Document 0LqbjkorJ9m5B4GDJzrwgqwzk

AND PAINT AND WALL PAPER DEALER February 1929 33 justifying recommendations, our skill in building up the consumer's desire for the paint job, our skill in accurately figuring and explaining estimates of price. We have a "fair'' rating as concerns our gen eral personal appearance, our knowledge of decortion and color schemes, our skill in handling objections and difficulties. However, we have a rating of "very poor" in two of the most important angles of our business--that Is, our skill in sug gesting additional paint work and our shill in actually closing the sale. From these facts yon can readily see those elements which go to make up this coarse. It is by no means a "cure-all." It contains no theory, pep talk, nor Inspira tional preaching. But the course does deal In a practical and straightforward way with the specific sales problems which you yourselves have in your daily work. For instance, the course covers such subjects as (1) understanding your customers' problems to the extent that you can determine the customers' needs and give practical and helpful advice for fulfilling such need. It covers also the matter of (2) the proper explanation of onr prodnct and our service to the con sumer; (3) how to get our service sold properly, how to sell our estimates and proposals more effectively. It teaches us (4) how io overcome sales difficulties, how to answer questions and objections, how to deal with difficult situations and how successfully to meet competition. It trains us (5) in the ways to build up an over increasing business by making each customer a satisfied one and a steady one. Further (6), we learn how to develop and Increase our business through the home owner, the building contractor, the archi tect, etc. The course is divided into six units, which come to you a month apart. Those units are practical, readable, and as a matter of fact so interesting, that you will really look forward to the one to mine next. Each book consists of only about seventy pages, filled with typical sales incidents and successful sales ideas and methods. They are easy to read, 'asy to understand, easy to apply. With 'aeh unit is a sales case which is an exact arrnnnt of a typical interview with a property owner in the seeking of a paintfug job. This quiz is to be returned by yti, reviewed by a competent staff and ?"id. back to you with a detailed analysis k the sale and the proper answers. You fll have to write nothing; it will be nfrrssary only to put check marks in r.irious blocks on the test sheet indicating your opinion regarding the various <'lMcpts going to make up the attempted -do. The cost of the course Is $215, which. ivMeutally, is the same as the cost of ''io course for the traveling salesmen. Further details and promotional matter r:in be secured from the "Save the Sur face" Campaign or from the officials of 'onr association. Reasons for Course If you will bear with me a few minutes I iiRor. I would like to outline a number "f< reasons for taking the course. First, the officials of your association Kt v p already subscribed to the course, as F-tvo the officials of the International Society. Second, an organization in which you bnvc confidence and of which you are an Important part, the Save the Surface ('mipalgn, unreservedly recommends the Miirse and urges that it be taken by all f us. Third, the course is prepared by the *'**( and most practical organization in "wh work--the Business Training Cor* ^ration. In addition, each unit is carefil!v gone over by a special committee of infmh&rs of various master painters' asso- JOHN T. BROSNAN Re-elected president in recognition of the good service rendered during the year. ciatious to further check its practica bility. Fourth, the course will make us all better business men and better salesmen. Wo can't, help hut improve ourselves, our selling methods and our whole Imsi- ness situation by securing in a period of six months, in an Interesting and practi cal way, the combined methods of the most successful master painters in the country, resulting from their many years of experience in the successful conduct of their businesses. Fifth, another reason, and a quite posi tive ono. is that, our competitors in the craft will take this course and thus make themselves better salesmen, consequentlymaking them still keener competitors. Sixth, those companies in our industry supplying you with your materials and tools think so well of these courses that they are not only insisting that their own men take the salesman's course, but that each of these men urge all of his customer friends among the painters to take the painter's course. You will hear daily from manufacturers* salesmen who call on you the story of these courses. You will save a lot of your valuable timo and the breath of these salesmen by promptly stopping their enthusiastic flow of reasons for all concerned taking these courses by being one jump ahead of them through having already subscribed. Seventh, strictly from an investment standpoint, the $25 involved could not be better spent. You will agree with me that if, as a result of this course, you secure just one additional job, even though it be quite a small one, you will be amply re paid for the investment you are making. Lastly, because your association, with out knowing it, is now in what might be termed a "friendly contest." to the extent that we Pennsylvanians, and particularly we members of the Philadelphia Save the Surface Salesmen's Club hope to see the Master Painters and. Decorators Associa tion of Pennsylvania the first in the country to have 100 per cent enrollment of its members. Soft White Lead "Soft Paste White Lead*1 was dis cussed in a paper which was prepared by John Morrow, a contracting painter of Pittsburgh, which was read to the convention hy .Secretory Sluart. as follows; NE of the most important develop- *. * t industry in re- ki^yeari Vihe- in|rpdu.etiorj. of soft ] te white.- lead, -which is? mow "'pure `white Soft `pastb'^ifCe'lead is pure white lead ground. in"linseed, pil, and differs from regular' heavy paste white lead only in the amount of oil which is used. Soft paste white lead is of great interest to to the painter and has been put on the market for his convenience and assist ance. In this ne,w..pxqtolWQje painter is given,?whi^fesad^in^Jl aofetlie same qual- heavy paste to which he is ^ccjis^ojn^/fbut With'tTie added advantage paste .is soft in readily be broken up and'made .into t?ain|.with A.minimum ex^n^tu^^'of^timi'^'^ml'^Wbft'. ^ This result has been accomplished by using a small additional amount of pure linseed oil in grinding the soft paste, and the result is pure white lead-in-oil of soft consistency, which can be poured from the container and which can be broken and mixed very rapidly. Soft paste white lead is substantially the same as heavy paste white lead which has had the first addition of oil in the breaking-up process, and also is approxi mately the same as "Shop Lead," with which" all painters are familiar. Soft paste white lead contains about 13 per cent of pure linseed oil, the balance beings* \ih f irf h r >t. pc ii ii |iti the sam i fq,OP&j|"ir 1'^"^ y,, | fi tf J jut is e*ph *ho mr, ^ , starts-- ____ v. __ Because of the slight additional amount of linseed oil in soft, paste white lead, of course, the mixing directions for soft paste are not quite the same as for heavy paste, as part of the mixing oil has already been added in the soft paste, and the oil for thinning to brushing con sistency must be reduced accordingly. When soft paste was first put on the market it contained about 15 per cent of linseed oil, but experience has shown that 15 per cent of oil is an excessive amount and that 13 per cent is sufficient to pro duce the desired soft consistency. The 1.3 per cent paste seems to be ideal from the painter's point of view, and the for mula has. therefore, been slightly changed. The soft paste white lead of fered to- the trade during the coming year will contain about 13 per cent of linseed oil. One hundred pounds of soft paste white lead contains about three-quarters of a gallon more linseed oil than 100 pounds of heavy paste white lead, and for that reason all thinning formulas should he changed so as to use about three-quarters of a gallon less thinner with 100 pounds of soft paste than is required for heavy paste. The mixing directions for soft paste white lead are as follows: NEW EXTERIOR WOOD rvtmlng Coat-- mo lbs. Soft Past?. White Lead 314 TJfnsoorl Oil 2 giSts^'TurponUnc 1 plnt-'-Drier N39127 34 Second Coat-- Z&ftvl&s. Soft ..Paste White Lead % gal. Raw Linseed Oil 1% gals. Turpentine 1 pint Brier Finishing Coat-- 100 lbs. Soft Paste White Lead 2% to 3*4 gala Haw Linseed'Oil ' 1 pint Turpentine 1 pint Drier REPAINTING EXTERIOR WOOD First Coat-- 100 lbs. Soft Paste White Lead 15/1 gals. Raw Linseed Oil 2 gals. Turpentine 1 pint Drier Finishing Coat-- 100 lbs. Soft Paste Whilv J.euU - >4 to 3K gals. Raw Linseed Oil 1 pint Turpentine 1 pint Drier TTnil,i* n^aiiL market unditipua the l>ritt ti linked uil pur pound la usu i H of that rvi&un it la evident that I he bm.'.ll additional amount of > linseed oil in a*ut pasli white Il .u I k > purchased by the p.iHiUT at a prne which in at least uji xnatcr and may be slightly It than In puchased separately. - amount ot oil Soft paste white lead is thinner than heavy paste white lead and, of course, requires somewhat less oil for reducing to brushing consistency, for which reason soft paste white lead thinned to brushing consistency will produce a little less paint than heavy paste white lead thinned February 1929 white... Jead-ajid-oil is approximately the same as the cost of linseed oil, : the tolfal cost of the paint .'made from Joitpastl leal mil in P s thanA|be,'tp^.',coBt of th ij u Iu l made fiidm :th&^aj^eyaabunt of ii av> piitu w 1 $ah pei gallon bi paint will be the same in both*'craeS."'This can easily be demon strated by the following example: Heavy paste. Soft paste. 100 lbs. paste contains 2.85 gal. 3.25 gal. Add thinning oil.......... 3.50 gal. 2.75 gal. Total paint................ U.35 gul. 100 lbs. paste costs............. $13.25 Thinning oil at $1 per gul. coats ..................................... 3.50 ti.OQ gal. $13.25 2.75 Total cost............................. $ir>.7f, Cost per gal. of paint.... $2.54 $ii.oo $2.CG Both paints have the same brushing consistency and the same weight per gallon. They both contain the same per centage of white lead, and the same per centage of linseed oil. the slifirht additional amount of linsped, oil in .soft paste white lead, it i* n il l uli thli i h-iv pat for in.i i infuiri llit umu 1 >i \ij^.le lead54^*^l:hir^f^'?t^J^%||#r|<>rv &t waihsmaiht ana interior enamel undereoatere. For all other purposes, soft paste white lead is just as suitable as heavy paste white lead, and paints with identically the same composition can be made with both products. For the painter's convenience, soft paste white lead is packed the same as heavy paste, in 100-pound steel kegs and in 50-pound, 25-pound and 12%-pound steel pails. Use of the Spray Gun "The Use of the Spray Gun" was use of cbntracting painters, l can look the subject of an address by C. H. Ford, of Philadelphia, representing the De Vilbiss Manufacturing Company, back upon some incidents during the past five years of development which were amusing and others which were near tragic in their ultimate results, largely which was as follows: due to the extravagant statements of man NE of the primary objects in form O ing organisations and associations of business men, in identical or al ufacturers and their representatives, as to what could be done with this or that particular "gun," or, to be more chari table, perhaps I should say misdirected lied confront lines, Is to solve each industry, thtehrporuogblhemtshewhichaodpvtiemritsismin,go,n over-enthusiasm the part of spray and over equipment varied experiences of individual members. manufacturers and their representatives And a very large percentage of the bene in the field. fits derived from a convention of such organizations, or associations, is through No doubt most, if not all, of you gentle men have been told things about spray "papers" prepared in a spirit of frank guns and spray painting that you knew ness, as well as helpfulness, by men who were not so, or which proved to be im have had the necessary practical experi practical later on. But don't criticize the ence (sometimes sad, indeed), or who salesman too severely, or condemn the have made an exhaustive investigation of manufacturer too hastily. In most in such experiences by other men. For, stances, the salesman was simply repeat after all, experience is still the great in ing his "sales talk," while his employer structor to the open and receptive mind. was perhaps not as fully informed as I have been assigned the subject of could be desired, and probably neither of "The Use of the Spray Gun and Its Prac them had any practical painting experi ticability" largely, I assume, because of ence or knowledge, such as yours, to a rather extensive experience (sad and guide him. All they knew, and all that otherwise), and it's a large order I assure you. I couldn't hope to do it justice, but what I have to relate will he facts from experience and conclusions from observa tions over the past several years of spray gun development and use. some of them know today, is what inade quate tests, laboratory demonstrations and seeming results, obtained in certain spe cific instances, indicate. And "believe me" (with apologies to Mr. Kuehnle) some of them have had their troubles. I propose to speak the plain, un varnished truth, as I see it, realizing that I am talking to practical, competent, suc cessful craftsmen, and hoping that I may help to clear the situation for some of you, regarding a comparatively "new angle" in the trade, concerning which there is still much of misconception, mis Growth of Industry When I first entered the field of sell ing spray painting equipment I could count the manufacturers specializing in that line on the fingers of one hand, and not one of them had in its organization, so far as I know, anyone with a prac understanding and misinformation tical painter's knowledge or experience. abroad. As one of the pioneers in introducing They knew very little, if anything, about the characteristics of paint materials or portable spray painting equipment, de their proper application, especially to ex signed and built by manufacturers for the terior surfaces. THE PAINTERS MAGAZt I remember a "testimonial" in th> erature of one such concern from i called "painter," 'way up North s where, who wrote that he had just ished painting the exterior ot se> frame residences, with his new s painting outfit, in weather condii which prohibited ordinary hand-b work because the thermometer show temperature only a little above zerohe got a perfect job. Of coarse, yoi know what would happen to the j on those houses if applied by han< such circumstances, and I merely i to add that no spray gun ever made prevent nature's self-assertions. But inference is, that if you ever wan paint exteriors in zero weather, just vide yourself with a spray painting o and "go to it." Then, again, you've probably all 1 told, very earnestly and sincerely, the spray gun will take the place of to eight brush hands, or that one ; with a spray gun can cover five to thousand square feet (or more) of face per regular working day. Now certain circumstances, this is correct, "try and do it" on the average, as brush hands' average is figured and tained. It is quite possible to do exterior sj painting in freezing weather, if you d care what happens to your reputatioi an efficient, reliable, dependable ere man; and we have an operator or tw< our own organization who will turn ten, twelve or fourteen thousand squ feet of painted surface in an ordin working day "In certain circumstance But such "circumstances" occur v rarely and form no logical, or practi basis on which average spray paint accomplishment can be based, and t! spray painting, in the field of the mat painter, has been regrettably discredit Equipment Is Improved But, just as so-called "mixed paint" ] found its level and become a recognl factor of more or less importance in ev master painter's business, especially fiat wail paints, mill whites, etc., so spray gun is destined to function for greater benefit as the gun and its au: iary equipment is improved and rendei more practical, as operators are bet trained and become more efficient, and we contractors reach a better understa; ing of its "practicability," meaning possibilities and limitations. It has bo Please bear in mind that I am n talking to you about the portable, gene: painting purpose, spray gun outfit signed for the master painter's use in 1 contracting business. There can be question of the spray gun's adaptabili unconditional acceptance and genui merit as a means of economically coatl automobiles, furniture, toys, etc. In the field of product finishing, it supreme. It is as firmly established a large majority of manufacturing plat today as any other essential part of th< equipment. And, incidentally, within the past ye a number of small electric light socli sprayers have been developed, one or o of which are moderately pactical, elficiei economical tools for certain light dui painting which is so costly, slow and ge erally unsatisfactory when dona by hat and no modern paint shop is complete aud properly equipped without one more of these little machines. However, here again history repeats self, and most of the manufacturers, n being practical painters, as a rule, ha consistently over-estimated and on stated the merits and possibilities of the respective products; hence, some ea