Document 2RV9Q9rrjD1KRZjYpp7B15E9L

N23586 0007-SWP-000131849 0007-SWP-000131850 Veil- V. The Chameleon. Pttbli*liil on ih* Fifteenth day of each month liy Tn* Hk min -\Vii LiAMi Pr imi, ,h Michigan St., Cleveland, for the intercut mud benefit irf Th * Su b h n iv Wil i.iah k Co.'e kiyul etnfl*. JAXIWKY, 1902. N>. R READY FOR BIG GAINS. ^HK outlook is certainly very bright for u h as we enter n|ion the second year of the new century, so full of possibilities to those determined to make the most of them. Our early start for thin season's business has resulted in our securing a larger number of new agents and more orders booked, than we have ever had before at this time of year. So, we have made a good beginning--got a good start, and that's an ad vantage, which we mean to follow up, In the manufacturing department, by our largely increased facilities, we have obtained an output far in advance of anything ever before accomplished. Our warehouses are filled to overflowing and we have been forced to secure outside storage to take care of the increasing stock. But ao great is our faith in the business which we confidently look for this spring, we are keeping right on manufacturing to the limit of our capacity, believing we will need it all at that time. I want, however, to impress upon the Sales Department their responsibility for disposing of'this stock, and 1 will repeat what I said at the convention, that they will have to hustle to keep pace this year with the Manufacturing Department. The Manufacturing Department is providing the goods, it's np to the Sales Department to keep it busy. Hie linseed oil market at present is very firm and advancing. Many well informed people look for a return of the high prices of last year. There are certainly no grounds on which to base expectations for low figures. It seems to os, therefore, our agents will make no mistake in providing fffcrai/y for their spring requirements without delay. " On behalf of the management I extend to all, our very best wishes for a large measure of happiness throughout the new year. 1 Gtmtral Afattaswr. Il III 0007-SWP-000131851 0007-SWP-000131852 nil 111111 THE CHAMELEON. Co-operation. * J _ x BELIRVK there are some plied by the aggregate force of such D I [ V ideas in regard to "Co-oper- a gathering would prove of material | J_[ J ation" that might be cn- value in advancing the general good. *- J iorccd with a great big It is the advantage of such a tow "Co". Oor Vice President just said Huatioa which, to a large extent, in regard to the new man, that he warrants the expense of money and would like to hare him one of us-- labor attendant on our annua] con that is, get into the "Co". Now, ventions. And it is for this reason when any progressive man is con that we want no silent factors here. nected with a progressive, up-to-date, Give ua the benefit of your best and successful business organisation, thoughts and be sure they will be it is only his natural ambition to be welcome. Tell what you know and included in the "Co", and he will get into the "Co." This is Co-op put forth every reasonable effort to eration here. bring about this end. To such men Now, in a broader sense, we scat It must be a grateful experience to ter from this convention to the four find that there is no company which comers of the earth to put in force offers greater helps and inducements the information, energy and resolve to an identification of this character we have gathered, and success in a than The Slierwin-Williams organiza measure must come to all. 1 believe, tion. I remember the story of a lit however, that we are each one of us tle boy who just got a place at a sometimes Inclined to persuade our store--he was sweeping off the side selves that our individual territory is walk the next morning, when the pro particularly hard, our peculiar ob prietor came along, and the boy said: stacles especially difficult, and that "Good morning. Mi. Einstein. I we should be entitled on this account thinks ve have rain today." -`I? to some special claims and excep have rain today, since ven were you tions. I believe that sometimes wc a member of die firm? J will have lose a portion of our grip and inde rain today." pendence as we feel somewhat iso But it is different in The S-1V. Co. lated from the rest of the crowd, and and our recurring Annual Conven allow ourselves to become disheart tions are the best possible evidence ened or discouraged. We are apt to of this. strike customers who want, or make Here we arc. a lot of active, earn us think they want, a little lower est, brainy workers, brought together price, a few more specials in the way at a large expense for days of consul of goods or packages, or something in tation and interchange of ideas and the way of advertising a little differ plans for extending our work to ent from our liberal planning, and I larger gelds end with s h ic k gss&ST9 --now that it m not always easy for us ous measure of success. to appreciate the delay or expense in Now, there is not one of you. in volved in exceptions of this character. experienced though he may be. but We may also forget the cumulative must have individual experience, force of a strictly uniform, consistent original ideas and helpful suggestions, policy, the advantage of working to which if presented here and multi gether and co-operating on plant THE CHAMELEO which have been most carefully elab orated and line* definitely laid down. We believe that a consistent harmony of policy pursued by every one of u* in cases of this kind would not only add stability to the work of every man connected with our selling force, but make our own efforts more effective and substantial in their results. It, therefore, becomes our part to carry into the field the spirit and force and power of our meetings here snd work together, in perpetu ating on every side, the convention spirit. . Some of our representative) last year wrote how they had associated a few painters and consumers in un agent's ventio the co be felt The moting your c most with m every we ha don't Dealer the lea tures. detail no one inform A fins display designed snd ussd by Jtines Fredericton, N. 0007-SWP-000131853 4 THE CHAMELEON'. ground, and it's because it taken work to get it that its possession can be made no valuable. It is abso lutely necessary that you work to gether with us fully, heartily, and all the time, in the gathering of this ma terial. before the Promoting Depart ment can realize Its best work. Then in following up responses, co-operation becomes a most import ant factor. Prompt attention may make all the difference between los ing or gaining a trade, and while of course It would not be wise to incur too much extra expense in special trips, still I have noted cases where these opportunities did not seem to be followed up as closely as they might have been. Further than this. I believe it de volves upon us to foster more dili gently the spirit of co-operation among our established dealers and agents. Sometimes, I am sure, many of ns have felt that we are doing so much in aid of our trade that we en courage them to depend on us for what they should do themselves and we cultivate in them a lack of self-re liance and confidence. Instead of taking our work aa a temporary aid to get them started and place them on their feet, they seem to relax their own efforts, look for our help to be continued after the necessity for it should have passed, and then blame us or our goods for decreasing trade which has been lost through their own lack of interest or neglect. We can not impress upon them toostrangly that with all our goods and methods and helps at their disposal they must fail of satisfactory results unless they will each and every one of them take bold in full, dead earnest with us and in terest every employee in their estab lishment to do the same, thus passing the word of hearty co-operation all the way down the line. Then again many of you will meet from time to time wilh instances where there is some complaint against our goods or our treatment from the office: it may be from delayed ship ments or premature drafts, neglect of correspondence, etc., there are a thousand and one cases in which customers may consider they have a right to be aggrieved which a little firmness and diplomacy will readily settle. In all such instances, sympa thize with the customer all you please, but side with the house--get into the "Co." It's ten to one that the trouble arises from some neglect or misunderstanding at the other end, and if you simply take the stand that all must be right until we have a chance to explsm or adjust, you will aid very much in strengthening onr position as well as your own. The name and fame of The S-W. Co. have been identified for years with all that is best in quality of goods, most progressive, aggressive and helpful in methods and most in telligent aud loyal in the character of the representatives who bear their colon on the field. It is this combina tion which has made our success so grand in achievement and the wonder and admiration of our competitora. As it is Etlui\flion which must lay the substantial foundation for a work of this kind and F.ntkufuum which must lend to hand and heart the in domitable energy and courage, so it is a uniform and hearty Ce-oj*ratfou which must be anywhere and every where present to ronnd out the super structure in the most harmonious detail and solidify and establish the whole. To make a little play on the word THE CHAMELEON. __Co-operation is Coofer-iition-- simply good coopering, which fits every piece one to another and then binds each to the other so strongly that not one whit of the contents can be lost. In this way Co-operation not only "Coops the Customer" but `Coopers the Business." We h ways in w be earne operation who is h alone for but for th vance of A Plain Tale Showing the W Happens. v ' * an ua." FTRR a year on the road for The Sherwin-Williams Co. my experiences have been more or less varied as well as interesting. In landing your man no two cases can he handled exactly alike, but I have found that the same arguments and same methods are fre quently repeated in the same general way. I have often been np against propositions in landing agents that work themselves out something like this: Mr. Careful Buyer is typical of a number of B. P. A's on my territory. I enter his store and the conversation opens up as follows: Mr. Careful Buyer--I don't think T can sell your paints. The painter here is a lead and oil man." Now, Mr. Careful Bayer." I reply, "are yon making any money on lead and oil?" - No." " Is anyone helping vou to sell it?" " No." ' " Would you turn your business over to Painter Jim and let him run it a month? " ('.oodness! No." "Then, why should you let him dictate to you on paints. Don't you read more and know better than he does, w point for Yes, -` Wel there's a are the painter. good pre will pos satisfacti has had t the best oughly in Sherwin ladder, would-be At this tional pre between consents 8. W. P. arrive an line of S It will one of M customer three yea lead and it's beg sadly in customer have the Buyer h remembe 0007-SWP-000131854 III! IIIMIIlllllkNIII! 6 THE CHAMELEON. promises and sends the name to the office. In a few day* the customer receives a personal letter from The SherwinWilliams Co. enclosing a booklet. He reads the matter through carefully. Jt reads like the troth. His wife now takes a hand and also reads. A few days later another letter cornea from The Sherwin-Williams Co., and the customer now decides definitely to paint. He calls on Painter Jim. " How much will you take to paint my house, Jim ? " * Well." replies Jim. " it cost you {45.00 last time, but as oil and lead are a little higher now. I guess T will have to have about $48.00 this time." ``Well, I guess, Jim. 1 will paint with Sherwin-Williams Outside (floss White, this new paint that Mr. Careful Buyer has put in stork." "Lead is sure. I've used it for years and know what it is. bat I can't be sure of any patent paint," says Jim. "Yes. Jim. you old fogy." the customer replies, "you have been talking the same old thing ever since 1 knew you. You don't seem to think there can be any improvements in paint. There is in everything else, why not in paints. And it does not stand to reason that you, Jiiu. with a paddle can stir in colorand thoroughly incorporate all the materials as they do at the factory with all kinds of machinery. I noticed they have four 150 horse-power engines in their Cleveland factory alone. No, Jim, with a paddle yon are no paint factory. Then, besides, last Sunday I was out in the yard and happened to lean against the honse and my whole back was white, as if 1 had rubbed against whitewash. Your paint robs off too much to suit me. No, I will try S. W. P, once, anyway. What wifi you take to do the job by the day?" So. Jim. seeing that the urgument has gone beyond him and that he is up against it. sayss 1 will do it for $1.75 per day." All right, you come up Monday." 7# .V I Fourth of July float used by J. H. Stevens, St. Helens. Cel. It ii another proof of the value of our agent's magazine, "The S. W. P.", for it followe a suggestion made in the June issue. THE CHAMELEON C. & M. Business Sti V ft. C. ICHAFCR. E are gratified with the noticeable increase of in terest which has been manifested in C. KM.work since the convention and we fed very confident that just to the extent that this interest increases, just so far will our representatives not only become of greater value to this house on account of the intelligent representa tion which they can make of all of their lines, for working with specialty goods certainly is a great educator in the paint business. The detailed price list of goods for the C. & M. trade is now complete and should be off the presses by the lime Th f . CiLUiiKi.EnN reaches its readers, so that with thaL in hand, together with the pamphlet -* Sources from which salesmen can draw for C. & M. business." there should be a quickening all along the line. We shall be surprised and disappointed if we do not get some good results in this particular field. As for the regular C. & M. men they are meeting with magnificent success all along the lire and their total sales show a very handsome per centage Premie out by other m Since t represe from on gallons and ove We also for 5 Yellow largest country been we tions ar so as to especia As a doing i say tbnt for over class of Wc n position specialt shall lie any of assistan The Modem Salesman in as . . aiit in . OME daya ago. while on a best res visit to Pittsburg, in com manship pany with oar General Ou bu Manager, Mr. Walter H. we calle Cottingham, Messrs. Vance and Pru- their p den. in calling on the H. J. Heinz Heinz, Company, an unexpected but welcome we learn opportunity presented itself for us to the mo see how the Sales Department of kind in others in convention co-operates in After finding ways and means to obtain the plant, th iiiih i i i I THK C1IAAIEI.EON. we were ushered into the Auditorium, where we found in convention three hundred and twenty-five traveling representatives, with Sales Managers, divisionally arranged aa are our own conventions. We were informed that they meet annually, bringing repre sentatives from all parts of the world. The convention is in session for six days, convening daily at 9 o'clock, and working morning, afternoon and night, adjourning at 9 p.m. From this we observed stick-to-it-iveneas. The convention in session is not un like our own. Their representatives are a bright, hustling looking lot of business getters, whose active and attentive interest in giving and taking information pertaining to their craft was most interesting to us. The matter under discussion at the time of our visit, as relates to the sales end of the business, impressed us with the fact that success in their line was due to good quality, fair prices, hard work and careful application to their busi ness. Remarks from their represent atives with reference to the moving of goods on the merchants' shelves " touched home "--it was the opinion of those who spoke and appeared to understand their work, that a sales man's efforts should not cease after selling his line to the merchant: he should see that proper display is made of his goods, see that the clerks are made acquainted with the merits of his line, thus enabling them to talk intelligently and inspire confidence in the purchaser, and above ail aim to get the goods before the consumer, claim that a trial order of goods of merit wins the business. Remarks by others covered points on quality of their own goods over competitive lines. Some brought out information showing that inquiry and search will produce unexpected users for their different products. The general impression was strong that salesmanship demands up-to-date men of business and that * there are others." a fact wc can not overlook. We believe in the `-Ijtin" quotation rendered by Mr. A. J. Redmond at our last Annual Convention, and to hold the place means the individual help of every representative. Just before leaving the Convention. Mr. Heins escorted us in a body to the platform, where a very appropriate introduction brought forth a hearty applause for our Company with a demand for and delivery of a few fit ting remarks by oui (leneral Manager. The Leaders in Varnish Sales. UR gain in Varnishes is fire at the right time. **.So keep it B most pleasing. Many rep going." resentatives have more than doubled their sales. Those that have not will, as soon as conditions permit. Everything regarding the sale of Varnish is in our favor. Warehouses are heavily stocked with well aged ctlhimiradtimc oney. As our reports show, it would be a gamble to come anywhere near picking the winners, many being so close to the tup. goads. Quality and prices are right. Central revision: All of the promoting work 011 plans 1st--I.. J. Fasquelle. outlined in the convention is ready to and--E. S. Blanchard. THE CHAMEI.EOX Western Division: 1st--Jos. F. Hommel. jml_\\\ W. Walton. 3rd--G. L. Hancock. Eastern Division : lit--E. E. Lewis, and--H. T. Sheldon. Canadian Division: ist--Robt. Johnson, and--W. S. Fallis. New England Div'n: 1si--L. W. Barney. Pacific Division: ist--E. T. Patrons. The leader in Varnish sales for the entire Trade Sales Department is Mr. Robert Johnson, with Mr. L. J. Fasqnelie following, a close second. In Kopal sales Mr. Fasquelle leads alt other salesmen. For other divisions the leaders are as follows: Western Division: W. W. Walton. Eastern Division: E. E. Lewis. Canadian Division: W. S. Fallis- New England Div'n: L. W. Barney. Pacific Division: Not in time for press. Kopa going m urge gre believe ever offe ing a de The r We stil roundin long str at the e The Sales D varnish nounced tribution follows: First m Sccum Fine m Second Third First m Second First I Second First n First Find Fine m I 0007-SWP-000131855 0007-SWP-000131856 ii i w h i i i ii mill IO THE CHAMELEON. BRUSH Central Division Nates. The shipping clerk has a much needed assistant in the person of Clarence H. Humiston, who has just recently commenced work. Mr. Schafer is planning to take a long-delayed vacation, and. together with his family, will leave the latter part of the month for Southern Cali fornia. MARKS W. Ford left Cleveland on Jan. nth for a ten days' trip to Newark. Bos ton and Montreal. Western Division Notes. We've resolved to get one of those Varnish prises--the best one. _ The K0P4L free distribution plan is taking well. It's rolling up KOPML orders. The C. & 11. Department has again caught the spirit of "`Expansion,'' and has added the last of > The Three Graces " to its office force. The young lady referred to is Mibb Eliza beth L. Farhenboch. She will do the work in connection with the map system and also assist in a stenographic way. The printing and advertising room has been newly painted and the entire stock rearranged and system atized. Advance preparations have been made to care for advertising orders promptly and properly and the representatives have our assurance that we will be able to give them the best kind of an advertising service during igei. We are much gratified to see the increased number of new agents over the figures for the same time last year. It certainly shows thorough and effec tive wqrk on the part of our repre sentatives and Promoting 1 fepartmenl. The laurels fur the largest stock order in the Central Division must certainly be awarded to J. H. Vance, who has recently established a new agency in Erie with a stock order of 530 gallons of S. IV. P,, as well as a large stock of shelf goods. Plans are under way for increasing ihe shipping floor space. For some time it has been evident that our facilities in this department were in adequate. We are confident the new arrangement will be a marked im provement. Mr. Geo. A, Martin and Mr. Geo. The new representatives have caught the spirit of the campaign ami they ore to be complimented on their good work. That they ore thoroughly im bued with The S-W. spirit of enthus iasm. push and energy is well evi denced by their splendid Town Re ports. The improvement in the general writing of the Town Reports, the ev ident desire of all representatives to keep the P. D. wheels moving, and moving fast, and the splendid infor mation they are giving us. is but reflect of the enthusiastic P. I), con vention session. Our boys are cer tainly doing their part and doing it well. Mr. E. S. Donnelly, representative In Territory No. 57, using his own expression, made a "killing" with the THE CHAMELEO architects, contractors and builders in his territory last month. He has succeeded in getting the S-W. goods specified by nearly all of the archi tects in Dallas and Fort Worth, and for some big Jobs too. He has also been successful in having our English Chrome Yellow adopted as the stand ard color for all the Pacific Express wagons and tracks in the state of Texas. He will undoubtedly also name the specifications for the WellsFargo Co.'s express wagons. Mr. W. W. Walton, representative In Territory No. 46. has been "hump ing" things in his new territory. His first mouth's work includes a carload order for Colorado Springs, aggregat ing over 1104 gallons of S. W.P., 286 gallons of Varnish and a large shelf goods order. Mr. Walton, by the way. has been indisposed for some time, hut latest advices indicate that he is on his feet again. Mr. Parks was present at tbe last meeting of the Paint Club. The attendance was large and matters of much interest were discussed. Mr. Thomas Maiiill received the congratulations of his friends on his appointment to the managership of the Western Division of the Railway Department. We look for magnifi cent results in the W. D. Railway Department under Mr. Madill's able management. Mr. B. E. Borges addressed the Credit Men's Association, at their monthly banquet. Dec. i8tb. He spoke on system in the office work. The talk was informal and was very well received. Mr. Lovel Marston has heen ap pointe Wester V. H. transfe ceedin Here T. Yea S. W. P Sb Sb Sh Stock o S <let in Sh And re S Easte Mr. 143 M recent He ex pleased runnin specifie and w coming We c sentati leads th agencie Ou t would for th demora siderab represe up my up stea station "Co on the men is out the 0007-SWP-000131857 kilim II I* THE CHAMELEON. ii well advanced at the present time, convenience and comfort of the staff the prospects are bright for excellent is keenly appreciated on the part of business. each employee. We congratulate Mr. Minetree on securing the first carload order in the Eastern Division this year. This car load will be shipped direct from our factory to Greensboro. N.C., con signed to the Wakefield Hardware Co., one of our most progressive Southern agents. The latest work of the Promoting Department brings a letter accom panied by an order accepting the agency for S. IV. P. on the part of Messrs. P. Melr & Co., Porto Cortex, Central America. Samples were sent to this point something like six months ago and since then our Promoting Department has been following up the matter with the usual success. Mr. 11. C. Kelson has been spending a few days at his home in Montreal, owing to ill health, and we are glad to report that he will soon be enjoying his usual good health. Mr. L. R. Rogers was absent from Newark for a few days on a short trip to his home in Cleveland. To the P. it A. Department equip ment has been added a new press, which will be operated by electricity. This will increase the effective printing (if our advertising orders and give our agenta more attractive business cards than ever before. A large degree of comfort has been secured for our stenographers and office force in the operating of bus on a regular schedule at night to and from the East Kerry Street Car f.ine. The Company's action in addingto the Mr. Homer E. Galloway, formerly Shipping Clerk at Cleveland, has taken up hia duties as Stockkeeper. Mr. Galloway has been through a course of very thorough training in this splendidly managed Department at the home factory. The dispatch and accuracy surrounding thefiUingof our orden is our constant care, and we have reason to feel that the service will be improved in following out the plans which wc have well under way in this Department. Zt is with great regret that Mr. John W. Clark, who has been so pleasantly associated with the Eastern Division for such a long period of time, leaves the employ of our Company. Mr. Clark has the best wishes of each and all in entering into business with his brother. Mr. Clark originally tvas connected with the Cleveland Office, and during his long connection his loyal service has been characteristic of those employed by The S-VY. Co. Mr. A. K. Schafer. Manager of the C. & M. Department., had an oppor tunity of personally looking over the C. & M. work in the Eastern Division in December. Our plans for vigor ously pushing the work in the C. & M. Department, and the advantages which the Ksst affords icr a large bumness among the manufacturing trade we hope will enable Mr. Schafer to spend more time in this Division in the future than has been possible heretofore. Arrangements have been com pleted for the erection of a TIIE CHAMELEON building for storage as we are already crowded for room with our present facilities. Toronto Depot Notes. tVc were very much pleased to have a short visit from J. M. Ward. He was with us for about one week and a-half getting ready the 50 board liens that we will be putting up around the City about the 15th of March. They are painted with our Premier Xon-Fading Red, and will be given a coat of Kopal \ arniah about a week before they are put up. We appreciate the work Mr. Ward has done for us, and we ate sure these hoards will be a splendid advertise ment for ns and bring good results. We have now received from Mon treal a large surplus stock packed in cases, that we have stored to be used in the apring rush. We expect to be in better shape to fill orders promptly this spring than ever before. The prospects are good for tins year's business. From September 1st to December lit, 1901, our sales doubled those of the corresponding months of 1900. Pacific Division Notes. Owing to the increased business in the Pacific Division, we have been obliged to have an extra office fitted out for the Promoting Department. Already the click of the machine and the tire of the outgoing mail indicate to some extent, the benefit derived from the late convention. The salesmen of this Division are all hard at work, and we arc feeling the good results. All past records are bang left in the dim and distant background, and from present indi cations even our splendid growth of last yea parison Southe Build geles a are giv them s judging daily, t taking perity. Newa o Mr. to send lia. The usually which been m The Africa, S. W. P showin rica. The looked Chas. to repr lands. Agenc cent tr busine for Mi large hearty part o A Let The the C Smith, Webbe The S My a moa 0007-SWP-000131858 liWHHUHMkNI 11111 4 THE CHAMKI.EON. you is appreciated beyond measure, Let the good work go on. We can and of which I am proud, indeed. stand it. Expecting big business in It i a comfort to know that my 1902 we prepared fox it and now our dear brother was connected with so manufacturing facilities are in splen worthy a firm and that his efforts were did shape and capable of coping suc so much appreciated. cessfully with the heaviest demands. I should deem it a pleasure to The record of those who lead in thank each one separately--but as each Division is as follows: that is impossible I thank you as a Central Division. company for yonr kind remembrance J.. J. Faaquelle, 11 new agents. and sympathy. Yours very truly, I. M. llenedict, Western Division, 11 imw agents. Mrs. Henry L. Smith, Ravenna, O., Nov. 35, 1901. John P. Greene. 11 new agents. New England Division, Number of Employees. Ralph F. Ketehum, 10 new agents. The total number of employees in the Company on January rat was 929. At the time of the last report, in Sep tember. there were 813, showing a gain of 114 in four months. Mr. MadlU's Appointment. Mr. Thos. Madill has been ap pointed Manager Railway Sales De partment, Western Division, with headquarters at Chicago. We look for a large Increase in Railway sales in the West from now on. Mr. Madill usually gets what he goes after. Eastern Division. W. D. Peyton, 9 new agents. Canadian Division. J. J. Harkness. 8 new agents. Pacific Division. G. G. Mowat. S new ngente. Leaders la Floor Finish Sales. On the 1st of January the following representatives led In the different Divisions in Floor Finish sales: Canadian Division. D. S. White. Eastern Division. H. T. Sheldon. Pacific Division. Record of New S. W. P. Agents. K. T. Parsons. New agents are being landed with Central Division. a rush and so far the record in L. J. Fasquelle. this respect is highly encouraging. New England Division. Compared with this time last F. B. Hare. year and granting the early start Western Division. we have had. grout gains have been Jno. W. Mackay. made. At this date last year the six Movements of the General Manager. leaden for S. W. P. agents represent Mr. Cottingham spent the first two ed a total of 34 new agents, while at days of December at Kansas City, thiii wwsnMtiuntg* tbhloaw aa!mv* 1iiaisamHavrioo mtb|nSasnvoabaUfiS Mo. Other points visited by him in a total of no less than 63 new agents. December were. Minneapolis, 3d and Three of the leaden are tie. having 4th: Chicago, jth: at Cleveland. 6lh to their credit 11 agents each. Two and 7th: New York, 8th to 11th: of them are in the Central Division. Boston, 13d]: Montreal, 14th to Only one of last year's leaden at this 16th; Toronto. 17th: at Cleveland. date is on the present list of leaden. x8thto39th; Chicago, 30th: Janu Hut the season is very young yet. ary 3-4, Pittsburg. TIIE CHAMELEON Annual Inspection of PUnto. The President and General Man ager have completed their inspection of all the Company's Plants, with the exception of the Pacific Division. Visits were made to Chicago, Pull man, Kansu City, New York, New- ark, Bo They pleased inspecti expansi gressive folly ca Town Reports from the P. Talk Number Tw *1 JOHH COUN. THe Agent. Good information on each individ ual agency is very necessary. There are many questions that arise daily that could be more promptly and more wisely decided were the office fo possession of certain essential facts. It is just as important for the office u it is for the representative to know the characteristics of each agent, and terested It is length ation. clusive advertis right. country the sto a little the opportunity his locality presents for S. W. P. sales. Conditions vary! one agent may sell but one hundred gallons of S. W. P. and yet he may have worked as hard and be deserv ing of just as much credit as the agent who sold five hundred gallons--his territory may not be so productive, his field not so large. All of which it is essential for us to know. Best service can be rendered to the agent and to the representative only when wc thoroughly understand the requirements of each agency and know jost the kind of n man the agent is. So when a call is made on an agent, do not content yourself with writing, "Sold: good man." that sloes net mean anything. 'Lei! whether or not he is an advertiser: advise if our advertising is rightly used: let us know if S. W. P. is han dled exclusively or if attention is given to other paints as well; tell us something about his locality, whether Hie De Now mote th and tha strong each r P. D. dealers pective The pect. than th necess ities an be bes co-ope supple obtsin must w but we report Man get is not " it is good, {sir, or poor--we are in have d  6 TIIK CHAMKLKOX. As vu illustrated at the conven tion the F. II. system is now very elaborate. We arc in a position to work with you in the most productive manner if but given the chance, and the way to get the most good out of the P.'l>. is to have your town re ports complete in every detail. Send Reporta In Promptly. We want to write all your promoting letters and to give your requests prompt attention and you want us to do so. too. Rut we can't if you don't send in your town reports promptly. You cannot imagine what delay in mailing town reports means to the 1*. It. I>elay swamps us. It does more than that--it upsets all our calcula tions. Unless town reports are mail ed regularly every day we cannot do full justice to each territory. Names should be so plainly written that all possiblity of error on our part would be obviated. The Trade Stales Situation. < KO. a. MARTIN. HK representatives are re quested to note carefully the sales and comparisons with last year on their monthly re]>orts. While most all of the items will show an increase in each territory on the comparative sales, some are not keeping up to the estimate which has been set. To those who find them selves behind or not showing good gains we urge that yon give careful thought and attention to pushing the weaker items to the front, or else that you render to your Division Man ager a report covering suggestions for promoting the line or reasons for your inability to increase the same, so that plans can be worked out to that end. Centra/ Division--The following items need special attention: I. F. P., C. P., Floorlac, B. P., Stains and Enamels, leads and Zincs, and spec ial attention to Q. D. and ist Q. Jf es/ern Division--The following items need special attention: I. F. P. , B. P.. Stains and Enamel, F. P. Q. D. and rat Q. Thanks to all on the Varnish Hies--only a very few shy. Hastem Division---The following items need special attention: I. F. P., H. P-. Stains and Enamels, ist I.)., li. I)., A it H Ochre anil V. R. demand immediate attention. W. it I. P., K. P.. liquid Fillers. Var nishes. leads and Zinc:. Canadian Division--The following items need special attention: I. F. P.. Floorlac, ist Q.. Varnish, O. & V. R. .li'#1 Eng/and Division--The fol lowing items need special attention: P. F. P., I. K. P., Floorlac and Q. D. want immediate attention. Floorwax, liquid Fillers, Varnish, ist Q. A Jt H O. and V. K., Leads and Zincs. Dacifif Division--The following items need special attention : 8.1. C., Porch Floor Paint, Floorlac, and Floorwax, F. P., Q. I)., Ixads and Zincs. The season is now on in full and the necessity of covering the territory promptly, demands careful planning and much thought so that all lines in your list may be presented fully to your agents. So don't forget the specialties. 0007-SWP-000131859