Document 0KB5xb2myeO9ox0pERjM9mBM

0007-SWP-000006383 The Paint and Varnish Sellers* CATECHISM By G. B. HECKEL Editor, 'Dregs, Oils and Paints Secretary, American Paint and Varnish Manuiaetarm' Association, Inc. Secretary Educational Boreas Member American Society for Testing Materials; Member American Chaniral Society; etc* etc. Anchor oh A Prist Catertrism lor Paint Men, A Varnish Catechism for Varnish Men, Painting with Prepared Paints, Why Paint Peels, ete. Cosrricktod, MM 1*37 Sr G. B. Hscaai. 0007-SWP-000006384 PRITACe Tbie booklet has beta compiled for the express peuyose of helping the paint dealer to sell paint and vanish. With that purpose in view it offers, in concise language, suggestions for intelligent service. Deaien who merely. 'handle" these material* became their trade demands it as a convenience, wiU probably not be interested:* but dealers who ' boy paint, varnish and painting materials for the purpose of selling them for legitimate profit, mar, H is hoped, gather from its pages same helpful tsfomatien or suggestions. 'The scope and import of - salesmanship is deeply involved in this attempt to furnish sates* assistance. Successful salesmanship, in its last analysis, means simply competent service enforcing recognition. Without adequate knowledge there eaa be no competent service. Some of the knowledge requisite to successful serviea m the sale of paint and varnish is briefly indicated in the following pages. There are days. of both education and mis* education for consumers.. There is a "confusion of tongues'* fit the hubbub of modem publicity, and in the .and the consumer must depend upon his dealer for the comet interpretation of the impressions with which his mental page is over crowded. The consumer already knows that the best guarantee of satisfaction is the name of a reputable and responsible maker on a sealed package; but regarding the selection of specific products for specific uses and the correct procedure in usagp he is completely in the dark. And just here is tbe opportunity for salesman ship, which we have already defined as competent service. That this booklet msy promote salesmanship of this type is tbe earnest hope of the compiler. The present edition has been revised to date, and information concerning lacquers has ben added. PhifcL, Usy 1 1927. 2 t * 1 I THE PAINT AND VARNISH ALLAS'' CATECHISM 1. How ibasM yon treat a eurtamwT As en imeUiaeat human being with whom business is to he done to mutual advantage. The obligation is more on your side than on Ku. He knows what be wishes to accomplish, but relies on tbe seller for the technical knowledge requisite to supply the right kind and quality of goods for the purpose m view. Since be it paymg for this service, one should endeavor to give him value received, by courteous treatment as well as by proper advice. 2. What should a n knew about tha reads ha nbl Everything that is necessary to make his serv* tea imeliigwt, helpful and atisfactory, since these are dm qualifications that secure and re-, tain patronage. He should know, in a general way, what materials are used in tbe paint he handles sad why; tbe properties and qualities of the different grades and dames of varnishes as well as their usee, the comet procedure for advantageous use, etc, and, operisllj, be should familiam* himself with the encore and use of brushing lacquers. X Whatbpafet? A mixture of pigmenta and 'liquid vehicles intended for application (ordinarily by mans of a brush) to surfaces for purposes of ^resevatioa and decoration. Tbe simpteit form of paint con sists of a tingle pigment in linseed oil, containing also a small percentage of volatile "tfasaner, rah at turpentine, with the necessary dryer. Tbe higher grades of bouse paints, however, usually contain several pigments. Tbe whites, for example^ may contam two types of white lead, tine oxide and a percentage of inert pig ment, and the shade and tints, in addition one of several colored pigments. The object of tbe maanfsetwer is to obtain tbe greatest possible spreading rate, tbe highest effective htdtag power or opacity, together with tbe maximum permanence of color and durability of coataff, 3 T-J- t-w.;1. -r -'-xi' 0007-SWP-000006385 and to ware an these qualities at a cost which V' will insure ecooemy to the < " > ' 4. What k mhk? I<i The tern is a broad onri covering many ran- I' eties aod daises oi products; but m a general m way it may be described as a liquid solution, a usually transparent or translucent, though ocea- siooally opaque, which, when spread upon a. surface to a thin film, dries by the evaporation ' of its volatile constitucnta. by the oxidation of other constituents, or partly by evaporation and partly by oxidation, to a eontmuous protective coating, which may be either highly lustrous or ; practically devoid of lustre. The transparent 1 and translucent forms arc dearly differentiated, but some of the opaque forms are distinguished irom paint only by their composmoo, the var- alsh in such cases warning resins or gum resins as an essential constituent. The types of varnish commonly sold by dealers are essentially ' solutions of gums or resins, in drying oils with *' drying salts and volatile thinner*; such solution bring accomplished by the aid of hot in a com- * plicated senes of processes. > 5. What k the ifwwM hotwwa palat mmi vanifah? As just pointed out, the two are not dearly differentiated in s imps raws. Even manufac turers confuse the terms in the caae of enamels, some manufacturers dcaknatmg materials which, according to our definition, are waniiahea as enamel paints. This fact is unimportant if the seller keeps dearly is mad the intended use. ft makes little practical difference whether an enamd be called a paint or a varnish, so long as an interior enamd is not sold for use as an exterior paiut The proper distinction between a paint and a varnish is that the is char- acserixed by the presence of a gum or a resin or of some organic material so treated that it as- sumes the characteristic qualities of these. a \ 1. ?' 6. What as* the nail mmpmamU of paint? Basic-carbonate white lead, basic-sulphate white lead, sine oxide, lithopooe, inert pigments, earth 4 i colors or natural pigments, manufactured chem ical colors, linseed oil, turpentine, mineral spirit and dryers. 7. What U bauc-cartoMte whit* Wui? Ordinary white lead. Its chemical composi tion is indicated by its title. It is produced by two processes, the products differing somewhat in physical qualities, but essentially the same ehemiaJly. The three processes are known respective as the "Old Dutch'* and the "Quick" process. S, What are the vivtaes of this fom of white lead? High opacity or hiding power and ease of working. It gives what painters call "body" or "covering,** by which they mean hiding power. t. Who* am to Meeto? Lack of spreading power; pronenesa to "chalk" and dust off early; muuiulaiim of dirt on the surface roughened by chalking; darkening in the pmmii of certain atmospheric gases (hydro gen sulphide). 10. What is beds mlphsle white IseJT "Sublimed white lead.* Its chsmicsl compo sition is indicated by the title. It is produced by sublimation and oxidation from lead ore (galena), the sublimated fume being collected is fabnc bags. It. Wha< mw tha vMum af this fans of wtttw hod. Great spreading power, good body and opacity, finenesa. greater permanence of color in the pres ence of hydrogen sulphide. 12. What are to driastit Tendency to chalk and loose lack of opacity or hiding power as compared with basic-carbon ate white lead. 11 What la ah* rnddal What painters call "sine" or "sine white." Its ' chemical composition is indicated by the title. 5 0007-SWP-000GO6386 It it predmed by two processes--the American, or dixtso; the French, or indirect process. In the first, the metallic zinc is distilled from the ere and immediately oxidised by contact with sir, p I It is used to some extent in interior flat wall paints. SO- What la amipeony mi4*T the product being collected in fabric bags; in the second, metallic zinc is volatilised, the vapor by contact with air, sad the product col lected in chambers. The American, process oxide is commonly employed in house paints, the French process us decorative paints, enamels, etc. Produced by suMimatioe, from antimony ores, of which the supply is limited, it is an extremely white, bright pigment with excellent hiding power. Its chief use is in enamels where great fineness and whiteness are required, and to tome extent in quick-drying fiat wall paints. The pigment is produced chiefly in England. 14. What am tU riitsii of dm stride? Extreme whiteness, high spreading power, 21. What are the mart pig--ala? permanence of color, durability. Certain white or colorless and chemically inac 19. Wbst are to Msehl tive pigments used in combination with the chemically active colored pigments. The more *:Deficient opacity as compared with white lead, hardness and brittleness of the film when important of them are silica, asbestine, harytes. gypsom (caldum sulphate), china may laJutni- this pigment alone is used. 5! nran silicate), and whiting (calcium carbonate). Each of these possesses different physical char Id. What b Uthopfc--e? acteristics, upon which its preference by the A combination of sine sulphide and barium paint manufacturer depends. sulphate made by simultaneous precipitation from solution. 22. Why as* test* !-- > mad to paint? Service tests, as well as poetical experience, 17. What us the wtwi al Ihhsphaos? Remarkable ppacity, pure whiteness, excel lence of body. It is the chief pigment com* ponent of interior fiat wall paints and has no rival for this use. Formerly it was debarred from use in exterior paints by ns property of chanc ing color in sunlight This defect has been re i moved and it is now widely used in exterior paints. l Id. Wha* b to defect? i Rapid chalking on exposure to the weather when used atone. have convinced many paint manufacturers that these materials increase the service value of paints. The permissible percentage is there fore limned only by the extent to which they seriously affect the opacity of paint. Many of the themiril colors - chrome green for example --consist of a comparatively small quantity of color precipitated upon * large quantity of inert pigment; while many of the nature! pigments, soot as yellow ochre, consist of a little color per meating mach men material. The chief virtue of these materials is their chemical inertness. It is held by most paim authorities that because IP. What ara thaatoas piiwati? they reduce the percentage of chemically active pigments in the paint film, they add materially The base of these is titanium oxide. The pure to its life. Some of than also, because of their oxide it 'used in lacquers and enamels., The form, are believed to strengthen the film, while pigment known as "Thanex" contains about others add the desirable brushing quality, called 75 per cent, of barium sulphate. It is used with by primers "tooth." AW available evidence tends zinc oxide to produce very opaque exterior and w to prove that, so far as the durability of the interior - paints. In "Calcium Titanox," the barium sulpha*.- is replaced by calcium sulphate. Hr paint coarin* is concerned, the inert pigments are beneficial. 67 ~'\mt pry 0007-SWP-000006387 23. Wki w earth tlwt Pigments found occurring naturally in the earth, or the same pigments modified by simple treat* meat Among the former, the, most important are iron-oxide reds, some mineral browns, yellow ochre, raw ember, raw sienna, which are all oxides of iron. Among the latter are Prince's Mineral, burnt ember, burnt sienna, which are produced by heating the native ores in the pres* eeee of air. (Note: The brightest of the iron red* are produced from copperas, by roasting at a high temperature. ` The siennas and umbers contain .some manganese.) 7 9 fi * * Z 24. Wlut are chemical Wars? Pigments produced by chemical pocesses. Red lead may be classed with these, being produced by the oxidation of litharge in open furnaces. Orange mineral is a pure form of red lead, pro* duced from white lead dross, ete. The most im* portent of the remaining chemical colors are the chrome yellows, all essentially chromates of lead; Prussian blues, made by precipitation from solutions of alkaline ferroeyanides (yellow prussiates of soda and potash) and ferrous sulphate (copperas); ultramarine blue (artificial lapis lazuli), made by fusing together in a special furnace, china xlay, sodium sulphate, sodium carbouue, sulphur, charcoal, rosin, quarts and diatomaceous earth: chrome green, made by simultaneously precipitating Prussian blue and chrome yellow on an inert pigment base; Venetian red, usually made by precipitating iron oxide from copperas liquors with milk if lime it con* lists. therefore, when made in this way, of ferric oxide and calcium sulphate; vermilion (mercury), a sublimated sulphide of mercury: most of the remaining colors are made from vegetable or coal tar dyes precipitated on an inert pigment base, though some are precipitated ou colored pigments, such as red lead or iron oxide. Lamp black, carbon black and gas black are practically smoke from various materials bunt for -the purpose; bone black is from burnt bases; ivory black from the denser portions of the suae: drop black from waste organic matters. Graphite nay be either natural or artificial, tn the stvond 8 ' *. " ** - , ^, I case it is produced from coke in an electric furnace. 25. What is lumaed off? An oil extracted by heat and pressure or by solvents from ground flaxseed. 28. What ere tho prcpsitos ad towed 3? It is a drying oiL That is. by oxidation it is converted into a tough, elastic substance called "linoxyn," and by the addition of certain metallic compounds (lead, manganese, cobalt, etc.), this conversion is hastened. No other oil at present available in sufficient quantity has this property in so large a degree, though some possess it to an important extent, as tung oil (China wood oil), lumbanf oil perilla oil, menhaden oil poppy*seed oil, sunflower-seed oil soya bean oil crude eottotweed oil, etc 27. What fas boSed tosaad afl? linseed off, the drying propeilies of which have been intensified by the incorporation with it of metallic salts, through the ageuey of heat. Much boiled off offered by second hands is merely raw linseed off adulterated with other vegetable oils or mineral oils, to which strong driers have ben added in the cold. The proper safeguard against tone is to buy only the products of legitimate manufacturers. 28. Wtot k tung od or CUna wood *27 An Ml expressed from the nuts of the tung tree, which grows in the valley of the Yangtse River, in China, At present the entire supply on account of scale is imported, but the tree is being introduced on a commercial scale in our Southern Golf States. 29. What era he piopwtoe? It is, like linseed oil a drying off, but cannot be used successfully in its raw state. Properly treated, it becomes a valuable material for var nish and paint manufacture; in die latter it plays an important part in the production of flat wall paints. 9 p~r 0007-SWP-000006388 30. What U tuylfait Turpcmoe, in the form known u "pom spirits," is distilled from the up of the pme tree, the residue being rosin; the form known u "wood turpentine'' or wood spirit is distilled from waste pine wood When the latter is properly made, it is. in all essential properties, practically identical with the former. 31. What Is tha w ml tarpsaLas in pafcu v vanish? To give fluidity for application. It is a to talled "volatile thinner," and evaporates quickly from the film applied to a surface. It thus facilitates spreading, but at the same time re duces the extent of spreading. It also "? penetration, and because h is a solvent of oils and gums, promotes the adhesion of one coat to another. 32. What h mineral spirit? A distillate from petroleum with a boiling point higher than that of benzine. Being less volatile, it is superior to benzine for use in many grades of paint or varnish. 33. What m tha w m ml aaasral spirit? Practically the same as that of turpentine, and for some uses* it is more satisfactory. Being less expensive, it may be used to advantage in all goods where the conditions of service TOtf* it equally available. 34. What k toaatas? A distillate of petroleum boiling at a lower temperature than mineral spirit but higher naphtha or gasoline. 35. What is th* ua* of hsarias? Its great volatility makes it serviceable where rapid initial "set" or drying is desired, as in stains, enamels, dipping paints, barrel paints and quick drying varnishes. 36. What are dryers? Liquids containing metallic compounds capable of accelerating the drying or hardening of linseed 10 t ., t ? 5 i * % " * i 9 i or other drying oils. They are classified as "oil dryers," containing only compounds of oil acids with the metals dissolved in linseed oil; "liquid dryers" containing turpentine, benzine or both in combination with the foregoing; "japan dry ers," which contain also gums or gum resins; and resmate driers, which are resmates of metals --usually lead, manganese and cobalt 37. Maw shaaU dryani ha aaad? As sparingly as possible by the consumer and only in paints mixed by the user himself from paste lead, zinc and colors. With such paints, containing zinc, only oil dryers should be used. Japan dryers should be used only where quick drying and a high lustre are required--never for ordinary exterior bouse painting. The percentage of dryer featured depends upon the character of the paint ana the temperature at the time of painting. Pure lead and oil with tinting colors requires about X pint of liquid dryer to the galIon in summer, about K pint in spring and tall. The addition of sine requires .additional dryer. One-half eaeh of lead and ziacwill require about X pint of oil dryer to the gallon in summer and X pint during tbs cooler seasons. Prepared or ready-mixed paints contain all the required dryer of the kind best adapted for the particular for mula, and no dryer should ever be added to varnish. 3ft. WIm a sensomsi wishes ha toy yaiat. what qaretiaa atoaU the sailer ask hto? If the p"rh--is not a painter, he should be asked: 1. For what is the paint intended? 2. Has the structure or article ever been painted or varnished? 3. If so, what is the condition of the surface? 4. If not. what is the material to be painted? 5. If wood, what wood? 6. How long has it weathered? 7. If cement, concrete or plaster; how long has it stood? 8. If tin, copper or galvanised iron, how long has it stood? ji wvi'ffyt--1awun 1 's-rarrg 0007-SWP-000006389 30. la iwk u .what aWe* showU' ha lUnT That depends, of course, upon the aasver to question, which will mdseite the particular paint to he recommended. House paint will not be recommended for a porch floor, nor for porch chain, etc, nor vice vena. If the surface has been painted before, the advice will depend largely upon the present condition of the old paint. In general it it always well to advise consumers to read and carefully follow directions in each case; but the foUowioc special admonition* will often prevent dissatisfaction and complaint: 1. See that all kales in (titters, pipes, con ductors and roofs are mended, all surfaces dry before beginning to paint; soupe off all loose paint and sandpaper bad spots; paint only in dry weather and never on a day following rain; if the old paint is very hard, add one pint of mrjMSRiM to the gallon of paint for the first coat: if dry and dusty or ''chalking* add ft pint of turpentine and IX pints of raw ftnieed oil for the first coat. Before applying the first coat touch up all -hire spots with the paint and allow to dry two days before applying first cost Begin Minting on the sunny side pi jhe house and follow the son around the bouse. Use a round brush of proper quality and rub the paint well into the surface, applying with the grain, brushing across the gram and finishing with the grain. Spread the paint thin by brushing it out. Allow the first coat to dry not leas than three days. For the second coat add X pint of turpentine to the gallon of oil, spread as directed for the first coat. Allow three days u> dry; then apply the third coat as h comes in the can. If complete detailed directions are an the can the foregoing advice may be omitted If paint is to be applied over varnish, wash the sur face with weak ammonia water; sandpaper light ly with the sandpaper; add X pint of turpentine to the gallon of paint for the first coat & If the painting is to be on new wood; Yellow Ptaot Wash all knots and very resinous spots with turpentine first before painting; add 1 pint oi turpentine and 1 pint of 62 degree benrole (solvent naphtha) to the gallon for the first 12 ' f * ^ > coat; in all other respects follow the directions given shore. Cypiesst Add 1 pint of 62 degree botaole (solvent naphtha) and 1 pint of turpentine to the gallon for the first coat, otherwise follow die directions already given. Stop all nail-holes with good putty after priming. For all other classes of wood the directions on the can will generally suffice; excepting that where new wood has not weathered, more turpentine should- be used the priming coat, and where die wood is dry and well weathered, more raw linseed oil ' 3. Cm-fc --arms or plasSsei If compara tively fresh, treat with a solution of tight ounces of sine sulphate to the gallon of water, and allow to dry three days; or, if he makes one and recom mends its use, then you should recommend the special first coster offered by the manufacturer whoso goods you bundle; warn the buyer against glue size, gloss ofl, or cheap varnishes, not special ly made for this purpose. For the fust coat, dim the paint with one guart of lbsred ml to the gal lon, then proceed exactly as recommended for wood. If die surface is old, no preliminary treat ment will be necessary. Cepper assumes a planting color if left un painted. through it is likely to stain surfaces directly below it Tins change can be hastened by a min coat of raw linseed off. Ho preparation is needed for painting if the surface has bees ex posed to the weather; if not, wash with benzine For first coat apply the paint as it comes is the can; to the second coat add X pint of turpentine to the gallon: third coat, as it comes the can. Cshuhk bout Wash with btasiur, then coat with a solution of copper acetate m water, six ounces to the gallon. Then paint as recom mended for copper. Tin (roofs, etc.) : If over old paint, give same advice as for similar painting on wood; if new. wash with benzine, scrape off rosin around joints, etc; add for first coat, one pint turpen tine or benzine to the gallon. Apply two costs only, the second aa it eoenes in die can. Re paint one cost every three years. Belch, first cost: Add one gallon pure boiled linseed oil to each gallon of paint Follow with three coots of paint as reconimeBded for wood 13 0007-SWP-000006390 40. Hew My the setter unit U raatamer is the eeieetiew ef petal i mmU? By explaining tbit value it net measured by cost, but by service. Actual cost is to be meas iured by relative length of service. Goods cost- inf the consumer, for instance, fijO per gallon may last, let us say, two years, while goods i costing him tS-00 per gallon may last five or JU ten years. The low-price roods wilt then eon him $!5 per snman foot to mention cost of renewal}, while the higher price goods will cost $1-00 or SO cents per year, according; to circumstances. In every case where durability and appearance are important the better grade varnish is far cheaper in the long run than the poorer grade f which msy be cheaper per gallon. This is strictly * true in every case, from a chair or a door to a b ( paneled dining room. The labor of application is, however, always the most important cost-factor, and on this ac- j count the better grades of goods are always infinitely less costly to the consumer than cheaper, poorer grades. The sale of the latter generally reflects discredit on the seller, while the satisfaction resulting from the use of the former lads to confidence and continued pat ronage. ' 41. How Mg wiin aaitwes ho helped? Women naturally know little of materials or tbe technique of application. They have very de finite ideal of the effect desired, hut little com; prehension on the means required to produce | it. Stan then by ascertaining what the customer : wishes to accomplish, and base your recam' mendation upon this mfomatioa. Women are usually very vague on methods of application. Advise against the use of a rag and furniah a suitable brush for paint enamel varnish, var nish stain, etc. If she buys two or more colored materials, ascertain if they are to be used side by side and assist her in the selection of pleas ing color harmonies or contrasts. Unless trained sbe is likely to select the individual col ors that please her without regard to the laws of color harmony. Advise her to close packages 14 tightly after use to prevent sitinning, thicken, ing and evaporation. This advice will also, to soma extent, guard against the use of improper thinner*. Brushes are also important. To most women a brush is a brush. Help her to select the right one and explain why it is right---It is neediest to remind the talesman that unfailing patience and courtesy are essential; to a gentle man all wcoen are "ladies." 42. What eheeld be said to miiair who asks for gasoline torch? Suggest that as in use is dangerous and vitiates insurance policies, and that it would l>e safer and wiser to entrust the job of burning off paint to an experienced painter. 42. What to mm baying point and varaish ranam ? That he follow directions carefully, ventilate thoroughly while ustag, have no fires nor lights burning and that be trim particular care to re move with brume all traces of the old finish and of the wax left by the turnover before ap plying paint or varnish. 44. What to man baying dryer? Ask him for what use it is intended, warn him against adding it to varmsb, caution him to use it sparingly in any case, and recommend the proper type of dryer for the intended use--an oil dryer, if for a sine paint; a liquid dryer, if for ether paint; or a high-grade japan dryer, if for porch chairs, etc. Further..it wilt riwavs pay to recommend a good grade of the right dryer, rather than a cheap (and poor) grade. 48. What to a mi sold** fee seel mb bcaae, eto,? Ascertain the proposed use, and if for thin ning, warn against such use and all attention to the directions on cans. 44. Te a ma reqefvieg varnish? Ascertain the use to which the goods are to be put and recommend the type of varnish proper for such use. Don't sell him furniture varnish 15 JMUT 11 r it 0007-SWP-000006391 for a floor, interior varnish for a front door, * nor rubbing varnish for a boat If the tenperatnre be low. ask about the temperature of . the room in which the varnish is to be * used, recommend warmth and ventilation; if at the house-cleaning season, camion him afaiim dost; lay stress upon the importance of a tho roughly deut and dry surface; recommend wash ing with neutral soap or benzine, if necessary, and thorough subsequent drying. Inquire as to the kind of finish desired, and tf robbed or egg shell. recommend him to employ a wood finisher; if flat, supply a flat-drying varnish or a wax ' finish. 47. What if he ask* for fleer varnish? Call particular attention to the directions on the can and inquire as to the material and con dition of the floor. If white birch, white pine or a similar very light-colored wood, recommend a very thin coat of white shellac as a first coater (white* shellac varnish thinned with about an equal volume of denatured alcohol), to prevent the floor varnish from darkening the wood; tell him to begin at the far side of the floor and work towards the door; to see that the room is warm and' dry, but well ventilated; to apply two coats of varnish over the shellac, allowing each coat ample time to dry hard. If an open grain wood, like oak, etc, explain die necessity of filling first with paste filler. Call attention to the directions on the filler can and lay par ticular stress on the necessity of rubbing off surplus filler across the grain, within fifteen or twenty minutes after applying. Recommend three coats of varnish for such work. _ Ask whether natural finish or a stained effect is de sired and supply the proper filler accordingly. If a cheap finish on soft wood is desired, csll attention to the liquid fillers and special colored varnishes; two coats of the latter may be desir able in some cases, finished with one coat of high grade clear door varnish. If an old floor, with cracks and crevices, recommend a crack and crevice filler and call attention to the necessity of priming the floor before using this filler. If the wood of the door be stained and discolored, 16 recommend preliminary washing with a solution of oxalic acid, followed by careful washing with weak ammonia water and complete drying. If he wishes to revareish an old floor, tell him that spots that have been worn through cannot be concealed by revarnishing--the old varnish must all be removed il he demands a perfect job. Tell him to wash the surface with weak ammonia water, sandpaper lightly all over and apply one or two coats of varnish, according to circum stances. If for a painted floor, tell him to re paint first, allow the paint to dry hard, then var nish. 4fl. If h* askafor liqwU filfor? You should know the nature of the filler you handle. Explain to him that it is intended for use only on dose-grain soft woods; open grain hardwoods requiring paste filler. 49. If bm wkt foe sheBaa? Advise against its use, except for under- coating on very light woodwork, and minor dull finishing. For most uses a proper varnish is far superior. Explain dangers attending its use; toms permanently white when wet; is brittle and easily shows dents, heel marks, etc. For finishing surfaces not subject to abrasion or moisture, however it provides a satisfactory finish. For knot stopping, though shilg is widely used, washing with turpentine just be fore painting is preferable. Special knotting primers are made by some manufacturers. Rec ommend these if you carry them in stock. 50. If W aak* for thiaffo atai*7 Ask. whether the surface to be stained has ever been painted. If so, explain .that these stains are designed for use on bare wood, and that all paint should be removed before applying them. Ascertain bow long the lumber has beim weathering and advise him accordingly, as the directions on the can are intended for new wood. Call his attention to the fact that stains are transparent or translucent and intended to show, not to bide, the grain of the wood. 17 l . 0007-SWP-000006392 51. U he oaks fee writ Is it to be uaed on the exterior or the in terior? If the former, sell * product intended for the purpose. If the Utter, what is the nature and condition of the surface to be enameled? Has the surface been finished before and bow? Proper preliminary treatment should be pre scribed according to requirement*. If the sur face requires filling and leveling, the methods should be explained. If the undercoat is paint, removal may be necessary, involving the pur chase and use of "remover." scrapers, etc, and careful directions for washing off remover was before applying the first coat Sandpaper and steel wool may also be requisite. Recommend a special enamel "under coater," made {or the purpose. If economy is necessary, suggest the use of flat wall paint for undercoats. i 52. If ho oaks for putty? Tell him that putty is the cheapest of all paint ing materials; that the best putty consists of whiting and raw linseed oil; that is the only satisfactory kind of putty for his use; that the difference in price between the best and the worst is but a very few cents per pound and that any possible saving is not worth the risk of the putty's 'rerftauung permanently soft, or crum bling, or staining the panit, or causing the latter to peel. If you handle white lead putty, explain its superiority for those uses. 83. If bo .asks for rml lend? Explain the necessity of mi-ring Hon the job" and applying within a short time after muring. Tell him that if be lets it stand for assy length of time (a day or two) after mixing, it may "liver" (thicken) and lose its value as paint . Sell him him only pure red lead. If you carry ready-mixed red lead, these precautions will, of * course, be unnecessary. 54. If ho oaks for "off"? Ascertain the use and recommend accordingly a raw oil or a boiled oil--the latter seldom and lor very few uses to a consumer. Don't handle 18 or have anything to do with "doped" raw oils or "bung bole boiled" oils. It is not fair to the customer who buys them nor to the paint man ufacturer with whose products they are used. If the customer says he can buy oil etwfwv from some one else, eall his attention to the fact that the price of linseed oil it as standard as that of hour, salt or sugar, and that no dealer can af ford to cut these prices on pure oil When the price of oil is high the market is flooded with oils "doped" with petroleum or with cottonseed oil, com oil, etc.--ill non-drying oils are posi tively injurious when added to paint after man ufacture. The customer will think twice about saving a possible five cents per gallon on hit oil, if it means that it will ruin 850.00 or 8100.00 worth of good paint. Finally, place yourself in such position that you c m safely guarantee the purity of the oil you handle. 85. If he asks far karri nkk? Explain that the term no longer applies to any definite product, so-called "Hard Oil Fin ishes" being of all qualities at all prices. Ascer tain the intended use and recommend a good varnish suitable for that use. 86. If ho saks for Toiwlteio vrelih"? Explain to him the necessity of washing the surface with turpentine or bourne before var nishing; and the danger of piling on too thsny coats. Also explain to him (or her) that var nishing a surface will not. dean it Finally, point out the necessity of a good grade'of var nish which will not easily spot or mar. 87. If he asks for Meo*ei otnfch"? Explain to him that this term has no longer any practical meaning; that formerly all var nishes made with fusil guma were.so desig nated; that at that time there were very few types of varnish in the market whereas to-day there are many varnishes speeificslly adapted for innumerable uses, and sell him the varnish best adapted for Ins present purpose- 19 mem 0007-SWP-000006393 56. lti painter Min far W7 Yea should carry is stock ier ike we of year punter trade at least two kinds of paste zinc in oil. Pure French Process Zinc and Pore Ameri can process Zinc, and you should insist that your manufacturer supply you with them and guarantee their freedom from inert reducing pigments, like barytes, silica, etc. The painter who uses "French 2inc" uses h as a decorative pjn -- of its extreme parity of color. 'Its efficiency in this respect is directly propor tional to its color-body or tinting strength, and while the presence of inert pigments in proper percentages may enhance the service value of a protective paint, in a paste sine, such u we .are considering, they have no proper place, since in this case they merely reduce the tinting strength. In American Process Zincs there is no reasonable objection to the small percentages of lead sulphate, which some of them naturally carry, since neither their quality as paint nor their opacity is diminished thereby; but these b u m are wed by the painter for muting with his paste lead to improve its appearance and wearing properties. He has usually very definite ideas about the percentage he warns, and the presence of .thq. wets, without his knowledge. reduces this percentage and defeats his purpose. It will probably not injure the paint as paint; hot if the paint "goes wrong" from any cause, investigation will disclose the fact that the atnc was not as represented, and you will have no defense. If you sell "reduced" sines, explain the fact to the painter and suggest a correspond ing increase in the percentage wed. His only possible reason for buying such sine would be its price, and if he muse we more of the lower priee material to obtain what he requires, be will easily be convinced of the wisdom of buying the pure zinc 59. If a coasawr aaks for porch chair paint? Sell him a hard-drying varnish paint intended for the purpose. Any good exterior paint will do if a proper varnish is added to it, but paint made for the purpose with a good hard-drying 20 * l. exterior varnish will be much more satisfactory. If ordinary exterior paint is used, it must be protected with exterior varnish u a saf^uarti to eiothing. 90. If far "icld water" or "hat-water" paint? Explain that these products are little more than improved kalsommes, the latter being im provements on whitewash; that they have no great value as protective paints and that they are not very permanent as decorative paints. If advisable in any given ease, recommend and ex plain the desirability of substituting a flat, wash able wall paint 61. If far porch Boor paint? Sell him only a paint made for the purpose. Ordinary house paint is not intended to resist severe abrasion. 62. If far paint to ho and on oamont or COOCfOtO? Tell him to treat the surface first with the sulphate of sine wash recommend for piaster walls (sine sulphate in four tunes its weight of water). Then, after allowing to dry thoroughly, to paint with ordinary good quality exterior boose paint. If you handle a cement or concrete paint you will naturally recommend that as well as the primer furnished with it, but it is well even then to recommend the zinc sulphate treatment as an extra safeguard. Point out the importance of firing the cement at least six months to dry and harden thoroughly before painting; and then to paint only in dry weather after a "dry spelt" 63. If he wha far a brush r brush-? Ascertain the intended we. Explain the worthlessness of a poor brush, sell him one proper for the purpose. and explain, its we method of cleaning and care. 64. If ha wwufr-- interim flat wafl paint? Explain its various uses and caution him against the use of improper thinner*. Learn the the nature and condition of the surface and ad- 21 i 0007-SWP-000006394 vise accordingly. If new plaster, recommend a wash of sine sniphate solution, one pound to the gallon, with 24 hours for drying before appli cation of paint. Caution him emphatically against glue, soap or alum sices, and if a size is neces sary. sell him a good varnish size (not a gloss oil) or nndercoater made for the purpose. Insist on the necessity of at least three coats. Sell him the proper thumers and tell him you will not be responsible if he uses anything else. If the wall has been papered, urge thorough drying before ap plication of paint If the paper be firmly ad herent the paint may in some eases, be applied directly thereto, without removal. Explain how a painted wall may be washed by the careful use of a neutral soap, a soft brush and a sponge; or by a mixture of soap solution and glue made by dissolving white glue ta boiling water and Ivory soap in another mixture of water, then thoroughly mixing the two solutions. 55. If W sibs far fsnitsrt palish er var nish? Tell him to wash the surface lightly with a rag dipped in turpentine or benzine before appli cation. M.. If,ha asks far vanish stefaw? Inquire the intended use and advise accord ingly. If over a varnished (or grained surface) tell him to wash with benzine and lightly sand paper, then follow instructions of the can. I f 0 * f * % x ' ] face that has already been painted, varnished or enameled, in such cases a varnish stain must be used. This may require the preliminary appli cation of a ground color. (See question So. SO.) 85. If far liquid Weem, etc.? Advise against its use for radiators, since enamels and flat paints permit the radiation of about 25 per cent, more heat . Whet about taflamwabfa vapor*? Ail paints- oils and varnishes and lacquers are inflammable under certain conditions, but most of them not dangerously so. The volatile thin ner*. turpentine, benzines, alcohols, acetone, etc., are also more or less volatile at moderate tem peratures and their vapors are inflammable. It is. therefore, a humane duty that the dealer ex plain to the ignorant purchaser the necessity of caution in the handling of goods containing them. Apartments should be well ventilated dur ing their application, artificial light (excepting electricity) should not be brought near them when open, twitches should not be struck in their vi cinity; and fires should not be lighted in rooms adjoining that in which they are being' used. Furthermore, most of these vapor* are to a greater or leu extent unwholesome, so Aiat thor ough ventilation is, also a sanitary precaution. Incidentally, both and varnish, m drying, give off highly disinfectant vapors. 1 57, If he ath* far atefaa? 70. Should one --i--tea paite av vanish? j i Ascertain the intended use and advise accord ingly. It is very difficult for a novice to get good results with water stains. These, as well zs oil stains and turpentine staler should be used only on new wood. They must be applied evenly, or they will show "laps*' and give irregular coloring. They "raise" the grain, which must be lightly sandpapered off before . varnishing. If only one ecrat of oil or turpentine stain ia to be applied, the addition of about 20 per cent of benzol (solvent naphtha) will assist penetration and produce a more even color. Want the cus tomer that such stains oan not be used on a sur- M ' ' 2 * Good* are sold under a moral guarantee and no further guarantee should be given or required. To explain: whether specifically stated or not. it is to be assumed that, if properly used under all proper conditions, the manufacturer guatan- tees his products to give reasonable service; but you have absolutely no control over any of these conditions, therefore it is the height of folly to give any guarantee other thm of value and , quality. Failure and complaints will be best guarded against by careful instractions and ad monitions at the time of purchase. 22 23 - nsjg.w-ae.rv -- 0007-SWP-000006395 71. Km sbeald temple lets he liMtidT relative prices and that a difference of a few With patient canrideratioa and courtesy. As* cents per gallon, while amounting to but little in certain the exact nature of the trouble, examin* the final cost of a job, amounts to a great deal mg the work, if necessary. If no cause for the in the satufactioQ and service rendered. Where detect or failure tan be traced, the natter should there art such important diSerences it is to the be referred to the manufacturer. You out, how* interest of your customer as well as that of your ever, in the majority of cues settle such cases firm to explain them and endeavor to supply the yourself by tracing toe trouble to its cause. This better grade of goods. The eost of the palm or can usually be aceoamlsabed by a little friendly the varnish on any job is but a small fraction "crota-exanunatjoa."--Did you read and fol of the cost (in time or money) of preparation low the directions on the can?" "Did you remem sad application, and it costs as mum to apply ber and follow ay advice?* (Recall this ad poor materials as to apply the best, therefore vice, hem by item). "Did you use a fresh the best is always the cheapest. To illustrate: brush?" "Did you add anything to the paint or varnish and, if so, what?" "Where did you buy it?" "Can you five me a sample of it?" "How was the weather before daring and after appli \ 1 if a customer needs 10 gallons of paint and one kind will last five yean and the other only direr; it will pay 'him well to boy the first, even though it costs him fifty cents more per gallon. Assume cation?'' "What was the surface and what its condition?"---The answers to these and siaiiar question* wtU, nine tunes out of ten, place the k ? the cost of the time or labor for application t be 160.00. one paint costing $230 and the other 23.00 per gallon. Then for the first five years blame where it belongs, and that being settled he will have paid-- and acknowledged, you should be able to retain ithe customer's confidence while freeing yourself I and the manufacturer from responsibility. The ordinary types of paint failure and their causes are treated in the author's "Paint Cate chism for Paint Idea,1' and varnish troubles in "A Varnish Catechism for Varnish Men," which \the salesmen may consult in case of neeeasity. For paint twice......... $25.00 For labor twice ...... 60.00 ISO.OO 120.00 $170.00 For the second, m five years, he will have paid-- For the Mint once............................. $30.00 For the labor ooee............................. 60.00 Ona paint defect not mentioned thereat may properly be touched oa here. This defect ts known by painters as "washing''---the paint film i $90.00 a dear saving of $16.00 annually; and this ratio ! appears to become soluble and the pigment of saving will hold for ten, fifty or a hundred washes off. While the eauses art not yet exactly years. determined, the danger of washing can be largely avoided by using only a high-grade linseed oil 73. Why should eat the seam vavalafc be sold and pure turpentine for thinning, and being par far dWeven* paipssas? ticularly careful to avoid moisture -- in other "Varnish" is s broad term, covering a variety words, to paint only on dry surfaces in dry of products with widely differing qualities. Floor weather. If this latter precaution be not ob vanish, for example, is made to be walked on. served, apparently, almost anything may happen to the punt. It mast therefore, not only be lustrous, but tough and elastic and at the sum time, hard. 1 72. Should the sellar attempt U tafie--ea the buyer a* te the reality ef hie parehue? You know that in a general way, the qpalin' of paints and varnishes is indicated by tbeir Exterior varnishes must withstand ram and sou. heat and cold. They must, therefore, be ex tremely resistant to these taneneta. A rubbing varnish must be suffiecntly brittle to abrade when rubbed with pumice, rotten stone, whiting; etc.: i; }' 24 ! 25 a WHUtWWMg** 0007-SWP-000006396 m bat mast at tame time be hard and mutant. These qualities are evidently exactly the opposite of these required a doer varnish. An interior varnish mast be lustrous and mast resist abra sion. bat is not exposed to the action of' the -weather. It should dry is a reasonably short time and need be neither very tough nor very elastic. This brief resume will show how anperast it is that the vanish shall have the qualities required by its purpose, and why one varnish should not be recommended for different uses-- unless specifically so intended by Che manufacturer. There are neverthiess some socalled "all-purpose" varnishes which are satis factory for many household uses. If you carry such a varnish, study its iimnations. 74. How s my t d--It iwfMM Us nlw of paint and imhkf This it the vital question. It is partly answered in all the preceding paragraphs, which, one and all. suggest intelligent service. The remainder of the answer is "inteliigent enterprise." A retailer may be either a "storekeeper" or a sales man. The storekeeper is one who ktrpt a store or stock of goods; the --i*-- is one who trIU | them. The manufacturer does not "keep store"; I he-utilises every known means to get his prod i ucts where they belong--on surfaces requiring protection or decoration, and in the effort to get them there, through you. offers you every conceivable sort of assistance. It is up to you to utilize what he provides to get it into the hands foe which it is intended. Here is a con cluding suggestion, quoted from a talk to a gathering of dealers at the University of Min- l suppose that after all ia said and done, the i dealer, like the rest of us, will develop, as the botanists say. "true to type." The man who I! cultivates a pleasure in his business, as the man ! who cultivates a love for family and home, will i be ever on the lookout for means of improve- ) ment; while the man who sells goods reluctantly, i because he has to make a living, will view with disdain or resentment any suggestion that in volves more thought or more work, if you are 26 contented to let people in need of paint find your store and come into it, doubtless you will be able to sell them the paint they need if they need it badly enough. But this is neither salesman ship nor service. True salesmanship is the serv ice that points out to unsuspecting people un recognized wants, and serves them by the cheer ful gratification of those wants. John Jones will not realize that bit roof will last ten times as long if painted unless you tell him so; and he won't believe you to the extent of the neces sary price unless you can prove it Jim Smith won't know that he ought to repaint hit house before it begins to look shabby unless you tell him so and give him good reasons. Ole Oleson won't think it at all necessary to paint his con crete silo until you show him that it will pay him to do so. Probably ninety per cent of the 400.000.000 to 500,000,000 gallons, more or less, of paint and varnish annually consumed m this country is used in repainting. Good naim, properly applied, three coats at the start should ordinarily remain in efficient condition ior at least four years. Then it should be repainted. Tin roofs, which should properly receive two coats at the start should have a fresh coat applied every two or three years. We wilt assume that you arc all "on the job" when paint for a new building, is in prospect In moat localities all the dealers are so thoroughly awake in such cases that nobody makes anything out of it But assuming that you have sold the paint for this new building, or for an old one, lor that matter; what do you do after that? In two or three years, if a tin roof, in three or four or five years, if a building or a shingle roof, that property ought to be in the market for more ptsst. Do you, at the psychological moment, call the ewaer's attention to the fact? I think I would. If I were a paint dealer I think I would have a card index recording kind and quantity of material and purpose for which it was used. Then, at the end of. say. one year, would send the purchaser a friendly follow up letter, something like this: .2? i i <t it I Jrl 0007-SWP-000006397 -DEAR UK JONES: **A --or i|e n W lb stam-- of --IHog r-- m tallow of `Validity* poiat for poor boot*. W trwe tfcu it ta* pm --* *u v MUifaetjao. u -- eoM Mt baa* to mu roar nmd tndo --low -- c-- tiro -- atu- ^Wo A--U ha --ry sfad to k-- bow tbo --te baa ptaooi ?-- -- to b M --or owoiea for --rUam -- Mr aow r--it fa. tbo mmo Iin . Wo Oka tCTfbony of tarlibay mmo titwoin ia wMeb roa my --tatty tad mmmc to tatwiM y-- tbu ttao.** At toe cad of tbe second year I weald re member Ur. Jones again. The wording of tny tetter weald be different but the mom point would be served by proving to Ur. Joees that his custom was valued sad that I had not for gotten him. At the end of the third year I would go at him again, but this date with a view to getting results. Uy letter would be along the followiog lutes: DEAR UK JONES: "I* te aaw tbtat ran otao wo war. fa--rad with W ortor far oaf VoMny' warn. Ai -- ta-- aot bond treat yoa rtfanfioe Mottnal for --itaatf. we warn thot tbo poaatie Mill ia oeod ST Wi wn iwto oflaw oaly toa mua --a tbu ta___t_a_--___ f*- gwIitMo- tbo ropaiaUap*5--5 r-A?* *?!!! Uffte* 10 taw wria-- ta-- f (uhtre. C--d yam obaald o mtatty aot --i-- rwwwaJ Mwe.tb-- egf_m foarw t*t yeon. bat ordi--otts tt io o--fa ta aorta* lay yam be--ad tba (cwyai lime. sarizr sc 5 -Mwm -- It is fwedlrtt to follow this suggestion farther: bet I am confident that if put into systematic operation m any paint store it would etoch and hold a good deal of tbe trade that somehow gets away from you in the long period of waiting between painting and repainting. In coodunon I want to leave with you one more suggestion: There should be some one in your employ who knows a good d--i about mint --an intelligent man who will not sell a lady chtnp furniture varnish to vanish her floor, or roof pamt for painting porch floors; somebody ***. kao** enough about the properties and Qualities of painting materials to forestall the ,28 ( i -.1 ! , ^ j i 1 mistakes and misuses which are the fertile mother of claims, complaints, "come-backs", and lost castomera During most of the past decade there has been available to dealers a powerful aid to the sale of paint and varnish,--tbe "Save the Surface" Campaign. The attitude of the property own ing public towards paint and varnish has been revolutionised by the advertising and other pub licity of tins campaign. Are you familiar with it? Do you utilise its service? Do you "tie ta" with it? If aot you are overlooking --g that has certainly helped yoa generally even though you msy aot have realised it, and could help you much mere individually if you took advantage of the co-operation it offers, "Believe me," it is worth your tamest consideration 1 LACQUER SECTION ?&. What ana Issgsm? The term "Lacquer" was originally used to designate any tapHfly drying faiih used to protect metal articles. These were usu ally Quick air-drying spirit varatabes or baking oil vannabss; though solutions of moo-cellulose m amyl acrtirc. etc, have also been used to soma extent for many years. The term as now understood, however, applies generally to solu tions of nitrocellulose in a mixture of solvents, with the addition of various oils, gums, etc^ and non-volatile muttal solvents for tbe "solids," known as plasticisers. 74. What J CUmn Ls o q --7 Tbe sap of a tree (RJuu Jopomeo or RJau f'ennetfim) closely allied to our > "poison ivy" (Rkut toxicodendron). It is col lected and used almost exclusively in tbe orient for the ornamentation of articles of "vertu." The lacQuer itself causes acute skin poisoning in susceptible persons, and even the lacquered articles have been known to have tbe same effect It dries slowly and only in tbe dark and in a moist atmosphere. It has no relation to pyrox- yiin lacquer and is not used ia America. * 000*1 - SWP- 00000^39 8 77. What b PywxBn? j divided into two classes, "spraying lacquers" am) s Tbe was original?' applied to the solu ble nitrocellulose used in the preparation of collection for coating photographic plates and 1 2 "brushing lacquers." Spraying lacquers may be further subdivided into clear lacquers and pigmented lacquers. !i later is the celluloid industry. It is now used interchangeably with the term "nttro-celluiote." Its chief constituent is cellulose, which is found in its purest form in cotton fibre. It is a com* pit* compound of carbon, hydrogen and oxygen m the proportion of 6, 10 and 5 atoms respec* thrtly. In order to differentiate it from tbe explosive form of nitre-cellulose (gnn cotton) 82. What aw Spewytag Laeqeess? Lacquers, which because of their rapid drying, are usually applied with spray-painting ma chines. They are of heavy body and contain high percentages-of nitrocellulose. They are not commonly. handled by paint dealers. the non-explosive form of nitrocellulose is pref erably called "soluble cotton." 78. What b NhreeoUaloso? Chemically a nitric add ester of cellulose-- an "ester" being a chemical compound in which a hydrocarbon replaces a part of the hydrogen 83. What are BrusUog I ciroors ? Lacquers usually containing some resin and pigment. They are designed for application, like ordinary punts and varnishes, with a brush. They ordinarily contain . less nitrocellulose than the spraying lacquers. of an add. There are many recognised nitro cellulose!, ranging from afcout ten to twelve per cent, in nitrogen content They are pre pared by treating cellalose (cotton) with nitric 84. What aw Wgmsulsd LMqmrs? Lacquers to which color, and usually opacity, is imparted by the addition of pigments. and sulphuric adds; the chief function of the latter add being to remove moisture. 7*. k NkmaUalaae ezpfaalv? m " I - 88. What selvoats aw wed in the masnfaotaro of Leeqoara? The most important are butyl acetate, butvt This depends entirely upon the extent of 1 'nitration." Those esters containing the higher | percentages of nitrogen are highly unstable, and * therefore explosive on percussion. Those eon- 4 taming lower percentages of nitrogen are more * stable and while inflammable, are not explosive. J The nitrocellulose used in the manufacture of i lacquers are of the latter type.' In untechnical 1 language nttro-ceiiolose is cotton or cellulose to which nitrogen has been added by a chemical . j process. j 80. b Lssquer Explosive? propionate, ethylene and propylene, xviot and glycol ethers, amyl acetate, ethyl lactate, ethyl acetate, butanol, ethyl alcohol and toluoL The latter, however, is rather a diluent than a sol vent They are mostly alcohols treated with acetic, lactic or other adds. 86. What i PlisHsbeti? Pyroxylin alone, produces a rather brittle film. Plasticizers are added to give it flexibility, elas ticity and durability. The camphor used in cel luloid is a familiar example. Tri-cmyl phos phate is widely used as a plasticizer. Lacquer is inflammable but not explosive. 67. What PlesHsi--i ew Mod b Laeguora? 81. How our firms of Losqosr ore there 7 There are many forms and varieties, depend ing on the knowledge and skill of the manu facturer; but, broadly speaking, they may be Among the plasticizers that have been widely used in lacquers are tri-cresy! phthabte. dxamyl phthalate, etc. Tung oil. and to some extent linseed oil. products have been used in lacquers, and they give to the film some degree of pits- 30 31 mwvsrt 0007-SWP-000006399 deity. A* a rule, however, these do not mix | 94. Arw Lacqwarm rated for oatorior m? ' as well with nitrocellulose m the organic piss* I On rigid metal surfaces they very durable, i oaten referred to above. Most resins are not plasticisers. I ( hut on wood, subject to common! expansion and contraction due to absorption and evapora | M. Whet is tW Mw u m boSwwaa a jpruy; lag Looqwar and a Brushing Las gum? tion of moisture, they have proved less satisfac tory. This difficulty will, however, probably be overcome by the development of suitable seat l The main physical difference is in slower dry* ing primers or by other means. Lacquer itself i iag and relatively lower solubility for- preceding is practically impervious to moisture. coats, in the case of a brushing lacquer. A brushing lacquer may be retarded as a ccenpro* j mise between a spraying lacquer and aa ordinary 78. What information should bw gfcrwa a aniuw whan buying 1 asqumT oil varnish or enamel. Since this is a comparatively new product and its application and handling are entirely different | 1. What arw Laeqwar TLhmmeT from the familiar procedure with paint and var | `'Thinaen" are proper mixtnm of solvents nish, you should familiarise yourself with the j : supplied with the lacquer to thin the lacquer to workint consistency, to replace evaporation and to dean spray guns, brushes, etc. ] i I t literature furnished by the manufacturer, earefully instruct the buyer in accordance therewith. and caution him or her to study and follow directions. If brushing lacquers are applied, ac- ! ! j 0. Is 1 --sow dusahlo? Much funmure, nearly alt automobiles and s treat variety of other familiar products are now finished with lacquer. Properly manufactured and properly used, lacquer is very durable, but it is capable of manipulation and adulteration, with disastrous results. ? ` 1 j ' 1 > cording to these directions, there is no particular difficulty in obtaining satisfactory results. Since the odor of the volatile ingredients is objectionable to some people, it is well to sug gest that movable objects be locquueil in the open and in any ease that windows bo left open during the process. Further, since these volatile ingredients, like the volatile ingredients of punt ! { t Arw Urnquoted flwifa.n waffly mnmdt Pigmented lacquered surfaces are usually re* marlably resistant to abrasion or to marrinc by any agency. Gear lacquers en wood generally require the same care as varnished surface* ) ' 5 '] J \ and varnish, are inflammable, the buyer should be cautioned against working m a room where there is an open flame or fire. To repeat, for emphasis: familiarise yourself with your goods before you attempt to sell them. and thus, avoid complaints and trouble. | 92. H*w arw Laoqwor C.atiwyt twwwod?. By first spray-misting the surface with lac* I quer thinner, and then rdmishing in the manner. 93. How may a Largeor Csathg W tw* waif Lacquer solvents will redissoive the dry coat ing,- and some of the varnish removers contain ing acetone, benzol, etc, can also be used for the purpose. 32 33 0007-SWP-000006400 INDEX A AdnHamted Linseed OU ...................................... Advtoe . to Vontn Customers ............................ Advice to Paint Consumers .............................. Aluminum BlUeate ...........-................................... Antimony Oxide, What te? ................................... Application of Paint or Varnish, Coot of .......... An Lacquers Soltad for Exterior Uao? ........ Aaboadaa ............................................................ ... Asntstaace to Consumer la Selecting ............ i 14 il 7 T 14 13 7 14 Barytaa ....................................................................... Baaie Carbonate White Load .............................. Boole Sulphate White Load ................................. Baaotao ............................. Block. Carbon. Bono. Drop. Ivory. Gas, Lamp Blues. Proaotan ..........................................-- Blue. Ultramarine ................................................... Boiiad Llaaaod Oil ................................................. Bona Black ............................................................... Bricks, Painting ..................................................... Brown*. Mineral....................................................... Broase, LJouid ............ Brushes. Advlea to Consumers .......................... Borelay Off Paint or Varnish. Advlea ............. 7 6 % 10 * ( I I lj | u is c Calcium Carbonate ................................................. 7 Calcium Bolpbaw ........................... ? Carbon Black .......................................................... Cement. Paint for ................................................... n Cement, Fainting oa .............................................. u Chair Paint .Porch .................................................. 10 ChcmieaJ-'Celerc ....................................................... 7 China Ctty ................................................................ 7 China Wood 0 ........................................................ 4 Chlneao Lacquer. What la? ................................... tt Chinaaa (Mercury) VamlUon .............................. t Chroma Omen .......................................................... 7 Chrome TaUotre ....................................................... Cleaning Painted Walla ........................................ l; Coal OIL Advlea to Coaanmera ...................... 'll Cold Water Paint ................................................... 11 Colon. Chemical ..................................................... I Colon. Barth ............................................................ 1 Colon from Dree ..................................................... t Coapoaeata or Paint Usual ........ 4 Complaints, Treatment of ..................................... s* Concrete. Paint for .................................................. 11 Concrete, Palatine on ............................................ 21 Consumer, Advice Concerning Brushes............. Consumer. Advlea Concerning Coni OIL- etc. .. Consumer. Advice Concerning Dryer* ............. Coneutner. Advice Concerning Enamels ........... Consumer. Advice Concerning Flat Pniat ........ Consumer. Advice Concerning Floor Varnish .. Consumer. Advlea Concerning Liquid Filler... Consumer. Advice Concerning Shingle Stain___ Ji it it 11 17 it 27 27 34 Consumer. Advice Concernln Stain* . 21 Consumer. Advice Concerning Varnish it Consumer, Advice Concerning Ventilation tt Consumer, Assistance la BeieetMn .. H Consumer Buying Paint. Questions for ... ti Consumer. Demonstration of Economy U Consumer. FoUovint Up Bales to ___ 24-21 Consumer, Patat, Advice to be Given............... 11 CopaJ Varnish ......................................................... i Copperas Beds ......................................................... ) Copper, Painting .................................................... Coot Not Synonymous with Economy ............. tt Coot of Application ............................................... 14 Coat of Paint or Varnish ...................................... it Cottonesed Oil ........................................................ Customer, Information given When' Buying lAequor ............................................................... 22 Customer, Treatment of ........................................ 2 O Drop Blech ............................................................. Dryers ........................................................................ Dryers, Advice to Consumer ............................... Drrere Japan. Uquid, Oil ................................... Diyen. Use of ........................................................ Dyes. Colors tmm ................................................... 2 It t il 11. K Earth Colors ............................................................ Economy in Quality ............................................... Enamel, Advtoe to Ccoaamer ............................. EsgUsh (Mercmy) VemUM ............................... * f< if W Filler. Bartf Wood (Paata) ................................... FUlora. Liquid. Advtoe to Consumer ............... Fish (Menhaden) OU .............................................. Flat Wall Palau ..................................... Flat Was Paints. Advtoe to Consumer ............. Floors, Cleaning BeforeVarnishing .................. If 17 \ 4 21 K Floors, Painted, Vamtatdag ................................. Floor*. Re&nUhtBg ................................................. Floors. Varnishing ................................................. Floor varnish. Advice to Cooaomer................... "Foiieu-t" Letters .............................................. French 41nc" .............................. Furniture Polish or Varnish ............................... Furniture Varnish -- .......................................... 14 . it if it ** tt tt 1* a Galvanised Iron, Painting .................................... 13 Osg Black ................................................................. > Gasoline Torch .......................................................... IS Goods. What Should a delenisn Know About? 3 Groan. Chrome ............................ * Graphite .......................... Guaranteeing Paint or Vanish ..................... tt Gum Turpentine ....................................................... } Gutter* ....................................................................... tt Gypsum .................................................................... < 35 0007-SW?-000006401 .H Hard OU Ftalah ... .................................................. Hard Wood noon, Warning............................... Hard Wood IHiM) FUler..................................... Hot Water Faint....................................................... How or* lAoaaar Coating* Renewed? ............. How stay a Dealer laeraaa* Bales?...................... How Bar Woman Caatoman Ba HalpadT....... How SbooM Oa Trwt Customer?.................. 1* IS IS Si IS M 14 S I Inart Hiawil ........................................................ lean PUnaoats, Why 'Dm* is Palat................... Iron. Galvanised. Fatatiag ................................... ladamseaM* Vapor* ..................................... Iron Oxida Bad* ........ Ivory Bias* .............................................................. 4 7 IS S3 t J Japan Btyars ....................... SI K Knotting Prtmors ................................................... 17 L Laeaear Coatiaga, how Raaewed? .......... St Laennar. Hew stany Form* ara Thar*?............. It Lacaaar. Is It Danfela? ........................................ S3 Imeaaor. la It Sxpioahef ..................................... SO Uaoaaw taction ....................................... tKts LaeQoarad aartaeaa. ara Thor 8*0411? MarredT S3 Laeqaan, ara Tnay Suited far Smarter Caa? S3 Laaqesra, What areT].......................................... t* Laeqaara, What ara Bmshlag? .......................... St Loanear*. What are Pigmented? ...................... SS lAeqaar. What are Spraying? ............................ Si Laceear. What are Thinner*? ............................ SS Ucatar. What ItumtlMt flhouid ha Oteah a _ CasMoar .Whan Barag? ............................. S3 Laoqoara. What FMstlelser* ara Uaad tn? .... SI Laeeaara, What Solvent* are Uaad in th* Maae- new* of? ....................................................... si lauap Bine* .............................................................. S Leaded Clan .............................................................. SO Laaka ..... 11 Unaead Ott .................................................... * uaaoad OM. Adulterated ....................................... S Unaead OU. BoUad ........................ * Ltnaaad OU. Baag-Hole BoOed" ...................... IS LMttld Bras* ........................................................ S3 Ltoaid Dryer* .......................................................... 1* Uould FUiar, Advie* to Coaramar....................... 17 Lttaopeo* ........................................... Lumbaag OU ....................................... S M Maahodas OU ........................ Mineral Brown* .................................................. Mineral Spirit .......................................................... Minaral Spirit. Ua* ot ....... S t 10 10 H NltroeallaioM. What la? ....................................... NltroeeUaloM. la it Kxptoatva? ........................ SO Hot Too* OU ............................ 36 Oehro, Tallow ......................................................... OU." Advieo to CoaaBmar .............................. OU. AdaltinM ....................... ............................. OU. China Wood ..................................................... OU. Cottet**d. .................................................... OU. BoUad ................................................................ Ott "Doped" ........................................................... CHI Dryer* .............................................................. OU. T ltiaarl filled. Raw........... ........................... Oil. LanMug ........................................................... t I i OU, Patfila ................................................................ OU. Soya .................................................................... OU. Banftnwar Bead ...................................... - . OU, Tang .................................................................. Oraas* SUaanl ....................................................... P Paint and Varnish, How May Dealer increase Sales? ................................................................. 24 Palat and Varniah Ramovar ................................ is Faint. Bern!*# Off, Advie* to Ceaeamer......... it Paint. Caaaant or Concrete .....................................si Paint Ccoptainta .................................................. 24 Palat caoaamar. Aditee for..................... 14 Palat Consumer. Oaastioaa to P* Aakad ....... u Paint. Dtfaraaq* tram VanUab ...................... * Paint. Plat Well ................................. Palat Plat. Wall, Adeie* to Conranar ............. si Paint or Vanish, asawaaoa la BalaeUnc Paint or Varnish, Coat of .. 14 Palat or Vanish Oaaraataao S3 Palat. Penh Chair .................. 50 Paint Porch Floor .................. 51 Paint Tioahlaa.......................... 24 Faint Ua* a* Pipers la ......... 15 Palat Oa* cd TarponOn# m IS Paint Unaal Cnawnui of ............................... 4 Paint Wntnr ........................................................... Si Paint Why ara lean Ptynaatir Uaad la? ___ Painted Floor*. Vantthinr.................................. Painting. Advie* to Coosamar ........................... Pataeas Brians ........................................................ Patattag Cmaant or Caaerau .......................... Fainting Copper ...................................................... Faiattng Crptaaa .................................................... Paiatlag. Oatvaalsed Iron .................................... Painting. Interior Flat........................................... Painting aa How Wood ........................................ Painting Over Vanish .......................................... Painting Planar ................................... Paisting Tin Root*, ate. ...................................... ::::::::::::::: PpjupmMaBattma. Iinnearrtt, W...h..y.....U...a..a..d........................................................ 7 it 11 it it IS IS is Si IS IS is IS " 77 Piaatarad Walls, Treatment of ......................... Piaster. Paindug oa ...................... Flanttttsar*. What an? ........................................ I 37 Si U U 0007-SWP-000006402 Polish rural tor*. Adrte* toConraasr* .......... 11 Vanish, Olffsrane* from Paint ......................... 4 Peppy-**d Oil ...................... Vanish. Floor. Advice to Consumar ................... it Porch CMir Point ............ 30 Perch Floor Point .................................................... 11 Profao* ....................................................................... J 'TraM'i Hlntra!" .................................................. J Vanish, Funttur* .................................................. 19 Vanish, Furniture, Advioe to Consumar....... 3> Vanish, Select According to Has ..................... }* Vanish Statna ........................................................ 32' p w ".b ,m i* Vanish Trpublas ...................................................... 34 Pyroxylin, What 1*7 ................................................ SO Vanish, Uae of Tttrpeatfea la.............................. 10 Vamtah. What isf .................................................. 4 Q Vanish or Paint, Aawatawe In Saiaetiag .... 14 Oq mOo m to h Askad Conswnra ...................... 11 Vanish or Paint, Cost of ................................ 14 ft ,,Quality lnsuras Economy ....................................... 14 Radiator*. Plnlah tor ............................................ 23 DM4 i-f"f .................................................................. I Rod Load, Advlc to Consumar* ........................ 11 Rod Venetian ............................................................ 1 Rod*, Iron Oxldo ...... ......................................... 1 Rsflatshtng Hardivood Floor*.................................. It Remover. Paint and Vareteh ............................. IS Root*, Tin. Painting ................................................ U Salomon's Knowledge of Oood* ........................ 2 ShaUac. Adwea to cousatnar ............................ 11 Shellac on Light Color Hardwood Floor* ........... 17 Shingle Stain .............................................................. 17 Sloan*. Burnt .............................................. I Staaaa. Bav ............................................... t SUio* .......................................................................... 7 Sts**, WaU .................................................................. 21 j Soya Oil .. .................................................................. * i Saint. Ktaerai .......................................................... 10 , Saints of Turpentine ................................................ 10 Vanish or Paint Oaarantaaa ............................ 23 Varnishing Pain(ad Floors ................................ is Venetian Red ........................................................... s VamiUoa Ofararr) ............................................ * Ventilation, Advloa to Consumar ..................... 23 Volatile "Thtanara" ............................................. U*U W Wall Sisas ............................................................... 21 Walls, Painted, Cleaning ..................................... 21 Wails, Plastered,'Treatment iff........................... 21 'Waaluag" ot paint .............................................. 24 Watar Paints ........................................................... 21 What ars Brushing JmoQuarsf ......................... 31 What art Laaqaecsf ............................................ 29 What an JAoqaar Thinner*? ..................... 32 What an Pigments* Laoqnsn? ..................... 31 What an Ptostlalssrs? ......................................... si What an tomytac Laaquavst ........................... 3i What an Titanium Ptgmantsf ........................... s What an tha Usual Component* of Paint! ... 4 What is Antimony Oxidef,.............................. 7 What 4a Chime* LaoqnerT.................................... 33 What is NitreosHsloosT ....................................... SO T Stain, Adneo to Consumer ................................... 23 What i* PamtT........................................................ 3 Stain, oil .................................................... , seam, Shinn* ........................................................... it I stain, Turpentine ................................................... 23 23 What la FFroMtaT ....................................... 30 What la tha pSteswo between Paint and Var- __ alaht ............................................................. ... 4 i stain. Varnish .......................................................... 23 I Stain. Watsr ............................................................. 23 "Sublimed" Whit*. Load .................................... s What Is tha JNSMtsM Between a Bpraytag __ Languor sad a Brushing Laoquart ........... 32 What la Vaniaht .................................................. 4 What Pladttotaan an Used In Laoqoer*? .... si What *|--M a tSwua XnoirT ........................ 3 Snnfloortrs#od Oil .......................... 3 What Sotvasta an U*ad la tha Mann!actor* ___of Xmemarf ........................................................ 31 "Thinner*," Volatll* ............................................ 10-11 I Tin. Paiatmr . ......................................... l* i Titanium PismsnU. Whatanf .............................. Torch, OaaoUn* ... ................................................... IS Traunt et Customer* ................................. 3 Tim* OU ................................................................... t Turpentine. Qutn ..................................................... 10 Whtto Loan, Baafe Carbonate ........................... White Load, Baals Sutphata .............................. Whiting ....................................................................... Why an Inert Pigments Used? ......................... Why not the Sam* Varnish for Different V*** Wood OU, Chins** .......................... Wood Turpontlno .................................................... i 6 7 7 !S 10 10 Turpentine, Wood ......... 10 w"" ".................. u U Ultramarine Blua ................................................... * Umber, Burnt ........................................................... *' Tallow. Ochra ............................................................ < Tallows, Chroma .................................................... I Umber, Raw ...................................................... V Vapor*. tadammabl* .............................................. Varnish, Advlc* to Cosramar .............................. Varnish and Paint Kamovar .............................. Varnish. Burning Off. Advice ........................ 33 14 IS IS I Zina, American Proms* ...................................... 20 Zinc, French Preew ........................................... 20 Zinc, Leaded ............................................................. 30 Zinc Oxide ......................................... S Zinc, Pasta .................... ,........................................ 30 Varnish Complaints .. .......... 23 Vanish Copal .......................................................... IS 39 . 38 0007-SWP-000006403