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- Issue of a furniture trade magazine published in Grand Rapids, Mich. It was published twice monthly, beginning in 1880. and Twenty-Eighth Year-No. 18 MARCH 25. 1908 Semi-Monthly CHICAGO SALESROOM: Geo. D. Williams Co., 1323 Michigan Ave., First Floor, Chicago, Ill. The ROYAL is the Original Push Button Morris Chair THE."ROYAL.' PUStf BUTTON MORRIS CHAIR E4tfrt ¥cal'$ oi Te.n H.ne Established hs SupremJl()Y ALL OTHIlRS ARIl IMITATIONS I MORRIS CHAIRs FROM-I16.25 to 130 --- _._---- CAT ALoe UPON APPLICATION. Royal CLair Co. STURGIS, MICHIGAN Chicago Salesroom: Ceo. D. Williams Co., 1323 Michigan Avenue,First Floor, Chicago,III. "THE BEST" One Motion, All Steel Go-Cart FOLDS WITH ONE MOTION NO FUSS. NO FOOLING FOLDS WITH ONE MOTION AU Steel; Indestructible. Perfected Beyond AUCompetition. Frame of Steel Tubing. Will Carry 200 Lbs. Over Rough Pavements. The Only Perfect Cart With a Large Perfect Quick Actiou Hood. CATALOGUE UPON APPLICATION. FOLDED STURGIS STEEL GO~CART COMPANY, Sturgis, Mich. ~O'~(",\C. .i~.~~ ....) .... A Complete Line of Wardrolles We have just ready a COMPLETE Hne of wardrobes, -small WARDROBES for small Northern houses, -tall WARDROBES/or stately Southern homes, -low priced WARDROBES, -high priced WARDRUBES. All Wardrobes Match Our Regular Furniture Line. NEW COLONIAL DESIGNS. Orders for this new line of wardrobes are coming in so steadily and the wardrobes are giv-ing so mnch satisfaction that w~ beHeve they will become one of the most popular features in our line of furniture. If you have never sold wardrobes, just make a little inquiry among your customers and see how many would like something of this sort if they could secure what they wanted at the right prices. We are preparing a 5pecial Wardrobe catalogue, which will be ready in 30 day •. SENT ON RECEIPT OF POSTAL CARD. NORTHERN FURNITURE COMPANY SHEBOYGAN, WISCONSIN Largest Furniture Manufacturers in the World in Dark and Tuna MtlJlOgany BirdJej't Maple Birch and CiTC/wiatt Walnut Lu"ce..Redmond Chair Co., Ltd. ~r-a.I9!fHIG?JN 7 7'I~TI~-X *"'- 1 Buy a BACHELOR'S WARDRODE and have a place for everything. Bachelor's Wardrobe No. 12 BIG RAPIDS, MICH. HIGH GRADE OFFICE CHAIRS DINING CHAIRS ODD ROCKERS and CHAIRS DESK and DRESSER CHAIRS SLIPPER CHAIRS COLONiAl PARLOR SUITES Furniture buyers visiting Grand Rapids between seasons will find our full line on the 2d floor (Ionia St. front) of the Manufacturers' Building, where they can inspect and make their purchases at any time. Bachelors and Old Maids Get Wise The Cost is Sm~n. The Convenience is Great. Made by Th. Manistee Mfg. Co. Manistee, :\-lief,. f()()/j Catalvj!,lit: 110'2(' relld)'o Bachelor's Wardrobe No. 10 2 Oliver8 CO. ALLEGAN, MICH. Combination and Ladies' Desks, Library Cases. China Closets and Buffets 1908 CATALOG now ready No. 108 6S inches high. 34 inches wide. Gloss finish .....•....... 1)9.00 1)8.25 No.10S 63 inches high. 34 inches wide. Gloss finish .. , ..... , ... , . No. 107 with mirror toilet same as on No. 108 . 1)7.75 ~8.50 Polish Finish 50c additional No. 106, with wood back same as on No. 10.5.........•... METAL FURNITURE We make a specialty of All·Steel Tables, Chairs and Stools. Wood and Cane Seats; Wood, Marble and Glass Opalite Topsj all finishes. Artistic:. sanitary, indeatructable. I ( No. 74 No. 110 NQ.70 New line of Brass Costumers. We call p.rtiCiular attention to our uWONDER" COSTUMER. (Illustrated on page 9 of this issue.) AUateel,indestructable, no screws. In lots of one doz. or more, fiJlished in Antique Copper, $18 doz.: finished in Dead Black, $15 doz. Adjustable Tables. Shaving and Bath Mirrors, Chevals, Triplicates. ~;'!~;:·.nd DE.TROIT RACI\ CO., Detroit, Mich. Il ..~ GRAND R /\ D~r~' ( ... ,~ "- _I~ ..... .r' _) ~ " 'T .. ~ 'j . i 28th Year-No. 18. "Wishbones Where Their Backbones Should Be." A. F. Sheldon, who conducts a training school for salesmen 111 Chicngo, was a guest of the Add Club of Grand Rapids at their monthly banquet recently and delivered an address on the topic "The Science of Salesmanship." "Science is organized kJlOwlec1ge, according to one phil-osopher/' remarked 1,fr. Sheldon, "and it hai-i likcwi,~c been termed classilicd C0111m011 S('l1;.;('. T would call the science of salesmanship the pf)l,Ver of pcrsll;Lding plenty of people to purchase pleasantly for a pront that yvhich we ha-ve for sale. There are many born salesmen and advertisers, just as there are men born 'with natural proclivities for other callings, bllt none can attain full development of hi:; powers without study and without training, "If we would become masters we must apply ourselve:-.. There are lots of men with a ,vishhrl11c where their baekbonc should he. There 8re four types of them, the indifferent, the studellt, the adept and the master. The 18tter bas had to pass through the two lower classes to <lniye at the top. "Tt is the positive forces which win and develop the true man. This is the age of ethics in husiness anel the square deal. The men who suttec(l arc tIle men who arc guided by truth, who build for perm;\llency. [t is the repeaters who count. In talking to a eustnll'.er :you mnst be nhle to read him and you must have the <lrgllrnents which appen1. ~'Tore orders are 'lost througb too mnch than too little talk. It's points that count. I liken salesmen to birds familiar to us, the sparrow class, fluttering around and never seemi1lg to knO"w where he wants to go, and the barn swallow, darting here. and there. These are simply order takers. The real salesman is like the grand Arnericall cagle. He doesn't flutter or dart abollt. IT c is self-contained. He kllO\VS when he wants sometbing <lnd ,vhere to go for it. He \vatches for the proper moment, focuses his forces, drives to the lloillt and gets 'what he goes after. In this day the vocation of distributing thc products of thc field, forest e-tnel factory is a 1I0ble 011e and the ll.l<lnshould bring his best to his task. The salesman, the customer and the things sold are the forc('.S in selling, but in t11C end the sale is the reat thing. "There are these degrees in reaching the culminating point of all the effort, first, commanding attention, then arousing the interest, inspiring confidence, creating the desire, formu-lating the resolve to buy e-tlldthe giving· of satisfaction." 1\.1r. Sheldon related inst.ances of the 11egative qualities of clerks in many retail stores wbo waited upon a customcr in listless fashion and instead of asking is there anything else suggested there was nothing else that the customer desired to buy. A Few Moments With "Central." Hello! One double seven nine? One double seven nine's busy. ---- You said 011edouhle seven five? Ycs, yOll dio -not. Come 011t of it. I know wbat you called for. Kever mind the anvil chorus now. You can't hand me that $1.00 per Year. line of cOllversatiilll, you kllo\-y. wasn't born yesterday. The line's busy now. Quit your kiddin' now and run along and set! your vVar Crys. This is no pink tea. Hello! No, this isn't Blanche. Blanche didn't come to work today. This is J\fadge. Oh, is that you, Fannie? H IH\' is every little thing? No, Lucy's got a d<lte for the shmv tonight? \VeIl, what dp you komv' about that? ;\0, \1')'1"t1caill't here allY more. She's trimmin' lids in a female ernporiulll. --- \;Yell, so long, Fannie. 1-1 e11o! You been waitin' ten minutes? Nat so you could notice it. Cheer up, your carburetor's dry. Three four nine seven? --- Three four nine seven's busy. --- What is three four lli11e seven doing? \-Vhat do you think I mH. Sherlock Holmes or Joe Smith? If I could guess rid-dIes like that I "vou1dn't be jimmying around a switchboard. --- S;\y, kid, you're almost as funny as a hearse. If George ':",1. Cohan ever heard of you he.'d turn green. ;\0, my 11a111("snot 1\.I8ry. --- Oh, is that so? VVell, I know a fellow that choked to death once trying to spring that g-ag. lirllsb by now and sell your furniture, here's your number. Hello. Oh, is that you, Fred? Ko, I didn't go to the ([allee last night. I. didn't hear of it in time. YO.l1c«lIed me up? Ch<lllge your brand, Freddie. Guessyol1 didn't eal [ \'ery lond. T was expecting an invite all day. Sure, I'll go an(1 sec Charlie Grapewin. --- Oh, any scats will do, just so they <Ire aisle seats in the, third row on the right haml side of the house. --- You don't tell me. So she's hooked up ,vith th8t quince, has she. '''lell, f'rever-more!! --- Eighteen plus car fare for her's now, all right. ---N"aw, she C8n't cook. She don't know a welsh rarebit frorn :t hean sandwich. She always had her clothes made by a dres"m<lker, too, when she was in the manicl.1rin' business. All right, Fred, 7:30 tonight. Hel1-o-o-01 You'll have to come. again with that number. ['Ill no Chinese aeldin' machine, you know. --- Oh, it:-, l,lyrtle, is it. Pardoll mc. I thought it was one of the sub-scribcrs. --- Nopc, not tonight. Got a date. Oh, you could ncve1· guess who with. -~- That kid? \Vell, I should S8y llOt. I'm not robbin' the infant class or runnin' a kidnappin' agency. --- :\To, there's nothing like that in my fami1:y. It's a real man this time. He's got a s\vell job, too. --- Yes, and expcnses. --- vVhy, my Alice blue silk, of course. ---?\ 0, I'm just having the old one m<lde over with a new feather and buckle On tbe side. --, So Amy's eloped with that corn doctor? Vllell, wouldn't that warp your wninscotting! --- All right, \{ yrtle. --- Call up any old d<lY. I've always got lot,., of time. --- "\Vell, so long. Alldrew Caruegie says the banking system of the United Stntes is the worst in the world. Considering what it has done for :'h. Carnegie there seems to bc no reason why he should denounce it and spurn the ladder by which he ascend-ed from poverty to the realm of the billionaire. WALNUT PRIZED AGAIN. .Civil War Furniture Ripped Apart to Supply the New Demand· It isn't alone Santo Domingo mahogany that's getting so rare that a decent piece of it will make an old furniture sharp's eyes sparkle. The humble black walnut has come in-to its own at last and furniture builders who arc making sin-gle reproductions of old Italian and Spanish antiques are huying up some of the heavy and artistically atrocious ward-robes and tables and sideboards of thirty or forty years ago just for the wood. They tear the things apart. and when the walnut re-appears it is in a design worthy of its quality. Some of the :Ma.deby Horn Bros. Mfg. Co., Chicago, Ill. handsomest and purest furniture llOW produced is Ina.:le up from lumbering arks which, just after the civil war, were installed to give the final touch of grand and dismal unsight-liness to houses which commemorate the worst stage of American taste. "Good walnut," said a Fifth Avenue furnhure maker, "is worth more to me than mahogany. \Ve can fake the mahogany but not the walnut. "And the walnut trees about the country, that used to he chopped down and converted into wood for the kitchen stove, .fetch all kinds of money. I know a man who has a little hillside farm over in northern Jersey who for years staggered along trying to feed a big family and a small mortgage at the same time. '''The family grew steadily thinner and more poorly clad. but the mortgage seemed to gain in health with every suc-ceeding -year. Ry and by I noticed that conditions were changing, a.nd one day I met the man on the road. He was whistling as he jogged along in his cutter. "'You seem pretty good natured today, Rowley,' says 1. "'Good reason,' says he. He unbuttoned his overcoat and fished a paper out of his inside pockct. "'That d.amn thing': he said. shaking it at 111e:, 'ha.,>heen taking the sleep off my eyes and the hair off my head and the clothes off my back and the victuals out of my mouth for years, but now it won't do it any longer, for I'm gain' to burn it up in my kitchen stove tonight and celebrate with a square meal for the Jwl1 family. That's a mortgage, that is, an' I hope you'll never have one: "'\~rdl, your farm has done pre.tty well by you,' says 1. "'Farm nothing,' says he, spitting contemptuously over the dashboard and ramming the paper down in h's pocket. 'Farm nothing. I paid that mortgage with black wa.lnut.' "'Why,' says I, 'T didn't know, there was any timber to speak of on your place;' "iThey hain't,' says he, 'T wish they was. If it was all black walnut I'd o.vo Bergen county by this time.' "Nope. It .v..as a piece 0' luck, this was, an' it only shows how casy it is to make a success if a man's only got gump enough to take a holt of a chanst when it's put right under his nose. I built a little chicken house out there. and had to buy part new lumber for it. "'\-Vell, when T went into the lumber office to pay up, I heard the clerk talkin' to his boss over the telephone, The old man was sick an' the young fdler was tellin' him what was in the mail.. <iHere's a letter from So-and-So," says he, "and they want to know about black walnut. What? No, they want to buy. They want black walnut trees standing an'll pay any kind of a fair price for 'em and do the cutdn' them-selves, provided the trees is big enough to saw up good." "That was enough for me. I paid my bill an' got out. T put up my hoss in Samson's stable an' took the fust train I could catch for the city just as J was. I hunted up that lumber ftrm over on the \hJ'est Side, an' sa'ntered in an' says: "Is they any market for black walnut?" "I guess so," the feller says. "I kin git you all you want, mostly," says I, "but you'll hcn'e to cut it." "\Ve want to cut it," says he. "Before I quit I'd signed an agreement to give them first chance on all the walnut I could flOd, an' the figure suited mc, for I knew where there was a lot of old trees scattered around the country!' "Next day I hitched up an' started', Sell 'em? Of coursc, all the farmers 'd sell 'em, and glad to git the money. All 1 had to do was to pay down a dollar to bind the bar-gain and git a bill of sale and then spend two cents now and then for a stamp. "1 tell you T kept 'em busy, an' I didn't care whether J got my corn <In' potatoes in or not. The boys can look after the farm now. I've got a better hoss an' a little spare money, an' I'm goin' pros pectin' fer black walnut. By the time I git through they won't be a walnut tree left ~t;,n,lin' his side of the Great Lakes. Gidap!" The First Spring Mattress. \Vhat year was the first spring mattress made? Is it an American or foreign invention? The recotlecti'on of a furniture dealer who has been long in the business are that spring mattresses first came upon the market in 1867 and that they were the product of Amer-ic; ltl genius. This seems a trifle too modern, yet it is remembered that even I..ter than th:3t the bed screw was a necessary article of the household tool chest and that corded beds werc still in use. The early type of spring mattress was by no means the woven wire fabric, but was built up of double helical coils intricately lashed together and longitudinally barred with wooden battens. Even with the double safeguard springs were known to break loose _with upheaving tumult, quite discommoding to any sleeper less than Ephesian. 5 RIGHT PRICES at g Opalite Lined. g Enamel Lined. g Charcoal Filled and Zinc Lined. g Zin.c Llned witb Removable Ice Tank. g Galvanized Iron Lined; Stationary lee Tank, five Complete Lines of Refrigerators Send for new Catalogue and let U8 name you price. Challenge Refrigerator Co. Go-Carts and Baby Carriages Fo,d-Joho". COll.... hl. IS the ~ to fold. lhe Gtrongest and besllookioll' eartonthemarket. ([J OUI oomplele line of samples will be displayed in Ford-Jolm_ IlQn Bldll., 1333~37 Wabash Ave., including a special display of Hotel and Dining Room furniture. 4J All furniture deaIen are cordially invited to visit our building, THE FORD & JOHNSON CO., Chicago, Illinois. GRAND "AVEN MIC" .• U. S. A GEO. SPRATT & CO. Manufacturers of Chairs and Rockers. A complete line of Oak Diners with quarter sawed veneer backs and seats, A large line of Elm Diners, medium priced. A select line of Ladles' Rockers. Bent and high arm Rockers with solid sears, veneer roll seats, cob-bler seats and up-holstered leather complete. High Chairs and ChiLdren's Rockers. rou will g~1 ill on the ground .floor when J'ou buyfrom UJ, SI-IEBllYGA.N, WIS. No. 542 Oak, Solid Seat. Price, SI7t:;. No. 540% Same as Ne. 542 on I ~ Quartered Oak, Veneer Seat, SI8 ~:;. No. 542 6 PROTEST OF ANTIQUES AGAINST UP-TO-DATE WAYS. The Woman was New, and the Furniture Very, Very Old. An old house stood at the crossroads. It was a homely old house with heavy wooden shutters, a deep roof and two enormous chimneys; hut, as it was fond of saying, "Hand-some is a handsome does," and it had come through UO years of hard usage and neglect with sound timbers and straight sides, even though its venerable clapboards were bare of paint and its shingles mossgrown and decayed. The old house boasted that Gen: vVasbington had once spent a night under its roof, and as it was far and away the ol{lest Duilding in that part of the State, there was none who could justly challenge the boast; and indeed its truth had never been questioned by the gothic cottages, the mansard roofed houses or even the silly gillgerbread villas which in course of years came to reside in the neighborhood. They ahvays listened with doors and ,'\--indows wide open while the old house told the story of "WTashington's 'visit, and were mUch shocked when a cynical imitation Colonial house, which had been knocked together in a precariously short time across the street, received the honored tale with a rude "Huh! every old rattletrap in Jersey tells the same story!" At any rate it is certain that the old house had' enter-tained a great variety of persons in the course of its many changes of fortune. From respcctable farmhousc to rO<HI-side tavern, to humble tenement, it had finally passed into the ·hands of a new woman. This new woman, it seems, though very J;lew and with all the modern improvcments, yet love.::lto distraction evcry-thing old-the older the better. She had for years been collecting old furniture, old china, old carpets and quilts, old utensils of many kinds, for which the old house seemed a fitting receptacle. She rejoiced in its remnants of box bordered flower beds and brick walks because she was all for an ancient atmosphere, though the newness of her de-manded a few concessions to modern comfort and sanitation. The old house did not at first know what manner of person a new woman might be, for in all its life before it had never encountered one, but it was quick to make some discoveries. . "Lord-a-massy Jonathan!" it groaned to the gnarled apple tree which had kept it company for some seventy • years, "the horrid things that are going on in my interior would split you straight in two. "Never complain of bluebird" nesting in your hollows again, when here am I with evil spirits buried in my walls and floors. I believe they call ..them pipes and wires, but I'm bedevilled sure enough, for the pipes end in brazen serpents that hiss and gurgle and throw off a terrific heat that makes even my well seasoned joints part company, and the wires end 111w1l1 0' the wisp lights, which no man strikes, as bright as a hundred, candles. "As for the furniture 'folk:' who inhabit me there are at least twice as many ias I have ever harbored before, and between yOU and me society is a -trifle:rhixed. Articles that should be in th-e kitchen are in the parlor, and things of no consequence are set in prominent places: Through no fault of their own, mind you l ;'In fact the furniture folk feel very uneasy about this and other matters, -and to-night we hold a meeting to see what if anything can be done. Myself, I think we might' as well rebel against Gen. vVashington and all his troops as against this new woman, but the furniture folk are anxious to make' a stand. I wilt try to manage that the west window is left open, Jonathan, so that you can hear some of the goings on." It was long past midnight before the new owners of the old house were in bed and asleep and the atmosphere had attained that breathless, expectant quiet of the night which is so necessary to the proceedings of what humans are pleased to call inanimate objects. The tali clock in the hall struck one with a resounding oath that would scarcely have bcen expected from one so staid, and at once broke into re-vilings of the manners of modern human kind. ·'The tickety-tock idiots 1 Don't know enough to go to bedr·· it stormed. "At 7 I say, 'Time for sensible folks to be in bed!' Nobody stirs: I don't expect it. At 9 I say scornfully, 'Time 'for 'fools kv,be in bed.' It doesn't move 'em. At 11 I thunder, 'Time for roysterers to be in bed,' and that usually routs 'em." "La! ma'am!" simpered one prim, straight, high backed chair to another. "Did you see how this new woman con-ducted herself on me this e\'eriins, and in presence of gentle· men too? She seems to know nothing of genteel deport-ment, erect figure, feet together and hands folded in the lap, but sits lounging forward, with elbows on knees .• chin on hands, and, I vow, ma'am! I scarce like to mention it, but with onc limb actually crossed over the other swinging her foot to and fro!" "You were speaking of decorum, ladies," whispered the settle. "Things have indeed come to a pretty pass.'~ "You know, I've a wide experience in sweethearts. Many's the time the question has been popped on me, and always did the man and the maid keep a proper distance from each other, sitting modestly, one in either of my capacious corners. "But last night the sweethearts, who are visitors, sat so close together that the two sc'arce took up room enough for one; and though I tried not to see, I'm almost sure he haJ his ann around her waist and kissed her." "I'm well aware that this is 110 place for a warming pan," quavered an apologetic voice "from the parlor wall, ·'but she spent a whole day polishing me and she says-I'm only telling you what the new woman said," it hastily added, at a contemptuous hiss from the Stately brass andirons. These andirons were tall, brilliant anJ very aristocratic and felt themselves deeply humiliated at their enforced as-sociation with humble utensils. They were particularly exasperated by the nearness of an ancient black kettle which hung frOm a crane in the fireplace. "And as if it were not enough," said they, "to have a black kitchen wench swinging in idleness right under Our noses, we must look up and see an impudent chambermaid disporting herself Upon the parlor wall and claiming kinship with ust" The ancient kettle was too solid and prosaic to be much moved by this unkind speech of the andirons, but the warm-ing pan, being of a most sensitive nature, was SQ hurt and shamed that she fell with a loud clatter to the floor. "The eat's foot!" sharply exclaimed the spinning wheel. "You ought to have a real trial like mine to fret over." "Here months of precious time have been wasted, letting me stand motionless by the fire, my spindle wrapved with flax and never a thread spun. This new woman is a thrift-less housewife, or else--I hate to suspect any woman of such a scandalous thing, but sometimes I almost fear that she doesn't know how to spin." "I half believe you're right," mused a charming little work table with claw feet and glass knohs. "And what's more, I don't believe she knows a bodkin from an emery ball, or knitting from needlework. At any rate there's nothing in my drawers that ought to be there) such as thltn-ble, thread and needles. Instead, there is quartered there a regiment of little paper cylinders who roll impudently about and call themselves cigarettes, though they smell very much llke tobacco." HSpeaking of tobacco makes my bowl burn," said a long, slim clay pipe. "\\/hat I want to know is, where's the master of this house? The pipe tongs and myself have been waiting patiently on the mantel shelf for him to come and use us so long that I am ready to drop with hungcr." ;·By the great horn spoon!" quoth the big dining table. "You might know this was a masterless house by the feeding." "I am still the groaning board, but I groan with weight of service, not of victuals. No more great joints of meat nor mammoth puddings, no more delicious pies and dough-nuts." ';The new woman says they're not wholesome, and she seems to li.ve cxc1usi\'ely on fruit, nuts, porridge and gl'ccn leaves, for she can't get any nourishment from the long rows. of knives and forks and spoons which are set out each side of her plate." "Oh, dear! "What will become of me?" piped a quaint little high chair. "I'm so unhappy." "I used never to be empty, for as fast as too big for me there was another to take now-I'm not empty." UNo! But I hold an ugly smug faced dog whose mistress talks to him like this, 'Won't Jerry have anu;l:zer teeny weeny one baby its place. grew But piece of chicken? Take it to please muzzer, pitty, even if you <l.fCn't hungry.''' All agonized wail floated down from tbe four post bed in the guest chamber. ··Oh, please don't anybody look at me!" it cried. "No tester, no valance, no curtains, only four pitiful, undraped sticks of wood stretched upward to the ceiling in silent protest. The new woman says that draperies are not sani-tary, but though the patchwork quilt does all it can to cover me I feel disgraced forever." Motters and groans, creaks and rustlings eame from all parts of the house. There were threats of great undertakings and dire happenings, . The tall clock struck twenty-four times all at once, the prim chairs turned their faces _to the wall, the settle tipped over, the andi.rons heat the -' black kettle and got badly dented, the spinning wheel actually succeeded in spinning a thread, the work table spilled the cigarettes upon the floor, and the little high chair oozed tears of new varnish. "\\That a silly set of old fogies you are!" said the water pipes and electric light wires, ;;to think that what you can do \vill make any difference! Now, we could make some genuine trouble if we felt inclined. \Ve could burst and flood the house or set it afire, and the new woman knows it! She fears us, but you she will very soon set in your proper places again." Sure enough, vv·hcn morning came the new woman, though much amazed at the disorder which she found i.llroughout the house, gently but firmly arranged her antique furniture just a5 it was the day before,but the warming pan could nowhere be found. After a long search it was dis-covered with its head buried in the guest room bed, which stretched its four posts upward to tbe ceiling in silent protest. -Sun. Tbe "ELI" FOLDING BEDS ARE BREAD AND PROfU WINNERS No Stock complete without the Ell Beds in Matlt~1 and Upright. ELI.0 MILLER & Co. WEvriatenf'O''f''ec.uts aInnddp'ariDcens, ON SALE IN FURNITURE EXCHANCE, CHICAQO. 7 8 DAVENPORT BEDS SOMHTDING NEW. Swell Fronts and Tops. We Lave tLe Line you want, and one that wllll!uarantee satisfa&iono Write us-will send cuts and qUOlli! yoo prices that will intered yon. WRITE FOR OUA CATALOGUE. Seeing the Furniture Store, On your right, ladies and gentlemen .. as you enter, you will observe the dining table. This is the best mannered dining table on earth. Nat ice how neat and ard"crty it is, how it avoids dropping crumbs on the floor, how it tucks its napliin into its vest, and i5 careful to have the proper knife or fork in the proper plfLce. No matter how big a dinner is prepared for it, it can easily adjust itself to it, thus avoiding indigestion or that full feeling after dining. Immediately aheail of us is a busy little table, as you will sec, It is a writing table. X'otice that it does not write 011 its own leaves. On your left, as we pass along, tables. Ko, the)r are not the tables are drinking taples. And herea're the card lables. They are well shuffled, you will ob5erve,and the cutting '~vas done at the factory. Yes sir, they got intofhe game long ago. Here is 'the folding' bep. By night its excellcnce is plain, by day it is doubled. Farther ,dong wetlnJ the steamer chair. It is easily recognized b~catise if has 'it's sea legs on. Just to the right of the~steamer chair is the invalid chair. Yes, that is the invalid' chair-the onc with its arms hanging weakly and its legs eros,sed. No, it is not called an invalid chair because it is seasi.ck from sitting near the steamer chairs. It is so called because it has a weak back. And here is the reading chair. Step softly and speak gently, in order not to dis~urb it. Yes, yes.. Everybody sees that it has an arm full of books. This is the kitchen chail·. Don't speak to it, for there is a good deal of sauce about it. Dh, yes. Right over the.re is the typewriter table. Yes, that neat littl,e blonde table, with. its feet- tucked under it. see the row of with glasses on. reading Those TUOS. MADDEN, SON &. CO., Indianapolis, Ind. Show Rooms: 35 to 41 North Capital 4ve. How do we know it is closing in on the china And here is a Japanese screen, a Japanese screen? Because it is cabinet. And this? No, this is not a piece of furniture, nor yet a decoration. This is the salesman. No, madam, this is 110t one of those high boys you have heard so much about. A high boy is nobbier than a saJesman. Let us spea.k to the salesman and tell him we are just looking today.-Ex. H. S. Jordan Pushes the Auditorium Enterprise. H. S. Jordan, the president of the Michigan Chair com-pany, is vigorously engaged in promoting the organization of a company, having for its purpose the erection of an auditorium in Grand Rapids. His plan is to place the capital stock of a corporation in small ({mouuts among a large num-ber of stoJ:::kholdcrs, and to erect a building to contain a number of stores and offices, a public hall and quarters for the national guard, the several m~sical and literary clubs of the city and such other organizations as may desire to occupy it. The practicability nf the plan is proven by the many subscriptions to the capital stock. of the company Mr. Jordan has received. Spring Openirtg of a Furniture Store. The '"Vinegar Brothers, who own two large furniture stOres in Grand Rapids, had a formal opening of the spring season in tlleir Division street store on March 7. The large display windows and the interior of the structure were beautifully decorated and three orchestras rendered programs, arranged for the occasion in several of the departments. 'Refresh-ments were served to the many thousands of people who visited the establishment. The Messrs. Witt'egar are 'popular, up-to-date merchants, and the opening resulted in spreading the name and fame of their store widely, ~MlfpIG7JN How to Stuff a Mattress. Any woman who can stuff a chicken G:l.l1 stuff a mattress. First get your tll8ttress, and he sure that it has been carefully picked. Spray it with chloroform, if yOll like, and then yOll will not notice the constant ticking. Heat your curlers, and curl the hair for the mattress. This will be a pleasant way to spend your idle evenings. \\-'hen yOU have curled all the hair you are gOillg to t1se-unless you conclude that you would rather have a hairless Made by Detroit Rack: Co., Detroit, MiCh. mattress, a bald one, so to speak-take the mattress on your knee and administer the curled hair with a spoon until its appetite is satisfied. Some people have a fad of filling a mattress with bricks, corn cobs, sticks and cinders. This may do for the guest room, but for sleeping purposes the curled hair is more satis-factory. If it bothers you to know which is head and which is foot of the mattress, put a hat on one end and a shoe on the other. -Ex. 7I~TI~*~~· • Auls~roo~3 ~tur~es furniture C1o. STURGIS, MICHIGAN from Our No. 556 Suite. -- ..,~-~ WE MAKE ===== BedroomSuites, $16 to $75 Sideboards, $13.50 to $44 PrincessDressers, $12 to $29 ASK fOR 1908 CATALOG. Mention the Michigan Artisan. 9 10 ·~~Mlf.rIGr • EVANSVILLL ~Janagers of the furniture factories report a moderate im-provement in the market. Evansville goods arc so necessary in the households of America that where there is "anything doing" Evansville must ever benefit thereby. Lumber and factory supplies have moved more freely, which proves that the machines in the factories are again in motion. Benjamin Bosse of the Globe Furniture Company is large-ly interested in four factories operated in the manufacture of furniture. That these corporations have no fears of the fut~ ure is evidenced by the heavy purchase of timbered lands lo-cated in Arkansas for his companies by Mr. Bosse recently. A lot of 1,000,000 feet of satin walnut was shipped to Mr. Bosse recently by tow-boat from the state of the "Arkansaw Traveler" lately. A large addition to the plant of the Buehner Chair Com-pany will be erected in the near future. Secretary Dixon of the Evansville Business Association reports thaUti.<':deal has been practically closed with a chair manufacturing c9'tPorat.ion loea"ted in Wisconsin to move their business to Evansville. The new line of the \Vorld Fu"miturc Company is attract-ing much attention. Their folding beds, bookcases, china closets and hall racks are in neat styles and the goods are priced moderately. Dealers in furniture find their catalogue an aid in buying stock that should be kept near at hand. The Evansville Furniture Company issues a catalogue of illustrations and descriptions of the very large line. of goods manufactured and jobbed by the company. Copies may be had for the asking. The Eli D. }'1i1ler Company are shipping quite freely. Their inantel beds possess many points of merit. In the manufacture of tables the Bockstege Furniture Company must ever be considered in the front rank. Mana-ger P. B. Fcllwock is pushing the business with never-tiring Made by Horn Bros. Mfg. 00., Ohicago,"Ill. energy. His dynamic power is potent in the business life of Evansville. If given her choice between a piano and a kitchen cabinet, such as is made by the Bosse Furniture Company, the average housewife would choose the latter. I ~~el~JvilleDes~ lom~anJ MANUFACTURERS OF orflcr DrSnS Mahogany and Imitation O!Jartered Oak. Plain Oak in Three Gtades. Special Features. A Square Deal. Write for latest Calalogue. SHELBYVILLE, IND. ,. L 11 Evansville furniture Co. Manufacturers of Odd Dressers, Chiffoniers, Chamber Suites, Cupboards and Wardrobes. Also jobbers of a complete line of furniture. One Bill from One House. Mixed Cars/and Opening Stocks Our Specialty. New Catalogue out April 10, '08. Write for it. We have our own Exposition here showing all goods in our own building, and are under no expense, so we can save you money. Give us a trial and be convinced. EVANSVILLE, IND. The Salesmanship Problem. According to well-nigh universal experience, it is practical-ly impossible. to secure salesmen who can be depended upon to act in strict accordance with the principles of good salesman-ship at all tim.es and under all conditions. Yet the ohserv anee of these principles is essential to the achievement of suc-cess in any business, and the problem is therefore one of the most important with which large merchants must contend. The salesman, as a matter of fact, is more potent than the ad-- vcrtisement. For while the latter will bring people to a store, their continued patronage. depends almost wholly 011 the treatment received from and the service rendered by tI-,e salesmen to whose tende,r mercies tlley are consigned. And very· frequently hoth treatment and service are of a very in-ferior brand. Tt is a matter of common knowledge that salesmen are prone to look upon every customer as being merely one in a tho~lsalld, giving the impression that no par-ticular individual's patronage is essential to the Sllcce::os of the busir;e~s, and tlwt they arc really doing a favor to conde-scend to attend to anybody's wants. l\lost bouses try to overcome this condition, but only a comparatively small measure of success ever attends their efforts. Recently a large firm made an attempt to secure hetter service. from its salesmen by issuing a manual of instruction for their guidance. [t has always tried to impress upon It.;:, employes the business value of good service; but hundreds who have gOlle into its stores in various parts of the country have been kllO..v..n to leave with a feeling of dissatisfaction at the treatment recei'Fcd. Of course, this is not the company's fault; but people always blame a concern for the actions of its salesmen. \Vhat effect the, new manual will have is a question. 1t is certainly strong enough and specific enough to make an im-pre, ssion upon the most indifferent saJesman. It makes de.ar the fact that "effective organization is dependent On co-opera-tion,"" that every employe represents the personality of th<.::. company, and that loyalty and ability will always be substar~ tially recognized. It declares that two things are vital to the succc.ss of any business-good goods and good service. The l1"Janua! on the whole, does not present anything new 011 the subject of good salesmanship. It simply emphasizes the fact that what has been said before has not been said merely to fill space, but because it was worth saying. Its main con-tentions are: That "good salesmen are students of characte .," which means that tlley must know hO'w to Hsize up" a customer ac-curately. That an estabHshe,d reputation for courtesy is one of the most desirable assets any store can have. That every customer should have personal atien,tion t11e minute he enters the store. That no customer should be kept \vaiting, but receive prompt attcntion. That the first minute with a customer gives him a lasting impresslon of thc salesman and of the whole organization. One subject which is forcibly presented is that of "double sales." Salesmen are urged always to try to sell a customer t\,.'.O. floor rockers instead of one. This, of course, is good btlsiness, and the possibilities should he s.tudied by prOgres-sive salesmen. Several injunctions are e,speci"dly commend-able. One is: "Do not run down a competillg house." Another: "Never address a customer as 'lady'; madam is the proper term.'· Inattention to simple rules has often made a bad impression 011 a prospective. patrotl. In conclusion it is pointed out that "the.re is no more im-portant feature of personality than enthusiasm," and that every salesman should remember that he is a part of a great concern that is worthy of his enthusiasm. 12 MANUFACTURERS OF HARDWOOD LUMBER&. VEN.EERS SPECIALTIES : ~'L";'iPEtQUAR.OAK VENEERS MAHOGANY VENEERS HOFFMAN BROTHERS COMPANY 804 W. Main St" FORT WAYNE, INDIANA Morton House Hotel PantJind Owing to a new poSt-office ruling that all subscriptionsmuStbe paid in advance and that all subscribers who become nmety days m arrears muSt be dropped, we urge you to send in $1.00 today to extend your subscription and t h u s make sure that you will continue to get this paper. ( AmericanPlan) Rates $2.50 and Up. (EuropeanPlan) Rates $1.00 and Up_ GRAND RAPIDS, MICH. The Noon Dinner 'Served-at the Pantlind for 50c ig THE FINEST IN THE WORLD. J. BOYD PANTLIND. Prop. Kragen's Stock Sold. The San Francisco Board of Trade sold the bankrupt stock of Kragen's on Saturday, ).'1arch 7th, to 'vV. H. Wright for $160,000. Sohr nothing has deve!c',wd as to whom 1'!r. \Vright was acting fOT, but the report has been widely cir-culated that Mr. Hines has again, secured possession elf the stock and store and that he will soon be in business' at the old stand. If this is true, it looks as tho he might in the end come out of th2 $500,000 failure with something like $440,000 profit, ,""hich should enable him to continue along his chosen fille till the end of the chapter. The retail trade' Made by Oliver & 00., Allegan, Mich. is naturally interested to know whether or not the stock is to be dumped on the market at any price it will bring, but so far nobody seems to know what is to be done with it. -Pacific Coast Trad~. "Train1ng and Team Work" is the title of an article pub-lished recently in the Saturday Evening Post, in which the system folIowed in dealing with customers by the merchants of London, England .• is described. Attention is the keynote of the employer and his assistants. It is so little trouble [or these people to show goods that it is difficult for a caller to leave an establishment without purchasing. If Mr. Hawkins for example is unable to make a sale, Mr, Lloyd undertakes the task, to be succeeded by Mr. \Ve1ch, and Mr. McAndrews in turn if necessary to accomplish the purpose of the merchant. It will be curious, if not exl.raordinary, jf the entire contents of the store are not turned upside down for inspection. "Vhen a purchase has heen madc, :VIr. Haw-kins reappears and endeavors to interest thc purchaser in an article that he had not thought of buying. After one escapes to his hotel he is more than likely to be pursued by Mr. McAndrews or Mr. We1<;-h to whom the thought has oc-curred that other useful articles were needed. Americans complain of the ov~r-attentjon of these "keeping ever-lastingly at it salesmen," but when they learn that it pays to dicker with them the experience is not without interest. In detail of good personal salesmanship these men are strikingl)' efficient. A capable salesman will serve three or four hundred customers a day, attending to the wants of several at once. By playing back and forth into each other's hands everybody is kept sweet. tempered and happy. 71R..TIS'~ e S$.- 13 Moon Desk Go. MUSKEGON. MIC". OffiCE DESKS NEW STYLES FOR SPJ<lING SEASON LIne on sale iri New Manu1acturers' Bllildlno. Qral'ld Rall'ids. HAND GRCULAR RIP SAW No.4 SAW (ready for cross-cutting) MORTISER COMBINED MACHINE Complete Outfit of HANO and FOOT POWER MACHINERY WHY THEV PAY THE CABINET MAKER He cao save a manufacturer's profit as well as a dealer's profit. H~ can make more money with less capital invested, He can hold a better and more satisfactory trade with his customers. He can manufacture ill as good lJtyle and finish, and at as low cost as the factories. The local cabinet maker bas been forced into only the dealer's trade and profit, because of machine mauufacturcd goods of factories. At! outfit of Rarnes Patent Foot and Hand-Power Machinery, reinstates the cabinet maker withadvantag-es equal to his competitors, If desired, these machines will he sold on trial, The purchaser can hav~ ample time to te~t them in llis own shop and on t'\'lework he wishes them to do. .lJesG1'iptiv, cataloglJ~and price li8tfree. W. F. IiJOHN BARNES CO., 654 Ruby St .. Rockford, III. FORMER OR MOULDER HAND TENONER No, 4 SAW (ready [or dpping) No.7 SCROLL SAW 14 ~STAiilUSHEO 1880 .. UI!l .... lI.HECI BY MfCHIGAN ART/SAN CO. ON THE 10TH AND 25TH OF EACH MONTH OP'P'ICE-10S, 110, 11ZNORTH DIVISION ST., GRAND R....PIDS. MICH. EI'lTERED "S ",ATT!R OF THE sECOMo CLAst The national and state associations of retailers will bGd it worth while to pay attention to the builders of knockdowJl furniture. These concerns advertise extensively in the maga-zines offering to supply cases, chairs and other articles of fur_ niture right from the saws and planers, so that any_ one can set up and finish the same. The stuff is like that that "mother used to make" when an empty barrel 0;- packing caSe was placed at her disposal. The public should be warned against encouraging this "game." Jointing ill-fitting stove-pipe is a pleasure in comparison with the task of setting up half-seasoned, poorly machined, carelessly cut furniture. °to A retailer, C. T. Ackley by name, suggests that retailers could pl1rchase goods cheaper jf the manufacturers could be induced to do without the services of traveling salesmen. He would employ an agent to place orders with ·the factories for the goods needed by a state or local association of retailers. This plan has been tricd repeatedly and failed to satisfy the participants in the deal. Traveling salesman are finding larger employment for their time and talents. In recent years of the past one Or two short trips each ye.ar served the purposes of their eOl-prayers. Those who had become rusty in the arts of sales-manship welcome the change, which affords opportunities for testing old and developing new methods. Kecessity is the mother of "hustle." Running an "odd price sale" for a week, serves to excite interest in a store. Every article should be marked down or up to an odd price, except one of a given value. The finder should be presented with the same. A $5.00 hill placcd in the bottom of a box and covered with envelopes In (he usual "iay, serves the purposc admirably. 'to "\Vhat would the manufacturer do without the retailer?" a contemporary enquires. 1£ force'd to it he might sell his product at retal), as he did in the middle of the past ~entury. He does not desire to return to that system, however, but recognizcs the' importance of the retailer and endeavors to deal with him in harmony. °to °to In discllssing the subject of the value of character in business, :\'1. J. Mulvihill of 51. Louis declared that there are men of wealth in that city who can not obtain a dollar of insurance upon their stocks. All their money thrown onto the scatcs would not move the lever of confidence. Manufacturers of furniture are wisely foHowing the plall agreed upon several months ago for reducing the output of l their plants. sustain pricfs Short hours and reduced working forces will rind prevent an oveT.~tocking of toe mark'.'ts. Don't overcrowd show windows. A sufficient number of pieces to attract attention and invite inquiries as to the goods in stock will serve the purpose of a merchant. Har-mOllious color effects are impori.ant . Fifty tall mission clocks were distr1buted recently by a firm engaged in the manufacture of gelatine, to fifty persons who were the first to send in fifty gelatine wrappers. 't' 0 .,.0.. A wood carver at work on an ornament in the window of a furniture store always attracts a crowd and draws attention to the store employing him. 0tO °to The salesman \',;\10 favors his customers more than his em~ ploye,r wil[ 110thold his job very long. °to °to A "salesman's trade" is of no value to him whatever if he 1s not well supported by his house. °to °to Tact, common sense and energy effect more sales thal1 low prices. J. L. Hudson Says "Tell the Truth." At the monthly meeting of the Add Club of Grand Rapids, ]. L. Hudson of Hudson &. Symington, Detroit, dealers in furniture and gene.ral merchandise, urged upon his hearers the importance of rigidly adhering to the truth in the representa-tions that shall be made to customers in regard to goods, and in advertising matter as well. An· extract from his remarks reads as follows: "Store ad,,-ertising to be good must be continuous, not spasmodic, but regular. The advertiser who keeps at it gets the buying public to look for his advertisments and to always expect something and he should never disappoint them. The advertising man cannot make, his work effective without the merchandise man's help; the merchandise man cannot do with_ out the advertising man. I would as soon think of going out of business as I would think of stopping advertising. Much money spent in advertising is wasted~ The untruthful adver-tisement does not pay; there is nothing like truth in an ad. Oliver Vir endell Holmes said in his poem, 'The One Hoss Shay,' IIn fact there is nothing that keeps its youth, so far as I know, but a tree and truth,' and there is no other ad that pay's like the truthful one. One of the greatest difficulties the merchant has to contend with in advertising is the di::tpo-sition on the ,part of the advertiser and the department mana-ger to exaggerate and to pay too little attention to truth. r said to one. of my department managers a few days ago, 'If you do not quit lying I will never advertise a.nother line for yOUT department." Furnitur~ Maker Wesselius for Mayor. Former Senator Vvesselius of the Grand Rapids Parlor Frame Company is a candidate for mayor, having been nom-inated by the independents. He is an old resident of Grand Rapids, prominent in business and politics. An able and entertaining speaker, he will "rattle the dry bones," to em-ploy <I. thread-bare expression, which means much or little, ac-cording to the inclination of the reader, _while the campaign is in progress. 15 "Push-Don't Knock." Upon a door I saw a sign; r cried, "A motto, and it's mil1c~" A. wiser thing I never saw- Ko Ivlediall or Persian law Should be more rigidly enforced, Than this, from verbiage divorced, "Push-don't knock" They know when one should buy and \vhen the market is ,vrong-whether they tell one or not depends 011 how one treats then1. They can give olle 50me good ideas that they gather along the road in, the \vay of improving one's method of handling stocks. or in fixing lip one's front window, a ne,,,, way to handle mirrors, a ne",,"way to refinish fUL'.;tu e; l1('\V advertisements of all kinds. There are so many new ideas they pick up, and if otle is the right kind of a fellow he 'Twas simply meant to guide the hand Of those who wished to sit or stand vVitbin the unassuming door This weight of sermonry that bore ~Twas never meant to teach or preach, But just to place in e,asy reach , The ear of him who dealt in stock-- "Push-don't knock." Fred J. Zimmer 39 E. Bridge St., GRAND RAPIDS. MICH. HIGH GRADE UPHOLSTERED But \vhat a guide for life \.vas that-- FURNITURE Strong, philosophical and 11;-\t; How safe ft chart for you and me "Vllite cruisillg del' life's restless sea; Pu~h, always push, ,,,,ith goal in view, Don't knock-avoid the hammer crew; This rule will save you many a' shock- "Push-don't knock" Wrilefor ~'!tI8and PJ'icel>. Every Pieee Guaranteed PERFECT. gets them; if one is the wrong kind, he doesn't. Don't run ally chances; treat them all nice, and in so doing one will learn to treat his customers nicer, too. Traveling salesmen have \vinning ways; rub up against them and these winning ways stick to one, as everybody likes a good fellow. \N~hen on the door I see the sign, I say, "Great motto, you are mille!" No stronger sermon ever fell From human lips; no sage could tel! Thte hothtead youth more nearly how To point always his vessel's prOw, There are no wiser words in stoek- "Push-don't knock." -Persistent Pusher. Returned from California. Quite a number of traveling salesmen have returned from their winter trip to California. One reported having sold "overstock" at cut prices to the amount of $28,000. Other~ did 110t do so \vell. "Business was not so active that Wt. could not find time to wander in the parks, enjoying the beauties of nature." l·emarked one of a trio. "I do not look for activity on the coast until next fall. The presidential c:lL_Vligll may <tbsorb the time and attention of the people HJ completely that trade 'vill suffer." Courtesy to Visiting Salesmen Pays. Everybody in the small towns assemble at the hotels of evenings to hear the traveling salesmen talk. Their pOwer for good or barm is great, and a "good fellow" gains valu-able information from his inte.rcourse with the fraternity. OUR OAK AND MAHOGANY DINING EXTENSION TABLES ARE BEST MADE BEST FINISHED VALUES All Made from Thoroughly Seasoned Slock. LENTZ TABLE CO. NASHVILLE, MICH. No 540 16 -~MIP ..HIG7J-N Here is a Chance to Make Some Money! t]I Our No. 897 Carriage is the GREATEST BARGAIN ever put on the market. It is as. well made as our highe9: priced carriage. Full Size, without Rod, Paraeolor Upholstering o SBleen Parasol. wilh one ruB.le and rod. exira. A Mercerized Parasol. with ODe fume and rod, extra .... The above with % in Rubber Tire Wheels. Gears enameled green. Nutless 8Kles with tubber hub caps. '11 As we can't run our whole fadory making this caniage. you had better send your orders in quick in order. to make sUfe of baving them filled. This is just a tickler - Qrder quic/c if you wanl to be tickled. Pioneer Manufacturing Co., Detroit, Mich. As spring approaches trade of all kinds is picking up. \\TjtJl the opening of navigation, which is expected about April first, business always receives a fresh impetus, as thousands' of .men find employment in the warehouses, steamers, and on the docks. Then, again th.c building trades always take a fresh start, which calls for many men in all branches of this business. Last year fourteen million dollars were spent on new buildings. If one-half that amount is spent this year it will mean work for many hands. The .furniwre business is showing marked improvement. The Posse1ius Bros. Furniture Manufacturing company are working a large force of men, although not quite their full quota, and as the season advances more men wilt be em-ployed. Their's is one of the largest lines of cheap, medium and better grades of dining extension tables on the market. Their famous Victor patent extension table is the best thing of the kind ever invented. The leaves arc always in place, whether opened or dosed-i. e. they are always a part of the table, not in racks to take up extra room, or standing' around to get marred and the dowels get broken. The Vjctor.~ all have squnre tops, bllt in spite of the popularity of the round top table, the square top Victors more than hold their own. Business is reported as steadily improving wit;) t~le Palmer ?-.1anl1facturing company. Their line of parlor and library tables and pedestals is one of the: most popular on the market. Murphy Chair Co. MANUFACTURERS DETROIT, MICH, A COMPLETE LINE .. Each $4.50 .75 1.10 The Pioneer Manufacturing company, manufacturers 0f reed chairs and rockers, and go-carts and baby carriages, ,re-port that city trade is picking up rapidly. Dealers who last month could not be coaxed to place an order for a baby carriage, are now calJing for them, and jnhurry-ttp orders at that. In their advertisement this month they show a carriage that, when quality is considered, we have never seen equalled in price. This is put out ,as a feeler-a bargain to make the dealer feet good, and one that cannot fail to make the mammas feel good when they put their darlings in it. The Detroit Rack company is showing in their ad. in this issue a table and some chairs that will be sure to in-terest furniture merchants in all parts of the country. Take a look, send for prices and get into the swim. These goods are good from every standpoint, and will have a great run this spring and summer. . C. H. Haberkorn & Co. are fixing up their offices. The Michigan Upholstering company have a new cata-logue in the hands of the printers. Hotel Ordler for Toledo. Vvallick Brothers of New York, through Lord & Taylor, retailers, have placed the order for furniture to be used in a large hotel recently erected in Toledo, with the Slig" Furniture company of Grand Rapids and Barnard & Simonds of _Rochester. A Heavy Contract for Kitchen Cabinets. The Ranney Refrigerator company, of Greenville, Mich., arc operating their factories to capacity, filling a heavy con-tract for kitchen cabinets. PAlMER MFG, CO, 116 to13!io Palmer Ave .. DETROIT. MICH. Manufaclurers of FANCY TABLES PEDESTALS TABOURETTES forthe PA.RLOR AND LIBRARY Our famousROOKWOOD FINiSH grows in popularity every day. Notbins lik!! it. Write (or Picture. and Price •• PfKlestal No. 412. aran~ Da~i~sDlow Pi~e an~Dust Arrester (om~dnl THE LATEST device for handlillg shavings alld dust lron.-t all '«(Iood-working machines. Q-1fr nineteen years experience ill this class of 'lOarh has brmlght it ncarer perfection than any other system on the market today. It is 110 experiment) but a demonstrated scientific fact, as 'Lue have several Il'll1l-dred of these systems in use) and 110t a poor 011e among them. Our Automatic Furnace Feed S}lstCl1tJ as shown in this cut, is the 1'11-oSf perfect working dez,'ice of anything in this line. Write for ollr prices for equipments. WE Mi\KE PLANS AND DO ALL DETAIL WORK WITHOUT EX-PENSE TO OUR CUSTO"lERS. EXHAUST FANS AND PRES-SURE BLOWERS ALWAYS IN STOCK. Office and Factory: 208-210 Canal Street GRAND RAPIDS, MICH. Cltb:ena Phone 1282 OUR AUTOMATIC FURNACE FEED SYSTEM 18 71R.'T' IS J'U"l ~. e @,,* ~ RICHMOND CHAIR CO., Richmond, Ind. DOUBLE CANE LINE See Our New Patterns Catalogues to the trade. A NOVEL ENTERPRISE FOR ST. LOUIS. Twenty Thousand Buyers to be Brought to the City Annually Free of Cost to Themselves. St. Louis capitalists have engaged in a colossal enterprise for extending the trade of the manufacturers and jobbers of that city. It is of such magnitude as to cause the business men of Chicago, Kansas City, Cincinnati and Denver to polish up their glasses and read the proposition the second time. The Artisan has received a view of the club building, and a description of the saJl,1e,which reads as follows: "A new type of business building is under way in St. Louis which presents features never before attempted on such a large scale, and others of perhaps equal value which have never been utilized. It is to be called the "Buyers' Club Building" and its cost, it is estimated, will be fully $4,000,000, The building" was promoted and will be financed by H. A, Vrooman, president of the State Trust Company, of St. Louis. The Buyers' Club Building will occupy the entire block bounded by 17th, 18th, Chestnut and Pine streets. a location within one block of the Union Station. Its ground area is 234 by 324 feet, and it will be eighteen stories high, with a tower extending ten stories above the building. It ~i1l be given up entirely to the display of merchandise with the exception of the top floor, which is to be sumptuously furn,ished for club purposes exclusively for visiting buyers and convention delegates. The tower will contain offices. The Club floor will contain a convention hall with com-mittee rooms, the use of wh.ich will be given free, together with all the club privileges to all visiting buyers and to con-ventions where the delegates are in a position to buy goods Or influence their purchase. The first floor will be devoted to a general display, demonstration and advertising purposes. The basement to demonstrating machinery, engines and tools, with provision for power of every nature. Sixteen floors \viH be used for sample rooms. The most important feature the Buyers' Club presents is the plan for bringing the buyer to the seller. The fare of 10,000 buyers will he paid to Saint Louis twice annually by the building company, and the exhibitors will choose the buyers who are to be. brought. Special trains will be hireJ by the company and run from distant points where dealers from a considerable radius can be gathered. The building is designed to extend the terri-tory St. Louis supplies, so that exhibitors will enjoy not only the immense trade of the southwest which now centers l in St. LOLlis, but that of all the central W'c:stand northwcs~ as well. Only a limited amount of space will be" leased to ('.8('.11 exhibitor. !oo that the exhibits may be sufficiently com~ prehensive to attract the best c:lasses of buyers from great distances. A dub bulletin will be published monthly and sent to o\'el' .100,000 retail buyers. A close organization of all the retailers in the central and southern states will be pro~ mated by the club management and extensive plans for the benefit of the various retailers are under way." St. Louis is provided with furniture exhibition buildings of sufficient capacity for her present purposes; and it e"ident~ ly is not the intention of the buyers 'club to disturb the ex-hibitors occupying space in the same, although furniture wilI be shown on the third floor. "Only a limited amount of space will be leased to each exhibitor," the promoters announce. "Only a limited space'! will not meet the requirements of the average manufacturer of furniture, Without space to exhibit lines completely from 5,000 square fcet upward, it would be useless to try to induce manufacturers of furniture and kindred goods to take leases. Owosso. Mich. President Fred. \Voodard,of the \Voodard Furniture company, says trade and collections are improving. This company makes onc of the very best lines of chamber fur-niture in mahogany, circassian walnut, figured birch, hirds-eye maple and quartered oak. It is such a good line of me~ dium and fine work that dealers instinctively recognize its merits. Their catalogue for 1908 shows the full line in a most attractive way. Joseph C. Osburn, Tr'easurer of the company, with his wife, are spending a few weeks in Cali~ foruia. Henry Schmit fJ Co. HOPKINS AND HARRIET STS. ClncluDati, OLia makers of Upholotered Fu~niture 10' LODGE and :PULl'IT, PARLOR, LIBRARY,fHOTEL .nd CLUB ROOM 19 No. 865. 28x42. CHARLOTTE CHARLOTTE MFG. CO. Furniture Factories at Big Rapids, Mich. Fifty miles north of Grand Rapids, on the Grand Rapids and Indiana Railroad, is the thriving little city of Big Rap-ids. Three furniture factories arc located here. These are the Luce-Redmond Chair company, the Big Rapids Furniture Manufacturing company, and the Falcon Manufacturing com-pany, lIood & ",Vright, manufacturers of veneers from all the native woods, and panels, drawer bottoms, mirror backs, etc. The Luce-Redmond Chair compauy are manufacturers of high grade office chairs, dining chairs. odd rockers and chairs, desk and dresser chairs. slipper chairs, and colonial parlor suites in dark and Tuna mahogany, birdseye maple, birch, quartered oak and circassian ,·valnut. This is one of the very best lines of high grade chairs on the market. In fact, for style, splendid construction and Ilnish there are very few lines that are its equal. Samples of these rockers arc illustrated on other pages of this issue, ;.md will be for scv-eral succeeding issues, and it will be intere"ting" ro furniture dealers who appreciate the best to 'watch for them every month. The line is on exhibition permanently in the ::VIal1tl-facttlrers building, Grand Rapils, where buyers visiting that city may call at any time: ;'end make their selections. The company is having a very good business, and filling orders promptly. The Big Rapids Furniture Manubeturing company 1."> one of the oldest manufacturers of furniture north of Grand Rap-ids in NorthCT11 Michigan. The line consists of medium priced sideboards, huffets and hall racks. These are well made goods ,in oak. finished golden and Early English. The hall tree illustrated in their advertisement in this issue, which sells for $12, is a good example of \'"hat they arc doing. This ball tree is 7D illches hig-b and 29 inches wide, made in fine quartered oak and finished either golckn or Our New Catalogue is Ready MAKES GOOD TABLES CHARLOTTE. MICHIGAN Early English, and c'Ctta1nly is worth aU and more than the price named. It would be well for any dealer who wants to keep in touch \'v·jth the medium priced good things to cor-respond -with them. Furniture for Every Room in the House. A small number of manufacturers in the United States manufacture furniture for every room in the house, but there are a few with lines so large that almost every article needed can be obtained from their factories~ The Northern Furni-ture company of Sheboygan, "\Vis., is among their number. General catalogue No. 10, a handsome volume, just issued by this corporation, contains 190 pages, filled with illustrations and descriptions of furniture for the bedroom, the hall, the dining room, the porch, the library, the kitchen-and every pattcrn is desirable. Dressersr by the hundred; com-plete chamber suites, with beds of \vood, sideboards, chiffoniers and buffets in many sizes, woods and finishes form a big line, appropriate for a hig manufacturing house. The book is well printed, substantially bound and should ha ve a place in the business library of every dealer in fur-n- itlJrC. A Timber Picture. A log of mahogany which has been sawn through at Belfast was found to contain right through a very clearly defined "photograph" of a small deer and a larger animal running. The "photograph" was probably transmitted by lightning during a storm ,and the pictures must have been taken a long time ago, as the tree, being four feet in di-ameter, is an exceedingly old one. Every plank on the log right through shows the images c1early.-London Standard. 20 ·:f'~i"LI9 ..HIG7}N $ Live Talk to Sell Goods. Half a century before the dawn of this electric age little importance attached to the man engaged in the sale of merchandise. It was largely a hap-hazzard-catch-as-catch-can, go-as-yotl-please business, with no, guiding principles point-ing the way to success. Now things have Tfldically changed. The day of the plaid suit dude, the whii-iky drinker, the loud man generally, the day of the so-called merely good-fellow as a sales-man has passed a-'way.. \iVhat the world demands and in many lines of business seriously needs is business men of real, solid ability as salesmen, Vv'e are living in a new commercialism today. The 7IRc -TIS's~f;. lluellce people which is the secret of salesmanship. The man who can reach the will, create a desire in the customer, is the man of value. The dolt can hand out that which the customer has already resolved to purchase. The primary essential of salesmanship, as in any other line of achievement, is energy. It is the active, wide awake salesman who leads the list. To be successful he must be ~ hard worker, not only with his hands, but with his head. He must go below the superficial part of his brain-must stir up his mental soil.. The unthinking salesman makes his business automatic, robbing it of its real life and soul. The model salesman must be a man of ideas; he must acquire a thorough, scientific knowledge of his stock of goods. A knowledge of buman nature, too, is almost as indispensable as a knowledge of the merchandise itself. Some customers can be driven, others must be led; some must be talked to, otbers must be allowed to do the talking. One should study well the law of suggestion, being able quickly to judge the customer's tastes and fancies, then hastcn to supply the demand. Hc must possess tact. Thc ideal salesman will possess self-esteem, which is a practical virtue, as well as one of ornament to the character. Belief in self is necessary to the best attainment in any endeavor. But the employe must carefully guard his healthy condition; h~ must Use good sense-the best preventative against that disastrous disease known as the "big head." The wise salesman avoids self~consciousness, yielding him-self up completely to bis customer and the article of sale. Exterminating the personal pronoun "I," he parades judicious A DEFECTIVE INTERIOR The large low arch above the mantel illustrated above is intended to relieve a room that othClwise woula impress the occupant as being a long, low shallow box. The arch is so weak ill construction, however. that 011e must live in the constant fear that tbe bricks arc liable at ally moment to fall upon him. The hei~bt of the apartment would be increased by the use of paper with a striped figure. In either case pictures should nol be hunK oJ.! papered walls. An caseJ supporting a portrait or Ia.Zldsca.pe would help the decorath·e scheme if placed In one of the comers not shown. old methods of merchandising have been revolutionized. Like the crude machinery used in the industrial world of the past, they have been set aside for the new and improveJ methods which are now in force. The high intellectual and moral plane of the present day demands higber laws to govern the relation between distributor and the public. \Vith this advance has come a demand for a higher class of salesmen to represent the merchant in business, sales-men with larger ability and a ,vider range of talents. The modern idea cal1s for true salesmanship which in its highest sense, is at Ollce a science and an art-a science because of the many deep principles involved; an art because of the talent and skill rc,!uired in the applica.tion of those laws and principles to cffect a desired end. A man possessing the common virtues and bearing the stamp of sincerity and honesty, will have the power to in- ~M.l9I!!'HIG7fN , ideas instead of egotistical improprieties. When a sales-man consents to serve a customer he, for the time, forfeits all personal rights. In other words, he belongs to that customer as much as does the mercha1H.lise after it has been paid for-that is, his time, his attelltion, his experience, all that he possesse."i, the cttS(Otnex is entitled to, since pay-ing for them as well as for the article of sale.. This is 5el£- surrender. The value of cheerfulness in any event Cannot be too higbly estimated. Self-mastery is placed at a ]ligh premium always. It makes no difference l,vhether the customer is dis-agreeable in tbe extreme or whether graciously considerate of the clerk's feelings. whether he buys a large bill of goods in a few minutes or consumes an hour of his precious time without purchasing anything-it makes no difference with the master of art; he should do all cherfully and thereby compel that customer to carry at least one thing out of the store-a good impression, which will bear fruit in the future. There is nothing so cheap as courtesy, and nothing more influential in business. The salesman's attitude should be the same as if the customer lvere a guest in the drawing room of the salesman's own home. By evcr bearing this in mind all danger of unpleasantness is re{noved-he places himself in a frame of mind to engender courtesy in any emergency. Cotlrtesy is a product of kindness, and kindness begets patience, which in turn is a cro'V.--ningvirtue. Another paramount essential which should characterize the ideal salesman of course, is personal appearancc.. A strong personality is an i"nviable gift, but all cannot possess it since it is an attribute of nature. nut one thing which all may possess is a good personal appearance, which is in-dispensable in modern clerkship. It is there£o,e, the First dllt.V of every person serving the public to regulate his toilet and dress in the highest degree of consistency.. The influence this of essential '\veighs mightily.-C. S. Given, in }loelern ?\ilethods. Method for Successful Salesman. Two commercial salesmen were waiting in a harren country railroad station for the only train of the Jay. One was in excellellt spirits while the other was gloomy anel complaining. Success for the day was depicted in the face of one, failure for the other-. f n the commcrcial world nothing seems to give greater satisfaction than a goo(l sale. It acts as a stimulant. Ii makes the salesman see the best in his surroundings and the satisfaction achieved contributes to his contentmetit. Contrary·wise, failure to make a sale causes depression and is likely to make a salesman feel blue and fretful. Mr. Goodlnunor "vas enumerating the joys of the country life. the pleasure of calling on the country trade and the hearty and honest welcome the country merchant extended to salesmen. Mr. I1lhumor forcefully expressed his opinion that the town was dead, the merchants slow and their methods prilnitiYe. The more Mr .. Gooc1h~11110rattempted to cheer his companion, the more pessimistic 1\.'11;. IlHlumor became. ;;l\lr. Tllhumor," said 1'l'1r. Goodhu1nor in a last desperMc attempt to touch the agreeable side of his fellow salesman: .or formerly had as chronic a case of fault-finding as you have. I ,vas irritable and cross, found little satisfaction in everything, had no confidence in anyhody and the harder T worked the less T accomplished. I was optimistic naturally but somehmv failure to make sales when orders were ex-pected made me blue. Right in the mic1~t of a busy season I dropped work and went far into the bac.k woods where I c.ould do some thil1king undisturbed by outside influences. \\lllile there T thoroughly. studied my failure. At the start 21 I rightly concluded that the fault was with me and not due to circumstances over which r had no control. "The trouble was that 1 bad not been working my territory intelligently. J jumped from town to town without regard to regularity and not even ascertaining whether or not there was a demand for my line in the towns visited. Many a time I did what you have done today-made a small town on a br.allch road and did not receive a simple thank-you for my efforts to help the small retailer. I wandered aim-lessly about without a prearranged plan. Consequently I did not visit my trade often enough to get well acquainted with possible customers and to secure their confidence, which is necessary for successful selling. "Ollce having located the cause of trouble it was not difficult to prescribe a remedy. I first reduced the size of my territory, for I realized that th~ smaller the territory the better acquainted r could become with the trade and greater would become the conn.(lence of the buyers in my ability to sen!c them. Then I made a list of the hrgest buyers in my territory. 1 planned to call on these large buyers frequently and to have them know me 50 well and to think so highly of me that they would not resent my calling them by their first names. "VVith a plan outlined to my satisfaction I returned to work.. "Yes, the remedy was a SUccess. I have built up a large trade and enjoy the confidence of my customers. Every one seems glad to see me. My calls are frequent enough to attend to their wants promptly. T kno"v' my trade in -a social ,vay. T know their individual strong qualities, their weakness and I can call many of their children by name. "Rarely I visit a small town like this one unless I first call my cllstomer by 'phone and indirectfy in a pleasant talk learn whether or not he is in a buying disposition. Con-se(/ Hclltly the percentage of sales on such trips is large. I enjoy these trips, too. They afford me a change. In variably my customers invite me homE: 10 dlIlner <Jnd to 111e a home cooke~ dinner is certainly appetizing. "\VelL here comes our train. My friend, just carry two prescriptions <tround in your pocket Label one, 'Agrei> ;'b1eness' and the other '1Tethods' Take them in alternative doses. "'lou wilt have a better disposition ;lnd will be more sl1cee'Csful on the road."-\~V. "lill. Hiscox in tvfockrn Methods. Paying the Employes. A large employer of factory hands in an eastern city employs the follo\'I"ing system in paying his employes: The time and payroll keepers use a payroll ledger which requires the writing of employes' names but four times a ye.ar. \Veekly International Card Time Recorders arc placed in each d(~partment of the (actory and the employes keep their own time by recording on a card the time they arrive dlld depart. If on time and ,egular their records are in blue. If latc or early out the record shows red. The time keeper then on-Iy has to note the. red registrations. This reduces his labor to a minimum. He transfers the total hours to the ledger, making out the pay envelopes at the same time and passes them to the cashier who puts tho::: money in the envelopes and places them in pockets in especially designed racks "vhich he turns over to the pay-masters.. On payday the men pass by the pay windows, caU their numbers and get their wagC' envelopes in a jiffy. Not for Michael. U\\'hat's the matter with J.,ofichael?" asked one workman. " ,E's got a splinter in his 'and," l"eplied another. "'Vhy don't 'e pull it out?" ""I;Votl In his dinner hour!" 22 STOLE THE DESIGNER'S BRAINS. It Looked for a Time as if the Thin Air Betrayed His Plans to His Rivals. ''I've got a design for a buffet," said the manager of the :10u5ton Furniture Company to the president of the concern, "that has all the other houses back in the grubs. It will 'le the correct thing this season ,all right." "Have you taken up designing?" asked the presider:.t. ").Jo," replied the manager. "I only make suggestions to the designer and then we talk them over together. Of course, only about one idea in a hundred that comes to me is any good, but when I do make a wining it is all to the candy. You come up some night and I'll tell you all about it." "An right,' said the president, and promptly forgot to go. Raymond," the manager, thought so much of his new buffet that he wasn't willing to have the working plans made and taken to the shop until he had every little detail figured out. So the makiog of the grand new thing was delayed for quite a long time. "Better go slow than to have the idea stolen by a rival house," Raymond said. One day the president called the managex into his private office and handed him a photograph. "Yon've got to go some to get out a buffet that will beat this one of Howell's," he said. "How are you getting on with the great-and...,ollly?" Raymond thought for a moment that he was going to have a fit. The office went round and round for a minute, all right. The new buffet put 00 the market by the Howell company was just the thing he had figured on! "Where did you get this?" he asked. "One ot the traveling men brought it in." "Do you know huw long it has been out?" "1.\ at more than a week or two." RaymO}ld sat down ilL a chair and fanned him5('lf with the top of an envelope box. "What's wrong?" asked thc presidellt. "Wrong?" repeated Raymond. "V\tTrong? Why, that's my buffet." "It is?" shouted the president. "\\-'here did they get it?" The head of the Houston Furniture Compal1y had been hopeful of the promised new buffet. The firm needed some_ thing new and novel in that line, and he had made arrange-ments to rush the thing along as soon as Raymond got ready. He was not a little annoyed at the discovery that Raymond's design had been stolen. "I don't know where they got it," said Raymond, in answer to the question. "They got it of some one WllO has heard me talking about it." "I hope you haven't been goose enough to talk about it to outside parties," said the IHesident. "There are just three persons besides myself who know abollt it," said Raymond, thoughtfully. "The three are youself, the designer, the· foremall. Now, wh.ich one gave it away?" "I haven't told a living 50ul," said the president. "Not even your wife?" "N ot even my wife," roared the president. "Do you think I wanted to have the design printed in the magazines? 1 tell you I haven't mentioned to a soul the fact that we haVt: au idea in the buffet line." "It isn't the designer or the foreman," said the manager. "Then who is it?" thundered the presidel1t. "1 guess my thinking of the thing so steadily created thought waves, like the wireless. you know, and these thought waves crept into the cratium of Howell's designer." "1 hope the loss of the plans isn't going to make you dip-py," said the president. "You get busy and find out who sold those designs to Howell. What we want is to know rf we've got a thief in the factory." "The fact ·of the matter is," said Raymond, "that the de-sign was never even put on paper! It has only been talked about. There were no drawings to steal! That's why I said that the thing must have gotten out of the window and connected with Ho,vell's designer." "Come out of it!" said the president, sharply. "\Ve'\,'(> got to find out where this leak came from. 'Ale can't go on doing business with a traitor in the manufacturing depart-ment. vVe must find out about this right away." "I'll talk it over with the designer and the foreman," said the manager. "Don't yOll do it," said the president. "You lay low for a time and see what comes of this. Keep still about i1. J reckon this is the only photograph of the -Howell buffet that' Made by the Luee-Redmond Ohair Co, Ltd .• Big Rapids, Mtcb. is about the place, and the others may not know about its being here. Go right on with the de5igner and the fOTe~ man as if nothing had happened. We can get a new desigh, but we can't afford to ha,,·e a thief in the plant." The manager \'Vent away feeling pretty cheap. In the first place, he blamed himself for the delay in putting ·the 11ew buffet on the market. Then be felt that the president blamed hi!"!!for the loss. He did not see how this eoulo justlv he done. but had r:o doubt that it was being done. He \"v·antedto talk the matter over with the two men to whom he had confided his plans, but could not do it under the instruc-tions he had received. The president was knocked all of a heap, as the saying i,s, over the matter. He had trusted all his employes, the men in the factory as well as the manager, the designer, and the foreman. ::-.Jow'hewcnt at the matter of the theft in a purely business W~lY. He could not understand how a design which had never been put on paper COll1d be stolen, but he ·was go-ing to [md out. He s{~ntfor three private detectives and had the manager, the designer and the foreman watche.d. The detectives looked puzzled when illforined as to their duties. "It looks odd to 11,e, this hunting for the man who stole sometbing that never' was," said onc of the men. "How could a design which never W(lS on paper be stolen?" "One of the three men gave it away',' said the president. "Howell is always there with (l bribe if he can make a dollar by it. If something had been stolen from the shop, some-thing like a thousand dollars' worth of bedste<lds, I shouldn't ·:f'~MI 9,HIG7JN 23 Smith al pavis Mfg. ~ Co., THE BETTER BEDS ARE MANUFACTURED BY St. Louis Write for Catalogue Illustratiug Our Full Line. No. 170 Iron Crib 4 ft. 6 in. by 2 ft. 6 in., $6.25 Net 5 ft. by 3 ft. 6.75 Net Shipping weight 101 lbs. have thought 50 much of it, hut this stealing brains before the act of expression gets me." "We')} shalt have to shadow these men night and day," said the boss of the gang of detectives "\\'ho had been em-ployed. "\Ve'll have to fmu out where they go nights, how much money they spend, if they mix with Howell's men, and jf they <'l1"C leading double Ji,rcs, OJ' anything like that. vVe may rip up something you won't wallt to know about." "You go ahead," said the president. "Do all you can to keep the men £1'0111 suspecting that they arc snspected. I'm going to the bottom. of this thing, if my money holds out, and I rather think it will." Of course, after a time, the three men suspected that they wcre watched, and it made them angry and reckless. \Vhen they found out to a certainty that they were being followed night and day they talked the situation over together 8nd de-cided to gi\'e the detectives some n:eHy chases. They went off into the country in automobiles on dark, cold stormy nights, and nearly froze the shadowers, who weren't prepared for any such leaps into the arctics, and were therefore ob-liged to follow on the spur of the moment in light clothing. They dinecl at swell hotels and so made the suspiciill1s presi-dent dig dovvn deep into his pocket. But after all, it ·wasn't so much fun being watched like a thief. One day after the shadowing had been going on for a month, when the detectives \-verc beginning to realize that they were being played with, and when the president began to look askance at his expense account, the denouClnent came. The three detectives walked into the private office with a common canvas bag in their possession, whit.h bag seemed to be filled with blocks of wood, which rattled together as the man threvl'" it dm..m on the floor. In addition to the bag of blocks, they had in cllstody a very pale young lllan in the dusty g-arments of the shops. "The next time you have anything to dig out," said the No. 16& Iron Crib 4 ft. 6 in. by 2 ft. 6 in., $5.25 Net 5 ft. by 3 ft. 5.75 Net Shipping weight 91 lbs. chief of the detectives, "you would better let the operators start in in their own way. Here you've kept us up nights for a month, fotlo,",,-ing a trio of rnen who would nave jumped into the river if they thought we would follow them, and who have bcen laughing at llS and at you, while the place to look for the trouble was in the shop. Look here." The detective turned the contests of the canvas bag out on the table and began arranging them in order. In about five minutes faint pencil tracings on the blocks developed roughly sketched designs for new buffets and for new articles of all sorts. The young man in the dusty clothes made a leap for the door as the designs showed on the white wood, Iltlt was met and stopped by the three suspected men. "These thr~e men," said the detective, "are in the habit of meeting down in the ruac1Jine room and talking over their plans. As they talk and suggest, the designer has a had way of sketching on a piece of smooth board and throwing It a·way. Vvhen another point comes up he will sketch that and throw the block a\vay. Clear enough, eh? "\'\7ell, this cunning young man here," pointing to the young man under arrest, "has been in the habit of preserv-ing tllese blocb! Cute idea, that, ell? He's got about a cord of blocks in his room. Here are the cmde designs for the buffet. He sold the idea to Howell, and he was getting ready to sell all your ideas to him----':allhe could find on chips in the !:ihop1 All yOll can do is to fire hint, I guess. The president did that, and then went out and bought din~ ner for the detectives and the three suspects. "The truth's about equal to your window the,ory," he said to the manager, 8S they sat at table. "I'm almost ashamed of the trouble I put you men to," he: added, with a flush that wa:-. almost a blush. "Oh, neyer yoU mind that," said the three m a breath. "\Ve rather enjoyed it." ALFRED B. TOZER. Information_ Concerning Commercial Salesmen. The following notice is prominently displayed at the desk of the Albany Hotel, Denver, Colo: "Commercial men who become guests of the Albany Hotel, whether they have 'lines' that require the use of sample tables or not, will greatly favor the management of this hotel and, incidentlly, possibly benefit themselves, by giving to the clerk the name and address of the house they represent and also the line of goods they are handling. "It frequently occurs that a buyer calls to look at a certain line of goods hut has forgotten the name of the party he wishes to see, or he will ask the name of the representative of a certain business hous,e, or he may not know the repre-scntative of any special house but wishes to look at a certain line of goods-all of which inquiries the clerk can the more sattsfactorily answer if he has in his possession, systematical-ly arranged, the above requested informatio,n. ;;\Ve hope to have your cordial assistance along this line. "Find below blank for your convenience in giving us the information .ve respectfully ask. "The Albany HoteL" fOR THE USE Of COMMERCIAL SALESMEN. Give the Information as Explained In the Above Card. Name of, house represented... . . Line of goods. Street an<l num ber . City and state. Represented by Permanent address City and state ,', , , , . 7iR;T1..5'sY•t•N ~~~· _. New Bulbs Save Money. The incandescent electric lamp is one of the most com~ manly known and simplest factory devices with which we have to deal. The lamp in general use is labeled 16 candle-power, and the average user of these lamps is generally contented with the mere knowledge of how to turn his light on and off. He will undoubtedly grumble at times at the amount of his monthly bill for lighting and will often be in-convenienced by the dimness of some if his lamps, but the deficiency in light is made good by turning on another lamp, and the monthly bill is furthe.r in~reased, says the Technical World. It probably would never occur to him that it would be an actual economy in dollars and cents to SKETCHED BY OTTO JIRANEK, GRAND RAPIDS, MICH. throwaway his old lamps and provide new ones at his own expense, and yet such is the case. The "smashing point" cannot be accurately determined for any lamp without rather extensive tests, but in general it is not necessary to determine its accuracy. A variation of one or two candle-power will hardly be perceptible under the ordinary conditions. It is only when the lamp falls off three or four catldle~power that its dimness becomes appre-ciable, and it is a safe rule to follow, and it will prove more economical to buy a new lamp rather than burn an old one after its diminution in candle-power becomes noticeable. By this is meant that it will be more economical for the amount of light obtained, because as the lamps fall off in candle~power more- lamps must be burned to obtain the original amount of light. If the reduced quantity of light from old lamps is sufficient-as, for example, in halls and closets-it would still be cheaper to throw out the old lamps an,l replace them with new ones of smaller candle-power. -f't!If!b.b"MICHIG.7lN Y'IR.TI.s~ \~. 25 ~ ·"7 e? e se- ~ lOG. 110.112 nort~ Division~t. Qran~ Kapi~s lOG. 110. 112 nort~ Division~t.~;~ .~~ Qran~ Rapi~s Michigan Engraving Company :: White Printing Company Michigan Artisan Company OUR BUILDING PRI NT E R S B IN D E R S EN G R AV E R S E N G R A V E RS PR I NT ER S B IND E RS Erected by Wbite Printing Company. Grand Rapids. 1907. EVANSVILLE LINES MANUFACTURERS' FURNITURE EXCHANGE Corner Wabash Avenue and Fourteenth Street THE BOCKSTEGE NEW SUPERIOR UNE -------- EVANSVILLE FuU line Of Samples on Exhibition throughout tlte year on thejirstjtoor of the New .lJ£anu!aclurers' Furniture EiJ:cltange,Wabash Ave. and 14th St., Ck~ca(lQ THE BOCKSTEGE FURNITURE CO., Eva""vme, Ind The Metal Furniture Co. EVANSVILLE, IND. MANUFACTURERS OF Metal Bedsteads Full line of Samples on exhibition during the entire year, on first Hoor of the Manufacturers' Furniture Exchange. corner Wabash Ave. and 14th St., Chicago. • TlfE WORLD FURNITURE CO. (Member of Big Six Car Loading Association) EVANSVILLE - INDIANA Globe L Manufacturers of FoldiDIr Bed .. (Mantel and Upright), Buffeb, Hall Trees. China CI06eh, Combination and Library Bookeases. Fulliioe of lIamples on exhibition during the entire year, on first floor of the Manufacturers Furniture Exchange, corner WablUlh Ave. and 14th St., Chicago. Side Boards and Hall Racks Are the best for the money. Get our Cata-logue. Mention the Michigan Artisan when writing. Fullline of samples on exhibition duriog the en~ tire year, on the firS! Hoor 01 the Manufacturers' Furniture Exchange, Cor. Wabash Ave., and 14th St., Chicago. Globe Furniture Company EVANSVILLE, IND. ON SALE IN CHICAGO Cupboards Kitchen Cabinets and MANUFACTURERS' FURNITURE EXCHANGE Corner Wabash Avenue and Fourteenth Strut JORDAN CRESCENT. Start 1908right by buying an Up-to-date Line. is what you want-IT SELLS ITSELF. Crescent Stove WorKs Evansville. Indiana K. D. Wardrobes. I. all we make but we make Iota of them. Get Catalogue and Prices. The Bosse Fumiture CO. EVANSVILLE, IND. Full line of sar"ples on exhibition during Ihe enUre year on flrstjloor of the Manufacturers' Furttitun Exchange, corner Wabash Ave. and 14th St .• Chicago. Karges Chamber Suites ARE OF BEST QUALITY GOOD Style Construction Finish PRICES RIG HT Write for Catalogue Karges Furniture Company, EVANSVILLE, IND. Full line of oamples On on exhibition during the entire year, on lirtt Root of the Manufacturers' Furni-ture Exchange, comer Wa-bash Ave. and 14th St., Chicago. 28 ·"''-MlffIIG7fN • PAINTED PIANOS IN DEMAND. Instruments Valued at $50.000 Each-Scenes From Well Known Operas on Cases. There ·was a time when a piano was only a piano, and that was all there was to it. For decades piano builders gave all their attention to sound mechanism and there was about .as much variety in piano exteriors as there is to tele-graph poles. The case was of rosewood or mahogany. Your piano had serpentine moulding or it did not have, It had angular legs or curved ones. That was about all the variety you could get, ,and you CQuid pay your money and take yOur choice. The piano makers of to-day are a unit in declaring that the vogue of the ugly piano case, with its huge, unshapely, elephantine legs and unrelieved lines, is gone forever. The American demands almost as wide a range of choice in piano cases as in furniture, and gets it. Out of this demand, strengthened by European example, has grown the painted piano . . It is true that some of the more elaborate spinets of Colonial days were hand painted, but the development of the pianoforte did not carry with it the decoration of the case. Perhaps' this was due to the hideousness of most of the scenes inflicted on the long suffering spinet. Any way, when the piano began to be considered an article of furniture and ornament its artistic aspect assumed importance. So long as simple, haircloth furniture held its vogue the old rosewood standby was good enough. Its passing came with more frequent trips to Europe and the introduction of type or period furniture into American homes. The identical case piano was doomed with the first white and gold music room. The clumsy, old type piano was so out of harmony that even its music was not appreciated. Makers were forced to turn to curly maple and other light woods. They took long breaths and gilded and enamelled the case's. The piano was the last piece of furniture to fall into the decorator's hands, but it may stay longer. presenting more possibilities than tables Or chairs. At first the casemakcrs w'ere conte1Jt to conform to a' particular peri()(J, with the idea of fitting the piano into its surroundings. One of the fir'st decorative examples of one of the oldest purely AmC'ri-can piano houses was inlaid work along marquetry lines. There was a year when I..ouis XVI piano cases were all t'le rage. Then came Empires and Henry IV's. There was a fad for '..h..ite and gold 'cases, which ,:went out because of the ghostliness of white enamel and because American en-amellcrs could not obtain the opalescent effects of the Parisian WOrkmen. But there is more -to it. Americans learned that some of thegreat artists of Europe did not scorn to use their brushes on plano cases. A few rich imported them without interior mechanism. The imported exterior was better than anything made here. The $50,000 Marquand is the most notable relic of this age of importation The ease was designed by Alma-Tadema amI executed by Poynter. It cost the famous art coUeetor fully the amount named, though at auction sale on his death it brought only $14,000. It is a grand piano, with solid ebony case, inlaid with ivory and lapis lazuli. The cover and the panels have scenes representing Greek maidens dancing to the accompaniment of ancient musical instruments. Then there was a Burne- Jones p:ano that attracted much attention. The artist fairly covered this piano -..vith his work. There were paintings on both sides of the lid and all around the band. .."-m"'ricans who cared enough about a piano to pay $50.000 for it were not numerOus. Several. however. weTe willing to invest $25,000 and run the risk of getting an art work so .7iR T I.s' JI.l'J \~- 3 s". ~ delicate and yet so u",.,'ieldy safely thrOUgh a dangerous ocean voyage. One of these $25_,000pianos came to a member of the Vanderbilt family. It was wonderfully carved with garlands hanging free from the body of the instrument. The panels were painted by Kammerer, of Paris, and aside from the panels the case was covered with cream white enamel. Of late years the special order case has been the rage, and there are not a few houses along Fifth avenue and Riverside Drive that have spedally decorated pianos. They are not $25,000 creations by any means, but there has been and still is an unusual demand among people of wealth for decorated pianos costing $8,000, $10,000 and $15,000. There is a wide latitude in the decorations. Some show small panels on strict school lines, a Louis XV case, for Sketched by Otto Jiranek. Grand Rapids, Mich. instance, with panels painted after Watteau or Boucher. Often the piano is taken ;IS the background for idealistic paintings. There have been "Faust" pianos and "Romeo and ]uUet" pianos, with scenes from these operas. "VVhe11 the prospective purchaser of a decorated piano has eccentric ideas ~e have our troubles," said the manager of one of the big piano houses to a Tribune reporter the other day. '-'1 remember one woman who had her own ideas about 'Faust.' She insisted on a 'Faust' scene for the lid, which would not have been so bad. Then she insisted that Faust, in the love scene with Marguerite, sit upon a tomb-stone, 'with relaxed muscles.' The artist assigned to the t:lsk gnashed his teeth. "Our great dread in this decorative work," said another man whose name connotes piano wherever heard, "is th" difficulty in repressing the portrait effect. Women, are mas I often victims of this incongru'bus desire. They come in with the portrait oJ Some departed loved one which they want painted on the piano cover. As a vehicle for portraiture the piano is unsuitable,- no matter how. attractive the suh- ~Mlf,flIG7fN 29 LIGNINE CARVINGS, UNBREAKABLE Increase your business. Increase your profits. Increase your business friends by adopting LIGNINE CARVINGS. Send for sample and new catalogue showing Drawer Pulls, Capi-tals, Pilasters, Drops, Shields, Heads, Rosettes, Scrolls, etc. ORNAMENTAL PRODUCTS CO., 556 Fort St., Detroit, Mich. ject. They get their ill memoriams if they insist on them, but we'd rather brand the pianos \vith our rival's name." Examples in w-hich there is all utter ahsence of symbolic relation in the decoration either to the piano or the music arc frequent. "Do yOll halldpaint pianos ?" an arrival from Pittsburg a few months ago asked a prominent piano maker. Decoration in \Valteau style upon the top and rim of a Louis XV case was suggested. The Pittshurgcr looked over a sample, but did not like the beautiful maidens playing old-fashioned musical instruments. "'Tain't up to date enough," was his verdict. "It is the latest design of one of mlr t1nest artists," re-turned the piano man. "You don't get my idea," said the man of money with a superior air. "That may be art, but I want art that 1 can compare with the orig-inal in my mind's eye. Kow, the man who decorated my saf~ at the office do\vn Broad st;eet caught the idea. You know I've opened all office down there among the bulls and bears 1\'0, I'm 110t going into business. It's just a plac-:: to loaf in where 1 can close to the ticker." "\Vhat did the 'artist' put on your safe?" was asked to shut off the PiUsburger's boast of what he ""vas going to do to \Vall Strect. "\~rhy, he painted the Brooklyn Bridge with one of 'Bob' Evan's battleships coming under the arch, full tilt," said the Pennsylvanian, admiringly. "That's the sort of aft 1 want. Now, on this piano let us have the Hudson River, with the P;llisades in the distance." The piano maker groaned as he booked the eccentric order. "Have your artist paint in a steamuo;:lt or two. one of the Day lilles. for instance," was the parting instruction. I like planty of life and motion." Most piano artists have little admiration for the great gold and white piano that decorates the \Vhite House. The case 110uses an exquisite instrument. The panels are from the brllsh of T. Vv'.Dewing. If the decorations stopped there all would be \vell, but they don't. The coats of anns of the various states have been plastered over the instrument until the last inch is utiliLed. "It reminds me of old Joe Kirby," said a recent visitor to the \Vhitc ITouse, after gazing on the overdecorated wonder. "Al1d who \vas Joe Kirby?" interrupted a youthful mcmber of the party. "You did not let me finish," said the critic "I was abollt to S<lY the piano remi.nded me of Joe Kirby wrapl)\.ng hlm-self in the Amcrican flag and dying to slow music." Kirby was once the most popular actor of the Bmvery, ,1l1dhe was best in death scencs. "\lI.lakc me up when Kirby dies" was the injunction of the sleepy members of his audi-ences. It became one of the sayings of his time. One of the most noteworthy pianos ever designed in New York was executed for the Chicago \lIlorld's "Fair exhibit of a prominent piano company. Vv'hen the exhibition closed the instrument \yas brought back to Kew York and eventually found a purchaser in H. Cohen, a rich East Sider, who gave it as a wedding present to his daughter. It was the pride and amazement of Henry street for years, Another handsome piano made by this same house lies at the bottom of the Oce,l11.HOW, It was pure Empire. in style and v\I'as put in the music room of a pleasure yacht that sank. \-Vhen painted pianos first became the rage there was a great Jeal of mystery abollt them. It \"..a.s impossible to get photographs of them, and the number made \vas limited. The owners of the pianos feared their exclusive designs would he c,opied and reproduced in stock instruments. The exact design executed by Edwin H. Blashficld for a piano for Mrs. Anthony Drexel, of Philadelphia, was a close secret for a long time. "Music" is the theme of this decoration, thc band being divided into panels, each of which typifies some particular class of music-miJita-ry, ecclesiastical, classi-cal, etc. A late achievement in piano decoration is "The Rhein-gold," now all exhibition at a piano house on Fifth avenue. The \vhole top of the piano is thro'wl1 into one picture, com-posed in such a way as to fit the arbitrary form of the in-strument. The Rhine Maidens are seen in the depths of tbe water circling round their hidden treasure, \\.'hieh sends up its yellow glare, tingling and irradiating their floating forms and draperies. The ugly dwad, wrth his sordid, voracIOus face, forms <In effective foil for the beauty of the maidens. X ear the top of the picture three or four fish, un-conscious of their supernatural companions, are complacently basking in the sunlight that filters through the translucent waters. The peculiar opalescent olive light that a diver sees Y;'hen he opens his eyes under water is the prevailing color note of the picture. On the piano legs rllld lyre reeds gilded and tinged in greenish hue are carved in relief, and elsev·...here the sculptural ornamentations of the instrument arc' made up of these same reeds. /\mong the Americans who have notable pianos de luxe :He -Mrs. Cornelius Vrl1lderbilt. George Gould. \Villiam E. D. Slakes. !\frs. George Drexel, Ex-Senator V/illiam A. Clark. 11.'11':-. Thomas Scott and 1\1rs. James L. Flood. Sir Donald Smith, of Canada, also has a costly instru111ent.-K ew York Tribune. Foreign t1l<lrkets should b(~ cultivated assiduously not as :\ tenl'porary makeshift but with the purpose of establishing a permanent trade. The difference between "red tape" and system is a prob-lemn not easily solved. Economy is not stinginess. The economical man invests his funds wisely. 30 How to Get By the Man at the Door. "Mr. Smith is busy, sir; what do you want to see him about?" No doubt yotl have run up against this question many times, especially if you are a salesman, or if your business takes you much among people. The man at the door bars your way. He; is not satisfied ..v.ith your card or your name. He Jooks at you as if he ,..",ollldread your soul. Sometimes he is a private secretary and a man of some discretion; often-er he is an office boy who knows nothing except a hard and fast rule. Now, if you have come, to sell something to the president, or secretary, or somebody else who happens to be secluded in a private office, you are up against 'a stone wall unless yOu know how to handle this pestiferous cre-ature who wants to know your pcdigree. If you don't know how to do it you might as well turti around and march out. An old and successful .salesman tells how he meets the problem. "The man at the door is a tough proposition to cope with. He is an outcropping of trusts and big establishments. Twen-ty years ago all a salesman had to dov..ras to 0lJen a dOor ana ·walk jn. Today he must give the history of his life to some dinky little felow who is so puffed up with his $8 a week that t,e thinks other folks have )10 right to live. "Years ago 1 came to the conclusion that turn about is fair play. If a merchant employs a lot of salesn:en himself and sends them all over the country to bother other folks, hc ought to be willing to be bothercd by salesmen who come to see him. When 1 go after such a man and his lackey at the door refuses me admittance I get busy. i<There are two ways to get into the merchant's private office. The first is to grasp the lackey firmly but politely by the coat collar, yank him out of your way, and proceed with dignity. I have tried this method a good many times, but as a general thing it is not to be recommended. "The other plan which I pursue with great success is to use my wits instead of my muscle. I foHow a regular system. I make such a ·sudden and psychologically startling attack that· I am admitted out of pure curiosity. In about thirty seconds I change the whole situation. Instead of being a supplicant, I become an invtcd guest. The merchant wants to see me. He is really dcsirous to know what I look like, and what I have to say. He voluntarily drops important business to ask me in. "Yesterday I called on the general manager of a huge concern in Chicago. He is also the head of the buying de-partment. Na doubt he is overrUn with salesmen, but he ought to expect it, That is what he is paid for. I argul-that he should treat visiting salesmen as he wants his own salesmen to be treatcd. He had different ideas. A shriv-eled up little man blockaded the way. "'Who are you: he demanded. "1 knew that to give him rp.y business card would be to commit business suicide. "'That,' said I, 'is none of your business. I want you tu take a note to Mr. Jones. It is private, and mind you, if you open the envelopc I'll ,throw you out of the nearest win-dow. Understand?' "Often the door lackeys will read whatever you write, but this fellow didn't. I knew how to talk to him. "What 1 wrote was this: "'Mr. Jones: The nuisance who guards the door has im-pertinently refused to let me in. I never let a nuisance stand WHITE PRINTING CO., GRAND RAPIDS, MICH. PRINTERS OF CATALOGUES andeverythingneededby businessmen in my way. I have too many of them myself to allow them to bother me. I go along about my business, no matter how much they annoy me. I am a salesman, representing --. I am out for business. I know a lot of your salesmen, and I have shown at least a dozen of them how to get past just such rodents as this onc here, In doing this I have added perhaps five per cellt to your annual sales. This is my re-ward. I believe J have earned tcn minutes of your time. tJy proposition speaks for itself.' "The result was just what I anticipated-instantaneous. Jones wa·" astonished. No salesman had ever written a let-ter like that before. He was really anxious to see me. Here was something new in salesmanship. He was a salesman himself, and I touched him on the psychological spot. "Now, I never attempt to get into a man's presence by ly-jng- abollt my jdcntity_ Only thc novice does tha;LI refuse STAR CASTER CUP CO. NORTH UNiON STREET, GRAND RAPIDS, MICH. (PATENT APPLlED FOR) We have adopted celluloid as a base for our Caster Cups, making the best cup on the market. Celluloid is a great improvement over bases made of other material. When it is necessary to move a piece supported by cups with celluloid bases it can be done With ease. as the bases are per-fectly smooth, Celluloid does not sweat and by the use of these cups tables are never marred. These cups are finished in Golden Oak and White Maple, finished light. If you will try a sample lYrder Of tMse goods you wW desire to handle them in quantitit!8. PRICES: Size 2M"inches $5.50 per hundred. Size 2U inches, ,.... 4;60 per hundred. /. Q. b. Granlj Rapids. TRY A SAMPLE ORDER. pointblank to tell the door keeper my name or business, but when I write a note to the man inside.1 com~ out boldly with the truth. "The other day J ran up against a doorkeeper who refused to deliver a note unless 1 totdhim the nature of the message. " 'y oung man,' I said, taking out my watch, 'I'll give you just sixty seconds to get that note to Mr. Browl!. If yOli don't do it I'll take it in myself.' "'I've seen yOU fellows before,' he retorted. 'You're a salesman and I know it, Mr. Brown is not seeing salesmen today,' H 'Thirty seconds!' I said. IIHe looked about helplessly. He knew he would catch it if he allowed me to burst in on Brown. I was bigger than he, and he wasn't used to desperate men. "He took in the note. This is what it said: ")'h. Brown: One of your salesmen was intoxicated last month and I was foolish enough to help him out and save your house a large sale. Don't ask me his name, for I won't tell it. There is a fellowship among salesmen, and often they make sacrifices for each other. I am a salesman myself, representing ---. I used the word "foolish" in the fore going because, in the light of the .present it looks that way to me. The wretched little rat at the door bars me out, when I ought to be welcomed, and get a brass medal in addi· tion. 1 don't ",,'-:lntany charity, but I claim the right to do business. My proposition will make you money.' "I walked in a moment later. "1 wouldn't give away my system that I'm going to quit the road soon. E. M. Woolley. if it wasn't for the fact I've kept it a secret.- 31 MANY NEW FEATURES ADDED FOR SPRING SEASON OF 1908. EVERYTHING FOR THE BEDROOM [Medium and Fine Quality]. Office and Salesroom corner Prescott and Buchanan Streets, Grand Rapids, Mich. Line now ready for inspection by dealers. The New Banquet Table Top as welllll! OFFICE, DINING and DIRECTORS' TABLES are out' specialty. STOW & DAVIS FURNITURE CO., ~~~;':p",. Write for Catalogue. Get samp\esof BANQUET TABLE TOP. UNION FURNITURE CO. ROCKFORD, ILL. China Closets Buffets Bookcases \Ve lead in Style, Contlrudion and Finish. See our Catalogue. Our line on permanent exhibi-tion 7th Floor, New Manufact-urers' Building, Grand Rapids. Big Rapids Furni-ture Mfg. Co. BIG RAPIDS, MIOH. SIDEBOARDS BUFFETS HALL RACKS In Quartered Oak, Golden and Early English Finish. No. 128. Price $12· 2 off 30 days /. o. b. 7JigRaplds. We Manufacture the Largest Line of Foldlno Gllalrs in the U oiled States, suitable for Sunday Schools, Halls, Steamers and all pubLic resorts. We also manufacture Brass Trimmed Iron Beds, Spring Beds, Cots and Cribs in a large variety. Swd jor Catalogia and Prices to K/lUFFM/lN MFG. GO. ASHLAND, OHIO 32 ·f'~MI9 ..HIG7JN 2 7l:<-TI'-b~ f1II'1- I ' 33 DINING ROOM TABLES WELL BOUGHT-MORE THAN HALF SOLD This motto is well apprecialed by big buyers"and wilh our enormous modern fadoty which is equipped with Ihe very late:ft machinery for producing perfed and uniform construclion we can offer unexcelled quality at moderate prices. A VAST VARIETY OF PATTERNS 402 The Famous "VICTOR" Extension Table (Patented) is a specially of our make which has ".ontinually grown in favor and volume of sales. Write for Full lnformation and Quotation" , 471 Posselius Bros. Furniture Mfg. Co. DETROIT, MICHIGAN 4.;2 Reliable and Substantial Furniture SUCH AS WE MAKE IS EVER THE SOURCE OF PLEASURE AND PROFIT TO THE RETAILER AND THE PCRCHASER ROCKFORD CHAIR AND FURNITURE CO., Rockford,Ill. 34 ".-;,' .~ fJ~ ~MICHIG7IN ,,' ;':"'. .' - -• :l C -. i Made by NOrthern Furniture Co., Sheboygan, Wts. Made by Posselius Bros Furniture Mfg Co Detroit, Mich. ::;;~- t __<:;I Made by Posseliu8 Bros. Furniture Mfg. Co.• Detroit, Mich. Made by Woodard Furniture Co., Owosso, Mich. REX [::;:~]MATTRESS CHAS. A. FISHER & CO., 1319 Michigan Ave., Chicago. WRITE FOR BOOKLET AND PROPOSITIOK Warehouse&: ST. LOUIS, MO. KANSAS CITY, MO. MINNEAPOLIS, MINN. PEORIA. ILL LINCOLN, ILL. CHICAGO, ILL. THE LEXINGTON Michillan Blvd. & 22d 51 CHICAGO. ILL Refurnished alld re-fitted throughout. New Management. The furniture dealers' he,3d-quarters. Most. co"n-veniently situated' to the furniture display houses. Inler-Stale Holel CO, OWNER &: PROPRIETDR. E. K. erHey. Pres.; T. M. eriley, V. Pres.; L. H. Flrey, See-Tler.s. Horn Br1ltlwrs rqJort illl:-iinc;;s pich:ing np 1ig-In along; rtmning full time and tbe outlook g"O()(\' Tbey are making a tip-top line of hed room furniture. The Seng Company "h;l\'c il hell IJll" ;\11L! whell she hatdll'" out lhc IlCW hird the noise oj the cackling \",il1 make (JIlt' thiuk that all the hen:" in the b"rnyard have comc off at ol1ce. [Tlllet your hreatb, l1(H~·. a11d be prcpared fnr wh,.t'" coming. Fv-ery extension table lLaker in the country \'\'ill be intcl'e.;ted. Schultz & Hirsch, the well k11(IWn [e,ltller and !lcddillh house on SCllIth Despl",ines c:trect. have sold their facror,' building and h.'1\'(' pllrcha:;cd a l1ew i'actory at Fulton anc! T~li;"- abeth streets, \vhcrc they will be: scUled by the hrst of .:'ILa\. 'llld v\·il have Tl1nr(' 1'ban l\vi,'c <IS nlncll R(;or space as in t1;'.· Desplaines street facto:'y. President i'lleyn of tbe .:'I!<:l1lufacturns' Exhibitiol1 Build-ing Comp;11ly reports a very l'-'.rgc dem'l11d for space in tbe hig exhibition building at 1319 Michigan '\\'('1111e. Thc indica-tions ,Ire tl1;,t somdwdy will be disappointed ill not Ret'ting ;lll the Sp,lCC they want ii thcy delay' their application:-i. TIIi" i" the 'Irigina1 \lichig<ll1 an'11lle exhibition tn~iltling south 01 Twelfth streer. andthcre is "lways a dcmarid Un- space up te, ur cxce.eding the full capacity of t11e building-. July is going to be a busy mont]J \'\'itl1 t11e furniture Illell in Chicago. The Johnson Chair Company have sold their plallt. except-ing 111e m<lchilHcry. to tbe ~orthwestern H.ailroad Company, \,\tho~,(' c'(t('n~ion to the nnv \T ad-ic;ml st1-ed station takcs in his property. and also tilaL of the Knel1ig- & Garner Furniture CompiLlIY and L. 1:'. X ollllasL. Tbe J nbnSOIl Chair Company have options all ~l b!-ge tr~lct all the v\,('st side and will build 01H',of the most modeI'll chair factories in the coullLry, taking advantage of everything that is newest aud best. They have a year to stay in their prcscm pbce,\vhich ,vi)l afford ample tillJe to erect their new factory. Tile Koenig- & Gamer Fll' niturc COli"lpany had 110t definitely settled on their iutme ]n-cation; b\1t intend to have a factory that will be up-ta-date in l'very,parricular. MUSKEGON VALLEY FURNITURE COMPANY MUSKEGON MICH •••• Odd DreSserg CniliOniers wororones IndieS' 101181S Dresslnu 100Ies Mnnounnv IniOid GnOdS IMies' DeSkg Music Gnnln8lS Line on sale in MannfacluTel'5' Build'nl!l. Grand RB:pids.. 35 f',1 '%i' 36 Charles R. Sligh for Mayor. Charles R. Sligh, president of the Sligh Furniture com-pany, is a candidate for the office of mayor of Gran~ Rapids. Mr. Sligh has lived in the 'city from infancy, havIng been born in the. home of his family on ground now owned and occupied by the \\lhite Printing Company ,and the l-lichigan Arti-san Company. During his boyhood, war between the states ensued, when Mr. Sligh's father recruited a company, went to the front, and lost his life in the service of the Union. To assist in the support of tIll.- famity j\{r. Sligh was obliged to begin the battle of life an age when most boys afC in the enjoyment of adolescency and he proved to be such a brave, energetic and intelligent young hustler as to conquer sucees::; in all his undertakings by. deserving it. :\'1r. Sligh entered the employ of the Berkey & Gay Furniture Company as a t 'aveling salcsman -in the early seventies, and proved his capacity. Th,ough his efforts the trade of the company was widely cxtended. In 1880 he organized the Sligh Furniture Com-pany, erected a modest factory fu:d con:- menced the manufacture of bedroom furni-ture. The sales grew steadily in volume following the introduction of the line; ad-ditions wcre made to the plant from time to time and the company steadily advanced to the front rank in the furniture mallufactul ing industry. Mr. Sligh has witnessed the development of Grand Rapids from a COU11- try village of little importance to a thriving city of 100,000 inhabitants, and to assume the lead in the malltIfacture of fine furni-hIre, His wide and varied experience in business, his force of characte'i-, his lofty ideals, his l:iterlingintegrity, his energy and public spirit qualify him to abiy Gll the hon-orable and responsible position, to which he will undoubtedly be elected. IVf r. Sligh was a candidate tor governor at Michigan in the 'year 1896, and although the \'ote polled for him was much larger than for other candidates on his ticket, he was de-feated. Two years ago he was a candi-date for mayor in a three-cornered COntest and polled a very large vote. He favo.s non-partisanship in local affairs, and for that reaSOn will receive the suppOtt of many business men, regardless of party. H C Dexter Chair Company and enagagcd in the manufac-tu~ e ~f Arts and Crafts furniture at Ludlow, Vt. His line will be on sale in Grand Rapids during the month of July~ Jason S. Bailey succeeds Dodge, Spear & Co. in the sale CHAS. RoBLIGlI Trade Notes. A corporation has been organized at Camden, N. J., to tnt:Lnufacture wardrobes, cabinets and interior finishes, under the name of the Richard V..'.. Jefferies Company, J. H. Steiner, formerly \vith Hillman, of Chicago, is the S1.1CCeSSoorf vv. J. Long ,as manager of the fumiturl? dlitpan Ulent of thtl j.';air in Chicago. The Jatnesto,,'n (1\; Y.) Cabinet Company succeeds r s; Andersori. H. V. Strattoh. an bId-time salesman; is serioltsiy iIi at his home in Trenton, ]\7.]. His recoveri is doubtful. Louis B. RIdenour bas severed his eonnection with the of furniture a1Hl general merchandise, at 615 \Vashington street, Boston, 1\.1ass. The 1Iiehigall Desk Company of Grand Rapids sustained a loss of $4,000 by the destruction of a quantity of dry oak lumber, by fire recently. The Brockmeier Piano Company, recently organized, has leased a factory in Grand Rapids and will engage in the man-ufacture of pianos. The Grand Rapids (1Itch.) Cabinet Makers Company suf-fered a loss of $15,000 by 6rt: Voihichoecured at their ware-rooms recently. The factory of the J. E. Symonds Table Company of Penacook, }L H" was entint)' dutroyed by firere,cently. 37 WOODARD FURNITURE CO. OWOSSO, MICH. Makers of high grade medium priced Bedroom Furniture in all the popular woods and finishes. New catalog ready. Send for prices emthis new colonial bed and drell$er (chiHonieJ:"shown on page 34). Made in mahogany and drcaAliian walnut. You will be surprised at the .r;mt\Uamount asked tor th.ue piece/!. has been engaged in the manufacture of reliable furniture more than {1fty years. A ilCW catalogue is ready for the mails. A Pleasant Smile. The tbirg tt;at Gees tl1<~farthest TCHvard making life worth wlli1e. Th:n':-; worth the most, that costs the kast. Is just a pleasant smite. 'Tis full of \,,'orth and Roodncss, too. \\'ith m;1111y kindliness hlent. 'Tis v· ... orlh a million dollars, And it doesn't emit a cent. WHITE"PRINTING CO. GRANO RAPIDS, MICH Low and Medium Priced Chir.a Clcset::. Oliver & Co. of Allegan, }':fich., describe anI elegant p-:tUCTllS of china closets on another page. P1"1C~' twu This Iirei WE PR'IIIT THE: MICHIe",,,, A "',.,s ......, ANCl MAKe: ... SPe:CIAl.TY Q. CATALOOUES FO" THE F"URNITURE: TPAOe: ALASKA QUALITY The Alaska Refrigerator CO, EXCLUSIf/E REFRIGERATOR MANUFACTURERS MUSKEGON, MICHIGAN Guaran tees perfect insulation, circulation and the most econom-ical consumption of ice. They insure the dealer a satisfied customer every time. Zinc, White Enamel, Porcelain and Opalite Linings. ASK FOR CATALOGUES AND PRICES. 38 L Made by Horn Bros, Mfg. Co., Chica.go, Ill. Made by Aulsbrook & Sturges Furniture Co., SturgiS, Mich. Made by Lentz Table Co., Nashville, Mich. Auls~roo~3 ~tur~esrurnitureCo. I MANUFACTURERS I Sturgis, Michigan No. 564 Ask for Catalog. Mention At'tisan. 39 Why Not Order? Say a d.ozen or mote MQntgomery Iron Display Couch Trucks lent yOI1 on approvaD If nohalisfaetory they can be returned at no expense 10 you whatevl!r, while the price uked is but a triBe, eotn-pared 10 the convenience they afford and the_economy they represeni in tbe saving of Roor space. . Thirty-two couches moumed on the Montgomery Iton Display Couch Truck, occupy the a.ame 8oor'Pace as twelve dis-plq~ in"the usual mlUlDef. Write for,catalotlue giving full dcscrip~ lion and price inlhl!l different 6nishcs, to-gether with illustrations demoostraliDl the use of the Giant Short Rail Bed Fastener for Iron ,Beds. Manuf&etured by H. J. MONTGOMERY PATRNTBE Silver Creek, ~ew York, U~·.5. A. Deno.is Wire and IrOIl Co•• c.nadiI.D ~ ... u. facturem. l...oodOn, Out. ,'/ 'The furniture business in Rockford is in as healthy a COll- <1iti(~n,_<lsill any city in the country, judging from reports 01 '-Jbc ni<l11l1fitcturerscalled on b~.'the Artisan's representative. ,T-he iactories, as a rule, are working as large a proportion at their hands as in any other city and orders, though generally ~Illall. are quite numerous. A large number of new patterns will he brought out for the fall trade, and extra efforts wilt be put forth to get business. The Central, Standard, Royal l\.fantel & Furniture C0111- pany, the Rockford Desk, the Skandia, the Vv' est End, the Union and the rest of the coterie ate working along ahout the saIne way. taking care of their orders and making prepara-tiOllS iorth.e fa:Jl trade., The Rockford Frame & F'ixtur:e .company has a new secre· tary, JTr. Edward Carlson. -\\dlO has b~en the superintendent of the factory for the p<lst twelve years. He \",ill continue to till that responisble position as weH as·the dl1ties of his ne,,\' Grand Rapids Caster Cup Co. 2 Parkwood Ave.•Grand Rapids, Mich. \\'e are now putting on the best Caster Cups with cork bases ever offered to the trade. These are finished in Golden Oak and White Maple ill a light finish. These goods arc .admirable for polished Aoors and furn-iture rests. They will not sweat or mar. PRICES: Size.2}( incbes $4.00 pel' humlt'ed Size2Xinches-····· 5.00 per hundred 1'1'ya Samp&~Order. F. O. B. Grand Rapid,. 40 71RTltS'A~ , . ? s· HORN BROS MFG CO 28\ "'29\ W.S"..rio,S,. . • . • • CHICAGO, • ILL. BEDROOM FURNITURE OUR SPECIALTY Goods displayed at the Manufacturens' Furniture uchange, Wabash and 14th St. and with HaD & Knapp, 187 Michigan Ave., Chicago, DL DRESSER No. 629 -Golden Quartered Oak, $]8,60; Genuine Maholl'aoy. Veneered. $19.50: Birdseye Maple, $19.50: Genuine Tuna Mabo;any, $19.50. CHIFFONIER No. GO-Colden Oak, $19; Genuio.e Mahopny Veneered. $20: Bir....• eye Maple, $20; Genuine Tuna MahOPR)', $20. DRESSING TABLE No. IS-Colden Oak, $13.: Genwne MalJ.ny, Veneered. $13.50: Birdseye Maple. $]3.50: Genuine Tuna Mahosan,Y, $13.50. Send for Catalogue B. !-------"-- office. The Frame & Fixture Company makes a most at-tracitv(' line of fancy fltrnit~re, and will show samples of the same in Grand Rapids, Chicago and New York. Many new patterns of parlor and music cabinets, shaving stands and a line of dilling room suites, consisting of tables, china closets, buffets and side tables, will be exhibited. , The Rockford Chair & f'urniture Company are working n.early their usual number of hands, and doing a pretty largt. business. This company will add dining tables to their lint-. so as to make dining room suites cOl11plete, The Mechanics Furniture Company h"!-ve brought out a number of new patterns of buffets, chir.a' closets and mUSIC cabinets. This company have permanent show rooms at 1319 l\Iichigan avenue, Chicago. The National Furniture Company is hard at work on their first line, and the goods are coming through the factory right. INDEX TO ADVERTISEMENTS. Alaska Refrigerator Co 37 Aulsbr-Ook & Sturges Frun. Co 9-37 Big Rapids Furn. Mfg.,Co ' 31 Bockstege Furniture Co 2b Barnes, W. F. & John,. Co 13 Bosse Furniture Co.. . . . 27 Charlotte Mfg. Co 1!:' Challenge Refrigerator Co... . 5 Crescent Stove Works.. . 27 Detroit Rack Co. . 2 Evansville Metal Bed Co 27 Evansville Furniture Co , .._.. 11 Evansville Metal Furniture Co 26 Fisher, Charles A.• & Co 35 Ford & Johnson Co 5 Grand Rapids Caster Cup: Co 39 Globe Furniture Co 26 Hoffman ~rothets Co t2 Horn Bros. Manufacturing Co 40 Hotel Pantlind .12 Inter-State Hotel Co...... . 35 Karges Furniture Co. . . 27 ,Kauffman Manufacturing Co 31 Lentz Table Co 15 Luce Furniture Co Cover Luce-Redmond Chair Co. . . . . . . . . .. 1 Madden. Thos., Son & Co ' 8 Manistee Manufacturing Co.... . . .. 1 Miller, Eli D., Co.. .. .. .. .. 7 Montgomery, H. J.. . . . . . . ... 39 Moon Desk Co ~13 Morton House _ 12 Murphy Chair Co -.- 16 Muskegon Valley Furniture Co , .-35 Nelson-Matter Co. . Cover Northern Furniture Co. . . . .Cover Ol~ver & Co ..'.. .. .. .. .. 2 -._--. Palmer MaJ::lufacturing Co 16 Pioneer Manufacturing Co 16 Po'Sselius Bros. Furn. Mfg. Co 33 Richmond Chair Co 18 Rockford Chair & Furniture Co 33 Royal Chair Co Cover Star Caster Cup Co 30 Schmitt, Henry, & Co 18 Shelbyville Desk Co 10 Sligh Furniture Co. . 31 Smith &.Davis Mfg. Co 23 Spratt, George, & Co " 5 Stow & Davis Furniture Co 31 Sturgis Steel Go_Cart Co Covel Union Furniture Co ; , 31 White PriIlting Co 25 Woodard· Futniture Co 37 World Furniture Co 26 Zimmer, Fred J 15 :Macle by POsee1IU8 Bros. FurnJture M!S'. Co.• Detrolt,Mich. NEW FEATURES in Upper Class CIRCASSIAN WALNUT A LARGE ADDITION TO OUR UNE OF STAPLES MEDIUM and LINE FURNITURE for the CHAMBER and DINING ROOM rI. ~ GRAND 0" DlD~' . )i .J. ,.£ .l;..Ii:. .j. ,--",_J '~, ~ If Catalogues to Dealers. on Heavy Plate Paper. ~' '~ ";} .~ - 'V 1 F
- Date Created:
- 1908-03-25T00:00:00Z
- Data Provider:
- Grand Rapids Public Library (Grand Rapids, Mich.)
- Collection:
- 28:18