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S^""° ^^•. •o»V^> ^^^H ^^. —r— ^ I. f ■ f ^M- m I ■ i^B ■ 1 r ■ ^^^^^^^V 1 Ik ^ ^^^^V o A"" '|?>^r"9'-' ^0 ,.-.0 ' ^»^^^ 0 .b »/>'^ •••U" «ff*Form:serial2 lnput:HHS Edit:FMD 008 ENT: 980724 TYP: d DT1: 19uu DT2: 19uu PRE: m LAN: eng 037 PSt SNPaAg153.1-190.5 $bPreservation Office, The Pennsylvania State University, Pattee Library, University Park, Pa 16802-1805 090 20 Microfilm D344 reel 153.1-190.5 $cmc+(sen/ice copy, print master, archival master) $s+U22V1X1902-U22V20X1902+U22V22X1902- U22V33X1 902+U22V35X1 902-U22V51 XI 902+U22V53X1 902- U24V42X1 904+V24V44X1 904-U25V44X1 905+U25V46X1 905- U26V42X1 906+U26V44X1 906- U26V48X1 906+U26V50X1 906+U27V1 XI 907- U28V1 1 XI 908+U28V1 3X1 908-U63V6X1 943+U65V1 XI 945-U65V1 2X1 945 130 0 Tobacco world (Philadelphia, Pa.) 245 14 The Tobacco world 260 Philadelphia, [Pa. $bs.n.] V. $bill. $c38 cm. Monthly $bApr. 1936- Weekly$b<1902>-1909 Semimonthly $bJan. 1910-Mar. 15, 1936 Description based on: Vol. 22, no. 1 (Jan. 1, 1902); title from caption Published by Tobacco World Corp., Philadelphia, Pa., <19 >- Some combined issues "Devoted to the interests of importers, packers, leaf dealers, tobacco and cigar manufacturers and dealers." Occasional missing and mutilated pages Vol. 22, no. 38 (Sept. 17, 1902) mismarked as v. 22, no. 37; vol. 52, no. 14 (July 15, 1932) mismarked on cover as v. 54, no. 14 Microfilm $mv.22,no.1 (1902)-v.22,no.20 (1902),v.22,no.22 (1902)-v.22,no.33 (1902),v.22,no.35 (1902)-v.22,no.51 (1902),v.22,no.53 (1902)-v.24,no.42 (1904),v.24,no.44 (1904)-v.25,no.44 (1905),v.25,no.46 (1905)-v.26,no.42 (1906),v.26,no.44 (1906)-v.26,no.48 (1906),v.26,no.50 (1906),v.27,no.1 (1907)-v.28,no.11 (1908),v.28,no.13 (1908)-v.63,no.6 (1943),v.65,no.1 (1945)-v.65,no.12 (1945) $bUniversity Park, Pa. : $cPennsylvania State University $d1998 $e38 microfilm reels ; 35 mm. $f(USAIN state and local literature preservation project. Pennsylvania) $f(Pennsylvania agricultural literature on microfilm) 590 Archival master stored at National Agricultural Library, Beltsville, MD : print master stored at remote facility 650 0 Tobacco industry $xPerlodicals 650 0 Tobacco $xPeriodicals 780 80 $tTobacco age 830 0 USAIN state and local literature preservation project $pPennsylvania 830 0 Pennsylvania agricultural literature on microfilm 300 310 321 321 500 500 500 500 500 515 533 FILMED WHOLE OR IN PART FROM A COPY BORROWED FROM: « National Agricultural Library Microfilmed By: Challenge Industries 402 E. State St P.O. Box 599 Ithaca NY 14851-0599 phone (607)272-8990 fax (607)277-7865 www.lightlink.com/challind/micro1.htm IMAGE EVALUATION TEST TARGET (QA-3) 1.0 I.I 1.25 1^ I 71 ■ 10 2.8 3.2 m 1.4 2.5 2.2 2.0 1.8 1.6 150mm jf /^PPLIED^' IIVMGE . Inc .a=; 1653 East Main Street .^=r^ Rochester, NY 14609 USA ^^=-^ Phone: 716/482-0300 -:='-^:= Fax: 716/288-5989 © 1993, Applied Image, Inc., All Rights Reserved SOME PAGES IN THE ORIGINAL CONTAIN FLAWS AND OTHER DEFECTS WHICH APPEAR ON THE FILM Volume 39 1919 DUE TO TIGHT BINDING SOME TEXT IN THE GUTTER MARGIN MAY BE ILLEGIB LE Mt0l|ttt5 f 0« A Pr00p^r0«0 N^ui f ^r ■r^^ r VOLUME 39 TOB AC C O NO. 1 ^ '-Z"^^ k V JANUARY I, 1919 WORLD '^^Mk^^.'ik-^^MJ%M^'M^SMM^M^^^ik^'ii_M^^ H. Duys & "Co., Inc., wish to thank their friends and patrons for their loyalty and patronage, and to ex- tend to them best \vishes for a Happy and Prosper- ous New Year. H. DUYS & CO., Inc. 170 Water Street New York City S^^s^^ / • » ' » » It 1 w %W¥--¥ ■l^WW'§WWWWmiFW ••«■ * * -.iiW'W'WWWWWif'^^WW'WWWWWWWW- ^ ■■■ •*§* MADi: IN BOND FINE HABANA CIGARS . Excellence of Quality and Workmanship Are Combined In Chmles the GmAf Cigars A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ NEW YORK HABANA TAMPA ■ ■■ ■ — III Wiii»»li ■1iiM»— ■■■■■ — ■■— — ■■ ■ii"M ■■ ■■ ■■ ■■ ■■ -■•^ 1 -»»—— «p^— B^^^aa.^— »» mf >■ ■■ ■■ ■■ ■■ •■ •■■ ■ ■■■ ESTABLISHED 1»«7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: ••QUALITY" Office and Salwoom, - 80J-S03 THIRD AVE, NEW YORK CITY I «■'■■■■ M I ■■■ M M^^»— ^ lilt I I Mil ■■■iiiM— ■!■ ■■ M I — I M I ■■■■wIib M M mm^^i^^^A La Flor de Portuondo Established 1869 ^^^^ GENUINE Cuban Hand-Made CIGARS The tJuan F . Portuondo Cigar Mfg. Co. PHILADELPHIA ( u n H II H 11 n 11 ■■ T- -- — •' " •' '• •' " ■• '• " --I" ,1 II II II II -n -- -- " " " — ■- ■■ ■■ ■* " ■* ■■ " I' TADEMA HAVANA CIGARS Ar^uellesy Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pcabl street tampa lealtad 129 NEW YORK FLORIDA BAVANA + — »■■— ^M^^H ■»- I— ■••^n^ ^ PANAMA Established 1851 Aluminum Inbore CANA TRADE MARK i. Seasoned ITALIAN Briar, Solid Vaicanite Mouthpieces and Highly Polished Nickel Bands KAUFMANN BROS. & BONDY 3' E. 17th St.. New York, N. Y. THE OLDEST PIfB I '^SE I AMERICA t.— M»»M— ( A Pair of Winners JohnRuskin nordeMELBA Is IT TooOO Big? The Cigar Supreme Mr. Dealer :— A box of JOHN RUSKIN and FLOR DE MELBA — the Cigar Supreme, on your show case will increase your business. We recommend that you carry a supply of them. THE BEST AT THEIR PRICE See Your Jobber Now, or Write Us I. LEWIS CIGAR MFG. CO., Newark, N. J. Largest Independent Cigar Factory in the World I Volume 39 THE TOBACCO WORLD Number 1 Eatablished 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, January 1, 1919 Foreign $3.50 Financing Our Foreign Trade in Tobacco Some of The Essential Factors By Alfred Thomas Marks THE overseas trade with which our tobacco industry IS today face to face, as the result of the transition from war to peace conditions, is a problem of so many sides, and involving so many related considerations- all of them of essential importance— that we would do well to apply ourselves to an intensive and serious study of the situation without further delay. Instead of peace conditions simplifying the proposition, as many may have hoped that they would do, thev seem to have added additional phases which we must take into intelligent consideration. One of these— and not the least important, by any means— is tJie financing of our foreign trade. By which is meant the furnishing of the capital by which we may in the years to come, and now at hand, build up what we must have— the dominating place in the world's foreign commerce in manufactured and unmanufactured tobaccos. This is a suggestion which will doubtless open an entirely new line of thought for many of our manu- facturers in these lines, especially those who are look- ing toward export trade. It has been no unusual thing in the years past to hear a tobacco manufacturer say that he could not afford to go into foreign trade be- cause he **had not enough capital," or we have heard the small exporter say that he could not go into export business in a large way — '*it requires a lot of capital." A cigar manufacturer made the statement a short while pgo that he had ''turned down" a large European order because it would tie up over $8000 of his money indefinitely — possibly for a year, certainly for six H-onths. *' A few such orders would put me out of busi- ness," he said. And, not having large available cap- ital, they probably would. Incidentally, the order was hlled by another American manufacturer. What about the financing of our foreign trade, so that we can keep our capital here at home working for us and helping to enlarge and extend our producing facilities and increase our output? When I asked Assistant Secretary of Commerce Edwin F. Sweet for his views along this line, he said : "I can readily see that if our manufacturers of tobacco and tobacco products have in mind anvthing ike a comprehensive foreign trade progrnnime from this time on — and I presume that they have — it will run into big money, especially in the initial stages, and the matter of financing it, as a general proposition, will be well worth carefully investigating and planning for. In merchandise of this character, where quantity ship- ments are usually large, it would not require long to tie up millions of dollars in goods, and with the great majority of the manufacturers it must necessarily be a matter of quick turnover of their goods in order to keep going on a profitable basis. Of course, this would not, in the same degree, apply to the largest manufacturers, who can finance themselves and their owai trade, and are today doing so; but in even these cases it appears to me that if they could do their foreign business through a strong and responsil)le organization for lor- eign trade, paying a commission or percentage on the business, it would free their capital for such other uses as their operations demand. So that, looking at it in a large way, if our tobacco manufacturers and exporters were to transact their foreign business through an or- ganization or association which would either handle it entirely or advance the money requisite to carry it on, it would prove most helpful.' Several of these' or- ganizations have been formed in the East and the Middle AVest since the enactment of the Webb-Pomerene law permitting such organizations to operate. In the first case, the iirocedure would not be greatly dissimi- lar to that followed in shipping through regular export commission houses. The goods are turned over to these commission concerns, most of which are in New York, who pay the manufacturer the amount of the invoice on delivery to them of the goods, and attend to all the details of shi])ping, waiting for their monev from the foreign purchasers. For this they are paid" a commis- sion ])y the shippers, who are thus relieved of all risk, annoyance, trouble and work connected with foreign trade transactions, and liave the immediate use of thc'^ir money, not being required to wait for an indefinite time, as they would have to do if they delivered the goods direct to the Iniver. *' The other plan— and tliis seems to be the most po]nilar with our exporters in many lines — is to con- duct overseas trade on capital furnished by an organi- zation or association such as T have referred to, wliich is largely in the shape of a loan for which interest is i 6 THE TOBACCO WORLD THE TOBACCO WORLD '""""" "" "•" "" """"-"■■" '" """■""" ■■"'■■'■"■■■ ...M...... „..,..., .M.. ...................M.......M. Illlllllillllllll. paid, and which is repaid when the cash is realized i'lom the foreign sales. ' ' The reason the latter plan is the most favored is that it enables the United States seller and the foreign Iniyer to do business directly, thus giving a better chance to build up a permanent and substantial foreign trade. In doing business through an export commis- sion house there is the third party introduced into the transaction and figuring therein, which has an inevita- ble tendency to affect the direct trading to a consider- able extent. This has been tried out, with the result named, by many of our exporters in many lines of trade. *' Cigar and tobacco exporters in some of the other countries where tobacco is not a government monop- oly have a distinct advantage over our manufacturers and exporters in that their foreign trade organizations — and they all have them— are in part supported (or subsidized) by Government funds, and the Government is really a partner in the transaction of the business, assisting thus to finance the trade, but without any share in the profits. This we have not in this country, and probably will never have in just this way, so we are compelled to adopt other plans and methods. "I think it will be the part of wisdom for our to- bacco exporters to make a thorough investigation of the more approved methods for financing foreign busi- ness, and thus guard against tieing up a vast sum in foreign hands which might much better be utilized in their trade operations here in increasing output and perfecting facilities to still further strengthen our grip on the world trade in these lines, on which we now have such a remarkably good start. "I would like to bring to the attention of our to- bacco products exporters the project of an Indianapolis concern, which has been laid before the Department of Commerce, and which seems to meet a condition of our foreign trade which should work out greatly to the advantage of our exporters. The plan is to establish in each of the large cities, or distributing points, of the largest foreign countries exposition buildings where samples of various United States products will be on exhibit and orders for same taken by the management and forwarded to the manufacturers here. Just how much this would mean to our American exporters is appreciated by the Department of Commerce, which i^ thoroughly familiar w^ith the viewpoint and ideas of the great mass of foreign buyers, who will readily and largely buy of our products when they are * shown,' but wiio naturally hesitate somewhat at being told or in reading printed matter, no matter how glowing in description. By this scheme catalogues and adver- tising matter are not necessary; the articles themselves will be exhil)ited. The development of the plan, as outlined to me, would later on embrace the carrying of a small stock of the goods in addition to the samples shown, so that orders could be filled ' right off the bat, ' as the saying is. The plan, as at present mapped out, would be put into operation by a largely capitalized corporation, or by Government assistance, which latter, according to present prospects, is unlikely to be ex- tended. The idea seems to be a good one, and while we are digesting other plans for rolling up a robust foreign trade in our manufactured and unmanufac- tured tobaccos, it may be well for our manufacturers to think it over. *'I am glad to be able to say, in this connection, that the transportation question — one of our trouble- some old bugaboos — seems in a fair way to settle itself, and once we are relieved of the necessity of forward- ing army supplies and equipment to Europe, and get our boys back home, we will be ready to start on the programme of utilizing our new commercial marine and the airplane fleet for sending our goods every- where. Airplanes! Why notf We have over 11,000 planes and a large corps of well-trained fliers, for all of which jobs must be found. We have done many wonderful things, and we have just started to show the world what we can really accomplish when we go to it in good old U. S. A. style." It should be realized by our tobacco exporters that the United States has won something in this war the worth of which cannot be measured, for it is beyond price. It has won the good will of the world — the greatest trade asset a nation can have. The whole world wants to trade with America! As a matter of fact, it must trade with us for a considerable time, for from no other source can it obtain so readily, if at all, the raw and finished products, and the financial accom- modations it can get here, and here only. Foreign trade is the life-blood of international health and greatness. The world right now needs everything America can supply — and all of our fac- tories and manufacturing plants working at their ca- pacity for the next two years, at least, cannot meet all of the demands the world will make on them. We may reasonably expect some slight unsettle- ment here and there in changing over our industrial equipment from war to peace needs, but nothing more, for we have good days, active days, extremely pros- perous days ahead of us for years to come. When in the fullness of time the factories and manufacturing plants of our European competitors are once more con- verted back from war-work products to their former lines of trade we will have had at least a year's start in the race for world trade. That ought to be enough to give us the dominating place in all markets and under all conditions. The Deadly Cigarette That the cigarette is sometimes deadly to some- body is indicated by what Judge Galloway, a Y. M. C. A. worker in France, said in an appeal for more war work funds. Y. M. C. A. workers distributed three million cigarettes and two tons of chewing tobacco among the American troops before they started their push on the St. Mihiel salient. The anti-cigarette hot- air artist, who addresses Young America on the evils of tobacco, is going to have a tough experience. How about a **St. Mihiel" cigarette, all American? No charge for the suggestion. A Good Resolution For 1919 THE trade anticipates and expects that 1919 will prove a banner year for the industry. Indications are that these hopes will be realized. Tliey will not be realized, however, without hard work and persistent effort. Education and information are necessary van- guards to every commercial expansion. In every field 01 progress the trade paper looms large as an intro- ducer and a producer of business. It gathers the threads of information from the various sources of the trade and collates them for the benefit of the entire industry. It reaches where the salesman cannot, and when the salesman cannot. We believe that one of the most effective move- ments in the trade in 1919 would be one in which the manufacturers and jobbers would join energetically to induce the dealer to become a trade paper reader. There are enough trade papers in the tobacco indus- try for a dealer to find one that suits him, and they are different enough to meet any taste. We are not so much concerned with whether he reads "Tobacco LeatV^ ''Tobacco" or Tobacco World, as we are with the fact that he reads a tobacco trade paper. Back of selling a subscription to a dealer to any trade paper lies the important necessity of inducing him to read a trade paper. The fundamental thing is to educate the dealer to his need for a trade paper, to show him how it can help him, to urge him to read it carefully and to make use of the service that it is will- ing to render. By securing a greater circulation of trade papers the manufacturers and jobbers w^ill enormously ex- pand their field of influence. This very day numerous salesmen are preparing to begin to start a new year with a new firm and perhaps a new brand. They may be called upon to go into their old territory with a product never before distributed there, or they may be called upon to go into new territory with an estab- lished brand. In the first case the personality of the salesman and the strength of his acquaintanceships will be largely responsible for the initial orders, while on the other hand the prestige of the goods will be coupled with his selling ability. Trade paper adver- tising would greatly increase the selling ability of the salesman in either case. And with trade-paper-reading dealers there is a better meeting ground for salesmanship than where the tobacconist does not read a trade paper. In tlie one case the dealer is thoroughly informed as to condi- tions. His business problems have been reviewed for him from many angles. He is able to make his pur- chases intelligently and with some certain knowledge of conditions. But with the dealer who does not read a trade paper the salesman is met with objections that are indiviaual. This dealer gathers his information from the salesman or manufacturer. They are per- sonal opinions and carry some weight, and are, there- fore, hard to combat. The trade paper in an expres- sion of its opinion has interviewed not one salesman or manufacturer, but has gathered together the views of twenty or thirty manufacturers. And, therefore, the trade paper's opinion is broader and more intelli- gent. The expression is better balanced. The trade papers can do an enormous amount of work for the manufacturers that is today placed on the shoulders of the salesman, but unless the manufac- turer can be induced to co-operate by urging the dealer to read some trade paper, his individual burdens will not be greatly lightened. We who read our newspapers morning and eve- ning, and our many magazines, do so either for in- formation or pleasure, or both. And we must benefit greatly from it. We are certainly more intelligent and better informed than those who do not. And if this is true, why is it not greatly to the benefit of the industry to see that there is not only a greater dis- tribution of trade papers, but that they are read. Trade-paper subscriptions at present rates are a loss, so that unless the subscriber reads the paper there is no benefit for the advertiser. The man who spends Iiis money for a trade paper and who does not read it, is doing no favor to that publication. Circulation is of no value without readers, and a small circulation which is 99 per cent, readers is worth very much more than enormous circulation, the subscribers to which do not remove the wrappers. The more trade-paper readers there are, the more activity there will be in the industry, and the quicker and the greater its expansion. If you are a trade- paper reader, why not help our own business by sug- gesting to tliose who do not read trade papers that they should get a sample copy and see how much they can get for their money. As we have said before, there are enough to meet all tastes and all pocket- books. A good New Year's resolution for manufac- turers, jobbers, dealers and salesmen is to boost your favorite trade paper in 1919. A Message To Cigarette Machine Makers The editor of "Tobacco,*' London, England, said in the December number: *'If all the tobacco in America lay in manufac- turers' premises today it would only be tantalizing. For tobacco alone is not all that is required. The most pressing need next to tobacco is cigarette-making ma- chinery. The labor difficulty will gradually settle itself and is a matter in which the makeshifts now resorted to can be continued. But no reallv fundamental rem- a edy for shortage can take place without more cigarette machines. The war caught us without an inkling that Tommy would plump for the cigarette as against the pil)e. He has done so. Civilians have loyally followed his example. The cigarette machinery employed has been worked often enough at a lower efficiency than normal owing to labor difficulties. But there is not enough machinery to do the work. And facilities for increased availability of cigarette machines are wanted.*' 8 THE TOBACCO WORLD immmii imii i iiimiiiiiiiimiimii ■ i miniiniin imiiit nm "■■■■ """ ummmmmi mmimm i iimmii «|»» ■■ ■■— .11 H ■■ ■■ »»— II H ■■ ■■ ■».^tl-^l». TRADE NOTES AND NOTICES .—.4. The Cliff-Weil Cigar Company, of Richmond, Va., has increased its capital stock from $50,000 to $100,000. The General Cigar Company distributed five thou- sand "White OwP' cigars on Christmas Day among the wounded soldiers in the debarkation hospitals of New York. A harbor for ocean steamers is to be constructed at Belemar, near Medar, the capital of the east coast of Sumatra, wliere the wrapper tobacco is grown. The work will cost about four million dollars. The R. J. Reynolds Tobacco Company declared regular quarterly dividends of 1% per cent, on its pre- ferred stock, and 3 per cent, each on its common and class "B" common stocks, all payable January 1 to stockholders of record December 20. We desire to call attention to the announcement on page 4 of the Gafla Sumatra. Company, of Quincy, Fla., of Florida and Georgia shadegrow^n wrappers, and the new "combination" wrappers grown under a com- bination of slat and cheesecloth shade, with irrigation. From the samples, these products look like sure win- ners. The M. A. Gunst Branch of the General Cigar Company has discontinued the operation of its plant at Tampa, Fla., and the plant will be taken over by Pancho, Arango & (V)mpany. The General Cigar Company will continue the manufacture of the "La Diligencia" cigar, which will be made ])y Corral, AVodiska y Ca., of Tampa. The "44" Cigar Company's factories are still very busy trying to catch up some of the back business on the "Adlon" cigar before the first of the year, and conditions are in good shape in both brands for the start of the new year. Items of interest to their friends mention Tillman Funk, the middle and southwestern representative of the company as reporting from France, where he is a meml)er of the American Ex])editionary P^rce, that the "44" cigar is very po])ular in Paris. W. II. Nichol- son has been trying to shoot ducks in Virginia for^ a week. They are scarce and hard to get. E. F. Wit- more reports from New^ York State a constant increase and is planning an extensive advertising campaign for Buffalo and Northern New York on "Adlon." I. Finkelstein, of the Imperial Cigar Company of Scran- ton, and John F. Kauffman, of the W. IT. Strauss To- bacco Company, report sales beyond their expecta- tions for 191S,"and have placed large orders for 1019, on both brands. C. D. Ogden, of Rochester, N. Y., is another large advance buyer. A special meeting of the stockholders of G. O. Tuck & Company will be held January 11, 1919, at 66 Liberty Street, New York City. Kobe, Japan, is the principal port of export for matches, and it sent two million gross of boxes to the United States in 1917. Prices for the best grade have gradually risen from $12 for 50-gross cases before the war to $28 and $30 per case. At a meeting of the Chicago Retail Cigar Dealers' Association, there was exhibited 967G petitions, bear- ing more than 100,000 names. The petitions, urging that smoking be permitted on the surface and elevated cars, will be presented to the (liicago City Council. The Pasbach Voice Lithographic Company, Eleventh Avenue and Tw^enty-fifth Street, New York City, announce that they have a number of labels con- taining original subjects, designed by their art and engraving departments. Those interested can obtain samples and full particulars by communicating at once with the firm. We extend to the Jefferson Leaf Tobacco Com- pany, of Sparta, Wis., with the compliments of the eeas^on, our most sincere thanks for the beautiful and artistic calendar they have sent us for a New Year's gift. The picture of the nurse is as divine in con- ception as a ^Madonna of Raphael, and the coloring, to the modern artistic sense, far superior. "The Angel of the U. S. Army" is worthy of a place in any gallery of the world. The Charles F. Noyes Company has sold for Leon- ard H. Cohn to IT. Duys &' (Company, Incor- porated, for many years located at 170 Water Street, 142 Water Street," a five-story and basement build- ing with electric elevator, steam heat and all improve- ments, covering lot 25 x 103, and located between ]\raiden Lane and Pine Street. The property was val- ued at $50,000, and the purchaser pays all cash for the building, which is considered one of the best buildings in the tobacco district. It is especially equipped with humidors and has three large tobacco sample rooms, prominent wholesale tobacco firms in the country, their principal business being the importation of Su- matra and Java tobacco. The building just purchased bv the II. Duys & Company firm is now under lease to the American Sumatra Tobacco Company. When pos- session is secured, this firm will make extensive im- provements, and the building will be remodeled along the lines of the buildings occupied bv the East Indian tobacco importers in Amsterdam, Holland, the archi- tecture of which is very similar to the original build- ings of New Amsterdam in pre-colonial times, built by the old Dutch East Indian Companv, the traces of which can still be found in dow^ntowm Manhattan. THE TOBACCO WORLD 9 IMIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIMIIIIIHIMIIIIIIIIIIIIIIMIIIIinillllllllllllMMIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIMIIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIIII^ War Trade Board announces tobacco leaf has been removed from List of Restricted Imports No. 2. Licenses will be issued freely, it is stated, when applications are otherwise in order, for the importation of leaf when shipped from any primary or overseas market on or after Janu- ary 1. CLARENCE L. LINZ. The annual dinner of the Tobacco Salesmen's As- sociation of America will be held at "Little Hungary," New York City on Saturday evening, January 4. The export of cigarette paper from the Paris, France, district to the United States in 1918, amounted in value to $4,780,189, against $3,798,907 in 1917, an increase of about a million dollars, covering in each case a period of January to September, inclusive. The report for November of the Deputy Internal Revenue Collector of the Tampa District, shows a very remarkable advance in the demand for 15, ,20 and 25 cent cigars. On account of the shortage of labor the total collections showed a considerable decrease from November, 1917. Articles of incorporation were filed at Albany, N. Y., on December 16, by H. ^liller & Company, Incor- l)orated, to deal in tobacco. The capital is one million dollars, and the directors are William R. Dittmar and M. E. Foley, of New York City, and H. Muller, of Jamaica. The Capital Issues Committee has approved the increase in the common share capital of the Tobacco Products Corporation from $16,000,000 to $20,000,000, which w^as recently voted by the shareholders. Ap- liroval w^as also given for the payment of the stock dividend of ten per cent., which will be made January 15, to stock of January 2. The directors of the Tobacco Products Corpora- tion will meet in January for consideration of the com- mon dividend and present plans are to discontinue the payments of dividends in scrip which have been made since April last, wiien the board felt that circumstances warranted the conserving of cash resources. The company is now in a strong position with re- spect to w^orking capital. Rank borrowings are ap- proximately $700,000, and it is expected that by Jan- uary 1 these will be entirely wiped out. While the War Industries Roard has lifted the restrictions on tin cans for cigars, the AViedmann-St. Louis Cigar Rox Company, of St. Louis, Mo., say that in addition to the facts noted in their advertisement on the back cover, that especially in tlie West the use of ''Damptite'' cans has grown remarkably, and that the package is a ]iermanent improvement. In other words, the *'Damptite" Qi\n has proved its yalue^as a retainer of the aroma of the cigar and being 35 per cent, lighter than tin, is a great saver in weight. It is not a "war substitute," but a business proposition for all time. . A Tobacco Roard of Trade has been formed at Paducah, Ky., and arrangements have been made for an open-air market or for an indoor market in bad weather. All tobacco firms in the city have joined the board. At the annual meeting of the Louisville Tobacco Roard of Trade, the following officers were elected: President, AY. D. Collins; vice-presidents, H. T. Lari- more and F. W. O'Rryan; secretary-treasurer. Helm Grover. Several committees were appointed. The "Roston Traveler" says: ''Those in close touch with the affairs of United Cigar Stores Company of America and the Tobacco Products Corporation say there is little likelihood of a merger of the properties in a combination which will take in also the American Sumatra Tobacco Company." Slack trading in manufactured tobacco products between the United States and Hawaii at the close of the summer period is indicated by the official statistics for the month of August, 1918, which shows a decrease of 6,706,000 cigarettes, or 71 per cent.; a decrease of 50,000 cigars and cheroots, or 18 per cent. ; an increase of 2278 pounds, of plug tobacco, or 32 per cent., and a decrease of 46,682 pounds of smoking tobacco, or 47 per cent., as contrasted with the record for the corre- sponding month last vear. August values decreased $23,420, or 22 per cent* AVisconsin advices indicate that as the crop is be- ing run off the sorting tables the grasshoppers were l)retty hungry and numerous, and the serviceable binder result falls below expectations. Most of this crop was from the southern district, and the northern district is expected to show^ better. Stripping has been active and the crop is about ready for deliv^ery at the present date, but there is nnich uncertainty as to when the buying movement will be resumed. Edgerton quotations in Mid-December were from 20 to 25 cents, for about a half-dozen crops, but none of the large operators appear to have been in the market so far. To date the various tobacco-growing districts of Cuba have shipped to the Habana market some 440,- 0()3 bales of tobacco of the new crop. Included in these shipments are 216,(534 bales of the tobacco known in Cuba as "Remedios," the yield of which is unusually large this season. At present there is plenty of tobacco offered for sale in the market and still a great deal left in the fields. However, as soon as maritime traffic becomes normal and the Scandinavian countries and South America begin to place their orders, existing stocks will be quickly exhausted, and prices may reach extra- ordinary levels. It is predicted that there will be keen rivalry between foreign consumers and (^uban manu- facturers, and that these latter will be obliged to bid high in order to secure the stocks necessary to fill or- der's lately received bv cable and those which are ex- Dectod to follow during the opening months of 1919. Orders are alreadv on hand from Argentina, Chile, and Umguay, calling for 17,000 bales of leaf tobacco. I 10 THE TOBACCO WORLD .....■■■iiimmm im.nii ■ """" ^i*^»»»»»»""" " """" „„„,„iiiiimiiiiiiiniiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiinniiiimmii nm iiiiiiiiiiiiiiimmimium -■■ ■■ «« ■■ ■» ■ "■ .n— —————— -**- -■ii.^n^— «■ m n n ■— — HW- -¥ LEAF MARKET JOTTINGS i "The Sacramento Bee" says that m Placer County, C^alifornia, at Auburn, $8000 worth of tobacco was growii on twenty acres of land. The crop yielded 8000 pounds, and brought an average price of $1 per pound. The growers were offered 85 cents for the Greek variety and $1.15 for the Turkish by one firm and $1 straight for the entire crop by another firm. In New England there was no merry Christmas among the tobacco growers, as the great majority of them had received no calls from the buyers. With the best crop in years, they had expected a rush for it. On the contrary, the buyers are willing to wait until the growers are ready to come down in their expectations. Some of the crops in Connecticut have been sold at 41 to 47 cents, but the prevailing offer is 35 cents flat. A recent official report of the 1918 New England shade- gro^vn tobacco crop places the yield at 7,467,000 pounds, an increase of 1,600,000 pounds over last year. So that with a large supply and uncertainty in revenue, labor and other conditions, the buyers may be fully justified in taking things easy. At Paris, Kentucky, average prices compared favorably with those of last season. Quotations are 115,560 pounds for an average of $30.84 per hundred and 25,000 pounds for an average of $32.05. Eighty per cent, of the 250,000,000 pounds of hurley tobacco comes from Kentucky. At Owensboro 84,000 pounds of dark tobacco were sold at an average of $16.30, while some high grades reached $39. At Warren County warehouse an average of $10 was offered and rejected bv the growers, who withdrew part of their crops, and the same thing happened at Glasgow, where the average offer was $14.50. However, at Hopkins ville the mar- ket opened at $15.29, or $2.94 above the opening aver- age last year. At Henderson, 325,000 pounds were sold at $14.70 average. At Greensburg the floor average on hurley was $22, and ranged as high as $44. In Lancaster County, Pennsylvania, the growers have appointed a committee of ten representative to- bacco men to investigate marketino: methods, with a view to the establishment of a public sales floor, but those who best know the Lancaster County farmer think that anything like a change of method will be very slow of adoption. A few sales have been reported, but no general buying is expected for some weeks, unless there is a general break. A number of sales were made at Lititz at fifteen cents, others were reported at twenty cents and another at eleven cents. These sales were widely scattered and small in the aggregate. The price of cuttings dropped to sixteen cents and advanced again to twenty cents. The demobilization of the army is expected to add largely to the ranks of the cigar- makers, which will aid in bringing the market to a normal condition At Lynchburg, Va., quotations based on actual sales are T Lugs, $14 to $19 ; leaf, $17.50 to $27 ; dapple leaf, $20 to $28, and wrappers, $27 to $40. At Hunt- ington, W. Va., the average price was 28 cents and the range from 10 to 65 cents. A large number of crops were sold for more than 30 cents and several at above 40 cents. At Danville from August 15 to December 6 sales amounted to a total of 22,201,786, at an average price of $35.33 per hundred pounds. In Tennessee the general market is not expected to open until the new year, but at the mid-December opening of the Planters' Loose Leaf Warehouse Com- pany at Gallatin, 80,000 pounds of hurley brought an average of $32.19 per hundred, and a number of baskets brought as high as $46, an unprecedented range of high prices. At Clarksville 150,000 pounds dark sold as follows: Lugs, $9 to $15; leaf, $14 to $26. At Harts- ville, 53,000 pounds of hurley were sold for an average of $31. The highest price paid for dark was $27 per hundred. The amount of leaf tobacco in the hands of Ameri- can manufacturers and dealers on January 1, 1918, was 1,176,234,657 pounds, as against 1,044,885,108 pounds held on January 1, 1917, the increase being equal to 12.6 per cent., according to a report of the United States Bureau of the Census. Of the total for 1918, chewing, smoking, snuff and export types formed 75 per cent. ; cigar types, 19 per cent., and import types, 5 per cent. The leading individual type was that produced m the ''bright yellow' ' district of Virginia, North Carolina and South Carolina, of which there were reported 428,- 913,604 pounds, or 36.5 per cent, of the total. Burley tobacco contributed 177,206,800 pounds, or 15.1 per cent., and the tobacco classed as ''dark fired,'' as grown in Clarksville, Hopkinsville and Paducah districts, amounted to 117,118,386 pounds, or 10 per cent. According to estimates made by the Departnient of Agriculture, the total tobacco crop of the United States in 1917 was 1,196,451,000 pounds. The leading tobacco States and the estimated amounts grown by them are as follows : Kentucky, 426,600,000 pounds; North Carolina, 204,750,000 pounds ; Virginia, 129,500,000 pounds ; Ohio, 99,072,000 pounds; Tennessee, 81,810,000 pounds; Pennsylvania, 58,100,000 pounds; South Carolina, 51,120,000 pounds: Wisconsin, 45,885,000 pounds; Con- necticut, 29,540,000 pounds, and Maryland, 22,594,0001 pounds. The acreage estimated for these States ranged from 474,000 for Kentucky to 21,000 for Connecticut, and the production per acre from 1400 pounds for Con- necticut and Pennsylvania to 630 pounds for North Car- olina. The higher yields are obtained as a rule in the localities producing the high-priced types used in the manufacture of cigars. THE TOBACCO WORLD 11 riniiiiiiiilMllllllllllllllllllillllllllllllllHllliilllHlll"""!"""'"""""'"'"'"'"'"'""""''"'"''""'"""'"'"""''"''""'"""'" How I Increased My Cigar Business By C. C. Johnston I HAD taken a lease in a fine new office building soon to be completed. In making plans for the fixtures I was confronted by a problem. It was whether 1 should run an orthodox cigar store or take on such side-lines as news, candies and soft drinks. One of my friends in the trade, in moving to a new location, had installed a large, modern soda fountain, and was doing well with it. My experience and tastes were against innovations of this khid, I prided myself on being a cigar man. A t the same time the matter was not to be passed over lightly. I was to pay a fancy rental. The room was of such size as to accommodate itself very easily to a prominent side-line or two. In the end, though, I decided to stick to the cigar and tobacco business proper. In this I was influenced by an idea which came to me with respect to an innovation aside from merchan- dise. The tenants of the big building were of high- class character. Their cigar trade I felt to be my natural field, and one well worth cultivating by special means. Besides the street entrance, there was a rear door to my room opening upon the lobby, through which every one had to pass on their way to and from the elevators. I partitioned off a space here ten feet in depth and running the full width of the room. This was fitted out with a rug, table, several chairs, some shelving and a few miscellaneous articles, the whole being quite comfortable and inviting, though not sug- gestive of a lounging use. To be placed on the shelving and on the table, T procured several dozen volumes of books. The list included a large atlas, a city directory, county direc- tory. State directory, United States industrial direc- tory, directory of corporations, official railway and postal guides, unabridged dictionary, World's almanac, "Who's Who*' and other ready reference works. On the wall were several roller maps. The entire list com- prising my little "Reference Library," as I termed it, was catalogued on a standard-size blotter, a clean copy or two of which was circulated weekly in every office in the building. Printed on the blotter was a cordial invitation for tenants and their employees to come in and make free use of the library. My theory was that the library would be a decided convenience to the people of the building and that their appreciation of it would bring me larger patronage and entrench me with them more promptly than if I depended upon the usual course of events. If the library failed to make a hit I could take it out and put the space to some other use. My investment was not large. I was not disappointed in the force of the little en- terprise as a drawing card. Very few offices are well equipped with miscellaneous reference works. Matters come up frequently in which a bit of information from such source is valuable. Frequent use began to be made of the library after I had made my first few rounds with the blotters, and its popularity has con- tinued to increase. Aside from the convenience, the neighborly spirit of the thing made a good impression. Among regular customers from outside the buildhig are a number I also owe to the library. I do not know how I might have come out with the side-lines, but \ am much better satisfied with my prosperous trade in a line which I like and understand than I would be with the same financial results from mixed merchan- dise. Big Gain In Manufactured Tobacco Exports Washington, D. C. EXPORTS of manufactures of tobacco, during the first ten months of 1918 reached a new high mark for the war period, amounting to $26,061,646, as compared with $12,669,077 for the corresponding period of 1917, and $8,396,688 for the ten months ended with October, 1916. Of this total, the greater part, of course, was m cigarettes, the exports of which aggregated 10,81L,- 209,000, valued at $20,877,240, against 5,390,429 000, valued at $10,249,129, in 1917, and 3,270,375,000, valued at $5,774,987, in 1916. The other manufactures exported were cigars and cheroots, plug and smoking tobacx'o. Cigars jind che- roots exported during the period totaled 17,431,000, valued at $704,411, as compared with 1,946,000, valued at $45,610, in 1917, and 1,515,000, valued at $30,667, in 1916. Plug exported totaled 4,854,925 pounds, valued at $1,785,634, as compared with 4,011,166 pounds, worth $1,147,563, in 1917, and 4,324,160 pounds, valued at $1,211,595, in 1916. Smoking tobacco exported this year reached a high mark of 4,185,550 pounds, with a value of $2,338,- 964; exports for 1917 amounted to 1,661,368 pounds, valued at $908,475, and for 1916 to 1,964,223 pounds, with a value of $973,804. Other manufactures exported totaled $355,397, as com])ared with $318,300 in 1917, and $405,635, in 1916. The following table will show in detail the exports of cigarettes: Ten months ended October Number Number 1917 WIS France, 1,089,642,000 United Kingdom, 1,325,483,000 I^mania, 59,335,000 43,043>,000 China, 3,979,61 J),000 5,927,488,000 Straits Settk^ments, 831,823,000 1,115,248,000 Siam, 120,910,000 1 84,450,000 Other countries, 403,742,000 1,126,855,000 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 ,1 ...............mimmiiilllllllltlllllllllllH IIIIIIIIIIHIIIIHIHH"" ,„„ „ „ mn.im iii i ■mmmmii tiimmmmmm i mmimmi Miimmmmmiiii iiiiiiiiimuiumi A Store Is Judged By Its Clerks By Frank Farrington (All Rights Reserved) THE salesman does not fix the prices or the adver- tising policies of the store and he is not the man who decides the questions relating to competition. Jiut he is the one to meet customers and they are going to compare one cigar store with another on the basis ot the salesmen. The relations ot* the store with its com- petitors, as considered by the customer, are governed very largely by the words and acts of the selling torce. The customers who have bought their cigars at one store for years may know very little about the man- agement behind that store, especially if it is a chain store. The salesman stands for the personal element of the store. . . .^ r i^ The treatment the customer receives at the lianas of the salesman in one store is going to be contrasted with the treatment received in a competing store, it the other fellow's clerks are better trained, he may get our trade, even though we have the better goods. The salesman ought to know about what competi- tors are doing and the management ought to take the clerks into its confidence, to some extent at least, m regard to the plans being made for the future for meet- ing competition. Leaving the selling force in the dark about what is being done about competition does not encourage interest in the plans. ^ No doubt there are times when it is not wise to let any of the plans for the future leak out, but oftener, if the selling force is given complete information, the individual members will appreciate the confidence placed in them, and advance information may help them in heading off competition. n , + It is not enough for a salesman to know all about his own lines. He will be the better salesman for know- ing something about the other fellow's brands, and he ought to know how his own compare with them, quality for qualitv, price for price, etc. If you learn what are the talkmg points used by compoti'nir stores to advance faith in their goods, you will know which are mere talking points and which are reallv important advantages. Many a sale has been lost because the salesman did not know how to meet some selling point or advantage of another line as quoted bv the customer. , If it is the part of the manager to keep his sales- men informed regarding anything bearing on relations with competitors, it is the part of the salesmen to take note of anything significant that comes to his knowl- edge and report it to the manager. The work of the salesmen does not stop with sell- ins? cigars. If he is thoroughly interested, he will note conditions of trade, improvements by other stores, tendencies on the part of customers to try the other fellow's store, claims by customers of cut rates by others, anything having* any hearing on the develop- ment of competition. -,..-, , • Some salesmen are so much interested m the busi- ness and so observant that not the slightest indication of business change escapes them. They see everything thnt happens and are able to attach a proper value to it. Other salesmen have no eyes for anything but the clock and the pay envelope. The former class by use of observation grow in usefulness. The latter class find themselves growing in uselessness. The more a man makes himself useful to his employer, the more value will be attached to his services. The less he tries to be useful, the more likely that he will lose his job. It not infrequently happens that customers ask about brands you do not handle. You cannot afford to misstate facts in replying. Of course it is not to be expected that you will encourage the belief on the buy- er's part that other goods are better than yours. In the attempt to be fair it is not necessary to lean over backward. You can be straight without overdoing it. Give the desired information if you can, but follow it up by pointing out the superiorities of your own line. If you have to appear to speak a good word for a competing line, damn it with faint praise. '' That's a good cigar for the money, but we have a brand here that is made from the same leaf in a little finer selec- tion, and it costs you the same price." Sometimes certain unimportant advantages may be admitted on the part of the other fellow's specialty, only to follow the admission with a statement of the reallv important advantages on the part of your own goods. You can admit that a patent pipe you do not handle is a good pipe and that its construction makes it quite easily cleaned, but you can go on and show a patent pipe from your own stock which has as good an easv-cleaning feature and some other advantage in addition. Admitting a small advantage on the part of the other fellow's line impresses your customer favor- ably and causes him to lend a more attentive ear while you bring up your owti advantages. But don't admit iinnecessarilv advantages which you cannot offset. If a salesman talks about the other fellow in a mean way, or in anv manner gives the impression of feeling sore toward him, he will get the reputation of being unfair and narrow-minded. You can't afford to have mean feelings tow^ard competitors, but if you can- not help having them, you can at least avoid giving voice to them. Keep them to yourself. Appear to feel the live-and-let-live spirit which acknowledges the rights and the good qualities of the other fellow whde you are hustling your best to keep him from getting vour business. • • i. + The customer expects you to be enthusiastic about vour own goods. lie expects you to swear by your o\vn brands, but he does not like to hear you swear at the other fellow's brands. We all like to do business with a fair-minded man and we hate to do business with the biased little chap who cannot admit anything good of a competitor. When we get into the hands of a sales- man who insists upon condemning the other fellow, knocking either his goods or his methods, we feel like hunting up that other fellow to see iust wliat he may be like. We suspect that^ he is giving competition reason to stand in awe of him. Here is an advertise- ment directed at the soldier boys and their friends. That is nearly everybody these days. This advertise- ment pushes the sale of Bicycles for the thousands of quiet evening games at home. XT. S. Playing Card advertisements are reaching 30 million readers. Here are two which wUl ap- pear in very much larger size than here shown. The Bars Have Been Lifted! By the happy outcome of the war all sentiment against gayety and good times has been ended. Already thousands of card clubs are resummg their before-the-war activity. And they will play as before with AND PLAYIN6 CARDS Demand for the Congress Brand for play, gifts and prizes is rapidly on the rise. But while there is now no prejudice against any amusement the economic pressure that forces the selection of inexpensive recrea- tion is as great as ever. Living costs as much, taxes are as high, there are as many demands upon the pocketbook as before. And card playing remains as ever the leader among home amusements— ior the quiet -when there is evenings — now so common- nothing much doing.. All the advantages that, before the war was over, were making this the greatest of all seasons for card sales, still exist— and or- ganized play by card clubs is picking up. Be sure of your stock. Have a variety of backs of both brands. And cash in on our national advertising by using strong win- dow displays. We have some excellent window and counter display material. Write for it. THE U. S. PLAYING CARD COMPANY DEPARTMENT 6 ^.i.,^.KfKfATi IT c A WINDSOR, ONT. CINCINNATI, U. S. A. 14 Say You Saw It in The Tobacco World Tin Plate Situation WQ TRACE T HARK Washington, D. C. THROUGH the abrogation of the Inter-Allied Tin Agreement, American users of tin are again at the mercy of the Rubber and Tin Exports Committee which, prior to the negotiation of the agreement, con- trolled the exportation of tin from Great Britain and its possessions. Early last August, negotiations were entered into between the War Industries Board Mission and British Government authorities with a view to arranging an international agreement whereby the world's supply of tin would be controlled and distributed to the al- lied nations in an economic and efficient manner, so as to insure adequate supplies to all. An agreement was negotiated between the United States, Great Britain, France and Italy, under which the available world's supplies of tin were allocated to each consuming country in accordance with the ascertained needs of each. The agreement also cre- ated an Inter-Allied Tin Executive, whose duty it was to arrange for the purchase of tin at each producing center and allocate such purchases in accordance there- with, it being left to each consuming country to pro- vide its own machinery to pay for and import the tin allocated to it. Under the tin agreement and the arrangements thus perfected, the American consumers were assured of obtaining their supplies of tin at the same price at the point of i^roduction that was paid by the other participating countries and at absolute net cost of import. In view of the fact that there is no tin pro- duced in this country, the tin agreement was a most desirable and efficient arrangement to insure to Amer- ican consumers supplies of this metal at a price which would compare favorably with the price paid by their competitors in other consuming markets. As a matter of fact it insured American consumers their supplies of tin at a lower cost than that paid by any other consuming market, for the reason that importations into the United States under the tin agreement w^ould be made and distributed at cost, whereas importations into other consuming countries w^ould carr^- an im- porter's profit. Prior to the negotiation of this agreement, the exportation of tin from Great Britain and its posses- sions was controlled by the Rubber and Tin Exports Committee and export permits were restricted to a limited ring of merchants who thereby enjoyed a monopoly which enabled them to charge premium prices ranging anyw^iere from 5 to 20 cents per pound or more. The control established by the British au- thorities in their markets created an abnormal demand in other supplying markets such as the Dutch East Indies and China, which caused those markets to rise to premium prices as compared with British sources of supply. The abrogation of the agreement restores the situation to its previous status, and leaves the Rubber and Tin Exports Committee masters of the situation. C. Li. Li. Say You Saw It in The Tobacco World 15 I I i I ! I I I 1 I I 1 Xo Manufacturers of Hi^H Grade Cigars Why do you buy the finest selected tobacco % Why do you pay high prices for fine workmanship % The answer is ati'v simple, you wish the result to be something fine to be appreciated by and to please the public so your business will increase. IS THIS NOT A FACT? Then why not have the finest looking package obtainable in which to place your efforts before the public'? When you have made up your mind to do this (and why not now?), write me or call me on the telephone and let me show you how. Let me make your work for you and have that package of yoiirs just as fine and handsome as your cigars are good. F'ine lithogi'aphic work is an art! Also remeni])er the sanitary gumless band, which is the only thing which should interest you today, outside of that handsome package. For service in my line and recalling the old watch-word, *' Efficiency," I remain. Very truly yours, GARRETT II. SMITH. f^ A "nTHTTTT ¥-¥ CX^'lTPl-i United States and VJi-rVKKJCy II ri.OlTlliri Canadian Representative 106 E. 19th Street New YorK City TelepHone i Stuy^vesant 74'76 I I I i i i I P I i i I ( I I I I §<^^s^$^^^^^^^^^^^^^^^^;:}^^^^^m^^m.-^^^m^^m^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^- 1^ Say You Saw It in The Tobacco World The smokers who buy and the dealers who sell 200,000,000 Cirico Cigars a year appreciate the protection of a brand manufadhired with 68 years experience and with^ the most pednstaking ^^pi| consideration for ...^^Rl^ quality -- and qnality^ alone. OTTO EISENLOHR &< BROS., INCORPORATED PHILADELPHIA ESTABLISHED iSSO CO preserve the quality gl^ "W ^SF KELLY'S Bouquet Key West Cigars DISTINCTIVE AND MILD Manufactured 4jj Cuban experts on the Island 0/ Key) West ( just 89 miles from HaOana) Selected Havana Filler with Genuine Shadegrown Wrappers combine to make a cigar of EXCEPTIONAL CHARACTER AND MILDNESS Attractive Line of Shapes at 10c -2 for 25c -15c and 20c HAVANA-AMERICAN CO. (Branch American Cigar Co.) 1 1 1 Fifth Avenue - - New York City Tobacco In San Domingo ACCORDING to a report by Consul Arthur McLean, XJLPuerto Plata, after cacao, tobacco is the principal crop in the Puerto Plata consular district, which com- prises the northern half of the Dominican Republic, it ranks third among Dominican exports, sugar being first. The leading tobacco-growing Provinces are Santiago, Puerto Plata, La Vega and Espailhit. The town of Santiago de los Caballeros is the center of this industry, where most of the tobacco is brought in to be sorted and repacked, and Puerto Plata is the port through which most of it is exported. Moca, in the Province of Espaillat, La Vega, the capital of the Province of the same name, and Navarette, in Santi- ago, are also important centers of the tobacco trade. It is estimated that about seventy-five per cent, of the crop is grown in the Province of Santiago and fifteen to twenty per cent, in Puerto Plata, and the re- mainder is about equally divided between La Vega and Espaillat. It is a local custom to plant tobacco seeds on St. Andrew's Day, the 30th of November. The seedlings are usually transplanted in January. If weather con- ditions are favorable, the crop should be harvested in March and April, before the heavy rains commence. The exporting season is from July to October, both inclusive. The tobacco crop is usually bought from the growers through brokers, who work for account of packers or exporters in the towns, charging them $0.50 a bale commission. There are from 300 to 400 brokers, some 40 of whom are of importancee. The tobacco comes in from the farms in strings, known as ''sartas," and is then bunched by women in ''hands" according to lengths. It is repacked in new seroons, headed in with palm, and tied over the mouth with native fiber twine. The cost of handling thus described is usually about $2 per seroon, but this varies with the constantly fluctuating price of the materials used in packing. There are two types of tobacco, one known as "criollo," the other as ''tabaco de olor," which latter is made into cigars and cigarettes for domestic con- sumption. The type known as "criollo" usually com- prises about 80 per cent, of the crop. Two railroads serve the tobacco region, the Samana & Santiago Railroad, which connects Moca and La Vega with Sanchez, and the Dominican Central Railroad, which runs from Moca through Santiago and Navarette to Puerto Plata. The present rate from Santiago to Puerto Plata is $9.50 plus 25 per cent, per ton of 2240 pounds, and $12 plus 25 per cent, from IMoca to Puerto Plata. The rate from Moca to San- chez is $15 per ton flat. The ocean rates were formerly $15.81 per ton by the Hamburg-American Line to German ports and $19.46 to other neighboring European ports. The rate to New York by the Clyde Line was formerly $10.50 per ton, against the present rate of $22 for the same quantity. Prior to the war the tobacco industry w^as con- trolled by German firms in Bremen and Hamburg. They advanced money to the packers and the latter {Continued on Page i8) Say Ton Saw It in The Tobacco World 17 and go after the man who rolls his own. There are more of him every minute. Go after him with Zig-Zag Cigarette Paperjs.llHe knows! Imported Rice Paper — every sheet clean and fresh — no waste, tearing or gummy jagged binding — an improvement to any tobacco. Might just as well carry the best! CIGARETTE PAPERS Made in France by Braunstein Freres. Tobacco Products Corp., N. Y., Sole Agents for U.S.A. 18 Say You Saw It in The Tobacco World That the New Year will Crown your efforts with HEALTH, HAPPINESS and PROSPERITY IS our sincere wish t( 44 CIGAR CO., Inc. PHILADELPHIA U. S. A. (Continued from Page i6) through brokers to the farmers. The prices obtained were so low that they hardly covered the cost of pro- duction. Owing to tiie low prices, Dominican tobacco has always been in demand in Europe. It does not enter into competition to any extent with the American, but may be compared in quality and uses to Brazilian, Sumatra and Colombian tobaccos. Almost the entire crop was shipped formerly to Bremen and Hamburg, where some was repacked and classified, and much was reshipped as it arrived. A large quantity was con- sumed in Germany and most of the remainder was re- exported to Austria, France, Spain, Italy, Algiers, Sweden, Holland and Switzerland. It is used in Eu- rope chiefly as a pipe and cigarette tobacco. The bulk of the tobacco is now purchased and ex- ported by an Italian firm in Puerto Plata and two American houses in Santiago de los Caballeros [whose names may be obtained from the Bureau of Foreign and Domestic Commerce or its district and co-operative offices upon referring to File No. 108112]. Since the war most of the tobacco has been shipped by these houses, either direct or through New Y^ork to Spain, France, Italy, Algiers, Ilollaud and Switzerland. SUBSTITUTE TO AID INDUSTRY Washington, D. C. The Chemical Division of the War Industries Board has just made public the fact that the Mellon Institute, working in co-operation with the Division, discovered a substitute for glycerine for use in chew- ing tobacco. "This discovery," the announcement states, "was the result of efforts to aid the tobacco industry of the country after it had become necessary for the Government to' take over all glycerine supplies for the manufacture of explosives. "This institute, which is endowed, is maintained for the purpose of investigating and solving chemical problems in industry. Its entire staff and laboratory, at the outset of America's entry into the war, was placed at the disposal of the Government for the solu- tion of problems connected with the war program." C. Ij. l. ^n— ■■ w ■ I ■■ ■■ — «»— ~Mi ■■ ■■ ■■ ■■ ■■ ■■ I »' " "~ 4 CIGARETTE CASE FOR PRESIDENT Washington, D. C. All of France participated in the President's Christmas, according to the reports which have been received in Washington, his presents coming from all parts of the country and ranging from the humble offering of a peasant child to the magnificent present of the foremost citizen and statesmen. Among the items received were cigar and cig- arette cases and oven cigarette papers, according to the cabled reports, ^dthough it is widely known in this countn- that the President does not use tobacco in anv form. "What did the landlord say when you told him you would leave if the .janitor didn't give you more heat?" "Didn't seem to worry him. In fact, ho suggested another location whore t would got all the heat I wanted, and then some." Say You Saw It in The Tobacco World 19 SHADEGROWN Connecticut, Florida Georgia Wrappers are in greater denaand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City « 20 m oui^ Say You Saw It in The Tobacco Wobld ^3][^ -M Say You Saw It in The Tobaccx) World 21 HI ®tf ^ ®0pti: of Il|^ lag oPic 1 s Cbar Ifauana ©tgara 0 i (Sr^rttngfi ®0 All I i lobrom Iros. ^htla&^ltil)m. ^^nna. Exports of Leaf Gain Washington, D. C. EXPORTS of unmanufactued leaf tobacco during the months ended with last October made great strides in regaining the ground lost when the United States entered the war, according to statistics secured from the bureau of foreign and domestic commerce of the Department of Commerce. Total exports during the period amounted to 334,- 450,038 pounds, valued at $104,178,841. This was an increase of 135,000,000 pounds over the total for the corresponding period of 1917—199,277,392 pounds, valued at $34,265,628, and only 93,000,000 pounds less than the total for the first ten months of 1916— one of our largest periods— 427,453,852 pounds, with a value of $55,820,895. The following table shows in detail the exports to the various countries during the ten-month periods of 1916, 1917 and 1918 : 1916 1918 1917 Pounds Pounds Pounds Belgium, Denmarlc, France, Italy, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, 17,401,480 64,805,780 30,643,822 74,553,827 7,327,997 4,541,142 9,901,729 2,558,793 1,215,708 United Kingdom, 145,345,241 Canada, Mexico, Argentina, China, Hongkong, Japan, Australia, British West Africa, French Africa, Other countries. 16,077,359 1,856,859 2,068,896 10,311,939 7,408,712 2,305,256 9,709,970 8,470,585 3,526,078 7,422,679 1918 Pounds 75,523 266,949 49,001,485 37,447,878 1,395,352 2,636,130 2,218,123 15,431,382 652,289 2,488,546 32,346,619 13,986,386 1,408,682 4,825,315 7,779,720 1,504,498 1,876,589 8,679,880 6,931,661 2,258,919 6,065,466 56,587,901 30,224,610 • «•••••• 3,921,848 908,815 5,911,069 1,128,895 331,605 165,173,913 21,455,626 1 ,398,854 2,993,557 13,275,755 4,988,353 3,630,829 10,034,734 6,010,796 1,959,421 4,513,457 C. L. Li. Sacramento tobacco growers are starting another experimental tobacco farm in Chico, Butte County, Col. Large interests are carrying out extensive or rather widespread enterprises of this sort on the Pacific Coast and in the far west. From the results obtained in some cases, it is possible that the Golden West may in the course of a decade sujiply the whole country with ''Turkish'^ tobacco. ^0 ] [ [^ The American Chamber of Commerce was organ- ized at P>uenos Aires, Argentina, on December 18, starting with eighty-five members, succeeding the American Commercial Club. Handsome central (juarters have been obtained and a permanent secre- tary has been em|)loyed. The new organization is prepared to give information and advice to American manufacturers, to consider arbitration questions and to assist in developing trade. All th* poems ever written, All th' stories known t' fame, All th' sayin's of philosophers An' others of great name — Shucks I They don't seem wuth th' readin' ^\ When f'm foreign lan's afar Comes th' long-awaited letter # F'm th' boy who's **over thar," /; For the homefolks lovin' eyesight/ " In between the lines, kin see A deeper, sweeter meanin' Than in any poetry. 22 Say You Saw It in The Tobacco World apacu C I G Al^^s TKIE AILL-P^Y, SVISKY'-IB'aY SM©l!lll A Lightning Seller! 1= Every smoker of 1 0 cent Cigars can be made a REGULAR |l Mapacuba customer. That means neu) and regular profits |; tor you. Strongly advertised. I M.n.fac,.„6 BAYUK BROS. CO. ^"'t'""'"' Your Prospective Customers are listed in our Catalog of 99% guaranteed Mailing Lists. It »1» contains vital sueeestions how to tdvertise and sell profitably bymai . Counts and prices given on 6000 different national Lists, covering all classes; for instance. Farmers, Noodle Mfrs., Hardware Dlrs., Zioc ; Mines, etc. This valuabU Refereuct Boot fr«$. Write for iu Strengthen Your Advertising Literature Our Analytical Advertising Counsel and Sales Proinotion Service will improve both your plan and copy, thus insur- ing maximum profits. Submit your literature fof pre- liminary analysis and quotation — no obligation. Ross-Gould TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR ••••: •• r-'^^''"''^,^"! EDWARD WISE Chairman '^''^^^"^'^f Co™mm^e GEORGE W. HIIX^.^....... .............. .......••••^^ GEORGE GEORGE II. HU JESSE A. BLOCH :::::: ^Ev^relidem JACOB WERTHEIM V^ce"pref den lOSEPH F. CULLMAN, Jr Vice-Fresiden . L?f^T cAiTVAQl Vice-President VcV^ilviiFlv Treasurer CIiIrLIs DUSHKIND ' ■;.•.■;.■.■.■.■.■.■.■.■.■.■.■.■.'.■.■.■.■. Secretary and Counsel New York Offices, 5 Beekinan Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN. Jr.. New York vice:Presidem W. J. LUKAWITZ. Dayton. O. Treasurer GEORGE BERGER, Cincinnati, O. SecJelary JOSEPH MENDELSOHN, New York secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J.* A. BLOCK. Wheeling, VV Va vice"Kesideni WOOD V. AXTON. Louisville. Ky Se;;eUry-Treasurer RAWLINS D. BEST, Covington, Ky Secretary ireasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF iVt* Vice-President jKiniAN GOLDWATER ;;:;:;;;;:;;;;^ vlce-Ke^ldenl LEO LEHMAN Treasurer JOSEPH FREEMAN : ■ ■A-"-:r'"\r"\"'n'y. Secretary LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE ' President GEORGE W. RICH Vice-President SIDNEY GOLDBERG Treasurer A. L. ULNICK ;;--'-v "i; ■■■.'.'.'.Secretary MAX MILLER. 135 Broadway. New York V V;;"*'," •' Meeting 4th Tuesday of each month at Hotel McAlpin 1 CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ■■ M ■■ 11 11 in " "" " ** '* "- FOR SALE REGISTERED LABELS and bands, also molds at low prices; at 240 North Fourth Street, Philadelphia, Pa. FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound A so Vuelta shorts, of the finest quality. Edwm Alexander & Co., l/» Water Street, New York City. WANTED MOLDS WANTED— Londres shape. Address S. Monday & Sons, 34 South First Street, Brooklyn, N. Y. TOBACCO STEMS. CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. ti i i xt v J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. HEAD SALESMAN WANTED TR^VFLING SALESMAN WANTED-A well-known Briar Pipe "Manufacturer requires the services of an experienced Traveling Salesman. Only men of the highest type will be considered. Remunera- tion sufficient to interest a big man. In j'our reply state age, experi- ence territory covered, and any other details that will aid us in favor- ably' considering your application. All communications treated m strict confidence. Address your reply to Manufacturer, Box 240, io- bacco World," Philadelphia. EXPORTS WITHOUT GUARANTEES Washington, D. C. The State Department has made known a large number of articles that may now be exported to neutral countries in Europe, other than Switzerland, trom the United Kingdom, France or Italy without the necessity of obtaining the usual guarantees against re-export. Included in this list are cigarette holders, amber and amberoid, and tobacco pipes. BLOW AIMED AT CHEWERS Washington, D. C. Another blow has been aimed at the lowly plug, this time by Chief of Police Pullman, who has ordered the removal of 250 cuspidors which formerly adorned the various precinct stations and the posting of numer- ous signs prohibiting spitting. As a result, Washing- ton's finest have to resort either to cigars, cigarettes or pipes, and inasmuch as a good cigar costs equally good money and cigarettes are frowned upon m police circles, bluecoated customers are changing their order from plug to fine cut. , i^^Utt Plug tobac '°" ""^•^» "'« ''"'"- ""« «' ^'-^k ""bels formerly „,ade In- KTueger .V liraun, of which firm .UK.h,« su:I^";;;.J;" u;;,;'i:'::r.;L;''::;r;:Hcr' ""'•" '"""• ^^""•'" -^ ""■ "'^ -"-^^ "-' "* "^'"^-^ '- ^'^- "- --- «- -^ p- WM. STEINER SONS & CO., 257 W. 17th Street, New York City. HEYffOOD. 5TRASSER&.V0IGT LiTHO.CO 26^ STREET & 9^ AVENUE, NEW YORK MANUFACTURERS OF Cigar Box Labels Bands and Trimmings WESTERN OFFICE 30 N. La Salle St., Chicago. III. CANADIAN REPRESENTATIVES B. B. B. Co., Montreal, Canada PHILADELPHIA OFFICE 914 Drexel Building SELUNG REPRESENTATIVES ADOLPH FRANKAU A CO.. 129 Fifth Avenue, New York City m TION YOURS for SERVICE ff Ifsnota^^WarBaby'M It s for all time ! Some of the 57 reasons Why you should use DAM'PTITE To hold and build up trade you need the BEST — That's the DAMPTITE! Best humidor on the market — preserves the delightful aroma that is the very life, reputation and sale of your cigar. DAMPTITE will "make" your brand. It won't turn a poor leaf into a Havana cigar, but we've got the can that will save all the quality you put into it. It's moisture proof — four layer fibre package with DAMP- TITE composition fused between layers. Durable — reenforced with tin rim, bottom and cover. Light — a freight saver; 35% lighter than tin. No sharp edges — agreeable to handle. It's a trade winner — without "Bambllle" PARCHMENT LINE The CONTAINER AL5o y^ THE ■^OP AND Bottom -».\i' 'i\- fOR Sample^ " • ' «- • -^HMENT LINED '^Ev, R MTS Aw Ho '^Ag As IE EQUIPPED TO MAKE THE FOLLOWING SIZES : SQUARE CONTAINERS,- 3 INCHES SQUARE 3/4 INCHES SQUARE ROUND CONTAINERS,- 3^^ INCHES IH DIAMETER 4 % INCHES iH DIAMETER ANY CIGAR LENGTH REQUIRED FURNISHED IN PLAIN, GOLD LACQUERED OR ANY COLOK-- I i i doubt it customer. 'clinches" friend In other words You Can't Afford To Be Without The "DAMPTITE'^ USE IS PROOF-TAKE A TRIAL ORDER PRICES AND SAMPLES FURNISHED ON APPLICATION WIEDMANN-ST. LOUIS CIGAR BOX COMPANY 1117-23 NORTH BROADWAY, ST. LOUIS, MO. AMERICAN BOX SUPPLY CO , 363 Monroe Ave . DETROIT. MICH. .Agents for the States of MicKi^an. Indiana and OHio :-r*]'.';A7's'-'-':.<'*a5fl Va- VOLUME 39 TA e TOBACCO NO. 2 RECBI VCO lAN^ )l9t9 • ( 1 1 ) t • ' *-• UilDtMnAMtif JANUARY 15, 1919 WORLD TOBACCO STRIPPERS ARE SCARCE WAGES ARE HIGH There is always waste in stripping filler— such as scrap and shrinkage. There is always the inconvenience of casing and drying your filler. Why not use a filler which is already stripped, resweated and prepared, and because of its reputation can he depended upon for Quality- Burn Aroma Headquarters for Manila Tobacco in the United States Samples sent upon request PHILIPPINE LEAF TOBACCO CO., 123 Maiden Lane - - - . New York City Canada Office: 1 7 Dundee St , London, Ontario, Canada Say You Saw It in The Tobacco World Watch for these Advertisements The demand for all grades and shapes of W . D. C. pipes is being increased by our ad- vertising in such widely-read publications as : Saturday Evening Post Country Gentleman Leslie's Weekly Outing American Magazine Collier's Weekly Field and Stream Popular Science Monthly Literary Digest System Popular Mechanics Scientific American Army and Navy Journal One of the new series is shown here — others will appear from time to time. Watch for them. Cut them out and paste them in your window to get the utmost selling value out of them. For pure content — a good pipe Next time you sit near a rr.an who lights a pipe, just notice his look of solid comfort. That look says more than words could say. He's at peace with the world. You yourself can draw that same kind of pure content from a "^ WD W- ^ T.h'. W n C Uiamle Irjjf-mjfk hathrrn the jfffn ot auprtrrie fir tutue for mart than 50 yrari It is on piptiof rM'u tlyte, atie and grade. Prue for finer, ihrrt it no hetler pipe than a H'.D C THE UN I VERS If smokes cool and clean and sweel as a breeze through the pines. The well catches all moisture and stray tobacco. There is no bubbling or wheezing. No tobacco comes mto your mouth. The upward opening in the bit sends the smoke away from your tongue. Rvery Wellington is made of genuine French Briar, seasoned by our own special process. It breaks in sweet and mellow, and is guaranteed against cracking or burning through. All good dealers sell the Wellington in many sizes and grades from 73 cents up. Choose yours. WM. DEMUTH & CO. INew York World'* Largeit Pipe Manufacturer* Look over your stock of W. D. C. Pipes. Then make up your order with increased sales in view. We will gladly send you further information on request. Wm. DEMUTH 6t CO.. new vork WORLDS LARGEST (MAKERS OF FINE PIPES M m n m-t MA.D1: IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Chmles the Grmt CiG'AilS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER I SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA <§» *——*—— ■■ ■■ — — — - , ^^ ^^ ■■ ■■ ■■ ■■ ■»- — — .+ •f»i) •^— ■■■ ■■ - ■■- ■|l ■ M ■■ ■■ »■•-■ ■■ ■■ mil— » »■■ M ■■ mt —■ La Flor de Portuondo 11 Established 1869 ^>^^i^ GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondi Cigar Mfg. Co. PHILADELPHIA I u +- M ■■ ■■ ■■ H- —I ■» H M ■■ ■» ■■- i»— — »»^^» ■■ ■■ n ■■ ■■ n It- For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Weimer Co., IJMA,0. TADEMA CIGAR8 Ar^iiellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad ibq NEW YORK FLORIDA HAVANA ITS A CINCK FOR A LIVEl DEALER TO PULLTHLBESTTRADE HIS WAY L-^* GRAVELY® CELEBRATED Chewing Plu^ 'BEFORCTHE INVENTION p. OP OUR PATENT AIR-PROOF POUCH T« Dealers f« Wrile u« ■ p«a*»t beta. Any W18K Kktailer. Neither Quality nor Advertising can make a lasting success of a cigar if the Retailer's legitimate Profit is ignored. Every step in the wonderful development of Muriel— every new size, every new selling idea— considers first the Retailer's Friendly attitude. •Quality' -"Popularity"— "Profit" is Muriel's slogan to the Retailer. Retailers desiring to make purchase of "The most talked-about cigar in the U. S. A." will be gladly given name and address of our nearest distributor upon request. P. LORILLARD & COMPANY. Inc. 119 West 40th Street New York ' ; ^^ X^ /►: fi .'mSS Say You Saw It in The Tobacco World The Maintenance of an Inflexible Quality Standard in is reflected in the unvarying increase in consumer demand. Good judgment favors stocking— displacing— recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250. °/ Tobacco World. Gaf la Sumatra Company QUINCY, . . . FLORIDA Florida and Georgia Shade Grown Wrappers We also sell the new "Combination** Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. EL TROVADOR CIGAR MADE IN HAVANA A HUh Qnit Inp«rte4 Ci(ar maie of tke flMtt Ymlta AbjM Toktcco irtwB tn the blu4 af Cuba CHARLES LANDAU & CO. *^ 'h A V A^f^% S?^" « WALL STREET HAVANA, CUBA NEW YORK «, S. LOEWENTHAL S. LOEWENTHAL B LOFWENTHAI S. Loewenthal & Sons inporters of Havana and Packers of Leaf Tobaco 123 MAIDEN LANE, NEW YORK USE PHILIPPINE TOBACCO Binder— Filler— Scraps IMPORTED DIRECT FROM MANILA BY S. J. FREENAN & SONS, 123 Liberty St., NEW YORK CITY ■■■■ ■■ ■■ ■■ n II II M ,1 „ „ „ ■I II 11 I I l»t I HARRY BLUM Manufacturer of NTHE NEW ^ ^ ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City II n 11— id The smokers who buy and the dealers who sell 2oo,ooo,ooo Citlco Cigars a year appreciate the protedlion of a brand manufadhired with 68 years experience and with^ the most padnstakin^ ^.^^^^ consideration for ,,^^0^^^^ quality- j^K^^^ and qualityr alon^^^fe^S^P ;>«'V;;; ; S^' „;•••'•>■■; Orro EISENLOHR G* BROS., INCORPORATED PHILADELPHIA ESTABLISHED iSSO CO preserve the quality Volume 39 THE TOBACCO WORLD Number 2 Elatablished 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, January 15, 1919 Foreign $3.50 The United States Government Should Support The Cigar Industry Of The United States THE following editorial is directed to the cigar manufacturers of the United States and tiie officials and congressmen of the United States Government for their careful and seri- ous consideration. It is directed, specifically, to, The Secretary of the Treasury, the Hon. Carter Glass; The Secretary of the Navy, the Hon. Josephus Daniels ; The Secretary of War, the Hon. Newton Baker; The Commissioner of Internal Revenue, the Hon. Daniel, C. Roper. — The Editor. CAN you imagine what the large armor-plate and ship- building producers of the United States would say if the Government, in continuing the expansion of the navy, should place all future proposals with English and French firms? It requires no stretch of the imagination to foresee the press and public swooping down on official Washington with the greatest clamor of criticism that the country has ever known. The cry would be, "America for Americans." Shipbuilders and steel manufacturers of the United States would sweep Washington like the wrath of God. We have dealt with an imaginary condition for the pur- pose of approaching a subject of vast importance to the cigar manufacturers of the United States, as well as the United States representatives of foreign companies, and United States importers, jobbers and dealers. In the October 1st, 1918, issue of THE TOBACCO WORLD, Preston Herbert, in charge of the purchases of the tobacco products for the army, was quoted as saying that up to that time the army had taken about 3^ per cent, of the cigar production for the current year, about 300,000,000 cigars in round numbers. It was afterwards learned from the War Department that within another year they anticipated taking at least double that amount for the troops. We have no authentic figures of the amount con- sumed by the navy, but men in a position to know place the figures at about 100,000,000 cigars. In percentages the figures are small, but when referred to in numbers of cigars they represent a handsome pur- chase. Not only from the standpoint of profits for the United States manufacturers, but from the standpoint of good will, prestige and advertising, the cigar industry of this country has benefited. With our soldiers and sailors smoking United States cigars in the foreign ports and countries of the world a very definite advertising value has been developed. We appreciate that it is very distasteful to the Gov- ernment that its orders should be used in any way to adver- tise a product, but in this case neither the Government nor the manufacturer can prevent this potent advertising force. It is to the everlasting credit of the United States Govern- ment that its soldiers and sailors have had the United States cigars to smoke. We cannot believe that the Government would lend its willing support to the . purchase of cigars from other countries for the use of our army and navy, thereby de- priving the Government of revenue. United States business men of profits, and also helping to construct a barrier to the internationalization of United States cigars. We direct the attention of the United States Govern- ment ofiicials, as well as the cigar manufacturers of the United States, to the numerous editorials and articles pub- lished during the past twelve months in THE TOBACCO WORLD bearing directly on the subject of building up an export business in manufactured tobacco products for the cigar and tobacco manufacturers of the United States. During this war the army and navy of the United States have laid the comer stone for development of this business, but will the Government (now that the war is over) delib- erately tear this comer stone out, and will the cigar manu- facturers permit it without protest? Is the Government so well provided that it can afford to throw away revenue that would amount to handsome sums if it were collected? Does the Government intend to keep on lending itself to old practices that have entirely shut out the United States cigar manufacturer and thereby blocked an open path to a great export trade? Prior to the war the cigars purchased of the cigar man- ufacturers of the United States for the use of the army and navy were a negligible quantity. When we entered this war the Government immediately asked the United States cigar manufacturers to help supply its army and navy. At the sacrifice of consumers in all parts of the United States the request was promptly met. Prestige, good will, adver- tising values — all were thrown to the four winds to help the United States win the war. And let every manufac- turer, and the Government as well, recognize that in the aggregate it will cost millions in advertising to restore those sacrificed brands to their old time trade prestige. THE TOBACCO WORLD THE TOBACCO WORLD Does the United States Government repay its loyal citizens, and its industries, by permitting that which has been built up in time of need to be destroyed by inconsid- erate acts? We have so great a taith in those who have guided this country through victorious conflict that we say, without hesitation, that it does not. In pre-war times it has been the custom of the navy to assemble the early part of each year at the Govern- ment's Naval Base at Guantanamo Bay. While there it has been the privilege of the fleet to purchase its supplies of cigars to cover the period of about a year. These cigars so purchased are made in Cuba. Cuban cigars imported into this country usually pay a duty — these particular cigars do not. Cigars made in the United States pay an internal revenue tax — but these cigars are not made in the United States and produce nothing for the Collector of Internal Revenue. In all fairness either these cigars should be properly imported into the country, thereby benefiting the United States Treasury, the United States representatives of Cuban factories, and the importers and jobbers and dealers of the country, or the bars should be let down to permit the United States manufacturers to fur- nish these cigars to the navy. In pre-war times these naval purchases have amounted to about 5,000,000 cigars, representing about 10 per cent, of the importation of Cuban cigars into this country. The annual loss to the Treasury has been about $350,000. If these cigars were furnished free to the men of the navy, and if they could be purchased cheapest in Cuba, there would be a point for argument, but as these cigars are resold through ship canteens there is no reason why they should not pay either an internal revenue tax (as all cigars made in the United States and sold to the navy dur- ing the war have been made to pay) or a customs duty. During the war the army has also indulged in the purchase of cigars in Cuba which have been transshipped from New York to the American Expeditionary Forces DUTY FREE. The world war is over. The fleet is coming home. We do not know whether it will again bank its fires in Guantanamo Bay in 1919 or not. But whether it does or does not, THE TOBACCO WORLD most earnestly pro- tests against the Government spending the revenues of the United States cigar and tobacco industry with the cigar manufacturers of Cuba without the Government of the United States or the cigar manufacturers of the United States receiving one penny of revenue or profits there- from. The finest types of tobacco leaf from Cuba, and every other part of the world, are brought into the United States and made up into cigars. We challenge any country in the world to show as great a versatility in different cigar types and blends, and in their quality, as does the United States of America. And this includes the fine types of domestic leaf from the famous States of Pennsylvania, Con- necticut, Florida, Georgia, Ohio and Wisconsin. No coun- try in the world can approach the consumer with so great a certainty of meeting the smoker's taste with the exact blend of cigar that he desires. Sales of tlie United Ci^ar Stores for 1918 were between $52,000,000 and $53,000,000, an increase of slightly under $10,000,000 compared with the ^ross of 191^. As regards the matters of price, Cuba grows good to- bacco and poor tobacco, so does every other country. Cuba makes good cigars and it makes poor cigars. Their quality can easily be determined by the price. And the same sizes and quality (based on leaf cost and workman- ship) when compared with cigars made in the United States WHICH HAVE PAID AN INTERNAL REVENUE TAX as well as duties paid on the raw material employed in the manufacture thereof will not vary sufficiently to warrant the preference being given to Cuba or the loss of customs duties to the United States Treasury. Now, a word to our Cuban cigar manufacturing friends. If your country had a navy as large as that of the United States would you sit calmly by while your fleet sailed up to New York and loaded up with United States cigars, bought and paid for in part by revenue derived from Cuban cigar and tobacco manufacturers? We have only praise for the splendid brands for which Cuba is famous. We pay tribute to their fine workman- ship, their masterful blends and their wonderful tobacco leaf. But we say to the gentlemen of the Cuban cigar in- dustry that if the connoisseurs of the army and navy de- mand Cuban cigars let them buy them in the United States from importers and jobbers and dealers who have invested their capital in business in this country, and who depend on its smokers for their revenue with which to pay their taxes to support this navy and to furnish the salaries for the officers and men. ♦ We are surprised that the importers of the country have not long ago given vent to their feelings in this mat- ter. On the other hand, if this editorial had been conceived out of a duty to these importers because of their liberal support of trade papers it would have died aborning. Our stand is that the United States Government should spend its money, when possible, in the United States, where the money to spend is provided. And we presume to say a word to those in the trade who are representatives of Cuban factories in the United States and who up to this moment have been our friends. If you have any quarrel with us over this editorial it is be- cause you are a party to the sale of these goods from which the United States receives no revenue, but from which you do, to the injury of the importers and dealers who buy through you. Otherwise you will welcome this editorial as a step toward helping you to increase your business through larger importations brought about by the Government, or the army and navy officers, buying their Cuban cigars in this country DUTY PAID. We feel that we are justified in asking the officials of the Government, spending the money of the people of the United States, if they believe in REAL AMERICANISM, in the support of the industries of their own country? The cigar manufacturers, importers, jobbers and dealers, of the United States have paid their taxes, bought Liberty Bonds, contributed sons to the cause of Freedom, given millions in goods and cash, and they are certainly entitled to know if the Government, which they support, is willing to support them. The American Tobacco Company sales in 1918 ap- proximate $140,000,000 to $145,000,000, and Li^^ett & Myers' $143,000 000, according to a Wall Street an- nouncement of January 2. 'II""""" iiimiiiiiii iiiiiiiiiii iiiiiiiiiiiiiiii I iiitiiiiiiiiiiim iiiiiiiiiiHiitiiiinniHiiiiiiiiiiimiHiniiiiHmiim iiiiiiii iiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMn ■■ ■« TRADE NOTES AND NOTICES w m ■■ ■■ ■■ n n n m ■■ ■■ ■■ ■■ ■■ ii m The Cado Company, Incorporated, manufacturers of the '*56'' and *'Cado" cigarette brands, has been dissolved. Max Levy is now selling "La Muna'* and ** William the Fourth'' cigars for Gans Brothers. His territory is Greater New York and, he says, everywhere. The broadmindedness of Colonel Roosevelt is fur- ther evidenced by the fact that, although he did not use tobacco himself, he always kept the best of cigars and cigarettes for those who did. The Tobacco Salesmen's Association of New York held their annual banquet at the Little Hungary restau- rant on January 4th. Without going into details, it is believed on the best of evidence that '*a good time was had by all.'' The trade learns with regret of the difficulties of the B. & A. Cigar Factory, of 304 Cherry Street, Phila- delphia. For the good of the industry in general it is hoped that their financial troubles may be adjusted and that thev will be able to continue in business. Schulte Cigar Stores Company have leased through Pease & EUiman for a long term of years the ground- floor store in the Underwood Building, at the southeast corner of Greenwich and Vesey Streets, New York City. Upon completion of alterations they will open a branch establishment. American Tobacco dividend scrip is proving a ''melon" to stockholders, and brokers report an active demand for it. The quotation is 140 bid, 143 asked. This is the highest level touched by this security. In the last five months the scrip has been sold as low as 105. At a value of 140, American Tobacco 20 per cent, common dividend has an annual cash value of $28. The scrip is redeemable in 1920, either in cash or in new **B" common stock at par. The Tobacco Products Corporation has submitted to the New York Stock Exchange the following state- ment of earnincrs covering the first ten months of 1918 : Gross sales, $13,484,468; cost of raw materials, oper- ating expenses, selling and advertising, $10.51 1,266: balance, $2,973,201 : dividends received, ad.iustment of marine losses, profit on leaf sales, sundry items, $329,395 : interest, losses on securities sold, sundry ex- penses. $160,710: net income, $3,141,886: provision for excess profits, $250,000: balance. $2 891,886: preferred dividend for three Quarters, $416,016; common divi- dend for four quarfors. $960,000: balance. $1.515 870: previous surplus, $3,232,921 : total surplus, October 31, 1918, $4,748,791. Wilson & Usher have incorporated at Mayfield, Ky., as tobacco dealers, with a capital of $50,000. The Farmers' Tobacco Warehouse Company has been chartered to build and operate a leaf tobacco ware- house at Timmonsville, S. C. The employees of the General Cigar Company in Mt. Carmel, Kulpmont and Shamokin received bonuses amounting in the aggregate to $13,000 for Christmas. Harold P. Brewster, of Rochester, N. Y., who re- tired as president of the H. P. Brewster Tobacco Com- pany, has been appointed a member of the Board of School Commissioners of Rochester. He is now, and has been for ten years, president of the Rochester Savings Bank. A systematic collection of statistics concerning to- bacco and cigar factories in Lancaster and York counties, Pennsylvania, began on January 6, by field deputies of the Ninth Internal Revenue District. Of the 1050 cigar factories in the Ninth District, 750 are in York County. The firm of Minden & Davis, cigar manufacturers, of New York City, has been reorganized as the ^I. F. Minden Company. The officers elected are: Al Korn, president ; M. F. Minden, vice president ; Max Herz, sec- retary and treasurer. Mr. Korn is a prominent and successful cigar salesman with a large circle of friends and clients in the cigar trade. At Sparta, Wis., the American Cigar Company began sorting January 6, and at Stoughton, January 12. The General Cigar Company at Portage, Januar^^ 6. This company has opened two new warehouses, one at Prairie du Chien and the other at La Crosse. The Eisenlohr Company began at Edgerton on the 6th; they have warehouses also at Deerfield and Gray's Mills. The Lorillard Company has been sorting at Madison for the past month. Five Tampa cigar factories are said to contem- plate moving. R. Bustillo & Company, from West Tampa to the Sanchez & Haya factory, at Seventh Avenue and Fifteenth Street. Francisco Arango fac- tory, Eleventh Avenue and Fifteenth Street, to Sec- ond Avenue and Nineteenth Street, in the M. A. Gunst & Company building. The two Seidenburg factories also will occupy the old Gunst building, which will be divided and partitioned as may be found necessary. Bustillo Brothers & Diaz, at present loc^ited on Fran- cis Avenue, West Tampa, will occupy the Ybor City building vacated by Arango & Company. THE TOBACCO WORLD THE TOBACCO WORLD lUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH Illllll Hlllimillll lillllltllllllllllllllllllllMIMIIIIIIIIIIIHIIIIIIIIIIIItlMIIIIIIIIIIIHIIIinillllllllinillllllllllllllllllllllllllllllllllllHllllllliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiHiiii^ nillllllllMltllllllllllllllllll'"l""'''HIIIIIIIIIII"'ll'll'""l«»'"l''''"""'"""'''''''"'"'"""''''''''''''"'"''''"'""«l"MHIIII"nillllllllllllllllllllllllHIIIIM Harry Earnshaw Leaves Cigar Trade IT will be with regret that the cigar trade learns that Harry A. Earnshaw, manager of the cigar depart- ment of the Stone-Ordean-Wells Company, Duluth, Minn., has severed connections with that firm and will move to Boston to become director and vice presi- dent of the Everett Press, Incorporated. Mr. Earnshaw leaves the Stone-Ordean-Wells Company after eleven vears of service. He be- gan as traffic manager and assumed charge of the cigar and tobacco de- partment January 1, 1913. During the period he has been in charge of the cigar department its business has increased more than 100 per cent. x\t the same time Mr. HARRY A. EARNSHAW Eamsliaw carHcd on the work of editing ''Gin- ger,'' the S.-O.-W. house organ, w^hich has gained a reputation as one of the leaders in the field. Requests have come for it from all parts of the world and it is widely known throughout the whole United States. Mr. Earnshaw has gained a reputation as a writer and his stories and articles have appeared in numerous ihagazines and newspapers. He will be remembered by the readers of The Tobacco World as the author of a splendid series of articles which appeared the latter part of 1917 under the title of ''How Shall the Retail Cigar Dealer Play the Game?" He has also contributed numerous other articles to The Tobacco World, the last one appearing in the December 1, 1918, issue. The Everett Press, Incorporated, will specialize in fine house organs, booklets and catalogues. "Ginger" under Mr. Earnshaw 's direction has always com- manded immediate attention because of the attractive manner in which it has been prepared and the fine print- ing and lithography w^hich characterized it, aside from the high editorial quality which caused its pages to be read from cover to cover. With the entire cigar trade which knew Mr. Earn- shaw, The Tobacco World extends its best wishes for his continued success in the new field which he has chosen, and for which he seems so naturally fitted. Now Linz Says Tobacco Won The War Washington, D. C. ONE of the main reasons for the German defeat was the tobacco they were reduced to using. This fact is not contained in the official records, because the War Department wants the credit for the victory. Never- theless, tobacco did it. By spreading this news judi- ciously around their communities, tobacco dealers throughout the country will be able to give the anti- tobacco fiends a severe slap upon the wrist. We know tobacco licked the Hun, samples of the German substitute for the weed having recently been received in Washington. After having tried a sample, it is the verdict of all concerned that it either licked the Germans or was left behind in their deserted trenches for the purpose of killing our soldiers, along wnth guns and other things so weired as to explode a mine when picked up. A member of the Rainbow Division recently sent a package of the villainous stuff to a friend in Washing- ton, who kindly distributed some among his enemies — he must have tried some first. The package was picked up in an evacuated German dugout near Vierzon, and bears a label reading, "Kriegstabakmischung Nr. 232: 75 Gramm.'' Translated, this means the innocent- appearing package contained seventy-five grams of "War tobacco mixture number 232.'^ Inside, a mass of dark shreds something like minced cigars is to be seen. Some misguided youth filled his pipe and lit it. The boy will recover, but a passer-by who innocently got in the way of the smoke will never be the same again. A few puffs soon devel- oped the fact that the tobacco contained no tobacco, although it did contain many things that would have been better left out — things that smoked freelj^ — too freelv — and smelled more freelv than thev smoked. This was a substitute for tobacco designed for officers ; the privates got another kind of substitute — God help them. Tobacco won the war! C. Li. D. AVilliam Quanjer, until recently a member of Knise, (Juanjer &" Company, well know^n in the Sumatra importing trade in America, has established the firm of that name with headquarters at 136 Water Street, New York. With l\Ir. Quanjer are James C. Kelly, wlio was identified with Scheltema & Quanjer and later with Kruce, Quanjer & Company. An anti-tobacco howler, in a letter to the Montgom- ery (Alabama) ''Advertiser'' said: "The cohorts of hell are still on the march — the iniquitous cigarette is still abroad.'' This crank is the Rev. J. C. Dunlap. If we thought by the "cohorts of hell" on the march, he meant our brave soldier boys, he would shortly be the Rev. J. C. Doneup, How Tobacco Helped To Win The War By Edwin A. Goewey in Leslie's Weekly ACCORDING to the men at arms of the forces which ^brought the Prussian monster to its knees, particu- larly the Americans; their officers, from the highest to tlie humblest; the physicians, nurses, chaplains and stretcher-bearers who labored to save the wounded and minister to the dying; the women of the Red Cross, the secretaries of the \ . M. C. A. forces and the rep- resentatives of all the other philanthropic agencies which labored for the men battling for the cause of humanity — tobacco was one of the most pronounced blessings of the struggle, one of the greatest factors in preserving the morale of the troops. Fortunately, at the very outset of hostilities, those to whom was intrusted the gigantic labor of welding together the Allied forces into a mighty machine cap- able of crushing the Hun military organization, and those enlisted to minister to the physical and moral needs of the men, appreciated that tobacco would play a part in keeping the men to their task second only to food, equipment and ammunition. They knew, from experience, that men under great physical and mental strain would be able to keep up and carry on to the extreme point of human en- durance, without liquor, without sleep and rest; aye, even without food — if they but had tobacco. Conse- quently the importance of keeping the men on the fighting lines supplied with this essential in various forms was brought to the attention of the public at the outset, and the response was immediate and gen- eral. Not only did the military agencies of the Allied governments promptly lay in vast stores of the "weed," but also many newspapers and specially or- ganized bodies began soliciting funds with which to purchase tobacco to be sent to the men iu uniform. And the Red Cross and the Y. M. C. A. at once pre- pared to handle tobacco as a part of their services. The latter, as soon as this country entered the strug- gle, was designated by General Pershing to maintain canteens for the American fighting forces, and among the innumerable supplies handled, cigarettes, cigars, pipe tobacco and chocolate were most in deniand throughout the period of fighting, and will continue to be while demobilization is taking place. Figures testify to tobacco 's importance in this connection. For December last the Y. M. C. A. ordered 70,000,000 ciga- rettes and nearly 3,000,000 cigars to supply the de- mand for "smokes" among the American Expedi- tionary Forces in Europe. Those who have talked with the men in the battle zones or those who have returned to these shores ; with the doctors, nurses and representatives of the various philanthropic organizations, have learned first-hand of the important part tobacco played both on the fight- ing fronts and behind the lines. Men without food for hours, sometimes days, have soothed their nerves, kept their courage and gone into battle eagerly, terribly and effectively because the supply of tobacco held out. Men wounded unto death have "gone west" smilingly after a few puffs of a cigarette, and "smokes" in the field and in the hospital have mitigated pain and even restored nerves, which meant the saving of lives. When the task of erecting monuments to the mem- ory of the men, women and incidents which figured prominently in the titanic struggle is undertaken, let there be at least one memorial placed in honor of My Lady Nicotine, goddess of smoke dreams, whose sooth- ing spell sent many heroes over the top to greater deeds and greater glory, tempered the sufferings of the wounded and eased the going out of many of those who gave their all for country, flag and humanity. "Sergeant," he said, "give me a rifle, take the men out that way and I '11 hold them off while you beat it. ' ' Then lighting a cigarette, Wheeler, alone with the bor- rowed rifle, covered the rear of his platoon, picking off the enemy one by one as they advanced. W^hen he had given his men ten minutes ' time he got up and made a run for it and managed to get through and receive the congratulations of his colonel and the cheers of the platoon he had saved. Possibly you recollect those fateful days in July when the French and the Americans were moving for- ward all along the line between the Marne and the Aisne and were headed for Soissons. Previous to one of the great attacks, when plans were being discussed, a certain American General suggested that his troops should advance to a particular point. "I fear it would be inadvisable," said a French officer taking part in the consultation. "You can't go that far." "The hell we can't," exploded the General. "Any place I ask my boys to go, they'll go." The point was clinched by another French officer who had entered in time to hear the discussion. "Let them go," he said. "I do not understand them, but they are magnificent. They have been fighting day and night for nearly forty-eight hours. Still I have just been among those youths, those mere boys, and they are laughing and smoking. They fight like lions, they smoke, they never give up, they never get tired. ' ' And all the world now knows what those same boys and their fellow American fighters did at Soissons. And cigarettes also played a conspicuous part in the driving of the Germans out of the St. Mihiel salient by the Americans. From airplanes 20,000 packages of cigarettes were dropped to the infantrymen and artillery pressing forward in their victorious squeeze which dislodged the enemy from the stronghold he had held for more than three years. The smoke of the greatest of all world's conflicts has been dissipated, but the smoke of tobacco will linger on as long as there remains an American soldier and then long after that. And what care w^e whether it was the Chinese or the American Indian who first made use of the weed, or whether it was Sir Walter Raleififh or Sir Francis Drake who first introduced smoking to the Europeans. It is sufficient for us that we had tobacco for our boys in uniform, and that we were able to supply it in sufficient abundance to those who went "across" to make it one of the mightiest 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii """" iiimiiHiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiim iiiiiiiiiiiiiiini liiiiiiiiiiiiiiiiiiiiiin iiiiiiiiiiiiiui iihim iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii factors for magnificent morale in the history of armed conflict. J . • 1.4.4; Here are a tew paragraphs from the statement of an officer, made in July last, when the Franco-American drive between the Aisne and the Marne was in full swing: "Some of our soldiers, who had battled al- most continuously for twenty hours, were snatching hurried naps, consolidating the newly won positions or getting ready for the next blow, believed to be sched- uled for daybreak. Suddenly there came a faint cheer from the men a short distance back, followed by the appearance of a secretary from one of the great or- ganizations in the States which have done so much to supply the men with comforts. He was tired, dusty and almost bent double under a great pack which con- tained what we needed most — cigarettes. * ^Assisted by willing hands he began to unpack and distribute, when the Captain came up and said: 'Boys, in just twenty minutes we go over the top. There is just time for every man to have a good smoke. ' "And we took that smoke, then went over with a jump; and soon sent the Heinies running like a lot of frightened rabbits. And that rush gave us 150 enemy artillery pieces. There may be some who be- lieve that soldiers fight best if supplied with liquor before battle, but I know to the contrary. . Tobacco was all our boys needed, and ' smokes ' played a mighty large part in beating the greatest military machine in the history of the world.*' A correspondent, writing of the taking of Vierzy by the Americans, said: "Because of the absence of artillery fire at some points, an extraordinary large proportion of our casualties were not dangerously wounded, and many were taken to the rear in wagons instead of on stretchers. In one truck filled with such youngsters was a dignified Chaplain, comforting those about him, and, in a most businesslike manner, light- ing cigarettes for those who could not perform the service for themselves. When we correspondents passed he leaned over the side of the truck and shouted : ' The boys are giving the Heinies hell up ahead — beau- coup hell.' Then he faced about and resumed his labors of lighting cigarettes, while the wounded waved to us and cheered." Notes From Lancaster County THE situation in Lancaster County seems to be that the growers are holding $20,000 worth of choicest choicest leaf tobacco at twenty-five cents and better, which the large buyers declare they will not pay. It is said that the packers have offered twenty-one cents. Because of this difference in prices, a battle be- tween packer and grower is expected. Growers say that they will hold their crops for an indefinite period to strengthen the market, contending that the packers must purchase the 1918 crop to obtain their essential supplies. Concerning this situation "The Lancaster Exam- iner" says that there are packers who will predict that the big interests will not buy heavily of the new crop if they buy at all, contending that these concerns want early deliveries and that if they had intended buying any of the crop they would have done so in the past months, so that the grower would be ready for making deliveries in Jaamary or February. The packing season comprises mainly, January, February and March. Into these three months a great amount of work must be crowded and when labor is scarce it is to the interest of the concerns to spread the work out as much as possi- ble— that is why early deliveries afe favored. Again, tobacco received late is sometimes not in a condition to handle properly in order to make a good job of it. It is mostly too dry to handle and too dry to cure prop- erly and it is impossible to change the set of it. These situation-analyzing packers contend that when the grower has prepared his tobacco for delivery and is unable to take the tobacco to market he will let it lie around to its detriment. Tobacco Export License Regulations Simplified Washington, D. C. REGULATIONS simplifying the issuance of licenses for the exportation of certain commodities to Swe- den have been adopted by the War Trade Board. These regulations cover exports of tobacco and tobacco prod- ucts and manufactures. Exporters should apply to the bureau of exports, War Trade Board, or any of its branches, for licenses, usino^ application form X and such supplemental infor- mation sheets concerning the commoditv as are re- quired. Exporters in the United States,' before filing applications, must obtain from the prospective im- porters in Sweden mail or cable advices that there has been issued by the Tobacco Import Association a cer- tificate permitting the importation of the proposed con- signment, the number of which should be specified on supplemental information sheet X-119, which must be duly executed and annexed to the application for an export license. In filing applications for licenses to ship commod- ities which are controlled by a Swedish import associa- tion, the application must show as the consignee the association that issued the certificate, and the exporters are also required to state on the application the namj of the person or firm in whose favor or in whose behalf the import certificate was issued. Commodities to be exported to Sweden may now be shipped on any vessel, instead of only on vessels flying the Swedish flag. C. Ij. \j. lllllllllllllllinilllllllllHIIIIIIIIIIIIIIIUIIIIIIIItllMMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIIIIIillllllllllllHIMIIIIIIIiiiiiiiiiiiiiiiillMliiliniiillliiiiiiiiiiiiiiin IIIIIIIIIIIIIIIIIIIIIII|IM||||||||||||I|I|I||I||||I|I|||I|||MIIIIIIIIIIIIIIIIIIIIIII One Employer's Attitude Toward Employes EVERY employer of labor should read carefully the address of John D. Rockefeller, Jr., at the War iiimergency and Construction Conference, held at At- lantic City recently. It holds a message for the lead- ers in the cigar, cigarette and tobacco branches of the industry of no little value. The attitude of the leaders of industry in facing the period of reconstruction will determine future developments. Mr. Rockefeller's address, in part, follows : Mr. Rockefeller points out that one of the most useful lessons that the war has taught is co-operation. He says: "Irrespective of race, creed or color, men have fought and died and worked and suffered side by side. The kinship of humanity has been understood as never before. . . . The hope of the future lies in the perpetuation of that spirit and its application to the grave problems which confront us nationally as well as internationally." "The day has passed," says Mr. Rockefeller, "when the conception of industry as primarily a mat- tor of private interest can be maintained. The sound- est industrial policy is that which has constantly in mind the welfare of the employes as well as the mak- ing of profits, and which, when necessity arises, sub- ordinates profits to welfare. Industrial relations are essentially human relations, and it is the duty of every one entrusted with industrial leadership to do all in his power to improve the conditions under which men work and live." He asks: "Who are the parties to industry!" They are four in number— Capital, Management, La- bor and the Community. * ' Capital is represented by the stockholders and is usually regarded as embracing management. Manage- ment is, however, an entirely separate and distinct paj"ty to industry ; it consists of the executive officers, who are the administrators of the industry, and who bring to it technical skill and managerial experience. Labor is represented by employes, but its contribution, unlike that of capital, is not detachable from the one who makes it, for it is his physical effort, his strength, his life. Here the list usually ends, for the fourth party, namely, the community, whose interest is vital and in the last analysis controlling, is too often ignored. The communitv's right to representation in the con- trol of industry and in the shaping of industrial pol- icies is similar'to that of labor. But for the communi- ty's contribution, in the maintenance of law and order, of agencies of transportation and communication, of systems of money and credit and of other services, all involving continuous outlays, the operation of capital, management and labor would be enormously ham- pered, if not rendered well nigh impossible. Further- more, the community is the consumer of the product of industry, and the money which it pays for the product provides the wages, salaries and profits that are dis- tributed among the other parties. "What are the relations between these four par- ties in industry? It is frequently maintained that they are hostile and antagonistic. I am convinced that the opposite is the case, that they are not those of ene- mies, but of partners, and that the four parties have a common interest. Furthermore, success cannot be brought about by any one of the parties assuming a position of dominance and arbitrary control, but it is dependent rather upon the co-operation of all four. Partnership, not enmity, is the watchword. "The question which confronts the student of in- dustrial problems is how to re-establish personal re- lations and co-operation in spite of the changed condi- tions. The answer is not doubtful or questionable, but absolutely clear and unmistakable : Through ade- quate representation of the four parties thereto in the councils of industry. "Various methods of representation have been adopted, of which perhaps the most conspicuous is the labor union. As regards the organization of labor, it is just as proper and advantageous for labor to associ- ate itself into organized groups for the advancement of its legitimate interests as for capital to combine for the same objects. "But organization has its danger. Organized capital sometimes conducts itself in an unworthy man- ner, contrary to law and in disregard of the interest both of labor and the public. . . . Likewise it some- times happens that organizations of labor are con- ducted without just regard for the rights of the em- ployer or the public, and methods and practices adopted which, because unworthy or unlawful, are de- serving of public censure. . . . We should not, how- ever, allow the occasional failure in the working of the principle of the organization of labor to prejudice us against the principle itself, for the principle is funda- mentally sound. In the further development of the or- ganization of labor and of large business, the public interest as well as the interest of labor and capital alike will be best advanced by whatever stimulates every man to do the best work of which he is capable ; by a fuller recognition of the common interest of em- ployers and employed and by an earnest effort to dis- pel distrust and hatred and to promote good will. "While labor unions have secured for labor in general many advantages in hours, wages and stand- ards of working conditions, a large proportion of the workers of the country are outside of these organiza- tions, and are to that extent not in a position to bar- gain collectively. Therefore, an adequate plan of rep- resentation for labor must be more comprehensive and all inclusive than the labor union as now organized. "A system, beginning with the election of repre- sentatives in a single plant, it is capable of indefinite development to meet the complex needs of any indus- try and a wide extension to include all industries. Equally applicable in industries where union or non- union labor, or both, are employed, it seeks to provide ^ull and fair representation of labor, capital and man- agement, taking cognizance also of the community, to which representation could easily be accorded, and has thus far developed a spirit of co-operation and good will which commends it to both employer and employe. The outstanding features of the plan are briefly as fol- lows: "Representatives chosen bv the employes in pro- portion to their number from their fellow-workers in each plant form the basis of the plan. Joint commit- tees, composed of an equal number of employes or their representatives and an equal number of officers of the {Continued on Page 16) 12 THE TOBACCO WORLD Say You Saw It in The Tobaccx) World 13 , mmiiiiiiiiiimiiiiiiiiiiiii ill i innm I'lin"' mumii "im iiiiiiiiiiiinmiiiiiiiiii iiiiiiiiiimniiiiiiiiimiiiiiimiiiiiiiiiimiiiiiiiimiiitimiiiiiiniiiiimiiiimmiimniiitiiHiinniiiiiiinii "Live and Let Live", A Good Policy By Frank Farrington (All Rights Reserved) 1IVE and let live is a good motto for all business jmen. Ko cigar dealer has any God-given right to the trade of any group or class of patrons. Any man can start a cigar store and have a fair claim on such trade as he can get, but no man has any right to feel that a competition is an encroachment. The field is open and all any of us is really entitled to is a fair field and no favor. We can scercely expect to get that much. There will be unfairness now and then and favoritism. Much business goes by favor. Sometimes we feel inclined to resent the metnods of the price cutter. We condemn him off-hand with- out giving him credit for honesty of intention. As a matter of fact, there should be nothing about price cutting to get us so. much excited. Price cutting is not a short cut to a big business. Oftener it is a short cut to a big failure. If the other fellow violates no laws and is not dishonest in his methods, let us not waste time in combating his price cutting merely as such. Our time and energy might better be exerted in building up our own business than in trying to tear down that of someone else. The price cutter may de- moralize trade conditions to his own temporary ad- vantage, but we must remember that even a price cutter cannot do business without a profit and keep at it. And we should not be too ready to classify a com- petitor as a price cutter just because someone comes in and quotes him as having made a cut. Customers will sometimes lie about it. When the customer quotes some special conces- sion from a competitor, the salesman ought to inquire carefully about it and get all the details of the propo- sition if it concerns a brand you handle. Often there is some little kink in the proposition that has escaped the customer's notice and he may thank you for bring- ing to his attention that the brand cut is being discon- tinued, or the cut price is on a slightly smaller size, or the goods were bought as seconds, or it is a lot secured at a forced sale somewhere. The goods may be a real bargain or they may not. If they are, you can afford to let your customer go and buy them, carrying with him the idea that you are a pretty decent fellow to tell him that it is a real bargain. It pays a salesman to get as close to his customers as he can by winning their confidence. To do this it is necessary to be honest with them, and honesty should not be confined to statements wholly in favor of the store. Of course, the customers who will lie to you about what a competitor has offered have to be considered. They may just as likely turn around and lie to your competitor about what you have offered. They may lie about a competitor's price to get you to meet a cut and, if you meet it. they will be able to go elsewhere and quote you without lying. Such customers are fouTul out in the long run, and it is an aid to discov- eriner the trickv ones for vou to be on friendlv terms with competing salesmen. If you meet the salesman from a competing cigar store now and then and dis- cuss matters in a friendly way, you wnll be able to get a line, each of you, on some of the tricks of the smokers who are always looking for a lower price or for credit which they do not deserve. It is not unnatural for a salesman who finds a customer so deeply attached to another store that he will not think of becoming a regular patron else\vhere, to think it is not worth while to try to interest him on the rare occasions when he drops in because it is not convenient to go to his regular dealer. Nothing could be farther from the fact. The customer who is hard to change is well worth cultivating. Some day some- thing is going to happen to make him willing to change. The store he likes may be closed up. It may change hands and he may not like the new management, or there may be a change in salesmen that he will not like. He may be buying there because of some one brand he likes. He may get tired of that brand or manufacture of it may cease. You can think of scores of reasons why a man may become perfectly willing or even desirous of changing stores. When the time comes that he wants to make a change, it is obvious that he will naturally turn to the store where a sales- man has been cultivating his acquaintance and trying to please him with treatment and goods. This position of being second choice of the man who is tied to some other store is one of much value, and it will add some regular customers to your list every year. You cannot get this position by picking flaws in other stores or by knocking any form of com- petition. Competition has the right to live, and you can make it pay to treat it well. Even a competitor can do you a good turn now and then. You know what happens when smokers come in to buy some particular brand of tobacco that you do not have. If you cannot sell w^hat you do have, they ask where they can proba- bly get what they want. That is your opportunity to favor the competitor you like best. Your competitor has the same kind of opportunities. Competition is a permanent thing. There is no use waiting for it to end, because it will not end. It will always be there in some form or other. So the salesman needs to keep trving to get the business of competitors' customers. The time when the salesman thinks he has tried long enough to interest some smoker who persists in buying elsewhere may be just the time when that smoker has reached a point where he will yield to a little persuasion to make a change. You need to keep right at the effort all the time. The pitcher who thinks he can let down for a few minutes and take it easy may find himself outguessed right at that moment, and if that minute of relaxation develops into a bunch of rapidly succeeding hits, his game may be lost before he can get his nerve back. Naturally no man can be perfect, and no salesman can avoid the possibility of letting down once in a while, because no human beiner can keep his guard up every minute of his working life. But unless we aim at perfection, we certainly will never approach it, and the harder we try, the nearer we will come to suc- ceeding. u GENUINE BULL" DURHAM TOBACCO Make Cigarettes Machines Can't Imitate "ROLL YOUR OWN yy NO group of words, few or many, have so insistent, so patriotic, so natural an appeal to smokers these days as— "Roll Your Own." Full of snap and capable independ- ence, these three words voice ''America's ultimatum" to cigarette smokers every- where. They are an economic command. "Rolling your own'*— saves labor. It suggests the American's personal ability to do things for himself. It means— you can roll for yourself, with your own hands, the mildest, the most fragrant, and the most econom- ical cigarette in the world. /y Guaranteed by ^^ I N C O W P O R A T « D 14 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 15 For Greater Vblume , More lit and a Better Product niversa ITob acco 9 and Over 3000 Universals are in use. More than 800 manufacturers — large and small — concede the absolute necessity of the Universal to vol- ume production. Start 1919 on an investment basis. Install the Universal now. The Universal speeds up produc- tion and eliminates waste. Result —PROFIT. The Universal Tobacco Stripping and Booking Machine will solve your labor problems. miHiii) o — : Universal users are constantly add- ing to their Universal equipment. They find it pays. The price of the Universal Stripping and Booking Machine is $485— F. O. B. Newark. Operator' s\hair (if desired) $15 extra. Motor Drive and Motor (if needed) $85 extra. The Universal quickly pays for itself in increased output and decreased overhead. -Say] kT.D Mechanical EquiH-y To Industry COMMFA'TIXC! editorially upon the peawtiiuo Factories to wartime iiuluatrij York "Tribune" pointed out recently thafl of the (tovcrnineiit waste ;tnd expciiH^^ Ttjrded, becjiuse the object was prm\ui\'m\ the change buck to peacetime iudustriyal done more sloAvly and more carefully be ject now i» profit Cigar nuuiufacturers have doiibtitij many of their nccoiiiits in order to meotl of tile (lovernnient, but so far as is kno brand has been entirely eliminated bccans meut needs. Production has always been ess('ntial| manufacturers, but higher wages and pulses took many female workers from cig while the drafts, shipbuilding and nmnitil made heavy inroads on the executive, sel" ufaeluring end of the cfgar business wlieij was used. With the shortage of lalwr the cigar iij idlv turned facilitatii^ device's for tb(| of tlieir cigars.XStripiHiiic maehmps;) so bunch tables, Tianding machines and, in fa of mechanical ofjuipment that saved iah production has been in denumd. Macliinc operation that produce a complete cigar fr to the finished product. . But with this t^emand for machinei; me(;liately arose the difficulty of getting it. j "ufacturing was not held to be absolutely ^ the iron and steel, and the skilled workmrnl to produce and assemble machinery wenl necessary in some work contributintr dir winning of the war. The shortage of labor c^impelled v.m\i turn to mechanical means of makintr up I in human labor. "We believe that niiinysli been convinced that after all the cigais pr the aid of machinery, smoke and sell as made entirely by hand. We are eytering a new era. Then is( to believe that with conditioils finniiy « cigar imlustry will attain a proV(> "list'f has.lw-en absolutely n«H'Csv>«r\- for th< fii'«] tureV lo pass this increa*- nl<»ng will 'li' cigars. While all uieciiawie.il eqnipir "f much higher than ever b.tore, at the ^a"" Universal Tobacco Machine Co Catalog and Price List on request is no source of danger to the uavroll^ ipnioni !san iuvestUK-nt. It saves labf»r Is not subject to the "flu" and is no^ [for higher wage^ than "linear Thk Tobacco World has use of mechanical devices tosjivc ex- ;r. We believe that with the cheaper irers they cannot stand any further in- etail price of thoir.goodp. Those who isly considered the use of machinery IS at once to investigate its cconomi(!8. f this war is yet to be paid. Recent that in order to pay the interest on > nations involved in the war will be X their peoples twicx* to three times as efore. Sensible t^conomy is therefore tice for the j)resent. [failures in the cigar ipanufacturing in- thc past five years have been few, in si' where a failure did occur the execu- blained for conlrinuing old fashioned ng and production to meetrmmlern coJi^ is a lot of young blood in the cia nd those wh(» hav»! made good have ac- fiid by the em])loyn)ent of the most s, from the handling re hand- ■rljiinly instal two machines, which will |\istment, rather than add six or eighty the pavroll. point that should have 'the serious at- ciirar manufacturer is the continual uh\ nnderial due to tlie imperfect-inns This waste is adnuttedly vuiavoid- |, of course, be reduced lo a minimum, always remain that minimum to l>e overhead or production. operations are always les.s wasteful. rsirve that this war has l>een won only [of nicchanie^d jiroduction in every line [oik, frojn textiles to nninilions, and Ki' may well wonder .h«)W nmch longer |tnr«rs will continue to advertise l»;iH classes; for instance. Farmers, Noodle Mfrs., Hardware Dlrs., Ziac ^ Mines, etc. This valuablt R»f»rtmc$ Bookfrtt, Write for iu Strengthen Your Advertising Literature Our Analytical Advertising Counsel and Sales Pronotioa Service will improve both your plan and copy, thusinsur« ing maximum profits* Submit your literature for pre* lifflinary analysis and quotation — no obligatioiu Ross-Gould TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES <^^ CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W^ HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New Yorlc Offices, 5 Beeltman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, gist and East End Ave, M'hat'n, N. Y Treasurer S. K. LICHTENSTEIN, 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN, Jr., New York President W. J. LUKAWITZ, Dayton, O Vice-President GEORGE BERGER, Cincinnati, O Treasurer JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W. Va President WOOD F. AXTOX, Louisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER Ist Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurer MAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tuesday of each month at Hotel McAlpin • <■ ■■ ■■ ■■ ■■! CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE REGISTERED LABELS and bands, also molds at low prices; at 240 North Fourth Street, Philadelphia, Pa. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED MOLDS WANTED— Londres shape. Address S. Monday & Sons, 34 South First Street, Brooklyn, N. Y. ^ TOBACCO STEMS. CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP WANTED WANTED— COMPETENT ASSISTANT PACKER FOREMAN; good opportunity for advancement. Address General Cigar Company. Incorporated. 119 West 40th Street, New York. EXPORTS FOR BELGIUM Washington, D. C. So many requests have been received by the War Trade Board from exporters for information regard- ing import licenses into Belgium, that the present regu- lations in Belgium relating to the issuance of such licenses have been compiled and published for the ben- efit of American business interests. Licenses for the importation of tobacco are issued by the Ministry of Industry, Labor and Ee victualing. When the consignees of shipments are Belgians, appli- cations for import licenses will be received only after a favorable recommendation of the Chamber of Com- merce in their district. When they are American or other foreigners, however, applications for import licenses should be made to the legation of their country at Brussels, who will present the same to the proper Belgian oflScials. C. L. L. The division of operations *of the United States Shipping Board is prepared to name freight rates for tobacco for all overseas trades, both outward and home- ward, and through rates from foreign markets via the United States or direct to all world's markets in cargo or parcel lots. West 14th St Warehouse Co., Inc. 222-228 West 14th Street ■ NEW YORK CITY i Specially equipped for the rapid handling of Tobacco FREE AND BONDED SPACE Low Insurance Inquiries Solicited Say You Saw It in The Tobacco World 23 YOURS for SERVICE ff "Banihtite" Ifsnota^WarBahy'M It s for all time! Some of the 57 reasons Why you should use DAM'PTITE To hold and build up trade you need the BE5r^That*s the DAMPTITE! Best humidor on the market — preserves the delightful aroma that is the very life, reputation and sale of your cigar. DAMPTITE will "make ' your brand. It won't turn a poor leaf into a Havana cigar, but we've got the can that will save all the quality you put into it. It's moisture proof — four layer fibre package with DAMP- TITE composition fused between layers. Durable — reenforced with tin rim, bottom and cover. Light — a freight saver; 35% lighter than tin. No sharp edges — agreeable to handle. It's a trade winner — without doubt it "clinches" friend customer. In other words You Can^t Afford To Be Without The "DAMPTITE" USE IS PROOF— TAKE A TRIAL ORDER PRICES AND SAMPLES FURNISHED ON APPLICATION WIEDMANN-ST. LOUIS CIGAR BOX COMPANY 1117-23 NORTH BROADWAY, • • • • • • • • ST. LOUIS, MO. AMERICAN BOX SUPPLY CO., 383 Monroe Ave . DETROIT, MICH. >^gents for th« Stat«s of MlcHl^an, Indiana and OHlo Say You Saw It in Thb Tobacco Woeld 24 Say You Saw It in The Tobacco World LESLIE PANTIN Commission Merchant ^af Tobacco & Cigari CoDBulado 142, Havana, Cuba JOSE F. ROCHA Oabtoi "DOKALLBr' Havana Leaf Tobacco Rap«clalldad Tabaco* Finos 4a Vualta Abajo Partido 7 Vuatta Arriba SAN MIGUEL 100 HABANA, CUBA E.. Rosenwald (EL Dro. 145 WATER STREET NEW YORII THE YORK TOBACCO CO. :S ^J:^- " LEAF TOBACCO OMloa and Warehonaa, Ifl Eaat Qark Avcnna. YORK. PA. MANUr ACTUKERS OF CIGAR SCRAF TOBACCO 1 haffenburgh cbl sons S^UALITY HAVANA Neptvino 6. H.vna. Cx.b« - ftS Broad St.. Boston. Ma.a. Advertise Your Brands in The Tobacco World K. STRAUS & CO. ImpoctM* •! HAVANA AND SUMATRA And Packan of LEAF TOBACCO Ml, MS, 3tB and JOT N. Third St., Philadalphls LOEB-NU51EZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA THE following interesting article is a regrint from the Pittsburgh (Pa.) ''Sun,^' which credits it to the Detroit *'Free Press'': Growing tobacco midst live icebergs, brown bear and wild — goat, moose, caribou and sheep — all these may be observed from one spot at Jack Johnson's ranch near the mouth of the famous Taku River, only thirty miles from Juneau. The wonders of this valley have impressed every man, woman and child that has ventured there. But it remained for the enterprising Jack Johnson, with initiative and vision, to plant tobacco right in sight of an iceberg. If it sounds like a fairy tale, Johnson has the tobacco in bloom, three feet high, and leaves thirty inches long. And, furthermore, he cultivates his ranch with two little mules, a fitting detail in a tobacco plan- tation picture, writes a Juneau correspondent in the Detroit '^Free Press." It was an accident that a package of tobacco seed was slipped into a chest of seeds sent to a local mer- chant, or perhaps it was a joke of some jobbing house salesman, but when Johnson saw the seeds marked * ' tobacco ' ' he took a chance and won. It may seem stranger still to learn that growing tobacco was common among the natives of Alaska be- fore the advent of white men. There is one native woman in Juneau that remembers how her mother, when she was a child, prepared and manufactured snuff from native-grown tobacco. Phoebe is her white name, Kanash her native name. How old she is she does not know, but she is white haired, and says, through an interpreter, that she has seen nearly 100 snows come and go. When she tells how they planted the tobacco seed in the little boxes, later transplanting to the open spots where ashes had been scattered or old logs burned, then of hanging it up, each leaf separate, and curing it with smoke from alder wood, then one is inclined to give full credence to the old lady's stor>\ She gave the native recipe for snuff, too. After curing, the tobacco was mixed well with dried alder bark and burned shells. These ingredients were then ground fine in a stone mortar with a stone pestle. Al Haselborg found one of these old pestles a few days ago at the old camping grounds of the old lady's fore- fathers. It was thus the story was uncovered. A correspondent of the Portland ''Oregonian" argues that because tobacco did not agree with his constitution it does not agree with anyone's. He *' awakened" to its harmful affects after using it for five years. A wide-awake man in this office has used it for fifty years, and is still smoking, during most of the hours he is awake. TWe Luttsi Independent Detltr and ExpoKer of American Leaf Tobacco in tht United SUtes. G. O. TUCK &. CO. incokforate:d LOUISVILLE, rLY., U. S. A- Yoor Inquiry for Sample and Prices Solicited. All Kinds in any QuaRtity. Cigar Labor Statistics Washington, D. C. SOME very interesting data regarding employment in the cigar manufacturing industry has been de- veloped as a result of an investigation into the ques- tion by the bureau of labor statistics of the Depart- ment of Labor. Inquiry of fifty-seven cigar manufacturing plants developed the fact that during the month of Septem- ber, 1918, a slight decrease — four-tenths of one per cent. — was shown in the number of employees as com- pared with September, 1917, but the pay roll had in- creased twenty per cent. During September, 1918, these fifty-seven establishments employed eighteen thousand three hundred and twenty-six persons, who were paid $269,453, while during the corresponding month of the preceding year, eighteen thousand three hundred and ninety-three persons were paid $224,559. A report on the study, which has just been issued, shows that one plant granted an increase of twenty-six per cent, to five per cent, of its employees, and eleven per cent, to another group of five per cent.; and one factory gave an increase of eleven per cent, to about eighty-nine per cent, of the employees. A twenty per cent, increase to all of the employees was reported by another establishment. The entire force in one factory received a fifteen per cent, increase, and sixty-five per cent, of the force in another plant were given an ad- vance of ten per cent. A general increase of seven per cent, was reported by one firm. One establishinent granted an increase of two cents a hundred on rolling, and one cent a hundred on bunch-making. THE TOBACCO TRADE IN THE WAR The editor of the "Cigar and Tobacco World," of London, England, in his December editorial says: "What has the tobacco trade done in the great war? The question may be asked in the future. We may even ask it of ourselves in that period of self- searching which always follows times of crisis. What have we done to help forward the cause of truth and justice! We can answer with a clear conscience that the tobacco trade has done its best, has given of its best— in blood, in labor, and in treasure. Its men vol- unteered in their thousands for service in the Forces, and with factories stripped almost bare of skilled labor to feed the ever-growing demands of the Army and the Na\^ for men, manufacturers have strained every nerve to keep up the supplies of cigarettes and to- bacco that were helping the men to win, while at the same time ensuring, as far as limited leaf stocks would allow, a well-filled pipe or a standard cigarette for the civilian. Such supplies as have been available have been distributed with absolute impartiality. If any have lacked, it has been due to actual shortage. We have * carried on,' in the tobacco trade, to the utmost limits of human endeavor." The statement fits the American situation so well that we deem it well worthy of a reprint, with the ad- dition that "to the utmost limits of human endeavor" our tobacco trade supplied a large part of the world, besides taking care of our own troops and civilians, and yielded up vast revenues to war funds with ardor and cheerfulness. E. H. GfliTO CIGaR COMP2CNY FOR FORTY YEARS THE STANDARD By Which CUmr Havi Clean Ar* Jud««« Two t^"— (12.00) will be made, and so an additional charge of One Dollar (91.00) ;e of Two Dollars ill be made for erery ten '(10) additional titles necessarily reported. REGISTRATIONS FREEDOM OF THE SEAS:— 40,901. For all tobacco products. December 19, 1918. B. Payn's Sons' Tobacco Co., Albany, N. Y. ARKANSAS BLACK:— 40,902. For all tobacco products. De- cember 23, 1918. The Moehle Litho. Co., Brooklyn, N. Y. SEVEN IN ONE: — 40,904. For cigars and cigarettes. December 26, 1918. Jacob H. Gradinger, New York City. THE GILLPATRICK:-— 40,905. For all tobacco products. De- cember 23. 1918. The Simson Cigar Co., Newark, Ohio. EXCHANGE CLUB :— 40,906. For all tobacco products. No- vember 30, 1918. Pasbach-Voice Litho. Co., New York City. SPENCER MORRIS: — 40,907. For cigars and all tobacco prod- ucts. December 31, 1918. Brier Bros., Philadelphia, Pa. TRANSFERS CASTLEGATE:— 11,434 (Tobacco Leaf). For cigars. Registered February 1, 1896. by Sheip & Vandegrift, Philadelphia, Pa. Transferred to Chas. J. Kiesling, Philadelphia, Pa., and re-trans- ferred bv Chas. J. Kiesling Co. to Philip Assner & Co., Boston, Mass., December 14, 1918. • RE-REGISTRATION OF ABANDONED OR UNUSED TRADE-MARKS Notice is hereby given that an application has been filed with us for the registration of the following trade-marks, and that same will be registered unless we shall be advised of the existence of any valid prior rights thereto by written notice, setting forth specifically the basis of such claim on or before the registration dates set opposite the trade-marks: I y.Jtit..j\A — lanuarv 9. 1919. ', WELCOME— January 9. 1919. lC2nd (in pennant) — January 16. 1919. TOBACCO SHIPMENTS EXPEDITED Washington, D. C. INDIVIDUAL applications for export licenses for France and Italy are no longer to be referred re- spectively to the French High Commission and the Italian High Commission, according to an announce- ment just made by the War Trade Board. This announcement supplemented previous action by the War Board, providing that individual applica- tions for export licenses to Great Britain need no longer be referred to the British War Mission. Greater expedition for foreign shipments will now be made possible. So many trade restrictions have been lifted since the signing of the armistice, it was announced, that the Conserv^ation List is now extremely small, and it is possible to relieve exporters of certain pro- cedures formerly necessary. In connection with this announcement, the War Trade Board called particular attention of exporters to the fact that before shipping Jhey should acquaint themselves thoroughly with the import requirements of the country of destination. This is essential be- cause certain of the regulations which were in force prior to the signing of the armistice are still in full force and effect. GOOD NEWS FOR EXPORTERS Washington, D. C. THE War Trade Board announces that licenses will be issued freely for the exportation to Denmark, Norway, Sweden and European Holland of cigar and cigarette holders and pipes. Applicants desiring to ship any of these commodi- ties to any of the four countries named should apply, using Application For Export License Form X and such Supplemental Information Sheets as are required for the commodity in question.. Supplemental Infor- mation Sheet X-119 is no longer required in connection with the exportation of any of these commodities. Ex- port licenses will be granted without the usual refer- ence to the representative of the War Trade Board abroad. Applicants are cautioned that no shipments should be made in violation of the Trading with the Enemy Act. The attention of exporters is called to the fact that in some of the countries above mentioned there may still be import restrictions which must be consid- ered by the exporter before shipment is made. This information should be obtained from the representative in Washington or New York of the country to which the goods in question are to be exported. Eeports from the West are to the effect that Ed iCohen has severed his connection with the M. A. Gunst branch and that he says he is out of the cigar trade for good. A. I . \ T this season we like to think of our custo- !rx mers as our friends, we like to feel that in a broad sense our customers are our partners — that our success is but the reflection of their suc- cess. So on the eve of the New Year we extend to you our sincere wish that it may bring greater prosperity than ever. Pasbach-Voice Lithographing Co., Inc. 1 Ith Ave. and 25th St. New York City s Gffar Labels :: Cigar Bands mn ■■ ■■ M^— ■■ ■ " '— The Tobacco World 1 Established 1881 Volume 39 January 15, 1919 No. 2 TOBACCO WORLD CORPORATION Publishers Hobart Bishop Hankins, President H. H. Pakradoonl, Treasurer William S. Watson. Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mail matter. December 22, 1909. at the Post Office, Philadelphia, Pa., under the Act of March 3. 1879. PRICE: United States. Cuba and Philippine Islands. $2.00 a year. Canadian and foreign, $3.50. BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City •|«ll — N IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 'f 134 Nassau St. New York City ^Lt 1 ■■ I I ■■ '"^ -■■^■■l«M— ■»! ■■ I I ■>■■■■ ■■■— i»W» GARRETT H. SMITH, ^.l.'^,^,t.':?r i CONPANIA LITOGRAFICA DE LA HA6ANA 1 Finect Imported Cigar Bands and I ai>el*. Also GUMLESS Bands NEW YORK OFFICE (Phone, Stuyvesant 7476) 106 E. 19th ST. -«« .. «■ «■ ■— -.. .. ..^^.M« CIGAR BOX LABELS BANDS AND ADVERTISING Am ■■■■■MH MH I ■!!» ■■»llll»^lllt iii»»WL. ■ !■ Wlt^^Mi: i^ltM^^IIM*^— IIH»^»IIII«^^WM ■■■WH»^IIHi^— II !!»■■ MM n i m MM ■Mil i ■ III! ■■ Mil ■ i I ! 4 22nd St and Second Ave., NEW YORK Parmenter Wax-Lined Coupon Cigar Pockets \FFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE ^ INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., . . - . U. S. A. MANUFACTURER OF ALL KINDS OF CIGAR Box Labels / AND TRIMMINGS. GHICAOO, 105 WT59T MONBOK STRBKT, LOUIS O. CAVA, VLgT. A BARGAIN IN CIGAR LABELS AND BANDS. On !U'c-(>um of the prexailinj; hi^'h cosi and scarcity of material, labor, etc.. we have decided to close out and discontinue a large nuniher of attractive stock lal)els with title an«l tlesign rights. We are also closing out at exceptioiudly low prices the entire line of stock labels formerly made by Krueger .S: T.raun, of w hich h'rni we are the successors. We still have a <|uantity of attractive stock cigar bands, wiiich we will also close out at prices far below the present cost of pro- ,i M Imported GI6AR Bands ok-ABEli^). AN _j^^\ ■^: ■'pn- -T^* -^J ;^'i .\% jjt>'. ^^*S>r ALSO GUMkESS Bands '■^'•ivm'i^t rl RK OFFICE . ")0 UNION SQUARE %%iii '* i V^« !llllillllllllUIIIIIIIIIIIIIIIIIIIIUIIIIIIIIIIIIIIIIIllllllilllli;illlllllllllll!llllllllllllllllllllllllllllllllllllllllllli# ""Ilium %%vf"""i Telephone Stuyvesant 7476 iiinii! #:# iliii HUM unnMn,nnlllllllllllllin\\N^^^^N^^^ JllllllllIllllIllllllllllllHlllllllllllllllllllllllllW^'^^'''^^^^^^ l!illlllll!l!ll!illllllll!n!llllll!llllllllllllllllll!lllllllllllllllllllim\\\^'^''^ ^^^^ RRE Say You Saw It in The Tobacco World ifii ■■■■■■■ ■■ ■■ ■■ — m mm^^ ■■»!■ ■■■ — ■ •■ Ml — ■ —■ — ■ 4^—^ n tt^—mt^— m 11 ■■ ■■ ■■ ■■ m ■■- MAD£ IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Charles the Gre-at Cigars A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ — ^« ■« ■■ • •!• f , « ■■ ■■ ■■ ■■ ■■ ■■ ■« w "~ + — -«i ■■ n n ■■ M «■ «■ ■■ ■■ «— -■» ■ » • ESTABLISHED 1M7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Ottice and Salesroom, - 80 J -803 THIRD AVE, NEW YORK CITY H H 11 ■! ■¥ f- -- ■" " " " " |l ■ M H ■« ■« ■■ ■» ■— -■■ ■■ ■■ ■■ ■■ M ■■ ■■ »■ ■■ — ——I' La Flor de Portuondo Established 1869 ^^^^ GENUINE Cuban Hand-Made CIGARS !' I u 4- The cJuan F, Portuondo Cigar Mfg. Co. PHILADELPHIA 1 , -- " ..— .. — ..— ..^_. — .4» ■1 ■■ M ■■ ■» ■»- TADEMA HAVANA GIGAR8 Ar^uellesp Lopez G Bro. MAKERS GENERAl OFFICE FACTORY WAREHOUSE 322 PEARL STREET TAMPA tEALTAD 120 NEW YORK riORIDA HAVANA -* PANAMA Aluminum Inhere CANAL Established 1«51 TRADE MARK jaabr' Seasoned ITALIAN Briar, Solid Vulcanite Mouthpieces and Highly Polished Nickel Bands KAUFMANN BROS. & BONDY, 33 E. 17th St.. New York, N. Y. THE OLDEST PIPE HOUSE IN AMERICA I ■ ■ I «!" For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Wemmer Co., LiMA,0. —- «> "it's A CINCH FOR A LIVE. DEALER TO PULL THE BESTTRADE HIS WAY^ To Dealer* !• Wrl<0 u* « p«*^ ^ BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, ^^ Tobacco World. Gaf la Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade CroWn Wrappers We also sell the new '•Combination** Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. 5W '^ ^A^ EL TROVADOR CIGAR MADE IN HAVANA A llth Gnle Importtd Clfir «4e of Um llaat Tidti Ak|M ToWcc* tnvn m the bUid •! Cabl CHARLES LANDAU & CO. 93 SAN RAFAEL STREET HAVANA. CUBA 45 WALL STREET NEW YORK IS. l.OEWENTHAL S. LOEWENTHAL B. LOFWENTHAI S. Loewenthal & Sons Importers of Havana and Packers of I «af Tobacci 123 MAIDEN LANE, NEW YORK USE PHILIPPINE TOBACCO Binder — Filler— Scraps IMPORTED DIRECT :FR0M MANILA BY S. J. FREEMAN & SONS, 123 Liberty St., NEW YORK CITY «j»«^— « I! ■■ ■■ ■■ ■■ «« •!• HARRY BLUM Manufacturer of NTHE NEW m m ATURAL BLOOM 1 HAVANA CIGARS *^* . 112 Second Avenue New York City J M_^,— «.—«»— !»—«»— «> — ««.^».^-«.— ..|» I ■ wn^—m— ••—••- A Pair of Winners JohnRuskin FiordeMELRA Is IT TooOO Big? The Cigar Supreme Mr. Dealer :— A box of JOHN RUSKIN and FLOR DE MELBA —the Cigar Supreme, on your show case will increase your business. We recommend that you carry a supply of them. THE BEST AT THEIR PRICE See Your Jobber Now, or Write Us I. LEWIS CIGAR MFC. CO., Newark, N. J. Largest Independent Cigar Factory in the World Volume 39 THE TOBACCO WORLD Number 3 Establighed 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, February 1, 1919 Foreign $3.50 And Now "The Nineteenth Amendment Shoves A Saintly Nose Above The Horizon^^ APPARENTLY the Eighteenth Amendment to the ^_(Jonstitution of tlie Lnited [States is sure to be- con^ie a part of our 1^'ederal laws and the entire coun- ti V will soon be dependent upon ice cream and grape juice for exhilaration. The Dream of National Pro- hibition is about to become a Reality. We can all look back and remember when such a suggestion caused the author to be looked upon as "touched," and therefore sympathized with to some extent. Then there came a time when Local Option was admitted as the privilege of a free people, it became effective in different boroughs and counties throughout the nation. A little later States began going "bone dry." Then the liquor interests began to "sit up and take notice." They began to get to- gether in real organizations, and they began to spend real money. The awakening came too late. Only a few States have the referendum. National Prohibition has swept the legislatures and it seems to be only a few months hence when the seductive cocktail and the exhilarating highball will be only legends to hand to posterity. Does the cigar and tobacco trade realize that when the Prohibition forces were being organized the pub- lic was continually deluded with the idea that the light was only against '4iard liquors"? If the distillation of gin and whiskey could be prevented then the coun- try would be safe, is the way the reformers put it. A good many sound-minded people agreed with that and Prohibition got a good toehold. And the next thing they got was a foothold. And then they got a regular Indian stranglehold. And then— Good night! In one single sweep away goes all forms of in- toxicants, not only gin and w^iiskey but beer and light wines. The sleepers may awaken, but they slept too long. The damage seems to be accomplished. We are not alarmists, but the rather satirical edi- torial in the New York "Times" on Monday, Janu- ary 20th, headed "Article XIX" hides a deep truth. The final paragraph of the editorial explains the un- derlying thought: "Moral suasion will not do. Have our reformers forgotten that people used to 'drink* tobacco? It is a brother of drink. It prevents centenarians from tak- ing those exercises with the Indian clubs and parallel bars that are necessary to their health. It is a poison, like alcohol. It is wasteful. What is more and most of all, miilions of folks get pleasure out of it. Is Amei- ica to be a country in wliicli folks are to be allowed to enjoy themselves/ Not much. The Nineteenth Ameiul- meiit shoves a saintly nose above the horizon." The tobacco trade in all its branches should not forget that the forces which accomplished National Prohibition constitute a great organization of unusual jjower. It is not to be supposed that this organization will disband because one great object has been ac- complished. Far from it! There are too many "pro- fessional" reformers who would be out of jobs. Does the tobacco trade realize that at the time of the entrance of the United States into the war with the Central Empires that there were laws either passed or pending against cigarettes and tobacco in more than thirty States f The battle against the cigarette is only the stepping stone, just as gin and whiskey was, to the complete elimination or curtailment of the cigar and tobacco industry. We do not mean to cry "Wolf" when there is no wolf, but we hope to awaken the individual tobacconist, the jobber and the manufacturer, and the allied trades, to the very definite menace which stands at the thresh- old. It was all right for the cigar and tobacco industry, when the liquor interests called for help, to hold up its hands with a "Holier than thou" expression on its face, but if it insists on taking the same attitude as regards the definite battle about to be waged again against the cigarette then it will have ample oppor- tunity to prove its degree of saintliness. The tobacco trade needs no more definite warning of what the future holds than the editorial, referred to, in the "Times." At this moment the situation is very much against the industry for the reason that the reform element has an almost perfect organization. Its propaganda is nation-wide, its lieutenants are in everj^ hamlet and city. The tobacco trade leans upon the slender reed of the Tobacco Merchants Association. Not slender be- cause of the representative firms w^ho constitute its membersship, but because of the fact that it is not national in all its branches. There must be some organization around which the tobacco trade can rally, and the support must be definite. This is not a case of "let George do it." THE TOBACCO WORLD THE TOBACCO WORLD niiiiiiiiiiii mini'" iniiiiiiiiininiiiiiiiiiiiiiiiniiiiiiiiiimiii iiiiiiiiiiiiiiiiihiiiiiiiiiiiiiiiiiiih iiiiiin uiiuiiii i iiiiiiiii uniiii iiiiiiiiiiiiiiiiniiii iiiiiiiiiiiiiniii iiiiiiiiiiii iiiiii. This is a case of every single man interested in the tobacco industry ''doing his bit" individually. It is a case of the individual associating with other indi- viduals and working with one great national organiza- tion for the growth of a great industry. The retailer who figures that the "United" will fight the battles of the entire retail' trade, labor under a delusion. The fact that the "United" enters the battle unsupported by the independent retailer is, without doubt, a direct prejudice to the cause of the retail trade. The battle for existence cannot be fought by "chain stores" alone. Retailers from all parts of the nation must present an unbroken front. The cigar manufacturer must not try to fool him- self into believing that the General Cigar Company and the American Cigar Company can by their mere pres- tige win battles for the entire cigar manufacturing industrv. These two companies standing up unsup- ported in a movement for the entire trade would only prejudice opinion. Cigar manufacturers from all parts of the nation must get in line. We can do no more than suggest that the dealer, jobber, manufacturer, leaf grower and leaf dealer line up their local or State organizations with one national body. A national organization is established. It can do the proper work if supported. Without organization one by one State laws will curtail and eliminate profitable business for the entire industry. And we blow our own horn to the extent of urging the support of the legitimate journals of the trade. Through them news and information is spread broad- cast. Without them the jobber and dealer, and manu- facturer, depend on the salesman for their informa- tion, and occasionally the viewpoint may not be en- tirely correct. The broadest vision of the trade is reflected in the trade papers. The trade papers stand ready to tell how to form local organizations, how to affiliate with State organiza- tions and the necessary steps to link up with the na- tional trade body. This war has taught the lesson of Preparedness, and the cigar and tobacco trade should be prepared for defense at least. There is truth in the sentence, "The Nineteenth Amendment shoves a saintlv nose above the horizon." Rumors Of Anti-Tobacco Legislation Washington, D. C. RUMOKS of possible anti-tobacco legislation in the future are in the air at the Capital, and there is a great deal of talk regarding the form in which such legislation would be proposed. While there is some talk of an anti-tobacco campaign, the opinion seems to prevail that the first legislation would take the form of a bill calling for the prohibition of cigarettes. Should any such legislation be proposed, however, it is doubtful wliat sort of a reception it woukl re- ceive. Needless to say, one of the most important in- dustries in the country, paying millions of dollars yearly in the shape of taxes, would be hit and, with the elimination of the revenue derived from the liquor taxes it would mean a great loss to the Government if the use of tobacco should be prohibited. There are many influences which would be brought to bear against such legislation, the chief of which would be the "kick" from returned soldiers, who found in tobacco one of the few solaces of a trench war. These men have learned that a "smoke" calms the nerves before an attack, takes the edge off of ex- haustion and affords a feeling of comfort in what would, under ordinary circumstances, be considered the height of distress. These men have the tobacco habit — they would be the first to kick at any "pro- t(»ctive" legislation. There is considerable speculation as to the atti- tude which would be taken toward such legislation by the V. M. C. A. During the war, that organization has sold tobacco in every form to men in the service abroad and in the camps in this country. Signs pro- hibiting smoking are to be taken down from the walls of the Y. M. C. A. buildings throughout this country in order that the returning soldiers may not be re- stricted in their free use of such buildings, liow, then, it is asked, can the Y. M. C. A. go on record as strongly in favor of such legislation, as it would be asked to do if a bill were introduced into Congress! While the anti-liquor people have declared that they are not interested in the tobacco question and are not to undertake a campaign against its use, the anti- tobacco people, it is said, look upon the recent dry victory as an evidence of what can be done to the people of the country, and are making plans for an early raid upon Washington for the purpose of having their bills introduced. It is felt, generally, that the anti-tobacco people have a proposition far different from that of the drys. Everybody was willing to admit that liquor was doing a great deal of harm. There were evidences of that on every hand. There are, however, few or no evi- dences that tobacco is ruining homes, making paupers, filling poorhouses, jails and insane asylums, causing men to beat their wives and wives to beat their hus- bands, or any other of the things charged to liquor. Sentiment expressed at the Capitol seems to be that anti-tobacco legislation would be too much of a re- striction upon the people and an unwarranted one. In the Capitol itself can be seen some of the effects of tobacco ; "Uncle Joe" Cannon, for instance, has smoked for some years. He has reached a good age ; whether he would have lived longer than he has if he had not Fmokcd is a problem not yet decided, but the tobacco people are sure of one friend as long as he is in Con- gress. C Li. Ij. What It Means To Sell Better Cigars By Frank Partington (All Rights Reserved) EVERY cigar salesman has a natural preference for selling to the best class of trade. We like to sell to the men who smoke the best cigars and who buy them by the box. We like to do business with men who have their pockets full of money. We figure that the more money a man has, the more of it we can prob- ably get, although we sometimes find that it is harder to get it. It ought to be a cardinal principle with the sales- man that each customer be sold the best goods he can afford to buy. There is every advantage in selling high-grade goods. The advantage in selling the best begins right with the salesman himself. He feels a greater pride in his stock and a greater loyalty to the store and a greater pleasure in the selling. Any man can do better work at selling a brand of goods he likes than in selling brands in which he has no confidence, brands he thinks are not worth their price. Just as the carpenter likes best to work with good tools on a high-priced job, just as the jeweler enjoys working on a South Bend watch better than on an Ingersoll dollar watch, so you get more satisfaction out of selling good cigars. The customer who is naturally inclined to buy the best smokes is usually a better man with whom to do business. He is better informed on workmanship, to- bacco quality, actual value on all points, than the fellow who buys and is satisfied with the Big-and-Bad kind. And the man who may naturally incline toward the cheaper grades of cigars can be made a better man to do business with by selling him better goods. A man's business ideas are likely to advance as the quality of his purchases advances. The man who is induced to buy a better cigar or a best grade of tobacco recognizes its good points after he has tried it and the next time it is easier to sell him quality goods. More than that, the man who. is induced to buy high-grade tobacco will be an easier buyer of a high-grade pipe, or high-grade smokes or accessories of any kind. When a man gets started away from the cheap idea, he doesn't go back. He comes to ad- mit certain standards of which the cheap fellow knows nothing. The man who buys cheap goods is always finding fault with them. They do not give satisfaction. He expects almost as much of his cheap pipe as the pur- chaser of the best pipe expects of his. Cheap buyers are dissatisfied buyers, and that makes it harder to sell to them again. The buyer of cheap cigars may think of the price when he is buying, but when he is smoking, he forgets the price and thinks of the quality. It is then that he becomes dissatisfied. In the same way that buyer of quality cigars, when he smokes them, forgets that he had to pay pretty well for them, and he enjoys them and feels that they are worth whatever they cost. Selling better goods today means better business today and easier sales tomorrow. Of course this is all aside from the fact that the better goods pay a better profit, it is always on the cheap brands that there is the most competition and the cut rates. To sell cheap goods without any effort to sell better, is to run the business along the line of the least profit. Wliile it may be easier to sell the cheaper brands, it is usually the cheap man who makes the bulk of such sales. The poorest kind of a salesman can quote a price, and the price argument is the only argument on cheap goods. No brains and no salesmanship are needed to offer a man goods at a lower figure than he has been paying, though an occasional, not to say fre- quent stretching of the truth, may be necessary to make the sales. The truth will never make a sale of cheap goods to a man who prefers the best, and nothing but the truth will ever get an order for good goods from a man in the habit of buying cheap smokes. The smoker who habitually buys cheap tobacco is not likely of his own initiative to raise the quality of his purchases, and the salesman who admits that he can sell only what his customers ask for admits that salesmanship consists merely in handing out goods when asked for. If that is true, then salesmanship is a matter of manual labor rather than head work. The salesman who takes matters into his own hands and resolves that he can and will sell what he wants to sell, what it will pay him to sell, what it will pay the buyer best to buy, holds in his own hands the making of his business destiny. There are some smokers who buy cheap tobacco because they never get enough money ahead so they can afford anything else. If a man is just naturally shift- less, perhaps there is nothing to be done with him. Very likely he ought not to be spending any money for tobacco anvwav. But there are so few such men that you need not formulate a rule for them. When a man who has been in the habit of buying cabbage leaves does buy something with quality and a reputation, he becomes the proudest user of good cigars of anyone. He takes more pains to get the most out of his quality smokes, and he keeps them in bet- ter condition. So he gets better quality out of them than others who are more used to such grades. And he talks to his friends about the brand and gives free advertising. When a smoker has paid more than he habitually pays for a cigar he is going to note carefully the qual- ity of that cigar. He will smoke it when he has time to enjoy it. He will a})preciate it all the more on that account. In order to sell the better grades the salesman must know all about his goods. He must know where the tobacco is grown, under what conditions it is manu- factured, and all about the workmanship. Just as soon as you begin to urge a man to buy a higher priced article, he begins to ask questions. He w\ants a whole lot of detailed and specific information, and he may surprise you with his knowledge of cigars. (Continued on Page 20) THE TOBACCO WORLD THE TOBACCO WORLD ;;;;;7iiiiii uiiiiiiin niiniiiiiiiiin imniiii I iiiiimiiiiiiiiiiiiiiiiitmii mimmmu u iMimimmmMimimm»im»iii»i imimmn iimtiimmiimiMmiimmiiii Question.— The profits of my business for 1918 amounted to about $10,000. How much mcome tax will 1 be required to pay on this amount! Answer.— U you are a married man you are al- lowed an exemption of $2000 together with an addi- tional $200 for each child under 18 years of age. On the first $4000 after that you are taxed at the rate ot 6 per cent., and on the rest at the rate of 12 per cent. In addition to this normal tax there is a graduated sur- tax which applies to incomes of $5000 and over. This surtax is 1 per cent, on the income between $5000 and $6000, 2 per cent, on income between $6000 and $8000, 3 per' cent, on income between $8000 and $10,000, etc. Assuming that you are a married man with two chil- dren under 18 years, your tax would be calculated in the following manner : d>i n nm Income, o Ann Exemption allowed, 2,400 Amount subject to normal tax. Tax on $4,000 at 6%, Tax on $3,600 at 12%, Total normal tax, Surtax $5,000 to $6,000 at 1%, Surtax $6,000 to $8,000 at Surtax $8,000 to $10,000 at $240 432 $7,600 $672 $10 40 60 Total surtax. Total tax, 110 $782 Question.— 1 am one of three partners, and the profits of our business amounted to approximately $15,000 for the year 1918. Each partner draws a salary of $3000, but none of the profits of the business were drawn by the partners. Will the partnership be liable for the tax on this profit? Ansiver. — Your partnership business as such is not liable to taxation upon its income, but the indi- vidual partners are each liable for the tax on his share of the profits of the business. Tf each of the partners own a one-third interest in the business, then each partner will be required to pay income tax on one- third of the profits earned, viz., $5000, and also on the $3000 received as salary. Tn this case each partner would have to report an income of $8000, beins: the total of ihc^ two amounts, less the exemptions allowed to married and unmarried persons, as the case may be. The method of computing the tax for each indi- vidual partner will be the same as illustrated in the above answer. Qyrstiov. — We conduct a retail business and would like to know the shortest method of finding the cost of goods sold during the vear. Avswrr. — Tf vou are buving and selling merchan- dise you should find vour profits for the year on tho following basis: First, ascertain the gross sales or the total cash receipts for the year. Then add to- gether the inventory at the beginning of the year and Uie total amount of goods purchased during the yeux. From this sum subtract the inventory at the end of the year, and the result is the cost of goods sold. The cost of goods sold may then be deducted from the gross sales, and the difference is the gross profit. From the gross profit may then be deducted the expenses of doing business, and the result is the net profit for the year. The following illustration will show how this is done. Total amount of sales for year 1918, $100,000 Inventory, January 1, 1918, $10,000 Goods purchased during 1918, 75,000 $85,000 Inventory, December 31, 1918, 11,000 Cost of goods sold, 74,000 Gross profit, $26,000 Cost of doing business (itemize ex- penses), 17,000 Net profit, $9,000 Question. — May we claim depreciation on our stock of goods as a deduction from gross profit? Ansiver. — Depreciation on goods held for sale is not allowed as a deduction, but the retailer niay claim depreciation on the property used for his business, de- livery, equipment, fixtures, and other necessary equip- ment Depreciation on your stock of goods would prob- ablv be taken care of in your annual inventory, as you would not inventory the value of an article at twentv dollars if it were worth only ten dollars, even though it had cost vou more than ten dollars. Question. — Our corporation carries life insurance policies on the lives of a number of the members of the organization. Is the premium paid on these poli- cies deductible as an item of expense from gross in- come? One of these policies matured during 1918, and the corporation received the face value. Must the amount thus received be reported as taxable income? Answer. — Premiums paid by corporations for in- surance covering the lives of those interested in the business cannot be deducted from the gross income. The premium on such policies is in the nature of an investment rather than an expense, as the amount of premium paid will eventually be returned to the cor- poration, either through the death of the insured, or when the policy matures. To determine the amount of taxable income to be reported for the matured policy, find the total amount of premiums paid on this policy. Subtract this from the amount received at maturity, and the difference is the amount of taxable income to be reported from this source. ;;,,,iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiii»iiiiiii'iiiiiiiii"""''''»"'''""'''"""'""''"'''''"''"''"'i''""''""'''"'"'""''""'""'^ niiiiH 4»»— I -t — ■ ■■ ^^M^ ■ ■■ ■< ■■ I ■■ M^i CHATS WITH MANUFACTURERS ■ I «J»«— ■! -»■ ■■ ■■ ■■ — 11 has happened within the knowledge of almost every tobacco man that some firm that he knew has de- cided to sell out and retire. These firms marketed a number of brands in a small way and did a large pri- vate brand business besides. Imagine a concern's sur- prise to find when the linal meeting was held that their good will was valued at nothing. The price realized was stocks of materials, equipment, etc. Of course, the private brand business might take wings at any time, and they had so many brands of their own witn small distribution in widely separated territories that their good will amounted to nothing and brought nothing. This is the history of dozens of firms that have gone out of business. And this history emphasizes the importance of establishing brand good will and brand and factory prestige. The most ordinary sort of trade paper advertising will help do this. It sows the seeds of brand and factory reputation through the trade. At any time the small manufacturer can pohit to his trade paper advertising, if he has maintained it continuously, and say, ''there is my assurance that my factory and my brand is known in the trade. It is an insurance on my business assets. Anyone can make a cigar at any time and call it any one of a thousand names, but I have established my brand and my factory with the trade through years of continuous advertis- ing." No matter how small your factory, if you are in business to stay, it will pay you to keep your ad- vertisement in the trade papers. From this we do not mean to say that trade paper advertising immediately sells the cigars and makes a fortune for the manufacturer, but it is a necessary and economical step in securing the distribution of your product and in making your factory and your brand known to the trade. And when you do advertise in a trade paper try to have your ad written so that it will be read not in one issue, but every issue, and that means change of copy every issue. It will pay you for the trouble many times. (Copyright, 1919, by Ralph H. Butz.) IT is no misstatement to say that every manufacturer who has entered the cigar business has done so with great faith in his ability to produce a cigar that would take with the public. The men who have succeeded did so entirely because of the unshakable faith which sustained them until the turning point came. And faith is the most necessary of all qualities in venturing into the realm of advertising. Without it, it is better to go very slow. Advertising requires not only faith, but broad vision, the vision to see that if a thousand dollars invested in advertising would double itself in profits in a week, or a month or a year, enough paper could not be made to print the advertisements of all those who would want to advertise even without solicitation. Advertising is pi:iinarily building for the future. Its results are seldom immediate, but over a period of time advertising has seldom failed, except where the product was wrong or misrepresented. The man without hopes and visions of future growth will be disappointed in advertising because its profits are not immediately available. The clerk who reads the trade paper may some- time become a retailer and will remember the brands that have been persistently advertised to him. The dealer may become a jobber and remember some of the advertised brands that he has the faith to believe that he can secure a larger sale for. And the jobber may become a manufacturer and he will look up the leaf dealers and the lithographers and box makers and machinery manufacturers who have persistently ad- vertised their product to the trade. Money must be spent and invested to make money. You must advertise before you can expect results. Ad- vertising is an investment. SO many manufacturers go to every expense to pro- duce a cigar of high quality that we often wonder after considering the expense already incurred why they immediately begin economizing when it gets to the point of banding the cigar and dressing the pack- age. To the transient customer nothing makes a quicker appeal that the attractiveness of the label on the box and the band. If these do not look the value, regardless of the goodness of the cigar, the smoker will often pass such brands by and chose a cigar that does look its value. Without altering the trade-mark many a label and band has been rearranged in such an attractive manner that they have almost sold the cigar by the very power of their appearance. American lithography has improved greatly in the past few years and it can add greatly to the selling power of many brands. You will never win a smoker to your brand unless you first get him to try it. The dress of the package, and the band, are silent salesmen in this work. The nationally advertised brands are few. The dealers who shout about the merits of a particular brand know that the smoker looks on the brand with suspicion. But the cigar that looks its value does not need a brass band to get the smoker to try it once. Then it is up to the cigar manufacturer to answer the question of quality, if he has not been wise enough to take care of that point first. From a standpoint of cost you may be satisfied with your label and band, but how it appeals to the man who spends his money over the counter can best be answered bv a disinterested consumer. 10 THE TOBACCO WORLD Say You Saw It in The Tobacco World 11 iiiimiiiiiiiniiiiiiiiiiiiiiiniiiii"""""""""" " '" '" '"""""" '""""" " '""""" 1 m — ■ W M ■■ ■■ »■ TRADE NOTES AND NOTICES M t^—n ^ Some men who wanted a smoke robbed the John P, Doran Company store at Akron, O., on January '2, and got away with 185,000 cigars weighmg four tons. Uri Behrend, eighty-one years old, a retired cigar manufacturer of Washington, D. C, and one of the oldest citizens of the Capital, died at his home m that city on January 17. The offices of Garrett H. Smith, United States and Canadian representative of Compania Litografica de la Habana have been moved to the ninth floor of the Guardian Life Building, 50 Union Square, New York. A Boston parson says, "Nicotine is the goddess of America, and it ought to go." Would it be un- kind to sav that he is the jackass of .Vmerica, and he ought to go ? Besides that, the idea of a New England parson calling a goddess ''it." The trade learns with regret of the death of Stuart P liublev, manager of the store of Benson & Hedges, at 435 Fifth Avenue, New York. Mr. Hubley was widely known among smokers in New York. He is survived by a widow and six children. Davis S. Dushkind, son of Counsellor Charles A. Dushkind, secretary of the Tobacco Merchants Asso- ciation, visited Philadelphia in January in the interest of obtaining new members of the association, in which he met with considerable success. His itinerary covers territory as far West as Missouri and South to Flor- ida. Bavuk Brothers gave a banquet to their local selling force in the gold room of the Adelphia Hotel on Saturdav evening, January 11. IT. L. Hirst, sec- retary of the company and F. J. W. Allen, retail sales manager, made addresses. An entertainment was given bv the theatrical talent from the Philadelphia play- houses. The J. W. Crowdus Drug Company, of Dallas, Texas, one of the leading wholesale drug houses of the country, have established a permanent cigar depart- ment under expert supervision of W. W. Haynie, who will also direct the cigar departments of the Behrens Drug Company, at Waco, Texas, and of the C. J. Lin- coln Company, of Uittle Rock, Ark. The Crowdus Company will handle the products of the Mendelsohn Company, of New York and Cleveland; Louis Heitman Company, Dayton, Ohio; Merchants Cisrar Company and G. A. Kohlor & Company, of York, Pa.; J. J. Schaoffer, of Davton, Ohio, and Horace R. Kelly & Company, New York, and others. . Max Spiegel, 54 Lispenard Street, New York, im- porter of cigarette paper, has incorporated under the firm name of Max Spiegel & Sons Company. A general license has been issued by the British Government, to permit the importation of any quantity of tobacco, maimfactured or unmanufactured, includ- ing cigars and cigarettes. The Lima (Ohio) "Times Democrat" states that the Deisel-Wemmer Company has received an order from the Quartermaster General's Department at Washington for 1,750,000 cigars. The Union American Cigar Company, of Pitts- burgh, Pa., has declared a dividend of one per cent, on preferred stock, payable February 15, 1919, to stockholders of record January 25, 1919. Among the recent visitors to the cigar manufac- turing trade in Philadelphia was John H. Allen, of John H. Allen & Company, St. Paul, Minn. He came to visit the factory of Morris D. Neumann & Com- pany. John H. Duys, after a recent visit to Philadelphia, during which he interviewed a number of the leading cigar manufacturers on the trade outlook, expressed himself as being highly gratified .by the result of his visit. A Siegel & Sons, manufacturers of ''Norwood" and ''Elektra" cigars, have removed their factory and offices from 89 Maiden Lane, New York, to 1615-1617 Second Avenue, corner of Eighty-fourth Street, where they will occupy the entire building, consisting of four stories, fifty by one hundred feet. There seems to be an awakening on the part of some manufacturers as to the value of using stripped filler. Buying filler already stripped saves much floor space and'also labor cost. For this reason, the Philip- pine Leaf Tobacco Company, 123 Maiden Lane, New York, is showing a steady increase in the sales of their stripped Philippine tobacco. Bert Lowenthal, who is now traveling through the South, has reported some very large orders to headquarters. The annual convention of the sales organization of William Demuth & Company, manufacturers of pipes and smokers' articles at 230 Fifth Avenue, New York, closed on January 7, with a banquet at Healv'a. Fortv-fourth Street and Broadway. George K. Wil- son, sales manacrer, presided as toastmaster. An elab- orate cabaret programme was presented. Edward Haas, formerlv with the Manhattan Briar Pipe Com- panv. has joined the Demuth organization. LUCKY STRI KE 41 ITS TOASTED It •\70U pay fifteen cents for ^ twenty Lucky Strikes. You get the real Burley cigarette for the lowest pos- sible price, because of the enormous business done in Lucky Strike Cigarettes. The growth in demand for Lucky Strike Cigarettes has never been equalled by any other brand in the history of cigarette making. 25,000,000 a day and growing! I5c \STti s ib ,»» 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 . mmiiniiiniiiiiiiiiiiiiiHiiiii uiiiiiiiiiiiimi iiiiiiiiiiiniiiiimiii ■ iniiiiiiimii iiiiiiiniiiiiiiuim tiiiiiii iiiiiiii iiiiiiiimiiiiiiiii iiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiMimi" ",'2 _____ _ . ■> >■ M ■» ■■ ■■ ■■ '— CHINNING WITH THE DEALER I THE dealers and jobbers who are sitting tight in the boat waiting tor prices to come down are tool- ing no one but themselves. The tobacco used m cigars this year was bought last year at abnormally high prices. The leaf market prices today influence cigar prices possibly a year hence, and not before. But the most important factor is the elimination of the liquor revenue which is estimated at about $500,000,000, in- cluding State taxes. Is the cigar and tobacco trade so short sighted as to believe that it will not be ex- pected to bear some of this! If some of our reformers have their way the proposed tax m the new bill ot $5 40 on Class B cigars will be turned into a permanent tax of about $8. Nothing short of a panic will ever bring cigar prices down. They are up to stay. MORE than one dealer has asked his trade paper for an opinion as regards cutting prices. We think that invariably the editor will advise against it. How- ever, there should be some latitude given in such an an- swer Manv small dealers fall for a cigar that is low- priced with an additional quantity discount. He slips on the dream of big profits. A year later he has about ninety per cent, of the purchase left. Cut prices? Most'^certainlv, and get the goods out of the store and the money back in the bank. Then stick to standard goods, products advertised in trade papers and else- where, and get the full retail price for every article. There is no need to cut prices on goods that are in demand, but there is good business sense in cutting prices on *'dead'' stock to get it off the shelves. Capi- tal is worth something in every business, large or small. How many small dealers can afford to have $100 tied np in dead stock? MANY dealers overlook the possibilities of a win- dow display despite the fact that the window rep- resents the biggest asset of the store. There are a number of clever window-dressing concerns that will arrange displays at a reasonable figure and the wise dealer calls them in for assistance. Once a dealer es- lablishes himself with the salesmen as a "live wire'' as regards the use of his windows, some manufac- turers will occasionally give the dealer a lift. De- partment stores could not exist without their rows of window displays, but there are thousands of cigar dealers who have windows and who do not use them, and yet they kick because they are not making a mil- lion dollars a year. No man gets out of his business more than he puts in it, and the chief item is brains. NO customer likes to be kept waiting for his change and one of the first marks of a progressive dealer is the cash register behind the counter. The old cash drawer is a thing of the past. The cash register is an indication of a merchant who desires to give prompt ser^dce, and who is anxious to know just how much business he is doing and how he is doing it. Still there are some dealers who are living in the past. jtf jtf jr And speaking of pipes reminds us that we were standing in a chain store in New York recently when the manager of the pipe department came in. He grunted disapproval at the low average of the pipes sold. He indicated to the customers that he had a large chip on his shoulder and the clerk took the hint and kept his mouth shut. After the pipe manager had gone out the clerk remarked, "Why shouldn't nay average be low, I haven't had a window on pipes in three months. If they give me a good window I can bring my average up to equal the best of them, de- spite the fact that this is not a pipe neighborhood." The clerk went on to say that the window display was the big factor in moving his higher priced pipes, and that he had never had a window display when his pipe sales did not show an immediate and satisfactory response. . The live retailer should not overlook the tip handed out by the clerk. Window displays pay, and pay big. But, of course, this does not mean that one display should be expected to pull indefinitely. WE stood at a dealer's counter the other day with a manufacturer and he bought us some of his smokes. Said the manufacturer, "Do you notice the good condition in which Mr. Blank keeps his goods?" And we said we did. And the manufacturer said, ''That is the secret of this brand. I ship them in good condition and only enough to insure quick repeat orders if the brand takes. The dealers who have kept my stock in good condition have made me. And the pres- tige of thousands of brands, on the other hand, is dam- aged by the dealer having no facilities for keeping his stock in first-class shape, to say nothing of the lost profits to the dealer. Every dealer should have some humidor facilities, and moisteners in his cases." But the average small dealer does not take such suggestions seriously. He depends entirely on brand prestige to bring him business. In many cases he could increase his business handsomely if he would make an effort to establish a reputation for the condition in which he keeps his cigars. ■■■■■■■■■■■■■■■■■■■■■■Bi^HHI AUG SEP OCT NOV DEC JAfT \j 7^ -^ y ^ — ^ "^ I ^ "^ J r frilP C^I^C CtXTX!^ > / ^1 y^ y^ c y 31111 V^UC^ UU! / r *^ ^ /^ ^ ^ 1 ^HERE are weeks and months of snow and ice 1 and cold, drizzling rain ahead — evenings when JL it is the greatest comfort to stay quietly at Tiniature repro- home and r>lflv CflrHs. ThmnorVinnt- fVi*» win1-#>r ncxrA i y A / ducttona ot aa- " « -^ => .. -..^w. ^^. ^ vert iaementa salcs havc FUii stcadilv at the highest level we have appeartna in cur- . .» » / Aa« ■ ■.■ mm And the curve that charts the sales of BlCrCLE^SJg' AND PLfidNG CAliDS is still going up. As usual the biggest gains have gone to the livest dealers — or at least the ones that are most alive to the possibilities for profit in playing cards; if they are given a little attention, and merchandized a bit. Bicycle and Congress playing cards are being more heavily advertised right now than they ever have been. And many of our dealers tell us — better adver- tised. The copy is human, suggestive, homy — bound to tell heavily in popularizing card sales at home. Everybody has known Bicycle and Congress play- ing cards for years, and asked for them or at least accepted them without question. All that is necessary to get your full share of the good playing card business that is adding to dealers* profits everywhere is to stock the cards — preferably all the popular backs — and display them. Let peo- ple know you have what they want. Write for window and counter display matmried. The U. S. Playing Card Company CINCINNATI, U. S. A. WINDSOR, CANADA DEPARTMENT 6 14 THE TOBACCO WORLD iiiJfiiimiiiiiiiHiiiiiiiiiiini I mmi i iiiiiiiiiii im iiiiiiiiiiiiiiiiimi niiiiiiiiiiiiiiiiiitiimii iniiiiiiiiiiiiniiiimiinmmiiiii iii mil iiiiiiiiiiiiiii nniiiiiiiiiiiiiiiiiiiiii mini Exports Of Manufactured Tobaccos Increase Washington, D. C. MANUFACTURES of tobacco exported during the hrst eleven months of 1918 were more than double in value the exports of the corresponding period of 1917, according to statistics which have been com- piled by the bureau of foreign and domestic commerce of the Department of Commerce. Figures regardhig the quantity, except in the case of cigarettes, are not available, but the cigarette exports show an increase of more than a hundred per cent. Total manufactures of tobacco exported during the eleven-month period of 1918 amounted in value to $28,058,972, as compared with $13,466,400 in 1917, and $9,298,814 in 1916. The greater part of these exports, of course, were cigarettes. Exports of cigars and cheroots during the period amounted in value to $762,255, as compared with $50,506 in 1917, and $34,111 in 1916. Plug tobacco shipments were valued at $1,921,110, as compared with $1,262,040 in 1917, and $1,292,631 in 1916. Shipments of smoking tobacco were valued at $2,642,578, a con- siderable increase over the total of $997,072 for 1917, and $1,025,758 for 1916. All other exports, except cigarettes, totaled $460,566, as compared with $333,822 for 1917, and $457,496 for 1916. An increase of nearly six billion cigarettes is shown in the export figures for that item for the eleven months of 1918, as compared with the same period of the preceding vear, the figures being 11,469,809,000, valued at $22,272,463, as compared with 5,673 929,000, with a value of $10,822,960. Exports during the eleven months ended with November, 1916, were 3,674,817,000, worth $6,488,818. The following table shows in detail how these ciga- rette exports were divided among the various markets ; 1916 France, United Kingdom, Panama, China, Straits Settlements, Siam, Other countries, 1917 France, United Kingdom, Panama, China, Straits Settlements, Siam, Other countries, 1918 France, United Kingdom, Panama, China, Straits Settlements, Siam, Other countries. Quantity. 47,527,000 2,106,107,000 960,068,000 216,910,000 344,205,000 71,485,000 4,090,079,000 876,323,000 134,660,000 501,382,000 1,238,539,000 1,386,503,000 49,928,000 6,314,513,000 1,115,248,000 184,450,000 1,180,622,000 c u. u. Newfoundland Imports Our Tobacco Products Washington, D. C. FIGURES supplied by the American (^onsul at St. Johns, to the Department of Commerce, show the imports of leaf and manufactured tobacco into New- foundland during the fiscal yenr ended June 30, 1918. Leaf tobacco imported totaled 826,161 pounds, valued at $129,607, all of which came from the United States. The total imports of smoking and chewing tobacco amounted to 191,105 pounds, valued at $59,807, of which 183,188 pounds, valued at $55,290, came from the United States ; 4296 pounds, valued at $1447, from C^anada, and 3324 pounds, valued at $2249, from the United Kingdom; the remainder came from the British West Indies, China and St. Pierre. The importation of cigars amounted to 7514 pounds, valued at $16,139, of which 2170 pounds, val- ued at $3828, came from the United States; 2716 pounds, valued at $7163, from the British West Indies; 705 pounds, valued at $2252, from the French West Indies; 1223 pounds, valued at $1377, from Holland; 21 pounds, valued at $1408, from the United Kingdom, and 53 pounds, valued at $109, from Canada. The total importation of cigarettes amounted to 4280 pounds, valued at $5674, of which 1156 pounds, valued at $1865, came from the United States, and 3115 pounds, valued at $3785, from the United Kingdom. Due principally to the increased export and ex- cise duties and the surtax, the manufacture of ciga- rettes in Newfoundland increased considerably in 1918, between twelve and fifteen million having been produced. ' The population of Newfoundland is about 245,000, and the principal industries are those of the fisheries, forests and mines. Men engaged in these industries mostly consume the local product and seem to prefer plug tobacco of fairly good strength and of the darker shades, both for smoking and chewing. Inasmuch as Newfoundland is a separate and in- dependent possession of Great Britain, points out the consul, separate and apart from Canada, Newfound- land merchants should not be referred to American branch establishments in Canada when making in- quiries with a view to purchasing United States goods. C. L. L. (fjuspapcf \he A. E. F. NO. 39. FKANCE. FRIDAY. NOVEMBER 1, 1918. PRICE: 50 CENTIMES.'SSr' IMBLEON IR'S PATH ARGONNE li\^e Weapon Lin Smash* )che TO GLORY AWOL and Does eumbersome kkinned'Bus J U8TIC E By Rudyard Kipling FACTORIES AT fonrvnrthy, Irialun«Ti bv instinct and !>ic Canadian E.K. he American- Tank' II.; in the briR ft «" 'I'c whole jA.E.F., Irittany, tewan to JoparatioiU' for tb« 'It iras too much .for ftion^i firteVJettxfbM this manner under Is to be airay fi'onr wore foing into ac- thought ul4h«ar«l)Ie. ''iu 11 clown there -was • |iie. ^I.attle from «f»r, the (oDowrd his nose, t en route, hooking ndea, jtlip too curici)» R.T.O , torc««il night marcjics, CO I 111 5 n'hen nnd ireanlied the edge of Ifdnne in time to driver's cushion of crank her up and ^.rrhins, smashing her ed road that leada to 4froj.' a tcorld where aJt «i«in gntvt And f/rirring itnvt the. more, Thr great ilatp rwiqi iit* t'uiej andteove Oil' 4r.ad on ererynhan. Benvii, the load ve \indergo\ And our oicn hanrtt prepart. If wt hnte parley unlh Hie /B«, The lood otir jianj mxiit bear. Before •* loose ib» word l^at bids uefr tvorWa to birtk, N«eds Tnii&t ve loosen Erst -tlie twOrd -Of Ji1stit« upon earth , Or e!se all elso la vam Since life on earth began, And tbo spent world sinks back again — Hopeteas of Qod and Man- A' rieopJe and their King Thrjingh ancient am grown strong, Because they feared no reckoning Would ^et DO bound tQ irrot^gj But' no"*" th^if boar" ft •y*^ And we who bore it find Bril Incarnate held at kA I'o^Ansvrvr to maakiDd, CAIRO.EGVPT, NEW YORK.us A. MONTREAL. CANADA. ELACHRlNOfcCo-'"' irden Sprinkler It of lus battered tank ^buUeta tliat jt looks end of n Hower IS one larpe blister.- Iiloss moment ,nhcn \\ hurst into flames l«olied Its gas reser- ^k his head out *s Its shell, grasped I clear, raced to the ik of time, dragged l^.conscious (iriver to [ had fo ret fear, for Lisible, waa drawing fa 77'» to where tlie just then the dough- f nard. So the tank Vk ■ietnjti tha Aire. ..f wtfMiMt ttTiljre )''irn to matchwood, Ired wrecksi;* was while all that rc- I ahore waa the pair Kenwortiij; startod. ' the gnn turret, who instruct* the' driver of pats aad pokes — bne on the -crrnvn, one pUler, one on. the left. Vnz— found his. list of tins occasion*. So, he honied at Ken- deaf en ing hubbub <,{ ler cross on those raila." (ila't, but He Did ansircr, whioii was roar of tlie engine, is heU I Any- For agony and spoQ Of 'nations beat to duat, ^ Tor potwned air aud tortiired aoU And cold, commanded luA, And every secretwoe Tlie ahiulderina; waters saw- Willed and fulfilled by high and low— — Let them rsleern tbe Law. That wdcn the dooma ar« read. Not high nor kxw shall sar: "My haughty or my humble band Has saved me in tins day " T3iat, till the end of time. Their remnant shall recall Thoir fathers' old confederot* crttOi Availed tbera not at aJI.' Tli.it neither schools nor priMH*' Nor Kiiigs may build again A j)eople with the heart dfbeaats 'Made wisb concerning men. Whereby our deid sliall sleep In honor, unbetriiyed. And we in faith and honor keep TTiat peace for »-hidi ^ey paid. (CoprtifSt. lua. bf Budrira Kipius.) [THE STARS AND STRIPES ha* been enable^ to publish "Justice," Mr. Kipling's latest poem,' through the kind pormission of Mr. Kifliqg.) JUNIOR OFFICERS TO STODY SALUTE; ENLISTED MEN TOO ■I ■ G.O. Gives Instructions in Correct Method ot Ac- cording Courtesy THE LARGEST MANUFACTURERS OF THE BEST EGYPTIAN CIGARETTES NEW YORK To Our Boys Overseas :- Wherever you go, you'll find an old friend in most tobacco shops and every canteen- MELACHRINO Cigarettes. Let this mellow, fragrant cigarette do its bit by solacing and comforting you in your strenuous duties. Your countrymen traveling in foreign lands have for years found great comfort in the fact that MELACHRINOS were on sale -where they went. We will do our best to see that you are s\^- plied with MEUCHRINOS wherever duty calls you. faithfully yours FIVE W\ Campaign Will Until HQlid; Wltfiouti TOTAL ADOPTI Qift Plan Doubles N^ CO French Waifi tl Ins Wing oJ ARTli.LEayMEN \ CMual Officer* Take C Know Mow It Feels Francs Now I ;^3<^^ i4dC ADOPT A GIFT WAI Oti SenlemlMl AND STklPKsl mas canipnigii adoption of MX ornhans^-a canip^l of them, ak the ( A.E K, with foodi' schooling lor cm i'u\ erous wns the r«vent Kruup of th« Red Cross n Tlie children wi tion and recciAl tr I but ion fruin in ample time! Chrislniss. UiiT offi-r these chr Clauses from ovi^ CUIlfMMAS PHANS AT 500 ^^^g^-'^r^' flit-- ^< II' :!i iffn, "The ^U> that effect. VVni, status has not His rase is smne- Jamproniiio of some Very likely he I C. and shot at snn- i» worth the telling lav)!) than that it is H a brsnch of the •inly tails upon ad- iruURhoiit the Army, '1, a life that fairly 1 n' niul danger l'"or i.i.niiy of lliis war. liingor IS can be \>mt ii'i; Ivor the list of v.>uii.l.-,l'in tlic Tank IK St Uie inaiiled and iselves. One ► utiiig si' Bere is joy for all non-com instrtictors According to G.O. 184, not only en^ listed personnel but junior officers will be drilled in the correct method of sa- luting -•until proper habits have been formed. Tho salute, says Uie order, is an act of miitujj courtesy. It is a orivilege as well aa a duty The method of return- ing as of rendering it is the external mark of the soldierly spint. The follow- ing indications are given as to what con- st itutr'i a aniart salute according to our j«giilat-.ons and customs. To salul. correct!/, do fooT thtsKs: 1 Turu tlie head aud look smartiT >l Iho perwn saluted. 2. At the same lime raise (he hand smarllv lo the headgear. i. Hold It Ihere till the saint* is re- turned or the prrmn psHsrd. 4 Drop Hie hand, Iiut not before the salute IS returned or the person jistsed. Do not wail till the oervrn saluted look* at rou before raising Ine band, and do ool look nt him out of the corner of your ste, but tnrw Ihe head and look at him square- Iv Do not drop the hand till th. person solnled drops his. Oftirert when retnrning a salute will be carpfiil to l(Hik toward the man salutiog. 'Ill'' "ii'is'l] TWO CANTEENS IN LINE Infantrymen will soon AnM^rican os^eens v' tt»-' mesit." She concluded by unnouncing that she was now awaiting the propoaala for a preliminary armiMioe Meanaltile, whether or no "the mili- tary powers are eq;ially subordinate. ' they received a nido shook in the reaig- ratjon of General » - ' rff. first qu4M-- termaatcr iter- — •"»/, lti>; iiw ^ 1 1 ■- will t)e alwwn to tt» iciit<»it-aiits tij keep the freight hsndlera posted on whnt is going on elsewhere. Flags BcloK Distributed Fls on- wiiic* IS ruscrib' ' Es-' and that the severity of infections had been les-sened.' Inflnensu as an epidemic. Army medi- c*l authiiritics say, runs a i-ourse sp- wroximafelv-two monV".. '"J »':« "^""^ ^y» tha£'haa struck the Aj!,.F. is now almost at the end of lU two-month course It AS lunuri rsviu»<*i.«\« *•••* **■ p*r cent of the food wsste from eoifapany kitchens is gi-ease and fat. One nun- diod pounds of fat from kitchen waste will make ten pouniU of clyceiinc use' Tho children am' I b» notified of the iil^ before Christinas an | cf money will be ms' time fo' YakXid lor » ■ This is a reproduction of a Melachrino advertisement in ''The Stars and Stripes/' the daily newspaper published by the American Expeditionary Forces on French Soil. Wherever in the world men of taste and experience gather you will find Melachrino sold— and smoked— the cigarette elect of Allied Nations. M. MELACHRINO & CO.. Incorporated 1790 Broadway, New York THE TOBACCO WORLD Say You Saw It in The Tobacco World 17 Tobacco Culture In The PhiKppines By Alvin Fox, Agric. B. S. TOBACCO is grown generally throughout the Philip- pmes. In nearly every province of the Archipelago patches may be found, and the leaf tobacco is used by the growers and their neighbors. The better com- mercial grades of leaf tobacco comes from the "well- known" Valley of the Cagayan River district; in the northern part of the Island of Luzon; on which the city of Manila is so located on. This valley extends upwards to two hundred miles along the river and is very sparsely populated. During the rainy season the river overflows its banks and floods the flat stretches that border it. There is thus deposited each year a natural fertilizer m the form of silt which makes the soil extremely rich. The valley being protected on the east and west by moun- tains, is free from most of the winds that pass over the islands, but the result is that the weather is ex- ceedingly warm. Conditions are thus found to be par- ticularly favorable to the cultivation of high grade tobacco. It is customary to let the field lay without cultiva- tion from the time of harvesting to the time of plant- ing the next crop, as this time is during the ramy season, the weeds naturally grow rank and leaves a great deal of vegetable matter to be plowed under. This is of great benefit, because it supplies humus, which is very necessary in a tobacco soil. It would be much better, however, to plant a crop of legumes for plowing under, and the work connected with this would be amply repaid by the better quality of tobacco and the saving of fertilizer. Immediatelv after the harvesting of the crop the land should be plowed and cow peas, velvet or sword beans or some suitable legume should be planted m rows, from three to four feet apart. Through the summer these legumes will entirely cover the ground and should be plowed under with a turn-plow a month or six weeks before the tobacco seedlings are ready to set out. After plowing the land it should be stirred at least once a week until planting time, because at that time of the year drought is the one thing to guard against and by stirring the surface layer the moisture in the underlying soil is prevented from escaping. The major portion of this tobacco is utilized in the manufacture of "Manila Cigars," which have been well known to the trade for many years. Because of the preference enjoyed in the markets of the United States, a steadily increasing demand has developed in that country and the bulk of the cigars exported is now consumed there. Large quantities of tobacco are also grown in the central provinces of the Island of Luzon. This is not equal in quality to the tobacco from Cagayan Valley and formerly it was disposed of entirely in European markets, but during the past two years a demand has been created for it in the United States and that coun- try is now taking the greater part of tobacco. By far the largest consumption of tobacco within the islands is in the form of cigarettes. The number of manufactured cigarettes on which taxes are paid in the Philippines amounted to over four billion annu- ally. In addition to these a great many are consumed by people who make them by hand. The export of Philippine cigarettes is small in comparison with that of cigars. War Revenue Bill Delayed Washington, D. C. DUE to the illness of Representative Kitchen, of North Carolina, chairman of the House ways and means committee, consideration of the war revenue bill has been considerably delayed, and it will un- doubtedly be some time in February before the con- ference committee will be able to conclude its delib- erations and report on the measure. Basing an opinion upon the manner in which the conference committee has handled the taxes thus far considered, it is believed there will be many changes made in the provisions affecting the tobacco industry, and that these provisions, as reported by the commit- tee, will differ considerably both from those passed by the House and those substituted in the Senate meas- ure. The illness of Congressman Kitchen is considered especially unfortunate in view of the fact that it had been the desire of Congress and the Treasury Depart- ment to have the bill reported by the end of this month, in order that the Bureau of Internal Revenue might begin its work of making collections. It is pos- sible that, if the bill seems likely to be delayed any considerable time, the department will make collec- tions of income and excess profits taxes under the present law and then, upon passage of the new meas- ure, can for supplementary returns and additional payments. C. L. L. npHERE is extra quality in -*- every chew of mellow, tasty STAR, It's that old-fashioned quality. Chew STAR—you'U enjoy it The plug is so thick it won't dry out like a thin plug — and you get more chews. One chew w^ill show you the difference. Try STAR. * 18 THE TOBACCO WORLD Say You Saw It in The Tobacco World 19 LEAF MARKET JOTTINGS TN Lancaster County .-The largest "^eetmg ever held Iby tlie Lancvster County Tobacco Growers Associa- don was convened on January 13. Every section o the county was represented. The principal topic ot he mee ng was to find some acceptable method, that s a new ifarketing method for the Lancaster CWy tobacco crop. The effort was futde, and after a long di&cussion they practically gave it up. The officers elected were : Pf «'.'i«»\' , J^'^^rr' Weaver, Lancaster; vice president, J. Aldus Herr, West Lampeter; secretary-treasurer Otto Ulsen, Ephrata; directors, D. H. Lan^i., Windja^^ K C. Reinhold, East Petersburg; Martin H. Good, Pequea, H. S. Hershey, East Petersburg; P. W. Baker Land s ville; A. E. Lane, (lay, and George Hilton, White Sorse, and auditors, Aaron S. Kohrer^ ^^eker' John G. Reist, Mount Joy, and C. H. Habecker, Rohrerstown. _ „ , ^miTitv Reports from various sections of the countx showed that with very few exceptions, no crops had been sold. The few prices quoted gave no reasonable basis for further estimates. A correspondent writes that the growers appear to have come to a realizing sense of conditions and are asking 20 cents, where thev fo^/'-ly «fl^«^ ^5 to 30 cents, and a local packer claimed to have bought a few crops under 14 cents a pound. Indications aie thlt there will be a considerable delay before any gen- eral selling takes place. The litis Crop.— Kentucky had 475,000 acres, average vield, 900 pounds; 427,500 000 pounds ; farm value, $98,325,000; value per acre, $207. North Carolina had 400,000 acres ; average yield, 705 pounds; total production, 282,000,000; farm value, $101 502,000 ; value per acre, $253.80. Virginia had an acreage of 190,000 and a total production of 146,300,000 pounds, ^^icli was third to Kcntuckv. The total acreage in the United States was 1 549,000, which was an increase over 1917 ol 31,200 acres, with a yield per acre of 865.1 pounds an increase of 42 pounds per acre, the total production being 1,340,019,000 pounds, representing an increase ot 100,743 000 pounds for the year 1918. The total farm value was $374,318,000, which is an average of $J41.h.) per acre. Tn Wisconsin.— None of the largest concerns are maintaining their buying forces, and while there are some buvers out there is such a wide difference be- tween the prices named by farmers and dealers that few sales have been made. At a meeting of growers recently held at Edgerton, a minimum price of thirty cents was agreed upon. In West Virginia.— One million pounds of tobacco was sold at Huntington on January 11, at an average price of $34 per hundred. The highest mark for the week was 74 cents a pound Other crops brought $42.73; $39.43; $42.42; $44; $47; $45 and $43.13. In California.— Yolo County claims to produce tobacco that contains the particular properties neces- sary for the highest grades of cigarettes. Mention is made of the shipment from Esparto, by Chiflakos Brothers of 30,000 pounds, valued at one dollar a pound and sold to a representative of a large tobacco firm of China. In Tennessee.— Gallatin reports spirited bidding at a sale of hurley on January 8, with very high prices. Manv large tobacco interests were represented. Prices mentioned are $47.39 and $51 The highest price paid for a single basket was $o/. Olarksville sold 40,000 pounds at $20 to $27 per hundred, and $12 to $15 for lugs. Portland sold 120,000 pounds at an average of $15.85. North Carolina reports tobacco sales of fifty-five million pounds in December, 1918, and expects to sell more than $100,000,000 worth for the year The big markets were in millions: Winston-Salem, 8; Wi^on, 7 • Greenville, 5 ; Rocky Mount, 4.5 ; Kinston, 3.5 ; Dur- ham, 2, and Oxford, 2. Advices on January sales show an aVerage of $33.12 per hundred, an advance of about two dollars above the closing December average. In Florida.— Reports indicate that in quantity while quality is fine, there are not as many light warp- pers as there were last season, and for this reason there is sure to be a brisk demand for light and light medium wrappers. The manufacturers who delay lay- ^g in a supply jnay shortly find. the market pretty bare of Florida and light Georgia wrappers. The Gafla Sumatra Company, of Quincy, Fla., one of our advertisers, who ^P-^ci'-^li^^ i" F'^^-^t iT^d sZSd shadegrown wrappers, are right in the belt and should be able to give further information to any manufac- turers who are interested. New England.— There seems to be a. tight lid on price reports in Connecticut and Massachusetts. At a meeting of the Franklin and Hampshire Tobacco GrowePs' Association it was stated that 22 of 75 mem- bers had not sold this year's f^.P ""'^^ t\^,^'??ffj price paid for tobacx",o was 39 cents in the bundle. Ven ittle tobacco has sold in Connecticut during the past two months. Buyers know that the growers are banded toc^ether to secure maximum prices, but say that slow buving is due to the large stocks on hand and tempo- rarv labor shortage. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. IVIany enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City 20 Say You Smu It in The Tobacco World Say You Saw It in The Tobacco World 21 TO Clear Havana Cigars lOc and upwards "Above All" SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Penna. The Maintenance of an Inflexible Quality Standard in is reflected in the unvarying increase in consumer demand. Good judgment favors slocking— displacing— recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA Selling Better Cigars (Continued from Page 7) When a man expects to pay ten cents for a cigar, he is not going to pay fifteen without knowing some reason for it. There must be a good and sufficient ex- planation of why the extra quality is an advantage If the customer finds he knows more about the goods than the salesman, or if he asks questions tiie talesman is unable to answer f^^^^^^^^^^f ^^y^, ^^"^\f. little chance of his buying anything better than what Vi p pxiDPcted. The salesman who is going to boost his sales by selling better goods must study contmually the Imes he is^handling^ To know all about a Ime when you start in to sell it is almost impossible, and even it it were not, it would not argue that you would be well hiformed a year later. Conditions change so rapidly nowadays in the manufacture of sn^ol^ers' supplies that it requires more than the mere selling of the goods to enable one to keep up with the changes. The salesman needs to keep in close touch with marketing conditions through his trade paper. v, • „ Sometimes one may frighten a customer by going at him wrong end first and trying to sell him the best ?hiigi> the case before he has really decided to buy anything at all. Start in just as near a man's financial Lvel and taste level as you can and then work up as far as it is wise to go. It is a waste of time and of the customer's patience to start too high or too low. With a good many customers you are at a disad- vantage when vou haven't a brand as cheap as they want to buy, because then they will n?t take your dis- paragement of the cheap goods at its face value. They think ' ' Well, of course, he has to recommend what he has anvwav." If the prospective buyer knows the store 1^" both the lower priced and the higher priced s-oods and if the salesman can convmce him that there fs as much or more profit in selling the cheap goods, then the buver listens with belief to what the sales- man has to say of the advantages of the better grades. It is 1. grave mistake to say anything to make the customer feel ashamed of having asked for something cheap 1 have known salesmen to take no pains to conceal their scorn for the man who asks for a cheap smoke Such a customer can never be converted into a buyer of quality goods by treating him as if ho were a piker. , , , i • i. There is no reason why it should not be easier to talk high-quality goods and to sell them than to sell cheap ones. All the desires of the buyer and seller are for the good goods. The cheap smoke has nothing to recommend it but its price. We all know the cus- tomer would prefer the better quality if he could af- ford it. , /. ii, • + Quality goods need make no apolog\^ for their cost. It is ricrht that better goods bring more money and they ought to pay a better profit. They are worth the difference and you may be sure that men who buy them will find it out when they come to use them. Usually they will thank vou, in their own minds at least, for having got them started on better smokes. u GENUINE BULL" DURHAM TOBACCO Make Cigarettes Machines Can't Imitate "ROLL YOUR OWN ff NO group of words, few or many, have so insistent, so patriotic, so natural an appeal to smokers these days as— "Roll Your Own/' Full of snap and capable independ- ence, these three words voice ''Americas ultimatum" to cigarette smokers every- where. They are an economic command. "Rolling your own"— saves labor. It suggests the American's personal ability to do things for himself. It means— you can roll for yourself, with your own hands, the mildest, the most fragrant, and the most econom- ical cigarette in the world. I N C O R P O R A T K D 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 c I o Arc® I THE ^ilL- ©i^Y, ^»L>* EVEISY"©AV SIMI®!!^ A Lightning Seller! |j Every smoker of 1 0 cent Ggars can be made a REGULAR j| |; • -■:! Your Prospective Customers •re listed in our Cataloe of 99% guaranteed Mailine Lists. It also contains rital suggestions how to advertise and sell profitably by mail. Counts and prices given on 6000 different national Lists, covering all classes; for instance. Farmers. Noodle Mfrs., Hardware Dlrs., Zinc Mines, etc. This valuabU Refereuc* Book frtt. Write for iu Strengthen Your Advertising Literature Our Analytical Advertising Counsel and Sales Proinotioo Serrice will improve both your plan and copy, thus Insur- ing maximum profits. Submit youi literature lor pre- liminary analysis and quotation — no obligation. Ross-Gould tobacco MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR ••••: •• .......President EDWARD WISE Chairman Executive Committee GEORGE W. HILL >;^"*?"-3^! GEORGE H. HUMMEL w-^E''^'^ "! JESSE A. BLOCH Vice-President JACOB WERTHEIM w?^"?"^'^^"! JOSEPH F. CULLMAN, Jr Vice-Pres.den LEON SCHINASI ^'"Tr^^ste ASA LEMLEIN ••••••• .Ireasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St New York Vr-'"'?''!!^ CHARLES J. EISENLOHR. 934 Market St, Phila., Pa. ........ ...Vice-President JOSEPII B. WERTHEIM, 81st and East End Ave, M'hat'n, N. Y Treasurer S. K. LICHTENSTEIN, 40 Exchange Place, Manhattan, N. Y J>ecretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN. Jr.. New York v.vlEr^sidenl W. J. LUKAWITZ. Dayton. O. ^ Treasure? GEORGE BERGER, Cincinnati. O cl"!rjr« JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION {. ^. BLOCK. Wheeling, VV Va vic;'pJesidenE WOOD F AXTON. I^uisville. Ky ...Vice-Fresident RAWLINS D. BEST. Covington. Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA LkA^??)LSw^fER •:;;:" "^""v::':"^ LEO LEHMAN 2nd V ice -jPresi dent JOSEPH FREEMAN ^•■\-y,:: Secretary LEO RIEDERS, 200 West 118th St., New York City secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH vi;;-Kesidem SIDNEY GOLDBERG .!?. Treasurer A. L. I'LNICK •• ••■"i Spcretarv MAX MUXER. 135 Broadway, New York ; secretary Meeting 4th Tuesday of each month at Hotel McAlpin * CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE REGISTERED LABELS and bands, also molds at low prices; at 240 North Fourth Street, Philadelphia, Pa. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED MOLDS WANTED— Londres shape. Address S. Monday & Sons, 34 South First Street, Brooklyn, N. Y. TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. ^t ,r J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP AVANTED W^\NTED— COMPETENT ASSISTANT PACKER FOREMAN; good opportunity for advancement. Address General Cigar Company, Incorporated. 119 West 40th Street, New York. MACHINE FOR SALE SCRAP CUTTING AND SIFTING MACHINE FOR SALE, in '•ood condition. Low price for quick buyer. Address Box 255, TotJfcco World. TOBACCO GROWING IN DENMARK B OBACCO growing at fifty-five degrees north lati- s tude would seem an impossibility in America, but in the Odense district of Denmark, which lies between fifty-five and fifty-six degrees (opposite northern Can- ada), the cultivation of tobacco has been taken up by many farmers since the war, reports the American Con- sul at Odense to the Department of Commerce. *'It would appear to be extremely doubtful, how- ever, whether tobacco raising has a future here,*' he reports. *' Odense tobacco is far inferior in taste and fragrance to imported tobacco, and it is only the diffi- cultv of obtaining the latter that has given an im- petus to this new crop. The best that can be said of the tobacco is that it is better than cherry leaves and potato tops, which in a dried form have been con- siderablv used as a tobacco substitute in Denmark. ''While most of the tobacco raised here is for home use, some growers have- taken up the cultiva- tion as a profitable industry. One farmer on about one-third of an acre raised a crop of tobacco that brought over $500. This, however, is an exception, and it seems most probable that the tobacco industry, like other war-born industries, will practically disap- pear as soon as normal conditions are restored and imported tobacco is again on the market.** The War Trade Board announces that all persons in the United States are authorized, subject to the rules and regulations of the War Trade Board, to trade and communicate with persons residing in the States of Alsace and Lorraine. Investigate Before, not After! DON'T go slip-shod into the matter of advertising, spend the appropriation, find that the plan didn't work, and then hold a long-winded conference to find out why it failed. It is better business to hold the conference, and do the investigating and analytical work first, rather than after the expenditures have been made. Many a company has, without making an analysis of conditions, decided to use other media for their publicity when they should have used good business papers. Busi- ness Papers have increased so much in interest and value during recent years that the progressive merchant can't afford not to read them. Business Paper Advertising is not the only good advertis- ing, but on most propositions business papers should be used regardless of the additional kinds of publicity employed. Apply the same good judgment to your advertising department that you do to the other departments of your business. Advertising is of equal and often more impor- tance. As Davy Crockett said, ''Be sure you are right, then go ahead/' The Tobacco World 236 Chestnut Street Philadelphia Copyright, 1918, lllilil IIIH^^^^^^^^ 24 Say You Saw It m The Tobacco Wobu) Say You Saw It m The Tobacco World 25 LESLIE PANTIN Gommitsion Merchant Leaf Tobacco & Cigari Consulado 142, Havana, Cuba Oabto: "DONAIXiM" JOSE F. ROCHA Havana Leaf Tobacco Bip»iil«IH»* TabuM FInoi d* Vualt* Abajo PfvtMo y Vucha Arriba SAN MIGUEL IN HABANA, CUBA E,. Rosenwald ®L Dro. 14^5 WATER STREET NEW YORII THE YORK TOBACCO CO. Z ^^T " LEAF TOBACCO OMlea and Warehouae. 15 Eaat Oark Avnaa. YORK. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH CB. SONS SlUALITY HAVANA Neptx*«o O. Hav.na. Cob. - ftS Broad St.. Boston. M..a. Advertise Your Brands in The Tobacco World K. STRAUS & CO. HAVANA AND SUMATRA LEAF TOBACCO Hh 3*». »•* «<« ^ N. Tkird St,. PhiladalpW* LGEB-NUflEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TORACCO S06NO. THIRD STREET. PHILADELPHIA THE famous cigarettes that are made in Cairo and Alexandria, and are known in this market as Egyptian cigarettes, are made of tobacco imported into Egypt, as is generally known by smokers as well as the members of the trade. However, now that the Coalition manifesto has mentioned Colonial Prefer- ence a new interest attaches to the discussion, many times renewed in Egypt itself, as to the cultivation of tobacco in that country. A decree promulgated m 1890 prohibited the growth of tobacco m Egypt, and at the same time deplaced the land toll levied on the plantations by a tax on foreign products brought into the country. Egypt's total consumption at the time was about 7,900,000 kilogrammes, of which one-half was imported and the rest furnished by the local pro- duction. It is held in a report in Arabic on the ques- tion, a translation of which was published by the *' Sphinx" (Cairo) of December 6, 1913, that if the cultivation of tobacco had not been prohibited, the country would have continued to furnish the half of the total consumption. The Customs report of 1912 shows an importation of about 8,000,000 kilos, of which 500,000 only are re-exported in the form of cigarettes. It is stated by the report that the Government's ob- ject in signing the commercial treaty of 1906 with Greece was to obtain the prohibition of Hachich grow- ing in Greece. This is why the Egyptian Government undertook not to authorize the cultivation of tobacco nor to constitute a monopoly of its industry during the life of the treaty. Dealing with the quality of the Egyptian tobacco when it is grown there, the report states that the accusation of bad quality brought against the native-grown tobacco is unfounded. There is nothing to prove, the report continues, that the quality of Egyptian-grown tobacco may not be im- proved Mr. C. Hartley Davies, late of the editorial staff of the ''Sphinx," and now of the City Tobacco Company, Limited, informs us that when he was m Egypt he interviewed the then British Agency Chiet, the late Lord Kitchener, who expressed his sympathy with the growers and his belief in the possibility of good tobacco production.-From "Tobacco," London, England. -——=== Thev were looking at the kangaroo at the Zoo, when an Irishman said: ''Beg pardon, sor, phwat kind of a crature is that?" , . . .• ^ "Oh," said the gentleman, ''that is a native ot ^""'"Go^od hivins!" exclaimed Pat; "an' me sister married wan o' them. "-''Tit-Bits." Tke Largest Independent Detler and Exporter of American Leaf Tobacco in tht United States. G. O. TUCK 6l CO. INCORPORATED LOUISVILLE, nY.. - - U. S. A. Your Inquiry for Sample and Prices Solicited. Ml Kinds in any Quantity. According to the Government reports, thirty-nine billion cigarettes were produced in the United States last year, or four times as many as were produced seven years ago. Export licenses will be issued to approved con- signees for the shipment of all non-conserved com- modities, including tobacco, to Siberia. It is no longer necessary to consign shipments to that country to the War Trade Board representatives at Vladivostock. Palestine, with trade routes reaching out by rail and caravan across Persia, was opened again to Amer- ican export and import on January 20, by the War Trade Board. Figs, dates and tobaccos from the Levant are the most generally known articles of com- merce made available by the order. In the year ended with September, 1918, the British-American Tobacco Company reported net profits amounting to £3,140,174 after allowing for in- come and excess profits taxes. The company has also declared a final dividend of six per cent., making total disbursements of thirty per cent, for the year. A reports states that the Tobacco Products Cor- l)oration has taken over the Harris Tobacco Company, of Keidsville, N. C. The latter is the manufacturer of a high-grade granulated tobacco and purchase gives Tobacco Products entrance into the granulated field. The Harris concern has been in existence about fifty vears. In the month of November 16,126,169 pounds of raw tobacco was delivered to England from the United States as against about three and a half million pounds in November, 1917. As the armistice was not signed until the 11th, this fact shows that the Allied navies had about eliminated the submarine menace, whose jig was up. Senator Saulsbur>' has introduced legislation into the Senate providing for the appointment by the Presi- dent of a commission of three members to go to Porto l?ieo to study and make a report to the President upon tlie industrial and economic conditions of the island. The measure carries with it an appropriation of $7500 for the payment of compensation and expenses of the commission and its secretarv. The total value of exports of tobacco products from the Philippine Islands in 1917. reached the sum of J|57,l 50,540, as compared with $5,826,173 in 1916 and $3,704,934 in 1915. The greatest srain was shown in eiorars, the value of those, as well as of cigarettes, lioinc: the highest recorded. The value of other to- liacco exports showed a decline as compared with 1916, l^nt exceeded that for any other year. The total num- hor of cijrars exported amounted to 284.524.500. val- ued at $4,794,096, or an averaqre of $16.84 per 1000. The TTnitod States took almost three-fourths of this ontnnt at $3 862.983. or an averasre of $19.10 per 1000, which was considerablv higher than the average price elsewhere. B. H. GATO CIGAR COMPANY FQII FORTY YEARS 1WST/ rXNDARD Br Which CUar HavwM Clean Arc J«Ml««d Writ* for Op«B Tairltory Faotonr: K«y WMt. Fla. N«w York OMm; 20S W. Broadwav MACHINERY and SUPPLIES for Cigarette Factories New York Cigarette Machine Co., Inc., f 25 ELM STREET NEW YORK, N. Y. ,,^—11 n ■> ■■ n ■■— m^— 11 n ««— n 11 II ,1 n m m^— h «■ «■ ■■ Mtf» T. J. DUNN «"«[• rkan ten (10) titles, but less than twentj-one «1), an additional cham of Una Dollar ($1.00) will be made. If it neceasiUtos tke.r^portm. of "O" xtef t!^^JL (») titles, but leas than thirty-one (31). an additional eavae of Two »•»«" /£ 00) will be made, and so an additional charja of Ona Dollar ($1.00) will be made for erery tan (10) additional titles neceaaanly reportwL REGISTRATIONS ABOOD SPECIAL:— 40,908. For all tobacco products. December 21, 1918. M. Abood Cigar Co., Jacksonville, Fla. BARON ATTER:— 40,909. For cigars, cigarettes and tobacco. December 6, 1918. Athol Cigar Co., Athol, Mass. HAVANA UUSSTTERS:— 40,910. For all tobacco products. Jan- uary 6, 1919. S. Stein. Chicago, 111. x j i, c WATT:— 40,911. For cigars. December 24, 1918. H. L. Judell & Co San Francisco. Cal. Trade-mark claimed to have been m actual continuous use for about fifteen years by Bondy & Lederer New York City, the latter having transferred it to the General Cigar Co.. from which concern title was derived by registrant KHAKI KID:— 40,912. For all tobacco products. January 8, 1919. C S. Gable. York. Pa. ^ ^ ^ . x TRIANGLE & TROWEL:— 40,913. For all tobacco products. Jan- uarv 10. 1919. The Moehle Litho. Co., Brooklyn, N. Y. RIOJA LA PERLAS:— 40,925. For cigarettes. December 30, 1918. Joseph L. Suarez. New York City. RAINBOW DIVISION:— 40,926. For all tobacco products. Janu- ary 10 1919. C. B. Henschel Mfg. Co., Milwaukee, Wis. I. A. LAPHAM: — 40,927. For all tobacco products. January 14, "1919. American Litho. Co., New York City. SAMMY BOY:— 40,928. For scrap tobacco. January 13, 1919. ban Telmo Cig. Mfg. Co., Detroit. Mich. .HANDLEY PAGE :— 40,929. For all tobacco products. January 15 1919. Max Block. Houston. Texas. CARRY ON:^0,930. For cigars, cigarettes and tobacco. Novem- ber 20, 1918. Havwood. Strausser & Voigt Litho. Co., New York City. TRANSFERS HOOP DE DOO:— 29.650 (Tobacco World). For cigars. Regis- tered January 13. 1914. by Paul Lacally and Thomas Greely. Transferred to George Dueben, Newport, Ky., January 2, 1919. GRAN HUMO:— 30,912 (U. S. Tob. Journal). For cigars, ciga- rettes and tobacco. Registered November 10, 1905 by A. J. Kraussman. New York City. Transferred to Joseph Schimunek, New York Citv. June 17. 1912, and re-transferred to Joseph H. Kahn. Union Hill. N. J.. September 19. 1918. RIZ LA BELLE:— 22,970 (Tobacco Leaf). For cigarette paper ancl cigarette tubes. Registered March 20, 1902. by Max Spiegel. Transferred to Max Spiegel & Sons' Co., Inc.. New York City, Tanuarv 2. 1919. „ . . PRESIDENTS:— 30,663 (Tobacco Leaf). For cigarette papers and cigarette tubes. Registered November 17. 1905 by Max Spiegel. New York City. Transferred to Max Spiegel & Sons Co., Inc., New York City. January 2. 1919. , .^ . ,, „ j SENTINEL:— 24,325 (Tobacco Leaf). For cigarette paper anrt cigarette tubes. Registered November 28. 1902 bv Max Spiegel, New York City. Transferred to Max Spiegel & Sons Co.. Inc., New York Citv. January 2. 1919. . NATIONAL CLUB:-.39,854 (T. M. A.). For cigarette Paper book- lets and cigarette paoer tubes. Registered August 30 1916. bv Max Sniegel. New York City. Transferred to Max Spiegel & Sons' Co.. Inc.. New York City. Januarv 2, 1919. EPTALOPHOS:— 40,172 (T. M. A.). For cigarette paper books. Registered March 27. 1917. by Max Spiegel. New York Ci y. Transferred to Max Spiegel & Sons' Co.. Tnc. New York City. Tanuarv 2. 1919. . r^ • .. „a TANGO:— 39,110 (United Rep. Bureau). For cigarette paper and cigarette tubes. Registered March 22. 1915 bv Max Spiegel. New York Citv. Transferred to Max Spiegel & Sons Co.. Inc., New York Citv. January 2. 1919. n t^ • *♦ ^^.^or CHIN CHIN:— 39,111 (Ignited Reg. Bureau). For cigarette paper and cigarette tubes. J^egistered March 22. 19L\bv Max Spiegel. New York City. Transferred to Max Spiegel & Sons Lo.. inc.. New York Citv. Tanuarv 2. 1919. BLACK SEA:— 39.556 (J'nited Reg. Bureau). For cigarette paper and cigarette tubes. Registered February 21, 1916, by Max Spiegel, New York City. Transferred to Max Spiegel & Sons' Co., New York City, January 2, 1919. DREAMLAND:— 35,424 (United Reg. Bureau). For cigarette paper and cigarette tubes. Registered July 14, 1909, by Max Spiegel, New York City. Transferred to Max Spiegel & Sons Co., Inc., New York City, January 2, 1919. PLAUDIT:— 15,006 (Tobacco Leaf). For smoking and chewing tobacco. Registered April 14, 1898, by Gilmour Bros. Co., Owens- boro, Ky. Transferred to the Axton Fisher Tobacco Co., Louis- ville,' Ky., by John Gilmour, successor to Gilmour Bros. Co., January 7, 1919. ^ . ... MIRAGE:— 32,590 (Trade-Mark Record). For cigars, cigarettes and tobacco. Registered February 13, 1907, by Petre, Schmidt & Bergmann, Philadelphia, Pa. Transferred to John Schwartz & Sons, Poughkeepsie, N. Y., January 15, 1919. , . LITTLE GEORGE:— 12,568 (Tobacco World). For cigars. Regis- tered June 13, 1899, by George M. Haltsman, Harnsburg, Pa. Transferred to Smith-Reimers Corp., Davenport, la., and re- transferred to Peter N. Jacobsen, Davenport, la., September 20, 1918. RE-REGISTRATION OF ABANDONED OR UNUSED TRADE-MARKS Notice is hereby given that an application has been filed with us for the registration of the following trade-marks and that same will be registered unless we shall be advised of the existence of any valid prior rights thereto by written notice setting forth specifically the basis of such claim on or before the registration dates set opposite the trade-marks: LINGER LONGER— January 23. 1919. VERMILLION CLUB— January 30, 1919. ROULETTE— January 30. 1919. SILCO— January 30, 1919. The "New York American*' says: "It may be sentiment or it mav be that the tobacco is better, but it is a fact that American brands have displaced those of foreign manufacturers in the affections of milhons of cigarette smokers. Therefore, even after the army returns to America the demand for American ciga- rettes will proceed in Europe.*^ Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE f INDORSED BY ALL SMOKERS, and ar« tke MOST EFFECTIVE Advertising Medium Knowo Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS.. ... - IT, S. A, The Tobacco World Established 1881 Volume 39 February 15, 1919 No. 3 TOBACCO WORLD CORPORATION ruhlishcra Hobart Bishop IJankina, President H. H. Pakradooni. Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mail matter. December 22. 1909. at the Post Office, Philadelphia, Pa., under the Act of March 3. 1879. PRICE: United States. Cuba and Philippine Islands, $2.00 a vear. Canadian and foreign, $3.50. BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City »««^ 'W' ■■ W..i.>i^— Mil MB,. I GARRETT H. SMITH, ^.^..•^^..<;S,»tr i CONPANIA LITOGRAFICA DE LA HABANA ; Finest Imported Cigar Bands and I ckbels. Also GUMLE15S Band* j NEW YORK OFFICE (Phone. Stuyvesant 74761 50 Union Square J^9 m ■■»■ ■<» ■■ ■■ ■■- ■>■■ ■■—«■_ CIGAR BOX LABELS BANDS AND ADVERTISING Hf.. -H«— «•••« IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City ■ -^IMI^— n.|» OSCAR PASBACM,Pre U. A VOICE.Sccv. 8 GeNL. Manager IXX. -LITHOGRAPHING CO.inc R,T IlTIHI©©ll,^PKlIim! .^■=i_i» 25"^" St.Cor. of ll-l-^AvE. NEW YORK CIGAR LABELS -CIGAR BANDS MANUFACTUPER OF ALL KINDS OF ^rBOK STftKBT, LOUX8 O. CAVA, Mffr. A BARGAIN IN CIGAR LABELS AND BANDS. On account of (he prevailin*; \\'v^\\ oosi and scarcity of material, labor, etc.. we have decided to close out and discontinue a large luiiuber of attractive stock labels with title an;n rijjhts. We are also closing out at exceptionally low prices the entire line of stock labels formerly made by Krueger (S: I'raun, of which firm wi' are the successors. We still ha\e a (|uantity of attractive stock cigar bands, which we will also close out at prices far l)clow the present cost of pro- ducing such banils. Write for samples and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. HEYffooD. Strasser&Voigt LITHO.CO / \ ■ 26^ STREET 8e 9- AVENUE, NEW YORK MANUFACTURERS OF Cigar Box Labels Bands AND THINNINGS WESTERN OFFICE 30 N. La Salle St., Chicago. III. CANADIAN REPRESENTATIVES B. B. B. Co.. Montreal, Canada PHILADELPHIA OFFICE 914 Drexel Building SELLING REPRESENTATIVES ADOLPH FRANKAU & CO.. 129 Fifth Avenue, New York City fRREGULAR PAGINATION i.lBRARV RtCEiVtD TO THOSE WHO REALLY APPRECIATE: Among the millions ot men who smoke cigar?, there are probably only a few hundred thousand who really appreciate a very choice cigar. Van Dyck is produced for these several hundred thousand. One by one, these smokers are finding that here is a cigar in which is combined unusual skill in leaf selection and unusual skill in rolling that leaf into a very choice cigar. Have you seen the four select si^es? General Cigar Co.. •>^--- 119 West 40-^" Street, New York cnoice Dyck CIGAR- STAPLES 'A SELECT SIZE VOLUME 39 Miu »> iiepartment of Aj"'« '"<>'* '"" tttn Ihr Mitrt o/ tuprnnt fipt iialut fo' mort than 50 yton It it nol oi/l/ on fvrry H'ell'nglon.hul aho on othtt tiprt ihal u» makt of turry tlylr , ji.v onrf S'adt Crodf for fTodt. fiftt /«' *""'. Ihrrriy nnktllrt ptpi madtthanaH' D C Ihc well calchrs all moisture and tobacco crumb$. keeps them away from the mouth, and puts a stop to bubbling and whrezmg. Tlie pure, cool, dry smoke comes up out ol the top openmg m the bit — auay from the tongue. The genuine French briar that goes into every Wellington Pipe i. seasoned l-y our uwn special process so as to break-in sweet and mellow. It ^f. guaranteed agamst crack- ing or burning through. Make a list of the men you like a whole lot. Give each one of them a Weilmgton Pipe for Chnstmas it will make them downright happy. All good dealers sell Vl'ellington pipes m m«ny shapes and sizes at 75 cents and up. WM. DEMUTH & CO., New York World'f Largett Pipe Manufacturert Look over your stock of W. D. C. Pipes. Then make up your order with increased sahs in view. We will gladly send you further information on request. Wm. DEMUTH 8t CO.. new vork WORLDS LARGEST fvlAKERS OF FINE PIPES ■» «« • made: in bond FINE HABANA CIGARS h xcellence of Quality and Workmanship Are Combined In Charles the Gheat A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA ■ ■■ ■■ ■|l I ■■ i La Flor de Portuondo Established 1869 GENUINE Cuban Hand-Made CIGARS The Juan F. Portuondo Cigar Mfg. Co. PHILADELPHIA M H W M M M M ■■ ■■ I — 1 "*■ ■■ ■■ I l|l Say You Saw It in The Tobacco World TO TADEMA Clear HaVana Cigars lOc and upwards HAVANA C1GAR8 Ar^liellesp Lopez 6 Bro. MAKERS OENEHALOinCE FACTORY WARBHOLSB aaa pearl STOEirr tahpa iealtad tas NEW YOBK nORIDA HAVANA ''Above AW SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Peuna. For Gentlemen of Good Taste San Felice 7C Cigars The Deisel-Wemmer Co., UMA,a — — » vra ^^-^ \ K c>^^^. ANYRETAILEI ^S^'J m'um'i^iu . 1 B 5. a s-j^ MURIEL— and the Retailer's Profit With, a vuatity that vt»at, th, consumer, ^th a P»»~J°"''' '^"JjPT^ w one of my o«« o«u. " ^ Neither QuaHty nor Advertising can make a lasting success of a cigar if the Retailer's legitimate Profit is ignored. Every step in the wonderful development of Muriel -every new size, every new selling idea-cpnsiders first the Retailer's Friendly attitude. 'Quality' -"Popularity"-"Profit" is Muriel's slogan to the Retailer. Retailers desiring to make purchase of "The most talked-about cigar in the U S A.'- wm be gladty given name and address of our nearest distributor upon request. ^ ^ORILLARD & COMPANY, inc. 119 West 40th Street New York f5S5 ' J .s -3^" V5 '^ ^^^^^\l Iwu^^f^fl :ih^mfuffig(_ ^% Say You Saw It in The Tobacco World Cuban Tobacco We are in a position to render ser- vice to tobacco importers. We know the trade in the States, and are fam- iliar with the leaf tobacco and cigar markets of the Island. We are affiliated with the Mer- cantile Bank of the Americas, and negotiations in the United States may be conducted through their offices at 44 Pine Street, New York. Buyers visiting Havana will find our offices at their disposal and our officials glad to lend them assistance. We conduct a general banking business. Banco Mercantil Americano de Cuba Temporary Offices: ANAGURA 23, HAVANA, Post Office Box 1329 Paid Up Capital and Surplus $2,500,000 Statement sent upon request BELGIAN AGENCY WANTED Gaf la Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade CroWn Wrappers We also sell the new ** Combination*' Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. 1R< An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, "^^ Tobacco World. EL TROVADOR CIGAR MADE IN HAVANA A HUh Grade Imp«rted CUar made of the fiaett Vaelta Abjaa Tobacco frowa ob the blaad of Cnba CHARLES LANDAU & CO. 93 SAN RAFAEL STREET 45 WALL STREET HAVANA. CUBA NEW YORK >; ^A^ Volume 39 i. '->. I OFWEN THAI S. lOF.WFNTH M H. ImFWFNTHAI S. Loewenthal & Sons luporters of Havana and Packers of I ^— wH»w m HARRY BLUM Manufacturer of NTHE NEW ^ JV ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City ^■^— M ■■ ■■ M ■■ ■« ■» ■■ ■■ M ■■ »■ n.^— I »1 |«— ^«. I»^— Id— .«A The Maintenance of an Inflexible Quality Standard in CRESSNAN'S ^ 1 AI^ is reflected in the unvarying increase in consumer demand. Good judgment favors stocking — displacing — recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA THE TOBACCO WORLD Number 4 Eatablished 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, February 15, 1919 Foreign $3.50 United States Cigar Manufacturers Should Have First Opportunity To Serve Navy THE first performance of "Passing the Buck" was given in tne (jarden of Itlden. (See Book of Genesis, 1. liap. Ill, Verses 9-14.) in our January 15th issue we called the attention of the trade and our Government officials to the prac- tice of the Navy of buying their annual supplies of cigars in Cuba. The C^ommissioner of Internal Revenue informs us that ho has no interest in it. W hen war was declared the Navy was unable to get its supplies of cigars from ( uba, and the United States manufacturers were called upon to sacrifice some of their regular customers and meet the need, which they did. At that time the Revenue Department ruled, if we are correctly informed, that cigars sold to the Navy must pay the full revenue tax, as it was lield that a Government vessel, whether in a home port, on the high seas or in foreign territorial waters, was Tnitod States territory unless^ the goods were actually taken off the ship in a foreign country for delivery at a land base. But Cuban cigars are permitted to be stocked on United States war vessels free of customs duties and free of internal revenue tax, in almost un- limited quantities. Where is the difference? The Secretary of the Treasury has quoted us Sec- tion 3005 R. S., as amended by the Act of May LM, 1900, to the effect that cigars and other articles pur- chased in a foreign port by American naval vessels or merchant vessels are not subject to duty in the United States unless landed therefrom otherwise than for transshipment or transportation to a foreign port. Since Tampa and Key West manufacturers make cigars from the same types of tobacco as do the Cuban manufacturers, it seems hardly fair to make a rule that gives Cuba all the advantage of the good-wdl, ]»restige and advertising that accrues to brands sold in the Navy while our own manufacturers, represent- ing the second heaviest taxed industrv in the countrv, cannot compete because no concessions are made to fhom to enable them to do so on a price basis. Why not further amend Section 3005 R. S, and allow m'anufacturers who supplv the Army, Na\T and ^^arino C^orps a drawback on all the imported tobaccos nsed and remit the internal revenue tax? Wlien the Xavv had a personnel of less than 09,000 officers an 1 men' the opportunities were far different from what they are now with plans for a standing strength of more than 200,000. And bear in mind that in June, 1918, the Navy, with its reserves, passed the 450,000 mark. The Secretary of the Navy calls it "unnecessary and unwise ' ' for the officers and men to purchase large supplies of cigars in the United States to last them throughout the winter while in Cuban waters. Why is it any more "unnecessary and unwise" to purchase them in the United States than to purchase them in Cuba to last them through the summer and fall when in United States waters? The Secretary of the Navy reminds us that the officers and men can get choicer cigars and at very lo prices in Cuba. They certainly do, because the Cuban Government collects no internal revenue tax on the cigars sold to our Navy, and our own Government col- lects no customs duty or internal revenue tax. Tampa manufacturers of clear Havana cigars, such as Salvador Rodriguez, Sanchez y Haya, F. Lozano, Pendas & Alvarez, San Martin y Leon and E. H. Gato, in Key West," will hardly concede that Cuban manufacturers buy any choicer tobaccos than they do, or will they admit that Cuba makes better cigars on the average. If a drawback were allowed on the tobaccos, and the internal revenue remitted to these manufacturers, the Navv could buy clear Havana cigars in the United States as cheap as m Cuba. The cigars could be loaded at Jacksonville or Kev W^est without great difficulty. Whv should not these Tampa and Key West manufac- turers have an opportunity to prove their case? It is intimated that the officers and men of the Navy want Cuban cigars. Let us point out that prior to the war the Navy personnel was less than 69,000 officers and men. During the war, when its strengtli grew to 450,000, no cigars were brought from Cuba be- cause the ships did not go there. It is certainly not exaggerating to say that 70 per cent, of the enlisted men of the ])resent Nav>^ have never had any Cuban cigars in their messes to date, and it is safe to say tluit onlv a verv small percentage of the enlisted men ever smoked imported TTavanas before thev .ioinod the Navy. So that the actual demand for Cuban cigars must come from a small minority of the service. 6 THE TOBACCO WORLD THE TOBACCO WORLD •niniiiiiiiiiiiiii'''''''''''''''''''''''''''''''''''''''''''''''" Under present conditions only those ships that go to Cuba can get these cigars. The Treasury Depart- ment has ruled against the transfer of these cigars from one ship to another. Officers and men on ships not destined for Cuba or not put in service until summer, will get their taste of Cuban cigars from some vessel that has come up from Guantanamo and docked alongside. Then when the wind is right the stay-at-home will find out what she missed. The whole proposition is nothing more than a privUego, and charity of this kind out to begin at home. And it is not even a fair proposition because all of the Navy ships cannot get Cuban cigars for their messes. Necessity put a stop to the practice during the war and it ought never to begin again. Some of our correspondence implies that the clear Havana cigar is the choice of the Navy and that they are entitled to it. All right, then, make it possible for the clear Havana cigar manufacturers of this country to supply these goods on the same basis as Cuba now supplies them. If the cigars are bought in Cuba for the sake of getting clear Havana cigars then it is straight up to the Tampa and Key West manufacturers to prove the quality of their goods and to demand a chance to meet this competition on a fair basis. In regard to the matter of quality and price, it is common knowledge in New York that some time ago up- wards of 300,000 Cuban cigars were shipped through New York in bond, for the A. E. F. The price of these goods are said to have ranged from $47 to about $54 peif 1000. They were said to be scrap-filled cigars (certainly they were not long-filler Londres) . There could hardly be any quality argument about such a purchase as this. The A. E. F. could have bought cigars here in Phila- delphia guaranteed to be filled with full Havana scraps, and they would not have paid as much for them either. The best cigars of any type or size are made in the United States and there is no valid reason why ar- rangements should not be made so that United States manufacturers can supply the Army and Navy with any cigar that they want, at a price that the enlisted men can afford to pay. And this can be done if the Government will grant its own manufacturers the same privileges that are now extended to the purchase of cigars in Cuba. The discontinuance of the present practice will improve the business of the importers of cigars m this country, benefit the foreign factory representatives here, and strengthen the Cuban factories with the United States importers. All vessels of the Navy will be able to get whatever kind of cigars they desire- clear Havana, seed Havana, shadegrown Porto Eican or Manilas, and United States cigar manufacturers will receive an opportunity to prove that they can de- liver "choice" cigars of any type, and please the taste of the most discriminating smoker. The time to work for such a proposition as outlined is noiv. If 100,000 out of 200,000 men in the Navy smoke cigars a consumption of 400,000 to 500,000 cigars a day would net enough orders to give a number of factories all they want to think about. Unless some more valid reasons can be given than have been presented thus far, there is no good cause why home industries should not be patronized. And it is up to the industry to do its part to see that the regu- lations are adjusted so that it can get United States cigars to the United States Army and Navy. Hon. J. Hampton Moore Questions Navy's Proposed Cigar Purchases In Cuba Washington, D. C. BY bringing up on the floor of the House the fact that the Navy Department is about to purchase a large quantity of cigars in Cuba, Representative ,]. Hampton Moore, of Pennsylvania, attempted to se- cure from his colleagues an expression of opinion as to the propriety of such purchases during the recent de- bate on the Navy Department appropriation bill. An appropriation of $16,825,000 is carried in the bill for supplies to be purchased by the Bureau of Supplies and Accounts, Na^T Department. *'This paragraph covers purchases of various kinds at home and abroad,'^ said Congressman Moore. **I have had some com])laints about an apparent preference in the ymrchase of cigars and tobacco in foreign countries. **In previous Congresses, before the war, the wis- dom of making purchases in foreign countries was dis- cussed upon the floor, and 1 think after the gentleman (C'Ongressman Padgett) became chairman of the com- mittee he succeeded in defeating one or two amend- ments limiting the purchases to goods produced in the United States. If my memory is not at fault, that is a fact. However, we arc now still at war, legislatively speaking, and it might not be well to offer an amend- ment limiting the purchases, even though the amount should be as much as sixteen or seventeen million dol- lars. ' ' The House took up the question of embargoes in this connection and other members managed to side- track Mr. Moore's attempt to get action upon his ques- tion as to the purchase of cigars. C. L. L. Washington, D. C. POINTING to the fact that twenty-five years ago the prohibitionist was laughed at as an indication of the fact that *'you never can tell," a recent editorial in the Washington "Post" warns the people not to take too lightly the anti-cigarette campaign which is now being inaugurated simultaneously in a number of sections. "As a logical result of the success of national prohibition," declares the article, "there is now a movement under way to abolish cigarette smoking. A call recently issued by an educator of Syracuse, N. Y., for a meeting to give impetus to the movement made the prediction that within two years a constitutional amendment would be adopted placing the ban upon cigarettes. Anti-cigarette leagues have been formed ill several States, among them Ohio, and the number is growing. ' ' The campaign to amend the Federal Constitution so that the manufacture and sale of cigarettes will be abolished may be looked upon rather as a joke, and yet it should be recalled that twenty-five years ago the man who had the temerity to predict that in 1919 the manufacture and sale of intoxicating liquor would be abolished would have been marked down as a dreamer. True, the prohibition movement was well under way a quarter of a century ago, but then it was considered a State and community issue, with the fight generally centering upon local option, and he was, in- deed, a hopeless reformer who prophesied national prohibition within a generation. "Consequently it will not do to laugh at the anti- cigarette movement, for no man can tell what may come of it. Perhaps all forms of tobacco may be included; and there is the woman vote to be reckoned with. This menace, however, might be offset by including face powder upon the prohibited list. "We have been told that the world has been made safe for democracy. So it seems, but it likewise has been made mighty uncertain. Who can devine what is coming next?" 0. L. L. Methodist Church Not To Fight Tobacco THH Methodist Church will not undertake any anti- tobacco campaign, and any rumors to the effect that it will do so are the result of liquor propaganda, according to Dr. Clarence True Wilson, general sec- retary of the board of temperance, prohibition and pub- lic morals. In a statement to the effect that the church will not enter upon any such drive. Dr. Wilson character- ized as "the limit of hypocrisy" the "desperate ef- I'ort of the outlawed liquor traffic to make credulous people believe that victorious prohibitionists will now (Icniand a constitutional amendment against tobacco. not to mention dancing and failure to attend Wednes- day evening prayer meeting." "There is not now and never will be any move- ment to secure the prohibition of tobacco, except per- haps its sale to minors, a proposal to which most smokers would readily agree," said Dr. Wilson. "How- ever, the tobacco men should take warning that mtiiiy millions of people have warmly resented the forcing of cigarettes on those of our soldiers who were not previously accustomed to them, and that they have resented with indignation the placarding of the coun- try with giant signs saying that 'cigarettes won the war,' and similar advertising methods." W. J. Davis Rejoins His Firm Washington, D. C. WILLIS J. DAVIS, who for the past ten years has been engaged in work at the Capitol, is returning to Atlanta, Ga., to take up his duties as a member of the firm of Swint, Davis Leaf Tobacco Com- T'anv. Mr. Davis has for many years been clerk to tlic'c^ommittee on Interstate and Foreign Commerce, and as such has had a great deal to do with pending price maintenance legislation, in which the tobacco in- terests of the country are active, and in railroad legis- lation. Thomas W. Davis, a younger brother, also a member of the firm, rejoined the business on January 1, after having been in the army since the declaration of war. He had joined the first 'officers' training camp and emerged a lieutenant. He spent nine months in France as an observer in the flying corps. C. D. Swint, the senior member of the concern, has been in active charge of the business since the beginning of the war. The firm deals in Georgia and Floridji Sumatra to- baccos and is located at 4 Garnett Street, Atlanta, Ga. THE TOBACCO WORLD THE TOBACCO WORLD 9 Ziiim iiiiiiiiiiiiiiiiinii imiiiHimi iiniiiiiiimiiiiiiiiiiimu """" ...................■...■».»■■■»■■'»""" '■"' '"""" ' ...■■n...H"..»''i"»'""" .■■■iiiiiiiiiiiimn"""" ' Hiiiiiiiitiiiiiiitiiiiii Ml im iiiiiiiiiiiii miiiiiiiiiiiiiiiiiiiiii h , iimiunn m „„ iiiiiiii.i.iiiimiiii, .i.i.i..iiiiiiiiiii.iiiiiiiiiiiiiiiiiiiiiiiiiiiii.i.ii..iii THE first big shipment of Maryland tobacco to leave this section for overseas since the beginning of the war is now on its way to Nantes, France, aboard the French bark "Wulfran Puget," which cleared from Baltimore a few days ago, according to a report just received from that city. For a number of months past, declared the report, there had been a congestion of tobacco in Baltimore, and owing to a State regulation the baywise steamers have had an embargo placed upon them which pre- vented a number of vessels from bringing any tobacco to the city consigned by growers along the routes of the waterways of the bay and its tributaries. For a long time this embargo was effective and then was lifted, and each boat was allowed to bring fifty hogs- heads on each trip. The cargo of the "Wulfran Puget '^ consisted ot 1900 hogsheads of tobacco, of which 1300 were Mary- land gro\vn. The majority of the tobacco which arrives at Baltimore on the bay steamers comes from the Potomac and Patuxent river routes. During the last two seasons it has been of the highest and finest grades, and owing to the war and the inability to send it over- seas, there has been no French buyers in the market. During the season, when the shipments were at their height, every steamer from the tobacco country, as well as a number of sailing vessels, reaxjhed Balti- more heavily laden with tobacco. It was a matter of but a few days before the State tobacco warehouses were congested and many hundreds of hogsheads were stored under the open side sheds on the exterior of the structure. According to present indications, the crop which will be shipped into the Baltimore market during the oncoming receiving season will be larger than any that has heretofore been received, due to the fact that the prices held up last year at the time the farmers were planting their crops, and there was every possible op- portunity for them to put into the ground any number of plants. . If the French market opens, as there is every indi- cation it should, the Maryland farmers stand to reap a harvest for their tobacco, and at the same time get their monev back on the wheat which had to be planted in order to grow feed for the stock working the land. C Ij. l. Tobacco War In Holland HOLLAND, it appears, is to have a Tobacco War, and is to boycott many of the cheaper brands of . cigarettes manufactured by Anglo-American firms. AH the Dutch manufacturers of tobacco, cigars, cigarettes, and all the wholesale and retail dealers, with the excep- tion of one Amsterdam concern, are expected to join the contemplated boycott. They have already formed an executive committee, and agreements, by which the signatories will bind themselves not to sell Anglo- \merican products, have already been sent out. The reason for the boycott is a report that the tra^le intends It) invade the Dutch market, and supply cigarettes, etc.. at prices which make it impossil^le for the Dutch firms to compete. Among the tobaccos, too, pipe smokers will have to find substitutes for those which until war conditions recently interfered with supplies were so popular in this country. To encourage the shopkeepers they are promised by the Dutch firms an average profit of 30 per cent, on the sale prices of Dutch cigarettes, for it is mainly in the sale of cigarettes, of which Hol- land consumes enormous quantities, that the threatened competition was most feared. The outcome of the affair will be interesting.— From the ** Cigar and Tobacco World,'' London, England. Cigarettes For Germany, But- Washington, D. C. Practically the first American goods to be exported to Gernianv since the beginning of the war m ^^}[-- and r)robab"ly for some time before that date— consisted of cigarettes, according to information from the ^\ar Department. , , i i. i Tobacco dealers, however, should not become un- duly excited over the prospects of an early and profit- able trade with our late enemies, since the cigarettes in question, consisting of some ninety million, were designed for the use of the American Army of Occu- pation, and were sent to Coblenz, one of the head- quarters of our troops, via Rotterdam. The Finishing Touches In Selling By Frank Farrington (AH Rights Reserved) THE finishing touch of salesmanship, the final word or action in closing up the same with the customer, lias a good deal to do with the impression a man carries away from the store. A sale is not a sale until the last detail is completed, and the final touch is often what converts a mere looker into an actual purchaser. The difficulty is not in finding people who will talk as if they wanted to make important purchases, but in getting their hands into their pocket-books. It requires some tact to get the prospective buyer of a box of fine cigars to be used as a present for a friend to say ''I'll take those," and to come across with the money. As long as there is hesitation, there is a chance that the sale will fall through, and even when the sale seems to be certain, until you have the money or orders to charge the purchase, there is un- certainty. There should be no doubt left when the customer goes out, apparently having expected that you will send the cigars to some address for him. Don't be afraid of putting it up to the buyer in so many words just be- cause you think you may offend him or scare him out of ordering. It is better to lose an order you thought yourself sure of than to think you have one when you haven 't. And when a customer orders something for future delivery or when he asks you to send for something for him, there should be no loophole of doubt left. Have tlie details of the transaction fully understood, if you have to take a chance of losing the sale in order to get the matter down to brass tacks. Don't hem and haw about it. Find out just what is meant. It is not excessive talking that closes up a sale and l)uts on the finishing touches. Few goods are any longer sold by sheer weight of talk. The salesman who makes the most and the best sales is he who not only knows when to speak and what to say, but also when to keep still and what not to say. He knows when to uive the customer a chance to talk and the arguments a chance to sink in. The old-fashioned, talk-his-arm-off, book-agent style of salesmanship has gone entirely out of fashion. You can no longer back a man up into a corner and compel him to buy just what you want to sell. Any bulldozing or browbeating, or what used to be called "Baxter Street methods," would stamp a man today as a cheap, claptrap salesman, and if he strayed into a good cigar store by accident, his first offense would cause him to be bounced. You may be able to compel a man by sheer weight of words to nod his head to wliat you say, but that method will not get him to nod his ])ocket-book. Advertising and other modem influences have favorable, and impressions will be influenced very much by finishing touches. This matter of finishing touch has to do with cus- tomers who do not buy as well as with those who do purchase. It is important to say the right thing to the man who is going out empty handed, because you want him to come back again. If you cannot make a sale, you can at least create a good impression and give a man a final touch that will make him want to come back. It is very unfortunate to let a man go away carry- ing with him an unpleasant impression. To let him think that you are offended or even mind in any degree his having failed to purchase is fatal to the chance of his coming back again. If you say anything that sounds as if you think he does not understand his busi- ness, he will be disgruntled. Speed the parting guest, buyer or non-buyer with a pleasant farewell. You may be able to suggest something about your stock that will send him away with a promise to come back. Such promises are not very valuable, but they do indicate sometimes a good feeling toward you — un- less the promise is made only as an excuse to let the man get away Avithout buying. You can always get another chance to sell the man you have treated well and have not bored when he did not care to purchase. You can expect men to come in again and again, while being regular patrons of some other store, as long as you treat them in a way that pleases them and as long as you do not insist upon their buying. Make a man feel welcome just as a visitor and some day he will become a customer. Of course this is not to be construed to uphold the encour- agement of loafing. The courtesy that goes with good salesmanship, the tactful closing up of sales, should not end as soon as you have the customer's money. Don't act as if you were merelv after the monev and as soon as you have that you are no longer interested in the buyer. Of course you have other customers waiting and you can- not spend time visiting, but you can avoid any tendency to giving such an air of finality to handing a man his change that he will intuitively feel that he has been dismissed. If a customer waits a while after you are through with him, it pleases him to have you give him a good- bye word or nod when he does leave, even if you are busy at the time. He enjoys feeling that his coming and going are noted. It makes him feel as if you re- garded him as one of your patrons. A man may not be one of your regular customers and yet he will like to be made to feel that you regard him as one. He looks upon it as a sort of compliment. Finishing touches may not have much to do witli developing the sales of today, but they have a good deal to do with the business of tomorrow, and it is good salesmanship to give some attention to this little phase of customer handling. ■;<>■•■ 10 THE TOBACCO WORLD THE TOBACCO WORLD U iiiiniiiiiiiiiMiiiiiiii imiii imii"" iiMiiimimimnn" mi ....mn ■■■""" ' """ ■""""""""■" Washington, D. C. THE market for leaf tobacco in the Far East is prac- tically centered in C^hina, according to officials ot the bureau of foreign and domestic conamerce ot the Department of Commerce, who state that, conung at a time when opium is being stamped out, efforts to popu- larize American tobacco and tobacco products are meet- ing with great success. i t:. tt f The largest tobacco company m the l^ar J^ast, which operates extensively in China, maintains one of he most complete organizations for dis pbu ion of its products found in the Orient. In addition to a large amount of advertising, both by sign boards and through the newspapers, this company employs unique western methods of pushing its goods in the interior cities and toxvns of China. As an introductory method, particu- larly for cigarettes, for which by far the largest de- mand exists, it is customary to hire a band and dis- tribute samples broadcast, while the procession, with banners advertising the product, passes through the main street of the town. Coming at a time when opium smoking is being greatly reduced, these efforts meet with instantaneous and huge success, and the importa- tion of cigarettes into China has increased from about $2,600,000 in 1915 to about $31,930,000 in 1917. The market for other varieties of tobacco such as those used in cigar making is largely confined to the firms catering to the foreigners in the treaty ports. The production of tobacco in Japan amounts to about 100,000,000 pounds annually and is manufactured and traded as a government monopoly. During the war Japan's imports of leaf tobacco from the United States decreased from 2,000,000 in 1913 to a third of that amount in 1917, due to increased production ot leat tobacco in Japan, which also caused the exports to increase from 500,000 pounds in 1913 to 10,000,000 pounds in 1917, a considerable quantity of which was sent to the United States. The shortage of leaf tobacco for Turkish cigarettes led American manufacturers to import the Japanese article to blend with other leaf. ^ C. L. L. New Tobacco Crop Of Greece Reported To Be Good ^nXER-LEAF tobacco ^^^^^^^^J^J^^ ^ ^ ^l:^:^Z^:^,l^^^^ r article of export from N«^,»f,ff ' "^^i^^! bCg bett^er^°han that of last year. cuased by Auiencan hrms a one ni ^ '' Between 40 and The foregoing refers, of course, solely to tobaccos valued at "Pl^^^^^fi cr^S TSt^^^^^^^ per cent. grown in Macedonia west of the Struma. The cessation .0 per cent, ot the whole cio^^^^^^ of hostilities and the liberation of the productive ot the best g'^'l\^; JJ,„^„°i"f ^^,7 ^ 'closed this ,ogions of eastern Greek Macedonia, until recently oc- It eastern Macedonia hati I enidin s Bulgars, have introduced a new factor >T«\ifT°e;noundrwS uTdtlt'dly hatTst^n ,7 liJ estimates, Increasing them by 6,50^00 okes l£ Sr of lioT;roductTon 30 to ^^ drachmas per oke (18,330,000 pounds), so that the yield should be figure.l Vi'-O-ito^-'SOperpound). By the opening of Cavalht as follows: it'Scw in^reas^e was avoided, and the price will prob- Pounds • bh bT '' to 3 drachmas per oke ($0.1 36 to $0,205 per f^ ^^ ,9^ g ;„ p^gtern Macedonia, left there pound) less than that of 1917. Gradually prices will j„ consequence of the Bulgar invasion. . 4,230,000 fall and in two or three years they will be again ^rop of 1017 in eastern Macedonia 7,0.^0,00 laii, <»"^ " „ ;„ ,..ay the Bul- i,.gci.,p-a condition due to the gencM-almobdz.,tion- J^ "^ -" ^^ ,,^, „,^ ,^,,,,^ ,„„prising aboul the total yield has been approximately 3,000,000 okes ars n (8,460.000 pounds), which is roughly equal to the 191 1 1,(niu.uuu oKth » , , 1 ■■ M ■■ l^ J TRADE NOTES AND NOTICES l» -«■ ■■ M ■■ ■■ E. C. MoCullough & Company are acting as selling agents in the Philippine islands lor iieywood, Strasser and Voigt Lithographic Company, witn headquarters at Manila, P. I. The steamer "Shingo Maru" recently arrived at San Francisco with some large shipments of Manila cigars, including about 1,200,000 '' Alhambras" for the M. A. Uunst branch. Antonio Roig and Langsdorf have purchased the four-story factory building at the corner of Montgom- ery Avenue and Mervine Street, Philadelphia. The property has a frontage of 73 feet on Montgomery xlvenue and a depth of 150 feet. It was held for sale at $45,000. George L. Storm, vice-president of the Tobacco Products Corporation, has been elected a director and vice-president of the Bank of the United States, and J. L. Hoffman, also a vice-president of the Tobacco Products Company, and Stephen Stephano, of Stephano Brothers, have also been made directors. The annual convention of the Western Association of Retail Cigar Dealers has generally been held in the month of February. Owing to the epidemic of influenza which has prevailed throughout the country for several months, and the effects of which are still in evidence, the officers of the association have decided to postpone the convention until later in the year. The Great Lakes Cigar Company has been organ- ized in Detroit with a capital stock of $50,000.^ The company has leased a factory building at 1217-1219 Chene Street. Among the directors are Herbert Weil, formerly of the 'San Telmo Cigar (^ompany ; Eli Wald- bott, recently with the IMazer Cigar Company; Fred Rosenfeld and Arthur C. Rosenfeld. The United Cigar Stores Company set a mark of $50,000,000 for the year 1918, and the total business for the year amounted to $51,973,522. The percentage of increase for 1918, based on an increase of $9,085,415 over the total for 1917, was 21.16, which exceeds the increase so computed, credited to any year in the history of the company. The board of directors of the company have set sixtv millions as the goal for 1919. As an inspiration to the selling force a plan has boon made which pro- vides for a distribution of $75,000, based on sales of merchandise in their stores, and an additional $()000 for sales made at their soda fountains. Hodgenville, Ky., is to have another tobacco ware- house to be known as the Farmers' Tobacco Ware- house Company. The Bucher & Bucher Cigar Manufacturing Com- pany, of Dayton, 0., has increased its capital stock from $35,000* to $75,000. The Rippenbein-Subert Company, cigar manufac- turers, has been incorporated in' New York City with a capital stock of $20,000, by A. P. Rippenbein, J. Rip- penbein and M. Subert. At a recent meeting of the California Tobacco Growers' Association at San Francisco, A. Setrakian was given the exclusive right to sell the 1918 tobacco crop of forty-five growers. Representative McLeod, on January 30, introduced a bill in the Nebraska legislature to legalize, regulate and license the sale of cigarettes and cigarette ma- terial, under liberal provisions. Advices just received from Mexico City report that President Carranza has authorized a number of changes in the tariff. The export duty on crude to- bacco has been reduced one-half, being now 4.G0 cents per pound instead of 9.20. J. A. Voice has returned from a business trip to Tampa and Key West, having made arrangements whereby A. A. Martinez, formerly president of the J. M. Martinez Company, of Tampa, Fla., will repre- sent the Pasbach- Voice Lithographic Company exclu- sively in Florida. The York ( Pa. ) " Gazette ' ' says : ' ' Tobacco buyers in York County are becoming quite active, though a general movement has not yet developed. Albert Leh- man, leaf representative of Otto F^isenlohr & Bro., Inc., has purchased several of the large crops through the Smyser and Druck valleys. Several crops have been received at their local warehouses.'' Thirty-two thousand dollars will be expended by the Department of Agriculture during the fiscal year of 1920 in the investigation and improvement of tobacco and the methods of tobacco production and handling, under the terms of a provision included in the appro- priation bill for that department, which is now before Congress. The sum of $85,400 is to be used for investiga- tions of insects affecting tobacco and other southern field crops, and the cigarette beetle and Argentine ant. 12 THE TOBACCO WORLD iiiimmiiiiiiiii imiiii i iiimmiiiii i ■■■" iiiiiiiiniimm n" ■ """"■■ "■"'■" miiiiini """" lln I H-^M— ■»— H ■■ III M ■■■ ■■ LEAF MARKET JOTTINGS 11 11 ■■ ■■ ■■ ■■ ■■ M ■■ ■■ ■■ ' M-^'* " " "» lu Lancaster County.— The Kentucky smile has not extended to Lancaster County, Pa. The glooms are out and the tobacco market is demorahzed. Some of the 1918 crop has been sold, and is reported to have been bought by packers in the upper end of the county, in considerable quantities at 10 and 3, while in other sections tine crops were sold at 17 and 5. The average seems to have been from 12 to 15 cents per pound, and there is a persistent rumor that a great deal more has been bought under cover than has been reported. As a rule, however, the growers are asking from 18 to 25 cents a pound and waiting hopefully for some- thing to happen. Not only so, but something happened when the Lancaster County Tobacco Growers' Association met at Lancaster on Febniary 10, and formed a co-operative association. It starts with a capital of $100,000, in- creasing this as the company's business expands, for the organization is to be virtually a company for buy- ing, packing and selling Lancaster County leaf tobacco. The committee which has so far done the work will work out details. The committee consists of John F. Weaver, chairman; J. Aldus Herr, M. G. Brubaker, John H. Shirk, A. E. Lane, John G. Eeist, H. S. Hershey, P. W. Baker, L. F. McAllister, Joseph Weaver, J. Clayton Brubaker, A. S. Rohrer, C. S. Ilabekor and D. *H. Lands. The State Tobacco Growers' Association of Wis- consin w^as formed at Madison on February 1, and a project discussed for sending a representative to Europe to arrange for an export market. Officers elected are : President, J. Asleson, Pleasant Springs ; vice president, Christ Larsen, Rockdale; secretary, John R. McComb, Stoughton; treasurer, L. 0. Lien, Christiana. These form the board of directors. In New England.— On the 1st of February less than twenty per cent, of the largest tobacco crop ever raised in the Connecticut valley had been disposed of and buyers for the large concerns, both affiliated and independent, will not, or declare they will not, pay the prices demanded. To combat a situation which passed beyond their control several w^eks ago, the 'growers have formed and are forming co-operative associations in an effort to move their crop at the most advantageous price pos- sible. This movement has gained greatest ground In Thompsonville, Hazardville, Suffield and Windsor Locks, Conn., the growers in these to^vns having or- ganized and incorporated under the laws of Connecti- cut. T>ike the Wisconsin growers the Connecticut growers are talking about taking their troubles to Congress. In Wisconsin. — The buying of the 1918 tobacco crop is proceeding very slowly; the large operators not making any large purchases so far as reported. Top prices lately paid are quoted at twenty-five cents. IJane County growers are besieging the Federal Trade Commission, through the legislature, to insti- tute an investigation of the buyers, claiming a com- bine. But last smnmer the growers were offered 30 cents per pound and refused to sell; it might have been a growers' combine. When the war ended the price dropped to 17 and 20 cents. The growers paid as high as $8 a day for harvesting, and claim that the crop cost them 22 cents a pound to raise, and there- fore claim that they should receive 30 cents. In Virginia. — The Lynchburg Tobacco Warehouse Company reported sales on February 1, of 251,000 pounds and the Independent Tobacco Warehouse 104,000 pounds. The tobacco brought good prices. One of the top sales was at $29.80 average, with a bunch of dark; wrappers which brought $45, the highest of the season. Other prices were $35, $28, $22 and down to $18. At Danville the floor average was around $41 per hundred. At Farmville close to a million pounds were sold at an average of $21. At South Boston the total sales for January were tw^o million pounds at an average of $39.87. All grades of tobacco have been selling well in Virginia, the common grades holding their owni and the fine grades of wrappers showing a material advance in prices. In Kentucky. — The tobacco growers wear a joy- ous and wide-spreading smile. At Murray, Ky., a load of dark leaf was sold for $30.50. Two mules pulled 5300 pounds of tobacco in one load into Paducah, and it sold for $20, leaf, lugs and trash mixed. At Augusta 4000 pounds of hurley sold for an average of 63 VL' cents per pound. Price records were topped at Lewisville when a hogshead of hurley sold for $80 a hundred. Good leaf brought $24 to $25 with a gen- eral average of $22.50, and lugs $8 to $12. At Hop- kinsville, during the last week in January, 1,359,485 pounds were sold, making the aggregate for the season 5,744,505 pounds. The average price for the week was $19.51 and for the season $17.32. Quotations for the week were: Trash, $11 to $13; common lugs, $13 to $14; medium, $14 to $16; good, $16 to $18; low leaf, $17 to $18; common leaf, $18 to $20; good leaf, $23 to $28 ; fine, $28 to $32. Representatives of buyers in the British markets were in evidence, with apparently ludimited resources to purchase. Quantity seemed to be their object and prices mattered little, if the quality was fair. THE TOBACCO WORLD 13 '"""'" "" "niiiHiHi iimiiH milium iiiiiiiimiimiiiiiiiii i im ,„„ „„„ iimiimninmiiH , ,„„„ i,......m imiimiimiiumiiiHimminiiiitinimiiiiiiiiiiiiiimiimiiiii The Open Season For The Tobacco Industry In Toronto, Canada, the returned soldiers have taken up the question of ''reducing prices on commodi- ties, especially tobacco, and the partial removal of the war taxes.'* In New York, a professor of Syracuse University has started what he hopes will be a nation-wide move- ment to bring smokers to redemption by an amend- ment to the Constitution of the United States. As to the anti-tobacco crusade, it is on. Whether the American man is going to sit tight while his per- sonal liberty is destroyed by a minority of long-haired male and short-haired female cranks, is a question that the future w^ill decide. In Boston, Charles N. Bentley, master of the Roger AValcott School, speaking before the W. C. T. U., pleaded for a revival of the anti-cigarette leagues in the public schools. ''To create an atmosphere hostile to smoking among the young.'* Washington, D. C. — The "Times'* says ninety-five per cent, of the American soldiers overseas either smoke or chew. Their smoking is on the increase since the armistice, and the average monthly purchases run 425,000,000 cigarettes and 20,000,000 cigars. Those de- siring more can get it at the canteens. In West Virginia, the Bluefield "Telegraph" said: "With a certain class of half-baked reformers it has been usual to couple tobacco and booze, but such per- sons have no influence over either the morals or the manners of the people. Tobacco is beneficial, it is a solace and a consolation, and it is conceded by those who are best qualified to speak that it contributes to the sobriety of the nation. The use of tobacco never yet cost any man his fortune — or his job, nor did its use ever awaken the impulse to steal or kill. Syracuse, N. Y., February 5. Dr. Franklin Hall, former head of the Anti-Saloon Ueague in Indiana and now organizing secretary of the No-Tobacco League of America, will come here soon to establish a national campaign headquarters of the No-Tobacco League. Prof. F. W. Roman, of the Department of Eco- nomics of Syracuse TTniversity, father of the anti- nicotine crusade, today said: "The League will father a constitutional amendment prohibiting the growing and use of tobacco. "T have received hundreds of letters dailv from people interested in the no-tobncco campaign which wo intend to carrv out," he said. "At first our opponents took the tobacco restriction camnaiim as a dream or o^rtninlv not as a serious possibility, but now they are nwnkoninsr to the fact that wo are earnest and sincere in our aims. "The nnti-nicofino cmsado is not to bo oonsidororl ^\^th lovitv. It will bo prosocutod ri■■«■■«""■■""■■ '" ....■■■■■■■»■■"■""■""""■"""""" ■■ Ml ■■ m CHATS WITH MANUFACTURERS - ^ " " " '* I m m n E>EKY (lay the newspapers are printing something about a proposed anti-tobacco campaign. While professional reformers will find the tobacco industry an entirely different proposition from that ot the liquor business, nevertheless such agitation is harmtul. ihe trade should consider it seriously. . . • ^ v,^ When the writer was a lad the village in which he lived was partly destroyed by the most disastrous fire in its history. An antiquated engme into which water was poured with buckets and pumped by hand on the fire through leather hose, lasted about fifteen minutes. Every citizen had a different idea regarding the check- ing of the fire. Meanwhile barns and houses were soaring skvward. After six cities had contributed moderl engines and equipment the fire was checked The next year private citizens formed a company and installed a big reservoir, a complete \ater system and a modern fire department. The town hasn't had a fire The cigar and tobacco industry cannot afford to wait until the business is in danger of being consumed before it considers means of protection. The time to organize for defense is noiv. Jg JfM TF your daily newspaper printed the identical news litems in the same way in every issue over the period of a month it would be able to count its subscribers, advertisers as well, on one man's fingers and toes. You simply would stop reading the paper because after having read one issue there would be nothing now to interest you. . , , • „i , How many of the advertisers in trade journals ever stop to realize that their advertising strikes the trade paper reader in the very same way? After he has seen it once he has seen it for sometimes as long as a year. n ii Many advertisers take the attitude that all they want is a "card." And they add to the statement bv saying that trade papers can do them no good, etc., but that they feel that they ought to be represented in the trade magazines. About the best and quickest way to prevent your- self from accomplishing something that you, at least secretly, desire to do is to say yourself that it cannot be done. After you have told yourself this your chances are about 100 to 1 that you won't be able to 1 'f Don't forget that vour advertisement (whether you moan it to be or not)' is a part of your sellmg force, a printed salesman of your house and on your pay- roll, representing you. . , i. j -i? ^ You would fire a salesman m short order it you foimd out that ho walked into a prospective cusiomer and said, **T am T. Smith, representmg Back & Forth, of Neargone, Mo. Our brand is *Bela Bolsheviki,' and then turned on his heels and walked out, without offering a selling talk, showing goods or demonstrating in any way that he meant business. Yet all of the trade papers have a score of ad- vertisers whose ads do not even say or do as much as the supposed T. Smith. This is not the fault of the trade paper, but of the advertiser. Every trade paper will see that copy is changed every issue, or frequently, and if necessary will furnish copy from their own offices when the manufacturer has not the time or facilities to do it. The trade papers will do as much for the adver- tiser as he will let them do, but it is unfair to condemn trade papers for lack of service, or results, when the advertiser is the one at fault. Whatever may be said of the characteristics of the average dealer, he gets just as tired of looking at the same ad all the time as any other type of business man. MMM APUBLICATION in the trade seems greatly stirred /Vover the assumed fact that dealers are finding that their stores are stocked chiefly with non-salable brands bought rather because of price than of consumer popu- larity. Our own experience is different. We have found that the dealer in the latter months of the year stocked heavily on popular brands. (In- telligently retailers had found out long before that time that only brands of known quality were a safe invest- ment.) It is surprising to find that hundreds of dealers still think that the new revenue bill will call for a floor tax of only 50 per cent. Some have since learned that the floor tax will be a full 100%. Many dealers are overstocked on popular brands and they are not order- ing except for immediate needs, pending the signing of the new revenue bill. We talked recently with a comparatively small dealer who just prior to Christmas had a stock of Clears valued at more than $15,000. He was amazed when he found out. The latter part of January he had a stock of more than $8000. His normal stock runs between $4000 and $5000. He is not buying a brand that he docs not absolutely have to have. Overstocking dealers is apt to have serious results and manufacturers should have no hesitancy m caution- ing their salesmen about it. If the cigars are duplicat- ing it is important to the manufacturer that the con- sumer gets them in first-class condition, and unless the dealer has humidor facilities, frequent small orders from him are more desirable than a big order at long intervals. One^UnivGrsal ff SavasTwoPayEnv©lop©sEvGryWG©k One Universal Tobacco Stripper and Booking Machine and one operator do the work of three hand-strippers. The look-ahead cigar-manufacturer who has need for 2 or more hand-strippers will install one or more "Universals", which is a dividend paying investment, rather than add more hand-stnppers to his pay-roll. Furthermore, the Universal never "lays off" nor wastes j^ time. It never strikes for higher wages. It cuts out much of the waste of hand work, turns out a better product and increases cigar-maker's output by 35 to 50 cigars a day. The Universal is the mark of a progressive manufacturer, so install it now and watch your daily production grow! About 1000 wide-awake manufacturers strip their wrappers, binders and large size fillers with the Universal. See the Universal demonstrated with your own tobacco. Compare it with the old-fashioned methods of hand-stripping. There's no obliga- tion involved. Write to-day for a demonstration. Catalogue and Price List on request Universal Tobacco Machine Co. 79 Fifth Avenue, New York Factory: 98-104 Murray Street, Newark, N.J. Ifi Say You Saw It in The Tobacco World THE TOBACCO WORLD 17 Lithography Is An Art The best has never been so essential as it is today Quality Style Refinement Originality WE MAKE THESE A STUDY AND A NECES- SARY PART OF ALL OUR PRODUCTIONS (^ompanid Litogrdfica de la tiahana San Jose 23 Habana, Cuba OWNED AND CONTROLLED BY J. M. GARCIA, Presidente Director JUAN GUERRA, Vice-Presidente CELESTINO FERNANDEZ, Vocai-Tesorero AVELINO PEREZ, Vice-Director AGUSTIN GUERRA, Vocal-Conlador Garrett H. Smith, Our United States and Canadian Representative is LOCATED AT 50 Union Square New Yorl^ City Telephone, Stuyvesant 7476 rpLii iitigatiou which has beeu peuding ior several J_ \ cars between the (ieiieral i^igar Company, inc., ana w liiiam M. JSiers in the United fetates District uourt at I'iUs burgh, Pa., was decided in lavor or tne General Li^'ur Lompany, Inc., by Judge Urr on January 28, The General Cigar Company, Inc., as the owner of the "Tom Keene" cigar trade-mark, which it ac- quired with the business of Bondy and Lederer, sued tiie defendant Siers to restrain the infringement of the ''Tom Keene" trade-mark and for an accounting lor profits and damages. The defendant for many years past resided at York, Pa., is now residing at Altoona, Pa., but has had his busiuess relations with cigar factories in the neighborhood of York, Pa., prin- cipally at Dallastown, Pa. According to the defend- ant's story, some seven or eight years ago, he found a factory which was putting out a brand in a small wa5 under the name of "Keen Kutter,^' at his suggestion. Subsequently, and sometime in 1915, he arranged with the Kaufman Cigar Company, of Dallastown, to handle a brand of cigars under the name of ' ' Keen Judge ' * and succeeded in selling 4000 to 5000 cigars under that name. The owner of the Kaufman Cigar Company sold his business to two brothers by the name of Cona- way, of Dallastown, together with the trade name Kauf- man Cigar Company, and the defendant sold a few cigars under the "Keen Judge'' label for the new own- ers. The label that he used was a copyrighted label and he obtained from the lithographer who owned the copy- right an assignment of the copyright and thereafter jircvontod Messrs. Conaway from using that label, al- ihougli they continued to manufacture "Keen Judge" cigars under a different label in a small way. The de- fendant then used the former label, changing the name from "Keen Judge" to "Judge Keen," which was somewhat closer in sound to "Tom Keene" than the former brand, and evidently encouraged by this fact, he suhsequentlv put his cigars out on the market under the name of "Joe Keene." Some of his sales of these cigars took place in the Piffsburgh district of Pennsyl- vania, in w^hich district the "Tom Keene" sales are ospocially large and the two brands very soon camo into conflict and the attention of the General Cigar Com])any was called to this situation by local dealers and retailers, and after some correspondence endeavor- ing to have the defendant withdraw his brand from the market without success, suit was commenced. The case came up for trial on July 2d, last, and was finally argued before Judge Orr at Pittsburgh on July 17, 1918. Judge Orr, in his opinion, states that the acts of the defendant in approaching closer and closer to the plaintiff's trade-mark, coupled with the testi- mony presented that not only dealers but also retailers and consumers ordered plaintiff's cigars under the name of "Keene," lead to the conclusion that the de- fendant was endeavoring to divert part of the plain- tiff's profits in the sale of its "Tom Keene" cigars to the defendant, and gave judgment for the plaintiff for all the relief it asked for in the complaint, namely, an injunction and an accounting for damages and profits; Pending the trial of the case and the decision, several jobbing houses in the neighborhood of Pittsburgh had taken up selling agencies for the defendant's goods. They were notified by plaintiff of the fact that this was an action for an injunction; that it was pending, and that if the decision were rendered in favor of the plain- tiff, plaintiff would hold them responsible in damages for all sales made by them of defendant's goods bear- ing the infringed marks, after the date of notice. The defendant, in defending this action, raised about every technical point or defense possible in a trade-mark case, all of which were held to be absolutely without merit by Judge Orr, who rendered a very well- considered opinion showing that the plaintiff's trade- mark was in continuous and extensive use since about the year 1886; that it had been continuously used on a cigar of the same blend and character during all that time; that said cigar had acquired a ver\^ good reputa- tion in the market, with sales averaging in the neigh- borhood of fifty or sixtv million cigars a year, a con- siderable part of w^hich were sold in the Pittsburgh district. The General Cigar Company, Inc., the plaintiff, was represented bv R. K. Lichtenstein, of New York City, and Leonard S. Levin, of Pittsburgh, Pa., as local counsel. The defendant, Siers, was represented by Messrs. Lansrfitt & Mcintosh, of Pittsbursfh, Pa.; Mr. Oarrahan, of Pittsburgrh, of counsel, assisted by James a. Glessner. of York, Pa. Ocean Tobacco Freight Rates Cut Washington, I). C. The first step toward meeting the competition of the l^ritish cargo-carrying trade has been made by the Ignited States Shipping Board, by announcing cuts in tlio freight rates effective between North Atlantic poifs of the United States to Liverpool, London, Man- ehcslor, Hull, Avonmouth, Bristol, Cardiff, Glasgow\ ''<^itli and Belfast. The new rates represent a cut of •Jpl'ioximately two-thirds from the former tariffs. Included in the list of commodities taking these rates are cigarettes, 50 cents per cubic foot, and to- bacco (King's warehouse delivery), $2 per hundred pounds net (no prima). Commodities not quoted take a rate of $1 per hun- dred pounds, or 50 cents per cubic foot, ship's option, except dangerous cargo, on which special rates will be quoted on application. 18 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 19 MANILAS! Do you know, Mr. Cigar Dealer, why the Manila Cigar Business has increased from the Fifty Million Mark of four years ago to the Three Hundred Million Mark of today? Listen ! Efficient organization of the trade under the direction of the Philippine Government has stabilized the business and built up confidence. ] The Manila Cigar has a peculiar quality that appeals to a large class of smokers. It is mild, it bums perfectly, it is hand-made, Spanish style, and it costs the smoker less than any other cigar of that type on the American Market. Cigar dealers have discovered that greater Profits can be made by handling an attractive cigar line growing in public favor than by clinging to the old lines taht have grown only in price. THERE IS PROFIT IN MANILAS! List of Manila Manufacturers and Importers on application to MANILA AD AGENCY 546 West 124tK Street, New YorK I Tobacco Banking Service CIGAR manufacturers and cigar and tobacco im- porters who purchase in Cuba will be interested in new banking facilities which are now placed at their disposal by the organization of the Banco Mercantil Americano de Cuba, located at Amagura 23, Havana, and with New York offices at 44 Pine Street. Manufacturers and importers are invited to make use of the facilities of the Banco Mercantil Americano de Cuba, and buyers visiting Havana will find experts in charge of the tobacco department who will be glad to render every assistance. Familiarity with the leaf tobacco and cigar markets of Cuba makes the facilities of this bank particularly advantageous to all those who are in need of banking service. LEAF TOBACCO HELD Leaf tobacco held on January 1, 1919, by manufac- turers and dealers in the United States amounted to 1,234,884,396 pounds, compared with 1,176,234,657 pounds on the same date of last year. The figures for 1919 include 835,303,616 pounds, for which the marked weight was reported (i. e., weight at time it was packed or baled) and 399,580,780 pounds for which the actual weight was reported. The corresponding amounts in- cluded for 1918 were 779,292,224 and 396,942,433 j)0unds, respectively. Allowance should be made for shrinkage on the amounts for which marked weight was reported in order to ascertain the actual weight. The total for January 1, 1919, includes 1,074,175,156 pounds of unstemmed and 160,709,240 pounds of stemmed leaf tobacco. These statistics represent (1) the quantity of leaf tobacco reported as held by manufacturers who, accord- ing to the returns of the Commissioner of Internal Revenue, manufactured during the preceding calendar vear more than 50,000 pounds of tobacco, 250,000 cigars, or 1,000.00 cigarettes, and by dealers in or manufacturers of leaf tobacco who, on an average, had more than 50.000 pounds of loaf tobacco in stock at the end of the four quarters of the preceding calendar vear; and (2) all imported leaf tobacco in United States bonded warehouses and bonded manufacturing warehouses. SMOKING INCREASES IN A. E. F. Smoking has increased in the American Expedi- tionary Forces since the signing of the armistice, ac- cording to reports secured from the War Department. The average monthly purchases now being made by the subsistence division for shipment overseas amount to 425,000,000 cigarettes and 20,000,000 cigars. About 2,000,000,000 cigarettes were sent to France prior to the signing of the armistice, but the present rate of shipment is much increased. Ninety-five per cent, of the members of the army overseas use tobacco in some form it is declared. It is a part of the regular daily ration, but the quantity allowed is not sufficient for the average tobacco user. Every soldier, however, may buy the most popular brands of cigars, cigarettes and smoking tobacco at the canteens in unlimited quantities and at prices con- siderably lower than they are sold for in the United States. UTABLISHBD 180T Y. Pendas 6k. Alvarez WEBSTER CLEAR HAVANA CIGARS Oar Motto: "OUALITY" Office and Sjaceroom, 801-803 THIRD AVE* NEW YORK CITY _ it's a cinch for a live, dealer! to PULL THE BESTTRADE HIS WAY] T* Dealers »• Write ■• ■ M«ial lor a paaeh al Raal Gravaly. ■I*a Ika Ural kl« la»> yravaaMMt la Plat alaca Paytea Gravely aiade Ika Hral »laa Ikat ever MMAKLTTIUeefCI. PAMVIUS. VA. »irr. A ___^ GRAVELY® CELEBRATED Chewing PluJ' •BEFORETHE INVEMTIOM -^ OF OUR PSAXENT AIR-PROOF POUCH ^- GRAVELY PLUG TOBACCO .-« MADE STRICTLY FOR ITS CHEWING QUALITY vtoULO NOT KEEP FRESH IN THIS 8ECTIOM. NOW THE PATENT POUCH KEEPS IT, FRESH ANP CLEAN AND OOOQ A LITTLE CHEW OF GRAVELY IS ENOUGH AND LASTS LONGER THAN A BIG CHEW OF ORDINARY PLUG. '^■^i ^J3.9rapelySb0aceoCeLiituimuJ6L'''War*^t The smokers who huy and the dealers who sell 200,000,000 Cirico Cigars a year appreciate the protedhon of a brand manufactured with 68 years experience and with^^^p the most painstaking jmSA consideration for quality - .r^^^^*^ and quaUtyr alon|j^^^^^^ ^^^»^ OTTO EISENLOHR &» BROS., INCORPORATED PHILADELPHIA esTABUSHEO leso CO preserve the quality W^^^ 1^ (^s«- 20 . Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 21 SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co. 142 Water St., New York City A Readjustment Period Washington, D. 0. rpHE country is now passing tnrougn a peiioa m X. wiiicu extensive reaajustments aiiecang uotn caxji- Ldi ana labor are a cliaracteristic leature, accoruin^ to otuciais ot tlie i^'ederai iteserve iJoara m a siaiement calling altenlion to tlie study tliat is being given ilie problem of current business in otlier countries and tue tendency mere to return to a stable price level. "Reports of business conditions sliow tiiat ilie re- turn of active production and consumption is being retarded by higii expenses of production," points out tlie board in its statement. " Uncertainty, not only among consumers, but also among those who would ordinarily be in the market for raw materials with which to manufacture goods, concerning the possibility or probability of a further drop in values, tends in the same direction. It is argued tliat any such decline will be carried by those who are at the moment m posses- sion of the stocks of goods which are thus tending to move toward lower levels. Producers of secondary articles involving the application of large quantities of primary raw materials are reluctant to absorb the loss threatened, although some business men are show- ing a disposition to treat such losses as one of un- avoidable charges upon business in the process of a speedy adjustment. "The great volume of our export trade furnishes a measure of foreign demand, but this export trade is in large part concerned with raw materials, food and the like, and thus we are still facing the problem of linding or making a market for our manufactured goods in foreign countries, a process in which we can hardly hope to make the desired success so long as prices continue upon a level higher than that existing in other countries. Those countries which first suc- ceed in readjusting their costs of production and re- storing their industry to a normal level of values will 1)0 most successful in developing their exports and controlling the markets of consuming nations the world over. M SOME SHELL! Private Jenkins, home from France, was seated in the village inn one evening surrounded by a group of admirers. "I suppose,'' said old Farmer Murzel, "ye had some narrow escapes out yonder?" "Well," answered Tommy, "nothing to speak of much, but I remember one night I felt like a drink, so 1 goes down to the estaminet. I'd just got me 'and on the doorknob, when just then old Fritz sent one of 'is big ones over right on the house, and, believe me, it Iniocked the 'ole blooming show down and left me standing there, silly like, with the knob of the door in me 'and." — "Chicago News." Tobacco Products Corporation has declared a div- idend of $1.50 a share on the common stock, payable on February 15 to stockholders of record on February :>. The dividend is payable in scrip maturing on Feb- ruary 15, 1921, and bearing interest at the rate of seven per cent, a year. A Pair of Winners JohnRuskin FiordeMELBA Is IT TO oOO B I G? The Ci^ar Supreme Mr. Dealer :— A box of JOHN RUSKIN and FLOR DE MELBA —the Cigar Supreme, on your show case will increase your business. We recommend that you carry a supply of them. THE BEST AT THEIR PRICE See Your .Jobber Now, or Write Us I. LEWIS CIGAR NFG. CO., Newark, N.J. Largest Independent Cigar Factory in the World 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 C I O Al^s ^ I TME AILIL- P^Y, A Lightning Seller! 1 ll Every smoker of 1 0 cent Cigars can be made a REGULAR 1 1 Mapacuba customer. That means new and regular profits |; tor you. Strongly advertised. jl I M«n^.,„. B4YUK BROS. CO. '^t"*" |l ♦ :^ I ll ! Your Prospective Customers tre listed in our Cttalog of 99% euartnteed M«iline Lists. It »Ito contains vital suegcstions how to adrertiseand sell profitablr by mail. Counts and prices gircn on 6000 different national Lists, corennf all classes; for Instance, Farmers, Noodle Mfrs., Hardware Dlrs., Zlac Mines, etc. Tkis valuablt IUf9nac$ Bo^ fm. Write for lu Strengthen Your Advertising Literaturo Our Analytical Adyertising Counsel and Sales Promotion Seryicc will improre botli rouf plan and copTi thuslnsat- Inj maximum profits. Submit ironf literature for pio* Ufflinanr analysis and qnotatioo — no obligation. Ross-Gould tobacco MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR .•••: •• •.•••••:?'""'^*"* EDWARD WISE Chairman Executive Committee GEORGE W. HILL Xi<=«'?"^^1*'"! GEORGE H. HUMMEL Vice-Presiden JESSE A. BLOCH Vice-President JACOB WERTHEIM ;V?''£"^-^*"J JOSEPH F. CULLMAN, Jr Vice-Pres.dent LEON SCHINASI Vice-President ASA LEMLEIN •••••• ^V^"""^^ CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St.. New York ;vvS''"ij*"! CHARLES J. EISENLOHR. 934 Market St., Phi'.a., Pa. ...........Vice-President JOSEPH B WERTHEIM. 81st and East End Ave, M'hatn, N. Y Treasurer S K LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN. Jr.. New York v.vl^reSidem W. J. LUKAWITZ, Dayton, p. ^ TrMsuref GEORGE BERGER Cincinnati, O. Wetafv JOSEPH MENDELSOHN. New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J A. BLOCK, Wheeling. W. Va Vr"E''«i5^n! {VOOD F. AXTON. Louisville. KX;^- .....;..;•. y^^^^^^^^^^^^^^ WOOD ^ ^ . RAWLINS D. BEST, Covington. TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J, J. OLLENDORF VV v^lfccl^!!!! HERMAN GOLDWATER -^^\ vlce"Pres den LEO LEHMAN 2nd Vice-President JOSEPH frep:man • •••VVA-: ^^r^JlrJ LEO RIEDERS, 200 W^est 118th St., New York City secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH viw-pJMidem SIDNEY GOLDBERG TreasurJ A. L. ULNICK :;• •••./••, S^c?e?ari MAX MILLER, 135 Broadway. New York ; accreiary Meeting 4th Tuesday of each month at Hotel McAlpin CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE REGISTERED LABELS and bands, also molds at low prices; at 240 North Fourth Street, Philadelphia, Pa. FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED MOLDS WANTED— Londres shape. Address S. Monday & Sons, 34 South First Street, Brooklyn, N. Y. TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. ,. ^ « , t xt xr J. J. FRIEDMAN. 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP WANTED WANTED-COMPETENT ASSISTANT PACKER FOREMAN, good opportunity for advancement. Address General Cigar Company, Incorporated, 119 West 40th Street, New York. MACHINE FOR SALE SCRAP CUTTING AND SIFTING MACHINE FOR SALE in good condition. Low price for quick buyer. Address Box 255, Tobacco World. "Like Sugar In Your Coffee 99 MR. ROBERT FALLON, efficient clerk in the New York Central offices, went down to break- fast in his elegant boarding house and was told the entire supply of sugar in the house was in the bowl on the table. That information greatly depressed Mr. Fallon. He loves his coffee and requires there lumps in each cup. On his way home that night he saw a most persuasive advertisement in a street ear. It depicted a vivacious sailor pouring a gen- erous portion of the makings into a handsome blue oup, a part of the accompanying line read- ing, **Like sugar in your coffee.'' What followed is explained by the fact that Mr. Fallon never has used tobacco in any form, and knew nothing about its taste, says Sam D. Ellis. The sugar bowl was empty the next morning, but he had made a purchase of the brand of mak- ings recommended by the vivac'ous sailorman. He rolled a generous portion between his palms and poured it into his coffee. 'at's too bad about poor Mr. Fallon," said the mistress of the table, when he had gone. 'He lardlv tasted his coffee this morning and usually he asks for two cups.''— ''The Cleveland Press. tt There went out a sower; and, aa he sowed, some fell among thorns, an railroad-control act. ''That is the situation in brief," concluded Judsr.' Payne. ''Whether the Railroad Administration should continue the operation of the boats under the existing circumstances is a very grave question.'' The "Western Tobacco Journal" came to us this week with the old familiar and artistic heading, but the covered of high calendered paper with display ad vertisements, and the reading matter beginning on page 8. We notice that this is the third number of volume 46, an indication of solidity and success rather than of age as anyone may know by reading its news and statistics w^hich are not only up to date but in many respects the best among our exchanges. The Largest Independent Dealer and ExpoKer of American Leaf Tobacco in the United States. G. O. TUCK & CO INCORPORATED LOUISVILLE, IVY.. U. S. A. Yonr Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. Say You Saw It in The Tobacco World 25 The following comparative data of tax-paid prod- ucts indicated by monthly sales of stamps are obtained fiom the Statement of Internal Revenue collections lor the month of December, 1918. (Figures for the fiscal year 1919 are subject to revision on receipt of final reports.) December, December, Products. 1917. 1918. Cigars (large). Class A, No. 105,126,717 61,001,004 ( igars (large), Class \i, No. 350,001,212 284,863,431 Cigars (large). Class C, No. 127,288,284 175,415,208 (*igars (large). Class D, No. 1,471,386 2,654,514 Cigars (large). Class E, No. 2,120,694 3,651,941 Total, 586,008,293 527,586,098 Cigars (small) No. 73,917,876 59,139,250 ( igarettes (large), No. 3,756,539 1,647,296 Cigarettes (small). No. 2,316,703,809 2,788,379,210 Snuff, manufac- tured, Lbs. 2,646,744 2,131,297 Tobacco, chewing and smoking. Lbs. 30,334,535 25,276,695 leaving cards. Packs 1,690,409 ' 2,070 153 Porto Rico. Cigars (large) : (lass A, No. 1,070,600 4,242,800 (lassB, No. 1,358,525 6,333,000 Class C, No. 480,225 9,111,320 Class D, No. 5,000 Total, 2,909,350 19,692,120 Cigars (small), No. 400,000 1,000,000 (igarettes (small). No. 197,000 4,000,200 Philippine Islands for November. November, November, Products. 1917. 1918. Cigars (large) : Chiss A, No. 10,149,470 1,099,400 ( lass B, No. 8,684,532 20,534,070 ( lass C, No. 141,870 656,730 (Uass D, No. 10,150 375 Class E, No. 1,210 75 Total, 18,987,232 22,290,650 Cigarettes (small). No. 309,487 264,756 Tol)aceo, chewing Lbs. 3,038 niid smoking. BRODIE L. DUKE DEAD Brodie L. Duke, one of the founders of the tobacco li 'Muit'aeturing firm of W. Duke & Sons Company, ^vliieh later was taken over by the American Tobacco Company, died at Durham, N. C, on February 1st, at the age of 72 years, llis estate is estimated at about '*! million dollars. E. H. GaXO CIGAR COMPANY 585 S?KX7bEA«S By Which Cl.« H.T,D. THE STANDARD Ci««r. Ar* Judaad Write for Open Territory Factory; Key West. Fie. New York Office; 203 W. Broadway »«»'^— -— «» " ■»— ■— M „ H— »«,_,.. — »^^«l— tl H MACHINERY and SUPPLIES for Cigarette Factories New York Cigarette Machine Co., Inc., 25 ELM STREET NEW YORK. N. Y. .— «+ W .—Ml ■— WH. -n ■■ ■■■■! n n n ■■ «■ nj^ T. J. DUNN ®. CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York ^ ^& 1 i 1 sl < 51 Free! Free! SAMPLE8 Aslc and You Will ReceiTe ....FIFTH AVENUE.... A Union Made Cicarette of Quality lOc FOR PACKAGE of 10 Mouthpiece. Cotk or Plaia Tip 1. B. Krinsky, Nfr. 13S Grand Street New York LIVE DISTRIBUTORS WANTED Cork Tips Cork Bobbins BOUCHER CORK & NACHINE COMPANY, Inc. 216 WEST 18TH STREET NEW YORK i«a OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco mello^v and smooth In character and Impart a most palatable flavor HAYORS FOR SNOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BBTUN. AROUATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street, New York ■"———♦ The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccobops — 1K.appees — High Toasts Strong. Salt. Sweet and Plain Scotchs MANUFACTintEO BY GEORGE W. HELNE CO., Ill Fifth Ave., New Ysrk 26 Say You Saw It in The Tobacco World Tobacco Merchants' Association Registration Bureau, new york city Schedule of Rate* for Trade- Mark Servicca Effective AprU 1, 1916. Registration (sec Note A), Search (see Note B), Transfer, Duplicate Certificate, is.eo 1.00 8.00 S.00 H«t« A-An allowanc* ol $2 will be made to .lembert oi the Tobacco Mer- '^''Tf^tJ'^^i'L^^T^iirr^ l^t'^'^S- ^ title noc-iUt^ th. reporting of -or. Ckan ten OO) titlS^bit fea. Strtwent;r-one (21). ^°J:^^'T^,^^^n tl.^?? Dollar ($1.00) will be made. If it neceaaitatea tie reportint of "O" tjf » ^lu}/. 5? title., but less than thirty-one (31). an additional cLar«^^^ ^»ig (12.00) will be made, and »o an addaUonal charg* of OumDoUtr Wl.w; wm »« Mde for erery ten (10) additional title, neoeawrtly reported. REGISTRATIONS LISTENING POST:— 40,934. For all tobacco products. January 14, 1919. American Litho. Co., New York City. EL TOLDO:— 40,935. For all tobacco products. January 10, lyiv. The iMoehle Litho. Co., Brooklyn, N. Y. ^ t- • SCHWARZ & SON BIG HAND MADE:— 40,936. lor cigars, cigarettes and tobacco. January 20, 1919. Schwarz & Son, New- Bm FIVE:— 40,937. For cigarette papers and tubes. January 20, 1919. Gluckman & Son, Inc., New York City. . HOTEL VICTORY:— 40,938. For cigars, cigarettes, smoking ana chewing tobacco and snuff. January 10, 1919. Madoro Cigar and Tobacco Co., Eau Claire, Wis. tnh;»rros HOLWORTHY:— 40,942. i^or cigars, cigarettes and tobaccos. January 22, 1919. Fred. L. Lavanberg, New York City. MR E.:— 40,943. For cigars, cigarettes, smoking and chewing to- bacco. January 22, 1919. John Schwartz & Sons, Poughkeep- 22!— 40,945 ' For chewing and smoking tobacco. January 17, 1919. Superia Tobacco Co., Detroit, Mich. 56:_40,946. For chewing and smoking tobacco. January 1/, lyiv. Superia Tobacco Co., Detroit, Mich. • .. . .i,.r^nt<; PERSHING SQUARE:— 40,947. bor cigars, cigarettes, cheroots and siiok^ng tobacco. January 24. 1919. W. C. Musselman, New MILLIONAIRE HARRY:— 40,948. For cigars. January 20, 1919. H H Snovel, Van Wert, Ohio. RICARDO GARCIA:— 40,949. For all tobacco products. January 22 1919 The Moehle Litho. Co., Brooklyn, N. Y. ABOOD'S LEADER:— 40,950. For all tobacco products. Janu- ary 27 1919. M. Abood, Jacksonville, Fla. WISCONSIN NEWS:— 40,951. For all tobacco products. Jan- uary 28, 1919. Edw. Dufenhorst, Milwaukee, Wis OXFORD:— 40,952. For smoking pipes. January 29, 1919. Man hattan Briar Pipe Co., Brooklyn, N. Y Watkins HORSEHEAD:— 40,953. For cigars. January 23, 1919. vVatkins n^ar Stores Co Detroit, Mich. Trade-mark claimed to have befn in actual continuous use for a number of years since it was firs adopted by E. M. Harris Co.. Detroit, Mich., the original owners thereof, and from whom title thereto was derived by reg- istrant bv a transfer dated June 19, 1916. _ „ , . SUBLIMES OF PORTO RICO:-40.?54. For all tobacco prod- ucts February 1. 1919. American Litho. Co., New York City^ VERMILLION CLUB :-40,955. For all tobacco products. De- cember 30. 1918. Victor Levor, Attica. Ind. ALLIED MASTERS:— 40,956. For all tobacco products, tebru- arv 3 1919 C. B. Henschel Mfg. Co.. Milwaukee, Wis GINGER HEAD:— 40,957. For cigars, cigarettes and tobacco. l^Vbruary 3, 1919. Block Cigar Co.. Little Rock Ark. PEACE LEAGUE:— 40,959. For all tobacco products. February 4 1919 E C. DePutron. York. Pa. , t- u FRENCH CROSS:— 40,958. For all tobacco products. February 3 1919 C. B. Henschel Mfg. Co., Milwaukee, Wis. VICTOR GIRL:— 40,961. For cigars and scrap tobacco, l^ebru- arv 3 1919. Geo. H. Schmiedes, Fort Wayne. Ind. OUR SPECIAL X:— 40.962. For smoking and chewing tobacco. I'ebruary 3. 1919. The Clark and Snover Co., Scranton, Pa. SOLDIER MAID:-40,963. For all tobacco P'-o^^f f- , .^^'^1"^''^ 1 1919 Soldiers & Sailors' Cigar Factory. Philadelphia. Pa. SAILOR MAID:— 40,964. For all tobacco Products February 1. 1919 Soldiers & Sailors' Cigar Factory, Philadelphia, Pa. TRANSFERS RED RING:— 25,132 (Tob. Journal). For cigars, cigarettes and cheroots Registered January 23, 1902. by Canton Cigar Box C o., Canton Ohio Transferred to Fred'k Schuler. Paterson, N. J.. January 17, 1919. . PREMOSA:— 39,179 (U. R. B.). For cigars cigarettes and to- bacco Registered May 3. 1915. by San Telmo Cigar Mfg. Co.. Detroit, Mich. Transferred to American Box Supply Co., De- troit. Mich., and re-transferred to the Mueller & Son Co., Mil- waukee. Wis., January 17, 1919. . ^ ^ . . ^. ^ , DONATELLA:— 28,566 (C. S. T. J.). For cigars cigarettes, che- roots and tobacco. Registered March 19, 1904, by Heywood, Strasser & Voigt Litho. Co.. New York City By various trans- actions was acquired by the American Box Supply Co., Detroit. Mich., and re-transferred by them to the Mueller & Son Co., Mil- waukee, Wis.. January 17. 1919. ,x c- • OLD WAR HORSE:-26,394 (Tobacco Journal). For cigars, cigarettes and cheroots. Registered December 26. 1902, by C Merz & Son, Chicago. III. Transferred to Louis Neumann, of Chicago, HI., January 20, 1919. r, • * ^ t DOUGLASS (Trade-Mark Record). For cigars. Registered Jan- uary 22, 1886, by Stephen G. Condit, New York City. Trans- Ferried to Gradiaz, Annis & Co., New York City, and re-trans- ferred to Kaiser Bros.. Brooklyn, N. Y., January 23, 1919. A certain admiral whose addiction to strong lan- tma^e is well known in the navy was one day inspecting one of the ships under his command. When he came to the brig (ship's jail) his piercing eye traveled from one to another of the prisoners, who were evidently ill at ease under his scrutiny. . „ ^,, , , -, . ,. ''What the are you m for!'* he demanded ot one. "For using profanity, sir," was the meek reply. THE MOEHLE LITHOGRAPHIC CO ^IGAR LABELS AND CLARtNDOM RO/S'«. EAST 3r ST. BROOKLYN,N.Y. BRANCH omce 170 WEST RANDOLPH St. CHICAGO, la. Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINaT MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and ar« the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS., - - - - U. S. A. The Tobacco World Established 1881 Volume 39 February 15. »9i9 No. 4 TOBACCO WORLD CORPORATION Puhliahera Hobart Bishop Hankins, President H. H, Pakradooni, Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mail matter. I?«««f^«%22. 1909 at the Post Office. Philadelphia. Pa., under the Act of March 3. 1879. PRICE: United States. Cuba and Philippine Islands. $2.00 a year. Canadian and foreign, J3.B0. BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. .Samples on request. BAER BROS., 438 448 W. 37th St., New York City ei^^M I I ■■ ■■ ■— ■■■ Ihi ■■■ IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City 4.—" — • ■—I ■■ •— — + GARRETT H. SMITH, ^.„^„r."„-u^,-,»-(-r COHPANIA LITOGRAFICA DE LA HABANA Finest Imported Cigar Bands and I aliels. Also GUMLESS Bands NEW YORK OFFICE (Phone. Stuyvesant 7476 1 50 Union Square j •{< ,— >M ■■ M- ■ — -I iM iW^BB ■■■^—■■« CIGAR BOX LABELS BANDS AND ADVERTISING OSCAR PAS B AC H , Ppcs. >J. A VOICE.Sccv 8 GtNL. Manager LITHOGRAPHING CO. inc. I^T [|TfHl@@mi^PIHIISm^ 25"!^^ St.Cor. of ir"AvE. N E^A/ YORK CIGAR LABELS -CIGAR BANDS MANUFACTURER OF ALL KINDS OF 22.n(i St. and Second Ave.. NEW YORK UHICAOO, 105 WEST MOITROB STRJBKT, LOUIS O. CATA^ M«T. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the prevailing high cosi and scarcity of material, labor, etc., we have decided to close out and discontinue a large number of attractive stock labels with title and y^\WVnilllllIII|ll!lllllllllllinillllllll!lllllllillH Viliilllil!lll|ll;l!ll!l!l'n!l!!!!lll!ll!!ll #^##\\\#1)ll!',|li(!lil!l!!H ■^;-c<^\^iitiiiii!iiniiiiii iiiiiiiiiiiiiiiHiiKiiHiiniiiiniiii lIHllllllilltllllllllllilllHilltilllHllii lltlli !;..l!ll!ll!ill!lilllllllllllllllllliiinillllllllillHili:i:l!'Iitilliiilll!lllllllH lll)|Vllll!iillIlll!llil!in!!llllil!l!ll!l!liilili!l!!!ill!!liniili!lllll;lilllllllllW^^^^^^^ !!ll!illli:!l|lllll!llllll!lllllii;illili;i!|l!!ililiiilllili!;|itlll!Ili!!ll!l!ll!ll!l!tlf^^^^^ llllJillllliilllirillH(!llll!llll'lili;!!!IIillH>!l!lll!!l!!!lHli!llIlil!lllll^^ '-S^. HARRETT-HSMlTfr = ^ = ^ ^' *-rv S^IJ-S- AND CANADIAN REPRESENTATIVE ^<-- >;~-^5r^%^-/ v^^^^ foi^ litii ""nS 4n ••"""V i i \ 1 i iiiiiin"' ,„„„„„„.,i«u-«"'""'"'' """""""""'"""■""•Miiu...,,,,,,,,,,,, • .=-..».iii;:;;:st::tH!lh:iI:::i::"::-:;S::ii::i. •'niimi '^ ^^ . -#' r=Ki ^^^>i ai :/ -.-» film Imported GIGAR 5ANDS dLl-adels. AN 'N ^ -d^r-^ ■■^^l ALSO GUMliESS Bands RK OFFICEtso union square Telephone Stuyvesant 7476 !iiiiiiriiiiiruiiiiniiiiiin#^-.. ^ !!iiiii!iiiiiiiiiiiiniiiiiniiiiiiitiiiiNiiiiiiir.iiniiinii!niniu\\^\#,# ^|^llllllll\\\\^^,.^^^^^# ^ ||lH;ti;i!llli;illlllilllll|llllll!lllllllll1lll!IIIIIIII!IIIHlltllUIIIHV llllllllll||||niillllllllllllllllllllttlllllllllllllinilllllllllllllllllllllllllll!Hi'!!HI!IIIIIIIlll^^^ l\V 7*r 1^ g_ Say You Saw It in The Tobacco World N order to more closely associate the Dinwoodie pipe with the name of our house, it Avill here^ after be known as the Kaywoodie Kay will serve to identify this super- lative Italian Bruyere pipe with our name, Kaufmann Brvos, ^ Bondy. Kaywoodie pipes will always continue to possess the distinctive excellence which has won for them the highest place among pipes of known quality. Kaufmann Bros. ^ Bondy 33 EAST 17™ STREET New York TADEMA HAVANA GIGAR8 Ar^uellesp Lopez 6 Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE 222 PEARL STREET TAMPA LEALTAD 129 NEW YORK FLORIDA HAVANA ITS A CINCH FOR A LlVEl DE^LER TO pullthlbesttrade: his way ca -Vj To Dealrrsi- Wrlle us a poAfal for a pouch ot Rral Gravrh. It's the lirst big Im- provement in Plug since Peyton Gravely made the llrat plug that ever wfl* made. P, B. 6R««FIY TOBtCCO CO. IMN\il.Li.. V A. GRAVELY'S CELEBRATED ' Chewing Plug _." beforethe invention ". of our patent air-proof pouch ^^^ gravely plug tobacco - ' ---* made strictly for its chewing quality Would not keep fresh in this section NOW THE patent POUCH KEEPS IT -: FRESH AND CLEAN AND GOOD A LITTLE CHEW OF GRAVELY IS ENpUOH AND LASTS LONGER THAN A BIO CHEW OF ORDINARY PLUG. J^JS.d ravelin Joeaccc Co. Damviu£.Ya. "^VW*" im ^M— «i ■ ■■ made: in bond FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Charles the Great Cigars A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ HABANA ! 1 TAMPA NEW YORK »■« ■« ■■■- i»«» ■■ ■■ t n ■■■ ■■■ ■■■ ■ I ■■■ -«——•«)• <{•« — — >■■! I ■>■■»■!■■ ■IIBB ■ I WW ■>■■■! ■«■■■■■»■ •{»■ aBI—^Mwi — ■»■■■■■■■■ ■■■ ■■■■ —I ■■ La Flor de Portuondo Established 1869 ^ife^i^ « I ■ I i ■ i I GENUINE Cuban Hand-Made CIGARS i The u uan F. Portuondo Cigar Mfg. Co. PHILADELPHIA \i n. TO IC Clear HaVana Cigars lOc and upwards ^39 ''Above All SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Penna. The smokers who h\xy and the dealers who sell 200,000,000 Cirico Cigars a year appreciate the protection of a brand manufadhired with 68 years experience and with the most painstaking consideration for quality - and quality alone^ Orro EISENLOHR &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED l8SO CO preserve tKe quality ii) i^^-m% E6TABLI8HBD ISCT Y. Pendas 8l Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "OUALITY" Ottlcc *nd Salesroom, WI-803 THIRD AVE, NEW YORK crrv For Gentiemen of Good Taste San Felice 7 c Cig ars The Deisel-Wemmer Co., UMA,0. — ■ ■ ■♦ A Pair of Winners JohnRuskin FiordeMELBA Is IT TO oOO B I &? The Ci^ar Supreme Mr. Dealer :— A box of JOHN RUSKIN and FLOR DE MELBA —the Cigar Supreme, on your show case will increase your business. We recommend that you carry a supply of them. THE BEST AT THEIR PRICE See Your Jobber Now, or Write Us I. LEWIS CIGAR MFG. CO., Newark, N. J. Largest Indapendent Cigar Factory in the World Soy Tow Saw It in The Tobacco World OF ALL DESCRIPTIONS PACKERS EXPORTERS DEALERS IMPORTERS ^ % OUR OWN DOMESTIC AND FOREIGN PACKING PLANTS ENABLE US TO AVEET ALL REQUIREMENTS. INCORPORATED 21 EAST 4.0™ STREET New YORK CITY ^—i^^ t) CABLE ADDRESS = REPUBACCO.N.Y. ^^^ r^ i^ziS' BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, °' Tobacco World. Gafla Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade GroWn Wrappers We also sell the new "Combtnatlon" Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. ^^^» EL TROVADOR CIGAR MADE IN HAVANA A HUh Graie Imported Ci^ time he calls to make a sale. He must do this over and over, to every individual buyer. Such ai process is not only slow and inefficient — it is wasteful. Contrast this with the method employed by the adver- tiser who reaches every possible buyer in his field through a judicious use of trade paper advertising. He doesn't come around to the buyer once in four or six months to beg for business. He keeps his goods and trade-mark before tlie buyer all the time. He talks to him week after week and month after month through his advertising in the trade papers. What is the re- sult! Instead of begging for. business he creates a demand for his product. He sells his goods while the competitor who does not advertise goes around from buyer to buyer, asking for just enough business to keep his plant going. Furthermore, the advertiser can very well main- tain his prices in the face of competition, while the un- advertised brand must frequently be sold at a much lower price. And this is true even though the unknoANTi brand may be more costly to produce owing to small quantity production and inefficient methods of selling. The production costs of the advertiser are usually lower per unit than those of the other man. The rea- son for this is to be found in the fact that the adver- tiser produces in larger quantity. The trade paper is the first medium to be consid- ered. Through it you will be able to reach 100 per cent, of the trade. Every reader is a buyer. It covers the whole market. The largest national advertisers know this and as a result their trade paper advertising is arranged for first and the advertising in general pnh- lications afterwards. One producer whose trade-mark is known to every buyer in certain lines of business achieved his success through liberal trade paper advertising. He said, ''We always print our trade-mark big, because it plays surh a big part in the success of our business." Another advertiser said that the value of his plant and equip- ment was less than $100,000, while the value of his trade-mark was more than ten times that amount. Aud that value was created by advertising constantly aiul consistently. (Copyright, 1919, Ralph H. Butz.) United States Cigars Approved For U. S. Army Yo! Ho! Ho! And A Bottle Of Grape Juice We help to pay the Navy And two hundred thousand Tars, But they send 'em down to Cuba When they want to buy cigars. WELL, the cigar maimfacturers can cheer up a bit for no orders have been issued yet for the Army to spend the winter months in Cuba so that they caji o-et their cigars from the Havana factories F. O. 15. g. M. C. without revised statutes or rulmgs extraor- "^^^^In fact, the preference of the A. E. F. and ine can- tonments in this country for cigars made m the good okl U. S. A. reflects no little merit on the part ot cer- tain of our cigar brands. Late in January the War Department issued or- ders for upwards of seventeen millions of United btates cigars, and more than thirteen millions of them were for Class C goods. The orders have recently been approved by the War Department Board of Review and we append the list of brands and quantities. 50,000 Cuesta Key Regalias. 50,000 (^uestaRey Londres. 100,000 Na-Bocklish. 100,000 Feifer's Union Londres. 100,000 Feifer's Londres. 100,000 Marie Antoinettes Bon Ton. 150,000 (^barter Londres. 150,000 Mozart Bouquet. 100,000 Mozart Blunts. 150,000 El Dallo Straights. 150,000 Brown Beauty. 150,000 F. & D. Perfectos. 100,000 Quincy Londres. 300,000 Sight Draft. 150,000 El Materio. 750,000 Counsellor Rothschilds. 250,000 El Telle Perfectos. 400,000 Henrietta Admirals. 600,000 Henrietta Perfectos. 200,000 7-20-4. 750,000 Chas. Denby Londres. 1,500,000 San Felice. 1,150,000 El Verso Adjutants. 550,000 El Verso Perfectos. 1,250,000 Muriel Progress. 250,000 Muriel De Luxe. 250,000 Muriel Rothschilds. 400,000 El Roi-Tan Longfellows. 500,000 El Roi-Tan Breva Chicas. 250,000 El Roi-Tan Ambassadors. 300,000 Chancellor Sublimes. 300,000 Preferencia Knickerbockers. 250,000 Preferencia Club House. 2,675,000 Owl Londres. 1,000,000 Little Bobbie. 600,000 Robert Burns Bouquet. 900,000 Robert Burns Invincible. 50,000 Robert Burns Epicures. 100,000 Robert Burns Longfellows. The War Department tries to meet the demands of the men from the different sections of the country for their favorite cigars and hence the participation in this particular order (or such of it as we have re- ceived) of nineteen factories. But take note that the national sellers, the adver- tised brands, predominate. Meanwhile ships of the Atlantic Fleet, contemptu- ous of the splendid clear Havanas and other cigar types made in the United States, are gliding into Guanta- namo Bay and preparing to load from the Department of Accounts and Supplies there several millions of Cuban-made cigars. In the majority of the sizes purchased the United States manufacturers will concede no superiority. In the question of price, size for size, the failure of the Government to protect its own industries by adequate rulings and revised statutes makes it impossible for the United States brands to compete. The advertising value attached to the brands smoked by the A. E. F. is enonnous. It would be enormous in the Navy if the Government would make it possible to have United States brands smoked there exclusively. It is scarcely believable that the majority of the present personnel of the Navy demand Cuban cigars. There is no excuse for the continuance of this traffic when the United States manufacturers are able to take care of it. It may be necessary and wise for them to bring Cuban cigars North to smoke this summer and autumn, but the evidence is lacking. If, as is claimed by the Secretary of the Navy, the Government is interested in the men of the Navy get- ting their cigars as cheap as possible and as good as possible, it might be worth while thinking about reliev- ing the cigar manufacturers who supply the Army and Navy of the burden of duties and internal revenue and of encouraging home industries. Cuban cigars sold the Navy are permitted to escape these taxes. Tampa manufacturers of clear Havana goods buy their tobaccos in Cuba as cheaply as do the Cubans themselves, grade for grade and type for type. The workmanship is about the same. The overhead may be higher in Tampa, but aside from that only the duty on'^the raw leaf and the internal revenue constitute the difference in cost. As far as the selling price goes Cuban factories might get a little longer profit. As far as quality goes the leading Tampa manufacturers will not concede the point. / 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinmiiiiiiiiiiiiini iiiiiiiiiiiiiiiiiiiiiii ■■»■■"■■■■■■ ■ im im iinm ....,„„ „,„..„„..„„„ „„ ,„„ , „,„ „.„„„.„„„ ~ Because the rank and file of the Army and Navy do not have a great amount of money to spend, cigars sliould be furnished them as cheaply as possible. We agree thoroughly with the Secretary of the Navy on that point, but we feel that the Government should con- cede something. The concessions should consist of a trial by the Navy of the leading clear Havana brands of the United States with a drawback on the imported tobaccos and an allowance for the internal revenue. The orders for the cigars for the Atlantic Fleet for delivery at Guantanamo Bay should be cancelled. The Navy smoked United States cigars for more than a year and apparently has survived in good shape be- sides doing its "work on water. ^^ The next thing we know some one in Washington will want to get some of the ships of the surrendered Hun fleet and send them down to Cuba for cigars for the Army. Then they can distribute the ships around in different ports and the regiments can take turns bunking on the boats in order to get their share of the smokes, as the cigars cannot be taken off the ship, *' ac- cording to Treasury Department rulings. '^ Why should not the Government help the United States cigar maimfacturer to get the widest distribu- tion possible for his brands and at the same time to place quality cigars of every type and blend in the hands of the men of the Army and Navy at the lowest possible price? Tobacco Products Export Corporation On February 20 the incorporation at Albany, N. v., of the Tobacco Products Export Corporation was announced by the promoters of the new company. The corporation will take over all the foreign property and rights of the Tobacco Products Corporation, to- gether with the foreign rights on all its brands of cigarettes. The new company will establish head- quarters and selling agencies in every country of the world, and machinery to establish three new factories is now bound abroad. Three factories are already in operation. The capital of the export company consists of $1,000,000 of 8 per cent, cumulative preferred stock, $100 par; 88,000 shares no-par common ''A'* stock and 40,000 shares no-par common "B'' stock. Keuben M. Ellis, vice president of the Tobacco Products Corpora- tion, has been elected president of the new company. Other officers include Gray Miller, vice president; J. B. Jeffress, Jr., treasurer; William A. Ferguson, sec- retary. The directors, in addition to the officers named, are: George ].. Storm, J. Isl. Dixon, George J. Whelan and L. B. McKitterick. Wisconsin Tobacco Growers Organize SOUTHERN Wisconsin tobacco growers have banded together and formed the Kock County Tobacco Growers^ Association as one of their steps planned to get their price for the tobacco which they have raised and which is still unsold. After listening to a lengthy address by J. N. Tittemore, president of the Society oi Ijquity, it was voted to form the association and to go on record as fixing the minimum price for their product at thirty cents a pound. ''If you growers fix a price on your tobacco then hell will be to pay with the trusts. Did you ever stop to think that forty-tw^o per cent, of the raw material for manufacture comes from the farmers? When you come to sell your tobacco set a price on it the way re- tailers in the city do," said Mr. Tittemore. He further stated, "Some of you farmers may not care about or- ganizing because you have a contract for your tobacco, but let me tell you something — you wiU get skinned even if you have a contract." ' ' That stuff about Brazil dumping a lot of tobacco in this country is all bunk and it is a good thing we nailed it here," said one of the growers before the meeting. Suggestions were made by various farmers present as to plans which should be followed by the growers to get their price for the crops. A plan of renting warehouses to store the tobacco in so that it could be lield for eastern buyers was suggested. It w^as thought that by organizing all the growers in southern Wiscon- sin the tobaccco could be sold in five thousand case lots. The meeting was an outgrowth of the enmity be- tween the growers and the warehouse owners. A large share of the tobacco in this section of Wisconsin is still unsold and is being held by the farmers because of the lack of buyers. The farmers set high prices on their crop and as a result the market for their product was small. V. E. H. 4» — " — - Two of the advertisements appearing in general mag- zines thai reach more than 30,000,000 people evpry month. Department i ^IT DOWN, you dealers who _ have displayed playing cards and given them some merchandising attention and total up the profits you have made on the line since say last Sep- tember. How does it balance up against the amount you have invested in playing cards ? We'd be glad to know the result. Send it in. PLfitTNG CARDS earn more profit on the amount invested in the stock than almost any other line most dealers carry. And no line is easier, simpler to handle, or more free from risk. Playing cards deserve their turn at the display win- dow and mention in the newspaper adver- tising. National advertising of these two famous brands kept up year after year is constantly expanding the field of card playing, increas- ing the volume of sales and speeding up the turn over. It is making more and more peo- ple ask for Bicycle and Congress cards by name. Everybody knows them and accepts them without question. An argument is never necessary to sell them — it may be to sell other brands. Write us for window and counter display material, THE U. S. PLAYING CARD COMPANY CINCINNATI. OHIO WINDSOR, ONTARIO -»■ H^~».j» 14 THE TOBACCO WORLD Say You Saw It in The Tobacco Would 15 IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIilllllllllMllllllllllllllllllllllinillllllllllllllllllllllllMIIIIIIU The Open Season For The Tobacco Industry There was an old rascal named Shay, Who was ninety years old to a day. For eighty years, nearly, This man smoked sincerely. Which made him look wrinkled and gray ! — * ' Exchange. ' ^ On February 14, at Topeka, Kan., the first bill presented by the first woman legislator of that State, was to prohibit smoking in public eating houses. It passed. The Biddeford (Me.) ''Record" says: "Nobody with a thimbleful of brains believes that there is the slightest danger of a prohibition law of the kind sug- gested." If tobacco prohibition works like whiskey prohibition does in Maine, nobody with a thimbleful of brains will believe that it amounts to much. The Christian Association of the University of Pennsylvania which took up a collection to send pipes and tobacco to the soldiers abroad, has issued pamphlets stating that tobacco is injurious to students, and stating that nonusers shoot more accurately. As ninety-five per cent, of the soldiers used tobacco, the other five per cent, must be the sharpshooters. The New York ''Telegraph" saj^s of the antis: "Their campaign for a Constitutional amendment for- bidding the use of tobacco has been somewhat confus- ing in connection with one of a decidedly opposite char- acter which has been conducted for the benefit of our bovs in khaki on the other side. It is but such a short time ago that we have been lending a willing ear to the pleas for 'smokes for soldiers' that it is hard not to feel a sad irritation over the babel now being made by these self-appointed reformers. M On February 18, at Philadelphia, according to the "Record": "Having killed the demon rum. Rev. Clar- ence True Wilson yesterday appeared before the Meth- odist ministers in, AVesley Hall and began a new cru- sade to exterminate the tobacco evil. After express- ing his joy on the adoption of the prohibition amend- ment, he said the ciction of the Government was a clear proof that the people of this country were amenable to all sensible reforms. While the iron was hot, he said, other necessary reforms should be introduced which would gradually make this great nation a pride to the world and an example for all other peoples to imitate. Beginning with tobacco, the speaker said there should be a nation-wide reform which was second in importance only to the extinction of intoxicants. He charged the Young Men's Christian Association, the Red Cross and other organizations with having fur- nished eigars to the men in the service to further the interests of the Tobacco Trust, witli which they had some sort of an agreement. The Cigarette Tnist also came in for a share of the blame.*' Following the liquor prohibition amendment, and the coming tobacco amendment, we would suggest a wire fence between the sexes at bathing resorts; for- bidding the turkey-trot, bear-hug, fox-trot and jazz nmsic in dancing ; preaching sermons more than twenty minutes long; volunteer choirs in churches; religious organizations engaging in trade and marriage of peo- ple under thirty years of age, if at all. The Pittsburgh ' ' Post ' ' says : ' ' The worst enemies of prohibition today are those who are abusing its victory by meddling in other personal matters. At least time should be allowed for the country to becoiro accustomed to the new law before starting another crusade of the same nature. The law will be difficuh enough at best to enforce in some districts without adding to its troubles by taking it as an inspiration to meddling." The Baltimore "Sun" says: "Anti-cigarette leagTies have been formed in several States, amonji* them Ohio, and the number is growing. Conse- quently it will not do to laugh at the anti-cigarette movement, for no man can tell what may come of it. Perhaps all forms of tobacco may be included; and there is the woman vote to be reckoned with. This menace, however, might be offset by including face powder upon the prohibited list. We have been told that the world has been made safe for democracy. So it seems, but it likewise has been made mighty uncer- tain. Who can divine what is coming next?" The Des Moines "Capital" says: "A proposition is now pending in the thirty-eighth general assembly to license the sale of cigarettes to men above twenty- one years of age, and then to attempt to prohibit the sale of cigarettes to minors entirely. The case is far enough along in Iowa to make it evident that the ciga- rette is too thoroughly established to be totally" pro- hibited. The cigarette is regarded as a nuisance by those who do not smoke, and it must be a regular joy to those who do, inasmuch as they stick to it under all circumstances and at all times and places. However big a nuisance it may be; it is not a nuisance to the majority. The present Iowa law is a failure and it is entirely rational to try something else." The Buffalo (N. Y.) "Times** says: "It is time for the smokers to sit up and take notice. It appears to be the settled determination of the conclaves which, not happening to have a taste for the philosophical weed themselves, think that others have no business to cultivate it, to make tobacco the next target for sumptuarv legislation. The scheme is nothing less than to wipe out tobacco, root and leaf. . . . Mean- time, while so far as the anti-tobacco crusade has dis- closed its maneuvers at all, there has been a general disposition not to take it seriously, we warn the smok- ers that it will become serious unless they wake up, organize, insist on being heard, and stand on their rights. The burlesque quality of a possible Nineteenth Amendment tabooins: tobacco, should not blind the pub lie to the fact that farce may become dangerous.** ft LgiTRo Univorsal'*Cut Dowiv Youi- Weekly Pecy Roll. Speed up production. Cut down overhead. Eliminate waste. Turn out a better product. These are the vital necessities of the progressive cigar manufacturer. One "Universal" does the work of three hand-strippers. If you are em- ploying 2 or more hand-strippers install 1 or more "Universals" and cut down your Stripping Department payroll. Furthermore, the ''Universal" increases the production of your cigar makers from 35 to 50 cigars a day. It helps turn out a better made cigar. It efJects a big sav- ing froTn start to finish. Why do about 1000 manufacturers strip their wrappers, binders and large fillers with the "Universal?" Because it is a proven out investment that quickly pays for itself in the labor and material it saves. See the '' Universar at work with your own tobacco and in yottr factory. No obligation involved in asking its to show you. IVrite for a demonstration to-day. Catalogue and Price List on Request UNIVERSAL TOBACCO MACHINE CO 79 FIFTH AVENUE, NEW YORK Factory: 98-104 Murray Street, Newark, N.J. 16 Say You Saw It in The Tobacco World THE TOBACCO WORLD 17 "Home, Sweet Home'^ Those boys didn't know what retreat meant* And, pep! Say, every mother's son charged as tho* he was the whole American Army. It was the proudest moment of my life, " Our home bound boys will have a "Wel- come" echoed a hundred million times. Bring out all the good things; the friendly, mellow VELVET — so rich in the flavor and mildness that only Nature's two years' ageing can give, and let their pipes whisper "HOME, SWEET HOME" to them. Write to Velvet Joe, 424 1 Fotaom Avenue, St, Louit, Mo., for hit 1919 Almanac. He will tend it FREE* -■■ ■■ ■»» -■■— ••— ••^— M^— •■— .l^— HC^— «1. CHINNING WITH THE DEALER SAID a smart Philadelphia dealer the other day, '^1 made some good money last year, but i believe that if i put $10UU back in the store 1 can double it this year. ' ' And we asked how. ' ' By putting in a set of fixtures and show cases that will knock your eye out. Cases full of goods in plain sight not only im- press the transient with the variety of your products, but they encourage box trade. These little cases here, ' ' lie said, pointing to a bank of small glass-enclosed shelves, "brought me $2000 more in box trade than 1 did in 1917." ]\lany dealers overlook very important factors that help to produce permanent customers from transients. A good display of stock is one item, and having the goods in first-class condition is another. Jff MM THERE are plenty of cigar dealers who sell less than 150,000 cigars a year. There are great numbers oi* thiiii who soil more. We have in mind a dealer who sells about the al)()ve-nientioned number but he seldom has a cigar for sale that is in first-class condition. The reason is that he is continually buying aspiring cigar brands in quan- tity lots to get an additional discount. He has no facili- ties for keeping these cigars in condition and conse- quently he is always selling old stock. It seems to us that many cigar manufacturers overlook the fact that if the dealer has a call for a certain brand he will continue to sell it. There is no need for urging him to buy in quantity lots. If the goods are moving his four or five orders in two months will mean just as many cigars as one big order, which means a loss to the manufacturer. Without any other consideration the fact that a popular brand goes to the consumer dry as punk and absolutely devoid of aroma, hurts the brand with the consumer. That means lost sales. Then again the ad- ditional discount to the dealer should not be necessary, for if it takes two months to sell an order of a thou- sand cigars the manufacturer is better off from the standpoint of the consumer's good-will if he sells the dealer four orders of two hundred and fifty each in the same period. And in addition the manufacturer allows this dis- count on the quoted price of the goods, which includes feuch costs as duty on imported tobaccos and internal revenue, both of which must be paid cash by the maim- facturer. The business methods of manufacturers, generally, liavo greatly improved in the past eighteen months, but there is still room for imi)rovemont, and particularly \vlien the improvTment means dollars and cents an'>«- ll\^ TM E Ai IL ■ ©AY, ^|p.l>* 8 VmaY-l&AV §IM1®I!^ A Lightning Seller! Every smoker of 1 0 cent Cigars can be made a REGULAR Mapacuba customer. That means new and regular profits for you. Strongly advertised. ManuM,u,eJ g^yUK BROS. CO. ^'p^*'" §i ,,,,, VVNVSV.. = ^ Your Prospective Customers mn listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suggestions how to advertise and sell profitably by mail. Counts and prices given on 9000 differ- ant nattional Lists, covering all classes; For instance, Farmers Noodle Mfrs., Hardware Dlrs., Zinc Mines, etc. This vatu- Able Reference Book free. Write for it. 50ji Saves Dollars on Your Purchases Cat KTcral quvtationi on what you buy. It will save many dotlart. For 50c (coin or ttampi) we will tend a few name* of manufactureri, iobbers, dealers, or indiriduali who tell what you want to buy. Ross-Goulcl &.is-i-s tobacco MERCHANTS' ASSOCIATION OF UNITED STATES <^^ CHARLES J. EISENLOHR President EDWARD WISE ....Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM ..Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN •• .Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York President CHARLES J. EISENLOHR. 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN, Jr.. New York ...President W. J. LUKAWITZ, Dayton, O Vice-President GEORGE BERGER, Cincinnati, O Treasurer JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling. W. Va ^r:---?''"!^*^"! WOOD F. AXTON. Louisville. Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF V/ w:"'o''"-3^"! HERMAN GOLDWATER •}^\ X!""^ ^'^''"! LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN rWA'. cI!^ft"J^J LEO RIEDERS, 200 West 118th St.. New York City becretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH vi;;*Prelidenl SIDNEY GOLDBERG ^ Tr^r,nre A. L. ULNICK ;;--\y, S«?euri MAX MILLER, 135 Broadway, New York ; secretary Meeting 4th Tuesday of each month at Hotel McAlpin CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE MOLDS, REGISTERED LABELS AND BANDS for sale. Jos. H. Beck & Co., 240 N. Fourth Street, Phila., Pa. FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP WANTED WANTED— COMPETENT ASSISTANT PACKER FOREMAN; good opportunity for advancement. Address General Cigar Company, Incorporated, 119 West 40th Street, New York. BUSINESS OPPORTUNITY I have a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. I am using practical model, which I will exhibit at interview. Charles Meissner, 4841 Melrose Street, Frankford, Phila., Pa. TOBACCO OF RHODESIA The report of the Tobac<}o Company of Rhodesia and South Africa for the year ended June 30th last states that profit was £20,237, and the amount brought forward £5113, together £25,350. The directors recom- mend a dividend of 10 per cent, for the year, less tax, leaving to be carried forward £20,482. Up to the present the right to take up 30,000 acres of land has been exercised to the extent of 21,053.40 acres. The selection of the balance of 8946.60 acres adjacent to the Glen Somerset Estate is in progress. During the season 1214 acres were cultivated, against 1039— 68.'> under tobacco and 531 under maize and general crops. The 683 acres yielded approximately 94,800 pounds of Virginia and 55,800 pounds of Turkish leaf. . Owing to Die very heavy rains experienced during the growiiv; season, the crop of Virginia tobacco was light but of good quality, and consists largely of bright leaf. The Turkish crop was slightly under that for the 1916-17 season, but the quality is reported to be better than last year. This leaf has all now been cured aii■ ■■ ■■ ■■ ■■■ ■■ Hi -■■ n H-i.M. -■■ ■■ M ■■ ■■ Wilt T. J. DUNN ®, CO. MaK«r« of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! SAMPLES Free! Aak and You Will Racoira ....FIFTH AVENUE.... A Union Mada CisaraHa of Qnalitr lOc FOR PACKAGE of 10 Moathpiaca, Cork or Plabi Tip I. B. Krinsky, Mfr. '"N^^or' UVE DISTRIBUTORS WANTED Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY, Inc. 216 WEST 18TH STREET NEW YORK OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco meKow and smooth in character and Impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZEB. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street, New York The 8tandard8 of America Lorillard's Snuff, : Eat. 1760 Rail Road Mills Snuff, Eat. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccobops — H^appe^s — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill FIftk Ait., Ntw Y«rk 26 Say You Saw It in The Tobacco Woeld Tobacco Merchants' Association Registration Bureau, new'SkS^ Schedule of Rates for Trade-Mark Services Effective AprU 1, 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer, 8.00 Duplicate Certificate, 8.00 Htte A— An allowance of $2 will be made to members of the Tobacco Mer- okantt' Ataociation on each registration. Note B— If a report on a seardi of a title necessitates the reporting of more than ten (10) titles, but less than twenty-one (21), an additional charge of One Dollar ($1.00) will be made. If it necessitates the reporting of more than twenty (30) titles, but lees than thirty-one (31), an additional charge of Two Dollars ($2.00) will be made, and so an additional charge of One Dollar ($1.00) will be made for erery ten (10) additional titles necessarily reported. REGISTRATIONS WILLIAM BREWSTER:— 40,966. For all tobacco products. Jan- uary 28, 1919. Petre, Schmidt & Bergmann, Philadelphia, Pa. EL CONFICIO: — 40,967. For all tobacco products. February 5, 1919. American Litho. Co., New York City. LA DELTA FLORA: — 40,968. For all tobacco products. Febru- ary 10, 1919. Barton-Still Co., Clarksdale, Miss. WHITE LION: — 40,969. For all tobacco products. January 31, 1919. Pasbach-Voice Litho. Co., New York City. Trade-mark claimed to have been used by Richard C. Bondy, New York City, from whom title was derived by registrant by a transfer dated January 24, 1919. EL PROFANO: — 40,970. For cigars, cigarettes and tobacco. Feb- ruary 6, 1919. Tri-State Cigar Mfg. Co., South Bethlehem, Pa. HONOR ROLL:— 40,975. For cigars. January 24, 1919. Peter N. Jacobsen, Davenport, Iowa. Trade-mark claimed to have been in actual continuous use for a number of years by the Smith- Reimers Corporation, of Davenport, Iowa, from whom title thereto was derived by registrant by a transfer dated October 15, 1918. VALLY VALLY: — 40,977. For cigars, cigarettes, cheroots and tobacco. January 22, 1919. El Sidelo Cigar Co., Inc., New York City. TAMPA SWEETHEART:— 40,979. For all tobacco products. February 11, 1919. Pasbach-Voice Litho. Co., Inc., New York City. DEACON BROWN:— 40,980. For all tobacco products. January 7, 1919. Havana Production Co., Inc., New York City. NEW WORLD: — 40,98L For all tobacco products. January 17, 1919. M. Klatz, Milwaukee, Wis. OLLIE MAC: — 40,982. For cigars and all tobacco products. Feb- ruary 13, 1919. C. B. Henschel Mfg. Co., Milwaukee, Wis. Trade- mark claimed to have been in actual continuous use for several years by City of Straits Cig. Mfg. Co., from whom title thereto was derived by Wadsworth Campbell Box Co., of Detroit, Mich., and the latter company having transferred same to the C. B. Henschel Mfg. Co., Milwaukee, Wis., February 10, 1919. T. R.: — 40,984. For cigars only. January 10, 1919. American Litho. Co., New York City. LOVELEE: — 40,985. For cigars only. January 31, 1919. Ameri- can Litho. Co., New York City. TRANSFERS MAJOUS:— 33,986 (Tobacco Leaf). For Egyptian cigarettes. Registered August 28, 1907, by M. Gabbour & Jos. Gabriel, lirooklyn, N. Y. Transferred to Emile Berl, San Francisco, Cal., July 29, 1911. Re-traifsferred to H. Sutliff, San Francisco, Cal., August 9, 1916. PAPPOOSE:— 8057 (U. S. Patent Office). For cigars, cigarettes, smoking and chewing tobacco. Registered October 12, 1880, and No. 85,871, U. S. Patent Office, for cigars, cigarettes, chew- ing and smoking tobacco. Registered by Nicholas Kuhnen Cigar Co., Davenport, Iowa. Transferred by the Smith-Reimers Cor- poration, Davenport, Iowa, the successors of the Nicholas Kuh- nen Cigar Co., to Peter N. Jacobsen, Davenport, Iowa, October 15, 1918. ANNIE LAURIE:— 9983 (Tobacco Journal). For cigars. Regis- tered September 24, 1888. by N. Kuhnen. Davenport, Iowa. Transferred by the Smith-Reimers Corporation, Davenport, Iowa, the successors of N. Kuhnen, to Peter N. Jacobsen, Daven- port. Iowa, October 15, 1918. DULCE MARIE:— 9829 (Tobacco Leaf). For cigars. Registered February 21. 1895. by N. Kuhnen Co., Davenport, Iowa. Trans- ferred by the Smith-Reimers Corporation. Davenport, Iowa, the successors of N. Kuhnen Co., to Peter N. Jacobsen, Davenport, Iowa, October 15, 1918. FREE LANCE:— 6680 (Tobacco Leaf). For cigars. Registered July 5, 1892, by N. Kuhnen Co., Davenport, Iowa. Transferred by the Smith-Reimers Corporation, Davenport, Iowa, the suc- ! cessors of N. Kuhnen Co., to Peter N. Jacobsen, Davenport, Iowa, October 15, 1918. VALLI VALLI:— 39,610 (U. R. B.). For cigars, cigarettes, che- roots and tobacco. Registered March 11, 1916, by American Litho. Co., New York City. Transferred to El Sidelo Cigar Co., Inc., New York City, April 22, 1916. EL TRIBUTO:— 4806 (U. S. Tob. Journal). For cigars. Regis- tered November 11, 1885, by Steinecke & Kerr, New York City. Transferred by R. Steinecke Co., New York City, successors to Steinecke & Kerr, and R. Steinecke to Gibson-Snow Co., Inc., Albany, N. Y., February 13, 1919. CHERRY RED:— 14,651 (Trade-Mark Record). For cigars, cigar- ettes and tobacco.. Registered March 13, 1895, by Geo. Schlegel, New York City. Transferred to B. Payn's Sons Tob. Co., Albany, N. Y., February 18, 1919. TIMES (Tobacco Journal). For cigars cigarettes and tobacco. Registered October 26, 1909, by Chas. Landau, New York City. Transferred to Nicholas De Marco, Paterson, N. Y., February 19, 1919. COSTA RICA TOBACCO CROP The following is a conservative estimate of the tobacco crop in Costa Rica for this season, as pro- cured from a reliable source : On the Atlantic side, 127.5 acres producing 130,000 pounds; on the Pacific side, 161.5 acres producing 98,000 pounds, making a total of 289 acres produchig 228,000 pounds. It will be noted that the Atlantic side is the best for quantity production per acre. The Republic Tobacco Company is endeavoring to teach the growers improved methods of production. OSCAR PASBACM, P«CS. J.A.VOICE.Sccv. a Genu. Manager - »fi.k.-?~^-~'^^^~ a\ ai -.-::^UTHOGRAPHING CO.inc.^^^ 25T»? St.Cor. of llT^^AvE. NEW YORK CIGAR LABELS - CIGARBANDS LITHOGRAPHER'S SUPPLIES «—- + IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City M 11 11 ■■ ■■ ■■ ■■ ■' " " "" ■I M ■■ .«— «— + BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City THE MOEHLE LITHOGR/\PHIC CO. ^IGAR LABELS AND .^ENDON ROAD £. EAST 3r" 51 BROOKLYN,N.Y. BRANCH orncc 170 WEST RANDOLPH ST. CMICAGO.ILL. CIGAR BOX LABELS BANDS AND ADVERTISING + GARRETT H. SMITH, |^„=,.-^..'ir?~ 1 CONPANIA LITOGRAFICA DE LA HABANA I Finect Imported Cigar Band* and I abel*. Also GUMLESS Band* I NEW YORK OFnCE (Phone. Stuyvesant 7476) 50 Union Square NEW VORK Parmenter Wax-Lined Coupon Cigar Pockets \FFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE II INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertisini; Medium Known Racine Paper Goods Company Sole 0^vners and Manufacturers KACINF WIS . - . [). S. A. MANUFACTURER OF AlL KiNDS OF 22jid St. and Second Ave., NEW YORK OHICAOO, 105 WK9T MOWROB STRKKT, L017X8 G. CAVA, Mcpr. A BARGAIN IN CIGAR LABELS AND BANDS. On account of I lie prcvailiiij; liijj;!) cosi and scarcity of nialerial, l:ib<.r, etc., we have decided to close out anci discontinue a large Miimlter of attractive stock labels with title and design rights. We are also closing out at exceptionally low prices the entire line of stock labels f(^rnierly made by Krueger raun, of which lirni we are the successors. We still have a <|uantity of attractive stock cigar bands, whicii we will also close out at prices far l)elow the present cost of i>ro- (Ijiriiig such bands. Write for samples and jtrices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. HEYWOOD. STRASSER&.V0IGT LITHO.CO. 26^ STREET & 9^ AV^OE, NEW YORK MANUFACTURERS OF Cigar Box Labels Bands an d Trim hings WESTERN OFFICE 30 N. La Salle St., Chicago, III. CANADIAN REPRESENTATIVES B. B. B. Co., Montreal, Canada PHILADELPHIA OFFICE 914 Drexel Building SELLING REPRESENTATIVES ADOLPH FRANKAU & CO.. 129 Fifth Avenue, New York City ifRREGULAR PAGINATION 1 4, f? ^->C^ VOLUME 39 NO. 6 TOB AC C O MARCH 15, 1919 WORLD Said Smiling California to Busy, liich Newark We Have Just Received a Shipment of Philippine Stripped Tobacco, of Ex- cellent Quality, that We Offer the Trade at a Very Reasonable Price Cheaper than any other Domestic Filler of equal quality on the market to-day V OWL ^quare■ end 7c ' WHIIE OWlf Inviiii Shape I \8c Quality- Burn Aroma ( { YORKIE, you're some little ad- vertiser. Why, your cities and your power are the >yonder of the world. Some call you stiff and formal, but Yorkie, pal, I'ye heard your heart beat and I'ye been told of your lakes and mountains and wonderful people. Have an OWL, New York!" **Thank you, Gal, both for the OWL and your kind words. As for beini^ an advertiser, I don't know where I'm nuich ahead of you. How about your fruit? -^Our climate? ^ Our wonderful lands? Your skies? And do ^ou think they're not bi^ *ads'for you WNITEi ^i^ 'i^ ^? ^ One of the best uses tor money earned danng the war is to set it to work on liuililiiig a linMie ot your own. U. S. DEPT. OK LABOR \V. 15. Wilson, Secretar\ Yes, OWL and WHITE (JWL are high fa^ orites in New York, in Cali- fornia ali^d every state between. They're dependable — that's why. If you've never belie\ cd that a depend- able cigar could be made at such a moderate price, try OWL or WHITE OWL — \ es, now! DEALERS: It your ilistrihuto: lioc- not '>fll tlu'sc- (l«.'i)fiul;ii)li.' (i:;;ii'-, u rite ii--. CiAKKAi. (k.vr ("o. Inc., IT' \\\-.t 40tli Strctt, Ni-u \ oxk City TWO DKPENDABLH CIGARS ^ ^^ Headquarters for Manila Tobacco in the United States Samples sent upon request 1/ PHILIPPINE LEAF TOBACCO CO., 123 Maiden Lane - - - ■ New York City Canada Office: 79 Dundas St., London, Ontario, Canada Branded Hai 'ed for your protcc on Watch for these Advertisements The demand for all grades and shapes of W. D. C. pipes is being increased by our ad- vertising in such widely-read publications as : Saturday Evening Post Leslie's Weekly American Magazine Field and Stream Literary Digest Popular Mechanics Country Gentleman Outing Collier's Weekly Popular Science Monthly System Scientific American Army and Navy Journal One of the new series is shown here — others will appear from time to time. Watch for them. Cut them out and paste them in your window to get the utmost selling value out of them. On the Job — when you want to think hard and straight — the famil- iar feel of your favorite pipe and ^^ — haze of good to- bacco smoke seem to cut you off from the rest of the world and let your mmd work the way it should. Hie pipe that never inter- rupts, nor takes your mmd oft your work, is the WD ThIe UNIVERSALif PIPE As you smoke your Wellmglon there s never a l)ubl)le nor a gurgle. The well catches all moisture and lohacco crumbs. The smoke comes up, away from your Tht yV n C Inantlr Iraie mo'k 'iii ^tn ihe tign of iuprtmt pror laluf for mnrr l^tan jO yea*] It n nd ot!y on tLery H'ell'nuton.hul also on other ttires that u;e rnakf "/ eivry tlytr, sue ana trade Pr, it (or pnct, trade for trad'. ,here„nohe„.,p.,,.maJe,han,WOC jongyp through thc lop opening in the bit. The Wrllington is in«d<" ol gTUinr Ftrnch bnar, »pa»on<-il by our own sprcUl procrM. »o *• lo bre«k m iweet and mrllow, and is «uaranlrcd against cracking or burning ibrough. Gri a Wellington Pip*. Good dealers have it in all siies, thapes and grade* (rom 75 cents up. Il v»ill (it inio your life in a mightjr agreeable way. Wm. DEMUTH 8i CO., NEW YORK WORUDS LABCCST PIPE MArjUFACTURERS Look over your stock of W. D. C. Pipes. Then make up your order with increased sales in view. We will gladly send you further information on request. Wm. DEMUTH 8t CO.. NEW VORK WORLD'S LARGEST MAKERS OF FINE PIPES — — — + MADC IN BOND FINE HABANA CIGARS ' Excellence of Quality and Workmanship Are Combined In Chmlbs the Gsmt CIG-4SS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA 1 ■■■■ — ■ ■«!» 4m_^ ■« «i|i ! La Flor de Portuondo ii Established 1869 GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondo Cigar Mfg. Co. PHILADELPHIA I +- mm* iii-»l* ■ ■■■■ ■■ ■■ ■■ ■■ ■■ ■■■ ■ i»— ■■^■■■— ai^— 1^— mm* I llii HP — It^— ■ I ■ ■■ ■■ ■!— — «fi— M n^i^MB— ■■ -+ . + Say You Saw It in The Tobacco World m 11 ■ " "' For Gentlemen 'i of Good Taste San Felice 7 c Cigars TADEMA The Deisel-Wemmer Co., 1JMA,0. HAVANA CIGAR8 Ar&liellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa iealtad 129 NEW YORK FLORIDA HAVANA , it's a cinch for a live, dealer TO PULi. THE BESTTRAPEHISWAY. /ay| ♦■ ■ ■ .^«* ToDeal«rst> Write ui a 9»»M for ■ p«ocb ol Real Gravely. It'a the Ural bio ■>•- proveaeat la Plug alaca Peyloa Gravely ma da Ihe Ural ftua that ever waa aade. MSUmTTOIACCOCO. DANVILLK. VA. otrr. « CELEBRATED CHewin^ Plug •BCFORETHE INVENTIOM OP OUR PATENT AIR-PPOOF POUCH. GRAVELY PLUG TOBACCO .""^^^ 'made strictly tor its cmewino QUAUrv Would not keep fresh in this sectiok NOW THE patent POUCH KEEPS IT - FRESH ANP CLEAN AND OOOO A LITTLE CHEW OF GRAVELY IS E'«V>y «" -^ AND LASTS LONGER THAN A BIO CHEVy/ OF ORDINARY PLUG. ..,,^.^^vj ^J3.9r3vefyS>aaccoCrir^^» E6TABLISHBD IMT Y. Pendas 6l Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" OttJcc »nVs :>^ ^ A m'u^'imiLA MURIEL— and the Retailer's Profit With o vutJity that vtta»e» th, consumer, with a P"*"**""'" '^^Vf/T^l^ id one -_ S .4 f^T/ /^ ^^'N ^VjjrK»»^XCT., Sat/ You Saw It in The Tobacco World Cuban Tobacco We are in a position to render ser- vice to tobacco importers. We know the trade in the States, and are fam- iliar with the leaf tobacco and cigar markets of the Island. We are affiliated with the Mar- cantile Bank of the Americas, and negotiations in the United States may be conducted through their offices at 44 Pine Street, New York. Buyers visiting Havana will find our offices at their disposal and our officials glad to lend them assistance. We conduct a general banking business. Banco Mercantil Americano de Cuba Temporary Offices: ANAGURA 23, HAVANA, Post Office Box 1329 Paid Up Capital and Surplus $2,500,000 Statement sent upon request BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, °„ Tobacco World. Gafla Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade CroWn Wrappers We also sell the new ** Combination*' Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. EL TROVADOR CIGAR MADE IN HAVANA A Hi|h Grade Imported Cigar made of the finest Vuelta Abjti Tobacco grown on the Island of Cuba CHARLES LANDAU & CO. 93 SAN RAFAEL STREET 45 WALL STREET HAVANA. CUBA NEW YORK H. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAI S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobacco 123 MAIDEN LANE, NEW YORK USE PHILIPPINE TOBACCO Binder — Filler— Scraps IMPORTED DIRECT FROM MANILA BY S. J. FREEMAN & SONS, 123 Liberty St., NEW YORK CITY ltn 111 — " -- — — " " " " *- HARRY BLUM Manufacturer of THE NEW NTHE NEW «^ mr ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City 11 M H 11 >■ in iiT in itn " n- " ~ " " " " " " " iiili The Maintenance of an Inflexible Quality Standard in i is reflected in the unvarying increase | in consumer demand. Good judgment favors stocking — displacing — recommending it everywhere Allen R. Cressman's Sons, | Makers PHILADELPHIA Volume 39 THE TOBACCO WORLD Number 6 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, March 15, 1919 Foreign $3.50 Jobbers and Dealers Waste Time In Talking About and Waiting For Lower Cigar Prices DILVLERS and jobbers are having a hard time fig- uring out their station on the war tax express. Manv of them have been suffering with a severe head- ache ever since they took inventory. The conclusion is that they had more stock on hand than they thought. It is doubtful if many of them gave serious con- sideration to the floor tax until within the last few weeks. After the cigar shortage began to disappear many dealers and jobbers resolved not to be caught that way again and thereupon proceeded to buy in large quantities, thereby creating another shortage, which was severely felt during December. As a matter of fact, if the jobbers and dealers had put up an organized fight against the full floor tax it is possible that it might have been defeated. The cost of the lack of organization in the trade is becoming more apparent every day and there are clouds on the horizon that mean either strong organization or disin- tegration, and possibly elimination. Just at present the dealers and jobbers are not huving heavily, presuming on the reports of a declining loaf market that the price of cigars is going to come do^Mi and that they will be able to make up some of the floor tax with the expected drop in prices. Tt should not take a sledge-hammer to drive home flio tliought that leaf prices today, whether rising or falling, have no immediate bearing on the present price of cij^ars. Large manufacturers have their stocks of loaf for one or two years in advance, and many of them still have their highest priced tobaccos to work. A year or so hence there may be a decline in cigar pvicos but at present it seems useless to anticipate any important decrease. The thought has already been mentioned in these oolinnns that the war taxes may become permanent, if not higher. It must certainly be obvious that the State and Federal governments cannot stand a loss of rovonue estimated at $500,000,000 without getting it from other sources. This is the loss that it is said will ooour in revenue with the elimination of the liquor iiidnstrv. « The second highest taxed industry in the country 1!^ the tobacco business. It will certainly be expected to absorb some of the loss, if it comes. As these increased costs and taxes have been passed on to the consumer we can see no immediate I'f'liof in sight for the consumer. And as long as the consumer continues to pay these prices we fail to see why the retailer and jobber should become excited. Until the new tax went on the retailer had been making a longer profit than usual and he certainly must have expected and knov/n that this condition could not last indefinitely. Locally the dealer has been overstocked; over- stocked ever since the first increase in prices months ago. The floor tax has caught him with considerable capital tied up and with Uncle Sam at the door saying, ''Pay up.'' The manufacturer will be better off and the dealer will be better off if this lesson is learned. The retailer without humidor facilities should not carry more than a two-weeks' supply of cigars if he expects to give them to the consumer in decent shape, and the manufacturer should not desire him to sell them unless they are in good condition. If the dealer and jobber were short on cigars at this time their orders would come in with the same reg- ularity as before. But if they have large stocks^ on hand and do not need to order this is just the time when they will endeavor to decrease their stocks and let the manufacturer accumulate his cigars in his fac- tory. This ties up the manufacturer's capital and leads him to seek devious ways and means to get rid of the accumulation for cash at the earliest oppor- tunity. The jobbers who really need cigars and who arc holding off their orders at this time waiting for a drop in prices are injuring themselves, not the manufac- turer. No sane manufacturer even talks of lower prices and some of them talk of still higher prices. Every product, the rav/ material for which has to ho purchased months in advance, will continue to com- mand a high price for some time. The cigar belongs in this class. A lowering of prices at this time withoiit a cor- responding decrease in the cost of raw materials, and in production, would mean a heavy loss in every line in which it is attempted. That loss, no matter on whom it falls at first, will ultimately rest on the shoulders of the consumer. And for the consumer to be handed any such additional burdens at this time means a repetition of the latter part of 1907. {Continued on Page 25) THE TOBACCO WORLD THE TOBACCO WORLD — ,„ iniiiiiiii iiiiiHiH "HI" iHiiiim mill ,„„„ min.iiii I itiMi u «■■«"" iiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiim i iimiiiiim ■iiiiiiiiiiiiiimiiiimi" MERIT wins ! And to prove it we want you to meei the new vice-president of Otto Eisenlolir & Bros., inc., Ben. R. Liclity. Louis H. Eisenlohr is still a vice- president of the firm, but another vice-presidency has been created and Mr. Lichty has been elected to fill the office. And this is how it comes about. Ben. R. Lichty was born in Waterloo, Iowa, thirty- seven years ago. Some years later, on a fine June morning, he was handed a roll of w^iite paper tied with a ribbon and notified that he was a graduate of Prince- ton University. Now while this young man was a sophomore at Princeton he discovered a method of merchandising which he thought w^ould stand some improvement. He wx^nt to New York and got the agency for Benson & Hedges products at Princeton and forthwith began to improve certain merchandising schemes practiced ex- clusively among Freshmen. The success of Benson & Hedges products was such as to enable Mr. Lichty, if he had so desired, to take part in a handsome way in any speculative operations involving a difference of opinion regarding the relative merits of Princeton and Yale athletic teams. In 1904 :Mr. Lichty entered the wholesale grocery business with Smith, Lichty & Hillman, at Waterloo, Iowa. (This was no Waterloo for B. R. Lichty, how- ever.) Li 1905 ^Ir. Lichty casually mentioned to inter- ested parties that he had no objections in the world to finding more money in his envelope on pay days. And thereupon said interested parties suggested to ;Mr. Lichty that the quickest way to bring about the desired result was to earn it, and he was given a live tip in the bargain. The tip was that the cigar department could stand some impetus and that if a man could make it grow he would be very likely to benefit in a highly satisfac- tory way. Needless to say, Mr. Lichty took charge of the cigar department and proceeded to open up with a ** closing out sale.'* All the old brands that had been laying around were sold at a sacrifice. When the shelves were empty ^Ir. Lichty took on ''Cinco'* and one other nationally know^n high-grade cigar. He never employed a special cigar salesman, but he taught twelve grocery salesmen how to sell cigars in conjunction w^ith their regular line. The Middle West soon came to know of this corp of sales- men and of their success in selling cigars in conjunc- tion with other merchandise. At no time did the stock of cigars consist of more than three "nickel'^ brands and one ten-cent brand. Mr. Lichty believed in and practiced concentration. The result was that these twelve grocery salesmen sold as high as 5,000,000 cigars in one year. Mr. Lichty helped to organize the Iowa Tol)acco Jobbers' Association and became its first president. In 1917 greater recognition came to Mr. Lichty and he came to Philadelphia as assistant to the president of Otto Eisenlohr & Bros., Inc. The first thing that this young man did was to develop the ''Henrietta'' brand. Today it unquestion- ably dominates the local market. In this development newspaper space has been liberally used and is still being used. And now Otto Eisenlohr & Bros., Inc., have elected this young man to a vice-presidency in the cor- poration. His career with Benson & Hedges goods at Princeton has borne fruit. But back of it all lies the physical and mental equipment of the man which en- ables him to accomplish the tasks he sets for himself. Mr. Lichty is a young and aggressive man who applies himself strictly to business. He is, without doubt, one of the best informed men in the cigar and tobacco trade. He says that if he is, it is due to the fact that for the past fourteen years he has been a con- stant and close reader of trade papers. Beyond being well informed and aggressive he is broad-minded. He is receptive to a new idea or to the other side of an argument. And his success with Otto Eisenlohr & Bros., Inc., he attributes to the close co-operation that has been given him by the salesmen, distributors and those as- sociated with Otto Eisenlohr & Bros., Inc. We congratulate Mr. Lichty on his new honors. His record shows him to have deserved every success that has come to him. And as we said in the beginning, gentlemen, meet Vice-president Lichtv. The officers of Otto Eisenlohr & Bros., Inc., now are: Charles J. Eisenlohr, president; Louis H. Eisen- lohr, vice-president; Ben. R. Lichty, vice-president; Harrv Dietsch, treasurer ; R. G. Cunningham, secretary and assistant treasurer; C. Harry Eimerbrink, manu- facturing manager. A Come Back A negro came into a Southern ticket office and asked for two round-trip tickets to Charleston. The agent knew him and asked who was going with him. **My brother," said the negro. **Your brother?" asked the agent. ''Whore is he?" ''Out there in a box. He's dead," answered the negro. "Well, if he is dead you don't want a return ticket for him." "Yes, suh," said the negro; "you see we a;r:'t goin' to bury him in Cha'leston; but we have about forty kinfolks down there, and we reasoned tliat it would be cheaper to carry him down to Cha'leston fo' do funo'l service and bring him back, than to Inin?: all the family up here." ^ Hand Made Versus Machine Made Goods TilKIiE was a sign in a Broadway window the other dav which read, "No man should do work that a ,nactiine can do." The statement could be made broader tiuui that, truthfully; "No one should do work that a machine can do." Vnd why should a man or woman, boy or girl, sneiid laborious hours in doing work that a mechanical device can do more quickly, more economically and mure satisfactorily? Strange as it may seem, the most tedious work is usually the kind that commands the smallest recompense. Why should a manufacturer depend on hand labor for his production when he can increase his production, cut down his overhead and standardize his factory op- erations by the use of machinery? -, ^ n A single example of what machmery has done tor industry is found in the cotton gin. Without Eli Whit- nev's crude device it would take 17,500,000 hand work- ers one year to pick the seeds from the 1918 cotton crop. The whole world has benefited from this device, from the farmer who grows the cotton to the consumer who buys the manufactured article. . Machinery is economical of labor and economical of material. It helps to standardize production and it contributes to increased production. . , ., Among the last industries to seriously consider the development of mechanical devices is the cigar manu- facturing trade. It is safe to say that such machinery as has been perfected up to this time only marks a be- ginning. , . ^1 i ^ There are two particular devices that are com- manding attention in the trade today. One is a com- plete cigar-making machine and the other is a strip- ping machine. The former is said to have proven its practicability and the manufacturers are swamped with orders. The latter has proven its abdity to save labor, save waste and to increase production. ^ , As an example of the proven value of the stripping machine a certain manufacturer of these devices states that he has already sold them to almost one thousand cigar manufacturers in quantities of from one to tour hundred. This means that at least 50 per cent ot all the cigar manufacturers in the United States producing more than one million cigars a year have equipped their tobacco stripping plants with this type ot ma- chine. ^ , AVhatever the natural prejudice of the cigar manu- facturer may be, he can no longer evade the tact that mechanical devices mean factory economy, both in labor and in material, increased production without any ques- tion, and standardization of factorj^ equipment and ot production. Every one of these points is a vital and important factor in every cigar manufacturing estaD- lislimont. . , When labor was plentiful and wages low, and raw materials cheap, there was no incentive to seek more oeonomical methods of producing a cigar. But today witli labor scarce and high and raw materials at tne liiirhest point in history, necessity compels research among mechanical devices. , The old *' Strictly Hand-made" slogan has created ii. the minds of the cigar manufacturers a natural aver- sion to the use of machinery in any form. This aversion has been handed down like a family heirloom from father to son and has been a serious obstacle in the development of the industry along mechanical lines. It is one of the serious problems of the cigar manu- facturer today to find a type of labor that will bend to the tedious, preliminary process of preparing tobaccos for cigars. The most tiresome task is the stripping of tobacco by hand, and it also requires a certain amount of skill. There is a minimum for all labor today, and regardless of the worth of the work, the price must be paid. Machinery is now offered that relieves the greater part of the tedium, saves waste, conserves labor (and releases it for better paying work) and increases production. Skilled labor in the cigar industry is growing scarcer and scarcer, and without mechanical devices to meet the production needs the industry must and will suffer. Tobacco strippers no longer grow on trees. The sameness of the operation and the tedium of it makes it a real task. Hand stripping is becoming a lost art ' But machinery magically rises to supplant the old hand process with many economies over the hand method. The value of these economies cigar manufac- turers are beginning to appreciate. The prejudices of labor, like those of the cigar manufacturer, are unfounded. Contrary to robbing an employe of a job, it really raises him in the social scale. Instead of being a mere hand worker he becomes the controller of a mechanism that does his work. He merely supervises, in a sense, and sees that the machine does what it is intended to do. He is no longer an automaton but the operator of a machine which is under his control. There is something to stir his imagination, something to hold his interest, and a feeling mside the man that he has moved upward several rungs on the ladder of his life's accomplishments. The manufac- turer has given the ivorkman a machine to do his tvork tvhi2e the ivorkman still gets paid for it. The fact that unskilled labor can be used on sucli mechanical devices as a stripping machine is certainly a convincing argument in its favor. And this without considering the fact that there is an increased produc^ tion in the yield of machine-stripped leaf over hand- stripped leaf, that in most cases will pay the cost of the machine and equipment in one year's time. What is said of the stripping machine could prob- ablv be said of other machines and facilitating devices, if the cigar manufacturers had showTV sufficient interest in developing their industry along "^^^^^^^^^^l^^ .^^^.^f^ stead of sticking to expensive and antiquated btrictl\ iland-made" production. In the cigar industry large profits come from volume. During the war it was production^ that made victory possible. The taxes to pay for the victory must come from production. , n i From this hour on cigar manufacturers should be ever on the alert for machinery and facilitating devices to reduce the cost of production, to lighten the burden of high wages and to eliminate waste of every char- actor. THE TOBACCO WORLD THE TOBACCO WORLD mmiiimmimmi iiimi ■■■.» ■■■■■■■■■i n ■mmmmiimi ■ mm '■"■' immmmumnmim ..nminmiiuiiMimiHiiiimimimmMi um iimi i »m»„^ ■■ ■■ ■■ I TRADE NOTES AND NOTICES '•— 4f Robert E. Lane is in Havana visiting the factory which he represents, Cifuentes, Pego y Ca. Our genial contemporary, R. T. Tanner, represent- ing "Tobacco," of New York, visited a number of his Philadelphia clients last week. Col. James J. Rafferty, chief of the Department of Commerce and Industry of the Philippine Islands, has returned to New York. The Gerard Tobacco Company was recently incor- porated at Wilmington, Del., for wholesale and retail trade, with a capital of $30,000, by Franklin L. Mittler, M. E. Mittler and L. F. Mittler, of Wilmington. The Venezuela Building at the comer of Front and Pine streets, New York, owned by Joseph F. Cullman, was recently leased for a long term of years to Charles T. Stork & Company. It is said that the rental will total $1,000,000. M. J. Levy, manufacturing manager of Morris D. Neumann & Company, has gone to Atlantic City to enjoy a much needed and greatly deserved rest. Morris D. Neumann has recently returned from a trip of sev- eral weeks through the Middle West. March 6th was a happy date for 0. L. Deming, of the American Can Company, for on that day the *' Leviathan" steamed into New York harbor not only with ''New York's Own," but with ''Deming's Own." Mr. Deming 's son was among the troops returning from overseas. The agricultural appropriation bill, which failed of passage, carried an item for fighting insects in- jurious to Southern field crops, including tobacco. The tobacco investigation work will be continued by the Agricultural Department with the expectation that the bill will l)e enacted at a special session of Congress. The Helios and Oriente cigar factories in Manila, P. I., have been purchased by Walter E. Olson & Com- pany, an American firm long identified with the expor- tation of Manila cigars. Olsen & Company have also acquired the Giralda cigar factory with a capacity of 12,000,000 cigars a month. AVaitt & Bond, Inc., of Boston, Mass., makers of the ''Blackstoiie" cigar, have offered a new issue of stock, a 7 per cent, cumulative preferred stock, exempt from Alassachusetts and normal Federal income taxes. Waitt & Bond became a corporation in 1917, succeed- ing a business started in 1870. Their 1918 output was 7.3,000,000 cigars. The General Sales Department of the American Tobacco Company had about one hundred men in the service, of whom, to date, thirty have returned. The Piedmont Tobacco Company has been incor- porated at Danville, Va., with a capital of $100,000. E. L. Dodson is president and J. W. Gravely is secre- tary. The United Cigar Stores Company has leased from Melville H. Beams, in New York City, for a term of fifteen years from May 1, 1920, the two-story business buildings occupying the block front on the east side of Broadway, between 157th and 158th streets, fronting 200 feet on Broadway and 125 feet on each street. The lease calls for a total rental of about $700,000, and was arranged by Byrne & Bowman, who sold the property to Mr. Beams last July. There is a station of the sub- way at this point. The annual meeting of the General Cigar Com- pany was held March 6th at the offices of the corpora- tion, 119 West Fortieth Street, New York City. Offi- cers elected for the coming year were: Fred Hirscli- horn, president ; Richard C. Bondy, senior vice-presi- dent; William Best, Jr., vice-president; B. G. Meyer, vice-president; Milton Esberg, vice-president; H. V. Shick, secretary, and William Best, Jr., treasurer. Out- side of the election of officers only general routine busi- ness was brought up. The annual report of the Liggett & Myers Tobacco Companv for the year ended December 31st last,^ made public recentlv, showed net profits, including dividends from subsidiary companies, of $10,050,221, against $9,184,783 in the preceding year, and a surplus after dividends of $3,138,603, contrasted with $2,722,662 m 1917. It is announced that the company has purchased a tract of land in Danville, Va., with 600 feet front and 160 feet depth, for the erection of a cigarette and smoking tobacco factor\% a plug manufactory^ and a tobacco storage warehouse. Ernest Berger, general manager of the Tampa- Cuba Cigar Company for several years, was elect (h1 president of the companv at the annual meeting "n March 1st. Florentine Diaz was elected treasurer. The organization showed a very satisfactory prnnt. At this meeting a profit-sharing plan with its salari. d emploves was instituted and in this an advance step in the enterprise is recognized. The innovation is one ot Mr. Berger's ideas and will undoubtedly be regard^'d as a means of establishing a more contented and h.u'- monious spirit among employes. If the experiment proves successful the Tampa-Cuba Cigar Company hopes to extend the new idea to others of its employes. u HMniiiiiiiiiHiiiiiiiiimHiimiiiniiiniiimiii iiiiiiiiniiiiiiiiiniHUimium"""""""""""""""""""""""""""" iiiiiiiiiiiiiiiiiiniiiiiiiiHiiiniiiiiHiiiiiiiiiiiiiiniiiiiniinmiiiitniinmiH'iii'"""'""""*'*" Speeding Up The Sale Of Side Lines By Ira R. Alexander SIDELINES for a man engaged in the retail to- bacco business is all right, providing you let people v,io\v you^re selling them,'^ recently remarked a lead- inir retail tobacconist in a Colorado city. ''People iiinire that a store such as I conduct sells tobacco, and that is as far as they go. You've got to tell them about your sidelines, and then some, if you expect to sell them. You can't arrange them some place m your store and expect people to come in and ask for them. You must first impress the people with the fact that vou have them for sale. In that way you can budd up k good sideline trade. I have done it and I know others can do the same." • ^ ^ ^ i At this point the writer became mterested and asked questions about sideline advertising plans. A few of the best methods used by the Colorado dealer in featuring his sidelines are described with the hope that they will benefit other men engaged in the same line of business. • . i. i Not long ago the Colorado tobacconist took on a sideline in the shape of a well-known line of fountain pens He wanted to let the people know of the fact and so after giving the matter thought, he hit upon tnis plan • He placed a large number of the pens in one of his windows— he didn't arrange them with any idea of system, he just piled them in the window in a careless manner. On a card in the window he had these words, ''If these fountain pens are placed side by side across the floor of this window will they reach all the way from one side to another or will they only go part way ? Make an estimate." He also let the people know that in tNvo weeks from the time the pens were placed m the window he would place the pens side by side in the window and the people w^ould have an opportunity ot seoini? how close thev had estimated. At the bottom of the window and just in front of the glass, inches and feet were marked off on the floor of the window so the people could better estimate where they thought the line of pens would reach when placed side by side. No prizes were offered in connection with the display, but of course such could be done if desired. Many people stopped in front of the window each day and the store and its new sideline of fountain pens came in for a lot of good publicity that resulted in increased busi- ness in all lines. The Colorado tobacconist also sells safety razors and to feature that sideline as well as to give his store publicity he not long ago carried out this plan. In the window he placed a toy train operated on a track, which wound in and out on the floor of the display win- dow. The motive power for the train was furnished by the electricity secured from a light socket. The train consisted of an engine and three freight cars which had no tops. In these cars the tobacconist placed a goodly number of safety razor blades and on a card in the window he had the information that the person guessing the correct, or nearest correct number of razor blades in the three cars would be given $20 in gold. A moving object in a window always draws notice and the display used by the Colorado tobacconist was certainly no exception to the rule. A big crowd gath- ered in front of the window each day all during the two weeks the contest was in progress and as a result the place of business came in for a lot of worth-while pub- licitv. Scattered about in the window were different brands of cigars, packages of tobacco and the like and people that stopped to look at the train could not help but see them; as a result business in all lines was greatlv nicreased while the contest was featured, and not only the sale of safety razors was speeded up, but all lines were bettered. *'To be successful in selling sidelines," concluded the AVestern tobacconist, "you've got to keep them be- fore the people all the time in some way or other. By featuring mv sidelines I have built up a very good trade therein. What I have done, others can also do." Annual Report Of The P. Lorillard Company The P. Lorillard Company, manufacturers ot to- hacco products, reports net earnings of $9,292,000 an increase of $980,000 over the preceding year. Atter setting aside $2,396,000 for the estimated Federal war taw's, an amount considerably more than double the !•' s.rvation in 1917, and providing for interest charges, a l.alanex; of $5,640,000 remained. This was equal to $J» ]) >r share on the common stock. The amount available for the junior stock in the preceding year was equal to more than $34 per share, although at that time the stock outstanding was considerably less than it was last yoar. The annual statement shows inventories valued at $36,027,000, an increase of more than $14,000,000 over the total for the previous twelve months. Securities owned bv the company aggregated $5,275,000 in value on the books, as against $2,415,000 in 1917. While the surplus of earnings last year was $2,- 382,000, this amount was more than offset by a stock dividend and an amortization reser\'e against the 1917 taxes with the result that the total surplus on Decem- ber 31 last, amounting to $7,164,000, was $886,000 less than in the corresponding period of 1917. THE TOBACCO WORLD 10 THE TOBACCO WORLD \ Uiiiiiiiiiniiinitiiiiiiiiiiiiiiiiiiiiiiiiiiii ........I............... l» »n. » ■ ' ' "" ...■■■..■■»»..»■■■■■■■■■.« ...n.„.n^. Putting A Punch Into Salesmanship By Frank Farrington (All Right* Reserved) WE have all made purchases from salesmen who could not have put their sale across if they had not possessed a strong, compelling, vital force— an ability to put a real punch into the selling talk. We have also been waited on by salesmen who had a good line of goods, good selling arguments, who gave us good enough reasons for buying, but who somehow could not make us feel that we just must buy, so we didn't. , ^ , What is there about this idea of a punch that makes it a quality that seems to effect the difference between selling methods that almost put it over and sellmg methods that fail? Punch makes the listener take notice. Where one can hear a salesman who lacks punch tell his story without feeling any interest in what he has to say, the man who puts all his energy and enthusiasm into the telling cannot be so easily passed by. Personal energy is one of the most essential quah- ties in developing punch. With all the good intentions in the world, if a man lacks energy he cannot develop anv punch. What would a prize fighter 's punch amount to if it did not have behind it the accumulated energy of months of training? Punch of the physical sort is onerg>^ translated into physical action. Punch of the mental sort is energy translated into mental activity. The foundation'of punch then is vital energy— the phvsical force that enables us to put our best efforts into our selling talk and to keep up the force all the while we are at work. ^ , The development of successful salesmanship is not dependent upon a spurt or two. Successful selling is not a spring. It is a long distance race and requires good phvsique as well as ambition to succeed. A sales- man may now and then have a good day by sprinting that long, but in order to become a real success he must put energy into every day's selling effort rather than merely into it once in a while. It takes more energ\- to keep up the speed than to sprint once in a while, but the man who goes by sprints does not sprint verv often and he is passed by the chap who keeps digging in all the while. It is easier to keep up a good momentum all day than to alternately slow dowm and speed up. Ever\- time you slow down you find it harder to pick up. Do your slowing dowm after the dav's work is done instead of betweeen customers. :\rost of us know the feeling of listlessness that comes after a nap at an unaccustomed hour. We get the same effect in a less degree when we let down for a few minutes between customers. Our energ\^ is taken up m trying to come back instead of in imparting force to our selling talk. We all feel a little envy for the man of abounding vitalitv, unless we ourselves possess it. He is full of life and spirit ; his walk is elastic, his *'Good morning" carries with it the impression that it w a good morn- ing, and that it is good to be alive. He interests us in spite of the fact that we do not feel that we \vant to be interested. We cannot offhand turn do^v^l this type of salesman. He compels our attention. This is putting the actual physical punch into sales- manship and doing it by means of physical well being. It does not even require a high degree of intelligence to do this. All that is necessary is sense enough to see the truth and go ahead and develop a sound, elastic body. Health is not all of salesmanship and neither is punch all of it, but we certainly have to admit that a sound body is the foundation of it all. You cannot de- liver a physical or a mental punch without being able to put some force behind it. Of course one may overdo this physical effect. A salesman is not expected to bound about like an athletic freshman, with a great exhibition of physical exuber- ance and little show of brain power. Any kind of force is detrimental when not con- trolled. Punching at the empty atmosphere is a waste of time and energy. Care must be taken to determine how one's force should be used, where and when the punch should be delivered and in what connection. In selling some customers it will be found wise to repress some of the appearance of physical force. There are all kinds of men among your customers. One man may take more kindly to the type of salesman who, though on his tiptoes, gives evidence of it only in the intensity of his interest in and enthusiasm for his goods. Now and then we encounter a grouchy cuss who really seems to be offended at surplus vitality in someone else. We have to learn how to handle these nen^ous, dyspeptic chaps who growl even on a fine, sunshiny morning. When the customer is in a hurry, and often this is the case, vou ^vill find that it pays to have one or two punchful 'points to thrust at that man while you have his attention. Grasp and grip the customer's attention just as soon as you get him before you and hold it by punch after punch; incisive verbal thrusts that really interest him. Waste no time or effort in idle remark- without point to it. You can make the moment spent in your presence create an impression that will last, and what vou have said will be heeded. You cannot handle this salesmanship punch idea on the same basis as the prize-fighter handles his punching program. His aim is to beat doAvn his opi)o- sition bv wearing it out and finally to give it a knocl^ out blow. Your aim is not to beat do^vn the customer s opposition by main force, but to convince it; and the value of voiir punch lies not in the fact that it is a punch, but in the fact that what you have to say is the better heard and heeded for being delivered with a punch. -xi ii Noise is not punch. We are all familiar with m salesman who seems to have the idea that the loiK.or he talks the more impressive he becomes. Noise may represent a kind of force, but it is not the kind that will influence a customer. Noise is usually an evidence of more wind than brains. Gesticulation is not punch. Standing in front oi a man and waving your arms as you talk does not mv (Continued on Page ^g) The Post- War World Markets For The Tobacco Products of The United States By Alfred Thomas Marks THREE outstanding phases of our foreign trade in tobaccos demand attention at this time, and the sooner we concentrate on the solution of the problems presented by these phases the greater will be our suc- cess in meeting the competition which will surely de- velop in the coming months — possibly sooner than we iuiticipate. The fact that at the present juncture and in the prevailing status of world conditions, both as re- gards production and distribution, we are the only exporting nation whose facilities are intact and ready to inaugurate and carry through a world trade pro- gram, should not be lost sight of by our tobacco manu- Facturers, but the advantage should be improved with as little loss of time as possible. It cannot be empha- sized too strongly nor too frequently that whatever we may lose now by our lack of energy in improving the chances which are ready at hand can never be made up in the years to come. So why wait until all other tobacco-exporting nations have rehabilitated their pro- ducing facilities, accumulated their raw materials and juljusted their labor requirements ? Why allow a mat- ter of sentiment to hold us back so that — as some of our foreign tradesmen suggest— 'Sve can all start to- gether in the race for world trade and thus avoid any hard feeling"? American tobacco manufacturers who are reaching out for overseas trade are simply pro- viding the weapons which will be used against them- selves if they follow any such mistaken course. Sen- timent and business will not mix now any more than tliey have been able to mix successfully in the past. A brief analysis of our exports of tobacco, both manufactured and in the leaf, for the calendar year l()18_the figures of which have just been compiled by the Department of Commerce — will prove illuminating. It is shown that in the past year our exports of tobacco totaled $152,981,336, as against $61,982,849 in the year J!)17. This tremendous increase (close to $91,000,000) may be taken as indication of what we may achieve in the world-markets if we make our plans sufficiently comprehensive and put them in operation with the necessary energy and forcefulness. The following statistics give our overseas trade in tobacco for the past two years: Unmanufactured (leaf) tobacco ex- ported in the year 1918, $122,885,116; same exported in the year 1917, $45,542,000. The most notewortny increases are in the cases of the United Kingdom, Can- ;Hla and Hongkong, China— the former jumping from ^12,452,338 in 1917 to $70,141,785 in 1918; Canada from ^*s982,351 in 1917 to $10,499,689 in 1918; Hongkong iVom $411,793 in 1917 to $2,291,398. Practically all other nations show substantial increases in imports of American unmanufactured tobaccos. Exports of cigar- <'tts in 1917 totaled $13,293,270, while the total for 1918 was $23,793,922. Cigars, plug and smoking tobaccos exported in 1917 amounted to $3,147,579, while these exports in 1918 were $6,322,298. We thus have a total exportation of manufactured and unmanufactured to- baccos in 1918 of $152,931,336, as against a total of $61,982,849 for 1917. The three phases of our overseas trade the writer has in mind are the selling of the goods, the delivery of the goods, and the price-for-quality advantage which will enable us to win on the merits of our product — for we cannot win a permanent trade in any other way. The selling or marketing of our tobacco products in foreign countries is probably the biggest considera- tion of all. For it is obvious that no matter how much our tobaccos are wanted and how wide open the door or how eager the welcome, we must, in the first and last analyses, bring our product and the foreign buyer together. Our problem is to reach the overseas buyer — preferably the consumer, for what is not in demand on the part of the people will find scant welcome on the part of the foreign importer and retailer. We must, then, keep the two facts in mind — that we want "the man in the street'' to know and call for our tobaccos, and we want the retailer to be in position to fill this demand. It will be of little or no advantage to us for the people who live in a far country to pine for the American weed if American tobaccos cannot be had there. The two propositions go together. Selling the goods — that's the question. What kind of a salesman is most suited to place our United States tobacco products in the overseas markets so that they will "stay placed"? In the first place, he must be of somewhat broader accomplish- ments than is considered necessary in the United States. The difference is well expressed in the exhor- tation of many importers of other countries to "send salesmen, not peddlers" — in other words, to send men who are able to get the large view of the subject and who can look beyond the iirst sale or two and get a grip on the more enduring aspects of the proposition. It has so happened in our tobacco trade abroad that salesmen who have been more than ordinarily success- ful traveling domestic territory have "fallen down" lamentably in attempting to sell the foreign field. One of the chief difficulties our salesman abroad has to contend with— and its importance should not be underestimated — is the necessity for either knowing the language of the people to whom he purposes selling his goods, or of carrying about with him an interpreter as an assistant. Now, this "interpreter" proposition has two aspects — one good and the other bad. If he is the right kind of an interpreter and takes an interest in his "job he can be of much assistance in "easing" the way of the salesman to the man he must sell to He can go much further than merely "interpreting he can, if he be so disposed and stands well with the business community, "stand for" the salesman and his line, thus placing the matter in a favorable light with the ])rospective buyer. The salesman who is not M 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 „„..„„„... Hm,„„.,....i,i immiimi i iiniiiiiiiimiiHimii immmimm iiiiMimnn mi « ininni i nm ■■ ■»■» mmiimmt iminiimi g able to use the language of the country he is trying to sell to is in a bad way. Consider a salesman from a foreign country trying to sell goods in the United {States when he could not speak English ! The other side of the interpreter question is that, if the man be not favorably and kindly disposed toward the salesman he can "wet blanket" the best line of tobacco products ever produced and the salesman will never know how he has been "queered.'^ In view of these actualities as affecting the interpreter question it will be well for our prospective tobacco exporters not to be unduly hasty in picking up these *' go-betweens" in their foreign trade. It is very essential for our salesmen covering for- eign fields to get a line on "foreign representatives," of whom there are a number in all of the larger centers. These men can best be located through the American consulates and conmiercial attaches. They are gen- erally men of some standing and have been known to keep the line before the importing retailers long after the salesman left, taking orders and forwarding them, receiving a commission on such business as they ob- tained. In several instances with which the writer is familiar permanent arrangements have been entered into with these "foreign trade representatives" to sell the lines in their territory on a commission basis, and this plan has worked out very satisfactorily and de- veloped a good business connection; but, of course, as suggested above, great care should be observed in get- ting the right men. Then the matter of advertising. Why have so few of our exporting tobacco manu- facturers attempted "consumer advertising ' in the foreign countries f We recognize the value and abso- lute necessity in our home markets of using both trade publications and general mediums if any substantial success is to be won, but we are to a great extent losing sight of the importance of placing our tobacco products before the foreign buyers and consumers, where there is even more need of our impressing ourselves on the minds and the memories of the people. It is true that foreign advertising is a proposition both new% and to a large extent, untried ; our tobacco manufacturers are unfamiliar with it— what to do and how to do it. AVe are rather inclined to let the advertising campaigns, if we engage in them at all, follow the introduction of our goods— and follow at a good distance — rather than to use the marvelous leverage of advertising to blaze the way for our products. This is a mistake, and an expensive one. That it is a mistake was proven several years ago by our footwear exporting industry. Ameri- can shoes are the standard for almost the entire shoe- wearing world today, simply and solely for the reason that systematic and comprehensive advertising plans were worked out and put in operation in the far coun- tries before we tried to sell the goods; then we fol- lowed along with the kind of footwear that "made good." Last vear, oven with our country at war, w^e sold nearly $50,000,000 w^orth of American footwear in foreign countries, delivered tlie goods and got the money. Strictly speaking, this was not "war trade." The countries of western and northern Europe pro- sent a distinct advertising field in themselves, albeit each of those nations has its best way to roach the people. In England and France, it is true, wo find that the most successful advertisers are using methods not great way removed from our own. In fact, it has not a been a great while since the London "Times," in an editorial way, deplored the English tendency to "Americanize our advertising." Advertising which seems to infiuence the English will not appeal to the French, and the Russian nmi:t be dealt with in an en- tirely different way. Several years ago, in conversa- tion with a widely-known English newspaperman, the writer w^as told that "if you tell an Englishman tue same thing often enough you cannot shake him loose from the idea that it's true," and he instanced Lipton's tea, which for thirty years past has been kept before the English people — just "Lipton's Tea," that's all. Now, whenever an Englishman thinks tea he invariably links up Lipton's with it; when he thinks pills he has Beecham's in mind, etc. Mind you, this is not for the reason that the products named are any better, pos- sibly, than are many others of their kinds, but the Eng- lishman en masse gets to thinking along a straight line — result: Lipton bosses a sixty -million-dollar fortune and the Beecham family is among the richest families in Great Britain. So, in your English publicity, do not be afraid of repetition, iteration and reiteration, but keep hammer- ing in ads of a few incisive words that the Englishman can take in at a glance without any mental g\^mna sties. Above all, don't try to startle the Britisher by a big display of what (to us) w^ould be convincing and con- clusive reasons for buying your cigars, cigarettes or tobaccos ; you cannot get his hand from around his roll in just that way. France always has been a fertile field for our American advertisers. This means that, under present conditions, we may expect prompt and adequate returns there for our advertising. But we must ask for the business in the French way— much more dignity, if you please ; some regard for typographical display and lay-out. Don't forget that the French, even the middle and peasant classes, have an appreciation for the ar- tistic and are much more likely to be attracted by an artistic, well-balanced invitation to buy your goods than bv the cold-blooded, matter-of-fact ad which ''gets" the English. Russia is a contradiction — a complexity — a seven- dav wonder, and our advertisers should go slow there; but never lose sight of the fact that in Russia there arc 180,000,000 of people, the great majority of whom are tobacco users and who, strange as it may seem in the frightfully upset political conditions there, "dig up" a lot of monev every year for imported goods. In the vear ended June 30,* 1918, we sold in Russia over $189,000,000 w^orth of our products and got the money. Tt is an open question whether advertising methods successful in other countries can be depended upon here. One disadvantage is the widespread illiteracy of the people, but 31 per cent, of whom can read, and ')ut 12 per cent, live within the circulation radius of the respective newspapers, none of w^hich covers its field in anything like an intensive manner, and does not pro- tend to. And here is the contradiction— they buy the goods! Personal representation is considered the best method of reaching the Russian buyer, with printed publicity next. The market will bear watching, and if the turn in international affairs does not give the Rus- sian foreign trade back to Germany it must certainly look to the United States. _ , MORE AfsJO BETTER MADE CIGARS Good Nature Prevails InThe Factory Equipped WitKUniversals FROM the manufafturer who is increasing profits by them, to the cigar- maker who finds his work easier and his output greater because of them, Universal Tobacco Stripping and Booking Machines win the good will of the entire fadory. The fad that over a thousand cigar-manufadurers now have from 1 to 400 "Universals" working in their fadories testifies to their pradical and profit- able value. The "Universal" is an unqualified success ! It saVes labor— one operator does the work of three hand-drippers. It saVes stocli— the fine^ leaves show no tears or curled tips. It increases prodiicfion— cigar-makers turn out 35 to 50 more cigars a day. And booming industry means prosperity for employers and employees alike. Let us convince you that the " Universal" is an investment that quickly pays for itself in what it saves. Demonstration without obligation in your own fadory with your own tobacco. Write today for Catalogue and Price List. Universal Tobacco Machine Co. 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murrain St., Newark, N. J. 14 THE TOBACCO WORLD Say You Saw It in The Tobacco World 15 lllllllllllllllllllllllllllllllllllllllllllllllllllllll Illllllll Illllllllllllllllllllllllllllllllllll lllllllllllllllllilllMIIIIIIIIIIIIIIIIIIIIIIMIMIIIIIHIIIIIHIIIIIIIIIIIIItllllllllllllllllllltllllllllllllllllllllimilMllllllllllllllllinillllllllllllllllMlutt Tobacco Growers Plan Advertising Campaign THE New England Tobacco Growers' Association, which recently proposed an advertising campaign to inform the country of the advantages of Connecticut leaf, has entered into the subject with energy and suc- cess. With the exception of a small percentage the growers have signed for an assessment of so much per acre for the campaign. This campaign is deemed well worth while, because the growers of the Connecticut Valley have produced tobacco, and especially wrappers, of a very high quality which they feel has not had its proper appreciation, and in this contention there is a large number of men in the business who agree with them. At the annual meeting of the New England To- bacco Growers' Association in Hartford, Conn., the growers of Massachusetts and Connecticut were well represented. The meeting was called to order by President Howard A. Middleton and the visiting dele- gates were given a hearty w^elcome by Mayor Kinsella, of Hartford. Clifford Wilson, Lieutenant-Governor of Connecticut, made an eloquent address of congratula- tion and encouragement to the members. Election of officers resulted in the choice of Howard A. Middleton, of Bound Brook, Conn., for president. He was first elected in 1915 and has been unanimously re-elected in each succeeding year. Fred- erick L. Wiiitmore, of Sunderland, Mass., was elected ^'ice-president ; William K. Ackley, of East Hartford, secretary, and Harry W. Case, of Tariffville, Conn., treasurer. The directors of the association, numbering twenty-one, all unanimouslj^ chosen, form a group of men accounted notably capable and important in the Connecticut Valley, namely: W. S. Pinney, of Suffield, Conn. ; F. R. Goodrich, of Portland, Conn. ; E. B. Case, of Granby, Conn.; W. J. Hayes, of Tariffville; M. L. Floyd, of Hartford ; Waldo Miller, of Hartland, Conn. ; W. H. Carrier, of Glastonbury, Conn.; Lyman Crafts, of Whately, Mass. ; H. F. Farnham, of East Windsor Hill, Conn. ; J. W. Alsop, of Avon, Conn. ; A. T. Patter- son, of Simsbury; J. B. Stewart, of Windsor; A. E. Fowler, of Westfield, Mass. ; Thaddeus Graves, of Hat- field, Mass.; F. B. Griffin, of Hartford, Conn.; 0. E. Case, of Barkhamsted, Conn. ; V. C. Brewer, of Hock- anum, Conn.; H. L. Miller, of Southwick, Mass.; C. A. Thompson, of Melrose, Conn. ; F. H. Whipple, of Hart- ford, and R. J. Haw^thorne, of Hazardville, Conn. On the executive committee of the Association are Howard A. Middleton, of Broadbrook; Fred B. Griffin, of Bloomfield; Marcus L. Floyd, of Hartford; Frank H. Whipple, of Hartford; Harry W. Case, of Tariff- ville, and William K. Ackley, of East Hartford. Frank H. Little, of New York, told the growers that to spend a small amount would be a waste of money. That persistent and cumulative advertising is the sort that brings results and instanced the experi- ence of the fruit growers of the West. Vice-president Frederick L. Whittemore closed the discussion, after which the executive committee was authorized by a rising vote to take appropriate action to raise funds for an advertising campaign. The " United'* Raises Cigarette Prices THE United Cigar Stores Company on March 5th changed their cigarette prices as follows : "Fatimas" and all cigarettes of the "Omar'' type, 25 cents a pack; ''Camels," "Lucky Strike" and cigar- ettes of the "Chesterfield" type, 20 cents a pack. The present extra certificates on all Turkish cigarettes are discontinued. The above prices are effective in the entire United States excepting the cities of Philadelphia, New York and Boston, where "Fatimas" and cigarettes of the "Omar" type will sell for 23 cents a pack, and "Cam- els," "Lucky Strike" and cigarettes of the "Chester- field" type at 18 cents a pack. These prices in these cities, however, are temporary and the United states that it intends to raise these prices to the same figures as the balance of the country. It will be found that retail stores selling "Fa- timas" and "Omars" at 23 cents will show 2 per cent, less profit on these brands than when sold at 20 cents under the old factory prices. If "Camels," "Lucky Strike" and "Chesterfield" are sold at 18 cents they will show 4 per cent, less profit than when sold at 15 cents under the old factory price. Therefore, in order to make the same profit under the new factory prices as they did under the old prices it will be necessary for dealers to raise these two cigarette types to 25 cents and 20 cents respectively. The United will make no change on tobacco at the present time except in a few brands. The price adjust- ment in tobacco will ])e held off until the new size pack- ages which the manufacturers are preparing have been received. L. A. Bowers was elected a director of the Wey- man-Bruton Company at the annual meeting, succeed- ing Ernest Schmeisser, who resigned. All the retiring directors of the Havana Tobacco Company were re-elected at the annual meeting in New York March 4th. A LTHOUGH the market for tobacco in Wisconsin has /\uot been extensive, crop reports show that 65,000,- OOU pounds were produced in 1918, an increase of 8 per cent over 1917, when there was a great demand for the product. The honor of raising the largest crop goes to Dane County, with 43 per cent, of the total produced. Computations of the Wisconsin department of agricul- ture show that 48,440 acres were utilized to produce the large crop. . Farmers are finding it difficult to market their crop, due to the sudden change in the market. Pro- ducers who refused thirty cents a pound are now re- ported to be selling their crops at from sixteen to twenty cents to get it from their barns. Some dealers have been unable to handle all the crops which were contracted for at the higher prices. Kock Countv growers have banded together and are handling their own crops in warehouses under their control. Shares of stock were sold among the ])ro(lncers to finance the proposition so that they might get their price for the tobacco when sold. Intense m- Terest is being displayed in the outcome of the project l)otli by farmers and dealers, some of whom are skep- tical of the plan. Some interesting figures are given in the data com- ])iled on the crops of the State for 1918. Of the 65,- 000,000 pounds raised it is estimated that the southern district— Rock, Dane, Green, Sauk and Columbia coun- ties—raised 43,000,000 pounds; the western district 17,550,000 pounds, and the northern district 1,950,000 pounds, and other counties combined 1,950,000. V. E. H. A POPULAR MINNEAPOLIS RETAILER ONE of the most aggi'essive cigar merchants of Min iieapolis is said to be Ray Merrow, who conducts an attractive stand in the ^letropolitan Bank Buddmg in that city. Two vears ago he purchased the stand from AVilliani Ashlev,*and since that time his congenial affa- l)ilitv, combined with straightforward business meth- ods," has won for him a constantly growing clientele of smokers. Mr. Merrow has chosen for his leader the "Flor de ?^lelba" brand in the ten-cent and two-for-a-quarter sizes. This cigar is made by the I. Lewis Cigar :Manu- i'actnring Company, of Newark, also makers of the ''John Ruskin.'* Mr. Merrow attributes his success with the stancl to the fact that he endeavors to sei*\'e the trade with high-class merchandise, and the continued big sales of "Flor de :ylelba" make him certain that he has chosen \viselv in featuring this brand. "Advertising and Selling" is running a series of articles under the title of ''The Heir to John Barley- corn." There is a great amount of theorizing as to vho the ''heir" will be, but there are very definite UTounds for the belief that the estate will be largely absorbed by a Federal "inheritance tax," no matter who gets it. The smokers who buy and the dealers who sell 200,000,000 Citico Cigars a year appreciate the protection of a brand manufactured with 68 years experience and with the most painstaking ^ consideration for quality - and qualify alone. OTTO EISENLOHR G* BROS., INCORPORATED PHILADELPHIA ESTABLISHeO ISSO CO preserve the quality ^^^-s Two National Favorites: WAITT &,BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler ABOND I W I t- IVI Selected Havana Seed Wrapper Long Filler These cigars are made in the world's finest cigar factory under the eyes of visitors. WAITT & BOND, Inc. BOSTON 16 Say You Saw It in The Tobacco World THE TOBACCO WORLD 17 SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them} American Sumatra Tobacco Co. « 142 Water St., New York City ■ II ■' — LEAF MARKET JOTTINGS ♦—. ■ _ ■■ ■■ ■■ ■■ ■■ ■■ T ^—M I, IX Lancaster County, or to be exact in the Ninth In- ternal Revenue District, there was a gain of four liiillions of cigars in January over December, the larg- est gain being in Class C goods. Of course this has caused some activity in the leaf market. The Seed Leaf Tobacco Growers' Company, Inc., sold enough stock in a half hour on March 3d to raise its capital from $100,000 to $150,000. Another meeting will be held on March 17th, and in the interval a spir- ited campaign has been made to still further increase the capital and provide for warehouses in various dis- tricts of the county. . .. , , There has been considerable activity by buyers m the lower end of the comity and a wide difference in the prices offered, the range being from twelve to twenty cents. The greater number of wrappers have commanded fifteen cents and fillers from four to eight cents per pound. Later sales were at eighteen, with many of the growers holding back. Sales were re- ported at 20 and 6 and 18 and 6 ; 17 and 5 and 16 and 7. The greater portion of the crop still remains un- sold and earlv sellers who received low prices show much dissatisfaction, but they were not generally forced to sell and many had promised not to do so. Tobacco growers of Mt. Joy have held meetings for the purpose of building a warehouse and forming an organization to act with the county association. C. A. Yost & Company, of Red Lion, are buying ac- tively in the county and the Meads Tobacco Company is V)uving millions of pounds of York County tobacco and i-unning day and night packing it in bales and burlap for foreign export. Some of the Lancaster packers claim that the crop was gro\\Ti under weather conditions that were not favorable to producing leaves of good-burning quality. The growers indignantly deny such statements ; yet the fact remains that every buyer is making the most care- ful tests of the burning qualities. The crops grown in sections of the county that had l)lentv of rain last sununer is fine tobacco. But in the sections that were drv- last season the tobacco is not of the best. A number' of the country's big cigar firms nre buving, but only in limited quantities, after caretul inspection and no fancy prices are being paid. Every indication is that this crop will be slow m passing out of tlie growers* hands. jr jr jr Articles of incorporation have been filed at Lex- inirton, Kv., bv the Tattersall Tobacco Warehouse Com- l.anv with a capital of $200,000. The incorporators are S. f. Harbison, James B. TTall, C. M. Marshall, Jonas AVeil, Charles Land, L. B. Shouse, C. W. Spears, diaries Thompson and George A. Bain. A large sales warehouse and tobacco storage plant are to be erected on the Tattersall's property on South Broadway. In Kentucky the influx of air-cured tobacco of poor quality made a slight decrease in the average price paid. At Hopkinsville slightly under a million pounds sold for an average of $22.51, prices ranging from $12 to $34. Loose floors sales have reached nearly ten mil- lion pounds this season. At Lexington 541,855 pounds sold for an average of $37.43. Prices were off ten to fifteen cents a pound, with much medium and poor tobacco on the breaks. A few fine crops were sold at $60 and $70. Carlisle es- timates the total sales of the season at nine niillion pounds, with comparatively little tobacco remaining in the barns. Present receipts are of rather poor quality, most of the good tobacco having been sold earlier. Paducah quotes an average of $24.50, or from $20 to $27, lugs $10 to $14. Paris markets were steady with an average of $35.08; Mt. Sterling, $31.11; Frankfort, $31.50. In Wisconsin the expected has happened and many of the growers have stampeded, reports having been made of the sale of some 280,000 pounds at an average price of between thirteen and fourteen cents, which means very low for some of it. These are quotations largely for stemmer crops, the binder crops ranging from eighteen to twenty-five cents. From thirty to forty per cent, of the crop remains unsold and rather than carry it over many growers will sacrifice it. The minimum price is no longer talked about and even the slump has not attracted many new buyers. Virginia, Wis., advises that 700,000 pounds were shipped from that point in two weeks ending March 1st of an approximate value of $200,000. This is the best of the crop so far bought, as the present average is less than twenty-five cents. M MM In Virginia the Lynchburg Tobacco AVarehouse Company reported large sales and satisfactory prices. Some quotations from the district show an average of $31.8(1 a hundred, with one-fourth at $19, one-third at $24.20, and the balance at $30, $39 and $52. Stevens & Johnson sold 1825 pounds for $504.38, at an average of $29.88 a hundred. This was sold in six lots, 376 pounds being sold at $23.20; 408 pounds at $25; 94 pounds at $29; 348 pounds at $27; 415 pounds at $30; 106 pounds at $35, and 78 pounds at $40. The Durham tobacco market has sold to date for the farmers 9,464,498 pounds at an average of $35.59 per hundred pounds. It is estimated that not more than ten per cent, of the old crop is in the hands of the planters. 18 Say You Saw It in The Tobacco World The New Taxes added to the cost of tobacco leaf and labor in the cigar trade greatly increase the importance of the Price Question. Every Cigar Dealer must answer it a hundred times a day until the smokin^ public is educated to a new standard of prices and values. How Will You Answer It, Mr. Dealer? What are you going to say when the Dodor or the Judge or the Business Man explodes a red-hot argument that the price of his smoke is too high or the size of the cigar is too small? Even sup- pose he agrees with you that the co^ of materials and labor and taxes ju^ifies the increases, BUT— the pres- ent price of his old smoke puts it beyond the capacity of his pocketbook? Whatcha Gona Say? Eh? Well, if you have been wise enough to get 'em, you'll turn to the Manilas in your cigar case and you'll say to the Doflor or the Judge or the Business Man. "Here's somnhing that smokes sweet and clean. It is a nand-made cigar, long filler, and the veiy beSl value on the market today at the price. Give 'em a fair tiy-out lot a week, and it's a ten to one bet you'll agree with me." It Sounds Easy! It Is Easy! HANDLE MANILA CIGARS THERE'S MONEY IN IT List of Manufacturers and Importers on Application Agency New YorK Say You Saw It in The Tobacco World 19 DETAILS of enemy interests in the American to- bacco industry have just been made public in the report of the former alien property custodian, A. ^^litchell Palmer, covering the operations of his office auring the year 1918. German agents, declared Mr. 1 'aimer, looked upon the American industrial field as a pjirticularly fertile one, and their investments were large and varied. It afforded them excellent means for sowing the seeds of German propaganda and at the same time gave them practically unlimited opportuni- ties for collecting information, both commercial and military, for the use of the German Government and its agents. '*In many of the large German-owned companies taken over by the alien property custodian after investi- gation, " it is declared in the report, ' ' it was found that espionage w^as one of the chief functions. Every scrap of information of commercial or military value to Ger- many was carefully gathered by the representatives of these concerns in this country and quickly forwarded to the home office in Germany. The German agents were particularly keen on gathering information that would be helpful to Germany's commercial welfare. *'Once in Germany, this information was carefully card-indexed for the *^use of German manufacturers. BuUetings of commercial information were also pre- ]iared and placed at the disposal of the German manu- facturers. In Germany, the collection of all commercial information is under a bureau which is controlled and financed by the great German banks. *'When, in 1916, the relations between the United States and Germany became strained and the war clouds began to gather, the managers of the German- o\\Tied concerns in this country became panic-stricken. The cables and the wireless stations were crowded with messages to and from the German owners and their managers in this country, scheming and plotting to arrange their affairs in such a manner as to keep the concerns from being taken over by the alien property custodian. Everv conceivable sort of camouflage was used; the flimsiest pretexts were used to transfer over- night corporations valued at millions of dollars. In a few instances, American lawyers joined with the Ger- man owners and their agents in their efforts lo escape the provisions of the trading with the enemy act, an?l in some cases it required months of painstaking and persistent investigations to ferret out the enemy owm- orship." The enemy interests in the tobacco industry in this country were substantial, following being some of the Industries in which these holdings were heavy: Star Warehouse Corporation, wholesale tobacco Inisiness, enemy interest 99 per cent. E. K. Vietor & Company, manufacturers and deal- ers in tobacco, enemy interest 99 per cent. Neuberger Company, Inc., exporters and importers of leaf tobacco, enemy interest 65 per cent, of the com- mon stock and 90 per cent, of the preferred. American Nicotine Company, Inc., enemy interest $28,400 common and $34,300 preferred stock. Clersch & Schunemann, leaf tobacco dealers, enemy interest undetermined. PRINCE ALBERT in the pound crystal glass humidor beats the band for quick-action-profits ! At one punch of the c. r. you lay aside the earn- ings on several small packages. Get the idea ? Work your pipe and roll 'em trade and tell them the P. A. humidor story I Let them in on a good thing, as vsrell as yourself! Tip smokers that the P. A. crystal glass humidor has a sponge moistener top and that they can seal the humidor tight and keep all that joy'us P. A. goodness ready to be dug out each day ! Get back of this classy Prince Albert humidor and get yours ! Certainly is a real piece of change staring you right in the face. R. J. REYNOLDS TOBACCO CO., Winiton-Salem, N. C. TO Clear Havana Cigars lOc and upwards 93 ''Above All SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Penna. 20 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 21 All SmoimgloAaccos^ Flavored M Your Nose Knows The Encyclopaedia Britannica says about the manufacture of smoking tobacco, "... on the Con- tinent and in' America certain * sauces' are employed • . . the use of the 'sauces' is to improve the flavour and burning qualities of the leaves." Your smoke- enjoyment depends as much upon the Quality and kind of flavoring used as upon the Quality and aging of the tobacco. Tuxedo tobacco uses the purest, most wholesome and delicious of all flavorings — chocolate! That flavoring, added to the finest of carefully aged and blended burley tobacco, produces Tuxedo— the perfect tobacco— "Your Nose Knows." Try This Test: Rub a little Tuxedo briskly in the palm of your hand to bring out its full aroma. Then smell it deep — its delicious, pure fragrance will con- vince you. Try this test with any other tobacco and we will let Tuxedo stand or fall on your judgment — '^ Your Nose Knows ** rises many of the prominent cigar, cigarette and tobacco salesmen of that section and may be character- ized as a ^ ' live wire * ' organization. Aside from endeavoring to assist the manufac- turers in securing responsible salesmen, they render service of importance not only to their own members, but to the trade in general. Just at this time they are preparing to ''put over'' their most ambitious enterprise, an entertainment and dance to be held in the Palm Garden on April 12th. The entertainment committee announces that they will put on eight star acts, headed by Belle Baker. Every one of these acts will be headliners and it is seldom that any two of them have ever appeared on any one vaudeville bill. It is not the idea of the association to make money from the entertainment and dance. Rather it is to give those who attend the biggest dollar's worth they have ever had in their lives. Those members of the retail, jobbing and manu- facturing trade in and about New York should not miss this entertainment. The association is worthy of the fullest support and every retailer in New York who can l)ossibly get away should make arrangements to go to the Palm Garden on April 12th. Tickets and full information can be had from almost any tobacco salesman in New York, or upon* application to Leo Rieders, secretary, 200 West 118th Street, New York City. Philadelphians who expect to be in New York on that date can get information and tickets upon appli- cation to The Tobacco World. New Y^'ork's cigar, cigarette and tobacco salesmen are assuredly popular with their trade and the biggest testimonial that the trade can give to their favorite salesmen is to line up their friends for tickets to the entertainment and dance. Every dealer should mark otT the date, April 12th, on his calendar and get in line for tickets for himself, his sweetheart or wife, and friends. The salesmen promise to make this entertainment and dance one of the biggest events in the trade. Many prominent manufacturers have already taken boxes. A constellation of Broadway 's most brilliant stars will shine that night. Don't miss it! This way for tickets ! A Pittsburgh ''Gazette" item from New Castle, Pa., says: "Probably the oldest man in Lawrence County is William M. Skyles of this city. lie will be ninety-five years of age in April and is as hale and hearty as a man of twenty-five years his junior. He attributes his health to plenty of outdoor exercise, and also gives some credit to his use of plug tobacco. Mr. Skyles was born in Allegheny County near Sewickley in April, 1824. He was employed both as a stationary and locomotive engineer during his period of active work." A Pair of Winners JohnRuskin FiordeMELBA Is IT TooOO Big? The Ci^ar Supreme Mr. Dealer :— A box of JOHN RUSKIN and FLOR DE MELBA — the Cigar Supreme, on your show case will increase your business. We recommend that you carry a supply of them. THE BEST AT THEIR PRICE See Your Jobber Now, or Write Us I. LEWIS CIGAR MFG. CO., Newark, N. J. Largest Independent Ci^ar Factory in the World 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 CU C I O AH,® ^ >,o^^^ >-l !#" 1;%^ TMIS AILIL-P^Yp I A Lightning Seller! I'i Every smoker of 1 0 cent Cigars can be made a REGULAR || Mapacuba customer. That means new and regular proBti ll tor you. Strongly advertised. li Manufactured h BAYUK BROS. CO. Philadelphia, Pa. ! Your Prospective Customers m* listed in our Catalog of 99% guaranteed Mailing List*, It also contains vital suggestions how to advertise and sell profitably by mail. Counts and prices eiven on 9000 differ- aot national Lists, covering all classes; for instance, Farmers Noodle Mfrs., Hardware DIrs., Zinc Mines, etc. This valw mblt Reference Book free. Write for it. 50 |i Saves Dollars on Your Purchases C«t WTeral qMCtadoni on what you buy. It will save many dcllart. For 50c (coin or itamps) we will tend a few namei of manafactureri. Jobbers, dealers, or individuals who sell what you want to buy. Ross-Gould Mid ilirB0 TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES <^^> CHARLES J. EISENLOHR .•.: •• .President EDWARD WISE ....Chairman Executive Committee GEORGE W. hill".'...'. y,|ce-Presidcnt GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President J. . "nroTHFTM Ex-President .Vice-President JOSEPH F. CULLMAN, Jr LEON SCHINASI Vice-President ASA LEMLEIN • • •• -Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York ......President CHARLES J. EISENLOHR. 934 Market St Phila.. Pa ir-M* v^'" Tr!«f,r2i JOSEPH B. WERTHEIM. 81st and East End Ave, M hat n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN, Jr.. New York vi;:?r!c!3en! W. J. LUKAWITZ, Dayton. O. ^'"'Tr^asurer GEORGE BERGER Cincinnati, O. clrr^^arv JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, WheeHng. W. Va ;::-£''"!l«"* .Vice-President p^ WOOD F. AXTON, Louisville. Ky RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF •/•.•k>""'S'"*!'3'"! HERMAN GOLDWATER '}^\ VZ'vlV^All\ LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN ,VVV;: islrr^i^rJ LEO RIEDERS, 200 W^est 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH viAiSrHlaenl SIDNEY GOLDBERG ^" Treasure A. L. ULNICK ;;--"V/', SecreUrv MAX MILLER. 135 Broadway. New York • secretary Meeting 4th Tuesday of each month at Hotel McAlpin ijll 11 ■■ M ■■ I" ■■ ■■■ CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SAL.E MOLDS, REGISTERED LABELS AND BANDS for sale. Jos. H. Beck & Co., 240 N. Fourth Street, Phila., Pa. FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. xt ,, J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP WANTED WANTED— COMPETENT ASSISTANT PACKER FOREMAN; good opportunity for advancement. Address General Cigar Company, Incorporated, 119 West 40th Street, New York. BUSINESS OPPORTUNITY I have a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. 1 am using practical model, which I will exhibit at interview. Charles Meissner, 4841 Melrose Street, Frankford, Phila., Pa. Cigar Salesmanship {Continued from Page lo) press him favorably. Appropriate gestures now and then of the kind natural to you will probably help enforce the points you want to make, but don't wave anything. It isn't necessary to stand like a tailor's dummy, but the other extreme is worse. There is no punch in boasting and bragging. Cus- tomers take any form of bluff for just about what it is worth. You know too much about salesmanship to try to help sales by boasting that your store has it all over every other, or that you get all the best trade in town, or that you have a corner on all the best brands. You might impress some poor piker that way, but not the kind of man you want to reach. There is no punch to that sort of thing. Nothing will put as good a punch into selling con- versation as the truth pointedly put— unless the truth about your goods is not favorable, and there again you are safe because a successful salesman will have noth- ing to do with goods that can't bear the light of truth. By taking thought we can put punch into our sales- manship, even though we have to begin farther back and develop the ingredients we need for the purpose. The salesman without a punch is certainly handicapped and will have hard work to hold his own in this day of live business men. Study your next conversation with a customer and vour method of presenting your argimients. Analyzo it and see whether you can honestly say you thmk you put behind it all the force you could or should. «,- Dont hide your MU tmder a tmsbel! Set it on a Candlestick DON'T handicap the natural growth which the merits of your product would make certain, just because you are prejudiced; and think the buyers will come to you. They won' t ! If your product has exceptional merit, enlighten the buying public through the modern business force of publicity. If there ever was a time when people need to know about better goods and newer, quicker ways to do things, that time is ri^hf now. The buyers won't flock to your door, even though the latch string hangs out, unless you invite them. Set your light on the candlestick of Business Paper Advertising— don't hide it under a bushel. Use big space regularly to enlighten the buyers in your field. Ours is one of the best mediums through which to reach these buyers. ''Is a candle brought to be put under a bushel, or under a bed? and not to be set on a candlestick? — St, Mark: 4; 21. The Tobacco World 236 CHESTNUT STREET PHILADELPHIA 24 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 25 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Gmsulado 142, Havana, Cuba JOSE F. ROCHA CtM*: "DONALLBT' Havana Leaf Tobacco Kapecialldad Tabacos Finos de Vu«lta Abajo Partido 7 Vueha Arriba &AN MIGUEL 100 HABANA, CUBA E.. Rosen^v^ald (EL Dro. 145 WATER STREET NEW YORH THE YORK TOBACCO CO. A«^.d?.t;- ■ LEAP TOBACCO Oflica and Warehonse, 19 East Clark Av«naa, YORI* PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH CSl SONS QUALITY HAVANA Neptvino 6. Havana, C\sba - ftS Broad St.. Boston. Mas*. Advertise Your Brands in The Tobacco World K. STRAUS & CO. of HAVANA AND SUMATRA Au4 Tmdkmn af LEAF TOBACCO 341. 3«3. 305 and 307 N. Third St.. Philadalpbls LOEB-NU5iEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA January Cigar Produdlion THE following data of tax-paid tobacco products, indicated by monthly sales of stamps, is taken from the statement of Internal Revenue collections for the month of January, 1919, issued by the Commissioner of Internal Revenue, March 4, 1919 : (Figures for January, 1919, are subject to revision until published in the annual report.) Products Jan., 1918 Jan., 1919 .Cigars (large) Class A. . .No. 116,348,191 64,965,28:i Cigars (large) Class B. . .No. 317,302,089 293,612,625 Cigars (large) Class C... No. 97,342,984 155,166,228 Cigars (large) Class 1) . . . No. 750,557 2,068,661 Cigars (large) Class E. . .No. 1,090,120 2,893,685 Total 532,833,941 518,706,482 Cigars (small) No. 69,439,836 72,458,974 Cigarettes (large) No. 1,352,379 2,227,650 (%arettes (small) No. 2,447,265,488 3.079,212,253 Snuff, manufactured lbs. 2,471,547 2,608,866 Tobacco, chewing and smok- ing lbs. 30,109,316 29,308,616 Playing Cards packs 1,149,546 1,609,264 Porto Rico. Cigars (large) Class A . . . No. 3,61 9,350 * 5,350 Cigars (large) Class B . . .No. 7,582,350 2,001,250 l^igars (large) Class C. . .No. 6,285,000 3,293,615 Total 17,486,700 5,300,215 Cigarettes (large) No. 140,000 Cigarettes (small) No. 280,000 Philippine Islands for December Cigars (large) Class A. . .No. 11,322,223 2,200,150 Cigars (large) Class B. . .No. 7,199,320 19.286,975 Cigars (large) Class C. . .No. 687,046 1,039,885 Cigars (large) Class D. . .No. 11,400 'Cigars (large) Class E ... No. 450 Total 19,220,439 22,527,010 Cigarettes (small) No. 795,863 170,005 Tobacco, chewing and smok- ing lbs. 75 FROM HAND TO HAND In an article in the '^ Detroit News'^ it is said that ''manv and various were the quaint customs as- sociated wi'th the toasts of those days (day of Charles II). For example, in certain companies of military officers, etiquette demanded that the cup should be passed from hand to hand.'' This custom has sur- vived to the present day, shortly to vanish in this countrv, if it gets ''bone dry.'' In certain companies, not usuallv military, the can or ''duck" is usually passed from hand to hand, with an unwritten but well- understood time limit. The toast is no longer to a king or lovely woman, but a "here's lookin' at ye" to the last man who put up the dime. The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO, INCORPORATED LOUISVILLE. nY., - - U. S. A. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. High Cigar Prices 0 {^Continued from Page 5) If we can keep the wheels of industry turning and hold conditions normal, adjustments will work them- selves out without creating abnormal conditions. An abrupt lowering of prices would be disastrous to every lie. A gradual lowering of prices, if conditions warrant, will not greatly disturb business. Purchasing agents in many lines state that all indications point to higher prices for certain raw ma- terials in 1919 and 1920. No consumer seems to have formed any strong attachment for the very high prices that have been l)aid for everything during the past two years, and the manufacturer is a consumer the same as the rest of us. If the manufacturer can reduce prices and profit- ably continue his business he will not hesitate to do so. As far as we can learn from cigar manufacturers, both large and small, there is no indication at present of an appreciable reduction in prices. Under these circumstances, if we have been cor- rectly informed, it is hard to see where the jobber or retailer benefit themselves or the trade in talking lower prices. But there is considerable good sense in the jobber and retailer getting their stocks on hand down to nor- mal and in keeping them there. W. T. Eisenlohr Dead WILIJAM T. EISENLOllK, nephew of Charles J. and Louis II. Eisenlohr, widely knowii in this city and Indianapolis, and throughout the cigar trade, died on Saturday, ^larch 8th, in the Pennsylvania Ortho- l)a'dic Hospital, in this city. "Bill" Eisenlohr, as he was familiarlv known to his friends, was born in Philadelphia forty-three years ai'o. He received his training in the cigar business through tlie firm then known as Otto Eisenlohr & Bros, ile remained in Philadelphia until about fifteen years ago, when he went to Indianapolis to take charge of the cigar agency for "Cinco" cigars. In Indianapolis ^Ir. Eisenlohr built up a splendid business. He was a most genial and likable man and won friends everywhere. In Indianapolis it is said that " l>ill" Eisenlohr knew almost evervone from the mem- bers of the fire department to the presidents of the largest corporations. His popularity was unquestioned. In the fall of 1915 Mr. Eisenlohr came to Phila- (lol])hia and became superintendent of distributors' territories for Otto Eisenlohr & Bros., Inc. He occupied this position about one year and was compelled to give it up because of ill health. When he partially regained his health he returned to Indianapolis to his old business, which he had kept intact during his absence. He remained in Indianapolis until his last illness, when he came to Philadelphia for treatment. A widow and two children survive him. B. H. GSTO CIGAR COIV1P2SNY FOR FORTY YEARS THE STANDARD By Which Clear Havana Cigars Are Judged Write for Open Territory Factory: Key Weet, Fla. New Yoric Office; 203 W. Broadway -»■ M^—««^H^—«t—l—M^—«——«l-^-M^— «■—»♦{» MACHINERY and SUPPLIES for Cigarette Factories New York Cigarette Machine Co., Inc., 25 ELM STREET NEW YORK, N. Y. I T. J. DUNN (a CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! SAMPLES Free! A«k and You Will Receive ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cotk or Plain Tip 1. B. Krinsky, Mfr. "\':7'y:r LIVE DISTRIBUTORS WANTED Cork Tips Cork Bobbins BOUCHER CORK & MACHINE CONPANY, Inc. 216 WEST 18TH STREET NEW YORK OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco mei^ow and smooth in character and impart a most palatable flavor HAYORS FOR SMOKING and CHEWING TOBACCO Write for List ot Flavors for Special Brands BBTUN. AROMATIZEB. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO.. 92 Reade Street, New York The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — JK.appees — High Toasts Strong, Salt, SWeet and Vlain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New Ytrk 26 Say You Scm It in The Tobacco World Tobacco Merchants' Association Registration Bureau, Lw york city Schedule of Rates for Trade-Mark Services Effective AprU 1. 1916. Registration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $6.00 1.00 8.00 2.00 M«t« A-An *Uowanc* of $2 will be made to member, of the Tobacco Mer- tkaa ten (10) title., but le.. than twenty-one <.21),«;n additional charge of One PoUar ($1.00) will be made. If it nece..itate. tke.reportin» of mo" »»•» ^^f.^S 5o) title, but lee. than thirty-one (31). an additional charge of Two Do"*" S:00) wUl be «ISe,\nd .o an addidonal charge el One Dollar ($1.00) will be JSde for Uery ten (10) additional title, necewarily reported. REGISTRATIONS TAMPA WHIFFS:— 40,987. For cigars, cigarettes, cheroots, little cigars and tobacco. February 17, 1919. Lasteco Cigar Co., ZILBA>^0,988. For all tobacco products. February 20, 1919. VVm. Steiner Sons & Co., New York City. VERENTIA:— 40,989. For all tobacco products. January i/, 1919. Moehle Litho. Co., Brooklyn, N. Y. ARMENIAN DREAM:— 40,990. For all tobacco products. 1 eb- ruary 21, 1919. Standard Cigarette Co., New York City LIBERTY EIGHT:— 40,991. For all tobacco products, l^ebruary 20, 1919. Moehle Litho. Co., Brooklyn, N. Y. NOSREMO:— 40,992. For cigars, cigarettes and tobacco, l eDru- arv 20, 1919. Herschmann & Brust, Chicago, 111. GARCIA ORIGINAL:— 40,993. For all tobacco products. Jan- uary 20, 1919. San Alto Cigar Co., Chicago, 111. GARCIA CHICO:-40,999. For cigars, cigarettes, cheroots and to- bacco. February 26, 1919. Chas. S. Morris & Co., New York HARRY'S MILLIONAIRE DREAMS :-41, 000. For cigars. March 3, 1919 The Harry H. Snovel Co., Van Wert, Ohio. TRANSFERS EL APLOMO:-32,868 (Tobacco Leaf), and 32.645 (U S. Job Journal ) For cigars, cigarettes, cheroots and tobacco Regis tered February 7 1907, by American Litho. Co., New York City. By varfous transactions was acquired by Aplomo Cigar Co., Inc., New York City. Re-transferred to Kohlberg & Co., Inc., New York City, February 5, 1919. GRAN CICLOS:-19.488 (Tobacco World). For cigars cigar- ettes cheroots and tobacco. Registered January 19, 1910 by Ame'rican Lkho. Co.. New ^ York City. ^^^ v^-?.",^,^TitT Re was acquired by Aplomo Cigar Co., Inc.. ^^ ,^ ^> .^/^.^bruarv transferred to Kohlberg & Co., Inc., New York City, 1 ebruary 5 1919 EL DESERVO:-34,203 (U. S. Tobacco Journal), /.o*" j;g^[/' riearettes cheroots and tobacco. Registered April 14, 1908, by Af.Scan Litho. Co.. New York City. ^V .-^^ ^^---^-"Z- was acquired by Aplomo Cigar Co.. Inc.. \ew York C ty Ke transferred to Kohlberg & Co., Inc.. New York City, i ebruary 5 1919 Hi'lDANA:-19.843 (Tobacco W«rM). For cigars cigarette^, cheroots and tobacco. Registered March l^. ^910 and 35 695 (U. R. B.). for cigars, cigarettes, cheroots and tobacco. Registered March 10 1910, by American Litho. Co., New \ork Cit>. By virLiis uansac'tions was acquired by Apl--« ^^^^^^ j^^' ^"^^^ New York City. Re-transferred to Kohlberg & Co., Inc., iNew York City, February 5, 1919. . MISS SYRACUSE:-40,060 (T. M. AO- For cigars. Registered lanuarv 15 1917, by Joseph Silver. Syracuse, N. \. By various rTiXs was acquired by Ernwein & Silver Syracuse NY. Re- transferred to The S. & W. Tob. Co.. Inc., Syracuse. N. Y.. 1 eb- ruary 25, 1919. -==== The stockholdors of the Union American Cigar Company, of Pittsl)urgh, Pa on February 10. ^^^^tecl the following officers: President, G. P. Wamkly; vice president, Frank Kitzmiller; treasurer, K D. Lean; iecretarv, K. S. Hurt; auditor DR. M()rns. Ilie board of directors is composed of'G. P-Waidely, Frank Kitzmiller, J. J. Satterthwait, George D- F.dwards l^.d- ward G. T.{ing, Cliarles B. Evans, Joseph I^ . Cullman, J. E. Cullman, J. E. Stone and N. D. Lean. The Eberts Grocery Company, of Bethlehem, Pa., the E. H. Trombler Grocery Company, of Easton, and the Martin H. Strauss Company, of AUentown, hav(3 combined to form the Davies, Strauss, Stauffer Com- pany, with a capital stock of one million dollars. Jerome H. Foley, who has had charge of the cigar de- partment of the Eberts Grocery Company, will be man- ager of the cigar department of the new company. LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City M— ■»^H ■■ ** ■ ■■ «.- -«i ■■ n 111 ■»- IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City j 9I»^mM^^*«I*^»I«*'***>*"***LC H » 5 n Ihrough all the ups and downs of war — through any ups and downs in days to come — mild Robt. Burns holds to the same high quality. It is made with the same full Havana filler — the same selected Sumatra wrapper. The three national sizes of Robt. Burns are priced from 10c to 15c. Little Bobbie, a small cigar, but very high in quality, sells at 6c. Robt. Burns Laddies, still smaller, come 10 in a package — price 30c. ■7\^ GENERAL CIGAR COMPANY Inc. • 119 WEST FORTIETH STREET t NEW YORK CIT A\ » " li . I i.*i.K7Tiiiai M, .ORE POPULAR, today, than ever, is Little Bobbie. And here's why: He's made from mild, long-filler leaf and an imported Sumatra wrapper — just the right "heft" for pleasant smoking. He's fashioned by past- masters in the art of cigar making. He's backed by the resources and reputation of the General Cigar Co., Inc. Little Bobbie is smoked from Coast to Coast, and from the Great Lakes to the Gulf. You'll find him in cigar stores of the better sort. If you don't know Little Bobbie, you're missing a fine medium-size cigar whose * 'circulation" runs into millions every month. Try a Little Bobbie today— a great 6c worth! GENERAL CIGAR CO., Inc. 119 W. 40th Street New York City ''"Vr- Say You Saw It in The Tobacco World Two National Favorites: WAITT &,BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler TOTEM WAI &BOND Selected Havana Seed Wrapper Long Filler These cigars are made in the world's finest cigar factory under the eyes of visitors. WAITT & BOND, Inc. BOSTON peeves, ^aroin & Co*, 'Philadelphia. Distributor* * V ■!_* A 3 MADK IN BOND FINE HABANA CIGARS EjKcllence of Quality and Workmanship Are Combined In Chmles th£ Gsmt 1. A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA — »— — ■■■■■■■■■■ — — ■■■■■■■ liii \\ La Flor de Portuondo Established 1869 GENUINE t Cuban Hand-Made CIGARS The Juan F . Portuondo Cigar Mfg. Co. PHILADELPHIA 1 ■ ■ Say You Saw It in The Tobacco World OF ALL DESCRIPTIONS K V PACKERS EXPORTERS DEALERS IMPORTERS OUR OWN DOAVESXIC AND FOREIGN PACKING PLANTS ENABLE US TO /\EEX ALL REQU1RE7^ENTS. INCORPORATED 21 EAST4-OTH STREET Hew YORK CITY CABLE ADDRESS •• REPUBACCO.N.Y. BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, "^^ Tobacco World. Gaf la Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade GroWn Wrappers We also sell the new ** Combination*' Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. 93 SAN RAFAEL STREET HAVANA. CUBA EL TROVADOR CIGAR MADE IN HAVANA A HUk Grade Imported CUir made of the naett Tnelta Abjoa Tokacco frown on the Island of Cnha CHARLES LANDAU & CO. 45 WALL STREET NEW YORK H. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAl S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobacc< 123 MAIDEN LANE, NEW YORK USE PHILIPPINE TOBACCO Binder— Filler— Scraps IMPORTED DIRECT FROM MANILA BY S. J. FREEMAN & SONS, 123 Liberty St., NEW YORK CITY ■ ■■■■ ■■■!■■ ■■■■ Mi ■■ ■! alt HARRY BLUM Manufacturer of NTHEINEWi ^ J» ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City -••^— ••{• The smokers who buy and the dealers who sell 2oo,ooo,ooo Cinco Cigars a year appreciate the protedlion of a brand manufadhired with 68 years experience and with^ the most painstaking ^^^1 consideration for .,^0^0^ quality- and quality alone !?^'>j;^. r-v/Vi&KS W0^^^M4 ■•■■ ■ jf^ OTTO EISENLOHR &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED iSSO CO preserve the quality in)(g(jg ijt© Volume 39 THE TOBACCO WORLD Number 7 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, April 1, 1919 Foreign $3.50 Local Newspaper Advertising Campaigns Offer Great Opportunities to Retailers IF retail cigar dealers in Philadelphia are not doing a larger and better cigar business, there must be something wrong with the store or the proprietor. Never in the history of the local trade have such a number of big newspaper campaigns' on local cigar brands been known. The retail dealers who have been patiently sellmg ])rands without newspaper advertising to back them up, are now coming into their own. Cigar manufac- turers are beginning to realize that for them to do a larger business, the dealer must do a larger business. iMore customers must be brought into the Philadel- phia cigar stores to ask for some particular brand. This means more sales for the dealer, and more profits. Are there dealers so laggard as to fail to take advantage of these efforts of the manufacturers? The progressive merchants have already lined up their windows, and their counters and cases in keeping with these campaigns. No wide-awake retailer is going to permit a customer to come in and ask for one of these advertised brands without having it waiting for him on the counter or in the case. Failure to supply the brand asked for may dis- courage the prospective customer, thus hurting the manufacturer and costing the dealer his profit on the sale. On the other hand, if the customer cannot get the brand in one store, he may buy it in another. And if the place where he is first supplied is convenient, it may become his permanent buying place. The dealer who has failed to stock the brand has lost the chance of creating a steady customer. . Thousands of dollars are being spent now to bring new customers into old stores to ask for certain cigar l)rands This means a boom for the local dealers. Hie success of these campaigns depends on the dealer, and to secure more co-operation of the same character the retailers must prove to the manufacturers that they appreciate these efforts, and that they are working every minute to get the utmost in results from them. And the dealer should not overlook the fact that most of these campaigns are on brands selling for ten cents and up. This means a better class of trade and better profits. Ten-cent smokers offer all kinds ot possibilities in creating box trade. Ten-cent smokers represent, in manv cases, a better class of customers to do business with,* and they often bring you new cus- tomers. Many a store loses trade because it fails to carry fresh goods, and advertised goods. The world is sold on advertising. The retail cigar stores in the city would be cut in half if the brands sold were unknown and every dealer had to create his own sales. There are few lines of busines today where a man gets by with as little knowledge of merchandising as in the retail cigar game. And the dealer who knows and studies merchandising is doing two and three times the business of the competitor who thinks he needs nothing more than some cigars and a cash register. It is the retailer who backs up the manufacturer and who helps create sales personally that finds business always good. From a creative standpoint it is worth while pointing out that these advertising campaigns are not entirely the children of advertising agencies. No little credit is due to one of our local morning news- papers. This publication while not a ranking one from the standpoint of mere circulation figures has produced highly creditable results for its advertisers, proving that quality andjiot quantitij are determining factors in everv merchandising campaign of this character. We wish to take cognizance of the fact that a num- ber of the manufacturers advertising locally are, and have been, persistent advertisers in tobacco trade papers and in The Tobacco World. To the brands of such manufacturers trade paper readers should give especial attention for the reason that it is the adver- tiser that makes the trade papers possible. We would like to point out to the dealer that out of possiblv 2500 different kinds of trade papers in the country tliere are not a hundred, the subscription price of which covers the bare cost of producing the paper. The trade paper is the only real medium for the exchange of thought, the expression of views, and thf detailing of conditions and prices among the manufac- turer jobber and retailer. Every retailer who reads his trade paper gets in value many times the subscrip- tion price. , . ,., The advertisements in trade papers are m realit\ salesmen calling upon you for your attention to then- brands and for your orders. When a salesman calls Dersonallv, if vou like him, you are anxious that he s:ets credit for the order. If an ad in a trade paper arouses your interest to the point of making an inquiry, do not iContinxicd ou Page jS) 6 THE TOBACCO WORLD THE TOBACCO WORLD ■iiimiiiiii""'"'''"'''''"'"'''"'''"'"'"''''''"''''''"'"'""''''''"'''''""''"'"''"'""i"''ii"'i""i'ii»iii""»tiiiiMiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiii Soldiers Received Great Values Through Government's Purchases of Cigars By Preston Herbert, Chief of the Tobacco Section PRESTON HERBERT, Chief of the Tobacco Sec- tion of the Subsistence Division, who went to J^ ranee at the request of the Government to look into the tobacco situation, and who returned to the United States a few weeks ago, gives out the following account of his trip overseas and outlines the future policy of the Tobacco Section in Washington, adding some in- teresting figures as to the amomit of tobacco piuQucis shipped the American Expeditionary Forces : ''At the very outset i wish to declare, as a result of what 1 learned in Fraaice, that in my opinion the war could not have been won without tobacco any more than it could have been won without food. Despite le- ports circulated by some of the misguided anti-tobacco people there were no cases of men whose health had been impaired through the use of tobacco during the war, and I visited some of the largest hospitals m France and talked with the doctors and nurses who came in daily contact with every kind of case under the sun. Doctors and nurses alike agreed that tobacco has played a very great part in the war and ntm oeon of untold comfort and benefit to the men. I place the es- timate of the number of soldiers using tobacco in some form at ninety-five per cent. "Rolled cigarettes have always had the big call among the troops, granulated and redi-cut tobacco fol- lowing, but these latter types were used largeiv tor cigarette purposes. The consumption of chewing to- bacco was not greatly in excess of its normal use in the United States, and the number of men using pipes surprisingly small. ''The consumption of cigars among the American Expeditionary Forces during the period of the fighting was not heavy and the early estimates of the iTovern- ment as to the quantity of cigars required for France were out of balance with the actual consumption, and as a result there was for some months a large surplus stock of cigars in France. The Government has never issued cigars to the troops as part of the tobacco ra- tion, the ration to the overseas forces being twelve ounces per month distributed in the form of rolled cig- arettes or tobacco in one form or another. This ration is handed out usually twnce a month. All tobacco pro- ducts used in excess of the Government issue are now obtainable from the Army Sales Commissaries at tlie price paid the manufacturer by the Government. When the war was on the Quartermaster sent motor trucks and wagons to the fighting sections and other parts of France where there could not be established permanent Sales Commissaries, or where the Y. M. C. A. or Knights of ( V)lumbus had no huts. These motor trucks and wagons, which were often under fire, and at times destroyed completely, supplied the smokes and other articles most needed by the men. Handling sales ar- ticles through the medium of motor trucks and wagons was not vor>^ satisfactory, but it showed the effort of the Quartei-master Corps to go to the limit to furnish the men with what they wanted. As soon as the ai-mistice was signed the Chief Quartermaster of the American Expeditionary I'orces caused to be set up Sales Commissaries in what had been the advanced sections in France and where a number of men were and are still held for special duty. These Commis- saries, crude shacks as they are in many cases, hold large and well assorted stocks of clothing, shoes, canned goods, tobacco, cigarettes, cigars, candy, safety razors, toilet articles, and practically everything that a man would want. The rapidity and the thoroughness with which these Sales Commissaries were put together and stocked after the fighting ceased is a wonderful exam- ple of the efficiency of the Quartermaster's organization m France, known familiarly as the Services of Supply, or S. 0. S. With that organization the one big thing always in mind was to render every possible service to the men. At Verdun where I went to witness the open- ing of a Sales Commissary in an old French barracks a little outside of the scarred walls of that historic city, I never saw a better stocked General Store anywhere! When the doors opened there was a mad rush for to- bacco, cigarettes, cigars and candy. It was the first op- portunity the boys had had in a'long time of getting the very things they wanted and enough of them. It was a great sight to watch them make their purchase and go back to their jobs a contented and happy lot. There are Sales Commissaries in France where the re- ceipts have been over $3,000 per day. "All cigars are now sold in original boxes of twenty-five each, at $1, $1.50, $1.75 and $2 per box. A limited quantity of cigars made in Cuba and auld at higher prices. So it will be seen that buying cigars at the cost to the Government in the United States and in Cuba the men got great values. Cigarettes can be bought at cost by the single package, and smoking to- bacco by the individual tin or bag. A great quantity of cigarettes and tobacco is sold in full cartons. Chew- ing tobacco is sold by the 16-ounce plug. The sale o) cigarettes to the troops in France has not been alto- gether consistent with the selling strength of the brands in the United States, because in very many cases the men are quite willing to pav the same price tor cigarettes that they paid in the United States, and be- ing able under the Goveniment system to buv, for ex- ample, a fifteen cent package of cigarettes for ten cents or even less, there has been some switching of brands. This same condition, in a way, applies also to cigars. There will be no bad effect of the selling of tobacco products at cost to the troops overseas on the business in the United States after the retuni of the men, it being thoroughly understood and appreciated that the Goveniment has been in a position to favor the men on all sales articles, and as a number of the bovs said to me 'the good time of buying tobacco, cigarettes and cigars at cost will soon be over for us.* "The Tobacco and C^igar industry is indebted to the Quartermaster Corps in France for the ver\^ special (Continued on Page 8) Retailers Should Increase Their Candy Lines Elliot Church IT is a demonstrated fact that people who have been deprived of the alcoholic stimulants to which they have l)een accustomed turn to candy. Now that there is a prospect of the whole country going dry there is going to be a greater and a greater demand for candy. Men who never before purchased candy to any extent for themselves are going to eat more or less of it every day. These men are going to buy it at the stores where they buy their cigarettes, cigars and tobacco if they can find what they want there. In fact they would prefer to buy it there. They have no great de- sire to make such purchases in candy and drug stores. It will hardly do, however, for cigar stores to handle candy in bulk. When it is handled in that way the \vaste is greater and candy in bulk will not look as well in cigar stores as it will look there in neat at- tractive packages. Cigar stores were the first strictly package stores in the country. While other stores were still selling their merchandise in bulk, cigar stores wore selling the greater part of everything carried in stock in packages. The present trend is towards package goods and no store can afford to take a back- ward step. It, therefore, is apparent that all candy carried by cigar stores should be handled m packages. Many cigar stores have added a more or less com- plete line of packaged candy. This line will have to be increased if such stores are going to get their share of the increased candv business which is bound to re- suit from the prohibition movement. Chewing gum and cake chocolate with a few kinds of cough drops carried in stock is not enough. It will not meet the demand. There is bound to be other kinds of candy that are desired bv the customers, and these customers are not likelv to call for it. It will have to be dis- ft-' played prominently on the counters and in the show cases in order to make the sales. Men don 't like to buy the candy they are going to consume themselves in large packages. It is not the cost of these packages they object to but the size. They have no desire at all to carry a large box of candy to the office and keep it in a desk drawer. There are many men who do not spend their time in offices. They are outside during the greater part of the day and can hardly carry around large packages with them. What they want is small packages* easily carried in the pocket. Since most of the business that the cigar store can expect to do will be done with men, it will be well to bear this fact in mind. The candy that will sell fastest, and therefore the candy on which the largest annual profit can be roalized, is that ]nit up in small packages. The selling prices for these packages may be live, ten, fifteen, tv.enty or twenty-five cents, but the first requisite of ready sale is that the packages fit the pocket. If they are too large to carry in the pocket there is going to i>t' some difficulty in moving the stock. A verv considerable line may be carried with profit. In fact, all kinds of candy will find a ready market provided it is packed in small packages. Candy manufacturers are not yet giving as much attention to this class of trade as they soon will be. They are not packing enough of their candies in packages which will make them profitable side lines for tht, cigar stores, but when both the cigar store owner and the candy manufacturer come to a clearer realization of the great market now opening up this difficulty will most surely be removed. The man who has been accustomed to his morning drink is going to buy fifteen cents worth of candy. Every man, however, is not going to buy this candy in large blocks that he has got to break up or bite each mouthful off like a child. He will want it put up in packages and have the pieces small enough so he can I^lace them in his mouth without attracting too much attention. He wants the candy, he has an overwhelm- ing desire for it, but he does not want to make himself ridiculous. Here is a demand ready made. All the cigar store man needs to do to take advantage of it is to prepare at once in an intelligent manner to meet it. He knows already the size of the packages that sell best. He will do well to insist upon the candy he stocks being packed in similar sized packages. Have the candy also made in pieces small enough so that a man can reach into his pocket, take out a piece of candy and put it into his mouth without attracting the attention of everyone around him. Kemember that these men have passed the stage of sucking sticks of candy. In fact they would be somewhat ashamed to be caught eating candy. Yet there is a great yearning for it when they have been deprived of their alcoholic stimulants and the prospect is that more men will be completely deprived of alcohol than ever before. Up to date we have had few if any real bone-dry towns. It has never been especially difficult for any man who really wanted a drink to get it no matter how dry the state or city in which he happened to be. The new laws that are being made if at all rigidly enforced, promise to make a very decided change along this line. The result is going to be that men will have to fall back upon candy and the place where they will desire to buy this candy is in the cigar stores where such pur- chases will attract the least possible attention. The handling of a limited amount of packaged candv and chewing snim has met with considerable sue- cess in the past but in the future it promises to be a very ])rofitable part of the business. The changing conditions are making new demands and the live cigar store pro])rietor is going to take advfmtage of these demands. 8 THE TOBACCO WORLD THE TOBACCO WORLD mil [iriiiiiiiiiiiiiii'i'"''"''"''"''''"''"''''''"'"''''""''"'"'""''"'"''"'"""""""'"'""''''''"'""'''"""'"""""'""'''^ (Continued from Page 6) attention given from the beginning to the storing of tobacco products, in tiie early stages of the war the (question of transportation and storage was the one great problem to solve ; there were practically no ware- houses available for the storage of supplies bemg sent overseas and when transports were unloaded great quantities of goods of all kinds were stored in the open ; tobacco and food shared the same tarpaulins before the completion of the remarkable system of warehou&es tor the proper keeping of supplies. While on this subject i believe it will be of interest to tell what was done in one place in the way of a warehouse project. On January 1, 1918, what was known as 'Intermediate Quartermaster Depot No. 2,' consisted of undrained farm land, occupation by the American Expeditionary Forces being denoted by a lonesome warehouse with a shack for an office, one solitary spur of track and sev- eral carloads of supplies which had anticipated the de- pot by arriving on the scene before the buildings had been constructed. The staff consisted of one officer and one field clerk. Upon the receipt of a car of supplies additional personnel had to be borrowed for the occa- sion from a nearby Engineer detachment. Between Jan- uary 1st and October, 1918, a remarkable transforma- tion occurred. The undrained and practically unpopu- lated farm land had become the Chief American Expe- ditionary Force Supply Center. There were 102 ware- houses with an average length of 500 feet. A network of railway tracks fed the warehouses and open storage spaces, permitting each warehouse to handle ten cars at a time. The depot grounds were systematically drained, stumpage removed and rock roads made. The total number of men at work in 'Intermediate Quarter- master Depot No. 2' in October, 1918, would have made up a town of 7500 male inhabitants. They were housed in 136 barracks. There was also developed at this same place, from absolutely nothing, in the period of five months, one of the largest ice and cold storage plants in the world. The plant has 2,700 boiler horse-power and 2,000 engine horse-power. It has an ice making capacity of 500 tons in 24 hours. The cooling coils for the expansion of ammonia, if laid end to end would reach from "Washington to Baltimore and return. The refrigerating capacity of the machines, if applied to or- dinary cold storage cooling, is sufficient to cool to the freezing point a building one mile long, one fourth of a mile wide and ten feet high. All the material for constructing the plant, also the machinery and equip- ment for operating same were brought to France from the United States! These were onlv two of the manv such projects completed and put in full operation by the American Armv in France. *'The man to whom the American soldier is in- debted for the Government issue of tobacco is Major General ITarry L. Rogers, who w^as the Chief Quarter- master of the American Expeditionary Forces, and who has just returned to the United States to take up his duties as Quartermaster General of the Army. It was upon the strong recommendation of General Rogers that tobacco was made a part of the general ration. There was no time that General Rogers did not look upon tobaoco as being almost as essential as food and he insisted that it be stored and handled accorrtingiv. Colonel Clyde B. C^rusan, one of the very able assistants of General Rogers, is another man to whom the Ameri- can soldier must alwavs be indebted. Colonel Crusan worked unceasingly, and it was a religion with him to see that tobacco was distributed to the boys tit tiie front, and when there was not all the tobacco avail- able that the men in and out of the trenches wanted, it was not because the tobacco was not on hand, but be- cause the action was so hot at times that it was physi- cally impossible to move tobacco or other sales articles up to the very front lines. On the whole I know that the men are not only satisfied but enthusiastic over the services of the Quartermaster Corps in caring for their wants in the line of smokes. ''Permit me right here, as. a plain American citi- zen, independent of my temporary connection with the service, to pay tribute to the individual work and to the organization of Major General Harry L. Rogers, Chief Quartermaster of the American Expeditionary Forces. It was his job to see that the Army in France was clothed and fed, that the proper supplies of every kind reached the men and reached them at the right time. Confronted from the beginning of the war to its very finish with obstacles the ordinary man would have given up as hopeless and beyond all human power to set right. General Rogers waded through them all and de- livered the goods. lie did not sit at his desk at head- quarters and issue orders to his subordinates to do all the work, but he was constantly going from place to place to check up the entire operations of the organiza- tion. He was at the front under shell fire to see for him- self if everything was being done that could be done for the comfort of the men. No weak spot got by him. He was a master of resourcefulness and he raised tlie standard of the Quartermaster service every single day he was in France. This man has no peer in the Army as an organizer, and in every department under iiis control could be found men of the highest efficiency and of the highest personal type. From one end of France to the other his accomplishment stands out as a tower of courage and efficiency, and every father and mother whose boys were in France must be grateful al- ways that the organization had such a chief to give them the comforts it was possilile to give under tnc awful conditions of w^ar. When the final chapter comes to be written of the conflict with Germany, of the great number of men who did the work overseas in a great way, the name of General Rogers will be second to none. "The reports coming to the United States that the soldiers of the Allies were allowed to buy tobacco at will from the American commissaries was partially true during the time of the action. In some cases and under some conditions it was necessary to allow the privileges of the commissaries to the men of the allied forces, and it must be admitted that the American doughboy was liberal with his allied comrades in allow- ing him to test the goodness of the American-made smokes. As a result American-made cigarettes in par- ticular have won a great standing in France, and the American manufacturer of yiopular brands could make a clean-up of the cigarette business with but little ef- fort. Of course all tobacco products sold in France are under strict Government supervision. "There has been some uneasiness on the part of the industry concerning the stocks of tobacco cigarettes and cigars on hand in France — that there was likelv to be returned to the United States iiugh quantities to be sold to the embarrassment of the trade generally. There is a surplus of certain types of iContinurd on Page 22) Playing Card Scrapbook Helps Sales By Clarence T. Hubbard AN enterprising tobacconist in Connecticut adds to ills annual income through a large gross sale of play- ing cards due no doubt to the rather unique, yet val- uable, "card scrap book'^ he maintains. The scrap- book which is an ordinary one in get-up, contains play- ing cards of every description. There are cards with ocid backs pasted in as well as numbered cards, unusual ])icliire cards, old-fashioned playing cards and a set of English playing cards which always attract attention ill their illustrations. These English cards depict a club, for example, as a club showing a picture that somewhat resembles a baseball bat. A heart is real heart-shaped, not the even cut heart so familiar in our playing cards. A spade is the reproduction of a garden spade, and so on. Then there are some Chinese ])]aying cards with peculiar symbols and a large num- ber of ordinary playing cards autographed by famous actors. The "smoke shop" referred to is situated near a popular vaudeville theatre and whenever an actor outers and is recognized the proprietor diplomatically icquests his autograph for a playing card, whicl^ he l)iomptly places in the album. This keeps the interest fresh for those who have already thumbed the book — steady customers and visitors — are given a chance to see something new. The scrapbook is in loose leaf form, which further permits the live proprietor to occasionally exhibit a leaf or two in the window. This attracts still further attention, all of which leads to ultimate sales. The sales value of the book has not l)oeii overlooked, for neatly lettered on each page is some slogan or suggestive buying phrase. For illus- tration, at the bottom of the page devoted to cards autographed by stage folk this sentence appears: *'If you enjoy a (food play take home a netv pack of cards and try an old-fashioned game of set ha^k with the fawiJy?' Another reads: "7/ you want a fidl house load up ivith some of our cards and invite in some friends." Another new one reads : "Many 'aces* were played in France, hut noiv that the war's over play a feiv aces at home. There's four in every pack of ours.'' With this scrapbook and its affiliated stunts the cigar man livens up his card department to such an extent that it is a real feature and an attraction to the store which reacts not only in the sale of cards but also other things, especially cigars. One of his latest and most clever stunts was the arrangement of a large placard which he hung up m plain sight on the back wall right over the card case. On this card was listed the names of current shows making a hit in New York and on the road. Opposite each show was pasted a card or series of cards each made clear by a short phrase lettered beside it. Fol- lowing is a partial list of the attractions with their "card applications" beside them, the cards) pasted alongside being the slightly smaller kind known as ' ' second-hand squeezers. ' ' "Oh, Boy," A Straight Run. "Tailor-made Man," A Good Suit. "Winter Garden," Queens Up. "Business Before Pleasure," A Fair Deal. "Polly With a Past," One King and a Pair of Jacks. ' * Al Jolson, * ' A Joker. ' ' The Follies, ' ' Queens Trump. ' ' Somebody 's Sweetheart, ' ' Two Hearts. " Up In Mabel 's Room, ' ' A Jack- Ace. "Three Faces East," Jack of Hearts, Clubs and Spades. W^henever a recognized show hits to^vn he an- nounces it in the window together with one of his clever card combinations. In this manner his trade keeps brisk. Do you wonder? No Material For Germany's Tobacco Industry Washington, D. C. REPORTS just received here from an American trade commissioner in Stockholm, Sweden, through llie Department of Commerce, declare that the war has brought about an absolute lack of material in the Ger- man tobacco industry. The Central Bureau of Tobacco Manufacturers has aunounced the closing, owing to lack of materials, of fiOOO cigar factories and of the 220,000 workmen em- 1'ioved in this industrv in 1916 there are now employed Imt 80,000. Such a condition, it is declared, is due in great part to the unsuccessful policy of the government in prohibiting at one time the importation of tobacco from Holland, thereby not allowing the tobacco in- dustry to provide itself with a sufficient amount of raw material. As the importation of supplies from Hol- land in the immediate future will not be possible, the industry will be compelled during the transition period to rely on substitutes. In the production of cigars sub- stitutes for tobacco can be used only to a very small extent, so the outlook of the cigar industry in Germany in the near future is not promising. C. L. Ij. 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 iiiiiiiiiniiiniiiiiiiiiiniiiiniinmiimi,„„„„„„„|, iiiiimiiiiniiiiiiiinniinmiiiiii iiiiiiiiiHiiiiiiiiiiiininiiiiiiiiiiiiiiiiiiiiiiinniiiinnuniiiniiiiniiinHiiiniiiiiiiimi iim im iniinn mm iiiiiiiii|i7 ■Dllii IIIIIDI 7imiiiiiiiiiiiiiiiiniiii iimiiiiiiiiiiiiiiHimiiiiiiiiiiiiiiiimiiiiiiiiiiiiHiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiniiiiiiiiiii miuiiiiiii nm iimnn nm i Himiiiimiiiiiiiiii THE Board of Review of the War Department has recently approved additional orders for more than (),000,000 cigars for the forces abroad. The bulk of the list comprises nationally advertised brands and em- phasizes some of the points brought out by Preston Herbert in his article which appears on another page. The approved orders in part are as follows: Cigarettes. 100,000 Pall Mall. 200,000 Omar. 400,000 Luckv Strike. Cigars. 50,000 Rizal Londres. 100,000 Nabooklish. 150,000 In-B-Tween. 100,000 El Patemo. 250,000 Sight Draft. 250,000 Manuel Conchas Perfectos. 200,000 Counsellor Rothschilds. 155,000 Henrietta Admirals. .300,000 250,000 500,000 500,000 500,000 250,000 200,000 150,000 100,000 250,000 150,000 150,000 100,000 150,000 300,000 50,000 200,000 500,000 500,000 Cinco. Feifer^s Union Fives. Chas. Denbv. San Felice. Muriel Progress. Muriel De Luxe. Cliancellor Sublimes. Chancellor Invincible. Chancellor Liberty. Little Chancellor. La Preferencia Club House. La Preferencia Knickerbocker. Van Dyck Bankers. Van Dyck Victoria. Little Bobbie. Robert Burns Epicures. Robert Burns Longfellows. Robert Burns Invincible. Robert Bums Bouquet. Sales Of Leaf To Consumers Abolished Washington, D. C. (Special to Tobacco World.) REGULATIONS defining the status of dealers in leaf tobacco after April 1st have just been issued by the Commissioner of Internal Revenue. The re- cently enacted revenue law repealed Section 35 of the Act of August 5, 1909, and amended Section 3360 of the Revised Statutes to provide, in part, as follows : *' (c) Sales or shipments of leaf tobacco by a dealer in leaf tobacco shall be in quantities of not less than a hogshead, tierce, case, or bale, except loose leaf tobacco comprising the breaks on warehouse floors, and except to a duly registered manufacturer of cigars for use in his own manufactory exclusively. ''Dealers in leaf tobacco shall make shipments of leaf tobacco only to other dealers in leaf tobacco, to registered manufacturers of tobacco, snuff, cigars or cigarettes, or for export. "(d) Upon all leaf tobacco sold, removed or shipped by any dealer in leaf tobacco in violation of the provisions of subdivision (c), . . . there shall be levied, assessed, collected and paid a tax equal to the tax then in force upon manufactured tobacco, such tax to be assessed and collected in the same manner as the tax on manufactured tobacco. *'(e) Every dealer in leaf tobacco, . . . who ships or delivers leaf tobacco, except as herein pro- vided; . . . shall be fined not less than $100 or more than $500, or imprisoned not more than one year, or both. *' (f) For the purposes of this section a farmer or grower of tobacco shall not be regarded as a dealer in leaf tobacco in respect to the leaf tobacco produced by him." The new^ regulations provide that on and after April 1 every person, other than a farmer or grower, who is engaged in the business of selling leaf tobacco will be regarded as a dealer amenable to the above provisions. After that date, dealers will be allowed to make shipments only to other dealers in leaf tobacco, or reg- istered manufacturers of tobacco, cigars or cigarettes or for export. Any dealer who makes shipments of leaf to consumers will be liable to fine and imprison- ment, and unless he has qualified as a manufacturer and put up the tobacco in packages of statutory size containing not more than 16 ounces each, properly labeled and stamped, and cancelled the stamps, he will be regarded as having incurred the penalties imposed against illegal manufacturers. A retail dealer in leaf tobacco, however, who has not disposed of all his stock of leaf before April 1 will be permitted to hold such tobacco without qualifying as a dealer, provided he does not sell or offer it for sale. He will also be allowed to dispose of such tobacco after that date in one lot only, to a duly registered dealer in leaf tobacco, or to a manufacturer of tobacco or cigars, without himself being charged with liability as a dealer, upon making application to the collector of internal revenue for the district, who will detail a deputy collector to supervise the transaction and make report thereof to him. C L. L, Honesty In Selling By Frank Farrington (All Rights Reserved) HONESTY pays. Of course that is a rather sordid way of looking at honesty, but after all it does pay and there is no harm in accepting the profits that go with it, any more than it is a discredit to a physician t^i) make money in the service of humanity. But deliver me from the man who is honest just hi'cause it pays. Next to a man who is honest because ho is in jail and has to be so, I suspect the chap who is honest simply because it pays. If you come from a small town you remember some business man back home whose name was synonymous with honesty; whose word was called as good as his bond. You know how you and everybody else respected that man, and you know too that people liked to do l)nsinoss with him. They patronized him regularly. His store had more steady, regular customers than the stores of the fellows who put up a flashier appear- ance but who did things occasionally that w^ould not quite bear the spotlight. Honesty has the same value in the salesman that it has in the merchant. In fact, I think it has a higher value. When a man finds he can trust the salesman, that everything he says is true, it is going to be easier for that salesman to get a hearing and easier for him to sell goods. He can always introduce a new brand with less trouble than the felloW who is now and then caught exaggerating. We don't like to buy from a man whose goods we have to weigh when we get them home. We want to be able to feel that our source of supplies is reliable. The buver likes to know that he can depend upon the goods being just as the salesman said they would be. It is obsolete anyway now to be dishonest in sell- ing. Dishonest business methods have gone the way of the hoopskirt, the high-wheeled bicycle and the (Con- gress shoe— as far as good cigar stores are concerned. You represent to a large degree the honesty of the store in which you are employed. You are the real point of contact between your customers and your manager. Whether you truly represent in your own cliaracteristics the principles of your store or not, you will be considered as representing them. The manage- ment cannot very well offset the impressions conveyed bv the methods and w^ords of its clerks. When you make a misstatement about the cigars in vour case the store has lied to the public and the store suffers. You may sometimes be able to make a l)igger sale today by stretching the truth, but you will niiike no sale tomorrow^ to that customer. If vou set out with a selling speed too high to main- tain without falsehood or exaggeration, then let tlie s])eed down to where it depends upon a more reliable force. Honesty is the foundation of selling and when you slip a dishonest stone into the foundation you put in a stone that is going to crumble, and some day it is going tt) let the house down about your ears. The old if-you- f^an't-be-honest-be-as-honest-as-you-can basis of selling has passed on. Honesty has become a more nearly exact proposition, and every salesman must be per- fectly honest if he is to have the reputation of being honest at all. A young man went to work for a merchant who told him he would have to tell some white lies in order to sell goods. The young man's conscience would not permit even white lies and he gave up the position and went elsewhere. He succeeded in business and came back ten years later to find his former employer at sixty-five years of age shoveling shavings into a fur- nace for eight dollars a week. Dishonest business methods in a store are the surest method to a hard- working, horny-handed old age. The appearance of truth superimposed upon false- hood causes greater calamity when the facts come to light than a bold falsehood at the outset. If you are going to lie, lie at the outset and make it a good one. That w^ill place you where people will know what to expect. It is not the lie we detect that makes us trouble so much as the deception we do not notice at first. I have heard salesmen say, in excusing question- able selling methods, "All the rest do it," and they too must do it or quit. Then quit! At least be man enough to quit and you will have people witli you. There are times when it is to a man's credit that he quits. When the time comes that you think it necessary to be a crooked salesman, you have come to the parting of the ways, and if the honesty road seems to lead to failure you may be sure the dishonesty road leads to the sanie place, but at a steeper grade, all down hill and no return tickets. "Truth crushed to the earth," Bryant said, "will rise again." I am not going to deny that, but if you crush truth to the earth you may be sure it will not rise again without showing the effects of the crushing. If you crush truth in your selling talks it will take a long time for it to come back to where it will look to customers like the real, genuine, honest-to-God truth. It may be the truth; you may know it for the truth, but you will have hard work convincing others of it. One trouble with dishonesty in selling is that it not only interferes with your own subsequent success, but it iiiterferes with the success of other salesmen. There are some men who develop a distrust of all salesmen because of the dishonesty of one with w^hom they have come in contact. It seems to be human nature to dis- trust everybody after one man has gone wrong. And then, too, if you are dishonest, you are going to give your store a bad reputation that will last after you have been discharged. You niav think you have a right to be dishonest yourself because you assume the responsibility for your own dishonesty. You are wrong. You cannot be dishonest without doing others an injury. If you will not be honest because you want to be, because you are that kind of a man, then at least you sliould be hon- est because vou have no right to injure others. 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 ' liiii- .=; .^^^ It IS necessary to draw a straight line between hon- esty and dishonesty. There is no such thing as semi- honesty. There are no shadings in the matter of truth. \ our word about what you are selling is either the truth or it is a lie. It may seem that there is a chance to exaggerate a little without lying, but- when you over- rate the quality of your goods don't you tell what is not true? Your reputation with your customers is going to be no stronger than the weakest statement you make about your goods and you will be considered no more honest than your dishonest or exaggerated statements. And the worst of it is your store and its management are going to be judged by your methods. Of course, there are salesmen engaged in stores where the brands are some of them hard to sell without exaggerating their value. If you are so anfortunate as to be in that position stick to the truth in what you say and keep your eyes open for a better job. If you are working where the goods are not up to the best standard, don 't let that lead you to ruin your own reputation by claiming more for the goods than the facts warrant. You cannot hold trade on the basis of exaggera tions and there is no money to be made selling men just once by hook or crook. The hook-or-crook wav of selling ends in the salesman being branded a crook and getting the hook. If you vary from the truth you will develop a repu- tation that will spread and meet you wherever you ^o in search of a new position. Not only will vour cus- tomers advertise your fault, but your employer and other salesmen will give you a black eye. Everythino- connected with your successful advancement in the business world hinges upon your honesty. "United" Might Open Candy Chain TN a recent announcement to its stockholders, the lUnited Cigar Stores C^ompany, explaining the in- crease of capital stock from $35,000,000 to $65,000,000, states that this is done in order that the present busi- ness of the company may be further expanded and also that it may develop new fields of activity. Officials of the company, while avoiding definite statement of future moves, explain that during the past few years the company has conducted experi- mental tests on several hundred side-lines and the increased merchandising activity will lie in this direc- tion. One other possible feature is the operation of exclusive candy stores. Negotiations are now being conducted with one of the important candy manufac- turers, but as yet nothing definite has been settled. Most of the stores of the United Cigar Stores Com- pany in the South are equipped with soda fountains. Large quantities of candy is sold in these and other stores and in describing the kind of sidelines handled by the company, officials emphasize that the product must be of such kind that requires no selling effort. In the case of candy, cough drops, chewing gum, etc., these are merely merchandized through being placed on display. ** Within the past six years the business of the company has more than doubled in volume, without anv increase in capitalization," reads the stockholders' circular. ''The company has no outstanding bonds or other securities. ''With the assurance of peace, the mark-time pol- ^ icy pursued during the war has vanished and the busi- ness has been largely extended in the real estate field and in the opening of stores. ''The Board of Directors in recommending this increase of the capital stock has done so in order that the present business of the company may be further expanded and also that it may develop new fields of activity. With these extensions in view, the Board of Directors has acquired for the company a number ot* large and valuable leaseholds, and arrangements arc now going fonvard for the purpose of fully developing these new fields of activity of the company as well as those lines of merchandise which have been heretofore handled bv it. "The increased capital of the company, if author- ized by the stockholders, ^\\\\ enable the Board of Directors to extend the business of the company alon^ the lines indicated and also make readily available such common stock as from time to time, it may be contem- plated, shall be issued as stock dividends. "—Frow Printers* Ink. The Gradiaz-Annis Company, of New York, now occupies its new quarters at 535-539 East Seventy- fifth Street. The head of the company is L. Gottsegen, formerly of 213 Pearl Street, as the Gottsegen Cigar Company. With J. B. Annis he formed the Gradiaz- Annis Company, 47 Greene Street. ' The Corona Cigar Company, of New York, has been organized for the purpose of operating retail stands and stores. One has just been located at Broad- way and Twenty-fifth Street. These stores and stands will feature the brands manufactured by Garcia c^' Vega. m i \ A Truly Cuban-American House Compania Litografica de la Habana OF HABANA, CUBA The Republic of Cuba being a part of the Western Hemisphere is as much a part of America as we are here in the UNITED STATES of America and therefore we say A Truly Cuban -American House Compania Litografica de la Habana, offers to the Trade QUALITY in the pro- duction of Cigar Box Labels, Cigar Bands and edgings. Quality is the great factor in Merchandising today. If you want the Best there is in Lithography for the proper dressing of your product and Boxes, OALL ON US. The question you will have to decide is this — DO YOU WANT THE BEST? If you do we can make it for you. Make the appearance of your package serve a double purpose. As your advertise- ment (appeal to the smoker) and also because of the appearance, your silent but ever- ready salesman. The attractiveness of your package in the Retailer's Show-Case will tell the Story. Conditions under which we have been working are becoming more normal as each day passes and therefore shipping facilities are improving. Vouf's for QUALITY service, Qompafiid Litografica de la Habana New York Office: Home Office: Sjl. JoSC 23 Garrett H. »SiiiitK Habana, Cuba U. S. and Canadian Agent 50 UNION SQUARE. N. Y. Do not forget the Sanitary Gumless Bands. Let us have your inquiries and explain this to you. 14 THE TOBACCO WORLD """""""""""""" """""" '■■■""■" miimimiiiim ■ iimi»i.n....i.. uitHmi..,...,... i...., ..„..„„„,„„ IMIIII '""" "iiimimiimii ..^Tg^j^ Say You Saw It in The Tobacco Woru) 15 How Jim and Bill Manage Themselves By John Leitch (Reprinted from "Factory," the Magazine of Management) A PEW weeks ago we printed in The Tobacco iX World excerpts from a speech of John D. Rockefeller, Jr., in which was outlined the work- ings of an industrial democracy. Herewith is presented a true story of the formation and operation of an industrial democracy by a concern allied with the cigar and tobacco industry. Every employer of labor will profit from reading of the ups and downs of this organiza- tion. The best part of it is the undeniable fact that such an arrangement is not only a success in this particular case, but a profitable success for both employe and employer. — Editor. THESE points have become clear to me through mv dealings with workmen, especially in factories where the work is repetitive and monotonous. 1. That wages alone are not enough to hold men and to induce them to do their best work. 2. That in addition to wages sufficiently large to permit workers to live comfortably, they must have some interest in the work apart from the money re- turn—a pride of product, something akin to the old pride of craftsmanship. They must have ideals. 3. That these ideals and consequent interest may be created by giving to the workers a share in the gov- ernment of the factory, in so far as it touches them- selves, and ample political machinery managed by them to ensure a universal *' square deal"— that is, they must create for themselves, under supervision, a kind of industrial democracy. 4. That work interest cannot be had under mere quantity production, because that is, of itself, destruc- tive of ideals. Quality must come first. Then quantity will care for itself. I have applied these principles under many con- ditions of work and workmen and have proved them to myself time and again. I have found that if an owner looks at a factory as though it were a little nation and then formulates a democracy therein on the lines of the government of the United States, the peo- ple, once they are assured of your sincerity will, re- gardless of race or color, turn into their work a new brain force and energy of astounding dimensions. The owner will then find, for the first time, that he is hiring whole human beings— where he had before hired only hands ; now he has both hands and brains. I take it that the greatest waste in this country is the human; that machinery and perfection of system count for little or nothing unless they are aided by willing people ; that a good man with a poor tool will do twice as much as a shirker with the finest known tool. We can triple the production of the country if only wo take up the human slack. But no outside force can take up that slack. A man can be led, but he can- not be forced. All manufacturing problems will solve themselves, if only the people be brought around fn working with the company instead of simply for u In the light of these statements look at the historv ^l ^7.?v "i^Hftrial democracy has done in the factory o± Wilham Demuth & Company, makers of pip,.s Ja smokers' articles. This company employs some nine hundred men and women of whom nearly all are for eign born and about twenty per cent, speak little or no English. Pipe making does not appeal to Ameri cans ; It requires great care, a deal of hand work ml monotonous repetition. A briar pipe is first rouffhlv cut from a root, is then bored, and finally shaped against revolving discs covered with sandpaper • this sandpapering is expert work; the eye is the only judce of the proportions, and even a small slip will some times destroy the whole value of the wood and the work that has been previously put on it. After many workings down by successively finer grades of sand paper, the bowl is polished and finally mounted for the market. This company has a modern factory with pbviy ot light and air, it pays good wages, mostly on a piece l»asis and, until the war began, had little trouble in keeping a fairly stable force. But once the hidi bidding of war contractors was heard through the land the workers began to leave. ' It takes a long time to train a pipe maker and, because there are so few pipe factories in this country the company has never had a reservoir of skilled m4' to draw on Operators are hired ^' green'' and then taught. While learning, a man is paid day wages, hut lie goes on to piecework as soon as his daily outpi't at piece rates equals or exceeds the day rate. Under war conditions, no sooner had a man been taught than he lett tor another job; the turnover was very higli and consequently the pipes were produced at an exceed- ingly high cost ; many fine pieces of wood that should cc^7? .^^^^ ** firsts," turned out as ** seconds" or * thirds." The people regarded their jobs lightly ; thev would leave on the slightest criticism and thev had no in- terest whatsoever in doing good work. They wanted money and nothmg more ; they wanted money and with- out givmg a proportionate return; because they found that they had to give some pretense of return, the man- agement was not popular. Exactly the same condi- tions, as every manufacturer knows, existed in ninrtv- nme out of every hundred factories in the countr\ . ' ^ My problem was to get this crowd interested in their work, to make them one with the company, to introduce a spirit of co-operation which would reHoct higher and happier pay for the men and a better piod- uct tor the company. It was a serious problem. I knew that one concept is universal: that is, (hat every human being, every dumb animal responds to lustice. If that idea could be put across, the prob- lem would vanish. But how could it be put across? It could not be established bv preaching. Thev could leam only from example. If we wanted justice, co- operation, economy, energy, and service, we should ''lliiiveisalsBr^ AMERICA has learned two things from these strenuous years; namely, the L value of big produdion, and the importance of preventing waste. Hand-stripping is a slow method and it wastes tobac- co; hand-labor is slow and irregular. Therefore American cigar-manufadurers, large and small, are rapidly installing the UNIVERSAL TOBACCO STRIPPING and BOOKING MACHINE More than a thousand manufadurers today use from 1 to 400 "Universals'' in their fadories. Their pro- duction is booming; they are turning out more cigars, better made, at lower cost. Write today for demonstration (without obligation) in your own factory with your own tobacco, that "Universals" bring prosperity. Catalog and Price List upon request. The '^Universal" saves labor and space — one operator does the work of two or three hand, strippers. The "Universar* saves stock — no tears or curled tips in the finest leaves — clean-cut to- bacco in the best pos- sible shape "for work." The "Universal" in- creases production — cigar-makers turn out 35 to 50 more cigars a day. Universal Tobacco Machine Co 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murray St., Newark, N. J. i\ 16 THE TOBACCO WORLD have to ''show them.'' I brought all of the people together m the biggest department of the factory to try to explain what justice really is. I explained a dividend system; just how we in- tended to work together— that we should not only gov- ern ourselves but that, of all the savings made in the cost of production, one-half would go to the company and the other half to them. They warmed up a bit to the idea of getting some extra money, but otherwise they were cold. AVe held meetings once a week through five weeks to adopt what I told them was to be the business policy of the whole company— from president to the newest learner— and which was to guide all our actions. The policy rested on the four corner stones of justice, co- operation, economy, and energy, and supporting the capstone of service. Then we organized, with this policy as a kind of constitution, a government on the same lines as that of the United States. The Cabinet consisted of the executive officers of the company, with the president of the company as president of the Cabinet. The legis- lative bodies were a Senate made up of all depart- ment heads and foremen, and a House of Eepresenta- tives elected by the employees themselves. The elec- tions to the House were by departments— one repre- sentative for each twenty employees. The term of office was one year. The various bodies elected their own officers and adopted by-laws covering their procedure and committees. The House had as officers, a president, a vice president, a secre- tary, and a sergeant-at-arms ; and these standing com- mittees : Program, Imperfect Material and Poor Work- manship, Suggestions, Publicity, Safety, Flag, and J^ducational. Later have been added Inspection, San- itation and War-Emergency Committees. The official make-up of the Senate was similar to that of the House. Then we started to govern ourselves under this new dispensation, with the understanding that all rules and regulations affecting the employees were to be in the hands of the Legislature, subject to the confirma- tion of the Cabinet. No limits to the self-governino- zone were set and subsequent events proved, as I have always found to be the case, that no limits needed to be set. Employees, given responsibility, will honestlv discharge it. It is true that their initial interest was purely hnancial. These people had no practical conceptions ot democracy. Representative government meant nothing to them; they had heard vaguely of various assemblies, but they never had discovered that the iorm of government made much difference. They were in America to make more money than at home For co-operation in the abstract they cared not at all. Neither could they see a connection between a man staying away and the amount of wages the company should pay. The dividend first taught co- operation. For instance, a number of men decided to coiebrate an Italian holiday. They stayed out. At the next meeting of the House of Representatives it was announced that the dividend would be only twelve per cent., but that it would have been higher had not the men taken the holiday. That is, a man who earned $20 a week got a dividend of $2.40 instead of $3— he Jost f)0 cents because some other fellows did not work. It is one thing to leave a shop knowing that onlv the company and yourself will lose money by your act, but it is quite another matter to realize that vmi. lellow workmen will also lose money. Co-oporatil is a mass force ; the dividends are due to mass action ihe mass can bring in co-operation as quickly Jl can create disorder. ^ ^s it The representative system did not work smoothlv A tew of the elected representatives did not attPuVi meetings-some because they did not grasp the idel others- because they were afraid they might be callpfi on to speak and thus expose their curious EnHid, But other members did catch the theory of represents tive government from the start. Of course, at first, they believed that the wholp idea was a fake, but they were willing to be coT vmced ; and once they had the conviction of our sii." cerity, they went to any length to make the experiment a success. They knew and were in touch with tbo mass, and they knew the mass psychology thoroughly For instance, half a dozen men who could not sneak English walked out. We took it up at a House meet mg. One of the representatives explained: *^ These fellows do not speak English. All that they know how to do when they do not like anything Ihemseres." '' '^" '^'^ ^"^ '^'^ '"^ '""^'"'^ The House appointed a committee to investigate and traced the whole trouble to some trivial error of allotment m the work ; it had not been called to the attention of the head of the department. The com- mittee hunted up the men, talked to them in their own lan^age and had them back within a few hours This incident brought up the importance of having a sinc^le language m the plant instead of half a dozen. The House was discussing a shop paper for general cir- culation in the factory. It may be of considerable interest to read the minutes: ** Someone asked whether it would be advisable to have the paper printed in different languages. The people who ive in this country must speak Eiidish sometime and they might as well learn now. If we keep on printing m different languages the people will not earn to speak English. We ought to print it in one language only and that— English. " They were determined that no dividends were going to be lost in that place just because some of the people could not understand what was going on Unhesitatingly I say that the dividends weiv the nrst teature of the new plan to awaken interest— thev were our first ''point of contact.'' Increasing wne whole A.E.F., Irittefl;, bSM «o pntrs'ioM' for the rit ras loo moch.for tammb f(riie in time to i drnor s ciiahion of craal. l>eJ »P ajid ;.ivh:n:;, ..iniashing her ruad that leaJa to irden Sprinkler of 1 MS Lnttcrod tank 4,hulJr, one on, (be left f- t'Min'J his. list of tl>i< occasion'. ^ ^ hiin led «t Ken- ilcaf' ;:^ng habbtib 9f ' crcKs on those nsla." fdit but He Did sn5». whicb was >ar »f the engine, i« brrn, "The beU I ito uiAt effect. Abj- V^t>>. rtatTQ has not M s rase is some- rromisc of some Very likely he and shot At snn- worth the telling than that it is cf i branch of the niv calls upon ad- nviChoiit the Army, to -^ life that fairly eiit iind dangpr For 'j'H ry of tbi< war. Isi vr III can he be«t np . ror the list of «' ■ "l«vrin the Tank t :' Ihe mauled and •■ . oi. (hie *• al.-v si' 4rrovii,lke load trt ii»dergo\ And ow oicn kand^ prtpan. If m hnte paHfy intA t'lr /He, Tk* loud o»r ton* must bear. Before we loose the word That hids ue* worlds to birtk, Needs must we looseo Erst -the iw^frd V] iii<>re uhi'dren to mg mantU. This task m< by the time 'the Hoj present wroiip ot th« Red Cross 1/ Tlie children iri| tion and rccmvi tribution fruni in ample timej Chrislnias. I'lil olfi?r tibcse chi| Clauses from nvC] CURfMM AS PH.\.\S AT .■>00 fer®^ >. > Here is joy for all Don-eom instmctors According to 0.0. 184, not only en- listed peraonnel but junior officers will be drilled in the correct method ol f- luting -until proper habits hare be The salute, aftya the order, is an a the headgear. 3. Hold it there till the aalnts ia re- turned or Ihe person nsised. 4 Drop Mie hand, but not before the salute is returned or Ihe person ps^sed. Do nnt wsit till the oermn saluted looks ■t Tou before railing the band, and do do'. look m him out of the corner of jour »j«. hut turn Ihe hesd and look at bira square- It Do not drop Ihe hand till the person sshiled drops his. ()flirer< when retnming a aalnla wiJI lie careful to look toward the roan saluliog. TWO CANTEENS IN UNE Infantrymen will sooo Aiuericsn canteens w' ttar' •■ii'iil;'! WGmmimm meeit." She concloded by aanoinicing that rfic was now awaiting the proposals (or a preliminary armixti»e. Meanalkile, wliether or no "(he atili- t*ry powers are e<):ially aubortlinate,' tiier rec-eired a rude ahork in the resi^- tation C.I General ' - ' t«. first quar- termaster v^ " anny. log (he b.UB.'' will be sltOTrn to tbe contestsnta to keep the freight handlers poirted on whet is gmng on elsewhere. Flags Bclag Mstrlbated Flai^, to he flown by Ihf leading jwrta in the weeks of the eontest, are now heing distribi't«aaa are hlue with a white er|na» - •■- "^"^ and that the serarity ol infertions had been leisened.' Infiiienu as an epidemic. Army medi- cal aiifhorilifs aar, runs a i«urse sp- wrotimately Jwo monyis, and the second w«ve tba£ baa sUuck the A J. r is now almost at the end ol lU two-month cour*» It is cunuri rsnu.-.wo .*,•* ««n per cent ol tbe food wsste from coiiiDony kit<-hena is gi-ease and (at. One nun- died pounds of fat from kitchen waste will make ten puumLs of alyceiine useWia depart TiNH., eTjjht weeks' rhnH-il mae, with tbe hnt:| orer 3oO.(XXJ frani hSsy idea of whnt With the aid of .' mcnt, the QusriC'i ud'linK ma<'bii)e L'jO,000 frsnrs \^,i plus, which, with ulated by tbo ori.l] tbe bcgiDDin;; nf paign, means Uu aomething oxer more, it will be nol pay for the eittiie give all-the-vear-ioil fort to ou^ family >.\ But It After Ujui premj contemplated thi and decided, prir To borrow, in our! of Marshal liV h, ' shall continue Ihe Rift war orphans Itself. We Will I? stand with a n;<>ii. as Isual— Or Bpt(< r The Red Cross ritv Of rdministrrinc the begun tbe detjiileil trc ohjtojKaphin;: and ' and tbo allot iiifiT* adopters will li» ' aork cf aK-ipnin;; man .WO IS conip'i • ithin f WCT or three The children mn' L be notified of the \i\' bef(i!e Clir'stinas an cf money will be ma time fo* Yttlotid lor .• ' •ace This is a reproduction of a Melachrino advertisement in *'The Stars and Stripes/' the daily newspaper published by the American Expeditionary Forces on French Soil. Wherever in the world men of taste and experience gather you will find Melachrino sold — and smoked— the cigarette elect of Allied Nations. M. MELACHRINO & CO.. Incorporated 1790 Broadway, New York J8 THE TOBACCO WORLD vidual judgment. Nearly all foremen fix rates by what might be called "scientific sentiment/' Under the new system the complaint went to a representative and he brought it up before the House. The House appointed a committee ; it fully investigated and tendered a report stating that the rates were in- correct and recommending certain changes. It gave the full reasons. The bill then went to the Senate, was passed by them, and finally approved by the Cabinet. The complainants not only were satisfied but they found a sense of future security. That feeling was contagious. Other wage complaints came up, were similarly investigated, and decisions arrived at. Some of the decisions were affirmative and other negative. For- merly when a foreman refused, discontent followed. But the force of public opinion now sustained the dem- ocratic decisions. The mass awakened; the foreman awakened; all of them began to realize that there were merits in self government. The foremen learned they could make good showings in their departments only by helping and not merely by bossing the people under them. Even the superintendent of the factory began to thaw out. He had held that the factory force was a working army and should be ruled with stern, military dis- cipline. He mellowed; he began making, although at sufficiently long intervals, remarks that were not rep- rimands. He wanted to do right; he tried to do right according to his lights and finally he did do right. And as he progressed so, keeping pace with his own progress, went his popularity and authority. In the patching department, where they putty up slight defects in the pipe bowls, was a group of middle- aged Italian women. They all had hair-trigger dispo- sitions and, their work being monotonous, they were always on edge for excitement. Their leader was Rosa, a brawny Amazon, of perhaps thirty-four, with flash- ing eyes set in a round, swarthy face, out of which could race countless words per second. We had in a committee meeting been discussing poor patching. One of the committeemen was asked to point out to Rosa that she was not patching to the best advantage. He did not like the assignment. If you had entered a minute after him you would have seen a wild Rosa on her feet. "You no like mv workf she shouted. "Come on, ffirls 7' and in an instant the whole department was up, rallying around Rosa and, as they call it, "on the strike. '' Just as though she had been a child the com- mittooman took her arm. "Aren't you ashamed, aren't you going to try to help me when I'm trying to help you? Aren't you ashamed to act in this way?" She stopped talking. She dropped into a chair— ^she was crying. "I do so bad. You speak so kind." And thus ended the "strike." In one case the House of Representatives, com- posed of workers, recommended the removal of a fore- man because he was incompetent. That put tho workers and the supervisors in the right relation. In the beginning the workers had been afraid to complain to their representatives about a foreman and if thev did the representative was fearful of taking the com- plaint before the House lest it might come to the ears of the foreman. It took some time to let both the workers and the foremen know that complaints were stimulants to better business. The labor turnover throughout the plant was seri- ous; as soon as the representatives and senators realized that this affected dividends, they investigated. They found that in the sandpapering department^ which v/as the largest, many of the newer workers left or were discharged within a period of thirty days. Of ten men taken on in one day, one left the same day, two the next day, three stayed about three weeks, and the remaining four left gradually over a period of six weeks, all stating that the work was too hard for the money. The work was hard and disagreeable, in- volving the shaping of the pipe against a high-speed convex disc covered with sandpaper. The hands and wrists of the operator have to be very flexible to make quickly the necessary turns and twists. Elderly men are too stiff-jointed to learn the work, so the recruits are drawn from boys ranging between eighteen and twenty-five. The work is dusty and tedious and does not appeal to the better class of young men. As a rule, less than half of the men in the department know much English. Yet, it is a criti- cal section. Commonly about one hundred men are employed ; the best of them will earn on piece rates between $35 and $40 a week with a general average of about $24, but it formerly took many months to make even a second-class operator. Because of this long training at low wages, less than twenty per cent, of the new men stuck. The foreman in that department was al- ways at his wits end to keep up production. Calculating that it cost the cornpany $100 to train a sandpaperer, which investment was lost when the man left, it demonstrated that the company lost through the year in this single department money, which saved would pay about $14,000 in dividends to the employees! Those figures impressed the sandpaper workers. They set about finding ways and means to get the divi- dend. Their first step was to cut down the training period. They suggested that certain of the men be employed to teach newcomers. The result was that new men found themselves making a satisfactory wage on piece rates at the end of about three months, in- stead of at the end of a year. It became a matter of moment when a worker said that he was going to quit; his fellows got around him, tried to find out what the trouble was and to persuade him to stay. Their whole attitude toward each other changed. Formerly they had gangs and cliques, espe- cially the Italians; if a man became unpopular he had to get out and if he did not get out he was apt to get hurt. But all of that ended when thev found that forcing a worker out was money out of pocket. That put quite a different face on it. ' First thev found that it was financially better to have harmony. * The ordinary workman just "gets bv." He sel- dom suggests new improvements. In the beginning he mav think of how to do something better but when he takes up his suggestion with the foreman (who is the onlv man he can reach) he finds that it is not welcome and thereafter he keeps to himself any ideas. Fore- men are constitutionally opposed to change. The Senate and the House appointed a joint Com- mittee on Suggestions and made a schedule of rewards rantring from $1 to $5. They got suggestions. The making of pipes had been more or less static. So much of the work is done by hand that it has adhered prettv closely to the practices of the old country. For in- stance, the machine for the rough cutting of the block which later becomes a pipe had not been improved in Say You Saw It in The Tobacco World +.— — 19 m n ■■ ..— ..4, Tobacco STANDARD FOR 49 YEARS Mellow, tasty STAR was popular nearly half a century ago. That old-fashioned qual- ity keeps it the favorite tcxiay. STAR'S big", thick plug doesn't dry out like the ordinary thin plug — and you get more chews. Chew STAR-— you'll enjoy it. Jj^gfe^^t/^^e^^^&icoo Gk «i». ■■ ■■ ■■ ■■ ■■ ■■ 1 20 Say You Saw It in Thb Tobacco Wobld STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigars Manufacflured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality SELLING AGENTS ADOLPH FRANKAU a CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCulloutfh & Co.. Inc. - - Manila. P. I. B. B. B. Go. (Canada) Ltd. . > . Montreal . J. W. Streider Co. Boston. Mass. I The Maintenance of an Inflexible Quality Standard in I is reflected in the unvarying increase in consumer demand. Good judgment favors stocking — displacing — recommending it everywhere Alien R. Cressman's Sons, Makers PHILADELPHIA tweuty-five years. Once the suggestion idea got about, a workman came lorward witn a plan lor a new ma- chine, it was built according to liis designs. One man with this machine does more tlian two men operating two of tile old macliines could do. The polishing and bulhiig of a meerschaum pipe is a highly delicate operation wnich has aiways been per- formed by hand. The foreman of that department de- vised a machine which polishes better and more evenly than by hand and with it one man is more tiian equal to three hand woriiers. An improved chuck lor bormg rubber bits increased that department's production about 300 per cent. Take the patching department. The men discov- ered that far too many ' ' seconds ' ' and ' ' thirds ' ' were coming through. Their dividends lay in "lirsts." A joint committee of the House and Senate took up the subject. Skill had never been at a premium in that department. A hole was just a hole. Then the com- mittee began to plan changes. They decided that, in- stead of a rough task, this was really one requiring an artist. They insisted first upon care and followed up with a delicate machine process to replace the rough hand work. They turned hundreds of former seconds into firsts and former thirds into seconds. A company makes its money out of quality. The emphasis in this factory was placed on quality. Through the dividend system the men came to know that, although rushing their work and turning' out in- ferior goods might increase their individual pay, it would so decrease the mass dividend that their net return would be less than if they had devoted them- selves to perfect goods. They did attain quality and also production in a most remarkable fashion. The sandpapering depart- ment increased its wages through increased produc- tion by ten per cent, and on the quality side there was an even more greater improvement. The big produc- tion— in spite of poor material — is now in *^ firsts" and ''seconds.'* The whole product of the company has gone to a considerably higher plane than ever before. The stress has been on quality — that has been first. Quantity has come as of course. They had been working fifty-three hours. The shop legislature reduced to fifty — and got a ten per cent, increase in production. Now they are experi- menting with a forty-eight-hour week. They are doing all this themselves and at the same time watching dividends. They have touched seventeen and one-half per cent, in dividends and they intend to go higher. They compete by departments for efficiency records — the leading department holds the Stars and Stripes for a two-weeks' period. And they fight hard for that flag! The labor turnover, except for unavoidable causes, such as death and the draft, has become almost neg- ligible. Formerly it was hard to hire people; now there's a waiting list which is constantly growing. A general campaign in Philadelphia on clear Havana cigars would benefit all clear Havana manu- facturers. The chief trouble with clear Havana cigars in Philadelphia seems to be that in the natural course of events clear Havana smokers occasionally die and no effort is ever made to create new ones. Say You Saw It in The Tobaccjg World 21 Back to the desk after lunch Light a Lucky Strike cigarette — the red Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting, LUCKY STRIKE Open your package this Cigarette i, It's toasted. Try the real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. [fs toasted <£) yO Ouaranteed by IMC OM^OMATKC 22 THE TOBACCO WORLD Say You Saw It in The Tobacco World 23 illlllllllllllllllllllllllllllllllllllllllMIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIItlllllllllllllllllllHIIIIMIIIIIIIIIIIIIIIIIIIIIItlllinilllllltlinillllllMIIIMIIIIIIIIIIIIMII^ {Continued from Page 8) tobacco ill France, but it is not now serious. It was necessary always to carry a large surplus of every- thing. Since the signing of the armistice the army in FraiK'e has acconmiodatecl some of the allied nations with a quantity of tobacco. There has been a perfect famine in tobacco products with the civilian population in I'rance, Belgium and Italy, and England has also been very short of smokes. As to the stock oi ..ciga- rettes in l»''rance the last in^i&JUtaiX-sli*>wud a lillle more an sixty days ^ suppl^/r rom September to Novem- )er, liflH, iiicTusive, an average of 600,000,000 cigarettes per month were shipped to France; 400,000,000 were requisitioned for the month of February. The slock of cigars in France is not now excessive owing to the fact that for a number of months there w^as no buying of cigars ; however, what is there is unbalanced to some extent, the generally unknown brands moving slowly. The quantity of cigars now being requisitioned for ship- ment overseas is going down in volume, and from this time on will continue to grow less and less, otnurwise the situation in cigars might present a problem for the Government as well as the manufacturer. To facil- itate accounting it is going to be necessary from now on to very largely reduce the number of brands of to- bacco, cigarettes and cigars shipped overseas. No more clerical help than is absolutely necessary to carry on the work of the Quartermaster Corps w^ill be held in France, and to keep track of supplies with the least number of men means that there must be concentration of all sales articles. So in tobacco products, as far as it is possible to do so without imposing too great a hard- ship upon a limited number of manufacturers, pur- chases will be made of the brands with which the troops are most generally familiar and which have up to this time proved the most acceptable to them. "The chief object of my trip to France was to get a line of stocks on hand, what class of goods wuie tne most desired, the method of supplying smokes to the troops and the quantity of supplies likely to be required in the future. 1 was given the opportunity of visiting General Supply Depots as well as the Sales (Jommis- saries in different parts of France and a very careful inspection w^as made of stocks, and a most thorough in- vestigation of the system of supplying the troops with the different brands of tobacco, cigarettes and cigars. I can say that it was not possible at any time during the war, and even now it is not possible to arrange for the number of brands sent overseas to be always dis- tributed to the points where men are located who knew or used specific brands in their home territory in the United States. There are many good reasons why such a scheme will not work out. So it means that brands with national distribution and sale at home must na- turally get the volume of the business hereafter, in going to the Suy)ply Depots and the Sales Commissaries I found that stocks of all brands of tobacco, cigarettes and cigars known to smokers generally throughout the markets at home liad been well cleaned out, and the surplus stock on hand was made up of some good brands which had not vet gotten to the men familiar with them, together with some goods of a class which had been shi})])ed overseas at the beginning of the war and which never should have been bought ; this latter stock was a discredit to the people who ])roduced it. "If it were possible to carry out a system of per- fect distribution in France, and now to the troops in Germany, some of the good brands I saw listed as slow sellers, and which 1 was requested not to re-order would not have been put in such class — they would have sold readily had they come in sight of smokers acquainted with their merit. So I wish to make it very clear that because certain good manufacturers will not receive Government business in the future is no rellec- tion whatever upon the quality of their product. It is however, a sad commentary upon the cigar business as a whole that out of the great quantity manufactured there is a limited number of brands having a broad gen. era! distribution and sale in the United States. The cigar industry has been one of the most backward in standardizing its product, and that is the reason why it is not a more satisfactory business today. "I observ^ed in the commissaries in France that sales articles such as chewing gum, canned goods, safety razors, soaps, toilet articles and numerous other things upon which national effort is made by the manu- facturer, were what the men called for and insisted upon having. I was struck very forcibly at the time the men consumed in picking out just what they wanted; they were far more critical than 1 had ever seen them in retail stores at home. It is my firm oehei that when all of these boys are again at their norn.u* pursuits in the United States that brands will mean a great deal more to them than they did before they went to France, not only in tobacco, cigarettes and cigars, but in all things. The rank and file ot u.c- en- listed men in France did not have any too much ready money, and they are spending it wisely now that they have the time and the opportunity of making selections from a standard line of merchandise of all kinds which the Quartermaster is furnishing to the commissaries. "The following figures should be of interest : From January 1st, 1918, to March, 1919, approximately n,- 500,000,000 cigarettes w^ere requisitioned in France. During the same period approximately 200,000,000 ci- gars were requisitioned. The quantity of smoking and chewing tobacco shipped to France from January 1st, 1918, to March, 1919, approximates 30,000,000 pounds. These figures do not include supplies shipped overseas for use of the Y. M. C. A., the Knights of Columbus, American Red Cross and various Newspaper Tobacco Funds. The total amount of money expended by tJie (lovernment for tobacco products from January, 191S, to March, 1919, will approximate $56,000,000. There will be shipped this month to American forces in Ger- many 150,000 pounds of chewing tobacco, 90,000,000 cigarettes and about '3,000,000 cigars. Smoking tobacco for the troops in Germany is being sent from the stock on hand in France. "Of the total quantity of cigars shipped overseas from January, 1918, to March, 1919, about sixty-five per cent, was purchased from January, 1918, to May, 1918, or before the Tobacco Section was established in AVashington in the month of May, 1918. It has prov« n unfortunate that during the five months named, before the purchasing was transferred to Washington and awards made subject to the approval of the Subsisteiu'e Division, that the brands selected were largely noiKie- script. At the time many manufacturers accepted a volume of Government business entirely out of propor- tion to the sale of their products in the United Statt ^i and speaking frankly, also out of proportion to their facilities to produce good cigars. There is now in Washington a record of the cigars shipped to Franc which have not been received with favor, and it can De prettv well established why, the reasons in some cases being in no way detrimental to the manufacturer, while in a number of other cases the manufacturer knows full well that he does not have to come to Wash- ington to ask the reason. '*In tobacco and cigarettes, almost from the very start the brands purchased and shipped to France were made up of the standard popular articles in the United States, and when I checked up this stock in France it was sound and practically free from undesirable mer- chandise, reflecting credit upon the manufacturers who for a long time, at a great sacrifice to their business and to their trade marks, at home, cheerfully gave up their entire productions on certain brands to the Govern- ment. "It is my intention to retire from the service very shortly — just as soon as I can get a number of odds and ends straightened out so the department can be handed over to the regular organization of the Subsist- ence Division." GOVERNMENT CAUTIONS TOBACCO RAISERS TWV] United States Department of Agriculture, in a statement issued in the middle of February advises the farmers to go slowly in planting an increased acre- age of tobacco under present conditions and those which are probable in the immediate future. The statement says in part that in territory when tol)acco is a new crop, recently introduced to replace cotton under boll-weevil conditions, as in portions of South Carolina and Georgia, the best interests of the farmers, the statement says, appear to lie in the de- velopment of a safe and well-diversified system of farming rather than to plunge from the uncertainty of cotton production into the possibly still greater un- certainty of tobacco production under existing condi- tions. While it is impossible, the statement declares, to arrive at the quantity of tobacco Europe will be pre- pared to purchase during the next year or two, it seems likelv that anv considerable increase over the 1918 crop in the fiue-cured section would be followed by a decline in market prices. The largest crop of tobacco the country has ever produced is being marketed, and while prevailing mar- ket ])rices are very high for some of the leading types, such abnormal prices are said to be due primarily to war conditions. The department points out that the country has growii three large crops of tobacco in suc- cession, Avith no decided shortage in any of the leading types. .STATEMENT OF THE OWNERSHIP, MANAGEMENT, ETC., OF "THE TOBACCO WORLD," PUBLISHED SEMI-MONTHLY AT PHILADELPHIA. Required by the Postal Laws and Regulations. By the Act of August 24, 1912. Name of Editor— Hobart B. Hankins, 236 Chestnut St., Phila., Pa. Managing Editor— None. ^Ujsiness Manager— Hobart B. Hankins, 236 Chestnut St., Phila., Pa. Publisher— Tobacco World Corporation, 236 Chestnut St., Phila., Pa. ^>^ Pwners-Hobart B. Hankins and H. H. Pakradooni, 236 Chestnut St., 1 I'a., Pa. Known bondholders, mortgagees and other security holders, holding .;« ^Vt <^^"t' or more of total amont of bonds, mortgages, or other securi- iies: None. (Signed) HOBART B. HANKINS. >''\orn to and siil)scril>ed before me tins 18th day of March. 1919. ,^ , JOHN J. RUTHERFORD. '^'■"'^^^ Notary Public. My commission expires January 22, 1923. ESTABLISHBD 1M7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salcwoom, 801^803 THIRD AVE* NEW YORK OTY TADEMA HAVANA CIGARS Ar^lielleftp Lopez G Bro. MAKERS OBNEKALOPnCB FACTORY WAREHOUSE aaa pearl stbeet tampa lealtad ibs NEW YOBK FLORIDA HAVANA "*-'^'-^'-*'VA'A'A'A'A'A»A»A»A..X»A»A»A.»>>.«>V»A»J» 7G.-3 for 20g. 3 for 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bi(| Sellers We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Nfg. Co., Newark, N. J. Largest lodependent Ciiiar Factory lo the World i EV»yiV7V7VlV.V.V.V.V^v^v..^rAr.v^A^v. V . v.-^^.y. v. v.7:< 3 24 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 25 SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City Export Values Increase Washington, D. C. ALTHOUGH exports of leaf tobacco during 1918 were not as great, in quantity, as those of 1916, the value Avas nearly 100 per cent, higher, according to statistics which have just been prepared by the Depart- ment of Commerce. Total exports during 1913 amounted to 406,291,746 pounds, valued at $122,885,116. The line total was 477,407,864 pounds, worth $62,628,- 459, and in 1917, 251,291,892 pounds, with a value of $45,542,000. By far the greatest part of the increase in 1918 over 1917 was due to accelerated exiports to the United Kin,i((lom, although Canada, Italy and China all showed substantial increases. Th« only important decrease noted was in exports to Spain. p]xports to the various countries during the last three calendar years are shown in detail in the follow- ing table : 1917. Pounds Belgium 75,523 Denmark 266,949 France 64,151,039 Italv 42,662,370 Netherlands 1,395,352 Norway 2,636,130 Portugal 3,968,170 Spain 20,430,640 Sweden 652,289 Switzerland 3,385,934 United Kingdom 45,236,061 (^anada 15,861,263 Mexico 1,660,944 Argentina 5,084,520 diina 9,623,008 Hongkong 1,515,067 Japan 1,890,177 Australia 11,376,337 British West Africa 8,576,281 French Africa 3,287,809 Other countries 7,556,029 1918. Belgium Denmark 1,184.576 France 65,497,715 Italy 50,357,819 Netherlands Norway 4,358,565 Portugal 992,100 Spain 11,449,293 Sweden 4,253,734 Switzerland 900,381 I'nited Kingdom. . . . 183,484,381 < Vinada 26,409,427 ^fexico 1,525,951 Argentina 3,350,202 China 14,581,203 Hongkong 5,584,364 Japan 3,723,740 Australia 11,072,152 I^>ritish West Africa 8,291,902 >'rench Africa 2,940,698 Otlier countries 6,333,513 Value $6,500 33,416 8,800,832 5,304,172 185,436 427,138 698,963 2,981,407 87,643 553,653 12,452,338 3,982,351 243,830 776,824 2,265,190 411,793 423,892 2,546,489 1,385,221 531,520 1,443,392 268,284 10,972,153 7,356,959 976,663 259,777 1,761,478 642,471 214,437 70,141,785 10,499,689 226,108 610,981 5,863,807 2,291,398 1,411,329 4,815,197 1,995,602 733,099 1,844,559 C. Tj. T^. ic Clear Havana Cigars lOc and upwards ''Above Air SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Penna. "it's a cinch for a live: dealer TO PULL THE. BESTTRADE: HIS WAY^ *=^ I To Dealers f> Write as ■ pttM lor a peaeb at Real Gravely. ■«•• the llrat big lm« praveaentin Plug ainca Peytaa Gravely made tka tirat plug that ever waa aiade. p.i.siumvTOUccoco. DANVIUX. VA. Dtrr. A GRAVELY® CELEBRATED Chewing Plu^ BEFORE THE INVENTION or OUR PATENT AIR-PROOF POUCH gravely plug tobacco -~: made strictly for its chewing quaurty Would not keep fresh in this sectiok now the patent pouch keeps it fresh and clean and good a little chew of gravely is enpuoh and lasts longer than a bio chew of ordinary plug. '' J?J3. 9ravely 3b0accoCo.lkiniu£}f/L •'VJHr'' i(|MHB«B->.>a»— ^«a- For Gentlemen of Good Taste San Felice 7C Cigars ^^&i^^j> m^^^M - " -SAN FELICE ^I iiT-f*=i«»ssi?i::!*«»-sj^ The Deisel-Wemmer Co., Ln4A.O. 26 Say You Saw It in The Tobacco World "JIfL*iSr*"^°"^ ^ *°'^*i;' V^' ^^ ^* '^'^^' «''"« fell among thorns, an/f the thorns grew up and choked it, and it yielded no fruit. .•« ^""^ ^J^^' {f ^Z "^ good ground, ind did yield fruit that sprang up and hundr^fold"^^ ^°"^ *"^^' ^""'^ '^'''^' ^''^ ^^'"^ s«f/and aome^n — St. Mark; 4i 3, 7, 8, Like the Parable of the Sower some manufacturers do not use sufficient foresight to determine where their advertising seeds are sown, or where they fall. They attempt to simply throw the seeds to the four winds — hit or miss — without regard for the thorny, or stony ground, or the waysides, where the seed is devoured, scorched or withers away. The wise sower of advertising seed selects the good, fertile fields; and he, therefore, not only reaps harvests thirty, sixty or an hundredfold, but saves much seed: — and surely this is no time for waste of either advertising seed (dollars) or time. When selecting the business fields which you want to sow and cultivate, don't scatter your seed — conserve it and plant where it will do most good;— where it will flourish, thrive and bear forth fruit* in the form of increased business an hundredfold. Plant your advertising seed in The Tobacco World 236 CHESTNUT STREET PHILADELPHIA Copyright 1918, Say You Saw It in The Tobacco World 27 ^.. ' 1 n CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE MOLDS, REGISTERED LABELS AND BANDS for sale. Jos H. Beck & Co., 240 N. Fourth Street, Phila., Pa. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN. 285-289 Metropolitan Avenue, Brooklyn, N. Y. HELP WANTED WANTED— COMPETENT ASSISTANT PACKER FOREMAN; good opportunity for advancement. Address General Cigar Company, Incorporated, 119 West 40th Street, New York. BUSINESS OPPORTUNITY I have a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. I am using practical model, which I will exhibit at interview. Charles Meissner, 4841 Melrose Street, Frankford, Phila., Pa. FACTORY WANTED FACTORY WANTED— SMALL SUCTION PLANT WANTED in Pennsylvania, First District preferred. Give full particulars. Address Box 300. care of "Tobacco World." tmimm ■ n ■■■■■■ ■■■■■■■■■■■■■■■■■■■■■■■■■■i The War Trade Board has issued two announce- ments that trading has been resumed with German colonial possessions and with so much of the Khine provinces of Germany as is included in the area of military occupation by the Allies. Applications for information regarding the procedure by which ex- porters should be governed should be addressed to Vance C. McCormick, chairman of the War Trade Board, Washington, D. C. Your Prospective Customers •« listed in our Catalog of 99% guaranteed Mailing Liita, It also contains vital sug;gestions how to advertise and sell profitably bv mail. Counto and pricea riven on 9000 diflcr- oot national Lists, covering all classes; for instance, Farmers Noodlt Mfrs., Hardware DJrs., Zinc Mines, etc. This Hfalu- dtbl* Reference Book free. Write for it. 60^ Saves Dollars on Your Purchases C«t MTertl quMatloBi on wh«t you buy. It will save many dollarfl. For 50c (coin or staropi) we will tend a few names oJ nunafacturers, iobbers, dealers, or individuals who sell what you want to bay. ailing ■ s-t-s -Gould TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR PVeaiden* r?np^v^w^^^Fr r- ....Chairman Executi;e 'Committw otUKLit w. HILL Vice-President 'tv§^^\ \.^}^^^^ Vice-Prrsident JESSE A. BLOCH Vice-President JACOB VVERTHEIM Ex-Prelident JOSEPH F. CULLMAN. Jr ''.*. Vi ce - Pre s dent LEON SCHINASI I ::::vire-pf«iden; ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary 'and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St.. New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN, Jr., New York President W. J. LUKAWITZ, Dayton, O Vice-President GEORGE BERGER, Cincinnati, O Treasurer JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W. Va President WOOD F. AXTON. Louisville. Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. Rini President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurer MAX MILLER, 13S Broadway. New York Secretary Meeting 4th Tuesday of each month at Hotel McAlpin 28 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 29 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA CtM»'. 'T>ONAIXBr' Havana Leaf Tobacco Rtpecialldad Tabacoa Finos de Vuelta Abajo Partido y Vualta Arriba SAN MIGUEL 100 HABANA, CUBA Er. Rosen^wald (EL Bro. 145 WATER STREET NEW YORIl THE YORK TOBACCO CO. '•^X: ^a/:.^'- •■ LEAF TOBACCO Office and Warehonae, 13 East Clark Av«nn«, YORK, PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I. nAFFENBURGH CEL SONS SlUALITY HAVANA Noptuno €>. Havana, Cuba - ftS Broad St., Boston. Maaa* Advertise Your Brands in The Tobacco World K. STRAUS & CO. latpoftMPt of HAVANA AND SUMATRA And Tmdkmn mi LEAF TOBACCO 3#l. 3«3, 305 and 307 N. Third St.. Philadalpbia LOEB-NUf^EZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA The Dealers Chance {Continued from Page 5) hesitate to tell the manufacturer the name of the trado paper that created your inquiry. The manufacturer will be glad to know it. Among the manufacturers now using newspap»r space to create new customers for the local retailers are a number who have persistently advertised in The Tobacco World. Year in and year out their advertis- ing has come to you in this trade paper. The firms and brands now being advertised in- clude Otto Eisenlohr & Brothers, Incorporated, featur- ing ^* Henrietta^' and ^'Cinco*'; Bayuk Brothers are creating trade on their ''Mapacuba'' cigar; the "44" Cigar Company is carrying on a campaign with un- usual copy on their "Adlon'* brand; Bobrow Brothers, whose remarkable growth has been one of the romances of the industry, are now using large space to create business for the dealer on the '' Topic '^ cigar; Antonio Koig & Langsdorf, practically the pioneer firm in re- cent years using local newspaper space, have per- sistently advertised their '^Girard.'^ Other firms not using trade paper space include G. H. P., with their ^'El Producto/^ Pent Brothers, featuring ''Don Digo," and the Universal Cigar Com- pany announcing their " Reply ^^ cigars. There are several other local firms who mav an- nounce their brands in newspaper space in the near future. These campaigns all prove that there is something about every cigar that can be used to attract interest. Many manufacturers have claimed that there is nothing about a cigar that can be advertised except its name. The success of local concerns with newspaper advertising demonstrate that every brand has some point about it that will attract attention if properly featured. Local cigar dealers have an opportunity as never before to increase their sales and to add new custom- ers. It is strictly up to the dealers to do their part, for the manufacturers are certainly doing theirs. Above all every retailer should read some trade paper to keep him in touch with the industry, with live merchandising propositions and to enable him to be fully informed about the products that he is trj-ing to sell. The retailer who is able to give the consumer correct information on a subject regarding which the smoker is in doubt, rises higher in that man's estima- tion as a real merchant. There is plenty of room in the retail cigar trade for real merchants. The general strength of quotations of the stocks of the leading companies is a reflection of the re]>orts from practically all parts of the country of a record demand for all kinds of tobacco. The law of mvv}r and demand, therefore, indicates a firmness or a raise in prices rather than any general reductions. The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO. INCORPORATED LOUISVILLE, nY.. - - U. S. A. Your Inquiry for Sample and Prices Solicited. AH Kinds in any Quantity. F. T. C. Needs Money T][E sum of $306.89 will be required to enable the Federal Trade Commission to conclude its investi- gation of tobacco and cigarette costs, according to William B. Colver, chairman of the Commission, who appeared before a House sub-committee on appropria- tions for the purpose of urging that this money be set aside. Although the investigatory work of the Commis- sion was considerably reduced after the signing of the armistice, there were a number of inquiries which had progressed so far and were so important that it was felt .ulvisable to conclude them. The cost investigation of to])acco and cigarettes was among this number and is very nearly completed, only the small sum mentioned above and a short period being required for the final work. ' ' Although this work was curtailed rapidly, the rea- son it was not curtailed more rapidly is because, on the advice of the War Industries people and various Gov- ernment agencies, it was decided best to continue im- portant large cost findings that were being done, and that had been carried on for nearly a year until we could round out the year,'* said Chairman Colver. "Those figures are useful to other agencies of the Gov- ernment, the Tariff Commission, the Labor Depart- ment, the Department of Commerce, and others, be- cause it was the largest and most comprehensive piece of work of that sort that has ever been undertaken by the (lovernment, and to break it off, say, at the end of ten months or eleven months of a whole year in a big industry would have seemed to have been a rather inexcusable waste of opportunity, and so we have gone on. ij ANOTHER STORE FOR "UNITED" Washington, D. C. THE United Cigar Stores Company have secured an- other prominent location in Washington in taking over Ogram's Gift Store, at Thirteenth Street and Pennsvlvania Avenue, one of the citv's landmarks for the last thirty-three years. Thomas E. Ogram has been in business on Pennsyl- vania Avenue since 1886, succeeding W. B. Entwistle. Thousands of visitors and sightseers have bought their souvenirs from his place, and '' Ogram 's'* goods are scattered throughout the length and breadth of the United States. The store carried candv, souvenirs and toilet goods, as well as operating lunch and soda coun- ters. dust how far the United will go with its recent sclicme of expansion is a subject of much speculation ill Washington. With the recent acquisition of Cary's Fifteenth Street Store, the concern made its bow in a iHc in which it has not heretofore been engaged in tiiis <'i■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ 11 1— »■■■ I lla^lli»»illM»ll«e^i»| I T. J. DUNN V^'".'. u"* '*fi* *^*1 thirty-one (31), an additional charge of Two Dollari (92-00) will be made, and so an additional charge of One Dollar ($1.00) will be Bade for eTery ten (10) additional titles necessarily reported. February 26, February 26, REGISTRATIONS TANDEM TEAM:— 41,001. For cigars, cigarettes and tobacco Alarch 5, 1919. Walter M. Fox, Napoleon, Ohio. LA CAPINERA:— 41,002. For all tobacco products 1919. The Moehle Litho. Co., Brooklyn, N. Y. AEROBUS:-41,003. For all tobacco products. 1919. Moehle Litho. Co., Brookyn, N. Y. PURPOSE: — 41,004. For cigars, cigarettes and tobacco. Febru- ary 26, 1919. Heywood, Strasser & Voigt Litho. Co., New York City. FLORIDA BOND:— 41,005. For cigars, cigarettes, cheroots, little cigars and tobacco. February 25, 1919. Lasteco Cigar Co., Quincy, Fla. D. S. O. (DISTINGUISHED SERVICE ORDER):— 41,006. For all tobacco products. March 11, 1919. Heywood, Strasser & Voigt Litho. Co., New York City. MICHIGAN CALENDAR:— 41,008. For cigars, cigarettes, che- roots, stogies, chewing and smoking tobacco. March 8, 1919. Mascotte Cigar Co., Pontiac, Mich. GALIMARK:^— 41,009. For cigars, cigarettes and tobacco. March 12. 1919. Fred H. Lintz, Rochester, N. Y. M. C. (MILITARY CROSS):— 41,011. For all tobacco products. March 11, 1919. Heywood, Strasser & Voigt Litho. Co., New York City. B. M. M. (BRITISH MILITARY MEDAL):— 41,012. For all to- bacco products. March 11, 1919. Heywood, Strasser & Voigt Litho. Co., New York City. PERSHING HIGHWAY:— 41,013. For all tobacco March 10. 1919. Moehle Litho. Co., Brooklyn, N. Y. CUBA'S OWN:— 41,014. For all tobacco products. 1919. The Moehle Litho. Co., Brooklyn, N. Y. SAFETY PINS:— 41,015. For all tobacco products. 1919. The Moehle Litho. Co., Brooklvn. N. Y. NEMO GARCIA:— 41,016. For all tobacco products. 1919. The Moehle Litho. Co., Brooklyn, N. Y. CARTER GLASS:— 41,017. For all tobacco products 1919. American Litho. Co., New York City. MAJOR PARSONS:— 41,010. For all tobacco products. March 11, 1919. American Litho. Co., New York City. ADAM & EVE: — 41,018. For cigars, cigarettes, chewing and smok- ing tobacco. December 6, 1919. Quality Cigar Factory, Cincin- nati, Ohio. BOCA BELLI:— 41,019. For all tobacco products. February 13, 1919. The Progress Cigar Co., Cincinnati, Ohio. W. R. N. (In a Diamond): — 41,020. For all tobacco products. January 27. 1919. W. R. Nagel & Co., Paducah, Ky. .HAPPYLAND:— 41,021. For cigars only. February 19. 1919. D. Ornstein, Philadelphia, Pa. LA SUELTA: — 41,022. For cigars, cigarettes, cheroots and to- bacco. March 10. 1919. A. C. Henschel & Co., Chicago, 111. FRIEND O' MINE:— 41,023. For all tobacco products. March 18. 1919. Florida Cigar Making Co., Jacksonville, Fla. SAN MIHIEL: — 41,024. For cigarette paper books. March 18, 1919. The American Tobacco Co., New York City. DRUGGIST:— 41,025. For all tobacco products. February 24, 1919. Fernando Cigar Co., Escanaba, Mich. products. March 8, March 8, March 12, March 15, TRANSFERS CALENDAR:— 22,966 (Tobacco World). For cigars, cigarettes, cheroots, stogies, chewing and smoking tobacco. Registered September 6, 1911, by T. A. Wadsworth, Detroit, Mich. Trans- ferred to Mascotte Cigar Co., Pontiac, Mich., by Harold L. Wadsworth, Adm. of Estate of T. A. Wadsworth. March 4, 1919. CORRECTED PUBLICATION NEMO GARCIA: — 41,016. For all tobacco products. Registered March 12. 1919, for Nemo Garcia Cigar Co., Brooklyn, N. Y. RE-REGISTRATION OF ABANDONED OR UNUSED TRADE-MARKS Notice is hereby given that an application has been filed with us for the registration of the following trade marks, and that same will be registered unless we shall be advised of the existence of any valid prior rights thereto by written notice, setting forth specifically the basis of such claim on or before the registration dates set opposite the trade-marks: CIVIC CLUB— April 10, 1919; TWILIGHT— April 10, 1919; • HARRY'S ROYAL MANSION— April 10, 1919; NIMBUS— April 10, 1919. LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City l|n ■■ ■■ M M ■■ »| n H „ .»__,! 1, M „ „ „ „ „ „ I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City ' ■■ ■■ ■■ ■ I M— ..A Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., - - • - U. S. A. The Tobacco World 1 Established 1881 Volume 39 April I, 1919 No. 7 TOBACCO WORLD CORPORATION Puhlishcra Hobart Bishop Hankins, President H. H. Pakradooni, Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter, December 22, 1909, at the Post Office, Philadelphia, Pa., under the Act of March 3. 1879. PRICE: United States. Cuba and Philippine Islands, |2.00 a year. Canadian and foreign, $3.50. TRE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS AND r AUNDON RO/S'i. fAST 37^" 51 BROOKLYN, N.Y BRANCH orricc 170 WEST RANDOLPH St. CHICAGO, ILL. CIGAR BOX LABELS BANDS AND ADVERTISING OSCAR PAS BACH, Prcs. J.A VOlCE.SccY. a GtNL. Manager nirE I LITHOGRAPHING CO. inc. ^ S^T |[nTIHI@©m^PIHlIg]^i SB"!"" St.Cor.of 11t"Ave. NEW VORK CIGAR LABELS -CIGAR BANDS t^*» ■ ■■ ■■■ I ■■ ■■ !■ n ag „ M „ „ GARRETT H. SMITH, ^.„^„.Tl^r.""?~ I COMPANIA LITOGRAFICA DE LA HABANA Finest Imported Cigar Bands and labels. Also GUMLESS Band* NEW YORK OFFICE (Phone. Stuyvesant 7476) 50 Union Square ■ ■ ■■ 11 ■■ ■■ ■■ ■■ III! —' " ■■ ■ H^— «■ ■■ ■■ n- mm MANUFACTUPER OF AlL KINDS OF • t • T-» ry-tf » »yTit-r-»-» ■-» i 2^d St. and Second Ave., NEW YORK Cigar Box Labels / AND TRIMMINGS. OHICAOa, 105 WEST MONTROE STRKBT, LOUE8 O. CAVA, atipr. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the i)revailinp: hi^h cosi and scarcity of material, labor, etc.. we liave decided to close out and discontinue a large iimnher of attractive stock labels with title an^^Nii^— ■■^^■■^^•■^^■iii^^aa. What kind of man are you when the excitement^s over? -""-^"•— »•— «»^— »«^— M^— «•— .««^— »».^.«- Because our country is good to live in, it was worth fighting for. Because it was worth fighting for, it is worth lending to. Don't be a deserter. Lend! Uncle Sam made preparations for a big campaign this Spring. It was the very vastness of those preparations that made the Ger- mans squeal. They didn't like the taste of their medicine. Now the bills of Victory have to be paid. It takes a higher, finer patriotism to pay when all the excitement is over. But that's the sort that bears the stamp "Made in U. S. A." The American soldier showed it. You didn't find him whining. Show it as he did. Dig deep into your pocketbook, deep into your future earnings. Help our country keep its word at home as it kept it abroad. Lend! ictory Liberty Loan S. Loewenthal & Sons Packers of Connecticut Broad Leaf Connecticut Havana Seed Florida- and Georgia Sumatra 123 Maiden Lane JVeW Yoric City also Fillers of Every Description E Stripped and Booked Fillei in Barrels also Porto Rico Shorts Samples Sent Upon Request The Clean-Ill)' Button Space contributed bv THE TOBACCO WORLD 1'rrpi.fr,* ■•- Amrruan As«,iijtinn „( Advrrti>intf Aijrncio c.-p.-ratini: with the 1 niir.l '.tatps r fr.„„ !» <{>«^— ■«— ^iia>— « )■ neparrrrc n^ Watch for these Advertisements The demand for all grades and shapes of W. D. C. pipes is being increased by our ad- vertising in such widely-read publications as : Saturday Evening Post Country Gentleman Leslie's Weekly Outing American Magazine Collier's Weekly Field and Stream Popular Science Monthly Literary Digest System Popular Mechanics Scientific American Army and Navy Journal One of the new series is shown here — others will appear from time to time. Watch for them. Cut them out and paste them in your window to get the utmost selling value out of them. For pure content — a good pipe Next time you sit near a man who lights a pipe, just notice his look of solid comfort. That look says more than words could say. He's at peace with the world. You yourself can draw that same kind of pure content from a «t Thf »■ /) C liiangU IfaJf.mofk hothetn the sign of tufirtme fiipe latue fur more than 50 ytart // (s on rr'prso/ fiieru ilyle. I'ze aryd graae. Pntr for price, thtre h rtn ttetter pi fit Ihona It'. DC. THE UNIVtiRSA>L It smokes cool and clean and sweet as a breeze through the pines. The well catches all moisture and stray tobacco. There is no bubbling or wheezing. No tobacco comes mio your mouth. The upward opening in the bit sends the smoke away from your tongue. Every Wellington is made of genuine French Briar, seasoned by our own 'H?cial process. It breaks in sweet and mellow, and is guaranteed against cracking or burning through. All good dealers sell the Wellington in many sizes and grades from 75 cents up. Choose yours. WM. DEMUTH & CO. New York World'* Largttt Pipe Manufacturerg Look over your slock of W. D. C. Pipes. Then make up your order with increased sales in view. We will gladly send you further information on request. Wm. DEMUTH 6c CO.. new york WORLDS LARGEST MAKERS OF FINE PIPES MADE IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Ch411l]i)s the Grmt A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA I • " " " ■' -- ■■ n n ■■ ■■ ■■ M ■■ ■■ n «t***^" " " " '■ " ■■ ■■ «» ■ ! »■» I ■■»■■»»■ La Flor de Portuondo Established 1869 GENUINE Cuban Hand -Made CIGARS The Juan F. Portuondo Cigar Mfg. Co. PHILADELPHIA ; ( f I i Say You Saw It in The Tobacco World For Gentlemen of Good Taste San Felice 7 c Cigars Tbe Deisel-Wemmer Co., LIMA,0. ITS A CINCH FOR A tlVE. DEALER, TO PUUL THE.BESTTRADE HIS WAY CELEBRATED ocrr. A 'BEFORCTHE INVENTION -=i or OUR PAnTNT AIR-PROOF POUCH GRAVEC/ PLUG TOBACCO MADE STRICTLY FOR ITS CHEWING QUALITY VkHiUO NOT KEEP FRESH IN THIS SECTIOK NOW THE PATENT POUCH KEEPS IT. : FRESH ANp CLEAN AND OOOa A LITTLE CHEW OF GRAVELY IS EhUHJOH . AND LASTS LONGER THAN A BIO CHEW , OF ORDINARY PlOg. «^J9.5rAtw^ jeAscarOE /kvMoJL ""MKr^f Iff- TAD EM A CIGAR8 Ar^ilelleftv Lopez G Bro. MAKERS OENER4L OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad irs NEW YORK PLORIDA HAVANA B8TABL1SHBD IMTt Y. Pendas 8k Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" OH\c€ and S»lejfoom, 80f-803 THIRD AVE, NEW YORK OTY ANYRETAILEI •^ ^ k % J^^BSJE^A MURIEL— and the Retatter's Profit WitK a quality that p/«Mra tA« eonaumer, with a populantw that ptnmita « quiek tum-ov*r and a pnae that prvmdtm Utitiwkate tmt/it, Muntl Cigar u oiM «fmii btat b€tK Any Wibk Rktailkh. Neither Quality nor Advertising can make a lasting success of a cigar if the Retailer's legitimate Profit is ignored. Every step in the wonderful development of Muriel— every new size, every new selling idea— considers first the Retailer's Friendly attitude. •Quality* -"Popularity"— "Profit" is Muriel's slogan to the Retailer. Retailers desiring to make purchase of "The most talked-about cigar in the U. S. A." will be gladly given name and address of our nearest distributor upon request. P. LORILLARD & COMPANY. Inc. 1 19 West 40th Street New York tjfr.'»:a 32Q Kry /•= •>UiilM, ' I >--*. ^ d \ \^msm». j^jtMnregTsr: CmESQk^ .-J^ Say You Saw It in The Tobacco World Tobacco Statement sent upon request Importers Tobacco importers are invited to avail themselves of the various services which this Bank is able to render them in relation to their purchases of Cuban leaf tobacco and cigars. Through our affiliation with the Mercantile Bank of the Americas, Inc., with offices at 44 Pine Street, New York, we can materially assist those who find it convenient to arrange their banking through New York. Buyers and others visiting Havana will find our offices at their disposal and our officials glad to lend them sissistance. We engage in all branches of local or foreign banking, and all inquiries receive the personal attention of our officials. Banco Mercantil Americano de Cuba (HAVANA) (Temporary Offices:) AMARGURA 23, Post Office Box 1329 Pa/d Up Capital and Surplus $2,500,000 Cigar Nanufacturer out of business offers for sale 12,500 Cidar Labels Private Registered 'Brands Well and favorably known in Sweet Marie, 10c. Newark and all of Essex Co. Santiago Buck. 3c. 20 years of honest dealing be- car » hind these brands. All rights ^'* ^^' go with and owner will further interests of new owner. CLjust the thing for out-of-town dealer desiring to break into Newark and Essex County trade. dLMake offer. Sample labels on request. Gafia Sumatra Company QUINCY, - . . FLORIDA Florida and Georgia Shade Grown Wrappers We also sell the new "Combination" Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. EL TROVADOR CIGAR MADE IN HAVANA A High Grade Imported Cigar made of the noest Vuelta Ablu Tobacco grown. on the Island of Cuba CHARLES LANDAU & CO. \.S LOEWFNTHM *'.LOEWF,NTHAL B. LOEWENTHAI S. Loewenthal & Sons liiiporters of Havana and Packers of I eaf lobaca 123 MAIDEN LANE, NEW YORK 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar that can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS "WI^IXE XJS S. J. FREEMAN & SON 123 Maiden Lane, New York HARRY BLUM -" — '• — "* Manufacturer of NTHEINEW ^ ^ ATURAL BLOoM HAVANA CIGARS *^* 122 Second Avenue New York City j — «— ••— M^— ••— ln—.i — ».^— 1^— m.^— ■— »wi— )M_.i. ■ - ^0 I The Maintenance of an Inflexible Quality Standard in CRESSNAirs ^ f /\«^ is reflected in the unvarying increase in consumer demand. S Good judgment favors stocking— displacing— recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA Volume 39 THE TOBACCO WORLD Number 8 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, April 15, 1919 Foreign $3.50 High-Priced Leaf Must Be Used Up Before Prices Of Standard Brands Decline RK PORTS are to the effect that leaf prices in Lan- caster County, Pa., are falling, but this is of no im- mediate consequence to the jobber and retailer. Some cigar manufacturers have not yet begun to use their supply of the high-priced 1917 crop. Any benefit to the trade and the consumer from a drop in leaf prices will not come for months. There is a mistaken idea in the trade that the iiionu'iit leaf prices tumble all cigar prices should come down. Many large factories buy their stocks two or tlir(»e years in advance, and filler tobacco from Lan- caster Count}^ is not used for a year to a year and a half after being harvested. Some manufacturers seem to feel that there is a demand for a cigar to retail at 5 cents. There may be such a demand, and a number of brands mav come Oil the market to try out the 5-cent trade. But it is obvious that such goods will be very different in the type and character of tobaccos used from the cigars now selling at 7 and 8 cents. The market for 5-cent cigars today is among those who buy from a price standard and not a quality and brand standard. AVe venture to forecast that at the end of six weeks at the most there will be a heavy revival of cigar buy- ing. Jobbers and retailers are working with depleted stocks, anticipating a decline in the price of cigars. Ther(> may be cheaper cigars put on the market in the near future but we have found no manufacturer who is able to figure that he will be able to reduce the prices of his standard brands for some months, if at all. The buying public fails to realize that there are niaiiN industries in the same condition as the cigar inamifacturing business; the raw materials for many linos of manufacture are bought many months in ad- ^'anoo, and materials bought in the 1018 market were at high-water mark. Industries in such a position can do notliiiiir ])xit maintain the prices of their product until tl»o high-priced stock is w^orked up. This, of course, is not true of all manufactured products, but it is true of many. This quiet period is a result of at least two things, one of which is the speculative period of last year when both jobber and dealer were trying to get all the goods they could carry to take advantage of any increase in prices. The other was the apparent willingness of the manufacturer to overstock the jobber and dealer. If both the jobber and dealer had not been over- stocked, this inventory taking at the time of the signing of the new War Revenue Bill would not have slowed up buying. The fact that both jobber and dealer have been able to get along for the past few weeks with orders for the minimum amount of goods indicates this. A slackening of retail buying has not caused this, for if anything, the soldiers and sailors being returned to civilian life ought to give an impetus to retail pur- chases. When a man's pocketbook is hit he begins to re- trench, at least temporarily, and makes his old things do. The dealers and jobbers have been hit by the floor tax, and as they have had ample stocks they are delay- ing their orders until the brands on hand are reduced to a minimum. This condition cannot continue yqy\ much longer. There is certainly no falling off in smoking and de- pleted stocks will have to be replenished at no late date. It will be much better for the trade generally if the manufacturers themselves take measures to prevent such a condition in the future. It is better that factories should run along evenly week in and w^eek out, than that they should have a period during which they cannot produce enough goods, and another period w^hen cigar- makers have to be laid off. One of the best indications of better business is the condition in the advertising agency field. Almost every reputable agency is crowded to the limit with accounts, and art and copy departments are working at top speed. Many magazines are carrying an un- ]irecedented amount of advertising, and there are still nianv national campaigns to bo started in the next few months. All this presages increased retail buying which will affect every line of trade. THE TOBACCO WORLD THE TOBACCO WORLD ■M ■■ 11 n „ „ „ „ TRADE NOTES AND NOTICES «i»» ■■ 1— • ■■ ■■ ■■ Val M. Antuono, the Tampa cigar manufacturer recently appointed Italian Consul for that city, was in New York last week to make some leaf purchases. ■ a Australian tobacco companies offer to purchase two million pounds of Australian grown tobacco an- nually for three years, with a view to stimulating local production. Announcement has been made of the election of Herbert W. Ceo, of New York, and of Louis C. Erdt, of San Francisco, as vice-presidents in the Melachrino Cigarette Company. L. B. McKitterick, vice-president of the Tobacco Products Corporation, returning from a trip to the Pacific Coast, reports business in that section very good, especially in cigarettes. The Cigar Manufacturers' Association of Havana, Cuba, has publicly announced that it has a large ac- cunmlation of orders that it is unable to fill on account of the scarcity of cigar-makers in Havana. April 1 is annual settlement day in Lancaster County, and this year, while there was plenty of money in sight tlie borrowers were ven^ few. The growers seem to have funds to settle their accounts as well as to take Wire of their unsold tobacco. Charters have been granted in North Carolina for the High Price Tobacco Warehouse Companv, of Hen- derson, Vance County, with a capital of $100,000, and the Tobacco Warehouse Company, of Spring Hope Nash County, with a capital of $25,000. ' Tobacco growers will find no advantage in the extra hour of sunlight, as the tobacco is not handled when wet with dew. Anyway, farm labor is from sun-up to sundown in summer, no matter what the clocks say, and roosters are crowing on the old sched^ ule. The Dutch steamship Deucalion recently arrived in Boston from Smyrna with Turkish tobacco. The steamship was nearly five years in making the trip. An attempt to run the blockade when war was declared was frustrated by the Turks. The Deucalion was moored alongside an interned German vessel at Smyrna. It w\as a target for English airplanes in several raids. Tt was not seriously damaged. The (Jerman ship was sunk. The Robert Schubert Company has incorporatPfl with a capital of $100,000 and headquarters at 124 Maiden Lane, New York. The Modern Merchant says that ^'The main rea son chain stores have grown so powerful is that thev have always believed in— and done— some kind of ad vertismg in season and out of season. The Department of Commerce announces that the value of matches imported into the United States in December was $93,509, of which $59,495 came from Norway, $34,009 from Japan and $5 from Canada. Fred Antuono, son of Val M. Antuono, the well- known Tampa cigar manufacturer, was married last week. Mr. Antuono has recently been released from the ser\uce and his father has turned over to him the store m Tampa known as '' VaPs Corner. '* The United States Consul at Teneriffe, Canary Islands, says that the tobacco trade was the single in- dustry that flourished in the Canary Islands in 1917 Large factories in Santa Cruz de teneriffe, and Las Palmas, Grand Canary, found remunerative employ- ment supplying low-grade cigarettes to the French Army, and to French possessions in Africa. ^ A price war in cigarettes is now on in San Fran- cisco. The chain stores, which are naturally followed by all who expect to do business, are selling at the fol- lowing prices : Ten in package— Obak, Old Mills, Pied- monts and Reynos, ,9c; twentv in package— Camels, Chesterfields, Hassan, Luckv Strike, Mecca, Old ^^lills, Piedmonts, Relu and Tiger, 18c, 2 for 35c. Out of three hundred branches in New York of a cigar corporation the sale of snuff, according to a writer in the Business Digest, is practicallv restricted to four and these are in the quiet residential districts near old ladies' homes. He says : ^^It is old women, rather than old men who cling to the comforting habit of inhaling tobacco. And Avhen purchasing, thev invariablv rejioat the same pellucid alibi *It^s for an^old ladv who lives near to me!' '* The United States Consul at Saloniki is sugirestiiijr that there should be organized in America, prefernhlv in New York or some Atlantic coast citv, an Americaii- Serbian Association for the importation of American goods into Serbia, with a minimum capital stock of one million dollars. This organization should be in tr„ich with a similar one in Serbia or at Saloniki. (Saloniki, he states, will in all probability have a free Cust'^ms zone, as provided for by the Greek Ciovernment bof »ro the war.) This Serbian society should be directlv under (lovernment control. ^" "'""" ■""""■"■"■mmnMiiimiHiimmi,, i iiiiiiiiinmiiniiinn,,,,,., ■i..,.,..„.„„„„„ ,„ „ '"" '""niiimiiiiii Hill miiiiiHiiiii, Getting Ahead With Confidence and Grit By Frank Farrington (All Right* Reserved) TUH salesman who is satisfied where he is does not need to know anything about climbing up higher, lie will never do any clmiDing. Uonteiitment is a good tlimg but it may easily be- come too much of a good thing. Contentment and am- Intioii never seem to go together, it can't be aone. 'ilie salesman who is contented to stick around a one- liorse store, puttering with a one-horse business at a oiie-liorse wage will never receive any offers of such a position as he sometimes dreams of taking. Ui course you must stand up for your store and for its line. You must be loyal, but if the line is not ail it should be you will have to be loyal with mental reservations, while keeping your eyes open for a chance to get where you can feel honestly enthusiastic about the goods. The first requisite for the man who wants to be going up is ambition. He must not only wish he had a better position, but he must make up his mind that he will get one j that it is due to work for the best people ill town and draw the highest salary they pay. A man can be just about anything he determines to be— if his determination lasts. A good big bump of clear grit is worth more to a salesman than a legacy of ten thou- sand dollars. It is grit that enables a man to get what he goes after. It puts a punch into his efforts that otherwise would be lacking. It is not just ability or mental capacity or effi- ciency that gets a position for a man. He must have these if he is to stay, but it is ambition, backed by de- termination, that gets him the place. No man can impress others with his ability to make good ill the position he wants unless he has confidence in himself. It is better that self-confidence extend to the point where it becomes arrogance than that it be lacking. The arrogant, self-assertive man can learn to control such qualities, to prevent them from becom- ing obtrusive, not to say offensive, but it cannot be denied that the possession of these qualities will help liim to get ahead, to climb higher. Vou may be able to bluff people into thinking for a time that you are a better man than the facts war- raiit, but you cannot bluff anyone into thinking you believe in yourself if you do not. Your faith in your own jtbility will stick out all over you, showing in your conversation and in your actions. So will any lack of confidence in your ability. The salesman for whom cigar store managers are looking nowadays is the man of action, the man who floes things, even though he does them wrong at times, ft is easier to excuse mistakes in a man than lack of niiti;itive. It is not all of success in holding down a position, to avoid mistakes. The man who never makes '"^ny mistakes never makes any successes. The manager likes salesmen who, when confronted by an unexpected situation, do not hesitate to decide l«r themselves and do something instead of taking rofiioo behind the explanation, **T didn't know what you ^vanted done.'* Of course this should not be un- derstood to mean that the salesman should go ahead without judgment or discrimination, calling all knots bordian knots and cutting them when they could as well be untied. What 1 mean is that a salesman shows valuable initiative if, when confronted by a situation tor which no instructions are available, he goes ahead instead ot backing out. Of course the man's real value depends upon the kind of judgment he uses in such emergencies, when deciding for himself if no higher authority is available. There are always positions waiting for the excep- tionally competent man. There are just as many higher positions looking for rising salesmen as there are sales, men looking for a chance to rise. The manager who is looking for a new man is look- ing tor an ambitious man. He knows very well that the man without ambition is of little use to him. He is standing still. He never develops any new trade and is ot httle value in introducing any new brand. He doesn't care about what happens. When we find a salesman who doesn't care, we find a man who is surely though perhaps slowly on his way to the bottom. He is certain sooner or later to become the bottom man on the pay-roll. That means that he is making little or no money for the store and he will be allowed or asked to resigii sooner or later. The man who is not going up is going down in spite of himself. Here is the case of a traveling salesman for a cigar manufacturer which might have a lesson for the retail salesman. He started in traveling for a house of only moderate size and he had the natural qualifica- tions of a salesman. He was not long in climbing to the top of the list of salesmen on the pay-roll. When he had reached the point where he found it easy to sell more goods than the other fellows, and where he was drawing all the salary the house could afford to pay a man on his territory, he began to slow down. He took to spending Sunday in the towns where the sports of the traveling fraternity gathered that day. He was soon thinking more about having a good time than about selling goods. He found booze an easy aid to backsliding. He would occasionally get drunk in one of the so-called ''live" towns in his territory and the house would have to send a man out to bring him in. He was so good a salesman that he would get the man drunk who had been sent by the house for him, and it reached a point where it took a member of the firm to go and bring in the bunch. A friend who knew this salesman 's natural ability saw what was the matter. It was not an inherent love of liquor or of sporting life. It was a lack of ambition. He had reached the top, or so it seemed to him, and with no further goal in view to inspire him, he ceased to exert himself, and his surplus energy sought expres- sion in other ways. This acquaintance was instru- mental in getting the young salesman a position at the foot of the selling force in a big concern. Here once more there was a stimulus to his ambition. There was room to grow, something to work for, and the old en- thusiasm and determination to be at the top returned and there was no time for sporting life. Now this sales- 8 THE TOBACCO WORLD THE TOBACCO WORLD infill,,, man is high man with this new house and has reached an age and station where he is past the tendencies that set him back before. This man did not exactly save himself, but a young man simihirly situated can save himself. If he becomes high man where he is and the house admits it, or if he becomes the best paid clerk in the store and the man^ ager admits that it has nothing higher in store for him, then he should watch for a field which is larger, where he can get a chance to grow more, even if he has to start lower than he is now, as far as salary goes. Not every man has a friend to pull him out of deep water and set him on firm ground again, but any man can prepare himself to overcome the small and the large obstacles in his way, and any man who will can fit himself for a better position. The National Cash Register Company bids its em- ployes "Think!'' It impresses this command upon their minds whenever possible. Business men, young business men, salesmen in particular, think too little. They work hard at the single task they are told to per- form, but they do not give enough thought to the rea- sons for what they are doing and to how they can do it better and about what they can learn that will make them better salesmen. To the command "Think!'' should be added that other, almost as important, "Study!" The man who is going up, who wants to reach the top some day, who has definite and decided ambitions, should study and he should think about what he studies. If there is any way in which a man can develop in selling ability, it* is by studying the methods of better salesmen than himself. Of course it is easier to let the mind ramble through the pages of a popular magazine than it is to think seriously about one's work. But reading maga- zine trash will weaken the mind and render it less fit ,1p:::^m»»"""""""""" '"MIIIIMItlMMIIIIIIIIIIIIIIIIIIIIIIillllllllllllllllllllllllllllllilllllllllUllllllllllliiimiHM,,,,,,,,,,,,,,,,,,,,,,,,,,, „,„ ||||ni|,mnilllHH||||llllllllllllll ||||| | ,..,.. Illlllllllllll to grapple with the problem of how to climb up higher On the other hand thought and study will develop the mind and bring you in touch with ways and means for growth. No salesman ever drifts into a higher position There is no such thing as drifting up higher. If a man is going up he must climb. You cannot lift yourself by your bootstraps, you must get hold of something to help. Watch your chance to grasp a projecting oppor- tunity here or set a foot on a higher step there. Watch for the opportunity and for the chance and save your strength to use in raising yourself. It is preparatioi) that enables a man to climb when he sees something he wants to reach. The man who takes it easy will not have the mental or the physical strength to climb when the way is clear. It is a mistake to look at the instances where a man has apparently reached a high position through luck, and decide to wait for luck to come your way and give you a boost. Luck is something that is not taken into consideration by managers in adding to their force or in making promotions. They hire and fire on a basis of selling ability. The man who seems to have struck it lucky and fallen into an easy berth has climbed there, not fallen. Because we did not see him climbing, studying, think- ing, preparing, is no indication that he did not come by that route. It merely shows that we are not ob- servant in noting the habits of others who pass us on the way up. Climbing higher is not easy. It is not always pleas- ant. It is not a commercial joy ride, but it is worth while. It gets you somewhere and it gives you some- thing to which to look forward and something to wliich you can look back with pleasure and profit. Three Billion Increase In Cigarette Exports P SPORTS of cigarettes keep increasing steadily, ac- J-^cording to officials of the Department of Commerce, who are now compiling a report showing the exports of this article during the first eight months of the fiscal year llil9, as compared with the first eight months of each of the fiscal years 1917 and 1918. Total exports for the eight-month period of this year were 8,757,546,000 cigarettes, valued at $17,670,- 10l^ as compared with 5,012,134,000, with a value of $9,405,672, in 1918, and 3,335,436,000, worth $6,169,175, in 1917. China, France and the United Kingdom, in the order named, are the largest individual users of Ameri- can cigarettes, as shown by the following table of ex- ports during the eight-month periods of the three years named : Year France, 1919* United Kingdom, 1919* Panama, 1917 1918 1919 China, 1917 • 1918 1919 Straits Settlements, 1917 1918 1919 Siam, 1917 1918 1919 Other countries. 1917 1918 1919 *No individual record kept prior Number 1,184,613,000 693,231,000 40,859,000 53,421,000 50,190,000 2,193,727,000 2,899,581,000 4,676,978,000 723,305,000 664,774,000 943,698,000 152,910,000 125,250,000 160,006,000 224,635,000 1,269,108,000 1,048,830,000 to Julv 1,191 ). Window Displays That Win By Clarence T. Hubbard ^ ^rpH E]RE is no reason why a cigar store can't have 1 attractive display windows, '' says the proprietor of a New Haven smoke shop. 'Mt is true the tobacconist is limited to the display of a comparatively few articles — cigars, pipes, cigar- ettes, magazines and allied articles. Occasionally some have side lines such as candy, playing cards and sta- tioneiv. But the limit of articles for sale should not deter him from having good displays. On the other hand, it should encourage, inasmuch as the cigar man can concentrate on what he has and evolve many inter- esting- exhibits right to the point.'' The words of this successful tobacconist were il- lustrated in his window display at the time. Instead of just a conventional exhibit of cigars and pipes he had about eight small glass dishes and each one filled with a small pile of tobacco, the cut tobacco varying in shades and cut according to the dish it was placed hi. Then right before these dishes were still smaller glass containers— a whole row of them — each one containing ashes; plain cigar ashes. At the rear of the window was a large picture of Sherlock Holmes (secured from one of William Gillette's Sherlock Holmes plays) and a placard with these words : A Great Detective Was Sherlock Holmes By Examining the Ashes of a Cigar or a Pipe He Gould Tell What Brand Was Smoked But It Does Not Take a Detective to Tell What Brands Our Cigar Ashes Re- present. Because, We Only Carry Good and Reliable Brands Another time this same dealer attracted much at- tention to his window through the introduction of a small (loll baby carriage in the window. The miniature caniage was filled with '\iunior'» and ''brief'' cigars ^'^ all brands. Nothing else appeared in the window ^Hit the carriage and this sign: Another cigar store proprietor located in a Boston sul)iTb also wins with his window exhibits by illustrat- "ifi: stories appearing in current magazines he sells. For illustration he discovered a story about Alaska in one of the best sellers so he opened the magazine at the story and propped it up in the window then allow- ing real snow shoes, fur gloves and Alaskan pictures to make up an unusual and original display. And it ac- complished three things— attracted general attention thus further popularizing his store, helped sell the particular magazine illustrated and aroused cigar salesi through the increased number of visitors to the store. Since then he has illustrated a good war story with an exhibition of war relics borrowed from returning sol- diers, an Indian narrative through the exhibition of Indian relics secured from a customer who offered the loan through conversation on the subject, and other stories and articles. He also keeps well posted on all tobacco movements and whenever anything local occurs such as girl labor being introduced into tobacco fields Plenty of 'Babt^ Cigars on Hand For "In Between" Smokes. We Carry Junior and Little Cigars of All Kinds Won't You Adopt a Few? They Are Cheap he gives the subject publicity through pictures and sample tobacco leaves placed in the window. One of the most novel cigar store window displays was observed in the windows of a new store opening up in one of Connecticut's thriving manufacturing cities. The whole back of the window was covered with a big map of the United States. Then from various points ribbons extended to the front part of the window where a cigar, pipe or illustrative form of smoking symbol was found. For example, from Pittsburgh a ribbon extended which terminated in a bunch of stogies. A neatly printed card attached announced the name of the * * smokes ' ' and also informed the looker-in that the store had such stogies for sale. From Richmond, Va., extended a thin gray ribbon which led to a display of cheroots also having a card appropriately lettered and attached. From Bangor, Maine, the ribbon led to a Maine woodsman's pipe. Other ribbons from the ap- propriate part of the country in which the actual form of ** smokes" displayed were in favor, included speci- men cigarettes, corncob pipes and every imaginable form of smoke instrument, even to an old ''peace pipe" such as enjoyed by the Indians and illustrated by a ribbon connecting it with the Oklahoma reservations. 10 THE TOBACCO WORLD IIIHIIIIIIIIIIHIIHIIHmillH,,,,,,,,, ""«"" "" iiiiiiiinminiiiiiiimii iiiiiniiiiiii iiiiiiiiiiiiniiiiiiiiininininiiiimiii,„|„„„„„„„„„„„„; iiiitiiiiiiiniiimiintiiiiimininninnn,mi„|,„„ """" HHHJmjnjgr;;;^ THE TOBACCO WORLD The Romance Of A Cigar Brand IT has been said that the romances of real life are far more fascmating than those of fiction. Determina- tion and persistent effort often accomplish the seem- ingly impossible. No more interesting reading for the tobacco in- "^"TI ^^"l^,b^ ^'ouiid than a history of the rise and fall ot different brands of tobacco products. 131 -i^i^^ stories of the successes of many of the leading ±"liiladelphia cigar manufacturers seem almost too romantic to be true. The 18th of April marks the eleventh anniversary • .T^^ ?/ ^^ youngest cigar manufacturing concerns m the city, and the history of these eleven years mark periods of continual progress almost without prece- dent in the trade. Back in 1907 two brothers started a small cigar tactory m a dwelling house. Both were experienced cigar makers. They had decided to apply their vears ot experience as employes to a business for themselves. After they had made a sufficient number of cigars to begin with, one of the brothers started out to call on the trade. ' * If you can 't sell them we will take them back, ' ' was the way the objections of the dealer were met. At the start the brand did not have a name. But this con- dition did not exist for very long and in a short time the cigars were identified with a name brief but to the point— a name that represented their own attitude toward the cigar business when thev entered it for themselves, confident, fearless and unafraid. Scarcely two months elapsed before the local deal- ers were making inquiries for the brand. Orders came nnsohcited and larger quarters had to be secured During the first nine months of business thev produced and sold 70.000 cigars. The price of iho cigar was 5 cents, the shape was practically unknown in this mar- ket in nickel goods. It was a fat perfecto cigar that to the consumer had a blend that made a distinct ap- Smokers of the brand multiplied. Larger factorv space was secured. Still the business grew and another factory was added. And in more recent years addT tional tactories have been opened. The business ha^ grown steadily. The public has continued to call for the brand. ^'^^ From a small local distribution the brand ha« reached out and become a national seller. In the Pacific Coast states the cigar is almost as well known as in Philadelphia. Certainly here is a romance of the trade Two brothers, without capital and without sales experience have developed a business which in 1907 had an outDut of only 70,000 cigars, to one that in 1919 is pro u S at the rate of 70,000,000. It reads almost like a fairy Almost from the beginning this concern has been a persistent advertiser in tobacco trade papers con stantly adding to their prestige and good-will and at- tracting the attention of new dealers and iobbers in their brand. The men who have built this institution in such a short time are Charies and Harrv Bobrow, known to the trade as Bobrow Brothers. The brand on which they successfully staked their business reputation is Bold.*' Today an aggressive campaign is being waged hv them m local newspapers on a brand retailing for 10 cents and up. It is '' Topic. ^^ Although onlv four months old this cigar is being favorablv received hy both the dealer and the smoker. The' prestige anil good-will established by ^'BokP' seems to assure the success of the new brand. Resumption Of Trade With Certain Countries ^ The ^\ ar Trade Board have from time to time, since the Armistice, announced the resumption of trade with certain countries in Europe with which trade was prohibited during the war by reason of the blockade. In order that the business public may now have a complete list of these countries the War Trade Board announce that trade has been resumed with Siberia (see W. T. B. R. 470, issued Januarv 3, 1919) ; Alsace- Lorraine (see W. T. B. R. 486, issued January 8, 1919) • Palestine and Syria (see W. T. B. R. 530, issued Janu- ary 20, 3919); Mesopotamia (see W. T. B. R. 560 is- sued February 3, 1919); Servia and Roumania (see W. T. B. R. 551, issued Februaiy 4, 1919) ; the terri- tory included in the line set out in Article 3 of the mili- tary clause of the Armistice Protocol of November 3 1918 (see W. T. B. R. 574, issued Februarv 4, 1919)' Finland (see W. T. B. R. 590, issued February ll' 1919) ; Czecho-Slovakia (see W. T. B. R. 594, issued February 13 1919) ; Bulgaria, Turkev and Black Sea ^1^^%"" ^^ • ^' ^ ^' ^^-' ^««"^^ Februarv 16, 191f), and V\. T. B. R. 665, issued March 24, 1919); Gennaii Colonies (see W. T. B. R. 609, issued Februarv 21, 1919) ; the occupied territory of Germany (see AV. T. B. R. 610, issued February 22, 1919) ; Adriatic ports, Albania and Montenegro (see W. T. B. R. 623, issued February 28, 1919) ; Luxemburg (see W. T. B. R 652, issued March 17, 1919); the territory adjacent to and dependent upon the Adriatic ports, including Albania, Montenegro, Croatia, Slavonia, Bosnia, Herzegovina and Dalmatia (see W. T. B. R. 656, issued March 20, 1^)19); Poland (see W. T. B. R. 675, issued April 1, 1919) ; Esthonia (see W. T. B. R. 676, issued April 1, 1919), and (Jerman-Austria (see W. T. B. R 679, issued April 2, 1919). 11 .^^«^t»""""' HHnniiiiiHiiimiiiii Ill i»m..,..,.,i „.„„.„„.„ m»itit...„,.„„„,„„„„„.„,„„„ „..,„„.„,.....;;;;;;n:: """""""""" '■■"■■HMiiiim tmmmmniiiHi...........T III Building A Retail Business Through Service By Robert F. Salade AMOXU the most popular business men who have oinces in the Otis Building, Sixteenth and Sansom streets, Philadelphia, is "Abe,'' the proprietor of the cigar stand which is located on the main floor, in the corridor. The numerous people who are employed in the various apartments of this big building are all on friendly spealcing terms with the young tobacco dealer. "Abe" is also well acquainted with a large number of the visitors who call upon the different firms on busi- ness matters. There are good reasons for his popu- hirity. Early in the morning of every business day * ' Abe ' ' may bo seen standing in back of the glass cases of his cigar stand, smiling and nodding to every person who enters the hallway. His cheery "Good Morning" salu- tation rings out to the president of a great company as well as to the pretty stenographer and the tired office boy. The pleasant smile and the kindly greeting help to put the workers in better spirits as they hurry past the stand on their way to the elevators. Many- stop to buy something, not merely on account of the dealer's amiable manner, but mainly for the reason that his store is stocked with a wide assortment of useful articles. It is not strictly correct to term this a cigar stand. While it is true that the shelves in back of the comiter are filled with a large variety of boxed cigars and cigarettes of all the leading brands, and while the plate glass cases contain all kinds of pipes, cigar holders and other smokers' articles, there are also things on sale which are of particular attraction to the fair sex. For example, on top of the main show case is a large cut- glass bowl filled with chocolate "buds." Few girls who go in and out of the corridor pass by this display without buying some of the sweets. It is surprising, too, the considerable number of men who follow suit. In addition to the "buds," there are bonbons, mints, chewing gum and other candies, all of which sell so actively that it keeps the dealer busy arranging tresli exhibits. There is a postcard rack where one may find colored views of the city 's public buildings, parks, waterways, etc. Another feature of the stand is a stationery department. This line includes pens, pen- cils, notebooks, ink, mucilage, etc. Business men and office workers employed in the building often save time by supplying their stationerj^ needs here. It can be understood, therefore, that "Abe's" store is more than merely a cigar stand. It possesses other advantages which has made it the most popular place in the build- ing. '*Abe^' belongs to that school of business men who study the psychologj^ of service. His ideas on service are original, and through performing acts of kindness and courtesy for the public and tenants of the Otis ^uilding, he has succeeded in making service a power- ful Sidling force in his business. T'^or the convenience of people who work in the ^'arious offices of the building, the cigar-man keeps a. uumber of umbrellas which mav be borrowed for the asking. Eainstorms often occur at times when there IS a scarcity ot umbrellas in the building, and on such OnTrZl T •^'"'""'^ '''''''' '' ^''^''y appreciated On a recent ramy mornmg -Abe" noticed a gentleman who is a frequent caller upon one of the tenants, stand- ing m the corridor sadly watching the downpour of water in front of the doorway. i- i ui . 1 'T'^'JI'? ^""^ ^^""^.^^ ^'^^^ *^^ loan of one of my umbrellas ' asked "Abe" politely. "I have several here, and they are for any of the folks in the building who may have need for them." ''You must be a mind-reader," laughed the other man. I was just wishing for an umbrella when you spoke 1 he storm found me unprepared. Thank vou very kindly. I will return it to you within an hour.'' Ihe gentleman was as good as his word. The um- brella was returned safely and today that man is one ot the dealer's regular customers. • Attached to the counter, in* front of the cigar stand IS one of those rapid lead pencil sharpeners, operated with a crank. Business men and women as they pass in and out of the building, keep the little'de- vice busy throughout the day. The pencil sharpener rep- resents only a small part of "Abe's" service to the public, but nevertheless the machine has elicited much favorable comment. Not long ago a business man from one of the offices m the building stopped at the stand and bought a few cigars. The dealer noticed that the customer held several unstamped letters in his hand. "Need any postage stamps for your letters, Mr. Gibson?" queried "Abe." "I always keep a supply of stamps for folks of the building who mav want them. ' ' "Why, yes; I do need some postage stamps," re- sponded Mr. Gibson, pleased over the offer. "I was just about to run over to the postoffice. As usual, wo* were all out of stamps. Thanks. Mbe,' you certainly know the meaning of the word service." "I am trying to make the stand useful in every possible way," explained the tobacconist, "and I have discovered that one loses nothing by giving a little special service." During a rainy afternoon, a gentleman carrying a suitcase and a rather bulky package, hurried in the corridor and stopped in front of the stand. "Abe's" quick eye noted the dripping umbrella, the suitcase and the parcel. "Do you know a ^fr. John Green having an office in this building?" asked the stranger. "Mr. Green? AVhy, yes; I know him well. Ilis office is on the tenth floor. Would you care to have me check your things until you return ? No charge for the service. ' ' "I w^ould be pleased, indeed," answered the visi- tor. "Just came in from New York with this 'freight,' and it's sort of n nuisance, especially when one finds it necessary to make an important business call. I ap- ])reciate your kindness." 12 THE TOBACCO WORLD THE TOBACCO WORLD 13 Later on in the day, after the stranger had de- parted, Mr. Green alighted from one of the elevators and stopped to have a talk with the cigar man. "I want to thank you for your kindness to Mr. Walden, 'Abe,' '' said Mr. Green. ''He told me about you keeping his things while he was up in the office. He is one of my best patrons, and I want to say that you will lose nothing through your courtesy.^' Among the tenants of the building is a business woman who often buys candy at the stand. One morn- ing she bought a box of fine chocolates, and while the dealer was wrapping the package he remarked : "Some folks in the building buy candy like this for the boys in camp. I attend to the addressing of the packages and send them by parcel post. ' ' "How did you guess itr* replied the lady with a smile. "This box is for a brother of mine who is in camp. I will give you the name and address and you may send the package away for me. I thank you for the service. It will save me a little time. ' ' Since then that woman has bought many additional boxes of candy at the stand, "Abe'' attending to the addressing and mailing. "You are no doubt acquainted with Mr. Taylor, who occupies an office on the third floor?" asked a busi- ness man recently while talking with the dealer. "I am about to make my first call on Mr. Taylor and i wisi that 1 knew his favorite brand of cigars." "That's easy," was "Abe's" rea^y ^^,,^ ''Every mornmg he stops here to buy a Nero Kxtra' Special. Never smokes anything else. " "You know something," exclaimed the visitor "Let's have half-a-dozen of them. He will wonder how I knew his preference." "Abe's" cash register always contains a consider- able amount of small change. The people of the build- ing are often in need of having bills changed, and the dealer is ever ready to accommodate them. He is iust as willing to exchange "chicken feed" for a one dollar note as he is willing to break a twenty dollar bill into notes of smaller denomination. He is never "too busy" to offer service of this character, and he will even so so far as to cash a check or money order for anyone whom he knows to be reliable. During the summer season, on Sundays and holi- days (when his stand in the Otis Building is closed), "Abe" assists his brother, who is in charge of the 'Casino cigar stand at Willow Grove Park, Pa. Thou- sands of people who patronize that famous amusement resort know about the excellent service which is to he had at the Casino cigar booth. Parcels and umbrellas are checked and there are other advantages not to he found at ordinary stands of the kind. Y. & M. TAKES ADELPHIA STANDS Perhaps no firm is better, or so well known, among smokers of good cigars in Philadelphia than Yahn & McDonnell, so that the transfer of the cigar stands in the Hotel Adelphia, Thirteenth and Chestnut streets, to their operation will be welcome news to their numerous friends and doubtless to the advantage of the hotel, the public and the firm. This, of course, without prejudice to the present or former operators, the hotel managers, but every^one to his trade, and Yahn & McDonnell have demonstrated their unusual grasp of the elusive problem of pleasing the smoker. EL DRACO CHANGES HANDS The El Draco Cigar Manufacturing Company, which has been at Front and Arch streets for several years, has been acquired by L. D. Loughran «fc Com- pany, of Washington, D. C, who have purchased the entire plant with the brands and good-will. The con- cern will be known as the Stratford Cigar Company and will be under the management of Lee D. Loughran. Thomas J. Daley will supervise the manufacturing and the company has leased 101 Arch Street and 104 North Front Street in addition to the present buildiiii'" and the buildings will be remodeled. Two new brands of 7-cent cigars will be introduced to the trade and jiublic. TOBACCO SITUATION IN SOUTH AFRICA Vice-consul Charles H. Heisler, Cape Town, South Africa, reports the tobacco crop as seriously damaged. He states that the Transvaal produces the bulk of the Union's tobacco, and unfortmiately has suffered con- siderable loss from the adverse weather conditions ex- perienced during the season. Small quantities are pro- duced in the other provinces of the Union, and the crops in these provinces have also suffered to a more or less extent. In the Agricultural Department's crop report for 1917 the tobacco crop was estimated to be 15 per cent, below normal for the Union, this figure being also the estimate for the crop in the Rustenburg district, Transvaal, the largest producing area of the Union. Later reports, however, show that much of the late tobacco was damaged by an early frost, decreasing the production GO to 65 per cent, of normal. The total tobacco crop was estimated at less than two-thirds of that in 1916. A. FERNANDEZ & CO. INCORPORATE Antonio Fernandez & Company, Fort Myers, Fla., have incorporated with a capital stock of $50,000. The charter is a broad one and gives authority to ])lant, grow, cultivate, cure and treat and to improve, buy and sell leaf and other tobacco; to manufacture, buy, sell cigars, cigarettes, cheroots, little cigars, snuff and all other forms of tobacco, and smokers' articles and sup- plies of all makes, kinds and descriptions ; to manufac- ture and sell cigar boxes, labels, lock corner boxes, bar- rels, cigar box lumber, mill work in wood and wood specialties; to buy or otherwise acquire and own, hold, mortgage, sell, assign, transfer or otherwise dis[)ose ot real property of all kinds and descriptions ; to erect and otherwise acquire real estate, factories and buildings; to establish and maintain factories and buildinus; to establish and maintain cigar factories. The ofiicers, who also constitute the board of directors, are : Aiitonio Fernandez, president; C. L. Stames, vice-president, and W. J. Odom, secretary and treasurer. "■i;^"'" " """"" " ' '"" """■" """" mtniinmii imm imim iii iTi;;i;;;;;;;rmmm,.„.„„„ imiim...... IIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIII ATTRACTIVE DISPLAY OF STOCK II COURTESY III QUICK SERVICE IV WIDE ASSORTMENT V SMALL STOCKS THE TEN COMMANDMENTS OF SUCCESSFUL RETAILING As exemplified in the tobacco industry — Interior of a typical "U. S. Cigar" St ore VI STOCKS QUICKLY REFILLED VII SPACE WELL USED VIII SMALL MARGINS IX QUICK SALES NO CREDIT The Heir to John Barleycorn Tobacco as An Example By Walter Chester, Food Specialist of the Erickson Company Reprinted by permission from "Advertising and Selling" In this article Mr. Chester very casually makes a rather startling suggestion with reference to to- bacco advertising. Mr. Chester is exceptionally quiilified to make such a suggestion, inasmuch as ho is credited with being one of the most success- ful writers of cigarette and tobacco copy in this country. — Ed. Ill AVE no. case to present for the tobacco interests. They don't need it. It is to be expected that many weary pilgrims in the api)roaching day of the Great Drought will find solaci' in tobacco. It is equally obvious that the tobacco industry as a wliole cannot be reproached for that lack of business l)rovision which is largely responsible for the downfall of .Iihn Barleycorn. The fact that the cigarette in particular has come back so strong after languishing so long in popular dis- favo," is one of the best examples of the power of good advi rtising when supplemented by correct retail prac- tice. There is, however, formidable opposition to be •»v('i "ome, — not only by cigarette men, but also by cigar and fobacco interests, — in order to improve or even maintain present standing in popular good will. To a very great extent, this opposition has the saiii source and is of the same nature as the prohibi- tion movement, and its strength is indicated by the ff^et that all forms of tobacco advertisement are ex- chul (1 from women's publications and that cigarette advertising is excluded from the Saturday Evening Post. Without in any way entering into a discussion as to the moral principles at issue, it is evident that here is a social factor that cannot be ignored or dodged. Since it cannot be ignored or dodged, it seems to me that the logical line of action for tobacco advertis- ers is to meet the issue not brutally or offensively, but directly and aggi'essively BY ADVERTISING TO WOMEN Now hold on a minute. I am not suggesting that you advocate a vogue of smoking among women. In fact, the very essence of what I propose is that women be induced to cherish smoking as a strictly masculine ''virtue." Yes, sir, — ''virtue." A manly thing to do — the thing that a woman should expect Friend Husband and Dad and (grown) Son to do — a habit to be aided and abetted and otherwise conspired for by the women of the house for the happiness of the home. "What! Telling them that in so many words!" I hear somebody yelling from the back seat. Oh, no. Nothing like that. A little finesse is so nmch more effective. How then? Listen, you good copy writers, you shrewd plan- ners of tobacco, cigar and cigarette campaigns, and I'll tell you. Incidentally I will give you the germ of an idea good for a whole flock of campaigns of Prince Al- bert and Velvet Joe calibre, if you work it out. First Step: 14 THE TOBACCO WORLD THE TOBACCO WORLD 15 Let each copy writer and advertising planner fix firmly in his mind the idea that SMOKING IS A HOME INSTITUTION. Around this central thought let other ideas of home life and activity revolve, such as Home planning Household furnishings Hospitality to ''His'^ friends Pleasant neighborhood calls Pleasant evenings at home Home comradeship Then write your copy. Second Step: Saturate your mind with the idea that TOBACCO SOOTHES JANGLED NERVES. Weave this thought into your pictures of the ' ' ras- piness'' of modern life as exemplified by Now I am not gomg to stop to argue that the ef tect of tobacco on the human system is or is not bal — and that the use of tobacco is or is not moral Th fact is that a great many people think that tobacco is injurio-us and that a great many more people link to bacco with cards, whiskey, staying away from cliurch and other things not supposed to be "nice," incliuliniJ in many cases even dancing. ^ These are simply the facts that must be taken into account and I have simply indicated how I think tliev must be dealt with when they are taken into account I have every reason for believing that tlio far sighted leadership which has so far successfully di- rected the destiny of the tobacco industry will prove itself capable of dealing with these conditions. And that is all I have to say to the tobacco indus- try. But it is not all I have to say about the to])acco industry. WHY smoke an In- lerlor rigarrlle whrn ■elmar cosis bul a liille more? Hrlmar Is IM'^ Pure TurkUh, and Tarklsti tobacco Is the MIMcsl and Brst tobacco lor dgarrlles. C^uality-Superb On these opposite pa^es we have illustrated the two leadiiii? types of current tobacco and cigarette advertising:. The reproductions on the left illustrate the Lorillard * . mm. Company's idea of effective publicity. The illustrations on the right represent the American Tobacco Company's ideas as to result-producing copy. Each type is regarded by its adherents as the most Ideally adapted for its purpose. Cc»pywritefs and advertising men will note that in the Loril- lard advertising there is no connection between copy and artistic design, the sole purpose of the adver- Traffice jams Subway crushes Hard streets Harsh voices Shrieks and shrills Petty frustrations Then write some more copy. Use all the pretty girls you want to,— dress them m the reputed modes of early Egypt or late Parisian, if you please. Use the C^lub, and the Gilded Youth with the Tall Hat, and the High Stepping Horses at the Horse Show, and any and all of the well-known tobacco advertising ^'props''— but don't fail to put ''Home'' into your smoke ads, and don't fail to put over the idea of physical benefit, e.g., relaxation and soothing elfect on nerves. That is the formula for tobacco advertising that will successfully: 1 . Win the good women of the home. 2. Counteract the nicotine fetish. Although the tobacco industry, in my opinion, does not require the pointing out of its claims to the estate of John Barleycorn, there are certain conclusions to be drawn from the conduct of the tobacco business in contrast with the conduct of the liquor business, which can be applied with profit by would-be successors to John Barleycorn, and it is for the purpose of pointing out these things that this article is mainly intended. Three great lessons are taught by the contrast be- tween the successful business methods practised by the tobacco industry and the unsuccessful busniess methods practised by the liquor industry. They are : 1. A lesson in advertising. 2. A lesson in trade sales work. 3. A lesson in retailing. I— PUBLICITY LESSON The great lesson offered by tobacco vs. liquo'- ad- vertising is this : YOU (AN DEPEND WHOLLY UPON ADVERTIS- ING TO SELL YOUR GOODS. Provided of course that the quality of your prod- uct backs up the claims of your advertisements, you can depend solely upon consumer publicity to build up and maintain your market— and your position in the market. Vou don't need to bribe or subsidize, control or influence your retail distributor in order to secure sat- isfactory outlet for your goods. Put it up to your pub- lic strong enough and dealer resistance is bomid t?. disai^pear. Any advantage secured by your competi- tors, that does not rest squarely on public favor, will simply melt away. Not only that but trade evils, other- wise tending to restrict or artificially modify the natu- ral retail movement of goods and the freest, most equit- able and cleanest dealer-consumer distribution, tend to disappear, if the industry as a whole makes consistent and li])eral use of advertising. It is no mere coinci- dence, then, that in the tobacco industry, which spends advertising expenditure, yet a considerable sum. But in spite of this advertising, which has tended so far as it has gone to promote good retailing, the liquor indus- try has always been severely handicapped in attempt- ing to hold public favor by gross mismanagement of its retail outlet — the saloon. It may be that this mismanagement was a fortu- nate thing from the social or moral point of view. How- ever, I am not discussing this from the social or moral viewpoint— but from a strictly business point of view. And from a strictly business viewpoint I maintain that the downfall of John Barleycorn was greatly acceler- ated, if not indeed directly caused, by conditions which could have been avoided by enlightened direction or leadership in the industry. Undoubtedly most of the conditions which brought the liquor industry into disrepute have centered in the low-grade saloon. The bulk of the liquor sold has been dispensed through this class of saloon. Most of these saloons are owned by the brewery interests. Hence, THI LORD SAUSBIM TURKISH CIGARETTE is Inevitable ■CtllM ■ Mitaax }■ ■ -| *■ -^-r ■fill III HI ] J I.I I n* to <}Ml*T OxMUir ami f—wwy 18 cwtt for 15 cifaraMM — — - *- - - _ ] •^'''" '•» U»« bw price • tt>M LO«D lALttauRT » mtkmt «*• mow nnpMMM «„« n,^ -*«ctrt. - fT^ji tmm *™*^ *««< * ttw npwiMM rHn«.>MM riiitmiJ *m. umb SAi-nauR* ■ m - i,,n ^ i-p. j6-ik*lk(ap*bteU«. Al ■nokinf tobacoM tra treated willi toa* AiMn^ hr liie aune natoa. B«rt Attn m ■ Uf iliffenma 'm da* QaaUty mmi kmJ al lotaeco fkiwh^i, Toado, Ik* faert of pnpirir afMl (nrkj lobMee, UM dw |n«< ■ olatt/ Tkm myAj'-Yoar No- Knom'Tmxmimhtm »M otW tobuoM— hf Ha iUcIum pm« frmt Using beingr evidently to attract the eye and startle the niindby uuiisiial display aud arranj^eineiit with especial attention to prominent display of the package. The burden of convinciugr the reader is left entirely to brief and forceful copy. In the American Tobacco Company's advertising it will be noted the art work serves both the purpose of illustration and attention-getting. The American Tobacco Com- pany relies on unusual ideas illustrated in a graphic and compelling manner. The fact that both types of advertising have been consistently followed for years proves than one way of accomplishing an object provided that way is consistently followed ? m TkymatMii fcfc » ttm TMifc ta^ « IHM f«i M^ Twa* I* *• Mm T« hj .*•«» Ill »fcfcii..w-i> that there may hv more and skilfully carried out. millions a year to market its product, you find that the vast majority of retail establishments, chain stores and independent, are of the most modern, progressive type. The up-to-dateness and progressiveness of cigar store management is but the natural complement of the broadgauged advertising policy of the leading tobacco manufacturers. Good tobacco advertising and good tobju'co merchandising — each supports and encourages the other. The net result is that the tobacco, cigar and ciga- rette interests are ''in right'' with the public. And flioy will stay ''right" so long as they continue to put Jt Ui' to the public — by publicity I II— DEALER LESSON The lesson in trade-sales-work may be drawn from the conspicuous failure of the liquor iiidustrv in saloon management. It is this YOU CAN'T DEPEND UPON RKTAIL MANIPULATION TO TAKE THE PLACE OF ADVERTISING. The liquor industry, of course, has spent a lot of money in advertising — nothing to compare with tobacco the brewery interests have had it largely in their power to control the conditions and to ameliorate or eliminate the conditions which have brought prohibition. But they didn't use their power — to this end. In- stead they sought to insure sales and profits and over- come competition by grabbing the retailers' profit with- out sharing the retailers' responsibility. They appa- rently acted on the theory that it didn't matter what went on in the saloon, so long as the brewer got the money. They have simply paid the penalty for poor trade-sales-work, for poor dealer management. Of course the penalty they had to pay was for moral and social transgression as well. But this moral and social transgression was the inevitable product of the transgression of good business principles which preceded it. The fact that the penalty which the brewer lias had to pay is greater than the penalty for similar and equal transgression in other lines simply means that the brewer should have used more instead of rather less tlnui ordinary effort and intelligence in improving retail conditions. ( Couiinued on page /S) Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World mversa acco Universals are solving the problem of slow and costly hand-labor and limited production. They save waste, increase volume and cut costs. Universals are convincing proof that machinery can do better work in greater quantities at lower cost, than can the old method of stripping by hand. They eliminate torn leaves and curled tips. A thousand factories today are profit- ably using from one to four hundred Universal Tobacco Stripping and Book- ing Machines. There are Four Thou- sand in constant use today. Universal Tobacco MacKine C< o. Ca.-ialo^^ and to eliminate waste of every char- Siri and ippins aciune ; Especially the present day of scarce and high paid labor calls for the instal- lation of the Universal in every factory employing five or more cigar-makers. One Universal and one operator can do the work of from two to three hand- strippers. The Universal is the friend of the ^laborer as well as the employer. It re- leases the hand- workers for higher-paid easier labor and increases the number of jobs by booming the industry. The Universal is the key to big pro- duction. Cigar-makers produce 35 to 50 more cigars per day because of its smooth flat booking. For the manufac- turer who realizes that his profits lie in big volume of production, the Universal is a first consideration. 79 Fifth Avenue New \ork Factoi-;^^ - 96 ^ 104 Murray St. New^ai-k, N.J. 18 THE TOBACCO WORLD {Continued from Page 13) The really significant fact is that there is no escape big the penalty of ret wiling transgressions in any in- dustry. If the leaders in any industry, or those who aspire to leadership, fail to accept the responsibility for retail conditions, the penalty may not be total suppression, but it will surely be curtailment of sales and profit. And the penalty falls alike upon the guilty and the innocent. The lesson is plain that those of you in the sott- drink, or the tea and coffee, or in other lines, who seek to supply a part of the market John Barleycorn has forfeited by poor business methods must do the two things the brewer failed to do. FIRST— INSURE RETAIL PROFITS — not by grabbing them yourself through retail owner- ship or control, like the brewery trade, but by insuring quick sales and turnovers through good advertising and enough of it like the tobacco trade. SECOND— PROMOTE GOOD RETAILING by accepting full responsibility for retail conditions and the retailers' efficiency and success. In other words, Gentlemen of the Soft Drink and Tea and Coffee Trades : Reverse the brewery formula: "Let dealer take riare of himself." Apply the tobacco formula; "Sales by advertis- ing. >> And your chances of success will be bright. I1I_RKTAILING LESSON This brings us to the third lesson : Good Retailing. What is Good Retailing f Almost any cigar and tobacco shop will supply the answer. 1. Attractive Display. 2. Courtesy. II Quick Service. 4. Wide Assortment. 5. Small Stocks Kept. G. Orders Quicklv Filled. 7. Space Well Used. 8. Small Margins. 9. Quick Sales. 10. No Credit. These are the ten commandments of good retail- ing that the Soda-Fountain, the Tea-Room, the Coffee- Bar and other successors to the saloon must be in- duced to follow. Attractive display means greater real cleanliness and greater evidence of cleanliness around soda-foun- tains. To my mind it means nothing less than the totid abolishment of glass and metal spoon — and the use of paper cups and spoons in attractive silver hold- ers. In any event it means conspicuous evidence of real sanitation. It means clean hands and also clean aprons. Courtesy in the soda-fountain has far to travel to attain the cordialness of the tobacco shop "Thank You!" The fact that cigar stores are putting in soda- fountains offers hope here. Quicker service — even here the soda-fountain lags Ix'hiiid tlie cigar store for the lack of mechanical facili- ties which might be provided. In all these things — display, courtesy, facilities for service — manufacturers should be alert, through sales- men and roadmen to encourage and help the retailer towards higher standards. And, of course, most manu- facturers don't need urging so much as helpful suj,^- gestions to do this missionary work. The real struggle for manufacturers and salesman- agers is when it comes to the question of assortment, size of stock and filling orders. Here, through tradi- tion and habit, the impulse is stock the dealer with a big order and a single shipment. It has taken real courage and vision on the part of pioneers in many lines to establish the now commonly accepted truth that in the end the biggest returns from the dealer go to the salesman who does most to help rather than to sell the retailer. Soft-drink advertisers and others will do well to note the conspicuous success of this principle in the tobacco trade. A wide assortment of lines and brands and a small stock of each is made possible by an effective system of quick delivery of requisitions from ample wholesale stocks, strategically situated. Moreover, a wide assortment of styles and flavors in soft-drinks, teas and coffees is an essential condition for supplying the new demand. Owing to the fact that soft-driidis, tea and coffee are not "repeaters" like beer, wine and other alcoholic drinks, greater variety must he offered to attain the volume of sales desired. To promote the effective use of floor and counter space — and to demonstrate that small margins are com- pensated by quick sales and no credit are the remain- ing obligations of the soft-drink, tea and coffee and other advertisers catering to the ex-saloon trade. Small retail margins are necessary from the manu- facturer's point of view for two reasons: 1st. Healthv trade conditions. 2nd. Greater consumption. It has been demonstrated in manv lines that too great a margin defeats its purpose. No manufactur- ers can gain permanent advantage by offering more than trade conditions demand. Any departure means competitive demoralization. The cure and prevention is: - Move the goods by publicity and show the dealer that profit comes from turnover not margin. And here again the liquor and tobacco industries offer illuminating contrast. P. A. BECKER DEAD P. A. Becker, president of the P. A. Becker Com- pany, Inc., manufacturers of humidors, glass lids and other articles for the cigar trade, w^th offices and fac- tory at 132 Cumberland Street, Brookl>Ti, N. Y., died on April 7. Mr. Becker was widely known in the trade, having established the business twenty-eight years a;^o, and having perfected and patented various inventions, in the line of his business. THE TOBACCO WORLD 19 iiiiii " iiiiiiiiiiiiilllllllllllllllMIIIIUIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII'lHIHII"'"""'"'''"""""""''''"""""""''"'"""'""""""""''''"" Dominican Leaf Imports Swell 1919 Figures Washington, D. C. THE end of hostilities has resulted in a considerable increase in our foreign tobacco trade, both import and export, according to statistics which are now being compiled by the bureau of foreign and domestic com- merce, of the Department of Commerce. During the month of February our imports of leaf tobacco showed a decided increase over those of the corresponding month of 1918, due to the removal of restrictions and the additional cargo space available on trans-Atlantic vessels. Our imports of leaf suitable for wrappers, for instance, amounted to 350,637 pounds, as compared with 35,797 pounds in February, 1918, while other leaf amounted to $6,446,724, as com- pared with $6,391,983. The bureau is now preparing figures showing the imports of leaf tobacco for the eight months ended with February, as compared with the first eight months of the fiscai years 1917 and 1918, from which it is learned that our 1919 imports will be considerably higher than those of either of the two preceding fiscal years. During the first eight months of 1919 our imports of wrapper leaf amounted to 7,036,124 pounds, valued at $10,563,211, an increase of 100 per cent, over those of the corresponding period of 1918, which were 3,762,- 907 pounds, valued at $4,731,793, and nearly three times the total of the 1917 imports of 2,420,499 pounds, valued at $3,041,644. This great increase is due almost entirely to receipts from the Dutch East Indies, which has more than absorbed the loss of shipments from the Netherlands. Imports of other leaf during the first eight months of the current fiscal vear totaled 43,452,861 pounds, with a value of $26,365,968. This is a slight decrease from the receipts during the corresponding period of 1918. which were 44,750.179 pounds, with a value of i^23.783,071 . but a srreat increase over those of the first oight months of 1917, which totaled 25,100,547 pounds, valued at fl^l 1 ,480,1 1 4. The orreat increase in imports from the Dominican Kenublic is responsible for the showing as compared with 1917. 40 Tho great lesson oftered by oigrarette and tobacco advertis- inpT is tbis: You don't need to bribe or subsidize your retail distributor to secure satisfactory outlet for your goods. Put it up to your public strong enough and dealer resistance is bound to dis- appear. Any a 26 Say You Saw It in The Tobacco Woeld ^: Say You Saw It in The Tobacco Wobjjd 21 ^i Our shipyards — our aircraft factories — our munition plants — scared away Ger- many's last atom of fights She quit^ And now we are paying for this industry — this giant whose smoke put the fear of death in the Hun. When you subscribe, re- member it was our over- whelming preparations which made short of a long war. Show the depth of your feeling by the size of your subscription. ictory Liberty Loan The Clean-up Button Space contributed by THE TOBACCO WORLD Prepurea by American Association of Advertising Aeencies cooperating with United States Treasury Depirtment )f R. J. REYNOLDS STATEMENT In explaining the failure to issue an annual report by the R. J. Reynolds Tobacco Company, D. Rich, treasurer, says to stockholders: ''In our letter of March 18, 1918, we explained that we could not issue an annual statement for the year ]<)17 until the Treasury Department passed upon our petition for an excess profits tax adjustment that would place us upon a tax parity with our competitors. Til at petition has been partially granted, but the mat- tor is still pending and we cannot publish a statement until the figures to be incorporated therein shall have been finally determined. ''The foregoing situation will, of course, be re- flected in the 1.918 statement. In addition, application for an equitable and fair 1918 profits tax assessment iDidcr the Revenue Act of February 24, 1919, will be made and that application will have to take the course ( {' procedure outlined by the statute. "While, for the reasons stated, we are at present unable to publish the statements, we are glad to in- form you that 1918 was the most successful year in the historv of the business." 0 LEAF BOARD OF TRADE ELECTS The annual meeting of the Leaf Tobacco Board f Trade of the City of New York was held on Tues- day, April 8. A special meeting will be held in the near future to decide upon the amount of a proposed increase of dues. The following fifteen trustees were elected for the ensuing year : Frank M. Arguimbau, William S. Brill, Joseph F. Cullman, John H. Buys, Howard Friend, Charles Fox, Charles R. Goldsmith, G. W. Spitzner, Fred Lederer, Joseph Mendelsohn, Benno Rosenwald, Alfred R. Schmid, Sig. Schluechterer, Carl Wobbe and Jerome Waller. The following officers were unanimously re-elected for the ensuing year: President, Joseph Mendelsohn; v'ee-president, William S. Brill; treasurer, Charles Iv, Goldsmith, and secretary, Charles Fox. Magnus R. Lawrence has been promoted to the position of division manager by the Liggett & Myers Tobacco Company, succeeding F. S. Post, resigned, with headquarters at Nashville, Tenn. Mr. Lawrence v.as one of the most prominent of the firm's salesmen, with former headquarters at Chattanooga. The father of a large family asserts that he gets more comfort and rest out of an old arithmetic, pub- lished in 1898, than in any other volume. This is par- ticularly so after checking up the household bills for the month. Just listen to this : ' ' If twenty-one pounds of sugar can be bought for a dollar, what is the price ix^r pound f Another choice bit: ''John goes to the gi-ocery store with a dollar bill; he buys two pounds butter at twenty cents a pound, and a dozen eggs for oi.u:hteen cents — how much change should he receive!" '^^^rs. Smith pays five cents a quart for milk— how nnich is her milk bill for four weeks if she uses two quarts a day?" — Oral Hygiene. TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex- President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phi!a., Pa Vice-President JOSEPH B. WERTHEIM. 81st and East End Ave, M'hat'n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION JOSEPH CULLMAN. Jr., New York ,. ...President W. J. LUKAWITZ, Dayton, O Vice-President GEORGE BERGER. Cincinnati, O Treasurer JOSEPH MENDELSOHN, New York Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W. Va ......President WOOD F. AXTON, Louisville, Ky ......Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF ••••••• ••P''"ident HERMAN GOLDWATER -Ist Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN • • Treasurer LEO RIEDERS, 200 West 118th St.. New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. Riril ;>: ••"S''^^-^*^"! SIDNEY GOLDBERG Vice-President A L ULNICK Treasurer max' MILLER, 135 Broadway. New York • Secretary Meeting 4th Tuesday of each month at Hotel McAlpin 28 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 29 LESLIE PANTIN Gommission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA OtM*: ■1M»4AL.LBr' Havana Leaf Tobacco Bap««ialidad TalMcoa FInoa 4e Vu«lta Abajo Partido 7 Yuetta Arriba SAN MIGUEL IM HABANA, CUBA Er. Roseniw^ald ®L Dro. 145 WATER STREET NEW YORIl THE YORK TOBACCO CO. SSr-JaVt;" ■ LEAF TOBACCO OtUrn* and Warehonse. IS East Clark Avanoa. YORK, PA. MANUFACTURERS OF CIOAR SCRAP TOBACCO 1. liAFFENBURGH (B. SONS QUALITY HA VA NA Neptuno 6. Havana. Cxiba - 68 Broad St.. Boston. Mas*. Advertise Your Brands in The Tobacco World K. STRAUS & CO. Iflftpoft«n of HAVANA AND SUMATRA Aad PmImm af LEAF TOBACCO 301, 903, 301 and 307 N. Third St., PhiladelpMa LOEB-NUflEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA The Dealers Chance Washington, D. C. THE removal of export restrictions has resulted in a great increase in our exports of unmanufactured leaf tobacco, according to a report just secured from the bureau of foreign and domestic commerce, of the Department of Commerce. Our exports of leaf during the month of February amounted to 66,090,716 pounds, valued at $19,172,534, more than three times as much as in February, 1918, when our shipments totaled 18,158,- 904 pounds, with a value of $5,151,767. For the first eight months of the current fiscal year our exports of leaf were more than 100 per cent. greater than those of the corresponding period of the fiscal vear 1918. Total shipments this year amounted to 368,326,211 pounds, worth $110,874,922, while those of 1918 totaled 178,526,803 pounds, with a value of $35,785,992. This great increase, of course, is directly due to the fact that the countries with which, before the war, we did our greatest business are again taking lar^e quantities of tobacco, such as the United Kingdom and Australia. The details of our export business during the eight-month periods of the fiscal years 1918 and 1919 are shown in the following table: Belgium, Denmark, . France, Italy, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, United Kingdom, Canada, Mexico, Argentina, China, Hongkong, Japan, Australia. British West Africa, French Africa, Other countries. Pounds Pounds 1918 1919 75,523 66,907 2,462,071 56,229,348 54,320,683 27,232,060 45,705,051 359,367 881,436 4,654,625 3,945,717 1,891,554 17,522,843 17,941,062 1,833,268 3,461 ,369 1,789,726 33,280,171 173,553,467 8,245,517 17,357,967 1,186,234 981,793 1,910,242 3,610,419 4,403,406 11,270,738 1,291,604 1,446,806 428,070 2,157,729 3,808,087 12,521,993 7,071,599 5,621,502 1,999,.392 3,687,123 4,194,818 5,451,727 C. L. L. MARCUS L. FLOYD MARRIED Marcus U. Flovd, president of the Griffen Tobacco Company, of Hartford, Conn., and Miss Marion Vir- p-inia Brown wore married last week. Mr. and Mrs. Floyd will reside at the plantation at Floydville, near Granby, Conn. The Largest Independent Dealer and Exporter of American Leaf Tobacco in thf United States. G. O. TUCK & CO. INCORPORATED LOUISVILLE. nY., U. S. A. Yonr Inquiry for Sample and Prices Solicited. AH Kinds in any Qntitity. V" CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. «•—«—•«•- FOR SALG ■ FOR SALE — Remedies Havana shorts, pure and clean. Guaran teed A-1 or money refunded. Fifty cents per pound. Als( Vuclta shorts, of the finest quality. Edwin Alexander & Co., 1'^' Water Street, New York City. so 178 FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN WANTED SALESMAN WANTED TO CARRY LEAF TOBACCO SIDE LINE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box 301. care of "Tobacco World." BUSINESS OPPORTUNITY I have a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. I am using practical model, which I will exhibit at interview. Charles Mcissner, 4841 Melrose Street, Frankford, Phila., Pa. FACTORY WANTED FACTORY WANTED— SMALL SUCTION PLANT WANTED in Pennsylvania, First District preferred. Give full particulars. Address Box 300. care of "Tobacco World." The Cedar Rapids (la.) " Republican ' ' says : "The reformers being busy-bodies will never be able to lind tlioir angle of rest. They are not built that way. They know exactly how everyone ought to do and they think they know what they have a right to forbid anyone doing. They are supervisors of all mankind. But is it not possible that the rest of the people are going to have something to say? Or are they going to allow one thing after another to be done to them as they are done to so many dumb cattle ! * * Your Prospective Customers 9st Hsted in our Catalog of 99% guaranteed Mailing Lists. It also contains vital suggestions how to advertise and sell profitably by mail. Counto and prices given on 9000 differ- oot national Lists, covering all classes; tor instance, Farmers Noodit Mfrs,, Hardware DJrs., Zinc Mines, etc. This vaiu- Mble Refer enc9 Book free. Write for it. 50^ Saves Dollars on Your Purchases Cat ■ereral qactatioRt on what rou bujr. It will sare many dcllara. For 50c (coin or itampt) we will aend a few names of manafactureri. Jobbers, dealers, or indiriduals who sell what you want to buy. Ross-Gould Mi ci i I i n ^ K. H. GaXO CIGAR COMPANY _ FORTY YEARS E STANDARD By Whieb CU«r Havao* Cisan Ar« Judssd Write for Open Territory Factory: Key West, Fie. New Yoric Office; 20S W. Broadway -«» ■■ ■■ M ■■^-»««j» MACHINERY and SUPPLIES for Cigarette Factories New York Cigarette Machine Co., Inc., 25 ELM STREET NEW YORK, N. Y. ■■■^— ■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ 11 -SS—^SB » ■ ■•»{< T. J. DUNN (a CO. MaK«r« of The New Bachelor Cigar East End Avenue and 81 st Street, New York Free! Free! SAMPLES Aalc end You Will Receive ....FIFTH AVENUE.... A Union Mede Ciserette ef Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Mfr. '\^:%:r LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pocltets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertisincr Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., - - . - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccobos/s — K^appets — High Toasts Strong. Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave, New Ysrk 30 Say You Saw It in The Tobacco World Tobacco Merchants' Association Registration Bureau, Lwyork?!^ Schedule of Rates for Trade-Mark Services Effective AprU 1. 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer, 2.00 Duplicate Certificate, 2.00 H«te A— An allowance of $2 will be made to members of the Tobacco Mer- ekants' Aatociation on each resistration. ._.•«« ...^^^ Hote B— If a report on a search of a title necessiUtes the reporting of more tkan ten (10) tiUes, but less than twenty-one (21), an additional charge ot une dollar (11.00) will be made. If it necessitates the reporting of more than twenty (») titles, but less than thirty-one (31). an additional charge of Two DpUara (£ 00) will be made, and so an additional charge of One Dollar ($1.00) will be aade for OTcry ten (10) additional titles necessarily reported. REGISTRATIONS 77TH DIVISION:— 41,026. For all tobacco products. March 19, 1919. The Moehle Litho. Co.. Brooklyn. N. Y. TOM MIX:— 41,027. For all tobacco products. March 21, 1919. The American Litho. Co., New York City. FLYING SHIP: — 41,028. For all tobacco products. March 22, 1919. American Litho. Co., New York City. FLYING BOAT: — 41,029. For all tobacco products. March 22, 1919. American Litho. Co., New York City. AIR BOAT: — 41,030. For all tobacco products. March 22, 1919. American Litho. Co., New York City. SEA PLANE:— 41,031. For all tobacco products. March 22, 1919. American Litho. Co., New York City. ATLANTIC FLIER:— 41,032. For all tobacco products. March 22, 1919. American Litho. Co., New York City. ATLANTIC ACE: — 41,033. For all tobacco products. March 22, 1919. American Litho. Co., New York City. ATLANTIC FLIER: — 41,034. For all tobacco products. March 22, 1919. American Litho. Co., New York City. OVER-LANTIC:— 40,035. For all tobacco products. March 22, 1919. American Litho. Co., New York City. JERRY S: — 41,036. For all tobacco products. March 1, 1919. North Des Moines Cigar Co., Des Moines, Iowa. NEW YORK DIVISION:— 4L037. For all tobacco products. March 18, 1919. The Moehle Litho. Co., Brooklyn, N. Y. DEL CARA:— 41,038. For cigars, cigarettes, cheroots, stogies, chewing and smoking tobacco. March 27, 1919. The Pasbach- Voice Litho. Co.. New York City. CUBAN HOSTESS:— 41,039. For all tobacco products. I'ebru- ary 10 1919. The Moehle Litho. Co., Brooklyn, N. Y. HAVANA HOSTESS?— 41,039. For all tobacco products, leb- ruary 10, 1919. Moehle Litho. Co., Brooklyn, N. Y. GARCIA FARGO:— 41,041. For cigars, cigarettes, cheroots and tobacco. March 26, 1919. Carnel & Gustow, New York C ity. THE PANTHEON:— 41,044. For all tobacco products. March 28 1919. The Trans-Pacific Trading Co., Chicago, 111. GENESEE NATIONAL:— 41,045. For all tobacco products. March 27. 1919. Moehle Litho. Co., Brooklyn, N. Y. QUEZ-MAR-VO:— 41,048. For all tobacco products. March S\, 1919. The Harry H. Snovel Co., Van Wert, Ohio CANDREVA: — 41,049. For all tobacco products. March 1^, iviv. Adolph Frankau & Co., New York City. BUMBLE BEE:-41,050. For cigars only. February 6, 1919. L. M. Schwarz & Co., New York City. u * ^ .^ RED BABY:— 41,051. For cigars, cigarettes, cheroots and to- bacco. March 19, 1919. Lariano Alvarez, New Orleans La BLIMP:— 41,052. For all tobacco products. March 26, lyiV. American Litho. Co., New York City. GARCIA BREVAS:— 41,053. For all tobacco products. March 28 1919 C B. Henschel Mfg. Co., Milwaukee, Wis. OUEEN LEAF:— 41,055. For all tobacco products and scrap to- bacco March 26, 1919. American Litho. Co., New York City. TRANSFERS TIM SCOTT:— 19,812 (Tobacco World). For cigars, cigarettes, cheroots and tobacco. Registered March 11- 1910, by T. A. Wadsworth, Detroit, Mich. Transferred to Peter Lukaszewski, Detroit, Mich., March 25, 1919. ,, , „ jn r THE PANTHEON:— 17,560 (Trade-Mark Record). For cigars. Registered March 3, 1897, by O. L. Schwencke New York Ci y. Transferred to the Trans-Pacific Trading Co., Chicago, 111.. EL COLORO:-33.106 (U. S. Tobacco Journal), ^^^r cigars cigarettes, cheroots and tobacco. Registered June 26 1907, by Wm. Steiner Sons & Co., Nev.^ York City Transferred to D. A. Van Gelder, New York City, March 31. 1919. TAMPA DANDY:— 29.833 (Tobacco World). For cigars, little cigars, chewing and smoking tobacco. Registered February 24, 1914, by B. F. Russell, Valdosta, Ga. Transferred to Max C Cook, Tampa, Fla., March 27, 1919. QUEEN LEAF:— 26,584 (Tobacco Leaf). For cigars, cigarettes, cheroots. Registered December 9, 1903, by Cole Litho. Co., Chicago, 111. Transferred to American Litho. Co., New York City, March 14, 1919. The Flemingsburg (Ky.) ^'Times-Democrat" says: "Many people think that the high price now pre- vailing for hurley tobacco will result in overproduction and a consequent slump in price next year or the en- suing year, but a careful survey of conditions shows this improbable. In the first place, the opening up of the markets of the world by reason of the close of the world war will open up new avenues of trade that have been closed and enable the world to get what it wants, and the demand shows they want hurley to- bacco.'* Cork Bobbins Cork Tips BOUCHER CORK & MACHINE COMPANY, Inc. 216 WEST 18TH STREET NEW YORK LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City • m ■■ "i t IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters New York City 50 Union Square The Tobacco World Volume 39 Established 1881 April 15. 19»9 No. TOBACCO WORLD CORPORATION Puhliahers Hobart Bishop Hanlcins, President H. H. Pakradooni. Treasurer William S. Watson. Secretary Published on the Ist and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter, December 22. l^O^- »' Vlf Post Office, Philadelphia, Pa., under the Act of March 3. IB^-*- PRICE: United States. Cuba and Philippine Islands, $2.00 a year. Canadian and foreigm, $3.50. STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigars Manufadtured exclusively by Haywood, Strasser&Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higtiest Quality OSCAR PAS B AC H. Prcs. J. A VOICE.SccY. 8 Gen'l. Manager LITHOGRAPHING CO. inc. I^T IlTKI©©imi^PMlEm^ SELLING AGENTS ADOLPH FRANKAU & CO., Inc. 1:^9 Fifth Avenue. New York SELLING REPRESENTATIVES I^:. C. McCullou^h ^ Co., Inc. - • Manila. P. I. Vt. n. B. Co. (Canada) Ltd. ... Montreal J. W. Slreider Co. .... Boston, Mass* 25"!^" St.Cor. of ir"AvE. NE\AA YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING THE MOEHLE LITHOGRAPHIC CO. garrett h. smith, ^.^.-"j;.;,".-?- conpaRia litografica de la habana Finest Imported Cigar Band* and I •l>els. Also GUMLESS Band* i NEW YORK OFFICE (Phone. Stuyvesant 7476 1 50 Union Square •fs i ■■ 11 Si BS SS ■■ ■■ ii ■■ is ii ■■ ■■ ■■ ■■ ■■ il W W ■■ M 4. • «,»»— i ■■ Ii M H il ■■ M ■■ M «■ ■»- ^IGAR LABELS AND LARENDON R0/S7eaST 37"* 51 BROOKLYN,N.Y. BRANCH orncc 170 WEST RANDOLPH ST. CHICAGO, ILL. OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco mellow and smooth In charactet and impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER, BOX FLAVORS. PASTE SWEETENERS FRIES & BRC, 92 Reade Street, New York H M ii ii M ii ■■ ii ii 11 11 ■» ■■ M ■■ m ■■ ■■ i»— M^— ••— 22nd St and Second Ave., NEW YORK MANUFACTURER OF ALL KINDS OF Cigar Box Labels / AND TRIMMINGS. GHIOAOO, 105 TTKST MONROB STKKKT, LOUIS O. CAV*, Mrr. A BARGAIN IN CIGAR LABELS AND BANDS. On aeeountof the prevailitij; liij^h cost and scarcity of material, labor, etc., we have (UM-ided to close out and discontinue a iar^e lup er of attnictive stock labels with title and dcsijj:n rights. We are also closing out at exceptionally low i)rices the entire line of stock labels fornierly made by Kruejjer c\: T.raun, of which firm we :. the successors. We still have a (piantity of attractive stock cigar bands, which we will also close out at prices far l)elow the i)resent cost of pro- iluci -r such bands. Write for samples and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. fRREGU L AR PAGINATION ^^New occasions teach new duties . , ; / /' \ > V - ;v^ ^- -V MANY a man whose taste has been for "feverish" cigars, is saying to himself, "Perhaps a change to milder Robt. Burns v/onU be a good idea, after all. These heavy fellows that I've smoked so steadily were due to go long, long ago. (( ril make the change today. »> You modern men, on whom the burden of the » world's work falls, will find in Robt. Burns a stanch ally — his full Havana filler has a quality of mildness 'excellently suited to these modern times. He gives you full enjoyment, yet never gets between you and your best day's work. m- ^^^joJ^ v^ XajJlX^ rU. 'LaJIJU ' The national sizes of Robt. Burns are priced from 10c to 1 5c. Little Bobbie, a small cigar, but very high in quality, sells at 6c. Robt. Burns Laddies, still smaller, come 10 in a package— price 30c. Wherever men travel throughout the United States they will find Robt. Burns cigars GENERAL CIGAR CO., INC., 119 West 40th St., New York City Invincible 13^ 2for25'^ ^ u VOLUME 39 NO. 9 TOBACCO VIAY 1, 1919 WORLD Buy Victory Bonds of 6*/>c FiftK Liberty Loan Make Sure That WE DO Finish the Job COMPANIA LITOGRAFICA DE LA HABANA SAN JOSE 23. HABANA. CUBA GARRETT H. SMITH. United States and Canadian Representative 50 UNION SQUARE. NEW YORI\ CITY. N. Y. + — '.^Z. Say You Saw It in The Tobacco World TO THOSE WHO REALLY APPRECIATE: Among the millions of men who smoke cigars, there are probably only a few hundred thousand who really appreciate a very choice cigar. Van Dyck is produced for these several hundred thousand. One by one, these smokers are finding that here is a cigar in which is combined unusual skill in leaf selection and unusual skill in rolling that leaf into a very choice cigar. Have you seen the four select sizes? cnoice mN D YC K CIGAR^ FOUR SELECT SIZES We suggest Bcm}{crs ' 2 for 25 cents ( wrapped 1 in foil ) ifH •' _jl n H '" " " '* " " " " " For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Wemmer Co, L»1A,0. , ,*.—••' -— H. "its a cinch for a live, dealer to pull the besttrade his way. S^ GRAYELYVS CELEBRATED Chewing Plug ■BEFORETHE INVENTION '-=^ ■^" ofour patent air-proof pouch ^^^£ gravely plug tobacco — s=*==- made strictly for its chewing quality Would not keep fresh in this section. ? NOW THE patent POUCH KEEPS IT- FRESH AND CLEAN AND GOOD A LITTLE CHEW OF GRAVELY IS ENpUOH AND LASTS LONGER THAN A BIO CHEV^ S OF ORDINARY PLUG. '^A J?J3.9ravelyS'oAxccoCaDAWiU£Mk "^tfiW^:^ — ' Wi MADC: IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are G)mbinecl In Chmles the Gsmt A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA TADEMA HAVANA CIGARS Ar^uellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE 332 PEARL STREET TAMPA LEALTAD 128 NEW YORK FLORIDA HAVANA ESTABLISHED 1B«7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "OUALITY" Office and Salwcom, - 80J-803 THIRD AVE. NEW YORK OTY I ■■■ iiiuM iMM III— «■■!■■■■■ Ill 1 MM ■— i—iUli.iMH ■■ i1 tlii«iMi«i»W ■■■■ 111 ■■ ■■ 111 I I ■■ I 1 n|| +.—«- La Flor de Portuondo Established 1869 -+ GENUINE Cuban Hand-Made CIGARS The Juan F. Portuondo Cigar Mfg. Co. PHILADELPHIA M— 4 Say You Saw It in The Tobacco World OF ALL DESCRIPTIONS PACKERS EXPORTERS DEALERS IMPORTERS '« OUR OWN DOAVESTIC AND FOREIGN PACKING PLANTS ENABLE US TO /\EEX ALL REQUIRETAENTS. i ^. oGOHMAIS' C©l^fI%l3TK incorporate: 21 EAST4-OTH STREET New YORK CITY CABLE ADDRESS = REPUBACCO.N.Y. g^^ .~ ^tjS^ Cigar Manufacturer out of business offers for sale 12,500 Cidar Labels Santiai^o Buck, 5c. S. fii R.. 5c. Private Registered Brands Well and favorably known in Sweet Marie» 10c. Newark and all of Essex Co. 20 years of honest dealing be- hind these brands. All rights go with and owner will further interests of new owner. dLjust the thing for out-of-town dealer desiring to break into Newark and Essex County trade. dLMake offer. Sample labels on request. Gaf la Sumatra Company QUINCY, - - - FLORIDA Florida and Georgia Shade GroWn Wrappers We also sell the new "Combination** Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. EL TROVADOR. CIGAR MADE IN HAVANA A High Grade Imported Cigar made of the ftneit Vaelta Abjti Tobacco grown on the Island of Caha 93 SAN RAFAEL STREET HAVANA, CUBA CHARLES LANDAU & CO. 45 WALL STREET NEW YORK i S. LOEWENTHAL ^. LOEWENTHAL B I.OEWENTHA S. Loewenthal & Sons Importers of Havana and Packers of I eaf Tobacc 123 MAIDEN LANE, NEW YORK 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar that can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS ^WRITE XJS S. J. FREEMAN & SON 123 Maiden Lane, New York 4.—. ■■■■■■M^^iM^— mA HARRY BLUM Manufacturer of THE NEW NTHE NEW ^ ^ ATURAL BLOOM HAVANA CIGARS *** 122 Second Avenue New York City •{•— K'^'l Five Reliable Jobbers can secure exclusive di^ribution of an excellent Shadegrown brand retailing at I Oc and up. This brand is comparable with the finest cigars of the Shadegrown type. The label is attractive and the quality is convincing. The manufadurers are long e^ablished, and well and favor- ably known. This brand is not a Shelf- Lounger, and the opportunity is open only to such jobbers as are in a position to feature a good Shadegrown cigar. Address, SHADEGROWN. CO Tobacco World. -f Volume 39 THE TOBACCO WORLD Number 9 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tohacco Trade $2.00 a Year PHILADELPHIA, May ], 1919 Foreign $3.50 Clean-Up Of Trade Evils First Step For Defense Of The Tobacco Industry TO speak slightingly of a man, or a concern, or an in- dustry, even in a joking way, often has serious con- se(iuences. Even when the truth is spoken it is many times better left unsaid. A truth, or an untruth, told as a joke, is sure to be taken seriously by someone when it is repeated. And experience seems to prove tliat when anything that can cause trouble or un- plejisantness is spoken it is sure to be repeated. Tt may be that the recurrent attacks of profes- sional reformers, and even ministers of the gospel, on the tobacco industry started as a joke. There is nothing funny about it now and the trade makes a great mis- take in endeavoring to treat it lightly. ''It is understood,'' and ''I heard," coyer a multi- tude of sins and a legion of unadulterated liars. Tampering with the truth is a very dangerous pastime. If traced to the source many of the anti- tobacco stories would be found to have been built upon a slighting remark by some prominent person, and an alert space writer saw that the opportunity was not wasted. Shortly before he died the late Colonel Eoosevelt wrote a letter to a New York newspaper regarding the promotions of Major-Oeneral Leonard Wood and of noueral John Pershing. The story was still circulat- ing that Major-General Wood was the man whom Col- onel Roosevelt, while President, had advanced many l.oints over the beads of senior officers. Colonel Roose- volt wrote that ihc man he advanced over the heads of senior officers was General Pershing and not Major- Coneral Wood, but that the lie bad traveled so far and so fast that he had no hope that the truth would ever catch up. Anti-tobacco lies are travelling so fast that there is very little hope tbat the truth will ever catch up. Rut \ho tobacco trade papers, and others, will do w.H to give serious thought to glaring statements as to what the tobacco trade intends to do or docs not in- tond to do. A quick way to settle an argument is to announce that you can lick the world — if you are prepared to do it. It is very poor policy to announce that you can lick the world — if you are not prepared to make good on your challenge. The tobacco trade is not prepared to lick the anti- tobacconists nor is it even showing good judgment hi assuming a belligerent attitude. We do not mean to say that the trade is assuming a belligerent attitude, but some of the trade publications have printed state- ments that smack very much of it. We have tried to trace some of these statements, but found it to be like chasing the rainbow. In politics, where iha anti-tobacco crusade must have its crux, the wise politician never invites a battle with an opponent until he has ''put up his fences" so to speak. The tobacco trade is not going to invite a battle with its opponents until it has put up its fences. Not so long ago a statement was published to the effect that a million dollars was being put up to fight the anti-tobacconists. A million dollars has come to be spoken of as such a small sum that it is often mentioned carelessly, but we believe that if any such appropriation were a fact that the announcement of it would cost the cigar, cigarette and tobacco manufacturers twenty millions of dollars before they are through. Once the fact is established that the tobacco in- dustry is prepared to spend money to fight, and that it has a campaign fund for that purpose, the gates will be open to unlimited blackmail from every source un- der the heavens. The manufacturing industry is not so prosperous that it can undertake any such methods, at least not at this time. It is right that the trade papers should do their utmost to stop anti-tobacco propaganda, but there is such a thing as over-advertising a proposition. The trade and the trade papers are over-advertising the anti-tobacconists. THE TOBACCO WORLD THE TOBACCO WORLD .■■iiiilllinMMIIIIIIIIIMI''''""'''''""'"""""""''""'''"'''""'"''"''''"""''"''""""''"''""'''''"''"'"'''"""""'"'"'""''"^ The Tobacco Merchants' Association numbers among its members the representative mauui'acturers of the country. It can connnand the counsels of the abk'st men in the industry. These men, no doubt, con- sider the anti-tobacco menace a serious one. The best means to coml)at it are not to be arrived at in a day. It may be that the best means will not entail any burden on the editorial space of the trade papers. There are some things that the entire tobacco trade can do, and one is to play fair and square with the law; to keep neat and clean stores; to warn the careless smoker or chewer. It is the violated law, the man who tosses a match carelessly, the spitter who spits at random, the man who smokes where it is for- l)idden, it is these who bring down the wrath of the puritans. It is a mistaken idea that this is a free country. No country is free for a man or woman to do as he or she pleases. Freedom involves a consideration for the rights of others, and the real patriot knows this and shows it. The elimination of the liquor traflfic, if it occurs, will have come about through the abuse of freedom, because some men who have used liquor have infringed the rights of those who do not use it. Men wdio use tobacco and who in using it infringe upon the rights of those who do not use it are adding to the ranks of the anti -tobacconists. The editor of Tohacco recently brought out this very point, and it was wndely reprinted in newspapers and magazines of national circulation. The gospel for the trade to study is how to reform itself, not to have it forced upon them by procesa of law. The man who is earnestly working to reform liim- self gets more consideration than the man who elfcrs no acknowledgment of his own faults but rather struts about with a chip on his shoulder. The brunt of the anti-tobacco wave falls on tlio manufacturer. Jobbers, dealers, smokers, leaf grow- ers and trade papers are but tails to the manufactur- er's kite. The leaf men ought to be able to finance a cam- paign if it were a question of money — but we doul)t if it is, or that it is wise to print it. The jobbers and re- tailers will tight — but the manufacturers would have to hold the bag. The trade papers can stage a figlit— with the manufacturers' money. Therefore it seems to us that the manufacturer, who is most deeply interested, is best fitted to say just what the defense of the industry will be. And we venture a prediction that it will not con- sist of any page ads or front page editorials. To ad- vertise that the trade is getting up a fund for a cnni- paign to fight the reformers is to advertise to every blackleg in the country that a new species of sucker has been found. A good poker player never shows his hand until it has been called. The trade is not benefited in the least by eiiguiriiiJi: in a verbal battle with the reformers. What we need is constructive w^ork to help educate and inform williiu the trade, that we mav have intelligent co-operation when we undertake to defend the industry from an in- vasion from without. William Best, Sr., Dead WILIJAM BEST, SR., prominent citizen and busi- ness man of Chicago, founder of the Best & Russell Cigar (\)mpany, died at his home, 4620 Ellis Avenue, on Sunday, April 20, aged 77 years. Mr. Best was born in Canterbury, England, in 1841, and came to Chicago with his parents when he was eleven years old. At 16 years of age he entered the employ of the wholesale tobacco house of John C. Partridge & Co., as office boy. He was later made a junior partner and a fellow employee, W. H. Russell, was also admitted to partnership. Following the death of Mr. Partridge he became head of the firm and in 1S77 the company was reor- iranized under the name of the Best & Russell Com- pany, and the business was incorporated in 1ou agreeably, don't freeze him up with a chilly man- ner. He is coming more than half way. Make him feel that you are interested in him and willing to be his friend. Get up some enthusiasm in what he is talk- ing about. Don't act bored and try to convey the im- pression that you have seen everything before and can't be told anything more. You may have ai)proved of Willie Collier or Jack Barrymore in a blase part on the stage, but you can't get away with that stuff behind the cigar counter. It isn't the attitude that sells goods, however successful it may be in selling matinee girls. Show that you are alive and that you are full of human interest in everybody and in everything. Hard work! Of course it's hard work, but don't think for a minute that it isn't hard work for Collier or Barry- more to put over their acts, or for anybody to put over anything worth while. Don't wait just as long as you possibly can before meeting customers. Meet them just as soon as you can. Oo all the way instead of asking them to como half way. Their money is worth going after. When vou hold back, you put a crimp in the customer's intention to spend money. You can't make a spender out of n man by the hold-back method. Be alive and human and get next to customers just as quickly as you can. B. C. Keith Resigns From Revenue Bureau Washington, D. C. Barnett C. Keith, Deputy Commissioner of In- ternal Bevenue and in charge of the collection of to- bacco taxes, has resigned from the Government service to enter the i^racfice of law. Mr. Keith was head of the miscellaneous and sales divisions of the Bureau of Internal Revenue, and for sixteen months had charge of the enforcement of the laws and collection of taxes on tobacco and tobacco products. As head of the tobacco division, IMi'. Keith came in contact with many phases of the industry's activities, that division being charged with the adminis- tration of all law\s rcdating to taxes imposed upon to- bacco, cigars, cigarettes, etc. His work w^as unique in that, as deputy commissioner he was responsible, more so than any other individual, for the collection of the enormous and varied war taxes. He entered fhe (lovernment service in 1900 as a clerk at $900 ])er annum. It was due to his efforts that fhe great ol(M)margarine cases, under which fln^ (gov- ernment was being defrauded of millions of dollars m taxes, were uncovered and fhe iii'actice ended. C. L. L. Slogans That Help Sell By Clarence T. Hubbard LI TTLK pointed phrases of a pertinent nature, yet Jcontaining a thread of humor, will often i)rove ex- cellent advertising through their very brevity and clev- erness if arranged consistent with the business. A oood selling slogtin will frequently be repeated from one observer to another with very good cumulative ad- vertising reflection for the advertiser. In this direction the tobacco dealer has an excel- lent opportunity to apply slogans to his business as hi^, displays and advertisements are necessarily limited anyways. By placing a new slogan in his display win- dow each week a good advertising "stunt'' will be added to the selling plans of the store. Following are a f(>w original slogans that may be adapted to various disi»lays or used as a basis to work new ones from: For the exhibit of cigars placed in the window through a lay-out of boxes l)earing the particular brand JM'ing ])ushed: IF YOU DON'T CARE FOR A BOX AT THE THEATER— HAVE A BOX AT HOME. WE ARE RESERVING ONE FOR YOU. Then for various other window displays or for use al)ont the store interior these brief phrases can be snecessfully used: PIPE DREAMS ARE BETTER THAN NIGHT- MARES. WE FURNISH THE PIPES— GOOD ONES, TOO. GOOD FLOWERS LIKE GOOD PIPES MUST HAVE GOOD STEMS. OUR PIPES ARE DAISIES. THROW YOUR HAT IN THE RING— TRY SOME OF OUR B. J. TWO-PUFFS AND YOU WILL BE ABLE TO BLOW RINGS ALL AROUND YOUR HAT. OPPORTUNITY They do me wrong who say I come n(^ more When I knock and fail to find you in; l^\)r every day 1 stand outside your door. And bid you wake, and rise to fight and win. Wail not for precious chances passed away, Weep not for gohlen ages in the wane! Each night 1 burn the iveords of fhe day; \t sunrise everv soul is born again. — %' Wdlhr Mdlouc of Toiurssrc. THERE'S A SILVER LINING IN EVERY CLOUD OF SMOKE PUFFED FROM THESE SPECIAL PANATELLAS. KEEP THE HOME FIRES BURNING ALL SUMMER. THAT MEANS, SMOKE WILL- IAM'S PERFECTOS. YOU CAN BOWL A HIGH SCORE WITH ONE OF OUR MEERSCHAUMS. JUST ROLL IN SOME CUT PLUG AND YOU CAN MATCH A TEN STRIKE. WITH ONE OF OUR FRENCH BRIERS YOU HAVE AN EXCUSE TO GET PUFFED UP— WITH BOTH PRIDE AND SMOKE. "THE BEST CASE I'VE HANDLED TODAY," SAID DOC JENKINS AFTER OPENING OUR CIGARETTE CASE AND TRYING A PEELO. THERE'S ANOTHER CASE WAITING FOR YOU. , ASHES TO ASHES- DUST TO DUST, LIGHT ONE OF THESE AND SMOKE YOU MUST. TO KEEP GLOOM AWAY— SMOKE A CIGAR A DAY. BUT— CHOOSE THAT CIGAR WITH DISCRETION. WE KEEP CIGAR CUTTERS, PRICE CUTTER AND CUT PLUG. BUT WE DON'T CUT QUALITY OR SERVICE. THEY SAY THAT MONEY TALKS— BUT YOU OUGHT TO SEE HOW A GOOD CIGAR COUNTS! THINK IT OVER OUR CASE. Mr. Vasihdviki, a (ireek, urges that British and American manufacturers follow the example of the French and Italian governments and substitute ''Mace- donian" for ''Turkish" in naming and describing so- called Turkish cigarettes. American manufacturers re- fuse to acoede fo this re.|uest and (jnestion the ({reek's declaration that T.') ]>er cent, of the tobacco used in makin- these cigarett(^s is grown in (Jreek Macedonia nnd fhe rest in territory (Jreece hopes scxm fo alloxyed. — From Pnnfcrs Ink. 10 THE TOBACCO WORLD THE TOBACCO WORLD U iiiiiiiiiiiiiiiiiiii lllllllilllllllMllllllllllllllllilllllllllllllllllllllllllllllllllllllllllllllllMIIIIHIIIIIMIIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIHHIIIIIIIHIIIIIIIIIIIMIIIIIIIIH — IIIIHII 'iiillllllllMIHIIIIIIHIIIHIIIII'ltlll"!"""''""'''"'""'"''""""""""'""'"'"'""""'"""""""""''''"'''''"'"''""'"''"'"'" POINTING out nuinerous objoctiouable features in tlie new revenue regulations governing the sale of leaf tobacco and asking for a revision of the regula- tions, Charles Dushkind, secretary and counsel for the Tobacco Merchants' Association of the United States, has addressed the following letter to Conmiissioner lioper, of tlie internal iievenue Department; April 22, 1919. Hon. Dakiel C Ropek, Conmiissioner of Internal Rev- enue, Treasury Department, Washington, D. C. Sir : In re Leaf Tobacco Regulations {T. D. :Jdld). Referring to your new regulations covering Leaf Tobacco Dealers (T. D. i:81i:S) permit us to submit the following : Mindful of the necessity of providing regulations that would adequately protect both the Government as well as the honest tax-payer from fraudulent practices ot unscrupulous merchants, we can lind no fault with any reasonable regulation that may be essential for that purpose. Dut we respectfully submit that the reg- ulations referred to not only contain provisions that are unnecessary as protective measures, but they also contain provisions that are in fact impossible of per- formance, hence we are thus taking the liberty of di- recting your attention to some of the features of the new regulations which we feel are objectionable, namely: 1 . In the first place, under Article 3 the leaf dealer is re(]uired to describe '' accurately and fully each place where leaf tobacco is held by Jiim in storaye." This may be a very sim})le re([uirement for the leaf dealer who has but one storage place, located in the inune- dlate neighborhood of his place of business. He might readily describe his storage place as required by the regulation. But there are a great many leaf dealers whose business demands that they store their tobacco, fi(.m time to time, in numerous warehouses in differ- ent ])arts of the country, which warehouses they have l)erhaps never seen or which they probably have no (►ppoi'tunity of seeing. It also frecjuently happens that the railroad conqjanies are i)lacing shipments of to- liaceo ill warehouses without even consulting the leaf dealer but merely notifying him of the fact. Needless to say that under such conditions it would, of course, be unreasonable to describe ''accurately and fully each ]>laee where leal* tobacco is held by him in storage." •J. Article 4 provides for the filing of a bond, etc., giving the Collector of each disti'ict discretionary ])ower to fix the amount ol' the l)on(l recpiired. Such (liscretionai'v ])ower is indeed o])jectiona])le, for it may lead to abuse and discrimination. It may not only lead to discriminalion as lu'tween one collection disti'ict and another, but within the same collection disti'ict one dealer may succ<'ejection to the firm's many friends enjoying some of tiie good things which he finds time to pre- ])are for the Kraus & Co. house-organ. And it is only fair to mention that the Everett Press, Inc., of Boston, is printing the house-organ. As TIarry A. Earnshaw is vice-president of this concern and an expert in house-organs, as well as a cigar man of wide experience, "The Tn-B-Tween Times" is sure to be well looked after. 12 THE TOBACCO WORLD THE TOBACCO WORLD 13 iiiiiiiiiiiiiiniiiiiiiiniiiiiiiiiiiiiiHiiiuiiiiiiiiiiiniiiniiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiininiiniiiiiiiiiiiiiiiiinnniiiummiiiimnnn mim niiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiinim,|,,,„7; — ,",^,,,,iiiiiiiiMUiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMMiiiiiiiiiiiiiiiiiiiniiiiMiiiiiiiiiiiiiiiiiii«"""''"''''''"'''''''''''" The Tobacco Industry In Guatemala IN a rc'ct'iit coniinunicatioii to Commerce Reports, Walter C Tlmrston, secretary at the American Lega- tion at (iuateniala, says that (Juatemahi manufactures annually al)out 10(),UU(),0()0 cigarettes, worth approxi- mately $185,000 United States currency. The princi- l)al factories are in Guatemala City and Quezaltenango. The cigarette-making machines used in manufac- turing are largely (Jerman made, the most popuhir make being the "Calverlas,'' of which there are live in use. Only two American machines are at present in use, although American cutters, dryers, and other auxiliary apparatus predominate. The greater ])art of the tobacco used in the manu- facture of these cigarettes is produced in Honduras, although a moderate amount is raised in Guatemala. ( )ne comi)any imports a small quantity of Virginia lol)acco for mixture with native leaf. The quality of the Guatemalan cigarette is not very high. It is es})ecially unsatisfactory to the for- eign smoker, being considered too dry, tasteless, an Vesey Street. Manuel Perez will be in charge of the New Y'ork office. The American Sumatra Tobacco Company, at East Hartford, Conn., has placed an order for the furnish- ing of 3000 ventihitors for its sheds in the Connecticut Valley. They will be in place before the harvesting time of the 1919 crops. The Tannenholz Brothers' store on Thirty-eightli Street, just oif Sixth Avenue, New York, has been made additionally attractive by a handsome electric sign, which signals to passer sby that within may be found the famous ''Gato" cigar. Henry H. Hunter, attorney for the Independent Ketail Tobacconists' Association, is one of the most active defenders of the tobacco industry against the onslaughts of the reformers. He is giving generous support to all movements for the defense of tobacco. The Park Tobacco Corporation of Newark, N. J., has been incorporated with a capital of $50,000, witli Jieadquarters at School and Wickliffe Streets. The in- corporators are Daniel B. Diss, of Newark; Harold Adams, of Jersey City, and Lloyd S. Blount, of Jersey City. Garrett H. Smith is acting chairman.of the Victory Loan Committee of the Art Branch, which includes the lith()grai)liic industry. He is devoting his entire time to duplicating the successes of the lithographic indus- try in ])revious loans, when in each case they exceeded their quota by a handsome sum. The National Association of ^lanufacturers will hold their annual convention, May 19, 20 and iM, 1919, at the Waldorf-Astoria Hotel, New York City. The an- Jiual baiKpiet will be held on Wednesday eveniiiL*;, May 21, when Miles T. Poindexter, V. S. Senator from the Stale of Washington, wnll be one of the speakers. Effective May 1, the General Cigar Company will take over the business of Charles Gross & Company, of 111 North Fourth Street, Philadelphia. This com- panv has been active in the distribution of *' Robert P)urns," ''Little Bobbie" and ''Owl" brands of the (leneral Cigar Company. It is understood that the new owners will locate the company in their buildins: al Gii-ard Avenue and Fourth Street. The annual meeting of stockholders of the Aiaeri- can Snulf Company will be held at the office of tlic com- pany, 15 Exchange Place, Jersey City, N. J., Tuesday May G, 1919, at 2 o'clock, P. M. The Morris Tobacco Company with a capital of $30,000 has been incorporated in Providence, li. 1. Tlio incorporators are Charles IL Marse and Harry Al. Gronfein, Providence, and George L. Symonds of New York. Application is to be made May 13 for articles of incorporation of the firm of Bobrow^ Brothers. Tlic in- corporators are Harry Bobrow, Charles Bobrow, and Sara Bobrow. The policy of the firm will remain un- changed. The Sterling Tobacco Company, Inc., has ope nod for business at 1422 Sixth Avenue, Seattle, Wash. Tho company will do a wholesale business in tobacco and confectionery. The incorporators are J. E. Beardsleo and W. M. Carter, of Seattle, and H. D. Bracken, of Pennsylvania. The Chaflakos Brothers are promoting the build- ing of a $300,000 tobacco factory at Woodland, Cal. It is not easy to get information as to the progress of tobacco growing in California but this is an indicjitioii of success. It seems that in some districts the grow- ing of cigarette tobacco has been a good success and in others a failure. Some of the big interests are (ex- perimenting in various sections. The Kentucky Loose Leaf Tobacco Warehouse- men's Association was formed at a meeting held re- cently at Louisville. The object of the association is to appeal to the growers by pamphlets and personal persuasion to reduce next year's tobacco acreage 1" a reasonable level. Silas Shelburn, of Lexington, \vas elected president of the association; J. B. l>owliii.i;", of Owensboro, vice-president, and N. I. Buster, of Hai- rodsburg, secretary-treasurer. In the Fifth Liberty Loan Cami)aign, the city li is been divided into nine zones by the tobacco trad;'. N'l- son F. Eberbach, of A. P>. Cunningham & Company, is chairman of the team re])resenting cigar jobbers, pip*'!^ and cigarettes; l>en K. Liehty, of the manufactui'evs; E. A. (^alves, of the loaf tobacco team. Charles d. Eisenhdir is chaii'man of the General Cigar and To- bacco (Jroup, No. 4, and Horace H. Leach is chaiim m of the Pliiladcdphia Cigar and Tobacxio Associati"U team. THE TOBACCO WORLD 15 Washington, D. C. Tl 1 V] annual report just issued by the Bureau of In- sular Affairs of the War Department shows that i)i'osperous conditions continue in the Philippine Islands, together with increased commercial and m- dusuial activity. The total imports during 1918 amounted to $98,599,212, and exports to $135,194,482, establishing new high records for the islands. The cigar trade continued to reflect chiefly the in- creasing American demand. Though there was also a iiioie normal trade with other countries as a whole than has prevailed during the war, the important in- crease was in shipments to the United States, which ri>])resented about two-thirds of the total quantity. The ex('( ptionally small trade in unmanufactured tobacco ill 1917 was succeeded by much the largest ever re- corded. Purchases by the United States were about the same, but shipments to Spain which declined to nominal proportions in 1917, though they normally dominate the trade, were resumed on a large scale early in 1918, and the returns as equalized between the two years show still a highly satisfactory volume of ex- ports for each. The following tables show the export business of the islands during the calendar years 1917 and 1918: Tiuelve Months Ending December, Quantity. Quantity. 1917. 1918. Cigars, 284,525,000 359,665,000 United States, 202,199,000 248,748,000 Australasia, 5,518,000 6,473,000 British E. I., 9,688,000 12,144,000 China, 24,673,000 32,349,000 Other Countries, 42,447,000 59,951,000 Unmanufactured To- bacco (Lbs.), 15,134,299 56,705,383 United States (Lbs.), 6,797,937 6,519,584 France (Lbs.), 3,913,590 9,395,192 Spain (Lbs.), 2,750,653 37,497,839 Other Countries (Lbs.), 1,672,119 3,292,768 All Enemy Trading Lists Are Withdrawn Washington, D. C. Aid. enemv trading lists heretofore issued or com- |)iled by the War Trade Board have been withdrawn idled ive April 29, according to an announcement just made by Chairman Vance C. McCormick. All disal)ili- ties heretofore attached to trade and communication with persons included in these 'lists have ceased to operate and all persons in the United States now aidhorized, subject to the other rules and regulations of tho War Trade Board, to trade and communicate witli all persons outside of the United States with whom tr.ide and communication is prohibited by the Trading with the Enemy Act. The lifting of these restrictions does not modify or affect in any respect, however, the present restric- tions against trade and communication between the United States and Geraiany or Hungary, nor does it authorize trade with respect to any property which heretofore, pursuant to the provisions of the Trading with the Enemy Act as amended, has been reported to the Alien Property Custodian or should have been so reported to him, or any propei-ty which heretofore the Alien Property Custodian has seized or has re- quired to be conveyed, transferred, assigned, delivered or paid over to him. This action is taken by the United States Govern- ment concurreutlv with the Allied Governments. The latter, with the tfnited States, have reserved the right to re-issue tho Enemv Trading List and to revive the various disabilities that were attached to trade and commerce should such action become necessary. Holland Proposes Tax On Raw Tobacco Imports In making a public statement of taxation policies wiiich he intends to pursue, the new Minister of I'iiiancc, of Holland, recently stated that he intended to levy an import duty on raw tobacco. The size el" this proposed import duty was not mentioned and is believed to be veiy small, possibly not as much as ten per cent.; nevertheless an active campaign lias de- veloped against this plan. Banks, Dutch East Indian toijiicco companies, and tobacco merchants and brok- er,^ are .ioining in protest. It is pointed out that Apisterdam was formerly the most important tobacco niMvket of the world. Tobacco from all parts of the world could be bought in Amsterdam in peace times from samples on exhibition with the large brokers there. During the war Amsterdam's activities as a tobacco market have practically ceased. One of the important causes of this change is that the United States, which was formerly one of the heaviest buy- ers on the Amsterdam market, is now purchasing direct from the Dutch East Indies. It is felt that Amsterdam will never recover its former importance as a tobacco market if a duty is charged on imports. In all prob- ability the proposal will be abandoned. 16 THE TOBACCO WORLD iiiiiiiiimiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiniiUHi iiiiin » „ , iimiiiiiiiiiiniimiiiiiiiiiiHimm niiiiiiiiimiiii iiiiiiiiiiiiiimm immiini uiiiiiiiiiiiiiin,,,,, „,„ _ TllK following information is taken from the trade reports of the Bureau of Foreign and Domestic Commerce, under date of April 23, 1919. Algeria is an important tobacco-growing and manufacturing country. During the year 1915 Algeria manufactured 45,000,000 cigars, of \vhich 12,000,000 were exported; 101,000,000 packages of cigarettes, of which 66,000,000 packages were exported; and 111,- 000,00 packages of smoking tobacco, of which 38,000,- 000 packages w^ere exported. The manufacture of chewing and simff tobacco amounted to 242' metric tons. The native tobacco is neutral in quality and re- quires mixture wdtli American or other varieties to give it character. There is also a considerable demand for foreign tobacco ])roducts, and this demand is increased in nonnal times by the several thousand American, British, and continental tourists who come to Algeria in the winter months. Foreign tobacco is supplied prin- cipally by British firms. American products are, how- ever, favorably considered and might enjoy a large sale if active stops w^ere taken to introduce them. In Italy, the consumption of manufactured tobacco is very large and American cigarettes are a favorite. But tobacco is a government monopoly and any firms desiring to sell in this market shordd take the matter up with the representatives of the Italian Government in America. Most of the tobacco used in the manu- facture of Italian-made cigars and cigarettes is Ameri- The importation of leaf tobacco during can grown. the first six months of 1918 amounted to 2,095,218 kilos of a total statistical (customs) valuation of 7,626,59' lire ($1,471,932). Of this quantitv 1,620,333 kilos came from the Ignited States, 339,896 kilos from Asiatic Turkey, 134,925 kilos from dreece, and 64 kilos from Tripoli. During the second half of the same year 1,490,638 kilos of leaf tobacco entered through the port of Naples alone, ha\nng a statistical value of 5,421,922 lire ($1,046,431). The United States supplied 1,478,- 195 kilos of this, Rhodes and Asiatic Turkey 8860 kilos, and Tripoli 3583 kilos. The Government supply of cigarettes has not been equal to the demand in spite of the fact that a larL'e number of • cigarettes have been distributed freo by the American Bed Cross and the American Y. M. C A. The sliortage has been partly due to the necessity of sending large quantities to the redeemed Provinces Several times the individual purchaser has been limited to two packages of cigarettes at a time, and lines of eager applicants are often seen in front of the dis- tributing shops. It is probable that the Italian Gov- ernment would be disposed to make purchases of American brands to augment the present limited sup- ply, or to give contracts to American firms to make Italian brands. In Japan, owing to the fact that the Bureau of Monopolies of the Japanese Government's Department of Finance, which directs the importation and sale of all foreign tobaccos, encourages the Japanese to smoke only domestic tobacco or cigarettes locally made from cheap imported tobaccos mixed with the domestic product, the sale of foreign manufactured goods of this kind is very limited. Japanese brands of smokiii<; tobaccos, such as Hagi and Ayame, sell for 3 to 4 cents j^er ounce ; cigarettes of domestic manufacture are of- fered at from 3 cents for packages of 10 each to 20 cents for packages of 50 pieces. Imported tobaccos l^ay a duty of 365 per cent, and are very expensive, typical prices for smoking tobaccos ranging from 92 cents to $1 .62 pei one-fourth pound and cigarettes from $1.25 to $4.50 per 100. Manila cigars sell at from 4 to 20 cents each. The average purchasing power of the Japanese is comy)aratively low, and foreign tobaccos sell only among the few thousand foreigners and amoni? those w^ealthy Jai)anese who have acquired a taste for them. The tobacco for which the greatest need is felt is some moderate-priced smoking tobacco; and such a brand, if it would appeal to both American and Kn«:- lish tastes, should find a ready sale among the forei,2:n residents, who for the past two years have been paying enormous prices for brands which do not suit their tastes. All negotiations should be with the Japanese Monopoly Bureau mentioned above. Belgium's Pre- War Leaf Imports Washington, D. C. Coincident with the removal by the Belgian Gov- ernment of all import restrictions on tobacco, the vol- ume of trade of American exporters in that country is of considerable interest. Prior to the war our exports of leaf tobacco to Bel- gium averaged about 10,000,000 pounds a year, with a value of approximately $1,000,000. The war, of course immediately stopped the flow of tobacco into the country, the imports for the fiscal year ended June 30, 1915 (the first year of the war), being but 1,131,439 pounds, with a value of $141,342. It is expected, how- ever, that the removal of restrictions will result in the trade again assuming i)re-war proportions in the near future. The following ta])le sliow^s the leaf tobacco exports fnmi tliis country to Belgium during the three fi^'cal years immediately preceding the war: Pounds. Value. 1912, 10,072,410 $1,052,466 1913, 9,892,731 1,036,274 1914, 11,585,811 1,413,971 C. L. L. Say You Saw It in The Tobacco World 17 Ca»t See A Thing But DoUars! THAT'S what happens when a cigar manufacturer who has been doing his stripping by hand sees the UNIVERSAL STRIPPING AND BOOKING MACHINE demonstrated in his own factory and with his own tobacco ! Onll^r^^ He sees this machine, operated by one girl, doing the work LfUIIdl ^ . ^^ ^^^^^ hand-strippers, releasing the other two workers for more important duties— and he's figuring on the saving this will mean in a year. rinl XrV^^ He sees the tobacco as it comes from the machine, clean cut, LJUIKXI ^ . ^j^j^ ^^ ^^^^^ fj.^j^ ^^^j.g^ ^j^j j^Q curled tips—and he figures the saving in raw material. rinll^r^V He notes the careful, smooth booking of the tobacco, and U%JllCll^ • realizes that it will increase each man's output of cigars from 35 to 50 a day. He figures on increased profit from greater output— saving in overhead through saving in space freedom from irregularities due to sick or incompetent hand-strippers. rirfcll^l r C 9 Ask for a demonstration in your own factory, with your own LfUIiai^ * tobacco, and you will see dollars too! Any factory employ- ing five or more cigar-makers calls for the Universal. If there is money in cigars, there is bigger money in more and Aeuer cigars when produced at lower cost. Send for catalogue, price list, and demonstration without obligation todap. Universal Tobacco Machine Co. 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murrain St, Newark, N. J, 18 Say You Saw It in The Tobacco World THE TOBACCO WORLD 19 SHADEGROWN Connecticut^ Florida Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them} American Sumatra Tobacco Co 142 Water St., New York City LEAF MARKET JOTTINGS IN Jjaiicaster County, after all the fuss and flurry and big" talk, and organization, it is reported on good HUlliority that the growers are showing samples to the local packers and offering to sell at practically what tlic packers are willing to pay. The conclusion of the contest, or its break, is entirely logical and is hardly fair to charge either side with trying to get the best ol* llie other, except as happens in every business diclvcr even over a mule. ( I rowers who held out for twenty cents are said to 1)0 selling at fifteen or less, and while 60 per cent, has lu'cn sold, the remainder of the crop is not being taken with any degree of activity in spite of the low prices. Prices are ranging from ten to fifteen cents ac- (M)i'(liiig to quality. (J lowers now have their seed beds planted and a considerable decrease has occurred in the amount of seed sold. There are many growers who believe in late planting, but it seems a sure thing that less tobacco will be grown in Lancaster County this year than in rocont years. The l)uyers who held off this year are smiling, for it is said that tobacco being purchased to-day for ten [\\\i\ twolvo cents is as good as that which sold earlier \\\ eighteen cents. The Wisconsin crop is about 75 per cent, sold, and tlu^ balance is being sold for almost any price. The Wisconsin Tobacco Reporter, in reviewing the situation, says: *'It is admitted by all sides that Wis- consin produced too much tobacco in 1918 — more cigar leaf than was needed under normal manufacturing con- ditions and especially when the production of cigars de- clined from pre-war figures. The present unsatisfac- tor>- condition of the market for the remaining frac- tion of the 1918 crop will certainly have an influence in curtailing the acreage of the coming year. But this of itself may not be sufficient to reduce the production to the years of 1915 and 1916 when it ranged around 4(),<10U acres in the state. The great menace to re- munerative prices for the present year will be the size ol the crop planted. A cut of twenty-five or thirty thousand acres from that produced in 1918 would do more to stabili/.e prices than anything that can be done J<1 the present time.*^ Tli(> dimcully, as outlined by the editor, is the same tl!;.t obtains (dsowhere, that every grower expects his niii-hhor to make the needed cut in acreage, and fur- tl) r, that tho gi'owers who have been getting all sorts '»! i.iices for all sorts of tobacco, need to wake up to til" realization that tliat period has passed. Now that th > war is over, if it is, or when tlie war is over quality ^\i11 be (lenianright tobacco, with 1 per cent, in the discard. In North Carolina, 84 per cent, was Old P.i-ight and on per cent. New Bright. In Kentucky, B>urloy claimed 44 i)er cent.; Stem- mimr Tobacco, 18 per cent.: One-Suck(>r. 16 per ciMit., to Paducah, and 18 per cent. U^ Clarksville and Uo])- kinsvill(\ 20 THE TOBACCO WORLD Back to the desk after lunch Light a Lucky Strike cigarette — the real Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE Open your package this cigarette It's toasted. Try the real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. It*s toasted If^jC^Iw^c^ Say You Saw It in The Tobacco World 21 "T.muiiiitim""""'"""""""""""""""""""""""" niiiiimiiiiiiiiiiii iiiiiimiiiiiiiiiimiiiiiiiiii Foreign Buyers Waiting Baltimore, Md. IHiAT foreign buyers have held oft' expecting to see American exporters undersell themselves in the strenuous competition which was expected to follow tlic war, was the opinion expressed here by Mr. Mci'iite (lonzales, speaking before the Importers and p]x))()rters' Board of Trade at Kmerson Hall. Mr. (ionzales spoke as the representative of the Mercantile Bank of the Americas, and emphasized the iin]K)rtance of extending credit in developing foreign business at this time, and warned business interests of tlie dangers of constricting trade in general. "The wider distribution of wealth in foreign coun- tries," said Mr. Gonzales, "must precede any great de- vel()])ment in our export business. Much of the pros- perity abroad is due to rise in raw materials concen- trated in the hands of a few. The Y)eople, except in few cases, have not benefited by such high prices. When this has taken place and ^vhen American exporters have seen fit to make liberal extensions of credit, T predict the greatest boom in foreign conunerce that this coun- try lias ever seen. "The horizon is clouded with fears, wiiich are kee])iiig trade more or less in a state of partial parab'- zation. We have all been disappointed when the cessa- tion of hostilities not only did not bring us a flood of orders from all over the world, but to the contrary brought us cancellations bv thousands. "Very few people can explain why things were so reversed. The different opinions expressed, far from cxi)laining matters, only tend to move confusion. "T am afraid T am only going to add to this con- fusion in expressing my opinion as to the cause of the present stagnation. But T can at least think with my own head and make deductions from my own observa- tions. ( "We all know that during the war almost all stocks of foreign merchandise have been more or less con- sumed. Difficulties in procuring credit and transpor- tation, export restrictions, shortage of some manufac- tui-ers and disturbances of exchange liave prevented the |HM)])le of all countries from importing enough goods foi" actual consumption, and almost all merchants have beeji clearing up their stocks of goods salable and un- salable at very satisfactory prices. ''They should be, therefore, to-day in a splendid position to buy again. Tn fact, T believe they are. But tlie\ have been paying fancy ]irices — war prices, and they (expected that almost at once the excess price would be eliminated and that they could buy much cln^iper. ''Precaution or natural connnercial instinct warned theni to keep away for awdiile. They all knew that Kuv ope, in spite of statement to the contrary, could not su])]»lv any quantity of manufactured goods for some tinK\ They also knew that ships could not be released at once for peace time trade. And it was not on our Kuro^ioan competitors that they counted at all. "They expected that American exporters conhl inidersell themselves and that tlie best policy was to wait. They are still ^vaiting because the fall in prices has only shown its teeth, and has become effective only on \^xy few articles. '■■«-' 22 Say You Saw It in The Tobacco World Say You Saw It in The. Tobacco World 23 Copyright 1919 I^ifiiett *• Myers Tobacco Co. This picture meant so much to us that maybe you will study it and read the verse— and fill y.our pipe with Velvet— the friendly tobacco— aged in Nature's way— the right way. ^'(.^y^TJ^f*^'^!^^^'*-^ t/^^o-co* C»- True, the music 'of his organ ain't the best that could he played. And it's full of sounds that oughtn't to be in it- I'm afraid. But the kiddies here enjoy it from the time its first note starts * Cause they've got the joy of livin' sunk way deep into their hearts. Now, us grown folks, too, can learn the way to stand for life's discord If we'll only keep the joyousness of livin' in us stored. An' our pipes will taste the sweeter an' the world will seem true blue If we live our lives like Velvet, natural, friendly, pure — all through. %i^S^ "Because they are waiting, manufacturers also are wailing, and they are keeping tlie unemployed waiting jilsu, and altogether are producing an unpleasant and nerliaps alarming restlessness in trade. ''They cannot wait much longer, as the people do not ^^^V consuming, and they must have goods and imp'' iters will have to provide them. 'The desire of foreign buyers to turn their trade back to Europe in avenging our impertinent demand for cash during the war has also a lot to do with this situation. "Those who had long standing credits in Eng- land, 1^'rance, and Germany and at the same time were refused even a fraction of such buying facilities here, wlu'ji they needed them, became utterly disgusted with our narrow-mindedness and made up their minds that as suon as Europe was on its feet again they would get t\en and in a way they are trying to do so. 'We have been more reasonable during the last two > cars by extendmg some credit and we have made a few more friends, but these are certainly not going to pay any more than they have to, and only as soon as they are convinced that they cannot buy cheaper elsewdiere. "Then the question of exchange is a very serious one and is hampering trade everywhere. "After the Peace Conference has scuttled the polit- ical and geographical problems, the social and indus- trial problems will have to be disposed of, and then, when all is quiet, the world will think about stabiliz- \\\% its finances — its different moneys and the excliange of values. "Until then we will have to trade, adjusting ex- changes with each country individually, but on the basis of unknown factors. It may be that some Internationa arrangement will settle the matter sooner. In the meantime, during six months or two years, or more, no one can tell what any money is going to be worth an}w^here. "J low can trade be resumed and developed under such uncertain conditions! How can people buy, as was customary, and as it should be, for an advance of actual needs if they do not know how much of their money they will have to pay? How can credits be ex- tomh'd in other than dollars if there is any uncertainty ill icgard to the rate of conversion a few weeks or moi'tlis after? These are some of the questions which thi- countrv will have to work out in the immediate hit' U'C. >> ENEMY TRADING LIST WITHDRAWN Acting concurrently with the competent authori- ties of the Associated Governments, the War Trade J^onrd announce that on April 29, 1919, all Enemy Trading Lists heretofore issued or compiled by the War Trade Board will be withdrawn. On and after April lM), 191<), all disabilities heretofore attached to tiaiii' nnd coniiimnication with persons included in such ''!^1^ shall cease -to operate and all persons in the ^ "i: 'd States will be authorized, subject to the other 'iih and I'egiilations of the AVar Trade Board and ex- ^t*])! as hereinafter provided, to trade and communi- ^"itc with nil persons outside of the United States with ^vIk.ii trade and communication is prohibited by the Tia, Total, Cigars (small). Cigarettes ( small) , Feb., 1918. Feb., 1919. 5,200,000 10,125,200 6,075,600 21,400,866 400,000 150,000 2,000 597,475 994,325 75 1 ,593,875 2,254 Tax-paid tobacco products from the Philippine Islands for the month of January : Products Cigars (large) Class A, dass B, Class C, Class T), Class E, Total, Cigarettes (small), Tobacco (manufactured), lb. Jan., 1918. Jan., 1919. 11,731,390 7,635,592 724,570 10,150 6,150 20,107,852 823,561 1 ,680.700 19,335,470 760.285 21 ,776,455 518,029 1 CIGARMAKERS LOSE STRIKE The strike of the cigarmakers at Tampa, Fla., wns called off on April 23. The trouble was caused by a svmpatliv strike to suT)port the striking elevator at- tendants. It was ordered by labor agitators, ami it is said that the cigarmakers protested against it. I Ih| men made no demands, hut returned at the old scaic withmit any negotiations. . The manufacturers were firm, and public opnnoTi, always a factor in such matters, was very, stroniriy against the strikers. The Largest Independent Dealer and Exporter of American Leaf Tobacco in ttit United States. G. O. TUCK & CO. INCOKPORATED LOUISVILLE, HY.. - - U. S. A. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. + — -'■ ■■ III m ■>■ CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. •••— M^— ••- FOR SALE FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN WANTED SALESMAN WANTED TO CARRY LEAF TOBACCO SIDE LIXE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box 301. care of "Tobacco World." BUSINESS OPPORTUNITY I have a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. I am using practical model, which I will exhibit at interview. Charles Meissner. 4841 Melrose Street, Frankford, Phila., Pa. FACTORY WANTED FACTORY WANTED— SMALL SUCTION PLANT WANTED in Pennsylvania, First District preferred. Give full particulars. Address Box 300, care of "Tobacco World." WILLIAM H. FLECK DEAD AVilliam IL Fleck, a member of the Fleck Cigar Company, of Reading, Pa., died during the first week of Ai)nl at Hollywood, California. Mr. Fleck had been ill Cnlifornia for several months on account of illness. Mr. Fleck is survived by his wife and two daughters, Ills fatlier, Charles Fleck, one brother, Daniel F. Fleck, and two sisters, Mrs. David D. Sulkis and Laura Fleck. Your Prospective Customers •re listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suegestions how to advertise and sell profitably by mail. Counts and pricea piven on 9000 differ- ODt nalional Lists, covering all classes; tor instance, Farmers Noodle Mfrs., Hardware DIrs., Zinc Mines, etc. TAis valu- ^tble Reference Book free. Write for it. SOji Saves Dollars on Your Purchases Ctt KTeral quffations on what you buy. It will save many dollars. For 50c (coin or stamps) we will send a few names of manafacturers, jobbers, dealers, or individuals who sell what you want to buy. Ross-Gould Icnlivijg is- E. H. GaXO CIGAR COMPANY FOR FORTY YEARS THE STANDARD Br Which CUv HavMi* Cisan Are Jiadasd Write for Op«n Tairitory Factorr: Key West, Fie. New Yorit Office; 203 W. Broadwer 4* a. I -«■ ■» ■■ ■■ n n^»»«— in|t 1 MACHINERY and SUPPLIES for Cigarette Factories J New York Cigarette Machine Co., Inc., I 25 ELM STREET NEW YORK, N. Y. «|»ll^— ■H^-.K «■ ■■ -••—••^— ••—•*— ■•.^••— «■—«■- T. J. DUNN (a CO. MaKwrs of The New Bachelor Cigar East End Avenue and Slst Street, New York xSs-"^— * -^— i •\Tjt, 1 )f ^A Free! SAMPLES Free! AsIc and You Will Receive ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece. Cork or Plain Tip I. B. Krinsky, Nfr. 135 Grand Street New York LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertisins Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., - ■ . - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — K.appees — High Toasts Strong. Salt. SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New Yerk 30 Say You Satv It in The Tobacco World Tobacco Merchants' Association Registration Bureau, ^Ew1oRK?rY Schedule of Rates for Trade-Mark Services Effective April 1, 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer, 2.00 DupUcate Certificate, 2.00 Note A— An allowance of $2 will be made to members of the Tobacco Mer- chants' Association on each registration. Note B— If a report on a search of a title necessitates the reporting of more than ten (10) titles, but less than twenty-one (21), an additional charge of One Dollar ;$1.00) will be made. If it necessitates the reporting of more than twenty (20) titles, but less than thirty-one (31), an additional charge of Two Dpl/afs ($2.00) will be made, and so an additional charge of One Dollar ($1.00) will be nade for every ten (10) additional titles necessarily reported. REGISTRATIONS 8-C: — 41,056. For cigars. September 24, 1918. Yocum Bros., MAXIMO GONZALEZ' HAVANA SMOKER:— 41,059. For all to- bacco products. April 7, 1919. The Robert Mugge Co., Tampa, Fla. .H. S. ROOSTER: — 41,060. For cigars, cigarettes and tobacco. March 27. 1919. Krost Cigar Co., Chicago, 111. H. S. CLUB: — 41,061. For cigars, cigarettes and tobacco. March 27. 1919. Krost Cigar Co., Chicago, ill. CHICAGO SENSE: — 41,062. For all tobacco products. April 3, 1919. The Moehle Litho. Co., Brooklyn, X. Y. CHICAGO WETS:— 41,063. For all tobacco products. April 3, 1919. The Moehle Litho. Co., I'.rooklyn, N. Y. STEADY:— 41,064. For cigars only. February 5, 1919. American Litho. Co., New York City. SOPWITH: — 41,065. For all tobacco products. April 8, 1919. American T,itho. Co., Xew York City. COMMANDER BENJAMIN ROBERTSON:— 41,066. For all to- bacco products. April 9, 1919. American Litho. Co., Xew York City. BOUQUET DE F. CASTANY:— 41,067. For all tobacco products. April 9. 1919. F. Castany & Co.. Chicago. 111. COMMANDER GRIEVE:— 41,068. For all tobacco products. .\pril 9. 1919. American Litho. Co., Xew York City. MAC KENZIE GRIEVE:— 41,069. For all tobacco products. .\pril 9. 1919. .\merican Litho. Co.. Xew York City, LA FLOR DE MAXIMO GONZALEZ & CO.:— 41,070. 1 or all tobacco products. April 11, 1919. Robert Mugge Co.. Tampa, Fla. CLOVER FARM:— 41,071. For cigars, cigarettes, cheroots and tobacco. April 11, 1919. The Higgins-Babcock-Hurd Co.. Cleve- land. Ohio. PARKMONT:— 41,072. For all tobacco products. April K-5. 1919. American Litlio. Co.. Xew York City. PARKDALE:— 41,073. For all tobacco products. April In, 1919. American Litho. Co., Xew York City. AIR PILOT:— 41,074. For all tobacco products. April 10, 1919. American Litho. Co.. Xew York City. SEALTIGHT: — 41,075. For all forms of manufactured tobacco. April 10. 1919. P. Lorillard Co.. Xew York City. SICONY:— 41,076. For cigarettes. April 9, 1919. K. M. .Stone Importing Co., Xew York City. FOURTEEN POINTS:— 41,077. For cigars. April 12, 1919. G. .\. Kohler &- Co.. Yoc, Pa. HARRY G. HAWKER:— 41,078. For all tobacco products. April 8. 1919. American Litho. Co., Xew York City. CAPTAIN HAWKER: — 41,079. For all tobacco products. April 17. 1010. American Litho. Co., Xew York City. FREDERICK P- RAYNHAM: — 41,080. For all tobacco products, .April 17. 1919. .\merican Litho. Co., Xew York City. MARTINSYDE:— 41,081. For all tobacco products. April 17, 1919. American Litho. Co., New York City. TRANSFERS TIMES. For cigars, cigarettes and tobacco. Registered October 26, 1909, by Charles Landau, New York City. Was transferred to Nicholas de Marco, Paterson, N. J., and re-transferred to the Times Cigar Co., Inc.. Paterson. N. J., on April 4. 1919. CAPTIVONS:— 29,671 (Trade-Mark Record). For cigars, ciga- rettes and tobacco. Registered February 29. 1904, by A. E. Russel, Tampa, Fla. Transferred to San Carlos Cigar Co., Tampa. Fla., on April 7. 1919. EL VARITA:— 15,508 ("Tobacco World"). For cigars, cigarettes and cheroots. Registered February 22, 1908, by .Central Litho. Co., Cleveland, Ohio. Transferred to The E. Treuhaft Cig. Co.. and re-transferred to the Web Cigar Co., Cleveland, Ohio, on April 7, 1919. TOBACCONISTS in the vicinity of Xavy yards and shore stations report a sudden increase in their sales of chewing tobacco, due to the order reci'uth- issued prohibiting' smoking within the confines of yarcls and stations. The order was issued l)y Assistant Secretary of the Navy Franklin D. Roosevelt as a precaution against tires, several small blazes having recently oc- curred through carelessness in disposing of lighted cigarettes and pipes. As a result of the order, dealers near such places expect that their sales of smoking tobacco duriiii^^ the day hours will fall off considerably, but expect that the increased sales of chewing tobacco will offset the loss. It is understood that fire insurance comj^anies making inspection of plants now pay more attention to smoking rules than used to be the case and a nuinlier of large plants where inflammable materials are used have issued orders that smoking within the plant must cease. Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY, Inc. 216 WEST 18TH STREET . NEW YORK *• ■ LITIIOGKArilER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City -« »— - ■•— '—' '«!« IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City mmm^—n n ■■ ■■ «» ■» " ■" " "■ mmt ■■- •«.■—.•- The Tobacco World 1 Established 1881 Volu me 39 May I, 1919 No. 9 TOBACCO WORLD CORPORATION Ptiblishcia Hobart Bishop Ilankins. President H. H. Pakradooni, Treasurer William S. Watson. Secretary Published on the Ist and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter, December 22, 1909. a*^ ^_'''' Post Office, Philadelphia, Pa., under the Act of March 3. 18 1*. PRICE: United States. Cuba and Philippine Islands, $2.00 a year. Canadian and foreign, $3.50. TERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufadlured exclusively by 4ey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higtiest Quality SELLING AGENTS ADOLPH FRANK4U Sl CO., Inc. 129 Fifth Avenue, New York SELLING REPRESENTATIVES K. C. McCuUou^h & Co., Inc. - - Manila, P. I. K. B. B. Co. (Canada) Ltd. ... Montreal .1. W. Streider Co. .... Boston, Mass. OSCAR PASBACM, Pres. J. A. VOICE, Secy. & CtNL. Manager rx__. = ._• eiir _ . ii ^ JiW-_ -r-T-TTTT ^LITHOGRAPHING CO. inc. ^ RT |lTM©©im^PIHIIlSl,S 25T»^ St.Cor. of IIT'^AVE. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING a .~ ■t I I GARRETT H. SMITH, !^.^--.^r».-?Jr- CONPANIA LITOGRAFICA DE LA HABANA Finest Imported Cigar Band* and i abeU. Also GUMLESS Banda NEW YORK OFRCE (Plione. Stuyvesant 7476) 50 Union Square | ■ — ■ ■>■■ — — «*• THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS ^v AND .^ or-pi-iCK CLARENDON ROAD «. EAST 37"^ 5T. BROOKLYN, N.Y. BRANCH OmCC 170 WEST RANDOLPH ST. CMICAGO.ILL. -■■ ■ ■■ ■■!■■■ «>- OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco m«!k'ow and smooth in character and impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street, Ne^v York * * ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■■ ■ —■■■■>■ i^BBi— — ■ MANUFACTURER OF AlL KINDS OF 22nd St. and Second Ave., NEW YORK Cigar Box Labels / AND TRIMMINGS. I . I i t » nfwrt UUICAOO, 105 WK.ST MONROK STRKKT. LOUK8 O. CAVA, Mut. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the |)revailin<; hij;li cosi and scarcity of material, labor, etc.. \vc have decided to close (Uit and discontinue a iarf^e nu er of attractive stock lal)els with title and desij;n rifjlits. We are also closing out at e.\cei»tionally low prices the entire line of slock labels formerly made by Krueger cS: Hraun, of which lirm we ■ the successors. We still have a quantity of attractive stock cigar bands, which we will also close out at prices far below the present cost of pro- ^lu t: such bands. Write for samples and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. IRREGULAR PAGINATION .-^ gave — you lend! and when you subscribe to the Victory Loan, remember, they ;y^^i;g their eyes and arms and legs — and lives. Yet you get your money back and with interest. Through fear of America's gigantic war preparations (icrmany col- lapsed. We spent money, but we stopped having our men made cripples. How do you feel about it? Victory Liberty Loan Space contributed b\ TIIH TOBACCO WORLD I'l. I'-tr.l Nv Amrrican Association of Adverti.ing Agencif. coopfratine with ITnitrd Slates Treuurv Deptrtment M ! I A GLUME 39 ■\ ^ NO. 10 e*I# TOBACCO MAY 15, 1919 WORLD -IIN^^KH— >HH* ■MH^^II"^— MH^— H(t^— Kll^— Mll^— llll^^UN-^MM^^IHI^^ill — »■- k. *A^ Loewenthal & Sons 123 Maiden Lane JSIEW YOKK IMPORTERS, EXPORTERS and Packers of LEAF TOBACCO CONNECTICUT. FLO'R.I'DA and ST'R.I'P'PE'D FILLERS ESPECIALLY \ Say You ISaw It w Thk Tuka.vo W Ohu) 3 Watch for these Advertisements The demand for all grades and shapes of W. D. C. pipes is being increased by our ad- vertising in such widely-read publications as : Saturday Evening Post Leslie's Weekly American Magazine Field and Stream Literary Digest Popular Mechanics Country Gentleman Outing Collier's Weekly Popular Science Monthly System Scientific American Army and Navy Journal One of the new series is shown here — others will appear from time to time. Watch for them. Cut them out and paste them in your window to get the utmost selling value out of them. On the Job — when you want to think hard and straight — the famil- iar feel of your favorite pipe and ^ haze of good to- bacco smoke seem to cut you off from the rest of the world and let your mind work the way it should. The pipe that never inter- rupts, nor takes your mind off your work, is the « > WD w "^WeUinqton thIe universalis pipe Thr IV n C Inanelr (fii'/f mark hoi hrrn ihe •urn of supremr cpr iaiur for morr than 50 yeafi It n not anly on rirru H'eilinelnn. hul alio nn other piers thjt u:r mairr "f fi^-^y i/p''-. >''' ond traJr Pticr lot unit.frajr In' S'aJ', Ihrrr II nokrtlri tiiprmaatlhanaiy O.C As you smoke your Wellington there s never a l)ubble nor a gurgle. The well catches all moisture and tohacco crumbs The smoke comes up, aaay from your tongue, through the top opening m the bit. The Wrllington i> mule o( grnuinr Frrnch bnar. 5ea»on<i^>. f^ "it's a cinch for a live, dealer to pull the be5ttrade his way. ^g" GRAVELY'® tri:* CELEBRATED CheAvin§ Plug before the invention of our patent air-proof pouch ^;-^s gravely plug tobacco -"£^s^ made strictly for its chewing qualrty =^ Would not keep fresh in this sectiok NOW THE patent POUCH KEEPS IT FRESH ANP CLEAN AND GOOD A LITTLE CHEW OF GRAVELY IS ENOUGH AND LASTS LONGER THAN A BIO CHEW ^ OF ORDINARY PLUG. -^-^ J?^. Sravelj^SoOacco Ca DmviucY/l ■*W«^ Dfrr. A "HT BETWEEN THE ACTS LITTLE CIGARS Keep a Box of Fifty on Your Desk All the satisfaction of a fine Havana cigar in an "appetizer " size. Just right when youVe no time for a big one. FOR A HUNDRED ODD INTERVALS P. LORILLARD COMPANY ESTABLISHED 1760 — — 4 TADEMA "nte%« Argiiellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE 222 PEARL STREET TAMPA LEALTAD 129 NEW YORK FLORIDA HAVANA ^ -■» ».» n n m m ESTABLISHED 18fi7 Y. Pendas 6t Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salesroom, - 80 J -803 THIRD AVE NEW YORK OTY -»* ■' '■ M ■■ ■■ ■■ ■■■«■«■■ ■■ 11 ■■ ■— TO iC Clear HaVana Cigars lOc and upwards 33 I *' Above All SEVEN CENTS Smokes for the discriminating smoker that are perfection in the blending and selection of high grade tobaccos. Bobrow Brothers MFGRS. Philadelphia Penna. 1 Say You Saw It in The Tobacco World Statement sent upon request TobaoGO Importers Tobacco importers are invited to avail themselves of the various services which this Bank is able to render them in relation to their purchases of Cuban leaf tobacco and cigars. Through our affiliation with the Mercantile Bank of the Americas, Inc., with offices at 44 Pine Street, New York, we can materially assist those who find it convenient to arrange their banking through New York. Buyers and others visiting Havana will find our offices at their disposal and our officials glad to lend them assistance. We engage in all branches of local or foreign banking, and all inquiries receive the personal attention of our officials. Banco Mercantil Americano de Cuba (HAVANA) (Temporary Offices:) AMARGURA 23, Post Office Box 1329 Paid Up Capital and Surplus $2,500,000 BELGIAN AGENCY WANTED An old Belgian firm is ready to take the agency for chewing and smoking to- bacco brands, cigars and cigarettes, made in the United States. Address with all particulars, Box 250, °„ Tobacco World. Gafia Sumatra Company QUINCY, FLORIDA Florida and Georgia Shade CroWn Wrappers We also sell the new "Combination" Wrappers, grown under a combination of slat and cheese-cloth shade, with irrigation. EL TROVADOR CIGAR MADE IN HAVANA A Hi|h Gride Imported CUar made of the finest Vaelta AkJM Tobacco grown on the Island of Cuba CHARLES LANDAU & CO. 93 SAN RATAEL street 45 WALL STREET HAVANA. CUBA NEW YORK H. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHA' S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobaccc 123 MAIDEN LANE, NEW YORK 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar that can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS "WHITE XJS S. J. FREEMAN & SON 123 Maiden Lane, New York -■■ «■ ■■ .— -M^^NH^^MH* -"^ HARRY BLUM Manufacturer of NTHE NEW «^ J» ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City —MM — — in. § I I The Maintenance of an Inflexible | Quality Standard in CRESSNANS ^ | f\w^ is reflected in the unvarying increase | in consumer demand. i i Good judgment favors stocking — displacing — recommending it everywhere Allen R. Cressman's Sons Makers PHILADELPHIA Volume 39 THE TOBACCO WORLD Number 10 Eslalilislieii 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade 5.00 a Year PHILADELPHIA, May 15, 1919 Foreign $3.50 A Great Sideline Opportunity For The Retailer Exists In The Pipe Field *c^ Two iiieii were discussing the question of opportu- nity. One was a lad in his middle twenties just back I'joni France, and the other was a man in his early lifties. The younger man had accunmlated a fortune (if more than $100,000 in a period of nine months on a start of $50 borrowed capital, and a year later had iiotliiii.i'- k'ft but a well furnished home. Then he had gone to war. The elder man had traveled the country over. Tliore Avas nothing it seemed that he had missed. He had had a most interesting career but at the age of forty-nine was still a wanderer with nothing but a vast and varied experience for capital. Then came an ()i>|)ortunity for w^iich he was ecjuipped in every way except financially. The man who offered the op- l)ortuiiity was able to furnish the capital. Today he counts his wealth in six figures. The older man was offering advice to the younger, who was ready to embark in liusiness again and who was looking for the great opportunity in distant fields. Said the elder: * 'T spent the best years of my life hunting for a chance for success in every part, of the country. 1 nislied from one ]dace to another on the slightest nimor. For more than thirty-five years 1 was con- stantly looking for something in the distance. Then I came to a realization that 1 was growing old. It was now or never w^ith me. 1 began looking nearer homo. Finally I began looking almost at my feet. There was my opportunity and I made my success. It was at my very feet and had lieen there nil the time.'' The experience of the elder man is true to human nature. In evers^ line of trade, for some reason or other, ''far fields look greener", . Ill the retail cignr field hundreds if not thousands or dealers are looking beyond the industn^ for some |nie that will boost their sales }ind increase their prof- 'K And one of the lines is under their verv noses, so f'lose that they can't see it. Today in more than a dozen mngazines of national [■ii'culation at least one pipe mnmifncturer is advertis- pi^' hi<; ])roduct. Tie is creating customers for pipes ni evoiv hamlet and city. Hut many retail dealers are •^sleo]) to this great o])])ortunity. Tills advertising has stimulated pipe sales gener- ally. Of course the advertised brand gets the call, but if the dealer carries pipes, and the customer has reallv determined to buy a pipe, there is a chance for a sale."^ The customers created by this advertising are go- ing to buy a pipe somewhere, but there are many deal- ers who carry no pipes at all, and some who carry only the corncob. Every alert dealer who sees pipes advertised in' his trade paper, and who sees advertising on pipes in the big national magazines, is overlooking a splendid opportunity if he does not get in touch with his jobber and get a line of pipes. Only the other day a dealer with an exceptionally fine location admitted that he had been carrying pipes only three or four months. The sales he had made astounded him, he said. "And," he remarked, ''I am kicking myself now for all the lost profits that I might have made in the period that I did not sell pipes." He is going in stronger than ever for pipes, and by no meaiis cheap pipes. He carries a large stock retailing for $3, $4 and $5. Another dealer we know stocked pi])es about a month ago. He put in a line to retail at 7r)c. The average ])ipe smoker knows that a "oc. pipe today is compara- tively cheap. He thiidvs that he ought to have a good pipe and that good pipes cost more than 75c. This dealer has lost a number of sales because he did not carry a better grade. There are thousands of dealers today who are doing two and three hundred ])er cent, more in ten-cent cigars than ever before. The smoker has come to be- lieve (because he has been earning more money, for one reason) that a good cigar costs at least ten cents. The manufacturers liavo encouraged this belief with consumer advertising. So with the ])ipe smoker national advertising is educating him, and today the pipe business is in excess of any previous period. v There is no side line in a cigar store that can be more easily sold than a pipe. This is not a supposition but a fact borne out ))y the experience of thousands of deal(M*s who are selling them. And the retail dealer who is looking for a profit- able side line that is almost sold for him as soon as ho stocks it, needs to look no further than the nearest pipe iobber. THE TOBACCO WORLD THE TOBACCO WORLD ri" ' ""'""" ' ' " ' """ " """"" ' ■ ' ' ' ■ Washiiigton, D. C 1MIK C'oinniissioiier of Internal Jvovenue lias just is- sued the reg'ulatiinis that are to govern the collectors of internal revenue in the handling of the excise taxes on sales by the manufacturers of various connnodities under the i)rovisions of the revenue law of 11)18. In- cluded in the list of these commodities are cigar and cigarette holders, pipes, humidors and smoking stands. The tax is imposed on all of these articles sold by the manufacturer, producer or importer on or after Fel)ruary 25, 1919, even though manufactured, pro- duced or im])orted before that date. The tax is on the sale of the taxable articles and is measured by the price for which sold. It is levied on the actual sales price of the goods and not on the list price, where that differs from the sale price. In other words, it is on the net price after all discounts and other like legiti- mate deductions are made. If the price of the article is increased to cover the tax, the tax is on such in- creased price. AVliere, however, the tax is billed as a sei)arate item such amount need not be included in the price of the article in computinir the tax. The tax is ])ayabe in respect to a sal" made, whether or not the purchase price is actually collected. A discount for cash or other discount made subsc- (luentlv to the sale can n(^t b? deducted in computing the pi-ice for the pur])()se of the tax. AVhere, however, articles are sold over a T)eriod of time under an agree- ment for a quantity rebate, the tax. if originally com- ])uted on the irross iiric'\ may be adjusted in the return for the montli in which the price is finally determined. C'onnnissions to aL'vnts, and other expenses of sale, arc not dednctible fi'om the price. If articles are sold at the factorv f. o. b. cars at the place of mamifac- ture, and tlie deliverv charges from such i)lace to the point of deliverv are i)aid by th(^ purchaser as a spe- cific item, oi- if they are sold delivered at a sum less d(^liverv cliarges t(» be ])aid by the ])urchaser, such charges need not be included as a ])art of the ])rice of the goods, but if the manufacturer sells goods at a delivered price and he himself pays the delivery charges, he is not entitled to make any deduction on account of the inclusion in the I3rice of such charges. If articles sold are returned and the sale entirely rescinded, no tax is payable, and if paid it m-Av bo credited against the tax included in a subsequent re- turn. If a part only of the articles sold at one time is returned, and credit or rebate allowed, by the vendor therefor, the i)ortion of the tax to be credited will be only the proportion of the total tax paid which tho amount allowed as a credit or rebate bears to the total sales price of all the articles. If an article is sold under a orviarantee as to its quality or seivic? and is thereafter returned and a rebate made pursuant to the guarantee, the vendor may claim as a cicdit against the tax included in a subsecpient return such portion of the tax originally paid thereon as is pi-opor- tionate to the amount of the price refunded. If an article is sold and thereafter, before use, exchanged for another article of a higher ])rice, the ]nircliaser paying the difference, the vendor should pay the tax on the second sale, but may take credit against such tax such part of the tax ])aid on the returned article, which the amount allowed as a credit for the return of such article on the second sale bears to the amount of the purchase price in the case of the first sale. Cigar and cigarette holders, pipes, humidors, and smoking stands. — For the purpose of the tax a humi- dor means either (a) a device for maintaining moist atmosydiere in any receptacle used for holding tobacco ])roducts, or (b) a portable receptacle used for holdinc: tol)acco products and fitted with a device for maintain- ing moist atmosphere therein. A smoking stand moans (a) a tobacco ash tray, having a pedestal and base, or (h) two or more tobacco ash trays supported in an up- riidit T)osition from a common base and dosij^iiod lobe placed on a table, desk, floor, or other surface. C. L. L. Match Trade In Certain Countries Previous to the war matches were imported into Egypt i)i-ineii)ally from Sweden, Austi-ia-ilungai-y, and Italy. In 1917, Italy, Sweden, and Japan were the chief sources of this item of trade. During the war a match factory was started at Alexandria, the only one existing in Egy])t. Consul Arthur (Jarrels states that in 11)18 Ja])an unloaded enough matches in Fgypt to supply the trade for several years. Since the cessa- tion of hostilities match iirices have drop])ed 100 per cent. The ^loroceo market is also reported (by Consul (Jenei-al Ma\\v(dl lilake) to have been overstocked with matches. At the close of 191S wooden safety matches which wei-e ])urchased on the London market at 9 to 11 francs per gross were being offered at .*> and 4 francs per gross and finding slow sale. About SO per cent, of the matches produced in Nor- way are exported, aiid the domestic product dominates the home market. The prohibitive import duty in Uru^ay is chiefly responsible for the fact that this country offers no market for foreign-made matclies. Two large match factories are located in Montevideo, which put out u wax match that mav be struck on anv rough surface. For making thes(» matches dvestuffs and chlorate ot potash are imported from the United States and iMiro- pean countries; sesrazil, Japan, and Eng- land; and cotton wick from France and Spain. Jr-pJ^i' also supplies some chlorate of potash. THE CRABBER By Frank Farrington (All Rights Reserved) WHAT is a crabber anyway? The dictionary gives as the colloquial sense of the word crab: "To liiid fault with; to criticise adversely." We generally think of a crabber as a man who iiiid^ fault with the other fellows on his own team, ile doesn't stop with criticising the players of the opposing team. He jumps on his own teammates. You know what happens when a base ball team begins crabbing, when the players begin to jump on one another for errors, when the shortstop yells at the left fielder, ' ' Wake up, you big stiff ; do you think I'm going to cover the whole outfield.^"; when the first baseman "calls" the pitcher for not covering lirst on a right infield hit; when the pitcher ."bawls out'' the catcher for drop})ing a third strike. If this kind of crabbing begins when the team is getting behind on the score and the other team is ^starting a batting rally, it helps to bring on a balloon ascension all around. First one player gets rattled and then another, until the whole team has gone up in the air. hi such a case one of two things usually happens: Either the opposing team hammers out a victory then :iiid there, or somebody keeps his head and delays play initil the men have a moment to come to a realization o'i wlnit they are about, and begin to shout, "Come on, fellows, here is where we steady down. Let's go !" in business it is not so different. Every selling organization has the same kind of men in it that are I'ouiid on the base ball team. It has the ones who allow themselves to become irritated when someone else makes a mistake that affects the work of the organiza- tion. It has men wdio are always ready to "bawl out" a IVllow emi)loye, wdio are ready to lay on him the I'l'inie for errors of omission as well as for those of ccinmission, their own and his, too. It has men wbo iiiid fault with the equipment or with the goods when tliey fail, just as there are ball players who throw their gloves down and jumj) on them when they muff a lly or fumble a throw. It has, too, and we are thank- ful for them, the men who are ready to call, "Steady down, fellows", when there are seen tendencies to go 'Ml]) in the air." The crabber never gets along, except as he is l)assed along from one pLace to another l)y employers who are more tluin pleased to get rid of him. No good base l)all manager will keep a crabber unless he is such n remarkable ])layer that his miraculous plays more than offset his crabbing. One crabber can spoil the morale of the best sell- ing organization or other organization that was ever •'isscinbled if nobody puts the kibosh on his crabbing. jt i^ the business of all the rest of the organization to .I'linp on the crabber rough shod, not for his mistakes, ^Mit for his crabbing. He must have that stamped out "1" him or he will be the most expensive piece of prop- <^'Hy the organization possesses. The born crabl)er never sees anything good in the ^vork of the rest of the team. He isn't looking for good pomts. He is looking for faults and since every- one has plenty of those and is open to criticism from some angle, the crabber finds it fine picking wherever he goes. Take the salesman crabber, the cigar store sales- man who is right in personal contact with the rest of the force. Sometimes he calls his fellow salesmen down when he is working side by side with them, and sometimes he meets Brown and to him he intimates that Green is a joke and is queering the whole store, or when he meets Greene, he says that Brown is a nut and ought to be replaced by someone who would at least make a try at selling some goods. That is crabbing just as much as accusing the third baseman of throw- ing the game when he drops a pop-fly. The crabber takes pleasure too in knocking the management when he happens to feel sore about some- thing. He has been refused the raise he asked for. He wanted a change of hours, or a different schedule. He did not get it and he goes around feeling that he doesn't give a hang for the boss if he won't give him what he wants. He hasn't any more ability than a German to get the other man's point of view, and so he goes along mirsing a grouch and crabbing. Of course the result of criticising your own organ- ization and its management is to make the customer feel that there is something wrong with it, and it is only a step from discovering that the salesman is not loyal to the management to developing the belief that the store is not entitled to complete loyalty, that it is not up to the mark. Of course no one thinking the store is below i)ar is likely to think that the goods are above par. You will find a distrust of them growing up in the minds of jjeople who hear you say uncomplimentary things a])out the men at the head of the business or about the department heads. Sometimes when a customer calls attention to a defect in something bought previously, the salesman says, "(losh, I'd like to know^ what's got into the Boss anyway, buying cigars like those! I'm getting tired of the kicks I get about them. If he'd buy with more sense, I wouldn't have all this trouble!" It is easy enough to see what a customer thinks in a case like that. If he thought his was an isolated in- stance, he innnediately realizes that it was not, that those goods ai"e going wrong everywhere. Quite nat- urally he turns to some other store, and no one to blame but the salesman who could not refrain from crabbing. It is mighty expensive for a house when its sales- men try to })ut their own ])ersonal standing ahead of that of the organization, who try to get in right with customers by siding with them against the house. If the house is wrong, it is up to the salesman to try to ('X])lain and to justify the situation, but he should do it from the position of one of the house rather than unite with the customer in condenming the whole outfit. 8 THE TOBACCO WORLD THE TOBACCO WORLD You cannot be against the house and for it at the same time. The customer is quick to notice any dispo- sition on the salesman's part to take sides agamst the house, and usually he begins to distrust the man who lines himself up with us against his employers. We know that he wouldn't do that if he were the right kind of a salesman. He shows a yellow streak when he acts the part of a crabber. There can be no team work where crabbing is a I)art of the game. There will be no animated and spir- ited competition among the men in an organization when they are giving each other jabs under the belt, and that is what crabbing amounts to. A man will say things across the diamond to another player that he* would not dare stand up and say to his face. So one salesman will say things or insinuate things about another salesman or about the sales manager that he would not think of saying to that individual's face. We are a great deal braver at long distance than we are face to face. A certain amount of credit for nerve may be due the man who stands up in front of the boss and tells him what he thinks of him for real or for fancied errors, but nothing Init discredit attaches to the chap who takes advantage of the boss's distance and of his being out of hearing, and says things that are insult- ing and untrue. Tf you have any criticism to make of the concern's methods, make those criticisms to head- ([uarters. Don't tell your troubles to outsiders. That will get you nothing but a bad reputation and it will not help to correct the unsatisfactory conditions. One reason why a military organization is so effi- cient is that crabbing is not allowed. What do they do to a crabber there f Well, the crabber doesn't find a listener, because the rank and file are loyal and when the exception starts to criticise, he finds unsym- pathetic ears. And then, the military authorities are prompt in stamping out crabbing. They do not hesi- tate to put a man in the guard house for things that are indicative of disloyalty. They do not temporize with crabbing. They have the authority and they use it. The civil organization has less authority and is afraid to use all it has. The crabber ought to be condemned by his fellows and he ought to be discharged by the boss. With the coming of times when help is more plentiful and the employe cannot be as arbitrary as war conditions have made him, there will come less tolerance for the crab- bing salesman or for crabbing of any kind. Did you ever know of a hundred point man who was a crabber? Never! The crabbers are always on their way down and they find the going pretty good as a rule. When you feel inclined to crab, Get above it ! Try to curb your gift of gab. Get above it ! See how much force you can bring To bear in boosting everything. Don't hit your house a back-hand fling; Get above it ! Possibilities of Tobacco War in Washington Washington, D. C. POSSIBILITIES of a tobacco war are to be seen in the ''line-up" of stores which is now taking place in this city. Both the L. K. Liggett Drug C^ompany and the United Cigar Stores have recently increased their chains in Washington. D. A. Schulte & Company have one store established and may open another in the near future, and there is at least one local finn with aspirations to get into the game with both feet. Recent developments have so arranged things that it will take but a spark to cause an explosion and a consequent tobacco war. If any such thing should oc- cur, the corner of Fifteenth and G Streets would be the' center of trouble, for it is here, where the city's heaviest traffic passes, that all the concerns will be represented. For many years the to])acco business at this point was done exclusively by Thompson's Drug Store. About a year ago, Schulte opened a store across the street, wliile IT. F. Cary took tlie store adjoining Thompson's and installed a large tobacco department. Shortly after, the United opened next to Carj^'s, on the comer, and later secured that store, breaking down the dividing wall. A short time ago announcemont was made that the Liggetts had secured the store on the other side of Thompsons, and across the corner from Schulte, which was followed almost -immediately by the purchase of Thompson's by the People's Drui,' Store, which operates a local chain with sev(M-al branches. Within a few weeks Washingtonians will he treated to a novel sight; the United, with a soda foun- tain and tobacco business will be located next to the People's Drug Store, also with a soda fountain and to- bacco business, which, in turn, will be next to LiggotCs, with their soda fountain and tobacco department, whde across the street will be Schulte 's. With three foiui- tains and four cigar counters within a spaxje of -00 feet, something is sometime sure to break. C. L. T^. ■TTii iMiiiiiiiMiiiii'ii«"'''''''"''M'''"""""'"mimiiiiiiiimiiniiiiiiiiiiiiimiiiniiiiiininiiiiiiiiiiiiiiniiii iiiiiimiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiini iiiiiiiiminiiimiii IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIU Washington, D. C. OF great interest to both large and small shippers in interstate commerce is the action taken by the Interstate Commerce Commission in prescribing uniform bills of lading for use in both domestic and exi)<)it commerce to be hereafter used upon the lines of all carriers subject to the Act to Regulate Commerce. Tho Commission has just handed down its so-called bill of lading decision. This is declared by the ship- ping interests to be one of the most important de- cisions ever rendered by the Commission, for it deals with many questions of law and practice affecting the relations of shippers and carriers. The Commission's report does not deal with the negotiability features of bills of lading. That was taken care of in the Pomerene Act. It does take up tho fundamentals and history of the common law of the carrier's liability, and its contractual exemptions from and limitations of liability. The Commission states ''That the numerous com- plaints made to the Commission in the past alleging unfair and varjang practices of carriers in the inter- pretation and application of the rules and regulations contained in their present bills of lading; the great im- portance of the bill of lading, not only in transporta- tion nsage, but as an assignable and negotiable instru- ment in commercial transactions and the uncertainties in which shippers, carriers and other interested par- ties frequently find themselves involved respecting (UK'stions arising in connection with bills of lading, have made it imperative that the Commission take appropriate action for the purpose of formulating and prescribing uniform bills of lading." It claims authority to require carriers to comply with the provisions of the law respecting the issuance of bills of lading, to file with it the rules and regula- tions which they write into their bills of lading, to re- quire that uniform i-ules and regulations be adopted by them, and to determine what are reasonable and non-discriminatory rules and regidations. The Commission also holds, with respect to ques- tions affecting export traffic, and with respect to those involving the issuance and use of bills of lading appli- cable to the transportation of shipments from a point in the United States to a point in a non-adjacent for- eign country. That the transportation of traffic from an inland point in the United States to a port of export, for ex- port, is subject to all the provisions of the law, even thougli the transportation to the port is performed wholly within the confines of the State in which it originates, and whether the traffic be carried on local or through bills of lading. That the Cummins Amendment does not apply to traffic to a non-adjacent foreign country. That while the Commission's authority over bills of lading to non-adjacent foreign countries is more limited and attaches more indirectly than in case of bills covering domestic interstate traffic, or traffic to an adjacent foreign country, it nevertheless does have authority over the rules, regulations, and practices of iidand carriers subject to the Act to Regidate Com- merce, when, and if, they join in through bills of lad- ing to non-adjacent foreign countries, and it requires such iniles and regulations to be published and filed. Leaf Tobacco on Hand April 1st A preliminary report of the United States Bureau of the Census gives the quantity of leaf tobacco held by nianufacturers and dealers in the United States on April 1, 1919, as l,627,233,87r) pounds, compared with l,4(ir),168,711 pounds on the corresponding date of 1918. The amount on hand April 1, 1919, includes 1,100,400,- 40(! ])()unds for which the market weight (weight at time it was packed or baled) was reported, and 52f),s:5:i,470 pounds for which the actual weight was re- l)ort('d. The corresponding amounts included for 1918 arc :i79,842,107 and 485,326,604 pounds, respectively. Allowance should be made for shrinkage on the anionnt for which marked weight was reported, in ordci- to ascertain the actual weight. The total for 1918 includes l,451,()5r),534 pounds of unstennned and 175,578,342 pounds of stemmed tobacco. These statistics represent (1) the quantity of leaf tobacco reported as held by manufacturers who, accord- ing to the returns of the Commissioner of Internal Kevenue, mamifactured during the preceding calendar year more than 50,000 ])ounds of tobacco, 250,000 cigars, or 1,000,000 cigarettes, and by dealers in or manufacturers of leaf to])acco who, on an average, had more than 50,000 pounds of leaf tobacco in stock at the end of tlie four quarters of the preceding calendar year; and (2) all imported leaf tobacco in the United States bonded wareliouses and bonded manufacturing warehouses. I'^inest Ellinger & Co., importers of Havana to- bacco, have removed from 135 Front Street, New York ^'ty, to 152 Front Street, near the corner of Maiden Lane. Two new factories have been authorized in the Ninth Internal Kevenue District, those of Sanders M. Eckman, of Ljnicaster, and the M. J. Smith Cigar Com- pany, of Centennial. 10 THE TOBACCO WORLD THE TOBACCO V. ORLD 11 IJIIIIIIIIIMIIIIIIIIH iiiiiiiMiiiiii iiiiiii imnniiiiitiimiiiiiiii I immiiMi iiiiiiiiimiiii iiiiiiii iiiiiiiim iiiii iiiimiiii i itimii iiini iiuiiiiiii„...T. ,^^..,.mii»iiiiiiimniimiimmmiimi ummi ,.„ ,„ „„„„..„„„ .„„,„ ■iiiiinniniimMHinijTjTjijT^^^ n..„,„.„„„,„„.„ iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii A, LEAF MARKET JOTTINGS »■■ ■■ ■! ■■ ■■ n ■■ ■■ ■■ H- •n— m|i IN Lancaster County buying has been fairly active and prices have been steady or slightly advanced. A recent sale of a good crop was at fifteen cents, a trifle over the average. Three-fourths of the crop has been sold and the probabilities are that the rest will be bought in a short time. Some of the best crop has been held back and is going at from twelve to fourteen cents, while damaged stock only good for scrap has sold as low as six cents. The ''Lancaster I]xaminer" in a recent report said: "Fear has taken possession of some of the growers over the appearance of a white moldy condition in their tobacco, and rather than have the tobacco entirely spoil on their hands they are allowing the packers to take it over, the latter being able to properly take care of the tobacco so that no deterioration results. The best grades of the tobacco remaining in the hands of the growers are being picked out by packers who are willing to give what is considered a fair price under the light of market conditions. Buyers are on the continual watch for the good tobacco and when they can obtain it at a reasonable figure are not slow in picking it up. This tobacco seems desirable in every respect. Poor tobacco there is in abundance, but by careful selection the packers are not making the mis- take of paying anything but poor prices for this grade of tobacco. "Although the packers are out hunting for to- l)nccos of the several grades they desire, growers arc continuing to come into town and offering their tobacco to the various packers. The offers go as low as eight cents for wrappers and two cents for fillers." J^ J^ J^ Tn AVisconsin, April was so cold and backward that the sowing of seed l)eds was generally postponed to the first week in ]\Iay. Experience has sho\vn that sowing the seed early in a cold soil is often a disad- vantage and that later-so^\Tl beds under favorable con- ditions of sun and atmosphere produce the best plants. Tender such conditions the young plants are often ready to transplant in about six weeks, that is, some of tliem. The general sentiment is that a partial fail- ure this season would be a benefit if it reduced exces- sive acreage and did not go too far. Buyers are gradually reducing the quantity of unsold 1918 crop, mostly smaller operators,^ and a few better grades have sold at twenty and eight cents. After all the flurry and conflict of the season it seems that bv the time the 1919 crop is han^ested the State will be about cleared of the 1918 crop, and that the growers generally will have added a comfortable in- crease to their saving funds. Barring unexpected trade conditions, the next crop should move with much less friction. Export demand should continue good for some years to como. In Hartford, Conn., S. A. Fassler, formerly of Fassler «& Shepard, and A. M. Silberman, formerly connected with the American Sumatra Tobacco Com- pany, have formed a partnership under the name of Fassler & Silberman, with offices at 148 State Street. The firm is constructing a tobacco warehouse on Commerce Street (S5xl37 feet in dimensions, which will be thoroughly equipped with all modern improvements. The new warehouse will be ready about August 1st, and will have a capacity of about ten thousand cases. Connecticut Valley growers are taking advantage of the offer by the Government of an opportunity to procure nitrate for fertilizer. The Government, fol- lowing the armistice, released to the Agricultural De- partment 110,000 tons of nitrate produced for use in explosives, and the department had 40,000 tons on hand received from Chili, all of which is to be sold at cost. The late April freeze played havoc with some of the early seed beds that were advanced, and other planters will have to re-sow. In most cases extra cov- erings prevented serious loss. M M M From various sections of Kentucky the report is that the late frosts, while they did some damage to grain and fruit, caused very little damage to the to- ])acco plants. The official quotations of the Louisville Leaf To- bacco Exchange on the Burley crop for 1918 are: Dark Ked: Trash $12 to $15; Common Lugs $16 and $19; Medium $20 and $24; Good $24 and $28; Short Leaf $17 and $20; Common $22 and $24; Medium $20 and $.^0; Good $.32 and $35; Fine $38 and $40. Bright Bed : Trash $15 and $17; Common Lugs $18 and $21; :Medium $22 and $25; Good $25 and $28; Common Leaf $25 and $28; Medium $30 and $33; Good $35 and $38; Fine $40 and $45. Old Burley quotations are from fifteen to twenty per cent, higher on an average. The New Dark Crop : Common Lugs $1 1 and $12 ; ]\redium $12 and $13..50; Good $13..50 and $14; Common Leaf $14 and $16; Medium .$16 and $18; Good $18 and $25. At Lvnchburg, Va., sales from August 15, 1018, to ^\i\v 2,' 1919, were 17,303,900 pounds. Sales from Ausrust 15, 1917, to Mav 3, 1918, 12,033,600 pounds, an increase for 1919 of 5,27O,.300 pounds. JffJff jff Tobacco sales at ITopkinsville, Ky., will close fiiiallv for the season on June 1. Sales \v\\\ be held on Tuesdays and Fridays. Offerings are almost entirely of low grades. Profit-Sharing Plan That Holds Employes By^Ralph H. Butz (Copyright 1919.) Tl 1 EKE are quite a number of profit-sharing plans which have failed to do that which their originators claimed for them. One after another these plans have been tried out by various businesses throughout the couiilry, and one after another they have been aban- doned because they did not produce the results tliat were expected or desired. In some instances the em- ployer attempted to give more than he could possibly afford to give and still continue his business, and in other instances the profit-sharing plan was merely a scheme to get employes to invest a part of their earn- ings in the business. There is, however, at least one profit-sharing plan which seems to have withstood the test of time and which is proving satisfactory to both the employer and tlie employe. In fact, it is possible that this is the profit-sharing plan which will be adopted l)y employers in the future. This plan has been in operation for a nnniljer of years in some of the smaller establishments, and it has produced the desired results in every in- stance. One large corporation whose business is in ex- cess of $100,000,000 a year has also adopted this plan jnid has found it very satisfactory after having been in operation for more than two years. The plan was first nni'olded to the employes of the corporation in a cir- cular letter, in which the following explanation was presented: ''In order that employes may share in the profits of this business, and to encourage the habit of saving, the company has decided to contribute annually a sum equal to 5 per cent, of its net earnings (without deduc- tion of dividends to stockholders), as shown by the an- imal audit of its books, to an Fimployes' Savings and Pr(»fit-Sharing Fund. ''It is intended that this plan will furnish to those who remain in the employ of the company until they reach the age when they retire from active service, a sum sufficient to provide for them thereafter, and that even those who achieve a long service record, but who may not remain with the company all of their business life, will have accumulated a substantial sum. This sav- ings and profit-sharing fund will enable an employe to secure an income for himself after the close of his active business career, or in case of his death, for hi^ family/' Participation Is Voluntary All the employes were told that participation in this fund was entirely voluntary. Each ein])loye who has been in the companv's service three vears is en- tii"(Ml and is eligible to participate in the i'und. The fact that participation is voluntary is no doubt oiu^ of the reasons for its popularity^ and immediate success Some employers have attempted to make ])artic:- pation in their profit-sharing plans compulsory on the port of the employe. This policy has resulted in dis- satisfaction among some of the employes. P)ut whcic participation in such a fund is voluntary, and tiie i)hin IS liberal, the employe will soon recognize the benefit lie will derive Ironi participating to the fullest extent. Plan of Operation The operation of this profit-sharing plan is very s.niple. Tiie employe who wants to participate is re- quired to deposit m the fund o per cent, of his salarv, and no employe is allowed to deposit more than 5 per cent. There is a further provision that no employe is allowed to deposit more than .$1."30 per annum. This wdl prevent the higliei- salaried employes from obtain- ing too large a share. The company will deposit to the fund each vear a sum equal to 5 per cent, of the net income for the vear. This contribution by the company is then credited pro rata to the participating members of the fund. Thus, if all the participating employes had paid into the fund $100,000 during the year, and the contribution made by the company amounted to .i;LM)(),()00, each depositor would have credited to his account an additional $2 for each dollar paid in. This can further be illustrated by assuming that an emi)loye had deposited ^Abi) dur- ing the year. After the company's contribution to the fund had been properly credited he would have a total credit to his account of $450, i)lus 5 per cent, interest, which is compounded semi-annually. The part of the plan i)rovi(ling tor withdrawals from the fund is fair to the employe, and yet it has an influence in causing him to remain with the company. Indeed, the average emi)loye will not leave his position without giving due consideration to the loss it will mean to him. After a depositor has completed ten years of serv- ice he is entitled to withdraw from the fuml the entire amount to his credit. This includes, of course, the com- pany's contributions and the interest on his account. If a depositor has not completed ten years of service, lie is entitled to withdraw only the amounts he has de- posited, plus interest at 5 per cent, per annum, com- pcunded semi-annually. Thus if a de])ositor should w'thdiaw before having served ten years, he would still receive more than it' he had de])osited this money in a savings bank. There are, however, two exce])tions to this rule. A woman depositor who leaves to become married. ;ifter five years' service, is entitled to her full share in tile fund, including the company's contributions. And in case of the death of a de])ositor while in the service of the company, his estate will be entitled to receive the full share ci'edited to his account, including the con- ii'ilnit'ons by the com])any, Another condition is that when a depositor ceases to be an emi)love of the com])any, he is required to w"th(h"aAv'from the fund the amount due him. Popular With Employes That this plan is very ])opular with tin* employes is vouched f(^r by the fjict that more than ninetv per cent, of the eligible ein])loyes are participating. They 12 THE TOBACCO V ORLD iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii I iiiiiiiiiiii iiniii iiiiiiiiniiiiiiiiiiiiiii III! I iiiiiiiiiiii I Miiiiiiiiiiiiiiiiiii mil n i iiiiiniiiiiimiiiiiiiiiii iniiiiiiiiiHiiiiiiiiiiunmmm,, are glad for the opportunity. It not only teaches them to save, but it is a means of making ample provision for the future. The plan is far better than the method of paying the employe a bonus once a year, which many employ- ers are in the habit of doing. The employe who has not acquired the saving habit spends his bonus and has nothing left to show that he received a share of the company's profit. But where his share of the profit is phiced on deposit, bearing interest, it will grow from year to year. In this manner he will learn to save, and without making any sacrifices he will have ac- quired a small fortune in the course of a number of vears. The moneys paid into this fund are largely in- vested in the preferred stock of the company, which is an excellent security and pays good dividends. In this manner the employes participate to the fullest extent in the profits of the company. Get Full Value Out of Your Trade Paper IN some great businesses of today they have an "idea man." He gets a large salary for originating new ideas for securing new business, getting more business out of old customers and handling new i»usiness more easily, quickly and economically. The trade paper is the merchant's idea man, only it doesn't demand a large salary, (hw (h)llar a ycAv would not be much to pay a man who would coiui* into your store every month in the year and tell you all the latest and most important news of your trade, show you how to put in a new and attractive window tr.ni, how to get up an effective advertisement, put new lie and hope and enthusiasm into you and all your force, furnish you with a lot of new, useful, heljilul ideas and give you a few tips on what to buy and how to sell it. Some merchants get a great deal more out of their trade papers than others do; some men get a great deal more out of everything than others do. Some merchants read their trade papers in a careless, desul- tory sort of way, but the merchant who gets full value out of them reads them carefully, thoughtfully, sys- tematically. Many merchants require that all their clerks shall read their trade papers and each clerk is required after reading the paper to sign his initials in a certain space in order to show that he has read it. The attention of clerks is especially called to articles of particular value and importance. The majority of merchants either keep a complete file of their trade i)apers and have them bound at the close of the year or else keep a scrap l)ook in which important articles are carefully pasted and indexed for ready reference. In this way they secure a library of priceless information. Without some system of keeping track of valuable articles it is impossible for the merchant to get full value out of his trade papers. There is another way in which merchants might not only get more out of their trade papers for them- selves but also make them more helpful to other mer- chants, and that is by writing to them oftener. The editorial staff of a trade paper, no matter how complete it may be, or how well equipped those who compose it, cannot possibly think of all the helpful little ideas, the useful plans, the short cuts and econo- mies and conveniences that occur to all its readers in the course of their dailv business. If all the readers of a trade ])aper would take the trouble to send in to the paper the ideas which they have found helpful, how much they could help the other readers. Many merchants don't ilo this, simply because they are not used to writing for i)ublication and think they must turn (mt something remarkable from a liter- ary point of view. Nothing could be further from tlio truth. The greatest writers strive to express their tlumghts in the sim])lest way, using the shortest words and the fewest words. Write to your trade paper. Send in the news you think would be interesting to other merchants and the ideas you know would help them. You will be sur- ])iised to see how nuich more your trade paper means to vou. — "Smoke.** Convention of Retail Cigar Dealers In the tobacco trade, there is no east or west, so that the Seventh Annual Convention of the Western Association of Retail ('igar Dealers is of as much interest to the dealer in l*hiladelphia as it is to the dealer in Chicago, or even in Tacoma. The convention will be held in San Francisco on June 10 and 11, and a coi'dial invitation to attend is issued to ever von e interested. There will be a l)ig Washington delegation to San Francisco, including W. L. Alfred, of Tacoma, former president of the association, and several others. Mat- ters of great intei'est to the trade will be considered. The officers of the association are: President, Daniel I>. Dwver, of San Francisco; Vice-President, J. F. Dizard, of Seattle; Treasurer, O. E. Doherty, of S(\'ittle; Seeretnry, N. F. Nelson, of Seattle. Satf Vou S(uc 1 1 ni Tmk Tobacco World \\\ A New Standard Sizes 10c to 15c PRODUCT OF THE C. H. S. FACTORY Famous as Creators of Exceptional Cigar Values C.H.S. Cigar Company TAMPA, FLA. ROBERT H. PATTERSON, ATLANTA, OA. Salt-*!. Manager. 14 THE TOBACCO Vv ORLD Saif ) t/K Sdit II III TiiK 'r<»HM( (► World 15 The Lesson Jones Learned By Bruce Richards YOU see it was this way. Jones beloixged to the firm of Jones & Duff, and after a couple o£ years of business, the concern found itself in need ot funds. Now, Jones had some money on the side which he was willing to invest, but did not think it wise to put it in in his o\\ai name. He felt that if they wr.re short of money at any time he could not well press collec- tion of interest and payment against himself as a part- ner in the firm. So Jones made a private agreement with his sister to the effect that he was to furnish her with the money and she was to loan the money to the business. Now it so happened that the concern was a cor- poration, and Jones was its Secretary and Treasurer, while the owner of the rest of the stock who was vir- tually his partner, was President. Having seen some disposition on the part of Duff to neglect his honorable obligations, Jones suggested that Mr. and Mrs. Duff should endorse the note which was to be taken in exchange for the loan of f^\Q thou- sand dollars. As Jones Avas to sign the note in his capacity of Secretary and Treasurer, Mr. and Mrs. Duff saw no objection to this. The note w\ns drawn up payable in two years, and Jones felt satisfied that ho was secured not only on the stock of the corporation, Init the private property of the Duff family, and Jones 's sister, who was only a catspaw in the matter anyway, filed the note away in her brother ^s safe and forgot all about it. When the note was given, it looked like an easy matter to take care of it in two years, but two years slip by mighty fast, and when that time had expired, it was evident that the firm of Jones & Duff would be greatly accommodated by the continuance of the loan. Jones thought of going to his attorney and speak- ing about it, but on thinking it over, there seemed like no particular reason why he should do so. The note had been dulv signed and endorsed and that was all there was to it. Jones's sister left the matter entirely to her brother. Two, three, four more years rolled away, and the interest on the five thousand dollars was paid regu- larly each year. Then one dav the relationship be- came strained and Jones decided to call in his money. He went to his sister and said: ** Susan, T want you to call that loan. Tt is long past due and T don't see very much use of leaving it there any longer: besides the business is in a rather bad way since the war struck us, and Duff is acting mighty sneakinjr and mean. If necessary, we'll put the screws to him nnd collect the full amount of the obligation. When he discovers that he is privately liolden on the five thousand dollars, he may grin on Hie other side of his mouth." Susan nodded agreement, satisfied that she had a lover she could pull for her brother's benefit. So she hied herself awav to an attomov to find just what steps she should tnko to collect her money now several voars overdue, but still good because the interest had boon kept up. Susan got the surprise of her life when her lawyer told her that the endorsements were of no value what- ever. She gasped and was inclined to argue with the lawyer, but he got down a big, pondrous volume out of which he read to her, that the endorsers of a note are only holden until the note matures (unless protested) at which time they are released from obligation unless a new note and new endorsements are made. ' ' Why, why ! ' ' exclaimed Susan. ' ' Is that the rea- son that when I gave a note at the bank for three months awhile ago and asked to have it renewed, that they made out a new one?" '^ That's it exactly," caroled the attorney. er cent, preferred cumulative stock and $.30,000,000 is common stock. Two bills rolating to the tobacco industry have been introduced into the Pennsylvania Legislature, the TTess bill, which would permit children between the ages of fourteen and sixteen years to work in cigar facforie;:, and the Alexander bill, w^hich would prohibit the use of saltjx'tre and glycerine in the manufacture of to- bacco. TOO LATK TO CLASSIFY SrFM-.RIXTr.\T)F.\T W.WTF.D— Cigar Factory in Philadclpliia wnnts snpcrinteiulrnt. Must ho experienced and tVioroiipfhly compotrnl. Ml cntiinmnications will he regarded strictly confi- dential. Addrrss Hox 304. care of Tohacco World. Friend & Co., leaf tobacco dealers, formerly of 129 Maiden Lane, New York, liave removed to 170 Water Street. Rudolph Tlach & (\)mi)any, leaf tobacco dealcis ol Clarksville, Tenn., have increased their cai)ital [Vom $50,000 to $250,000. Mel Tannenholz, of Tannenholz Bros., the famous Thirty-eighth Street tobacconists, has arrived from France on the * ' Kentuckv ' '. The affairs of the Ilart-Leavitt Co., Inc., have been adjusted with the creditors by a settlement of sixty cents on the dollar, payable in the corporation's notes endorsed by T. H. Hart. Fred B. Griflfin, of the (Jriffin Tobacco Co., and Frederic Lederer, of the same company, ai'rivod in New York last week from Furope. Thev have boini sizing up conditions for the future of the export loaf business. TTerzog & Sarluy, 188 Front Street, X^'w York an- nounce considerable purchases of the 191S Smnalra crop, early shipments of which will shortlv arrive in New York. The quality of the crop is said to bt' ex- ceptionally good. S. Leventhal & Sons, state that this year's ])ackln,u: at their South Deerfield i)lant is one of the cleanest and scnmdest that they have ever put uj). The firm is mak- ing arrangements for largely increased warehouse facilities in the Connecticut and Massachusetts dis- tricts. The annual meeting of the Tobacco Association of the United States will be held at Old Point, Va., on June 2n, 27 and^ 28 at Hotel Chamberlain. Several matters of considerable importance to the tobacco trade will be brought up and discussed by prominent ])eople at this meeting. Patterson Brothers' Tobacco Company, Inc., of Richmond, Va., are making a big drive and a very suc- cessful one on ''Life Cigarettes ''. They are mndo from the highest grade of leaf, selected and blended by experts of long experience, and the manufacturers be- lieve that they have attained perfection in the product. For a new firm to make such a claim might have littlo weight, but Patterson Brothers have more than fifty vears of solid reputation as manufacturers on which to base their opinion. The cigarettes have a dash of chocolate flavor that blends with fine aroma of the Burlev Leaf. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City 18 Say You Saw It in The Tobacco World YOURS for SERVICE ff ^xiiiihttte* tiS^+iJK '''>«^^«SE~ Wv\ ,.,- i-;t- It'snota^WarBaby'l It s for all time! Some of the 57 reasons Why you should use VAM'PTITE To hold and build up trade you need the BEST — That's the DAMPTITE! Best humidor on the market — preserves the delightful aroma that is the very life, reputation and sale of your cigar. DAMPTITE will "make" your brand. It w^on't turn a poor leaf into a Havana cigar, but we've got the can that will save all the quality you put into it. It's moisture proof — four layer fibre package with DAMP- TITE composition fused between layers. Durable — reenforced with tin . rim, bottom and cover. Light — a freight saver; 35% lighter than tin. No sharp edges — agreeable to handle. It's a trade winner — without doubt it "clinches" friend customer. In other words You Can't Afford To Be Without The "DAMPTITE" USE IS PROOF—TAKE A TRIAL ORDER PRICES AND SAMPLES FURNISHED ON APPLICATION WIEDMANN-ST. LOUIS CIGAR BOX COMPANY Also .<^AN BE Wished ^ththe ■^OP AND ,^OTTom |FOR Samples '«^ Bo., As Tl I* INCHES SftttARE ilCHtS IN DtXKBTBR HECHES iM Dl AMETEK lED IN PLAIN , ^<^QUfiREI> OR 1117-23 NORTH BROADWAY, • • • • ST. LOUIS, MO. AMERICAN BOX SUPPLY CO., 383 Monroe Ave . DETROIT. MICH. Agents for tHe States of MicHigai*. Indiana and Ohio Say You Saw It in The Tobacco World 19 A New Cigarette Market A("(()Ki)lNG to Minister Preston McGoodwin, oi' _ Caracas, American-made cigarettes have become popular in Caracas and elsewhere in Venezuela. This (Iciiiand, which is not noticeable to the most casual ob- server, was brought about regardless of the fact that there has been no advertising or other formal cani- })aign, and also despite the exceedingly high price cliarged for these products. There has not been a dollar expended for advertising, either by local dealers or through advertising agencies in the United States As to the prices, which are fixed arbitrarily, as on all other articles, whether imported or of native manufac- ture, a package which retails in the United States for 15 cents sells here for 45 cents; those that are standard flt 25 cents retail in Caracas for from 60 to 75 cents. Nearly every man, woman and child in Venezuela over 9 years of age smokes cigarettes, yet Americans have never cultivated this trade, and x\merican cigar- ottos were not introdticed until two years ago; then, as still, they were stocked by retailers and in small and in- sufficient quantities. Egyptian and other British-made ciu'arettes were not introduced until July, 1918, and during the latter part of that year English companies l)oi>-an making an effort to cater to the trade. In the opinion of three Caracas dealers with whom the subject has been discussed, a slight effort upon the part of American manufacturers through the American import aud export and commission firms recently organized hero — as, for example, W. R. Grace & Co., G. Amsinck k Co., Gaston Williams & W^igmore, and the American Trading Co. — especially if accompanied by an advertis- iug campaign, would result favorahly. These inform- ants pointed out that the demand has already been created here for the blended cigarettes which contain a ])ortion of Egyptian tobacco and are of moderate pnce. The cheaper grades of American cigarettes, made al- most if not entirely of Virginia, Carolina, or Kentucky tobaccos, are said to be too strong. Tt is verv necessarv that American cigarettes should be packed in tins. Dealers unanimouslv and vigorously assert that they are compelled to keep small Ktooks and charge what thev franklv admit arc exorbi- taut ])rices because American cigarettes are packed oidy iu fragile pastel)oard boxes — even containers foi 50 and 100 are pasteboard — and they mildew within a iiKmth after arrival. To my personal knowledge re- peated efforts have been made by merchants in tlie Tropics to induce American cigarette manufacturers to follow the example of English, Spanish and Dutch makers. Tn this connection T bought on the same dav two containers of American and English cigarettes, of 50 each, both popular brands. The American cigarettes wore in a very handsome and expensive cushioned r»n])or box, lined witli silver ])aper. The dealer in I'ornied me these cigarettes were received three weeks bf'fon*. and due to the exposure to the sea and tbo Immidity of the Tropics they were already moldv and slicrhtlv discolored. On the other hand, the Enu'lish cigarettes were in a tin box and T found that of eh^ven hr.'inds of English cigai*ett(»s now on sale in Caracas all ni"<' i?i tin containers, securelv sealed, and with small pntont o])eners attached. Tn this manner they will, of c^^nrse, keep fresh indefinitely. MEN like to be sold the Prince Albert pound crys- tal glass humidor with sponge-moistener top. It's a clever package, in the first place, and then, it always keeps a supply of P. A. on hand and in tip-top-trim! Smokers quickly come across on your suggestion to buy this humidor. And, do you realize what its sale means in increasing your profits? Display this package; talk it and you will be sur- prised to see your sales grow! Thaf s the experience of dealers all over America. R. J. REYNOLDS TOBACCO CO. Winston-Salem, N. C. 4*-. -■■ U—t»- Four Reliable Jobbers can secure exclusive di^ribution of an excellent Shadegrown brand retailing at I Oc and up. This brand is comparable with the finest cigars of the Shadegrown type. The label is attractive and the quality is convincing. The manufadurers are long e^ablished, and well and favor- ably known. This brand is not a Shelf- Lounger, and the opportunity is open only to such jobbers as are in a position to feature a good Shadegrown cigar. Address, SHADEGROWN, CO Tobacco World. i i I i m i ■ i •{ •••— n^i,. >»—i»M^—M»>ll^— ■•—••• -• !• 20 Uy I li f ,^' 5'av Fow Saw It in The Tobacco Wori^d Say You Saw It in The Tobacco World 21 ''^y^^^^^m>$s^'^^^■'^M?$^>^>^^^^ ;^x-:Nmmm^^^^r FROM THE Beginning TO THE Very End The Manila Cigar Industry is Safegnarded by Governinent Supervision and Gnarantees Send for list of Manila Manufacturers MANILA AD AGENCY Charles A. Bond, Mgr. 546 West 124th Street, New York City Telephone, Morningside 6960 '^'^■^' ''"SoS-iS^^^M^- ^-; ^ %f ■■■■■ -w CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ' ■■ ■»- FOR SALE FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuclta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTEI> TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN WANTEO .SALESMAN WANTED TO CARRY LEAF TOBACCO SIDE LIXE--Good live salesman, calling on good manufacturers in IVnnsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box m, care of "Tobacco World." BUSINESS OPPORTUNITY I liave a new sanitary smoking pipe, which is likely to become a fad. Want to have same manufactured on a royalty basis. 1 am using practical model, which I will exhibit at interview. Charles Mcissner, 4841 Melrose Street, Frankford„ Phila., Pa. FACTORY WANTED FACTORY WANTED— SMALL SUCTION PLANT WANTED in Pennsylvania, First District preferred. Give full particulars. Address Box 300, care of "Tobacco World." A MARKET FOR MATCHES IN PANAMA CONSULAR reports from Panama indicate that Uioy need matches and more than that, they need good ones. They imported $32,000 worth of matches I'l'oiu Ciermany in 1915, and $27,000 worth from Den- mark in 1917. In both cases thev were Swedish matches. There lias recently been some keen competi- tion fi-om Japan. The demand is almost entirelv for *^ strike on the l)ox'' matches, which shouUl always be packed in her- metically sealed tins and fitted to stand a very dam]) climate. The consul says that the matches now received fioni Sweden and Japan are inferior. It is quite com- inoii to find from ten to fifteen sticks without heads, jiiid the striking surface is of such poor quality that it becomes useless before the box is used up. It is said that American manufacturers cannot nicct tlie com])etition from Sweden and Japan, but that i>^ -i (juestion that would seem worthy of considei'ntion. n '' believe that people will ])ay more for a good match tl'.iJi a bad one, and be glad to do it. The ^lartin Cigar 'Company, of Decatur, 111., which alioady had thirteen cigar stores in the city, evidently ^">t ail unlucky inimber for them, has o])ene(l iiuinber foiii'toen in the Orlando Hotel. Decatur is a mighty h\''ly littU* city with some forty or fifty thousaiul ix'oplo in it and a rich and i)ros])ering count rv arouml It. /^^ERHAPS it is pride -peAaps v^^' conscience - perhaps it is the C/ hahit of 68yeai-s-but cer- tainly it is good business sense that deternxines us to keep Cinco unswervingly up to die same standai*d no matter how costs go up • to preserve the quality OrrO EISENLOHR 0' BROS., INCORPORATED PHILADELPHIA ESTABLISHED 1650 C0PVRI6MT. OTTO E.ISE.NLOMR 0 BR0S.,IMC,I9I9 ft© C^o* 0 BR0S..IMO9I9 ^^^fc— ^^^^^^ REGISTERED IN U.S. WTENT OFFICE 'A'A'AV^'A«A»A»A>A.^»>.»X^^PA»XfAPAfATX^A^^ 7C.-3 lor 20g. S 3 lor 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl^ Sellers We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Nfg. Co., Newark, N. J. Lariiesl Independent Cliiar Factory in the World > 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World '!?> ii GENUINE BULL" DURHAM TOBACCO Make Cigarettes Machines Can't Imitate "ROLL YOUR OWN" NO group of words, few or many, have so insistent, so patriotic, so natural an appeal to smokers these days as — "Roll Your Own." Full of snap and capable independ- ence, these three words voice *^ America's ultimatum' ' to cigarette smokers every- where. They are an economic command, "Rolling your own" — saves labor. It suggests the American's personal ability to do things for himself. It means — you can roll for yourself, with your own hands, the mildest, the most fragrant, and the most econom- ical cigarette in the world. /y Guaranteed by ^^.^ k A V » l> ^^ I NCORPOR ATKO Washington, D. C 11 /TEKC "HANTS throughout the country who own tlie [Vlproperty in which their stores are located should take steps to protect themselves from serious loss in case of fire, by keeping their insurance at an amount as nearly as possible commensurate with the cost of replacement. Most of the fire insurance policies now etfoctive throughout the country, it is declared by ex- perienced insurance men, are for the amounts for which the properties were originally underwritten or policies taken out prior to the war, although the cost ()f building is today more than fifty per cent greater Recent large fires have demonstrated the wisdom of keeping insurance policies up to date. In several instances property destroyed was originally insured for from seventy-five to eighty per cent, of its value ; when the face of the policy was paid, however, it was found til at it would cover less than fifty per cent, of the copf of replacing the property destroyed. Building construction has increased from fifty to eiglity per cent, in cost, yet in most cases owners have not increased their insurance. Insurance men, in com- munications to clients as to renewals upon insurance, have sent brief notices hinting at the advisability of a revaluation of buildings and replacement cost of other ,}i()perty, especially machinery, for the benefit of the insured, and fire insurance companies, it is declared, fully recognize the increased value of buildings, owing to the costs of material, labor and other items entering into construction, and will accept additional insur- ance. Before increasing insurance, however, property owners should consult builders or friends who under- stand values and the appreciation in buildings, in order not to overinsure. As a general rule, however, any building not depreciating too greatly from age is worth not less than fifty per cent, more today than three years ago. Reports from material manufacturers indicate that the cost of lumber and other basic construction materials will advance in the near future, while union labor is also demanding higher wage scales. The out- look, accordingly, is that the present high pro])e]'ty values will contiime for at least a year or more, and |>r()])erty ow^ners should take steps to protect them- selves from the serious loss w^hich would result from the destruction of property insured under pre-war values. C L. L. 'M hear that your husl)and has had his life insured IV. r i|^l(),00()," said Mrs. Naybor. ''It must be quite a comfort to know that you will be taken care of in case anything should happen. '^ ''Yes, it is,'' agreed Mrs. Oabb. "And it relieves yon of the worrv of havinir to tell vour husband to be ("ireful every time he goes anj^vhere. '' — Cinc'nniati ^''Hquirer. TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EJSENLOHR President EDWARD WISE Chairman Executive Committee C;p:ORGE W. hill Vice-President GEORGE H. HUMMEL Vice-Presidem JESSE A. BLOCH Vice-Presideni JACOB WERTHEIM Ex-Presideni JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurci CHARLES DUSHKIND Secretary and Counsel New York Offices, S Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President lOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretarv THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION fOSEPH CULLMAN, Jr., New York President W. J. LUKAWITZ, Dayton, O Vice-President GEORGE BERGER. Cincinnati, O Treasuret JOSEPH MENDELSOHN, New York Secretarx INDEPENDENT TOBACCO MANUFACTURERS* ASSOCIATION T. A. BLOCK. Wheeling, W. Va President WOOD F. AXTON, Louisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurei r. TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. OLLENDORF : President HERMAN GOLDWATER 1st Vice-President I.EO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasuret I.EO RIEDERS, 200 West 118th St., New York City Secretary VEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE C.F.dRGE W. RICH Piesideni SI DNEY GOLDBERG Vice-Presiden i .\ L. ITLNICK Treasure. MAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tuesday of each month at Hotel McAlpin 24 Say You Saw It in The Tobacco World LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCIIA Cable: "DONALLES" Havana Leaf Tobacco Especialidad Tabacos Finos de Vuelta Abajo Partido y Vuelta Arriba SAN MIGUEL 100 HABANA, CUBA El. Rosen-wald (EX Bro. 145 WATER STREET NEW YORII THE YORK TOBACCO CO. All Grades off LC AF 1 \/ISAI.#l.#%/ Offloa and Warehoase. 13 £ast Oark Av»nne, YORK, PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I, nAFFENBURGH CEL SONS QUALITY HAVANA Neptuno ty, Havarta, Cuba - 68 Broad St., Boston. Ma.*. Advertise Your Brands in The Tobacco World K. STRAUS & CO. Iaiport.r8 of HAVANA AND SUMATRA Aad fuekmn .f LEAF TOBACCO 301. 303, 305 and 307 N. Third St., Phiiadelpbia L0EB-NU5IEZ TOBACCO CO. INfPORTERS OP SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA Leaf Imports Grow Washington, D. C. TKK]\11^:ND()US increases in the imports of leaf to- bacco from Greece and Canada were the outstand- ing feature of our March business, according to the Department of Commerce, which has just completed a compilation of our foreign business during that month as compared with March, 1918. Leaf im})orted from Greece during the month to- taled 4,048,516 pounds, as compared with 91)()1 pounds during March of last year, while Canada furnished 124,690 pounds, as compared with 37,380. Total im- ports of leaf during the month amounted to 7,544,;]92 ])ounds with a value of $6,698,406, against 3,763,50S pounds with a value of $2,156,085, in March, 1918. The department has also prepared a report cover- ing the imports of leaf tobacco during the first three (juarters of the fiscal years 1917, 1918 and 1919, from wliicli it appears that our imports are growing steadily. Total imports for the first nine months of the current vear were 62,265,036 pounds, valued at $44,820,718, of wliich 7,162,184 pounds, valued at $10,682,768, were suitable for wrappers ; imports during the correspond- ing period of 1918 totaled 52,276,684 pounds, valued at $30,770,949, of which 3,817,457 pounds valued at $4,860,094, were suitable for wrapper; and the total for the nine-month period of 1917 was 31,677,393 pounds, valued at $16,980,626; 2,437,500 pounds, valued at $3,069,841, being suitable for wrappers. The following tables, showing the quantities of leaf imported during the nine-month periods of the last two years, were secured by the Washington Bureau of The Tobacco World from the Department of Conmierce: 1918. 1919. W rapped Leaf. Pout \ds. Netherlands, 353,172 48() ( an a da, 48,424 260,174 (Hiba, 145,683 :V2,429 Dutch East Indies, 3,267,610 6,780,101 Other Countries, 2,568 88,994 Other Leaf. (Jreece, 12,905,3(;9 i:],S05,4S2 United Kingdom, 44,982 1 ,025 Mexico, 240,709 38S Cu])a, 13,587,088 14,057,726 rominicaii Kei)ul)lic, 12,62(),SS8 15,666,588 ( )tlier Countries, 9,054,191 7,311, {)59 C. L. L. If a druggist or candy man is going to sell tobacc and cigars and cigarettes he had better put in a goo i^ir. Louis E. H. GaXO CIGAR COMPANY FOR FORTY YEARS THE STANDARD Br Which Clear Havana Cisara Are Judced Write for Open Territory Factory: Key West. Fla. New Yoric Office; 203 W. Broadway • •••— M— ••-^■•^-H»— n-^H— ■■- ■^'-^M ■■- •il~.vllll^^N«^-*lll^-»«Na^— lill***i:n MACHINERY and SUPPLIES for Cigarette Factories New York Cigarette Machine Co., Inc., 25 ELM STREET NEW YORK, N. Y. V — " T. J. DUNN (a CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! Free! SAMPLES Aak and You Will Receive ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece. Cork or Plain Tip I. B. Krinsky, Mfr. '\^:%:r' LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the . MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., - . . . U. S. \ The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — Ji^appees — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Rfth Ave., New York 26 Say You Saw It in The Tobacco World Tobacco Merchants' Association Registration Bureau, ^ewIorkStv Schedule of Rates for Trade- Mark Services Effective April 1, 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer, 2.00 Duplicate Certificate, 2.00 Note A— An allowanc« of |2 will be made to mamber* of the Tobacco Mer- iiatits Association on each registration. Note B— If a report on a search of a title necessitates the reporting of more hail ten (10) titles, but less than twenty-one (21), an additional charge of One [dollar $J.OO) will be made. If it necessitates the reporting of more than twenty jj) titles, but less than thirty-one (31), an additional charge of Two Uol'a" $2.M) will be made, and so an additional charge of One Dollar ($1.00) will be nnde tor every ten (lu) additional titles necessarily reported. REGISTRATIONS TAMPA DAY:— 41,083. For all tobacco products. April 14, 1919. Max C. Cook, Tampa, Fla. BEACON VICTOR GIRL:— 41,084. For all tobacco products. .April 21. 1919. Geo. H. Schniiedes, Ft. Wayne, Ind. NIMBUS:— 41,085. For all tobacco products. March 14, 1919. The Robert Mugge Co., Tampa, Fla. D. S. M.:— 41,086. For all tobacco products. March 5, 1919. Davis, Sherk & Mason Cigar Co., Reading, Pa. CIVIC CLUB:— 41,087. For all tobacco products. March 14, 1919. C. F). Henschel Mfg. Co., Milwaukee, Wis. HARRY'S ROYAL MANSION:— 41,088. For all tobacco prod- ucts. March 14, 1919. The Harry II. Snovel Co., Van Wert, Ohio. PUBLIC OPINION:— 41,089. For all tobacco products. Febru- ary 20, 1919. X-Senator Cigar Co.. Tallahassee, Fla. CONNECTICUT GENERAL:— 41,090. For cigars, cigarettes and tobacco. April 12, 1919. H. S. Weeks, Hartford, Conn. SUNKIST CUBANS:— 41,091. For all tobacco products, .\pril 19, 1919. The Moehle Litho. Co., Brooklyn, N. Y. SUNKIST HAVANAS:— 41,092. For all tobacco products. April 19, 1919. The Moehle Litho. Co., Brooklyn, N. Y. PRUDENCE CLUB:— 41,093. For cigars, cigarettes, cheroots and tobacco. April 14, 1919. Prudence Cigar Co., Chicago, 111. YD: — 41,094. For cigarettes only. April 18, 1919. Berberian To- ])acco Co., Boston, Mass. BENEVOLENT: — 41,095. For cigars, cigarettes and tobacco. April 14. 1919. Wiedmann-St. Louis Cigar Box Co., St. Louis, Mo. BARNEMO:— 41,096. For cigars. April 17, 1919. Herschman & Brust, Chicago, 111. TREVANA:— 41,097. For all tobacco products. April 16, 1919. .M. Trelles & Co., New Orleans, La. HASTA LA VISTA: — 41,098. For all tobacco products. April 21, 1919. Gus Schwitzer, Newark, X. J. CENTRAL OF GEORGIA:— 41,099. For cigars. April 24, 1919. 11. D. Young, Chicago, 111. SENATOR DIXON: — 41,100. For cigars and tobaccos. April 25, 1919. J. C. Dixon, St. Louis, Mo. 6-50-4: — 41,101. For cigars, cigarettes and tobacco. April 26, 1919. ILL. Zuckerman, New York City. QUARTERMASTER:— 41,102. For all tobacco products. March 18, 1919. George Beach. Pittsfield, Mass.- PERCOLATOR: — 41,103. For cigars, cigarettes, cheroots, tobacco and pipes. April 21. 1919. H. Beselin & Son, Omaha, .\ebr. DELCO LIGHT: — 41,104. For all tobacco products. April 11, 1919. Petrc, Schmidt & Bergmann, Philadelphia, Pa. AMAROC: — 41,105. I'or all tobacco products. April 2.% 1919. Pctre, Schmidt & Ikrgmann, Philadelphia, Pa. V'S PERFECTO:— 41,107. For cigars. April 9. 1919. Scranton Tobacco Co., Scranton. Pa. VrS PERFECTO:— 41,108. For cigars. April 9, 1919. Scranton lOhacio C V)., Scranton, Pa. VEE'S PERFECTO:— 41,109. For cigars. April 9, 1919. Scranton Tobacco Co., Scranton, Pa. TRANSFER VALMONT: — 20,897 ( U. S. Tobacco Journal). For cigars. Regis- tered February 3, 1W9. by J. A. Kigby, .Mansfield, Ohio. P.y various transfers was acquired by the Cole Litho. Co.. ( hicago, 111. Ke-traiisferrc(l to the I'ritz I'iros. Co.. Cincinnati. Ohio, April 20. 1919. OVERLAND RATES ON LEAF REDUCED Washington, D. C. Freight rates on tobacjco leaf from Pacitic Coast ports to Eastern territoiy originating in the Orient have been reduced to $1.87yo per hundred weight in carload lots. Announcement to this effect was iiuulo recently by Walker D. Ilines, Uniied States Railroad Administrator. This action on the part of the Railroad Adminis- tration will have the effect of putting Pacific Coast ])orts on a parity with Eastern coast import centers. It lias been found cheaper to bring merchandise from the Orient to Atlantic Coast distributing centers by way of Tjiverpool, than to San Francisco or other west- ern ports ami then overland to, say, New York, Boston or Philadelphia. The advantages offered to importers of leaf from the Philippines are plainlv to be seen. C. L. L. Cork Tips Cork Bobbins BOUCHER CORK & MACHINE CONPANY, Inc. 216 WEST 18TH STREET NEW YORK LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City -■■ — — M 11 ■■ ■■ ■■ ■■ ■■ ■■ «■ ■■ ■■ ■> ■■ W M 11 .« .J, I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City The Tobacco World 1 Kstablished 1881 ^olume 39 May 15, 1919 No. 10 TOBACCO WORLD CORPORATION Publishers Hobart Bishop Hankins. President H. H. Pakiadooni, Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as .second-class mail matter, December 22, 1909. at tli" Post Office, Philadelphia, I'a., under the Act of March 3. 1871*. PRICE: United States. Cuba and Philippine Islands, $2.00 a >ear. Canadian and foreign, |3.G0. t STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigarf Manufadured exclusively by Hey wood, Strasser & Voigt Litho. Co, 26th St. and 9th Ave., New York Ci^iar Labels,' Bands and Trimmings of Higliest Quality SKILING AGENTS ADOLPH FRANKAU ^ CO., Inc. i;i9 Fifth Avenue. New York SELLI^G REPRE.SIMAIIVES E. C. McCullouiJh ^ Co., Inc. - . Manila, P. I. n. n. B. Co. (Canada) Ltd. • . . Montreal .1. VV. Str^ider Co. .... Boston, Mass. THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS ^. . AND n M iT orr%CK. cl\.";:;'lon koao «. east 37"^ 5T. QROOKLYN.N.Y. BRANCH OmCC 170 WEST RANDOLPH ST. CMICAGO.ILL. OSCAR PASBACMPpt J. A VOICt.Sccv 8 GtNi. Manage H LITHOGRAPHING CO. inc. ^ RT IlTM@©m^PIHI!imi 25"""St.Cor.of 11t"Ave. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING GARRETT H. SMITH, ^.l^^::f 1 COliPANIA LITOGRAFICA DE LA HABANA J FincKt Imp rtfH CiKsr Bands and I ai>els. AUo GUMLESS Band* ! NEW YORK OFFICE (Phon*. Stuyve.ant 7476) 50 Union quare "" " " -- 1 w ■ n ■ - -.» ■■ ■■ ■■ OLli lilGIl-OKAUE i\Oi\-EVAPORATI\r; CIGAR FLAVORS Make tobacco mellow and smooth lu charuLter and impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETU.N. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS ! FRIES Si BRO., 92 Reade Street, New York + * W ■■ M .. w , „ n_» .,_„__ AlMur/XCT- jREP OF AlL KINDS OF" 22nd St. and Secoiui Avt., ^!^^ NEW YORK ^^^ Cigar Box Labels AND TRIMMINGS. oniCAOO, 105 wvsrr mombok STftaocr, LOCK O. CAVA, A BARGAIN IN CIGAR LABELS AND BANDS. Oil aci'oinit (.f the |»reviiilinj; hijjh cost and sftircity ot maleriai, labor, etc., we have deeiiled to close out and discontinue a larj-e "II' cr of atlnietive stoek labels with title and desifjn rijjhls. We are also closing' out at exceptionally low jirices the entire line of stock hibels formerly made l»y Kruejjer.S; I'.rauii, (»f which linn ^^'f' the successors. We still have a (juantity ol atlracti\e stock cij;ar bands, which we will also close out at prices far below the present cost oC pr(»- '•i" such bands. Write for samples and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. fRREGULAR PAGINATION Dont hide your li^bi under a Imshel ! Set it on a Candlestick DON'T handicap the natural growth which the merits of your product would make certain, just because you are prejudiced; and think the buyers will come to you. They won't! If your product has exceptional merit, enlighten the buying public through the modern business force of publicity. If there ever was a time when people need' to know about better goods and newer, quicker ways to do things, that time is ri^/if now. The buyers won't flock to your door, even though the latch string hangs out, unless you invite them. Set your light on the candlestick of Business Paper Advertising — don't hide it under a bushel. Use big space regularly to enlighten the buyers in your field. Ours is one of the best mediums through which to reach these buyers. "Is a candle brought to be put under a bushel, or under a bed? and not to be set on a candlestick?'' — St Mark: 4; 21. Your Product TKe Tobacco World 236 CHESTNUT STREET PHILADELPHIA \()I.L'ME 39 ". •« •■ v,/.. ik'i NO. 11 TOBACCO JUNE 1, 1919 WORLD Loewenthal Sl Sons 123 Maiden Lane JVEW YOKK IMPORTERS, EXPORTERS and Packers of LEAF TOBACCO ■"^^^^?^^^^?«^>?^\^^^^SJ.^^^^^""■'^"^^' ■ ■•■>• ^^MS^^SM5^M^>^ CONNECTICUT, FLOTK.I'DA and STRIPPED FILLERS ESPECIALLY ni^^Biin^^Biriia II 11 Mi^ r n ^^ •' K ^^ x H aiWl^ h II tOP>fi]GMI 1919 LIGGETT « MYERS TOBACCO CO The most uncertain game is life itself. In a tight place, a fren*ly pipe helps a man to play it right. %i^y Patience is a big aid in winning any game, even where the stake is the good will of the American Smoker By patience. Velvet Tobacco acquires its wonderful mildness and friendly mellowness. We put the choicest Kentucky Burley tobacco into wooden hogsheads and let it stay there for two full years-the natural way of curing, the patient way, the expensive way— but the right way. When it is ready for your pipe, Velvet has a friendly mellowness you will really enjoy. Friendly VELVET will help you to play the game of life just right — today and everyday. Try it. Say You Saw It in The Tobacco World 3 — t For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Wemmer Co., LIM4,0. it's a cinch for a live: dealer to pull thl besttrade his way JBO- GRAYELY'« CELEBRATED Chewing Plug 'before the invemtion op our patent air-proof pouch h^, gr/wely plug tobacco — ^ made strictly for its chewing qualprv Would not keep fresh in this scction. NOW THE patent POUCH KEEPS IT FRESH AND CLEAN AND OOOa A LITTLE CHEW OF GRAVELY IS EhK>UOH AND LASTS LONGER THAN A BIG CHEW OF ORDINARY PLUG. -Vt J?J3.9ratfehf3i>Sacc ^CZIC ^^ Ln FO ±\ \hy OF ALL DESCRIPTIONS PACKERS 6 DEALERS I EXPORTERS \A IMPORTERS I OUR OWN DOAVESXIC AND FOREIGN PACKING PLANTS ENABLE US TO AVEET ALL REQU1RE7AENTS. INCORPORATED 21 EAST4.0T:y STREET Hew YORK CITY ureau of Markets in this connection and ] Hedges its earnest sufiport in carrying out tiie plans now on foot; ancl be it further ^^Resolred, that the President of the National Cigar Ijeaf Tobacco Association is hereby author- ized and directed to appoint a connnittee of the members of this association to co-operate with the iSureau of Markets of the Department of Agricul ture, such connnittee to consist of at least one representative of each of the leading cigar leaf growing and packing distiicts in the United States such connnittee being hereby empowered to confer with the officials of the Government from time to time and to agree upon an official classilicatiou of all the important types of American cigar leaf tobacco. ^ ' The next resolution called for vigorous represen- tations to the Dutch Covernment in order that restric- tions against the embargo against American cigar leaf might be lifed: "Whereas, many American exporters of leaf tobacco, relying upon assurances issued bv the War Trade Board that tobacco would be freely licensed for exportation to ilolland and that import per- mits from the Netherlands Oversea Trust would be available, have sold large quantities of leaf to- bacco in that country, and ''Whereas, as one of the conditions of the opening of Dutch ports to American trade has been the shipping to iiolland of large tiuantities of uiucli needed American products, and "Whereas, up to the [iresent time the Nether- lands Oversea Trust has refused to grant iinjjort permits for cigar leaf tobaccos shipped froni the United States l)ut is freely licensing such tobaccos when shi])ped from Sumatra and Java, tlieivfore be it "Resolved that the National Cigar Leaf To- bacco Association eai'iiestly urges the officials of the State Department and the War Trade Board to make vigorous re]jresentations to the Dutch (lovernment to the end that cigar leaf tobacco may be freely impoi'ted into Holland from the United States." The resolution was adopted. Regarding the subject of j^rice maintenance the following resolution was ])i'esented: "Where((s, the movement looking to the enact- ment of a measure legalizing price-fixing with ade- quate ])rotection to the consumer's inteivst has gained in strength during the past year, especially in view of the su])i)ort given it by the Federal Trade Connnission; and "WJiereas, legalization of the right of the cigar manufactui-er to fix the retail price of his goods would be of great advantage to the entire industry, therefore be it " Resolced, that this association again en- dorses the so-called Ste])hens bill amended aloni*" the lines suggested l)y the Federal Trade Connnis- sion in its recent repoi't to Congress.'' It was ado])ted. Sumatra impoi'ters received consideration in the following res(dution which calls for a I'eturn as soon as possible to the old methixl of buying Sumatra by 4nscri])tion in II(dland: "Whereas, it is the consensus of opinion of the members of the National Cigar Leaf T(d)acco As- sociation that while the method of ])urcliasing to- bacco in the island of Sumatra was necessai'v and essential to the cigai* industry during the wai'. iH*' such methods of ])urchasing were more hazardous (Continued on Page i6) iiiiMiMini""""'"" " "" »«»""■ It iimimmiiiiiiiii nn„ ,„„„„ ,„„„„ ,„„„„„„ „., iiiiiiiiiiiimiimiii I I iiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiMiii iiiiiiiiii TUFj increase in the use of mechanical devices in the cigar and tobacco manufacturing industry is bring- ing to light many new and valuable machines. Old in- ventions that had been cast aside are being overhauled for the purpose of making practical, if possible, the lilueprints of some dreamer. So alert has the trade become that some manufac- turers will give immediate attention to any new device that is placed on the market which has any claim at all for practicalnlity. As a result of the use of machines not entireh* perfect, thoroug^ily satisfactory equip- ment has been evolved in a number of cases. Only the continued experimentation has made the machine eco- nomical and valuable. ^lanufacturers who have had experience along this line kuofv that the future of the cigar industry lies in the li(dlossi1)le speed. "As the national Association of Tobacco Mer- c'liaiits in the United States, embracing within its niciuhcrship the leading Cigar Manufactureis in this coiiiitry, we feel that we are speaking for the entire* Suinati'a-using Trade in the United States in urging tile i'('sum))ti()n of the pre-war nu^thod of ])urchasing Sumatra in the Holland market. "Thus, at a special meeting of our Committee having jurisdiction of such matters it was unanimously resolved that this Association make every ])ro])er ef- fort to secure the abandonment of the ])resent system ot'lniying Sumatra Tobacco on the Island of Sumatra, iwu] tho re-establishment of tin* Inscrij)tion Sales in Amsterdam. ^'We believe it is unnecessary to dwell upon the impracticability of the present method of making our purchases on the Island of Sumatra, which has neces- sarily been brought into practice as a result of the War. Suffice it to say that the location of the Island, the time and expense required in reaching it, and the lack of adequate facilities for the accommodation of buyers or brokers, as a result of which we are prac- tically obliged to make our purchases without inspec- tion or examination, have made this methoa of pur- chasing extremely difficult and exceedingly disad- vantageous. ''Recognizing the exigencies of the War, the trade has cheerfully subjected itself to these extraordinary difficulties in the way of securing its requirements of Sumatra Tobacco. With the War happily ended, how- ever, and with the restoration of industry to peace con- ditions now in j)rogress, we feel that the old-established system of })urchasing our Sumatra wants at Inscrip- tion Sales in Holland should be resumed with as little delay as possible. "On behalf of the Sumatra tobacco users in this country, we therefore urgently ask your Association to use its best efforts to ])ring about the re-inaugura- tion of the system of selling Sumatra Tobacx*,() at In- scri])tions held in Amstei'dam, according to the prac- tice prevailing l)(»foi'<* the War.*' It is urgently suggested that those interested cable theii' brokers in Holland to make strong indi- vidual I'epresentation along the sann* lines. lU THE TOBACCO WORLD MlilllllMIIIIIIIIIIIIIIIIIIIIIIIIIIII lllllllllllllllllllllllllllllllllllllll IIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII HIHIIIIIIIIIIIIIIIIIIIIIIIIIII lllllllllllllliH IIIIIIHIIIIIHHI IIIIHiiiM THE TOBACCO WORLD 11 Gentlemen of the Convention: In addressing you today 1 feel that 1 should at the very outset express the thought that 1 know is in the minds ot many of you. \\ Men we met a year ago our beloved country was under the shadow of a gigantic war-cloud. That shadow has now passed and while certain formalities are still to be observed, yet 1 know 1 am justified in sincerely congratulating you that within a few short weeks we shall be able to say we are at peace with all the world. I he past year has been one of unprecedented activity for this Association. The war imposed upon us many additional burdens and required a vigilance on the part of your officers and repre- sentatives that has kept them constantly on the alert. In connec- tion with the taxation legislation of the recent Congress we were a^ain called upon to resist a horizontal increase in the duties on leaf tobacco; we employed our good offices in preventing the in- corporation of unnecessarily drastic provisions in the new laws and regulations relating to leaf tobacco; in co-operation with other trade associations we were successful in preventing the imposition of a limit upon the production of leaf tobacco; we assisted in se- curing an adequate supply of Sumatra tobacco for the domestic cigar industry; we have devoted much time and attention to ob- taining the removal of import restrictions upon cigar leaf tobacco by the neutral countries of Europe; we have labored unremittingly to improve the shipping situation with respect to the Dutch Hast Indies, Europe and South America; we have successfully opposed all legislation hostile to tobacco; we have been active in forward- ing the movement looking to the establishment of free zones at American ports, a movement that has made very substantial prog- ress during the past year; we have co-operated actively with the De- partment of Agriculture in the project looking to the standardiza- tion of cigar leaf tobacco, which promises to be worked out with marked success in the immediate future; we have borne our share in the movement having for its object the legalization of price maintenance in which some of the most powerful influences in Washington are now co-operating; we have assisted our member- ship throughout the year in procuring passports to visit foreign countries; and we have provided for the prompt distribution of crop reports and other official documents of interest to our mem- bership. The personal service we have been able to give our members in the matter of passports, import and export licenses, and ofiicial information has been gratefully acknowledged and has again demonstrated the value of our organization. Increased Taxation on Tobacco Products When we met in Xew York a year ago we were facing an increase in the taxes on cigars and in the comprehensive revenue bill which became a law February 25, 1919, the graduated rates pre- viously in force were substantially increased, l-'or your conveni- ence I have incorporated the new schedule as an appendix to this report. (Appendix A.) it can not be said that the merits of the graduated system of taxing cigars have been fairly tested since adopted by Congress two years ago. Commercial conditions have been so abnormal and wages, salaries and profits of industrv have been so large that prices have appeared to exert but a slight influence upon demand. W hat the tendency will be when more normal conditions are re- stored can only be conjectured, but I am sure you will all join me in the confident expression of the hope that the prosperity of the whole country will increase rather than diminish and that as soon as it IS practicable to reduce the burdens of taxation now borne by the people at large Congress, in its wisdom, will relieve our trad" of a generous share of the load it is now carrying. It is a matter of profound satisfaction to me that throughout the past year we were able successfully to resist the project put forward frequently of imposing an additional ad valorem tax of 10 per cent, upon leaf tobacco, in opposing this ill-advised meas- ure we have at all times had the hearty co-operation of the United States I aritT ( ommission. the members of which have frequently called attention to the danger of horizontal increases in tarifT duties, especially when imposed upon the raw materials of im- portant industries. New Law and Regulations Relating to Leaf Tobacco Dealers As the result of an investigation extending over many months conducted by the Internal Revenue Hureau into the fraudulent transactions of a number of cigar and cigarette manufacturers and dealers in leaf tobacco, the conclusion was reached by the authori- ties that the safeguarding of the revenue and also the protection of the legitimate trade required a closer supervision of the business of dealing in leaf tobacco than has heretofore been possible under ex- isting law. 1 he decision was also reached that if bona fide leaf dealers must be subjected to a closer supervision the so-called Rrad- ey free leaf law. which permitted the handling of limited quanti- ties of leaf tobacco by nondescript merchants, should be repealed Experience demonstrated that the F.radlev law has been of no as- sistance to the farmer in obtaining a market for his crop, but has simply afforded an opportunity for petty frauds upon the revenue and for illegitimate competition on a small scale with registered dealers in leaf tobacco. lo carry out these projects the Internal Revenue Emean caused the insertion in the war revenue act ol February 23 lyiy ^ , certain provisions repealing the Bradley law and authoriziUK 'the bonding ot cigar leaf dealers under regulations to be approved bv the Secretary of the Treasury. The text of these provisions i hav appended to my report (.Appendix B). Copies ot the statute to gether with the regulations thereunder and a detailed analysis ut their provisions prepared by our Washington representative were sent, early in April, to each member ot the Association. The new regulations were prepared by the lobacco Division of the Internal Kevenue Bureau atter conference with officers ot your Association, but obviously, because of the plain terms ot the law, the discretion to be exercised by the Government officials wa limited and it was not practicable to adopt all our suggestions ? ijeheve 1 violate no confidence, however, when i say that certain proposed requirements which would have proven drastic and ex tremely annoying to legitimate leaf dealers were abandoned upon our representations that they were unnecessary and would prove exceedingly irksome. Since the promulgation of the regulations many protests have been received by the Internal Revenue Bureau, but a careful ex- amination of these complaints discloses the fact that they arc- largely based upon rulings of local collectors of internal revenue which are in no way justified by the letter or spirit of the law and regulations. In the city of Xew York, for example, collectors have required bonds based upon the entire annual volume of the leaf dealer's business plus the maximum amount of tobacco on hand at any time during the year. Thus a firm dealing exclusively in im- ported tobacco and carrying little or no stock outside of customs custody, and, therefore, entitled to qualify under the minimum bond of $300, has been mulcted in the sum of $7000. Many other similar examples of erroneous construction on the part of local collectors might be cited. In some districts it has been assumed that the requirement that annual inventories should be based upon "actual weight" meant that leaf dealers must cause their warehouses— in some cases located in remote rural sections —to be opened in mid-winter and all the contents thereof re- weighed. As a matter of fact, as was explained in the circular of our Washington representative, the term "actual weight" is in- terpreted by the Internal Revenue Bureau to mean the weight at which the tobacco is carried on the records of the owner thereof at his principal place of business. It has also been erroneously as- sumed in certain quarters that the regulations require leaf dealers to describe the location of tobacco belonging to them which may be temporarily held in railroad warehouses. As a matter of fact the Internal Revenue Bureau holds such tobacco to be merely "in transit," and such storehouses are not construed to be in the same category with the regular warehouses maintained by leaf dealers. The Internal Revenue Bureau officials anticipated that the radical changes involved in the new law and regulations would produce more or less friction and pledges were given your officials at the outset that careful attention would be accorded to any rep- resentations that might be made should any provision of the new code prove unreasonably irksome. The blunders of local collectors and the protests that have followed have served a useful purpose. They have already resulted in the issuance of instructions to cer- tain collectors clearing up misunderstandings and substantial modi- fications in the original regulations will probably be promulgated in the near future. Already the bureau has determined to revise the schedule of bonds, making large percentage reductions therein, thus relieving the trade of an unnecessary financial burden. Tlure can be no justification for exacting of any leaf dealer a bond greater than IS sufficient to indemnify the Government for any loss it might suffer should the stock of such dealer be emploved in a conspiracy to defraud the revenues. Of course you will" bear in mind that in order to protect the Government against illicit opera- tions by unprincipled parties, who. like those heretofore investi- gated, have absolutely no standing in the legitimate leaf trade, it is necessary for the Government to impose on all dealer-^ uni- formly the requirements of the new law with respect to bonding and the supervision of the movement of tobacco. Upon the whole, I feel fully justified in assuring you that when the regulations arc finally revised they will be found to work but little hardsliii) to legitimate dealers and will afford them much needed i)rotcction against the competition of unscrupulous persons. T wish to emphasize in this connection an important reform to be carried out in the new regulations, which has been incor- porated therein at the instance of vour officers. I refer to the provision requiring all entries on Rook 59 to be made when tlie tn- bacco i.s shipped rather than when it is .sold. This innovation will hring about a much desired uniformitv of practice and will 1m- of great value in relieving leaf dealers of much irksome supervi-^ion at the hands of subordinate internal revenue officials Main un- necessary investigations have been undertaken to locate tohiwco charged off a seller's book at the time of the sale, but not taken up bv the buyer until actuallv received. Equally misleadiii'-r rec- ords have been made where the buver entered his purchase on the day It was made, but the seller deferred charging off the tobacco ■gj^' '""" ' '"""" "'"" " """" '" '""" ■"■IHIMHHtmiHim............................... — _^ _ -.^ """""""""" 'itiiinimiiiiiniimiiii iiniiiiiiniiniimiiiiiiiiiHiiiiiiiiinmimmi until actually shipped, the combined records of buyer and seller thus showing a substantial duplication. With records based on actual shipment and receipt rather than upon sales such discrepan- cies will be avoided and the incidental investigations obviated. Tobacco Census Law Now Superfluous The important amendments to the laws governing dealers in leaf tobacco embodied in the war revenue act of February 25, 1919, render it desirable that the so-called Cantrill Act, under which quar- terly reports of stocks of tobacco on hand are now compiled by the Census Bureau, should be repealed. While the trade has suttered no great hardship in meeting the requirements of this law, never- theless the experience of the past three years has demonstrated the unreliable character of the statistics thus obtained and the statute has unquestionably outlived its usefulness. It has been suggested that the Cantrill law may be retained on the statute books for the reason that the execution of its pro- visions furnishes work for a considerable number of office holders, both in Washington and in the field. It is inconceivable, however, that in view of the crying need for retrenchment and reform in Government expenditures any political party will assume the re- sponsibility for retaining an antiquated and wholly unnecessary piece of Government machinery which is merely duplicating in an inferior manner the work which can be much more efficiently per- formed by another branch of the Government service. Outlook for Tariff Revision It is now only a question of a short time before we shall be called upon to recommend to Congress such changes as we may desire in the tobacco schedule of the Underwood-Simmons law, not only as to rates and classification, but with respect to any other administrative provisions that may appear desirable. In order tliat our criticism may be constructive 1 feel that we should be in position to recommend to Congress not only the general form which Schedule F should take in the new law, but a concrete, care- fully drafted schedule, complete in all respects. The presentation of such a schedule with our united influence behind it would go a long way towards insuring its adoption and do much to protect the trade against an ill-advised provision drafted by theorists or by legislative experts unfamiliar with the tobacco industry. Free Zones in American Ports It is with deep satisfaction that 1 am able to record the fact that very substantial progress has been made during the past year in the movement looking to the establishment of free zones at sev- eral leading ports of entry. As 1 pointed out a year ago, such zones would be available for the examination, repacking and re- exportation of tobaccos which might be brought to the United States from other countries, and 1 am confident that no industry would reap greater benefits from the proposed system than ours. During the last Congress a carefully considered bill (Senate Hill 4Li3 and House Bill 10,892) was introduced simultaneously in both houses, providing for the "establishment, operation and main- tenance of free zones in the ports of the United States, and for other purposes." The general scope of the bill may be gathered from the following extract from Section 3: "That in every free zone vessels or other carriers may land, load and unload, free from all customs supervision, con- trol, duties, or charges, except as otherwise provided in this Act, and merchandise or articles of any description whatever, except such as are prohibited by law. may with like ireedom he brought into or landed in a free zone, and there broken up. repacked, assembled, distributed, sorted, refined, graded, cleaned, manufactured, or otherwise manipulated, mixed with foreign or domestic merchandise, and exported therefrom in the original package or otherwise. "The territory embraced in a free zone shall, so far as cus- toms duties and regulations are concerned, be exempt from the customs lavys of the United States, except as otherwise pro- vided in this Act; but when goods are sent from a free zone into any of the customs territory of the I'nited States or its possessions, they shall be subject to all of the customs laws and regulations and, under regulations prescribed by the Secre- tary of the Treasury, pay the same duties as if imported from a foreign country." ' ortaiii incidental advantages of great importance would un- questionably follow the establishment of a free zone svstem. xmotig them may be mentioned the feasibility of removing the present restriction of the bonding privilege to a period of three jeais; the provision of adequate space and facilities for exhibiting Roofls and samples and for demonstrating methods for selecting and tagj,r,ng merchandise so as to meet foreign requirements, and iJ 'c'luction in the cost of drayage and of other proces.ses in han- ' iii-r goods Insurance rates, rents, and the charges for guarding j«Minst violations of the revenue laws would certainlv be much antV "^i" I'"^^*" ^^^ present system of scattered and more or less Miiqiiated bonded warehouses. Practical experience in Europe as uilly demonstrated this. Warehouse certificates issued as col- au,., tor advances in the free port of Copenhagen. Denmark, are mm''' r^^ ^^ceptionally desirable securities, because of the thor- stor ^ (^ ^"^ "''^ protection afforded, the exemption of goods in ^ racre from all customs claims, and the adequate precautions • *'i against deterioration. Advances on such warehouse certifi- cates may be had on much more liberal terms than on the certifi- -a.es ot private warehouse companies. Un 1 ^^'^ "o reason why equally satisfactory conditions could not be secured as the result of the establishment of free zones at three P./^"'* ^^,^?'"8: ports on the Atlantic and an equal mvnber on the kenltnr. J.Tr ^""^ "^'^^ ^^^"^ ^^'^ '"^"^"'' "^ vigorously with your rpf?rr^/. u 'l"^''.?'!""" ^"^ advocate the passage of the bill referred to which will be reintroduced early in the new Congress. Supply of Sumatra Provided for Cigar Trade fh;,tV"ofo^J^^S^""i^^^ '■^•^'°!:^ ^ expressed the hope of your officers that before it should again be necessary for the importation of Su- matra tobacco the end of the war would have reopened trade channels and we should all be on the satisfactory footing of former hl^L A u^^^^i ^l"^!^ '^°"'^ ^^'^ *^«P^ '^e disappointed there could bp no doubt that American resourcefulness would be adequate to meet any emergency that might arise. thJc hr.ll ^'th great satisfaction that 1 am able to announce that his hope has been realized, if not fully, at least to the extent that T ""f %*?r the importation into tlie United States of Sumatra and Java lea direct from the Dutch East Indies are no longer necessary. It is not to be expected that the machinery formerly employed in operating the inscriptions in Holland will immediately be restored to working order, but the entire leaf trade, and therefore the cigar Zill'^' T '? c "^^'^'y l'^"^" position with respect to an ade- quate supply of Sumatra than heretofore, and the individual inter- 11a a- !-u .• •■ ^'^'^ ^i^r^- assumed the heavy burden of acquiring and distributing a sufficient quantity of Sumatra wrappers to keep IhLV^V '",^"'*'"y ^omjg, taking all financial risks and subjecting Ittack Jr.' to much misrepresentation and even to Governmental attack, are relieved from further responsibility in this direction As an interesting exhibit in this connection I append to mv report a statistical statement showing the imports of Sumatra to- bacco by pounds and values for the past eight years (Appendix C). Holland's Embargo Against Cigar Leaf Tobacco A world war necessarily involves serious interruption to com- merce and I feel sure that no line of trade has suffered inconveni- ence and even loss with greater patience than has been manifested by the members of this Association. Hut even our philosophy anct forbearance have been severely strained by the situation that has developed respecting the rights of American citizens to ship cigar leaf^tobacco to Holland. Early in December, 1918. the War Trade Board issued an official announcement to the effect that thereafter American merchandise would be freely licensed for exportation to Holland the issuance of licenses being conditioned solely unon the pro- curement of import permits from the Xetherlands Oversea Trust Irnmediately upon the appearance of this circular of the board our Washington representative took up with several of its officials specifically the matter of the shipment to Holland of leaf tobacco and was assured that licenses would be readilv obtainable and that by virtue of the understanding had with the Dutch Government -American exporters could count upon obtaining Xetherlands Over- sea Trust permits without difficulty. Reiving upon these as- surances, which were communicated to our' members, a number of exporters made .sales in Holland, the amount of tobacco in- volved running into large figures. Certain houses sent special rep- resentatives to Holland for the purpose of making these sales and disposed of very considerable quantities of leaf tobacco. Soon after the first of these sales was made the sellers ap- plied for X. O. T. permits, but were unable to obtain them. .At first the officials of the Trust made non-committal replies to re- quests for permits but, the matter being pressed, thev were soon compelled definitely to refu.se them. At one time it was reported that the Trust would issue permits upon the production of re- ceipted bills showing actual sales and the amounts paid for the goods for which permits were asked, but although these documents were promptly produced, the desired permits were withheld, and so far as I am advised, none have been issued for cigar leaf to- bacco. At one stage of this vexatious affair our Washington repre- sentative was advised by certain officials that the Xetherlands Oversea Trust had issued a number of permits for leaf tobacco and that the charge made by us that our goods were being discrimi- nated against was untrue. A careful investigation was made by Mr. Crounsc to ascertain the exact facts in this connection, and as a result of his inquiry he promptly addressed a communica- tion to the chairman of the War Trade Board as follows: "T am today informed by officials of the W^ar Trade Board that the statement that the Xetherlands Oversea Trust is refusing permits for the importation of .American tobacco is not literally true and that, on the contrary, permits have been issued by the Trust and licenses approved by the War Trade Board for the exportation to Holland of eight or ten lots of tobacco. But upon further inquiry T find that these licenses cover so-called Kentucky, Burley and Virginia to- baccos. These tobaccos are em|)loyed in the manufacture of chewing and smoking tobaccos and cigarettes: whereas the to- baccos for which permits have been refused by the Xether- lands Oversea Trust are used exclusively in the manufacture of cigars. 12 THE TOBACCO WORLD THE TOBACCO WORLD 13 ItllMIIIIIIIIIIIIIMIIIIitlllllllllMMMIIIIMIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIIIIIIIillllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllltllltlllllllMIIIIIIIIIIIIIIIIII I'lMni niiiiiimiiniiiiiHutiiiinii MMIMIIIliii, "It appears, therefore, that instead of refuting the state- ments made in our protest of January 20, the latest avail- able information serves merely to confirm the assertion we did not hesitate to make therein that 'The Netherlands Gov- ernment is delaying the issuance of N. O. T. permits for* the purpose of assisting the holders in Holland of Dutch East Indian tobaccos, large quantities of which are now being shipped to Dutch ports from Java and Sumatra. These Java and Sumatra tobaccos are employed exclusively in the manu facture of cigars and there is absolutely no competition be- tween them and the Kentucky, Burley and Virginia tobaccos for the importation of which N. O. T. permits have been is- sued. 'In further confirmation of the fact that the Dutch Gov- ernment is discriminating against American cigar leaf dealers and exporters, 1 am today informed by an official of the War Trade Board that the Dutch Government has made cash aa- vanccs on a large quantity of cigar leaf tobacco in the Dutch East Indies and by reason thereof either holds title to, or a mortgage on, some 150,000 tons, which, it is intimated, will be brought to Holland before any permits will be issued for the importation of cigar leaf tobacco from the United States. "We fully recognize, of course, the legal right of the Dutch Government to discriminate in favor of its own sub- jects under ordinary circumstances. In this case, however, Dutch ports were opened to American merchandise as the result of an agreement under which the United States, in company with the other Allies, is feeding the people of Hol- land and otherwise relieving their distress. The Govern- ment of the Netherlands, therefore, has received and is re- ceiving, a valuable consideration for a privilege which she is now denying to an important class of American merchants, who, acting on the assurances contained in the proclamation of the War Trade Board, have entered into large undertak- ings which now threaten to result in heavy losses. "Several of our leading houses have sent representatives to Holland and through them have sold very substantial (juan- tities of leaf tobacco now lying in American ports ready foi shipment. Large amounts of capital are tied up in this nur- chandisc. In many cases these goods have been paid for and the sellers are under contract to make delivery, a fact that raises serious and embarrassing issues between the Ameri- can sellers and the foreign purchasers. "We would again urgently request the War Trade Board to take this matter up with the proper authorities with a view to inducing the Netherlands Oversea Trust to issue permits covering at least the tobaccos we have already sold in Hol- land. Unless prompt measures are taken a number of reputable American houses will suffer very serious consequences." In the hope of bringing about an understanding with the Dutch Government that would relieve the situation respecting our exportations and of settling several other controversies that have arisen, a high official of the War Trade I'oard recently sailed for London with instructions to take up these matters vigorously with the British and Dutch Governments and the officials of the Nether- lands Oversea Trust. It is certainly to be hoped his efforts will be fruitful of good results. On the 8th instant the W^ar Trade Board made the interest- ing announcement that thereafter export licenses would not be required for merchandise destined to Holland and that permits for the importation of merchandise into Holland would not be required as to any goods consigned to the Netherlands Oversea Trust for the account of parties doing business in Holland. Our Washington representative immediately inquired of the War Trade Board as to whether this new ruling would enable American firms to ship cigar leaf tobacco to Holland and was informed that, as the board viewed the matter, the Netherlands Oversea Trust could no longer prevent the importation of cigar leaf tobacco, provided same was consigned to the Trust, but must promptly transfer such tobacco to the parties for whose account it was shipped. The board frankly admitted, however, that there was a l)ossibility that the Netherlands Oversea Trust would arbitrarily refuse to make such transfers and suggested that American shippers of cigar leaf tobacco test the matter by forwarding small lots of cigar leaf consigned to the Trust for the account of parties to whom such tobacco had already been sold. The outcome of these experimental shipments will he awaited with much interest. It is easv to understand how. under ordinary circumstances, the Dutch Government, which is reported to have advanced a very large amount of money on Sumatra and Java tobaccos in the" Dutch East Indies, should be disposed to discriminate against the importation of any other tobacco. In this case, however, the people of the Ignited States are performing for Holland a service so important as to transcend all such considerations, and. espe- cially in view of the fact that the sales made by .\mencan leaf dealers were consummated only after assurances had been re- ceived from the War Trade Board that the goods involved could he exported, it would seem to be but fair nlay should the Dntrh Government now admit cigar leaf tobacco from the T'niteH States without ftirther delav. You may rest assured thai we wdl leave no stone unturned in Washington to bring about this result. No Limits on Exportations to Belgium, Denmark, Norway and Sweden It is with peculiar pleasure that 1 am able to advise you that all limitations heretofore imposed on exports of cigar kaf to bacco from the United States to Belgium, Norway, Sweden an! Denmark have been suspended. Accordingly applications for licenses to export tobacco to these countries will now be con sidered by the War Trade Board without limitation as to quantitv and all such licenses hereafter issued will be valid until revoked It will still be necessary, however, for intending shippers to cause their consignees to obtain import permits in the countries to which exportations are to be made — except as to Belgium which no longer requires import licenses — but we are advised that no difficulty will be experienced in obtaining such permits, as American tobaccos are now greatly desired and can be absorbed to very substantial amounts. Indications now point to the rapid resumption of normal trade between the United States and Europe, although it is to be expected that free business relations between the neutrals and the central powers will not be restored to their former footing for some time to come. The Shipping Situation The situation wath respect to tonnage for both our import and export tobacco trade has been a most disturbing factor throughout the past two years, but I am glad to say has now improved to such an extent as to relieve our trade of any further cause for anxiety. In fact, indications now point to a return to normal shipping facilities at an early date, while there is every reason to believe that the lessons learned during the war will re- sult in an unprecedented expansion of the American merchant marine. Jf this result is achieved it will be worth the total cost \n the inconvenience and loss of trade which has been suffered during the past two years. When the Ignited States became involved in the war steps were immediately taken to concentrate all available tonnage upon the great task of sending our troops to Europe and keeping them supplied with food, clothing and war material. To this end \vc not only diverted all vessels flying the American flag, but our Government, in the exercise of its war powers, took over many ships belonging to neutral countries. This immediately di.'^^.ruptcd our usual transportation facilities, for not only was the bulk of American tonnage diverted to war purposes, but foreign nations suspended sailings to American ports lest their vessels be seized. Thus our regular trade routes to the Dutch East Indies were in- terrui)ted. our trans-Atlantic trade with Holland was susiiended. and our steamship connections with South America were almost entirely severed. The effect upon our exjiorters of the withdrawal of the greater proportion of the steamships operated between the United States and South American ports is graphically shown in the followiiiR extract from a pertinent letter which, at the instance of our Wash- ington representative, was addressed to the United .States Shipi)ini.( Board and the War Trade Board by one of our prominent mem- bers: "We have secured large orders for tobacco shiiiinents to South .America, for which our export licenses have been granted and which goods are ready for shipment at any moment. "Due to the lack of shijiping facilities the execution oi these orders is severely jeopardized, and the purpose of this letter is to point out to you how vitally important it is for the whole industry to allot sufficient tonnage for tobacco ship- ments. "If the tonnage allotted, which is entirely dependent upon the readiness of the Government to grant this, is tint sufli- cient to get the tobacco to the point where it is needed (|uickly. Holland or England will jump in and take the cream of the situation. . "If we do not grasp the situation and supply the Soutii .Atnerican manufacturers in the same satisfactory matiiur as they were supplied bv European countries, all the pioneer work which we have done during the war will have been lost. "We, therefore, respectfully request you to abandon tlic svstetn now in vogue and to allot sufficient tonnage of to- bacco shipments, a matter which is of such a paramount in- terest to the entire industry." Immediatelv upon the signing of the armistice our Govern- ment began a series of energetic efTorts to restore ocean fraiis- portation to a normal basis, notwithstanding the fact that ;i iJirp tonnage of vessels was required to bring our troops bac ' ' ' Europe. Everv dav has seen an itnprovcment in all /'"'.■'''"' j Dutch ships are now plving between the Dutch East ""'^ .f ". American ports, sailings to Holland are being resiimed aiu^ ^J^ probable that before the end of the present year a '^'*,'^^';/ ,''';, pr of ships will be employed in our South American trade tnjn ev before in the history of the country. WHien T say that tti-^ on put of the United States Shipping Board in new "^^''f '^''^'^ndnc- sels during the current year will exceed the aggregate p.-^^'"^ (Continued on Page ^/) IK our Special Bulletin A-13 issued under date of Ajdii 1st, attention was respectfully called to regu- lation T. D. 2813, effective April 25, 1919, pursuant to which manufacturers and imijorters were required to alKx to the front of each box or container of cigars \vei*'hing more than three pounds per thousand a new chissiiication label — not less than one and one-half inches long nor less than three-fourths of an inch wide, and bearing the appropriate one of the following state- pu'iits: ''The cigars herein contained were manufac- tured to retail at not more than live cents each and are so tax-paid. "The cigars herein contained were manufac- tured to retail at more than five cents each and not more than eight cents each and are so tax- ])aid. "The cigars herein contained were manufac- tured to retail at more than eight cents each and not more than fifteen cents each and are so tax- paid. ''The cigars herein contained were manufac- tured to retail at more than fifteen cents eacli and not more than twenty cents each and are so tax- l)aid. "The cigars herein contained were manufac- tured to retail at more than twenty cents each and are so tax-paid. "The labels used by importers shall contain similar statements except that the word, 'mann- fnctured,' shall be changed to 'imported'.'' The iiegulations also provided that "the legend nmst be legible in all cases and may be printed directly on the front of each box." As set forth in our Special Bulletin A-14, in re- sponse to our request for permission to utilize the old classification labels on hand, tlie Commissioner ad- vised : "Manufacturers permitted to use old cigar classification labels pending issue of Treasury De- cision extending effective date of new regula- tions." The Commissioner has now issued the decision re- ferred to in which the effective date of the regulation above referred to is extended from April 25 to July 1, 1919, until which date the stock of old labels and containers may be used bv manufacturers and im- porters, but on and after July 1st all labels and con- tainers must be printed and prepared in conformity with the new regulations herein above referred to. The Commissioner further adds the following new provisions : "In order to minimize the possibility of error in affixing proper labels, manufacturers will be permitted to use the a]^propriate Class letter — A, B, C, D or E, on such laliels, which letter should ap])ear directly to the left of the printed matter and the length of the label may be increased ap- ]iroximately one-half inch for this purpose. "The price limitations of the diflPerent classes may be expressed in numerals if desired at the o])tion of the manufacturer." New Leaf Regulations Suspended Until September 1st UNDER date of May 2nd (S])ecial PmUetin A-15) attoidion was called to the foUowing tck^gram from the Commissioner of Internal Kevenue in res])onse to our ]irotest against certain provisions of tlie new reg- ulalions (2818) viz.: "Decision extending effective date new regu- lations governing deaU^'S in leaf tobacco to June 1st in course of issue." Several confei'onces have since been had with the l)e]iartnnMit in AVashington, with the result that we are in a ]iosition to state that the regulations are now being thoroughly revised, and a further suspension of the rffrctive date has been ordered nntil September ], 1919, Watch Your Postage Stamp Purchases Washington, D. C-. AVatch your stani]) i)Ui-eliases during June. Ihisi- ncss concerns which customarily ])urchase stamps and stanij)ed envelopes in large lots should bear in mind that the rate on first-class matter drops from three peiits to two cents an ounce on July 1, and ]iostal cards to one cent each. While it will be ])ossible to dis])ose <»r extra three-cent stamps held al'ter that date by using di«'ni on parcel post shii)men1s, three-cent stamped en- veloi)es and two-cent postal cards will represent a loss, uidess, which is not likely, tlie Post Ollice Department makes provision for their redemption. Section 1401 of tJK' revenue law, providing for the return to the old rates of postage, was the only cheerful ])aragi-a]>li in what, to most people, is a sad ami e\i)ensive stoi'y. and all should show Cncle Sam that his generosity is ap])i'eeiated by losing no time in takinu' advantaue of the I'ednetion in I'ates. Say You Saw It in The Tobacco World 15 14 THE TOBACCO WORLD -■•"^M ' M I LEAF MARKET JOTTINGS *""— ■ M H^—tl— _M- — ■ I 1 "^11 E annual meeting of the National Cie-ar Leaf As- sociation at Lancaster, which is mentioned in an- otlier colunm, diverted attention from the leaf market, but buying- has been fairly active and prices steady. Tiiere has been no downward tendency, and there is a general feeling that a disposition on the part of growers to accept a fair price, and a fair price is generally considered to be what the buyer offers, would i-esult in the buying up of the balance of the crop, in short order. Prices are elusive, choice crops are bringing four- teen and lifteen cents, w^hich seems to be about the limit, and the rest runs from six to seven cents for poor grades to ten and twelve for good. The crop has been pretty well picked over and the probable l)alance is not over twenty-five per cent., if it is that much. One fact is evident, or appears to be, and that is that both in size and number, seed beds have been considerably reduced in acreage, and the weather has been backward. That shows a disposition on the i)art of tlie farmers to grow less tol)acco in 1919, but every- one connected intimately with the situation knew that before. Less acreage may mean better cultivation, more care and a fuller crop. Lancaster Countv could reduce its acreage and still have a large crop. Planting under favorable conditions, begins the latter part of May, continuing through the first half of June, or some- times nearly to the 1st of July. June planting pro- duces the harvest before the normal frost period. ^^kN The tobacco crop in North C'arolina is prettv well bought up though there are a few scattering crops to ])e obtained. April sales amounted to 124,r)5(; pounds Prom August 1, 1918, to May 1, 1919, the total sales of all markets of the State amounted to ;jl7,():50,80i; ])ounds. In Ajrril, Burlington sold 19,78() ixmnds; Lewisburg, 48,(;;]1 j)ounds; Keedsville, X^;l'l^ i)()unds; Winston-Salem, U,S5() ])ounds, and Voungsville, SOoS pounds. Very little broad leaf remains in the growers' hands in ( onnecticut. Some reports indicate a re- sti'iction this year in the shadegrown acreage on ac- count of the expense, but no reduction of any account in the total acreage. All guessing about futures is to be taken at its worth as there is not much real informa- tion. The Griffin Tobacco Tompany has already shipped 1700 cases al)road, of Havana-seed and broad leaf and have other shipments ready as soon as transporta- tion is available. Out m Wisconsin packers are buying binder loaf to meet the inmiediate necessities of" manufacturers and are anticipating larger orders as the season pro' gresses. (iood binder leaf has brought from tweiitv live cents to better. The slump of the Wisconsin mar- ket was in the leaf that was grass-hopper eaten or poorly sorted and packed, placing it in the stenmiin- grades around twelve cents. Filler tobaccos are -u present surplus in Wisconsin, Ohio and Pennsylvania It should be remembered that the 1918 crop is a lono* way off' from the manufacturers' table, a year or a year and a half, or even two years, and this has to be taken into consideration. However, unless something happens to the coun- try, by the time the 1919 tobacco crop of Wisconsin is ready for market, the 1918 crop will be sold and the growers will have profited by the lesson they learned this year. IVIost of them will also have a new automo- l)ile 111 the wagon house. ^^^^^^^^^\^m\^^ The volume of tobacco sales in Kentucky duriiio- the month of April was a decrease from M'areli, as most of the leading markets have closed for the sea- son, but larger than the corresponding month of last year. The total sales of the new tobacco, 1918 crop, amounted to 10,()50,()07 pounds, coiii})are(l with sales 111 the same period last year of ;),(;i 8,210 pounds of the 191/ cro}), an increase over last year's sales of 7,031,857 pounds. The total sales of new tobacco, 1918 croji, were valued at $1(),774,0()1.14, at an average i)rice of ^'I'l.li) per 100 iiounds. Prices remaiiK^l about the same as in March. High grade Hurley l)rouglit $27.8i> or $1.84 above March ])rices. Total sales for the season amounted to $109,()2r),7!)().:u;, at an average of $1>4.1?L>. Tl. Duys c^' (\)mi)any met with a serious misfortune on May 15, when two large warehouses of the Dnvs (^anadian Tobacco (\)rporation, at Janjues, (j)uebec, (^niada, were burned, entailing a loss of a half million piuinds of ( 'anadian tobacco, at a loss of $L'()0,000, wliieli was fully insured. The buildings were of brick of the latest construction. Duys c^c Oompany entered the ('anadian tobacco Held last year, and the fire will hin- der the develojnnent of their interests there, at least tem])orarily. So far as the outlook for the 1919 tobacco crop is concerned, there may be some restrictions in acre- age, though not very large ones, in New Knyland. ]*ennsylyania, Ohio and Wisconsin. P,ut in the lUirh'V counti-y they have had the time of their lives this yeiir with ])ig cro])s and big ])rices, and barring accidents, the new croj) is going to be a record breaker. To stand the gafF of harder work IN business and professional circles the smoke of full yet mild Havana greets the nostrils— where once the smoke of heavy leaf prevailed. The reason? Clear enoughl The problems of the day are worthy of the level best weVe got to give. Keener wits, for one thing, are the order of the day— nerves trained to stand the gaff of harder work. That, in part, explains why mild, efficient Robt. Burns is such a favorite with modern men — his full Havana filler pleases men who want Havana, but prefer it mild. ijutL nuL UJtSJL7 THE NATIONAL SIZES of Robt. Burns are priced from 10c to 15c. Larger cigars at the same prices cannot offer Robt. Burns quality. Little Bobbie, a small cigar, but very high in quality, sells at 6c. Robt. Burns Laddies, still smaller, come 10 in a package— price 30c. Wherever men travel throughout the United States they will find Robt. Burns cigars GENERAL CIGAR CO., INC., 119 West 40th St., New York City y'^oT' rw I GAR This is the Longfellow size — foil -wrapped -for your protec- tion against breaking and ♦•■-» insure its being fresh, 15c. 16 THE TOBACCO WORLD The National Cigar Leaf Convention (Continued from Page 6) and speculative than the purchase at inscrii)tions in Holland, where greater facilities for inspec- tion prior to purchase and better opportunities f or making intelligent selections for American require- ments exist, now, therefore *' Resolved, there are better facilities for handhng and shipping in Holland, enabling the to- bacco to arrive in this country in a more satisfac- tory condition. ''Be If Besolvedy that we earnestly urge that all possible efforts l)e made by the Sumatra grow- ing companies to bring about, at the earliest i)os- sible moment, a return to the former method of selling Sumatra tobacco, namely, by inscription in Holland/' The question of i)aying for tobacco on a basis of withdrawal weight rather than dock weight was intro- duced in a resolution by "Uncle Billy" Taussig. It read : ''Resolved, that we reaffirm our position in support of the payment of duty on tobacco on the basis of its weight upon withdrawal rather than upon the dock weight as at present." A resolution calling upon Congress to make no radical changes in the existing rates of duty on cigar leaf tobacco was next presented : "Whereas, It is authoritatively reported that Congress in the near future, will revise the sched- ules of the existing tariff law known as the Under- Avood-Simons Act of October 3rd, 1913, therefore be it "Resolved, That the National Cigar Leaf To- hi\cco Association earnestly urges upon Congress the desirability of making no change whatever in the existing rates of duty upon cigar leaf tobaccos, and be it further "Resolved, That the National Cigar Leaf To- bacco Association earnestly urges upon Congress the desirability of making no radical change in the existing rates of duty upon Cigar Leaf Tobacco." Discussion followed the reading of the resolution and it appeared that there was some difference of o])inion regarding changes in the tariff. The resolution was turned over to the TiCgislative Committee. The next resolution was a testimonial to the Avork done by W. L. Crounse in Washington, and called for his retention as the Association's Washington repre- sentative. Tt read : "Resolved, That we retain the services of Wil- liam L. Crounse as our Washington representative for the ensuing year at the same rate of compensa- tion as at present. " The question of a horizontal increase of 10 per C(|nt. duty on leaf tobacco was protested in the following resolution : "Resolved, That the association hei'eby enters an earnest protest against the proposed liorizonlal increase of 10 per cent, duty on leaf tobaccos and takes this occasion to express its disapproval of the principle of horizontal increases in dnties as being unscientific and impracticable, and be it fur- ther ( ( Resolved, That copies of this resolution be forwarded to the chairmen of the Ways and Means and Finance Committees of Congress." The session then adjourned. On Monday evening the Association was tendered a Susquehanna Shad Dinner at the Stevens House. "A good time was had by all," as the phrase runs. Fred Griffin gave a most interesting account of his recent trip abroad, recounting the trials and tribulations of the man with a passport. David Newfield, of Hartford, sang the ever-popu- lar, "Stein Song," and several others which showed the range and power of his pleasing voice. 1. N. Strasser, of Albany, proved to the gatlierins^ that he is a "fiddler" of class. The dinner was informal and was thoroughly en- joyed. The session on Tuesday morning was opened with a resolution to be presented to the Treasury Depart- ment asking that the rule requiring all filler tobacco originating in the Partido and Vuelta Abajo districts of Cuba be sent to the appraisers' stores for examina- tion, be rescinded. The resolution read : "Resolved, that the Legislative Committoe be instructed to request the Treasury Department rescind its rule to take every bale of Havana filler tobacco, coming from the so-called Partido and Vuelta Abajo sections for examination to the ap- praiser stores and apply to their tobaccos the same rule as now in vogue on tobaccos coming from the so-called Pemedios section." After some discussion it was adopted. The next resolution which was tabled called for the appointment of a committee for the establishment of cigar leaf markets similar to the "breaks" of the South. The resolution was as follows: "Resolved, That a conmiittee of seven, one from Florida and Georgia. "One from ^Fassachusetts and Connecticut. "One from New York State. "One from Pennsvlvania. "One from Wisconsin. "One from Ohio. "One at large, — be appointed to draw ]>lans and find means so that cigar leaf States where to- baccos can be sold of farmers at public sale under proper rules and regidations." A prolonged discussion followed and when a vote was taken the resolution was tabled. The following resolutions were also presented and adopted : "Resolved, That the thanks of the National Cigar TiCaf Tobacco Association in annual conven- tion assembled are hereby tendered to Commis- sioner of Internal Pevenue Poper, Deputv Com- missioner Oaylord and Chief of Tobacco Division Snyder for courtesies and consideration shown the representatives of this association during the i)nst year. "Resolved, That we express to the trade jour^ nals our thanks for and appreciation of their work durinir the vear in the interests of the trade. (Continued on Page i8) Say You Saw It in The Tobacco World 17 r Better Made Cigars And More Of Tkem At A Lower Cost Of Production THE Universal Tobacco Stripping and Booking Machine puts tobacco in the best possible shape ''for work"— it does not tear the leaves as does the hand-stripper. That means a saving in stock and a better made cigar. The " Universal" increases the output of every cigar-maker 35 to 50 cigars a day. That means increased production. One "Universal" and one operator do the work of three hand- strippers. That means two pay enve/opes saved every week. The "Universal" is the modern /?/^/^^^/ of stripping wrappers, binders and large-size fillers. Used and endorsed by about 1000 cigar man- ufacturers both large and small. Get a Demonstration of the Universal See the Universal operated in your own factory with your own tobacco. That's the way to get absolute proof of the performance i^ou may expect to get from it. No obligation involved. Write for a demonstration. Catalogue and Price List on request Universal Tobacco Machine Co 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murrain St., Newark, N. J. 18 THE TOBACCO WORLD '" ""*" IIIIIIIIIIIIHHHIIIIIIMlim Mil Illllllll IIIIIIIIMIIIIIIIIIIIIIMIIIIIIIIIIIIIII Illlllllllllll IIIMIII iiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiinniiiiiiiiniimmmniiinMmnnmiininmnm,„i„„„,^^^^^~ Say You Saw It in The Tobacco World ( ( {Continued front Page 16) Reaolvcd, That this association tender its thanks to the retiring officers in appreciation of their faithful and untiring- services during the past year. '^Resolved, That this convention tender the Jiancaster J.eaf Tobacco Board of Trathi its hear- tiest thanks for the splendid manner in which it en- tertained the convention and visitors." The election of officers followed. Fred (irilfin pr()})osed 1. J I. Weaver, of Lancaster, as president. Mr. W caver was elected by acclamation. George ^1. Berger, of Cincinnati, was unani- mously elected as vice-president. Jerome AValler, of New York, was unanimouslv elected as treasurer. Retiring secretary dosei)h Mendelsohn nominated Milton II. Kanck, of Lancaster, as secretary, and a unanimous ballot was cast for Mr. Kanck. S. ]\lajor Xcwburgh, of Jlamilton, Ohio, on be- half of the Ohio Leaf Association, invited the N. V. L. T. A. to hold its next convention at Dayton, Ohio. The in\'itation was accei)ted with great enthusiasm. The session then adjourned. The session on Tuesday afternoon was called to order at the Hamilton Club with President Weaver ])residing. He introduced Murrav A. Snvder, chief of the t()l)acco division of the Bureau of Internal Revenue. Mr. Sny(U'r came to the meeting to eidighten as far as possil)le all those who did not thoroughly under- stand the new revenue regulations. He also stated that lie was open to hear suggestions pertaining to the regulations and intimated that the de])artment would listen to any ])roposals from leaf men although he ccmld not assure them tliat the proi)osals would be accepted. It is the intention of the de])artment, ]\lr. Snyder said, to eliminate from the regulations practices that are manifestly unfair. His first amiouncement was to the effect that the maxiimim bond recjuii-ed fi'om leaf dealers has ])een reduced from +1()(),()0() to $10,()0(). This evoked ai)])lause. \{ was further stated in this connection tliat ])er- sonal suiety W(mld be accepted, and that a stockholder in a corporation may ])ecome its surety provided the said stockholder is not an officer of the corporation. Of great interest to the cigar mamifacturers of the country was the statement that the department is considering a icvision of the allowance of stemmed and unstemmed leaf allotted to one thousand cigars. ^Ir. Sn\(lei' said that there were some manufac- tui'ei'swho had run over the allowance of fifteen ])ounds of stemmed leaf, or twenty-five ])ounds of unstemmed leaf, ])er thons^nld cigars, and that as a result they had l)aid an additional tax. Ml'. K'laus, of the Kraus Cigar Co., Baltimore, em])liasiz('(l this ]>oint. stating that he haaid it and that he had had no redress despite the fact that the overweight was honest 1>' put in the cigars. Mr. Snyder replied to this by saying that there was i-edress and tiint if a manufacturer had used the tol)acco and could satisfy the collector on this point he could secure a rebate of the additional tax. It was pointed out that in these days manufac- turers were marketing ven- large cigars which did exceed the weight allowance per thousand. That in such cases where they anticipated a shortage in their accounts at the end of the year they should not wait until the end of the year to receive notification, but should immediately call the attention of the local col- lector to the condition. It was pointed out that if the cigar manufacturer w^aited until the end of the year for his notice, and then called the collector in, the proof to be submitted would naturally be less satisfac- tory as by that time the cigars covered by the short- age charge would have been shipped out. On the other hand, when the manufacturer is certain that he will have a shortage he can at any time call in the local collector and w^eigh a thousand cigars before him. Apparently cigar manufacturers have been ignor- ant of the law in this connection and have paid the additional taxes w^ithout complaint, not knowing that consideration would be given for any honest shortage which could be shown with reasonable proof. Mr. Snyder pointed out that manufacturers who waited until notice w^as received must make their claim w^ithin ten days after receipt of same, or be subjected to the additional interest penalty accruing in case the claim for readjustment was not granted. The question of requiring farmers to report on their tobacco sales was again discussed, but Mr. Snyder said that this could be changed only by an Act of Congress. There was an o])iiiioii expressed that as the farmer is held in high respect by all political par- ties it would be difficult to find a Congress willing to discuss such a measure. Fred Griffin expressed tlie opinion that the faniier had become in recent years a much enlightened citizen and that if the case was pro])erly presented to him he would probably be willing to urge such an act for his own protection and for the protection of the industry. The discussion conducted by ^Ir. Snyder was most interesting. Many cloudy })oiiits were brought into the light of day and both the leaf men and the internal revenue bureau undoubtedly shared in the benefits. The Association oave Mr. Snvder a rising vote of thanks for taking the time and trouble to address them. The convention then adjourned to meet next year in Dayton, Ohio. Tn the evening the Annual Banquet of the Asso- ciation was held at the Hotel Bnmswick, where mine liost Tiouis Lukes had prepared a dinner of many ])arls and much excellence. There were no set speeches l)ut there was music and singing in abundance. Owing to the fact that Tmk Tobacco Wohlo wire- less went out of commission early in the evening we have been unalile to verify numerous rumors of the festivities. Last re])orts, however, W(M'e to the effecl that every one was having a heluva good time. Tlie last radio frcmi our editorial staff reported the singers rendering '^Till We Meet Again'\ According to statistics prepared by the Xati(>n;il Citv IJank of New York, there has been a vast increase in the Oriental demand foi* American-made cigarettes. The number exported in the fiscal vear, which ends in dune, will be in excess of eiirht billions as coiii|>ai'<'i„g fr,.m Cnlm. or bee.nne a partv (o any agreement i)ertaining thereto. Any revision of the farilT affecting lilln.graphy from Cuba affects every Cigar .Manufac- turer in the United States whether he uses liliiograpliy from Cuba or not. This (luestion should and must have innnediate attention from ..vry cigai' manufacturer for his own protection. Hel]) the argument for the imblic good. GARRETT H. SMITH 50 Union Square New York City TELEPHONE, STUYVESANT 7476 20 THE TOBACCO WORLD ...■.......■■■■■■iiimiimmniiii»iM»iinM»i"""'" """"" ■ ■immiimmiiiiii iiim»""' "' iinln7iiniiiimMi»»ii"""""' ■■■■■imiii iiimiitii iiiiiiiiiiimnmm m"» Accredited Representatives The Leaf Tobacco Board of Trade of the City of New York: Delegates: , ^ „ t^ x A. Bijur (E. Eosenwald k, J3ro.). Fred Block (Goldsmitli & Block). John 11. Buys (11. Buys & Co., Inc.). Alfred K. Sclmiid (L. Sclnnid & Co.). Bercival K. Lowe. Henry Kothenberg. Jerome Waller (Kosenstadt 6^ Waller). E. J. Weil (Weil & Son). Charles Fox (F. Miranda & Co.). Alternates: Co.). John 11. Fielding (A. llussey Co.). Charles Meissner. Jonas M. Kosenthal (1. liosenthal k Co.). Lothan llerzog (llerzog 6: Sarluy). Henry Oppenheimer (H. Oppenheimer Co.). Robert Gans (Max Cans ic Son). Milton Greenhall (Greenhall Bros.). Philadelphia Leaf Tobacco Board of Trade: Delegate: S. Weiberg. Alternates: ^^. _^ . Sam Grabosky (C. II. P. Cigar Co.). J. R. Young, Jr. r. i , m i Lancaster Leaf Tobacco Board oj Trade: B. F. Good (B. F. (Jood cV: Co.). Joseph Goldberg. C. E. Long. J. W. Brennimann. C. S. Brennimann. S. N. Root. William Levy. M Rosenthal (Rosonthnl iJc (^o.). Leaf Tobacco Board of Trade of Cincinnati, ().: Delegate: Fred W. Miller. Alternate: (Jeorge M. Berger. Ohio Leaf Tobacco Packers' Association: D el cf fates: C. II. Sollidav, Dayton. M. E. ^tern (^I. E. Stern & (^o., Dayton). Sam Jaskulek, Dayton. L. A. Wheeler, Troy, O. S. IMajor Newburg, Hamdton, O. Connecticut Leaf Tobacco Association: J)cle(/ates: -, o a \ A. N. Shopard (A. N. Sliopard & Son). A Silberman (Fasslor & Silberman). W. S. Fuller (E. & A. Fuller). Alternate: B. Rapaport. (liicago Leaf Tobacco Merchants Association: Deleqate: IIv Taussig (Taussig & Co.). Alternate: Loo Tuska. htdiridnal Members Representation,: I. ]\[. Strassor, Albany, N. Y. ^, , . ^ P Somon (Chas. Somon & Sons), Clovoland, O. W. ]\IcIntosh (McLitosh Bros.), Edgorlon, Wis. Officers and Committees OFFICERS President, I. II. Weaver, Lancaster, Pa. Vice-president, George M. Berger Cincmnati. Treasurer, Jerome Waller, New York. Secretary, Milton Ranck, Lancaster, Pa. 1919-1920 DIRECTORS Fred B. Griffin, Hartford, Conn. E A. Calves, Philadelphia. Benjamin L. Haas, Hartford, Conn. Fred W\ Miller, Cincinnati. Benno Rosenwald, New York. S. Major Newburgh, Hamdton, Ohio. 1919-20-21 Fred Block, New York. Joseph F. Cullman, Jr., New York. A. W. Kaffeiiburgh, Boston. C. Nolt, Lancaster, Pa. Wm. J. Lukaswitz, Dayton. Ily. Taussig, C hicago. LEGISLATIVE COMMITTEE Charles Fox, CUiairman, New York. Joseph F. Cullman, Jr., New York. Fred B. Griffin, Hartford, Conn. A. B. liess, Lancaster, Pa. Charles M. Kincaid, Troy, Ohio. CONFERENCE COMMITTEE Joseph Mendelsohn, Chairman, New York. John R. Young, Jr., Philadelphia. Leroy H. Nolt, Lancaster, Pa. FINANCE COMMITTEE Jerome Waller, Chairman, New York. I. H. Weaver, Lancaster, Pa. Milton II. Ranck, Lancaster, Pa. TRADE RELATIONS COMMITTEE Charles Hippie, Cliairman, Philadelphia. A. Newfield, Hartford, Coww. Leo Tuska, Chicago, 111. CREDENTIALS COMMITTEE Jerome W^aller, (niairman, New York. A. N. Shepard, Hartford, (^onn. I. AI. Strasser, Albany, N. Y. ARBITR-^TION COMMITTEE Joseph F. Cullman, Chairman, New York. P>en L. Haas, Hartford, Conn. L. A. Kramer, Lancaster, Pa. AVm. IMcIntosh, Edgerton, Wis. AVm. J. Lukaswitz, Dayton, O. F. M. Arguimbau, New York. A. W. Kaffenburgh, Boston, Mass. COMMITTEE ON COMPLAINTS Fred l*»lock, Chairman, New York. Emil Wedeles, Chicago. Paul Semon, Cleveland. COMMITTEE ON TRAFFIC Charles N. Kincaid, Troy, Ohio. LABOR COMMITTEE Bon L. Haas, (Miairman, Hartford, Conn. Wm. Mcintosh, Edgerton, Wis. A. B. Hess, Lancaster, Pa. L. A. Wheeler, Troy, Ohio. I. 11. Gardner, Quincy, Fla. Say You Saw It in The Tobacco World 21 (Continued from Page 12) lion of American shipyards during the ten years before the war and will amount to more than one-third of the entire serviceable ocean-going American merchant marine in 1914; you will be able to form an idea of the enormous stimulus that has been given to our shipbuilding and ship-owning industry by the war. Wartime Conservation Measures The absolutely essential character of tobacco has never been .so convincingly demonstrated as by the conservation measures adopted by the War Industries l^oard with respect to cigars. The necessity for providing an adequate supply of cigars at all times even under war conditions was so generally recognized that it was not until November, 1918, that any program of conservation was considered. Even then no attempt was made to curtail output, hut merely to save material, capital and labor in manufacture and distribution. At no time did the Federal Government give seri- ous thought to the curtailment of acreage employed in the pro- duction of leaf tobacco; in fact, the demand on the part of our soldiers for smoking materials was so much increased by war con- ditions as to make it clear to all the authorities that the produc- tion of tobacco, both raw and manufactured, must be kept at the maximum throughout the war period. In the rational program of conservation finally framed by Mr. A. T. Esberg, who was appointed chief of the tobacco sec- tion of the War Industries Board, manufacturers were asked to reduce, where possible, the number of brands, sizes and shapes of cigars made by them, but there was no suggestion of a re- duction in total output. Discontinuance of the use of tin foil to wrap cigars and of tin boxes and tin containers for packing was ordered, not with a view to reducing the supply of cigars, bnt merely to conserve tin, of which a serious shortage had de- veloped. A part of the program, to become effective November 18. eliminated new brands except on written approval, prohibited the varnishing of cigar boxes, and placed restrictions on the use of tags, pasters, paper frontmarks or colormarks. to conserve the paper supply. Another part of the program intended to become effective January 31, 1919, regulated packing in wooden boxes and required the discontinuance of the use of tin foil and tin boxes. It was provided, however, that boxes and labels, cedar or colored paper and exterior box coverings and edgings on hand or in process of manufacture might be utilized. Manufacturers were asked to pledge themselves that during the war they would keep existing facilities and equipment in repair rather than install new e(|uipment and would not create new facilities without the ap- proval of the War Industries Board. Before this program went into operation the armistice was signed and it therefore became unnecessary to enforce it. It is highly significant, however, that practically all the conservation measures suggested related to savings in other branches of industry rather than in the actual production and distribution of tobacco and its manufactures. Attacks Upon Tobacco Industry I feel that I should fail in my duty if I did not at this time warn you concerning the serious aspect of the attacks upon the l(d)areo industry which are being made under various guises in ditferent i)arts of the country. This hostile movement has not as >( t taken definite shape and it is perhaps too early to attempt to foreshadow the form of the attack when it shall have assumed the proportions of nation-wide propaganda. It is, however, the insidi- ous and more or less sporadic beginning of a movement of this kind that should receive the most careful attention and that shotild be nut with vigorous measures calculated to suppress it before it assumes substantial proportions. This Association has scrupulously refrained from taking any I'art on either side of the so-called prohibition camj^aign. Its attitude was not dictated by motives of caution or because ot our tnuvillingness to take part in a hard fight. We were actuated sithly by the fact that this is a trade organization having for its cliief object the advancement of the tol)acco industry and that uc have nothing in common with any branch of the industry en- paged in the production and sale of intoxicating li(piors. In fact, our interests have been as special and as exclusive as those of the textile industry or any other particular line of manufacture. Nevertheless, it is now apparent to the most casual observer <*• the signs of the times that many persons engaged in actively '"King prohibition propaganda and who now find their occnpa- ti'A'A'A'J^'A'A»A»A».*.»A»>.»A»A»A»>t.».ArrrT^ J^S^iS" 1wo Brands ihatwiD Increase J^iSurBiisiness ^ hELSA 7G.-3 for 20g. 3 for 25g. up 'POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl^ Sellers We Recommend That You Carry a Supply of Them See Your Jobber "Now, or Write Us I. Lewis Cigar Nfg. Co., Newark, N. J. T '^ rL^i^iiest Independent Cliiar Factory in the World > i t i ! > lVi\TVTvrw^.v.v.VA'.v.v.\f ^v. V. V. V. V. v.v.v.v. v.v:^ 3 26 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco Wobld 27 HE'S THE OLD RELIABLE GRAND old"Biiir'. He's the best there is. He sold over 3fH),000,0()0 bags last year. You know genuine '"Bull" Durham — never an enemy; millions of friends. Genuine "Bull" Durham tobacco— you can roll fifty-thrifty smokes from one bag. That's some inducement, nowadays. CENUIN 66 BulCDurham TOBACCO ^ /^ Ouaranteeci xry ■W • Vk^ *^ ' INC OMPO""^* You pipe smokers, mix a little ''BULL" DURHAM with your favorite tobacco. It's like sugar in your coffee. (Continued from Page 25) terms of such contract and to revise such prices and that any data and information needful for a determination be made available to such agency. "Such legislation would seem to be in accord with the spirit of the times in that it is designed, by removin^r this perplexity to promote the efficiency of manufacturing and commercial institutions and so to serve the interest of the consuming public." The presentation of this report to Congress has greatly en- couraged the advocates of price maintenance, who now confidently predict the passage of a well-balanced law within the coming year. The Use of Trade Acceptances In my last annual report 1 emphasized the value of trade ac- ceptances which, during recent years, have done so much to ex- pand commercial credits and to reduce credit risks. 1 regret thai there has not been a more general adoption of this ideal credit instrument which, as 1 said a year ago, would render the cigar leaf business much more liquid. The chief difficulty in the way of bringing about the more general use of these instruments is the feeling on the part of many members of the trade that acceptances are heavier obliga- tions than open accounts. Acceptances, they feel, must be met on the due date, while many do not hesitate to allow an open ac- cDunt to run past due, relying upon the hope that the creditoi will not insist upon payment, fearing that he may lose the cus- tomer's good will. In some cases also it is the custom of the trade to sell a manufacturer a year's supply on liberal terms frequently indehnite, and therefore without fixed due dates, mak- ing settlement by acceptances impracticable if not impossible. I'erhaps a more logical objection to the use of acceptances is the fact that certain buyers are in the habit of anticipating pay- ment of their accounts, taking the benefit of the discount tor the unexpired time. These payments are dependent upon the condi- tion of the cash in hand of the buyer who fears that if he has given his acceptance to the seller he will not be able to obtain the benefit of the discount when in position to make payment as the seller may have made use of the acceptance at his bank and I)e unable to procure it for the buyer. .Notwithstanding these considerations, I believe the failure of our trade to employ the acceptance is due to lack of courage on the part of our members to insist upon business methods of merchandising. It should also be borne in mind that credits go hand in hand with security, easy terms being conditioned upon minimum risk. To the extent, therefore, that the creditor's risk is reduced by the use of the trade acceptance the credit of the debtor is correspondingly improved. Passports Owing to inadequate transportation facilities, insufficient ac- commodations for travelers in the leading Kuropean countries and the urgent requests of the governments of (ireat Britain, l->ance and other countries that the issuance of passports be limited strictly to persons having important business, the State Depart- ment has sought and will seek for some months to come to limit passports to those who really need them and will deny them to persons contemplating mere pleasure trips. To this end an im- puriant requirement recently instituted will be strictly enforced, namely, applicants for passports for l^uropean countries, and even tor C uba and South .American countries, will be required to pro (liuf letters from reputable business houses certifying that the proi)osed journey is to be made for strictly business' purposes. So many reports have reached the State Department that false cer- titirates concerning the urgency of proposed journevs have been tihd by applicants for passports that all letters filed by applicants HI the future will be closely scrutinized and in suspicious cases tlu tacts will be rigidly investigated. Unusual care, therefore, sliould be taken in preparing passport applications and in obtain- ing the necessary certificates as to the business character and iini)ortance of the proposed journey. I take this occasion to repeat the admonition which out \\aslimgton representative has frequentlv given, that applications should be filed at least thirty days, and preferably six weeks. hetore the passport is actually needed. .Applications should be >iiae obtained at such local offices it will not be necessary to secure 'I'ly assistance in obtaining passports. I ndcr the new rules, passports are issued for six months only instead of a year, as heretofore, but may be extended twice 'or a six nionths' period each time, making the total life of the I'assport eighteen months. Passports employed on trips to for- pleasant incident. The Largest Independent Dealer and Exporter of American Leaf Tobacco in tht United States. G. O. TUCK & CO. INCORPORATED LOUISVILLE. nY., - - ^- S- ^• Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. .,.- -■» *■■ ■ aa^- *■■ CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ■ » I ■■ M ■■ »■ ■■ li«- FOU SALE FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuclta shorts, of the finest quality. Edwin Alexander & Co., 17H Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. \VANTEI> TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND UUST, bought in any quantity anywhere. Send samples. Yearly contracts made. I. J. FRIEDMAN. 285-289 Metropolitan Avenue, Brooklyn. N. Y. SALES3IAX AVANTEO SAI-ESMAX WANTED TO CARRY LEAF TOBACCO SIDE LIXE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box ,^01, care of "Tobacco World." LONDON SHORT OF PIPES American pipe manufacturers should take a quick ho}) to London if they have any surplus stocks to sell. "London Tobacco'* in its May issue said: "Last month tlio tobacconist was advised to reconcile himself and his customers to higher ])rices for cigars. This month tlu' pipe houses are despondent as to future supplies. The importers' shelves are in some cases bare, and iiotliing is in sight coming forward. Wholesalers may have good supplies, but these will become exhausted. It would seem that in the tobacco trade we have not yet touched the top in the prices of many articles. Actual shortage of supply is the root cause in each case. In Ireland, some tobacconists have asserted their iiuh'pendence by raising retail prices of tobaccos and cigarettes without any advance in prices by the manu- t'aetnrers." Your Prospective Customers tUf« listed in our Catalog of 99% guaranteed Mailing Lists It also contains vital sui^gestions how to advertise and stl! profitably hy mail. Couiic and prictj piven on 9000 diffcr- ODt nalional Lists, covering all classes; for instance, Farmers Noodle Mfrs., Hardware Dirs., Zinc Mines, etc. This valu- ^iblf Reference Book free. Write for it. SOji Saves Dollars on Your Purchases C«t KTcral quvtations on what you buy. It will save many dcllars. Fat 50c (coin or stamps) we will send a few names of manafacturets, jobbers, dealers, or individuals who sell what you want (o buy. KOSS-GOUlCl ^ l%lciiliiii(g E. H. GaXO CIGAR COMRANY ESi* fS?RTY YEARS THE STi rXNDARD By Wkicb CUv H««w« Civan Ar« imAwA Write for Opan Territory Factory: Key West. FI«. New Yorit Office: 103 W. Broadway Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK T. J. DUNN ca CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! Free! SAMPLES Ask and You Will ReceiTe ....FIFTH AVENUE.... A Union Made Cicarette of Quality lOc FOR PACKAGE of 10 Moudipiece, Cotk or Plain Tip I. B. Krinsky, Mfr. '"NrYo^ ' LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Ow^nera and Manufacturers RACINE, WIS., - - - - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — V^appees — High Toasts Strong, Salt, SbJeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New Ytrk 30 Saij You Saw It in The Tobacco World Tobacco Merchants' Association Registration Bureau, new york city Schedule of Rates for Trade-Mark Services Effective April 1. 1916. Reg^istration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $5.00 1.00 2.00 2.00 H«t« A— An allowance of $2 will be made to members of the Tobacco Mer- ehants' Aaaociation on each registration. • . »t. .„,»;„„ «* mar* N«t« 1-If a report on a search of a title necesaitates the reporting of more ekaa tea (10) titles, but less than twenty-one (21), an additional charge oi^^^ »*llar ($1.00) will be made. If it necessitates the reporting of more than twenty (») ttte«, but less than thirty-one (31). an additional charge of Two D<»»»" WOO) will be made, and so an additional charge of One Dollar ($1.00) will be «ia*de fer erery ten (10) additional titles necessarily reported. REGISTRATIONS ATTA BOY: — 41,117. For smoking, chewing and scrap tobacco. Mav 9, 1919. R. Whalen & Co., Rochester, N. Y. AT-A-BOY: — 41,118. For smoking, chewing and scrap tobacco. May 9. 1919. R. Whalen & Co.. Rochester, X. Y. ATABOY:— 41,119. For smoking, chewing and scrap tobacco. May 9, 1919. R. Whalen & Co., Rochester, N. Y. ATOBA:— 41,120. For smoking, chewing and scrap tobacco. -May 9, 1919. R. Whalen & Co.. Rochester. X. Y. EDGEWATER BEACH HOTEL:— 41,121. For all tobacco prod- ucts. May 14, 1919. George Schlegel, Xew York Lity. 31:-41,122. For cigarettes only. May 7, 1919. The Weideman Co.. Cleveland. O. .. , j .. COM. JOHN H. TOWERS:— 41,123. For all tobacco products. Mav 17, 1919. American Litho. Co.. Xew York City. LT COM. P. N. L. BELLINGER:— 41,124. For all tobacco prod- ucts Mav 17, 1919. American Litho. Co., Xew York City. LT. COM. A. C. READ:— 41,125. For all tobacco products. May 17. 1919. American Litho. Co., Xew York City. AIR CHIEF:^41,126. For all tobacco products. May 17, 19iy. American Litho. Co., Xew York City. PRETTY MILD:— 41,127. For all tobacco products. May la, 1919. American Litho. Co., Xew York City. JONTEEL:— 41,128. For cigars, cigarettes, cheroots and tobacco. Mav 16. 1919. Leon Liesenberg. Mason City. la. ^, , -, DALMATIA:— 41,129. For cigarettes and tobacco. March ^1, 1919. Berberian Tobacco Co., Boston. Mass. SOPHOMORE:— 41,140. For all tobacco products. April 9, 1919. Trans-Pacific Trading Co.. Chicago. 111. SIN MANCHA:— 41,131. For all tobacco products. April 3, 1919. The Moehle Litho. Co.. P.rooklyn, X. Y. HAV-A-LITTLE:— 41,132. For cigars, cigarettes, cheroots, smok- ing and chewing tobacco. May 19, 1919. Heineman Bros., Balti- W A COMMERCIAL AMERICAN TOBACCO CO.:— 41,133. For all tobacco products. May 21. 1919. Turco-American Tobacco Co.. Xew York City. , v i i REDEMPTION :-^l,134. For all tobacco products. April 6, 1919. Elson & Jelling. Xew York City. NC-4:— 41,135. For all tobacco products. May 19. 1919. I he Moehle Litho. Co.. Brooklyn, X. Y. , ., , ,n,n ^m LIMPIO:— 41,136. For all tobacco products. April .s. 1919. 1 he Moehle Litho. Co.. Brooklyn. X. Y. EL MONTIARDO:— 41.137. For cigars and all tobacco prod- uct^ Mav 21. 1919. M. K. Starlight. Xew York City. MARTERA GARCIA-.^ — 41,138. For cigars and all tobacco prod- ucts Mav 21. 1919. M. E. Starlight. Xew York City. SUNNY LEAF SCRAP:— 41.139. For tobacco manufactured in all its forms. May 17. 1919. The American Tobacco Co.. Xew York City. GENOA:— 41,140. For smoking pipes. May 13, 1919. United Cigar Stores Co.. Xew York City. TRANSFERS VAN KOVEN:— 27,335 (Trade Mark Record). For cigars, cigar- ettes and tobacco. Registered Sept. 30, 1902. by Heywood. Stras- ser .S: Voigt Litho. Co.. Xew York City. Transferred to IV Pavn's Son's Tobacco Co.. of Albany. X. Y.. May 22. 1919. It is cxpectecl tliat l^roston Ilorbort, who has re- signed as head of the T(->bacco Section of the War De- partment, will shortly conclude his work in that con- n(^ction. ITis successor is his present assistant, W. T.. Kuhin, formerly connected with the General Ciirar Company, assisted by Lieut. K. R. I'iHer. <>!' tlie Quartermaster's Corps. A. E. F. PURCHASES MAY CEASE IN view of the tremendous surplus of tobacco and cigarettes which has been reported from the ^Vnieii- can Expeditionary Forces, it is probable that no more purchases of these commodities will be made by the War Department. In a report just prepared by the statistical branch of the General Staff it is shown that there are now on hand with the American Expeditionary Forces G6l\0U0,000 rations of tobacco and cigarettes. Based upon the requirements of the forces after April 1, with the estimated withdrawal of troops, this is more than six times the quantity Avliich will be required, and it is asserted that the AVar Department will have, as a sur- plus 550,000,000 rations. No announcement has yet been made as to what disposition will be made of this surplus. Tobacco and cigarettes do not form part of the regular ration in this country and, unless it is turned over to the vari- ous canteens, some steps mil have to be taken to return it to normal channels of trade. If it is to be sold, how- ever, it will be disposed of in such a manner as to dis- turb commercial conditions in the tobacco industry as little as possible, it being the aim of the War Depart- ment to resell to manufacturers wherever possible. LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City -••—•• if I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City ■■■ »■ ■■* — + The Tobacco World Established 1881 ■^ Volume 39 June I, 1919 No. 11 I TOBACCO WORLD CORPOIiATION Publishrrs Hobart Bishop Hankins, President H. H. Pakradooni, Treasm-ei- William .S. Watson, Secretary Published on the 1st and 15th of each month at 238 Chestnut Street, Philadelphia, Pa. Kntered as .'^econd-class mail matter. December 22, 1909. at the Post Office, Philadelphia, Pa., under the Act of March 3. 1879. ?i • PRICE: United States. Cuba and Philippine Islands, $2.00 a >ear. Canadian and foreign, $3.50. STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigarf Manufadured exclusively by Heywood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higliest Quality SELLING AGEINTS ADOLPH FRANKAU & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESE.MAIIVES E. C. McCullou^h & Co., Inc. - - .Manila. P. I. H. B. B. Co. (Canada) Ltd. • . . Montreal J. W. Streider Co. .... Boston, Mass.! OSCAR PAS Q ACM, Pbcs. J. A VOICE, Sccv. 8 Genu. Manager :/iVt:Mi;!t^Y'»1=t LITHOGRAPHING CO. inc. ^ 25'^"St.Cor.of llT^AvE. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING ♦*■ - + GARRETT H. SMITH, ^J^^f CONPANIA LITOGRAFICA DE LA HABANA Finest Imported CiK«r Bands and I ai>els. ALso UUmLLSS Bands NEW YORK OFFICE (Phone, Stuyvesant 7476! 50 Union Square THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS AND ^ ^ CURENDON RO/S c EAS^ 37'" ST. BROOKLYN,N.Y. BRANCH orncc 170 WEST RANDOLPH ST. CMICAGO.ILL. "■■■ ■■- ■'" "■ " " "— " -■- -r- "■ Tl Tl T* —-..--. TF ■■ ■■ %w ■■ OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco meilow and smooth in charactei and impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES Si BRO., 92 Reade Street, New York ■ ■■ «!■!■■ »■ ■■■ MANUFACTUPEP OF ALL KINDS OF ItaA St and Second A?e.. NEW YORK Cigar Box Labels AND TRIMMINGS. OHICAOO, 105 VrR9T MOITBOB STfUBBT, LOfTW O. CAVA. Blipr. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the prevailinj; \\\^h cost and scarcity of material, labor, etc.. we have decided to close out and discontinue a large >er of attractive stock labels with title and design rights. We are also closing out at exceptionally low prices the entire line of stock labels formerly made by Krueger & Braun, of which firm e the successors. We still have a (juantity of attractive stock cigar bands, which we will also close out at prices far below the present cost of |>ro- ig such bands. Write for sanii)les and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. / y^t \.iLUME 39 NO. 12 Back to the desk after lunch Light a Lucky Strike cigarette — the real Biirley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE cigarette It's toasted. Try the real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. Ifs toasted TOBACCO •JIJN JUNE 15, 1919 WORLD m i asB#* Open your package this way m V (g) >0 Guaranteed by IMC OMPOMA.TCO OUR HOLDINGS of the 1918 crop of SUMATRA TOBACCO will arrive in New York in the near future. These consist of the following famous marks: Deli My Amst. Lan^kat Co. Deli Da My SM j Sumatra LPC TKL I OK I Sumatra H. DUYS & COMPANY, Inc. 1 70 Water Street NEW YORK SUMATRA & JAVA HEADQUARTERS Say You Saw It in The Tobacco World ^m^^^^^ i S. LOEWENTHAL & SONS 123 MAIDEN LANE NEW YORK IMPORTERS, EXPORTERS and Packers of LEAF TOBACCO CONNECTICUT, FLORIDA AND STRIPPED FILLERS ESPECIALLY I I i i I 1 ?5? i % ■A i I ^^:j^m^ss^5^s^^v ^ ,»X\-<.-*\S>*^-SV\\» -i- .^^^^:r :.^^:s^^^^;-^ « Say You Saw It in The Tobacco World MADC IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Chmles the Gsmt A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA * TADEMA HAVANA CIGAR8 Ar^uelles, Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE 332 PEARL STREET TAMPA LEALTAD 129 NEW YORK FLORIDA HAVANA if|e« vienuinel lila jjpw- Ckocola}eTlav6r\ S EXCLUSIVE PROCESS ♦ UNION MADE ♦ PATTERSON BROS. TOBACCO CO JR. RICHMOND ♦ VIRGINIA E. H. CaXO CIGffR COMPANY FOR FORTY YEARS THE STANDARD By Which CUw Ha^Mia Clean Arc JacJawd Write for Opan Tarritory Factory: Key West. Fla. Naw York Offica: 203 W. Broadwa, 4. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAI S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobacc< 123 MAIDEN LANE, NEW YORK 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar ihat can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS "WH-ITE XJS S. J. FREEMAN & SON 123 Naiden Lane, New York »ii ■■ ■■ I I ■»■ HARRY BLUM Manufacturer of NTHE NEW «^ j» ATURAL BLOOM HAVANA CIGARS *' 122 Second Avenue New York City -t-ii n in — — " " " " " '■ " ** "* " " *■ ** ' ■^■^■■^^•'* > The Maintenance of an Inflexible | Quality Standard in is reflected in the unvarying increase in consumer demand. Good judgment favors stocking — displacing — recommending it everywhere % Allen R. Cressman's Sons, i Makers PHILADELPHIA Volmne 39 THE TOBACCO WORLD Number 12 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trad( $2.00 a Year PHILADELPHIA, June 15, 1919 Foreign $3.50 Waiting For Prices To Drop Is Putting a Brake On Production and Distribution SAVS Professor Irving Fisher, of the Chair of Polit- ical Keononiy of Vale University, "The main reason why business is not going ahead better is that most jH'oitle expect prices to (b'op," And he also says, ^'iUisiness men are going to find out that the clever man is not the man who waits, but the one who finds out the new price facts and acts accordingly". We are reprinting in part from the paper by Professor Fisher on "The New Price Revolution". Tliis ])a[)er has a direct bearing on the cigar and tohacTo business and should be read by every manu- facturer, J()bl)er and dealer. "To speak of the present 'inflation' as temporary, is to assume that the normal prices are those of 1914", says Professor P^isher. "Business men should face the facts. To talk reverently of 1913-11)14 prices is to speak a dead language today." The world has i)asse(l through a great industrial and social revolution, and is still j)assing through it. It nnist be obvious that the changes in the old oi-der of thiiius occasioned bv the war, nmst vitallv affect the h'Vcl of prices. This means a revolution in monetary valiH'S. Most manufacturers agree that there can l)e Imt a sliulit recession in ])rices for the i)resent, and as pur- t'iiascrs of raw materials and employers of labor they must know something about conditions. '^riie disti'ibutor, retailer and consume]', without Hiiy analysis, continue to believe that the end of the war Micaiis a decline in prices. Facts do not warrant this assiniiption. There is a verv definite relation between the cai-nino- ])ower of an individual and the cost of liviiii,^ I I ' It must be obvious that the great regulator of fniei's is supi»ly and dennuid. This war by changing ^rcat establishments of everv character into i)lants prodncino- things neecled directly and indirectly foi' the ^var lias thiown the noi'mal production of the world •iitiiclv out of i»-ear. It will be months before some hncs can begin to ])roduce again on the pre-war basis. Machinery for noi'mal liiu's of ])roduction was dis- plac.'d l)v war-working machinerv. Skilled labor has IXM'ii scattei-ed to the four j)arts of the country. This ^*<»ii(liti(»n cannot ]>e overcome in a month or two months. Mi'aiiwhile stocks of merchandise fall below normal i . - •d. the manufacturers are unable to inmiediaitlv ..tore the old scale of production. Again, merciiauLs fail to buy because they expect a decline in prices, and without orders the wary man- ufacturer is slow in buying raw materials and in re- storing his old scale of production. If there is no buy- ing there is a conserjuent decline in sales because with- out employmcMit ])eoi)le cannot buy. Again, without production there remains a scarcity of merchandise and i)rices remain high if not higher. Herewith we re])rint extracts from Professor Fisher's paper on this su])ject and we believe that it should be read and distributed tlii'oughout the entire to])acco trade : ''The main reason why l)usiness is not going ahead better is that mo.^t jx'ople expect prices to dro[). The merchant is selling, but not buying. The manufacturer holds \\\) the i)urchase of his I'a .v materials. Peo- l)Ie (juote the (lis))arity between pi-esent ]>rices and those ])revailing 'Ixd'ore the wai'', and decide they will not buy nnich until present pi'ices get down to 'nor- mal'. This genei'al conviction that j)rices are sure to drop is ])utting a ])rake upon the entii'e machinery of pi'oducfion and distribution. Keadjustment waits be- cause we kee]) on waiting for it. We have waited in vain for over thi'ee months. It is interesting to ol)- serve that many manufacturers think that ])rices must come down, inclndiiii*' the pi'ice of labor; but thev are ready to demonstrate to yon that theii- own ])rices can not com(» down, noi' can thc.x pay lower wages. Almost ever>thi]ig the\" buy somehow costs twice as nnich as before the war, and theii' labor is twice as dear. They can not ])ay theii* lalxn* less if labor is to meet the increased cost of living. Xow, as a matter of fact, when we investigate almost any individual one of the so-called high prices for industiaal ])i"oducts w(^ are likelx- to find that indi\i' it is not liigh; that is, it is Jiot high relatively to the rest. ()ur(|uai'rel is with the general le\'el of ])i"ices. "The general le\-el of jirices is de])en(]ent upon the volume and ra])idity of turnover of tln^ circulating nnvlinm in relation to the bnsiiu^ss to be ti'ansacf(Ml thereby. If the nnmbei" of le have learned to leave their gold and silver in the banks and use paper money and checks instead, they find the additional convenience so great that they will never fullv return to the old practice. ' '"2. No great outflow of gold through international [i..^](._llt sliouhl be noted that many of the foraier reasons for a flow of gold from America abroad have disai)i)eared. We used to owe Europe a huge balance of interest ])ayments upon American securities she held. The situation is reversed today. Moreover, Kuro])e must ])ay us money for the materials we will send lier for reconstruction, or at least pay us interest on credit we will extend lier. Thus our exports will probably exceed our imi)orts during the reconstruction pei'iod. We used to pay ocean freight money to for- eign carriers; today the American merchant marine will keep in American liands tens of millions of dollars of freight ocean money. The huge volume of American tourist travel abroad, for whose expense we had to settle, lias stopi)ed and can not resume for a year at least. For all these reasons the lines are laid for a movement of gold from Euro]je here rather than a movement of gold from America to Europe. " 'Yes, but', peo])le say, 'wait until trade is re- sumed between the United States and Europe, then surely ''low-priced Enro])ean goods" will flow over here in such enormous volume that they will liquidate ;dl annual obligations to us in goods.' Ultimately Euro]ie must pay her obligaticms to us in goods, but it will take mnny years. Meanwhile she needs our tools, machinery and raw materials for immediate recon- struction. "Business men should face the facts. To talk rev- erently of 191:M4 prices is to speak a dead language today. The buyers of the ccmntry, since the armistice, have made an unexam])led attack upon in'ices through their waiting attitude, and yet ])rice recessions have been insignificant. The reason is that we are on a new high-]>rice level, which will be found a stnbhorn reality, lousiness men arc going to And out that the clever man is not the man who waits, but the one who linds (»ut the new price facts and acts accordingly." New Regulations Sought For Unstemmed Leaf NEW regulations surrounding the dealing in un- stenmied leaf tobacco are sought by KN'presentalive (Jarrett, of Tennessee, in a bill he luis just introduced into Congress. Mr. (Jarrett 's bill i)rovides that unstemmed leaf m the natural leaf, in the hand and not niMimractured or altered in anv manner, raised and grown in the United States, shall" not be subject to any inteniMl revcime tax or charge of any kind, and it shall be Inwfiil for any person to buy and sell such tobacco without i)ay- ment of aiiy tax. TIk' bill classifies dealers in leaf tobacco and re- tail dealers in leaf tobacco, as at present, and pro- vides for the registration of the latter with local c«>l lectors of internal revenue Any retail dealer m W tobacco, however, will be permitted to sell natnral lea in its condition as cured on the farm, m the hand, .nii not manufactured in any way, excei)t to manutacturci^ of tobacco, snuff or cigars, witlnmt the i)avnn'n <» a i>^ tax on such h-af, and so much of section /iH ol iiu new revenue law as is inconsistent with this provision is to be rei)eale(l. The furnishing of statements of sales of le^*' "^ ..,11 retail dealers is i)rovided for and a fine ol' ^■'" >'y'" viH'h offense will be incurred l>y those who fail to maKo such statements. ^ t t C. L. U Selling Our United States Tobacco Products in Latin America By Alfred Thomas Marks ''pIlK itinerary of the traveller who plans to cover 1 South America in the shortest possible time and without unnecessary expense should be a matter of careful study. At best, the trip is one which shouhl not he undertaken without careful preparation and an in- telligent comijrehension of just what it involves. Many failures to get the best results in South America may he traced directly to inadecpiate ])reparation — taking too much for "granted," and dei)ending u])on methods which have been found to operate satisfactorily in the home market. Statistics just available at the United States Bu- reau of Foreign and Domestic (\)nimerce show that our exports of tobacco, manufactured and unmanufactured, to the Latin- American countries for the vear ended on March :n, 1919, were $l,OlM,r)!M), subdivid'ed as follows: Leaf tobacco, $9'iO,181 ; cigarettes, $l'2,(i4'J; cigars, $10,- 9l7: plug, $15,674: smoking, $29,906: all other tobaccos, $22 629. in the year ended on ]\larch Ml, 1918, the total ill these sanie lines to Ijatin America was $9;)9,S00. In this connection it should be remembered that the more than a million dollar ti'ade was done while oui* country was on a war basis, with the inevitable curtail- mont of raw^ materials, labor and transportation — all of which were serious obstacles to foreign trade. Tf this amount of tobacco export business can be ])iled up under these conditions, what mav not the industrv do with these obstacles removed? • It is essential in going about a selling Irij) in Latin America that we understand several all-impor- tant jihases of the enterprise, the chief of which is that we are to deal w^ith [jeoples whose viewpoint on trade, as well as on many other subjects, is almost rlianiotrically opposite ours. We are dealing with peo- ple who are naturallv suspicious of us, and who are in- plined to hold to the theory that a man must prove him- solf their friend before they cease to consider him theii- oneniy. Stated differently, that a salesman is c^iilty of harboring some intention of 'Moing them," if he can until he ])roves to their satisfaction that he has no such intention. Tn a word — he is GTuiltv until he proves him- ^olf innocent. The other side of the picture is that, once you have cained the confidence and friendship of the Latin-ATnerican, it is a permanent and valuable as- set he sticks to vou and buvs vour goods through thick and thin." While the ability to speak Spanish will be found to greatly facilitate business intercourse, and save the expense and annoyance of an interpreter, it is nevertlu'- less not absolutely essential ; besides. Poi'fuguese is the national lamaiage of Brazil, one of the greatest of our T^'itin-American tobacco markets. The inability to spoak either of these lanjruages need not operate ncrainst undertaking the Tjatin-.American sellinir trip. More than half the foreicm traveling salesnien visifiii"- ^^uth and rontral .\merica — not onlv from the Fnited u states, but from Europe as well— do not speak the lan- guages of the country, but depend upon native inter- preters, which interpreters are also utilized to assist in carrying samples and luggage. Leaving New York, the traveller usually makes Rio de Janeiro, Brazil, as a first stop. This requires six- teen days ; six days more bring him to Montevideo, Uru- guay, and another day lands him in Buenos Aires, Argentina, one of the handsomest and most nmdern cities in the world. From here he crosses by the Trans- Andean Railway to Santiago, Chile, on the we^4 coast, and from thence he travels north to Valparaiso, Lima, LaPaz, Guayaquil, Bogota and ( Ventral- American points, passing through the canal on his return to the Atlantic, and covering Cuba and l^orto Rica on the home trip. If desired, a diversion can be made to Mexico before visiting Cuba. The trip can be made in ten weeks or in twenty weeks, or more, depending upon the number of points touched and the time spent in each. It is very desirable that the traveling salesman in Latin Anu'rica should have some documents certifying to his connection with the firm he re])resents and to his identity. A power of attorney is also essential in case the traveler expects to have occasion to enter into any legal contract or business for his firm, or to aj)])ear in court. Licenses to do business are required in most of the Latin- American countries by the various provinces and munici])alities. AVhile in most of these countries the license fees are small, in some of them — notably in Argentina, Bolivia and Uruguay — they are sufficiently high to make it desirable to find some legitimate means of avoiding their j)ayment. This is usually accom- plished by having the traveler affiliate himself With some local importing house oi* customer of the house he repi'esenfs, so as to enable him to do business as an agent of the local firm, in which case he will not imve to ])ay a license. Tn Argentina, there are license fees foi* each separate ])rovince or territory. Tn Bolivia, the collection of the license fees is usually '* farmed out" to ])]'ivat(^ companies, and travelers are generally able to secure matei'ial reductions. A promising movement is now on foot to ari'ange a plan by which a single license fee will be exactcvl for all South America. The customs treatment of samples is essentially nniform throughout South America. Samples without comm(M-cial value are admitteresentative of the lirm. An even l)etter aiul more resultful method of introducing a lirm's rei)resentative to the l.atin-American buyer, and which is more courteous and appreciated than an open letter, is to write the foreign buyers, as far as this uiav be possible, that the lirm's representative has sailed for that country and will in the near future give himself the i)leasure of a call upon them. This accom- plishes much more tiiaii the mere presentaticm of a business card. Then, tiiere should be mentioned the matter of i rav- eling exi)enses in Latin America— and this is a subject not clearly understood and ai)i)reciated by most of our American' exporters. There is constant comi)laint by American commercial travelers that their houses raise objections to the size ol* their expense accounts, and the necessary items entering into them seem to be nuich better understood by Kuroju'an exi)orters. Ti-anspor- tation dilTiculties customs charges of all kinds, taxes on commercial travelers, and different usages in the Latin-American business world ])ile up ex])enses which •ire (luite unknown in the United States. Ks])ecially is this true of a salesman traveling with sam])les. The details of looking after the sliip])ing of trunks, getting them through the customs, lighterage on the west coast, etc., often take so much time and attention that in cases where a number of trunks are carried many Euro])ean tirms emi>lov an extra man to accomi)anv the sales- man and look after the samples and baggage. Charges are also much higher for an iiiex])erience<1 man who is not familiar with some of the ])ractices of the countiy, as ])rices asked for ])orterage, unloading lighterage, etc., are often regulated only by what an omplove thinks he can obtain. Hotel and sam])le room rates are high in Brazil. Aru'entina and T^ruguav, and decent accommodations\ with a sample room and meals, will average '^^'2 to $15 vM day in those countries. On tln^ west coast the prices are somewhat more i-easonable. Tncludinir evervtliing. a man cnnnot well get along on less than ^M^ a da v. and this means extremely careful (^xnenditure, and very lit- tle entertaining of "])ros]>ects" at first-class hotels. TiHiuiries of well-informe(l sources bv the writer briiiiis out the fact that a large ]>erceiitai''e of the sales of tobaccos in 1 atin America are mad" bv salesmen carrving these iroods as ''side lines." Our ex])ort<'i's will appi'eciate how materiallv this plan reduces the ev- pense (•f selling the goods; and, ])r»)])erly carried (Uit, should meet the needs of all except the largest export- ing concerns. Where a conmiercial traveler is carry- ing lines which are absolutely non-competitive, yet in a measure related, such as pipes, humidors, smokers' articles, etc. — or even where the lines carried are not related, as in one instance coming to the writer's at- tention where a salesman carried a line of cigars and cigarettes with crackers and biscuit — the "side-hiio" plan will work out nicely as a ''commission-on-sales" proposition, and especially for houses going into for- eign trade as a new venture. A point we should always keep in mind in planning our Latin-American campaigns is that you cannot **rush" the South- American trade; friendship comos iirst ; vour buyer nmst know you ; it is simply im])os- sible to sell a house ''between trains," as is frequently done in this country. But the Spanish-American is, above all things else, loyal to his friends, and trade once established on this basis is as near permanent as any trade can be. This is what gave the European ox- porters such a w^onderful grip on the Latin-American i,i.j,.l^(.ts— they studied the people, and shrewdlv culti- vated the traders before they said a word about trade. Finally, the one big, outstanding fact we shonld not lose sight of in considering the Latin-American ex- port trade for our tobacco T)roducts is that it is a trade we have a better chance of winning ])ermanently than any other — and also a trade we would probably also lose (juicker than any other provided we are not able to meet our Euro])ean competitors and to fight them with their own weay)ons. Just as the South Americans demonstrated that they were hide-bound and everlast- inglv tied u]) to Euro])ean sources of supplv in these i»oods when they, in so large measure, adopted otu" [)roducts, just so are they capable of turning their hacks on us and goinii' liack to the ohl producers in case we lapse in (Uir trade obligations to ])rovi(le for tln'ni the tobaccos they want at T>i"ices they can ami will pay. There will be no elimination of competition in the later- on hunt for trade, and it should he remembered that the sevend Euro])ean ccmntries which built up the hiic tobacco business in Scmth and Central America prior to the war know how to go about the game of wiiminsr it back. The tobacco exporters of Euro])e will be not a whit less able to take care of their Tjatin-American trade after the Avar is over than thev were before, once they get back on a ])roducing basis. Wr mnsf he .stroHffrr tlian ivr arc iodatj i<> hoU (win if. Latin America offers us a trade field of oih' hun- dred millions of T>eoplo — a market which is ours hv all ritdif*^ oF eontiiruity and communitv of commercial i'»- f(»rests. "We must make ourselves enual to i'^^c i'>h of meeting its needs or it will take its business elsewhere. Tobacco Products Stockholders Get Purchase Rights The I'oard of Directors of the Tobacco Trodiicts ( (trporation have authorized the sale to its stockholders of -Jol^OOO shares of the stock of the Tobacco Products Kx))ort Corporation, its subsidiary cor])oi-ation, re- centlv oiuanized umlei' the laws of the State of New Vork, and has ac(iuired all of the assets relating to its foreign business, including the foreign rights of al! the various brands and investments of the Tobacco Prod- ucts ('on^oration in Tjondon, Cairo, Canada, China and Do You Believe In Signs? By Frank Farrington (All Rights Reserved) other foreign locations. HOW do signs and show cards iuHuence you? If you are walking along the street and pass a store on which appears the sign "SHOES", does that have any special tendency to sell you shoes t Does it tend to create in your mind an inclination to buy shoes? Does it make you want shoes? "No" to all the (juestions. If you are out looking- for a place w^here shoes can be bought, it serves to tell you wduit you might even then learn more quickly through the windows — that there is a shoe store. But as for the sign "SHOES" exerting any intluence over you, causing you to buy shoes, alosolutely not. And yet, why shouldn't the shoe man use a sign that wr sign. Tf you can make it bigger, you may be able in that way to nnike it dominate, but that is s(ddom possible and it might be too expensive. Make the sign brighter at night by higher pow- ered lights. Make it brighter in the daytime by the right sort of lettering, if other signs around you are duli-coloied, make yours bright by using large white lettering on a black ground. If there are lots of bright, Hashy signs around you, make yours distinctive by using a i)eculiar shape or style, such as a round sign board and letters of roundish style, fat and curving, or a sign board that is distinctive by reason of being rustic, or cigar-shaped or an imitation of the sign board of an old inn. (Jet some unique design that fits the style of your sho]). Incidentally it might be said that there is a good deal to be said in favor of developing a tobacco shop into a place uniipie in appearance through the individ- uality of decorations, just as a certain type of design- ing and decorating is followed in many restaurants, tea rooms, rathskellers, etc. P)Ut the main thing is, get up an outside sign that will stand out from all the rest and be noticed. Then make this sign work for you and only you by getting \()nr name on in smaller letter that will not interfere with the (uitstanding "CIGARS". Don't sto]) with this one sign wiiicli is to adver- tise \'(nir store through all the neighborhood within sight of it. See that you have a set of signs suited to catching the eye of people closer to the store. The big sign is very likely to be indistinguishable by a man right in front. If it reaches half a l)lock away, it does not catch the eyes of passersby. Get them with signs under the win(h)ws, on the glass up high enough not to intei'fere with dis])lays, on the door, on the walls at the si i-oom on the sign itself to have your store name lettered in. For exam])le, a sign for '^ CLASS" cigai's would l)e made more valuable to you if you put in th(^ u])p wii'e will set their tongues wagging about your store Old-fashioned signs that merely indicate that vou nre there, running a cigar store, do not go tar uiough to get the trade in competition with chain stores and modern merchandising methods. See that ycmr signs have some punch to them and {u-e so worded that thev make the observer take notice. Studv the signs of live dealers in other lines than your own ■ When' vou find vcnirself heeding a sign advertis- iii<.- clothing, see what there is abcmt that sign that has in'rerested you and figure out how you can apply that idea to a sign for your own business. Ycni are being inlhienced every day by signs and by other forms of advertising. You can use these snme ideas in some ada])ted form if you will. You should seek to make your smaller signs some- thing more than mere signs, making them into adver- tisin**" bv saving something in them. When you say "dgars", y(m do not advertise your business much. When you say "Porto irican Cigars", you make an a])peal to men looking for a certain type of smokes. When you say "Porto Kico's Best Smokes", then your sign npi)eals to smokers in a very definite and direct mnnner. When you go still farther and say, "Best 7....miiiiiiimuii iiimiii ni» iiiiiiiiiiimmiimi"»""'"""«"""""""""" »""""""""""■"■»» Porto Rico ( igars Moderately Priced", you make a short, sharp advertisement out of your sign and it has a message for every liker of Porto Rican cigars. These smaller signs on the front of the store can be used to carrv just such messages. It is not neces- sary to leave up the same signs indefinitely. Your big' sign mav remain the same, unless it is necessary tcrdimige it in order to make it dominate the situa- tion, ifut the small signs may change often enough to keep giving the smokers a new message. P>y using frames with waterproof protection of the sign within, you can change the signs easily and frequentlv with only the cost and trouble of printing the new card to go in the frame, and if you cannot let- ter well with a brush, you can buy rubber type that will make good signs. Signs of the sort you can make in this way can be used inside the windows and they can be used in the doorwav and on the doors where they will be pro- tected from the weather sufficiently so they will keep fresh for weeks. At all events they must look fresh. Any sign that gets to looking soiled or dingy is an advertisement of shiftlessness rather than of good rigars. Your sign should be inviting in appearance, mak- ing the observer feel that it represents a careful dealer who takes pains with his establishment and therefore with the selection of his stock. A store otherwise per- fectly well ordered may get a black eye by reason of a dingy sign- and the i)i oprietor may give proper atten- tion to everything else and forget the sign because it lias been there until he never notices it. But the out- sider notices the sign and he judges the store by it, just as the man you meet may judge you by the condition of your collar when y(m haven't noticed that it is soiled. Wln^ther you give your signs much attention or not, or believe in their effectiveness, they are counting for or against your business every day and if you are foxy, you will S( e that they count for you. Get out on the sidewalk and study your store front and see what vou can do in the wav of signs. Look yourself over fiom the i)oint of view of the man in the street. Bill For National Trade Mark AVashington, D. ('. TlIK adoption of a national trade-mark lo(listingnisli merchandise manufactured or prcxluced in this coun- Irv and used in commerce with I'oreign nations jnid be- tween the States is jn'ovided for in a bill which has just been introduced into the House of Representatives by (N)ngressman Sims of Tennessee. Tliis bill, which has been referred to the c(nnmittee on interstate and foreign commerce, is similar to meas- nr;") S. Sixth Street owned bv L. T>ohren. Tt is a handsome shop, as to tin* show-cases and general furnishings, and it is stoeked with a very complete lino of cisrnrs, tobacco, cigarettes nnd smokers' articles. The window disj)lav is always nttractive and interesting. The house is ccnisidcrcd MS sort of a headquarters for pipes of the better (|iial- ity. Occasionally, "s])ecial sales" of pipes are con- 'hicted and thev have terminated verv successfulh . Mr. 1 ohron also carries a stock of chewing gnim, mints, etc. P>oxes of these goods are displayed on one of the show-cases, next to the counter where cigars, tobacco and pipes are passed over to customei's. Th(» amount <'t' gum, mints, etc., that is sold daring the course of a year we will leave to the reader's imagination. It is enough to say that it is a large amount. iNumerous tobacconists, whose shops are located near railway stations, or in the main business sections of towns and cities, have found it profitable to carry high-grade chocolates and candies, packed in half- pound and one-pound boxes; pencils, writing paper and envelopes, souvenir post cards, novelties, etc. The Idea ot cigar-store men handling newspapers and maga- zines is so general that it does not need mention here. The point that the writer is trying to make clear is that it will pay every tobacconist to "push" certain side- issues which are useful and desirable to the average buyer of cigars, cigarettes and tobacco. Small things like i)ackages of chewing gum, "Life-savers," "Buds," and "penny" chocolates and candies, always sell lively during all seasons of the year. Lively sales of the "little things" suggested mean "quick turn-overs" of money for the dealer. Sui)pose, for instance, that the dealer invests ten dollars in Chocolate Pmds, and that within a few days all of the Buds have been sold with a fair margin of ])r()fit. The dealer has had the advantage of a "(juick turn-over" of his ten dollars, and he may repeat the operation over and over again, making a profit on every "turn-over," of course. This method of retail selling is certainly bet- ter than the ])lan of stocking up with goods which re- main for months on the shelves before being sold. The public wonders how cut-price tobacco dealers make money by selling their T>i"oduct at such low^ figures, ^leii in the trade know whv the price-cutters are often successful in business — it's the quick tui*n-over of money invested that does the trick. The reader is to understand that we are not advocating ])rice-cutting. A\'e mention this merely to demo\'sti'ate the quick turii- o\'er idea. When you handle "side-issues " make a careful selection of goods that will sell ra])idly. Statistics receiitlv taken ])i'ove that candv-eating among the American people has beiui gr(»atly increasing ater demand for confcH'tions of all kinds. What does all this mean to tobacco dealers? Something decidedlv ini])ortant. It means that th<' dealers can easily sell larger (luantities of chewing gum, mints, chocolates and candies, for the simple ns'ison that the i)ublic demand foi" confections is constantlv increasing. Think of it! More than two 12 THE TOBACCO WORLD i;;;;'u:;;;:;;;;::;::i^uu,., » ' '"" " milUoiis of American warriors roturniii^- hoiiic with a stronger desire for confections than betore they weni away. Nearly all of these men are also smokers and are therefore patrons of ci^ar stores. Doesn t it toi- low that when these ex-soldiers see displays ot choco- lates, mints, chewin^r j^um and candies in ci^ar stores thev will be ''moved" to buy some ot the sweets. ' Not a few of the tobacconists have soda fountains in the front sections of their stores where all kinds ot soft drinks are dispensed. The thirsty traveler, on a hot summer's dav, comes in for the ])urp()se ot buying a cii^ar but when he sees the tempting soda tountam, he buvs a drink in addition to the weed, and he con- gratulates the dealer for offerin^^ such excellent serv- ice All tobacco-men are not in a position t() operate soda fountMns in connection with their ])usiness lor various reasons, but all may at least arranjje to handle a standard beverage like Coco Cola. It does not re- nuire a large amount of floor space, and an expensive fountain, to dispense cold drinks such as root beer, gin- ger ale sarsaparilla, and orangeade. The beverages, in small bottles, can be kept in a refrigeratoi-, and can be sold over the counter. It would be well to liave a couple of small tables and a few chairs m the sak>s- room, although the chairs and tables are no essentia . The average man is not particular alnnit sitting do^vn in front of table when enjoying a drink. Safetv razors and shaving soap forms a desir- able side line for any dealer, no matter how large or how small his shop may be. Other poimlar specialties include the following: Pen knives, pens and pencils plaving cards, cTiecker boards and sets, small framed pictures, collar buttons, books, writing inks, wri ing paper and envelopes, memorandum books wallets, fancv paper novelties, flags, base balls and bats, hsli- injr tackle and so forth. „„ „„., ....,.,........MMnmnMli;;i^I^i u » ■■" ' """ '""" ' All of the goods suggested can readily be sold by means of attractive window and store displays. "Spe- cial sales" of things like writing paper, playing cards, boxed candv, pictures, books, games, etc., help in win- ning new customers, who in many cases, buy cigars, cigarettes and tobacco in addition to the "special" advertised. When conducting a special sale of any ])oi)ular specialty the dealer should arrange an exclu- sive window exhibit of the merchandise in question. Have a placard hand-lettered, announcing the sale, and ])lace the sign in the window along with the goods fea- tured A sign reading like the following will attract unusual attenticm, and will "pull" new patrons into the store: EXTRA SPECIAL For This Week Only Best Quality PLAYING CARDS 22c. a Pack "A Good Buy!" Whenever possible to do so, the dealer should try to add side-lines which are nationally advertised, and in a measure he will gain some of the benefits of the advertising. Spearmint gum, for example, is nation- ally advertised. It is always of advantage to carry lines that are favorably known rather than goods which are entirely new to the public. Never under any cir- (linistanres attempt to sell ani/thinp that is not of pood (luaVitii tike for instance, an imitation of a nationalh/- adrertised artiele. You cannot afford to carry any line of that class because it would eventually injure your business The manufacturers of well-kno^^^l goods guarantee the cpiality, and you have nothing to worry Tibout in that respect. THE TOBACCO WORLD 13 Cigarettes in Hongkong INHERE was a decrease in the imports of American tobacco into Hongkong in 11)18 as compared with the piTvious year, as a result of high freights and ngh prices for tobacco in the United States. The total im- ports of American leaf during the year are estimatec at a little over 5000 tierces and hogsheads, C(>nipared with about 5000 tierces and hogsheads in 11)1 < . ( )t this amount all but abcmt 200 tierces and hogsheads were imported for the large cigarette factory m Hongkong. Durin*'- 1!)17 the monthly consumption ot this tactory amouided to about 450 tierces and hogsheads of Amer- ican tobacco and abrs. ||(. holds the theory that while most men knew dial ;iu extra cigar or so in the pocket is of \alue they forget the thought until someone reminds them of it. And by this method of the cloth pocket idea he touches both the heartstrings and the ijurse strings. About a year ago the proprietor of a Boston cigar, store hel])ed along the sale of cigarettes with a rather uiii(|ue idea. Stretched across the width of his store were three strings of cigarettes, each cigarette being .diffei-ent and a name written on each cigarette, the name of some j)erson. In the center a placard with these words was also suspended: A GIRL'S FAD Many Girls Collect Cigarettes From Their Ac- quaintances, Requiring Each Contributor to Write His Name on a Cigarette. YOU May Be Asked to Contribute at Any Time. Better Be Prepared. We Have Fancy and Plain Cigarettes for This Fad. ^lany young men viewhig this display no doubt helix'd to i)r()mi)t along the tad which many girls do practice, especially since the war. They ask cigarettes trom soldiers, each soldier writing his name on a "lag" which takes its place in the collection. This dealer knew cnie young lady who even wrote around to her acipiaintances asking for autographed cigarettes for her collection. She succeeded in collecting all kinds and types even special-made ones \yith gold tips as well as im))()rted ones. A counter salesman of ideas in a small cigar store introduced a good thought by displaying on the counter a t\ pewriter. From the carriage a i)iece of paper ])ro- trudiMl bearing this message: To Whom It M.vy Con- (KHX : "Cigars may come and cigars may go but this old l)!])e is resi)onsible for more ideas than anything e]s{» 1 know." Laying across the keys was a pipe — a well-smoked, well-seasoned and good-looking pipe. Surrounding the machine was a lay-out of similar pipes, ]iew ones. A small stunt exhibited in a smoke sho]) located in New ^'oi-k's financial district drove home a good thought. The dealer had displayed a ]dacard of a lilcasing light green tint u])on which were these words: YOU CAN'T ALWAYS CARRY A IN YOUR POCKET, BUT YOU CAN KEEP YOUR TEETH CLEAN DURING THE RUSH WITH In the first blank space he fastened a toothbrush and in the last one a sample stick of chewing gum. It pays to encourage your salesmen and counter tenders to deyelo])e similar ideas for aside from di- rectly aiding sales these little stunts lad]) to liven up the store and give the customers-in-waiting something to think about. THE TOBACCO WORLD 15 imiii '" """■"' ' '"""I "umii Ml iimiiiHi ••MiiiiHiiiiiiiiiiiiiiiiiiHiiiii;];;;7,,T;;iT;^i7;rr.m,.7.r.m.T.:^^ HIMIIIIIIIIIIIIII 14 THE TOBACCO VvORLD ■■ ■■ ■■ ■■ ■■- ■■ ■■ ■» ■■ ■— rtll— K-^-W^— «■ ■■ H^— «■- -••——••—•« t LEAF MARKET JOTTINGS i- -M-^ll^— ■■ ■■ ■— '«» ■■ H H- .««^_H_— ai^— n^H— ai^— •i'^-* ■■ ■" IN Lancaster C'ounty some planting lias been done but tlie weather has not been very favorable and the farm- ers have been getting in their corn and potatoes, it seems safe to assume from the general disposition ol the growers that the record crop of 25,000 acres ot last year will not be approached as the fiirmers' dreams of war ])riees were subject to a rather rude awakening, it is estimated that al)(mt twenty per cent, of the 191 S crop is still in the hands of the growers, and while buy- ers are wt in the held, they will not as a general thing pay the" ])rices still demandcnl. The controversy still goes on as to whether or not the 191 S croi) was sun- Imrned or if not, at least sh)W burning. There was a lot ot* high (juality tol)aceo grown around East Pe- tersburg, Manheim,' and Lititz of good burn and su- perior texture. The convention resulted in several sales and there are rumors, but no detinite reports, that some of the l)ig packers have absorbed a large bunch of the remaining cro]) for export, it is said that soni(» good cro])s have been Ixmght at S to 11 cents for wra])pers and 2 to 4 cents for fillers. (\ A. Post, of the I'nion Tobaco Company, of lied T/ion, has bought the Reist warehouse in the outskirts of Lancas- ter and will manufacture, pack and dejd in leaf t(>])acco. xvwv* \v ^^^v^^\^*.^^^^^* V >^^^^^ V.V (\)nnecticut Valley is busy ])laiiting, especially among the smaller farms, and many thousands of acres have been planted. Weather eonditions have l)een good and the jilaiits have thrived from the start. American Sumatra and (Jriflin are busy i)lanting their extensive acreage under cloth. American Sumatra has put a million dollars worth of fertilizer in the ground. Job- bers and manufacturers are buying steadily at fair |n"ices Imt no (luotations are made. (\)nnecticut sun and shade gi'own are both in active demand. The En- licld Tobacco (I rowers Association reports a large in- crease in membership, and pro])oses to ])lant a larger acreage than last year. They are holding about hall' of this vear's crop. Labor conditions are ejisy in nearly all of the districts and no seriinis tr(ml)le has been found to get hands to set out the cro]). To dune 1, Lexington, Ky., rei)orted sales of 55,- SOS,S()() ])ouih1s of tobacco, for $21,4:n,SS!), an average of $:!S.40 ])er hundred p(mnds, a large increase over jirevious years, and farmers are prei)aring for a greater cro]) than ever. This may be i)artly due to a recent ])ulletin of the (\)llege of Agriculture of the I'niversity of Eentucky declaring a shortage in Europe of a million pounds of tobacco and j)ros])ects of a large world shortage next vear. (Quotations of the Leaf Tobacco Exchange at Louis- ville, Ky., are as follows: Trash, (mixed); Bright lied $1 1 and $1:5, and scmnd $13 and $15 ; C ommon Lugs $15 and $17; Medium $17 and $19; Good $19 and $22; (\)niinon Leaf $22 and $24 to $2(5; Medium $21) and $28; (Jood $2S and $:)0; Eine $35 and $40. Dark Red aver- aged about an even twenty per cent. less. Good old Hurley crop sold at $40 to $44 and tine at $50 to $()0. The range of prices on the new dark crop was from sound trash at $10.50 to good leaf at $18 w^ith no quo- tations of selections. Sales for the season at llopkins- ville are 14,225,525 pounds against 21,714,120 for the same time last year. (Quotations are a triHe under the Louisville market. There are indications of a disposition to break, on the part of the Ohio growers. They have a strong oiganization which has agreed not to sell under eight- een cents, but the buyers have been standing pat on a twelve-cent proposition. At least that is the gen- eral condition. Manufacturers and job])ers are under no immediate necessity to buy, having considerable left- over stock from last year, and for which they paid liigli i)ric(s. They want to even u]) a little on this y( ar's crop, and ]»i-esent pros])ects are that they will. In Wisconsin the weather has l)een very favorable for the ])lant beds, and the indications ])oint to no lack of al)undance for the planting which generally runs from June 20 to dune .'lO, according to the weather. iJuyers are still in the gi'owing districts gathering uii- solil i)oi-tions of the 1!)1S crop, Imt with very little movement. The general i)rospects seem favorable to a lai'ge crop and less fuss and dissension than in the ])ast year. Sumatra importing firms in New York have been advis( d I'l-om Amsterdam that inscri])tioiis of the ItMi) tol)acco will be held in that city in duly, 1920. The (JriHin Tobacco (\)mi)aiiy branch office in Xew York at l.*)!) Water Street will remove on July 7 to KK; Water Street, into larger and more commodious (juarters. The head office is at SI (Vunmerce Street, Hartford, i'owu. The New York office is the import and exi)ort department. Professor Edward M. Clayton, of the University of AVisccmsin, has been ap])ointed by the (Jovernincut to sui)eivise the cultivation of tobacco in the Sulliehl District and adjacent districts of (\)iinecticut, uml«'i* the auspices of the l)ei)artment of Agriculture. Washington, D. C. NEW regulations just adopted by the Treasury De- partment should result in relieving merchants from the necessity of paying excise and other taxes by means of certified checks, wliicli' have heretofore been re- (luired. The new revenue law authorized collectors of internal revenue, at their discretion, to accept un- certified checks and the new regulations i)rovide for a different manner of routing checks than that formerly followed, which will relieve the collectors of responsj- hility for the money represented in any bad checks they may accept. The payment of taxes by means of certified checks has been a decided inconvenience to taxpayers, and has long been recognized as such by the department. Should a certified check be lost or destroyed before payment, the draw^er w^as put to considerable incon- venience and expense, for it was necessary for him to oive a suretv bond for the amount thereof to the ban'( of certification, and renew it each year for an indeli- nite period. In the case of a check for a considerable sum, the premium for this bond would be quite an ex- [)ense. The revenue law provides that collectors may ac- cept uncertified checks in payment of taxes, ])rovid(';l such checks are collectible at par, without any deduc- tion for exchange or other charges, if the bank upon which an uncertified check is drawn refuse's to i)ay it at par, it is to be returned to the collector and treated as a "bad" check. All bad checks must at once be made good by the taxpayer, together with all expens<'s incident to the attempt to collect and their return, and if the maker of any such check fails to make it good, the collector is authorized to proceed at once with the collection of the tax as though no check had been jj:i\en. Under the old method of handling checks they were all turned in to the Treasury Department at Wash- ington, and collected from that point. Any bad checks found were charged to the collector accepting them, and he was made responsible for the amount thereof. This, naturally, tended to make collectors reluctant to accept uncertified checks and, in view of the great number of taxes payable monthly under the new law, the department has changed the procedure so as to re- lieve collectors of much of the responsibility. In the regulations just issued, effective June 1, all checks, whether certified or not, are to be deposited by collectors with the Eederal Reserve Bank of the district, except local checks, which may be de])osite I with the regular national hank depositary of the cit / if no Eederal Reserve Bank or branch is located there Tax})ayers whose checks are returned uncollected are to l)e immediately notilied by the collector to make them good, and if any tax])ayer fails to do so, the col- lectoi- is to ])r()ceed to collect the taxes by the usual methods, as though no check had been given. lender this method, only the total of the checks collected is turned in to the treasury, the collector is relieved of all resi)onsibility for l)ad checks, while the drawer of such a check is assured of pronij)t and in- evitable action to collect. In addition, the giving of a bad check is, in most States, an offense punishable by fine or imj)risonment. I'he new method will be of great convenience t(^ mei'chants who are rerpiired to make monthly returns and i)aymeiits of taxes. It will be noted that the ac- ceptance of uncertified checks is not comi)uls()rv upon the collectoi', but it is antici])ated that tlie great ma- jority of collectors will be willing to accei)t tliem, at any rate from tax])ayers in good standing in their communitv. H. Duys & Company Get New Sumatra The first shipment of Sumatra of the 191S crop for II. Duys «fc ('omj)any, will arrive during tiie montli. More than 12,000 bales of Sumatra wei'e bought join:l .' liv 11. Duys & Company and E. Rosenwald cV: Brol!i i-, ;nid they will be divided between the two houses a •- cording to their recjuirements. The purchase includes the long-recognized sti.i .- jird marks, and the tobacco itself is said to be of ex- cellent ({uality with light colors in a))undance. ( )f considerable interest to the cigar manufac- tun rs is the announcement that prices will be lower than for the i)ast two years. Customers of II. Duys iV: (\)m])any will be given iu o'MortunitN' to make earlv selection. Tobacco Men Back World-Wide Retail Chain Iiig tobacco interests are said to be ])t'hind the iti<»\'ement for a world-wide chain of retail stoi'es lo I'andle merchandise of all kinds. The Enited l\-'t;ii! Stores ("or])oration has 1)een organized to linance r •- t'lil trade in foreign tields. (Jeoige ,L WheliMi Ins Imm'ii (lected i)resideiit with \V. I\. I'eiklns as vir-*- ])]'esident. The directors include James l>. Duke, (leorge J. Whelan, Sidney S. Wlielan and W. R. Per- kins. 11ie cai)ital stock consists of 100,000 shares of S per cent, cuimilatix'e ])referred and 1(10,000 shares of ( ommon stock without ])ar values, all having equal vot- ing power. Its THE TOBACCO WORLD THE TOBACCO WORLD 17 »|n ■■ .M— ••-^••- H H H 111 " ' ■* *' " "■ H I TRADE NOTES AND NOTICES -M .^ The Hart Tobacco C^nnpaiiy has been iiicorporalcMl at Tarlioro, xN. 0., with a capital of $U)0,(X)0 by K. b. llvatt, \\\ L. Tludson and W. P. Mcdraw. A C\)mniorcial Department has been established at the Dutch Legation at Washington, D. (\, which wdl furnish the tobacco trade with information, on retpiest, concerning the Holland markets for leaf and manutac- tured tobacco. The large building formerly known as the (Irand Opera House, Vincennes, Ind., is being transformed into a tobacco factory by the American Cigar (\)mpany. The new factory will provide working space tor up- wards of 600 people. Robert L. Henrv, for several years past a director of the P. Lorillard (Vmipany, and chief of the leat to- bacco department, has been forced by ill health to rtvtire from active business life. :\lr. Henry was born m Vir- ginia and has had many years' experience in the to- bacco business. The legislature of Porto Rico has passed a mini- mum wage law without defining either the hours or the production of a working day, and the packers be- lieve that the naturally indolent women tobacco strip- pers will take such advantage of it that the &tripi)ing costs will be materially increased, perhaps doubled. Tn T.vons, Georgia, the Lyons AVarehcmse rom])any has been'incor])orated with a capital stock of $10,000; in (Jlasgow, Kentucky, the AVarder Tobacco (\)mpany has been incorporated with a capital stock of $'2r),000, and in Stoneville, N. C, the Union Tobacco AVarehouse (\)m])anv has been incorporated with a capital stock of $25,000. The third anniversary of the opening of the Tialti- more factorv of Bobrow Brothers, of Philadelphia, was held at the* factory, 10.3 South Street, Baltimore, an Thursdav evening, ^May 29. Harry and Charles Bobrow were the hosts and the 300 employes were ten- dered a banquet and dance. The three floors were handsomely decorated and music was furnisheany, of Philadelphia, was sold at auction last week. it brought less than $2000 Arthur (1. Wiedmann, of the Wiedmaiin-St. Louis C^igar P>ox (\nnpany, is among the business men of the trade visiting in Detroit at present. Frank Ilarwood, director of pu])ricity for the Gen- eral ( igar (\)mpany, recently left Xew York for a month's tri]) thrcmgh the Scmthwest. Marcelino Perez, of M. Perez (S: C\)mpaiiy, who is at the New York ollices of the lirm for a few days, will sail shortly for Si)ain (provided tlie necessary ])assi)orts are ()btained) for a vacation. Mr. Perez exi)ects to be gone several months. The American I>ox Supply Company, of Detroit, oilers the cigar manufacturer almost everything Ik needs except leaf tobacco. The concentration of imr- (hases of a variety of ])roducts is an added induce- ment for cigar manufacturers who are not accjuaiiiteil with this aggressive and growing house to get in touch with them at once. The l*>ritish-American Tobacco (^niipany has de- clared an interim dividend of six ])er cent., paya])lc June :;(). The Tobacco Products C(mi])any has de- clared a (|uantity dividend on ])referred stock of one and three-(|uarters per cent, payable July 1. Lig- gett & :Myers have declared a ciuarterly dividend on preferred stock of one and three-(iuarters per cent., payable July 1. On June 2nd, the Fnited States Supreme Ccmrt al'- lirmed the lower ccmrt in the Colgate case. (\)lgate ik Co. were imlicted in Virginia for refusing to sell eutters, the (iovernment liohling that this was unfair comi)etition and interference with com])etition. The lower court threw the case (mt ami said that under the Sherman .\nti-Trust Act any seller of merchandise could legally refuse to sell cutters. While we have not seen the statistics, an exchange states that the Fnited States produces one-fourth oi the world sup])ly of tobacco, being tirst in prodnctH>ii. India is secoml and its vast ])oi)ulation consumes prae- ticallv the entire crop. Russia is third with small ex- ports and imi)orts. Turkey, Cuba, the Philipi>inos, Porto Rico, Santo Domingo, Mexico, Algeria, Oreoce, nnd the Austro-Hungarian countries are important as producers and exi)orters. That is as it was, but t!i(> war mav have upset the calculation, and ])robably has. ""...iilllUIIIMIIIIIt""''''''""'"''"''""''"""'""'"'""""''''''"""''''''''"'''"'"""'''"'"''''''''"''''"''''''''''""!'''"''''"!''"'"'"" Are Manila Cigars Sold On Brand Prestige WITH the price of Manila goods increased it will he interesting to watch the imports of cigars into tins country irom the PJiilippines and see whether or not they sutler an appreciable decrease. The condi- tions that two years ago began to seriously all'ect the ])iices of domestic goods have at last reached tlie Philippines with the result that the Manila manufac- turers have been compelled to raise their prices. The laise will affect the classilications of some brands and will move them from the live-cent class to the six-cent class. The continued growth of ^>Ianila imports during the time that domestic brands were going frcmi live to six cents and frcmi six cents to seven cents left prac- tically the entire live-cent iield to the Manila manu- facturers. There is no (piestion but what the Inited States representatives, and jobbers throughout the c( uiitry, made the l)est of the condition. lUit we have felt, and our beliefs have been borne out by statements from jobbers, that the great bulk (.r Manila 1 iisiness was being done on ])rice, and not on linnuls. The smoker who refused to spend more than live cents for a cigar naturally went to ^lanilas, .111(1 the (U'aler and jo])l)er realizing that the five-cent Muoki'i- lepresented a considerable Imyiiig power in the aggregate did not hesitate to stock ^lanilas. >(()\v that the war is practically over there is a i;i-o\vinj; tendency toward a nickel cigar, and numer- ous brands of domestic manufacture are being featured more an 1 more in the trade. This does not mean that the consi^mer is changing from the six- and seven-cent hiMnds, b-.it rather that there has always been through- out the wa'- a large number who refused to spend more than a nickel. Domestic manufacturers realizing this, have set out to recapture this trade. The (luestion that will be answered for the ^lanila iiiaiiufacturei-s very shortly, is whether or not their ,!':oo(ls ha\(' been sold on ])rice or on hrduds. We have alwavs believed that the ^lanila maiiu- t'.Mclurers luive made a great error in not backing up die genei-al advertising on ^fanila cigars in the trade !»;i)»ers, with disjilav advertising on their particular brnnds, thus identifying their factories and brands with the jobbei- and consumer. There has been some small s])ace used by United St;it(>s re])resentativ(»s of Manila factories, Init Horace K'cllv cV: Comi)any are ;d)out the only ones who have o'lsistently gone after trade with page advertisements •('t'litifving theii- brands and their firm. While ])ossil)lv the Manila manufacturers have "ontriliidcd something toward the advertising exneiiso ")' the Cnited States i-eni-est'utatives, the advei-ti^iiig !i.is been larii'elv of the dii'ectorv' type. We noticed with interest in the beautiful aiini- MANUEL B. PENDAS MARRIED Manuel P>. Pendas, member of the firm of Y. Pendas '*^ Mvarez. of Xew Y(U'k and Tampa, and "Miss :\lary ^Inikev were married in the Church of St. Fi-aiicis Xavier, Brooklyn, X. Y., during the lirst week in June. versary number of the Manila "liuUetin" page ad- vertising ol AlaiiiiJi cigar tactories where tlie brand and the laclorv were detmiteiv ideiitilied. It .Manila imports fail ott from now on it will be largely due to the fact that Manila cigars have been sold on i)rice and not on hrcuids. We do not hold that trade-paper advertising is the cure-all for such a condition, if it exists, but we do know that it will go a great way in establishing in the minds of the jobber and retailer ])rands ana their manufacturers. There is no question but what many jobbers and dealers have been buying Manila cigars on a basis of size and price without regard to the manufacturer or the brand. There are, of course, several well-known Manila brands sohl in this ccmntry, but considering the number oi' Manila brands ollered thev are greatlv in the minor- ity. If the United States rei)resentatives agree with this view of the situation they will greatly help their own cause ])y making strong representations to their concerns to come into the trade i)apers with some real advertising on brands. The ^Manila manufacturers cannot continue to maintain their Pnited States markets without spend- ing more money in advertising than they have been doing. For the past two years the business has been handed to the Manila manufacturers on a ])latter. No representative has been able for more than a year to till his back orders, but this condition show^s signs of abating. AV'ith the increase in the price of Manila goods, the appearance of five-cent cigars of domestic manu- facture, and a considerable decline in all domestic leaf, and Sumatra, the brands of the Philipi)iue manufac- turers will face a stronger competition than for some time. The Pnited States is a logical market for Manila cigars, but the ^lanila manufacturers fail to take into account the fact that the great Imlk of cigar sales in the United States are made on hra)f(Js and not on i)rice. The tobacco trade journals of this country hav contributed in no small wav to the growth of the Manila business in the United States, and thev ar(^ in a ])osition to assist the Manila manufacturers to estaV>- lisli their business in this country on a foundation Imilt on hvauds if the manufacturers are willing to s])end some money to do it. Th(^ money s])ent in the general advertising of Manila cigars through the Manila advertising a.«ren"v hns been used most advantageously, but it midd b" iM)int"d out that there are nunuM-ous manufacturers in the United States Droducing less than one hundred inillion ciu-ai's annuallv who spend as much as the iv>- propiiatioii of the ^lanila manufacturers. WILLIAM FOX DEAD AVilliam Fox, father of Charles Fox, of F. Miranda tV: Company, died at his home in Williamsburg, Urook- 1\ n, on dune :'>rd. He had passed his eighty-sixth birth- dav. 18 Say You Saw It in The 'J^acco World -«.i «» ■» ,m ■■ »■ "~ KSTABI.ISHKI) 1H>7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: ••QUALITY" Office and Salesroom, - 801-803 THIRD AVE. NEW YORK OTY , " "■ ■■ ■■ 1 "■ H M M M " ~ "fl l|f I ■■■■ — ■ .M ■■ ■■ ■' .j;;;.,-.,,,;:^^^ For Gentlemen of Good Taste San Felice 7 c Cigars ^sS#3|The Deisel-Yferamer Co., -»i ^^^■^l^?-^ — — ~ '-'t. '^-' '3''' iSAN FELICE —^ ^'^ -W^l^ LIMA,0. iM 11 ■ — ■I ■» m 11^ + + .11 M 11 — — ■— ■— II ■■ ■■ -- " 4* La Flor de Portuondo Established 1869 GENUINE Cuban Hand-Made CIGARS The cjuan F. Portuondo Cigar Mfg. Co. PHILADELPHIA ■ M I tl 1 lift Germany's Leaf Trade AlH OliDlXCi to reports luceivod by the Departnioiit uof (V)iiiiuerce I'roiii the American trade euiii- iDi^s.-ioiier at Stockliohn, Sweden, there is an absohite hiek ol" raw materials tor the tol)acco indnstry of (Jer. many, wliieh iias eansed 6000 cigar factories to close. The numl)er of employees in the entire industry has been reduced from 1>l!0,()()0 in 11)1(), to 80,000 in*l!)l<). At present the Netherlands cannot ])e depended ui)()ii as formerly for tobacco, and during the transition period Germany will have to rely upon tobacco substi- tutes, which, however, can be used to a limited extent only in cigars. The "Vossische Zeitung" of recent date reported that the prices of tobacco have reached uni)aralU'lo(l heights. Growers received 25.9 cents i)er pound for round or pointed leaves and L^*).7 cents for the lowest leaves. Tol^acco which before the war woubl have been almost unsalable, b'-ought 10 cents i)er i)ouiul. The retail prices of manufactured tobacco as given in a few advertisements (juoted from varioust (Jernian l)apers reflect tiie higii i)rices. Cigarettes ranged from 5.71 to 47.50 ])er 1000 and cigars from 13.75 to 15 cents each. The following tal)les, taken from the Statistical Yearbook of (Jermany and the reports of the Interna- tional Institute at l\ome, show the production, ini- ])()rts and exports of h'af tobacco in (iermany from 1000 to 1011), inclusive. Statistics for the total exports only are available. Production of Leaf Tohdcro h/f (icnnatnj for the Year.-; VJ09-1V13. p)Oi) (;i,!)00,7:iO pounds liiio' (;:;,47o,i>4o lilll, (i4,107,0S0 1!)!:^, S5,4S:;,liOO l!ii:;, 50,034,140 huporls (uhI I'J.riforls of Leaf Tobacco (in Pounds) hjf (icrmaui/ for' I he Years IVOD-IUIS. Imported from : UK)',) Austi'in- Hungary, Urnzil, ( hina, ( 'olombia, ( 'nba, I Dominican 1 1 ('public, ( Ji'eece, Mexico, NethirhuHls, Xctherhnids I^iHst Indies, iiussin, Turkev, Tnited States, All othei's. •J3,553,!M(; • ■•••••• s,75-_>,-j(;-j lM 45,075 ii,!)7:;,is3 1,olM),7;;o l,5-17.(;i'0 1,57S,4!)4 VJll 10,S50,L'1S 7,740,350 2,401,108 14,(53(),:;3!) ij:j3,i(;4 8:!,o(;4,8{)() 7i,so(;,oi'7 13,4:U,8.32 1f;,730JO!) 4,287,071 Total imports, inOOSO.727 Total exports, 1,000,:;(;5 14,548,155 10,183,000 10,504,444 158,053,8(14 771,610 V.)i:i 1,673,201 20,40:',,57S 1,547,62!! 5,672,4:;(i 3,l(;:Vi'>i 16,234,874 3,478.S5!) 817,!H)7 84,484,(;^1 3,,474.45() 18,02!).'J1I> I6,ii7.s;n 4,3)56,0^4 1 70,454-440 95(;,7!H; U .sr- partment oi' Coimnerce, which show that, during inc ten months ended with April, 1911), our total expoiis were lU,8GG,70iJ,UU0, with a value ot $21,G8G,8:iO. mir- ing the corresijonclmg period ended with April, iiho, the total was 7,ol3,iilG,UUU, valued at $lo,l)44,l)c)(), aiui lor the ten months ended with April, 1917, hut 4,91iy;jO,UUU, with a value of $1\275,G18. China, of course, is our most important custoiiu r, taking more than half of the total shipments, \viiii I'rance in second place, with ten per cent, of the toiai, closely i'oUowed by {Straits Settlements. The toi tow- ing table, prepared by the Department of (onnnercc, shows in detail the exports to the various countries during the ten^month periods ended^ with April oi 1917, 1918 and 1919: Exported to : 1918 France, United Ivingdom, Panama, (i(),l 27,000 China, 4,209,201,000 Straits Stmts., 74!),149,000 Siam, i:{2,000,000 Other countries, 2,1.j7,4;]9,000 1919 1,282,5.39,000 791,23b,000 08,055,000 5,94(J,428,000 1,1:34,198,000 197,00(),000 1,447,247,000 0. L. L. SAMUEL WERTHEIMER DEAD Sanuiel Wertheimer, a jjartner for twenty-one years in the lirm of Wertheimer Brothers, one of the leading cigar manufacturing iirms of Baltimore, .Md., , at the Littk> Church Around the Cornel- in New ^ (»i'l<- The couple are now on their lioncNinoon and cNl'tct to l)e in lioston at the time of the reunion ol •^^''• N'ocum's class at Harvard. Mr. and Mrs. ^'ocnm will make their home in K*eading. (Jeorge I.. N'ocuni is secretary and sah's nian;ii;''i" of ^'o('unl Urothei's, of IJeading, wid(dy known cm;!'" manufacturers, and is the son (d' William H. N oeum, president of the concern. 'v / <»^ ./ <^ ^ TKeDavmOfProsperiiyForYou ! ALREADY in more than a thousand Factories, the Universal Tobacco Stripping and Booking Machine is bringing prosperity to owners and in- creased contentment to employees. 4,000 ''Universals,'' all over the country, each turning out as much work as two or three hand- strippers, are booming production and reaping dollars for these wide-awake factory owners. The Universal Tobacco Stripping and Booking Machine: (1) Saves Stock. No ripped and^ wasted leaves; no curled tips. Smooth books, ready ''for work.'' (2) Increases production. Cigar-makers average 35 to 50 more cigars a day. (3) Saves labor and space. One "UniversaP' vyith one operator produces as much as three hand-stnppers. (4) Makes contented employees. Hand-strippers become skilled operators. Cigar-makers produce more- earn more. More cigars-/..'//./- made-at lower cost, mean prosperity for you! Ask today for free demonstration in your own factory and with your own tobacco. Catalogues and Price List on request. Universal Tobacco Machine Co. 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murray Street, Newark N. J. 22 Sai/ You Saw It in Ttik Tobacco World Say You Saw It in The Tobacco World 2:^ ^^tJ*';; ^MM^'y _t> 'There went out a sower; and, as he sowed, some fell among thorns, an^f the thorns grew up and choked it, and it yielded no fruit. And other fell on good ground, ^nd did yield fruit that sprang up and increased; and brought forth, some thirty, and some sixty and some an hundredfold." _st. Mark; 4, 3, 7, 5. Like the Parable of the Sower some manufacturers do not use sufficient foresight to determine where their advertising seeds are sown, or where they fall. They attempt to simply throw the seeds to the four winds — hit or miss — without regard for the thorny, or stony ground, or the waysides, where the seed is devoured, scorched or withers away. The wise sower of advertising seed selects the good, fertile fields; and he, therefore, not only reaps harvests thirty, sixty or an hundredfold, but saves much seed: — and surely this is no time for waste of either advertising seed (dollars) or time. When selecting the business fields which you want to sow and cultivate, don't scatter your seed — conserve it and plant where it will do most good; — where it will flourish, thrive and bear forth fruit in the form of increased business an hundredfold. Plant your advertising seed in The Tobacco World 236 CHESTNUT STREET PHILADELPHIA Copyrieln 1918, Notes and Comment The Finance Minister of the Jugo-Shiv State has decreed that the tobacco factories, inciiidiiig' tlie Bosnia-Herzegovina Tobacco Kegie, are to l>e taken over as a State monopoly. The American Consul at Baliia, Brazil, estimates the to])acco crop at 350,000 bales of 154 pounds each. The (iuality is poor, because of wet weather at tlie wroii" pei-iod. The average price of last year's crop was twelve and one-half cents })er pound. It is th(Uight that the present crop will average about sixteen cents. B. W. Andrews has been appointed Assistant Deputy Commissioner of Internal Revenue at Wash- IngUni 1). C., succeeding IT. M. (Jaylord, who hjis ])een |)i'()iiu)ted to the position of Depnty Cominissioner. Both are in the branch of the bureau that sujiervises eoUeetion of tobacco taxes. (Jreenville, Tenn., has four tobacco warehouse's. A fifth is to be erected by a newly incoi'poratod stock company, and a sixth is rumored as in process of or- ganization. Among new corporations in New York ( ity are tlic American Smoke Shop Candy (\)m])any, with $10,()n() capital stock, at 5S7 Fox Street, and the Sons of Italv Tobacco Comi)any, with a ca])ital stock of ^2r),(l()0', at :V27 East IKUh Street. E. Kosenwald & Brother, 145 Water Street, New York, have purchased the ])roi)erty 147 Water Street, adjoining them on the north, for the extension of their ))reiniscs when tlie ])resent lease on No. 147 has ex- pired. Leon Schinasi, formerly president of Schinasi Bros., Inc., a subsidiarv of the Tobacco Products Cor- poration, who resigned that ])osition, has been made pi'esi(hMit of the Importei's and Kx])oi'ters Insurance Company, of 17 South William Street, New York. Tlu> Philippine Tobacco Co., Inc., of Manila, P. I., has laigoly increased its manufacturing facilities. The eomiiaiiv makes a specialtv of furnishing exclusive brands to large impoi'ters and has no ollices or exclu- sive agents in the United States, its oHices are at 17i)-177 Juan Luna, Manila, P. L The Ignited States Slii])i)ing l*oard has announced n rate of $2 per hundi'ed ])ounds on tobacco from (Julf ports to ])orts of the Cnited Kingdom. To other Kuro- poaii ])orts, ocean rates on tobacco from (Julf ])orts ViXWirc from $1.40 ])('r hundi'ed ])ounds or 7:> cents pel* cuhic loot, to $'J.(M) per hundred pounds, oi- $1.0S per cubic foot. ^Vithout ])eing at all ungallant, it is fair to state ^'lat (in the average, women mak(^ as got^l substitutes Gormen in business as the men would for women in tln^ '^''h'hcii Mild nurserv. The ladv clerk is raindlv dimin- '^'"'m- in the cigar stoi'e, and the Pennsylvania Pad- ^■'•!intlis, about ()()0 of them stenograph(M-s. 4.-. -■■ «» n m I II ■■ '< Two Reliable Jobbers can secure exclusive di^ribulion of an excellent Shadegrown brand retailing at 1 Oc and up. This brand is comparable with the finest cigars of the Shadegrown type. The label is attractive and the quality is convincing. The manufadurers are long e^ablished, and well and favor- ably known. Thi.> brand is not a Shelf- Lounger, and the opportunity is open only to such jobbers as are in a position to feature a good Shadegrown cigar. Address, SHADEGROWN, CO Tobacco World. —M H- -«t ■■ n^-mn.^—m ...—■■ ■■i.iiiM ■■ ..I— ..—. t •24 Say You Saw It in The Tobacco World Say You Saw It in Thk Tobacco Wukl^ So ^''IIIIIIIIIHIIIHI I iiiiniiiii Millions From Manila! Cigar shipments from Manila during the first three months of 1 9 1 9 were greater than during any similar period in the history of the Philippine cigar trade. Better sizes and a far greater proportion of higher priced goods are shown for the three months in the report of the Collector of In- ternal Revenue. The growth of the trade in the United States without any attempt to stimulate it through National or Consumer advertising is sure evi- dence of the merit of the Manila cigar. The rigid inspection before any cigars are allowed to leave the Philippine Islands makes sure the maintenance of the present high standard for export. m For List of Manufacturers and Importers, address illliliiiJIilli!^ GLASS A, B AND C MANILA CIGARS I SHOW gr::at profit making possibilities i Manila Ad Agency CHAS. A. BOND, Mgr. 546 West 124th Street \, New YorK City lik:-.iii IIIHIIUII HmmiiiiiiimHiniiiiiiiiiimiiinmn""""""""""""" iiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiinn"""""' INTERNAL REVENUE STATISTICS FOR MARCH The following comparative data of tax-paid i)rod- ucts indicated by monthly sales of stamps are obtained from the Statement of Internal Revenue collections for the month of March, 1919. (Figures for March, 1919, are subject to revision until published in the annual report.) Mardi, Products. ( igars (large) Chiss A Class B Class C Class I) (lass E No. No. No. No. No. Total, Cigars (small) Cigarettes (large) Cigarettes (small) Simff, manufac- tured Tobacco, manufac- tured Playing Cards Cigars (large) Class A Class B (lass C No. No. No. lbs. 1918. 117,122,813 ;]73,4()1,748 125,709,901 1,179,858 1,419,233 618,833,553 84,253,:594 1,800,271 3,253,402,300 3,625,359 lbs. 37,072,812 packs 2,175,25() PoKTo Rico. No. 2,77(;,600 No. 8,015,!)50 No. 2,967,775 Total i:],760,325 Cigars (small) No. 1,200,000 Cigarettes (small) No. 456,000 pHTLiPiMXK Islands. February, 1918. 7,868,420 9,940,475 580,1 !H) 12,150 150 March, 1919. 163,635,102 218,!)48,429 162,680,093 1,887,530 1,947,197 549,098,351 84,493,873 2,828,157 3,845,079,275 2,903,153 2}),227,678 4,785,408 240,135 4:59,805 909,730 1,589,670 Cigars (large) Class A Class B dass C Class D Class K Total ( 'ii:arettes (small) Tobacco (manufac- tured) No. No. No. No. No. February, 1919. 2,408,200 ii),49(;,34:; 730,230 No. lb. 18,410,385 398,717 22,634,77:; 292,112 « ■ ■ • • KANSAS EDITOR DEFENDS HIS PIPE The "cigarette issue'' will come \\\^ in the next Kansas Legislature. Now that the war is over we don't care what is ut if anv wild-eyed reformer attempts to de- )>rive us of our old briar ])i])e, wo'll start scmiething that will make iiolshevism look like a pink tea in a staid country village. — Atchison Globe. CUBAN EMBARGO LIFTED The trade is informed that Mr. A. L. Sylvester, cliainnan of the conmiittee ap])ointed at the Confer- ence of Tm])orters of Cuban Cigars and Tobacco, has just received a cable from .his re])r(>sentMtive in Cnba that the bovcott on shipments of tobacco and tobacco iModiicts from Cuba has been taken off. Hence, the ship])ing of those commodities can now be resumed as under normal conditions. /"^^ViW<5^S it is pride -perhaps v^ ly conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is ^ood business sense that determines us to keep^^ "^ Cinco unswervingly up to the same standUrd^^ ; no matter how costs go up • to preserve the quality OTTO EISENLOHR &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED l8SO C0PVHI6MT. OTTO EISENLOMR £» BI»0S.,IMC^9'9 REGISTERED IN U.S. PATtNT Off iCt < < < JohnKUSkin I Florde skin ia;TPIl 7G.-3 for 20g. 3 for 25g. up -^POSITlVELYIlTHErBEST AT THEIR PRICE Both Brands Are Bl^ SelUrs We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newarlt, N. J. I.%riiest Independent Cifiar Factory in the World > i 4 T^7r^7:%jr:sAV.v.v.v.v^v.'u-ry>^>^4T;r^.V>V.V4V^ 233 i'fi Saif Von Smv It in The Tobacco World SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City Say You baw It in The Tobacco World 27 Tobacco Merchants' Association Registration Bureau, Lwyorkoty Schedule of Rates for Trade- Mark Services Effective April 1, 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer. 2.00 Duplicate Certificate, 2.00 V«t« A — ^An allowanc* of %2 will be made to members of the Tobacco Mer •kaata' AMOciation oa each registration. ]l«t« B— If » report on a search of a title necessitates the reporting of more ,h«« tan (10) title*, but less than twenty-one (21), an additional charge of One D^Tllar ($1 00) will b« made, if it necessitates the reporting of more than twenty (Z) titlM, but iMS than thirty-one (31), an additional charge of Two Dollar& 12 OO) will be made, and so an additional charge of One Dollar ($1.0U) will be 1^*4, f«f arary tmu (10) additional titles necessarily reported. REGISTRATIONS RE-ELECTION:— 41,110. For all tobacco products. April 30, 191^. Moehle Litho. Co., Brooklyn, N. Y. CELEBRITIES: — 41,112. For cigars, cigarettes and tobacco. I'eb- ruary 6, 1919. Tri-State Cigar Mfg. Co., South Bethlehem, Pa. MUNKOE C. CRAWFORD: — 41,113. For all tobacco products. May 7, 1919. American Litho. Co., New York City. VAbnDA:— 41,114. For cigars only. May 3, 1919. \Vm. Steuier Sons & Co., New York City. VICTORY WAY: — 41,115. I-"or all tobacco products. April Zb, 1919. .American Litho. Co., Xevv York City. VICTORY COURT: — 41,116. For all tobacco products. .April 26, 1919. .American Litho. Co., Xevv York City. TAKE IT FROM ME: — 41,142. I'or cigars, cigarettes, cheroots and tobacco. May 26, 1919. American Exchange Cigar Co., New \ ork ( ity. MINERS b HOUR DAY: — 41,143. I'or smoking and chewing to- bacco. May 26, 1919. Weisert Bros. Tobacco Co., St. Louis, Mo. SOUVENIR DE TAMPA:— 41,146 For all, tobacco April 11. 1919. Robert Mugge Co.. Tampa, Fla. O. & G. SPECIAL: — 41,147. For all tobacco products. 1919. Ogburn-Ciriftin (irocery Co., Mobile, .Ala. FADS AND FANCIES:— 41,148. I'or cigars. ( . Kerr Co., Fittsfield, Mass. ZABINi — 41,149. For cigarettes only. May Sons Tobacco Co., Albany, .\'. Y. GUFFANTI'S AFTER DINNER PERFECTOS:— 41,150 For cigars, cigarettes and tobacco. May 25, 1919. M. Vasquez, .\ew N ork City. CHRISTOPHER SHOLES:— 41,151. For all tobacco May 24. 1919. Moehle Litho. Co., Brooklyn. X. Y. FAMOUS RED ARROW No. 32:— 41,152. For cigars 1919. Chas. Leutz & Co.. Jefferson. Wis. X-53: — 41,153. I"'or all tobacco products. February X Senator Cigar Co.. Tallahassee. I'^la. ROYAL PARCEL:— 41,154. I-or cigars. May 22. 1919 < Ook. Tampa, Ma. DANIEL'S TAMPA D:— 41,155. For cigars. May 22. 1919. A. C. I'adella, Ybor City. V\a. DOUG.HNUT:— 41,156. For cigars only. May 23. 1919. American i itlio. Co., Xew S'ork City. LIZZIE FORD: — 41,157. For cigars, cigarettes, tobacco and snuff. May 29, 1919. Albert Fhlers, Brooklyn. X. Y. LITTLE NIPS:— 41.162 For all tobacco products. May L\ 1919. \nu'rican Litho. ( o.. Xew ^'ork ("ity. EVER MILD:— 41,163. For all tobacco products. June 3. 1919. American Litho. ( o.. Xew York (ity. HAVANA FLAKES: — 41,164. I'or cigars, cigarettes, cheroots and t'»i)acco. June 5, 1919. James Skallerup, Chicago. 111. products. April 4, .March 26, 1919. D. 25, 1919. 1^.. I'ayn's products. May 29, 20. 1919. V. ax C. TRANSFERS FANEUIL HALL:— 25,960 (Tobacco Leaf). For cigars. Regis- t«Mt(l .\ugust 8. 1903. by K. M. Schwarz .*<: Co.. Xew York ( ii.\. I ransferred to Cobb, Bates & Yerxa. Boston. Mass.. May 1. 1919. GARCIA FAVORITA (TOBACCOS FROM THE GARDEN SPOTS OF THE EARTH) :— 40,667 (T. M. A.). I'or all tobacco l)i"<»ducts. Registered .May 13, 1918. by .American Litho. Co., Xew ^ ork City. Transferred to Kohlberg iS: Co., Inc., X\ w ^ ork City. May 23. 1919. LA FEZITA:— 31.967 (Trade-Mark Record). For cigars, cigar- ettes and tobacco. Registered April 19. 190(), by O. L. .Sehwencke I itlio. Co.. New York City. Transferred to Udell Hendricks, ! « 11a. Iowa. August 30, 1917, and re-transferred to Andrtw Hcs- Mug and Dick Hessing, Fella. Iowa. May 14, 1919. Here's Good Advice from Uncle Sam ^^The Big Ten-Cent Tin'^ leads you to big ten-cent sales. Put them next to that Big Ten- Cent Tin filled with the finest, sweetest Ken- tucky Burley ever put in a pipe. They will thank you a thousand times and bring a dime with every thank you. For Pipe or Cigarette UNION LEADER p. Lorillard Company REDI-CUT Established 1760 TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILI Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Oft'ices, .S Beektiian .Street CIGAR MANUF.ACTURERS' ASSOCIATIO.V OF AMFRICA FREDERICK HIRSCHHORN. 11'' West 4(1th St. New V..rk President CHARLES J. EISENLOHR. '\U M.nket St.. IMii'a . I'a Vice-Pre-^idenl JOSEPH B. WERTHEIM. 8lst and K.ist End Ave. M l.afn. N Y Treasurer S. K. LICHTENSTEIN. AO Exchange Place. .Ma.iliatlau. N V .Socretaiv THE NATIONAL CIGAK l.FAF lORACCO ASSOCFATIOX I. II. WEAVER. Lancaster. Pa President (iEC^RC.E M. BERC.ER. ( incinnati, O Vit.- I'residiin IKROME WALLER. New York Citv Treasmer MILTON 11. RANCK. Lancaster. I'a .Si-,retarv INDEPENDENT TOBACCO MANUFACTITRFRS' ASSOCI ATK^X J. A. BLOCK, Wheeling. W. Va ['i.-^id-tn WOOD F. AXTON, Louisville. Ky Vice Prrsufem RAWLINS D. BEST, Covington, Ky .Secrefary-Treasnrei TOBACCO SALESMEN'S ASSOCIATION OF AMFRICA J. J. OLLENDORF Presi.l.tn HERMAN Gf)LDWATER 1st Vice Piesid. ... LEO LEHMAN 2nd Vice President JOSE PII FR EEM AN Treasu. . , LEO RIEDERS, 200 West 118th St., New York City .Secretarx NEW YORK CIGAR MANUFACTURERS' BOARD OF TR ADl- GEORGE W. RICH President SIDNEY GOLDBERG Vice-Presi.ieni A. L. ULNICK Treasnrei MAX MILLER. 1.^5 Broadway. New York Secretary Meeting 4th Tuesday of each month at Hotel McAlpin 2H Say You Saw It in The Tobacco World LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA CabU: "DONALLBS" Havana Leaf Tobacco Rapeciftlidad Tabacoa Finos de Vuelta Abajo Partido y Vuelta Arriba SAN MIGUEL 180 HABANA. CUBA £. Rosen^wald (EL Dro^ 14^5 WATER STREET NEW YORH THE YORK TOBACCO CO. ?»c4iliF4(:TliRF.RS OF CIGAR SCRAP TOBACCO I l\AFFENBURGH (EL SONS QUALITY HAVANA Sep tyxno 6. Havana, Cuba - ft8 Broad St.. Boston. Ma«* Advertise Your Brands in The Tobacco World K. STRAUS & CO. loiportsrs of HAVANA AND SUMATRA And Paokers af LEAF TOBACCO 301. 303. 315 and 307 N. Tbird St., Philadelpbia LOEB-NUREZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET. PHILADELPHIA CANCELLATIONS SUNKIST CUBANS:— 41,091. I'or all tobacco products. Regis- tired April 19, 1919, by Moehle Litho. Co., Brooklyn, N. Y. Can- celled May 7, 1919. SUNKIST .HAVANAS:— 41,092. For all tobacco products. Regis- tered .\i)ril 19. 1919, by Moeble Litho. Co., Brooklyn, N. Y. Can- celled May 7, 1919. THE CABOTS:— 16,795 (U. S. Tobacco Journal). For cigars. Registered December (), 1894. by L. E. Xeuman & Co., New York City. Transferred to Vyth Cigar Co., Chicopee l*alls, Mass., June 2. 1919. SAFETY SEAL:— 37,994 (U. R. B.). For cigars, cigarettes, che- roots, smoking and chewing tobacco. Registered h^bruary 8, 191.3. by lulward I). Depew & Co., .\ew York City. Transferred to II. l'\ iMdler & Co., Womelsdorf, Pa., .'Xpril 29, 1919. VAN KOVEN:— 27,335 (Trade-Mark Record). For cigars, cigar- ettes and tobacco. Registered September 30, 1902, by Hey wood, Strasser & Voigt Litho. Co., New York City. Transferred to H. I'ayn's Sons Tobacco Co., Albany, N. Y., May 22, 1919, and re- transferred to Anndora Cigar Co., Albany, N. Y., June 4, 1919. BASRA: — 34,017 (Tobacco Leaf). For cigarettes. Registered Sep- tend)er 7, 1907, by the Royal Turkish Tobacco Co., New York City. Transferred to .\. N. Barson & Co., New York City, and re-transferred to the Majestic Tobacco Co., New York City, April 30, 1919. \ Leaf Imports Increase IMPORTS of loat* tobacco continue to increase, ac- cording to officials of the bureau of foreign and do- mestic conunerce of tiie Department of Commerce, an increase of approximately eleven million pounds being recorded for the first ten months of the current fiscal year, as compared with the corresponding period of the fiscal year 11)18. The bureau now keeps a separate record of leaf tobacco imported from tlie i*hilii)i)ine Islands, the total for the ten-month period being 4,:n(),7(iO ixmnds, valued at $1,209,983. i\eceipls of leaf suitable for wrappers during the period totaled 7,*ill),(il)2 pounds, valued at $10,7G(),1)1G, as com])ared with :>,8()4,r)08 i)ounds, valued at $4,021,109, during the corres])onding months of 191S. lmi)()rts of other leaf totaled 59,138,144 pounds, valueil at $40,r)00,7rJ, as comi)ared with 55,G9G,054 pounds, valued at $31 ,r)l 1,320. As w^^s the case during 191 S, our most important source of wrap])er leaf is the Dutch East Indies, but ill tlir case of other leaf, Cuba has wrested first pnice from (ireece and, as shown in the following table, that count rv now stands third on the list: Pounds Wra])i)er leaf, imported from: Netherlands, Canada, ( 'uba, Dutch Kast Indies, Other countries Other leaf, lm])orted from: (Jreece, Tnited Kingdom, Mexico, (^iba, l^ominican T?e])ublic, Other count I'ies, 1918 3,8(14,508 353,172 (;2,414 1 72,48() 3,273.,8(;8 2 508 55,69r)',054 15,950,098 44,982 280, 109 15,108J)89 1 *> 7'>t\ 7'i'^ I .),/ .>U,/ •>•> 1 0,509,083. 1919 7,219,002 480 307,941 42,080 0,780,101 88,994 59,138,144 1 4,892,008 72,81(; 10,590,!)21 15,900,924 11,014,427 The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO INCORPORATED LOUISVILLE, nY., - U. S. A. Your Inquiry for Sample and Prices Solicited. Ail Kinds in any Quantity. \ Say You SauSIt in The Tobacco World 29 DOMINICAN LEAF CROP GOOD Washington, D. C. Tl 1 K tobacco crop in the Dominican Republic will be considerably better this year than had been ex- pected, owing to the fact that the long dry spell which prevailed during the first part of 1919 was broken in March. The rains which then fell saved consider- able of the crop, and it is estimated that the yield in the Santiago district this year will be around 350,000 sei'oons (1 seroon=110 pounds), w^iich is approxi- mately the same as last yearns crop. This yield is due to the fact that farmers made unusual preparations for a crop, and if the drought had not prevailed earlier in the year, the crop would have been between 500,000 and ()00,000 seroons. The Dominican Republic is one of the chief sources from which we import leaf tobacco. Figures secured from the Department of Commerce, showing the im- ports of leaf for the first three quarters of the current fiscal year, ended w^itli March, give imports of leaf from that country as 15,000,588 pounds, more than one and one-half million pounds more than was imported from Cuba, the next greatest source, and nearly a third of the total quantity imported. C Li. Li. THE BELGIAN MATCH INDUSTRY Tl 1 K first Belgian match factory was erected in 1835 on the River Dender, at Lessines, in the Belgian Province of Ilainaut. The prosperity of this factory soon lead to the creation of new factories, erected by late employees of the first. All these new factories were established along the Dender, in the Belgian Flanders, and now nearly the whole Belgian match iiulustrv is concentrated in that vicinitv. « • In 1912 there w^ere 14 match factories in Belgium, whose daily output was about 3,300,000 boxes of 50 splints each, a total of 105,000,000 splints. Needless to say that, in spite of the large per cai)ita consump- tion of 9 matches per day (which makes a total of ().'5,(H 10,000 used daily in Belgium), the Belgian popu- lation could not absorb the output. The greater part was exported, going to all countries of the world The keen competition existing between the mrccli inaiiufacturers could not ]h^ favorable to them. Thei-.- foii', in 1912 the limited company Cnioii Allumettiere was founded, amalgamating nine of the existing fac- tories into one large concern. The technical and ad- miiiistiative reorganization was nearly completed wht'ii the war broke out in 1914. A greater part of tile factorv ofBce staff of the Union Allumettiere had to join the army. Several match works were destroyed hy the (Jermans, although none of them were situated ^vitliin the radius of the military operations. Xever- tlu'less, at the return of the Allied troops, in November of last year, work was started afresh, and after four months' efforts the industrv is in a position, not onlv to supply the domestic demand, but also to ex])ort i)art of its ]»roduction. Tlie United States has been a regular purchaser of Px'l^ian matches, and in 1913 the imports amounted to !i57;!(W)()0. !^ince the amalgamation referred to above the man- nlaoture of matches has been im])i"oved to such an ex- tent tliat at the ])resent moment the Belgian factories ^''^'1 guarantee supplies as good and as regular as any other works. T. J. DUNN ®. CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York ^^T^;_.^7gg Free! Free! SAMPLES A«k and You Will Rec«iv« ....FIFTH AVENUE.... A Union Made Cisarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Mfr. '"N.r^„r" LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE, WIS., - - - - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAl. Maccoboys — Ti^appees — High Toasts Strong, Salt, Sb)eet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New York Your Prospective Customers Wit listed in our Catalog of 99% guaranteed Mailing Lists. It also contains vita: sucgestiuns how to advertise and sell profitably by mail. Count:; and prictj riven on 9000 difFcr- •ot national Lists, covering all classes; for instance. Farmers Noodle Mfrs., Fiardware Dlrs., Zinc Mines, etc. This fvalw tible Reference Book free. Write for it. 50{& Saves Dollars on Your Purchases C«t lereral quMations on what you buy. It will save many dcllars. Vr,r V\r (rn\T> nr «»-imr>< ' '*■* "••'' •^n/' 9 f^yv name* "♦ rT>«ni»f««>»iir»>r« Jobbers, dealers, or individuals who sell what you want to buy. Ross-Gould ^ Mldilin^ 30 Sai/ You Saw It in The Tobacco World H n^— ««^— II H «1- CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. .1 11 II T ■'" " — ^— — »Ma I ■■^^■M— WM- FOR SALE FOR SALE— Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. A so Vuelta shorts, of the finest quality. Edwin Alexander & Co., l/o Water Street. New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good gomg ousi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. ^^^__ WANTE1> TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN. 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN AV ANTED SALESMAN WANTED TO CARRY LEAF TOBACCO SIDE LINE— Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a sid£ line, on attractive commission basis. Address Box 301. care of "Tobacco World." WATCHING FOR CHILD LABOR TAX DESPITE the fact that the North Carolina courts have hekl the child labor section of the new rev- (.-nue law to be unconstitutional, there will be no let-up in the activities of the bureau of internal revenue in enforcing this section, and Conunissioner of Internal Pievenue Daniel C. Koper has declared his intention of viti:()rously carrying- out the campaign recently inaugu- rated under this section, at any rate until the consti- tutionality of the section is determined l\v the United States Supreme Court. The ])ersonnel of a special section to enforce this section of the law, to be known as the child labor tax division, has been completed, and lifteen inspectors liave l)eon appointed whose duty it is to inquire into and ascertain the ages of children em})loyed in busi- nesses coming within the scoi)e of the law. The serv- ices of the entire force of revenue agents and de])uty collectors of internal revenue, numbering eight thou- sand and covering the sixty-four collection districts into which the country is divided, will also ])e enlisted in carrying out its provisions. The child labor section of the new law becomes etlfectivo on April L'5. Tt imposes an annual tax of ton per cent, on the net profits of any factory or manufac- turing esta])lishment in which children under fourteen years of age are em])loyed or permitted to work, even for one day, and achieves practically the same ])urpose for which was enacted the child labor law recently declared unconstitutional bv the Supreme Court. (\ L. [.. Vk. Oetzlaff, of Quincy, Florida, has opened a ])ranch office at 21 West Chestnut Street, Lancaster, Pa. He is a dealer in sun-gro\\Ti fillers and shade- p'own wrappers. Faxon, Williams & Faxon, wholesale grocers of Buffalo, X. Y., will give up their cigar business on Julv 1. AiSj-. "it's a cinch for a live, dealer to pull the besttrade his way _gm GRAYELY'O CELEBRATED Chewing Plug before the invention ^..^ of our patent air-proof pouch j^^z gravely plug tobaccx) —s=^==t made strictly for its chewing qualtty Would not keep fresh in this section. i NOW THE patent POUCH KEEPS IT FRESH ANP CLEAN AND OOOQ A LITTLE CHEW OF GRAVELY IS EhKMJOH AND lasts LONGER THAN A BIO CHCW OF ORDINARY PLUG. -"x ^J3.9rave}}fiMaccoCa.Dumut3bL -Wttf^'fj Dcrr. A Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City •^M^^liaa-^ll ■ ■■ — ■t.»-Miii ttJ, I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City ■••«^~»«' The Tobacco World 1 Established 18S1 ^ olume 39 June 15, igiq No. I. TOBACCO WORLD COIIPOUATION Hobart llisiiop Ihmkins. President H. H. Piikradooni, Treasurer William S. Watson, Secretary I'ublished on tlie 1st and 13th of each month at 236 Chestnut Street, Philadelphia. Pa. Entered as .second-class mail matter, December 22, 1909. "^ tj^-' Post Otncv, Philadelphia, Pa., under the Act of March 3. IS-^*. PKICE: United States. Cuba and Piilllpplne Islands, $2.00 a year. Canadian and foreign, $3.50. STERN PATENTED CIGAR CONTAIINER A most attractive package for 5 cigan Manufadlured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality SELLING AGENTS ADOLPH FRANR4U & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCullouith K Co., Inc. - - Manila. P. I. h. B. B. Co. (Canada) Ltd. - - - Montreal J. W. Streider Co. ... - Boston, Mass. THE MOEHLE LITHOGRAPHIC CO. ;!slGAR LABELS AND CLARENDON Im «. EAsI" 37^^51 BROOMYN,N.Y. BRANCH orncc 170 WEST RANDOLPH St. CHICAGO, ILL. OSCAR PAS BACH, Pres. J.A VOICE. Secy, a Gen'i.. Manager I /. LITHOGRAPHING CO. inc. ^^^ 25"!^*^ St.Cor. of 11T*:^Ave. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING GARRETT H. SMITH, ;^.^.--J;IV,-?~ CONPANIA LITOGRAFICA DE LA HABANA Finest Imported Cis^r Bamk and Label*. Alco GUMLESS B«jid« NEW YORK OFFICE (PtMiM. Stuyvesant 7476) 50 Union Square ■ — iiBMlB ■■ ■■— — — ^»— *^»— ■■ !■■■ Ill ■■■■■■ — ^»— »— M I I — I #■ — iM — M ■■ ■■ Bl^ OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco m^i'ow and smooth in charactei and impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street, New York ■■ ■■ ■■ ■■■■ — ■■■■ — ■■ ■■ ■» ■—■■-■■ ■^■■■■■■— ■■»■■ ■■Mii.»»^M> ■■ na-^— <|» 22jid St. and Second Ave., NEW YORK Cigar Box Labels / AND TRIMMINGS. (niirAun. io.% wkht >ionrok strkkt, l.(>Ul.• *Teo You pipe smokers, mix a little "BULL" DURHAM with your favorite tobacco. It's like su^ar in your coffee. IRREGULAR PAGINATION .O // 1 VOLUME 39 NO. 13 TOBACCO '**i-.. JULY 1, 1919 WORLD ^^,«,\\\\\lllWllllllil!!l!l!(llill^ #^^^^s,\\\llllHllinililllllllllll!llllllllllllll^ ^~#^^^\\\l\llllll!tlH!lllllllllllllllllilllll!llllll(llll(llllllllllll||IH llllllllilllllll llllllllllllllllH lllltilill 'Hlill'lllli iltliill Tiiintiiii iitiiliiiri;ii'lii;i l!l!Un!l!ii!||!!ll!|liii iniiiiiiiiniiiiiiir.Hii iiiiiiiiiiiiiiiiiiiiiii li;:i!lll!lillll!l!l!illlillllllllllii!lllll!lll!l|l!il!li:i!l!l!!lll!i!IIIIIItlli;i!n^^^^^^^ ll!ll!ll!illllllllillll!t!iaillllll!ll!!l!!lllii!l!!n!li!ll|!llllll!llllll!||||||i^ lililinill!!ill!l;ilillHIII|!l)llllillIll!lii!lli!ili!ll!l|!illllllll!llll|ill||||||li|IW^^^^^^ iiiti!iiiii;!iii!iiiiiiiiiiiiiiiii!;ir.iiiiini!iiiii:ii!iii'i!;iiiiiiiiinit(iiii!iiiiiiiii//^^^^^ lllll!lllllilllllllll!lll!ltilillirililiIIl!lll!;il>iii|IIIIll!lllllll!l|ll|l||l!MlH/////,%^ HARRETT-HSMITfr ^ ^ ^ — — ':^7^ r^'ft __ <^ ..it? •••% ■<• ;:•; .:.:■.. :;:. •: ••• •••• -.tit •• ■i»r. ■■ !••• ill.. •<::::::::: %f'^///llllllllll '•"Hill IgUS-AND CANADIAN REPRESENTATIVE ::>-■ ■wi>VX. ,,,,,,„,^,n...».-""""""""'""'"'""""""" '""""f"r"""«'»".n„.„..„,., ,„IIIIIII""" — — ••••""/ 1 1 i \ i „,„„„„„,....«i'""""»""»"""""""' "''""'"""'"""U..,„ ,„,^_^^ """■ ;::::-!::miii!iiiiiiiiiiiiiii!iiiiijiiililiiii!iiimn:i- '"" P/^X^ pmsn /' -^ ^ .it::* ■rT' Imported GiGAR Bands ANolAA^DEIiS. ALSO GUMkESS 5an K OrrKjCrx) union square ••'CiH."' .^^^►i^x lillllili lilllllllllll # Tn rrMiAftir Cxii\/\irr \ n-p ^K HP '''i'"''i'i''iiiiii"'iii'ilinHiyiiiiiiiiliyilI!liiJtimMiiiiiUWn|^^ 'i'i''iii'''''niiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim\\\\^'^^^^^^ iiiiiiiiiiiiiiiliiliiii'iiiijiililiiiliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiliiiiiiiiiiiiiiiiiii^ Say You Saw It in Th;b Tobacco World Cotyri(ilit. VJV'. Li(i(jrtt .'t Mycis I ilmci> ( ''Same here— When I go fishin* 1 want fish that bite, and tobacco "•"' ^'"'' •" For Gentlemen of Good Taste San Felice 7C Cigars The Deisel-Wemmer Co., LIMA,0. it's a cinch for a live, dealer to pull the besttrade his way GRAVELY« CELEBRATED Chewing Plug: ibeforethe invention -^ op our patent air-proof pouch ^ gravely plug tobacco made strictly for its chewing quality Would not keep fresh in this section. now the patent pouch keeps it fresh anp clean and oooq a little chew of gravely is ehfouoh . and lasts longer than a bio chew OF ORDINARY PlCiG. '^ J?J3.9ratfelif3b3accoCaDmiue}bL ■•WW^f? DIPT. « "PT MADE IN BOND FINE HABANA CIGARS Excellence of Quality and Workmanship Are G>mbinecl In Chmles the Gsmt A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA TAD EM A "^cIgars Ar^uellesp Lopez G Bro. MAKERS OBNER4L OFFICE FACTORY WAREHOUSE 333 PEARL STREET TAMPA LEALTAD 129 NEW YORK FLORIDA HAVANA ,if5# enuinel lila PurWRlend Giooola}eTlav6r EXCLUSIVE PROCESS ♦ UNION MADE ♦ PATTERSON BROS. TOBACCO CO.TR. RICHMOND ♦ VIRGINIA IP — — ♦ La Flor de Portuondo EstabUshed 1869 GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondo Cigar Mfg. Co. PHILADELPHIA Say You Saw It in Thb Tobacco World OF ALL DESCRIPTIONS PACKERS 6 DEALERS i EXPORTERS \f> IMPORTERS OUR OWN DO/\ESTlC AND FOREIGN PACKING PLANTS ENABLE US TO /\EEX ALL REQUIRE /\ENTS. K INCORPORATED 21 EAST4.0Ty STREET New YORK CITY CABLE ADDRESS' REPUBACCO.N.Y. ^31=^ (^ B8TABLUIHBD IMT 1 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "OUALITY" OHlc. and SaUtroom, MJ-SOJ THIRD AVE. NEW YORK CITY m. ^ BUY NOW BUT BUY WISELY E. H. G»TO CIGJCR COMPANY FOR FORTY YEARS THE STANDARD By Which CU*r Havi Civara Ar« Jad««d Writ* for Op«n Territory Factory: Koy Wet. R*. Now York Offico; 203 W. Broadway i. S. l.OEWENTilM S lOtWENTIlAl. B. LOEWENTHAl S. Loewenthal & Sons Importers of Havana and Packers of Leaf Tobaccc 123 MAIDEN LANE. NEW YORK I HARRY BLUM Manufacturer of NTHE NEW m M ATURAL BLOOM HAVANA CIGARS 122 Second Avenue New York City [ • »i« - pM I iW M- 5c. Cigars are in Demand NiDlli Scraps make a line full flavored cigar Uial can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS -WHITE xrs S. J. FREEMAN & SON 123 Liberty Street, New York m. m If you want the pipe which i» known for dependability and economy you 1 | [i I can do no better than to stock up with the pipe with the well j —made well— and at ; a price to sell with j profit to you. i;i;Wi|UiiV|l!ini|N flUIUIlJI iiiiiiiiSRSi'"'"'"' Volume 39 THE TOBACCO WORLD Number 13 EM«blMh«d 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, July ], 1919 Foreign $3.50 Candy Lines Offer Retail Cigar Dealers An Opportunity To Increase Their Profits THE attention of the wholesale and retail cigar and tobacco trade is being directed more strongly toward the candy line. As yet only a very few con- ecnis have made any attempt at advertising their prod- ucts in the tobacco trade papers, but a very great num- ber of them are attempting to place their goods in this trade without trade advertising or consumer adver- tising. A free deal or a longer profit is catching many of the small dealers. Of course, the cigar store has been a legitimate outlet for chocolate bars, chewing gum, and small candies, and a number of firms have quietly hnilt up a large distribution on their goods through them. But you can go in any number of small stores and find jars or boxes of chewing gums, cough drops, choc- olate bars and candy tablets that have l3een there for a long time, and which show every indication of being there forever. For the most part the brands are un- known, and for the second part the goods never were up to the standards of advertised lines which com- pete, and for the third part age has left its mark on the gum, cough drops and almond bars alike. A good candv trade means a small stock and quick sales. Candy must be fresh to win the approval of the customer, and it must be sold quickly to enable the stock to be kept fresh. Not long asfo a campaign was started in this city on a candv tablet. Much to the surprise of some pur- chasers the particular stores in which thev sampled the goods had either old stock or else the tablets were in poor condition when they arrived. At any rate, the Avarm weather had done its work and the merit of the jroods could not be appreciated by the consumer. There may be some question as to the advisability of candv campaigns in hot weather. Of course, at this particular time there is a good merchandising reason for attempting a candy campaign in new fields. There is certainly no more profitable line for which n demand continuallv exists than candv. But there is no more reason for buyinc: unknown brands with lonq: rtrofifs than there is for buying brands of cigars that have never had a general appeal or which are unknowm to fho public. There may be^some lines of merchandising where the dealer can establish a good business on unknown nrands, hut it certainly is not in the cigar and tobacco business. A dealer who has not handled small candies and package goods before will benefit his pocketbook by confining his first efforts to known goods. But at that, the dealer cannot expect the goods to immediately jump off his counter into the pockets of a customer. A little salesmanship must be used. The candy should be prominently displayed, but never directly in the path of the sun's rays. **How about our candies?" might attract some customers, while other methods of approach would have to be used on others. A dealer with ambition can learn to sell his candies as easily as he sells cigars, but it takes hard work at the beginning to get an introduction for the goods and to establish in the minds of the customers that good, fresh candies are always to be had in your store. Tobacco jobbers will find candy a line that they can work with very little extra time, and if the right kind of goods are carried the profits will be found quite worth while. If prohibition comes, there are going to be more cigar stores than ever before, and those in the busi- ness now will have to work much harder to retain their trade. No doubt many corner saloons will blossom forth with soft-drink bars or soda fountains, a full line of cigars and tobacco and candy. Those retailers already established should be making their plans to strengthen their hold on their own trade, and to be in a position to give any newcomer in the neighborhood a run for his money. A new store cannot make a success unless it serves the public with something it wants in the way it wants it. And that is the answer to many new stores that succeed in taking business away from old-established stands. Eetail cigar dealers cannot afford to live in the past. They must live in the present in business methods a;id have an anchor out for the future. The kind of goods kept, the sort of service ren- dered the customer, and the condition of the goods when sold determine for the consumer whether or not the dealer is the kind he wants to do business with. As in the cigar business known brands are abso- lutely necessary to the success of a stand, so it is with introducing a line of candies. The rapidity with which ihe candy line develops will depend largely on the rep- utation of the goods offered and the condition in which the consumer getsjhem. 6 THE TOBACCO WORLD THE TOBAOCO WORLD 7 illtill""""""" ' IlllllllllUlllliillll IlllllllllHlimillll Illlllllllllllllllllllllllllllllllllllliniiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiimimiiiiiii IIIIIIIIIIIIIIIIiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiihiiiiiiiiiiiiiiiii. "Buy Now But Buy Wisely" T HE cigar production in April, according to the re- 1 port of the Internal Kevenue Bureau fell off more than 100,000,000 cigars. It emphasizes the remarks of Professor Fisher, of Yale University, prmted m our June 15th issue. The trade has been waiting for prices to drop, figuring 1914 prices as a normal level. The wKolesale and retail trade is making a big mistake if it figures that by waiting they can force the condition desired. There is no use considering the 1914 prices at this time any more than applying the same process of reasoning to food and clothing. We are eating and dressing now and paying the prices, and we can expect to keep on doing it. ^ The statement was made recently that it will take at least ten years for prices to return to old levels, if then. We can hardly hold off buying for ten years. The position of the cigar manufacturers is not so rosy, and no jobber will receive much encouragement in "talking with them about lower prices. Cheaper cigars are making their appearance but, if we figure by 1914 prices, the same quality sold for fifty to seventy- five per cent, less than now. If there has been any appreciable falling in the prices of leaf it has been more than offset by rising costs in other departments. The demands of labor have not been entirely satisfied and, if they are met, prices mav advance. The odd-cent prices have come to stay with an ap- preciable growth of the ten-cent business. This does not indicate that the cigar industry is existing on tem- porarily inflated prices, but rather on accepted stand- ards of quality for which the price must be paid. The wise* dealer and jobber is "buying now, but wisely." Goods must be sold for men to have work, and those who live must buy. In numerous lines in and out of the tobacco in- dustry prices are not only firm, but there are indica- tions of advances. Advances of raw materials must be passed on and the consumer will pay again just as he has been pay- ing. War conditions resulted in much overstocking on the part of wholesalers and retailers, and it has taken some time for them to get their stocks back to normal. There is no reason to believe, however, that we are entering a period of depression. We are going through a readjustment which is as necessary to business as an occasional physic for the human body. Business throughout the country is most opti- mistic. Plans for the future are being made on a larger scale than ever before, and it will not be many weeks before the cigar and tobacco trade will reahze that another era of substantial prosperity has begun. Leaf Tobacco Exports Breaking All Records Washington, D. C. EXI'ORTS of leaf tobacco will break all records for the current fiscal vear, the total for the first ten months being nearly ;3(),000,000 pounds greater than for the entire fiscal year 1914, the last prewar year, while the value of these exports is nearly three times as much as during that year. Statistics secured by the Washington Bureau of The Tobacco World show tliat, during the ten months ended with April, our shipments of unmanufactured leaf amounted to 470,662,260 pounds, valued at $145,022,759, as com- pared with 213,359,460 pounds, valued at $45,620,206, during the corresponding period of the fiscal year 1918. Total exports for the fiscal year 1914 were 434,742,937 pounds, valued at $52,813,252. Further, while we ox- ported this tobacco to but seventeen countries before the war, we now have twenty-one foreign markets. With the exception of Germany, we are again mak- ing shipments to all the European countries with which we dealt before the war and have added as customers a number of nations which formerly bought their to- bacco of Germany. The United Kingdom is our larg- est customer, as before the war, with France a poor second, and Italy third. The following table shows the distribution of our exports during the ten-month periods of the fiscal years 1918 and 1919: Pounds 1918 1919 Exported to : Belgium, Denmark, France, Italy, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, United Kingdom, Canada, Mexico, Argentina, China, Hongkong, Japan, Australia, British West Africa, French Africa, Other countries. 75,523 62,332,986 33,914,687 1,359,367 881,436 4,078,482 17,536,122 3,484,999 45,940,933 11,086,243 1,750,869 2,080,742 5,934,169 3,328,700 1,736,206 3,855,198 7,071,599 2,032,366 4,878,833 3,294,613 4,524,204 66,004,108 48,062,645 5,533,065 6,370,008 2,480,792 20,410,261 2,177,490 3,516,354 227,310,349 19,151 ,321 1 ,409,908 3,702,815 12,488,844 2,738,257 3,925,356 15,019,082 8,058,978 6,668,274 6,815,536 C. L. L Washington, D C BUSINESS concerns which carry insurance cover- ing their employees, with a view to providing super- annuated workmen with an annuity, may soon be able to take this insurance out with the Government on a co-operative basis. An investigation of the advis- ability of adopting a system of national insurance against old age, unemployment and invalidity has been proposed by Representative Sabath, of Illinois, and Congress has been asked to appropriate $50,000 to enable the Secretary of Labor to make the necessary inquiry. ''I am of the opinion that the Government could put into operation a system under which any worker could pay in a certain small percentage of his salary, to be used in purchasing Government insurance,'^ de- clared Mr. Sabath, in speaking of his measure. ''The Government could put into the fund that would be required as much as or more than the individual pays. ' ' No plan has yet been devised, but I believe that the States would be willing to co-operate in such a move, which would result in thousands of persons be- ing provided for in their old age.'^ If such a system was provided, employers who carry group insurance for their workmen could use the money in paying the annuity premiums for their em- ployees. It is believed this insurance could be pro- vided at but little expense to the States or Federal Government, since an old-age pension would eliminate much of the need for poorhouses and similar insti- tutions, with a consequent saving to the communities in which they are located. Bill to Make Patent Office Independent Washington, D. C. AS a result of agitation for the separation of the LPatent Office from the Interior Department and its establishment as an independent bureau of the Gov- ernment, a bill providing for that change has just been introduced into Congress by Representative Nolan of Cahfornia. The bill provides for the administration of the separated office by a Patent and Trade-Mark Commis- sioner, and so amends the Revised Statutes as to bring all activities relating to the filing and issuance of pat- ents and trade-marks under his jurisdiction. A new list of fees for the securing of patents is provided in the measure, under which the original ap- plication for a patent, except in design cases, calls for a filing fee of $20 and an issuance fee of $15. In de- sign cases, the fees are to be $10 for three years and six months ; $15 for seven years, and $30 for fourteen years. A fee of $30 is provided for every application for the re-issue of a patent ; $10 for filing disclaimers ; $10 for first appeal from primary examiners to ex- aminers in chief; and $20 for eveiy appeal from the examiners in chief to the commissioner. Another measure, introduced by Congressman Nolan at the same time, provides for the establishment of a United States Court of Patent Appeals, to have jurisdiction over all patent cases. It has been felt for several vears that the Patent ft. Office, under the Department of the Interior, has not been getting a square deal, and that the inventors of the country have been put to needless trouble and ex- pense in securing protection for their ideas. The Pat- ent Office Society, composed of examiners and other officials in the Patent Office and inventors throughout the country, have been working for the separation of office and department, and it is due to their efforts that these bills have been introduced. Frank McCoy Retires from Active Business Frank McCoy, vice president of T. J. Dunn & Company, has resigned, and retired from business. ^Ir. McCov has been identified with the tobacco busi- lU'ss for about half a century. His father and Hinsdale ^niith's father were in business together and Mr. ^Ic- C'oy began his apprenticeship in the business with the loaf to])acco firm of Smith, Palmer & Company m 1870. 'h' acted as leaf buver in Havana and domestic sec- ^i^Mis (if the countrv. lie afterward developed an extensive cigar-making business at 182 Avenue C. In 181)5 lie became president of the National Cigarette Com]iany. AVhcn the National was absorbed by the American Tobacco Company, he returned to cigar manufacturing and became an active executive of T. J. Dunn & Company. On his retirement he was ^iresented with a hand- some gohl watch inscril>e(l with a testimonial of af- fection and esteem. THE TOBACCO WORLD THE TOBACCO WORLD Self-Control Necessary For Success in Selling (Copyright 1919, by Ralph H. Butz) YOU may often have wondered why Brown, for in- stance, with an apparently pdeasmg personality, does not maintain a very high sales record, wmle biniui, whose personality and mdustry are less noticeable, hah a very good sales record. But if you would analyze the character and disposition of these two salesmen you would probably find that while Smith does not seen to have quite as pleasing a personality as Brown, still the former does possess a number ot qualilications es- sential to successful salesmanship that more than on- set the difference in personality. ^ , . , .^ iSelf -control is a very important part of one s sell- ing equipment. The salesperson has but one nature and one disposition, and these two points are constantl> brought to the front when in contact with customers, whose natures and dispositions are never alike Many trying and exasperating circumstances are met with, and all will call for a perfect control of one's taculties. Unless the salesman possesses self-control he may do or say something that will ruin the chances ot making a sale If one will retain perfect control ot his con- versation and temper, he will be in a position to per- ceive when on the wrong track and to change the course accordingly. ^ xw i 4-^ There are few instances where one can afford to lose his temper. These cases are so few that it will be well for the salesperson to retain perfect control ot himself at all times. Where one point is gained through a display of temper, a thousand are lost. Just the other day a salesman called at my olhee to interest me in a certain proposition. Upon the face of it, it interested me very much. But he brought out his application before I was satisfied as to the ^yortll of it, and asked me to sign. I was not yet convinced that I wanted it. I wanted to ask a few more questions, but Mr. Salesman quickly began to get sarcastic and lost his temper. I am sure that he would have sold me if he had kept perfect control of his temper, but when he got huffy the jig was up. Many a sale has been lost because the salesman was too hasty. It does not pay to be too hasty in forming conclusions. No one will buy until he is thoroughly convinced that he should buy, and quite frequently the buyer w^ill turn down the first invitation to sign an order because he wants to consider it further. This does not signify that the prospect has no interest in tlie goods, but merely shows that the salesman should al- low the customer sufficient time rather than antagonize him and lose his chances of making the sale. The salesman should cultivate patience. It is patience that makes a salesman stick to a prospect after all others have given him up as a ** bone-head," and then succeeds in selling him. Some men are slower than others in recognizing the good points in a proposition and to appreciate its worth. But once they see, they appreciate and become good buyers. Control your feelings as best you can. Cultivate this facultv. Never display any signs of disgust, con- tempt or disappointment. It is such an easy matter for the salesman to form an antipathy for the prospect who greets him with a growl or a scowl, or for the one whom he is unable to sell, and to fling out a bit of sarcasm, lie must constantly guard against these haz- ards—for they are truly hazards— at every turn. Nervousness is another important phase that one must guard against. Exercise complete control over your nerves. The salesman who is nervous and kee[)S ids fingers drumnnng, his feet going, and who is uneasy and restless, detracts from his proposition and has an eff'ect upon the customer that makes selling niiu'li harder. Nervousness suggests embarrassment and lack of self-confidence, all of w^hieh have an unconscious in- fluence on the mind of the customer. The salesman should always bear in mind that the sale takes place in the mind of the buyer before it is made. Any thing that diverts the mind of the buyer from the proi)()si- tion defers the closing of the sale. The successful salesman is always polite.^ ihis does not mean that he is extremely effusive, for ef- fusiveness often repels. First imi)ressioiis are the ones that usually last, and the salesman who approaches a customer in a brusque or undignified maimer has ;^ tendency to prejudice the mind of the buyer against him at once. Politeness may not secure business for tho salesman in all cases, but it never hurts his chances. On the other hand, the lack of politeness often loses sales. The successful salesman will not only study how- to secure business but he will also study how to avoid losing business. Politeness and self-control may not secure business in themselves. They are accessories, so called, and they help to strengthen the selling personality. * The salesman has great need to be lionest— with himself, first of all; and then with his employer and his customer. The majority of salesmen are honest in so far that thev will not steal money or merchandiso. But the same cannot always be said regardiim' siicli items as lime, ov(M-solliiig, misrepresentations, etc. AVhen the salesman wastes time he is not only stealing from his em])loyer, but ho is dishonest with himself. The salesman who wastes an hour or two because he does not want to break u]) a friendly game of cards, or kills time in any manner, is not hurlin.sj: his employer half as much as he is hurling hiinsMl. He is robbing himself of his chances for success. The truly honest salesnuui gives his employer the best that is in him: tells nothing but the truth; .'iiid should he unknowinglv make a false representation he corrects it, if he learns about it later. If there is a misunderstanding In^ will correct it although he may lose an order, lie will never oversell a customer, and he will not vouch for a proposition that is not honest in every res])ect. One of the important functions of the salesman is to build and retain good will. Honesty on the part of the salesman in his dealings Avith customers will do more towards building and retaining good will than any other phase of salesmanship. Honesty does not only bring success to the sales- man because people come to know that he is depend- nhle, and that it will pay them to trade with him. All this will be known to customers. But honesty bears fin It in a more direct manner for the salesman. It has an influence on his life and character. He is not ])nrsued by the thought that he has possibly injured those with whom he deals. There is nothinfr more strengthening than to know that one has played fair with both employer and customer. Dishonesty pur- sues a man day by day, tearing down his self-confidence and courage through constant fear of being "called'' by his employer to explain various transactions. The whole business world rests upon a foundation of confidence. When confidence is lost, business is lost. Individual salesmanship depends upon confidence. If a man has confidence in the salesman and the goods, then that man can be sold . The salesman cannot make' sales where confidence is lacking. Honesty of purpose and methods is the foundation upon which confidence is built, and a salesman's honor is his best selling asset. Hongkong's Imports of Raw Leaf Decrease Washington, D. C. D INCREASED importations of American tobacco are reported by the American Consul General at Hongkong, in a recent communication to the Depart- ment of State. High freights and high costs in this country are given as the principal reasons for the fall- ing off of business in the report, in which the following summary is given : "As a result of high freights and high prices for tohacco in the United States there was a decrease in the inii)orts of xVmerican tobacco in Hongkong in 1918 as comi)ared with the previous year. The total im- ports of American leaf during the year are estimated at a little over 5000 tierces and hogsheads as com- pared with about 5600 tierces and hogsheads in 1917. Of the amount imported all but about 200 tierces and hogsheads were imported for the large cigarette fac- tory in Honiikong. During 1917 the monthly cimsump- tion of this factory amounted to about 4.")0 tierces and hogsheads of American t(d)acco and about 10,(100 pounds of Chinese and other tobacco. During 191S, however, its consumption of American leaf dro])ped to about 400 tierces and hogsheads monthly while its con- sumption of Chinese and other tobacco went up to about 25,000 pounds monthly. The factory is now turn- ing out about 200,000 cigarettes monthly, an increase of nearly 30 per cent, over the previous year. It has increased its capacity by the addition of a number of, American machines during the year and is constantly expanding the mechanical side of its business as well as increasing its sales. Lower freight rates from the United States and lower prices for tobacco have al- ready led to a change in the course of imports from the United States and the indications are that the cur- rent year will be one of the best if not actually the best in the way of imports of American leaf. ''There is still some uncertainty as to whether the large import of Chinese tobacco into the United States for use similar to that of Turkish and other oriental tobaccos which reached so high a point in 1917 will be more or less permanent. The shipments of such leaf from Hongkong in 1918 fell off materially as a result of the embargo and other conditions, the record for 1918 being 294,626 pounds valued at $132,751, as com- ])ared with 1,235,031 pounds valued at $461,474 in 1917 and a total valued at $110,994 in 1916. Shipments so far the current year have been irregular but toward the close of the first quarter have commenced to as- sume even larger proportions than heretofore. Trade from Canton and Hongkong in this item the current year will be large even if it does not reach a larger volume than any year heretofore." Shortage in England is Worse Than Ever The following advertisement of a prominent Lon- 0011 wholesale house a])pears in the flune numlu'r of London ''Tobacco": ''Dear Sir or ^fadam, AVe thought at Haster the worst of the short - '>g<' ill the T()])acco Trade was over. Anothei' mis- take of ours. We have never heeii so badly supplied dur- ing the whole period of the War, and the demand seems to increase every week. Our old customers know we have only one iron in the fire, and that we have done and are doing our level best. One must laugh or swear, it is always *Th| man in the next shop who gets all he wants/ 'Cheerio,' the peace treaty shows who won the war, it is up to all of us to win the peace. Patience and Confidence are Necessa^^^** 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 iiiiniiiiiiii iiiiimii iiiiiiiiitiiiiiiiiiimiinn'i'"""""""" ..■..■■...■ imm ■iiimiiimiinim ■■■■■ .■■»■■»■■■ ■imunimmmii""""""'""" n ,m Eighty Millions Spent for A. E. F^s Tobacco Washington, D C. During the period from April 7, 1917, to May 1, 1919, according to a statement prepared by the statis- tics Bureau, General Staff, War Department, there was shipped to the American Expeditionary I orces in France a total of $79,875,000 worth ot tobacco and cigarettes. These are accounted for under the head of ''food supplies," and represent thirteen per cent, of the total shipment of merchandise under this head- ing. Meats and fish represented fifty-three and eight tenths per cent, of the total and led the list, but the tobacco products came next, tobacco and cigarettes being the second largest item by way of percentage of value. Third came flour with eight and two-tenths per cent • then vegetables, with four per cent. ; fruit, three and six-tenths, and candy and butter each two and five- tenths per cent. C'offee represented but two and four- tenths per cent, of the whole ; emergency rations, two per cent.; milk, one and five-tenths per cent.; beans, one and 'three-tenths ; rice and hominy, five-tenths ; vinegar, three-tenths per cent., and miscellaneous foods filled out the rest with four and seven-tenths per cent. The total value of the shipments was $616,134,000. Three-Cent Stamps Will Not Be Redeemed Washington, D. C. BUSINESS concerns and individuals having stocks of three-cent stamped envelopes or two-cent postal cards when the change in ])ostage rates goes into eiiect on Julv 1, will be i)r()tected against loss by the 1 ost Office Department, by being permitted to exchange such stock for other stam})e(l i)aper. Orders to this effect have just been sent to all postmasters bv the Third Assistant Postmaster (ien- eral. Postmasters have been instructed to redeem from the public all unused and undamaged two-cent postal cards and three-cent stamped envelo])es, ])rinted or unprinted, at their full value, including the cost of the envelopes, provided they are presented by the original ymrchaser. Postal cards and envelopes will not be .redeemed in cash, but are to be exchanged for other postal cards, envelopes or stamps selected by the owner, or the ob- solete cards and envelopes may be used in payment or part payment for two-cent special request en- veloi)es. All exchanges of three-cent envelopes and two- cent cards must be made during the month of July. After Julv .'U, the postage value, only, will be allowerl for envelopes and three-fourths of the postage value for postal cards. Three-cent stamps will not be redeemed, as they can be used in the payment of postage on mail of all classes requiring stamps to the amount of three cents or more. England Rebates to Her Colonies The British Finance Bill, which was in committee on June 1, according to J.ondon "Tobacco" gives a rebate of one-sixth of the tol)acc() duty to Colonial to- baccos, cigars and cigarettes. The journal says in part: "The encmiragement ol" the growth of tobacco in all British Possessions is welcome. The Trade is ready for much movo tobacco. Under the stimulus of Preference our Colonies should be able to produce in a few seasons considerable cr()i)s. Let us hope they will strive for (jnality as well as heavy crops, and that they will send us new gifts which will be a joy to ap- preciative smokers. ''Trade comments are tentative, on the whole they are favorable. Thus with regard to Indian cigars it is expected that they will now compete successfully with Continental goods. The Rhodesian Tobacco In- dustrv, which is most promising, will receive a great impetus. The countrv produces good cigarette to- liaccos which can take the place of both Virginian and Turkish. Tliev have a great merit in their excellent burning qualities. In the years to come Rhodesia is destined to be a great tobacco-producing country, (^1n- ada grows useful cigar tobaccos, and their use will be greatly extended. The same may be said about Jamaica." Madrid had a big smoke in May, when the ware- houses of the S])anish Tobacco Monopoly (\mipany were burned shortly after steamers from Cuba and the Philippines had discharged their cargoes. The loss was estimated to be about live million dollars. Water Street tobacco men in New York are prac- tically unanimous in the opinion that there will be a steady and continuous demand for all types ol oo- mestic cigar leaf, throughout the summer and laU months, without sensational features. . ;;iiiiiinniiiiiiiniiiiiiiiiiiiimiiiiii"m'H'"i""'"""i"""" iiimiiiiiiiimiiiiiiiiiiiiiiiiiiniiiiiiinniiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiniiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii Set Your Sales By Clarence T. Hubbard E\'ERY mariner, before setting out on a voyage, sets his sails either in modern or archaic style. If iiioderiily set the voyage is apt to be a much quicker, as well as a much more profitable one. The same with "sales." To reap the best results, to bring your ship of merchandise in port quickest, to count your profits sooner, you must modernly "set your sales." Working on this fact a cigar man with a booth in one of the Eastern cities corraled much business through ' ' outside ' ' solicitation. His booth was located ill one of the city's business arcades and gave him ex- cellent opportunity to get acquainted with the various business men in his building. Through the "leads" he })icked up in conversation with these customers he managed to book quite a number of dinners and ban- quets at which he provided all the cigars and cigarettes. Finally opportunity in this direction developed so rapidly th^t he hired an all-day man to tend his booth while he devoted most of his time to selling cigars for special purposes. He called on the various business men of his city — insurance executives, bankers, real estate dealers, salesmen and all those who buy cigars l)y the box. These men had all been in the habit of <,^oiiig out to buy a box of cigars whenever their sup- ply on hand had diminished but wdien solicited and found they could obtain the same brand they had al- ways smoked, they gave in their order. The cigar man called on these customers regularly, not once-in-a-while, and managed to sell a large num- ber of cigars. He didn't attempt to push any special brand on his prospects. He secured for them the kind they wanted — even when he had to buy a box special at no profit whatever ! He wanted the trade, the follow- ini?, the good will of the business men in his city. He got it. The result not only increased his income but also sales at his booth. Monogrammed cigarettes was one of his features, lie sold manv boxes of these cigarettes to commercial men about the city. He also secured a large and stand- ing order from a local insurance agency by selling them a cigarette that bore the name and seal of the company represented. This cigarette proved a popular one with agents who delighted in offering a "smoke" that in a good-natured way also proved an advertisement for their company. By reading the various trade papers on file in his local library he got advance leads of banquets being planned and solicited the proper committees first. He also eagerly watched the local papers and then called on all clubs and societies planning regular or special meetings and ofttimes sold a box or two of cigars which otherwise the organization would have "bought any- where." He has an arrangement with his printer whereby any club or society planning a gathering or banquet is furnished with song sheets bearing his name providing the organization buys the "smokes" from him. The song sheet idea, he claims, brings him in more business than any other scheme. So few committees have any idea just what songs should be printed and generally they think of the plan too late. He gives anyone a gen- erous supply free and ofttimes even when they don't buy cigars through him. At the bottom of each sheet his name appears together with the address of his booth and a few short words about his cigars. But the ad- vertisements is not over conspicuous. It is just largo enough to be noticed to make it pay in attention gath- ered for the free distribution. In these ways this progressive cigar man "sets his sales" and his ambitions for next year are to deliver short illustrated talks on the tobacco industry before local shop meetings, club gatherings and banquets. This idea he figures a novelty that will advertise his name and business in an indirect way. In this lecture he will make no reference to himself or demand that the cigars be purchased from him in order to get the lecture. He plans making it instructive and entertaining and is keen enough to realize that through this ofTer he will be producing the best publicity possible. D. Loughran & Co. Acquire Valuable Property Washington, D. C EXPANSION of the quarters of the D. Loughran enipany, wholesale and retail tobacco dealers at 1347 Pennsylvania Avenue Northwest, is being planned kv lh(^ coni])any, which has just purchased the four- story brick building adjoining. No immediate steps ^vill he taken, however, to utilize the property for the tobacco business, as there is still two years to run on the lease of the present occupant of the building. The price of the property transferred is placed at more than $100,000, and the\leal was considered one of the most important of the week. It is probable that within ten vears the present buildings at Fourteenth Street and Pennsylvania Avenue, where this property is located, will be torn down and an entirely new aspect given to the corner, which is now occupied by a num- ber of old, small structures. C. L. Ij. IS THE TOBACCO WORLD THE TOBACCO WORLD 13 iiiiiiiiiiiiiiiiiiiiiiiiiniiiiinm""""""""""'" — ..,„..,.... .....m....Mmmi imiimmiM^MMTri ■■■■■■■■■ »■ " iiimimmiimiim,.,H. iiiiiiiiiMiiniiiiiiiiii"""""""""""" miillllltlll"""""""""""""""""*""""""" tlllllllllllllllllllllllllHIIIIIIIIIIIIIII Illlllllllllllllllllllllllllllllll IIIIIIIMIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIIimillUllimHIIIIIIIIIIHIIIIIIIIIIIIIIIIUIIIIHIlllll From the Outside, Inside By Frank Farrington (All Rights Reserved) rllE way your store looks on the outside is the vva> the stranger thinks it looks on the inside, it is tue • c.olhes" of the store. Newcomers m town, transieius and the like, pick out their places to buy cigars by tlie external appearance. They may drop mto rough-iook- 1112- joints m an emergency, but they select the well- dressed shops from preference. And the oldest mhabi- taiits are intiuenced by the way your place ot business looks. Thev don't keep going to a shop that looks on the outside ^as if it were occupied by a detunct dealer. So much for the outside. The outside is important, but the point 1 am trying to make right now is that the outside is not all there is to it, and the mside must live up to the outside. The other day 1 stopped in front of one of the most attractive-looking windows I have seen in a cigar store in a long while. There was a very interesting display of ffoods and the window was clean and bright. 1 thought it must be a live shop. There was a pipe m the window that 1 wanted. The display was of an as- sortment of good-looking pipes and an alluring price I had not been thinking of buying a pipe, but that display interested and tempted me and finally sold me. I went into the shop to make the purchase. I opened the door with the expectation of finding an interesting store and I supposed of course 1 would find those pipes featured somewhere inside, because they were made to appear in the window as a very special and important proposition. ^ « ,, -r ^ t i As soon as T was inside the door T felt I had been mistaken in mv judgment. The appearance of the in- terior of that place was like a slap m the face alter what the window had looked like. The floor was lit- tered with burned matches, odd bits of cigarette papers and other minor refuse of business and sales. Ven likely it had been swept that morning, though it (b.l not look it. -, -^1 n 11 The show cases were burdened with odds and ends of displaved goods on their tops; soiled, half empty cartons, broken show cards, fly-s])ecked signs, and a genoralitv of stuff that had been left there too long. The walls and woodwork were dingy in color. There was no brightness or cheerfulness to the place. It mad(^ me want to back out, but that window display had drawn me in. I was sold on that pipe proposition and 1 had decided to buv one of them, so T pushed on into the store and walked around to see where the pi])es were displaved inside. T looked in vain for them. T looked almost in vain for a clerk. There was one other customer and one clerk was dowTi behind a counter try- ing to find something for him. After a few minutes another mnn came out from the back room and presented himself behind the conn >ter where T had come to a halt. T asked to see the pipes like those in the window. He pulled out a big drawer behind where he stood and produced n box of the pipes. They were all tumbled together in the box in somewhat promiscuous confusion. Tt was evident that with much handling they would lose their newness, but i got there early before the polish on them was marked. 1 picked out a pipe and was allowed to put it in my pocket and pay tor it and walk out and never a word of suggestion about anything to smoke in the pipe. The clerk evidently took it tor granted that i had no money left after buying the pipe, or that 1 had enough tobacco to last me forever. At all events, he threw away his opportunity to show me something new and good in pipe tobacco. As a matter of fact 1 had no tobacco with me and 1 was anxious to try that pipe, but the interior of the shop was such a disappointment to me that i decided not to try to buy anything there that I was not urged to buy. 1 made as quick a get- away as 1 could and went on to another store where I was used to buying and there I got my tobacco. Now there was a cigar store with enough goods to enable it to put up a pretty good appearance as to dis- play. Whether it had a large stock or not I don 't know. It had enough but it refrained from creating any of the favorable opinion it might have created by showing that it had a large stock. Take the case of those pipes, for examy)le. It had plentv of them. It ought to have had them on display inside the store as well as in the window. People who are ex])erienced shoppers, almost all buyers, in fact, have become accustomed to finding inside a store, usually near the entrance where it is easy to find them on entering, a display of what is shown in the windows. This i)lan may not be as feasible in a cigar store as in some other kinds, but it is feasible to a certain extent at least. A less determined customer would not have fol- lowed up the matter and no sale would have been made. Men are not verv persistent shoppers. They dislike to go into anv kind of a store and have to ask questions to find out' what they want. They like to see it shown there with the price on it and then they can simply say, "I'll take that," and avoid any uncertaintv. The outside of this store was attractive enough. Evidentiv the landlord had a pride in keeping his prop- ertv looking up to date. And evidently there was some- one connected with the establishment who knew how to trim up a window and had done it with those pipes. ■Rut the inside management of that place was a joke. No pains had been taken in arranging the goods properly or attractively. There was no such thm^ shown as salesmanship, at least not by the man who waited on me. A very special proposition like that of the pipes ought to be made to do all it could for the rest of the stock. The customer ought to find the specially pricod goods shown right where other interesting lines would be seen by anyone drawn in to look at the pipes adver- tised. . T did not go in thinking of buying tobacco. That thought never entered my head until T had the I'lpe^ jind then it was the most natural thing in the worhl and I can't see how that clerk missed his opportunity so wide open. Probably too there are other things hidden away in that store that 1 might have bought if my at- tention had been tactfully called to them. And I am sure that if I had found inside of the store interesting displays of goods or a particularly bright and attract- ive situation, there would have been an inclination to stav longer and to return sooner, and 1 would have gone on to comment favorably to accjuaintances on the store and its service. The value of the attractive interior to a store is not alone in their ability to sell to us but dei)ends some- what upon their ability to make us feel like commending and recommending the place to others. When we are drawn into a store that proves to be exceptionally in- teresting, we go out with many things in our minds that we are going to speak about, whether we make a purchase or not. The best T could do for that shop was to sav nothing at all about it. As a matter of fact, as you see, 1 go out of my way to do a little knocking. There may have been a day when grandfather could make a living with the sales in a dingy, unat- tractive, or at least uninteresting looking shop with the best bargains stuck away in boxes or drawers out of sight, where they would not be seen unless somebody asked to see them, but that day is past. If you don^t believe it, consider what kind of competition you are up against, a competition that misses no bets, that dis- plays inside and outside and shouts its offerings and puts pep and ])unch into its displays until the smoker is compelled to take notice, willy nilly. Make your window^s as attractive as the one that halted me and made me take out my pocketbook and walk inside and offer it to the uninterested clerk, and then back up those window displays with the same live methods inside the shop and you will soon have the business coming vour wav. A Cigarette Brand Most Widely Known in Argentina IT is interesting to learn that the most widely adver- tised and best known article made and sold in Argen- tina today is a brand of cigarettes. The brand is selling at the rate of 15,000,000 packs a month and still grow- ing despite hundreds of other brands on the market, and many of them widely advertised. The story of this famous cigarette brand is re- lated by J. AV. Sanger, who was selected by the Bureau of Foreign and Domestic Commerce to make a first- hand survey of advertising conditions in Latin- American countries. He has written an article on "Advertising in South America," for ''Advertising & Selling," and the tale of this cigarette brand is taken from a current issue in which the article appeared. This cigarette which is so far outstripping its eom])otitors is known as *'43." Mr. Sanger says that rival manufacturers have lain awake nights and have poured money into advertising with a free hand and yet none of them have succeeded in making a dent in the sale of this famous Buenos Aires brand. Endless stories are told about the rise of the *'43" brand to fame, but of all the romances spun about it, says Air. Sanger, the following is credited with being the tnith. ''Two bank clerks used to roll their own cigarettes from 'makings'. Whether or not they had an ulterior motive, deponent sayeth not, but the fact is that the news got abroad among their fellow employees that these cigarettes were the 'best ever'. They were quietly Sfuyed' about their brand of 'smokes', but somehow^ the fellows liked them whenever thev tried them. "Finally they were persuaded to roll a few days' supply ahead of time, and before long they were regu- larly supplying their fellow bank clerks for a 'consid- eration '. 'Tlien the thought came to them that 'if ion men Will hnv thorn whv won't a thousand — or a million?' They dreamed and made plans, but thev had no money for the venture. But finallv they quit their .lobs of adding up columns of fi^ires. and w\ih a capital of just $43 plus nerve and an idea, they started a business that is todav one of the institutions of the Argentine. From the very first they advertised, and from the first to last their copy has consisted of little more than a repetition of the magic figures '43' in millions of disguises and different settings. You can't walk dowm the streets of Buenos Aires without seeing '43' beckoning to you in electric lights. The approach- ing street-car carries the same legend on the outside, and as you take your seat inside the chances are '43' will jump out at you from all sides. Go into a barber- shop for a shave, into a boot-black shop for a shine, or into a lottery shop for a chance to make your fortune; '43' is in all these places, and you can't dodge it. Pick up one of the big Buenos Aires dailies with a circula- tion of close to 150,000 and you'll find full pages of '43' advertising. Tn the 'camp' or interior of Argen- tine, hundreds of small papers carry the same uni- versal message. There's another sales promotion history behind it which T haven't even touched on, but 'that's another story.' It's the stor>^ behind the story, which I'll tell another time. "Another thing. A coupon comes in every pack- age, and it is almost legal tender. You can use these coupons the same as monev in buying more cigarettes. Many ;'dve]'tisers in different lines and quite as a mat- ter of course offer to acceT)t these coupons made by mail or in person. Think of having other advertisers pay for the advertising that pu^hes the sale of your goods I "I've indulged in no end of criticism of this '43' advertising." savs IMr. Sanger. "Many Americans ccmld. and would, have done it differently, perhaps bet- t(M'. But tlie fact remains that today this article abso- lut(dy dominates the market, a tribute to the faith of two men, who, with $43 and one idea, started in a small wav. spent an advertising a])propriation of over one million Argentine ])esos per year to repeat just the (inures '43' to countless millions until the words and the goods behind it 'got over and stuck'." 14 THI TOBAOOO WORLD Say You Saw It in The Tobacco World 15 .■■■ .■....■■.■■■■■.... »»»■■« ■""" ■■m-nn^i"'"""" '211. .............m..i ■■'^■■■m '■"" "" " '" '"" ' """""'i' t •^— ■•••^••^^■•- -« ■■ " "" ■H^— M-i-M- jjl „ 11 - " ^— ..-^»^~«».i .«■—«» ■■ ■» ■" Mil ■■ ■« ■■ "- LEAF MARKET JOTTINGS I I ■■**■»»•■■- THE Department of Agriculture states that Lan- caster tounty produced in 1918, approximately 4(),400,000 pounds of tobacco, which is about eighty ])er cent, of the crop grown in the entire State. 1 lant- iii- was half finished for the new crop by the middle of the month of June, and is presumably through by this date. The plants are of unusually large size, as the weather was unfavorable for transplanting and they developed a rapid growth in the seed beds. The Lancaster County Tobacco Growers' x\ssocia- tion held a meeting about the middle of the month. The farmers all seemed doubtful about the tuture de- mand, and agreed that the acreage mil be about three- fourths compared with last year. It is significant, however, that under discussion of the topic '^More Tobacco and Better Tobacco," one of the leading growers upheld his position against a considerable opposition. ,. .„ . , • The sjjeaker, :\Ir. Baker, of Landisville, said m part: ''The farmers of this county, when raising a large quantitv of tobacco, raise a poor grade, which win not sell under ordinary conditions at good prices. The prospects for the coming year are good, but by o-ood do not mean that war-time prices like twenty- five cents a pound will be given, although the crops will likelv sell at fifteen or sixteen cents. The people of the countv cannot expect to get enough from several acres to buv an automobile and live retired. The grades for selling, however, must be good, so that the farmer can receive more for the crop than it cost him. ''When the shipping conditions are straightened out T believe a large quantity will be sent to the other side, where they are clamoring for tobacco. The soldiers coming home report that the people on the other side, who will sell an article for some enormous price, will part with that thing for a few cigarettes or a good cigar." No amount of argument to the contrary can alter the fact that if Pennsylvania tobacco is a good thing in this countrv it is a good thing an>^here, and with a world market, the question of acreage would in time become a problem not of how much to plant but how much could be planted. Mr. "Baker says that Lancaster County farmers lack vision: That Indiana raises twice as much and Ohio four times as much tobacco as does Pennsylvania, and that we cannot raise enough either to swamp the market or to make anv great impression on it We have not checked up the statistics, but they are, no doubt, accurate and should be con^nncing. There will be a decrease in shade grown tobacco ill the Connecticut Valley this year, on account of the great increase in the cost of cloth, which would have ♦o be eharged to the price of the crop. In Wisconsin the growers are balancing their ac- counts as all but about ten per cent, of the crop has been passed out of their hands. It was the largest crop ever produced in the State. Early buying, when the war was expected to last for at least another year, was at high prices, but after the armistice was sigiied and the slump came the situation was very much strained, and wdien after considerable holding back of the crop, buying was resumed at lower rates tlie relations between grower and packer were anything rather than friendly. They got better as time went on, and the growers realized that at twenty cents a pound average they were getting a high average price, and got out of a difficult situation in very good shape. Much trouble w^ould often be avoided if both sides could realize that neither wants to gouge the other. The packer is generally willing to pay all the market will stand and, in the opinion of those who have re- viewed the situation, he has done so. He has stood an advance of fifty per cent, in labor, besides advance in cases and freight, and confronts a rather uncertain future; so that before the whole story is told, the growler may wear the broad smile. Anyway, the grower Ts putting in a big acreage in anticipation of the next scrap with the buyer. In Old Kentuckv the new^ tobacco sold m May included 699,296 pounds of Burley valued at $102,003.01, for an average of $14.59; 433,940 pounds of One Sucker, valued at $56,533.31, average $13.03; 800 pounds of Unfired Dark, valued at $944.97, aver- age $10.74; 1,134,220 pounds of Fired Park, valued at $190,024.92, average $16.75, and 2,028,085 pounds of Green Eiver, valued at $269,752.32, average $13.30, making a total of 4,304,341 pounds, valued at $619,- 258.53, average $14.39. Of the old 1917 crop, total sales were 74.904 pounds, valued at $11,159.98, average $14.88. The average for all grades and types of tobacco sold m Mav was $14..39, a decrease of $8.05 from April. * In the nine months of the current tobacco-sollmg season. September 1 to June 1, total sales on the ware- house floors were 423,792,353 pounds, an increase over the same period of last vear of 68,700,279 pounds. In Ohio, Burley tobacco markets are expecting a brisk and satisfactory trade. A great deal of the 1918 crop is still in the hands of growers and specu- lators, and a rise is expected to counteract the recent slump of the country markets. Those who aio hold- ing are advised to continue, as an increased homo de- mand may be capped by an enormous foreign demand, and the crop may go out at higher prices than any of it yet brought. Conditions for the new crop are verv favorable. 'rMXX'y NOW THE TIME TO ADVERTISE PRESENT ADVERTISERS— Increase your space. PROSPECTIVE ADVERTISERS— Bring your plans to a head and start advertising immediately. ADVERTISING began as an afterthought of business, but ^^"^ became the forethought. Just as it was a part of the fore- thought of war that insured victory, so advertising must become the forethought of peace to insure prosperity. Advertising Anticipates; Advertising Discounts; Advertis- ing Compels. Advertising is the surest, quickest, and most eco- nomical selling force known to industry to-day. The power of an idea multiplied in millions of minds moves governments — or goods — as the case may be. The Department of Labor urges more advertising by merchants and manufacturers to insure the present prosperity of the Nation. U. S. Department of Labor W. B. WILSON, Secretary ROGER W. BABSON, Director General, Information and Education Service 16 THE TOBACCO WORLD M I " — — ■■■ ■— -h|. TRADE NOTES AND NOTICES -M ■■ HI ■— The strike in the Italian stogie factories in San Francisco has been settled by granting an increase of fiftv cents a thousand to the employees. It is reported that C. N. Foreman & Company, of Red T.ion, Pa., have an order for a half million cigars for exi)()rt to China, and have recently completed an order for a million cigars for Japan. \ certification of incorporation has been filed at White Plains, N. Y., of ''C. H. Flervellin," to buy, sell and manufacture tobacco, wholesale and retail. The capital stock is $10,000 and place of business, Os- sining, N. Y. The Peoples Tobacco Warehouse Company, of Sumter, S. (\, has been chartered, with a capital of .$20,000. The officers are: L. D. Jennings, president; A. G. Phelps, vice president; D. G. F. Bubtman, sec- retarv and treasurer. The Cincinnati Tobacco Warehouse Company has acquired the old Federal Ball Park, Second and Scott Streets, Covington, Ky., and will erect a modern loose leaf tobacco warehouse to be run in connection with the Kenton warehouse und(M' the same name. The Hall Tobacco Chemical Company, of Jersey Citv, N. J., has been incorporated at Trenton, N. J., with a capitalization of $50,000, and offices at 212 Fifth Avenue, New York City. It will manufacture and treat tobacco and its products, and also manufacture and sell fertilizers and other products. The American Vice Consul at Mexico City has notified the Department of State that ''The export duty on leaf wrapper tobacco accordinsc to a decree by the President signed recently and effective at once is lowered from four and one-half to two and one-half cents United States currency each kilo (from $0.0204 to $0.0113 per pound). The export dutv on filler to- bacco is lowered from two and one-half to one cent United States currency per kilo (from $0.0113 to $0.00453 per poimd).'' * Among new incorporations are the Lvons Ware- house Company, at Lyons. Ga., $10,000; Warder To- bacco Companv, Glasgow. Kv., $25,000: Union Tobacco Warehouse Company, Stoneville. N. C.. $25,000: El- mira Tobacco Company, Flmira, N. Y., $10,000: Pure Gold Tobacco Company, Greenville, Tenn., $50,000; Vestrv Cicnr Companv, 32 T-ibertv Street, New York ritv, $10,000: The Greater New York Cigar Dealers, Incorporated, $50,000; The Western Tobacco Com- pany, Alilwaukee, Wis., $10,000. The Farmers and Shippers' Tobacco Company has been organized at Huntingdon, W. Va., and has ac- quired a large warehouse building on Twenty-sixth Street. The Fitzgerald Cigar Company has been incor- porated at Dubuque, Iowa, with a capital stock of $50,000. B. M. Fitzgerald is president, and Philip Ternes is vice president and secretary of the corpora- tion. Colonel Owens, chief clerk to the Virginia State (Commissioner of Agriculture, says that reports from all sections of the State indicate a bumper crop this year. Labor is reported scarce, but the planters are getting in a large acreage. Continued idleness of the cigarmakers in Porto Bico has resulted in poverty and hardships, notwith- standing the fact that the union men are receiving strike benefits from cigarmakers' unions in the United States. The strike has already lasted five months. The Miami Valley Tobacco Growers' Association are holding out for twenty cents a pound for Zimmer Spanish and more for top grades. They say that the onlv supplv of Spanish and Old Dutch leaf in the United States is now held in the Miami Valley, and twentv cents is the minimum. The progress of the shade grown tobacco industry in Connecticut defies all arithmetical progression. In 1900 one-third of an acre produced two bales of wrap- ])ers; in 1901, 41 acres produced 240 bales; by 1910 there were 1000 acres producing 6000 bales, and in 1918 there were about six thousand acres which pro- duced 36,900 bales of wrappers. At Tsingtau, China, tobacco leaf, of which 4,674,817 pounds were shipped in 1917, has become an important export, but it should be noted that prac- tically all of this amount is raised in Shantung under the supervision of a British company employing American experts and is used in that company's ciga- rette factories elsewhere in China. Davis S. Dushkind, son of Charles Dushkind, sec- retary and council of the Tobacco Merchants' Associa- tion of New York, who was associated with his father in the management of the association from its very inception, has left the Tobacco Merchants' Association of the United States to accept a position with the In- ternational Planters' Corporation in its tobacco ex- port business. Say You Saw It in The Tobacco World 17 PftOFlT Does Pi*oductionCouni. Mr. Manufacturer? THEN ask today for a demonstration of the UNIVERSAL TOBACCO STRIPPING and BOOKING MACHINE in your own factory on your own tobacco. It won't cost a thing to let us show you — and it means a flood of dollars to you! More than a thousand manufacturers are using from 1 to 400 "Universals'' in their factories today. The fact that they order and re-order proves that "Universals" are successfully building production for them. One operator with a *'Universar' can strip as much as three hand- strippers. There is no waste of stock through torn leaves or curled tips. The tobacco is smoothly booked, so that each cigar-maker can produce from 35 to 50 more cigars a day. Increased production, of better cigars, at lower cost— are the direct results of "Universal" service. Ask us {ox proof \\\ your factory today! Catalogue and Price List on request Universal Tobacco Machine Co 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murrai) St., Newark, N. J. 18 THl TOBACCO WORLD Say You Saw It in The Tobacco World 19 * \ /^^ERHAPS it is pride -perhaps L. L/ conscience - perhaps it is the C/ habit of 68 years -but cer- tainty^ it is good business sense that determines us to keep ^ Cinco unswervingly up to die same standard ^.^s^ no matter how costs go up- to preserve the quality OTTO EISENLOHR &* BROS., INCORPORATED PHILADELPHIA ESTABLISHED l850 C0PVW6HT.0TT0 EISENLOHR & BR0S.,INtp9l9 ^o* RCGISTERED IN U.S. WVTENT OFFICE .A^X>AfAiA^>'^'A.A.A>X.^^A'/.'AWj^^^m 7g. -3 lor 20g. 3Ior25G- up POSITIVELY THE BESTf AT THEIR PRICE Both Brands Are Bl^ SelUrs We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. Ludcsl Indepeodinl CIrlar Factory In Ihe World > > Western Retailers Meet rpHE seventh annual convention of the Western Re- i tail Cigar Dealers' Association was held at ban TPrnimi^co Cal JuuB 10th and 11th. ^ " At he close of the sessions of the first day, wh.el were devoted to the annual reports of President Daiuel B Dwylr and Secretary NE. Nelson the follo^vnig officers were elected: President, J. t . Duoia, ot Se- attle secretary, N. E. Nelson; treasurer 0. L. D?hertr Vice' 'presidents: I- W-nbergeis^ Los A.i geles; A. Johnson, Hoquiam, ^Vash.; J. J. Learj, ban J^anasco. ^^^.^^^ ^^ ^j^^ ^^^^.j^ and represeiita- tives of the wholesalers was held on June 11th at which manv topics were discussed, principally the retail trices of cigars, and a summary of the address shows a unanimous opinion that the public is cheerfully buy. Lg Wgher priced cigars, and that the fitteen-ce.it Sfvan! is here to stay. In the cheaper grades, six- sevln and eight-cent goods sell well, and the nicko! figar is a slow seller. GOVERNMENT MONOPOLY IN COSTA RICA According to certain articles of a law passed in Costa S i>f cember 14, 1918, which provides tor tlie refunding of the interior debt by issuing 10,000,000 CO ones ($2,500,000, according to present exchange values in bonds, Governn^-nt inonopo y^niatches and ciearette paper is arranged tor as lollops. Article 7 r The importation of matches or wax matches and cigarette paper in sheets or packets, as well as the manufacturer of these articles •" the eou.^ frv ran be made only by the Executive, to be sold b.\ wholesale but under the condition that they be retailed Is ?olows: Matches or wax matches ^n boxes c.nitain- ing not less than 60 units or a weight otlo gas nduding the packing or ^.'aPPers, at the rate o o boxes for 15 centimes during the first year tliat tin. faw is in effect, and at the rate of 5 centimos per ox afTer that period. Cigarette paper in sheets no loss than 26 by 34 centimeters, at the ••«*^ of 10 ee it... os per sheet and in packets at tlie rate of 60 for 10 c flmn.! durinff the first vear ot this law, and attoi tn.s at the ra e .■« t a those taken as the basis for calculation, the u1...i prices shall be proportional. Article 9- The importation or manufacture m private persons of matches or wax matches or c^a- rette paper in sheets and packets is considered a. .. fraud on the Treasury and they are treated as contia- ^^'"^A special stamp tax of 1 centimo a box is imposed on the stock of matches or wax matches in the coun r> , for each sheet or packet of 60 pieces of cigarette papei, 3 centimos. This last is transitory, for one tobacco oompanv has permission to import cigarette papci. rvrwrvrjiv.v'.v.v'.v. v.v.-crrerryrv.vrt^. v.v.v.V.vr7:T^ CHARLES L. EATON DEAD Charles L. Eaton, vice president of the S. S- f je'''^ Company, of Boston, Mass., died at his home in MaUicn, Mass., on June 7th. Back to the desk after lunch Light a Lucky Strike cigarette — the real Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE Open your package this cigarette It's toasted. Try the real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. It's t08StCCi M^jLzL^^s (NC OI*»OOTATrO 20 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 21 TOPIC HAVANA CIGARS The first choice among business men and after-dinner smokers, has met with wonder- ful succes wherever placed. Made in six sizes: Classic and Victor size ... 10c Literary and Blunt size . . He Corona and Senator size, 13c, 2 for 25c Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" seven ce it cigar ANNOUNCEMENT TO Smokers, Cigar Dealers*" Jobbers w K receive dailv many iniiiiiries as to why we do not fill all orders for BLACKSTONES. We are ]iro(lucing nearly one and a ([uarter million BLACKSTONES every week. This is the largest out])ut in our history. We are doing everything i)ossible to further increase ])roduction. Hut BLACKSTONE popularity has outstripped our i)resent facilities. All our customers are being treated impar- tially. We are allotting our cigars to the trade with absolute fairness. llemember, whatever the seeming scarcity of BLACKSTONES, we are actually producing more than ever before. And as (juickly as possible we'll catch up with the denuind. In the meantime, let us thank you all for your most generous resi)onse to our ])olicy of giving you a good cigar. WAITT & BOND CO., Inc. TOBACCO GROWING IN IRELAND The Department of Agriculture for Ireland, in its annual report, notes that the tobacco-growing experi- ments, for which grants have been made from the Development Fund aggregating £63,675, were contin- ued in 1918. Those by Lord Dunraven, which ^vere suspended in 1917, owing to fire, and by Sir Nugent T. Everard, Navan, were continued by him in 1918, on a reduced scale, owing to the withdrawal of some of the growers from the scheme. Arrangements have been made with the approval of the Treasury, whereby certain special additional grants will be paid to the experimenters to enable them to defray such charges. Of the 77 acres planted with tobacco under the De- remainder being put under pipe tobacco. The har- partment's scheme in 1918, 2^2 acres were planted \\\{\\ cigarette tobacco and one acre with cigar tobacco, the vesting and curing seasons were rather unfavorable, but the tobacco crop suffered practically no damage from frost or wind. The average yield per acre of cured tobacco is expected to approach normal, and, in view of the scarcity of tobacco leaf, the prices for the crop should reach a very high level. It is further reported that the entire 1917 crop has been marketed, and realized an average price of 10.3d. per lb. From 7d. per lb. to Is. 0%d. per lb. was paid for pipe to- bacco, and from 6d. to Is. lOd. per lb. for cigarette to- bacco. The market for the Far East is practically cen- tered in China, according to official reports of the Bureau of Foreign and Domestic Commerce at Wash- ington, D. C. This bureau states that coming at a time when opium is being stamped out, efforts to pop- ularize American tobacco and tobacco products are meeting vdi\v great success. I Am Your Worst Enemy! I am the ruler of retail reverses. I am the Lord High Potentate of Failure. I am the reason for that downward slant on your profit curve. I am the cause of the silent sickness that stills your cash register bell. I am the origin of dissatisfied customers and loss of trade. I am the leaven of uncertainty in the midst of cer- tain profits. I am the element of chance that turns a winning business into a losing gamble. I am the Fountain-head whence springs the major- ity of your trouble and worry. I am the key to the problem why more than 15,000 retailers fail every year. I am the why and the wherefore, the direct and proximate cause, the germ and the genesis of unsuccessful merchandising. I am the Sticker, the Shelf-Lounger, the Left-Over. the nameless child of an unknown father. I am the unadvertised product! —Retail Public Ledger. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City 22 Say You Saw It in The Tobacco Wori.d Say You Saw It in The Tobacco World 23 nifuuiuuiiiinmuiiuuiiiniiiiimniffiinnminiiinninfrin ^^ Cigar Co. Inc Philadelphia I -H M »» Two Reliable Jobbers can secure exclusive di^ribution of an excellent Shadegrown brand retailing at 1 Oc and up. This brand is comparable with the finest cigars of the Shadegrown type. The label is attractive and the quality is convincing. The manufadurers are long e^ablished, and well and favor- ably known. This brand is not a Shelf- Lounger, and the opportunity is open only to such jobbers as are in a position to feature a good Shadegrown cigar. Address, SHADEGROWN. c/o Tobacco World. n >■ ■■ ■■- ■ ■■ ■■ n— «i- Cigar Decrease in April The following- comparative data of tax-paid prod- ucts indicated by monthly sales of stamps are obtained from the stateinent of Internal lievenue collections for the month of April, 11)19. (Figures for April, 1911), are subject to revision until published in the annual report.) Products Cigars (large) : Class A, ^o. Class B, No. Class V, No. Class D, No. Class E, No. April, 1918 April, 1919 Total, Cigars (small), ( igarettes (large). Cigarettes (small), SnufP, manufac- tured, Tobacco, manufac- tured. Playing cards, Products C igars (large) Class A, Class B, Class i\ Class D, No. No. No. 115,505,760 366,397,190 131,608,156 1,259,966 1,601,242 616,372,314 79,794,719 1,514,427 3,393,675,490 Lbs. 3,414,143 Lbs. 35,229,106 Packs 1,831,122 PoRTo Rico April, 1918 No. 7,413,300 No. 8,321,380 No. 6,311,245 No. 15,200 22,061,125 146,248,011 196,607,1 :]5 162,91 S;J49 1,876,188 2,707,908 510,357,494 73,314,273 1,956,044 2,650,182,742 2,929,118 29,883,710 1,821,883 April, 1919 735,735 280,900 631,710 Total, Cigarettes (large). No. (^igarettes (small), No. 140,000 Philippine Islands 1,648,345 100,000 20,000 Products Cigars (large) : Class A, No. Class B, No. Class (\ No. Class D, No. Total, Cigarettes (small). No. April, 1918 April, 1919 9,231,000 14,021,155 715,525 6,040 23,973,720 172,302 18,787.138 6,52(i,5(;3 438,837 25,755,038 305,380 AUSTRIAN TOBACCO SUBSTITUTES Concerning Austrian tobacco substitutes, London ** Tobacco*' says: , *' During the war the tobacco markets of the worlu became bv degrees more and more inaccessible to the Austrian Tobacco Begie, and even from neutral o<.uu- tries raw tobacco could onlv be obtained with the .liivat- est difficultv and at enormous prices. Consequ-'Htly, in order to make a small quantity of tobacco go as tai as possible, thcv were obliged to look around for suiv stitutes with which to adulterate it. They expi'ii- mented with every imaginal)le thing in the vegolaDlo kingdom; cucumbers, vegetable marrows, as])ar:i^Jis, chicorv, watercress, hazel leaves, etc., etc., but a tei endless experiments and much hunting about. tlu>\ came to the conclusion that beech leaves were the riuUt thing, and now ten per cent, of this substitute is used in the manufacture of the cheapest kinds of v^V^' to- bacco and is included in the tariff.'* "■IIIUIIIIIIIII'I"""""""""""""""""""""""""""""""""""""""""""""""""""""""""""' Notes and Comment A cigar dealer in Memphis, Tenn., has a sign in his window ' ' Good and Bad Cigars. ' ' He is probably stocked up for election day. The Commercial Department of the Royal Nether- land Legation at Washington, D. C, has recently been esta])lished for the express purpose of fostering trade between the United States and Holland, and is in a position also to give commercial information about trade between the two countries to the America n_mer- chants. . t£M From an English exchange we learn that ''A cer- tain section of the community in Plymouth have been greatly exercised because of allegations to the effect that Plymouth lady bathers indulge in smoking at the bathing house under PljTuouth Hoe." England is not the only country w^here certain sections of the com- munitv forget to ''mind their own business." In the district of Bahia, Brazil, from 400,000 to 450,000 bales of tobacco were produced in 1917. The tobacco sold in 1917 was the crop harvested between August and December, 1916, which was not shipped before March, 1917, because of double duty levied on all tobacco exported before that date. The object is to secure a thoroughly seasoned article. The tobacco industry was seriously injured by the war. Out of a crop of 450,000 hales, of 154 pounds each, in 1917 Great Britain received 1,833 bales; France, 82,024 bales, and Argentina, 116,403 bales. Great quantities were bought on European account and on November 1, 1918, there were 179,804 bales in storage in Bahia. It is estimated that the entire crop has been sold. The average price for 1917 was 11 cents per pound. KING OF SMOKERS Mvnheer Van Klaes, who flourished about fiftv years ago, has always held, without dispute, the title of the "king of smokers." His den was a museum of nicotine relics containing specimens of every kind of tobacco smoked in the world and every kind of pipe through whicl^ the nations drew inspiration. Here he smoked incessantly — his life consumption was esti- mated at four tons of tobacco, or ten pounds ever>' week of his sixty smoking years. He died at eighty- one, devoting his whole life to the burning of incense to Xicotia. His funeral was in harmony with his life. By his express directions his coffin was lined with the wood of old cigar boxes. At his feet were placed a bladder of the finest Dutch gold leaf and a packet of Caporal ; by his sides were laid his china-bowled pipe and a box of matches and steel, flint and tinder. Tn accordance with his will all the smokers of Rotterdam were invited to the funeral and instead of the old- fashioned mourning rings each was presented with ten pounds of good tobacco and two pipes bearing Van Klaos' arms. All the mourners during the funeral service smoked, and at the words '* ashes to ashes, fhist to dust" shook the ashes out of their pipes on tlie coffin lid.— *'The Argonaut." % P. Lorillard Company Here's Good ^^ Advice from Uncle Sam *'The Big Ten-Cent Tin'' leads you to big ten-cent sales. Put them next to that Big Ten- Cent Tin filled with the finest, sweetest Ken- tucky Burley ever put in a pipe. They will thank you a thousand times and oring a dime with every thank you. For Pipe or Cigarette UNION LEADER REDI-CUT Established 1760 TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex- President JOSEPH F. CULLMAN. Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St., New York President CHARLES J. EISENLOHR. 934 Market St.. Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave. Mhat'n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER. Lancaster, Pa President GEORGE M. BERGER. Cincinnati, O Vice-President JEROME WALLER, New York City Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W. Va President WOOD F. AXTON. Louisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurer MAX MILLER, 135 Broadway. New York Secretary Meeting 4th Tuesday of each month at Hotel McAlpin 24 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 25 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba OiM«: "DONALLBT' JOSE F. ROCHA Havana Leaf Tobacco Etp*cialldad Tabaeos Ftaot 4« YiMlta Abajo Partido 7 Vuaha Arriba SAN MIGUEL IM HABANA, CUBA E.. Rosenwald (EL Dro. 145 WATER STREET NEW YORIl THE YORK TOBACCO CO. r» ^J:^" " LEAF TOBACCO Olfloa and Warabouae, IS Eaat aark AT«B«a. YORK. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH CB. SONS SlUALITY HAVANA Neptono 6. H.v.n.. CMb. - 58 Dr««d St.. Boston. M««a. Advertise Your Brands in The Tobacco World K. STRAUS & CO. laiportan of HAVANA AND SUMATRA ARd Paofcan •! LEAF TOBACCO 301. 303, 3W and 307 N. Tbl»d St., Philadalpbia loeb-nuNez tobacco CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 206NO. THIRD STREET, PHILADELPHIA Tobacco Merchants' Association Registration Bureau, L^^I^^k?!?? Schedule of Rates for Trade-Mark Services Effective AprU 1, 191C. Registration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $6.00 1.00 S.00 1.00 Met* A-An allowa>o« o< $2 mil be smU ta ataatbars ol tka Tobaeaa liar •kantt' Asaociation on each reffistration. . .•. _^- < Hata B-If a report on a iaaKh of a Utla WNcaaatUtaa Uia reportrng o< .or, tkaa tan (10) titles, but leas than twentyooc (21), an additional ^rgc of Obi Dollar ($1.00) will ba made. If it neceaaitataa tkeraportinf of mora than twenty rsn? titil. hut leai than thirty-one (31), an additional charge of Two Dollan £W) win bl mrde. and S an additioiil eharga.of OnaDollar (H.OO) will k, ■ada far ararr tan (10) additional tiUaa necaaaanly rayartad. REGISTRATIONS. PIT CAR:— 41,165. For smoking and chewing tobacco. June 7, 1919 Wcisert Bros. Tobacco Co., St, Louis, Mo. GREAT REX:— 41,167. For cigars, cigarettes and smoking to- bacco. April 10. 1919. Vanden Berge Cigar Co., Jacob Vanden Berge. owner, Grand Rapids, Mich. Trade-mark claimed to have been in actual continuous use for from 18 to 25 yea« when it was first adopted by the Math. Kordick Cigar Co., Chicago, 111. from whom title was derived by registrant by a transfer dated March 28, 1919. . ^ . , . CASINO BELLE:— 41,168. For cigars, cigarettes and smoking tobacco April 10, 1919. Vanden Berge Cigar Co., Jacob Vanden Berge. owner. Grand Rapids. Mich. Trade-mark claimed to have been in actual continuous use for from 18 to Z5 years when it was first adopted by the Math. Kordick Cigar Co. Ch,. cago. 111., from whom title was derived by registrant by a trans- fer dated March 28. 1919. , . t q loio RAIN CHECK:— 41,169. For all tobacco products. June 9, iviy. Georpe Schlegel. New York City. ♦«!,.,,,„ EDLO:-41,170. For cigars, cigarettes, cheroots and tobacco. Mav 16 1919. Gifford Liesenberg Co., Mason City, Iowa. CRUCIBLE:-41,171. For cigars cigarettes ^"^ /°^""'- pj^"^- ruarv 6. 1919. Tri State Cigar Mfg. Co., So. Bethlehem, Pa. ORBIT-— 41 172 For cigars, cigarettes and tobacco. February 6. 1919. Tri State Cigar Mfg. Co.. So. Bethlehem. Pa. PEACE TIME: AN ANTI-PROFITEER 5c. CIGAR :-41 173. For cigars. March 22. 1919 PP. Martinez Dal as Texa FRUMOSSA:— 41,174. For all tobacco products. June 10, i^i^- Chas. Danitz. Chicago. 111. « ^ t -- in lOlo BEN VENUTO:^41,175. For all tobacco products. June lU, lyiv. Chas. Danitz. Chicago. 111. . . ^u^mnfc and PENN'S WOODS:— 41,176. For cigars, cigarettes cheroots and smoking tobacco. June 11, 1919. H. Anton Bock & Co., New GARCIA 'dANDEE:-41,178. For all tobacco products. May 17, 1919. The Allied Cigar Corporation, New York City P R RISAGOS CIGAR:— 41.179. For cigars June 7, 1919. Lasco 'Cigar Co.. William A. Watkins, Prop., Albany, Oa. GULF SMOKER:— 41.180. For cigars, cigarettes and tobacco. June 11. 1919. Beaumont Cigar Co., Beaumont, lex. LA FLOR DE ANTONIO PORRO Y CA^-41.181. For alHo- bacco products. June 12, 1919. Antonio F. Porro. Q"'"^ • ^! RAILROAD OFFICIAL:— 41,182. For cigars. June 13, ivi^ Thompson & Co.. Inc., Tampa, Fla. GARCIA MIO:— 41.183. For all tobacco products. June 14, ivi^- Chas. S. Morris & Co.. New York City. . BLACK HAWK NO. 86:— 41,184. For all tobacco products. June 9 1919. Chas. Letitz & Co.. Jefferson, Wis. ^.g THE HAVANA-VIRGINIAN:— 41,188 For cigars. June 7, ivi^ H. Anton Rock & Co.. Inc. New York City. . DAVID NIETO:— 41,189. For all tobacco products. June lu, 1919. Nathan Kaplan. Chicago. 111. „ , . ^rr^A^^cts CAPTAIN TOHN ALCOCK:— 41,190. For all tobacco products. Iiine 16. 1919 American T.itho. Co.. New York City. LIEUT. ARTHUR W. BROWN :-41,191, For all tobacco prod ucts. June 16. 1919. American Litho. Co., New York City. (Continued on Page 2^ The Largest Independent Dealer and ExpoKer of American Leaf Tobacco in ttie United States. G. O. TUCK & CO. INCOKPORATUD LOUISVILLE. rLY.. - - U. S. A. Your Inquiry for Sample and Prices Solicited. All Kinds in any Qutntity. CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. H II FOR SALE FUR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN WANTED SALESxMAN WANTED TO CARRY LEAF TOBACCO SIDE LINE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box 301. care of "Tobacco World." ^ FOB RENT FOR RENT— iMrst Pennsylvania District. Cigar factory; moder.i building, suction equipment and operators for large production. Investigate. Address Box 306, care of "Tobacco World." TOBACCO COMBINATIONS IN GERMANY Concerning tobacco combinations in Germany, among the wholesale dealers in tobacco products, London "Tobacco*' says: ''Among the wholesale dealers in tobacco products, the combination idea is taking deep root. The difficult times ahead of us make the need of strong combinations more and more evi- dent. There has just been founded : The Union of To- bacco Dealers in the Province of Brandenburg — head- quarters, Berlin ; The Union of the Wholesale Tobacco Manufacturers of Lower Saxony — headquarters, Han- over; The Union of Wholesale Tobacco Traders of Hamburg, which was founded in 1912, has taken in fechleswig-Holstein, Lubeck and Mecklenburg, its head- quarters still being Hamburg. With Dresden as its headquarters, a Union of Employers in the Cigarette Industry has been founded. It is to have as members makers of cigarettes, cigarette tobacco and cigarette tubes in Germany. Its object is to look after the gen- eral interests and the rights of its members as em- ployers, to cultivate good relations with the work- people, and to prevent strikes and lock-outs. Branches liave been established in Bavaria, Baren, Wurtemberg, Suxony, etc." The Continental Bank of New York has issued w statement of its resources which is of especial interest to the tobacco trade. It has a capital stock of $1,000, 000 and surplus of $650,000. J. V. Fredericks, the presl- tlent, is well known in the tobacco industry as are sev t^ral of the directors. T. J. DUNN (a CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York ^a Free! SAMPLES Free! Aak and You Will Receive ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece. Cotk or Plain Tip I. B. Krinsky, Mfr. "'Nrvor ' UVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS., . - - - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — TK.appees — High Toasts Strong. Salt, Street and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New Ytrk Your Prospective Customers (I£ listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suirgestions how to advertise and sell profitably by mail. Counts and prices piven on 9000 differ- aot national Lists, covering all classes; for instance, Farmers Noodit Mfrs., Hardware Dirs., Zinc Mines, etc. This i/alu- Able Keferenct Book free. Write for it. SOji Saves Dollars on Your Purchases Get seTcrtl quviationt on what you buy. It will save many dcllari. Vm $0c '^coia or «tampi) w »■'! acnJ • fao«Uc'iircr>j fobbers, dealers, or indiriduals who sell what you want to buy. Ross-Goulcl Miciilinjg La.is'i'S 26 Say You Saw It in The Tobacco World REGISTRATIONS {Continued from Page 24) ALCOCK-BROWN:— 41,192. For all tobacco products. June 16, 1919. American Litho. Co., New York City. VICKERS-VIMY:— 41,192. For all tobacco products. June 10, 1919 American Litho. Co., New \ ork City. PLVS' LODGE MIXTURE:— 41,194. For cigars, cigarettes, che- roots and smoking tobacco. June 18, 1919. H. Anton Bock & Co., New York City. ,, ; j .. ^Ta^r 1 '^ 1919 TAMPA SUN:— 41,195. For all tobacco products. May 15, iviv. Greenwood & Co., Savannah, Ga. a.^,-;i AMERICAN LEGION :-41,196. For all tobacco products. April 19. 1919. American Litho. Co., New York City. BOB TREVOR:— 41,197. For all tobacco products. May /, ivi^. Hudson County Tobacco Co., Jersey City, N. J. NON-STOP:— 41,198. For all tobacco products. June 10, iviv. American Litho. Co., New York City. tnh;,rco lOO'/f A E. F. 100' c:— 41,199. l^or cigars, cigarettes and tobacco. June i3, 1919. Fred H. Moffatt, Rockford, 11 GARCIA FIRST:— 41,200. I'or cigars. June 18, 1919. 11. LetKo witz. New York City. ,, . 1 at o loio W^^rt ENTERTAINER:— 41,201. lor cigars only. May 9, 1919. V\ert heimer Bros.. Baltimore, Md. ^ ■ ^ a t„«« P. R. RESAGOS CIGAR:— 41,179. I^or cigars Registered June 7, 1919, by Lasco Cigar Co., William A. Watkins, Proprietor, Albany', N. Y. TRANSFERS. SAN FINO:— 33,711 (Tobacco Leaf). For cigars, cigarettes and Tobacco. Registered July 10, 1907, by O. L Schwencke Litho Co New York City. Transferred to C. M. Masenhimer and re-transferred to Harvey C Wireman, Hanover, Pa. DAN DEE-— 27,963 (U. S. Tobacco Journal). For cigars, ciga- rettes and tobacco. Registered December 7, 1903, by American Litho. Co., New York City. Transferred to Eggerss O h\ym% Co., and re-transferred to Allied Cigar Corporation, New York City, on June 6, 1919. KING COAL:— 32v925 (Tobacco Leaf). For cigars. Registered February 18, 1907, by J. J. May, Trinidad Col. Transferred to Julia May, and re-transferred to Vincent L. Richardi, Trinidad, TRINIDAD BOY:— 32,926 (Tobacco Leaf). For cigars. Regis- tered February 18. 1907, by J. J. May, Trinidad, Col. Transferred to Julia May, and re-transferred to Vincent L. Richardi, Irini- dad, Col. ,. ,^ T^ .L 1 EL POLEO:— 32,927 (Tobacco Leaf), tor cigars. Registered February 18, 1907, by J. J. May, Trinidad, Col. Transferred to Julia May, and re-transferred to Vincent E. Richardi, 1 rinidad. Col. CORRECTED PUBLICATION. The following appeared under the heading of cancelled regis- trations in the last issue instead of THE CABOTS:— 16,795 (U. S. Tobacco Journal). For cigars. Registered December 6, 1894, by L. E. Neuman & Co., New York City Transferred to Vvth Cigar Co., Chicopee Falls, Mass., June 2. 1919. SAFETY SEAL:— 37,994 (U. R. B.). For cigars, cigarettes, che- roots, smoking and chewing tobacco. Registered February 8, 1913. by Edward D. Depew & Co., New York City. Transferred to IL F. Fidler & Co.. Womelsdorf, Pa., April 29, 1919. VAN KOVEN:— 27,335 (Trade-Mark Record). For cigars, ciga- rettes and tobacco. Registered September 30, 1902, by Heywood, Strasser & Voigt Litho. Co.. New York City. Transferred to B. Pavn's Sons Tobacco Co., Albany, N. Y.. June 4. 1919. BASRA:— 34,017 (Tobacco Leaf). For cigarettes. Registered Sep- tember 7, 1907. by the Royal Turkish Tobacco Co., New York City. Transferred to A. X. Barson & Co., New York City, and re-transferred to the Majestic Tobacco Co., New York City, April 30, 1919. Dispatches just received from Mexico City report that the export duty on leaf wrapper tobacco from Mexico has been lowered from four and one-half to two and one-half cents, United States currency, each kilo (from 2.04 to 1.113 cents per pound). The ex- port duty on filler tobacco is lowered from two and one-half to one cent. United States currency, per kilo (from 1.13 to 0.453 cents per pound). According to the statistics, in 11)14 only 179 pounds of cigar wrapper tobacco were iin]K)rted from Mexico. This amount increased in 11)15 to 12,180 pounds, val- ued at $6169. None was imported from 1916 to 1918. C. L*. Ij. CIGAR BOX LUMBER FIRM Cigar box lumber men report that prices are firm and that there is every indication of a further ad- vance. This is interesting for the cigar box manufac- turers, but perhaps more so for the cigar manufac- t^urers We all know the price of war by now, but we are about to become acquainted with the prices of peace. The Canadian ''Cigar and Tobacco Journal" says: "Maybe it's because we've got a 'dry' coun- try here now and everyone wants to fill up their sweet tooth with candy instead of something stronger, but the way chocolate and confectionery sales are mount- ing up in cigar stores is a caution. The netailer who has gone after the candy trade is a wise bird and he can figure on some nice profits at the end of the year. If more of them would 'go and do likewise' it might help.'* Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City a ...I ■■ ■■ ■■ «» .>—■.- ... IIMi^M^— 11 ■■ ■! ■■— , , IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City -M ■> 11 ■■ ■» ■» ■■ "~ + The Tobacco World Volume 39 Established 1881 July I. 1919 No. 13 TOBACCO WORLD CORPORATION Publishers Hobart Bishop Hankins. President H. H. Pakradoonl, Treasurer "William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mail matter. December 22, 1909. at llio Post Office, Philadelphia, Pa., under the Act of March 3. i&.- PRICE: United States. Cuba and Philippine Islands, ?2.00 a year. Canadian and foreign, |3.50. STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufa- 22iul St and Second Ave., X^^ REW YORK ^^^ MANUFACTUPER OF ALL KINDS OF CIGAR Box LABELS / AND TRIMMINGS. CHICAOa, 105 vn&9T MOJr»<)K STKKKT, LOm O. CAVA, Mc*. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the prevailing luRh cost and scarcity of .naterial, lalH,r. etc.. wc have .leci.le,. to close out and discontinue a lar^e ■""^ ^ " wr;:::.".::sin«'lt:r::ce;;:;;;l;l:'lo': '^^ ...e enti. Une o, s.ocU .a.,e,s fonner,,. ntadc i.. Krue^er . ..aun, of which Htn, wc : "e ™eces-- ^^ ^ ^^^^^^,^^ ^^ _^^_^^^^.^.^.^ ^^^ ^.^^^ ,^„„,, ,,,,,„ ,, „,„ „,^ elose ou. at prices far below the present cost of pro- tluci.ij :such bands. Write for samples and i)rices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. fRREGULAR PAGINATION -P-W^ 1 \ oil ME 89 HE'S THE OLD RELIABLE GRAND old "Bull". He's the best there is. He sold over 300,000,000 bags last year. You know genuine "Bull" Durham — never an enemy; millions of friends. Genuine ''Bull" Durham tobacco— you can roll lifty-thrifty smokes from one bag. That's some huiucement, nowadays. genuine; ftft BulCDurhah lOc TOBACCO 'mm 0> ff'^ '-^:'y,ii ^r'^^^ "^-<:, ^-ttfijo. Y'ou pipe smokers, mix a little 'BULL' DURHAM with your favorite tobacco. It's like siii^ar in vour cotFec. .-^ ....t^--^ :• V? j^Vj/^^W^'M* NO. 11 TOBACCO JULY 15. 1919 WORLD DII^bmIIH^^bHM' «« — ■tll^^««^— i.t..-.^H»« S. LOEWENTHAL o SONS 123 MAIDEN LANE NEW YORK IMPORTERS, EXPORTERS and Packers of Leaf Tobacco CONNECTICUT, FLORIDA AND STRIPPED FILLERS ESPECIALLY ■ ^■■■■■■W MM W^MM^^'t"* .HH_^MH«— •''•—^•V^iVR"— *«M*"X*- Say You Saw It in The Tobacco World J For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Wemmer Co., UMA.O »x^. " ■ -4 MADID IN BOND FINE HABANA CIGARS 1. EjKcUencc of Quality and Workmanship Are G)mbined In ChMLES THE) GSE4T A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA ■ iiii RSTABLISHBD 1867 Y. Pendas Si Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "OUALITY" OHict and Salesroom, 80S -803 THIRD AVE. NEW YORK OTY i|il n - — — — — — — — »■ - La Flor de Portuondo EstabUshed 1869 GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondo Cigar Mfg. Co. PHII.ADEI.PHIA The Acknowledged Leader ^ Amon^Mild Sumatra Wrapped Havana Cfears Say You Saw It in The Tobacco World I4« Important Announcement i^cefo The Pasbach-Voice Lithographing Co., Inc., advise the trade that they will hereafter do business throii^di direct representation and periodic visits from the home office, in the ter- ritory in which they have been fornierl> repre- sented by Tlie American Box Supply (V). and Mr. John I^. Thatcher. The kindest feelinj>s exist between the Pasbach-\'()Ick LiTHocKAeniNti Co., Inc., and their former a^^ents, business relations having been discontinued through unforeseen circum- stances and not through any disagreement. They will make every effort to receive a con- tinuance of the generous patronage heretofore enjoyed through their agents. It is suggested that all business and cor- respondence be conducted direct with the New York office, w^here Mr. J. A. Voice and his en- tire staff will give all inquiries personal and prompt attention. Pasbach-Yoice Lithographing Co., Inc. 25th St. & nth Ave. flew York Oty | TADEMA HAVANA C1GAR8 Ar^iielleAp Lopez 6 Bro. MAKERS GENERAL OPnCE FACTORY WAREHOUSE aaa pearl street tahpa lealtao ibb NEW YORK FLORIDA HAVANA ify^. ^enuinel lila ^ OiocDla}eTIav6r EXCLUSIVE PROCESS ♦ UNION MADE ♦ PATTERSON BROS. TOBACCO CO.TR. RICHMOND ♦ VIRGINIA E. H. GaXO CIGMR COMPANY FOR FORTY YEARS THE STANDARD By Which CU»r H«t«im Citars Are Jndrvd Write for Open Territory Factory: Key We«t, Fla. New York Office; 203 W. Broadway H. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAI S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobaca 123 MAIDEN LANE, NEW YORK I- w^— ■ ■•-» >•- HARRY BLUM Manufacturer of NTHE NEW «^ Mg ATURAL BLOOM 1 HAVANA CIGARS *'* i 122 Second Avenue New York City 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar that can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS "WRITE XJS S. J. FREEMAN & SON 123 Liberty Street, New York I The Maintenance of an Inflexible | I Quality Standard in I I is reflected in the unvarying increase | in consumer demand. Good judgment favors stocking — displacing — recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA THE TOBACCO WORLD Volume 39 Number 14 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade S2.00 a Year PHILADELPHIA, July 15, 1919 Foreign $3.50 Strikes Emphasize Great Need For Use of Mechanical Devices by Cigar Manufacturers ^ FOR more than eighteen months The Tobacco World has urged the attention of cigar manutacturers to the great benefits to accrue to their industry through the wider use of meohanical devices for the production of cigars. It has been repeatedly pointed out in these colunms that facilitating devices that can be operateil by unskilled labor offer many advantages. Chief among them is the standardization of the product and the gieater range allowed for the systematic operation of a factory. These points alone would warrant the in- stallation of mechanical devices to say nothing of the greater economy made possible by the use of ma- chinery. Tiie fact that most devices for the cigar industry can be operated by unskilled labor is a point worthy of high consideration at this time when the skilled work- nu'ii in New^ York and Boston have left their benches. Prices in the cigar industry are creeping higher and regardless of the outcome of the present ditticul- tit's between the employes and emph)yers and an in- crease in cigar prices is bound to result. Tiiere is sure to be some saving in the use of ma- chinery, and if it were not so it would not be a fact that the very largest manufacturers of cigars in this coun- try not only are using vast quantities of mechanical facilitating devices, l)ut are always ready to try out any new piece of machinery. The cigar is a comparatively cheap ])roduct,(>r has been until recently, and there is danger in forcing the prices of cigars any higher. For cigars to be sold at their })resent level, as we have emphasized in pre- vious articles, methods of economy must be introduced. Pruduction nmst be obtained at a lower cost. The aggregate waste of raw materials due to the inipcrfections of humanity is enormous. The consump- ti(»n of free cigars is an item that taken collectively reaches a big figure. The stemming machine, the suction table and the hunch machine have all demonstrated their value. Other devices are coming into use more and more. P>an(ling machines have reached a ])oint where they can be ])roiitably employed by cigar manufacturers. One of the greatest mechanical ])oons to the in- iieii adopted that ])rocedure and nearly save a million dol- lars in taxes. Pennsylvania Leaf Acreage Decreased According to the re])ort of the United States De- ))artment of Agriculture, P>urcau of Oro]) Estimates, under date of July 12, for the State of I Pennsylvania, tobacco acreage has decreased 10 ])er cent, since last year, due to the unsatisfactory ])rice of last year's crop. The total area i)lanted is estimated at 41,000 acres, as compared with 4r),()00 acres last year, Miid 42,044 acres, average area planted for the past ten vears. Weather conditions at the time of setting Wfi"^' imusually favorable and the condition of the crop on ,Julv 1 was !)4 ])er cent, of a normal indicating a y\M of 'l4:;8 ])()un(ls per acre, and a total ])roductioii '>t r)8,l)r)S,000 iMUinds, as compared with (i4,7r)2,000 ])(mii »""■' ' ' " """"" ■■"■""""""""■"""" """ ' """ ' ' "'""■■"■ THE TOBACCO WORLD n the goods that are not yet put into the stock. Your patrons themselves know pretty well the merits of the staple articles and rarely have to ask any questions about them, but everyone wants information about new goods. The instant your clerk begins to try to sell a cus- tomer something different from what he habitually buys, there is a storm of questions and unless these are answered, there is no sale. When customers ask questions about cigars that the clerk cannot answer the effect is anything but good for the store. If a brand is being advertised strongly in your town and you sell it, and a customer comes in and wants to know about it and the clerk cannot tell, it proves at once to the customer that your advertising is more or less a bluff. If you — and to the customer the salesmen of the store are you — do not know enough about the advertised brand to be intelligent upon the subject, then conlidence and interest in the line dimin- ishes at once. See that your clerks know all about the goods. Show them and instruct them when the goods first come in. Pass along any information that comes to you in the form of circulars or trade paper advertisements. Don't stop with merely handing the reading matter to your clerks with your eyes shut. Talk to them about the contents. Interest them. Show them that you yourself are interested. It will pay big returns. If you take pains to boost your clerks, they will come back with a bigger boost for your business. The Swedish Tobacco Monopoly THE A.-B. Svenska Tobaksmonopolet, a semi-public corporation administering the Swedish tobacco monopoly, has just published its report for 1918. Dur- ing that year the corporation continued its policy of curtailing gradually the credits granted to dealers, so as to place the trade on a cash basis. The corpora- tion also strove to induce the tobacco dealers to make payment by check whenever possible, and in 1918 as much as thirty per cent, of all payments was made bv^ eheck During the year about 400,000 crowns ($107,200 at normal exchange) was paid for new machines, chietly for the new snuff factory at Goteborg and for machines for the manufacture of cigarettes and cigar boxes. As the importation of cigarette machines was attended with difficulties, the machine shops of the ciga- rette factories were enlarged and equipped so that the corporation can now manufacture complete cigarette machines in its own shops. The tobacco harvest was poor, decreasing from 674 metric tons in 1917 to 630 tons in 1918, although the area planted was larger in the latter year. The imports of manufactured tobacco products, coming chieflv from the Netherlands, increased enormouslv in value, rising from 9,800,000 crowns in 1917 to 37,800,000 crowns in 1918, reckoned at the purchase price. The increase was due principally to increased prices, which were at times bevond all reason. The sales of the monopoly products in 1918 ex- ceeded in value those of anv preceding vear, amount- ing to 99,000,000 crowns, as "against 74,000,000 in 1917, and 59,000,000 in 1916. The increase in quantity was much smaller. There was hardly any increase in the quantity of cigars sold, as compared with the preceding vear, but the sales of cigarettes increased from '891,000,000 to 1,041,000,000 pieces, and the sales of snuff from 5953 to 6486 metric tons. The number of workers decreased from 4510 to 4374, a large majority of them being women. The Government's revenue from the tobacco trade (excise tax, import duty, and dividends on common stock) totaled 37,700,000 crowns in 1918, as against 29,400,000 in 1917, and 25,800,000 in 1916. Before the introduction of the monopoly in 1915 the Government received only about 5,000,000 an- nually from import duties. The license fees are collected on the imports of manufactures of tobacco, chietly for the account of other importers. A large proportion of these fees is paid by the monopoly over to the State in the form of an ex- cise tax, which also absorbs a large part of the revenue from the sales of the corporate products. It will be noticed that the amounts paid out or reserved for taxes in 1918 were much larger than the corresponding amounts for 1917. The rate of dividends paid in 1918 was the same as in 1917, viz., S^^ per cent, on the preferred stock and 261/0 per cent, on the common stock, which is all held bv the State. The conmion stock, however, had been increased from 18,000,000 crowns in 1917 to 29,000,000 crowns in 1918, and the new shares participated in the distribution of dividends in the latter year. During the year a new obligation loan of 10,000,000 croAMis was issued and debts to the State and other parties also increased. The assets, on the other hand, show large stocks of raw tobiicco and other supplies and an increase of 12,463,000 crowns in cash and bank deposits. Most of the real estate is held by a sul)sid- iary corporation capitalized at 1,000,000 crowns, all the shares ])eing owned by the monopoly. As the real estate as well as machinery is booked at a value rela- tively low, it is not necessary to write off any consid- erable sums for depreciation. The Legislative Assembly of the Philippine Islands has offered a j)rize for a formula or means of destroving tobacco insects without injurv to the leaf. Charles A. Bond, 546 West 124th Street, Xesv York City, w^ill give further information to all inquirers. it is rei)()rte(l that the R. J. Reynolds Tobacco (\)ni])any, of Winston-Salem, N. (\, has takeii over the ])lant of the lUirley Tobacco Company, Louisville, Ky. Large inq)r()vements in the factory are under consideration. 'li' ' '■""'"""""" ■■"■■■■■■■■■■■■■Illll Ml .■„„„..„..„.. , , .,„ „ „„„„„ „„,..„. il.l.ll.lll.lll.llll..llilllllL Jingle-ing Up Trade By Clarence T. Hubbard JIXGLES are quite m vogue and to be found applied to all sorts of selling campaigns. Street car ad- vertisements, newspaper publicity, national magazine canipaigiis all contain a number of jingles. Some ad- vertising, like "Campbell's" soups, use jingles per- |)etually and from all reports readers seek them on the arrival of each new magazine. The "Cracker Jack" people also use jingles to a heavy extent. In fact, many firms selling "joy products" associate jingles and rhymes Avitli goods as this method in its lightness and entertainment fits with the article sold. The jingle has already reached the tobacco trade. The "Blackstone" people have inaugurated a jingle canipaigii throughout the country with street car posters. Each month a sailor, or a minister or a doctor appears in cartoon alongside of a jingle explanation of why he prefers "Blackstone." In fact, one jingle written about the engineer's mate on a sliip as pre- ferring "Blackstone" smokes brought hundreds of re- quests to the "Blackstone" people for copies of the l^oster to be hung in the ship. The requests were met with framed posters which the mates used to ward off ''boning." The retail cigar dealer can use jingles and brief verses to good effect in his own business by having sueh rhymes bearing on various articles sold, printed onto small placards or lettered onto large ones and then displayed with the goods, in the window or on the walls of the store. AVith the aid of one of the printing outfits sold which include a set of type for each letter the retailer can make up his own jingle signs. Or with a brusli the rli^Tues can be painted on and, if desired, illus- trated wnth colored cut-out pictures or hand paintings. By working up a few jingles and then sendinc: them over to your sign painter he will apply them to placards with colored border illustrations. Such signs ])lacod in the A\andow and clianged regularly are cap- able of making a feature that will attract fnllv as much attention and trade as an "illustrated news" scries will. Again, it will prove something different. Anrl by connecting some of the jingles with local events much good-natured advertising will result from cus- tomers who will repeat the rh^Tue to their friends or call their associate's attention to it. A window full of meerschaum pipes for example wonVI have their interest increased ^vith the addition of a *'iingle" along the following order: **Tf an artist were T," said Billy McBly, ''TM choose a meerschaum to coddle: They draw so darn fine and color like wine, AVhat more do you want for a model?" ^uch a jingle printed on a sign with a reproduc- tion of nn artist's plaque would be bound to have some buman appeal. In inaugurating jingles as a means of advertise- ment it is a good plan for the cigar man to choose some eliaractor which could be plaved up in all the series. Marnier Brown, or Billv ^NfcBlv, TTncle Wise, or some such fictitious name would answer nicely. If the jingles took on well such a character could even be played up in the newspaper with good effect. Here are two sample jingles to fit your cigar dis- play either in your window or elsewhere : "Finest of tobaccos In the ' Flor de Rand, ' It's a famous masterpiece Smoked throughout the land." "Each night in the year, both afar and anear We follow the Northern Star," Said Skipper McLean, who at night can be seen By the glow^ of his Speardale cigar. For miscellaneous uses the following can be modi- fied to fit in: The world is full of clever men. The world is full of cranks, The world is full of cigarettes, AVon't you try some — Thanks. Early birds may gather the worms, Bees may gather honey, But our good fortune w^itli your good help Is to give you the most for your money. The cigar man need not worry about making up these jingles. If not gifted that way himself he can get some new^spaper man or some writing friend to start him off. After the plan has once been instituted the customers wnll become the main contributors Ana there is no better advertisement than displaying a cus- tomer's own jingle. It cements him personally for good as a customer and brings others. He is ver\' likely to steer friends to the store to read his jingle and boast about it pretty generally. In fact, quite a publicity matter can be made out of the jingle idea by offering prizes in the form of tobacco, cigars, pipes and so on to the best jingles sulimitted. The response will be heavier than antici- pated. Cash prizes can be offered to school children and to w^omen submitting the best jingles. In this way the store gets its name well circulated at a small cost. Then, too, jingles can help along the sale of candy and sundry lines. A jingle for the candy line can be made amusing if written along the following type and then printed on a large placard, sho^ving the picture of a dentist drawTi in some ludicrous manner: "There's somethinir wronreciates a mild Havana cigar. The brand is made in the lollowing sizes: Avi- ators, Perfectos, Hankers, Senadores, Invinciblcs and Especiales. The cigar is made in Taini»a. It lo()ks exceptional value for the money and is backed iij) with an attractive label and band. Jobbers who are o])en for a new brand will do well to lict in immediate timch with Air. Antuono. 26,000 IN GUESSING CONTEST ATAVO-AVEKKS' guessing contest on the nuinhor of Alelachrino cigarettes in a wnndow of the United ( igar Stores at Twelfth and Alarket Streets, Phila- defphia, brought in about 25,000 answers. The con- test was to run from June 7th to June 21st, and thirty- seven cash prizes were offered for the successful con- testants. . A bank clerk counted the cigarettes at the end of the contest and made an affidavit that there wore 1.37,460 cigarettes in the window. Ethel AT. Atkinson, of Astoria. Long Island, and AVm. A. AA'ilson, of 1220 Eeal Estate Trust Buildino:, Philadelphia, each turned in a guess of 137.450. The winning prize was $100. As it was a tie, the donors made two first prizes of $75 each. Seven contestants received $22.86 each, while nine received $10 each and tw^entv received $5 each. The store manager reports a good increase m busi- ness during the contest with ''Afelachrino" cigarettes receiving a good share of the increase. "EL DALLO" BRANCH IN PHILADELPHIA AVertheimer Brothers, the widelv known maiinfac- turers of the ''El Dallo" cioar, with headquarters m Baltimore, Aid., have recently opened a branch sales office in the Denckla Building. Philadelphia. , The entire output of the AA^ertheimer factories is devoted to the one brand. ''El Dallo," which is made in four sizes, to retail at six. seven and eight cents each. The -loo-an of the brand, "Each cigar in its own Inimi- flor." is backed hv the fact that each cigar is wrapped in foil and then in tissue. .,,,,. . The brand has been sold in Philadelphia for some time, but an effort wnll now be made to extend the dis- tribution. T 1 T A. T. Goldberg has charge of the Philadelphia office. Leon A^^ertheimer has been in the city recently assisting the salesmen. G. O. TUCK & COMPANY CONSOLIDATED G. 0. Tuck & (^ompany, of Louisville, Ky., ^vltll a New A^ork office at 280 Broadway, has been consolidated with the International Planters' Corporation, at the same address, and will operate as the 0. O. Tuck Branch, International Planters' Corporation. Mij- Tuck will spend much of his time at the New A orK office and the field organization in the Southern states will ba increased. The International Corporation was organized to deal in foreign tobaccos about two vears ago and this function will be a feature of the consoli- dation. nil iiiiiiiMiiiiiiiiiiiiiiiiiiiintH iiiiiiiiiiiiiHiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiii miiiiiii nniiiii iiiiiiiiiiiiiiiiiiiiiiiihiiiii m iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimimi PASBACH-VOICE TO SELL DIRECT THE Pasbaeh- Voice Lithographing Company, In- corporated, has announced, that hereafter the busi- ness of their company handled formerly through the American Box Supply Company and John B. Thatcher, will be done direct through members of their own or- t'-anization who will cover the territory of the former agents. - _ In terminating the contract, John A. Campbell, treasurer of the American Box Supply Company, states in a letter to the Pasbaeh- Voice Lithographing Company, "our relations have been of the most cordial character and you have in all cases met us in a spirit that showed you were heartily in accord with us in every instance. These relations are something that money cannot buy, and it is with a great deal of regret that thru unforeseen circumstances that w^e must part company as your direct selling agents." J. A. A^oice states that the probabilities are that ill the very near future one of their ow^I regular selling staff will call on the customers formerly dealing with them through their agents and who will then make the usual periodic visits. Air. A'oice gave out the letter from Air. Campbell and the above statement immediately following his re- turn from Detroit. Air. Voice says that he wishes to assure their old customers that direct communication with the New York headquarters will result in prompt attention I'loni him personally, and from the entire staff as well. The American Sumatra Tobacco Company has c(niipleted arrangements for the opening of a l)ranch of that company at York, Pa. The H. Sommer Company, Incorporated, of Qiiakertown, Pa., has increased its capital stock to •tlMOjOOO, and has started a new factory. The Kenton Loose Leaf Tobacco Warehouse Com- pany has increased its capitalization to $150,000, and will erect a new^ warehouse at Covington, Ky., in addi- tion to its present warehouse. It is reported that a company is to be organized, called the Asiatic Tobacco Company, Limited, with headquarters at Shanghai, China, with a capital of live million dollars to promote the cultivation, manu- facture and sale of Chinese tobacco. Among recently inaugurated enterprises are a $rj(i,()()() tobacco warehouse at Huntingdon, W. Va., the Indiana Cigar Company, of Indianapolis, with a capital of $10,000, and the Planters* Independent Loose Leaf Tol)acco Company, of Robertson County, Tennessee, with a capital of $25,000. The strike in the factories of the Porto Kico- Anu-rican Tobacco Company, which lasted six months, was ended on June 28, by the granting of an increase to the cigarmakers, strippers and all other labor The >^<'ttlement was in the nature of a com])romise, both l^ailies making concessions. AVork was resumed on Julv 5. Eduardo II. Gato, Jr., has been spending a few days at the New Y'ork headquarters, and has since left for a vacation with his familv. Selak & Hoffman, cigar manufacturers of AVil- mington, Del., will shortly remove from their Alarket Street headquarters to 509 Shipley Street. The F. & E. Soter Company, of New York, has been incorporated with a capital of $100,000. The company does a large export business in cigarettes. A New York exchange says that women cigar clerks are rapidly disappearing from regular cigar stores though many remain at hotel and office build- ing stands. A note from the Near East says that the fields of Smyrna and Cavallo are yielding bumper tobacco crops and dealers are on the ground preparing for shipments to America. Bayuk Brothers, of Philadelphia, have built a new cigar factory at (iarfield, N. J., making the Bayuk fac- tories number a dozen. The new factory will employ several hundred people. The National Drug Stores Corporation, a new chain store enterprise, with a million dollars capital, has announced that it will not sell cigars, cigarettes or other tobacco products. A chain of cigar S;tores has been established in Canada, operated by returned soldiers. The stores bear the crest of the Grand Army of Canada and the profits will go to the organization. J. O. Sachs, a widely known manufacturer of cigar humidors and fine cabinet work, one time of the firm of Grausam & Sachs, has become associated w^ith the firm of AVm. Black & Company, of New Y'ork, cigar box majiufacturers. The Americiin Exchange Cigar Company has ac- quired the i)lant and business of the Emze Cigar Com- pany, of Philadelphia. Alorris, Louis and George Ziff'erblatt, of the Emze Company, will continue ac- tively in the business of the American Exchange Cigar Company. Harry Green & Company, of San Francisco, have notified the trade that they have secured for distri- bution in the Cnited States a number of cigar brands manufactured by Walter E. Olseii & Company, who have acipiired and are now operating the "El Ori- ente," "La Giralda" and "Helios*' factories in Alanila. Fred H. Austin, formerly with the American To- bacco Com])any, and Clyde B. Austin, sons of the late V. Austin, familiarly known as "Diamond (i," and an expert Judge of to])acco, have ])urcliased the pro])- ertv of the Greenville Furniture Company, at Green- ville, Teiin., and will convert it into a modern leaf factorv. 14 THE TOBACCO WORLD Say You Saw It in The Tobacco Worlj) „... .....mm... ">■"" n .l-JH- "»■" ■ ""■" '" "" ' ' """■" H M <■ H ■■ ■■ ■■ ■■ ■■ I ■■ ■■- -M^— «■ ■« .»—«■—«»»—«■ ■■ ■■ »< ■■ ■■— — M I LEAF MARKET JOTTINGS -■■ I «« ■■ M ■■ ■— THE tobacco crop in Wisconsin has made such ad- vances since transplanting and has such a line growth that indications point lo a very early harvest and a very large yield, and an early crop is generally a good binder. As to the acreage planted we cannot do better than to quote the editor ot the *' Wisconsin Tobacco Ke- porter," wdio says: ''Remembering how in the tanner meetings held over the State last fall the question of the cost ot* raising a tobacco crop was luUy discussed, many of the leaders claiming tliat the price was so near the cost of production that the growers were fac~ iiig ruination, we couldn't believe then that all this talk was bluff and bluster, but when one traveling over the country sees on every hand the growers working early and late, planting every vacant plot of the farms to another tobacco crop, we wonder what line of reason- ing passes through his mind and what he expects to get tor this tobacco when produced, it is a safe bet that every mother's son of the growers who pulled down thirty-five to forty cents for their tobacco last season have the full acreage out, serenely waiting for another war and hoping for something they do not expect. Then another class -who, after wailing, ac- cepted twenty-live cents for their tobacco find, on bal- ancing their books, there was something on the profit side of the ledger and so take a chance on putting out their usual acreage. A vastly greater numl)er of growers who either accepted lifteen or twenty cents have all the time threatened to reduce the acreage of the present crop, but have since thrown their resolve to the winds and are replanting their fields again. Finally, even those who were compelled to sell at the lowest notch, and hoping that the grass-hoppers this year might evade them, have apparently fallen in line with the rest. So there you have it — everyone is ex- pecting the other fellow^ to do the cutting instead of following out his better judgment." But better judgment dei)ends on the results, and farming is gambling with nature as everyone should know. The farmer who gets the lowest price api)ears to have made some profit on tobacco. That the Ninth Pennsylvania Internal Kevenue District is making a hole in its leaf tobacco and mak- ing room for another cro]), is shown by the June re- port of the district, ^fore cigars were manufactured in June than for some time and only twice in the last few years has the monthly output been exceeded. Class A leads, but it should be remembered that five-cent cigars have been included in this class. j> and C show equal comparative increases. Revenue col- lected in June, 1918, was $242,240.08, and in June, l!il!), $405,685.16. m—mmt^—n^^—^—n—^n ■■ ■■ ■■ » " " " ■■ lift One of the old New England fire insurance com- panies has its agents out busy soliciting insurance against hail and, considering all things, the rates are very reasonable. New factories have been opened at Windsor, by Eisenlohr c^ Brothers; at Middletown by the General ( igar Company, and at Red Lion, by the Domestic To- ])acco Company. The 1918 crop is curing in good shape, and as the 1917 croj) has been practically all disposed of, the packers are receiving numerous inquiries about their holdings of the new crop. The rumors of the crop being poor during the buying period, have all been discounted during the prospective selling period and the fact seems to be that it is a right good crop, and that the "no burn" charge did not stop the buying of some seventy-five thousand cases. In fact, the latest sales showed an advance of from three to eight cents a pound. in Southland reports from Kentucky and espe- cially from the blue-grass section, indicate a very large yield. A period of dry weather after the first planting caused the re-setting of many plants, but the farmers had an abundance of them, and recent rains have pro- duced a rosy prospect. During the rush the to])acco- setters get one dollar an hour, so they also found things rosy. Sales on the Louisville market for the vear, to Julv 1, were 35,77o hogsheads, of which 31,958 were lUirlev and 3815 dark. In Noith Carolina the prospects of a large crop are indicated l)y the large number of charters granted for new warehouses, some of them in the old market district, but a large number in eastern North Caro- lina in new sections of the State, which are planting tobacco this year. This increase of acreage is due to two causes, one of which is the high prices paid for this year's crop, and the other is the reduction in the acreage of cotton on land suitable both for cottoTi and tobacco. The South Carolina markets opened on July 10 in some sections, and w^ill last for six weeks, and the eastern North Carolina markets W'ill open before that ])eriod is over. In South Carolina the tobacco is w^ust high and the crop is a very large one. The farmers are afraid there will not be enough labor to handle it. Internal Revenue collections in the western district of Norlh Carolina for the vear ending June 30 exceeded J);73,000.000 and in the eastern district exceo(li>d *27,000,000. The grand total was $101,188,926.91. 23 t m I 1 cm I yic 15 Getting Acquainted We are here to be of Service to you. The reason why this Company has been such a success from the start is that manufacturers find it a decided advantage to purchase all their supplies in one place. The lines we handle are the Standard Products of well known firms. By combining our purchases we have created a tre- mendous ^^Buying Power^'. "EVERYTHING IN ONE PLACE" i n^-OIDTJCT Lithographed Labels Printed Labels Cedar Lining for Cans Tissue Wrappers. Cautions Sprayers Perforating Machines Adhesives Bands Tin Cans Tin Foil Price Stickers Bunch Machines Packing Devices Cigar Box Lumber Stock Labels Cut-Ouls Protector Strips Cigar Pouches Class Marks Labelling Machines Molds Nails Cigar Box Machinery yl large line of Private Labels on hand ready for immediate delivery American Box Supply Co. 383 Monroe Ave. Detroit, Michigan DO 1 I W 16 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 17 PUT pipe fans wise to the pound crystal glass humidor! They'll see pretty quick that you're rooting for a strip ticket tosmoke joy . It's the slickest way ever, to keep a supply of P. A. at home, or in the office. The clever sponge moistener top keeps the tobacco always in such prime condition. And here's where you score! Every P. A. humidor that goes over your counter marks up a sale that certainly has bells on for a quick action turnover that certainly does tickle that little old cash register! Talk P. A. humidors — and you'll sell them. R. J. REYNOLDS TOBACCO CO., Winston-Salem, N. C. tobacco MERCHANTS' ASSOCIATION OF UNITED STATES .President CHARLES J. EISENLOHR EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB W'ERTHEIM Ex- President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN ••••••; •J'r^^''^^', CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 W'est 40th St., New York President CHARLES J. EISENLOHR. 934 Market St. Phila.. Pa ... .. Vice-President JOSEPH B WERTHEIM, 81st and East End Ave, M hat n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I H WEAVER, Lancaster, Pa ;>■ " S*^^^-^^"! GEORGE M. BERGER, Cincinnati. O Vice-President JEROME WALLER. New York City Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J A. BLOCK, Wheeling, W. Va ••••••President WOOD F. AXTON. Louisville, Ky ....Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF ••••••:• ••S'""!l*^"' HERMAN GOLDWATER Ist Vice-Pres,den LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN ,V • V • V^: Treasurer LEO RIEDERS, 200 West 118fh St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH Vr" ' "n'''^'-^!!!! SIDNEY GOLDBERG ^'"Tr^r^ A. L. ULNICK ••, llrrl^Lrl MAX MILLER, 13S Broadway. New York • secretary Meeting 4th Tuesday of each month at Hotel McAlpin B. A.T. Co. Increases Capital A T a meeting of shareholders held in London on May ^^'J proposals were made aiid agreed to, whereby rne ordinary share capital ot the British- American To- bacco Company (Limited), was increased by two new issues of shares to the extent of $11,1^29,100. The first proposal related to the division, among 13 of the 18 directors, of 175,704 ordinary shares ol i:i ($4.87) at the price of £'2 ($9.73) each. The deputy cliairman who presided pointed out no directors' fees are paid, and consequently such otticers receive no remuneration in any form from the company except tliose who occupy the position of managers or some other responsible position. In the year 1912, 449,728 ordinary shares were is- sued to most of the directors at £1 10s. ($7.30) a share. The total number of ordinary shares issued aggregated 6,254,320; and inasmuch as the directors have power to allot to themselves shares up to 10 per cent, of the total authorized ordinary capital, it is now proposed to issue the balance of 175,704 ordinary shares to them in order to maintain the proportion authorized. These shares will be allotted to each director under the fol- lowing agreed terms: That a certain number of shares, to be fixed by the board, will on application within three months be allotted to him at the price stated, a fifth of which will become his absolute property at the end of each live years; but if he dies in the meiuitime or resigns his directorship or ceases to be employed by the company, the shares still remaining the subject of the agreement have to be sold by the secretary of the compaii}-, and the director is repaid out of the proceeds the sum of £2 per share, being the amount he paid for the shares, and the balance is appropriated for the benefit ol the company and forms part of its funds. The second proposal related to the allotment to existing shareholders, in the proportion of one ()iih- narv share for every three shares held, of 2,131,733 ordinarv shares at £1 each, (it may here be iiiterpo- lated that the present market quotation for orchmiry shares— of $4.87 nominal value— in this company ranges from $3(5 to $37 each.) Power was also taken to permit any capital assets in excess of the company's paid-up capital to be distributed iimong the holders ot ordinarv shares as and by way of a capital distribu- tion. In the first vear of its existence (16 years ago) the British-American Tobacco Company reahzcd a profit of $722,875 and last year this had risen to $15,281,657. . , The comi)anv now finds that it requires mucli larger capital, owing to the higher cost of leaf and all other materials, and of lal)or and production gem i ally, and last fall was forced to )K)rr()w $14,599,500 from its bankers toward the purchase of raw material; tins sum is still owing, while other obligations have had i" be met in the form of excess-profits duty and other taxa- tion. According to the (^madian P»ank of (\)mnien;'', of Toronto, Canada imi)orted about twenty-fcmr million ])ounds of tol)acco in eleven months ending Fel>nian, 1919, of which alxmt ten millions came from the nitoa States. ( Canadian gi-own tobacco is protected to the ex- tent of thirtv-livr cents a pound. New Standard Sizes 10c to 15c PRODUCT OF THE C. H. S. FACTORY Famous as Creators of Exceptional Cigar Values VAL M. ANTUONO TAMPA, FLA. Say You Saw It in The Tobacco World 19 18 Say You Saw It in The Tobacco World ¥ /^YJERHAPS it is pride -perhaps v^L' conscience - perhaps it is the C/ habit of 68 years -but cer- taun^ it is ^ood business sense that determines us to keep Cinco unswervingly up to the same stanoard j^,. no matter how costs go up • .'A»A'A»A»A'A'X»A»A»A»A»A»A»X«A»A»A'< > 4 > 1 ^ ]t viv^vTVTvT/^v.v.vA^^v^vrj^v^v.v.ViV.v.v^VAV^v^v:!] iiiiiiiuiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiitimiiiiiiimiimtiiiiiiiitiiiiiiiiiiiniHmuT]]^, May Cigar Produdlion The following coniparative data of tax-paid prod- ucts indicated by monthly sales of stamps are ob- tained from the statement of Internal Revenue 'collec- tions for the month of May, 1919. (Figures for May, 1919, are subject to revision until published in the annual report.) Products Cigars (large) : No. No. No. No. No. Class A, Class B, Class C, (lass 1), C lass P], May, 1918 101,993,880 356,004,393 133,092,449 1,065,921 1,576,119 May, 1910 157,862,157 212,229,219 179,692,106 1,495,290 380,977 Total, 593,732,762 551,659,749 Products May, 1918 May, 1919 Cigars (small), No. 82,294,279 57,611,547 Cigarettes (large), No. 2,128,473 2,288,249 Cigarettes (small). No. 3,361,426,426 2,767,699,400 Snulf, manufac- tured, ]J)S. 3,397,610 2,988,305 Tobacco, manu- factured, Lbs. 31,729,197 33,340,102 Plaving cards, Packs 1,(;50,516 1,873,891 Porto Rico Products May, 1918 May, 1919 Cigars (largo) : ( lass A, No. 4,174,550 1,735,025 Class B, No. 8,168,000 564,360 Class C, No. 4,722,900 566,520 Total, 1 7,065,450 2,865,905 Cigars, small, No. 1 ,200,000 PHILTPPINE Islands for A PRIL Products April, 1918 April, 1919 Cigars (large) : Class A, No. 3,458,867 13,976,908 (lass B, No. 11,612,015 3,186,288 Class (\ No. 222,150 274,067 Total, Cigarettes (large), No. Cigarettes (small), No. Tobacco, chewing and smoking, Lbs. 15,293,023 4,000 272,502 17,437,203 385,500 2 BRAZILIAN CIGARETTES IN EUROPE Augustus 1. Hasskarl, American Vice-Consul in Chaige, Rio de Janeiro, Brazil, writes us that the ••Jornal do Commercio," of Rio de Janeiro, recently piinted the following dis])atch; " Tarij:, France. Brazilian cigarettes placed on sale here tor the tirst time, are gaining the special preference of tlie ])ul)lic. in all parts the stocks furnislHHl for sale during the week are becoming insufficient, due to the demand for these cigarettes." \'ice-Consul Hasskarl states that a large variety of cigarettes ai-e manufactured in Brazil, and that most of them are unllavored. One of the large tobacco iac- tories estal)lishe(l in Rio de Janeiro is the CompaiilHS Souza Cruz (British- American Tobacco Company). CanYou Afford ToBe Without This ProvenOut Money AndLaborSaver? PRESENT-DAY conditions in the cigar manufacturing in- dustry demand a maximum of production at a minimum of expense. That's why cigar manufacturers — both large and small — are in- stalling the Universal Tobacco Stripping and Booking Machine. That's the reason "Universal" users are constantly adding to their Universal equipment. One "Unirersal" and one operator do the work of three hand- strippers, thus saving two pag envelopes everg week. It increases each cigar-maker's output 35 to 50 cigars a day. It cuts out the waste of hand-work and helps turn out a better product. 1000 SATISFIED USERS Get a demonstration of the Universal in your ow^n factory and with your own tobacco and you'll understand why there are about 4000 Universals in use in about 1 000 factories both large and small. No obligation involved in having it demon- strated. So write us today. Catalogue and Price List on request Universal Tobacco Machine Co 79 FIFTH AVENUE, N. Y. FACTORY: 98-104 Murray St., Newark, N. J. 20 Say You Saw It in The Tobacco World TOPIC HAVANA CIGARS The first choice among business men and after-dinner smokers, has met with wonder- ful success wherever placed. Made in six sizes: Classic and Victor size ... 10c Literary and Blunt size . . He Corona and Senator size, 13c, 2 for 25c Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" seven cent cigar Two National Favorites: WAITT &BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler WAITT &BOND TOTEM Selected Havana Seed Wrapper Long Filler These cigars are made in the world's finest cigar factory under the eyes of visitors. WAITT & BOND, Inc. BOSTON peeves, Marvin & Co, , VhiUdelphta. Distributors Record Leaf Exports VV'asliingtoii, D. C THE fiscal year 1919 will break all records in the exportation of leaf tobacco, judging from the ex- ports of the first eleven months as reported to the Washington Bureau of The Tobacco World by the De- partment of Conmierce. During the period ended with May, our exports of unmanufactured leaf totaled 526,307,818 pounds, valued at $160,915,049. This is a gain of more than 100 per cent, over the exports of tlie corresponding period of last year, which aggre- gated 252,678,952 pounds, with a value of $57,647,206. Exports during the eleven months ended with May, 1917 (including two months during which we were at war), totaled 385,370,550 pounds, valued at $56,265,123. The United Kingdom, which last year slipped into second place among our customers, has regained its position as our largest single market, taking nearly half of our total exports. France stands second, with about fifteen per cent., followed by Italy, with slightly more than ten per cent. Denmark and Sweden, which were not among our markets last year, have received large shipments and are now importing American leaf regularly. Belgium, which during the war was unable to make any imports, is also importing our tobacco regularly and is rapidly becoming an important cus- tomer. The following table, prepared by the department, shows our exports of unmanufactured leaf for the eleven-month periods ended with May of 1917, 1918 and 1919: Pounds Value l>elgium, Denmark, France, Italy, Netherlands, Norway, Portugal, S])ain, Sweden, Switzerland, United Kingdom, Canada, ^lexico, Argentina, China, Hongkong, Ja})an, Australia, Br. West Africa, French Africji, Other countries. Belgium, Dennrirk, France, Italy, Netiiei'lands, Norwav, Portugal, S])ain, Sweden, 1917 . $ 15,40:J,035 ()5,1 54,991 41,779,484 54,443,761 4,074,104 2,163,494 7,418,966 3,979,950 1 ,079,294 121,213,917 13,380,809 1,53(5,613 3,759,831 8,296,194 3,154,6()4 2,6()7,498 15,449,083 9,853,180 3,721,181 6,840,501 Pounds 75,523 1,823,673 6,943,225 4,734,720 5,892,821 585,326 283,:^.80 620,553 396,420 131,390 22,515,727 3,012,897 191,170 612,033 1,386.146 662,260 509,971 :^),073,44S 1,378,367 481 ,282 1,030,314 Value 1918 $6,500 67,534,551 38,365,529 1 ,359,367 881 ,436 4,082,856 17,536,122 10,134,136 4,970,056 1 78,239 156,827 780,05)1 2,412,077 (Continued on Page 22) Say You Satv It in The Tobacco World 21 Why Manilas? Because sweet and mild, full=size, hand=made cigars from the Philip- pine Islands have caugfht on with the American Smoker. Because the popularity of Manila cigars is built on a sure foundation of price and quality which the con- sumer has been quick to learn and to appreciate. "Before the War" sizes in Manila cigars may be had at prices to re- tall from five to fifteen cents and leave the dealer a handsome profit. There Is JSloney In fllanilas List of Manufacturers and Importers on application Manila Ad Agency CHAS. A. BOND, Mgr. 546 West 124th Street III Ne^w YorK City IK m 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 9 r. Lorillard Company Here's Good Advice from Uncle Sam ^^The Big Ten-Cent Tin'' leads you to big ten-cent sales. Put them next to that Big Ten -Cent Tin filled with the finest, sweetest Ken- tucky Burley ever put in a pipe. They will thank you a thousand times and bring a dime with every thank you. For Pipe or Cigarette UNION LEADER {Continued Switzerland, UiiittHl Kingdom, Canada, Mexico, Argentina, China, Hongkong, Japan, Australia, Br. AVest Africa, French Africa, Other countries. Belgium, Denmark, France, Italy, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, Ignited Kingdom, Canada, Afexico, Argentina, China, Hongkong, Japan, Australia, Bi*. AVest Africa, French Africa, Other countries. from Page 20) 8,484,999 65,798,970 15,024,46-2 1 ,884,655 2,080,742 6,960,569 5,277,665 2,293,241 5,188,305 7,447,845 2,162,237 5,239,878 Pounds 585,527 23,056,958 5,353,554 260,290 324,361 2,156,679 1,957,776 833,247 1,615,847 1,299,639 372,243 1,193,159 Value 1919 7,425,995 $1,868,140 5,553,602 77,256,487 56,489,475 7,330,905 7,114,360 2,480,792 21,282,569 2,349,898 5,258,110 247,328,466 19,972,024 1,489,923 3,768,218 1.3,189,164 3,31 6,997 4,549,737 1 5,500,963 9,981,061 7,316,627 7,352,445 1,281,777 12,274,876 9,124,217 1,402,772 1,749,725 513,627 3,339,949 545,901 1,165,183 94,748,722 8,051,612 282,071 719,724 5,581 ,990 1,569,018 . 2,301,593 7,300,155 2,759,093 1,893,387 2,441,517 C Tj. Tj. ANTI-TOBACCO BILL IN GEORGIA A Press Bulletin of the Tohacco Merchants' As- sociation states that the first attempt of the Anti- Tobacco agitators to secure the total prohibition of tobacco products by legislative euactmeut was made last week in Georgia through the introduction of a l)ill in the State Legislature to prohibit the sale of eigarettes. cigars and tobacco. Tlie bill, H. No. 41, was introduced on June 26 bv "Renresentative Stone and referred to the House Committee on Temperance. Tt represents a new de- parture in the scope of the anti-bacs' attack, having as its object the total abolition of the entire line of fobacco products. REDI-CUT Established 1760 LEAF MARKET JOTTINGS There has been little change in quotations^ in thp Tiouisville market. The present unsold stock is 427.) bo^sheads. Bright red is ouoted high at $13 for trash; $17 for common lugs, $19 for medium, and $22 for o-ood. Common leaf, short, $24: common leaf. $26: medium, $28: good, $30: fine. $35 and $40. Hark rod runs aboul twentv per cent. less. Old Burlev crop is ouoted from $18 for trash to MA- for crood leaf and $60 for fine. New dark is quoted from $10.50 for sound trasli to $15 for common leaf and $18 for good leaf. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them} American Sumatra Tobacco Co 142 Water St., New York City 24 Say You Saw It in The Tobacco Would Say You Saw It in The Tobacco World 29 LESLIE PANTIN Gominissioii Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA C*M*: -DONALLBS' Havana Leaf Tobacco ilap«ciali4ad Tabaeos Finos de Vuelta Abajo Partido y Vuelta Arriba SAN MIGUEL 100 HABANA, CUBA E. Rosenwald (BL Bro. 145 WATER STREET NEW YORII THE YORK TOBACCO CO. 21 s:lf:."t;'- " leaf tobacco OIII«« and Warahonae. 10 Eaat Clark Av«niia. YOEM, PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH CEL SONS SlUALITY HAVANA Neptvano 6. Havana. Cuba - 68 Broad St.. Boston. Ma«». Advertise Your Brands in The Tobacco World K. STRAUS & CO. loBPortars of HAVANA AND SUMATRA And Psoksr* af LEAF TOBACCO 301. 303. 3«5 and 307 N. Third St., Ptiiladelpbi LOEB-NUi^EZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA IMPORTS of tobacco are showing a big increase over those of last year, according to reports secured by the Washington Bureau of The Tobacco World from the Department of Commerce. During the eleven months ended with May, imports of leaf tobacco totaled 75,122,432 pounds, valued at $57,797,649, of which 7,224,539 pounds, valued at $10,776,423 was wrapper leaf ; during the corresponding period of last year, im- ports totaled 66,376,648 pounds, valued at $39,732,027, of which 4,240,311 pounds, valued at $5,252,224, was wrapper leaf; and during the preceding year the total was 40,701,787 pounds, valued at $21,630,683, of which 2,545,701 pounds, valued at $3,193,338, was wrapper leaf. As shown by the following table, approximately 85 per cent, of our wrapper leaf is now imported from the Dutch East Indies, although before the war a])out 90 per cent, came from the Netherlands. More tliaii a (luarter of our other leaf now comes from Greece, with nearly similar percentages from Cuba and the Domin- ican Republic; in 1917, more than 50 per cent, came from Cuba alone. Pound Imported Eleven Months Ending May, Wrapper Leaf : 1917 1918 1919 Netherlands, 2,230,957 353,172 486 Canada, 66,528 86,113 312,766 CMba, 130,004 176,303 42,172 Dutch East Indies 1 3,622,155 16,780,101 Other countries, 118,212 2,568 8!),014 Total (lbs.), 2,545,701 4,240,311 7,224,539 Oilier Leaf: Greece, 6,690,030 16,592,566 1 7,05S,724 United Kiniidom, 125,212 44,982 72,816 Mexico, 1,72^),666 483,679 388 (Hiba, 21,305,305 18,710,581 16,892,1)31 Dominican Ke- l)ul)lic, 2,721,495 14,524,998 15,975,015 Other countries. 5,584,378 11,779,531 13,580,359 The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO. BRA-isrcpa: INTERNATIONAL PLANTE-RS CORPORATION 2S0 BROAVWyir MR. SCHLOSS WILL BE SURPRISED Washington, 1). C ITow would you feel if you w^ere away on your vacation and suddenly learned you had left your ci^ar- lighter going! Well,* that's the way Leon Scliloss, who runs a cigar store on Twelfth Street, Northwest, is go- ing to feel when he comes back. Old-time patrons of Mr. Schloss felt no siiri>nse when recentlv thev found his doors locked and the fol- « • lowing sign pasted up : ''Everyone needs a vacxation. Tlie only way we can get ours is by closing the store for two weeks. We will reopen July 15th and be at your service fifty wrecks in the year.*' They were used to seeing such signs in the sum- mer, for Mr. Schloss believes a man works better tor *i little rest But— he went away and left his cigav-liirliter Inirning. ^- T^- ' '• Your Inquiry for Sampk and Prices Solicited. All Kinds in any Quantity. f^EW YORK, N. Y, CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. FOR SALE— TO CLOSE AN ESTATE. Cigar factory and retail store, with pocket pool, billiard table, etc. A good going busi- ness. Good location in the city of Grand Rapids, Michigan. Cigar factory employs from eight to fourteen men. Ready market for goods. For information write to Grand Rapids Trust Company, Grand Rapids, Michigan. WANTED TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. SALESMAN WANTED SALES.MAN WANTED TO CARRY LEAF TOBACCO SIDE Ll.XE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box 301, care of "Tobacco World." FOR KENT FOR RFXT — First Pennsylvania District. Cigar factory; modcra building, suction equipment and operators for large production. Investigate. Address Box 306, care of "Tobacco World." Washington, 1). C. Koi)orts just received from the American Expedi- tioiinry Forces indicate that there are still large sup- plies of tobacco on hand abroad. Reports showing qiiaiifitios on hand on May 31, included 1194 pounds of c'lu'wing tobacco, 8682 pounds of smoking tobacco and 1,402,151 cigarettes. Those quantities, it is declared, are equivalent to 65 days' rations of chewing tobacco, 476 days' rations of smoking tobacco and 511 days* rations of cigarettes. Foreign Connections for Manufacturers and Exporters Trading Company Winroth, Hiljding & Co., Stockholm, Sweden. I inancially and Coninicrcially capal)le agents to take care of Manufacturers and Exporters' l)usiness in Scandinavia and Russia are look- ing for First Class Agencies. Postal Address: Jacohsl)ergsgatan 17. Cables: Winding, Stockholm. Reference: Swedish Chandier of Commerce, New York City. T. J. DUNN (a CO. MaKer* of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! Free! SAMPLES Ask and You Will Recaiv* ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cotk or Plain Tip I. B. Krinsky, Mfr. "wr^r • LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Oivners and Manufacturers RACINE, WIS.. .... U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — Rappees — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELNE CO., Ill Fifth Ave., New Ytrk Your Prospective Customers ttre listed in our Catalog of 99% guaranteed Mailing Lists. It also contains vital suc;gestions how to advertise and sell profitably by mail. Counts and prictj riven on 9000 differ- •ot national Lists, covering all classes; for instance, Farmers Noodle Mfrs., Hardware DJrs., Zinc Mines, etc. This valu- able Reference Book free. Write for it. SOji Saves Dollars on Your Purchases C«t WTcral qiiMations on what you buy. It will save many dUlara. Vmr Vie ^eoio «»■ •t«mp«^ "•» «•'" •fnii a 'rw nunetof cnannf.rtur^r*. Jobbers, dealers, or individuals who sell what you want to buy. Ross-Gould 26 Say You Saw It in The Tobacco World Tobacco Merchants' Association Registration Bureau, new york citt Schedule of Rates for Trade-Mark Services Effective AprU 1, 1916. Registration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $6.00 1.00 2.00 2.00 N»te A-An allowance of $2 will be made to membera of the Tobacco Mer- chants' Association on each registration. -^ . _ »k« ...^^.^in. «« aar* Not* B-If a report on a search of a title «c«tattatMth« reporting of «*t tban ten (10) titles, but less than twenty-one (21). *n»resent cost of pro- duci' : such bands. Write for sami»les and prices. WM. STEINER SONS & CO., 257 W. 17th Street, New York City. ■^ 4 % % % t NOW IS THE TIME TO ADVERTISE PRESENT ADVERTISERS— Increase your space. PROSPECTIVE ADVERTISERS— Bring your plans to a head and start advertising immediately. ADVERTISING began as an afterthought of business, but ^^^ became the forethought. Just as it was a part of the fore- thought of war that insured victory, so advertising must become the forethought of peace to insure prosperity. Advertising Anticipates; Advertising Discounts; Advertis- ing Compels. Advertising is the surest, quickest, and most eco- nomical selling force known to industry to-day. « The power of an idea multiplied in millions of minds moves governments — or goods — as the case may be. The Department of Labor urges more advertising by merchants and manufacturers to insure the present prosperity of the Nation. U. S. Department of Labor W. B. WILSON, Secretary ROGER W. BABSON, Director General, Information and Education Service I i I VOLUME 89 No,'is;^ TOBACCO AUGUST 1, 1919 WORLD OUR LATEST SHIPMENT OF 3,000 BALES SUMATRA TOBACCO OF THE FAMOUS Deli Ba My and L P C PLANTATIONS CONTAINS Jl LARGE PERCENTAGE OF TOBACCO JDAPTED FOR SEVEN-CENT CIGARS PRICES WITHIN REACH OF ALL H. DUYS & COMPANY,!- 170 WATER STREET NEW YORK SUMATRA AND JAVA HEADQUARTERS :5IP«:»^1PJIP:V:V^IP:V^V:1P^V^V^V^^ ^ 'fRREGULAR PAGINATION Say You Saw It in The Tobacco World .f^ m^ ^ A friendly pipefut makes even the umpire seem almost human. ■■>/'^--3^ 2^^ "N ^~-*-^ ': •'otv^. ' K* ^' aged for eight seasons by Nature's way — in wooden hogsheads. That's the true story of Velvet. Judge Velvet with your eyes wide open. It is just the good old honest tobac- co that it looks and smells. But the mellow, mellow, mellowness — the coolness and the comfort of it! The taste! Well, a pipeful of Velvet proves more than a page of print. Play Ball. CopyriBlit fl**. LiKiieil .\ >h er» Tohacco Co Qf^^i^x'^'^^^^y^*^^^ */^^ei.«c« Cor 15c the friendly tobacco /OBACCO For Gentlemen of Good Taste San Felice 7 c cig ars The Deisel-Weminer Co., LIMA,0. ■■ ■■ ■«■■■■■ 11 ITS A CINCH FOR A LIVE. DEALER TO PULL THE BE5TTRADE HIS WAY. ^XM. iDcrr. A GRAVELY® CELEBRATED Chewing Plug_^ ^eforethe invention of our patent air-proof pouch *r^^^ gravely plug tobacco - made strictly for its chewing quaurty Would not keep fresh in this section. nowthe patent pouch keeps it, -^ fresh and clean and gooq a little chew of gravely is elsksuoh . and lasts longer than a bio chew ^ of ordinary plug. W^ *— Mi\DE: IN BOND FINE HABANA CIGARS Excellence of Quality and Workm?inship Are Combined In ChMLES the GRE4T ClGAHS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA II n m "'«»ff T Jlf* TADEMA HAVANA CIGARS Ar^uellesy Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad I2b NEW YORK FLORIDA HAVANA Oiocola}eTlav6r\ EXCLUSIVE PROCESS ♦ UNION MADE ♦ PATTERSON BROS.TOBACCO CQJR. RICHMOND ♦ VIRGINIA La Flor de Portuondo EstabUshed 1869 GENUINE Cuban Hand-Made CIGARS w m II m 11 Hill The cJuan F. Portuondo Cigar M£g- Co. PHILADELPHIA ■— «> Say You So/w It in The Tobacco World Say You Saw It in The Tobacco Woeld CIOAI^ FACTORIES WANTED A cigar manufacturer is in the market for one or more cigar fac- tories. Send full information re- garding size of building, number o^ employes available, class of work be- ing done, price paid and whether hand or mold, possibilities of in- creasing production. State whether factory is for sale or lease, and terms. If factory is fully equipped, general idea of equipment is desired. Address Box 500 care of Tobacco World 236 Chestnut Si. Philadelphia TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE ....Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 W>st 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION L H. WEAVER, Lancaster, Pa President GEORGE M. BERGER, Cincinnati. O Vice-President JEROME WALLER. New York City Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W. Va President WOOD F. AXTON. Louisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurer MAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tuesday of Mch month at Hotel McAIpin CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE FOR SALE— OHIO SCRAP FILLER TOBACCO, made from good 1918 tobacco, price 14c. per pound; 1917 tobacco, 20c. per pound. Clean and dry, ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 2% oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles, Ohio. FOR SALE— WE WILL HAVE ONE CARLOAD of cut stems for sale monthly. C. C. Ehrhart, Versailles, Ohio. FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. WANTED FACTORY WANTED— A factory to make short filler cigars, which is turning out either twenty-five, fifty or a hundred thousand cigars weekly. An excellent proposition for the right party. Address Box SALESMAN WANTED SALESMAN WANTED TO CARRY LEAF TOBACCO SIDE LINE — Good live salesman, calling on good manufacturers in Pennsylvania, wanted to carry line of Florida and Georgia wrap- pers as a side line, on attractive commission basis. Address Box 301, care of "Tobacco World." "^ FOR RENT FOR RENT— First Pennsylvania District. Cigar factory; moder.i building, suction equipment and operators for large production. Investigate. Address Box 306, care of "Tobacco World." Reiser Bros., of Philadelphia, have purchased the Louisville factory of Haas Bros., of Cincinnati. The Tobacco World Established 1881 Volume 39 August I, 1919 No. 15 TOBACCO WORLD COIIPOIIATION I'ubUsh( IS Hobart Bishop Hankins, President H. H. Pakradooni, Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as .-^econd-class mall matter. December 22, 1909, at the Post Office, Philadelphia, Pa., under the Act of March 3. 1873. PniCE: United States. Cuba and Philippine Islands, $2.00 a year. Canadian and foreign, $3.50. •? Back to the desk after lunch Light a Lucky Strike cigarette — the red Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE CI0flrCttC.^^ '^^^^^^^^^^- Try the O / J^ real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. Ifs toasted Open your package this © /^ Guaranteed by IN C On^OMATCO Say You Saw It in The Tobacco World OF ALL DESCRIPTIONS i EXPORTERS DEALERS IMPORTERS & V OUR OWN DOAVEQTIC AND FOREIGN PACKING PLANTS ENABLE US TO AEEX ALL REQUIRETAENTS. INCORPORATED 21 EAST4-OTH STREET Hew YORK CITY i S ^^^^ CABLE ADDRESS = REPUBACCO.N.Y. — ■■— »- ESTABLISHED 18«7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: ••QLALITY" Ottice and Saleroom, - «0t-803 THIRD AVE. NEW YORK CITY Foreign Connections for Manufacturers and Exporters Trading Company Winroth, Hiljding & Co., Stockholm, Sweden. I'inancially and Comnicrcially cai)a])le agents to take care of Manufacturers and Exporters' business in Scandinavia and Russia are look- ing for First Class Agencies. Postal Address: Jacobs1)crgsgatan IT. Cables: Winding, Stockholm. Reference: Swedish Cham])er of Commerce, New York City. E. H. GMTO CIG^R COMPANY FOR FORTY YEARS THE STANDARD By Which Clear Havan. CiK«r> Are Judged Write for Open Territory Factory: Key Wett. Fla. New York Office; 203 W. Broadway H. 5. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAI S. Loe wenthal & Sons Importers of Havana and Packer* of Leaf Tobacc< 123 MAIDEN LANE. NEW YORK • — •' •}• 1 HARRY BLUM Manufacturer of NTHE NEW m m ATURAL BLOOM HAVANA CIGARS ^ ^ * 122 Second Avenue New York City +.. I 5c. Cigars are in Demand MciniK) Scraps make a line full flavored cigar that can be sold tor a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS "WI^ITE TJS S. J. FREEMAN & SON 123 Liberty Street, New York f ^ Important Announcement SJox Supply Co. and Mr. John W. Thatcher. The kindest iVelin.us exist ])et\veen tli-- 1\\m;.\c ii-\'oi( K LiTiiocKAiMiiNd (V)., !>»'<-'., ami their t'ornu'r a.i;-ents, laisincss relations haviim' l)een discontinued throu.uh unforeseen circum- stances and not throu-h any disa.i;reeinent. They will nuike every elT(»rt to receive a con- tinuance of the ,iienerous patronage heretofoiv enjoyed throuj;-!! their agents. It is suggested that all business and cm- rcsMondence he conducted direct with the N' v ^'o|•k ofrie(\ where :\lr. d. A. \'(»ice and his < n- tire staff will give all imjuiries personal an^l l)ronii)t attention. Pasbacli-Voice Lithograpliing Co., Inc. 25th St. & 11th Ave. New York Cuy V^olume 39 THE TOBACCO WORLD Number 15 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Ciffar and Tobacco Trade S2.00 a Year PHILADELPHIA, August 1, 1919 Foreign $3.50 Labor Conditions Bring Local Manufacturers Together and Organization May Result AX ill wind has apparently blown some good to Phila- delphia cigar manufacturers if present plans are cairied out. IMiiladelphia cigar manufacturers may orgaiuze, and we hope that the outcome will be a per- manent organization with the members firmly welded together in a spirit of co-operation that has long been kicking. As a result of the present strike, prominent cigar manufacturers met at the Manufacturers' i lub on A\ ednesday, the 2ord, to discuss conditions, and to see if they could work together for a satisfactory solution of present difficulties. Joseph Gallagher, of Allen P. Cressman's Sons, was chosen chairman of the meet- hig. At another meeting held on the 25tli a proposal was made that the cigar manufacturers organize. This met with approval, and Jacob L. Krauss, of Antonio lioig tS: Langsdorf, was appointed chairman of a com- mittee to draw up a constitution and by-laws. He was assisted by George M. Lex, of the ''4-1" Cigar Com- l)aiiy; Harry Bobrow, of Bobrow P>rotliers; Harvey Hirst, of Bavuk Brotliers, and Samuel Graboskev of the (J. 11. 1*. Cigar Company. At the present time there is no indication that the cigar manufacturers will meet the denumds of the strikers. We rei)r()duce herewitli a notice which has l)een mailed with a bill of ])rices to the cigar manufacturers of Philadelphia and vicinity. '*lvOolo* • • • •• •• •• • • •• "Gentlemen : "At a general meeting of the cigarmakers of Philadcdphia and vicinity, lield at '2:V2 X. {)th street, on July 2()th, 1!>P), it was uiumimously agnu'd to t raised wages ]n-o]iortionately. It is manifestly unfair to pick out those who earn the highest wage, the average wage determines what is earned in an industry. A jjotential reason in addition to the above is that our industry is cursed with the piece work system; ours is an intensified calling. We expend great energy, we contract occupational diseases, long hours and hard work in this industry often mean tuberculosis. "We propose to maintain the American stand- ard of living. At present we work from seven to eleven hours per week more than those who are engaged in the needle trades, in the building in- dustries, in the railroading occupations, in the metal trades, in mining, etc. In fact the shorter workday is a recognized fact. "The Government of the United States has set the example. We ask for a fair wage and a shorter day. There are about 90,000 cigarmakers v.lh) will not work, unless our interests are con- sidered. AVe insist that our demands be granted. "Committee on Settlement may be seen at headquarters, 2:^2 X. 9th street." The third sentence of the third paragraph is the kernel of the mit, "A potential reason in addition to the above is that our industry is cursed with the piece- work system." This sentence reveals that back of the present difficulties lies an obstacle which will ulti- mately have to be overcome. The cigarmakers would like to force a ])er diem rate of wage. Lhider such a svsteni whether a girl made five or five hundred cigars the manufacturer would 1)e compelled to pay at the same daily rate. Efficient and unefficient would be ]>aid alike, and there would be no incentive to acquire skill and s]^eed. (h\o fact must be obvious to the cigarmakers. This strike is going to drive scores of manufacturers to machinery tliat can be operated by unskilled labor. Kverv month some factorv is installinsr cigar-makins: niacliinery and other mechanical facilitating devices. Mechanical ])roduction is 1)ound to come as it has come in oilier industries, Imt skilled labor is forcing the issue. Cigarmakers cannot readily turn to some other o(cu]>ation. but the time is not far distant when hun- dreds of them will ho conqielled to learn some now trade because machinery will have taken their places. THE TOBACCO WORLD THE TOBACCO WORLD For a group of employees to approach an em- ployer witli the statement that they need more money in order to live decently and to sit down and endeavor to arrive at an amicable agreement is one way of ac- complishing a result satisfactory to both parties. To approach an employer and say: "We want a fifty per cent, increase, a forty-four-hour week and the right to say who shall work in your factory with us," is decidedly another way of putting it, and most likely to stir up an antagonistic attitude on the part of the employer, and to result in heavy losses to both parties. The aggregate daily overhead of Philadelphia cigar factories would make a tidy sum. A man couid live in luxury on the income of a week's total. When the factories are not working the overhead goes on just the same. A'ast sums are tied up in raw stocks, sup- plies, equipment and property. Large clerical forces and executives must be paid just the same. Interest must be paid on borrowed money tied up in raw ma- terials, for at certain seasons of the year almost every factorv must borrow money to finance its purchases. AVho swallows this loss? Mr. Cigar Manufacturer swallows it. If he has a surplus, it gets to work and grows thin. If he doesn't have a surplus he digs into anv profits that may have accrued up to that time. And if he doesn't have any profits he calls up his banker and often has a lieluva time before he gets fixed up. And if he survives, when the workmen come back to the factory every cent of profit that can be gotten out of the production must be used to fill up the hole in the money chest. And in these days when the cap- ital required for cigar manufacturing runs into the hundreds of thousands and millions of dollars, every cent of which must earn interest for the investors, there are a lot of people working a hundred hours a Aveek with pencil and paper trying to figure out^ the elasticity of present United States currency. This is just one of the nightmares that haunt the dreams of cigar manufacturers when their factories are on strike. Now, the striker has pleasant dreams, for the butcher and baker and candlestick maker and the land- lord and a few others carry his burdens for him. The striker is the original, "I should worry!" guy. But the point that the striker overlooks is that he has lost individually more in proportion than tlie em- ployer. The employer has a chance to catch up, but when a pay envelope is missing, it's Gone with a capi- tal G. No increase in wages offsets it. And many is the time that the striker has to turn to learn a new trade and to earn less money for a long, long time. There are no doubt occasions when a strike is justified and when it clarifies conditions to a satisfac- tory degree, Imt there is no sympathy for the cigar- maker in this present attempt at a wholesale rape of the cigar manufacturing industry. From its inception the strike has been handh'd as a deliberate attempt to dictate to the cigar manufac- turer. There has been no attempt to co-operate or to work out a solution, an amicable solution. The in- dustrv has not been asked if it can afford to increase Avages, or how much, but has been told the terms u])on which it will be allowed to continue to manufacture cigars. It will be recalled by numerous persons of this generation that Germany on several occasions advised the Allies of the territorial concessions and indemnities that it would require before the world would be per- mitted to resume its peaceful occupations. Increases in wages simply mean that a dollar is worth less. The consumer eventually pays the bills. And the jo])bers and dealers do not need a tele- scope to see that the nickel cigar of yesterday is the three-for-a-quarter cigar of tomorrow. Regardless of the outcome of the strike the industry is headed for the highest prices in the history of the trade. Shorter working hours will mean a decrease in production, and a decrease in production will cut a financial figure right down the line. And until machinery comes into its owti in the cigar manufacturing industry present conditions are bound to exist. The cigar manufacturer will be forced to cast aside his prejudices and to modernize his fac- tory with mechanical appliances if he is to stay in business. The present situation may also create a condi- tion whereby volume will be absolutely essential to the manufacturer. For the smaller manufacturer con- solidation or liquidation may stare him in the face. Conditions indicate that several consolidations are in the making. Some will materialize. Profits today mean economy in production, a reduction of overhead volume in buying power, an amalgamation of selling forces, and concentration on brands and a reduction in the number of sizes. _ Working together for their mutual welfare the cigar manufacturers of this city are bound to benefit to a greater degree than at any time when each was working as an individual. The strength and permanency of the organization will be no greater or more lasting than the faith and confidence that each member places in his associates. POLITE TO A LADY In Danville today. Danville is prohibition. As I came in, a chap with a magenta nose was w-atching his bag and handling it like it had eggs in it as they have been searching baggage as it comes into iliis town. As w^e got off the train he spied a lady with a big suit case and a child and he grabbed both to help her out of the station and left her to carry his bao;. Outside a big fellow met her and the red-nosed man was thanked, but said in reply: *'01d man, I suppose T ought not to have done what T did but there was a quart of booze in that bag your wife carried." '^That's nothin'," was the reply, "There were twelve in her bag that you carried!^' — Koy Fulkerson in "The Salt Seller.'' ' WHERE HE BELONGS Breathes there a man with soul so dead AVho can't get service through his head, AVho will not boost the work along, Because he thinks the dope's all wrong? Tf such a l)ird flies in our flock AVho thinks the cause is poppycock. Tie's sim]dy junk, no more worth while, And deserves the first place on the old scrap pih*. —"United Shield." iiiiiiMiiiin" ' '" iimiiiii III! iiiiiiiiiiiiiniiiiiiimnmniiimmi,,, hihiiiiiiiiiiiiiihi """"" ' """" ■■■■■■■■■■■■■■■■ .„■.„.■■■■■■..... ...■■ ■■.. Ill Amicable Settlement Likely in Tampa Tampa, Fla., July 31, 1919. (By Telegraph) Going into a conference with the cigarmakers' connnittee this afternoon with what they announced as '•oi)en minds" following a meeting of the manu- facturers Thursday night at which they were ap- pointed, after a discussion of the workers' demands, the cigar manufacturers' connnittee offered a com- j)r()]nise to the cigarmakers' committee of ten per cent, for mold workers and fifteen per cent, for hand workers. The cigarmakers' committee rejected the offer and the conference adjourned until three o'clock Friday afternoon. In the meanwhile the manufacturers will meet Friday morning for another discussion among themselves. A marked innovation in the industry's troubles hero is the way in which both sides are going into the matter, each admitting the difficulties of the other and apparently anxious to relieve them as much as pos- sible. The stubbornness that has characterized other clashes in the past is entirely lacking. Tampa, Fla., July 30, 1919. (By Telegraph) Demands for a twenty-live per cent, increase straight down the scale were presented to the cigar inanufacturers here AVednesday morning by the equal- ization committee of the cigarmakers' union follow- ing Monday's referendum in which more than six thou- sand of seventy-two hundred participating voted in favor of demanding a raise. Nineteen hundred of these voted for a fifty per cent, increase. The equalization committee has called a meeting Thursday noon and invited manufacturers to be pres- ent and offer reply. A refusal will probably result in a walkout on Friday. Higher Freight Rates For Tobacco AVashington, D. C. tTlGilP]II freight rates for tobacco and other com- llniodities are considered inevitable by leaders of the liepu])lican party, who have made a study of the question in connection with proposed legislation re- turning the railroads to private control. In a state- meiil just made by Jonathan Bourne, Jr., president of the liepublican I*ublicity Association, increased rates are (hclared to be absolutely necessary to enable the raih-oads to restore their former equiimient. "From facts already developed in the study of the l)rol)h'm of the re-establishment of our transportation systems under private management," he said, ''it is clearl.N evident that the people of America must make up, in one form or another, the depreciation in railroad equipment suffered in the past few years because of iiia(le(]uate railroad revenue. Upon an efficient trans- portation system the prosperity of everv other industrv and enterprise depends. The short-sighted and unbusiness-like policy of railroad regulation by one Federal and forty-eight State regulatory bodies re- sulted in what has been appropriately called starvation of the roads— a condition that must be corrected by the adoption of a constructive unified supervision. *' Notwithstanding the increase of twenty-five per cent, in freight rates and approximately fifty per cent. in passenger rates, ordered by the Railroad Admin- istrati(m, effective June 25, 1918, there is a deficit to the Government under its guarantee, up to and in- chiding Alay of this year, amounting to $451,000,000. It is thus evident that there must be another increase in rates, and the public cannot have much hope of any reduction in these rates until the depreciation of the l)hysical properties which has occurred in the past thir- teen years has been made good. 0. Li. L Prices Rising in Great Britain 1 hat the close of the war has brought no decrease |n prices abroad is shown by an editorial in London iobafeo,'^ which says in part: ''Prices of cigarettes, ciJjais, ],ipos and proba])ly other articles are in a pe- culiar (cndition. They are rising here and there, as ^^^|c maiiul'acturer follows another in taking the plunge, ^^t present prices the best Virginia cigarettes are un- Piolitahlo. It would not matter if there was a proba- bility (,i decreased cost. The contrarv is the case. Facli purchase of tol)acco costs more, and supplies bought previously at lower prices are used up. Why do not manufacturers act together f AVell, it is a risky thing to raise the price to the public on an arti- v\o on which years ol' work and large sums of money have been spent. They would like to see another man- ufacturer make the experiment! Tlie success of those wlio are showing the way will bring others to follo\? suit. 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 :;r: ummimi" iimiim m iiiiiiiiiiiiiiiiiiiiiii X" ■ •• niiiiiiiiiiiiiimmii iiii iiiiiiiiiniiiiiiiiiiiiii iiiiiiiiiiiiiiiiii i iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii. The Business Methods of a Progressive Tobacconist By Robert F. Salade g, l:>i5 1ULATED in the corridor oi' tlio iieed Buildiii jlj'ilbert street, l^liilaaulpliia, is tlie cigar store owned by Kobert I'oiiow, ana it is a reiiiarkauie "puu- lic service institution" m many ways. Tins stand was establislied by Mr. Follow back m Wi)o, and by loi- lowmg original methods of selling along witli the serv- ice idea, tlie tobacconist has been successiui to a very liiffh degree. His business has grown steadily Ironi year to year, and today it holds the honor oi being one of the most important of its class m the C^uaKer City. The purpose of this article is to inform the reader how this success was brought about. As the visitor enters the hail-way ot the Heeu Building, from the Filbert Street side, he sees to the right ot him a brilliantly illuminated stand fronted by a series of handsome plate-glass cases, in one set or the cases are displays of cigars, cigarettes and smokers' articles in great variety. Un tke top ot this section of cases is another display of cigars and ciga- rettes, including all the leading brands. The goods are so arranged that the customer may easily wait upon nimself, but xMr. Follow is always ready to extend a * helping hand." The second series of show cases contain beautilui exhibits of boxed 'candy, large glass jars of Wilbur's chocolate "buds," etc. On the top of these cases is a smaller-size glass case containing an assortment ot popular ''penny sweets," and in front of this smaller case and on one side of it, is another display ot ''goodies," such as all the leading brands of chewing gums, chocolate and almond bars, chocolate and fruit bars, lime drops, lemon drops, and other little-priced confections of this variety. Large-size jars of \V il- bur's "buds" are also standing upon the top ot the candy cases. Both the tobacco and the candy cases are electric lighted throughout the day, which helps, of course, in making the exliibits attractive. In back of the "front line" of cases, attached to the waU, is another series of glass-front cases which contain boxed cigars, cigarettes, and so forth. One smaller-size case is devoted exclusively to an exhibit of pipes. One slielp features a display of playing cards, and upon another shelf is a display of station- ery, sudi as pencils, writing pads, bottles of writing ink, bottles of mucilage, pens and memorandum l)()oks. All articles on sale at the stand are arranged m such a way that the customer can see them hv a quick eps us busv all throuirh the day handing over these K*><>ds to botii male and female customers. That case ot small ]>ennv candies constitutes one of the most pr<>nt- able branches of our business. The average i.atron usuallv has a few i)ennies extra to spend, and we otten iret thi'se 'coppers' by means of that little display. In manv instances when men buy cigars, tolmcco or v\iJ^i\' rettes, tliev receive several i)ennies in change, and when they 'see the display of penny goods, we receive (Continued on Page 20) New York Bill of Prices Spread Over Country Of TJIK bill of prices of the cigar makers on strike in I Philadelphia, which reached cigar manufacturers in this city on Monday, is practically identical with the one sent out in New York. W'e have received advices from the South, Middle West and West that the New York bill of prices has appeared in many of the large cigar-manufacturini centers in those sections. There is no doubt a deter- niiiK'd effort on foot to vitally injure the cigar-manu- factiiiing industry. It will not succeed, because the demands are impossible. Herewith we reprint the bill of prices as received: BILL OF PRICES OF THE CIGAR MAKERS, PACK^ ERS AND STRIPPERS OF PHILADELPHIA AND VICINITY Adopted July 1, 1919 HAND WORK 4^4 4J. 5 frac 4'4 4' . 4'4 5 4,-4 4^^ 4.)4 5 4' 4 4'^4 5 4J.. 4M 5 4V. Mi SECTION 1 Straights — Long Havana Filler or Substitute for Same inches or less .- $1S.75 inches or less 20.00 inches or less 21.25 inches or less 22.50 Team work 5% less than above. $1.00 e.xtra for each additional '4 inch or fractional part thereof. Ronnd or short heads. $2.00 extra, (^pen head work up to 5 inches. $2.00 extra. ()l)en head work. $4.00 extra for each additional '4 i'^^'li or tional part thereof above 5 inches. SECTION 2 Ordinary Shapes inches or less $20.00 inches or less 21.25 inclu's or less '22.50 inches or less '. . 23.75 Team work S'/r less than abme. $2.00 extra for each additional '4 inch or fractional part thereof. Open Iiead work up to 5 inches, $2.00 extra. SECTION 3 Perfectos indies or less $21.25 inches or less 22.50 inches or less 23.75 inches or less 25.00 $2 00 extra for each additional Y^ inch or fractional part thereof. Round or short heads, $2.00 extra. Oi^cn head work up to 5 inches. $2.00 extra. SECTION 4 Prepared Imported Mixed Scraps inches or less $16.25 inches or less 17.50 inches or less 18.75 inches or less 20.00 Team work 5% less than above. $1.00 extra for each a'Mihona! Y^ inch or fractional part thereof. -'^hape. $1.00 extri. rertccto. $2.00 extra. SECTION 5 •'Cheroots — Imported Mixed or Seed Long Filler inches or less $16.25 nnhes or less 17.50 inclies or less 18.75 $1.00 extra for each Ya inch or fractional part thereof. • eciiliar shapes. $2.00 extra. Cheroots — Prepared Imported Mixed or Seed Scraps inches or less $15.00 inches or less 16.25 iii'lies or less 17.50 ^l!"' extra for each '., inch or fractional part thereof. ' cculiar shapes. $2.00 extra. Cheroots are cigars without heaYa inches 5 inches, 12 loose 8j/^ inches $1.00 extra for each K' inch or fraction thereof thicker. On dry mould work, 50 cents extra instead of $1.00. Where two or more kinds of filler are mixed on the table, $1.00 extra. Where Havana filler and binders are used in the making of the cigar and any substitute for Havana wrapper is used, $2.00 extra or the same as Havana wrappers will be charged. Clear Havana hand open head work will be considered Spanish hand work and must pay for Spanish hand work prices. MOULD WORK SECTION 1 (A) Imported Filler Straights 4 inches or less $15.50 4Ya inches or less 16.75 AY2 inches or less 18.00 ^_Va inches or less 19.25 5 inches or less 20.50 $1.00 extra for each Ya inch or fractional part thereoir. Where less than five (twenty) moulds are used and not less than forty bunches. $1.00 less than hand work. (B) Imported Filler, Ordinary Shapes 4'4 inches or less $17.50 4K' inches 'or less 18.75 AVa inches or less 20.00 5 inches or less 21.50 $2.00 extra for each Ya inch or fractional part thereof. Round or short heads, $1.00 extra. (C) Imported Filler Perfectos 4'/4 inches or less $18.75 4'/. inches or less 20.00 4.J4 inches or less 21.25 5 inches or less 22.50 $2.00 extra for each '4 inch or fractiona part thereof. Round or short heads. $2.00 extra. Open head work up to 5 inches. $2.00. Open head work. $4.00 extra for each Ya inch or fractional part thereof. Prepared Imported Scraps Straif its 4^4 inches or less $14.75 AYi inches or less 16.00 4-H inches or less 21.25 5 inches or less 18.50 Shapes. $1.00 extra. Perfectos. $2.00 extra. (E) Cheroots (No Heads) and Straight Imported or Mixed Long Filler 4' j inches or less $13,75 AH inches or less 14.50 5 inches or less 15.25 $1.00 extra for each '4 inch or fractional par' thereof. Prepared imported Scraps. 50c. less than T.y fg Filler. (F) Seed Long Filler Straights 414' inches or less $12.50 4' J inches or less 13.00 4-^4 inches or less 13.50 5 inches or less 14.00 $1.00 extra for each 'j inch or fractional part thereof. Prepared Scraps. 50c. less than T.ong Filler. Where two kinds of Fillers or Long Fillers with Scraps are mixed on table. $1.00 above Long Filler will be charged. Shape. $1.00 extra. Perfectos. $2.00 extra. Single Binders. $1.00 extra. (G) Smokers — Seed Long Filler 4' J inches or less $12.50 4'4' inches or less 13.00 5 inches or less 13.50 IS THE TOBAOCO WORLD THE TOBACCO WORLD IS iiiiiiiiiiiiiiiiiiiiiiiiii „„„ ,„ iiiiiiiiimiiiiii iiiiiimimiimmii miiiiiiiiiiiii i miiim iiii iiii ii» iiiiiiiiiiiiiiiiiiiiimmiiiiiiiiiiiii i iiiiininni i,,,,. Ten per cent, allowance for dry mould work suction table rolling only. ^ W iicre mould for less than 100 bunches are used, :^1.00 extra. Grievances on any job not provided for ni this bill shall be referred to the Joint Advisory Hoard. . All shops must strictly observe the eight-hour day and loui hours on Saturday. In organized factories in which ten (10) or more members are employed, a Shop Lommittee of not less than three (S) members of the shop; one of whom shall be the Shop Chairman, shall be elected bv the members of the shop to adjust all grievances with the firm that may arise in said shop; should the Shop Com- mittee not be able to adjust the grievance, they then shall report the same to the Joint Advisory P.oard. The right of appeal from the finding of the Joint Advisory Hoard, by either party, to an impartial Hoard of Arbitration can be had. whose findings shall be final. , In unorganized shops the same rules shall apply, except in the case where the Grievance Committee, not being able to adjust grievances, shall report same to the Settlement and Revision Com- mittee of the General Strike Committee of Philadelphia and Vicinity. ,111 2. Any Cigar maker having worked for two full weeks shall be considered a standing employee of that shop. 3. In time of depression of business, all cigar makers shall be placed on an equal limit, and no new help shall be hired until limit is removed. PACKERS' BILL OF PHILADELPHIA AND VICINITY Excluding Havana Wrappers $1.80 General printed work, 35c. per M. Prints showing top— uni- form up or down, 75c. Any work not mentioned on this list, such as Triangle, Twist. l»yramids and Samples, should be paid by the hour, not less than $1.00 an hour. Samples from the lot, 25c. each. Any Packer engaged by the week should receive not less than $44.00 per week, not to exceed 44 hours of labor. All prices paid above this bill in any of the shops must be re- tained. The basis of all shop work to be 44 hours per week. Dur- ing time of slackness when I'ackers are out of employment Packers should not be permitted to work any overtime. Clear .Havana Packing 1-20 10-13 top $2.25 1-10 10-13 top 2.15 1-40 9-13 top, up to Perfectos 3.75 I'rom Perfectos up 4.50 1-80 All styles, loose 6.00 Cans $3.00 1-40 1-20 Boite Nature 2.00 .$2.75 1-10 1-20 1-10 1-40 1-40 1- 4 2.05 17 top 2.05 9-13 top '^-00 15 top 3.50 of M 1-75 1-80 1-10 1-10 1-20 1-40 1-40 1-20 1-20 1-40 1-20 1-20 1-40 •. . 5.00 Bundles or 1-20 $2.05 Packed 4-25 bundles 2.50 Packed 2-25 bundles 2.75 lUindles 2.75 Packed 10-25 bundles, one ril)l)on 2.50 Packed 10 in bundle 3.50 Brevas Two ril)bons .^ $3.00 Cans $2.75 2.00 Boite Nature .$2.50 , 3.75 Proviso 15c. extra per M. for every ' [ of an inch over 5 inches. ICxtra thickness. 25c. per M. .\lirO banded work, 25c. extra per M. 1-20 1-40 3.75 Bundle Work 1-20 or 1-10 No bands $2.50 1-20 or 1-10 Hands covered 3.50 1-20 or 1-10 P.ands faced 4.00 1-20 or 1-10 Two ribbons, faced bands 5.00 Brevas 1 Ribbon, no bands $3.50 1 Ribbon, with bands 4.00 2 Ribbons, no bands 4.00 2 Ribbons, with bands 4.50 Any work not mentioned here, such as Triangle. Twists, Pyra- mids and Samples, should be paid by the hour, and not less than $1.00 an hour. Samples off the lot, 25c. each. 15c. per M. for every % of an inch over 5 inches. Thickness, 25c. extra per M. Hands, 25c. extra per M. Any Packer engaged by the week should receive not less than $44.00 per week, not to exceed 44 hours of labor. All prices paid above this bill in any of the shops must be re- tained. The basis of all shop work to be 44 hours per week. Packing cigars right or left, 50c. extra per M. All cigars must be packed by a recognized Packer, irrespective of style of packing. 25c. extra for every additional ribbon. One .Apprentice allowed to every seven Packers — 2 for 30 Packers and 3 for 50 Packers — and in no case shall there he any more than 3 Apprentices in any one shop. No Packer shall be allowed to do Floor P>oys* work, such as carrying lots or boxes or l)ressing cigars in the large press. Tools must be furnished by the I'.mploycr. Cigar Shipments May Suffer from Lack of Express Cars Washington, D. ('. rllE t()l)acco induHtry may again suftVr t'l'om a lack of express facilities such as prevailed when we were sending our troops abioad, and for a very similar reason. The return of the troops, according to Walker D. Hines, Director (Jeneral of Railroads, requires the diversion of express (Mjuipment for military pur])oses, and the i)u])lic is warned that the express service may be somewhat embarrassed for a time. "For a considei-able period," said Mr. Hines, "when our troops were being transported from in- terior points to the seaboard for movement overseas, it was deemed l)y the military authorities as necessary that military equipment be moved in express cars, which curtailed to a great extent the availa])ility of express-car e(|ui|)ment to handle the lai'ge amount of Inisiiicss which tlie exi)ress conq)any was then being calh'd u|)on to ti'ansport, and this curtaihneiit of e(iui])- mcnt resulted in the use by the American Express Oom- l)any of a large number of box cars which were in no wise eciuipped for the proper handling of express traffic and seriouslv delaved the movement thereof. "Now that the troops are returning, the CJovern- nient is again requiring the use of a large number of ex])ress cars for transportation of equipment of troops to their final destination, and this is again re- sulting in the express company having to use box-car ('(juijunent to handle some of its business. "While the Raili'oad Administration and the American Railway Express Company are doing 'vory- thing ])ossible to maintain the best service uiil^— M— «»-^l^.,— _._ LEAF MARKET JOTTINGS •'^"•■^— •■— •■•^-•■— «— ti^— i». IX L.iucaster and York counties, for we can no longer say the Ninth Internal Revenue District, the monthly iiRH'ting of the Tobacco Growers' Association held at haiicaster on July 15, was a very cheerful one so far as crop reports were concerned. The secretary read reports showing that the to- bacco crop is coming along in line shape and that a liiolier yield than last year is anticipated. P]ast Karl, ^)uarryville, Lititz, Ephrata and West Hempfield regions all reported excellent early crops. Salisbury reported a five per cent, decrease in acreage but a healthy condition of all the tobacco. TJie September meeting will be held at Ephrata instead o'f Lancaster, with an outing for the members and their families in Kphrata Park. Governor Sproul and s})eakers from State College will be invited. The annual tour of inspection will cover about sixty miles and will take in the following districts: Landisville, Mount Joy, Marietta, Washingtonboro, Millersville, Lampeter, Quarry ville and Christiana. The next meeting will be held the second Mondav in August. M Jff M In AVisconsin the demand is good for what tobacco remains in the hands of the growers and prices range from eighteen to twenty-three cents. Rain came just in time to restore fields that had connnenced to show elfects of the drouth. The Edgerton "Tobacco Reporter" says that the Tobacco Growers' Association is going to try to mar- ket the crop without the aid of the packers, but re- marks that there have been previous experiments of this sort, and that thev have almost universallv re- suited in failure. Further that ''it is not every farmer that \\\\\ l)e able to hold his tobacco until it is readv for the manufacturer. But the experiment, if suc- cesstu!, will demonstrate that the farmers, as a whole, need n<»t accept a price that does not renmnerate them tor their toil and investment. They will always have the option of choosing the method that brings tliem the "lost salisfacton- returns." There are so many "ifs" in the pro])osition that it looks like a doubtful one. « Qnot.'itions for the Ohio IDIS crop from Balti- J^iore ;iiv: hd'erior, j);S and $14; good connnon, $b") and ^^*<>; medium to fine red, $21 and $.■).") ; medium spangled, ^^ and $;•>:); yollow, $;{(; nnd H">; Jiii' cured, $10 to *'»",aee(,rding to quality. ■■ iifi Away down South, Lumberton, N. C, opened sales on July 1() and sold a quarter million pounds of leaf, prices for which ranged as high as fortv-three cents per pound for second cui-ings, and bright' tobacco sold as high or higher than it did at the opening sale last year. The high prices were unexi)ected bv the farmers. The indications are that Lumberton market will sell at least five million pounds this season. Reports from various bright leaf tobacco counties declare that the present crop ])romises a large yield and a curing of exceptional quality. Experts sav'that ])rices will depend in large measure on whether the tobacco is allowed to ripen, last year's crop was sohl green at unprecedented prices, but large buyers are urging farmers not to harvest the crop green as it will not bring a good price if it is handled like last vear's crop. Lake City, S. C, o])ening sale on July 16 offered C(mimon grades of prunings which met with a slow de- mand, three hundred thousand jxainds selling at an average of fifteen cents. Olanta, Timminsville and Florence ofTerings of common i)runings brought four- teen to sixteen cents. Pr()l)abilities are that the aver- age South Caroliiiji price will be lower than last vear's. The Tobacco Association of the Ignited Stares at its annual convention advised the Eastern North Caro- lina markets not to open until the middle of August. A'irginia, the Old Belt of North Carolina, Kentuckv and the West should follow. However, this arrange- ment might seem to somebody to give the Far South an advantage in unloading, and the various sections will ])r()bably get into the market the earliest date that the crop is ready for sale. JS Jff M m In some parts of Kentucky the heavy rains did a considerable amount of damage to the tobacco crop and in others the benefit a])pears to have been equally great. Serious washouts were reported from Ilardins- burg and AVilliamstown. In Fayette County the croj) ])resents a S])lendid ai)])ea ranee, also in Woodward County and Boui-bon County. Heat and hot winds hit (Jai'rard County tobacco ])retty hard. Louisville (juotations for the 1918 cro}) give the higher ])rices as follows: Dark red — trash, $10 and $lL^ ccmimon lugs, $14; medium, $!(>; good, $18; com- mon leaf, $17 to $20; good leaf, $2'); fine leaf, $35. I'right red — trash, $i:> and $1."); common lugs, $17; medium. $11); good, $22; common leaf, $24 and $2(1; medium, $2S ; good leaf, $;)0 ; fine leaf, $40. New dark- manufacturing, high; ti'ash, $10.r)0; common lugs, $11 ; medium, $12; good, $14; common leaf, $14 and $15; medium, $lb; good leaf, $IS. 14 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 15 Volume 39 THE TOBACCO WORLD Number \\ Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade S2.00 a Year PHILADELPHIA, July 15, 1919 Foreign $3.50 Strikes Emphasize Great Need For Use of Mechanical Devices by Cigar Manufacturers FOR more than eighteen months The Tobacco World has urged the attention of cigar manufacturers to the ffreat benefits to accrue to their industry through the wider use of mechanical devices for the production of cigars. ^^ ijir ""n rnnrff^if^^^y r^"!?"! ^"^ '?i ' crtki^^^AtoimcilitatingdevicerTnarCTfrTJrTTp C^unskilled labor offer many advantages. Chief among them is the standardization of the product and the greater ranffe allowed for the systematic operation ot^ f factory^'LLAU pUUllL lliUllg 'Jy^Uia «^lffani Iht M^ '^^llati(!ftfof mechanical devices to say nothing of the greater economy made possible by the use of ma- chinery The fact that most devices for the cigar industry can be operated bv unskilled labor is a point worthy ot hiffh consideration at this time when the skilled work- men in New York and Boston have left their benches Prices in the cigar industry are creeping high^ and regardless of the outcome of the present diffici ties between the employes and employers and an crease in cigar prices is bound to result. There is sure to be some saving in the use ot chinery, and if it were not so it would not be a fact the very largest manufacturers of cigars in this ^ try not only are using vast quantities of mechj facilitating devices, but are always ready to tr any new piece of machinery. The cigar is a comparatively cheap produ( has been until recently, and there is danger in fol ^ the prices of cigars any higher. For cigars to belsold at their present level, as we have emphasized infore- vious articles, methods of economy must be introdi Production must be obtained at a lower cost. The aggregate waste of raw materials due t( imperfections of humanity is enormous The consi tion of free cigars is an item that taken collecti^ reaches a big figure. The stemming machine, the suction table and |he bunch machine have all demonstrated their vafie Other devices are coming into use more and mc Banding machines have reached a point where tl ^^Tmeot ine greatest mechanical boons to the rdustry is the stripping machine which strips wrapper, 'binder and filler. Here is a product that not only ' f acihtates cigar production but eliminates waste, and js economical to a high degree. The evidence of man-^ ifactureis who are using it, and they now number mon tiian one • thousand, is practically unanimous. Anf manufacturer who employs three hand strippers can| ilYord tcwnstal^^^tMJ^^ i i^ ^rhaSTthemostmarW^ device that we have seen in oration is the cigar-making machine. This producesJthe cigar complete from the making of the bunch tdfthe putting on of the wrapper and the form- -^ ' ' -' ' ilUlil I WlU iJiilll ' ' — • ^ — ied econo/ical, and m addition thoroughly satisfactory to the jfaoker. We have seen men who were smoking bot^a hand-made and machine-made cigar, and they h^ chosen the machine-made cigar as the better ^oke, and without knowing which cigar was hand made or machine-made. It is useless to dwell on the great advantages ac- cruing through the use of such a machine. Unskilled operators can be taught to produce good cigarg in a very short time, which is not ti'ue of ^^|,^\,ii|^ii^'^^ /^Heoccurnng conditimis which prevent productioi must eventually turn the mind of the cigar manulac turer toward mechanical facilitating devices. neeJ isting conditions must prove to the employer tnau must look to machinery for the solution ot his VJJ .^.Xtfe are pleased to note that other puJ>licatioDS j the trade have seen fit to point out the advantages oi mechanical devices. , It is to ^e regretted, however, that a f eatamoiD of editorial inspiration is reflected only tromtnea vertising pages. . » ,l The publisher who is seriously working lor betterment of the industry can at all times ano lend t^ditorial Support to any constructive mou _^^ regardless or whether or not advertising revui dependent upon it. v^^^ For the past eighteen months The Tobacco ^^ has been alone in its stand for the ^n^^^^ethf mechanical devices into cigar factories, ai''> ^^'J'^.,],!? fact that as far as advertising revenue is eonai ^^ ^^^ proportion has been but a very smaU P''^^; .^,iif whole. On the other hand there is an «'^"f™^ ti„ij subscriber that cannot be weighed against aci revenue. It is true that the majority of concc^'iis pro; j machinery for the cigar industry have apv^'i^^y -^^^ ^i as little as possible for real publicity, ''U ^t . believe that this condition will continue nHi^'"" • fXAc mversa Wppin4 acco M ni aicniixe . facilitating devicesi t can be operated byj killedlabor offer many, vantages. Chief among is the standardiza-. ;m |nof the product and great range allowed the systematic opera- of a factory. teoccurring conditions iich prevent production fst eventually turn the la of the cigar manu- purer toward mechan- ' facilitating devices. )e existing conditions pt prove to the em- fyer that he must look "machinery for the jution of his problems. HAD wc written it, no stronger endorsement of the Universal Tobacco Stripping and Booking Machine could have been offered than the editorial on opposite page. That cigar manufacturers have a- wakened to the importance of labor- saving machinery is proven by the use today of over four thousand Uni- versals in a thousand different facto- ries. Users of Universals declare the ma- chines pay for themselves in a short time. As many as three hundred and fifty Univ^ersals are in use by one single cigar manufacturer. There are hundreds of small cigar manu- facturers who operate only one Uni- versal machine. Ask for a demonstration in your own factory, on your ovvn tobacco, and see what the Universal can do for you today. Catalogue and Thrice List on request One of the greatest me- chanical boons to the in- dustry is the stripping machine which strips wrapper, binder and fill- er. Here is a product that not only facilitates cigar production but e- liminates waste and is economical to a high de- gree. The evidence of manufacturers who are using it, and they now number more than one thousand, is practically unanimous. Any manu- facturer who employs three hand strippers can afford to install a strip- ping machine. iversal Tobacco MacKiite 79 FifHi Avenue. Ne^vv^\ork Facioiy - 96 ~104 Murray St. Newark , N. J. c o 16 THE TOBACCO WORLD -■■ ■■ 11 M ■■ ■ " TRADE NOTES AND NOTICES — ■ ■■ n Bert Loewentlial has returned from a southern trip, where he secured a large number of orders for S. J.oewenthal & Sons leaf tobacco. Julius S. Cahn, widely known in the cigar trade and a representative of the firm of Cuesta, Rey & Com- pany, died recently in Chicago from heart failure. Mrs. Margaret Portuondo, widow of Juan F. Portuondo, who established the J. F. Portuondo Cigar Manufacturing Company in this city, died recently at her summer home in Atlantic City. While still retaming his directorate in the Tobacco Products Corporation, George L. Storm has resigned the position of vice-president to become chairman of the board of directors of the Sw^eets Company, a $5,000,000 candy corporation. Fassler & Silberman, Incorporated, have succeeded the Connecticut \'alley Tobacco Company and increased the capital stock from $100,000 to $500,000. The head- (luarters of the firm will be at Hartford, Conn., where they have erected a large warehouse. The C. 0. Meads Tobacco Company, of Red Lion, Pa., has received an order from the German Govern- ment for between six and seven million pounds of to- bacco, involving about a million dollars. The Gennans will soon be smoking tobacco again instead of beech leaves. In Denmark, in 1918, there were nine big cigarette factories with an output of at least ten million and six small factories. The importation of foreign cigar- ettes decreased steadily during the war period. Home consumption increased from 129 per head in 1913 to 214 in 1918. The General Cigar Company having declared a (luarterly dividend of one and a half per cent, has placed its common stock on a six per cent basis. It previously paid four per cent. The stockholders have ratified the proposal to increase the capital stock from twenty-five to thirty-five million dollars. Five millions preferred stock and five millions common. Cigar and cigarette manufacturers and tobacco leaf exi)orters, who are seeking foreign connections, should write to the Trading Company Winroth Ililj- ding & CV)mpany, Stockholm, Sweden. Postal address, Jac()bs])ergsgatin 17. They are prepared to handle first-class agencies in Scandinavia and Russia. They give as reference the Swedish diamlxr of Commerce of New York City. Reports from all parts of the country and especi- ally from the Middle West, show that while the 6 and 7 cent cigars are selling well, the drift is strongly in favor of the higher priced cigars. AVm. Bythiner, of Philadelphia, leaf tobacco broker, has embarked in the manufacture of Vent boxes in addition to his brokerage business, under the name of the B. M. Vent Company. The Hamilton Cigar Company has been incor- porated at Seattle, Wash., by D. J. Hamilton and others with a capital of $30,000, as a jobbing house for various well-known brands of cigars. The A. L. Ehrbar Company has been organized in Cleveland, Ohio, with a capital" stock of $100,000. Mr. Ehrbar has been one of the leading cigar jobbers in the district. Northern Ohio will be the territory covered. The warehouse will be at 510-512 Eagle Avenue, Cleve- land, Ohio. Due to a strike of freight handlers and drivers, the tobacco dealers of Winnipeg were able to sell a quan- tity of tobacco and cigars that had been on their shelves for several years, when popular brands became ex- hausted. What is evil to one interest is often a benefit to another. The Alabama Tobacco Growing Corporation has been organized with offices at Summerdale, Baldwin County, Alabama. The incorporators are James K. Revnolds, of Elmira, N. Y.; Louis P. Sutter, Arrie P. Wolf and Edward A. Sutter, of Chicago. The capital stock is $75,000. An exchange says that the Connecticut tobacco farmers were opposed to the daylight saving bill, for the reason that their help are obliged by the bill to work during the early part of the day, when it is impossible to handle the w^ed. In the first place, no bill obliges a man to work at any particular time, and secondly, how could he work at tlie "weed*' when it was impossible? The Dominion Cigar and Tobacco Association ot Canada has been organized with the following officers: President, Colonel J. Bruce Payne, J. Bruce Payne, Limited, (Jranby, Quebec; vice-presidents, Tobacco Manufacturers' Division— Jos. Picard, Rock City lo l)acco Companv, Quebec; (Mgar Manufacturers' Divi- sion—Raoul (J'rotoe, L. (). Grothe, Limited, Montreal; Leaf Packers' and Brokers' Division— (\ H. Sprieser, Montreal; Wholesalers' and Jobbers' Division— N. L Greene, Regina, Sask.; secretary-treasurer, C. S^ Rich- ardson, ''(^inadian Cigar and Tobacco Journal." Say You Saw It in The Tobacco World 17 m 10 Ulsl D[|^ Getting Acquainted We are here to be of Service to you. The reason why this Company has been such a success from the start is that manufafturers find it a decided advantage to purchase all their supplies in one place. The lines we handle are the Standard Produ^s of well known firms. By combining our purchases we have created a tre- mendous ^*Buying Power". "EVERYTHING IN ONE PLACE" I 1= K. O ID TJ C T Lithographed Labels Printed Labels Cedar Lining for Cans Tissue Wrappers Cautions Sprayers Perforating Machines Adhesives Bands Tin Cans Tin Foil Price Stickers Bunch Machines Packing Devices Cigar Box Lumber Stock Labels Cut-Outs Protector Strips Cigar Pouches Class Marks Labelling Machines Molds Nails Cigar Box Machinery ^ large line of Private Labels on hand ready for immediate delivery A merican 383 Monroe Ave. •It X Supply Co. Detroit, Michigan m DISlIg 1 { ]^ 18 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 19 Two National Favorites: WAITT &BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler "Sl^^Vo TOTEM Imported Sumatra Wrapper Long Filler These cigars are made in the world's finest cigar factory under the eyes of visitors. WAITT & BOND, Inc. BOSTON peeves, Marvin & Co. , ThiUdetphu Distributors /^^ERHAPS it is pride -perhaps v^ [y conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is good business sense that determines us to keep ^^ Cinco unswervingly up to the same standard no matter how costs go up • to preserve the quality OTTO EISENLOHR &< BROS., INCORPORATED PHILADELPHIA CSTABLISHCO leso CO»YH«HT OTTO EIStMLOH* ^l ei«0S.,"MW9l» IN U.S. WIINI OKlCt NINTH DISTRICT CONSOLIDATED BY executive order issued on July 17, and effective August 1, the Ninth Internal Revenue District with headquarters at Lancaster, Pa., will be included in the First District, with headquarters at Philadelphia. The First District alreadv included the Counties of Berks, Bucks, diester, Delaware, Lehigh, Montgomery, Phila- delphia and Schuylkill, and was constituted m 1883. Naturally, the announcement was a severe shock to the Lancasterians, as the Government deposits aggre- o-ated about twentv-three million dollars m the year ?ust ended, and the collector and fifty deputies will be out, though it is possible that several of them will con- tinue in the service. . . , . The entire tax collection service is bemg reorgan- ized bv Commissioner Daniel C. Roper, on account of the vast increase in the work of the bureau Ten co - lection districts are abolished and consolidated with other districts, to pennit the formation of ten new dis- tricts in States which have not had separate districts. Pennsvlvania will have three revenue districts. No 2:?, at Pittsburgh; No. 12, at Scranton, and No. 1, at Philadelphia. CONNECTICUT GROWERS TO CONSOLIDATE It is reported from Hartford, Conn., that five of the largest shadegrown tobacco producers ot C on- neeticut will form a combination or merger mvolvmg an interest of about seven millions of dollars. The firms mentioned as interested are (Jlds ^ AVhi])ple, Steane & Hartman, the (Jriffin Tobacco (^oni- paiiv, A. k S. Hartman and possibly L. B. Haas, ami including subsidiary companies such as the Connecti- cut Sumatra Company. o .^ c, i ^,.. The combined shadegrown area of the nye abo^ e- mentioned firms in 1918 was approximately loOO acres. In C Connecticut the Enfield Toba ever^ opiK)rtunitv that may ])resent itselt. II ;>"^;y fulfill the obiect of his l)eing he must be a lull flodj... man Do ncit give u]) your dream because you camioi see it coming true. Even though it may not seein like or possil^lcwe tend to achieve what we porsiston trv to express. No man who is down in the mouth (. get on his feet Iw thinking, talking walking ^^fj^']^^ like a failure. Cling to your behef ^^ yourself x ha the slrcMigth you can muster. Eat alrye t^c doiad^. ot your pivsent job and the next step will unfold itseir. ■"Ignited Shield." Philadelphia Cigar at the World Championship Contest AVhile one of tlie largest crowds in the history of championship boxing matches was waiting in the great arena just outside of Toledo, to see whether the holder or challenger was the better man, a gigantic sign, 110 feet long, proclaimed (Pressman's "Counsellor" cigar the AVorld's ( hampion Smoke. There was something of the championship class to the executive of Allen R. Cressman's Sons, who i)ut the deal for the sign over. All of which goes to prove that those who believe the saying, "Slow as Philadelphia," deceive themselves and thus become easy victims of Phila- deli)hia's shrewdness and business acumen. L. Rozelaar has retired from the firm of Wagener k I)e Beer, tobacco brokers of Amsterdam, Holland. The Imsiness will be continued by Johannes De Beer and Cas])ar AVagener. Instead of forming an association of their own, as had been proposed, several leading retail cigar dealers of Brooklyn have joined the Greater New York Cigar Retailers, Incorporated. r The Acknowledged Leader Amon^Nild Sumatra Wrapped Havana Cigars 20 THE TOBACCO WORLD 23 Say You Saw It in The Tobacco World 21 'iiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiii imiiiimminiiHimnii im iiiiiimniiii nm'" iiiiiTiiiiiiiiiiiiiiiiiiiiiiininii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiiiiiiiniiiiiimiiniiiiiiiiuiiiiiiininnnimimmi„„ {Continued from Page lo) the change back again. The penny candies are also of particular mterest to the boys and girls who pass in and out of the building. ''During the Christmas season we play strong on one-pound, two-pound and live-pound boxes of line candies. We have no difliculty whatever m selling JSchralft's boxed candy at ii^l.OO per pound. Numerous business concerns in the building give their employees boxes of sweetmeats at Christmas time. We begin taking orders for the boxed goods several weeks ahead of the holidavs, and last year we accepted so many orders that we hardly had time enough to till them. ''Little-priced specialties, such as chocolate bars, chewing gum, lime drops and so forth, sell actively during ail seasons of the year. Note how we have those things conveniently displayed on the tops of the cases. As people stop in front of the stand to buy postage stamps, stationery, cigars, tobacco and ciga- rettes, thev cannot help but notice the small packages of confectionerv. It is the same with those jars of 'buds' on top of the cases. The sweets simply sell themselves bv reason of the tempting display. 1 have heard it said that tobacco users do not have a taste for caiidv. That saying is a joke. Some of my best customers— men who buy as many as a dozen high- priced cigars here every day— also buy 'buds,' choco- late bars and other candies. 1 have in mind just now a certain business man who buys here about half-a- doUar's worth of 'mixed' candies every day. Tins gentleman is a heavy smoker, and I have seen him eating 'buds' and smoking a cigar simultaneously! "We are also doing a big business in the way of box trade. At frequent intervals 1 personally call upon all business men in the building and ask for their orders of cigars by the box. In many instances 1 re- ceive the orders through having called upon the cus- tomers at the 'psvchological moment' when they were in need of cigars.' Whenever 1 have the time to spare, I also visit business concei'iis who are located in neigh- boring buildings, and in this way I have built up a large and profitable box trade. While 1 am featuring Bayuk Brothers' cigars prominently, 1 also carry all of the other well-knowii brands of cigars, including my own private stock known as ' Follow 's Special.' i believe in the policy of giving the customer exactly what he wants, aiuf I never try to sell a man some- thing in place of the thing he has asked for. "One of the great advantages of my Imsiness is in carrving goods in a very wide variety so that the prices will suit people in all walks of life. The gen- tleman who smokes nothing except high-priced cigars or cigarettes will find his favorites here. The man who cannot afford to smoke high-priced cigars or ciga- rettes will find that we carry a com])lete line of low- priced goods. The 'in-])etween' man may also deal here to his entire satisfaction. It is the same with our candv specialties. AVe have little-priced goods, medium-priced sweets, and the highest grade of con- fections selling at $1.50 ])er ])()Uiid. We try to suit everyone, and I have reason for believing that we nave been very successful in that respect. "For the last two seasons, in addition to operat- ing this shop, T also held the concession of the Casino Cigar Stand at Willow Grove Fark, Fa. During the season T spend week-day mornings here, and the after- noons, evenings, Sundays and holidays at the AVilh)W Grove stand. My assistant attends to business here during the afternoons when I am absent. One of my sei-vice features at the Casino Cigar Stand consists of checking umbrellas, suit cases and packages for patrons of the park, and this service seems to be greatly ap- l^reciated. I have learned by practical experience that it pays for a dealer to accommodate the public in every way possible. Serv^ice should be the keynote of every business. ' ' PHILIPPINE EXPORTS GROW Washington, D. C. Totals of the business of the Fhilippine Islands during the fiscal year ended Jmie 30 have just been received by the bureau of insular affairs of the War Department from the acting governor-general of the islands. During the twelve months ended with last Juno the total imports of the islands were $107,774,26'2.50, and the total exports $118,155,744. Of these totals, $()4,655,144 in imports and $79,028,733 in exports rep- resent business transacted with the United States. Among the more important articles of export, of course, were cigars, the total trade in which amounted to 397,715,765, valued at $8,601,889. A total of 276,- 289,377 cigars were exported to the United States, with a value of $6,757,45L50. C. L. I.. ,^^^^^ CLI MAX ». PLUG , PBfSh Rich, mellow Climax Plug has been the favorite chewing to- bacco of Uncle Sam's defenders since the days of Gen. Wash" ington's Colonials. Climax, among fighting men, is the grand old veteran of every ** scrap" and every clime An international Veteran of the World-War P. Lorillard Co. Est. 1760 Notes and Comment The Rosenfeld-Smith Company, of Portland, Ore., Avliolesale cigar and tobacco dealers, has increased \U cai)ital stock to $200,000. inci casta its The annual outing of the employes of the Tobacco Products Corporation will be held at Bear Mountain, ^. \., on August 23. The steamer ''Highlander" will take on the passengers both at the Batterv and l'>9th Sti-eet. The man that can put out a fireproof shade cloth at a low price has big money coming to him. Fourteen acres of the cloth went up in smoke at Ilazardville Conn., on July 15, causing a loss of more than if;500o' and other fires have occurred with considerable losses.' We are requested by the Council of National De- fense, Washington, D. C, to announce that thev have placed copies of ''Readjustment and Reconstruction Activities m Foreign Countries" in the libraries of the various Chambers of Commerce and libraries «-enerallv m the United States. ^ The British Colonial Government is engaged in veiT extensive irrigation work in South Africa In the Rnstenberg and Pretoria district. This district pro- duces for export from three to six million pounds of to- bacco a year, and it is expected that irrigation will in- crease this amount several times. According to the "AllentoA\ni Democrat," the To- bacco Corporation of America, with cigar factories in Allontown,^ East Greenville, Spinnertown and Penns- bnrg. will institute a community co-operative arrange- nioiit with its employes, under which thev will recerve the prevailing rates of wages and a share* of the profits 111 addition. The North Carolina Pine Box and Shook ^^Fannfac- tiirors 'Association announces the establishment of the office of secretary- of the association, ^Fr. J. C. Nellis, at 4:'.'') Calvert Building. Baltimore, in co-operation witli the National Association of Box ^Fanufacturers. Mr. Nellis will be glad to be of assistance to shippers m this region in connection with their various needs. Block, Malonev & Companv, New York, announce the sale of 100,000 shares (par value $10) of this new Jn-oiiiia corporation, which has acquired the Sweets l^ompanv of America, Incorporated, and the Pnnce Couirh Drop Company, Incorporated, both New York corporations, manufacturers of Tootsie Rolls and otiier poy)iilar priced confections. The authorized cnpitaliza- [1011 is $5,000,000, all common stock. .'^00,000 shares be- ing now issued and 200,000 unissued. A new schedule of rates of freiiiht on various com- nioclifios from North Atlantic ports to Liverpool, :Man- chostor. Hull, Avonmouth, Bristol, Cardiff, Gln^irow, l^oitb. Belfast and Dublin has just been announce*! bv Tlio Pnited States Shipping Board throuirli tlic ^^morcvo^cy Fleet Corporation. Under this new sched- ule tlio ocean shipping rate on tobacco (Kino-s Wnre- noiiso Delivery) is two dollars per hundred pounds. The rate on cigarettes is sixty-five cents per cubic foot. TOPIC HAVANA CIGARS 10 cents' and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" seven ce it cigar If you want the pipe which is known for dependability and economy you can do no better than to stock up with ^htsUxixtih 'I Ml! (I!! the pipe with the well —made well — and at a price to sell with profit to you. KAUFMANN BROS.&BONPY ^.. 33EAST17li2ST NEW WRK ji 'j''l'''l'''l''''''ll"l'ia.i(la,,,iJiiiaiilii.i:li(inii;';i.;i;i!i;;iiiil.;ii.'i;,''H 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 V\^ t , 1wo Brands ^ iKat will Increase^ J\6urBitsiness, 1 7g. -3 for 20g. 3 for 25g. up \ I POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl^ SelUrs We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. Lariiest Independeol Clrfar Facfory Id Jhe M orld > ^ TOBACCO PRODUCTION IN ALGERIA Viticultiiro is the domniaiit factor in Alj^erian a^ni- culture and commorco, and although the colony is by no means a one-crop country, its economic prosperity is hirgelv and intimately related to the quantity, quality, and niarketableness of the wine crop. In view of the ])ro]iibiiion movement in the United States and other countries and the war-time restrictions on wine imports imposed bv several countries, the agricultural interests have come to realize as never before the serious need of greater diversitv of crops to insure the financial and in- dustrial stabilitv and well-being of the colony. Among the crops susceptible of much wider culti- vation is tobacco. The manufacture of tobacco is a leading industrv in Algeria, and large quantities of American and other tobacco are imported annually for blending with the native product. The hicreased de- mands for tobacco for consumption by the allied annies have alreadv caused a large extension of tobacco cul- ture in Algeria, and as pointed out by Le Soir Colonial, this has constantly increased since 1915. The pre-war ])roduction of Algeria was about 1)(KK) metric tons, of which :^000 tons were consumed in the countrv Of the remainder the French State monopoly took 3500 tons and 2500 tons were exported to Tunisia, Alorocco, Tndo-Orna ^ladagascar, and other countries. In Vni the production, according to othcial hgiires, attained 16.000 metric tons. The French State monop- olv took half this cro]), the quartermaster department 8000 tons, and 500 tons went to allied qnartermaster de^ partments. Exports during 1917, however, fell to loOO tons due to the limited means of transportation, and 3000 tons remained for consumption ^^ .the colony The vield of the tobacco crop ml 91 8 eclipsed cvreatlv all previous production, amounting to 24 000 metric tons of leaf. About (iO per cent, of the crop, or 14 400 tons, was requisitioned by the Governmen , at prices varving from 100 to 190 francs per quintal, or ?8 75 to $i6.r>3 per 100 pounds. After ^loductin. 000 tons for local consumption there remain about GGOO tons of stock on hand in the colonv. On account of this surplus the producers are n sk- in- that restrict'ons on exportation be removed if the State monopoly be not in a position to absorb it. DISTRIBUTORS FOR CONSOLIDATED The Consolidated Cigar Corporation has arningea with Reeves, Parvin & Company, ot Philadelphia, to be tiie distributors for the T J. Dunn & ^^omv^-y,^ A. S. Valentine Company branches m J^l^'^l^^^^' V ' ' vicinitv, and certain parts of the territory ni I um- svlvania. New Jersey, Delaware and ^^^^V^^V'v nv will • The brands which Reeves, Parvm & o"M>n '> ^^\l; handle include: "New Bachelor,/' ''Betsy boss ''Judge Best," "Paul Jones," "Little Valentine ( as- tellanes" and a few others. , , . i .< ,i in Both of these branches have ^'^^tories Iocm m i Philadelphia, where they formerly conducted tlini jobbing department. . ,, n i i. . r.mi- The entire distribution will in the ^" "^'^^,^^'\ ^^' ducted bv Reeves, Parvin Sz Company, under ^h*^ ^^^'^ ' aorment" of Is. I»»aum, widely known in the ciu.n dustrv. A cable from (Vnsul General ^^ '^^1;'^\ "^ 1 .,i Greece, under date of July 19, 1919, states that n Ijo a l)(.cree of June 15-28, 1919, abolished tho exp(>rt la^ on tobacco in force in Greece during 191/ an<. • _; ^^_»,™_.«..._. ^ A refund of payments made on the tobacco ^^ Jiov ^^mmmmm J ^^^^^^^^^ ^^^^ ^^^^.^^^ ^^^^^ ^^^^^^^^^ .^ ^ forei.gn countrv an :rv;v:v:vrv.v.v.v.v^v^V7\r>V>ViViY»V»V«V*V4:^^^ June 8, is secured bv special provision. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in thie history of tiie Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City 24 Say You Saw It in The Tobacco World LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA Cable: "DONALLES" Havana Leaf Tobacco Especialidad Tabacoa Finos de Vuelta Abajo Partido y Vuelta Arriba SAN MIGUEL 100 HABANA. CUBA E.. Rosenwald (EL Dro. \^5 WATER STREET NEW YORIt THE YORK TOBACCO CO. '^r^of.rr*- leaf tobacco Oflloc «dJ W«pehoa»«. IS E»»« Clark Av»nn«. YORK. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH CEL SONS QUALITY HAVANA Neptxino 6. Havana, Cuba - 55 Droad St.. Boston. Ma»* Advertise Your Brands m The Tobacco World K. STRAUS & CO. latportsn of HAVANA AND SUMATRA And Packer* e( LEAF TOBACCO 301, 303, 305 and 307 N. Third St., Philadelphia LOEB-NUNEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA Real Industrial Democracy Written for the "Mining Congress Journal" By JOHN T. BURNS I DO not know John Leitcli of Philadelphia. I never saw AN'illiam DeJMuth of New York City. 1 assume that Mr. DeAluth is not the superintend- ent of a Sunday School, basing the assumption on the fact that Mr. DeMuth secures his income from the manufacture of ''smokers' supplies.'' The readers of the ''Mining Congress Journal" will recall the recent editorial ''Over the Table," and to those readers 1 wish to relate the story of Jolui Leitch's idea and how it was worked out by William DeMuth, an employer of nine hundred men and women in the town of Kichmond liill. Mr. DeMuth had erected a great plant and established his trade-mark with a wide reaching trade, lie was a busy man in business hours, but devoted his golling time to a study of the economics of his trade. That led him to study his men and women employees. In lifty years of business he had experienced lit- tle labor trouble, but he saw that the profits of the concern were not all that they should be, largely be- cause of "leaks," or waste caused at times by idle machines, at others by lack of co-operation and always by wasted material through efforts of piece-workers to rush their work, to increase the day's earnings. Besides, the "rush work" resulted in lowering the quality of some products. DeMuth heard of John Leitch, a "business engi- neer." Leitch outlined a plan of "democratization" for the factory. It was to be a Great Experiment. Leitch outlined his plan to the nine hundred employees. Leitch proposed that any saving in costs resulting from the adoption of his plan should be divided between employees and firm, division to be made every two weeks. DeMuth & Company were ready to try the experiment. The employees, tunorously adopted the innovation and, creditably to themselves, went to work with a will to prove or disprove its practicability. This was two years ago. The first two weeks settled the permanency of the l)lan. The first dividend was six and one-half per cent. Since then it lias been as high as seventeen and one-half per cent. And for two years the plan has been known as "The DeMuth Industrial Democracy." The "plan" includes the following political or- ganization: A "Cabinet" composed of the executive officers of the company; a "Senate" composed 'tf the foi-emen and superintendents of the factory; a *' House of Representatives" elected by the employee body, on the basis of one ri'])resentative to thirty employees. The qunlilieations for meml)ershi]) in the "Lower ITouse" are ability to speak and write in Engfish, to liave been on the pay roll of the company one year or longer, to be known' as "square" in all matters, and of good repute. The "Lower House" discusses, in weekly ses- sions, all of the week's developments. Tt takes on and works out the firm's troubles as it does those of the The Largest Independent Dealer and Exporter of American Leaf Tobacco in tihc United States. G. O. TUCK 6l CO. -pn "p? ^v T^JCJ TrI. INTERNATIONAL PLANTERS CORPORATION 2S0 'BROADWjiY : : : J^EW YORK. N. Y. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. Say You Saw It in The Tobacco World 25 " ' """ "" '""" """"" .■■■■............. , IMIIIII 7''\TfiJtL"^i!'^''" ilP?.'^^^' ^^ "P to the Senate for rat fication. From the Senate they go to the Cabi- net and. It adopted, become working laws The ( 'abi net has the power to veto. In two years there has never been occasion to veto, which speaks well for the jucl,i,n^nent of the House of Representatives The firm abides, as it agreed to do, by the actions of the bodv politic. -^ "Horse play,'* says some one. "Bovs' work" says another All right, opinions are easily ^iven sometimes unthoughtfully. But check on the results 1. In two years, no strikes; not a machine idle an extra day without cause. 2. Complete accord between employer and em ployee. 3. Every employee sees to it that his fellow- worker does his utmost all the time because each man's dividend depends on his fellow-worker 4 Hours of labor cut from fifty-three per week to forty-eight and output of factory maintained at or- iginal standard. 5. Quality of output improved. Ck Continued payment of dividends, thus increas- ing wages of employee and profits of firm 7 Employees consider they work upon a perma- nent basis and assume responsibilitv for firm's prop- erty and business prosperitv. ' ^ i S. Employees profit from both saving in produc- tion and saving m overhead, as, for instance, the five hours per week of overhead expense saved bv shorten- ing working hours, is a large sum. This is a credit account continuously. 9. American-born employees take interest in edu- cating other nationalities, as education tends to im- prove their work and add to dividends. 10 It is no longer tlie foreman who tells a man uf^o; hv'^- V^' '"^^'^ri" ^' ^"'^ follow-workers who suffor^by his failures. The man who "knocks off ZL f ' ^^^^,^^nt without cause has to explain-not This DeMuth plan of ''Industrial Demooracv" is already attracting attention among manufacturers, and firm- nTfh'''^^"T ^^'' ^'^ ^'^' ^^'''^ ^^ "^terview the nrm and the workers. Pfiliaps Jolm Leitcli and AVillinm r)e:\riitli have mprnK^,. ^'iwT ''?r''' ''■''" *'"' '■"'« ^™''« '5"*'l W"VS, a TeZ, T 1 "V" "°"f "f.R«l»-esontativos says: -'The re. 0 I am for nulustrial democracy heart ami soul im, ,„ f " "'"■"•'■'' ^''* » '^Viare deal. Every ques- Z7 gnovance any more. He tells it to his renre- S \t";' '/ '^ '"«'j^^l •■'"or before it jrets to bo not n V T? "''•■■ "''1 '">"' '''^"■"' "" ^''" •'"''• 't 'loos idoi ; ,: ,7 ',"•"'"" T1>" "so(1 to so ar.)u,ul with a iroo.l oa 10, machinery improvement in liis head now puts some u^Tr'"^/'''.'"'^'^ *" *'"^ *^'«* '" t'lo factorv/and prodn. . ''^''Tv*'^ "'■'' 'o^^orins costs, increasimr 1 rom ,t,„„ nnd ad'"''^ •''">' ""nil>cr of men or- "'• Jle insists that the in.histrial democracy has (Continued on Page ^6) T. J. DUNN «»,or..r,„.' Jobbers, dealers, or individuals who sell what you want to buy. ROSS -Gould •-■S'i'S St^. Louis 26 Say You Saw It in The Tob/.cco World Tobacco Merchants' Association T-fc • .• D ^^,,5 Beekman Street Registration oureau, new york city Schedule of Rates for Trade-Mark Services Effective April 1, 1916. Registration (see Note A), $5.00 Search (see Note B). 1.00 Transfer, ^.00 Duplicate Certificate, ^-^ Note A-An allowance of $2 will be made to member, of the Tobacco Mer- chants' Association on each registration. necessitates the reporting of more Note B-lf a report on a s"«=^ °J »„ '^'i* S) "an add'*'°"^' *'^^'** * than ten (10) titles but less than twenty one ^jJJ^' » ,„ ^^ more than twenty Dollar 'v$1.00) will be made. If it necessitates i"^. J^*' . Aarge of Two Dollars i£) titi«. but less than th.rty-one(3U. an addU.onal charge^ ^^^^^ ^.^^ ^^ iT foT^U^e^T,^n%l^';^rditron:ffitrs^net..^arily r.ported. REGISTRATIONS I. J. PADEREWSKI (PREMIER OF POLANDV^^^^ For cigarette paper aiul tubes. Jui\ &, iv^^- '^ THrMERCER'-SIX:_4.,218. For cigars. July 3. 1919. -Xadel NE;^"RATE:-41,219:"?or ail^tobacco products. July 9. 1919. J. L. CoioNEif HoiJsf ;i41,220. I'or all tobacco products. July 1-', July 14 1^^19 A. bensenl)renner 6: boii-s, ^an uiego. ^o. ErE'irfH^ERI^ W9 DOUGHNUT:— 41,230. For all tobacco products. May -^^ iv.a American Litho. Co.. Xew \ ork City. g LA OSTENTA:-41,231. 1-or all tobacco products. Ma> 24. U19. Moehle Litho. Co.. l^.rooklyn. X. Y. LAMBS CLUB:— 41,232. 1-or cigars. Jtme C 1919. 1 nick cigar ^'a^tor^• Sail .\ntonio. Tex. , t..i,. RUSSIAN DELIGHT :-41,233. For cigarettes and tobacco. Julv 18 1919 .Maiestic Tobacco Co.. Xew \ ork City. A— UNION SEVEN:— 41,235. For all tobacco products. JuIn IN 1919. I'. X. Smith's Sons Co.. McSherrystown. la. TRANSFERS LA FLOR FLORIDANA (U._S Tobacco Tournan. |•«^^ ^'.jf ars. Registered September 9. l.W^ by Rmilio F'ons & o. ampa, Fla Transferred to Jose h. Reyes Tampa. Ma., J uiu F 19 TRULIGUD:-39,0g8 (V. R. B.). For cigars. Registered March 16 1915. and No. 39,155 (F. R. IF), for cigars, cigarettes, cheroots and tobacco. Registered April 20, 1915. by Samuel ^a;,ui W York City. Transferred to S. Foewenthal & Sons. Xew \ ork Citv about December 15. 1918. . SALINDA:-15,912 (Tob. World). ^^^Y''^''\'- 'l^"";''^^^^^ an.l smnkm.u tob.cco. Registered August ^ '• /^^^'p^";;.. 3* 73 429 (Fatent Oflu-e). for cigars and cigarette-. Kegi>t^re< ■\nril 20. 1919. b'v Samuel Saqui Co., Xew York C ity 1 raiisterr-M in S. Foewenthal .^- Sons. Xew York City, about December F->. TENNY LIND:— «539 (Fatent (Utice). For cigars. Registered lune P 1991. and No. 9638 ( Patent Office), for cigarettes. Kegi:^- tered October 11, 1902. bv Samuel Saqui. Xew Nork City, trans- ferred to S. Foewenthal ^- Sons. Xew Ych Si Schmitt. Xew York City. Transferred to Haas r.rothers. Cincinnati. Ohio, by the American Tjtho. ( o.. Xew York Citv, successor of Witsch & Schmitt. July \?. 1919. {Continued from Page 25) in 110 way weakoued the authority of the firm over its eniph\vees or l)usiiiess but, on the contrary, has strengthened tlie hokl of the DeMuth Company ou its workers, by sharing tlie rc'sponsibilities for peiieet harmony and high quality of work. "Even during the war, with the lure ot 'war plant wa"-es' before them," said Mr. DeMuth, ''our em- ployees saw to it that their fellow-workers remained at their places or brought in friends to fill vacancies." Jn telling this story 1 am suggesting nothing The econ(miic situation is sufficiently uncertam to allow every employer and every la])oring man to find a les- son in everything which works out satisfactorily. The De^Iuth industrial democracy has worked out that way. , , , . , ' A closing thoi]ght: The man who has a good job, Nvho is interested in making it a better .job, who is contented and iierhaps owns his own home, isn't apt to ])ecome a bolshevist and toss his substance to the birds. ^—-——==z The Governor of the Kepublic of Portugal has is- sued a decree declaring free of import duties the fol- lowino- articles: AVlieat and all other flour cereals, m the <»Tain or as flour; corn, under license from the :\[in- istry of Sn])plies; and olive oil of an acidity of not less tlian 5 degrees. . Each packaue of imported cigarettes w^ll bc^ sub- iect to pavment in the custom house of 0.02 escudo and a tax of 0.10 escudo will be imposed upon each box of cio-ars having a value not exceeding 3 escudos and a tax of 0.20 escudo when valued at more than 3 escudos (escudo equals $0.70 Tl Tlic Mnrlrr)! Mrrchauf atnl Groccni World savs: "The merchant who is being pushed for his own dobts, but i^ too soft to imsh his (h'btors for theirs, is too weak to live. ITe should go out of business and bo- come a mother's helper.'' Rut we have kno^^^l n few Avives and mothers who did not need a helper m -.•ttmir all thnt was coming to them, and then some. Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET N^^ ^^^"^ l.ITlTOGr.APIIEirS SlPPLir^ BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce rich^-st and most durable finishes. Economic il in use. Moderate in price. Samples on request. BAER BRCS., 438-448 W. 37th St., New York city IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York C ity — ' ■ —- " STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufaaured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality D BUY NOW BUT BUY WISELY SELLING AGENTS ADOLPH FRANKAU & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESEMATIVES E. C. McCullou^h & Co., Inc. - - Manila, P. I. I\. B. B. Co. 1 Canada) Ltd. - . . Montreal J. W. Streider Co Boston. Mass. CIGAR BOX LABELS BANDS AND ADVERTISING »|ii jii THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS GARRETT H. SMITH, ^.^..- c^»-~ COMPAPIIA LITOGRAFICA DE LA HABANA Finest Imported Ci»ar Band* aod lal>el«. AUo GUMLESS B^Lnda NEW YORK OrnCE (Phon«. Stuyve.ant 7476) 50 Union Square "" " " " " " ■■ " - — ., .4: I ■.■ ■■ .■ ..■ AND CLARENDON ROAD c EAST 37"^ 5T. BROOKLYN,N.Y. BRANCH orncc 170 WEST RANDOLPH ST. CMICAGO.ILL. -*■ ■■ ■■ f OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco m«*I!ow and smooth in character and impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUIN. AKOMATIZER. BOX FLAVORS, PASTE SWEETENERS FRIES & BRO., 92 Reade Street. New York ! **"■■" M ,B ■■■■-, II • — '■ ■■ ■■ I »> ■.^— .J, MANUFACTUPER OF AlL KINDS OF 22nd St. and Second Ave., NEW YORK Cigar Box labels I AND TRIMMINGS. OniCAOO, 105 \nC9T MONROK STRKKT, LOITIS O. CAVA. Mrr. A BARGAIN IN CIGAR LABELS AND BANDS. ^■^ .. ^h^^Z^. ''""'""' "'' '' ^^•-^•eptioruUly low prices the entire line of stock labels for.nerly tnade by Krue^er .S: IJraun, of which firm duo ^ . ^y^^»'" '^'*\e a quantity of attractive stock cijjar bands, which we will also close out at prices far below the present cost of nro «uc such bands. Write for sanij^les and prices. ' ®^ ^^ ^"^^* WM. STEINER SONS & CO., 257 W. 17th Street, New York City. • „«««•— ••.^.•^—••" «« ■> w ■■ ■«- .11 ■■ >■ ■■' IRREGULAR PAGINATION y \ 01 1 ME ay HE'S THE OLD RELIABLE GRAND old "Bull". He's the best there is. He sold over 30(),000,0(K) bags last year. You know genuine ''Bull'' Durham — never an enemy; millions of friends. Genuine ''Bull" Durham tobacco— you can roll fifty-thrifty smokes from one bag. That's some inducement, nowadays. genuine: 66 BulCDurham TOBACCO ^ /p Guaranteed vy imCOWPO"*^'" ^'ou pipe smokers, mix a little "BULir Dl KHAM \vith your favorite tobacco. It's like siiiiar in vour coffee. NO. 16 ■*^ TOBACCO AUGUST 15. 1919 WORLD LABELS CANS Our quality Cigar Labels are Our Cigar Tins are manu- lithographed in the model shop — factured in a factory devoted ex- where some of the greatest selling y clusively to the cigar trade — litho- graphed, lacquered or plain cans brands in America have been created. are produced by educated help. TOOLS and SUPPLIES Cigar manufacturers throughout the United States show a preference for the AMERICAN BOX SUPPLY CO. They like their dependable products — right prices and real service rendered. PRIVATE LABELS ready for immediate delivery TIN FOIL All the fancy embossed patterns — mounted or plain, for individual w^rapping or bundle work — print- ing of an approved character executed. PAPER GOODS A complete line for packing and advertising purposes includes: pouches, tissue wrappers, protector strips and glaccine paper. American Box Supply Co. 383 Monroe Avenue Detroit, Mich. . »at-.«.-««K:««l»«ii;;/iW-j'>««ffiaS«i!r/iiEi5SiSi^*t*R;*'S^ 'tft/mfM Say You Saw It in The Tobacco World 3 S. LOEWENTHAL & SONS offer Fancy Connecticut Broad leaf and Havana Seed Wrappers and Binders Stripped and "Booked Filler i SAMPLES GLADL Y SENT UPON REQUEST S. LoeWenthal & Sons 123 Maiden Lane ^ New York Say You Saw It in The Tobacco World CIGA!^ FACTOI^IES WANTED A cigar manufacturer is in the market for one or more cigar fac- tories. Send full information re- garding size of building, number o^' employes available, class of work be- ing done, price paid and.wbetber hand or mold, possibilities of in- creasing production. State whether factory is for sale or lease, and terms. If factory is fully equipped, general idea of equipment is desired. Address Box 500 care of Tobacco World 236 Chestnut St. Philadelphia TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN. Jr Vice-President LEON SCHINASI Vice-President ASA LEM LEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, S Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, U9 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hat'n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER. Lancaster, Pa President GEORGE M. BERGER. Cincinnati, O Vice-President TEROME WALLER. New York City Treasurer "MILTON H. RANCK. Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling, W. Va President WOOD F. AXTON. Louisville. Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurei MAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tueiday of each month at Hotel McAlpin -■■ ■■■ ■■ ■■ ■■ '*- CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ^ M ■■ 11 ■■ »■ ■» ■■- M ■■ ■». FOR SALE FOR SALE— A CIGAR FACTORY. Established 1874. The owner desires to quit business. This is a good business oppor- tunity. For particulars address "B," 106 West State, Street, Media, Fa. FOR SALE— OHIO SCRAP FILLER TOBACCO, made from good 1918 tobacco, price 14c. per pound; 1917 tobacco. 20c. per pound. Clean and dry. ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 214 oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles, Ohio. FOR ,SALE— WE WILL HAVE ONE CARLOAD of cut stems fo'r sale monthly. C. C. Ehrhart. Versailles, Ohio. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIOAK FACTORY AV ANTED FACTORY WANTED— A factory to make short filler cigars, which is turning out either twenty-five, fifty or a hundred thousand cigars weekly. An excellent proposition for the right party. Address Box 310. care of "Tobacco World." cic;ak manufacturer wanted NEW YORK MANUFACTURER OF HIGH GRADE CIG.\RS desires to make arrangements with a small or medium size Pennsylvania cigar manufacturer, to have them make reasonably piced cigars. Answer, stating all particulars, to Box 311. care ot '• Tobacco World." ^ LITHOGRAPHIC SALESMAN WANTED WAXTKD— A SALESMAN TO REPRESENT A FIRST-CLASS 1 Apply ithographic house, specializing in cigar labels, cigar bands, etc. y with full particulars to Box 312, care of "Tobacco World." WANTED TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AXD DUST, bought in any quantity anywhere. Send samples. 'S'earlv contracts made. J. j" FRIEDMAN. 2S.=^-289 Metropolitan .\vcnue, Brooklyn. X. Y. The Tobacco World K.stablished 1881 Vol limp 39 August 15, J919 No. 16 TOBACCO WORLD COIIPOIIATION I'liblisln ) s lloluirt r.isliop Il.Tnkins. President H. II. Pakriulooni, Treasurer William S. Watson. Secretary l'ublish; ->.:> rs-vw;? o I The Maintenance of an Inflexible | I Quality Standard in I CHESSMAN'S. ^ | f\^ i . . . i I is reflected in the unvarying increase | i in consumer demand. t Good judgment favors stocking— displacing— recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHI \ S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAI S. Loewenthal & Sons Importers of Havana and Packers of Leaf Tobaco 123 MAIDEN LANE, NEW YORK E. H. GRTO CICaR COMPANY FOR FORTY YEARS THE STANDARD By Wlkich Clear HavaDa Cisar* Are Judged Write for Open Territory Factory: Key West, Fla. New York Office; 203 W. B.cadw.r tuJ The Acknowledged Leader Amon^Mild Sumatra Wrapped Havana Cigars Volume 39 THE TOBACCO WORLD Number 16 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, August 15, 1919 Foreign $3.50 Tampa Cigarmakers Are Still Out But Change In Situation May Occur In Near Future Tampa, Fla., August 11, 1919. Ft)LLO\VlNG a meeting Saturday night, August 3, at which the cigarmakers voted to reject the com- promise offer of the cigar manufacturers ot a ten per cent, raise for mold workers and a fifteen per cent, raise for hand workers, more than 7000 cigarmakers k'l't their benches Monday moni'ng and direw out of Avork another 5000 dependientes, selectors, pickers, packers and other workers in the industry. * a And for nearly two weeks both sides have main- tained a solid front, except for a score or more "buck- eyes," w^ho have signed the agreement demanded by tlie strikers for a straight tw^enty-five per cent, raise, with ])inders for hand workers. The factories signing do not affect more than 300 men. With unsettled conditions prevailing in the east and the strike here, cutting the cigar output, the de- mand for workers in Havana is soaring and local woikers are rushing to the Cuban metropolis by every hoat, reservations being at a premium several days ill advance of each sailing. Help is coming from other centers for the locid strikers, though the International has not issued its order sanctioning the strike, Havana w^orkers having rej>lied to the ay)peal for aid with a promise of ^.lOOO weekly, and the Jacksonville cigarmakers having an- nounced they w^ill send twenty-five per cent, of their salaries through the duration of the strike. AVhilo the owniers of several buckeye factories who si.mied have united in issuing a statement, stating that the> t'eol the workers are entitled to all they are asking •iiid that the industiy was never in better sha])e to pay it than now% the larger manufacturers maintain that tin- lull measure of the increase demanded w(ndd ruin the industry' in Tampa, making it impossible for local I'aet cries to compete with those in other cities. In a statement issued in affidavit form and ])rinted ill the '* Tribune" of August 10, in a half-])age adver- tisement by E. Kegensburi^lJ.92 weeklv, wdiile during the w^'ek ending Ausrnst -this vear, the average of the payroll was J^22.04, )^'ith almost donbh' the number of workers partici])at- 'ii^'- The statement is S'gned by Mortimer Kegeiis- hui'j- Cordial relations are maintained, however, between the leaders on both sides, on either hand it being ad- niitted that the situation is critical for each, and there is still hope that a compromise may be effected wathin the near future. In fact it is freely stated in labor circles that had the manufacturers submitted a straight fifteen per cent, raise proposition instead of the ten for one part of the w^orkers and fifteen for the other, it probably would have been accepted bv the strikers. G. F. The more imi)ortant Tampa manufacturers who maintain that the full twenty-five per cent, increase would ruin the industry in that citv are undoubtedlv in the right, for the reason that Tampa prices have reached a point higher than those of similar cigars produced in other parts of the country. To add an additional twenty-five per cent, to the present cost of production would move the prices up again, with a resulting decreased production. Labor on ever}^ hand is demandhig a reduction in the cost of living, and yet presenting demands for in- creased w^ages that must of necessity force up the cost of the articles produccul or sers'ice rendered by them. The cigar is consumed daily by at least 25,000,000 men in this country, and to further increase the retail price would mean a reduction in production that woubl be bound to reflect itself in cutting down the number of cigarmakers needed. If the heads of the striking cigarmakers in dif- ferent parts of the count I'v w(ndd study the production figures of the cigar industry for the first five or six months of this year they would certainly be able to see the handwriting on the wall. Not only will higher l)i'ices curtail production but so will shoiter hours. And shorter hours for la])or means a demand that will be greater than the available supply. This is one an- swer to the high cost of living, for after all, supply and demand regulate prices. Labor has, and is, forc- ing and maintaining in ])art the very condition against which we are all struggling. THE TOBACCO WORLD THE TOBACCO WORLD " '" '"" ' '" ' " "■" "" ' """■■■■ ■ .^TTTirTTTTTTrrr:: iiiiiiiiiMiiiiiiiiiiiiiiiiiiMininiiiii Manila Manufacturers Consider Advertising Campaign To Reach U. S. Consumer Manila, P. I., July 7. C0XS1DF.K1XG the time ripe for a big adver- tiisii]i»' campaign addressed to the consmners in the ^United States the cigar manufacturers of Alanila are urging the Philippine government to give them linancial assistance, the plan being to devote some 300,000 pesos of the tobacco hispection fund for the [)urpose. In replying to the manufacturers' proposal, the collector of 'internal revenue, Mr. Trinidad, asked sev- eral questions the replies to which the manufacturers are now considering and upon which will depend whetlier the campaign will be undertaken. The col- k'ctor was particularly solicitous as to whether the Manila cigar factories could guarantee a high-grade prodnct for export to the United States and give as- surance that musty or worm-eaten cigars would not l)e sent. As a result' of several shipments of poor cigars during the past year, he pointed out, the Philii)pine cigar market in America had been badly hurt. Another qnesti(ui which he put up to the manufacturers was the matter of a steady sui)ply and an adequate organiza- tion for i)i-()i)er distribution. He urged the necessity, once a big demand is built up by a constructive adver- tising canq)aign to the consumers, of insuring a steady supplv which will keep pace with increasing demands for ^ianila goods. This, he claimed, will mean that the manufacturers must co-operate in the matter of marketing iuu} distribnting their goods to dealers in the Ignited States. The manufacturers are heartily in favor of the ad- vertising i)roposition and it is believed that they will be abU' to give satisfactory replies to the collector re- specting tlie quality of their goods and the chances for kee]>ing pace with demand at the same time main- taining a iiigh standard. Tn a letter boosting the ad- vertising ])lan, the manufacturers called attention to the following: ''The increase in the exportation of Manila cigars to the TTnited States during the years 1917 and 1918 was almost entirelv due to war conditions. ''High costs of materials entering into the manu- facture of cigars together with the shortage of labor created through the mobilization of the army, were responsible for the withdrawal of domestic cigars selling at five cents and less, each. The low prices at which the cheaper gi'ades of ^Manila cigars were sold, offered an excellent opportunity for dealers to replace the cheay) domestics with ^lanilas, with the result Ibat the demand for cheap Manila cigars during 1917 and 1918 far exceeded the sujiply. "The demobilization of the army is returning to the cigar manufacturers in the States employees in sufficient numbers to overcome the shortage of labor. Tobacco that sold at forty-two cents per pound is now l)eing offered at sixteen cents or less. AVith the return to normal conditions of these two important factors in th" manufacture of cigars, it w'U be but a short time when the domestic five-cent and cheaper grades or domestic cigars will again be offered in the American market. (Manila manufacturers are evidently not thor- oughly informed as to conditions in the United States as the present tendency is toward a still higher price level. — Ed.) "Manufacturers will commence advertising tlioir products to the consumers on a large scale and unless prompt action is taken to inaugurate a national ad- vertising campaign direct to the consumer and firmly establish Manila cigars on the American market, the exportation of Manila cigars will receive a setback that wall not only be a serious loss to the industry, but will reduce the income of the insular governnuMit through loss of internal revenue taxes. Labor will also be affected as the States at present consume over fifty per cent, of the total production of Philippine cigars, and there is no market to which the islands can turn for the absor])tion of any decrease in exportation to the United States. "Although Philippine cigars have been exported to America for nine years, they have not been tirnily established in the trade, and still remain in the class of cigars purchased only because of their cheapness, notwithstanding the fact that from point of quality, Philippine cigars are better than domestic cigars sell- ing at higher prices. This lack of stability is due en- tircly to the fact that no advertising directed to the consumer has l)een undertaken." The manufacturers state that no one manufac- turer of ^lanila cigars is able to conduct the extensive advertising campaign which is necessary and conse- quently the suggestion is made that the advertising l)e co-operative, using the funds which have accumulated through the collect icm of inspection fees. AU^ cigar factories would consequently derive equal benetit. ^fanila cigars formed .^.78 per cent, of the total number of cigars consumed in the United States in 1918, the export in round numbers being 200,{X)0,()(10 cigars. From this the insular government derived 2,001, 2'04 iK'Sos. The manufacturers feel certain that after proi)er advertising the exports to the United States can be increased to 400,000,000 cigars a >('ar, thus doubling the revenue of the government from this source. With regard to trade-journal advertising, the man- ufacturers state: "Trade-journal advertising is most effective wiieii used in conjunction with a consumer advertising cnni- paigii. Tt differs from the consumer advertising m that whih^ in the latter em])hasis is put on the uses and (luality of the merchandise advertised, in the former enqihasis is put on the profit to the dealer, the an^>iuit of consumer advertising that is being done to lieb* the dealer move the goods and the general mcM-chandi^ni^' ])olicies of the advertiser. Tf a consumer advei^t'^nj^' campaign is started, the logical use of advertisinu' in (Continued on Page 21) Waitt & Bond Factories Will Remove to Newark WAITT & BOND, INCORPORATKI), of Boston, manufacturers of "i^lackstone" and "Totem" cigars, after nearly fifty years of experience with the ( igarmakers' Union, have abandoned the union label aii(i announce the removal of their factories to Newark. AVhile the step is due directly to the present walk- out of the oigannakers, it has been recognized as inevitable for a long time. The company has been extremely reluctant to leave its home, where for the past six years it has operated what has become known as "the world's finest cigar factoiy," but it has been fenced to realize at last the utter futilitv of trving to continue to deal with the irresponsible radical element 111 control of the P*ost()n Oigannakers' Union. The new Waitt & Bond factories, two in number, are thoroughly modern and already equipped with batteries of the w^onderful new mechanical cigannaking eciuipment that has already began to revolutionize the industry. Production of "Blackstones" and "Totems" on a large scale under the new conditions is alreadv under way. The new factories are under the same coii- trol and management that have built the business up to national dimensions. A distribution center will be maintained in Boston for the New England trade. Bill ot Require Licenses For All Engaged in Business Washington, D. C. MANUFAC TURERS, jobbers and wholesalers of, and retail dealers in, tobacco, together with every other person in the United States engaging or intend- ing to engage in business, will be required to secure from the collector of internal revenue of the district in which they are located a permit or license to do busi- ness, if Congress adopts the bill which has just been introduced by Representative Siegel of New York. The measure also provides that any person en- gaged in business, to whom a license or permit has been issued, who shall "expose or offer for sale or cause to be exposed or offered for sale to the public any article of goods, w^ares or merchandise without having plainly stamped or printed thereon or attached thereto a card showing the tnie, actual cost price thereof" shall be guilty of profiteering. Engaging in business without a license and profit- eering will be punishable by a fine of not more than $50U0, imprisonment for not exceeding two years, or both. In addition, the Commissioner of Internal Rev- enue will be given the authority to revoke the permits or licenses of parties guilty of profiteering, and the same are not to be reissued to them for a period of at least one year. The term "engaged in business" is constnied in the bill to include all persons who manufacture or pur- chase from others goods, wares and merchandise for the purpose of offering them for sale. The expression "tnie, actual cost price" is held not to include any drayage, freight or carriage charges paid by the pur chaser, or any discounts allowed on bills ])aid before maturitv. C. L. L. Bill Introduced to Finance Tobacco and Other Staples Washington, D. C. Tiio House of Representatives has adopted what is known as the Piatt bill, to assist in the financing of tobacco and other staples. The need for tliis legisla- tion arises partly from certain inteii)retations of the law liy the Comptroller of the Currency with relation to customs prevailing in southern banks of giving credit to cotton and tobacco buyers, the credit or notes seeuK'd by ship])ing documents, warehouse receipts, ("tc. Drafts and bills of exchange secured by sliii)ping lus for a ])oriod of not more than six mouths in any consecutive twelve months. (.7. I J. I J. 10 THE TOBACCO WORLD THE TOBACCO WORLD U '"" "'" '"" ' ' '"^' ' ' ' ' '" ""■' ""' IIUIIII. Plans For Pushing Pipes By Clarence T. Hubbard TWO things have been directly accountable for the large increase in the sale of pipes— the rise in the cost of cigars and the response prompted by the na- tional advertising of pipe manufacturing concerns, ^lanv a man formerlv in the habit of buying cigars bv tiie handfuU now purchases his "smoke joy" by the canfull and enjoys it via the pipe. The young man, unable to afford cigars, has also turned to the pipe as a means of getting his usual share of smoke fun without increasing the drawing power on his pocketbook. Soldiers back from overseas are proving good pipe buyers, some of whom never before smoked at all. One tobacconist alive to the situation appealed to the returned soldier through the medium of a clever window display that was fashioned on the idea of increashig the sale of pipes. In the window appeared several war trophies— helmets, gas masks, shell frag- ments, pictures and the like, including a package of cigarettes verv popular with the boys during the war pei-iod. At tiie rear of his window a large placard was noticeable bearing an assortment of pipes and an array of to})acco cans. On the sign these words appeared : s. o. s. SOLDIERS OR SAILORS We know the war wasn't any *'pipe." Furthermore a "pipe" either. So we suggest that you "pipe these pipes" and then "pipe" one to make up lost time. A pipe dealer in an inland town recently helped ah)ng his i)ip(' sales by a most simple window exhibit. He made a ])()r(U'r of vacation booklets about the sides of liis window. In the center he placed a suitcase, oi)ened wide, inside were contents that one would gc^ncrally find in a suitcase packed for the shore — bathing suits; camera; white shoes; fishing rods; col- lars, shirts and ties; field glasses; towels and a large can of to])acco and a i)ipe in one corner. Extending from the pipe and to])acco was a small card reading: A pipe and some tobacco take up but httle room — yet last longer than anything else! Thei-e are so many odd pi]K'S about — foreign ones and liomemade pipes — that the pipe dealer can from time to time devote an entire window to the {)r()(luct with good results. In fact, a very novel display could l)e effected with the following lay-out. In the center of the window sliould appear a small table on which an array of foreign pi])es should ]>e placed. There should be the hmg-stemmed clay pipe representing iMigland; the corncol) representing Americii; the clay pi])e for Ireland; the long curved Swiss pipe; the hinged-cover Italian pi]»e; the ])eculiar l)amboo Chinese ])i))e; the thin Fi'ench briar ])i])e and any others the dealer can procure. A sign hanging in front of the ta])le should be neatly lettered with the following text and preceded by an old Indian Peace Pipe (or a draw- ing of one) : PIPES OF PEACE The Indians signified their Peace with a Pipe Offering. But the Indian didn't have to pass his pipe across the ocean. If the countries of today offered a Peace Smoke a good many curious looking pipes would be passed about. Here are a few. We think after look- ing them over you would prefer one of our easier-to- handle and nicer-to-smoke domestic pipes. Come in and get one and have a Peace Smoke with yourself. Asked how he accounted for his best pipe sales, a druggist in Connecticut who maintains a very large tobacco department, replied: '*By keeping my pipes iiandy. I sell quite a number of pipes tiuring the course of a year or to be more exact i should say that my pipes sell themselves very well during the year. Vou see, 1 never talk 'pipes' to any customer, i don't tr}' to sell them. If 1 asked every man favoring my cigar counter as to whether he would like a luce pipe or not, 1 am afraid 1 would drive away more trade than 1 would gain, i reserve my salesmanship until the cus- tomer inquires or asks about a pipe. Then 1 do ray best to tactfully sell him. For this reason 1 think it well to pay careful attention to the arrangement of pipe stock. If your stock on hand of pipes can get a man interested — get him inquiring — then you have a pretty good chance of nndcing a sale. To gain these eiidsl Keep my pipes handy. 1 don't put theni all in one place. Inside my counter 1 have two (hffereiit spots where 1 keep a case of pipes. In this way the customer's eye sees the product more than once. Then on to}) of the ccmnter I put a box from time to time in which 1 place an odd assortment of pipes. They sell quickly, especially if they are cheap. Many a man has come in to buy cigars and while waiting lor his change or for his turn picked up a pipe or two and after lingering a few si)ecimens made a ]jur(' lase. Once I devoted a window display to my pipes i's-teail if boxed cigars. 1 kei)t track of my sales and they . increased for the week, which 1 believe was due i" that disi)lay." . , The exliil)it referred to was ahmg this dniuuist s *4iandy" idea, lie iixed up his right-hand froii; >tore window with ])ipes of all types — meerschaums. i»riar, clay, corncob, imi)orted and domestic pipes. He a ever, he (lidn't stop at the mere assortment. Attacl.-tl to each one was a printed card of information. On the card would appear the name of the pipe, its ratiire ot price and other detailed information. For ex miplf, attached to a meerschaum this card would be found: (Continued on Page 22) W. C T. U. Leading Anti-Tobacco Campaign Tllp] Association Opposed to National Prohibition has recently issued a statement which points to the AVoman's Christian Temperance Union as the leading spiiit in the anti-tobacco propaganda which has been making its appearance in all parts of the country. The day following this disclosure the headquarters of the W. C. T. U. at Evanston, 111., issued a statement admitting that they were and had been carrying on a campaign against tobacco. Now that the leadership in the movement has been discovered, the time is at hand for the tobacco indus- try to take steps to check the anti-tobacco propaganda. This can be accomplished best by securing the co-opera- tion of all branches of the trade in a national organiza- tion with branch organizations in every state and large city. The nucleus for such an association is at hand. We refer to The Tobacco Merchants' Association. No time should elapse in starting a movement to increase the scope of every branch of the organization and at the same time to build up the membership. There are at least one thousand cigar manufac- turers financially and otherwise desirable as members. At least five thousand jobbers can be found to join the membership. In the retail field there are fifty thousand retailers who should be brought into the fold as members of the retail branch of the association or affiliated organizations. Such facts as have thus far been uncovered regard- ing the anti-tobacco campaign are set forth in a state- ment issued by the Association Opposed to National Prohibition, with headquarters at 19 West Forty- fouith Street, New York, and which was read into the ** Congressional Record'* in the House by Representa- tive Haskell of New York. In this statement the re- sults of the investigations of the association are sum- mai'ized as follows : ''1. There is, indeed, a concerted idan of action, based u])on a mutual pledge of membership, to have ant i -tobacco laws enacted in everv state in the Union and, ])ossibly, by Congress, in submitting a constitu- tional amendment l)efore March 20, ]9*J4, when the AVoman's Christian Tem])erance Union will celebrate its liftieth anniversary. ''2. The leadership in this anti-tobacco crusade has Ix'cn assumed by the Woman's Christian Temper- ance Union, called 'mother' by the Anti-Saloon League and other prohibition organizations, all of ^vhi(•h were co-operative allies in the nation-wide pro- hibition campaign. ''•5. The Woman's Christian Temperance Union bo^-aii a drive last March for $1,000,000, and has an- nouiicMJ that $300,000 of this sum will be ex])ended on its w(.ik of 'child welfare,' 'health and morality' and |osod to National Prohibition can-ifMl its investigation from Philadelphia to Evans- ton, 111., a suburb of Chicago, where is located "Rest 12 THE TOBACCO WORLD Say You Saw It in The Tobacco World 13 Mllllllllllllllllllllllllllllllllllllllll „„„„„„„ iiniiiiiiimiiiiiiiiii iiiiiiiiiiiiiiiii niiiiiiiiii7iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiMiiiiiiiiiiiiiiiiiiiiiiiiiMiiiiiiiiMHiiiiiiiiiiiiiiiiiiiiiiiiii,,„ Cottage,'^ the national headquarters of the W. C. T. U., the former home of Frances E. Willard, founder of the organization, and now the home of Anna Adams Gordon, the present president. In the statement issued yesterday the association says of Kest Cottage: "This headquarters is a thriving center of anti- tobacco propaganda. Thousands of pieces of litera- ture are put out daily. In one room alone is stored thousands upon thousands of copies of the pamphlet entitled 'Nicotine Next/ by Frederick AVilliam Roman, Ph. D., Professor of Economics at Syracuse University. The head of this institution, by the way, is Chancellor Dav, a bosom friend of John D. Rockefeller and John 1). 'Rockefeller, Jr., who are among the largest con- tributors to the sui)port of the Anti-Saloon League. " ' ' But the storeroom of ' Nicotine Next' is as carefully guarded l)v the seneschals of the W. C. T. U. at Evans- ton as a safe deposit vault. No one but an intimate insider is permitted to know that the W. C. T. U. plans shortlv to flood the country with the pamphlets. The reason for all this secrecy about the pamphlets of Pro- fessor Roman, who is sometimes referred to as the 'male member' of the W. (\ T. U., is that the propa- gandists at Evanston fear extensive publicity of their anti-tobacco program at this time may interfere with the cause of national prohibition and the bill to enforce it now pending in Congress. ''But the organization freelv admits to its friends that its definite and specific plans call for the total al)olition of tobacco by the year 1924, when the Wom- an's Christian Temperance Union will celebrate its semi-centennial." The statement also said that the investigation at Evanston had revealed: "That a svstematic campaign is now under way for absolute prohibition of tobacco in any and all form?> bv state and national enactments; "That their state superintendents have been asked to a]>point anti-narcotic superintendents in each county and district wherever the Temperance Union is organ- ized * "That the co-operation and support of the Anti- Saloon League and all other allied organizations is vxpected in this anti-tobacco campaign: "That the drive for 5^1,000,000 by the W. C. T. U.. /egun last March, was largely for the purpose^ of financimr the anti-tobacco crusade and the 'world-wide' prohibition movement: and "That, while tobacco is not mentioned anywhere in the budget, money to combat tobacco will be spent under the headings of 'health and morals,' 'educa- tion,' etc." The association quotes from a pamphlet of instmc- tions issued to state superintendents of the organiza- tions as follows: "Make this a year of pitiless publicity on the harmfulness of tobacco by the distribution of anti- tobacco literature, by writing polite letters to the public through the newspapers and by the use of posters and stickers. "Strive to place upon the statute books of your state an excellent tobacco law with 'sharp teeth' in it, like the one now in effect in the State of Kansas, and tlius protect society through saving its youth. "Distribute freely your state tobacco law, and see that it is enforced (until such time as a better one can be secured). Ask the judges of the circuit courts to charge the juries on the tobacco law. Local superin- tendents should then carry the law, printed in bold type, to each dealer in tobacco. "Cigarette advertising has largely taken the place of liquor and dope ads, and the wily manufacturers are reaping the benefit. Cut out these ads and send with a protest to one, or all, of the three followlno:: To the editor of the periodical, to the cigarette adver- tiser or to the firm advertising on the* reverse side of the page. "Protest against sending tobacco to soldiers. En- list everv member of our organization, together with every other person possible, to discourage this practice. Make this a special work this year. Public sentiment has been worked to the limit bv papers open to cigar- ette advertising or fund raising propaganda. Tt is time that people awaken to the real facts in this craze of sending cigarettes to soldiers. Distribute the loaf- let 'Patriots, Attention!' "Protest to hotel and restaurant keepers who allow smoking in their dining rooms. "Prav for tact, courtesv, faith and persistency. "State superintendents should urge that all comities or districts appoint anti-narcotic superintendents,^ and should compile their reports and forward to national superintendent. *'This plan of work will be furnished free to state superintendents for distribution to county and local superintendents." Local Strikers Losing Strength During tlie ])ast two weeks there lias been some improvement in loc^il conditions with the cigar manu- racturers. Most of the large factories are. working with a good percentage of their hands at their benches. Moi-c would doubtless return if they did not fear the agitators and radicals. Lidications point toward a breaking of the strike in Philadelphia, due to the fact that the strike is appar- entlv not the wish of the majority of workers. Tn many of the factories the girls were outspoken in the desire to remain at work and stating that as l.i they were concerned they were satisfied. " It will be encimraging news to other cities w the cigar manufacturers are facing similar condi' to learn that the radic^d element is a decided miii< in Philadelphia and that the better class of woi are returning to their work, while many otliei< are not working express a decided lack of symp with the strikers. These facts justify a belii t the time is not far distant when local factories wi working at very nearly their full capacity. r as lie re ions, )rity kers who atliy that 11 be [^Export Cigarette Business Washington, D. C. THE war has just about made the American export cigarette business. An increase of 600 per cent, in exjiorts during the past five years is reported by the Department of Commerce, and for the first time Ameri- can cigarette manufacturers have been able to break into the European market. In fact they have not only broken into the market, but they have made France and England two large consumers of American cigar- ettes. Exports of cigarettes during the twelve months ended with June, 1914, the last pre-war, normal year, totaled 2,546,830,000, with a value of $4,775,038, and was considered something of a record-breaking year. During the twelve months ended with June, 1911), ho\v- ever, the exports totaled 13,621,190,000, valued at $L'7,()64,784, without a doubt the greatest year the ex- port cigarette business ever had. During the month of June, alone, we exported 1,570,856,000 cigarettes, or considerably more than half of the 1914 total. The foUownig table has been prepared by the \\'ashington Bureau of the Tobacco World that readers of this paper may secure a comprehensive idea of just what has happened abroad, as evinced in our increased cigarette sales: 1914 France, ruited Kingdcnn, Panama, Cliina, Straits Settlements, Siani, Britisli East Indies, Othci- countries, 1,093^893,000 1,079,123,000 373,314,000 1919 1,291,561,000 948,830,0(K) 84,090,000 7,571,773,000 1,242,948,000 252,006,000 2,229,982,000 C L. L. WILL MOVE TOBACCO Washington, August 14. h'ailroad administration officials today told t()])acc() growers that the new crop would be moved promptly. Protests that tobacco shipments recently have been de- layed were met with the explanation that interruption of traffic due to the strike of shop men, which caused equipment to deteriorate, had caused a slow-up in the movement of everything except foodstuffs. As the pressure is being relieved, it is believed iioiiiial conditions will be restored soon. TOBACCO WAREHOUSE AT BRISTOL, TENN. ill May, the Bristol, Tenn.-Va., diamber of Com- morce conducted a campaign for the organization and eoiisi ruction of a tobaci-istol accordingly offered no market. At ]n-esent they o-ro^v a large quantitv of White Uurlev tobacco "' ^liJti section. ♦■ ■ made; in bond FINE HABANA CIGARS Excellence of Quality and Workmamhip Are Combined In Chmles the QmAf ClG4!lS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA A. f ADVERTISING! WHATSIT DOES Advertisiiij*-: DiseountH Compels aiul Aiitieipattvs Advertising-: Creates Strengilieiis and Developes Advertising*: Insures Saves and Malies Perinanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W B. WILSON, Secretary ROGER W. BABSON, Director General, Info ma- ion and Education Service •{ w n^— M n^— «i— M»^HH-^ii n^-mn- 14 Say You Saw It in The Tobacco World Foreign Connections for Manufacturers and Exporters Trading Company Winroth, Hiljding & Co., Stockholm, Sweden. Financially and Commercially capable agents to take care of Manufacturers and Exporters' business in Scandinavia and Russia are look- ing for First Class Agencies. Postal Address: Jacobsbergsgatan 17. Cables : Winding, Stockholm. Reference: Swedish Chamber of Commerce, New York City. ^1 ESTABLISHED 18«7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "OUALITY" Office and Salesroom, 801-803 THIRD AVE, NEW YORK CITY X« M .■■ ■■■■«■ lljl ■■ M «. For Gentlemen of Good Taste San Felice 7c Cigars The Deisel-Wemmer Co., LIMA,0. ■ ■ »■ ITS A CINCH FOR A LIVE. DEALER TO PULL THE BESTTRADE HIS WAY GRAYELY'O CELEBRATED Chewing Plug ■BEFORETHE INVENTION ^.>. OF OUR PATENT AIR-PROOF POUCM gravely plug tobacco made strictly for its chewing quauty Would not keep fresh in this section. NOW THE patent POUCH KEEPS IT, FRESH ANp CLEAN AND GOOD A LITTLE CHEW OF GRAVELY IS ENOUOH AND LASTS LONGER THAN A BIG CHEW OF ORDINARY PLUG. ''x" J?J3.9ravelv^ofiaccoCa DumtuM*. "nwr*' ' Say You Saw It in The Tobacco Worw) 15 t i rv ACCO IN THE NETHERLANDS Iy t/\>m'y interesting article on the Netherlands in 't/nnnerce Reports," C onsul Frank \V. Maliin says •t concerning tobacco : The most important warehousing article of Dutch commerce is tobacco, Amsterdam being recog- nized as the world's principal market tor the staple. The amounts annually realized in pre-war times from the leading grades of tobacco imported chiefly from the Dutch islands of Java and Sumatra and from British Borneo, and minor quantities from Brazil, Cuba and Santo Domingo, varied usually between $40,000,000 and $50,000,000. Transiictions since 1913 have fallen far behind that sum, and 1018 was the most unsatis- factory year of all. The total arrivals from the Dutch East Indies and British Borneo in 1917 amounted to about 179,000 bales (the bale averaging 171 pounds), whereas during 1918 only one shipment arrived, con- sisting of 1994 bales of Sumatra and 1557 bales of Java tobacco. In order to supervise all tobacco sales and de- liveries and to regulate prices, the Kyksbureau voor Tabak (Government Tobacco Bureau) was established February 14, 1918, at The Hague. This bureau also took more than 4100 bales of Sumatra and Java to- bacco of the 1910 crop, which was bought in 1917 by American buyers in Amsterdam, awaiting shipment to the United States on the steamers "Maasdyk" and "Poeldyk." These steamers, however, were detained at the *Kotterdam port for many months, and the owners of the shipment finally decided to resell the to- bacco to the Dutch brokers. The price of $3.4i! per half kilo (1.1 pounds) was agreed upon, which netted them an exceptionally good profit. *'A11 this to])acco, including some of the stock left over from the previous, year, was offered at the usual sales, known in Amsterdam as inscriptions, of which seven in all were held during the year. At the first and second sales, held bv the importers February 2'1 and Julv 10, 1918, 19,986 bales of Java, 2720 bales of Sumatra, and 3000 bales of Domingo tobacco were dis- posed of. The lowest and highest prices per half kilo obtained for these three grades at the first inscription were $0.71, $0.81, and $1.10, and $2.34, $1.91 and $1.1^7, respecti\'elv, and at the second inscription (Java and Sumatra tobacco only), $1.10 and $1.42, and $:;.24 and $2.81, respectively. At the other sales, held by the Gen- eral Tobacco Svndicate of Amsterdam on March 2(5, Ai)ril 5, and April 19 and 20, 1!I18, respectively, 24,218 l)ales of Sumatra, Java, and other kinds (incliuhiig 12,000 bales of Domingo tobacco) were offered. The svndicate sold this tobacco, which constituted the rest oV about 70,000 kilos purchased by it in 1917, to the maimfacturers and dealers at cost price plus iisua ex])enses. The price ])er half kilo for fillers was hxed at 72 Dutch cents ($0.29) and for binders at 102 l>iit|'h cents ($0.41). The last two sales were conducted hy the Hvkslmreau voor Ta])ak on June 27 and Septtnilx^r 10, 1!)18, at which 3427 bales of the 4100 bales relH)nK»t from the American owners were offered. The average l)rice I'eceived was $4.52 ])er half kilo. TW Copv good things from your c(mi])etitors it >ovi can't get them anv other way. Peo])le don't 'otlioi over who invented Ji good thing.— "Modern M.irlunu and Orocerv World." LEAF TOBACCO HELD JULY 1 A preliminary report of the United States Bureau of the Census gives the quantity of leaf tobacco held ))y manufacturers and dealers in the United States on July 1, 1919, as 1,400,963,823 pounds, as compared with 1,386,049,368 pounds on the corresponding date of 1918, and 1,627,233,876 pounds on April 1, 1919. The amount on hand July 1, 1919, includes 940,836,910 pounds for which marked weight (i. e., weight at the time of bal- ing) was reported, and 460,126,913 pounds for which the actual weight was reported. Allowance should be made for shrinkage on the amount reported as "marked weight" in order to determine the actual weight. The lotal for July 1, 1919, includes 1,235,062,195 pounds of unsternmed and 165,901,628 pounds of stennned leaf tobacco. These statistics represent (1) the quantitv of leaf tol)acco reported as held by manufacturers who, ac- cording to the returns of the Conmiissioner of Internal lievenue, manufactured during the preceding calendar year more than 50,000 pounds of tobacco, 250,000 cigars, or 1,000,000 cigarettes, and by dealers in or manufacturers of leaf tobacco who, on an average, had more than 50,000 pounds of leaf tobacco in stock at the end of the four ciuarters of the preceding calendar year; (2) all imported leaf tobacco in United States bonded warehouses and bonded manufacturing ware- Inmses. A CIGAR BANDING AND PACKING MACHINE The ijresent labor conditions which have forced cigar manufacturers to innnediate consideration of mechanical facilitating devices for the jn-oduction of cigars, brings to light a cigar-packing machine which can be attached to a banding machine. One girl can operate the machine and band and })ack 25,000 cigars a (lay in one operation. P]xperience(l help not necessary. The selecting of the cigars is all that is required.* Cigar manufacturers can witness a demonstration of this machine at the offices of \Vm. Steiner, Sons ^ < niiipany, New York. Manufacturers may luring their elgars h)()se and empty boxes, and can have sani' handed and packed ])y the nuichine. In Ohio about one-third of the Miami N^alley crop lias ])een marketed at from 10 to 17 cents, in Picble <'<'unty about 2,000,000 i)ounds are being hehl collec- tively for 25 cents. The market deadlock continues. h*ei)orts of the new crop are encouraging for the early setting, hut not good for the later plantings, as there i>^ (loul)t of the crop maturing before frost. The situa- tion in Ohio cannot be considered at the present tim » '1^ otherwise than gloomv and uncertain. Schwartz & Son, of Newark, X. J., whoh>sale uealers in confectionery and cigars have ac(iuired by iMirchase, the business of I). Osboi-n 20 TOBAOGO WORLD Say You Saw It in The Tobacco World 91 Two National Favorites: WAITT &BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler &BOND I U I t- I Yl Imported Sumatra Wrapper Long Filler WAITT & BOND, Inc. BOSTON peeves f Marvin & Co. , ThiUdetphtd Distributor* /^^ERHAPS it is pride- perhaps' V.ly conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is rfood business sense that determines us to keep Cinco unswervingly up to the same stancuu-d no matter how costs go up- to preserve the quality OTTO EISENLOHR &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED iBSO .o-....-rnTTnf,«NL0H»0B«0S.lHO9.9 ^^— ^^ ^ ReGlSTEREO IN US. ^TENT omCE C0PrHI6MT OTTO ElStNLOHH O BROS ,INC^9 SIXTY-FIVE IMITATIONS The Harkert Cigar Company, of Davenport, Iowa, many years ago adopted a distinctive and arbitrary methotl of printing the word "Davenport" as a trade- mark for the cigar which achieved a favorable reputa- tion and a wide sale. Several months ago a numl)or of manufacturers and jobbers began to imitate the trade-mark, in some instances putting out an inferior grade and in a lower government classification. In June the attorney for the Harkert Cigar Com- pany ascertained that there were at least sixty-fivo imitators or simulators of the *' Davenport" lal)(.'l. Immediate action was taken and about fifty of them discontinued their illegal acts, in many cases being innocent of intentional wrong doing. Against others, whose acts were flagrantly and manifestly piratical, the Harkert Company have insti- tuted proceedings before the Federal Trade Commis- sion and in State and Federal courts for injunctions, damages and an accounting, for infringement of tlie Harkert Company's trade rights in ''Davenport" title. LEAF EXPORTS GROW Washington, D. C. IMPORTS of leaf tobacco during the fiscal year ended with last June were a third greater than those of ilie fiscal year 1914, the last pre-war year, according to a report just secured by the Washington Bureau of the Tobacco World from the Department of Conuuerce. A total of 8,007,722 pounds of leaf suitable for cigar wrappers was imported during the twelve-montli period, against 6,092,787 pounds in 1914, while other leaf imported totaled 71,626,621 pounds, against 54,014,725 pounds in 1914. The war caused great changes in th:^ sources of our supply of tobacco leaf. The Dutch East Indies sprung into prominence as a source of wrapper leaf, while of all the countries that formerly furnished us with other leaf, only Cuba today appears in the list. The following table, contrasting the imports of the twelve months ended with June, 1919, and those of the corresponding period of 1913-1914, shows in detail how greatly the business has been changed, as well as the ^ .ncreases that have taken place in values: /\ \ Wrapper leaf. Netherlands, Canada, C^uba, Dutch East Indies, Other countries, Other leaf. (Jermany, Fairo])ean Turkey, Canada, ( uba, Asiatic Turkey, Greece, Ignited Kingdom, Mexico, Dominican Republic, Other countries. 1914 Pounds. 5,846,504 24,372 155,139 66,772 453,273 8,502,742 81,888 26,617,545 15,616,543 1919 Pounds. 480 320,4J1 44,1154 7,553,41)0 8!),-J81 1 20,351;,: )O0 2,742,734 19,6:»'.».T7^ 7::,sir) 2,502 16,0()S.0S:^ 15,547,021 C. D. D. "JENNY LIND," A CLEAR HAVANA THE title and property rights of the ''Jenny Lind" cigar have been acquired by Heredia v Ca., 113 :\hiiden Lane, New York, and is now being manufac- tured by them as a strictly Cuban hand-made long Havana filler cigar. This brand has been on the market for more than thirty years and was formerly a seed and Havana brand. Under the new owners the cigar has been made a clear Havana and the band has been somewhat changed. All the cigars are made of the finest imported ('nl)an tobaccos from the best districts of Cuba by skilled Cuban workmen. It will be of considerable interest to the trade to learn that all "Jenny Lind" cigars are made under the personal supervision of Evariste Rodriguez, for many years superintendent of the "Punch" factory ill Havana. Jobbers and dealers who have a clear Havana trade that ajipreciates the finest of workmanship and quality in a cigar will be interested in seeing and smoking the "Jennv Lind." THE "ST. SWITHIN" CIGAR The Schoolmaster in his department in "Printers' Ink," states that while in a cigar store during the recent rainy season he overheard a remark which may be of interest to some cigar manufacturer. " 'No, thanks!' said the shorter of the two men. 'Not a cigarette. I'll try a mild cigar today. This is cifi'ar weather.' ' ' The Schoolmaster has no prejudices. He smokes all forms of the weed, including the kind you stuff in a jinnny pipe, but he admits that during the worst of the series of rainy days his cigarettes were hard to light and much too moist for comfort. The cigar he tried, after hearing the above comment, was, on the other hand, just moist enough. " Ever>^ year after July 15, the date when his bones weie moved from a certain English graveyard in the storied past, that well-known saint whose last name is Swithin gets a great deal of advertising. This year, in particular, he hit the first page of newspapers every (lay a week at a stretch. Why not the St. Sw^ithiii ciA»^»J^»AfA*A»>.'JL»A''A^AVi'A'rS^AM*A'/wSCgia^ 4 * < i * < \^ 1wo Brands iKat will Increase' .'^iSurBusiness, :X 7g. -3!Ior 20g. 3 lor 25g. up POSITIVELY THE BEST? AT THEIR PRICE Both Brands Arc Bl^ Sellers We Recommend Thai You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. largest Independent Cl|{ar Facfory in ihe Horld Tv:v:vrv.^rQW^V.V.VAVAf.V. V. V^V^v > V>V^VaV^ V'aSad {Continued from Page lo) This is a Meerschaum Pipe. Meerschaums run from $3 to $15 — a good one can be purchased for about $8. They color nice if not touched with the fingers dur- ing the process or they can be colored with oil. A rather heavy pipe, but good for a change off. Make nice gifts." In this way he made it '^ handy" for a customer to ask for a certain type of pipe. The man green on tobacco things, or even a lady could enter and di- rectly ask for what he or she wished and not appear ** green." And despite the diplomacy of a salesman most customers prefer to buy prepared. The average person fears embarrassment in asking for articles he is unfamiliar with. This accounts for the success of ad- vertising. Incidently it proves that to keep pipes handy is a paying proposition. LEAF EXPORTS GROW Washington, 1). ('. aN increase of $175,000,000 has been made in the /\past live years in our exports of leaf tobacco, ac- cording to iigiires just secured from the Department of Connnerce. While our foreign Imsiness, as yet, is nowhere near back to normal, yet a comparison of tli<' figures of before and after the war develoi^ some very interesting facts. Our exports of leaf to])acco durinjj; the fiscal year ended with last June totaled ()2r),o04,r)i:) l)ounds, valued at $lSi),89(),71)7. During the fiscal year . ended with June, 11)14, the last pre-war year, onr ex- / ])orts of unmanufactured tobacco totaled 449,74! >,!>8iy l)ounds, valued at $r):5,9()3,r)70. Not only have our exports to old markets increased tremendously, but we have developed a numl)er of iiev; markets during the war. The following table, so arranged as to permit of easy comparison between the Khii^ments of 1914 and 1919 "to each market, shows in detail the radical changes that have occurred \\\ tlio last ?[\o vears: lielgium, France, Cermany, Italv, Xetherlands, S])ain, Tnited Kingdom, ()th( r Europe, ( 'anaan, Australia, Asia and Oceania, l*>ritish Africa, Other Afriea, Denmark, Norway, Poi'tugal, Sweden, Swit'/ci'land, Mexico, Argentina, ITongkonir. Fi-eneh Afriea, ( )ther countries. 1914 Pounds. 11,()77,r)04 r)4,9ir),17S n2,or)7,or)i 4r),i90,99r) 28,2:?:?,74() ir>,822,(;9r) 174,779.:V2n 1 r>,8i 8,1 (\\ 1 7,()88,r)f;2 3,974,447 ii,44r).(;97 :?,r)9(;.273 i:U8r),nso 1,72:U97 r),r)00.:n2 0,(11 :],8ii 4,325,94: 191!) rounds i:Vii'».-^^'' 97,0SS,!)7n Gl ,OS2,204 14,101, .")!- 2r),r)i(),or)0 270 sr):i,74:) 23 282,1)10 I7,7!i:;,r>sr) io,4j:,7ii 0 :%'} 44^ 9^4-^000 4,3:4,0.'i0 5,827.2^0 8C.in.^'^ 1,012.71'') 5,724.0:ri 4.857,^1 1 7 40-: 1 ^>^ 8>)0:'>,oio C. T., L. SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City 24 Say You Saw It in The Tobacco Wobu) LESLIE PANTIN Gommission Merchant Leaf Tobacco & Cigars CoiMulado 142, Havana, Cuba JOSE F. ROCHA G«bl«: **DONAIXBr' Havana Leaf Tobacco R«p«ciftlldad Tabacos Finos d« Vuclta Abajo Partido 7 Vu«tta Arriba SAN MIGUEL 100 HABANA, CUBA E.- Rosenwald (SL Bro. 145 WATER STREET NEW YORIl THE YORK TOBACCO CO. S ^:^'' " LEAF TOBACCO OHIO* and Warehonaa. W Baat Oark Av«B«a. YOEI. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH (Bl SONS SlUALITY HAVANA Noptvino 6. Havana. Cuba - ftft Broad St.. Boston. Maaa. Advertise Your Brands in The Tobacco World K. STRAUS & CO. Uapertan •! HAVANA AND SUMATRA Aad Tmdkaf af LEAF TOBACCO 301. 303. 315 and 307 N. Third St., Philadelphia L0EB-NUf5[EZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA Tobacco's Claim Established ONE- of the latest and most interesting additions to the library of the Tobacco Merchants' Association of the United States is a contribution from the War Department, entitled, ''America's Munitions, 1917- 1918," being the report of Benedict Crowell, Assistant Secretary of War, Director of Munitions. It is a profusely illustrated book of several hun- dred pages, devoted to an official description of Amer- ica's munitions for the Great World War, and covers the entire field of supplies for the fighting men, both at work and at play. However, as Secretary Dushkind, of the Tobacco Merchants' Association, states, the trade will bo par- ticularly interested in reading the official interpreta- tion of tobacco's position in the soldier's life, which is given below verbatim: ''The Subsistence Division not only looked after the working fighter but the playing fighter as well. The American soldier is fond of candy, to- bacco and chewing gum. The supply of these com- modities brought much pleasure to the troops. Long lines of men waiting for free candy and to- bacco in France, men who just came from the front, formed one of the interesting sights of the war. Tobacco has established its claim to a recog- nized place in the soldier's life. Probably ninety- five per cent, of the soldiers of the American Ex- peditionary Forces used it in one form or an- other. "In May, 1918, it was decided to adopt the practice of the Allies, namely, to allow each soldier a certain amount of tobacco per day. This unusual innovation was the official recognition of tol)acco as a necessity for men in service. To men eiulur- ing physical hardships, obliged to live without the comforts and often even the necessities of life in times of battle, tobacco fills a need nothing else can satisfy. The daily ration of four-tenths ol* an ounce was given to every man overseas who de- sired it. The soldier had the choice of cigarettes, smoking tobacco, or chewing tobacco. If he chose smoking tobacco, he received cigarette papers with it. In addition the men could buy at any Army or other canteen the most ]iopular brands of cigars and cigarettes in unlimited quantities. "The Subsistence Division purchased for overseas shii)ment a monthly average of 20,000.000 cigars and 42r),000,000 cigarettes. Abundant sup- plies of tobacco were on hand in the commissaries overseas, and the soldier could buy it at actual cost. There was no profit or tax added on any tobacco shipped to France, and it was sold at re- tail to the troops at a cost lower than the ]>rico paid by the biggest wholesalers in the Unitod States. The plan for the purchase of cigars and cigarettes was to divide the contracts anionir tlu' most ])opular brands in the same proportions as the latter are sold in this country." The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO. BPlA.3SrCH INTERNATIONAL PLANTERS CORPORATION 280 'BROADWJiY flEW YORK, N. Y. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. Say You Saw It in The Tobacco World 25 '»""""' """"'""" imiimimmmm miiimniiin.m.„„„„„„„ m..i.,..,.ninm. THE PASSING OF OSCAR HAMMERSTEIN 1>: the passing away of Oscar Ilammerstein, the trade has lost one of its most interesting personalities. As a youth of sixteen, he landed in New York prac- tically penniless and began his life in the new world as a cigarmaker in a Pearl Street shop. Although best known as one of the world's greatest impresarios of opera, the cigar industry was destined to be an im- portant factor in his life, for he developed an inventive tui n of mind, and the fortune that subsequently enabled him to give the people of two nations grand opera was in i-eality founded on the money made from inventions of inachinery used in the manufacture of cigars. K\'en to his dying day, he maintained a workshop across the hall from his office at 210 West Forty-second Street, New York, where he would retire in the in- ter\als of his theatrical affairs and strive to perfect his various cigarmaking inventions. Nor did his connection with the trade end here for to quote Secretary Dushkind, of the Tobacco Mer- chants' Association of the United States, the registra- tion of trade-marks for cigars was almost a hobby with him. Though it is not definitely known what use was made of these registrations when granted, it is interesting to note some of the titles applied for. ' Thus we find -among the list "El Paradiso," "Shadow I.awn," "American Colors," "Prince of Peace " -America First," "Teddies," "Sammies," "Cig-ar D'Klite" and "Ovation." ^ P^ven here the indefatigable spirit which pervaded his entire life and could not brook failure was ever uppermost, and many were the passages of arms be- tween Mr. Hammerstein and Mr. Dushkind over the reasons which precluded the registration of some of the titles he applied for, for his was one of those seemingly charmed lives in which the most insignifi- cant episode reflected some ray of unusual interest, and the fik' of correspondence in his own handwriting ro- hitiiiir to this subject certainly is piquant of his entire cliaracter. • Tims in commenting upon one title, ho concludes witli the statement, "I pray that the settlement of this nitncate affair will aid in the settlement of peace in riUro])o. " And again we find among ^rr. Hammerstein 's most recent ajiplications to the Tobacco Merchants' Asso- ciation for a cigar trade-mark the title "Smiles." ( onsul General Frederick W. Goding in a report n(»m (hiayaguil, Kcuador, says that there is a good "laiKet 111 Ecuador for imported and loc^Uly made "'•ij'iies. One match factory is in operation at Quito, ^\l^Hl some years ago absorbed the factorv at Guava- currency. The matches made in this factorv are ptn- adapted to the humid climate of the countrv'than Hose ini,H),.t(.(i^ American manufacturers of matches \iio ,<,.sire to enter the Ecuadorian market should pre- /'*'■*' nieir goods so that tliev will not become useless "•''' iniMiKlity. As this objection has been overcome > U\v l„cal manufacturer, there sIkuiUI bo no diffi- " > 'U making matches in the United States which win snccessfully meet comi)otition. T. J. DUNN (a CO. M»K«r« of The New Bachelor Cigar East End Avenue and Slst Street, New York Free! SAMPLES Free! Ask and You Will Rec.iv* ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece. Cork or Plain Tip 135 Grand Street New York LIVE DISTRIBUTORS WANTED I. B. Krinsky, Nfr. Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertisins Medium Known Paper Goods Company Sole Owners and Manufacturers RACINE. WIS.. - - - - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 il & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboss — H^appees — High Toasts Strong. Salt. SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Fifth Ave, New York Your Prospective Customers fln listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suggestions how to advertise and sell profitably bywnail. Counto and prictj riven on 9000 differ- •nt national Lists, covering all classes; for instance, Farmers Noodit Mfrs., Hardware DIrs., Zinc Mines, etc. TAi/ valw mbU Refer enc§ Book free. Write for it. 50^ Saves Dollars on Your Purchases Get teTcral qiiMaiioni oa wh«t you buy. It will save many dcllars. F*f SOe (caio «» «iamp«) »• «'iil t-nA * few aamea o» nian«(ac'i>r'rs lobbera, dealers, or indiriduali who tell what you want to buy. Ross-Gould Mailing 26 Say You Saw It in The Tob/.cco World Tobacco Merchants' Association Registration Bureau, new york city Schedule of Rates for Trade-Mark Services Effective April 1, 1916. Registration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $5.00 1.00 a.oo S.00 K«t« A-An allowanc. of $2 will b« made to m«mb«r8 of the Tobacco Mer- •**'N"t.'^K^H*a°re^"rfln\"f«r"^^ title nec...itat.. the reporting of .^r. r REGISTRATIONS LANG'S ROGER C:-41,248. For cigars. July 25, 1919. Roger C. CONNECT^CufsUMATRA STYLE WRAPPERS :-41, 249. For leaf tobacco. July 25. 1919. Mehl Leaf Tobacco Co., Peona. 111. TAMPA PRODUCTS:— 41,250. For all tobacco products. July -^, 1919. Lasteco Cigar to.. (Juincy. Fla. t i 9q iqiq FELICE CONSTANTINO:— 41,25L For cigars. July -^. 19iy. I-'elice Constantino. San Francisco, t al. LADY HAMILTON:— 41,252. For cigarettes only. May ZH, IVl^. 1' -41,262. For all tobacco products. May 13, \JiJ. 1- \. de Pilis. Xew York City and Mattoax, Va. TANICE:— 41,263. For cigars and cigarettes. August 4. U A l-Vank Teller & Co.. Philadelphia. Pa. This title was originally registered for ci^^ars only, by Frank Teller & Co.. May 1 1900 RUDYARD KIPLING:— 41,264. For cigars, \ugust 6. 1919 La Kurl,a Cigar Co.. Chicago. 111. Trade-mark claimed to have been in actual continuous use for a number of years, when it was tir^t adopted bv S. G. Conditi Xew York City, from whom title was derived bv registrant through several transfers. . , o CHARLES" RAY:— 41,266. l"or all tobacco products. August N 1919. Adolph Frankau & Co.. Xew York City. TRANSFERS ALLIED MASTERS:— 40.956 (T. M. A.). For all tobacco prod- ucts. Registered February X 1919. by C. P.. Henschel Mfg. Co., Milwaukee. Wis. Transferred to Tonic Cigar Co.. Milwaukee, \\ is.. Tulv 21. 1919. ^ ,. . ^ T^ ,w t LA FLORDE A. M. LEON:— 41.245 (T. M. \X For all tobacco products. Registered July 22. 1919. by Pasbach-Voice I;itho ( o Xew York ( itv. Transferred to .\. M. Leon & Co.. Xew ^ ork Citv. July 28. 1919. . . ^ • n • * ^ GARCIA FRERES:— 39,131 (V. R. V,.). For cigars. Registered March 31 1915. bv M. Sackheim. Xew York City. 1 ransferred to X R C.old^^raben Cigar Co.. Xew York C fty. Re-transferred to Freeman & Shaknowitz. Xew York City. July 30. 1919. DE PALMA:— 24,961 (Tobacco World). For cigars, cigarettes, cheroots, stogies, chewing and smoking tobacco. Registered .^^eptember 21. 1912. bv Braun P.rothers. Chicago. 111. Transferred to Morris Dchakoff. Chicago. 111.. May 1. 1919. LA SOTERA:— 33,473 (V. S. T. J.V F^or Porto Rico cigars. Registered bv F. C. Perez Sc Co.. Xew York City. P.y various transfers was acquired bv K. C. McCullough & Co.. Xew \ ork City Ke-traiisferred to Castellanos iS: llilbert. Inc.. Xew ^ ork Citv. lulv 28. 1919. CORRECTED PUBLICATION CITY PIER: — 41,2^0. For cigars, cigarettes, cheroots, stogies, chewing and snicking tobacco. Julv 24. 1919. The ( ity Cigar Co. (Louis .Schni by, but I hope you'll never let success in that field make you forget the natural beauties of your state." -^ '^ '^ Up North, down South, out West and over East, the states turn more and more to OWLandwiUTK OWL Cigars. The down- right (or is it upright?) dependability of these cigars is what has built them up and makes them grow so fast. Find out for yourself lu»w always-good they are. WHITE OWL MTQUR latest importations of 3000 BALES OF THE FAMOUS Deli My, Deli Ba My and L P C Plantations Contain some of the finest parcels imported in recent years at a very reasonable cost per thousand cigars DEALHRS; If v<'ur tii>trihutor (iocs not sell these ilepcnd.ii'Ie cigars, wri'e us. Gknjrai C"i(;ar Co., 1n( ., I 19 Wot 40th Street, New York Citv TWO DEPEiNDABLE CIGARS H. DU YS & COMPANY,!- 170 WATER STREET NEW YORK SUMATRA AND JAVA HEADQUARTERS Branded for your Jandt'd ction IRREGULAR PAGINATION Say You Saw It in The Tobacco World NOW IS THE TIME TO ADVERTISE PRESENT ADVERTISERS— Increase your space. PROSPECTIVE ADVERTISERS— Bring your plans to a head and start advertising immediately. ADVERTISING began as an afterthought of business, but ^^^ became the forethought. Just as it was a part of the fore- thought of war that insured victory, so advertising must become the forethought of peace to insure prosperity. Advertising Anticipates; Advertising Discounts; Advertis- ing Compels. Advertising is the surest, quickest, and most eco- nomical selling force known to industry to-day. The power of an idea multiplied in millions of minds moves governments — or goods — as the case may be. The Department of Labor urges more advertising by merchants and manufacturers to insure the present prosperity of the Nation U. S. Department of Labor W. B. WILSON, Secretary ROGER W. BABSON, (f^ Director General, Information and Education Service ^B' fc^B'^^W' ^ f 'p, »■ ■■ —- '** ** « ■.— «1 II Ml. HARRY BLUM Manufacturer of ^ Y THE NEW ^ ^ Natural blooM • * ^ HAVANA CIGARS *'* 122 Second Avenue New York City -«•— .•'^-.■^—■•^—■•—^•^—M^— «—•••— 11— «i^_ai__as. »■■ ■■■ I, S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAL S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobaca 123 MAIDEN LANE, NEW YORK ♦• ■ ■ ma.de: in bond FINE HABANA CIGARS Ejicellence of Quality and Workmanship Are Combined In Chmles the Ghmt CiGMS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA 1 II .— .... -* ESTABLISHED 1M7 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salesroom, - 80t-803 THIRD AVE. NEW YORK CITY — - — ^, „ „ „ „ „ „ „ ^ ^ j^ Advertise in "The Tobacco World"--lt Pays! You'll leam to love Cigarettes EXCLUSIVE PROCESS ....UNION MADE.... PATTERSON BROS. TOBACCO CO., TR. RICHMOND, VIRGINIA IF YOUR DEALER DOES NOT HANDLE THEM, WRITE US ?«: t The Acknowledged Leader Among Mild Sumatra Wrapped Havana Cigars Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World ClOAi^ FACTORIES WANTED A cigar manufacturer is in the market for one or more cigar fac- tories. Send full information re- garding size of building, number o" employes available, class of work be- ing done, price paid and whether hand or mold, possibilities of in creasing production. State whether factory is for sale or lease, and terms. If factory is fully equipped, general idea of equipment is desiro^l. Address Box 500 care of Tobacco World 236 Chestnut St. Philadelphia TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES (HAKLtS J EISENLOHR President EDWARD WISE Chairman Executive Committee GEOkC.E W HILL Vice-President GEORGE H HIMMEL Vice-President JESSE A HLOCH Vice-President ]A( OB W EKTHEIM Ex-President JOSEPH F CI LLMAN. Jr Vice-President L EON sen I N ASI Vice-President ASA LEM I- E I N Treasurer CHARLES DISHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSOIHORN. 119 West 40th St., New York President CHARLES J EISENLOHR. 934 Market St., Phi'.a., Pa Vice-President JOSEPH R WERTHEIM. 81st and East End Ave, M'hat'n, N. Y Treasurer S K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I H WEAVER, Lancaster. Pa President GEORf.E M RERGER. Cincinnati, O Vice-President iEROME WALLER. Now York City Treasurer IILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J A BLOCK, Wheeling, W. Va President WOOD F AXTON. Louisville, Ky Vice-President RAWLINS D. BEST. Covington, Ky Secretary-Treasurer J TOBACCO SALESMEN'S ASSOCIATION OF AMERICA T OLLENDORF •.•.•.••• President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSE PH PR E EM AN Treasurer LEO RIEDERS, 200 West H8th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W RICH ;• ■ •■ P'^^'^l'l^"^ SIDNEY GOLDB ERG Vice-President A. L. ULNICK Treasurer MAX MILLER, 13S Broadway. New York • Secretary Meeting 4th Tuesday of etch month at Hotel McAlpin CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ^-^ FOR SALE FOR SALE— A CIGAR FACTORY. Established 1874. The owner desires to quit business. This is a good business oppor- tunity. For particulars address "B," 106 West State, Street, Media, Pa. FOR SALE— OHIO SCRAP FILLER TOBACCO, made froin good 1918 tobacco, price 14c. per pound; 1917 tobacco, 20c. per pound. Clean and dry. ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 2i4 oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles. Ohio. FOR SALE— WE WILL HAVE ONE CARLOAD of cut stems for sale monthly. C C. Ehrhart. Versailles. Ohio. FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also V^uelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIGAR MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsvlvania Broadleaf to our packing, and can sup- ply vour wants, "some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf. we have it. E. B. Hauenstein, Lincoln, Lancaster Co.. Penna. "Packer of Tobacco since 1870." ( IGAU MANUFACTIKEK WANTEI> NEW YORK MANUFACTURER OF HIGH GRADE CIGARS desires to make arrangements with a small or medium size Pennsvlvania cigar manufacturer, to have them make reasonably p-iced cigars. Answer, stating all particulars, to Box 311. care ot "Tobacco World." T.lTHOCrRAPHTC SALESMAN WANTED WANT]-:i)-.\ S.XLESMAN TO REPRESENT A FIRST-CLASS lithographic house, specializing in cigar labels, cigar band^ etc. Apply with full particulars to Box 312. care of "Tobacco World. AVANTED TOBACCO STEMS, CUTTINGS. SCRAPS. SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. , T. I. FRTEDM.AN. 285-289 Metropolitan Avenue. Brooklyn. \. i. The Tobacco World 1 Kstablished 1881 'olume 39 Septfinber i, 1919 No i: TOBACCO WORLD COIiPORATION rublishi IS Hobart Bishop Ilaiikins, President U. U. Pakradoonl, Treasurer William S. Watson, Secretary I'ublishcil on th»- 1st and IDth of each month at 23G Clustrit Street, Phila-lelphia, Pa. Entered as second-class mall matter, December 22. 1909. »t t ;' Post Office, Philadelphia, Pa., under the Act of March 3. 1 • '• PIIK'K: T'nit.d States. Cuba and Philippine Islands, $2. on '■■ \car. Caiiafllan and foreign, |3.50. SHADEGROWN Connecticut, Florida Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them} American Sumatra Tobacco Co 142 Water St., New York City Say You Saw It in The Tobacco World ^ OF ALL DESCRIPTIONS PACKERS EXPORTERS DEALERS IMPORTERS I \w OUR OWN DOAVESTIC AND FOREIGN PACKING PLANTS ENABLE US TO AVEET ALL REQUIRE7AENTS. INiCCRPORATED 21 EAST4-OTH STREET NSW YORK CITY the harkert cigar cos Highest Grade Quality Sign n S, 0 CABLE ADDRESS : REPUBACCO. N.Y. ^^^ n ^^^ CIGARS REGISTERED BY THE '^lARKERT 6IGAR CO. This label is on every box of genuine "DAVENPORT" cigars. Injunctions, damages and accountings are being sought ^gainst all infringers. The original "DAVENPORT" is a Class B cigar, and the title and trade rights are the property of THE HARKERT CIGAR CO. DAVENPORT, IOWA Mechanical Facilitating Devices Have Proved Their Worth to Cigar Manufacturers USE THIS Automatic Long Filler Bunch Machine Enables Manufadurer to Make Uniform Bunches With Unskilled Labor and Does NOT Require a Bunch Maker. Two Inexperienced Girls Can be Taught to Operate This Machine and Should Become Proficient After a Few Days' Pradlice. This Means a Greater Produdion and An Attradlve Saving in Co^s. Easy and Inexpensive to Operate. Adju^able to Light or Full Bunches. Catalogue Sent Upon Request to Any Interested Manufacturer Colwell Ci^ar Machine Co., Inc. 131 Washington Street Providence, R. I- Volume 39 THE TOBACCO WORLD Number 17 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade .00 a Year PHILADELPHIA, September ], 1919 Foreign $3.50 Machinery Operated by Unskilled Labor Can Now Strip Leaf, Make Cigars, Band and Pack Them T HE perfection of mechanical facilitating devices for i use in the cigar industry has readied a point where it is possible to produce cigars from the raw leaf to the packing of the product in boxes almost entirely willi unsivilied labor. The cigar maimf acturer can no longer avoid a coni- ph'ti' investigation of sucii devices as are on the mar- ki'l, for his success in no small measure depends upon liih ability to reduce his production costs, and to get production. The time has been reached when the production of cigars by strictly hand labor has become too ex- pensive. A product sold as cheaply as the greater part of the cigars made in this country, should have hoeii produced by machinery long ago. Machinery can do the same work more quickly and wdth less waste than human beings. There is an opportunity for the workmen to occupy more important positions. The majority of articles retailing at prices equal to those at which cigars are sold, have long since been produced by machinery. Hand labor is not only expensive, but ant it plated for an industry of the importance as the tobacco trade. ^lanufacturers in the cigar industry are facing ]>ros('iit conditions and suffering heavy financial loss as a I'csult of their own indifference. For several years it lias been possible to secure mechanical devices for the jiroduction of cigars that could be operated by unskilled labor. Fear of skilled labor has pn^vented mamifacturers from using machinery, and thus the proL-ioss of mechanical devices has been retarded. It is possible today to secure stripping machines wliifb strip wrapper, hinder and filler far more ec- onomically than hand labor can do it. There is a fur- ther labor and time saver in the counterpad which can lio ,'iftached to them. '^Vaitt S: Bond, manufacturers of the "Blackstone^' and "Totem'' brands, have just announced to the trade that thoy have introduced cigarmakins: machines in their new factories, and we are further advised -that if notbinsr interferes with the scheduled deliveries of tho'^-. machines they will again attain their normal pro- duction in a few months. The handwritinc: has been on the wall for a lonir time. Difficulty after difficulty with the T^nion of ^'jrannakers in Boston has compelled this firm to aban- don fbo union laM after fiftv vears of use, and to re- move their factories from Boston. Other Boston man- ufacturers are leaving that city, and two have already located in New York. It is believed that one or two more will follow. As a matter of fact a number of the larger cigar manufacturers have been experimenting with cigar- making machines for some time. It has remained, however, for AV^aitt & Bond to make public announce- ment of what they are doing in this way. To them belongs the honor of first announcing to the trade that they have undertaken to produce their cigars by the most modern methods, and that once their normal production is again assured the trade can expect a steady output, for machinery and not human hands are now fashioning their products. While the bunch machine and suction table have been in use for some time steady progress is being made in these devices for the fashioning of cigars. The automatic long filler bunch machine offers a mod- ern and up-to-date method of increasing production, and progressive manufacturers are finding it worth their while to investigate the merits of this facilitating device. There is now on the market a cigar banding ma- chine to which can be attached a packing device w^hich expertly packs cigars. Reviewing the mechanical advances of the indus- try, it will be seen that except for the selecting of the cigars for color, machinery operated by unskilled labor can do better and faster all that handw^orkers have been doing. The great economy that necessarily results from the use of mechanical devices means much to the cigar manufacturer today. The stripping machine can he used hv anyone who emplovs three hand-strippers. Tt is said that a larore part of the scrap lost hv handw^ork is saved by the machine. And it gives the cigarmaker smooth stock without tears or curled tips, which means a greater ]irodnction for the cigarmaker. The cicraiTnaking machine produces upwards of three thousand cigars a day, and can he built to pro- duce almost anv shape of cigar. Tt will produce the biirlier trrade cigar as well as the popular-priced kind. The bandinjT and packins: machines are said to he capahle of handling 2o,000 cigars a day. THE TOBACCO WORLD AN'itli these facts in mind every maniit'aeturer in- terested in reducing his overhead, eliminating waste and increasing production, cannot fail to be. deeply interested in the advance of machinery in the cigar hi- dustry. It means not only a uniformity of product never before possible, but an opportunity for factory stand- ardization. For nearly two years The Tobacco AVorld has been directing the attention of its readers to the prog- ress and possibilities of mechanical facilitating devices. It has more than once pointed out that the time is not far distant when skilled hand labor would be sup- planted by machinery, and machinery that could be o]ierated iDy unskilled labor. Tt has referred on more than one occasion to the fact that mechanical devices would prevent the cessation of production in times of labor troubles, and for that matter would probal)ly act as a discouraging factor when strikes threaten. The time is at hand when the adoption of mechan- ical devices which have proven their worth becomes a necessity. The cigar manufacturers who do not at this time feel the pinch of necessity will at least ])ut an anchor to the w^indward and be prepared for the time when it comes — and it will surely come to all. Tt is now squarely up to the manufacturers of me- chanical facilitating devices to wdioleheartedly sup- port the trade ])apers by advertising in dominating space the products that they have to sell. There is no surer or quicker or less expensive method of reach- ing the cigar manufacturer than through the adver- tising pages of the tobacco trade papers. Do it now. Extension of Foreign Credits Urged at White House Washington, 1). C. The necessity for taking inmiediate steps in line with President 'Wilson's recommendations to Con- gress for the extension of credits to Europe has been urged at the White House by Senator Owen, of Okla- homa, a member of the Senate committee on banking and currencv. Senator Owen called attention to the Edge l)ill, and to his own measure amending the War Finance Corporation Act which, he said, would ])ermit the act to function and authorize the corporation to buv and sell European bonds. Tt was also essential, he explained, that there be established a Federal Eeserve foreign bank to operate in the public interest and without private aid. The senator charges New York financial institutions Avith manipulating foreign exchange to their own profit and advantage, and against the public interest. Tf Europe is to survive, he explained, it would have to be given credits upon which to rebuild itself. The President is said to be keenly interested in the situation, and Senator Owen feels that he will soon throw the weight of the administration behind his reconnnendations previously mad(} to Congress, to the end that the necessarv credits mav be afforded. "The high cost of living," explained Senator Owen, following his White Plouse visit, ''is due to the fact that Europe, being unproductive for the last five years, is now in most urgent need of our supplies. This demand is one which raises the cost of everything throughout the world, and will continue until Europe becomes productive, whereupon prices will go back to a lower level. "Tn selling our supplies to Europe, the banks are imposing upon Ttaly a charge of more than seven hundrecl thousand dollars for every million dollars of credit extended; for the same credit France is pay- ing five hundred and fiftv thousand dollars bonus, and England one liundred thousand dollars. This usurious exaction is not justified. Tt is due to the fact that a dozen houses here have a monopoly of foreign ex- change, and are using their powers for their own ad- vantaire, adverse to the public interest and greatly to our discredit in Europe.** Government Offers Foreign Credit Ratings Tn its efforts to co-operate with American ex- porters to the fullest possible extent, the OovernnuMit announces that it will in future secure credit ratings and financial standing of foreign buyers of our to- baccos and other lines of merchandise. Tliis service will be free, and will be carried on through our con- sular representatives in the various countries. The new plan will enable our tobacco manufacturers to as- certain the financial responsibiity of a prospective for- eign buyer, and will operate as a valuable measure of protection to our exporters in their dealings with those whose credit has not been established with them. Emphasis is i)hu'ed (m the fact that sufficient time must 1)0 allowed for ccmimunication with the United States consular rejiresentatives. Tobacco manufacturers who wish to avail themselves of the service shouM m every case wiiere a report is wanted, write, givi'i- name and address of concern or individual in reference to whom information is desired, to Foreign Trade Ad- Msors' Office, State Department, Washington, D. C THE TOBACCO WORLD Hmiiitmimim"""""""""""""""""""""" miii mini it mimim i „, „,„ ,„„„ iiiimuiiiimiiiiiim,, iiiimii lllllllllllllllllllllllillliilllMlllllllllllllllllllllllllllill When You Are Fifty By Frank Farrington (All Rtghts Reserved) Many of the small retail cigar stores of the country are operated by men iveil into the tSum- mer of their lives, near fifty, fifty and beyond Jijty. To them, and to the younger men as well, ice recommend a careful reaamg of Mr. Far- rington's admirable article. For the young or old, clerk or proprietor, this article holds an in- spiration and points a path by which success is attainable. — The Editor. OF course you hope and expect to be in business for yourself or to occupy a responsible position well up in some organization by the time you are fifty. Un- luitunately not everyone can accomplish that. There must be many who at Hfty are still selling cigars be- hind the counter — and they might be doing a good deal worse at that. A man with a good position in a good store, handling a desirable class of trade and getting gootl pay has some advantages over the chap with the position liigher up, especially if the man higher up is scarcely able to handle his job. But are you going to be wanted as a salesman wdien \ou come to fifty years and more t Are you going to be the kind of a salesman who will be increasingly valuable as you get past middle age, or will you be the kind to be dropped as soon as your hair turns gray? That is all up to you. At first thought the young fellow in the twenties or thirties thinks that doesn't concern him, and the man in the forties is only beginning to realize that fifty is likely to come before he makes his pile and retires. When fifty is a score of years ahead and we have faitii in our ability and confidence in good luck, it is easy to believe that we are due to become millionaires, but it is worth while, even in our 'teens, to give a thought to the fifties and sixties and what may come with them. Fifty comes to every man before he is ready for it, and out of a hundred cigar salesmen who think that at lifty they will no longer be salesmen, most of them will be disappointed. They will be disappointed be- cause the law of averages is against a large percentage of tiiem developing into successful business men. And the law of averages is against them simply because they do not try hard enough or use enough intelli- geTicc. Thev do not fit themselves to be something bet- ter at fifty. * Cigar store salesmanship is a good line of work for a man of fifty or more. Men of mature age may ho the most desirable kind of salesmen. Tt depends upon the man. You are not going to be fired sim]»ly hccause you turn the fifty mark. If you are dro])ped at fiftv, it wnll be because you are not good enough to lioM the job, not because you are fifty. Tf you expect to be able at fifty to hold your own With younger men, you must take care of your healtli in the meantime. There is no reason why you should not be fit for vour best work behind the counter after tiity. Vou ought to be mentally superior to any com- petition mider tlial age, and you ougnt to be physically lit to do ail the woi'K you need to do. Of course, you need health in your later years, whether you are going to stay behind the counter, sit 111 an oiiice behind a mahogany desk, or retire. You vvoii't lind life very desirable in the tifties or sixties if you are only a wreck. How can you get any satis- faction out of long life and plenty of money if you spend the time with one foot in the grave and the otner in a sanitarium? At titty you will not be expected to show the pep of a twenty-year-old. A young man's great value is in his youth and energy- and in his ability to learn. We hire a young and inexperienced man because of what we think he is going to be and do. At fifty you must have developed the ability we want the young man to develop and you ought then to be cashing in on it. Vou ought at fifty to be able to sell more goods and please the trade better than you ever could at thirty. The energ}^ and ambition of thirty should be more than offset by the brains of fifty. If at fifty you have fairly good health and have not lost your nerve, you should be a crackajack sales- man. You are learning or can be learning every day something about customers and about selling methods. \\'hen you reach fifty, you should have accumulated such a knowledge of the cigar trade as to be a valuable asset to any store. If you haven't, it is simply because you are not making any effort to learn as you go along. Just think what one new item of cigar and tobacco knowledge learned each day w^ill amount to by the time you are sixty years old! instead of being apologetic about coming to the age of fifty and trying to dye that look out of your hair and moustache and camouflage it out of your dress, capitalize your age and experience. Make it a part of your valued stock in trade. You can just as well have inveterate smokers com- ing to your store and seeking to do business with you personally and sending their friends there because, *'IIe is an old experienced tobacco man and you can get what you want from him," as to have them turning from you with the thought, ''T don't want to buy of that old fossil." You can ])e like and look like the fossil or you can be and look like the dignified, well-informed elderly salesman. It is up to you. ^lore than you perhaps realize at sixty, depends upon your personal appearance, upon your looking neat and business-like, like a high-class business man. Tf you let down in your appearance, you step on the toboggan. And the habits you are forming in your twenties and thirties are the habits that are going to come out later. You can't help it. The little faults of your earlier years are going to be bigger faults later on. Tf you lack courtesy when young, you will lack it later even more. Tf you are loose mouthed, given to profanity and to shady stories when you are young, you will show these faults at their worst when you are sixty, and there is nothing more disgusting to the best 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 class of customers than having to do business with a nasty-minded old sport. There is no fool like that kind of an old fool. . Keep yourself mentally, morally and physicaUy clean now if you want to be entitled to respect later. We expect the elderly man to have got by the follies of youth, and if he hasn't, we lose faith in him. We don't even trust him in a business way. if you are going to have an attractive personality at sixty you must develop it as you go along. You will not drift into that condition. The employer who is hiring cigar salesmen knows there are certain advantages in the older men. He knows thev are settled in their habits and regular m their life.' They are not likely to be mixed up with wine, women and gambling. Such habits have gen- erally told their story before fifty. The middle-aged man is less likely to be looking all the time for a chance to get another position that has a little different outlook— more pay or more chance of advancement. He is satisfied to stay where he knows what he can do and where he is happily situ- ated. He has found that farthest fields may look green- est, but no greener when you get to them. The man past fifty knows just about what he is going to make of his life, and he is contented to go ahead and work it out on that line. He is willing to plav it safe and stick by the sure thing. ' Many a cigar store manager has taken in a young man and trained him into a good salesman only to have him take his knowledge and experience over to some competitor when fully developed. Some years of such experiences lead a manager to wonder whether it is not better to let somebody else run the kinder- garten while he takes the elderly men he can count on to stick. It costs money to educate a new cigar salesman and he results in a certain loss to the store until he gets to where he knows how to do business. The frequent shifting of a force of young men makes the older and more stable type of salesman look pretty good to the management. The employer of the latter type of men does not come dowTi every Monday morning, wondering how many of the force will be missing, and he does not see Saturday night approach with the regular fear of a hold up for more money. If a cigar salesman learns nothing about cigars as he goes along, if he simply sells them on demand and figures that he is just holding down a position while he waits for something big to come, he will not be w^orth more at fifty than he was at fifteen. If you want to make good in the fifties, you need to pre- pare for it. But if you happen to be one of the men who are still salesmen at fifty just because of not hav- ing prepared for anything better, then you must study now to be better. If vou are willing to leani at sixty, you can bo sucxiessful at that age. T'lenty of men have taken up trades or professions at fifty and made good. The first thing, of course, is the willingness. Too many men who have arrived at mature years are not willing to learn. They have their o^\^l way of selling and thev see no reason for changing. They are likely to say as a last resort, ''Well, I've always done it that way and it's too late to change. You can't teach an old dog new tricks." You can teach an old dog new tricks and all that is necessary is to desire to learn them. And anyway, the excuse that vou have always done a thing wrong is mighty poor reason for keeping on doing it wrong unless you are ready to lie down and die. This fault of thinking he knows it all and that any- one who tries to teach him something new or different is all that stands in the way of a lot of men going on up the ladder after they are fifty or sixty. There are new things coming up in the tobacco trade every aay and no man who cannot learn has any place behind the counter in a cigar store, whether he is twenty or sixty. Whatever your age, cultivate open-mindedness. Be ready to listen to what the other fellow has to say. He probably knows something you don't even suspect. When you tind there is a better way, change as quickly as you can. " Don't allow yourself to drift into the class of the pig-headed old guy who will not learn and cannot be taught. Pig-headcdness is a drag on any man at any age. Don 't get the sw^elled head and think that because you have been in the business so many years, you know more than younger men. This self-satisfied attitude is responsible for many men's failure. Mere length of time in the business may not have taught you as much as many younger men with less time to their credit have learned. One of the troubles with an older salesman is that he does not think it necessary for him to explain about goods — why they are better or why they are so and so. He thinks that his bare statement that they are ought to be sufficient because of the prestige that goes with his age. No matter liow^ old you may be or how well informed, you will find that you caimot compel customers to believe a certain thing by merely stating it forcefully. Brow^beating a customer until he seems to admit your contention does not send him away con- ^^nced. it's a case of '*A man convinced against his will is of the same opinion still." If you have been regarding cigar salesmanship as a young man's job, you have been thinking that sales- men naturally graduate into higher positions with in- creasing age, without regard to what they deserve. Cigar selling is a job for any man who knows how to sell the goods, and after a score or more years of experience, any wise man can handle customers better than when he was young — unless he has refused to learn anything by his experience. Fit yourself physically now for continuing your work as long as you live. Fit yourself mentally for doing better work, for handling your work more m- telligently every year of your working life. You can make yourself so good a cigar man that at fifty your services will be in demand by every manager who knows your work. If it is the fortune of your business life to remain a salesman in your later years, don't w^aste time re- gretting it. You are ])rol)ably better off than you know. Anyway, old Father Time can't put anything over on vou without vour consent. It is up to you whether you are a good man on the job at sixty or whether you have to drop back to some insignificant minor position where men will glance at you as they pass by and say, ''Poor old Jones— and he w\is ^^nch a promising young man!" Some Phases Connected With the Introduction of Tobaccos Into South and Central America By Alfred Thomas Marks T1 1 I^RE is every reason to believe that many of our tobacco manufacturers as Avell as growers who have not heretofore entered this trade are looking with much favor upon the growing South and Central American markets wdth their one hundred millions of people, which at present are inviting them to meet their needs in these lines, and these are far from inconsiderable. This being true, it may not be amiss at this time to look into several phases of our trade with these coun- tries which have developed but recently. For the tobacco manufacturer going into these markets for the first time there should be a word of caution to familiarize himself with the practical side of the proposition. It is a lot less expensive to find out some things before rather than after we make the pluime into Latin-American export trade. Take the actual business of going into the markets —the selling of the goods. It will be most inadvisable to chase off a few traveling salesmen much as you would start them on a selling trip to Oshkosh or Kala- mazoo. The proposition is entirely different. Traveling men, each representing a different house in related (but non-competing) lines, often go to South America in parties, each house guaranteeing part of their expenses and paying a commission on sales. In this way, a party of, say, three men can represent six to oiirht houses in different lines. The plan is most inexpensive, and is frequently successful, hut frauds are sometimes practiced, and the exporter should be- come acquainted ^vith the men themselves before spend- ing: nmch money on the scheme. In any case, a pemia- nont export business could hardlv he established and maintained on this basis, although it oft-times serves as an excellent ^'entering wedge' ^ to get a foothold upon which to build. The selection of agencies, however, is a matter roquiring great care, and shouhl not he done throusfh Rtrana'ors or merelv bv corresT^ondence. without further assnrnnces of their frustworth!ness. American houses have too often entmsted their 1 usiness to concerns in ^onth America (''distributors'''! which handle n wide raniro of articles, manv of them of European manufac- turo. nnrl these concerns w^]] not nush the American iroods imloss there are special inducements, provided thoir i^rofits or commissions ar(- larsrer on the compet- uia' lines. There is no senfi' ^"ut about this. Tn anv caso. these houses do no moi • !b;in to keep a stock of samples on hand; and to forward such orders as come ^^ thoin unsolicited. On the other hand, after an asrent is carefullv se- lected, iho American house should not expect a larire 'lud continuous stream of orders. Tlie business policy ^" l^idiii-America, as a rule, differs from that of the ' lilted Sfntes in that business men prefer slow sales ^vifh hiofh profits — verv often one hundred ])er cent. and more— to ciuick sales and small profits; and this necessarily not only makes sales fewer, but reduces the actual volume of goods handled, wdiile it maintains the level of money changing hands. The practice of giving sole agencies has been ad- vised against by many American exporters in various lines of trade, especially in the smaller and less- developed countries, where communications are diffi- cult, and where a buyer in one part of the country may find it very inconvenient and undesirable to have his goods sent through a firm in another part. It is said to be better in such cases to grant a general agency to one good firm covering the entire country;, and to induce it to send men and advertising matter to all districts, giving it a commission on all business ob- tained from the country, but shipping direct to the buyer in the outlying sections. The whole question of agencies is of such essential importance, and the success of an export venture de- pends so much on getting the right kind of representa- tives, that it is considered ad\nsable for the export manager or member of the firm, if possible, to make a trip through South America, observing conditions for himself, and personally selecting houses to push his goods. Aside from forming connections, he can ob- serve methods of shipment, number of trans-shipments, character of packino:, manner of handling, etc., and can catch something of the spirit in which the tobacco busi- ness there is conducted. On this point T want to give the comment of a delegate from Argentina to the re- cent Pan-American rommercial ronference at "Wash- incton, with whom the writer talked. He said: "Great strides have nndoubfedlv been made bv the larger to- bacco producers of the United States during the past three vears in acquiring practical kno^vl edge of South American trade conditions, the greatly increased trade indicates that, but much yet remains to be learned. Too much stress cannot be laid on this point. Tt will certainly pay any concern to. let its export manager make a trip, if ever so hurried, around the markets of the southern continent before planning any compre- hensive campaign for business there. Half an hour on the docks of Afontevideo or in the freight sheds of Buenos Aires, or in Avatching the lighterage on the west coast, would teach more to any toba-cco manufac- turing concern of what must be done in exporting to T.atin-America. suitable packing, etc., than can be learned in anv other way. An hour with a banker or leading business man in any of the South American cities would change many opinions wdiich seem to have been formed, and sho\v the American business man ho\v little there is to teach us, and how much one can learn about matters affecting our South American local con- ditions." THX TOBAOCO WORLD 13 IS THl TOBAOCO WORLD .•^■■iiiiiniiiii"''''"""""""""""""" iiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniii iiiniiiiiiiiiiiiiimiiiiiiiiiMuiiiiinimiiiiiiiiiiiiiiuiim nniiiniiiiiiii iiihiiiiiiiiiiihiiiihiiiiiiiiiiiiiiihiiihiiihiihiiiiiiiiiiiiii Mininiiiiiiiiiiiiiiiiiiiiiiiiiiiinn'm"n""""""""""""""""""' For the smaller concerns which cannot afford to enter the lield through their own personal representa- tives, the best of all plans is to unite with other Amer- ican firms liandling non-competing lines (but related lines, if this be feasible), and, if possible, establish m one or more trade centers a branch house for selling these various lines. But, as 1 have suggested, the visit of a firm^ rep- resentative, or the manufacturer himself, to the South and Central American countries is, all things consid- ered, the most advisable plan for the average American exporter to the southern republics. This could be undertaken, as in several instances with which the writer is familiar, as a sort of business-and-pleasure combination trip. It provides what is constai-tly in- sisted upon as most essential to advancing an export business in its initial stages: personal contact with the buyers and the local conditions. It enables manufac- turers to acquire an intimate knowledge as to the mar- ket's requirements, and also to keep in close touch with the work of competitors — an important matter in it- self. Through the satisfactory connections made on such a trip much more can be accomplished than the mere selling of the goods. The manufacturer going into the South American markets can so arrange the workings of his business there that credit requests can be investigated, the market watched, the tendencies of the trade noted, and the very important matter of de- termining the .iustice of claims for damaged goods, etc., which are constantly arisinjr, can be handled so that a ^ood customer need not be lost and imposition of one kind or another cannot be practiced. Such a well- nnpointed representative can. in short, do all that is necessary to advance and protect the interests of his , iiiiiiiiiiiii iiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiii II iiiiiiiiiiiimiii iiiiiiniiiimimiii IIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIII iimiiiiiiiiiiiiiii l)rincipals, and with proper handling the expense will be remarkably small. The plan has not been very ex- tensively tried out as yet by our United States to- bacco exporters, mainly because the houses that cannot afford to have salesmen or exclusive branches of their own have followed the plan of working through ex- port commission houses or simply through correspond- ence and business literature. But a number of the larger concerns have been successfully maintaining such personally-appointed representatives for both ad- visory and strictly commercial purposes, and groups of smaller exporters are now beginning to put the plan in operation. A point frequently overlooked in our South Amer- ican tobacco trade is that willing customers should not be overloaded with goods. Of course, if a single order for our tobacco goods is all that is desired this would not be so objectionable from the standpoint of ''do all the business you can,'' but in most cases a house wishes not so much* to make a sale as to lay the foundation for a good export business. If this is desired by our exporters, as it should be, sales must be made ju- diciously. The ** turn-over" of stocks of tobacco and other merchandise in Latin America is, as^ suggested above, comparatively slow and money is high, and it is easilv possible to choke up a trade channel that should be kept freely running. If the exporter wishes not only to make sales, but to prepare the ground for o-ood future business, he must take into account the condition of his customers as well as his own. A few extra thousands of dollars on a single order may de- ])rive the exporter of many times that much in fntnre business. Higher Costs in Foreign Tobacco Production The nearer the European manufacturers of to- bacco products come to the time wdien they will be compelled to seriously consider export trade, the more concerned they are as to producing costs. This is the word coming to us from all of the tobacco-produc'ng countries of Europe — brought to America by our trade representatives and State Department consular offi- cials. And it is a phase of the coming competition for world-business in this line which our manufacturers will do well to thoroughly digest. Certain it is — and it is admitted on all sides — that producing costs of to- bacco in nil of the tobacco-growing countries of Eu- rope, even including those which have not been at war, will never asrain reach the low level which ob- tained prior to 1014. This, needless to say, will have a direct tendency to bring about a radical realignment of trade, for the one obstacle with which our United States tobacco products exports had to contend prior to the war, and/svith the least success, was the neces- sitv of competing with European producers who had the important advantages of very cheap labor, near- ness to the markets and abundance of raw materials in their favor. This state of affairs does not hold good today, and probably never will again, as far as cheap labor and plentiful raw materials are concerned. There is no such thing as the first; the second does not exist at present in Europe. The writer brought up this subject in talkimr with a United States commercial attache, just returned from a prominent capital of Europe, and who is thoroughly familiar with the tobacco situation in all of western Europe. He said: ^* Higher producing costs in Eu- ropean countries than in the United States at iirosent are viewed there as a serious menace to the d'volop- ment of export trade in tobacco products, a^ wdl as their post-war export trade to the United Stato as a means of paving off their indebtedness in this c< nntry and of liquidating purchases of raw materinls, of which they are in dire need. The higher costs of pro- ducing in many lines of manufacture will \)\'aco the European countries at a decided disadvantage in com- peting with our American producers, and this npphos especially to the manufacture of cigars, cignrottes, smoking and other tobaccos. Furthermore, with tho advance in the costs of production and the ine^ itahle consequent increase in export prices European t-ihncco people lose their most effective weapon in v "^i*'^' competition. This is being generally discussed in tho European tobacco-producing countries.'* JOBBlilKS and dealers are begiimiiig to feel the shortage of cigars as a result of tlie cigarmakers' strikes in several important production centers and this is but tJie beginning ot a serious shortage of popu- lar brands. Manutacturers perdict that tlie cigars lor the Holiday Season will be fewer than for many years. However, with Tampa factories working again and tlie local situation showing improvement, production may reach the point where the gap can be bridged to some extent. The cigar manufacturers in the North, however, have not receded from their firm stand, and such workers as are returnuig to their benches are doing so 01 their own volition. Were it not for the fact that machinery today can si 'I]) the leaf, manufacture the cigar and band and uack it, the outlook would indeed be serious, for it io (.lou.)tl'ul if human hands will ever again fashion the .saiiic number of cigars that they have in the past. A manufacturer long identified with the industry recently remarked that while the strike was wearing itscd out, and cigarmakers returning to their work o. their own accord, the results of the various strikes would show that an average of not more than seventy- live per cent, of the cigarmakers would ever return to this industry. The manufacturer explained this remark by stat- ing that those of the strikers who really favored the attitude of the cigarmakers were in many cases seek- ing and linding employment in other industries, and that most of them would never return to the benches regardless of the outcome of the present difficulties. The remark might be interpreted as meaning two things; that those who favored the strikes were a minority, and that from the whole number quitting their 1)(>nches twenty-five per cent, would leave the industry permanently. Such of the radicals who seek w ork in otlier lieids will receive a unanimous godspeed Ironi tlie entire trade. if the cigar production of the country is to be maintained, tlie time is at hand for mechanical devices to prove their merit. it is estimated that the strikes thus far have caused a production loss of not less than 2U0,00U,U(X) cigars. This is to be added to a total falling otf of the nrst six months of the year of more than 300,LKJ0,U00. it should be easy tor the jobbers and retailers to read between the lines. We are on the verge of an enormous cigar shortage which must prevail tor some time. These strikes are not only robbing capital of the production which is necessary to meet the enormous overhead charges and the interest on the money in- vested in the business, but it affects the jobber and the dealer who must have merchandise to sell in order to earn a living. With or without labor difficulties cigar prices were bound toward a further advance, but prices are rapidly approaching a point beyond which they cannot go. The falling oft* in production for the first six months of the year is due in a large part to the fact that prices have bounded forward faster than wages. For the cigar industry to maintain its production aver- age, its product must be produced at a lower cost, ^lechanical devices offer the solution of this problem. It is the cigar manufacturers themselves who have been indifferent to the progress in the industry. In the face of present conditions no one realizes more than the manufacturers the seriousness of further advances in the prices of their goods, but the jobbers and dealers must realize that manufacturing costs are still advancing and that the prosperity of the industry depends on the co-operation of the wholesaler and re- tailer. Tampa Output Cut Fifty Per Cent Tampa, Fla., August 25th. EXKUY factory in the city opened for work again thi< Monday moniing after a three weeks' strike on the ])art of 7,000 cigarmakers and two weeks' strike of 2,00(1 dependientes, throwing out another four or five thousand workers. But there is hardly a factory whose outimt for the first day was fifty per cent, of what it was (lie last days before the strike, and it will be weeks hefoio the production here returns to normal, for close to lil'iy per cent, of the men out of work had left Tampa for Havana or other cigar centers during the strike, and 11 any of them took their families with them. An indicaiioii of the situation is the vote on the manu- faetuivrs' offer, Friday, only 2,^500 ballots being cast whih' 7,200 were cast in the strike vote. Tho settlement is far-reaching in its effect, as it l>rings the hours question to the front for the first time in the history of the industry here. A nine and a half hour day is set, w^ith price and a half for over- time work. Heretofore the factories have opened soon after daylight, remaining open until it became too dark to work. The manufacturers increased their first offer of ten per cent, for mold workers and fifteen for hand to a straight 15 per cent, increase all the way and ao- ceeded to the strikers' demands for larger binders for hand workers. The dependientes striking for a 25 per cent, raise also got a flat 15 per cent., with no discrimination in pay for sex. where the work is similar. The strikers abandoned their renewal of the demand for electric elevators. G. F. 14 THE TOBACCO WORLD Say You Saw It in The Tobacco World 15 IMIIMIIIMIIIIIMIIIIIIIIIIIIIIIIIIIIIIII ,„„ „ I iiinuimiiiii I iiiiiiiiiiiiiiiii II "I """I iHiiiiiiimiiiiiHiiiiii iiiiiiiiimi i iiimiiiiiiiiii iiii iiin im,,, ~ Pipe Advance Calls for Dealer Co-operation QUALITY and price go hand and hand. It is evi- denced in the cigar and tobacco business as well as in other inies. Indications point to the fact that most consumers want quality and that most of them pay the higher prices in order to get what they have been accustomed to. Before this appears in print the trade will have been advised of a sharp advance in the price of pipes. This is due not alone to the constantly increasing cost of production, which the pipe manufacturers have faced and to the increasing cost of labor, but to the great scarcity of briarw^ood as well. Not long ago we talked with a foreign buyer of briarwood, and he stated that while the 1919 prices were higher than 1918, the prices in 1920 would even exceed the 1919 prices. He explained this by the fact that the great scarcity of labor, and high cost of it, is producing a shortage which is reflected in the in- creased price. Jobbers and dealers in pipes will do well to bear these facts in mind in contemplating the advance and the new retail prices. The l)riar pipe manufacturers face a shortage and have for some time been unal)le to fill all orders. The situation is in no way becoming easier and with the growing scarcity and increasing costs manufacturers are compelled to ])rotect their interests by revising prices. Higher prices are necessary for a fair profit to the manufacturer, jobber and dealer. It is decidedly to the advantage of the dealer to know the facts and to be able to present them to objecting customers. An enormous business in pipes has been created by the national advertising campaign carried ou by tUe house of W m. Demuth &, Co., and from it every pipe manufacturer in the country has reaped addi- tional business. It is only fair to the manunfacturers who have their money invested in their plants that the retailers deal with the higher cost of pipes in an intelligent way. The pipe business is no longer a side line, for in many stores the prolits from the pipe sales average close to the entire prolits from the cigars, cigarettes and tobaccos. Every fair minded retailer will admit that this business in pipes has not been created by themselves, but by the great amount of national advertising which has created pipe smokers. This is the thing that has brought about the increasing demand for pipes. And surely no alert dealer is going to pass by the oioportunity to hold the business that he has, and to increase it if possible. Conditions in the cigar industry at the present time are bound to create a still greater demand for pipes, and while it seems impossible for the leading pil)e manufacturers to till all orders, there is likely to be more pipes, in proportion, around the Holiday Season than there will be cigars. Pipe advertising to consumers has been equiva- lent to dumping a pot of money on the counter of thou- sands of dealers, and every dealer should at least give his hearty co-operation to the manufacturers who have built up this business for him. War Department Tobacco Stocks to Be Sold AVashington, D. C. THH large stocks of tobacco, cigars and cigarettes now in possession of the War Department will be sold at retail in stores to be opened on September 25th in a number of the large cities throughout the country. Not only will sales be made over the counter, but, for the benefit of persons who cannot visit the stores, cata- logues will be printed, giving prices and full informa- tion regarding the various articles, and mail orders will be received and filled at the same prices as pre- vail at the stores, delivery being made free through the posfal service. The War Department has announced that it will dispose, through these stores, of all its surplus stocks of clothing, tobacco, and household commodities. The stock of each commodity will be distributed through- (mt the country and allocated to the selling centers on the basis of ])opulation of the territory supplied by each ])articular store, thus assuring the residents of each State of their pro])er allotment. While the department has not yet definitely deter- mined u])on the cities in which stores will be estab- lished, the ])resent plan calls for stores in the fourteen zone su])])ly cities, w^hich are: Boston, New York, I Philadelphia, Baltimore, Atlanta, Jeffersomnlle, Ind.; Chicago, St. Txniis, New^ Orleans, San Antonio, Omaha, El Paso, San Francisco and Washington. Tt is ex- pected that other cities will be added to the list before the date set for the opening of the stores. C. L. L. The San Telmo Cigar Company, manufacturers of '*T.a Resta," ''Court Boyal" and ''T.a Snperia'' brands have advanced prices. The first two brands now retail at eight cents or two for fifteen. ''La Su- peria" will retail at ten cents, three for a quarter. C. S. Jackson has been appointed head of the advertising department of the Tobacco Products ( or- ])oration. Mr. Jackson has had large experience in the field, having served with agencies and having held responsible positions with other firms. J. R. Taylor Heads "United" Ab nas been predicted in tlie trade, Edward Wise lornier president ot tUe United Uigar iS tores Com jjciiiy, will, in Uie luture, devote Uis tune lo ine recently iuimed Lulled Itetaii ;:5tores Corporaiion, inio wnicn Lue Lulled Cigar biores Company is to De merged. bucceedmg Mr. Wise as president is J. it. layior, vice-president in cliarge oi the Cmcago JJivision oi Uiu United Cigar Stores. Mi\ Taylor is said to nave started with tne "United" twelve years ago as omce boy. Thus does persistent etlort and abiliiy succeed. Julius Schwartz, who started with the •'Umted'' in iiiUo in a -New iork store and inside of three years Ijad become District Sales Manager, succeeds Mr. Tay- lor as vice-president. The "United Shield," the admirable publication of the corporation, says of Mr. Schwartz, "lie had two uulstanding qualities, accuracy and foresight. . Julius Schwartz's rise to his present position, assist- ant \ice-president, in charge of the Metropohtan dis- trict, the most important territory in the United's system, is a striking result of foresight. He planned ahead, then dug deep and got there. ' ' We take this occasion to extend our congratula- tions to l^resident Taylor and Vice-President Schwartz. FIRE DESTROYS TOBACCO I'ire on Wednesday destroyed 2,2UO,UOO pounds of tobacco in a factory at Pantin, near Paris. Tobacco recently has been very scarce and virtu- ally unobtainable. This morning long lines of men awaitmg the weekly distribution of tobacco were to be sei'ii in front of the tobacco stores. When the sup- ply was exhausted many persons who had not been ser\ ed started a demonstration on the boulevards and smashed the windows of the tobacco depositories. MAN'S PERPLEXITIES MAX'S life is full of trouble and temptation. He comes into the world without his consent and goes out of it against his will. His journey through life is rocky and beset w4th strange and contradictory exper- iences. When he is little the big girls kiss him, and when he is big the little girls kiss hun. When he is a child lie wants candy and can't get it, and when he IS a man he can get candy and don't want it. When |ie IS a boy he wishes he were a man, and w^hen he IS a man he wishes he were a boy again. If he raises a urge family he is a chump ; if he raises a check he is a thiel ; if he is poor he is a bad manager ; if he is rich fit' IS dishonest. H' he is in politics he is for graft, and 11 mi of politics you can't place him and he is no good to lis countr}^ If he gives to charity it is for show, and \i he does not he is a stingy cuss. If he dies jouijg there was a great future before him, and if he iivc's to an old age he has missed his calling. If he is active in religion he is a hypocrite, and if he takes 10 mteivst in religious matters he is a hardened sinner. I no shows affection he is a soft specimen; if he has "^Go he IS a cold-])looded proposition. in order to be entirely healthv, he must eat noth- n?, smoke nothing, drink nothing, and see that the air ^s properly sterilized before breathing.— Exchange. Two National Favorites: WAITT &BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler ^B^i^S TOTEM Imported Sumatra Wrapper Long Filler WAITT & BOND, Inc. • BOSTON 9?ee*De5^ ^arvtn & Co. , T'hiUdelphta. Distributors HI /^^^ERHAPS it is pride -perhaps V. I/ conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is ^ood business sense that determines us to keep Cinco unswervingly up to the same standai-d no matter how costs ^o up • to preserve the quality OTTO EISENLOHR &- BROS, INCORPORATED PHILADELPHIA ESTABUSHCO iSSO COPV«l«Mr OTTO tlSENLOH* fc BROS INC.I9I9 ^^^te-^^^^^P COPVUWMT OTTO tiSENLOH^ fc BROS ,INC,I9I9 "EGiSTEREO IN U S "4T t NT Cf FiCE 16 THE TOBACCO WORLD Say You Saw It in The Tobacco World 17 IIIIIIIMIIIIIIIIIIIIIilllllllM Ill I iiiiiiiiiinmiiiiiiiiiiii ■ iiiiimiiiii "« - ...........Mm imumi ■ inm»i"t nmmniimmmmimimmim imiii i„ ,, r «■■. — „ II — ■' '* — LEAF MARKET JOTTINGS -H^— ■■— M ■■ ■■— tl ■» n— iM M M M » ■ •♦ TiiE opening ot* the Winston-Salem, N. C, leat mar- ket was postponed from August 26tli to September 1st and the Eastern North Carolina market to Sep- tember -^nd. The AVinston-Salem market has more warehouse room and better facilities for handlmg the crop than last year. Last year, with the houses closed for three weeks on account of the mliuenza epidemic, the market sold more than forty million pounds. in South C arolina the strike of railroad shopmen tied up large quantities of tobacco at various points, and a number of buyers returned to their headquarters^ Sales in July amounted to about 2o,00U,UUU pounds, at an average of 21 cents, against 33.86 last vear, and 21.65 in 1917, for the month ot July, ihe report of the State Department shows that while the Julv sales exceeded those of July, 1918, by more than n,U()0 pounds, the receipts were less than for 1918 bv about $3,000,000. " . ^ . ' The present condition of tobacco as given by the North Carolina Co-operative Crop Reporting Service is 70 per cent., with an acreage of 460,300. Indicating a prospective production of 264,212,000 pounds, which is 12 per cent, below last year's crop. New England tobacco is in fme shape, some of the smaller plantations have tinished harvesting and say that the crop is the best in years. The 1918 crop is in good shape, most of the shipments, especially for export, going to New York by steamer. Tobacco farms are bringing high prices, one is mentioned of sixty acres which sold for $20,000. The labor problem is not bothering the growers this year, the boys returned from overseas having .jumped in cheerfully as extra help, also college students. No colored help has been imported from the South, so far as knowTi at present. One grower is reported to have turned do\vTi several offers of forty- five cents for his crop. Late advices from Wisconsin report that favorable weather in nearly all sections of the State shows one of the most promising crops in years, and in the ab- sence of some extraordinary calamity, the crop ap- ])oars safe. Some fields are being harv^ested around P>oscobel. Hail has done very little damage. Late set crops around Virog-ua, in consequence of recent rains are liable to produce better leaf than many earlier settings. No ])uying has been reported, Imt the crop is being looked over by buyers. Reports from Kentucky keep one g-uessing The head of the Department of Markets, University of Kentucky, predicts a good price for the better grades this fall. They opened low, but the present average is about the same as last year. In Central Kentucky there is the largest tobacco acreage in its history, and a leading expert predicts a decline of 10 to 12 cents a pound from last year. Brooksville, Owingsville, Pans, Flemmgsburg, \'ersailles and Hardinsburg all report a backward and uneven growth, while Lexington claims good pros- pects. Louisville quotations on the 1918 burley crop, higher prices only are: Dark red, trash, $14 and $16; lugs, $18, $20 and $22; common leaf, $18 and $20; medium, $22 ; good, $25 ; fine, $35. For bright red the prices are the same, except for common leaf, $24 and $26; medium, $28; good, $30; fine, $40. Old Burlev— trash, $18 to $25; lugs, $28 to $42; leaf, $25 to $38; good leaf, $44; fine, $50 to $60. The new dark crop, manufacturing— trash, $11; lugs, $12 and $14; common leaf, $14 to $18; medium, $20; good, $22. Throughout the w^hole list the lowest prices are about ten per cent, below the highest ones. Lancaster County appears to have been pretty hard hit and some experts, including Otto Olsen, ot* the United States Agricultural Department, estnnate the crop at a million dollars less than last year, on ac- count of root rot, wet weather making a hard soil, causing a retarded growth and great damage from hail. ^ « From August 19th to 23rd hundreds of acres ot fine tobacco were riddled by hail. With a reduci'a acreage of 20 per cent., an estimated damage by hail of 15 per cent, and other factors, the outlook is bad. However, sunshine and a little cultivation may lid]) the rot, and the hail damage may he overestim.itcd and anyway Lancaster County is not likely to go mto mourning when the returns are all in. M MM Riplev, Ohio, reports that burley markets are ac- tive and the demand good, but prices are no bidior. As in manv sections of Kentucky there is a generally uneven growth of the new crop, which precludes liojio of a crop of high quality. M MM In Ohio the Tobacco Growers' Association of ilio ^[iami Vallev lias received some better offers, Imi ih reported to refuse to sell, having financed the iii« n>- bers w^ho were in immediate need of money. At tiio same time it is said that they are wnlling to negoliate. 9i&e Universal Question "Answered TODAY, in more than a thousand fado- ries, cigar manufadurers are answering that big dollar question by operating The Universal Tobacco Stripping and Booking Machine About four thousand ''Universals" in facto- ries using from one to four hundred each are cutting down costs and speeding-up pro- duction. Ask today for a demonstration of the ''Uni- versal" in your factory and with your own tobacco. Catalogue and Price List on Request Universals save stock, save wages, save space. Universals increase production, quality and satisfaction. One Universal does the work of up to three hand-strippers. The Smooth stock, ready "for work", means 35 to 50 more cigars a day, from each man. Hand-stripping means loss through scrap. Uni- versal saves most of this scrap. Universal Tobacco Machine Company 79 Fifth Avenue, New York Factory. 98-104 Murray Street. Newark. N. J. 18 THE TOBACCO WORLD Say You Saw It in The Tobacco World It ■ ■■"■■'" ■"■ ' ""■"■""■"" '" "'"" '""" ' """"■"" ■ ' ' " '■'i II Hi (I J I |(||« iji. No one shall take them from me- I love my pipe and good old Velvet — My comforters in adversity, my v^ise counselors when problems vex. Companions of my loneliness and sharers of my happy hours. Their friendliness has made me feel more kindly toward my fellow men. They have made this old world a better place to live in. I love my pipe and good old Velvet; no one shall take them from me. Copyright IflW, l.icirfti & MvcK ToUcco Co. u.. 20 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 21 E. H. OaXO CIG^R COMPANY FOR FORTY YEARS THE STANDARD By Which Cle»r Havana Cigar* Are Jwdfo Write for Open Territory Factory: Key We«t. Fla. New York Office; 203 W. Broadwar 5c. Cigars are in Demand Manila Scraps make a fine full flavored cigar thai can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS S. J. FREEMAN & SON 123 Liberty Street, New York TADEMA HAVANA GIGAR8 Ar^liellesp Lopez S Bro. MAKERS GENERAL OFFICE FACTORY WAREHOLf aaa pearl street tampa "-^^^v^^:* NEW YORK FLORIDA HAVANA 4»— - For Gentlemen '••tr;-^ of Good Taste San Felice 7 c Cigars ^^S^^^^f if The Deisel-Wemmer Co., SAN EWCE — 5 'V....- '-^ 'it's a cinch for a live: dealer TO PULL thlbesttrape: his way. .ii$;^«1 celebrated W Chewing Plug =^1 3EFORETHE INVENTION OF OUR PATENT AIR-PROOF POUCH '"•— _ GRAVELY PLUG TOBACCO —£ MADE STRICTLY FOR ITS CHEWING QUAUnV Would not keep fresh in this section. NOW THE PATENT POUCH KEEPS IT. FRESH AND CLEAN AND OOOQ A LITTLE CHEW OF GRAVELY IS ENpUOM AND LASTS LONGER THAN A BIO CHEV^ OF ORDINARY PLUG. '*-? J?J3. Bravely SofiaccoCal>umi£ML "VWff^: locrr. h IF AMERICA STOPS TOBACCO CULTURE The faddists and puritanical busybodies having succeeded in making America "dry," are now tunung their attention to tobacco, and have started a cam- paign to secure the prohibition of the production, sale and use of tobacco, cigars, cigarettes, snuff, etc. it is, perhaps, absurd to treat the matter seriously, but after what has happened to drink anything is possible, if these self-appointed reformers eventually gained their object and stopped altogether the cultivation of to- bacco in the States, imagine what the effect would be. not only in America, but here in England, and in other countries which obtained the bulk of their supplies of the finest tobaccos from the States. It is interesting to note that while there is this extremist agitation across the Atlantic against the use of tobacco, there is, in this country, a greater recognition than ever of the necessity of tobacco, and, as reported elsewhere, smoking has been introduced by a daring member into the House of Commons itself, and the question of its being permitted in the churches has been seriously mooted.— From "Tobacco" (London). H. DUYS & COMPANY IN PORTO RICO TRADE IL Duys & Company, 170 Water Street, New York City, who are interested in and active importers of Sumatra, Java and other tobaccos, and dealers in do- mestic leaf, have entered the Porto Rico Held, with Harrison Johnson, formerly vice-president of the Cayey-Caguas Tobacco Company, which went into liquidation in 1917. Mr. Johnson has been a resident of Porto Kico for the past twenty-one years and is considered an ex- jiert in the growing and handling of Porto Rican to- bacco. The new firm will begin main operations with the 1920 croj), but Duvs & Company have in their New ^'ork office samples of 1500 barrels of the 1919 crop, now ready for inspection; the tobacco haviiiii: been packed under the supervision of Mr. Johnson. REYNOLDS COMPANY GETS NEW FACTORY As confirmed by W. N. Reynolds, president of the R. J. Revnolds Tobacco Company, of Winston Saloni, X. C, the company has purchased a large cigarette l)lant, including the building and equipment, in .lersey ( itv, N. J. , . , * The building is a five-story brick structure wlncii covers an entire block near the Pennsylvania Railroad station. The purchase price is not mentioned. 1 os- session and manufacturing activities will begin about September 1st. Additional machinery has been in- stalled, and the new plant will be devoted to the manu- facture of the "Camel" cigarette, for which additional facilities were necessary in order to meet the constant!} increasing demand. During the war a cigar factory was opened m Medan (Sumatra), which manufactures ^un}'^^^\v. bacco on the spot. The factory employs 20 natives, vnu work under European experts. Deli tobacco is r.>ea» ^ course, for covers. The first 150,000 cigars made "^ the factorv are about to be sold to the trade, u hoped that this is the beginning of a very im|Hiriau industry. . . The Growers' Tobacco Warehouse at Maysville, Ky., will double the size of its plant. Work will begin oil September 15th. V group of Kentucky capitalists have purchased bnihimgs at Morganfield, Ky., and ^vill institute a loose leaf tobacco floor in that place. The Taylor Tobacco Company, of Madisonville, Ky., has been incorporated with a capital stock of s};5),(H)0. The incorporators are: John Tavlor, Eliza- beth Taylor and J. B. Taylor. The United States imported $76,497 worth of matches in June of this year. The United States makes much better matches than it imports, and they sell at retail at the same prices. ('alero & Company, cigar manufacturers of New Vork, have discontinued business, and their well-known brands, "Rio Vista" and "Rioletta," have been ac- quired by Chas. Morris & Company. The Central Cigar Company, manufacturers of the "Elm" and "Na-Bocklish" cigars, have announced to the trade the discontinuance of the union label, and will hereafter operate an open factory. The American Tobacco Company w^ill resume holi- day packings of its leading brands of cigarettes and tobaccos, wliich were abandoned last year in conform- ity with the request of the conservation advice of the Govemnient. The Porto-Rican-American Tobacco Company has passed the dividend for the present quarter in conse- quence of the long strike in Porto Rico. The companv has orders for several million more cigars than it can possibly supply at the present time. TT. Duys & Company, 170 Water Street, state that thoir latest importations of 3000 bales of the famous nob ?.a Afy and L. P. C. plantations, of Sumatra to- bacco contain some of the finest parcels imported in rocont years, at a very reasonable cost per thousand cigars. Fasslor & Silberman, Incorporated, growers of Rbado tobacco and packers of Havana seed and broad- loaf tobacco, announce the completion of their new jvarolionso at 109-115 Commerce Street, Hartford, ' JJ""' '^^ifl the removal of their offices to that address, 'no firm has plantations at Poquonock and East '''•''^nby, Conn., and Chicopee Falls, Mass. P fi ^*' ^''^"f'^^tein, of Lincoln, Lancaster Countv, ' n., tb(' well-known packer of Pennsvlvania broadlea'f, "nM^iirebased 450 cases of this tobacco; this with his nacknip o-jvos him large holdings. Samples of anv- iiniir ni his line ^\^ll be sent for the asking to anv oiinble manufacturer, he has some verv thin and ^Prondy ])roadleaf, the kind used for binder purposes. :'^j bniienstein is a packer of leaf tobacco since 1870, ;' /' ^^''^' "^ reputation for standing back of anv of his tobacco. TOPIC HAVANA CIGARS 10 cents and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed : : Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" eight cent cigar two for fifteen Cents .-.J^ THE TURKISH ,>j7i..--, '£^ . CIGARETTE g^^^' ;;•>• •»--3?rr THAT old-fashioned Turkish taste in Murad is one of its chief charms. That old 'fashioned Turkish taste is the result of lOOt pure Turkish tobacco — and when a cigarette is made of Turkish tobacco it is nnade of the ^world's most famous tobacco. ^i There are other cigarenes-^ but no "others" like Murad. It it tnae that "ordinary" cigarettes cost a trifle lest. 22 Say You Saw It in The Tobacco Wobld Say You Saw It in The Tobacco World >JL»A^X'A»>tA^A»X>JL>A>AfX»^»A>A^A*A!A'A'A*AM' 1wo Brands iKat will Increase! ^^urBusiness, 7g. -3 for 20g. 3 for 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl^ Sellers We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. Lsriiest Indepcndenl Ctiiar Factory in . > * > * Notes and Comment Berriman Brothers are now occupying their now C hicago offices at 151 Michigan Boulevard. A Honohilu item states that the odd cent has made no headway in Hawaii, and dealers are compelhMl to retail cigars costing $42.50 for five cents. Two hundred clerks of the United, Schiiltc & Edwin stores in New York City, met on Aug-ust IGth, and formed a local union to he affiliated with tlio In- ternational Protective Association of Retail Clerks, which is affiliated with the A. F. L. Rumors that have been current in the trade for more than two months to the effect that Charles J. Spietz would again enter the cigar manufacturinu- field have been verified by the announcement that Mr. S])ietz has organized the Spietz Cigar Company, and has ac- quired a factorv in Detroit with accommodations for upwards of four hundred hands. Mr. Spietz expects to begin manufacturing September 1st. The war has brought about a great change in the destination of Brazilian tobacco. Until 1914 nearly the whole crop used to go to the German markets of Bremen and Hamburg. Since then Dutchmen, Danes, Italians, Spaniards and Argentines have obtained pos- session of the trade. The Dutch had great plans with regard to the financing of the crop, but they were in- terrupted bv the Blockade of the Entente. Denmark also seems to have the intention of obtaining perma- nent possession of at least a part of the Brazilian Tm- ])ort Trade. TV.V.V.V.V.V>Vn.f.V. V. V. V> VVVATA^CT^g RECENT DEATHS OF TOBACCO MEN John J)ietrich, a cigar manufacturer of Rochester, N. v., on August 11, aged 81 years. He was a promi- nent member of the G. A. R., fought in twenty-tour battles of the Civil War and was present at the sur- render of General Lee. James Kelsev, manufacturer of cigars and dealer in leaf tobacco, died at Glean, N. Y., August 11. aged 83 vears. He was Clean's oldest business man in poim of *ser\^ice. He was also interested in local railfoads. Charles E. Erdman, a retired cigar manufacturer died in August at Greensburg, Ind., at the age ot m years. He was a native of Switzerland and learne I his trade at Cincinnati. He is survived by tour sons, Charles J., William and George, of Greensburg, ana Frederick, of Colorado Springs. R. Y. Spalding died at Alexandria, Kv.. August 17, aged 54 vears. He was an auctioneer ot the (.orri Warehouse "Company, of Winston-Salem, ^. < ' '^" was formerly with the Liggett & Myers Tobacco lorn pany. Isidor Strauss, member of the ^yholesale t.d>aco^ house of Henrv Strauss, in Cincinnati, died on a gi -^ 18, aged 54 vears. He is survived by three ^^'f'f^ Robert and Charles, of the tobacco companv, and ^ uel Strauss, president of the Jewish Hospital. 23 Informal Income Rulings Washington, D. (J. Uusiuess men desirous of learning ui uavaiice w lie llier certain proposed tranisactions wiii rebun m lilt' realization oi taxable income will herealter re- cci\e no assistance Irom the bureau of internal reve- nue, wliich has announced that no more hypotlietical questions will be answered or inlormai rulings given m advance of the consummation of the matter in- volved. Lxperience durmg the past two years has shown that such service cannot be rendered benelicially uitlier to the public or the bureau, as many proposed Uaiisactions work out in a way not contemplated at the time of their planning. The Commissioner of Internal Revenue, it was declared by officials of the bureau announcing this de- cision, is not required by law to decide 'any particular ease in advance of its actual presentation of the facts for a decision, and the policy hereafter will be that the transaction must be completed and not merely proposed or planned; the complete facts relating to the transaction, together with abstracts from contracts or other documents necessary to present the complete lacts iimst be given, and the names of ail real parties interested (not ''dunmiies^' used in the transaction) must be stated regardless of who presents the ques- tion, whether attorney, accountant, tax service or other representative. "In the interval between an informal advance de- cision and the time when the case is finally presented for actual decision, developments mav occur which atfect the decision," it was pointed out. "When a question is actually presented in the regular course of athninistration for the decision of the commissioner the decision must then be in accordance with such lio-ht' whether from experience or from judicial decision^ aJ he may then have. Any taxpayer who had relied on an advance decision would necessarily l)e prejudiced when- ever the final decision did not agree with the advance decision. The fact that taxpayers asking for advance decisions are usually unwilling to accept an oral opin- ion shows that taxpayers are intending to relv on such advance decisions, and are likelv to be misled liv them 1 1 change later becomes necessary. "It is also a matter of practical' experience that wlien tacts are presented for advance decision it is practir.-jjly impossible to present the same facts as will atterw.irds come up in the regular course for actual l^^'eisi.Mi. I?eorganizati(m ])lans, for instance, when (i^'.v a.lually work out, may be changed in some i)ai-- icular whidi the taxpayer regards as unimportant, '>ut wiiieli in tact may be decisive of the case. . ''It is realized that the uncertainty which exists 'n tilt, minds of business men as to the construction of I'tnous parts of the hiw is unfortunate and tends to lampcT business development, but since such uncer- ^anity ran be resolved only through decisions of the ^|>"its, and since an advance decision of the commis- loiier 1. not a real but only an apparent resolution of J une-rtaiiity, it appears that in giving such advance eisioiiv the commissioner would be doing the tax- 1*'^^'^'>' an injustice rather than a favor." La Flor de Portuondo Established 1869 ^^^n^ GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondo 1 Cigar Mfg. Co. PHILADELPHIA - '4 ESTABLISHED 1851 TRADE MARK PAl^M A ITALIAN BRIAR ALUMINUM CANAL One twist of the mouthpiece cleans the pi[ WORLD'S LARGEST SELLER RETAILS FOR 75 CENTS Kauf mann Bros. & Bondy The Oldest Pipe House in America 33 East I7tli St. New Vork. N. Y. Advertise in "The Tobacco WorId"-It Pay»- 24 Say You Saw It in The Tobacco Woeld Say You Saw It in The Tobacco World 25 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA Cable: "DONALLES' Havana Leaf Tobacco Kspecialidad Tabacoi Finos de Vuelta Abajo Partido y Vuelta Arriba SAN MIGUEL 100 HABANA. CUBA E. Rosenwald (SL Dro. 145 WATER STREET --- NEW YORH THE YORK TOBACCO CO. 7S srldr.'t;'* *• leaf tobacco OIII«« and Warahoaae. W Ea.t Caark Av«naa. YORE. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH O. SONS SlUALITY HAVANA Nepmoo e>. Hav.n.. Cx.b. - 58 »ro.d St.. Boston. M.... Advertise Your Brands in The Tobacco World K. STRAUS & CO. laiportan of HAVANA AND SUMATRA And Packers of LEAF TOBACCO 301. 303. 305 and 307 N. Third St.. Phiiadelphi. LOEB-NU5iEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306NO. THIRD STREET, PHILADELPHIA I^liE Tobacco Merchauts' Association oi' the United States, 5 iieekman IStreet, on August 18, 1919, is- sued the tollowing bulletin regarding leaf tobacco reg- ulations : On May liOth last (Special Bulletin A-18) alteu- tion was called to the tact that in response to the pro- tests of the trade the new regulations covermg Leaf Tobacco Dealers had been ordered suspended until Sep- tember 1st. , . X, With this date rapidly approaching, there seems to be some uneasiness in the Leaf Tobacco Trade as to the existmg status of the matter. The trade is therefore respectfully informed that according to official information from Washington, the Kevenue Department is contemplating a further sus- pension of the new Leaf Tobacco Kegulations, and hence it is safe to assume that these regulations will not <.-o into effect on September 1st and that material . changes along the lines suggested by the trade will be Our members will be further advised in the prem- ises as soon as a definite official decision is pronml- ^ On August 21, the association issued a supple- ment of which a copy follows: , ^, , • Supplementing our Bulletm (Sp. No. A 21) is- sued on August 18th, the trade is further advised that we have just received an official counnunication (T. D. 2911) from the Kevenue Department, which reads as 1* 11 * ''The scale furnished in T. D. 2818 as a guide for the determination of the penal sum of the bond required under Section 70-4 of the Revenue Act of 1918, to be given by a dealer in leaf tobacco is hereby revised. The penal sum of such bond shall be based on the average quantity of tobacco on hand, determined by adding together the quantity on hand at the end of each month of the preceding year, and dividing the sum by 12, the scale tor the bonds being as follows: Avvmoe Amount of Tobacco Penalty of bond 0 lbs. to 25,000 100,000 250,000 500,000 1,000,000 ( i ii a < i 25,000 lbs. 100,000 250,000 500,000 1,000,000 over $ 500. 1,500. 2,500. 5,000. 7,500. lO/v'OO. The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO. INTERNATIONAL ^PLANTERS CORPORATION 280 'BROADWAY A new ))oiid mav be required in the discretion of the collector or under instructions ot tlie t om- missioner of Internal Kevenue. ''The foregoing scah> is effective inmie. And bond previcnisly tiled will be returiied to tie principal upon request, after a new_ boii.l iKai- iuR tlH^ same date and executed in contonnn- ^^m the above scale, is tiled with, and ap])rove(l by, tne Collector. , , , ,.,„,, |,. ''Dealers in leaf tobacco should cou i m ( to render report of their transactions on M IxjoK 59 monthly until October 1, 1919: meanwl' :'-^^ Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. revised regulations governing dealers in leaf to- bacco will be issued in ample time to permit their being thoroughly studied and understood by the trade before their effective date.'^ It will thus be seen that the new regulations in reunrd to leaf tobacco dealers which were supposed to go into effect on April 1, 1919, and which were sus- pended until September 1st, are now again suspended to October 1st, and that same are being revised. Also, thnt the bond question has been finally decided pro- vjdiiio- for a scale of bonds ranging from a minimum of .4^.100 to a maximum of $10,000. It will be noted that while in all other respects the re^iilations will not go into effect until October 1st, the decision on the bond question is noiv in effect. f^EW YORK, N. Y. TOBACCO GROWING IN ENGLAND London ''Tobacco'' says in the August number, that tobacco can be grown and cured successfully in Eiiuland, as is conclusively proved by the results of six years experiments made by the"^ British Tobacco Growers' Society. The Board of Agriculture has now^ taken tlie matter in hand for further operations. The secretary of the association states that the soil in some parts of England is especially suitable for tlie ])roduction of tobacco "though not necessarily the l)est from the purely agricultural point of view.'' Tlu' ,i»overnment has allowed a "preference" or re- hate on the present rate of duty of about thirty-two cents a pound. Tlie society devoted its attention mainlv to heavy smokino- class of tobaccos, hut claims in late vears to Jiavc liad some success ^Wth bright leaf. Tlie main difficulty in placing the home product is stated as follows: "A standard has boon established bv manufac- turers who work w^ith a highlv organized American industry capable of producing large quantities of leaf of a uniform typo. Tliis organized relationship has onaldritish grower has therefore to prove that he can replaci' the imported ra^v leaf by his own, or that his ohacco possesses some particular propertv which can ho used bv the manufacturer in his blends: otherwise no must find a market abroad where no such condi- tions (xist. In fact a portion of the 1915 crop was ^^^0^1^^^^' ^^10 society receiving the export allowance of .d. per lb. made under section 9 of the Finance Act ^ P.^*'- ^^ however, the growler is able to produce in s"fTie;f.]itly large quantities and at a competing prico affainst such imports, the manufacturer will be forced to co-operate with the consumer in anv possible modi- neation of fashion to take all the tobacco Great Britain ('nn produce." T?r.nding between the lines it seems evident that ;i^t\villistandin«' a large expense, the irovernment hav- j/iC" P.'nd a subsidy, the result is rather a hope of some nturo ^cnccess than a present realization, and the fact Hint tol);,eeo can he successfullv irrowu has bv no means f>^on e.onolnsivelv proved. ^0 wish the ''Briffht little, Tisrht little Island" ^^^y possible success, but this is statinsr the case as ^yo SOP It f,,om the evidence. T. J. DUNN ta CO. MaKers of The New Bachelor Cigar East End Avenue and 81 st Street, New York Free! SAMPLES Free! Aak and You Will R«c«iT« ....FIFTH AVENUE.... A Union Made Cigmrette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip 135 Grand Street New York LIVE DISTRIBUTORS WANTED I. B. Krinsky, Nfr. Parmenter Wax-Lined Coupon Cigar Pockets AFFORX) PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS., - . . - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, Est. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys—'R.appees — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Fifth Ave., New Ysrk Your Prospective Customers ^i listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suggestions how to advertise and sell profitably by mail. Counc and prictj piven on 9000 diffcr- ant national Lists, covering all classes; for instance, Farmers Noodle Mfrs., Hardware Dirs., Zinc Mines, etc. This valw mbie Reference Book free. Write for it. 50j4 Saves Dollars on Your Purchases C«t MTertl quttaiioni on what you buy. It will save many dcllars. F«r 50c ^coip or «amp«~> «»- «•"> %^nA a »^w name* ol mana'ff" •''■•'• jobbers, dealers, or individuals who sell what you want to buy. Ross-Gould n^dilinig 26 Say You Saw It in The ToBi.cco World I iiiiiiiiiiiiiiiiiiiiiiiim""""" iimmiiiiii I,, iiiiiiiiiiiiiiiiiiiiiiiiiiiiiii HI"" "»" " " iiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiii iiiiiiiiiHiiiiiimiin '""miiiiiHiiimiiiiiiiiiiiT Tobacco Merchants' Association Registration Bureau, new york city Schedule of Rates for Trade-Mark Services Effective AprU 1, 1916. Registration (see Note A), Search (sec Note B), Transfer, Duplicate Certificate, $5.00 1.00 9.00 2.00 let. A-An allowanc of $2 will be made to m.mber. of the Tobacco Mer- ehantB' Ataociation on each registration. „-.c«.iitat«8 the reporting of more REGISTRATIONS PARK CIRCLE:— 41,267. For all tobacco products. August 9, 1919. Petre, Schmidt & Bergmann, Philadelphia. . QUEEN MOOSE :-41,268. For cigars, cigarettes. ^^'^o«t^ ^"^ ^tobacco. August 6, 1919. George l^co"^"^^"' ^'^.^T^ V^^4''i9i9 RO-MU-CO:— 41.270. For all tobacco products. Marcli -4, ivi^. The Robert Mugge Co.. Tampa, Fla. a .* n BROOKLYN'S PRIDE:-41.27L For cigars only. August 11, 1919. Moehle Litho. Co.. Brooklyn. N. \. ,, iqiq Tamoa TAMPA TOKENS:— 41,272. For cigars. June 14, 1919. iampa Token Ciear Co., Tampa, Fla. . j ^ u ^^ LOS FERNANDEZ :-41. 273. For cigars, cigarettes and tobacco^^ August 14. 1919. Frank W. Dorsa. P.rooklyn. \. \. i'^'y'^'^ isclaimed to have been in use for the past 17 years by the Chas Stiitz Co.. New York City, from ^vhom title was acquired by the registrant. . ,4. ^z 1010 R C THE DEXTER:— 41,274. For cigars. August 1^, U19. K. ^^ Sullivan Estate. Manchester. X. H. This trade-mark is claimed to have been in actual continuous use for over lU years. GENTRY CLUB:— 41,275. For all tobacco products. July -9, 1919 F. A. De Pilis. Xew York City. SERGEANT YORK:— 41,277. For all tobacco products. .\ugu>t 15 1919. American Fitho. Co.. Xew York City. ALVIN T. YORK:— 41,278. For all tobacco products. August 1=^ 1919 ' .American Litho. Co.. Xew York City. YORK UNIVERSITY:— 41,279. For all tobacco products. Au- gust 15 1919. American Litho. Co.. Xew York City. DIMEN PORT:— 41,281. For cigars and tobacco. August 10, 1919. W. C. Smith. Windsor, Pa. , . v . ia GARCIA ALTA:— 41,282. For all tobacco products. August 16, 1919 Moehle Fitho. Co.. Brooklyn. X. Y. GARCIA MEJOR:— 41,283. For all tobacco products. August 1&, 1919. Moehle Litho. Co.. Brooklyn, N. Y. TRANSFERS HOWARD CHANDLER CHRISTY:— 31,670 (Trade-Mark Rec- ord) For cigars, cigarettes and tobacco. Registered January 3 1906 by Geo. Schlegel. Xew York City. By various transfers was acquired bv Wadsworth-Campbell Box Co.. Detroit Mich., and re-transferred to the American I'.ox Co., Detroit, Mich.. July 25 1919 LA FLORENZA:— 33,505 (Tobacco Leaf). For cigars, cigarettes, cheroots and tobacco. Registered June 6. 1907. by ^ I.. Schwencke Litho. Co., Brooklyn, X. Y. Transferred to Wm. Stcincr Sons & Co. Xew York City. August 22. 1919. CORRECTED PUBLICATION LA SOLERA:— 33,473 (U. S. T. J.). 1-or I'orto Rico cigars. Reg- istered by E. G. Perez & Co., Xew York City. By various trans- fers was acquired bv E. C. McCullough & Co.. Xew York City, and rc-transferred to Castellano 8c Tlilbert. Inc.. Manila, P. L, July 28. 1919. The steamer "Beatrice," whieli has been ehartcred by the American Forei^i Trade Corporation to ply between New York and Constantinople, started on lier maiden trip on July 3rd, laden with over ."iOOO tons of American-made merchandise of nnmerons kinds to be exchanged for Turkish products, chiefly tobacco. This marks the beginning of the development of Amer- ican trade throup:hout the Near East, alon^: the lines so successfully developed by the Hudson Bay Company in Canada. OCEAN FREIGHT RATES FOR TOBACCO Washington, D. C. Under new rates from North Atlantic and Pacific Coast ports just announced by the United States Ship- l)ing Board, through the Emergency Fleet Corpora- tion, an opportunity is offered to American exporters to gain a foothold in the Far Eastern markets. (Jgii- eral cargo rates of $1.12 per hundred pounds have been announced from North Atlantic ports to Japan, China, the Philippines, French Indo-China, the Fed- erated Malay States and the Hutch East Indies via Hong Kong,* Shanghai, Kobe, Yokohama and Afniiila. The rate on tobacco in hogsheads is $3,121/0 per Imn- dredweight. From Pacific Coast ports to the points named rates are named on manufactured tobacco, as follows: On cigarettes, 41 14 cents per cubic foot; plug tobacco in boxes, 35 cents per cubic foot, and smoking tobacco in boxes, 37i/j cents per cubic foot. The rate on un- manufactured'tobacco is 35 cents per cubic foot. C. L. L. Foreign Connections for Manufacturers and Exporters Trading Company Winroth, Hiljding & Co., Stockholm, Sweden. Financially and Commercially capable agents to take care of Manufacturers and Exporters' business in Scandinavia and Russia are look- ing for First Class Agencies. Postal Address: Jacobsbergsgatan 17. Cables: Winding, Stockholm. Reference : Swedish Chamber of Commerce. New York City. Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK LITIIOGKAPIIER'S SUPPLIKS BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. • Samples on request. BAER BROS., 438-448 W. 37th St., New York City IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City m9t ■■ ■■ ■■ "« ■ '»" m ——•- STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigarj Manufadured exclusively by Haywood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of highest Quality SELLING AGENTS ADOLPH TRANKAL & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCullough 6k Co., Inc. - . .Manila, P. I. \\. R. B. Co. I Canada I Lid. ... Montreal J. W. Sireider Co Boston, Mass. THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS AND CLARLNDON RO/S u tAST 37^*^51. BROOKLYN, N.Y. BRANCH orricc 170 WEST RANDOLPH ST. CHICAGO. ILL. D BUY NOW BUT BUY WISELY CIGAR BOX LABELS BANDS AND ADVERTISING ■|n III m m GARRETT H. SMITH, K"^--,^--,f COMPANIA LITOGRAFICA DE LA HABANA Finest Imported Cia«r Band* aod I ai>«l«. AUo GUMLESS Band* i NEW YORK OFRCE (Phon«. Stuyve.ant 7476) "t* — - — - ■■ ■■ ..^ ^ .1 50 Union Square "*' ■■ -- ■■ ■■ n OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco mallow and smooth in character and impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETLIN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO.. 92 Reade Street, New York ■■ ■■ 11. MANUFACTUPER OF AlL KINDS OF 22iid St. and Second Ave.. NEW YORK ^ CtGAR Box Labels / AND TRIMMINGS. (V1ICAOO, 105 WK»T MONKOK «-.Vi VOLUME 39 Back to the desk after lunch Light a Lucky Strike cijj^arcttc — the real Burlcv ci'^arcttc. The flavor of the Bur ley tobacco is developed and enriched by toastin^r. LUCKY STRIKE cigarette It"s toastt-d. Try tlie real Burlcv ci^arfttt*. Buttered toast has fla- vor because it's toast- ed. Saniew itli Lucky Strike Cij^arctte. Ifs toasted V- NO. 18 TOBACCO ^KPTEMBER 15. 1919 WORLD Openyoup package this way ,?;•< © iO Guaranteed by IMC oi»^o»»Tro S. LOEWENTHAL & SONS offer Fancy Connecticut Broad Leaf and Havana Seed Wrappers and Binders Stripped and "Booked Filler S. Loeiventhal & Sons t23 Maidan Lane Nevj York Say You Saw It in The Tobacco World *.— ■■ ■■ ■■ M ■■ ■■ 11 M m HARRY BLUM Manufacturer of NTHE NEW ^ ^ ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City •|»'«— ^' n m ■■ M 11- S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAP S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobacco 123 MAIDEN LANE, NEW YORK MADC IN BOND FINE HABANA CIGARS Ejicellence of Quality and Workmanship Are Combined In ChMLES the GflMT ClG-4!lS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA R6TABLISHBD 1807 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" OHicc and Salesroom, • 801-803 THIRD AVE, NEW YORK OTY — ^ This isthe "At daliciouS Burley Dlgnd makes them *ne/JOw and mild- and OhI huty^ou'll learn to loxtt the taryJ of Ckocolate EXCLUSIVE PROCESS ....UNION MADE.... Patterson Bros. Tobacco Co., Tr. RICHMOND. VIRGINIA DOES NOT Y WR>TE OS / ^ IF YOUR DEALER 1;>3 HANDLE THEM. Cork Tips Cork Bobbins BOUCHER CORK & MACHINE CONPANY. Inc. 216 WEST 18TH STREET NEW YOR The Acknowledged Leader Amon^Mild Sumatra Wrapped Havana Cigars Say You Saw It in The Tobacco World ADVERTISING! WHAT IT ■II Advertising: Discounts Compels and Anticipates Advertising": Creates Strengthens and Developes Advertising: Insures Saves and Makes Permanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W. B. WILSON, Secretary ROGER W- BABSON, Director General, Info-mation and Education Service •■••>—••—•• •— «»^^»«j» tobacco MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr .* Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York President CHARLES J. EISENLOHR. 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER, Lancaster, Pa President GEORGE M. BERGER. Cincinnati, O Vice-President JEROME WALLER, New York City Treasurer MILTON H. RANCK, Lancaster. Pa. Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling, W. Va President WOOD F. AXTON, Louisville, Ky Vice-President RAWLINS D. BEST. Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN C^LDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice President h. L. ULNICK Treasurer HAX MILLER, 135 Broadwty, New York Secretary Mc«tinf 4tb Tuesday of Mch aiontb at Hotel McAIptn CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. ■■ ■■ ■■ iw FOR SALE FOR SALE— A CIGAR FACTORY. Established 1874. The owner desires to quit business. This is a good business oppor- tunity. For particulars address "B," 106 West State, Street, Media, Pa^ FOR SALE— OHIO SCRAP FILLER TOBACCO, made from good 1918 tobacco, price 14c. per pound; 1917 tobacco, 20c. per pound. Clean and dry. ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 2% oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles, Ohio. FOR SALE— WE WILL HAVE ONE CARLOAD of cut stems for sale monthly. C. C. Ehrhart, Versailles, Ohio. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIGAR MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania Broadleaf to our packing, and can sup- ply vour wants, some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co., Penna. "Packer of Tobacco since 1870." CIGAR MOLDS FOR SALE FOR SALE — Various quantities of molds, popular and modern shapes. Address Box 315, care of "Tobacco World." LITHOGRAPHIC SALESMAN WANTED WANTED— A SALESMAN TO REPRESENT A FIRST-CLASS lithographic house, specializing in cigar labels, cigar bands, etc. Apply with full particulars to Box 312, care of "Tobacco World." WANTED TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearlv contracts made. J. j' FRIEDMAN. 285-289 Metropolitan Avenue, Brooklyn, N. Y. The Tobacco World Established 1881 Volume 39 September 15, 1919 No iS TOBACCO WOULD COUPORATION Publishcra Hobart Bishop Hankins. President II. H. Pakradooni, Treasurer William S. Watson, Secretary I'ublishtd on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. ]:iitered as .'iecond-class mail matter, December 22, 1909. *^' A.'l'' I'r.st Omoe, Philadelphia, Pa., under the Act of March 3. K - • PIIICK: United States. Cuba and Philippine Islands, $-00 a vi'ixr. Canadian and foreign, $3.50. « Say You Saw It in The Tobaccx) World Cigar Bands Should Be Of Interest TO YOU Sanitary and Efficient No Waste No Trouble €^ 6^ WRITE FOR SAMPLES AND PARTICULARS GARRETT H. SMITH 50 UNION SQUARE NEW YORK CITY, N. United States and Canadian Agent for COMPANIA LITOGRAFICA DE LA HABANA Habana, Cuba Y. U Say You Saw It in The Tobacco World The Maintenance of an Inflexible | Quality Standard in is reflected in the unvarying increase in consumer demand. Good judgment favors stocking— displacing— recommending it everywhere I the harkert cigar cos Highest Grade QUAUTV Allen R. Cressman's Sons, Makers PHILADELPHIA ^^19^ CIGARS REGISTEREO BY TMt >^JARKERT CiGAR CO. This label is on every box of genuine " DAVENPORT " cigars. Injunctions, damages and accountings are being sought against all inh-ingers. The original "DAVENPORT" is a Class B cigar, and the title and trade rights are the property of THE HARKERT CIGAR CO. DAVENPORT, IOWA ilBliiMiljji|iM r32i5 E have just purchased upwards of a million sets of cigar labels and bands from one of the largest cigar firms. These are discontinued private brands, the titles and rights of which have been transferred to us. Some brands of nation-wide reputation are among this lot. These labels are all in first-class condition and are ready for immedi- ate delivery. . Samples and quotations will be submitted upon request. American Box Supply Co. 383 Monroe Avenue Detroit^ Michigan Volume 39 THE TOBACCO WORLD Number 18 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, September 15, 1919 Foreign $3.50 Underproduction and Overpay Boosts Living Costs More Work Means More Pay and Lower Prices IX Boston and Tampa the cigarmakers are again at their benches. In Key West, New York, Milwaukee and Denver no signs of settlement appear. A strike seems on tap in Cincinnati. Every industry is passing through just what the Q\<^i\v industry is experiencing. It must stop some- where, but it will never be permanently ended until the industries themselves make some efforts to educate the consumers in every field, for the great majority of con- sumers are workers. Advertising can do it. One thing to be brought home to every workman either at his bench or on strike is the message of \Y. A. Appleton, president of the International Federation of Trade Unions. To Live the World Must Produce More and Talk Less "Printers* Ink" reproduces Mr. Appleton 's state- ment which is made in regard to England, but which apj)lies everywhere. This striking utterance is worthy of deep thought : "The few men who frighten the Government and mislead labor and through labor the whole Empire, start their campaign w^ith many advantages. They have in the main, to deal with an unthinking proleta- riat. The}' may enrich their promises with rhetoric's choicest ornaments; they may build not castles in Spain, but empires on fonuuia. They Havk No Rk- spoNsiBiLiTY. Thev usuallv suffer from moral obliciuitv and eonstructive paralysis. To demand rather than to provide is their metier. The consequences of their de- niaiids are either beyond their intelligence or without niflu<'iice on their consciences. They will cheerfully adoj.t and promulgate ever\' panacea of the ancients or tile moderns, and just as cheerfully discard and for- K^t them. Whoever dies they live; whoever fails they are triumphant. "The flooding of mines and the cessation of work on railroads destroys wealth and rots food. It is use- less to talk of taking wealth which chic^niery and folly have destroyed, or of enjoying food which unreasoning raihv;,y men have left to perish. p]very man and woman ana child in Britain wnll have to ])ay for the past and ('nrnnt week's follies, and the poorest will ])av most, l)ecause they will ])av in actual suffering, whih' tho w(^ll paid will only incur the disadvantages of strai-htened circumsUinces. ' ' It has been proven that advertising which in- creases consumption decreases costs, as it increases production. Labor, or rather the radicals in their midst, in the chase around the vicious circle seems utterly unable to comprehend that strikes which decrease production im- mediately increase prices. Supply and demand regu- late prices. Shorter hours and greater pay will put the cost of living way beyond its present mark. There must be production. There will be plenty of pay for every worker who is willing to help produce, and to help produce there must be longer hours, not shorter ones. Our growing export trade will soon take many times what we are producing now. As long as there is a demand for our goods abroad, products will go abroad where they command the highest prices, and we here will be compelled to pay them here if we want the products. Until labor sees* to it that w^e produce ample stocks, thus keeping prices down, so long will we suffer from abnormal prices. Every advance to labor goes into an advance of the retail price of the product. The consumer pays it in the end. And the world's biggest consumer is labor. Production is what we need. Plenty of work will bring higher pay envelopes and lower prices. The present situation was well summed up by an army captain recently. A group of officers were iii the club car discussing conditions. Four or five of them were dilating on the ''great social and industrial un- rest." Finally a captain who had been listening for some time, broke in, ''Gentlemen, you are all WTong. This is not a period of 'unrest,' this is a period of rest. No one wants to work, but every one expects to get paid just the same." Needless to say the captain got a hand from all the passengers who were able to hear his remark. The cigar manufacturer and everv other manufac- turer needs ])roduction. Labor can give this produc- tion, increase their income, and enjoy a lower cost of living without becoming slaves. Will they see this? (Some of these six and eight hour a day boys would never talk as they do if they have been raised on a farm where the tield hours are from sunrise to sunset, with an hour's chores to do before sun comes up and another hour of chores after it goes down, THE TOBACCO WORLD THE TOBACCO WORLD niiiiin HI"""" ' mmmiiiHi « mimm uiiiiii iiiiiii imiiiii iiimmmni..ii..n,., , minimii , „„„ ,„„„ IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIIMTl The writer having personally experienced^several seasons of these sixteen-hour working days at 7o cents per day and board, has some idea of the former rela- tion between pay and production. The curse of labor today is overpay and under- production which is alniost entirely responsible for the high cost of living. When we begm to get production, and that means when labor begins to work to produce, and not clock work for pay, then will the dollar begin to assume something of its old-time value. Strikes curtail production and immediately create a scarcity which in tuni raises prices. One example in this city is pertinent. During the rainy spell following St. Swi'thin's Day, there was a shortage of umbrellas. Umbrella makers went on strike. Umbrella prices im- mediately advanced from two dollars to three dollars for only a fair grade. Retailers stated that the strike and shortage resulting, together with the increased de- mand, had caused it. Yet the politicians from Podunk and Smalltown think that legislation is the cure-all. Real work re- sulting in plentiful production is the soluticin, notwith- standing ('ongress and its satellites to the contrary. It Does Pay to Advertise PERHAPS this will enlighten those who want to keep their products a secret relying on high-priced special salesmen to educate and inform those who could advantageously use their product. Two manufacturers of mechanical devices for the cigar industry began the manufacture of their ma- chines about the same time, several years ago. One manufacturer began an extensive trade pa])er adver- tising campaign which still continues. The other is hiding his light under a bushel. The advertiser has sold more than four thousand of his devices to upwards of one thousand cigar manu- facturers. The non -advertiser over the same period says he has sold two hundred of his machines, to probably about one hundred and fifty cigar manufacturers. Advertising gets the inquiries, shows the future possibilities and helps to get advance orders which are assets upon which to expand. Advertising in trade l^apers is business insurance of the highest character. It builds protection for the future. The Tobacco World is the only tobacco trade paper that for nearly two years has consistently ad- vanced the interests of manufacturers of mechanical devices through constructive editorial work. Inquiries for machinery which are continually coming to this office from the most substantial firms in the country are given personal attention and immediately forwarded to advertisers in The To- bacco World or to advertisers in any trade paper. Advertisers in any tobacco trade paper receive first consideration. We naturally would like to have every reputable manufacturer of mechanical devices represented in the advertising columns of The Tobacco World. But in anv case the advertiser receives first consideration. We do not neglect our duty to our subscribers, however, and if the device asked for is not advertised in any tobacco trade paper we furnish the inquirer with the names and addresses of the manufacturers. The growth of the demand for mechanical devices makes it imperative that the manufacturers tell tlioir story in advertising space. The Tobacco AVorld will submit to any directly interested manufacturer sub- stantial proof of the quantity and quality of its cigar manufacturer circulation. A. B. S. Company Acquires Cigar Labels A DEAL was recently consummated by the Ameri- can Box Supply Company, of Detroit, :\lich., whereby they acquired more than one million labels and fifteen million cigar bands. These are discon- tinued brands, some private and some of nation-wide reputation. The title and rights to all of these have been transferred to the American Box Supply Com- pany. Cigar manufacturers desiring to start a new brand will find time and money saved by investigating the labels acquired by the American Box Sui)i)ly Com])any. The goods are held at very reasonable prices and new nnd old manufacturers who wish to identify their goods with quality products and who desire at the same time the utmost in service, will find this new concern amply able to satisfy the most discriminating in these respects. The continual growth of the American Box Snp- ])ly Company, who re])ort new accounts in almost every ])art of the country, is striking em])hasis on the fact that their promises of quality and service are b:U'ko(l by action. TTandling as they do an extensive line of c'lnip- nieiit and accessories for both cigar and cigar box inaj|- iifactnrcrs they offer to these industries the possibili- ties of concentrating their purchases in one place as no other concern advertising to the trade does. Washington, D. C. The repeal of the tax on cigars, tobacco, and maii- utactures thereof, provided in Title VII of the pres- eiii revenue act, and section 1002, of the same law, levying a tax on the manufacturers' cigars, cigarettes aii(i tobacco, and the imposition of a substitute tax of oiu'-half of one per cent, on all manufactured articles with the exception of manufactured foodstuffs, is pro- vided in a bill just introduced in the House of Rep- resentatives by Congressman Albert AV. Jefferis, of Nel)raska. This measure is designed to repeal all of the present luxur}^ and excise taxes. "In the latest census on manufactures made in 1914 by the Departn^nt of Commerce," said Mr. Jef- feris to the correspondent of this paper, "the total value of manufactures in the United States was $24;J4(),4:i5,000. Deduct $4,6()1,82(),000, the total value of manufactured foodstuffs for that period, and we have remaining $19,584,609,000. A tax of one-half of one per cent, of this amount would yield $97,923,345 annual revenue. As the value of manu- factures has greatly increased during and since the w^ar, it niav be seen that such a tax would net at least .$100,000,000 yearly revenue. "Although no figures are available on the prob- able cost of collecting the tax now in force, reports from various merchants and tradespeople in my dis- trict with whom I have discussed this matter, have convinced me that in many cases the cost of collecting the present tax is nearly as great as the amount of tax collected. Then, too, the necessity of computing each sale is a serious handicap to progressive business and works a hardship on all dealers. When the re- turns are made to the internal revenue collector, that official will require an army of clerks, auditors and ac- countants to tabulate them. By collecting the tax at the source on manufactures this cumbersome method will be obviated and the cost of collection mil be cor- respondingly less.'' Congressman Jefferis states fliat there is a great deal of complaint against the present taxes, coming both from the retailer, who has found himself com- pelled to Keep more or less complicated account of merchandise sold subject to taxation, and by the con- sumer who detests anything in the way of a consump- tion tax. Before introducing the measure, he conferred with a large number of merchants in his district in Ne- braska and then came to the conclusion that instead of picking out any particular lines for relief from the consumption taxes, it would be best to wipe out all of the present excise taxes and substitute a manufac- turers' tax instead. No More Smoking in Senate Press Gallery Washington, D. C. Another feather has been clipped from liie wings of iiian's freedom. The first round has been won by the anti-tobacco forces. If the Washington stories in your morning newspaper have lost their wonted zest, it is because the boys in the Press Gallery at the Sen- ate no longer can smoke. Kvervone familiar with the interior of a news- paper city room, or Webster's cartoons thereof, knows that no real newspaper man can write a story without the aid of tobacco. The writer is smoking a (name deleted by advertising office, see manager for rates), cigar, and knows but one non-smoker in the newspaper fratcrnitv, and he writes the "obit" cohnnn and lias one foot in the grave himself. For years, the corridors of the Capitol have been as free as air to the ubicpiitous ivi)orter, and wlicre- ever he has gone he has left his trail of ashes and butts. But that was in the good old days, when news- paper work was a man's game and the swish of the silk skirt was heard but seldom in newspaper ofifices. This session of Congress sees the advent of woman into her own. There have been one or two "shemale" reporters with gallery privileges in past sessions, but this year there are not less than six and — well, they've put "No Smoking" signs all over the Senate side of the Capitol, and there's a lot of Senators who wonder why the boys never come around to interview them any more. Yep, you can't smoke over there any more, and there is nothing now to pollute the atmosphere but Senatorial hot air. C. L. L. The China-American Tobacco and Trading Com- pany has announced the building of a new phint at I^ocKy Mount, N. C, with a storage ca])a(Mty of four thousand hogsheads of tobacco, at an outhiy of more than a million dollars. The American P)Ox Supply Company, of Detroit, re})orts a heavy demand for their "Yankee" bunch machine. This is another indication of the impetus given to the use of mechanical facilitating devices, be- cause of present labor conditions. 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 THE editor of the "San Francisco Grocer" m an editorial headed, ''This Game Has Been Over- worked," puts a whole lot of truth in a tew words, and if advertisers will only read it over caretuUy, we think that they will agree with what it says. We have pohited out repeatedly that advertisers do not pav enough attention to their trade paper copy, and the bigger the concerns the greater the oltense, for it certainlv is evident that featuring consumer copy without a line of trade copy to go with it, m trade papers, is the same as telling the trade paper subscribers that thev are not worth wasting time on. A subscriber verv rightly expects something new and different in his trade paper advertising. Yet when he is smacked in the eve with an advertisement that has alreadv appeared in' national magazines directed at the coiisumer, he mav well wonder if this is all the information he is to get except from the salesman when he calls. ,^ ^ . , . AVe reprint the editorial in full and smcerely hope that any advertisers who have read this far down the column will read on to the finish. "You can take a horse to the water but you can't make him drink" is a proverb which is well illustrated in the attitude of some national advertisers toward trade advertising. The writer can speak feelingly on this subject, having been wished into the trade paper game at a tender age without the money-making per- specuity to warn him of his danger. :Manufacturers are more or less helpless victims of the system which has ruined trade press advertis- ing. Tt is simply that the business of exploiting goods to the public is so remunerative a game that those en- gaged in it by one accord ])reach the gospel of adver- tisini? forcing the retailer to stock the goods. Millions to force a demand upon the retailer but not a nickel to interest and enthuse and to gain the goodwill of the dealer and his clerks, seems to be the motto of this class of advertiser. True, this system often does force the retailer to stock the goods, but it does not force him to sell them. The only cure for this stupid method of trade pub- licity is to entrust a member of the firm's advertising staff with the duty of w^riting special copy for the trade press — copy which is made up, not from matter fed to consumers through the columns of the maga- zines but right off the griddle from that given the salesman by the sales manager. The trade press ad- vertising in other words should be designed expressly to back up as well as to act as an advance agent for the salesman. That the weakness of the old method of forcing the retailer's hand, is realized by the very people who have been the cause of it is now to be seen by the spe- cial issues of daily papers, cut-outs of magazines, etc., which are now being sent on behall* of some of the big consumer advertisers. But believe us, gentlemen, you are still wide of the mark. The retailer will ditch such stuff quicker than you can mail it. Don't imagine that it will ever be a substitute for intelligently written trade press copy. The dealer hasn't time to waste over such stuff. Your brains and advertising knowl- edge should be utilized to save his time and to tell a storv that w^ill be w^orth his while to read, which in the very nature of things an ad designed for women and children would not be. Realize, gentlemen, that you are addressing men who know more than you do about most manufactured goods. House AdopU Bill to Return Undeliverable Mail AVashington, D. C. The House of Representatives has adopted the ])ill authorizing the Post Office Department to return to the sender undeliverable third- and fourth-class mail. This legislation, which has the approval of the department, is deemed one of the most important pos- tal matters which have come before Congress in some time. Under existing law such matter (which includes l)rinted matter and parcel i)()st) cannot be forwarded if the addressee has moved or returned to the seiuk'r at another post office until the i)ostage for its forward- ing or return is first pre]mid. This procedure neces- sitates the holding of such uiidelivera])k' matter at the office of original address pending notification of the addressee or the sender and tlie receipt of the recjuired postage for its transmission to its ultimate destina- tion, and the delay which necessarily is involved fre- quently causes inconvenience, loss and hardship to the sender or addressee, or both. Under the terms of the measure which the House has just passed, the sender of third- or fourth-chiss mail mav insure its being forwarded or returiK'd, n undeliverable at the office of address, by noting th»reon his pledge that the charge for forwarding or return will l)e i)aid, and the extra postage required fm this service will be collected upon delivery. The 1)ill now goes to the Senate for consideration, and it is not believed there will be any difficulty in se- curing its passage by that body. The return privi- lege will be of inestimable value to business men throughout the country, especially where the ship- ments concerned are of commodities in the disposition of which sjjeed is an important factor. ^ t t C. L. 1^' Publicity That Penetrates By Clarence T. Hubbard Tl UIE choice of a cigar is influenced by two things — _a man's personal taste and national advertising. But the choice of the purchase place is actuated more by impulse. Perhaps a certain cigar store is a handy place to drop into. Perhaps the customer is on friendly terms with the salesman. Possibly the store is recommended by a friend. Or it might be the par- ticular service rendered. Again, it might be a cul- mination of these things. It can't be salesmanship alone. Salesmanship w^ill help immensely once the buyer gets into the store, but unless the tobacconist is content to entrust his*growth to the above-named "may he's" something must be done to first get the neces sarv customers within the store. A SMILE IN EVERY PUFF- No matter how hard your day has been — no matter how disturbing or how strenuous — you will always find a Smile in the Puff of a good cigar. For a cigar knows no moods. A good cigar is a good cigar and equally as soothing on hard days as on easy ones — sometimes better on the hard days! At least the brands you find at Jones' Smoke Shop are the kind that put a golden sunset in the end of your day — smokes that contain both puffs and smiles. GET A SMILE SMOKE AT JONES' EVERY NIGHT One of the most helpful wavs is bv advertising, llioic IS newspaper adv^ertising which if worked out aloiii>' ji planned series will prove helpful. While, of cour.st', the real ambitious and progressive cigar man will combine newspaper, window, poster and general advertising together it is nevertheless possible to gain a ^0(t(l deal by newspaper advertising alone. As one successful cigar store advertiser said: "You've got to nioro than keep your name before the public — you've also to keep the public liefore your name." And judg- 'Ji^^ liom the volume of business he enjoyed, he did. ^'<'ws])aper advertising resolves itself into sev- ^'I'al Sizes 10c to 15c PRODUCT OF THE C. H. S. FACTORY Famous as Creators of Exceptional Cigar Values VAL M. ANTUONO TAMPA, FLA. Say You Saw It in The Tobacco World 15 Rob't Burns ^\Mild Havana filled Cigar lO^ cHtu^c TjUtM^ 2 /or 25^ CIGAR BOX WORKERS WANT INCREASE The cigar box workers of New York City demand a twenty-fiye per cent, increase in wages and shorter hours. It is estimated that the wage increase if pro- duction is not cut by shorter hours will add about tliree cents per box. The box manufacturers appear to be generally favorable toward granting the increase and are willing to meet the workers on a fair basis, but are not willino^ to concede shorter hours. It is generally thought tha^t tliore will be no strike, but that the price of boxes will be advanced to meet the higher scale of wages. Manufacturers' profits in this industrv are said to have been not large, the various strikes have nat- urally affected their business and it appears that their only method of meeting the increased cost of labor will have to be an increase in the price of the product TOBACCO CURER WANTED FOR AUSTRALIA The American Trade Commissioner in Australia Ml-. A. W. Ferrin, reports that a syndicate in Mel- Ixnirue is developing a tobacco plantation aiid needs an expert tobacco curer. It desires an expert to go to Australia on a three-year contract and it is willino- to give a liberal salary and pay transportation out and rctnin, if remaining at least twelve months. If the project develops as expected such a position would be l)ornianent. Later it is expected that six assistant eiirers would be needed. The Bureau of Foreign and Domestic Commerce will be glad to hear from qualified tol)aeco experts interested in this proposal. It is de- sired that a salary range be specified as well as some evidence of experience and qualifications, to be for- warded to the Bureau of Foreign and Domestic Com- merce, Department of Commerce, Washington, D. C. SOUTHERN LEAF MARKET In the Southland, the tobacco markets opened on the nth of September at Danville and Durham, and many other localities in North Carolina and Virginia. I lie quotations from South Carolina are so far so in- deliiiite that until they are more fully analyzed they are apt to be misleading. There has been no apparent rise Ironi the July average of twenty-one cents, about the same average as July, 1917, and twenty-five per cent, below 1918 for the same month. Our correspond- ('Ht ill that section has i)robably gone a-fishing. The "Kichmond Times-Dispatch" in a recent article said that gloomy reports are coming in from tlie (lark leaf and sun cured section of Virginia. An observer who traveled through the dark shipping belt JMth the view of taking a mental inventory, reports niat in the first place the fanners pitched onlv seventv- nve 1)01. cent, of the crop of last year and in the secoiul piaci' that which was i)itched has panned out badlv. Aiie ioat is small and thin, has been subject to sun- burn, which on hundreds of farms necessitated too early cutting of much of it, and as a result of all these orawhacks there will be not over fiftv per cent, of a sG\ciity-hve per cent, crop gathered. According to tnes(. figures the crop of 1!)19 will be in qualitv and quantity not over forty per cent, of that of last' vear. (lentically the same reports come from all the niV l''%l" ^''^^'''^^ ^^^^ sun-curing stocks are grown, 'J, ^if'ljmond warehousemen, who sell all of the crmT/"'^! ^J^^k for the farmers, are figuring on a _ I' mat will not weigh out much, if anv over 5,000,000 pounds. ■ Put some Prince-Albert-Humidor enthusiasm in your talk-tank and watch the little old sales- motor move up with a jump ! That one pound crystal glass P. A. Humidor is so chock-full of smoke-sunshine that men take the hunch quick! P. A. crystal glass humidors appeal to smokers, because they are such a clever scheme for storing a supply of pipe-packing at home or office, or for traveling. And, that sponge-moistener top ' keeps the tobacco in such perfect condition ! Spread out the glad -noise of P. A. Humi- dors and you'll punch that cash register for some real profits. R. J. REYNOLDS TOBACCO COMPANY V/inston-Salem, U. C. /^^ERHAPS it is pride -perhaps y^U conscience- perhaps it is the C/ habit of 68yeai-s-but cer- tainly it is good business sense that determines us to keep Cinco unswervingly up to die same standai*d no matter how costs go up* to preserve the quality OTTO E1SENL0H« &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED lOSO COPr««MT OTTO ttSENLOH* (. BROS. I'«CV9H ^^ "^ ^ RfGISTERED IN U 5 P.TPMT nrc.« Rf 6ISTERED IN U.S. F*TENT OFFICE Advertise in "The Tobacco World"— It Pays! 16 THE TOBACCO WORLD Sat/ Tou Saw It in Thi Tobacxx) Woild 17 ....n..........u«.m..«M.m.......Hu....H.. ...h ■ '»"' : ....«.U,MM..MM.H. H ....»U....M..HHMM».H.,»>>»H>«».HMMMMH.HUU m "— 1 LEAF MARKET JOTTINGS 1 CUTTING of the tobacco crop is general in Lan- caster County, and reports are generally rather dis- cou^agrng Sev"^^^^^^ damage by hail following a long spellof min in Julv prevented a good general crop and as previously noted the rains caked the soil about the roots of the plants, so that they did not get the nourishment they would have had by deeper rooting. The present^utting shows the leaf uneven m de- velopment, ranging from poor to excellent, with more of the former, so far, than the latter. W here the fields are thrifty the leaves are small and the production ot wrappers and binders will fall below the average. Per- haps wheif the crop is all in and sorted this apparent condition may b^ modified, but not to any large ex- *^''^'ciear production in the county has been reduced considerably by the long strike of the P/g^^m^^^J,^' ^"^^ this has made the leaf market flat with no obtainable price quotations. Concerns with much old leaf on hand will not load up with new tobacco unless they can get it at bargain prices, and the growers will have to let it go. At least many of them will. While the fact that the crop is probably twenty per cent, or more short is in favor of the growers, the conditions noted above seem to overbalance this ad- vantage and the general opinion is that prices will be materially less than last year. In Wisconsin, the housing of the crop is proceed- inff without any complaint of scarcity of labor, which means that it is being housed at less expense. 1 he tobacco is going into the sheds well ripened and in good shape! The later fields are slow in ripening on account of unfavorable weather, too cool and dry tor rapid development. The crop shows up well so far in the proportion of binders, and is generally considered to promise an excellent total in all respects if the late fields turn out well. So far as can be ascertained, no contracts have vet been made for the sale of the new crop, but there is a suspicion that several sales have been made as there have been frequent meetings between individual growers and buyers. They are not telling anyone. It is reported on authority of the ^'Edgerton To- bacco Reporter, »' that several hundred cases of low grade 1918 crop have been sold for export, also that there have been occasional transactions in bundle goods, of which little remains to be disposed of. It is stated that the International Tobacco Cor- poration has made arrangements to enter the Wis- consin field and will open a large stripping establish- ment there and will handle about a million pounds an- nually. In Ohio, advices from Dayton report activity in the leaf market with sales of Miami Valley at about seventeen cents. Lower grade filler is the only ma- terial available at the present time for export. The growers are generally willing to admit that they have been beaten on their twenty-cent ultimatum, and blame their slump on fear of an early frost. In Connecticut three-fourths of the tobacco crop had been harvested by the 1st of September, when a few days were lost on account of rain. Labor condi- tions are less troublesome than they were last season, but rates are high enough to either boost prices or lose money for the growlers, who have been paying at the rate of four dollars a day and board, rising to six dollars, in emergencies. . , , • ., Stocks of 1918 tobacco appear to be larger in the hands of the growers and associations than has been supposed. Individual growers have part of last year's crop and this vear's to carry and must provide for next year's crop. Added to these considerations, the numerous strikes have restricted the sales of leaf to- The sun-gro^^^l crop is curing finely, with no pole sweat so far, and entire absence of white veins Dealers are offering 1918 packings to the trade. Very httle tobacco has been bought in the field this year. In Old Kentucky reports are very much more cheerful than they were early in the month. 1 am reports rains that greatly benefited the late set to- bacco, which now promise a fair or good yield. W ooa- ford and Fayette, on account of rains, have the besi crops of tobacco in the Burley district. Ground Lex- ington the growth has been very rapid and the tioias look more even. The growing tobacco m the Louis- vdlle section looks well, some of it is housed, but tne best part of the crop is expected to be in later eui- "^^ Official quotations of the Louisville market vary but slightly from those previously reported. The quo^ tations for better grades of dark red a/e: Tranii ^i* and $16; lugs, $18, $20 and $2 2 j leaf-short, $18; com- mon, $20; medium, $22; good, $25; fine, $30 to $..o. Bright red quotations are the same, except i or leaf: Short, $24; common, $26; medium, $28; good, ^<5U, fine, $35 and $40. , ^^tr i ^. 4:oa. Old Burlev is quoted: Sound trash, $25; lug?,^-^' $35 and $42 ; 'short leaf, $25 ; common, $32 ; medium, $38;good, $44;fine, $50to$60. ^ , , New dark crop, manufacturing is quoted: >oiin trash, $11; lugs, $12 to $14; leaf— common, $14 anu $16; medium, $20; good, $22. Univeisal" MORE than a thousand progressive cigar manu- fadurers have learned the good logic of using Universals in their fadories. From one to four hundred are working in these fadlories— a total of about four thousand Universals earning big money and producing more and better ilock for their owners. What is good logic for them is good logic for every manufacturer employing five or more cigar makers. . Have the Universal demon^rated in your own factory on your own ^ock. Then you will see why it 18 a sure profit-maker for you ! Sznd today for Catalogue and Price List Universal Tobacco Machine Company 79 Fifth Avenue, New York Factory, 98-104 Murray Street, Newark, N. J. Manufacturers have learaed that The Universal Tobacco Stripping and Booking Machine i« a real profH-maker because : One Universal strips as much tobacco in most instances as three hand strippers — saving wages and space. The stock is better — no tears or curled tips — and very much less scrap. Cigar makers turn out from 35 to 50 more ci- gars a day when working with stock stripped and booked on the Universal. 1§ Say You Saw It in The Tobaocx) World Say You Saw It in The Tobacco World If < * 1wo Brands ihatwiD Increase '\6urBiisiness 7g. -3 lor 20g. 3 for 25g. up POSITIVEIY THE BEST AT THEIR PRICE Both Brands Are Bl^ SelUrs We RccommeDd Thai You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. .Lariiest Independent Cliar Factory in the World \l\/:\r7^.r:^j^\J7^j^.\r.\^.\.^;Yr^ HELMAR TURKISH CIGARETTES EVERY mail brings us the strongest voluntary indorsements of Helmar. Not because they are Helmar — but because Helmar is lOO^o pure Turkish Tobacco — the Mildest and Best tobacco for cigarettes. "Bundle" cigarettes, to be sure, contain a "dash" of Turkish — but a "dash" of Turkish, compared with 1009(> pure Turkish, is a joke. We are talking plain but it's the Truth. AU>tn, m"^' ing the firm's factories. THE SECRET of Manila Cigar IS SUN and SOIL Nature Is Kind in the Philippines MANILA Cigars have taken a firm hold on the American Smoking Public for the Reason that they Possess Certain Quali- ties and Characteristics Born in the Tobacco of which they are Made. A Soft Warm Sun and a Soil that is En- riched Each Year by the Overflow of the Cagayan River give to the Manila cigar a Natural Aroma and a Mildness that no Artificial Process of Manufacture can Pro- duce. And More! Manila Cigars are Made by Skilled Hand Labor Employing the Methods only that are best Calculated to Produce Cigars of the Highest Type. They are not Made to be Merely Cheap but to Satisfy the Demand of a Discriminating Smoker for a Mild, Free-burning Cigar of Character. Considering the Quality of the Materials used in Manila Cigars and the Method of their Manufacture, they are by far the Cheap- est Cigars ever Offered the United Stales Market. The Spectacular Growth of the Trade in the Past Three Years Proves how Quick the Smokers have been to Appreciate the Manila Cigar. And the Prices Obtained for them at Wholesale and at Retail Con- vinces the Most Conservative Distributors and Dealers in the Trade of the Advantages in Handling them. THERE IS PROFIT IN MANILAS List of manufacturers at,d distributors sent on opplicaiion MANILA AD AGENCY CHAS. A. BOND, Mgr. 546 West 124th Street, New York 20 Say You Saw It in The Tobacco World E. H. GaTO CIG»R COMPANY FOR FX)RTY YEARS THE STANDARD By Which Cle«r HaTco* Cir*rt Are Judawd Write for Open Terrftory Factory: Key We«t. FU. New York Office; 203 W. Broadw.y 5c. Cigars are in Demand Mdnild Scraps make a fine full flavored cigar that can be sold for a nickel WE SELL MANILA SCRAPS; also BINDERS and FILLERS S. J. FREEMAN & SON 123 Liberty Street, New York TADEMA HAVANA CIGARS Ar^Uellesp Lopez e Bro. MAKERS GENERAL OrnCE FACTORY >VAREHO^^^^^ aaa pearl street tampa ''*^^*;!,^^3*^ NEW YORK FLORIDA BAVANA TO STABILIZE DOLLAR Washington, D. C. Congressman Husted, of New York, has hitro- duced a resolution in the House of Representatives asking for the appointment by tlie Speaker of tlie House of a committee of seven to consider plans for the stabilization of the American dollar. "The pur- chasing power of the American gold dollar," says Mr. llusted, "has steadily and rapidly decreased during recent years to such an extent that statistics compiled by the Department of Labor show that sixty-seven cents would purchase as large a quantity of the same neces- sities of life, at wholesale, in 1896, as one dollar would in 1913, the first year before the outbreak of the European War, or that one dollar and ninety-six cents would pur- chase in 1918. . "This decrease in the purchasing power ot the American dollar is due to the instability of gold as a standard of value and its marked decrease in purchas- ing power during recent years is due to the largely increased supplv of gold held by the United States and the inflation of currency and credit rendered neces- saiT bv war conditions. ^ , ,, ^ ^v x- ' "it is highly desirable to effect the stabilization of the dollar ^n 'purchasing power if it can be prac- ticallv accomplished, in order that the ratio between wages and prices, and salaries and prices, may remain as constant as possible." CHAMBER OF COMMERCE FOR HAVANA A plan is apparently assured to form an Ameri- can chamber of commerce at Havana similar to or- ganizations of this kind at Paris, London, and several other cities. , o .^ It is intended to have the work of the organiza- tion extend to all parts of the island and to make it a factor of much value in American trade. It is believed that the oroanizntion can be oT service in matters ot transportation, i)rompt passage of merchandise through the custcmis, credit, advertising, etc. ^ The American :\nnister has been active m ])rino:- ing about the new organization, in the interests ot ^vhich the first meeting was held at the American Le.ira- tion and attended bv more than one hundred American citizens. At this meeting, held on July 15, 1919 a tem- porar^' organization was effected, and at an early date it is expected to complete the organization and seeuie suitable quarters and a permanent secretciry and siicli other assistants as mav bo required. The consulate jToneral is takiiiir an active part in the new project an ^vill be able to render assistance and to co-operat(^ ^Mt^ it in manv ways. CONGRESS CIGAR COMPANY IN PHILADELPHIA The Congress C^igar Company, formerly of Chi- cago, 111., has removed its headquarters to Plulaaei- nhia, and will be located in this city permami.tlv Thev have opened a factory at 247 South Third Street. 'Sam Palev, president, and his son, ^^ m. » ^i'^- ' are living temporarily at one of the hotels here initu thev can liiid homes for their families. ' m. Palev states that the move l^a^ ^e^^';^"nl"i; plated for scmie time, but that labor comi ions m.^ cago hastened his determination to find a lunv louu at once. Say You Saw It in The Tobacco Woeld 21 Tobacco Merchants' Association Registration Bureau, ^Ew^YorKmy Schedule of Rates for Trade-Mark Servicoi Effective AprU 1, 1916. Registration (see Note A), $S.OO Search Transfer, Duplicate Certificate, (see Note B), 1.00 8.00 8.00 th« Tobacco Mor- If»to A— An allowanco of $2 will be made to mombora ol •litnts' Association on each registration. . ^*** ^}^.\J*^Z^ **? * sjarch of a title oecesaiUtM the reporting of Mon **.■? ^*?lS}S} **M**i: b^tje** than twenty-one (21), an additional charA ©f One dollar (11.00) will be made. If it necessitates the reporting of more than twentv (JO) titles, but leas than thirty-one (31), an additional charge of Two Dollan ($2.00) will be made, and so an additional charge of On* Dollar ($1.00) will be ■ad« for OTcry ten (10) additional titles necesearily reported. Com- tobacco. Y. August REGISTRATIONS PONILA: — 41,286. For all tobacco products. April 9, 1919 pallia Cicneral de Tabacos de Filipinas, New York City. SIR DAVID:— 41,287. For cigars, cigarettes, etc. August 23, 19H. Tasbach-Voice Litho. Co., New York City. SAVARD:— 41,288. For cigars. August 21, 1919. Joseph E. Savard. Boston, Mass. FINGER LAKES :~-41,290. For cigars, cigarettes and August 26. 1919. Freshman Cigar P'actory, Auburn. N. ROBERT MASON:— 41,291. For all tobacco products, 11, 1919. Moehle Litho. Co.. Brooklyn, N. Y. WEIDEFRIES:— 41.292. For all tobacco products. August 23, 1^M9. Adolph Frankau & Co.. New York City. BUFFALO BUTTS:— 41,293. For chewing and smoking tobacco. juiu' 23. 1919. Harrv Krantz, Buffalo, N. Y. GARCIA VISTA:— 41,295. For all tobacco products. August 28, 1919. American Litho. Co., New York City. LOUIS THE FIFTH:— 41,296. For all tobacco products. August M), 1919. Pasbach-Voice Litho. Co.. New York City THOMPSON'S CIGARS:— 41,297. For cigars. August 30, 1919. lliotnpson & Co.. Inc.. Tampa. Fla. THOMPSON & CO.'S CIGARS:— 41,298. For cigars. August 30 1919. Thompson iS: Co.. Inc.. Tampa. Fla. THOMPSON & CO. CIGARS, TAMPA, FLA.:— 41,299. For c'-ars. .\u.i?ust 30. 1919. Thompson & Co., Inc.. Tampa. Fla. TUBALCAIN:— 41,300. For cigarettes. August 7. 1919. Vclasco <\- ( o.. New York Citv. LIBERTY PARK:-4i;301. For all tobacco products. September 1. Ior of tlio ci^^'ir «l(»])artimMit "I Austin Nichols & (^o., New York, died rocontlv at i^olniar, N. J. ' TOPIC HAVANA CIGARS 10 cents and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed : : Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" tight cent cigar two for fifteen ants »■ - For Gentlemen of Good Taste San Felice 7 c Cigars The Deisel-Wemmer Co., LIMA,0. tm. ITS A CINCH FOR A LIVE. DEALER TOPULLTHLBEIST TRADE HIS WAY CELEBRATED Chewing Plug. BEFORE THE INVENTION ~"'^: *::^ i>. OF OUR PATENT AIR-PROOF POUCH GRAVELY PLUG TOBACCO -^ MADE STRICTLY FOR ITS CHEWING QUALfTY' WOULD NOT KEEP FRESH IN THIS SECTIQK ; NOW THE PATENT POUCH KEEPS IT FRESH AND CLEAN AND GOOQ A LITTLE CHEW OF GRAVELY IS ENOUGH AND LASTS LONGER THAN A BIO CHEW OF ORDINARY PLUG. '% J?J3.9ravelyJo3acccCaDMfiiu.V», "W/t^"' Say You Saw It in The Tobaccjo World SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 142 Water St., New York City THE TOBACCO WORLD 23 WeU Bought Is Half Sold By Frank Farrington (All Rights Reserved) rnJlE first person to whom your stock is sold is your- 1 self and tlie easier you buy, tlie harder it will be to sell. J^asy buying nearly always makes hard selling. Tlie more care you use in choosing your lines, the less I'll or t will be required to sell them. Cigar dealers who buy m the easiest way just leave it to the traveling salesman to set down in his order book about what he thinks is right. They take till' salesman's word for the relative salability of the items and the salesman cannot be blamed it he puts iluwn the items he wants to sell rather than the items the dealer wants to buy. We are all looking out for our own interests to a great extent, even when we realize the importance of making the customer's in- terests our own. it is your business as a cigar dealer to know what you can sell in your store to the best advantage and if \ ou, right there on the spot and familiar with the trade, cannot tell what your trade wants, how can a stranger from out of town know better than youf No manufacturer, no jobber or distributor, no traveling salesman can tell as well what your trade will take as you can— if you are properly informed. But you must keep in mind that little ''if." You must make it your business to be well informed. If you are not, then you ina\ do well to trust to the judginent of the wise out- sider. One thing is inevitably true of careless buying, leaving it to the seller's judginent. You eliminate anv chance for developing an individuality for your shop. \nuv own personal judginent has no place'in the se- lection of the stock, so the place of business has nothing about its stock that makes it in any way different or better than any other shop. It is especially worth while for a cigar dealer to give his shop an individuality, to make it look different i'loni the rest, making it unique in some characteristics so that it will be liked. We cannot get up any en- thusiasm over the cigar store that comprises just the typical features that we see in all other such stores, rut something into the service you give, into the ar- ia ni^enient of your place, into the selection of stock that vyill make customers think of you as the dealer they like best to patronize. When you buy with care and intelligence and buy such goods as will give your stock the class and the «PP«'arance you want your business to reflect, vou C'st or not. If he is wise, he will Ibok out for the in- terests of his trade, but wise or unwise, he is there to make sales and you have to use your own judgment and buy according to your own plans if you wish to develop a business that will be something more than a mere offering for sale of an assortment of smoking material. There are mighty few traveling salesmen who are going to hold you back from buying a cigar brand of tliein just because they know that some other house has them beaten a little on quality or appearance along that line. The dealer right on the ground, knowing his own trade personally and intimately should be better in- formed about what that trade wants, what will sell best, than any salesman from the outside, even if the latter is possessed of the best intentions in the world. As to quantity, there are certain advantages worth considering in buying in original packages, in even dozens or thousands or cases. Sometimes you get a better price; sometimes you get quicker shipment; sometimes the goods come through in better condition. But whatever the advantages of buying in that way, you have to think of the selling side of the deal and buy 111 the way that is going to make selling easiest and fastest. Buying is no joy ride. It is harder work than selling, and a day spent in buying stock is a harder day's work than the hardest day spent behind the counter waiting on customers. Buying requires closer attention and a better application of knowledge and exiierience. There can be no guessing about your buying if it is to prove successful. The more you guess in your buying, the harder you will have to work at the sell- ing. When you are buying, make use of the oppor- tunity to get all the information you can from the sales- man about the line, both the items you buy and those which you might some day want to buy. Y^'ou know your trade better than the salesman knows it, he knows the goods better than you know them. He should be al)le to tell you all about the production of the goods, the kind of tobacco, where and how it was grown, the class of workmanship employed in developing the fin- ished product. Make it your business to get from the seller all the information you can get. This will help you in selling. The salesman can tell you what is selling well else- where under conditions similar to your owti. He may be a little too much inclined to show you his order book and to quote So-and-so of some other town as having bought so many of these cigars, but you c^an pass that by and try to find out instead of what others are buy- ing, what they are successfully selling. Get all the helpful information you can from the traveling man, but don't leave it to him to make up the order. Tf you do not know better than he does about what your trade wants and will buy, you have a lot to learn about your business and you ought to be learning it. 24 Say You S-e they possess. In other words, they have not used the'ir best judgment. They perhaps have not stopped to con- sider what was good judgment, but have bought on im- pulse alone. When a man finds that he is getting into the habit of buying on impulse, without proper con- sideration, the best thing he can do is to educate him- self out of that way of doing business. The impulse metbod is not going to lead you to success. One thing to be avoided in buving is something of a novelty. Because one lot of a new brand of cigars goes off quickly, it does not necessarilv follow 'that anotber lot will go as quickly. Consider whether the first lot has gone in single sales to a large number of smokers who have not repeated more than once or twice, or whether it has gone to relativelv few men who have stuck to the brand. Go slow on reorders unless yon have a real following for the brand. , Selling cigars is different from selling things like pianos or tractors. The success of the business is not m selling once to a large number of men, but in selling repeatedly to a limited number. It is the steady trade of your patrons that counts in vour field. But bear m mind that out of a hundred reondar buvers of one nrand today, a week from todav will see an appreciable proportion gone to other stores or other brands. You oamiot count on holding smokers to anv brand indefi- iiitolv. Yon must either develop new trade on the hraiKl or you will find it desirable to reorder in de- creasing lots. Buying is, no doubt, more a matter of judgment than of absolute rule, but judgment must be founded ^" facts and those facts must be gleaned from the nctiinl Imsiness previously done. r)on't sign an order for goods without knowinir m, ^^^'^" ^\^ve on hand in that line. Never guess at it. Tho traveling man may be in a hurry. lie may not ^vant to wait for you to look over your stock, if you ^voro not systematic enough to have a want l)ook or stock book that tells the story. You may want to ac- pmmodate that particular salesman so he can catch ^>« tr.nn. All right, go ahead and accommodate him, ^'^t ronieinb(a- that it is better business to consider your own success first. T. J. DUNN (a CO. MaKers of The New Bachelor Cigar East End Avenue and Slst Street, New York ^t Free! Free! SAMPLES A«k and You Will Recciv* ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Mfr. '"N.^*"?„'r* LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS.. . - - - U. S. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff, E»t. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — K.appees — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Fifth Ave., New Yerk Your Prospective Customers me listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suggestions how to advertise and sell profitably by mail. Counts and prices piven on 9000 differ- ent national Lists, covering all classes; for instance, Farmers Noodit Mfrs., Hardware DJrs., Zinc Mines, etc. This valw Ablt Reference Book free. Write for it. 50ji Saves Dollars on Your Purchases Ct •CTcrtl quvtaiioni on what you buy. It will save many dcllar*. F.f 50c rcoiD or «anip.) «,- ».;n ,«„d , ,,» oanieao»iiun«fM»..rfr»^ Jobbers, dealers, or individuali who lell what you want to buy. Rpss-Gould ^ Mldiling I 26 Say You Saw It in The Tobacco World =^ - Up-State Notes John Ryan, of Mahanoy City, is sticking to popu- lar brands and at present is featuring the bl \utan cigar. William Kearney, of Wilkes-Barre is ^^o^J^ t« open another retail store. This will be the fitth in his chain. The '' \ntonv & Cleopatra'' line is making many friends and new* customers for I. Steinf eldt, ot ban- caster. The Booth Tohac<5o Company, of Columbia and Lancaster, report a steady growth of their jobbmg business. Clyde Shissler, of Simon Shissler & Son, Lancas- ter, haf been in Philadelphia this week looking after cigar stocks. William Freeman, retailer of Scranton reports that the -Gladstone'' cigar is proving one of the best sellers in his line. Young & Busser Company, retailers and whole- salers in York, are adding new customers with the ^*E1 Yutan" brand. Frank Scheuerholtz, of Honesdale reports an ex- cellent demand for the -Hoffman House" cigars, w^hich he is featuring. Jack Thomas, jobber of Nanticoke is going strong with the -Chancellor" brand, put out by Dusel, Good- loe & Company, of Philadelphia. Weeks Brothers, wholesalers of Pittston, have de- voted their attention recently to the featuring ot VA Yutan" cigars, vnth excellent results. Harr^^ Sperling, of the Sperling Tobac<^o Com- pany, Wiikes-Barre, has been spending a very pleasant vacation at the Breakers in Atlantic City. John Goeser & Company, wholesalers of Hazleton, with branches in Tamaqua and Dan\nlle, in addition to their cigar line are doing a fast growing business with candies. The York AYholesale Grocery Company, Incor- porated, is a new concern, which has entered the job- bing field with a cigar department. :\Ir. Ettline will be in charge of the cigar business. Donovan & Bressler Company, retailers and wholesalers, of Williamsport, have a most cai)able manager of the jobbing department in Frank Dooley. He believes that the man -with the smile" wins. Any- way they are doing a splendid business, and Mr. Doo- ley is always there with the smile. The retail depart- ment is in charge of Mr. Kellar. I. Laub, of Hazleton, is a live jobber who is dohig things with a number of national sellers. The Liberty Cigar Shop in Wilkes-Barre is doing a growing business, says proprietor Harry Lenahan. Ed Brown, of Dusel, Goodloe & Company, is back on the job, and is again giving his up-State customers the ' ' once over. ' ' Harry Grover, of Hazleton, reports that his job- bing business is feeling the stress of the times. More -El Yutans" would help a lot, says Harry. Samuel Kocher, a cigar manufacturer, of Wriglits- ville. Pa., died last week. Mr. Kocher was seventy- four' years old and widely known in the State. The Wilkes-Barre Cigar and Tobacco Company, of Wilkes-Barre, is featuring the famous Bobrow Brothers' national eight-cent brand, namely -Bold." THE AUSTRALIAN TOBACCO INDUSTRY With the object of stimulating the tobacco industry in Australia tobacco companies, says a Sydney publi- cation, have made an offer to the Commonwealth Board of Trade to purchase 2,000,000 pounds weight of Australian-gro\\Ti flue-cured tobacco each year for three years, starting from the date when the first year's . product is marketable. The prices offered range from 6d (12 cents) to Is. (24 cents) per pound for bright and dark- Is. 6d. (.'JG cents) for dark; 2s. (48 cents) for bright mahoganv, and 2s. 6d. (60 cents ^ for lemon color. The acting president of the board of trade states that those prices were highly satisfactory from the growers' point of view. Certain recommendations conteined in a preliminary report of the board of trade had been approved bv the Cabinet subject to State co- operation. The board was desirous that a conference of State experts should be held to secure co-operation. For some vears past the board has been considering many suggestions for encouraging the industry. In- cluded in these was the payment of an export bounty, scientific research to eradicate blue mold, and selecting assistants from each tobacco-growing State to visit the United States and obtain a working knowledge there for training Commonwealth growers. BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City 1. IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters New York City 50 Union Square STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufadlured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higfiest Quaiity SELLING AGENTS ADOLPH FRANKAU &. CO.. Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCulloutfh & Co., Inc. - - Manila, P. I. B. B. B. Co. (Canada) Ltd. ... Montreal J. W. Strelder Co Boston, Mass. THE MOEHLE LITHOGRAPHIC CO. ^IGARLABEL?^ AND CURCNDON RO^TeA^ iZ^'ST. BROOKLYN, N.Y. BRANCH orricc 170 WEST RANDOLPH St. CMICAeO.ILL. OSCAR PASBACM.Pi: J.A VOICE.SccY. 8 Gen'l. Manager MBlMatByPIIGC Vx LITHOGRAPHING CO.inc.z^^ T IlTEI©)©m^PMlimS 25"!^*^ St.Cor. of IlT'i'AvE. NEW VORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING •• — GARRETT H. SMITH, l^.^..-^- -"?" compaRia litocrafica de la habana Fine.t Imported Civar Band* and I aJbeU. AUo GUMLES6 BatMla NEW YORK OFHCE (Phon«. Stuyve.ant 7476.: 50 Union Square ' ■ .—..— H* — 1 H ■■ ■■ M OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco melCow and smooth In charactei and Impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS FRIES Si BRO., 92 Reade Street. Ne^v York MANUFACTURER OF ALL KINDS OF 22iid St. and Second Ave.. NEW YORK Cigar Box Labels AND TRIMMINGS. fUNROK strkkt. I.OITIN a. CAVA, Slirr. A BARGAIN IN CIGAR LABELS AND BANDS. n.,n.. T" "**^"""^"f '^'^ prevailing hi^'h cosi and scarcity of material, labor, etc.. we have .lecided to close out and .liscontinue a liriie numi., r of attractive stock labels with title and desijj:n rights. *^ we art- t! ^^^ "^^ "'**^ closing out at excei)tionally low prices the entire line of stock labels formerly made by Krueger .S: Mraun. of which Hrm d..«i ^y^ ^^'" *'''^^ " (juantity of attractive stock ci^'.ir bands, which we will also close out at prices far below the i.rcsent cost of nrn uucui^. such bands. Write for saniples and prices. ' WM. STEINER SONS & CO., 257 W. 17th Street, New York City. <^-T- VOLUME 39 HE'S THE OLD RELIABLE GRAND old "Bull". He's the best there is. He sold over 3(»(),00().0(M» bags last year. You know genunie Hull Durham— never an enemy; millions of friends. Genuine "Bull" Durham tobacco-you can roll hU>jW^ smokes from one bag. That's some wducement, nowadays. GENUINE 66 BulCDurham TOBACCO ^ /^ Guaranteea oy . i« ». T r o ^ Oil pipe smokers, mix a little "BULI " 1)1 KH.\M ^vith your favorite tobacco. It's like sui^ar in your coffee. ^1 ',-i^'^tr> NO. IM TOBACCO OCTOBER 1. 1919 WORLD Latest Sumatra Importation What is practically the balance of the 1918 crop of Sumatra Tobacco to be imported arrived this week on the Steamer Van Overstraten. Samples representing these importations may be inspected now. H. DU YS & COMPANY,!- 170 WATER STREET NEW YORK SUMATRA AND JAVA HEADQUARTERS fRREGULAR PAGINATION Say You Saw It in The Tobacco World A Big Deal eight trumps to boost your game ! THESR eight biii: publications arecarry- ing the message of card phi\ing — of Bicycle and C\)ngress Playing C'ards — to over five million paid subscribers- which means over twenty million readers. They are telling your customers — and others in your community about the amusement and recreation to be secured from pla>ing cards. Thev are building business for you — IF YOr WANT IT! Advertisement No. 1 Here is llic fir>t advcrtiscnu'iit of tlie com- ing scries. It aiinoiinccs tin? ntw rule book — a fitting start for such a strong scllinj; campaign. The remaining advertisements will be devoted entirely to the fine points of games. They will create interest on the f)art of casual players — and influence non- f)layers to take up playing. This is to be the strongest advertising campaign ever put out for Bicycle- and Congress Pl.iying Cards — and that means for any cards! Here is real cooper.ition for you — coopi'ration which means big profits on what you might usually consider a small item of your stock. Write us for further particulars regarding; prices, advertising helps, etc., etc. The U. S. Playing Card Co. Oept. 6 Cincinnati, Ohio llllliilliilllllllllllllil Card Players ! Get this NEW Rule Book v JUST o« thf pr«i-«onlain5 .ill of the \rr> ljt«t ch.ingp* in thf rulf. o( xo<) card BJmr» j^o i>.i,;rs li'lmful uUjluaUf sunu'-'t""""" »'"■ < (rom-Solit.i.rr-toAu.t...i. H...IH. • ( .vr, >uu lunt, (..r .mprov- j in( >-ou. pliv ^fOt |.-f|«.l .- '*>.- .u-t ..( ,.ul.l..l"n^ ..nl> '"•-'«; '^■"" , coupon or »rut lot thi» SKU l)-.uk, «.t (r„n. >oui dijUt a pu> k y\ »nd you will l* »uro of rnjojing Nour (j\..ritc Rime to the utmost 0( courw, >ou know Huvfl» Plaong CitiU the hi^h gride, y- iir*Me. >et reJK.iublv |.n.takr^ Mu^l i.iid |.l.i.>. tUintreM PUylD| Card* ." ■•( dr 1 an.l lor vjiial plj> (void iUjLts, . . I,, .. pri'^ents^m ktiiii .i-d\ rr.l 1 I" ifM* nunkm pi I ul«j<)> like'. lhe"i (pLililv ,11 1 . k- ..leal (i>r pri/f*. il'l' . 6 REVELATION— TH* N«w tnd Mm*«Ioui Fortune Ttllini C«rdt Thes in»»et jlwolutrK .^erv r|iir»i;on on jny >ul.jeif love, IniMne*-. health ot .fjlth the past. |«t>.ni and {.iiure \V.>ili|» o( exfitemi"! and (asclnation Vou ran alM> »< thi m to play "Th.' M>-li. t.aine »v whiih can J>e pla\ed »ith no othne coloi l.a.k. in tu.k . i-e Vc per de,k, .oK.red t«ik .l.-.^n. ^M ."■Uev m t.U«c.>(ie ca--, :'« l-roni >our dealer ur p»)..tpaid Order a deck ol REVtl \TION Card* when you »*nd for the "Oftmal Kule»o(<:ard<;ame-.". but v-nd(or the hook iiNla) »o you will ha>e It when >ou ^^ need II. it c«nt< (MMlpald. Q ^ WW. r s ri..\viN(. ( ardi o l)-Dt W ^.*' nnati. U V .^ , o( ^^..''* The U. S indvj,. < .nila ^^..** p|,„^ Cud C. _.** c«<»»u<.. o, » i»»ai».c» Addrt»t tact«OT JO .rfita This luhrrtisi-nu'Ht almost ticicc the ahovc size ap- pears in all t'ic tfiujiiizinis shou'ti. Ililllllllllll J...— »— «■ ■■ »■ «■ ■■ «■ M !» " '■ ' " -- — II 11 II HARRY BLUM Manufacturer of —tL NTHE NEW ^ ^ ATURAL BLOoM HAVANA CIGARS *^* 122 Second Avenue New York City mm H 1— — + S. LOEWENTHAL .S. LOEWENTHAL B. LOEWENTHA' S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobacco 123 MAIDEN LANE, NEW YORK TADEMA "^ctoARft Ar^ilellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE 2aa PEARL STREET TAMPA LEALTAD 1B9 NEW YORK FLORIDA HAVANA »■ ■ ■■ MADK IN BOND F!NE HABANA CIGARS Ejicellence of Quality and Woricmanship Are Combined In ChMLES the G11E4T ESTABLISHED 1»67 Y. Pendas Sl Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salewoom, 80 J -803 THIRD AVE. NEW YORK OTY A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA !•- aim mutka mPtU Bxirley OttcC Season CltocoJatt I QGAPETTES EXCLUSIVE PROCESS .... UNION MADE .... Patterson Bros. Tobacco Co., Tr. RICHMOND VI?13INIA B IF YOUR DEALER DOES NOT \. )} HANDLE THEM. WRITE U3 J Say You Saw It in The Tobacco World Jm ■1 11 11 M n ■■ ■■ ■»- ADVERTISING! WHAT IT ■ I Advertising": Discounts Compels and Anticipates Advertising": Creates Strengtliens and Developes Advertising: Insures Saves and Makes Permanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W B. WILSON, Secretary ROGER W. B-VBSON, Director Geneal, Infcmatlon and Education Service m ■■ n n T •' " " " " " — — - I- ■■ ■■ ■■ "- TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE ...Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA. LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St.. New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH B. WERTHEIM, 81st and East End Ave, M'hafn, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER, Lancaster, Pa President GEORGE M. BERGER, Cincinnati, O Vice-President iEROME WALLER, New York City Treasurer IILTON H. RANCK. Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling, W. Va President WOOD F. AXTON. Louisville, Ky Vice-President RAWLINS D. BEST. Covington. Ky Secretary Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice President h. L. ULNICK Treasure! VAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tuesday of each aonth at Hotel McAlpin ij» CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. FOR SALE FOR SALE— A CIGAR FACTORY. Established 1874. The owner desires to quit business. This is a good business oppor- )r particulars address "B," 106 West State, Street, Media, tunity. Foi Pa. FOR SALE— OHIO SCRAP FILLER TOBACCO, made from good 1918 tobacco, price 14c. per pound; 1917 tobacco, 20c. per pound. Clean and dry, ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 2% oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles, Ohio. FOR SALE— WE WILL HAVE ONE CARLOAD of cut stems for sale monthly. C. C. Ehrhart, Versailles, Ohio. FOR SALE — Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIGAR MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania Broadleaf to our packing, and can sup- ply vour wants, some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co.. Penna. "Packer of Tobacco since 1870." CIGAR MOLDS FOR SALE FOR SALE — Various quantities of molds, popular and modern shapes. Address Box 315, care of "Tobacco World." LITHOGRAPHIC SALESMAN WANTED WANTED— A SALESMAN TO REPRESENT A FIRST-CLASS lithographic house, specializing in cigar labels, cigar bands, etc. Apply with full particulars to Box 312, care of "Tobacco World." WANTED TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. The Tobacco World Established 1881 olume 39 October i, 1919 No ig TOBACCO WORLD COIIPOIIATION Puhlishcra Hobart Bishop Ilankins. President H. H. Pakradooni, Treasurer William S. Watson, Secretary PubliHhed on the Ist and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as .«ec<)nd-class mall matter. December 22, 1909. at tli< Post Office, Philadelphia, Pa., under the Act of March 3. 1^ ' PniCR: T'nited States. Cwhn and Philippine Islands, $2.00 ;• \ear. Canadian an. ofour patent air-proof pouch gravely plug tobacco made strictly for its chewing qualfty Would not keep fresh in this section. NOW THE patent POUCH KEEPS IT ' : FRESH ANP CLEAN AND OOOQ A LITTLE CHEW OF GRAVELY IS ENOUGH . AND LASTS LONGER THAN A BIO CHBW g OF ORDINARY PLUG. -^f J?J3.9ratfeIySb0accoCd DumusXiL "VHm": ' • IPT. A Mechanical Facilitating Devices Have Proved Their Worth to Cigar Manufacturers USE THIS Automatic Long Filler Bunch Machine Enables Manufadurer to Make Uniform Bunches With Unskilled Labor and Does NOT Require a Bunch Maker. Two Inexperienced Girls Can be Taught to Operate This Machine and Should Become Proficient After a Few Days' Pradlice. This Means a Greater Produdion and An Attradive Saving in Co^s. Easy and Inexpensive to Operate. Adju^able to Light or Full Bunches. Catalogue Sent Upon Request to Any Interested Manufacturer Colwell Ci^ar Machine Co., Inc. 131 Washington Street Providence, R. !■ Volume 39 THE TOBACCO WORLD Number 19 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, October ], 1919 Foreign $3.50 Milwaukee Settles Strike, Local Conditions Improve, New York Manufacturers Stand Firm Milwaukee, Wis. MILWAUKEE cigar manufacturers settled with the striking cigarmakers and they began work again on the 15th. The cigar manufacturers gave ad- vances in the scale amounting to from 20 per cent, to 30 per cent, on various sizes. The cigar manufacturers have retained the right to maintain an open shop, al- though they will offer no objection to the union en- deavoring to make members of any or all the non-union cigarmakers they may employ, if they can do so. The cigar manufacturers in Milwaukee are far be- hind in their orders and more are piling up daily with Httlo chance of the factories turning out more than a normal production. One of the strikers^ committee stated that he did not think a cigarmaker should work at a bench more than six hours a day, and he made the statement seri- ously. The cigar manufacturers, however, felt that if the settlement was to be made on the basis of a six-hour day tho factories might just as well remain closed. The eight-hour dav was finallv conceded. Detroit, Mich. Every effort is being made by local manufacturers to koop up the cigar production, and all of the factories are working to capacity. Some agitators have made their appearance in Detroit and trouble may result, although the cigar manufacturers are making every effort to keep their help satisfied. Cincinnati, Ohio, r^israr factories in Cincinnati are working to the limit and ever>^ manufacturer has more orders on hand than he can possibly fill this year. The demand for Clears is exceeding all previous records. A big week is in prospect with the World Series Baseball Games, racing at Latonia, automobile racing and two musical comedies in town. The Chamber of Commerce is ad- vertising for vacant rooms in private homes to take carp of the crowds, and every hotel has notices posted in oacli room to the effect that the room is engaged for the week beginning September 2f>, and that it is rented to the occupant with the understanding that he will ^ve it up on or before that date. Needless to say the town is already overflowing with visitors, and the cigar husinoss is enjoying a tremendous boom. New York City. The meeting held here last week between a com- niittee of the striking cigarmakers, and a committee of cigar manufacturers was without results, except to fur- ther emphasize to the cigarmakers that the fact that some of the cigar manufacturers had agreed to meet them was no indication of a change in attitude on the part of the cigar manufacturers. At a meeting held by the cigar manufacturers on the 22nd, a vote to adjourn for thirty days, which was carried almost unanimously, dispelled all hopes of a reconciliation for the present. Cleveland, Ohio. Some of the cigar factories in Cleveland are closed on account of strikes by the girl cigarmakers, who are demanding 50 per cent, increase. While other fac- tories are working, due to increases having been given a few weeks ago, there is a feeling that further trouble may develop and a complete tieup of the factories re- sult. The local situation shows improvement, the aver- age number of workers at their benches at the various factories during the past week being higher than any previous week since the strike. There seems to be very small chance for the strikers to win anything, and on the other hand they stand most excellent chances of losing ever\i;hing. They may temporarily curtail production, but at the same time they may perma- nently eliminate their chances of getting their old jobs back. It has only been a question of time before mechan- ical devices would have eliminated the skilled cigar- maker in larger factories, but during the evolution the cigannaker would have had an opportunity to advance to more important work, so that every worth while em- ployee would have benefited bv the change. The strikes in various parts of the countr\^ are compelling many manufacturers to take up anv mechanical means avail- oble to facilitate the production of their cigars. With the strikes tvinsr up skilled workmen, the opportunity is opened to unskilled labor. More than one manu- facturer is rebuilding his cisrar factory from the ground up vnih new methods. The fact that these man- ufacturers are getting onlv a curtailed production means ver^^ little, for with the strikes in various sec- tions they would have been getting little, if any, produc- tion an^^wav. THE TOBACCO WORLD THE TOBACCO WORLD iiiiiii iiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinniiiiiiimmm,,,,,,, '" " """ ■ THE condition in the jobbing trade in practically everv line is that the goods are sold a month or more before they reach the distributor. This applies to the cigar jobber as well. In houses where a slate is kept showing the goods that are out of stock, an extra slate is needed to mark down the brands and sizes of which there is a shortage. Cigar manufacturers are quite unable to supply the demand. Throughout the Middle West the condi- tion is unprecedented both in the manufacturing and jobbing fields. The jobbers in the Middle West who, a few months ago, sat tight in their seats and refused to buy, pre- dicting a decrease in price, are now glad to get cigars at anv prices. Almost every manufacturer who has raised his prices admits that the reply has been, ''ship cigars, prices all right." In the early part of the year the trade papers and cigar manufacturers urged the jobbers to continue buy- ing. When the revenue increase became effective job- bers still held off, promising that prices would decline. Manufacturers continued to state that there would be no decline for some time, and in no case until the old hiffh-priced leaf had been used up. Jobbers seemed to think this was a camouflage. The Government said, ''Buy Now, But Buy Wiselv." Many firms said we will buy only what we ab- solutely must have. The retailer with less informa- tion to' go on than the jobber, said the same thing. You can go to any jobber or retailer today and ask for a size, or in some cases any size, of a brand and find out that he has none in stock, and his chances of getting any quantity between now and the holidays are slim. When strikes first began to make their appearance last May, the trade becran to bite its finger nails and look anxious, audit has been lookino: anxious ever since. The manufacturers may not have anticipated the strikes when they urged jobbers to order, but they "had a feeling" that in the fall cigars were going to be scarce. By no chance can the cigar production come any- where near supplying the demand for the balance of the year. Jobbers who have heretofore been particu- lar iibout the brands and sizes that they ordered will be lucky to have any brands or sizes. This is a severe blow to both the jobbing and retail trade, as well as to the manufacturer, for profits de- pend upon volume, and curtailed sales mean less profits. With the retailer and jobber it is a serious matter for them to be extremely short of stock, particu- larly where their business is almost entirely cigar trade. Cigar manufacturers are not going to raise their prices one cent more than necessary, for obvious rea- sons, but prices are advancing and may advance still further. So long as the cigar manufacturer must exert every effort to get production, so long will the mat- ter of price be of secondary importance. The holidays this year may be not only extremely dry, but unusually smokeless as well. ^ It is stated that the cigar production for the calen- dar year is already more than a billion cigars short of the figures for the same period last year. The prohibition law has undoubtedly added greatly to the sale of cigars, and there is certainly a continually increasing consumer demand. Jobbers are riding around on sleepless sleepers liunting for cigars, and manufacturers are spending sleepless nights trying to figure out how they are going to get more production without tuminc: over their fac- tories and capital stock to the cigarmakers. But despite the great shortage of cigars, the job- bers and retailers are almost solidly with the cigar manufacturers in their stand against unreasonable flo- niands on the part of the cigarmakers. Cigar Box Shortage Becoming Acute ONE great problem that is facing cigar manufac- turers is that of procuring packages. Cigar box factories are swamped with orders and the manufac- turers face a condition similar to that of the cigar manufacturer. There is a great scarcity of help, and here and there factories are almost completely tied up either because of strikes or inability to get help. Wages have been advanced to the cigar box workers, but there seems to be no end to their demand. Cigar box prices have advanced and there is no guarantee that they will not advance again. When production becomes para- mount to price, the price will have to be paid. During the w^ar the enormous prices paid for al- most every kind of work were due to the dominating in- fluence of production, the chief end to be obtained. After the war manufacturers have no longer been able to operate on such an extravagant basis and price has been the chief object, ever>' effort being made to get production economically. There seems to be, however, an ever-increasing de- mand for production. The cry is for goods Labor has not overlooked the opportunity that this condition presents. It looks as if once again production will be- come paramount to price for a time at least. Those who want tlie goods will have to pay for them. And the man with poor credit stands the poorest chance of getting his supplies. The cigar manufacturer who stands on the right side of a cigar box manufacturer today may tlinnk his stars for his foresight — or good luck. Few cigar box manufacturers want now acxioimts and most of them are sweating blood to take care of their old customers. We heard a cigar box manufacturer last wee^: tnrii down an order for 30,000 boxes after he had been told to make his own price. Booming A Retail Tobacco Business By Robert F. Salade MAx\Y retail tobacco dealers could greatly increase Uieir volume of business by paying closer atten- tion to the matter of service. With the exception ol* the corner drug store the average "smoke sliop" is the most popular and useful place in the neighbor- hood, for the reason that it is generally open for busi- ness every day and evening;, Sundays and holidays, and usually it offers a desirable service to the public which is not to be had at other local stores. For instance, when you are visiting a strange town or city you may have occasion to use the telephone, and when a drug store is not to be seen, the next place you thhik of as likely to have a telephone is a cigar em- porium. You will not have much difficulty in finding a cigar store, no matter what town or city you may be in, and ten to one, the tobacconist in charge will allow you to talk over the wire. If he be a progressive busi- ness man, he will greet you pleasantly, saying some- thing about the weather, of course, immediately you feel "at home.'' After telephoning, you step in front of the counter and buy a few cigars. The dealer's winning smile leads you to say a word or two. Soon the dealer and you are talking away like a couple of old friends. During the past summer, on an exceedingly hot afternoon, the writer was passing through a small country town of Pennsylvania. It was one of those days \vhen a traveler simply had to have some kind of a cold drink, but judging from the appearance of the half-a-dozen stores along the main street, no drink was to be had here for love or money. Even the lone drug store was shut tight for the afternoon at least, and il the town boasted of a hotel, none was to be seen in the ' ' business section. ' ' Wlwn just about to leave this quiet burg, the writer noticetl three ruddy-faced youths coming down the main street. As the young men drew near, 1 asked one of tieni li there was such a thing as a cool, soft drink in the jdace. 'SSurely," was the ready answer. *'You Ciin get near-lH'er and all kinds of soft drinks at Allen's cigar store. We're going over there now. ('ome along and we 11 show the way.'» Allen's cigar store was located on a countrv road 'ilxmt two blocks away from the main street, and it pn)V(Ml to be a wonderful shop, indeed. The front part 01 the "sales-room" was spaci(ms, and here were a mim}),.r of tables and plenty of chairs, but all of the eliairs \yere occupied by young men and women who Jjere enjoying a good time eating ice cream or drinking nevorages. Here, evidently, congregated the voung loiks nl the town, and while the Allen's were Imsv sorviiiu- lee cream and non-intoxicating drinks, the local Pnarniaeist and the other storekeepers were doubtless >eposi]iir i,i dreamland. ^fi'. Allen, a pleasant-looking, middle-aged man of ^^^ Y\u'i\\ type, hurried into a back room and brougiit ^^^ oxtia chair for the writer. no /'n '^™ ^^^y^ ^^^^'^ ^^^" ^^^ ^'^'^'^' *'^r«l1«' VOUrSf'lf porioctly comfortable. Here's a fan. We liave fresli [oaeli 100 cream today, or strawberrv, cherrv-cnstnrd •' (''Jocolato, and believe me, it's the real thin<'- We also have ginger ale, lemon soda, sarsapariUa, and the best near-Deer that ever quenched the thirst of man." liad there not been so many ladies present, 1 would have perhaps taken a cliance on the near-beer, but not wisliiiig to set a bad example, 1 ordered ginger ale, ana It proved to be tlie finest drink that i had ever en- joyed, probably on account of the hot day. Soon afterwards i gave a repeat order for the ginger ale, and while resting I gazed around the store to see what other merchandise was offered for sale, it was truly a remarkable house, considering that it was situated in a very small town. There were several glass cases stocked with all the popular brands of cigars and cigarettes. On the shelves in back of these cases were pound and half-pound tins and jars of well- known tobacco, boxes of cigars, pipes, stationery and fancy paper goods. On the opposite side of the room were three glass cases stocked with a great variety of chocolates, bon-bons and candies. On the tops of these cases were tempting displays of chewing gum, *'Tabs " cliocolate nut-bars, "liuds," mints, and otlier small con- lections of this variety. The shelves in back of these cases were filled with boxed candies in ail the stand- ard sizes. The dealer's daughter, a pretty miss of about sev- enteen (the patrons of the store all called her '* An- nie"), was kept continually busy waiting on people at the candy counter, and the way those country boys and girls spent money for sweetmeats would lead one to believe that the talk about the high cost of living IS only a joke. They spent their money freely, and withm a short period the writer noticed at least half- a-dozen pound boxes of candy pass over the counter Everybody stopped in front of the candy *' depart- ment" and bought smaller articles such as ''Tabs " chewing gum, ' ' Buds, ' ' chocolate bars, etc. And while the writer watched these country folk laughing and chatting away over their ice cream or soft drinks, the thought came: It is indeed good for the American people that the saloon is rapidly passing J.et the young folk (and the old folk, too) eat all the ice cream they may want and no harm will be done Let them eat plenty of candy, for good candy is food' and it will make people all the more healthy. Then' another thought came: AVith the passing of the saloon' the ice cream, soft drink, and candy businesses are bound to increase tremendously, and the retail tobacco dealers who do not ''reach out" for their share of this trade are simply losing an opportunity to earn a lot of monev. • Now, we do not mean to hint that the cigar stores of the large cities should be nin on the same plan as the country tobacco sho]) which has been referred to but we do suggest that all dealers should trv to offer the same kind of service as that offered bv Allen. The stranger may buy postage stamps in Allen's store, lie may write a letter there, he mav use the public telephone. Allen's place offers the tired stranger more ( njoynient and comfort than is to be had at some of tlie big hotels. Allen has that friendlv manner of greet- iiig a stranger that makes one feel tliat there are good, kindly storekeepers in this bard, old world after all. 10 THE TOBACCO WORLD THE TOBACCO WORLD n A friendly greeting and a pleasant sinile goes under the heading, service. The tobacconist, or any other merchant who knows the value of this service and who makes the proper use of it, will quickly win an army of patrons. . . -, a Here is another viewpoint of the service idea: A certain young tobacconist of Philadelphia makes it a rule to study the likes of each one of his regular cus- tomers. For example, he notes that Mr. So-and-so always asks for the '^Bo-Jo" cigar, light color, and in the londres size. The dealer keeps this fact in mind, and whenever Mr. So-and-so comes in, a box of his favorites is handed over before he has a chance to say a word about them. That's service. At the psychological moment the dealer hands over a newly-opened box of ''Bo-Jo" cigars— right color and proper size— and ventures something bke this: .-.,,. "Beauties, aren't they? Just arrived this morn- ing, fresh from the factory. Would you like to have this box? You save about one cent on each cigar by buying the whole box. " That's more service. The customer appreciates the dealer's interest even if he doesn't buy the box, but in many instances the customer does take the box, and often returns for the second and third box. Another dealer has been successful in building up a large business by means of special sales. Every day a "special" of some kind is offered, and a display of the goods in question is arranged in the bulk window of the store. For example, one of the recent "spe- cials" consisted of pipes, several different sizes and styles, priced at a certain figure for the one day only. ItVas a handsome display with the floor of the window covered with dark blue velveteen, artistically tufted, and with more than one hundred of the pipes laid out in seemingly a careless way on the velveteen. Set up in the center of the window was a neatly-lettered sign, reading : YOU NEED ONE OF THESE FIRST QUALITY PIPES Take Your Choice Special Today $1.00 Another "special" consisted of cigars, in boxes of fifty, the customer having the choice of three dif- ferent colors— dark, medium and light. A pyramid was built with about one hundred of the boxes, and in front of the pyramid were placed several opened boxes showing the cigars in the various colors. Small signs containing the words, "Dark," "Medium," and "Light," were placed on the opened lids of the boxes containing the goods of these colors. This was only a small matter of detail, and yet it helped in making the display interesting. Among the other "specials" which have been featured in this window were the following: Choco- late Nut Bars, "Buds," Salted Peanuts in small paper bags, pound cans of smoking tobacco, cigarettes— three packs at a special price, pound boxes of chocolates, playing cards, and boxes of writing paper. People who pass this store every day have formed the hahit of watching the window for the "Daily Special," and many women take advantage of specials in candy, sta- tionery, etc., while the men folks seem to like sweet- meats as well as cigars, cigarettes and tobacco. But, doubtless the men buy the sweets for their families. Who knows? Leaf Costs Reflected In Import Figures Washington, D. C. A GOOD idea of the increases that have occurred in tobacco costs can be gleaned from figures just se cured by the Washington Bureau of The Tobacco World from the Depaitment of Commerce. Although our imports of leaf during the first seven months of 1919 were practically the same as those of the corre- sponding period of 1918, the value was more than sixty per cent, greater. During the first seven months of 1918 we imported 50,993,768 pounds of leaf tobacco. It cost us $29,204,802. During the first seven months of this year we imported 50,726,687 pounds. But this year it cost us $47,639,686. The figures show that imports of filler and other leaf fell off something like three million pounds this year, as compared with 1918, but that imports of wrap- per leaf more than doubled. During the seven-montTi period ended with last July, we imported 3,432,234 pounds of wrapper leaf valued at $5,544,359, and 46,743,779 pounds of other leaf, valued at $41,970,706. In order that readers of this paper may have an idea of where the cigars they sell come from, there is appended tables showing the imports of tobacco for the seven-month periods ended with July of 1917, 1918 and 1919. Thes^ tables are of interest, because they show how the tobacco markets of the world shift from one country to another; the Netherlands, for instance, have lost their position as the leading source of wrap- per leaf, and the bulk of this leaf now. comes direct from the Dutch West Indies. Similarly, Greece in the last few years has become the main source of otlier leaf, although before the war imports from that country were negligible. Pounds. Wrapper leaf: 1917 1918. l^^^',. Netherlands, 720,206 1,315 3,848 (^^nada, 41,956 11,747 318,236 Cuba, 74,115 138,909 22,lo/ Dutch East Indies, 2,726,282 1,084,659 3,08 /,^0b Other countries, 58,973 25,180 ^»^ Other leaf : Greece, 2,469,684 13,159,546 ^^^^ United Kingdom, 62,536 1,233 04140 Mexico, 45,227 277,756 Jf^ Cuba, 14,790,638 13,421,364 l'^8;0,084 Dominican Rep., 1,314,363 7,230,404 4,ool,y^- Other countries, 4,975,334 15,757,655 12,3o5,44i Cincinnati, Ohio, September 27, 1919. Ar a general meeting of the tobacco trade in Cin- ^cinnati on the 24th, a movement was started to form an organization to combat the propaganda of the anti-tobacconists. The attendance was large, and was composed of growers, leaf dealers, retailers, job- bers, manufacturers, and even consumers. A message was brought to the meeting that associations in other parts of the country are awaiting the action of the tobacco trade in Cincinnati, and that they will afifiliate or form branch organizations to combat the efforts of the reformers. Dr. W. A. Gardner, of New York, who has been in Cincinnati for several weeks, appeared before the session and explained the necessity for a permanent consolidation of all allied tobacco interests. Dr. Gard- ner emphasized the fact that the Parent Teachers' As- sociation is spreading the propaganda against the use of tobacco among the children of the public schools, and that in this way an educational campaign is being carried into the homes of every community. A letter was read from Anthony McAndrew, presi- dent of the Tobacco Workers' International Union, in whicli he stated that resolutions seeking to protect the rights of individuals to use tobacco as thev see fit nnd for the purpose of voicing protests against the pro]iil)ition of tobacco with United States Senators and ('onofrossmon as well as legislators in the different Stales, were adopted by the United Mine Workers of Aniorica in convention at Cleveland recently, and by tlio Stit nidir and incidental and not its purpose or obr^^. (Convright bv T?alph TT. Butz.) PIPEMANSHIP By Frank Farrington (All Rights Reserved) Part I TilEKE are two ways of selling pipes. One way is to stand around and wait for someone to come m and say, "1 want to get a pipe," and then ask, "What kmaT' and when Jie answers, show him a few pipes of the kind he described and if he insists upon buying, let him have one. The other way is to call the attention of every possible pipe buyer to your line of pipes in some tactful way, and to use regular sales- maiisuip methods in interesting and selling any man wlio looKs at pipes either by your suggestion or by his own request. The first way is the w^ay not to do it, and we are not interested in that method, and it is a waste of time to discuss it. What we all want to know is how to use pipe salesmanship so as to sell more pipes and to increase the sales of pipes and the things tliat go with them. in the first place, it is important that the pipes be displayed so as to attract attention. Store after store, cigar stores and drug stores as well, display pipes in perfectly neat order, showing them arranged on boards or racks, a dozen or more of a class in per- fectly orderly rows. Smokers have grown so accus- tomed to seeing pipes displayed in just about that manner that they think nothing of it. There is nothing about the plan to attract attention. What can you do that will be different in the way ot* pipe displays? How can you make smokers take notice? For one thing you can make use of any advertising and display helps that manufacturers supply. Don't wait lor the manufacturer whose line of pipes you cany to try to crowd some display helps upon you. They aren't doing that as much as they did. There was a time when the manufacturer got up an expensive show card and sent one to every dealer on his list with- out any comment. In his simple, guileless faith in dealers, the manufacturer thought, of course, the card would be used. He found out after a few years that more of these cards went into waste baskets or on the sera)) heap than went into the window, and he has linally got wise. Now he sends the cards to dealers who nsk for them. Perhaps he even exacts a promise that they will be shown for a certain period; perhaps he asks his traveling salesman to check up the dealers and see if they are using the cards. It is simply that the cost of such advertising helps has b(>conie an important item and it is not good busi- jioss to waste them. So don't wait. Write the nianu- hu'turer and ask him to send you such advertising and displjiy hel])s as you can use. In no way can you get 'dtraetivo show cards or hangers or display racks at so slight cost. The price of a postage stani]) covers it. U you buy most of your pipes through jol)])ers, .'£ of Hollar Pipes. Place a number over each pipe and put a little card somewhere saying, ''Ask for Them by Number." This makes it easy tor anyone to come in and tell which pipe in the window interested them, and you can show it from the stock case where you have the goods and all the conveniences for selling right at your liand. It is a safe bet that not one man in a hundred who comes in and asks to see a pipe, will fail to buy if you are anything of a salesman. Another way to feature a line of pipes at a uni- form price is to make a white screen the size of the back of the window and display on it a number of attractive pipes, putting each one in a large circle. Don't crowd the display, and don't get it so far back from the glass that a near-sighted man cannot see what it IS. The near-sighted man's money is as good as anybody's. The advantage of a display of pipes of uniform price IS that it is easier to get attention to a display that puts over a single message and does it with a punch, than to get any results from a displav that tries to show the whole stock or that tries to sav so mucn that nobody gets anything out of what it does say. The one-idea display can be carried out in other ways that on a price basis, of course. You can display in a handsome setting a variety of briar pipes: ''Real French Briars, Kveryone Genuine, $1 to $5." Show a line of block meerschaums: "A Few Genuine Meerschaums, Aml)er Bits. Hard to Get Just Now " "French P>riars— Seconds, Bakelite Bits— Priced Kight." A window of Wellingtons: "Wellington AVeek, the anti-nicotine kind, priced pro])erly." In the same way ])ut across the one idea in the form of dis]days of novelty pipes, ])atented nicotine-absorbiiiL'- ])i])es, liardwood ])ii)es, (\nigos, cobs, clavs, carved models, etc. Of course, a good many men will stop and look at a (lis])lay that shows every kind of pipe in the shoj). Tt is not that the mixed-up display makes no sales, but the one-idea ])lan works ont better. The one idea gets over to the man who cannot stop, but slows dcnvn l\m\ looks the window over as he passes. Anv man who 14 THX TOBACCO WORLD Say You Saw It in The Tobacco World 15 M.n. ■'""""■ ■ """" ' ■""" """"" ' "" ■"""""""" toccfb Liiu anovviiig- goes away iiiiiiKiiig auoui uie goouji. .1. vviiiuuvv ai!Sjjiu> LuaL uoub nui uiing men rigut miu uie bLuru biiouiu at icasL give iiieni buiucinmg lo Luiiiiv auoui as ui'j^ leave ii. xi iiiL-or-iiniss aibpiay gives no- uoay aii> Liiiiig 10 iniiiK auout. 11 is me same iiisiue lue store tliat it is in tiie wiiiaow. i mean mac me uispiay msiue snouia pre- sent a point. Jiiacn iine snouia oe concenuateu so mat 11 creaL\iS an interest in tnat line, lou Know now it IS wnen you try to single out some one item on a sneitiui 01 cannea gooas m tne grocery store, lour eyes roam along tne snen, stopping nownere just be- cause tnere is no stopping place, ino two cans may oe alike. Tliat is not tlie reason you cannot picK out one. Tlie reason is that no one can stands out Irom tlie rest. It there is one can with a bright red label among wnite labels, you single out that red one tor attention, m- voluntarily. it there is one can with a vacant space each side of it, you see that can. if tlie row presents no variation aiid no breaks, you look along until you come to the end and possibly your gaze does linger on the end can an mstant. When you show a lot of pipes in a case, make some of them stand out. Arrange the dilferent kinds in groups and separate the groups so that a man looking at one kind does not have his attention distracted to another kind, and immediately from that to still an- other, and so on. Of course, there is an advantage m having one Ime of goods shown next to another line so the customer who is interested in and a customer for the one may be led to develop interest also in the adjacent line, but the secret of successful pipe display is to develop concentrated attention on the part of the observer, if a man does not concentrate his attention he does not give thought enough to the goods to come to any decision about buying. Naturally you cannot display as much stock in a given showcase where you try to set olf each line in some way, but there is no harm in keeping a little larger percentage of the stock in reserve. You can still show all kinds. it is when the goods are well displayed that pipe salesmanship has its chance to make good. There is no reason why salesmanship should be handicapped by unintelligent display. if the pipe tobaccos are shown right next to the pipes, it makes it easy for the salesman who hands out a bag of ''Bull Durham," to ask, "iiave you seen this special value we are offering this week in a real French briar!" While the tobacco buyer is pocketing his change it is the most natural thing in the world for the salesman to say something about pipes and get him interested in some novelty. There are novelty pipes that are not practical for regular smoking purposes, but that are valuable stock in a limited number just because they give the salesman something to bring out and show to customers in order to get them to talking about pipes. Right along this line, it may be a good scheme to have a few curiosity pipes, very old or unique designs, not for sale at all, but to show to develop interest and to serve as a means of getting into conversation with the possible pipe buyer. This gives also a chance when a fellow who rolls his own cigarettes, buys tobacco, to ask, "Do you ever smoke a pipe!" or ^'Did you ever smoke a pipe?"^ A good many men will reply something like this: "Yes, 1 used to' smoke a pipe," or "Sometimes," and that gives } ou a chance to call attention to some pipe tuut oners a particularly great satisi action to tlie smoKer wno liKes a iignt smoKe or a snort smoKC, or wno wants to smoKe in an automooiie. The salesman shoula ue well miormea upon tne peculiar advantages oi various ivinus of pipes lor various purposes, so he can go rignt to the point tnat hits the individual with whom he is talking. ripe smokers are notional about their pipes, just as cigar smokers are. it is often unfortunate to try to press a customer into buying a pipe that is diftereut ironi me kind he likes. Jiiven oeing successful m mak- ing the sale may mean a disgruntled buyer later be- cause he has been overpersuaued and hnds that alter ail he was right and that the old kind of pipe pleases him better, ion may be a good enough salesman to sell a man a pipe he doesn't think he would like, but your salesmanship will not make him like the pipe alter he has bought it. iou can develop interest in special designs of pipes by displaying them with cards calling them by specilic designations. A pipe that is a favorite with professional men, with lawyers, for instance; a long- stemmed pipe with a large bowl, perhaps; might be shown as "The Lawyer's Pipe," or "Professional Man's Comfort Pipe." if you put a pipe on exhibi- tion with a card calling it a "Lawyer's Pipe," you may be sure that smoking lawyers will stop and look at that pipe, it is not the pipe that attracts their at- tention, it is the "Lawyer's," that brings the thing right home to them, in the same way you can inter- est other classes of men by the use of cards that hit right at tliem. By showing a different kind of pipe every week on top of the showcase where you have room to make a little display and making an appeal in each caso to some one class of smokers, you air the time have your arm reaching out for certain smokers. And when -i lawyer stops and begins to examine the "Lawyers' ]*ipGS," you, the salesman, have the opportunity to get light in touch with him and interest him furtnoi" You ought to know just why each of those special designs of pipes is particularly suited to the class of smokers to whom you appeal. Y^ou ought to be able to discuss the matter with them intelligently. in taking advantage of such chances to exercise salesmanship, take pains to get into friendly conversa- tion and to interest the prospect in the pipes, before you try to make any sale. Don't scare a man out and drive him away with selling talk too early in the con- versation. If he is shying away from that sort of talk, maybe it will be better business to let him go that time without saying a word about his buying, satistiecl merely to have interested him and made him feel more friendly tow^ard you. The development of a friendly feeling on the part of patrons is almost as iini)()rtant as making immediate sales. Friendly smokers will ])atronize your store sooner or later anyway. E. H. GaXO CIGffR COMPANY FOR FORTY YEARS THE STANDARD By Which CU»r H»*«>» Civan Ar« Jod»»d Write for Open Tarritory Factory: Key Wect, Fla. N.w York Offieo; 203 W. Bro.dw«r " Universal'tHarjnKwiey' IN over a thousand progressive cigar factories you can hear from one to four hundred Universals making that kmd of profitable "music'' for progressive manufacturers. The Universal Tobacco Stripping and Booking Machine Saves stock a large part of the scrap lost by hand-stripping is saved by machine-stripping. Saves wages one Universal does the work of up to three hand-strippers. Increases production the smooth stock, ready '*for work'' and without tears or curled tips, means 35 to 50 extra cigars a day per man. Makes contented employees — - hand-strippers or even inex- perienced hands will become skilled operators cigar makers produce more- both earn more. You can prove what Universals will do for you by having a demon- stration in your own factory and with your own stock. Ask for this demonstration today. Catalogue and Price List on Request Universal Tobacco Machine Company 79 Fifth Avenue, New York Factory. 98-104 Murray Street. Newark. N. J. 16 THE TOBACCO WORLD Say You Saw It in The Tobacco World 17 iiiiiiiiiii iiiiiiiiiiiiiiiiiiiiimiiii iiiim iiiiiiiiiiiiiiiiiiiiii ,.„„„ , ,„ iimmmmiii m ■■■ "■» "" ■■■■■■■imiii»»n»»" ' "■' ■ ' mr ^.^-»l— M«— «■— «1 LEAF MARKET JOTTINGS In Lancaster County, the finish of the harvestmg season shows that the later results were better than had been anticipated, but there are many small leaves, all right for fillers, but the proportion of wrappers and binders will be far below the average. Eeduced acreage and much unfavorable weather during the season have had their effect, and estimates of the amount of the crop do not vary much from sixty per cent. The growers who were talking about 1918 prices are looking glum and saying nothing. While it is true that a short crop generally means a long price, condi- tions are complicated and unusual. The long strikes of the cigarmakers have left a lot of 1918 leaf in the hands of the dealers, and it is rich in binders and wrap- pers. There is a big lot of hail-cut tobacco for the scrap dealers, and sales have been reported at seven to ten cents, but there have been few reported dealings in either crop except small ones. Eather belated reports from the Southern country have come in. At Wilson, N. C, warehouses are re- ported packed with high-class offerings, some of the leaf selling as high as $90 and $100 a hundred pounds. Taking the average of best, worst and medium, thus far, the price is $37.50 At Kinston, the highest aver- age price in the history of the market is said to have been paid in mid September, but the prices are not recorded. At Greenville, N. C, 2,000,000 pounds sold at an average of $39 per hundred. At Rocky Mount, 3,000,000 pounds sold at an average of $33.75. These averages, include a lot of common leaf and lugs, show- ing the effect of flood conditions during the curing season, with a fair proportion of very fine bright leaf. Tarboro, N. C, prices were higher than the neighbor- ing markets for lower grades, and the top price was $100. Aberdeen, N. C, had a best price of 96 cents a pound, and an average of about 40 cents. It seems that good tobacco has sold above the average, and the lower grades at less than the average. Lynchburg, Va., reports offerings of dark prun- ings with small sales. The general crop is below the average in quality. Sales are quoted from $5 for in- ferior to $20.50 for best, making the general average $8.25. The early Maryland crop is uneven and small in leaf, the later crop more favorable. Crop estimates are 25 per cent, less than last year. The report of Kentucky markets for August shows a total of 2,093,755 pounds of the 1918 crop for an average of $19.46, compared with 1,840,120 pounds in the same period last year, an increase of 253,635 pounds. Of the tobacco sold, there were 1,658,780 pounds of hurley, of the 1918 crop, for an average of $20.83. The highest average for the month for any one grade of tobacco was $21.91, paid for 1,058,695 pounds of burley, sold for dealers, of the 1918 crop, which brought $231,945.25. •^^ J^^ ^^w The Connecticut Valley is happy and safe. Ex- cept for a few small areas, the 1919 tobacco crop is housed, though it made the growers hustle some to get it in before frost. During the rains artificial heat was used with good success to prevent pole sweat. The tobacco crop is big, the quality fine, the pro- portion of wrappers is large, colors are good, and the farm value of the crop is estimated at twenty-one mil- lions of dollars. The cost of production of the 1919 crop was high, and it will be held by the growers at high prices, Imt as the quality is high they may get them without much of a contest. As the strikes are settled up, the demand for the 1918 crop will be brisk. The East Windsor Tobacco As- sociation reports sales of 210 cases, at an average of 45 to 50 cents a pound. JgJfJfi According to the "Wisconsin Tobacco Reporter," ''while the conditions of the times are felt in the Wis- consin tobacco market, the grower and buyer alike re- fuse to become excited over the situation. The new crop of tobacco that is now rapidly going into the shed is large in point of acreage. The early part of the crop is curing under favorable conditions, and the hiter stand which in some localities was rather slow in ma- turing, owing to lack of moisture, has improved to some extent. The early tobacco is going to yield a large portion of binder leaf, but the late will not. As a whole the crop may show a fair average as conipared with former years.' This being the case the situation has in it elements of assurance to all concerned. The desire to see things return to a base of stability teiids to make the grower and buyer alike come togetli'i' n\ the handling of the 1919 crop on the basis of mutual interest in the welfare of the Wisconsin tobaeco ui- dustr\^ as a whole. This is so much more to be com- mended as it expresses the true spirit of reconstruc- tion, which can only come in the way of co-oi)er ation and mutual fairness and good will.'' HE'S THE OLD RELIABLE GRAND old ''Bull". He's the best there is. He sold over 300,000,000 bags last year. You know^ genuine "Bull" Durham — never an enemy; millions of friends. Genuine "Bull" Durham tobacco— you can roll fifty-thrifty smokes from one bag. That's some inducement, nowadays. H CENUIN BUUTDURHAM lOc TOBACCO ^^NUi mm rooking You pipe smokers, mix a little ''BULL' DURHAM with your favorite tobacco. It's like sugar in your coffee. 18 THE TOBAOCO WORLD Say You Saw It in The Tobacco World 1$ """"" " iiiiiiiiiiiiiiiiii Ill iiimiiiiii iiiiiimiiiiimiiniiiiiiiiiiiiiiiiii iiiiii miiiiiin imn iHiiiiiiiimiiiiiiiiininriiiiiiiiiiiiiiii iim imm miii.r T. M. A. Convention ADDEE8S1NG the members of the board of di- XA rectors of the Tobacco Merchants' Association, President Eisenlohr has issued the folio wing, letter. ''Due to the war, and the conditions prevail- ing as a result thereof, our executive committee has from time to time postponed the holding of our National Convention. With war conditions rapidly passing away, however, it seems to be de- sirable to re-inaugurate our National Conventions. "Feeling that the consideration of this sub- ject in itself would hardly warrant a special meet- ing of our directors, located as they are in various parts of the country, it has been thought best to adopt this method of ascertaining the views of our directors as to the most appropriate place and time for the holding of such a convention. "You will undoubtedly recall that our last convention was held in Washington, D. C, on May 29 and 30, 1916. "This being a national organization, with a membership in practically every State in the Union, it would appear most fitting that such a convention be held at the seat of our National Gov- ernment. The congestion in Washington growing out of the war has now been considerably allevi- ated, and no difficulty in securing suitable accom- modations is anticipated. "It will, of course, be readily understood that the working out of the necessary arrangements for such a convention will require considerable time, and it would therefore be inadvisable to consider any date prior to the coming spring, with the months of April or May mentioned as the most con- venient. "As stated, however, Washington, D. C., as the place, and the months of April or May, 1920, as the approximate time, arc merely suggestions, and the purpose of this letter is to ascertain your views. "Once the place and approximate date are de- cided upon, it will, of course, be necessary to pro- ceed at once with the working out of our plans in order that they may be made as complete and comprehensive as possible, £^d we therefore hope to hear from you as to your views on the subject at vour earliest convenience.'* According to Secretary Dushkind, the majority of the directors have already replied heartily endorsing the views of President Eisenlohr, and expressing their approval of the president's recommendations. *'An official call," said Mr. Dushkind, "will shortlv be issued to the entire tobacco trade through- out the countrv." London "Tobacco" says: "A cigarette manufac- turer has issued a letter of which the following is an abstract: *Dear Sir: Tn order to increase the sale of T am giving in each packet of 10, one, and in the packet of 20, two coupons, entitling the holder to a Free Overnight Letter concerning one or two horses expected to win at good prices. T am paving n good price for the information, and as T expect to giv(» several winners, the sales should greatlv increase.' " NEWS BRIEFS Rumor has it that a new cigar factory is to open in Detroit shortly, under the guidance of Albert Bunting and Richard Helms. A report from San Antonio, Texas, states that the FInck Cigar Factory in that city has been acquired by the Mendelsohn Company, of Cleveland, Ohio. Both in Grand Rapids and in Detroit the story persists that the G. J. Johnson Cigar Company, of Grand Rapids, Mich., has been acquired by the Consolidated Cigar Company. Otto Eisenlohr & Bros., Incorporated, announce that effective October 1, the price of "Cinco" cigars is advanced to $56 per M. in tenths, and $57 per M. in twentieths. "Cinco" cigars are now sold two for fifteen cents to the consumer. A NEW MACHINE FOR SIZING LEAF TOBACCO There is soon to be placed on the market, a ma- chine for sizing all kinds of leaf tobacco. This ma- chine is the invention of Mr. Ben Kahn, who was for- merly associated in the leaf tobacco business with his brother-in-law, Mr. J Lichtenstein. Mr. Kahn has had several years' experience in the handling of leaf to- bacco, and early saw the need of such a machine. One of the sizing machines is at present being used at the East Hartford warehouse of the American Sumatra Tobacco Company, and is daily demonstrating that it not only operates in a remarkable saving of labor, but also sizes the tobacco perfectly, which is impossible by the old hand method, and also saves a large amount of tobacco breakage. Arrangements are &ing com- pleted to manufacture the machine on a large scale. Charles Spietz has commenced operations in his new factory at 49 West Larned Street, Detroit, Mich. Mr. Spietz states that he has orders on hand to take his entire output for the next three or four months. Such is fame. The Cincinnati Cigar Company has opened up at 1000 Broadway, Cincinnati, Ohio, and Sam Hachens, the proprietor, is finding a ready sale for all the cigars he can produce. STATEMENT OF THE OWNERSHIP, MANAGEMENT, ETC.. OF "THE TOBACCO WORLD," PUBLISHED SEMI-MONTHLY AT PHILADELPHIA. Required by the Postal Laws and Regulations. By the Act of August 24, 1912. Name of Editor— Hobart B. Hankins, 236 Chestnut St., Phila.. Pa. Managing Editor— None. Business Manager— Hobart B. Hankins, 236 Chestnut St., Phila., Pa. Publisher— Tobacco World Corporation, 236 Chestnut St., Phila., Pa. Owners— Hobart B. Hankins and H. H. Pakradooni, 236 Chestnut St., Phila., Pa. Known bondholders, mortgagees and other security holders, holding nne per cent, or more of total amount of bonds, mortgages,or other securi- ties: None, (Signed) HOBART B. HANKINS. vSworn to and subscribed before me this 30th day of September. 1919. JOHN J. RUTHERFORD, 'S«-an Notary Public. My commission expires January 22, 1923. Uhe hiohesi honor ever paid to any smoking f oh acco ' ";:^^ PRIX m ^^^Alj3^ Awarded -to SmoKin^ lubacco / BY THE PANAMA PACIFIC INTERNATIONAL fXPOSITION SAN fRANCISCO WHEN the International Jury at the San Francisco "Exposi- tion awarded the GRAND PRIX to Velvet, they paid it the highest honor within their gift. Never before or since has any pipe tobacco been officiaHy recognized as the supreme product of its kind. This award was given Velvet, by an impartial jury of the highest standing, not because of Velvet's nation-wide popularity but because of its "superior quality." The Jury's decision was based on the following well-established points: Velvet Smoking Tobacco is a selected, naturally- matured tobacco, aged in the wood for over two years. This natural curing is recognized as the superior method of maturing pipe tobacco. To a choice quality of leaf, brought to full maturity by natural methods. Velvet owes its unusual mildness, mellowness and flavor. The makers of Velvet are gratified by the endorsement given Velvet by the Exposition Jury and take just pride in the secure place that Velvet holds in the estimation of real lovers of good pipe tobacco. Awarded the GRAND PRIX for HIGHEST QUALIT\. 15c 20 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 21 Two National Favorites: WAITT &BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler, WAITT &BOND TOTEM Imported Sumatra Wrapper Long Filler WAITT & BOND, Inc. BOSTON 9?ee*pe5/ ^aroin & Co., ThiUdelphu Distributors /^^ERHAPS it is pride -perhaps V. Lx conscience - perhaps it is the C/ habit of 68 years -but cer- t^dnly it is ^ood business sense that determines us to kei Cinco unswervingly up to die same stancuud no matter how costs go up • OTTO EISENLOHR &- BROS., INCORPORATED PHILADELPHIA ESTABLISHED iSSO C0»rH16MT OTTO EISENLOM* U BI«0S.,INC^9<9 ^«- REGISTERED IN U.S. PATENT OFFICE Washington, D. (J. LEGiSlATiON broadening its powers and giving it jgreater authority all along the line has been asked 01 ^^ongress by the Jj'ederal Trade (Jommission, througii acting chairman Victor Murdock. Appearing betore the House (Joimnittee on the Judiciary, Mr. MurdocK laid before it the commission's plan tor new legisla- tion, embodied in which were the following points: l^ower to ' ' police ' ' the big trade organizations, as- sociation and combines, with a view to curbing activi- ties leading to price agreements. Wider jurisdiction over unfair methods and dis- crunination m buying as well as discrimination in seU- ing. Amendment of the law so that the acquisition of competing companies through the purchase of actual property can be prevented. The law now prevents the acquisition of stock under such conditions, and the ad- dition of the term "property" would, it is believed, make the act more effective. Authority to prosecute all violators of the rebate section of the Clayton law who grant cumulative quan- tity discounts that result really in the granting of re- bates on past purchases. Extension of the commission's authority over re- sale prices to clear up the situation arising out of court decisions that have taken this subject out of the commission's jurisdiction. The commission also desires other powers, includ- ing authority to exercise control over the practice of breaking contracts and selling "spot" on a rising mar- ket ; "blue sky" regulation ; the guaranteeing of jobbers by manufacturers against price decline, and increased control over commercial bribery. The Supreme Court has held that a man has the right to sell his goods to whom and when he desires. The commission would like authority to compel all businesses to sell to everyone desiring to purchase from them, just as common carriers, under the interstate commerce law, are required to carry all freight offered for transportation. The commission also believes that "big business" should be limited in its activities. Mr. Murdock, in his txjstimony before the conmiittee, pointed out that there is a grave tendency towards the control of all l)asic commodities — "everything a man eats, wears, or puts over his head." STATE MATCH MONOPOLY IN GERMANY The question of the establishment of a State mon- opolv for the Gorman match industrv was recently dis- cussed at Weimar. The sum of 120,000,000 marks (about $28,560,000 at par) has been mentioned as homg necessaiy for indemnifying the factory owners; this figure, however, merely represents a provisional esti- mate. While the Oovernment apparently agrees that the transformation of the match industry into a State monopoly w^ould be comparatively simple and would not involve any ajipreciable industrial disturbance the (lovernment aT)parontly feels that the matter is nj^J urgent. It is suggested that the law which miunit eventually be passed as a result of the present discus- sions should only go into effect on March 31, 1021. n^ the meantime there would be ample opportunity to take any preparatory^ steps which might be necessary- Notes and Comment In Italy the cheapest cigarettes which sold before the war for two cents a box, now sell for twenty cents imported cigarettes for thirty cents or more, and cigars are almost any price. James M. Dixon, chairman of the board of di- rectors of the Tobacco Products Corporation, has been elected president of that company, succeeding George J. AVhelan, who resigned. The United States Shipping Board announces the establishment of a rate of $2.25 per hundred pounds on tobacco, from North Atlantic ports to Havre, Bor- deaux, St. Nazaire and Dunkirk. The same rate ap- plies to Antwerp. Ettenheim & Froehlich, leaf tobacco dealers of :\lilwaukee, have dissolved partnership. Each of the j)artners will establish a separate business ; Philip Et- tenheim at 305 East Water Street, and Joseph Froeh- lich at the old store, 322 East Water Street. Demuth's "Pipe Organ" says: "The difference l)otween capital and labor is more a matter of mind than money. Adjust your thoughts to those of the man who works for you, or for whom vou work, and the money problem will automatically solve itself." The Weyman-Bruton Company has declared a quarterly dividend of 1% per cent, on preferred stock, payable October 1st; the Tobacco Products Company a quarterly dividend of 1% per cent, on preferred stock, payable October 1st; the Cincinnati Tobacco A\arehouse a quarterly dividend of 1 per cent., pav- al)]e October 15th. A^entura Blanco, who operated a cigar factory at Fifth and Arch Streets, Philadelphia, for thirty-five years, died at his residence, 1229 North Franklin Street, on September 16. In addition to operating his cipr factory, be was buyer of Havana tobacco for Otto Kisenlohr & Bros., for tw^enty-five years. The business will be continued by his sons under the name of V. Blanco's Sons. The "Manco Record," Volume I, No. 1, the house or^an of the Joseph P. Manning Company, Boston, Mass., is a very handsome and artistic example of high art m typography, and it is only fair to mention the iMei-ett Press, of Boston, as the publishers. Among the articles especially worthy of mention are: "Amer- ica's Knockers," and by Harry A. Eamshaw on ►^salesmanship. " The Department of Commerce, Bureau of the I'f'usus, has just issued Bulletin No. 139, on Stocks of '^onP Tobacco, and the American production, import, t*^'P<^i-t and consumption of tobacco and tobacco prod- ucts, from October 1, 1912, to January 1, 1919. The mUvUn contains forty-six pages of statistics, and can ho purchased for ten cents from the Superintendent o'' l>oriinionts, Government Printing Office, Washington, TOPIC HAVANA CIGARS 10 cental and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed : : Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" €ight cent cigar two for fifteen cents 4' Iti^ TURKISH ■^i^^ < CIGARETTE "»--'i?^rr THAT old-fasKioneJ Turkish taste in Murad is one of its chief charms. That old-fashioned Turicish taste is the result of lOOt pure Turkish tobacco — and when a cigarette is made of Turkish tobacco it is made of the -world's most famous tobacco. ^^ There are other cigarenes— but no "other*" like Murad It it true that "ordinary" cigarette* co*t a trifle leat. f20* Judge for yourself-!/^ \ — 22 Say You Saw It in The Tobacco World Say You Saw It vn The Tobacco World < < < < 23 f A» A'A^j^A .A »A»A» A»A»A»A»A' A'A'A' ^ ■^wSi^" Iwo Brands iKatwiD Increase ?l[6urBiianess 7g. -3 lor 20g. 3 for 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl|j SelUrs We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. Lardest Independent Cli{ar Factory in the World i * 4 > > > 4 > * ^.VAv:v:v7wr.v.v.v.v.v.VAr.\7A V. v^ v ^y, V>V.V^ V^ VITIll Notes and Comment Emil Tisch, of the Grand Rapids Cigar Box Com- pany, was a recent visitor in Detroit. Berriman Brothers are now in their new offices at 153 Michigan Boulevard. Mr. Stroud, of the New York office, is now permanently located in Chicago. • John A. Campbell, of the Wads worth-Campbell Cigar Box Company, Detroit, Mich., was out of town last week taking his final degrees in the Masonic Order. During the riots incident to the policemen's strike in Boston, eight cigar stores had their windows smashed and several of them were pretty well looted of goods. Milwaukee cigar factories are hard at work again after the strike, but there is little hope of the produc- tion equaling the orders to be filled between now and the holidays. Peter Dorabos, of Grand Rapids, is in the same situation as most of the other cigar manufacturers. A multitude of orders to be filled, but a shortage of help to produce cigars. The J. C. Norman Cigar Company, of Cleveland, Ohio, has opened a branch factory at Medina, Ohio. Rumors that the company would move to Medina were unfounded. The main factory and offices wiW remain in Cleveland. Joe :Muer, who makes the ''Swift" cigar, has to use a tA^nn-six roadster to keep up with the demand for his brand in and about Detroit. Last Tuesday evening ]\rr. Muer entertained some of his friends in what might be referred to as truly '' Swift' ' style. John J. Bagley & C^ompany, of Detroit, Mich., long-established manufacturers of smoking aiid chew- ing tobaccos, have begun the manufacture of cigarettes. They are introducing in the Middle West, '' Bagley 's Sweet Tips," a domestic tobacco cigarette. The R. J. Reynolds Tobacco Company has de- clared a quarterly dividend of 1% per cent, on pre- ferred stock payable October 1st, a quarterly dividend of 3 per cent, on common stock, payable October 1st, and a quarterly dividend of 3 per cent, on Class B stock payable October 1st. TTeiiry Ritter, Detroit's well-knoAvni cigar box man- ufacturer j recently returned from a motor trip to New York City with a party of friends. Members of the party state that when the scenery along the Hudson be- came especially interesting, Henry slowed his Marnion down to fiftv miles an hour. Among recent incorporations are the Taylor To- bacco Company, of Madisonville, Ky., capital, $20,000; Tonic Cigar Company, of Milwaukee, Wis., capital, $10,000; Gorman Tobacco Company, of Richmond, \a., capital, $100,000, and J A. Sims Cigar Company, at Spartanburg, S. C, capital, $10,000. OiNii; of the most impressive tributes to the value of advertising mat we iiave recently come across, is contained m tne auvertisement ot a prominent Jiingiisli nrm ot wnolesale tobacconists m L an additional charge of One Dollar (fl.OO) win oe ■ade for erery ten (10) additional titlea neceawrily reported. REGISTRATIONS RALPH BLAKELOCK:— 41,302. For all tobacco products. Sep- tember 4, 1919. American Litho. Co., New York City. GARCIA LEADER:— 41,303. For cigars. September 2, 1919. Isaac Solomon, Coney Island, N. Y. SMOKE RING:— 41,304. For cigarettes. September 3, 1919. Polo Club Cigarette Co., Inc., New York City. GARCIA BLEND:— 41,305. For all tobacco products. September 5, 1919. Pasbach-Voice Litho. Co., New York City. VALAFRIES:— 41,306. For all tobacco products. August 23, 1919. Adolph Frankau & Co., Inc., New York City. SUDMARK:— 41,307. For all tobacco products. August 30, 1919. F. A. de Pillis, New York City. GLORDIN A:— 41,308. For all tobacco products. August 1, 1919. Hilson-Schloss. Inc., Mt. Carmel Pa. Title to this trade-mark has been acquired by registrant by a transfer from the Uii ted Cigar Stores Company of America. New York City, the owners thereof. j n u EL SHODIE:— 41,311. For cigars, cigarettes and all tobacco products. September 8, 1919. Joseph Shmukler, Philadelphia. L VANRU: 41,312. For all tobacco products. September 8, 1919. Cole Litho. Co., Chicago, 111. . . • .,^ t^ MARY MILD:— 41,236. For cigars, cigarettes stogies and to- bacco. July 17. 1919. J. P.. Wilson Cigar Co.. Bethesda, Ohio THE DANCO CIGAR CO.:— 41,237. Vor cigars July 21, 1919. Harry L. Cohen and David M. Dana. Detroit, fj'ch. "V":— 41,238. For all tobacco products. July 17, 1919. Ueorgc Schlcgel. New York City. . . ^^ ^„j .^ THE LITTLE TIMES:— 41,239. For cigars, cigarettes and to- bacco. July 10. 1919. Times Cigar Co., Inc.. Paterson N. J. LA FLOR DE JOSE SUAREZ, JR.:-41,243. For all tobacco products. July 16. 1919. Jose Suarcz. Jr- Tarpon Sprmgs Tla. FIUME CASTLE:— 41,244. For cigars. July 23, 1919. 1\ Amen- dola. Niagara Falls. N. Y. ^ „ t. j . LA FLOR DE A. M. LEON:— 41,245. For all tobacco products. July 22 1919 Pasbach-Voice Litho. Co.. New York City. The label used in connection with this title is being made for and will be used bv Mr. A. M. Leon. New York City. LAKE SHORE HUNT CLUB:— 41,316. For cigarettes cigars and tobacco. September 12. 1919. Xoah-Foster Co., Ruflfalo, THOMPSON'S MIXTURE SMOKING TOBACCO :-41,317. For smoking tobacco. September 11. 1919. Thompson & Co., Inc., Tampa, Fla. . ,. , . , • GARCIA DELIGHT:— 41,318. For cigars, little cigars and cigar- ettes September 3. 1919. W. W. Haynie, Dallas. Texas. THE 104TH OUR OWN:-^l,319. For all tobacco products. August 12. 1919. The Keller Cigar Co., Springfield. Mass. STAR MASTER: — 41,320. For all tobacco products. September 15 1919. F,d. Dufcnhorst. Milwaukee, Wis. CAMPO GARCIA:— 41,321. For cigars. September 17, 1919. Manuel Campo Garcia. Chicago. 111. Trade-mark claimed to haye been used quite some time. ALONSO DE ALVARADO:— 41,322. For cigars. September 15, 1919. Friduss Bros., Chicago, 111. TRANSFERS BLACK RAVEN:— 20,440 (U. S. Tobacco Journal). For cigars. Registered October 17. 1898. by L. F. Neuman & Co., New York City. Transferred to General Cigar Co.. Inc., New York City, and re-transferred to Times Cigar Co., Paterson. N. J.. Septem- ber 2. 1919. ^ . „ . BLUE NILE:— 21,294 (Trade-Mark Record). For cigars. Regis- tered August 14. 1899. bv L. Lew k Son, New York City. Trans- ferred to T. A. Wadsworth. Detroit. Mich.. June 5. 1906. and re- transferred to Cole Litho. Co., Chicago, 111.. September 3, 1919. TWO FRIENDS :— 23,880 (Tobacco World). For cigars, cigar- ettes and cheroots. Registered February 9, 1912, by Samuel Kaufman & Co., Dallastown, Pa. Transferred to J. H. & H. E. Conaway, Dallastown, Pa., July 4, 1919, and re-transferred to A J. Golden. Norfolk, Va., July 30, 1919. TWO HOMERS:— 24,011 (Tobacco World). For cigars, cigar- ettes, cheroots, stogies, chewing and smoking tobacco. Regis- tered February 29, 1912, by Samuel Kaufmann, Dallastown. Pa. Transferred to J. H. & H. E. Conaway, Dallastown, Pa., July 3^ 1919, and re-transferred to A. J. Golden, Norfolk, Va., July 30, 1919. TRIUMPHIA:— 17,402 (Trade-Mark Record). For cigars. Regis- tered January 20, 1897. by L. Levy & Son. New York City. Trans- ferred to Kraus & Co., Baltimore, Md., and re-transferred to F. H. Beltz. Schwenksville. Pa.. September 3, 1919. CANCELLED CHECKERFIELD:— 41,240 (T. M. A.). For cigars, cigarettes and tobacco. Registered July 10, 1919, by Times Cigar Co., Inc., Paterson. N. J. Cancelled September 15, 1919. BRINGS HOME THE BACON Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK LITHOGRAPHER'S SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City J,«— ■■ »■ Ml ■■ " '" " »■» «t— '»'| I I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufactured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higtiest Quality SELLING AGENTS ADOLPH FR4NK41; & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McC^uIlouith & Co.. Inc. - . Manila. P. I. n. B. B. Co. (Canada) Ltd. - . . Montreal J. W. Strelder Co Boston. Mass. THE MOEHLE LITHOGRAPHIC CO. ^lEAR LABELS AND CLARENDON RO/5 u USi bT^hl BROOKLYN, N.Y BRANCH orricc 170 WEST RANDOLPH ST. CHICAGO, ILL. OSCAR PASBACH.Pf J.A VOICE. SCCV. & GtNL.MANAOtR PA5BAC4i L.i»^ ?j;i.cr I'ji, — j?f ■ T'.ii" LITHOGRAPHING CO.inc.^^:^ RT [iTHOGISAPHERS 25T" St.Cor. of I1T«Ave. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING NEW YORK GARRETT H. SMITH, K^.^.:::?J=r.V?~ COMPAM LITOCRAFICA DE LA HAB4NA Finest ImpoHed C NEW YORK OFnCE Banck and ' aljeU. AI.o GUMLESS Band* (PhoM. Stujrvesant 7476); 50 Union Square ■ .. ■■ ■■ OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco meKow and smooth in character and Impart a most palatable flavor FUVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZER. BOX FLAVORS. PASTE SWEETENERS I FRIES & BRO., 92 Reade Street. New York ■* ' " " " — - . MANUFACTURER OF ALL KINDS OF r^ Jlll.illlll.l .»IIIIJ.I.».].iii 22iid St. and Second Ave.. IfEW YORK Cigar Box Labels / AND TRIMMINGS. miCAOO, I0.5 WKMT MONKOK STKKin. i.orrn o. cava. M^r. A BARGAIN IN CIGAR LABELS AND BANDS. On arr'>^>""^- ^ lar^. we ar. he'^Je™! ''"'"*' ^'" '' ^-^^P'-"-''> '-- I'"-« »»>- -"tire l.ne of sto.U labels fornterly niade by Krue^er ^: Mraun. of whieh lirn We still have a .juanlity of attractive stock cjjar bands, which we will also close on, at prices far beU.w the present cos, <,f nro "uont. ^^,ch bani>ts «)f ill') twelve j)n|)iilar >liapes, one piece r»f each tiuml»er inlaid in :nj attractive (li>plav l)oaril and one |)iece of each nunil)er wrapped >>eparately, all of wliirli are i)acked in one container, makinj^ a total of (L'l t\vo do/en i I-«i) ^ross pipe> In this rornl»ination. riie liowls are made of genuine French Hriar Hoot, guaranteed ai:ain"«f crackinj; or hnrniti^^ through, fitted with nickel plated lin^s ainl solid nibher hits. Wm. demuth &,co. 230 Fifth Ave. New York City made: in bond FINE HABANA CIGARS Excellence of Quality and Workmanship Are Combined In Charles the Great Cigars A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA ■^.^ ■■ — —¥ .{..— La Flor de Portuondo EstabUshed 1869 GENUINE Cuban Hand-Made CIGARS The cFuan F. Portuondo Cigar Mfg. Co. PHILADELPHIA Say You Saw It in The Tobacco World D =n GUMLESS ! Cigar Bands Should Be Of Interest TO YOU Sanitary and Efficient No Waste No Trouble Gy^ e^ WRITE FOR SAMPLES AND PARTICULARS GARRETT H. SMITH 50 UNION SQUARE NEW YORK CITY, N. Y. United States and Canadian Agent for COMPANIA LITOGRAFICA DE LA HABANA Habana, Cuba G Say You Saw It in The Tobacco World A. — . ADVERTISING! WHAT IT DOES AdvertiHiiig-: Discounts Compels and Anticipates Advertising*: Creates Streng-tliens and Developes Advertising*: Insures Saves and Maizes Permanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W. B. WILSON, Secretary ROGER W. BABSON, Director General, InfoTnation and Education Service >MN«««*ill« TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE II. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phila., Pa Vice-President JOSEPH R. WERTHEIM, 8Ist and East End Ave, M'hat'n, N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER, Lancaster, Pa President GEORGE M. BERGER. Cincinnati. O Vice-President TEROME WALLER, New York City Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling, W. Va President WOOD F. AXTON, Louisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF President HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President OSEPH FREEMAN Treasurer ^EO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH President SIDNEY GOLDBERG Vice-President A. L. ULNICK Treasurei ^lAX MILLER, 135 Broadway, New York Secretary Meeting 4th Tuesday of each taonth at Hotel McAlptn CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. BUSINESS OPPOKTUXn V Ciri.XR S \LES^L\N with broad experience and following among the trade wishes to connect with manufacturer, preferably Xew York or Pennsylvania, where his knowledge is appreciated. Is willing to invest if increased working capital is required. Address Hox 318. care of 'Tobacco World." FOR SALE FOR SALE— OHIO SCRAP FILLER TOBACCO, made from good 1918 tobacco, price 14c. per pound; 1917 tobacco, 20c. per pound. Clean and dry, ready to work. Samples on request. C. C. Ehrhart, Versailles, Ohio. FOR SALE— JOB LOT OF 6000 POUNDS OF EHRHART'S SCRAP CHEWING TOBACCO, sweetened, 2^4 oz. per pack- age. Samples on request. The Home Product Tobacco Co., Ver- sailles, Ohio. FOR SALE— TEN THOUSAND POUNDS OF FINE CIGAR CUTTINGS, and same amount of good resweat Gebhart strips, 1917 crop. Samples and price on request. The Home Product To- bacco Co., Versailles, Ohio. FOR SALE— WE WILL HAVE ONE CARLOAD of cut stems for sale monthly. C. C. Ehrhart. Versailles, Ohio. FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIGAR MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania Rroadleaf to our packing, and can sup- ply your wants, some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co.. Penna. "Packer of Tobacco since 1870." STRIPPER FOREMAX WANTED STRIPPER FOREMAN W.XXTKD— One who is familiar with I'niversal Stripping machines is preferred. Address P>o.\ 316, care of "Tobacco \\'orld." WANTED WILL Bl'V LARGE S1Z1-: IROX .MOLD PRESS1<:S. Give par-^ ticulars ancl ])rice. .\ddress Box 317, care of "Tobacco World." TOBACCO STEMS, CUTTINGS. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. The Tobacco World Established 1881 Volume 39 October 15, 1919 No 20 TOBACCO WORLD CORPORATION rnblislurs Hobart Bishop Ilankins, President H. H. Pakradooni, Treasurer William S. Watson, Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter. December 22, 1909, at tho Post Offlce, I'hiladelphia, I'a., under the Act of March 3. iSi- PRICE: United States. Cuba and Philippine Islands. $2.00 a year. Canadian and foreign, $3.50. Say Tou Saw It in The Tobacco Would :y «"•«•' * r% CHER MONSIEUR DEALER! BEAUCOUP Zig-Zag! Pourquoi? — Well, Buddy, you see its like this. Pretty near every A. E. Effer in the A. E. F. saw, used and liked Zig-Zag paper. It's the paper the Frogs used, and those birds know some- thing about rolling cigarettes. It's neatly packed and gummed along the edge. You can only pull out one paper at a time. It's used by a million men who first heard of it in France— and by another million who have heard of it through our smashing ads at home. It's a paper that's known and demanded all over the country. It's a paper that will bring you big returns as soon as you stock it. For an over-whelming natural demand, backed by our dominant adver- tising, will sell beaucoup Zig-Zag — and make you beaucoup money. SO STOCK LP! Tobacco Products Corporation 1790 BROADWAY NEiW YORK A\ Al Say You Saw It m Thb Tobacco World 4. . -■■ n^i»in^^«l ■■ ■■ ■■— ^ll «— HARRY BLUM Manufacturer of Natural blooM * ^ HAVANA CIGARS *^* 122 Second Avenue New York City ^■^^■■*— ■■—-■»■' "■■■ ■■^^■w— ■•{» S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHA S. Loewenthal & Sons Importers of Havana and Packers of Leaf Tobaca 123 MAIDEN LANE, NEW YORK ESTABLISHED 1867 Y. Pendas £i Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salesroom, 80 J -803 THIRD AVE. NEW YORK CITY i The Maintenance of an Inflexible I Quality Standard in is reflected in the unvarying increase | in consumer demand. TADEMA HAVANA CIGAR8 Ar^iiellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad 120 NEW YORK FLORIDA HAVANA Good judgment favors stocking — displacing — recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA EXCLUSIVE PROCESS .... UNION MADE o.., Patterson Bros. Tobacco Co., Tr. RICHMOND VIR3IN3A J!S?^ IF YOUR DEALER DOES NOT I. \^] HANDLE THEM. WRITE U3 j fH^ r '4 The Acknowledged Leader ^ Among Mild Sumatra Wrapped Havana Cigars Volume 39 THE TOBACCO WORLD Number 20 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, October ]5, 1919 Foreign $3.50 Will the Jobber, Dealer and Consumer Buy Cigars Labelled and Banded With German Products? WE are never without examples which manifest the peculiarities of the mental processes of State and (loveniment officials. In one situation, despite the fact that the army is practically demobilized, the At- torney General insists that we are not at peace officially until the Peace Treaty is ratified by the Senate. But from the standpoint of commerce and trade, we are at peace, and it is pormissil)le to enter into tiade relations with. Germany. * This latter fact should be of general interest to the retail, wholesale and manufacturing brandies of the tobacco trade, for indications point to the fact that ill several months at the most German cigar bands and CKM-man labels will be offered to the cigar manufac- turers of the country. It has been stated on good authority that no less than twenty representatives are about to sail or have sailed for Germany to secure agency rights for cigar ])ands and labels in the United States and Canada. Aside from patriotic sentiments, the cigar manu- facturer should consider several important angles of tliis proposition. Tf a manufacturer purchases German bands and labels for one reason or another, what guarantee has ho that the wholesaler and retailer will handle these .iroocls, taking it for granted that the laws of this coun- try will be upheld and that each article imported into this country will be marked with the country of origin? More serious still, what will be the attitude of the consumer? Are the relatives and friends of the lads }v]i() made the great sacritice in Europe going to know- nidy support German industry in preference to Fu'tod States products? Will the great buying public, which IS composed of hundreds of thousands of men who have seen with their own eyes the hundreds of ex- ''uii])los of German inhumanity, look with favor on the uso of German cigar bands and labels? And aside from the former soldiers and sailors, will the public itsrlf foro-ive and forcet the Lusitania and the long li>t of crimes that followed it wherever a German standard floated? The truest indication of a German mind is the fact ih'i( it has underestimated evervone and evei'vtliing since 1014, and overestimated itself. We hear the remark, ''Oh, the Americans have bnu()tt(>ii, and they will be glad to l)uv German goods again. This is one thing as a statement, but remains to be proven a fact. We do not believe that the buying public at this time will look with favor on cigar bands and labels imported from Germany, and we have serious doubts as to jobbers and dealers purchasing cigars banded and labeled with German products. Another thing for the cigar manufacturer to con- sider is the necessity for strong domestic concerns which will manufacture cigar bands and labels. When German importations ceased, there was a heavy demand made on every cigar band and label concern in this country. The concerns for the most part were working to capacity, yet throughout the war they took care of home manufacturers as best they could with limited facilities and no chance to increase their equipment while the war lasted. Concerns that had always purchased domestic products were crying for deliveries, yet the domestic lithographers saved scores of brands by taking the manufacturers' orders who had never bought of them before, and took care of them throughout the war. Since the war has ended, the lithographers in some cases have made arrange- ments or have already installed additional equipment to enable them to serve the domestic industry promptly and efficiently. Throughout the war the lithographers of this country played an important part in its success. The great posters which called the men to the ranks, sold liberty bonds and war saving stamps, swelled the con- tributions to the Red Cross and similar organizations, and which^ aroused this country to the highest pitch of enthusiasm and detennination, came from the presses of the lithographic industrv'. Tt it should be borne in mind that the lithog- raphers^ in the cigar band and label business in New York City alone swelled the Liberty Bond purchases by nearlv "^2,000.000. , ' We believe thorouirhlv in the support of home in- dustries, but if a manufacturer must have an imported band and label, Cuba, which is a republic of the Amer- icas, is most deserving of consideration. Belgium, France, Italy and England, thouo-h vic- tors, are far more crushed today than is Germany. Industrially, Belgium and France have been gutted! and Germans know this full well. The destruction of their industries was deliberately planned and accom- THE TOBACCO WORLD THE TOBACCO WORLD """" '"" """"" """" ' ■■■ ■■■»! mm...,....,.,. '"" " ' '""" """" n.m.mmimm,,,,,,.,,, i , , mmmiMili plished, and even though defeated in battle, German industrial plants are intact. The typical German is still undefeated in his heart. He has no regrets and he glories in the cata- logue of his nation's crimes. Now he wants to do business with us again, and with his typical callousness and single-track mind, at- tempts to open up relations with a smile and takes it for granted that in a few short months the whole world has forgotten Germany's four-year war record. The whole world is paying for this war. Suffering of everv kind has come to neutral nations. We are still in the throes of the after-effects and still suffer- ing. ]\Tonths ago the world fixed the moral guilt for this great conflict. . It is scarcely to be believed that while m every ])art of this countrv we are erecting cenotaphs to loved ones who lie buried on European battlefields, we will on the other hand begin to buv goods branded with the word, ''German." Our own industries need to be built up and inaui- tained at their highest point of efficiency, and the lithog- ra])hers of this country who have s^vbn their utmost to the nation and to the industry should continue to receive the full support, wliich they have justly earned and well deserve. The following dispatch from Brussels, Belgium, to the New York "World," is illuminating to say the least: "Signs are not lacking here of the attempt being made by Germany to regain the place in the conmiercial world which she lost through the war. Goods now in the market in Belgium are often typically German. They are supposed to have been introduced secretly into the country via neutrals such as Holland and the Scandinavian countries. One outstanding feature of these goods, however, is the disappearance of the Gor- man trade-mark, but German cunning does not halt at this. The imperial crowms are now replaced by Ameri- can eagles in an attempt to make the goods pass off as American, while others bear British and French trade-marks. The names of German firms are com- pletely absent, but the manufacture is too typically German to go undetected." Transportation Key to Country's Prosperity Washington, I). C. POINTING out that the magnitude and complexity of the business of the country is such as to make trans- portation the kev to prosperity and that, therefore, it is essential that definite action regarding the future operation of the railroads be taken without delay, Jonathan P^ounic, Jr., president of the Republican Pub- licitv Association, in a recent interview declared that the business interests of the country should be assured that thev \vill not be handicapped by the ever-present possibili'tv of a nation-wide strike and that the Cum- mins bill" should receive the immediate attention of (Congress, that business may prepare for any changes wliich niav come almut in the railroad situation. ''The magnitude and complexity of the business of the United States is such as to make our transporta- tion svstem the kev to our prosperity," said ]\Ir. Bonnie. *'Not only domestic trade, but foreign trade as well, depends upon continuous operation of the rail- roads. In scarcely any line of enterprise can an in- dividual or corporation make a contract for the per- fonnance of future acts unless dependence can be had ur)on regular railroad traffic. No man engaged in con- struction can undei-take the erection of a building un- less he know^s that his supply of lumber, hardw^are, lime and paint will be available when desired. No dealer in anv commoditv can undertake obligations for deliv- ery unless he knows that trains will be in operation to. bring him a supply from the original sources of pro- duction. No exporter of American commodities to foreign markets can bind himself to sup])ly the needs of foreign buyers unless he knows that the railroads which bring the commodities from the interior to the seaboard w^ill be in operation when the time comes to fulfill his contract. ' ' Practically all undertakings of a business nature in the United States are based upon the assumption that there will be no interruption of traffic other than that which may be caused locally by storms or mishaps which interfere with transportation for a few hours or days at the most. "This dei)endence of business upon railroad trans- l)ortation furnishes the reason for that clause in the Cummins railroad bill which makes it a crime for two or more persons to enter into any combination or agreement -svith intent substantially to hinder, restrain or prevent the movement of commodities or persons in interstate commerce. In order not to infringe upon individual liberty, however, that section of the bill also provides that no individual shall be denied the right to quit his employment for any reason. "There is no other provision of the bill more Tm- l)ortant than this. With that section enacted into ln^v, business in the United States may proceed with utmost confidence that there will be no material interniption of railroad traffic. Any man who is dissatisfied with his employment on a railroad will be at full liberty to quit. But when he ceases his employment there will be liberty for the railroad to employ someone else m Ins l)lace and keep the traffic of the United States moving. With the anti-strike section enacted, business men, large or small, engaged in commerce, either for'^ign or domestic, may enter into contracts for future per- formance wnth reasonable assurance that, so far as transportation is concerned, they will be able to t ilnll all the obligations they assume." C. L. T- PIPEMANSHIP By Frank Farrington (All Rights Reserved) Part II PIPE prices, along with everything else, have gone ap. ihe reasons are obvious hi the scarcity of briarwood, the increased labor costs and reduction of production. Whether this condition will ultimately l>e reversed and prices begin to gravitate downward or not, is not a matter that needs to be introduced into the consideration of salesmanship. It is enough lo know that prices are up; that they will stay up for some time ; that even at that they are not so high as to inconvenience many smokers because the smokers have more money w'^i which to buy than ever before. The pipe has always been the economical smoke. It offers the smoker a means of smoking the best to- bacco possible at the lowest price possible. With cigars and cigarettes so high, there is even more reason than before for smokers to use pipes, and habitual pipe smokers will not find that increased pipe prices mean much to them. If a customer for a pipe talks about advanced prices, do a little figuring for him. Talk to him like this : ' ' You smoke your pipe perhaps five times a day. \ ou use a pipe for three months. Those are very con- servative figures, aren't theyf Well, a hundred and tifty days, five times a day is seven hundred and fifty smokes. Suppose you pay three-seventy-five for a pipe. That is half a cent a smoke. Suppose that pipe used to cost you two-seventy-five. You are now going to pay about an eighth of a cent a smoke more to use that kind of a pipe. It costs you two-thirds of a cent a day increase. Have your wages increased (or has your income increased) enough since you bought one of these pipes for two-seventy-five to pay that two- thirds of a cent a day out of the increase /" Any pipe customer will be interested in discussing the matter in this way with you and in making a set ot figures on the costs of pipe smoking. Most men haven't thought about it in figures before, and they think of the dollar increase of price all in a lump. Get tli(\se increased prices figured down into fractions of a cent and they disappear as objections. In the same way you can show how little more per day or week smoking costs under present prices and o\-<'n the man who objects to that increase can save it by smoking once a day less perhaps. There are many accessories that go with pipes i\M there is daily opportunity to make sales of these accessories.^ It is easy to sell a package of pipe clean- ers with a pipe. You ought to display extra pipe stems and when you notice a smoker with\a broken stem to hi> pipe, suggest that you might fit it with a new stem. it IS good business to take orders for all kinds of pipe ^'(•pairs and there ought to be a sign up to that effect: "Send Your Pipe to the Pipe Hospital." ' ' We Repair All Kinds of Pipes. ' ' ''New Stems or New Bowls for All Sorts of Pipes." "Meerschaum Pipes Repaired or Colored." "We Can Duplicate Your Old Pipe." That last sign suggests an appeal that may be made to men who have a special fondness for a certain style of pipe wliich they Have not been able to dupli- cate. 01 course, there will be some kinds of pipes that cannot be duplicated, but that sign might brmg in occasional men for special orders of a profitable nature. Of course, when the customer comes in, you duphcate if possible from stock, if impossible, you send to a manufacturer or jobber. Preferably you ought to send the old pipe to get exact duphcation. If you tail to get the pipe desired, you have at least satis- lied the smoker that the pipe lie wants is not to be had and he gives up the search without any further worry over the matter. The sale of pipe accessories ought to be promoted by salesmen selling tobacco as well as when selling pipes. The customer who wants either pipe or tobacco IS a possible purchaser of the other. He should be so regarded. In pipe selling as in any other selling you should be careiul not to exaggerate. State the truth and iio more about the goods. You can perhaps make a sale ot a 50-ceiit hardwood pipe by calling it "briar." Even if you bought that pipe from an miscrupulous maker who had the nerve to label it briar, you will be fool- ish to stretch the truth in talking to your customer about it. You may be easy enough so the manufac- turer can get by with that sort of labeling, or mis-label- mg, but when you tell a smoker that a pipe is briar when it is hazel or cherry or something else, you take the chance of making that customer a booster for some other cigar store, because he is going to learn the de- ception some day even if it gets by today. If a woman conies in to buy her husband a meer- schaum pipe, you may of course deceive her mto think- ing she has a very fine meerschaum at $4 when she walks out with a cheap meerschaum, but her husband may be more experienced in such matters and some day he may find out that you misstated the facts when you sold the pipe, and you will lose his trade. It doesn't pay to take advantage of customers just because you have more technical information about the goods than they have. The customer who cannot dis- tinguish between briar and maple depends upon the honesty of the salesman. If the salesman fails him, he never trusts him again after discovering his decep- tion. \ : i«|| In the sale of well-known brands of cigars and cigarettes it doesn't make much difference what you say to the men who smoke them. That is, they tliink little of what you have to say about the character of the goods ])ecause they have smoked them and they know all about them. It is about goods that do not teli on the surface what they are, that vou must l)e accu- rate. Kight in this connection it should be noted that ui pipes adrrriisrd (jvades hare fhr adranfaf/c. The {Standard, nationally advertised brand of anvthing has become more [)opular under advancing prices than^ever. 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 There have been so many lines of goods changed and cheapened and substituted tliat one naturally lurns to the goods that are known to be the same, l^ipes have received less attention along this line than many goods, but even pipes are coming into their own and they are receiving advertising that is making certain kinds well knowai throughout the country. it goes without saying that the advertised brands are the ones that are going to be sold with the least effort. They are already partly sold when put in stock. There is already a demand for them. W hen you say to a customer, picking up a pipe of Imown make, ''Here is a ' \V. D. (J.' pipe in a new and • popular shape. They claim it keeps the nicotine out of the mouth, ' ' then you have said something of inter- est and something that carries weight because that smoker knows what sort of pipes the " W. D. C." line are. lie has seen them advertised. Perhaps he has heard of the co-operative plan of management of the Wni. Deniuth Company factory where the Leitch plan has been put hito effect with more or less newspaper publicity. 13ut if you simply hand out a pipe with no brand on it, or with a brand the customer never heard of and that very likely means nothing to you yourself, you can simply say, "iiere's a pipe that they say does this or that." You have to replace the known " W. D. C." with the makeshift ' ' They. ' ' Of course the fact that certain pipe manufacturers as wx41 as certain cigarette manufacturers are spend- ing great sums of money to popularize their lines is of itself a reason why you should be interested in push- ing those brands, if the manufacturer is helping the dealer to a faster turnover of his product by giving it great publicity, the dealer may reasonably be expected to come back wdth a reciprocal boost for those Imes. The only advantage the non-advertised manufac- turer has to offer is a price advantage (quality for quality). lie claims that you have to pay for the ad- \'ertising. As a matter of fact the idea that the dealer has to pay part of his profit for national advertising, is an exploded theory, laut the non-advertising makers still "pull that stuff*," as the boys say. But they do not go on to say that goods have got to be displayed and advertised in some way if they are to be sold, and if the manufacturer does not create the demand, you, the dealer, have got to do it yourself. You have got to sell customers on the manufacturer's product if ho has not done it for you. in selling the humbler kinds of pipes there is some- times something akin to scorn sliow^n by the salesman. If a poorly dressed workingman comes in and asks for a cob pipe, it is often tossed out to him without any ()pl)()i'tunity for him to make any selection, it is made obvious that you don't care anything about the cob ])i])e trade, so "Take your cob and beat it!" Well, in the lirst place, if you don't want that trade, why carry cob i)ij)es! I can't admit that a srore is justified in carrying any lino of goods it is not will- ing to take pains in selling to the people who like to l)uy that line. And tlicn in tlie next place, it is not every ])nrcliaser of a col) ])ii)e that is such a "clieap skate" at that. i'or years i sold an experienced old lawyer, the iiestor ot the county bar in the county in which i did business, sold him a cob pipe about once a week. And tliat cob pipe had to have a reed stem and a good draught. iSow, if i had insisted upon throwing oui a cob pipe to him when he came for it, he would have gone elsewhere for his pipe and tobacco and for cigars of which he bought many and for his daily newspaper, i had to let him see the box of pipes and help him to select a satisfactory cob, preferably a tall one with straight sides, not the rounded shape. VV hat was the use of his being so fussy about a cob pipe/ i don't know and i don't consider it any of my business. My business was to please the cus- tomer and i tried to do it. i assume that I did, be- cause i kept his trade. And i am perfectly sure that he was justified in being particular in his choice of even a cob pipe, if you and i smoked cob pipes we would be fussy about them. We would like a certain kind better than any other and we would want that kind. Another thing i want to speak about in connection w^ith pipe selling and that is the sanitary side of it. Where pipes are shown, customers who don't stop to think, often try the draught by putting them in their mouth, by putting several in and buying only one. if men who do that without thinking of anyone else 's right in the matter, stopped to think they would not do it. You may put up a card or two over pipe cases, "Please Do Not Put Pipes in the Mouth i3efore i3uy- ing." You may keep all the stock of any pipe except a sample, under cover and not hand them out, letting everyone try the same sample and take their chances, telling them that the pipe has been handled by many customers and put in the mouths of some. There certainly is a good deal of advantage ni having a stock of pipes that you can assure buyers nave been in no one's mouth, and you can go farther and have a little bottle of some antiseptic solution and take pains on all but clays and cobs to clean the stem of the pipe, inside and out before the eyes of the cus- tomer, unless he doesn't w^isli it done. If you do this sort of thing, make capital of it. ijet customers see that you are safeguarding their health and looking after their interests to this extent. You will find that most customers have not thought of this matter or regarded it as a possible source of con- tagion as a public drinking glass might be. At any time where there is any sort of an epidemic of contagious disease in your community, it is worth while for you to cash in on this carefulness you are showing. Label the displays of pipes in the cases, "AH Pipes l\ept Sanitary Before Being Sold." You don't let everyone handle over the cigars in a box and not buy them. You are careful yourself not to take any man's cigar by the end he puts into his mouth. A \n\)0 is tlie same proposition and nobody wants one that has been in other mouths before. There are alwavs manv little things a])0ut the sell- ing and handling of our lines of goods that we forJi:(H in our interest in developing sales, it pays to 1(H)K for the little points and make them count for us. Little Publicity That Pays By Clarence T. Hubbard ALiTTLE pill will sometimes produce far better re- sults than a whole bottle of medicine. And speak- ing of more pleasanter things^a kiss, although small, will accomplish more than a hundred pages of love letters. A parade is mighty impressive, but the little clown who walks by himself has no trouble in stop- ping all the traffic. A man may have all sorts of lodgers, adding machines and elaborate equipment, but his bank judges him by the place the decimal point stands on his bank account. TTuman nature adores big things, yet thrives on the little things. A man may go into raptures after buying a new house and get that ''grand and glorious" feeling. Yet an eleven-cent cigar after a" good meal will ofttimes accomplish the same feeling. Big things are all right when followed, preceded, bounded or sup- ported by other big things. The same with big adver- tisements. While the band is playing a lot of little fellows march right along and get a lot of attention simply because they are small. The tobacco dealer may make as much profit as the chap who runs the store of many departments across the street, yet because his volume of daily sales does not run so high his business is looked upon as a small one. Unless the cigar man is the proprietor of a string of stores, or unless his business is of the voluminous sort, he can hardly expect to run full pages in the evening pap?r every night. iiis advertising, providing he is a retailer, must be consistent with his store and his income. The turn- over per cigar or per can of tobacco is not enough to warrant elaborate advertising. Yet that turnover can be increased by advertising. Accepting the principle that ''constant dripping" will wear aw^ay the stone, the tobacconist can accomplish the same results with ''small advertising" that other merchants do. Along this line is the plan of running small adver- tisements in newspapers that bear timely interest in connection w^ith the season on hand, or an approach- ing holiday, political event or something of that sort. It is a well-knowTi fact that folks always like to read something interesting^, something timely— not mere an- nouncements. This is demonstrated in the columns nearly every newspaper maintains such as the "Mus- njp:s of a Married Man'^ or the "Girl Across Tlie Way jSays" under wiiich heading some amusing connnent of <^Jiy ahvays appears. Readers claim these columns nrst. They are interesting— and human. The tobacco dealer, owing to the nature of his P^^^^iK't, has a great Opportunity in this direction. For ^•imHe, he can run a series of advertisements, with- ^"t Illustrations, along the following stvle. EloLY Smokes! That's what you will be saying when these 3hilly nights take you unawares. Just the time to get next to a nice warm niftv sells ^ ^^^ ^^ regular tobacco— the kind Jack Chase the chills out of your constitution with some classy cigars. Smoke the shivers from your system with some poppy tobacco. Let Jack fill your Smoke Prescription. Then when the chilly fall nights start their turn this type of advertisement can be inserted as a change copy Wish Bones and Cigars. Last year a guest at a Thanksgiving dinner vvas a lowed to hold one end of the wishbone and in Pullmg for "luck" found himself the possessor 3t the "big end." * I What did you wish for?" asked his host A good cigar," came the answ^er. And then the wish came true. The host handed him one of Jack's cigars I . That same kind is still carried. Fresh stock the iiigh Cost of Wish Bones. Ctet YoFR Thankscitvtng Smokes at Jack's. Thanksgiving time should never be overlooked for the sale of cigars and i)erhaps this little "ad'^ will help along the sales of the w^eek : ' Rang ! . That 's a very poor description of an explosive ^T^^^^^TT ^"^ bew\ire or you will hear one - b OR Halloween Is Coming ! ^ Insure yourself against smoke tricks on that niglit by buying your cigars at Jack's. ^;^/^7^ but the best are sold. And the onlv tiiing that Jack s cigars ever cause to explode is faifghter. ^ An advertisement of this tvpe run everv week and written to fit the season will gain attention and trade as well. The idea of the advertisements is o keep them snappy and to keep them interesting in text, bearing in mnid that while people read adver- tisements, the ones they read most are those that are interestinp as well as good. Forceful advertisements accomp ish a great deal, but force alone will not ac complish as much as human interest-if it could the Germans would have won the Avar. Mere force isn't sufficient- here must be something that hits a person along tlie style of things they like. And in tobacco ad ertising it is the \oxi that carries interest that tu^s tlio trick But such interest should be ,)erpotuaten a planned manner-once a week-twice a week-or in some regular fashion rather than in a hit-or-miss stvle 11 THl TOBACCO WORLD The Trade Association Open Price Policy AT.AE(M'- iinnibor of business men are beginning to iiKluire whether the ''open price policy," as prac- ticed ])v a nnniber of trade associations, is not in viohi- tion of the Sherman Anti-Trust Law. The operation of the "open ])rice policy" is this: At the meetings of the association the contracts entered into by the various meml^ers of the association are open for in- spection, and each member knows the prices which the other members are 2:etting for their goods. The law states that "Every combination ... or conspiracv in restraint of trade or commerce among the several States ... is hereby declared to be illegal." In the various decisions under this law it has been held that not only is any agreement illegal which is formed for the purpose of restraining trade or commerce, or of limiting competition, but that any agreement is illegal which in fact does restrain trade or limit competition, whatever may be its avowed ob- ject. Tn one case it was held that the Govermuent need not prove "that the a«-reement was entered into for the pur])ose of restraining trade or commerce, or for maintain in ir rates above w]?at was reasonable. The necessary eiTect of the agreement is to n^sVrain trade or commerce, no matter what the intent was upon the part of those who sis-ned it. Purpose or motive is of no moment ])rovided the contract or agreement di- rectlv provided for the suppression of competition, or when such a result as a uuitter of law must necessarily occur." From these decisions it is clear that the "open price policy" could not be used as a blind to control prices or "divide th(» business." But assuming that such a policy is decided u]ion as a legitimate means of ]u-omotinii- the business of the members of any trade association, will the members of the association thereby render themselves liable to prosecution under the Sherman T.aw? And if such ])rosecution were begun, from malicious motives, would it probably result in conviction? There is nothing new in the "o])en price policy." Wherever it is practiced the members of the trade association are doing only what every merchant does when he displays his goods with a price ticket on them. Tn fact they are doing less than the merchant, for they disclose only the prices at which goods have been sold. And ])roducers who have a "fixed ])rice" for their products make known to all, including their competitors, the price at which they sell. Among merchants and manufacturers it is gen- erally regarded that the disclosing of prices to com- petitors is an evil, to be guarded against whenever possible. Persons are employed to visit the stores of rivals and purchase certain articles for comparison. And the general result of the publicity is to keep prices down to the lowest possible point. The conditions that govern various lines of trade differ, but it would seem that the "open price policy" should meet the approval of the buyer^ especially if the buyer is informed as to the prices j)aid by his com- petitors. In the history of business secrecy has been one of the strongest weapons of the business pirate, and open dealing the mark of the honest tradesman. There seems to be no reason to think that it will be otherwise in the future. It is quite certain that if a trade association wished to control prices they would compare prices before the contracts were made, rather than after. That the members of any given association are willing to give this information to each other indicates that they have come to regard business on the high plane of giving service to their fellows, and are concerned only in the giving of good service at a reasonable price, instead of giving as little as they must and getting as much as they can. Tn order to secure a conviction it would be neces- sary to prove either: (1) that the object of the asso- ciation, or of the agreement entered into by its mem- bers, is really to restrain interstate commerce, or (2) that the result of the action of the members is really to restrain such commerce. Both of these are matters of fact which would have fo be proved or disproved in any particular case. Tt is to be noticed, however, that the fact that such com- parison of prices had an influence on commerce would not, in itself, make it a violation of the law. As Justice Peckham said, "An agreement entered into for the purpose of promoting the legitimate busi- ness of an individual or corporation, wnth no purpose to thereby affect or restrain interstate commerce, and which does not directly restrain such commerce, is not, we think, covered by the Act, although the agro(Mnent mav indirectlv and remotelv affect that commerce." (Coin-right by Ralph TT. Butz.) United Gets Ridgway Hotel Corner The saloon in tlie Kidgway Hotel, at the north- west corner of Dehiware Avenue and Market Street, Pliihidclpliia, one of tlie oldest licensed saloons in the city, with the restaurant adjoining on Delawai'c Ave- nue, has been leased by Mastbaimi IJrothers ^ Fleisher for Augustus II. lUitteiworth tor a long term to tiie United Cigar Stores C'omi)any of America, at aii ag- gregate rental in excess of $150,000. This is said to be the highest rental ever ])aid for property m this vicinity. The high rental is sfCid to be due to the continually increasing ferry traffic, which i^ ^^*^' mated at L'8,()00,00() people crossing yearly. tAV 'TOO l^ riends o: mild Havana ROB'T BURNS has more than eight times as many friends as he had, say, five years ago. This is due, we believe, to the rec- ognition that ROB'T Burns, through changing economic conditions has never permitted any experiments with his high quality. His full Havana filer is cured to the same distinguishing mildness. The same deft hands produce him. Thus, holding fast to his unique character, ROB'T BURNS today stands apart as never before. Hi ; friends who smoke him know! Any experienced cigar dealer will tell you how useless it is to proffer a substitute. I 19 West 40th Street, New York City HAVE YOU TRIED ONE LATSLT? TSutf fOT ROB'T BURNS \nvmc\h\e 2 for 25c 13c for 1 • u THE TOBACCO WORLD """" 'iiiiiiiiiiii iiiiiii iitiiiiiiiiiiiiiiiiiHiiiii mm iiiiiiiiiiiiiiiiiiiiiiiiiiiiiii II iiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiin iiiiiiiiiiiiimiiiiii iiiiiiiiiiiiiiiiiiiihhiiiiiiiT Say You Saw It in The Tobacco World 15 Allied Tobacco League of America IX Cincinnati, Ohio, on October 3, the Allied Tobacco League of America was formed by growers, leaf deal- ers, warehousemen, manufacturers, jobbers and retail- ers of tobacco products, who met at the offices of the Cincinnati Tobacco Warehouse Company to effect a permanent organization, the object of which is to pro- mote the interest of the industry at large throughout the United States and to protect it against all attacks of w^hatever nature, calculated to destroy or impair in any way the growth, sale, manufacture or use of tobacco. The meeting w^as presided over by W. 1). Spalding, who acted as Chairman of all the preliminary meet- ings. Following the adoption of a constitution and by-laws JMr. Spalding w^as the unanimous choice of his colleag-ues as the first President of the new organiza- tion, the operations of w^iicli promise to become nation- wide in scope, especially in the way of launching an active campaign to counteract the forces already at work to secure national prohibition of tobacco. Other officers elected at the meeting yesterday were : Charles \^. Wittrock, vice-president; William S. Goldenburg, secretary; George E. Engel, treasurer; Emmet Orr, official organizer and field secretary. I). 11. (layle was named Chairman of a temporary Executive Connnittee, which includes Emmet Orr, R. E. Dundon, of Louisville, and Dr. W. A. Gardner, of New York. IMuch of the preliminary work of placing the local organization upon its feet has been done by Dr. Gardner. The League will be incorporated under the laws of the State of Kentucky and the main offices will be in Cincinnati. Literature of an educational nature is to be published at once and branch organizations are to be formed in every part of the country, field organizers being sent first of all into the heart of the great hurley tobacco-growing sections of Kentucky, Ohio, Indiana and West Virginia, as well as into the Black Patch of Southern and Western Kentucky and Tennessee. If a plan offered by Charles B. Wittrock, Chair- man of the Committee on Organization, is adopted headquarters subsidiary to the main offices in Cincin- nati will be established in the East, West, North and South of the country, probably at New York, San Fran- cisco, Detroit and New Orleans. In addition to a membership composed of those connected with some branch of the tobacco industry it is proposed to take in bankers, hotel men, and con- sumers of tobacco products generally who may be in- terested in defending their individual rights against the activities of anti-tobacco propagandists every- where. The Board of Directors is composed of the follow- ing well-known tobacco men : Thomas II. Gray, Coving- ton, Ky.; Laban Phelps, Louisville; Dr. S. 11. Ilalley, Lexington; Joseph A. Strobl, Cincinnati; Elijah Kirk, Maysville, Ky.; Fred W. Miller, Cincinnati; Anthony McAndrew, Louisville; J. C. Hughes, Rich- wood, Ky. ; Cliarles Youall, Burlington, Ky. ; Otto Sel- bjich, Louisville; J. Stacey Hill, Cincinnati; D. How- ard Gayle, Cincimiati; George Wehrley, Covington; Fred Stucey, Ghent, Ky. ; Harry Ketchum, Cincinnati; M. L. Kirkpatrick, Cincinnati; Michael Ibold, John II. Dickerson, Max Greenwold, Cincinnati; James H. Stone, Lexington; J. S. Phelon, Owensboro, Ivy.; Joseph Oury, New Orleans. Tampa Strippers Strike Tampa, Fla., October 11. Many of the Tampa factories are closed again for the second time in a month, due to the walkout of strippers. This follows the settlement made in Sep- tember and has destroyed any sympathy that might otherwise exist for the workmen. The cigar manufacturers have reached a point where they will not listen to unreasonable demands, and the present condition bodes ill for the future of Tampa as a cigar manufacturing center. The threat to (juit Tampa has been made by cigar manufacturers on several occasions, and it would not be surprising if some of them now did not stand on the order of their going. The Spanish societies have most of the factories in their grip, due to the fact that while the handwriting has been on the wall for some months only a few^ manu- facturers have made any determined effort to Amer- icanize their factories. It is doubtful if the trouble that would have been precipitated by taking the bull ])y the horns months ago could have had any more damaging effect on the industry than the reoccurring strikes. The Allied Tobacco T^eague of America is getting off to a good start. The tobacco industry in all its branches is certainly sold on the proposition, but in selling the consumer the league will forge its most ])owerful weapon. The to1)acco strippers in Cuba have struck for an increase in prices on wrappers of from six^ cents a pound to twenty cents a pound. The owners' aio un- willing to meet this increase and so there is nothin^^ doing in Cuba in the stripping line just now. The "Yankee" Bunch Machine MEANS Economy and Production It makes bunches equal to hand-made It saves binders It produces more cigars at less cost It works either long or short filler It can be operated by UNSKILLED LABOR It costs $10 per machine f.o.b. foundry Millions of nationally known brands are now being made in factories we have equipped with "Yankee" Bunch machines. The demand for mechanical devices is enormous. Place your order at once and be convinced. American Tlox SMPPiy C^: 3 /WONROE AVENUE Detroit, Mich. 16 Say You Saw It in The Tobacco Woeuj Two National Favorites: WAITT &,BOND BLACKSTONE Imported Sumatra Wrapper Long Havana Filler WAITT &BOND TOTEM Imported Sumatra Wrapper Long Filler WAITT & BOND, Inc. BOSTON peeves, ^anfin & Co,, ThiUdelphta. Distritwtors /^ERHAPS it is pride -perhaps >^ 1/ conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is ^ood business sense that determines us to keep Cinco unswervingly up to die same stancmrd no matter how costs tfo up • OTTO EISENLOHR & BROS., INCORPORATED PHILADELPHIA ESTABLISHED l8SO COPVR16MT OTTO USEMLOHH 0 8R0S..INCJ9U ^^^— -^^^^ ReGtSTEREO IN U.S. »TtNT OFFICE Notes and Comment The Consolidated Cigar Company has opened a factory in Columbus, Ohio. Three large cigar corporations are now producing annually nearly, it* not quite, twenty per cent of the entire cigar production of the United States. The recent absorption of the G. J. Johnson Cigar Co., of Grand Rapids, Mich., by the Consolidated Cigar Corporation, gives this concern an annual output of close to 500,000,000 cigars. The cigar manufacturer who is not spending some time now in investigating mechanical devices for the facilitating of cigar production will sooner or later have good cause to wish that he had. When we stop to think that for a short period we must support by exports about 100,000,000 European people, and then see the thousands of people in every large city who are producing nothing, we begin to understand the relation between supply and demand and prices. It is understood that the agreement with the packers' union in Tampa permits the manufacturers to pack twenty per cent of their annual output in cans. As ver\^ few manufacturers pack that percentage the agreement will not affect the tin can business in Tampa for the present. The acquisition of the Griflfin Tobacco Co. by tlie American Sumatra Tobacco Companv brings this. con- cern into world-wide notice as importers and exporters of tobacco. Fred Griffin and Frederick Lederer have both been elected vice-presidents of the American Sumatra Tobacco Company. Every thinking man knows that production to a great extent governs prices, yet the strikers while absolutely stopping production expect by the very act to bring prices dow^n and increase their own earn- ings. We do not know just where the limit is, but we have an idea that we are getting thereabouts. If John Barleycorn died and was buried at mid- night, June 30th, we wish to join with Sir Oliver Lodge, William James, Sir William Crookes, Sir A. Conan Doyle and Professor Muensterberg in express- ing a belief in the possibilities of communication with the dead. In fact we will go a step further and state that we are convinced of it. The idea of further taxing the tobacco industry should be squelched at once. The antiquated methods employed in raising revenue have contributed coi^id- erable to the high cost of living, and have in many cases opened the way for taking advantage of the consumer. The dizzy heights to which cigar prices have already soared are founded in a large pai' ^^^ taxes. And the revenue figures offer ample evicVnce of the fact that a continuation of this line of reasoning will leave nothing to be taxed. Say You Saw It in The Tobacco World 17 Notes and Comment . '^'^^J-'' ^- Colenbaugh Co., Vincennes, Ind., has increased its capital stock from $10,000 to $60,000. The average price of Connecticut tobacco for the past ten years was 24.4, and for the last year 44 cents. The Mazer Cigar Corporation, of Detroit, Mich has increased its capital stock from $75,000 to $200,Oo6! Internal Revenue collections at Tampa, Fla for the month of September were $388,379, as compared with $196,206 in September, 1918. The cigar output was 44,998,830 as against 37,126,380 last year Cus- toms receipts September, 1919, were $195,193- Scd- teinber, 1918, $161,283. ' ^ The Kentucky Tobacco Products Company, which has been m liquidation, was sold at public auction on October 6. J. C. Mahler, of New York, said to be a representative of the American Tobacco Company bought the Louis\alle plant and the Richmond Va ' plant for a total of $600,0()0. ' *' An exchange says that the British-American To- bacco Company is shipping twenty-five million cigar- ettes a month to the natives of East Africa. ^'But the native smokes them four times as fast as the English, by putting one in each comer of his mouth and then smoking four at a time. ' ' If this means that the native has four comers to his mouth, we do not believe it. XT ^-1 Pf^si^^^^^* of Um^ay has proposed to the ^atlonal Council of Administration, a law providing for the establishment of a tobacco monopolv in tha't country. The various provisions include the expro- priation of factories and importers; a bond issue; fix- ing of prices ; compulsory use of the native leaf, and the leasing of the monopoly under govemment regula- tion of operations. The American Sumatra Tobacco Co. has acquired the Griffin Tobacco Companv, of Hartford and New > ork. Fred B. Griffin and Fred I^derer have been elooted \nce-presidents of American Sumatra. The Jrriffin Tobacco is the second largest tobacco grower HI Connecticut, and the larsrest exporter of American eiirar leaf tobacco in the United States. The American Sumatra Companv directors, at the October meeting, jloelared the usual ouarterly di\ndend of two and one- half per cent upon the common stock of the company. Reports from Cuba are quite cheerful, notwith- stancling- the fact that strippers are strikinir for a 300 vov cent increase in nay. The earlv bic strike has not prevented a lars:e increase in the manufacture and export, of cie-ars over 1918. The cvclone onlv stmck tho PJTiar del Rio district. PnVes will bo vorv hieh. >n iho Vuelta Abaio crop has been nracticallv taken ynt of the hands of the fanners, and buvers are cr^n'nor f'^r more. Ever\'one in Havana is highlv optimistic '^hont the future of the industry^ ^arettes YOUR cigarette sales will take a sure-enough jump, if you talk "Camels-by-the-Carton." It doesn't take much persuading to "sell" the Camel-Carton-Idea. Men land on the suggestion quick and stick to it — because it's so con- venient to have a generous supply of Camels at home, or the office, or for traveling. Get the good business angle of selling ten packages at a shot, where you sold one before! Try it I It keeps sales in your store — and how it does hunch profits I R. J. REYNOLDS TOBACCO COMPANY Winston-Salem, N. C HELMAR TURKISH CIGARETTES EVERY mail brings us the strongest voluntary indorsements of Helmar. Not because they are Helmar -— but because Helmar is lOO^o pure Turkish Tobacco — the Mildest and Best tobacco for ci^rarettes. "Bundle" cigrarettes, to be sure, contain a "dash" of Turkish — but a 'dash" of Turkish, compared 100^0 pure Turkish, is joke. with We are talking plain but it's the Truth. 18 THE TOBAOGO WORLD Say You Saw It in The Tobacco World 19 tiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiniiiiiniiMiiiitnininiiiiiiiiiiiiiiiMiiiiMiiiiiiiiniiiiiiiiiiMiiiiiiiiiiiiiMiiiiiiiiiiiiiiiiiiiiiiniiiiin -«■ ■■ ■■ ■■ ■■ ■■ ■■ ■»» ■■1^— ■■ ■■ I ■■ ■■ n n ■■ ■■ 11 M LEAF MARKET JOTTINGS H M -«l* IANC'ASTER County is by no means dead to the jworld so far as the tobacco leaf business is con- cerned, but present activities are few and there is very little movement. The cigarmakers' strikes have very largely failed, but in the meantime they tied up an enormous amount of tobacco that would have gone info cigars and cleared the way for the new crop. The late warm weather of September and early October was favorable to the development of late un- cut and hail -damaged crops, amounting anywhere from 15 to 20 per cent, of the crop, but tlie early crops are all in the sheds and give promise of very good quality. With cigar factories in full operation there would soon be a brighter outlook for the growers. No sales of 1919 tobacco have been reported as the dealers want to dispose of 1918 tobacco. Some of the 1918 crop has been sold at 23 cents, and the growers will probably get 25 cents as soon as the de- mand rises. The Lancaster County Tobacco Growers' Asso- ciation is building a large w^arehouse in Quarryville, in the southern section of the county, which has been short of such facilities. The United States Department of Agriculture in its report of October 9, said that the tobacco crop in Lancaster and York counties suffered from unfavor- able weather, insect damage, and rust, while the north- ern part of the State has the best crop of the past sev- eral years. Condition on October 1 was 80 per ceni. of a normil, indicating a yield of 1264 pounds per acre and a total production of 51,824,000 pounds as ('(mir)ared with 64.752,000 pounds, last year's final esti- mati^, and 57,2f)n,.300 pounds, the average production for the past ten years. The '' Western Tobacco Journal," published in Cincinnati, in addition to its admirable and thorough re])orts on the tobacco markets generally, is especially (lualified to discuss the Ohio situation, and says that extensive tours and other sources of information in the hurley section tend to increase previous reports, both as to shortage and generally poor quality. An average of all conservative estimates places the total product at not to exceed 60 per cent, of that of last year, and 90 \)Qr cent, of this will be of inferior quality, a feature scarcely less abnormal than that of yield. Reflecting upon the situation the surplus of old tobacco is greater than usual; prices at the few points where new tobac<»o has been sold were lower than last year and barely satisfactory. There are those of long experience and sound judgment who predict that manv a crop will be sold under $10 y>^^v hundred. Should this be the case, the season of 1919 will l)e fraught with much loss, as such prices would not pay cost of pro- duction. In the South, tobacco has been rushing into Winston-Salem, N. C. One day's sales amounted to nearly 700,000 pounds, at an average of $41.60, and another day's sales to a half million pounds at $42.85. The leaf has plenty of color and is generally of a highly desirable quality. At Rocky Mount, N. C, the warehousemen re- ported sales to date, on October 1, of over seven mil- lion pounds for an average of $38.21. A million pounds sold for an average of $44.86 per hundred. Sales to the same date last year were 6,568,448 pounds, at an average of $33.94. A gain of the present season of 600,000 pounds and a gain in average of $3.27. Some of the finer grades have sold as high as $105 per hun- dred. Average at Greenville, N. C, was $42. Reids- ville, N. C, on October 2— average, $51.75, a world's record ; Durham, N. C, $42.91 ; Kinston, $40.06. Lynchburg, Va., has not reached its stride but sales of new dark tobacco of common and medium grades brought from $14 to $21 per hundred, accord- ing to qualitv. Prices are as high or higher than they have been heretofore. Tn Kentucky all reports are favorable, the crop has been rushed into the sheds, and in many sections 90 per cent, has been housed, eliminating all danger of material damage from frost. State Commissioner of Agriculture Harris, of South Carolina, has issued a report for the months of Julv and August, 1919. The total amount of sales durinir the month of Julv was 24.939.252 pounds valued at $5.256,1 15.05.. an average of $24.62. Tn August the total was 44.345,927 pounds, for a value of $10,944,- 116.50. The hiirhest average in the past nine vears was in Julv 1918. which was $.30.40. The average price for August. 1919. was $24.68. Official quotations of the Loufsville Leaf Tobne^o Kxphance s-ive the hijrh prices as follows: 1918 burlov, dark rod: trnsh. Jl?16 nnd 5f;19: lusrs. $21, $23 and $25: lenf. Jft?2. >};24 and $26; jrood leaf, $30, and fine. $38: briirht red- trnsh. $17 and Jl?22: lugs. $24, $26 and $30; leaf. $30. $32 and $34; good leaf, $38, and fine, $35. ^ Tn Connecticut sorting and pfcking over the crop is in full swing in the warehouses throughout the State, and experienced workers are in demand. Storm and hail insurance men are congratulating themselves on ha^nng had no losses to pay, but a few losses would have helped business next year. Tt is said that the Griffin Tobacco Company lias exported 5,000,000 pounds of low grade tobacco to Europe. The harvest season throughout the valley is fin- ished and the farmers are looking for buyers for tlio balance of tl eir 1918 crop. No sales have been re- ported of the 1919 crop. Turnin^Tobacco Into l)ollars Universals save stock, save wages, save space. Universals increase production, quality and satisfaction. One Universal does the work of up to three hand-strippers. The smooth books, ready "for work", mean 35 to 50 more cigars a day, from each man. Hand-stripping means loss through scrap. Universal saves most of this scrap. THAT'S what the Universal To- bacco Stripping and Booking Machine is doing for more than a thousand cigar manufacturers today. And the "Universal" is reaping ^x/r^ dollars for these manufacturers— because it cuts down costs and increases production over the old hand-stripping method. Because they pay for themselves in saving and in increased profits, progressive manufacturers use THE UNIVERSAL Tobacco Stripping and Booking Machine You can see the Universal for your- self, demonstrated in your own factory and with your own tobacco. Send for Catalogue, Price List and Demostration today. Universal Tobacco Machine Company 79 Fifth Avenue, New York Factory, 98-104 Murray Street, Newark, N. J. 20 Say You Saw It in The Tobacco Wobu) audit doesnt costyoa a cent pipe business THE PIPE ORGAN -Jt^z advancement of the retail merchants. It tells a lot about the W DC business and pipe making, but it is not exclusive and covers the entire field of retail selling. It is yours for the asking. Just stick this coupon on one of your letterheads and send it to us. After that you will receive The Pipe Organ every month. Some of the JIK Brands of Pipes: • ^ .11. Brighton Milano Special just Stick this Derby Morocco on your Geneva Stratford letterhead Hand Made Stratford Special I Hand Made Special Turin I Highest Grade Triangle Bakelite Lucerne Wellington Milano Extra Windsor Iwant the PIPE ORGAN WM.DEMUTH&Ca 130 FIFTH Ave. MEW YORK Contraband Cigarettes Washington, D. C. TOBACCO dealers who purchase cigarettes from discharged soldiers and resell them to others, will find themselves in serious trouble, for the Internal Rev- enue Bureau and Department of Justice are now in- vestigating reports that dealers have purchased large quantities of unstamped smokes. Cigarettes purchased by soldiers from the com- missary are not taxed and bear no stamps. The selling of such cigarettes is punishable by a fine of from $500 to $5000, or imprisonment of from six months to two years, or both, and it is declared that the district at- torney's office has disclosed that a number of dealers have been guilty of the offense and that some dis- charged soldiers have done a thriving business. The proprietors of one local cigar store have al- ready been arrested, charged with having a large quantity of contraband cigarettes that had been ob- tained from the commissary department at Fort Myer. Officials of the bureau of internal revenue de- clare that there is a considerable traffic in these ciga- rettes, and it is understood there are several other cases under investigation. Soldiers at the nearby camps are able to purchase cigarettes from their commissaries, not only without paying the tax, but at the lower prices that prevailed when the goods were bought by the Government some months ago. In reselling these to dealers, it is de- clared they sell them at a slight advance over the amount they paid and that the dealers then not only profit to the extent of the tax but make something from the increase in price, as well. The contraband cigarettes are readily detected, since the packages do not bear a stamp but, having been prepared for export, are so marked. They were bought by the Government for the use of the troops in France, but the armistice was signed before th^' were shipped and they are now being disposed of in this country. SUBLIME TOBACCO Sublime tobacco! which, from east to west, ( heers the tar's labor or the Turkman's rest; Which on the Moslem's ottoman divides His hours, and rivals opium and his brides; Magnificent in Stamboul, but less grand, Though not less loved, in Wapping on the Straiul; Divine in hookas, glorious in a pipe, When tipp'd with amber, mellow, rich and ripe; Like other charmers, wooing the caress More dazzling when daring in full dress; Yet thy true lovers more admire, by far, Thy naked beauties- give me a cigar!— Lord Byron. LABOR TROUBLE His better-half (regarding him from the bee room window) — *'Where you bin this hour of the niglr ?' ^ ''I've bin at me union, considerin' this 'ere st: ike. "Well, vou can stav down there an' consider this 'ere lockout.*"— "Tit-Bits." ^ay You Saw It in The Tobacco World 21 INTERNAL REVENUE COLLECTIONS FOR JULY The t-ollowing comparative data of tax-paid to- bacco products mchcated by monthly sales ot' stamps arc obtamed Irom the statement of Internal Revenue collections for the month of July 1919 (Figures ^^^ July 1919 are subject to revision until published in the annual report.) Products Cigars (large) ; Class A, No. Class B, No. Class C, No. Class D, No. Class E, No. Total, Ci^rars (small), No. Ci«<-arettes (large). No. Cigarettes (small). No. Siiiiff, manufac- tured. Lbs. Tobacco, manufac- tured, Lbs. Playing cards Pack July, 1918 July, 1919 91,319,327 383,483,644 157,077,157 1,257,176 1,472,319 634,609,533 79,237,849 2,454,860 3,796,878,822 172,036,644 226,590,362 166,682,051 2,049,354 2,606,677 569,965,088 47,290,267 2,690,367 3,585,111,783 2,971,122 3,026,964 Products Cigars (large) : Class A, No. Clnss B, No'. Class C, No.* 36,607,578 2,167,214 Porto Rico for July July, 1918 4,800,000 2,786,925 3,321,705 10,908,630 800,000 Total, Ciij-ars (small), No. Cigarettes (large), No. Cigarettes (small). No. Philippine Islands for ,Iune 33,838,667 1,293,319 July, 1919 2,549,500 396,225 635,460 3,581,185 500,000 750,000 400,000 Products Cigars (large) : Class A, No. Class B, No. Class 0, No. Class D, No. Class E, No. Total, Ciirarottes (small). No. Tobacco, chewing aTid smoking. Lbs. June, 1918 June^ igio 5,029,740 19,872,090 1,022,750 25,924,580 309,107 18,297,508 3,053,098 367,951 ioo 21,718.657 210,020 600 SAM GREENWALD LOOKING FOR STAND Samuel Greenwald, genial representative of the lohncco Leaf m this city, and proprietor of the cigar storo at 5 Market Street for more than twelve years, nas lost his stand and is now looking for a good loca- Sam knew that he would be unable to renew his easv at 5 Market Street, but understood from the land^ 1 Ir 1 ^^^^ *^ ^^^'® ^^^ comer location at Water and Market Streets, and so worried no more about it. rtov. over, the ethics of landlords and real estate agents aro Tiot what they used to be— or ought to be. The ^niy reflection that we have to offer is that Sam can coiiswior himself lucky that he was not living there. an 1 ?i ^ I^^^^ ^^^ ^^^^^ ^^^ ^^P* ^ ^^^^' ^^^^^ st«^*^ hn-f '^ ^^^ twelve years of his occupancv had '"•'t np an excellent class of trade, despite airkindj^ 'I o| position. It is to be regretted that the prestige '•n(i -oodwill of twelve years have been sacrificed bv a ^oody landlord. TOPIC HAVANA CIGARS 10 cents and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed : : Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD" tight cent cigar two for fifteen ants For Gentlemen of Good Taste San Felice 2 for 15c The Deisel-Wemmer Co., LIMA,0. i' .*'^1 'it's a cinch roR a live: dealer TO PULL THE BESTTRAnr HIS WAY ^3n. '-^^^: Z GRAYELYVS - CELEBRATED _^^ Chewing Plug •- . "BEPORETHE INVENTION OPOUR PATENT AIP-PPOOF POUCH *^ ^.^^ GRAVELY PLUG TOBACCO --^S^ MADE STRICTLY FOR ITS CHEWING OUALITy" Would not keep fresh in this sectSU. >i now the patent pouch keeps it fresh and clean and oood A LITTLE CHEW OF GRAVELY IS ENIOUOH AND LASTS LONGER THAN A BIO CHEW • OF ORDINARY PLUG. /% J?JS. Srawly J60acco Co. l>Mviiu.\k "•W^T*'^ letrr. « 22 Say You Saw It in The Toba^kIo World Say You Saw It in The Tobacco World ■ *.»>.»A^>^t>^*/v^A*A'/w'A*A'/k'AV^*^^^^>^^A^A^AV\^A^7r 7g. -3 lor 20g. 3 for 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bl^ Sellers We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Nfg. Co., Newark, N. J. Lariiest Independrot Ciifar Factory Id the World * > > > IV^VIVT..^. V.V.VTV. V.VA/.V.\r. V. V. V. V.V.V. V. V^^7.^ ^ NEW TOBACCO CROP IN GREECE Estimates for the to])acco crop in Greece for the coming autumn and winter are considerably bolow those of former years. Much of the crop of hist year is still being held for speculative purposes, owners lioping to secure the high prices which obtained in 1917. For this and other reasons, the acreage planted is smaller than in the immediate past. Conservative estimates secured from persons closely in touch with tobacco conditions jolace the production for 1919-1920 at: Pounds Island of Samos. 1,410,750 Mitylene, 1 ,975,050 Chios, 282,150 Lemnos 92,860 Amorgos, 282,150 Argolis, 4,232,250 Other districts in the Peloponnesus, 92,860 Total, 8,368,070 It is estimated that the local market will take care of about 3,385,800 pounds of tobacco; this will leave available for export 4,982,270 pounds of the above varieties. No plantings were reported this year from the islands of Paros, Naxos, Myconus, Tinos or Nios. The production in the Provinces of Attica and Boeotia is placed at 56,430 pounds; Thessaly and Phthiotis will produce, between tliem, some 14,107,800 pounds, and Epirus and Saloniki are credited with 282,150 and 5,643,000 pounds respectively. Eastern Macedonia, including Drama, Cavalla, and Serres, will, it is thought, produce about 11,286,000 pounds. As was suggested above, growers are holding their crop for the high prices of 1917; but there are few sales. NOT UNDERSTOOD Not understood, we move along asunder Our paths grow wider as the seasons creep. Along the years we marvel and we wonder Why life is life. And then we fall asleep — Not understood. Not understood, we gather false impressions And hug them closer as the years go by, Till virtues often seem to us transgressions, And thus men rise and fall and live and di(>— Not understood. Not understood — how trifles often change u^;. The thoughtless sentence or the fancied sliGfht Destroy long years of friendship and estrange ns. And on our souls there falls a freezing blight — Not understood. TTow many cheerless, lonely hearts are aching For lack of svmpathv — ah, dav bv dav ITow many cheerless, lonely hearts are breakniir, How many noble spirits pass away — Not understood. O Ciod! That men could see a little clearer. Or iudcre h^ss hnrshlv where thev cannot see — O Cod! That men would draw a little nearer One another. Thev VI be nearer the^ — And understood.— ''Exchange." 23 THE SECRET of a Manila Cigar IS SUN and SOIL Nature Is Kind in the Philippines MANILA Cigars have taken a firm hold on the American Smoking PubHc for the Reason that they Possess Certain Quali- ties and Characteristics Born in the Tobacco of which they are Made. A Soft Warm Sun and a Soil that is En- riched Each Year by the Overflow of the Cagayan River give to the Manila cigar a Natural Aroma and a Mildness that no Artificial Process of Manufacture can Pro- duce. And More ! Manila Cigars are Made by Skilled Hand Labor Employing the Methods orily that are best Calculated to Produce Cigars of the Highest Type. They are not Made to be Merely Cheap but to Satisfy the Demand of a Discriminating Smoker for a Mild, Free-burning Cigar of Character. Considering the Quality of the Materials used in Manila Cigars and the Method of their Manufacture, they are by far the Cheap- est Cigars ever Offered the United States Market. The Spectacular Growth of the Trade in the Past Three Years Proves how Quick the Smokers have been to Appreciate the Manila Cigar. And the Prices Obtained for them at Wholesale and at Retail Con- vinces the Most Conservative Distributors and Dealers in the Trade of the Advantages in Handling them. THERE IS PROFIT IN MANILAS List of manufacturers arid distributors sent on application MANILA AD AGENCY CHAS. A. BOND, Mgr. 546 West 124th Street, New York 24 Say You Saw It in The Tobacco Wobld LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA CabU: ''DONALLRS" Havana Leaf Tobacco ftap«cialidad Tabacos Finos 4e Vuelta Abajo Partido y Vualta Arriba SAN MIGUEL 190 HABANA, CUBA E. Rosenwald (EL Bro. 145 WATER STREET NEW YORIl THE YORK TOBACCO CO. s s:li:'t;'* *■ leap tobacco OMloa and Warahonsa. 15 Eaat Qark Av«nna. YORK. PA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I. nAFFENDURGH CEL SONS QUALITY HAVANA Neptvino 6. Havana. Cuba - 66 Broad St.. Boston. Maaa^ Advertise Your Brands m The Tobacco World K. STRAUS & CO. latportara of HAVANA AND SUMATRA And Pttokan af LEAF TOBACCO 301. 303. 315 and 307 N. Third St., Philadelpbia LOEB-NUi^EZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306 NO. THIRD STREET, PHILADELPHIA Campaign on Tax Dodgers Washington, D. C. A SPECIAL campaign for the discovery and punish- ment of merchants and manufacturers who followed erroneous methods in making their inventories for the taxable years 1917 and 1918, with the result that their tax liability was reduced, has been inaugurated by the Bureau of Internal Revenue. In cases of voluntary disclosure of failure to make return and payment before investigations are inaugu- rated, the policy of the bureau will be to forego pen- alties except where there is intentional evasion of the tax. Where disco^^ery is made by Government agents, how^ever, heavy penalties will be inflicted. In some cases, it is declared by officials of the bureau, inventories have been found to have been taken on the basis of average costs, though it was possible to identify the articles remaining on hand at the in- ventory^ period, and so determine their exact cost. In others, because of conservative accounting methods, flat percentages have been deducted after determining in- ventory values. Others used a fixed average, based upon costs of prior years, or failed to include in their inventory all merchandise to which they had title. All of these methods, which have the effect of reducing the tax due the Government, are contrar>^ to the regulations of the bureau and are illustrative of numerous irregularities whicli have been found. A waniing issued by the Treasury Department adnses taxpayers who have followed such methods to file cor- rect returns without notice and without investigation if they desire to escape the penalties fixed by law. C L. \j. The Largest Independent Dealer and ExpoKer of American Leaf Tobacco in tiic United States. G. O. TUCK & CO. INTERNATIONAL PLANTERS CORPORATION 280 BROADWAY S • ^^^ YORK, N, Y. NEW COATING FOR SAFETY-MATCH BOXES The shortage of antimony caused by the war has led to the discovery of an excellent substitute tor it in a product used for coating safety-match boxes, upon which safety matches are struck. The substitute, which is manufactured bv Sirkama in Banska Bystnce, Slovakia, is called ''brilliantfriction,'' and is said to be considerably lighter in weight and in every ivspoct far more effective, in addition to which it is i-)0 per cent, cheaper. The composition has of itself such igniting qualities that there is a saving effectrd .»t red or so-called amorphous phosphorus in the coatin?; and of chlorate of potash in the composition for the heads of the matches and to this extent making- the matches safer by reducing the danger of self-igmtion. The manufacturing concern asserts that m one test over 500 matches were successfully struck on one box, and 100,000 boxes were coated with IVj kilos oi amor- phous phosphorus and three kilos of brilliantfru'tion. It is free of any pulverized glass, graphite, or for- eign substance of tiiat sort. Great quantities have al- ready been exported to Sweden, Denmark, Ilclhuuh Austria and Germany. Your Iiquiry for Sample and Prices Solicited. All Kinds in any Oaantily- Say You Saw It in Thb Tobacco World 25 Sale Tax Proposed Washington, D. C. A DEFINITE proposal for a one per cent, tax on all sales will probably be made to the ways and means committee of the House of Representatives within a few days as part of the plan to have the committee recommend the abolition of some of the consumption taxes in the present law. Bills now be- fore Congress call for the repeal of the taxes on soft drinks and ice cream, the admission tax, the consump- tion tax on cigars and tobacco and the luxury taxes and it IS planned to have this tax take their place ' The imposition of such a tax, it is declared, would yield the Government approximately five billion dol- lars a year, according to Representative Fordney chairman of the committee, who is strongly in favor of such a measure. That is about a billion more than IS raised by the entire revenue law now in force and inasmuch as it is not proposed to repeal the entire law, the addition of this tax and the repeal of the l)resent taxes enumerated above would give the Treas- ury an additional two and possibly three billion dol- lars a year. The proposed one per cent, tax would apply to practically all retail sales, the possible exceptions ])eing food and drugs, and to transfers of real estate In the sale of real estate the tax would net the Govern- ment a great additional revenue. Under the present nominal tax on such transfers, the sale of a $10,000 property nets the Government $10 in tax; under the pinposed tax, it would receive $100. The tax would prove no greater burden upon the people than do the present consumption taxes, it is declared, and would be much easier of collection. It wonld also relieve merchants of the necessitv of koop- ine: record of the sales of taxable commodities, since tlicv would have only to report their total sales for tlio tnxnble period and pay tax thereon. Such a method would not onlv be easier, but would save both the mer- elinnts and the Government monev and. a still further ndvantaere, would eliminate anv possibilities of evadinir the fax. At the present time, it is believed there is eousiderablo evasion of tax beinsr practiced, much of it bv merchants who are not aware that thev are selling taxable goods. C. L. L. TOBACCO PLANT ENLARGES .T. W. Gravely, president of the China-America Tobacco Company, with offices in Rocky Mount, N. C, ^^l^ build a big addition to his company's Rocky Mount factorv. Plans have been completed for the building, which ^I'l be a four-stor>^ brick mill, fireproof structure, fur- nishing 25,000 square feet of floor space. The mechani- cal equipment to be installed \v\\\ include two tobacco- ^b-.Mng machines with a capacity of 70,000 pounds in ten hours. Reiss Brothers & Company, of Chicago, 111., so far oversold on their production for the balance ui jhe year that they are allotting only twenty-five pieces i» a customer, regardless of the size of the order. are of E;. H._GffTO CIGAR COMPANY By Which CImt H»T«»* Cirara Arm Juda«d FOR FORTY YEARS THE STANDARD Write for Open Territoir Fectorr: Key Weet, Fie. New York Office; 203 W. Broedwer ^^ Free! Free! SAMPLES Ask and You Will ReceiYe ....FIFTH AVENUE.... A Union Made Cigarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Nfr. 135 Grand Street New York LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AOAISST MOISTURE HEAT AND BREAKAOB q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS., - - - - U. S. A. The Standards of America Lorillard's Snuff, : E«t. 1760 il Road Mills Snuff, E«t. 1825 " & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboi>s—V^app««s — High Toasts Strong. Salt. SWeet and Plain Scotchs MANUFACTtntEO BY GEORGE W. HELME CO., Ill Fifth Aye., N€w Ytrk Your Prospective Customers mtt Hated in our Catalog of 99% guaranteed Mailing Lists, It also contains vital suggestions how to advertise and sell profitably by mail. Counts and pricea piven on 9000 differ- ent national Lists, covering all classes; for instance, Farmers Noodit Mfrs., Hardware DJrs., Zinc Mines, etc. This 'valw Mbit Reference Book free. Write for it. 50^ Saves Dollars on Your Purchases Cm MTcral quetaiioni on what you buy. Ii will save many dcllari. 9t sn« ^colo «' ftamj..^ «- will Mod « few o*meao»ni«o«fic»Mr„p. lobbers, dealers, or inciividuais who sell what you want to buy. L.is't-s -Goulcl 26 Say You Saw It in The Tob/vcco World 'IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIMIIIIIIIIIIMIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII iiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinn,7 Tobacco Merchants' Association Registration Bureau, NEwloRKaxv Schedule of Rates for Trade-Mark Services Effective AprU 1, 1916. Registration (see Note A), $6.00 Search (see Note B), 1.00 Transfer, 2.00 Duplicate Certificate, S.OO H«te A— An allowance of |3 will be made to meotbera of the Tobacco Mer- okants' Association on each registration. Note B— If a report on a search of a title necessitatea the reporting of more than ten (10) titles, but less than twenty-one (21). an additional charge of One Dollar ;|1.00) will be made. If it necessitates the reporting of more than twenty (30) titles, but less than thirty-one (31), an additional charge of Two Dollars ($2.00) will be made, and so an additional charge of One Dollar ($1.00) will be eiade for erery ten (10) additional titles necessarily reported. Sep- Sep- REGISTRATIONS VERMEER:— 41,324. For all tobacco products. September IS 1919. American Litho. Co., New York City. GARCIA PLANTA:— 41,325. For all tobacco products. Septem- ber 16. 1919. American Litho. Co., Xew York City. ARTE DEL GARCIA:— 41,326. For all tobacco products, lember 16. 1919. American Litho. (.'o., Xew York City. VERA DEL GARCIA:— 41,327. For all tobacco products, tember 16, 1919. American Litho. Co., Xew York City. GARCIA PERLA: — 41,328. For all tobacco products. September 16, 1919. American Litho. Co., Xew York City. SELLO DE GARCIA: — 41,329. For all tobacco products. Sep- tember 16, 1919. American Litho. Co., Xew York City. GARCIA MONTE: — 41,330. For all tobacco products. Septem- ber 16, 1919. American Litho. Co., Xew York City, THOMPSON'S CIGARETTES:— 41,331. For cigarettes. Sep- tember 11, 1919. Thompson & Co., Inc., Tampa. Fla. EDWIN ALDO:— 41,332. F^or cigars. Registered September 13, 1919. Fciduss IJros., Chicago, 111 ISABELA Y COLON:— 41,333. For all tobacco products. Sep- tember 20. 1919. Compania General de Tabacos de Inlipinas, X^ew Y'ork City. UNION BARBER: — 41,334. For cigars, cigarettes and tobacco. September 17. 1919. lohn J. Coffey and George H. Wahl, of Buffalo, N. Y. JOURNEYMEN BARBER:— 41,335. F^or cigars, cigarettes and tobacco. September 17, 1919. John J. Coffey and George 11. Wahl. of Buffalo, X. Y. TONSORIAL ARTIST: — 41,336. F'or cigars, cigarettes and to- bacco. September 17. 1919. John J. Coffey and George H. Wahl, of Buffalo, X. Y. NUEVA GARCIA:— 41,337. i'or cigars, cigarettes, cheroots and tobacco. September 20. 1919. Pasbach-Voice Litho. Co.. Xew York Citv. OLD TAILOR:— 41,339. For all tobacco products. September 22. 191<>. Glo. W. De Wald, Waterloo. Iowa. SOULMATE: — 41,340. For all tobacco products. September 20, 1919. Schwarzkopf ^ Ruckert. Xew York Citv. LA EBERTOSA: — 41,341. For all tobacco products. September 20. 1919. i:bcrt & P.romberg. Xew York City. EVA'S GARCIA: — 41,342. For all tobacco products. September 20. 1919. ]:bert & IVomberg, Xew York City. "18-50":— 41,345. For all tobacco products. September 27, 1919. American Litho. Co.. X'^ew York C'ity. RE-ORDER:— 41,346. For all tobacco products. September 19, 1919. C. P,. ITcnschel :\Ifg. Co., Milwaukee, Wis. VIRGINIA TOKENS:— 41,347. For all tobacco products. Sep- tember 2.3. 1919. Majestic Tobacco Co.. Xew York Citv. GENERAL PILSUDSKI:— 41,348. For all tcbaccc products. Sep- tember 24. 1919. Stanlev Ignaszewski, Xew York City. CHASSEUR a CHEVAL:— 41,349. I'or all tobacco products. Scp- t( mbcr 27. 1919. V. A. de Pilis, Xew York Citv. FYIGIA:— 41,350. For all tobacco products. September 29, 1919. Polo Club Cigarrtte Co., Inc.. Xew York City. ME SHAL: — 41,351. For all tobacco products. September 27, 1919. M. Abood Ci.uar Mfg. Co.. Jacksonville. I'la. GENERAL MENCHER:— 41,352. For all tobacco products. Sep- tember 27. 1919. Opperman Cigar Co. Johnstown. T'a. DAGACA:— 41,353. For all tobacco products. Septembrr 11. 1919. D. A. Garcia & Cia., Chicago. 111. TRANSFERS LA PORTOLA: — I'or cigars, cigarettes and tobacco. Registered .April 27. 1909. by Edward Wolf Co.. San F'rancisco, Cal. Trans- ferred to A. C. Ilirschfeld & Co., Inc., .San hVancisco, Cal., Sep- tember LS, 1919. VALAFRIES:— 41,306 (T. M. A.). I-or all to1)acc() products. Reiiisterrd August 23, lOp), by Adolph Frankau & Co.. Inc.. .Vew York Citv. Transferred to Weideman-l'Vies Co.. Cleveland, O.. September 18, 1919. WEIDEFRIES:— 41,292 (T. M. A.). For all tobacco products. Registered August 23, 1919, by Adolph Frankau & Co., Inc., Xew York City. Transferred to \Veideman-F>ies Co.. Cleveland, O September 18, 1919. "^ FECUNDA:— 27,277 (U. S. T. J.). F^or cigars, .cigarettes and che- roots. Registered June 4, 1903, by Louis E. Neuman & Co., New York City. Transferred to Louis I'astorella, Xew York City September 23, 1919. APPOINTMENT:— 23,703 (Tobacco Leaf). For cigars. Regis- tered August 5, 1902, by George Schlegel, Xew York City. Trans- ferred to Davis, Sherk & Mason Cigar Co., Reading, Pa., Septem- ber 29, 1919. UHLAN: — 20,756 (Tobacco World). For cigars, cigarettes and cheroots. Registered August 31, 1910, by Heywood, Strasscr & Voigt Litho. Co., Xew York City. Transferred to C. B. Henschel Mfg. Co., Milwaukee, Wis., September 29, 1919. CANCELLATIONS RED ARROW DIVISION:— 41,256 (T. M. A.). For cigars, cigar- ettes, smoking and chewing tobacco. Registered July 30, 1919, by George L. Schulz, Saginaw, W. S., Mich. Cancelled September 20, 1919. i LOUIS THE FIFTH:— 41,296 (T. M. A.). For all tobacco prod- ucts. Registered August 30, 1919, by Pasbach-Voice Litho. Co., Xew York City. Cancelled September 24, 1919. OLD NICKEL BRAND NOW TEN CENTS One of the most sensational advances in cigar prices in this market has lecently been made by Bayuk Brothers, of this city, who recently advanced the priot of the ''Phihidelphia Handmade'' from $58 to $70. The retail price is now ten cents. Prior to the war this cigar retailed for five cents. OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco meUow and smooth In character and Impart a most palatable flavor rUYORS FOR SNOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZEB. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street, New York " ' ■■■■■■■■■■■■■■■» WW 11 ■■ H M M n n II «■■» i||i Cork Tips Cork Bobbins BOUCHER CORK & NACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK LITIIOGKAPIIEirS SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce ricliest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigarf Manufadured exclusively by Heywood, Strasser& Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higtiest Quality SELLING AGENTS ADOLPH FRANKAU & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCulIourfh & Co.. Inc. . . Manila. P. I R. R. R. Co. , Canada) Ltd. . . . Montreal J. W. <)»lreider Co R„ « v. Boston, Mass. THE MOEHLE LITHOGRAPHIC CO. ^IGAR LABELS AND MOMC orrtcK. CURENDON ROAD «. EAST 37^*^51 BROOKLYN, N.Y. ^^^ BRANCH OrFICC 170 WEST RANDOLPH ST. CHICAGO. ILL. OSCAR PA53QACH,P> J. A. VOICE. Secy. S Genl. Manager lis 1^] LITHOGRAPHING CO. inc. ^ H^T l[lTIHI@©imi^PIHIIl]g,< 25"^*? St.Cor. of ir^AvE. N K^N YORK CIGARLABELS- CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING m—,*. GARRETT H. SMITH, ^- ^ ««» can.d*. *» Kmresentative for COMPANIA LITOGRAFICA DE LA HABANA F....t I„„„rt«i CJwr E.»d. ..rf I J»u. AI.O GUMLES6 B...d. ^ NEWYORXOFnCE (PK..^. S,„,v...„. 7476,: 50 U„i„„ S<,u.„ PERFECT LITHOGRAPHY CIGAR LABELS ciGAR BANDS AMERICAN BOX SUPPLY COMPANY 383 Monroe Avenue n . . %» , Uetroit, Mich. Exclusive SellinK Agents For CALVERT LITHOGRAPHING COMPANY MANUFACTURER OF ALL KINDS OF 22iid St. and Second Ave., NEW YORK >T I'l i 1 . y T— Cigar Box Labels ' AND TRIMMINGS. OHICAOO, lOS VTKfrr MCUmOK STKKKT, LOUIS O. CAVA, McT. A BARGAIN IN CIGAR LABELS AND BANDS. ()M iwvuunt of the prexailin- lii|r|, oosi and scarcity of matoriaL labor, etc.. we have deeide.l m ..|.wo ..... i ,• nur i,er of attractive stock labels with title and desijjn rights. 'tetided to close out and discontinue a lar^e we ..^ th ^^ ^ '''^ '''"' '''"'*"^' **'" ''' ^'•^^■^•1"'''"^'"> '^'^^ VnvL's the entire line ,>f stock labels f<.rinerlv made by Krueirer .\: I'mm f . , . ^e ;'r».' the successors. - • '^ ' "t'fjt r vv i.raun, of which firm We still have a .|uantity of attractive stm-k cijjar band.s, which we will also close out -it i.ri....^ f..r KoI .1 'lue, i. such bands. Write for samples and prices. ' ' ^*'' ^''^^'''^' "'^ ''^^'^«^"' <'<'st of pro- WM. STEINER SONS & CO., 257 W. 17th Street, New York City. fRREGULAR PAGINATION SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 131-133 Water St., New York City c-^P- VOLUME 39 TOBACCO NOVEMBER 1, 1919 WORLD Jenny Lind Extra Quality Clear Havana Cigar Now Made Only 1 — Of the finest Imported Cuban Tobaccos from the best districts. 2 — By the most skilled Cuban Workmen. 3 — Under conditions identical to those employed by the best Havana factories. GUARAINTEK STAMP ON EVERY BOX HERKDIA 70 Fulton St. New York City HARRY BLUM Manufacturer of NTHE NEW «^ am ATURAL BLOOM HAVANA CIGARS *'* 122 Second Avenue New York City + .— « J. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHA S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobaca 123 MAIDEN LANE, NEW YORK -•r MADE, IN BOND FINE HABANA CIGARS EjKellencc of Quality and Workmanship Arc Combined In Charles the Gre-^t I Cigars A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA I i» »■ KSTABLISHED 1>W57 Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: '•QUALITY" Office and Salesroom, 801-803 THIRD AVE. NEW YORK QTY The Acknowledged Leader Amon^Mild Sumatra Wrapped Havana Cigars Say You Saw It in The Tobacco World 3 $25.00 SAVE t 3 OF YOUR BINDERS WITH 'Price Wolverine Bunch Breakers MAKES ANY SIZE OR SHAPE CIGAR Jy^rl tne. CI CAR MACHINES We Will ship via prepaid express to responsible parties one of our Bunch Breakers on thirty days* trial WEST MICH. MACHINE & TOOL CO.. Ltd. OUAND HAPIDS .... MICIilGAN Si'^ < CIGARETTE *--'5^rr THAT old-fashioned Turkish taste in Murad is one of its chief charms. That old-fashioned Turicish taste is the result of 100% pure Turkish tobacco — and when a cigarette is made of Turkish tobacco it is made of the Avorld s most bmnous tobacco. There are other cigareue»-> but no "others" tike MuracL It » true that "ordinary" cigarettes cost a trifle less. f20^ MUhM tj the tOf^if CraA- T^Ht/.* Jud^e for yourself-!/^ .JC3L •i«^... it's a cinck for a live, dealer to pull the be5ttrape his way •^■>%. — '-^ GRAVELY® CELEBRATED Chewing Plug^ before the invention >. opoup patent aip-proof pouch ^ gravely plug tobacco — s^ made strictly for its chewing qualrty Would not keep fresh in this section, now the patent pouch keeps it fresh anp clean and gooq a little chew of gravely is ekquoh and lasts longer than a big chew of ordinary plug. '%;- •err. • TPI 'foull leam to love Cigarettes EXCLUSIVE PROCESS ....UNION MADE.... PATTERSON BROS. TOBACCO CO., TR. RICHMOND, VIRGINIA ^'v'M '^ ^^^^ DEALER DOES NOT HANDLE THEM, WRITE US i) TADEMA HAVANA CIGARS Ar^iiellesy Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSB aaa peabl street tahpa lealtao ibo NEW YOKK FLOHIDA HAVANA Say You Saw It in The Tobacco World »M ■■ ■■ ADVERTISING! WHAT IT DOES Advertising-: Discounts Compels and Anticipates Advertising-: Creates Strengtliens and Developes Advertising-: Insures Saves and Maltes Permanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W B. WILSON, Secretary ROGER W. BABSON, Director General, Info maUon and Education Service ■■ ■■ ■■ ■■ »» ■■ n n n ■■ ■■ ■■ ■■ i» n n > w^— ««- "T"^ TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH ivice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN. Jr Vice-President LEON SCHINASI Vice-President ASA LEMLEIN Treasurer CHARLES DUSHKIND SecreU^y "and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN. 119 West 40th St., New York President CHARLES J EISENLOHR, 934 Market St.. Phi!a., Pa Vice-President JOSEPH R WERTHEIM. 81st and East End Ave. M'hafn. N Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place. Manhattan. NY....'. V ' ' SecretaVy THE NATION'AL CIGAR LEAF TOBACCO ASSOCIATION I. H. WEAVER. Lancaster. Pa President GEORGE M BERGER. Cincinnati. O Vice-President JEROME WALLER. New York City .' .'Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPEVDENT TOBACCO MANUFACTURERS' ASSOCIATION J A BLOCK. Wheeling, W Va President WOOD F AXTON. Louisville. Ky Vice-President RAWLINS D BEST. Covington. Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J J OLLENDORF President ?I^^A?L^'?b^^^'r^« 1st VicelPreslSenl b?£l«V,^^^^J? 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS. 200 West llSth St.. New York City '.Secretary XEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W RICH President SIDNEY GOLDBERG Vice-President A. L ULNICK Treasuret ¥AX MILLER. 135 Broadway, New York Secretary Mcttinc 4th Tuesday of each aonth at Hotel IfcAlpin tar. Canadian and foreign, $3.50. Say You Saw It in The Tobacco World Back to the desk after lunch Light a Lucky Strike cigarette — the red Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE Openyoup package this Cigarette It's toasted. Try the real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. Ifs toasted © /J Guaranteed by ^A£/-Xl^t4_£--Kte^l.l/0 6^ Say You Saw It in The Tobacco Would OF ALL DESCRIPTIONS PACKERS I EXPORTERS DEALERS IMPORTERS OUR OV^N DOAVESTIC AND FOREIGN RACKING PLANTS ENABLE US TO AVEEX ALL REQUIRETAENTS. INCORPORATED 21 EAST4.0TH STREET New YORK CITY TOPIC HAVANA CIGARS 10 centa and up :3c:^ ^WAfi/ CABLE ADDRESS = REPUBACCO. N.Y. The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed Bobrow Brothers Manufacturers Philadelphia, Penna. Makers or the famous "BOLD" tight cent cigar two for fifteen cents Mechanical Facilitating Devices Have Proved Their Worth to Cigar Manufacturers USE THIS Automatic Long Filler Bunch Machine Enables Manufadurer to Make Uniform Bunches With Unskilled Labor and Does NOT Require a Bunch Maker. Two Inexperienced Girls Can be Taught to Operate This Machine and Should Become Proficient After a Few Days' Pradice. This Means a Greater Produdion and An Attradive Saving in Co^s. Easy and Inexpensive to Operate. Adju^able to Light or Full Bunches. Catalogue Sent Upon Request to Any Interested Manufacturer Colwell Ci^ar Machine Co., Inc. 131 Washington Street Providence* R« I* Volume 39 THE TOBACCO WORLD Number 21 Established 1881 $2.00 a Year A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade PHILADELPHIA, November ], 1919 Foreign $3.50 Cigarmakers' Strike Ends in New York City and the Manufacturers Retain the Right to Hire and Fire Tl 1 K- strike of New York cigarmakers came to an end last week, and at the present writing most of the factories are on a fair way toward production, although by nothing less than a mir^icle can the loss of four months' normal output be made up between now and the holidays. Jobbers may be thankful for any portion of their orders that they receive. For the benefit of other centers where strikes have occurred, it may be said that the settlements efieecteci 111 no way involved concessions on the part of the cigar iiiaiiufacturers that they were not readv to give in the I ciiinning of the strike last July. The'cigar manufac- turers still control their factories and maintain the rif^ht to hire and fire. Many of the factories are taking back their work- men with an understanding that wages are to be in- creased. Others, in addition to wage increase, are a^recMiig to a shop committee to investigate the dis- cliar,i>-e of employes. Two days of secret balloting by the cigarmakers disclosed the fact that the majoritv of the workmen wore willing to return to work, and that thev did not endorse the demands which the radicals had* failed to force upon the manufacturers. Til the larger shops the highest percentage that we loariKMl had returned to their benches in New York was ')0 p(^r cent. With some it was below fiftv per cent. Allowing for the fact that at the time tliese figures wore obtained the factories had been operating onlv n row (lays, there is considerable evidence that there will pot 1)0 100 per cent, of the cigarmakers who were work- ing last June, at their benches for some time to come, If ever. :\rany have gone into other lines of industiw, f'lid while some may return there is a considerable peV- contaire that will not return. The larger manufacturers have continued through- out the strike to open factories in other sections, and so sueoossful has this plan been that it is doubtful if I'loir Now York factories will ever acfnin resuuK* their ^'ldj»ro(luction. With factories located outside of lari-e fities. such companies may feel fairly secure against ^ strike dislocating their production again as was the <*<''se (luring the summer months. To many n manufacturer the strikes have been a >oon. for thev have compelled him to turn his atten- non fo mechanical facilitatinc devices, somethino- that ii^til recently he has harbored a suspicion against. Machinery is now beginning to come into its own, and every practical device is receiving the fullest con- sideration m all parts of the country. Most of the manufacturers of cigar machinery are from sixty days to SIX months oversold. Oigarmaking machines, stripping machines, bunch machines and banding machines are coming into their own, and the manufacturer who has delayed to con- vince himself of the merits of these devices until now hnds himself at the end of a waiting list. ' We saw a letter recently that a manufacturer wrote about two years ago stating that he was not in- terested m a particular device. Fastened to it was a telegram of recent date inquiring how quickly ten ma- chines could Ix? delivered— the very machines that two years before he had turned down. Apprentices in the cigar manufacturing industrv are comparatively few. Other industries can offer larger inducements, and it is onlv fair to point out that a great amount of what has heretofore been handwork could liave been done better and faster and more eco- nomically by machinery if the cigar manufacturers had shown enough interest to encourage the mechanical engineer to perfect such machinery. For production and economv the larger factorv must have machinery. Production demands machinerv and what has happened in the cigarette industrv will'liap- ]ien in a comparative scale in the cigar industrv if the manufacturers will continue to show their interest and encourage further development of devices. Just at the present we face an abnormal period when ]irice is secondary to the article itself. Just now the iobber will pav anv reasonable price to o-j^t goods. But we must not delude ourselves with tlie idea that this condition will last indefinitelv. When tlie rush for cigars subsides the wise manufacturer is going to prepare for the use of machinerv that wid maintain or increase his production with a lowerino- .,p production costs. The cost of labor has been the chief cause of a continuation of this raising of prices of goods at frequent intervals without warning. And the maniifacturer can readilv see that the patience of the retailer and that of the consumer as well, is beino- ex hausted. "^ Not alone in the c\crrtr industrv, but in everv im dustrv. prices must recede. T.abor with fho strenn^th of a giant and the mind of a child must to a "-re-d THE TOBACCO WORLD THE TOBACCO WORLD .nii.i.iiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiH I imFiiiiHH,,,,,,,,,,,,,, ,„„ .m,,,,,,,,,,,,.,....... extent solve the problem. It does not necessarily in volve the earning of less money per week, but it do.o.^ involve the abolition of the ruinous demands for live and six hours a day of work with pay for eight and ten hours. Let labor earn pay for eight or ten hours by working eight or ten hours, and by giving eight or ten hours' honest production a day prices will begin to come down. During the war no man refused to work as long hours as he could stand physically and maintain hib average production, and for these long hours war workers received unheard-of pay. Now, with overtime eliminated, the worker wants the same pay for less than a normal day's work. It can't be done in this land of what was once a place of peace and plenty. Labor has translated literally that supplication, **Give us this day our daily bread," and added to it, *'silk shirts and automobiles," and just at present it seems in a fair wav to carrv the amendment. The big wages earned during the war by long hours of hard work, gave many their first chance to enjoy some of the fashions and fancies of the wealthy. And being perfectly human beings they have decided that such ways of the wealthy as they have tried have proven most satisfactory ways. The hitch comes when the workingman tries to convince the world at large that it can still afford to pay the war-time wages for from one-half to one-third the amount of work and pro- duction. We are nowhere approaching a solution by slap- ping these increases onto the consumer. In between the manufacturer and workman is a salaried class that is trying to keep up with the procession. They have no means of bettering their incomes to compare with the increases in living costs. Upon them falls the heaviest burden of all. A condition which is not mutu- ally beneficial is not successful and cannot long exist. As regards the living costs, the solution is largely individual and depends solely upon the determination of the man to produce his utmost and confine his pur- chases to those things that he has real need for. But with half the population indulging in an orgy of ex- travagance, it is diflScult for the other half to shut its eyes and sit on the safety valve. Cultivating Customers For Candy By Clarence T. Hubbard WITHOUT quoting figures, the statement that more candy is sold today than ever before, will not be refuted. Whether this is due to Prohibition, adver- tising or increased population, has never been accu- rately determined. But the fact tobacco dealers are showing interest in is how can sales of candy, as a side line, be increased to meet this demand for sweet- meats. One tobacco-candy dealer has met the demand with window displays plus a large and varied stock — and successfully, too! He hasn't slighted his regular stock of tobacco goods having treated the candy offerings as an added department. By merely exhibiting his candy stock in a diplomatic way he soon produced two sales where previously he had been content with one — a box of candy along with a box of cigars. Sometimes, of course, it was only one oigar and one roll of candy mints. But the added sale was there — also the added profit. His first window display along this line consisted of a spaceful of chosen brands of cigars, boxed, and intermingled with a few choice boxes of candy. At the rear of the window this placard conspicuously ap- peared : Another time he divided his window with a parti- tion and displayed cigars in one and candy in the other. The candy exhibit consisted of small boxes of candy that could easily be carried home in an outside coat pocket. Stacking these boxes up in a neat fashion he added this appeal to them : LOOK BROTHER! Your size and her Sighs ! Right here in these Boxes! Small in Size and Price for Your Pocket and Pocketbook. But Larj^e in Quality as Her "Sighs" of Satisfaction Will Assure You. GET ONE! One For You — and One For Me ! That's the W a y to Spend a Pleasant Evening. A Cigar for Yourself, a Candy for the Missus — Another Cigar for Yours Obediently — Then Another Candy for Her : : : : : YOU CAN GET BOTH HERE These smaller-sizer boxes made a quick sale after this exhibit for two reasons — their actual size which did appeal to the customers as something they could conveniently carry home in their pockets, and the fact that this feature was advertised to them in a snappy way. However, all sales of candy need not be aimed at the man who desires something for **her.'' There are many good transactions to be made with the customer who wishes candy for ''him.'' While many men ^w preference to their joys in tobacco, the fact stiil re- mains that many a ''sweet tooth'* remains amonir the masculine gender, young as well as old. In fact, some of the heaviest smokers will be found to have a lean- ing towards candy. It is not difficult to work up sales among the men and the present time might even be referred to as ^* psychological." Dealers vouch that men when buy- ing candy lor their own consumption generally prefer small packages or boxes, something the> can slip in tliiir pockets. They do not favor the large and fancy box as much as the "feminine gender." One dealer of enterprise tried a simple sales plan with this idea in nund by piling a pyramid of small boxes of pepper- mints on his counter. On each box he stuck a time-table At the bottom of the pyramid this sales suggestion was arranged m card form : Just the thing for the tkain ' The response proved the suggestion to be true for the commuters and traveling men favoring the store soon exliausted the stock on hand of these boxed pepper- mints. The timely suggestion along with the addition of the time-tables, easily secured, turned the trick Encouraged by this response, he later on piled another set of boxed chocolates in the smaller size and, by means of rubber bands fastened a pencil to each box, the pencils containing the storekeeper's name. This time the selling suggestion was again in evidence, but in these printed words: Slip a box in YOUR DESK DRAWER AND KEEP THE STENOGRAPHER AND YOURSELF HAPPY. Again they sold quick enough. Now this dealer plans to maintain this scheme with varia- tions using the plan to act as a "leader" for his other lines of candy. Occasionally a general display of the store's entire products can be made in which the candy lines can be introduced without being featured. This can easily be accomplished, as well as effectively, by arranging several circles on a large placard set in the rear of the window. The first and largest circle can be made up of cigarette boxes (not necessarily filled) of all brands. The next inner circle can be composed of cio-ars of all types pinned or fastened to make a wheel. The tliird inner circle can serve to announce the candv liiK's in a wheel of uniform candy boxes. The re- nin in ing diminishing circles can be formed with pipes, junior cigars, packages of chewing gum and candy' miiits.^ The very center of this circle displav fittini-' one within another c■ ■■ ■■ M— H— ■■ ■■ T THE INTERNATIONAL BANDING MACHINE HE TOBACCO WOliLD, wliicli for more tliaii a year stood alone in the field in its efforts to create a greater interest in mechanical facilitating devices among cigar maimfacturers, takes pleasure in calling the attention of the trade to the advertisement of the International Banding Machine which appears on an- other page of this issue. This machine offers conclusive evidence that in factories producing upward of 25,000 cigars a day hand banding is soon to become a thing of the past. Xearlv two hundred of these wonderful machines are alreadv in use in manv of the largest factories of the country and cigar manufacturers that formerly employed two hundred and fifty girls for banding are now getting the same amount of banding w^ith one hun- dred girls operating these machines. A feature of this machine is the fact that cigars feed to a g'uide, which makes the banding straight and absolutely ])e]'fect. The band folder on the machine adjusts automatically to any size or shape. No wax paper is neede(l between the rows. The sanitarv feature of the machine is one that enlists the approval of progressive manufacturers as well as civic bodies. Another point of great interest is the fact that there is no breakage of cigars. The capacity of these machines is 25,000 to 30,0uo Ijacked cigars banded per day. The automatic feed for baiidint^ loose cigars gives a capacity of 35,000 cigars per day. Again, as with most facilitating devices, no ex- perience is needed to operate these banding machines. The company is very largely oversold and is working overtime to make early deliveries as pei^ scheduk\ Manufacturers who are interested should write the International Banding Machine Company, 257 West Seventeenth Street, New York, without de- lay. r])on application to the company they will gladly give a lettei' addressed to any of the present users (see list in advertisement), permitting any interested ])ai'ty to see the machines in operation. Wm. Steiner, Sons & Company, who are manu- facturers of cigar bands, have, owing to the controll- ing interests they have in the Intei'national Banding Machine C()ni])any, made a study of the manufactur- ing of cigar bands for use on these banding machines. As (lualitv and accuracv are necessarv factors in the 1 • • * bands used on the banding machine, Wm. Steiner, Sons & Company are well (pialified to produce bands that will obtain the best results. '^^^^^^ TRY THIS NEW BUNCH BREAKER With the increase in different kinds of machinery for use in the cigar manufacturing industry progress is being made toward greater efficiency in production and greater economy. The Wolverine Bunch Breaker, made by the West Michigan Machine and Tool Company, of Grand Rapids, Mich., is a facilitating device that has been de- signed to do single binder work with the same perfect satisfaction as has been so evident in all other bunch- ing work. Any size or shape cigar can be made on the machine without the annoyance of twisted filler. Inexperienced hands find the Wolverine Bunch Breaker easy to operate and after a few hours' prac- tice they become proficient operators. Many factories are using these Wolverine Bunch Breakers for both Class B and Class C cigars, and report that the ma- chine is turning out a most satisfactory product. Any responsible manufacturer can secure one of these bunch breakers on thirty days' trial by ad- dressing the West ^lichigan ^lachine and Tool Com- pany, 231 Ionia Avenue, N. W., Grand Kapids, ^lich. THE YANKEE BUNCH MACHINE A machine that produces bunches equal to those made by hand is a claim made for the Yankee Bunch Machine. Unskilled help can quickly be taught to oper- ate one of these machines and there is a sure increase in production together with economy in their use. Some nationally known brands are being turned out by the millions on Yankee Bunch Machines, which work either long or short filler, with a big saving on binders. The cigar manufacturer who is anxious to cut down his cost of production will find it to his interest to investigate all mechanical facilitating devices of proven j)ractical)ility. The Yankee Bunch Machine is sold by the American Box Supply (^ompany, oHo ^b)ll- roe Avenue, Detroit, Mich. Julius oMarqusee, leading packer of seed leaf in New York, has taken his son, Jack Marqusee, into the business as a i)artner, and the firm name will be Julius Marqusee & Son. Jn the World War, Jack MaKjusec volunteered in the 105tli Infantry, was quickly made a corporal and received the Distinguished Service (Voss from the United States and the' British Military Medal. He is now in Pairope conducting impoitaiit business negotiations for the firm. The T^)uckley (Igar I>ox Company at Deshler, O., has increased its capital stock from $10,000 to $40,000. An exchange says that an American comi)any with $1,500,000 capital liiis been incorporated at Kingston, Jamaica, to develo]) the local t(d)acco trade. \a\v^^^' local com})anies have been ac^iuired and the trade is now largely in the hands of Americans. Tampa Cigarmakers Declare War on H. C of L. -nMUTxrn ^ .. 1 . .. Tampa, Fla., October 28. ■IMKING of '^chasmg their tails'' as this policv of 1 labor striking for higher wages in the hope of solv- ing the high cost of living is, the cigar workers Here have taken another tack in their battle against the rising costs of everything and have declared for total a])stainance from buying anything but the bare neces- sities of life for a period of ninety days— and that iil]iety days probably w^ill be prolonged if results do not show up at their end. The workers have at last seen the futility of boost- ing the cost to catch up with the cost, and local retail stores, especially those in the Ybor City and West Tampa sections, are facing financial troubles *at have roused them as nothing has aroused them before. Practically every craft in the local factories wliich employ around 15,000 men, has won recent demands foi- wage increases of from 25 to 100 per cent., and with it all the workers are no better off then they 'were eaily in the summer. The situation resulted 'in the ])resentation and the expression of unanimous ap- proval in every factory in the city Saturdav of the fol- lowing resolution : ''To the Workers in the Cigar Industry: "The permanent advisory committee, 'represent- niu- the shops of Sanchez & Ilava, Martinez Y^bor Sal- vador Sanchez, Villazon, San :\rartin & Leon, i^Ji Sidelo, Garcia & Vega, Calixto Lopez, Arguelles Lopez, elestmo Vega, Corral y Wodiska, Paraiso, and F. (.arcia Bros., believe that all the (various branches of the industry enumerated) general public are well provided with all the iiersonal adoniments thev can want at present, including underclothes and 'outer clothing, shoes, hats and other articles. ''So far as possible, therefore, thev will abstain from purchasing for the present anv and all unneces- sary thmgs, until such time as this committee thinks that they have need of them. ''The committee believes, however, that there are some workers in some sho])s who are not complying with this resolution, and the slioi)s must agree on the punishment to be awarded violators of this resolution. "The readers of tiie shops shall ask the shop to take action as to the imnishment for violation or tno resolution. '' The merchants declare that they are not to blame for the prices and that the local action can not help matters, as Tampa is a mere drop in the bucket— ^vhilc the workers maintain that perhaps workerj^ elsewhere will conserve also and that when the move- ment becomes wide enough the conditions which mer- chants claim are causing the high prices— an excess f>f Capacity 35 Thousand Cigars Per Day No Experience Needed Band Your Cigars for Identification BANDING IS YOUR ONLY PROTECTION AGAINST BOX STOFFERS NO CIGAR FACTORY COMPLETE WITHOUT OUR BANDING MACHINE SOME OF THE PRESENT USERS « « *i « ti tt American Cigar Co., Ill 5lh Ave., N. Y. (all branches) General Cigar Co., 1 19 W. 40lh St., N. Y. Otto Eisenlohr & Bro., Philadelphia, Pa. Bayuk Bros. Co., Philadelphia, Pa. I. Lewis Cigar Mfg. Co., Newark, N. J. Deisel-Wemmer Co., Lima, O. "44" Cigar Co., Philadelphia. Pa. G. W. Van Slyke & Horton, Kingston, N. Y. Consolidated Cigar Co., New York PLACE YOUR ORDERS TO DONT WAIT p. Lorillard & Co., 1 19 W. 40th St., N. Y. (til branches) Mi Lola Cigar Co., Milwaukee, Wis. Congress Cigar Co., Philadelphia, Pa. Porto Rican Am. Tob. Co., 250 5th Ave., N. Y. (ill Yocum Bros., Reading, Pa. branches) W. K. Gresh & Sons, Norristown, Pa. A. Roig & Langsdorf, Philadelphia, Pa. Waitt & Bond, Newark, N. J. B. Rovira Co., New York INSURE EARLY DELIVERY WRITE FOR FULL PARTICULARS HIGH GRADE CIGAR BANDS WM. STEINER, SONS & CO. "'°" LITHOGRAPHERS GRADE 257-265 West 17th Street New York labe^ Perfection and Accuracy in the Manufacturing of Cigar Bands Used on These Machines 13 14 THE TOBACCO WORLD iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiHiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiHiiiniiiiiMniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiin nil Say You Saw It in The Tobacco World 15 PIPEMANSHIP By Frank Farrington (All Rights Reserved) Part III TUO many of the window displays of pipes and sim- ilar goods are of the cut and dried variety that at- tract no attention and create no interest. When we pass a window^ which contains a displax that has obviously been in position for several weeks, if we think anytning, ^ve think the shop is unenter- prising. We give no thought to the goods, because they cio not attract us. Tliere is a-staie look to the whole outfit. In displaying pipes in the window, try to get away from that stereotyped sort of display that Iooks like a thousand others and has nothing of interest in its gen- eral appearance. A\'e are all familiar w-ith the tobacco store window display w^hich consists of signs and show cards, and a figure or two perhaps, and some display cards of pipes, the whole looking faded and dusty, wdth dead files scattered all through it. Whether this window has been neglected because the store force has been too busy to take care of it or because they are too lazy is not apparent to the observer and the effect upon his mind is the same. It is such displays that send the transient trade and the newcomers in town to some other store, disgusted with the look of the one in ques- tion. Study the window disi)lays of the department stores to see how they make the goods show up with effect, how they use manufacturer's display helps, how they make frequent change play into their cashier's hands. The tobacconist is not often experienced as a window trimmer. J lis work has always been along other lines. But tliere is no reason why he cannot study along that line, even getting a book or two of window trimming instruction as a help in developing the kind of displays he needs. .' _ AVindow display may not be salesmanship, when viewed in a technical way, but it makes a beginning on it at least, because it interests the smoker and paves the way for the selling talk later. Ail the methods that coml)ine to make pipes sell better may be called \ ; Pipemanship. Jf you could stand in a cigar store and watch the operations of the various different clerks, you would see why it is that some of them sell so many more pipes than others do. One clerk thinks of pipes only when the customer mentions pipes. The man who comes in for pipe to- l)acco may linger after making a purchase of one or niore packages. lie may even evince a disposition to visit with the man behind the counter, but that clerk shows no tendency to take advantage of the situation. J le has sold the customer what he came to buy and, as fai- as lie is concerned, the business end of the deal is oyer. Why, 1 have even seen customers ])ick up pipes disphiyed on the counter and ask questions about them and the clei-k would merely answer those questions in a very perfunctory way without trying to develop a sale. This seems to be particularly true when the customer is a friend or acquaintance of the clerk. The clerk seems to think he is under no obligation to try to do any business with his f rienas in such cases. Or IS it that his friends are fellows who do not nave money enough to buy pipes/ i'ortunately there are cigar store salesmen of a diff'erent type irom the sort of clerk mentioned. These real salesmen are always looking tor a cnance to maKo a sale. Their business, while in the store, is selling goods. No man comes and stands around at thoir counter without being taken in hand and interested in the stock. They do not follow a customer up and make him uncomfortable by insistent methods, but they try to find what will interest him and, once they get him in- terested, they know their chances of making sales are good. If a smoker stops to inspect a rack of briar pijjes, the salesman clerk does not walk away and leave liim to guess at the things he might like to know about the goods. Neither does he hover over him as if ready to l)ounce upon his pocketbook. lie keeps near enough to interject a remark if the occasion offers. If the cus- tomer shows a particular interest in one pipe, lub salesman has something to say about the quahty or the value of that pipe, or aboutits popularity or how it is made. Vou see, if you are going to be able to interest men in pipes when they have not come in to buy pipes, you must know all about the goods yourself, iou sho^uld know all about how the pipes are made, where they are made, what the raw material is. Just to be informed about the sources of l^'rench briar and tne methods of working it up into pipes is to have a knowledge tiiat will maKe it possible to interest customers. \ ou should be able to show a customer how to tell the diff'erence between seconds and firsts. He wants to know a thing like that, and you can always get a man who has time to listen, to show an interest in such facts. Vou have time enough to learn a good deal about pipes as you go along, and if you have a chance to go to the factory of a pipe manufacturer or to see how any In-anch of the work is actually perfoimed, use that chance. It will make you a better salesman to that extent always after. Knowledge of salesmanship is a very important thing for a salesman in a cigar store, but "back of that there ought to l)e a good sound knowledge of the goods themselves. 1 don't care how good a salesman you may be, merely as a salesman, if you do not know about the goods and their source and distribution, you cannot be a top-notcher. Why the mail oi'dei- catalogue, with its pages of pi])es and smoker's sup])lies, gives the customer more intelligent service than some tobacco store clerks who (Continued on Page i6) Our November to the Five Million ! ^ o/oi •^1 HERE IS the second of the big series devoted entirely to t\\Q playing of card games — an advertisement that will create greater interest in cards— in BICYCLEandCONGRESSCards. This advertisement — appearin'? in eight national publications— is being read by hundreds of people in your community. It is building business for you — amon^^ the peo- ple you like to have in your store. With the greatest advertising campaign in the history cf playing cards back of Bicycle and Congress Cards, you surely must realize that here is a splendid opportunity to add to your business. If you do not have these cards in your store, stock them now. Card playing will be in full swing this month — and you will make a sur- prisingly large number of sales. If you already have Bicycle and Congress Playing Cards in your store, then you should have them displayed where the prospective buyers created by this excellent national advertising will see them. Already there are signs of the biggest businessseason we ever have had. Why not get your share ? Particulars regarding prices, ad- vertising helps, etc., sent on re- quest. The U. S. Flaying Card Company Dept 6 Cincinnati, Ohio len dojjou discard the Joker? ♦>,- J T yi'ii-iii i\uiesoi v.ard Oarties tel s vou when todi«nrH the Joker, and gives you the latest rules and extort LKre^°on? for vou''thK'or.fK V^^'^'V'^8^'"'^ y°" lik^^st '\v"winL?d ft today-!?0^\T l^^;^'' off the press, for only 20 cents. Send fo7 u loaay inuw. Use the coupon below, if you wish BICYCLERS' dfliarJc*^ knowing fcowto pJay, there is nothing which adds or Bic cl^pTavTn".'ri'r "'^ 1?'"^'"''^ °i P'^>''"K ^^ ^he cards you u^' Bic> cie na> mg Cards are the standard everywhere Their air cu.;hi^ Their Ta^^rcle.f • ''^"^- '"^''"^ ^'^"'^'"^ "^^ ^"^ deaHng a 'curate 1 tieir large, clear indexes are easy to read. The aualitv rmtorili ^^n lLtV\ r "^'^^'"T T''" 'f'^'" durable a^"d LngSn? del^e sC>^u uniT.l^h'^^''' ""S*^- Get a pack today ffom you; aeaier so >ou »m1I have them next time you play arPba" k?"ck!l7lH?i^'M '["r "''^^ '""^ "-^^^ ^"^ ^^^^- F"" color RPV^. »-T.Iil^ ^ ''^'''' '°' P"^"' S'ft* ^"d social play. ThJe^rl '^'''^°""'^'""« '" Fortune Telllna Card. inro evprt LT"^; V"',"^^ °^ entertainment and good fun packed L man no\.H ? t '^'^^■^'•'"o" Fo""ne Telling Car3s. Designed by answer anvnn/c? mystifymg as they are fascinating. They hepast p'^e^s^n orn?^"^' ^"bject-loye. business, health.leal.h- OniSrKin n'/."'"'^^"d alwaysin a weirdly accurate fashion. Ss nttWo' ^ "'''•5*'^^"*'r'deck;coloredbackdesign,gold cofccs, in ttkscoiK; case. 70 cents. From your dealer or postjMid Th, N^^!?»/°'"J*^'S Book Today THE I. S. f'LAVING CARD COMPA.NY Dipt. CioumuU. U.SA. or Windwr.Canada .'i^'' .i*-* ,^^ ^^& ^^■'l)ept.« v\ ^^ _ ftf««c «cn<1 pottpAii) iNf nr« 'Oft- ^^^ ^l\l Rule* ol C«rJ 0«n*c« . I f cl— i9 i€KX» Reduced reproduction of advertisement appearing in November issue of eight leading national publications. 16 Say You Saw It in Thb Tobacco World Cork Tips Cork Bobbins BOUCHER CORK & MACHINE COMPANY. Inc. 216 WEST 18TH STREET NEW YORK OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS ^ . u * Make tobacco m«Uo>v and smooth in character and Impart a most palatable flavor FUYORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BBTUN. ABOMATIZEB. BOX FLAVOBS. PASTE SWEETENEBS FRIES & BRO., 92 Reade Street, New York „ 1 m ■■ T - ■■ " -■--■■■■ ■■ 11 »■ ■ - For Gentlemen of Good Taste San Felice 2 for 15c The Deisel-Wemmer Co., L1MA,0. CIGAR BULLETIN The Shortage Of **'" BLACKSTONES &BOND and S TOTEMS will be ended soon. Our production facilities are being expanded tremendously to handle the national demand for these hygienlcally-made popular cigari. WAITT & BOND, INC. Newark, New Jersey 'IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIHI'""""'""""""""""""""" lUIIIIHIIHimHIHItHimilllll iContinued from Page 14) are little more than automatons for handing out goods and receivmg cash and putting it in the casn register. I^ow, here are some of tne thmgs the man order catalogue writer thinks it worth wnne to say aoout pipes, worth while because he has lound tnat such tnjugs are what interest tne buyer. He says, "A nign- class pipe of seasoned Italian briar. J^ull size and siiape with hard-rubber mouthpiece and sterlmg-silver ferule. Guaranteel to draw treely." Of anotner pipe he says, " ISemi-curved shape, easy ana comfortauie to carry." Of another, "l^atented tip that insures a cool, clean smoke." Of another, ''Fits the moutn com- fortably." These are little things to which he calls attention, but little things often mai^e great selhng pomts. Many products are sold on the strength of little tahiing points in themselves intrinsically of little importance. They sound good to the buyer and they are different from the usual run of argument and they appeal to 'lim. Look over the advertising of such important things as automobiles, or trucks, or pianos, or phono- graphs, and you will find plenty of instances where the public is being drawn toward certam makes not by details of superior construction or great merit in operation, but by little things like refinements of con- struction or extra conveniences and comforts. The buyer takes certain things for granted in all good auto- mobiles, for example, but when one maker shows him how much more comfortable his seats are or how much easier it is to get in and out of the car, there is some- thing different that appeals. He believes the car is mechanically all right anyway. So sometimes the little things about a pipe, the comfortable mouthpiece, the steriing-silver ferule, the anti-nicotine device or the non-clogging attachment or the easy shape to hold feature, these tnings cause the smoker to take notice. Smokers are conspicuously lussy about their smoking supplies and it pays to cater to their fussiness. There are many classes of workmen who incline to peculiar styles of pipes because of their occupation, and as far as price is concerned, you cannot sell to any class of men nowadays who can better afford to pay a good price for a pipe than the highly paid me- chanics in various lines. When men engaged in manual labor can draw down $600 a month, there is no reason why they should not be prospective purchasers of the best in smokers' supplies. Take the factory workers, who are foreigners, many of them cling to styles of pipes that were their favorites in the "old country." Well, see that you have some good pipes of that sort and let them know it. If a man's occupation makes it desirable that he smoke a pipe that has a cap over the bowl, have the pipe he wants of that sort. If a man wants to smoke a churchwarden or a water pipe or another little used style, supply him. Look after the business of the men who want the freak pipes, even if you net little or no profit in getting them satisfied. You, at least, make them friends of the store and they will come back. Instead of trying to sell smokers the pipes you think they ought to have, sell them the kind they want to buy and you will hold their trade. It is all right to (Continued on Page 22) Say You Saw It in The Tobacco World 17 H ■J to the KANE DECLARES HE IS POHESS OFF to the ays, Handicapped by Cooke's Re- fusal to Reorganize Wartime Fair-Price Board. He Says Ip the at the J flick to the i-arcit.T a r of fisii If haA lMERi With the housewives of this city clamoring for direct, vigorous action against the food gougers. whom they hold responsible for the undernourish ment of their children. Francis Fisher er and Kane. United States district attorney, larketfi declared .vestcrday he was powerless to Mac- check profiteering ly ex- Mr Kane complained he was terri b sales bly bandicaped by the refusal of Jay Cooke, formerly food administrator for .10 the PMbdelphia, t^gorganize the wartime! tier to| ^''^^P'*'^H^'^BHH body, by meansf of 'vl'^^^^'.^Pt t|a](^faxe •niment profi ntate- Bu(^Bwi^VHein^Boo ^£ood I IN t mpluiolv jT.H';'li'f Ti^iS bie* Incre /, ( Miorms N and • "^ ■ndt> of lower ight Mr linz sai Kt-lor. proir^aij? (tinned old At to f2S It $.15 or the of fish I* ex- higher during iintain t they Jitities .red iu ht out c have D that ismuch la.v. it asinees r«ter create la^s of tily in HI a6>- .» My, .«.i.i.%i« 0 have B that ismuch la>. it, asiness fester- create la.r» of tily In •V a by y ««.*. which week, rowing . order! «"J il yes- 1 . he de-|f■^ which 'o*"! were ""^ 1 sold |>ound, given •t fish I >cnr were ^ u fiversity of Vim:,.,,^ '*!??"y_y"^JP^T^si.hief of survovsi-f'^ iiooo-contro^^^^Might; ^^^^^ -^x in cn^pm^Bd- K^I^'V^^^ T.nr&ttr. from pro^Kring^^^eH'niteJ it would ^B extremely!' divisio ? vmlatiod^^ ^ i. . ^^ ^Ikn Aedges^^i^Bbes M" "i^mUSUMoa . EK^>r *rP IIIBrdiraW^ Inffi. IjtiinMft the)^'" nrice of meaU. regarding wliicb Kobert Res war bo.V^K]] 1 resp^.-h of tKi ruoil , invotigutioD of me ago^om food conditio! "^//.V"//. MtS-r!,^ iafifihf""'"e the ^fair ^^^^•i^^?l^V.:;^•r.' Ilcini expressed ^^V*I?'^»;^^i'V Cooke may yet be tt^^ii^'U'^'.:'»l'at burden. .^^.-, in a talk over^the jsSiV^rc last night said he ^^is doK-rmination not to 'dtitie!> as food adroinis- Wshr. Says Cooke ?S^'4^*(V^ .*"■{• Mr Cooke. K^i^p^K-'v (*?*'•' administrator. *'*^.^f-'i.>'-.'^' office during the »Kiu'«*;.vT,v,..vz--.Al/^'j'/*ii nation may be an Ka^-*3r.?f!^\^*i>»*>;^'''- "''«*d up in it. If V§?il?-P;Jii^»?>*-'y ,*T^''''' return and ask me LAST season's suit still holds together and we can half-sole our ' shoes. And you can still buy a big generous tin of the jolhest old pipe tobacco that ever came down the pike without mortgaging the old homestead. Hooray ! ' Good old Kentucky is still growing Velvet's honest fragrant leaf. We're still ageing Velvet in the wood. Velvet's just as smooth and mellow and mild as it ever was. The quality's there and the quantity's there just the same. Take the "cost" out of the "high cost of living" and what do you get ? Why, "high living" of course. Well, sir, that's what Velvet does. It's like Velvet Joe says : "Anybody can tell you how much Velvet costs. But only yo' old pipe can tell you how much Velvet is worth," C:^'.l!<^.<.',.'i'i'lH<:!>. 11-". j Xlif Bn}> .*ve.-/i«lved L,i„„, - Kv>;(tir,Mvere|*''*"" ' regard n tho* had no denian* medunt- steps ( unsatis active. The George of tlic sence o W'ashii quartet of the has be people, longer protcf Rio Gi dtcatio tion is very i .Admin date o the .Sta ac by loittce n full icau i> Scnato in Mex The iieut There's goodness knows how many pipe loads in every tin of Velvet Copyright 1919 Liggett & Myers Tobacco Co. J have no time to answer vou li '""'""' ^>"^" -^i" inai in cvnv •m In a creat hurrv'" r#nli) had tu be re • u'ne^ It tu<»erm)>»»ii rvntrol "Why Is it not possible to arrent thel farmers in tho olden da vs. the dnjs b«* fore '''n Mcy of . tl.Sfaici. I to jjiiaiiati u geui* ( j -Tho latest naigii. tor the district ican a ope ran I lowed ' bassad* that tl Mexico section to cop West* Piegb- jr«Mrc t« Ungtoii i| The State )prchau garded T^rffac. low . • • Mexict section to cor AVest • piego «>ucc t» /ngtoii L T'"- State fjfch.iu garbled |>ref«c. lOA In in .Me. 18 THE TOBACCO WORLD Say You Saw It in The Tobacco World „. nm......... ■ ■»■■ ■ »■■ " ' ■ ' ' '" 19 11 H ■■ H H II ' " " " '" ^1^— M ■■ H- " "" T II LEAF MARKET JOTTINGS »r*— — -«« ■■ 11 ■■ ■■ ■■ ■■ " " " — IN Lancaster County, at the October meeting of tnv» Lancaster County Tobacco Growers' Association, the reports of the members presented a fine curing- crop, which they claim will probably sell at a high figure. A large amount of the tobacco in the hail- cut districts of the county was reported sold at prices ranging from 8 cents to' 12 cents a pound, and 600 acres of rusted goods were sold from 10 to 12 cents a pound, but no sales of good tobacco were reported at the meeting. From York County sales are reported at Ked Lion of Havana crops at 30 cents through. Another report says that when the first cool weather came in September, a good deal of the to- bacco was put iwvny green. The best generally has small leaves and is of light weight. There is a short- age in wrappers and binders and the crop will sell as a filler crop. The local packers do not believe that the new crop will sell for any better prices than the old 1918, and perhaps for less. A speaker at the meeting of the Growers' Asso- ciation aptly said that the raising and dealing in to- bacco was a speculation from start to finish and not until the tobacco was sold and made into cigars did the buyer or seller at any time know whether, at some stage of its growing and curing, it would turn bad. Hail, rust, ruin in curins: and changes in prices, re- garding the qualities used in the c:reat number of cigar brands, tended to make the selling all the more un- certain. A -well-informed writer claims that the tobacco is bringing as much as or more than it did last October, and that it will go higher. In Ohio, the 1919 crop moved to a considerable extent when E. Rosenwald & Brother, 145 Water Street. New York, purchased 12.000 cases, which is the largest indi\ndual operation of the year, so far re- ported. A despatch from Ripley, Ohio, to the ''Western Tobacco Journar* stated that the average quality of the burley will be poor. ''The size is small, but the weight equal to expectations. Country speculators are bidding $18 to $23 per hundred pounds, and similar prices should be expected for the inferior part of this vear's tobacco.** Miami valley packers are suffering from a great shortage of labor and offering large inducements to workers. A number of growers are holding off for twenty-five cents and some sales have been made at that figure, but the major portion of the crop is selling at considerablv less. I— «■—«.—«.—«—«— •■—>« ■* " ■■!■ In the South the tobacco crop is passing from the liands of the farmers more rapidly than usual and in North Carolina it is estimated that at least one half of the crop has been sold. Compared with last sea- son, the tobacco is light in weight. In Lenoir County prices are higher than they have ever been known to be. In all the big markets the prices range near 50 cents a pound. At Winston-Salem, week of October 13-18, 3,766,247 pounds of tobacco were sold for $1,809,727.85, an aver- age of slightly more than 48 cents a pound. Hundreds of piles brought 80 cents or more a pound. At Rocky Mount, for the week of October 18, sales amounted to 1.200.000 pounds, at an average of $56.75. Both at Rocky Mount and Greenville, wrappers and cigarette tobacco brought $100 and up. At Richmond, Va., about 3000 pounds of bright flue-cured tobacco sold from $20 to $100, an average of $66.12 per hundred pounds. The air or sun-cured market prices averaged from $12.50 to $40 per hun- dred, or a verv satisfactory average of $18. Danville sold over four million pounds at about $52. The state field agent of Virginia, in a report in crop conditions, says that the condition of tobacco is 56. which is three under last month, promising a yield of 107.999.000 pounds, or forty-four million pounds less than in 1918. The former low record is 58, m 1900. This is one of the causes of the record high prices. In the northern counties of Wisconsin buying has been active. The thin, leafv binder stock grown in the northern valleys is the stock most selected, but the buving is not yet in the nature of a clean-up of the northern crop. ' Prices have risen under tbe sudden demand, and there is plenty of common tobacco in this district which the buyers are not calling for. This will doubt- less come into the selling market in a short time. No buying is reported in the southern counties and no prices are quoted in the north as so far all con- tracts have been written on the basis of the merits of the goods. Quotations for lots in bulk will come later. In the Connecticut Valley, the animosity that showed itself so strongly last season between the growers and the buyers has shown no signs of its existence in the present situation. Both sides are waiting but the growers expect profitable prices. That these prices will not reach the level of last year is the general impression. Uoiversal" Results! 'T^HERE are now about four thousand Universal A Tobacco Stripping Machines producing this kind of results in over a thousand progressive cigar factories here, there and everywhere. The Universal Tobacco Stripping and Bool(ing Macliine means bigger profits for cigar manufacturers because : One Universal strips as much tobacco in most in- stances as three hand-strippers-savins wages and space. The stock is better— no tears or curled tips — and very much less scrap. Cigar makers turn out from 35 to 50 more cigars a day when working with tobacco that has been strip- ped and booked on the Universal. If you employ five or more cigar makers, you can use the Universal with profit. Send today for demon- stration in your own factory and on your own stock. Catalogue and Price List on Request Universal Tobacco Machine Co. 79 FIFTH AVENUE, NEW YORK Facton^: 98-104 Murray Street, Newark, N. J. 20 THE TOBACCO WORLD Say You Saw It in The Tobacco World „.,.. „ I, ,1 Ill I iiiiiiiiiii mill miiiiiiiiiiiiiHii iiiiiiiiiiiiiiiiimmi iiiii imiin hiiiiiiiiiiiiiihiiiiiiiiiiiiuhi iiiiihiiiiiihihihi iiiiiiiiiiiiiiniiimm Leaf Imports Fall Off In August WashiDgton, I). C. IM1*0BTS of leaf tobacco have fallen off materially since the signing of the armistice, accoiding to statis- tics now being compiled by the Department of Com- merce. But 2,994,150 pounds were imported during the month of August, with a value of $2,629,322, as compared with 9,587,978 pounds, valued at $8,865,850, during the same month of 1918. The new order which came into existence during the war, when imports from the Netherlands were cut off and the Dutch East Indies attained the importance of leading exporter of leaf, will not last long appar- ently, for the Netherlands has resumed the handling of tobacco and imports from the Indies, during August, were insignificant. It is probable that, before many months, the old balance will again exist. No leaf tobacco was imported from the Philippine Islands during August. Leaf suitable for wrappers fell off more than four million pounds, the receipts being 20,931 pounds from the Netherlands, 47,149 pounds from Canada, 2655 pounds from Cuba, and 41,847 pounds from the Dutch East Indies. Imports of other leaf fell off about two and one-half million pounds, as compared with August, 1918, the records showing 383,849 pounds from Greece, 949,210 pounds from Cuba, 254,447 pounds from the Dominican Ke- public, and 1,294,062 pounds from the unspecified countries. No tobacco was received from the United Kingdom or Mexico. The drop in receipts during August naturally kept down the total for 1919, and for the first eight months of the year receipts were nearly seven million pounds less than during the corresponding period of 1918, but still more than twenty million pounds greater than those of 1917. The following table shows in detail the imports of leaf tobacco during the eight-month periods ended with August of 1917, 1918 and 1919: Wrapper Leaf. Netherlands, Canada, Cuba, Dutch East Indies, Other countries, Netherlands, Canada, Cuba, Dutch East Indies, Other countries, Netherlands, Canada, Cuba, Dutch East Indies, Other countries. Other Leaf. Greece, United Kingdom, Mexico, Cuba, Dominica, Other countries, Greece, United Kingdom, Mexico, C'Uba, Dominica, Other countries, Greece, United Kingdom, Mexico, Cuba, Dominica, I^hilippines, Other countries. Pounds 720,388 44,234 78,455 3,270,458 60,751 Pounds 1,315 78,412 142,418 5,325,231 25,180 Pounds 24,779 365,385 24,812 3,129,553 287 Pounds 3,423,805 74,513 45,419 15,950,917 1,692,249 5,985,010 Pounds 13,222,137 2,258 277,756 15,235,439 8,742,064 17,529,536 Pounds 16,485,469 94,146 2,566 14,827,294 4,586,369 550,674 13,629,503 1917 $898,657 53,289 154,942 4,188,319 36,734 1918 $2,023 180,821 185,772 7,861,658 25,546 1919 $38,917 419,347 59,582 5,210,152 87 1917 $2,107,718 83,138 31,146 10,917,229 150,656 1,201,781 1918 $12,799,182 2,236 86,031 12,085,386 1,022,745 3,819,252 1919 $17,968,631 91,253 1,073 14,129,245 821,497 124,621 11,404,603 Superb Havana Cigars Antonio Cleopatra MADE I M TAMPA, FLA. 21 La Flor de Portuondo Established 1869 GENUINE Cuban Hand-Made CIGARS /^ERHAPS it is pride -perhaps VX/ conscience - perhaps it is the i-/ habit of 68 years -but cer- tainly it is ^ood business sense that determines us io keep Cinco unsw^ervindy up to the same stancUu*d no matter how costs ^ up • The Juan F. Portuondo Cigar Mfg. Co. PHILADELPHIA ir if* OTTO EISENLOHR &- BROS,INCORPORATEl> PHILADELPHIA CSTABLISHEO ISSO C0PV«I6MT OTTO EIStNLOHR & BROS. INCJ9I9 ^^^M-^^^^W ^"^ ^^V^*W ^i^ Rt&STEREO IN U.S. WTEMT OFFICE The "Yankee'' Bunch Machine MEANS Made in five sizes— 4, 4K. 5, 5^ and 6 inches It makes bunches equal to hand-made. It saves binders. It produces more cigars at less cost. It works either long or short filler. It can be operated by UNSKILLED LABOR. It costs $10 per machine f. o. b. foundry. ECONOMY AND PRODUCTION Millions of nationally known brands are now The demand for mechanical devices is enor- mous. Place your order at once. American B^c Sspply C^ 383 yVVONROB AVENUE Detroit, Mich. 22 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 23 I 7g. -3 for 20g. 3 for 25g. up POSITIVELY THE BEST AT THEIR PRICE Both Brands Are Bi^ Sellers We Recommend That You Carry a Supply of Them See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newarlt, N. J. Largest Independent Ciifar Factory in (he M'orld > > (Continued from Page i6) try to educate your public to like certain sorts of pipes or cigars or smoking tobacco, but in the mean lime see that you have the kind they prefer, and give It to them without wasting their time and your own in too much salesmanship along the line of propaganda for certain styles. Vou remember what a hit Munsey made with bis magazine as the first ten-cent magazine, tind how it developed the big popular magazine circulation ? Well, Munsey originally intended to give the public a high- brow periodical, very intellectual. He changed his mind and decided to give them what they wanted in- stead of what he thought they ought to have. Suc- cess was the result of that change and that has ever since stood in my mind as an example of the way to make a success of selling anything. Give the people what they want rather than what you think they ought to have. There never was a time when smokers had as much money to spend for pipes as they have right now. i mentioned the wages of the working men. Well, other classes of men are spending more money than ever be- fore. Prices are high and money is being spent lav- ishly. It is part of your business to see that you get your share of the spending money of the smokers. For one thing, the constant reduction in the amount being spent for alcoholic drink* gives smokers more money to spend in taking care of the smoking part of their day's enjoyment, A man spending a couple of dollars a week for booze finds that sum mostly left in his pockets now. He can take some of that money and get himself the handsome pipe he has long admired but did not have the money to buy before. The opportunity of the tobacconist to sell more and better smoker's supplies is very obvious. Whether this opportunity amounts to anything or not depends mainly upon the clerk or salesman, upon the man who personally comes in contact with the customers. The manager of a store may be the best of adver- tisers and his advertising may produce good results. The man who makes the window displays may be a crackajack and his displays may bring in trade. The l)uyer may have wonderful judgment and secure a stock that is admirably suited to the location and to the patron's needs. But after all these things are considered, we have to admit that the salesman behind the counter who meets and serves the smokers is tho fellow upon whom depends the success or failure of the business. The store's clerk can make or break tlio Inisiness. As a salesman it rests with you to increase the ]npe sales or to keep them down to just what are pro- duced by the advertising or display of the store. IT you are going to be a success in a business way now or later, you will make the most of your chances to sell more pipes and better pipes, to develop your Pipc- manship. The Imperial Tobacco Company has completed plans for doubling the capacity of its leaf tobacco plant at Urlson, N. C. The Ways and Means Committee of the House ol Representatives has decided that the bill establishhig free ports at American cities would be unconstitu- tional, and the bill has been dropped. Among the im- porters who were much in favor of the bill were sev- eral large leaf and cigar importing firms. HE'S THE OLD RELIABLE GRAND old '^BuH". He's the best there is. He sold over 300,000,000 bags last year. You know genuine ''Bull" Durham — never an enemy; millions of friends. Genuine "Bull" Durham tobacco—you can roll fifty-thrifty smokes from one bag. That's some inducement^ nowadays. 4# GENUINE BulCDurham TOBACCO You pipe smokers, mix a little ''BULL" DURHAM with your favorite tobacco. It's like sugar in your coffee. 24 Say You Saw It in The Tobacco World LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA Cable: ''DONALLKS" Havana Leaf Tobacco R«p«ciali, Havana, Cuba - ft& Broad St., Boston. Hati*. Advertise Your Brands in The Tobacco World K. STRAUS & CO. latportara of HAVANA AND SUMATRA And Paokera of LEAF TOBACCO 301, 303, 305 and 307 N. Third St., Philadelphia LOEB-NU5iEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306 NO. THIRD STREET, PHILADELPHIA Manilas Gain 50,000,000 Washingtoii, D. i^. Exports of cigars from the Philippine Islands during- the fiscal year 1919 showed a decided increase over those of the preceding year, according to figures just compiled by the bureau of insular affairs of the War Department. Imports of Philippine cigars into the United States during the year increased fifty-uvu million over those of the preceding twelve months, while total exports from the islands showed an in- crease of nearly eighty millions. The following table, prepared by the bureau, shows the exports from the islands in detail: Twelve months ending June — 1918. 1919. Quantitv. Quantitv. Cigars, 318,5()4,000 397,716,000 United States, 224,174,000 276,289,000 Australasia, 2,168,000 8,075,000 ( hina, 29,527,000 34,348,000 TTongkonii-, 8,869,000 8,469,000 Other countries, 49,826,000 70,535,000 C. L. L. AMERICA ATTAINS THE IMPOSSIBLE ''The Uigar and Tobacco World," of London, England, in the October issue, pays the following trib- ute to the genius of American inventors. It says: ''We hear marvellous accounts of a machine that has made its ai)pearance in the United States. Many years have come and gone since machines for making ciga- rettes were first i)roved to be a practical proposition, and how a])ly the evolution of sul)sequent years has demonstrated their value in the cigarette factory is connnon knowledge in the trade. But a machine which wouhl turn out a complete cigar has always been ro- garck'd as im])ossible of attainment. Nothing, how- ever, seems forever impossible to the mechanical genius of the inventor, and the cigarmaking machine is now an aGcomi)lished fact. Full of wondrous devices and marvellous detail, the machine, worked by three girls, is capable of producing from 370 to 400 c'gars an hour, uniform in size, shape and weight, and con- taining over 50 ])er cent, of long filler. It will prol)- ablv be a vear or two before the machine is instalh'd over here, for we are given to understand that its manufacturers have more orders on hand for the States than thev can possiblv fill for at least a vear; hnt wlien it comes, although it costs several thousand dol- lars initial and entails a princely royalty, it must in- evita))lv revohitionize the cigar industrv and make the Tiritish cigar, now, like its cousin from Havana, the smoke of tlie rich, once more the favorite weed of the poj^dar and poorer classes." The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. G. O. TUCK & CO. INTERNATIONAL PLANTERS CORPORATION 280 'BROA'DWAY : : : NEW YORK, N. Y. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. Say You Saw It in The Tobacco World 25 Chinese Like Our Cigarettes iuu 1 .... ^^ashlngton, D. C. Although exports of cigarettes during August fell off somewhat, as compared with August 1918 there were enough shipped abroad to go twice arouiid the world, it laid end to end, with enough left over to make a trail to San Francisco and back. One couio play other tricks with them, such as saving that thev ^^ ('ighed nearly 3500 tons, but the fact Vould still re main that we exported, in one month, 1,097 596 000 cigarettes. Some smoke ! ' ' Our most important customer, of course, is our ( hmese friend, who has found the American cigarette perhaps a more potent smoke than his accustomed opium. ^u"ng August, John Chinaman received ship- iiH iits of 437,0o0,000 cigarettes, valued at $685 9'^9 Those must have been cheap cigarettes, "john -r nr'rT^''i ^- **'^.. ^''^'- Although he onlv bought f 'c^q^q'-^'to "^o^'^ "i^"«^' they cost him thc^ roui.a >mn ot $833 372. Panama smokes a prettv good grades iT-'or^ f'w? ^^f^-r^tes shipped there bringing il^l/,;)26, but the Straits Settlements is a cheap mar k< I for 32,000,000 onlv brought $41,841. siaTis not mnch better, though, giving onlv $27,300 for '^0 000 000 smokes. * ' , Exports to all other countries totaled 3^7 790 qoo ''fags,'^ with a value of $981,902. --'•-' ===== ^' ^'- ^'• The Western Kentucky and Tennessee Loose Leaf \M rehouse Association was formed at Hopkinsville. Ky., on October 16. The present intention is to look atter the interest of dark export tobacco. Twentv- nght warehousemen of the Clarksville, Hopkinsville cHid Paducah district, and twenty-eight of the One- .o!'f 7 Al''"^* ''^^^""^^ Bo^y\m^r Green, were repre- sented. Officers elected were: President, P. E. Cooper >T Hopkinsville; secretary-treasurer, C. B. Stafford of l.irksville; attorney, James Breathitt, Jr., of Hop- LITHOG U A PIIE R'S S V VP L I KS BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable (inishes. Kconomical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St., New York City +" .. — . -■■ ■■ «»- IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters •^O Union Square New York City ^FOR^RT?YfJ,^ CIGMR COMPANY Civars Are Jvdflwd Write for Open Territoir Factorr: Key West. Fie. New York Office; 203 W. Broedw •r Free! Free! SAMPLES Ask and You Will Receive ....FIFTH AVENUE.... A Union Made Ciffarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Mfr. 135 Grand Street New York LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGB €[ INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS.. . ■ . . u. s. A. The Standards of America Lorillard's Snuff, : Est. 1760 Rail Road Mills Snuff , Ett. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — 'K.appees — High Toasts Strong, Salt, SbJeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Ftfth Ave., New Ytrk Your Prospective Customers ^4 listed in our Catalog of 99% guaranteed Mailing LisM It siso contains vital sucgcstions how to advertise and sell profitably by mail. Counc and prictj p iven on 9000 differ- ant national Lists, covering all clashes; lor instance. Farmers Noodle Mfrs.. Hardware Dirs.. Zinc Mines, etc. This 'vaL ^bt. Reference Hook free. Write for it. ^^'sx>atu 60^ Saves Dollars on Your Purchases Ctt sereral quota>ions on w hat you buy. It will save many dcllart ro.«^C r^oin „,«„„(,.. ..^.:m «-"H ,f,w names n«man..UrM.r.r.' Jobbers, dealers, or h :;r:Jt.als v, ho sell what you want to buy « ■ ■■ ■■ ««—«»- ■■ II ■■ ■■ I »»- Ml Mlc3iili»i0 -Gould 26 Say You Sa^w It in The ToBi.cco World 'iiniiiiiiiniiiiiiimiiniiiiiiiiiiiiiiiiiiimi'H"""""""""""""""""""""""""" " iiiiiiiiiiiiiiiiiHiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiii Ill iiiiiii ill! iiiiiiii iniiiiiniiHtiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiinmi Tobacco Merchants' Association Registration Bureau, SewyorkS Schedule of Rates for Trade-Mark Services Effective AprU 1, 1916. Registration (see Note A), $5.00 Search (see Note B), 1.00 Transfer. 800 Duplicate Certificate, 8.00 Httt A— An allowanc* of $2 will be made to mombtra of the Tobacco Mar- •kanta' Asaociation on each regiitration. . Met* B— If a report on a search of a title necaaaitataa the reporting ot more than ten (10) titles, but lets than twenty-one (21), an additional charge ot une Dollar 111.00) will b« mad*. If it neceasitat** the reporting of more than twenty ,») titles, but less than thirty-one (31). an additional charge of Two Dollars $2 00) will b* made, and so an additional charg* of On* Dollar ($1.00) will be e Co Detroit. Mich. By various transfers was acquired by Michigan Cigar Box Co.. October 2. 1919, and re-transferred to Cole Litho. Co.. Chicago. 111., October 14. 1919. CORRECTED PUBLICATION GFNERAL MENOHER:— 41,352. For all tobacco products. Registered September 27. 1919. by Opperman Cigar Co.. Johns- town. Pa. A now invention patented bv a woman in "Hen- mark is the pi^ail ci^'ar. Tlie object of the invention is the provision of an improved process for mainitac- turin^ cigars, and the invention consists in twistms: or otherwise consolidating the free end of the wrap- per to form the end of the wrapper into a strniir or like. The string is then wound abont the top of the ci^ar where it is fastened bv passins: its end nnner its oAvn windings abont the ci?:ar. The cijrarmakor s knife or some other tool may be nsed for the purpose. STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufatitured exclusively by Heywood,Strasser&Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality SCLLIING AGENTS ADOIPH FRANK4U & CO.. Inc. i:i9 Fifth Avenue. New York SKLLING RRPR(:.SI-:.MAIIVK.S E. C. WcCullouith & Co.. Inc. . . Manila. P. I. B. R. B. Co. Canada^ Ltd. . . . Montreal J. W. Streider C]o. • . . . r^^. ■■ noston, Mass. LITHOGRAPHING CO.inc ITIHI©@im^PIHIIEmi SB"!"" St.Cor of 11^"Ave. N EW YORK CIMRLABELS - ClGARBAND^j CIGAR BOX LABELS BANDS AND ADVERTISING NEW YORK •¥- GARRETT H. SMITH, i' « ^d c...d»« COMPAOTA LITOCRAFICA DE LA HABANA F.n..t Imported Ci*»r B.nd. «k1 I ^U. AUo GUMLESS B.„d. ._ NEW YORK OrnCE (PKon.. Stu.v.... 7476): 50 U„io„tu..e — -t - " ■♦ THE MOEHLE LITHOGRAPHIC CO ^IGARLABEL?^ AND CLARENDON ROAD u EAST 37^^51 BROOKLYN.N.Y. 1 PERFECT LITHOGRAPHY CIGAR LABELS CIGAR BANDS BRANCH OrFICC 170 WEST RANDOLPH 5T. CMICAGO.ILL. AMERICAN BOX SUPPLY COMPANY 383 Monroe Avenue r» . >< . Detroit. Mich. Exclusive Selling Agents For CALVERT LITHOGRAPHING COMPANY MANUFACTUREP OF AuL KINDS OF 22iid St. and Second Ave.. NEW YORK Cigar Box Labels^ / AND TRIMMINGS. <;*IICAGa, 105 WK»T MONROK STKKBl. i.orm o. CAVA. Mm-. A BARGAiN IN CIGAR LABELS AND BANDS. On juvount ..f the prevailing luirh ccsi an.i scareitv cf material, labor, ele we Iiivp .Ip in.utc by Kriu-er .v i'.raun. of whi.-h firm We still have a .piantity ,>f attractive stock ci-ar bands, which we will also close out -it ur.ccs f-.r . ,i ., • cmj; such bands. Write for samples and prices. ' ' ''*' ''* '''''' ""' prt'sent cost ..f pro- WM. STEINER SONS & CO., 257 W. 17th Street, New York City. fRREGULAR PAGINATION ^- SHADEGROWN Connecticut, Florida Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 131-133 Water St., New York City VOLUME 39 N». 22 TOBACCO /. ^ NOVEMBER 15, 1919 WORLD S. Loewenthat & Sons 123 Maiden Lane Ne'w York City offer Fancy Connecticut Broad Leaf and Connecticut Havana Seed Binders ^X5F' I^'IPEID J^iLTID IBOOI^EID Say You Saw It in The Tobacco World NEW WDC lines of PIPES that Meet the High Cost of Living Protest $1.00 and up ■I llimM..i.,mm ■■■■iMi.M.n. mM.n|||||||||||||||||i.ni.iinMiiiMn- m ■ iiiilllllllHllinim Illlllllllllimimilllllllllllllll Illlllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllliuu^^ The DERBY Mounted with Sterling Silver Rings. Made of Genuine French Briar Root in 24 Standard Shapes, Bowls are guaranteed against cracking or burning through. Bits are Solid Rubber. Packed in a variety of as- sortments to meet dealers' preferences or local con- ditions. The GENOVA Mounted with Sterling Silver Rings. Made of Genuine Italian Briar Root in 24 Standard Shapes. Bowls are guaranteed against cracking or burning through. Bits are Solid Rubber. Packed in a variety of as- sortments to meet dealers' preferences or local con- ditions. THESE TWO PIPES ADD TO THE VALUE OF THE DOLLAR They will sell readily to those who seek more for their money wm. demuth & CO. World's Largest Pipe Manufacturers 230 FIFTH AVENUE NEW YORK muiMHiiiiMiihiMiMiiiiiiiiiiiiiiiiiiiiiiuiimiiHiiiiiiiiiiiiiiiiniiiHiimiimilluiiiiiiMM I i 11I_J SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them? American Sumatra Tobacco Co 131-133 Water St., New York City Say You Saw It in The Tobacco World mn ■■ ■■ »' ■'■ ADVERTISING! WHAT IT DOES Advertising*: Discounts Compels and Anticipates Advertising: Creates Strengtliens and Developes Advertising: Insures Saves and Makes Permanent utilize this power in building your own business. Advertise now. Take advantage of the great market which exists to-day at your door U. S. DEPARTMENT OF LABOR W. B. WILSON, Secretary ROGER W. BABSON, Director General, Information and Education Service •§••— — "- TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILL Vice-President GEORGE H. HUMMEL Vice-President JESSE A. BLOCH Vice-President JACOB WERTHEIM Ex-President JOSEPH F. CULLMAN, Jr Vice-President LEON SCHINASI Vice-President y^^y^ LEMLEIN Treasurer CHARLES DUSHKIND Secretary and Counsel New York Offices, 5 Beekman Street CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FREDERICK HIRSCHHORN, 119 West 40th St., New York President CHARLES J. EISENLOHR, 934 Market St., Phi'.a., Pa Vice-President JOSEPH B WERTHEIM, 81st and East End Ave. M'hat'n, N. Y Treasurer S K LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION L H. WEAVER, Lancaster, Pa iV:-' '^''^^^j*"! GEORGE M. BERGER. Cincinnati. O Vice-President lEROME WALLER. New York City Treasurer MILTON H. RANCK, Lancaster. Pa Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling, W. Va ;•• •••P''«''!^«"» WOOD F. AXTON. I^uisville, Ky Vice-President RAWLINS D. BEST, Covington, Ky Secretary-Treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF ;• •• --P^'il*"^ HERMAN GOLDWATER 1st Vice-President LEO LEHMAN 2nd Vice-President JOSEPH FREEMAN Treasurer LEO RIEDERS, 200 West 118th St., New York City Secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH ;;:'-S"''j*"l SIDNEY GOLDBERG Vice-President A. L. ULNICK Trcasuret WAX MILLER. 135 Broadway, New York Secretary Ifcttinc 4th Tuesday of each month at Hotel McAlpin CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. -»» »■ w— M • BUSINESS OPPORTUNITY CIGAR SALESMAN with broad experience and following among the trade wishes to connect with manufacturer, preferably New York or Pennsylvania, where his knowledge is appreciated. Is willing to invest if increased working capital is required. Address r.ox 318, care of "Tobacco World." FOR SALE FOR SALE— STRIPPED HAVANA PACKED IN BARRELS. Send for sample, compare same with the imported, and note the enormous saving in price. Max Rosenfield & Company, P. O. Box 945, Hartford, Conn. FOR SALE — Remedies Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIGAR MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania Broadleaf to our packing, and can sup- ply your wants, some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co., Penna. "Packer of Tobacco since 1870." STRIPPER FOREMAN WANTED STRIPPER FOREMAN WANTED— One who is familiar with Universal Stripping machines is preferred. Address Box 316, care of "Tobacco World." WANTED WANTED— CIGAR BANDS IN JOB LOTS. Prices must be close. Glenn Cigar Company, Red Lion, Pa. WANTED— TO BUY THE OUTPUT OF A FACTORY in Pennsylvania making from 25.000 to 100.000 Class A cigars weekly. Will pay good profit. Address Box 320. care of "Tobacco World." WILL BUY LARGE SIZE IRON MOLD PRESSES. Give par-^ ticulars and price. Address Box 317, care of "Tobacco World." TOBACCO STEMS, CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. MANUFACTURER in the market for quantity of cheroot molds No. 4049. Write Box 321. care of "Tobacco World." The Tobacco World "I Established 1881 Volume 39 November is, 1919 No 22 TOBACCO WOULD CORPOliATION riihlishcvs Hobart Bishop IliUikins. President H. II. Pakr.ulooni, Treasurer William S. Watson, Secretary I'ublisht'd on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter. December 22, 1909. at the Post Office, Philadelphia, I'a., under the Act of March 3. 1879. PRICE: United States. Cuba and Philippine Islands, $2.00 a jear, Canadian and foreign, $3.50. Say You Saw It in The Tobacco Woru) Cigar Bands Should Be Of Interest TO YOU Sanitary and Efficient No Waste No Trouble ^^ e^ WRITE FOR SAMPLES AND PARTICULARS GARRETT H. SMITH 50 UNION SQUARE NEW YORK CITY, N. Y. United States and Canadian Agent for COMPANIA LITOGRAFICA DE LA HABANA Habana, Cuba n= =D Say You Saw It in Thb Tobaccx) Would ■■■■■■■■■■E:sii==iz:Bsai3=iai3a==in=:=iaac: ::3Bss::-an: :s = aiian«8 = = i;B = s = «3:rr::::;;:3: i:3:::r3 •:::::: :3:c:rr:::r:rrrr::s::xriiB': $25.00 SAVE ?:. -; .^ The Acknowledged Leader Amon^Mild Sumatra Wrapped Havana Cigars Volume 39 THE TOBACCO WORLD Number 22 Established 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, November 15, 1919 Foreign $3.50 Cigar Manufacturers Should Protect the Legitimate Cigar Jobbers and Retailers IN these days no cigar manufacturer needs to look beyond his regular trade for an outlet for his goods. Mi jobbers are calling for goods and orderhig ship- ment by express — and the manufacturers are lucky if they fill even part of the order. But in times past, and in times to come, the uianu- facturer has been, and will be, often tempted to send goods out without regard to his jobbers' rights as regards territoiy. No doubt every manufacturer has had the experi- ence of receiving a tempting order to be shipped into a jobber's territory to a man w^ho claims to be a job- ber but who in reality is not. Publishers are constantly being requested to fur- nish factories numbers wi^h addresses. They come ^)y .^tter, they come by telephone and then there are tile personal visits. Wliile publishers are usually glad to furnish ad- (h-esses for factory numbers, it is only fair to warn the manufacturer of the occasional inquiry that asKs for jobbers' prices, large shipments and cash paymencs from territory where the manufacturer already has a distributor. The large houses, of course, pay no ai- tention to these inquiries further than to refer the in- quirer to the jobber. Others, perhaps disappointed in the distribution secured by the jobber in the terri- tory, lean a willing ear to the excuses offered for ask- ing for a direct connection. Either the men ciin't get along w^tli the jobber or the jobber can't let him have all the goods he w^ants, or some other apparently good reason. As a matter of fact the man simply wants to get the goods at a low enough i)rice to cut the brand. We see it in Philadelphia every day. Such a dealer re- cently picked up a good many thousand of a brand re- tailing at two for 15 cents. He paid the jobber ^o^y less 2 per cent, and sold them over the counter at 6 cents straight. They sold out in three days. The jobber found it out and declined to sell them, using J^s an excuse that his regidar customers would take all he could get for some time to come. The dealer took the factory number, got the act- dress of the mainifacturer and made him a dazzling proposition. But the manufacturer said "nothing do- ing.'* He w^as protecting his joblier and his regular trade to the limit. Li some cases other manufacturers have made tne deal without reahzing that the cut price man was kill- ing his jobber's legitimate trade, and that finally the jobber would give up the brand, and that he would be left with one lone outlet. The retail price of his brand would be shot to pieces, the good-will that comes from having the cigar sold in hundreds of stores and smoked by thousands of men patronizing those stores would be lost, and finally when the cut price man had enough he, too, would dump the brand and move on to new victims. When we see, as we do see every day in large cities, the leading brands of the section advertised in cut price store windows at a cent or more below what the regular dealer can afford to sell them at, we wonder. We are unable to understand why, in this period of an enormous shortage of every standard brand in the country, the cut price man is able to secure all tne goods he wants while the thousands of legitimate deal- ers who have fathered the brands and first introduced them to the public, must be content with only part ship- ments of their orders? Admitting that the average small dealer is guilty of most of the crimes that the manufacturers charge him with, the fact remains that he has an outlet for cigars. That it is through this outlet that the cigar first went to a smoker, and it is through these hun- dreds of thousands of retail outlets that the enormous distribution for national brands has been obtained. Is there any manufacturer readv to call for the spotlight and say, **You can tell the w^rld the cut price man made my brand"? AVe can't say that we notice any rush for the center of the stage, and for the rea- son that no brand was ever popularized through cut price outlets. Most manufacturers \vi\\ say, **We can't prevent them from getting the goods."' We admit it. But the manufacturers can make it very difficult. We cite as an example, a holiday period when or- ders were not so plentiful. The stor\' concerns one of the most just and upright cigar manufacturing con- cerns that it has been our privilege to visit from lime to time. A notorious price-cutter telephoned an order the first week in December for fifty thousand cigars. He THE TOBAOCO WORLD THE TOBAOCO WORLD IIIHIHHIIIIIIIHIII Illllllllllllll nil illlllll lllllllllllllllilllllll Illllll did not get them. The second week he teleplioned again, demanding them. He was infonned tha^ they were unable to get them for him. He might possibly get ten thousand. He went up to the firm's offico. He demanded fiftv thousand. He was told that about tne eighteenth of the month they would ship him ton thou- sand. He was not satisfied. He would see M)e liead of the firm. He saw the head of the firm and belliger- ently asserted his rights to fifty thousand cigars. Tiie head of the firm informed him that the salesman was wrong and that omng to unforeseen circumstances he would have to cut the order to five thousand and that they could not be delivered before the tweniy- fourth. On the twenty-fourth he got his five thou- sand and since that time the price-cutter has never been able to get a sufficient quantity to sell at any- thing but the legitimate price. The cigar manufacturer who does not make evei7 honest effort to protect his jobbers and retailers by placing every possible obstacle in the way of the price- cutter, loses respect and prestige not only with his jobbers and dealers but with most of the smokers as •well. There are very few business men who do not be- lieve in price maintenance. And there are many re- tailers sighing for the day when they can repay with interest those manufacturers who have undersold to price-cutters. Legitimate jobbers and dealers are the very back- bone of the cigar and tobacco industry. Without them nationally known brands would disappear overnight. And it is to the everlasting credit of every manufac- turer who does his utmost to maintain and protect tne legitimate channels of trade. -'""" """"""""" '"■" n mil I .„ ., Market In Mexico For American Tobacco VICE-CONSUL CHARLES H. CUNNINGHAM in a report on the Mexican market for American to- bacco said recently a number of inquiries have come to the American consulate general in Mexico City and to the American Chamber of Commerce here as to can tobacco exporters and Mexican manufacturers ci* whether arrangements could be made between Ameri- cigars and cigarettes for the importation into this country of tobacco from the United States. There is alwavs a demand for American tobacco, including pipe tobacco, cigars, and cigarettes, among the foreign consumers in Mexico, and among a certam number of Mexicans. The proportion of the latter is slowly increasing. There is also a limited employ- ment of xVmerican tol)acco mixed with the Mexican product hi cigarettes. A large concern in Monterrey, State of Nuevo Leon, has been importing American tobacco for this purpose for some years. This con- cern has its own buying organization in the United States and the amount of the purchases has been in creasing progressively. It must be noted, however, that Mexico ordinarily produces enough tobacco for its own use, and that th? above-mentioned demand does not proceed from any shortage of tlie local output but rather from a desiie to obtain a certain result from the mixing of the two brands. Indeed, Mexico is seeking to build up an ex port trade in tobacco, and already efforts have been made to market Mexican tobacco in the United States. In order to encourage the exi)ortation of tobacco, the Mexican Government, on June 4 of this year, reduced the prevailing export duty from 41/0 cents to 2V1> cents per kilo of 2.'J04() pounds on leaf wrapper tol)acc(), and from 2i/l» cents to 1 cent per kilo for fillings. Another difficulty to surmount in the exportation of American tobacco to ^fexico lies in the higli import duty imposed on foreign tobaccos by the Mexican Gov- enmient. This duty amounts to 1.50 to 2 pesos (peso = $0.4985) per legal kilo (net weight of tobacco plus weight of interior packing) for leaf tobacco and fillings, 2.50 pesos per legal kilo for chewing tobacco, 3 pesos for cigarettes, and 5 pesos for cigars. While the local market is adequately supplied with the Cuban and Manila brands of cigars, it is possible that in leaf to- bacco and fillings an export trade from the United States might be built up. Especially does a chance exist in the possibility of producing a new blend through the mixing of Mexican and American tobaccos and in building up a demand for this product. Local manufacturers of cigarettes are already giv- ing this matter their attention. The manager of an important local factory writes: *'Now seems an op- portune time to study the use of American tobacco, mixing it with the small quantity of Mexican tobacco on hand." This same official adds, however, that be- fore giving any definite opinion on this subject, **it will be necessary to have samples of tobacco from Vir- ginia, Kentucky and Maryland, with corresponding prices, to compare quality and cost with Mexican to- bacco." The manager of another important cigarette and cigar manufacturing company in^iexico writes: "AVo would be very much pleased to receive quotations and samples of tobacco from Virginia and Kentucky, and would request that you order samples in sufficient quan- tity to enable us to make the necessary tests. If pos- sible please obtain us quotations, c. i. f. at a Mexican port or frontier to\\ii, in order that we may be able to estimate the freight costs to Mexico City." This same manager writes tliat his firm has never ultilized any class of tobacco other than Mexican PIPEMANSHIP By Frank Farrington (All Richts Reserved) Part IV WHAT about the sale of pipe accessories and other smokers' utilities? Are you doing anything to make more of these goods sell? A smoker may be buying from your store all the cigars he uses and it may not be possible to increase his purchases along that line, though that is seldom the case. But to that smoker you can sell other things in the way of acces- sories. Just the little matter of lighters. There is a good sale for these among outdoor men especially, but most of this business has to be developed by sales- manship. You cannot sell these gods if you do not have them and you cannot sell them merely by having them. You must push them. Have them conspicuously dis- played. Devote window space to them. In displays and in your selling talk feature their advantages strongly. Motorists, hunters, sportsmen of all sorts, will be interested in a lighter that makes it simple to light a cigar or pipe in the wind. That makes a good talking point for a lighter. ** Won't Blow Out," ^^A Light in the Wind," ^^A Light With- out Stopping the Car," ** Lights a Cigar or Pipe Any- where Easily." These are good phrases to use in this connection. They appeal strongly to the men you want to reach. If you have an electric fan, you can make up a window display that will show what you mean. Take a lot of tissue paper streamers and tie them where the fan will keep them flying and you have what will carry the impression of the wind blowing. You can use this in the window along with a displav of the liffhters and a card, **A Light Anv Time, No Matter TTow Windy." The motion will attract attention. Add pome outdoor pictures taken from the sporting maga- zines and you can give the display the atmosphere vou want. The matter of safety in connection with the lighter can be played up, too.* The used match is thrown flown somewhere, perhaps after being blown out, more h'kely not. Matches cause many fires, especially the dangerous parlor match which is condemned by in- surance underwriters. You are not going to hurt any- one's feelings if you boost the cigar lighter and con- (^emn the parlor match. You can display in your window a lot of emptv hoxes in which parlor matches c^me and put in with them a sism, *'The Match Causes Thousands of Fires." Tn the other side of the window, displav vour lighters ^vith the sifiTi. *'Play It Safe. TTse a Lighter." "Safetv First, at Home or in the Woods," is a p'ood siprn to use. Get one of the State forestn^ or iisurancc or some other department's notices about ("nre regrardinsr fires in the woods. Tn most states tnere is a denartment worlcincr along: that line, using '""isters or official notices on mnslin. Pnt one np in t'le wijK^ow with some hnnters' or other woodsman's finipment and the sign above mentioned. ,.i^r *^°^ "^^^^ ^^ «• real economic value in add^ion to being good for your business. You wm be boosting a good cause and doing something to hX educate the people to be careful abSut fires^^nd go^d eXcatr '' ""^^ "^''^ "^ '""'•^ «f that soTof 8orie?''*tt'"L^^ "-^^ °"' °' "^'^y smoker's acces- fo^thf. ^''^^^' incongraous as is their relation t ^! *frf' T T?^^ ^^^"^ ^'id *>»"« is also a "Sat" tou win fo Vn '^n^FS °' '"^tch box sales. If you want to follow that Ime, call attention to the chances of matohes in the pocket of an unused gar! Thv w'"^ ^/^ ^'^r"^^ '^'«°» by rats or mice Sounded "^^ "" *"■ '>*''«"^se rubbed or ''Make Your Matches Safe" is one of the watch IZii^^'^^T ^.7l' ^''*^ '^^^'^ tl^ei'- important tp- phcation and will be appreciated by outdoor men. i\,. L"'' ^'^^/^^'i't ^""'''^'■' y*"^ bave the holders tor the boxes of safety matches with the ash trays at- ^ched, as desk or table devices or with tall standards making of them separate articles of furniture. These .ni^,^f ''7« tli«";.§reatest sale as gifts and with the n?,3 f }^ ?°'"^^y ^^^^""^ ^^^y «^o«l' may be as follows: Dr. Life Insurance $100.00 Cr. Life Insurance Premiums, $100.00 Thus, when the twelve monthly entries have been made as shown above, this account will be closed. When the premium for the second year is paid the same process is repeated, and the monthly entries are made in the same manner. But at the end of the second year we find that the policy has a cash sur- render value of perhaps $700. This amount is an u TOBACCO WORLD Say You Saw It m The Tobacco Wobld asset and is placed on the ledger as such. Therefore, during the last month of the second year a journal en- try should be made in the order shown. Dr. Life Insurance Policy, $700.00 Cr. Life Insurance, $700.00 Life insurance policy account records in the cash surrender value of the policy, and at the end of each year an entry should be made to add the annual in- crease in value of the policy. By crediting the ex- pense account, life insurance, as shown in the above entry, the expense of carrying the policy during the second year has been reduced to $500. When annual dividends are declared on the policy these may be used to reduce the amount of the pre- mium, and to that extent reduce the expense of the in- surance. An annual dividend of $120 would reduce the annual premium to $1080, thereby reducing the monthly charge to insurance by ten dollars. When the person whose life is insured dies before the policy matures, then the face value of the policy will be collected. Cash is charged with the amount received; life insurance policy account is closed by crediting to it the amount shown on the debit side as an asset, and the balance of the proceeds are credited to the surplus account. (Copyright by Ralph H. Butz.) Tobacco Prices Will Go Higher THE late Jacques Futrelle, in his detective stories was constantly using the expression "Twice two make four, not once in a while but all the time,'' which is another way of saying that given certain facts as a basis the conclusion is obvious. Unless some extraordinary convulsion shakes the business world, all sorts of manufactured tobaccos will be higher next year than this year, and the "why" is shown very clearly in the leaf market reports of this issue. In some sections of the country sales have been under way and in others they have not started yet, but from every section where sales have been made, prices have been high and in some districts especially North Carolina and Virginia, line leaf has brought the highest price ever paid in the histoiy of the mar- kets. In another column is the announcement tliat on November 17, except in New York, Philadelphia and Boston, the United Cigar Stores will raise the price of twenties in ten leading brands to nineteen cents a package. In commenting on the raise, Mr. Edward Wise, chairman of the board of directors, says that it is likely that the prices of cigarettes will advance stead- ily. He does not refer to other goods, but the course of one of the products will most surely be followed by all the rest, and the reasons are not hard to un- derstand. Looking back over our files a few years we find that leaf tobacco has advanced more than one hundred per cent., largely due to the increased cost of field labor and production, and there is another factor that will show up in time in tlie export statistics. It will then be known to what extent American buyers have been forced to compete with foreign agents, for the world is hungry for tobacco, and since some of -the big nations got a taste of it in the war, they are especially hungry for American tobacco. It has seemed to us, in this connection, that an advertising campaign to show the American public what other nations are paying for their smokes since the war, would make all but chronic grumblers give thanks that they are Americans. From the October issue of the leading London tobacco trade magazine the following are a few culls from advertisements, translated into American money : Cigarettes, lO's, 14 cents; 20's, 24 cents; lO's, 16 cents; some higher grades of 20 's at 32 cents, and 48 cents for Virginia and 54 cents for Turkish. Most of the cigarettes are advertised at the higher prices. Nearly all of the advertisements are for cigarettes but there are some smoking tobaccos at 18 cents an ounce, and 23 cents an ounce. An Englishman, just returned from a visit to England, and glad to get back to America, tells us that **e ad to pay 23 cents an ounce for tobacco an damn poor stuff at that." So far, there has been a remarkably clever and amiable reception given to the five-cent cigars that have advanced to six, seven and eight, for the quality, in most instances, has kept up fully. If the manufac- turers will continue to uphold the standard of ex- cellence, there is no doubt that future advances in price will be met with the same amiable acceptance. The Cigar and Tobacco World, of London, Eng- land, says that about thirty years ago a certain James Loomes grew a luxuriant and considerable crop of tobacco. The Inland Revenue officials took an interest in it, assessed the value at a high figure and demanded the duty. Mr. Loomos gathered and stocked his crop and made a bonfire of it A movement is in progress, which is meeting with considerable success, to induce newspapers and maga- zines which advertise tobacco products, to abstain from publishing advertisements for 'Hobacco cures.' Tobacco cures are invariably fakes, as the publishers can easily prove if they try them. i I i i FOR 1/20 ROUND CANS OR GLASS JARS 0P^i?4 7707V— Place bundle of fifty ci2:ars in clamp oVer revolving table and straighten them eiaiiip by handles and place m press— after pressing, place over can or jar and release handles and use plunger to push the cigars into cans. The cigars get a uniform circular pressure- absolutely no breakage and will pack L5,000 cigars daily. TIN CANS-all sizes. Plain, Lacquered or Lithographed. CEDAR LININGS-Our Linings are air dried after cutting. No shrinking, moulding or spotting. American "Rox ^^gpply (^o. 383 /wonroe; avenue Detroit; Mich. We have over One Million sets of Lahels with bands on hand for immediate delivery which are offered much lower than regular prices. ..?>?v^??yj?^ ^^^^^\^^?* \ 14 THB TOBAOOO WORLD .,1..,.. iiiiiiiiiiiiiiiiimi iimiiiii iniiiH i i i i im miiiiiiiiiiiiiiiiiiin mm iiiiiimn hiiiiihiihiiiii inuiiin immii iiiiiiiiiiiiiiiiimnniiii. Dealing a Hand to Yourself By Clarence T. Hubbard NEARLY every home boasts anywhere from one tu five packs of playing cards and in the majority of cases at least one of such packs are new within a year's purchase. This means that even the smallest of towns sell a few hundred packs of cards annually. And with cold weather here, purchases of playing cards will increase as card games form the bulk of ''indoor sports." Tobacco and cigar dealers will find the present time an opportunity to add, or stock up, with a supply of up-to-date playing cards for side-line purposes. Playing cards do not represent a bulky or a perishable stock. A gross of decks bought today will be just as valuable (and perhaps even more so!) a year hence. In fact they offer about as easy and convenient a stock as possible to carry. Furthermore, playing cards do not add to the ''overhead" — if anything, in their sales, they help the tobacconist to reduce overhead. The purchaser of a deck of cards seldom even asks to have "the purchase wrapped up." And the sale is always a cash transaction. Moreover, the cigar dealer carry- ing a stock of playing cards can add a profit now and then when furnishing his list of clubs with the usual (^gars for meeting and entertainment purposes by getting an additional order for playing cards to be used in connection with such gatherings, also whist parties. In the very fact that every customer is a possible prospect for a pack of playing cards, the tobacco dealer has an opportunity in adding this line, of increasing his profits even if by only a few dollars per month. And in these days of high costs every cent of addi- tional revenue is well worth while. An original invest- ment, say in a hundred decks, does not require the "tying up" of very much capital, but on the other hand in crease. 9 both the income and profits of the store while also adding service. Of course, there is no soundness in adding such a line unless the dealer intends to advertise the fact to his customers in some way or another. Merely stack- ing the cards on a rack in the rear or adding a few packs in the case is not enough. The fact that you have such a stock on hand should be tvell driven home to all who enter vour store and this can be done \vith- out any further expense to mention. A window display, for example, can be nicely ar- ranged for this very purpose and so not only advertise this added line, but also lend refreshment to your win- dow. After a few weeks* exhibit of just pipes and cigars, a display of playing cards will prove a novel departure that will further liven the glances directed at yonr windows. The following lay-out can be used by almost any dealer in an eiTective manner and its arrangement does not call for the expert services of a window trimmer. On a square piece of dark cardboard, or a piece of cardboard covered \vith dark cloth, a circle of playing cards should be arranged to represent a clock face. That is, the first and uppermost card would be an "ace" — the next a two — then a three and so on, allow- ing the court cards to represent the hours "11-12" in the jack and queen. Fastened from the center of the "card clock" should be two clock hands cut or shaped from paper or cardboard and pointing any time at all just so long as a clock effect is produced. Then above or to the side of this sign can be added : Many good hours and many good hands can be made fine use of with a pack of these good quality cards. Arranged about this clock-and-sign arrangement should be a few specimen packs of cards along with their prices. The cigar dealer handling cards and wishing as a means of change to devote several displays to this purpose can adapt the following idea which in effect can be extended to a series of exhibits. As some dealers have two windows, one could be devoted to this series of card displays and the remaining window to the main line of goods. The object of the card series display is to illus- trate the various popular games that can be played wath cards and still have a different exhibit for each game. The first exhibit might be devoted to "bridge whist." This can be attractively accomplished by ar- ranging a bridge of cardboard on which cards are strung across, the piers being formed with decks piled one upon another. Such a cardboard over-piece can l)e easily made and the individual cards comprising tlio "stretch" fastened up by being inserted in a series of slits which will prevent the cards from being damaged. Other bridge effects can be arranged with the sealed decks themselves while a third way of bringing this about is bv means of a skeleton wooden frame. How- ever, the accomplishment — simple or elaborate — the point can be illustrated first in the "card bridge," which gains the attention — second, in the cards which in this novel way are impressed on the spectator as being for sale and third in this sign : You can bridge oVer many happy hours by playing Bridge Whist. Arrange a game for to- night and buy a new j:ack of cards here just for better luck. The second sales illustration in such a series ean be based on the game of "solitaire." This card pas- time can be strikingly displayed by making a circle of (Continued on Page 16) Say You Saw It in The Tobacco World 15 Two Hundred and Seventy-Six Million Manila Cigars imported into the United States the past year amounted to 276,000,000, a gain of 52,000,000 over the previous year. The Manila Business has increased at the rate of 30,000,000 a year since the trade was reorganized and the PhiHppine government guarantee stamp was affixed to boxes containing Manila cigars. And ImporterJ, Jobbers and Dealers engaged in the trade know the reasons for this phenomenal gain. Smokers Like Them There Is Profit In Them List of manufacturers and distributors on application E ^ MANILA AD AGENCY CHAS. A. BOND, Mgr. 609 West 127th Street, New York 16 Say You Saw It in Thb Tobaoch) World Q^ Cigar Co., Inc. Philadelphia CIGAR BULLETIN The Shortage Of S BLACKSTONES and S TOTEMS will be ended soon. Our production facilities are being expanded tremendously to handle the national demand for these hygienically-made popular cigars. WAITT & BOND, INC. Newark, New Jersey iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiMiiiiiii Say Tou Saw It in The Tobacco Woeld (Continued from Page 14) card decks, either flat on the display-window flooring or in an upright position, by having the packs fas- tened onto a background of cardboard. In the center this sign following should be fitted, the wording being painted on a circular piece of cardboard: SOLITAIRE The game of SOLITAIRE — like the stone — to be enjoyed should be tried in a good setting, a quiet one preferred. You have merely to choose from this ring for your SOLITAIRE for tonight. Further exhibits to complete the series can be devoted to other games, such as a windowfuU of cut- out "hearts" for the card game by that name, and a few good heart hands spread about — poker can be illustrated with poker liands and the sign in connec- tion with the disi^lay supported by two or three stove liokers — w^hile ''set back" can be used as a basis for a window display in a sign reading like the following, such a sign being held in place by several wires upon which are fastened a row of cards all leading to a neat pyramid of card decks slightly set back in the window : SET BACK A wonderful old fashioned card game that despite its name really SETS YOU AHEAD in the joy it gives. A pack of cards for this game will only SET YOU BACK 45c. Advertise in **The Tobacco World"--It Pays! ^Vlong with these illustrations if any small printed rules about the games can be secured and given away the sales will be enhanced so nmcli more. All refer- ences to gambling should be omitted, even though they might for the most part be well accepted, but as the only objection anyone has to playing cards is based on their suggestions for gambling, in order to retain the good will of the public the cigar dealer might do well to avoid this feature. ^lany other combinations can be worked up in- cluding displays of books on card games, and decks leading from the opened pages of the books to signs inviting purchase of same. Novel backgrounds can also be worked up by writing to card companies and securing a set of one kind of cards — aees for example. A whole curtain of aces at the rear of a window would make a most compelling exhibit. 8uch disi)lays should, of course, be backed up with a neatly arranged stock in the interior of the store, and it is always well to have one or two packs brok* n open for examination to prevent customers from breaking the seals on new ])acks for inspection i)ur- poses. An excellent help is to neatly ])aste on a sheet of cardboard a s])ecimen of each card haek so tliat the customer can choose the design preferred from this sample display without unnecessarily breaking another pack. The store salesmen should be instructed regaril- ing the prices and by kee])ing alert for possible sales another source of r(»venue can be added to the store which, with the slii»:htest effort, should, at least, ])<'iy the electric light bills in the new profits so created. 17 Tampa Packers Strike IiRT? «; 1 ,. -^'^^^P^j I^'la., November 10 ;HE cigarmakcrs refused to call out the cigarmakers 111 three lactones to support the packers aiTd pTckers' demands that these factories pay tlie new scieKrk with whom they have replaced the meiraSoMe e tire cigar mdustry is tied up with the 4armJkers virtually locked out by the strike of the packers S J^c^s^ who quit work in every factory in ^J S The pickers and packers say thev have no e-riev ance against the manufacturers of the city except the' t Iree who are not paying their girls the full sea e Ihey struck m all the factories for the purpose of ^0111' polling the cigarmakers to call out the^l^e factor s 1 question, and as soon as the cigarmakers^ fou he three lactones, the packers will retuni t^woT thereby opening the factories for the cigarmakers ' no w^? fl T^ ^^^".* '' ^^ttlement have been to ?nf '• '"^ P'f'?^*' ^"^^ I^'^^k^rs holding steadfast that nothing can bring them back to work but the c^iU '"^ Th^ f H? 'Tr' '^'' '^'''' ''^"f-^- factoih^s.^' Ihe battle between the packers and the ci"-ar ers^trVo T^-^ ^^ '"PP^^-t the cigannak- stnick .^ ull fl ./'• *^' ^'.* ^^"^" ^^'^ P^^^kei's have stnick and left their posts in several years. Boycott Still Effective The boycott against merchants— or the don't buv movement— as inaugurated three weeks ago bv the subsistence conmiittee of the ciganmikers, is still pow- erfully effective, and local merchants, claiming there is nothing they can do to reduce prices, sav the mer- chants in the Latin sections which depend on the cio-ar- makers' trade are facing financial troubles. The (^entral Trades and Labor Assemblv has en- dorsed the don't buy movement and asked all locals affiliated to take similar action, but the Building irades C^ouncil has rejected the movement, and the senous aspects of the situation have not as yet in- vaded the down-town stores. The subsistence conmiittee has rejected olTers of the merchants interested to pay the expenses of sev- eral cigarmakers to other southern cities to compare 1 ampa prices with those in other cities, aiso the offer to pay the expenses of business experts from another city to come here and investigate char-es that local merchants are profiteering. The cigannakers sav that they want a 50 per cent, reduction in prices or the movement stands and will be enforced. \v T?P^,^^'"^ ^^ internal trouble which existed in the V. D. C. factory, the -Pipe Organ," of \Vm. Denmth ^ Company, says: -Just as one bad apple niav spoil In ''' /f, ''^?^''^ '''' "" teaspoonful of vinegar "sour a ^ailon ()t tlie best wine, a few disturbers mav tempo- i-ardy disrupt the best organization." The trouble is over, and it is to ])e hoped that the good a})])Ies will Keep away from the rotten ones. MADi; IN BOND FINE HABANA CIGARS E»ceDen« of Quality «,d Workmauhip Are Combined In CH4SLBS THE GllMT Cmms A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA TOPIC HAVANA CIGARS 10 centa and up The first choice among business men and after- dinner smokers, has met with wonderful success wherever placed : Bobrow Brothers Manufacturers Philadelphia, Penna. Makers of the famous "BOLD",ight cent cigar two for fifteen cnts 18 Say You Saw It in Thb Tobaooo Wobu) Say Ton Saw It in The Tobaooo Wobld ■ M *■ La Flor de Portuondo EstabUshed 1869 GENUINE Cuban Hand-Made CIGARS The cJuan F. Portuondo Cigar Mfg. Co. PHILADELPHIA _1 m ■ ■■ ■■ ■■ ■■— -«■ ■■ ■«|» HELMAR TURKISH CIGARETTES E VERY mail brings us the strongest voluntary indorsements of Helmar. Not because they are Helmar — but because Helmar is lOO^^o pure Turkish Tobacco — the Mildest and Best tobacco for cigarettes. "Bundle" cigarettes, to be sure, contain a "dash** of Turkish — but a I** of Turkish, compared 1009^0 pure Turkish, is joke. We are talking plain but it*s the Truth. UAirsifthttiiglMQadtTyrhA mndEgijpbaBQgartllumitmUrU Tobacco Merchants' Association Registration Bureau, new york cnr Schedule of Rate* for Trade-Mark ServicM Effective AprU 1, 1918. Registration ^»ce Note A), M.W Search (aee Nou B), i.M Trmnsler, •••• Duplicate Certificate, *••• ■•U A-An aliowanc* ot U will i>c nMto u. mmatfn ot U»« lol»««» M«i ttMuW AMOciation on each rcgiatratton. „.„. «» i_<.M Jllt« M-it a report on a iaarcU ot a uU« n»cwaiiaiM thm reiwrting o» mtn S^ar 111 W) will ba mad*. It u neceaaiiataa Um r«iK»run« ot nwra Own *w«»il' f^l titlla but iMTtSan tbirtT-one ^Jlj, »n additional cnarge ot Iwo **•"•" S.U) wm SSn3k.^d so d addiuoill ciiaxf at Una UoUar i»i.UU> will to. ■wda iac arary tan \m additional tiUaa necaaaaxiii ra|>oriad. Yocum Yocuni H. Ed- October REGIbTKATIONS BUBBLES:— 41,396. For cigarettes only. October 17, 1919. Jno. J. Bagley & Co., Detroit, Mich. o loio T R TuRKjSb & RECO :— 41,397. For cigars. October 9, 1919. i. K. Alenke, lampa, Fla. ,, ^ j ♦o nntr^hi^r BETTY GARCIA :-^1.400. For all tobacco products. October 24, 1919. The Aloehle Litho. Co., Brooklyn, N. Y. o.^^K.r HENRY ALDEN:— 41,401. For all tobacco products. October 23. 1919. The Moehle Litho. Co., Brooklyn, N. ^- _ ^ , ^^ BELGRADE:— 41,402. For all tobacco products. October z-, 1919. George Schlegel, New York City. ^r ,rwin t k r» Ml CORETO^-41,403. For cigars. October 25, 1919. Jacob u. Cohen, New York City. Trade-mark claimed to have been m use for about thirty years by Deutsch Bros., ^/oo^^y^A.^: Jg' from whom title was derived by registrant on October 24, 1919. GALLAGHER'S GALMAR GRANDE:— 41,404. For cigars, cigar- ettes and tobacco. October 27, 1919. Geo. N. Gallagher. New GARCIA 'la* IMPROVIDO:— 4M06. For cigars. October 29, 1919. Solomon Rosen, New York City. AZ-U-WUR:— 41,407. For cigars. October 25, 1919. John M. xMcCoy and James J. Buccalo, New York City. ^ MONT REX:— 41,40b. For cigars, cigarettes and tobacco. Ucto- ber 27, 1919. Block Cigar Co., Little Rock, Ark. 9.C: 41,409. For all tobacco products. October Z», lyiy. Bros., Reading, Fa. r^ ^ u ^ loio 10-C:— 41,410. For all tobacco products. October 2», lyiv. Bros., Reading, Pa. ^ . u a ioiq WETSTONE:— 41,411. tor cigars. September 4, 19iy. ward Wetstone, Hartford, Conn. BANK BALANCE:— 41,413. For all tobacco products. 29 1919. The iMoehle Litho. Co., Brooklyn, N. Y. ELGIN SIX:— 41,417. For cigars. September 11, 1919. Orlan L. SUNlHrNE^HiGHWAY:-41,418. For cigars. October 29, 1919. F. W. Moeller, Parkston, S. D. TRANSFERS LA MEDEA:— 16,264 (Tobacco World). For cigars, cigarettes and cheroots. Registered September 23, 1908. by <^alvert Litho. Co Detroit, Mich. Transferred to American Box Supply Co., Detroit, Mich., October 18, 1919. ., . „* on^ MARAVAL:— 16,265 (Tobacco World), tor cigars, cigarettes and chefoots. Registered September 23, 1908, by Calvert & Co De- troit Mich. Transferred to American Box Supply, Co., Detrou. nON GARCIA-— 12.070 (Trade-mark Record), tor cigars. Regis- ''?e?ed te^pTember 12" 1892. by Geo. S- Harris & Sons. Philadephi^ Pa. Transferred to United Cigar Mtrs. Co.. >^7 Y^^^^^^^**^^,^^ September. 1897; re-transferred to R. L. Rose & .V,9,'J'^g^ Al^en' R. 1., June 12, 1915, and re-transferred to William t. Allen, Providence. R. I., October 15. 1919. , . *^ SAKARA:^ 67428 (Tobacco World). For cigars, cheroots, sto- gies chewing and smoking tobacco. Registered October U mi by Amfrican Litho. Co New York ^ity. Transferred to Rigby-Schaefer Co.. Dayton, Ohio February 15, 1915' ^^^r. transferred to The Commercial Leaf 1 obacco Co.. Dayton, Ohio, oFrLMA:-21,«2^'(Tobacco World). For cigars, cigarettes ancl cheroots. Registered February >, 1911. by Heywood Stras^e & Voigt Litho. Co.. New York Cty Transferred to J. Barrea. fir Tr. Rrooklvn N Y.. October 31, 1919. . , AMUR--^T% (Trade-Mark Record). For cigars. Registered ""Tunf 2^1887. by George Schlegcl. New York City Transferrcl to Chicago Box Co.. Chicago, 111., Novernber . 1919. ^ ,_., RAIN CHECK:-41,169 (T. MA.). For all tobacco products- Rptristered Tune 9 1919. by George Schlegel. New York Ci . ??fnsferred to Chicago Box C Chicago, 111., November 1, 19 9 MAT TSE--19 530 (Tobacco World). For cigars, cigarettes and ''fh'^L^trKteled January 22. 1910. by Heywood. Strasser | Voigt Litho. Co.. New York City. Transferred to S. Bruno .v Co.. Tampa, Fla.. November 5. 1919. II Notes and Comment The Pottsville Toba^jco Company has been incor- llXo f ^^^*^^;"^, ^\ -ith a capital s'ock of $100,000 to engage in the wholesale tobacco business. \I ^V nP ^^.^'''' """^ ^^^'^' ^^"^ ^^^ain, Harrigan." And yet Tampa is supposed to have a mild and restful ^vrJil^^ v^ ^vt^"^' ^ .^^^^^Pany. Incorporated at ^^yracuse, N. Y., with a capital stock of $150,000 The In addition to their other factories in New York and South Amboy, E. Popper & Company, have opened a cigar factory in Allentown, Pa., which will have an output of about 70,000 cigars a day In August the United States imported matches amounting in value to $70,490, and exported matches amounting to $60,885. But the people who got the American matches were three-to-one winners. . In Boston, Dankner Brothers have sold both of their retail stores, and Bearse & Hannington have sold their retail store and formed the firm of Dank- ner Bearse & Hannington, who will conduct a tobacco jobbing business on Sudbury Street Blakeslee-Snyder Company, of Buffalo, N. Y have changed the firm name to Blakeslee-Snyder- (xardmer. Incorporated. Mr. J. R. Gardiner has been ^.i^^^i?^^^,* ^^^^^^ '^ *h^ wholesale cigar business m tne Buffalo section for several years. Vice-Chancellor Backes has granted a final re- straining decree against about one hundred individual defendants named in the bill filed some time ago, charg- ing acts of molestation and interference with employees XT th^ I. T-ewis Cigar Manufacturing Company^ of Newark, N. J. o i- j? u ^ • .? ?^^^^ shortage'' is not in cigars generallv, but in the brands that by advertising have made their trade-marks a guarantee of quality. There are pleiitv ot cigars, and salesmen introducing new brands find the same difficulty as ever in placing them, especiallv m the more expensive grades. A gentleman from Georgia says the labor situa- tion m the South reminds him of this story : A negro applied to a cotton plantation manai?er for work. ^ ''All right," said the manager, ''Come in the morning and I'll put you to work and pay you what you are worth. »' ^ ''No, suh, I can't do that," replied the negro. 1 se getting mo' dan dat now."— ''Pittsburgh ( hronicle-Telegraph. " (So were a lot of the cigar- makers who struck for more.— Ed ) Christmas Chimes on the cash register! 1AY in your stock of Christmas- wrapped Prince -I Albert pound crystal glass humidors and be among those present at the quick-turnover- jubilee! For, just as sure as this classy package of pipe and cigarette packing makes a smoker's Merry Christmas merrier, so does it put a healthy holiday spirit into your cash register! In practically every national publication is the cheerful story of what joy Prince Albert hands out around the Yule log. That means that more folks are going to get hunched to the happy fact that the pound crystal glass P. A. humidor with its sponge mois- tener top, stretches the Christmas morning humor into a long spell of smoke satisfaction. Tog up your counter with these Prince Albert humidors all bedecked in holiday duds! Then give your customers the P. A.- for -Christmas - carol, and start bells ringing on a Christmas blizzard of quick turn- overs ! R. J. Reynold* Tobacco Co. Winston -Salem, N. C. /^ERHAPS it is pride-perhaps Y^y conscience - perhaps it is the C/ habit of 68 years -but cer- tainljr it is good business sense that determines us to keep Cinco unswervingly up to die same stanc^^d no matter how costs ^ up* Oiro EISENLOHR &- BROS, INCORPORATED PHILADELPHIA eSTABLISHEO I8SO coprwwMT OTTO eisinlom* (, e«os iKCjgit ^^^^^^^^^w ^ ^"^ ^^^^^Kl Vm9 "fGlSTERED IN U.S. WTENT Of FICE 2U THE TOBACCO WORLD ....■■■■■■■ I imiimn ' ' ■"""■""■"""" ■"" iiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiii ..■■■■■■imiMiiiiiimimiiiim miimmimmiimmm""' nmiimiiiimiuin Regi^er Your Brands AKECENT decision of the United States Supreme C^ourt in the case of the United Drug Company vs. Rectanus is of the utmost importance to those in- terested in the proper protection of trade-marks. The decision emphasizes the importance ot secur- iniT property right in trade-marks and the further pro- tection by individual State registration in the various States. . . .1 1 . .. The decision points out that it is the duty ot ever> manufacturer to investigate every market in the United States, to make proper search in the United states Patent Office and in the proper office in each State. Above all, the manufacturer is warned to make search in the trade papers, to discover adverse use ot the trade-mark if possible, before it is adopted In most cases the registrations oi brands and trade-marks in the various trade papers of the differ- ent industries far exceed those registered ^or Uiat trade or industrv in the United States Patent Office. The first place to apply for a title or trade-mark in the cigar, cigarette and tobacco industry is to the Tobacco Merchants' Association Registration Bureau, 5 Beekman Street, New York. This bureau re^presents a combination of the registration bureaus of the to- bacco trade papers, and is as near complete as it is humanlv possible to keep it. ^ All' sorts of difficulties and expenses m connection with titles and brands in the tobacco trade can, in most cases be avoided if use is made of the trade registra- tion bureau. CIGAR DEALER GIVES PREMIUMS M B Butler, Incorporated, 109 Falls Street, Ni- agara Falls, N. Y., wholesalers and retailers of cigars are premium users. In order to hasten the sales ot certain brands of cigars and other tobacco products thev offer, on a certain day, with certain brands ot ■ cigars, mostlv of their own make, a good cigar case or cigar cutter or cigar lighter with a purchase of five cigars. ^Vith larger purchases, a raincoat or some other useful premium is offered. Their premium plan has secured for them a large number of new customers and H. M. Smith, manager of the cigar department, reports that the premium is a wonderful trade stimulator. They propose to go after business through the medium of premium-givinj^ in a larger way than ever before, from this time on.— ''The Novel tv News.*' UNITED TO RAISE CIGARETTE PRICES Beginning November 17, except in New York, Bos- ton and Philadelphia, the price of packages of twenty in the following cigarettes ^v\W be raised by the United rigar Stores Companv to nineteen cents per package: 'Tamel'' ''Sweet Caporal,'' "Favorites,'' "London Sports,''' "Luckv Strike." "Piedmont," "Sovereign," "Chesterfield,"""Perfection" and "Relu." A. J. BENAIM DEAD A J Benaim died at his home, 435 West 123rd Street, New York Citv, on October 15. Mr. Benaim began 'to manufacture cigarettes in New York in ISfifi and was well and favorablv kno^vn in the cigar and cigarette trade for forty-five years. He retired from business about fifteen years ago. OFFICERS ELECTED BY SALESMEN Herman Goldwater, of the E. H. Gato Cigar Com- pany, was elected president of the Tobacco Salesnaen s Association at the annual meeting held m New York on Friday evening, November 7. The other officers elected were: First vice presi- dent, William Sam, of the General Cigar Company; second vice president, Albert Freeman, of S. J. Free- man & Sons ; financial secretary, Leo Rieders, ot Car- nel & Gustow; recording secretary, Joseph D. Uans, of Gans Brothers; treasurer, Joseph Freeman, of S. Goldberg & Company. , The board of directors will consist ot Josepli J. Ollendorff, of Havana-American (^ompany; Asa Lem- lein, of the E. H. Gato (1gar Company; Sidney J. Freeman, of S. J. Freeman & Sons; Leo M. Lehman, of Salvador Rodriquez and Joseph Martin, of Guerra, Diaz & Company. ,. -n. nvr Joseph J. Ollendorff and Joseph Dublon, ot E. M. Schwarz & Company, were elected delegates to the Tobacco Merchants' Association. MISSOURI MEERSCHAUMS FOR FRANCE The Missouri Meerschaum Company, of Washing- ton, Mo., recently shipped a solid carload of corn pipes to Paris, France, the pipes being directed to the Knights of Columbus, who will distribute them among the soldiers overseas.' The shipment amounted to more than a half million pipes. Placed end to end the stems of these pipes would reach in the neighborhood of one hundred miles, and tobacco enough to fill these pipes for one time would cost approximately $3780.— "West- ern Tobacco Jornal." TOBACCO PRODUCTS EMPLOYEES BALL The employees of the Tobacco Products Corpora- tion will hold their annual ball at the Palm Garden, East Fifty-eighth Street, near Fourth Avenue, on Thanksgiving Eve, Wednesday, Noveml)er 2C\ An en- tertainment will be a feature of the occasion, and J. Brown's Jazz Band will furnish the music. The pro- ceeds, which were given to the war fund a year ago, will be used to found a benevolent fund for the em- ployees. ^^ it i YOUR LITTLE WIFE Who plans to make your future bright Your little wife. Who cooks to tempt your appetite? Your little wife. AVho tells her women friends that you Are one grand husl)and through and through? Who's the best girl you ever knew? Your little wife. Who pats your cheeks when you get home? Your little wife. Who smoths the thin hair on your dome? Your little wife. Who looks at you, her bro^^Tl eyes clear, And, snuirdiug to you, extra near, Savs, "This is pay-dav, ain't it, dear?" Your little wife. — **Hussev's Little Traveler." Say You Saw It in The Tobacco World New Standard . *••-?■•*.. •»■ s>wa.m ■-rijtfi- *^% ts^. '*^»«G~ T*M »»A.,Fi,\ V ^^. Si^es 10c to 15c PRODUCT OF THE C. H. S. FACTORY Famous as Creators of Exceptional Cigar Values VAL ANTUONO TAMPA, FLA. THl TOBACCO WORLD THl TOBACCO WORLD 2B tllllllllllllM ,....., iiHiiiiiiiiiimitiii I ""» iiiiiiimiiiiiiimiiimnn"""""""""" mini mimn m ■■ i»ii»»i" hiiiii Miiiuimiiniiimnmi ■■ ■ w "" II M ■■ ■■— — » ■' " " , -- " ■■ ■■ — LEAF MARKET JOTTINGS -tm M ■■ ■ M ■■ t.. — • ■■ ■■ 1 IN Lancaster County it appears that the dove of peace has taken lodgings for a long stay, which it is to be hoped will not be disturbed. After holding back a little to consider the crop, the buyers flocked into the market and took about seventy per cent, or more of the 1919 crop. -By tlie time we go to press they expect to have the whole crop. York county was pretty well cleaned out by the 1st of November. Prices have ranged from sixteen to twenty cents tor wrappers, six cents for fillers and three or four cents for scrap. All sorts of crops, including inferior ones, have been snapped up. Among the big buyers were : Eisenlohr's ; Weill, ot Petersburg; United Cigar Stores; Bayuk Brothers; I. Lewis Cigar Company ; Bloch Brothers ; Lorillard, and American Sumatra. It is said that Bloch and Lorillard iiave been pay- ing eleven to twelve cents through. Local packers appear to have been slow in their purchases, and it does not appear probable that they will be able to acquire very considerable holdings. In view of the situation, a recent address by the secretary of the Lancaster County Tobacco Growers' Association, advocating the formation of packing com- panies bv the growers will be laid on the table for future consideration. It would seem to an outsider that tobacco, like many other products, calls for a di- vision of labor and a community of interest. The grower has other crops and interests. ^lost of them grow crops and market them, and are done with them, and a few more thousands in bank to in- vest in bonds and automobiles. The packing business and manufacturing business are beyond the growers' knowledge or experience, or capital resources. Anywav, when the buyers scoop up the whole crop at* a good price, there is no room for a kick or occasion for a combination. In the South the tobacco market is crowded, and prices are skv high and sailing toward the moon. Wit- ness a brief* item from the Planters' Warehouse, at Ayden, N. C, of a sale of 925 pounds of tobacco which sold for $939.84, prices ranging from 80 cents to $L20 a pound. At Winston-Salem a million and a half pounds sold for $823,2r)L40, or a fraction less than 54 cents a pound, and a couple of million more at 52 cents to 55 cents. The highest price ever paid on this market was when f)26 pounds sold for $633.50, an average of $L03 a pound. Up to November 4 the Winston-Salem market had sold about 22,000,000 pounds of tobacco. Last season the market sold 41,000,000 pounds, and con- servative estimates of this year's sales are from 33,000,000 to 36,000,000. Rocky Mount, N. C, has sold 14,000,000 pounds for an average of $47.26. Present prices average $62. Greenville, average, $60; Mt. Airy, $70. Richmond, Va., quotes a sale at $68.33; Danville, $57 a hundred; Drakes Branch, $40 to $55; Peters- burg reports heavy sales and best grades averaging $55 ; South Boston, average, $56 and over ; Lynchburg, darks predominating, averaged $21. Quotations : Lugs, common, $15 and $19— good, $18 and $22 ; short leaf, $18 to $25— good, $25 to $35 ; dapple, $20 to $37 ; wrap- pers, $30 to $37. In Wisconsin the situation was very similar to that in Pennsylvania. Most of the attractive binder leaf of the 1919 crop in the northern section was cleaned up in a week, and about fifty per cent, of the northern leaf. The greater proportion of the tobacco unsold is of a different type and some hail cut. Part of it was bought at eleven to fifteen cents. The better binder crop brought twenty-five cents to a high level of thirty- five cents for exceptional binder values. In southern Wisconsin the buyers and growers have had no difficulty in coming to terms. The prices have been attractive for the right kind of binders. Prices range from twenty-two and eight to twenty-six and eight on a number of reported sales. East of Edgerton, according to the ''Wisconsin Tobacco Re- porter," a number of crops were contracted for at twenty and five. North and Northwest at twenty-five, twenty-seven and up to thirty cents. MMM A few quotations are coming from the Connecticut Vallev. Five crops are reported sold recently for 40 cents *a pound, for a fine quality of leaf. Another crop was sold for 50 cents. The price of Connecticut-gro^^^l tobacco has advanced from 16 cents in 1909 to 44 cents in 1918, and this vear's average is estimated at 50 cents. The East Windsor Tobacco Growers' Associa- tion has sold one crop for 47V^ cents, another for 52 cents, and a third for 50 cents. The American Sumatra Tobacco Company has bought a score of tracts in Connecticut and Massa- chusetts, the property deeded amounting to over $200,000 in value. Growers of shade leaf from samples of a portion of the crops in the warehouses, pronounce this year s crop the best growTi in several years. They do not expect buving of the new crop on a large scale to start before the 1st of January, as buyers prefer to see the new crop in the bundle, when a definite price can he established. I 7Ae Universal Question "Answered TODAY, in more than a thousand fac- tories, cigar manufadlurers are answer- ing that big dollar question by operating The Universal Tobacco Stripping and Booking Machine About four thousand "Universals" in fad:o- ries using from one to four hundred each are cutting down costs and speeding-up pro- duction. Ask today fof a demonstration of the "Uni- versal'' in your factory and with your own tobacco. Catalogue and Price List on Request Universals save stock, save wages, save space. Universals increase production, quality and satisfaction. One Universal does the work of up to three hand-strippers. The Smooth stock, ready **for work", means 35 to 50 more cigars a day, from each man. Hand-stripping means loss through scrap. Uni- versal saves most of this scrap. Universal Tobacco Machine Company 79 Fifth Avenue, New York Factory, 98-104 Murray Street. Newark. N. ]. 24 THE TOBACCO WORLD Sf^y You Saw It in The Tobacco World 25 1111 .mm immiiiimiiimiiiii mn »■" '"" nm»"i"""" ■ ■ .i;;;;;;r.mm.. » .....»■■««■«■»" M.»ui....i.n..mM.m M I ■■ ■■ »» H ■■ W 11 M ■■■■■■ 11 p TRADE NOTES AND NOTICES. H. L. Judell & Company, 225 North Front Street, ►oaix Francisco, Cal., are placing some very attractive page and column advertisements of the "Watt Cigar in the California and Pacific Coast papers. San S Monday & Sons, of New York City, have pur- chased the interest of M. Balis, in the B. & A Cigar Factory, at 306 Cherry Street, Philadelphia. The fac- tory will continue to operate as the B. & A. Cigar Company. A new enterprise in this city, the Progressive Cigar Companv, Incorporated, has begun operations at 1207 Race Street. The capital stock is $100,000, and the company is composed of Max Lipshutz, Morris Cravis, A. Margolis and Samuel Craydor. R. P. Moncrieff, honorary statistician to the British Anti-Tobacco and, Anti-Narcotic League of j\Ianchester, England, savs that the nation that smokes perishes. According to that, all the nations are going to perish and the cranks will inherit the earth. According to the sales of revenue stamps in the Lancaster distr*ict, 20,655,341 cigars were manufac- tured in the citv and countv in October ; 19,673,480 m September, and 21,795,365 in August. The produc- tion of cigars selling for more than ten cents was far above the average. Rudolph Finzer, who died recently at Louisville, Kv., aged seventv-six years, was the last of five brothers who founded the Five Brothers factory, one of the largest factories south of the Ohio River when it was taken over by the American Tobacco Company about twelve years ago. The General Cigar Company, of New York, has acquired the factorv building in Cincinnati formerly occupied bv the Quality Cigar Company. The output of the factorv was about twenty-five million cigars a vear, and the production ^vill be augmented by several minions, devoted, it is said, to the production of ** White OwP' and ** Robert Burns'' cigars. The importations of licorice for the eight months of the calendar vear ending August 31 were 32,196,917 pounds, a gain of nearlv 11,000,000 pounds over the corresponding period in 1918, and 10,000,000 pounds over the same period in 1917. The price of the com- moditv has more than kept even w\\h the rise in all other articles of both imports and exports. The value of the ^^2.369.251 pounds imported in 1917 was onlv f!;944.173' while that of the 32.196,917 pounds brought into the countn^ durino" the eight months of this year reached a value of $2,755,640. An increased percentage of women workers is noted in New England tobacco warehouses, and they are said to average from $3.50 to $4 a day. The Parker-Gordon Cigar Company, announces a very large and rapid increase in the sale of Manila cigars in Kansas City and adjacent territory. A dispatch from Lancaster County as we go to press savs that farmers are refusing twenty-one and twenty-two cents, and are obtaining twenty-five cents for wrappers in many cases. The Burley Tobacco Company, of Cynthiana, Ky., has been organized ^vith a capital stock of $75,000. The officers are: President, Clarence Le Bus; vice- president, J. B. Berry; secretary and treasurer, B. R. Mvers. The X Cigar Company has been organized in Grand Rapids, Mich., with a capital stock of $100,000, by the former associates of the G. J. Johnson Cigar Companv. Tt is thought that they will act as distribu- tors of the brands of a lately organized consolidation. An exchange says that Frankel, Gerdts & Com- panv, of San Francisco, recently voluntarily accorded their cigarmakers the highest rate paid in the United States. The cigarmakers have asked for an addi- tional raise. Readers can make their own comments. The China-American Tobacco and Trading Com- panv, it is rumored, is planning to start two plants for the manufacture of cigarettes for the export trade, one in New York and the other in North Carolina. The companv is said to have an ample stock of tobacco on hand. The West Kentucky and Indiana Loose Leaf Ware- house Association has been organized at Hopkins^ ville, Kv., bv representatives of fiftv-six loose floors of the dark tobacco district, which includes^ the terri- tory between Green River and the Mississippi. The officers are: President. R. F. Cooper, TTopkinsville; secretarv-treasurer, C. B. Stafford. Clarksville, Tenn.: attomev, James Breathitt, Jr., TTopkinsville. One of the important features of the Seventh Na- tional Foreign Trade Convention, to be held at San Frnncisco, Cal., Mav 15-20. 1920, will be the world conference of American foreism traders, according i<^ nreliminarv announcements just mailed to American firms represented at previous conventions. Three spe- pial stonmors. chnrtered for the accommodation of delo- jrn t^s from nbrond. will be provided for the ports on the Pacific Oconn. Another steamer starting from New York, will go by way of the Panama Canal. John Ruskin & Flor de Nelba CIGARS Are Positively tlie Best at their Price They are big sellers and fast repeaters. A box or two on your showcase will increase your business. See Your Jobber Now. or Writ* Us I. Lewis Cigar Mfg. Co., Newark, N. J. Largest Independent Citfar Factory In the World For Gentlemen of Good Taste San Felice 2 for 15c Tbe Deisel-Weminer Co., UMA,0. '«!»»>■ "J V TS A CINCK FOR A LIVE. DEALER O PULL THE BEST TRADE HIS WAY ..«; ■:i~t GRAYELY'« CELEBRATED Chewin6 Plug. ■BEFORE THE INVENTION __ t>. OPOUR PATENT AIR-PROOF POUCH *"•= GRAVELY PLUS TOBACCO — :^^ MADE STRICTLY FOR ITS CHEWINQ QUALnV WOULD NOT KEEP FRESH IN THIS 8ECTIOK NOW THE PATENT POUCH KEEPS IT- FRESH ANP CLEAN AND 600Q A LITTLE CHEW OF GRAVELY IS ENOUOH AND LASTS LONGER THAN A BIO CHEW OF ORDINARY PLUG. -^ *y?^.9rave}vSbaacooCdQMvuuJ6L "MW^' |oi» PERFECT CIGARS SOLD EVERYWHERE— GOOD ANYWHERE 26 THE TOBACCO WORLD Say You Saw It in The Tobacco World 27 iiiiiiMiiiiiiiiii iiimiiiiiiiiiiiiimi'm"""""" " ' 1 315 209. Mouthpiece for Cigars. Angelo Cascia, ' '" * New York, N. Y., patentee. A mouthpiece for cigars, composed of a combina- tion of a cap of porous composition conforaung witli and adapted to envelop the end of a cigar and adapted to be permanently affixed to the end of a cigar and containing as an ingredient a substance so uble fo heat and moisture, with a rearward perforation tor passage of smoke and means for affixing mouthpiece to a cigar. 1 315 838. Cigarette Maker. Charles E. Hopkins, ' ' Washington, D. C, patentee. In a cigarette-forming device a barrel having a closed end provided with an opening, a packmg tube in the barrel designed to have arranged there around a paper cartridge, one end of which being bent in- ward over the end of the packing tube, means for lock- ing the packing tube to the barrel, a rod arranged cen- trally through the packing tube and passing through the closed end of the barrel, said rod having is outei end headed, and means for locking the rod to the ba - rel when the head thereof has been brought into tlie tube a predetermined distance. 1 315 9>5 Machine for Waxing Sheets of Cigarette ' Paper. Georges Gascard, Paris, France, patentee. A machine for waxing sheets of cigarette paper, comprising a rotary cylinder, a blanket of yielding material adapted to convey the sheet to be waxed and provide a vielding supporting surface behind the lat- ter during the waxing operation, and waxing rollers ,adiustably mounted and rotating with a peripheral vel- ocity greater than that of the said cylinder and exer- ercising friction on the sheet of paper and simultane- ously applying the wax. 1 31G 054. Tobacco Machine. John 0. Morris, Wash- ' iiigton, D. C, patentee. Patent assigned to Acme Stripping & Booking Machine Company, iNew York, N. Y. In an apparatus of the character described, m combination, a stemming mechanism comprising a stripping device and stem gripper mechanism adapted to reciprocate toward and from the stripping device, a stem-butting mechanism operating s\nichronously with said stemming mechanism, comprising a rotatable butting member mountcHl to reciprocate toward and from the material to be butted, means to hold the ma- terial in butting position and means for automatically transferring the butted material to the stenumng mechanism. 1,318,770. CiGAR-AV rapper ( uttkr and Rolling Table. Bernard Liberman, Philadelphia, Pa., patentee. In a cigar-wrapper cutter and rolling tjible, the combination of a vertically movable die, means for.a- ing a suction chamber and a valve associated there- with, means for simultaneously actuating the die and the valve comprising an o])erating member and con- necting mechanism and adjustable means connected therewith for regulating the range of movement of the valve relatively to the die. 3,318,777. Means for Bunching Cigars. Bernard Liberman, Philadelphia, Pa., patentee. In combination with a bunching table and a bunch- ing apron substantially parallel strips flanking the apron and adjustably secured to the table and having extensions projecting into the bunching pocket, each strip and extension having a straight and continuous upper outer margin. 1,316,056. Tobacco Cutter. James H. Otto, Beeler, ' and Edward C. Young, Wallace, Idaho, patentees. In a tobacco cutter the combination with a base provided with a chambered enlargement, the chamber of which being adapted to receive water or the like, guides rising upwardly from the end walls of the chani- ber, members secured to the upper faces of the longi- tudinal walls of the chamber and having spaced wiping jaws, thereby providing a slot for the reception ot a severing member. 1,316,3-43. Smokers' Implement. Frank P. Williams, Detroit, Mich., patentee. A smokers' implement comprising a pair of semi- tubular members in telescopic relation in which the half tubes may lie together or one be inverted to form a closed tube^ one of which is provided with a neck and the other of which has a capped end, the said neck serving to hold a smoke-holder. 1,316,371. Cigar-Bunching Machine. Bernard Lib- erman, Philadelphia, Pa., patentee. In combination with a bunching table an apron, parallel forming strips adjustably secured to the table and flanking the apron, and having surfaces inclined from their outer margins downward toward their inner margins to a line flush with the apron and forming in combination with the apron a continuous rolling sur- face. 1,317,223. Cigarette and Cigar Case. Frederick S. Russell, Glasgow, Scotland, patentee. A cigarette and cigar case, including two half sections hinged together, a cigarette-canning frame for one section, such cigarette frame being pivoted to the section, so as to be mounted for rocking motion and a resilient band having its ends secured to the sides of such section and extending above the pivots. 1,316,472. Combined Stem, Pipe and Cigar Holder. John Adams and Benno Schaeff er, Hoboken, N. J., patentees. . In combination, a pipe stem having a tapering end, a mouthpiece provided with an elongated, threaded tapering portion, a tapering cylindrical sleeve having flaring hollow portions formed at the ends thereof, the inner portion of the cylindrical sleeve beyond its cen- ter short and threaded for the reception of the tapered portions of the mouthpiece on one side of its center and of said stem on the opposite side of its center. 1,316,8.30. Cigarette-Making Machine. James G. Chalmers, Vancouver, British Columbia, pat- entee. 3 i 1 In a cigarette-making machine, a casing adaptiMl to contain a packet of cigarette papers and divided thereby into two compartments, the rear one of which forms a container for tobacco, a longitudinally mov- able apron connected within the front compartment, one end of which is adapted to be laid on top of said packet to receive a flat paper on which tobacco is ae- posited by the inversion of the machine. 1,317,349. Cigar Container. Lawrence L. Campbell, Pretty Rock, N. D., patentee. In a container, the combination with a container body for the reception of tiers of cigars, a plurality of pliable connections between one end of the container body and the cigars of one tier, each connection being individually connected to a cigar, by which it may be moved without disturbing or injuring the wrapper of the adjacent cigar. [Full details and specifications of the foregoing patents may be had by addressing The Commissioner of Patents, Washington, D. C, and enclosing five cents for each. In ordering give number of patent onlv.] Tobacco Shipments Handled to all Parts of the World Warehouse with Railroad Sid- inK for Storage at Seaboard saves initial cartage J. W. CONKLIN One Broadway, New York City TADEMA HAVANA CIGAR8 Argiiellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad 120 NEW YORK FLORIDA HAVANA Cork Bobbins Cork Tips BOUCHER CORK & MACHINE COMPANY, Inc. 216 WEST 18TH STREET NEW YORK Antonio OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS Make tobacco meUow and smooth in character and impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZES. BOX FLAVORS. PASTE SWEETENERS FRIES & BRO., 92 Reade Street. Ne>v York This isthe iPe EXCLUSIVE PROCESS ....UNION MADE.... Patterson Bros. Tobacco Co., Tr. RICHMOND. VlRGiNiA IF YOUR DEALER DOES HANDLE THEM. WR»TE NOT \ OS / Superb Havana Cigars Cleopatra MADE IN TAIWPA, FLA 28 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 29 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA °*'* ""nal'^es Havana Leaf Tobacco B*peclalldad Tabaeo* Finos de Vudta Abajo Partido 7 Vuelta Arriba SAN MIGUEL 160 HABANA. CUBA E. Rosenwald (EL Dro. 145 WATER STREET NE.W YORI* THE YORK TOBACCO CO. Z^:^"- LEAF TOBACCO Oai«« and W«rehoa»«. 19 Ea«t Clark Ayvoii*. YOES. TA. MANUFACTURERS OF CIGAR SCRAP TOBACCO I nArrENDURGH CBL SONS SlUALITY HAVANA Neptorio fe. H.vn.. Cub. - ftS »road St.. Boston, M.«*. Advertise Your Brands in The Tobacco World K. STRAUS & CO. Iapoft«f« of HAVANA AND SUMATRA And Psokan of LEAF TOBACCO 301. 303, 305 and 307 N. Third St.. Philadelphia L0EB-NU5iEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306 NO. THIRD STREET, PHILADELPHIA New Express Packing Rules CIGAR manufacturers and jobbers will be interested to learn that effective December 10th, new express packing rules will radically change many of the pre- vious regulations for preparing shipments for move- ment by express. The new requirements have just been approved by the United States Railroad Administration, for which the American Railway Express Company acts as agent. . Among the chief features of the new requirements is the rule which will make it necessary for shippers to use containers of a wood or fibreboard, pulpboard or corrugated strawboard of a specified test strength for all shipments over twenty-five pounds. This means that hereafter paper-wrappmg wdl only be permitted for packages up to the twenty-five l)Ound limit. Shippers who wish to acquaint themselves with the new express regulations are requested to study Supplement No. 5 to Express Classification No. 26, m which these rules are embodied, and copies of which may be secured at any express office. A GREAT TESTIMONIAL! The other dav the publisher of a trade paper here in Philadelphia opened a letter and found enclosed a check made payable to him personally. The letter ac- companying the check stated that the company had just ended its fiscal year and had given bonuses to all its employees. They felt that there was no one more deserving of a bonus than the editor of a trade paper. For what he had done and for what he was trymg to do, thev enclosed their check as a token of their goodwill and appreciation. The check was drawn for $1000. ^^____ The Dittgen Paper Goods Company, of Cincin- nati, are making a great struggle to fill their custom- ers' orders despite many difficulties that they are ex- periencing in securing raw materials. Aaron Straus, president of Celestino Vega & Com- panv, mourns the fact that lack of production keeps the unfilled order file in a bloated condition. Well, the mark of a good firm these days seems to be a daily batch of telegrams crying for cigars. Revised figures of the Dominican tobacco crop show a decrease, according to consular reports. Tho low vield is due to long dry spells, so that the crop will be under the average in quantity and quality. The bulk of the crop will bring very low- prices. The Bradlev-Preston Tobacco Company of Louis- ville, Kv., has been incorporated with a capital stock of $50,000. The concern will engage in the manufac- ture of tobacco. The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United SUtes. G. O. TUCK & CO. INTERNATIONAL PLANTERS CORPORATION 280 'BROADWJiY : ; .* f^^^ YORK, N. Y. Your Inquiry for Sample and Prices Solicited. AH Kinds in any Quantity. HE'S THE OLD RELIABLE GRAND old "Bull". He's the best there is. He sold over 300,000,000 bags last year. You know genuine "Bull" Durham — never an enemy; millions of friends. Genuine "Bull" Durham tobacco— you can roll fifty-thrifty smokes from one bag. That's some inducement^ now^adays. H GENUINE BUU'DURHAM TOBACCO © /p Ouaranteed "by INCOI»»«"»''««> You pipe smokers, mix a little "BULL"' DURHAM with your favorite tobacco. It's like sugar in your coffee. 30 Say You Saw It in The Tobacco World May Advertise to Consumer Washington, D C. Keports just received at tlie Department of Com- merce state that, in order permanently to establish Philippine cigars on the American market, the Philip- pine tobacco manufacturers' associations are urging the bureau of internal revenue of the island to start a national consumer's campaign m the United btates under the auspices of the insular government. For QYQvy shipment of 1000 cigars to the United States, the Philippine exporter pays a tax of 30 cen- tavos (15 cents). When the law providing for this collection was passed, it was with the understanding that when a sufficient amount had been collected it was to be used for the advertising of P^iliPP]^^,^, ^^^^^^^ in the United States. Now that the sum of $150 OUU has been collected it is thought best that it should be utilized for the purpose for which it was originally intended. Mr and Mrs. Jacob Levy announce the birth of a daughter on October 20th. Mr. Levy has an im- portant position with the Metropolitan Tobacco Com- pany, 22-34 Fourth Avenue, New York. Louis H. Opperman has sold his retail cigar busi- ness at Johnstown, Pa., and will continue in business as a wholesale cigar and tobacco dealer. His new headquarters will be on Washington Street. John Theopolis of Pottsville, Pa., and J. Steck- roth former salesman for the Seranton Tobacco Com- panv, have organized the Pottsville Tobacco Company and' will wholesale cigars, tobacco and cigarettes. The TTarriffan-Penrose Cigar Company, Inc., of Buffalo, N. Y., has been dissolved. Mr. Penrose has acquired the interests of the other stockholders and the business will be continued under the name of James J. Penrose, with headquarters at 931 Main Street. LITIIOGKAriIER'8 SUPPLIES BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS,, 438-448 W. 37th St., New York City • »»-^l»-^M— »■ ■■ tl^— — -II M.^— «■ M ■■ ■■ «■ »— -■■.^— ■■ ■■ **^ -••— ".j. IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters New York City 50 Union Square .» — «,^— «— «»^— ■— — t- — «t » ■■ n^— »- E. H. GaXO CIGMR COMPANY FOR FORTY YEARS THE STANDARD By Which CLmt Hati^ Cican Ar« Jud— d Write for Open Tarritorr Factory: Key We«t. Fla. New York Office; 20S W. Broadwar -^-j4 Free! Free! SAMPLES Ask and You Will ReceiTO ....FIFTH AVENUE.... A Union Made Cisarette of Quality lOc FOR PACKAGE o£ 10 Mouthpiece. Cotk or Plain Tip Iv% ^r • 1 IlMD 135 Grand Street . B. Krinsky, Wir. n.w York LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS., - . - - U. S. A. The Standards of America Lorillard's Snuff , : E.t. 1760 Rail RoadMills Snuff, E«t. 1825 Gail & Ax's Snuff, : Est. 1851 ALL OF THE OLD ORIGINAL Maccoboys — 'R^appees — High Toasts Strong, Salt, SWeet and Plain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Fifth Ave., New York Your Prospective Customers fcftf listed in our Catalog of 99% guaranteed Mailing Lists, It also contains vital sucrgestions how to advertise and sell profitably by mail. Couuci and prictj riven on 9000 diflPer- ant national Lists, covering all classes; tor instance, Farmers Noodle Mfrs., Hardware Dirs., Zinc Mines, etc. This 'valu- able Reference Book free. Write for it. 50)i Saves Dollars on Your Purchases C«t MTeral quctationi on what you buy. It will save many dollars. ir«r V\c (ctAu nt tramped ""• «»••" •<^nH a '^w names o* manii'a'>'"'''^r*, lobbers, dealers, or individuals who sell what you want to buy. Ross-Goulcf Lis-i-s STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufaaured exclusively by Hey wood, Strasser & Voigt Litho. Co. 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality SELLING AGENTS ADOLPH FRANKAU & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCuUou^h & Co., Inc. - - Manila. P. I. B. B. B. Co. (Canada) Ltd. ... Montreal J. W. Streider Co Boston. Mass. THE MOEHLE LITHOGRAPHIC CO. ^lEAR LABELS AND CLARENDON Imu EAS^ 37^*^51. BROOKLYN, N.Y. BRANCM OFFICE 170 WEST RANDOLPH St. CMICAGCILL. OSCAR PASBACM.Pf J. A.VOICE.Sccv. ft GeNL. Manager ili>:W^;t^V.i{||>V.Hg^ -^LITHOGRAPHING CO. inc. ^ l^T !lTKl©©m^PIHIIl]ai 25"!^^ St.Cor. of IlT*:^AvE. NEW YORK CIGAR LABELS -CIGAR BANDS CIGAR BOX LABELS BANDS AND ADVERTISING GARRETT H. SMITH, {^.^-".^r.""- COMPAMA LITOGRAFICA DE LA HABANA Fineat Imported Ci»«r Banck and I al>eU. Also GUMLES6 Band* NEW YORK OFHCE (Phone. Stuyve.ant 7476); 50 Union Square - •• ~—.«•. PERFECT LITHOGRAPHY CIGAR LABELS CIGAR BANDS AMERICAN BOX SUPPLY COMPANY 383 Monroe Avenue Detroit, Mich. Exclusive Selling Agents For CALVERT LITHOGRAPHING COMPANY MANOrACTURER OF AlL KINDS OF ■ r ^-t »*-f!ij'i 22nd St. and Second Ave., NEW YORK Cigar Box Labels / AND TRIMMINGS. ■ li rf f I ■ t^^^^^^^,^^^ riHICAOO, 105 WK8T NONROU STRJBIET, L<»riS O. CAVA, Mrf. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the prevailing liijjh cost an. OF OUR PATENT AIR-PROOF POUCH »r;^g GRAVELY PLUG TOBACCO MADE STRICTLY FOR ITS CHEWING QUALrTv' WOULD NOT KEEP FRESH IN THIS SCCTION. NOW THE PATENT POUCH KEEPS IT, FRESH ANP CLEAN AND OOOQ A LITTLE CHEW OF GRAVELY IS ENQUOH AND LASTS LONGER THAN A BIO CHCW OF ORDINARY PLUG. '-^^ Say You Saw It in The Tobacco World ♦• mU ■■ ■■ ■»- -■■-^■l— «■ ■ "F ADVERTISING! WHAT IT DOES Advertising: Discounts Compels and Anticipates Advertising-: Creates Strengtliens and Developes Advertising : Insures Saves anecretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK, Wheeling. W Va^ viw-PrtJideSt fejJs^^S^^i^Vil^J^^ TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF V.V VJAilPreiidcm ilE^M AN GOLD WATER ;•;;. V.V.V.ind Vicl^rrsid^m LEO LEHMAN Treasurer JOSEPH FREEMAN .•••,;*"Vt'*'*v* "i:"^:;- Secretary LEO RIEDERS. 200 West 118th St.. New York City secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE GEORGE W. RICH vice-pJeaideSt SIDNEY GOLDBERG ^ ..Treasurer K. L. ULNICK U-'v-i; ■'.'...Secretary WAX MILLER, 135 Broadway. New York ••••••••••;••"'';;;„ M*«ttnc 4th Tueaday of .ach month at Hotel McAlpin •It. — » — ..-^..- -«■ ,»— «».^— «»- -♦ CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. — »— »«- BUSTXKSS OPPORTUNITY CIG \R SALESMAN with broad experience and following among the trade wishes to connect with manufacturer, preferably Xew York or Pennsylvania, where his knowledge is appreciated. is willing to invest if increased working capital is required. Address P.ox 318, care of "Tobacco World." FOR SALE FOR S\LE— STRIPPED HAVANA PACKED IN BARRELS. Send for sample, compare same with the imported, and note the enormous saving in price. Max Rosenfield & Company, P. O. Box 945, Hartford, Conn. FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. Also Vuelta shorts, of the finest quality. Edwin Alexander & Co., 178 Water Street, New York City. CIG^R MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania BrOadleaf to our packing, and can sup- plv your wants, some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co.. Penna. "Packer of Tobacco since 1870." FOREMAN WANTED W WTLD— EXPERIENCED CIGAR FOREMAN FOR XEW JERSEY State qualifications and experience. Also experi- enced packer foreman. Address Box 322. care of "Tobacco W orld. WANTED WANTED- CIGAR BANDS IN JOB LOTS. Prices must be close. Glenn Cigar Company, Red Lion, Pa. W\NTED— TO BUY THE OUTPUT OF A FACTORY in ^ Pennsylvania making from 25,000 to 100^ Class A cigars weekly Will pay good profit. Address Box 320. care of Tobacco World." WILL BUY LARGE SIZE IRON MOLD PRESSES. Give par-^ ticulars and price. Address Box 317, care of "Tobacco World. TOBACCO STEMS. CUTTINGS, SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. i i „ m v J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, N. Y. MANUFACTURER in the market for quantity of cheroot molds No. 4049. Write Box 321, care of "Tobacco World." The Tobacco World n Established 1881 : Volume 39 December i, 1919 No 23 TOBACCO WORLD CORPORATION Publishers Hobart Bishop llankins. Preaident H. H. Pakradooni, Treasure}- William S. Watson. Secretary Published on the 1st and 15th of each month at 236 Chestnut Street, Philadelphia, Pa. Entered as second-class mall matter. December 22. ISOS'/^ ^'^^^ Post Office. Philadelphia, Pa., under the Act of March 3. 18. »• IM:P-E: United States. Cuba and Philippine Islands. J2.00 a year. Canadian and foreign. $3.50. Say Tou Saw It in The Tobacco Wobld Back to the desk after lunch Light a Lucky Strike cigarette — the red Burley cigarette. The flavor of the Burley tobacco is developed and enriched by toasting. LUCKY STRIKE CI03rCttC^ '^'^^^^^^^^- Try the O , J^ real Burley cigarette. Buttered toast has fla- vor because it's toast- ed. Same with Lucky Strike Cigarette. Ifs toasted Open your package this © /J Guaranteed try ^I^JL/' Jri^AJLn^VCCl^t/K^ C^^ • NC o(»»on.^Tco Say You Saw It in Thb Tobacco World I OF ALL DESCRIPTIONS PACKERS EXPORTERS DEALERS IMPORTERS OUR OWN DOTAESTIC AND FOREIGN PACKING PLANTS ENABLE US TO AVEET ALL REQUIRETAENTS. INCORPORATED 21 EAST4-OTH STREET He OJ YORK CITY 3c^ TOPIC HAVANA CIGARS 10 cents and up o CABLE ADDRESS = REPUBACCO.N.Y. ^ J^3 ^^2Q ic ""•-N'** nt, Charles B. Witt- 'ock; treasurer, (Jeorge E. Engel; secretary, AVni. S. ^H)l(lenberg. Following an attack of ])neumonia the voungest son of R. T. Tanner died last week. The bov'was two and a half years old. Mr. Tanner, who is advertisinir manager of ''Tobacco," is widely and favorablv known 111 the trade, and his many friends s\Tiipathize with both Mrs. Tanner and himself over their loss. THE TOBAOGO WORLD l» M ■■ H^— »^— «■- -M^^CI ■■ ■« H^— ■« ■■- NOTES AND COMMENT f " — " The Farmers' Warehouse will be sold on Decem- ber 6, at noon, at Danville, \^a., at public auction, on the premises, Union and High streets, Danville, Va. The Marshall-Brown C'ompany has been estab- lished at Duluth, Minn., as wholesale jobbers of cigars and tobacco. Mr. Marshall has retired from the retad trade, and Mr. Brown is a widely known Minnesota cigar salesman. At the annual meeting of the Hopkinsville, Ky., Tobacco Board of Trade, the following officers were elected: President, L. B. Cornetts; vice president, J. T. Thomas; secretary-treasurer, H. H. Abernathy. R. E. Cooper and T.'l>. Fairleigh were appointed a committee to go to Washington to protest against the ])resent internal revenue regulations pertaining to handling tobacco. The F. & K. Soter Company, cigarette manufac- turers, have removed to 309 Canal Street, New York, into larger and more convenient quarters, increased business making additional machinery and more space a pressing necessity. The Soter brands of cigarettes have gained a considerable and growing trade in En rope. The dance and entertainment held by the Tobacco Products (\)m])any at the Palm Garden in New^ York City on Thanksgiving evening was an innnense success. Anioiig the boxholdeis were: President Dixon, Vice Presidents Ellis, :\IcT\ittrick, Falk and Hoffman, other ofticials of the company and invited giiests from other l)rominent companies. The vaudeville entertainment was furnished bv B. F. Keith. The loose leaf warelumse at i^>owling Green, Ky., will be opened to receive tobacco on December 1, and sales will open on December 3. The American ( "ut l\*ate Tobacco Stores, with a ca})ital stock of s|^*JO,()00, divided into shares of a par value of $1 each, has hied articles of incor]U)ration at Louisville, Kv. The R. J. Reynolds Tol)acco Company will issue 100,000 shares of preferred stock at i)ar, on January 1, 1920. Rights to subscribe in ratio of one share o^ ])ref erred for each two shares of common or Class B common have been issued to stockholders of recoi-d on November 21, 1919. Wi^H^M—M— «'—••— ^'^ .«»— ,^^^tt— -^||«^M.^«..^.y The ''Coraz.o'' Cigar Company, of Stoughton, AVis., have rented the upper floors oip the Wigginhorn Building, at Watertown, and will begin at once the manufacture of cigars at that place. Lincohi Brothers, the Planco Cigar Company and W. K. Gresh & Sons have opened new factories in Reading, Pa. The hrm of llalpern cS: AValter, of Philadelphia, manufacturers of the "Lexie'^ and '^Edmund Halley'^ cigars, has dissolved, Mr. llalpern having purchased Mr. AValter's interest. It is understood that Mr. Hal- pern will continue the business and manufacture the same brands, and that :Mr. Leo P. \Valter will engage also in the manufacture of cijjars, further notice oi which will be given. L. H. Nolt cV: (^ompany, of Rohrerstown, Pa., have opened an additional packing plant at 426 North Mar- ket Street, Lancaster, Pa. John B. Withers, of the sales staff of the Ameri- can Tobacco Company, has resigned to establish a jol)- ])ing business at Atlanta, Ga., under the firm name of .Tohn B. Withers & Company, for the sale of cigars, cigarettes and tobaccos. Hlias Bach & Son have occu])ied their newly estal)- lished general offices at 130-132 Water Street, New York City, in the most important cigar leaf center of the citv. Richard J. Revnolds, of Winston-Salem, N. C., left an estate valued at $17,119,439, according to an iu- ventorv filed on November 18. The State will receive an inheritance tax of more than a half million dollars. A dispatch from Kansas City states that officials of The American Tobacco Company have decided to establish a branch cigarette factory in that city -vvith an output of 2,500,000 cigarettes daily. Negotiations are in progress for a building 100 by 300 feet, in whicli will be employed 1500 operatives. An American concern is said to have complete(l ])lans for the manufacture of cigarettes near London. This firm is said to have holdings of Macedonian to- bacco valued at $4,000,000. Because the district where the tobacco is groAvn is no longer governed by^ the Turks it is said that the organization will substitu ''Grecian" for the word ''Turkish.'' tuto Owing to the increased demand for cigar maim- facturing equipment, particularly in the line of me- chanical devices, Miller, DuBnd & Peters of Cincin- nati, Ohio, are prepai-ing for the enlargement of their plant and operations will begin early in the Spring. This extension of their plant is made absolutely neces- Ff\rv bv the continuallv increasincr volume of business. THE TOBACCO WORLD i Miiiniiiiiiiiiiiininiimnmniiii„|,„„„„„ """"""""""""'^""""""""""""" ' """"■" iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii DO YOU SELL PLAYING CARDS? By Frank Farrington (All Rights Reserved) THERE used to be such a thing as a 10-cent pack of playmg cards, but you can^t find them now with the war tax pretty nearly that much per pack You can buy playing cards for about $2.25 a pack, but that IS practically the limit in a standard card. Taking one town with another, you will probably find "Steam- boat'' cards retailing for 25 cents o.r more. "Bicycles'- for around 50 cents, and "Congress" at 75 cents. So you see, a sale of a pack of playing cards is no longer a dime proposition, and if it is a good pack, the sale is worth while. There are some good reasons why a cigar store should carry a stock of these cards. For one thing, niost smokers play cards and are possible purchasers of the goods. For another thing, a stock of cards need not amount to more than three or four dozen cards, or even less, if you are located near a jobber carrying them. And, then, by displaying the cards vou put a self -selling item of stock before your trade. The ',ards take up very little room and they will be boughi in quantities sufficient to make their sale profitable without any effort on your own part. Experienced card players like a new "deck" of cards when they sit down to a game, and whether the price is 25 cents or 10 cents or a dollar is not so sig- nificant, especially if there is a "kitty" to pay for the cards. When a couple of fellows come in for cigars on their way to a card game, if thev see the cards, they say ' ' Let 's take along a pack of cards. ' ' When a man comes in to buy cigars in prepara- tion for a party where he and his friends are to play cards, he is very likely to find he needs some new cards. In this connection, if a customer intimates that he is preparing for a card party, the salesman ought to give him a chance to buy cards for the event. A small permanent sign may be made to hang un- der the window, outside, or in some other conspicuous place where it will ser\'e as a constant reminder that you sell the goods. This sign need read nothing more than PLAYING CARDS and if you have one or two similar signs to. hang inside 11 1"":^ ^^""^ ''^'^^ remind more than an occasional caller of the fact that you sell cards. Of course, buyers of pkying cards want packs that have never been opened. You must be able to hand them out with seals unbroken. This means that you should have a sample pack or samples of the cards ot various qualities in order to be able to show the goods without opening a pack. There is every advantage in carrying the well- kno\vn brands that mil be accepted bv all card players without any investigation of the quality. If you stock some brands that are not of kno^vn quality standard, nust because you can buy them a little cheaper, you will hnd that the saving in first cost is more than made up in the cost of seUing, the loss through opening pack- ages to show the cards and the time spent and the salesmanship needed. The manufacturers of the cards will supply vou with samples, and they will be able to give vou display helps and show cards and other advertising matter to help push the line. In arranging to keep your stock of cards small, so as no.t to involve an unnecessar\^ investment, don't try to get along with a single dozeii of a brand, or less than tliat. If you buy one dozen onlv of each grade you soon have less than a dozen, and then when you have a customer wlio wants to buv a dozen packs, and there are many such sales, you will not be able to make the sale. Carry stock enough so vou alwavs have a full dozen m reserv^e of at least the 25 and 50 cent qualities. You will find it will interest customers in vour ])hiying cards if you will displav a frame or a card of niounted samples, showing the various backs in stock in any quality earned. Many a ])ack of ciirds has been sold .lust because the fancy back appealed to a player who believed in the luck of certain backs or who liked the picture sho^\Ti. Display vour cards and handle tliem intelligently, advertising them vrith signs etc and you vAW find them a verv jirofitable side line' New Ocean Freight Rates Announced Washington, 1). C. New ocean freight rates on tobacco and tobacco products from North Atlantic ports have just been announced by the Emergency Fleet Conioration for the United States Shipping Board. These rates cover freight to (group one), Lisbon and Oporto; (groun two), Bilboa and Cadiz, and (group three), Spanish ports, Gibraltar to Barcelona, inclusive. Cigarettes — group one, 90 cents per cubic foot ; group two, $1.00 per cubic foot; group three, $1.05 per cubic foot. rinmanufactured tobacco in bales or hogsheads- group one, $2.85 per hundred pounds ; group two, $3.00 ])er hundred i)ounds; group three, $3.15 per hundred pounds. Special rates will be quoted upon application to the Emergency Fleet CoqM>.ration on tobacco not other- wise specified. The minimum charge on anv one bill of lading will be $7.50. 10 THE TOBACCO WORLD THE TOBACCO WORLD 11 Interesting Statistics From The "Show Me" State By A. T. Edmonston Jefferso-ii City, Mo., November 19. MlSSUUKl tobacco factories, large and small, lo- cated ill St. Louis, Kansas City, St. Joseph, Springfield, Cape Girardeau, Sedalia, Ste. Genevieve, Joplin, Brunswick, and other cities, in 1918 turned out plug and twist chewing and several varieties of smok- ing tobacco, stogies and cigarettes, with a linal whole- sale and tax-paid worth of $31,873,031, and there through broke all previous records for this State in this respect, declares a Bureau of Labor Statistics bulletin issued today under the direction of Labor Commissioner William H. Lewis. The value of Mis- souri's outut, 1918, is not included in the total which is given. That industry will be considered in a future bulletin. The worth of chewing and smoking tobacco turned out by St. Lo.uis factories in 1918 alone reached the high total of $4-1,673,376, all federal and other taxes paid. For vears St. Louis has held first rank among all cities of the world for quantity, quality and total worth of chewing tobacco manufactured and sold an- nually, and there is no reason to believe that this city lost its prestige in this respect during 1918. The effect of the World-war on Missouri's to- bacco manufacturing is revealed by the fact that the 1914 output of plug and other forms of chewing to- bacco had an aggregate tax-paid worth of $31,063,327 ; that of the year 1917, $37,586,625; and now comes the 1918 record-breaking to-tal value of $41,873,032. In 1914 the capital invested in the industry in Missouri, including stock on hand, totaled $6,411,591; in 1917, $7,757,750, and in 1918, $8,957,145. The close of the year 1918, announces the Bureau of Labor Statistics bulletin, found more women em- ployed in the industry and fewer men than in 1914. The places of the men the 1917 and 1918 war drafts took from the business were readily and quickly filled bv members of the other sex, who, in short order, indi- cated through their activities and adaptability they could do the w^ork .inst as well. Each year since 1915 has seen the number of women and girls employed in the industiy in Missouri increase as the following com- pilation which includes the management, office, sales and all other forces, promulgates: Total salaried employes and wage earners 1914, 3532, coaisisting of 2018 ineii and youths, and 1514 women and girls. Total salaried employes and wage earners 191."), 3351, consisting of 2132 men and youths, and 1219 women and girls. Total salaried employes and wage earners 1916, 3420, consisting of 2159 men and youths, and 1261 women and girls. Total salaried employes 1917, 3628, consisting of 2089 men and youths, and 1539 women and girls. Total salaried employes and wage earners 1918, 4260, consisting of 2121 men and youths, and 2139 women and girls. For the wage earners there was a 30 per cent, in- crease in weeklv earnings 1918 over 1917, and 10 per cent. 1916 over 1915. The daily time 1918 averaged nine hours, and the weekly fifty hours. To manufacture chewing and smoking tobacco with a 1918 worth of $41,873,031, it took raw tobacco and other materials and supplies \vith an aggregate value of $23,490,753. The disbursements that year for salaries and w^ages totaled $3,603,172, and for rent, in- surance and city. State, federal, and all other taxes, $9,044,568. Miscellaneous expenses, the same year, aggregated $402,065. In 1917, Missouri tobacco factories, to manufac- ture 78,251,294 pounds of ])lug and twist chewing to- bacco, consumed 43,634,448 pounds of stemmed and vm stemmed leaf tobacco and stems and scraps, 15,136,- 318 pounds of licorice, 10,781,743 pounds of that now scarce commodity, sugar, and 5,202,818 pounds of mis- cellaneous ingredients. The 1918 production, a little lower than that of 1917, consumed nearly the same (;uantities of raw materials and supplies. Important Express Packing Rules Effective Dec. 10th NEW express packing rules, similar to those re- quired for freight movement on the railroads, will go into effect on December 10, and express shippers are requested to prepare themselves for the new stand- ards. The new^ packing requirements, which were re- centlv approved by the United States Railroad Admin- istration, were formulated to provide additional safe- guards for merchandise sent by express. Heretofore, shippers have been using all sorts of containers for express packages, but the new rules are expected to make the regulations uniform and thus provide busi- ness concerns with an even more reliable and speedy service. Preparations are being made at local offices of the American Railway Express Company, which is the agent of the Government in handling the express busi- ness of the entire country, to put the new rules into effect on December 10, and to require a strict adherence to them thereafter. The express officials expect that in this way shippers will be induced to pay greater at- tention to their packing methods and to turn their business over to the carrier substantially packed anfl clearly marked, so that, ^^^th reasonable care on the part of expressmen, all traffic can be handled rapidly and with fewer chances of loss or damage in transit. The rules, recently promulgated, will not permit the use of paper wrapping for packages over twenty - five pounds, nor of ordinar>^ paper boxes, wrapped or unwrapped, when the weight of the package is over that limit. For shipments over twenty-five pounds, wooden containers, or containers of hbreboard, pulp- l.oard or corrupated strawboard material are required. The cartons must be made of materials of specified 'Hest strengths," similar to those required for the freight service, and the containers must bear the stamp of the manufacturers certifying that the material used IS of strength required for the weight of the shipment carried in it, as called for in the rules. The express regulations, though modeled on those tor freight movement, permit a wider latitude in the size of the carton used, and carry a certain number of exceptions. Shippers who wish to acquaint themselves with the new express regulations are requested to study Supplement No. 5 to Express Classification No. 2(), in which these rules are embodied, and copies of which may be secured at any express office. It is cal- culated that the time remaining before December 10 will be sufficient to enable express shippers to adjust themselves to the new packing standards. ANTI-TOBACCONISTS NOT ALARMING The anti-tobacconists, consisting probably exclu- sively of prohibitionists who having, as they imagme, the demon rum down and out, cannot rest without rag- ging something. But the fight on old D. R. has scarcely started, and the cranks will have all they can attend to in trying to enforce their doctrines on more than half of the people. They will have some years to fight the present issue before they can tackle another, and the country already is recovering in some localities from its recent attack of hysterics. We have not joined in the propaganda to contest the issue because we believe in the ultimate triumph of common sense in the majority. That the agitators will even have any is too much to hope for. Antonio Tobacco Shipments Handled to all Parts of the World Warehouse with Railroad Sid- ing for Storage at Seaboard saves itiuisl cartage J. W. CONKLIN One Broadway, New York City TADEMA HAVANA CIGARS Ar^Uellesp Lopez G Bro. MAKERS GENERAL OFFICE FACTORY WAREHOUSE aaa pearl street tampa lealtad 12s - NEW YORK FLORIDA HAVANA G-i Ja «y 'H. hit you oeca ttim has mtaJt* tketn mf^ tht Pa Bu.rl4(y Bhmtt. and. S*ason*d miitk Choeolatt FRAOMNP-DEUOOUSl I aGAPETTES EXCLUSIVE PROCESS .... UNION MADE .... Patterson Bros. Tobacco Co., Tr. RICHMOND, VIRSINIA YOUR DEALER DOES NOT HANDLE THEM. WRITE Superb Havana Cigars Cleopatra MADE IN TAMPA, FLA. 11 THl TOBAOGO WORLD SELLING CIGARS TO WOMEN THE average woman, it* called upon to make a gilt to the ''only man," thinks immediately of "smokes." And the standard Christmas joke ot* ro ceiving poor cigars is one of the results coming from a woman's lack of tobacco knowledge. Most women when registering the decision to buy "hubby" a box of perfectos, or a pipe, are governed by the opinion of some male friend — a brother or a cousin — who smokes. Should the neighbor next door, or the grocery man suggest a strong brand of stogies poor hubby is very apt to. receive a whole box of them, while in reaUty ho perhaps just loves the mild, broadleaf perfecto. There are other men who would prefer one good 10-cent cigai- in preference to a whole box of a cheaper brand — others delight in a box of "juniors" fully as well as a box of the very best. And in supplying these tastes the feminine gender hasn't proved very discriminat- ing- There is one cigar proprietor up in New York State who has somewhat met this problem by catering specially to w^nnen. He has a woman clerk who waits on trade in addition to himself, and one more helper, as the store also sells magazines. This lady's name is Fowler and the proprietor has ''played her up" in a form letter he had prepared for himself, in which an appeal is made for the trade of women. This letter was multigraphed on a special bond paper, pink in color, and signed with pen and ink. The letters were sent in blank envelopes to a list of picked townswomen, chosen from the directory. This list included the wives of all the well-known business men, customers and others. The response has been worthwhile, for his letters created confidence which brought about profitable visits. Here is th(» sul)- stance of the form letter : Dear Madam; Do you know the Ixst way to please a man ? Give him a cigar! It's a fact. There is noth- ing a man enjoys more than a good smoke, provid- ing he is a smoker. It is a peculiar thing, but a man will appreci- ate the gift of a cigar more than he will «i new necktie. And a whole box of cigars — watch him! Men know the secret of this which accounts for the business man's generosity in this direc- tion. A good many women understand it too. But, oh — what a difference it makes ivJiat kind of a cigar, pipe or cigarette you give him. H' he doesn't like the brand— more harm than good is done. You probably have occasion to now and then award some male member of the family, or scmie friend with something in this line. Perhaps you are NOW wondering what brand to- give the re- turning soldier! Then please make a note of this — the Robert Cigar Store on Main Street specializes in helping women to buy the kind of "smokes" that will fit friend man just right. Simply ctmie in and ask for "Miss Fowler," our lady assistant. She will help you pick out the right kind. Perhaps on the other hand you know just what is needed. At any rate we invite your trial, assuring yon of our desire to serve well in this direction. Yours for P>etter Service?, (Sgd.) Phoprtrtok. INCOME TAX PUZZLE WHOLESALEKS, jobbers and retailers who have incorporated their businesses since the beginning ot the war have found themselves in a quandary when endeavoring to comply with the income tax law. Sec- tion 311 of the Revenue Act of 1918 has been especially puzzling, and the Wasliington Bureau of Tobacco World has received the following statement from the Bureau of Internal Revenue, of the Treasury Depart- ment : "Section 311 of the Revenue Act of 1918 provides that a corporation which was not in existence during the whole of at least one calendar year during the pre- war period, and, therefore, received no income during the pre-war period, shall be allowed a specific exemp- tion of $3000 and 'an amount equal to the same per- centage of the invested capital of the taxpayer for the taxable year as the average percentage of net income to invested capital for the pre-war period, of corpora- tions engaged in trade o.r business of the same general class as that conducted by the taxpayer; but such amount shall in no case be less than 10 per centum of the invested capital of the taxpayer for the taxable year. Such average percentage shall be determined by the Commissioner on the basis of data contained in re- turns made under Title 11 of the Revenue Act of 1917, and the average known as the median shall be used.' "In pursuance of this requirement of the law a table of medians has been compiled and will be used in complying with Section 250 (b), which provides, 'As soon as practicable after the return is filed, the Conmiissioner shall examine it. If it then appears that the correct amount of the tax is greater or less than that shown in the return, the installments shall be recomputed. If the amount already paid exceeds that which should have been paid on the basis of the install- ments as recomputed, the excess so paid shall be cred- ited against the subsequent installments; and if the amount already paid exceeds the correct amount of the tax, the excess shall be credited or refunded to the tax- payer in accordance w^ith the provisions of Section *'52.' " The table of medians shows that the correct figure for wholesalers, jobbers and retailers is not over 10 per cent.; for manufacturers of tobacco products, 1 2.87 per cent. ' ' Inasmuch as the examination of all returns filed will not be completelll!i|||l!ll i;l|l:!!ll!!!l'!!!lllllllllill'(!l!:;!l "I'-ll '" '"i'iiiii|liilii.'iliil',i';i;|i,ii|r!i||i||ii|i||;:i|||i iii.:miiiiii:i!iiiii li:iiiilii!lii.iii,illliilllllliliililiiia.;lili;lil;illlii3 14 THX TOBACCO WORLD , mmi iiiimiiiiiinin iinmt" imn"'"" "" """" " ■ ■.■■..■....■■■■ ■ ■■■■■■■■■ ■■■■.■..■...■■ t.nH.mMiM»M..iMtn.m.inm i. A UNIQUE ADVERTISEMENT By Clarence T. Hubbard Ci^E\'ERNESS in advertising produces results when the cleverness is not allowed to overshadow the product itself. "Life Saver" advertising in which the "candy with a hole" is featured is a good example of clever advertising, yet the fact that "life savers" are the product to be sold is never lost sight of. The same holds true with the Colgate advertising and with the Firestone Tire people. But especially notable is such publicity as associated with the lighter sort of goods sold— candy, magazines and tobacco. The cigar man can "jolly" his goods in his pul)- licity without detracting from the worthwhileness of the product. He can run his advertisements in a lighter vein. In this connection an original advertise- ment is herewith reproduced which can be adapted in many ways. Used in its present form it can be run as a small advertisement in the newspaper or added in a theatre programme or as the outside cover of a folder. Any other cigar name can be listed in place of "Perfection," which appears in the present lay- out. Or another drawnng can be made, or even a photo- graph, in w^hich actual cigars can be substituted for the drawn ones in this sample. Further text, of course, can be added at the bottom. Or the idea can be enlarged as a poster for window display, and also be reproduced as an "inside" sign worthy of attracting attention to some special brand of cigar inside the store— the minute hand representing a perfecto of some kind and the "hour" hand a brief or a junior. Still again quite a novelty can be made from the idea by having an actual clock placed in the window witli tiie regular hands removed and actual cigars sub- stituted or else by having imitation cigars fastened onto the hands. In this way a permanent clock can also be arranged for use inside the store, allowing two cigars to point out the time instead of the usual metal hands. The idea can be developed or elaborated to suit the merchant and no matter in what way adopted capable of making a good advertisement bearing clev- erness, yet consistent with the tobacco trade. Many good hours of smoking can be enjoyed with perfection cigars Plenty of Five-Day Weeks in 1920 T\w advocates of the live-day week will be in all their glory in 1920. With the exception of Thanksgiv- ing Day, which always comes on Thursday, eveiy holi- dav during the year draws an extra day with it. For instance, Washington's Birthday, February '22, occurs on Sunday, and no one would think of honoring George on the Sabbath, so Monday is selected; and the same thing happens May 30, when Memorial Day is cele- brated. Even in the small towns where the kids are allowed t(^ celebrate the Fourth in the good old- fashioned way, there would be trouble if anyone should break the Sai)bath by sliootin^- oft' lirecrackers ; so the next day, Monday, is set aside for the purpose. Labor Day, the first Monday in September, is another of a pair of days when the shops are closed. It has become the habit of most establishments in most places to shut down P^riday night until Monday moming. In sucli cases when the holidays above named come around, it will mean that the workers ciin take half a week oft' at a time. The other holidays don't stretch out quite so much, but (niristmas and New Year's Day following, both come on Saturday, so that those celebrating these days can take the next day off to rest. Say You Saw It in The Tobacco World 15 The ^Tankee^^ Bunch Machine MEANS ECONOMY AND PRODUCTION Made in five sizes— 4, 4>^, 5, 5>^ and 6 inches It makes bunches equal to hand-made. It saves binders. It produces more cigars at less cost. It works either long or short filler. It can be operated by UNSKILLED LABOR. It costs $10 per machine f. o. b. foundry. American "Rox SmPPIy C®: 383 a\onroe avenue Detroit, Mich. CE^ Cigar Co., Inc. Philadelphia PERFECT CIGARS SOLD EVERYWHERE— GOOD ANYWHERE 16 THE TOBACCO WORLD Say You Saw It in The Tobacco World 17 llllllllllllllilllMIIIIIIMIIIIIIIIIIIIIIIIIIIIIIIIIII ■ i^^TII^' ""■" ' "" ""■ """ '" '""""""" ' nmmuuu The American Lithographic Industry AriiO.MiNKXT cigar manufacturer remarked the /Votiier day tliat domestic iitliograpliy had made tre- mendous advances in the quality and character oi' workmanship, lie said that when the war made it necessary to transfer orders for work formerly done abroad to domestic concerns he was very favorably im- pressed with work done by American houses and was convhiced that domestic hrms were now doing work that was far beyond anything they had ever developed in pre-war days. While we are not prei)ared to pass on the relative merits of foreign and domestic work, the fact is that when the domestic concerns were put to the test and were given an opportunity to produce the labels and bands formerly made hi foreign countries they thor- oughly succeeded in satisfying the great majority of manufacturers. It should be pointed out that the domestic lithog^ raphers have not stopped at this point, but have been buying equipment whenever it is available to thor- oughly equip their plants not only for the most exactly and highest class of work but to increase their produc- tion in order to care for the growing business in the label and band field. We know of one concern that has invested since the war began more than $150,000 in additional equip- ment, and believe that other concerns have increased their machinery in proportion. There is no ])roduct used in the cigar industry that requires greater skill, greater care and attention to detail, and the most careful w^^tchin^ of every process from start to finish than the lithographic prod- ucts. The exacting processes of manufacture require not only skilled workmen but a great amount of knowl- edge and ability. The held is limited and tiie salaries paid are on an average higher in proportion to tiie number of men engaged in it tliau iu any allied brancn of the industry. For this reason, and for all the others which has affected every industiy, prices have increased, but considering tlie product the industry is getting no more than it is justly entitled to. It should be pointed out that it is the concentrated support of American concerns compelled during the wav to look to domestic firms for their products, that has developed the lithographic industry to the point which it has now reached. The lithographers them- selves have spared no expense to demonstrate that they are competent to produce the highest grade of bands and labels. Having been given the opportunity they have, we think the manufacturers will admit, made good with a vengeance. We note with some disappointment the fact that some concerns in certain branches of the industry give no support at all to United States tobacco trade papers but use large space in some published in other coun- tries. We have always believed in the support of and the encouragement of home industries above all others, and we bespeak for the lithographic industry the same support. If the industries of this country are to grow and develop they must receive a volume of business sufficient to \varrant additional investments for the purpose of experimentation and expansion. ^ This is but returning loyal support for the consideration which cigar manufacturers sought and received when they were comi)ell('d by conditions to place their whole de- pendence on the dV.mestic lith()gi-a])liic industry. Cigars and tobacco products manufactured in Ja])aii hist year were vahied at $()r),()()0,000. It is estimated that the people of this country are spending at the rate of $800,000,000 annually for candy. The Star Warehouse C'omi)any has been incorpor- ated at ShelbyviHe, Ky., with ca])ital stock of $75,000. Morris I). Xewmann k Company, of IMrdadeli)liia, manufacturers of the "Rosemont,'' '*E1 Telle'' and *VP>ella jNIundo" cigars, have opened their new fac- tory at llarrisonl)urg, \'a. This is the seventh factory in the chain. Fifty-six warehouses of the (huk to])acco distri''! have formed an association, and will establish head- quarters at Ilo])kinsville, Ky. Extra crews of workmen are ke])t at woi-k on tl!'- new Kenton Loose Leaf House at Covington, Ky., in order to assure completion of the Imihling for open- inir saU> on I)eceml)er 4t]i. The Oi'ayson, Ky., Loose Leaf Tobacco Warehouse will be o])en to receive tobacco on Dcu'cmlier L the first sab' to Ix' iH'ld December 10. United Cigar Stores sales for November were $5,854,000, an increase of $1,159,000 over the same month last year. This is the largest month in the company's history and is at the rate of more than $70,000,000 a year. The I\ei)ly Cigar (\)mpany, of Philadelphia, has increased its capital stock from $50,000 to $500,000, and has bought three properties at Fifth and Monroe Streets, where it ^v\\\ erect a large factory. Aaron A. Leavitt has withdrawn as president. Kmamiel Klino is vice-president and secretary, and A. Kerskowtz is treasurer. THE GROWN-UP BOYS Good ladies, little folks, an' i^irls, Let's you an' me enjoy The fun of playin* Sandy Claus To some dear g^rown-up boy. Let's send a brimmin* pound of love — Age-mellowed, friendly, ripe— To every grown-up boy who likes His easy chair and pipe. Like his, old Velvet's heart grows young ^Vith each succeedin' year, That fills it fuller an' more full Of Friendliness an' cheer. Let this good pound of Velvet prove That loved ones don't forget The husbands that are still their beaus— And sons they still can pet. VELVET in hand •ome full-pound- weight humidors of glass Cpyrltrh*. J')I9 I ig^en & M) ers Tobacco Co. i^et$ make thl$ an ol^ time €hrfefma$ What gift so typifies the merry spirit of the old time Christmastide as a pound of Velvet— the choicest pipe to- bacco that hospitable old Kentucky ever grew? What gift is so acceptable to the smoker as a whole pound of this hearty old tobacco — fragrant as only real tobacco can be — smooth, mellow and mild from long ageing in the wood? If he is a true devotee of the pipe there is no gift that will better convey to him the expression of your affection or regard than a pound of good old Velvet. Write to Velvet Joe. 424 1 Folaom Avenue, St. Louia, Mo. , for hia 1920 Almanac. He will aend it FREE. Cr\<^xttr« 18 THE TOBACCO WORLD Say You Saw It in The Tobacco World uiiMiiiiiiiiiiiiniiiiMiiHtiiiiiiii iiiiiiiiiiiiitiiiiiiimi ■„...■■ ..■■ MM « ' " ■ """" "'""""" ' ' " """■"""" Solve Your Own Problems First By Ralph H. Butz FOK tlie last thirty years I've been making Mary- vaie regular every three months, and as far back as i can remember I've been selling Jim Maynard a small bill of merchandise every time 1 called at his store. Jim started in business when Mary vale was nothing more than a dinky flag station on the Baltimore & Ohio, which most of the drummers passed without thinking of stopping in those days. Jim has grown old in the business, and today his store has the same appearance that it had when first I saw it. Maryvale has grown by leaps and bounds ; new industries have come to the town every year, and where once I had only Jim to call upon, I have a dozen customers now. The town has had a phenomenal growth, but in the midst of all this improvement and prosperity Jim has remained stationary. He hasn't advanced beyond the point where he started, and now he never will. The trouble with Jim is that he is always solving the other fellow's problems without trying to solve his own. He is a good conversationalist, a man who is chock full of ideas and theories.- He can entertain his few customers by the hour, explaining to the nth degree how the war was won, and how the League of Nations will make future wars impossible. He can tell how easy it would be for Kockefeller to make a million dollars every day, or how the Pennsylvania Railroad e^uld cut its operating expenses in half. In fact, Jim is so busily engaged in solving the problems of successful men that he hasn't got time to look after his own requirements, which have been sadly neglected. Jim never learned the great truth that good man- agement should begin at home; that if millions are to be made they belong to the man who has the idea that makes such a feat possible. Tf he had applied that wonderful imagination of his to the development of his own bnsiiK^ss it is quite probable that he would be one of the town's leading merchants instead of the lesser one. For thirty years Jim has been seeing all the glori- ous and wonderful opportunities that opened up thou- sands of miles away from home, and the opportunities that were all around him he could not see. It seems that this fault is a peculiar characteristic, not only of Jim, but of a great many of us. We are too anxious to appoint ourselves an absent advisory committee to those who are not in need of our services. What good does it do me to measure the Kaiser's chances for freedom? Why should I waste my time trying to de- termine the unmined wealth of faraway places, when there are acres of diamonds at home! But it will do me a lot of good to analyze my own requirements ; to hold expert consultations with myself more frequently, and to find out how I can become a better business man. It isn't such a hard matter to draw up elaborate plans for the other fellow, but it takes time. It's easy enough to tell my neighbor how to dig his trenches, but it's a deal more profitable for me to get a shovel am\ dig my own trencbes, because I may need them. In theory things can be brought to absolute perfection, but the man who' succeeds is the one who puts ninety- nine per cent, of unremitting w^ork behind the theory to bring it to the point of practicability. So the best plans to make, if we have any time for that, is to make the plans to suit our own purposes; to draw charts for our own future.. We caimot be better salesmen or better merchants if we devote the best of our minds to solving problems that will never confront us. Let's begin at home, and look for the opportunities that are near at hand. . Think it over— then put it over! FRANK J. HOEL DEAD It is with deep regret that the tfade learns of the death on November 15th of Frank J. Hoel, vice-presi- dent of the McC^ord- Brady Company, wholesale grocers of Omaha, Neb. A host of awiuaintances and friends throughout the trade mourn his loss. An intimate friend on learn- ing of Mr. Hoel's death said, ''Frank Hoel was one of the most genial gentlemen that ever lived." These sentiments are echoed by all those who knew him. Research is said to indicate that the heirs to John Barlevcorn are in their order, first, savings banks; second, soft drinks and ice cream; third, the movies; fourth, candv; fifth, tobacco. We have tried all of the new soft drinks on the market, and most of the old ones. Tf soft drinks finish second it will be because the rest of the entries were scratched. \ TOBACCO SHORTAGE IN ITALY For a long time there has been a serious shortage of cigarettes and tobacco in Italy, owing to the inabil- ity of the Italian Government, which has a monopoly of this business, to keep up with the demand. In order to relieve the situation the "Direzione Generale delle Privative" has made purchases of a certain make of American cigarettes, and they have appeared on the market. These cigarettes are being sold at retail at 1.60 lire per package of twenty cigarettes. It is pos- sible that other manufacturers might be able to secure orders for similar brands. The lire has a nominal value of nineteen cents and aii exchange value of thir- teen cents. The Standard Ex])ort ('igarette Corporation has recently been organized by T. L. Croteau, S. E. Dill and IT. E. Knox, at Wilmington, Del., with a capital stock of $100,000. II i^ International Banding Machine Co. MAN U FACTU RERS 257-265 West 17th Street, New York (STEINER BUILDING) - A LABOR SAVER Capacity 25 to 30 Thousand Packed Cigars Banded per day No Breakage Absolutely Sanitary Eliminating Wax Papers Between the Banded rows Automatic Feed for Banding Loose Cigars o9^&4q Capacity 35 Thousand Cigars Per Day No Experience Needed Band Your Cigars for Identification BANDING IS YOUR ONLY PROTECTION AGAINST BOX STUFFERS NO CIGAR FACTORY COMPLETE WITHOUT OUR BANDING MACHINE SOME OF THE PRESENT USERS (« ti << n {( It American Cigar Co., Ill 5th Ave., N. Y. < all branches) General Cigar Co., 1 19 W. 40th St., N. Y. Otto Elisenlohr & Bro., Philadelphia, Pa. Bayuk Bros. Co., Philadelphia, Pa. I. Lewis Cigar Mfg. Co., Newark, N. J. Deisel-Wemmer Co., Lima, O. "44" Cigar Co., Philadelphia. Pa. G. W. Van Slyke & Morton, Kingston, N. Y. Consolidated Cigar Co., New York PLACE YOUR ORDERS TO DONT WAIT p. Lorillard & Co., 1 19 W. 40th St., N. Y. (all branches) Mi Lola Cigar Co., Milwaukee, Wis. Congress Cigar Co., Philadelphia, Pa. Porto Rican Am. Tob. Co., 250 5th Ave., N. Y.(all Yocum Bros., Reading, Pa. branches) W. K. Gresh & Sons, Norristown, Pa. A. Roig & Langsdorf, Philadelphia, Pa. Waitt & Bond, Newark, N. J. B. Rovira Co., New York INSURE EARLY DELIVERY WRITE FOR FULL PARTICULARS HIGH GRADE CIGAR BANDS WM. STEINER, SONS & CO. LITHOGRAPHERS 257-265 West 17th Street New York HIGH GRADE CIGAR LABELS Perfection and Accuracy in the Manufacturing of Cigar Bands Used on These Machines 20 THI TOBAOCO WORLD Say You Saw It in The Tobacco World 91 No. 1,319,788. Box for Cigars. Harold J. IS agio, Rochester, N. Y. Patent assigned to The Cedaroid Co., Inc., Rochester, N. Y. A tobacco receptacle having a wall with tin ex- terior channel opening at intervals to the interior ot the box, and a paper covering on the exterior of the box closing the channel. No 1,320,037. C^iGAR Holder and Protector. Brit- ton Davis, (Angers, N. Y., patentee. A cigar holder and protector comprising two caps having flared edges, one cap being of greater diameter than the other, wherebv the smaller may be received m the larger, an extension formed on the flaring edge oi the larger cap and adapted to be bent to form a hook on the outside of the cap, and a chain secured to the flared edge of the smaller cap and adapted to engtige the hook on the larger cap for adjustably connectiim- the two caps, the adjustment being secured by engag- ing the hook through the links of the chain. No 1319,622. Cigarette and Cigar Holder. George E. Salmon and Charles J. Volk- maii, Philadelphia, Pa., patentees. A cigarette and cigar holder comprising a tubuhir mouth-piece, a casing projecting from one end of the mouth-piece with the bore of the casing enlarged at one end, a tubular stem mounted to slide m the tulmlav portion of the mouth-piece, a head on the stem to slidr in said casing and spring-like members gripT)ing on said head, said gripping members being adapted to grip the article to be smoked when an end thereof is in- serted in the head and the head retracted along the normal bore of the casing, said gripping members, when the head is removed to the enlarged bore ot the casing, being ada])ted to spread out and release the article to be smoked. No 1320,038. Machine for .MEAsrRiN(i and PACKiNii ' Tobacco. Hilario. de Escobales, New York City, patentee. V packing machine coini)rising a hollow loiigi- tudinallv recii)rocating plunger and a reciprocating plunger' therein ; means whereby comminuted articles can be forced into said hollow ])luiiger in advance of the inner plunger and in advance of i)lunger move- ment; wrapper-holding means; means for actuating said plungers, wherebv forward movement thereot successivelv causes a wrapper to be folded upon the (>xterior of said plungers and said contained articles i>ark k Tilford, of New York City, have secured tlie American agency for Abdulla & Company, Lim- ited- Savonv & (Vmipanv, Limited, and the Ardatli (^ompanv. Limited, all of England. The Al)dulla Com- Danv manufacture the Abdulla cigarettes, a high class Turkish brand of goods. The Ardath Com])any are manufacturers of "State Kxpress" cigarettes and smoking tobaccos, and Savony & (V)mpany also mami- facture a fine line of cigarettes. The demand for im- ported Turkish cigarettes has been much greater than the supply in this country. to be compressed; and whereby said hollow plunger can be moved back away from said articles and en- closing wrapper previous to the time said inner plunger is moved back; and wrapper-folding devices and means for actuating them, whereby certain over- hanging rear flaps are folded against said compressed articles. . No. 1,311),358. Cigarette JIolder. Thor Raje, Los Angeles, Cal., patentee. In a cigarette holder of the like, a cylindrical body adapted to hold a cigarette in one end thereof, a stem insertible in the opposite end of said body, the end of said stem forming an abutment for the recess provided between the stem and the cigarette, and an ejector having a spht sleeve fitting the exterior of said body and slidablv disposed thereon, and an extension over the end of said bodv and projecting inwardly therein, and having an abutment thereon for engagement with the end of the cigarette, whereby the movement of said extension on said body may force the cigarette there- from. Trade-Marks and Designs Patented No. 127,138. Tobacco Pipes. Societe Anonyme La J>ruyere, Paris, France. No. 127,14(i. Tobacco Products. Louis Suedmeyer, St. Louis, Mo. No. 127,145. Cigars. Stoddard, (Jilbert cV: Co., New Haven, Conn. No. 120,(Ksr). Tobacco Prodicts. American Tobacco (\)., New York City. Name "Karnak," for cigarettes and smoking and chewing tobjiccos. No. 120,210. Tobacco I^roducts. R. «S: ,\. Hill, Ltd., London, Kngland. Name "S])inet," fo.r cigars, cigarettes and smok- ing tobacco. No. 127,020. Cigars, Cigarettes and Smoking lo- BAcco in Packages. Manic Hyman, New York City. No. 110,r)(i:). Tobacco Products. Larus cV: Brother, Kichmond, \'a. Name "Lnoit," for smoking tobaccos. (Full (h'tails and specifications of the foregoing ].atents ma v be had bv addressing The ( Commissioner ol Patents, AVashington, I). C., and enclosing ten cents for each, in ordering, give number of ])atent only.) A. T. M. The dunning Ciuar (\)mi)any, of Chillicofhe, Ohio, has increased its capital stock from $r)(UMM) to *1(M),()0(). The New Burh'v Tobacco ( 'ompaiiy, of Shelbyville. has elected the foUowing oilu-ers : President, O. P- r,ro\vn; viec ])resi(l('nt, Charh's V, IViard; manager, llcnrv Maddox; secretary, J. iJenc Harris. The coni- l)anv'has purcliascd at auction two large loose leal sales houses 1*10111 the Old l'»uiley Tobacco Company, and will iiicor))orat(' with a capital stock of $80,000. tvr Bringing the beginners to your store ! THOUSANDS of people close to your store know a "little something" about card playing — and play a game occa- sionally. Here is Advertisement No. 3 of the BICY- CLE AND CONGRESS National Advertis- ing Campaign — which is written expressly to make regular players of the beginners, to make regular card buyers of once-in-awhile buyers. In other words, this advertisement is — right at this very moment — creating a greater desire for card playing in your community. Anyone^ who reads '* Official Rules of Card Games" after seeing this advertisement will want to play cards more than before, because ne will know more about playing and will de- rive greater enjoyment from it. You should take advantage of every oppor- tunity to make all possible sales from this splendid publicity. If you do not have BICYCLE and CONGRESS Playing Cards you should stock them quickly. Then you should display them prominently — and it would help to post this advertisement in your window. Just remember this — The Season is On! Are You Ready? Sales already are showing a splendid increase over any previous season. Are you going to get your share ? Ask us for window display material THE U. S. PLAYING CARD CO. Department 6 44 h. ^^. rAre^bu Learning (Ti AUCTION r fThat are these hands worthP |0 VOU know exactly how to bid? Do you bid three or four on the Ace and King? You can learn just what each hand 19 worth; how to play the dummy; how to play defensive hands; and all of the rules and conventions. If you have the new edition of "Official Rules of Card Oames 250 pages— all about 300 games— all changes- expert suggestions. Just off the press, for only 20 cents Use the coupon below, if you wish. BICYCLES^" And the more you learn about card pUying. the more you will apprecute Bicycle PUying Card*. They are ilandard everywhere became their air-cuihion finish which mean* eaiy .huffling and ac curate dealing, and their high quality in every detail, make them entirely latisfactory to everyone. The large indexes are eatily read. Card, are flexible and strong-will last a aurpriiingly long Uroe. Vour dealer can aupply you. . Co°«';«M Playing Card, are of de luxe quality-for social pUy. prues and gift.. Full color art backs, gold edges. REVELATION Cards Will Tell You I Are there any questions regarding health, wealth, love or\)usiness. that you would like to have answered? II so. tou will be deliehted with the new REVELATION Fortune Telling Ca^drf^Ty are « fascinat.ng as they are mystifying. They tell you about the past, present and future in a marvelously accurate manner. One color back in tuck case, 50 cents a deck; colored back design, gold edges, in telescope case, 70 cents. Of your dealer or postpaid. Send for This Book Today! The New Edition of the "Official Rules of Card Games" games, jjo pages, ao cents postpaid. \ THE U. S. PLAYING CARD COMPANY > ' Dtpt. W CiadaoaU. U. S. A. or Windsor. Canada JOO f.\ %\ A _ - Jl \ ^f' .N^V-^' d^^ :(^^r elal lt«Ma •< Cm Reduced reproduction of advertisement appear- CINCINNATI, OHIO ing in December issue of seven leading national publications. 22 THS TOBAOOO WORLD TOBAOOO WORLD IIIIIIMMIIIIIIIIIII M «"" "■ '" " ' " > """" ' """'""" ■Ml 11 ■■ m ■■ ■■ " '*■ .m n ■■■ LEAF MARKET JOTTINGS -■■ n T iN the Lancaster County district the denmnd of the 1 throwers for high prices has not decreased the activ- ity of the big buyers. Scattered crops are picked up by the local packers, but they seem generally to be waiting until the big hi-ms are satished to withdraw. But there may be very little tobacco left when that time comes. . ..f^ 4. ..». In the southern part of the county fifty per cent, or more of the crop has been sold. Various q^otat^^^f^ are given, among them, 18 and 8; 20 and 6; 23 and 10 an unusually high transaction; 18 and 6; 22 and b. it is said that the growers have stiffened and are holding out for 25 cents and refusing offers of 22 cents. In a general review of the situation the Lancas- ter Examiner,'' a very reliable authority, says that, taking the official estimate of 1310 pounds per acre, which is probably a little high for this locality, Lan- caster County produced on something over 30,000 acres 39 666,800 pounds of tobacco in 1918. Probably halt of' this has been already sold to the dealers at good prices, estimated at an average of 15 cents per pound. The value of this crop, taking the above figures as a basis of calculation, aggregates the almost unbeliev- able sum of nearly $6,000,000. Add to this sum an ad^ ditional $3,000,000, the estimated value of the iyi» tobacco not yet removed from the local warehouses, or still in the growers' hands, and we have at the present time tobacco worth $9,000,000 within the limits of our ^^^^Nine-tenths of the Pennsylvania tobacco is pro- duced in Lancaster and York Counties, the State s en- tire 1919 crop being estimated at 49^583,500 pounds. The previous year's crop was estimated at 58,UU/,4UU ^^^^Hail, rust and several other detrimental conditions reduced the tobacco production last year not on^ ot Lancaster County, but also of the entire State. While Government experts estimate the 1919 tobacco as an 80 per cent, crop, local dealers claim that a further 2U per cent, decrease for the local crop would be more nearly correct. i.j. • t «,, ''No more cheap tobacco can be bought m Lan- caster Countv," is the report of the packers' represen- tatives, who have been conducting one of the most active purchasing campaigns that has been waged m local tobacco circles. Jg MM Tn Wisconsin, it is estimated that about fifty per cent, of the tobacco of the 1919 crop remains unsold but only about ten per cent, of the best class of binder leaf produced this year remains to be sold At tlie same time, there may be some very excellent leaf among the tobacco classified as common grade. (Rotations are made of 30 and 8; 25 and 8; 30 and 10- '^T and 10; 28 and 10, and in hail cut and low grades the price is holding between ten and fifteen cents. The season has been the most rational in recent years, as prices have been graded according to the quality of the goods. The manufacturers snapped up the balance of the 1918 crop in short order, and the bulk of the 1919 binders, and caused something of a flurry. Now the market has settled down. In contrast with the conditions which obtained a year or more since, the Wisconsin farmers are satisfied and encouraged.. The prices have been sufficient to give them a good profit, notwithstanding the cost ot production. At twenty to thirty cents a pound, to- bacco holds first position as a money producmg crop. The "Wisconsin Tobacco Reporter" says ; '* A back to-the-soil movement, built on the economic advantage of it, is more convincing than the sentimental one ot simpUcity, early rising and flowers. The profit which brings independence and comfort and reasonable leis- ure has come to make farming attractive. Tobacco farming is not only dirt and the rough shirt, it is some velvet. ' ' MMM In the Connecticut valley the season for grass- hoppers being long over, a swarm of buyers has swept down and there wiU soon be little of the crop left; but the Yankee farmers will be able to buy Christmas presents for the whole family. The broadleaf is said to be practically cleaned up, prices ranging from fifty-five to seventy cents, and the buyers are charged with holding up growers on the way to church. The New England Sabbath was badly fractured. The buyers had waited until the crop was cured and partially in the bundle, so that the buyer knew what he was getting and the seller knew what he had to sell. The general result has been so satisfactory to all concerned that the custom of former years of buying the crop while standing and growing in the field is likely to pass away permanently. The Connecticut Valley Tobacco Growers' Associa- tion, composed of seven local associations, has secured a sample room in Hartford. , a ^A Most of the dealers are completely sold out ot old goods. MM[M Baltimore quotations for the 1918 Maryland crop run from $12 to $41, and for the 1918 Ohio crop from $14 to $37. There is nothing of interest reported from the Ohio market. (Continmtd on Page 14) ivr i I ^^^^S^^-^^m&>^'^; ;\ JSiS^^SSSiSiS^SiSMi:^'- ^ ■♦ Smiles SMILES light up the face of the cigar manufacturer who has his Stripping De- partment equipped with Model M Universal Tobacco Stripping and Booking Machines. because his "Cost Sheets" tell him that the "Universal" is speeding up production, reduc- ing overhead, cutting down cost, eliminat- ing waste and turning out a better product. More than a thousand cigar manufacturers are wearing the "Universal" smile. Arrange now for a "Universal" demonstration in your own factory, with your own tobacco You'll smile when you witness "Universal" economy. Catalogue and Price List on request. UNIVERSAL TOBACCO MACHINE COMPANY 79 FIFTH AVENUE, N. Y. Factorg: 98-t04 Murrai; St., Newark, N, J. UNIVERSAL TOBACCO MACHINE CO., of Canada, Ltd. JOS St Nicholas Bldg., Montreal, Canada 4 Station Road, N. W., London, England 48 Rue Notre Dame de Lorette, Paris, France 5 Rue de Fribourg, Geneve, Switzerland Soerabaga, Java, Dutch East Indies FOREIGN SALES OFFICES Kneeder Bldg., 225, Manila, P. I. Durban, Natal, South Africa Buenos Aires, Argentine 10 Pitt Street, Sgdneg, Australia Zorrilla 9, Madrid, Spain Slotsalleen, 3, Slagelse, Denmark 1 I I I i ™^^^^ss^^^^^^5^5$ss^^^ 24 THE TOBAOOO WORLD SayTou Saw It in Thi Tobaocjo Wobld MIIMIIIIIIIIIIIIIIII .■■■■imiimm i hhimm "■»■ inmumn" "" 7....................... .......m.];;;;;;;; ■ ■ ■■■ ■ tmiii.HMmMi"miHHMM«iMiHiMMM. In the Southern tield, according to the Co-opera- tive Crop Reporting Service of tlie Department ot Agriculture, of North Carolina's present tobacco crop, estimated by the Federal Bureau of Crop Estimate at 285 million pounds, 207 million pounds have been re- ported sold. Adding a conservative estimate ot the unreported sales, a reasonable estimate ot the wiioie is 214 million pounds, or seventy-live per cent ot the crop, which has been sold at an average price ot $48.ob per hundred pounds. ^ i ^.^ f At Greenville, N. C, cold weather reduced the ot- ferin^s on occount of the difficulty of handling the leat in the bams. A million pounds sold for an average of $72.86. At Rocky Mount 700,000 pounds sold at an average of $66. , At Richmond, Va., there was a rush of sun-cuied stocks at an average of $27.50 and some brights at *^^' At Lynchburg, Va , the demand was brisk and prices higher. Dark tobacco averaged $24.6 At Danville prices were firm, with an average ot ^(. South Hill, Va., struck an average on one week ot $71.17 and another week of $77.50, with a season aver- age of $55.19. Tn Kentuckv, the report of the State Commissioner of Agriculture for October shows a total of sales ot all tvpes of tobacco of about nine million pounds the 1919 crop averaging $!?3.30 and the l^}^ crop $21.14. This includes onlv about 9000 pounds of the 1919 crop. About a million pounds of One-Sucker tobacco brought an average of $16.56. TJnfired dark tobacx^o was dis- posed of to the amount of 56,985 pounds for an average of $14 33. Fired dark sold for an average of $l^.b-^ The highest average for the month was $^4 per hundred pounds for Burley tobacco, sold for growers, for the 1918 crop. „ r,, -, The Louisville Tobacco Board of Trade quotes re. cent November sales of the 1919 crop at $26 and $31.71 and $10 to $13 for the dark crop. v^ FOREIGN LEAF TOBACCO NOTES British South Africa The tobacco crop of British South Africa was re- ported to be considerably below normal toward the close of the vear, especially in the Rustenberi. distnet of the Transvaal, the largest producing district m the Union, where it suffered serious damage from hail and floods; so that not only was the acreage less by nine per cent, than in the year 1917, but the yield is said to be fully twentv per cent, below normal. ^ The annual production of tobacco in the Union ot South Africa under normal conditions is given at tc^i million pounds. Most of this is light Virginia leaf and Turkish tobacco which is manufactured mto cigar- ettes. Dark tobacx^o for pipe use is also grown. The importation of foreign tobacco is ^^adually diminishing in volume year bv year, and ^vithin the past few vears considerable quantities of domesticalh grown tobacco have been exported. Tn 191^ these ex- ports (exclusive of tobacco substitutes) amounted to 1 721.733 pounds valued at $774,795. , The Union Government, through an American to^ baoco expert in its emplov and throu-h the Tnedmm ot various agricultural schools, is svstematically aidmir farmers in cultivating tobacco by the best methods known. Ceylon Exports of manufactured tobacco increased in value from $216,502 in 1917 to $288,351 in 1918. An American tobacco expert is in the employment ot the Ceylon Agricultural Department, and good results are being obtained in improving the quality and production of the Ceylon product. A tobacco suitable to the il.u- ropean market has not as yet been turned out, and ex- ports are made chiefly to India in the form of cigars and chewing tobacco. Greece, Bulgaria and Turkey Tobacco stocks on hand in Greece, Bulgaria and Turkey on June 1 were estimated at about twenty-six millions okes, of which three millions were 1917 and twenty-three millions 1918 crops. In pounds this would equal about 8,460,000 pounds of 1917 and 64,- 860,000 pounds of 1918. The estimated amount required for home con- sumption is 8,464,500 pounds, leaving a balance of 65,- 353,300 pounds for export. , «. o ^ ii. The total Bulgarian production for 1918, together with the portions of the crop remaining ^^om 1917^ estimated at thirty-one million okes (87,420,000 pounds), while the figures on a similar scale tor Turkey amount to twenty-seven million okes (76,140,000 pounds). Prices in the various districts for successive crops from 1913 to 1917 were as follows, expressed in drach- mas per oke (19.3 cents per 2.82 pounds) : Tobacco is selling now in Turkey for six to eight drachmas per oke; in Bulgaria, for ten drachmas per oke; in Old Bulgaria, for seven drachmas per oke As a result of the armistice larsre quantities of ma- tured tobaccos stored in Samsun. Constantinople, and Smyrna were released for exportation. This has caused a general delav in the marketing of the 1918 crop, and consequently a decrease in acreage planted in 1919. With the exception of Macedonia, where it is anticipated that the crop will reach six million okes as against four million okes in 1918, this decrease is a gen- eral one: a normal crop in Macedonia is about eleven million okes. (See ^'Commerce Reports" for Sep- tember 27. 1919.) ^ , The reduction in freight and insurance rates has encouraged speculation in the exportation of c^nsisrn- ment lots of tobaccx) to America. Earvpt. and England, and it is estimated that since November some twentv million okes have gone for\vard from Turkey and Greece, the bulk from Old Greece. The Caucasus Tn the Caucasus there is cultivated hieh-srrade to- bacco raised from Turkish seed. Tt is worth noting that the popular "Russian cisrarettes are all manufac- tured from Tancasinn tobacco. Of the total area nnder hijrh-2-rnde Turki«h tobacco in the former "Russian Em- pire in 1913 (^^.0^7 dessiatinosV 18.808 dessiafines. or Qivtv-nine vov cont.. wa« in the Caucasus, chieflv in the follownn"- districts: Sukhnm. 8037 desaiatines. or thirtv per cent, of the tot n1 • Kuban. 7.678 dessiatines or twentv-eiffht ner cent.- Black S^a Government. 3093 do«sintines or olovon ner cent. The crop in 1913 was .'S84 530 nood^ bi TTiibnu and 442.830 r>oods in Sukhum —a total of 1 027 360 noods. out of a total for the Em- pire of 1 4-89.211 poods. A dessiatino is 2.70 acres and a pood is 36.1 pounds. V^ SIMPLEX PACniNG DEVICE FOR 1/20 ROUND CANS OR GLASS JARS OP£7?^770^-Place bundle of fifty cigars in clamp over revolving table and straighten them Clamp by handles and place in press-after pressing, place over can or jar and release handle ' and use plunger to push the cigars into cans. The cigars get a uniform circular pressure- absolutely no breakage and will pack 15,000 cigars dail>% circular pressure TIN CANS-all sizes. Plain, Lacquered or Lithographed. CEDAR LININGS-Our Linings are air dried after cutting. No shrinking, moulding or spotting. American Rox SSS^ C^ 383 /wonroe aveimue Detroit, Mich. We have over One Million sets of Labels with bands on hand for immediate delivery which are offered much lower than regular prices. 26 THE TOBACCO WORLD ; ■ ■ — ■ MM ■■ ■■ ■■■ -m m M La Flor de Portugndo Jifr-%i\ S^-^'i^ GENUINE iii Cuban ^%. The Juan F. Rw*tudndo Cigar Mfg. Cg. PHILADELPHIA a * '.,■•*."•■ ■*•' W M M- a"'- ■■ ■ *w — 1 M »— <» M— M M «■- r i» 11^ *«MMM^^««i^i*^«»> CIGAR BULLETIN ■^ " .■-!• .■■5^.f^^;-i^.'- The Shortage Of **•" BLACKSTONES &BOND and K TOTEMS will be ended soon. Our production facilities are being expanded tremendously to handle the national demand for these hygienically-made popular cigars. WAITT & BOND, INC. Newark, New Jersey PACKING CASES TO MEET EXPRESS RULING The new express packing rules which become eft'ective December 10, prohibit the use of paper- .^wrapped shipments weighing over 25 pounds, and the %-ules frescribe- certain specifications for the use ol. %orrugated fibre shipping cases. TThe Scharff-Koken Manufacturing Company, oi St. Louis, Mo., widely known in the trade as manufac- turers of superior quality corrugated fibre shippmg cases, are prepared to submit to manufacturers and jobbers saniples of cornigated l)oxes to meet any par- ticular need, and they guarantee that these boxes not only nK^et the new express rulings, but also meet the freight and parcel-post re(|uirements. The demand in th(^ trade for express slupments offers an opportunity to the Scharff-Koken (\)mpany to render a prompt and efficient service to those who ship by freight, express or parcel post. No manufac- turer or jobber will fail to get immediately m touch with the concern and get details and samples. The American Kailway Express Company states that they will require a strict adherence to the new ' Tules. ^ ^ ' THE SINBAD CIGAR COMPANY B. Zilberstein and H. Kronberg are preparing to incorporate as the Sinbad Cigar Company. This firm makes the '' Sinbad ^^ cigar and local newspaper adver- tisements have drawn considerable attention to the brand, which retails for ten cents and up. A continu- ous newspaper campaigni is planned to begin very shortly. . -...,. Mr. Zilberstein is experienced m the cigar manu- facturing industry, and was connected for a number of vears with the' ''44'^ Cigar Company. • -r' The Sinbad Cigar Company is located at 109 tKorth Tenth Street, Philadelphia, Pa. MORAL RUIN OF TOBACCO GROWERS London "Tobacco'' in the current issue says that the ''hitherto unheard of prices now being paid by the big tobacco manufacturing companies of the world may prove tlie moral ruin of the tobacco grower of Virginia and the neighboring States. They are buv- ing automol)iles, and doing themselves well all round. Fortunatelv tliev are subjected to the tonic of having to pav out i)ig wiiges. Stringers once had higher wages than the other workers on a plantation, but to prevent jealousy uniform wages Inwe been given by farmers. The demand for stringers has been so great this season that farmers have paid them as much as $8 a day. Tt is suggested that the enormous prices now being ])aid for Virginia tobacco of the types suitable for ciga- rettes reallv ought to lead to advances in retail prices." CANADA AND CIGAR MACHINES Cigar machines seem to ])e about the whok' thing novv-a-davs. ''Everybody's doing it," according to tlie rumors if investigating and ]nirchasing these ma- chines for Canada is concerned. They're not an in- expensive stunt either, taking it by and large, for the duty costs like the twelfth letter of the alphabet, and then there's royalties and a few items *'too numerous to mention." Just the same, they will g<' a long way towards solving the present difficulties of the tol)acco trade. Tlie main thing is that the machines will not be quitting when quitting will l)e hurting production, nor will thev be taking holidays, either voluntary or other- wise. Production's the big item these days. Speed it up._^' Canadian Cigar and Tobacco Journal." Sai/ You Saw It in The Tobacco World 27 HE'S THE OLD RELIABLE GRAND old "Bull". He's the best there is. He sold over 300,000,000 bags last year. You know genuine "Bull" Durham— never an enemy; millions of friends. Genuine "Bull" Durham tobacco— you can roll fifty-thrifty smokes from one bag. That's some inducement, nowadays. GENUINE «6 BulCOurham TOBACCO C /) OuAranteed by You pipe smokers, mix a little '^BULir DURHAM with your favorite tobacco. It's like sugar in your coffee. 28 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 29 LESLIE PANTIN GommiMion Merchmnt Leaf Tobacco & Cigars Contulado 142, Havana, Cuba JOSE F. ROCHA °— "•'^"^ Havana Leaf Tobacco BapMlaUdad TakMO* PIm* 4» VmIM AM* PartMo y VmHs Afrik* SAN MIGUEL IH HABANA. CUBA E. Rosenwald (Q. Dro. 145 WATER STREET NEW YOBIl THE YORK TOBACCO CO. A. Sn/l't:" " LEAF TOBACCO OIH«« •■* W«»«h«"»«. »• ■"« CUik Avrnm. YOU. fA. MANUrACTUHEIS OF CIOAK SCBAP TOBACCO I nAFFENDURGH ^ LOEB-NUfiEZ TOBACCO CO. IMPORTERS OF SUMATRA AHD HAVANA PACKERS OF SEED LEAF TOBACCO 306 NO. THIRD STREET, PHILADELPHIA "MADAME BUTTERFLY" A HIT ''Madame Butterfly" is a new brand retailing for ten cents and up in tins market, and which is manu- factured by the Progressive Cigar Company, at ILUi Ilace Street, this city. w.a ann i •<. The company is incorporated tor $iUU,UUU, ana is headed by Max Lipschutz, president ; 1. A. MargoUes, vice president; Morris C^ravis, secretaiy and treas- iirer Mr Lipschutz has been identified v;ith the cigar manufacturing industry for a number ot years with the "44'^ Cigar Company. As was remarked by a man thoroughly tamiliar with the wholesale and retail trade, ^'It is remarkable that this brand should have all the ear-marks ot suc- cess from the very start." • • , Not only does Mr. Lipschutz report big original orders; but he expresses great satisfaction with the reports of duplication. Already the output ot the factorv is sold and very few additional accounts can be added until the next leaf-buying season owing to the fact that the factory has just enough of the type and grade of leaf being used to see it through on the present basis until that time. * Mr. Lipschutz says that his whole idea is to put the '* Madame Butterfly" brand across *^big," and indications are that he is doing it. The package itself is one of the most attractive seen in this market, and stands out in contrast among other goods. Sam C^ravder, for the past ten years associated with Max Lipschutz, has become general factory man- ager of the new^ concern. Four delivery trucks are used to supply the local trade, and they are most attractively decorated with the brand name and butterfly emblem. Among the out-of-town accounts opened are those with S. T. Baiiham & Brothers, Norristown; Durstine, Wilmington, Del.; Anthony Wonderly, Canton, Ohio; :\r. Wallach, of New Brunswick, N. J. Local distributors are: Frings Brothers, (liailes Krull, IVter F. Murphv, Showell «fc Fryer, Keeyes, Parvin & Company, Wm. Bailey, (Jinsbeig & Kaplan, and George Parker. Among the local cafes handling the brand are the Cafe L^Aiglon, Bingham and Vendig. A big ne\vspaper campaign will be put on as soon as conditions warrant, to back up the distribution. The Largest Independeit Dealer and Exporter of American Leaf Tobacco in die United States. I G. O. TUCK & CO. INTERNATIONAL PLANTERS CORPORATION 2S0 'BROADWAY i i 9f£^ YORK, S. Y. ROMANS SMOKED LAVENDER Sweet lavender served at one time as a smoking mixture In 1270— before tobacco came to Europe—.* Spanish writer said that ''whoever smokes lavender feels active, ardent, and vigorous." Fine pipes have been dug up in Spain from Roman settlements. They show no trace of tobacco or opium, but are adorned with bas-reliefs picturing the lavender plant. So it is surmised that the Romans smoked lavender, and that their example was followed by the Spaniard. Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. 1^ The Chinese Cigarette Market A RECENT report states that Japanese cigarettes have recovered from the slump of 1917, and with thirty-eight million formed fifteen per cent, of the total imports of cigarettes from abroad, but as these cigar- ettes do not appeal generally to the Cliinese market their increased sale is more an indication of the greater num- ber of Japanese residing in the Province, than of vic- tory over competing brands. Foreign cigarettes were imported to a total of 359,476,000, value $1,103,204, or $3.06 per thousand, while cigarettes manufactured in China totaled 22,625 piculs, about 1,701,875,000, valued at $1,819,548, or $1.06 per thousand. The Japanese cigarettes are entirely different in construction and aroma from the tj^pes most in favor with the Chinese, and are exported by the To-a Company, which is al- lowed by the Japanese Tobacco Monopoly Bureau to manufacture for export. The same company, how- ever, has factories in China, just as one or two British and American concerns have, and plans to erect one in Tsingtau for the control of this market. Tobacco raised from foreign seed is now a staple product in this Province, and the cigarette business ex- hibits one phase of the evolution through which China is now passing, in which the country is changing from a consumer of finished products to a purchaser of the appliances for manufacturing such products. It is evi- dent that this change will affect an ever-widening group of articles, limited only by the raw materials obtain- able, and the technical skill the Chinese are willing to utilize or develop. It does not appear, however, that competition with manufactured articles from abroad will be serious for several decades, the market is so vast. CIGARETTES ADVANCED IN PRICE The United Cigar Stores Company announces that, commencing on Monday, December Ist, the price of the following brands of cigarettes, in packages of twenty, will be twenty cents: Camel, Lucky Strike, Chesterfield, Sweet Caporal, Piedmont, Perfection, Favorite, Sovereign, Relu and London Sports. This price will prevail without exception in all the company stores throughout the United States. FEW ENGLISH CIGARETTES FOR GERMANY In relation to rumors that large quantities ot English-made cigarettes are being shipped to Germany, London * * Tobacco * ^ makes a specific denial. A representative of the Imperial Tobacco Com- pany, the largest of the English cigarette handlers and manufacturers, said that the company has had applications for millions of cigarettes from German\ , which have been refused. He says : ' ' Why should we when there is a definite shortage of tobacco for home consumption? We need every cigarette we can pro duce, and there is no surplus for export to what weix- enemy countries a short time ago. ** There are many independent firms w^ho do nothing but an export trade, and it is possible they are sending supplies to Germany. In any case they could be but a drop in the ocean so far as the English ciga- rette trade is concerned." e. H. GffTO CIGAR COMPANY FOR FORTY YEARS THE STANDARD Br Which CImt H«t4 Civara Ar« Jud««d Write for Open Territoir Factorr: Key West. Fla. New Yorit Office; 203 W. Broedwer Free! Free! 8AMPLES Ask and You Will Receive ....FIFTH AVENUE.... A Union Made Cisarette of Quality lOc FOR PACKAGE of 10 Mouthpiece, Cork or Plain Tip I. B. Krinsky, Mfr. "'^t-^JX'" LIVE DISTRIBUTORS WANTED Parmenter Wax-Lined Coupon Cigar Pockets AFFORD PERFECT PROTECTION AGAINST MOISTURE HEAT AND BREAKAGE q INDORSED BY ALL SMOKERS, and are the MOST EFFECTIVE Advertising Medium Known Racine Paper Goods Company Sole Owners and Manufacturers RACINE. WIS.. .... U. S. A The Standards of America Lorillard's Snuff, : Est. 1760 Rail RoadMills Snuff, Est. 1825 Gail & Ax's Snuff, e* Est. 1851 ALL OF THE OLD ORIGINAL Maccobops — K.appees — High Toasts Strong, Salt, SWeet and Vlain Scotchs MANUFACTURED BY GEORGE W. HELME CO., Ill Piftk Ave., New Ysrk Your Prospective Customers '^e listed in our Catalog of 99% guaranteed Mailing List* It also contains vital sue^gestions how io advertise and sell profitably bv mail. Counts and prictj piven on 9000 differ- •nt nf> onal Lists, covering all classes; for instance, Farmers Noodit Mfrs., Hardware DJrs., Zinc Mines, etc. This valw Able Reference Book free. Write for it. 50^ Saves Dollars on Your Purchases C«f WTeral quetationi on whtc you buy. It will lave many dcllara. Ibbbers, dealers, or individuals who sell what you want to buy. Ross-Gould ^ Ml ci i I i n ig 30 Say You Saw It in The Tobacco World Tobacco Merchants' Association Refflstration Bureau^ new yqrk city Schedule of Rates for Trade-Mark Service* Effective AprU 1, 1916. Registration (see Note A), Search (see Note B), Transfer, Duplicate Certificate, $6.00 1.00 S.00 8.00 n.U A-An .llowanc of $2 will b« made to m^br. of th. Tobacco U.t ckants' AMOciation on each regiitration „,---,it«t«a th* reportini of ■»« Not* B-lf a report on a ••arch of • ml* ^•^••^^^JSlMVdkmttt of On* than t*n (10) title, ^ut le*. than twenty-on* W1).^J^^ ^^.^^^ dollar ($1.00) Will b* mad*. If it neceMitaU* S^:J|*?!l ehwi* of Two Dollan SSrfrr Ue?yT*n'(10) additional tiU** nec«**«rily fporfd. . REGISTRATIONS WITHOUT A NAME:~41,419. For all tobacco products. Ucto- ber 31, 1919. Central Cigar Box Co., St. Louis Mo. RENSSELAER:— 41,420. For cigars. .November 3, 1919. l^riea man & Wciss. Xew York City. x- CALVIN COOLIDGE:-4l.425. For all tobacco products. No- vember 8 1919. American Litho. Co., New York City. OLE HANSEN :-41.426. For all tobacco products. November 8, 1919. American Litho. Co., New York J^^^y- ..^g Pano \ WAR ZONE:— 41,427. For cigars. October 21, 1919. 1 ano a. Belesott, San Francisco, Cal. .^ ., EL BELESOTO:— 41,428. For cigars. November 8, 1919. l ano A. Belesott, San Francisco, Cal Gradiaz \nnis t the •l^TdCarlcVi'.r Cigar Co Xew York City, from whom title was derived by registrant on June ^3. 1919^ r.radiaz \nnis iMninAR- 41430 For cigars. October 24, 1919. uradiaz. -aiiius X (^\^ York ti?y. Trade-mark claimed to have been used ^y'-th; ll'd Carle^on' Cigar Co. New Vork City, from whon. T^W^-^r^ 'Vo^ifgTr"' °o/tXr--^4! m9. Gradiaz, .Vnnis & Co -W York aty. Trade-mark claimed to have been used by t"; ^oVdVarleton' Cigar Co.. New York Cty, from whom .itlp was derived by registrant on June si, 1919. CAPTAIN ALVAREZ :l41,432. Eor cigars, cigarettes, cheroots atTd tobacco November 5, 1919. Vasbach-Vo.ce Utho. Co.. New PORT OF^LIEGE:-41,433. For cigarettes and cigarette paper. "^ 0^tob?r 27 1919. Roy^a. Turkish Tobacco Co New York Uty ALLEN BART:— 41,434. lor cigars. .November lU. I9iv. j. « SMbKATION:l!^°M3r' For^'all tobacco products. November 8. O^^BlcTo^l^i^r^: % af o^.cco P^^uct. October HAlIIoR&:^1.^" ?or\V,"Jobacco products. November 10. 1Q19 Hallborn Cigar Co., Philadelphia, la. YE GREENWICH ^VILLAGE:-41,441 For cigars, cigare tes cheroots and all forms of tobaccos. November 10, 1919. .Max INVrRNAT^O^NAL^SPORTING CLUB.-41.442. I-r ,11 tobacco pToducts^ November 13, 1919. American Lithographic Co.. ^e^^ SHAVETAIL:-41,446. For all tobacco products. November 13. 1919 I'ottsviUe Tobacco Co.. Inc.. rottsv.lle, Pa. ._,.,,, TUST FOR FUN TRY ONE:-41,447. I'or agars and cigarettes. Ortober 14 1919. M. Goldman, Chicago, 111. HAZEL KIRKE:-41,448. I'or cigars, and a" tobacco ,,roduUs Vnveniber 1' ,9,9 .\m.rican Box buppiy l o.. Detroit Mun. TrX 'nark acquired by a transfer from the Consohdated e ,ga, ONE 'by ONE -^^ 449"' l-or'ciga'Jet'te' piper I'ooks and cigarette °pa!;c^ tX • November 19. f9,9. Max Spiegel & bons Co.. JoSe HyVa°NdA;^-41.450. For a„ ,ol,acco products. Noven,- iw.r IQ 1n 10IQ \nifriran I itho. Co.. New ^ ork L u\ . * CELIA'GRANDA:-4t452. l-or all tobacco prochicts. Npvem- her 18. 1919. The Moehle Litho. Co.. Brooklyn. N. \. TRANSFERS r, • . i GOLDEN RUSSET:-8682 (Tobacco Leaf), i;^^ ^'^^,r;^;^,f,;;^V^.^i'^;':^ 1919. OLD COLONIES:— 1335 (The Association). For cigars. Regis- tered May 23, 1883, by Levy Bros., New York City Fransferred to William Gershel, New York City, July 31, 1917, and re- transferred to D. C. Kerr, Pittsfield, Mass., November 4, 1919. SENTINEL:— 588 (The Association). For cigars. Registered Au- gust 23, 1882. by Levy Bros., New York City. Transferred to William Gershel, New York City. July 31, 19 7, and re-transferred to D. C. Kerr, Pittsfield, Mass., November 4, 1919. ^ . , ALCALA:— 10,861 (Trade-.Mark Record). For cigars Registered September 3, 1891, by Geo. Schlegel. New \ ork City. Frans- ferred to A. C. Hirschfeld & Co., Inc., San Francisco, Cal., No- vember 8, 1919. . .. ,. , 1 Koi. TENNY LIND:— 9579 (Tobacco Leaf), l^or cigar box labels. Registered January 19, 1895, by Cole Litho. Co Chicago, 111. Transferred to W. L. Bucher Cigar Co., Dayton, Ohio. RED MONARCH:— 18,304 (Tobacco Journal). For cigars. Regis- tered March 28. 1896, by Alexander Gordon Detroit, Mich. Transferred to Henry A. Gordon, November 6, 1919, and re- transferred to American Box Supply Co.. Detroit. Mich.. Novem- ber 6 1919. TAVANOLA:— 19,454 (Tobacco World). For cigars cigarettes, cheroots, stogies and tobacco. Registered January H, 1919. by The Rigbv Cigar Co., Dayton. Ohio. Transferred to The Com- mercial L'eaf Tobacco Co., Dayton. Ohio, December, 1918. by \ M Schaefer. Dayton, Ohio, who it is claimed is the successor of Tlie Rigby Cigar Co.. Dayton. Ohio ^ . . ^^ WAR DRAFT:— 29,492 (Tobacco Leaf). For cigars, agarette^, snuff and tobacco. Registered April 18, 1905. by F. K^Rigby. Dayton Ohio. Transferred to The Commercial Leaf Tobacco Co Davton. Ohio. December 4, 1918, by A. M. Schaefer. Dayton, Ohio, who it is claimed is the successor of The Rigby Cigar Co., PETe''"dAILEY:-22,634 (Trade-Mark "Rfcord)^ For cigars cigarettes and tobacco. Registered April 24, 1900, ^o. 7725 Patent Office, for cigars. Registered on July 6, 1900. and C for cigaros, cigarettes, cheroots and smoking tobacco, in 1903, by T T Dunn & Co., Philadelphia, Pa. Transferred to American Box Supply Co.. Detroit. Mich., by Consolidated Cigar Corpora- tion. New York City, of which T. J. Dunn & Co. is a subsidiary. AUGUSTE RODIN :-32.612 (Trade-Mark Record) For cigars, cigarettes and tobacco. Registered February 26, 1907, by O L Schwencke Litho. Co., Brooklyn, N. Y. Transferred to Pasbach- Voice Litho. Co.. New York City, and '■^-transferred to C. B. Henschel Mfg. Co.. Milwaukee. Wis.. November 19. 1919. SARI:-30,126 (Tobacco World). For cigars, cigarettes, cherootj, stogies, chewing and smoking tobacco. Registered May 16. 1914 b\ Kaufman, Pasbach & Voice, New York City. Transferred to C B Henschel Mfg. Co., Milwaukee, Wis.. November 19, 1919. EL BRAZOS:— 25,691 (Tobacco World). For cigars, cigarettes cheroots stogies, chewing and smoking tobacco. Registered March 'b 1913 by Kaufmtn. Pasbach & Voice, New York City. Transferred to C.^B. Henschel Mfg. Co.. Milwaukee. Wis.. No- vember 19, 1919. OUR HIGH-GRADE NON-EVAPORATING CIGAR ^^^^ tobacco meUow and smooth In character and Impart a most palatable flavor FUVORS FOR SHOKING and CHEWING TOBACCO \i^*i** fnr List of Flavors for Special Brands BETIJ^. AROmItVzEM. BOJ FLAVORS. ?ASTE SWEETENERS FRIES 8l BRO., 92 Reade Street. New York -- - ■■ " "*'' BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St.. New York City «!»■ ' ■» ' ■■■ »ti ■■ «■ »■ «— -«1 ■■ H W ■■ ■ IWATA COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters 50 Union Square New York City j „ . „^._. — ..—..—■■ — ■— ~" — •▼ m STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigan Manufadurcd exclusively by Hey wood, Strasser & Voigt Litho. Co, 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Higfiest Quality OSCAR PASBACH, Pre; J. A VOICE, Secy a Gen'l. Manager r?. tsBwrnmrnxx LITHOGRAPHING CO. m^ 25"^^ St.Cor. of 11T*:*Ave. NEW YORK CMRLABELS- CIGAR BANDS SEILIISG AGENTS ADOLPH FRANK4L 6i CO.. Inc. 129 Fifth Avenue. New York SELLIING REPRESENTATIVES E. C. McCuIlourfh & Co.. Inc. - . Manila. P. I. B.B.B. Co. Canada Ltd. . . . Montreal J. W. Strelder Co Boston. Mass. CIGAR BOX LABELS BANDS AND ADVERTISING NEW VORK GARRETT H. SMITH, p";^-^--..^ compaM litocrafica de la habana F«..t Imported Ci^ B.nd. i«d I •fc.U. AUo GUMLES6 B«»d. . . NEW YORK OmCE (Phon>. St„.ve..„t 7476)S iSO Union S.u.r. ^ " ■ n ■ M — — — — ««_^ T " " " ■ "■— — H" THE MOEHLE LITHOGRAPHIC CO. ^IGARLABEL?!^ AND h CLARENDON RO/iS c fAST 37^'' ST. BROOKLYN, N.Y. m BRANCH OrFICC 170 WEST RANDOLPH St. CMICA60.ILL. PERFECT LITHOGRAPHY CIGAR LABELS _ ciGAR BANDS AMERICAN BOX SUPPLY COMPANY 383 Monroe Avenue Exclusive Selling Agents For Detroit, Mich. CALVERT LITHOGRAPHING COMPANY MANUFACTURER OF AlL KINDS OF ' I J ..-■■.- J 22iid St and Second Ave.. NEW YORK Cigar box Labels / AND TRIMMINGS. CHICAeO, 105 WH9T MO^TBOK STRJCICT, LOUn O. CAVA, IKirr. A BARGAIN IN CIGAR LABELS AND BANDS. On account of the prevailing hi^h eosi a.ui .scarcity .)f material, labor, etc. we have ,iP..i.Jp.i . . i number of attractive stock lal)els with title and design right.s. " "ctiueo to i lose out and discontinue a lar^e We are also closing out at exceptionally low prices the entire line of stock labels formerlv .n.H.. h. Cr v „ we are the successors. lormeru m.Hiv bx Kruegcr \- Mraun, of which firm We still have a (piantity of attractive stock cigar bands, which we will also close (mu -it nri,.o • r i . ducing such ban.ls. Write for samples a.ui prices. ^ ' "'^' ^'*' '^'''''^'' "'^* l"-^'^^^»t c-ost of pro- WM. STEINER SONS & CO., 257 W. 17th Street, New York City. 1111 „ -- - ■.^-..— .■— -. fS^l> AGINATION SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers find in these wrappers the secret of their success. Are YOU one of them} American Sumatra Tobacco Co 131-133 Water St., New York City A iHfrru aUrriatmaa In ^m All / VOLUME 39 NO. 24 TOB AC C O . s DECEMBER 15, 1919 WORLD Ui m Since 1887 The recocrnized Standard for Clear Havana Cigars. Made in manv Sizes. « Jenny Lind Made of the finest Imported Cuban Tobacco, from the best districts, by the most skilled Cuban Workmen, under conditions identical to those employed by the best Haxana factories. JOBBING ACCOUNTS SOLICITED HKRKDIA V CA, 70 Fulton St. New York City 7^ vJ Say You Saw It in The Tobacco World ^voT "sar s I DON'T HIDE WEEK IT amounts to Buried Treasure when you dealers don't display your Week-End Tins of Natural Cigarettes! You'd be surprised at the brisk sales, that attend a conspicuous showing of these handsome tins tins that sell at a handsome profit to you. Why bury them in the case or on the shelves, when they'll sell themselves in great shape if you'll only set them out where people can see them? SCHINASI BROS. The Original Egyptian 1^ Scli/Niisi Brothers, bic 1791) HnuidvCd] Nrw York City John Ruskin & Flor de Nelba CIGARS Are Positively the Best at their Price They are big sellers and fast repeaters. A box or two on your showcase will increase your business. See Your Jobber Now, or Write Us I. Lewis Cigar Mfg. Co., Newark, N. J. Lariiest Independent Cidar Factory In the World i§M— >-4B> For Gentlemen of Good Taste San Felice 2 for 15c The Deisel-Wemmer Co., L1MA,0. 3ii. OFOUR PATENT AIR-PROOF POUCH *^^ GRAVELY PLUG TOBACCO , MADE STRICTLY FOR ITS CHEWING QUALrTY . WOULD NOT KEEP FRESH IN THIS SECTION. NOW THE PATENT POUCH KEEPS IT FRESH AND CLEAN AND GOOQ A LITTLE CHEW OF GRAVELY IS Er^OUOH AND LASTS LONGER THAN A BIO CHEW OF ORDINARY PLUG. '^^ ocrr. « I SI SOLD EVERYWHERE CIGARS GOOD ANYWHERE Say You Saw It in The Tobacco World y^^ERHAPS it is pride-perfeaps >^ L/ conscience - perhaps it is the C/ habit of 68 years -but cer- tainly it is ^ood business sense that determines us to keep ^^ Cinco unswervingly up to the same stancibrd no matter how costs ^ up- TOBACCO MERCHANTS' ASSOCIATION OF UNITED STATES CHARLES J. EISENLOHR President EDWARD WISE Chairman Executive Committee GEORGE W. HILlV.V.V.V Vice-President GEORGE H. hummel V.ce-Pres.dent JESSE A. BLOCH ^'"■^'"'^"' JACOB WERTHEIM ;;„!."! JOSEPH F. CULLMAN, Jr LEON SCHINASI cglR^is "iKsHkfND •:*:;::'::•":' ^^■■.''••'••'^••••^ -"^ counsel New York Offices, 5 Beekman Street Vice-President Vice-President Treasurer CIGAR MANUFACTURERS' ASSOCIATION OF AMERICA FRFDERICK HIRSCHHORN. 119 West 40th St., New York ;VfS''"^j*"! ?gASili J EISENLOHR, 934 Market St PhilaPj...^..^V.ce-Pres.de^ JOSEPH B. WERTHEIM 8l8t and East ^nd Ave M hat n. N. Y Treasurer S. K. LICHTENSTEIN. 40 Exchange Place, Manhattan, N. Y .Secretary THE NATIONAL CIGAR LEAF TOBACCO ASSOCIATION I H WEAVER, Lancaster, Pa. viAllPr^^id^nt GEORGE M. BERGER Cincinnati O ^TTreasur! JEROME WALLER, New York City Secretary illLTON H. RANCK, Lancaster. Pa. Secretary INDEPENDENT TOBACCO MANUFACTURERS' ASSOCIATION J. A. BLOCK. Wheeling, W Va ViciipJesidem WOOD F. AXTON, Louisville, Ky 's;c«Ury-Tfe«ur„ RAWLINS D. BEST, Covington, Ky Secretary treasurer TOBACCO SALESMEN'S ASSOCIATION OF AMERICA J. J. OLLENDORF iVt' vlcel President LEO LEHMAN Treasurer JOSEPH FREEMAN .•••^•••Vt"**v' "il'V^V^ Secretary LEO RIEDERS. 200 West 118th St., New York City secretary NEW YORK CIGAR MANUFACTURERS' BOARD OF TRADE . , ..President GEORGE W. RICH Vice-President SIDNEY GOLDBERG Treasurer h. L. ULNICK ..•.••••• ••■ V • V '.V.'.V.V. v. . Secretary VAX MILLER. 135 Broadway, New York ■•"•',■«;. Ifeetinf 4th Tuesday of each psonth at Hotel lIcAlpin «» ■■ ■■ Ml ■■ ■■ ■■ ■■■ CLASSIFIED COLUMN The rate for this column is three cents (3c.) a word, with a minimum charge of fifty cents (50c.) payable strictly in advance. o ■» ■■ ■■ ■»- im 1 1 ■ n ■■ ■■ ■■ ■» ■' '■ "* BUSINESS OPPORTUNITY CIG\R SALESMAN with broad experience and foUownig among the trade wishes to connect with manufacturer, preferably New York or Pennsylvania, where his knowledge is appreciated, is willing to invest if increased working capital is required. Address P>ox 318. care of "Tobacco World." FOR SALE FOR SALE— Ten New Ludington Cigarette Machines, with Auto- matic Feed. Communicate with Box 323, care of "1 he Tobacco World." , . FOR SALE— STRIPPED HAVANA PACKED IN BARRELS. Send for sample, compare same with the imported, and note the enormous saving in price. Max Rosenf^eld & Company, P. O. Box 945, Hartford, Conn. ^_^__^ FOR SALE— Remedios Havana shorts, pure and clean. Guaran- teed A-1 or money refunded. Fifty cents per pound. A so Vuelta shorts, of the finest quality. Edwin Alexander & Co., l/» Water Street, New York City^ CIG\R MANUFACTURERS — WE HAVE PURCHASED 250 CASES Pennsylvania Broadleaf to our packing, and can sup- ply your wants some EXTRA THIN BROADLEAF FOR BINDER PURPOSES, at reasonable. No matter what you want in Broadleaf, we have it. E. B. Hauenstein, Lincoln, Lancaster Co., Penna. "Packer of Tobacco since 1870." 1000 cigar manufacturers' hill-heads printed for $2 75 cash, post- paid. Paper cigar advertising specialties. Solliday s. Knox. Indiana. . — WANTED WANTED— CIGAR BANDS IN JOB LOTS. Prices must be close. Glenn Cigar Company, Red Lion, Pa. ^^^^ WANTED— TO BUY THE OUTPUT OF A FACTORY in Pennsylvania making from 25,000 to 100 000 Class A cigars weekly Will pay good profit. Address Box 320. care of "Tobacco World." ^ ^ . WILL BUY LARGE SIZE IRON MOLD PRESSES. Give par-^ ticulars and price. Address Box 317, care of "Tobacco World. TOBACCO STEMS, CUTTINGS.. SCRAPS, SIFTINGS AND DUST, bought in any quantity anywhere. Send samples. Yearly contracts made. i i „ xt v J. J. FRIEDMAN, 285-289 Metropolitan Avenue, Brooklyn, JN. Y. MANUFACTURER in the market for quantity of cheroot molds No. 4049. Write Box 321, care of "Tobacco World." The Tobacco World 1 Kst^blished 1881 Volume 39 December 15. 1919 No 24 ! TOBACCO WOULD COllPOIiATlOX Publishers Hobart Bishop Ili-.tikins. President H. H. Pakradoonl, Treasurer William S. Watson. Secretary ].u„Hslu..l on tlH. 1st an.l IT.th of each month at 236 Chestnut Street. Philadelphia, Pa. ] ,.:ntered as second-class mail matter. Deceniber 22 ^^O^, ^^ ^^- Post Office, Philadelphia. Pa., under the Act of March 3. 18.9. PItlCE: Tnited States. Cuba and Philippine Islands, $2.00 a M'ar. Canadian and foreign, $3.50. Say You Saw It in The Tobacco World SIMPLEX PACniNG DEVICE FOR 1/20 ROUND CANS OR GLASS JARS OPERATION — Place bundle of fifty cigars in clamp over revolving table and straighten them. Clamp by handles and place in press— after pressing, place over can or jar and release handles* and use plunger to push the cigars into cans. The cigars get a uniform circular pressure— absolutely no breakage and will pack 15,000 cigars daily. TIN CANS-all sizes. Plain, Lacquered or Lithographed. DAR LININGS-Oiir Linings are air dried after cutting. No shrinking, moulding or spotting. American "Rox SmPI^X C®: 383 yWONROE AVENUE Detroit, Mich. We liave over One Million sets of Labels with bands on hand for immediate delivery which are offered much lower than regular prices. Say You Scnv It in The Tobacco World ■■■■>■■: :rrrr:rr3B:rT:3: jf^^^^^ REDUCE YOUR LABOR AND BINDER COSTS WOLVERINE BUNCH BREAKERS save 35% of the binders WOLVERINE BUNCH BREAKERS greatly reduce labor costs WOLVERINE BUNCH BREAKERS make any size or shape bunch WOLVERINE BUNCH BREAKERS will not twist the filler WOLVERINE BUNCH BREAKERS make experience unnecessary By Prepaid Express to You on 30 Days Free Trial H^RITE FOR ONE TOD A Y West Michigan Macli. & Tool Co., Grand Rapids, Micli. t I Tiie Maintenance of an Inflexible Quality Standard in is reflected in tlie unvarying increase I in consumer demand. MA.DC IN BOND FINE HABANA CIGARS Good judgment favors stocking— displacing— recommending it everywhere Allen R. Cressman's Sons, Makers PHILADELPHIA EjKicllence of Quality and Workmanship Are Combined In ChML£S THE) GUMT CiGMS A VALUABLE BUSINESS ASSET TO EVERY UP-TO-DATE CIGAR DEALER SALVADOR RODRIGUEZ TAMPA NEW YORK HABANA Volume 39 THE TOBACCO WORLD Number 24 EstabliHhed 1881 A SEMI-MONTHLY For the Retail and Wholesale Cigar and Tobacco Trade $2.00 a Year PHILADELPHIA, December 15, 1919 Foreign $3.50 The Spirit of Christmas Is Abroad Emphasizing the Brotherhood of Mankind CHRISTMAS is ill the otiiiig and when it arrives it ought to be the hapjjiest, merriest Christmas we have known. But we have a world full of pessimists and the result is that we are approaching this festival as if it were a funeral. Let those who insist on main- taining this mood have a funeral and burv their ffloorn and distrust of their fellowmen in the deepest pit they can dig, and then join with the optimists in re- joicing. As the day approaches it seems hardly possible that we can continue to feel downcast when the verv air is charged with the tidings, "Peace on Earth, (Jood AVill toward ]ilen." The spirit of Christmas is abroad and men are giving and forgiving, emphasizing the brotherhood of mankind. Some of us overlook the fact that times and con- ditions are constantly changing. The processes have been slow but sure. We have seen tlie world plunged into a great war. Years have elapsed and during that time (mr thoughts and energies have been concentrated on the conflict and success. AVe have emerged from the war dazzled witii the victory. Xow the scales are falling from our eyes. Th<' changes that passed almost unnoticed during normal times kept taking place ^ generation has faced a similar condition and has left posterity better equipped to face its problems. If we have cast aside those things which were of value and which should have been retained, some one will be born to reclaim them for us again. Just as water seeks its level, so does the prog- ress of civilization. On one side of the curtain of war men have been thinking and planning how best to meet the problems they have been seeing and facing. On the other side men have been planning and think- ing of entirely different things. AVhen the curtain is drawn and we come face to face, one class with the other, we realize how far aj^art wo have drifted. Just as a chain is no stronger than its weakest link, so civilization is no stronger than its weakest people. The truth stands revealed and we are as- tounded and disturbed. The spirit of (Miristmas draws us closer to each other. AVe are more approachable, and in this atti- tude of mind we often find a common meeting ground. And on this ground we begin to build again. Other generations have said we could never navi- gate beneath the sea or Hy like a bird in the air. Xow that we have accomplished these things how foolish their ])redictions seem. AVe have done the things that we thought we could never do. And so in facing the ])r()blenis of todav we deny the truth if we say in (uir hearts that tliev cannot be solved. AVith a supreme faith in mankind let us have a Alerry diristmas, firm in the belief that the message that has come down to us for more than nineteen hun- di'ed years means all that it foretokens. ^' Peace on Earth, Good AVill toward :\Ien." THE TOBACCO WORLD THE TOBACCO WORLD """""""" ' """^'" ' ' ' ' ' ■ n... A LITTLE CANDY SIDE LINE By Frank Farrington (All Rights Reserved) MANY cigar stores have candy departments that are ahnost as important as the tobacco feature. They are cigar and candy stores rather than cigar stores with a candy side line. It is not this sort of a combination that I have in mind just now. It is rather the regular cigar store, or even cigar ''stand" where popular-priced pocket packages of candy are sold dis- tinctly as a side feature. There is no reason why any cigar store should not pick up a verv considerable clean profit in the year by handling a carefully selected stock of package candies up to 25 cents in value. These goods, especially the nickel and dime lines (or what used to be sold for 5 and 10 cents) are com- pactly packed in attractive display cartons which may be shown on top of the counter or showcases, perhaps in space that is otherwise not used. There may be a corner, a big pillar or post, or some other space where shelving can be placed to dis- play an assortment of these candies. They should be located where they will be under the eyes of as many visitors as possible, and where they will be within easy reach of the salesman. The low prices brought by such sales perhaps do not admit of using much sales- manship to get the money. The goods should be made self-selling, and if they are displayed properly they will sell themselves. Don't try to use too large a variety of these goods, but pick the popular sellers, the ones that are widely advertised and the brands that are known to every- one. The line should include a variety of chewing gums that are in demand, milk chocolate and chocolate almond bars in two sizes at least, lemon drops and other fruit lozenges, also in season several kinds of advertised cough lozenges, horehound drops, licorice drops, etc. There has come into popularity in the last few years a varied assortment of small hard candies, wrapped in vest pocket rolls to retail for a nickel. These are obtainable in several makes in a number of flavors and men pick them up wherever they find them. Scarcely a man but buys more or less of them, and nearly all smokers carry them. There is no reason why they should not be obtained over your counters. Salted peanuts, of course, go with these other lines and you can get the best in a widely advertised brand to sell in little paper envelopes. The closing of saloons has had an inevitable in- fluence in stimulating the sales of candy because sugar is usually craved by men who do not or cannot drink. Men who do not use alcoholic liquors are usually candy eaters. This gives you a chance to increase the amount of saloon money coming into your cash register. The handling of this small package candy trade is practically without increased expense to you. The goods sell tliemsolves, requirinir so little of the sales- man's time that you can handle a considerable volume of that business without any increase in your selling force. The goods are not of the sort to run up into monov vorv fast, so vour investment in stock is in- creased only a small amount. You have no greater overhead expense for carrying this line. It practi- cally works out that you get just that much more busi- ness on the same old expense. And the stock turns over so often that it nets you a very appreciable amount of profit in a year, to say nothing of giving the men one more reason for coming into your place of business. In order to make the line sell it must appear as attractive as possible. It will not help the prestige of your store to have cartons of these candy lines on ex- hibition with soiled packages, torn edges, or untidy appearance of any sort. You keep your cigar stock looking spick and span and of course it is easier be- cause it is all under cover, but the display cartons of candy are probably out where men can help themselves to the goods, and they are subject to dust and frequent handling. They require special attention in order to keep them looking neat. You will find that when a carton gets down to where there are only two or three packages left, some customers will hesitate about taking those last ones, and you will find, too, that when the bottom layer is broken there will often be found to be dust and dirt in the bottom of the box that did not show before. Clean out these cartons often enough so there will be no untidy look even to the last piece in the box. The goods must be kept fresh looking if you expect to sell them. Get in touch with the manufacturers of such candy and ask them for samples and a price list. And while you are to keep in stock all the time ti,,^ well known, popular pieces, you will find it worth while to watch for novelties and offer something new at fre- quent intervals. Don't waste time tr\^ing to make these new things popular, steady sellers. Leave it to the manufacturers to do that with their advertising. You sell what will go over the counter without pushing, and add the novelties just for the sake of their novelty and don't repeat on them unless you are sure there is a real demand by the people who have bought before, ^fany a novelty will sell out once or twice to men who try it because it is new, but because nobody asks for a second supply there will be no continuing sale. The picture on the package, the wrapper, has nothing to do with the quality of the contents perhaps, but the wrapper has a good deal to do with the goods selling themselves. The most attractive package, ev- er>^thing else being equal, vnW be the one that sells, and when it comes to picking up a pocketful to take homo to the kiddies, appearance counts even more. You will probably find, after trying the nickel and dime proposition for a while, that you can sell some of the better packages and the tendency will be to branch out into higher priced goods. Do tliis very slowly. Don't allow some clever salesman to induce vou to « buy a supply of more expensive packages before you are ready to make that plunge, or you will find your- self with a lot of shop-worn, fly-specked pound and half-pound boxes of candy on hand that look about like the railroad newsstand stuff, and nobody willing to Imy tliem at any price. (Continued mi Page 28) V Washington, D. ('. TOBACCO has become one of the greatest sources of revenue for the Government, declares the Com- missioner of Internal Kevenue in his annual report to the Secretary of the Treasury. This is a natural de- xelopment on account of tlie relative importance of the industry in colonial times and the fact that public opinion lias come to regard articles of this class as proper sul)jects for taxation, he asserts. As the needs of the Government have varied from time to time, so have the taxes laid on this product l)een raised or low- ered to meet the need. The law of 1917 for the first time since taxes on cigars have been payable bv stamp apj)lied the principle of graduated taxes according to \alue and based the tax upon the retail value. An important change under the 1918 law is the strengthening of the provisions governing the busi- ness of leaf dealers. This is accomplished bv bondinii- each dealer in leaf tobacco and requiring him to fih* inventories annually and reports monthly. This pro- vision of the law gives to the Government the con- trol and regulation of the raw material necessary to insure the collection of internal revenue taxes on the manufactured product in an equitable manner and the detection of frauds and violations. The enforcement of the regulations in reference to leaf dealers was to take effect April 1, 1019, bnt owing to the ditficulties involved in instructing dealers as to the new require- ments this date has been moved forward and the reg- ulations will become effective December 1, 1919. The total receipts from all tobacco taxes during the fiscal year ended June 30, 1919, were $206,00.3,- 091. S4, an increase of $49,814,431.94, or 31.8 per cent., ov(;r the ])receding year. The Revenue Act of 1918, which became effective Febniarv 25, 1919, increased the floor tax to $1.3,027,306.11, ail increase of $7,465,- 072.41, or 134.2 ])er cent. The number of returns under this ])rovision has been approximately 823,000, com- pared with 300,000 under the previous law. This in- crease is du(^ largely to the fact that the law of 1918 makes no exem])tioii as to small (]uantities of tobacco and tobacco ])roducts on hand. That the total amount of revenue collected during the fiscal year did not reach the amount estimated for that ])(M'iod is due to the fact that considerable (quanti- ties of tobacco were withdrawn tax free for the use of the Army and Xavy, and that ])roduction was some- what curtailed on account of the almost unpreceai-t of the fiscal year, and, during the latter part, to labo]- unrest. Then, too, the revenue law did not Ix'- eoine effective at as early a of $24,069;S45.28, or 36.3 per cent. The small- est inci'ease was on little eiaars on which $925,016.61 was collected, an increase of $49,289.41, or 5.6 pei* cent. The receipts from special taxes imposed on man- ufacturers of cigars, cigarettes, and tobacco amounted to $789,109.03, an increase of $250,622.27, or 46.5 per cent. The new rates under the 1918 law did not be- come eff'ective until January 1 191.9, consequently the increase here shown does not represent the increase due to the new rates for the whole fiscal year, as all collections before January 1 were under the 1916 law. There were imported during the fiscal year 76,- 109,335 packages of cigarette paper subject to tax, and the domestic manufacture of this paper amounted to 255,652,397 packages, and the cigarette tubes to 750,262 packages. _ The tax on the imported paper amounted to $859,327.28 and on the domestic paper and tubes to $161,204.74, or a total of $1,020,532.02, an increase of $589,149.78, or 136.6 per cent, over the preceding year. As no tax was collected upon these items during the fiscal year 1918 until November, and due to the fact that the new rates under the law of 1918 were not ef- fective until February 25, 1919, the increase here shown is not an accurate index of what the new rate will ])roduce as compai-ed to the old for the yearly ])eriod. The receipts from additional taxes on account of stamps in the hands of manufacturers of cigars and cigarettes were $563,798..30, an increase of .$90,661.12, or 19.2 per cent.; and from additional taxes on account of stamps in the hands of manufacturers of tobacco and snuff $362,176.52, an increase of $116,067.80, or 47.2 per cent. The number of manufacturers of cigars, cigar- ettes, tobacco, and snuff and the dealers in leaf have steadily decreased during the last six years, with the exception of the number of snuff* manufacturers in 1915 and dealers in leaf tobacco in 1915 and 1916, when there were small increases. This is shown in detail in the following table giving the number in each class of business on December 31 of each year 1913-1918, inclusive : Dealers December 31 Cigars Ciga- Tobacco Snuff in leaf rettes tobacco 1^)13 19,841 447 2,766 6S 4,004 1^^14 16,754 381 2,.364 68 3,164 I^^b") 15,732 367 2,214 71 3,497 1^>16 14,576 311 2,085 67 4,139 1^1' 13,217 311 1,915 61 3,668 1J>18 11,291 261] 1,803 60 .3,092 The ra])id increase in the number of cigarettes manufactured c(mi])ared with the number of cigars shows an im})ortant tendency in the industry. In 1910, tor the first time, the number of cigarettes manufac- tured was greater than the number of cigars manufac- tured, their ap])roxiniate numbers being 8I .. billion cigarettes and 8 billion cigars. Since that time the number of cigarettes has increased verv rapidlv, while that of cigars has shown no material change. * In the past year the number of cigarettes was 461., Millions, wliile that of cigars was approxiinatelv 8 billions, as in lino. Last year, foi- the first time the number of IMUinds of leaf entering- into the manufacture of cig- arettes totaled more than the number of pounds of leaf entering into the manufacture of cigars, the two numbers ])eing approximately 177,000,000 pounds ami 162,000,000 pounds, respectively. 10 THE TOBACCO WORLD THE TOBACCO WORLD U '""""""""""" ' ' '"" ' '""" Illlllllllllllll Hill Illllllllll IIIIIIHIIIIlim Illllilllllllllllll Hill II iiiiiin , 11, Ill, IIIIIIHHHI HHHIHHHH. Hotel La Salle Reduces Rates ClUAR manufacturers, salesmen, and members of the tobacco industry who visit Chicago owe a cer- tain obligation to the man who is honestly trymg to cut the cost of living. We commend to the attention of the trade Ji.. J. Stevens, manager of the La Salle Hotel in Chicago. Despite the fact that the hotel has been domg a record business for months and could take no more patronage, Mr. Stevens has voluntarily attacked the cost of living by reducinq room rates and restaurant charges. He has reduced $10 rooms to $7. $2.50 rooms have been reduced to $2. Reductions range from 50 cents to $8 a room or suite. In the dining room the table de'hote luncheon has been reduced from $1 to 75 cents, and the minimum price on the a la carte menu from 75 cents to 45 cents. Oysters have been reduced from 40 cents to 25 cents, and everv entree has been cut at least 10 cents. Any hotel manager who has the nerve to come out and take such a step as this deserves the support of every man w^ho is interested in restoring prices to a more equitable level. . We urge the entire trade to take cognizance ot what Mr. Stevens has done. Tn this connection we would call attention to some of the profits in the restaurant business as set forth recently in the House of Representatives by Mr. King of Illinois. Mr. King was condemning tlie House Office Restau- rant which he says was established for the clerks, stenographers and secretaries and other employees of the House ''who can ill afford to pay the enormous and outrageous charges inflicted there. ' ' He took the matter of that homely dish, corned beef and cabbage, which sold on the day mentioned for 50 cents. He showed that the actual cost was 8.05 cents. He allowed 100% for handling and still showed a net profit of 212%. Tn regard to a lettuce-chicken sandwich he gave figures to prove the actual cost to be 4.58 cents. He allowed 100%) for handling and showed that the net profit from this transaction to be more than 250%. The sandwich sold for 35 cents. Where the ordinary individual comes in contact with prices such as these it is not to be wondered at that he feels the need of higher wages. We base the observation not so much on the retail price of the article as on the outrageous profit accruing to the restaurant proprietor. Anyone who makes a sincere effort to deal hon- estlv with the public in the matter of tlie necessities of life deserves all the support that the public can give. Trade Warned Against Buying Unstamped Tobacco Products Washington, D. C. REPORTS that tobacco, cigars and cigarettes, re- cently issued by the War Department to commissar- ies and post exchanges for sale to men in the Army and Navy, on which no taxes have been paid, have been purchased in large quantities by enlisted men and sold to tobacco dealers, are now being investigated by tlie Treasurv^ Department, and a warning has been sent out that any stocks of tax-free tobacco, cigars or cig- arettes found in the hands of retail dealers or others not authorized to handle such goods will be confis- cated. In order that they may incur no liability, pur- cliasers of packages of tobacco and boxes of cigars and cigarettes have been advised by the department to see that they are properly stamped. The absence of the stamp is prima facie evidence that the tax has not been paid. These goods, according to officials, were originally intended for export to France, where they were to be distributed among men on the firing line, but the ces- sation of hostilities made it necessary to change this plan, and some of the stock was turned over to com- missaries and exchanges for sale at cost to men in this countr\^ As export goods, these products are tax- free. Recent reports were to the effect that some of the enlisted men, scenting a chance to make a little easy nioiiev, were purchasing stock in large quantities and disposing of it to civilians at a profit but below the market price. The civilian buyers in turn, in many cases, are alleged to be reselling the goods to retail customers. All such violations of the internal reve- nue laws, the department states, will be vigorously prosecuted. Heavy penalties apply both to purchaser and seller. Any person who purchases or receives for sale manufactured tobacco, cigars or cigarettes w^iich have not been stamped according to law is liable to a fine of $50 for each offense. The penalty for the sale of manufactured tobacco without proper stami)s affixed and canceled is a fine of not less than $1000 or more than $5000, and imprisonment for not less than six months or more than tw^o years. With respect to cigars and cigarettes the penalty is a fine of not less than $100 or more than $1000, and imprisonment for not less than six months or more than two years. Stock not properly stamped is subject to seizure and for- feiture. The penalties, it is stated, would apply in the c^ise of anv man in nn army or navy service who sold un- stamped tobacco obtained at commissaries and army posts. A Xmas Thought for the Salaried Man SEVERAL national magazines have dealt very choroughly with the present situation of the salaried employee, the great neutral class between the employer and the worker. It has been shown conclusively that the average salaried man has less today than ever before and there is no harm in seriously directing the attention of em- ployers to this class, which is the backbone of the na- tion. The most careful students of economics state that unless the salaried man is receiving one hundred per cent, more than he did in 1914 he is living hopelessly below his standards or heavily in debt, or both. No employer can afford to overlook the fact that all this has a very definite influence on the value of this class of people to his business. Debt is not only de- pressing but it upsets the equilibrium of the home and seriously affects the efficiency of the man. The National Industrial Conference Board states that the average wages of men in the eight leading industries of the country, measured by the average hourly earnings, have increased all the way from 74%? to 112%. Increases in w^eekly earnings of men ranged from 62% to 110%. The average results are based on payroll data for one week, usually the third week in September, for the years 1914 to 1918, and for the first week in March, 1919. Average hourly earnings of fe- males increased in the same period from 60% to 111%. Average weeklv earnings increased from 55% to 125%. We doubt very much if the earnings of the sal- aried population would show an average increase of the minimum figure received by the industrial workers. The salaried employee represents not only the sub- stantial class of this country but also the intelligent citizen. He is better educated than the worker. He lias n higher standard of living. He is not easily swayed by empty words, but he is a thinker. Above all things he is patient. But an indication of what is going on in the mind of the salaried man is taking shape in the formation of different associations of those working for a salary. Tom Mann, one of the four great British labor leaders, says: "There are now only plutocracy and democracy. In the coming struggle the middle class must decide to which they belong.'* This statement is undoubtedly true. And the un- der-salaried employee today constitutes a menace, not because of the individual condition but because the standards of living of a great and influential part of the population are gradually being lowered. The man who is held down becomes a discontented citizen, falls in with wrong ideas and is apt in the end to cast his influence in the wrong direction. G. W. Casse, another British labor leader, says of the salaried man: "They are patient asses who bear most of the burdens of state and do not even bray in protest. '^ Labor is not overlooking the opportunities af- forded by present conditions among the middle class, and with the growth of the struggle for supremacy there is no question but what they will make a heavy play for the sympathy and support of the salaried population. With eggs at $1 a dozen and butter $1 a pound, to say nothing of the current prices of shoes and cloth- ing, no employer who seriously looks after the welfare of his salaried employees can neglect to do whatever he can within his means for them. This condition is not peculiar to any individual or firm, or to any industry, but it is a serious problem affecting the welfare of the nation. The spirit of Christmas gives an opportunity to do voluntarily for the salaried employees what has been and is being forced bv the worker. Two and Three-Quarters Per Cent. Tobacco? Washington, D. C. COMING soon — 2.75 tobacco. You can't get a jag on 2.75 ''beer'^; soon you won't be able to get dizzy on 2.75 tobacco. Like the near-beer, however, near- tobacco will have a drawback — it will neither smell nor taste like the real thing. *'Now that the reformers have made this country dry, they are turning their attention to tobacco, and smokers may have to face the necessity of taking to near-tobacco to appease their craving for the weed, Just as drinkers are forced to resort to near-beer for .something resembling old-time liquor,'* said H. Edwin Forse, of New York, a recent visitor to Washington. 'Tt is reported that scientists, realizing that the 'vile weed,' as Sir Walter Raleigh knew it, is doomed, have already taken ste])s toward perfecting a nicotineless tobacco. Experiments so far have failed to ])roduce tobacco entirely free from nicotine, but have succeeded in reducing the 'voltage.' "The method employed is said to be plant selec- tion, such as Luther Burbank used with various fruits and flowers. A row of plants is set out and grown and their blossoms covered with paper bags to prevent cross-pollination. When the plants are ripened, they are gathered and analyzed and the seeds from the plants showing the lowest percentage of nicotine are saved, and the process repeated. Growers of the to- bacco used to make the famous Pittsburgh stogies are said to have reduced the nicotine content of some cigar leaf plants from 3tl> to IV4 per cent., and thev expected to keep on until they reduce it to a fraction, something like one-tenth of one per cent. beer. The only draw- back to this 'kickless tobacco' is said to be in the aroma and taste, neither of which is improved bv the de- naturizing process." 11 THl TOBACCO WORLD THE TOBACCO WORLD 4. — 13 LEAF MARKET JOTTINGS IN Lancnstor (Vmiity, the estimate of the I'liited States A^a-icultural Department shows a decrease of about ten per cent, in quantity, for tlie year, and in some sections a considerable inferiority. Both fac- tors seem to have been bahinced financially by ready demand and quick sales. As everyone knows, the i-rowers have suffered considerably from deterioration bv holding back the crop. It is thought that not more than ten or fifteen ])er cent, of the crop remains unsold at the present time, and the sections not canvassed durini»- the bi^- drive are full of buyers. Naturally, such a condition l)roduces a hohlin^^' back and 20 cents for wrappers will surely be the result. Some ])ackers iigure that from 20 to 21 cents has been paid for all wrappers of fair to good grades. As to tillers, thev brought from .'> to ;") cents m 1018, and from (; to 'lO cents in 1919. There was a notable absence of Southeni buyers this year, which is ex})lained bv the notion that they had all they could attend to in their own country. They generally try for a ])ortion of the Pennsylvania croj). Tt is easy to estimate the advance that the buyers will have to get to come out with a profit, so that the ]>iice will be over 'M) cents, while the present standard ])rice for 191S is about 2.S cents, and what Httle 1917 is in the hands of dealers has been selling for more til an ^)0 cents. The big cigar firms have plenty of 1917 and a lot of older tobacco in their warehouses, so that this year's drive indicates a conviction on their part that the cigai" inarket will continue on the boom at least for a few vears longer. A leading manufacturer who has several factonej^ in the T.ancaster district and elsewhere, has stopped all of his retail sales until Deccnnber 20, on account of the difficultv of filling the rush of orders already in. The conclusion of the matter is that those who want anv of the remainder of the Pennsylvania cro]) had better g(^t busy, as the growers do not seem dis- ])osed to pack their own crops or keep them hanging on until the late spring, as they did last year. In Wisconsin about tlireo fourths of the crop has been sold and buying, wliile not I0 be calh'd brisk, exce])t in the lower graartment of Agriculture, in its survey of the 1919 New Kngland cigar leaf production, makes the following estimates: :Massachusetts, lo-l-O ])oun(ls l)er acre ; i)roduction, 15,400,000 pounds. ( 'onnecticut, 1 ;')()() ])ounds per acre; production, :{8,000,000 ])ounds. N'ariety average yields are: Shade, 1117 in Massachu- setts, iloO in Connecticut; broad leaf, 1788 in Massa- chusetts, 1717 in Connecticut; Havana, ir)91 in Massa- chusetts, and 1000 in Connecticut. About eighty per cent, of the (\)nnecticut X'alley crop was sold in tin* first few weeks of buying. The Ellington Tobacco (J rowers' Association, at a recent meeting, stated that a large number of growers had sold their 1919 crops at prices ranging from 35 to 45 cents in the bundle. In the East Windsor district the top ])rice aver- age was 05 cents a ])ound, with a mininuim of 50 cents. At (ilastonbury 18 acres sold for 00 cents a pound. In the Southern leaf tol)acco market tin re has been little change from prices (pioted pi-eviously. (Jreenville, N. (\, (juotes $7:5.04 ])er 100 i)ounarnwell farmer marketed .*)90 pounds for $474.20, an average of $121.59 per W) ])ounds; a P>eaufort (\mnty (N. C.) farmer raised (;U'2 pounds of tobacco on five acres of land and sold it for $514:;.22. These and other high prices that are Inking re- ceived in North Carolina have caused a drive into the (Continued Arch Street. The building is being handsomely fitted, is in the l)usiness center and its humidoi" has a ca])acit> of a half million cigars. The head of the firm is Is. Baum, t'onner mana ger i)\' the cigai- and tobacco de[)artment of Reeves, I*arvin c^- Co., which had a remarkably successful de- velopment umler his su]K'rvision. Mr. I*aum will be exclusixe manager of the business. Among the brands featured will be Blackstone, El Wrso, San Felice, Xew Bachelor, Judge's Best, La Talina, Iienson -ar store as in a drug or confectionery store. \\ e doubt if the confectionery store will ever get as big a ])roportion of the increased demand for fountain drinks as the cigar store, for the same reason that the cigar store, will never be able to get very many women patrons. Now there are thousands of cigar stores that ciui never profitablv install a soda fountain for the reason that the size of*^the store or the location, or both, oper- ate against them. But there are thousands of cigar stores that can install soda fountains and there are hundreds already entering this field. The "United" started with soda fountains in the 'Mrv^' states of the South. F.vidently the result was encouraging, for thev have installed them m stores in northern cities, including New York. Some of t^e re- tail branches of the General Cigar Company, including the Gunst chain on the Pacific Coast, have installed fountains. Smaller chain store owners have followed this lead. Now this does not by any means indicate that any cigar store can do a successful business with a soda fountain, but it does mean that the retail trade is getting somewhere. In the first place, these chain stores are located in populous cities and the stores in which the fountains have been established are practically all corner loca- tions. Further, thev have the available space without doing any great injury to their (Usplays of cigars and candy. r^ut the larger retail stores are going into this line, and apparently witli success. Cigar stores with ])ool rooms are showing considerable interest m the soda fountain business and this phase of the retail cigar store is beginning to attract considerable interest among soda fountain manufacturers. This of course does not mean much to the average small retail dealer. Yet if he will go into the foreign section of anv citv he will find a one or two spigot soda fountain in a high percentage of tlie cigar and candy stores. The trade of the average retail store is created by building \\\) a personal following among smokers. There is no good reason why this same effort should not be put forth to increase the trade of these custo- mers through the soda fountain. And at the same time the opportunity presents itself to win additional trade from non-smokers. An essential of anv dealer who goes into the soda fountain end of the business is that lie keep a clean and neat appearing store. The Greeks and Italians and other nationalities may be able to eat and drink amid the most picturesque scenes ot uncleanliness-- but not so with the American, and particularly witii the female of the species. We do not hold out to the retail dealer any rosy picture of women patrons, but we do feel very sure that the right kind of a retail cigar store with a soda fountain can earn more than the interest on his time and money with the masculine sex. Now another reason why the retail cigar dealer with the proper location ought to look into the matter of soda fountains, is the consumer demand that is being and will be created with national advertising. Alreadv vast sums have been spent in trying to create a market for new soft drinks— but a])out the onlv effect that we can see so far is to get a man to trv'it once and then have lihn come back and ask tor so'ine old-fashioned drink like root beer or a chocolate soda. In other words, it has creatcnl at a psychological moment a great manv new patrons for soda tountains, but in the majority of cases has boosted the sales of the old-fashioned drinks and not the new ones. Now, the soft drink peoi)le are not going to sto]) there There are scores of new drinks to come and manv of them will be as heavily advertised as some of tiiose in the past. The cigar dealer with a soda fountain is going to get a general benefit trom this a(l- vertising in the wav of new customers and it won t operate particularlv against him if he doesn't handle every one of the new beverages that have made tlieir a|)pearance since that fatal July 1st. The ''watta vuh goin' to have" won't be such a dead language after all if the retail cigar dealers wake up and start something. Now when the ghost is laid sometime in Januaiy, 1920, these corner locations, formerly referred to as '' Lighthouses of Hell," are going to blossom out as honest-to-God drug stores, or soda and contectionery stores and perhaps cigar stores and pool rooms And all of these birds are going to handle cigars, and it is going to cut into the sales of some cigar store some- where in the neighborhood. What is more, most ot them are going to have soda fountains and the cigar stand in a store with a soda fountain is going to work out just as the cigar stand in a restaurant. Now the more additional lines a dealer hainlles the better able he is to distribute his overhead. This mav not mean anything to some, but it will mean some- thing to the progressive merchant, for that is a thing he watches closelv. And the other kind of a store that handles cigars figures exactly the same way. It mav interest the cigar store proprietor to know that of ali the outlets for cigars in the country those classified as cigar stores represent less than 2.") per cent, of them. AVe have read a lot of damfool statis- tics published ])v different journals, and including some of our contemi)oraries who talk of the cigar outlets in seven figures. {Continued on Page ^o) WILLIAM DEMUTH MARRIED William Demuth, secretary of Win. Demuth & Co., and Miss Krnestine Mayer were married late in No- vember and are traveling in the South. Later they will reside in New York. Mr. Demuth, recently re- leased from active sen-ice in the United States Navy, will reassume his activities in the business where he was in a position of high responsibility. MRS. HARRY BLUM DEAD The sympathy of his many friends is extended to Ifarry Blum, in the loss of his wife who died recently at his home, 214 Kingston Avenue, Brooklyn. Be- sides her husband, Mrs. Blum is survived by two sons, Julius and Joseph, and a daughter, Ruth. To the Trade and to Our Customers in Particular We Extend the Season's Greetings To OUR CUSTOMERS WE WISH TO EXPRESS OUR THANKS FOR THE CONSIDERATION WHICH THEY HAVE SHOWN US DURING A PERIOD WHEN CONDITIONS PERMITTED ONLY PART SHIPMENTS OF THEIR GENEROUS ORDERS. ^^^:S^^^:sQ^?^^-$^^^$^$M^$$?i§$$>$s^^^ MORRIS D. NEUMANN & CO PHIIiADELPHIA PENNSYLVANIA Superb Havana Cigars Antonio Cleopatra MADE IN TAMPA, FLA. 16 THE TOBACCO WORLD > ' ' " iiiiiiiiiiii^i ' ■" "■" ■ """ ' ..•i.i.i...ii.ii.iim..iiii»...iii.i...i...."..<. .■>■■"....■• » ■■ " " "" TRADE NOTES AND NOTICES 4. — -■» ■■ ■' — ■■ ■■ ■ ■■ MAXIMILIAN STKEX, for nmny years one of the leading New York and Havana operators m ('u])an leaf, will retire from active business on Janu- arv 1, 1920. The business Avill be reorganized as ^laximilian Stern, Incorporated, in charge of his long- time associates, Milton Samuels, who will be present, and Charles AV. Duigiian, who will be secretary-treas- urer. The warehouse in Havana has a capacity of 30,000 bales of tobacco. We regret to state that Mr. Stern's retirement is due to a lengthened ])eriod of dl health. Ben Lesser, vice-president of the Havana Produc- tion Company, died at New Rochelle, N. Y., on No- vem])er 30, aged fifty-two years. Mr. Lesser traveled for Simon Batt & C^ompany, F. lieozano & Brother, and Mareelino Perez & Company. Later connected with the house of Salondor Sanchez in Tampa, he partici- pated in the organization of the Havana Production Company and l)ecame its vice-president. It is announced that the General Cigar Companv lias completed negotiations for the purchase of the huge manufacturing plant of Grill Brothers of F.vans- vilie, Tnd. The General Cigar Company has also taken over the plant of the Quality Cigar Company in (^n- cinnali, with a i)roduction capacity of twenty-five mil- lion ciu'ars. Two hundred and seventy-six million Afanila cigars were import('ond, (lOO West 127th Street, New York r^itv, will furnish information to those interested. RSTABI.ISHED \m^ Y. Pendas & Alvarez WEBSTER CLEAR HAVANA CIGARS Our Motto: "QUALITY" Office and Salesroom, - 801-803 THIRD AVE. NEW YORK QTY The Behnont Cigar Company, with a cai)ital of $rj(),()0(), lias been incorporated at Behnont, O. The American Tobacco Company will establish a cigarette factory at Kansas City for the trade in all territory west of the Mississippi Eiver. The American ( \\t Kate Tobacco Stores has been incorporated at Louisville, Ky., with a capital of $20,000. The National Cigar and Tobacco Company has been incorporated with a capital of $50,000 at Mem- ])his, Tenn. The Flora Tobacco Company has been incorpor- ated wnth an active capital of $40,000 at 166 Madison Street, New York City. Three hundred and fifty shares of preferred stock wall be issued at $100 each and one thousand shares of common stock at no par value. After a seven months' strike and a shipping tie-up of six weeks, the Porto-Rican xVmerican Cigar Com- pany is receiving five million cigars a w^eek, and has approximately twenty million cigars awaiting ship- ment. The R. J. Reynolds Company, of Winston-Salem, N. C, is now operating its factories twenty-four liours a day, with a daily product of one hundred million *'Camer' cigarettes, and are many millions of cigar- ettes oversold. EXCLUSIVE PROCESS .... UNION MADK ...• ^ Patterson Bros. Tobacco Co., Tr. RICHMOND VIR3IN1A Ufi ,- , IF YOUR DEALER DOES NOT Qi^ HANDLE THEM. WRITE U3 Say You Saw It in The Tobacco World To All The Trade: A Merry, Merry Christmas and a Prosperous New Year /i T this time we wish to express our heartfelt thanks and gratitude to our distributors and customers for their loyalty and consideration during a period when we were unable— due to conditions beyond our control — to pro- duce a sufficient quantity of Clear Ha- vana Cigars to meet their urgent needs. ■( F. LOZANO, SON & COMPANY TAMPA FLORIDA — — — ■■ i ■ m I i' ■i.i.i' 17 18 THE TOBACCO WORLD III ..imimiiiiiimiiiii HiiiUHiiiiiiiiiinimiiHH imi ■»»"" ■ ' '""""" .1 .».....■.■.■■■ M»"""" ■■■■"■■■■■"'""""""" P^f^nfi; Granted In Tobacco and Related Lines I Full details and specifications of the folitowmg patents may be had by addressing The Commissioneh L Patents, Washington, D. C, and enclosing ten cents for each patent wanted. In ordernig, give patent number only.] ] •!•'(! 434 C'lGAB-Box HoLDEE ANn Lid Clamp. Wd- '" ' ' liam 11. Witt, Petersburg, Va., patentee. \ box holder of the character described made oi a single length of wire, the wire being bent to provide tAvo parallel portions adapted to clamp a cigar box and its opened lid between them, a coil forming a handle and a portion extending transversely to the coil and adapted to bear against the lid and preventing lateral swinging movement of the holder on the box. 1 •!>0 <»''6 Cigarette Case. Frederick Roth, Brooklyn, N. Y., patentee. The combination of a case for cigarettes, ot tlie class described, comprising a holder and «?;"• "' "jter- locked sliding engagement, and a lug to';.'^/«tmg s mg > and in consequence the contents thereof through open- ings in register in said holder and said cover, ot an inltrumentality for exerting a pressure hrst, upon tie lower end of the row of cigarettes, c"" "'"^.'l "> ^ hohler as one of the same is partly ejected, toUwed b a pressure upon the upper en.l ot said row as he sa cigarette is withdrawn from the case by hand, said instrumentalitv comprising a four-leaf spring the ends of the outer leaves of wliich are bent outwardly. 1 :j-'2 648. Tobacco Stick. George T. Sullivan, Kins- ton, N. C, patentee. A tobacco stick comprising a pair of bars a plu- ralitv of spikes carried by each bar in staggered torma- tion'and arranged to dispose tlie spikes o one bar n the center of the lateral spaces between the spikes ot the other bar when lifted together, to secure a close lateral spacing between the spikes when said bars are fitted toLrether on the tobacco leaves, thus preventing tlie looscM.ing an.l falling out of the leaves by shrinkage ill curing; a central spring clamp preventing the ba s Irom separating in the middle, and end resdient clanip i gs holding the ends of the stick together and ac ing as abutments against the tier poles when the stick >s l)lace(l thereon. ],:V_>J,807. ("KiARETTE Case. Alpha n. Metcalf, Attle- boro, Mass., patentee. In a cigarette case, a body and cover, a hinge con- nection l)etween the body and cover having a pintle, tlie back wall of the cover having a cut-away portion, a leaf spring extending over the cut-away P^^^ion, means to secure the ends of the spring to said wall so as to leave the central i)ortion of the spring free, and a hokling arm having a right an.gular extension formed with r sleeve through which the pintle passes, said extension being received in the cut-away por ion of tht l)ack of the bodv, and having a free edge which bears against the central portion of the spring. i:V^ir)91. (^K.AR-Cx^TTiNG Machine. Moritz C. Boesch, Perth Ambov, N. J., patentee. In a device of tlie kind described, a support to hold a cigar, a shaped knife at one end thereof, a threaded spindle extending longitudinally of said sup- port near the opposite end, a gage i^^tjireaded engage Inent with said spindle, and means holdmg said spindle slidably connected with said support to permit its in- stant removal. 1 S->1 6^)'^ Cigar-Bunching Machine. Jasper Stanley ''" ' "^* Winget, York, Pa., patentee. A cigar bunch rolling machine of the type ae- scribed, comprising a bed-plate, an apron a BWinging plate carrving a roller extending across the bed-p ate for the piinjose described, an apron socket spaced at the front end of the bed-plate, a swinging take-up mem- ber at the outer side of the pocket space, independent of the apron ends, and engaging the apron between its ends; a bell crank lever having one end operative!} connected with the swinging frame and its opposite end with the take-up device whereby the smnpng ot the frame over the bed-plate to roll the bunch auto- maticallv moves the take-up device in the opposite direction, for the purpose of tightening the apron. 1 321 453. Cigarette Case. Simon H. Johnson, New ' ' Haven, Conn., patentee. A cigarette case comprising a box fomied with walls, one of the side walls terminating short ot the upper end of the box, a 3-armed plunger resting on the bottom of the box, one arm of the plunger projecting outward through one side of the box, the inner arm formed with a hook; a throwing lever pivoted m the bottom of the box in the plane of the plunger, one end of the lever formed with a rounded end to enter the said hook, the opposite end formed ^yltll a throwing finger, a spring interposed between the intermediate arm and the throwing lever, an intermediate wall cov- ering said plunger, lever and spring; a slidable coyei for said box, and a spring-actuated follower located between the inner faces of the cover and the inter- mediate wall, and stops on the cover to limit the move ment of the follower. Trade-Marks and Designs Patented 115,758. Tobacco Products Philip Eile, New YorV N. Y. Use of name ''Flor del Noye^' tor toba^v.. cigars and cigarettes. 1-^0 991 Tobacco Products. I'anteli Hector, Sr^Tng- ' '^field, Mass. Use of name ''YD'» for cigars 100401 Tobacco Products. The Americiin I'obacco """ Co!, New York, N. Y. Use of name -Rajah" for smoking and chewing tobaccos. T>->()(i5. Tobacco Products. Standard T<;i>/»^co ^'?;' '"' Inc., New York, N. Y. Use of name -The Stroll- ers" for smoking and chewing tobaccos. r>2,80(). Tobacco Prodx^cts The American Tobacco " Co., New York, N. Y. Use of name -Crloriette for smoking and chewing tobaccos. V>^807, Tobacco Products. The American Tobacco ""' Co., New York, N. Y. Use of name ''Polar Star for smoking and chewing tobaccos and cigarettes. V>'^85() Tobacco Products. P. J. Reynolds Tobacco ""' (V)., Winston-Salem, N. C. T^se of name ^'George Washington" for smoking and chewing tobaccos. Say You Saw It in The Tobacco World GIRLS who operate Model M Universal Tobacco Stripping and Booking Ma- chine wear happy smiles. Without previous experience in handling tobacco they have become expert operators after a few days' practice. They find the work simple, inter- esting and not fatiguing. And they take care of their Universals without fear of accidents to themselves or to their machines. Mr. Cigar Manufacturer, you too will smile when you see Model M Universal, simplify- ing your labor problem, speeding up produc- tion and cutting down costs. Send now for our descriptive catalogue and price list. UNIVERSAL TOBACCO MACHINE COMPANY 79 Fifth Avenue, New York Factor^;: 98-t04 Murrain St., Newark, N J. UNIVERSAL TOBACCO MACHINE CO., of Canada, Ltd. JOS St. Nicholas Bldg., Montreal, Canada 4 Station Road, N. W., London, England Kneedler Bldg., 225, Manila, P. I. 48 Rue Notre Dame de Lorette, Paris, France Durban, Natal, South Africa 5 Rue de Fribourg. Geneva, Switzerland Soerabapa. Java, Dutch East Indies Buenos Aires, Argentine 10 Pitt Street, Sgdneij, Australia Zorrilla 9, Madrid, Spain Slotsalleen. 3, Slagelse, Denmark 20 Say You Satv It in The Tobacco World Say You Saw It in The Tobacco Wobld 21 tTS or the generous patronage given us this year the House of the FAMOUS OVAL extends to the trade its sincere thanks and appreciation. May this Yuletide be a Season of Good Cheer for All. ti AA ^^ CIGAR CO., Inc. PHILADELPHIA MiiiMiiii iiiiiiiiiMiiiii iiiiim II niiiiiiiiiiiiiiiiiiiiim'mii""""" """" 11""""""".' Soda Fountains for C igar Stores (.Continued from Page 14) As a matter of fact the Goveniineiit, in going after tiixos (and the Government is not missing much these days), found that there are less tlian 600,000 outlets for tobacco products in tliis country whose business amounts to more than $200 a year. And, as we said before, the proportion of cigar stores among this num- })er is less than 25 per cent. Now the retail cigar dealer may be interested to know that he can get a small fountain for as little as $100. He can get a nice six-foot affair for around $750. And if he has a sockful of money that he has not yet disbursed for various taxes he can spend $1000 or $2000 or as much as he wants. One advantage that the retail cigar dealer will have is that he can, if he wants to, sell fountain drinks at a profitable price or he can be a regular profiteer and get awav with it. Some of the good Christian peo- ple in this village, who are so unfortunate as to have to work for a living, have soda fountains. That good old drink sometimes called *Voke'^ used to sell everywhere for five cents. We suspect that it was profitable to all concerned at the price. Then the dear Government came along and put a penny tax on it, and then our perfectlv lovely high- grade merchants who so to church every Sunday, when they are not automobiling or playing golf, got a paper . cup that holds about two teaspoonsful more of fizz than the old glass, and srentlv raised the price to TEN cents, plus the good old cent. And all of these particular men who run these fountains are telling the dear pub- lic how anxious thev are to reduce the cost of living! We simplv call attention to these facts to show the dealer in cigars that with a soda fountain he will have an opportunitv to soak the public as he never had l^pforo— if he wants to. Personally we advise against Now if there is anv cigar dealer who wants details about soda fountains, if he will write to the editor we will send him prices and catalogues to fit his pocket- book. But don H jnmp hastily into the matter until you are sure that your location, competition and general space conditions, as well as your trade, warrants it. The General Tigar Company has declared a quar- tevlv idvidend on preferred stock of one and threo- nuarters per cent., payable Januarv 2. The United n^rar Stores Company has declared a quarterly divi- dend of six per cent, on common stock, payable Janu- arv 2. The Liggett & Mvers Tobacco Company has declared a quarterly dividend of one and tbree-quar- fcrs per cent, on preferred stock, payable January 1. "Washington, D. C. Exportation from Germany of raw tobacco, es- IK'ciallv that of domestic production, is forbidden with- out special license, under an edict issued December 1 l)v the Minister of Economics, according to a report just received bv the Dei)artment of (^mnnerce from Hie American inission in Berlin. Violation of the de- ( ree is ])unishable witli imprisonment. It is stated that no decision has yet been reached regarding export taxes. . n t t Two National Favorites H YGIENICALLY. MADE "Sl^^ll BLACKSTONE WAITT &BOND Imported Sumatra Wrapper Long Havana Filler TOTEM Imported Sumatra Wrapper Long Filler WAITT & BOND, Inc. NEWARK NEW JERSEY MAKE quick turnovers by selling Camels- by-the-carton. It never was a riper moment to put over Camels that way — ten packages at once — as it is today ! Start your customers on the buying Camels-by-the-carton habit ! Clinch their trade ! Keep them smoke satisfied to the last notch, and turn a trick for your own pet cash register ! Customers once sold on the Camel-car- ton-idea buy that way again and again. They realize how convenient it is to have a good supply around home or the office, or for travelling. And you can't find a better way to make your Camel cigarette sales count up at double quick ! R. J. REYNOLDS TOBACCO CO. Winston-Salem, N. C igarettes A I T this Yuletide Season we extend to all, our very best wishes for a Merry Christmas and a Happy New Year. To our loyal customers, who have assisted us in meeting the past conditions, we are deeply grateful and appreciate their generous help. We are increasing our facilities so that our pro- duction in 1920 will be larger, thereby assuring you of more prompt shipments of "BOLD," "TOPIC" and "DISCRIMINATOR" Cigars. BOBROW BROS., Inc. Philadelphia Pennsylvania 22 THE TOBAOOO WORLD THE DUTCH MATCH INDUSTRY THE Netherlands Minister of Finance proposes to amalgamate the existing Dutch match factories into a single company, in the ownership of which thoGov- ernment would participate to the extent ot 1,0UU,UUU florins (about $402,000). The minister has finally set- tled upon this plan, after having first considered the advisability of imposing a substantial excise duty on matches and after having later considered the prac- ticability of making match-manufacturing a State mon- opoly. The plan which has finally been settled upon provides that profits above a certain per cent, on the share capital owned by the original owners of the three existing factories, should revert to the State. This plan— for the disposition of surplus profits— has for many years been in operation as respects the Netherlands Bank. ., t^ . i During the last two years of the war the Dutcli match factories have suffered greatly from shortage of wood (Canadian poplar is the principal wood em- ployed in normal times) and of phosphorus. .As a result of these conditions considerable quantities ot matches have been imported during the war, prin- cipally from Sweden. , \. . • i. The largest of the four Dutch match factories be- lon£?s to the Messrs. J. Kennen and J. L. Wyers. It is capitalized at 400,000 florins (about $160,000) and has a producing capacity of 600,000 boxes per day. It employs about 750 workmen when it is operating at full capacity. The total producing capacity ot the four factories 'is said to be about 1,350,000 boxes per day. The consumption is about 900,000 boxes. $32,000 ASKED FOR TOBACCO Washington, D. C. Thirty-two thousand dollars has been asked by the Bureau of Plant Industry of the Department ot Agriculture for the investigation and improvement ot tobacco and the methods of tobacco production and handling, according to estimates which have just been submitted to Congress. The money is to be expended during the fiscal year 1921, beginning July 1, next. This is not a new investigation with the bureau, but one which has been conducted for several years past. During the last two or three years, however, war work and the lack of personnel hampered the de- partment in many of its activities and it was impossi- ble to give this and other investigations the attention which it was felt they deserved. The return to peace- time conditions and the ability again to secure the nec- essary experts will enable the bureau to take up tins investigation along the scale originally planned. NEW PHILADELPHIA FIRM The firm of Walter & Goldman has been formed to manufacture cigars, with headquarters at 1/-.^ North Randolph Street, Philadelphia. They will bo- gin Imsiness about the first of the year. Leo P. Wa - • ter was for many years a member of the hnn ot Jlai- pern & Walter, and Henr>^ Goldman was manager ot factories of the Americ■ La Flor de Portuondo Established 1869 GENUINE Cuban Hand-Made CIGARS The Juan F. Portuondo Cigar Mfg. Co. PHILADELPHIA ■»' ' ■ HELMAR TURKISH CIGARETTES E VERY mail brings us the strongest voluntary indorsements of Helmar. Not because they are Helmar — but because Helmar is lOO^^o pure Turkish Tobacco — the Mildest and Best tobacco for cigarettes. "Bundle*' cigarettes, to be sure, contain a "dash" of Turkish — but a dash" of Turkish, compared with lOC/o pure Turkish, is joke. We are talking plain but it's the Truth. 4ind £lit>*xm Ugannts m ihaWrU 4, Leaf Market Jottings {Continued from Page 12) tobacco growing section from faruieis outside who are paving- high prices for hinds and leases. The pros- pects are tliat more tobacco than ever will be raised next vear, and proba])lv bring as high prices as ever. (Vmsiimers can i)ut this in their pipes and smoke it, probablv at an advance on this year's prices. In Old \'irginia, at Richmond, at a recent sale tiie receipts of sun-cured leaf amounted to nearly a half million pounds, which sold at prices never before reached, the average being $:^5 per hundred. Suii- cured wrappers, scarce in the pn^sent crop, l)rought from *5r) to $100, several lots going at $75 and $80. Lvnchburg (piotes: Large (common), $25 to $2i); large '(good), $29 to $:U; leaf (short), $:U) to $r5 7 ; leaf (good), $38 to $48; leaf (wrappers), $45 to $^). Danville reports sales for the season, up to December 1, of 2:],:')(ir),42(i i)ounds, for a total of $i:],i:)7,045, or $5(;.i:i ])er hundred. f In K(Mitucky, white burley tobacco was introduced in 1S(;9; the main district extends from the F>oyd (Vmnty line on the east to Jefferscm on the west, an«l includes forty-one counties from the central part of the State to the Ohio Kiver. Lexington is the chief burley market in the Ignited States. Probabilities are that the burley market will not be in full swing much before the last of the month. Predictions are all for prices even higher than the record i)rices of last year for burley and good i)rices for dark tobacco. Late quotations of the maximum i)rices ])y the- L(misville Tobacco P^xchange are: 1018, dark red bur- ley: Trash (green or mixed), $1(); sound, $'J'J ; lugs, cark'Vcorn is now on Recent public utterances ot i)ersons i)rominent in tiie prolii))ition fight who are now (Hit of work that tobacco a])pears to be a fertile iield for the professional reformer led to the organiza- tion of an opposition body. Prominent in the league are a number ^>t y^' known AVashington business men, among them A\ alter \ Brown, former president of the Board of Irade; John Poole, president of the Federal National Bank; Colonel .lohn :\lcElroy, editor and owner of the N^i- tional Tribune; Ilenrv II. ^McKee, president of the National Capital P>Mnk; Oeneral F. (\ Ainsworth and Boss P. Andrews. The organization will ])ublish an official organ, known as the Defender, the purpose of which will be to weld into a concrete organization the tobacco con- sumers of the country. The (Running (1gar (V)mpany of dnlhcothe, O., has increased its cai)ital stock from $:)(),()()() to *100,0(X) and has taken a lease on the building formerly occupied bv the Drummond Automobile Company. p Say You Saw It in The Tobacco Wobld 27 ■(< e iiiiiiii;;iiiiiiiii >l''lllllli!llllllllllllllllllllllllllllllll!l!ll!IIPI!l!llllilllllllll!ll!llllll^ linillii|illiiii:i!i> A Merrv Christmas and a Happy and Prosperous New Year to You All Compania Litografica de la Habana Garrett H. Smith, U. S. and Canadian Agent I i™i!l!lll!IIHII!"llli IIIIIIIIIHHIIIII' ■ll!!llll"llllillii;!llill!!!i!'r lllllHilllHI! !;iiiiillllll|l';il!ll':!''!l'iil;:,,li ^ 28 Say You Saw It in The Tobacco World Say You Saw It in The Tobacco World 29 LESLIE PANTIN Commission Merchant Leaf Tobacco & Cigars Consulado 142, Havana, Cuba JOSE F. ROCHA Cable: "DONALLBS" Havana Leaf Tobacco Eapeciolidad Tabaco* Flnoa de VuelU Abaio Partido y Vuelta Arriba SAN MIGUEL 100 HABANA, CUBA E. Rosenwald CEL Bro. 145 WATER STREET - - - NEW YORIt THE YORK TOBACCO CO. ?^«. ..^i ].i>fc«» » LEAF TOBACCO Ofhc. .»d Warehoo... IS Kaal Ciark Av«a.. YORK. P* MANUFACTURERS OF CIGAR SCRAP TOBACCO I nAFFENBURGH (O. SONS QUALITY HAVANA Nep-v.-^ O. H.v.n.. C«b. - »» Bred S... D...on. M.«. Advertise Your Brands in The Tobacco World K. STRAUS & CO. Importer* of HAVANA AND SUMATRA And Paoker* of LEAF TOBACCO 301. 303. 305 and 307 N. Third St.. PhlladelpWa LOEB-NUfiEZ TOBACCO CO. IMPORTERS OF SUMATRA AND HAVANA PACKERS OF SEED LEAF TOBACCO 306 NO. THIRD STREET, PHILADELPHIA A Candy Side Line The Largest Independent Dealer and Exporter of American Leaf Tobacco in the United States. I INTERNATIONAL PLANTE,RS 280 'BROAVWJiY {Continued from Page 8) Developing a regular candy business is a Very dif- ferent tiling from carrying a side line of this selt-sell- inff confectioner>^ mechandise. In the former case you are going after the trade of people who are out to buy candy, who perhaps are not smokers at all. in the lat- ter ckse, you are planning to get all the extra sales you can without increasing the cost of domg business. You are selling in one case to the whole public, and in tne other to your customers, to those who have come mto the store because it is a cigar store. In pushing the side line you are doing it without sacrificing the interest on your main hue and without in any way throwing the main interests ot the store into the background. If you go into the candy business more extensively, and you may see a day when that looks to vou like a good proposition, then you have to sacrifice somewhat on the one hand as you build up on the other. ^ ^i^- „ There is everything in favor of your getting a share of the business on the popular priced splt-sellmg package candies and there is no real reason tor not adding such goods. They are men's goods essentially and as for their selling for nickels and dimes, nobody who has ever seen the Woolworth Building is going to laugh at the business that comes in m the torm ot nickels and dimes. ^^^^______ NEW PACIFIC FREIGHT RATES W^ashington, D. C. New freight rates between Atlantic and Gulf ports of the United States and Kobe and Yokohama, Japan; Hong Kong and Shanghai, China, and Mamla Phihp- pine Islands, by direct steamers, have just been an- iiounced bv the Emergency Fleet Corporation tor the United States Shipping Board. The general cargo rates are $1.V2 per hundred- weiirht or 62i-' cents per cubic foot, at ship s option. There are a n'umber of exceptions to these rates in- cluding tobacco in hogsheads, on which a rate ot 5M.12y2 per hundredweight is named. , i -o Unmanufactured tobacco in bales or hogsheads is also made an exception to rates quoted f^^^ther com- modities to (^hristiania, Copenhagen, potlienburg Trondhjem, Bergen and ^Malmo. Exporters of this merchandise from North Atlantic ports must apply to the Emergency Fleet (Corporation for special rates thereon. ^^^^______ STRICTLY FOR MEDICINE Up in Lancaster County, in cleaning out a cup- ]>oard, a woman found four (luarts of '^PPl^;/>f;;5;; at least ten years old, and tlie newspaper says that th > will be kept strictly for medicine. Why should it be kept when people are dying with thirst? "Like Old Mother Hubbard, who went to her cui)boar(l, To quench her terrible thirst; But when she got there, the cupboard was l>are, Her old man had got there first. ^^ Your Inquiry for Sample and Prices Solicited. All Kinds in any Quantity. G. O. TUCK & CO. CORPORATION IHEH" YORK, N. Y. T( Burma Tobacco A RECENT supplement published bv the ''Indian /XTrade .Journal" reviews the situation in the to- bacco industry in British India. The article is in part as follow^s: ''There are two principal species of tobacco in India,^ viz., Nicotiana tabacum and Nicotiaua nistica. The former is the common tobacco of India, being grown all over the country. It is apparently the only species cultivated in the Peninsula, and forms the most important source of the tobacco of commerce. Tha latter — the yellow-flowered tobacco— is widely culti- vated in Bengal, Assam, the Punjab, and "also in Kashmir. In some districts of the Punjab and also in Purnea (Bihar) it is said to bo supplanting the culti- vated forms of Nicoiiana fahacum, while it is the pre- vailing species in the damper soils of the southern por- tion of the tobacco growing district of Rangpur (East- em Bengal). This species is smaller than Nicotiana tabacum, but hardier. It requires shorter time to come to maturity, but it is said to give a higher yield than Nicotiana tabacum. The most noticeable difference between the leaves of the two species is that the leaves of Nicotiana nistica are stalked. "The cultivation of tobacco is very widespread in Burma. The two main varieties are called ' ' Burmese tobacco" and "Havana tobacco." Of the Burmese to- bacco there are two main varieties — " Sevwet-gvi, " the large-leaved variety, and "Seywet-g>'un," a smaller-leaved variety with pointed leaves. The former yields a heavier crop, but the latter gives bet- ter quality. There is always a great demand on the market for both the Havana and the Buraia tobacco. The smooth leaves of the Havana plant are used for the w^rappers, and the coarser Burmese leaf for fill- ing. "The most important tobacort«d. REGISTRATIONS KOONTZ'S BEST:— 41,456. For cigars. November 14, 1919. AmiiEA^^^'^yori^l- November 20, 1919. Rosemar THSuGHTSEtsE':-^^^^^^^ I'^or cigars cigarettes cheroots ^nd tobacco. November 24, 1919. Fasbach-Voice Litho. Co., New ARTABAN:-41,463 For cigars, cigarettes and tobacco. Novem- ber '4 1919 \'. M. Howell & Co.. Flmira, N. Y LA PENDIENTE:-41,464. For all tobacco products. November 'S 1919 The Moehle Litho. Co., P.rooklym N. \. . SOUTH FLORIDA CIGAR CO.:— 41,465. tor cigars, cigarettes, chcToots and tobacco. December 1, 1919. Joseph Scaghone. Jr., FRIENDSmP:-41,467. For cigars, cigarettes and all tobacco products. November 17. 1919. K-G Cigar Co.. New ^ ork C ty Trade-mark, claimed to have been in use for many years b t h e S R Moss Cigar Co.. who assigned it to Kraus & <^o-. /"c.- ^^^ '^^ mor^ Md frcfm whom title was derived by registrant by a trans- T^PAlG^^i:4^^''l^'ci.-. October 27. 1919. Charles RINgIaRDNEr"Ti;46^ For all tobacco product. December 2. 1919. American Litho. Co.. New \ ork City, .\. "i . TRANSFERS DANIEL DEFOE:— 16,151 (Tobacco Leaf*. For cigars. Regis- Verc^rMaVch 29. 1894, 'by L. F. Neuman &/ o- ^T(^lv ' Transferred to Consolidated Cigar Corp., New \ ork Cit> . GRAN ESTILO:-36,203 (L. R. IV). For cigars, cigarettes and tobacco. Registered December 28 1910. by J^Z-^Vo'^M Iwauke^ York Citv. Transferred to C. P.. Henschel Mfg. Co., MilvNaakee, B^i^RAD^^^,^ I^'m. A.V For aH Jobacco products^^e,is- tered October 22, 1919, by George ScMege, ^^ \V iQig' ' Transferred to G. Linker, Brooklyn. N. Y 1^^^*^";'^^^'^ ^; ^^J.^,V,,i LEONIDAS:-16,559 (Tobacco Journal). For ^'Sars. Registe cd October 9. 1894. by L. F. Neuman & Co.. New York <-;ty- ^ ^^^^ ferred to Pasbach-Voice Lithographing Co., New ^ ork City, KmT'oF' CUBaV23,354 (Trade-Mark Record) For cigars, cigarettes and tobacco.' Registered October 12, 1900. ^X I^agora Fee Co Detroit. Mich. By various transfers acqmred by Cole iJtho Co., Chicago. 111.. October 14 1919. R^. transferred to Independent Cigar Factory. Chicago. 111., November 18.. 1919^ LOS RAMOS:— 16,952 (Tobacco World). For cigars, cigarettes "^^nd cheroots! Registered January 13. 1909 by W- Steiner Sons & Co., New York City. Was transferred to Cole Litho Co. Chicaeo. 111.. November 25. 1919. ,x t- • ^^r. APACHE KID:-23.568 (U S.. Tobacco Journal)^ For cigar^. cigarettes and cheroots. Registered December 20 1900. b> C,. Merz & Son. Chicago. 111. Transferred to the Moehle Litno- CETl'A'GRANDr^T45^2- (T: M^'a').^ For^'n" tobacco products. "" R^gfstfrfcf N^v^i^i^tr 1h' 1919. by the >Ioehle Lithographic C^. Brooklyn. N. Y, Transferred to D. Wolf & Son, Brooklyn, N. bJnDLE RUfIs:-]m51 (T. ^L A.) For all tobacco products Registered November 20. 1919. by American Litho. C:o., Nev, York City, N. Y. Transferred to Tjnion- American Cigar Co.. Pittsburgh'. Pa.. November 24. 1919. The Gonzalez Lopez Cig:ar ('ompaiiy has been incorporated with a capital of $10,000 at 10 P^ast 111th Street, New York nty. Tobacco Shipments Handled to all Parts of the World Warehouse with Railroad Sid- ing for Storage at Seaboard saves initial cartage. J. W. CONKLIN One Broadway. New York City TADEMA HAVANA CIGARS Ar^lielles, Lopez G Bro. MAKERS GENERAL OrnCE FACTORY WAREHOUSE aaa pearl street tampa ieaitad 12s NEW YORK nORIDA HAVANA , ».—■»-.—«■—«—— ««^-— ■» «»— «— „ rn • HARRY BLUM Manufacturer of Natural blooM HAVANA CIGARS 122 Second Avenue New York C M 11 11 -- ■■ ■* ■"* City 1 H. S. LOEWENTHAL S. LOEWENTHAL B. LOEWENTHAl S. Loewenthal & Sons mporters of Havana and Packers of Leaf Tobaco 123 MAIDEN LANE, NEW YORK ♦ i- OUR HIGH-GRADE NON-EVAPORATING CIGAR FLAVORS ^ u . u * Make tobacco meKow and smooth in character and Impart a most palatable flavor FLAVORS FOR SMOKING and CHEWING TOBACCO Write for List of Flavors for Special Brands BETUN. AROMATIZEB. BOX FLAVORS. PASTE SWEETENERS FRIES 8l bro.. 92 Reade Street, New York j „ - ■■ - .. - — ■■■■■■ — - " —4 BAER BROTHERS GOLD BRONZES AND GOLD INKS Produce richest and most durable finishes. Economical in use. Moderate in price. Samples on request. BAER BROS., 438-448 W. 37th St.. New York City .■i ■■ m ■■ ■■ «■ »■ " " ' I WAT A COMPANY Finest Japanese Metal Gold Leaf Importers and Exporters New York City 50 Union Square • t» - — ♦ V 1 STERN PATENTED CIGAR CONTAINER A most attractive package for 5 cigart Manufactured exclusively by Hey wood, Strasser & Voigt Litho. Co, 26th St. and 9th Ave., New York Cigar Labels, Bands and Trimmings of Highest Quality SELLING AGE!\TS ADOLPH FRANKAL & CO., Inc. 129 Fifth Avenue. New York SELLING REPRESENTATIVES E. C. McCullouiJh & Co., Inc. . . Manila, P. I. R. B. B. Co. (Canada) Ltd. > . . Montreal J. W. Streider Co Bo«U. Also GUIMLES6 B«ik1« NEW YORK OmCE (PImim. Stuyve.ant 7476): 50 Union Square PERFECT LITHOGRAPHY CIGAR LABELS CIGAR BANDS AMERICAN BOX SUPPLY COMPANY 383 Monroe Avenue Detroit. Mich. Exclusive Sellini? Agents For CALVERT LITHOGRAPHING COMPANY MANurACTURER OF AuL KINDS OF 22iid St and Second Ave., X^ NEW YORK Cigar Box Labels^ / AND TRIMMINGS. ^UJb^rfvArfiAi OHICAOO, 105 WK8T MONROE STRKRT, I.OCI.S O. CAVA. Mitt. A BARGAIN IN CIGAR LABELS AND BANDS. On ai't'ountof the prevailing' higli cost and scarcity of material, labor, etc.. we have ilecided to close out and discontinue a lari»e number of attractive stock lal)els with title and design rights. We are also closing out at exceptionally low prices the entire line of stock labels formerly made by Krueger cS: liraun, of which firm we are the successors. We still have a (juantity of attractive stwk cigar bani ty-X^ SHADEGROWN Connecticut, Florida and Georgia Wrappers are in greater demand today than at any previous time in the history of the Cigar Industry. Many enterprising manufacturers fine in these wrappers the secret of their success. Are YOU one of thetni > American Sumatra Tobacco Co 131-133 Water St., New York City J i ^^ CONTINUED ON