Document 3JwgEdKeJOj79n52pbBXvRee3

Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, JANUARY 5, 1901. No. 13 Pulfer's New Year's Present. The Stork Leaves Him a Reminder of the Past and a Blessing for the New Ceehjry. life long connection, that, while growing in with each other, and the acquaintanceships volume, will constantly bring added pleasure formed, ws believe you will agree!Jwith us, and happiness. . are well worthy of continuance. `.Th o u g h t s should form the connecting Jink between that This is not Mr. Pulfer's first experience. class of our organization, whose duties In A young man has been deposed as ruler of widely separated sections, do not enable them the family by the arrival of his baby sister, and in the words of Longfellow: There are two guests at table now : The king, deposed and older grown. No longer occupies the throne-- i to meet, with few exceptions, except at rare intervals. Co-operation, which is working so well among our home people, would be just as beneficial to our travelling represen tatives, and we wish to afford any means to The crown is on his sister's brow; A Princess from the Fairy Isles. perfect its accomplishment. Willyou hclpus? The very pattern girl of girls. All covered am) embowered in curls. j Rose linted from the Isle of Flowers, And sailing with sofl silken sails | j From far-off Dreamland into ours. j It has been suggested that our rep- | resentatives send in names that they OKOKOK BURTON PUi.FliR (Smile omitted) | may think worthy of the new Miss a Putter, and we are quite certain that a Which of Oar Representatives Will Wear This HatJ Twelve o'clock, midnight, of December | box o{good cigars will, reach the ope We sye particularly desirous of pushing 31, 1900. Whistles are blowing and bells I whose selection is adopted. Sales ofTMicHigan Seal White Lead, and wish ringing. The skies are ablaze with the our representatives to make an especially active effort in this direction. It should not pyrolechnical display, and the night resounds Maintaining Prices. be difficult to place a line of the quality of with booming of cannon, the sharp crack, of ' The next two or three weeks will probably our Michigan Seal at the difference in price in fire arms and the shouts of the multitude, . be the most critical period of this season as favor of the goods as compared with figure which all go to make up the expression of joy and exultation in celebration of the birth of the new century. regards the matter of maintaining prices. You will probably be told that this and that manufacturer, and reputable houses too, are selling at lower figures than we advised you : j demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satis faction in every particular-working proper The wildest ecstacies of joy portrayed In they would ask for their goods. Keep your j ties, covering capacity and durability. In the above, however, are tame and common nerve. Recent communications from the order to secure an interesting contest among place as compared with the smile that illumines the countenance of the usually best houses state emphatically that they i our representatives we offer a silk hat to the have, and will continue, to ask prices de- salesman who places the largest quantity of cided upon in November, and if you have ' the goods before March 1st, 1901, and shall placid and sedate features of the manager absolute proof that this is not being done, it publish the record of sales for each man in of our accounting department. It is beyond will then be time to worry. One of our every issue of Th o u g h t s . Contest to com description and permeates the whole of the six lineal feet that measure his make-up i representatives has already written us that he is advised that prices are being cut by the very houses who have written us enpbati- : mence Wednesday, October3lst. Thenumbers of our representatives who do not cal! upon a class of trade to whom the goods can from soles 1o crown, and radiates in a manner cally to the contrary, but we are confident be sold are omitted for obvious reasons: that is dazzling to behold. ; he is mistaken and that they meant just what QUANTITY .No wonder! He has just been presented they said. There will naturally be a struggle SOLO TO DATK A. E Barron................................. .............. with his daughter, who is exactly fifteen ; | on the part cf the trade against the advanced figures that were absolutely necessary, but R M. Billings............................................. H C. Calei................................................. 3600 :!>s. n'bs. minutes old I while oil at present is a little unsteady, there . Dan Davies.................................................. A. S ~ Certainly the new century is ushered in for is nothing in the outlook for the future that H. K- , 5030 lbs. him in a blaze cf glory, and it is not strange that the ordinary joys of mortals would seem commonplace under such circumstances. 1 would indicate the possibility, or desirability of a reduction, a view in which all prominent makers of first-class paints are in unison. ; j ; C. K S. H. Hart.................................................... A. L) Hoagg.................................... ........... R. A. Irvm.................................................... A. R. Kelly.................................................... yiolbs. We do not know whether he will look up Contributions to Thoughts. Dun and Bradstreet for a name for the Don't forget our talk on this matter while young lady, or secure a special report to : you were at the Convention. You probably learned at that time there was no occasion to assist in arriving at a proper decision, but j fear " going into print'* with any ideas or C F. McCauley.......................................... C. Meh'ig...................................................... W. C. Neal.................................................... R Newell....................................................... S. J. Ol9on................. ...................... .......... C. F. rutfer.................................................. M J. Reynolds............................................. 500 lbs. 1700 lbs. *200lbs. 500 lbs. our sincere wishes lend confidence to the * suggestions that you might deem it well to belief that in accepting this new and desir j place before your co-workers, and that the able business he will be able to arrange ; fear of criticism was really a progress that could be made drawback to were such terms and conditions that will protect and matters aired through these columns. In ad- benefit all parties concerned, and insure a dition to this it keeps you closer in touch (). F. Richmond....................................... Herman Scratch......................................... Geo. R. Smith................................................... M.G Smith................................................... M. Taylor............................... ....................... H. P. Torrance......................... ,......... .. H. K. Whitaker........................................... VV, P. Wiggins............................................. 2000lbs. 2000lbs. 4900 lbs. N23357 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, JANUARY 12, 1^1. NO. 14 Convention Sayings. " It has been stated that the advanced . prices, more particularly for House Paint, would restrict consumption, and in conse quence, business, but when you consider that after all these advanced prices only mean a difference to the average consumer cover the greatest number of square yards and will wear the greatest number of years.;' " Let us all pull together in 1901 to help the jobber and render him all the co-opera tion we cap, both by the factory and its representatives." them to dealer and jobber. We must get our price, and the fact that some other maker may offer a brand at a lower price than ours does not render it either neces sary or desirable to meet such figure." " You know the old adage, " laugh,and the world laughs with you; weep, and you ...j -''.`fn* ` WELCOME REPRESENTATIVES ACME WHITE LEAD AMD COLOR WORKS !i OF COURSE YOU REMEMBER IT. of, say *3.ooonajob of painting, we cannot feel that this point is well taken." " Now, sir, do you know' what makes the best paint that can be produced regard less of cost? There is only one proper way for the consumer to buy paint, and that is for him to buy the paint that will " 1 will venture the assertion that there ! weep alone." 1 think it a very true say is hardly a piece of manufacturing trade ing. I have yet to meet the man who is business in this country, regardless of partial to hard luck stories. I try to make location, that cannot, by proper handling, friends with the trade 1 call upon, and be placed on our books.1 ' although they say there is no friendship in business, I have never been able to see " The brands we offer are of uniform where it hurt a man to stand well in the quality' and we set a fair valuation upon 1 estimation of his fellows." 0007-SWP-000128084 THOUGHTS Regarding; Pure Paint. 1 Names Suggested for New Varnishes, If white lead, oxide of tine, linseed oil, , Pal-Co......................... ..................,.................Dan Davies I New Era............................................................ C. F. ELKott turpentine and turpentine dryer costs a Neal's 20th Century Spar Varnish \ manufacturer an average of 6c per pound, j I Neal's 20th Century Varnish Interior Spar> > ..A. E. Barron the cost of the paint made by the various pure paint manufacturers will vary in Be honest with your trade and don't value according to the weight. A paint |. delude them into the belief that paints are averaging 17 pounds to the gallon, will cost: , going to be cheaper. Many salesmen for For material alone....................... ...................... ...Si 02 Add the cost of package and packing case......... ij ' competing houses have constantly and Which of Our Representatives Will Weir This Hat? Total.................................... if. 15 persistently done them in the past Many 36 lbs. at 6c, g6e, p'k'ge and packing case 13c ...$i 09 paint manufacturers without any standard is M " 6c. 00c. " 14 ** " 6c, 6*c, " M" " ** " 13c... 1 03 " 33c... . 97 eitherto quality or price may be wavering, Add to the above the factory expenses, ! but we believe it will be only a .matter of a cost of selling, advertising, etc., etc., and | short time when they will be making you can realize that a price of $1.35 per advances. A dealer who knows at the gallon is really too low, and if quality is to : start that prices will rule higher, and in be maintained, prices must either advance turn begins to advise the consumer that or materials decline before another season | there is no hope for a decline, will the passes over our heads. j sooner begin to turn over his stock. How V/e are particularly desirous of pushing sales of Michigan Seal White Lead, and wish our representatives to make an especially active effort in this direction: It should r.ot be difficult to place a line of the quality of our Michigan Seal at the difference in price in favor of the goods as compared with, figure demanded for standard brands upon the market. Michigan Seal as now presented is Another thing you should note, that we j foolish it is for salesmen to lead dealers to an article that is certain to give perfect satis give more actual value for the money than i believe there will be a slump in prices, as faction in every particular-working proper other pure paint makers. | a consequence the dealer won't buy and he ties, covering capacity and durability. In Fortunately we have a fairly good stock in turn tells the consumer not to buy just order to secure an interesting contest among of crude materials bought that will, we now as prices will be lower. The result is our representatives we-offer a silk hat to hope, enable us to maintain our price of that the dealer will persue a hand-to-mouth $1.35 without further advances for some I policy in buying. As the season advances time to come. ; lire manufacturer who wavers now, will Ready-mixed paints made as we make I some day suddenly realize that he is losing them are the " sugar " of the paint I money, then he will advance suddenly and the salesman who places the largest quan tity of the goods before March 1st, 1901, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednesday, October business. I leave the dealerin a very embarrnsing posi- 31-st. The numbers of our representatives I tion. He had been lead to hope he could who do not call upon a class of trade to Regarding First Quality Paints That are buy cheaper and has let his stock run whom the goods can be sold are omitted for Not Pure. down, in turn he has told his customer to obvious reasons; Of course there is no standard of quality wait, later on he comes in and finds he QUANTITY when paints are not pure, and manufac turers may vary the quality and quantity of the material whenever the market must pay more and probably leaves cussing the dealer. We believe that crude materials will remain firm and in some lines advance. SOUCTOUATi; A. E. Barron........................... ................... 500 ]l>s. R. M. Billings ............................................ H C. Cai er ... 3600 lbs. 100 lbs. changes, but even these paints cost some thing. There are some manufacturers who maintain a fairly even quality. They We, therefore, believe it pays to be honest Dan Davies..,,,. with the dealer. Tell them we can see no F. R. Dougall.... I C. K. Elliot.......... hope for a decline, but that there is much I S. H. Hart........... 3050 lbs. vary in weight, averaging from 16 to 12 mure likelyhood of further advances. I A. D. lloagg........ pounds. Let us suppose the materials R. A. Irvin.......... entering into the better class of these paints cost the manufacturers say 5c per pound and you get this result: 16 lbs. at 5c. 80c. can and packing case 13c........?o 15 * " ?c.75c. " ' " ** ijc....... 83 14 " M 5C170c, " *' " ** ijc....... 8j ij ** " $c.65c. " " " " 13c....... 78 13 " *' ec,60c, ** " * *4 t}C...... 7} : A. R. Kelly........... Based on the following market reports ' C F. McCauley.. it would appear that our prediction that C. Mehlig............ higher prices for linseed oil could be expected is likely to be verified. Chicago quotations for flaxseed have ranged as follows: VV. C. Neal........... J. R. Newell.......... S. J. Olson............ O F. Pnlfer.......... M T. Reynolds.,. 500 ths. 5200 lbs. So you can see that " first quality " or JanufiTv and............................................ $1 54 perbush<e).l F. Richmond.. their best paint can be sold at varying prices below pure paints. The trade: is therefore bound to demand of the second January 3rd ....... ................ 1 57 " January th..................... ...............,1 57 January 5th............ t 57 January 6th............................................... 1 56 January 8th............................................. 1 56 Herman Scratch . Geo. R. Smith.... M. G Smith...... M. Taylor.............. quality paint makers who are attempting to sell their wares in competition with pure Januorygih.................................... .. j January ioth.............................................. 1 59 January utt.............................................. 1 61 H. \ Torrance... , W. H Welch.... 4900 lbs. paint a differential price. New standards A firm market and a steadily advancing H- F. Whitaker.. W.P. Wiggins... are being set up, new methods prevail and one. In the ten days you will notice an the path of tile adulterated paint maker will be a rocky one in the future, we predict. At the same time the better class of advance of just ten cents per bushel. Oil to-day is being sold at a price entirely too low, when price of seed is considered, as Turpentine is stiffening up in price. An advance of two cents per gallon in one day those manufacturers are not making much tlie consumption of oil increases it is quite money at current prices, when the cost of likely to create a firmer tone in the market. making, marketing, advertising, etc., etc., is considered. It is going to cost more to No t e--Since writing the above, flaxseed has made , 2 further advance of two cents per bushel, a total of sell an adulterated paint in the future. I twelve cents Instead uf ten cents. this week. We expect a firm market and a steadily advancing one from now on. We predict an advance of ten to fifteen cents per gallon in the next six weeks. 0007-SWP- Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, JANUARY 19, igot. NO. 15 have lost the con tract for our goods Rapid-Sellers. HEW IRA HIOH-QRAC* P REPAIRCO PAINT. An ibMkitely pure.eheiulctliy toted Enpated Howee Painl NSAl'B OARRtACE PAINT*. Po re-pa mclnj uytMnjr--tnrtoorac*eatd^ '-- (bit reqslret a durable urmHh-glras nr>iv NEAL'S OAM PIACC TOP DREtttMO, Fee rrnewiag ibe Anlah t leather arrt A-tv-t l4W.dAshb<Hrdi,KI'betvaa4tinherg<Mtb ut every descripiioa HCAIT ENAMCLB, Fr cnandlng weedwotk. ewthea and metal we ct e'l kmH*. NEAL'S BATH-TUB ENAMELS. ForPreducinpan enamel l*A upon haik.hiSt. reaT-Mahe, rlutu. etc. U'lthtaande Imland cM Ge n t l e me n : M. of are interested in 1901. simply because we did not know that the vermilion was mixed with red lead. It is the salesmans place to find out all particulars, as far as possible, as to what use the color is put to. By so doing 1 can work more in- wu'*d and drbeedfrem uac and HBAv'B RADIATOR CNAMCLS, For enarneHacradfaurs,steam. (as uOwd pipe*, and metal *tli of every deaerlpdAn WltKaadt vtt*'T*e*of feaipentate DAVICr VARNWH BTAIHS, ForreacpieetlK <Bbb el fcttpftwre and woodwk 01 every du<rwtic. In p r iu hudUMM Imitations of erpaaalv* >occt. such as wauict. cbhoegtnry,i|oia|<km, gdveerept-roosaekw>.ood.eboajt. ntoboyanv. AGME HOUSEHOLD PAINTS, PraparaJ pafCcutodyiarboupakald oe ONAMlTC FLOOR PAINT*, f-ccpaljiUnir doon.p^e.plRKOi.RndwDeet of tlallir character, where a qisk-rric anddwaMe ankle It required. Would suggest that you have your representative call, with the view of backing up my efforts to sell these goods through your house. H.tt. HALLADAY, BCPRiatMTINa ACME WHITE LEAD AND COLOR WORKS. Duron, Mic h . telligently and therefore help the salesman to in crease his sales. Another thing, when submitting samples to be matched T -should like to have a decent size sample; in some cases the sam ple is so small that We believe that every one of our repre to use them freely. Let the jobbers know sentatives calling upon the general store i you are working in their interest all the and jobbing trade appreciate the necessity time, and don't give them a chance to for for co-operating with the jobber to a much get either our line of "Rapid-Sellers" or greater extent than has ever been done the active "push " that is back of them. before. You will remember that this topic Be careful, however, not to do more was brought up promi nently at the -conven harm than good by sending notices when tion and discussed most thoroughly, and there is no justification for doing so. You that it was decided, without a dissenting should be able to interest several dealers voice, that our best chance for making : every day who will eventually buy our rapid headway in the distribution of our Ii goods from their jobber, and several cards Specialties was through the jobber, and each day to your jobber will not only gain there is nothing left for me to match by after the chemist has got through with his analysis. If I can get this information I shall be able to produce some of our articles at less expense than we are at present. Our sales this year should be doubled and we are in a position to turn out just as good goods as any firm in the country, and we can give our customers the best results obtainable in the drv color line. W. R. Supervisor Dry Color Works. that in order to accomplish this asquickly as Iris help in landing the business, but will possible it was necessary to create, main gain his preference for the goods with all Editor t h o u g h t s : tain and add to his interest in our line by that implies from houses with men on the While in Detroit, attending convention, active co-operation in the way of turning road and in the stock room and office fully 1 hada vcrypicasanttalk with Mr. Barron. in all orders that could be handled to ad convinced that yours is the line it pays to I learned from him that he had a case that vantage in this way, securing the interest handle. contained sixteen half-pints of New Era of his salesmen by actively assisting them to sell our goods, and by constantly notify ing them of inquiries for tire goods from Regarding The Use of Dry Colors lor the Manufacturing Trade. that he always carried with him. 1 adopted his scheme at once, and my first week out 1 placed three agencies for New prospective customers. This is a very im Salesmen should find out as far as pos Era and it was just by showing up my portant feature of your campaign this year, sible whether the greens or vermilions are goods that 1 did it. This is the only way and we take this means of once more used straight ? Is the vermilion mixed with 1 can see to show up the paint properly. 1 urging upon you all the necessity of red lead, and if so, in what proportions ? consider this little pointer a valuable one commencing operations in this direction Is the vermilion ground or simply mixed in and if I had not attended the convention, without delay. Have you placed your a paint pot? These questions are very in all probabilities, 1 would never have gut requisition for cards as shown in illustra important and should be carried out. I it. Thanks to Mr. Barron. tion at top of this article ? Don !t be afraid know in a good many cases where we Yours truly, H. C. C. 0007-SWP-000128086 PUBLISHED WEEKLY BV THE ACME WHITE LEAD AND COLOR-WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. tl. DETROIT, MICHIGAN, JANUARY 26; 1961. NO. 16 ! Flaxseed Market liberality, and remove from their minds any Piites to be Awarded During July, 1901. On November nth, 1900, flaxseed reached a price of *1.83 per bushel, as against a price of $1.28 on the samfc date In 1899. idea that we were disposed to be arbitrary, even though it reduced the profit on New Era to a vanishing point. We have no doubt that in a short time that with the co-operation of our salesmen It was when the market reached the j that our trade will soon realize, as our high point last November that a certain ! salesmen have done, that we cannot con The following prizes will be given for suggestions that represent a definite saving:, equal to, or more thau the amounl specified below: Fir s t Pr ize --Railroad lickec, Detroit to Buffalo <ex; position) and return. Tickets of admission to fckposltion grounds for three days. Allowance for foil pnyfort!)ree days' time. Cash pocket money. fr$.oo.' -Suggestion must effect a saving of $100.00 or more i n one year. Se o d n d p r ize --Railroad ticket. Detroit to Buffalo large interest suddenly withdrew their tinue to sell New Era in competition with" (exposition) and return. Tickets of admission to exposltfdn grounds for three days. Allowance of support. Various reasons have been advanced for this--some said they were short of money., others that they were short of seed- and wanted to bear the market down, others that, the crop was short and they were on the wrong side. Personally we have been of the opinion all along that there was a shortage of seed other so-called first quality paints, and that recognizing the superior quality of our j half payv three days, time. Cash pocket money. a saving of $75.00 Of n onuji- >1 product will be willing and glad to pay us Th ir d I.'/i V.i lr. ,t letrolt to Buffalo (exposition) and return. -Tickets of admiufon to a price in keeping with the superior quality of our goods, because they, in turn, will exposition grounds for three days. Cash pocket money, $5,00. Suggestion musreffeci a saving of 550.00 or more in one year. be able to ask and receive a higher price from their trade as well. Prepare yourself and the trade for higherprices, advise them to ask 1.75, or better,', Cash equivalent will be paid to prize winners not wishing lo make above trip. For above series of prizes, we ask that special thought be given regarding the following: t. Automatic Straining or Filling Machine, or any and that the price of linseed oil would rule j for New Era. It is just as easy, if not very high this spring. After this large easier, for them-J|g sgll a good paint-at^a interest'withdrew their support fronUthe gonrt price than it tS to sdtrirpTmf'-pamfior thing that will improve oUr present methods in that dlfecilon. e. A machlne to label gallon and half-gallon cans. 3. A macWhe t6label any can not hayiiCg.&Jshh - " '"i.~ ^nyv\,thod that Wrtf'SaYg'taborlH the handling market, and- just at a time when the con medium qualit; - - .and of spxlc, either raw or manufactured. Prizes for Generar Suggestions; sumption was the smallest, a natural make a better , V- - lever For suggestions df value for the Improvement or slump in the market occurred. Flaxseed altered our opinion that there was a short progress of the business upon which a definite.morwy dropped gradually to $[.54 per bushel, but still 26 cents above the November, 1899, market It was supposed, without any support, the market would go all to pieces,but it did not, and with the turn of the age of flaxseed and that linseed oil would rule very high this spring. NOTH--Since writing the above article, flaxseed has made.a further, advance of 2 cents per bushel. value cannot be placed, the following prizes are offered; First Prize .. .$15 00 Second Prize.. 10 00 Third Prize.. 1 50 Fourth Prize . .$5 00 Fifth Prize____3 50 Sixth Prize ... 3 00 Ail employes at home works or on the road can compete forabove series of prizes; members of execu year and an increasing demand for oil, an improvement was at once noticed, and the market has steadily advanced until to day it has reached $1.75 per bushel, or within 8 cents of the high point in Novemiber last. Think of it 1 If this keeps on what will the market be in May ? It does look as if the prediction of $zsx> per bushel for flaxseed and $i.oo, or more, per gallon for linseed oil would be realized. Oil is steadily advancing and the supply in the crushers hands seems to be gradu Now Is The Time fat Dealers io Boy. We believe you can conscientiously ad vise your friends among the trade that they are running considerable risk in holding back orders for New- Era at present prices. If we were " in the dealers' shoes," know ing what we do about market conditions of oil, we would not take chances on delaying the placing of good sized stock tive committee and supervisors excepted. The executive committee will decide upon the merit of the various suggestions and award the prizes ac cordingly. No employe can obtain more than one prize. Competition for these prizes will close at 5:00 p. in.. June 30th. iQox. We sincerely hope that during the period ending on above date, we may receive one or more suggestions from each and every employe In our office, factories, or on the road. Employes should grasp this oppor tunity 10 not only win a prize, but should more particu larly remember that activity and thought in this direction brings their individuality before the manage ment. If you have any suggestions In mlndatpresent. do not delay presenting them through the medium of ally disappearing. orders, so as to be on the safe side. W'e suggestion .boxes. First quality paints at ruiing prices are regard the reduction in price that we were too cheap, and it looks to us as if advances are bound to occur and that very soon a dealer who does not take advantage of the present low prices to stock up will only have himself to blame for it, if Jater.on he finds prices advanced to a price even beyond $1.35 per gallon. There Was no justifica forced to meet most unfortunate, coming as it did just before oil and seed have " braced up " in the way they have. Undoubtedly if such action had been con sidered for a day or two longer, it would not have gone into effect, and we would tion for any decline in prices, and our only now have been securing the advance we excuse is that we felt we were in duty- i ought to get, and which may come in a bound to treat our agents with the utmost ; very short time. Traveling representativeswlllplease specify " Sug gestion for Prize " when suhmlttfng such. Employes are particularly requested to be as specific as possible in writing out suggestions. Ex e c u t iv e Co mmit t h b . Nunes Suggested lor New Varnishes- PalNew " Davies `.Elliott Nea. .V * , Neal's aoth Century Interior Spar> ..A. E. Barron Varnish . ) BrilUamlne............................................... H. V. Deralng The New Century Finish i v j r u,,. 1 The New ETM Finish i..........................W. C. Ne. I Neal's Transparent Enamel..................H. H. Halladay 0007-SWP-000128087 THOUGHTS Flaxseed has advanced 20 cents per SAUL! STE. MARIE,MICH., Jan.20,1901. bushel, and linseed nil 7 cents per gallon Editor Th o u g h t s : during the last ten days, with the market 1 was greatly surprised to receive your unsettled and very strong. This advance is telegram yesterday, announcing the drop in accordance with our views of the pro of ten cents per gallon on our mixed paint bable conditions, as frequently expressed to meet Sherwin-Williams & Co. price. I by us to you during the past six or eight certainly cannot understand what they weeks. We have been very firm believers mean by making this drop, and, of course, that the weakness in the seed and linseed see the position you were placed in and nil market was only temporary, and that suppose you could do nothing else but we should see a much firmer market, with drop with them. I am almost confident considerable advances during the spring , that the price could have been retained, as months. This opinion was the reason the paint salesmen of the different firms why we felt, as stated in our Bulletin No. were just getting the trade convinced that 22, announcing our reduction of 10 cents paint could not be any cheaper accordingto per gallon in the price of "New Era" ; the. price of raw material at the present High-Grade Prepared Paint, that did time. It certainly paralizes the market of not think existing conditions warranted the j these goods with the tendency of the up decline, and that in consequence of our \ and down market, as it has been since last " New Era " standard of quality, and our fall. I am going out to the trade telling determination to absolutely maintain same ntall hazards, and under all circumstances, that the reduction made by us (which was made solely on account of the SherwinWilliams Company's reduction) was one which, baseJ upon quality and consequent cost, we could not afford to make, and that we did so with great reluctance. If the oil market continues to advance, we do not see how the makers of the belter qualities of house paint can consistently maintain present prices. Our reduction was neces sarily made subject to change without notice, and we shall certainly advance the price of " New Era " Paint as soon as the market conditions permit us to do so. them to buy, as I am most certain the price will be put back in a very short time. It certainly seems funny that this has happened from what we were told at our convention and what we read In paint magazines and other sources which we get hold of. Vilas Bros', man is here to-day with me and is holding his best paint at 11.3a in i 's , and has as yet received no notice of any decline. I went to work and wrote the parties whom 1 sold New Era on my trip north, telling them of the drop and saying we would give them credit for goods that had been shipped, and those that had not would be billed at the new price. Yours truly, H. F. W. In this connection we quote from the Sherwin-Williams Co. circular, announcing reduction, as follows : " It is impossible, under present condi tions, to guarantee prices for any length of time, and all our prices are as they have always been, subject to' change without Police. " Under these conditions we should advise the trade to take advantage of present prices. Du r a n d , Mic h ., Jan. 16, igoi. Editor Th o u g h t s -. I find another customer here to-day who was badly neglected last year as to advertising matter for New Era Paint. He did not get a single sample card during the season. He had a three year old rack, and letters for sample cards brought him booklets, which are next to nothing in a man's store. While we furnish more than enough adver tising for specialties, I think our managers Price of New Era. have never appreciated the importance of DU BOIS, PA., Jan. 19, 1901. having our customers properly supplied with house paint sample cards. However, Your telegram received in regards to 1 think the fault is very largely with the lowering price of New' Era from $1.35 per salesmen. If we, who sell the goods, faij gallon to #1.25. to see bow important it is that every mer ( have written to the trade I have called I chant handling New Era Paint should be upon, advising them of this change. 1 am | equipped in the best possible manner to sorry to see the price drop, as 1 find people show the goods, we must nut grumble at are expecting to pay a good price for a good small sales, nor must we expect that the paint. Yours very truly, H. S. office force will think of it. We are as That's about what all the boys say, and sured that all the help we can ask within expresses our own sentiments.--ED. reason will be granted us, and I think since our convention, none of us doubt the ability of the Acme White I.ead and Color Works to grant the same. We have taken a high position in tire paint world and we should not be satisfied with anything that looks cheap in connection with New Era High- Grade Paint. S. H. H. Which of Oaf Representatives Will Wear This Hat? We are particularly desirous of pushing sales of Michigan Seal White Lead, and wish our representatives to make an especially aoiive effort in this direction. It should not be difficult to place a line of the quality of our Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satisfaction in every particular--working properties, covering capacity and durability, in order to secure an interesting contest among our representatives we offer a siik hat to the salesman who places the largest quantity of the goods before March Is;, 1901. and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest 10 commence Wednesday, October31. 1900. The numbers of our representatives who do not call upon a class of trade to whom the goods can be sold are omitted for obvious reasons : QUANTITY SOLD TO DATK A, E Barrr.u................................... ............ a^oolbs. K M> Billing ............................... 5200 ll. U C. Cater .................................................. 600 lbs. Dew l)svies................................................... H\ R. Dougali............ ......................... C. F. KUioi................................................... S. H. Hart.................................................... A. D Hoagy:................................................. S. A. Hunter................................................. R.A. Irvin..................................................... soo lbs. 300 Jhs. A. R. Kelly.................................................... C P. McCauley........................................... 1500 lhs. 500 lbs. C. MehUg..................................................... VV*. C Neal;...,....................... 5550 lbs, 2000 lbs. J. R. Newell................................................... 5.J- Olson ......................................... ......... 1200 lbs. C. F. Putter................................................. M.j. Reynolds............................................ 700 lbs. t). F. Richmond............... . ... 3000 lbs. Herman Scratch......................................... Oeo. R. Smith............................................... M. G Stittttr................................................ M. Taylor....................................................... 2000 lbs. H. P. Torrance............................................. 6400 lbs. W. H Welch............................................... H. F. Whitaker........................................... 23 lbs. W. P. Wiggins............................................. 300 lbs. .- ---w 0007-SWP-000128088 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. Vo l . II. DETROIT, MICHIGAN, FEBRUARY 2, 1901. No. 17 Advantages of New Era. High-Grade Pre New Era High-Grade Prepared Paint will ! jobber, guaranteeing to protect a price pared Paint over Hand-Mixed Vhite therefore cover at least 50 per cent, more " to his customer, representing a cut of five Lead and Oil Paint. surface than lead and oil paint. ; cents peT gallon for the entire year of 1901, I have been asked to wile an article that could be used in a circular for distribution among the trade and consumers, showing the advantages of New Era High-Grade Prepared Paint over hand-mixed whtfte lead and oil paint. Before publishing it we sub mit it below for your criticism. We want you. each and every one to look It over carefully and then let us have your , views promptly. Yours truly, Th o mas Ne a l . It is less expensive for a consumer to use New Era High-Grade Prepared Paint, which is a pure white lead, zinc oxide, linjeed oil and turpentine dryer paint, at $1.75 per gal Then the question of durability must also and the. only reservation made by the jobber be considered. If, as it is claimed, white lead ; B that if oil goes up to seventy cents, price and oil paint will last three years, then the cost will he advanced five cents per gallon, per year would be 53 cents per gallon. which, of course, would still mean a cut New Era High-Grade Prepared Paint will ; price, as our figures would have to advance last five years, or more, on account of the at least ten cents. The representative also fact that if contains, in addition to the carbon aiks if we cannot allow the jobber a rebate ate of lead, just the right proportion of oxide of five cents per gallon to help him out on of zinc. The zinc oxide admits of the use of a giods sold his customer last year under a larger volume of linseed oil, which isthe life of guarantee of protection. paint, that is why it will last longer, and Ihe We have refused to make the allowance first cost, therefore, to the consumer, is but and would iike to know how any jobber can 31 cents per gallon per year. . have the temerity to guarantee any price But there is still another reason why New for the balance of this year, especially as we have not guaranteed prices to jobbers', or Era High-Grade Prepared Paint is cheaper aqy one else. than white lead and oil paint. It's this: The Our representative, we trust, told the job lon, than white lead and oil paint, hy hand, at .ciirrgnj .prices. Why ?. Because figures don't lie. cost of labor is a prime factor in painting a ber very plainly that his course in guaran house-.- -Bup^ege^KM^had twa^usftsAoTnUyrtT teeing any price ~mat srBihgl^ew for a year was wrong, and ErS ai a cut price wasstHf of exactly ther same size, and you intended worse. Our representative does not advise Cost ot white lead point, mixed by hand: 94 lVs. net of white lead in ott.yuu pay for io o IX'S. at 7< -J 7 c If you buy a 100 lb. keg you ket g+ 5bs.net. If you buy four tt, lb. kegs you only get 90 lbs. net. jutbs,linseed <41,or 4 gals, at 75c. per gal............................ ? j 4 lbs. turpentine and dryer, about a \4~ X*1.............. . Palmers time mix ing paint.............. 5 50 This makes nt paint exactly i8 IVs..$xt o Costing per lb......... t-sc Cost af Mew Era High- Grade Prepared Paint to the consumer, as usually applied : 4 , - V Em . Pre, . 1 . at *r.'75.....................? 7 00 1 gat. iinseedoil (an average reduction) the jimoum nf Ml 10 he used varies with the different coats......................... -75 Makes 5 gals, of paint ready tor use, $7 75 At a cost per gal. when reudy for use.........................ft 55 Or 4c pet gat. less than lead ;uid Mi paint. ! painting one with white lead paint, and the ; other with New Era High-Grade Prepared Paint, you would find the results would be about this: J5 uats. mlxed-by- I B gals. New Era ; hnnd white lead High-Grade Pre- and oil paint, at j pared Paint, at I1.59 per gal........$25 8 $*.7? per gal...... $14 00 10 days' labor toap- ! a gals. Unseed Oil p!y it. at ja.cn per [ (an average re- day....................... 20 00 ; ductlon), at 75c. [ per gal................. Total cost. 85 j The amount of re- duclngvarleson die \ different coals. See directions on cans. 1 50 1 t% days'labor to ap ply li, at $2.00 per day ................ ij v* Total cost..Ja8 84 us on fhis point. The fact, however, that he asks if we cannot allow five cents per gallon to aid the jobber to suffer less for his mistake in guaranteeing price last year, indicates that he has not taken the deter- mined siand that he should, He should have told the jobber that his house would not allow a cent under the circumstances, and should not have even submitted the matter :o us. Protecting prlcesmeans more than getting the right figures for goodsyousell personally. It means that you must educate others to do the same. You cannot do this by even con sidering the making of an allowance to permit a jobber to cover up his mistakes in cutting prices. It we did, he would be justi fied in '1 taking chances " on further mistakes of the same kind, which, m fact has been A gallon of this paint weighs i3* lbs. at 8 3 5Cor fx.59 per gallon. This white lead paint will not stand any further reducing. A saving in the cost of labor and material of $15.01 in favor of New Era High-Grade Prepared Paint. New Era High-Grade Prepared Paint is an done in this case by guaranteeing prices for 1901. If oil goes up much higher, that jobber will have to break hts agreement, or lose a considerable amount before December 31st. if advanced prices on our goods are White lead paint will not cover over 200 square feet two coats, but New Era will. | absolutely pure white lead, zinc oxide, lin seed oil and turpentine dryer paint. restored--ax they on}>ht to be. In addition to this it is the duty of our representatives 10 see that their jobbing In addition to the above comparison, con Weak-Kneed Protection of Price. trade do not cut prices. If the jobber is per mitted to sell at a lower price than we, it sider ihe following: White lead ar.d oil paint will only cover 200 square feet, two coats. But the sur An instance which has come to our atten tion this week suggested the heading to this item. means that we cannot establish a definite figure for our goods, as the dealer will natur ally go to the jobber, and especially when he can buy for less money. The result wilL be face must be an exceptionally good one. One of our representatives sent in ar. order that jobbers' will compete for business at cut New Era High-Grade Prepared Paint will cover 300 square feet, two coats, o r any surface that white lead and oil will cover from a jobber for New Era to be shipped to prices, and in the end complain that there is not enough margin in ihe goods to render the jobber's customer. The price to the . them of interest or ask us to reduce our price. jobber was right, but attached to ihe order Don'tfool unth prices, or permit jobbers 200 square feet. was the copy of an agreement made by the to do so. A. M. W. 0007-SWP-000128089 r (ft (ft The Dealers' (ft I (ft Opportunity. (ft * * * * Now is the time lor the dealer * * to lay in a stock of New Era and * (ft specialties* Tbe prices asked to 1 day are entirely out of proportion to market conditions affecting linseed oil and raw materials. 4 Linseed oil is very dose to the 70 (ft i cent mark and manufacturers a are realizing more and more every I day that the recent declines were * mistakes, and are chafing under * existing conditions* It needs very # little to restore the advance, and it * may come any day* Dealers are I really getting more than they pay $ for under present conditions. The $ * campaign, however, seems to he I conducted along the line of a * scramble for as much business as can be secured on the basis of offer* * Ing dealers unusual value with the certainty of having present condi *4> tions withdrawn as soon as the (ft * * manufacturers can correct the (ft former mistake by advancing (ft (ft figures to the proper point* As a (ft * (0 matter of self protection, therefore, (ft (ft we urge you to make the best of * the present situation by securing $I stock orders from all your custom (ft (ft ers to be shipped, say, March 1st, (ft or on any date prior to then that ** advance may take place* Take a (ft day to write your customers and prospective customersa proposition as above outlined, and in this way retain your old customers and in crease your fist as much as possible* it ought to be easy to convince any dealer that New Era, at present price, is more than a safe invest ment and that it will be good policy to arrange for his spring requirements on such basis. THOUGHTS Ch ic ag o He ig h t s , Jan. 23, 1901. Ac me Wh it e Le a d a n d Co l o r Wo r k s , Detroit, Mich. Gentlemen:--Enclosed find settlement of your invoice of the 18th. We note the advance in the cost of this paint to 75 cents per gallon. Would you kindly send us by return mail your best quotation on the paint we Which of Our Representatives Will Wear purchase of you as follows: No. 312 Red Iron Enamel, No. 313 Blue Steel Enamel, No. 333 Blue Enamel, No* 636 Red Primer, No. 42 Light Steel Wayne Machine Paint. Agricultural Black "A." This Hat? We are particularly desirous of pushing sales of Michigan Seal While Lead, and wish our representatives to make an especially active effort In this direction. It should not We have been very well pleased indeed be difficult to place a line of the quality of our with both the paint received from you and the courteous treatment at all* times, and because of this reason we have paid little or no attention to other concerns who solicit us almost daily for our paint orders. We real ize that we are not very heavy buyers, but the demands upon us for the purchase of our product is one continual cry fer lower prices. Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satisfaction in every particular--working properties, covering capacity and durability. It is an absolute impossibility for us to advance our product one cent; this, of course, makes it necessary that we buy as carefully as possible. We have in our possession a number of samples that have been sent us recently, the idea being to duplicate your paint and get ourorders. All things being equal we would not think of such a thing, but if there Is going to be too In order to secure an interesting contest among our representatives we offer a silk hat tc the salesman who places the largest quantity of the goods before March 1st, 1901. and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednesday. October 31. 1900. The numbers of our representatives who do much of an advance along on the line, it is barely possible that we will at least have tc look out for ourselves. Thanking you for past favors, we remain. Yours very truly, Can ed y -Ot t o M Vo . Co . We would like samples of letters from our not call upon a class of trade to whom the goods can be sold are omilled for obvious reasons: q u an t it y SOLD TO DATE A. E. Barron................................ 4075 lbs. R. M. Billing'S.............................................. 5200 lbs. H. C. Cater.................................................. 600 lbs. salesmen denoting their ideas of a correct response to above communication. Dan Davies.................................................. F. R. riougall.............................................. C. P. Elliot................................................... 3350 tbs. The American Linseed Company's Detroit agent has just advised us that his instructions, S. H. Hart.......... .......................................... A.D Koagg................................................ S. A. 1 luntcr................................... as just received from his company, is not to R. A. Irvin................................................... sell any linseed oil at less than 65 cents in barrels, carload lots. This information is A. R. Kelly.................................................... C. F. McCauley........ ............................... C. Meftlig..................................................... accompanied with the fact that the market W. C/Neat.................................................... J.R. Neweil.................................................. is very uneasy and further advances may S. J. Olson.................................................... come any time. C F. Pnlfer.................................................. M. f. Reynolds............................................ The Independent Oil Companies have j O. P. Richmond.......................................... practically all withdrawn from the market, | Herman Scratch ......................................... Geo. R, Smith.............................................. evidently having no oil to offer. J M. C* Smith.................................................. M. Tavlor.......................................... ........... New Era High-Grade Prepared Paint at H . P. Torrance............................................. W. H Welch.............................................. present prices is a good buy. We are not 1 H. F. Whitaker.......................................... urging our customers to over-buy, but we W.P. Wiggins............................................ 600 lbs. 500 lbs. 900 lbs. HHV 500 lbs. 6osolbs. 2000 lbs. '2oo lbs. 700 lbs. 3000 lbs. 2000 lbs. 6400 lbs. j 25 lbs. 200 lbs. caution them that a possible advance under lejyio Ihs 't existing conditions is liable to come suddenly, j Names Suggested for New Vanrisbes. We have several times requested our representatives to state the "approximate amount of order*' in the upper left-hand comer of the order sheet. A few of the men have failed to comply with our wishes. We desire that this information be given us in future on each order. Kindly do not for get about it. G. B. P. Pal- Davies New . Elliott Nea Nea Varnish Barron ) Brilllantlne .................................... The The New New Century Finish Em Finish l t.......... ................W. C, Neal Neal's Transparent Enamel .............. H. H. Halladay Orient / Ma.ro i..................... ..................S. H. Hart BaJget v . ..W. P. Wiggins Ne:ti x Neal's * j ....Alt. R. Kelly 0007-SWP-000128090 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. IL DETROIT, MICHIGAN, FEBRUARY 9, igoi ------ NO. 18 Odds and Ends* Editor Th o u g h t s : New Era Figures. We would like the following " Odds and j Regarding coupon and credential mileage. Yw s il an t j , Mic h ., Feb. 6. 1901, Ends " disposed of quickly. Sell the entire 5 Wherever this class of mileage is used, the lot. or part of the goods at from 10 to representatives have discovered in getting 20 per cent, better than jobbing prices, if their rebates that there was always a short necessary. Be careful to explain that price age of from $l.CO to $3.00 In the returns, in is f. o. b. Detroit, and make terms cash on : comparison with the amount of coupons delivery, if possible, and certainly not better : sent in by them. than 30 days, net. In conversation with one of our represen- The lines represented have been dlscon- tatives, he made the claim that he always tinued and we wish to close them <^ut at received, as a rebate, what he claimed, and once.: i it appears that It is his custom, when he goes Lve......................... Wal-Klean............. .......................................H is dozen up to the ticket window and exchanges mileage for coupons that they issue, to in Renovene .............. 'Cycle Oil........... quire as to the number of miles torn off, and Alpha Guia Paint. in such cases the gentleman always informs Liquid Glue.......... ' " him of the amount of bridge toll or other WOOD HIM VARNISH STAINS, arbitrages. The representative can there Editor Th o u g h t s : Recently I caJled on a large concern who handle Hammar paint and in our conversa tion relative to their putting in New Era, thjy stated if I could show them figures th^t would prove New Era as cheap as Himmar and the dealer make as much pro fit-they would talk business. Below are ihe figures l used and secured an order for 1900 gallons of New Era : COST TO 0EAI.E&: i jjnls. New Era 50.making j* lbs. tit about.. .j'Az,. lb. gal. Hammar paint at 5i.ro and 1 gal. lin seed oil at 65c , make gnUons paint, weighing 35 lbs. and cost X pirns 1-6-pints Bog Moss.............. ........................... w 146 Cherrv................... =6 fore determine the actual value of the , coupon (one cent) per mile and note it on ing J1.85 nr ...7%c. in. I asked them which they would use on Ook....................... Walnut................... 17& the back of same^qharging_ejxpenses, cover- [ their own house. New Era (lead, zinc and ing the difference between one cent per mile j oil) at7^i cents per pound, or Hammar paint, You can go as low as four cents an inch in and what he has paid out In cash. In other (barytes, whiting: water and linseed oil (?) at order tc close out promptly the following, words, it is not always safe to assume that ' 7/4 cents per pound. They answered New stock of brushes. They are .the same char the coupons have a rebate value of one-third Era, but said the dealer made more profit acter and quality exactly'- as the Neal's of the amount shown on their face. Repre on Hammar paint, and I asked them to take Carriage Paint goods, bur larger in si2e: sentatives who use this mileage are requesled out their pencil again. u dozen z.H-irtch brushes :6!a dozen } -inch brushes to watch this closely In future. Supposing the dealer was to furnish paint Yours truly, G. B. P. , for a house requiring 20 gallons paint: Stands of Color Plates* Be n n in g t o n , Ka n ., Feb. 4. 1901. Editor Th o u g h t s : l suggest that we still continue to make these plates cn paper, for the purpose of giving to painters who are recommending New Era. In conversation with a painter yesterday, he said il he could have one in his shop ii would enable him to get more contracts and thereby sell more New Era for our agents. I had two with me and gave him one. 1 do not mean to give them to every "Jack leg" dauber on the territory, but where we -ind a good mechanic who is working with our agents in connection with New Era, 1 believe he should be supplied with one The panoramas are all O. K. for the dealer, and if the painter had one of the paper stands he could roll it up and carry with him. Yours truly, O. F R. Editor Th o u g h t s : l wonder if there were any harsh words sr>oken while putting new leaves in cata logue > C. F. E. Were there ? Please speak out.--Ed . Our Geatral Distributors. Bohan Paint Co., Los Angeles, Cal. Humpbrey-Jones Merc- Co., Denver. Colo. Sickels, Preston & Nutting Co., Davenport, la. Colburn, Birks & Co., Peoria, 111. Geo. K. Watson Co., Chicago, ill. Johnsnn-Woodbrlclge Co., Indianapolis, Ind. L. N. Brunswig & Co.. New Orleans. La. C. W. HuckeU Hardware Co., St. Paul, Minn. Carder Bros., Butte, Alont. Buffalo Glass Co.. Buffalo, N. Y. Surhans & Black Co., Syracuse, N. Y. Jno. L. Thompson, Sons fit Co.. Troy, N. Y. Loew Filter Co., Cleveland, Olilo. Sreln-Vogeler Drug Co.. Cincinnati. Ohio, Alexander Drug Co., OkTh'maClty.O. T. Frltts. fit Wlehl. Chattanooga, Tenn. Van Vleet-Mansfield Drug Co., Memphis. Tenn. Greiner.Kelly Drug Co., Sherman. Texas. Houston Drug Co., Houston. Texas. Baum & Co., Spokane. Wash. W. H. Chapman & Sons, Wheeling, W. Va. - Profit on 30 gal?.. New Era at +oc- per gal. $8 00 j pTofit on 10 gats. Hammar t *ot. pet gal. $* 00 I Profit on 10 gals, linseed oil. at toc. per gal................................................. 100 ! A difference In favor of New Era of........... . 00 J3 00 1 You see the dealer makes $3.00 more j Profit on the same job, to say nothing about ' quality of goods furnished and the satisfac tion in knowing he gives his customers i strictly pure paint, ajid the best possible to make, and something that will build and , hold his trade. Yours truly, H. H. H. I __________________ High-Grade Shade, No* 23, Seal Brown. Sa l t La k e Cit y , Ut a h , Feb. 3, 1901. In d ia n a p o l is , In d ., Feb. 3, 1901. Editor Th o u g h t s : Editor Th o u o h t s : 1 think you have made a mistake in I just received a wire from Topeka, Kansas, dropping shade No. 23 from your sample stating that Mrs. Carrie Nation says the congressional investigation at West Point is ; card--High-Grade. [ think it would be well all cn account of Booze. Please have this | to insert same on the twenty-five shade card, confirmed by our Kansas correspondent. ; and drop one of the light shades. Yours truly, W. C. N. , Respectfully. A. R. K. 0007-SWP-000128091 THOUGHTS Advantages of New Era High-Grade Pre of zinc. The zinc oxide admits of the use of a pared Paint over Hand-Mixed "White larger volume of linseed oil. whichisthe life of Lead and Oil Paint. paint, that is why it wilt last longer, and the ] have been asked to write an article that could be used in a circular for distribution among the trade and consumers, showing the advantages of New Era High-Grade Prepared Paint over hand-mixed white lead and oil paint. Before publishing it we sub mit it below for your criticism. We want first cost, therefore, to the consumer, is but 31 cents per gallon per year. But there is still another reason why New Era High-Grade Prepared Paint is cheaper than white lead and oil paint. It's this: The cost of labor is a prime factor in painting a house. Suppose you had two houses to paint, you. each and every one to look it over carefully and then let us have your views promptly. Yours truly. Th o ma s Ne a l . of exactly the same size, and you intended painting one with white lead paint, and the other with New Era High-Grade Prepared Paint, you would find the results would be about this: It is less expensive for a consumer to use 15 gals, mlxed-by- New Era High-Grade Prepared Paint, which hand while lead 8 gals. New Era High-Grade Pre is a pure white lead, zinc oxide, linseed oil and oil paint, at $r-59Pergal........ 85 pared Paint, at $t.7$ per gal......... $x+ oa and turpentine dryer paint, at $1.75 per gal 10 (toys' labor to ap 2 gals. Linseed Oil lon, than white lead and oil paint, mixed by ply It, nt *2.ooper Jay....................... 20 00 (an average re duction), at 7c. hand, at curren: prices. Why ? Because figures don't lie. per gal............ 1 Total cost. .J<h S5 The amount of re ducing varies nn Hie 50 Cost of white lead paint, ! Cost of New Fira High- mixed by band: Grade Prepared Paint to different cuius. See directions on cans. Oi lbs. net of white leadin oil.you pay lh consumer, as usually applied : toricolbs. 7 oo 4 gals. New Era 6 days'labor to ap ply 11, at Ja.oo per day.................. a? H If you buy a ioo lb. keg y o u (jet 94. High-Grade Pre pared Palm, at Totalcost. .$28 84 Ibs.net. If you buy fovT sy IV**. kegs yon only pet 00 lbs. net. yi .75......................$ T OO r gnl. linseedoil (an average red uction) It stands to reason, does it not, that if a painter can spread, on an average, one and the amount of oh jo lbs. li nseei oil, or to be used varies : on^-halt gallons of paint per day and it 4 pals, at 715c. per ................... 3 w with the different coats...................... 7? . requires fifteen gallons of white lead and 4 lbs.tuipentine.-inj dryer. About a Ajral......................... : oil paint and only ten gallons of New Era, Makes 5 gals, of 50 I point ready tor use. $7 75 ihat the expense of application will be 50 Painters time mixinn paint.............. Tills makes of paint j 50 t .At .1 cost per when ready gal. for ! use.........................$1 55 exactly 128 )t*s..$ii 00! Or 4C. per gal. less than lead and oil Costing per It*..........8 3-5C ; paint. A gallon of this paint weigh* 18U lbs. at 3 j -j c . ' or $1.59 per gallon. This white lead paint wilinot stand any further reducing. per cent, more for the white lead paint than for the New Era. A saving In the cost of labor and material of $15.01 in favor of New Era High-Grade Prepared Paint. New Era High-Grade Prepared Paint is an absolutely pure white lead, zinc oxide, lin seed oil and turpentine dryer painl. White lead paint will not cover over 200 souare feet two coats, but New Era will. In addition to the above comparison, con sider the following : White lead and oil paint will only cover 200 square feet, two coats. But the sur face must be an exceptionally good one. New Era High-Grade Prepared Paint will cover 200 square feet, two coats, on any surface that white lead and oil will cover 200 square feet. New Era High-Grade Prepared Paint will Names Suggested for New Varnishes. Pal-Go................. ...........................................Dan Davies New Em............................................................C. F. Elliott Neal's Moth Century Spar Varnish ) Neal's 20th Century Interior Spar . .A. E. Barron Varnish *J Briutanine H. V.. Demine The New Ceniury Finish f The New Er 1 Finish i ...W C. Neal Neal's Transparent Enamel.......... . ...H. H. Halladay Orient Man? t i............................................................. c ^ . H. Han Dodger State............................................ W. P. Wiggins Neal's Adamantine Interior Finish Neal's Adamantine Exterior Finish .... Alf. R. Kelly Pan American Varnishes i New Century Varnishes ......... R. A. Irwin Neal's Crystal Finish, or Varnishes I Which of Otir Representatives Will Wear This Hat? We are particularly desirous of pushing sales of Michigan Seal White Lead, and wish our representatives to make an especially active effort in this direction. It should not be di fficult to place a line of the quality of our Michigan Seal at the difference In price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satisfaction in every particular--working properties, covering capacity and durability. In order to secure an interesting contest among our representatives we offer a silk hat to the salesman who places the largest quantity of the goods before March 1st, 19*31, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednesday, October 31. 1900. The numbers of our representatives who do not call upon a class of trade to whom the goods can be sold are omitted for obvious reasons t <^u a n t it v SOLD TO DATK A. E Barron................................................ 577S lb*. K. M. Billinas........................................ .. 5700 lbs. H C. Cater.................................................. 600 lb*. Dan Davies.................................................. F. R. Doug-all............................................ . C. K. I'ltloi.................................................. 35^ lbs. S. H. Hart.................................................... 600 .bs. A. D Hoag*................................................ S. A. Hunter................................................ R. A. It vm.................................................... 500 lbs. 131 lbs. A. R. Kelly................................................... F. McCauley......................................... C. Mehlig..................................................... VV. C. Neal................................................... J.R Newell.................................................. S.J. Olson.................................................... C. F- Ptilfcr.......................... M J . Reynolds............................................ < i. F. Richmond.......................................... Henmtu Scratch........................................ Gen. R. Smith................................... M. G Smith.................................................. M. Tavlor................... .................................. H . P. Torrance............................................ VV. H Welch.............................................. Fi. F. Whitaker.......................................... W. P-;Wiggins............................................ 18950 lbs. 500 lbs. 6550 lbs. 2000 lbs. s 200 lbs. 200 llis. 700 Ins. 3^00 lbs. 2000 lbs. 6400 lbs. 125 lbs. sob lbs. aoo lbs. Editor Th o u g h t s : therefore coyer at least 50 per cent, more l read Mr. Hart's article tn Th o u g h t s and surface than lead and oil paint. Editor Th o u g h t s : wish to state that I agree with him on this Then the question of durability must also I owe order from Conley, ClagueSt Collins, subject. I have had more complaints about be considered. If, as it is claimed, white lead Anaconda, Mont., to series of letters you ! not having sample cards for mixed paint and oil paint will last three years, then the cost have been sending them In regard to New J than most anything else. Other houses per year would be 53 cents per gallon. j Era. Keep up good work. j send the trade fifty where we furnish six. It New Era High-Grade Prepared Paint will Respectfully, A. R. K. i Is as much to our interest to furnish a cus last five years, or mare, on account of the P. S.--They promise to put in High-Grade ; tomer enough cards as it is to the dealers to fact that It contains, in addition to the carbon j later in year, as they are trying to close out have them, in fact more so. ate of lead, just the right proportion of oxide ; stock on hand. j Your3 truly, W. C. N. .1 i I ] 0007-SWP-000128092 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II DETROIT, MICHIGAN, FEBRUARY 16, 1901. NO. 19 Sending Notices to Jobbers* I [From th:-. American Legal N'ews. February. a;or.| Editor Th o u g h t s : How many of our representatives ar* send The Ohio Valley Buggy Company. Cin ing notices regularly to the jobbers op their cinnati. Ohio, say they do not like us. and territory regarding opportunities to do would not do business with us at all only business in one or more of our line of they cannot duplicate our Body Black Roc- "Rapid-Sellers?" Don't you realise that by Varno (pretty good recommend for it). 1 keeping the name of our goods before them told them we were not a mean house to do constantly you are doing the very best kind business with at all, but one of the best, of advertising and building up business in but we did insist that every customer, whether your territory by securing the active co large or small, pay their bills promptly when operation of your jobbers' salesmen, as well due, and that if they did this in the future as their good will and continued efforts in they would not have any cause for complaint. ycur behalf? Too much stress cannot be They say they are going to move soon to a laid upon the advisability of following out I this plan. Jobbers cannot continue to George B. Puller, President* larger plant and will increase their business j largely. He told the book-keeper that in the receive such notices regularly without being | Gecrge B. Pulfer, the new president of the ! future to "discount" Acme bills. I trust interested in your goods, and if this is pro \ Detroit Credit Men's Association, is a young j they will do so. Respectfully, R. S. B. perly backed up by turning in orders for the j man--perhaps the youngest that has ever j goods {preferably by giving same to their salesmen) the result you are working , for is certain. Send in your requests for., tkese notification cards. There are not a quarter as many being used as we should like. Oh io Va l l e y Bu g g y Co., been placed at the head of a credit men's : Cincinnati, Ohio. association. He won his position by intelli- . Gentlemen--We have a letter from our gent and-active work in the raxxkararr* as a Ntr. R. 5 Brown for twenty-five gallons Roc- committeeman in behalf of the association, Varno Body Black to be shipped March 1st. A. M. \V. national and local. He has attended all of for which please accept our thanks. In con j the conventions of the National association, : nection wilh the order our Mr. Brown writes ! and has never failed to be present at local i that you are not altogether satisfied with the Odds and Ends. ! meetings, taking an active part on all occa- ! way we handled your account. Now. we We would like the following " Odds and sions. He belongslo one of the most enter- j simply wish to say that we desire to not only Ends " disposed of quickly. Sell the entire prising of Detroit's manufacturing estab please you on our goods, but also in every lot. or part of the goods at, from 10 to other way, so that our dealings may be in 20 per cent, better than jobbing prices, if lishments, being credit and collection creased and prove mutually satisfactory. necessary. Be careful to explain that price i manager. He is one of the growing young Wherever there is a disposition on the part is f. 0. b. Detroit, and make terms cash on ! business men of this city, holding the esteem of the buyer and seller to be considerate delivery, if possible, and certainly not better of his employers and his associates. with each other, the best of feeling should than 3C1 days, net. We predict for the Detroit Association always prevail. If we have been a little The lines represented have been discon tinued and we wish to close them out at once.: during the coming year a vigorous campaign along the lines for which it was organized. insistent as regards payment cf bills past due, you of course cannot blame us for being so. On the other hand, if occasionally you Lye....................... Wal-Klean........... Reuovene .............. `Cycle Oil............ Alpha Gold Paint. Liquid Glue........ . u 9-12 dozen % a? :x-r* '' ** 8 WOOD RIM VARNISH STAINS. Min n e ap o l is , Ka n ., Feb. 5, 1901. Editor Th o u g h t s : Mrs. Carrie Nation, the famous woman who is terrorizing the saloons of Kansas % pirns Bog Moss........................................... 47 Cherry ................................................ 50 Oak................. .................................... 240 Walnut............................................... 291 Deep Cherry....................................... 1-6-pints ! with a hatchet, cameout of asaloon the other 1 *6 58 j day, in Topeka, with a jug of whisky In 178 63 one hand and a hatchet in the other, and 35 ! holding the aforesaid jug aloft, shouted You can go as low as four cents an inch in " men of Kansas, behold the New Era has order to close out promptly the following come to our state." When Kansas people stock of brushes. They are the same char hear the word New Era they immediately acter and quality exactly as the Neal's think of our famous prepared paint, and I Carriage Paint goods, but larger in size: had hard work convincing the people that t4 d<>2en brushes we were not putting up New Era in jugs, 16^ dozen 3 -Inch brushes j Yours truly, O. F. R. have found it inconvenient to meet your bills as they fall due, we are quite sure, if you had written us prior to the date we made draft, asking for a little consideration, it would have been cheerfully granted. We hope you will not hesitate in the future to write us about such matters. Thanking you for past favors, and await ing your further commands, we remain, Yours truly, Ac me Wh it e Le a d a n d Co l o r Wo r k s . Color Cards. I have had customers complain about not getting enough color cards with their goods. Yours truly, C F. E. 0007-SWP-000128093 THOUGHTS Advantages of New Era High-Grade Pre first cost, therefore, to the consumer, is but pared Paint over Hand-Mixed White Lead and Oil Paint 31 cents per gallon per year. But there is still another reason why New Era High-Grade Prepared Paint is cheaper 1 have been asked to write an article that than white lead and oil paint. It's this: The could be used in a circular for distribution cost of labor Is a prime factor in painting a among the trade and consumers, showing the advantages of New Era High-Grade Prepared Paint over hand-mixed white lead house. Suppose you had two houses to paint, of exactly the same size, and you intended painting one with white lead paint, and the other with New Era High-Grade Prepared Which of Our Representatives Will Wear and oil paint. Before publishing it we sub Paint, you would find the results would be This Hat? mit it below for your criticism. We want about this: We are particularly desirous of pushing you, each and every one to look it over 15 caU. mlxed-byhancj white lead 8 cals. New Era High-Grade Pre- J ! sales of Michigan Seal White Lead, and wish carefully and then let us have your views promptly. Yours truly, and oil paint, at pared Paint, at our representatives to make an especially 51.59 per gal........599 85 30 days' labor to ap 51.75 per gal........ Ju 00 1 gals. Linseed ON ; i active effort in this direction. It should not Th o ma s Ne a l . It is less expensive for a consumer to use New Era High-Grade Prepared Paint, which is a pure white lead, zinc oxide, linseed oil and turpentine dryer paint, at $1.75 per gal lon. than white lead and oil paint, mixed by hand, at current prices. Why ? Because ply li, at Sa.ew per Jay........................ 20 00 Total cost. .$43 85 (an average re- j be difficult to place a line of the quality of our ductlon), at 75c. f per ............. 1 50 Michigan Seal at the difference in price in The amount of re favor of the goods as compared with figure ducing varies on the different coats. See : [ demanded for standard brands upon the directions on cans. market. Michigan Seal as now presented 6?^ days'labortoupply U, atja.ooper j 1 is an article that is certain to give perfect day....................... it *4 satisfaction in every particular - working figures don't Ue. Total cost, . Jati 8+ Cosi of white lead paint, j Cost of New Era Hlgh- mlxed by hand : `Grade Prepared Paint to : It stands to reason, does it not. that if a painter can spread, on an average, one and 94 lbs. net of white i the consumer, as usually j one-half gallons of paint per. day and It properties, covering capacity and durability. In order to secure an interesting contest among our representatives we offer a silk ieadlnoll.vouDav applied: requires fifteen gallons of white lead and hat to the salesman who places the largest torloolbs. at 7C. >$ 7 oo If you buy a 100 lb. keg yuu iret y* lbs. net. If you buy four 25 lb. kegs you only get 90 lbs. net. jo lbs. linseed oil. or 4 gals, at 75C. per .......................... * 00 4 lbs. tuipentine.ind dryer, about a % i if.lv Nl u Era High I r 1 Je Pre- ; .iv.l I'.m::, at >J .75................. s 7 00 x gal. linseed oil (an average reduction) the amount of oil to be used varies with the different coats ............. 75 Makes 5 gals, of oil paint and only ten gallons of New Era. quantity of the goods before March 1st, 1901, . (hat the expense of application will be 50 per cent, more for the white lead paint than for the New Era. A saving in the cost of labor and material and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednesday, October 31. 1900. . of $15.01 in favor of New Era High-Grade The numbers of our representatives who do Prepared Painr. not call upon a class of trade 10 whom the * New Era High-Grade Prepared Paint is an absolutely pure white lead, zinc oxide, lin- ; goods can be sold are omitted for obvious gat................... so. palm ready tor u>e, J? 75 seed oil and turpentine dryer paint. i reasons : QUANTITY Painters time mixing paint.............. 1 50 j At a cost per gal. when ready for This makes ot paint 1 use........................ $i ss exactly 138 lhs..n 00 Or 4C. per gal. less Our General Distributors. California than lead and oil Bohan Paint Co.. Los Anceles Costing per lb..........8 j-y A gallon of this paint j weigh* iSVi lbs. M 8 5-5C. j or Jr.59 per gallon. ' This while lead paint paint. Colorado Humphrey-Jones Merc. Co.. Illinois Geo. E. Watson Co., j Colburn. Birks & Co., Denver Chicago Peoria A. E Barron. R. M. Billings H C. Cater .. Dan Davies... P. R. Dougall. C. P. Elliot A. D Hoagg..,. SOLD TO DATK 6075 lbs. .. 5700 lUs. 600 lbs. .. 4000 lbs. .1350 11*. bon lbs. 500 lbs. will not stand any further reducing. i Indiana Johnson-Woodbridge Co.. Indianapolis S. A. Hunter.... Ihs. White lend paint will not | cover over aoo square feei ] two coats, but New Era I will. ; Iowa Sickels, Preston & Nutting Co., Davenport J. W. Edeerly & Co.. Ottumwa Hornlck. Hess Sc More. Sioux City R. A, Irvin,... . A. R. Kelly.......... I C K. McCaulev. C. Mehllg............ 1S950 lbs. 500 lbs. 6750 lbs. Kan so* In addition to the above comparison, con- A. B. Whiting Pal m& Glass Co., Topeka W. C. Neal.......... J. R. Newel!........ 7000 lbs. 4450 Ihs. sider the following : White lead and oil paint will only cover 200 square feet, two coats. But the sur face must be an exceptionally good one. Louisiana L. N. Brunswig1 & Co.. Massachusetts E. & F. King A Co.. Minnesota C. W. Hackett Hardware Co., New Orleans Boston St. Paul S. T. Olson.......... C. F. Pulfet........ M. J. Reynolds.. O. F. Richmond. Herman Scratch Geo. K. Smith... M. Taylor............ 225 lbs. 700 lbs. 35*3 500 lbs. 2000 lbs. New Era High-Grade Prepared Paint will cover 300 square feet, two coats, on any surface that white lead and oil will cover Montana Carder Bms., New York Buffalo Glass Co., Butts Buffalo H. P. Torrance.. W. H. Welch... H. F. Whitaker. W. T. Wiggins.. 6t,oo lbs. ms s Ihs. 1000 lbs. 200 lbs. 230 square feet. ; Burhans & Black C-.. Syracuse Jno. L. Thompson. Sons & Co.. Trov New Era High-Grade Prepared Paint will therefore cover at least 50 per cent, more surface than lead and oil paint. Then the question of durability must also be considered. If, as it is claimed, while lead Ohio Loew Flliei !\ Stein-Voge I Alexander ] . - Co.. Cu.. Pennsylvania Bard-Schlott Si Co.. Cleveland Cincinnati OklahomnCity Reading and oil paint will last three years, then the cost Tennessee per year would be 53 cents per gallon. ! New Era High-Grade Prepared Paint will Fritts & Wlehl. Chattanooga Van VIeet-Mansfield Drug Co., Memphis Texas last five years, or more, on account of the Greiner-Ketly Drug Co., Sherman fact that it contains, in addition to the carbon ate of lead, just the right proportion of oxide ; Houston Drug Co.. Washington Baum & Co., Houston Spokane of zinc. The zinc oxide admits of the use of a Virginia larger volume of li nseed oil, which is the life of , paint, that is why it will last longer, and the . Barker-Jennings Hdwe Co.. West Virginia W. H. Chapman & Sons, Lynchburg Wheeling Nanus Suggested for New Vamistes. 1 I Nea Davies . Elliott Nea' Varnish Barron ) Brilliantine .............................................. H. V. Demlng j The The New New Century Finish Er Finish jI...........................W. C. Neal | Neal's Transparent Enamel............ ...H. H. Halladay Orient \ Maro I................................................ ............S. H. Hart Badger State.................. .........................W. P. Wiggins Neal's Adamantine Interior.Finish |----- Alt. R. Kelly Neal's Adamantine Exieriur Finish Pan American Varnishes New Century Varnishes | .... .R. A. Irwin Neal's Crystal Finish,orVarnishes 2oo-Lak."....................................... .... ..............C. Mehlig 0007-SWP-000128094 Thoughts IVBMSHKD WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives Vo l . II. DETROIT, MICHIGAN, FEBRUARY 23, 1501. NO. 20 This is What We Like to See. Various of our office force and salesmen Ws have labored constantly during all that Below is a list of items In a batch of orders recently received from one of our represen tatives. We direct attention to it on account of the variety of goods specified, which, it seems to us, denotes that this man is question the accuracy of my article in Th o u g h t s on the " Comparative Cost of New Era and White Lead and Oil Paint." They say in their judgment that if il lakes a man a day to spread a gallon and one-half of lead time and at an expense of thousands of dollars to improve the quality of our goods. How well we have succeeded. We have always felt grateful to the dealer who just took our goods on trial and helped us when working the n'hole time, which is proper* and oil paint, and he covers say LOO square we needed help. We have always worked It is easy to get into the habit of selling j feet, one coat, that it will require much for the good will and friendship of all our certain lines, and overlooking others. If our ; longer than one day to spread a gallon and customers, ar.d have labored to increase salesmen will keep our full line in mind at ! oue-half of New Era, because the painter thejr sales of paint by good, honest, legiti aii times, there are very few places in which j would have to cover at least 900 square feet mate advertising. Believing that you they cannot sell something. ! of surface. Who is right ? understand and appreciate what we have February *. 3901-- T. N. done in the paint business, and believing (3) New Era High-Grade. Handy Family Paint. Acme Household Paint, The following from Mr. Olson is explana you to be a friend of the Acme White Lead tory. The letter contains many good poinis and Color Works, we ask as a special favor Neat's 'Cycle Enamel. Granite Floor Paint, which our corresponding department will be to compare our quality with other makes of Florentine Enamel. (2) New Era High-Grade, Neat's Aluminum Enamel. glad to absorb for use in future corres goods, and then give us your opinion. We pondence : have been in the paint business ever since Acme Household. (j) Granite Floor Paint, Assorted Dry Colors. Improved Japan Dryer. February 5,1901. (1) Neal's New Er , Handy _I it, Paint, Wa t e r t o w n . S. D., Feb. 10. 1901. Editor Th o u g h t s : ...... . I do not consider this a correct answer to j Canedy - Otto Manufacturing Company's ; letter, nevertheless it's the best I can do: we were boys. We don't know everything abc^Jt it, but we want to. Can you make any suggestions which may aid tis In increas ing our trade with you 7 Appreciating your kind letter. Acme'Housenold Paint. Wagon nni Implement Paint, Ca n e d y -Ot t o MVo Co .. Respectfully yours. Neal's Enamels, Neal's Bath-Tub Enamels. Chicago Heights. 111. Ac me Wh it e Le a d a n d Co l o r Wo r k s . Neal's Florentine Black Ennmel. Gentlemen--Ycursof the 23rd ulf. at hand Neal's 'Cycle Enamels. Dry Colors, Gold Paint. (*) AcmeVarnisbes, New Era High-Grade Paint. and contents carefully noted in regard tc prices of goods mentioned. Would state, that owing 10 the heavy advance ir. raw material, Odds and Ends* We would like the following " Odds and Michigan Seal Lead, Dry Colors. Master P.ii nter Colors. Specialty Brushes, Gold Paint. we are compelled to ask a slight advance on such goods as mentioned below : : 312 Red Iron Enamel, Ends " disposed of quickly. iSell the entire lot. or part of the goods at, from 10 lo 20 per cent, better than jobbing prices, if February &, j o o t -- U; Davies'Varnish Slain. Neal's 'Cycle Enamel. Acme Household Paint. Strictly Pure White Lead. Michigan Seal White Lend. Globe White Lend. New Era High-Grade Paint, 313 Blue Steel Enamel, etc. They are goods well worth the price askec for. We make prices to suit the paint, we do not make paint to suit the prices; our motto is quality first in consideration. Qual necessary. Be careful to explain that price is f. 0. b, Detroil, and make terms cash on delivery, if possible, and certainly not better than 30 days, net. The lines represented have been discon Silver Paint, Specialty Brushes. (2) Granite Floor Paint, Acme W . ' , \ * '\iini. Neal's : j. i Neal's ' . . I Davies Neal's Bath-Tub Enamels. New Era High-Grade Paint, Neal's Screen E"amclti, Gold and Silver P.-ilnt, Chloride of Lime, Aluminum Enamel. Varnishes. (3) New Era High Grade Wnn, Granite Floor Painf. Neal's Carriage Paint. Globe White Lead. February 7, t$ox-- (1) New Era High Grade Paint, (a) New Em High-Grade Paint. Neal's Raiiator Enamels. Zincs In Oil, Dry Colors. Neal's Enamels and Varnishes. (3) Neal's'Cycle Baking Enamel. Neal's Aluminum Enamel. ity is oursuccess. Just sixteen years ago we tinued and we wish to close them out at commenced manufacturing paint, the once.: beginning was small and the growth was Wal-Klean.............................................dozen Renovene.................................................... 27 " slow, but sure. Since that time we have ; Al^ha Gold Palm.......................................ar Liquid Glue................................................ 4 given it our whole time and attention, and WOOD fcl.H VARNISH STAINS. by hard, honest, conscientious work and worry, day and night, for all these years we ' Bog Moss.......................................... 247 Cherry--................................................. 50 have established one of the largest pair.t Oak...................................................... 240 Walnut................................................ 29T houses In the United States. We feel proud Deep Cherry.......... ......................... 1-6-pints 146 0 i?8 63 is i of what we have done, for we can truthfully : say that every day of these long years we You can go as low as four cents an inch in have conducted our business on good hones: order to close out promptly the following business principles. First, we considered : stock of brushes, They are the same char < , quality and then put a price on our goods i that we thought would be right for the con acter and quality exactly as the Neal's Carriage Paint goods, but larger in sire : ! , sumer, the retail and the wholesale dealers. 13 dozen zVL-inch brushes dozen 3 -inch brushes 0007-SWP-000128095 THOUGHTS Advantages of New Era High-Grade Pre Ph il a d e l p h ia, Pa .* Feb. 14, 1901. pared Paint over Hand-Mixed White Editor Th o u g h t s : / Lead and Oil Paint. Sending the convention number of14 Spat- Mr. Neal's letter in regard to the above tflrs " broad-cast among the trade was a ' in Th o u g h t s of February 2nd has been care- . splendid ad. for the Acme White Lead and fully looked over by me, and in my judgment Color Works. You have no idea how inter it could not be improved on. It certainly ested the trade Is on my territory. Mr. fills the bill in every particular and it is Chas. B. Stern, manager of the Columbia Which of Our Representatives Will Wear knock-down arguement on the superiority of Shade Cloth Co., of Philadelphia, was very This Hat? New Era over white lead and oil paint. much Interested, so much so in fact that f We are particularly desirous of pushing Yours very truly, C. F. M. > he sent *` Spatters" over to the head office sales of Michigan SealWhite Lead, and wish in New York City. Another customer our representatives to make an especially Ph il a d e l p h ia, Pa ., Feb. 12, 1901. called me across the street to compliment active effort in this direction. It should not Editor Th o u g h t s : j me upon the enterprise of the firm I repre be difficult to place a line of Ihe quality of our I wish to say a few words lit regard to ! sented, 1 have not gone into a customers Michigan Seal at the difference in price in Jarticle in Th o u g h t s of February 9, headed I store since they were sent out, that there favor of the goods as compared with figure '* Advantages of New Era High-Grade Pre- has not been a favorable comment upon it. demanded for standard brands upon the pared Paint over Hand-Mixed White Lead and * Keep up the good work. market. Michigan Seal as now presented Oil Paint," written by Mr. Thomas Neal. I 1 Yours truly, F. R. D. j is art -article lhat Is certain to give perfect will only take up the last part of his argument j satisfaction in every particular--working now. He says it stands to reason, Ph il ad e l p h ia, Pa ., Feb. 8. 1901. j properties, covering capacity and durability. does it not, that if a painter can spread on an Editor Th o u g h t s : | In order to secure an interesting contest average one and one-half gallons of paint : Mr. Marquis' poem on Dan's big fish has j among our representatives we offer a silk per day -and it requires fifteen gallons of caught on in good shape and is proving a good advertisement for us. 1 was told by j hat to the salesman who places the largest white lead and oil paint and only ten gallons | Mr. O. B. Heckel, publisher of Drugs, Oils quantity of the goods before March 1st, 1901. of New Era, that the expense of application i and Paints* that he saw it in the New York : and shall publish the record of sales for each will be 50 per cent, more for the white lead Sun, February 5, clipped It out and will have man in every issue of Th o u g h t s . Contest paint than for New Era." J cannotsay that it in next issue of his paper. All this comes to cctnmence Wednesday, October 31. 1900. I think the argument a good one. [f New from the fact that the Evening News pub The numbers of our representatives who do Era will cover 50 per cent, more surface ; lished it, and it has undoubtedly been largely than lead and oil paint, I think it wilt fake copied. The New York Sun mentioned our name. Yours, T. N. a painter just as long to spread ten gallorfe of ! not call upon a class of trade to whom the goocfc' can be sold are omitted for obvious reasons : yuANTirv New Era as it will tc spread fifteen galt&ns : Out General Distributors. lead and oil paint, if he spreads it property, California and especially in view of the fact thiLwe Bohan Paint Co., Colorado advise and want the painters to brush =but Humphrey-Jones Merc. Co., Los Angeles Denver a. K hl . M H C.. Dan F. K. ~ SOLD TO DATK 7200 lbs. c>>oe> llis. 6oo lbs. 4UOO lbs. 3350 lb* New Era even more than they brush out Illinois lead and oil paint. It looks to me as though Geo. E. Watson Co.. Colburn, Birks & Co., Chicago Peoria it were not a question of how much paint a man could spread a day, but how mtlch surface he can cover and do it properly.^ I would like to hear from the boys along these Indiana Johnson-Woodbridge Co., Indianapolis Iowa Sickels, Preston & Nutting Co.. Davenpurt J. W. Edgeriy & Co.. Ottumwa Hornick, Hess & More, Sioux City lines. Yours truly, F. R. D[ A. B. Whiting Paint & Glass Co., Topeka Win c h e n d e n , Ma s s ., Feb. 5, 1901, Louisiana L. N. Brunswig & Co., New Orleans Editor Th o u g h t s : Massachusetts I made a test to-day in L. F, Ball's st$re E. & F. King 8c Co., Minnesota with Monarch, B. P. S., Heath & Milligan ' C. W. Hackett Hardware Co., Boston St. Paul and New Era on a black board, and am glad Montana to say ours out-classed them all in evqry j Carder Bros.. New York Butte S. H. A.D Hoagg................................................. S. A. FI unter............................................... R. A. Ii\ 111.................................................... A R. Kelly.................................................. C ~ *' - * C. ` w. I. R. Newell................................................... S-J. Olson..................................................... G F. hilfer................................................... M.!.Reynolds............................................. <>. F. Richmond................................... ... Hermaii'Scratch ......................................... Geo. R. Smith......................... .. M. Taylor.................................................... H. P. Torrance............................................ W. H. Welch............................................... II. If..Whitaker........................................... VV.P. ^Viggiii9............................................. 600 lbs. 300 lbs. 236i} lbs. 19430 lbs. 500 lbs. 6730 lbs. 2000 lbs. 4450 lbs. 225 tbs. 700 lbs. 3773 lbs. 500 lbs. 2000 Ihs. 7000 lhs. ? 125 lhs. J400 lbs. 230 II>s. Nunes Suggested lor New Varnishes. way. This concern handles Heath & Milli- ; gan's, but l think you will see New Erapn j Buffalo Glass Co.. Buffalo Burhans & Black C>.. Syracuse Jno. L. Thompson, Sons &. Co., Troy his shelves this spring. He told me that he ] Ohio never in all his life saw a paint like New 1 I -n H & y,`. Co.. . Co.. Cleveland Cincinnati Era in every respect, working qualities, A . ; . i ,, Oklahoma City Pennsylvania covering capacity and the fineness of which Du Bots Hardware Co., Du Bols it is ground. The other brandsall mixed up Bard, Schiott & Co., - Tennessee Reading like mud . but New Era required a little more Fritts & Wleht. Chattanooga elbow grease, and he remarked " that is Van Vleet-Mansfield Drug Co., Memphis Texas the way to tell when it contains white lead." : Grelner-Kelly Drug Co.. Sherman He is going to try these few gallons that he j Huustun Drug Co.. has ordered, and if they prove the same as ' Virginia Barker-Jennings Hdwe Co., Houston Lynchburg the sample, why we will make Heath 8c Washington Milligan feel sore. Yours truly, H.C. C. Baum & Co,, j West Verginia W. H. Chapman & Sons, Spokane Wheeling Pa I-Co ............................................................... Dan Davies New Era............................................................ C. F. Elliott Neal's auth Century Spar Varnish ) Neal's aoth Century' Interior Spar ..A. E. Barron Varnish > Brilllantine...................................................H. V. Deming The New Century Finish ( ... - ... The New Era Finish I............................. W. C. Neal Neal's Transparent Enamel................. H. H. Halladav SSE-i............................................................................... S.H.Har't Badger State.................................. W. P. Wiggins Neal s Adamantine Interior Finish 1 ... 0 v ,, Neal's Adamantine Exterior Finish j *** AiT- lteiiy Pan American Varnishes > New Century Varnishes >......... R. A. Irwin Neal's Crystal Finfsh,or Varnishes J Zoo-Uk............................................................................... C.Mehlig We-Lik-lt}..................................................................R-M-a"'"** Neal's Interior Finish ) Neal's Exterior Finish >...........................T. W. Connor Neal's Japan Dryer > Neal's Satin Finish......................... ........... F. R. Doug&ll 0007 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. DETROIT, MICHIGAN, MARCH 2, 1901. No. 21 Kelly Gets The Hat. Kelly vttJi lik hat you see : He won it fair and square, lt'B "iMiwcthaeMllc." and U lie-- Thej nuke is luuilsumc p'u. .. _ ` Twenty-one thousand, five hundred and forty-eight pounds of Michigan Seal Lead is the record that brings Mr. Kelly and the plug hat "in touch." Those of you who have listened to the modulated tones of the suave Mr. Kelly when, amidst the breathless silence cf a spellbound audience, he has gently, but firmly, pressedhome the point of some well turned argument; those of you who have heard his voice ring out in stirring rhetoric that would arouse the enthusiasm Of tbe umtipi ifesfet. Who 10 s"Otytisilntanccs liatli sa<l: I never bc'icvccl a single thin? Until Kvlly s u b? his little sin?: these of you who have watched the graceful gestures that emphasized the flight of fancy that led our thoughts i'rom snn-kissi shores of Caiifnrn To stunu-ttsicd coast tvhcz the sun is Horn; I><* !'. lialmy waters at thf Xatiur's tlvt T tV'i.-.t ftecic for-IttcVt Iwat. and those of you who have stood up against his seductive smile and winning ways, fully realise (hat *Th.i ways that win ; the arts that plt-iis-L" as practiced by our own Kelly are much too many for the ordinary dealer to withstand and will recognize the secret of success " in the competition that has Just closed. New .Leaves for Catalogues* 1 had no trouble whatever in putting .new leaves in. The trade think, the idea a fine one. Very truly, I. D. W, About a year ago Mr. Frank Dougall and the writer were walking along the streets of Ben Is "With Us Again* New York, we noticed an ice wagon newly painted--yellow gear and light upper parls. During the conversation that followed the thought was developed, why would it not be a good idea to get out a little booklet sug gesting to new salesmen the lines of trade that could be canvassed and business developed? Many large enterprises employ a corps of painters and buy their material and re-paint or re-varnish their utensils. Are we looking after all this trade? Hotels are large users of our materials, especially enamels. Could we not get a firm grip on j MR. BENSON E. BROWN this trade if our salesmen made a little more i i Our representatives will all be glad to of an effort? You are in the hotels every \ welcome the. return of " Ben " to the "Acme day. Why would it not be a good idea for ; Family." He will act in the capacity, of a each of our men to send in some suggestions along this line .to publish in Th o u g h ^ and ! general man to the railroadand other'special be eventually compiled as useful and ihslruc- t bnesrof-trade, co-operating particularly: with live information. Let us hear a little from our representatives in adding to the railroad each and every salesman on the subject. ! business, by working with them, and also in You all must have ideas, but it is really ! the development of new lines of goods. astonishing how seldom we see a contribu Ben has had a practical experience in mak- tion from our representatives to Th o u g h t s . i ing, using and selling goods for the railroad T. N. j trade that makes his assistance particularly Regarding analyses of other brands of valuable. He says he does not want to *' talk paint. AH our men having responded with j before all the boys " at our next convention, Ksis, we have assigned to a few of our men i and we trust, therefore, you will all bring up the task of securing samples. We have I questions which, to be answered properly, concluded to analyze outside white this time will demand a special address at that time, instead of a tint. It will require some weeks to finish the work after all samples are in. The men assigned the task of securing samples must, whenever possible, weigh and and In the meantime do not forget that "Brownie's" advice and assistance are always " on tap." measure a gallon can. We cannot proceed with the work until we have that information. Stands of Color Plates. In order to helpusout we want all our men to 1 fully agree with Mr. Richmond in weigh and measure a gallon can of every i regards our having them for the good class brand of white paint they come across, * of painters who push New Era. However, I note it down in their note book, then if we would suggest putting them on stiff paper in make an inquiry through the columns of ! cases, sc they won't be so easily destroyed Th o u g h t s for information it can be answered from constant handling. quickly. Yours truly, W. G. N. 1 agree with Mr. Kelly's suggestion, to drop one of the light shades on your New I agree with 0. F. R. in regard to stand Era High-Grade Prepared Paint sample cards and add No. 23 in its place. I would l of color plates. They arc a great advertise go further, and would suggest your dropping ment for us with the painters. 1 hope ycu Nos. 51 and 3 and add No. 2o There are too many light shades. and 24. : will continue to put them out. Yours truly, A. E. B. ; Yours truly, 1. D W. 0007-SWP-000128097 THOUGHTS The Idea is All Right, Even if Not Odds and Ends. Out General Distributors. Expressed Very Elegantly. Beg tc suggest the following list of notor ious characters on whom pressure should he brought to bear to induce them to contribute to our library. Nothing less than copyright ed editions acceptable. FROM "THE ROGUE'SS GALLERY. VVm. L. Davies H. 1'tilleT A. S. Hour'll Win. Joy. Frank. i>on>ra'I Wilt Neal 1'. W. Connor S. H. Hurt I f. <\ Cater A I). llnay* R. A. It vln A K.McCaulcv i. R. Newell C. y Puller O. F. Kivlmioml Cun. R. Smith H. F. Torra>ire II. F. Whisker H. N. Turner R. S. Frown F. R. Sangsier Rov H. Foster Prank U'tdstferbirr Thomas Neal Frank Neal A. M, Woodward C.. A. Simon Dan Davies A. It. Barron W. H. (Limor R. M. Btilings C. F. Kllinlt S. A. Hunter A R. Keliv C. Mehtig S. ]. ONon M.Reyr^iUls Hennan Scratch M Tavlnr W. II.'Welch W. 1*. Wljrtins 11. V. Dcming R. E. Brmvn \V V Detain Bert Neal A. S. D. Of Coarse It Helps. r guess a little of this kind of advertising will help. W. P- W. The Jtcacon acknowledges a very pleas ant call, iudeeil, from Mr. \V. P. Wiggins, representing the Anne While head ami Coloi Works. Detroit. Mich. This is one of the leading paint establishments of the country, and mnnnfacture only Mgh-grnde aud first-class goods. A. L. Morgan & Co. We would like the following " Odds and California Bohan Paint Cu., Los Angeles Ends " disposed of quickly. Sell the entire Colorado | Humphrey-Jones Merc. Cn.. lot, cr part of the goods, at from 10 to : Illinois Denver 20 per cent, better than jobbing prices, if Geo. E. Watson Co., Colburn, Birks & Co., Chicago Peoria necessary. Be careful to explain that price Indiana is f, o. b. Detroit, and make terms cash on Johnson-Woodbridge Co., Iowa Indianapolis delivery, if possible, and certainly not better ihan 30 days, net. Slckels, Preston & Nutting Co.,. Davenport J.W. Edgerly&Co., Ottumwa Homick, Hess & More, Sioux City The lines represented have been discon Kansas A. B. Whiting Palm & Glass Co,.Topeka tinued and we wish to close them out at Louisiana L.. N. Brunswig & Co., once.: Massachusetts New Orleans Wal-Kleuii......'................................H dozen Renovene................................................... 27 " 'Cycle Oil............... $ 7-12 Alpha Gold Paint.............................. .. .20 " E. & F. King & Co., Minnesota C. W. Hackett Hardware Co.. Montana Carder Bros., Boston St. Paul Butte Liquid Glue................................................. 3 6-12 ' New York WO'JD RIM. VARNISH STAINS- Buffalo Grass Co,, Buffalo ?{ pirns Bog Moss................................ 247 j-6-plnts : 8urhans 61 Black Co.. Jno. L. Tliumpson. Sons Sc Co. Ohio Syracuse Troy Cherry.................................................. 50 cB' Lnew FUtei 0. Co., Cleveland Oak..................................................... 240 Walnut.................................... 2yt Deep Cherry...................................... n8 Steln-Voge I' Co., 6$ Alexander I . 35 Pennsylvania Du Bois HaidwareCo., Cincinnati Oklahoma City Du Bois Bard, Scblott & Co.. Heading Tennessee You can go as low as Four cents an inch in Fritts & Wielil. Chattanooga order to close out promptly the following Van Vleet-Mansfield Drug Co.. Memphis Texas stock of brushes. They are the same char Grelner-Ketly Drug Co., Houston Drug Co., acter ar.d quality exactly as the Neal's ; Virginia Sherman Houston Carriage Paint goods, but larger in size: Barker-Jennlngs Hdwe Co., Washington Lynchburg n dozer, a^-inch brushes Baum & Co.. Spokane x"5 dozer 3 -hich brushes Went Virginia W. H. Chapman & Sons, Wheeling will tell von all about it. Call and talk pant with them. Mr. Wiggins is to be congratulated on Dil l o n , Mo n t ., Jan. 24, 1901. 1 had the fight of my life making that sale Names Suggested for New Varnishes. carrying out a bright idea. It will pay all our representatives to do likewise. Many merchants upon whom they call have stand ing arrangements covering newspaper space, and would tike their names to appear In to Riddell St McGUuflin, the Butte Paint and Wall Paper Co., of Butte, Mont. There were a half a dozen of us after the order. The Minnesota Linseed Oil ar.d Paint Co , FM'* a ~an Davies F. Elliott Nea Neal's aeth Century Interior Spar l ..A. E. Barton Varnish J Brilliantme ................................................ H V. D.mln. The New Century Finish j , The New Em Finish \...........................W. C. Neal connection with such a notice. The news T. L. Blood & Co., Lincoln Paint and Color Neal's Transparent Enamel.................. H. H. Haltaday Orient > cut. paper man is always willing to oblige ihosfc Co., Forman, Ford dt Co., F, W. Devoe & B:tdeer State.............................................W. P. Wiggins who oblige him. It can be worked easily. Co., and others. They offered me the order NcfiFs Adamantine Interior Finish 1 ,, Neal's Adamantine Exterior Finish j **'A"* K. Kelly Try it. twice at $1.40 for High-Grade in l's, staling i Pan American Varnishes ) New Century Varnishes [.........R. A. Irwin they could buy at that price and less from I Neal's Crystal Finish,01 Varnishes ) The Vote oft Adding a Line of High- j any of the others, but I told them we were | Zoo-Lak......................................... ..................C. Meh% Priced Floor Paint* I r.ot regulating our prices or our quality by VVVLik-It j............................................... R- M. Billings Neal's Interior Finish > In response to bulletin No. 20, issued Jan any of our competitor?, that we had the Neal's Exterior Finish >..........................T. W. Connor Neal's Japan Dryer > uary 18. responses in favor and against the goods, and we knew it, that our paint repre NeaVs Satin Finish...................................F. R. DouralJ proposition have been received as indicated Neal's Spar > sented better value for the money than any i Neal's Brilliantine ( u, below. This seitlesihe matter definitely, and j of the ethers. Finally they gave me the order ! Ne.ll S Surfacer f.............................. H. V, Demine Neal's Japan Dryer J we have concluded not to add the line: at my price, $1.50. j Sta-Tbere,................. .............................. H. F, Whitaker Neal's Acme Rnish Exterior / ... ,, - Barren................ Vcs Hillings............... Caier.............. Neat............ No Newell .... No Olson.......... So No No Respectfully, A. R. K. Neal's Acme Finish Interior j............. \ " Connor Dayirs............... N<> Dougall, F. R... No Elliott................. No HalLuliU'......... No Hart .................. No Hoag#............... Yes Irvin ................... No Kttv................... N<: MuCnwIey........... No replv .\s yet, areit ough Pulfcr........... Reynolds.. ..Yes Richmond . .Scratch.... Smith.......... Tat lor........ Torrance... Whitaker... Wiggins ... ...................... . Yes Welch........ No No So No No No No No f was very glad to see in last edition of . It is my opinion, judging by the remarks I Th o u g h t s that one of our representatives have heard and the compliments 1 have got brought up the matter of having theold style stand of colorplates, as wellasthepanorama, concerning our convention edition of Spat t er s that it has been one of the best ads. we ever had. Yours truly, C. F. E. kept up, and I can assure you it will pay one P. S.--Would like to know if the other forgetfulness, or for some reason we cannot timlcisuud. hundred fold in my territory. Yours truly, C. F. E. boys have heard any flattering remarks about same. 0007-SWP- Thoughts ____ PUBLISHED WEEKLY KY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, MARCH 9, 1901. NO. 22 Guaranteeing the Covering Capacity of New Era. as a Condition of Sale. One of our representatives recently made the mistake of guaranteeing that a specified number of gallons of New Era would be The Record Bass* The following verses, appearing in Feb. issue of " Drugs, Oils and Paints," of Phila delphia, are offered by G. B Heckel, editor of that publication, as a further commentary on Dan's ability as a fisherman. After Dan proper allowance for the difference in shades, we might be able to take a more definite position as regards covering capacity, but under existing circumstances, we must confine statements in this connection to sufficient for a building, basing his calcula tion on 250 square feet to the gallon--two coa:s. The principle of guaranteeing covering capaciiy is wrong. The goods are made uniform in quality, consistency and measure and at first thought it might not seem incon sistent to agree to deliver pores over the encyclopedia for a week or two he may be able to realize the low estimate at which his ability is held, and the high esti mate accorded him asatellercf '"fish tales." Ye sportsmen of two continents, Come hearken to this tale. As told by Jean le Babblllard, How Davies caught the whale. Though Jear. forsooth, too lightly guiled. Sets down the thing a bass. positive claims that New Era will cover as much surface as is possible for paint to cover. New Era In Comparison with Lead and Oil. We wish other of our representatives would express themselves about this matter promptly. "We want the facts in the case before we issue a circular that we hope will the limit of covering ca pacity with every gallon. be ol great assistance in placing the Hew Era. You must remember, # however, that the limit of covering capacity stated The Discontinuation of Second-Grade and l> Special Label " Goods. By this we mean every brand that we have pul up in the past, either 1 ` 1 think that we. should figure that a painter can apply a gallon oi New Era in our literature applies jk under the name of Adamant, Pembroke, Wayne or Bristol, and enumer- & in the same number of when the goods are used & ted as follows: SJ hours that he would apply under the most favorable ^ circumstances, and ac- $ cords with the custom of & our competitors in put ting their best foot for Ada.mant Prepared Paint, Vayne 'Cycle Enamel, Bristol Liquid Wood Filler, "Wayne Stove Pipe Black Enamel, Pembroke Oil Colors, Wayne Varnish Stains, Wayne Family Paint, Wayne Furnilare Polish, Wayne Enamel, Wayne Coach and Carriage Va.r--nWisia.hdyen-s-ea-Vn- adJ rJ*na.i.sp..ha..n.Cs,o/s Varnishes, 2 any other paint, not exw cepttng white lead and oil. $ If the time in mixing up # the lead and oil is taken w into consideration, he ward." We know that our goods will cover as much surface as it is possible for paint to cov er, and that no other paint can excel it inthis or any other respect. We can not, however, agree that every gallon we ship will do just so much, and r.o more, or no less. Follow ing are some of the reasons: 1--The dirker shades hav ing the ndvantnge in opacity will `cover up'* with less material, and cunseouewly go further thnr light shades. 2--Condition of the surface, as you oil know. Isa factor that affects covering capacity, and rio two surfaces are exactly alike. and the entire line of "Bristol " goods heretofore offered for. the 5 and 10 cent store trade, "Special Label" goods mean more labor, time and worry, and less profit or M glory" to the dollar's worth of business than any other class of trade we have* We have had all we want of it. <We shall absolutely refuse to fill orders for above classes of goods secured from trade that have not been sold before* We shall not refuse to ship goods to old customers until our present stock is exhausted or contracts are filled* We want to get out of this kind of business just as promptly as possible*) We don't propose to do a single dollar's worth of the above kind of business after the present year, and wish every representative to help us close it out promptly. The above remarks do not apply to goods named "Adamant ** or " Wayne " and bearing our name on label, such as Adamant Bam and Roof Paint or Wayne Liquid Wood Filler. We repeat herewith Bulletin No. 53. in order <0 emphasize our position regarding secondgrade and special label goods. We can devote our time, energy and facilities to much better purpose than in competing for cut-rate business lit goods that do not bear our name oradd profit or prestige to our account. {p probably could get over $ the 900 feet with New Era w while he was mixing and vP getting over 600 feet with ^ lead and oil. I fell my * customers that four gal% Ions New Era and one gallon linseed oil will cover 1750 feet two coats. f 4. gal. paint at $t.7^.... 57 00 w 1 gal. oil.......................... 75 $ Total............................. $7 75 100 !b. ke white lead.. $7 00 4 gal. oi) at 75c........ total.............................j o 00 This will cover 1400 feet, two coats. Difference in cost $2.25 in favor New Era. Difference in cover ing capacity 350 feet, two coats, in favor New Era." j--The temperature affects c. overing c__arp_a.city. Paint will go further in warm weather than In cold. 4--The manner hi which it is applied. Painters vary in this particular some daubing it on in thick heavy coats, and Olliers brushing it out carefully. The above are some of the reasons why , covering capacity cannot be guaranteed, If ; we could insist (hat the surface must be in j the proper condition; that the Temperature 1 must be just right; that the painter must j spread the goods properly, and then make j CONTINUED IN Tt I !JU> CD1I! MX. | The evidence Is here complete-- Jean proves himself an ass. And Davies, though he's up in paint-- Barytes, lead and zinc-- Is shy on icthyology. If lie would have us think A tnic.rftptftnis dolomieu Could kick up such a fuss-- Behemoth--whale--leviathan-- Sure it was this or wuss. The only irue fresh water whale-- (The Kraken of Ihe West), Has now Been landed ; here we pause And let Jean tell the rest. The volume of our business in February. 19C0, was the largest it had ever been up to that time. This year we expected, on account of the extreme cold weather prevail ing nearly alt over the country, and the fact our prices rule higher than last year, that our volume would probably not exceed last year, but it did nevertheless just jo per cent. Who says you can't sell good paints at fair prices ? 0007-SWP-000128099 THOUGHTS Here h Something: Vou C&n Use* He Can--Like Kelly Can. We have three separate records of exami nations made by three competent individuals to determine the exact weight of lead con tained in 100 pounds of keg lead of the several small sizes as follows : 8, i2:/; pound kegs.............. No. i No. 2 No. 3 84 -- t 't -U .............. 90 95 Q7'A Of these three observers. No. 2 actually weighed the contents of the required number of packages, scraping the kegs clean, and Alf. R. Kelly it our friend, he was here some months ago ; You bet he is a live one. there are few things he doesn't know. fiecan sell New Era High-Grade as good as anyone, And in selling Michigan Seal, all dubs are we, but on*.. But une thing always bothers me, when L his prestige claim. Some other salesman will tell me that he can do just the same, Or else he`l! point to Sherwln-Williams and say they have a man Who can jolly a good customer.and sell paint like Kelly can. He can--like Kelly can ; he can--like Kelly can, And then l look at him and say. He cnn--like Kelly can. including the useless 'lead hardened by Next year at the convention, when we are gathered as absorption of the oil, from contact with the of yore, It'll make us feel like " thirty cents " when Kelly takes wood. the floor Using the complete figures of No. 2 whose : And twirls the silk hat round and round, and tells how he won it. us results may be checked up by those who Then it will sound so easy, we'll all think we should have done it. choose to do so, we have lead selling, not at But he'll tell us a good joke, and a few jollies he will throw. the published price of 7% cents per pound, Which will make our buys all laugh, perhaps, an hour let us say for example, but as follows : or so : But after he has finished some chump of a man 8, v/x% pound kegs............fy o or8c pounds at fg 38 Will say, 'why, 1 can win a hat the same as Kelly *,33 " " 7 to " 84 ** 8 93j con." 2, 50 " " 1, 100 " " 7 30 " go 7 eo "* Q5 " " 8 33 7 90 He can--like Kelly can; he can--like Kelly can. I've only one thing more to say, It is a matter worth investigation and cor He can--like H--II he can. F. R. D. rection, and the prepared pain: manufactur ers, if they did but realize it. have in this patent fact an argument of great advertising value; namely, that a gallon of prepared paint is all paint while a lOD-weighl of lead is so many pounds of paint plus anywhere from 5 to 20 per cent, of unavailable wood. --Drugs, Oils and Paints, of Philadel phia, from February issue. Odds and Ends. We would like the following " Odds and Ends " disposed of quickly. Sell the entire )ol. or part of the goods, at from 10 to 20 per cent, better than jobbing prices, if necessary. Be careful to explain that price is f. o. b. Detroit, and make terms cash on delivery, if possible, and certainly not better than 30 days, net. A Sample of Carelessness That We Can t The lines represented have been discon Not Tolerate. > tinued and we wish to close them out at Below you will note copy of communica once.; tion that we have been obliged to write to one of our representatives. The facts as stated in same are fully explanatory. We cannot comprehend how a man can go on failing Wal-Klean........... Renovere ............ 'Cvcle Oil ........... Alplvt Gold Paint. I iquid Glue........ . . dozen .27 " ? Z-12 .20 " to receive his mail regularly and never so WOOD RIM VARNISH STAINS. much as inquire why he does not get it, or fail to adopt such measures as to insure its safe and prompt delivery : Mall just received from------------ is the fifth !ol that has come back to us since you started out. which means that practically all your mall, or at least one-half of it. Has been returned. There ts absolutely no excuse For carelessness of this kind. It Is an old failing of yours, ard we talked the matter over with you personally when at the convention, and you promised to see that the rrautle would rut exist In the future. You seem to be utterly indifferent as to whether you get your mail or not. N-sver ask why you did not receive it and make no comment when we forward letters that have been returned. In this way you are not only liable to he delayed in receiving important information, bulle tins* etc., but miss them aitogether.as we do not know nbsoluely that all the mail that we sent out has been received.as possibly all postmasters are not as care ful as those who have returned your moil, and a num ber of our letters may be still waiting to be delivered at various points Ir your territory. What puzzles us is that you never complain on the score of not recelv tng your expense money, and If you receive this why in the world don't you get the balance of your mail i The letters just returned from -------- left here or, the 23rd. >ou werr due at that point 011 the 27th, and it haJ ample time to reach you. In future when you write a mail point for any specified date please see Itiat you a> e there lo ge'i y<rur mail, ami -when vem do get it notify us fo that effect. Bog Moss. Cherrv.......... Oak .'............ Walnut........ Deep Cherry. M -pints 247 SO . 240 . 291 r-6-pints tab 58 178 *>i 35 You can go as low as four cents an inch in order to close out promptly the following stock of brushes. They are the same char acter and quality exactly as the Neal's Carriage Paint goods, but larger in size: tr dozen 214 inch brushes is dozen 3 -inch brushes If each of our representatives would make up his mind to dispose of even a small part of above stock, It would soon disappear. We thought it would be sold before this time, especially as you can exercise consid erable latitude in the matter of price. We fear it has been side-tracked. What will the next week develop ? New Era High-Grade Orders. We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week. It is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, in addition to direct business, will include those transferred to jobbers and dis tributors.. Orders not approved for credit wUJ not be included: A. E. Barron ... R. M. Billings. . B. E. Brown........ R. 5. Brovm .... H. C. Cater........ T. W. Connor... W. H. Connor... Dan Davies ...... Wm P. Deegan. H V. Deming... F. R. Dougall... C. F. Elliott........ Roy H. Foster .. H. H. Haltadav.. S. H. Hart A. D. Hoagg........ S. A. Hunter. .. R. A. Irvin........... A. R. Kelly........... A E. Kent............. C. F. McCauley . C. MehHg............ W.C Neal.......... J. R. Newell........ S J. Olson........ C. F. Pulfer........ M. J. Reynolds .. 0. F. Richmond. F. B. Sangster .. H. Scratch.......... G. R. Smith..... M. Tavlor......... H. P. Torrance .. H. N. Turner..,. W. H. Welch.... H. F. Whitaker.. W. P. Wiggins.. 1. D. Wilson .... Forwevk Total coding ionic March.';. Marchi 3 Names Suggested For New Varnishes* Pal-Cu.............................................. ..............Dan Davies New Era................... ;......................................C. F. Elliott Neal's eoth Century Spar Varnish 1 Neal's aoth Century Interior Spar >. .A. t. Barron Varnish > Brllllantine........................... -- H. V. Deming The New Century Finish i The New Era Finish s ............W. C. Neal Neal's Transparent Enamel ... .H. H. Halladay Orient f More I................................. .............. S. H. Hart Badger Stale...................................... . -W. P. Wiggins Neal's Adamantine Interior Finish Neal's Adamantine Exterior Finish i " . .AJf. R. Kelly Pan American Varnishes ) New Century Varnishes >.........R. A. Irwin Neal's Crystal Finish, nr Varnishes ; Zoo-Lak. ____C. Mehllg Leo ) We-Lik-It) R.M. Billings Neal's Interior Finish ; Neal's Exterior Finish > . Neal's Japan Dryer ) . ..T. W. Connor Neal's Satin Finish, ...F. R. Dougall Neal's Spar 1 Neal's Briliiantine 1 Neal's Surfacer f Neal's Japan Dryer J . H. V. Deming Sta-Theie..................... .H. F. Whitaker Neat's Acme Finish Exterior J Neai's Acme Finish Interior )'*" .. VV. H. Connor Davies' Exterior Spar Varnish Davies' Interior Spar Varnish Davies' No. 1 Interior Spar Finish ... A. D. Hoagg 0007-SWP-000128100 Thoughts PUBLISHED WEEKLY BY THE. ACME WHITE LEAD AMD COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, MARCH 16. 1901. No. 2$ Bulletin No. 53. should not make a concession of more than The Price to Consumers. Your move in regard lo " the discontinua j 10 per cent, better than the regular figure, Competition, though much lauded and in tion of second-grade and ` speciallabel' goods" and then they must buy in sufficient quantity some respects beneficial, is chargeable with is a good one and am quite certain you are : to warrant same. certajn. abuses that have crept into all lines making no mistake. In my territory I don't believe l have sold a $100 worth of second grade goods since Iasi August. I think the majority of the boys think about the same of these second-grade goods. H. F. W. Kelly and His Hat--Brown and His Return* Here's to the man who won the hat. And won It with so much real. Pan of it's due to his sterling worth And part to Michigan Seal. Enamels for Street Railways. And here's to the house who offered the hat As a prl2e to increase their sale. In two or three cities on this trip I have And here's to the " hunch " who lost the prize. May they know no such word as fall. called on this trade, but have been just too Here's to the return of the prodigal son, late to catch their orders for summer cars 1 ! With a " rep " that entitles him place. May his fortune be great, and his stay as long and too early for winter business following. As the smile which adorns Ws face. --A Wo u l d -Be . Have su ggesled the use of enamel on the inside and outside of the dashes or ends and j We don't think that a representative who seemed to interest the people, when it was ; writes poetry like the above should hide his shown that enamels saved the finishing coat j light under a bushel. We would-be delighted of varnish, which always costs more lhan j to have further contributions. of industry. One of these unfortunate con sequences is the degredatlon of products. It Is generally contended that competition tends to lower prices, while monopoly tends to raise them ; yet it takes little reflection to convince one that competition must always be more expensive than monopoly, and if prices rise on account of consolidation of competitors, the rise is chargeable to greed alone, For example, the Standard Oil Com pany. which if not in absolute control of the petroleum oil business, at least dominates it. has found it profitable continually to reduce the price of Lis products with the growth of Us opportunities, while the increased com petition in the white lead business can that of our enamel. They want something Librarian* as cheap as possible and don't expect too What book or books do you desire me to much of it, as (he cashes get severe wear : contribute ? H. V, D. scarcely .be said to have acted in the same direction. It being admitted that competition, what from banging around, and our colored ! This is what our librarian likes. A few ever may be its value and benefits, is enamel will fill the bill / know. If they { up-to-date volumes of fiction will da very expensive, there is only one avenue along want to stripe, our gloss striping colors would 1 nicely, thank you. which it may work to lower prices, and that work satisfactorily over the enamel and no is the avenue of sophistication and degrada finishing varnish necessary. Perhaps this . Some Uses for Nal*s Aluminum Enamel* tion of products. The paint trade affords a suggestion in Th o u g h t s will help the beys to i These goods are commencing lo be used secure business in this line. H. N. T. extensively on iron work, radiators, pipes, ! fancy iron work around elevators, especially Selling Department Store Trade. in hotels, apartment houses, etc. It can The fact that we arc not now offering new ! also be used to great advantage for store trade goods under any but our own labal fronts, and will make a novel, attractive and may make It more difficult to sell the depart durable finish for such purpose. Better sell ment store trade, as the matter of price ! the goods toyour customers for this purpose. seems to be the chief consideration with this They may not have thought of it. striking exemplification of thistruism. Paint makers wish to manufacture only the best grades of products, and they know perfectly well how to make them, but competition has gradually forced all but a few of them into the compounding of two or three inferior grades, which are sold side by side with their best qualities to the injury of the latter and to the detriment of the entire trade. class of customers, and our regular brands That is the whole secret of the carefully cannot be sold at figures that will, in all exploited prejudice against ready-mixed and cases, be acceptable to them. Our represen tatives must consider before offering goods to this trade whether our established business with the regular trade will be jeopardized by * Notice. We must request our "patent" paints. The only logical paint t and the only generally satisfactory form for w paint is this very " ready-mixed " type. In f no other form yet devised can paint be made doing so. There are some places, particu | representatives to drs- | so uniform, so uniformly good and so decid larly the large cities, where it will do us no harm whatever to offer our regular brands to $ continue addressing X edly economical; but unfortunately there is also no form in which paint can be made to the department stores, but at some cf the | mail personally to offi- | comprise so much that is bad. smaller places the regular dealers might discontinue handling our goods if we sold to cers or employes when An effort partly successful has recently been making to advance the price of high J-department stares. Department stores m'tsi not be made jobbing prices. They jj( it relates to the company's business. $ ;l grade paints by agreement among the grind $ ers. But the first drop in Unseed oil acted to "suspend" the understanding; "temporar should be sold at regular prices whenever it ily," indeed, but sufficiently long to affect is possible to do so, and at the very best we ee3ceee' the entire year's husiness. 0007-SWP-000128101 2 THOUGHTS March *6, t q o j . With a sincere desire to aid the grinders in j of ready-mixed paints at $1.75, and thus their efforts to secure prices that will enable : make it possible to leave a fair margin for them to market at a profit their best brands, : both themselves and the dealer, despite the we ask, with all deference, whether they ever recurrent fluctuations of component materials. This course would settle the have not been attacking the problem of question of emulsion paints once for all. and price from the wrong end ; whether it would would bring good ready-mixed paints to the not be wise to establish first a reasonable prominence that they really deserve in the retail price to the consumer, and thus afford justification for advance to the dealer. Furthermore, should not this retail price be fixed at $1.75 per gallon? Let us examine two paint formulas and see what it costs to make and market them. Our figures are merely suggestive of a line of calculation that seems to us advisable to be made in every paint factory, and arepuvposely approximate rather than exact. Let us take first a formula calling for equal weights ol zinc oxide and white lead. Such a paint will weigh about 16 pounds to the gallon, of which 66 per cent, will be pig ment and 34 per cent, liquid medium ; thus: public favor. A.t $1.75 or at $2 they are far more economical and satisfactory for the consumer than straight lead and oil, and a card could easily be gotten up demonstrating this fact. Nor would the corroders suffer ; for it is well known to them that while many cf the better grades of prepared paint do con tain lead In generous proportion, when it comes to the poorer qualities lead is conspi cuous by its absence and linseed oil by its adjuvants. Because lead alone does not make an en tirely satisfactory paint is no good reason why U Is not a useful ingredient of paint, and most ready-mixed paint manufacturers now frankly advertise their best grades as made 3) pounds while leadat c..................Ji 65 ' zinc oxide at *J4c,............ 1 30 30 '* linseed oil, $65$c. per gal. 2 35 ot pure lead, pure zinc, pure oil, and driers. The course we have indicated would be a " drier and turps, at io c . .. 40 i beneficial alike to the consumer the grinder, the dealer, the corrcder, the zinc oxid mak- $5 66 ] er, and the crusher.--Drugs, Gits and The material costs 5% cents a pound. To : Paints, Philadelphia, February, iq o i. this we must add the cost of package and case; the cost of making, in which we shall include labor, office expenses, management, taxes, interest, insurance, losses, deterior New Era High-Grade Orders* We shall hereafter record in Th o u g h t s the ation, etc.; and finally we have the cost of | number of orders for New Era received from selling, on which Item there is a great dis ! each of our representatives every week. It crepancy of opinion, but which, if the salt cf | is a record we assume that all will be inter- paint alone be considered, cannot be less | ested in watching. Quantity will net be than 16 cents per gallon. If any grinder doubts these figures, let him ascertain the j stated, simply the number of orders received, cost of his sample cards and their disiribu- j which, in addition to direct business, will tior. alone during the past year, and divide it Include those transferred to jobbers and dis- into the number of gallons sold. j tributors. Orders not approved for credit We have then as the cost of our gallon of j will not be included : paint, 16 pounds at S% cents.-- To, week Material....................... ......................... So 91 Making......................................... . 16 Package and oxe....................... 1? Setting.................................................... 16 ending March 14. A. E. Barron .................................... R. M. Billings. ............................... . H. C. Cater........................... ............ 5 3 4 *1 43 Dan Davies......................................... Wra. P *\.y How can a gallon of such paint be sold at F. R. : . 3 $1.25 to $1.35? . C. F. 1 Roy H. Foster..................................... Consider another formula containing 60 S. H. Hart........................................... 0 per cent, of zinc to 40 per cent, of barytesIn this the pigment will comprise 60 per A. D. Hoagg............................. ......... S. A. Hunter........ .............................. R. A. Irvin.......................................... o 1 cent, and the vehicle 40 percent, of the total A. R. Kelly........................................... 5 weight, which will be about 13 pounds to the C. F. McCauley............................ .. C. Mehlig............................................ ^ 6 gallon. We have then: 36 pounds zinc oxide at i ' hC..............Ji 50 24 " barytes at ic...................... 34 35 " linseed oil........................... ? 63 s, ' drier and turps ............... so W. C. Neal.......................................... ! J. R. Newell....................................... S. .1. Olson........................................ . C. F. Pulfer........................................ ! M. J. Reynolds................................ 1 O. F. Richmond................................ 1 1 2 S* 87 i F. B. Sangster.................................. 9 ! H. Scratch.......................................... 5 Thirteen pounds, or one gallon of this paint will cost: G. R. Smith................................ . H. P. Torrance - ................................ W. H. Welch...................................... 2 2 Material.................................................. 6* M* , 16 H. F. Whitaker................................... 3 W. P. Wiggins................................... .. case............................... 13 ......................................... *6 I. D. Wilson........................................ a Total sirtcr March t. $t 09 Even this paint cannot be sold satisfactori ly at $1 35. Nowit does seem to us possible for the manufacturers to begin at the other end by 1 congratulate Mr. Kelly on being the suc cessful winner of the plug hat. There arn't ar.y of our representatives that 1 would rather see have the prize than Mr. Kelly. I hope he will wear it at our next convention that we educating consumers to the actual cheapness may see how he looks in a silk hat. C. M. Stock of Stands on Hand. Rapid Seller.............................................. 85 Bristol ..................................................... 150 SAl.KS TO HAIR H. P. Torrance............ H. F. Whitaker........... A. D. Hoagg................ K. : Hiisli-l Our General Distributors* California Bohan Paint Co., Los Angeles Colorado Humphrey Jones More. Co., Denver Illinois Geo. E. Watson Co.. Colburn, Blrks &. Co., Chicago Peoria Indiana Johnson-Woodbridge Co., Indianapolis Iowa Slckels, Preston & Nutting Co.. Davenport J. W. Edgcrly & Co., Ottumwa Hornick. Hess He More. Sioux City Kansas A. B. Whiting Paint & Glass Co., Topeka Louisiana L. N. Brunswig & Co., New Orleans Massachusetts E. & F. King & Co.. Boston Minnesota C. W. Hnckett Hardware Co., St. Paul Montana Carder Bros., Butte New York Buffalo Glass Co.. Buffalo . Burhans & Black Co., Syracuse Jno. L. Thompson. Sons & Co.. Troy Ohio LoewFlltei.v '-V. <_o.. Cleveland Stein-Vcg . I* . Co,, Cincinnati Alexander . Oklahoma City Pennsylvania Du Bois Hardware Co.. Du Bois Bard, Schlutt 6l Co ., Tennessee Redding Fritts & Wlehl. Chattanooga Van Vleet-Mansfietd Drug Co.. Memphis Texas Grdner-Kelly Drug Co.. Sherman Houston Drug Co., Houston Virginia Barker-Jennings He!we Co.. Lynchburg Washington Baum & Co,, Spukane West Virginia W..H. Chapman & Sons. Wheeling Names Suggested lor New Varnishes* PaFCn............................................................. Dan Davies New Era........................................................... C. F. Elliott Neal's aoth Century Spar Varnish ) Neal's ?oth Century Interior SpnrS ..A. F. Rnrron Varnish > BriUlai^tire ...................................................H. V. Demlng The New Century Finish I ... , The Era Finish (............* Cl NeaI Neal's Transparent Enamel............... H. H. Halladav Orient) c u lx . Badger State......................................... W. P. Wiggins Neal's Adamantine Interior Finish / ^ v.x, NeaVs Adamantine Exterior Finish \ A`f* Kel1* Pan American Varnishes l New Centurv Varnishes >...........R. A. Irwin Neal's Crystal Finish, or Varnishes ) Zoo-Lak............................................................C. Mehlig jWe-Uk-lt ................................................................. W. M.Billings Neal's Interior Finish ) Neal's Exterior Finish >.......................... T. W. C-nnor Neal's Japan Dryer ) Neal's Satin Finish......................................................F. R.Dougall Neal's Spar ) Neal's Brillfnnline 1 u .. Neal's Surfdcer >.............................H- V* Oeminp Neal's Japan Dryer J Sta-There..................................................H. F. Whitaker Neal's Acme Finish Exterior l u Neal's Acme Finish Interior \..............W- H- Connor Davies' Exterior Spar Varnish ) Davies' Interior Spar Varnish > ... A. D. Hoagg Davies' No. i Interior Spar Finish ; Acme................................................................. C. F. Pulfer Neal's Superior Finish ) Neal's New Era Varnish >................. Herman Scratch Neal's Mirror Finish ) M`. PI (Master Painters) Exterior Finish > M. P. ** ' " P Interior Finish > H.N.Turner ( N------*. V. \ . . W. C. Neat F. Whitaker j | 1 1 / 0007-SWP-000128102 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, MARCH 23, 1901. NO. 24 G -V- We Wish All Jobbers Were as Careful and metal racks, the counter panorama, framed Prefer To Not Have It. Conscientious as This House. sample cards, and agency metal signs are Orders from some of the representatives Following is a copy of a communication very expensive advertising matter, and continually call for such jobbing goods as sent by Messrs. J. W. EdgerJy & Co., of should not be distributed promiscuously brushes, sand paper, rubbing brick, etc. Ottumwa. Iowa, to their representatives. It is explanatory, and you will note by same the careful instructions they have given their salesmen as regards the proper use of adver without any regard to the expense that the Acme people are at in getting out this advertising matter. If a person carries a stock of mixed paints, but pays little or no even when orders from representatives in nearby territories never call for such goods. In our judgment this indicates a lack of thought of instructions given out during our tising matter. We like to co-operate with attention to it, the chances are if we send people of this sort: him the metal agency sign, for instance. 14 We now have asupply of the High-Grade instead of putting it out on the front door, it color cards, and think we are ready to ship j would be shifted around in a back room, and any reasonable stock order, or late convention or else of a desire to accom modate customers regardless of our conven ience. We again remind you that we are not properly equipped to cater for this class of business, in fact prefer to not sorting up order, for spring on have it. A customer relumed a mixed paints. We also have piece of rubbing felt the other day, nearly all kinds of advertising mat Salesmen's Contributions saying that it was not what he ter here, with the exception of what is to be specially prepared. to Employes' Library. wanted. II was what he ordered, but if we tried to convince him of We attach hereto a few sheets on which we will be pleased to have you makes list of advertising mat ter desired for customers in placing their starting-in order. We would like to have you use these requests for advertising matter as a lever to get them to place their sorting up order, or opening order, early. If we do not have all the advertis I have been requested to receive contributions from salesmen for the purpose of buying books for Employes* Library, and will cheerfully do so. Money received by me for this purpose will be spent in a lump sum for (be best selections, and greatest number of works possible. A complete list of books purchased will be published as well as names of contributors and amount received from each. From, fifty cents to one dollar each will secure that fact he would get mad. The jobber had cut it to our order so they did not want it back. We will keep it as a "souvenir." but we shall refuse further orders for rubbing felt. The other lines of jobbing gocdswlU be ent-offunless representatives try harder to dis courage customers in giving orders for that class of goods. G. B.P. ing matter that they wan: we will enough books to make a creditable showing, and 1 order It at once specially pre am sure* an acceptable addition to the library* and Now that we are discontinuing pared for them, and get it in here shall ask those Intending to contribute to this fund all second-grade goods, would it and ship it with the paint. How to do so at once* sending me an order on the account not be a good idea to acd to our ever, we do not want you to make ing department for the amount they wish to contri line a first-class interior paint. I out a list of Ibe advertising matter bute* same to be charged to their account. should think a cclor card with and send it inhere without a sorting Yours truly* about sixteen shades on it would up or opening order far the paint, as this would simply mean quite T. V. CONNOR. be plenty large enough. You no doubt could manufacture a splen a little expense to the manufac did piece of goods for interior use. turers for advertising matter. only at quite a little less thar. 1: This expense justifies a reasonable order, lie might not be able to find it. and if we costs you to manufacture New Era High- and if one of the dealers handling the Acme sent him a counter panorama, instead of Grade and we could hold at about $L10 in Paint has not the push and get-up to make a setting it out and calling atlention to it. and gallons. I don't think such a line would sorting up order at this time of the year, he using it judiciously, he would probably take interfere with the sale of New Era, and will not have the push or get-up to satisfac it home to the children. The Acme people believe it would be a good thing. Of torily and judiciously distribute the advertis are the most liberal advertisers and get out course. 1 mean to put your name on it. What ing matter when he gets it. We do not the most up-to-date advertising of any paint do the rest of the boys think? F. R. D. absolutely bar you from asking for advertis ing matter for these dealers, but we do not think that the dealers are justified in asking for a lot of advertising matter unless they are able to give us a good sorting up order. " We would also call your attention to the advertising matter for the New Era HighGrade Prepared Paint. The lithographed house, and any customer that handles the paint and pushes it is entitled to all the advertising that he can judiciously use, and that kind of a customer generally does use his advertising matter in a judicious way. ` ` Keep these thoughts before you in getting out the advertising matter and soliciting orders lor paints, and we think it will be to the benefit of all of us." Tne min*r poets are the ones Who burn the midnight wick. In trying to swing verses when They'd ouglner swing a pick. Stock of Stands on Hand* Rapid Seller.............................................. 80 Bristol .................................................... 150 SALES TO I>AIB R. S' Uristrtl C. W. Hacket Hardware Co......................... ) 0007-SWP-000128103 THOUGHTS March 2>r iyor. Our Special Representative* H. H. Hailaday. They say Ihat he's a bule When lie dons hi* brand new suit, And alllto' his trousers pinch, On bi7 he'll keep his cinch. j j ! A "New Era" Salesman's Dream. ( dreamed a dream the other night. And 1 guess perhaps It's only right That those who tit the scenes did play Should know the facts without delay. Odds and Ends. We would like the following "Odds and Ends " disposed of quickly. Sell the entire lot. or part of the goods, at from 10 to Our special representative to the jobbing trade left here this morning headed for Balti- . more, and if he arrives as I sent him off, Mr. Davies will r.ctyecogniz.e him. First, his elegant moustache disappeared here, last eve; then 1 parted his hair in the middle, took j him over to a second-hand Jew shop, got ; him inside a tight fitting pair of spring I trousers, the hind Billy Baxter speaks of in one of his books as " I am yours for $1.98." i Last, but not least, a neckiie that would make ) Saint Peter sat lit solemn slate Outside the Golden City's gate Wondering why so few applied For his consent to go inside, When In the distance he espied A " bunch " that towards hlin quickly hied, And straightway Peter sired them up As those who try to work a V.uft. If from appearances you can lelt. That cruwd will surely go to-----Was Peter's thought as on they came. And when they slopped he thought the same. A minute's whispered consultation. And a speaker took his station. With easy manner he saw." good day 5 " And saluted the Saint in most winning way. 20 per cent, better ihan jobbing prices, if necessary. Be careful to explain tha: price Is f. o. b. Detroit, and make terms cash on delivery, if possible, and certainly not better than 30 days, net. The lines represented have been discon tinued and we wish to clcse them out at once.: Wal-Kleait.................................................. H Rt-rtoven.................................................... 37 'Cvcle Oil................................................... s i-z Alpha Gold Paim.............................. 5 Liquid Glue............................................ i dozen a good running mate for No. 36 New Era, ( After sizing himself up he was about ready j to throw the whole outfit in ihe air. remark- 1 mg that before this change the jobbers thought him " easy money." and therefore Upon his face he wore a smile: llis head was adorned with silken tile : He said from jyood ways he'd never slid. And the rest did just " like Kelly did." Saint Peter said it wouldn't go. And that his answer ttusi be no*' For, as a sample of the lot, WOOO klM VARNISH STAINS. Dog Moss.... Cherry........... Oak............... Walnut.......... Deep Cherry. "6-pints 4.6 53 173 *5 *5 did not protect himself, and would buy a car of New Era before he realized it. Now the They all must go where it Is hot. Then Dan stepped out and took a turn-- Said he didn't want :o burn, j You can go as low as four cents an inch in ! order to close out promptly the following jobber on seeing such a swell chap enter his office would immediately prepare for strong defense. Result, "car orders--nitl" . I suggest this be published in Th o u g h t s 1 for the purpose cf identification among the j lie tve>er. nr-otr bail told a Me. Quoth Peter: *' That bsss weighed very high." j stock of brushes. They are the same char- McCauley said It wasn't fair That all suffer for the guilty rwtlr. His record was both clean ;>nd jpmd : lie always did as mortals should. Then Wilson said his litHe say-- acter and quality exactly as the Neal's j Carriage Paint goods, but larger in size: t ii dozen 2Vi Inch brushes { t o <1n*en * -inch truth* boys down the line. 1. D. 'W. j His deeds would stand the Ughi of day. But Peter onfy gave reply : ! Books For The Library From The Office 1 notice your esteemed correspondent did not include Mr. I. D. Wilson or myself in ! " list of notorious characters on whom pres- I sure should be brought to contribute to ! library. " I am at a loss to know whether j he considers us in still a more notorious class or such " easy money " that we do not j need any pressure to be brought upon us, l | am sure we would be pleased to contribute just as soon as we are advised what class we are in. 1 imagine we will be in a special " Nu ' slate' can find a place on high," Hailaday, in his brand new clothes, Said the right way he'd always chose : But was lota it would be rude To exclude from------such U handsome dude. Frank Dougall, wiili his sunny smile. Didn't come wilhin a mile Of convincing Pete th;it he would do. And had no show of getting through. Hart sung his plea In Peter's enr. In strains both sweet and ck 'r ; He sung until his throat was sore. But Pete would not unlock the door. All the boys then in turn-a-lout Tried hard to thaw old Peter out. And at last `twas with spirits low They realized it wouldn't gw. j Boys, j The following books, viz : i Via C/ucls. i Alice of Old Vincennes, When Knighthood was In Flower. Muusieur Beauenire. ( Bob. Sun of Battle, ] are presented to the Acme White Lead and ! Color Works Employes' Library with the compliments of the boys in the office. Respectfully, j A. S. Do u g a l l , I R. H. St e p h e n s , . C. A. Simo n , high-grade class, [f so. our contributions And while they stood with maddened mien. ! A. D. Wa l l a c e , will be in keeping with the select class to i which we belong, H. H. H. | jReplying to Mr. H. H. Hailaday`s com- Trying to hatch up some new scheme. The good old Saint was heard to say; " Where's this * bunch ! from, unywuy ? " Amaied beyond what we can tell. They gave at once the wen known yell: " Who are 1 Who are!! Who are we !! I | C. F. Sc h u ma c h e r , J. W. Au s t in . D. T. Hen n t , Ro y a l M. Ne l s o n , Ne il A. Le it c h , plaint herewith, stating that be was disap- ! We represent the great Ac-mc 1 Wm. Jo y . pointed in nol being included in the list of ! notorious characters" in the Rogue's { We sold New Era, always pure-- The hardest test it would erdure. And when we said, 'tts best that's made. t Discontinuing Second-Grade Goods. Gallery, and calling attention to the fact that . Mr. J. D. Wilson was also omitted. I beg to j state that same was intentional, inasmuch as 1 We told the truth to all the trade. Peter banged wide open the door, " Why didn't you sav so long before? The man who sells that brand of Paint Is always fit to be a Saint." I ` l must congratulate you on the step you | have taken in thi3 respect. It is the only I true course of doing business. The putting we wished to put Ihese gentlemen In a special class in this week's edition. We 1 therefore request that, owing to their partlc- ; Then I wakened with a jump As or. the door I heard a thump, And the bell bov sweetly said : " Time, sir t You'd belter get out o' bed/' ; out second-grade goods is a constant source of annoyance both to consumer and manu facturer, and I wish every manufacturer of ular standing and their reputation as J --A. Ma c h in e . : paints would do the same thing. Yet there students, they contribute several volumes j Is a disposition on the part of some dealers to the library, by return mail, and we extend To The Prodigal Son's Retom, to handle "cheap John" goods. 1, for one, them our thanks in advance, A. S. D. The prodigal son went away one day ' am glad you have taken this stand, and I Where is that traveler of ours who said he had no trouble in inserting new leaves in To Indianapolis where he intended to stay. But, after a year, three montns ai d a day He found hls portion melting away ; So with traditional promptness he returned to the fold. And with little lamenting his slory he told hope you will continue to stand firm ir. this . respect. It is a great pleasure for me to work New Era High-Grade Prepared Paint, catalogue ? Let rr.e at him. Where does he expect to go when he dies? In the dry color drying room, I guess. A. R. K. To the wife oi his bosom, and friend? of old. They took him Jn--so the story goes-- And gave him victuals, money and clothes. With hopes for the future and' regrets for the post. Ourfrlend. B. E. Brown, Is settled at last. F. N. It gives one courage to call on a customer the second time and ask him of his success | and he invariably tells you first-class. G. M O < 0007-SWP March 23,1901. THOUGHTS 3 New Era. High-Grade Orders. We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week. U is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, in addition to direct business, will include those transferred to jobbers and dis tributors. Orders not approved for credit will not be included : For we*'< Total ending since March*t. , Mirth i. A. E. Barron ................................. a 13 R. M. Billings................................ 10 17 H. C. Cater.................................... 3 0 Dan Davies................................. Wm. P. Deegan........................... F. R. DougaTl................................. t 4 C. F< Elliott...................... * Roy H. Foster.............................. S. H. Hart...................................... j 15 A. D. Hoagg................................ 5 14 S. A. Hunter. ............ 4 R. A. Irvin...................................... t 3 A. R. Keltv..................................... 4 8 C. F. McCauley.............................. 1 a C. Mehllg....................................... ft 17 W. C. Neal................................... J. R. Newell.... .............. a S. J. Olson .................................... 1 5 C. F. Pulfer.................................... 4 u M.J. Reynolds ........................... O. F. Richmond.............................. r j P. B. Sangster........................ 4 15 H. Scratch............................ 6 G. R. Smith............ a H. P. Torrance..................... 2 H. F. Whitaker............................... 4 10 W. P. Wiggins..................... r I D. Wilson................................... a 6 I am anxious that all of our representatives should know the results of lest recently made between Detroit Varnish Co.'sDetro-Lacand our new first-coatingvarnish named Davies' First-Goater. Messrs. Frank Neal, T. V/. Connor, and Frank Gutenberg, our foreman finisher, and myself, made the test, and l herewith*give our opinions : We took DetroLac, as on a similar test last winter, and con ceded it was by far the best goods we found in a lot of seven, including Meyer & Lowen- j M. P. (Master Painters) Exterior Finish ) stein's Emerite; Emil Golman & Co.'s 1 i M. P. '* " Selvad Japan Dryer Interior Finish > H.N.Turner ) Lacozote; Berry Bros. Granitum; Murphy ] Neal's Satin Finish.........................................W. C. Neal Varnish Go.'s First-Coater ; Glidden Varnish Nun-XJ........................................................ H. F. Whitaker Co.'s First-Coater, and Tousey Varnish Co's ! Neal's M. P. Exterior Finish 1 wu ~ Neal's M. P. Interior Finish (............. w- H- c,'rr First-Coater. The points to be decided were: First, the body; second, working properties; third, drying properties; fourth, sanding properties. Our unanimous opinion was that Our General Distributors. California Bohan Paint Co., Los Angeles Davies' First-Coater excelled in first, but Colorado could see no difference in the other three i Humphrey-Jones Merc. Co.. Illinois Denver points. We certainly have an excellent Geo. E. Watson Co.. Chicago first-coater now, and all the boys should push it. H. V. D. Colburn, Blrks & Co., Indiana Johnson-Woodbrldge Co., Iowa Peoria Indianapolis Names Suggested for New Varnishes. PaUCo.............................................................. Dan Davies New Era.......... .................................................C. F. Elliott Naal's aoth Century Spar Varnish t Neal's aotU Century Interior Spar> ..A. E. Barron Varnish ) BrllUanttne.......... .................................... H. V. Deming Sfckels, Preston & Nutting Co., Davenport J. W. Edgerly & Co., Ottumwa Homlck, Hess & More, Kansas Sioux Citv A. B.Whiting Paint & Glass Co., Topeka Louisiana L. N\ Brnnswlg & Co., Massachusetts New Orleans The New Centurv Finish f r t~ vj,,,,. The New Era Finish i.......................... w Neal E. Sc F. King & Co.. Minnesota Boston Neal's Transparent Enamel ................. H. H. Halladay SSS"I.................... ............ C. W. Hackett Hardware Co.. St. Paul Missouri Gate City Roofing & Metal Co.. Kansas City Badg {SSf: W. P. Wiggins -Alf.R.K,Hy Montana Carder Bros., New York Butte Pan American Varnishes ) New Century Varnishes 5 ___R. A. Irwin Neal's Crysial Finish,or Varnishes * Zoo-Lak...............................................................C. Mehlig Buffalo Glass Co., Buffalo Burhans & Black Co.. Syracuse Jno. L. Thompson, Sons Sc Co., Troy Ohio We-Llk-It |............................................... R'MNeal's Interior Finish ) Loew Filter St Mfg. Co.. Sieln-Vogeler Drug Co.. Oklahoma Territory Cleveland Cincinnati Neat's Exiertui Finish >.........................T. W. Connor Neal's Japan Dryer ) Alexander Drug Co.. Pennsylvania Oklahoma Citv Neal's Satin Finish.....................................F. R. Dougall Do Bois Hardware Co.. Du Bols Neal's Spar 1 Neal's BrJUlamlne 5 u u t w ,i___ Neat's SuTfacer f...........................H- Vl Dcn,mS H. B. Semple & Son. Bard, Schlott & Co., Tennessee Easton Reading Neal's Japan Dryer J Sta-There..................................................H. F. Whitaker Neal's Acme Finish Exterior ( w 1( r__ Neal's Acme Finish Interior ,..............W-Connor Filtts & Wlehl. Chattanooga Van Vleet-Mansfield Drug Co.. Memphis Tcxtea Grelner-Kelly Drug Co., Sherman Dax'les' FjcterlOr Spar Varnish \ Davies' Interior Spar Varnish > ... A. D. Hoagg Davies' No. 1 Interior Spar Finish ) Houston Drug Co., Virginia Barker-Jennlngs Hdwe Co., Houston Lynchburg Acme..................................................................C. F. Pulfer Neal's Superior Finish ) Neal's New Era Varnish [................. Herman Scratch Washington Baum & Co.. West Virginia v Spokane Neal's Mirror Finish ) W. H. Chapman & Sons. Wheeling Above plates show reduction of title and first page of music of the Acme March and Two Step, dedicated to Acme White Lead and Color Vorks, and composed by Aielene Moran Holderness, which will be published in sheet form and ready for distribution in about one month. 0007-SWP-000128105 Thoughts RUKLLSHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. M. DETROIT, MICHIGAN, MARCH 30, 1901. The Ti-Ki Club. | occurs in April, being " Co-operation of Al a meeting held at the residence of Mr. ' Representatives." It is hoped that all our B. E. Brown, in this city, on Monday even j representatives will send in their applications j promptly, as in addition to the " good ing last (March 25th), a club, bearing the 1 times.'' the exchange of ideas will benefit musical name appearing above this notice, I all. At Convention time this winter a was formed, as the '`object" slates; "for | "spread" is suggested at which ourfriends the purpose of disseminating knowledge, j might be invited, that would dwell with us tv NO. 25 Acme Plug Hat Club. stimulating eloquence, and promoting cordi ! as a pleasant memory in the years that "are The " P. S." part of the following com ality and good fellowship among its members. | to be." munication has decided us to start a " Plug Those eligible for membership are the offi Hat Club:" cers, managers and representatives cf the Who Started It, and Why? ALUMINUM ENAMEL, Acme White Lead and Color Works. The ! This bard, approached by trends who besought knowledge to be disseminated will pertain ; Him to tell why our salesmen wrote verses for particularly to those matters which interest Th o u g h t s . " Well, realty." said I. `Tib not given to tetters. There Is a wonderful demand for our Aluminum Enamel. Every hardware store In the country want some. Now Is the time to place Neal's Aluminum Enamel with every jobbing dealer In the United States. the members most vitally--the mutual : Nor do I pretend to know m^re than my betters. But with THOUGHTS on this matter I see it so clearly advancement of their own and the besl That one of our " Drums " who we all love so dearly, What a field Mr. Halladay lias before him ! Every Jobberfn the country--that is the hardware jobbers-- interests of the Company, which they natur ally feel, are identical. The stimulation of Who. when he expands his bland sunny smile. And with hands In his pockets he jhigles his pile, His thoughts are poetic, his soul soars on high. And when he ' frets loose '* it's bad verses or die. yrant h. and no one has offered It to them yet. All the boys should go after this trade hard and get Neal's started before it is too late. In a short time there will eloquence is something of which the origin Bui. to be fair to the critter.we'n admit he*s a wonder. - be more Aluminum Enamel sold than you are selling ators at least keenly feel the need. ancTas'o'ne of the conditions of membership is that each < ; ; Ai*dS*keJy; too soon, Krmake another such blunder.- - But-if this sweet (?) poet writes for this week's edition He surely must ask of St Peter, admission. Or else we'll agree that we can'rftnd his male. } now ol your Whit* Enamel. * Yours truly, j A. E. Ba r r o n . j P. S.--Now Is the time for you to offer another member present shall deliver a five-minute And right here and now "dub'' him "Acme Poet j prize package for the man that starts the most new address at every meeting, it will be a case Laurfate." --A Ha S-DEN. j customers, A. E. B. of "do or die." The promotion of good fellowship, we believe is a feature that is already so well established as to be con sidered simply as a reminder of existing conditions. The significance of the name *' Ti-Ki" can only be learned by becoming a member, or upon the deepest researches into Maori mythology. The following are charter members: B. E. Brown, R. S. Brown, T. W. Connor, S. H. Hart, F. A. Neal, G. B. Pulfer, A. M. Woodward. The following officers were elected: Pre sident, A. M. Woodward : vice-president. T. W. Connor; secretary - treasurer, F. A. Neal. No expense is attached (o becoming a member, as there is tvo initiation fee and no dues. The only expense is the amount necessary to pay for " cover " at the supper which will be a feature of each meeting, (t has. however, been decided to purchase pins with appropriate design, at a cost, prob ably, ol two or three dollars. The meetings occur on the last Saturday in each month, and all members are expected to be present, or provide a paper to be read. A topic for discussion will be provided for each meeting; that for the first, which Representatives axe requestedfo promptly receipt and return the blanks which we send with remittances for expenses or salary. Duplicates of those blanks are kept on the cashier's desk awaiting return of original, but owing to the fact that some of the men are very neglectful about returning same promptly, the cashier is frequently at a loss to know whether the remittances have reached you or nol. We have an example now of a remittance sent out on March 13, and the salesman claims he did not receive it, and yet, owing to the somewhat general neglect to return the acknowledgments promptly, the cashier did not want to write the man about the matter. We shall lake occasion to remind the salesmen who neg lect to return the receipts promptly hereafter, at the same time, we think there should be no necessity for such letters from us. C B. P. Mr. A. R. K. inquires for the traveler who had no trouble inserting new leaves in cata logue. I had absolutely no trouble, and it did not take me five minutes to do it either, and assure you 1 was much surprised to see how quickly it can be done. W. C. N. We shall offer you from time to lime, as awards to winners in competitive work, a "silk tile." No one will be debarred from competing, not even if he has had one before. Mr. Kelly is the only member of the club up-to-date and we strongly urge the boys to see that he does not get more hats than he can wear, or " corner ihe market" on membership in the club. In accordance -with Mr.. ^Barron's sug gestion. the next competition will be in sales of Neal's Aluminum Enamel. The representative selling the largest amount of these goods by June iSwill therefore get the next hat. The standing of each man will be shown by number every week, but amount in dollars and cents will be given when asked for. Competition openswith orders received on April 1st and closes with orders received up to 4 p, m., of Saturday, June 15. A. E. Barron............................................................. R. M. Billings............................................................ H. C. Cater................................................................ Dan Davies.............................................................. Wm.r - ............ ........................................... F. R............................................................................... C. F. .......................................................... Roy H. Foster....................................................... .. H. H. Halladay................... .................................... S.H. Hart.................................................................. A. 0. Hoagg.............................................................. S. A. Hunter.............................................................. 0007-SWP' THOUGHTS Mrach 30, toot. R. A. Irvin........ A. R. Kelly........ . C. F. McCauley C. Melilig.......... J. H. Milne........ W.C. Neal........ J. R. Newell___ S. J. Olson .... C. F, Pulfer -- M. J. Re> nolds. O. F. Richmond F. B. Songster . H. Scraltl.......... G. R. Smith H. F. Whitaker. W. P. Wiggins. L D. Wilson.... First Blood for the Panorama. Signs. When 1 was talking to a representative of a manufacturing concern of this city, last Monday afternoon, he noticed one of our panorama signs standing in the office. He told me that when he was calling upon Mr. F. E. Burkhardt. of Bay City, one of his customers came in the store and stated that he wanted to paint his house, but did not know what shades he wanted. Mr. Burk hardt immediately started whirling the panorama with a biographical effect before the customer's eyes, and as a result, sold him a nice little order for "New Era." The customer stated it was the first time in his experience of buying paints that he had, been able to form any Idea of what a house would look like after it was painted. j,W. A. * Spatters."1 Spatters for month of March at hand. * I think it one of the best mediums you have for information to us travelers. It contains a great many good ideas and is worth the careful consideration of us all. For try part 1 takegreat interest in reading it. and 1 hope it may live long and have a prosperous career. C. MP Stock of Stands on Hand. Rapid Seller.............................................. :79 Bristol ...................................................... 149 SAMS TO DATE R. S. Bri*tv) W. P. Wiggins.............................................. t , O. F. Richmond........................................ < A. R. Kelly ...................................................... 1 A. D. Hoagg.................................................... t Mail............................................. ...................... x Convention Edition ** Spatters." This was one of the best steps in advertis ing lhat we ever took. Everyone that received a Spatter speaks well of it and our mode of advertising. H. S. Labels. Labels for Utility Varnishes, and Lead in one, two, three and five pounds are to hand. Those for Globe and American Leads are handsomb. D. D New Era High-Grade Orders* We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week, it is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, in addition to direct business, will include those transferred to jobbers and dis tributors. Orders not approved for credit will not be included : For week Total f.,dinK since March 28. March 1. A. E. Barron ..................................... 5 18 R. M. Billings..................................... 3 *0 H. C. Cater....................... r 10 D:m Davies......................................... Wm. F ~ F. R. 15 C. F. 36 Roy H. Foster ................................... S. H. Hart........................................ a 17 A. D. Hoagg....................................... 14 28 S. A. Hunter.......... ............................ x 5 R. A. Irvin........................................... 3 t A. R. Kelly........................................... z v C. F. McCauley................................. x 3 C. Metillg................................... .... a 19 J. H. Milne....................................... W. C. Neal........................................... J. R. Newell. .. ............................... * S. J. Oisnn ......................................... x 6 C. F. Pulfer...................................... j 14 M. J. Reynolds ................... 1 j 0. F. Richmond................................ 2 => F. B. Sangster................................ 1 9 H. Scratch........................................... 3 9 G. R. Smith .................................. j 3 H. P. Torrance................................... 2 4 H. P. Whitaker................................... 4 W. P. Wiggins................................... a 3 1. D. Wilson .................................. 6 12 Odds and Ends. We would like the following *' Odds and Ends " disposed of quickly. Sell the entire lot, or part of the goods, at from 10 to 20 per cent, better than jobbing prices, if necessary. Be careful to explain that price is f. o. b. Detroit, and make terms cash on delivery, if possible, and certainly not better than 30 days, net. The lines represented have been discon tinued and we wish to close them out at once, : Wal-Klean.................................................... Renovene.................................................. ..27 'Cycle Oil..................................................... 3 1-a Alpha Gold Paint.................... 80 dozen " *4 *' *WOOD RIM VARNISH STAINS 1-6-pintS Bog Mss.................................................................... Cherry.-.................................................................... Oak...'................................................................... Walnut..................................................................... Deep Cherry................................................................ rx6 58 xt 8 63 35 You can go as low as Io u t cents an inch in order to close out promptly the following stock of brushes. They are the same char acter and quality exactly as the Neal's Carriage Paint goods, but larger in size: xoy, dozen inch brushes roj dozen 3 -inch brushes ' Oat General Distributors. California Boljan Paint Co., Los Angeles Names Suggested for New Varnishes. pal-C<>............................................................... Dan Davies New Era............................................................C. F. Elliott Neal's 20th Century Spar Varnish 1 Neal's 20th Century Interior Spar? ..A. E. Barron Varnish .> BrlllUntlne .................................................. H. V. Demlng The New Cenlury Finish i , r The New Era Finish <........................... Neal's Transparent Enamel................. H. H. Halladav Huij^phrey-Jones Merc. Co., Denver Illinois.!. Geo. E. Watson Co., Colburn. Birks& Co., Chicago Peoria Indiana Johnson-Woodbridge Co.. Indianapolis Iowa Slekels. Preston & Nutting Co., Davenport J. W. EdgerJy & Co., Ottumwa Hornlck. Hess & More. Sioux CHy Kansas A. B. Whiting Paint & Glass Co., Topeka SEEM................................. s-H'H"n Louisiana L. S'. Brunswig & Co., New Orleans Badger State.............................................W. P. Wiggins Massachusetts Neal's Adamantine Interior Finish | ... D . .. E. &.F, Klng& Co- Boston Neal's Adamantine Exterior Finish \................... Pan American Varnishes \ Minnesota C. W. Hnckett Hardware Co.. St. Paul New Century Varnishes >........ R. A. Irwin Neal's Crystal Finish, or Varnishes ) Missouri Gate City Roofing & Metnl Co., Kansas City Zoo-Lak.,................................. ......................... C. Meblig Montana w"-Uk-lti................................................................. If. M.BUlingsCarder Bros., Dutte Neal's Interior Finish ) Neal's Exterior Finish >.............. ........ T. W. Connor Neal's Japan Dryer ) New York Buffalo Glass Co.. Buffalo Burhans & Black Co., Syracuse Jno. L. Thompson. So j t s & Co., Troy Neal's Satin Finish.................... ...............P. R. Dougall Neal's Spar ) Neal's Brllllantine l uv Neal's Surfacer >............................. H' V' Denun* Ohio Loew Fi' , & V.', Co.. Steln-V- : Co., Norton '* .* . .*,* < r>.. Cleveland Cincinnati Toledo Neal's Japan Dryer J Oklahoma Territory Sta-There.................................................. H. F. Whitaker Alexander Drug Co.. Oklahoma City Neal's Neal's Acme Acme Finish Finish Exierfor Inferior \ ... u 1............................... ___ w' M-t-onPnf>eTnDnusyBlvoaisniHaardware Co.. Davies'Exterior Spar Varnish 3 H. B. Semple & Son. Davies' Interior Spar Varnish >... A. D. Hoagg Bard, Schiou&Co., Davies'No. 1 Interior Spar Finish ) Phelps-Straw &. Co.. Du Bois Easton Reading Wilkes Barrc Acme..................................................................C. F. Pulfer Tennessee Neal's Superior Finish j Frills fit Wiehi. Chattanooga Neal's New Era Varnish >...................................HermanScratchVan Vleet-Mansfield Drug Co.. Mem phis Neal's Mirror Finish ) M. P. (Master Palmers) Exterior Finish > M. P. " " Seivftd Japan Dryer Interior Finish > H.N.Tumer ) Texas Grelner-Kelly Drug Co., Houston Drug Co., Sherman Houston Neal's Satin Finish.........................................W. C. Neai Virginia Nun-Xl................................... .................. H. F. Whitaker Barker-Jennings Hdwe Co.. Lynchburg Neal's M. P. Exterior Rnhh ( ,, ~___ _ Washington Neal's M. P. Interior Finish l..............W* H- Connor Baum & Co,, Spokane Neal's Interior Elasttca j u r r* Neal's Exterior Elastica l............................n>'"axr West Virginia W. H, Chapman & Sons, Wheeling y i' 0007-SWP-000128107 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Intercut to Our Representatives. VOL. II. DETROIT, MICHIGAN, APRIL 6, iq o t . NO. 26 Cresoline Shingle Stains. Following is the first page of booklet which accompanies each set cf shingle stain samples: SAMPLES STAINED WITH Cresoline Shingle Stains A Superior Preserva tive and Artistic and Durable Finish ior Shingled Roofs We Would Like to Know About This. We were told by one of our representa tives recently that the Sherwin-Williams Co. had reduced' the size of their gallon pail and weTe now offering a can 6^x63 Inches. We wish all our representatives would investigate carefully and advise if this change has actually been made. Notifying jobbers* Keep remindingyour jobbers continually of the chances you learn of where their repre sentatives " have a good show" for getting business on our line of goods. Where you have interested a prospective purchaser to the extent of having hint say he will order from his jobber, don't consider your work done until you notify the jobber to that effect, and, if possible, write to the salesman who calls on your prospective. and Alt Surfaces of a Simitar Character. Backing Up Our Distributors and Jobbers. No doubt our representatives recall the talks at the Convention on this subject. It was conceded by all to be a most important factor in building up business. Now is the MADE BY THC time to make your strongest effort in this direction. The season of the greatest demand for our goods is right at hand. The more frequently the jobbers are reminded of the fact that there is a wide DETROIT, MICH. spread and general demand for the line, the belief for us. We shall, during the next These samples will be mailed to all parties making inquiries regarding the goods, as well as those to whom we quote prices or solicit for business. In addition to these sets of mailing two months, send many thousands of cards advertising the " Rapid - Sellers " to lists of jobbers' customers that the jobbers them selves have furnished -us. They will undoubtedly incite inquiries, and if in addi samples, we have prepared display signs, tion to those the jobbers themselves receive, the back ground of which is a large unfin you keep constantly reminding them of ished shingle \5x24te inches, on which are opportunities to do business in the goods by fastened nine small shingles, each 2jx5#' inches. The sign is supported by an easel back. These can be offered with ail orders : means of the special cards with which you are provided, it cannot fail to result in for six gallons or more, in addition co the securing their hearty co-operation and in small sets of samples, that will be supplied rounding up a large volume of trade. Send as generously as size of order or conditions them all the business you can and "gel warrant. We have an elegant line of goods in Cresoline Shingle Stains and we trust our representatives will get back of it to the best of their ability, as shingle stains are con stantly growing in popularity, and we want next" to their representatives by giving them orders to send to their houses. It is worth a great effort on your part to have all the jobbers' representatives in your territory working in your interest. They can easily our share, at least, of the business. Set of double the sales from your territory if you samples is sent to you this week. go after their help right. RAPID SELLER PAINT SPECIALTIES. NEALS CARRIAGE PAINTS, THE cia 03'MNAl . DAVIES'VARNISH STAINS, ` ACME HOUSEHOLD PAINtsl GRANITE FLOOR PAINTS, Neal's Enamels T IC CSNUiHf, THE KINO THAT'S ADVERTISED This cut appears on the hundreds of thou sands of cards and other literature regarding our " Rapid-Sellers" that we are constantly sending the trade. We are also inserting it, as rapidly as possible, in such advertising space as we use in jobbers' catalogues. Halladay is Safe So Far* Noticing in Th o u g h t s of the 23rd, 1. D. W.'s account of the departure of our special representativetothejobbingtrade, Mr. H. H. Halladay, t wish 1o say l had the pleasure of meeting him in Savannah, Ga., but he had turned so good looking since I last met him. by the reason of a clean shave and a new suit of clothes, I did not recognize him until he informed me who he was. He had just arrived from Baltimore, via Atlantic ocean, and in consequence was looking out of sight. He left for Jacksonville. Fla., and 1 hope he will land back to Detroit in due time, having made lots of customers for New Era and other of our goods, but 1 would not be at all surprised to learn that some fair and pretty southern damsel had stolen him. G. F. M. LATER NEWS OP Ha LLADAY. I met Mr. Halladay here (Montgomery, Ala.) yesterday, and was very glad to get acquainted with him. He gave me some very valuable information on some subjects that 1 was not quite clear on, and feel that 1 will be able to handle our line of goods with more confidence than in the past. F. B. S. 0007-SWP-000128108 2 THOUGHTS April 6, njor. New Era. High-Grade Orders. ' ] was very much pleased to receive a We shall hereafter record in Th o u g h t s 'the card calling attention to the quality of our number of orders for New Era received frbm Davies' Varnish Stains. I believe these each of our representatives every week. It I goods to be as near perfection in the stain is a record we assume that all will be inter line as New Era is in the paint line. Buy it I ested in watching. Quantity will not .be j Use it! You are sure to like it! C. F. E. stated, simply the number of orders received, j which, in addition to direct business, will j A. R. K/s Article in 4* Thoughts," Acme Plug Hat Club. include those transferred to jobbers and dis tributors. Orders not approved for credit will not be included : Yoi wret Total coding since April 4. March - A, E. Barron ........ R. M. Billings. ... H. C. Cater............. Dan Davies............. Wm. P. Deegan..., F. R. Dougali_____ C. F. Elliott........ Roy H. Foster -----R. S. Gebhart........ S. H. Hart.............. A. D. Hoagg....... S. A. Hunter....... R. A. Irvin............... A. R. Kelly.............. C. F. McCauley ... C. Mehllg................. J. H- Milne............. W. C.Neal............... J. R. Newell.......... S. J Olson............. C F. Pulfer............. M. J. Reynolds 0. F. Richmond-- F. B. Sangster....... H. Scratch............... G. R. Smith .......... H. P. Torrance .... H. F. Whftaicer.... W. P. Wiggins-----1. D. Wilson........... 3 20 3 ' *3 4 10 5 72 9 y* 27 8 8 17 ) t7 *% 1 [Our representatives carried cans with brushes as described by O. F. R. for years, but the custom was discontinued evidently because requests for these out fits ceased. We stand ready to furnish them to any of our salesmen who want them but do not care to furnish with goods lo customers.] 1 noted a few days ago a scheme which the manufacturers of Campbell's Varrish Stains have of showing their goods to con sumers. In each assorted orderthey include a regulation half-pint can with large screw cap. Attached to the cap is a varnish brush, so that it enables a dealer to simply unscrew the top, use some of the stain, and screw same back. The dealer told me that it was the best means of selling the stain he had ever seen. I have been wondering if we could not do the same thing. Each of the boys could carry a sample this way very easily, and I am sure It would increase their sales on Davies* Varnish Stains. O. F. R. De t r o it . Mic h . March 30.1901. Mr . M. J. Re y n o l d s . Dear Sir--Are you using these cards regularly? They will help to get your jobber Interested. You ought to send out several everyday, but don't send them unless you have a real Inquiry that the jobber can follow up. Yours truly. Die. Woodward. 1 certainly am, and 1 know of several in stances where same have done good. M. J. R. You may tell Kelly that it was ** Wixie " who claimed to not have any trouble in inserting new leaves in catalogue, and that I can still say the same. Think if we could meet at the Russell House 1 would be able to show him how it was done. I. D. W. Sales of Neal's Aluminum Enamel irom April 1st to June 15th, Inclusive. The numbers opposite names designate the standing of each representative based upon value of goods sold : New Line of Inside Paint* i believe a line of inside paints would be a good thing, but I would suggest that it be put In the same colors and labels as the Acme Household Paints. 1 find that our Jobbing trade think our line too extensive now and if we push Acme Household 1 believe it is all that is required. I would like to know what our other representatives think. C. F. E. Stock of Stands on Hand* Rapid Seller........................................... . 71 Bristol ..................................................... 149 SALKS TO DATE R. S. Bristol H. P. Torrance ............... H. F. Whitaker................................... 1 1 A. D. Hoagg. ................................................. 5 W.P.WI*jrlRS............................................. r i 3 A. E. Barron ........................................ R. M. Billings........................................................... H. C. Cater............................................................... Dan Davies............................................. Wm. P. Deegan..................... b\ R. Dougali............................................................ C. F. Elliott............................................................... Roy H. Foster........................................................... R, S. Gebhart........................................................... H. H. Halladay................................... 5. H. Hart................................................................. A. D. Hoag*.............................................................. h. A. Hunter............................................................. R. A. Irvin................................................................. A. R. Kelly................................................................. C. F. McCauley....................... C. Mehllg................................... J. H. Mlhie................................................................ W. C. Neal................................................................. J. R. Newell............................................................... S. J. Olson............... C. F. Pulfer............................................................... M. J. Reynolds......................................................... 0. F. Richmond.......................................... F. B. Sangster......................................................... H. Scratch................................................................. G. R. Smith.............................................................. H. F. Whitaker........................................................ .W. P-Wiggins.:...................................................... 1.D. Wilson.............................................................. x e 0 o c u o n o o o o o o o n a a o 0 o o o o o & o o o o O. F! Richmond.............................................. c A. R. Kelly....................................................... r Mail...:........................................................... 5 Names Suggested for New Varnishes* Pal-Co............................................................. Dan Davies New Era........................................................... C. F. Elliott Odds and Ends. We would like the following " Odds and Neal's anth Century Spar Varnish 1 Neal's aoth Century Interior Spar > . .A. E. Barron Varnish ) Ends " disposed of quickly. Sell the entire Brilliantlne ................................................ H. V. Demlng The New Century Finish J w ,, .. , lot, or part of the goods, at from 10 to The New Era Finish i........................... w <- Neal Neal's Transparent Enamel................. H. H. Halladay 20 per cent, better than jobbing prices, if necessary. Be careful to explain that price Orient) More S. H. Hart Badger State........................................ . .W. P. Wiggins is f. 0. b. Detroit, and make terms cash on Neal s Adamantine Interior Finish i Neal's Adamantine Exterior Finish $ .. Alf. R. Kelly delivery, if possible, and certainly not better Pan American Varnishes than 30 days, net. New Century Varnishes > Neal's Crystal Finish, or Varnishes) .R. A. Irwin The lines represented have been discon tinued and we wish to close them out at once,: Zoo-Lak................. ............................................. C. Mehlig We-Uk-lt (................................................!. Neal's Interior Finish } Neal's Exterior Finish >.............. .......... T. W. Connor Wal-Klean................................................. % Neal's Japan Dryer ) doz<n Neal's Satin Finish............ ....................F. R. Dougali Renovcne............................................... . Neal's Spar ] Cycle Oil.................................................. n-a Alpha Gold Paint..................................... 78 Neal's Brilliantlne I Neal's Surface, >...............................H` v- Diunlus Neal's Japan Dryer j Sta-There..................................................H. F. Whitaker WOOD PIM VARNISH STAINS 3-6 pints Neal's Acme Finish Exterior I *ir u ___ Bog Moss......................................................... Neal's Acme Finish Interior \..............W*M' Lonnor Cherry...................................................................... , Davies' Exterior Spar Varnish 58 Davies' Interior Spar Varnish ) > ... A. D. Hoagg Oak................................................ 178 Davies'No. 1 Interior Spar Finish j Walnut................................................... Deep Cherry........................................................... NAcema6lje's...S...u..p...e..r..io...r. .............. Finish ............................. ) C. F. Pulfer 35 Neal's New Era Varnish > ..............Herman Scratch Neal's Mirror Finish > You can go as low as four cents an Inch In ' M\ P. (Master Painters) Exterior Finish ) M. P. *' " Interior Finish > H.N.Turner order to close oul promptly the following Seivad Japan Dryer stock of brushes. They are the same char acter and quality exactly as the Neal's Carriage Paint goods, but larger in size: 9# dozen aj-inch brushes vH dozen 4 -inch brushes Neal's Satin Finish................... Nun-Xl.......................................... Neal's M. P. Exterior Finish ( Neal's M. P. Interior Finish j Neal's Interior Elastica ) Neal's Exterior Elastica |........ Zdnoze.......................................... Cltsale.......................................... ........W. C. Neal .H. F. Whitaker . .W. H. Connor ..,. H. C. Cater ..........C. Mehllg ........C. F. Elliott I 0007-SWP-000128109 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, APRIL 13, 1901. No. 27 First Meeting of The Tl-Ki Club* What Do You Think of Thislll The first meeting of the Ti-Ki will be held We received the following postal card on Saturday evening, May 4th, instead of the last Saturday in April, as previously announced. The change has been consid ered advisable so as to insure as large an attendance at the initial meeting as possible. The Secretary would be glad :o have the recently, which you will note is dated March 29 : Add 10 order: ---------,------ March 1901. j do2. Carriage Blue, rjts. x doz. Carriage Blue. pts. Yours tmly. fames of all our representatives who have rot as yet signified their intention of becom ing members, and a blank application form is sent in connection with this issue of Th o u g h t s for their convenience. It will be remembered that no expense whatever is attached to becoming a member, so far as dues or initiation fee is concerned, although later a membership pin, at a low cost, will be indulged in. The whole expense is repre sented in cost of cover at supper, to be given once a month, and applies only to those who Two days later the order referred to in postal card was received from our represen tative, Mr.------------ , and was accompanied by the following letter : March jx. 1901. 1 he above people say we are again getting very slow In making shipments. Push ihem out as quickly as possible, as In this case it takes long enough to get the goods here. They say it always takes at least ihree weeks 10 get any goods tron us and that they have lots of goods coming right from Detroit which come in two weeks. .Vow try and make more ptoinpt shunirnts. Yours truly. attend, or who may be in Detroit and fail to be present, and will not exceed $1.00 per plate. It Is expected that matters discussed in the five-minute-talks at the meetings will afford both pleasure and profit to all mem bers, whether present or absent, as a synopsis of the proceedings will be sent to all who are unable to attend, but the prime object to be gained is the *' keeping togeth er'' of its members and the promotion of good fellowship that comes from a thorough understanding between those who are engaged in a common cause, and which must be benefited by untied action, and In turn be of benefit to the participants. The When we read that urgent letter on prompt shipments (received two days after customer hac sent in addition to order) we could not refrain from exclaiming in the words of Dan, the fisherman, * wouldn't that kill you 1" To calmly send in an order, after holding it several days, and deliberately write urging us to do everything in our power to over come a supposed failing on cur part as regards giving orders prompt .attention, simply paralyzes us, and we bow in silent admiration to the man with nerve of steel who so calmly urges us to do better and forgets his own failings. meetings will be neither stiff nor formal, there will be a place for both sense and nonsense. Adding a Line of Goods for Finishing Store Fronts. In response to Bulletin No. 59. concerning The newspapers state that all tin can man the advisability of adding a line of goods for ufacturers have gone into the tin can trust, i finishing store fronts, we received advices which, in connection with the fact that tin from our representatives as follows: plate is controlled by the billion dollar trust, will mean an advance in the price of tin cans of at least 25 per cent. Perhaps our repre sentatives can vaguely realize what this will In favor of adding.................. Opposed to adding.......... 19 In view of above showing we have decid ed not to add the line. mean lo us, and by endeavoring to strictly maintain prices, aid us in preparing for the blow that it is confidently stated will come without delay. Salesmen's Contributions to Employes' Library. There are a few (only) who have not placed themse.lves on record in regard'-to Mr. A. R. Kelly has sent in the first order this proposition, and as it may be an over- for Cresoline Shingle Stains--it was a good ; sight on their part, will keep the list open one too. - . L until Saturday. May 4th. T. W. C. Something for Our Representatives to Think About--and Act Upon. Of course our salesmen are interested in knowing now our business is progressing, and if any improvement is noticeable over 1900. We are happy to stale that the im provement is good, and for the months of January, February and March averages an increase of 28 per cent. Thts isphenotr.inal "and is fully as much, if not more, than we had expected. It is generally considered that a well established and prosperous businesslike ours may naturally expect to increase their volume, say 10 per cent. Any excess over that is unusual, so it can be concluded that our increase is unusual, especially when it is considered that our prices were advanced and have been well maintained. All this goes to show that the high standard of quality we have established is having its effect, and as the fact becomes more gen erally recognized that our lines are the standard for originality in specialties and quality In staples, we can expect a still greater volume of increase. And right here we want to urge full co-operation from our salesmen to the end that we may, by the suggestions and criticisms from you, belter our product, if that be possible. Suggestions also as to how we may improve the appear ance or attractiveness will be thankfully received and carefully considered and adopted, where practical. Mr. Kelly won the plug hat for the largest sales of Michigan Seal Lead. Who will sell the most Aluminum Enamel and tie Mr. Kelly? Then about New Era High-Grade Prepared Paint--who is going to occupy Ihe seat of honor at the right hand of the chairman, at the next convention of sales men, for creating the most new agencies from April 1st to the calling theconvemion to order ? Don't you want to tell your trade next season that you were the man who did it? Here is a chance for the infants--by that we mean our young salesmen; and boys, let us tell you right here, some of the infants are pretiy close to ihe top. and if they keep up the gait they are likely to win. Here is another thought--each of our men. we presume, :`has a hobby.M You think you have particular ability to sell some one parti- 0007 THOUGHTS April 13, 1901. cular line of goods. Let each man select his particular line and write us that he expects to sell the greatest amount in dollars cf that - Iff j New Era High-Grade Orders, i We shall hereafter record in Th o u g h t s the I number of orders for New Era received from particular ilem. It's likely some cl you will ! each of our representatives every week. It say Neal's Carriage Paints, others Neal's Enamels, ethers Davies' Varnish Stain, and is a record we assume that all will be inter ested in watching. Quantity will not be so on. We will group you all into classes staled, simply the number of orders received. and keep a record of the number of orders and make mention of the fact in convention number of Sputters, probably with pliolcs. This will all help to make you more popular with your trade: you can also tell the trade from now on that you are out to make a record --every few cans count, and the trade will, probably good naluredly, try and help you oul, All these little things will helpswell the volume of our business and your sales, besides it will give us lots to talk about at the next convention. For a certain amount of good always comes out of these special efforts and friendly rivalries, they always lead to some'hing cf a more definite char acter. It also serves to bring the boys closer toge her, and is in keeping with the spirit of co-operative work we are trying to carry on. We have just adopted a new motto for our workers. Its *' take hold and lift," let us all do it with a will. What is your, specialty ? Are you going tube atop notchcr when the next convention assembles ? Of course you are. Send in Acme Plug Hat Club. . which, in addition to direct business, will : Include those transferred to jobbers and dis Sales of Neal's Aluminum Enamel Irom April 1st to June 15th. Inclusive. tributors. Orders not approved for credit The numbers opposite names designate the standing of each representative based will not be included : Por 'iveek Acpxrliilnng. M:atirncchi i. upon value of goods sold : F. R. Don pal!............................................................ A. h. Barron .................................................. ... C. T. Fuller................................................................ R. A. Irvin......................... H. F. Whitaker......................................................... 0% F. Richmond ...................................................... Don Davies......................... W.C. Neal.................................................................. A. D. ............................................................... A. R. Kelly..................................................................i G. R. Smith................................................................I W, H. Connor............................................................ R. M. Billings................... H. C. Cater ................................................................ Win. P. Deegnn......................................................... C. F. Fllltm ............................................................ Roy H. Foster............................................................ R, S.Gehhnn....................... H. H. Halladay.......................................................... S. H.Hart.................................................................. 5. A. Hunter............................. C. F. .McCauley............ .................................... C. Mentis.................................................................... J. H. Milne................................................................ J. R. Newell................................................................ S. J. Olson................................................................ j 2 3 4 s 6 r S 9 t4% it o o n o o o o o o o o u o < > A. E. Barron ............................ R. M. Bllllrgs............................ H. C, Cater.................. Dan Davies.............................. | Wm FT". ! F. R. I C. F. ! : Roy H. Foster . ...................... R. S. Gebhan............................ I S. H Hart................................ A. D. Huajrtf.............. S. A. Hunter............................ I R. A. *>rvln................................ A. R. Kelly................................ : C. F. McCauley......................... C.. MehlSj;.......................... .... J. H. Milne......... . W. C Neal ....................... J. R. Newell.............................. S. J. Olson.............................. C. F. Pulfer.............................. M. J. Reynolds ....................... 0. F. Richmond......................... F. B. Sangster....... ............. H. Scratch ............................... G. R. Smith ............................. H. P. Tnrrance.......................... H. F. Whitaker.......................... W. P. Wfetfns.......................... 1. D. Wilson ........... ................ i 1 TO T ? 2 3 * a 2 1 3 j t 1 r 5 a a 3 at 22 14 1 T* TT 29 39 10 19 4 25 4 4 3 11 19 3 C 25 12 < 6 t7 5 26 your challenge. - . 1 , JMLJ Reyjujldi................ t> F. B. Songster .......................................................... o From The Accounting Department. We had two instances reported lately where H. Scratch............................................................. W. P. Wiggins.......................................................... I. D. Wilson............................ o o o letters from accounting department to cus tomers had caused some friction arid annoy ; Mr. Haliaday's Arrival m Louisville, Kv. New Era High-Grade Prepared Paint. Mr. J. W. Walburn. of Silver Lake, Ind.. painted a house last summer for Solomon Weaver, at Rose Hill, Ind., and says it is the ance. In one instance the representative The one and only H. H. Haliaday arrived best paint he ever used, and helped me claimed that he lost a large order, and in 1 in this town last Sunday night, and was mis- sell a bill to Stout &. Son. He says ihere the other case the representative stated that 1 taken at Seelbach's Hotel for the manager . are at least a dozen of Weaver's neighbors he had very nearly lost the trade of an old of the Big Four railroad. He wears a face who are going to have New Era put on and valued customer. We want to thank like the opening of a new Sunday school ar.d their houses this season, and have come those two representatives for notifying us so his clothes resemble greatly those worn by and inquired of him what brand it was and promptly, and thoroughly covering the facts * Count Boni Castellane. I would suggest in those cases. We cannot afford tc lose ` that he be recognized hereafter as "the any trade, neither can we afford to send out count." C. F. E. any letters that may appear discourteous or if he would paint there house with it and where they could get it. And some of them would hardly believe him when he told impertinent Letters are invariably dictated with the best of intentions and with no desire SiJfc Hat. to ruffle or stir up the trade. At the same V I am in receipt of Mr. Woodward's very time, it may occasionally happen that ! kind letter of March 7. 1901, and thank you them he had done the house wilh only two coats, as it had not been painted in seventeen years, and besides being perfectly bare, was through correspondence being unhappily worded, customers may take offense, and when the salesman calls for an order, will f for yourcongratulation. [ will defer getting ] the hat until my return to San Francisco, as ! in very bad condition. thank New Era for at And he says he can least a dozen good simply turn him down without any explana L were 1 to go through this country with that jobs of painting. W. C. N. tion. It is our desire to co-operate with the appendage upon my head, l would soon be a representatives in every way possible, look ing towards the getting of new trade and the j subject for the coroner. A. R. K. Slock of Stands on Hand* holding of customers, and furthermore, it is Rapid Seller.......................................... 65 our sincere desire that all correspondence j The Ti-Ki Club, Bristol...................................................... 149 from this house shall be uniformly courteous and business-like. The reoresentatives will, f Minutes, etc., of above club to hand, and I SALES T<: PATB R. H. BriM-.l H. P. Torrance.................................... 1 therefore, always feel at liberty to write us would certainly like to put in my application i H. F. Whitaker.................................. 1 when they notice anything that does not appear to be just right, so that by such criticism or comments this department of our business may attain a high standard of efficiency in correspondence. G. B. P. to join same. I think the club will be a A. D. Hoag?....................................... 1 W. P. Wiggins................................... 1 great success, especially in helping to 0- F. Richmond................................... 1 bring the different representatives in closer 1 I A. R. Kelly................ ........................ W. P. Deegan.................................... 4 touch with each other. W. P. W. Mail................................... ............... 5 1 l 1 0007-SWP-000128111 -- - ... .....190/ / hereby offer my application for membership - ? the Ti-Ki Club. 0007-SWP-000128112 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. It DETROIT, MICHIGAN, APRIL 20, iQor NO. 28 MOur OwnJMly" as a Lecturer. Guess That's So* This is The Way Our Credit Department The following communication to Mr. A reporter of Th o u g h t s ran across the Apologizes* Kelly from the Montana Agricultural Col following editorial in the Detroit Evening De t r o it . Mic h .. Aprif 6.1001. Me s s r s . C. A. St u c k & So n s . lege, of Bozeman, is explanatory. Wewisb News of the 17th inst., and is hoping that Jonesboro, Ark. we could be there to hear him, and possibly the forecast outlined therein will be proven Gentlemen:--Referring to recent call of our Mr. Wiggins and his failure to receive vour esteemed help out the students with our own yell. orders.lt would appear from the report made by Mr. true, as in that event we shall have the , Wiggins that you were somewhat incensed at the way No doubt he will arouse enthusiasm and cause a batch of salesmen to be graduated instead of farmers: pleasure of "keeping our eye" on the I we wrote you a short time since concerning a Jhtie difference in freight equalization. methods that will be employed to inject new J The writer hus taken occasion to look up all corres pondence and -feels that you have just cause for Mr . Al f r e d R. Ke l l y . life in the " anaemic organization " referred criticising us in regard to our action concerning the small balance. You probably have had experience In Acme White Lead and Color Works. Detroit, Mick. to. We think he will *' take hold and lift: " i your own business with people in the office who are over-zealous In trylngto look after your interests, in My dear Mi. Kelly--When I reached Bozeman. afier "The .V/w,* is pleased to learn that preliminary con other words, they would do things that would lose a the holidays, I lound that President Reid was HI In California, and in the somewbai disordered condition In ferences seem to havte decided upon Mr. Thomas Neal good customer simply tn collect or save an Insignifi cant amount. It Is our aim to handle all such mailers \pbich I foundthines. It >yas Impossible for rue to write as the next president ,of the Chamber of Commerce. \ from a liberal standpoint, irying to always have due you with any definiteness, an invitation to address We are nor at all sure-that Mr. Nea.1 or any other man regard, of course, for what is right andlot both out students. Now President Reid has returned and ' authorizes me to ask you kindly to notify us can inject enough red blood Into the veins of that parties. When your letter of January 10th was received the writer made a pencil notation on It. We when vou are expecting to be In Botemari again and, anaemic organization to make it healthy : but we feel send you the letter herewith so you may note some. if possible, we shall ask you to speak to oyr students on the openings for young men in commercial travel ; sure that. If anybody can do it. Mr. Neal fs the man. ing. the personal qualifications required, an4 the best He Is atl the time doing things out at the Acme White The reason the notation was made was because your letter would seem to Indicate that you thought you had been bothered enough about the small dlifwem:* and training and preparation for such work. .While we Lead Works, where he fs onenf the controlling spirits, the writer wished to have the facts laid before him. so should be glad to offer you remuneration fora half fiour s address on these subjects, we have no fund for the purpose and can only hope that if. It can be and he doesn't do much talking about it either. ; itift he could adjust the matter to your satisfaction. When he gets an idea--and he gets one every time j Through carelessness, rvo attention-was paid to that t. : ' letter was written you on January j?th. arranged you will be willing to give mjr students there is a full moon. If not a good Jeal ofteoer--he |_ never have been sent.At atl. a little insight, which wHl be-very valuatSe to- flrwirr' justgo scHad andpats it into operation. He has even \ place these facts before you, because into a business of which they hear and see vey little In school. If sometime before you reach here next, been known to inaugurate an important and radical j now-a-days.lt Is hard without losing them fo .` . . you will drop a note, either to President James Reid or policy without having so much ns one banquet over futthemore, we were ' - ,, . , .... to myself, telling us just when you will be here and where we can reach you by letter or telegram, we shall esteem It a favor. It He has managed to imbue the company's em- , firm to take up our line of goods more extensively. ployes with a most unusual spirit of Interest and j You no doubt appreciate the quality of our product, as well ns the tffcWal and high grade advertising we 1 received a copy, by your kindness, of Sfiatlxrs and greatly-enjoyed reading It, especially the secre tary's uccoont of the evolution of the co-operative sjstem in the Acme Works. I shall always be inter ested In the progress of the system, and think It verysignificant that really benevolent methods of factory management promise also to be financially remunera tive. I hope the Acme Company will give wide cur loyalty, and is trying some social and economic experiments that are well worth watching. The selection o! such a man Is a must encouraging sign, and may mean a new era for the C. of C..an era, perhaps, of something more than eating and resoliuIrg. ' do. and with a progressive salesman to look after your trade, we had hoped to open an agency with you that would have heen satisfactory to all concerned. We would like 10 tiave an opportunity ot bidding on your next order, and assure you that If same is received, you will have no cause for complaint of our treatment in the future. Trusting you will favor us and thanking you for pasr favors, we remain. rency to these experiments and resulis. and l am certain that there are multitudes of coltege men like myself who will be interested the more In your corn 1 wish to say that any of the boys that cut Verv trulv vours. Ac me Wh it e Le a d a n d Co l o r Wo r k s . pany because of Its high business standards, and generous treatment of Its employes. their mustache off and are disappointed in On arriving at Reading, Pa., 1 had the Verv sincerely vours. W. F. Br e w er . their looks after doing so, should not blame pleasure of meeting Mr. Frank Dougall,who me, for I had no idea that what 1 said about very kindly Introduced me to our distributors, Mr. Frank Pulfer submitted for examina Halladay would cause any of you io be J Messrs. Bard-Schlott & Co., and as far as I tion a sample cf what is called Standard dissatisfied with your personal appearance. have gone, am very much enthused over the Turpentine Shellac, made by Standard but it seems that there is one who was foolish prospects for placing New Era High-Grade Varnish Co., cf New York. An examination | enough to think that by cutting his mustache and all specialties in considerable quantity. of this article reveals the fact that the name off he would be as fine a looking chap as Am pleased to be numbered one of the family is misleading. There is neither shellac nor H. H. H. 1 won't say how he looks or of the Acme White Lead and Color Works, turpentine in its composition. It Is nothing what his wife and daughter said to him when : and can shout as loud as any of our boys-- more nor less than a liquid wood filler wilha he went home in that way, but will say that j mineral base. The gum being rosin and the there is only one Halladay, so there is no j " Who are ! Who are Wliu are we!!' vehicle naphtha with a small trace of Unseed use in sacrificing a nice mustache, no: j oil. Inother words it corresponds with many j knowing what the result will be to your looks j Wc represent the great Ac-me, P-A-t-N-T--Paint." R. S. G. cheap liquid wood fillers on the market. i " and at your home." 1. D. W. j All salesmen are requested to co-operate ft develops that Mr. Reynolds is the man in securing the information asked for below. Acme March and- Two-Step. We are sending each of our representatives three copies of the above piece of music. j i 1 referred to in above communication from Mr. Wilson. Mr. Halladay has returned to j Size and weight of a gallon can of outside white cf the following brands of paint : F. W. Devoe & C. T. Reynolds Cr>., "Queen Bee." Show to the trade, and if copies are requested, 1 Detroit and we advise our other representa- 1 Eureka Elastic Painr Co.. " Eureka Elastic." Rubber Paint Co., " Rubber Paint." send us names and addresses and we shall be j tives not to follow his example. We don't j H. M. Hooker Co.. Chicago. pleased to mail them. 1 like the effect. j Lincoln Palm and Color G>., "Absolutely Pure.'' Stearns Paint Manufacturing Co.. " Pyramid." 0007-SWP-00012811 2 THOUGHTS April 90, 1901 Evolution of The Paint Trade. that has no equal in the market and should But who can paint Like Nature! Can imagination boast Amid its gay creations Hues like hers ? -- Thomson. have special attention. 1, for one, find them an easy line to sell. The superior quality, lithograph label and patent top can making an attractive package, with an abundance A short time ago a hardware Iraveler, in of attractive printed matter, and lower prices one of the western towns of Ontario, going make them easy to sell. G. M. Into a store, addressed the proprietor as follows: New Era High-Grade Orders. " Hallo, Mr. Guttacks, I see you are right We shall hereafter record in Th o u g h t s the Into the * canned goods ' business.*' number of orders for New Era received from "Yes," replied Mr. C., ** in the olden each of our representatives every week, it times 1 used to buy a casket of dry white is a record we assume that all will be inter lead, a barrel of yellow ochre, ultramarine ested in watching, Quantity will not be stated, simply the number of orders received, blue by the box and varnish by the barrel, which. In addition to direct business, will now l purchase almost every item suitable i include those transferred to jobbers and dis for my trade in small tins ready for use. tributors. Orders not approved for credit Talking about varnish. last year a meek- looking man with a * frontispiece ' as gentle will not be included : week. Total as Mary's proverbial Iamb, came in and ending since April 38. March x. asked me for a pint of the best furniture . A. E. Barron ..................................... varnish in his own can. `Tom1 had gone R. M. Billings..................................... H. C. Ca.tr......................................... to dinner and `Joe ' was in the iron house. I Dan Davies............... Wm. F ~ went to the cellar to draw the varnish and F. R. C. F. when there heard footsteps overhead. Fear Roy H. Foster..................................... ing that ail was not right, 1 rushed up to R. S. Gebhart...................... S. H. Hart........................................... find the individual had disappeared, and with A. D. Hoang....................................... S. A. Hunter....................................... him. all the money in the till and some R. A. Irvin........................................... Roger jack knives. `Again In haste, ` Mr. A. R. Kelly........................................... C. F. McCauley .......... ..................... Guttacks sadly added, "I forgot to turn the C. MehKjr............................................. J.H. Milne........................................... tap in the varnish barrel; in the afternoon 1 , W. C. Neal.......................................... 6 3 4 3 o 6 3 7 8 7 3 8 4 5 4 97 25 i8 * 3 21 14 37 46 20 2) 8 discovered ihat the cellar was covered with a coat of my beautiful furniture varnish. No more bulk goods for me! "--William H. Evans, in Canadian Hardware. .1 R. Newel!......................................... S. J. Olson......................................... C. F. Puifer......................................... M. J. Reynolds ............................ O. F. Richmond................... F. B. Sangster................................... H. Scratch.......................................... 2 6 8 1 7 5 IT 27 4 8 3* 13 New Era High-Grade Prepared Paint. 1, for one. am glad to note that the Acme people are putting their men all on record as G. R. Smith....................................... H. P. Torrance................................... H. F. Whitaker................................... W. P. Wiggins................................... f. D. Wilson......................................... * 1 j 8 6 18 5 *9 to selling and making new customes bn Odds and Ends, New Era High-Grade Prepared Paint; this We would like the following " Odds and is an important point and I think the stand Ends " disposed of quickly. Sell the entire is well taken, this will show each week just lot, or part of the goods, at from 10 to what each representative is doing in the way 20 per cent, better than jobbing prices, if of securing and maintaining new and old necessary. Be careful to explain that price customers. While my record may be found Is f. o. b. Detroit, and make terms cash on wanting in number each week, my plan in delivery, if possible, and certainly not better working my territory may be somewhat dif than 30 days, net. ferent than others. When t establish a new The lines represented have been discon customer 1 invariably turn that new customer tinued and we wish to close them out at over to the hardware representative of the once.: jobber who I am working in connection with, I don't make any effort to secure these customers' spring orders. 1 instruct the hardware boys to secure this class of orders, by so doing I get their good will and co operation and better results follow, while I Wal-Klean................... .............................% Rfenovene................................................... 47 `CycleOll................................................... it-i Alpha Gold Paint......................................78 WOOD RIM VARNISH STAINS Bog Moss.. Cherry....... Oak.......... . Walnut Deep Cherry. dozen .-6-pfnts 7x6 58 tt8 *3 am looking up new business. Yet each week I keep close track of each man's record You can go as low as four cents an inch in and note the progress made by each sales I order to close out promptly the following man. I hope ihat our firm will make other i stock of brushes. They are the same char lines a special feature. It is a grand good acter and quality exactly as the Neal's idea and I think will make each salesman Carriage Paint goods, but larger in sire ; take more interest in ourspeciaiti.es. Aline 9)4 dozen 9% inch brushes K>l/i dozen 3 -inch brushes Acmt Plug Hat Club. Sales of Neal's Aluminum Enamel Jrom April zst to June 151b, Inclusive. The numbers opposite names designate the standing of each representative based upon value of goods sold : W.C Neal.......... F. R. Dougnll ... A. F-. Bnrrorr____ G. R. Smith........ C. F. Puifer........ C. Melilig............ H. F. Whitaker.. R. A. Irvin.......... 0. f. Richmond Dan Davies........ A. D. Hoagg----H. C. Cater........ A R. Kelly.......... H. P. Tnrrance .. C. F. Elliott........ W. H. Connor... R. M. Billings... Wm. P. Deegan . Roy H.foster... R. S. Gebhart ... H. H. Halladay.. S. H. Hart.......... S. A. Hunter .... C. F. McCauley . J. H. Milne....... J. R. tfewrfl.;... S. J. Olson........ M. J. Rtvnolds.. F. B. Sangster .. H. Scratch.......... W. P. Wiggins.. 1. D. Wilson....... 5 6 7 8 0 10 14 la Regard to Aluminum Enamel* A happy thought to Mr. Barron for this suggestion. No doubt but that Mr. Barron must have a corner on this commodity in his territory and that he wants to play even on Mr. Kelly in the silk hat business. [ for one won't be able to compete for this prize as there is very little sold in this part of the country. F hope Mr. Barron will win this hat. and to see him and Mr. Kelly march into our next convention hall, locked arms, and each one with hat in hand taking front seats, and we shall expect of each one of them a speech or a song, and the next thing in order will be hand shaking and congratulations. C. M, Stock of Stands on Hand. Rapid Seller................. *........................... 64- Bristcl....................................................... 148 JiA LBS TO OATH R. S. Bristol H. P. Torrance .............................................. 3 H. F. Whitaker.............................................. 1 A. D. Hungg............... 3 W. P. Wiggins......................... .................... 1 t 1 O. F, Richmond.............................................. 1 A. R. Kelly........................................................ 7 W. P. Deegan............................................... t Mall........................................... ........................ 5 e 0007-SWP-000128114 Thoughts C> PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, APRIL 27, 1901. NO. 29 Ti-Ki Club Membership, We are constantly receiving complaints Up to date of this issue the following have been elected members of the Ti-Ki or have sent in their applications : A. E. Barron. R. M. Bi lings. B. E- Brown, R. S. Brown, T. W. Corner. Dnr Davies, W. L. Davies. H. V. Doming, F. R. Do u r ,ill. C. F. Elliott, Rnbt. Gebhnrl. H. H. HnUadAV. S. H. Han. ' A. D. Honifjr, S. A. Hunter. Robt. A. Irvin. J. H. Milne. A. F. Neal. Thomas Neal. W. C. Neal. J. R. Newell, S. J. Olson. C. F. Puller. G. B. Puller. M. J. Reynolds, O. F. Richmond, F. B. Sangster. Geo. R. Smith, M. Taylor, H. P. Torrance. H. F. Whitaker. A. E. F. White, H. K. White, W. F. Wiggins. 1. D. Wilson. A. M. Woodward, We hope that all the boys who have not so far sent in their names for membership, will do so without delay, as it would be par from customers on account of our charging the advance pries on vermilion and carmine red. Neal's Carriage Paints. They stating that our salesman took the orderand said noth ing aboutan advance on these colors. They sometimes claim that our salesman agreed to ship Neal's Carriage Paints at same price as last year, and whenhehadnotboughtsir.ee last spring before the advance went into effect, this would mean tha: you had agreed to put in all colors at same price. We wish you would make a point of telling the trade, on every occasion, that vermilion and car mine red carriage paint are higher in price. Don't take it for granted that they know this, because they do not in every case, and we have abundant proof of this fact every day. ticularly gratifying to know that our corps Following is one of the responses received of representatives, without a single exception, to a recent circular regarding Devil's Red, were with us in this movement.- - sent to ibd railroad trade: " * " -- A. M. Wo o d w ar d . President. T. W. Co n n o r , Vice-President. A. F, Neal , Secretary-Treasurer, The Price of B. P. S. Paint. The Patterson-Sargenl Co. are making a price of $1.20 in ones, white and ordinary De t r o it . Mic ii.. April 18. x k m. Mire teer Mister Neal:---1 hat received already yet your ledder what you sanded me by Mr. White, and I hat reeded it oter carlessly, I Jon't know why de delf11 you sended me a leader what says mid printed ripes Jot you g-ot now a fast kclor what is red und make vet a red nan stand there mlt a cheese knives In his rite hands und mi< his dinger by the left hand point yet by the red signs where lr says once. " Deffll's Ret." You make a speech hy dot ledder In. und say It colors for their B. P. S. paint. While their takes you years to make such a red things und dot It was made by a new basis on. Well, dots alrlle. action may tend to unsettle the market ain't it? I spose me dot the old basis was proke yet somewhat, we know of no other manufac and you hatto geta new one, don't It? Itlisdens like it. turers who have reduced prices. Rumors You make lots ot large klairos by that new basis halm. It fs may he so yet. how I know, you kam have reached us that the Sherwin-Williams broof It by me. koss 1 Iried It not yet. Of you sent Co. had met the B. ?. S. price, but we place ! yet a sample 1 will dry It on the Gufenor Begley monumenJ wonst, und If you like it 1 will haf Toney no reliance cci these reports, as statements ; Weiler sed it on your desk alreadty by the Shamperof Cummers. Cheerfutlle Yurs drulv, have not been verified. Ud d l e Wil l ie St r a u s s . B. P. S. pries, as you probably know, is We are willing to send " Uddle Willie " a l.o. b. Cleveland, Chicago or New York City. sample on condition that he tests it as indi We shall maintian present price on New j cated in his letter, and know that the result Era. as we cannot stand a reduction based j would be a permanently bright object of upon cosl of quality we are furnishing, and 1 beauty that would attract and impress the udgir.g by the demand for "absolutely pure" thousands who view our Campus Martius goods, which hasresultedin a volume of busi- j daily. ness far in excess of last year, we fee! confi `This is "Dixie's" Plan. dent that this is the class of goods conaumers 1 This is a copy of letter 1 have just sent to want, and that they are willing to pay as Thompson's men. 1 am after the seat: reasonable a price as we have been asking. ; Tr o y . N. Y.. April t 6. ioor. Mr . Ge o . R. Gin n , Utica. N. Y. Fl e min g t o n . Mo .. April 11, 1901. j Dear George:--The Company have just notified us Your Furniture Varnish and Hard Oil ! that the man getting the most between April ist and the time ot New Era agencies our convention will Finish is fine. My wife has all the old j occupy the seat of honor at the right of the chairman. furniture on theplace looking like new. | *' Your uncle wants It, " therefore, 1 will give a Dunlap Yours truly, W. F. Emo r y . j to the one that helps me get the most High-Grade agencies during that time. Are vou i n the race ? j Yours. 1. D. W. Trade Arguments. BY A. b. BARRON. [We are pleased to announce that Mr. Barron has consented to write a number of articles under the cap tion noted above, and know that they will prove of more than ordinary interest to our representatives, especially to those who are "starters" in gaining experience on the road.] Every representative on the road should have a good argument ready for all objec tions a prospective customer might have, as to why he should not handle New Era HighGrade Prepared Paint. I shall give you a few of the objections 1 have met with, and my answer to them. Mr. Customer says he never handled paint and has no call for it. The drug stores have always handled it, and the people are in the habit of going there, and again he does not want to cut into the drug store line. Answer: "Do not think me rude in asking you this question, `what are you in business for, your health or the money you wish to make?* Now, as you are net ir. business for yoOr health, but In business to make all the money you can. Do you not think you should handle the lines that legitimately belong to the hardware business. You must realize what amount of competi tion you have, even if you are the only hardware in the town. Just look at the amount of goods the people in this town and surrounding country send away for, every yeaT, to the catalogue houses. This you cannot stop very well, but to be an up-todate business house you will find it necessary to handle a complete line of hardware aird building material in all its bfanches. u The paint belongs to the building mater ial and is just as necessary to the house as the nails, locks and window glass. The customersyou sell hardware to want paint. Do not drive this business away. Go after it and get all you can of it, and at the end of the year you will find you are much richer, you are looked upon as a progressive business man, and you run an up-to-date store, and. sir, jusl think of it! If you handle paint it will not be necessary for you to increase your expenses one cent; you have room enough to handle it, you have help enough and everything in splendid shape. This is certainly a case, getting something for nothing. C-Ji>tmucd on other side. 0007-SWP-000128115 T THOUGHTS April 27, igor. ` `You certainly show a brotherly spirit when it had been colored with black in japan or you do no? wani to cut into the drug man's our Roc-Varno black, elc. This applies to line: but, sir, it is not the drug man's line, green filler as well as ivory black gear filler. but the hardware ! It is a line that belongs The above two being all we present in the com- to you, a line you should have been handling oinalion fillers. In gear colors we present all for years. Do not fail to recognize the fact, :he reds, blues and yellows shown in our sir, that your own family should be taken coach color book. These are very similar into consideration, and the brotherly love 10 japan colors, are In semi-paste form, but you are bestowing on the drug man should are slow drying and elastic, and carry oul be transferred to your family's pleasure." ( ihe system of elasticity from start to finish. TO BE CONTINUED. I WHAT IS THE DIFFERENCE BETWEEN RDC-VARNO What Difference is There Between Gear Primer and Filler and Body Primer and Filler ? kND SOLID F.UBEING COLOR-VARNISH. Solid Rubbing Color-Varnish is a betler grade than Roc-Varno, a trifle slower in dry ing. has considerable more body and lustre, I enclose you some questions from Mr. in fact is a superior quality and should Kelly on system, etc., which 1 have carefully always bring a betterprice than Roc-Varno. answered. It strikes me that some of the boys may wish some light on this same sub Who 'Will Occupy The Seat of Honor? ject, and I respectfully suggest that you | Who will have the seat of honor? Now, jpublish the questions and answers in j that Is something I would like, and might say Th o u g h t s : B. E. B. right here that you can enter me in the "There is a very great difference. Our I High-Grade class, for, of course, being on a Gear Primer has entirely too much pigment | rew territory. [ am more ihan anxious to get in it to use on bodies, in fact. It will not High-Grade in. so if I have a hobby, 1 guess answer at all, and our Body Primer for gears I would call it that. I fully understand that 1 will not answer, as it is too thin and has not am getling in very fast company when l enough pigment in it to help fill the grain enter the High-Grade race, but will say that of the wood. Gear primer must have filling , should I be able to get to the three-quarter properties as the wood Is "hickory" and ! pole [ will give some one a horse race to the very open grained. Bodies are of white | finish. Trusting I may have speed enough wood or poplar and need no filling from ihe : :o carry me the mile. I D. W. priming coat. The primer is simply for the protection of the wood and is very elastic and penetrating so as to shed the water and They Ate Pleased. Co l u mbu s , O.. April 17, 1901. We are pleased to stale that we have this keep the grain from raising when the body . day received the goods which we ordered is rubbed out of filler with brick and water. and we are well pleased with the appearance "Gear filler is very elastic--while body : of the packages, and wish to express our sincere thanks for your liberal supply of filler is more of the nature of rough stuff-- j advertising material. dries hard and quickly. One could not get We are now checking the goods and hope a surface at all, or a body, with gear filler ; j lobe able to give you another small order could not rub it with rubbing brick or lump t within a few days. Respectfully yours, pumice as it is too elastic and would roll up Th e Ce n t r a l Su p p l y Co ., or clog the brick o t stone, while body filler By C. E. Truesdell. would fill the grain in fine shape on gears or wheels; but it is not elastic enough for this purpose and would crack or chip off after very little usage. Hence, it fs important that With your.permission I would like to ask a question through the columns of your val uable paper Some time since we were initiated into the mystic "herd of buffalos," these goods should only be used as their and. as I understand if is a very growing names Imply. organization, over Ihe entire United Slates. WHEREIN DOES GEAR FILLER AND GEAR FILLER I have only wondered, and now ask, if the AND COLOR DIFFER? other representatives of the Acme Company Gear filler differs from our gear filler and are becoming members. R. M. B. color as follows: Our gear filler black, deep fMr. Billings: The Acme representatives are nl) joining the Tl-Kl.] red, lighi red. and yellow is simply a ground work for gear colors, Roc-Varnos, solid rub Slock of Stands on Hand* bings, etc., while our Gear Filler, green or Ivory black, is in itself a color as well as a filler, or. In other words, it Is a combination of filler and color. If you were to put clear varnish over our black Gear Filler it would look like-dark lead, while if you placed clear varnish over our ivory black gear filler you would have a black job same as if Rapid Seller...................................... 6G Bristol ...................................................... 148 SAI FS TO DATE H. P. T- H. F.M A. D. I . . W. P. U v, , O. F, V I A. R. Kelly..... W. P. Deegan . Dan Davies -- R. A. Irvin....... Mail.................... Acme Plug Hat Club, Sates of Neal's Aluminum Enamel from April ist to June i5tfc. Inclusive. The numbers opposite names designate the standing of each representative based upon value of goods sold : W. C. Neal................................................................. F. R. Dougnti............................................................ G. R. Smith................................................................ A. E. Barron............................ C. R Pulfer................................... Cv H. `A A. .. Dan Davies...................................... R. A. Irvin.................................................................. 0. F. Richmond ........................................ A. R. Kelly.................................................................. H. C. Cater............................ C. K. Elliott ............................................................ W. P. Wiggins.......................................................... F. B. r . H.P. S. H. } i 2 j 4 5 & ? R o 10 u r 13 14. 15 >6 17 ,a W. H. Connor............................................................ S. A. Hunter.............................................................. 1. D. Wm. R. M Roy 3 R, S. fiebhart............................................................ H. H. Halladay.......................................................... J. H. Milne............................................................... J. R. Newell............................................................ S. J. Olson................................................................ M. J. Reynolds.......................................................... 19 ao at o o o 0 o o o o Globe Lead packages look very good since new label has been added. S. J. 0. New Era High-Grade Orders* We shall hereafter record in Th o u g h t s the number o( orders for New Era received from each of our representatives every week. It is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, in addition to direct business, will include those transferred to Jobbers and dis tributors^ Orders not approved for credit will net be included :For week Total ending A. E. Barron ................. April 35. 4 R, M Billings......................... ..... 4 H, C. Cater........................................ t D. -tn Davies...................................... j Wm. F F. R. since March i. 31 aq ig 4 3 a? C. F. 5 Roy H. Foster.................. 2 R. S. Gerhart...................................... 7 5. H. Hart............................................ to A. D. Hoagg...................................... * S. A. Hunier........ *.............................. 6 R. A. 4 A. R. 3 C.F. ' ,, . .. G2 J. 3 W. *. * J. R. Newell......................................... S. J- Olson.......................................... ; C. F. Pulfer.......................................... 5 At.J. Reynolds ................. 0. F. Richmond................................... 2 F. B. Sangster.................................... 4 G. R. Smith........................................ H. P. Torrance...................... H. F.~ 3 W.P 49 1. D. * } 19 2 14 47 50 ig 24 16 4 32 ?. 6 5 22 32 4 10 36 a 6 *t 22 My hobby is New Era. S. J. 0. ;*i| v-> 0007-SWP-00012811 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. li. DETROIT, MICHIGAN, MAY 4, 1901. No. 30 Trade Arguments* BY A. E. BARRON. {Continuedfrom last <week) AN OBJECTION WHY A PROSPECTIVE CUSTOMER DOES NOT WANT TO STOCK NEW ERA K10H-0RADE PREPARED PAINT. Mr. Customer does not take much inter est in the paint line. He sells very little and wants 10 get out of it, as there is no money in it. Answer : " It is your own fault if you are not selling much paint and are not making any money out of the line. You know there is lots of paint sold in your town, ft is a line that belongs to your line of business. " It is a very profitable line to handle, if you want to make it so. Would you cut the life out of your other lines, like you have done with the paint? If the paint you are handling is to blame, make a change and get a pure line* Did it ever strike you, Mr. Customer, that the paint you sell does more to advertise you than any other line you handle? You know very well, if you will just give a moment's thought, that the very people whom you sell paint are the greatest advertisers in the world. They talk about your paint and teil one another all about it. If it is good paint they advise their neighbors to buy the same kind. If the paint is poor they advise their neighbors not to buy it. " Now, sir, just think of the amount of advertising you are getting for nothing. This advertising you wouldbe willing to pay many dollars for, if you could buy it. 1: not only advertises your paint line, but your other lines as well. Now, sir. it depends on the line of paint you handle, if this free advertising you are bound to get, whether you want it or not, is going to do you good or harm. " Ifyourpaint is pure lead, zinc and oil. and nothing else, it isa good paint. Tf i r is not pure lead, zinc and oil it is a poor paint for you to handle, and I can tell you right here, your other lines will suffer, it will only be a short time before you notice your business falling off in ether directions. AH on account of the poor paint you are handling and the adver tising your neighbors do for you for nothing. "Take my advise, get in line, buy New Era High-Grade Prepared Paint, which is made out of lead, zinc and oil and nothing Carrying Samples of Davies' Varnish Stains* else. We will assist you in advertising the Your suggestion in regard to every sales fact to allyour neighbors, that you now have man providing himself with a quart can of pure paint. They will buy It, as it is just Davies' Varnish Stain and brush, in order what they want. You can sell it at a good to show up the goods, is a wise plan. 1 find profit and I know positively that in one year Cambel's Varnish Stains are being worked from now you will have changed yalir mind In this manner by their salesmen, and they about going out of the pdint business." are making wonderful success, in fact are TO DO CONTINUED. placing from two to three case lots in each town and are much higherpriced goods than Western Prosperity. ours, and not any neater package than we A number of banks in the grain states have have. I trust you may. see the importance been compelled to pul! down their signs of this matter and see that each salesman is owing to the extraordinary prosperity of the provided with an outfit that he may properly times. A western banker explains the show up the goods. I know we have an up- cause as follows: ,4 The farmers have not to-date house and don't see why we can't only paid off their mortgages, but have to go after the business just as hard as any their credit substantial sums in the bank. other house in the country and not let it get They have slopped borrowing, and as a away from us. The only thing I have to fear result the bairirr find U difficult to employ ^vtsThaJ-Cambel's salesman isahead of me -ahi their funds." We wonder if many farm , has completely supplied the trade. You are houses need a coat of New Era ? If so, at liberty to send me an outfit and I will do. cannot our representatives suggest to the the best l cata to show up the goods. C. M. We-tawe-seirt MV. Mehlig an outfit for snowing up dealer that such an outlet for the farmers D. V. S., as requested. And know that II properly used surplus funds would be a good thing for him it will help rake sales. We shall be glad , to furnish and us, aad further would do much towards these outfits to all our representatives upon request. helpin gthe local bark to continue in business. I visited a town this week where a large New Era fer money is an even exchange Odd Fellows' hall is being built. The conanyway, so far as we are concerned. The . tractor had ordered from the merchant 1 was dealer gets the profit and the consumer the trying to interest in our goods, a large lot of benefit. paint, made by one of our competitors for Sales on Davies' Varnish Stains. use upon the building, outside and in. He I think it would be a very nice thing to happened in while I was there and the mer- figure up the sales on Davies' Varnish Stains : chant introduced us. The result was 1 came since (he first of the year. This one line of ; away with the order in my pocket for New goods was discussed pretty thoroughly at the Era at twenty-five cents per gallon more convention and I think It would be nothing than he wa3 to have paid for the other. I but right to count sales from then, as I have do not claim credit for special salesmanship as well as others filled up quite anumber of the or personal influence in the matter, as both good dealers cn Davies' Varnish Stain, and 1 I contractor and merchant were strangers to think 1 can give any one a run for his money on this line. G. F. E. me. A simple statement of a few facts did it. New Era will win every time over the whole push, if given a fair show. S. H. H. Mr. Elliott Is rig-ht. Sales on Davies* Varnish Stains have increased about *o per cent, over what The following clipping from a letter I re they were for the same period last year. The iine is a good one in every way and only needs the proper amount of push to bring' it to the front. We are glad to see the salesmen " Take Hold and Lift." ceived from our Kansas jobber is explanatory and shows that they know a good thing when they see it: " New Era orders are coming faster than we can fill them and we are very I am in favor of putting up a line of inter anxious for the next car, which we think will ior paint cr enamel similar to Senour or be here the latter part of the week, and Bradley & Vroman's line of interior should put us in firsl class shape for a lillle enamels. S. J. O. while." 0. F. R. i 0007-SWP-000128117 2 THOUGHTS May 4, 1901. Paint Business Drifting from the Drug Trade. I suppose you are aware that the paint business is gradually drifting out of the jobbing drug companies hands. I call on all this class of trade in Chicago, Milwaukee, St. Paul and Minneapolis, and how often I am told by some one of them, that they are not selling much paint, and they want to close it out, etc. Now, frommy standpoint, this is a very serious state of affairs for the Acme Company. There is no reason in the world why such a condition should exist. 1 know the retail drug stores are also drifting out of the paint business, that is natural. Now what you will have to do, and do it at once, is to educate the drug salesmen to call on the hardware stores for their paint busi ness. There are many of the drug salesmen, that do this now, and the houses they repre sent are pleased with the paint business and would not think of going out of it. A. E. B. . {_'Mr. Barron's remarks are right to the point and his suggestion In regard to educating the drug salesmen lo call on the hardware trade is one that should not be overlooked by our representatives, particularly those who are working closely with the jobbing trade and depending largely upon (.heir assistance to work up a satisfactory volume of business.! Good l Mr. W. R. Appleton, our agent here in El Dorado, Ark., took me driving in his buggy to-day and showed me the houses painted with New Era High-Grade since September 1st. 19C0. There were twenty-seven Qf them and ranged in size from three roomsto fourteen rooms. Our competitor here handles S. W, Co.'s paint, and we counted three painted with their paint. We have certainly got the paint trade in this town where we want it. He has sold three bills in past two weeks in surrounding towns, all on account of the good appearance El Dorado presents when you are in it. all due to New Era High-Grade. Mr. Appleton is In the paint business right and you can't seil him anything but New Era High-Grade, "and that's a fact.*' W. P. W. Interior Paint* I thir.k we should have a line of cheaper interior paint, put up in half-gallons, quarts and- three-quarter pints only. It might be made on the same colors as Acme House hold Paint. Mr. F. Shiley, of Reading, Mich., asked me for an article of this kind this spring and would not take our Adamant on account of the label and price. He wanted something cheap and put up in a neat package. I agree with Mr. Elliot that a second line of cheap Interior paint would be a good thing. C. F. P. Good For You* Mr* Hoagg* Da v e n po r t . I a .. April aa, 1901. I found in one or two places in Edgcrly & Co.'s territory where our varnishes had been sold to certain cusiomers by myself, and in reordering either from their representative or by mail they got Standard Var nish Co.'s varnish. 1 wrote J. W. Edgerly & Co. two letters about the matter, saying; I objected to this manner of handling the trade and they wanted me to particularize, which 1 refused tr> do. as i wanted all their representatives to understand 1 did not want to have this done, and you will see Mr. Harper has so instructed his representatives which makes it unneces sary to say .anything' more on the subject. 1 simply send you this so that you may know I have been look ing after our end of the string. Respectfully, A. D. Ho a OG. MR. HARPER'S INSTRUCTIONS TO HIS SALESMEN. April 9, 1901. Sa l e s me n :--Mr. Hoaggin going around over the territory this spring, and pushing Acme paint, has run across a few things that he does not think exactly on the square. One of them Is in regard 10 the Standard varnishes. We make some pretty strong kicks with him. and when he finds we have any weak places he commences on us. He. nf course, is finding a good deal of Standard vnmish on the territory, and this, of course, he considers le&itimate competition, but he claimshehas found where-customers of ours have been handling the Acme varnishes, and that after they have handled the Acme.uur salesmen (not Mi. Vogt) have urged them to use the SlanrtnrJ varnishes instead of the Acme. He will not say who the guilty party is. When we are handling goods on which as much work has been done for us as the Standard people and the Acme people, we should be very careful in regard to substituting; thatis.ifanuut wants Acme goods we should not try to substitute on them, as long as the Acire people are doing as much work xs they have done for ns ; and If a person wants the Standard Co.'s goods we should not substitute on them, as long as they have done as much work as they have fur us. Keep this In mind, please, as we do not want the salesmen who are doing detail work and turning orders In to us to get sore at us. Who the guilty purty is we are unable to state as Mr. Hoagg wilt not give up the information. J. W. Ed GERLY & Co.. W. T. Harper. Jr., Pres. There is a whole volume of information on the result of co-operating with your job bers contained in the above correspondence, and we hope our representatives will thor oughly appreciate the point made by such a practical confirmation of our views on this subject. Please Read This Inattention to instructions heretofore given representatives cost us two telegrams dur ing the past week. Orders taken for direct shipment to customers of jobbers and to be charged fo jobbers account must be first sent to jobber for O. K. as ro credit. If orders of that kind are sent to us without the jobbers approval of same, shipment of goods Is not made until we ascertain that every thing is satisfactory to ihe jobber. This point has been explained so often that we are surprised at any representatives forgetting about it. G. B. P. The Short-Weight Keg Again. The following article clipped from the April issue of Drugs. Oils and Paints, contains much food for reflection, and some very good arguments favorable to New Era High-Grade Paint: A short time since we referred to Ihe common prac tice of packing white lead in gross instead of net weight kegs,and cited figures from several investi gators to illustrate the extent of the deception to which the consumer is thus made liable- Since thot article was written we have Investigated the matter personally, and have found that the shortage is even greater than we had been ied to suppose. For the purpose of Ihis inquiry we caused to bo purchased from a dealer in a large country town, too pounds of keg lead, as follows: 8--za^s, 4--25s, --sos. These were shipped by freight to a paint shop, and there examined by a competent painter under per sonal supervision. The kegs were opened one by one, the top skin removed and placed on the lid (to be weighed with the keg),and the lead then carefully scraped out intoa tarred container. Each cleaned keg. with the removed skin was then weighed, and finally when all kegs of the same size had been cleaned and weighed, the lot were weighed together. The eight twelve and a half pound kegs, the four twenty-fives, and the two fifties were thus treated as separate lots, the three several `'hundred weights" of lead being cnilec-ed in separate containers. Afterwards each lot of lead was broken up ir. ;i weighed quantity of oil or turpentine, and then care fully strained to remove skins and unreducible particles. The weight of the usable lead was then ascertained by subtraction. Followlngare the results : Gross Total Good Lead wt. lbs. tare lbs. recovered ibs. 8--raj^-lb. kegs . .zoo........91%..........*.% 4--*=> " " -..roa#...i7f4......... So 2--5 " *' .xt%....... 80K These results, calculated to show ihe cost per pound in full hundredweights, the price for the short hun dredweight, as sold, being $7, give the following prices: 100 ihs. net in 12^-lb. kegs...... 9.517c per lb. 100 ** " " *5 " " ........ 3.75c zoo * " " 50 '* " ........ 8.4.84c. " It would seem that the advocates of pure p:\int laws might without violence to conscience, extend their benevolence just a little furtherinthe direction of honesty and secure to the public community from this most insidious frauds -- short weights and measures. Some people think that a nan should be permitted to use his own judgment regarding the kind of material he adopts--tlrat, for example, he should be permitted to wear cotton or even shoddy, rather than pure wool, if the price of those accords better with the state of his pocket-book; but all honest people are In accord upon the proposition that the yard stick with which the goods are measured off to him shall be of full length, as established by law. If laws regulating the composition of paints are to be established in the several states, it strikes us that the paint manufacturers are singularly shortsighted if they do not see to it that full weights and measures are also required by law. It may be urged, with some reason,that the grinders are * tarred with the same stick," that in many cases their gallons and their hundredweights are similarly short. But. as in the case of the compounded " white lead." this again is a matter of tu qrnque; it being pretty well established, we believe that as the old corrodors were among the first to practice and the last <> SSfSKSSESEKHSt 0007-SWP-000128118 c c c May 4. Tqor. ___ THOUGHTS 3 to profit by compounding. so they were the first to "What Constitutes a Pure Mixed Paint? Invent and are the greates.1 gainers by the subterfuge of the " gross weight " paint package. Tliat this is a fact will be apparent when we remember that the grinders' products are sold largely in metal. That they are not universally so packed Is largely the fault of the freight classification committees .which discrim inate arbitrarily in favor of thewood package. This is a matter for the Grinders' Association and the National Paint, Oil and Varnish Association to adjust. The following article Is the substance cfone pub lished by us in i8p8. As our traveling force has been enlarged somewhat since then, it was suggested that we republish It. thus giving the benefit of It to our new and young?r salesmen who are looking tor light on (he paint subject: There Is no official standard, that Is to say, the government has not sol up one by law, and neither has any commercial body, but In nil literature. Issued by a The more deeply we delve Into the intricacies of the large majjrlty of paint makers, it will beobserved that, paint question ihe more forcibly appears to us the regardless of what an analysis reveals their paint to wisdom of that ancient Oriental who wrote: "As a nail sticketh close between the joinings of the stones, be composed of. they emphasize the lact that white lead (carbonate of lead), zinc oxide, linseed oil and so doth sin stick close between buying and selling." turpentine, when properly combined, are undoubtedly How men of lionor and honesty can door permit to be superior materials to use in paint, and never make any done some of the things from which thev draw profil, reference to the various other materials used. passes our humble understanding--which Is. to be Puiiiy--We therefore have analyzed eighty-two sure, only the understanding of a newspaper editor, brands or mixed paint, including all theprincipal man which Is again of the simplest and most elementary ufacturers' best qualities. The tint selected for analysis character, but Includes the slightly shop-worn die turn ; was a gray tint, and we have selected the only one that. " Thou shalt not steal." In our judgment, approaches thenearest to perfection. We see seventy-five pounds of paint daily sold and The paint reveals the fact that its composition is: billed as ioo pounds: we see six nr seven pints of 60 per cent, carbonate of lead. oxide of zinc paint daily sold and billed as a gallon: we se mix and chemical ly pure colors. tures containing from four to eighteen parts In the hundred of water, sold under solemn assurance that 4j j percent, linseed oil. turpentine, oil dryer free from rosin and naphtha. " this paint contains no alkali wntcr or other deleteri ous substance and so on ad nauseaTM. Is It not time that some man or body of men who have not lost the primitive conception of honesty should rise up and thunder out the command : " Thou shalt not steal ? " All this is entirely beside the question as to the quality of the paints thus sold. Benzine is probably ns good as turpentine In most paints, and we may The claim might be made that sulphate of lead night be substituted for carbonate of lead, and still the paint would be pure; also that carbonate of lead or zinc oxide aluae could be so considered, or you might go a step further and claim that a paint made of tarytes. or any other inert material alone, makes a pure paint. We are willing to admit the reasonable ness of the argument, but we assert that If experience admit for the sake of argument that saponification improves the painting valueof linseed oil; seventy-five pounds of white lead may be dirt cheap at $7.anda has demonstrated the fact that the foregoing analysis gives the best satisfaction to the user of paint, then :my deviation or substitute must he considered In the six pint gallon of paint may bi practically given away at $1.50: but If these things be true, in God's name let us stand up and tell the truth about them. Let us stop the competition in lying and begin a competition In truth-telling. I.etus ceasedemonstratlnghowpoor are our neighbors products and spend our time and energies on demonstrating the excellence of our own. light of an evasion at the best. Weight--A standard of weight must also be set upi that Is to say. that the consistency of paint must be just right. The pruportionsof materials used must be so nicely balanced that the paint will work freely under the brush, cover properly with two coats, dry or liarden properly and not busier, crack or peel off, or This political game of legalizing one form of fraud 1 in other words wear well. Experience has demon by outlawing another lias gone far enough: If we are strated to our satisfaction that paint of light gray going to call a halt, let us call a complete halt and tot Tint, made according to the above analysis, should place It in the power of a corrupt judge to sentence tils weigh sixteen and three-quarter to seventeen pounds corrupt brother. If the emulsion " pure paint '' Is to to the gallon. If it weighs any less, then It certainly go. let go also the seventy-five pound hundredweight does net reprosert the same money values, to say and the seven-pint gallon. Sweep the slate clean and nothing of the other properties. It is a well known find an honest basl$ on which all can stand wilh fact that a paint that Is too thin will have z tendency freedom of honorable competition on the sole ground to run and not cover properly. of merit and price. Full Mcavure--We give herewith a list of the What honor or honesty Is there in publicly assever sizes ol the gallon cans used by ihe various manufac ating. for instance, that zinc white spoils paint, and privately admitting that it improves It V What honor turers. A standard United States gallon contains cubic inches. As :t is not possibletmill a paint can to or honesty is therein announcing that none but buyers the top. it must he plain. in order to get into* package of iwelve tons of a given product within a year shall lull measure, or a gallon of paint net measure, that be entitled to certain discounts, and then classifying the package should be enough larger to allow for this. every profitable consumer as a "twelve-ton buyer," To Illustrate: A can measuring six and one-quarter regardless of his purchases ? What honor or honesty : inches in diameter and seven and one-half inches In is there in underselling a competitor by duping the height is in reality a full standard gallon and contains buver with a gerrymandered gallon ? ost cubic inches, but inasmuch as the manufacturer Away with the subterfuges and evasions I let us call using the package cannot fill It to the top. it is manifes, a spade a spade. & liar n li.*r and a fraud a fraud. Let that it Is in reality short measure. On the other us get down to the common fact that zinc white and hand, a can measuring six and three-quarter Inches white lead, in proper combination make, so far as the by seven and one-quarter inches will contain 260 facts have been demonstrated, the best paint base cubic Inches, a little over a full gallon when filled to producible in our present state of knowledge, and If we the top. So that a full gallon of paint may be put Into believe otherwise let us come boldly forth and submit it and leave ample room besides. It is usual to to a lest of merit under fair and proper conii liens. Let fill cans within a halt-inch of the top. which applies ik furthermore acknowledge, or else publicly prove to the paint we set up as our standard, but we have otherwise, that the addition of Inert pigments to this . frequently found brands of paint put up In what Is base is not ruinous, and that there may be ample rea- known as a commercial gallon, holding, if filled to sons to justify the claim that the cheapening effected the top, about seven eighths gallon, but the cans by such additions :s in many instances a Irue : were frequently not filled within an Inch of the top, so economy. the purchaser really only got about three-quarters of a gallon. Other manufacturers use.a very large can. but as they generally only fill them within about an inch and sometimes an Inch and a half from the top, the consumer Is possibly deceived by the appearance, but seldom receives more than he pays for In volume. " The following tabic shows the various sizes of gallon cans used by mixed paint manufacturers: Diameter ey3 6% w* 6K 6% 6a 6a 6.% " ................... Measures In Height Cubic In. 7'A 6M . .... 2J2 .... *16 . 6H - 7 'A ----- 224. __ 2}J. .... 232 6H .... 240 7a .... 240 7^ .... 250 ----250 7rX .... 200 .... 366 7 ............................270 It Is not the question as to purity after all. but dur ability'. covering properties, etc., and what the real demands of the public aTe, regardless of Ingredients or the manufacturer's individual opinion as to what makes the best paint. Now. understand, we are net condemning other materials that we shall hereafter mention as our standard. In fact, we can frankly say that a paint composed of one-lhird each lead, zinc and barytes, or 6oper cent, zinc and 40per cent, barytes, makes a must excellent paint. The test of time has proven both of these formulas superior to white lead atone for dura bility. Furthermore, a paint would not be injured by the use of say. not over 3 per cent, of an alkaline water, but actually improved by Its use, because itwill neutralize the acid action of the pigments, and Improve Ihe working properties and the consistency of a paint. It has also been demonstrated that naphtha is a much-abused article. To Illustrate this point, let us assume thatn gallon ofpaint was made from the proper proportion of a pigment, linseed oil and dryer. Now, simply to make this flow easily, just a little turpentine or naphtha must be added; the consistency arrived at. the paint applied, and, as both naphtha and tur pentine are volatile, and having served their purpose, they immediately evaporate, and that Is the end of them. We admit there are some points In favor of turpentine, hut we must frankly say thal (hey are much overrated. The foregoing is designed to give you a compre hensive idea of a few facts that it is well to know. And. now to explain to you our present attitude, we believe the point is this; What have the paint trade in their own minds deleimined as to what constitutes a pure paint? Admitting the possibility that some thing even better might be devised, if the trade have not been educated up to that standard.then unlit such time we believe it well to cater to an existingdemand, and let the future take care of itself. If, in time, public opinion changes, then at that time, we must, as an up-to-date concern, conform to the will of the people. It was these conclusions (hut determined us to adopt for our New Era High-Grade Prepared Paint standard, a combination of white lead, zinc, linseed oil, turpentine dryer and turpentine. Do not overlook the fact that much of the paint on the market is put up in a short gallon about six and ore-half Inches high, six and one-half inches In diameter, and will hold only a scant seven-eighths of a gallon, while the weight will average only twelve to thirteen pounds. Our goods are put up In a full United States standard gallon, six and three-quarter inches In diameter and seven and three-eighths inches high. The weight of the whites Is seventeen and one-quarter pounds, very light tints, sixteen and one half pounds, dark tints, about fourteen to sixteen pounds. And, while on the matter of weights, it may be welt to say to you, that the variation In the weight of the goods is to the varying specific gravity uf the necessary tinting pigments. Some lints, by referring to oui sample card, you will note, are nearly pure 0007-SWP-00012811 4 THOUGHTS May 4,1901. white (these are the heavy ones), while others In Our General Distributors. which pigments (tinting colors) of a much lighter gravity than white lead and zinc are the less in California Bohan Palm Co., Los Angeles weight. Colorado We desire further to state to you that wo co not Humphrey-Jones Merc. Co., Denver wish to have you make disparaging remarks about our competitors or their products. Our position is briefly this : We assume the trade have established a standard for the present quality of mixed paints. We have adopted that standard, and offer what we firmly ' ' Acme Plug Hit Club. Georgia Columbus Hardware Co.. Illinois Geo. E. Watson Co., Colburn, Birks & Co., Indiana Columbus Chicago Peoria believe to be the best designed paint on the market to Johnson-Woodbridge Co., Indianapolis day. There is no question but that white iead alone, while it has great covering capacity, makes a very poor paint, but experience has demonstrated that combined with oxide of zinc, it makes a good paint. Sales of Neal's Aluminum Enamel from April 1st to June 15th, Inclusive. The numbers opposite names designate Iowa Sickels, Preston & Nuking Co.,Davenport J. W. Edgerly & Co., Ottumwa Homlck, Hess & More, Sioux City Kansas If these two pigments are used In connection with lin the standing of each representative based A. B. Whltfng Paint &Glass Co.. Topeka seed oil, turpentine dryer free from rosin, and turpen upon value of goods sold : tine, It makes a rattling good up-lo-iatepaint. Now, W. C. Neal.................................................................. couple this with the fact that the goods are offered at F. R. Dougall............................................................ a popular price, and we believe we will command the A. E. Barron .............................................................. confidence, respect, and patronage of the intelligent trade wliu <tre able to discriminate. Another point G. R. Smith............-................................................ C. F. Pulfer..................................................... C. Mehllg.................................................................... that must not be lost sight of Is the fact that painters H. F. Whitaker.......................................................... cannot say one single word against its use, because they, themselves, must admit they could not design a A. D. Hoagg ................... R. A. Irvin.................................................................. A. R. Kelly................................................................. better paint. It Is a well-established policy with us to cater to exactly what the trade demands; furthermore, to Dan Davies........................... 0. F. Richmond ........................................................ S. H. Harl................. W, P. Wiggins.......................................................... 1 2 3 4 5 6 7 8 9 jo 11 13 13 14 Louisiana L. N. Brunswig A Co , New Orleans Massachusetts E. & F. King & Co.. Boston Minnesota C. "W. Hacked Hardware Co., St. Paul Mississippi Lee Richardson & Co.. Vicksburg Missouri Gate City Roofing & Metal Co., Kansas City Montana Carder Bros., Butte New York Buffalo Glass Co.. Buffalo watch constantly for defects in any of our products. To this end, from time to time, the writer will be pleased to have you suggest any points that will assist us in regulating at this end. We wish to add that we are now having analyzed nearly one hundred brands of ready mixed paiptw tills lime outside white. The information will be ready for distribution probably about the middle of the year. The progress we are making with New Era Is highly satisfactory, and It all goes to show that the standard we have set up Is the correct one, and notwithstand ing the fact that the trade cannot in every instance be won over at once, the time is coming,and thataewn, H. C. Cater................................................................ H. P. Torrance..................... H. H. Halladay.................................... C F. Elliott...........................'................................... F. B. Sangster.......................................................... C. F. McCauley.................................. 1. D. Wilson............................................................... W. H. Connor............................................................ S. A. Hunter.............................. Wm. P ~ R. M. Roy H R, S. Gebhart............................................................ .1. H. Mllre................................................................ J.R. Newell................................................................ S. J. Olson................................................................ M. J. Reynolds.......................................................... 15 16 n 18 iq 20 21 aa 23 24 o o o o o o o Burhans & Black Co., ' Syracuse Jno. L. Thompson. Sons & Co.. Troy Ohio _ \ **' Co., Co., o.. Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co.. Oklahoma City Oregon ' . F, E.JJeach & Co., Portland Dj ;1* a I Co., P I'1, , \ s- i, Jw'iL'Schlptt & Co.. Pb*lk%*Sb'xw & Co., Ter ::**vw`* I .. * \ V . ` Du Bots Easton Reading Wilkes Barre Chattanooga when the public will demand goods of a standard ise \> U . . Drug Co., Memphis ours, then the dealers will have no choice but to-buy ' New Era High-Grade Orders. good goods. We shall hereafter record Li Th o u g h t s the number of orders for New Era received from Texas ... Greiner-Kelly Drug Co., Houston Drug Co., Utah G. F. Culmer & Bro., Sherman Housion Salt Lake City Odds aod Ends. We would like the following " Odds and Ends" disposed of quickly. Sell the entire lot, or part of the goods, at from 10 to 20 per cent, better than jobbing prices. If each of our representatives every week. It i Virginia is a record we assume that all will be inter 1 Barker-Jennings Hdwe Co., Washington ested in watching. Quantity will not be Buum &. Co ,, stated, simply the number of orders received, which, in addition to direct business, will West Virginia W. H. Chapman & Sons. Lynchburg Spokane Wheeling necessary. Be careful to explain that price include those transferred to jobbers and dis Stock of Stands on Hand* is f. o. b. Detroit, and make terms cash on tributors. Orders not approved for credit 1 Rapid Seller.......................................... .. 56 delivery, if possible, and certainly not better than 30 days, net. The lines represented have been discon tinued and we wish to close them out at once.: Wal-Klean .................................... ............y Rtnovene................................................... 2? `Cycle Oil....................... .. ....................... 11-12 Alpha Gold Paint......................................78 dozen " WOOD RIM VARNISH STAINS Bog Moss........................................................ Cherry.............................................................. . Oak................................................................... Walnut................................................................. Deep Cherry............................. ...................... t-6-plnts 146 58 *76 *3 35 You can go as low as four cents an Inch in order to close out promptly the following stock of brushes. They are the same char acter arid quality exactly as the Neal's Carriage Paint goods, but larger in size ; d02en 2%-lnch brushes dozen j -inch brushes will not be included : Fur wrek A. E. Barron ......................... . H. C. Caier........................... . Dan Davies............................... Wm. F "* F. R. : C. F. : Roy H. Foster ................... R. S. Gebhart........................... S. H. Hart................................. A. D. Hoagg............................. S. A. Hunter............................. R, A. Irvin................................. A. R. Kelly................................. C. F. Mcdnutey....................... C. Mehllg............................................ J. H. Milne.......................................... W. C. Neal.......................................... J. R. Newell...................................... .. S. J. Olson ......................................... C. F. PulfeT......................................... M. J. Reynolds ................... 0. F. Richmond................................. F. B. Sangster................................... G. R. Smith....................................... H. P. Torrance................................... H. F. Whitaker.................................. W. P. Wiggins................................... 1. D. Wilson........................................ May a, 9 6 3 51 a 9 14 2 2 2 5 * 2 4 1 2 j t * , 2 t o ui March 1* 40 35 22 4 3 3 20 2 16 56 62 21 *6 23 Bristol...................................................... 148 H. P. Torrance. I>ATK R. S. Rrntol H. F. Whitaker a. d. W. P. 'A . . 0. p.y A. R. Kelly......... W. P. Deegan . Dan Davies.... R. A. Irvin .... J. R. Newell ... 1. D. Wilson ... C. F. Elliott.... Mall.................... New Leaflets* The lot of new leaflets sent me received O, tC. at Grookston, Minn. Will make change as suggested. I think we have a catalogue that is the height of perfection. It is so easy to remove an old leaflet and replace a new one. Praise to the man that adopted it. Give us some more just such good ideas. G. M. 1 j i | l i -j.g frc -r 0007-SWP-000128120 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest lu Our Representatives. VOL. 11. DETROIT, MICHIGAN, MAY n, igoj. No. 31 Trade Arguments* Salesmen, Attention 1 BY A. E. BARRON. The following are two letters received CContinued/rom last week.) from customers written upon receipt of No. 3. invoices covering shipments of Neal's One of the reasons why a prospective Enamels and Neal's Bath-Tub Enamel or customer does not want to stock New Era ders. for which were sent in direct by the High-Grade Prepared Paint. Mr. Cqptomer salesmen. You will please nole that this is says he has had ah the paint business he wants. He handled it for years and always lest money. Answer: 1 If I were in your pl^ce, sir, 1 would be ashamed to admit the fact ;hat I had made a failure of one branch of my business. You are looked upon by your neighbors as an up-to-date progressive the first time they had bought enamels since the advance in Use prices, September l, 1S00, apd they expect the old prices because our salesman said nothing to advise them of an These goods " took hold *' from the first advance since last they hought: (day they were placed on the market. There Es c a n a b a. Mic h .. May a. igoi. seemed to be a place on the shelves of a Ac me Wh it e Lead an d Co l o r Wo r k s . large percentage of the dealers for an as sorted case, and from the report of business Detroit. Mich. Dear Sirs--On your bill of the inst. you have business man. I am afraid that many of we-feel justified in believing that the demand me charged so off on the following prices : them would change their minds of your being a progressive business man, if you were to will " keep on growing.M They are good goads, in a. convenient package, with espe HeRuiarEnamel, 5^-pt. 45c. #-pt. *;c, net tlAc 5juh-T\ib ' 34-pt. 6of. - ycc -r?Mc Aluminum " %-pt. Ooc, 5$T-pt jsc. '* yx. -iylAc acknowledge the fact to them as you have cially attractive label and a price that meets Last year I bought the regular and the Bath-Tub to me. that you have not made-a onctv?sc-of general approval; the paint business. Now. sir, it is your own fault that you did not succeed. You know there is lots of paint sold in your town. I Why shouldn't they sell? for 35c and *oc less 4c#. making them net 20c and 12c. -Yoursgent told me-thirt he-wouM give me- 50* off and i expelled the same list. I can buy your goods of any wholesale drug house ot vfi off, 1 have always retailed these goods at aoc and 35c and am You also know the other store is selling lots doing so still. If you cannot make these prices as of paint. They are making money out of i the paint business and they would not think of giving it up. I CR6SOL1NE !s h in g l e STAIN represented I will be obliged to return them, as 1 can not use them at these prices. Yours truly. A. El l s w o r t h , Jr . " Now, sir, if you will listen to me for a j few minutes 1 will outline to you our method 1 Ba l u n g e r , Te x a s . May 2.1001. of doing business. The quality of paint we Dear Sbs--In your Invoke of April to you charged V_,, have. The splendid system we have of advertising your paint direct to all your for 4 pints of Bath-Tub Enamel at Sj .c o , less 5a*. This is more than you have been charging. Please send roe credit memo., if ] am right. property owners. Respectfully, " I shall promise to come to your town You have an elegant line in the above, J. Y. Pear c e . often and give your paint business my per and good samples and literature to talk Such letters as these are received every sonal attention by looking up the houses from, We hope to see the goods come to day regarding either enamels or Neal's that are going to be painted, and selling the the front rapidly. Carriage Paints, bright shades. Will you paint for you. f can assure you, sir, that Showing Up Aluminum Enamel. make it a point to take these points up with in one year from now if you handle New It has been suggested that our representa every customer and leave literature, whether Era High-Grade prepared Paint, you will be tives carry sample packages of Neal's he places an order or not. He may order so pleased with the amount of your sales, Aluminum Enamel fitted with brushes, so by mail and expect the old price, if not thor etc., that you will feci so provoked at your that they readily show up the goods. Noth oughly posted. Theselettersfrom the house, self at not having always followed the paint [ ing could show more convincingly the ad in which we have to hold our ground, have business up in this progressive manner. j vantages of the goods than an application of a tendency to strain relations between our " Now, sir, if 1 am not very much mistak same upon some shabby metal or other customers and ourselves, and are against en in you, you arc a man that when you I surface. If our men could only get a: the your interests as well as our own. make up your mind to do a thing you will do 1 shabby spots of a gas range or the inside of it. Put in New Era and [ will glue you many j the oven it would be a demonstration that This Is To The Point. dollars worth of my time, and in one year I would tell volumes in favor of the line. 1 think my hobby is varnish, japan, asphal- from now { can assure you that you will be 1 turn and wood filler. Attached please find enjoying the largest paint business in the Sheet showing window displays received I an order for a barrel of Davies' First Coaler town." TO BE CONTINUED. j and will make good use of it. C. M, j as a starter. F. R. D. 0007-SWP 2 THOUGHTS May ii, 1901. First Meeting of the TUG. A meeting of the Ti-KA Club to complete the organization of details was held at the lodged in the brain of one man. He must be able to call others to his afd. Some men are quick to see and wise to plan, but not good in execution. Some men . who cannot plan are better fitted to carry out a plan hearsay reports, but t o submit facts. Also being careful and judicious as to credit Information, giving information whenever possible for the credit depart ment's consideration. Felloworaft Club, on Saturday evening, May 4th. Applications for membership were received and accepted from nearly all of our representatives. The evening was a most than the man who makes It, and thus we come to see In turn the traveling representatives should receive the necessity of co-operation. This is the problem , all possible aid from the house, ur management repre upon which each and every one connected with the senting his house; they giving him all possible Acme White Lead and Color Works. and particularly co-opefation, from that end, backing him with good the Ti-Kl Club, Is. I trust, working. How to reach the guuis, guud advertising matter, not being too ready enjoyable and profitable one to all, and :the highest success for the good of all is the question? and willing to "jumpon him.''or write him savage efforts of the various members indicated that they were in earnest in endeavoring to do their respective shares in the "promotion This cannot be well done without harmonious action, which nwan co-operation each with the other, from stockholders and officers down to and Including every one who is In anyway attempting to represent the letters at the slightest provocation, but rather to encourage him whenever It Is possible to do so. It strikes me that a certain amount of co-operation from traveling representatives among themselves is of eloquence." Five minute talks upon the subject of "Co-operation of Representatives" were given by every member present, some of which are reproduced below. The meeting interests of the company in whose success we should, for our owr good, take the keenest interest. [ could cite you to any number of cases where I have witnessed the utter Lackof co-cperatlon upon the pari uf employer and employe, wlieie nil blame cuuld not be attached to either one party, but where short also a possibility. For Instance, one man may have some information that would be of benefit to the others, or cheir might be some business outside his Individual territory where he Is personally acquainted with the buyer, or some one connected with the concenT who carried considerable weight with the was a success in every way and gave rich premise for the development of the objects of the Club: The promotion of perfect sightedness on the part of both precluded the possi bility of harmonious action. I could cite you to instances where jealousy between men employed in the same line was decidedly detrimental to their usefulness. buyer; possibly a letter of introduction to this party given to the representative working this territory would promote an agreeableacqalntance and incident ally add the concern to our list of customers. friendship and confidence between its mem The feelings existing in those cases, I believe, have ] am of the opinion that this Club will advance the bers* and their united action in promoting their own and the best interests of the house they represent by a comparison of ideas, criticisms and suggestions for improvement. no place among us, and happy should we be that such is the case. There are so many, many ways In which we can help others and in so doing help our selves, if the right spirit pervades our thoughts and actions. spirit of co-operation among its members and that In fact the very spirit in which it was founded was the topic we have*under discussion this evening. On these lines, each willing and anxious for the success of the other, with the one object in view--the advancement of our The next meeting will be on the evening of Mr. President, I believe we little realize even now. the last Saturday in this month, and the with all the progress we have witnessed, the great possibilities there are before us. Second to only ore topic for discussion, '* Prompt Shipmentslas | concern in this country, the course being pursued by a Factor in Securing Business." There are ( our company, Is In my judgment, destined to do more to employers' interests--naturally and ultimately satlsfactoiy results must be obtained, and in them our own advancement will fullow, as well as that of the house we have the good fortune to represent. undoubtedly many of the members unable to attend, but who can write an interesting five-minute article on this subject. reconcile the differences between capital and labor and the consequent establishment of happy homes than Is being done by any other institution or agency in the United States to-day. We should be proud that we Tl-Kf TALKS OH CO-OPERATION CP RF.rftE- ` are courled worthy to have n part in so Important a SENTATIVES. '' work and that our choosen occupation, while provid BY S. H. HART. ing homes for those we love, is also extending an Mr . Pr e s id e n t a n d Ge n t l e men --Co-operatlOn influence for good to the community at large. ' Let us means harmony of action. It Is recorded In Holy each set how well we can perform our part an now Writ that the creation oi man was the crowning glory ' much help we may be to those associated with us. b v a . m. woonwAun. Webster defines co-operation as " co-cperatlng together for cue end." Themostconvlnclng Illustra tion of .what successful co-operation actually means, however, fa, in my opinion, the fact that co-operation is simply another form of stating the motto of our country--** Epluribus unutn." Every patriotic citizen proud of his country and proud of her achievements is necessarily a firm believer in the adage that `'in union is strength." If :o this principle can be traced of God's work; that man was made in His own image the success of a great nation, does not the principle and after His own likeness, and we are taught that BY R. S. BROWN. apply equally as well to a great business Institution, God Is love. So pleased was the Creator with man Mr . Ch a ir ma n . Ge n t l e me n o h t h e Ti-Ki c l u b -- for after all our country is a vast business organiza that he made him to rule over every living thing, and with the knowledge '.hat it was not good for man to be alone, provision was made for the rapid Increase of The subject we have under discussion this evening is, in ray estimation, both timely and of utmost importance to this organization, it is a subject upon tion commanding the respect, loyalty and love of her citizens, as a business Institution should command the respect, love and loyalty of its employes. his kind that, banded together, mankind might be the better fitted to cany out His wise purposes and to enjoy the blessings prepared tor him. We read of the perfection existing in things created by an nil-wise providence, of the spheres suspended In Infinite space, revolving around each other in perfect older, pei-fect harmony, and that al the com which a great deal can be said, and much may be The chief difference between the manner of govern - accomplished. ment of our country and the methods which regulate Co-operation of representatives, from my point of the policy of the average business Concern lies in the view.is helping each other to ourown and ourfirm's fact that In the former the will of the people as a whole mutual benefit, and, in my estimation, to obtain eminent Invariably rule, while in the latter It is customary for ly and satisfactory results to all concerned, the travel the proprietors a^d their Immediate representatives to ing representative must work in perfect harmony wllli . regulate the plans and policy unassisted by the rank pletion of creation the morning stars sang together the house, or those representing the management of and all the sons uf God shouted for joy. An illust a- the house. In this respect we might well take lessons tlor of co-operation, harmony of action. from the honey bee or ants--here truly Is Idea) co Surely. Mr. President, It is not too much for us operation, each striving to help the other, andall with under such circumstances to look for a nature In man the same object In view at all times. Again, I have seen similar to and approaching that of his Creator, blit Is a team of horses with a heavy load stalled, the driver such the case V How very soon after man's creation using his utmost endeavors lo get them started, but and coming to his majority do we learn through history 1 they will not pull together at all, they would not co- that in the heart of many was discovered envy, strife, : operate: when one would start to pull forward, the jealousy, hatred and even murder. There would seem other would not lend his help, but instead would pul) to be n mistake somewhere. That notwithstanding in the opposite direction. .Hence, they were not in the fact that through the ages rhat are past civilizing unison, not In accord, in fact.there fs no co-operation and christianizing influences have been at wgrk, some between them, while on the other hand, had they of us Cu this day apparently cul a sorry figure In pulled together in the same direction, had they co our attempts to carry out the purpose for which we operated. the'load would have seemed lighter and were created, and yet Improvement plainly marks the they would have soon extricated the wagon and been progress of events, and white experience and educa out of the mire. tion has taught us that a master mind is necessary' to Returning to representatives. A traveling repre the conception and planning of great enterprises, it sentative should always be on the alert, ever watchful and filev True, co-operation is the spirit which Invites all Interested In an enterprise 10 contribute towards the success of same, not only by the faithful performance of duties to which they may be assigned, but by studying conditions and offering suggestions for the Improvement of same, when they can be devised. I think It Is wrong to place the entire burden of the advancement of n business upon the few who may be proprietors or their Immediate assistants. This is a responsibility that should be shared to a greater or less extent by all who obtain their livelihood from a business, and 1 think that proprietors should encour age in every' way such co-operatlnn from employes who come into dally contact with practical conditions that render their advice and suggestions valuable. H is a matter of great satisfaction to me to know that J am connected with a company where such a sentiment Is heartily encouraged. has also taught us that wisdom sufficient for the suc cessful completion of great projects is rarely ever of competitors, keeping his house reliably informed as to new goods, prices.etc..being careful not to take In no branch of our organization Is there a better opportunity for effective co-opcrativc work than with May j i, r-jo; THOUGHTS our corp of representatives Their work is of a char* acler that requires continu.il study, and the man who wins out roust have energy, trains and Ideas, and use them al'. Under such conditions an exchange of thoughts and experiences must be beneficial and induce general improvement Our convention was a good thing. It did more to bind our representatives together as a unit in working intelligently for the interest of the house and inculcate u spirit of friendship and loyally and confidence than any measure that has ever before been adopted by us I think this spl.it should be fostered and encouraged not only .it conventions but by the continual exchange between our reprpspnintives of those thoughts, ideas and experiences that are of mutual assistance and cement friendships The best medium for such inter course ;s through the med'iim of our publication, THOUGHTS, and 1 am pleased to state that since the date of our convention it has been more liberally pat ronized than ever before This " keeping together" and working in harmony means much in the way of ir.ci easing the effectiveness ot work all along the line Every man must necessarily work upon a defined method, for even the careless man has his way of doing things, and if better ways were brought to his .ittention by his comrades it could not fail to have a beneficial effect, and thus all along the line the chaff would be separated from the gram and betterand more effective work would result from a continual e^hange of ideas l wish that every representative would sit down and attempt to write what he knows about selling goeds. It would help him and help others if it was published, and might reveal weaknesses in his method ofwhich he never dreamed Tolhe special representative, how ever. he to whom we look for returns from a specified class of trade, co-operation means even more than to the regular salesman, for in addition to the vita) necessity for ro-nperafion is added the twin sister, necessity of organization He must stud/the entire field carefully and by plans for woik that by lhair timely and persistent regularity will gradually turn the eyes of the trade he seeks m the direction cf his house, and he must be prepared to back up this advantage not only by his own efforts, but by the acli/e co-opcratioo of those whom he should continu ally be posting on the best methods 10 make and take advantage of opportunities In conclusion 1 want tosaythatthe success of the representative depends largely upon the co-operation he receives and renders to his house and to his fellow workers, and he who is wise enough to speedily perceive this and take advantage of his opportunities will the soonest come to the front Boom at Beaumont, Texas. Or ah the sa<l words m Hague or pen. The saddest are these it might have been ] expect Mr. Sangster will go to Beau mont (\f he has not been there already) This is more of an oil boom than a building boom Nearly every one is just crazy about it down here. If I had only taken five dollars and bought five acres down there a short time ago 1 might have been a millionaire now. J. R. N. Wic h it a , Ka n ., May 1, 1501 Ac me Wh it e Le a d a n d Co l o r Wo r k s . Detroit. Mich. Gentlemen--[ am in receipt of the enve lopes. They are fine, A No. I, just the thing, and the color cards, etc. Your kind ness will be appreciated, Yours truly, J. A. Bis h o p. Our General Distributors. Acme Plug Hat Club. Sales of Neal's Aluminum Enamel from April 1st to June 15th, Inclusive. The numbeis opposite names designate the standing of each representative based upon value of goods sold A E Barron W C Neal F R Dougall G R Smith C F Pulfer 1 D Wilson. .. H F Whitaker C MvK.-i; A 1) Uv m H l fl ii. i.l.-.y R A Irvin A R Kelly O F Richmond Dan Davies. . S H Hart . . FB . WP . Wm H C J- H C Cater C F Elliott r W Connor W H Connor S A Hunter H P. T-.Trance R M Billings Roy H Foster R, S Gebhart J H Milne ... J R Newell S J Olsou M J Reynolds A3 5 6 7 ii 9 zi la 1} 14 1150 if 18 2T09 22 23 2; *4 O O o o o New Era High-Grade Orders* We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week. It is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, in addition to direct business, will include those transferred to jobbers and dis tributors. Orders not approved for credit will not be included A E Barron .. R M Billings H.C Caier Dan Davies Wm P Deopar. . F I)..ii^ll C F UIW Roy H Foster R. S Gebhart S H Hart.............. A D Hoagg S A Hunter R A Irvin A R Kelly C". F. McCauley C Meblig . . . J H Milne . W C Neal.......... .f R Newell S J Olson C F Putter M J Reynolds O. F Richmond.... F B Sangster .... G. R Smith . . H P Torrance H F Whitaker W P Wiggins 1 D Wilson . .. For v*eL on.lin* May 9 3 5 0 2 6 T*l once March 1 *3 to z& 4 3 !' 20 23 60 7t *3 32 30 5 33 *4 7 5 *5 *3 5 *3 >0 9 *3 2t33 l have just received a letter from Mr. Goode, representing E. icF. King& Co., of Boston, staurg where he has followed up my work and sold J J. Giihg&n, Woonsocket, R. I., seventy gallons of New Era. H. C. C. ' California Bohan Paint Co , Los Angeles Colorado Humphrey-Jones Merc Co , Denver Georgia Columbus HaijiwareCu , Columbus Illinois Geo b Watson Co , Colburn. Blrks & Co . Chicago Peoria Indiana Johnson-Woodbndge Co , Indianapolis Iowa Sickels, Preston & Nutting Co . Davenport J W. Edgerlv & Co , Homick, Hess & More, Ottumwa Sioux Citv Kansas A B Whiting Paint & Glass Co .Topeka Louisiana L N. Brunswig & Co , New Orleans Massachusetts E & F King St Co , Boston Minnesota C W Hnckett Hardware Co . St Paul Mississippi Lee Richardson & Co . Vicksburg Missouri Gate City Rooting Si Mewl Co Kansas City Montana Carder Bros., Butte New York ; Buffalo Glass Co , Burhans & Black Co . Jno. L. Thompson. Sons & Co Buffalo Syracuse Troy Ohio ' rv * Co.. *- . Co , ! V it : s 0 Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon . T t Beacti & Co , Portland Pennsylvania H B, Semple 8c Son. Bard, Schlott 8c Co , Phelps-Straw & Co , Easton Reading Wilkes Barre Tennessee Fnlts & Wield Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Greiner-Kelly Drug Co . Houston Drug Co , Sherman Houston Utah C F. Culmer & Bro.. Salt Lake City Virginia Barker-Jennings Hdwe Co , Lynchburg Washington Baum & Co,, Spokane West Virginia W H Chapman St Sons, Wheeling Slock of Stands on Hind* Rapid Seller.................................... ................ 54 14fi SALES TO DVTE H P Torrance....................... H F Whitaker............................... A D Hoag?.......... ....................... W P. Wiggins O F Richmond A R Kelly ................. W. P Deegun ... .......................... Dan Davies ............................... R A Irvin .............. J. R Newell . 1 D Wilson .. C b Elliott .. .. Mail .. R *3 Bristol y . .1 .r .. 1 T 7 1 t La Cr o s s e, W15.. May l, 1901. Ac me Wh it e Le a d a n d Co l o r Wo r k s . Detroit, Mich. Gentlemen--We have yours of April 29 at hand and beg to advise you the advertising cards distributed among our customers are bringing their returns We thankyou kind ly for the interest shown and beg to remain. Yours respectfully, Fr e d . Kr o n e r Hd w . Co G. F. Kroner, V.-Pres. 0007 Thoughts PUBUSHKO VVEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, MAY 18, 1901. NO. 32 Verifying Trade Information Regarding Thomas Neal, President. Advertising Matter. Prices, Etc. In calling on a customer in a small Michi Our representatives very frequently write gan town the other day l foundour New Era us to the effect that such and such a manu facturer has reduced price on this or that paint and specialties well displayed in the center of the store, and right at the end of item, that he can rely on the honesty of the the stock facing every customer that came dealer giving the information, etc., etc. into the store, was a large sign hung on a Much of this information, notwithstanding the fact that our representatives seem to be certain in most cases that it is accurate, has nail advertisingSenour'sfloorpamt. Under neath the sign, and out of sight, was a New Era High-Grade certificate, and also one of simply grown as the information is passed our metallic Neal's Carnage Paint signs, around. We had a rather good joke recently without any spokes on it. These three signs on One of our representatives who has strenu were hanging on the same nail, [ did not ously been advocating that otherresponsible manufacturers were cutting prices on their THOMAS NEAL. inr Secretary and the new rresident uf die see any Senour's floor paint around, so I took the liberty of suggesting to the proprie house paints, and to verify his claims he sent us the catalogue and price shpin which Sherwin-Williams house paint was listed at $1.20 for regular colors, in ones, halves and quarts, staling that it was a mailer of .the most vital importance, and that Immediate action should be taken in the way of notify ing our other representatives. He just failed to note one fact, that was that the price slip was dated January, 1895* and that the catalogue was about as old Please be care ful in sending m reports of this character Detroit Chamber of Commerce anrl tor that Senour's sign be hung out m the back Convention League room and that a little more prominence be Our Secretary, Mr.Thomas Neal, has been given to our New Era High-Grade certificate elected president of the Detroit Chamber of ' and the Neal's Carnage Paint sign. 1 also Commerce and Convention League. We l hunted around and found the spokes and congratulate hrtn and have every reasoivto "``afhxPt them to thes;gn. [ also discovered expect that the members of the League will a Davies' Varnish Stain sign and hunted up not regret their choice, if he 11 Takes Hold the slats and attached them to it. Both of and Lifts " for them in the same way that those signs were put up m a conspicuous he has for our co-operative management place, where they might do us some good. plan. Following Is what the Detroit The thought that occurred to me was. Journal says about Mr. Neal's election would a represen:ative make such a change with the positive assurance that they are correct. We want to know exactly what our competitors are dtnng, but we must have * The Chamber of Commerce, under President Warner arid Secretary Walsh, has done more work (or (lie martial upbuilding of the city Uiau (lie avusage citizen has any idea of, though he partakes in (he as that? It wouldbemostnaturaltoassume that he would. Then again the thought occurred to me how often had our represen C correct and live information. benefits to a greater or less extent, depending1 on his tative called on that man, and were those relation to the larger activities As an earnest that signs in that same shape when he called Contributions Received From Salesmen for the orgamzalior will outdo ns best efforts of the past, You will readily understand that it is a sharre Library Fund. the election of Thomas Neal to be president gives a solid guarantee The choice is an admirable one. As to have signs and advertising matter, such This will acknowledge contributions to manager of theAcme White Lead and Color Works Mr as we send out, sidetracked or hidden away library fund from officers and representatives whose names appear belcw, A suitable selection of books comprising volumes not at present in the collection will be made. Neal is strictly business, and the Chamber of Com merce organization under his leadership will march forward to the music of the city s increasing prosper ity A better choice could Hardly have been made, and if the Chamber wishes to celebrate it wilh a ban quet we know no objection " in dark corners. Where our goods are earned all advertising matter of that nature should be properly displayed where it would result to the mutual advantage of customers The funds collected in response to Mr. 7. W. Connor's request was $30.50: W L Davies Thomas Neal $ F R Doupall H H Halladay Sr oo r ;n S.-T. Co. and B* P* S. Paint* 1 have taken occasion to weigh and measure above paints to-day. The S.-W. A. M WooJus rd C F Elliott Co.'s can is 6%x7 Inches, weight of outside II. P Torrance . T W Connor B E Brown R S Brown . .. C F Putter C F McCauley A D Ho&gg S H Hart 1 D Wilson F B Sangster , and inside gloss white, 16 pounds and 33 ounces. The B. F. S. outside gloss white, ( CO l 00 sue 6% x7 inches, weighs 16 pounds and 14 ounces, inside gloss white 12 pounds and 13 and ourselves. We trust our representatives are giving such matters the attention they deserve, but if not. that this will remind them to do so hereafter. C. B. P. While in Bay City the other day, I noticed that the hydrants were painted with alumi num enamel, no doubt following out the idea H. N. Turner W H. Connor . M Taylor . ... Dan Davies . H V Deming W C Neal A E Barron C Mehhg R. M. Billings H. C Cater Roy H Foster J R Newell W P Deegan Art. R Kelly ounces. Last year the B. P. S outside and inside white weighed 17^ to J8J4 pounds. This may account for the lower price this | season. I find no flat white from either 1 concern. S. H H. of Uncle Sam in painting the mail boxes with these goods. 1 think perhaps if the salesmen were to take this up actively in towns where there are hydrants, that they might pick up some business. G. B. P. 0007-SWP-000128124 2 THOUGHTS May j 8. t q o i Ti-Ki Talks. These "talks" are continued fiom last week's issue in which the remarks of several members were reported; BY MR G R PULFfcR Mr Pr e s id e n t a n d Fl l l o w Me mb e r s o p t h e Ti-Ki Cl u b --l nm somewhat in a peculiar position as regards, the topic tor ibis evening-, namely " Co-op eration of representatives " I tnean by that, that as the credit manager of our concern. I may appear in that light to you I want to say. however, that L con sider myself just as much of a representative as any man on our traveling force, and further that 1 consider every man and woman employed by our company as a representative l consider that any employe in this company who receives their money in return for the work they do, can be classed as a representative, and f think that anyone occupying any position whatever and does otherwise than use his or her best efforts fur the advancement of the interest of the company for whom they are working, is a somewhat disptcable creature. I have heard a gieat many people talk in a dispar aging manner nr their employers. even in many cases going out of their way to vilify them and to do them as much injury as could possibly be done th.ough talkofthat character As \ .elated. 1 think surh people possess a very low order of intelligence This is a free country and thcie is no obligation on the part of any' man or woman to work for people that they do nol like or for whom they cannot give their very best eltuiti I feel very' much at home with you to-night for mother reason .which is that our worthy President this afternoon commissioned me to act as an actual travel ing representative in calling on some tra\le m a few towns that 1 exp*U tu m.iVe next week There is no question -ihmit the v.iJue ot r.i-o,-i^Unn and persistent working together foT the common end , thete is also no queslton about the value of that ch-uncter of service to the company or to the individ ual gi> mg it l am inclined to think that when we are disposed to assume that we arc not being properly recognized, that if we analyze the situation closely, we will discover that a large percentage of the fault is with ourselves Very few are the cases where persistent, steady, intelligent work and cu-operatiun are not properly recognized in the end The recogni tion may be slow in coming, there may be good reasons why your views cannot be met. but m the long run. patient and honest effort wM surely tell in your favor In iny position with our company, T think I can understand and appreciate what is meant by co-oper ation ot representatives to a very large degree. And I am moie lluo glad to bear lestimony of the fact that " our representatives " are working along that line I believe that the additional care and thought lluit is given by each of oui men cn the road in matters of credit are bearing good fruit and that we are gradu ally placing on our books a characterof customers that are there to stay, and further upon which the chance of loss is on the decrease. This is the kind of co-operation I want, and in return for same 1 expect tu keep m touch with the representatives so that they may feel that not onlv am I interested n taking on none but strictly firstclass risks, but further tluit I am interested m not refusing any business that m my judgment can be handled with safety l think every representative of this company shou'<t he proud of his connection with same, because l know from eleven year* connection with same, and being on the ''inside" in a groat many respects, ih.xt the officet * of the company are doing everything for their employes that can be* consistently expected of them, and further that m comparison with many other houses, llicy arc doing a great deal more There is no question but what this connection be tween the officers of the company and the employes Win. m the enJ, rosuli tu the mutual advantage and prosperity of all Trade Arguments. BY A BARRON {ConhHxca from Jeai wr- A ) No j Mr. Customer says no one will use mixed paint for outside painting. There is not a building in the town painted with it, and he could not sell it. no matter how hard he would try. If he should try and sell his customers mixed paint for painting their buildings outside they would think he had gone crazy. Answer " I have not a doubt but all you say ts true, and you and your customers, and 1 will also inc'ude your painter, are honest in your belief, but, s*r, allow me to inform you, you are wrong, and if you only knew and understood the many good points in a pure lead, zinc and oil paint over white lead and oil you would put in mixed paint without any delay " Now, sir, why is paint used at all ? It is used to preserve the building from the elements. Oil alone will do this without the lead. Oil preserves and paint beautifies If you did not care how your house looked, all ii would be necessaryforyou to do would be to give it a coat of oil " Why do they use lead ^ For you know as well as 1 do. it does not wear as well as the dry Venetian red you sell fot barn paint ing Lead is used because it is white and can be tinted to beautiful shades and also because it covers better than anything known. Now, sir, this is all of its good qualities. The great bad feature of lead is, it will chalk ar.d powder off, There is enough acid left in the lead that you buy to-day to kill the life of your oil in from one to two years New, sir, do you know what makes the best paint that can be produced regardless of cost ? I will tell you. It isa conceded fact that all the paint manufactur ers in the world and alt the painters that understand their business and have made a study of it. agree lhat the best paint that can be produced to-day, regardless of cost, is a paint that is made out of absolutely nothing else but strictly pure carbonate of lead, just enough strictly pure oxide of zinc added to the lead to overcome the chalking of the lead, reduced with strictly pure linseed oil. "Thismakes the best paint that can be produced Such a paint as this will cover more yards and will wear longer than any strictly pure carbonate of lead you can get. It does not make any difference who makes this paint, one factory can make just as good paint as the other. But you will have to admit that the factory with their powerful machinery can mix a paintmore thoroughly than any painter living who mixes his paint with a stick. Now. sjr, do you not tlunk it would be a wise move on your part to find out more about such a paint as I have. Look what amount of business you can do after you find ou: what 1 have tcld you is true l consider it your duty towards your customers to give it a trial "Allow me to send you enough to paint one building cr, what is better still, order enough to paint part of a building, and for the other part use the lead and oil mixed up by the painter, i am willing for my paint to be put on the south side of the building. Do this and watch the results and l can assure you, sir, if you will go by Ihe results you will be a New Era High-Grade Prepared Paint man in the future. After you fmd out the good merits of this paint, it will not be hard for you to convince your customers They will believe you, and when you know positively it is so, y ou can honestly say it is sc, without being afraid of being contradicted '* TO BE CONTINUED Good Idea, Mr. Halladay. In reference to Mr. Barron's article ir. last issue of Th o u g h t s as to the paint business going to the hardware and lumber people, this is true to a great extent, and as some of our distributors are wholesale druggists, their salesmen do not call upon hardware or lumber men. Often our representative starts a hardware or lumber man on New Era and specialties and the salesman does not cal! and follow up our initiatory work unless ad vised specially to do so. This was the case with Van Vleel-Mansfield Drug Go , of Memphis. Tenn., and 1 enclose you a small slip 1 had printed for our men to carry and fill out and send m with the order. This slip :s sent by his house to the salesman covering the territory order is received from and they also write him a special letter The slip is returned to the jobber and is filed alphabetically and serves as list of towns where we have New Era customers, and pre vents the jobber from shipping more than one man ma town, as sometimes is the case where no record is kept by the jobber. H. H. H P S --This might he used by ail ourmen with good results This is the slip Mr. Halladay refers to : Date. May 10, iqor MF.S.SPS VAN Vf .FFY-MA NiSFIKl.l) DRUG CO . Memphis. Tenn Gentlemen--l have to-Jay placed an order f->r Acme Paints with Jno Doe&Co .dealerin lumber. Podunk, Ark This is a new customer and I suggest Ihnt you advise your representative miking that territory to call, with n view to selling him again and keeping him supplied with goods of our manufacture as well as advertising matter Yours very truly, H H Ha l l a d a y Representing Avme White Lead and Color Works, Detroit. Mich 'J 0007-SWP A1n,\ i>. iqoT THOUGHTS See What You Can Do "To Help JjJ Them Out. * H. A. Muckle Manufacturing Co * California 1 Bohan Paint Co . Colorado , Humphrey-JonesMerc Co, Los Angeles Denver is in need of six good painters and W Oeorgia will be glad to correspond with anyone ^ wishing to write $ Kindly publish the above m yourhttlc psoer w Th o u g h t s and see if it is possible for some ^ of your travelling: representativestocommun- & irate this information 10 the painters through the country H A MVCKLE Mf g Co , * Si Paul, Minn. Acme Plug Hat Club. 1 Columbus Hardware Co , J Illinois ( Goo E Watson Co , Sales of Neal's Aluminum Enamel from April 1 Colburn, Rirks & Co . Indiana ist to June 15th, Inclusive, ! Johnson-Woocbrldge Co , Columbus Chicago Peo-ia Indianapolis The numbersopposite namesdesignate the standing of eachrepresentative upon value of goods sold A E Barron based t Sickels, Preston & Nutting Go , Davenport J W. Edgerly & Co , Hormck. Hess & More, Kansas Ottcinwu Siocx City Tin Roofers. Mr Quinn, manager for John Flanagan, m the roofing business, showed me a list of roofers m New York, and there are three pages of them. He says they all use lots of paint and it has occurred to me that possibly ycur general men were not looking after this class cf trade. It is worth looking up. Also building contractors m large cities There never was a time in the history of this country when so many large buildings were being erected and it calls for large quantities o: structural paint There is only one way to get this business and that is to see the engineers tn time to get your goods specified l would suggest that your men get the names oi engineers m their territory, if pos sible, and then take up a system of corres F R DougaJl W C N. I C F Pulfer . 0 R Smr.fr H F Whitaker ... A D Ho.igg 1 D Wilson .. C Mehhg R A Irvin . A R Kelly . H H Halladay . O F Richmond................ Dan Davies S H Han .. FBc WP A. RM . ... C F *' . .............................. S A Hunter .. H C Caw C F Elliott J R Newell W H Connor . H P Torrance R. S Gebharl T W Connor Rov H Foster J H Milne S Olson M J Reynolds . New Era. High-Grade Orders. a A B Whiting Pamt & Glass Co .Topeka 3 Louisiana 4 L N Brunswig & Co, New Orleans 5 Massachusetts 6 E & F King & Co , i 8 Minnesota Boston 9 C W Hackeit Hardware Co . St Paul iq Mississippi n 12 Lee Richardson & Co , Missouri Vicksburg Gate City Roofing & Metal Co Kansas Cuv Montana 1 Carder Bros 1 New York Butle Buffalo Glass Co , Buffalo Burhans & Black Co . Syracuse Jno L Thompson, Sons & Co Trov Ohio Loew Filter & Mfg Co . Cleveland Stein-Vogeler Drug Co , Cincinnati 26 Norton Hardware Co . Toledo OkUnoma Territory Alexander Drug Co , Oregon Oklahoma Citv F F,, Beach & Co . Pennsylvania Portland H R. Semple & San, Easton pondence and let them know that wc arc headquarters for this class of material. B. E. B. \> ^ --'Hus is my idea of co-operation, to furnish Wc shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week. It is a record we assume that all will be inter BaTd, Schlott& Co , Reading Phelps-Strnw & Co . Wilkes Barre Tennessee Fntts & Wiehl Chattanooga Van Vleet-Mansteld Drug Co , Memphis nn> information at all tunes that would be of benefit to ested in watching. Quantity will no: be Texas the house and to our representatives Odds and Ends. stated, simply the number of orders received, which, m addition to direct business, will include those transferred to jobbers and dis Gremer-Kelly Drug Co Houston Drug Co . Utah G F Culmer & Bro Sherman Houston Salt Lake City We would like the following "Odds and Ends" disposed of quickly. Sell the entire lot. or part of the goods, at from 10 to 20 per cent- better than jobbing prices, if necessary Re careful to explain that price is f o. b Detroit, and make terms cash on delivery, if possible, and certainly not better than 30 days, net. The lines represented have been discon tinued and we wish to close them out at once.: WaUJCIenn Rtoovere 'Cycle Oil Alpha Gold P.iint # 27 n-i* 78 dozen *' " WOOD RIM VARMSW STAINS -6-pints Bog Moss Cherry . O.ik W.i Inu* Deep Cherry S3 173 63 35 j tributors Orders not I will not be included J A E Barron .. ! R M Bifln ts j H C Cater Dan Davie3 F R Dougnll C F fclhoxt Roy H Foster R S Gebhart H Han D Hoagg A Hunter A Irvin R Kelly F McCauley Mehfrg H Milne W C Neal J R Newell S J Olson C F Putter M .1. Reynolds . O F. Richmond F B Sinister G R Smith H P Torrance H F Whitaker W P Wiggins ! D Wilson . approved for credit Tworir-lmee^lt M.vy 16 M th j Virginia Barker-Jennings Hdwe Co . Washington Baum & Co,, West Virginia W H Chapman St ix>ns, Lynchburg Spokane Wheeling Stock oi Stands on Hand. Rapid Seller................. . . .................... 50 Brts:n!.............................................. `-A.I.E-, l> IJ\1E H P Torrance H F Whitaker A D Hoagg W F Wiugins O F. Richmond A R Kelly Dan Davies-.k A Irvin J R Newell I D Wilson C F Elliuu R ,V\ Bilhngv ................. 148 K S Bnstul T 3 32 11 1 .. 8 ,. 1 1 1 T 13 r 0007-SWP PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives, VOL. II DETROIT, MICHIGAN, MAY 25, 1901 No. 33 Tiadf Arguments. | Hooray ! 1t The Accommodating Orders. BY A BARRON The noon mail to-day (May 14th) brought 1 give you below a few facts, which [ (Continuedfront last week ) us a "bunch " of transfer orders to distribu thought would be a good idea to call our No 3 Mr. Customer buys all his paint from an tors and jobbers of New Era High-Grade representatives attention tc. A customer of old friend of his who is a paint salesman. Paint that made us ail look cheerful, and we ours in Colorado recently sent us a large Answer ' 1 have no doubt, sijr, but want the representatives to smile with us. order for brushes. We obtained same for that you think you are doing right when you Not mentioning orders for specialties we re him at one of the retail stores down town give this business to your friends. But, sir, ceived twenty-four New Era orders, aggre and shipped Lhe goods. In a few days we tell me! are not your customers, whom you gating 6C0 gallons, This is not a great got a letter from the customer, stating that sett this paint, your friends also? Should quantity but twenty-four new customers through an erroT of iheirs they had ordered they not bs taken into consideration? They ail look upon you as their friend. They all have been made and our distributors ar$ no doubt, well pleased. One salesman sent in more brushes than they wanted ar.d were taking the liberty of returning overstock to prove to you that they are your friends when -fourteen of these orders and another four. us. Upon receipt of the brushes we found they buy their paint from you. They think Our "New Era" pamt is a "winner," that they had ordered half dozen of three dif you are giving them the best value for their and those of you who call on the general ferent kinds and were returning five twelfths money it is possible for them to get. They store trade should concentrate your best i of a dozen in each case. The brushes when. trust you and put confidence h i you. Now, sir, just see how you are abusing this confi energy cn securing trade on that paint, J they arrived here were unwrapped and it because once you get it in you make it easy j necessitated our enclosing them m papers dence In order to do a good turn to one work to induce the customer to put irt our j before the store would take them off our fnertd* you are willing to gtve^ you* ether friends, who 1 fancy number in the hun specialties. We want the large orders if we | hands, which they finally consented, to do, can get them but failing in that make" up" STer obtaining a promise from us that we dreds. not the value you should for their your mind to at least get a small one for i would buy the ftext lot Of brushes of that money. This friend of yours, the pair.t sales man, is not a friend of all your customers. each town, if only six gallons of white. style from them. 1 think if all of our repreThere is hardly a customer but what can ! sentatives thoroughly understood the trouble How many of them would buy pair.t from take in that quantity and have a ready sale i that we are put to m some cases, that it 1 for it, and by making such a sale you have a you if they knew as much about the paint would do away with some cf the " accom business as you do. They buy paint from j subject to talk about next visit, modating" orders and it might be a good { thing to cite this case. J.W. A. you because they lock upon you as their I There Are Millions Fn Tt. friend, and also because they feel you are i About two years ago some one conceived giving them the best value for their money the-idea that we should put up a quarter This Is Nice* it is possible for them to get. Now, sir, you pint can of paint to sell at ten cents. Oiheis I The following conmumcation from a are net giving them the best value it is pos were doing it and we would lose all our painter at Tunica. Miss , indicates the satis- sible fer you lo give them, when you make business :f we did not do it, so we did it and j faction which our color plates have given, at them accept an inferior paint. now we are sorry. Reason Sales don't least, one painter . " l received your book of You certainly shew a brotherly spin: when j amount to enough to buy ink for the office, color plates yesterday, and allow me to say ycu wish to assist your inend, the salesman, j To illustrate, in the past five months the that they are like colors, Just the best I ever by giving him your paint business, but, sir, | total sales were $333 65, an average of saw. They certain!/ are the prettiest line you should not make your other friends pay | -$67^73 per month. It don't pay us to carry of colors and give a customer a better idea for it. From my way of thinking, sir, it the goods in stock, we would like to discon- than anything l have ever seen gotten up would pay you better if you were tc make I tuiue the line. What do you think about it? Allow me to thank you again " your friend, the paint salesman, a present I We wouid like particularly to hear from our every year of a certain amount of money. I good friend who so urgently recommended I Jobbers* Envelopes. Throw out his paint, put in a pure lead, zinc | the adoption of the line. In one day's mail we received envelopes and oil line like New Era High-Grade. Give ! that had been supplied by us and bearing ycur customers who are your best friends, the best value it is possible for them to get for their money, and in the future do unto them as you would uke to have them do unto you. Try this for a short time and you will 1 I am of the belief that a goodprimer put up under the same label as our New Era would be an A No. 1 seller, if it could be sold at the right price. I would like to know what the other representatives think of this addition to j | our " Rapid-Seller" cut from twelve different jobbers. This is the way they are coming in about every day, and thousands upon thousands of them are being distri find that not only vour paint business has our line of New Era. C. F. E. buted to the trade in this manner all over increased, but your business in other lines [We are of the opinion lhat New Era properly- j the country, ts it any wonder that the trade have increased as well. reduced with raw :mseed oil islt:e l>e,t primer tUdtcan are becoming thoroughly familiar with :hc be^ed. and if ilus point is emphasized it wouti be TO BE GONTINUJEO . better than placing a new line | j " Rapid-Seller" line of paint specialties 0007-SWP 2 THOUGHTS May 25, T9or. Ti-Kl Talks. If you seek to gel your goods used in a shop where ur T. W CONNOR Mr Ch a ir ma n a n o Br o t h e r Ti-Ki 's --In view of , the brevity of my address at our initial meeting, owing > the foreman painter stands as censor, how do you go at it to get his co-operation, by talking of humanity, the choosen few help because you need it and the other to the limited time (;) at ray disposal (and other fellow don't > That you represent the only house on causes), and as ft has been intimated that! would be earth that can make goods adapted to his purpose, given an i>pportunitjr to square myself on the propo when he has been using goods of other make with at sitions at that time advanceJ. should I reduce my least fairly satisfactory results for years, or do you views to writing and present for publication in our talk to him of the uses araf abuses of goods such as valued Th o u g h t s , I hasten to avail myself of tire he uses, meantime looking around, to see which way privilege and trust that I will not in this instance, at the index of his self-interest points and see what you least, be misunderstood have that will4' fitMethinks the latter, if you get It seems to me that co-operation, in the sense his co-operation It may be that Mr Foreman wants which we seek to apply It. Is neither more nor less to moke a change for his health or other reasons and than a straight business proposition, and to get you may have an idea that you can assist him, if so, co-operation from ary source the interests represented and he "sizes you up" as being able to carry out should be the firstc orvsideratlon, and as I shall seek to your end of the program He immediately begins to demonstrate the greater the consideration shown to see merit in your goods that some way or other did the Interests from which co-operation Is sought the not seem to be there before This, l believe, might well fuller and freer the results For instance, if you are be taken as an adaptation to the home market of seeking co-operation fmtn the representatives cf a James G Blame s great principle of " reciprocity " jobbing concern that carries a line of your goods, know Of course the foremen you meetare not all lonkingfnr how much greater Ms efforts on your line when he another job, but the Index will tell ifyou Jin i it, and understands the profit features to his concern. .<nd the extent of his co-operation will rest m a great thereby his own interests rather than from the stand measure with yourself. It may be that you can show point of good fellowship In the latter case, If vou are him how to handle his work to better advantage with traveling with him or working in his territory out apparently dmng so It may be lhat you can put and he knows you and you are persona him In the way of saving considerable yearly to his grata to him he will, out of good fellowship, employer, thereby increasing his usefulness and salary gfve you such pointers and assistance as he conven at the same time It may be that he wants to know if iently can, bui if you show him by demonstration the a certain party has charge of a distant shop, or how possibilities in volume and profit In your line to be the work Is handled in a certain place that you can tell obtained from his territory, turning over to him such him of or find out about for him, and so on ad infini- orders as may be secured when m company with him. tun. but the fact remains, you will have to give, at to be added to his own. and sending him others least,a hide before you can expect much in return. secured from his territory, meantime keeping in the Hence the deduction, reciprocity. back-ground so far as credit for the business Is In conclusion, the "co-operationot representatives,' concerned, how much greater his interests. He sees It seems to me, may best be secured hy reducing the the point Immediately, watches your work with the proposition to a straight business basis, Properly trade and adapts as far as he can for himself, and consider their Interests, throw in a little reciprocity before either of you realize It he is capable of selling and you will be surprised at the results, because as a a bill of paint himself He Is ever watchful and atert business proposition, every salesman is interested in for chances to do business In your line, and when lie the greater success vl Hits concern, as lo a certain Is unable to get the business himself he will call upon extent that means his own, at the same time his own you for assistance all the quicker. If be knows you will interests must be considered His family s welfare, sand the order tn him so that he may have the pleasure comfort and convenience. i( lie has one. his advance of sending it in personally, hence the deduction. ment and ambition, in other words, his own self- " self-interest " In this connection I recall a season interest, all of which lie along the lines of increasing spent with the salesmen of one of our jobbing connec his business Assisi him in this and you will have tions in which the results had been quite satisfactory full, hearty, successful and continuous co-operation tothe concern When nearing the close of the season When a salesman makes a complaint or sends in in one of the proprietors got me In a corner and com formation as to competitors doings, stop to analyze menced telling me of the very satisfactory trade they the matter. Why does he do It Hot simply tor the had had that season in our lines and of the wonderful sake of making a complaint, no ' But because he has development of his men as paint salesmen. He was discovered something that he flunks you sliuuld quite at a loss to account for it, as he had neverbefore know, so that you can take up and tn good been able to get them tn take any interest in paint. time regulate as the bast interests of the concern may though he bad taken the matter up with them individu dictate They are all men of intelligence and when ally and collectively many times In past seasons, but they send in either a complaint or information have without results. He ended by asking where I camera, some grounds, at least, for doing so. and ft is only statingthat hehad not seen a single order from me since fair to them to give the matter consideration, and if 1 had been in the territory, and It was nearly a year Is'.er wrong, set them right If right, let them know what before he found out just what I had been doing He is being done to regulate the matter then had the graclousncss to compliment me very A cose in point is that as we were rounding up the highly on the manner fn which the business had been last manufacturing season, I found we had a Urge handled In the meantime his men had developed in number of complaints as rn slow shipments. This paints and instead of spending the greater part of my had been running all through the season, but when time with ihem. as heretofore. It was necessary to several of cur largest customers told me it would be a spend only a few days with each one at the start of. question with them as to the advisability of again giv the season, giving them the '* cue" for that season's ing us their business on account of delay in getting work and off they went full of steam after business in goods. 1 lost patience ana mads a hiwl, resulting in our line, leaving me tree to deal with special proposi our Secretary asking me for a small list of the prin tions in our line which the territory afforded There ciple complaining concerns, which I gave him--ten or is much that might be said in support of my position, a dozen names. I think He had a list made of all but as I have another point to makewill letthis suffice orders from each, showing time of receipt and ship until some future time, feeling that I have justified ment of each order, which was passed to me for criti myself in the statement that self-interest should be the cism. I found that the time varied from three to fourteen first consideration of co-operation, that is proper days, with an average of about six, and took exceptions consider alion 0/the otherfellow's mttre\i toabout one-third of the LI st. passing same back to him, and a little later received a line from him stating that, owing to press of other business, he hod turned the matter over 10 our sales manager, who would take the matter up with me when in About the same time 1 received a letter from our sales manager to the same effect, but stating further that after a careful perusal of the list he failed to see where there was cause for criticism un account of delays When 1 returned, the list had been mislaid and could not befound, so we did not discuss it, but l was informed that they had felt the need nf a competent man tn handle the shipping, and had secured one. Also that the matter had been made a special feature with the various committees and everything that could be was being done to facilitate shipmems, still there was nothing to complain of. Was this the way to secure my co-operation ' Not on your life Play fair, gentlemen, play fair Study co operation from your end of the line and there won't be much trouble about the other BY B E BROWN Co-operation, as Webster defines It, Is joint opera tion or unity of purpose I believe that the success of any business lies m co-operation systematically applied The management of our company realized this when they inaugurated their present system, they knew that in order 10 gat the best results from their employes that they must co-operate with them, and in a systematic manner And the results have been more than satisfactory They are to-day getting co-operation--enthusiastic co-operation Each one is doing his best and doing Jt cheerfully, and with an . object In view They realize that their future lies In themselves and that their merit will be recognized, and the Consequence is that each one is striving tu do his nr her very best. They are satisfied and glad to be connected with such a progressive house and all this has been brought about by co-operation TaW for example Dewey's victory, the battle of Mamla:fc*y The world gives Dewey credit for that giondu? victory, but you all know that it would never hive been possible if he had not had co-operation in Hie fullest sense of the word Co-opeiatiun from each artd every soul on each and every ship, all work ing In'umty, each one Intent on doing his very best, from the officers down lo the men behind the guns to the poor devils down in the fiery furance, all working together to accomplish one object. There was unity of purpose and active co-operation. Whether in war. politics or commercial life satisfactory results ran only he secured or obtained by co-operation We can also learn a lesson Hy studying the life of the ants Those wonderful little insects understand the meaning yf co-operation They have a perfect organization and all work under a perfect system and accomplish wonders. What-we, as representatives, need is first a desire to co-operate with each other Now. taking it for granted that we are willing to do this, as fs evidenced by the organization of ihe Ti-ICI Club, whatever the requests necessary to attain this end First, is to get business, to get it In a gentlemanly manner, to be just and fair with ynur house, your customers and with each other. To allow no jealousy to creep in, but to be willing at all times to give any information to our brother salesmen that would he of interest to them, to feel that we are all working for a common cause, and that is to advance his best interest of the house at all times Quite often we all hear indirectly or abuse some business or Information that would be of benefit to the house that is outside of our line And If we would make it as much our business, as in securing orders, to send in any Information that may came to us we would help each othercreate new business for the house and we would all be benefited by it If we would realize that by helping each other and always have the hesr interest of our company at heart, regardless of any benefit we might derive from it, lhat we would help ourselves, not only in a busv 0007-SWP-000128128 k.. V. L V May 25, 1901 THOUGHTS 3 ness sense but it would broaden our minds and make better citizens of os TbeTl-Ki Club was organized with this very object in view, and f firmly believe that It will brine us all closer together Let us have unity of purpose and all pull together and we will have co-operation United we ran accomplish wonders This, gentlemen. Is my idea of co-operation BY FRANK NEAL Mi? Ch a ir ma n a n d Ge n t l e me n --The subject for discussion for this club to-night Is one which, in my partfralar case. It seems to me should he revised to some extent, In as mock ns l am not a representative In the proper sense of the word w ms it Is generally considered to apply In my estimation the topic should be changed in my case from '* co-operation of representatives" to '`co-operation with representa tives." By changing the topic to conform with my ideas It would seem more proper as it has been a great hobby of mine In the past to look 10 the better ment f our product as well as to the advantage of the representatives on the road. Since taking hold of the manufacture of goods l have always endeavored to find out from the traveling representatives what the requirements of the trade were as carefully as possible. Upon finding out or receiving that Information ] have always made it a point to try and meet the demands made upon us, making the goods to conform.with their specifications as nearly as possible, taking Into consideration the matter uf price. I think that I have been fairly suc cessful In this way of handling the matter and It would be impossible for me to elaborate upon the sub ject it) any gTeat extent. The subj'ect, I think, has been very thoroughly covered by Mr Brown and Mr. Turner Ip their remarks, f cannot see where very much mor^Hcould fep sa.1.3 ,on the subject, espefJolly.4s jphowji jn #r Brown's paper, which preceded me l cannot, agree with Brother Connor that self interest is the whele thing in co-operation, ] do not think that all present wili admit that self-interest Is a considerable .factor, still we cannot co-operate fully if we always have our own Interest only at heart. The old saying that * seif-preservatlcm Is the first law of nature" is nue \ tn every respect, but I do not think that any of us here are so narrow minded as to be unable to see the advantage of helping one another Co-operatton In the proper sense is the unselfish j helpful assistance given to those associated with us 1 am sure that the majority of us realize that fact and are striving to reach the high ideal as 1 have attempt ed to mit-llne here, and I can only hope that we may continue to improve every opportunity as much In the future as we have done in the past. employer's business and standard in their line"5 Some might say, how about ourselves7 Very true' there is no denying the fact that I comes first with all of us, but if our employer's luleieslsare advanced are nut nurs also > S>me might argue that if they continu ally put another in touch with new business his advancement would be greater Conceding that he so, I also believe that the source of that man's suc cess would come to light and the credit be plveit where it was due Co-operation between ** the house" and its representatives Is as essential as between representatives themselves, and l am pleased to admit that I believe the heads of our different departments have long since recognized that fact, those present have so admitted In their talks Wherein does Andrew Carnegie s success lie7 In the April number ol the Wotlifs W*k. which 1 picked up on the train the other dav. was ashort biog raphy of this distinguished gentleman m which the author attributed his success to his wonderful ability as an organizer of men and ability to obtain from then nothing more or less than co-operation He had, you might say. understudies, about iweniv-stx in number, including such men as Schwab and Frick, who have doubtless done as much towards putting Mr Carnegie where he is to-day as his own individual efforts, and why, because they all had one object m view and pulled together towards that goal. Why can we not do the same7 We may not be able to make the Acme White Lead and Color Works as strong a factor m the commercial world as the Carne gie interests, but by perfect co-operation devoid, to selfish interests and petty jealousies, help it attain and hold the lead it is rapvSHy reaching, and weon the tail of Ms kite finally land with U at the top--Ti-Ki This Speaks Volumes for Co-operation. Sa n An t o n io . Te x a s , May tl, 1901. Acftfi Wh it e Leag An d Co l o r WoRXSr Detroit, Mich. Dear Sirs--We are m receipt of your letter informing us that you had addressed postal cards according to the list of customers which we had sent you. We have also received ccpy of the postal and wish to thank you for this attention. We assure you that you have our hearty co-operation in this matter, and we reciprocate by giving your goods the preference when possible. With kind regards we remain, Very truly, Sa n An t o n io Dr u g Co . BY H. N. TURNUR. Mr Ch a ir ma n , Br o t h e r Ti-Ki 's --Have had really no opportunity the past few weeks to prepate a speech for this meeting, though I have had presented si very good Illustration of co-operation, the topic for discussion 10-night As you perhaps know Mr Brown and myself have been working together on A deal that necessitated our combined efforts and co-operation We would start out tn the morning in separate ways, to obtain the necessary information or "get next" to the proper parties if possible, compare notes at night and map out a plan of attack for the morrow. We withheld nothing from each other, that In the event of success one might be credited with the glory. Pei feet co-operation must have no taint of selfish ness or jealousy. Suppose one learns of prospective business in a fellow-worker's line or territory that a tip from him might lead to his securing It, would it nol be a kindness to give it? Would he nut recipro cate at any opportunity and would it not have the one result we are striving for. that of advancing our Stock of Stands on Hand* Rapid Seller......................................... 49 Bnstol .. .. ...................... 148 SALES TO DATE R S Bristol H P Torrance . . 1 H F Whlt-iker ... . .1 A D. i! ....................... *a W. P. '.V %it O. F U- J . . . 1 A R Kelly............................ 8 Dan Davies............ .. .... 1 R A Irvin ................ .r J. R Newell . . . .. . . 1 I D Wilson............... .. t C F ElUoit ... . R. M Billings ... ... Mail . .......... ... 11 1 7 Fire Friday destroyed the large paint and oil factory of Jno. W. Masury & Sons, Brooklyn, N. Y. Loss, $150,COO My hobby is the product of the Acme, and long may they produce. O. F. R. Acme Plug Hat Club. Sa'es of Neal's Aluminum Enamel from April 1st to June 15th, Inclusive, The numbers opposite names designate the standing of each representative based upon value of goods sold F. R Dougel) A E Barron W C Neal .. C F Pulfer. G R. Smith H. F Whitaker A D Hoagg I T> Wilson C Mehlig............ R A Irvin O. F Richmond . A R Kelly.......... Dan Davies ........ H H Halladay... H P Torrance . S H Hart . FB' WP RM C. F McCauley . S. A Hunter .. . H. C Cater . ... C F Elliott ..... Wv H. Connor.... R^S. Gebhart., . ffW. Connor.. . J. H- Milne. Rov H Foster..., S 'J Olson . . M J Reynolds . 3 5 6 7 8 9 to ti 12 l3 U IS TO T7 id SO 72 *3 24 at a8 o o o New Era High-Grade Orders. We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of o u t representatives every week. It is a record we assume that all will be inter ested in watching. Quantity will not be stated, simply the number of orders received, which, In addition to direct business, will include those transferred to Jobbers and dis tributors. Orders not approved for credit will not be included. A. E. Barron .............. R. M. Billings................ H. C Cater.................... Dan Davies. .......... F. R Dougall. .. . C F Elliott........ Roy H Foster... R. S Gebhart .............. S. H Hart .................... A. D Hoagg.................. S A Hunter.................. R A It v Iii . .... A R. Kelly........ . .. C. F McCauley . C Mehlig.................. J H Milne.............. W. C. Neal...................... J R Newell.................... S J. Olson.................... C. F. Putter .............. M. X Reynolds.............. 0. F Richmond..... F. B. Sangster ...... G. R. Smith.................. H. P Torrance .... ... H. F. Whitaker.............. W. P Wiggins............... 1. D. Wilson............. For week ending May 23. 4 Total since Match t 57 2? 4 6 4* 6 26 2 73 JOSS 97 30 3* 3 JO 3 43 2 r& 9 14 34 ad 5 rS 47 *3 12 I 23 5 3* 0007-SWP-000128129 Thoughts PUBLISHED WEEKLY' BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH , Devoted to Matters of Interest to Our Representatives Vo l . II. DETROIT, MICHIGAN, JUNE i, 1901. No. 34 Trade Arguments. on the outside, but then it is not as cheap. The Ptice of Mixed Paints. BY A E BA&SOM (Co>\hHH4d from fast tverk ) Nu 6 Just figure up again the number of yards to be painted. Now. sir, I know you want to do what is The cost of mixed paints on the present high market for 01), warrants considerable higher selling figures than most manufac Mr Customer says. New Era High Grade right with your customers. Sell them the turers are getting. After linseed oil made a Prepared Paint costs loo much. He could cheapest paint, that is what they want, large decline some months ago, the retail not sell it. as he has to sell a paint pt what They will net understand at first that there is trade became quite solicitous over the future New Era High-Grade Prepared Paint would such a difference in paint, but it will not be of mixed-paint prices. Not a few inquiries cost him Answer ; 44 It is human nature, sir. to get the best value you can for your jnoney. This nature exists in you, it also exists m your customers. What they wanfr when difficult for you to figure it out for them. It will pay you to do this, after they co under stand they will thank you for enlightening them. Give them what they want, the cheapest pamt on earth. Now. sir, allow me to send you a few were received by the manufacturers asking when the drop was to take place. Yielding to these importunities some of the manu facturers pn d their goedsat 10 to 15 cents below the gure recommended by the they buy is to get the cheapest ftalpt they can. It is right that they should do this. But allow me to tell you, sir, the cheapest gallons. Try it and investigate it for yourself and you will find I have told you the truth. You will also find out that 1 have a pamt that will talk for itself, and it will not be grinders' association and now doubtless regret that they set their mark so low. Since oil values have been climbing up paint is the paint that covers the greatest necessary for me to sing jsraises to you after ar.d bid fair to reach the high-tide of number of square yards, and wegrs the this. If you will only try it prices that prevailed last October, retailers greatest number of years. TO BH CJONTINUHI) have conveniently neglected io suggest any Now. sir, let us figure this paint question , cut. We will take two houses exactly the., Display Stands. thing on the price question, m view of -which vt-wiU-pEohably be necessary lot- man same size, say they are 20x40 and twenty We have given our representatives every ufacturers to take the initiative, and a foot posts, this will make just 2,400 square j possible " leeway" to place stands shown return to $1 35 for best grade in gallon cans feet of surface to be painted. Now New 1 on reoord below. We want to get rid of I would seem the wise course to pursue by Era High-Grade Prepared Pamt will cover , these quickfy. Offer them as an induce those who have fallen awayfrom that basis. on a surface man average fair condition, 300 j ment to place orders for a small assortment and an advance to the figure named by square feet, two coats, to the gallon. After ' of goods in addition to what a dealer may be those whose conservatism or timidity did we figure this out we find it will just take ! handling, and try to get our goods started not allow them to reach it ought certainly eight gallons of paint at $1.65 per gallon with dealers not now handling thecr. by offer not to be difficult to accomplish now. making a total of $13 20. . ing either kind to display tfeiine upon. We The condition which encourages such Now for the paint you sell at $1 25 per ought to have an order for at least $15.00 action ai this time is not wholly local, but gallon, under the best conditions possible it when Rapid-Seller stand is "thrown in," world-wide, as per the following from a will not cover oveT 20C square feet, two coats, and for $5.00 when Bristol stand is given. Canadian journal of authority on such to the gallon. Let me see, house contained The Bristol stands can be furnished with our matters 2,400 square feet. we find now it will require regular line of goods. We don't want any The English oit market, nearly bare of seed, ad just twelve gallons of this paint to cover new accounts on the Bristol line. If a few vanced more-than * per ton, putting oil values back the same size house. Twelve gallons at more of our salesmen $1 25 per gallon makes $15 00. a sav- , mg to start with of $1.80. Now, sir, jt YTbte HoldandLift 10 almost what they were last January, and causing an advance in spot values in Montreal of 5 cents per gallon. The market is growing In strength, as the Aigentme seed seems no longer forthcoming, and the will cost as much if not more to apply the cheaper paint. The cheap paint will not wear for any length of time, where as New Era High-Grade Prepared Paint will wear in the way that Mr. Kelly has, the stock of siands on hand will soon vanish. Stock of Stands c Indian. Canadian and Untied States crops will noi be procurable ull September Seel will he hadts needed before then There is hut little doubt that, if oil had remained at the low quotations made for M*y to July import some weeks ago. the price of mixed paints for five years or mare. In other words it will cost just $2 64 per year for New Era High-Grade Prepared Paint, and for ihe cheap paint if you should have good luck and fi should happen to wear as long as two years, which l feel confident it will not, it will just cost $7 50 per year to keep the house painted. Now you say the cheap paint is ail right for inside work. There is no doubt it will wear better on the inside than it will | SA LE*> TO V ATB H P. Torrance . .............. JH. F Whitaker .. A. D HOrlgg . . W P Wiggins . . O. F Richmond A R Kelly .. Dan D ivies R A Irvin ...................... J R Newell ...................... 1 D Wilson............... C F Elliott . . . . ... R M Billings.............. Mail ......................... .. 46 . 147 K S Bristol j .. 1 2 i ... s T .I I X r I .7 would have been reduced in June, at the latest. The ! drop could not perhaps have come before that time, 1 for the m inufacturers have been working on highj priced oil, and no cheaper goods were procurable until the first steamers from England were in port But I just as the market was shaping itself for a reduction. | the oil market suddenly reacted, and a steady bull ! movement set in, until now oil 15 quoted above in London. Raw could have been imported some time ago at 46 cents, now. it would cost 75 cents, at least, i Lead, zinc and other pigments are much j higher than an average for ten years past. 0007-SWP-000128130 THOUGHTS June i, 1901 oil is nearly double its ordinary value or will soon become so , tin cans and other con tainers, boxes, etc , were never so expensive as now , and if dealersand consumers expect up-to-standard goods they must expect to pay prices built on the higher producing basis dear materials of all sorts inaugurates. Lvw mixed paint prices under present con- d.lionscan be interpreted m but oneway, either the manufacturer is making no money or the goods are being cheapened to preserve profits. The average retailer and consumer in choosing an explanation of the commer cial phenomena encountered is more likely to take the one more complimentary to the manufacturer's business thrift than to his philanthropy. In the interest of all concerned, an ad vance to a selling basis more in harmony with existing oil and pigment values would be proper and wise.--From Faint, Oil and Drug Review, Chicago Green Bugs in Texas, Please note the attached clipping, " the green bug." It will show how it even got next the Methodists at their conference this year - Pa r is . Te x a s . May n--At a Methodist conference meeting of Forest Hilt, in the west part of the county, dinner was served on the ground in picnic style A fat baked turke> was oneof the dishes served. A few t|our after dinner twenty-one persons. Including vicr>b>3j who t:J partaken of the turkt/ ^ - c violently sick by cramping and vomiting', and-ifor a while three doctors woo were summoned fiom F$ett\. had thetr hands full The turkey had runlo.i patch of oat* destroyed by green bugs. and the doctors a Unbilled the sickness to the fact that the turkeyihad fattened on green bugs. And also the following, which is the way the railroad men look at it The green bugs eat the farmers' crops, The June bugs e-il their honey The bed bugs bite their backs all night. The gold bugs get their money The fanners therefore have little to eat, The railroad': little to haul They can't even secure oats and wheal, And the " bugs" are the cause of it ail JRN The following is a letter which we received from a customer, which thoroughly empha sizes the point which we have often brought up, viz.: "That our salesmen should have a specific understanding with his customer that we cannot afford to pay the minimum charge imposed by the transportation com pany on small shipments weighing from twenty-five to fifty to one hundred pounds." In this particular case the minimum charge is 71 cents on shipment weighing twenty- five pounds: Lo w e l l , Ma s s , May , 1901 Ac me w h it e Le a d a k d Co l o r Wo r k s . Detroit, Mich, De.tr Sirs--Your bill of goods shipped May 4th re ceived, on which you allow us :r cents freight, and stamp the bill you can only allow proportionate freight We bought these goods fob. Loweli. noining said about proportionate freight Tbefreight is 71 cents and we have deducted sure from the bill Kindly adjust your account accordingly, as we shall insist upon this allowance Respectfully. Bo n Ma r c h e Dr y Go o d s Co Good I 1 have made out slips as per sample Mr. Halladay sent you for all Ihe trade tn my territory, and Mr. Tague, general manager Van Vleet Go , told me he would have them sent to the salesmen m their respective Acme Plug Hat Club. territories, and was going to push his men up on paints, ar.d by our co-operative work, Sales oj Neal's Aluminum Enamel from April we are going to try to make their account 1st to Juneijth, Inclusive, among Ihe best, if not the best one on your The numbers opposite names designate j books R. M. B. the standing of each representative based ! P S--They don't want 10 hs second on anything. upon value of goods sold : A fc Barron F R Dougall W C Neat H F Whitaker C F Pulfer G R Smith . . ... 6 A D Hoagg .... Cl F Richmond ... ... . 7 8 C Mehlig I D Wilson . .. .. ... 9 .10 R A Irvin . .... ir A R Kelly......................... .. Ja R M Billings ... . Dan Davies ... ij 14 H H HaJhday ................................... H P Torrance . . .. i, 16 S H Hart .... ... . . 17 F B Songster . 18 C F Elliott . . ..19 W P Wiggins .... 20 J R Newell ... . 21 C F MiCauley .... *2 S A Hunter . aj H C Cater . 24 W. H Connor ... *=; R S Gehlmrt .. .26 T W Connor ... .07 J H Milne 28 Roy H Foster............. .0 S J Olson ... o M J Reynolds .. .o New Era High-Grade Prepared Paint, Don't you care what ether people's prices are, keep New Era just where it is. W. C. N, Our General Distributors* California Bohan Paint Co.. Los Angeles Colorado Huraphrev-Jones Merc Co-, Denver Georgia Columbus Hardware Co . Columbus Illinois G$o. E Watson Cci. Colburn, Dirks 8t Co , Chicago Poona Indiana Johnson-Woodbndge Co , Indianapolis Iowa, Skkets, Preston & Nutting Co , Dnvenport J W Edgerly&Co. Oituirwn Httrhick, Hess & More. Sioux City Kb Aip s AFB, Whiting Paint & Glass Co .Topeka Louisiana L N Brunswig & Co , New Orleans New Era High-Grade Paint Orders* We shall hereafter record in Th o u g h t s the number of orders for New Era received from each of our representatives every week, ft 15 a record we assume that all wi l be inter ested in watching. Quanucy will not be slated, simply the number of orders received, which, in addition to direct business, will include those transferred to jobbers and dis tributors. Orders not approved for credit will not be included . A E Barron ... . R M Billing*, H. C Cater Dan Davies F R. Duugrtll ,. . C F Elliott Roy H Foster . R S. Gebh.irt S H Hart A D. Hoass b A rluiuer. R. A. Irvin A. R Kelly C F McCauley C. Mehlig J H Milne . W C Neal . . J R Newell .. . 5 J. Olson C F Pulfer.............. M. J Reynolds O. F. Richmond.... F. B Sahgster .. G. R Smith H. P Torrance H F Whitaker .. W P Wiggins 1 D Wilson ... .. Ftt.irtd*ini' May 0 s t. l 1 4 0 1 24 1 2 4 1 2 2 3 B 6 4 7 3 103 1 sJi'noctal March 1 66 49 j* 5 40 76 126 28 41 IUO <6 tS 0 14 36 40 7 22 5r IS *5 331S 33 Maryland Winkelman & Brown Drug C!o , Baltimore Massachusetts E.& F King & Co., Boston Minnesota C*W H.ickett Hardware Co . St. P<iul Mississippi Lfe Richardson & Co., Vicksburg Missouri Gate City Roofing & Metal Co , Kansas City Montana Order Bros.. Butte New York Buffalo Glass Co , Buffalo Burlians & Black Co , _ Svracuse Jno. L. Thompson, Sons & Co , Troy Ohio ' ~ "* Co, Co , 0, Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , OktahomaOty Oregon F E Beach & Co . Portland Pennsylvania H B. Semple & Son, Sard. Schlott&Co., Phelps-Straw & Co , Easton Reading Wilkes Barre Tennessee Fnlts & Wiehl Chattanooga Van Vleet-Mansfield Drug Co . Memphis Texas Gremer-Kelly Drug Co.. Houston Drug Co., Sherman Houston Utah G F. Culmer & Bro , Salt Lake City Virginia Barker-Jenmngs Hdw Co , Lynchburg Washington Baum & Co,. Spukane West Virginia W H Chapman 8c Sons. Wheeling 0007-SWP-000128131 'p- Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Jtevoied to Matters of Interest In Our Representatives. VOL. II DETROIT, MICHIGAN, JUNE 8, 1901. NO. 35 Trade Arguments. W C Neal .... A E Barron BY A E. BARRON ; F R. Dougall %% {Continuedfrom last week ) H F. Whitaker . C F. Putter........ No 7 Dan Davies . . 1 Mr. Customer says he has handled the G R. Smith A R Kellv .. same brand of paint for the last twenty C A lv I years. His customers are acquainted with 0. I R ... it. and ask for it, and will not take ar.y other. 1. D Wilson . . R. M. Bltllngs. He has always talked it up as being the best H H HaUaday . S H Hart . ... painl made, and it is well advertised. H. P Torrance i Answer: I open up a half pint can of New F B Sangscer . C F Elliott . Era, and also open up a can of the paint Mr. W P. Wiggins S A. Hunter . .. Customer is handling. I get the painter In C F McCauley .. to make the test. The pamter is a friend of J R Newell ........ H C. Cater . . MR H y TURNER, Prominent Member of ihe Ti-Ki Club and Ea>tm Representative to the Railroad Trade Mr. Customer's and a strangeT to me. After the test is made and New Era is pronounced the better paint, I ask Mr. Cus W. H Connor... R. S Gebhart T. W Connor . J H Milne S J Olson ., We are told that Mr. Turner is to be tomer. how many of his customers would M J. Reynolds 5 4 5 6 7 s 9 10 TT 12 14 *5 t6 17 18 *9 TO 21 34 04 25 26 27 O MARRIED want his brand of paint if they knew as much --o r -Wed***day evening, June. 12tb. He does not deny the rumor, but m when asked for particulars refused to say anything. This we attribute to extreme nervousness and the ad vance influence of the future Mrs. about the paint business as he did now. , "You might^h^ve thought as they did until l * convinced you that New Era was a better t paint. Now, sir, after this you cannot very > well tell your customers that the brand of fiaint you are handling is the best. That is, Turner. We shall try to tell you all if you wish to tell the truth, and I know you about the wedding in the next issue, are an honest man and a man that will tell and m the meantime if our repre the truth. sentatives have any brief and timely * Now, sir. "do unto your customers as advice to give for the benefit of the * you would like to have them do unto you." coming benedict we shall see that it Give your customers the best paint i1 is will not lose anything in the telling possible to make a paint with no adultera through the columns of Th o u g h t s , tion in it whatever--a pure lead, zinc and oil i paint and nothing else. j JS^No t e--Th& young lady we are told is named Pepper Advice to Mr Turner to Do this and your customers will respect keep cool will not be accepted by the editor you for it, your business will increase, and j when the time comes for you to pass into the A Handsome 'Window Display* other world your mind will be at rest--as far Stock of Staods on Hand* Rapid Seller........................................... 43 Bristol .............................................. ... 147 SALE-* io DATE R 5 Bristol H. P Torrance H. F. Whitaker.................... ........ x .x as the paint business is concerned. TO BE CONTINUED The above illustration shows how Messrs. Burhans 5t Black, of Syracuse, New York, have displayed Acme products. It is one of the handsomest and most attractive displays that has come to our notice and reflects great credit upon the enterprise of the house A. D Hoagg W P Wiggins O P Richmond .. . ................... . 3 x i * i and the skill of their window dresser. They never do things by halves, anyway. A R Kelly . . . ........................... 8 Dan Davies ............................. .. i R A Irvin. ..... J R Newell .............................................. ..... I. D Wilson . .............. . .x C F Elliott ...................................................x R M. BilUngs ...... . i Mail .......... ....................... 7 Acme Plug Hat Club. There Ate Millions In It--M Nit." x I agree with you, that you should dis Sates of Neat's Aluminum Enamel from April continue the quarter pint can of paint to xst to Jnoe 15th, Inclusive. retail at ten cents. t The numbers opposite names designate the standing of each representative based Forgive me this time and l will never do upon value of goods sold * j it again. A. E. B. 0007-SWP-000128132 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, JUNE 15, 1901. No. 36 f taHe Hold and Lift i Title ttotetuid Uft.k Thi** is .1 reproduction of circular that is being sent out with all correspondence June will lie Outing Day for us. Most all of us are going to Belle Isle with . 7 our baskets to have a 2Qbn -Koad time. There will ' only be a sufficient num ber of " unfortunates " on duty to care for such business as must receive attention on that day. At the Island we will have base ball, all kinds of races and game^, tug-of-war, lemonade, and present prizes for the best practical business suggestions made by our people during the past six months. Lant You/"t > , T7 with us? be a ferry ;it the foot of WtxxJ- 07/Tl'& Avenue, at 9:00 a. m., with a sign reading "Outing Day of Employes Acme White Lead and Color Works.We have tickets and badges that will admit you U the boat which you can have for the asking, and we would be glad to have you with us. Handy Family Faint. I fcr one would suggest that you still keep the Handy Family Paint on the market. The Jas. E. Pat ion Co. are about the only people in my territory besides ourselves who handle th.s class of goods m small packages. H. F. W. A Good Suggestion. I tried Aluminum Enamel on rural mail box the other day and it works all right. It might help the sale of these goods if the boys would tell the dealers and show them how it works on these mail boxes. Lots of the hardwares make these boxes and would use Aluminum in preference to galvanizing the iron they are made from, C, F. P, Acme Plug Hat Club. Sales of Meal's Aluminum Enamel from April zst to June 15th, Inclusive. Ti-Ki Club. The numbers opposite names designate I have read with much pleasure and inter the standing of each representative based est the various talks on co-operation by the j upon value of goods sold different members of the Ti-Ki Club, and J hope some day to be able to be present and listen to these bursts of M oratorical extrava gance/' but wish to notify the president right A t Barron . W C Neal ................. F R Dougall .................... H F Whitaker ... C r- Pulfer ... i i now that I am not a candidate for the plat form. "Reason' Inability to cope with former speakers/' However, I hope these co-operative talks will do us all good. Dan Davies.............................. G R StrMh . ... A R Kell) 0 F Richmond ... C Meblig . ., 6 8 y HI Representative with representative and factory with representatives. H. H. H. A D Hoagg............................. 1 D Wilson R M Billings ... . It I have had the pleasure of having cur President, Mr. Wm, L. Davies, with me In F B Sangstr C F Elliott.............. H H Halladay . .. Baltimore, Md., for the past few days and S H Hart ......................... regret his departure for the sweet sunny South. While here he had a very hard pro position before him, but remembering the H P Torrance . W P Wiggns S A Hunter . .. R S Gefchart .............. Acme White Lead and Coior Works' motto, C F McCauley................... " Take Hold and Lift ** did not turn back J R Nevell . ward, stuck to his man and manfully ' H C Cater W. H Connor landed him in good shape, opening up a T W Connor distributing point here for Acme producls. J H Milne ... .. ............ C. F M. S J Olson . M J Reynolds ... 34 6 T7 18 tg 2i> 2J aa *1 14 26 Sa n An t o n io , Te x ., May 31, 1901 Acme White Lead and Color Works, Slock of Stands on Hand. Detroit. Mich. Rapid Seller............................................ 39 Dear Sirs*--We are just in receipt of a Bristol............................................................... Id7 letter from the advertising department, in SA.LKS 10 D\ru kS forming us that they have again mailed cards j H. P Torrance H F Whitaker ................................. i . . .t to our customers informing them that we 1 A D Hoags* . j have your goods m stock. We write to | W P Wiggins..................................... , thank you for this, and wish to state that we , O F Richmond ... j believe that this advertising will prove ; A R Kelly Dan D ivies . .... .......................... $ ......................... ., j mutually beneficial, and wish to say that we R A Irvin ................................ .1 trust you wiU see fit to continue same. With J R. Newell ........................... j best wishes, we remain, Yours very truly, I D Wilson............................. C F Elliott .... R M. Billings .............. . j .1 .1 Sa n An t o n io Dr u g Cq . Mai 1 .......... . ... 1 Drvsloi a j Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, JUNE 22, 190L NO. 37 Mr. and Mrs. H. N* Turner* the newly married couple, express their appreciation to the members of the Company, and friends with the Acme, for silver tea set and candelabrum sent as an expression of good will and kindly wishes, and Th o u g h t s expresses the sentiment of all the "boys on :he road*' in wishing the young couple a long and happy married hfe with a' liberal share of all blessings. Mr and Mrs. Turner will reside in Detroit, and wfe shall be only too glad to take advan tage of the invitation extended to note the grace and skill with which the hostess and host preside over the " tea table." For iw'i alone, there in the hall, fc> spread the table round and smalt, Upon the polished silver shine The evening lamps, but more divine _ The light or iove shines over all' The Next Meeting of the Ti-Ki. "Judicious Advertising as a Factor in Securing Business" is the subject for dis cussion at the next meeting of the Ti-Ki, to be held July 6th. This is a topic on which we sincerely hope all the members of the club have " ideas" and will not hesitate to express them, either in personal the meeting or by contributing a paper. We hope that our present methods will be thoroughly criticised and that suggestions for improve ment will be made freely, as it is only by talking freely and expressing honest convic tions that the bestresultscan be obtained, by the comparison of views on topics that are discussed at these gatherings. ** Thoughts " VllI Lay Off For Awhile. This will be the last issue of Th o u g h t s until our representatives to the general trade start out on the fall campaign. The next number will probably be August 10. Should representatives al any time receive mail intended for another salesman, il is im portant that they return same to us promptly with brief explanation. Members Acme Plug Hat Club. Admitted Con rest Mr Alf R Kelly. March i. t o o * .Mich Seal Lead Mr. A E Barron . June 15. 190T. .Neal's Alum En. The Second Member of the Acme Plug Hat Club. Slanthng Amount S H Hart .................. .................. I7-' . 22 83 H. P Torrance.......... .... 18 - . 22 60 W P Wiggins ........ . . ea 47 S A Hunter.................. .................... 20 21 48 R. S. Gebhart................ ................ *T 73 08 J R Newell................ .................... 22 . 11 04 H. C Cater ..................... aj 5 4J W H Connor................ .................. 24 . 4 so T. W Connor ... . 2 . 3 00 J H Milne....................... ................26 . . 74 S J Olson .................... ................. 0 . 0 M.J Reynolds . . .... 0 0 This Is the East issue of Th o u g h t s before August, and as the edilor wilt be out of town in the meantime it will be useless to file protests. Acme Plug Hat Club. MR A r BARRON Mr, A. E. Barron, as the result of his efforts m the contest on sales of Aluminum Enamel, closed on the l$rh inst., has suc ceeded in electing himselfa member of the Acme Plug Hat Club. There are now two members of this Club, and at least one good looking member, but as members do not get in " on their looks " their is *hope for the remainder of our representatives, endued with ambition, energy and push, even if they do not come up to the mark from the standpoint of appearances. In a separate article we have outlined a plan under which we hope to give all our salesmen a fair show to become members of this Club. We wish to give all our representatives an opportunity to become members of the Acme Plug Hat Club, and recognize the fact that the varied conditions in different parts of the country render it practically impossible to give every contestant an equal show m making sales of any single line of goods. To overcome this objection we shall offer a "Plug Hat Prize" each month, except July and December, on a different line of goods, in accordance with schedule shown below: Ja n u a r y --Acme Household Paints. Fr r r u aRY--Davies' Varnish Stains. Ma r c h --Granite Floor Paints. The result of the Aluminum Enamel con test was as follows Standing Amount A E Barron ..................................... r . .524607 H F Whitaker .............................. 2 ...16446 \V C Neal .. ......................................... 3 .. 150 43 F R Doug-all ........................................ 4 . . 248 SJ A R Kelly....... 5109zg C F Pulfer.............................................. 6 ... 68 So Ap r il --NeaFs Enamels and Neal's Bath-Tub Enamels Ma y --Neal's Carriage Paints and Neal's Carnage Top Dressing. .Ju n e--Utility Varnishes Au g u s t --Master Painters' Oil Colors Se p t e mb er --Wagon and Implement Paints. Oc t o be r --l iquid Wood Fillers (all brands) NoVfcMBER--New Era High-Grade Prepared Paints Dan Davies ... A D Hoagg .......................................... 0 F Richmond........................................ C Mehlig .............................................. 1 D Wilson............................................. 7.6450 Sales will be recorded by dates upon 8 ... 53 Tt 9 .. 53 08 to.. 51 3Q which orders are received by us. The volume of the business will deter it... 4.1 91 mine the winner, and not the number of R. M Billings .. 12,}*72 orders. F B S&ngster........................................... 13 . . 37 05 Sales, of course, must be made personally C F McCauley............................ .... 14.... 25 60 C F Elliott .................................. 15. .24iz by each man. and it will be considered H, H Kalladay . .. ............................... JO 23 88 unfair to arrange with customers to mail 0007 THOUGHTS MAmntrmm orders to the representative 1o send in to the that they can use lead and oil as adulterates Our Genera! Distributors* house. Our records indicate points made just the same as they could barytes, whiting California each day and orders from towns not made or cottonseed oil. We will have to acknowl will not be considered. Duplicatcsof orders edge that this is true, and when they say turned m to jobbing houses will be consider their paint is pure they are telling the truth. ed the same as orders sent direct to the Now the question is, what makes the best paint that can be produced regardless of cost. house, but, of course, credit will not be All the paint manufacturers, who have had allowed on such orders when salesman send I years of experience in making and testing in pbbsr's stock order j paints, and all the painters who are painters, The record published in Th o u g h t s each and have made a study of their business, week will show the standing, but at the con will tell you that the best paint that can be Bohan Paint Co , Los Angeles Colorado Humphrey-Jones Merc. Co , Denver Georgia Columbus Hardware Co , Columbus Illinois Geo E Watson Co , Colburn. Birks & Co., Chicago Peoria Indiana Johnson-Woodfcrtdge Co , Indianapolis Iowa Sickels, Preston & Nulling Co . Davenport clusion of each contest, amount as well as produced to-day. is a paint that is made out standing will be indicaied. of absolutely nothing else but strictly pure Of course the members of the Acme Plug j carbonate of lead, just enough strictly pure J W Edgerlv & Co . Hrirmck, Hess & More. Ottumwa Sioux Cny Kansas A fcf Whiting PaintSc Glass Co , Topeka Hat Club will be expected to wear their | oxide of zinc added to prevent the lead from 41 tiles'* at the next annual convention take chalking off, reduced with strictly pure a prominent part in Ti-Kt matters, stand 1 linseed oil. forth as prominent lights and maintain in Now, sir, this makes the best paint that every way the enviable prominence repre j can be produced. It also makes the most expensive paint that can be produced. Now, sented by the head gear won as a result of sir. before you decide on the brand you think of their energy, push, skill and perseverance. is the best for you to handle, be sure you know what it is made of, insist upon Louisiana L N. Brunswig St Co , New Orleans Maryland Winkelman & Brown Drug Co Raltur.ore Massachusetts E & F King & Co , Bos-.on Minnesota C. W H.ickett Hardware Co , St Paul Mississippi Lee Richardson & Co . Vicksburg Missouri Gate City Roofing & Meuil Co , Kansas City Trade Arguments* knowing. If the manufacturer refuses to Montana Em* Paint Co . tell you, or tries to evade your request, lake New Yotk Butte BY A fc BARRON my advice and do not buy his paint. The manufacturer that makes a pure lead, zinc Buffalo Glass Co , Buffalo Burhans & Black C" , Svracuse Jno L Thompson, Sons & Co , Troy {Continuedfi om June tv.ih ) Mo 3 and oil paint will tell you so and will give Ohio | you a written contract to that effect Loew I nter & Mfg Co , Stein-Vogeler Drug Co . Cleveland Cincinnati Mr. Customer says at last he has decided I I will give you a list of the adulterations Norton Hardware Co , to put in paint, but before he decides which that are usually used by the different manu ! Oklahoma Territory Alexander Drug Co , Toledo Oklahoma City brand he wants he is going to investigate facturers in making their paints. They are i Oregon the paint question thoroughly, as he wants to be sure he gets the best brand on the barytes, gypsum, whiting or pans white, and any hme products, china clay, si lex, or any inert pigments, and for the liquid or reducer 1 1 F E Beach & Co . Pennsylvania H B. Semple & Son, Bard. Schlott & Co , Portland Easton Reading market. Answer : I Ihink, Mr, Customer, that you they use naphtha or gasoline, kerosene, neutral, or paraffine oil, cottonseed oil, corn Phelps-Straw & Co , Tennessee Frrtts & With! Wilkes Barre Chattanooga are wise in doing this, but even then if you oil. fish oil, rosin oil and water. Van VJeet-Mar.sfield Drug Co . Memphis are not careful you will get fooled. If you i Texas Now, sir, if their paints contain any of the Greiner-Kelly Drug Co . Sherman will listen to me for a few moments, uniil { above they are adulterations and cheapen Houston Drug Co , Houston outline the paint question, and instruct you the cost of the paint Utah C 1- Culmer & Bro , Sa'.t Lake Cny how to go about your investigation, it will You would not consider yourself a good Virginia pay you. buyer if you paid as much for barytes, Barker-Jennmgs Hdwe Co . Lynchburg Now, sir, from my experience in the paint whiting and water, as you would for lead, Washington Baum & Co,, Spokane business, the conclusion I have arrived at is ! zinc and oil. Well, then, take my advice West Virginia this It is one of the biggest swindling I and be careful. W H Chapman Si Sons. Wheeling games 1 know of. You will find every salesman that talks paint to you will tell you that his paint is absolutely pure and the best ' . j The New Era High-Grade Prepared Paint I am selling contamsnothing else but stnclly pure carbonate of lead, strictly pure oxide of | Stock of Stands on Rapid Seller ............................... Sand* paint on the market. When the salesman tells you this, he is telling the truth as far as j ! zinc and strictly pure linseed oil and nothing else. My house will send you a certificate ! j Bristol ............................................ SALE-V JO IJA'IK H P. Torrance US .......... T Brtsti the purity of his paint is concerned, for this I of purity to that effect, signed by the officers 1 H F Whitaker Z reason Whateverthe manufacturer's formula of the company. We will also furnish you A D Hougg .... J2 calls for--if it is barytes, whiling, water and cottonseed oil, this constitutes his strictly the analysis of New Era made by your state : W O P Wiggins. F Richmond . .. chemist. ' A. R Kelly ..................... t j . ..8 r pure, or chemically pure paint, to his formula. Now, sir. if you will follow these instruc- | Dan Davies z There are some manufacturers who go so tionscarefully you cannol make any mistake. 1 R A Irvin .... . .i far as to claim that if their formula does not call for any strictly pure carbonate of lead, or any strictly pure linseed oil: that if they If you do not follow them, you are liable to ' J R Newell I D Wilson pay fancy prices for the paint you buy. C F Elhoti .................... .. .... R M Billings ........ I i j r i should add any that they are adulterations; Mail . .... 7 0007-SWP-000128135 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives.' VOL. II. DKTROIT, MICHIGAN, JULY 13, 1901 NO. 38 'Title Hate and Lift. \ tmtmrm Acme Plug Hat Club. Det r o it , Mic h , July 5th, 1901. It has been decided to re-consider condi tions under which our representatives 'ylll compete for membership in the Acme Plug Hat Club In our issue of June 22nd we stated that the volume of business would determine the winner and not the number of orders. We think, however, to properly at tain the object of the competition, which is the introduction of our goods with, new trade, it will be more consistent to award the prizes to the representatives sending us the largest number of orders from custom ers who are not handling the goods. As a help to the representatives and to in sure accuracy, we will provide stationary readihg asYcflows: 1901. I am not at the present time handling Lmc ofgoocis an order for which 1 have to-day placed with your representative. Signed, Dealer's vtgaitute Orders not accompanied by above blank, signed by dealer, will not be counted. In other respects, the proposition is ex actly as outlined m issue of June 22nd, ex cept that the number of orders only will be shown in the record published in Th o u g h t s and not the volume of business. The new conditions will mean that no matter how small the order is, it will count as "one** m making up the number of orders that decide the winner. In the event of the same representative winning a prize the second time, he will be awarded a decoration in the shape of a pin, or something else suitable, and for which the same amount of money will be spent as for a silk hat. In this way, our representa tives may not only be decorated with silk "tile" when attending the convention, but may also wear a handsome pin, indicating that they are the winner of two prizes. We may prepare something in the form of a link chain, the number of links indicating he number ot prizes m addition to the plug hat that they have won. I am in receipt of photo from Collier &. Our General Distributors* Son, of Decatur, Ala., showing their display of paints. Everything they handle has the Acme diamond on it, and 'lis, I believe, the nicest display m my territory. They in structed me they had mailed you one also. R. M. B. California Boh*n Paint Co . Colorado Humphrey-Jones Merc Co, Georgia' Columbus Hardware Co , Illinois Geo. E. Watson Co , Colbyrn, Birks& Co , Los Angeles Denver Columbus Chicago Peoria Fr a n k p o r t , Mic h ., June 28th, '01. Ac me Wh it e Le a d & Co l o r Wo r k s , Detroit, Mich. Indians Johnson-Woodbndge Co , Indianapolis 1 Iowa Slckfls, Preslon & Nutting Co., Davenport J Sft. Edgerly & Co , Ottumwa HornJck, Hess & More, Sioux City Gentlemen--We are using your varnish for the first time on cottage work at this place, and are pleased to say that during an experience of twenty years we find this the best varnish we ever used, and will use no other m the future. ------------------------------------- Cmjcse-A: Ho l b r o o k . Kansas A $ WhitlngPaint&GlassCo.,Topeka Louisiana L N- Brunswig & Co . New Orleans Maryland wlnlcelman & Brown Drug Co , Baltimore Massachusetts E.&F. Kmg&Co, Boston Minnesota CW HackeTi Hardware Co St. Paul I must say that l congratulate Mr. Barron on being the successful winner of the plug Mississippi Lee Richardson & Co.. Vicksburg Missouri Gate City Roofing & Metal Co , Kansas City hat, on being the high man on sales of Neal's Aluminum Enamels. May he long live and enjoy the comforts and pleasure of this hat, and 1 for one will be proud to see Montana Ellis Paint Co . Butte New York Buffalo Glass Co , Buffalo Burhans & Black Co . Syracuse Jno L. Thompson, Sons & Co . Trey him adorn it on his head at the next meet- I North Carolina Julius Lewis Hdwe Co , mg of our convention, and be seated at the Ohm right hand of the presiding officer and see Loew Fi". ^ **' Co , that pleasant smile Mr. Barron has for every Stein-V* .* . Co , Norton * 1 . .to. one that comes in contact with him, Good, Oklahoma Territory old boy, peace and happiness be yours and Alexander Drug Co , a long and prosperous life. C, M. Oregon F t Beach & Co., Raleigh Cleveland Cincinnati Toledo Oklahoma City Portland There is one thing sure and that is if a man ever had a warm soot in his heart for another man, and wish him to enjoy all the rich blessings that life affords, it is me for Pennsylvania H B. Semple & Son. Bard. Schlott & Co , Phpips-Srmv Sr Co . Easton Reading Wilkes Barre Tennessee Fntts & Wiehl Chattanooga Van Vleet-Mansfield Drug Co , Memphis Mr. Barron. Texas Gfe<ner-Ke!ly Drug Co , There seems to be one thing lacking. A Houston Drug Co . Sherman Houston man that is so handsome, charming in man- . Utah ners, winning in ways, and I might add so ' G F. Culmer & Brv., Virginia universally loved by all as Mr. Barron is, Barker-Jennings Hdwe Co , Sail Lake Cily Lynchburg that he don't take unto himself a charming Miss of sweet sixteen, and enjoy all the rich blessing that this world holds dear to mortal Washington Baum & Co,, West Virginia W H. Chapman & Sons, Spokane Wheeling man. 1 think Mr. H N. Turner might give Mr. Barron some pointers along this line that would prove valuable to him, j Members Acme Plug Hat Club. Come. Neighbor Barron, fall m line. C. M. j[ Mr Alf R Admitted Contest Kelly ....March t, *ywi. .Mich. Seal Lead Mr A E Barron ...June 15. 19m..Neal's Alum En 0007-SWP-000128136 List of Goods to be Competed for Each Month. January--Acme HouaeioM Paint*. February--Davies' Varnish Stain*, March--Granite Floor Paint*. April--Neal's Itm melt and Ne*Ts Bath- Tub Enamel*. May N*aT> Caeriigf Paints tad Neel's Carriage Top Drtaaing. June--Utility Varnishes. August--Master Painters' Oil Colon. September-- agpn anti Implement Paints. October--Liquid Vood Fiflett (all brand*.) November--NewEra High-Grade Prepared Paints. 0007-SWP-000128137 2'._/90_ . / am riotaf- the preset# time handjinjp_ a* eiderfft which i-have to-day pfaced ivftti.Tjo&r f^ptes^itdtdse,; 1 *r l ;i NC --C 0007-SWP-000128138 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives VOL. II DETROIT, MICHIGAN, AUGUST io, 1901. No. 39 MmtBWM The Fall Campaign. gallons of New Era High-Grade was Our General Distributors* We enter the fall campaign under most favorable circumstances. Our goods and methods of doing business have gained sufficient to complete the work. Being weak-kneed he schemed to have his money returned for the remaining two California Bohan Paint Co, Colorado Humphrey-.Iones Merc Co . Los Angeles Denver the full confidence of the trade, and the : gallons of paint not used, and told the drudgery and constant disappointments of I merchant it was no good and would by-gone years m which we were compelled > like to have his money back for the to push, push, push, for recognition under | balance. After he got possession of the adverse circumstances are features that money he truthfully explained the whole business in a jovial way, and candidly are a thing of the past. It was necessary states that in the future he will always to go through the ordeal ana we have use and highly recommend New Era been benefitted by our experience and placed in shape to continue to progress High-Grade Paint. If I ever have an opportunity, ( shall make it a point to present our friend Mr. Painter with a as a result cf same. We shall have to good Ti-Ki cigar. R. S. G. Georgia Columbus Hardware Co , Illinois Geo 13 Watson Co , Colburn. Birks& Co , Indiana JohnsoT-WoucIbridge Co . Iowa Sickels, Preston & Nutting Co .1 W Edgerly & Co , Hornick, ness & More, Kansas A B Whiting Paint & Glass Co Louisiana L N Brunswig & Co, Columbus Chicago Peoria Indianapolis Davenport Ottumwa Sioux City Topeka New Orleans continue to push, and push hard, but the Maryland returns from our efforts under existing Monthly Competitions. Wmkelman & Brown Dreg Co Baltimore conditions will be rapid and satisfactory. A first-class representative of a first-class, house is a combination that rnu* `con tinue to progress, and we know that our Monthly competitions for prizes and membership m the Acme Plug Hat Club are now on and we are wondering which of pur representatives will wear silk hats or badges at the Convention to December. We have Massachusetts 13 & F Kmg & Co . .Minnesota .__. C W H ickeit Hardware Co . Mississippi Lee Richardson & Co , Boston Si. Paul Vicksburg missionaries are all men fitted by character, endeavored to make the condiuonsfair tor all Missouri training and experience to make our sales department a source of pride and satisfac and hope to note an energetic effort on the part of each salesman to get to the front, Cite City Roofing & Melal Co Montana hills P.unt Co . Kansas City Butte tion to themselves and their house. AUOUST COMPETITION. New Yoik Make the effort of your lives between For the largest number of orders for now and convention time and let us com Master Painters' Oil Colors from trade who have not heretofore handled the goods. Buttalo Glass Co . Buffalo Burbans & Black C-> , Syracuse Jno. L. Thompson. Sons & Co Troy I pare notes on the season's experience Orders must fee seemed by the representative that will be gratifying to all concerned. and sent in with blank form provided for Plant New Era agencies. They are dealer's signature North Carolina .Julius Lewis Hdwe Co . Ohio i Co. Raleigh Cleveland our mainstay. Get your jobbers' and dis tributors' salesmen working with you en thusiastically, and never even think 0/ Record to August 8th. ATf R Kelly ............................................. F R Dougalt.............................. .. S H. Hart............................................................ * . .a i Co . * 0 , Oklahoma Territory Alexander Drug Co . Cincinnati Toledo Oklahoma City failure, for you must succeed. Conditions Color Sample Leaves For Salesmen's Oregon F E Beach & Co , Portland c and prestige conspire to push you forward in your work. Don't oppose the elements. Catalogues* Those of our representatives from Gentlemen -- j whom we themselves have heard have expressed as very much pleased with 1 have a good story to tell'---During the new pages showing colors of New Pennsylvania H B, Semple & Son. Bari, Schiott & Co , Phelps-Straw & Co , Easton Reading Wilkes Barre Tennessee Fntts & Wieh! Chattanooga Van Vleet-Mansfield Drug Co . Memphis one of my recent visits to Easton, Pa. I Era and Specialties. They are unanimous Texas called on our distributors, Messrs H. B. Semple and Son and was politely in formed that our New Era High-Grade m stating that it will be a great con venience to show customers colors of the goods from the same book to which they refer for other information. Gremer-Kelly Drug Co.. Houston Drug Co , Utah G F Culmer & Bro . Sherman Houston Salt Lake City Paint was no gooa. Upon investigation Virginia Barker-Jennir.gs Hdwe Co , Lynchburg I found that our eastern representative, Ti-Ki Talks. Washington Mr. Frank R. Dougall had also gamec Above to hand. I think this is one of Baum & Co,, Spukane the same information and taken the matter the best things the house has ever done. West Virginia up. It happened m this way. A painter I am continually getting " called down " W H. Chapman & Sons, Wheeling whe in the past used four gallons of on account of slow shipments. I am paint to cover a given surface had sure if we were prompter in shipping, purchased four gallons of New Era High our business would certainly increase. Members Aeme Plug Hat Club. Grade paint from the above concern for the job. But to his great surprise found upon practical experience that two I know of several accounts in my terri tory which we have lost on account of slow shipments. W. P. W. Admitted Contest Mr. Alf. R Kelly March i. iq d i .Mich Seal Lead Mr A E Barron .. June i;, 1901 Neal's Alum fcn lllIMT . 0007-SWP-000128139 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. ____ Devoted to Matters of Interest to Onr Representatives, Vo l . II. DETROIT, MICHIGAN, AUGUST 17, 1901. NO. 40 Slow paying customers are not always Our General Distributors. to be considered as undesirable--providing, we know their ways and that they are re sponsible. When any of our accounts be come past due and we fail to get our money by reasonable efforts and methods, we invariably wonder if the representative could help us and when he would be likely (0 make the town or city. To get that information it has been our custom to use a certain form of statement blank of which the bottom part is to be filled in, detached and returned to us. See fac-similie be low : To Salesmen -- California Bohan Paint Co , Los Angeles Complaint has reached us from a large jobbing house that on a number of ship ments of N. C. P. the goods have arrived Colorado Humphrey-Jones Merc Co, Georgia Columbus Hardware Co . Denver Columbus in a leaking condition, and the trouble in Illinois every instance was due to the tops coming j Geo E. Watson Co , Colburn. Birks & Co , Off the cans. Now this is a surprise to us, | Indiana ad we have had no complaints regarding j Jchnson-Woodbndge Co , Chicago Peona Indianapolis that style of package, whereas on the pack- | Iowa Sickels, Preston & Nutting Co . Davenport age such as we use for Acme Household I J W. Rdgerly & Co , Ottumwa Paints (the ordinary penny lever package) * Hornick. Hess & More. Sioux City we have had so much trouble with them, Kansas A B Whiting Paint & Glass Co., Topeka that we have decided to displace them with Louisiana the same packages Iti which we send out L N Brunswig & Co . New Orleans Please fill out, detach and return promptly. Date,-- Acme White Lead and Color Works, Detroit, Gentlemen.--Statement of account against ------------------------------------------ ---- --------------------------$ ----------- our N. C P. and D. V. S. j Maryland Would like to know if our representa tives have run across similar complaints Wlnketman & Brown Drug Co , Baltirrore Massachusetts E & F. King & Co , Boston regarding our Utility packages. Write 1 Minnesota p?oTftpUy--a&-\hat wt may get at the*bottom I , C. W. HacUett Hardware Co , of this. Mississippi Lee Richardson & Co , St. Paul Vicksburg Missouri We note that some of our representatives Gate City Roofing & Metal Co , Kansas City is received. Will be there on cr about (date)---------------and will adjust, it possible. If not will retain statement and report promptly as to debtor's condition, or reason for not paying account. Yours truly, --------------- ------------- Salesman. are m the habit of taking orders on which it is necessary to allow from 30 to 60 days additional time, and that they, in such cases, write ihe terms on order sheeis as 90 days, 2 per cent, off in 15 days, or 4 months, 2 per cent, in 15 days, as the case may be This Is not the correct way to Montana Ellis Paint Co.. Butte New York Buffalo Glass Co . Buffalo Burltans & Black Co , Syracuse Jito L Thompson. Sons & Co . Troy North Carolina Julius Lewis Hdwe Co , Raleigh Ohio . -. , ... ^ Cleveland Now. when you get such a statement. designate future dating, The terms should answer tl at once. Don't wait to send it 1 be 60 days, 2 per cent, in 15 days, and in three or four days later--** time is the proper notation made to date bill 30 money" and '* procrastination " is a bad days or 60 days ahead, in compliance with habit. your agreement. For instance * on an You do not want to lose trade that has order taken on August first, on which you been established at some expense and agiee to allow 90 days time, the terms . Co. ` o, Oklahoma Territory Alexander Drug Co . Oregon r E Beach & Co., Pennsylvania H. B. Semple & Son, Bard, Schlott & Co , Phelps-Straw & Co . Cincinnati Toledo OkiahomaGty Portland Easton Readme Wilkes Borre effort and neither docs the Company. should read--*;date bill Sept 1st., 60-2- Tennessee Be as definite as possible m filling m 15." Fntts & Wiehl Chattanooga Van Vlect-Mansfield Drug Co . Memphis the date you expect to make the town. We trust you will kindly bear this in Texas As soon as we get your report we will mind in writing up orders, and oblige. Gremer-Kelly Drug Co , Houston Drug Co . Sherman Houston plan a course of action and advise you. These instructions are important so be regardful of them. Utah August Competition* Ci F. Culmer fic Bro Virginia For the largest number of orders for Barker-Jennings Hdwe Co . Salt Lake City Lynchburg Occasionally we have had to write a I Master Painters' Oil Colors from trade who i Washington second time to a representative to return have not heretofore handled the goods. Raum & Co,. the blank. West Virginia ! Orders must be secured by the representative W H Chapman & Sons. Spokane Wheeling If you neglect matters of that kind, and sent In wilh blank form provided for don't you see that you create the impres j dealer's signature. sion with us that you arc careless? ^ Record to August 15th. Mtmbets Acme Plug Hit Club. Don't allow us to think that of you. G. B. P. Aif R Kelly............................................. F J* Dougall........................... . S H. Han .. ... . . I2 \ilnnttcd Contest . ; Mr AIf R Kelly.. .March 1, i<k >i .Mich. Seal Lead * j M A E Barron . June 15, 1901..Neal'sAlum En Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 11. DETROIT, MICHIGAN, AUGUST 24, igoj. NO. 41 MJM-fWIW MdM33^SluX Tf-Ki Cigars. The above illustration indicates what a box of Ti-Ki cigars took like, but 'as members of the Ti-Ki Club we assume that all our representatives will want to know more about them than can be learned by looking at an illustration. It was the enterprising manager of our manufacturing trade department, Mr. T. W. Connor who, after listening patiently day by day to the "kicks" registered at the Acme Cafe, secretly determined to originate a brand that would not only please Cafe customers, but would be hailed with joy and smoked with delight by all our representatives. He investigated the manufacture of cigars from A to Z, and knows m'cre about long filler, short filler. Connecticut and Sumatra wrappers, seed tobacco, color-blending, shape, size, cool smokes and hot smokes than any tobacconist in town. The climax was reached when he proudly displayed, at a recent Ti-KI meeting, a box of Ti-Ki's with handsome lithograph labels showing a red devil and a green frog all properly dedicated to the Ti-Ki Club, composed of representatives of the Acme. We all smoked on Tom and the manufacturer that night and pronounced the cigars a tip top treat, extending congratulations to both. It is a good cigar, a good ad. for the Ti-Ki and a good ad, for the Acme, and will be a better ad. as soon as bands for each cigar, bearing the name A. W. L, and Our General Distributors* C. W. anc Ti-Ki Club, are provided. In the meantime Tom's energy and research should be fittingly appreciated by our repre sentatives who are obliged to treat their customers to smokes. In the following manner: Mr. T W. Connor. care Acme W. L and C. W., Detroit, Mich. Please arrange to have forwarded to me promptly ........box (e<) T-KI cigars al................................... where I will be on (date).................................. Name................................................ The price of the cigar Is $3.25 per box of fifty, and express will be prepaid to any point in the U. S.. though the maker specially requests that if possible more than one box' be ordered to save hrrrr-expense. Two Important Questions. Are you cultivating the good will of ^ every jobber's salesman you can locate i Are you cultivating the good will of every jobber in your territory by send ing them business and postals notifying them of opportunities to do business ^ in our specialties ; Owing to the number of complaints re ceived lately regarding bottoms coming off our 6 lb. cans of dry colors, we have ar ranged so that m future the bottoms wilt be soldered on. They have heretofore only been crimped on. We think this will do away with further cause for complaint. California Bohan Paim Co., Los Angeles Colorado Humphrey-Jones Merc Co , Denver Georgia Columbus Hardware Co . Columbus Illinois Geo E. Watson Co , Colburn, Birks & Co.. Chicago Peoria Indiana Johnson-Woodbndge O* . Indianapohv Iowa Slckels. Preston & Nutting Co.. Davenport J W Edgerly & Co , Ortumw.1 Hormck, Hess & More. Sioux City Kansas A B Whiting Paiot&Gtos*Co .Topeka Louisiana L N, Brunswig & Co , New Orleans Maryland Winkelman & Brown Drug Co , Baltimore Massachusetts E & F King St Co . Boston .Minnesota C.-W. HrtcketrHardware Co., St. Paul Mississippi Lee Richardson & Co.. Vicksburg Missouri Gate City Roofing & Meta! Co , Ksns.v, City Montana Ellis Paint Co . Butte New Yoik Buffalo Glass Co . Buffalo Buchans & Black C<> , Syracuse Jno L Thompson, Sons St Co , Troy North Carolina Julius Lewis Hdu'e Co . Raleigh Ohio Loew F' Stem-V Norton \ Co . Co , 0, Cleveland Ci ncinnah Toledo Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon F E. Beat h & Co.. Portland Pennsylvania s H.o, Semple & Son, Easton Bard. Schlot? St Co., Reading Phelps-Straw & Co . Wilkes Bane Tennessee Frins & Wiehl Chattanooga Van Vieet-M.msfield Drug Co , Memphis August Competition. For the largest number of orders for Master Painters' Oil Colors from trade who have not heretofore handled the goods. Orders must be secui ed by the representative and sent in with blank form provided for dealer's signature. \ Record to August sand. j Texas Greiner-Kelly Drug Co . Houston Drug Co , Utah G F. Culmer Bro , Virginia Barker-Jennmgs Hdwe Co , Washington Baum & Co., West Virginia W H Chapman & Sons, Sherman. Houston Salt Lake City Lynchfcurg Spokane Wheeling Alf. R. Kelly ....................................................................16 1 F R. Dougall.......... S H Hart . C F Ellio't . ... S. A. Hunter.......... Members Acme Plug Hat Club. Admitted Coolest Mr Alf R Kelly . March j, jgoi. Mich Seal LcoJ Mr. A. E Barron .. June 15. igcr .Neal's Alum En 0007-SWP-000128141 Thoughts \. V.. c PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives, VOL. II. DETROIT, MICHIGAN, AUGUST 31, 1901. No. 42 mmmrmHm "Why Does Paint Peel* ! having 15.ooo.oco feel cut in Canada that run 14 The peeling of paint from a surface has 10 the Uiuusaml The condition of sticks at whole sale points, verified by visits to the nulls, shows been a matter of much serious thought and the same scarcity of good lumber as is indicated Era Paint because it is a prepared paint, inside of white lead alone that is not guaranteed by makers. S. H. H. study with me during my thirty years ex oy the log situation " perience m the paint business. The reasons I have thought that I was sufficiently An ex-Pullman car painterrecently came given for it by painters and others, the con familiar with Norway pine to know it to Ypsilanti, where I live, to paint the D., demning of zinc in paint, 1 have listened to when l saw it until of late, so many pieces Y. and A. A. street cars, and when through from many sources. The presence of this : 1 have pronounced Norway, I have been or that material m the composition of a assured by men who knew, were white pain:, their influence upon linseed oil I have carefully studied, and while it must be ad pine, that I had to consider my judge said he had a special knowledge of mixing white lead and oil. He got a few buildings to paint, one was a big frame store. He gpve ii three coats and it was pronounced mitted that there are materials ir. use by ment at fault. Recently, however, the a good job. The man who kept store next makers who are attempting to meet the matter has been made plain to me. tq this job, thought to not be behind, so clamor for low prices, by far the greater Theie has been two cases of complaint of engaged a painter to paint his store and number of cases of peeling are due to im our New Era Outside White peeling. One bpught New Era paint from our customer, proper use of paint, by painters practical or was a house, built by a carpenter for him Mr. Carpenter. They gave it two coats. otherwise. In fact. I would sooner take my self. He told me he took great pains to cut In three months the man who used lead and chances for good work with a nonce who ! out the knots, so as to give a good surface oil was so ashamed of his job that he too would follow instructions than with one of , to receive and retain the paint. He first went and bought enough of New Era to put the all too many know-it-all painters None primed his building with white lead and one coat on, to have it compare with his of them will ever admit the possibility of oil. then applied two coats of our paint, neighbor who first used New Era. The their applying paint improperly unless they which began to peel off in the course of stores are side by side and above are simply get confidents! and tell you some tricks to six months Upon examination, 3 found New Era facts save stock andbeattheotherfellow. Much, one or two pieces of siding where the H. H. H. however. Is due to ignorance of the condi pitch was oozing out through the pamt, Why Not? tion of the surface to be painted, and that but most of it seemed lo be nice clear Now that the B. P. S, people have dis brings me to the question of lumoer. I stuff. The ether casp was where none continued making paint specialties I think believe we are, in the future, to have more trouble with the peeling of paint than we have had m the past, due almost entirely to but our New Era paint was used for priming and finishing. Outside White being used in both cases. Upon making each of our representatives should "take hold and lift'* their goods out and put ours in their place. They have Quite a specialty the kind of lumber that is being used at the present time. I have before me an article clipped from a paper of recent date, inquiry as to the lumber. I was shown by the builder some pieces of siding that looked clear anc light m color and was trade from people who handle their mixed goods, and somebody is going to get this business, why not we 7 giving important information in re'erence surprised to have him Inform me that the Mr, H. L. Wilson got hold of three or to the lumber supply, which reads as lighter portion that I supposed was good, four this week and prospects for more. follows " A question that lumber dealers and consumers are asking themselves and each other nowadays was filled with sap, He slated that about the only lumber obtainable for building purposes at the present time, was what H. H. H. August Competition. says the American Lumberman, 13, `"where are we to get good lumber-**' There is still good white pine to be had. but it is decreasing in supply to such an extent that it is absolutely necessary to look tor substitutes The ancient home of soft, llgrht high grade white pine has been pretty well denuded and the greater part ol the product s now inrrftAClng in whai may be called the piece stuff timber districts, where the timber Is small, with a heavy admixture of Norway and with very little large is called No. 2 while pine, which is cul from second growth pine and what is called jack pine, etc, and stated as his belief that no paint could be made to stay upon that kind of a surface a sufficient time to give satisfaction. While I regret that we cannot do ether than furnish what we know to be the For the largest number of orders for Master Painters' Oil Colors from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent in with blank form provided for dealer's signature. Record to August 29th. Aif R. Kelly ........................................................... i8 or ciear stock Such is the case to a considerable very best material and should not be F. R. Dougall............................................................... 4 extent in Minnesota and in the newer districts of held responsible for the peeling under S- H. Hart.... 4 C F. Elliott ........................................................................1 Ontario. A Saginaw valley lumberman outlined the situation by the statement that this year he is having cut 3.000,00a feet of logs m the upper the circumstances, 1 am aware that advantage will be taken by competitors peninsula that run three to the thousand, but j and painters to the detriment of our New S A Hunter........................... .......... .. t H F. Whitaker ............................... .. ,............. 2 J. R Newell. ...............................................................1 H. P. Torrance r E. R. Hoag ... x 0007-SWP-000128142 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DEI ROII'. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, SEPTEMBER 7, 1901 No. 43 *Ai'j.rJtHItitiiS Btammm It's Kelly Again. ALK R KITLLY The result of the August competition shows lhat " Our Own Kelly " has finished away In the lead. Confidentially we will state that hethoughl he was handicapped on account of the size of his territory, which because of Its size and nature cannot be covered so closely as nearly all others, and thus he could not have as many chances to do business as others. The result shows that he must have "nailed*' a good per centage of those he called on, and evidently did not lose sight of the goal at any time. Mr. Kelly has a plug hat, so we shall send him a decoration in the shape of a gold enameled bar from which will be suspended a smaller one bearing date and suitably inscribed. This will be regular in future m the cases of those who have won hats and become members of the Acme Plug Hat Club. Congratulations Mr. Kelly. August Competition. For the largest number of orders for Master Painters' Oil Colors from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent m with blank form provided for dealer's signature. Record to August 31st. Alf R Kelly . . ...................................................... *1 F R. Duugall........................................................ 4 S. H Han ... a C F Eillou ..................... .......................... . i E R Huag........................... .................................. a H. F Whitaker .................................................... a S. A. Hunter................................................................... r J. R Newell. .............................................................. I H. P Torrance........................................ . .1 W P Wiggins ................... ..........................................1 The Reduction In Price o New Era. It is almost safe to assume that a general advance in the prices of house paints, made necessary by a high market on hnseed oil, will cause an immediate and rapid decline m the linseed oil market. At least it happened last fall and again this summer. That condition forced us to withdraw last September Competition. fall's advance just on the verge of ihe For the largest number of orders for spring season, and although oil was steady WAGON AND IMPLEMENT PAINT at good value during the entire season, we were forced to accept less for New Era than it was actually worth, because com petitive conditions made it necessary and it was impracticable to advance again after from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent In with blank form provided for dealer's signature. the spring season had opened. We hoped Record to September stti. that the recent advance would be main tained, but again the oil market knocked H.L Wilson.................................................................... 6 S A Hunter....................... ... ... 2 A E Barron.................................................................... 1 us out, and now we may as well look at Mr. H. L. Wilson has said that he would It philosophically from the standpoint that give somebody a run for the September plug while we cannot get what New Era is hat. He is a new man, too. actually worth, merchants cannot fail to j appreciate the fact that they are securing f an especially good bargatn in the goods, and our representatives should be able to place them freely, with the result that on account of the Specialty business that follows in the wake of house paints, we may derive a satisfactory degree of con solation. New Color Leaflets. New leaflets for catalogue showing color cards at hand, for which accept many thanks. I think them very fine, have furnished a long felt want and will do away with carry Brookman, of Chicago, sold two or three ing color cards. I am proud of them. bills of chloride of lime in Cincinnati about C. M. three weeks ago. and it has alt spoiled on their hands, and Brookman does not wish i Leaky Packages. to exchange it for new. HI make use of ! I note article in Th o u g h t s of Aug. I7lh this later in a careful way. We will get the In regard to leaky packages in N. C. P. lime business in that town from now out. and D. V. S. ____ H. H. H. I must say lhat i don't have any such J. R. Newell sends us the following clip complaints in my territory. So far the ping from a Texas paper, and comments on packages have been in perfect condition and it in the following way: What is the mat no complaint to offer. C. M. ter with this for paradise? HEAT WARPED THE TRACK. Made So Crooked That Trains Could Not Pass Over It. Sp e c ia l t o t k e Ne w s Navosta, Tex., Aujf. 35 --The train was somewhat lane Saturday owing- to a *' buckle " in the track near here. The track for 100 yards was drawn as crooked as an eel hy the heat. The kinks have been taken out. The advance of JO cents per gallon, made on August 8th on our New Era High-Grade Prepared Paint* has been withdrawn, the recuction to take effect September 1st, and until further notice. 0007-SWP-000128143 2 THOUGHTS September 7, 1901 Two Distributors In A Week* H H KALLADAY Our dude bought a new suit of clothes to start the fall campaign with, which, aug mented by a few-weeks'-old moustache and an especially convincing mannerism, culti vated at odd minutes during lay-off spelts while building a wood shed during vacation time, has enabled him to present facts about New Era and our specialties so plainly, forcibly and with such telling effect that he has succeeded In secunng two distributors within the past week who will tie up to Acme products and push them enthusias tically. A car load was the initial order in each instance. In one case he had the moral support and vigorous assistance of our new gladiator, Mr. H. L. Wilson, and the following 15 taken from a letter describ ing their experience . "When Mr Wilson and I first tackled them they had the old story of* no room ' (and they really had no room) and after an hour's talk we about gave It up We started up town and Wilson spied an enpty smalt building (brick) and said, * that would make a good pami annex for them ' We went down and found how much rent and came back and proposed to help pay the rent They liked the Idea and com menced talking business, with the result that we landed them ' 'Nuff said Traveling Men Miss The Bibles. " For the past six months t have been trying to figure out a question in morals," said the man of experience " Somebody is on the down grade Either the proprietors of hotels throvghoutthe country are becomln g demoralized or their patrons have slipped a cog. and I am tryln g to find out which It Is. " I've been traveling a good part of the time for the past thirty years, and up to two years ago 1 seldom put up at a hotel where I did not find a bird* rurked .tsvav in a bureau drawer But now. the bibles are mujSng ) never knew, until the little bocks became Ml' unknown quantity, how much t had come to depend upon them as a familiar figure in the ever changing hotel life of a man.on the road. " I don't take to mysfejf the credit ot having read the book wherever I might and should have read it. indeed, f fear that there are many weeks at a stretch when I never look inside It. but somehow it gave me a sort ot homelike, comfortable feeling to see a copy lying around in a strange house, and for years my first action upon being shown into a room, was to open the top drawer and see if the bible was in place. If It was there, and it usually was, I felt kind of settled for the night, otherwise I was lonesome and out of sorts, " These bibles were provided in different ways. In some places they were furnished by the Tract Society, which had obtained permission from (he proprietor to place a bible In each room of his hotel, but in other places the management took the initiative as a stroke of business policy, and saw to it that the books were distributed throughout the house "Why the bibles have disappeared from the hotels is what is puzzling me Chicago was the first town to abolish them h gave me quite a shock when I stopped at one of the Michigan avenue hotels one night and failed to find the bible in its accustomed place, or in any other place, for that matter. I went right down to the proprietor and made inquiry as to the change My attitude in the mattergave the employes the impression that I was an evangelist or some other kind of itinerant preacher, andthetr subsequent treat ment of me afforded the other guests no end of amusement and myself plenty of inconvenience, hut there is no use talking. I really was lost without the bible " Since then bibles have gradually made their exit from the hotels of other towns, both large and small. I have asked a good many people the cause of their absence, but nobody seems equal to the jib of explaining. Have the hotel managers and the Tract Society grown careless, or dn they think that men who travel are past redemption and that putting bibles in iheir rooms is a polite and up-to-date way of cast ing pearls before swine' Of course there is a poss ibility that they believe us to be so good that we do not need bibles, but even I, with all mv cunceU.am inclined to reject this theory.7'---New York Sun. It seems to us tha.t it is perfectly consistent for our representatives to "miss the bibles" and to agitate the matter of having them replaced. At the last meeting of the T1-K1 when the subject of "What Constitutes A Good Salesman " was discussed, one of the cardinal principles referred to more than any other was honesty. Why not be as honest as possible with yourself, and helpful perhaps to others, by admitting that bibles in the rooms of hotels are good things to have there, and then back up your convictions by agitating the matter of having them re placed. It is a good thing for the Ti-Ki Club to take up. If you don't feel like tackling the proprietor, or clerk, leave a note placed in a conspicuous place, about as follows' To the Proprietor: Sorry to note there was no bible in my room. I missed it. H. H. Ha l l a d ay , Member Ti-Ki Club, Detroit In my territory, so far, I have learned from the B. P. S. agents that P. & S. Co. have only discontinued the manufacture of Colors In Oil, and I sold one cf their custom ers in Grirmell, a few days ago. a line of Master Painters' Colors in Oil. A. D. H. Members Acme Plug Hat Club. Admitted Co7te*t Mr Alt R. Kelly.. March 1, igoi Mich Seal Lead Mr A. E Barron June rg. 1901 .Neal's Alum En They Evidently Wanted The Be*t. The first wireless telegraph station in existence has just been finished on Nan tucket Island, Mass., and was informed by H. Paddock & Co., our customer there, that it has been painted with New Era High- Grade Paint. H. C. C. Our General Distributors* California Bohan Paint Co , Los Angeles Colorado Humphrey-Jones Merc Co. Denver Georgia Columbus Hardware Co , Columbus Illinois Geo E. Watson Co , Colourn, B.rks& Co., Chicago Peoria Indiana Johnsoi-Woodbridge Co , Indianapolis Iowa Siekels. Preston & Nutting Co ,. Davenport J W. Ldgeny & Co , Ottumwa Homick. Hess & More, Sk j u x City Kansas A B WlmingPaun&Glass Co, , Topeka Louisiana L N Brunswig & Co, New Orleans Maryland Stanley Sc Brown Drug Co , Baltimore Massachusetts EiT King & Co.. Boston Minnesota C W Hackeit Hardware Co., St Paul Mississippi Lee Richardson Si Co., Vicksburg Montana Ellis Palm Co. Baite New York Buffalo Glass Co . Buffalo Burhans & Black Co . Syracuse Jno L. Thompson, Sons & Co ,, Trcfy North Carolina Julius Lewis Hdwe. Co . Raleigh Ohio Loew R". Siein-V . Norton . '/: Co . . Co , . 0 , Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon F E. Beach & Co., Portland Pennsylvania H B Semple & Son, Logan-Gregg Hardware Co . Bard, Schlort & Co , Phelps-Straw & Co . Easton Pittsburg Reading Wilkes Barre Tennessee Fntts & Wiehl Chattanooga Van Vleet-Mansfield Drug Co . Memphis Texas Greiner-Kelly Drug Co , Houston Drug Co . Sherman Houston Utah G F. Culmer St Bro . Salt Lake City Virginia Baiker-Jennings Hdwe Co . Lynchhurg Washington Baum & Co,. Spokane West Virginia The Hubbard-WilUams Co , W H Chapman & Sons. Charleston Wheeling 0007-SWP-000128144 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, SEPTEMBER 14, 1901. No. 44 Therefore, I got twooutof three men In the town by the aid of this chair Tne above paint was sold to D Reed & Sons, at Pomeroy, Ohio, July, 1887.'' H L W. The nexl meeting of the Ti-Ki Club will occur on September 28. The subject for discussion is " The Handling of Credits and Accounts as a Factor in Retaining and Increasing Our Business.'* Don't fail to notify the Secretary promptly whether you will be able to attend or not. and send in papers if you cannot come. Now is your chance to compliment, or take a "whack" at the credit department. Neal's Carriage Paint Qualities* The publication of the following letter from H. L. Wilson Is somewhat in the nalure of a breach of confidence on the part of A. M. Woodward, to whom it was addressed per sonally, but it strikes us as being such a good example of genuine salesmanship that, knowing Mr. Wilson's modesty, it is pub lished without taking the risk of securtnghis consent. Our representatives who took part in the Ti-Ki discussion, "What Constitutes A Good Salesman," will appreciate it espec ially. " I was In Pomeroy this a m. Three stocks of paint in that town, all handled by hardware men. Could not get next to any of them, but had a prospect with one on Neal's Carriage Paint.as he handles 8 P. S. specialties, and I told him they were going out of that line and I wanted to pul Neal's in their place Well. 1 talked myself deaf, dumb and blind, and had to give him up. but he said that in January he would think about It, and in the meantime he would inqulreabout N C. P and find oul if they wereany good. I wasn't going out of town without an order, so I started to work the drug trade on chloride of lime. The first man I called on told me he used 1o handle N. C. P_ fourteen years ago. Why* says he,that chair you are sitting in was painted one coat nf N C. P. in July. 1887 I used it for a card ot N. C. P. and it has not been painted since 1 borrowed the chair from him and took it over to my prospective man. and showed him what N. C P. would do I totd him that paint had been on fourteen years, ard the drug man would swear to It, and furthermore the drug man said that he Thought N. C P. was the best paint made. Well that was enough. I put my man in a full line of N. C P. I went back and displayed the chair to the other two hardwaie men, and sold one of them. We Like Talk of This Kind. Wa b a s h In d . Aug 29,1902 Ac me Wh it e Le a d a n d Co l o r Wo r k s . De t r o it , Mic h Before we put your New Era High-Grade Paint In September Competition, stock, In iEk)8, we had never had much business In that For the largest number of orders for line, but now we consider it one of the most important branches of our business, all owing to the quality of WAGON AND IMPLEMENT PAINT New Era and your good advertising We seldom fail to sell New Era to the consumer who wants white lead and linseed oil. as it is easy to shoV its advantages from trade who have not heretofore handled the goods. Orders must be secured by the over lead and ml The painters fought us some here at first, but now some of the best we have in the city prefer and use it representative and sent in with blank form provided for dealer's signature. in preference to white lead and linseed oil. Br a d l e y Br o s . The dealers so highly endorsing our goods are exceptionally desirable and naturally their Record to September iatb. H. L. Wilson............................................ A F- Barron ... .................. C Alehlig................ .............. .......... 26 .7 5 trade is eagerly sought. We were strongly S A Hunter . . . ........ .4 imporUmed to place them bn a special basis "A-R. Kelly . . -............................................. .1 when our price was first advanced, and fol lowing our invariable rule, we of course declined, advancing our reasons for so doing. In the face of keen competition, and more interesting propositions, we "won out," and the feeling engendered must be deeply rooted to call forth such enthusiasm. Such concerns are to be congratulated in connec tion with exercising such good judgment, and are a blessing to the community. A stiff upper hp, when you have the goods to back you up, is a most desirable qualifica tion. Our special representative to the Jobbing trade. Mr. H. H. Halladay, arrived in Clarksburg, W. Va., last Thursday night at 12 o'clock. The hotel being full up he delib erately marched to my room and awoke me from my peaceful slumber. I in conse quence had him for a bed-fellow the balance of the night. He neither kicked nor snored that 1 am aware of. but in a few seconds after his arrival 1 found that he was as happy as a lord, and rightly so* for he had landed :wo big distributing agencies on our full line during the week. I found he had In our issue of August 17th, No, 40, atten come to Clarksburg loaded for bear, by tion was directed to a complain: from a appointment with me, and he left me Satur jobber on our Utility packages, in which we day mght headed for Florida, loaded for put up Neal's Carnage Paints and Davies' elephant, singing to himself " Oh how Varnish Stains, and the salesmen were happy we are when we sell New Era." requested to report if any complaints had reached xhelr ears. Only one reply- was received and that was to the effect that no complaint had been heard of. We therefore think that 1 he jobber In question must have been writing us for effect and that his com plaint was really not based upon the facts in the case. Inthat same article we referred to Come in to my territory again, fnend Halia- day. Repeat the two doses and I will sleep with you for a week, if necessary', or lay in bed and plan for a New Era bear hunt on the moTrow, either. Land the other two deals you are now after in my territory and 1 am yours for life. C. F. McG. the use of the Utility cans for Acme House hold and Handy Family Paints. We should Lit t l e Ro c k . Ar k . Sept. 7. 01 have stated that we would not begin to use these packages until our present stock of Ac me Wh it e Le a d a n d Co l o r Wo r k s , De t r o it , Mic h . Your Oclire, Venetian Red, Zinc end Green are all the penny-lever cans was used up. right. The New Era Outside White is the best mixed G F. P. | paint that I have used. Ch a r l e s Ma c k e y 0007-SWP-000128145 THOUGHTS September 14. jgoi gaammu Mmmrmm- This Is A Good One* The first half of this year it became gen erally known by all paint salesmen that the Julius Lewis Hardware Co., of Raleigh, N. C , intended changing their pamt line, and in consequence they were all after the busi ness red hot, and nearly all of them sent sample gallons of their mixed paint. After he had sung his song to his heart's content the two clerks told him of the trick they had played on him, and that he had been praising New Era paint instead of his own He laughed and made the best of it, but quite soon picked up his traps, and as gracefully as possible, under the circum stances, said good bye. C. F. McC. The Julius Lewis Hardware Co. were very Mail received here this evening O. K., favorably impressed with New Era from the and letter from you to Mr T E Van Hoy, start, having bought six gallons in ones, O of Pleasant Hill, Mo,, is just the thing to W., of me in March last, which they tested. strike him. 1 was at Lumus, Mo., this About the first of May a certain salesman morning and called on the Diamond Drug arrived m Raleigh, representing a house - Co. there, and .about the first thing they said who claimed to make only straight lead and was that our carriage paint cost too much , zinc paint. He had an unopened gallon, O. said they were buying Roger's and also W., of his goods wilh him, also two empty Sewall's for less money. Well, I found they Utility quart cans. One of these cans was were buying these brands far about one-half labeled B. P. S. Paint and the other blank. cent less per quart. I asked the gentlemen He took his paint and cans over to the Julius what these other people were doing to sell Lewis Hardware Co. and agreed to make a the goods in the way of advertising and they test between his goods and New Era pamt-- finally admitted that we did more to sell the both O. W. They supplying a yellow pme goods than any of the others, or both com board, and he opened a gallon can O. W. bined. Did not get an order, as they were New Era and his own can of O. W. He complaining on the failure of the crops, but set them down after filling the empty blank havepromtsed to buy after the first of the can with New Era, and the labeled empty year for the spring trade. R. R. B. can with his goods He placed them all together and then went over to the hotel after two brushes which he seemed to have forgotten. While he was gone two of Julius Lewis Hardware Co's clerks took the two quart cans and dumped the New Era Paint back into the original gallon package and the B. P. S. paint into the original gallon package. They then filled the labeled B. P. S paint can with New Era paint and the blank can with B P. S. paint, simply reversing the paint in each can. They set them in the same position the salesman left them in. 1 find that the Ghdden Varnish Co., of Cleveland, Ohio, are enjoying a wonderful sale on their Jap-a- Lac. I am satisfied that they use a better grade of varnish m their goods than we do in Davies* Varnish Stain. On the other hand they get a little more money for their goods. They sell a lot of it in gallon cans and even five gallon cans, and l find a great number of practical painters using the goods for finishing floors. I attribute their large sale of the goods mostly to the fact that they have a showy package, In a short time the salesman returned with and a catchy name. They put up a trans his two brushes, pulled off his coat and went parent varnish in the line also that I would to work. Painting one-half of the board say compares favorably to cur Durable Floor with the paint out of the can which he sup Varnish. What do the boys think of putting posed to be New Era, talking as he worked up a line somewhat similar and making a of how much nicer his pamt worked and push on same ? It would r.ot need to inter spread, also covered, with all the clerks and fere with our line c-f Davies' Varnish Stains two propnetorsabouthim, who wereall onto and Neal's Enamels. They give the the joke by this time. He then picked up the exclusive agency to one dealer in a town can which he supposed to be his own goods, and in that way manage to sell each dealer B. P. S , but in reality New Era. He went to a larger stock than they otherwise could. work carefully over the other half of the We could do the same with a similar line board, brushing it out evenly and smoothly, and at the same time sell as many other talking of the superior quality, whiteness dealers tn the town as possible Neal's and spreading of his goods, as compared Enamel and Davies'Varnish Stain. As you with New Era. By this time his audience all very likely know Jap-a-Lac consists of a was grinning in good shape, but he did not line, part of the colors being varnish stain catch on. Kept on talking to a finish, laud and part enamels, including also a transpar ing the superior merits of his paint over ent varnish. What is your opinion > New Era and all others. F. R. D. Our General Distributors. Caliiornia Bohan Paint Co . Los Angeles Colorado Humphrey-Jones Merc Co, Denver Georgia Columbus Hardware Co , Columbus Illinois Geo E Watson Co , Colburn. Birks & Co , Chicago Peon.i Indiana Johnson-Wbodbridge Co , Indianapolis Iowa Sickcls. Preston & Nutting Co . Divcnport J W Edgerly & Co , Ottumwa Hornick, ness & More. Sioux City Kansas A B. Whiting Paint&Glass Co , Topeka Louisiana L N Brunswig & Co , New Orleans Maryland Stanley & Brown Drug Co . Massachusetts E &F King Ik Co . Minnesota C. W Hackett Hardware Co . Mississippi Lee Richardson Sc Co , Baltimore Boston St Paul Vicksburg Montana Ellis Paint Co . Butte New York Buffalo Glass Co , Buffalo Burhans & Black Co., Svracuse Jno L. Thompson, Sons & Co . Troy North Carolina Julius Lewis Hdwe. Co . Ohio Co , Co , o. Raleigh Cleveland Cincinnati Toledo Oklahoma Territory Al exander Drug Co , Oregon F E Beach & Co , Oklahoma Citv Portland Pennsylvania H B Semple & Son. Logan-Grsgg Hardware Co , Bard, Schlott & Co , Phelps-Straw & Co . Easton Pittsburg Reading Wilkes Barre Tennessee Fntts St Wietil Chattanooga Van Vleet-MansfieldDrug Co , Memphis Texas Greiuer-Kellv Drug Co , Hou'.con Drug Co , Sherman Houston Utah G F Culmer & Bro., Salt Lake City Virginia Barker-Jennings Hdwe Co . Lynchburg Washington Baum & Co. Spokane West Virginia The Hubkird-Williams Co , Charleston The W lliams & Davisson C.o , Clarksburg W H Chapman & Sons, Wheeling Members Acme Plug Hat Club. Admitted Ccntc't Mr Alf. R. Kelly March 1.1001. Mich Seal Leal Mr A E Barron----- lune r;, rgoi .Neal s Alum En ) 0007-SWP- Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. Vo l . III. DETROIT, MICHIGAN, SEPTEMBER 21, iyoi. No. 1 This Is Frank DougalTs Convention Day* As we go to press we are in receipt of letter which appears below The house referred to have just taken hold of our com plete line, and they evidently mean to ** take hold and lift.'* As we recall the "happy smile" displayed when he "hadthe floor " at our last Convention, the conviction that our distributors' salesmen are up against an " irresislable proposition M is firm and deep rooted. Just tbtnk of the practice he is get ting for next convention! The efforts of the Ti-Ki Club to stimulate eloquence are | not " in it " with this. Ac me Wh it e Le a d a n d Co l o r Wo r k s , De t r o it , Mic h . Gentlemen I have just sent you the tallowing wire `'Send by" Mntheson twenty general catalogues for Convention, Saturday. Answer '' I called on Logan-Gregg Hardware Co. and arranged to hold a Convention of their salesmen nex: Saiurday They have called all of their men tn solely to hear my talk and get posted up on our line If Mathescn had left Detroit, why send Ihose catalogues hy express, care ol 7th Ave Hotel. Send them Tight away. I al-o wish you would send me a hook of color plates and a supply of Rapid-Sellers and any thing else you think 1 should have to make the Con vention a success, but the catalogues 1 must have w iOk miI (ail Please don't fail me. It would be a frost for fair without them. The catalogues must Mileage Tickets. have the color cards in their, ail. lfj^ey Have not, Arrangements are being made for the sale color cards must be sent also. Logan-Gregg have fourteen road men. one city man and six Inside sales 1 of an interchangeable mileage ticket in the men. 1 don't suppose you will have leather covered entire territory west of the Missouri river. catalogues in stock, so send paper covered, ami then ihe men can all start off ready for business next week ,md you will have fifteen new salesmen added to your Such a ticket has never been tried, though there has been a continual demand for it. staff. I want to give them a good send off Saturday, The minimum amount of mileage to be sold and as Login-Gregg have gone to the expense of filing them all in, why tt must not be a frost What is your idea of me giving them a smoker in the evening > Let me hear from you. You had better send me <\ box of Ti -Ki cigars, if you can get II here will be 3,000 miles, for $90, with a $30 rebate when used. The privilege will be divided in territory, one ticket being good west of Denver and the other east of there by Saturday When were the goods shipped > It and west of the Missouri river, in addition would be a great help if the goods were here Saturday there will be state interchangeable tickets. Yours truly, F R. D Of course we wired him to arrange for Our representatives will be very much the smoker and sent him everything he amused to note among the Ti-Ki papers asked, and wish to add our congratulations recently sent them that Mr. A. D. Hoagg is for the intelligent manner in which he has referred to as being a new member. This rounded out a good start, and starting right, is an error and should have been credited to we know, is often half the battle. j E. R. Hoag, The following item was cut from the Pinckney Dispatch, of Pinckney, Mich. 'Teeple & Cadwell have secured the contract for painting the St. Mary's parsonage They are using the Acme Hew Era Pure Palm, the best paint n is possible to mix ' You will perceive that it gives New Era a goad send off and mentions our customer's name. We think a great many notices of this character could be secured by merchants using space regularly m their local papers, and we would suggest that our representa tives urge their customers to make an effort to secure mention in this manner as frequently as possible. It costs the custo mer nothing and is a good thing for him as well as for us. * _ Pit t s b u r g h . Sept ith, x q o x . a c me Wh it e Le a d a n d Co l o r Wo r k s , Gentlemen De t r o it . Mic h I have used your Neal's Enamel on my bath-tub, which has been in use fifteen years and had got to be unpleasant tu look al, much more so to use. [ vrani lo let you know tlvit after ti eating it with your goods as per your instructions we have the most lovely tub you ever saw--white as wore, utoclh as glass So nice that when you get into H you do not care to come out, and all this for 75 cents People as a rule are .selfish. I, no better than the majority of them, but in this case selfishness leaves roe entirely. I am so oleased wilh my tub that 1 <io wish each person in the country that has an old one could see mine, then the number oF happy homes would te increased by thousands, for Neal's Enamel does perfect work, and any person who can white wash a fence can, with Neal's Enamel, make an old bath-tub better than new Trusting the people will send you the orders, and knowing if they do you will treat them right, I remain. Yours truly F. P Ma h o n . 610 South Hegley Ave. Mr . Ed it o r Thanks for note m THOUGHTS We lied tkr.fc instead of two m same week Logan Hardware Co Hubbard-Williams Cr. WUliams-Davisson Co. H. H. H. That's right, Mr. Halladay, but we had not received one of the above when Th o u g h t s went to press. We have since received stock orders for two other distribu tors, making five in all. 0007-SWP 2 THOUGHTS September j , jgoi mmmrmffl The nexl meeting of the Ti-Ki Club will occur on September 28. The subject for discussion is " The Handling of Credits and Accounts as a Factor \n Retaining and Increasing Our Business." Don't fail to notify the Secretary promptly whether you will be able to attend or not, and send in papers if you cannot come. New is your chance to compliment, or take a "whack" at the credit department. Linseed Oil Conditions* The following clippings from the Oil, Paint and Drug Repor er of New York, and Paint, Oil and Drng Review, of Chicago, bearing on linseed oil question will be of interest to our representatives American Linseed Co's Report. The annual meeting of the stockholder? of the American J.inseed Co was held last Tuesday, at which President F T Gates read a typewritten report, which showed that the company has on hand >v,y47tu4s of available cash assets. The net loss for the fiscal year ending Aug. i, i^or. was $1,403,491. and the total loss is 13,335,178. From Jan. 1,1899, to Aug 1.1901 the first seven months of the company's existence, a loss of $t,`700.000 was sustained. On Aug j , 1899. the company had on hand 83.300,0000# the total of $s.ooo.orx) with which it began 'u mness. In the first full year of the concern's existence a profit of something over $1,000,000 was shown During the List fiscal year the available cash assets have been reduced to $3,947,045 The following directors were nomtnated John D Rockefeller, jr.. F. T. Gates, E. Parmelee Prentice, George Wellwood Murray, L. M. Bowers, J A McGean. Guy G Major, R H Adams, homer C Wise. Augusta M Eddy. George D. Rogers, E. V Cary. F J Lovett. W A Jones and B. W Trotter Subsequently the board re-elected the following officers F T Gates, president. L M. Bowers, vicepresident, W. A Jones, secretary, and J A McGean. treasurer. The American Linseed Co. was brought out a short time ago by the new interests, and It is believed that under this new management the operations of the company will be radically changed Throughout the last fiscal year the business of the company was con ducted by the old management It is said at the present time that there are about three tboasard share holders --Pawl, On and Druse Rtvtciv. OIL SCARCE. Pnce Advances Because Supply i Exhausted. Xew York Com-tterctalJtu'leit* The linseed oil situation is now passing through a crisis such as probably has never before been witnessed. This point has been accentuated by developments within the past twenty -four hours. Briefly, the supply apparently has become exhausted, so that Ihe question arises, " What ii the tia.de going lu do for linseed oil > " ll is suited onautliority that the American Linseed cumpany.wliich is controlled by Standard OH interests, has no spot oil, a condition which is probably best illustrated by the company's unwillingness to give quotations for oil, either for prompt or future delivery. However, it is aiso earned that the Midland company, of Minnesota. Spercer Kellog, of Buffalo, and Euston & Co., of Chicago, and the other independent concerns, are similarly situated, as they have scarcely any spat oil to sell Consequently, pnees are soaring and yester day were quoted at a decided advance over the figures current since the opening of the week Of course, tins condition of affairs tan only be temporary, as this year's crop of seed will be the largest in the his tory of the countiy But ihe crushers cannot get Hits seed into their mills to convert into oil under thirty days Leadingtradeauthorirlesallagreein say ing that there will beconsiderableoil after October 15 While the seed market was under extreme depres sion, a short time since, the interesting point has been disclosed that the foreigners took a good part of the Southwestern crop, and this movement, by the way. was in progress while domestic interests were holding aloof from purchasing supplies, expecting puces to keep at a low point preparatory to a bumper crop of seed m the Northwest --Chi. Paint and Drug Rrporle*. Our General Distributors. California Botun Paint Co . Los Angeles Colorado Humplirey-JonesMerc Co. Denver Florida The S B. Hubbard Co Jacksonville Georgia Columbus Hardware Co , Columbus Illinois Geo E Watson Co , Colburn, Birks & Co., Chicago Peoria Indiana Johnson-Woodbndge Co., Indianapolis Iowa Sickels. Preston fir Nutting Co , Davenport J W Edgerly&Co, Ottumwa Hormck, Hess & More, Sioux City Kansas A B. Whiting Paint St Glass Co,. Topeka Louisiana L, N. Brunswig fit Co , Maryland Stanley & Brown Drug Co , New Orleans Baltimore Massachusetts The following is clipped from the Peoria E & F King & Co , Boston (Ills) Herald-Transcript. This is very good, Minnesota Mr Gebhart, but you should have seen that C W Hackett Hardware Co , St Paul our full and proper name was used. Gebhart la In Town. Robert L Gebhart. of Detroit, representing one of the largest white lead and coloring houses of the j country. Is stonnmg a few days in Peoria Mr Geb- 1 hart has many friends here who will be much pleased to see him He is a musician of great ability and has elocutionary abilities far above the average actor As a parlor entertainer he is as fine as the best, Mississippi Lee Richardson & Co . Vicksburg Montana Ellis Paint Co.. Butte New York Buffalo Glass Co.. Buffalo Barhans& Black Co., Syracuse Jno. L. Thompson, Sons fit Co , Troy North Carolina Julius Lewis Hdwe. Co., Burweli & Dunn Co Raleigh Charlotte Ohio I " ^ - - c0i> Co . 0, Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , Oklahomi City Oregon F E Beach fit Co.. Portland September Competition. For the largest number of orders for WAGON AND IMPLEMENT PAINT Pennsylvania H B. Semple & Son. Logan-Gregg Hardware Co , Bard. Schlott & Co.. Phelps-Siraw fit Co , Easton Pittsburg Reading Wilkes Barre from trade who have not heretofore handled Tennessee the goods. Orders must be secured by the 1 Fntts&Wiehl Chattanooga Van Vleet-Mansfield Drug Co , Memphis representative and sent in with blank form provided for dealer's signature. Texas Creirser-Kelly Drug Co , Sherman Record to September 19th. Houston Drug Co , Houston I D Wilson . .............. ..................... *3 Utah H L. Wilson........................................ 22 C5 F. Cu1mer& Bro., Salt Lake City A E Barron............ ................ ... . 14 Virginia C Mehlig ... S. A Hunter ... ................. 8 Barker-Jenmngs Hdwe Co , 5; A. R Kelly ........................................... ... 3 I Washington W P Wiggins..............................................................3 Baum & Co,, Lynchburg Spokane R S Gebhart ........................................ .... 2 F. B Sangster ................... . .............. 2 R R Black .................................................... 1 C F. Elliott.......................... x West Virginia The Hubbard-Williams Co . Charleston The Williams & Davisson Co., .Ckrksburg W H. Chapman fit Sons. Wheeling H F Whitaker .. ... .............. . 1 I. D. Wilson seems to think there are two in the family who can sell W. and 1. and Members Acme Plug Hat Club* Admitted. Contest Mr Alf R Kelly ... .March 1. rgor. .Mich Seal Lead make a run for the September plug hat. Mr. A. E Barron . June 15, tgoi..Neal's Alum En 0007 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Merest to Our Representatives, VOL. III. DETROIT, MICHIGAN, SEPTEMBER 28, 1901. NO. 2 mwmmm Report of Convention of the Salesmen of Our Distributors, the Logan-Gregg Hardware Co., of Pittsburg. Pa* The hall was tastefully decorated -- the very -up-to-date advertising matter of the Acme White Lead and Color Works being displayed to great advantage. The salesmen commenced to gather at 1 p. m. The table upon which the pano rama, New Era cobr rack, and other adver tising matter were displayed being the centre of attraction. The chairs provided for the occasion were arranged in a semi-circle in the body of the hall. After taking in the display and talking over various matters of 1merest m an informal way for half an hour or so, the salesmen took their seats. Then a box of T1-K1 cigars were passed around. Somebody asked if they were Pittsburg or West Virginia stogies? This remark was greeted with die contempt it well deserved, by the Acme representatives and members of the T1-K1 Club present. The meeting was called to order by the Chairman, Mr. Repp, general manager of the Logan-Gregg Co , promptly at 2p.m Mr. F. R Dougall was then introduced by him as the speaker for the afternoon. The Acme catalogues were then passed around and were enthus iastically received and generally admired by all. Mr. Dougall then took the floor and commenced his address to the convention He s-arted by calling their attention to the composition of and the superior qualities of New Era. Before he was through with this article enthusiasm broke loose, evidenced by questions of every conceivable character and too numerous to count, which were hurled at him from each one present. He took each one separately and explained them in such a manner that all present were made very familiar with the superior qual ities of New Era High-Grade Paint. The balance of the catalogue was gone over with undimintshed ardor by all present and when the meeting was adjourned, at the close of a speech by the chairman, there had not been a dull or unprofitable moment during the whole afternoon. F. M, Mr. C. F. Pulfer* Frank has been worklnghard in a territory m Southern Michigan for the past year, and as a resort* of forteHigent effort is budding a solid foundation that promises to support a large volume of business before long. His methods are aggressive to just the right degree and he believes in doing his work thoroughly as he goes along. He realizes perfectly that the best starting point for bus iness in a place is a New Era agency in care of the best dealer. He generally picks his man. too, preferring to wait a little longer to get " the best," than to sacrifice an agency on this line by placing it with the wrong dealer. In *' building business" at a hard point where he has determined to win out, he starts right at the foot of the ladder with the consumer and works up through painters and contractors to the dealer, bringing to bear upon the latter the full leverage of orders secured and favorable comments from practical painters that is irrests able. Canadian by birth, athletic m build, not bad locking, is married and has a bouncing boy four years old, who promises to give the old man a tussle for athletic honors later on. Have you heard about our new varnish factory ? If not you should become inform ed right away. Our business has been increasing constantly in that department, and the demand made upon the varnish department by the paint works had grown to such proportions that we concluded we must increase our facilities The first thought natuially was to enlarge our present quarters, but after due consideration we con cluded to wipe the old plant off the slate en* tirely and start fresh. Of course we could not do that until we had erected a new factory. We are doing just that. Our architects were instructed to draw plans for a modern fac tory, possessing all the up-to-date features we could think of, This was done, plans accepted, builders set to work, and the plant is now well under way. We hope it will be complete so you can inspect it at conven tion time. There will be four separate meet ing departments, four stacks to each depart ment, absolute fire pTOof construction, the material being entirely brick, iron and con crete. There is to be a model thinning room and filtering department: "IrT connec tion with this will be the Supervisor's office, employes lockers, bath and toilet room, a new tafik house of about double the size of our priscnl one, and a crude material ware house and coke house of modem construc tion. Wc expect to employ, when the plant is completed, additional skilled varnish men, and are going after fhe business next season m a more vigorous manner lhan ever before. The fact is, we must; the extra investment we are making necessitates a larger business and we must begin planning to get it now. Have you any comments to make or sug gestions to offer Ha r v ey , III , Sepi 03. 1901. a c me Wh it e Le a d a n d Co l o r Wo r k s Gentlemen De t r o it . Mic h We beg to thank you for the handsome catalogue " Modern Painting," etc . and to say that we are always interested In the newest things out. in con nection with this, we are Impressed with the names of your "Devil's Red" and "Bull Frog Green" It is possible we might find fi just what we are look ing for--brilliancy of color and durability, and we should be glad to receive from you. if you care to send it. a five pound sample of each of these colors in paste form, and will give such samples a fair test, although same is rather late to take advantage of for the current season Again thanking you for remembering us. we are, Yours truly F. C. Au s t in MVg . Co , 0007-SWP-000128149 2 THOUGHTS September 28, 1901 ifasmrmum The following from the pen of our friend Cl e v e l a n d . Oh io , Sept gih.njoi. Jean )e Babbillard is nothing more nor less . Ac au - Wh it e Le a d a n d Co l o r Wo r k s , DtTRoiT. Mic h . than a sad commentary on the lost skill of Gentlemer the erstwhile champion big bass catcher of Your leiier of :he 7th inst , together with illus- St Clair Flats, your fellow traveler, Dan. He hasn't been able to catch anything this year, except bait and the lunch basket. He tMfpf! pAmphhM showing features of handling dip work, is a: hand, and we beg to compliment you upon the exceedingly interesting illustrations conlointd in the pamphlet We are more or less familiar has been watched considerably closer than with dipping bedsteads, but we were quite surprised in former years and has not had much of a ai the vaneiy of work that la being done in this way chance to spring a " big bass sensation " As you are aware. we are using the fl.it r^nk. which has seemed to us to be the best method for hand upon an unsuspecting newspaper reporter, , ling out beds Perhaps we are mist.-tken However, which, we believe, accounted for the fame we arc always pleased to receive information on the he won as a result of his first explou(?>. subject, and shall be glad to give your pamphlet a DAN S LAST CATCH Dan Davies go for wan beeg fuss. On his las* feeshin* day . De feesh dev hear dat Dan she um, An' hike demselvcs away more extended study than we have been able to do at tins mr.e Thanking- you. we are, Yours truly. ; Th e Cl e v e l a n d Br a s s a n d ir o n Be d s t e a d Co She use de chub an' worm for bait. Bui el> ry ung she fill, De feesli dey say. " Dai's Dan, look out ' " An' turn on her de tail. 1De Heeg bass. .aL a beeg pow wow. A sheep head tak' de chair. De pick, de perch, do pike dey come. An' de dog feesh. dey were Jere, Dey he so mad, dey all resolves To leave Dan in de lurch. So on to Dan s bent pm dey crowd Two leeile ring tail perch Je a n l e Ba b b u j u r d . I wish to advise that we have been endeavoring to compile a complete list of our New Era High-Grade Prepared Paint agencies throughout the country, so that we could tell at a glance at any tune just whe was our agent m any town, and through v/hat jobber he drew his supplies This list is not yet complete, and never will be unless St Louis, MO . Sept 8th, 1901 Ac h e Wh it e Le a d a n d Co l o r Wo r k s De t r o it , Mic h Gentlemen Your pamphlet was received Friday and examined with great interest and considerable admiration 1 think it is as complete an exposition of advantages of using your goods and methods as could be put on paper Our business here is Increasing rapidly and we keep all the customers we gei. which is a good sign of course A large measure of our success is due to the finish we get with Acme painI.and we are improv ing it til the time 1 think that exneciallv in colors our finish can't be beat Yours truly, E C Ha n p e t e r , per Fr a n k B Up t o n . Supt. Our General Distributors. California Bohan Paint Co , Los Angeles Colorado Humphrey-Jones Merc Co . Denver Florida- The S B Hubbat J Co Jacksonville Georgia Columbus Hardware Co , Columbus Illinois Geo E Watson Co . Colburn, Birks &. Co . Chicago Peoria Indiana Johnson-Woodbridge Co , Indun.ipolK Iowa Sickels, Prestor & Nutting Co Davenport J W Edgerly & Co , Ottumwa Hornick, Hess & More. Sioux Citv Kansas A B.WtntingPaintSt Glass Co ,Topeka Louisiana L N Brunswig & Co , New Orleans Maryland Stanley 8c Brown Drug G> , Baltimore Massachusetts E & F King & Co . Boston Minnesota C W. Hackett Hardware Oi . Si P.ml Mississippi Lee Richardson & Co , Vicksburg Montana Ellis Paint Co . Ruite New York Buffalo Glass Co , Buffalo Burtians & Black G>, Syracuse Jno. L, Thompson, Sons & Co , Troy North Carolina Julius Lewis Hdwe Co . Burwell & Dunn Co Raleigli Charlotte Ohio Loew Fr.lui & Mfy Co , Stem-VogeYr Drug Co , Norton Ihi Ju,..r < , Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co . Oklahoma City you each take a personal interest in the matter and will send us once a mo m k the Oregon F E. Beach Sc Co , Portland names of all the new agencies made on New Pennsylvania Era High-Grade Prepared Paint during the September Competition* H B Semple & Sun, Easton Logan-Gregg Hardware Cu . Pittsburg month and who their jobber is. Please ac ttvs, as we can help you at times by having For the largest number of orders for Bard, Schlott fit Co , Phelps-Straw Sc Co , Reading Wilkes Bvtrre this information strictly up-to date at all V/AGQW AND IMPLEMENT FAINT Tennessee times. 1 wish you would ail sit down now from trade who have not heretofore handled j .Fritis 8c Wiehl Chattanooga Van Vieet-Mansfield Drug Co . Memphis and write up the names of all new agencies : the goods. Orders must be secured by the Texas in your territory made since July Is:, and representative and sent m with blank form Gremer-Kelly Drug Co , Sherman please repeat ihe dose every monih This | provided for dealer's signature. Houston Dt u j j Co . Houston will be appreciated. A. S. D. Record to September afitb. I D Wilson .... j Utah G. F Cultner & Bro . Salt Like City I have been working on the firm of Hutch ison Drug Co., of Perry, Okla., for the past H. L. Wilson.............. A E Barron....................... W P Wiggins ................ two years to have them put in our line, and C Mehhg ... finally landed them for this order They S A Hunter have always handled H. & M's full line I finally convinced them that New Era High- E R Hoag A. R Kelly .. R S Gebharl . Grade Paint was and they are going F. B Sangster................. to stock up through Alexander Drug Co. R M Billings .. This was th" toughest proposition 1 was > R R Black .. H C Caier up against. H & M. is 4 cents per gallon * C F Elliott cheaper than N E H. G. W P. W. I H F Whitaker ............... .... Virginia Rarker-Jenmngs Hdwe Co . Lynchburg Washington Baum & Co,, Spokane West. Virginia The flubbard-Willrams Cu , Charleston The Williams & Davisson Co . Clarksburg W H Cbapmin & Sons, Wheeling Members Acme Plug Hat Club* Admitted Contest Mr AIf. R Kelly , March i, Mich Seal Le.ui Mr A E Barron . June 15. iyci. Neal's Alunt Eu 0007-SWP-000128150 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Hatters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, OCTOBER 5, 1901 No. 3 Stmrnmms immmm September Competition. Monthly Competitions* j Mr* H* F. Whitaker* What is the matter with a large propor- : tion of our representatives calling upon the store trade? Only sixteen names on the list of those who secured orders from new customers on W. and l., last month. We know it was not due to inability to sell the : goods, and must therefore conclude that it . was lack of interest In one way we must consider this even worse than inability We '.ike to feel that our representatives are " wilh us" and that all will "take hold and lift" m such competitions in a manner MK t J> V.JL-ON By the following recoid U will be noted that Mr. 1. D. Wilson is the winner of the Plug Hat for September competition on sales of Acme Wagon- and Implement Paint. We don't show m above illustration the "plug" or the smile that will illumine 1. D s countenance when he reads this issue of Th o u g h t s , but perhaps those who have met 'Wixie" will realize the grace with which he will wear his headgear at our next Convention, and can imagine the satisfied dignity of his features when over shadowed by the token awarded in recogni tion of his ability to 41 take hold and lift." It has been a merry war between the two brothers, but H. L. bears his defeat most philosophically, stating that so long as the hat is in the family he is satisfied, and that as he wears the same size as l.D.he expectsloborrow it for " occasions." You will find l. D's name on the list of members of the Acme Plug Hat Club. Record to September 30th. t D Wilson ................................. . >2 H L Wilson . . .40 A Barron . . .... m A R Kelly .... .... . .10 W P Wiggins ............. . .....10 C MeMig . ... 4 S A Hunter .... . . 7 1-. R Hoag . . 4 H C Cater ... .2 R S Gebhart .. - .a F B Sangvter R At. Billings . R R Block F R Don gall C F Elliott . H F Whitaker worthy an Acme representative We know of men who have been with us for years, and proven their capacity to do business, ! Mr, Whitaker looks after our interests who, from the appearance of the list, must ' in Northern and Western Michigan. He either have assumed that the prize was not ! pined us late last fall, just in time to be worth competing for, or what is worse, come a membci of the Acme House of ignored the competition entirely and with Representatives. He had had previous ex out offering any reason for doing so. perience on the road presenting goods such Certainly these men's names should be on ' as we make, and right from the start has the list, and near the top, too. Turn over " taken hold and lifted " m a clean-cut a new leaf and intelligent manner. He is an all-round man, working all classes of trade in his mmmm It is not the value of the prize that is at stake, but we feel that it is an honor to belong to the Acme Plug Hat Club, when membership is achieved only as the result of a special effort in accomplishing a worthy object. territory, and is making new friends every day for our Rapid-Sellers and lines for the manufacturing trades OurSupervisorstates that the care exercised by Mr. Whitaker in making out his requisitions for special goods for the manufacturing trades is such that it is an unalloyed pleasure to execute them. He is a man who does not leave The Tt-Ki Pin, much chance for "guess work" in any thing he does. There can be but one result from the character of work he is doing --the certain strengthening of the position our goods hold with his trade, and the con sequent increase of business that must re sult. Mr. Whitaker was married about the same time that he joined the Acme forces. Every loyal T1-K1 will from now on wear ; His home is m Detroit. in a conspicuous position the emblem shown above. The Secretary is sending them this week to all the members whose orders have been received. You should not be bash- ; 1 am of the same opinion as Mr. F. R. ful in explaining to your friends that it Ls Dcugall in regard to a good catchy line of a badge of honor, meaning "at the top," goods similar to J?p-a-Lac, and I will do my which none but an "Acme" man can part to push same, if such a line is adopted. wear. j C. F. E. 0007 THOUGHTS October 5. j q o t . Measuring Buildings For Painting* The following from the Paint, Oil a.td Drug Review is the land of information a practical painter is interested in. It is a good thing to "salt these facts down " and use them when talking to painters. They have more respect and confidence in you if you can discuss intelligently practical facts cf interest in their own business. " Have received five leveri on the subject of estimating work within a month, and will now pro ceed to give methods to the best of my ability This Is u hard subject to write up, in fact, much of the esumtamg is a matter of experience. First take a an example a house twenty feet high to the cornice, built with eight angles and four gables, with tenintli cornice projections. First measure thecornue, including projection of shingle To measure comire, use a tape line Commencing at the end of the shingles, press the line in all hollows and over all projei tions .tnd note the measure. This will gl/e you the width of the cornice Next measure the length, multiply the length by the breadth in feet Next hnd how mu*, h the siding lays to the weather or count ihe boards m order to get the surface of the edges The edges of twenty-four boards make a foot If the boards are four inches to the weathe*. that will give sixty boards for a side, or a strip thirty niches wide around the house, add this to the height of the house, which will make it twenty-two and a half feet high to the cornice Now find how many feel it is around the house and multiply the circumference by the height in feet Reckon m the windows as <1 part of the siding, providing they are Urge glass. if they are small glass or have extra ordinary projecuons, figure extra for tracing sash an-t piling ^e projections Figure th doors m >* a part of the siding, also measure the jams and get the surface m feet. ** Great care is needed in measuring porches. Find the surface of one post and multiply by the number of posts Measure the roof, ceiling: and floor, brackets, elc. Many painters have lost their pro-fits bv not looking after projections and hollows When vou have carefully measured up the surface of the work you can leave it In feet or get It into yards of nine square feet or put it into squares of one hundred square feet The next thing to he done is in decide upon the price In making this decision you must take into consideration the shape and condition of the building, remembering always that it takes much longer to paint brackets, moldings, posts, etc . per yard than straight work on siding. Here is where you must get in your judgement. The same is trpe of angles and gables In painting roofs, add 8 $er cent for ends of shingles, and remember that shingles are rough and hard to paint, especially on first coats, but if you have a good four-knotted shingle bru^h with a good king handle you can go over more sur face in a day than you can on a siding "Next we will proceed by what we call special measurement : Suppose the cornice measure 6o Yards, and is finished with blocks, molded panels and brackets, and we estimate chat tlie cost of painting it will be three times that of a plain cornice hence^ we will add two measures, or x*o yards to the gen eral or first measurement Next suppuse each win dow and casing measure three yards, and there are twenty of them to be trimmed In colors, we estimate the work of painting them double that of plain work. hence we add to our special measurement 6o yards If there is a cupola that is high and difficult to reach, we estimate that it will be worth double the of painting ordinary work to do If Say, it measures yards, we will add to yards to the gen era! measurement, and so we wilt go on until we have, laken m ail parts of tti5 work which will cost more than ordinary plain work To illustrate Say the building measures 6x> yards, and is plain work ve, may estimate u worth 20 cents per yard to paint it We will foot up our special measurement, which we will say adds up joo yards, which, added to the Ooa yards general measurement, makes 900, winch at 20 ients per yard makes ic&>. The same system may he used inside.* October Competition. For the largest number of orders for LIQUID WOOD FILLER from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent in with blank form provided for dealer's signature. H. L Wilson...............................................................2 A D Hoagg . .1 How's This! Here is a "bun" for our advertising methods that is right to the point; Portland. Oregon. Sept 38.1001. Acme White Lead and Color Works, Gentlemen Detroit. Mich Replying to yours of the 13th, referring to your catalogue,-we would be pleased to have a copy for our salesmen, as follows. Geo. Whitaker. Geo. Arm strong. J G Mayburnn. Victor BalLmme and Ivy Parks. Conditions of general trade was never as favor able >n the Pacific Northwest, as at ihe present time Conditions are such we feel justified m expecting it may continue for a few years at least In as much as your system of advertising compels us to handle your line, we ihought best to Accept the situation and it is our intention to give more attention to it for another season Very truly yours. F E Be \c h & Co That's just what these methods are for, Messrs. Beach & Co. and we are pleased to have you fall in line so gracefully, and will make it our business to see that you do rot regret the act. A Good Oh For Master Painters' Colors. ireton, Iowa. Sept 25. 1901. Acme White Lead and Color Works, Detroit, Mich Gentlemen We have just signed contract in duplicate for an eight thousand dollar residence of Mr Henry Beeker. of tins county A country residence, but a good one, and am pleased to inform you that we have specified Master Painter*' brand Colors In Oil. your Green Seal Zinc In oil, and very murli desire to try your Acme Exterior Finish The goods should be in the hands of your distributor in Sioux City, as soon as possible. It gives us pleasure to shake hands with ** Acme." and to use the "Acme" goods Very trulv. Da r l in g St La n d o n Messrs. Darling & Landon are decorators of experience who know a good article when they find it, and their favorable ex pression is very gratifying to us. Members Acme Plug Hat Club* Mr Alf R Kelly AUuuftec Coate-t March 1,1901 Mich. Seal LeaJ Mr A E Barron . June is. mot .Neal's Alum En Mr 1 T) Wilson Oct 1.1901 . W and 1 Punt Our General Distributors, California Bohan Paint Co . Dunestic Oil Co. Los Angeles San Diago Colorado Huinphrey-Jones Merc Co . Denver Florida The S B. Hubbard Co Jacksonville Georgia Columbus Hardware Co . Columbus Illinois Geo E Watson Co , Colburn. Birks & Co . Chicago Peoria Indiana Johnson-Woodbridge Co . Indianapolis Iowa SickeU, Preston & Nutting Co , Davenport J W Edeerly & Co , Ottumwa Hornick, Hess & More, Sioux City Kansas A B. Whiting Pa;m & Glass Co , Topeka Kentucky R. H McFarland Henderson Louisiana L N Brunswig & Co , New Orleans Maryland Stanley & Brown Drug Co , Baltimore Massachusetts E &F King & Co , Boston Minnesota C. V. Hackfcxt Hardware Co . St. Pa! Mississippi Lee Richardson Sc Co . Vicksburg Montana Ellis Paint Co . Butte New York Buffalo Glass Co , Buffalo Burhans Sl Black C> . Syracuse Jno L. Thompson. Sons & Co . Troy North Carolina Julius Lewis Hdwe Co , Burweil & Dunn Co Raleigh Charlotte Ohio Loew Fi Stem-V Norton \ **' Co , . Co. 0. Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , Oklahoma Cilv Oregon F Beach & Co , Portland Pennsylvania H B Semple & Son. Logan-Gregg Hardware Co . Baid, Schloit & Co . Phelps-Straw & Co . Easlun Pittsburg Reading Wilkes Barre Tennessee Fritts & Wfeht Chattanooga Van Vleet-Mansfield Drug Co . Memphis Texas Greiner-Kelly Drug Co . Houston Drug Co , Sherman Houston Utah G. F Culmer 8t Rro . Salt Like City Virginia Barker-Jenmngs Hdwe Co . Lynchburg Washington Baum & Co.. Spokane Wesu Virginia The Hubbard-Williams Co . Charleston The Williams & Davisson Co , Clarksburg W H Chnpman & Sons. Wheeling I 1 1 0007-SWP-000128152 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH Devoted to Matters of Interest to Our Representatives. VOL. HI. DETROIT, MICHIGAN, OCTOBER 12, 1901. No. 4 mmmm AfmimmitoiH Mr* I* D. Wilson* FACTS AND FIGURES Covering Test Made to Develop Difference in Cost. BETWEEN NEW ERA PREPARED PAINT And White Lead Paint Mixed By Hand. Most of you know u WixieJ' We think it was Kelly who formulated the name lasl Convention time. He is neat, natty, nice looking in appearance, and wears an^uTt-'' assuming mannerism that is auite deceiv ing. Remember the spurt of eloquence he gave us at the Convention when he be came "warmed up*' on the New Era pro position ? 11 was a surprise--and he seemed as much surprised as any one. He is full of surprises. Last month he sen` in Iwentythree orders for W. and I. in one week as a contribution towards winning the S?pt. Plug. Last July he surprised us by getting married without having given previous notice. He was the man who rigged out Halladay in a red necktie, hair cut, new suit of clothes and induced him to shave off his moustache at the same time, making such a sudden change that H. H. H. had to consult his cards to be sure of his identity. Down at Thompson's, in Troy. N Y , they call him the " skate " and he stands "ace high " with every salesman working for this distributor. They are all willing and glad to help him make Acme goods " go " He always sees the " bright side " of things, and has such an mexhaustable fund of good nature and quiet gentle manly humor that it is no wonder he makes hosts of friends These peculiarities of his make up, coupled with shrewd, persistent, hard and intelligent work are building up a good trade in his territory of eastern New York Stale. Report covering comparative test of White Lead against " New Era" Paint, made at the store of the Central Pairt and Glass Co, A 100 pound keg of the " Fahne stock" brand of White Lead was used. Gro&s weight of same................. -t>s Weight of kceg _________ _ -9 lh&. ti . Net weight of Leal.......... 96 lbs 10 02 This Lead seemed to be ground quite stiff. We added to same, 3% gallons of raw linseed oil, one quart of turpentine, and one quart of dryer, the result being as re gards quantity, 6# gallons of Paint. The test was made m the presence of seven good, practical painters. Co n s is t e n c y .--All the painters admitted that " New Era " was much heavier m con sistency than White Lead reduced as above stated, and would require from a pint to a quart of Linseed Oil for second and third coat work. Opac it y .--As a result of a comparative test made in a small way on a board, it was admitted that " Now Era " covered more solidly than White l ead Paint, be sides being much whiter. White Lead Paint, it was claimed, would bleach out m a comparatively short time, but we are certain that " New Era " will make a while line over a White Lead surface at any time. This is due to the percentage of Zinc While in the "New Era" Paint. Co v e r in g Ca p a c .t y :--There was no means of making a comparative test in a large way on this point of covering capacity, but we expressed our willingness to provide the painters with sample cans of " New Era" without charge, with which to make a com parison for themselves, emphasizing the fact that our goods would go at least twenty five per cent, further. None of the painters were willing to go on record in regard to naming any number of square feet that a gallon of White Lead Paint would cover, stating that the variation was very greal, owing to the fact that surfaces and condi tions varied greatly. Co mp a r a t iv e Co s t :--The figures named below were actual puces named to painters or, the day test was made, and the expense for "labor" they considered right. White Lead Paint, too lbs Lead . ... ilA fal. raw Linseed OH, at 67 cis % gal. Turpenlw* *' 50 cts * 4 gal Dryer ** 90 cts j Labor in *'breaking: up " . #75 n . 22% .50 $9 9S making gallons of Paint of proper con sistency lor the second and third coat work, at a cost per gallon of $1.50. " New Era " Paint. Per gal. Price b> painters .. $r Cost, t reduced with pint of Linseed Oil at 67 cts. per gal. .. t.*8 Cost, if reduced with quart of Linseed Oil at 67 cts. per gal... .. . . 122 In this connection we might state that we think that the price of " New Era" to painters should be at least $1.40 per gallon. It aught to be $1.50. The above report indicates clearly that "New Era" is much more economical for painters to use based on cost per gallon of paint alone, but when it is considered that the goods will cover considerably more surface, to say nolhing about increased durability due to addition of Zmc Oxide, the saving effected through its use would make a very nice addition to their profits. In answer to F R D s article on Jap-aLac, in Th o u c h t s , Sept 14, 1901, 1 find that these people have an excellent trade m California, particularly m ihe Southern portion, and I think if we were to come out with something similar, with a catchy name, we could sell considerable. A. R. K. 0007-SWP-000128153 THOUGHTS October 12, 1901 * ' October Competition* For the largest number of orders for LIQUID WOOD FILLER from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent in with blank form provided for dealer's signature. H L. Wilson 7 A. E Barron .... ... 2 R. K. Hlgman............................................ 2 R. M. Billings........................................ r Dan Davies .. .. ..................... 1 F R. Dougall .. ... 1 C F Elliott.. . ... * S H Hart . ... ... 1 A D. Hoagg ... ... . .1 E. R. Hoag . . * J R. Newell.. 1 S. J Olson .. .. t M. J. Reynolds . . .. . 1 R R Black . ... o H C. Cater .o R S Gehhjrt .... . . o H H. Halladay . . . o S A Hunter -. A R. Kelly ............................. Fred Matheson,........... o C F McCauley ... . . ... C Mehlig , J H Milne ......... . o W.C Neal....... W. C Patterson C F Puller . F B Sangster H.P. Turr.ince H F Whitaker W P Wiggins I D Wilson. . . . * O . .... o o Allowing Distributers a Credit to Cover The Difference Between Carload and Less Than Carload Rate of Freights In the past we have been compelled to do this several times. Such a credit in our estimation is simply a "hold up*' and our views are best expressed, perhaps, m copy of communication sent to one of our representatives that we herewith reproduce. * Inclosed Is simply a picture of the credit memo randum we have sent to the Williams & Davisson Co. to cover difference between car-load and less than car-load rate on goods recently shipped. We cannot understand how any house can possibly have the nerve (we know of no belter word) to request a vreJU of Ibis character. We pay the freight and we do not stipulate that they shall pay anything over any specified rate, we assume It all and see that the goods are delivered, and just why we should be held up because we are able 10 ship a larger quantity and secure lower figures Is more than we can under stand It certainly Is not legitimate business and they might as well ask us to make them a cash present of the funds involved. It seems to us that the next time a proposition of this kind Is sprung on you, it might be well to suggest that the House v*iLl not permit you to make such an arrangement, hut that we are very liberal, and if they are looking BRISTOL DISPLAY STANDS. We have aibout 35 representatives calling- upon the general store trade. We also have about 135 Bristol Display stands, an illustration of which is shown above. We think that nearly all of our representatives have a distinct remembrance of these Stands, but it seems to us that nearly all our representatives have forgotten that we requested them to place the Stands, as they were in the way and we needed the room more than the Stands. We assume that you have forgotten this because you make no requisitions for same in connection with orders for goods. We advised you that they could be given away with a fair sized order for specialties, that is. as an inducement to the dealer to make his order a " little larger/' you were authorized to " throw in " this Stand. Several months ago when we placed the proposition before you, we expected the Stands would go off like "hot cakes/' but they are still here. Don't you suppose that if each man "takes hold and lifts," which would mean about four Stands each, they would melt away like snow be fore a summer sun? We do. Try it. for a Christmas present, perhaps a suggestion from you would bring it, as certainly a Christmas present has just as much connection with any business arrangement as a credit of this character Don't you think so ^ " There is not the least justification from a business standpoint for an allowance of the above character, and In future we wish our rcprcscntalivcs to positively decline to do anything of the sort. We meant exactly what we said, when we sta:ed, that we would rather give the customer a Christ mas present than allow a credit of this character. He would at least feel that we were liberal and we would feel that we had not been "worked" to quite such an ex tent, as if we had allowed the credit as a matter of business, based on such a flimsy excuse as the difference in rate represents. 0007-SWP-000128154 'mma in i Uam ' nu UPPHF--^ Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, OCTOBER 19, 1901. NO. 5 BAMmrmbtM inmmmtm Mr. Kelly Will Wear Thfa at The Fj^ok Dotsgal] is After That Hat. In regard to direct shipments to custo Convention Attached please find ortfer from Francis mers, which are to be charged to Distri This is an illustration Of the Scheib, of Reading, Pennsylvania, to be butors. For the fourth time, this year we B9 watch fob that Mr. Kell/ has shipped through Sard, Schlott & Co., for wish to remind our representatives that all merited as a result of winning onft-half bbl. Davies* Liquid Wood Filler, such orders must be sent to the Distributors in two of the monthly compe- | one bbl. A. A B Hard Oil Finish, and other to be O. K.'d by them and forwarded to tltlons. It indi us. We cannot assume the cates that he Is a second degree risk of making accounts for . them withoutiheir approval member of the Acme Plug Hat Club, and if he CONGRATULATIONS I Representatives that h&ve gone out lately, will please take particular note of this. wins further G. B. P. honors an addi tional bar bear ing the date will Me mark each, and the degree of his membership will be advanced ac cordingly. The medal, as you October Competition. will note, bears For the largest number of the design of our tower, the motto "Take Hold and Lift " and the year we started jn business. The medal, bar and chain are of solid gold, and we trust that not only will Mr. Seated 1 see the two again, /ft But not alone, they entertain A A little angel unaware. /$ With face as round as is the moon . A royal guest with flaxen hair To-day, October 18, just as we go to press, we are m receipt of the news that a little stranger J- has been welcomed into the home of our Secretary, orders for LIQUID WOOD FILLER from trade who have not here tofore handled the goods. Orders must be secured by the representative and sent in with blank form provided for dealer's signature. Kelly be pleased with same, jj Mr. Thomas Neal. The young man, we under- Record to October nth. but that our other representa tives will make an earnest X stand, arrived last night and tips the scales at seven j|j and one-half pounds, and is strong and lusty. A E. Barron H L Wilson A R Kelly effort to win similar honors. * WecongratulateMr.andMrs. Nealandsympathize f r. r R.K. Messrs. Halladay and Hlgman, who are backing up our X with them sincerely in the joy we know they experl- 2 ence. May tire little one not only be a present joy, but a source of comfort, pride and pleasure all their S. J. E. R. Hoag C F. Pulfer R M Billings Dan Davies ... Florida distributors, have just $ lives. C F. Elliott . S. H. Hart wired- us that they have-sold zr car load of New Era, a large A. D. Hnagg ... J R. Newell.. . M. J Reynolds part of which 5s to be used for government work. goods. I am out after the Plug Hat this month I am a little late in getting start H F Whitaker R R. Black H. C. Cater. R. S Gebhart Wish to thank you for the hat, and say that l feel very good to think I am now ed, but if I don't win the Hat, 1 will iry my best to sell more gallons of Davies' Liquid Wood Filler than the winner. F.R D. H H. Halladay . .. S A. Hunter Fred Maiheson.......... C F. McCauley C Mehhg a member of the Acme P. H. C., and assure you that "old mister hat*' and I Members Acme Plug Hal Club. Admitted Contest J H. Milne . W C Neal . W. C Patterson F. B Sangster....... will be on deck next convention. I. D. W. Mr Alf R Kelly . March i, 3901 Mich Seal Lead Mr A E. Barron Juno 15. 1901 .Neal'sAlum En Mr I D Wilson. ..Ocr t . jpor . .W. and I Paint H. P. Torrance W. P Wiggins 1 D. Wilson 0007-SWP-000128155 2 THOUGHTS October 19, 1903 Mhmmm ^imamnam Mr* S A* Hunter* ANNUAL CONVENTION. t m Our Annual Convention this yeur jtj will be held during tbe entire week $ jof December 9th to 14th, inclusive* Details regarding proceedings, pro* 3 gram* etc., will be sent you later* 3 Our General Distributors* California. Bohan Paint Co . Domestic Oil Co Los Angeles San Diego Colorado Humphrey-Jones Merc Co , Denver Florida The S B Hubbard Co Jacksonville Georgia Columbus Hardware Co , Columbus Mr Hunter is our Wisconsin representa tive. He stepped tnto Mr. Barron's shoes when the latter left that territory to do general work in territories of our various distnbutois Mr. Hunter is one of the kind of men who say things and do things just as if he meant every word and act--and he does. Pcsitiveness is a predominant feature in his make-up, which, coupled with persistence to just the right degree and an aptitude to benefit by his own and the experience of others, has caused him to come to the front rapidly as a successful salesman. He started with us last January as an assistant to Mr. Barron and has not let the grass grow under his feet from that day to thts His woTk, from the manner in which he covers his territory to the j details of building a customer, is done thoroughly. Personally he is a mighty good fellow and stands well with the trade and the salesmen of his jobbers and dis tributors. He is single and quite good looking, a combination that we suppose cannot last much longer. I tailed at Mr Manning's office this o m and found that he lives in Kansas City. I had the chief del k look up the sample of Target Enamel He >.ud "Oh yes, we tried it m May, and tome out nnd see foi yourself" 1 said "I naturally infer from your tone and remarks that It has not given yru the result expected " He said "come out and look at it " 1 went out In the yard and inspected three switch stands, and for a moment I was non plussed The target wlieie llie Red was applied was as white as this paper, and looked as if it had not been (Minted in years I spit on It andr ubbed my finger on it and l saw that there was a heavy coiling- of alkali deposited on it that easily came off. I asked for a piece of waste and a little oil, and in <\ minute I had cleaned it off. and the Enant'i looked as bright and fresh as whan first applied I said " If you will have your targets cleaned once a week you will have no trouble, our Devil's Red u ill not fade." He was the roost surprised man I ever saw and said he would tell Mr Maiming of u when he returned home B. E. B. You will note that the session will a he longer this year than before* 3 Ve feel that this is necessary in a order to discuss all the important 3 subjects that will be presented. a We wish each man to feel that g he must be a factor in making the a Convention a success. In order to 3 do this you must come prepared to t fake your part, that is with M thoughts and ideas to present to 4 the Convention* the discussion of jj which you feel will be of mutual <j benefit. We want no ** wall 3 flowers.'* Every man must take |j an active and individual part In J the proceedings. Put your thinking j cap on now, and keep it on until j after the Convention is a thing of ^ the past* and you will be able to J look back upon your record with ^ 1 satisfaction to yourself from the | ; standpoint of having contributed \ 1 your share to its success* * The Payment of Freight Does Not Make a Seller Liable During Transit* "When goods are sold the presumption is always that -the buyer is to take possession of the goods in the place occupied by them at the time of the sale. The whole duty of the seller is 10 separate the goods from the general mass and pm them at the disposal of the buyer or his agent Of course, there may be an agreement lhai the seller shall carry the goods to some other place at his own risk and expense, or he may act in such manner as to show that he intends so to carry them But a mere agreemeni upon his part to pay the freight is not an agreement to lake the nsk of the carriage Delivery is still made at Ihe place occupied by the goods at the time of the sale, the delivery in this case being 10 a earner who is agent of the buyer, neither theagreemetvt of the seller to pay the carrier, nor the facl that he actually does pay him. is sufficient to make the carrier his agent, to place upon him the risk of damage during transit or to retain title in him until delivery is made at the end of the line. For any loss or damage during transit. In a case of this kind, the buyer must look solely to his agent, the corner, or to the insurer If he has taken the pre caution to have ihe goods insured.--;Journal of Commerce and Commercial bulletin " Illinois Geo E Watson Co . Colburn. Birks R Co . Chicago Peona Indiana Johnson-Woodbndge Co . Indianapolis Iowa Sickels, Preston & Nutting Co . Davenport J W Edgerly & Co . Ottumwa Hornick, Hess & More, Sioux City Kansas A B WhitingPaint&Glass Co .Topeka Kentucky R H McFarland Henderson Louisiana L N Brunswig & Co , New Orleans Maryland Stanley & Brown Drug Co . Baltimore Massachusetts E. & F King 8i Co , Boston Minnesota C. W, Hackett Hardware Co , St Paul Mississippi Lee Richardson & Co , Vicksburg Montana Ellis Paint Co . Butte New York Buffalo Glass Co , Buffalo Burhans & Black Co , Svracuse Jno. L. Thompson. Sons Si Co . Troy North Carolina Julius Lewis Hdwe Co , Burwell & Dunn Co Raleigh Charluite Ohio Loew Fi' A 'V. Co , Steir.-Vi . . I* .Co, Norton 0 . Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co . OkLthom.t Citv Oregon F E. Beach 5c Co , Portland Pennsylvania H B Semple & Son. Logan-Gregg Hardware Co , Bard. Schloti & Co , l^elps-Stmw & Co , Easlon Pittsburg Reading Wilkes Barre Tennessee Frrtts & Wiehl Oiatranoogi Van Vleet-Mansheld Drug Co , Memphis Greiner-Kelly Drug Co . Houston Drug Co . Utah G F. Culmer& Bro . Virginia Barker-Jennmgs Hdwe Co . Washington Bauin & Co,, West Virginia The Hubbard-Williams Co . The Williams & Davisson Cn W H Chapman & Sons, Sherman Houston Salt Lake Cuy Lynchburg Spokane Charleston Clarksburg Wheeling 'i i '1 4 $ 0007-SWP-000128156 Thoughts * f t 1, '" V PUBLISHED WEEKLY'BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. ' Devoted to Matters of Interest to Our Representatives. Vo l . III. .DETROIT, MICHIGAN, OCTOBER 26, 1901. No. 6 Covering Capacity of N. E. K-G. iA Shown Mr* F B. Sangster. 1 Special Cards for Members Acme Plug by a Test at Brigdman and Hat Club* PlateweJl, Hereafter all members cf the Acme Plug You will recall that when l was at Bridg man, Michigan, last spring, that 1 sold the Hfit Club will be provided with special business cards, which m addition tc the paint to be used on the canning faptory. usual reading matter will bear the embossed At the time 1 had to figure again*< paint design of a "plug" hat in the upper left sold foT $1.10 a gallon while we asked $1 0 hand corner, together with Ihe words. per gallon, and I succeeded in landing the order by guaranteeing 18 gallons of New "Member Acme Plug Hat Club." The explanation of the insigma that may be Era to cover the building. My competitor had figured on 30 gallons of his paurt being ! demanded by the trade will do the repre sentative no harm, nor his house, either, necessary to do the job. You will see that and may do us both good. I saved the contractor $6 00 on cost of materia), although my price was 40 cents Mr. Sangster started with us m February a gallon higher than the other fellow. 1 agreed to pay for, personally, whatever paint it took over 18 gallons. I was at Bridgman, Michigan, on Friday, and our dealer says that 18 gallons done the job easily and it was applied early this spring when it was still pretty cool The job looks all right except that they neglected to shellac the kuots, which are beginning to show a infle. but this is not our fault or the fault of the paint. You criticised my action on this deal m Th o u g h t s at the time, but I think when necessary that we ought to go to the limit, especially where you have to meet cheap cf this year. His previous experience had made him familiar to a certain extent with the " paint proposition," but he practically- had everything to learn in the way of presenting the line, when he started out for us, after a very brief study of the goods and our methods. He has been steadily ; engaged in using his brains and energies ; to make his work successful from the day he started out. and we are pleased to record the fact that he has made rapid headway under conditions many times that would tax the nerve and ingenuity of more experienced representatives. We only recall one serious mistake that he has made, that This Ts A Good One From A Consumer* Van Wert. Ohio, October -i, tqui Ain.e White Lead anil Color Works, Detroit, Mich Gentlemen. I purchased from your agents heia, Messrs Hines & Son, si* gallons of your New Ert High-Grade tMini, and had my house painted two coats My neighbor, who has a house exactly the same ns mine, being built from the s-ime plans, and at the same time, had his painted with the Shetwm-William'< paint, using nine gallons to do Ihe same work Saving to me of $4 50. for which i am obliged to you I also consider my house to be the best painted house m the neighborhood Yours respectfully. J P Fa n d r e e and inferior goods. was when he advised a prospective customer I have never yet found New Era High- that Berry Bros bought their varnish gums Many of our representatives will remem Grade to fail in covering any way from from us. Mr. Sangster is assisting Mr. ber Mr. Thos. A. Renshaw. formerly upon 300 to 400 feet, depending on condition of McCauley in the territory of our Baltimore our staff of salesmen, but whose letter head surface. The same thing happened at Plain- distributor He is single and one of the now indicates that he is an importer and well, Michigan, m painting the hotel, Masury ``bunch'1 who hail from London, Ontario. dealer m engineering machinery and tools could not figure any less than 50 gallons of at 75a. Queen Victoria Street, London. E hts paint. It only took 35 gallons of New | B. P. S. Paint* Era High-Grade, and the job looks fine Masury*s man now says he must have made I weighed up three one gallon cans of a mistake in figuring the surface J O. W. B. P S paint, new stock, and find C. F. P. their paint don't run 17 lbs to the gallon, - and one gallon was 1 lb. lighter than N (The publication in Th o u g h t s of our criticism j E H. G. entitles Mr Pulfer to the publication of the above letter indicating: the aciual results--Ed ) A practical painter that had tested samples of B. P. S. and N. E. H G. told me that Members Acme Plug Hat Club. consislency and body of our pamt wa3 much superior to S. P. S. In my territory we Admitted Contest now have the heaviest gallon of pamt sold, Mr Mr Mr Alf R Kelly March i, j<jot Mich. Seal Lead A E Barron . June 15. iqoi. Neal's Alum En 1 D Wilson ...Oct 1,1901 .W. and 1 Pamr. I j excepting 18 lbs. Lowe Bros, pamt, which weighs C. F. P. C , England. The following communica tion will therefore be of interest. London. E C . England, August 13. tqci To Ihe Representatives of the Acme White Lead and Color Works. Detroit. Mich. Gerttemeu t hope you will send quantities of good orders tc the M Acme. * because they are liberal and fair, as I can truthfully testify by a seven years' experience with them Wishing you success, and my best regards to you all, 1 am. Sincerely vours, Th o s A Re n s h a w . 0007-SWP-000128157 2 THOUGHTS October 26, j o c j mmmm As breakfast is not ready yet Me getleth on the Irani And ndeth down to Green's cross roads. Perhaps an hour or twain. And there before the tavern stove He warmech up his legs, And presently he sits him down To hash or ham and eggs. October Competition. And when to work he goeth forth He finds to his amaze, For the largest number of orders for ' His customer hath gone to town. LIQUID WOOD FILLER To be there several days. from trade who have not heretofore handled the goods. Orders must be secured by the I representative and sent in with blank form i He rusheth back umo the inn To make his get-away. And therewith sinking heart he hears The landlord calmly Say provided for dealer's signature Record to October 24th. H L Wilson A. E Barron E R Hoag F. R Dougall ............. A R Kelly .... R K. Higrnan .... S J Olson .... M J Reynolds H F Whitaker C F Puifer . .. * ......................14 It 9 8 8 4 4 1 .2 '* Was you a-going hast, my friend Well, you are leit all right, There ain't no other irdin that way Till nine eighteen to-nigh; " So when at last the weary cay Haiti dragged lt leaden round, Again the happy traveling man l> ai the station found And to him comes the ticket man And cneeriully doth state. "Jest make yourself at home, old man, Your train's three hours late " R M Billings . I When on me morrow he awakes H C. Cater ........................ I Again at work to start. Dan Davies . C. F El imt S H Hart A D H oagg S A. Hunter J R. Newell .. .......... .. W V Wiggins R R Black . R S Gebh irt H H HaHadav .. Fred Matheson ............... C F. McCauley C Meh'ig .. .... J H Milne W C Neal W C Patterson F B Songster H. P. Torrance 1 D Wilson .... ., T ,l 1 1 1 1 1 O O O O O O O O O O O O He gets a letter front ins house Wlni.li cheereth up his heart " We note that your expense account Is i tinning far too high We must have this curtailed at once Or know the reason why Now if hi* overcoat's at home The irr,ury uo:ii uroj>, But if lies ciad 11; wnnei doilies Ji hovers near toe top. And dh the nicest days Caine when ' He s trave.mg un trains. Hut if he has ten miles to drive It either snows or rau.s At length the weiry trip is done The Traveling Man. And he Is home once more, Consider now the traveling mart, Th.n gay and festive blade Who goeth up and down the land. In sporty garb arrayed, Whn playeth havoc with the hearts Of many country belles. He sees his wile an hour or so Then drops down to "the store, ' And pleasant words like these he heirs * What. Jimmie, home so soon ' Well get your sample* up in shape To stjrt to-morrow noon '' And stoppeth Wke the prince he is Ai all the best hotels Ah, envy not ihe travel.ng man. For though his job seems gay. Now mark him as he p u s him down Outside lhe tavern door And lighteth up Ins good cigar Which cost 10 cents or more, And with his comrades gathered round He swappeth sundry lies. Or ,1: the village maidens fair ! Despite his elfoits. row and lbe 1 Some work will Lome hi wax, And when to you it s<ems his lot Is one of joy alone. Remember that (tie drummer h\s Some troubles of his own I --.AVrt- Yolk Sf/rt. Doih make the gntvgoo eyes In answer to youT article m Th o u g h t s , And presently he to the bar Willi others doth repair And many highballs will he take To drive away dull care Now would not such a life of ease September 28th, 1901, on our new varnish j factory, and asking if we have any com* ments to make or suggestions to offer I j think it would be well for you to come out Appeal to any one * And would we all were traveling men-- Nay, wait a bit. my sun. F01 m the morn ere dawn hath come From bed nriseth he. \nd dres^eth m a chilly toom Tu catch the five-nught-three j with some specially fine quality of varnish 1 for inside, also for outside use, under some copyrighted name, such as Neahne Interior, [ Neahne Exterior, or some catchy name. I Also get up line sample boards for same. I A. R. K. Our General Distributors* j California i Bohan Paint Co . j Domestic Oil Co. Los Angeles San Diego Colorado Humphrey-Jones Merc Co , Denver Florida TheS B Hubbard Co Tampa Hardware Co Jacksonville Tampa Georgia ' Columbus Hardware Co . Columbus 1 Illinois 1 Geo E Watson Co , 5 Colburn, Birks & Co. Indiana Johnson-Woodbndge Co , Chicago Peona Indianapolis Iowa Sickels, Preston & Nutting Co . Davenport , J W EdgerJy & Co. Ottumwa Hormck, Tjess & More, Sioux City Kansas , A. B WlmtngPamt&Glass Co . Topeka ' Kentucky R H McFarland Henderson Louisiana L N. Brunswig & Co . New Orleans Maryland Stanley & Brown Drug Co . Baltimore Massachusetts E. & F King & Co . Boston Minnesota C. W. Hackett Hardware Co . St. Paul Mississippi Lee Richardsun & Co . Vicksburg Montana Ellis Paml Co , Butte New York Buffalo Glass Co . Buffalo Burhans & Black Co , Syracuse Jno L Thompson. Sons & Co . Troy North Carolioa Julius Lewis Hdwe Co , Burwell & Dunn Co. Raleigh Char.otte Ohio Loew Ft' i ' Co . Stein-V | , Co. Norton * - . 0, Cleveland Cincinnati Toledo Oklahoma Territory Alexander Drug Co , Oregon F E. Beach & Co , Oklahoma Cits Portland Pennsylvania H B Semple & Son. Logan-Gregg Hardware G> . R.ird, Sch/m & Co , Phelps-Straw & Co , Easton Pittsburg Reading Wilkes Barre Tennessee Fritls & Wiehl Chattanooga Van Vleet-Mansfield Drug Co . Memphis Texas Greiner-Kelly Drug Co . Houston Drug Co , Sherman Houston Utah G F. Culmer &. Bro , Salt Lake City Virginia Barker-.tanning* Hdue Co . Lynchburg Washington Bail in & Co,, Spokane West Virginia The Hubbard-Wiiiiams Co . Charleston The Williams & Davisson Co . Clarksburg W H Chapman & Sons, Wheeling 0007 T Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH Devoted to Matters of Interest to Our Representatives. Vo l . 111. DETROIT, MICHIGAN, NOVEMBER 2, 1901. NO. 7 mmrmw September Competition. immmm CONVENTION NOTES. Bulled* No 135 Coming To And Leaving The Convention* We have set apart an entire week sc as to give us ample opportunity to commence on time and finish on time The mornir.g of the first day will be devoted to the reception of repre sentatives, that is. you will be at MK H T. \\1T/ON. As a result of the October competition for the largest number of orders for Liquid Wood Filler, Mr H. L Wilson had been : ^rolled a member of. the-Acme Ph^z Hat Club. Mr. Wilson expressed his determination to win a plug hat this fall, and to this end his efforts have proved fruitful in the early season We congratulate him on his sue cess and trust that as the months roll around many links will be added to his chain of honors. The following are details of the competi tion . Record to October 31st H L WiIson . ............ 2"? A. E Barron *a A D Hoagg . ... 17 M J Reynolds ..................... *% A R Kelly - m F R Dougall S J Olson .... liberty to greet the parties m our o'fice or factory whom you may especially desire to see, and in short, exchange greetings generally with your acquaintances in the house The afternotm- will-tie*demoted to a-- trip through the factories, etc. The actual business of the Con vention will be transacted 1:1 the four days from Tuesday to Friday, inclusive, while Saturday will be set apart for matters upon which representatives may desire special information. For instance, last year quite a number of the representatives wished to talk with Mr. R. S. Brown , others with Mr. T. W. Connor, some with Mr. G B Pulfer, some with Mr. Frank Neal, Mr. Thomas Neal. Mr W. L. Davies, and Mr. A. M. Woodward Appointments can be made with them for time on the Mr. R. S. Gebhart. Mr. Gebhart is the "man behind the gun" in our Illinois territory. He is a mighty nice fellow and one of the politest men you ever saw We don't know of Ju/body who* "has ever sen him''rT3uT"ct-- humor.'* This does not signify, however, that he cannot hold his own and the position of his house properly. He makes friends and gets business, working in close unison with the salesmen of his distributor located at Peoria. Mr. Gebhart came with us in April of this year, and first acted as assistant to Mr. Frank Dougall, in the Pennsylvania territory. He is a mustcian of no mean ability, and we trust our representatives will all have an opportunity to listen to him play the piano at the coming conven tion Single. Makes his home in Detroit during vacation periods. R K. Higman . . sixth day so that at the end of that E. R Hoag J R Newell S A Hunter H F Whitaker day, everybody will have finished what they came to the Convention to attend to, and be able to return C F Pulfer promptly to their respective terri F. B Sangster R. M. Billings tories H C Cater .. Dan Davies....... C F Elliott S. H Hart C F McCauley W. P Wiggins R R Black R S Gebhart H H Maltaday C Melilig J H Milne .. W. C Neal . . W. C Patterson H. P. Torrance L D Wilson Mr. M. J Reynolds has already advised | ( us that he is laying for that November November Competition. For the largest number of oiders for plug hat. NEW ERA HIGH-GRADE Members Acme Plug Hat Club* Admitted Contest PREPARED PAINT from trade who have not heretofore handled Mr Alf R. Kelly.- March 1,1901 .Mich. Seal Lead the goods. Orders must be secured by the Mr A F. Barron .. June 15. toox -Neal's Alum En Mr. I D Wilson... Oct 1. igor .W ,inct l Paint, | j representative and sent in with blank form 1 Mr. H L Wilson . Nov 1,1901 .Liquid Wood Filler I provided for dealer's signature. 0007-SWP-00012815S 2 THOUGHTS <1,November 1901 mmmw We Wete "It." j Theatrical Talent In Oar Midst. Ti-Ki Club No. 2. We are just in receipt of reliable informa The following communication from cur T1-K1 Club No. 2 has been formed. It tion concerning the Convention of Imple friend, Mr. Reichardt, of Peoria. Illinois, occurred in the following manner: On ment Manufacturers, held this week at reveals the fact that wc have theatrical October 12, Mr. and Mrs. M. Taylor gave Kansas City. Mo., to the effect that the j talent of no mean order among our own a reception to the officers and representatives Acme White Lead and Color Works was I representatives. We are not so much of our distributors, Messrs. Colburn, Birks " it," strictly, and no discount for cash. We I surprised at " Geby'sM wonderful "range,'' & Co , of Peoiia, Illinois. It was quite certainly ought to be, as we were represented j and can even imagine " Milt " Taylor as a natural that in the course of the evening there by our Sales Manager, Mr. A. M. tall and graceful Uncle Tom. but when it our own representatives and theTi-Ki should Woodward, and our Representatives, Messrs. comes to our staid friend Tom Connor be discussed quite freely. It particularly T. W. Connor, M. Taylor, and P. W. Allison. "doing parts" our imagination fails to impressed Mr. C F. Reichardt, a prominent We are creditably informed also that grasp the situation. We shah call on them officer of the company. Green Bull Frogs and Red Devils were all to do their acts when the Convention On October 26th Mr. Reichardt gave a scattered artistically all around the lobby is m session. reception, to the representatives of their and corridors of the Midland Hotel (conven tion headquarters ) *We are further advised that the " baTkeeps" have learned how to concoct two PeorU. Illinois. September 93th, i$o j . I had some business al the National Hotel, and in starting away from the roster whom should I see but my old friend, T W. Connor, stepping from the elevator " Hello, Tom, old boy Where do you company and our local salesmen, at which Mr. and Mrs. T. W. Connor, who happened to be in Peoria, were also invited guests. During the evening the Ti-Ki Club No 2 brand new drinks, known respectively as ' hail from'1' " I am here to meet Mr Taylor, and "Red Devil Cocktail" and "Bull Frog Frappee " These specialties are said to be take a run down to Canton, from there to St. Louis, but may have to come back to Peoria Probably will see you Can'i say " in constant demand and are bound to prove I forgot to mention to him that I had just received was formally organized, and not the least interesting part of the formalities was the rendition of the following song by Mrs. Reichardt and the Misses Reichardt, the " winners." Space will not permit of our covering all the details in this issue, but owing to the information conjidentally transmitted, it n letter from Mr T.. asking Mrs R and myself to take dinner with him on Sunday, September agth . also stating that Mr Gebhart and our Mr Dudley (" Dud" and " Geb" as they greet each other) would be there, and l assure you that the organization of words being composed by Messrs. C. F. Reichardt and M. G. McDonald. Notice, too, that it was sung in honor of our " Geby." would seem necessary in future to put some ihe Ti-KI Club No a, of Peoria, has for a certainly restraint upon our modest and sedate editor sinned in good shape jand sales manager, for the reason that no Of course you might know that `* Geby." as " Dud" calls him. was the "hull thing "-toast- . such report as this* has come from conven master. president, vice-president, secreiary and ' tions at which we have heretofore been treasurer, but only for a short time as we finally I Song in Honor of Robert Gebhart. Dedicated to The Acme White Lead and . Co Id t Works. (Air Sweet Busch of Lilies) represented. The following circular issued by the Detroit White Lead Works to the trade, under date of Oct 28lh, is explanatory NOTICE TO OUR PATRONS. decided that it would not do to slight the others To see " Old Geby " hustle is a sight for gods and present, as both my daughters were with us, the men. Misses Lottie and Erma, so on the suggestion of Mr I Each smile is sure to make a sate, each joke a sale Gebhart it was decided to form a stock company again. Of course his way of selling goods is simply heaven s As we are all highly talented, it was suggested that gift. our first production would be Uncle Tom's Cabin But though we are not bull! that way, we can 11 take Mr. Dudley moved that Geb. act as chairman, and hold and lift " Detroit. Mich . Oct 281b, 190J From and after this date the prices of our Best Liquid Paints In various sizes will be as follows In " tin palls |i 95 oer gallon In cm pails 1 ?> In , ms 1 55 *' In five-gallon packages. 390 in barrels and half-barrels : 15 Knowing the strong aversion which our custome-s all entertain to advanced prices, we have done our name theofficers and assign the parts Thefollowlng officers were named "Mine Host." Mr Taylor, President, Vice-President. Dudley. Secretary and [ Treasurer, Reichardl. and the cast as follows 1 Then pull your best together, boy*. The Acme goods beat all the rest, There's nothing better than the best. So pull together, boys Mrs Taylor . . Aunt Ophelia Miss Lotta Reichardt........... . Topsy Mrs. Reichardt .. Liza Mr. Taylor . . Uncle Toro Mr. Reichardt . Marks Mr. Dudley . ... Lagree .Miss Erma Reichardt .... Little Eva 1 We'll borrow brightness for our talk from Neat's Enamel Finish , The interest of our customers we will not let diminish We'll sell them all New Era Pamt and Davies' Var . nish Stains, A customer these goods once make, a customer remains very best to prevent advances and have maintained former prices until it has subjected us to positive loss. Last year we were fortunate in having moderate After assigning all the prominent parts, Geby said he would act as the dog and the orchestra, and judging from the sample of his work, we think he Then pull your best together, boys. The Acme goods heat all the rest, There's nothing better than the best. priced oil. bought on a contract made the year before, will be the hit of the season In both parts After we So pull together, boys. so we were enabled to go through the year with only one small advance, but with greatly reduced profits We have just had all of our formulae refigured at had alt displayed our talent, the meeting adjourned to meet at Bro Reichardt's four weeks from date, A man that one of us can't sell, another of us can. So we will help each other out and never lose a mm and we expect to book Mr and Mrs T W Connor I And when the Acme Paints have changed each grim, present prices of crude material and we find ourselves for a number on our programme, as we expect that obliged to make the small advance shown above to ihey will be wuh us at our next meeting. j We ,,.* . hand In hand, and this is what protectour-velves from absolute loss. This advance ; Bro. Relchardt's house is painted red.white trlmm- , "barely cover, the mcreased cost of tin cans and does ings )t raised quite a commotion at the time the We'll pull our best together, boys. not put Best Liquid Paints on a profit paying basis We will look for our profit from a reduced price in linseed oil. which we confidently hope to have within a few months $1 5s per gallon is what we should be getting for our paints now in order to give us a fair, moderate profit, but we have thought it to be good policy to place our patnu at ft per gallon In one gallon pails, believing that that will beamore popular price among ihe dealers and we will wait for our painter did the work. He said there were only two houses in the city al the lime which were painted red. and the painter was bothered m his work by such remarks as " I wouldn't have a house of mine painled that color, if it was never painted." " that is swell," "it's awful," "it's lovely." etc . hut as we used New Era High-Grade Pamt. some of ihe The Acme goods beat all the rest, There's nothing better ihan the best. So pull together, boys. We certainly appreciate the compliment to our representative, and the honor of having the song dedicated to us, and shall profit until Unseed oil. or some other ingredients reach a lower level Hoping our customers will appreciate our action in jhi> matter, we are, Verv respectfully. De t r o it w h it e Le a d Wo r k s remarks were wasted As Bro R's house is red. so will the acts of the take pleasure in co-operating to the fullest Ts-Ki Club No 2 be read In the " Peona Star", extern -with our auxiliary organization, vea, for Geb has paid be written there man}' shekels that they may { May it live long, and prosper. . _ >,, '* 0007-SWP-00012816C Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AMD COLOR WORKS. DETROIT. MICH. DevoUd to Matters of Interest to Our Representatives. VOL. 111. .DETROIT, MICHIGAN, NOVEMBER 9, 1901. NO. 8 mmmsm " 99^99999799999999999972^ CONVENTION NOTES. | Bulletin No xi ? Consideration of Suggestions From Our Salesmen At Our Annual Convention. J qj J On the afternoon cf the fourth day, December 12th, from 3. 00 to 4 30, time will be allotted for the consideration of suggestions from representatives Please bear in mind that these suggestions may be of any character whatever, that will in the opinion of representative making same, be of benefit 1o our business, no matter whether he is I 3 3 i 3 3 g <j| jj directly or indirectly concerned with the subject to which hts suggestion refers. We should like all these suggestions m not later than Decernber 1st, so that they can be arranged for prompt discussion during the brief time that has been set apart under |j j 3 J <] <J ]j this head We assume that a number of our representatives may send in suggeslions on the same topic, and this will give us an opportunity to classify them and prevent delay or confusion on the Convention day. Mark your suggestions plainly-- "Suggestions for Convention.1' i a J y ]j jj <1 y 2 Making Out Duplicate Orders. It is not necessary for our representatives 1o note each item on duplicates of orders they send us, originals of which have been sent to some jobbing house or distributor. If the quantity of each kind of goods and sizes and the amount of the order in dollars and cents is placed before us, this is all that is necessary. Frequently distributors and jobbers are as well satisfied to receive your order written with lead pencil, in which event a carbon copy of same can be made at the same time, and this carbon is all that we should require. This information may save some of our representatives unneces sary work. Mr* H. L. Wilson* The above illustration is a correct like ness of Mr. H. L. Wilson, at least it is the best result the photographer could get after several attempts, and while Mr W. expresses himself as not being fully satisfied, we think the photographer has made a very good job under the circumstances. Mr Wilson only started with us this Fall and at the time all he knew about pamt was what he gleaned from hearing his brother "I D." talk in his sleep. He was sure he could sell it. however. Being sure is a characteristic of his He does not hesitate to state in advance what he will do, and he a/wffys does it. He said he would be a member of the Acme Plug Hat Club before Christmas, and he has kept his word. He is an enthusiast, but a level headed one, and does his work with a vim and spin* that inspires confidence and brings results We actually believe that a dealer who has listened to his slory, told in the inimitable way m which he can serve il. is ashamed to let him go without a trial order at least. He ftkes to sell goods and he knows that he has the right kind of goods to back up his efforts In his territory of Southern Ohio and parts of Indiana and Kentucky be has been up against conditions that were hard to overcome, but this has only proven an incentive to greater efforts on his part He has told us that he would succeed, and we believe him fully. Married and his home is in Detroit, He will wear his silk hat at the Convention. There Are Other People Selling Carriage Paint (Of A Kind.) 1 interviewed Merrill, Dexter & Company, of Boston. Mass . to-day. A representative of the Detroit White Lead Works had been parading around Boston for two or thre days, carrying an axe handle, painted with Neal's Carnage Paint, also Roger's Carriage Paint. The axe handle showed up favorably in regard to his pamt. He hung to the above concern for a long while, showing up his axe handle in fact had the buyer thinking seriously, and almost made Km believe that Neal's Carriage Pamt was not m it with Roger's l hap pened along just at that time and the buyer told me ihe whole story. it did not take me long to gc out and get a half-pint each of their vermilion and black. I came back and went into the rear of the store and took off my coat, the buyer hang ing on to my heels all the time. I made a good test and invited the buyer to use the brush also, which he did, in order to be fair. When we got through, he stated. "Well! There is no man living that can show me where Roger's Carriage Paint is better than Neal's Carnage Paint." He is now laying for the Detroit repre sentative to come again with his axe handle. H. C. C. In regard to packing goods in barrels versus cases, there Is a saving in freight and cost of cases of a considerable amount. As regards complaints from customers on receiving goods in barrels, only six repre sentatives report having complaints, and two of them mention only one instance. We will continue packing in barrels. G. B. P. Mr. Milton, connected with Messrs. Col burn, Birks & Co. of Peoria. Illinois, is a bard of no mean ability. One of our repre sentatives succeeded in securing a choice " gem " of his composition, which we con sider very appropriate for these columns. Here it is: Mary had a little ram You think he's dead, but be alnt. For preserved he is in a museum In a coat of Acme Paint. 0007-SWP-000128161 o THOUGHTS November g rgoi. Joke Hold tnd Lift., .mmmma San Francisco, Cal., Oct. 20, 1901. Papers for Convention* Mixed Paints and Colors* Acme White Lead and Color Works, Gentlemen:--1 am in receipt of the very elegant watch fob you sent me, and am delighted with same, which I will wear with We will ask our men to send in their papers as soon as possible so we may have plenty of time to copy them and have in good shape by December 1st. Other details It is quite probable that during the past two years there Is no class of manufacturers in the country who had more disagreeable obstacles to overcome than ready-mixed paint manufacturers. At the beginning of the year 1900 prices for ready- pride and pleasure. Respectfully yours, Al f . R. Ke l l y . ( [ concur in the idea of holding the Ccn- j vention a week, as that time is not any too long to meet and discuss ail that may come up before the Convention. 1 trust it may be one of the best Conventions ever held and a great deal of good may come out of it. lam : sure 1 will do all l can to make it a success. C. M. Mr Frank G-ay, General Manager of the S. B. Hubbard Co., here, recently painted his house with New Era. When the painters j will xeep us fully engaged after that date. G. B. P. Hello, there' Mr. Frank Dou gall. "How's your Filler" record. I saw m Th o u g h t s October 19th, that you were going to get there on quantity of D. L. W F. sold during October. My record is twenty-nine good square orders taken from people I actually talked with and aggregating 254*4 gallons. How is that for high. Frank`d A. D. H. mixed paints had declined to the lowest level ever known, especially for goods of siandard quality Prices for all crude materials, as lead, zinc, llr.seei oil, tin cans, boxes anJ cooperage, were steadily advancing, due in some instances to control by com bination and In others In sympathy with the general advance of all other similar products. Paint manufacturers, therefore, were compelled to advance prices during that year, but owing to a lack of concert of action and particularly the fact that there is no uniform standard of quantity, the complaint was quite general that the advances made were Teally inadequate.and left littlp, if any, margin for the manufacturer. Late in the fall of 900 came the sudden an excessive advance In the price of linseed oil. at which time prices on paints were generally withdrawn or mad: equate advances made. Almost as suddenly as the were through they liked the goods so well | they recommended them on the next job, , next door lo Mr. Gray When these two jobs were completed (both white) they looked 1 November Competition* so rues that Dr. Mitchell, who is building a I Fcr the largest number of orders for very fine residence on same street, came j into Hubbard's and asked Mr. Gray what j NEW ERA HIGH-GRADE PREPARED PAINT paint he used on his house, and when told. from trade who have not heretofore handled said "send up enough to paint my new the goods. Orders must be secured by the house, (50 gallons)." It is the whitest and i best looking house ever painted in Jackson- | representative and sent in with blank form provided for dealer's signature, but the Ytlle. 1 dealer need not necessarily sign same, Now there are six houses on one street j Record to November 7th. painted with New Era, and these painters I W. C Neai........... . . . ... 12 are getting extra work on account of the H L Wilson ............ . IO fine looking work they are turning out with New Era. H. H. H. R. M. Billings C F EMIott.. E. R. Hoag.................................. .. .. . s 5 We enclose herewith copy of a letter 1 R K. Higimn received from C. L. Rollins of this city, who K R Dougall ... . C F. McCaulev. . .. has had considerable experience with New 1 W. P Wiggins..................... ........................ 3 a t 1 Era paint since we have handled it and his 1. D. Wilson. z statement of the results secured are certainly [ A E. Barron ................ O verysatisfactory, and wehave no doubt will 1 R R Black be of interest to you. j H. C Cater . Dan Davies .. Yours truly, ! R S.Gebliart ...... .. . .. O .0 O ... 0 Bu f f a l o Gl a s s Co . H H Halladay . .. .0 Buffalo. N Y . October as. 190*. Buffalo Glass Co , S. H Hart............................... ... A D. Hoagg .. .... . . . 0 -O Buffalo, N Y. j S A. Hunter ......... O Dear Sirs --in regard to the New Era paint will j A R. Kelly . .......... O say,that it will cover at! die surface dawned forlt m j C Mehlig................................... ........... O a better manner than clear while lend and pure linseed J H. Milne ........................ ........... .O 01! can be put on, and the colors are even and will not J R. Newell . O fade I have experimented with paints for nearly S J. Olson........... ......... .... 0 wenty years and have has none that gave as good W. C Patterson .0 satisfaction ''all around" as the New lira. House C F. Pulfer ................ .... 0 at No 97 Park View Ave. was painted about twenty M J Reynolds .. O months ago with New Era pamls and is as bright F B Sangstei .... ... 0 to-day as when put on. Houses at Nos s*. >9. 6t. H. P. Torrance . . ... 0 at, 69 and 71 Zittel St were also painted with it, H. F Whitaker .. O ,ame of them were painted last April and some in July I use New Era paints for economy as well as JuTabill'v, and have never had any fault found with the results Yours truly, C. L Ro l l in s Members Acme Plug Hat Club. Ailnullcit OxitM-t Mr Atf R Kelly . March x, ryn,,Mich. Seal Lead Mr A E. Barron .. June t j , ipol.-NeaTsAlum En Mr 1 D Wilson ..Oci 1.1001. .W and) Paint. Mr. H. L Wilson .Nov 190-1'., Liquid Wood Filler advance in oil came the complete demoralization of the market, a fact familiar undoubtedly to you ail, after which conditions became more settled. However, the loofced-for low price of linseed oil was not real ized, and the paint manufacturers actually had to face even worse conditions this year than the iast half of 3900 The long talked-of combination of can manu facturers became an eventuality during this year, and another heavy advance in cans has heen Imposed upon them. Along in midsummer the market was found to be practically bare of linseed oil. Coupled with this was the fact that paint manufacturers had been enjoying a larger volume of trade than they had anticipated, and this was especially so during the midsummer months, so that when the phenomenal advance occurred in July to over 80c the poor paint manufacturers were enjoying a large volume of business and securing only what would be considered a fair price for their product on linseed oil at a price in the neighborhood ot 40c. The condition of affairs, therefore, compeilel Ihe paint manufacturers to again advance their prices, when linseed oil, without any apparent good reason, declined almost as suddenly as It advanced, when paints, in sympathy, again quite generally declined. Manufacturers of pure lead, zinc, linseed oil, ready mixed paints that are put up full measure, and of an average weight ranging from 15 to 17 pounds, universally agree that at ihe prices of crude material prevailing uver Hie first half of the year, that it cannot be marketed at a satisfactory profit to them at a less figure than $1.55 per gallon to the retail dealer, and not then at those figures in certain sections of ihe country where excessive freight rites prevail The consumers have become quite generally critical, and there ts a growing demand for ready mixed paint's of the belter qualities, and they are rapidly displacing the cheaper grades. So it is quite probable thatthe manufacturers of stricily first quality goods will eventually settle on some definite basis for advancing and declining their prices, m sympathy with the market for crude materials, and probably more parti cularly that of linseed oil. On ocher paint materials, as in oil colors, household and carriage paints, as well as enamels, the same general conditions prevail as apply to ready mixed paints. We may, therefore, safely conclude, assuming that the present crop of flaxseed if only <in average one, and that all other materials remain at approximately the same figures as now prevail, that the manufactur ers of the above enumerated articles will not be satisfied to accept less for their products than they are now receiving, and It Is more than likely that advance on present prices, in some instances, will be established and wnintainei ~~E.viraclfront ' Report of Paint Cohfmttee of recent t\'ahovaL Wholesale Druggists Convention " 0007 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAP AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, NOVEMBER 16, ,'901. No. 9 rnmnass vtMMmm When in Salem, W. Va., four weeks ago, I called on Mr. Powell, who has the best hardware store in the town, and tried to sell him some Hew Era, but could not gel him to take hold of any until I went out and sold enough to paint a house in course of erection. When l got on the train at Parkersburg on Sunday afternoon, Mr. Powell was on the same train, ahd he told me he had received the paint all O. K. and that the people had been very much pleased with the appear ance of their home painted with New Era, and said he wanted some more of that paint, hence the enclosed order. 1 think this is a pretty good one for New Era, when you take into consideration the fact that Mr. Powell has sold Sherwin-Williams paint exclusively since he has been m business, and thought he had the best paint on earth, but he don't think so r o w He told me that the first two cans of O. W. that he laid his hands on weighed 17.H lbs each. E. R. H. I found Mr. H. L. Wilson and Mr. Halladay at Pittsburg, Pa., and we spent Sunday together. They were both in high spirits, having just taken an order for two car loads of New Era High-Grade Paint and specialties. After the correspondence was finished and the expense books bal anced Mr. Halladay ordered up the cigars (not Ti-Ki). He had recently purchased a new suit of clothes in Florida. The cigars were to wet the suit. The lining of the coat and vest is very attractive and original, and, the ground work is Bull Frog Green, deep with a small silk stripe of Devil's Red. showing his desire always to keep within the bounds of harmony and color scheme adopted by the Acme. We, Mr. Wilson and myself `took hold and lift-ed." The coat of many colors was named by Mr. Wilson "Joseph's coat " of Bible fame We also discovered a 100 foot manilla rope stowed away in the southwest corner of his carpet bag. Our curiosity was aroused as to what it was used for. Henry replied that ii was used for three purposes . First, as a portable indi vidual fire escape; second, for making long jumps; third and lastly, for Lassoing Shet land ponies and other animals for his farm in Ypsilanti. (And so we live and learn.) Mr. Halladay is setting us all a good ex ample, and is carrying the idea of the Acme Co. in projecting their property and expense money. B. E. B. Mr. J. H. Milne. Mr. Milne is our "city man." That is he spends most of his time in working up business in Detroit, but also looks after a number of points in the immediate vicinity. He is another of our " London bunch," and not the least prepossessing by any means. He "takes well with the trade." the natural result of a pleasant address and friendly nature. Mr Milne joined us last March, and prior to that had been " on the road " and '* in the house " in the plumbingsupplies trade. He is trying conscientiously to master the " arts and parts" that enter into the paint pro position, and is running up against condi tions In hts daily jaunts through the city of the Straits that are revealing the mysteries of his new calling, and enabling him to profit by the experience which is first essential to insure the greatest success. Unmarried. Yours of recent date to hand and con tents noted. It is a great pleasure to me to ask you at this time to accept my sincere thanks for order for plug hat, won by me In Liquid Wood Filler contest. The same will be purchased by me, and 1 certainly will take pride in appeanng at the convention "topped" out by a Dunlap plug. 1 am pleased to have the honor of becomtng a member of an association of such high standing as the Acme Plug Hat Club. Am also glad that it will not be necessary for me to borrow l. D.'s hat for Acme con ventions. H. L. W. mmnrnmn I received Tl-Klptnall O. K. and must s^y it is very fine. In ether words I con sider it m keeping with the club. G. F. E. Ward fit Key are pushing our line m great shape and have the paint biz. all their own way. They have the contracts for two of the largest houses in town, and will send In order as soon as parties select colors. In conversation with three of the best painters in town today, two of them said it was the first mixed paint they had ever used, and said it was so much better than they could mix that they would continue to use same. This is a mighty good thing for the paint in Hope, Ark., as one of the painters (Per kins) has lived there 15 years and was always a lead and oil man. W. P. W. 'Myself and Mr Barron had a rather pleasing experience in Hodge Bros', hard ware store, of Pans, 111., one day this week. They used to handle "Neal's Carnage Paint," but put in Burdsal's, and when we tried to sell Neal's to them they said : " Oh, no, we have Burdsal's, and it is a much better article and our trade insist on having it." I took down six cans of colors at random and asked how long they had had them, and they said it was this year's goods. Each and every one of them was llyered. 1 then took down an old can-of "Carmine Red" (Neal's) and asked how long it had been m stock. They didn't know exactly, but over two years. I shook it and it was all right. * Oh, well, Burdsal's is better and we know it, and to convince you we will stand for one can of It if you will pay for yours." We did so, and the Burdsal's was very badly itvered, would not brush out or cover, while Neal's not only flowed out most beautifully and covered perfectly over a yellow spoke, and a black stripe at that. He was not then perfectly satisfied, and after we left went to a carriage painter with both of them to find out, with the following result: "Why, this isn't worth a hurrah," meaning Burdsal's, " and this one is fine," Neal's, the old reliable. And after it was all over he was frank enough to admit it and said we are satisfied Neal's is the best, and I rather think he'll sell it m the future. W. C. N. 0007-SWP-000128163 ___ THOUGHJS November 16. 1901 MMWFtitHuM Mnammmm mmimm CONVENTION NOTES. ft Bulletin N ' is<4 Taking Part lo The Discussion Oi The ft Papers That Ate Read At Our ft Annual Convention, ft Papers will be read on the follow^ ing topics at our annual convention, j* and as each representative is ex- ft pected to take an active part in the ft discussion of these subjects, we deem ^ it well to advise you in advance of jjj ft same, so that in the meantime you ^ wilt consider them special!/, and m H November Competition. For the largest number of orders for NEW ERA HIGH-GRADE PREPARED PAINT from trade who have not heretofore handled the goods. Orders must be secured by the 5 be prepared to present your views at |r ft the proper time W ft TOPtCS FOR DISCUSSION ft *' New Era High-Grade Prepared Paint." <0 ^ ft "General Manufacturing Trades, Duties of V ft the Regular Representative in Relation ft to this Class of Trade." ^ ft *' The Responsibility of a Representative " W ft " Our Distributors." ^ ft *' Catalogs and Prices " ^ ft * Cirriage Manufacturing Trade, Duties of ft the Regular Representatives in Relation $ S to ihis Class of Trade.*' ^ ft " Our Products--Paints, Enamels, Colors <1? ft and Varnishes " $ ft Out Plant and Faculties " ^ ft " Pricing, Terms and Returned Goods " {if 2 * Credits and Accounts.'* xj ft ' Collections " $ ft " Factory Talk " ftj ft *' Advertising " S ft Advantages of Prompt Shipment " $ ft " Comments on Packages." ft *' The Factory End of It *' X ft " From a Foreman's Standpoint " < " ww.W VWWvCVw [ was talking to one of the practical painters who was painting our tower and smokestack, and during cur conversation ! asked him tf he was not surprised that the work presented such an appearance after the representative and sent in with blank form provided for dealer's signature, but the dealer need not necessarily sign same. Record to November 7th W C Neal H L Wilson . F R Dougall. E R. Hoag C Mthlig ....... R M Billings C F Eitlolt......... R K. Higroan C F McCauley. A E Barron S. H. Hart....... H F Whitaker . I D Wilson . . S A. Hunter J R. Newell M J Reynolds W P Wiggins R R Black.... H. C. Cater .... Dan Davies.... R. S. Gebhart . H H. Halladay A D. Hoagg . A R. Kelly J. H Milne....... S J Olson........ W. C Patterson C F Pulfer . F. B Sangster . H, P. Torrance appliance of one coat, as he had stated over the telephone that it would be impossible to do the job in a satisfactory manner and only use one coat. He said that he was Indeed surprised, and stated further that it would have been an impossibility to have mixed white lead himself and obtained such results as he had secured through the use of New Era Prepared Paint. The smokestack, was in a very dirty con dition, not having been painted during the past year. After the one coat had been applied it presented a very different appear ance. The painter stated that if he had used Attached please find a letter that was handed me on my last visit to PnnceviJle, HI. The writer is pleased to advise that Mr. Friedman is one of the firm of German & Friedman, our New Era High-Grade agents at Princeville, 111. R. S G. PrlnccvHle, III . Nov, 6, 1901 The Acme While Leadand Color Works. Detroit, Mich. GENTLEMEr*.--I have just finished painting my new residence with the New Era High-Grade Paint, and [ am very much pleased. It gives me pleasure to say that this product is all that It is claimed to be, and I will highly recommend same to all my trade. Yours for success. any of the other various brands of paint that J. C. Fr ie d ma n he knew of it would have taken at least four or five coats to cover up the dirt which New Members Acme Plug Hat Club. | Admitted Content Era had covered m one coat. 1 Mr Alf R Kelly March r. 1901 Mich Seal Lead 1 thought perhaps your readers might be j Mr Mr A. E I l) Barron Wilson . June 15. 1001 Neal'sAlumEn Ort r. 1901 .W and? Paint, interested in this information. J W. A. j Mr. H. L Wilson Nov 1,190:1 .Liquid Wood Filler This Makes Me Feel Good* About two weeks ago I soldH. H. Peeple, of Centerville, Ind , a stock of New Era High-Grade Prepared Paint. He only had the goods m his store a few days when, he sent in a mail order for twenty gallons. I consider this good for a new customer landed jn November. A. E. B. I interviewed Hobron &c Root, of New London, Conn., today and had a long con versation with Mr Root. He informed me that he had got bis fill of mixed paint and would never use another gallon. I talked to him good and hard, and finally got him to open a half pint package which I had with me. He said. "Well, I will open it just to please you, but it won't do you any good." Well, he got the can open and he put it to his nose the first thing. He looked at me and said: " This paint don't smell like other cans of mixed paint I have used." He furthermore stated it smelled like the real thing. I asked him to proceed further, which he did. When he got through he asked me if 1 would send him a case of white, which I told him I would gladly do Mr. Root finally told me that he believed I had the best mixed paint he ever saw and was equal to anything he could mix him self. These people are old time painters and ought to be good judges, H. C. C. I thought you might like to publish this in Th o u g h t s . I almost had to throw this man down and take the order away from him, he was such a radical white lead and oil man. His house was one just purchased by him, and it was fully 20 years since it was painted, so you can readily see what a proposition 1 had on hand in estimating amount required. This will be a swell agency for New Era in future, and goes to show that the old fable of great oaks and little acorns has something in It. W. C. N. Orland, Indiana, October x8,1901 W.C Neal. Michigan City, Indiana, Dear Sir Yuurs of October 251k to hand, and In reply will say that I am pleased with result of New Era white paint used on my house, and have two orders ready to send In for mure Below 1 attach a clipping from paper. Let us hear from you. Yours truly, A B Je f f e r v . with W. J Ca s e " A. B. Jeffery's newly pointed house is the subject of many favorable comments and is said to be ihe whitest house in town " New Era " mixed paint did the business, and Is sold and guaranteed by W. J Case " 0007-SWP-000128164 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, NOVEMBER 23, 1901. NO. 10 mmmmu Crediting Salesmen's Orders That Apply on Monthly Competition. Mr A. D. Hoagg recently wrote us that he had not received full credit for all the Davies' Liquid Wood Filler orders sent in the month of October, his name as published in Th o u g h t s showing only 17 orders, where as he claimed he should have 26 He did secure 26 orders (just one short of the figure required to win the plug hat), but 9 of these orders were received after the 31st. If you will refer to your copy of Th o u g h t s dated June 22od, and note article outlining con ditions covering these competitions, you will note the following paragraph . " Same will be recorded byjiates upon which orders are received by us." To emphasize this feature the sentence was nearly all printed in Italic. In view of his, and in justice to all our representa tives. we could not include in Mr. Hoagg's record the nine orders received after the contest was over. We explained this to Mr. Hoagg, and he has written us that the ex planation is satisfactoryr but he still thinks hat we should print the number of orders sent in, whether received after contest is over or not. We could not do this without dragging our contest for the previous month along for quite a period into the month fol lowing, and prefer to leave the matter just as it stands now, simply emphasizing to all our representatives the fact that the position in the schedule of sales depends upon the number of orders received by us up to the 31st, inclusive. This is fair to all. We publish this as it is a point which we wish all our representatives to be thoroughly familiar with. New Era High-Grade Prepared Paint. My customer in Winchester sent me word he had painted all the school houses in one township with Hew Era, and had it said for 14 houses in the spring. How is that for getting after the biz. W. G. N. Mr* E* R* Hoag* Mr. E. R. Hoag is not a relative of our Mr. A. D. Hoagg. At least he has not con fessed (no offense Mr. Hoagg) as much to us. He came to us in July looking for a job on the road. Said he thought he would like the work and thought he could succeed in making it go. We told him how pleasant it was to get in at midnight and get out at 5 a. m. Described some of the four corner hotel accommodations that would be his future lot. He stood the ordeal and maintained that he thought he was built for the job. We gave him a catalogue and some pointers, and told him to come in August when we sent for him. That cata logue must have been his constant com panion m Ihe meantime, for when he arrived in August he had it all " by heart," and had imbibed liberal doses of pointers on "how to sell goods," in the shape of bulletins, etc., with which we had provided him. He started to do business right at the beginning, with Frank Dougall as consulting counsel where hard points were involved, and when- In a month or so we transferred him to do detail work in distributors' terri tory in West Virginia " on his own hook," he "look hold andhfled" in an intelligent manner that brought immediate results. He is still at it. and you will have an oppor tunity of "shaking" with him at the Con vention. Unmarried, and from London, too. Duplicate of Orders Sent to Distributors. When reading over this paragraph con cerning duplicate orders l thought possibly, on account of my sending duplicates in ink. th|it I was one whom you referred to as wrilmg the orders twice. I will tell you how I do it, Since coming mto West Virginia 1 have traveled nearly all the time with one of my Jobbers' men, and I always hand him over all orders that l take. This they all ap preciate and, of course, are quite willing to write the orders out, so that all 1 have to write is the duplicate Of course I can still lessen my work by following instructions given in Th o u g h t s . and when traveling by myself will certainly uae ihe carbon. E. R. H. Syracuse. N Y . Nov 4th.i$oT Acme White Lead and Color Works, Detroit, Mich Gentlemen,--Some days since we received a letter from your Mr Neal asking for information as to our experience in using the Acme colors. We are pleased to say that we want nothing better There are many features connected with the Acme that commend It to the practical painter It works smoothly under the brush and has great covering capacity The colors are clear, clean and true to name, and carry with them a distinctiveness that is so pronounced as to Invite favorable ciiueism whenever used. This Is a great deal for an old painter to say, who for twenty years thought there was nothing but lead in oil, and break it up yourself. Wishing you success, I ara, respectfully, J J. Ha n n a THE LADIES. Please don't forget to ad vise me promptly if your wife will accompany you to the Convention* G* B. P. * r i 0007-SWP-000128165 THOUGHTS November 2j, 1901 SPECIAL NOTICE We have over forty distributor (he major* ity of whom will re quire car toad spring; stock orders It is necessary for us to an ticipate this demand to prevent delay when the goods are needed* To this end you have hern notified to arrange with your distributors for permission to make shipment of their spring stocks as early as pos sible -- during the month of December preferably* It is im portant that you give this matter immediate attention. Occasionally we get into a whole peck of trouble with customers through a misunder standing between Ihem and the salesman, as regards some feature of a business tran saction. Fo t example, in the matter of terms, a salesman's order may state 60 days, and the customer come back with a notice that he was given four months. Now we have every confidence m our men and do nol believe that they would tell a customer one thing and us another, and this will simply serve the purpose of emphasising the neces sity of being extremely careful about such matters. There is no other cause that car. give quite so much annoyance to the customer, the house and the salesman as misunderstandings of the character men tioned. Please make a special note of this for the future. IImmmw Out General Distributors. Bohan Paint Co . Domestic Oil Co Colorado Humphrey-Jones Merc Co , Los Angeles San Diego Denver November Competition* For the largest number of orders for NEW ERA HIGH-GRADE PREPARED PAINT from trade who have not heretofore handled the goods. Orders must be secured by the representative and sent in with blank form provided for dealer's signature, but the dealer need not necessarily sign same. Florida The S B Hubbard Co. Tampa H irdware Co Jacksonville Tampa Georgia Columbus Hardware Co , Columbus Illinois Geo E Watsun Co , Colburn, Birks & Co , Chicago Peoria Indiana Johnson-Woodbndgc Co , Indianapolis Iowa Sickels, Preston & Nulling Co J W Edgeriy & Co , Hornick. Hess & More. Davenport Ottumwa Sio j x City Kansas A B Whiting Pamt&Glass Co , Topeka Record to November 31st. Kentucky R H McFarland Henderson H L Wilson W. C.Neal ... F R. Dougall. E R. Hoag . H H Halladay R K. Higman , . C Mhlig A E Barron I D. Wilson. S. H. Hart F. B. Sangsier R M Billings C F. Elliott . C F. McCauley H. F Whitaker S A. Hunter J R Newell . . . jo a? Louisiana L N. Brunswig & Co , New Orleans 24 Maryland Stanley 8c Diwn Drug Co , 14 Baltin-ore 9 Massachusetts E. &F King & Co. 9 Boston S | Minnesota C W Huckett Hardware G> . i St Paul , ' Mississippi Lee Richardson & Co . 6 Vicksburg ......... 6 ; 5 * 4 a 1 Montana Ellis P.unt Co , Butte New Yoik Buffalo Glass Co , Buffalo Burhans & Black Co . Syracuse Jno L Thompson, Sons & Co , Trov North Carolina Julius Lewis Hdwe Co . Burwell & Dunn Co Raleigh Charlotte S J. Olson. . C F Pulfer M J Reynolds . . j Ohio 1 Loew Hi" S V.'. Co , Stem-V- . Co , .r Norton 1 0 . Cleveland Cincinnati Toledo W. P Wiggins R R Black .. H C. Cater Dan Davies . R S. Cebhart A. D Hoagg.. A. R Kelly . . 1 Oklahoma Territory Alexander Drug Co . Oregon F E Beach & Co . Pennsylvania ' H R Semple flr Son. ' Logan-Gregg Hardware Co , 1 Bard. Schlott 4c Co . 1 Phelps-Straw & Co , Oklahoma Ctiy Portland Easton PiUsburg Reading Wilkes Barrc J H. Milne . W. C Patterson H. P. Torrance Tennessee , Frltxs & Wiehl Van Vleet-Mansfield Drug Co Texas Gremer-Kelty Drug Co , Houston Drug Co . Chattanooga Memphis Sherman Houston Utah , G F Culmer & Bro . Salt Lake Citv Members Acme Plug Hat Club. Admitted CoMclt | Virginia 1 Barker-Jeoiungs Hdwe Co , | Washington Lynchburg Mr Alf R Kelly .March x .t q o c .Mich Seal Lead 1 Baum & Co.. Mr A E Barron .. June 15. 1001..Neal's Alum En Wesv Virginia Mr T D Wilson . .Oct. 1,1901 ,W and I Paint. [ Mr H L Wilson Nov 1,1901 Liquid Wood Filler j The Hubbard-Williams Co . The Williams 8c Davidson Co W H Chapman & Sons. Spokane Charleston Clarksburg Wheeling 0007-SWP-000128166