one ever heard of any business having nine purchasing agents and only one salesman. Yet a dealer with nine new-car salesmen and one used-car man is trying to succeed through this unbusinesslike method. Dealers should have as many salesmen in their used-car department as in their newtar departments, and in the case of larger dealers the two departments should be absolutely separate. A salesman can not uccessfully try to sell a new car and at the same time try to sell a used car, any more than he can combine the selling of automobiles and motor trucks. Dealers must appoint competent appraisers who know car values and be guided by a good used-car market report. The valuations made by these appraisers must be accepted by the salesmen and the customers and no deviation made from them whatsoever. When the new car is sold and the old car taken in exchange, the used car may be turned over to the used-car department for sale. The sales force of the used-car department should be as large as that of the new-car department, and cars must be taken in on a basis that will allow a suffieient margin in the resale to cover the cost of overhead, reconditioning and selling, so that the used-car department will be selfsupporting and show a profit, as the newear department does, even if somewhat smaller. Used cars must be handled as merchandise. Intelligent advertising and selling methods are as necessary in the used-car de=partment as in the new-car department. Here is where the manufacturer can be of great assistance and also where he has a great responsibility. With his superior -facilities both in his organization and with his advertising agency, the manufacturer should have a used-car advertising campaign planned that is just as comprehensive and effective as the advertising - campaign for his new cars. Let the manufacturer establish a value for his used cars the same as he does for his new ears. Let him cooperate with the dealer in his used-car advertising the same as he does in his new-car advertising. There should be used-car advertising in the newspaper as well as new-car advertising in the name of the dealer. Handling the used-car business is no different in principle from handling the newcar business. The trouble is, the used-car | business to date has been handled on a gratis basis instead of a business basis. This must be stopt. SIDELIGHT ON HEADLIGHTS Nwhat might be called an illuminating, if not brilliant, article on headlights, a writer for the motoring page of the Newark Evening News sagaciously observes that "headlights are not placed on the automobile as an ornament." We are assured that they serve a very practical purpose and that chaos would result if cars were not equipped with them. Indeed, a growing recognition of the importance of headlights has led several States to formuhate regulations prescribing the kind of lenses and dimmers sanctioned for use within their respective borders. Nothing like unanimity has been reached yet on this subject, but there do seem to be some underlying principles which have erved as a working basis for the various Seaboard National Bank (Main Lobby), New York City-A. C. BoSSOM, Architect You can have this expensive-looking Flooring installed in your own Home or place of Business Despite its rich appearance, its first cost is surprisingly reasonable-and its upkeep cost is so incredibly low as to be virtually nothing T HE real question is not whether you can afford Stedman Naturized Flooring - but actually whether afford to be without it. It is one of those products so brilliantly conceived, and so wonderfully wellmade, that they look costly but prove, instead, economical. you can It is Resembling marble or tile to the eye, Stedman Naturized Flooring is restful to the body and the nerves. resilient as a carpet of pine-needles-and as silent. It will not dent or crack. It won't stain. It is difficult to soil and easy to clean. It is absolutely sanitary. Adamantean in durability. Years of upkeep cost is practically nothing. Stedman Naturized Flooring is real rubber, reinforced with millions of minute web-like cotton fibres, subjected during vulcanization to terrific hydraulic pressure. Made in marble, granite and tapestry effects-in tiles, square and rectangular, in long runners-browns, reds, grays, blackin all the formal splendor of a classic floor, or in an intimate blend of cozy warm mixtures in Nature's own colorings. Write us how you might use a floor that looks like Marblefeels like Velvet-wears like Iron, and we will send a free sample and booklet giving just the information you need. TYPICAL STEDMAN FLOOR INSTALLATIONS BANKS Bankers Trust Co., N. Y. BUSINESS OFFICES McKim, Mead & White, N. Y. S. W. Strauss, Philadelphia, Pa. CHURCHES Central Presbyterian Church, New York City St. Paul's Church, Cambridge, Mass. CLUBS Knollwood Country Club, Elmsford, N. Y. Union League Club, N. Y. City HOSPITALS Lying-In Hospital, Boston HOTELS OFFICE BUILDINGS STORES B. Altman & Co., N. Y. City Wm. Filene's, Boston, Mass. Vogue Hat Co., N. Y. City When an automobile owner takes his car SOAP out on the road after dark, his headlights Who desire to secure patent should write for our guide book "HOW TO GET YOUR PATENT." Send model or sketch and description of your invention and we will give opinion of its patentable nature. RANDOLPH & CO., Dept. 171, Washington, D. C. GO INTO BUSINESS for Yourself Establish oper table and co Specialty Candy Factory" in your community, We furnish every- Cultivate Your Conn Instruments SONN ! ! ! Every woman who has anything to do with a society or club should have that helpful little book THE CLUB WOMAN'S HANDYBOOK OF PROGRAMS AND CLUB Compiled by Kate Louise Roberts who for many years was in charge of club work in the Public Library of Newark, N. J. The author outlines how to form a club, describes parliamentary rules, gives topics for discussion and programs. She also points out the value of club membership-how it enlarges a woman's field of knowledge, trains her taste, elevates her judgment. A book that will interest women everywhere. 16mo. Cloth. $1, net; $1.12, post-paid FUNK&WAGNALLS COMPANY. Publishers, 354-360 Fourth Ave., New York HOW TO LIVE Prepared by Professor Irving Fisher of Yale and Eugene Lyman Fisk, M.D., under the auspices of the Hygiene Reference Board, Life Extension Institute. The Nation's Foremost Book of Health 17th Edition-Revised and Enlarged This all-embracing and reliable work, which has been the road to health for untold thousands, has received the endorsement of such eminent organizations as the American Medical Association and the State Boards of Health of Indiana, Kentucky, Louisiana, New York, and Pennsylvania. It discusses in frank and understandable language diseases, foods, fads, poisons, marriage, massage, good and bad habits, individual hygiene, eugenics, physical culture, etc.. and gives an illustrated series of exercises. It is a book that should be in every home. 497 pages. Cloth. $1.50. net; $1.62, post-paid. FUNK&WAGNALLS COMPANY, Publishers, 354-360 Fourth Ave., New York 12mo. ! display the highway ahead. They help him to find his. way without difficulty. They should not hinder other motorists from finding their way. Unfortunately this latter condition does not always obtain. . . In regard to lights, motorists are divided into two classes-according to H. Clifford Brokaw, technical director of the West Side Y. M. C. A. automobile school, New York-the considerate and the inconsiderate. The inconsiderate think it too much trouble to be constantly dimming their lights as they meet other machines on the road. These drivers overlook the danger in which they place their own lives. If a driver is approaching a car with the lights blinding him so that he can not see where he is going, he may turn to the right, turn turtle in a ditch and either be killed or injured. On the other hand this driver may turn to the left and crash into the approaching machine with serious results to all concerned. We are told that tho "the laws in regard to lights are slightly different in different States, they usually call for the use of certain approved lenses," and that Altho there probably are some machines on the road not equipped with approved lenses, you will find many who comply with the law in this respect but are nevertheless a menace to the highway. Then, too, some of the approved lenses may turn around in the lamp so that the light section is not what it ought to be. Many drivers may be responsible for this condition unknow ingly. The electric-lighting system of an automobile is generally of the form in which the current is obtained from a battery which is kept charged by a generator. The main lights of a system are two large white lights in front of which are supposed to deflect the beams of light to the ground. The theory is that a strong beam of light will be thrown on the road ahead, but will not reach the height of the eyes of the driver of another car, or even of a pedestrian who may be walking along the highway. While lenses may accomplish this desirable result if the bulb is focused properly, the vibration of a car may jar the light out of focus on some cars, or the light may be focused wrong by an inexperienced or an incompetent driver. Another light in the system is the red tail-light. Through an attachment to the clutch or brake pedal, it is possible to throw the word "stop" on an extra red taillight which in the night gives the warning to those following that the car is slowing down. Some cars are also equipped with two extra white sidelights in front for use in city driving where the regular large lights are not needed. Manufacturers are constantly improving the styles of lamps. On account of the different laws in various States they sometimes provide a lens which is mostly plain glass. This makes it necessary in some States for the owner to get new lenses to comply with the law. It makes it desirable in many instances for the purchaser to get The new death warrant for insect pests Flyosan, the safe insecticide, is sweeping into country-wide popularity. It is used by the U.S.Government and endorsed by leading hospitals and hotels, and by thousands of homes. Flyosan kills Flies by the roomful. Simply spray Flyosan into the air of a closed room; in five minutes all flies are dead-mosquitoes, too. Pleasant odor. No stain. No unsightly muss to clean up. Absolutely non-poisonous. Sold by drug, hardware, grocery and depart- Colonial Chemical Corporation, Flyosan SAFE INSECTICIDE kills Flies by the Roomful-Mosquitoes, too. load lots. Sell coal to your trade a Earn week's pay in an hour Sideline sales men wanted. Washington Coal Co., Stock Yards Sta., Dept. O, Chicago DON'T BREATHE DUST but breathe as usual. Tiny NASALFILTER, a Hay Fever and Asthma necessity. Postpaid $1.00. NASALFILTER CO.. Saint Paul, Minn. "Don't-Snore" Trade Mark Reg. U. S., Canada, Gr. Britain, Patents STOPS SNORING--Price $1.00--STOPS MOUTH BREATHING Always returnable. Sent any reliable person on approval. SIMPLE DEVICE CO., WASHINGTON, D. C., Box 1826-L Health Care of the Baby (Revised Edition, 165th Thousand) By LOUIS FISCHER, M.D. The thirteenth edition of this work comes of a naturally increased demand which caused Dr. Fischer to rewrite it in part, add two new chapters, and carefully revise the remainder. Four important steps in the baby's life are considered with special care-airing, bathing, clothing, dieting. First aid in all contingencies has full consideration. A classic for the nursery and the home. 12mo. Cloth, 231 pages. Illustrated. Funk & Wagnalls Company, 354-360 Fourth Ave., New York Volume Post-paid Onl 32c Volum Post-pai Invaluable to all nature lovers, teachers, paren Five Pocket-Size GUIDES TO NATURI Conta Interesting, instructive, accurate. reproductions, in natural colors, of commo American and European plant-, insect-, an animal-life, with common and scientific name of each. All illustrations-no reading matte whatever, except names and index. 1. COMMON AMERICAN AND EUROPEAN I SECTS (prepared under the supervision William Beutenmüller, Curator of the De of Entomology, Ame rican Museum of Na ural History). 127 illustrations in natur colors. 2. AMERICAN AND EUROPEAN BUTTERFLIE AND MOTHS (prepared under the superv sion of William Beutenmüller). 113 illu trations in natural colors. 3. AMERICAN AND EUROPEAN BIRDS. 97 lustrations in natural colors. 4. AMERICAN AND EUROPEAN PLANTS. illustrations in natural colors. 5. AMERICAN AND EUROPEAN MAMMAL 63 illustrations in natural colors. Size about 34 inches wide by about 6 inches high. Buck grained Paper Binding. Price 30 cents, net, per sol 32 cents, post-paid. Five volumes, $1.60, post-paid. Funk & Wagnalls Company, 354 Fourth Ave., New new lenses to forestall danger in driving. After an accident of any kind an owner of a ear should carefully inspect his lights to see that they are still properly focused and pointing correctly. It will not do, however, to condemn as wantonly inconsiderate every single motorist who fails to dim his headlights upon approaching another car, for we are reminded that One reason why some drivers do not dim their lights when meeting cars is because of the number of cars on the road and the location of the dimming control switch. This situation requires a driver constantly to lean forward in order to turn the switch, and distracts his attention Somewhat from his driving. When driving in the country, where dimmed lights are most important, the cars that are met in the night are not apt to be so numerous but that the courtesy of dimming lights can be practised without serious inconvenience. Driving at night in the city is an entirely different proposition. Here the street lamps and the electric lamps and electric signs usually give sufficient illumination so that the driver does not need any lights on his ear. Of course, to comply with the law he must keep his dimmed lights on or use sidelights if his car is equipped with them. No capable driver will use his bright lights, except when on a country highway. Lights should be turned on one-half hour after sundown. During the first hour after this time the lights are usually valueless. Care should be exercised, nevertheless, to urn on the dimmed lights. This twilight period is the worst time of the day for driving, for it is too light for the lamps to be of much use and too dark to see the road ahead clearly. A spotlight, altho against the law in some States, has its good points in night driving in the country. Its beams can be hrown ahead of the regular headlight beams, giving just the additional distance of illumination on the road to permit driving safely at a fair rate of speed. When meeting a car the headlights can be dimmed and the spotlight thrown to the right to illuminate the ditch on that side. In heavy traffic the tail light of the car ahead is a good guide to the road. For a car behind another to put on heavy lights makes it difficult for the driver of the car ahead. Lights that can be tilted down close to the machine are very satisfactory, esperially in heavy traffic. In going around a corner or up a hill headlights are sure to throw a glare in the eyes of the driver going in the opposite direction. Special care should be exercised in such places. The most effective protection against glaring lights is a shield of opaque or translucent material placed in the left-hand corner of the windshield, behind which the blinded driver may hide his eyes. But better than this would be more thoughtfulness and courtesy by drivers on the Country roads at night. Breaking It Gently. The young editor had just founded a new magazine one of to high-brow things with pale gray Covers and uncut pages-and was eager for applause. "What do you think of it?" he asked the exibrated literary critic to whom he took a copy for examination. "Well," replied the other, wearily but warily. "the stuff you rejected must certainly have been rotten."-American Legon Weekly. if you own your home you are, in a sense, sitting on a powder keg. The menace of fire is ever present. Adequate insurance will protect you financially. But the value of a home cannot be measured in dollars. Your security from fire and the happiness of associations dear to you are dependent to a large extent upon your water supply. Is it in good condition-are the pipes free from leaks-large enough for the sudden demands of a conflagration-strong enough to withstand emergency pressures? If you don't know these things you should. Make it your business to find out. Your local officials will welcome your interest. Because Cast Iron Pipe-"the pipe that It is not only the best but the cheapest IT T is not to be denied that the political powers that be in Washington, with their control over the Treasury and the Department of Commerce, and their thousand-and-one ways of controlling public opinion, can exert tremendous influence on the course of business. That the Administration is, for political reasons, actually trying to exert such influence may be a matter more difficult to prove-especially since two interpreters of business movements who see the Government's hand in the situation, disagree about what the Government is trying to do. The New York Journal of Commerce argues that the Administration is trying to boom things; The American Banker reasons that its policy is to keep a boom in check. The editor of the first-named feels that we are really in a period of inflation and that there are a number of reforms to be brought about before our prosperity will be on a solid basis. But politics, he thinks, will prevent a real housecleaning. Next year is election year; the Administration "has sedulously encouraged a prosperity of a sort by sundry artificial stimulants and can be counted on to make every endeavor to keep the patient in a buoyant frame of mind until after the election, regardless of the real state of its health." We read further in The Journal of Commerce: If the present Administration can keep the wheels of. business going actively for another year and a half, will the Democrats have the courage to base their campaign upon the eradication of evils which their opponents claim to be responsible for our prosperity? That they would is questionable, and it may as well be admitted that such a course would be hazardous from the immediate political view-point. We have upon our statute books a tariff law carrying rates more iniquitous than any of recent times. It is in some measure responsible for the speculative boom that has already placed us in a precarious position, but its proponents are loud in their insistence that it has caused almost unparalleled prosperity. Existing immigration restrictions are injuring us seriously, but organized labor is continually reiterating the false doctrine that they protect the men from drastic cuts in wages and therefore promote the true welfare of the workmen. The farmers have been pacified with legislation which will either do them no good or else endanger our whole banking structure, but which is being heralded far and wide as the salvation of our rural population. Until these conditions work themselves out in actual practise in a way such that even the wayfaring man need not err with regard to their essential nature it will take more than ordinary courage for any political party to oppose them frankly and vigorously. The situation thus depicted is far from encouraging, yet it is not without remedy. No well-informed observer is deceived by the "prosperity" that now obtains. Those who understand the true inwardness of the existing situation should keep the necessity of thoroughgoing reform constantly before the public, and most of all ought not to countenance any further inflation. It is highly unlikely that the existing state of affairs can be held in status quo for a year or more. If the present régime in national politics is to have the psychology of "good times" on its side at the next Presidential election it will be forced to resort to That the further artificial stimulation. public should not permit. Others, whose views are reflected in The American Banker, see the Administration's hand obviously at work to keep prosperity from going too far. We are reminded of the action of the Federal Reserve banks in raising the rediscount rate from 4 per cent. to 44 per cent. last spring, and of the Hoover report urging government departments to keep out of competition with the demands of private business for labor and building materials. It has been suggested in financial circles, we read, that there may be a political motive in all this, that The Administration has in view that if the present business "boom" can be kept in check, that it may be stretched out until 1924 when the next presidential election takes place and the party in power will be able to appeal to the voters on the basis of safe and sane prosperity, whereas if the business momentum is permitted to speed up too fast, the end of our present "boom" will be upon us within another six months and 1924 will be a period of falling prices and liquidation, with the certain conse quences that the Hardings would be doing their entertaining after March 4, 1925, at some place other than the White House. THE NEW BOOM IN GOLD-MINING AS S prices fall below the level of a post war boom, gold, of course, increases in value and the mining of gold becomes more profitable. It is noted by the New York Evening Post that there has been a great revival of gold-mining recently in this country, and also abroad. It seems that The output of the mines of the Trans vaal in the first three months of this year is considerably in excess of that in any similar period since 1917, and it has been steadily improving for the past twelve months. In Canada, also, the output increasing, and the year's production expected to run more than 25 per cent ahead of that in 1922. Trading in stock of gold-mining companies in Canada is sai to be almost as active as in the days of th Klondike boom. The increased output gold has been stimulated by the fall prices, in terms of gold, in all parts of th world since the collapse of the post-wa boom. This is only another way of sayin that gold has enormously increased value, and that its mining has become col respondingly profitable. PRICES NOW AND A CENTURY AGO A WELL-KEPT copy of the Boston Ga zette of July 25, 1803, recently strayed into the office of the Boston News Bureau. There wasn't much news in it, altho this included two historic items-the announcement of the purchase of Louisiana from France, and the fitting out of the new warship Constitution. But the main feature, as the editor of the Boston financial daily at once noticed, was the price list which took up about seven-eighths of the three main columns on the first page. This tabulation of "wholesale prices current in Boston," "carefully revised and corrected every Saturday," embraced 95 staples, some with numerous subdivisions. The Boston editor takes from the list some of the major items comparable with today's markets and sets against them the corresponding wholesale quotations to-day, thus presenting the following interesting contrast of 1923 prices with those. of 120 years ago in Boston: of $10@$18 $3 @ $3.50 I bbl $45 60@65c. 1923 3@3%c. 4346c. $4 $1212@13%2 152171⁄2c 154c. 714c. 71⁄2c. Your home town banker is a good man to OW many men can you name in your community who know real estate values and traffic conditions, produce markets and bond values, accounting systems and the labor situation; who have data at their fingertips on basic material prices, production, crops all over the country? That is only part of your home town banker's equipment-all available to you if you will talk freely and frankly with him. His daily work brings him into contact with dozens of different kinds of businesses. It gives him a perspective that will help yours. Make it a habit to talk things over with your home town banker. Give him your confidence. He can help you decide on many things that may possibly seem to you to have no direct connection with banking. Not the least of his services is his ability to execute your personal and commercial banking business in New York. THE FARMERS' LOAN 22 WILLIAM STREET CHARTERED IN 1822 "FOR THE PURPOSE OF ACCOMMODATING THE CITIZENS OF THE STATE” |