salesman should be neatly but not flashily dressed. He should be a gellt]emall above al1 things. A gellt1eman dresses 50 that later on the customer could not accurately de-scribe \vhat clothes he had on. It is the l1ashily dressed sa1eman yOll call describe. The customer remembers the clothes rather than the man. Some good rules have been laid down by Colonel W. C. Hunter for the guidance of "the young men of the road." A solicitor, he says in the Chicag;o Tribune should never smoke in the presence of the customer Oil the' first acquaintance. The matter of smoking in the customer's presence has prej-udiced many a customer 8gainst the salesman. Business men have prejudices, and to some, smoking is highly,obnox-ions. Under no circul1lstal1ces smoke in the customer's pres-ence ullless yOLl are well acquainted with the customer and have his permission to smoke. Story telling is like a two-edged sword. Sometimes it helps and sometimes It is a distinct disadvantage to tell'. stor-lCS. Above all things, the salesman should knovv' his man. Tf he gives evidence that he is fond of a story, then you can remembe ....a good story and teU it to him. No salesman eve'f 19 THE 1907 WOODARD FURNITURE COMPANY LINE of""mWium priced Bedr~m F umilute will be( a winne.;. Many very desi.ra~ hIe coloni~1 suits in circassian walnut and mahogany. 500 pieces made:in all woods and fin~ ishes" will be on display in January at our usual place 3rd floor large Ex-hibition Building. Grand Rapids. WOODARD FURNITURE CO. OWOSSO, MICH. made a distinct hit, however, by telling vulgar stories. While a customer may laugh, he forms an opinion of you which is not cOITlplimentar);, if you are always telling .~t()ries you \\,ould not repeat where women arc present. Tbis practice of telling vulgar stories is so general that we may be called supersensitive in expressing our disapproval of telling vulgar stories, but the facts arc, the woods are full of good stories, and a man who tells stories that will bear re-peating, finds more favor in the e}'es of a customer than the nian who tells indecellt stories. The best advertising solicitors 0111(1 the be"t salesmen are those who get business on business grounds, and through a knowledge of their bl1siness, rather than through their ability to tell stories or to order dinners. The good salesman studies the other side of.the question; he acquaints himself with the methods used by: the customer in disposing of his goods. He doesn't talk his own side of the case all the time. He works ''lith the customer. tries to give him good advice, and shows an interest in the cus-tomer's business. Such a salesman will get close to the cus-tomer and wilt retain the patron8ge long after the good fel-low has passed away. Married Men are Best Salesmen. :"h. Budd1ugton buyer for the Pair, Cincinnati has entlre charge al1([ control over the fUfllitllre department. "I hire the salesmen and g:ive preference every time to a married mall or a man between twenty-five and thirty," he said. "I find they arc steadier and ;lre more conscientious 'workers than the YOl1nger niall." 'Vhy make so much -(Jf,·the man with a "bumble start in life?" . )'lany (if"l'lsstar'ted it barefooted and some of us bald headed. 20 Stafford Makes Upholstered Xo. 80 ,\djustabk b~nd niVllll COllch. Furniture Send for our new Catalogue showing a full line of up-to-date Couches, Sofa Beds and Parlor Suites. Prices on Lodge and Bank Fixtures application. We also make School ture, Church Pews and Chairs. Furniture quoted on Furni- Opera Every Furniture Dealer should se!! a!! if the abow lines. Vi,it our Exhihit at 1323 and 1325 Michigan Ave., Chica!!o, with Geo. D. William, Co. E. H. STAFFORD MFG. CO., Cor. Adams and Market St., CHICAGO. DESK HABITS. Business Men Who Surround Themselves With Order- Others Who Don't. "Curious about men's desk habits," said a man whose busi-ness takes him about morc or less into various sorts of offices. "I was in £ill office yesterday where I had occasion to ,vrite something. "'H ere, sit down at 111Y desk,' says the man. 'I guess you will Lind a place there.' "And I did find a place there after moving one or tv,'O things, but that was all I fOllnd-a place just big enough to write ill, and that square in the middle of the desk. "This was a flat top desk and, except for that small, bare spot in the middle, it w<ts just covered with papers and things of every description and these not folded or stacked or set about ill any orderly manner, but all apparently in the ut-most cOllfusion. "The desk looked as though its O'\'l1er when he had got thrOllgh with a document or bill had just pushed it hack from the bare spot 011 the desk. And so he had stuff piled l1p on his desk overlapping" and lying any \Vay all around the top o( his desk, and actHally sloping down from all arolll1d to t1l<tt bare spot like a flat valley, where he wrote in the centre at the front. "And this was a business nHll1, too, and moreov('r, as Twas told, a man '~lh<)has accumulated <l comfortahle property jn the pursuit of bis business. And I found him in the dealings I had with him not only personally amiable in all things, as indicated by his cheery call to use his desk, but fair aud exact in his business ways. "How be ever did business with his desk littered up in that way, how he ever found anything there that he wanted, or how he ever relnembered anything I don't see; but as far as I know he never forgot anything that was important. "It made me think of sOllletlling a minister said to me once. I was saying to this minister, talking about preaching extel11pOralleolls]y, that I should think when a man got up in the pulpit to preach he would forget SOl1:teof the things he wanted to say, alld the minister said that som('times you might forget things in that way, hut then he recalled what an experienced old c:1ergyman had said to him, in reply to the same suggestioll frOI11 hirnsdf \...bich was to the effect that the things the preacher forgot to say v,'cre usually the things not worth remembering, "And maybe it was so about tl1e (orgotten things in the pik of papers on that desk. "But he wasn't the only man I Inve met who kept his desk <lpparcntly in thc g-rcatest disorder, but '~lasnevertheless suc-cessful; and th(,ll I h~lVe known plc:nty of men who went as far the other .vay, and who would have a fit unless they could keep everything on their rle;;b\ just so. ~ "The inkstand I11l1stbe here and the stamp box here, and the pen rack h('re; all just so and kept so; and with no litter anywherc, with everything" free and clear and in order. And I have known men who couldn't write unless they had their paper sqU8.red just right, and all that; precise men, who must . llave everything just so he£ore they could get to work; all the \"er)' opposite of the man with the littered desk, who has at least in his favor the fact that he doesn't worry over trifles, but keeps on serene through it all. "And while I have known men who must have everything just so neat ;tbout their desk, fresh blotters and clean ink-stands, and all that. I have known other men who didn't care-if their desks were a foot thick with dust, and who only asked that their things should not be moved or shifted about, just stInpl)' and only that their desks should be let alone. "As a matter of fact there is in these days less and less disorder in business met1lOds and morc and more system; this is an age of sytem."-Ex. The Safe Side is the Right Side THE RIGHT SIDE OF THE REFRIGERATOR TRADE IS FILLED BY THE BELDING-HALL MANUFACTURING co. MANUFACTURERS OF REFRIGERATORS THAT CONTAIN ALL THE GOOD POINTS --IN-- REFRIGERA TORS THREE GREAT FACTORIES CAPACITY,80,000 Per Annum WRITE FOR OUR CATALOGUES INVESTIGATE OUR QUARTER SAWED CASES saUD QUARTERED OAK The Belding - Hall Manufacturing Co. BELDING, MICHIGAN BRANCH OFFICES-··213 Canal Street, NEW YORK; J 96 Mornoe Street, CHICAGO. 21 ~-------------------- --- -- 22 OUR NEW 1901 LINE OF ALASKA REFRIGERATORS with side ice chamber is made in twenty-one styles, zinc lined, white enamel and porcelain lined. Our catalogue "vill interest you. TVritefor it. THE ALASKA REFRIGERATOR CO. Exclusive Rdrigera\Qf Manufactmers, MUSKEGON, MICHIGAN. HARD Manufacturing Company Manufacturers ot MALLEABLE BEDSTEADS. WOVEN WIRE 'nd SPIRAL SPRING BEDS, MATTRESSES 'cd PILLOWS. Our Malleable Beds are guarantud tur 25 yes's against breakage. ](,-il,' for /'ill!i(u!ars aud I'/'iu'\", OFFICE and WORKS' 117-133 Tonawanda Street, BUFFALO, N. Y. EI"ansy;11e, Ind .. Jalltl,lry ~3d.--V('r-:· sati.~lactr'ry r('tunlS ;lfC reported hy tho"e nr nur manufacturers \\.'h'l c:\!JihitL'd Olei1' line:-; ill St. Lf)l1i.~ ;~n(l Chicag" dn:-illg tl1C P;I.':'[ llj"l~th. \Villl the sales mack thr'lllgh lIther "'ll1rcc.:.. ilirLtl!illg (',It;1 log-ue:; iJlustr;ltillg' tbvir ne\'," lillcs. till' Cilliditi'lil ur rill' ill- ([,("try (IS to \lI'clef;:; i~ycry ;;;'tt-i,:,bctiH) The Karges vurnitl1rc Company ha\'e is,sued :1 Clt:l1og'lle illustrating ane! descrihillg tlwil- gTcd line of c!l:llnbc;- (l11"1li lnre and warrhohes. The lilIes \\I1\\,\)('rs oyer :hH\ piece:,:, The SUlltz & Schmitt FUl"11itllrc C()nlpall}' h:IH' rccciH'd their hC,ll1tifully cngr,n'ul and ani,.;;ticI11.)-· prilltcc! c:ltalnglH' from the :\fichi;..>::tn EllP:I'<lI'lIlR and f'riut\llp: C(\tl1P;\1\Y 0\' Gr;l11d .Rapids. lfanagcr Vel1W0ck kLS eng:lged the sen' ices of ol1e ,.f the most Jloted de,..;ip;ncrs ill tlie trade to preparc ;1 lillt' of tHe"\' patterns for the Eock,.;tcge Furniturc COlJ1p,my. Tt \\'i11 make the buyers ,.;tand up :llJd take notice when the bit sea- ";"11 o[ tr;lik (1]K'1l";. The Hock:-:tegc i,; among the busiest 'il' the i:lct'lrics ill F,·;rns\-il!t' . .:\bn:I.l.:u Ellis (,f tlie r>'ans\,illc Desk COlnp<lny rcpods <I c:tl';I<ly (ll'Ill(l1Id ior orlice desks, The: prochlct" of this COIll-jJ, lI1y 1:lck lll,thing ill quality. Thc Hnssc J;l1rlliturc CUlllpall}C wi:t lll;lil dleir ncw c;-lta-lilgllC tl! till' tr:tdc upon applic:ltioll. S,lti,;\';\,'ll'1'y 1'1");0;1'e,,:-;is lynkil1g in the ':vork or C()llstrL1ct-il; g- a 1]('\,' f:lclr1ry f!lr the Standard Cklir C()Jllpany. The ]->';lIb\ille ::'fctal Bcd C0111jJ;lllY !lad ;1 very satisfae-loy!, ye,lr of lr:\(\c and tllC turrent ytZlr loo1.::s good to the 111<lnag-cmcl1t. nCll f-ll).;se report.;.; a heavy dCIll:lnd for the goods of tbe C\\ihl' Furniture CC)l1lpaIlY, TllCi!· imitation quartered oak is a 1(',llun', but Ilot the on:y I!IlC. of the (J!obe line. The Cnl\,-n Chair Cornp;ulY ulldcr the c,lJ!able lll;l.1lage-ment {If .:\11', St(Jlt:~ is lr<l11sanillg ;1 very s8tisfactory amount '11- bl1,sillcss. Sa\csm;\llSl1ip consist:;:, in giYlllg the bcst service to the Ulst(l'ller while lnyally maintaining the inlcrests of the hOllse. rIR. T I.ssJeIel'J' 23 ami h;l\re the fOI'Cc of 1a1;v. They prohibit the use or sale in New Y(Jrk of any fluid containing arsenic, zinc, mercury, lead, silver, antimony, chloral or any poisonous alkaloid, or that which is not a thorough disinfectant in the proportions ordi-narily used in embalming-, The effect of embalming fluid 011 the lungs of Mr. Rice was an issue of vital importance in the Patrick case, and one of the main contentions upon which his long fight for life has been based is that embalming fluid caused the congestion of the lungs whicb the prosecution declare was due to the use of chloroform. Kansas Retail Dealers' Annual Meeting. Mail orde r houses, their methods, their effect 011 the buy-ing public and the means of meeting them as competitors was the most prominent topic discussed at the annual meeting of the Kansas Retail Furniture: Dealers' Association, held at Topeka during the third week in January. The general opin-ion seelned to be that the catalogue houses were less to be feared thall a great m<Jny country retailers conceived them to be. A lllan from \\Tichita seemed to rf~present the senti-ment of the majority on this subject when he saiu. "\Ve must get away from this notion that the mail order houses Clfe going to run us out of business. J believe that in tbis business it is a survival of the fittest. ?>.fectthe competition of the catalogue people with as good or better an offer. Keep it up, and study the conditions to make your trade better." President B. F. Bracken of Deloit, in his address, made a plea ior co-operation on the part of furniture men. He said: "The futility of individual effort is coming to be recognized on every hand. The trend of the times is toward organization in every branch of commercial life." The dealers, he said, had suffered from freight rate discrimination, exorbitant in-surance charges, the rnail order house octnpus and a few other things. He believes that there should not be allY concerted action toward the regulation of prices. The old officers "·...ere re-elected. They are: President-B. F. Bracken, Beloit. Vice Presidcnt-\V. E. Samuels, Emporia. Secretary-A. F. Dotson, Great Bend. Treasurer--T. B. Oldroyd, Arkansas City. Arkansas Demands Demurrage. The Arkansas senate has passed' what is known as the \Vings demurrage bill, which imposes a fine of $5 pCI' day on railroads that f<lil to furnish cars to shippers a.fter four days' notice. The house has passed a similar measure tlnd the two have been sent to a conference committee which will consolidate them. after which the. compromise measure will be ratified by both houses by a two-thirds vote. The law goes into effect on \Jarch 1. A Pastor's View. "It is not the lumber used in an article of furniture that gins it value. It is the work that is done on the lumber that enhances its worth many times."-Rev. Dr. \\Tishart, pastor Fountain street Baptist Church, Grand Rapids. COll[1del1c(~in one's self and in the goods handled, is a Nan-Poisonous Embalming Fluid. pnme necessity in salesmanship. The controversy as to the cause of the death of \Villiam ~1arsh Rice, the aged )Jew Yorker, of whose murder Albert T. Patrick "vas convicted, has resulted in the adoption by the State Board of Embalmer Examiners of regulations designed to prevent the usc of any embalming fluid containing poisons which might embarrass the detection of crimc. The regula-tions have been approved by the State Health department, WANTED-Wood Seat Cutter. Experienced man to take contract for finishing wood seats after they come from seat cutting machine. Excellent chance to make good wages. High grade work only. It would also require at least two helpers. Please ,address "X. X.," care of Michigan Artisan, at once, stating experience. 1-25-2t INDEX TO ADVERTISEMENTS. American Pharmacal Co , 12 Alaaka Refrigerator Co. . 22 Barnes, W. F. & John, Co. . 25 Belding-Hall Mfg. Co. .21 Berry Brothers .38 Bockstege Furniture Co.. " ... 36 Bosse Furniture Co.. .37 · .16 · .17 3 .37 · .37 7 .16 Ranney Refrigerator Co.. . Inset Richmond Chair Co.... . 10 Robbins Table Co,..... . ... Cover Rock Island-Frisco.......... . 11 Rockford Chair & Furniture Co 12 Royal Chair Co , . . . . . 9 Safety Folding .Bed Co 32 Sargent Mfg. Co.. . 13 Schmit, Henry, & Co. . 7 Schmoe, C. F., & Co , .25 Sheboygan Chair Co . . . 29 Sheboygan Novelty Co 34 Shelbyville Desk Co.. .35 Sligh Furniture Co 17 Smith & Davis Mfg. Co 32 Spratt, George, & Co.... . 25 Stafford Mfg. Co.. . 20 Star Caster Cup Co 26 Stow & Davis Furn. Co 16 Unian Furniture Co (Burlington). 4 Union Furniture Co. (Rockford) .. 12 White-McCarthy Furn. Co , .Cover White Ptg. Co.. . 10 White Ptg. Co 35 Woodard Furn. Co 19 Invincible Table Fastener Co. . .19 Inter-State Hotel Co... . .33 Jamestown Lounge Co.. . .Cover Johnson Chair Co............ 2 Karges Furniture Co. . .36 Kauffman Mfg. Co.. .16 Lentz Table Co.... . 29 Luce Furniture Co.. 2 Madden, Thos., Sons & Co. .Inset Miller, Eli D., & Co.. .. . . .. .. . .37 Moon Desk Co. .18 Montgomery, H, J.. 5 Morton House . .. .. .. .. . ... 16 Murphy Chair Co. .31 Muskegon VaHey Furn. Co... . .13 Nelson-Matter Furn. Co. . .Cover Northern Furniture Co. 1 Palmer Mfg. Co. .31 Parthier, F. . 29 Peabody School Furniture Co. . .12 Pioneer Mfg. Co." ..... ,. . .31 Posselius Bros. Furn. Mfg. Co .. Cover Cline Mfg. Co . Challenge Refrigertor Co. Chicago Wood Finishing Co .. Evansville Desk Co .. Evansville Metal Bed Co. Fisher, C. A., & Co .. Ford & Johnson Co.. Globe Furniture Co ... G. R. Caster Cup Co. G. R. Upholstering Co Cover Hard Mfg. Co .. Hassler, Owen C., & Co. Hoffman Bros. Co. Horn Bros. Mfg. Co. Hotel Pantlind . · .36 . 12 .22 · .15 .35 . .. 13 .16 24 Traveling Salesmen for Sanitary Hotels. ag'cr replied: "Not to our disad\'antage. \\Then \vc W~l11t more money for our goods we advance prices and never have experienced any trouble in selling our output." At a meeting of the Egyptian Hustlers, an org:l11iz;:ltiotl of the traveling mcn of southern Illinois, all .1<111. 12, a resolu-tion was adopted asking the legislature to CTeate the arrlCe of hotd inspector to correct the unsanitary conditions exist-illg ill many of the hotels of the state. "f wcnt to the heirs. They, in their disap-pointment, ,,,,ere sore and churlish. They were pOOl-, they sZIld, and theil- l111Clc was rich. [t \V;tSll't for them to pay. "In fact, though sued the man who had cOl11e bJck la life, T lost my money. The judge said it wasH't his fu-neral, and he nccdn\ pay for il. There \-vas no use suing the heirs, since they had nothing. I thought of suing the doctor, but him Cilld me threw a gooo deal of trade in one another':-; 'Vci)' profes-sionally, Cilld 1 retrained." Couldn't Collect. The following "ex-perience" IS alleged to have been given re-cenlly at an under-takers' association b;l;I-quet: "ThlS experience," he said, "happened to me in '84. It is a thing that I hope won't haD-pen to none of yOll, for gents, it cost me dear. T was hired to bury all epileptic of fifty-six years. He had 1)(:<::11 rich, and the ceremony was a costly one, run-ning- 'well up into the hundreds. \V<::l1 gents, in the middle 01 the ceremony we heard in-side the gold-mounted coffin ,I ripping sOllnd. Scared, we opened the coffin, ~l11d there .vas the man, alive, teari.ng the v,'hile satin uphol-stery in despair and fear. He had been in a fit. He hailn't lwen dead "fter ;)11. And, if you'll heli('yc~ me, he r('~ ftL"ed to P<lY my funeral bill-11C said 11e ha(ln't ordered any fUl1cr;;,[, and he wouldn't pay for none. "I call siug 200 notes ,vithaut taking breath" remarked a tr"illed vocalist "That is nothing," remarked Dedbroke. YOUR FARE FREE TO INDIANAPOLIS ONE WAY=EVERY DAY IN THE YEAR SEVENTY ·FIVE MILES ON INTERURBAN LINES =====FORTY MILESONSTEAMROAD8===== "n, hln C"I,g, MIll' 01\ ;"'.1I'i11911Irl19t'J'b.1I Call II Nt' SntllllCd In f\Qbllh~. faUt," Thousands of the Best p('ople of Indiana ar~ taking ad\·antage of this offer. WHY NOT DO YOUR SHOPPING AT INDIANAPOLIS where you will find th\" largest a~sortment of the rarest and most beautiful selectillo of staple M~rchandi5e in the variolls lines indicated bdow. M~ke up your list of things needed and comenow. Askforthe REBATE BOOK. ow,.' at tho stores of the members. Gerritt A. Arc!"liba.ld&Co., 0Il1fttt_ CLtlh ... l"1t,."t.hlltco .... Wag r- 01.., ~orl ... ""' .... The Sander & Rcc:lcer • -Furn-iture Co" The Star Store, ~a~--.S1"''' 1..CSkItIrblJ!Ilc.US_S &N ..C...o._,_ ... T~S~" Vonnegut Hardware Co.. ~Ia~)' .,... {'t;It~ JulPiu!sactlC-.,,,,W...a..llkn- & Son_, H.=P.. =W.a\s£so.n--&~·Co .• c-. W-hean ..C_lot_hing ~Co" ~~.:rer~ Co., W. H. Messenger. -_...... ~ L, S. Ayr~ & Co .. ~ .. o..r.~" MJuta.,.,.._ Beeney Furniture and StO\-e Company. "".- _<:-'"" Badger Furniture Co •• Taml""1"11....... ~_ D. H. Baldwin & Co" :II __ n~< lLD,daolal1 t>.al_ of 1''''''00 &Zld Otlr*a. The Albert Gall Co., (....- .ad 'UI'~~. Ch~a_rlCes'1oL,,."H.,.aort"m"_ann, Paul H. Krauss, 8':tt~"i" j;';~' 0It ....,,- L.~E~. M""or_risRon.w&-Co.. The NewYorkS~, ~ <:In/u, _ ClMpotoo People"s Outfitting Co,. Fonol_ .u.d Ro ..... ~ Rin..k.'.s. Cloak House, """'"- - Sa1lt1s_"&_ Q;> •• Ilqo' ~ E. O. Langen Co., .... <tI< •• 8..... w~. &Zld r- Kahn Tailoring C~" TJ.JJO'~ Bliss, Swain & Co., Cletltlll. &Zld ~",,'. Fu ...... Mn" The H. Lieber Co., PIc ........ p,.".tn"" 004 ~ ~. 'Har ...... l. -.I ~."1D"'_ Wm, fl, Block Co" l>o7G<>C>6 .. UMb._ The P.obbs-Merrill Co... _uaa4~. Lilly & Stalnaker, ..... ('u ..... _IIartl......,., PLEASE READ ~ THE PLAN I II n. :'do"hLO'''' ..... 0<~.. 1' .. ~ of In<ltanApoll .... 1;1 ,..,I"nd .~. 'l'A}l.E OXE: WAY W ~cr'on. llelng ...1t~ln " ro~'M or lo't~ mile. !Tom 1~<lI~M."Ojl~ ,,~o .. lh~ ~'''ohaa~ or 12,."" d "'o,~h ...~_ ~dl.o (,ro", o..~ nlomhec ~t tho. AAaoo.l•• l... or r,om all com blood API{ I!'OR It. MERCl'lAN'I'i'!' A!1S0CJA'I'IOM REBATE BOOE:: , .. !he ,,~, "0'0 ,'0" onter o( 1110'0 ,,~med "buH ~. mem;'er.; lns)O! o~ havl"" enol' ""rol:&,o ~o'Me,1 '0 tho ret"", 1:>00"' In every :O."t~il?Ijt"tf:.tWn~;.~~~to';,tld'I;:'~~,n ';~;,:'U~~ll~';;j:,\~~ If.."S::~ Ba ..k. any time belweoo S n, 1'fl ..... d 6 1'. m. a.,,1 get "our ....h...'e. tt 1, all """~ •• imvle. "'0 ext,. .. t<ouhlo. ilprllntloll tot' rob ..t. book ",,,,at. ,,~ ,no.<ie ,,' t'ho tI", .. (l.",r~haso \" "".." ... TEl~ ~~II:R,(,RAN''''S' ...<;sOnAHON GUARA~TEl!la t<l .... ll_ '''m .. tb. tulllll~· ..... t 01 tho abovo Pt'O~""lUon. ON,/;: fl!::t\ Cl!:W"I'. ADOtTlQNJt.L CAln{ l'tE'RA"!l'; ...m 'o. ~1· \0"0", on ..11 vuroh ..... III 0""." or ... ontY-flvo Joihr. (HI.O')J. EVlIlR, LINE OF ~rE:nCH"',ND;Sli: 18 RIi:PRES"I!lNTED. Tho. 1>t"orch"nl,,' A"oclo.tlo" ot lodlo.",,,poll. Include. the Ul',o'teota- <1"0 'olall oloroa o! 'ho ""l', and eover" ."'«cUe,,II,· ovary lIn .. ~~"n";jS'i,;hoaoo~ltMon~e~~~rrd!s".{o,fn·';;'t'!,,'~I"t~~r.Il,;~g~ ~iS ..~;;~~r ~~~ rl.~" 10 rnlltco"~"""U" purollaao-tl.uo l~ U5."U .";>ellded. tot .. Moh you, tare w'i1 he ,Munded PERQONI'l LIVING AT A GR.ll:ATIIIJ't OIST.>.NCE 'h"", 10rC" ",110. may h",·. 1hel, rar •• robated, 'I'o ll!uO'"litO, rr vou I',·• • I.ty ",Ii., Q"'''~lho ,~"""IA"on r~r"n"" 1"0.'• leefY ,~'i0~1 l~. I"""nl!" !~, co., or only ~wen'y mll~" 10 YOu. In'orur~ ..n po.e~.n"Or. e,'o glvo, coH'o fa.ro Cor "*~."LY·~'''' ... t1~•. hut ohould uk oonducto, tM ,Ie!<ol Or ",,~h """Slp{. .bleb, VI"'1 b •• hown .. , .lOrM whero pIHO!>U'" II,. mo<l.. fir fllrtlln Inla!'" lnllll.a, ldllrn. C. Z. COFFIN, Manager, 16 E. Washington St. (~~~r..~.~:=lu)In:rdianapoli~ SAMPLE OF COOD ADVERTISING. "I can sign SOO llotes without breathing-the value of one breath on the lat." and yet not realize Perpetual Patterns. A prominent m::mufaduring bouse loc"tcd in Evansville, Ind., have not discontinued or chang-cd :1 single pattern in their line during the past five years. \Vhen asked 11')\'1 th(' continua.nce of the old line for years affected prices the l11a11- \Vell trail1ecl Spanish \o\'omen learn to handle the sword [rom their earliCSot year", ;)il.;J ~lY a H'SlIlt they h"vc admirable figures and an caSoY ,valle-Ex. \'''ell trained American women learn to handle varnish and p8il1t brushes and as a result they have admirable figures in the savings hanks. The advance in prices jleClll1i;lry s:ltisfacrian to on all kinds of furniture the commission men. will afford ------------------------------- --- - 25 Our New tland and foot Power Circular Saw No.4 The strongest, most powerful, and in every way the best machine of it. kind ever made, for ripping, cross-cutting, boring and grooving. Cabinet Makers In these days of close competition, need the best pOSlilble equipment, and this they.can have in .... BARNES' Hand and Foot POWER Machinery Send for our New Catalogue. 654 Ruby Street. Rochford. Ill. "W. F. ®. JOHN BARNES CO. SPRATT'S CHAIRS ARE THE JOy OF THE CHILDREN. OUTnew CHILD'S MISSION ROCKER was a winner from the start. Writtfor Catalogul! and prius. Our line is large and prices are right. We mak.e CHAIRS GRQWN-UPS as wdlu CHILDREN. GEORGE SPRATT & CO. Sheboygan, Wis. Say yl1l1 [(no this aJ in tbe Michigan Arti-son, MAIL ORDERS TO Kit(~tn Cabinets of Oualily Sell at sight. and make a greater profit than otheI' lines of kitchen cab~ ille!s. Send for catalO%ue. T~, BBST .f QUAUTY f., least money. We have doubled OW' capacity and will be better able to take care of O1I.r trade thap before;, We 1il)1iei't your patrDuag6. C. F. SCHMOE & CO. SHELBYVILLE, IND. ,..------------------------- --- -- 26 AN AVERAGE OF ~lOO AN HOUR PAID AT ONE STORE. The Money Quickly Recovered, Though-A Form of Holiday Extravagance-It's Like Finding Money. For several clays following Cllris!:1lln:- at the refund desk in one of the big dcparlment stores ill );ew '['ork 1\\'0 clerk>, ""ere kept busy from the time the store ojlcncd until it dosed ;\ttendillg to a line of people. "All day lOl1g it is liJ..:c "There hns 110t beell ha If all l'haL" sai.d ,1. !i\ 1(1 I" nun'i.gcr. hllllf to-day whell fel\,cf than STAR CASTER CUP CO. NORTH UNION STREET, GRAND RAPIDS, MICH. (I'ATEKT APPLIED FOR) \Ve. have adopted cetlulQid as a ba!Sc 1{:>r G1.lf Caster Cwps, lllakil1g tbc best ClIp 0" the market. CellulQid is a great imprQH'lllellt over has<:s made of other material. \Vhen it is necessary to moye a lliece su.pported by cups wit.h celluloid h:lses il call be doue with case, as ihe bases are per feetly smooth, Celhlloid does flot sweat. and by the use of these cup tables are never ml'Lrred. These cups <Ire finished ill Golden Oak and \Vhite Maple, finished light. If you will fry a satH]!ll' ())'der of IluN gOO<!3yOU wit/, l1efrh'e to hanlire Ihern ili fj<lantities. PRICES; Si:t,c 2oi{ inches"" .. $5.50 per hun.dred, Si:t,c 27.1inches.... 4,50 per hundred. f, 1]. 1). Gl'aJut Ra}lllk 'J'RY A 8_\Mi'J"E ORIJIfJ!. twenty,per~ons have 1w(;11 in line to present ,1 C\'11pOli ;Illd gel their m011cy, "Yes. in this store in 6illlle othcrs, WO. \VC rake back .Q."llucb and reftllld thc mOlley at llH' ;lVe(8gc rate of S,lOO an lli1tlL Of sorndhing Ekc th;\t. "A great Joss to us? Oh, 1 don't know about that. You see, it is this \V<l}': "If we 8re stiff and say up ,111(1dO\Vll 110 J1l()ncy refunded. ;). lot of Cllstomers get di.ssat'isfied ,\I,d they wl11 tna1,("su mudl trouble about cxcllang-ing the tiling- hnll1ght back for :-;11111C-thing else, a favor we are hOl1nd tn allow any\yay, that ill till' end nothing is gained. "Strange tn say, Il,OS,t of "those \VOllH')l when tliey gn the money back start rig-ht ill to s}lclld it ag<lill for {)r1d:-;and end;. not forgetting to gCl it nice lUllebccl11 tip in tile re,;tal1riLllt. "The 111cdority 01 tIlings returncd fire Christm:l~ pH';,('llto; fnr whi.c,h SOl1H~ one ('1;;e paid <\1\(\ w1,ith \];\YCll't ;:,nited t1"1l' recipients so WhCll lhey get thc mnncy ilHii lhcir h;[Iul it',"; like finding it and they begin right away to spend il on t!l;Jlg.~ they wOllldn't ordinarily drcam of huying lOr C1verh(~ard ,l plain looking Wilman <1'" :->lle l1.1rnccl away from the refund desk with a live dollar bill S,ly: . "\"n,,' I am going to bl1y a hottle of Dlank'6 extr;"let. 1\"(' been cr;17Y tn ha ve Somc for a year.' "But -it costs $3.G{) ;t bottk.' s,\id 'her fricnd "'I don't care if it costS $ti,' was the all"w('r. ,[ have taken a notion to have it and I. k1l!:nv I never will h;[\'e it llnles=, I take this money wllieh doesn't belollg to ;1.lly Olle hut me and buy it,' "That sho\\'>< what T lllcan. Prohahly had thal ,,")11<;1.11 been allowed ony (0 eXc!l<Illge the <ldiclc bruught hac).; --T don't k1}c)\v what it was-slie wonld 1lot have a:.;kcd for per-fume, but with the m011ey ill her hand it \lias differCllt. "A customer with whom I ::I1ll 'well acc(1win!cd told me tllat she W;.h going to treat tbree friends to IUlleheon upstairs oUt of her $8 refund. "'1 couldn't afford to do this,' she confessed, -'were it not fur thi", money \vhieh t got by returning a fool prcsent [didn't c.\Ye ;mything ahDut,' .. r ill1:1gijlc from the crlHvd around that ch:sk lhat a good lIl:tny f()o] presents ha \·e been given thi,,; year. ·'.-\t :l rllugll estimate wC wil1 rcf\1I1d this \I'eek betlveell $l.OOH ;'\1)(\ :1':~,()lHl a (b:r, bllt most of that sum is spent right liver again in this store and all t!to:;e women are m'l.de happy ill~te:lrl of cross," Ready to Commence the Manufacture of Goods. The I] nlly (:\1 ieh ..) :\T <1llllfaeturillg" COll1P:ll1y have pnrc1las- ~'d tlte pLt1It or 111(~Tlnl\y \Vagcm eC'll.":ip:Hl}', Ivith its equip- InCllt, ,\1](.1 \I-ill :"(JOI1 be ]"eady to commence tbe l1.l.v.l1UtactUfC (Jf f1.1rnittlre. It will be necessary to add a Iew wood cutting- 1ll;lc11incs to the otHlit, which wiil he dOlle speedily. The cnmp;\I1y h;\.\"c elected Henry JO\'llSOll, \aLe of Detroit to illl tire nflict' of llre:.;idcnt ,1I1d m;ln;IRcr. He t!,IS mm'ed to Hotly ;11111is lllJ.~ily eng'aged in preparing the p1;11lt for operation. '1'11(' gOIj(L~ will bc sold ill the west by George and "nub" Cd<1cr ;\11(\ in the C"21stby F. C. P"rcbert. Texas is. Pro:s:pering. E L. \\'hite Ilf Fa!..::<':.; & company. Fort \"'ortb, Texas, bas n great :.;fllry to tell ahol1t his state. '"L81Hl is heing utili7.cd :IS it l1t'\·cr was before," he remarkcd. ;'Factories arc going lJIl \11 ;In \11~pr('c(dn:tu.l ll:,1.nller in Fort \Vnrtl1 and so pros-perous is tile c()~llItry that railroads canllot be built bst en 011,.::;I-l to aCC()llllllO(l;ttc tr,li'lic ill the soutlllvest, although that pan nf t11(' country led ];\st yUlr ill the aJllount of new r,lilnl;\d tr'\.cks bizl." A New Department Stare In Trenton. T!JC(ld'lrC C. Kitchell. Inll:lthan Kitc!lCll and Peter N, Van Flr-ct of Trenton, -:\. J., have filed ;Inieks of illcorporil-tilll], \\'itlJ )\\100,(100 capital to sell merchandise in departments, ul'der the 1UH',C of the 1:\oshl\l Store. Made by Rockford Chair and Furniture Co.. Rockford, Ill. Need of An Industrial School in Grand Rapids. Art is the application of taste and skill to raw material. The distinction bct\veen the ii/l{~ 31·tS "l1ld tbe usdul arts is purely arbitrary and imaginative. All art is useful and there is no limit to the opportunity for the (lisplay of the finest taste in these so-called lesser or useful arts. Art, then, means more, far more, than framed pictures and sculptured stone. Indeed, the painters and sculptOfS of the r~----~- Queen Anne MU8ie CabiDfft. classic and middle ages did not produce for exhibition pur-poses. They did not paint pictures to be framed and hung up or carve marble for mnsellms. They wen,: artist-,1rti-sans, Their fiue art was useful art in the seJlse tlwt tbey were (lecoratiOlls of the interior and exterior of the palaces. temples .. cathedrals. They v,/ere skilled, artistic workmen. So the carvers of wood, the manipulators of day, brol17.e, ivory, silver and gold, were artists. '10/ e are only beginning to get away from art as a plaything to art as a vital part of Olll' ,.,.-holelife. There is art in the laying 011t of streds, in placing of public bujldings, in the care of parks, in our speech, clothes and manners. The commonest household utensil or article of merchan-dise of any sort may be made with a beauty appropriate to its uses, or it may be ugly in design, lavishly and foolishly decorated. Art has its 1110ral relations because six days a week the workman is making himself as well as producing commodities for sale. If he j!'; doing "cheap and nasty" work, if he is cheating and lying in wood or iron or clay, if he is doing vulgar "vork appealing to 10-wtastes, is he is doin~ anything in \Vl1lcb he cannot find real joy or which heknov ..,s is not worth doing or which is inferior to \\'hat he could do, he is bound to be the worse for his lahor. The attempt to apply art to industry from one viewpoint, is an effort to better the \vorker by giving him tasks worth doing. Think ·what a vast amount of "st.l1ff" is madc only for money, to be sold as quickly as possible, with no real merit, that affords neither the makcr nor thc user any real satisfac-tion. Art is the basis of economic as ·welt as esthetic values. The raw material is a small fraction in the cost of anything of yalue. It is brains and skill which impart value to raw ma-terial. Grand Rapids could not have the honorable plac.e it occupies today in the furniture wodd if it had not been for the art applied to this indui:itry. Vv'ere our manufacturers to neglect the art they \"ould soon ruin their business. There are two factors compelling more and more atten-tjon to the industrial arts-education and competit'ion. It is getting less and less ('asy to sell ugly things because the taste of the people is developing. The progressive industries are those that utili:?:e schools of art and technical training. Ger- 27 many has reached her present proud station among manufac-turing nations because of education. She solved her prob-lems by widespread, thorough, sclcntifi.c and artistic training. She has given a wonderful impetus to similar efforts among other nations. She }la5 forced them by competition to edu-cate the worker",. The reports of our government on these foreign trade and technical schools ',Nitl convince any thought-ful person of the crying need in this country today. Nlany cities are waking up and nmv have flourishing schools of industrial art and schools of mechanical and technical in-struction. Grand }{apids has wonderful possibilities in this direc-tion. There are many used artistic forces here that could be utilized in an art ::;choo1. Such a school is likely to be more needed in the future than no'w, for no industry can liv~ on its past record, hrnvever glorious. No olle can tell .vhat splendid results would follow the spread of artistic knowledge and the development of skill among' the workers. To keep the market \ve must not only reproduce the best designs of the past, but as far as possible and practical we must develop originality and invention_ ..l\Janya city, after years of leadership, has been outstripped by communities ihat saw and utilized the advantages of art training. Of course, the benefits of a school of industrial art in a city like ours ·would by no means be confined to the furnitt\re trade. Other industries must feel the influence of such a schoo! and it wOllld lleJp to elevate and refine the tastes of the \Vl101e community. The economic, ethieal and soclnl value of such a school is not a matter of speculation, for its adv"ntages have been too often demonstrated to render A Colonial RooID of the Revolutionru-y Period. them uncertain.-·-By Rev. A. \V. \Vishart, pastor of Fountain Street Baptist Church, Grand Rapids, Mich. A Idilwaukee man cut his mother-in-law's head off be-cause she talked too much. Doubtless his defense will be that she talked her own head off. 28 Bodyguards for "Big" Business Men. Unless you have definite busillCSS with olle of Chicago's or New York's or Philadelphia's hig husille:-;s men aud (':111 stak it invitingly to his private sec-rct~\1"y, it is 1l:\rd tt> re;tch him at his office. A recent attempt to 1"(':1('11 -;nlllC (Ii" the leading husiness mell of Chicago without giving either name or reason for the interviev,r showed that the big 111'111 is un-willing to give his lime to satisfyillg his curiosty and that hi,; secretary is an efficient hodyg;u;\n\' Tn spite of t11(' t11ll1"11:11 feature presented in <\ caller who H:fu;;cd to give ('itlln n:\H"1{: or business only two out of a l1ulubcr of prominent ]Jlls;ncss figul-es proved accessiblc, The (ITsf business man that T tried to see S;lyS 1:1';I11k J. RrO'wll ,,\'ho tens the story of his experiellce in thc \Vnrl,\..'r~· Magaz1ne, \vas Samuel :-.1. Feltun, pre~itlent n[ the Chicag') & i\.lton railnnd. 1 W;\S rl1et at the dn(H- hy 0. J~"P, \\"h'\ w(.'\i!:h\'d about lRO pounds. the lurgest of his faee lhat T (:\'c'- 11;1\(' seen. He asked mc Wh8t T wanted, ;ll1d r told him that 1 would like to see "Jr, Felton. He reqllested 11l~V narlle. I told bim that. 1 didn't care to give my 11,1I11C ;l!ld t11;)1 "\11". "fe,lton \\·(}Uldn't kllow n1y \lanle if be saw it An'lthn man came over and asked: "\Vhat is your name?" I told him I didn't e:;'11'Ct'o give: m.v name, bm th,lt 1 \vallted to see 1h. Felton 011 important business. "\Vd1. T am 1\Ir. Fe1.lon'~ private s('(r(:!ary. 1-1(. IS :, busy man, and ~f )'Ol1 CIll't gin~YOUi" l';\.nle nor tell rnc the On my first three calls for Arthur D, \\Theela, president of the Chicago Telephone Company, he was out. 011 the fourth C:ill I was told that he was in, but was busy. "l\Tr. \V\leeki" is, busy," said his secretary. "He \'OliH be cllgag-ed all thc afternoon. You know these are strenuous times for the telephonc company. T don't see ally sense in y011r refusing to give your name. I have been in this office a great m.:\ny year", and yOU are HIe first man that has rc-fllsetl to tell hi.s 11anle or husilless. \V11Y, it's t11C most nn-heard of thing, Yon mu-,;t be a book agenL" 1 told her [ was llot ;ll1d :lsked her if it would be imprac-tiGlh1e for me tn see I\Ir. \Vbeeler \vithout giving her my n;11llC, SllC replied that I could not see him unless 1 told her my ll:1llle and alsn tll(' nature of my business, Rohert T. Lillco111 of tlie P\11\n'tan C01npallY has no time t" :-eel' tile tlililltroduccd c;dler. Tll~ (ilst L~llle [ called I W:l~ v.l(] h:J' the office m;lll tklt hc was out. The llext time I met hi" pri,-:ttc secretary, I expressed a desire to see \Ir. Lin-coln and was asked what T wanted to see him about. I told llim that my hl1sillCSS l11tlst he \vith l.\Ir. Lincoln personally_ "noes :\1r. 1.111co1n K110\V )'0\.\:" he asked, I replied that hc did llC't. "\Ve11, you might ,!S well transact yout' bllsine.ss with me. Y011 can't sec ;'1,[1".Li1leoln." Yet thefc arc bllsiness mC'll able to afford the loss of sl1eb ",iStCllt C:'ltlrr may bring them. who do not think thcmselves experience or profit as an in- You lO,l)' :-ee John .::\'1. Roach MADE BY JAMESTOWN LOL'NGE CO.. JA\1ESTOWN, N. y, naturt..' uf your bllSJne~S witll l1im, yOll can't St'(' him. (;o:)(l~ d:,y." Annrhcr lil;)tl approached was John r Slitchell, president of thc 1I1itlclis Trllst and Sa\-ing-s H:l1lk. I ;lSkC'd his private secretary for )'1r. ~ritchcll. He ,Iskeel my n;lllH' I r('tlhcel to tell hin1. ~ "\\'el1, l g-ues~ you can't sc('.\l1'. "\litc11clL if 1 were to go -in and tell him rhal a gelltknl;\n w1s11td to see bim 'he \,vould ask who }'OIl \verc and the lntllre of your hU"iillCSS "\To, it will be inlpos,;;;ible fm you to see ~Ir. )[itc!lell.· .. John G. Shedd. president of ::\[arshali Fic;d &. Co" \\'a,~ laid siege to. 1 called at the big Adams stre('~ building ;L1'd was directed to "fr. S1:1edd'" pri\':l.tc officc by tIlC doorm;)1i, i\U artiee boy handed me a c8.rd tn (ill (j\1t. 1 to1d h1m 1 didn't C:lre to sign the cud, but that T wanted to see :\J1'. Shedd person;.l11y. :\Tr. Shedd',;;; pri,,:tte ;;;ecretarv thel1 caHle tlp and asked me IVh;lt T wanted. I told him t1;<lt T w;'lllu·d to see )1r. Shedd 011 important business; tl1;lt 1 w,ndd Ill,t t(\k~ \1P more. th,uI t\\'o mi.lmtcs of 111'"time. I (ou~dn't tell him my name. He asked: "\,\iould "?\lr. Simpson do; he is the vice~prtsidcllt ;ll1d general 11lanager?" :\n; r lI'<Lllrcd \n see "\f r. Shedd, "\Ve11," 1,e repliecl, "under the cireumsb.nces ~/(1l1 \\'il] nn[ he able to s('e him." !It the Cl1inn Tr:tcticlll Comp,l1ly and Samuel 1115\111 of the Chicago Edison Company without giving- 11;)n~e or reaSOl1. \V\lell T c;llk<1 I"In the fonner 1 W,IS told to 11<lVea seat, tllat ·.\Ir. R(J:lcil was busy with his chief counsel. 1 waited tWCll-ty minuies before the secrdary ;'lskcd for my name. I told her r did l](1t care to tell J1('i". :\ fe\v minut.es Later I was told that ~lr, Roach would see l11e ill his private office. 1 C<llled Oil ::\1r. 1ns1111. Thc i;rst one to ask my business \\ :1,'; the office buy. \Vbel1 T told him that I \'\':illtcd to see \lr. Insnll he motioned to thc imlei" office. 1 walked in ill1d n:d ":\[1', Insull's private secretary. 1 asked to see :'-1r. 111- ~1111. '\Vhat is your na111e, please," 11C askerl. 1 made known my indisposition to give a name. "\Vell,' what do yon want to see ::\lr. Insult about? You k!\O,\\- 11C i~husy man, and lIe makes it a rule tllat nO one can ~('e hin\ withollt fIrst stating the-ir h11siness "\\;ith bim." [ tOld h1\\"\ that my h'cb1ne;os \',:<lo;w1th )'Ir. In"ul1 wa" of importance, ·'\\'ell." he s:lieL "~jr. TIlSll11 is not busy :1.t this. moment, ;llid 1 l\·ill ask him if he cares to see you." He went into .::\Jr. Ill.~\111's private room and C:Jl1H~ out almost immediately. Mr. 11].';1.111 ,vou1d see me. 1- ---- ------ -- -- -- - All Kinds of BASKET WARE MADE TO ORDER Please Send for Catalogue and Prices FOR WILLOW and RATTAN WARE I manufactute the Finest Clothes Hamper or Bedroom Basket IN THE AMERICAN MARKET f. PARTHIER, Manufacturer of Willowand Rattan Ware, No. 209 GRAND AVE., CHICAGO, ILLS. "This Trade Mark Guaranteesthe best." No. 526. No. 525. Our Oak and Mahogany DINING EXTENSION TABLES Are Best Made, Best Finished Values. All Made from Thoroughly Seasoned Stock. No. 495 Dining Table Top 48x48. Madein ~arter-ed Oak. Weathere<i Finish. Nickel Casters. LENTZ TABLE CO. NASHVILLE, MICHIGAN No. 495 Dining Table. ,.----------------------------- ---- ---- 30 EMBALMING. Movement to Prevent the UEe of Fluids Containing Poison. All educational campaign in bcllali Iii tile hill i'lrbiddillg-nndeTtakC'rs to use emhalming llnid cllnt;;illiTlg ar;:;t'llic 11;l'; been begun by Coroller J loffman, by Sl:tlt".~ .\ltUrlil:y Healy, an<1 by the judg'cs <t!HI1:twycrs of Chicago. 1L -is the belief or the ,.;p,ln:S()1".'"i ()l the hil\ tllal it-..; pa"sagc will not be rlifhcult to ."('cure. Tn the literature whie11 tht'y are circll];!rillg- they p"illt 'Illl that c.rim.-inals who re",)rt to ,lYscnic to pCli,;oll r\'cir \·ioil11"; Made by Northern FurnJture Campan}", Sheboygan, Wis, are SClfc tronl COll\"ietioll wilen rhe bodies Ilf tlle dC;(tl arc 111"C-pared for Lorial by treatment ,yjth the same p'Ji"Clll One of tll(, arguilwnts expected to reach tlte kllHl:'i of (';lc11 member of the leg:i:..;1atllre is frUtH ;In addres6 deliTCl"l'd b,:o." Clark Bell of :\ew York, president of the \[cdieo-Leg-a1 So-ciety of l\CW Yurk, It was recently [lublishecl ill the .\lbauy Law ]rJllrnal, in the course o[ a further article 011 the S;ill1e subject writtell by )1r. nel!' "Embc,lmillg' (If de"d hodi('s," states )'ll'. BdL ";IS pratticnl h}" tlndertaker;:; for the la:-it Lwenty-fi\·e or thirty yCiLt"", has prevented the detection of crime COll1ll1itted \l}' those who lnyc klUcd t11ci1' yidi:ms by ]HJlson. ;;Every poisoner c01l1d, lJy ha\·ing the ca<!;n('j" filled \\'ith tlle ordinary embalming Iluid containing arscnic. ddy detec-tion and be c('1't"ln to rmt hi" crime heyond the rc;cch 'ji punishment by h1\-I·. "There i:-i no means :yct kllcHvn to sciellce by which "rscl1ic \',;hieh prodnced c!(;at\, cOllld be detei-'ted "r i\;~crimi11atc(1 frllm he arsenic c(l11tainetl in the embalming t1uicl of the tlI1dct"- tnker. "A welt <luthen1.icl1.cd case of :\ dergym(\11 who had 1l1!l.rried three we,dthy W,llllcll, fine after Ole otheL wholll he pl,iS')lled with ;lrsellic, ;ind in eeieh case hired an llildertaker to lill the abdominal Gn"ity within twenty-fmH' to thirty-six hOll1"::; <lfter death, callle to IllC proiessicl1lally after tbe death of the third wife. "The investigation left no lIlor;tt (\oubt (,f the JCclth of th", to.r"t t\\'() ..v.ises by poison, or of the last. The circum-st; illce::; all pointed to criUlc ,bllt, by commingling the poison taken l)('f(ll"C death \vlth the emhalmer's fluid, the criminal \\"<I_Sleft beyond the T('ilell of lhe :.tnl', of the law, "Science now has comIl1enced at the other side of the prO-blelll. It i::; 11O\V deHlonstrated that a perfectly safe and re-iiable clllhlaming fluid can lw made without the 'use of arsenic or ,Illy other poison or ingredient dang-erolls to human life, "\Vit11 this fact brought to the attention of the legislatllre, the emhalmer, and to the ~eneraL knowledg(~ of the. world, it is submitted that the hour h;lS cowc \vhen we may ask that a 1:1w be en,icted "'"bidl: "1. Forhid~ any 11llCkrtaker in embalming [ so-caLtetll a dead llllln;il1 body to employ any fluid or suhstance that is or "\VOllltl he fatal to n living human hcing, ":!. _\laking it a crime to inject into a dead body, by an uic[ertaker or allY other persOll, any poison which \vonld llll-peril humall life or wllich e0l11d possibly interfere with the discovery by chemical tests of poison in the cadaver i( the dc;lth was caused by p()ison." Prof. 11. S. EckelS of tlJe lnstitute of Emhalming of Phib-delphi" as:-icrted ill a recent address that the use of poison;; in embalming fluid "vas t1l11H'ccssary and nrged a reform Camlj(lign among the enlbalmers thcmselves, '·111 the larger cities," s8id Prof. Eckels, "as mallY as a hundred corol1('r's cast's are reported ill single days, and therdnre the coroner's physicians cannot view all these cases i1nrnediate1y, frequently twenty-four Of forty-eig-bt hours elap-sing', during which time decompositioll is likely to set in, This -in ihdi wonld interfere -with a post-mortem examina-tion, and cmbalming ::;hould be done for sanitary consic1era~ lions. The essenti<ll tbillg is that the i1uid should not contain puisolls. ··The actual discovery of poison by means of chemistry, i;; regarded as tbe most satisfactory proof of poisoning. Those (Ji lh who have had c.xperielH'c. in conrt in snch trials realize t!l;it lye Hlust avoitl the possibility of poison entering; the sub-stance to be examined, "Therdnre (Ill. of the ing'lc<1ie\l.ts clltcring into cmbalm111,g ilnids should be subjected il1dividually to rigid chemical tesb to c~c1l1de pOi,'WllS 'which may he present as impuritics in the raw lllatcri::tls, ,tne! when the prod-net is ilnished it sho1.\1d be ag-aill examiued, ".\ly COl1Chl:-iiol1s arc that: "Fir-;;,L clIlhalrning ftl1ids arc not only pc.rm-iss~ble, but ad- "isable. "Seclllld, w]1('re homicide is suspected after the embalm-ing i:-i done with fluids which have not bc.ell prcpar(':d w~th the viel\! meeting tllis contingency, then the fimlings of the chelll-ist arc relHlered cnuhiguot1s or useless, "Third, 110 poisons should be used in the emlntminp; fluid, "Tn excll1de PI)i.~OIlS careful tests should he made of tile r;i\\' and the flllishccl products." Both the coroner's and the state's attonley's office: have an alll1ndallCe of experience, gained in local criminal C;ises, to ;illd to tl,e material collected ill otber PCLrts of the coulitry. -Tribullc, Difference Between Mission and Arts and Crafts. \ great 111811y people confuse ::\fissioll and Arts and Crafts inrnilure, :\otbillg could be more different. The I\Tission, \vltnsc motif came from the old Spanish Padrcs, W(10 origi-nally ,';'dtled California and ;\fexico, is essentially of straight, square lines, lleal'y and cumhersomc, \vhill' on the other hand, t ]Ie .\ '"ts and Cr~\fts has u('('n recognized ;J_IId cuttiv'tte.d for years b.y the leading" artist,;;, and architects of Europe. V'/hile h:n-ing t}le bold oL1t\ines of thc l\lission, it reduces them by graceful curves to symmetry every beautiful to the eye, and bC)-'(md that provides that far greater boo!l, "comfort," III \yh-ieh the 11ission effects are ortillles sadly lacking. Detroit, i\liclt .. January 23d.-The year 190i gtarts out well with the furniture manufacturers. Nearly all of them made j"ine exhihis in Grand Rapids, Chicago or :K ew York, and al-most \vithout exception have had a fine business. The Possdius BrothcrsFuillitltre l\Iannfacturing Company made the largest exhibit at 1319 )'lichigan avenue, Chicago, that they have ever put 011 the market and they booked a gre;lt many orders. They have a new catalogue in the hands of the printcrs. The Palmer J\LJnufactllring Company have their new building nearly completed and it will be a great help to them, as it 'wilt gTcady relieve the overcrowded factory. Their ex-bibit of parlor and library tables and pedestals at 1319 ~lichi-gan avenue, Chicago, was one of the finest in that exhibition building, anu sales iully met the1r expcctatiOJ1S, The Pioneer )'lanufacturing Company's exhibit of rattan and reed rockers, go-carts and baby carriages, <dong with the digptay of the Palmer l\lallufacturillg Company, was much ad-mired and sold well. The :\'1urpby Chair Compa1lY closed the brgest year's busj-ness ill the history of the llOllSC:. This is the largest chair factory in )'lichigan and oue of the largest in the United Pioneer Mfg. Co ... DETIl.OIT. MIC". Reed FurniWr6 Baby Carriaoe5 Go-Carts Full line SbOWb on second f100t. I 3 1 9 MichiganA,e., Chi-co!,! o. in Janllary. ItOOKWOOD and a general line of ff\NGY Tf\BLES Write for Cuts and Prices PALMER Manufacturing Co. 1015 to 1035 Palmer Ave, DETROIT, MICH. Full line shown on :

Date Created:

1907-01-25T00:00:00Z

Data Provider:

Grand Rapids Public Library (Grand Rapids, Mich.)

Collection:

27:14

Subject Topic:

Periodicals and Furniture Industry

Language:

English

Rights:

© Grand Rapids Public Library. All Rights Reserved.

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http://cdm16055.contentdm.oclc.org/cdm/ref/collection/p16055coll20/id/41