Michigan Artisan; 1907-05-25

Notes:

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

Date Created:

1907-05-25T00:00:00Z

Data Provider:

Grand Rapids Public Library (Grand Rapids, Mich.)

Collection:

27:22

Subject Topic:

Periodicals and Furniture Industry

Language:

English

Rights:

© Grand Rapids Public Library. All Rights Reserved.

URL:

http://cdm16055.contentdm.oclc.org/cdm/ref/collection/p16055coll20/id/174